Cabellas

Friday, June 21, 2013

Get out to get knowledge!

I can't even begin to count how many times I have asked a site team about their competition, only to get a blank stare or answers that were far from reality.  "Tell me about ABC Apartments which you list as one of your primary competitors on your comp sheet."  Most of the time they can tell me if they are newer, older, etc., but not the details to help them understand or help them sell their own site and product.  Many times, unfortunately, they say they have never physically shopped them.  OMG!

I have written about the shortfalls of really knowing their own product (how many outlets in the living room, feet of counter top space in the kitchen, how many drawers in the kitchen, etc.), and how this knowledge can make them a better leasing/sales person.  You can't truly sell your own apartments or come across as credible if you don't know your own site and apartments.  The other side of the coin is knowing your competition. On occasion I have had managers who have visited the competitors, but then it may have been last year or cannot really answer specifics about the product.  Everyone....everyone at your site should visit the comp's at least twice a year.  So the question is, what do your really get and what areas are critical?

Nothing is permanent but change, and sites change.  Staff changes, fixtures change, amenities change, and sometimes for the bad as well as the good.  How good of a job are their leasing people doing?  What does their office and desk area look like?  What does their advertising and lease package look like?  How well is the site being maintained?  Have traffic patterns changed making it easier or harder to ingress and egress the site?  How is their lighting (means you should look at after dark as well and review breezeways as well as parking areas)?  Have they made upgrades to their interiors?  Have they upgraded counter tops and appliances?  How does their floor plan compare to ours and what are the positive and negative points?  Does their square footage include balcony and patio?  Are their dimensions listed accurate?  Have they changed their pet policies?  Are they using lease optimizer software?  Have they changed how they accept payments?  What does their web site look like and what is available as far as features through their site?

As you can see so much can be obtained, analyzed, and used and all you have to do is take a field trip and get out of your office.  Observe and learn is also another key point.  You might learn a new way of saying something listening to them talk on the phone or to a prospect.  You might also learn what not to say as well, but let's focus on the positive.  On the other hand, never...and I repeat never, say anything negative about your competitors to your prospects.  Point out the positive and how you are better.   If a prospects states they have visited XYZ Apartments use your gained knowledge to show how you are better.   I have actually had leasing specialists say, "Oh you don't want to live at XYZ Apartments because their kitchens are small."  Instead say, "I am sure if you visit our competitors you will find we have the largest kitchen space in the market and more cabinet space to provide the highest quality of living."  

We must constantly be learning and to do that constantly be assessing the market.  We also must be continually find ways to excel and exceed, as well as making sure we are the most knowledgeable we can be by training ourselves and others.  Knowledge is power and can lead to success for you and your team.   


Wednesday, June 5, 2013

Motivation

I once had someone come up to me after speaking at a convention and said, "You have inspired and motivated me.  Why don't you do more motivational speaking?"  

How many of us have gone to a "motivational" presentation, got pumped up at the event and felt entertained (and maybe motivated), only go to work the next day and not feel the motivation?  Now don't get me wrong as there are some people that I have heard which have made me feel very motivated.  So where does motivation come from and what makes us highly motivated.  My belief is motivation comes from within and around us (by those that work and lead us), more than it does from any seminar or speaker.  That is where effective and continued motivation makes a difference.

First, motivation must come from within.  If we don't want to be motivated or do not have the desire to be motivated, it likely will not happen.  Positive attitude has a lot to do with drawing motivation from within us.  You have heard the saying, "you can lead a horse to water but you can't make him drink."  Motivation is no different, herein the "within" factor comes into play.  Those that are positive instill motivation not only for ourselves, but with those around us.  We have all been around co-workers who did not enjoy what they did, or were not willing to give 100%, dragging other members of a team down.  We have also had the opportunity to be around team members that were always happy, enjoyed their work, and took great pride in what they did.  Look back at those different team members and remember how it had an impact on you and your team.  This is especially important for leadership because nothing will drag a team down faster than a leader who is not positive, excited, and inspiring. 

Which brings me to the "around" us part of motivation.  Creating a motivational environment is the second part of the equation.  A leader take people where they want to go.  A great leader takes people where they ought to be!  You cannot equate a favorable motivational environment in any one area.  It takes compassion, communication, clarity, effective listening, empowerment, openness, and a host of other talents from a leadership standpoint to create a true and effective motivational environment.  So if you are the leader, motivation for others begins with you!

So the next time you attend one of these "motivational" events, do not expect to go to work the next day with fire coming out of your....self, all the stars to be in alignment, and your co-workers begin a rendition of "Kumbaya" as you enter the room.  Nothing you hear will have harps playing in the background as you make important decisions and interact with your team.  Isn't going to happen unless you want it to, and those around you including leadership are motivated along with you.  It does however, start with you, which can be infectious and motivational to those around you.  This is why I would rather speak on topics that help others excel at what they do and create motivational conditions that last for extended periods of time, than tell a few jokes and build a short term result.