Ronald Harrington https://www.linkedin.com/in/ronaldharrington/ discusses the evolving concept of creating urgency in leasing, emphasizing understanding prospects' timelines and building confidence rather than relying on traditional pressure tactics and concessions.
In this episode:
Differences between pressure and urgency in leasing
The impact of online availability and digital pricing
The role of concessions in creating urgency
Focusing on prospects' timelines and reasons for moving
Building confidence to facilitate decision-making
Chapters
00:00 Introduction to the new approach to creating urgency
02:08 Why traditional urgency tactics no longer work
03:49 The importance of understanding prospects' timelines
06:05 Connecting with prospects' reasons for moving
06:57 The role of concessions in today's market
07:53 Building confidence instead of applying pressure
09:13 Guiding prospects to make their own decisions
10:12 Stop faking scarcity, start understanding prospects
10:40 Conclusion: Focus on confidence and decision support
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Ronald Harrington https://www.linkedin.com/in/ronaldharrington/ shares practical strategies for building genuine connections with prospects in leasing, emphasizing the importance of human interaction over AI. Discover how to foster trust, speed up leasing processes, and create meaningful relationships that lead to repeat business.
In this episode:
The importance of human connection over AI in leasing
Strategies for building genuine relationships with prospects
How emotional engagement influences buying decisions
Time-saving tips through relationship building
Using stories and personal interests to connect
Chapters
00:00 Introduction to the importance of connection in leasing
00:29 Commercials reveal prospects crave real human interaction
00:53 The impact of face-to-face communication on trust
01:21 AI responses vs. human responses in leasing follow-up
02:13 The value of phone calls over automated responses
03:06 Deepening connections through personal questions
04:52 Moving beyond surface questions to build trust
06:03 Humans buy on emotion, justify with logic
07:08 Building trust speeds up leasing decisions
08:27 Investing time upfront saves time in the long run
09:19 Recap: Focus on emotional connection in leasing
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Ronald Harrington https://www.linkedin.com/in/ronaldharrington/ and Stephanie Oehler https://www.linkedin.com/in/stephanie-o-0295924/ explore the true meaning of value in leasing and sales, emphasizing the importance of connection over concessions. They discuss how to train leasing teams to create genuine value and build trust with prospects, moving beyond transactional tactics.
In this episode:
The true meaning of value in leasing and sales
How to train leasing teams to create real value
The impact of concessions and discounts on perceived value - the McDonald's version
Building trust and connection with prospects
The role of emotional storytelling in sales
The influence of AI on leasing workflows
Strategies to shift from transactional to relational sales
The importance of understanding prospect priorities
Chapters
00:00 Introduction and guest introduction
01:29 The concept of value in leasing and sales
02:23 McDonald's value meal analogy and its limitations
03:13 Redefining value as higher than the asking price
05:29 Selling the value of the neighborhood
06:53 Location as the primary search factor
07:22 Creating value based on prospect priorities
08:39 Impact of transparency and full information
10:09 The connection and emotional value in leasing
11:47 Using points and travel as an example of value
13:14 Relationship vs. transactional sales
14:23 Concessions and shrinkflation in leasing
15:50 The challenge of rising concessions and renewal shock
19:07 The role of AI in leasing workflows
21:27 The importance of closing out leads effectively
22:34 Training teams to create value higher than the asking price
23:28 The impact of industry expectations on discounts
24:23 The dangers of slashing prices and trust erosion
25:09 Using math to demonstrate true value to prospects
27:44 Moving from transactional to relational sales
28:12 The importance of perceived value over price
29:20 AI's role in supporting human interaction
32:33 Effective lead management and closing strategies
33:39 Stephanie's leasing superpower: energy and enthusiasm
35:53 Contact information for Stephanie Oehler
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Ronald Harrington https://www.linkedin.com/in/ronaldharrington/ discussed the importance of asking for the sale in leasing in this micro-living edition. He shares a personal story about missed opportunities and provides practical tips on confidently closing deals and guiding prospects through the application process.
In this micro episode:
The importance of asking for the sale in leasing
How to confidently ask prospects to apply
Guiding prospects through the leasing journey
Overcoming nerves and discomfort in sales
The impact of not asking on sales opportunities
Techniques for effective closing in leasing
The role of confidence in sales success
Using next steps to guide prospects
The psychology behind asking for the sale
Chapters
00:00 Introduction to micro living and today's topic
00:29 Ronald introduces the topic: asking for the sale
00:45 Personal story about trading in lotion and missing the promotion
01:14 The importance of asking for the sale in sales and leasing
02:03 How not asking leads to missed sales and commissions
03:22 Prospects expect us to ask for the application
04:20 The confidence needed to ask for the sale
05:01 The expectation of asking for money in everyday transactions
05:31 The power of being direct in asking for the application
06:19 Guiding prospects with clear next steps
07:16 Missed opportunities due to not asking
08:29 Challenge: Practice asking for the lease and celebrate success
08:56 Closing remarks and encouragement
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Ronald Harrington https://www.linkedin.com/in/ronaldharrington/ explores how trust and relationship management impact resident advocacy in multifamily housing, emphasizing the importance of curiosity and understanding to maintain strong supporter relationships.
