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THE PREMIER MULTIFAMILY EVENT IN THE MIDWEST!

Schedule

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Leasing
PM
Property Management
MK
Marketing
M
Maintenance
RS
Regional Supervisor
SH
Student Housing
AH
Affordable/Senior Housing
9:15am - 10:15am

Opening Session

Weldon Long

The Power of Consistency

Achieving greatness in the face of adversity requires creating a Personal Prosperity Mindset that is designed to thrive in the face of adversity and succeed in the face of any challenge(s). Let’s face it, every individual and every organization faces difficulties. The key to greatness is learning to prosper in the face of those difficulties.

You (and your team) will learn how to:

  • Get FOCUSED on what you want and what you must do TODAY to create your ideal life and business;
  • Identify destructive “Junk in the Trunk” that will undermine your professional and personal success;
  • Create a Prosperity Plan to reference daily and get EMOTIONALLY COMMITTED to your ideal life and business;
  • Take CONSISTENT ACTION towards your financial and personal goals on a daily basis;
  • Understand that your life and business results are a reflection of “seemingly inconsequential” decisions you are making on a daily basis;
  • Stop blaming external factors and take 100% RESPONSIBILITY for your results in life and business.
10:30am-11:30am

Responding To Online Apartment Ratings and Reviews…And How to Use Them to Enhance Your Property’s Reputation!

Rick Ellis

Got a few negative online reviews?  Got a lot of negative reviews?  OUCH!  You are not the only property getting these hits from residents and prospects.  In fact, over 9% of renters have posted a negative review in 2017 according to the SatisFacts Online Renter Survey.

Whether or not these reviews of your community are deserved or earned, this seminar will help!  Rick Ellis, CAM, CPM will show you how to deal with the negative AND positive reviews and respond in a systematic manner that builds resident loyalty and enhances your apartment community’s overall online reputation.  This fun and informative presentation will cover all the dos and don’ts for preserving your online reputation

Responding To Online Apartment Ratings and Reviews…And How to Use Them to Enhance Your Property’s Reputation! seminar handout.

MK
PM
RS

The Value of Maintenance to Marketing and Resident Retention

Kathleen Harmon

A recent Satisfacts study found that renters consider the quality of maintenance a major factor in making the decision to initially rent and subsequently renew their leases. The better maintenance service your apartment community has, the more likely you will obtain AND retain your valuable residents. This session focuses on strategies to dazzle prospects at first sight and keep them enchanted throughout their residency.

M

Dissecting Disparate Impact: Ensuring Compliance in an Ever Changing World!

Doug Chasick

HUD, DOJ, the courts, and the advocacy community have been very busy in recent years finding new and creative avenues to fair housing litigation, rendering decisions, and issuing new guidance and regulations, making the multifamily industry hazardous for those not constantly monitoring the latest in fair housing compliance topics. We’ll examine how Disparate Impact is being used in enforcement actions for issues such as resident background screening, occupancy standards, and working with non-English-Speaking customers.

Dissecting Disparate Impact seminar handout.

AH
L
M
MK
PM
RS
SH

Once Upon a Time: Selling Through Storytelling

Lisa Trosien

The most powerful technique for selling these days is storytelling. But it’s far more than sharing a story of a resident who recently leased at your community. Learn how to craft stories that compel your customers to lease, as well as what stories are essential to creating sales success. You’ll understand the science behind storytelling, as well as walk away from this powerful session with at least three stories of your own to share with your customers. Educate yourself on this essential skill by attending this fun, interactive, and engaging session!

L
PM
11:45am-12:45pm

WHAT'S YOUR SPECIAL? Managing the Concession Obsession

Mary Gwyn

Is this one of the first questions the prospect asks? WHAT’S YOUR ANSWER? Consumers are conditioned to look for “deals” in every aspect of life. They go online and get discounted airline tickets, vacation rentals, hotel deals – you name it. From grocery store coupons to free cell minutes to “buy one get one,” the consumer rules! This course teaches participants the cost of concessions and how to lease without them. Instead of falling into the trap of giving free rent, make sure your team has all the techniques you need to maximize your revenue. After all, free rent is anything but cheap!

