003 | From Kansas City to San Diego | Rooms with Ronald

In this episode, Ronald Harrington interviews Alicia Bannister, a general manager in San Diego, about the differences in leasing styles between Kansas City and San Diego. They discuss the importance of personalized approaches, centralized leasing challenges, and onsite teams' competitive advantage. Alicia emphasizes the significance of training and continuous improvement for leasing professionals and shares her strategies for creating memorable experiences for prospects. They also discuss the qualities to look for when hiring leasing professionals and the importance of being involved in the leasing process as a manager. Overall, the conversation highlights the importance of sales skills, customer service, and attention to detail in the leasing and marketing process. Takeaways Personalized approaches and attention to detail are crucial in the leasing process. Centralized leasing may lead to negative experiences for prospects and not provide the same level of customer service. Training and continuous improvement are essential for leasing professionals to excel. Creating memorable experiences and catering to prospects' needs can differentiate a property and lead to higher occupancy rates. Being involved in the leasing process as a manager contributes to the success of the leasing team. Chapters 00:00 Introduction 00:31 Guest Introduction 01:00 Leasing Styles in Kansas City and San Diego 01:28 Differences in Leasing Approaches 03:21 Competitive Advantage of Onsite Teams 03:50 Importance of Personalized Approach 04:19 Creating a Competitive Advantage with Team Excellence 05:15 Negative Experiences with Centralized Leasing 06:12 Importance of Clear Directions and Communication 06:40 Negative Experiences with Unresponsive Leasing Agents 07:09 Importance of Training and Development 09:03 Importance of Personalized Approach and Attention to Detail 10:30 The Power of Closing Techniques 11:28 Supporting Leasing Teams for Success 12:50 Creating Memorable Experiences for Prospects 14:13 Importance of Listening to Prospects' Needs 18:17 Training and Continuous Improvement 19:11 Leading by Example and Being Available for the Team 20:02 The Secret Sauce: Hunger and Drive 21:22 Creating a Personalized Experience for Prospects 23:06 Catering to Pets and Their Owners 24:31 The Importance of Being Involved in the Leasing Process 25:51 Interviewing Leasing Professionals 27:10 The Importance of Sales Skills in Leasing 28:58 Using Mock Tours in the Interview Process 30:16 Connecting with Alicia Bannister 31:11 Conclusion