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Resident Lead Generation
This is a PAY per RESULT apartment marketing solution.
Our Resident Lead Generation solution generates 2-3 daily new calls. How do we do this? We have identified some of the Internets leading web presence companies. We place weekly updated ads of every floor plan on each of these companies' websites. Craigslist, Whitepages, Google Maps, Yahoo Local, etc...
Customer Feedback - Beckie Foust
"Occupancy100 generates 1-2 qualified leads per day"
"Currently Occupancy100 generates 1-2 qualified leads per day, and 3-4 new applications a week. We love it. Most of our new tenants have come from occupancy100s services."
Beckie Foust Property Manager - ...
Apartment Marketing Solutions
Difficult Economic Times Have Affected the Apartment Industry
With difficult economic times... Unemployment is rising... Delinquencies dog revenue... more and more potential renters are doubling up... Traffic is slow... Occupancy is edging downward...
Apartment Communities need more resident prospects:
Calls - with so many renters doubling up we can't afford not to generate as many as possible,
Visits - statistics show that results are much stronger from online contacts if responded to within the first hour,
Emails - increasingly resident leads do not want to talk on the phone or otherwise interact. Some properties we serve have closed over 10% of their leases without a ...
After Hours Leasing Support
This is a PAY per RESULT Apartment Marketing Solution.
We have found that potential residents fill out applications after work once they have gotten home. This means that rental applications are submitted after your leasing office has probably closed. Our research suggests that applications that are responded to within the hour lease more than 50% of the time. Because of this we have professional leasing agents at our central office between the hours of 8am to 2am which ensures that more than 90% of all applications are responded to within an hour. Even if your leasing office is not open, you ...
Finding Better Residents
Finding better qualified residents is essential to the success of your multi-unit property. Increasing apartment occupancy can be done through two main methods:
The first method for finding good, qualified residents is to heavily advertise your apartment so that you capture as many potential residents as possible, and then weed out the many unqualified rental applicants. This method of resident acquisition brings you a plethora of potential residents but heavy advertising is expensive.
The second method for finding great qualified renters is to only advertise to renter prospects who are more likely to qualify. Acquiring renter traffic though this method of resident ...
We have found a post by Chris Thorman on his Software Advice website about Property Management Software. This article briefly explains the many problems property managers face such as keeping track of resident leads, managing marketing your apartment, building an apartment marketing website, and much much more. Also he brings up a great point on how a recent report by Apartment Internet Marketing shows that 46% of prospective resident leads come in past the normal 9am-5pm operating hours. The article touches on the importance of an online rental application and how collection information from your website can help you know more about your prospective residents such as where they found out about your apartment community… click Property Management Software for more on this post.
-Put the phone number in multiple places so it is always visible (even when scrolling)
-Show pictures of the interior of your unit
-Make contacting the property as easy as possible with links and email addresses
-Remember, post links that go to the property, not the ‘main’ website (many people do not want to perform another search after searching craigslist)
U.S. consumer debt fell another $10 billion last month. Current predictions are the average savings rate for the coming decade will exceed 9%. Retailers believe spending has shifted long term to necessities and away from luxuries.
So, the question becomes how can we as owners squeeze more into less. I see a few areas we intend to act upon including:
Bunking options with safes for valuables in properties with space for more tenants,
Storage options for folks downsizing from homes,
Fixed income rent plans with utilities built in (reimbursed by the tenant is our plan), and
By the bedroom leases and roommate management.
Managing in this environment is challenging, but with some imagination, these type changes may offer higher occupancy and higher margins even as pressure on price is increasing.
For folks looking at new units, I believe smaller floor plans are likely to regain a great deal of luster as total cost of living including rent and utilities become more important.
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.
As the economic downturn has continued to worsen, I’ve watched deliquencies grow worse at several properties, I believe we are seeing more crime on our properties, and I am sure I could find other effects if I looked closer. All of this has caused me to consider our tenant screening process. The fact is a background check and credit check provide little information.
In the future, our company will be looking for subtle ways to strengthen and broaden our tenant screening process. The results of that effort will focus not only on tenant selection, but also on tenant retention. Consider that if using this information you can change your base as little as 5% per year that the results will become compellingly positive over a few years time.
Our focus is going to be on learning more about lifestyles, education, interests, and social choices. From these, we will focus on tenant retention and tenant incentives. We believe these are excellent way to develop tighter communities where the incentive to rent will overcome the desire to own as residents become more focused on cash producing asset acquisition than homeownership.
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?
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:
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!
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).
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.
A 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!
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
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.
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.
In the course of our daily grind, we can easily become distracted by so many things… We need to collect rent. We need to have tenant files correct. We need to complete the repairs and maintenance. Unfortunately, leasing requires time every day.
Here at www.apartmentmarketingsolutions.com we’ve learned the hardway. Leasing requires careful attention everyday. We need to identify our apartment competition. Compare them on the basis of features, size, convenience, service, and other items that residents will consider. We must understand what other multifamily portfolio concessions look like. We have to ensure we compete on price for the same apartment unit features. And, that is a beginning.
We have to ensure our leasing collateral is accurate and ready to go. We must understand how to present our multifamily property characteristics. And, we have to be armed to successfully sell them as resident prospects call or visit our property.
Next, and a new complexity in today’s apartment leasing world, we have to a great website that tells about the community, the property, apartment amenities, and apartment features. The more we provide the better our opportunity to lease.
This is all great, but in my estimation these points are fundamental. The real key to successful leasing is careful attention each day to driving and closing traffic. As operators, we have a responsibility to find out what is going on in the conversations, where they fail, where they succeed, and so on. Single minded focus on all elements of earning a resident prospect and improving the opportunity to close with the prospect on a new apartment lease.
