Archive for the
‘Apartment Leasing’ Category

Rent Increases & Concessions Part One One of the primary reasons that companies and communities fall short of leasing at optimal rental rates is that the importance of value isn’t given the attention it deserves. Training isn’t so much what’s called for in this instance as indoctrination. In order to successfully convince residents and prospective […]

Rent Increases & Concessions Part Four BREAKING THE CONCESSION HABIT Before we delve further into the issue of concessions, I want you to keep in mind that offering concessions is a form of rental rate based leasing—and I don’t mean in the positive scenario we discussed a short while ago in which your rental rate […]

Rent Increases & Concessions Part Three FACTORS THAT SUPPORT VALUE—AND THEREFORE, A HIGHER RENTAL RATE It’s important to lease not only from a position of value but also from a position of competitive advantage; and these advantages are the factors that support higher rental rate you’re requesting from the resident or prospective resident. As compared […]

Rent Increases & Concessions Part Two SENDING THE RIGHT SIGNALS Sometimes sending the right signals is as simple as stopping ourselves from sending the wrong ones. How can they tell when we’re not completely sold on the value we’re offering, ourselves? The most glaring signal is that an uncertain Leasing Professional will avoid discussion of […]

The Telephone Greeting – Apartment Living   Catchy answering phrases seem to be all the rage with businesses lately. “This-is-Blah-Blahblah-at-XYZ-apartments-where-blah-blah-blah-and-blah-blah-blah and blah-blah-blah!” To be honest, I never remember the person’s name, much less what else was said — if I even understood it in the first place because they said it all in one breath! […]

Handling a Future Resident Inquiry Part Two When you hold any position in property management that requires you to answer a telephone, chances are better than good that when the phone rings, there’s either a resident or future resident on the other end of it. For those of us that are Apartment Leasing Professionals, with […]

Handling a Future Resident Inquiry The Basics: Handling a Future Resident Inquiry   Apartment leasing starts with the Relationship Leasing process. This process begins, and actually revolves around the future resident’s desire for information about your community.  Each step of the process is forming a pyramid. Step one, handling the future resident inquiry, is the […]

Seven Key Qualifying Leasing Questions These questions must be asked as if the future resident is indeed moving in to the community. In short, assume they have already leased. This technique is called assumptive qualifying. Yes you guessed it! We need to use the same kinds of questions that we used on the telephone in […]