L
MK
PM

Productivity Powerhouse - 7 Hacks to Accomplishing More, in Less Time

Marla Posey

It’s rare to hear someone say, “I have too little to do so give me more, more, more!” A more familiar conversation is typically centered around the question; “How I am going to get all of this done?,” right?

Factoring in all we’re expected to accomplish in this fast-paced, competitive, and consumption-based society, it’s no wonder that at times we may feel completely overwhelmed, defeated, and unsure of how to navigate out of those waters. Consequently, these feelings diminish our efficiency and effectiveness, leading to further feelings of overwhelm.

Several years ago, Marla Posey found herself struggling with this very issue and it launched her quest to find a solution to this problem that affects so many. She’s researched, read, and tested and settled on 7 of the most powerful hacks to accomplishing more in less time, all while keeping her sanity.

Productivity Powerhouse – 7 Hacks to Accomplishing More, in Less Time seminar handout.

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M
PM
RS

THE RESIDENT IS NOT THE PROBLEM! How to Handle Resident Problems and Problem Residents

Rick Ellis

Sure, the customer is always right . . . but what about when the customer is not right? The interaction with residents is one of the biggest stress inducers of many apartment personnel. Demanding residents cause much grief and sometimes burnout of our on-site teams. This presentation teaches the property management professional how to identify resident “problems” and “Problem Residents” and provides creative and effective techniques for dealing with both. Proper response to all residents not only increases resident retention, but also enhances the on-site person’s effectiveness while reducing employee turnover due to so called “resident abuse.”

THE RESIDENT IS NOT THE PROBLEM! How to Handle Resident Problems and Problem Residents seminar handout.

AH
L
PM
SH

The Power of Persuasion

Lisa Trosien

Whether you’re a manager, industry supplier partner, or a leasing professional, this class will teach you what you need to help persuade your customer to ‘see things your way.’ Managers need to be able to work with difficult residents; leasing professionals need to be able to lease to new customers, as well as to renew current residents; supplier partners want their customers to buy their products. Learn how to persuade even the toughest customers with proven persuasion techniques. From ‘reciprocity’ to the ‘weight metaphor’ and more, this class will show you the most persuasive techniques to help you accomplish your goals!

L
PM
12:45pm-1:45pm

Lunch & Awards

The following Midwest Prodigy Awards will be handed out during lunch:

  • Outstanding Regional Community of the Year
  • Best Community Designed for the Physically Challenged
  • Best Project-Based Subsidy Community
  • Best Student Housing Community
  • Best Community Corporate Suite Program
  • Best Community Green Initiative Program
  • Best Mixed-Use Community
  • Best Use of Technology
  • Best Floor Plan Under 800 sq. ft.
  • Best Floor Plan 801-1100 sq. ft.
  • Best Floor Plan Over 1100 sq. ft.
1:45pm-5:00pm

Trade Show

2:45pm-3:45pm

Consistency Selling

Weldon Long

Consistent sales results come from consistent sales activities. Random sales results come from random sales activities. It’s not rocket science. Generating powerful sales results is about using a sales PROCESS to produce consistent sales results.

You (and your team) will learn how to:

  • Follow the R.I.S.C. sales process, which is based on “High Service” – not high pressure – and builds a “wall of evidence” proving that YOU are the best option for your prospect(s);
  • Understand the consistency principle that states “public declarations dictate future actions”;
  • Leverage the consistency principle to proactively address objections BEFORE the prospect brings them up;
  • Use Weldon’s “Sales Hallway” model on a consistent basis to eliminate hearing “I need multiple proposals”, “I need a cheaper price” and “I need to think about it”, while bringing the sale to a conclusion;
  • Use the 3 MOST POWERFUL WORDS in sales – “Earlier you said”; and
  • Use the 4 MOST IMPORTANT WORDS in sales – “Will you trust me?”.
L
PM
RS

Let's Talk Trends - Tech + Advertising + Marketing

Marla Posey

The spark that was, and continues to be, the catalyst for change is technology and innovation. With new options being released every day, sometimes its hard to keep up and determine what the most valuable new platform is to implement.

In this session we discuss the emerging trends in multifamily technology, digital advertising and marketing, and provide suggestions on how to navigate the noise and decide on what to watch and what to take a deep dive into now.

