EDGE VENDOR ReGroup: How To Do It & Why It

VENDOR
EDGE
October 2012
ReGroup:
How To Do It & Why It
Works
“The weather is nicer here in Dallas, and the
State Fair of Texas is goin on...”
I’d be lying if I said I don’t like October. The weather is nicer here in Dallas, and the State
Fair of Texas is going on. It also starts my favorite season for the industry, what with all of
the upcoming events we have in the last quarter of the year; Toys For Tots, Blue Santa (San
Antonio), even more awesome Trade Shows... I always get excited about the final stretch!
While it’s difficult to believe that we are already in the final Quarter of 2012, that this year
has just flown by, I’m happy for it. It’s been the best year of my 5 year career here with ALN
Apartment Data!
In case you missed the announcement last month, we are very happy to have Susan O’BrienGarner on our team in sales! She’s been a great addition to our sales team and we look forward to a long and mutually beneficial business relationship with her.
In September we did a bit of traveling to Florida, Houston, and San Antonio and we are very
excited that the events we attended were absolutely fantastic! We really enjoy getting out to
meet new people and tell them about Vendor Edge Plus. We have a lot of Clients who also
love telling other people about Vendor Edge Plus, and we cannot thank them enough for
spreading the word. This month we’ll be doing some more traveling, so make sure that you
check out the Upcoming Events page in this newsletter.
If you would like to learn more about the Services we provide to Multifamily Vendors/Suppliers, then please feel free to drop us a line and we’ll gladly show you how we can benefit
your business.
Patrick Searcy, CAS
Director of Sales & Marketing
ALN Apartment Data, Inc.
[email protected]
Wayne Williams
President, ALN Apartment Data, Inc.
Laura Reese-Williams, CAS
VP Business Development
1.800.643.6416 x 205
[email protected]
Patrick Searcy, CAS
Director of Sales & Marketing
1.800.643.6416 x 252
[email protected]
Amy Johnston, CAS
Regional Account Executive
1.800.643.6416 x 225
[email protected]
Susan O’Brien-Garner, CAS
National Account Executive
1.800.643.6416 x 216
[email protected]
ALN Apartment Data, Inc.
2611 Westgrove, Suite 104
Carrollton, Texas 75006
Main Phone: 1.800.643.6416
Sales Main Phone: 1.800.643.6416 x 1
Sales Main Email: [email protected]
Happy Halloween
From ALN Apartment Data, Inc.
How To Do It & Why It Works
6 Regroup:
Ernest Oriente, The Coach, shares tips on how to regroup with your team, and why
it’s important that you do
Company Activity
9 Management
This month’s Management Company Activity Report focuses on Dallas
and Fort Worth, Texas. Check out the largest portfolios in this Market and
see who’s new to the area
10
12
Upcoming Association Events
Check out upcoming events across the country in October, November, and
December 2012
Connect with An Association
We’ve gathered Apartment Association information from across the country and connect you with them on the web and in social media
ReGroup:
How To Do It & Why It
Works
By Ernest Oriente, The Coach
Regroup…is this a new management trend? Not
a chance! Regroup is simply an opportunity to
end one month’s business cycle, recap the performance of your multi-housing sales/service company and outline a plan of success for the new
upcoming month. Why does it work? Because
it allows each person on your team to assess
their performance from the previous month,
and make any necessary adjustments for the new
month. Here’s how it works:
of your multi-housing sales/service company, it
is critical for you to attend regroup and actively
participate in them. Your preparation for each
regroup should begin by reviewing the agenda
from the previous month, to assess if the to-do
list from last regroup was accomplished. Then,
review your new regroup agenda making certain
your gameplan is consistent with your multihousing sales/service company goals and expectations.
Scheduling and preparing regroup: Regroup
should be scheduled during the slowest time of
each month and should start early in the morning, if possible. A solid and productive regroup
takes about two hours and will require about one
hour of preparation. Be certain to have a blank
chalkboard or a standing easel for taking notes
and keep distractions to a minimum. Regroup
is also a time to build on the creative ideas from
each person on your team, so make regroup a
special part of each month and allow everyone to
have equal time to share their feedback. Simply
stated, there are no wrong questions or topics
discussed at regroup and your team will respect
and respond positively to this freedom.
Running the meeting: The agenda for each
month’s regroup should begin by reviewing the
financial information important to your multihousing sales/service company. This might
include “actual” revenue/income versus budget
performance, customer/client retention percentages, collection issues or expense performance
versus the budget. Then, address any problems
experienced during the past month or any upcoming issues that will impact your business.
