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by Doug Davidoff | Mar 20, 2015 12:00:00 AM
Selling in the multifamily industry is a unique pursuit. As the sales side of the equation is increasingly getting senior level attention, it’s important that this uniqueness be understood, so that leaders can properly diagnose the cause of whatever problem they are looking to solve; and apply the proper approach to solve it.by Donald Davidoff | Mar 4, 2015 12:00:00 AM
It happens to us all. You had a great conversation with a prospect that led to a great tour path. The prospect asked lots of great questions and you...by Donald Davidoff | Feb 9, 2015 12:00:00 AM
A couple of weeks ago, I had the honor of presenting Multi-family Insider’s bi-monthly “Webinar Wednesday.” The topic of my presentation was “Be a...by Donald Davidoff | Feb 2, 2015 12:00:00 AM
It’s not unusual when I’m at an industry conference (like the NMHC conference two weeks ago) that people are surprised by my answer to the question,...by Donald Davidoff | Jan 19, 2015 12:00:00 AM
From a salesperson’s perspective, decision reluctance is one of the most frustrating parts of the job. You’ve (seemingly) done everything you’re...by Donald Davidoff | Dec 18, 2014 12:00:00 AM
Aahhh, success. The prospect walks through the door of your community and says, “Hello, I’m looking for a new apartment. I did some research on the...by Donald Davidoff | Dec 11, 2014 12:00:00 AM
A few months ago, we released a white paper on the state of email re-marketing in our multi-family housing industry. We sampled 31 different...by Donald Davidoff | Nov 21, 2014 12:00:00 AM
It’s one thing to train your associates on sales. But if the new behaviors are going to stick, part of the “sales ecosystem” must include coaching to...by Donald Davidoff | Nov 7, 2014 12:00:00 AM
Selling for multifamily operators used to be a pretty simple task. First get a great (or good) location. Make sure the units are appropriate for the...by Donald Davidoff | Oct 30, 2014 12:00:00 AM
Multi-family operators often ask themselves this question. Is it more important to pay attention to the sales process in an effort to get prospective...by Doug Davidoff | Oct 16, 2014 12:00:00 AM
This week we have a guest column from Doug Davidoff, one of our partners in our InSiteSM Sales model. I’ve been involved in sales training for more...