ALMOST HALF OF
RENTAL PROSPECTS
PREFER YOU REACH
OUT TO THEM IN THE
spending more time on your website and you become top of
their list very quickly.”
Off ering a wide range of communication and viewing
options for your prospects keeps those high-priority
leads engaged. “We make so many buying decisions
using research tools online and consumers appreciate
the convenience of not having to come into the offi ce
to fi ll out forms,” says Katrina Greene, Senior Regional
Manager at Sheehan Property Management. “Virtual tours
or video footage of the unit allow us to be more eff ective
with our prospects who are out of state or even out of
the country. They can make a confi dent buying decision
without physically being on-site because they have seen the
amenities, neighborhood and the unit via video.”
Matt Weirich, Co-Founder and CEO of Realync, a video-
leasing platform company, believes prospects who view
videos of the property will be closer to making a leasing
decision by the time they come to visit the community.
“After they watch the videos and go through the PERQ
experience, they’ll be more qualifi ed and more buy-ready,”
Weirich says. “The leasing agent is still an important part of
the process, because they instill trust in the property where
the prospect will live.”
Barratt Asset Management embraces whatever platform
the customer prefers. “The new communication channels
have vastly impacted lead nurturing,” Azar says. ”We can
do FaceTime calls and tours, and it’s really a game-changer.
People from out of state can see your face and it provides
comfortability and starts building that trust.”
Variety of Follow Up and the Lead
Nurturing Process
Did you know that almost half of rental prospects prefer
you reach out to them in the morning? PERQ analyzed
national, regional and benchmark data from nearly 320
properties across the U.S., along with 93,000 consumer
responses with 328,000 data points, and captured the latest
renter insights in their Multifamily Field Guide.
“We are defi nitely seeing the same dynamics as what was
found in PERQ’s prospect survey,” says Lisa Harris, Regional
Manager for W3 Luxury Living, a property management
company based in Colleyville, Texas. “Of course, you have
to fi nd out what they are looking for, which locations and
34 | TRENDS MARCH 2020
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