Next, map a calendar of activities to develop
new revenue opportunities. This might include
a monthly event to thrill your property management clients, a new marketing plan, or a special
focus on your new large prospects. This part of
regroup is where the creativity of your team really starts to roll and if you listen closely, you will
Tip From the Coach: As the executive/owner
hear many “golden” ideas. Lastly, recap the team
goals for the new month and close each regroup
on a positive note!
opportunity, will make for pro-active management. This means you always have team members ready to be promoted to the next position.
Tip From the Coach: As the executive/owner
of your multi-housing sales/service company,
take detailed notes during regroup, then send a
brief memo to your team recapping the day and
include a to-do list for the upcoming month.
Tip From the Coach: In the same spirit of the
individual meeting you have with your manager,
ask him/her to have a similar meeting with each
member of his or her team. This will help to
grow their skills as a leader and you will want
to attend the first few meetings to be certain the
agenda for the individual meetings are exactly
as you expect. In fact, as an executive/owner,
always “inspect what you expect”. A good rule of
thumb!
Meeting individually with your team: At the
close of each regroup, plan to spend another
thirty minutes more with your manager to recap the day, cheer their success, and discuss the
specific performance of each individual they
manage. During this meeting ask your manager
if he/she needs any additional support or training to develop their skills or the skills of their
team. This is the most important part of regroup
as time spent developing your team for future
Want to learn more about running a regroup
meeting? Send an E-mail to [email protected]
com and The Coach will send you a free TeleForum invitation. During this call we will discuss
how to implement the steps in this article.
Author’s note: Ernest F. Oriente, a business coach since 1995 [50,660 hours]--the author of
SmartMatch Alliances--and the founder of PowerHour...[ www.powerhour.com ], has a passion
for coaching his clients on executive leadership, hiring and motivating property management
vendor/supplier sales SuperStars, traditional and Internet SEO/SEM marketing, competitive
sales strategies, and high leverage alliances for leading property management vendor/supplier
sales teams and their leaders---based on his property management vendor/supplier experience
that began in 1988. He provides private and group coaching for leading property management
vendors/suppliers in North America, property management vendor/supplier sales SuperStars
and building dynamic teams. Ernest worked for Motorola, Primedia and is certified in the Xerox sales methodologies. Recent interviews and articles have appeared more than 6500 times
in business and trade publications and in a wide variety of leading magazines and newspapers,
including Smart Money, Inc., Business 2.0, The New York Times, Fast Company, The LA Times,
Fortune, Business Week, Self Employed America and The Financial Times. Since 1995, Ernest
has written 175 articles for leading property management vendors/suppliers and created 250+
forms, business and marketing checklists, sales letters and presentation tools. To subscribe to
his free newsletter written specifically for property management vendors/suppliers go to: www.
powerhour.com. PowerHour® is based in Olympic-town…Park City, Utah, at 435-615-8486, by
E-mail [email protected] or visit their website: www.powerhour.com
Largest Dallas/Ft. Worth Management Companies
(by number of properties)
2611 Westgrove Dr., Suite 106
Carrollton, Texas 75006
(972) 931-2553 or (800) 643-6416
With Vendor Edge get detailed information on:
2,804 Individual Properties
573 Management Companies
ALL UPDATED MONTHLY!
Dallas/Ft. Worth Management Company Changes:
44 in the last 30 days
115 in the last 60 days
165 in the last 90 days
Dallas/Ft. Worth Manager Changes:
146 in the last 30 days
324 in the last 60 days
474 in the last 90 days
Say "Good Bye" to...
(Dallas/Ft. Worth)
New to the Game
(Dallas/Ft. Worth)
B & H Investments
Classic Residence
B & M Management Co LLC
David Wells Management
Campus Living Villages
GraPat Group, Inc
Capreit Management
H Hill Property Incorporated
CIM Group
Hansen Group
Claremont Management Company
Klement Ventures
Dinerstein Companies
Lawler Management
Harris Management
Live Oak Lochwood, LLC
HB Clubview LLC
Mayo Group
Hillwood Communities
Murnen Realty Advisors
M&A Real Estate Partners
Nationwide Management, LLC
Monticello Management
Quintessence Management
National Property Mgmt Associates
Realty Appreciation Ltd.
Prairie Villa Management
Resource Residential
Premier Communities
T & D Management
Tarantino Properties, Inc.
Wehner Inc
Texas LA Management
Trade Street Residential
Trigild Inc.
USA Properties, Inc.
