LEASING
Habits of Highly 9Professionals
Effective Leasing
BY KAREN GLADNEY
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strong onsite leasing team is the bread and butter of a successful apartment community . Your property can have a fantastic marketing game and the best amenities around , but if your leasing associates aren ’ t practicing the best habits , your property is going to struggle .
So just what are the habits of a highly effective leasing agent ? In my humble opinion , here are nine of them :
THEY ASK QUESTIONS
Great leasing agents are truly interested in asking purposeful questions to help prospects find the best apartment . They are inquisitive and aren ’ t afraid to ask what the customer will be using their second bedroom for because they know the answer can only help them help their prospects that much better .
THEY NEVER STOP LEARNING
High-performing associates are always gathering information about the property and the surrounding area , and they ’ re aware of the news of the day . They know every detail of their community AND the surrounding neighborhoods . If someone were to ask what restaurants are in the area or what are fun things to do , they have an answer . They know what businesses are growing and moving to the area . They even know enough about what ' s going on in the worlds of sports , arts and culture , etc ., to have a conversation with anyone .
3 THEY TELL GREAT STORIES
Whether it ’ s sharing what the virtual painting classes are like or describing how convenient having a stoplight in front of the community is , the best leasing agents have mastered the art of storytelling . They can paint such a vivid picture that the prospect can not only see what the agent is talking about but feel themselves as part of the story .
4THEY FOLLOW UP
Intentional , personalized and engaged follow-up is a priority . The best of the best don ’ t simply rely on the auto blasts that go out . They artfully craft follow-up specifically for their prospects and continue to follow up until they lease or know a prospect ’ s reason for not leasing with their community .
5THEY CLOSE ON EVERYONE
Confidence is crucial here - without it no leasing agent will succeed . The most effective leasing agents invite their prospects to lease . This is a direct question asking the customer if they want to lease . Some even take it to the next step and assume that answer is yes and just sit down to start completing the application .
26 | TRENDS FEBRUARY 2021 www . aamdhq . org