WIXLIB

APPENDICES

36APPENDIX A:CURRENT COURSE SYLLABUSFCSPM 275

SYLLABUS: FCSPM 275MARKETING AND LEASING RESIDENTIAL PROPERTIES1.Course Description. (3) Attracting and retaining qualified residents is the foundation ofthe multi-family housing industry. This course, through hands-on activities andinvestigations, provides the appropriate skills for successfully marketing and leasingresidential properties. Prerequisite: FCSMR 104, 2352.Course Objectives.Following successful completion of the course, the student will be able to: Evaluate Fair Housing laws throughout the marketing processDescribe the need for product preparation/product knowledge in creating an imageEvaluate promotional activities in conjunction with the overall marketing planDescribe the role of the leasing consultant in the marketing of residential propertiesEvaluate appropriate telephone techniquesEvaluate appropriate techniques for showing the propertyEvaluate effective presentation techniques to close a saleEvaluate appropriate techniques for qualifying a prospective residentUse appropriate technique to shop the competitionIdentify contemporary issues in marketing and leasing residential properties3.Course Rationale. The foundation of the multi-family housing industry is the ability toattract and retain qualified residents, in an effort to provide a return on the owners'investment. As a result, the residential community must be appropriately marketed. Whilestudents in the Residential Property Management program take a course in Marketingtheory, no other course provides the necessary hands-on marketing training that will benecessary to be successful in the industry. The course also provides the information thatstudents will be tested on in the National Apartment Leasing Professional and CertifiedApartment Manager exams.4.Course format. Lecture.5.Course content.Role of a Leasing tionsEducationTelephone TechniquesPreparationEtiquetteListeningCaller Needs

ClosingFollow-upService RequestsFair Housing implicationsInternet LeasingInternet BasicsLeasing ToolsOnline AdvertisingElectronic LeasingFollow-upFair Housing implicationsLeasing DemonstrationProduct knowledgeFeature-benefit-emotional appealSafety issuesResolving objectionsClosing techniquesFollow-upFair Housing implicationsRental Policies and ProceduresApplicationVerificationLease preparationContract lawOther documentsMove-in processResident relationsFair Housing implicationsLegal AspectsOverview of Fair Housing LawAmericans with Disabilities ActMulticultural leasingCredit historyCriminal background checksSafety practicesEmergency situationsQualifying ResidentsPreparationCurb appealLeasing centerLeasing notebook

Fair housing implicationsContemporary Issues in Marketing and Leasing(topics will vary)6.Bibliography.Current Texts:National Apartment Association (2002). National Apartment Leasing Professionalstudent handbook. Alexandria, VA: Author.Other Materials:National Apartment Association (2002). National Apartment Leasing Professionalinstructor's handbook. Alexandria, VA: Author.National Apartment Association Education Institute (2006). Certified ApartmentManager instructor's guide. Alexandria, VA: Author.Journals:Journal of Property ManagementUnits magazine7.Methods of Evaluating Student Performance.The students are evaluated by the instructor. Evaluation criteria and method fordetermining course grade must be distributed to the students at the beginning of thesemester.

37APPENDIX B:REVISED COURSE SYLLABUSFCSPM 275

SYLLABUS: FCSPM 275MARKETING AND LEASING RESIDENTIAL PROPERTIES1.Course Description. (3) Attracting and retaining qualified residents is the foundation ofthe multi-family housing industry. This course, through hands-on activities andinvestigations, provides the appropriate skills for successfully marketing and leasingresidential properties. Prerequisite: FCSMR 104, 2352.Course Objectives.Following successful completion of the course, the student will be able to: Evaluate Fair Housing laws throughout the marketing processDescribe the need for product preparation/product knowledge in creating an imageEvaluate promotional activities in conjunction with the overall marketing planDescribe the role of the leasing consultant in the marketing of residential propertiesEvaluate the uses of social media and Internet marketing in residential propertymanagement.Evaluate appropriate telephone techniquesEvaluate appropriate techniques for showing the propertyEvaluate effective presentation techniques to close a saleEvaluate appropriate techniques for qualifying a prospective residentUse appropriate technique to shop the competitionIdentify contemporary issues in marketing and leasing residential properties3.Course Rationale. The foundation of the multi-family housing industry is the ability toattract and retain qualified residents, in an effort to provide a return on the owners'investment. As a result, the residential community must be appropriately marketed. Whilestudents in the Residential Property Management program take a course in Marketingtheory, no other course provides the necessary hands-on marketing training that will benecessary to be successful in the industry. The course also provides the information thatstudents will be tested on in the National Apartment Leasing Professional and CertifiedApartment Manager exams.4.Course format. Lecture.5.Course content.Role of a Leasing tionsEducationTelephone TechniquesPreparationEtiquette

