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Connecting Marketing to Sales Outcomes In Multifamily

by Donald Davidoff | March 22, 2016

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

6 Reasons Multifamily Leasing/Sales Process Drag NOI Performance

by Donald Davidoff | February 26, 2016

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 | February 12, 2016

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...

Multifamily Selling... Then and Now

by Donald Davidoff | January 19, 2016

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 | January 04, 2016

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 | December 22, 2015

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 | December 02, 2015

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 | October 28, 2015

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...

3 Tips to Create Powerful Sales Conversations Early

by Donald Davidoff | October 07, 2015

In InSite Selling™ (our sales system designed for multifamily operators), we teach that there are four levels of communication. One of the biggest...

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