The Apartment Nerd Leasing Show

The Apartment Nerd Leasing Show

anchor.fm/the-apartment-nerd
Principles, strategies, and ideas to help you lease more apartments. We have 5 Marketing Principles that are the foundation for our marketing and leasing strategies at J.C. Hart Company. Discovery, Story, Clarity, Buoyancy, and Courtesy all touch marketing, service, and sales as each of these areas need to work together for property management success. The Leasing Show focuses on sales/leasing and the principles impact those 5 Marketing spaces. Thank you multifamily friends for listening, commenting, and sharing. Music Credit - Ryan Little - http://www.soundcloud.com/iamryanlittle
65 - How can I sell on Instagram?
May 24 • 4 min
The best way to sell in Instagram is to not sell on Instagram. Thanks for listening. Please subscribe in Apple Podcasts (https://goo.gl/87NKxo) or Google Play (https://goo.gl/7k7Bx1).
64 - Do I really need to change?
May 23 • 5 min
I get it. You’ve been doing this awhile. That doesn’t mean you can’t learn. Thanks for listening. Please subscribe in Apple Podcasts (https://goo.gl/87NKxo) or Google Play (https://goo.gl/7k7Bx1).
63 - Do sales gimmicks work?
May 22 • 3 min
Tactics and gimmicks are only part of the process. You don’t build trust with a few gimmicks. Thanks for listening. Please subscribe in Apple Podcasts (https://goo.gl/87NKxo) or Google Play (https://goo.gl/7k7Bx1).
62 - What’s one thing I can do today to get better?
May 21 • 4 min
In a recent meeting about websites we started talking about making appointments. Figured I’d bring it up again. Thanks for listening. Please subscribe in Apple Podcasts (https://goo.gl/87NKxo) or Google Play (https://goo.gl/7k7Bx1).
61 - Why is it easier to lease to someone like me?
May 18 • 4 min
We like people like us, and tend to trust them more. What can you do to better understand what it takes to lease to people that are not like you? Thanks for listening. Please subscribe in Apple Podcasts (https://goo.gl/87NKxo) or Google Play…
60 - What do I do after a tour?
May 17 • 3 min
Maybe role playing isn’t your thing. Why not listen to that recorded call, or rehash that last tour you had? Thanks for listening. Please subscribe in Apple Podcasts (https://goo.gl/87NKxo) or Google Play (https://goo.gl/7k7Bx1).
59 - What is another way to connect with someone?
May 16 • 3 min
Visual, Auditory, or Kinesthetic? What’s your learning style? Thanks for listening. Please subscribe in Apple Podcasts (https://goo.gl/87NKxo) or Google Play (https://goo.gl/7k7Bx1).
58 - What if the the prospect says it’s too expensive?
May 15 • 6 min
Your goal is to help understand and build trust. Take some extra time with this question and don’t jump into wheeling and dealing on price. Thanks for listening. Please subscribe in Apple Podcasts (https://goo.gl/87NKxo) or Google Play…
57 - Can you tell me more?
May 14 • 4 min
We often make assumptions about what a customer really means when they comment or make a statement about something. Take it further by asking them to tell you more about their thoughts. Thanks for listening. Please subscribe in Apple Podcasts…
56 - Is price really that important a factor?
May 11 • 3 min
Let’s not take those initial price questions for what they are. Dig deeper. Thanks for listening. Please subscribe in Apple Podcasts (https://goo.gl/87NKxo) or Google Play (https://goo.gl/7k7Bx1).
55 - How much time do you need for a tour?
May 10 • 4 min
Don’t be the shady sales person that says you “just need 5 minutes of your time.” You can do better. Thanks for listening. Please subscribe in Apple Podcasts (https://goo.gl/87NKxo) or Google Play (https://goo.gl/7k7Bx1).
54 - When is the best time to screw up?
May 9 • 5 min
Any professional knows they need to practice before they are ready for the game. Why is leasing any different? Thanks for listening. Please subscribe in Apple Podcasts (https://goo.gl/87NKxo) or Google Play (https://goo.gl/7k7Bx1).
53 - Why does sales have to be so frustrating?
