7 ways to up your
likability factor
by AMY KOSNIKOWSKI DILISIO
We’ve all heard, “You never get a second
chance to make a first impression.” You are perceived as likeable or unlikeable by others in mere
seconds. A positive first impression is very important in the multifamily industry- our customers, current and future, judge us by our curb appeal,
quality and services. People also define our abilities, product knowledge and experience instantly.
The fact is people want to do business with,
or buy (or lease) from, people they like. It is a
fundamental cornerstone in successful leasing that
we put our best foot forward and create an immediate positive impression.
Having a positive impression first begins with
being likeable. If your prospect likes you they will
connect with you, be open to answering questions
and engaging in a conversation about their needs
and wants in an apartment. This “like” will result
in a trusting relationship as we share community
information and assist them to find the ideal home.
There are certain actions and areas that we
can focus on that will positively impact first impressions and likeability. When executed properly the following tips can help you attract people
who may not otherwise find you naturally likeable.
Appearance
Did you know that 55% of a person’s opinion
is determined just by physical appearance.* In
reality, what you wear is not a shallow consideration - it could be a dealmaker or breaker. Come
in everyday dressed, pressed and ready to impress.
“If a prospect likes you they
will connect with you, be
open to answering
questions and engaging in
a conversation about their
needs and wants in an
apartment.”
that humans are naturally attracted to others who
are smiling. Be aware of your facial expressions.
Did you know that smiles have a powerful
effect on us? Research at Duke University shows
that the human brain prefers happy faces, and we
can spot a smile at 300 feet – the length of a
football field! Smiling not only stimulates your
own sense of well being, it also tells those around
you that you are approachable and trustworthy.
When you smile at someone, you are almost
always guaranteed a smile in return.
A Good Solid Handshake
The handshake is a universal sign of welcome
and is one of the most important nonverbal
communication cues because it can set the mood
for the entire conversation and meeting. A firm
handshake will give you instant credibility while
a weak one can make you appear weak or untrustworthy.
Being appropriately dressed for your particular role and responsibility will match what the
customer “expects” you to wear. It also shows your
pride in your role and contributions to the community. (*source: Society for Personality and
Social Psychology)
Eye Contact
Smile
Be Polite
A pleasant and sincere smile is one of the best
ways to make a great first impression. It is proven
Put great manners to work in all interactions
with prospects and customers. Residents and
www.aamdhq.org
Keep your head up and look the person who you
are having a conversation with in the eyes. Good eye
contact lets others know that you are interested in
them and interested in the conversation.
Amy Kosnikowski Dilisio will be
presenting multiple presentations
at the 2016 Education Conference.
prospects alike will notice your courteous, kind
and thoughtful gestures and actions. Classic
phrases that we can all weave more into our conversations are: “Thank you. It would be my pleasure. I would love to assist you with that. How
may I help you? You are welcome.”
Be Enthusiastic
Be excited about your product, services and
all that your community has to offer. Your passion
and positive attitude will be infectious and will
make you approachable.
Be You!
The more at ease you are, the more another
person can get to know the real you. Be genuine
and comfortable in your own skin by showing
your personality and uniqueness. Letting the real
you shine will be a natural draw to others.
You now have seven stellar ways to increase
your likeability factor. Remember, people lease
because of you. They renew because of you and
they will refer their friends and family because of
you. It all starts because they liked you!
Amy Kosnikowski Dilisio, is a national speaker, industry
educator and VP of Business Development and Education
with Sprout Marketing, a multifamily marketing boutique.
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Questions? Contact [email protected].
APRIL 2016 • TRENDS | 21