1. No Upgrades? No Problem!

    When your community isn’t upgrading and it seems like all your competitors are it can be easy to lose excitement about leasing. However, selling apartments that aren’t upgraded isn’t the kiss of death for your community. Here are some ways to combat the objection: You’ve already identified y…Read More

  2. Small Leasing Tip to Overcome Big Objections By Justin Coleman

    As a leasing agent, sometimes the most difficult task to accomplish is overcoming prospects’ objections. Leasing agents typically know exactly what features in their apartments will draw a negative comment, but not all agents will have a solution prepared when those objections are vocalized. Many…Read More

  3. Shop Your Comps! By Danny Soule

    A decade ago, a typical prospect started their apartment search a few weeks before their lease ended.  They would grab an apartment guide, drive by some properties, narrow down a few to choose from and ultimately shop 2-3 communities before making a decision. Today’s renter has many additional ap…Read More

  4. Communication is Key By Kristi McMillin

    Before making the final decision on my current apartment I did what any normal renter would do—I took a look at ApartmentRatings.com. As someone in the Multifamily industry I know how reviews work. There will always be harsh, negative posts and unabashedly positive posts you’re almost convinced …Read More

  5. The Power of a Checklist By Kristi McMillin

    As simple as the concept may seem checklists are utilized in some of the most complex and respected industries in the world. From surgeons to pilots to lawyers, checklists have been shown to greatly reduce mistakes and increase proficiency. In any profession or process, breakdown can occur if tasks …Read More

  6. Making the Most of Apartment Photos By Kristi McMillin

    Of the two photos above, which one are you drawn to? As a prospect, which one would prompt you to pick up the phone or visit the leasing office? More than likely its photo #2 and it’s not a difficult choice to see why.  The second photo is visually appealing to the eye and allows the prospect to …Read More

  7. CLASS Response to $60,000 Fair Housing Penalty By Kristi McMillin

    Recently I came across an article about a Fair Housing lawsuit brought about in Massachusetts. The condensed version of the story is that a woman was looking for an apartment and the leasing agent asked where she was from. The woman answered the question and the visit continued. However, this woman …Read More

  8. Training Tip: Focus on Role-Playing By Kristi McMillin

    Think back to the last time you shopped an apartment community. At the end of your tour, did the leasing agent try to close the sale or merely give you an application and let you walk out the door? I’m willing to bet it was the latter. There may be a few different factors that led to the lackluste…Read More