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Rent Growth Outlook: What Goes Up...Comes Down

by Donald Davidoff | Jan 30, 2017 12:00:00 AM

It’s happened. Axiometrics has reported that, for the first time since July 2010, year-over-year (YOY) rent growth is below the historical average. At 2.1% for December, we are not below the long-term benchmark of 2.2%. If that doesn’t mark the end of an almost 8-year bull run, I don’t know what does. The strange thing to me is the relatively calm reaction from the industry. Having just come back from the NMHC Annual meeting (the industry’s largest gathering of senior executives in our industry), I’m surprised at the level of optimism. There’s some discussion on concerns about the future, but I perceive less than back in the fall when that tired metaphor, “what inning are we in?” dominated conversation. In fact, what I saw was a record 5200 delegates, many in the “blue blazer and white shirt” uniform of the deal guys (and while there were a few “deal women” it was still mostly guys). NMHC didn’t draw a record attendance because of a big increase in operators attending, instead the obvious driver was the health of the banker, broker, buyer, seller, developer dimension of our business. I’m usually an optimist, always noting that this industry follows more of a “what goes down must bounce back up” rule than a “what goes up must come down” attitude, but I’m genuinely nervous. Part of it may just be because no one else seems to be (that’s often a sign of market exuberance), but it’s also data driven:

How the ZMOT Changes the Multifamily Sales Dynamic

by Donald Davidoff | Jan 25, 2017 12:00:00 AM

I’ve written before about Google’s seminal research on the “Zero Moment of Truth” (ZMOT). For those not familiar with this, Google identified that...

Is Pot the New Pets?

by Donald Davidoff | Jan 18, 2017 12:00:00 AM

(Warning: Don’t read this if you’re not interested in hearing a provocative point of view) I was meeting with a client of mine who has communities in...

The Most Effective Email (or Voicemail) in a Salesperson’s Bag of Tricks

by Donald Davidoff | Jan 11, 2017 12:00:00 AM

I was talking with one of my clients about sales management, and the topic of how many unanswered follow ups are appropriate before declaring a lead...

Hot Topics and Trends for Multifamily in 2017

by Donald Davidoff | Jan 6, 2017 12:00:00 AM

As we close out 2016 and look ahead to 2017, I can’t help but reflect on what I think some of the key multifamily trends will be. We make more of...

5 Actions to Take to Compete & Win in a Softening Market

by Donald Davidoff | Dec 5, 2016 12:00:00 AM

Over the last couple of months, we’ve seen increasing evidence that the historically strong “bull market” in the multifamily industry is at or...

Multifamily Pricing: 5 Actions to Take to Set a Better Sail in 2017

by Donald Davidoff | Dec 2, 2016 12:00:00 AM

November is gone, and that’s a good thing for pricing people in multifamily housing. This was my 16th November in our industry, and I honestly can’t...

Why More Training Isn't Enough to Solve Your Multifamily Sales Problems

by Joanne Chapman-Reps | Nov 17, 2016 12:00:00 AM

Everyone wants positive sales numbers, right? After all, when leasing/sales numbers are strong, it means the overall financial health of the...

8 Drivers of Demand Management in Multifamily Housing

by Donald Davidoff | Nov 4, 2016 12:00:00 AM

Multifamily housing operations often takes a cue from travel and hospitality management. In that vein, I would like to talk about a business term...

State of Technology and Operational Processes in Multifamily Housing

by Donald Davidoff | Nov 2, 2016 12:00:00 AM

Halfway through “conference season,” and with NMHC’s OpTech conference on the way, I thought it might be a good idea to comment on the state of...

Is Your Sales Process Prospect-Centered?

by Stacy Bouchard | Oct 28, 2016 12:00:00 AM

This week we have a guest column from Stacy Bouchard, D2 Demand Solutions Marketing Manager. Recently, I found myself in the market for a new laptop....
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