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VENDOREDGEOctober 2012
ReGroup:How To Do It & Why It
Works
“The weather is nicer here in Dallas, and the State Fair of Texas is goin on...”
I’d be lying if I said I don’t like October. The weather is nicer here in Dallas, and the State Fair of Texas is going on. It also starts my favorite season for the industry, what with all of the upcoming events we have in the last quarter of the year; Toys For Tots, Blue Santa (San Antonio), even more awesome Trade Shows... I always get excited about the final stretch! While it’s difficult to believe that we are already in the final Quarter of 2012, that this year has just flown by, I’m happy for it. It’s been the best year of my 5 year career here with ALN Apartment Data!
In case you missed the announcement last month, we are very happy to have Susan O’Brien-Garner on our team in sales! She’s been a great addition to our sales team and we look for-ward to a long and mutually beneficial business relationship with her.
In September we did a bit of traveling to Florida, Houston, and San Antonio and we are very excited that the events we attended were absolutely fantastic! We really enjoy getting out to meet new people and tell them about Vendor Edge Plus. We have a lot of Clients who also love telling other people about Vendor Edge Plus, and we cannot thank them enough for spreading the word. This month we’ll be doing some more traveling, so make sure that you check out the Upcoming Events page in this newsletter.
If you would like to learn more about the Services we provide to Multifamily Vendors/Sup-pliers, then please feel free to drop us a line and we’ll gladly show you how we can benefit your business.
Patrick Searcy, CASDirector of Sales & MarketingALN Apartment Data, [email protected]
ALN Apartment Data, Inc.2611 Westgrove, Suite 104Carrollton, Texas 75006
Wayne WilliamsPresident, ALN Apartment Data, Inc.
Laura Reese-Williams, CASVP Business Development1.800.643.6416 x [email protected]
Amy Johnston, CASRegional Account Executive1.800.643.6416 x [email protected]
Patrick Searcy, CASDirector of Sales & Marketing1.800.643.6416 x [email protected]
Main Phone: 1.800.643.6416 Sales Main Phone: 1.800.643.6416 x 1Sales Main Email: [email protected]
Susan O’Brien-Garner, CASNational Account Executive1.800.643.6416 x [email protected]
Happy HalloweenFrom ALN Apartment Data, Inc.
Connect with An AssociationWe’ve gathered Apartment Association information from across the coun-try and connect you with them on the web and in social media
6 Regroup: How To Do It & Why It WorksErnest Oriente, The Coach, shares tips on how to regroup with your team, and why it’s important that you do
Upcoming Association EventsCheck out upcoming events across the country in October, November, and December 2012
Management Company ActivityThis month’s Management Company Activity Report focuses on Dallas and Fort Worth, Texas. Check out the largest portfolios in this Market and see who’s new to the area
ReGroup:How To Do It & Why It
Works
By Ernest Oriente, The Coach
Regroup…is this a new management trend? Not a chance! Regroup is simply an opportunity to end one month’s business cycle, recap the perfor-mance of your multi-housing sales/service com-pany and outline a plan of success for the new upcoming month. Why does it work? Because it allows each person on your team to assess their performance from the previous month, and make any necessary adjustments for the new month. Here’s how it works:
Scheduling and preparing regroup: Regroup should be scheduled during the slowest time of each month and should start early in the morn-ing, if possible. A solid and productive regroup takes about two hours and will require about one hour of preparation. Be certain to have a blank chalkboard or a standing easel for taking notes and keep distractions to a minimum. Regroup is also a time to build on the creative ideas from each person on your team, so make regroup a special part of each month and allow everyone to have equal time to share their feedback. Simply stated, there are no wrong questions or topics discussed at regroup and your team will respect and respond positively to this freedom.
Tip From the Coach: As the executive/owner
of your multi-housing sales/service company, it is critical for you to attend regroup and actively participate in them. Your preparation for each regroup should begin by reviewing the agenda from the previous month, to assess if the to-do list from last regroup was accomplished. Then, review your new regroup agenda making certain your gameplan is consistent with your multi-housing sales/service company goals and expec-tations.
Running the meeting: The agenda for each month’s regroup should begin by reviewing the financial information important to your multi-housing sales/service company. This might include “actual” revenue/income versus budget performance, customer/client retention percent-ages, collection issues or expense performance versus the budget. Then, address any problems experienced during the past month or any up-coming issues that will impact your business. Next, map a calendar of activities to develop new revenue opportunities. This might include a monthly event to thrill your property manage-ment clients, a new marketing plan, or a special focus on your new large prospects. This part of regroup is where the creativity of your team re-ally starts to roll and if you listen closely, you will
hear many “golden” ideas. Lastly, recap the team goals for the new month and close each regroup on a positive note!
