It’s simple – the less we talk, the more they buy! Focus on what’s REALLY important: building rapport and determining the customers’ needs instead of presentations and closing. Selling is NOT about closing techniques, overcoming objections and all the other so-called sales tricks that don’t benefit your customer. By focusing on “What’s In It for Them”, being interested instead of interesting, having a conversation instead of a presentation, and being a problem solver, you’ll return to your office with the tools and attitude you need to be a Sales and Leasing Superstar! ----------------------------------------------- About Doug Chasick, CPM®, CAPS, CAS, Adv. RAM, CLP, SLE - A multifamily professional with over 35 years experience, Doug is the recipient of the 2010 NAAEI Apartment Careers and Education (ACE) Award for Professional Educators. He is the Senior VP of Multifamily Professional Services for CallSource and a Senior Instructor for NAAEI. You can contact Doug at 888-222-1214 or dchasick@callsource.com. This webinar would not be possible without the support of our amazing sponsors, RentMineOnline and Contact At Once! So please take a moment to check them out!

1. Less Telling, Less
Selling - Shut Up And
Let Them Buy!
Presented by Doug Chasick
Proudly sponsored by:
by:

2. Telling Ain’t Selling:
Shut Up and
LET THEM BUY!
with
Doug Chasick, CPM
®, CAPS, CAS, Adv. RAM, CLP, SLE, CDEI
Senior VP, Multifamily Professional Services
CallSource

3. “In life, you either have
the results you want or the
reasons for not having
those results.”

4. what’s in it for me?

5. more appointments

6. = more tours

7. = more leases

8. = more NOI

9. = happier owners

10. = less hassle

12. so listen carefully

13. Communicate How Your
Prospects/Residents Want You To!
Introducing the industry’s 1st iPad Chat App!!!
http://www.contactatonce.com/for-apartments/

14. agenda

15. • it’s all in your head
• perception is reality
• life is sales
• measurement
• back to basics
• pay attention

16. it’s all in
your head

17. QUESTION
How many closing
questions should
you ask before you
stop closing?

18. the rule of sevens . . .

19. I can’t, I won’t . . .

20. perception
is reality

21. who you
see . . .

22. who they
see . . .

23. life is
sales

24. competing for customers

25. why do people move?

26. why do people stay?

27.  Tripling Referral Rates
 NAA, Brainstorming,
AIM Speakers
 Investors include
Facebook Fund
RentMineOnline
Highlights
Established Online Resident
Referral Program
Sales@RentMineOnline.com

28. measured
gets
done

29. what are you measuring?

30. measuring leasing success
conversion
closing
time to move in

31. measuring customer satisfaction
time to resolve
renewals
referrals

32. back to
basics

33. it’s all about them

34. 80/20 rule

35. sales 101
greeting & building
rapport
qualifying & needs
presentation
appt/lease
follow up

36. QUESTION
What is the most
important step in
the sales process?

37. sales 101
greeting & building
rapport

38. sales 101
greeting & building
rapport
qualifying & needs

39. sales 101
greeting & building
rapport
qualifying & needs
presentation

40. sales 101
greeting & building
rapport
qualifying & needs
presentation
appt/lease

41. sales 101
greeting & building
rapport
qualifying & needs
presentation
appt/lease
follow up

42. pay
attention

43. wants
 to be gotten
 friendly
 feel special
 value

44. you
 attitude
 think like a
resident
 details matter
 problem solver

45. the new golden rule

46. do unto others as they
want to be done unto.

47. summary

48. • it’s all in your head
• perception is reality
• life is sales
• measurement
• back to basics
• pay attention

49. it’s all about THEM!

50. “In life, you either have
the results you want or the
reasons for not having
those results.”

51. the end

52. Doug Chasick, CPM®, CAPS, CAS Adv. RAM, CLP, SLE, CDEI
The Apartment Doctor™
Senior Vice President, Multifamily Professional Services
DChasick@CallSource.com
www.CallSource.com
www.Facebook.com/Aptdoctor
www.Twitter.com/Aptdoctor
1-888-222-1214

53. Thank You!
Doug Chasick
dchasick@callsource.com
(888) 222-1214
Ed Spiegel
ed@rentmineonline.com
Jill McNiesh
jmcniesh@contactatonce.com
(425) 444-5455
(http://www.MultifamilyInsiders.c