Toni Blake's
Journey to Leasing Excellence PREVIEWHelping you channel your full potential
Take a look at what Journey to Leasing Excellence can bring to your team. Most of the links on this page are for members only, but you are able to see the quality content. Watch for the “LIVE LINK”s below that take you directly into a video coaching sessions with your momentum coach, Toni Blake!
Targeted Training: The Shopping Report
9 LESSONS: Orientation – Toni’s Essentials to Leasing
These coaching sessions are a powerful part of establishing the correct purpose and intention for a career in property management. Although built around the leasing function, leasing is our direct path to successful economic occupancy.
These sessions are perfect for the entire onsite team including maintenance.
Session 1: Commitment to the Character of Excellence (LIVE LINK)
Tags: Leasing Essential, Character Development
Lesson Time: 10:11
Session 2: Not a Job, a Career (LIVE LINK)
Tags: Leasing Essential, Career Development
Lesson Time: 12:43
Session 3: Experience is the Greatest Teacher
Tags: Leasing Essential, Character Development,
Lesson Time: 16:30
Session 4: Accountability and Excellence
Tags: Leasing Essential, Character Development,
Lesson Time: 10:11
Session 5: Documenting Your Online Reputation
Tags: Leasing Essential, Career Development,
Lesson Time: 14:25
Session 6: Responsibility and Accountability
Tags: Leasing Essential, Character Development,
Lesson Time: 10:03
Session 7: Practice Compassionate Listening
Tags: Leasing Essential, Character Development,
Lesson Time: 10:41
Session 24: Making Success a Habit (LIVE LINK)
Tags: Leasing Essential, Character Development,
Lesson Time: 14:46
Session 36: Say YES to the Dress Code
Tags: Leasing Essential, Character Development, Shopping Report, Greeting, Uniform, Teambuilding, Professionalism
Lesson Time: 09:56
5 LESSONS: Excellent Executive Summary
The executive summary gives an overview of the performance of the leasing agent that is read by ALL. Many eyes may glance at the rest of the details of the report however, the executive summary is where the greatest focus will be on in evaluating a leasing performance. Toni will help you SHINE and inspire a great executive summary.
Session 8: Attitude & Impression
Tags: Shopping Report, Executive Summary, Career Development
Lesson Time: 15:08
Session 9: Primary Reservation Closing Technique
Tags: Shopping Report, Executive Summary, Career Development
Lesson Time: 23:01
Session 10: Why/Why Not Lease
Tags: Shopping Report, Executive Summary, Closing
Lesson Time: 14:44
Session 11: Leasing Agent’s Strongest Area
Tags: Shopping Report, Executive Summary, Career Development
Lesson Time: 15:04
Session 12: Leasing Agent’s Areas for Improvement
Tags: Shopping Report, Executive Summary, Career Development
Lesson Time: 10:41
Excellence in Telephone
3 LESSONS: Greetings – staging a Great Phone Call
Over 50% of onsite phone calls go unanswered. Excellence in Telephone is not just about a shopping score, it’s about occupancy. The telephone is often the first human contact with our future resident and a powerful way to take your community to the TOP of the short list. Today we are closing on first contact and Toni’s coaching will help you team be successful in one of the most important moments during the leasing process. This is also about the interview and can be applied on the phone or face-to-face for a tour. Make sure your teams complete this powerful playlist on how to interview a future resident and understand their needs.
These first three lessons focus on staging a great phone call. The human attention span is only 9 seconds, according to research by Microsoft. How you start a telephone call may have everything to do with your success. Be sure to have your teams watch these three powerful sessions on telephone greetings.
Session 13: Telephone – Warm & Inviting
Tags: Shopping Report, Telephone Greeting, Voice Tone, Communication Skills
Lesson Time: 13:26
Session 14: Get Their Story (LIVE LINK)
Tags: Shopping Report, Telephone Interview, Personal Introductions
Lesson Time: 11:17
Session 15: Successful Greetings
Tags: Shopping Report, Telephone Greeting, Name Questions
Lesson Time: 12:34
Excellence in Telephone
8 LESSONS: interview: Getting their Story
We build relationships through great conversations. Toni show your team how to conduct and interesting and engaging telephone interview and get people to open up and share their personal story, preferences and dreams of their next home. This powerful information allows your team to personalize their presentation. It changes the conversation from being about us to being about them. Rather than our apartment, it’s their next home. Be sure your teams take time to let Toni coach them their the important interviews skill required to get people to tell you their story.
