"Lease With a Purpose"

I posted this question on my FB page this morning, but I would love a broad audience perspective. I got to meet with Gerry Hunt and Tara Smiley from McKinley a couple of weeks ago and we were talking about leasing. One of the discussion points Gerry brought up was how some leasing professionals can score perfectly on their guest card but not be as good as someone who has true passion.

So please share your thoughts---What does Leasing with a Purpose mean to you?

booksmart... street smart... leasing with a purpose is leasing to the person, not the scorecard, shopper's report, or policy guildeline. Leasing with a purpose is more of the personality than the manual. It's the innate skills of the leasing professional... the charisma and intuitiveness re: the client and their needs.
It's what we should strive for and where too many people fall short.
And it was great to finally meet you!

It is asking asking the right questions. Making sure the prospective resident understands that you want them to have what they want/need. It is counseling them with sound advice when appropriate and creating a bond with these individuals.
Only people with passion will do this well because they really want there residents to be happy that they chose this specific community.
A passionate person cares that 6 months into the lease the clients says; you know what, they really took care of me and I am glad I made the choice to reside here!

As I said when we met Jonathan, I can teach folks how to ace a shop, but that may not help them sell an apartment. It takes a passion for what they are doing. It is an attitude. . .I can give a person the skills, I can not give them the right attitude. Give me a person with no training, but the right attitude and they can become a super star. Do they listen more than they talk? Do they CARE about the person looking for a new home? Do they have a servants heart? In our business, you have to leave the ego at home, so we can better serve our client. Not everyone can do that!

The guest card and training are just the framework to leasing success. It's the personal touch and the way you humanize the experience that makes the difference. If a cookie-cutter approach worked then we would all be replaced by websites and leasing kiosks. People want real. People want human. Bring that along with what you train and practice and you will be successful. It's not the same for every person. You have to find it yourself.