by Patty Seager Morgan

Posted June 6, 2001

Six Key Qualities Of SuperStar Leasing/Sales Professionals ã

During my 22 years in the multi-housing industry, I have spent a considerable amount of time recruiting, training, managing and motivating hundreds of leasing/sales professionals all over the United States. When working hand in hand with these leasing/sales professionals, I have noticed similar qualities/traits that are common ingredients for success. In this article, I will share with you six qualities of a leasing/sales SuperStar!

POSITIVE ATTITUDE: Top leasing/sales professionals understand the importance of maintaining a positive, can-do attitude at all times. They make a daily commitment to view their world through a positive lens. In addition, their positive approach attracts positive energy with everyone they meet. In addition, top leasing/sales professionals always have a smile to share and radiate confidence in the way they walk, how they talk and their overall image. As a result, they build solid relationships and experience higher closing ratios!

CONSULTATIVE APPROACH: The old traditional approach to leasing/selling is out and a softer, consultative approach is in. Successful leasing/sales professionals see themselves as advisors, mentors, friends and professional problem-solvers. Each day, they take the time to fully understand their prospects/clients before making any recommendations. This means they differentiate themselves from their competitors by focusing more on helping their prospects find what they want rather than being concerned about leasing/selling their community and services. This sincere approach sends a powerful message to their prospects that they are more concerned about their prospects than closing the lease/sale.

PERSONALIZED DEMONSTRATIONS: SuperStar leasing/sales professionals are masters at personalizing their presentations to fit the needs of their prospects. They know to be successful in today’s competitive marketplace; they must create a lasting impression with each prospect they encounter. They focus their efforts on uncovering the wants and needs of their prospects by first asking probing questions, carefully listening to their prospect’s answers and taking copious notes throughout the entire leasing/sales process. Then, they skillfully tailor their demonstration to appeal to each individual prospect’s specific hot buttons! This means they are experts in their field, not only regarding their products and services, but they are also experts on the products and services of their competitors. As SuperStars, they are masters at finding ways to be creative, unique and memorable in the eyes of their prospects/clients.

GOAL-ORIENTED: Successful leasing/sales professionals know their goals are the road map to their success. As we all know, fewer than five percent of us actually set and achieve professional and personal goals. SuperStar leasing/sales professionals set specific goals, big and small, they put their goals in writing and they review their goals on a daily basis. SuperStars know that to be terrific, they need to be specific!

FANTASTIC FOLLOW-UP: Top performing leasing/sales people know that average performers drop the ball when it comes to follow-up. Yet, research shows us that once initial contact is made with a prospect, the chance of closing each prospect increases as much as five times if an effective follow-up process is in place. Successful leasing/sales professionals understand that quick, consistent follow-up sends a message to their prospects/clients that they are professional, reliable and they really care. This means SuperStars discipline themselves to follow-through and follow-up with every prospect/client.

M.E.F.S: Successful leasing/sales people understand their goal with each interaction is to M.E.F.S. or (Make Everyone Feel Special). Each day, they focus their undivided attention on every prospect/client that they encounter and strive to leave a positive, lasting impression with this person. Top performers choose to make a lasting, positive impact and they are happy caring individuals who help others achieve their goals!

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