Archive for the ‘Apartment Marketing’ Category

An Apartment Marketing Site is not Equivalent to a Great Website!

Sunday, October 4th, 2009

Why would a great website not necessarily make an effective website for an apartment community?

Prospective renters don’t consider renting apartments in the same way they look at purchasing a good book, a computer, or perhaps selecting a dry cleaning service.  There are some similarities.  Once a consumer purchases a computer, they are commited for an extended period of time to make use of the product along with its weaknesses and strengths.  However, a computer is a decision that is not impacted by many external factors.  Choosing a computer doesn’t create a need to know where you will go to the doctor, or how far it is to the grocery store, or where the nearest fast food may be, etc.  On the other hand choosing to rent an apartment can and should raise all these issues for prospective multifamily residents.

While over 50% of apartments searches begin on line and over 70% if they  are moving in from out of town, as individual complexes achieving Internet visibility can be tough.  This has led many apartment communities to conclude that they do not need a website.  Instead they rely on the ILS community to provide web visibility.

Allowing the ILS to be your initial Internet contact is a reasonable approach to gain access to consumers, but it is not reasonable in a world where the consumer increasingly would like to make a decision without speaking to anyone that this is all the consumer will seek to know.

Consumers and therefore renters are seeking providers that will show them what they need, clearly explain what their service offers for their need, and allow them to purchase without further use of their time.  The ILS is not and should not be positioned to do this for you.  As the apartment manager, operator, or  owner, you are uniquely positioned to provide robust and compelling community information.

Because of this the website for an apartment community is NOT equivalent to a typical “great” website.  Because of this, the Apartment Marketing Site is a bit different animal.  First, there is no need for glitzy high cost web design for a strong multifamily community website.  The key is well organized information that allows the consumer to fully understand the services, shopping, sites, etc. that the community offers.

Deflation – Apartment Marketing and Operations

Saturday, October 3rd, 2009

Today, Bloomberg ran an article that states an expectation of deflationary pressure throughout 2010.  The principal driver behind this conclusion is the weakened employment environment throughout the United States.  As a results as owners and managers we have to consider how this effects are operations and asset choices.

From a leasing perspective, this is extends the pressure households are under to accept living situations that were not acceptable in the past.  Rebuilding America’s wealth means lower fixed cost choices for a large percentage of us.  Owners should be considering rental options that will reduce tenants total cost of living decisions.  Our affiliated properties have been developing fixed income solutions and solutions to increase the tenant density in our units taking advantage of our generally abundant parking, often good access to public transportation, and other factors supporting this.

From an operations perspective, we must be reviewing our labor costs and assure that we remain competitive.  Additionally, as a sector that is likely to  recover more quickly in this economy, we may have talent opportunities that don’t often exist.  Also, expect and pursue significant reductions in costs for supplies and contract services.

As potential property investors, good deals today must offer extremely strong fundamentals as market conditions may continue to erode property values over the next 24 months.  And, for properties already owned, lower leverage is the choice path.

Great Post on ForRent.com – Apartment Communities Benefiting from Going Green

Tuesday, September 29th, 2009

I had an interesting conversation with Mike Whaling and Lisa Trosien on Twitter last week regarding the benefits for apartment communities going green during this economy.  A question was posed whether renters will actually see the benefit of apartment properties going green and therefore, pay the extra premiums associated with it.  According to the key findings from a Conscious Consumer Report (2009), 51% polled said they are “willing to pay more” for ‘green’ products. Confirming that study, Apartments.com published a survey stating “apartment communities that offer environmentally-friendly amenities are more likely to turn undecided renters into residents. Additionally, more than half of renters surveyed indicated they would take an apartment community’s commitment to environmental issues into consideration.” However, 66% polled in the Conscious Consumer Report said that price is very important in the purchase decision, implying that price can be the deciding factor.

Therefore, management companies that want to go ‘green’ need to consider factors that will help their bottom line in addition to the prospective renter.  You may ask, as Mike did, how can the bottom line in a community with sub-metered utilities be helped? Well, I called the one person I knew would know; that was my father, Scott Bucheister.  He is a salesman at Coastal Insulation and was recently certified by Earth Craft Virginia. He commented that “going green can have a direct impact for property manager’s finances by saving money on energy and maintenance costs.” Curious in what ways? Here are a few he mentioned:

Solar Lighting or CFL Bulbs:
The benefits of using solar lighting on an apartment property are abundant. First off, it has low energy costs. It has very little maintenance. And it comes from a renewable resource as it is powered by the sun. Another benefit is that solar lights continue working even if there has been a power outage. Because the energy isn’t coming off of an electrical grid, power outages make no difference. Installing solar lighting for your landscaping needs, wall lights, security lights, etc. around the apartment community will save money. Compact Fluorescent Light (CFL) bulbs will also prove beneficial to properties in common areas such as community centers, unit hallways, management and maintenance offices, etc.

