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How to Become a Leasing Consultant

Do you enjoy helping others make important decisions that will help increase their quality of life? Are you a natural salesperson? If so, becoming a leasing consultant may be the right career path for you. 

Leasing consultants are responsible for using their knowledge of their company’s real estate properties to help customers make the right decisions on where to rent. They play an important role in being a middle man in the real estate business since leasing consultants are the ones advertising the properties and getting people to sign a lease to rent the property for a given time, ultimately helping the company make profit. 

Leasing consultants are found working on behalf of property owners or building management companies to help get their properties out on the market to rent. Leasing consultants need the right communication skills and the ability to pay attention to fine detail to give their clients a positive experience while guiding them through their rental agreement.

Sample job description

Without proficient leasing consultants, businesses would have a hard time finding potential properties to rent and dealing with potential customers. [Your Company Name] is looking to hire an experienced leasing consultant. At this job, you will spend your time viewing different listings to find superior properties that will be easy to rent out for our clients. After the properties are secured, you are then responsible for discussing prices and terms to potential clients and negotiating sales within the lease. An ideal candidate will be a good marketer that is able to gain the trust of our clients to reassure the agreements they sign in the lease are valid and fair.

Typical duties and responsibilities

  • Find potential properties on behalf of the company they work for
  • Respond to clients that are interested in any of the rental properties 
  • Take tenants to view the different properties they’re interested in 
  • Answer any questions the tenants have about a property or lease
  • Negotiate sales and renewals with clients within the contract
  • Finalize the terms and conditions in the lease
  • Take care of tenant background checks, including reference letters, rental histories, and lease applications 
  • Properly write all terms of a lease in order to take the necessary steps in case the tenants don’t pay or follow the conditions listed in the agreement 
  • Inspect and clean properties 
  • Accept security deposits, rent, and late fees from tenants
  • Manage and record move-in paperwork, lease renewals, and move-out forms

Education and experience

  • High school diploma or GED
  • A bachelor’s degree in business or real estate

Required skills and qualifications

  • Strong interpersonal skills to develop trusting relationships with prospective renters
  • Verbal and written communication skills are essential to developing the lease and answering any tenant questions
  • Ability to help the client understand complicated financial and real estate terminology
  • Attention to detail while managing aspects of lease terms
  • Ability to listen to the needs of their clients
  • Good researcher   
  • Ability to negotiate professionally 
  • Good record-keeping
  • Ability to meet sales goals

Preferred qualifications

  • Experience in sales or marketing
  • Self-confidence
  • High prospecting skills
  • Good with office software and phone systems 
  • Excellent presentation skills
  • Property knowledge
  • Being persistent and proactive

Typical work environment

Leasing consultants typically work in offices on-site or close to the rental properties they promote. Some leasing consultants work independently, however, most are working in a team with other consultants and real estate professionals like real estate agents, property managers, and maintenance staff. While there are part-time jobs available for those interested in becoming a leasing consultant, most are working full-time to accommodate the time demand that comes along with renting out properties.

Typical hours

Leasing consultants typically have a 40-hour workweek, however, hours may be extended on busier weeks. Work hours can vary from day to day and often involve weekday and weekend hours to accommodate a client’s schedule to view properties and sign paperwork.

Available certifications

There are many different certifications offered by different companies to help leasing consultants succeed in their role by promoting sales and understanding the real estate business. Check out the following:

  • Certified Sales Professional (CSP). It is essential that leasing consultants have a natural ability to sell to their clients. The CSP certification trains participants to increase their sales by learning negotiation and communication skills and behaviors that will help them stand out against other sales professionals. Sales is everything, so it is important to demonstrate to your employer that you’ve taken the necessary steps to become the best salesman you can be.
  • Certified Apartment Leasing Professional (CALP). The National Apartment Association designed this course so participants can signal to their employers that they are competent in their leasing professional career. The CALP will help leasing consultants take advantage of technology to generate new clients and sales, learn how to inspect potential property investments, create an effective marketing strategy, and help build meaningful relationships with potential tenants. Earning this certification will prepare any leasing consultant with the skills they need.
  • Certified Leasing Professional (CLP). The Certified Leasing Professional certification was designed to showcase your ability to lease different properties to potential employers and clients. Becoming a CLP will deepen your understanding of the property management industry by learning more about property merchandising, fair housing laws, different leasing techniques, and closing the deal with clients.

Career path

After obtaining a high school diploma, many leasing consultants will need to earn a bachelor’s degree in business or real estate. Leasing consultants work in a variety of situations depending on whether they are hired on by a management company, working independently, or are directly hired by interested clients. When leasing consultants aren’t in their office researching properties and creating terms and agreements for leases, they can be found visiting different properties to potentially buy or bring clients to existing properties to see if they would be interested in renting.

US, Bureau of Labor Statistics’ job outlook

SOC Code: 41-9020

2020 Employment518,600
Projected Employment in 2030540,600
Projected 2020-2030 Percentage Shift 4% increase
Projected 2020-2030 Numeric Shift21,800 increase

Leasing consultants are in increasingly high demand because people rely on them when they’re looking for a new home or property to rent out. Leasing consultants will also be needed as more people are projected to rent than buy in the next few years. While leasing consultants should have an easier time finding a job, the real estate market is highly influenced by the fluctuations in the economy, so demand may vary accordingly. Leasing consultants will have an easier time finding employment in times of economic growth and stability rather than in times of decline due to higher prices and lower incomes.