Tip From the Coach: As the executive/owner of your multi-housing sales/service company, take detailed notes during regroup, then send a brief memo to your team recapping the day and include a to-do list for the upcoming month.
Meeting individually with your team: At the close of each regroup, plan to spend another thirty minutes more with your manager to re-cap the day, cheer their success, and discuss the specific performance of each individual they manage. During this meeting ask your manager if he/she needs any additional support or train-ing to develop their skills or the skills of their team. This is the most important part of regroup as time spent developing your team for future
opportunity, will make for pro-active manage-ment. This means you always have team mem-bers ready to be promoted to the next position.
Tip From the Coach: In the same spirit of the individual meeting you have with your manager, ask him/her to have a similar meeting with each member of his or her team. This will help to grow their skills as a leader and you will want to attend the first few meetings to be certain the agenda for the individual meetings are exactly as you expect. In fact, as an executive/owner, always “inspect what you expect”. A good rule of thumb!
Want to learn more about running a regroup meeting? Send an E-mail to [email protected] and The Coach will send you a free TeleFo-rum invitation. During this call we will discuss how to implement the steps in this article.
Author’s note: Ernest F. Oriente, a business coach since 1995 [50,660 hours]--the author of SmartMatch Alliances--and the founder of PowerHour...[ www.powerhour.com ], has a passion for coaching his clients on executive leadership, hiring and motivating property management vendor/supplier sales SuperStars, traditional and Internet SEO/SEM marketing, competitive sales strategies, and high leverage alliances for leading property management vendor/supplier sales teams and their leaders---based on his property management vendor/supplier experience that began in 1988. He provides private and group coaching for leading property management vendors/suppliers in North America, property management vendor/supplier sales SuperStars and building dynamic teams. Ernest worked for Motorola, Primedia and is certified in the Xe-rox sales methodologies. Recent interviews and articles have appeared more than 6500 times in business and trade publications and in a wide variety of leading magazines and newspapers, including Smart Money, Inc., Business 2.0, The New York Times, Fast Company, The LA Times, Fortune, Business Week, Self Employed America and The Financial Times. Since 1995, Ernest has written 175 articles for leading property management vendors/suppliers and created 250+ forms, business and marketing checklists, sales letters and presentation tools. To subscribe to his free newsletter written specifically for property management vendors/suppliers go to: www.powerhour.com. PowerHour® is based in Olympic-town…Park City, Utah, at 435-615-8486, by E-mail [email protected] or visit their website: www.powerhour.com
With Vendor Edge get detailed information on:2,804 Individual Properties
573 Management Companies
ALL UPDATED MONTHLY!
Dallas/Ft. Worth Management Company Changes:44 in the last 30 days
115 in the last 60 days165 in the last 90 days
Dallas/Ft. Worth Manager Changes:146 in the last 30 days324 in the last 60 days474 in the last 90 days
Management Companies which nolonger manage any properties inthe ALN database in the last 90days.
These Management Companiesare new (or returning) to theALN database in the past 90 days.
Say "Good Bye" to... New to the Game
Largest Dallas/Ft. Worth Management Companies
(Dallas/Ft. Worth) (Dallas/Ft. Worth)
(by number of properties)
Dallas/Ft. Worth Management Gains and Losses(over last 90 days)
Top 25 most active Management Companies from the "90-DayManagement Company Changes" report.