Low Flow Water Devices:
Water and money can be saved by installing low-flow water devices around the apartment community. In community laundry mats, replace old washers with front-loading ENERGY-STAR washers that conserve water. In the community center install faucet aerators on your bathroom taps. Replace old toilets with new low-flow or ultra-low flow toilets or, in the kitchen, replace old dishwashers with ENERGY-STAR dishwashers that conserve water.

Xeriscaping & WeatherTrak Irrigation Systems:
Xeriscaping refers to landscaping and gardening in ways that reduce or eliminate the need for supplemental irrigation.  The specific plants used in xeriscaping depend upon the climate. Some common plants used in Western xeriscaping are agave, cactus, lavender, juniper, sedum and thyme. Advantages of xeriscaping include lower water bills, less time and work needed for maintenance, and there is little or no lawn mowing (saves energy).  Xeriscape plants, along with proper bed design, tends to take full advantage of rainfall and when water restrictions are implemented, xeriscape plants will tend to survive, while more traditional plants may be unable to adapt. “If you think about it, most apartment communities completely redo their landscaping every year with the flower beds, lawns, trees, etc. If they use native plants that are drought resistant they don’t have to replant every year to attract new renters,” said Mr. Bucheister. “In fact, I was so impressed with the idea of xeriscaping that I actually implemented this in my garden at home! It’s extremely convenient as I have little to no maintenance compared to beforehand.”

Besides xeriscaping, there are other irrigation systems that are environmentally friendly. While ordinary irrigation systems overwater your landscape, leaving you with high water bills, WeatherTRAK® smart irrigation systems help you save water, money and time by eliminating overwatering.  Drawing on information delivered wirelessly from 40,000 weather stations, the irrigation is automatically scheduled based on individual landscaping needs and local weather conditions. And catching rainwater using a rain barrel or other rainwater harvesting system can be used to water outdoor plants.

Energy efficient appliances, windows and light bulbs in apartments tend to help out the renters, yes. They can also be a great selling point in convincing a prospective renter to live at a community. And in my opinion should be done by all apartment communities. However, in the current economic situation property managers should also incorporate environmentally friendly ideas that will help their bottom line as well. Do you agree?

Original article can be found at ForRent.com

Apartment Leasing is Improved with Good Salesmanship

Monday, September 28th, 2009

The Apartment Marketing Blog has a very interesting and actionable post on salesmanship ideas that can improve close rates.  We all benefit from attending to ideas like these and others such as:

  • Dress codes,
  • Name tags,
  • Fresh cookies in the office and
  • Many others

Good luck and good leasing.

How to Win Online Prospects.

Sunday, September 27th, 2009

I recently wrote an article highlighting some key points for lead generation online on ezines.  The address is:

http://ezinearticles.com/?Online-Apartment-Leasing-Leads—How-to-Find-Them-and-How-to-Win-Them&id=2884453

You will find this article different because of the focus on what the process is in the prospect’s head while working with the Internet during the apartment search.  I’d recommend checking out the UrbaneLab for some good ideas regarding how to further decipher this process.  Their address is:

http://www.apartmentveteran.com/

Great Post by Scott Schneider – Is Your Internet Sales Strategy Broken? You Can Fix It in 20 Minutes.

Wednesday, September 23rd, 2009

I was recently in the market for a 2010 Honda Odyssey, fully loaded plus options.  My wife is expecting twins in February, and along with my 2-year old, we would soon outgrow our old vehicle.  The difficult decision to buy a (gulp!) mini-van was made; we settled on the Odyssey and figured out what options we wanted.  Being a member of the internet-savvy generation, I started by getting online price estimates from Autobytel.com and Edmunds.com and also researched what others were paying for the vehicle.  The only decision left was where to buy it.  I hope the next part will shock you into action…

I began by sending an email to twelve local Honda dealers, thinking I would find the one that offered me the lowest price and use that as a starting point for negotiations.  I was very surprised when only nine of the twelve dealers had valid email addresses listed on their website!  Even more shocking, of the nine dealers who got my message about buying a new car, only FOUR responded!  I replied to all four with a few clarifying questions, of which only three followed up.  I ended up purchasing my very expensive mini-van from one of those three dealers.

It’s amazing to me how quickly those three dealers increased their odds of making the sale from 1 in 12 to 1 in 3 by doing only the bare minimum of what is expected of any sales team.  Here I was, a prospect who had already done all his research, didn’t need a test-drive, didn’t need to discuss various options and features, and wasn’t going to take a long time haggling over price – and 75% of the dealerships I contacted never even got a chance to make the sale.   The similarities between purchasing a car and leasing an apartment are many.

