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So
What’s A Leasing Sales Regroup?
By Andrew L. Botieri
Over the years I have
helped to build/coach many successful multi-housing
and property management companies, always generating
outstanding results. Though there were many key
factors to these great accomplishments, the secret
to their success was a series of monthly sales
“get togethers” called “Regroups”.
Just like the name implies, it was a chance at
the end of each month to have a “Regroup”
with your leasing team, where we would cover what
I affectionately called the “good, the bad
and the ugly” of the month they just finished
closing.
Regroups are designed to be developmental in nature.
A Regroup should last a half/full day, bring in
lunch and make the day a motivating “event”.
In a Regroup, the following areas need to be covered
monthly for your Regroup to be effective:
1. Start with a white eraser board posted in your
lunch or back room large enough to post all hot
future prospects, signed leases, lease renewals
and move-outs so you can have an up-to-the minute
snap shot of how your month is going. As the leader
of your property management company/community
you need to hold your leasing team accountable
by keeping your leasing sales board visible and
updated. Each leasing person should have a different
colored marker so it stands out on the board.
2. Did you “hit” your leasing numbers
for the month? If your team did, then congratulate
them. If not, how far off was your leasing team
for the month? Now, help your team build their
action plan for next month. Isn’t this what
a leader is supposed to do? Lastly, post your
monthly leasing and year-to-date cumulative leasing
results on your leasing sales board.
3. After you review your leasing sales board in
Regroup, erase the previous months’ numbers,
post any new leases and have each leasing person
come up to the board and post their next months’
future residents potential leases. Potential leases
must have at least a 75 percent chance of closing
for that month. This exercise would also include
lease renewals. Having it in writing on the board
creates “accountability” with your
leasing team.
4. Next, go over any competitive information that
will help your leasing team overcome specific
leasing objections. As well, ask your team what
events happened in the last leasing cycle that
needs to be shared with the whole team. Also,
ask your team if they took any residents from
the competition. This exercise is always good
for morale.
5. During Regroup, spend about 30-minutes doing
a “leasing training” workshop with
your team. These workshops should be educational
in content and participatory.
6. After all new potential leases, renewals and
move-outs are posted to your leasing sales board
you should have a good handle on your next leasing
cycle. Now sit down, individually, with each one
of your leasing team. Ask each person to walk
you through their previous month’s sales
plan. Before each “one-on-one” review
their weekly/monthly leasing sales report, make
notes on them and review their leasing activities.
Next, cover with your team what their leasing
plan is for the upcoming month. Ask lots of questions.
Remember the “devil is in the details”.
TPP Tip:
Make sure you have a written outline that covers
everything you want to discuss with your leasing
team during Regroup. This will help keep you on
track and you can refer back to it each month
to reduce any repetitive material. Regroup should
be “two-way” communication between
you and your leasing team. Have fun with your
Regroup and make sure it’s full of both
your energy and the excitement of your team. Guaranteed,
you’ll see results! Good Luck.
About the author:
Andrew Botieri is the founder of Total Peak Performance®,
a business coaching and sales training company
with over 35,000 hours of coaching and training
property management companies and their leasing
professionals around the country. Andrew was formerly
Vice President of Sales & Operations for SpringStreet.com,
a division of Homestore.com, a publicly traded
Internet company and was a former “Turnaround
Specialist” and National Sales Trainer for
HPC Publications, a division of Primedia. Andrew
conducts sales/leadership/motivational seminars
for the multi-housing industry and is a published
author. For additional information on this topic
or other coaching and training topics for the
multi-housing industry, Andrew can be reached
at 508-747-9883, by E-mail andrew@totalpeakperformance.com
or visit our website at www.totalpeakperformance.com.
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