Spring is a time for cleaning house and fresh beginnings! Unfortunately, spring cleaning isn’t intuitive or easy for some residents. Your intervention may be needed to keep residents and your property safe. Hoarding disorder is the excessive collection of possessions. It is closely linked with obsessive compulsive disorder, a mental illness that affects nearly 3 million people nationwide. As a mental illness, residents that hoard are protected under the Fair Housing Amendments Act and the Disabilities Act. They must be cared for accordingly. When It’s More than Just a Mess When do you need to get involved? Some residents have different standards of tidiness, or they are avid collectors of certain items. Not all collectors are hoarders. A few key risks identify hoarding behavior: A living environment that is dangerous to the hoarder, neighboring tenants, and the property Blocked access to emergency exits, hallways, and windows Blocked pathways to ventilation that may result in mold, mildew, and poor air quality for the inhabitants of the unit as well as neighboring units Improperly stored food items that attract and harbor pests If a resident displays one or more of the aforementioned risky behaviors, an intervention may be necessary. Staff Training  To address hoarding properly, early detection is key. Regularly scheduled inspections for health code compliance, fire safety compliance, and smoke detector maintenance provide staff with reasonable access to units. When risky behaviors are identified, promptly get assistance. On-site staff members do not have to be experts in the illness to help renters in need.  More than 100 task forces are available to assist you through the International OCD Foundation. Such organizations can help property managers assist residents with hoarding issues—without compromising health and safety for other residents. Avoiding Catastrophe Hoarding disorder is a mental illness...

It’s an exciting time for the condo industry in Canada. Facing tech disruption, new building, increasing regulation and competition, condo companies need to rethink — and even reinvent — the way they do business. To improve operational performance and increase NOI, condo managers need software platforms that deliver actionable analytics and integrated online services. A Market on the Move  As revealed in the PWC Emerging Trends in Real Estate 2018 report, the condo sector in Canada is seeing steady demand in most markets. In downtown core areas, condo units remain attractive to young professionals with a live/work/play lifestyle, along with retiring baby boomers who are downsizing from single family residences to enjoy urban amenities. The condo industry is also evolving in response to new needs and pressures. Whether there isn’t enough supply to meet demand or oversupply is finally being absorbed, condo managers need a profitable strategy that suits every scenario — including new projects such as popular multiuse communities that are driving density in city centers. These trendy new communities combine a mix of condo units with retail, a range of services and commercial space. Beyond the concept of mixed use, these “developments-as-neighborhoods”  recognize the demand for a community infrastructure that includes schools, parks, shopping and medical services that consider needs of young professionals, young families and older residents, too. According the PWC report, “The age of the shrinking condo may be coming to an end: units are starting to get bigger, reflecting the needs of families and move-up buyers.”  Tip #1: Go Paperless and Save  To be more agile in a changing market and transform operations to be more profitable, you have to say goodbye to paper. By streamlining invoice processing and centralizing spend management with automated online approval workflows, you ensure...

Cutting costs never loses appeal, even in a robust industry and a thriving economy. Inescapable expenses such as insurance and taxes, along with competitive pressures, have forced property owners to become increasingly creative in finding opportunities to cut costs and work more efficiently. Processing payments for the various products and services that keep properties running smoothly is one of those inevitable expenses. This historically has been a manually intensive and paper-heavy process.  Routing one paper vendor invoice through payment can take as long as 30 days and cost up to $35 dollars, according to data compiled by Yardi. With potentially thousands of invoices coming in every month, those costs add up fast for property owners and managers. A recent analysis examined 25 million invoices that about 1 million vendors submitted for processing by Yardi Procure to Pay on behalf of more than 1,000 real estate businesses.  The study offered insight into ways that companies handling small and large volumes of invoices can streamline the process and reduce costs and staff burdens. The Yardi Procure to Pay study found that businesses submitting five or more invoices per month, which account for just 7% of vendors but 75% of invoices, often require accounts payable or property teams that spend significant amounts of time scanning, keying and verifying these large invoice volumes. Even vendors submitting a low volume of invoices—four or fewer per month—can spend an inordinate amount of time on invoices, often repeatedly calling client properties for status checks or sending duplicate invoices until they are paid. All this activity takes up significant time and effort from accounting departments and property-level staff.   Streamlined Approvals Fortunately, the procure-to-pay process has become dramatically more efficient in terms of labor and expense in recent years. Many real estate...

