Twitter Updates for 2008-08-31
- @HollyGrande Yay! Glad your first date went well. I’m still waiting for my second to be scheduled. Hopefully the survey helps them match me. #
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Twitter Updates for 2008-08-30
- @mynewplace I apologize for not paying attention, but what am I supposed to be choosing within the next week for all of my listings? #
Twitter Updates for 2008-08-29
- @ltrosien Thanks for the AIM dates. I missed the 2008 conference, so I’m looking forward to attending next year. #
- @ltrosien Thanks, Lisa. I’m headed up to MI as well (who knew it was such a popular Labor Day destination??). Have a safe trip! #
- @ltrosien Yay! I’m looking forward to my first visit to Lake Michigan. By the way - I think @Eric_Urbane may have known too.
# - @dennisfassett I like the retiree roommate service, but I’m trying to fill one bedrooms and I don’t think it would work this time. #
Twitter Updates for 2008-08-27
David’s Summary: One of the most interesting conversations I’ve ever had on Twitter. Lots of good information for multifamily professionals.
- @comcastcares Hey Frank! It’s @DavidAtlanta (you helped me w/ my billing plan a few weeks ago). I’m happy & I want high-speed Internet now. #
- @comcastcares If you have time, please follow me so I can DM my home number to you. Thanks for your help. I appreciate you. #
- @ltrosien I hope so and it doesn’t have to stop there. Apt. Guide missed the boat for videos. This would be a great place to own the market. #
- @ltrosien Apt. Guide was just me thinking outloud… Anyone could do it, even a real estate company that starts listing sales PLUS rentals. #
- @ltrosien @mbrewer Yeah, Mike. Tell me a secret. #
- How do I get more people into our vacant one-bedrooms when most of our previous 1×1 renters now prefer roommates for b/c of budget issues? #
- I’ve been reaching out to divorce attorneys and I’m going to start contacting funeral homes (seriously) to assist in those cases. What else? #
- @mbj Who do you see opening up there? Contact retail space brokers and suggest your space. ATL example: http://www.shumacher.com/index2.html #
- @ltrosien That’s my point. Sadly it wasn’t until ALL of our 2×2’s at a new lease-up 100% leased before the 1×1’s that we realized a shift. #
- @brentwilliams2 We already offer complimentary Spin Classes and Yoga, so Self Defense would be an easy thing to add. Good idea. #
- @ltrosien Don’t forget widows/widowers. During their grief they don’t know where to turn. I’d like to be there to help. Is that awful? #
- @brentwilliams2 No, good ideas. I’m not sure the property I’m brainstorming about or it’s submarket have interest in that, but they might. #
- @ltrosien Yeah, I’ve got Gables & AMLI both comps w/ mostly 1’s vacant. We’re pricier, but newer & truly better product. Flatscrn giveaway. #
- Maybe I should target couples who would share a 1 br. Newlyweds? That would be a good target for us. Hmm… #
- @ltrosien I going through some “basics” reminders like phone, email, and post visit follow-up. We can do better. Might be the tipping point. #
- @ltrosien More ridiculous: We’re building IDENTICAL product ltierally next door & JUST realized that it’s best to fill the 1st b4 2nd opens. #
- @ltrosien By the way - the new community opens in October. Welcome to my world. #
- @ltrosien Great ideas on the bridal registry gifts and cobranding. I’ll definitely start putting that together right away. #
- @ltrosien I don’t include myself in “we” because it’s something I’ve said, but no one really thought was important. Now it’s almost panic. #
- @brentwilliams2 I’ve actually marketed at strip clubs, but more dancers stopped to listen and ended up leasing. Nice residents (mostly). #
- @brentwilliams2 I don’t ask myself questions like that. The story I’m telling myself is that it’s better to be your own comp?? Maybe?? #
- @ltrosien Atlanta. Remember us? In a room full of professionals I was the only one who had even HEARD of twitter (not used, but heard). #
- @ltrosien In our defense the first prop has more 1’s than 2’s and the second has more 2’s than 1’s. This site actually has 3 communities. #
- @ltrosien @brentwilliams2 The third is in between the two “sister” props and is over the top luxury with HUGE floorplans. #
- @ltrosien @BrentWilliams Honestly we build to fill and then sell to move on to another project. 3 on 1 land deal has 3 options for 1 buyer. #
- @ltrosien You must have missed my tweet yesterday. After meeting with VaultWare AGAIN no one thought it was good for a lease-up. CallCtr? HA #
- @ltrosien I completely agree with you and think a Call Center would be one of our best moves (other than online applications & CC payments). #
- @ltrosien @BrentWilliams2 I don’t mean to sound cynical about my job b/c I do work for an amazing company. They just don’t get it sometimes. #
- @brentwilliams2 I appreciate your ministry. Have a great remainder to your day! #
- @ltrosien Most of our execs have worked for us more than 15 yrs, so they don’t have any input other than themselves, so not many new ideas. #
- @ltrosien I found an outlet in my industry peers, blogging, here, and training employees as I could. It works and I’ll be patient. #
- @ltrosien I think we’re defying twitter w/ this long chat, so I’m going to bow out. Thanks for your input and conversation. I appreciate you #
Don’t Talk About “A” When Trying To Sell “B”
Sometimes salespeople get their words and thoughts tangled up when presenting their product or service to their potential buyer(s). It happens to the best of us - sometimes it’s nervousness, sometimes it’s inexperience, and sometimes it’s lack of product knowledge. Whatever the case, you should do everything possible to avoid accidentally mentioning or rambling about another product or a competitor so you don’t lose the your audience.
