Potential renters UNTIL they open up about bad habits

[Pablo R.]

Hello BP community,

So I posted a week ago that i just got a duplex, got one side rent ready and have been doing showings ever since.  I do have a phone "screening" questionnaire and has been doing good with filtering time wasting potentials ("would you be willing to work out this...or that, recent evictions, etc).  My struggle now is; when I get to schedule a showing with a prospect that does well during the phone interview, show them the property, make every effort study them, then move on to the more serious topics such as what we expect from our tenants (of course.. I am the property manager and work for the "owners") and explain them some of the aspects our "application processing office" will be evaluating during the application processing... then I find some feel like "opening up" and share some not so great habits.

The last one I got was: "I've had a few late rent payments" (plus all the excuses), "but it has happened only a couple of times ".  The interesting thing is that this has happened with those prospects that appear to be of better quality (for the lack of a better term).  By this time they are already holding an application in their hands.  I do thank them for being honest about "X" habit and let them know we do have strict rules.

Questions: Are there any proving questions anyone uses that can help me find out things like "bad tenant habits" over the phone?    Am I being to nice not to ask about them straightforward?  Should I push them back to the end of the line for their honesty?

I am somewhat puzzle by potential tenants suddenly becoming "very honest and upfront". 

Your guidance is greatly appreciated.

The rookie from Columbus OH.  Pablo

[Richelle T.]

@Pablo R.

You're actually on the right track. You want them to open up to you. The key thing is to let talk and ask open ended questions, like:

Why are you moving?

Do you live in this neighborhood already?

Where do you live now?

How is your current landlord?  <---all the complaints come out on this one. 

Then describe your rental criteria and look for them to flinch: no evictions, 3X rent in income... 

Then casually say something like "You know, we're just trying to get an accurate picture of who we are dealing with. We know it's hard out here and we don't want to take an application fee from someone and who doesn't meet the rental criteria. We want honesty above all else. Don't tell me you have a pristine rental history then I see 4 evictions and a felony on your background report. " Then wait and listen This is where they feel compelled to tell you their deep, dark secrets and disqualify themselves.  

Yes, if they say something that disqualifies them in your book, then absolutely mark them off the list. Their honesty is what you want, but it does not obligate you to allow them to rent your unit.