In February, sales associate Tanja Carter attended a sales class with partners Courtney Dies and Ashley Smith. Courtney asked Tanja to tell Ashley how many renewals she had in the month. Tanja answered, “I had 38.”
Ashley responded, “Oh, just three away from my all-time record in one month.” Without hesitation and in front of regional head Brad Dykes, Tanja welcomed the challenge and said, “Oh, I’m going to beat your record.”
Tanja closed March with 51 renewals at Stonebridge, exceeding the all-time record by 10. Tanja’s grit, persistence and extreme discipline led her to our record books. In true Connor Group fashion, she set a goal and she delivered.
When Tanja closed renewal 42 of the month, she picked up her cell phone and FaceTimed Ashley.
“Courtney and I were in Minnesota with a fairly new sales team. As I was FaceTiming Tanja, I was jumping up and down screaming. They all wanted to know why we were so excited,” Ashley said. “The fact that she got that many renewals at a property we’ve owned since 2016 means she more than kicked my ass.”
Property managers Jenein Sous and Joseph Bangert had her back the entire way. “She’s unbelievable, honestly,” Jenein said. “She’s been so relentless and driven. I’ve never seen her in this mode before.”
It takes two hours a week to work a renewal, per our standard. Tanja credits her success to her organization, relationships with residents, living our Core Values and following our systems.
“When a resident I’m working to renew tells me their concerns, I talk with Jenein and make sure those things are taken care of,” Tanja said. “It’s about doing the right thing and putting people first. Without the residents, we wouldn’t be here. It’s important to build their trust.”
Reflecting on her achievement has been overwhelming. She said it impacts not just her and the Chicago team but also her family. Tanja has a five-year-old son, who always asks her how work is when the day is done. Tanja can’t wait to explain her 51 renewals story to him one day and teach him life lessons from her experience.
“I can’t wait to teach my son how to be persistent,” Tanja said. “I can’t believe I did this. I’ve got support from everyone on my team. I’m floored. To one-up Ashley is such a big deal. I always wanted to be like her, so I’m very humbled.
“This company has opened my eyes. I didn’t know I had this potential.”
But now, maybe it’s Ashley who’s looking up to Tanja and her elite performance.
“I may have to put on my renewal pants and head to City Walk, so we can go toe-to-toe with renewals,” Ashley laughed. “I’m so excited about our future salespeople. They are executing at a high caliber.”
Tanja and the Stonebridge team have positioned the property for sale.