Zamtap Capital LLC
Information as of 10/01/12
Company
Lincoln Property Company
Pinnacle Realty Management
Westdale Asset Management
Greystar Management
Sunridge Management Group
Tipton Group
Alpha-Barnes Real Estate
Milestone Management
Gables Residential
Pace Realty Corporation
These Management Companies
are new (or returning) to the
ALN database in the past 90 days.
# Props
82
76
59
55
41
33
32
31
31
29
# Units
27,515
18,804
15,225
16,104
6,742
7,927
6,185
9,732
9,426
6,808
Dallas/Ft. Worth Management Gains and Losses
(over last 90 days)
Company
Allison-Shelton Real Estate Services
Management Companies which no
longer manage any properties in
the ALN database in the last 90
days.
Rank
1
2
3
4
5
6
7
8
9
10
# of Properties
Gained
Lost
Lincoln Property Company
Myan Management Group
Wehner Multifamily, LLC
National Property Mgmt Associates
Realty Appreciation Ltd.
Gaines Investment Trust
Leaders Property Management
Westwood Residential
Devonshire Real Estate
Gables Residential
Greystar Management
Milestone Management
Alpha-Barnes Real Estate
Amli Residential
Asset Plus Companies
BH Management Services
Knightvest Management
LBK Management
Migneault Properties
Pinnacle Realty Management
Riverstone Residential Group
Tipton Group
United Apartment Group
A G Spanos Companies
Amerisouth Realty Management
Top 25 most active Management Companies from the "90-Day
Management Company Changes" report.
6
6
8
7
0
6
0
2
1
1
1
3
0
1
0
3
2
2
1
1
2
2
3
0
1
7
7
0
0
7
0
6
4
4
4
4
1
3
2
3
0
1
1
2
2
1
1
0
2
1
Upcoming Association Events
Event Start Date /End Date
10/2/2012
10/2/2012
10/3/2012
10/3/2012
10/4/2012
10/5/2012
10/5/2012
10/6/2012
10/9/2012
10/9/2012
10/10/2012
10/10/2012
10/10/2012 10/12/2012
10/10/2012
10/11/2012
10/11/2012
10/12/2012
10/12/2012
10/12/2012
10/12/2012
10/12/2012
10/12/2012
10/13/2012
10/15/2012
10/15/2012
10/16/2012
10/16/2012
10/17/2012 10/19/2012
10/17/2012
10/18/2012
10/18/2012
10/18/2012
10/18/2012
10/18/2012
10/18/2012
10/18/2012
10/19/2012
10/19/2012
10/20/2012
10/23/2012
10/24/2012
10/25/2012
10/25/2012
10/25/2012
10/25/2012
10/26/2012
10/26/2012
10/26/2012
10/26/2012
10/26/2012
10/26/2012
10/27/2012
10/30/2012
11/2/2012
11/3/2012
11/3/2012
11/6/2012
11/7/2012
11/7/2012
11/8/2012
11/8/2012 11/10/2012
11/10/2012
11/12/2012
11/13/2012
11/13/2012
11/13/2012
11/14/2012
11/14/2012
11/15/2012
11/15/2012
11/15/2012
11/15/2012
11/15/2012 11/16/2012
Event Title
Event Website
Event Location
AATC Fall Golf Tournament
DAA 2012 Golf Outing
NJAA Ninth Annual PAC Reception
GCAA Oktoberfest/Dinner Meeting
FCAA Oktoberfest
TAA Midwest Multifamily Expo & Education Conf.
GDAA Chili for Charity Fall Golf Outing
DAA 2012 Holiday Gala
AASET Vendor Show
CVAA Trade Show
BRAC Maintenance Maina
BOMA State of the Industry Luncheon
FAA Education Conference & Trade Show
HAA Ambassador Meeting
SDMHA State Convention
NRVAC Vendor Trade Show & Maintenance Seminar
GAA PAC Tennis Classic
GLAA Keeneland Fall Meet
AAP PAC Auction/Beer & Brats
UAA Tribute Awards Dinner
MAA Golf Tournament
CCAA''s 16th Annual Fijita Cook‐Off
AATC Poker Run
IAA 2012 Midwest Multifamily Expo & Education Conf
LAA Fall Golf Tournament
DAA 2012 Best of Delaware Apartment Living Awards
TCAA "BOO''S" Cruise
TAA Board
GCNKAA Apartment All Stars
MAA Networking Event
NJAA 19th Annual Garden State Awards of Excellence
CAA Toni Blake at the Theater
AAGC Annual Charity Auction Benift Camp Wonder
AMA Tucson Networking‐AMAfest‐A Taste of the AMA
PMAWM Annual Auction
CIAA Trade Show
AAFW Shake Rattle & Bowl
AAGOL Maintenance Mainia
FCAA Susan G. Komen ‐ Roni''s Race
PTAA Trade Show
SLAA Educational Fall Showcase
MMHA Star Awards Gala
UAA Maintenance Olympics and Education Conference
AAP Tradeshow
BCSAA 21st Annual PAC Golf Tournament
AASET 2nd Annual PAC Putt‐Putt Tournament
NSAA Maintenance Mainia
CAA 2012 CAMME Awards
AMA/Cox Communications Phoenix Par‐Tee Golf Tourn.