2611 Westgrove Dr., Suite 106Carrollton, Texas 75006
(972) 931-2553 or (800) 643-6416
Allison-Shelton Real Estate ServicesClassic ResidenceDavid Wells ManagementGraPat Group, IncH Hill Property IncorporatedHansen GroupKlement VenturesLawler ManagementLive Oak Lochwood, LLCMayo GroupMurnen Realty AdvisorsNationwide Management, LLCQuintessence ManagementRealty Appreciation Ltd.Resource ResidentialT & D ManagementWehner Inc
Company # Props # UnitsRankLincoln Property Company 82 27,5151Pinnacle Realty Management 76 18,8042Westdale Asset Management 59 15,2253Greystar Management 55 16,1044Sunridge Management Group 41 6,7425Tipton Group 33 7,9276Alpha-Barnes Real Estate 32 6,1857Milestone Management 31 9,7328Gables Residential 31 9,4269Pace Realty Corporation 29 6,80810
Company Gained Lost# of Properties
Lincoln Property Company 6 7Myan Management Group 6 7Wehner Multifamily, LLC 8 0National Property Mgmt Associates 7 0Realty Appreciation Ltd. 0 7Gaines Investment Trust 6 0Leaders Property Management 0 6Westwood Residential 2 4Devonshire Real Estate 1 4Gables Residential 1 4Greystar Management 1 4Milestone Management 3 1Alpha-Barnes Real Estate 0 3Amli Residential 1 2Asset Plus Companies 0 3BH Management Services 3 0Knightvest Management 2 1LBK Management 2 1Migneault Properties 1 2Pinnacle Realty Management 1 2Riverstone Residential Group 2 1Tipton Group 2 1United Apartment Group 3 0A G Spanos Companies 0 2Amerisouth Realty Management 1 1
B & H InvestmentsB & M Management Co LLCCampus Living VillagesCapreit ManagementCIM GroupClaremont Management CompanyDinerstein CompaniesHarris ManagementHB Clubview LLCHillwood CommunitiesM&A Real Estate PartnersMonticello ManagementNational Property Mgmt AssociatesPrairie Villa ManagementPremier CommunitiesTarantino Properties, Inc.Texas LA ManagementTrade Street ResidentialTrigild Inc.USA Properties, Inc.Zamtap Capital LLC
Information as of 10/01/12
Event Start Date /End Date Event Title Event Website Event Location10/2/2012 AATC Fall Golf Tournament www.aatcnet.org Ft. Worth, TX
10/2/2012 DAA 2012 Golf Outing www.daaonline.org DE
10/3/2012 NJAA Ninth Annual PAC Reception www.njaa.com NJ
10/3/2012 GCAA Oktoberfest/Dinner Meeting www.greatercaa.org Pineville, NC
10/4/2012 FCAA Oktoberfest www.fcaaonline.com Jacksonville, FL
10/5/2012 TAA Midwest Multifamily Expo & Education Conf. www.taasite.org Lafayette, IN
10/5/2012 GDAA Chili for Charity Fall Golf Outing www.gdaa.org Dayton, OH
10/6/2012 DAA 2012 Holiday Gala www.daaonline.org DE
10/9/2012 AASET Vendor Show www.setxaa.org Beaumont, TX
10/9/2012 CVAA Trade Show www.vamaonline.org Richmond, VA
10/10/2012 BRAC Maintenance Maina www.vamaonline.org Charlottesville, VA
10/10/2012 BOMA State of the Industry Luncheon www.boma‐wi.org Milwaukee, WI
10/10/2012 10/12/2012 FAA Education Conference & Trade Show www.faahq.org Orlando, FL
10/10/2012 HAA Ambassador Meeting www.haaonline.org Houston, TX
10/11/2012 SDMHA State Convention www.sdmha.com Siox Falls, SD
10/11/2012 NRVAC Vendor Trade Show & Maintenance Seminar www.nrvac.net VA
10/12/2012 GAA PAC Tennis Classic www.atl‐apt.org Atlanta, GA
10/12/2012 GLAA Keeneland Fall Meet www.greaterlaa.com Lexington, KY
10/12/2012 AAP PAC Auction/Beer & Brats www.aapanhandle.com Amariillo, TX
10/12/2012 UAA Tribute Awards Dinner www.uaahq.org Murray, UT
10/12/2012 MAA Golf Tournament www.missouriapartmentassociation.net Lake of Ozarks
10/12/2012 CCAA''s 16th Annual Fijita Cook‐Off www.ccapartments.org Corpus Christi, TX