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MK
PM

Closing: It's a Process, Not an Event

Lisa Trosien

So many leasing professionals and salespeople view ‘the close’ as a question at the end of their sales presentation. That couldn’t be further from the truth! Closing itself is a process, one that takes many different factors into consideration to help you close your customer. If you’re afraid to close, want to improve your closing percentages, or simply want to amp up your sales techniques, this class is for you!

L
4:00pm-5:00pm

Diversely Similar: What Makes Us Different Is What Makes Us Stronger

Richard George

In this program, participants gain a new understanding of diversity in the workplace as it relates to co-workers and customers. Participants will gain an awareness of where they are personally on the diversity continuum and will gain tools to further embrace what makes us all different and unique. This diversity program produces very thoughtful outcomes for participants to encourage leveraging what makes them different versus fighting against those same differences.

L
PM
SH

Emerging Trends in Affordable Housing

Kathleen Harmon

In a continuing overheated social, economic, and political environment, this program investigates the trends that impact the affordable housing industry today and into the future. We will examine our changing populations, their needs, and the skills required for successful management.

AH
MK

Fortifying the Front Line: Recruiting and Retaining the Maintenance Workforce

Mary Gwyn

Property Managers all over the country say that staffing their maintenance positions is one of their biggest pain points. Without maintenance staff, customer service and operations suffer while repair costs by contractors spiral. Like the Dirty Jobs star says, “we need more people engaged in skilled trades!” You won’t want to miss this innovative and entertaining session packed with strategies for finding and “growing your own” maintenance employees, as well as implementable solutions for recruiting, training, and retaining Service Team members.

PM
RS
9:15am-10:15am

The Killer B's of a Killer Team - The Secrets of Developing a High Performance Team

Rommel Anacan

If you lead a team today you want them performing at their highest potential, don’t you? But how often do you find that your team seems to be stuck in a low gear, neutral, or even worse, in reverse? In this dynamic program you’ll discover not only the three B’s of developing a high-performance team, but specific action items on how to implement the power of the “The B’s” to work for you.

The Killer B’s of a Killer Team – The Secrets of Developing a High Performance Team seminar handout.

RS

Answer The Phone Already! Telephone Therapy For Today’s Missed Leasing Opportunities

Amy Kosnikowski Dilisio

Welcome to your most needed therapy session. Make yourself comfortable on the couch and tell me the latest update on your leasing performance. Can you share why the phone not being answered or leads maximized? I see, you feel you are too busy in the office, don’t see the value of answering, and not enough office coverage to assist the customer calling. Explain in more detail the reasoning for rushing off the phone because you want to help someone else or why you think you covered the basics for if they are interested they will come in to tour. STOP the madness! Yes the multifamily industry is currently experiencing high demand and we, quite possibly, are leasing apartments in spite of ourselves not effectively responding to leads with urgency. This lackluster excitement to actively engage on the phone is having a negative effect on your property. The reality is there are customers calling everyday needing a home or the assistance of a subject matter expert. Let’s do our jobs by picking up the phone with passion to connect, customize, and create wow moments every time.

Learning Points: Cost to get the phone to ring; What does the customer REALLY want via the phone?; Best practices to engage, customize, and build value; Must have tools and resources along with the best methods to use them.

Answer The Phone Already! seminar handout.

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MK
PM
RS

The Service Technician as Leasing and Renewal Consultant

Rick Ellis

This is not a seminar to teach your service technicians how to lease apartments, but focuses on creating a “team effort” involving all on-site employees in the marketing and re-marketing (retention!) efforts of the apartment community. This presentation instills new pride in the maintenance person’s importance and contribution to the leasing and resident retention efforts of the community. This is one of our most popular presentations! Topics include:

  • The high cost of a resident turnover
  • What residents REALLY want and how the maintenance team is the primary deliverer of these wants
  • The service tech’s contribution to the leasing and renewal efforts
  • Basic fair housing for service technicians
  • Every apartment community’s resident retention “Secret Weapon” (Yes, you guessed it!)
  • Maintenance etiquette on the property and in an occupied apartment home
  • How to Do It Right the First Time . . . even when you don’t feel right.
  • Communication Basics – Getting what you need as a maintenance professional

The Service Technician as Leasing and Renewal Consultant seminar handout.

M

Time Management

Mark Cukro

If you want to reduce the amount of work piling up on your desk and get more completed in less time this session is for you. This session is designed to be specifically applied to the Multifamily Industry and you’ll learn new tips and proven ways to be more productive.

