Case Study

Team Building & Peak Sales Performance

 

Morgan Properties

With the economic recession starting in 2008, Morgan Properties, a multifamily management company with over 30,000 apartment homes in 10 states, began to see a decline in occupancy, reduced rents and increased bad debt. They had to make a cultural shift and strive for occupancy over rental rate. Many managers felt that achieving their financial goals in 2009 would be a far stretch.

During the first quarter of 2009, they rolled out a company-wide campaign based on the principals in The Energy Bus. Their goal was to overcome work obstacles and bring out the best in their teams. Morgan Properties was able to infuse their company with positivity which boosted occupancy by almost 2.5%.

As a company, they then identified areas of opportunity that had greatest potential positive impact on moving them “toward the goal line” for the end of the year. In May 2009, they rolled out the Training Camp initiative. The areas of opportunities they “ZOOM FOCUSED” on to meet 2009 goals were: reducing the number of days for vacant apartments, maximizing rent where possible, increasing collections and executing the sales process perfectly! The positive focus continued to drive occupancy and maximized rental rates which resulted in positive revenue growth through the third quarter of 2009.

Jon’s principals helped Morgan Properties reinforce their belief to not to see challenges as obstacles, but as opportunities to raise the bar and to excel. Jon was the keynote speaker at Morgan Properties Annual Managers & Supervisors’ Conference in late 2009. “Jon was the perfect ingredient to kick off our conference. He helped us celebrate our achievements and plan for a successful 2010. Thank you Jon.” Peggy Hale, Director of Sales, Marketing & Training