We all know the x-shaped signs at railroad crossings with Stop, Look and Listen displayed prominently on them. Sometimes we actually do. Those signs were mostly replaced by crossing arms that come down to block the street. Usually, though, we don’t need to stop because a quick glance to makes sure no train is coming. After all, we can see a mile down the track. Oh, if tenant selection were only that forthright and easy.
We can’t see a mile down the tracks to see if we have a bad tenant applying to rent from us, (well, I can’t anyway) so we have to Stop, Look and Listen.
Stop
When an applicant hands you his rental application, stop and look at it. All too often, landlords simply fold it up and put it in their pockets or folder to take back to the office for screening. Stop right there. Put that application in your pocket and you have lost the opportunity to look at the point when you can do the most good.
Look
Look at the application. Are all the blanks filled in? Are all the spaces filled in to your satisfaction? Especially look for empty places. If the spaces are empty, why?
Often the answer is, “oh, I don’t remember.” You don’t remember your landlord’s name? You don’t remember your current landlord’s phone number? You don’t remember your work’s phone number?
If fields have incomplete information in them, that will not work, either. If the applicant has written in the space for the current landlord’s name, “Dick,” that will simply not do.
As a landlord, what were you going to do when you discovered those omissions back at the office?
Because you have stopped, looked and seen empty spaces, you can hand the application back to your prospective tenant and tell him to get the information and then you will process the application. You could also take it with you and instruct your applicant to call you with the information. Of course, along with that instruction goes the warning, “we process complete applications in the order we receive them. If someone else’s application comes in completely filled out before we get the missing information on yours, we will process that one first. And if that applicant qualifies, we will accept him or her.”
Listen
Applicants tell you things if you listen. So while we need to stop and look at the rental application, we also need to listen to what our applicants tell us. Sometimes landlords get so caught up in the application process that they don’t take time to listen to what an applicant tells them.
Good tenants will talk about how they love to live in nice, quiet, well-maintained properties. If we are listening, we can compliment them on their discerning taste and explain why our properties meet all three of those criteria.
Bad tenants may explain that they have problems with neighbors, landlords and maybe even paying their bills. Of course, they will have excuses for all those problems, none of which are their fault. By listening, we will have a clue about what to ask former landlords and references when we call.
Maybe we should put “Stop, Look and Listen” signs on the walls of our offices. Then we might remember to stop when applicants hand us applications, look at those applications, and listen to what the applicants tell us.