Hard to sell something if you don't know it. Know your market, what is in the area retail, restaurants, banks, etc. Know what things you have that are better than the comps. Never talk negative about a competitor, just know how to sell your site and your services better. We are not just selling an apartment but also ourselves, our company, our property, our team, and the services we offer. Find things to build relationships with prospects first on the phone and then at the site visit.
If you ask if they have a pet, ask what kind or even what their pet's name is. They don't have to know you had written this down, but I guarantee you if they show up for the visit and you say, "Mrs. Smith if I remember correctly you have a poodle named Trevie. You and Trevie are going to love it here at ABC apartments. This helps you prepare as well as focus on those things involved in the decision making process. Make sure they identify these things in the site visit, and if not point them out.
Have the guest card, community information, application, and keys ready when they arrive. This shows professionalism and they will see you are efficient.
Too many times a prospect shows up and the consultant is not ready and scrambles to get everything ready. You should have already identified what apartments to show based on their call and your questions, and the visit is not a surprise People can tell if you smile and if you are genuine in your approach. Don't follow them around like a puppy dog, but be near to view their actions as well as be of assistance.
Don't question their intelligence. If you walk into a kitchen and say, "this is your kitchen," they can usually figure that out by them selves having seen a stove and refrigerator.
If they start placing their furniture, ask them about their furnishings to help them. Have a tape measure handy, and if in the model one in the drawer in the kitchen. Do you have any concerns or would you like some suggestions? Is there any reason we can't reserve this apartment home for you to day?
There is only one apartment of any type in any location. Never lie, but use things like, "Mr Davis, I know you wanted a two bedroom with lots of sunlight and large closets. This is the only floor plan in this location I have at this time and I would hate for you to lose it. What about completing the application so we can reserve your new home for you today. Unless they have leased somewhere else, don't give up. Also make sure your guest cards are organized so if they are looking for future dates you can make follow and following prospects easy.
There are so many more areas to cover, but these are things I thought up when I saw your post. It sounds like you have a lot of great qualities including "passionate," hospitality, marketing and sales experience. I hire for attitude and train for success. It sounds like you have what it takes. Good luck. Lawrence Berry, CPM. I love being a Leasing Specialist. I have been in the multifamily industry now for 2 years 5 months and never want to leave. It feels like I was born to do this. One of the great things that sets the company I work for apart from everyone else is our moto Just hearing someone say "You Matter over the phone or in an email makes a diffrence.
You are immediately building a relationship with your prospect by making them feel that they are the only one in the world and you really do care about them.
Remember we are not only selling them an apartment home but a way of life, our community. An exceptional Leasing Specialist will be able to sale, be compassionate, and able to have fun with the job. The most successful leasing consultants always remember to treat residents and prospective residents like people, not merely as a potential commission.
Effective time management and genuine interpersonal skills will increase both your productivity and your job satisfaction. The position is demanding, but with the right strategies in place, you can succeed. If you can learn to manage your time and your residents efficiently, you can reduce your daily stress level and enjoy an enviable closing ratio. Thanks for stopping by! How can we help you today? Here are eight time management strategies you should employ: 1.
Hold flexible office hours. Designate a set time for office hours, and encourage residents to schedule appointments to discuss their concerns. Your residents will appreciate your efficiency and consideration of their time, and they will be less likely to come storming into your office in anger. To calculate NOI, you total all revenue incurred from the property and then subtract expenses.
And legality specifics vary depending on a few factors:. Organizations like the National Apartment Association and National Multifamily Housing Council have whole sections of their websites dedicated to legal education and other pertinent research that elaborates on various laws and regulations.
Keep in mind, the world of multifamily housing is constantly changing, and staying informed and in the loop nationally and globally allows you to provide a better renter experience and be a more successful leasing consultant.
Real estate marketing and tech stacks are designed to automate and streamline leasing processes for you. Metrics are intended to help you monitor and gauge your success, as well as renter leasing health. Closing ratio — As the name suggests, a closing ratio highlights conversions versus opportunities. More specifically, a closing ratio represents the number of leases signed in contrast with prospective renters.
What is a good closing ratio? A good closing ratio is dependent on the number of prospective renters, tours, property location, seasonality, current vacancies, and signed leases. Like closing ratios, a good leasing ratio is based on factors that are unique to your property. To calculate your leasing ratio, we recommend working directly with your property manager. Goal setting — Setting goals is another metric unique to each leasing agent and often established every quarter with their managers.
Goal setting empowers you to plan for your career as a leasing agent , track improvements or changes, and better seize growth opportunities when they arise. Have you ever tried to put a square peg in a round hole? The same concept applies to anything in the real estate arena, specifically to property management tech and leasing consultant tools. Be proactive as you can be when it comes to your renters. The How: Organizational and time management — Tools to help you keep track of all things renter-related.
Some folks elect to use a project management tool, whereas others lean toward the pen-and-paper route. Ultimately, the choice is yours. Hot tip — To stay at the top of your game, you need to highlight your best angles and unique selling points. Consider what makes your property unique.
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