#DoorGrowShow - Property Management Growth

When moving from being a solopreneur to having a team, a lot of entrepreneurs struggle with hiring high-quality team members, creating accountability, and streamlining processes. In this episode of the #DoorGrowShow, property management growth expert Jason Hull sits down with award-winning coach and author Kon Apostolopoulos to talk all about unlocking your team’s potential. You’ll Learn [04:16] Hiring for Competance  [12:48] Leadership and Building a Team [29:19] Developing Team Members [49:42] Tough Love as a Business Owner Tweetables  ”They say the two most important days in your life are the day you come into this world and the day you figure out why.” “They all have their strategies, their business plans, but one thing for sure is that if they don't have the right people in place to execute those plans, they're not even worth the paper they're written on.” “If they're hiring for competence, it's probably a step up, because in most cases, people are hiring for a pulse.” “You can teach people the technical skills. You can't teach attitude. You can't teach certain behaviors. You can't teach integrity.” Resources DoorGrow and Scale Mastermind DoorGrow Academy DoorGrow on YouTube DoorGrowClub DoorGrowLive TalkRoute Referral Link Transcript [00:00:00] Kon: When we are appreciated, we always give more than what is expected of us. So when you are looking at it, build your team around that principle. Show people that you value them. Don't just say, you know what, you get a paycheck, don't you? This is why I brought you on. Do your damn job.  [00:00:16] Jason: Welcome DoorGrow property managers to the DoorGrow show. If you are a property management entrepreneur that wants to add doors, make a difference, increase revenue, help others, impact lives, and you are interested in growing in business and life, and you're open to doing things a bit differently then you are a DoorGrow property manager DoorGrow property managers, love the opportunities, daily variety, unique challenges and freedom that property management brings. Many in real estate think you're crazy for doing it. You think they're crazy for not because you realize that property management is the ultimate, high trust gateway to real estate deals, relationships, and residual income. At DoorGrow, we are on a mission to transform property management business owners and their businesses. We want to transform the industry, eliminate the BS, build awareness, change perception, expand the market, and help the best property management entrepreneurs win. I'm your host, property management growth expert, Jason Hull, the founder and CEO of DoorGrow. [00:01:18] Now let's get into the show.  [00:01:21] All right. I, my guest today is coach Kon. So Kon, how do you say your last name? I want to make sure I don't mess it up.  [00:01:29] Kon: Wow. Well, first of all, thanks for having me, Jason. Last name is Apostolopoulos. It's as simple as it looks.  [00:01:37] Jason: Man, that is fun to say. Apostolopoulos.  [00:01:39] Kon: It rolls off the tongue. [00:01:40] Jason: Yeah. The closest thing that might be as fun was the Snuffleupagus.  [00:01:45] Kon: It's inspired from that.  [00:01:47] Jason: Okay. All right. We'll go, you know, all great ideas have an origin. All right. So Kon, we're going to be chatting a little bit today about the keys to engagement, resilience, high performance, unlocking team potential. [00:02:02] So before we get into that, I'd love to get a little bit of background on you. How did you get into doing coaching and you know, kind of share your origin story.  [00:02:12] Kon: Wow. Okay. So let's kind of take a look at this. First of all, I'll start with one of my favorite sayings. Because I do feel blessed. [00:02:19] It is the season for that kind of a feeling. You know, they say the two most important days in your life are the day you come into this world and the day you figure out why. And so to me, I have always gravitated towards being a coach, being a teacher, being a leader, stepping up and taking responsibility. [00:02:38] And so that's kind of shaped my life. Being the firstborn in a Greek household and the firstborn male at that. It's one of those situations where, Inevitably, you're thrust into that role, but I gravitated towards it, and I found myself, regardless of which industry I've been working in, everything from the military to cruise ships, from restaurants to call centers, from construction to coaching little kids' soccer, I've always been in a situation where I found myself in the role of coach, teacher, leader. You know, I've worked for large corporations. I've had my share of corporate where I've cut my teeth and I've learned a lot of the business secrets and the things that I needed to get. And in the last 12 years, I've hung my own single shingle and been in a situation where I've been able to help clients and transfer three decades of knowledge of managing talent, of being able to build engaged and resilient teams and helping them now achieve their goals. [00:03:34] And the way I do that is I explained to people that most of the companies that I work with have their business plans very much like the audience that we have here. They all have their strategies their business plans. But one thing for sure is that if they don't have the right people in place to execute those plans, they're not even worth the paper they're written on. And so to me, that's where I come in and sometimes that involves providing workshops to build competence. Sometimes that involves individual or group coaching to build commitment. Sometimes that's speaking at events for them to be able to get everybody on the same page. And ultimately that may involve helping them build the systems that they need so every dollar that they spend on their people is a dollar well spent.  [00:04:14] Jason: Got it. Okay. Now I think a lot of times that the challenge I see in a lot of companies is they're bringing in, it's often people are hiring just based on skill. That's the thing they're looking at is like, are they willing to do this job for this pay? Instead of looking for people that fit their values, fit the culture, have the right personality fit to actually be able to succeed in the role. [00:04:38] And so I call those things, the three fits. What have you seen related to this?  [00:04:42] Kon: When people go out and start hiring Jason, they typically do it out of need, and a lot of times they've let it go for so long that it becomes a desperation. If they're hiring for competence, it's probably a step up, because in most cases, people are hiring for a pulse. [00:04:56] They're trying to throw a body at a spot, and that's a desperate place to be in, unfortunately. Hiring process, the selection process, should be an ongoing thing. When you're looking at making sure that you have the right people on your team. That's an ongoing process to me. That's tending to your garden year round, to making sure that you have the right people in place year round. [00:05:17] The mantra that I teach my people is a three part piece, just like you were mentioning earlier. It's hire hard, train smart, manage easy. And to me that means basically being very picky about who I bring on my team. It's easy for people or it's easier for people to look at, do they have the skills? Because that's an yes or no answer most of the time, especially if you do it right. But what they don't realize is that you can teach people the technical skills. You can't teach attitude. You can't teach certain behaviors. You can't teach integrity. You're bringing somebody in your team in their thirties. [00:05:50] If you have to teach them how to be honest, that's too late in the game.  [00:05:54] Jason: Yes.  [00:05:55] Kon: So hire for the attitude, like you were talking about the things that are harder to teach, and then you can teach them smartly about the business that you want. If you have a right person in the right spot, they can do wonders. [00:06:09] Jason: Yeah, I've noticed this. I've noticed this as well. One of the things I've noticed is I call it the process myth. I see a lot of businesses, you know, a lot of entrepreneurs go through this journey of graduating from solopreneur to having a team, right? And that's usually one of the most painful transitions they go through. [00:06:25] It's because they have no clue how to do the hiring correctly. And they're hiring the way a solopreneur sort of thinks. And they're usually hiring based on what they think the business needs. Like you said, out of need, maybe they graduate to desperation. Maybe they graduate to competence, as you said, but at that stage, they usually believe the process myth. [00:06:43] I've run into this a lot where they think they just need better processes. If they just had better processes, their team would actually perform well. Like, I just need to micromanage them more. I need more KPIs. I need more metrics. And what I've noticed is, this weird dichotomy, I've noticed that in companies that have great culture and they have a great team, they have great people, but they even have shitty processes, they still perform well, even without great process documentation, but I've seen companies that have like process documentation, like crazy, and they focus on this heavily, but they don't have the right people. And they're never able to perform well. There's no amount of process documentation or micromanaging or controls that can make a mediocre team with maybe the wrong attitude or wrong culture fit or wrong values to perform well. [00:07:35] Kon: No, I agree with you there. When you look at why people try to heavily process things, it's because they don't feel confident in people's decision making and abilities. They tried to legislate everything. They tried to create a way. We used to have a saying that, you know, every time you think you idiot proof something with a process, they come up with better idiots. [00:07:55] And that's a s

