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Page 1: The Apartment All Stars Leasing SpectacularThe Social Security Administration tracks the annual rate of inflation reflecting the increase of the cost of goods and services. C.O.B.A:
Page 2: The Apartment All Stars Leasing SpectacularThe Social Security Administration tracks the annual rate of inflation reflecting the increase of the cost of goods and services. C.O.B.A:

#NAAEDU17Breakout Sessions Sponsored by

The Apartment All Stars Leasing Spectacularwith Lisa, Toni, Bill, Jackie and PeteFriday, June 23, 9:00-10:00

Page 3: The Apartment All Stars Leasing SpectacularThe Social Security Administration tracks the annual rate of inflation reflecting the increase of the cost of goods and services. C.O.B.A:

#NAAEDU17June 21-24, 2017 Georgia World Congress Center Atlanta

Lisa TrosienPresident

ApartmentExpert.com

Toni BlakePresident and National

SpeakerTotally Toni

Bill NyeVice President of

OperationsBerger Rental Communities

Jackie RamstedtPrincipal

Ramstedt Enterprises

Meet the Experts

Page 4: The Apartment All Stars Leasing SpectacularThe Social Security Administration tracks the annual rate of inflation reflecting the increase of the cost of goods and services. C.O.B.A:

#NAAEDU17Breakout Sessions Sponsored by

Lisa Trosien

Page 5: The Apartment All Stars Leasing SpectacularThe Social Security Administration tracks the annual rate of inflation reflecting the increase of the cost of goods and services. C.O.B.A:

#NAAEDU17June 21-24, 2017 Georgia World Congress Center Atlanta

Eighty percent of your customers visit your

website before they even contact you

Page 6: The Apartment All Stars Leasing SpectacularThe Social Security Administration tracks the annual rate of inflation reflecting the increase of the cost of goods and services. C.O.B.A:

#NAAEDU17June 21-24, 2017 Georgia World Congress Center Atlanta

Save your customer time and make yourself look smarter

in the process

Page 7: The Apartment All Stars Leasing SpectacularThe Social Security Administration tracks the annual rate of inflation reflecting the increase of the cost of goods and services. C.O.B.A:

#NAAEDU17June 21-24, 2017 Georgia World Congress Center Atlanta

“How much are your two bedrooms?”

Page 8: The Apartment All Stars Leasing SpectacularThe Social Security Administration tracks the annual rate of inflation reflecting the increase of the cost of goods and services. C.O.B.A:

#NAAEDU17June 21-24, 2017 Georgia World Congress Center Atlanta

“Have you had a chance to visit our website?”

Page 9: The Apartment All Stars Leasing SpectacularThe Social Security Administration tracks the annual rate of inflation reflecting the increase of the cost of goods and services. C.O.B.A:

#NAAEDU17June 21-24, 2017 Georgia World Congress Center Atlanta

Educate your customer

Page 10: The Apartment All Stars Leasing SpectacularThe Social Security Administration tracks the annual rate of inflation reflecting the increase of the cost of goods and services. C.O.B.A:

#NAAEDU17June 21-24, 2017 Georgia World Congress Center Atlanta

Salespeople who educate their customers have a significantly higher chance of closing the sale than those who do not.

Page 11: The Apartment All Stars Leasing SpectacularThe Social Security Administration tracks the annual rate of inflation reflecting the increase of the cost of goods and services. C.O.B.A:

#NAAEDU17June 21-24, 2017 Georgia World Congress Center Atlanta

Page 12: The Apartment All Stars Leasing SpectacularThe Social Security Administration tracks the annual rate of inflation reflecting the increase of the cost of goods and services. C.O.B.A:

#NAAEDU17June 21-24, 2017 Georgia World Congress Center Atlanta

Page 13: The Apartment All Stars Leasing SpectacularThe Social Security Administration tracks the annual rate of inflation reflecting the increase of the cost of goods and services. C.O.B.A:

#NAAEDU17June 21-24, 2017 Georgia World Congress Center Atlanta

Page 14: The Apartment All Stars Leasing SpectacularThe Social Security Administration tracks the annual rate of inflation reflecting the increase of the cost of goods and services. C.O.B.A:

#NAAEDU17June 21-24, 2017 Georgia World Congress Center Atlanta

“Our rock star leasing agents stand while on the phone so they do not feel tethered to their computers. This allows them to simply have a conversation, focus on relationship building, and demonstrate they genuinely care about the caller, rather than checking the boxes on the guest card”.

