Trained professional: brings value to leasing.

Look at any NAA member company's job description for its leasing consultants and the standard essential duties will vary only slightly.

Corporate culture and the size of the property and staff all may vary, but descriptions of the leasing consultants role share the same scope.

The consultant is a first line of contact, both verbally and in person, for all prospects, residents, vendors, fellow employees, management executives and the general public. In this pivotal role the consultant can make a significant impact on the success of the community.

At stake for the community are average annual turnover rates of 61 percent, economic vacancies at 11 percent, concessions at 3 percent and operating expenses at 38 percent of gross potential rent.

Effective leasing requires a professional--informed, enthusiastic, vigilant and empowered individual who understands the value of both teamwork and unique contribution. Leasing calls for a National Apartment Leasing Professional (NALP).

NALP classes are delivered through NAA affiliated associations across the country and comprise seven modules, in approximately 25 hours of training. Every student gives an oral Market Survey Presentation to complete the course of study and earn the designation.

To find the nearest NAA affiliate visit the Regional Pages on NAA's Web site, www.naahq.org or call NAA at 703/518-6141. Contact your local affiliate to ensure you have an NALP professional in your front office!

The Financial Impact

The leasing consultant's performance has a direct effect on the property's financial performance. Consider that:

* prospects can be lost because of inferior, rude or uninformed leasing performance;

* a trip hazard could go undetected without a thorough inspection of the marketing corridor at the start of business;

* a resident or prospect could be a victim of discrimination in housing;

* a service request could be delayed or resolved ineffectively due to inattention and inaccurate recording of the work order;

* property traffic could be recorded inaccurately;

* the prospect source's data may not be identified.

NALP's Professional Training Curriculum

Students who take NAA's NALP designation course will heighten their professional standing by learning:

* the keys to successful professional imaging and principles of time management and team work;

* proven telephone techniques for assisting all callers in all matters;

* the vital role of technology in supporting management and marketing initiatives;

* the legal aspects of marketing, screening and interacting with the public in the role of providing housing;

* effective interviewing and demonstration techniques focused on relationship-building with the prospect, affecting more sales and re-sales at renewal time;

* risk and liability management through attention to details on the property.

The NALP curriculum provides the tools that enable the front-line person to maximize a property's position. The program adds value for both the employee and the employer. Listen to what recent NALP designates said:

"My regional sent me to the class and is thrilled at my completion,"

--Rachel Kendall, NALP

"The class was great! We really covered a lot of material and actually had a good time! I learned a lot of information I may not have known had I not earned my NALP. There are a lot of legal aspects in the apartment business you may not realize without the class."

--Tiffany Tucker, NALP

"The NALP course was an extremely beneficial tool. It has enhanced confidence in myself which has positively affected my work. My company has noticed my confidence and improvements at work."

--jimal Solanki, NALP

Susan Weston, CAM, CAP, is NAA's Director of Education. She can be reached at [e-mail] or 703/518-6141 Ext. 115.