PMAWM Kalamazoo Bowling for Red Cross
SDCAA‐Mark of Excellence Awards
AAKC Putting Out the Fire/Putt‐Putt Pub Crawl
USAA Trade Show
AAGA 2nd Annual Maintenance Mania
SLAA Battle of the Beans, Chili Cook‐off
AAGO Golden Key Awards 2012
AATC P&S; Chris Lee & John Mitchell‐Union Gospel
CAA Maintenance Mania
AMA Perspectives & Projections Conference
AMA Tucson Maintenance Mania
NAA Assembly of Delegates
BAAA Children''s Home Fall Festival
CTAA 2012 Tradeshow
TCAA Annual Auction
AATC THINKLINK & Trade Show
RGVAA Awards & Installation of 2012‐2013 Officers
AAGP Apartment All Stars 2012
AAGP Memborship Dinner Meeting & Casino Night
AAP 11/12 General Meeting‐Chili Cook‐Off
SAHA Award Banquet
GBREB 2012 TOBY and Industry Awards
AAGW Annual Meeting
GLAStar Education Conference & Awards
www.aatcnet.org
www.daaonline.org
www.njaa.com
www.greatercaa.org
www.fcaaonline.com
www.taasite.org
www.gdaa.org
www.daaonline.org
www.setxaa.org
www.vamaonline.org
www.vamaonline.org
www.boma‐wi.org
www.faahq.org
www.haaonline.org
www.sdmha.com
www.nrvac.net
www.atl‐apt.org
www.greaterlaa.com
www.aapanhandle.com
www.uaahq.org
www.missouriapartmentassociation.net
www.ccapartments.org
www.aatcnet.org
www.iaaonline.net
www.lubbockapartments.com
www.daaonline.org
www.tcaaonline.org
www.taa.org
www.gcnkaa.org
www.maineapartmentassociation.org
www.njaa.com
www.ChattanoogaApartmentAssociation.org
www.aagcolumbia.org
www.azama.org
www.pmawm.com
www.ciahq.org
www.aafw.org
www.aagol.org
www.fcaaonline.com
www.piedmonttaa.org
www.slaa.org
www.mmhaonline.org
www.uaahq.org
www.aapanhandle.com
www.bcsaa.com
www.setxaa.org
www.nvsaa.org
www.caapts.org
www.azama.org
www.pmawm.com
www.sdcaa.com
www.aakc.us
www.upperstate.org
www.aagaonline.com
www.slaa.org
www.aago.org
www.aatcnet.org
www.caapts.org
www.azama.org
www.azama.org
www.naahq.org
www.baaahq.org
www.ctaahq.org
www.tcaaonline.org
www.aatcnet.org
www.aavalley.org
www.aagp.com
www.aagp.com
www.aapanhandle.com
www.springfieldhousing.net
www.gbreb.com
www.myaagw.com
www.pmawm.com
Ft. Worth, TX
DE
NJ
Pineville, NC
Jacksonville, FL
Lafayette, IN
Dayton, OH
DE
Beaumont, TX
Richmond, VA
Charlottesville, VA
Milwaukee, WI
Orlando, FL
Houston, TX
Siox Falls, SD
VA
Atlanta, GA
Lexington, KY
Amariillo, TX
Murray, UT
Lake of Ozarks
Corpus Christi, TX
Ft. Worth, TX
Indianapolis, IN
Lubbock, TX
DE
Sarasota, FL
Dallas, TX
Covington, KY
Portland, ME
NJ
Chattanooga, TN
Columbia, SC
Tucson, AZ
MI
Des Moines, IA
Ft. Wayne, IN
Omaha, NE
Jacksonville, FL
Greensboro, NC
Saint Charles, MO
Baltimore, MD
Murray, UT
Amarillo, TX
Bryan, TX
Beaumont, TX
Las Vegas, NV
Chicago, IL
Scottsdale, AZ
MI
San Diego, CA
Kansas City, KS
Greenville, SC
Augusta, GA
St. Louis, MO
Orlando, FL
Ft. Worth, TX
Chicago, IL
Phoenix, AZ
Tucson, AZ
Indianapolis, IN
Tampa, FL
Uncasville, CT
Lutz, FL
Arlington, TX
Harlingen, TX
Ft. Washington, PA
West Conshohocken, PA
Amarillo, TX
Springfield, MO
Boston, MA
Wichita, KS
Wyoming, MI
11/16/2012
11/16/2012
11/16/2012
11/21/2012
11/28/2012
