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Reading Room Articles Tips in Interviewing a Leasing Professional By Cynthiann King Written for Sales and Marketing Magic An effective management team is comprised of efficient and conscientious individuals who responsibly develop and deliver extraordinary services that attract and retain residents while meeting the owner's objectives for the property. One key to an effective team is the compilation of talent found in each team member. Although not one position is any more or less important than another, this article will review some important considerations when hiring an individual for the crucial position of leasing professional. The following represents a list of important characteristics one should look for when considering an individual for leasing. This list was compiled after interviewing several marketing and leasing directors operating in 20 states throughout the country. According to these experts, a Leasing applicant should possess and / or exhibit: • High Energy • Professional Image • Above Average Diction and Grammar • Active Listening Skills • Ability to Focus • Organized Scheduling Skills • Twinkle in Their Eyes • Note-taking throughout the Interview • Good Posture • Basic Computation Skills • Sincerity • Persuasive Communication Skills • Team Player Capabilities • Verbal Acuity • Ongoing Desire to Learn • Enthusiasm • Desire to Succeed Dr. Paul Green, author of the book Behavioral Interviewing, states that the best indicator of future job performance in a new position is past performance. Therefore he recommends that the interviewer look at the job's position description, detail the standards of performance necessary to perform the job tasks satisfactorily, and develop a list of behavioral interviewing questions to determine a candidate's current and potential command of the position's necessary tasks. The following represents a list of potential behavioral interviewing questions which could be used to determine a candidate's eligibility and compatibility for a Leasing position. Sample Behavioral Interviewing Questions: 1. Tell me a time when you successfully negotiated being put in charge of a final decision. 2. Define an opportunity in which you appropriately took advantage of a situation. 3. Give me an example of when your energy level and focus created a very positive result. 4. Prioritize your typical day of errands. 5. Outline the steps you've taken recently to convince an individual to do a task for you. 6. Walk me through a scenario in the recent past in which you properly diffused a potentially negative exchange between two individuals. 7. Describe a time when you were not satisfied with the final outcome of a situation and what steps, if any, you took to rectify it. 8. List the ways in which you exhibit active listening skills. 9. In what types of team activities have you participated? Note that these sample questions will require some thought and time for recollection for the candidate as they search for examples in their personal and / or professional life to match the questions. Allow ample time and silence for the candidates to perform these memory searches. Also note that these questions do not require experience in the professional work world and therefore can be used for interviews with candidates that do and do not possess prior business experience. By designing similar questions for each of the tasks deemed important within the job position description, an interviewer will be better equipped to identify potential superstars for openings for a Leasing Professional on the successful property management team. As always it is recommended that all interviewing questions, including the ones listed on this article, be reviewed by a personnel legal expert before use. For additional information, contact Cynthiann King by calling (708) 776-8696, or faxing to (708) 776-8698. Cynthiann King is known as both an inspirational educator as well as an innovative marketer. As former Vice President of two prominent national property management firms, she developed and delivered many strategic marketing campaigns, training curricula, and transitional takeovers. Now as President of her own company, C King Unlimited, Cynthiann lends her expertise in seminars and consulting services to management companies and associations located in diverse markets throughout the United States. Cynthiann has dedicated much time and energy to the numerous educational efforts of organizations including local and state apartment associations, the National Apartment Association, National Association of Home Builders, Multi Housing World, and the Institute of Real Estate Management. To read more articles from this author please visit www.smmonline.com. The Sales & Marketing Magic Companies, shares more than 20 years of experience in multifamily housing, encompassing leasing, marketing, management, training, authoring, consulting, developing, and Brainstorming! For more information on, Sales & Marketing Magic for Apartment Managers; the latest Tools & Forms Catalogue; The Annual Multifamily Housing Brainstorming Sessions™; or to receive top ideas, FREE, via e-mail, please call 727-784-9469 or visit www.SMMOnline.com.