The Silent Treatment, Overcoming The Just Looking Response

Questions

Imagine a leasing consultant returning from an apartment tour. It’s an apartment with a less than great view, it’s been vacant for 45 days. It’s on this weeks focus “hot” list. The manager asks, “How did it go, did you get a deposit?” The leasing response, “Great, they didn’t even comment on the view! They’re […]

Affordable Anguish, Agency Requirements

Affordable leasing

People looking for an apartment, are in fact, people looking for an apartment.  Even if your community is affordable and you are required to meet agency requirements. As leasing professionals, we need to know: Do they have an apartment size preference/requirement? (Yes, there’s a difference!) Do they have an expected moving date (is it flexible? […]

Driving By, Determining the True Source of Your Traffic

Learning from a visitor to our apartment community, “I was just driving by,” is a personalized opportunity to create a feature and benefit.  An important tool to creating  value for the decision to lease the apartment home. Knowing the source of our leasing traffic is crucial.  Leasing 101 teaches everyone to ask the question, “how […]

You’ve Got Mail, An Email Lead Is Waiting

Email

The indicator that an email lead has been received from an Internet Leasing Source (ILS) is the most exciting start to a day that a leasing professional can imagine. A prospect has viewed your online brochure.  Since it includes a description of your apartment styles, details and pictures of your amenities; pricing information and security […]

You Can’t Buy Experience, The Value of Long Term Teams

Possibly the most valuable asset in property management is the experience of the onsite management team. Properties with tenured, long time employees benefit from: development of annual systems. they have noticed, realized and anticipate occupancy trends. they create and build relationships with residents, which improves resident communication, rent collection and resident retention. Preventive maintenance is […]

A Passing Comment Can Create Referrals

Referrals

Where does your leasing traffic come from?  In many cases, referrals are a strong contributor to the sources of traffic at a property. The days of depending on a newspaper advertisement to be your leading source of traffic are long gone. Internet ads, locator services are among the sources that put information at prospects fingertips […]

Let’s Schedule A Time For You…Putting Leasing Appointments On The Calendar

Calendar appointment

The conclusion of every leasing call should be the offer to schedule an appointment for the future prospect to visit the property. The difference in a question tone, “Would you be interested in scheduling an appointment to tour our model?” versus, “I’m available at either 1:15 or 2:30, this afternoon; would either of those times […]

Solving The Occupancy Equation, Affecting Vacancy With Leasing Prospects And Closing Ratios

Leasing apartments is a skill for property management professionals. To forecast the results, there are two measurable factors: the number of leasing opportunities who make appointments or arrive at the property; and the number (percent) that commit to lease. Explaining the financial impact of vacant apartments and the recovery period will assist in creating a […]

The Gangs All Here, Team Meeting, Team Building

Meeting

The agenda for your team meeting establishes if you’re sharing goals and expectations, or simply outlining the schedule for the week.   The team meeting is an opportunity to: Share the leasing goals for the week. Report results from the prior week. Ask for input on supplies to be ordered. Including your team in these […]