May 8 • 3 min
Sometimes we’re our own worst enemy. How can we work on that? Thanks for listening. Please subscribe in Apple Podcasts (https://goo.gl/87NKxo) or Google Play (https://goo.gl/7k7Bx1).
52 - How to deal with the calm and quiet type?
May 7 • 6 min
This is difficult for me because I’m a loudmouth. In today’s episode I touch on a few things to keep in mind when dealing with a high S. Thanks for listening. Please subscribe in Apple Podcasts (https://goo.gl/87NKxo) or Google Play…
51 - What are you afraid of?
May 4 • 5 min
I’ve said this before, but I’ll say it again. You have my permission to fail as long as you can show that you are trying to improve. You have to get through the fear of failure by taking that first step. Sometimes that comes with failure, but people will…
50 - Why do I need to be a better listener?
May 3 • 4 min
We talk to much. If we don’t change our behavior we won’t understand how the customer will make a decision. Thanks for listening. Please subscribe in Apple Podcasts (https://goo.gl/87NKxo) or Google Play (https://goo.gl/7k7Bx1).
49 - Can you leak a little candy?
May 2 • 4 min
Of course it’s tempting to go into “sales” mode and vomit all the cool features and benefits at the customer. Rather than spill your candy everywhere, you certainly could leak some candy as long as you ask questions in the process. Thanks for listening.…
48 - Are you impatient?
May 1 • 4 min
Change takes time. Success does not happen overnight, and can be difficult. Thanks for listening. Please subscribe in Apple Podcasts (https://goo.gl/87NKxo) or Google Play (https://goo.gl/7k7Bx1).
47 - Does your title matter in leasing?
Apr 30 • 4 min
We juggle multiple roles in property management. Let’s not get hung up on titles. I think there is only one title that you should care about. Thanks for listening. Please subscribe in Apple Podcasts (https://goo.gl/87NKxo) or Google Play…
46 - Do you have any specials?
Apr 27 • 5 min
Customers ask this questions because your competition leads with specials as their key selling technique. You can be better than your competition or a lousy car dealer. Thanks for listening. Please subscribe in Apple Podcasts (https://goo.gl/87NKxo) or…
45 - Are you asking, “What happens next?”
Apr 26 • 4 min
If you aren’t setting the right expectations and explaining how the process works up front, then my guess is that you don’t close with “What happens next?” I recommend you work on this. It can be a game changer. Thanks for listening. Please subscribe in…
44 - Do I need to show every amenity?
Apr 25 • 4 min
Fair housing fears and scripted tours really take away from creating a positive experience for each prospect. I say throw out the script and ask better questions. Thanks for listening. Please subscribe in Apple Podcasts (https://goo.gl/87NKxo) or Google…
43 - Is leasing different at an A, B, or C type property?
Apr 24 • 5 min
When we start our training seminars, this is one of the biggest questions and push-backs we get. “My property is different.” Properties may be different, but should we be communicating with people any different? Something to think about after this…
The Mike Brewer (Apartment Hacker) Interview
Apr 23 • 14 min
In this episode I interview @mbrewer to learn more about who inspires him, how he impacts change, and the most challenging part of leasing. https://www.linkedin.com/in/mikebrewer/ https://www.facebook.com/apartmenthacker/ https://twitter.com/mbrewer If…
42 - Setting a UFC via text
Apr 20 • 4 min
Texting customers can be a powerful tool in your leasing belt, but don’t treat it like email. Thanks for listening. Please subscribe in Apple Podcasts (https://goo.gl/87NKxo) or Google Play (https://goo.gl/7k7Bx1).
41 - Dealing with an extrovert
Apr 19 • 4 min
As a DISC profile high I myself, this episode gives you tips on dealing with those highly extroverted customers. Thanks for listening. Please subscribe in Apple Podcasts (https://goo.gl/87NKxo) or Google Play (https://goo.gl/7k7Bx1).
40 - What are you doing for referrals?
Apr 18 • 5 min
Pro tip: The fee amount has less impact than you believe. Stop wasting you money with high referral fees. Thanks for listening. Please subscribe in Apple Podcasts (https://goo.gl/87NKxo) or Google Play (https://goo.gl/7k7Bx1).