Yesterday I was sitting in on a conference call and WebEx presentation for a company that provides online rental payments that we are testing at a few of our properties. During the test I won’t really even be involved with the process because it doesn’t effect my current assignments, but I requested to attend. I am extremely excited that my company has finally decided to move forward (and enter the 21st century) with allowing residents to pay their rent and other fees electronically. Even fast food places take plastic, so what are we waiting for??
Anyway, my excitement started to escape during this presentation. I was trying to be excited about the product we chose and the conference call speaker mentioned another product as part of almost every response to questions from our group. The product he repeatedly mentioned was more expensive (although probably worth the cost in my opinion) and had a list of addition capabilities. Instead of being confident in the product he sold to us, he never gave a full resolution to concerns that were mentioned. Instead he pretty much said “yeah, this version doesn’t do that… now, that other version [the one you're too cheap to pay for and we're too stupid to give you during the test] does that AND it also does *insert capability*.”
Unless they’ve indicated or requested to view several floor plans, it’s really important that you stick to talking about what they’ve asked you about. Taking the “this unit has most of what you asked for and is within your price range, but it’s not as great as that one that is more expensive and probably more than you’ll be able to work into your budget” works sometimes, but not always. When it doesn’t work you’ve lost the sale and your prospect is upset that they couldn’t afford their dream apartment in your community.
Concentrate on what they want and show them what you can provide that matches their desires. It’s nice to give them options, but not ones that they can’t afford because they’re always going to want more than they can have. It’s not fun when they realize they can’t have it because they leave to find happiness somewhere else.
Twitter Updates for 2008-08-26
David’s Summary: One of the most useful Twitter conversations I’ve ever had. I look forward to more banter and idea sharing with other property management professionals.
- @ltrosien The website says “Coming Soon.” Would it benefit me to apply as an apprentice or corporate trainer? I guess that’s where I’m stuck #
- Why do apartment managers have so much trouble embracing electronic payments. Processing fees are the cost you pay to do business in 2008. #
- Property Bridge needs to work on customizing user screens instead of using the same screen for residents and managers. #
- @mbj I was referring to the step before that when you guys were deciding to accept cards. I can’t get people past the fees at conception. #
- Who does Camden use for online and electronic payments? I feel like I am meeting with an inferior company. #
- @ltrosien Amen! #
- @mbj Who has them? Or whose employees know what they are? That would be a better question. #
- @mbj We have them, but I honestly think we do a poor job of getting our people to believe in them. @ltrosien Thus our internal brand sucks. #
- @ltrosien I don’t think that should be the case for our customers. I think it is my cost of doing business in 2008. I used the same argument #
- @brentwilliams2 @ltrosien I agree. Residents also indirectly pay for my car, but I wouldn’t add a line item to their account for it. #
- @mbj You’re preaching to the choir. I know in my heart I work for an amazing company, but it’s hard to train (but not impossible). #
- @mbj I run into the fact that my leaders don’t understand that others may not automatically feel that way and sometimes need some coaching. #
- @HollyGrande Yay! I had my first on Sunday night. It wasn’t exactly a “match,” but it was an interesting experience. I’m going to try again. #
- @mbj We jumped on the Grace Hil bandwagon last year and instead of complimenting in-person classes with it, replaced them with it. *I know.. #
- @mbj I concur. I need to be in a GoToMeeting w/ Vaultware instead of here. I wish everyone would stop being so interesting. #
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