Streamline Your Real Estate Business with Online Contact Management for Real Estate

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there's so much information and so many ideas floating around these days around property management training particularly around the basics some people may define the basics as like how do you smile how do you make eye contact well for the purposes of this video i'm gonna assume that you already know how to be a human being you already know how to smile you already make know how to make eye contact we're gonna talk about the basics in terms of how do i get in front of that right prospect and once i'm in front of them what's my process what do i do to take them through the journey to make that decision to lease not only an apartment but to lease my apartment from me those are the basics that i'm talking about right now it's so important to get these basics right so in this video i'm going to show you the 11 property management basics that you must master if you want to close leases number one what you've been told before in terms of how do you close a lease it's wrong i promise you that this is the case let's face it there's a lot of bad information there's a lot of outdated information and there's a lot of downright misinformation out there the stuff that worked in the past to close leases well it's the wrong stuff today it just doesn't work today's renter has more access to information than ever before and they've got more choices so that old school way of trying to sell them on the apartment in many cases not only is it wrong but it actually turns your prospects off and turns them away number two okay selling is so important for property management professionals we've got to sell our prospects on living at our community i want you to be the opposite of what you think a sales person is right that kind of high pressure hey if you don't rent the apartment right now it's going away and we've got a special it ends in three minutes how you think of a salesperson that kind of traditional character from the movies yeah be the opposite of that in today's world what makes an effective property manager is somebody who can read people somebody that's able to follow a process who can engage their prospects in a conversation using a systematic approach number three talk is cheap a lot of people think that having that kind of gift of gab being able to shoot the breeze and have all kinds of small talk with our prospects is so key to building a relationship and leasing them an apartment well it's not the reality is your prospects don't want to hear you talk they don't care about you they don't care about the list of amenities that you have they don't really care about the specials that are going on and all the things that you think might be enticing to them what they care about is solving the challenges that they're dealing with right now and they're going through the process of moving which is a very stressful life event they're looking to connect with somebody that's gonna listen a lot more than speak and somebody that's truly going to understand what their current situation is and how they can improve it how they can get that ideal scene they really don't care about all the things that you have to say until you understand them listen people don't care how much you know until they know how much you care and going back to what you've been taught is wrong we've been trained in this industry to automatically as soon as we get a tiny bit of information start talking start pitching start selling well talk is cheap you need to ask the right questions and you've got to dig in and truly understand not only your prospect's situation but what they're going through and the ideal living situation they're trying to get to number four have a system as a relatively new property manager and even as kind of an og that's been in the industry for 25 years the best thing that you can do for yourself is to have a proven system a process that you trust a system that you follow you follow that process so you know exactly where each and every one of your deals is and what stage of the process that they're in a lot of times people try to wing it remember this is a stressful life event it's also the most expensive decision that your prospects are going to make just winging it is not going to get you there you need to have a system and just to add to that you want to make sure that you have a system that's been proven to work in today's world as we said before the entire apartment industry has changed and it's changed in the last couple years so make sure that you have a system that's relevant for today relevant for right now number five do your homework show your prospects through personalization that you truly have taken the time to learn about them that you understand their current situation you know what's most important to them and why that's important to them you know what they want to see first when they either arrive at the property or they do a virtual tour with you whether that's on facetime or any other platform make sure you've done your homework now that's not i'm not asking you to sit down for 30 minutes and try and like be a private detective and learn about somebody you've never met before you can easily do your homework right from that first phone call even from a chat interaction from a web form if you know what questions to ask in the right order to ask them you can do your homework so that every one of your tours every one of your engagements with a prospect is personalized just for them that's going to set you apart from the competition number six ask questions and of course not all questions are created equal make sure that you have a system so you're knowing what those power questions are to ask if you don't believe me that this is an issue i want you to pretend you're a renter and call some apartment communities in your market call any apartment community for that matter and you're going to find that the questions that they ask well they're a bare minimum and they're not the right questions to really learn about you you want to make sure that you have a process that is designed around very specific questions that are going to help you deeply deeply understand your prospect and that's what's going to help you close the lease later on in the sales process the data shows that top performing real estate professionals top performing property managers well they're asking a lot more questions they're digging in there they're gaining those insights to learn about their prospects if you're doing most of the talking