Building Urgency

Let’s take another look at building urgency. We dealt with this a little bit earlier; this is so important, because people love to procrastinate when it comes to spending money on things other than the things they love to spend money on. “Limited availability” is the key phrase because the fact is you never know who’s going to rent something from you tomorrow; and particularly in the busier eight months of the season, someone could rent you out of 10×10’s fast. So limited availability is a true condition.

You want people to get in their units now so they can start moving in slowly so they don’t have a big crisis when it comes down to zero hour on moving day. So use your limited availability to help those people get in sooner. It goes like this: “Since availability is limited, the best way I could help you would be to go ahead and put a hold on that unit for you. Now what was your first name?” and go to your order blank close. This simple phrase is how you put a hold on the unit for people.

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