In this episode, Ronald Harrington interviews Alicia Bannister, a general manager in San Diego, about the differences in leasing styles between Kansas City and San Diego.
They discuss the importance of personalized approaches, centralized leasing challenges, and onsite teams' competitive advantage.
Alicia emphasizes the significance of training and continuous improvement for leasing professionals and shares her strategies for creating memorable experiences for prospects.
They also discuss the qualities to look for when hiring leasing professionals and the importance of being involved in the leasing process as a manager.
Overall, the conversation highlights the importance of sales skills, customer service, and attention to detail in the leasing and marketing process.
Takeaways
Personalized approaches and attention to detail are crucial in the leasing process.
Centralized leasing may lead to negative experiences for prospects and not provide the same level of customer service.
Training and continuous improvement are essential for leasing professionals to excel.
Creating memorable experiences and catering to prospects' needs can differentiate a property and lead to higher occupancy rates.
Being involved in the leasing process as a manager contributes to the success of the leasing team.
Chapters
00:00 Introduction
00:31 Guest Introduction
01:00 Leasing Styles in Kansas City and San Diego
01:28 Differences in Leasing Approaches
03:21 Competitive Advantage of Onsite Teams
03:50 Importance of Personalized Approach
04:19 Creating a Competitive Advantage with Team Excellence
05:15 Negative Experiences with Centralized Leasing
06:12 Importance of Clear Directions and Communication
06:40 Negative Experiences with Unresponsive Leasing Agents
07:09 Importance of Training and Development
09:03 Importance of Personalized Approach and Attention to Detail
10:30 The Power of Closing Techniques
11:28 Supporting Leasing Teams for Success
12:50 Creating Memorable Experiences for Prospects
14:13 Importance of Listening to Prospects' Needs
18:17 Training and Continuous Improvement
19:11 Leading by Example and Being Available for the Team
20:02 The Secret Sauce: Hunger and Drive
21:22 Creating a Personalized Experience for Prospects
23:06 Catering to Pets and Their Owners
24:31 The Importance of Being Involved in the Leasing Process
25:51 Interviewing Leasing Professionals
27:10 The Importance of Sales Skills in Leasing
28:58 Using Mock Tours in the Interview Process
30:16 Connecting with Alicia Bannister
31:11 Conclusion
