Let’s be honest, leasing consultants
are sales people and we should consider this when vacancy is high. They are the
first smiling face you see when you enter the office. It is very important that
the leasing people stay excited and motivated not only to lease our apartment
homes but to give great customer service to our current residents and vendors.
So in order to inspire my leasing staff I like to start a little friendly
competition among them. Purchase a large dry erase board and put it up in the
office away from the front leasing office. You can decorate it and make it
festive. Post motivational quotes on and around the board.
Pick a theme or just make it colorful and eye catching. Next print the availability or target sheet. Look to see what units have been sitting vacant the longest. Then list those units on the dry erase board. These units are usually the apartment homes with less than desirable locations or they may be my upstairs units etc. Next to the units I will list the commission for each one. This way the leasing consultants get a visual for the money that will go into their pocket once they lease! The commission will vary by the units that are the hardest to rent so a unit sitting for over 100 days will pay $75.00 when a unit sitting for 50 to 100 days vacant will pay $55.00 etc. On top of the commission purchase $5.00 Starbucks gift cards and tape them to the dry erase board so that the minute a unit is rented that leasing consultant can take the gift card and buy themselves a treat! You can create a sense of urgency to close this way. Last but not least I create a leasing contest each week. The leasing consultant with the MOST leases closed for the week can pick from my grab bag of gifts. Depending on your leasing consultants and what their likes and dislikes are you can have things like gifts from Bath and Body Works or BBQ grilling items for the guys. Get to know what your employees like. Have pep rallies each week and go over your board with your leasing staff. Be creative and watch the team clean off that board!
Pick a theme or just make it colorful and eye catching. Next print the availability or target sheet. Look to see what units have been sitting vacant the longest. Then list those units on the dry erase board. These units are usually the apartment homes with less than desirable locations or they may be my upstairs units etc. Next to the units I will list the commission for each one. This way the leasing consultants get a visual for the money that will go into their pocket once they lease! The commission will vary by the units that are the hardest to rent so a unit sitting for over 100 days will pay $75.00 when a unit sitting for 50 to 100 days vacant will pay $55.00 etc. On top of the commission purchase $5.00 Starbucks gift cards and tape them to the dry erase board so that the minute a unit is rented that leasing consultant can take the gift card and buy themselves a treat! You can create a sense of urgency to close this way. Last but not least I create a leasing contest each week. The leasing consultant with the MOST leases closed for the week can pick from my grab bag of gifts. Depending on your leasing consultants and what their likes and dislikes are you can have things like gifts from Bath and Body Works or BBQ grilling items for the guys. Get to know what your employees like. Have pep rallies each week and go over your board with your leasing staff. Be creative and watch the team clean off that board!
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