10/13/2012 AATC Poker Run www.aatcnet.org Ft. Worth, TX
10/15/2012 IAA 2012 Midwest Multifamily Expo & Education Conf www.iaaonline.net Indianapolis, IN
10/15/2012 LAA Fall Golf Tournament www.lubbockapartments.com Lubbock, TX
10/16/2012 DAA 2012 Best of Delaware Apartment Living Awards www.daaonline.org DE
10/16/2012 TCAA "BOO''S" Cruise www.tcaaonline.org Sarasota, FL
10/17/2012 10/19/2012 TAA Board www.taa.org Dallas, TX
10/17/2012 GCNKAA Apartment All Stars www.gcnkaa.org Covington, KY
10/18/2012 MAA Networking Event www.maineapartmentassociation.org Portland, ME
10/18/2012 NJAA 19th Annual Garden State Awards of Excellence www.njaa.com NJ
10/18/2012 CAA Toni Blake at the Theater www.ChattanoogaApartmentAssociation.org Chattanooga, TN
10/18/2012 AAGC Annual Charity Auction Benift Camp Wonder www.aagcolumbia.org Columbia, SC
10/18/2012 AMA Tucson Networking‐AMAfest‐A Taste of the AMA www.azama.org Tucson, AZ
10/18/2012 PMAWM Annual Auction www.pmawm.com MI
10/18/2012 CIAA Trade Show www.ciahq.org Des Moines, IA
10/19/2012 AAFW Shake Rattle & Bowl www.aafw.org Ft. Wayne, IN
10/19/2012 AAGOL Maintenance Mainia www.aagol.org Omaha, NE
10/20/2012 FCAA Susan G. Komen ‐ Roni''s Race www.fcaaonline.com Jacksonville, FL
10/23/2012 PTAA Trade Show www.piedmonttaa.org Greensboro, NC
10/24/2012 SLAA Educational Fall Showcase www.slaa.org Saint Charles, MO
10/25/2012 MMHA Star Awards Gala www.mmhaonline.org Baltimore, MD
10/25/2012 UAA Maintenance Olympics and Education Conference www.uaahq.org Murray, UT
10/25/2012 AAP Tradeshow www.aapanhandle.com Amarillo, TX
10/25/2012 BCSAA 21st Annual PAC Golf Tournament www.bcsaa.com Bryan, TX
10/26/2012 AASET 2nd Annual PAC Putt‐Putt Tournament www.setxaa.org Beaumont, TX
10/26/2012 NSAA Maintenance Mainia www.nvsaa.org Las Vegas, NV
10/26/2012 CAA 2012 CAMME Awards www.caapts.org Chicago, IL
10/26/2012 AMA/Cox Communications Phoenix Par‐Tee Golf Tourn. www.azama.org Scottsdale, AZ
10/26/2012 PMAWM Kalamazoo Bowling for Red Cross www.pmawm.com MI
10/26/2012 SDCAA‐Mark of Excellence Awards www.sdcaa.com San Diego, CA
10/27/2012 AAKC Putting Out the Fire/Putt‐Putt Pub Crawl www.aakc.us Kansas City, KS
10/30/2012 USAA Trade Show www.upperstate.org Greenville, SC
11/2/2012 AAGA 2nd Annual Maintenance Mania www.aagaonline.com Augusta, GA
11/3/2012 SLAA Battle of the Beans, Chili Cook‐off www.slaa.org St. Louis, MO
11/3/2012 AAGO Golden Key Awards 2012 www.aago.org Orlando, FL
11/6/2012 AATC P&S; Chris Lee & John Mitchell‐Union Gospel www.aatcnet.org Ft. Worth, TX
11/7/2012 CAA Maintenance Mania www.caapts.org Chicago, IL
11/7/2012 AMA Perspectives & Projections Conference www.azama.org Phoenix, AZ
11/8/2012 AMA Tucson Maintenance Mania www.azama.org Tucson, AZ
11/8/2012 11/10/2012 NAA Assembly of Delegates www.naahq.org Indianapolis, IN
11/10/2012 BAAA Children''s Home Fall Festival www.baaahq.org Tampa, FL
11/12/2012 CTAA 2012 Tradeshow www.ctaahq.org Uncasville, CT
11/13/2012 TCAA Annual Auction www.tcaaonline.org Lutz, FL
11/13/2012 AATC THINKLINK & Trade Show www.aatcnet.org Arlington, TX
11/13/2012 RGVAA Awards & Installation of 2012‐2013 Officers www.aavalley.org Harlingen, TX
11/14/2012 AAGP Apartment All Stars 2012 www.aagp.com Ft. Washington, PA
11/14/2012 AAGP Memborship Dinner Meeting & Casino Night www.aagp.com West Conshohocken, PA
11/15/2012 AAP 11/12 General Meeting‐Chili Cook‐Off www.aapanhandle.com Amarillo, TX
11/15/2012 SAHA Award Banquet www.springfieldhousing.net Springfield, MO
11/15/2012 GBREB 2012 TOBY and Industry Awards www.gbreb.com Boston, MA