Carrie PolonskySteadfast Management

Stand Up to Answer the Phone

Page 15: The Apartment All Stars Leasing SpectacularThe Social Security Administration tracks the annual rate of inflation reflecting the increase of the cost of goods and services. C.O.B.A:

#NAAEDU17June 21-24, 2017 Georgia World Congress Center Atlanta

Interactivity

Ask your prospective residents to actively participate in the leasing tour

Page 16: The Apartment All Stars Leasing SpectacularThe Social Security Administration tracks the annual rate of inflation reflecting the increase of the cost of goods and services. C.O.B.A:

#NAAEDU17June 21-24, 2017 Georgia World Congress Center Atlanta

JVM’s “Speed to Lead”

Use an egg timer to make sure your leads are answered quickly

Page 17: The Apartment All Stars Leasing SpectacularThe Social Security Administration tracks the annual rate of inflation reflecting the increase of the cost of goods and services. C.O.B.A:

#NAAEDU17June 21-24, 2017 Georgia World Congress Center Atlanta

• Alexa• Hue Bulbs• Nest

Thermostat• Moxie

Bluetooth Showerhead

Page 18: The Apartment All Stars Leasing SpectacularThe Social Security Administration tracks the annual rate of inflation reflecting the increase of the cost of goods and services. C.O.B.A:

#NAAEDU17June 21-24, 2017 Georgia World Congress Center Atlanta

Five follow up emails

Page 19: The Apartment All Stars Leasing SpectacularThe Social Security Administration tracks the annual rate of inflation reflecting the increase of the cost of goods and services. C.O.B.A:

#NAAEDU17June 21-24, 2017 Georgia World Congress Center Atlanta

Six follow up phone calls

Page 20: The Apartment All Stars Leasing SpectacularThe Social Security Administration tracks the annual rate of inflation reflecting the increase of the cost of goods and services. C.O.B.A:

#NAAEDU17June 21-24, 2017 Georgia World Congress Center Atlanta

Provide High Value Content

Page 21: The Apartment All Stars Leasing SpectacularThe Social Security Administration tracks the annual rate of inflation reflecting the increase of the cost of goods and services. C.O.B.A:

#NAAEDU17June 21-24, 2017 Georgia World Congress Center Atlanta

Chatbot

Page 22: The Apartment All Stars Leasing SpectacularThe Social Security Administration tracks the annual rate of inflation reflecting the increase of the cost of goods and services. C.O.B.A:

#NAAEDU17Breakout Sessions Sponsored by

Lisa Trosien

Page 23: The Apartment All Stars Leasing SpectacularThe Social Security Administration tracks the annual rate of inflation reflecting the increase of the cost of goods and services. C.O.B.A:

#NAAEDU17Breakout Sessions Sponsored by

Toni Blake

Page 24: The Apartment All Stars Leasing SpectacularThe Social Security Administration tracks the annual rate of inflation reflecting the increase of the cost of goods and services. C.O.B.A:

#NAAEDU17June 21-24, 2017 Georgia World Congress Center Atlanta

Value Leasing

#1 Reason why people cancelis finding a better deal!

Avoid buyers remorse! We can’t assume the future residents already know the value of living at your address.

Page 25: The Apartment All Stars Leasing SpectacularThe Social Security Administration tracks the annual rate of inflation reflecting the increase of the cost of goods and services. C.O.B.A:

#NAAEDU17June 21-24, 2017 Georgia World Congress Center Atlanta

Value Leasing – LOVE the Price!

Help them fall in LOVE! If they question your price –

they question your value! Here is another reason

you’re going to love living here!

Page 26: The Apartment All Stars Leasing SpectacularThe Social Security Administration tracks the annual rate of inflation reflecting the increase of the cost of goods and services. C.O.B.A:

#NAAEDU17June 21-24, 2017 Georgia World Congress Center Atlanta

Value Leasing – Let’s Get Physical

Create a display of positive reviews your resident have posted online

Let your resident build loyalty to your BRAND and sell your price!