11/29/2012
11/30/2012
11/30/2012
11/30/2012
11/30/2012
12/1/2012
12/1/2012
12/1/2012
12/4/2012
12/5/2012
12/5/2012
12/5/2012
12/6/2012
12/6/2012
12/6/2012
12/6/2012
12/6/2012
12/6/2012
12/7/2012
12/7/2012
12/7/2012
12/11/2012
12/11/2012
12/11/2012
12/11/2012
12/11/2012
12/11/2012
12/11/2012
12/11/2012
12/11/2012
12/12/2012
12/12/2012
12/13/2012
12/13/2012
12/13/2012
12/13/2012
12/13/2012
12/13/2012
12/13/2012
12/13/2012
12/14/2012
12/19/2012
TAA Zenith Awards
AAGC 2012 Brilliance Awards Program
SEFAA Circle of Excellence
GNAA Maintenance Luncheon
BAAA Developer''s Forum & Lunch
GCAA Annual Awards Night Gala
AACO NOVA 2012 ‐ Mad Hatter Ball
AAKC Las Vegas Night
BCSAA Annual Awards & Installation Banquet
HAA ACES Holiday Luncheon
NSAA 6th Annual Jewel Awards
GNAA Awards and Installation Banquet
GLAA Crowne Excellence Awards Gala
AATC P&S Sue Weston‐How to become CAS
SLAA Holiday Social
AOBA Holiday Party
DMAA Holiday Gala
WAAA Holiday Award Evening
AMA Industry Holiday Party
NCFAA 2012 Holiday Party & Awards Ceremony
LAA Presidential Gala
TAA Holiday After‐Hours Networking Event
HAA "NEXT" Mix n Jingle
ACT Annual Holiday Party
TAA Holiday Celebration
AAGOL Stars of Excellence
MBAA Christmas Social ‐ Toys for Tots
IROMA Annual Elections & Holiday Party
ASA Holiday Banquet, Awards Night & Installation
AAGD/AATC Holiday Reception & Toy Drive
TCAA Industry Excellence Awards & Holiday Program
SCAA Annual Holiday Party & Silent Auction
RGVAA Annual Christmas/Community Service Event
AAGP Holiday Party 2012
AASET Christmas Party & Mamber Appreciation
HTAA Christmas Party/Installation & Awards Banquet
AAGO Annual Holiday Luncheon
BAAA Holiday Dinner Meeting
PMAWM Kalamazoo Holiday Celebration
SDMHA Walk of the Stars
SAAA Blue Santa
SDMHA Walk of the Stars
WPAA Holiday Gala
AAA Holiday Gala
MAA Member Appreciation Party
CCAA Holiday Gala
PMA Annual Holiday Celebration Silent Auction
www.taaonline.org
www.aagcolumbia.org
www.sefaa.org
www.nashvilleaptasn.org
www.baaahq.org
www.greatercaa.org
www.aacoonline.org
www.aakc.us
www.bcsaa.com
www.haaonline.org
www.nvsaa.org
www.nashvilleaptasn.org
www.greaterlaa.com
www.aatcnet.org
www.slaa.org
www.aoba‐metro.org
www.DMAA.net
www.wa3hq.org
www.azama.org
www.ncfaa.net
www.laaky.com
www.taaonline.org
www.haaonline.org
www.actopeka.org
www.taasite.org
www.aagol.org
www.scmbaa.com
www.idahorentalowners.org
www.savaptassoc.org
www.aatcnet.org
www.tcaaonline.org
www.scaafl.org
www.aavalley.org
www.aagp.com
www.setxaa.org
www.htaaonline.com
www.aago.org
www.baaahq.org
www.pmawm.com
www.sdmha.com
www.saaaonline.org
www.sdmha.com
www.wp‐apt‐assoc.com
www.austinaptassoc.com
www.maineapartmentassociation.org
www.ccaafl.org
www.pmawm.com
[email protected]
1.800.643.6416 x 1
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ALN Apartment Data, Inc.
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This year for Halloween,
go as the one who made
the most sales.
Vendor Edge Plus
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