Confidence, Charisma, and Connection: The Leasing Trifecta
So… What’s It Gonna Take?
A micro-sized pep talk with mega impact
Have you ever been hit with a question that completely stops you in your tracks? That happened to me recently. I had just wrapped training with a new leasing agent when he looked me straight in the eye and asked:
“So what’s it gonna take for me to be successful at leasing?”
No fluff. Just straight to it.
It caught me off guard, but it also lit me up. Because deep down, I knew the answer. And now I want to share it with you.
1. Be Your Own Energizer
If you rely on your environment to motivate you, you’ll get tossed around by every slow day, stressful coworker, or personal distraction. Your energy has to come from within.
Leasing energizes me. It fuels me. That doesn’t happen by accident. You’ve got to find your spark and bring it with you every day. When you do that, people feel it. And trust me, energy is contagious.
2. Ask Better Questions
Too many leasing pros ask questions that feel like a checklist. Sure, you get the info you need, but there’s no connection. The best questions are curious, human, and real.
Just like that agent’s question to me—what’s it gonna take?
That kind of question builds trust. It shows you’re present. It invites conversation instead of just collecting data. The more intentional your questions, the more powerful your conversations become.
3. The Big Three
Here’s what I believe makes someone successful in leasing:
Confidence without cockiness
Know your product. Know your competition. Know your value. Believe in what you offer without turning it into a brag session. Confident leasing professionals make people feel good. They use eye contact, warm body language, and a voice that says “I’ve got you.”
Consistency with charisma
Show up the same way every time. Be personable, be prepared, and follow through. Don’t rely on charm alone—back it up with action. Charisma is great, but consistency earns trust.
Connection is the currency
If you want to seal the deal, connect with people. Genuinely. Listen. Be present. Make them feel like they matter. Because they do. When someone feels seen and understood, the ask becomes easy. That’s why I get leases—I care, and people can feel that.
You Don’t Have to Be a Born Closer
I wasn’t. In fact, I didn’t love closing in my early career. But once I realized leasing was all about relationships, the close got easier.
Once I’ve made a real connection with someone, it feels natural to say, “Want to head back to the office and start the application?” or “Let’s pull it up right here.” It doesn’t feel pushy because it isn’t.
You don’t need to know everything about sales psychology. But you do need to be able to read people and respond in the moment. That part matters more than any script.
One Word: Intentional
That’s my word of the year.
Be intentional with your calls. Be intentional with your tours. Be intentional with your follow-up. Don’t go through the motions. Practice, improve, and find what works for you.
When you show up with intention, confidence follows. And when confidence shows up, so does your best work.
Your Challenge
Think back to a tour you gave this week and ask yourself:
Did I show confidence?
Was I consistent?
Did I make a real connection I could reference in a follow-up?
Audit yourself. Be honest. And if there’s room to improve, own it and adjust. That’s how growth works.
The Recap
If you’re still wondering what it takes to be successful at leasing, here it is:
Confidence without cockiness
Consistency with charisma
Connection is the currency
You’ve got it in you. Now go out there and lease like you mean it.
Happy leasing.