Consensus - your residents’ reviews should be seen – and not just online!

Page 27: The Apartment All Stars Leasing SpectacularThe Social Security Administration tracks the annual rate of inflation reflecting the increase of the cost of goods and services. C.O.B.A:

#NAAEDU17June 21-24, 2017 Georgia World Congress Center Atlanta

Value Leasing – Engage Residents Create a display for “Our Favorite Things” or “Day in the Life” Provide residents with photo assignments Create a display for residents photos

Thanks to my test site Leah Love Orsbon and the staff at The Park

Page 28: The Apartment All Stars Leasing SpectacularThe Social Security Administration tracks the annual rate of inflation reflecting the increase of the cost of goods and services. C.O.B.A:

#NAAEDU17June 21-24, 2017 Georgia World Congress Center Atlanta

Value Leasing – L.A.M.P.

Local Area Marketing Partners

When WE lease – we BOTH gain a new local resident! When they choose another area – we BOTH lose!

By adding our amenities with great place to

shop, eat or playwe multiply our joint opportunities

to attract new local residents!

Page 29: The Apartment All Stars Leasing SpectacularThe Social Security Administration tracks the annual rate of inflation reflecting the increase of the cost of goods and services. C.O.B.A:

#NAAEDU17June 21-24, 2017 Georgia World Congress Center Atlanta

Value Leasing – Follow-upThe Day Pass – Live The Life of a Resident Don’t just come look – plan to stay for the day!

A Pool Pass – bring your suit and swim A pass to the fitness center to work out A parking pass – bring your bike, paddle board, enjoy local trails/lakes for the day Area business coupons for a free cup of coffee, a free shirt to be dry cleaned, a free

hand massage, a complimentary appetizer with lunch, a free flower, a free re-usable grocery bag, a FREE fun – round of bowling, goofy golf, bucket of balls,

NOTE: Future residents are required to sign a recreational waiver to release the community of liability while enjoying “A Day in the Life” day pass.

Page 30: The Apartment All Stars Leasing SpectacularThe Social Security Administration tracks the annual rate of inflation reflecting the increase of the cost of goods and services. C.O.B.A:

#NAAEDU17June 21-24, 2017 Georgia World Congress Center Atlanta

Value Leasing Value Pricing Versus Discount Pricing

Page 31: The Apartment All Stars Leasing SpectacularThe Social Security Administration tracks the annual rate of inflation reflecting the increase of the cost of goods and services. C.O.B.A:

#NAAEDU17June 21-24, 2017 Georgia World Congress Center Atlanta

Value Leasing

Save Money on:Gas: GasBuddy.comRetail: RetailmeNOT.comRestaurant: Restaurant.comCar Care: Valpak.comHair/Spa: Groupon.comClothes: TJ MaxHousehold: WalMart

Share monthly ideas with your residents in social media on how to save money every day with a

“PAY LESS – EXPERIENCE MORE” program!

… not on your rent!

Page 32: The Apartment All Stars Leasing SpectacularThe Social Security Administration tracks the annual rate of inflation reflecting the increase of the cost of goods and services. C.O.B.A:

#NAAEDU17June 21-24, 2017 Georgia World Congress Center Atlanta

Value Leasing – Seize the Day!Fake News – Rents are going up! Industry Awareness – Rents are going down!

Page 33: The Apartment All Stars Leasing SpectacularThe Social Security Administration tracks the annual rate of inflation reflecting the increase of the cost of goods and services. C.O.B.A:

#NAAEDU17June 21-24, 2017 Georgia World Congress Center Atlanta

Value Leasing

12 months18 month24 month 32 month

Timing is everything!What matters to your customer NOW?

Moving sucks! Offer a longer lease with built-in COBA.Addendums include: Job Transfer/ Catastrophic Health Incident

Page 34: The Apartment All Stars Leasing SpectacularThe Social Security Administration tracks the annual rate of inflation reflecting the increase of the cost of goods and services. C.O.B.A:

#NAAEDU17June 21-24, 2017 Georgia World Congress Center Atlanta

Value Leasing – Introducing C.O.B.A

12 months18 month24 month 32 month

C.O.L.A. : Cost of Living AdjustmentThe Social Security Administration tracks the annual rate of inflation reflecting the increase of the cost of goods and services. C.O.B.A: Cost of Business Adjustment The inflation free lease does not allow for a market rate adjustment on your rent. It only includes an annual COBA based on the average rate of inflation over the past 10 years. 3.6%.