Team Yardi brought something different to the National Association of Residential Property Managers (NARPM) annual tradeshow and convention this year: brand new software! Our staff was excited to introduce the crowd in Orlando to Yardi Breeze, refreshingly simple software designed to make work easier for smaller owners, investors and managers. This completely new platform is very different than any property management software you may have tested before. It’s intuitive to use, quick to implement and works on any device. See everything you need at a glance – in your office, at home or on the go. Better still, live chat support is just a click away within the platform. Priced at only $1 per unit per month and backed by our years of industry experience and reliable accounting, Yardi Breeze is the next big thing for small business. Although it won’t be widely available until January, we were excited to show Breeze off for the first time at this particular show. We can’t think of a more fitting audience! What residential manager doesn’t need a better solution that’s simple, reliable and a breeze to use? NARPM attendees had a great time “test driving” the software, giving the Yardi team their feedback and winning prizes. We plan on officially rolling out Breeze in 2018, but if you want to learn more, you can request a preview now. While you’re waiting, follow Breeze on Facebook, Twitter, LinkedIn and Instagram for sneak peeks and exclusive content for smaller...

Have you heard the buzz? Yardi is hosting a new series of free thought leadership events for small to mid-size property managers across the US. These Property Management Buzz Sessions bring together industry experts and local professionals for networking, educational sessions and conversation about local market conditions. The most recent Property Management Buzz Session just popped up earlier this month! Twenty-eight representatives from sixteen companies met with the Yardi team at the InterContinental Los Angeles in Century City. The event lasted from 9 a.m. until just after noon, starting with a networking breakfast to energize the group for the full agenda ahead. 5 Keys to Property Management Success The first presentation of the Buzz Session took attendees through a high-level overview of changing trends in today’s marketplace. It included discussions about mobility, Millennials and modern renter expectations. Did you know that 85% of renters prefer to apply online? What does that mean for businesses that want to stay competitive? Heather Burleson talked through winning strategies for busy multifamily and commercial property managers. Metro LA Market Trends & Report Next David Dent from the Yardi Matrix team took the floor to share a closer look at local market trends in LA. Data shows that apartment rents are still rising steadily in the area and new units projected for completion will add the most growth to downtown, Westlake and Koreatown. Commercial real estate conditions indicate that LA office inventory is also growing, and the group reviewed vacancies, rental prices and new supply. Attendees each received a complimentary market report to take back with them to share with their offices. David remained available after the session, and guests took advantage of the opportunity to ask questions one on one. Ensuring Software Success In addition to Yardi staff...

Spring is here and you know what that means… it’s time to clean! Knocking down cobwebs, patching paint and completing other spring cleaning chores will get your properties ready for the busy leasing season ahead. Keeping your properties in top condition will help you attract and convert more prospects. In fact, one renter preferences study showed that two of the top five factors influencing leasing decisions are “property appearance” and “community amenities.” And another study by SatisFacts showed that “quality of maintenance service provided” is one of the highest-ranking factors for an apartment resident’s lease renewal decision. Use the checklist we’ve created to make sure you don’t miss anything important. If you do, it could cost you more money (and leases) in the long run! See the 27 things you should be reviewing each spring. Download our free property maintenance checklist. Plan Ahead Well-maintained properties improve retention and are easier to lease. With a preventative maintenance program, you may also be able to avoid breakdowns and keep your equipment and appliances working longer. Making early repairs can stop small issues from growing into more serious problems. Each building is different, but if you take the time to do a complete walk through of your properties, you can create a seasonal action plan that helps your team plan ahead for the entire year. Save Time & Money Maintenance takes both time and money, but the good news is that you can make everything a little more efficient using modern property management software. Online and mobile work orders make submitting and completing maintenance requests faster for everyone. With Genesis2, even small to mid-size property managers can speed up processes with electronic work orders. Allow residents to submit maintenance requests online or from their phones and they...

