I recommend using the Sales Leap Paraliminal.
If you want to be congruent you find out what the customer is looking for. It's simple to ask "what are you looking for in an apartment?" Find out if they are auditory, visual or kinaesthetic. They tell you what they want, price, location, place to relax, space, whatever. Then you can point out the best features and help them ask the questions that they want answered.
Often people don't know what to ask the owner. If you ask what they are looking for in the apartment you can point out the features that match or can be amended to suit their needs. The features they may be looking for might not be already in place.
You can also find that by asking them what they are looking for in an apartment, they start seeing it and describing it themselves.
Remember when you answer their questions, remember their answer to the question about what they said they were looking for and you can frame your answers around that.
Being congruent is a lot about listening to. So don't be afraid to ask questions whether they are planing to expand family if the apartment is not pet friendly it's good to find out if they already have pets.
So enter into conversation with them, get to know them don't be afraid to ask questions.
Alex
