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Apr 23
2010

Technology Overload

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Posted by: Bill Szczytko on Apr 23, 2010 12:33

Since this is my first blog post I will come clean.  I'm a geek.  I'll be the first person to admit it.  It isn't necessarily a negative thing.  I mean ... we're all on a multifamily website looking for ideas, information.  That makes us multifamily geeks doesn't it?  The actual definition of geek is thus: (taken from Meriam Webster)

3 : an enthusiast or expert especially in a technological field or activity <computer geek>

It  says "an enthusiast or expert especially in a technological field" so it doesn't necessarily apply to just tech.  Point is we are all geeks about many things.  When you're a geek, you have a tendency to digest and learn as much as you can, and try every new thing.  It's your appetite and passion that keeps you going.  As I read about ILS's, rental websites, check processing, ACH, online availabilities, social networking, craigslist, utility billing, etc, I begin to wonder if while implementing these things we aren't beginning to lose focus on the core fundamentals.  Establishing a rapport with your prospect is job #1.  Are we becoming blinded by the geekery (I don't think that's a word and I don't care) and cool techy things and forgetting what a great thing building that relationship with a prospect is?  We create systems to point them in our direction, guide them towards a unit, fill out the application and come close to moving them in automatically.  (If keys could be made electronically then it would).  This stuff is expensive and honestly... does it really help you rent apartments or can you just have a good website and with some excellent rapport building, drive the same types of results?  Definitely something to think about.  Curious to hear what all of you have to say.


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62
written by Brent Williams, April 26, 2010
Bill - I think you bring up an excellent question, and I'm honestly not exactly sure of the answer. I think it's obvious that most humans are wired to explore new options before they completely fine tune what they already have. Take space exploration, for example. Although we have gotten some great breakthroughs through NASA, with this argument the space program seems a bit silly until we get the "fundamentals" figured out down on Earth first...

But a lot of that comes with the personality type of the particular on-site person, and one huge issue I see is that we require one personality type that is great at sales to be good at the "fundamentals", which may not be part of the personality package. So while you say that establishing rapport with a prospect is #1, does the type of person who excels that that also excel at detail oriented tasks?
3877
written by Bill Szczytko, April 26, 2010
I worry that we are allowing technology to break down the fundamental pieces (rapport, confidence, excitement, URGENCY) of the whole sales process. What is the percentage of people who will rent an apartment sight unseen? I cannot imagine it's that high. Housing is an individual's primary expense. Doubtful that a high percentage would rent (or buy) something without at least looking, and touching and feeling it first. I am an IT guy (and a Marketing major which makes me extremely dangerous smilies/tongue.gif ) but i worry as an industry that we are doing things because it's cool or it's geeky or it's the new thing. All of the technologies (ALMOST all of them) we speak of cost money... in some cases a lot of it. I work for a smaller Property Management Company (9000+ units) and we are able to do some things because we build them in house. They are expensive to outsource.

But I digressed and didn't answer your question. I can sum up my opinion by quoting one of the most commonly used in our company.

"Why is he/she still working there? Her paperwork is a mess."
"Because she/he rents."

If they are good at sales than they are good at the fundamentals that I am referring to. Maybe I am missing something.
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