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New
for 2007! “Peopleworks Series”
With
all the paperwork and documentation we have to provide these days to accurately
run our businesses, it’s the other half of the coin, “the peoplework”,
that we must now focus on for this next year. This “brand new series”
of seminars focuses on how each member of your team, both on site and corporate,
must work together to create a new world of service to not only our demanding
customers, but to each other. Success can only be accomplished when all sides
of an organization work well together. It’s all about your PEOPLE!
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The
DAYS Of The DEALS Are DONE!
Competition
for housing has grown astronomically in the past 5 years all over the United States,
in just about every market. Although we are still struggling with physical occupancy
in some areas, it is the economic occupancy that has really suffered when competing
for those ever-demanding prospects that are constantly looking for the "best
deals" as their primary decision for leasing. The real problem has been compounded
by not only lowering market rates but coupled with insane amounts of move in specials
and "deals" that have been so prevalent these past few years. Now here
is our challenge: we have used the "crutches" of exorbitant concession
deals and lowered market rates for so long, that breaking these bad habits and
closing the sale without these "tools" is going to be very difficult,
especially for those consultants who have only been in the business for the past
few years and only know THIS technique of closing the sale. So how can we gently
nudge rental rates while reducing the temptation of using those "bargaining
concessions"?
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| Fair
Housing’s “FEAR FACTOR” It had always
been said, that your best defense is a well prepared offense. Discrimination cases
are on the rise, and as the next century approaches, the “fair and equal
treatment” of our residents, prospective residents, and our teammates alike,
will be hot topics for potential law suits. In this seminar
we will review the following: - History
of our industry and how Fair Housing has affected it
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What are the protected classes?
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Case studies: Learning to identify potential discrimination situations
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Reviewing your own policies and procedures
- What
the future holds
This is
a great interactive seminar for those just starting out on site, those who are
just needing clarification, or a good "refresher" course for Continuing
Education Credits (CEC). .
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| PERFORMANCE
for 2007 Stress…stress…and
more stress. No time to get anything accomplished. The market is soft; the competition
is giving everything away! Traffic has slowed to a crawl, and what little traffic
you DO get…isn’t qualified! How can you compete? Day after day it’s
the same thing, with no sense of accomplishment. Your job is definitely no fun
anymore. What you need is a major rekindling
of that passionate spirit you once had …that zest for competition and cutting
edge challenges for the most creative marketing and selling ideas. So how do you
“find” that passion again?
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Organizational
Maintenance
How
To Supervise & Oversee One of the most important
roles on site with the most responsibilities, besides the Property Manager, is
the Maintenance Supervisor. These two individuals are the "two sides of the
same coin", jointly sharing the weight of responsibility and accountability
for a multi-million dollar asset and it's performance. While
the Property Manager has ultimate responsibility for the entire operation, the
Maintenance Supervisor has accountability for the areas of operations that most
of the budget is built on: the maintenance of that multi-million dollar asset!
The effectiveness of the Maintenance Supervisor can literally "make or break"
a property's cash flow. Remember · "The
Only Job Security You Have Is To Be More Talented Tomorrow Than You Are Today!"
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| I
Got The Job...But Now What? Preparation
for your next career move is as important as actually getting that promotion!
Unfortunately in our industry we promote people without ever giving them a real
look at the responsibilities they will have, nor take the time to "groom"
them for that position. Our most "neglected area of training and preparation"
is the jump from Assistant Community Manager to Community Manager AND Assistant
Service Manager to Lead Service Manager. - What
do I do FIRST? The power of observation those first crucial days
- It's
YOUR property now! Setting the standards for excellence / YOUR expectations
- Your
people are your key to success! Staff analysis, building YOUR team, and how to
effectively delegate!!!
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Next
Generation of Leasing
& Marketing Professional The
metamorphosis of marketing strategies in our industry has grown in leaps and bounds.
From the 80's where complex marketing "giveaway" programs were the norm,
to the 90's where the owner / management companies had the advantage, leasing
and marketing of our on site communities has been a constant struggle. As
your customer changes, so should your marketing focus and sales approach, utilizing
three basic areas of concentration: knowing your current customer and "their
wants and needs", customizing your sales approaches to emphasize those needs,
and getting yourself ready for the change. It takes a quick response to those
changes to maximize occupancy and cash flow during those "windows of opportunity"
for your property. We have to stop the "80's mentality marketing" for
the "21st century customers". BACK
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It's
Not The Money... It's The Money
(Owner's
perspective of property management) No
matter neither where your community is located throughout the United States, nor
what the market condition, the ability to make your property "cash flow"
IS your job. Keeping the property occupied and revenue producing is the key to
your success. It isn't impossible, you just need to step back and take a look
from an "unbiased position". Remember, ·"If you continue
to do what you've always done, you'll continue to get what you've always gotten!"
