We have all heard about the psychology of selling, but we seldom have it explained to the point of relevance in leasing. Prospect theory, as discussed in “Introducing Psychology,” is a helpful vehicle to understanding the psychology of leasing.

Most apartment shoppers believe that if you don’t ask for a discount, you won’t get it. The sales savvy leasing representative must be prepared for the predicable question of specials and reduced rents, realizing those questions are actually buying signs

If you want to be truly memorable, you need to determine what makes you unique. This is what will make your brand and community stand out to your perfect prospects.

Demand for greater accountability for marketing and advertising investments has been growing recently, especially from those at the top of the industry

Recent studies from Gallup Poles reveal a high percent of employee disengagement and how to overcome it.

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Be prepared to share information with a resident who is considering making a change.

How sales pros refine the selling (leasing) process.

How to provide the best service when you have to decline a request.