Virtual Leasing

TECHNOLOGY

Use technology you have at your finger tips such as the property ipad or your smart phone.

Apps

Use apps such as Face Time, Google Meet, Zoom or Skype to conduct real-time tours with prospects.

Impact

Interactive content and visual storytelling:

the #1 marketing trend expected in the next 2 years

Website Review

You can provide a virtual leasing presentation without even leaving your office when you walk the prospect though your community website.

You can both visit the website at the same time while you guide them through the floor plans and photos during the call or you can even share your screen using Google Meet or Zoom!

Buyer's journey

Right Strategy

Right Design

Right Delivery

Right Return

The right goals

and audiences for

a personalization

approach.

The right types

and amount of content and data needed to reach your audience.

The right metrics

to understand the

performance of

personalization

within a program.

The right ways

and the right

time to deliver

a personalized

experience.

Content

Approaches to Content Personalization

Industry

Audience

Geo

Account

Buying group

Adding partner, channel

or other third-party info

57%

Persona

Journey stages

Create custom content based on first-party data

55%

52%

Customized content for subsets of named accounts based on need

Primary asset with

derivatives

Asset Type

Interactive

49%

Basic personalization

like name and role

Web, social, ads

Demand copy

Video / demo

Specific industry content

44%

Translation / localization

FEATURE UNITS AND AMENITIES VIDEOS

One: Loosening of the Status Quo

Education Phase

Two: Committing to Change

Three: Exploring Possible Solutions

Solution Phase

Four: Committing to a Solution

Five: Justifying the Decision

You can take the time to pre-record videos of virtual apartment tours to showcase show units as well as virtual community tours to showcase amenities.

Vendor Selection Phase

Six: Making the Selection

Personalized Video

1

Education Phase

Committing

to Change

You can also create a personalized video for a prospect, which will allow you to tailor the tour directly to your prospect's specific needs. This is useful for when the prospect does not have time to tour with you during the call.

Solution Phase

Committing

to a Solution

Justifying the

Decision

Making the

Selection

1. Focus on the C’s.

Your customer wants to be assured you are COMPETENT and CONSISTENT, that you will CONNECT well, that you COMMUNICATE CLEARLY, and that you CARE. Be mindful that you are enforcing these messages throughout your interactions.

2. Bump Up the Energy!

You will need to use more energy on the phone or on video than you would in person. You need to be more animated and speak in a more energetic way than you would in person to push through! Beware, more energy does not mean you need to talk faster! Slow down to make sure you are communicating clearly and are being understood.

3. Start with Business as Usual.

Take comfort in noting that your sales interactions will start the same way they always have. When a prospect calls or emails, you’ll respond the same way you do now. Get to know their story, connect with the prospect and discover their needs so you know what you have to offer.

1. Focus on the C’s.

Your customer wants to be assured you are COMPETENT and CONSISTENT, that you will CONNECT well, that you COMMUNICATE CLEARLY, and that you CARE. Be mindful that you are enforcing these messages throughout your interactions.

4. When the Time is Right, ASK.

Instead of inviting the prospect for an in-person tour, invite them to take a virtual tour. “If you have some time right now, I’d be happy to take you on a virtual tour.” If the prospect doesn’t have time then, schedule a time that works for them just like you would for a regular tour, or offer to send a video.

5. Help Them “See."

Guide the prospect through noticing what’s important to them during the virtual tour; make the tour come to life! Just like in person, keep your virtual leasing presentation tailored to the prospect’s specific needs and preferences. Instead of just stating the name of a room, tell them something specific about the features of the room that would work for their needs. If you are providing a real-time virtual leasing presentation, make sure to open cabinets and closets so they can see inside. It would also be helpful to add some accessories or splashes of color to the apartment to make it look even better on video. If there’s a fireplace, light it if you can!

6. Look into the Lens, NOT at the Screen!

Look into the camera lens so you’re “making eye contact”. If you’re pre-recording, you will need to keep reminding yourself of this as it is easy to get forget since you aren’t directly looking at the prospect.

7. Check-In Often.

Whether a live tour or walk-through of the website, keep your prospect engaged! Ask questions. “How does this look to you?”, “Could you see yourself living here?” “Tell me your thoughts.”