Page 35: The Apartment All Stars Leasing SpectacularThe Social Security Administration tracks the annual rate of inflation reflecting the increase of the cost of goods and services. C.O.B.A:

#NAAEDU17Breakout Sessions Sponsored by

Toni Blake

Page 36: The Apartment All Stars Leasing SpectacularThe Social Security Administration tracks the annual rate of inflation reflecting the increase of the cost of goods and services. C.O.B.A:

#NAAEDU17Breakout Sessions Sponsored by

Bill Nye

Page 37: The Apartment All Stars Leasing SpectacularThe Social Security Administration tracks the annual rate of inflation reflecting the increase of the cost of goods and services. C.O.B.A:

#NAAEDU17June 21-24, 2017 Georgia World Congress Center Atlanta

Psychology, biology or just plain luck

Routine requires less brain activity Once we memorize a routine our brains function

at a much lower rate How many times do you show an apartment in a

week, month, year?

Page 38: The Apartment All Stars Leasing SpectacularThe Social Security Administration tracks the annual rate of inflation reflecting the increase of the cost of goods and services. C.O.B.A:

#NAAEDU17June 21-24, 2017 Georgia World Congress Center Atlanta

M.I.T. Study

Page 39: The Apartment All Stars Leasing SpectacularThe Social Security Administration tracks the annual rate of inflation reflecting the increase of the cost of goods and services. C.O.B.A:

#NAAEDU17June 21-24, 2017 Georgia World Congress Center Atlanta

Change our Behavior

What is 2x2? What is 13x27? A change in behavior increases brain activity A change in behavior needs to be rewarded

Page 40: The Apartment All Stars Leasing SpectacularThe Social Security Administration tracks the annual rate of inflation reflecting the increase of the cost of goods and services. C.O.B.A:

#NAAEDU17June 21-24, 2017 Georgia World Congress Center Atlanta

Emotional Connection

The Neocortex is the part of the brain that produces language, senses and motor commands.

Page 41: The Apartment All Stars Leasing SpectacularThe Social Security Administration tracks the annual rate of inflation reflecting the increase of the cost of goods and services. C.O.B.A:

#NAAEDU17June 21-24, 2017 Georgia World Congress Center Atlanta

Mirror Neurons

We can sense the emotions of others: sadness, joy, anger, frustration or anxiety. If our brains are on auto-pilot we will miss these

emotions and miss the opportunity to connect.

Page 42: The Apartment All Stars Leasing SpectacularThe Social Security Administration tracks the annual rate of inflation reflecting the increase of the cost of goods and services. C.O.B.A:

#NAAEDU17June 21-24, 2017 Georgia World Congress Center Atlanta

Mirror Neurons

Page 43: The Apartment All Stars Leasing SpectacularThe Social Security Administration tracks the annual rate of inflation reflecting the increase of the cost of goods and services. C.O.B.A:

#NAAEDU17June 21-24, 2017 Georgia World Congress Center Atlanta

Mirror Neurons

Page 44: The Apartment All Stars Leasing SpectacularThe Social Security Administration tracks the annual rate of inflation reflecting the increase of the cost of goods and services. C.O.B.A:

#NAAEDU17June 21-24, 2017 Georgia World Congress Center Atlanta

Mirror Neurons

Page 45: The Apartment All Stars Leasing SpectacularThe Social Security Administration tracks the annual rate of inflation reflecting the increase of the cost of goods and services. C.O.B.A:

#NAAEDU17June 21-24, 2017 Georgia World Congress Center Atlanta

The Result

February 213 tours 59 leases 27.5% closing ratio March 213 tours 88 leases 41.2% closing ratio April 206 tours 97 leases 47% closing ratio May 213 tours 111 leases 51.9% closing ratio

Page 46: The Apartment All Stars Leasing SpectacularThe Social Security Administration tracks the annual rate of inflation reflecting the increase of the cost of goods and services. C.O.B.A:

