Just like anyone that is looked at as a professional in whatever they do, preparation is an important aspect. A baseball player would not stand in the batters box at Busch Stadium in the National League without spending thousands of hours before in a hitting cage and practicing their swing. When I provide training and education programs I can easily spend over a hundred hours in research and preparation before I ever consider walking into a room of property management professionals to provide a workshop. Those of you that know me as a professional magician know I am constantly practicing my craft to be the best I can be. And those that work with me as a Divemaster can associate with the preparation given to insure my equipment and the equipment we give to guests is ready and in proper working order. So where is all this taking us you ask?
Being mentally and physically ready when a prospect walks in the door or calls on the phone is essential to any leasing person or managers success (of course this also relates to our valued service associates). I can always tell when someone is not mentally ready for a prospect, as it shows from their voice to their actions and in the final result. Maybe they are having a bad day or did not sleep well last night. Maybe they have personal issues or problems that complicate their ability to focus on the task at hand. I believe we can help our associates condition themselves to overcome such challenges, however, we seldom provide instruction and guidance which can play a beneficial role in their success. Leasing is about more than just showing an apartment and taking down some information, it's about relationships and showing your prospects and residents you genuinely care. As leaders of others, coaching and helping others exceed and excel is paramount to their success and mine as well. Taking a little time to communicate, ask questions, and get to know the individuals we work with can help you identify if their mental status is conducive to a successful environment and beneficial in reaching the goals we set for them. Physically ready means my work station is neat and organized, my apartment is ready for viewing, I have the physical tools ready to document the visit and sell the apartment, and I also believe my appearance is professional and neat. Do I have the tools to do the job, and do it at the highest level possible to attain the result expected?
Leadership is about identifying where can we direct preparation to improve production. It is about focusing on our people, being able to identify with the tasks they are asked to perform, and analyzing what needs to be improved on and directing them to success. We often are too busy to do these things, and wonder why associates are not meeting goals or fail at tasks. Taking a little time to help them understand preparation and guiding them through effective leadership can and will lead to higher production. Just ask any coach and successful athlete as well as any star performer and their leader, and no doubt you will see how being prepared leads to preparation for success.
