Category: Sales & Leasing Techniques: Tips and Tools to Get the Sale

Business is booming in multifamily! Everyone is busy (and probably stressed) and we’re all looking for ways to streamline our process and make the most of our efforts. We’ll explore 10 leasing hacks to establish yourself as a multifamily leasing leader. 1. Be Attractional The Attractional Selling Model says that to be an effective salesperson, […]

The multifamily industry is experiencing a unique climate as it navigates the challenges of this COVID-19 marketplace. New constructions continue even as demand is decreasing and rental rates are on a downward trend. What does this mean? Well, it’s the perfect time to consider and thoughtfully implement concessions and specials to continue to drive a […]

If you’ve worked in the multifamily leasing industry long enough, chances are you’ve been the subject of an apartment mystery shop. This experience can elicit an array of responses from stress and defensiveness to excitement and pride. Everyone wants to perform well on mystery shops and receive positive feedback, and when this doesn’t happen, you […]

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 […]

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 […]

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 […]

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 […]