The Wall

In a marathon somewhere between the 18-20th mile it is considered the wall. This is typically the point at which first time marathoners are exceeding their training runs. For a seasoned runner it is at this point when you start thinking more about how hard the next few miles are going to be (they have come out of the zone). When I run marathons or do an Ironman (which ends with a marathon), I know that physically and mentally the toughest part of the race is miles 20-22. Getting to mile 20 never seems to be all that difficult, I just plug away and I am there. But once I am at mile 20 I start doing this calculation in my head that shows I am running slower and that I still have a good bit of the race left. My head starts taking over and as a result it's taking me the wrong way.

I have been competing marathons for the past 7 years and have found a few workarounds for “the wall”. First off, since I am not the only one dealing with this issue, the race sponsors do a great job helping people over the wall with signs that read "Pain is Temporary, Pride is Forever" or "First 20 miles legs, last 6 heart". I strategically place my cheering squad (the last place you need someone to cheer for you is at the finish) at mile 20. Fellow runners are great support also. They are going through the same challenging thought process and need to get their heads back in the game. And the last thing I do, is remember why it is I am out there on that either hotter or wetter than usual day of the year. I remember that I set a goal for myself to complete the race and not end at mile 20, and that when I set goals I finish them. I remember that the race is always won at the finish line. It's these workarounds that have gotten me through some pretty tough races and it's what is getting our company through a marathon of a recession.

Our team is out there changing away towards the finish line. As with most marathons the end is still nowhere in sight but it will come. When it does, it will be a glorious sight. Until we finish this race, we must each conquer every mile and breakdown the walls that hinder us.

This weekend I witnessed something right out of a textbook on overcoming the wall. I saw our leasing team reach goals this weekend and accomplish what was unthinkable in past years DESPITE OUR CURRENT RECESSION. I see individuals performing as a team like I have never seen before at Signature. I witnessed a sense of pride and commitment to success that can only result in great success.

I have attached below a sample of the email banter that crossed the country this weekend, which is a clear example of why Signature Community is such a success.
Thanks for making the impossible happen every day for our residents and for Signature Community.

Nick

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Nick Jekogian:
All Hands on Deck!
This weekend is going to be our biggest of the summer.

So far our busiest 3 day period produced 150 leases. We can beat that!
This Friday through Sunday we will set a new record. Let's get out and have some fun. No time for cleaning it's Deal making time!
As encouragement I have $1000.00 to give away!
Yes I will be giving you $1000.00!!!!!!!!

The categories are:
1. Earliest lease signing or deposit.( you may have to wake up early for this one)
2. Latest lease signing or deposit. ( for the night owls)
3. The largest leasing team. (take a picture) You may get help from your residents, friends, kids, parents, whatever it takes. Everyone should wear blue shirts so you look like a Signature team.
4. Most leases signed
5. The best party. ( judged by Management, photo evidence required)
6. The most showings
7. Highest conversion rate.
8. Craziest marketing gimmick
9. Most money saved ( lease "as is" units )
10. ???? The Surprise?????
Plan and execute as many resident/prospect events as possible. Serve up more lemonade than a KANSAS barbeque. Drum up more traffic then an Eagles tailgate party. Make more noise then the Indy 500. Flyer every corner of the city. Call back every prospect. Let's top fire spinning. I want fire breathing giants!! I want to see how big you can go!
HOW BIG CAN YOU GO?• Resident referral weekend 1/2 off next month for any resident who can bring in a new approved lease. Use Yardi to email every resident.

Michele Antonopoulos:

If anything your a south park maniac!!! I guess the rest of the world has gone to sleep and are going to let you take the prize!!! Keep going Kyle!!!

Nick Moos:
WAHOO KYLE AND DT INDY!!!!!! Off and running with Crazy Kyle and the I team, make it happen!