11/15/2012 AAGW Annual Meeting www.myaagw.com Wichita, KS
11/15/2012 11/16/2012 GLAStar Education Conference & Awards www.pmawm.com Wyoming, MI
11/16/2012 TAA Zenith Awards www.taaonline.org OK
11/16/2012 AAGC 2012 Brilliance Awards Program www.aagcolumbia.org Columbia, SC
11/16/2012 SEFAA Circle of Excellence www.sefaa.org Hollywood, FL
11/21/2012 GNAA Maintenance Luncheon www.nashvilleaptasn.org Hermitage, TN
11/28/2012 BAAA Developer''s Forum & Lunch www.baaahq.org Tampa, FL
11/29/2012 GCAA Annual Awards Night Gala www.greatercaa.org Charlotte, NC
11/30/2012 AACO NOVA 2012 ‐ Mad Hatter Ball www.aacoonline.org Oklahoma City, OK
11/30/2012 AAKC Las Vegas Night www.aakc.us Kansas City, KS
11/30/2012 BCSAA Annual Awards & Installation Banquet www.bcsaa.com Bryan, TX
11/30/2012 HAA ACES Holiday Luncheon www.haaonline.org Houston, TX
12/1/2012 NSAA 6th Annual Jewel Awards www.nvsaa.org Las Vegas, NV
12/1/2012 GNAA Awards and Installation Banquet www.nashvilleaptasn.org Murfreesboro, TN
12/1/2012 GLAA Crowne Excellence Awards Gala www.greaterlaa.com Lexington, KY
12/4/2012 AATC P&S Sue Weston‐How to become CAS www.aatcnet.org Ft. Worth, TX
12/5/2012 SLAA Holiday Social www.slaa.org MO
12/5/2012 AOBA Holiday Party www.aoba‐metro.org Washington, DC
12/5/2012 DMAA Holiday Gala www.DMAA.net Detroit, MI
12/6/2012 WAAA Holiday Award Evening www.wa3hq.org Ann Arbor, MI
12/6/2012 AMA Industry Holiday Party www.azama.org Phoenix, AZ
12/6/2012 NCFAA 2012 Holiday Party & Awards Ceremony www.ncfaa.net Gainesville, FL
12/6/2012 LAA Presidential Gala www.laaky.com Louisville, KY
12/6/2012 TAA Holiday After‐Hours Networking Event www.taaonline.org OK
12/6/2012 HAA "NEXT" Mix n Jingle www.haaonline.org Houston, TX
12/7/2012 ACT Annual Holiday Party www.actopeka.org Topeka, KS
12/7/2012 TAA Holiday Celebration www.taasite.org Lafayette, IN
12/7/2012 AAGOL Stars of Excellence www.aagol.org Omaha, NE
12/11/2012 MBAA Christmas Social ‐ Toys for Tots www.scmbaa.com Myrtle Beach, SC
12/11/2012 IROMA Annual Elections & Holiday Party www.idahorentalowners.org Boise, ID
12/11/2012 ASA Holiday Banquet, Awards Night & Installation www.savaptassoc.org Savannah, GA
12/11/2012 AAGD/AATC Holiday Reception & Toy Drive www.aatcnet.org Ft. Worth, TX
12/11/2012 TCAA Industry Excellence Awards & Holiday Program www.tcaaonline.org Sarasota, FL
12/11/2012 SCAA Annual Holiday Party & Silent Auction www.scaafl.org Orlando, FL
12/11/2012 RGVAA Annual Christmas/Community Service Event www.aavalley.org Harlingen, TX
12/11/2012 AAGP Holiday Party 2012 www.aagp.com PA
12/11/2012 AASET Christmas Party & Mamber Appreciation www.setxaa.org Beaumont, TX
12/12/2012 HTAA Christmas Party/Installation & Awards Banquet www.htaaonline.com Waco, TX
12/12/2012 AAGO Annual Holiday Luncheon www.aago.org Maitland, FL
12/13/2012 BAAA Holiday Dinner Meeting www.baaahq.org Tampa, FL
12/13/2012 PMAWM Kalamazoo Holiday Celebration www.pmawm.com MI
12/13/2012 SDMHA Walk of the Stars www.sdmha.com Sioux Falls, SD
12/13/2012 SAAA Blue Santa www.saaaonline.org San Antonio, TX
12/13/2012 SDMHA Walk of the Stars www.sdmha.com SD
12/13/2012 WPAA Holiday Gala www.wp‐apt‐assoc.com PA
12/13/2012 AAA Holiday Gala www.austinaptassoc.com Austin, TX
12/13/2012 MAA Member Appreciation Party www.maineapartmentassociation.org Portland, ME
12/14/2012 CCAA Holiday Gala www.ccaafl.org Tallahassee, FL
12/19/2012 PMA Annual Holiday Celebration Silent Auction www.pmawm.com MI
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