Session 16: The Powerful WHO Questions
Tags: Shopping Report, Telephone Interview, Personal Story
Lesson Time: 14:29
Session 17: Telephone Connection Questions
Tags: Shopping Report, Telephone Interview, Personal Story
Lesson Time: 11:54
Session 18: How Did You Hear About Us?
Tags: Shopping Report, Telephone Interview, Traffic Source
Lesson Time: 15:06
Session 19: Conversation Starters – The WHAT Questions
Tags: Shopping Report, Telephone Interview, Apartment Preference
Lesson Time: 13:06
Session 20: Decision Timeline – The WHEN Questions
Tags: Shopping Report, Telephone Interview, Move-in Date
Lesson Time: 06:39
Session 21: WHO is in the house?
Tags: Shopping Report, Telephone Interview, Occupants-Pets
Lesson Time: 12:38
Session 22: Value Positioning
Tags: Shopping Report, Telephone Interview, Price Range, Price Questions
Lesson Time: 9:53
Session 23: Your Property, Their Needs
Tags: Shopping Report, Telephone Interview, Apartment Preference, Love Notes
Lesson Time: 10:17
Excellence in Telephone
5 LESSONS: Staging the Close
First contact with our community is often over the phone. This is our chance to move to the top of their short list of communities they want to visit. Knowing how to transform a telephone call into a property visit is important to your leasing success. These five important lessons teach you how to stage the close during the phone call and close on first contact.
Session 25: Your Company Website
Tags: Shopping Report, Telephone Closing, Community, Company Website
Lesson Time: 12:55
Session 26: The ART of Words
Tags: Shopping Report, Telephone Closing, Apartment Description
Lesson Time: 12:55
Session 27: Creating Urgency
Tags: Shopping Report, Telephone Closing, Urgency
Lesson Time: 13:23
Session 28: Extending an Invitation
Tags: Shopping Report, Telephone Closing, Telephone Appointment, Property Directions
Lesson Time: 12:05
Session 29: Making a Specific Appointment
Tags: Shopping Report, Telephone Closing, Set Appointment, Webcasting, YouTube Tour, Urgency Close
Lesson Time: 13:34
1 LESSON: Community Information
Preparing your community is a team goal and should involve leasing, management and maintenance. This lesson introduces Toni’s Golden Path and shares important information on curb appeal and how to prepare the target apartment with persuasively staged the invitation to rent. Preparing your community is a team goal and should involve leasing, management and maintenance. This lesson introduces Toni’s Golden Path and shares important information on curb appeal and how to prepare the target apartment with persuasively staged the invitation to rent.
Session 30: The YES Path
Tags: Shopping Report, Community, Golden Path, Curb Appeal, Staged Close
Lesson Time: 12:53
7 LESSONS: Establishing Relationships – Greeting
Our first face-to-face encounter with our customer begins the most important part of the journey to leasing excellence, greeting. How we meet, greet and give our first impression sets the stage for trust along the decision path and ultimately to our success. These six lessons show your teams way to aim for the top of the market and set themselves apart from the competition. This is about economic leasing and establishing high value as the number ONE community on their list. Each of these lessons are important steps on the Journey to Leasing Excellence.
Session 31: Great First Impressions
Tags: Shopping Report, Greetings, Eye Contact, Compassion, Sincerity
Lesson Time: 09:22
Session 32: Etiquette for Handshaking
Tags: Shopping Report, Greetings, Handshaking, Professionalism, Career Development
Lesson Time: 07:12
Session 33: The Importance of Names (LIVE LINK)
Tags: Shopping Report, Greetings, Environmental Greetings, Name Exchange
Lesson Time: 13:46
Session 34: Genuine Helpfulness
Tags: Shopping Report, Greetings, Self-Aware, Emotional Intelligence, Character Development
Lesson Time: 13:55
Session 35: The Leasing Bistro- Today we are serving!