Is your Sales team missing opportunities?  You should be able to complete these steps in 20 minutes or less to make sure you don’t have cracks in your Internet Sales strategy:

1. Review every page of your website to ensure the contact information (phone and fax too!) is up to date and that none of your pages are broken.

2. Test any automated contact forms on your website to make sure they work properly.

3. Send a test email from your website to each listed email address and make sure they work properly.

4. Clearly define whose job it is within your organization to respond to emails and how often the email inbox should be checked.

5. Clearly define a follow-up strategy for all email/internet prospects.

6. Determine how you are going to audit your organization’s adherence to Internet Sales procedures. This should include scheduled website testing from steps 1-3.

Don’t let your competition get the jump on you just because they remember to answer their email!

The original article can be found at: Multifamily Insiders

5 Great Apartment Marketing and Management Ideas

Wednesday, September 23rd, 2009

Hey everyone, after reading several reports provided by the National Apartment Association and the National Multi-Housing Council,  I have extracted some of the most valuable apartment marketing ideas and tips. They are listed in order of importance, and if done correctly will help you get more leads, double or triple applications, and significantly improve leasing success. I hope you enjoy!

  1. ALL marketing materials must have your main contact information (This means your online rental application and website address too! – see #2, #3): Let me explain this a bit further. Many people have the misconception that advertising and marketing are the same thing – they are not. It is true that successful marketing will pay huge dividends when advertising, but it is not the same thing. Marketing is the act of creating brand recognition and “buzz” about your company. So, when I say that all of your Marketing Materials must have your main contact information, it means that everything that you produce (news bulletins, surveys, signage, and of course your ads).
  2. You must have a strong Apartment Marketing Website: Your community website should be geared to both your current residents, while catering to new prospective residents. Here is a good example of an Apartment Marketing Website. Your website should have helpful information for your current residents, such as online rent-pay, resident work order request, community news, and a directory of local schools, services, shopping, recreation, etc. Most importantly your website should have well organized and direct sales information for your prospective residents. Floor plans, apartment amenities, discounts, maps/directions, and MOST essential every single page of your apartment marketing website must have a link to a web based rental application (see #3). Here is an example of an Online Rental Application.
  3. Apply NowA link to your Online Rental Application on every page of your Apartment Marketing Website and every single website advertisement: This point goes along with #1. An Online Rental Application will allow your prospective tenants to “contact” you and thus it is part of your contact information! All ads and other online marketing materials should include a link to your website AND a link to your online rental application. VERY IMPORTANT NOTE: If you have your own Online Rental Application, and it is not encrypted, you are liable! You are collecting sensitive renter information, and it is your job to keep that information SAFE!
  4. Respond to prospective resident leads and Online Rental Applications within 60 minutes of being received: Think about your potential resident leads and rental applications as milk left out on the counter. You only have so much time before the milk is sour and can not be salvaged. In our personal experience, Online Rental Applications responded to within the hour they are received, close over 50% of the time if they qualify
  5. Re-adjust office hours: It is a wonder why apartment leasing offices are open during “regular business hours” – 8am-5pm, it just doesn’t make sense. Why is this? After 3 years of research (over 700 Online Rental Applications, and countless leads) and compiling data, we have found that over 50% of leads and Online Rental Applications are received after 5pm! So this means that all of those leads and rental applications are not being responded to within the 60 minute time frame. Also, many people chose to look for apartments after work, after 5pm, and if your not in your office, you are losing leases. The office hours we suggest are 9am-7pm.

I hope you enjoyed it,

Sergio Navarrete

Apartment Marketing by Occupancy100.com

New Occupancy100 Video

Tuesday, September 22nd, 2009

Hey everyone,

We have been working hard to  create as many helpful videos for you to enjoy as possible. Here is a video that explains our apartment marketing solutions, and offers a great overview on Tenant Lead Generation, and the Online Rental Application.

Enjoy!

Apartment Residents Deserve Convenience

Sunday, September 20th, 2009

Many communities maintain 9  to 5 hours exactly coinciding with the working hours of our apartment residents.  Why is this?  Shouldn’t we take a hint from retail sales.  Business hours need to allow residents to take care of business at their convenience and not ours.  Why not maintain hours from 10:00a.m. to 6:30p.m.  Let’s adjust to the needs of our customers.

Online Applications Win 4 to 1 Over Phone Call Leads

Tuesday, September 15th, 2009

We have recently compiled statistics from our own apartment customers that show that a properties receives almost 4 times as many completed online apartment applications as phone calls if the consumer has an option.  This seems a pretty significant fact when an application is much more likely to result in a lease.  This fact follows others we’ve seen from our own experience.  The online  consumer is heavily focused on convenience.  If you deliver convenience the probability of a sale rises sharply.