Top Performers Sales Training

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2. Top Performers Sales Training Take a moment to reflect… • What new ideas will you put into action when you return to your property? • What questions do you still have? • What tried and true techniques will you put into action when you return to your property? • What new policies and procedures have you learned that need to be implemented at your property?

4. The OneSite System includes a sophisticated Lead Management System designed to make your job easier. • Reminder daily of when leads should be followed up on and who should be completing the follow up. • Will help you maximize your effectiveness in becoming a Top Sales Performer!

5. Follow-Up As a sales professional follow-up is one of the most important tasks of your job. Trends show the more you stay in touch with a prospect the better the chances of them leasing with you. You receive leads from many sources: phone calls, visits, E-Mail, internet and the CrossFire Contact Center. The quickest way to find leads is from The TODAY Page. The OneSite Follow-Up system helps you manage this process. Each morning you should review your “Appointments , Tasks and Leasing Summary” Snapshots on the TODAY page View ALL”.

6. Follow-Up via Email It is extremely important to check the leasing email at least hourly. Marketing & Sales Consultants that respond within 5 minutes would be considered “TOP PERFORMERS”. End all emails in a question so the prospects feels compelled to respond. Always proof emails for spelling and grammar before sending. Check emails sent by the Contact Center and personally follow-up! Each morning you should review your “Appointments, Tasks and Leasing Summary” Snapshots on the TODAY page.

7. Follow Up Procedure • Day 1 – E-Mail • Day 2 – Phone Call • 14 days later – Email or Phone Call • Continue follow up every 14 days

8. Confirmation of Appointment If the appointment is within 2 days of speaking to the prospect, no confirmation is required. If the appointment is more than 2 days after speaking to the prospect, call or E-Mail the day before the appointment to remind the prospect. Confirm the appointment in OneSite once you receive a response.

9. Follow Up Exercise

10. All Top Performers need energy. Let’s have some Lunch!

11. Maintaining Prospects In OneSite

12. The OneSite Apply Now Process

13. Waitlist • What is Berkshire’s Priority Resident Program? • Future resident – 90 + days • Specific floor plan, unit or location not available Always Be Closing!

14. Applicant Screening • Berkshire Screening Guidelines

15. Integrated Systems

16. How do I help my Prospects Setup these AWESOME services? Send them to www.berkshireapartments.com The Future Residents tab

17. What is Sure Deposit? Sure Deposit is a deposit alternative program that allows prospects to pay a lower priced surety bond instead of a higher priced security deposit. Prospects can pay an $87.50 ($88.50 in Florida) non-refundable fee instead of a $500 deposit. The bond guarantees the property will be reimbursed up to $500 for charges (i.e. damages, termination fee etc…) if needed.

18. What is Berkshire Connect? Berkshire Connect is a service that allows our new residents to connect or transfer utilities and sign up for services in just minutes! Your property will also generate revenue when they sign up through Berkshire Connect!

19. All new residents and renewals are required to have Renters Insurance. Resident’s have the choice of the eRenter plan or their own insurance carrier. eRenter Plan – you will receive confirmation by email. 3rd Party Coverage – they must bring you the declaration (dec) page. Renters Insurance

20. $100,000 in liability and $20-$40K in Personal Property coverage is minimal dollars per month. Pre-approved – no application process or long questionnaires! Up to 5 insured on a policy – perfect for roomies! Monthly online payment options available! Renters Insurance

21. Berkshire Application Process • Application/Move-In Checklist Discussion • Our Policy • The file must be completed in it’s entirely before the applicant shows up. • Review of move-in file.

22. Blue Moon • Link with OneSite • Review of Blue Moon Settings • Review of Blue Moon Lease, Addenda and Forms

23. The Move-In Process 60+% of Renewal Decisions are made within the first 7 days of move-in!

24. The Move-In Process “Pre-Signing Appointment” • Schedule the appointment in OneSite • Great way to complete all paperwork prior to move-in day. • Orient prospects to the community. • Review move-in packet, lease agreement and all community policies.

25. The Move-In Process “Move In Appointment” • New residents are welcome to move-in on a weekend, but try to schedule the pre-signing appointment to complete the inspection and collect move-in monies on a weekday. • This allows you to focus on sales, not move-ins on busy weekends.

26. The Move-In Process • Complete paperwork during your pre-signing appointment prior to move-in day if possible. • Move-In Day - collect move-in monies and take the resident to inspect their new home. • Get the resident excited about their new home and they will have a much better move-in experience. • Note items on the Inventory Condition Form that need to be fixed. • Complete a service request on the items. • Assure them that you will have the issue resolved. • Move-in the new resident in OneSite. MAKE SURE YOU GET IT RESOLVED!

27. Sales Techniques for Top Performers With the techniques you have learned and the practice experiences you have completed, you should be able to return to your property and be prepared to approach sales as a TOP PERFORMER! Strive to be Extra-Ordinary and Memorable and you will be a phenomenal success!