Listing Development of the Listing Targets Area Notebook
Listing Development of the Listing Targets
Area Notebook • Obtain 4 copies of all the various apartment books for the city • Take 2 books and tear out all pages and staple one page to a page of notebook paper • Order the pages between the territory layout of one of the books
Management Notebook • Take 2 books and tear out the pages and order by management company with indexes for each management company
Excel Database • Enter all properties in an excel spreadsheet using the following headings • Management company • Property name • Address • City • State • Zip • Management website • Key person to contact name • Key person contact phone • Key person contact fax
Management Company Website • Review the management company website for all communities in your city and for other cities (look at Apartment Selector List). • Use the information for determining which management companies are viable
Marketing Plan • Once the books are made, the excel spreadsheet is finished and management company websites are reviewed you are ready to move forward • The excel list should be sorted by zip code and management company • The list is then view for which communities to visit
Visiting Communities • In 1 -3 zip codes determine communities to visit that represent one owner manager each, thus if you visit 5 communities be sure you are visiting 5 un-related manatgment companies
The Property Visit • Be prepared- handout, business card, w-9 and listing letter • You want to be interested in the people and asking for them to tell you about their community. • When you finish- be sure you have all the information to summarize your visit on the Property Visit Form.
Property Visit Form • • • Community Name: _______ Address: _____ City: State: Zip: Phone: Fax: Email: _____ Occupancy Vacancy Do they work with Locators Did you learn commisison others charge Did you feel they are locator friendly Did you learn who makes the decision Name Phone Did you leave your listing package and make a commitment in connection with followup • What did you learn about the people, the community and the decision process?
Followup • Send a letter or card to the people you meet • Set your followup date, Gmail has a great calendar for this • What steps do you need to take to get a decision • Contact the next level, recontact the manager. What is going to close the deal
Listing Letter • Once you get the listing letter finalized, advise your staff of the new listing and get the data needed to update the building. • Send back a note thanking the individual for doing business with you • Send a note to the leasing staff introducing your team
Data, Pictures, Floorplans • Finish out your listing • Enter all data • Pictures of the Community- did you get authorization to use other websites, if not get by the community, take about 9 shots • Front, not name, pool, model, office, club room, some exterior shots, etc. • Get the floorplans, if none online then scan
Uploading Images • All images are send to Dallas for loading to our server • Instructions are on the /aa page.
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