#NAAEDU17Breakout Sessions Sponsored by

Bill Nye

Page 47: The Apartment All Stars Leasing SpectacularThe Social Security Administration tracks the annual rate of inflation reflecting the increase of the cost of goods and services. C.O.B.A:

#NAAEDU17Breakout Sessions Sponsored by

Jackie Ramstedt, CAM, CAPS, CAS

Page 48: The Apartment All Stars Leasing SpectacularThe Social Security Administration tracks the annual rate of inflation reflecting the increase of the cost of goods and services. C.O.B.A:

#NAAEDU17June 21-24, 2017 Georgia World Congress Center Atlanta

Page 49: The Apartment All Stars Leasing SpectacularThe Social Security Administration tracks the annual rate of inflation reflecting the increase of the cost of goods and services. C.O.B.A:

#NAAEDU17June 21-24, 2017 Georgia World Congress Center Atlanta

Old School with New School Effectiveness

New School: Applying on lineOld School: Personal networking

New School: Social mediaOld School: Phone call

New School: Video chattingOld School: Personal thank you

Page 50: The Apartment All Stars Leasing SpectacularThe Social Security Administration tracks the annual rate of inflation reflecting the increase of the cost of goods and services. C.O.B.A:

#NAAEDU17June 21-24, 2017 Georgia World Congress Center Atlanta

High Octane Sales PeopleControl the Sale Superb Sales Skills

Need to WIN!Killer People Skills

Page 51: The Apartment All Stars Leasing SpectacularThe Social Security Administration tracks the annual rate of inflation reflecting the increase of the cost of goods and services. C.O.B.A:

#NAAEDU17June 21-24, 2017 Georgia World Congress Center Atlanta

Active ListeningNegotiation

Time ManagementBusiness MathQuick ThinkingSelf Motivation

Problem SolvingService Oriented

Flexible

Page 52: The Apartment All Stars Leasing SpectacularThe Social Security Administration tracks the annual rate of inflation reflecting the increase of the cost of goods and services. C.O.B.A:

#NAAEDU17June 21-24, 2017 Georgia World Congress Center Atlanta

For Themselves: Loyalty Programs

For Their Home: Customer Experiences

For Their Lifestyle: Confidence of Location

Page 53: The Apartment All Stars Leasing SpectacularThe Social Security Administration tracks the annual rate of inflation reflecting the increase of the cost of goods and services. C.O.B.A:

#NAAEDU17June 21-24, 2017 Georgia World Congress Center Atlanta

%

of millennials rank

authenticity over content…

they have to trust

a company first!

Value, Space, and Authenticity

Page 54: The Apartment All Stars Leasing SpectacularThe Social Security Administration tracks the annual rate of inflation reflecting the increase of the cost of goods and services. C.O.B.A:

#NAAEDU17June 21-24, 2017 Georgia World Congress Center Atlanta

1. Enhanced Guest Cards

2. Consumer Interest

3. Relationship Selling

www.ForRent.com

Meaningful Engagement

Page 55: The Apartment All Stars Leasing SpectacularThe Social Security Administration tracks the annual rate of inflation reflecting the increase of the cost of goods and services. C.O.B.A:

#NAAEDU17June 21-24, 2017 Georgia World Congress Center Atlanta

Shops should be positive!

Pinnacle’s 100% leasing club Reward good performanceMake it personal Have them teach and share!

Page 56: The Apartment All Stars Leasing SpectacularThe Social Security Administration tracks the annual rate of inflation reflecting the increase of the cost of goods and services. C.O.B.A:

#NAAEDU17June 21-24, 2017 Georgia World Congress Center Atlanta

* Turns your photos into REAL postcards!* Share them right from your phone!

Postly - send photo postcards!

PostlyApp

Page 57: The Apartment All Stars Leasing SpectacularThe Social Security Administration tracks the annual rate of inflation reflecting the increase of the cost of goods and services. C.O.B.A:

#NAAEDU17June 21-24, 2017 Georgia World Congress Center Atlanta

Put Your Residents to Work!

