Leasing Style: Motivation - Figure it Out

I made up my mind a long time ago when I got into the property management business and took on some leasing responsibilities – the game is best played when I decided what kind of sales style I wanted to adopt. Perhaps it isn’t appropriate to call leasing a game, and really it isn’t; it is a part of the business. However, I do think that leasing consultants MUST decide to approach the duty of leasing in a way that already compliments his personal style.

The question then becomes “What is your motive?” Meaning: obviously the goal is to obtain a lease, and the result is a commission, in most companies, but what is the motive? Many people are motivate internally and many are motivated externally. Is there also a third option? I think there may be.

Internally motivated people may want to feel good about helping the Prospect because they like helping people solve a problem. They may want to know they have done their job well and this builds self-esteem in a very positive way. Their self-worth is related to how well they are personally received, believed, and this creates value.

Externally motivated people may need recognition through awards, Bonuses, Commissions and tangible rewards. They like that the team knows they have met the challenge of getting ten leases that week or month. They like that the company knows they do their job well and may promote them, add to their job responsibilities, and reward them with Leasing Consultant of the Month or Year or even nominate them for a state or national association award. They want that tangible “intangible” fame.

But that third motive is what concerns me. The third motive seems to rotate the negative, down deep rot, the inner total worthlessness perpetrated by those who are completely narcissistic. These individuals scare the crap out of me because I can never figure out if I can trust them. These are the ones who give the initial impression that they are helping when in reality, what they are doing is fueling their own neurotic means to appear and feel better about themselves. Those who are starved for real self-esteem end up as the Abusers.

Training our managers to be aware of these psychological traits in others is important. Spotting those who are vested only in themselves will help alleviate the decidedly unfriendly competitions without our offices. The next time someone comes to you and freely offers to do something not even remotely logical, run the other way because that person has ulterior motives that will benefit only him and will in the long run, do little for you. This is true for any business, not just property management.

Example: Prospect calls on the phone to ask questions about the property because she is looking for an apartment for (Son, daughter, uncle, cousin, friend.) Leasing Consultant 1 answers each question feigning interest (but isn’t remotely interested since the person calling is not the one actually renting the unit.) However, the person agrees this is the best option and begins the application process. A couple of days later, an application is submitted and the Caller phones again and talks to Leasing Consultant 2 (The original agent is not working that day.) Leasing Consultant 2 is interested in the Caller and solving her problem of finding an apartment and getting the lease signed and begins asking many questions and finds out that the person needs furniture and is willing to rent the unit furnished and for a much longer term, so instead of a 5 month lease locks down a furnished unit for 18 months. By simply being genuinely interested in taking care of the Caller’s needs Leasing Consultant 2 “sold” an apartment for a much better lease term and at an overall higher cost.

Being motivated for the right reasons in the eyes of your company and team’s goals is great. But being motivated by the right reasons will allow you to personally live with yourself and be admired by those who really matter in the long run: you, yourself, and you. After all, as someone once told me, your good name is really all you have and if you screw that up, you may never have the opportunity to make it right again.