ListeningCaller NeedsClosingFollow-upService RequestsFair Housing implicationsInternet LeasingInternet BasicsLeasing ToolsOnline AdvertisingElectronic LeasingFollow-upFair Housing implicationsSocial MediaFacebookTwitterCraigslistLegal ImplicationsLeasing DemonstrationProduct knowledgeFeature-benefit-emotional appealSafety issuesResolving objectionsClosing techniquesFollow-upFair Housing implicationsRental Policies and ProceduresApplicationVerificationLease preparationContract lawOther documentsMove-in processResident relationsFair Housing implicationsLegal AspectsOverview of Fair Housing LawAmericans with Disabilities ActMulticultural leasingCredit historyCriminal background checksSafety practices

Emergency situationsQualifying ResidentsPreparationCurb appealLeasing centerLeasing notebookFair housing implicationsContemporary Issues in Marketing and Leasing(topics will vary)6.Bibliography.Current Texts:National Apartment Association (2002). National Apartment Leasing Professionalstudent handbook. Alexandria, VA: Author.Other Materials:National Apartment Association (2002). National Apartment Leasing Professionalinstructor's handbook. Alexandria, VA: Author.National Apartment Association Education Institute (2006). Certified ApartmentManager instructor's guide. Alexandria, VA: Author.Journals:Journal of Property ManagementUnits magazine7.Methods of Evaluating Student Performance.The students are evaluated by the instructor. Evaluation criteria and method fordetermining course grade must be distributed to the students at the beginning of thesemester.

38APPENDIX C:POWERPOINT SLIDES

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39APPENDIX D:HOMEWORK ASSIGNMENT

Social MediaAssignmentUsing what you have learned in the lecture material about social media and Internetmarketing use any of the websites below to become familiar with a city outside of yourstate. After using the below websites pick three apartment communities and visit theirdirect website. If you are unable to find their website pick a different community. omwww.mynewplace.comCreate a report of the following information: name/city/state of the apartment community URL for the website/online ad evaluationThe evaluation should be based on the things you learned in class: Does the website have a direct link to their social media pages?o Do they have a call to action? What social media sites do they use if any?o If they don’t what would your suggestion be? Are they using their social media sites as a resident retention tool? A marketingtool to prospects? Both? How often are they updating it?o Is it often enough? If not explain. What types of media are they posting? What suggestions would you make to the manager to improve their social media.Your report is to be two pages double-spaced size 12 font. Your report should also be acomparison between the three apartment communities. You are encouraged to usepictures, screen shots, and anything else to support your project. These extra items shouldbe in a supportive role and should not be used as page filler. If you use supportingmaterial either make your report longer or have an appendix.

40APPENDIX E:MODULE QUIZ

Social Media & Internet MarketingModule QuizName:Multiple Choice: Choose the best answer (only one answer is correct)1) Are very active on the Internet and are highly influentialonline shoppersA)B)C)D)Fast TrackersContent KingsSocial ClickersOnline Insiders2) Are heavy communicators online and they tend to be younger and lessaffluent.A)B)C)D)Social ClickersEveryday ProsOnline InsidersContent Kings3) Tend to be young males addicted to online entertainment and spendthe least amount of communicating online.A)B)C)D)Everyday prosSocial ClickersFast TrackersContent Kings4) Participate in activities that relate to online shopping (e.g., they willreview products but not publish a personal blog.)A)B)C)D)Online InsidersSocial ClickersEveryday ProsContent Kings5) This type of communication is about the transaction.A)B)C)D)Social Media Customer Relationship MarketingBusiness to Business MarketingTraditional Customer Relationship MarketingPersonal to Business Marketing

6) This type of communication is about the conversation.A)B)C)D)Social Media Customer Relationship MarketingBusiness to Business MarketingTraditional Customer Relationship MarketingPersonal to Business Marketing7) The CAN-SPAM act governs which of the following?A)B)C)D)FacebookSocial mediaEmail messagesTwitter8) Resident Portals allow residents to do which of the following?A)B)C)D)See floor plansSee mapsTake a virtual tourPay rent9) Resident Portals allow prospects to do which of the following?A)B)C)D)Make an appointment to see the communityPay rentRequest MaintenanceComplete a property survey10) You can measure the success of your social media sites by doingwhich of the following?A)B)C)D)Number of referralsNumber of fans that leaveTime you spend updating the siteAmount of money you spendTrue or False: Turn false statements into true statements.11) Twitter allows an unlimited number of characters in a single tweet.A) TrueB) False