Yardi is a place where learning and creativity are encouraged. Internships are a vital part of our company culture, offering a fun and informative way to introduce graduating students to the technology industry. The Yardi internship program offers hands-on work experience, professional development and networking opportunities. Our interns can be found working on everything from programming and eLearning to client support and marketing. We asked a few of our current interns and recently hired team members about their experiences. Below, they provide insight into what types of projects, skills training and career opportunities an internship can offer graduating students. Applying According to Jason Rollman, Manager in Client Services at Yardi, “Interns apply and are interviewed in the same manner as someone who is looking for full-time employment.” College students majoring in Math, Finance, Economics, Statistics, Computer Science or Accounting are preferred. After being hired, flexible weekly scheduling allows students to prioritize academics while typically working a minimum of 15 hours per week. Silvana Keiling, a former intern and current software development engineer, applied for the Yardi Romania internship program after learning about it at her university. “If you wanted to apply for an internship, it was pretty hard not to choose Yardi Romania,” she reflected. As a global company, we support a technical internship program at our offices in Cluj-Napoca, Romania and internships across our offices in Canada. In the United States, Yardi works closely within the University of California and California State University systems and recently expanded internships to the East Coast. Yardi culture Our company values collaboration, customer service, innovation and fun. We are looking for individuals who are driven, have a desire to learn and enjoy a laid-back team environment. When asked about his experience as an intern, Cody Underwood, a fourth year Business...

As 2016 comes to a close, we look back in reflection on a successful year. Here are a few of our favorite Yardi moments from 2016: The Balance Sheet, Yardi’s corporate blog, celebrated its fourth anniversary! In February, Yardi launched a new data centre in Dubai to meet the data security and infrastructure needs of a growing client base in the Middle East. Yardi welcomed iMS Immobilien Management System GmbH to the Yardi family! iMS GmbH is a German developer of commercial property management software. CSU Channel Islands and Pacific Coast Business Times honored Yardi Systems and CEO Anant Yardi. Anant Yardi was named Business Leader of the Year by the Business & Technology Partnership at California State University, Channel Islands. Mr. Yardi was also inducted into the Pacific Coast Business Times Business Hall of Fame in recognition of his contributions to the software industry. Yardi aided displaced Fort McMurray fire evacuees. Mobilizing teams in four different time zones, Yardi created a centralized housing registry connecting local landlords and residents in need of housing. Yardi acquired Proliphix, a leading provider of energy control solutions. We welcomed its clients and staff to the Yardi family! Gordon Morrell was named Executive of the Year at the South Coast Business & Technology Awards. “I’m honored to receive this award, but it really is not for me,” Morrell said. “It is for the entire global team at Yardi. The reason for our success is the exceptional collaboration of everyone at the company, rather than the efforts of one individual.” Yardi won a NREI/IMN Commercial Real Estate Award in recognition of the Yardi®Smart Energy Suite. Multi-Housing News earned Gold for best website at NAREE’s fiftieth conference. In August, we celebrated 5,000 Yardi employees strong worldwide! Yardi released Yardi Genesis2for Affordable Housing. Yardi welcomed two new Marketing Geniuses. Meet Mia...

If you’re a small to mid-size residential property manager who is looking for a way to simplify processes, you’re not alone. Landlords and property managers wear many hats, often jumping back and forth between office chores and onsite duties in a single day. The constant juggling of locations, jobs and tools can be exhausting! The four responsibilities below are probably a huge part of your daily life. Keep reading to see how you can use a smart property management platform to excel at each and every task – without juggling passwords or feeling chained to your desk. Streamline Property Management Is your software made to suit your portfolio? Some solutions only work well with one asset class, and others generalize for multiple property types without providing the specific tools you need to manage a diverse portfolio. The right software platform will have everything you need to support every property type. For residential property management – whether it’s single family home, apartment, affordable housing or condo – you should be able to move-in residents and complete your accounting tasks as well as maintain compliance and calculate community fees as needed, without having to use a separate program. And on the commercial side – whether it’s office, retail, industrial or self storage – you should be able to run automatic CAM reconciliations that will save you significant man hours every year. Integrate Property Marketing Adopting a property management solution with marketing and leasing capabilities benefits both managers and renters. Recent research by Google indicates that apartment shoppers view 20 property websites online, but only visit three properties in person. Make sure your property gets a visit by having a responsive website with high resolution photos and floor plans, as well as SEO-friendly content. RentCafe for Genesis2...

