I admit it… I shamelessly took my children (4 year old twin girls) to shop one of my property’s competition this weekend. I told them we were pretending to get a new house and that they needed to be mini-inspectors like their mom and check to see if the apartments were “good”. In my kids’ minds, things are either “awesome”, “fine” or “crappy” – just to pre-warn you.
Comp #1 featured a comparable rental price and quare footage, but horribly worn berber carpet that according to my oldest, looked like the “crappy sidewalk” by their favorite park. This comment went unchallenged by the leasing agent.
Comp #2 featured a higher rent, less square footage, but big money amenities on the property and in the unit itself. The leasing agent completely neglected my kids on this tour, refused to ask their names and even told them “Now don’t touch anything, girls.” My kids’ reaction “I don’t like her face.”
Comp #3 was beautiful. Aggressively priced, good floorplan, great property and an excellent customer service standard. Completely catered to the girls. Right until we walked into the apt. that this leasing agent said “You guys are going to love it. Plenty of room for Nada and Frankie {my girls’ stuffed panda and dalmation} to play!” Nobody could get past the smell of mildew, damp, and obvious hidden water damage. My youngest said the apartment smelled like poo. At which point the leasing agent completely lost his cool and said “Sweetie, why don’t you just let me talk to your mommy.”
At this point you may be wondering why I blatantly used my children to evoke reactions in this shopping trip. The answer? I seem to get the most candid and transparent reactions. Yes, I used my children to see if the properties were “child proof” in their ability to cater to ALL their prospects, not just the ones with an active credit score. And I would (and probably will) do it again.
And what did we learn? Parents pay attention. No different than speaking to just one member of the couple that walks thru the door. Or refusing to acknowledge a pet that someone brings with them to the appointment. If you want to sell, then sell to every aspect of your prospect. You sell to their needs, wants, potential concerns, etc., so sell to their lifestyles, families, friends and whoever else joins them in their shopping. If you don’t, you may just get the thumb’s down from two four year olds, whose final pronouncement was “Mumma, those places were crappy crap!” Couldn’t have said it better. Now if only they could type this blog themselves.
The original blog article can be found on the Multifamily Insiders Blog.
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