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Relationship Selling and Why YOU Should Master It!

Used Car SalesThe word sales person conjures up all sorts of unpleasant images...  Need I even say more? Oh you know me, I have plenty more to say!  As professionals in the multifamily industry; we are all sales people, but what sets us apart from other industries is we are selling a "product" that is a basic NEED of everyone... housing!  We aren't the "stereotypical" sales person (or at least we shouldn't be). No one likes to be sold to, yet everyone needs what we sell. So how do you not SELL when you need to get leases? Easy... have a conversation.  Yep, you read that right, talk to your prospective residents. Easy as that! Think you do? OK, let me ask you a few questions... Do you say and do the same thing on each tour like you're following a script? Do you tell each person the features and benefits of living at your community without hesitation? Do you wrap up by asking for them to lease? If so, that's certainly one way to do it, but a better way is to actually have a two way conversation. You know, find out about them... their wants, their needs, their deepest darkest secrets (HA! I kid).  The easiest way to build rapport with someone else is to get them talking about themselves, and the benefit to listening to a prospect tell you about their life, is the clues you can get just from that simple and friendly conversation. Without question it'll tell you more than......
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Pest Management for Property Managers

By Rose McMillan, Terminix, Atlanta, GA If you are a property manager, you may think that the idea of calling an exterminator is a nightmare. While dealing with pests of any sort is no picnic, it is far better than simply letting the infestation get worse and worse, which is exactly what is going to happen if you do nothing. If you are performing a property management role for a multifamily property, you need to have an integrated pest management strategy available at your fingertips should you detect a problem. For Property Managers Keep an open door policy for reporting pests. Be very clear that there will be no blame or penalties placed for reporting pests of any sort. One great way to keep things blame-free is to allow residents to sign up for weekly or monthly pest control treatments. Be proactive with your pest control and make sure that you seal up any cracks or gaps in the walls and the baseboards. This keeps pests from entering the building on their own. Seal up the areas where pipe lines enter and leave the unit as well. Call an exterminator sooner rather than later. For example, if roaches and bedbugs are seen during the day, this usually means that an infestation has gotten quite bad and needs immediate attention. An exterminator can tell you what you need to know about your situation. Educate your residents by passing out notices with pictures of different pests and what draws them in. For example,......
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World's Worst Tenants

By Salvatore Friscia, San Diego Premier Property Management, San Diego, CA I have to admit that recently I started watching a new cable show called “World’s Worst Tenants” on Spike TV. The premise for the show if you haven’t seen it depicts three individuals who are hired by various property management companies to handle unusually odd tenant related issues. The issues range from your basic nonpayment of rent to more bizarre and serious issues that can leave any self-respecting property manager shaking their head in disbelief. The show makes for great TV and entertainment, but on a serious note it can offer some insight to the importance of exterior and interior property inspections. I noticed that usually the trio of characters hired to resolve the tenant related issues would indicate that the out of state owner or property manager had lost communication with the tenant and in most cases both were unaware of the property condition. This dangerous combination usually lead to disastrous situations leaving the rental property completely destroyed, and in some cases declared uninhabitable by city, state, and federal laws. I can’t help but think that regularly scheduled inspections would act as a deterrent in the outcome of some of these situations.Here at SDP Management our company policy is to conduct two exterior and one interior inspection annually. At the lease signing we advise the tenants of this policy and make it known that the property owner and the management company have a vested interest in making sure that......
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