BOARD PERSPECTIVE
BY BOB DONAHUE , AAMD NETWORKING COUNCIL CHAIR ELECT
People-Meleon & The Art Of Matching Your Leasing Prospect
What are chameleons known for ? Chameleons possess a host of physical adaptations which help them survive . Most notably , they are known for their swiveling eyes that help them pinpoint fast-moving prey and their color-changing skin that helps them blend in , stand out to potential mates , and intimidate rivals .
Ok , but what the heck is a peoplemeleon ?! A people-meleon is a rare species that is ½ human and ½ chameleon . They are a rare , special breed that immediately adjust their personality to match the person they are interacting with . It is never about them and always about the other person . They know a little about a lot and always find a common ground to kindle a conversation . People just seem comfortable with them and gravitate towards them .
The most talented leasing professionals all become people-meleons . Do not worry , anyone can do it .
Where do you start ? Like the actual chameleon , use your eyes to observe the person in front of you and the environment around you . Does the person appear comfortable ? Do they seem distracted ? What is their body saying ? Are they taking up a lot of space and seemed relaxed or do they appear to be cowering and unsure ? Sense their sense of urgency . Most times , a prospect ’ s body language speaks before they tell you with physical words . Even if someone seems uncomfortable , do not give up or write off the tour . There are there for one reason , to lease ! People buy from who they trust and are most comfortable with . It feels weird because they feel weird . Get them comfortable by focusing on the delivering the tour the way they need it . Be HIGHLY aware of how they react to you and be prepared to adapt quickly .
If someone is social , promote resident events and all the fun things to do in the neighborhood . Introduce neighbors , teammates , and pets on tour . They are social , so make the tour social for them . Make it a fun experience and let them talk about themselves . Start talking numbers and you are going to lose them quick .
On the other side of the coin , if a very analytical businessperson comes in and asks about the average utility costs , lease break options , distance to major highways , direction of the windows in the unit , and the dimensions of our parking spaces she will completely turn off and lose interest if you talk to her like the social tour you just gave . With this tour , become a numbers person and the one with all the answers . And if you do not know the answer to a question , get it ASAP . Sell the convenience of living with at your community and how you will make everything easier for her .
Remember , this is not about you . Peoplemeleons are generally a very happy and social species that can read the room and resist the urge to resist the urge to talk about themselves . Focus on the prospect , and gain the lease instead .
Bob Donahue is the Community Manager at AMLI Denargo Market
6 | TRENDS SEPTEMBER 2022 www . aamdhq . org