39 - Are you a good listener?
Apr 17 • 4 min
This is something I have to catch myself on and practice. You should too. Thanks for listening. Please subscribe in Apple Podcasts (https://goo.gl/87NKxo) or Google Play (https://goo.gl/7k7Bx1).
38 - When to talk about price with revenue management
Apr 16 • 5 min
Thanks for the questions from @cdrusk in today’s episode. He’s curious what a good strategy is for talking price when you have a revenue management pricing system. Thanks for listening. Please subscribe in Apple Podcasts (https://goo.gl/87NKxo) or Google…
37 - You can do better than your “people skills.”
Apr 13 • 5 min
It’s tough to get in the moment, but just like the best athletes in the world you have to prepare to be the best leasing professional in the world. Thanks for listening. Please subscribe in Apple Podcasts (https://goo.gl/87NKxo) or Google Play…
36 - Use your magic wand
Apr 12 • 4 min
It’s a great question to ask, and a great way to practice. Thanks for listening. Please subscribe in Apple Podcasts (https://goo.gl/87NKxo) or Google Play (https://goo.gl/7k7Bx1).
35 - I don’t have one available
Apr 11 • 5 min
It’s a great problem to have, but it drives me crazy that so many leasing professionals turn people away so quickly without even attempting to help them. Thanks for listening. Please subscribe in Apple Podcasts (https://goo.gl/87NKxo) or Google Play…
34 - Are commissions a motivator?
Apr 10 • 6 min
Today’s question comes in from @mbrewer The Apartment Hacker. Commissions and bonuses are common in our profession, but are they critical motivators? Thanks for listening. Please subscribe in Apple Podcasts (https://goo.gl/87NKxo) or Google Play…
33 - Dealing with a detailed customer
Apr 9 • 5 min
Many leasing professionals have an outgoing personality, but how do you need to adjust to deal with a customer that is more introverted and detail oriented? Thanks for listening. Please subscribe in Apple Podcasts (https://goo.gl/87NKxo) or Google Play…
32 - Are you providing a Home, or selling a space?
Apr 6 • 6 min
No one likes to be sold. No one! How you can you make the leasing process one that builds trust and value? Thanks for listening. Please subscribe in Apple Podcasts (https://goo.gl/87NKxo) or Google Play (https://goo.gl/7k7Bx1).
31 - Do you dare use reverse psychology?
Apr 5 • 6 min
Striplines or a negative reverse is not being manipulative. It’s helping the customer make a decision. Thanks for listening. Please subscribe in Apple Podcasts (https://goo.gl/87NKxo) or Google Play (https://goo.gl/7k7Bx1).
30 - Family Ties
Apr 4 • 6 min
It can be difficult to find time to practice, but maybe you can test your leasing skills on your family. Thanks for listening. Please subscribe in Apple Podcasts (https://goo.gl/87NKxo) or Google Play (https://goo.gl/7k7Bx1).
29 - Roommates and Couples
Apr 3 • 5 min
There’s always a leader in the group, but you know both opinions count. What’s your strategy with Roommates and Couples? Thanks for listening. Please subscribe in Apple Podcasts (https://goo.gl/87NKxo) or Google Play (https://goo.gl/7k7Bx1).
28 - Are you ready to ask questions?
Apr 2 • 6 min
I’m not much of a planner, but I am a practitioner. Whether you plan it out or you practice, practice, practice, you need to have a strategy for how you are going to ask questions. Thanks for listening. Please subscribe in Apple Podcasts…
27 - What Does Expensive Mean To You?
Mar 30 • 4 min
It’s important to understand what expensive means to you because you must understand that it’s nowhere near the same for everyone else. If you have a question or topic idea for the #LeasingShow tweet @theaptnerd or message me online somewhere.
26 - Stop Spilling Your Candy in the Lobby
Mar 29 • 5 min
Shout out to Tim Roberts @TrustPointe for introducing me to this concept. It seems so obvious, but new technology and old school sales training has us spilling all our candy. Have a question for the show? #LeasingShow on Twitter or message me online…
25 - Time is a Critical Agreement
Mar 28 • 5 min
As I highlighted in episode 24, we’re here to build credibility and trust. If you are not discussing time with a customer than you are putting the relationship at risk.
