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The Apartment All Stars LeasingSpectacularwith Lisa, Toni, Bill, Jackie and PeteFriday, June 23, 9:00-10:00#NAAEDU17Breakout Sessions Sponsored by

Meet the ExpertsLisa TrosienToni BlakeBill NyeJackie RamstedtApartmentExpert.comTotally ToniBerger RentalRamstedt EnterprisesCommunitiesJune 21-24, 2017Georgia World Congress CenterAtlanta#NAAEDU17

Toni Blakewww.TotallyToni.com#NAAEDU17Breakout Sessions Sponsored by

Value LeasingAvoid buyers remorse! We can’t assume the future residentsalready know the value of living at your address.#1 Reason why people cancelis finding a better deal!June 21-24, 2017Georgia World Congress CenterAtlanta#NAAEDU17

Value Leasing – LOVE the Price! Help them fall in LOVE! If they question your price –they question your value! Here is another reasonyou’re going to love livinghere!June 21-24, 2017Georgia World Congress CenterAtlanta#NAAEDU17

Value Leasing – Let’s Get Physical Create a display of positive reviews yourresident have posted online Let your resident build loyalty to yourBRAND and sell your price! Consensus - your residents’ reviews shouldbe seen – and not just online!June 21-24, 2017Georgia World Congress CenterAtlanta#NAAEDU17

Value Leasing – Engage Residents Create a display for “Our Favorite Things” or “Day in the Life” Provide residents with photo assignments Create a display for residents photosThanks to my test site Leah Love Orsbon and the staff at The ParkJune 21-24, 2017Georgia World Congress CenterAtlanta#NAAEDU17

Value Leasing – L.A.M.P. Local Area Marketing PartnersBy adding our amenities with great place toshop, eat or playwe multiply our joint opportunitiesto attract new local residents!When WE lease – we BOTH gain a new local resident!When they choose another area – we BOTH lose!June 21-24, 2017Georgia World Congress CenterAtlanta#NAAEDU17

Value Leasing – Follow-upThe Day Pass – Live The Life of a ResidentDon’t just come look – plan to stay for the day! A Pool Pass – bring your suit and swimA pass to the fitness center to work outA parking pass – bring your bike, paddle board, enjoy local trails/lakes for the dayArea business coupons for a free cup of coffee, a free shirt to be dry cleaned, a freehand massage, a complimentary appetizer with lunch, a free flower, a free re-usablegrocery bag, a FREE fun – round of bowling, goofy golf, bucket of balls, NOTE: Future residents are required to sign a recreational waiver to release thecommunity of liability while enjoying “A Day in the Life” day pass.June 21-24, 2017Georgia World Congress CenterAtlanta#NAAEDU17

Value Pricing Versus Discount PricingValue LeasingJune 21-24, 2017Georgia World Congress CenterAtlanta#NAAEDU17

not on your rent!Value LeasingShare monthly ideas with your residents in socialmedia on how to save money every day with a“PAY LESS – EXPERIENCE MORE” program!Save Money on:Gas: GasBuddy.comRetail: RetailmeNOT.comRestaurant: Restaurant.comCar Care: Valpak.comHair/Spa: Groupon.comClothes: TJ MaxHousehold: WalMartJune 21-24, 2017Georgia World Congress CenterAtlanta#NAAEDU17

Toni Blakewwww.TotallyToni.com#NAAEDU17Breakout Sessions Sponsored by

Bill Nyewwww.BillNyeTraining.net#NAAEDU17Breakout Sessions Sponsored by

Psychology, biology or just plain luck Routine requires less brain activity Once we memorize a routine our brains functionat a much lower rate How many times do you show an apartment in aweek, month, year?June 21-24, 2017Georgia World Congress CenterAtlanta#NAAEDU17

M.I.T. StudyJune 21-24, 2017Georgia World Congress CenterAtlanta#NAAEDU17

Change our Behavior What is 2x2?What is 13x27?A change in behavior increases brain activityA change in behavior needs to be rewardedJune 21-24, 2017Georgia World Congress CenterAtlanta#NAAEDU17

Emotional Connection The Neocortex is the part of the brain thatproduces language, senses and motorcommands.June 21-24, 2017Georgia World Congress CenterAtlanta#NAAEDU17

Mirror Neurons We can sense the emotions of others: sadness,joy, anger, frustration or anxiety. If our brains are on auto-pilot we will miss theseemotions and miss the opportunity to connect.June 21-24, 2017Georgia World Congress CenterAtlanta#NAAEDU17

