Top 20 Interview Questions & Answers for Sales and Leasing Consultant Roles - 2025

Are you getting ready for a job interview for a sales and leasing consultant position? This guide includes a comprehensive list of questions and answers to help you demonstrate your sales skills, customer service abilities, and knowledge of the real estate market. Whether you're applying for a role at a car dealership, apartment complex, or commercial property agency, these questions cover all key areas of the job.

General Questions

• 1. Tell me about yourself.
  Answer: To be successful as a sales and leasing consultant, you need to have excellent communication, negotiation, and customer service skills. I have a strong background in sales, and I enjoy interacting with people to help them find solutions that meet their needs. I also have a great understanding of the real estate market, both residential and commercial, which has helped me develop a strong track record in leasing and closing deals.
• 2. Why are you interested in this role?
  Answer: I have always been passionate about sales and real estate, and I believe this role as a sales and leasing consultant will allow me to combine both of these interests. I am excited about the opportunity to help clients find their dream properties and to be a part of a dynamic sales team.
• 3. What do you know about our company?
  Answer: I have thoroughly researched your company and I am impressed with your reputation for providing top-notch customer service and for having a strong portfolio of properties. I also appreciate your commitment to staying up-to-date with market trends and your focus on delivering results for your clients.
• 4. How would you handle a difficult client?
  Answer: When dealing with difficult clients, it is important to remain calm and empathetic. I would listen to their concerns and try to understand their perspective. Then, I would calmly address their concerns and offer solutions that would satisfy their needs. The key is to maintain a professional and positive attitude and to work towards finding a mutually beneficial resolution.
• 5. How do you prioritize your tasks and manage your time effectively?
  Answer: I am a highly organized individual and I use a variety of tools, such as a to-do list and a calendar, to stay on top of my tasks. When it comes to prioritization, I focus on urgent and important tasks first, and then I move on to other tasks based on their level of importance. I also make sure to schedule regular follow-ups and to set realistic deadlines for each task.

Behavioral Questions

• 6. Can you tell me about a time when you successfully closed a difficult sale?
  Answer: In my previous role as a sales associate, I was working on a particularly difficult sale. The client was hesitant and had specific requirements that were challenging to meet. I took the time to understand their needs and came up with a creative solution that convinced them to move forward with the purchase. I stayed in constant communication with them and addressed any concerns they had, and finally, I successfully closed the sale.
• 7. How do you build and maintain relationships with clients?
  Answer: Building and maintaining relationships with clients is crucial in the sales and leasing industry. I believe in being a great listener and building trust with my clients. I also make sure to consistently follow-up and keep them updated on any market changes or new properties that may interest them. Moreover, I always strive to provide exceptional customer service and to go above and beyond to meet their needs.
• 8. Have you ever been in a situation where you had to deal with multiple clients and their inquiries simultaneously? How did you handle it?
  Answer: In my previous role, I was often dealing with multiple clients and their inquiries simultaneously. To manage this, I used a systematic approach, prioritizing the clients' needs, and making sure to respond in a timely manner. In situations where I needed more time to address certain inquiries, I would inform the clients and provide them with an estimated timeline for a response. I was also careful to make sure that each client felt valued and important, and I would follow up with them to ensure all of their questions were answered.
• 9. Tell me about a time when you had to handle a dissatisfied customer.
  Answer: In my previous role, I had a client who was unhappy with their property and wanted to terminate their lease early. I listened to their concerns and empathized with their situation. Then, I offered them several options, such as transferring to a different property or negotiating a lower rent rate. After careful negotiation, we were able to reach an agreement that satisfied the client and avoided any potential conflicts.
• 10. Can you give an example of a time when you had to adapt to a new sales technique or strategy?
  Answer: In my previous role, our team decided to implement a new sales strategy to increase leads. This was a significant change for me, as I had been using a different approach that I was comfortable with. However, I took the time to learn the new technique and adapted it to my own style. As a result, I was able to generate more leads and close more sales than before.

Situational Questions

• 11. How would you handle a situation where a client is set on purchasing a property but changes their mind after seeing the property in person?
  Answer: I would first try to understand the reason for their change of mind. Then, I would offer to show them other properties that may better fit their needs and preferences. If there are no suitable properties available, I would assure them that I will keep them updated as soon as new properties become available, while also maintaining a professional and positive attitude to ensure the client still feels valued.
• 12. What would you do if a potential client expresses interest in a property but is hesitant due to its high price?
  Answer: In this situation, I would highlight the unique features and benefits of the property and also mention any previous similar properties that were successfully leased or sold in the same price range. If the client is still hesitant, I would offer to show them other properties in a lower price range that may still meet their needs. Ultimately, I would aim to help the client understand and appreciate the value of the property in relation to its price.
• 13. How would you handle a situation where a client is interested in a property but has a bad credit score?
  Answer: I would first try to understand the reasons for their bad credit score, and offer any advice or resources that may help improve their credit standing. Then, I would discuss possible solutions with the client, such as finding a co-signer or offering to create a payment plan. If all else fails, I would suggest alternative properties that may not require a credit check or offer lower security deposits.
• 14. How would you handle a situation where a potential client expresses interest in a property but is in a rush to move in?
  Answer: First, I would confirm the client's desired move-in date and discuss all necessary paperwork and steps that need to be completed before then. I would also work with the client to make sure all the necessary documentation is completed and submitted as quickly as possible. Additionally, I would offer to move up any available appointments or showings to accommodate the client's timeline.
• 15. What would you do if you discover a coworker is engaging in unethical practices?
  Answer: I would first confront the coworker and inform them of their unethical behavior. If the behavior continues, I would bring the situation to the attention of my supervisor or HR department. I believe in upholding ethical standards and maintaining a professional and trustworthy work environment, and I would take the necessary steps to rectify the situation.

Technical Questions

• 16. What strategies do you use to generate leads and attract potential clients?
  Answer: I use a variety of techniques, including social media marketing, networking, and cold calling. I also constantly stay up-to-date with market trends and utilize those insights to target potential clients who may be interested in a particular property or location. Additionally, I always make sure to provide exceptional customer service and establish strong relationships with current clients to generate referrals.
• 17. How do you handle the rental or selling process of a property, including showings, screenings, and agreements?
  Answer: I begin by understanding the client's needs and preferences and then identifying potential properties that match their criteria. Once a property is selected, I schedule and conduct showings while educating the client on the property’s features and benefits. Then, I manage the screening process, which may include completing background and credit checks, and negotiation agreements to ensure a smooth and transparent transaction for all parties involved.
• 18. Do you have experience with real estate software? Which ones are you familiar with?
  Answer: Yes, I am proficient in using real estate software such as CoStar, Zillow, and RealtyJuggler. These tools have helped me stay organized, track leads, manage appointments, and stay up-to-date with market insights and trends. I am also open to learning and adapting to new software as needed.
• 19. How do you evaluate the market value of a property?
  Answer: I conduct thorough research on similar properties in the area, taking into consideration factors such as location, size, features, and recent sales. I also take into account the current market trends and demand for properties in that area to determine a fair and competitive market value for the property.
• 20. How do you handle a situation where a property appraisal comes back below the listed price?
  Answer: I would first review the appraisal report and understand the reason for the low valuation. Then, I would go over the report with the client and provide them with statistical data and market insights to justify the listed price. If necessary, I would also suggest getting a second opinion from a different appraiser. Ultimately, I would work with the client to find a solution that they are comfortable with and that reflects the property's true market value.