Basic Leasing Solutions for Affordable and Low Income Communities (AHAD30L)

  • Product Format
  • Pre Recorded Audio Conference
  • Presenter(s)
  • Elaine Simpson
  • Conference Date
  • Wednesday, February 12, 2014
  • Aired Time
  • 1:00 pm ET - 12:00 pm CT - 11:00 am MT - 10:00 am PT
  • Length
  • 60 minutes

Learn How To Overcome Objection Steps and Closing Techniques in Leasing Process

Often in Affordable and Low Income communities, the site team and even their superiors do not believe that anyone has to really “sell” the community to the prospect because we offer a “needs driven” housing option. That may have been the case 20 years ago, but today most affordable and low income communities are directly competing with conventional or market rate communities and in many cases, the affordable and low income rents are higher with less amenities than the conventional or market rate community we compete with. This program with our expert speaker Elaine Simpson will provide overcoming objections steps and closing techniques that will work on every prospect to not only increase occupancy but demand higher rents up to maximum allowable rents.

Highlights of the session:

  • This session will reveal several common misconceptions of who we serve, that our housing may be needs driven but the prospect’s needs can be addressed elsewhere and that we have to “sell” our housing.
  • We will explore the necessary steps in the leasing process-the telephone call, visit, interview, close and follow up to increase closing ratios and occupancy.
  • Studies show that 1 out of 4 prospects we follow up with will lease…even with the demographics we serve, follow up is necessary to close the deal.
  • In this program, you will learn how to start closing with the very first contact with the prospect usually via the telephone.
  • Put to sleep that selling affordable housing is much different than selling conventional or market rate housing myth.

Attendees will learn how to:

  • Be more effective on the telephone call, set more appointments and actually have appointments show up.
  • Gain the knowledge of how to effectively sell the apartment, community and lifestyle to their specific prospect.
  • Get tips on how to identify closing opportunities and learn closing techniques that are tried and true to use with every prospect.
  • Paint a great picture of the homes they offer to the prospect on the phone and in person.
  • Difference between “feature dumping” and the “feature benefit closing” selling technique and how to do it.

Who should attend?

  • Leasing agents
  • Site managers
  • Office staff
  • Regionals
  • Self-managing owners of affordable housing and low income communities

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About the Presenter(s)

Elaine SimpsonElaine Simpson has been employed in the housing industry since 1986. Starting on site as a leasing agent, she moved up, working as assistant manager, site manager, executive director and finally senior regional manager with communities in several states and portfolios containing more than 1400 units. Ms. Simpson has experience in Section 8, Section 236, and Low Income Housing Tax Credit programs, as well as market rate and luxury rent communities. Ms. Simpson has worked for local and national industry leading companies and throughout her career, has trained new managers across the country, assisted in creating "Best Practices" and procedure manuals, participated in numerous task forces during national mergers, acquisitions and dispositions and headed "turn around" teams assigned to troubled communities, successfully increasing income while decreasing expenses and allowing the property to recover economic viability.


Dear Valued Customers,

We regret to announce that ProEdTech LLC and all its affiliate brands will cease operations on April 1, 2019.

We are no longer able to fulfill online orders. We will fullfill all DVD and book orders already placed.

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Thank you for your business and loyalty over the years. We sincerely apologize for any inconvenience caused.

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The ProEdTech Team