The Apartment Nerd Leasing Show

The Apartment Nerd Leasing Show

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Mark Juleen
Principles, strategies, and ideas to help you lease more apartments.

We have 5 Marketing Principles that are the foundation for our marketing and leasing strategies at J.C. Hart Company. Discovery, Story, Clarity, Buoyancy, and Courtesy all touch marketing, service, and sales as each of these areas need to work together for property management success.

The Leasing Show focuses on sales/leasing and the principles impact those 5 Marketing spaces.

Thank you multifamily friends for listening, commenting, and sharing.

Music Credit - Ryan Little - www.soundcloud.com/iamryanlittle

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Episode 17 - What happens next?

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Episode 42 - Setting a UFC via text
Texting customers can be a powerful tool in your leasing belt, but don't treat it like email. Thanks for listening. Please subscribe in Apple Podcasts (https://goo.gl/87NKxo) or Google Play (https://goo.gl/7k7Bx1).
04:34
April 20, 2018
Episode 41 - Dealing with an extrovert
As a DISC profile high I myself, this episode gives you tips on dealing with those highly extroverted customers. Thanks for listening. Please subscribe in Apple Podcasts (https://goo.gl/87NKxo) or Google Play (https://goo.gl/7k7Bx1).
04:23
April 19, 2018
Episode 40 - What are you doing for referrals?
Pro tip: The fee amount has less impact than you believe. Stop wasting you money with high referral fees. Thanks for listening. Please subscribe in Apple Podcasts (https://goo.gl/87NKxo) or Google Play (https://goo.gl/7k7Bx1).
04:48
April 18, 2018
Episode 39 - Are you a good listener?
This is something I have to catch myself on and practice. You should too. Thanks for listening. Please subscribe in Apple Podcasts (https://goo.gl/87NKxo) or Google Play (https://goo.gl/7k7Bx1).
04:21
April 17, 2018
Episode 38 - When to talk about price with revenue management
Thanks for the questions from @cdrusk in today's episode. He's curious what a good strategy is for talking price when you have a revenue management pricing system. Thanks for listening. Please subscribe in Apple Podcasts (https://goo.gl/87NKxo) or Google Play (https://goo.gl/7k7Bx1).
05:06
April 16, 2018
Episode 37 - You can do better than your "people skills."
It's tough to get in the moment, but just like the best athletes in the world you have to prepare to be the best leasing professional in the world. Thanks for listening. Please subscribe in Apple Podcasts (https://goo.gl/87NKxo) or Google Play (https://goo.gl/7k7Bx1).
05:05
April 13, 2018
Episode 36 - Use your magic wand
It's a great question to ask, and a great way to practice. Thanks for listening. Please subscribe in Apple Podcasts (https://goo.gl/87NKxo) or Google Play (https://goo.gl/7k7Bx1).
04:32
April 12, 2018
Episode 35 - I don't have one available
It's a great problem to have, but it drives me crazy that so many leasing professionals turn people away so quickly without even attempting to help them. Thanks for listening. Please subscribe in Apple Podcasts (https://goo.gl/87NKxo) or Google Play (https://goo.gl/7k7Bx1).
05:01
April 11, 2018
Episode 34 - Are commissions a motivator?
Today's question comes in from @mbrewer The Apartment Hacker. Commissions and bonuses are common in our profession, but are they critical motivators? Thanks for listening. Please subscribe in Apple Podcasts (https://goo.gl/87NKxo) or Google Play (https://goo.gl/7k7Bx1).
06:16
April 10, 2018
Episode 33 - Dealing with a detailed customer
Many leasing professionals have an outgoing personality, but how do you need to adjust to deal with a customer that is more introverted and detail oriented? Thanks for listening. Please subscribe in Apple Podcasts (https://goo.gl/87NKxo) or Google Play (https://goo.gl/7k7Bx1).
05:14
April 9, 2018
Episode 32 - Are you providing a Home, or selling a space?
No one likes to be sold. No one! How you can you make the leasing process one that builds trust and value? Thanks for listening. Please subscribe in Apple Podcasts (https://goo.gl/87NKxo) or Google Play (https://goo.gl/7k7Bx1).
06:36
April 6, 2018
Episode 31 - Do you dare use reverse psychology?
Striplines or a negative reverse is not being manipulative. It's helping the customer make a decision. Thanks for listening. Please subscribe in Apple Podcasts (https://goo.gl/87NKxo) or Google Play (https://goo.gl/7k7Bx1).
06:11
April 5, 2018
Episode 30 - Family Ties
It can be difficult to find time to practice, but maybe you can test your leasing skills on your family. Thanks for listening. Please subscribe in Apple Podcasts (https://goo.gl/87NKxo) or Google Play (https://goo.gl/7k7Bx1).
06:26
April 4, 2018
Episode 29 - Roommates and Couples
There's always a leader in the group, but you know both opinions count. What's your strategy with Roommates and Couples? Thanks for listening. Please subscribe in Apple Podcasts (https://goo.gl/87NKxo) or Google Play (https://goo.gl/7k7Bx1).
05:29
April 3, 2018
Episode 28 - Are you ready to ask questions?
I'm not much of a planner, but I am a practitioner. Whether you plan it out or you practice, practice, practice, you need to have a strategy for how you are going to ask questions. Thanks for listening. Please subscribe in Apple Podcasts (https://goo.gl/87NKxo) or Google Play (https://goo.gl/7k7Bx1).
