The Leasing Loop
Jan. 15, 2026 Issue 13
2026: The Year of Reaching New Leasing Goals
Happy New Year! Each new year brings a renewed opportunity to grow, reset, and step boldly into what’s next. According to numerology, 2026 represents a powerful fresh start—a Universal Year 1 (2+0+2+6 = 10, 1+0 = 1) centered on leadership, innovation, and personal momentum following the reflection of 2025. In Chinese astrology, 2026 is the Year of the Fire Horse, symbolizing passion, confidence, and forward motion. Simply put: this is a year made for action.
In leasing, that energy translates into creativity, growth, and achievement—and Cohen Esrey is fully committed to helping our leasing teams rise to that potential. In the weeks ahead, every leasing team member will be invited to create three to five meaningful leasing goals for 2026. These goals will be shared with each team member’s Property Manager and Regional Manager, followed by a one-on-one strategy session with Leasing Performance Strategist Arley Hoskin to create a clear, actionable plan for success.
These goals won’t be vague wishes—they’ll be specific, measurable, and intentional. Rather than saying, “I want a 30 percent tour-to-lease ratio,” goals will be framed for progress, such as “I will increase my personal tour-to-lease ratio by five percent in the first quarter.” Small, focused improvements lead to powerful results.
Team members are encouraged to think bigger than just the numbers. Consider what success looks like for you this year—greater confidence, higher commissions, deeper job satisfaction, or the next step in your career. Let those aspirations shape goals that stretch you, challenge you, and excite you.
Throughout the year, teams will celebrate wins, refine strategies, and continue building momentum. Many of those successes will be recognized and shared right here in The Leasing Loop, because growth deserves to be seen and celebrated.
Cohen Esrey’s motto, “We empower people to thrive,” isn’t just a statement—it’s a promise. This year, that promise comes to life through focused goal-setting, personalized coaching, and a belief in what our leasing teams can accomplish.
Now is the moment. Set bold goals. Commit to growth. Show up with intention. 2026 is your year to lead, to stretch, and to thrive—let’s make it one to remember.
Araceli soars at Elmhurst Terrace
We are excited to recognize Araceli Lopez as our Leasing Agent of the Month for December! Araceli delivered an outstanding performance with 12 leases and an impressive 39% prospect-to-tour ratio, proving that strong connections and intentional follow-up can drive exceptional results—even during slower months.
What truly sets Araceli apart is her ability to build meaningful relationships with prospects. As she explains, “What helped me lease so many apartments was my ability to connect with the prospects and understand their wants and needs. I focus on listening and asking the right questions to match the prospects that fit their lifestyle and budget.” This consultative approach allows prospects to feel heard, valued, and confident in their decision.
Rather than slowing down during the winter season, Araceli stays focused and intentional. “I stay motivated during slow months by focusing on follow up, improving my knowledge, and setting daily goals. I use the downtime to prepare so I’m ready when traffic increases,” she shares. Her dedication to preparation ensures she is always ready to succeed when opportunity arises.
Araceli also understands the importance of first impressions. “Creating a welcoming experience and communicating the value of the community encourages prospects to tour in person,” she says. She adds, “Building trust and being responsive will set you apart and help you close more leases.”
Her Property Manager, Lisa Ralston, highlights the natural warmth Araceli brings to the team: “Araceli has an easy going, warm, polite, and fun air about her. People gravitate toward her and enjoy her unassuming and caring attitude. She makes everyone feel welcomed and at ease from the moment they walk through the door and all the way through their tour.”
Lisa also reinforces the importance of consistency during winter months: “Slow months can be painful, but if we work in the winter like we do in the summer, we get through it pretty good.”
Congratulations to Araceli on an incredible December and for setting a high standard of excellence!
Elmhurst Terrace Leasing Agent Araceli Lopez received this month's Leasing Agent of the Month title. This is the second time she has received this honor.
Occupancy
Tips on how to keep occupancy up through renewals. Renewals are a leasing agent's best friend. Here are some tips on how to secure them.
1. Start renewal conversations early: Begin talking about renewal options 90–120 days out so residents feel valued, informed, and not rushed into a decision.
2. Personalize the value: Remind residents why they chose the community—highlight maintenance responsiveness, location, amenities they use, and any positive interactions you’ve had with them.
3. Create a positive renewal experience: Make the process simple, friendly, and proactive. Quick follow-ups, clear pricing, and an upbeat tone can turn a “maybe” into a “yes.”
4. Offer incentives strategically: Use small but meaningful perks (carpet cleaning, reserved parking, flexible move-out dates, or loyalty rewards) to make staying feel like the obvious choice.
5. Listen and solve before it’s too late: Ask open-ended questions about their experience and address concerns early—many residents leave because they feel unheard, not because they want to move.
2025 4th Quarter KPIs (Oct. 1- Dec. 31)
Guest Card Completion Ratio >90%
No one reached this KPI.
Occupancy at or above 93.5%
Brighton Creek, 95%
Prospect Response Time
within 2 hours >80% of the time
1. KieErra Barfield, 97.2%
2. Barbee King, 95.2%
3. Lindsay Norman, 95%
4. Akia Gates, 90.5%
5. Rachell Butler, 85.7%
Role Play each Week
for 80% of the time
1. Kimberly Espinoza, 100%
2. Guadalupe Camacho-Santiago, 100%
3. Lindsay Norman, 100%
4. Barbee King, 100%
5. Robin Scaro, 81.8%
Prospect-to-Tour Ratio >=25%
1. KieErra Barfield, 67%
2.Barbee King, 58%
3. Lindsay Norman, 48%
4. Kimberly Espinoza, 39%
5. Akia Gates, 37%
Tour-to-Lease Ratio >=30%
1. Akia Gates, 47%
2. Lindsay Norman 38%
Lease Count
1. Araceli Lopez,38
2. Kimberly Espinoza, 23
3. KieErra Barfield, 19
4. Akia Gates, 17
5. Lindsay Norman, 16