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Leasing (5)

Applying the Challenge(r) Sales Model to Multifamily Selling

by Donald Davidoff | Aug 11, 2016 12:00:00 AM

Regular readers of this blog already know our thoughts on the need for multifamily operators to fundamentally change their approach to sales. They also know our feelings on the need to create a real conversation about how operators should manage the sales function today and in the future. We were quite excited to see the current moving in the right direction this past June when we had the opportunity to present our research and results on selling at the NAA conference. Not only did we get a standing room only experience during the presentation, the conversation afterwards and on the trade show floor showed how far sales has moved up the list of attention. We were encouraged not only by the conversation, but also the familiarity with some of the broader research into effective selling. Maybe it’s the fact that we’re clearly past the peak of the recent multifamily performance boom, but we’d like to think that our contribution has had some impact as well.

Is Your Lead Management Approach Costing You Money?

by Donald Davidoff | Jul 11, 2016 12:00:00 AM

Multifamily operators live in a world where demand is determined by factors completely out of their control. Sure, through levers like marketing and...

Exercises to Reinforce Successful Sales Habits for Leasing Associates

by Donald Davidoff | Apr 28, 2016 12:00:00 AM

When we’re implementing our InSite Sales Performance Program, the training portion is (obviously) a crucial piece of the process. When conducting the...

Connecting Marketing to Sales Outcomes In Multifamily

by Donald Davidoff | Mar 22, 2016 12:00:00 AM

One of the strongest trends over the last five years in multifamily demand management is the increased focus, investment and sophistication of the...

6 Reasons Multifamily Leasing/Sales Process Drag NOI Performance

by Donald Davidoff | Feb 26, 2016 12:00:00 AM

For the last three years, we’ve been working with multifamily operators helping them to modernize their leasing/sales process. I have to admit the...

The Most Powerful Sales Conversation

by Doug Davidoff | Feb 12, 2016 12:00:00 AM

This week we have a guest column from Doug Davidoff, one of our partners in our InSiteSM Sales model. We talk (or write) a lot on this blog about how...

Multifamily Selling... Then and Now

by Donald Davidoff | Jan 19, 2016 12:00:00 AM

We spend a lot of time sharing our thoughts on how sales has changed and what that means for multifamily operators. The very nature of how residents...

Dollar vs. Percentage Discounts, Which to Use With Multifamily?

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

The Harvard Business Review’s daily stat email recently sent an interesting statistic related to pricing psychology. Specifically, they reported:

Can Service-Oriented People Sell?

by Donald Davidoff | Dec 22, 2015 12:00:00 AM

What would be the first words that come to mind when you hear the term “salesperson”? When people in focus groups have been asked this question, the...

How to Keep Leasing Associates - & Others - Motivated

by Donald Davidoff | Dec 2, 2015 12:00:00 AM

Is money the best motivator? Many managers, when asked this question, will quickly say “Yes.” Although there is some truth to that answer, it is not...

Understanding the Primary Drivers of NOI in MFH

by Donald Davidoff | Oct 28, 2015 12:00:00 AM

While there are many dimensions to running a multi-family housing operation, I have found that often the business is deceptively simple. Let’s take...
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