Welcome to the fourth installment of the Leasemakers apartment sales training series! As we’ve discussed in the previous three installments, there are two major components of a sales interaction: the telephone presentation and the on-site presentation. You’ll remember that each of these two components include four parts: greeting, qualifying, demonstration and close. This discussion will focus on the on-site close portion of the sales presentation. The goal of the telephone closing is to get the prospect to the community right now while the goal of the on-site closing is to secure the lease. Read More
The overall on-site sales presentation can be broken down into 4 steps: greeting, qualifying, demonstrating and closing. Once you’ve already made a great first impression through your greeting and have created trust and a positive relationship through the qualifying, you can move into a successful demonstration. Read More
The overall apartment sales interaction is broken down into two separate presentations: the telephone presentation and the on-site presentation. The primary objective for handling a telephone interaction is to convince the prospect to visit the property right now, while the on-site presentation creates a relationship and closes the deal. Read More
A telephone prospect is one of the most important prospects you can have as they tend to be more dependable than walk-ins. Once excitement to see your community is built during the call, the telephone prospect will keep their appointment. In addition, when they agree on an appointment, you already know the following to be true: Read More
Negotiation happens all throughout your life; from when you were small and wanted to convince your parents for some extra sweets after dinner, all the way into adulthood. In the workplace, we negotiate for promotions and salary. In everyday life, we negotiate everything from fair household duties to car prices. The skills you need to be a great negotiator do not actually change much throughout the years and they can be applied to anything you may find yourself negotiating. We’ll discuss several tips and tricks you can use to become an effective negotiator. Read More
Your sales process can make or break how many leases you are able to close each month. Never fear! Your sales process will strengthen over time as you develop skills and identify what works for your personality. The EPMS trainings, your company trainings and real-life practice will help you refine your own unique sales process. Read More
Every sales professional encounters a pitfall now and then which may negatively impact the success of the sale. If you can identify some potential stumbling blocks ahead of time, you will have an easier time working around them. In this article, we’ll discuss 6 common mistakes sales professionals often make and how you can avoid them. Read More
“When you look for the bad, expecting it, you will get it. When you know you will find the good – you will get that…” – Pollyanna
To be the most successful leasing agent you can be, you must avoid overthinking and allowing yourself to stumble on your own perceptions of problem areas within your community. We’ll discuss several tips to help you focus on the points you need to present the community as the best option for your potential residents. Read More
The world of sales is constantly evolving as technologies and social mindsets change. As consumers gain access to new avenues of information and new generations enter the market, you’ll find new demands to meet. Keeping up with this evolution in your marketing infrastructure is essential for the longevity of your success.
The idiom “the elephant in the room” often suggests there is an obvious and hefty issue or discussion point, yet no one involved in the conversation wants to confront it so they pretend it is not there. Unfortunately, there are large elephants lurking around in many leasing conversations that go unacknowledged. For example, our old friend “close the sale” continues to top the list as the most commonly missed question by leasing consultants. Out of 11,493 shopping reports conducted by Ellis during Second Quarter 2018, 50% of employees failed to ask this key question.
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