06:11
April 2, 2018
Episode 27 - What Does Expensive Mean To You?
It's important to understand what expensive means to you because you must understand that it's nowhere near the same for everyone else. If you have a question or topic idea for the #LeasingShow tweet @theaptnerd or message me online somewhere.
04:35
March 30, 2018
Episode 26 - Stop Spilling Your Candy in the Lobby
Shout out to Tim Roberts @TrustPointe for introducing me to this concept. It seems so obvious, but new technology and old school sales training has us spilling all our candy. Have a question for the show? #LeasingShow on Twitter or message me online somewhere.
05:18
March 29, 2018
Episode 25 - Time is a Critical Agreement
As I highlighted in episode 24, we're here to build credibility and trust. If you are not discussing time with a customer than you are putting the relationship at risk.
05:38
March 28, 2018
Episode 24 - Getting a No is OK
You should be on a mission to build credibility and trust. What better way than to make sure the customer knows it's OK to say no.
04:52
March 27, 2018
Episode 23 - What is mutual mystification?
In this episode I talk about the importance of eliminating mutual mystification. Stop making assumptions that everyone thinks the same way.
07:21
March 26, 2018
Episode 22 - Handling Excuses
Before you let them walk out the door, drill down on that excuse they just gave you. I share some ideas on this today.
05:06
March 23, 2018
Episode 21 - Taking Control on the Phone
If you've ever found yourself just answering the customer's questions, then this episode is for you.
06:49
March 22, 2018
Episode 20 - Sharing Price Too Early
Price is an important factor, but you need to figure out the motivations of the customer before your share your price.
08:01
March 21, 2018
Episode 19 - Developing Trust
No one likes to be sold. You must build trust with your prospects. I share some ideas on building trust in today's episode.
06:39
March 20, 2018
Episode 18 - Dealing with Dominant Personalities
A dominant behavior style can be challenging to deal with sometimes. Today I share some ideas to help you deal with people like me. :)
06:22
March 19, 2018
Episode 17 - What happens next?
Today's question: What happens next? Don't be an old school closer. Set your UFCs and you don't have to close.
05:36
March 16, 2018
Episode 16 - Reversing
Today's question: Should I really answer a question with a question? More examples for why asking a question after a question can help you in the leasing process.
04:43
March 15, 2018
Episode 15 - Yikes! Getting the no.
Today's Question: What do you do when that prospect goes silent? In this episode, we discuss when it's time to get a no or reactivate a prospect that seems lost.
04:14
March 14, 2018
Episode 14 - Social Proof
Today's question: How do you typically describe a feature or benefit? For most people, using social proof is critical in your communications when leasing.
04:20
March 13, 2018
Episode 13 - Missed Leads
Today's question: What do we do with all those missed opportunities? Most data shows that a leasing office misses more than 50% of phone calls. We discuss some ideas to capture those missed opportunities.
04:14
March 12, 2018
Episode 12 - Thinking About It
Why you still need to get a commitment before someone walks out the door.
06:50
March 9, 2018
Episode 11 - Dealing With Personalities
It's not necessarily the customer's personality that is the problem.
05:35
March 8, 2018
Episode 10 - Permission
One of the most challenging parts about changing behavior is getting permission to change. Who do you need permission from? Get it!
06:12
March 7, 2018
Episode 9 - Responding to Email Leads
Janet Rosseth, Multifamily Marketing Consultant, brought this topic to the table. Find out how UFCs can help you respond. Janet's LinkedIn Profile - https://www.linkedin.com/in/janetrosseth/
05:32
March 6, 2018
Episode 8 - Testing the Strength
Principle #6 is about testing the strength of the "Yes". It may seem counter-intuitive, but it works.
05:09
March 5, 2018
Episode 7 - Decision Making
Leasing Principle #5 is about Decision Making. You can't let people just walk out the door. Here are some thoughts on that.
06:01
March 2, 2018
Episode 6 - Money, Money, Money
Leasing Principle #4 is all about that money. What's your position on money? Did you know that is critical in leasing?
04:41
March 1, 2018
Episode 5 - Diving Into Questions
We cover Leasing Principle #3 as we discuss mutual mystification and the importance of asking questions.
06:23
March 1, 2018
Episode 4 - Ground Rules & UFC's
Leasing Principle #2 Ground Rules and Up-Front Contracts. An overview and example.
05:22
March 1, 2018
Episode 3 - DISC Assessments
Building on the first Leasing Principle of The Greeting/Bonding and Rapport, in Episode 3 we bring up the idea to utilize DISC assessments to improve your people skills.
06:05
March 1, 2018
Episode 2 - The Leasing Principles
We have 6 Leasing Principles we study and train on at J.C. Hart. This episode introduces those principles.
06:30
March 6, 2018
Episode 1 - Appointments #1
To kick start the Leasing Show, I highlight why setting appointments can be a huge win for leasing.
03:43
March 6, 2018

Anchor is the easiest way to start a podcast, ever.

The easiest way to start a podcast, ever.

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