This introduction to the program discusses the fundamentals of a sales approach that is authentic, effective, and prospect-centered and introduces each of the 4 distinct segments of the program: discovery, inquiry, advocacy, and implementation.

This course will prepare you for the first contact with a prospective resident, help you align yourself to their position in their decision cycle, and show you how to apply the key elements of the Discovery segment to your sales approach.

This course introduces the essential elements of the Inquiry segment, including asking questions and building trust, identifying shopping styles and tailoring your sales approach, using resonating questions, and identifying key decision drivers.

This course covers key elements of the Advocacy segment, including the importance of understanding buyer psychology and mirroring a prospect's shopping style, techniques to help you manage conversations around price, and how to conduct an effective...

This course covers key elements of the Implementation segment, including when and how to ask for the lease, common reasons for decision reluctance and how to handle common scenarios, and how to effectively advance the conversation with prospective...

Learning to successfully execute this contemporary sales approach takes practice. In this final capstone activity, you will have the opportunity to practice what you have learned in a real-world leasing scenario.