One call a week can change an outcome – just ask lead sales associate Lisa May. For the last month, Lisa followed up with the same resident about renewing her lease. To cap off July, the resident walked into the Dovetree leasing office and signed her renewal.
“I knew Carroll loved the property and her apartment location,” Lisa said. “I explained we have the best service and provide her with a strong quality of life. There’s also a steep cost to pay when moving.”
Lisa used our systems to break through the objections and for her to sign. She’s known for her renewal book game, and rightfully so. Between April and June she renewed 45 residents at an average of $325.
“It’s about building those relationships and working renewals per our standard,” Lisa said. “Make the time to do the follow-up. Don’t give up; it’s part of who we are.”
Loop continues our “Sales Spotlight” series with this on-the-radar associate. Lisa dives into her experience at a new acquisition, her love for sales and more…
Question: What was your first sales job?
Answer: I worked in retail my whole life, but the first job I applied sales technique to was at Pier 1 Imports. This was my last job before joining The Connor Group. I wouldn’t have been able to tackle my current role without the growth I saw in myself at Pier 1.
Q: Why do you love sales?
A: I love sales because of the people and the relationships you get to build. It’s a special thing to have someone else trust you with a component of their life.
Q: Share a tip for hitting renewal goals.
A: Dovetree’s renewals were a huge learning curve for me. I’m consistently dealing with $400 to $500 increases at a new acquisition. Making sure residents are informed is key in building trust and getting them to stay another year.
Q: What core value do you embody most when working a lead?
A: People count 100-percent. Even if you can’t accommodate a resident or prospect’s needs, they still matter. Build the relationship, tell them the truth, and they’ll pay you back every time.
Q: Who inspires you?
A: This is a long list, but right now, sales associate Jasmine McLaurine at Hunters Chase is at the top. I helped train her, and she took that training and ran with it. She is relentless, gritty and always using her resources. She’s a reminder that you can learn from any person in any position.
Q: Share the advice another associate has given to you.
A: Partner and senior director Katie Powell told me to “shake it off,” and I use this phrase literally and figuratively almost daily. We do all sorts of things at Dovetree to keep the energy vampires away. Mindset is imperative to success.
Q: Provide a tip all associates can use.
A: Use your knowledge and believable resources! If you’re stuck, reach out to your trainers or peers to help roleplay or reset. Reaching out is never a bad thing, so please don’t be afraid to. That includes reaching out to me! We are all only a phone call away.