you're not a top performer number seven don't be afraid to lose the lease i find that so many property managers and leasing agents are terrified with the idea of losing a prospect losing that lead not getting the lease signed but the fact of the matter is it happens it's not a big deal i lose deals sometimes if you have a process that you can trust if you have a process that knows is going to figure out whether or not this prospect is the right fit well you can go through your life without having fear without being afraid fear cripples us as property managers fear cripples us as leasing professionals our prospects are already in a deep state of fear if we're afraid that hey i'm not gonna get this sale it's only gonna make matters worse number eight be a peer not a servant when you behave like a peer to your prospects they feel that and it's disarming and it makes them more comfortable it makes them feel like wow i can really trust this person they're not just telling me something because they're trying to tell me what i want to hear they're telling me something because it's the truth make sure that you're treating your prospects as an equal you're a professional and they're your client and you're working with them as a peer versus you're just a servant that's there to get them exactly what they need and tell them that the answers that they want to hear number nine stop persuading your prospects don't need to be persuaded into renting an apartment from you what they need is they need that trusted advisor that's going to really look at their situation look at all the alternatives and help them decide on the best possible outcome for them think about this they're going to have to go to bed in that apartment every single night they're going to have to wake up there every morning they're going to build their life there it's literally going to be the center the focal point of their entire life they don't want to be sold or persuaded or be given some tricks or gimmicks to rent the apartment they want to make a good sound decision based on facts based on data based on your understanding of their situation so make sure that you have a closing system that's not high pressure it's not manipulative it's not pushy okay if you're not going to use our closing system go find one that is not based on persuasion your prospects don't want to be persuaded tricked pushed or manipulated into renting the apartment they want to make that decision on their terms because it's the right decision to make number 10 always be learning learning is a lifelong journey and our industry is constantly changing you can always get better you can always improve if you have that attitude that hey you know what i learned a little bit when i first got involved in the industry back in 1992 and i know everything nobody knows everything make sure that you're spending time each and every day to just learn a little bit right if you can just get one percent better every day your career is going to go through the roof find like-minded people that are excited within your company to learn new things to try new strategies to improve their process be around those people stay positive and always be learning trust me you're going to make so much more money you're going to have so much more fun if you're constantly open to new ideas new strategies and new techniques number 11 never get comfortable ever because when you get comfortable that's when you get into trouble i see this all the time right property managers leasing agents maybe it's you're in a really hot market right now maybe you're in charge of a lease up that is the place that everybody wants to live at and those leases are coming a little bit easy right you start to get comfortable you start to get a little bit laxed you maybe don't run to grab the phone because you're not worried about your property getting to 98 99 or even 100 occupancy as soon as you get comfortable things are going to start to decline and this is so important for you to realize because if you find the right sales training system right you find a system that's easy to learn easy to implement you find a way to close these prospects that's not pushy not manipulative well guess what your job is going to start to get easy and it's this weird thing that happens as your job starts to get really really easy you actually start to get comfortable and you start to do less of the things that made your job so easy to begin with find that process and when that process starts to give you results don't get comfortable keep it up it's like people that get on a diet and they start to lose a little bit of weight right or they start to build a little muscle and they're like this is great i don't have to work out so much stick to your process trust me never ever get comfortable ever so those are your 11 basic skills the 11 basic things that i want you to master if you want to be successful in property management if you have any questions at all you can find us over at leasing university and if you want that system that i've been talking about that's going to help you with all 11 well check this out the way people rent apartments has changed today's renter has access to more information today's renter has more choices the apartment industry needs you studies have shown that moving is the most stressful life event the old sales training well it just doesn't work today i'd like to teach you how to take the stress out of leasing apartments in a way that's meaningful to you and your renters and get you seven times more leases i'll show you how the perfect leasing process works i'm going to walk you through everything from answering the phone to closing the lease i'm going to show you how to determine your prospects wants and their needs so that you can build value in your apartments you will learn how to handle any objection or complaint i'm going to show you how to connect with your renter so it's easy for them to rent with you i've taught the best property management companies and thousands of people just like you how to lease apartments property management is complicated i'll simplify it for you there's more competition than ever before i'm gonna show you how to be number one all of a sudden your career it's gonna make perfect sense even if you've never worked in sales or property management before for the advanced property manager i'm going to show you how to take things to the next level leasing university is a new simple step-by-step process that's effective we're going to help you become a rock star in property management i'm matt easton and this is leasing university