Michael Jekogian:
I'm waiting to see the wine come out. what happened to wine and winks? or what was it? I also had a question would a midnight lease be both the earliest and the latest? So I hear there are some properties who have really set the bar high for some of the categories.
Don't go quite we all need our cheering sections as we push through this wall, and you guys have been the best. I could be watching TV but I think this is better.
Next season I will have to see if we can make a reality game show out of Signature leasing.
Help me with the script we can all be famous.
You are the best! Keep it up! Let me hear you roar!

Tom Scott:
Sorry for the radio silence out of KC....we've been too busy LEASING!!!!!!!!!!!
Just to give you an update- Kellen just had a lease just signed at
5:35 CT- unit 708 at the Plaza! I attached a pic below of the lease
and the clock here at Plaza Towers.
Here are some numbers from plaza (last 24 hours) -
4- Apps Taken
3- Leases Signed
2- Days to go this weekend
1- Unified Goal- (taking home bonus $$$)
I know its hard to believe, but in-between all of the madness here at
PT, Lorrie and the leasing office got a great gift from one of our
residents who is transferring units in the building! She brought a
fresh blueberry pie! (pic attached)
Customer Service and Exemplary Salesmanship? I smell green coming to KC!
More to come tomorrow!

Michele Antonopoulos
GOOD MORNING SCM! This is so true! Now everyone needs a redbull!
Haven't heard much since last night any late night leases? Or early risers?
Charlene have a great party today. Send pics and updates. She may come up from behind and swoop the into the game?

Tom Scott
Greetings from KC!
Michele I hear you about the red bull- I'm moving over to coffee
though now at the plaza b/c coffee is for closers, and we have had a
busy morning here.
So far we have a 100% Sunday conversion rate at the Plaza!
2 Showings = 2 Applications + 2 Deposits
More to come... I will keep you updated.

Michele Antonopoulos:
We are all past the days of the big game, or are we? Maybe the game just changed?Think about it. I've heard we can only get 89% or 92%, what I can't understand is why can't we get to our end zone? From this point on we are all blindfolded. " I don't want you giving up at a certain point when you can go farther"Don't look at our occupancy and say we are good enough. We can rest with pride knowing we made it every bit of the way after August 18th. Will you be one that goes beyond the point they thought they could. Or will you be the one sitting the bench?We all need each other to make this goal of nationally sold out! Can we count on you to carry your teammate into the end zone?Let us know if you are going to be in the game or have you already admitted defeat. Hit respond all and tell your team.

Tom Scott:
It aint over till its over! Last time I checked the weekend was over at midnight on sunday!
Kc is not done! We are gamers, and champions!
We will be in the office tomorrow while our competition is not.
Already have 3 appointments tomorrow. 1st one at 11am for the studio over at the seville.
I'll keep you posted. I will be sharing our youtube updates from today tomorrow morn.

Kyle Benner:
Dt indy is in it till the end giving it our all. We still have time to make it. We have taken our over all goal and broke it down to a daily goal. With an overall goal of 51 all we need is 1 a day to make it. We did the bus stop tour today in the rain and within an hour the flyers we taped to the bus stop bench and to the glass walls of the bus stops were getting picked up. Horns were honking making noise for us because we were doing something differant. Being differant being flexable to do a tour or sign a lease (renewal or a new lease) at what ever hour is making noise. We as a national team stand out let's keep it up and make some noise. We as a team can make it happen.

Tom Scott:
It was a beautiful Saturday here in KC. We have alot of great Flicker
footage that is currently uploading so look for it later today or
tomorrow morn!
All I can tell you at this point is that it involves Me, Michele, a
hot Dog Costume, Signature Community Flyers, and lots of amused people
in the Plaza!
We had a great day over here. Kellan just went over to Cambridge for
the last showing.
We had good traffic, 2 lease signings, 2 applications and 1 move in.
Human Hot Dog footage to follow.

Nick Moos:
Fantastic, keep dry Kyle and Shana!!!! I wonder what the reaction is when people get off the bus and see Crazy Kyle sitting at the stop. Midwest ROCKS!!!!! We even have recuited some New Jersey "guns of steel" to wow the ladies on the Plaza in KC