“The Millennials are coming, the Millennials are coming!” We’ve all heard some version of this over the last few years, but now they’re here and ready to rent. Are your properties positioned to get their attention? Here are six simple ways to attract more Millennials to your vacant properties. Learn how you can help them find, like, and trust you, so they will take the next step to becoming residents. Be found on mobile. According to Google, more searches now take place on mobile devices than on computers, and 87% of Millennials always have their smartphones handy – day or night. That means if you want today’s young renters to move in, they need to be able to find you when they’re searching on their phones. Is your property website optimized for viewing on mobile devices? If not, you’re missing out on valuable prospects and possibly not even ranking in search engines at all. Display accurate information instantly. Don’t waste anyone’s time by making your unit availability or prices hard to find. Millennials may be online often, but they’re in a huge hurry! Google tells us that while mobile sessions are increasing, time spent per site visit has decreased 18% in the last year alone. If searchers can’t quickly find the answers they need about your property, they’ll move on, rather than spend more time digging for information. Save yourself extra hassle (and data entry hours) by using online property management software that automatically and accurately updates your internet listings for you on multiple ILS sites. Use great photos. Don’t use outdated or blurry photos on your website, and definitely avoid stock photography whenever possible. Millennials are photo-savvy, thanks to their smartphones and photo-sharing sites like Instagram and Snapchat. They expect to see authentic...

Applied Property Management Co. takes pride in spreading fast, convenient service across a portfolio that consists of thousands of apartment units which include market rate, subsidized housing and commercial spaces in New Jersey. Making life easier for residents and staff lies at the heart of Applied Property Management’s mission.  “Our company practices a paperless approach, starting at the very beginning—applying to live here,” says Raymond Lucena, a Yardi® specialist with Applied Property Management, the property management arm of Hoboken, N.J. developer Ironstate.  The company’s residential leasing process is 100% online, from marketing, applying and screening through lease signing and payments.  “It’s a user-friendly experience, which is a lot different than relying on paper as we did previously.  If you search our properties through Google, for example, you’ll go directly to our property websites via RentCafe®.  Our lead conversion rate is higher in the four years we’ve been using RentCafe because applications can be completed almost instantly.” Applied Property Management’s philosophy of paperless convenience extends to residential service.  “About 92% of our market-rate residents pay rent online; we expect that to reach 99%,” Lucena says.  “Eventually we want to duplicate this degree of participation in our commercial space.  We want all residents, vendors, and retail managers to manage work orders, ledgers, payments and everything else electronically.” Applied Property Management went mobile as well as paperless in the search for greater efficiency.  “We equipped our leasing agents with tablets and mobile devices.  When they’re showing a unit, they can launch the application, screen the prospect through Yardi Resident Screening™, and sign the lease on the spot, without waiting for paper documents to come through,” Lucena says. Staff technicians can receive, prioritize and document maintenance and inspections in the field with the mobile-enabled Yardi Maintenance™ and Yardi...

Property managers are busy people. It seems like there is always more to do! Paperwork and desktop data entry can really slow you down, especially when you need to be onsite. No one can be in two places at once. Fortunately, today’s technology is making it easier to work more effectively from anywhere. Mobile tools empower property managers with a streamlined, convenient, and modern way to do business. Mobile leasing, mobile payments, and mobile maintenance are three innovative solutions currently available to small to mid-size residential property managers using Yardi Genesis2 that will help you get more done in less time. Mobile Leasing Mobile leasing is a must in today’s marketplace. In fact, the recent NMHC/Kingsley 2015 Renter Preferences Study that polled nearly 120,000 residents revealed that 85% of renters prefer to apply online. Not only is it more convenient for them, it also saves you time and increases your opportunity to convert more leads into leases. When a potential renter is ready to begin the leasing process, your mobile-friendly website should be ready to turn prospects into residents with step-by-step online leasing. Mobile leasing solutions let website visitors view real-time pricing, see unit availability, and complete online applications right on your property websites from any device. Applicants can fill out and submit all required forms online day or night to complete the leasing process. This means you can now fill your vacancies around the clock without being limited by your office hours. With mobile leasing capabilities, you never have to worry about the time-consuming process of scheduling appointments and manually processing applications. Applicants just check out your site, apply online, and move on to the next, more exciting step of being a renter. Mobile Payments Paying rent online is a convenience that many...

