Wendy Drucker on Tips on how to Lease Residences in 2021: Q&A

After what has turned out to be one of many hardest years for the trade and the world, Drucker + Falk Managing Director Wendy Drucker is optimistic in regards to the multifamily market and her agency, which manages a portfolio of properties that spans 13 states however is usually primarily based in Northern Virginia.

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In a dialog with Multi-Housing Information, Drucker shared her insights on how the pandemic has modified the multifamily leasing course of and long-held norms for a way potential residents store for a house and expertise condo dwelling.

(This interview has been condensed and edited for readability.)

Wendy Drucker, Managing Director, Drucker + Falk

It’s been virtually a yr because the pandemic actually took maintain within the U.S. How has it impacted the leasing course of for operators and property managers?

Drucker: COVID-19 has had an impression on each side of our enterprise, not simply the leasing enterprise. It’s, after all, modified the way in which we cope with prospects, however it additionally modified the way in which we cope with residents, how we full work orders, the strategies we use to market accessible flats, how we work with our vendor companions, how we educate staff, and the way we take part in trade occasions, together with commerce reveals that had been digital. 


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Inside the leasing course of, we had been doing a variety of digital and on-line advertising and marketing earlier than COVID-19, however inside three days, we reinvented our leasing course of and actually type of went again to the fundamentals the place we needed to promote our condo communities and our flats over the telephone. It was virtually like once I began within the enterprise. We didn’t have computer systems. We had nothing. We had a phone, and we had our flats we needed to present. We needed to actually promote folks over the telephone and paint that image for them in order that they might wish to come out to the neighborhood and see the condo. However the video and self-guided excursions—that every one has turn into the brand new regular and it occurred nearly in a single day.

We polled our readers about whether or not the winter leasing season could be impacted by COVID-19 and the vast majority of respondents stated sure. Do you assume the spring season can be impacted, as nicely?

Drucker: I do. Is it impacting the way in which we lease? I feel the way in which we lease has modified without end. We’re on the finish of January, and we’re getting 60-day notices. So we’re leasing for spring proper now. In a variety of states the place we do enterprise, all the primary responders haven’t even gotten their vaccine but. So I feel COVID-19 is completely going to impression our leasing season for spring.

The trade has needed to regulate from being an in-person enterprise to at least one that’s way more digital. As we begin 2021, do you anticipate digital and self-guided excursions to stay part of the leasing playbook going ahead?

Drucker: I’ve to be trustworthy with you, we now have a tremendous advertising and marketing group. Even earlier than the pandemic, the group got here to us and stated, ‘Our prospects are asking for extra progressive methods to speak with our condo communities.’ They needed the net utility performance. They needed digital tour choices, as a result of lots of people are shifting from one space of the nation to a different. So even forward of COVID-19, forward of spring, we had many communities that had applied video excursions, the telephone numbers which are text-enabled and the 24/7 leasing agent chat operate to the web site. We had some self-guided keyless tour choices and we, after all, had on-line functions. We additionally do digital lease signings, which we’ve been doing for years.

I feel what’s going to be vital going ahead—COVID-19 or no COVID-19—is that every one of us have to remain abreast of latest expertise. Issues are occurring on a regular basis. We’re testing issues which are coming as much as assist our trade on a weekly foundation. To be able to keep aggressive, we now have to present our prospects and our residents—we are able to’t ignore our residents—what they need and what’s simple for them. 

How vital is having movies and up-to-date condo neighborhood web sites? Has that actually made a distinction in getting communities leased-up through the pandemic?

Drucker: I can’t say completely sufficient. It’s personally one in all my sizzling buttons. I, in all probability each month, go on each web site that we now have. I want I might do it each week, however I’d by no means sleep. However I additionally am Fb buddies and Instagram-connected with all of our condo communities, and I’ve discovered misspellings and (grammar errors). However I additionally applaud these which are doing very inventive, very enjoyable stuff.

You already know, dwelling in an condo neighborhood is a life-style. In case you actually take a look at it, they’re all white packing containers they usually all have kitchens and loos and bedrooms or no matter. However it’s the approach to life that you just promote. It’s “what’s it going to be like once I transfer in” that you just’re promoting.

