Follow-Up Initiatives, Prospect Probing and Prequalification
“Traffic” is one of the most common scapegoats underperforming leasing teams aim to credit for poor leasing numbers. Like in most cases, however, REV uncovered that neither traffic volume nor quality were in fact the main issues impeding leasing performance at this property.
In January, REV’s first month on property, there was a -33% downturn in traffic compared to the 3-month trailing average, yet REV was able to nearly triple leasing velocity, generating 7 leases per week, and lower cancellation and decline rates by 20%.
REV identified severe failures in the team’s processes of lead and prospect follow-up. By implementing an effective follow-up strategy, REV increased lead-to-lease conversion from under 4% to above 15%. Paired with more directed prospect probing and pre qualification tactics, REV produced client-satisfactory leasing performance by better capitalizing on lease opportunities and efficiently allocating resources to higher-probability qualified prospects.
Over 19-weeks, REV was able to lease-up the property from 63.5% to 92.5% Occupancy.
By increasing leasing velocity to 242% the prior rate, REV was able to support, and at times was limited by, the unit make-ready delivery schedule.
Supported by REV leasing performance, property was able to raise rental rates throughout lease-up and achieved greater increase in economic occupancy than physical occupancy. Client achieved revenue growth of 59%, outperforming relative occupancy growth of 46% by a net +13%.