The document discusses effective leasing strategies for property managers. It notes that 85% of renters research communities online before making contact. It outlines the customer journey from initial online research (STIMULUS, ZMOT) to gathering more information online, then the importance of the online and offline experiences aligning (FMOT). It emphasizes that a positive resident experience (SMOT) can influence other renters and impact future leasing. Key takeaways are that communities need to be discoverable online, the virtual experience should still feel personal, and a good move-in experience impacts how renters feel about their decision.

1. June
2021
LEASING STRATEGIES THAT WORK!

2. Kara Rivers
Leasing Professional
Paradise Property Management
Jennifer Graves
Leasing Consultant
Heritage Property Rentals
Jason Alkhaldi
Senior Sales Manager
Tricap Residential

3. Online Renter Study, SatisFacts
YES
85%
Did you research
your community
online BEFORE
making any
contact?

4. STIMULUS
How renters know you exist
John is looking for a new home
and begins his search online
using
generic search terms
1 bedroom apartment in atlanta
gated apartments in atlanta
apartments in atlanta cheap
apartments i can afford in atlanta
safe apartments in atlanta
pets welcome apartments atlanta

5. ZMOT
Gathering information online
John
narrows his options
based on the information he
finds online
Community Website
ILS Sites
Reviews
Virtual Tours
Social Media

6. FMOT
Online vs. Offline
When the
online and offline
experiences are in sync, John
will feel confident to make a
leasing decision
woodview apartments atlanta

7. SMOT
Wisdom of the crowd
contributor
John’s
resident experience
experiences can have an
impact on another renter’s
ZMOT

8. STIMULUS ZMOT FMOT SMOT
Communities don’t stand a chance if
prospects can’t move beyond ZMOT.

9. STIMULUS ZMOT FMOT SMOT
Those unable to match a renter’s online
perception will find closing difficult.

10. STIMULUS ZMOT FMOT SMOT
Making good on the decision to lease is
important to secure future leases.

11. Key Takeaways

12. • Prospects make contact because your community
is on their shortlist
• Virtual can still be personable and maintain the
essence of an in-person visit
• The move-in experience impacts how renters feel
about their leasing decision
Key Takeaways