2009 SatisFacts Index: Insite™ Unclosed
Prospects SatisFacts Index: Insite™ Unclosed Prospects All Prospects: 2009 Have you rented a new apartment since you visited this community? 45% Have you rented a new apartment at this community? 43% Prospects Who Either Rented Elsewhere or Have Not Rented A New Apartment Yet: With regards to the leasing consultant, how satisfied were you in terms of… Being courteous, friendly and professional 4.24 Asking questions to determine your needs 4.03 Adequately answering your questions 4.09 The information shared about the apartments 4.09 The information shared about the community’s amenities and services 4.13 Trying to help you find a home that met your specific needs 3.89 Overall, in terms of their presentation 4.05 How satisfied were you with the… Appearance of the community 4.02 Appearance and features of the apartment home 3.87 Location of the community 4.02
GOALS Written Goals I will
not date residents. I will accurately report my traffic. • Only 3% of I will not flirt with adults use goals residents. • Those who do = I will lease one apartment a day. Most successful I will not spend all day on Facebook.
Empathic Listening • Practice Empathic
Listening – "Uh-huh," "I see." – head nodding, facial expressions matching the speaker, open and relaxed body expression, eye contact. – "Tell me about it," "I'd like to hear about that.“
The Power of the Pause
• Show respectful/quiet reflection • Prospect will feel complimented • You are raising your prospect‟s self esteem
•Place a handwritten sticky note
on your leasing floor plan/brochure. •Write a personal note, thanking the prospect for visiting. •Invite them to come back and lease. •Say “Thank you!” and add your initials.
Landscaping/lighting Lots of green:
Sends message of coolness, freshness and vitality. White indicates cleanliness and shows better at night Yellow attracts attention since yellow is the first color our eyes can process.
Believability Are you believable? Or
not? • “I’m so glad you called • “Our two bedrooms range today. I love helping people from $750 - $800 find a new home. I just depending upon floor plan, need to ask you a few location and view. “ questions to help me do that, okay?”