Tags: Shopping Report, Greetings, Staging Refreshments, Hospitality Area, Welcome Center
Lesson Time: 10:11
Session 36: Say YES to the Dress Code
Tags: Leasing Essential, Character, Shopping Report, Greeting, Uniform, Teambuilding, Professionalism
Lesson Time: 09:56
Session 37: The New Resident Packet
Tags: Shopping Report, Toni’s Tools, Be Prepared, Greeting, Organized Leasing
Lesson Time: 08:56
Session 38: Remembering People
Tags: Shopping Report, Greetings, Remember Names
Lesson Time: 08:05
1 LESSON: Establishing Relationships – Identifying Needs
The human attention span is only 9 seconds, according to research by Microsoft. How you start a telephone call may have everything to do with your success. Be sure to have your teams watching this powerful session on a very important telephone skill.
Session 39: Confirm the Correct Tour Apartment
Tags: Shopping Report, Identify Needs, Confirm Preferences, Decision Path
Lesson Time: 10:17
5 LESSONS: Demonstrating – Confirm it Fits!
They have seen it all online but they still drove all the way to the apartment, why? They need to see how it fits and how it feels. The tour is the final step in choosing your community as their new home. The purpose of going into the apartment is to see if it will work for them. In these 5 powerful lessons Toni shows you how to support the consumer’s decision process by providing detailed measurements, cubic square feet, problem solving and suggestions for overcoming objections. Take the time to follow the instruction, add the measurements to the floor plan, and measurement cards to the tour apartments to help confirm that this apartment fits their furniture and their life.
Session 40: Turn Just Looking Into Moving
Tags: Toni’s Tools, Moving Expert, Mover’s Guide, Moving Details, Urgency
Lesson Time: 09:58
Session 41: Add Ceremony to Leasing
Tags: Toni’s Strategies, Ceremony, Alexandra Stoddard, Meaningful Moments
Lesson Time: 10:05
Session 42: Make Each Apartment FIT
Tags: Shopping Report, Demonstrating,Place Furniture, Confirm Decision, Overcome Objections
Lesson Time: 13:53
Session 43: Facilitate the Close (LIVE LINK)
Tags: Shopping Report, Demonstrating, Floor Plan, Confirm Decision, Overcome Objections
Lesson Time: 12:20
Session 44: Value Selling & Overcoming Objections
Tags: Shopping Report, Value Positioning, Overcoming Objections, Problem Solving
Lesson Time: 11:51
4 LESSONS: Closing and the Decision Path
Great Closing takes time and practice to prepare all the suggestions and advise needed to help a person fit their life into a new home. Closing is about overcoming objections, problem solving and helping them to see your community as the best option. Closing is about helping them to see, feel and experience excitement about living in your apartment. Toni will help you become a facilitator, conversationalist, problem solver, shopper, decorator and party planner to end your tour with a great decision to celebrate their new home at your community. Be sure all your team members take time to join Toni’s 4 lessons on closing on the Journey to Leasing Excellence.
Session 45: 100% Closing Everyone Every Time
Tags: Shopping Report, Toni’s Tools, Closing, Urgency, Celebration Station, Invitation Station,
Lesson Time: 08:44
Session 46: Navigating the Decision Process
Tags: Shopping Report, Closing, BIG ASK, Resident Design Ideas,
Lesson Time: 11:19
Session 47: Closing Conversation Starters Part ONE
Tags: Shopping Report, Toni’s Tools, Closing, Reserved Parking, Build Agreement, Reservation Guarantee
Lesson Time: 8:55
Session 48: Closing Conversation Starters Part TWO
Tags: Shopping Report, Equal Exchange, Second Chance, Resident Testimonials, Decision Path
Lesson Time: 10:09
2 LESSONS: Closing & the 8-Touch Follow-upPlan
Toni’s follow-up shows you how to close on first contact with a marketing pantry that has you “Sitting on GO”! Be ready to send IMMEDIATE follow-up with each lead and lease to confirm your community at the top of the short list. These are successfully generating decisions to rent and should be a BIG part of your leasing success! Help your team get their 8-touch marketing pantry ready for 10-second follow-up and closing on first contact.
Session 49: 10-second Follow-up
Tags: Shopping Report, Follow-up, 10-second Follow-up, Marketing Pantry, 8-Touch Plan, Collage
Lesson time: 8:25
Session 50: Multi-Media Digital Follow-up
Tags:Shopping Report, Follow-up, 10-second Follow-up, Marketing Pantry, Sticker Face, Voice Memo, Video, Voice Memo, Bitmoji-Mail, E-cards
Lesson Time: 10:27