Getting Comfortable with ‘No’

“Are you comfortable hearing the word ‘no’?”  This is a question often asked during the leasing agent interview process and while most interviewees say they’re exceedingly comfortable with rejection, the reality is that few are. With the industry’s average closing ratio hovering around 30% one can only assume that leasing agents are in fact scared…

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How to Handle Unhappy Residents

It can happen at a moment’s notice: Your leasing agent is sitting with a prospect, hopefully describing all the great benefits of living at your community, when an unhappy resident bursts into the leasing office to frantically express their distaste for some recent occurrence.  This is no time to panic. While there may be no…

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Small Leasing Tip to Overcome Big Objections By Justin Coleman

As a leasing agent, sometimes the most difficult task to accomplish is overcoming prospects’ objections. Leasing agents typically know exactly what features in their apartments will draw a negative comment, but not all agents will have a solution prepared when those objections are vocalized. Many leasing agents simply hope and pray a prospect does not bring…

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Customer Service Trumps Amenities by Justin Coleman

With the abundance of new multifamily product scheduled to come online this upcoming calendar year, the leasing game will continue to get progressively more difficult.  For the communities that are not going to be the newest ticket on the block, leasing agents will need to sweep each prospect off of their feet to secure leases.…

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An Apartment Shopping Experience by Kristi McMillin

The Secret to Leasing isn’t a Secret                 This past weekend I scoured the Atlanta area looking for an apartment for myself. After leasing to other people for a couple years I was looking forward to sitting back and having someone sell to me for once! However, what I experienced was extremely discouraging. Not one…

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5 Tips For Converting Phone Calls to Walk-Ins.

Prior to picking up the phone, a prospect has most likely researched your community online and has determined it is a viable option for their next apartment home.  So why do some leasing agents struggle to convert over 50% of their phone calls into walk-ins?   A decade ago, people drove past your property and called…

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Leasing Tips: Avoid The Price Question

What is the first thing that your prospects ask on the phone when they call your property? Chances are it is “how much are your apartments?” I would venture to guess that over 80% of apartment inquiries start with that question. However, a majority of these same prospects have most likely searched for your property…

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December Apartment Leasing Tips

When leasing apartments it is important to give some thought into the buying behavior of our potential residents. In most cases, a decision to lease an apartment is not made entirely by the prospect who tours the apartment. When there are other occupants living in the unit, their feedback becomes essential. Even when the apartment…

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Handling a Challenging Assignment

Why does an apartment owner call CLASS?  While there are many answers to this question, one common theme surrounds a majority of our assignments.  They are difficult.  If it was easy our company would not be in business. As many of you have noticed, the degree of difficulty of our assignments may vary.  Sometimes we…

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The Best of the Best

For the best sales people, it’s all about details.  While first impressions, being on time and having a great attitude are all essential to a successful assignment, the best Leasing Specialists are the ones who focus on the entire sales process, including the details.  They don’t just follow-up, they take the time to drop off…

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