The key to a good sales presentation is to match the prospect's wants and needs to the community's:

A successful sales presentation hinges on the ability to align the prospect's wants and needs with the community's features and benefits. This alignment is crucial because it allows the salesperson to effectively demonstrate how specific attributes of the apartment community can satisfy the desires and requirements of the prospect.

Features refer to tangible aspects of the property, such as amenities, unit configurations, and security measures. Benefits transform these features into value propositions; for example, a swimming pool (feature) may offer relaxation and recreation (benefit), which are desirable outcomes for potential residents. By focusing on this match, the salesperson can create a compelling narrative that highlights how living in the community can enrich the prospect's life, ultimately fostering a deeper connection and enhancing the likelihood of a successful lease agreement.

In contrast, while aspects like price, location, demographics, lifestyle, and availability are important factors in the leasing process, they do not directly correlate with creating a persuasive and emotionally resonant sales experience as effectively as matching features with benefits does.