Leasing CHECKLIST for Potential Buyers

INTENT
show gratitude and appreciation
eliminate buyer’s remorse
affirm her decision
identify upcoming needs and areas
for growth (ultimately increasing
sales and staying ahead of the com-
petition)
retain residents
increase referrals and renewals

PLAN OF ACTION

Working with your existing action plan, write down areas of opportunity where you can meet the above objectives.

For example, after a buyer signs a lease, do you send a thank you note reinforcing her buying decision?

Do you send a follow-up letter promoting any add-on services to sell to her?

Do you ask existing residents for feedback?

What opportunities for individual contact do you have with current residents?

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What service & follow-up activities would I like if I was looking for (or living in) an apartment?

thank you call/email/note
welcome gift
call/email/visit after move-in
call from housekeeping or maintenance
invitation to next resident event
renewal gift
referral gift
what else can you do?

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What can you do to increase referrals?

send a note asking for referrals
send an email with your property info asking
residents to forward to people looking for a
new home
host a party asking residents to bring friends
(just one per person!)
host an exclusive referral party for residents
who have referred a new resident within the
last six months (check with your attorney
first!)
put referral flyers or postcards throughout
your community in common areas
what else?

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Keep track of your success and make sure to let your boss know how many leases you got from this program. Translate the leases into dollar values (I leased 24 apartments at $1,000 each = $24,000 a month. Since they were year-leases, that equals $288,000 for the year!). See what a big difference figures make in making this point?

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