How to Best Follow Up With
Rental Prospects
by Allison Eckstein, PERQ
W
e all have that friend, co-worker
or family member you call and
email without success. Yet, text
them and they answer right away. You’ve
most likely fi gured out the best method
and time to reach the important people
in your life, and it’s probably not the same
scenario for each one. This holds true for
very important property rental leads in the
multifamily space.
Technology allows us to bank, buy and
browse at any hour every day of the week.
Your prospects are looking for their next
home when and how it is most convenient
for them.
Meeting your customers on their terms
and timeline will build the trust necessary
to close the deal. Sounds like you may be
working around the clock? Not with the
right technology, process and product.
www.aamdhq.org
What Technology Tells
You About Customer
Preferences
With the right technology, your
prospect will leave a digital footprint. You
know what area they are looking in, what
size of living space they are looking for,
and what amenities interest them. Most
importantly, the
way they engage
with you indicates
their preferred
communication
style, the time and
day their search is
top of mind, and it
provides insight into how close they are to
making a decision.
want to wait for offi ce hours or phone
calls anymore,” says Catherine Azar,
Director of Property Management with
Barratt Asset Management, headquartered
in Indianapolis and specializing in the
acquisition and management of multifamily
apartment communities. “They can
immediately go onto your site and start
selecting what they want. What’s important
to our leads is that instant gratifi cation and
With social media, chatbots and artifi cial
intelligence, prospects don’t want to wait
for offi ce hours or phone calls anymore
“With social media, chatbots and
artifi cial intelligence, prospects don’t
personalization tailored exactly to what
they are looking for. Have an apartment
home pop up for them that fi ts their needs
and they are immediately engaged. They’re
MARCH 2020
TRENDS | 33