The Leasing Loop
May 15, 2026 Issue 17
Turn more traffic into tours
Getting prospects in for a tour is one of the most important steps in the leasing process. While phone calls, emails, and online chats are valuable tools for building interest, nothing compares to the impact of seeing the community in person. A tour transforms a prospect from someone casually browsing apartments into someone who can truly picture themselves living there.
Leasing agents should remember that most prospects are not just shopping for an apartment — they are searching for a home. Photos and floor plans can only do so much. A tour gives prospects the opportunity to experience the atmosphere of the community, walk through the apartment, and visualize their daily life there. Seeing the natural light in the living room, imagining furniture placement, or visiting the fitness center and pool can create an emotional connection that online listings simply cannot replicate.
Tours also provide leasing agents with the chance to build trust and create relationships. During a tour, agents can learn more about the prospect’s lifestyle, preferences, and priorities. This creates opportunities to personalize the experience and highlight features that matter most to the individual prospect. A family may value nearby playgrounds and storage space, while a remote worker may appreciate quiet surroundings and a business center. The more personalized the tour feels, the more likely the prospect is to move forward with an application.
Another key advantage of getting prospects in for a tour is overcoming objections in real time. Concerns about apartment size, location, amenities, or pricing can often be addressed more effectively in person. Leasing agents can showcase value, explain specials, and help prospects compare options confidently.
Every interaction with a prospect should focus on moving toward an in-person visit. Whether responding to an online inquiry or answering a phone call, the goal is to create excitement and secure the appointment. Once prospects walk through the doors, leasing agents have the opportunity to create a memorable experience that can turn interest into a signed lease.
You are the Leasing Agent of the Month
Picture this: your name is announced as Leasing Agent of the Month. Your team applauds, your hard work is recognized, and your numbers reflect the effort you put in every single day. It may seem like a big goal, but the truth is that top-performing leasing agents are often doing small things consistently — and those habits make all the difference.
Leasing Agent of the Month is not always the person with the busiest property or the easiest market. More often, it is the person who creates the best experience for prospects from the very first interaction.
It starts with energy and urgency. Great leasing agents answer calls quickly, respond to emails professionally, and follow up consistently. Prospects have many options, and the communities that respond first often win the lease. A simple follow-up text or email after a tour can be the reminder that brings a prospect back to apply.
Top leasing agents are also excellent listeners. Instead of jumping straight into pricing and floor plans, they ask questions. What is most important to the prospect? A short commute? More space? A pet-friendly environment? Understanding the prospect’s needs helps create a personalized tour experience and builds trust.
During the tour, successful leasing agents help prospects picture themselves living in the apartment. They do not simply unlock doors and list features. They tell a story. They point out where a couch could go, talk about enjoying coffee on the balcony, or mention how convenient the fitness center is before work. They create excitement about the lifestyle, not just the apartment.
Organization and consistency matter too. The best leasing agents stay on top of their follow-ups, know their availability, and communicate confidently about specials and pricing. They treat every prospect like an opportunity, whether it is their first tour of the day or their last.
Most importantly, Leasing Agents of the Month stay positive and coachable. They learn from challenges, celebrate wins, and look for ways to improve every week.
The next Leasing Agent of the Month could absolutely be you. Every phone call answered, every follow-up sent, and every tour completed with care is another step toward that goal.
Increase occupancy
Tips for how to increase occupancy.
1. Create urgency with limited-time specials. Offer move-in incentives such as waived application fees, discounted deposits, or a free first month on select units. Promote deadlines clearly so prospects feel motivated to apply quickly.
2. Improve tour-to-lease conversions. Focus on giving personalized tours that help prospects picture themselves living in the community. Highlight lifestyle benefits, ask discovery questions, and always ask for the lease at the end of the tour.
3. Boost online presence and response speed. Keep photos, pricing, and availability updated on listing sites and social media. Respond to leads within minutes whenever possible—fast follow-up can dramatically increase signed leases.
4. Increase resident retention. Occupancy is not only about new leases. Prioritize excellent customer service, quick maintenance responses, and resident events to encourage renewals and reduce costly vacancies.
2026 Second Quarter KPIs (April 1-30)
Guest Card Completion Ratio >90%
Nobody has made this goal.
Occupancy at or above 93.5%
1. Elmhurst Terrace, 94%
2. Brighton Creek, 93.5%
Prospect Response Time
within 2 hours >80% of the time
1. Mandi Pfeffer, 100%
2. Lindsay Norman, 93.2%
3. Trisha Parsons, 92.5%
4. Barbee King, 90.9%
5. Monny Starr, 90.8%
Role Play each Week
for 80% of the time
1. Lindsay Norman, 100%
2. Barbee King, 100%
3. Monny Starr, 83.3%
4. Kimberly Espinoza, 83.3%
5. Guadalupe Camacho-Santiago, 83.3%
Prospect-to-Tour Ratio >=25%
1. Guadalupe Camancho-Santiago, 58%
2. Mandi Pfeffer, 50%
3. Lindsay Norman, 48%
4. Kimberly Espinoza, 47%
5. KieErra Barfield, 45%
Tour-to-Lease Ratio >=30%
1. Lindsay Norman, 54%
2. Barbee King, 42%
3. Monny Starr, 41%
4. Guadalupe Camancho-Santiago, 58%
Lease Count
1. Sherry McGee, 27
2. Lindsay Norman, 27
3. Lenee Mayberry, 18
4. Kimberly Espinoza, 17
5. KieErra Barfield, 13