LEASING
RICK ELLIS | ELLIS CONSULTING
Fair Housing is the Ultimate
Leasing Tool
L
ooking to rev up your leasing efforts?
Here is a hot tip: Practice Fair Housing! What? Practice fair housing? You
mean treat everyone the same regardless of Race, Color, Creed, National Origin, Gender, Family Status, or Handicapped? Isn’t that a
given?
Of course we will all obey the federal fair
housing mandate. We will never discriminate in
housing based on any of the seven protected
classes. Nor will we treat people differently based
on the many state and local protected classes such
leasing presentation by remembering the problem
that fair housing is supposed to solve; discrimination and unfair treatment.
Consider the term “fair housing”. In our industry we see and think housing. After all, we
are in the multi-housing business. Instead of
housing, focus on the meat of this concept: FAIR!
While we must follow every detail of the law and
protect ourselves and our owners from the possibility of a costly discrimination lawsuit, we can
do even more. Do fully comply…but take it up
a notch!
“Rather than simply following Fair
Housing law as we are legally bound,
take it to the next step. Practice the
spirit of Fair Housing.”
as student status, sexual orientation, income source,
and military status. Discriminating based on these
protected classes would be against the law and
get us in BIG legal trouble personally, fined six
figures, and fired from our job.
Yet, there is even more to gain by practicing
fair housing than simply following the law. Much
more!
Most on-site professionals rigidly and strictly adhere to every aspect of the Fair Housing
guidelines. These are not optional “guidelines”.
It is the law! With great effort to be in compliance, leasing professionals say and do all the right
things to follow the law to the letter. This fulfills
their obligation to “the Fair Housing Act” but
does that detached observance really enhance the
on-site professional’s relationship and influence
on a rental prospect?
How can fair housing improve your leasing
presentation? How can genuine adherence to
fair housing energize your ability to lease more
apartments? Easy…it is all about spirit. Rather
than simply following the Fair Housing law as
we are legally bound, take it to the next step.
Practice the spirit of Fair Housing. Energize your
www.aamdhq.org
Let’s fully express and embrace the spirit of
fair housing. Let’s be “fair”. I mean really buy in
to doing all it takes to make every resident and
future resident feel we will do whatever is in their
best interest. Always. Period. Make Fair Housing a part of your fair leasing presentation.
What does “fair” leasing look like? How does
a rental prospect or resident know they are being
treated fair? Here are some simple steps that
come right out of your leasing manual!
Greeting
As a prospect enters the office, follow the “Five
Ss ”. Stop what you are doing and give the visitor
your full attention. Stand, Smile, and Shake this
person’s hand with a cheerful Salutation In the first
10 seconds, make this prospect feel like they are
the most important person you have seen all day.
Qualify
Seat the prospect in the office and use a Guest
Card to get the complete information on their
rental needs and wants. The Guest Card will
insure you ask the same questions and get the
comprehensive qualifying information on every
person. Your FEP (Friendly, Enthusiastic, and
Professional) approach will make every prospect
feel as though they have been treated fairly.
Demonstrate
Provide the complete tour to every rental
prospect. Be excited and animated as you show
each prospect your beautiful community, breathtaking model, and perfectly prepared apartme