Supplier Roundtable Blog

Supplier Roundtable Blog

By Amanda Lynch, Real Floors

2018 Associate Vice President, Apartment Association of Greater Orlando

On August 1, AAGO hosted the first ever Supplier’s Roundtable.   We had 29 Suppliers in attendance to discuss and brainstorm solutions to some of the daily challenges that face them.   Led by 6 “team captains”, the attendees worked their way around 6 topics and here are the solutions they came up with.

• How do you manage your time/commitments

• Block out time for follow ups, new leads, etc. mid-week Wednesday/Thursday
• While it is always a good idea to check emails first thing in the morning and the last thing in the evening, try not to get consumed by them and spend your entire day answering emails
• Be flexible and open to change
• Set a specific and realistic goal of how many properties you will visit during the week/month
• Every night plan your next day and create a to do list. Prioritize it using something like:

A-most important

B-important but can wait

C-if I have time to fit it in

*****Keep your plan for the day realistic and keep in mind the work flow of the on-site teams

• What is the best way to market yourself/company while networking

• Be relatable to the needs of your client
• Communicate effectively
• Be a subject matter expert on whatever your company/product does
• Know what is happening in the market as it relates to who owns what; occupancy; legislative issues
• Be friendly to everyone

****People don’t always remember what you say, but they remember how you make them feel

• Best practices for site visit etiquette

• Let the property set the tone
• Be polite to everyone! Today’s Leasing Professional is tomorrow’s Manger or Regional
• Be responsive to your customer’s requests
• Be compliant with company requirements
• Be dependable!
• Follow up
• Find something in common with your clients to talk about as a rapport builder

• How to say no to your customers/clients without offending them

• “If I could, I would. I want your business and would like to help.   Remember that you are not only getting great service, you are getting me!”
• Instead of saying no, offer to do what you can do
• Offer alternatives
• Redirect the question

• How to get past the gatekeeper

• Work with apartment associations to help promote events, classes, committee meetings, this will give you a purpose to be there
• Partner with other suppliers who might know the gatekeeper
• Build a relationship with gatekeeper:

Show genuine interest in them

Use that conversation to offer solution

Get to know them personally (then ask about kids, pets, etc.)

Be relatable

• Best practices for follow up

• Follow up within 24 hours of visit and then again 1 week after
• Utilize Boomerang-it is a service that will auto send email
• Take a selfie with them while on site and send that in the follow up email
• Personalize the follow up
• If you say you are going to do something-do it!
• Ask them for any feedback, pictures, etc. and use as testimonials for other follow up
• Refer other suppliers for any needs they have that you cannot fulfill-good reason to call or email

• Bonus Round-Benefits of being/staying engaged with organizations like AAGO

• Networking opportunities
• Great source of information about industry/community
• Builds relationships with both management folks and other suppliers
• If you are having trouble getting past gatekeeper, the next AAGO event may provide opportunity to talk
• Those high-end highlighters!
• AAGO-play together, stay together!
• It is a community where you build friendships and is a family support system
• Career development
• Educational opportunities
• Referrals
• Leads
• Branding opportunities
• Staying involved lets people know you are in it for the long run

Stay tuned for our next Supplier Roundtable coming in December!