From Stage to Leasing: Using Improv to Master Leasing

Written by: Ronald Harrington | Not to long ago,  I had my friend Stephanie Oehler on the show. Our episode was call Upskill with Improv. It was such a fun show and a great way to kick off leasing season. We are in July, leasing season is in full swing. I thought it would be fun to highlight what we covered in case you missed it. 

Theater Roots and Quick Thinking

Some of you might know that I was a theater major for a couple of years. Although I switched to a career in training to find more financial stability, my theater background has been invaluable. Last year, at the Texas Apartment Association, I attended a session on using improv techniques in leasing, and it clicked. Maybe my success in leasing comes from that quick-on-my-feet, improvisational mindset.

Stephanie’s Improv Journey

Stephanie, who has been taking improv classes, shared her experiences. She emphasized how improv sharpens adaptability, a crucial skill in any business environment, especially in sales and leadership. Improv teaches you to think on your feet and adapt quickly to changing situations.

The Power of Improv Games

Before diving deeper into how improv can enhance leasing skills, we played an improv game called "Same Word." The game is simple: you try to say the same word on the count of three, narrowing the topic to leasing and sales. While we didn't always hit the mark, the game highlighted the importance of connection, rapport, and having fun as a team.

Improv on the Leasing Floor 

Improv principles can be directly applied to the leasing floor. Here are a few key takeaways:

1. Permission to Pivot: Improv teaches you to pivot gracefully. In leasing, situations change rapidly, and you must adapt. Giving yourself permission to pivot isn't about giving up; it's about moving forward creatively. When a prospect's needs don't align with available apartments, pivot by referring them to sister properties or other solutions, maintaining momentum and building trust.

2. Listening and Building the Story: Listening is critical in both improv and leasing. In improv, you build stories one word at a time, requiring attentive listening. In leasing, truly listening to prospects helps you understand their needs and respond effectively. This approach ensures you're not just hearing objections but understanding and addressing them meaningfully.

3. Team Trust: Improv relies on trust among team members. Similarly, a leasing team must trust each other to handle various tasks, from preparing apartments to greeting prospects. Trust fosters a supportive environment where everyone works towards common goals, ensuring smooth operations and satisfied customers.

Adding Levity to the Leasing Process

A unique aspect of improv is its ability to add humor and levity to any situation. Approaching challenges with a sense of humor can diffuse tension and create a positive atmosphere. Prospects sense this joyfulness, making them more comfortable and likely to engage positively with your team.

Conclusion: Embrace Improv in Leasing

Improv offers valuable lessons for leasing professionals. From adapting quickly to truly listening and building trust, these skills can enhance your effectiveness and create a more enjoyable work environment. So, why not incorporate some improv games into your daily routine? Whether it's a quick warm-up game to energize the team or using "Yes, and" to build connection with prospects, improv can be a game-changer in the leasing world.

Thanks to Stephanie for joining me and helping me out. You can reach out to Stephanie by visiting her website at www.savvyleasing.com