24 - Getting a No is OK
Mar 27 • 5 min
You should be on a mission to build credibility and trust. What better way than to make sure the customer knows it’s OK to say no.
23 - What is mutual mystification?
Mar 26 • 7 min
In this episode I talk about the importance of eliminating mutual mystification. Stop making assumptions that everyone thinks the same way.
22 - Handling Excuses
Mar 23 • 5 min
Before you let them walk out the door, drill down on that excuse they just gave you. I share some ideas on this today.
21 - Taking Control on the Phone
Mar 22 • 7 min
If you’ve ever found yourself just answering the customer’s questions, then this episode is for you.
20 - Sharing Price Too Early
Mar 21 • 8 min
Price is an important factor, but you need to figure out the motivations of the customer before your share your price.
19 - Developing Trust
Mar 20 • 6 min
No one likes to be sold. You must build trust with your prospects. I share some ideas on building trust in today’s episode.
18 - Dealing with Dominant Personalities
Mar 19 • 6 min
A dominant behavior style can be challenging to deal with sometimes. Today I share some ideas to help you deal with people like me. :)
17 - What happens next?
Mar 16 • 5 min
Today’s question: What happens next? Don’t be an old school closer. Set your UFCs and you don’t have to close.
16 - Reversing
Mar 15 • 5 min
Today’s question: Should I really answer a question with a question? More examples for why asking a question after a question can help you in the leasing process.
15 - Yikes! Getting the no.
Mar 14 • 4 min
Today’s Question: What do you do when that prospect goes silent? In this episode, we discuss when it’s time to get a no or reactivate a prospect that seems lost.
14 - Social Proof
Mar 13 • 4 min
Today’s question: How do you typically describe a feature or benefit? For most people, using social proof is critical in your communications when leasing.
13 - Missed Leads
Mar 12 • 4 min
Today’s question: What do we do with all those missed opportunities? Most data shows that a leasing office misses more than 50% of phone calls. We discuss some ideas to capture those missed opportunities.
12 - Thinking About It
Mar 9 • 7 min
Why you still need to get a commitment before someone walks out the door.
11 - Dealing With Personalities
Mar 8 • 5 min
It’s not necessarily the customer’s personality that is the problem.
10 - Permission
Mar 7 • 6 min
One of the most challenging parts about changing behavior is getting permission to change. Who do you need permission from? Get it!
2 - The Leasing Principles
Mar 6 • 6 min
We have 6 Leasing Principles we study and train on at J.C. Hart. This episode introduces those principles.
1 - Appointments #1
Mar 6 • 4 min
To kick start the Leasing Show, I highlight why setting appointments can be a huge win for leasing.
9 - Responding to Email Leads
Mar 6 • 5 min
Janet Rosseth, Multifamily Marketing Consultant, brought this topic to the table. Find out how UFCs can help you respond. Janet’s LinkedIn Profile - https://www.linkedin.com/in/janetrosseth/
8 - Testing the Strength
Mar 5 • 5 min
Principle #6 is about testing the strength of the “Yes”. It may seem counter-intuitive, but it works.
7 - Decision Making
Mar 2 • 6 min
Leasing Principle #5 is about Decision Making. You can’t let people just walk out the door. Here are some thoughts on that.
6 - Money, Money, Money
Mar 1 • 4 min
Leasing Principle #4 is all about that money. What’s your position on money? Did you know that is critical in leasing?
5 - Diving Into Questions
Mar 1 • 6 min
We cover Leasing Principle #3 as we discuss mutual mystification and the importance of asking questions.
4 - Ground Rules & UFC’s
Mar 1 • 5 min
Leasing Principle #2 Ground Rules and Up-Front Contracts. An overview and example.
3 - DISC Assessments
Mar 1 • 6 min
Building on the first Leasing Principle of The Greeting/Bonding and Rapport, in Episode 3 we bring up the idea to utilize DISC assessments to improve your people skills.