LONDON – Industrial property has emerged as one of the strongest performing asset classes this year, apparently brushing off the threat of Brexit as consumers shop – or rather, click – until they drop. The rise of e-commerce means tenant demand is robust, with record rents being achieved in tightly-constrained urban areas where logistics space is competing with residential. However, occupiers are having to invest heavily in technology. In a continuing series of think tanks, Yardi brought together a panel of experts to discuss these issues in the European real estate market. Panelists: Claer Barrett, Financial Times – Chair Alan Holland, Business Unit Director, Greater London – Segro Richard Croft, Chief Executive – M7 Real Estate Mark Bowden, Partner – Caisson Investment Management Michael Williams, Investment Manager – M&G Real Estate Kevin Mofid, Research Director – Savills CB: The good news is that we’re seeing healthy yields and rental growth on industrial space, particularly in the Greater London area – but is this mainly because so much of it has vanished in the past decade? AH: The pressure on land for industrial and urban logistics is immense, particularly in areas of population concentration where developers like Segro are competing with house builders. According to the GLA, around 700 ha of industrial land has been lost in Greater London as places like Nine Elms, Old Oak Common and the Olympic Park ha ve become residential areas. That’s the equivalent of seven times the size of Regent’s Park – it’s gone and it won’t be replaced. KM: Since 2009, Savills research shows the supply of existing warehousing stock has decreased by 70 per cent. But at the same time, take-up has risen from a long-running average of 18m sq ft per year to 22m sq ft in the...

Where were you on the night of August 6? While you were probably sleeping (we certainly were), Google rolled out changes to the way local businesses appear in search results. This update affects everyone from restaurants and retail stores to—yep, you guessed it—apartment communities and property management companies. What? Google has updated how local results appear to both desktop and mobile searchers. Before the update, seven local businesses would appear under the map that displays local search results. After the update, only three local businesses appear. What was known as the “7-pack” by SEO experts is now the “3-pack.” Instead of ranking in the top seven local results for a search, you now have to rank in the top three to show up on the first page. Why? While Google has called this an update that “provides people with more relevant information,” multiple sources have suggested that this might be a move to encourage more businesses to use AdWords, Google’s pay per click (PPC) advertising tool. When the chance that you will appear in organic search results is reduced, you will probably be more inclined to pay for priority placement. How will it affect property management? Less space is dedicated to local results Before your business had to rank in the top seven to appear organically, now it has to be in the top three Less information now appears under the local listings; exact addresses and Google+ links have been removed Business hours have been added On mobile searches, reviews and the click-to-call button appear (websites do not) On desktop searches, reviews and website links appear (phone numbers do not) Although fewer local listings are now instantly visible, when a user does click through to get more information about local results, 17 additional local...

If you’re looking for ways to make procurement for your real estate interests faster, easier and less expensive, read on to find out how Yardi and The Home Depot can help. At the National Apartment Association’s Education Conference (#NAAEduConf) this week, attendees to the Las Vegas event can learn how to take their procurement process to the next level. If you are looking for creative ways to better your business, this is one you don’t want to miss. Yardi Marketplace provides a powerful suite of services for owners and operators. We recently had the opportunity to chat with The Home Depot’s Scott Matthews, Director, Strategic Accounts for the home improvement retailer. Read on to get more insight from Scott into how The Home Depot partners with Yardi on a competitive procurement solution. Last year, The Home Depot and Yardi announced an exciting new partnership. How would you describe The Home Depot’s vital role within Yardi Marketplace? Matthews: One of the many great things about The Home Depot and Yardi Marketplace relationship is that customers have full access to all of the products that The Home Depot offers. All participating customers have the ability to access The Home Depot products by using Yardi Marketplace. Full-service Yardi clients have the ability to access The Home Depot catalog through Yardi Marketplace, while enjoying the full Procure-to-Pay experience. In both cases, customers can still purchase directly at the store if needed or order through Yardi Marketplace for free in-store pickup or free delivery.  The Yardi Marketplace is a free program for all participating customers. How do you find the average property manager or maintenance supervisor uses The Home Depot for procurement, and are they missing any chances to shop smarter? Matthews: Property managers using The Home Depot for...

Do you know how to take the leasing lead in your market? It might be easier than you think! The results of our recent leasing strategy survey revealed that smart multifamily firms have multiple opportunities to increase performance and out-market, out-lease, and out-renew the competition. But to beat the competition, you have to know what they’re up to, right? To that end, we put together these top three takeaways from the responses to our survey of multifamily marketing and leasing professionals across the industry: 87% of property management companies surveyed don’t recognize/reward good follow up activity. Create a strong follow up tracking and recognition program to shape your company culture to instantly outperform 87% of your competitors! 64% of companies have no way to monitor resident relationship activity (interactions with residents). Track and reward resident relationships to prevent the loss of good residents. This will also help you impress new leads coming from other communities who don’t carefully manage the resident experience. 52% of responders don’t set a cost-per-lead goal, and 42% don’t have a cost per-lease-goal. Set concrete goals and measure your performance after one quarter. Is there room for improvement or are you doing better than you expected? Adjust accordingly. “Marketing budgets are limited,” notes Esther Bonardi, industry principal of Yardi Marketing Solutions. “Without standards and measures in place to ensure you are getting enough traffic for your marketing spend, you will easily end up with fewer leads than companies who use ROI reporting to make good marketing decisions.” It’s critical to identify opportunities where you can exceed competitor performance and commit to improvement in those key areas. Establishing standards and tracking results is essential to keeping your team on top of the market. Other interesting survey findings include: 46% of respondents...

