what spaces are refl ective of who they are
and fi ts their budget.”
Azar fi nds that Thursdays are a good
time to hit prospects who are close to
making a decision. “The weekend is coming
and they have a little more free time. You
want to follow up at a time the prospect
won’t be extremely busy.” Azar schedules
her communications with prospects during
their preferred time, even when it may be
after regular hours.
Her lead nurturing process includes
implementing a customized system to
track their rental prospects. “Being
consistent is paramount. It’s where
we continue to build a professional
relationship,” Azar says. She adds
that prospect documentation is key to
connecting with customers. “We work
with a lot of people and it is important
for us to remember everything specific to
that prospect.”
Prioritizing your prospects helps
when allocating time and deciding
who to reach out to fi rst
Prioritizing your prospects helps when
allocating time and deciding who to reach
out to fi rst. Prospects who have taken virtual
or in-person tours, fi lled out an online
pre-qualifi cation application or utilized an
expense calculator feature on the property
website provide valuable information
about where they are in the customer
journey. Take advantage of automated lead
nurture emails that include information
personalized to the prospect based on their
previous engagements on your website. Lead
If It’s Not Prep-Rite for
Apartments, HOAs, Multi-Family
or Commercial, It’s Wrong
nurture emails will not only drive customers
back to your website, but they will also help
them connect with your company.
In addition to technology, Azar stresses
the value of emotional intelligence. “You
have to be able to handle interpersonal
relationships with knowledge and care,
while understanding that each prospect has
diff erent moving circumstances — there’s
never a one size fi ts all.”
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800-931-1562
MARCH 2020
TRENDS | 35