This unforgettable session will cover organizing priorities, tasks, and how long it should really take to complete tasks such as HVAC repairs, replacement, water heater replacement, and how to get to all of those emails that flood your inbox every day.

Whether you are in the office or in the service department, you will take away some effective ways to manage time more efficiently and have a great time.

Time Management seminar handout.

M
PM
10:30am-11:30am

Objections are the Beginning - Not the End! Strategies for Overcoming Common Sales Objections

Rommel Anacan

One of the fundamental mistakes that sales professionals make is viewing objections as something they handle at the end of the sales process. In fact one of the most effective things sales pros can do is begin with the objections! In this session you’ll discover how to enhance your sales efforts by beginning with the objections first, so that they stop being objections! And yes, you will also learn how to effectively deal with the most common objections heard at the end of the sales process too!

Objections are the Beginning – Not the End! Strategies for Overcoming Common Sales Objections seminar handout.

L
PM

Fair Housing and Disability – Why Fair is Not Always Equal

Doug Chasick

Disability issues have accounted for almost half of all fair housing complaints filed for the past six consecutive years. Doug Chasick will provide answers about this complex topic, including managing requests for assist animals, assigned parking spaces, and accessible modifications. Chasick suggests policies and steps for processing requests for reasonable accommodations and modifications, including everything you want to know about verification forms, reliable verification sources, conducting interactive meetings with your customers, and the truth about breed restrictions!

Fair Housing and Disability – Why Fair is Not Always Equal seminar handout.

AH
L
M
MK
PM
RS
SH

We Are All A Work in Progress: Being Content To Achieve Progress Not Perfection

Amy Kosnikowski Dilisio

Being a work in progress is a wonderful thing for it means you are never “finished.” Everyday we all have the opportunity to improve and become someone better than who you were yesterday. Striving for progress allows you to be more comfortable with making a mistake and accepting yourself for who you are. Let go of the silly concept called “perfection” and allow yourself to be a work in progress. Be proud to make mistakes, learn from them, and keep moving forward to make positive progress to being the best you possible. Amy will give you the road map and daily disciplines to get you started on your journey to become your best self.

We Are All A Work in Progress: Being Content To Achieve Progress Not Perfection seminar handout.

AH
L
M
MK
PM
RS
SH

The Three P's of NOI Growth

Richard George

This session will walk participants through case study and application to realize the impact of the decisions that they make every day. Rich has determined throughout his career that the Three P’s of NOI are what separate assets that have acceptable performance from the outrageously successful assets. If you are looking for ways to energize and engage your team to find exceptional results in the growth of value, then this is the session for you.

L
M
PM
SH

Review Response Workshop

Lia Nichole Smith

Those reading online reviews feel responses are just as important, but there’s more to a response than meets the eye. Follow this 4-step plan to craft professional responses that market your community and discover how to sell with even the most negative reviews!

Target Audience: Marketing/Training Directors, Regional Managers, Community Managers

Session Takeaways:

  • Every response must achieve 2 objectives – find out what they are
  • Key words and phrasing to drive traffic to your community
  • Transform your responses into marketing opportunities.

Review Response Workshop seminar handout.

MK
PM
RS
11:30am-12:30pm

Lunch & Closing Session

Scott Burrows

Success Strategies to Help You Stand Up to Any Challenge

As audiences worldwide have discovered, Scott Burrows’ compelling story is the hero’s journey, providing what will be an unforgettable and lasting memory to inspire your audience to stand up to any challenge. Using his physical paralysis as a visual metaphor, Scott reveals how to drive results using the same mental focus that helped him reinvent his life after a catastrophic accident left him paralyzed from the chest down. He will demonstrate there are no barriers or stop signs in life, just detours and workarounds.

Through the power of storytelling, Scott will show attendees firsthand how to apply the same timeless principles of Vision-Mindset-Grit that have had a profound impact in his life. Three simple yet powerful words that, when put into action, can absolutely help you conquer adversity and master change, setting the stage for developing cutting-edge ideas and leadership strategies that will benefit your entire organization.

This is the perfect Inspirational Keynote Presentation to close your conference to challenge your audience to be resilient, adaptable, and set goals that stretch the mind. As an inspirational keynote presentation speaker, his message of Vision-Mindset-Grit will literally transform the way you look at industry challenges, your competition, business, and life goals.

