Leveling Up Your Sales

Sales can be a highly competitive market, regardless of what you're selling. I firmly believe in the power of networking. In my 15 years of experience in Multi-family on the property level has provided me with valuable insight and an expansive network. Cultivating your network and establishing a strong foundation are essential for achieving success. My career path, and those of many others, is a testament to this principle.

My journey in the multifamily industry began in 2009, where I started as a leasing temp with Career Strategies, LLC, where I was hired on with Alliance Residential as a leasing consultant after 2 months of employment. I learned a great deal from my leadership and overcame the challenges of learning a new 436-unit community as a solo leasing agent during the busy summer season. Approximately nine months later, the community underwent an ownership change to NALS Management, where I stayed as Leasing Manager and was promoted to Assistant Manager within the first 90 days.

During my employment with NALS, they acquired their first Tax Credit community, and I was transferred there as an Assistant Manager. This was a remarkable opportunity to learn the HUD side of the industry and the intricacies of HUD requirements. This experience allowed me to develop stronger leadership skills and gain in-depth knowledge of their software programs.

I ended my onsite career with Echelon Property Group after 9+ years as a Senior Community Manager position, where I experienced tremendous growth and acquired invaluable knowledge that significantly impacted my career trajectory. Throughout my career with Echelon, which is now owned by Asset Living, I had the opportunity to work at over a dozen communities, each with its unique characteristics and challenges, and had the privilege of working with and learning from some of the most esteemed and knowledgeable individuals in the industry, which further enriched my professional development. My diverse portfolio included stabilized assets, renovation projects, and new lease-ups, providing me with a broad range of experiences. Every property presented its own set of obstacles and required a unique approach, and I consistently assembled and led high performing teams to achieve exceptional results. I took immense pride in all my assets and my teams, recognizing that my success was inextricably linked to their performance. Together, we consistently strive for excellence and success in every endeavor, fostering a culture of continuous improvement and achievement.

In late 2023, I made the significant transition from my previous role to become a Sales Executive at Real Floors. The decision to switch to the sales side of the business was not made lightly; it was a nerve-wracking experience filled with uncertainty. However, looking back, I can confidently say it was a transformative decision. My time at Real Floors has been marked by tremendous personal and professional growth, fueled by the expansion of my network
and the continuous development of my sales skills.

I am proud to say that my first year in sales was nothing short of record breaking. The success I achieved not only set a high standard for myself but also raised the bar for others within the
company. This accomplishment has solidified my belief in my capabilities and has motivated me to continue striving for excellence in my sales career.

Working as an On-site Employee has significantly shaped my current career path as a supplier. Being an onsite employee teaches you to be adaptable and quickly resolve problems. You learn to roll with the punches and prioritize tasks effectively, as unexpected events and emergencies can arise anytime. You also have to stay informed about new legislative laws and adapt to changes as they occur. These experiences have instilled in me a sense of resilience, adaptability, and problem-solving skills that have been invaluable in my current role as a supplier.

The sales process in the leasing environment is fundamentally about building relationships and trust. This mirrors the dynamic between a community's leasing professionals and its residents. While amenities and location are important factors in choosing a place to live, it's often the quality of customer service and the overall experience that sets one community apart from another. The same principle applies to vendors and suppliers working with these communities.

Just as a successful leasing professional relies on the support of the entire team, from maintenance to management, a community's success also depends on the reliability and effectiveness of its suppliers.

KEY TRAITS OF SUCCESSFUL SUPPLIERS

Here are some key areas that can help suppliers build strong relationships with their clients and grow their businesses:

• Communication: This is the cornerstone of any successful business relationship. Be accessible, responsive, and proactive in keeping your clients informed. If you're unavailable, ensure they have a reliable point of contact in your absence. Remember, property management professionals are juggling multiple responsibilities and deadlines; they need suppliers who are dependable and easy to work with.
• Reliability: Consistently deliver on your promises in a timely and efficient manner. If you encounter an obstacle, communicate it promptly and honestly. Building trust is essential for long-term partnerships. Let's be honest: If you don’t, the next person will, whether they work for your company or not.
• Honesty: Be upfront and transparent in all your dealings. Property managers appreciate honesty and would rather know the facts upfront than discover them later.
• Problem-Solving: If your work involves interacting with residents, your ability to help resolve issues quickly and effectively will be invaluable in building trust and strengthening your relationship with the community.
• Understanding Expectations: When undertaking a project, clarify expectations from the outset. Ensure you have a clear understanding of the scope of work, deadlines, and communication protocols. This will help avoid misunderstandings and ensure the project runs smoothly.
• Stress Reduction: Strive to be a solution, not a source of stress. Take ownership of issues that arise within your area of expertise and proactively work to resolve them. This will demonstrate your commitment to the partnership and your value as a reliable supplier.
• Relationship Building: By consistently demonstrating the qualities above, you will naturally build strong relationships with your clients, leading to increased business and valuable referrals.

Remember, the success of a supplier is intrinsically linked to the success of their clients. By prioritizing communication, reliability, honesty, and problem-solving, suppliers can establish themselves as trusted partners and contribute to the overall success of the communities they serve.