Mirror NeuronsJune 21-24, 2017Georgia World Congress CenterAtlanta#NAAEDU17

Mirror NeuronsJune 21-24, 2017Georgia World Congress CenterAtlanta#NAAEDU17

Mirror NeuronsJune 21-24, 2017Georgia World Congress CenterAtlanta#NAAEDU17

The Result FebruaryMarchAprilMayJune 21-24, 2017213 tours213 tours206 tours213 toursGeorgia World Congress Center59 leases 27.5% closing ratio88 leases 41.2% closing ratio97 leases 47% closing ratio111 leases 51.9% closing ratioAtlanta#NAAEDU17

Bill Nye#NAAEDU17Breakout Sessions Sponsored by

Jackie Ramstedt, CAM, CAPS, CASwww.JackieRamstedt.com#NAAEDU17Breakout Sessions Sponsored by

June 21-24, 2017Georgia World Congress CenterAtlanta#NAAEDU17

Old School with New School EffectivenessNew School: Applying onlineOld School: Personal networkingNew School: Social mediaOld School: Phone callNew School: Video chattingOld School: Personal thank youJune 21-24, 2017Georgia World Congress CenterAtlanta#NAAEDU17

Control the SaleSuperb Sales SkillsHigh Octane Sales PeopleNeed to WIN!Killer People SkillsJune 21-24, 2017Georgia World Congress CenterAtlanta#NAAEDU17

Active ListeningNegotiationTime ManagementBusiness MathQuick ThinkingSelf MotivationProblem SolvingService OrientedFlexibleJune 21-24, 2017Georgia World Congress CenterAtlanta#NAAEDU17

For Themselves:Loyalty ProgramsFor Their Home:Customer ExperiencesFor Their Lifestyle:Confidence of LocationJune 21-24, 2017Georgia World Congress CenterAtlanta#NAAEDU17

Value, Space, and Authenticity%of millennialsrankauthenticityover content they haveto trusta companyfirst!June 21-24, 2017Georgia World Congress CenterAtlanta#NAAEDU17

Meaningful Engagement1. Enhanced Guest Cards2. Consumer Interest3. Relationship Sellingwww.ForRent.comJune 21-24, 2017Georgia World Congress CenterAtlanta#NAAEDU17

Shops should be positive! Pinnacle’s 100% leasing club Reward good performance Make it personal Have them teach and share!June 21-24, 2017Georgia World Congress CenterAtlanta#NAAEDU17

Postly - send photo postcards!PostlyApp* Turns your photos into REAL postcards!* Share them right from your phone!June 21-24, 2017Georgia World Congress CenterAtlanta#NAAEDU17

Put Your Residents to Work!June 21-24, 2017Georgia World Congress CenterAtlanta#NAAEDU17

“Customers buy for their reasons, not yours.” Zig ZiglarTeach your people how tolisten and look for visual cuesto a customer’s personality typeand tailor their responsesaccordingly.June 21-24, 2017Georgia World Congress CenterAtlanta#NAAEDU17Jeffrey Hayzlett is aleading business expert

The Drivervisual cuesThey want to seduce you or overpower youThey say NO 95 % of the timeThey exude the power to chooseJune 21-24, 2017Georgia World Congress CenterAtlanta#NAAEDU17

The Amiablevisual cuesThey have intellectual humility, are humbleTraditional values of personal relationshipsFocus attention around one choice that fitsJune 21-24, 2017Georgia World Congress CenterAtlanta#NAAEDU17

The Analyticalvisual cuesIt’s all about the bottom lineUse key benefits that fit their specific needsBe structured and logical in explanationsJune 21-24, 2017Georgia World Congress CenterAtlanta#NAAEDU17

The Expressivevisual cuesSometimes have difficulty in focusingDon’t try to sell anything; it’s all about themThey use their arms and hands to explainJune 21-24, 2017Georgia World Congress CenterAtlanta#NAAEDU17

"12 Habits of Great Apartment Leasing Consultants"Chapter 9: Keeping A Journal1.Always take notes2.Ditch the sticky notes3.Create action plansAuthor Nicholas L. Scott Sr.June 21-24, 2017Georgia World Congress CenterAtlanta#NAAEDU17

Matching your customer’s expectationsJune 21-24, 2017Georgia World Congress CenterAtlanta#NAAEDU17

