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The Landlord’s Funnel (Part 3): Viewings
Turning Interest into Intent
Dakota Crisp, PhD
October 13, 2025
In partnership with
Over the last few weeks, we’ve covered how to generate awareness for your rental and pre-screen applicants.
This week, we’ll cover viewings.
By the time someone books a showing, they’ve already made it through your top-of-funnel filters. This is your conversion event — the moment when curiosity becomes a potential commitment.
But just like in sales, you’ll deal with no-shows, tire-kickers, and life’s curveballs. A few smart systems (and the right mindset) make all the difference.
1. How to Prep Before Your First Showing
They tell you not to judge a book by its cover — because it’s exactly human nature to do so.
The highest-leverage action you can take?
Keep your property clean and smelling good.
Don’t overthink it:
Buy a few Glade plug-ins.
Hire a cleaning crew for a deep clean.
A clean, bright, good-smelling property feels well cared for — and that feeling translates directly into trust and perceived value.
2. Protect Your Time with Viewing Blocks
Don’t run yourself ragged trying to accommodate everyone’s schedule.
I used to bend over backward setting up one-off showings. It was chaos.
Now I run set viewing blocks — usually Saturday and Sunday mornings.
I line them up back-to-back, drive out once, do a few showings, and go home.
It keeps things efficient and creates subtle social proof when people see others interested.
3. How to Handle No-Shows
No-shows are an unfortunate part of the business.
People schedule viewings and then don’t show up. No call, no text, nothing.
You can reduce your no-show rate by calling or texting the night before to confirm. If they don’t reply, consider the viewing off.
Nine times out of ten, they were never going to show up anyway.
4. Selling Your Unit: The Easiest Sales Gig in the World
Here’s the thing about rentals: people want it to work out.
When they walk through your property, they’re already imagining themselves living there.
Your job isn’t to hard-sell — it’s to show up, answer questions, and provide a bit of leadership.
I used to “give tours,” narrating every square foot of the place. Now I just unlock the door, let them explore, and stay available.
If they want context or a walkthrough, I provide it. Otherwise, I stay out of the way.
Because really — you’re not trying to convince them. You’re helping them confirm what they already want to feel: This could be home.
Showings are also your chance to meet potential tenants face-to-face.
If you’re friendly and open, people will tell you things they’d never put on an application — not in a bad way, just through natural conversation.
Most of it’s small talk, but occasionally, you’ll catch something that signals whether you’d actually want to have a long-term relationship with them.
6. Attract, Don’t Chase
When you start showing rentals, you’ll meet plenty of people who seem interested — then disappear without a word.
Don’t take it personally.
It’s a waste of time and energy to follow up, ask if they’re still interested, or wonder what went wrong.
If they were interested, they’d be in contact with you, trying to move forward with the process.
Let the serious ones chase you.
💡 Takeaway
Treat viewings like sales calls: systemized, low-stress, and human.
Protect your time, present the property well, and let people imagine their lives inside it.
Because when you do, the right tenants will sell themselves on it.
Tune in next week for the final part in the series: Applications.
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