Page 58: The Apartment All Stars Leasing SpectacularThe Social Security Administration tracks the annual rate of inflation reflecting the increase of the cost of goods and services. C.O.B.A:

#NAAEDU17June 21-24, 2017 Georgia World Congress Center Atlanta

“Customers buy for their reasons, not yours.” Zig Ziglar

Teach your people how to listen and look for visual cues

to a customer’s personality type and tailor their responses

accordingly.Jeffrey Hayzlett is a

leading business expert

Page 59: The Apartment All Stars Leasing SpectacularThe Social Security Administration tracks the annual rate of inflation reflecting the increase of the cost of goods and services. C.O.B.A:

#NAAEDU17June 21-24, 2017 Georgia World Congress Center Atlanta

The Driver

They want to seduce you or overpower youThey say NO 95 % of the timeThey exude the power to choose

visual cues

Page 60: The Apartment All Stars Leasing SpectacularThe Social Security Administration tracks the annual rate of inflation reflecting the increase of the cost of goods and services. C.O.B.A:

#NAAEDU17June 21-24, 2017 Georgia World Congress Center Atlanta

The Amiable

They have intellectual humility, are humbleTraditional values of personal relationshipsFocus attention around one choice that fits

visual cues

Page 61: The Apartment All Stars Leasing SpectacularThe Social Security Administration tracks the annual rate of inflation reflecting the increase of the cost of goods and services. C.O.B.A:

#NAAEDU17June 21-24, 2017 Georgia World Congress Center Atlanta

The Analytical

It’s all about the bottom lineUse key benefits that fit their specific needsBe structured and logical in explanations

visual cues

Page 62: The Apartment All Stars Leasing SpectacularThe Social Security Administration tracks the annual rate of inflation reflecting the increase of the cost of goods and services. C.O.B.A:

#NAAEDU17June 21-24, 2017 Georgia World Congress Center Atlanta

The Expressive

Sometimes have difficulty in focusingDon’t try to sell anything; it’s all about themThey use their arms and hands to explain

visual cues

Page 63: The Apartment All Stars Leasing SpectacularThe Social Security Administration tracks the annual rate of inflation reflecting the increase of the cost of goods and services. C.O.B.A:

#NAAEDU17June 21-24, 2017 Georgia World Congress Center Atlanta

"12 Habits of Great Apartment Leasing Consultants"

Author Nicholas L. Scott Sr.

Chapter 9: Keeping A Journal1.Always take notes2.Ditch the sticky notes3.Create action plans

http://bit.ly/12HabitsOfLeasingBook
Page 64: The Apartment All Stars Leasing SpectacularThe Social Security Administration tracks the annual rate of inflation reflecting the increase of the cost of goods and services. C.O.B.A:

#NAAEDU17June 21-24, 2017 Georgia World Congress Center Atlanta

Matching your customer’s expectations

Page 65: The Apartment All Stars Leasing SpectacularThe Social Security Administration tracks the annual rate of inflation reflecting the increase of the cost of goods and services. C.O.B.A:

#NAAEDU17June 21-24, 2017 Georgia World Congress Center Atlanta

Strategies for Better Relationships

Make time to really talk

Send “Value” updates

Testimonials from new people

Endorsements from local businesses

Corporate “state of the company” updates

SMILE and just be more pleasant!

Page 66: The Apartment All Stars Leasing SpectacularThe Social Security Administration tracks the annual rate of inflation reflecting the increase of the cost of goods and services. C.O.B.A:

#NAAEDU17June 21-24, 2017 Georgia World Congress Center Atlanta

"Regardless of how much money you have, your race, where you live,

what religion you follow, you are going through something, or you

already have or you will. As momma always said,

"Everybody's got something." Robin Roberts

Page 67: The Apartment All Stars Leasing SpectacularThe Social Security Administration tracks the annual rate of inflation reflecting the increase of the cost of goods and services. C.O.B.A:

#NAAEDU17Breakout Sessions Sponsored by

Jackie Ramstedt, CAM, CAPS, CAS

Page 68: The Apartment All Stars Leasing SpectacularThe Social Security Administration tracks the annual rate of inflation reflecting the increase of the cost of goods and services. C.O.B.A:

#NAAEDU17June 21-24, 2017 Georgia World Congress Center Atlanta

Contact Info

Lisa TrosienApartmentExpert.com

[email protected]

Toni BlakeTotally Toni

[email protected]

Bill NyeBill Nye Training

[email protected]

Jackie RamstedtRamstedt Enterprises

[email protected]


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