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PMA Presents an Advanced Leasing Series with Lisa Trosien: Part 3 - Resolving Objections and Follow Up as an Art Form

Tuesday, June 8, 2021
10 – 11 a.m.

This session covers two important topics in sixty minutes. Part one will teach you how to resolve (not overcome) customer objections with grace and ease. Not everyone is going to love your product as much as you do; learn four techniques to work through objections and one bonus element: the elephant in the room!

Part two of the class covers the importance of RELEVANT follow up and how it will set you apart from your competitors. Prospects grow tired very quickly of follow up that only asks, "How is your search going?" Discover techniques that not only make your customers actually look forward to hearing from you but make them much more likely to lease from you.

Discussion Topics Include

  • Scripting Your Setbacks
  • The Importance of Your Mindset
  • Positive and Negative Preparation
  • "THAT" Apartment
  • Setting the Stage with Social Proof
  • Selling to an Audience of One
  • High-Value Content
  • Scheduling
  • Methodology


ABOUT THE PRESENTER: Lisa Trosien is a multifamily educator, consultant and strategist with more than 25 years of industry experience. She is a frequent presenter for the National Apartment Association as well as presenting for the National MultiHousing Council, the National Association of Homebuilders, state and local apartment associations and owners across the United States and Canada. Media outlets such as the Wall Street Journal, Chicago Tribune, Washington Post, National Public Radio, Self Magazine, Radio America and CBS MarketWatch utilize her expertise. Lisa is well known for her meticulous research and strong presentation skills.


This session is part of PMA Presents an Advanced Leasing Series with Lisa Trosien.


Registration Rate

Member:         $30

Nonmember:  $60

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