Leasing 202: For Advanced Leasing Professionals

Cost: $209 Members | $309 Non-Members

Cost: Any participant who attended Leasing 101 Fundamentals in 2021 and 2022 will receive a discount $30 off to attend this session. Stop, before registering please contact Shawna Poteat for the promo code!

September 20th, 2022 9:00 AM - 4:00 PM

Six (6) CAPS, CAM, CAS, CALP, CAMT continuing education credits

This leasing full-day workshop is for advanced leasing professionals. It is not recommended for new leasers unless you have good telephone and in-person sales training. The session will begin with Closing. Closing is not the end; it is the BEGINNING! Accelerate your leasing skills from the basic “closing happens at the end of the presentation” to incorporate closing at the beginning, middle, and throughout your leasing interactions.

Note: Follow-up is considered a mandatory BASIC practice and will not be covered in this workshop.

Topics included and Key Skill Practices:

Closing:

• Learn new words that increase your influence and persuasiveness.
• Master the 5 steps to any sales presentation, sharpen your skills within each of these steps.
• Discover new soft closing questions that reveal prospects opinions and draw them closer to saying “YES” to the address!
• Understand why prospective residents object, and gain strategies to guide them through the decision to lease from you.

Telephone Technique:

• Review the Five Steps to Telephone Success with emphasis on advanced questioning techniques.
• Know how to regain control if you lose it on the telephone.
• Increase your ability to create early excitement with visualization words.
• Transition your prospects easily from telephone to website tour, to virtual tours, to application.

Virtual Touring:

• Discover seven essential exposures that all leasing teams should audit within 24 to 72 hours of the class.
• Learn how to set the virtual stage (and understand why it is different than preparing for an in-person tour).
• Understand what virtual liability is, and how it impacts renter confidence.

In-Person Touring Tactics:

• Achieve physical/environmental impact from the moment your prospective resident walks in the door.
• Gain expanded (in person) questioning techniques to understand wants, needs and motivations, quickly and deeply.
• Stretch your presentation to presenting more features with personalized benefits that will significantly increase your chances of leasing.
• Build your personal confidence through take home activities provided and increase your leasing performance to extraordinary!