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Hire a Professional Industry Speaker for Under $19/Hour!

He was the President of a Management Company.  He liked my training.  He wanted me to come train his entire leasing staff.  But then he balked at the price, "I refuse to pay $800 an hour for training...I will agree to $300/hour.   So I billed him $55,200 for his 3 hour class.  I wish.   ChapmanAlliance.com offers extensive research on the amount of time a trainer invests to develop different types of delivered training including e-learning and live instructor-led seminars.  Activities necessary in developing a live instructor-led training module include writing content, lesson plan, research, handouts, workbooks, PowerPoint and other multi-media visuals.  Ancillary activities include practicing the delivery, researching related learning activities, purchasing and packing all the physical parts, and traveling to and from the seminar.  Related time and expense is spent in the Speaker's personal and professional growth investments like attending conferences, reading articles and books, and sharpening presentation skills.  Then MORE time is spent selling and marketing courses to associations and management companies.   Then the trainer presents the material.   According to the research, average development time for mid-level instructor-led training is 43 hours for every one hour of live delivery.  Extend this statistic to an half-day 3-hour workshop which will average 129 hours to develop (43 x3).  Personally, I've always felt the most important "time" invested is the years of industry-specific and life experience of an expert speaker/trainer.  This research now gives me the additional data of real development time and a harsh realization that ......
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A Penny...Saved

J.C.Penney…who knew?  At my mall, parking always seems easy outside J.C. Penny's store entrance and going through it causes me to go through their store on the way to my mall store choices.  I was on the hunt for a particular shade of royal blue jewelry so I thought I might as well do a slow walk-through of their fashion accessories on the way to my real destination.  I had barely slowed down and half-heartedly spun a round rack of sparklers, when a saleswoman approached me, fully focused on me… and not just going through the prescribed “kin I hep ya?” motions...and offered her assistance.  My auto-response is generally “no thanks” even if I truly am looking for something specific, like a particular shade of royal blue jewelry.  But the way she asked me, her tone, her body language all told my subconscious that she truly desired to offer her assistance…so I shared my needs and together we reviewed their inventory and choices.       At  J.C. Penney. On past the clothing towards the exit led me to the wonderful world of…the mall.  Stopping to feel the fabric of a blouse, another salesperson appeared out of thin air and her tone, body language and words all communicated true care and desire to assist.  Again, I thought that odd at Penney's, a store I categorize as “average” in its customer service delivery: never wowed me; never offended me.  Years ago they had centralized their check-out stations, perhaps creating more functionality but removing the cash......
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Want More Sales? Learn to Ask the Right Questions!

Many leasing consultants click onto autopilot during a tour.  They know their property, product and prepared presentation.  When it is time to show the common areas and the apartment or model, the babble begins.  Often it reminds me of a wind-up doll taking off in a patterned movement and pace each time their key is wound up and released.  While this technique is easy and safe for beginner consultants, it is ineffective in creating the necessary relationships that lead to increased sales. Leasing consultants who know their product and presentation can now concentrate on new skills including customized, personalized tours and planned interaction with their prospect.  Ask questions that get the client involved with the process and thinking how the apartment fits their needs. What do you like best so far? How would you arrange your furniture in this room? Who gets the larger bedroom? Additionally, questions that show you understand the moving process, including the related stress and disruption of routines, helps bond and build rapport with your prospect. How are you feeling about the move…are you excited, nervous, anxious….? Which of your friends offered first to help you move? Will you have to take any time off work to get yourself moved in here? Strategic questions help build strong sales relationships.  Relationship selling involves focusing on the personalized features and benefits of your apartments, customized leasing information and an involved prospect who feels safe sharing their thoughts with you.  Relationship selling helps your prospect feel at home.  Superstar ......
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Don't Throw Up on Your Client!

Do you ever feel like you are the “411” of the Apartment Industry dispensing general information over and over? Let’s consider a typical leasing consultant answering the telephone question, “Do you have any one bedroom apartments?” “Yes, we have a 784 square foot unit available Tuesday for $712 and an 823 square foot unit in 2 weeks for $750 and the security deposit is $400 and the application fee is $50 and pet fees are… and if you don’t qualify we keep $ and give back $ and they have a refrigerator, garbage disposal, blah blah blah.” Why do leasing consultants regurgitate (yes, it means throw up) information? If clients are truly calling or visiting for general information, would they be better served with more comprehensive information if we direct a caller to our website or mail/hand a visitor a brochure with prices and features? Are prospects really just gathering general apartment information or are they looking for a home? Home is very personal. Where each of us decides to make our home is made up of many personal factors, not based only on price, size and availability date, but on the clients’ needs, wants and perceptions. Will my furniture fit? Will I get to know my neighbors? Will I feel “at home?” Will management/maintenance take care of any problems? True leasing superstars are both consultants and advisors during the leasing process. They will take the time to truly understand the prospect and customize their presentation. Why should a prospective Resident......
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Love Your Thighs!

Love  your thighs. They are beautiful. Like the wisdom inside a fortune cookie, I found this message waiting for me on a disk inside a pot of mineral face powder when I unscrewed the lid.  Love my thighs?  They are beautiful?  Really???  Had they seen my thighs? Yet thrilled with the little dose of encouragement, I stuck it on my mirror as a reminder to love those things about myself that aren’t perfect…or not even close to perfect.  As I continued getting ready for the day, the message on the mirror started me thinking.  I know alot of women, none of whom love their thighs.  While I would trade thighs with most of them, it is still a body part very very few women are satisfied with.  So, like most fortunes inside the cookie, the message hits home with most every reader. What do my thighs have to do with make-up?  Nothing.  Why didn’t Bare Escentuals use the disk space to advertise more products or expound on their features? Was it a waste of prime ad space?  I had questions…which always leads me down a path of thoughts and queries until I arrive at….” how can we use this idea in multifamily housing?” Could we…would we…consider saying less about our features, amenities, services, standards, philosophies, mission statements, promises and guarantees….and instead just help a resident feel good?  It seems if we have to constantly remind a resident how much they should enjoy residing with us, it’s not too genuine.  If I write......
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