Change MUST happen! It IS about the MONEY!
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| The
Making of A Championship Team Employees
increasingly want to feel that at work, where they spend the bulk of their waking
hours, they make a difference, they are making a contribution, and their life
has meaning. The strength of your team determines the success of your business!
How well does your team work together? Are their goals in line with your company
goals? Let "Coach Jackie" help develop your team and take them to the
winner's circle!.
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| The
"INVESTMENT" Theory Our job as
managers or supervisors seems to revolve around making continual plans, setting
performance goals, and solving morale problems for the people we supervise. We
listen to their worries, complaints, and frustrations, but what about OUR challenges?
Never enough time to get the job done? Overwhelmed by paperwork and reports?
Running out of ideas and ENERGY to complete your responsibilities? Sound
familiar? The answer is in your ability to use the "Investment Theory"
to organize, analyze, and develop YOUR plans for YOUR futur BACK
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| Heart
of Basic Leasing In this age of strong competition,
with new communities springing up on every corner, this seminar's focus is on
how to make the leasing experience one that "stands out from the rest….
memorable". We take the "entire leasing experience" from initial
contact over the telephone, to greeting and qualifying that prospect, understanding
their needs and wants, using those needs to customize their demonstration of the
apartment home or model, overcoming any objections they might have, "asking
for the money and application", to finally the follow up after they leave.
The "full cycle" of leasing is paramount to the success of
each encounter with our customer, as well as our ability to "close the deal".
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| How
To "Deal" With Angry Residents Have
you ever known someone who has that "proverbial black cloud" hanging
over them? It seems that NOTHING you do could make them happy. Ever demanding
customers with increasing needs and problems drain every bit of patience we have
everyday. So how can we deal with these "un-deal-able" people? What
Makes Them SOOOOOO Unbearable?
Don't Let Your Own Personal Problems Add In
Finding Out The "Real" Problem
Overcoming The Rage: Apologize!
"Win-Win" Solutions
Proactive Approach For The Future BACK
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Ending
the Feud
Communication Skills for Maintenance
& Management
There is an underlying current of unrest on apartment communities that has
been growing over the past few years. It is a "feud", for lack of a
better description, between the management and maintenance sides of the on-site
operations. This division of viewpoints, attitudes, priorities, and communication
skills plus the lack of understanding of the "big picture" has, in some
cases, developed into an all out war between these two groups. In this seminar
we analyze some basic conflicts including personalities differences, communication
skills, building good relationships, priority planning, and customer service.
Finally we end the session with the participants
actually playing a version of the television game show, "The Family Feud",
with members from both maintenance and management. This fast-paced, fun-filled
exercise shows how effective it can be to work together as a team in a fun environment
to accomplish a common goal.
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| Building
Effective Relationships Everyone wants to
be accepted for who they are. The very nature of a human being is based on wanting
to be a "part" of something; to belong. As we go through our lives,
at various stages, we can remember certain people who "stood out" among
the crowds of people we encountered.
A comforting friend, an inspirational
teacher, or a friendly neighbor. There are 8 building blocks to form an effective
relationship. The first one starts with TRUST!
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| Lost
Any Good Employees Lately? After weeks of searching
for just the right people, you FINALLY have the "perfect team" together.
Then before you know it, someone is giving notice to leave for that "better
opportunity". Why does this ALWAYS happen?! The answer
is simply this; not everyone wants to make this industry their career like you
do, and with the way we always talk about how "tough and stressful our jobs
are", WHY WOULD THEY!? Finding, motivating, and retaining those good employees
to maximize your on site team effort takes a plan; an Employee Marketing Plan.
In a workshop atmosphere, we break up into smaller groups to analyze each of these
6 steps including proactive recruiting, advertising, mentoring programs, training,
recognition & reward, and career path promotions. Your
motto of "We Want You To Stay!" should be incorporated into everything
you do, not only for your residents…. but also for your on site team
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| Making
Your Maintenance Team A Customer Service Asset With
the ever-increasing amount of competition in the multihousing industry, service
is a very strong competitive commodity. There are so many different styles of
multihousing accommodations including a wide array of amenity packages for a prospective
customer to choose from, that it becomes confusing at best, to tell the difference
from property to property. In fact, many times the recreational amenities are
not as important to the prospective resident, as "what services do you provide?
"The # 1 reason people rent or lease their home, instead of purchasing, IS
for the services provided. Being able to pick
up a telephone and call in a Service Request for a broken dishwasher or garbage
disposal, and knowing that request will be done within a day, is why they are
"voting with their dollars" and paying rent." Your professional
maintenance team influences much more than just "fixing or repairing"
things·they are the corner stone of your cash flow!
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