Leasing Agent Training Manual (Illinois)
Training-Module Format
Module 1: Welcome & Introduction
Objectives
Understand the mission, values, and culture of the brokerage.
Recognize the role of a leasing agent and expectations for success.
Topics
About our brokerage: who we are, what we do, and how we serve clients.
What it means to be a leasing agent in Illinois.
Defining success: closing deals, building client relationships, and professional growth.
Example
“Our brokerage specializes in helping renters find homes in Chicago’s most desirable neighborhoods while supporting landlords with marketing and tenant placement.”
Exercise
Write a short personal introduction you could use when meeting a client for the first time.
Module 2: Licensing & Legal Foundations
Objectives
Know the licensing requirements for Illinois leasing agents.
Understand the basics of Fair Housing and Chicago rental laws.
Topics
IDFPR licensing process (leasing agent license vs. broker license).
Student permit overview.
Federal Fair Housing Act (protected classes).
Illinois Human Rights Act & Chicago Fair Housing Ordinance.
Key rules from the Chicago RLTO (leases, disclosures, repairs, etc.).
Service & emotional support animal rules.
Security deposit restrictions in Chicago.
Example
Case study: A landlord says, “I don’t want to rent to families with kids.” → Discuss why this is illegal.
Exercise
Quick quiz: Which of the following statements would violate fair housing laws? (Provide sample scenarios.)
Module 3: Company Policies & Professionalism
Objectives
Learn the brokerage’s professional standards.
Practice proper communication with clients and landlords.
Topics
Code of conduct.
Confidentiality & data handling.
Email, phone, and text etiquette.
Dress code & presentation.
Social media policies (what you can/can’t post).
Example
A renter texts you at 11:00 PM asking about a listing. Do you reply? (Best practice discussion.)
Exercise
Draft a professional response to a lead inquiry from Apartments.com.
Module 4: The Leasing Process – Step by Step
Objectives
Understand the full lifecycle of a lease transaction.
Learn how to qualify, show, and secure tenants.
Topics
Lead generation → capturing inquiries.
Qualifying renters (income, credit, rental history).
Scheduling & conducting showings.
Application process & screening (compliant methods).
Lease signing & move-in process.
Follow-up with clients after move-in.
Example
Walkthrough of a real inquiry from first call → signed lease.
Exercise
Roleplay: One person acts as renter, the other as agent handling the showing call.
Module 5: Working with Landlords
Objectives
Learn how to build strong landlord relationships.
Understand listing, pricing, and reporting.
Topics
How to win landlord listings.
Preparing a unit (cleaning, staging, photos).
Rental pricing & market comps.
Landlord updates: showing feedback, tenant screening.
Renewal & retention strategies.
Example
Email template: weekly landlord update.
Exercise
Practice pitching your services to a landlord who’s considering multiple agents.
Module 6: Marketing & Lead Generation
Objectives
Learn how to generate leads through online platforms and personal marketing.
Understand best practices for photos, videos, and descriptions.
Topics
Using Zillow, Apartments.com, MLS, and brokerage website.
Social media basics for leasing agents.
Open houses & networking.
Writing compelling unit descriptions.
DIY vs. professional photos/videos.
Example
Before/after comparison of a weak listing description vs. a strong one.
Exercise
Write a listing description for a 2-bedroom in Logan Square using bullet-point amenities.
Module 7: Technology & Tools
Objectives
Become proficient in the tech stack used at the brokerage.
Learn how to manage leads efficiently.
Topics
CRM/lead management (Salesforce or equivalent).
Scheduling tools.
Google Workspace (email, calendar, Drive).
Digital signature platforms (DocuSign/Dotloop).
Exercise
Log into the CRM, create a new lead entry, and assign a follow-up reminder.
Module 8: Sales & Client Interaction
Objectives
Develop sales skills to build rapport and close deals.
Practice handling objections professionally.
Topics
Building rapport (scripts for calls/texts).
Objection handling (e.g., price, neighborhood, credit issues).
Closing techniques for leasing.
Customer service & relationship building.
Example
Renter says: “I want to keep looking; I’m not sure.” → Sample response.
Exercise
Objection-handling roleplay.
Module 9: Compliance & Risk Management
Objectives
Learn how to stay compliant and protect yourself & the brokerage.
Know what to do if issues arise.
Topics
Avoiding discrimination claims.
Handling complaints.
Documentation & record-keeping.
When to escalate to management.
Exercise
Case study: A landlord pressures you to “bend the rules.” What do you do?
Module 10: Professional Development & Career Growth
Objectives
Plan your path as a leasing agent.
Learn about continuing education and next steps in real estate.
Topics
Time management.
Setting personal goals.
Continuing education requirements.
Path from Leasing Agent → Broker → Team Lead.
Exercise
Create a 90-day personal business plan with weekly activity goals.
Appendices & Resources
Glossary of leasing terms.
Templates (application checklist, showing checklist, emails).
Useful contacts (IDFPR, utilities, fair housing hotline, brokerage support staff).
FAQ section.