Why this matters:
Leasing consultants connect renters and landlords by marketing properties and facilitating lease negotiations between the two parties. With comprehensive knowledge of the property and lease terms, consultants can advertise their best qualities and pinpoint people looking for those features. This question will highlight candidates with a deep understanding of real estate value and the renters different properties attract.
What to listen for:
- A thorough, standardized method of property assessment
- Considerations such as security deposit requirements, amenities, rent, and size
- An explanation of the property characteristics that attract or dissuade renters
Why this matters:
Every leasing consultant must possess in-depth real estate knowledge and the ability to explain niche concepts to tenants unfamiliar with the industry. Candidates who can differentiate between a co-signer and guarantor — two easily confused roles — in a clear, simple manner display great potential in this customer-facing aspect of the job.
What to listen for:
- A definition of guarantors as the backup source of rent payments
- An explanation of a co-signer’s right to inhabit the property
- Relatable language that newcomers to the real estate industry would understand
Why this matters:
A leasing consultant’s role does not end when they find a willing tenant. The next step in the process is limiting risk in the lease agreement and ensuring that the potential tenant will be a responsible resident. While there are many components to the vetting process, a thorough inspection will generate secure leases and consistent rental income for property owners and landlords.
What to listen for:
- A process that includes gathering reference letters, background checks, income verifications, and rental histories
- Mentions of safety measures like lease guarantors or security deposits
- Recognition of the importance of vetting tenants to limit lease defaults
Why this matters:
Some properties are naturally more desirable than others. However, it is a leasing consultant’s job to ensure that even less-in-demand real estate receives attention from a wide audience. Promising candidates will have an array of marketing techniques at their disposal to spread the word about a property and generate interest.
What to listen for:
- Demonstrated perseverance in the face of obstacles
- The ability to translate marketing efforts into quantifiable results such as increased showings
- References to diverse marketing channels such as social media, emails, or direct mail
Why this matters:
The leasing consultant position shares many parallels with a sales job and requires some of the same qualifications — from people skills to the ability to assess and highlight product value. As they go about searching for the perfect tenant, candidates must be comfortable talking up a property’s selling points and able to close lease agreements to the satisfaction of all parties involved.
What to listen for:
- Experience selling products or services in a customer-facing environment
- Strong interpersonal skills and the ability to make small talk
- Good recollection of details about a product’s capabilities and benefits
Why this matters:
Leasing consultants work closely with property owners or landlords to understand their ideal tenant, learn more about a property’s features, and draft a lease. If communication breaks down between the two, leasing consultants must have the professionalism and conflict management skills to recover the relationship.
What to listen for:
- The ability to manage volatile clients with objectivity and composure
- A situation in which the leasing process ended on a positive note
- Openness to improving or tweaking their approach to accommodate the client
Why this matters:
Leasing consultants have many different responsibilities and a highly varied routine. On any given day, their schedule can include providing property tours, meeting with landlords, answering questions for prospective tenants, assessing properties, or simply doing paperwork. It is essential that candidates are prepared to manage this changing schedule without letting any obligations slip through the cracks.
What to listen for:
- An organizational system for documenting upcoming meetings, tours, and calls
- A flexible attitude, unruffled by sudden changes in plans
- Use of a scheduling software or digital reminder system is a plus
Why this matters:
When property managers or landlords hire a leasing consultant, they hand over key leasing responsibilities in return for a secure lease, reliable tenant, and smooth overall experience. Whether providing personal property tours or specialized real estate expertise, leasing consultants must oversee all leasing procedures with thoughtfulness and professionalism.
What to listen for:
- Comprehensive lease management — including legal, financial, and logistics considerations
- The ability to resolve conflicts between property owners, landlords, and tenants
- A balance of detailed goals and a big-picture perspective
Why this matters:
Once a leasing consultant has found and vetted a tenant, lease negotiations can begin. In this phase, the candidate must help broker a settlement that satisfies both landlords and prospective tenants. Leasing consultants should be comfortable going back and forth between the two parties to find a compromise in rent price and property amenities.
What to listen for:
- Strategies such as leading with confidence and reinforcing the property owner’s goals
- Efforts to understand each party’s needs and voice their respective concerns
- The ability to smooth tensions should a disagreement arise
Contact a sales consultant.