Development of the Listing Targets

Area Notebook Obtain 4 copies of all the various apartment books for the city Take 2 books and tear out all pages and staple one page to a page of notebook paper Order the pages between the territory layout of one of the books

Management Notebook Take 2 books and tear out the pages and order by management company with indexes for each management company

Excel Database Enter all properties in an excel spreadsheet using the following headings Management company Property name Address City State Zip Management website Key person to contact name Key person contact phone Key person contact fax

Management Company Website Review the management company website for all communities in your city and for other cities (look at Apartment Selector List). Use the information for determining which management companies are viable

Marketing Plan Once the books are made, the excel spreadsheet is finished and management company websites are reviewed you are ready to move forward The excel list should be sorted by zip code and management company The list is then view for which communities to visit

Visiting Communities In 1-3 zip codes determine communities to visit that represent one owner manager each, thus if you visit 5 communities be sure you are visiting 5 un-related manatgment companies

The Property Visit Be prepared- handout, business card, w-9 and listing letter You want to be interested in the people and asking for them to tell you about their community. When you finish- be sure you have all the information to summarize your visit on the Property Visit Form.

Property Visit Form Community Name: _____________ Address: __________ City: State: Zip: Phone: Fax: Email: __________ Occupancy Vacancy Do they work with Locators Did you learn commisison others charge Did you feel they are locator friendly Did you learn who makes the decision Name Phone Did you leave your listing package and make a commitment in connection with followup What did you learn about the people, the community and the decision process?

Followup Send a letter or card to the people you meet Set your followup date, Gmail has a great calendar for this What steps do you need to take to get a decision Contact the next level, recontact the manager. What is going to close the deal

Listing Letter Once you get the listing letter finalized, advise your staff of the new listing and get the data needed to update the building. Send back a note thanking the individual for doing business with you Send a note to the leasing staff introducing your team

Data, Pictures, Floorplans Finish out your listing Enter all data Pictures of the Community- did you get authorization to use other websites, if not get by the community, take about 9 shots Front, not name, pool, model, office, club room, some exterior shots, etc. Get the floorplans, if none online then scan

Uploading Images All images are send to Dallas for loading to our server Instructions are on the /aa page.