Fast Fixes for Slow Markets Presented by Kate Good Wednesday, June 21, 2017 Breakout Sessions Sponsored by
Wow! June 21-24, 2017 Georgia World Congress Center Atlanta
Yummy! June 21-24, 2017 Georgia World Congress Center Atlanta
Easy! June 21-24, 2017 Georgia World Congress Center Atlanta
Fake News June 21-24, 2017 Georgia World Congress Center Atlanta
Establish desire Support confidence in decision Be direct June 21-24, 2017 Georgia World Congress Center Atlanta
Marketing s Fate: Will it hit you too late?
When markets are good, we get comfortable. When we get comfortable, we avoid choice and change and that can be dangerous in marketing (and shoe shopping).
Who likes to move? Don t give Residents a reason.
Important items you can fix and look like a genius! June 21-24, 2017 Georgia World Congress Center Atlanta
Is your office operating like the Magic Kingdom?
The frontline needs to have the goal of being the kindest, most responsive person the guest interacts with in their search. -Claire Collins
June 21-24, 2017 Georgia World Congress Center Atlanta
You are environment creators. When are they going to drug test the audience at The Price is Right? No one should be that happy! -David Letterman
June 21-24, 2017 Georgia World Congress Center Atlanta
Presented bykate Good
June 21-24, 2017 Georgia World Congress Center Atlanta
Rekindle the desire to win
Never sensor
Listen and learn
Change the game. 50% of a months rent if leased with no concessions 30% of a months rent if leased with base concession 20% of a months rent if leased with concession and kicker
Reinforce. Don t reinvent.
Case Study: 276 Apartments open until 8pm 77% of new leases are closed after 6pm 62% of renewals signed after 7pm 4.5 guests from 4:45pm to 8pm June 21-24, 2017 Georgia World Congress Center Atlanta
June 21-24, 2017 Georgia World Congress Center Atlanta
Stillwater, OK: Calf Fry Snapchat filter Over 10,300 impressions 25,876 views 26K people saw logo and knew Avid Square was there with a table and tent 300 guest cards from one day event $200 June 21-24, 2017 Georgia World Congress Center Atlanta
June 21-24, 2017 Georgia World Congress Center Atlanta
June 21-24, 2017 Georgia World Congress Center Atlanta
June 21-24, 2017 Georgia World Congress Center Atlanta
Remove white walls white now! June 21-24, 2017 Georgia World Congress Center Atlanta
June 21-24, 2017 Georgia World Congress Center Atlanta
Don t just say it, display it. June 21-24, 2017 Georgia World Congress Center Atlanta
Don t just say it, display it. June 21-24, 2017 Georgia World Congress Center Atlanta
Tell them what to do. June 21-24, 2017 Georgia World Congress Center Atlanta
June 21-24, 2017 Georgia World Congress Center Atlanta
June 21-24, 2017 Georgia World Congress Center Atlanta
June 21-24, 2017 Georgia World Congress Center Atlanta
2 4 1 5 June 21-24, 2017 Georgia World Congress Center Atlanta 3
June 21-24, 2017 Georgia World Congress Center Atlanta
June 21-24, 2017 Georgia World Congress Center Atlanta
Action Item: Review all marketing to ensure you are telling your customer what to do and how to do it. June 21-24, 2017 Georgia World Congress Center Atlanta
Lead generation is typically not the problem. June 21-24, 2017 Georgia World Congress Center Atlanta
June 21-24, 2017 Georgia World Congress Center Atlanta
Searching for leads Pull all lead reports Compare to your guest cards Find people who were not contacted Contact people again And again And again And again And again.. June 21-24, 2017 Georgia World Congress Center Atlanta
Persistence Many people want instant gratification. We may quickly abandon an idea or path to buying if we don t have instant results for our actions. Do not stop trying to contact a customer. June 21-24, 2017 Georgia World Congress Center Atlanta
Action Item: Be the F.B.I. and uncover all your leads. June 21-24, 2017 Georgia World Congress Center Atlanta
Find out where the customer is in their decision-making process. June 21-24, 2017 Georgia World Congress Center Atlanta
June 21-24, 2017 Georgia World Congress Center Atlanta
Without a sense of urgency, desire loses its value. June 21-24, 2017 Georgia World Congress Center Atlanta
Limit choices June 21-24, 2017 Georgia World Congress Center Atlanta
Pop-up model Open list Never pull out your availability screen Prices: Raise instead of lower
Come back in. To give real service, you must add something which cannot be bought or measured with money. Sincerity and integrity will earn customers. It just takes a little more work. June 21-24, 2017 Georgia World Congress Center Atlanta
Action Item: Stop assuming you know when they are going to lease. June 21-24, 2017 Georgia World Congress Center Atlanta
No one is just looking. They are just not buying yet. Find out why.
Variables That Impact Influence POWER To exercise control over a situation. Power is not the goal. It is what you need to drive to the destination. June 21-24, 2017 Georgia World Congress Center Atlanta
June 21-24, 2017 Georgia World Congress Center Atlanta
Variables That Impact Influence POWER Limited availability Expiration of a special Competitive knowledge June 21-24, 2017 Georgia World Congress Center Atlanta
Let me ask my manager.
Variables That Impact Influence Information The more you know about a customer the easier it is to solve their problem. Ask questions and create a system to record their answers. Review this information before all communication. June 21-24, 2017 Georgia World Congress Center Atlanta
Variables That Impact Influence Credibility You stand on weak ground when you lack credibility. Why would someone take your advice or trust you? June 21-24, 2017 Georgia World Congress Center Atlanta
Variables That Impact Influence Credibility Marketing emails should contain testimonials Ask questions to show you know how to lead the customer. Invite the customer to ask you questions. Position yourself as the expert. June 21-24, 2017 Georgia World Congress Center Atlanta
Variables That Impact Influence Rapport People like to do business with those they respect. Communication should be used to discover common ground. June 21-24, 2017 Georgia World Congress Center Atlanta
June 21-24, 2017 Georgia World Congress Center Atlanta
June 21-24, 2017 Georgia World Congress Center Atlanta
Variables That Impact Influence Rapport Offer tools to help with move and position this as something you found helpful. Ask lifestyle questions. June 21-24, 2017 Georgia World Congress Center Atlanta
Variables That Impact Influence Time The speed in which you respond to a lead indicates your level of interest in getting this lease. Taking too long could be considered an insult to the customer.
Marketing is a conversation. Cut it short and customers will forget what you were saying.
Variables That Impact Influence Persistence Many people want instant gratification. We may quickly abandon an idea or path to buying if we don t have instant results for our actions. Do not stop trying to contact a customer.
Don t ignore existing customers. June 21-24, 2017 Georgia World Congress Center Atlanta
A tough economic period is precisely the time when retention plays a key role.
June 21-24, 2017 Georgia World Congress Center Atlanta
June 21-24, 2017 Georgia World Congress Center Atlanta
Don t Pretend The Negative Exist Doesn t
Action Item: Think of a small way to surprise and delight your existing customers. June 21-24, 2017 Georgia World Congress Center Atlanta
With Kate Good Over 100 customers a day are surprised and delighted in Atlanta.
Ask for social posts and reviews. June 21-24, 2017 Georgia World Congress Center Atlanta
Don t have time? Do one thing. Do another thing next week. June 21-24, 2017 Georgia World Congress Center Atlanta
Contact Info KateGood.com June 21-24, 2017 Georgia World Congress Center Atlanta