The leasing office is open and we can conduct in-person tours! But wear a mask, social distance, use sanitizer, and the list goes on. So, we are open but for the customer and employee it is now a much different experience. There are still many customers who will choose to do a virtual tour before deciding which communities to even visit. Which means virtual leasing is not going anywhere anytime soon and continued measurement of the effectiveness of virtual tours will be key to our success. Read More
Recent times have brought about unprecedented change in the multifamily housing industry! Many of us are finding ourselves “relearning” the job we thought we knew so well. From virtual tours to self-guided tours and back around to reintroducing guided tours, we’ve had to get outside our comfortable routines and adapt to frequent change. This can really prove to be a challenge, so let’s discuss some ways to stay on the ball and successfully roll with our evolving professional world. 
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. 
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. 
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. 
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: 
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. 
“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
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