HOW TO HIRE USING PROFILE

TESTING Ryn Jarrett, Corporate Housing Systems

The DISC is a behavioral assessment tool that is also considered by many as a

personality assessment. DiSC personality, which provides personalized feedback to the
individual, it is not a test and therefore there are no right or wrong answers.
This instrument highlights a number of items for the individual which include:
A personal development tool and a tool A management tool, it may help you
that highlights behaviors associated with our understand why team members or colleagues
personality. It reflects how an individual uses operate the way they do, what it is that concerns
their own skills and abilities to accomplish them, what motivates them and points to the
tasks and adapt to demands made on them by differing styles created by our behavioral
their environment. It is this use that has many tendencies. There may be some application
referring to the DiSC as the DiSC personality in knowing what motivates someone to get a
assessment. job done or how people go about doing their
Another item is the natural behavioral work. Simply stated, it helps people understand
response. Unlike a personality test, the DISC their teams and peers. It can also help our
is a behavioral assessment tool that does not colleagues understand us better as we tend to
categorize one into a certain quadrant, or type. manage people with our own unique style.
Rather, it advances that under certain conditions not necessarily based on the collective and
we respond differently, yet predictably. individual styles of our people. And finally, as a
The DISC model suggests dominant traits management tool it also provides insights into
traits which are made more apparent under employee motivation.
differing conditions.

DISC Personality Types:

D = Dominant (Active DISC Style, Task-Oriented)
I = Influential (Active DISC Style, People-Oriented)
S = Steady (Passive DISC Style, People-Oriented)
C = Conscientious (Passive DISC Style, Task-Oriented)
CLOSING THE SALE OVER
THE PHONE Jennifer Breen, CCHP, Suite Home Chicago

1) Set expectations for the call 3) Know when to close

Establish a goal for the call Im here Know when its the right time to move
to solve your housing needs from sales pitch to closing the deal
Be direct and clear. It is important to be At some point, the customer will have to
upfront give you a yes or no
Extra credit if you are able to send an Be clear with the customer answer
agenda that will help manage the tone of questions and/or objections, negotiate
the call price, review the onboarding process
2) Be Human But Keep it Short 4) Be confident
Build rapport Often the customer is buying you.
Decision makers are busy. Be respectful That relationship between buyer & seller
of time. Dont waste valuable sales time is important
on small talk. Limit to 1-2 minutes at most You have a great product that you are
When getting to the sale, listen! Ask the confident to sell
question and let them talk. For example, Before leaving the call, make sure
What do your housing needs look like, everyone is on the same page. Solidify
or How can we assist? that everyone is in agreement and that
Let the customer do the talking! paperwork will be sent to confirm the deal
with an expected start date in place
CORPORATE HOUSING BEST
PRACTICES Gary LeFeuvre, Nest Furnished Living Solutions

Guest Communications: What, When and How -- Before, During and After
Before they arrive: Pre-Arrival Letters and Instructions
When they arrive: Welcome Letter, Instructions, Inspection Forms and In-Unit Marketing Pieces
While they are there: Work Orders, NTV Reminders, Satisfaction Survey
When they are leaving: Departure Instructions, Satisfaction Surveys
After they Leave: Thank You Letter, Deposits and Guest Surveys

Oops: Making a Guest Whole When You Screw Up

Taking the incoming call/email who handles and how?
Tricks to ensure quick resolution to the problem
Gifts and offers that help them forget what happened
Follow up communications and apologies
Internal Tracking Systems for Accountability and Management

On the Move: Setting Up, Breaking Down, and Turning

Planning and Preparation
Packing and Transportation
Same day move in / move outs
Dealing with cable/internet installs
Increasing Efficiency and Speed
Inspections and Photos
HOW TO MANAGE YOUR OWN
FURNITURE AND HOUSEWARES
Julio Morales, Churchill Living
1) Should you want to manage this? 3) Do you need to Own the entire
Pros: Brand recognition, guest apartment inventory?
customization, quality control, customer Furniture vs. Housewares
service response times and potential cost Roll overs
savings Linen Supply
Cons: Increased investment, managing 4) Inventory Cycle Times
exchange, logistics (Storage Trucks, etc.), LR- 3 months
scalability in multiple markets DR- Kit- 6 months
2) Once the decision is made to own, what is Bedroom excluding Mattresses-
the key objective of inventory selection? 12 months
Price 5) End of Shelf Life Decision
Quality
Brand/Style marquee