Strategies for Better RelationshipsMake time to really talkSend “Value” updatesTestimonials from new peopleEndorsements from local businessesCorporate “state of the company” updatesSMILE and just be more pleasant!June 21-24, 2017Georgia World Congress CenterAtlanta#NAAEDU17

Robin RobertsJune 21-24, 2017"Regardless of how much moneyyou have, your race, where you live,what religion you follow, you aregoing through something, or youalready have or you will.As momma always said,"Everybody's got something."Georgia World Congress CenterAtlanta#NAAEDU17

Jackie Ramstedt, CAM, CAPS, CAS#NAAEDU17Breakout Sessions Sponsored by

Lisa Trosienwww.ApartmentExpert.com#NAAEDU17Breakout Sessions Sponsored by

Eighty percent of yourcustomers visit yourwebsite before they evencontact youJune 21-24, 2017Georgia World Congress CenterAtlanta#NAAEDU17

S ave your customer time and makeyourself look smarter in the processJune 21-24, 2017Georgia World Congress CenterAtlanta#NAAEDU17

“How much areyour twobedrooms?”June 21-24, 2017Georgia World Congress CenterAtlanta#NAAEDU17

“Have youhad achance tovisit ourwebsite?”June 21-24, 2017Georgia World Congress CenterAtlanta#NAAEDU17

EducateyourcustomerJune 21-24, 2017Georgia World Congress CenterAtlanta#NAAEDU17

Salespeople who educatetheir customers have asignificantly higher chanceof closing the sale thanthose who do not.June 21-24, 2017Georgia World Congress CenterAtlanta#NAAEDU17

June 21-24, 2017Georgia World Congress CenterAtlanta#NAAEDU17

June 21-24, 2017Georgia World Congress CenterAtlanta#NAAEDU17

June 21-24, 2017Georgia World Congress CenterAtlanta#NAAEDU17

Stand Up to Answer the Phone“Our rock star leasing agents standwhile on the phone so they do notfeel tethered to their computers.This allows them to simply have aconversation, focus on relationshipbuilding, and demonstrate theygenuinely care about the caller,rather than checking the boxes onthe guest card”.-Carrie PolonskySteadfast ManagementJune 21-24, 2017Georgia World Congress CenterAtlanta#NAAEDU17

InteractivityA sk yourprospectiveresidents toactively participatein the leasing tourJune 21-24, 2017Georgia World Congress CenterAtlanta#NAAEDU17

Just Plain Fun- and Memorable“ T his walk incloset is S O BIGit can fit elevenpeople!June 21-24, 2017Georgia World Congress CenterAtlanta#NAAEDU17

Just Plain Fun- and Memorable“ T his shower isS O BIG it can fitten people! Andyou only need it forone or two! ”June 21-24, 2017Georgia World Congress CenterAtlanta#NAAEDU17

JVM’s “Speed to Lead” Use an egg timer tomake sure your leadsare answered quicklyJune 21-24, 2017Georgia World Congress CenterAtlanta#NAAEDU17

Alexa Hue Bulbs NestThermostat MoxieBluetoothShowerheadJune 21-24, 2017Georgia World Congress CenterAtlanta#NAAEDU17

Five follow upemailsJune 21-24, 2017Georgia World Congress CenterAtlanta#NAAEDU17

Six follow upphone callsJune 21-24, 2017Georgia World Congress CenterAtlanta#NAAEDU17

Provide HighValueContentJune 21-24, 2017Georgia World Congress CenterAtlanta#NAAEDU17

ChatbotJune 21-24, 2017Georgia World Congress CenterAtlanta#NAAEDU17

ChatbotJune 21-24, 2017Georgia World Congress CenterAtlanta#NAAEDU17

Lisa Trosienwwww.ApartmentExpert.com#NAAEDU17Breakout Sessions Sponsored by

Session/Speaker SurveyJune 21-24, 2017Georgia World Congress CenterAtlanta#NAAEDU17

Contact InfoLisa TrosienToni BlakeBill NyeJackie RamstedtApartmentExpert.comTotally ToniBill Nye TrainingRamstedt omJune 21-24, 2017Georgia World Congress CenterAtlanta#NAAEDU17

June 21-24, 2017 Georgia World Congress Center Atlanta. #NAAEDU17. Value Leasing – Follow-up. The Day Pass – Live The Life of a Resident . Don’t just come look – plan to stay for the day! A Pool Pass – bring your suit and swim