12:30pm-3:45pm

Trade Show

1:15pm-2:15pm

Relationology - The Secrets of Winning with People

Rommel Anacan

Everything we want, need, and desire in life is tied into our relationships with the people around us. Yet effectively communicating, connecting and engaging with people can be very difficult-because we’re all so different!

In Relationology you’ll discover the three main relational languages we speak and the two main communication styles we use, and how to use this information to build the relationships you need to succeed.

Relationology – The Secrets of Winning with People seminar handout.

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MK
PM
RS

How to Hire the Right Staff

Kathleen Harmon

Your employees are your greatest asset. Unemployment is low and great employees are difficult to find. This session focuses on how to find, attract, select, hire, onboard, retain, and nurture employees who are the best choice, make your job easier, and enhance the success of your company.

How to Hire the Right Staff seminar handout.

PM
RS

DIY - Start Saving Time and Money Now

Mark Cukro

This class is designed to provide a fresh and new perspective on how service and maintenance is delivered throughout different organizations. We will discuss new ways to save money immediately upon returning to the property after this session.

Attendees will learn how to manage service teams more effectively and reduce the amount of time spent on tasks and projects. We will also discuss new ways to reduce the cost of make readies, reduce vacant electric, how to manage the team more effectively, how to identify the root cause of an issue, and many other areas that will reduce stress and make you successful.

DIY – Start Saving Time and Money Now seminar handout.

M
2:30pm-3:30pm

What Renters Want: Trends and Triggers

Lia Nichole Smith

Renters today cycle through four moments of truth and each touchpoint can make or break not just leasing, but retention as well.  It’s time to transform renter engagement into resident loyalty.  As a bonus, attendees will walk away with a 60-day performance plan and assignments for every team member!

Target audience: Operational VPs, Marketing/Training Directors, Regional Managers, Community Managers, Leasing

Session Takeaways:

  • Discover what’s most important to renters, not what we think is most important
  • Capitalize on every moment of truth in the renter cycle
  • Develop a plan to nurture the management/resident relationship to boost sense of community

What Renters Want: Trends and Triggers seminar handout.

MK
PM

Us vs. Them: Bridge The Gap To Unite The Office & Maintenance To Soar In Service

Amy Kosnikowski Dilisio

The ideal teamwork scenario is people coming together using their individual skills, ideas, and support to achieve a common goal. Why is this shared vision and cooperation so difficult to achieve with the office and maintenance team? Discover solutions to this common onsite challenge, along with proven ideas to succeed together. Amy will reveal the importance and secrets of effective communication, mutual respect, and role appreciation. Learn how to bridge the most common “gaps” and methods to unify as a team. You will leave this program with the tools to unite and motivate your team with clear steps to succeed in order to soar in serving residents and improving performance of all onsite.

Learning Points: Creating A Dream Team; What Makes a Cohesive Team?; Your Role As A Team Player ; Roles & Responsibilities; Shared Goals & Purpose; Keys To Communication: Are We Speaking The Same Language?; Team Spirit: Best Practices To Support & Appreciation; Dream Team Challenge: 30 Day Checklist

Us vs. Them: Bridge The Gap To Unite The Office & Maintenance To Soar In Service seminar handout.

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M
PM
RS

Leadership for Life

Mark Cukro

This course is based on the Proven Leadership Principles that will have an immediate impact in your organization and every aspect of your life. In this class we will discuss the difference between Management and Leadership and how to improve your personal impact in a positive and encouraging way.

It also covers how to get buy in from associates, coaching, hiring, and the skills necessary to be an effective supervisor or Manager. Each attendant will participate in fun and practical exercises that will begin building new skills immediately. This is more of a general course for everyone at all levels. If you want to get results, reduce stress, and build loyal fans this is for you.

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PM
RS
4:00pm-5:00pm

Maintenance Executive Social Hour

6:00pm - 7:00pm

Midwest Prodigy Awards Reception

Location: JW Marriott Indianapolis (10 S West St., Indianapolis, IN 46204)

7:00pm - 9:30pm

Midwest Prodigy Awards Dinner

Location: JW Marriott Indianapolis (10 S West St., Indianapolis, IN 46204)

Platinum