Your leasing strategy is only as strong as the team executing it.
By Zandie Shields
You can have the best marketing, systems, and follow-up plans in place—but without a confident, well-trained leasing team, those plans won’t convert to signed leases. That’s why top-performing communities invest not just in strategy, but in people development.
At Sales Inc., we believe development isn’t just a task. It’s a growth mindset that drives occupancy, renewals, and NOI.
Why Team Development Matters
Leasing isn’t just sales. It’s communication, follow-through, emotional intelligence, and adaptability. You need a team that:
- Knows your strategy
- Understands your renter
- Follows your process
- Learns and grows continuously
Without that alignment, your leasing efforts become inconsistent—and so do your results.
Onboarding Is Your Foundation
Most communities skip onboarding and go straight to “shadow someone and start calling.” That’s a mistake.
Instead, define a structured onboarding program that covers:
- Your property’s value proposition
- Ideal renter profile
- Tour expectations and etiquette
- Phone script training
- CRM and lead management tools
The first 30 days should build confidence, consistency, and clarity.
Train Like It’s Revenue-Driving (Because It Is)
Training isn’t a luxury—it’s a revenue strategy. Schedule:
- Annual leasing workshops or bootcamps
- Monthly refreshers on objection handling, follow-up, and tour techniques
- Weekly team huddles for alignment, priorities, and shared wins
Even experienced agents need resets. The market shifts, and your team should shift with it.
Coach to Confidence, Not Just Compliance
Performance coaching shouldn’t feel like micromanagement. It should:
- Highlight what’s working
- Identify gaps in the process or confidence
- Use role-playing to practice improvement
- Encourage peer-to-peer feedback
Regular coaching fosters a culture of learning and performance, rather than one of fear and burnout.
Create a Performance-Driven Culture
Top leasing teams know what’s expected of them every day. Create clarity around:
- Daily activity expectations (calls, follow-ups, tours)
- Weekly conversion rate reviews
- Mystery shop and tour evaluation scores
- Individual and team goals
Clarity and consistency remove guesswork and improve productivity.
Outsource the Development if You Need Help
If you don’t have time to train, coach, and inspect your team, you’re not alone. Many properties and portfolios don’t have the internal bandwidth, but that doesn’t mean your leasing efforts should suffer.
Sales Inc. delivers:
- Custom leasing team training
- Mystery shopping and reporting
- Ongoing performance coaching
We help your team grow into the confident closers your strategy needs.
Great teams don’t happen by accident. They’re developed on purpose.
If you want to increase leases, renewals, and retention, start by investing in your leasing team. Because when your people grow, your numbers do too.
📩 Ready to Develop a High-Performing Leasing Team? Contact us today to learn how Sales Inc. can help you coach, train, and scale your leasing success.
Zandie Shields serves as the Director of Learning and Development at Sales Inc. She trains both new and established Leasing Experts as well as on-site teams in effective leasing techniques.