The second quarter of 2015 has begun on a positive note for built-to-rent single family properties. Markets for existing single family rentals across the nation enjoy occupancy rates close to 95%–and these properties need managers. If you’ve positioned yourself properly, then success is well within reach. If not, here are a few tips to bring you up to speed. Build Bridges As your business grows, so should revise your list of industry contacts. By expanding your network of professional service providers, you will be better equipped to thoroughly meet clients’ needs in a timely manner. In a perfect world, you will already have an advanced understanding of federal, state, and local laws regarding fair housing, tax codes, and business regulations. But since you probably don’t have the time, energy or mental capacity to be an expert in everything, familiarize yourself with the aforementioned guidelines and then add lawyers that specialize in real estate and contract law to your inner circle of contacts. Inspectors also make good friends, since they can detect problems with your properties before they become lawsuits. Accessibility compliance inspectors, as well as those with expertise in building codes and environmental regulations are excellent contacts to have on hand. Be sure to have each property inspected every 3-5 years. As houses experience wear and tear, land shifts, and properties settle, a property can fall out of compliance. Without early detection, a property out of compliance can cost you millions. Let’s not forget your everyday heroes—you will need plenty of them. You probably already have a strong relationship with a local handyman, electrician, and plumber. Consider adding at least two more professionals from every county in which you plan to expand. This way, you won’t exhaust your current contacts and you won’t have all of your eggs...

MHN Excellence Awards recognize the multifamily industry’s most noteworthy people, companies and properties. The 2015 winners will be selected by a panel of judges representing expertise across all multifamily disciplines. Submissions will be due by Monday, June 15. Here’s how to enter. 1) Select the categories you’d like to enter and click to download those entry forms for rules and instructions; •    Executive of the Year •    Property Manager of the Year •    Leasing Agent of the Year •    Development Company of the Year •    Property Management Company of the Year •    Best Brokerage Office •    Transaction of the Year •    Best Apartment Community •    Most Tech-Savvy Community •    Best Marketing Program •    Best Value-Add Renovation •    Best New Development and Design •    Best New Development: Unbuilt 2) After completing the entry form(s), click here to upload form and submit payment online. (You still have the option of mailing us your entry as hard copy in a binder and/or paying by check; follow those instructions after you download the entry form from the list above.) If you have questions, contact Diana Mosher, Editorial Director at [email protected]. Finalists will be announced in August at multi-housingnews.com and winners will be announced in September at a special event in New York and published in the October issue of the magazine. All winners will receive a personalized award for display in their office or multifamily...

Deena Howell’s granddaughter sells an uncanny amount of Girl Scout cookies. “That’s because I taught her everything she knows about sales,” Howell smiles with a twinkle in her eye. “That’s why she’s so good at selling those cookies.” For nearly a decade, Howell worked as a leasing agent before becoming a trainer with her company. The skills she learned in the field benefited her throughout her entire career and well into her retirement as a leader in her granddaughter’s troop. Through her own experiences and training others, Howell has discovered seven pointers that help decent leasing consultants become stellar. Practice Empathy in Action Rather than selling from a script or promoting things that you like about the community, take the time to understand prospects’ needs and interests. Use those points to present the home that is right for them. “Make that unit seem like it was made for them rather than selling the first available unit. When you understand them, you understand what they need to hear and see.” Learn Active Listening Listening and processing information is vital to effective communication, especially with investments like a home. “Listening is the single best way to learn what the prospect really wants and how to sell it to them,” says Howell. “Even repeat info back to them to clarify. They will appreciate that you’re trying to understand them and they’ll trust your insights later on.” Sell Value, Not a Product “We don’t just sell a unit,” says Howell. “We sell a home, a lifestyle and possibilities.” The floor plan may encourage prospects to call but selling the lifestyle and the future possibilities will get them to sign the lease and renew later. Keep Learning About the Community This is especially important if you commute to work....