The Demand Solutions Blog

Is Pot the New Pets?

Posted by Donald Davidoff on Jan 18, 2017 12:00:00 PM

(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 California, and they shared a letter they were sending their residents. The letter was informing residents that, while California had passed a recreational marijuana initiative, the law gave apartment owners the right to declare their property to be marijuana free. The letter went on to inform residents that this company was exercising that right and that any use of marijuana in their apartments would be a violation of their lease and could result in eviction.

As a resident of Colorado (one of the earliest states to approve recreational use in homes) and a demand management modeler, this got me thinking. I wasn’t surprised that my client exercised their right; in fact, I expect that virtually all professionally managed communities will do or have done so already.

But is that really the right business answer? Perhaps the continued disconnect between these state laws and federal laws makes it the right answer. Perhaps there are indirect liabilities I’m not fully aware of (though not a lawyer, I would struggle to understand how liabilities surrounding marijuana would be any different than what already exists with alcohol consumption)? Or perhaps there are legitimate concerns related to managing issues like the potential for, shall we say earthy, aromas to permeate a building and annoy other residents (more on that later)?

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Topics: multifamily sales

[VIDEO] It's Time to Improve the Multifamily Sales Process

Posted by Donald Davidoff on Sep 16, 2016 3:00:00 PM

Think about the key drivers of your multifamily housing revenue. Our guess is that you’ll come up with a list that looks something like this:

  • Lead generation
  • Reputation management
  • Pricing
  • Sales
  • Credit screening
  • Resident experience
  • Renewal processes
  • Marketing analytics
  • Other technology

Now, for each function, ask yourself, “How much change has this functional area undergone over the last 20 years?”

For all but one of them, we’d bet you noted tremendous transformation over the past several years; and in some cases the functions bear no resemblance (or didn’t even exist) pre-internet.

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Topics: multifamily sales

Three Takeaways from the 2016 NAA Education Conference

Posted by Donald Davidoff on Jun 21, 2016 12:00:00 PM

I just left the NAA Education Conference in San Francisco where I’ve been learning and sharing with thousands of my fellow colleagues in the industry. I also attended the MTEC Conference for the first time which is a really great place to see where technology is heading in our industry.

Three things stood out to me:

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Topics: multifamily sales, Industry Events

An NAA Conference Preview: Developing a New Approach to Sales

Posted by Donald Davidoff on May 19, 2016 12:00:00 PM

I know I’m starting to sound like a broken record but can you believe the National Apartment Association (NAA) Annual Conference is less than a month away? I’m very excited to be moderating a panel discussion titled, How The Zero Moment Of Truth Requires Us To Change Sales.

Last week, we provided a sneak peek into the discussion from the perspective of an operator – Jason Whittington from Gene B. Glick Company. This week, our sneak peek is from Joanne Chapman-Reps fromEffective Leadership Solutions, LLC. Her perspective is from a learning and development viewpoint. We sat down with Joanne last week.

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Topics: multifamily sales

Why Your Sales Process Needs to Change: An NAA Conference Sneak Peak

Posted by Donald Davidoff on May 9, 2016 5:21:22 PM

The National Apartment Association (NAA) Annual Conference is coming up fast. This year I’ll be moderating a panel titled: How The Zero Moment Of Truth Requires Us To Change Sales.

One of the members of the panel is Jason Whittington. Jason is Vice President-Business Solutions at Gene B. Glick Company. As a senior member of a mid-sized operator, Jason brings a unique perspective to the discussion. He has to deal with the same challenges that much larger operators manage, and he must be particularly focused on how he allocates his limited resources.

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Topics: multifamily sales

5 Attributes of a Successful Leasing Agent

Posted by Donald Davidoff on Apr 11, 2016 12:00:00 PM

The job of a leasing associate is quite unique. Their primary responsibility is to sell successfully, yet they must be able to do so in an environment where they also maintain a service-oriented mindset. On a day-to-day basis, they’ve got a very predictable routine, yet they must be able to quickly adjust, as every interaction with a potential prospect or resident is, by definition, unique.

Leasing agents must be easy to get along with, have attention to detail, efficiently do administrative work and always be ready for a prospect to walk through the door or phone in. Oh yeah, did we mention that for most leasing associates, the income opportunity is often comparative to working in a retail store or restaurant.

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Topics: multifamily sales