In this micro episode:
- The fragility of resident advocacy
- The importance of trust and relationship management
- How to recover from lost resident support
- The role of curiosity in customer relationships
- Impact of policy enforcement on resident trust
- Strategies to prevent losing top advocates
Chapters
00:00 Introduction to Micro Living and Advocacy
03:48 The Fragility of Trust in Multifamily Living
06:36 Building Relationships Through Curiosity
09:41 Conclusion: Advocates vs. Critics
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Ronald Harrington https://www.linkedin.com/in/ronaldharrington/ joined forces with SVP of Growth and Marketing at Kurie, Kristi Fickert https://www.linkedin.com/in/kristifickert/ to share strategies about innovative streaming TV advertising for multifamily, emphasizing how to capture and hold renter attention in a crowded digital landscape.
In this Podcast Palooza episode:
- The shift from attention to attention retention in marketing strategies
- How creative fatigue impacts ad effectiveness and ways to combat it
- The transformative role of storytelling in renter engagement
- Why short-form video and personal stories resonate more with prospects
- The rise of streaming TV as a low-cost, high-impact advertising channel
- Utilizing streaming TV to target warm leads through geofencing and data insights
- The importance of ad frequency and creative refreshes to combat ad fatigue
- Case studies demonstrating ROI and success metrics with streaming TV campaigns
- Practical steps for multifamily marketers to incorporate streaming TV into their prospect journey
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Chapters
00:00 The Power of In-Person Marketing
01:38 Attention Problems in Marketing
03:03 Creative Fatigue in Advertising
06:33 The Shift to Video Content
10:24 Streaming TV as a Marketing Tool
12:36 Understanding Streaming TV Demographics
14:55 Mid-Funnel Marketing Strategies
18:03 ROI Insights from Streaming TV
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In this micro living episode of Rooms With Ronald, Ronald Harrington https://www.linkedin.com/in/ronaldharrington/ emphasizes the importance of tone and delivery in leasing and customer interactions. He shares practical tips on how to improve communication by focusing on how you say things, not just what you say.
In this episode:
- The importance of tone and inflection in communication
- How confidence and attitude influence customer perception
- Practical exercises to improve tone and delivery
- The impact of smiling and pacing in conversations
- Matching energy without mirroring emotions
Chapters
00:30 The Importance of Tone in Communication
06:48 Practical Tips for Effective Communication
10:35 Creating Authentic Connections in Leasing
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In part two of the leasing experience gone awry, Ronald Harrington https://www.linkedin.com/in/ronaldharrington/ and Kara Rafferty https://www.linkedin.com/in/kararafferty/ highlight critical lessons property managers and leasing professionals must learn to elevate their service to an influencer level.
Discover how communication breakdowns, trust issues, and misaligned expectations can impact tenant retention—and what you can do to turn these challenges into opportunities.
Key Topics
-The importance of consistent communication and setting clear expectations with prospects
- How trust is broken through broken SOPs and neglecting the prospect's needs
-The significance of walking a unit before a move-in and creating memorable first impressions
- Why community engagement and understanding a prospect’s “why” can make or break a lease
- The impact of industry patterns and KPIs that no longer serve modern renters
- The role of honest, transparent messaging in fostering long-term resident relationships
- How guest insights can elevate your teams’ engagement and operational strategies
Chapters
00:00 The Apartment Search: Part 1 Recap
03:43 Navigating Communication Challenges
06:38 Trust Issues in Leasing
09:42 The Importance of First Impressions
12:47 Community and Connection in Apartment Living
15:45 Managing Expectations and Communication
18:41 The Move-In Experience
21:46 Lessons Learned and Future Improvements
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Discover how genuine, relationship-focused communication can transform leasing experiences. In this conversation, host Ronald Harrington https://www.linkedin.com/in/ronaldharrington/ discusses the importance of emotional intelligence in follow-up messaging within the multifamily industry. He highlights how cold, automated messages can harm relationships and offers practical tips to improve communication and build trust with prospects.
Key Topics:
-Why cold, automated follow-up messages damage relationships
-The importance of emotional intelligence in leasing communication
-Practical tips to craft warm, multi-channel follow-up strategies
-The impact of messaging on prospects’ perception and response
-How to leave the door open for future engagement
-The role of empathy and personalization in today’s tech-driven industry
-Auditing and improving your current messaging for authenticity
-The future of leasing: integrating technology with emotional intelligence
Chapters
00:00 The Importance of Follow-Up Messaging
03:48 Emotional Intelligence in Communication
06:55 Practical Strategies for Effective Follow-Up
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Are you in the apartment industry or a renter who wants to better understand the leasing process? This episode dives into real-life experiences and industry insights to uncover what truly matters in apartment hunting – from building customer trust to understanding product details.
In this conversation, host Ronald Harrington https://www.linkedin.com/in/ronaldharrington/ chats with industry titan Kara Rafferty https://www.linkedin.com/in/kararafferty/ about a family member's apartment search, highlighting common pitfalls, overlooked questions, and the importance of transparency and relationships.
Main Topics:
- The complexities of apartment shopping for family members
- The importance of asking the right questions about amenities, services, and pricing
- Lessons on resident experience and leasing paralysis
- Industry challenges with property turnover and communication
- How to improve apartment leasing from a customer-centric perspective
Chapters
00:00 Introduction to Apartment Shopping Experience
03:44 Navigating the Complexities of Apartment Leasing
06:43 The Importance of Asking the Right Questions
09:40 The Search Process: Choosing the Right Property
12:31 Experiencing the Leasing Process
15:49 Understanding Pricing and Value in Leasing
18:49 Challenges Faced During the Application Process
21:38 Final Walkthrough and Move-In Experience
24:52 Gearing Up for Part 2
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