Blog

As companies seek to centralize property management functions, they find themselves coming up against rigidly property-based processes. Leasing—the highest profile of these functions—owes its design to the "coverage" model. Properties always needed at least one person on duty to answer phones, conduct tours, and support the leasing process. Companies centralizing leasing operations have to reimagine processes, tasks, and ultimately, jobs that have been the same way since time immemorial. 

We all love leads, don't we? Anyone engaged in the marketing and selling of any product cherishes that confirmation: someone is interested in your product and ready to be sold to. Leads are the lifeblood that keeps sales pipelines full. However, some recent in-depth conversations with individuals I consider to be true thought leaders in our industry have changed my perspective on this prized commodity. These conversations have led me to think that, as one put it, leads may be for losers.