So, the web site, the Google enterprise itemizing, all these social media retailers should be reviewed not just for accuracy and never simply that they’re portraying the picture you wish to painting but additionally for performance. I typically discover that hyperlinks are damaged, telephone numbers don’t work. The location groups ought to, actually each single week, go into the web site and dive deep into it to verify while you’re clicking in it that all the pieces comes up and that all of it works the way in which it’s imagined to work. The worth of getting good pictures, video excursions and good 3D ground plans is de facto reasonably priced now. To have good digital belongings is essential. 


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What about amenity packages? Are common-area facilities a more durable promote for renters since they could be closed or have sure restrictions?

Drucker: We’re clear and trustworthy with our prospects and our residents about what’s happening this week vs. final week—as a result of, as we all know, the governors change the foundations and expectations—and we construct belief with them that we’ll maintain them knowledgeable. Speaking is the important thing, so we actually haven’t had a difficulty. Our prospects and our residents respect and perceive, for essentially the most half, the Facilities for Illness Management and Prevention and state pointers. Sure, we’ve had one or two right here or there who’ve actually been sad, and we simply meet with them and allow them to know why we are able to’t have the health room open 24/7.

In your expertise, has it taken extra work to get residents to resume leases?

Drucker: You already know, it’s attention-grabbing. Turnover has considerably dropped. It’s been about 35 % total in our whole portfolio for all condo neighborhood sorts on common. Sometimes, it’s 45 %, and for higher-end properties it tends to be larger. So, renewing leases has not been troublesome, and I feel our residents have appreciated how we’ve dealt with issues, like doing solely emergency work orders in March, April and Might, then arranging the opposite work orders at a time handy to residents in order that they may very well be out of the condo. And naturally, we got here in with N95 masks, gloves and protecting gear, being respectful of them of their dwelling. 

I don’t know what’s going to occur as soon as 75 % or 80 % of the nation is vaccinated. I don’t know if individuals are then going to start out shifting or begin going again to their places of work. I feel, due to COVID-19, a variety of our web site groups have stepped up their customer support as a result of everybody’s been so on edge. So, only a smile with a masks on and a pleasant hey to a resident strolling their canine or service groups seeing folks out in communities as a result of so a lot of them are dwelling goes a good distance.

What do you assume are crucial issues leasing professionals ought to have of their toolboxes proper now?

Drucker: Again to fundamentals: Customer support is de facto so vital. In my enterprise, this pandemic has taught us to be kinder to one another and to our residents and to actually worth what’s vital. And for our residents, that’s the place they reside. We’re good listeners, and we’ve helped residents discover cash to pay payments and pay their lease. We’ve helped residents join with meals or dwelling well being care suppliers. 

I feel we’ve gotten to know our residents extra personally as a result of they’ve come to us to share their struggles and what’s happening with them proper now of their lives. It’s all the time been a people-to-people enterprise, and, regardless of what number of computer systems and digital stuff you throw at it—that are crucial—it’s nonetheless a people-to-people enterprise. And anybody who forgets that, gained’t win. They gained’t succeed.

Tens of millions of People are receiving vaccinations. Do you assume the vaccinations will reverse a few of the adjustments leasing groups have needed to make, or do you anticipate some to turn into the brand new norm?

Drucker: I feel it’s going to be each. I feel folks nonetheless wish to see the place they’re going to reside. Initially, as a result of folks must see if their furnishings’s going to suit, and the one manner you may actually do that is to see the house. However secondly, if somebody beforehand had a adverse expertise in an condo neighborhood in one other place or a adverse expertise with a quote/unquote “landlord,” they could mistrust us. I feel individuals are going to return and wish to see the precise condo, the facilities, meet the folks that work on web site. However I feel the digital excursions, the Matterport excursions and the 3D ground plans, and maybe even a fast FaceTime tour if somebody’s shifting from out of city and might’t stand up there immediately, these are nonetheless going to be part of it. These aren’t going to go away. I feel the in-person tour will come again. We’re already doing them now, safely.

Learn the March 2021 challenge of MHN.

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