These days, you aren’t limited to the area your business is located when looking for great team members. In this episode of the #DoorGrowShow, property management growth expert Jason Hull sits down with Laith Masarweh from Assistantly to talk about how hiring VAs can help you scale your business. You’ll Learn [01:34] Creating an Offshore Talent Acquisition Company  [09:38] Importance of a People Process  [16:11] Virtual Executive Assistants and Operators [24:57] Finding Your Unicorn Tweetables  ” Having community and good compensation definitely is going to allow you to attract and have the best people.” “ If you are operating your business, you are not growing your business.” “ When you have good people, they help other good people grow.” “ The bottleneck is you.” Resources DoorGrow and Scale Mastermind DoorGrow Academy DoorGrow on YouTube DoorGrowClub DoorGrowLive TalkRoute Referral Link Transcript [00:00:00] Laith: When you have good people, they help other good people grow.  [00:00:03] Jason: Welcome DoorGrow property managers to the DoorGrow show. If you are a property management entrepreneur that wants to add doors, make a difference, increase revenue, help others, impact lives, and you are interested in growing in business and life, and you're open to doing things a bit differently, then you are a DoorGrow property manager. [00:00:23] DoorGrow property managers love the opportunities, daily variety, unique challenges, and freedom that property management brings. Many in real estate think you're crazy for doing it. You think they're crazy for not, because you realize that property management is the ultimate high trust gateway to real estate deals, relationships, and residual income. At DoorGrow, we are on a mission to transform property management business owners and their businesses. We want to transform the industry, eliminate the BS, build awareness, change perception, expand the market, and help the best property management entrepreneurs win. I'm your host, property management, growth expert, Jason Hull, the founder and CEO of DoorGrow. [00:01:04] Now let's get into the show.  [00:01:07] All right. So my guest today is Laith. Laith, tell me how to say your last name. So I don't butcher it.  [00:01:13] Laith: It's all good, man. It's Masarweh.  [00:01:15] Jason: Masarweh. All right. Laith Masarweh. And awesome to have you here on the show. So in this episode, we're going to dive into the power of offshore talent, explore how businesses from startups to fortune 500s can unlock exponential growth. [00:01:31] And you run a company called Assistantly. Which I've heard great things about. You came highly recommended by one of my mentors, Sharran Srivatsa a, who runs a multi billion dollar real estate company called Real. And so tell me like a little bit about your background. [00:01:48] How'd you get into this? How did you get into entrepreneurism? [00:01:51] Yeah.  [00:01:54] Laith: I mean, I think I always had the entrepreneur inspiration since I was a kid. My dad always had like a small business that he was running and, you know, it made me want to be an entrepreneur from a young age. [00:02:03] He used to have me working in the grocery store shop since I was eight years old and it was cool to kind of develop, I guess, my like interpersonal and just learning more about the business at a, you know, such a young age and, you know, I knew I wanted to start my own business. I didn't know what I wanted to start it in. [00:02:18] Of course, you know, I attended Chapman University. I went to the business school. I thought I was into like virtual reality and tech. Didn't really know what my fit was. Got into corporate after college. I knew that wasn't a fit, even though I tried it. Didn't really work very well and then I started a real estate marketing company here in Orange County, California where we help agents, brokers whether you're residential, commercial, property management you know, we just have done what's like real estate marketing needs and during the pandemic, we got extremely busy and You know, we couldn't, there's too much demand and our team was super small and somebody was like, Hey, you should hire a virtual assistant. [00:02:53] And I thought that was like an AI robot and I didn't understand what that was. And I never learned about offshoring in college or any of that kind of stuff. And I got introduced to somebody thought she was local. She ended up being in the Philippines. I was like blown out of my mind because I've actually been working with her for years thinking she was in Irvine, California, but she was actually in the Philippines the entire time. [00:03:12] Our time I had, you could not tell any difference. And then I kind of got the spark in my head and I go, man, I work with so many real estate professionals, you know, and they're always asking me for help, whether it's administrative or operations or marketing. And I, you know, when I asked this girl, Hey, how many people are highly skilled, great communication skills, you know, looking for employment, like you? And she goes, I don't know, maybe like hundreds of thousands. And I said, hundreds of thousands, there's hundreds of thousands of talented people like you? And she goes, Oh yeah. And it kind of just clicked in my head. I'm like, Oh, People need this and it can't just be me. [00:03:45] And I pretty much started Assistantly 45 minutes after learning what offshoring was didn't know anything about it. And I'm just like, let me go, you know, I'll send it and kind of see kind of test it out, pilot it with a couple of my, you know, people in my network. And four years later, here we are. [00:03:58] And we started this obviously real estate, property management, law, tech, healthcare, finance, a little bit of everything.  [00:04:04] Jason: Yeah. All right. Awesome. So, so let's get into this. I mean, there's a lot of challenges that people have with this and everybody's had, I mean, a lot of property managers have tested the waters of working with, you know, VAs in the Philippines or maybe Mexico and there's kind of mixed feelings about how that's gone. If you've done this at all, you've had some bad experiences and maybe some good ones. And so it can be really difficult. And so you're kind of at the mercy, if you're using a company like yours or some third party company, you're kind of at the mercy of their hiring process to some degree. [00:04:43] And some of these vendors that provide VAs have better hiring processes than others. Some of them, you know, they all claim, Hey, we've got amazing talent or they all might sound American, you know, but then you end up kind of getting somebody that has a heavy accent. They aren't showing up, you know, on time or they just disappear and ghost you because they're non confrontational sometimes in the Philippines or some of these sort of issues, and I'm sure you see, you see some of this, right. [00:05:13] How do you kind of do things you think maybe differently at Assistantly versus some of these other players in the marketplace  [00:05:22] Laith: Yes, it's a great question, you know, obviously I started off, you know, really when I got into the industry I started hiring these people on my own whether they're from like people going to the upworks or the fivers of the world or like job boards and to like Interview a whole bunch of candidates to understand where they're located in the Philippines. [00:05:38] Like what type of equipment do they have? You Internet connection speeds. Do they really have that much experience? You know, because people obviously, whether you're US, Philippines, anywhere, they will always oversell on an interview or a resume. There's a lot of things that we do on like on our end. [00:05:52] So like, number one you taught me this and I think we had a conversation when we were, when I met you in Franklin about like that job description is so important when sourcing somebody, right? You know, everybody obviously wants a job, but you want to essentially attract people that are like, you know, that's their zone of genius, and they're passionate about it. [00:06:10] That's why we actually follow the four R's that Jason taught us a long time ago. And it's something that we actually, it's really important. The first step is crafting the job description to compel to candidates. So they're actually passionate and interested about it. So that's number one, filling that top of the funnel. [00:06:25] Number two, there's, you know, there's obviously a series of interviews. You can't just have one interview. We did multiple interviews. But like, I think obviously experience matters, of course. Like I want people that are mid to senior level that know what they're doing. If they're in property management, you know, I want, you know, helping with like property admin stuff, tenant communication daily operations through Appfolio. [00:06:42] Like I look for those types of things, of course. But also like, what's really important to me is like, when working with the client, like, you know, your personality and your culture is very different than my other, you know, than client Jamie or client James. Right. And I think that's very important when finding the right match. [00:06:58] And we do like a personality culture assessment that we built ourself to essentially line them up with like whatever role, whether it's an admin operations or marketing role to really understand what type of person they are, but like beyond just their experience. We also verify references like, right. [00:07:12] You know, because again, people could say, Hey, I worked somewhere for seven years. How do you know that? Right. You know, I put, I see people put like they went to Harvard on there. I mean, how do I know they went to Harvard? And it's those things that you've got to cross check, call references. I think that's super important. [00:07:27] But then we also vet out like equipment. Do they have 2020 an

As entrepreneurs, we have the ability to make a difference in the world and in those we serve by aligning our  In this episode of the #DoorGrowShow, property management growth expert Jason Hull sits down with Ryan Pineda, real estate investing expert and author of The Wealthy Way to talk about real estate, business, and faith. You’ll Learn [01:34] Getting Started in Entrepreneurship [08:07] Faith and Business [17:16] Having Impact as a Business Owner [29:50] You are What You Consume [45:35] Don’t Wait to do the Work Tweetables  ”There's no more efficient business model for positively changing the world than business.” “ When you start becoming process-driven more than results-driven, your life changes.” “ We should expect things to be hard and worth it.” “ You are what you consume in all areas of life.” Resources DoorGrow and Scale Mastermind DoorGrow Academy DoorGrow on YouTube DoorGrowClub DoorGrowLive TalkRoute Referral Link Transcript [00:00:00] Jason: There's so much wisdom in there and if you can at least just be willing to extract wisdom wherever you can find it, then you're not an idiot And so at least start there, everybody listening, just look for wisdom, be a seeker of wisdom and look for the things that are better and higher.  [00:00:16] Welcome DoorGrow property managers to the DoorGrow show. If you are a property management entrepreneur that wants to add doors, make a difference, increase revenue, help others, impact lives, and you are interested in growing in business and life, and you're open to doing things a bit differently, then you are a DoorGrow property manager. [00:00:34] DoorGrow property managers love the opportunities, daily variety, unique challenges and freedom that property management brings. Many in real estate think you're crazy for doing it. You think they're crazy for not because you realize that property management is the ultimate, high trust gateway to real estate deals, relationships, and residual income. [00:00:54] At DoorGrow, we are on a mission to transform property management business owners and their businesses. We want to transform the industry, eliminate the BS, build awareness, change perception, expand the market, and help the best property management entrepreneurs win. I'm your host, property management growth expert, Jason Hull, the founder and CEO of DoorGrow. [00:01:13] Now let's get into the show.  [00:01:17] So my guest today, I am honored to hang out with Ryan Pineda. Ryan, welcome to the show.  [00:01:22] Ryan: Hey, happy to be here. Good to see you.  [00:01:25] Jason: So Ryan, I'd love to kick things off by getting into your background of how you kind of got into this journey of entrepreneurship. But before we do that, your company's called Wealthy Investor, right? [00:01:36] Yep. And you've worked with a lot of real estate investors. My target audience listening to the show are usually the vehicle or the support mechanism for a lot of investors. I think the audience would be interested in hearing a little bit about how you got kind of started into entrepreneurism first of all, and then maybe how you got into real estate. [00:01:57] Ryan: Yeah, I'll give the quick story. You know, I never wanted to get into real estate or entrepreneurship. I was a baseball player growing up and that was all I wanted to do. I was grateful and thankful that I was able to actually do that. You know, I ended up getting drafted by the Oakland A's and got to play professional baseball for eight years. [00:02:15] But, I didn't get paid much in the minor leagues. I never made it to the bigs. I was making 1200 bucks a month. And so I had to make money elsewhere. And that's what led me in entrepreneurship. You know, I got my real estate license in 2010. Yep. And, you know, so I've been in the game for about 15 years now. [00:02:32] And, you know, I've seen a lot. You know, started as an agent and hated it. My mom was actually a property manager. I didn't tell you that. So, I watched her do that for a little bit while being an agent as well. So she was an agent herself, but you know, watching her, I had no desire to be an agent or do anything in real estate because when I got in in 2010, she had just lost everything. [00:02:53] You know, and she's like, you need to get like a safe job. You need to get something that has a salary and a pension. That was literally her advice. Well, and I was like, yeah, maybe, I don't know. Hopefully this baseball thing works out. But while I'm playing, I can't get that. So I'm going to have to do something. [00:03:11] So anyways, I become an agent. Hate it. Do it for a few years. Ended up getting into other weird things. I started flipping couches. I was a substitute teacher. I was just doing anything that could make a buck on the side. And then eventually that led to flipping houses in 2015. [00:03:27] And that was when I, for the first time, started to make some real money. And yeah, I mean, by my third year, I had made, you know, I became a millionaire after year three, flipping houses. And it was just like, wow, this is crazy. And since then I flipped, you know, I think almost 600, 700 homes. And. You know, I've bought rentals. [00:03:47] I own apartment buildings through our syndication. You know, we've coached people, like you said, with wealthy investor. We've coached thousands of students and held really big events. You know, I've started another subsidiary businesses for real estate investors. You know, we have a lead generation company called Lead Kitchen where we help them get leads for sellers. [00:04:05] We have, you know, I had a tax firm, you know, I've kind of done almost everything you can imagine in the real estate world, but  [00:04:10] Jason: Yeah, that's a lot. So I'm curious you said your mom was a property manager and she gave you the advice It was kind of like maybe steer clear of this stuff. [00:04:19] What does your mom think now about everything?  [00:04:22] Ryan: You know what? She's still always hyper cautious so, you know, I retired my parents in 2019 I bought him a house bought him all the cars and everything and my dad actually started working for me in 2018 as a project manager. So he would oversee a lot of our flips and even to this day, he still does it. [00:04:42] Not cause he has to, because he's just like, well, if you're going to, you know, pay for us, I might as well like earn it, you know, and he just wants to support and whatever. So, You know, my dad understands the game. My mom though, obviously she's seen the results, but she's still always hyper cautious. [00:04:57] And so, she doesn't think I need to get a job now, but she does think a lot of times the big risk I take, I shouldn't be taking.  [00:05:05] Jason: Yeah. Looking back, when do you see in hindsight that there were clues that you were maybe destined to be an entrepreneur? Maybe even doing baseball. [00:05:16] Ryan: Yeah. I look back in hindsight, even as a kid and I was always buying and selling and thinking about money. Like I started an eBay account when I was like 12 years old. I remember. You know, buying stuff and bidding on stuff and getting good deals on eBay. And then I remember I was selling Pokemon cards and Yu Gi Oh cards, you know, in middle school and stuff. [00:05:37] And it's just like, You know, the signs were always there. And then even I was always attracted to just making money myself. So like I was good at poker, you know, I won poker tournaments and I played online and I made money that way. And so in hindsight, it was always very clear. I was never going to have a job. [00:05:53] Really the only true job I ever had was playing baseball. And even then it's like, yeah, there's not really a way to be an entrepreneur. I mean, you kind of are you're in charge of your career and how well you want to do and like how well you want to train and. And so, yeah, even in that sense, baseball is kind of in that same vein. [00:06:12] Jason: Yeah. So I'm sure even to get as far as you got in baseball, there was a lot of drive involved and a lot of effort involved, even though there wasn't a lot of pay, it sounds like.  [00:06:25] Ryan: Yeah, I think yeah, for me, like, I had to learn how to like win, you know, at the end of the day, losing is not an option, right? [00:06:33] It's a zero sum game in sports. One person wins, one person loses, you know, for the pitcher to succeed, you must get out. And so, dude, I'm like, I'm going to just figure out how to win. I'm competitive. And so I think competitiveness has always fueled me. It's different in business now because I understand the games that we play. [00:06:52] It's like, you know, We both can have good podcasts. We both can win in business. You don't need to lose for me to win. But that doesn't mean I'm still not competitive.  [00:07:00] Jason: Sure. Yeah. I'm sure in the different industries that you have businesses that you focus on, you have competitors and you probably want to win. [00:07:09] Ryan: I don't want to lose.  [00:07:11] Jason: Right. I want to be the best. I think that's true of most entrepreneurs. There's this drive or, this bite to win. You know, I remember early on, I think some of my first clues as to that I might be an entrepreneur is I was into music. And I remember in college, I was going around door to door pre selling CDs so that I could fund doing an album. [00:07:31] And yet I still at the time was thinking I've got to get a degree to get some sort of job to rise the corporate ladder. And I had no clue that entrepreneurism was like a path at the time. So it's interesting and Entrepreneurism sort of found me In that I needed a way to not be doing a nine to five job to be able to take care of kids because I ended up as a single father right and divorced and like went through all this stuff. [00:07:57] And so I was like, all right, what can I do? And so I sometimes joke that my kids turned me into an entrepreneur. It was just what needed to be done, but there we

Many of our property management business owner clients are focused on hiring or restructuring their teams right now. In this episode of the #DoorGrowShow, property management growth experts Jason and Sarah Hull discuss the most important parts of the hiring process and offer a little bit of “tough love.” You’ll Learn [04:39] 1. Finding the right person for the role [11:04] 2. The importance of training your new hire [24:41] 3. Implementing accountability for your team [30:20] Review: what does the initial training period look like? Tweetables “We need to be clear on what results we're expecting.” “Any ambiguity or fuzziness, then you're going to get fuzzy outcomes.” “You cannot ever hire somebody and just say, "now my problems are solved." They're not solved yet.” “If you skip onboarding or if you don't have a very solid onboarding and training process, it's going to cause just so much friction.” Resources DoorGrow and Scale Mastermind DoorGrow Academy DoorGrow on YouTube DoorGrowClub DoorGrowLive TalkRoute Referral Link Transcript [00:00:00] Sarah: You cannot ever hire somebody and just say, "now my problems are solved." They're not solved yet.  [00:00:09] Jason: Welcome DoorGrow property managers to the DoorGrow show. If you are a property management entrepreneur that wants to add doors, make a difference, increase revenue, help others, impact lives, and you are interested in growing in business and life, and you're open to doing things a bit differently than you are a DoorGrow property manager. DoorGrow property managers love the opportunities, daily variety, unique challenges, and freedom that property management brings. Many in real estate think you're crazy for doing it. You think they're crazy for not because you realize that property management is the ultimate, high trust gateway to real estate deals, relationships, and residual income. At DoorGrow, we are on a mission to transform property management business owners, and their businesses. [00:00:53] We want to transform the industry, eliminate the BS, build awareness, change perception, expand the market, and help the best property management entrepreneurs win. We're your hosts, property management growth experts, Jason and Sarah Hull, the owners of DoorGrow. Now let's get into the show.  [00:01:11] Sarah: All right. [00:01:11] Let's do it. Before we do anything, we have an announcement for those of you that have not yet heard. Our foster dog Hans has been officially adopted. So we didn't do a podcast since he was adopted. So this is our first podcast that we don't have Hans kind of hanging out in the background. And I miss his little face, but he has an amazing family. [00:01:32] Jason: I miss Hans. I don't- [00:01:35] Sarah: love him so much.  [00:01:37] Jason: I don't miss him chewing my stuff in my office, but I do miss his little face as well. All right. Yes. Yeah, so he's adopted All right So the topic today and if you want to check that out, you can go to doorgrow.Com right at the top. There's dogs click on that see all our stories. Maynard got adopted. [00:01:55] Sarah: Maynard is adopted. Yeah, he now lives in California.  [00:01:59] Jason: This dog was like on death's door multiple times. Well, many times. Now he's living it up with a wealthy dude.  [00:02:06] Sarah: Who just fell in love with him.  [00:02:07] Jason: Guy in California.  [00:02:08] Sarah: Maynard just captured his heart, loved him so much and wanted to provide him an amazing life, so. [00:02:15] Jason: He's got a new name.  [00:02:16] Sarah: He's Bodhi.  [00:02:17] Jason: Bodhi.  [00:02:18] Sarah: Bodhi. So he's now driving around in a convertible in California. That's one of the pictures they put on there. Oh!  [00:02:25] Jason: All right. So  [00:02:25] Sarah: Maynard has a great life now, too.  [00:02:27] Jason: So you can check that out at doorgrow.com/dogs. All right. So our topic today that we're going to be chatting about you said that it came up a few times in You know this week with some of our clients dealing with some new team members We've got we're doing helping a lot of people with hiring right now. [00:02:45] Sarah: Oh my goodness so many. I built so many DoorGrow Hiring accounts in the last week.  [00:02:49] Jason: Yeah, so we're setting up this hiring mechanism and machine and system so that people can have some consistently good hires. But that brings us to kind of the next challenge. So what have you been hearing?  [00:03:00] Sarah: Okay, so one client asked me, he's about to hire. [00:03:05] He's going through the hiring process. So he doesn't have anybody lined up yet, but he's It's about to start this whole process. And he had asked me, "Hey, what about expectations for when they start when they come on?" And specifically this is a BDM. The second instance of this happening this week is a client who has already hired and his BDM is now about 60 days in. [00:03:31] And he sent me a message yesterday and he said, "Hey, listen, I really need to talk with you before the end of the month. I need to make a decision on my team." So I said, okay, let's. Let's figure out what's going on? And he said "yeah, I'm kind of pissed because my BDM is like 60 days in, and last month he didn't do anything at all. And then this month he started like he hasn't closed anything yet," and by he didn't do anything at all, what he means is he didn't close anything.  [00:04:00] Jason: Okay. Not that he wasn't working. No deals yet.  [00:04:01] Sarah: Yeah. Okay. Not that he wasn't working. He was working. And this month now is his 60 day mark and he hasn't closed anything, but he's, you know, making calls and he's starting to, you know, get some things kind of ready and warmed up in the pipeline. [00:04:16] He, he said, "man, should I just let him go? Like, is he just not the right person? I feel like it's 60 days, like, I should see some results at this point."  [00:04:26] Jason: Okay.  [00:04:26] Sarah: So I'd like to, I'd really like to talk about that. And this is going to be, whatever episode this is "Sarah's Tough Love episode." So here it is. [00:04:35] Jason: Got it. Okay, I mean, let's get the basic stuff out of the way, right? First, we need to know that we have the right person. So, we need to know what those expectations are. So, that's where we define that. Usually, we call them R docs, but in this ultimate job description. So, we need to be clear on what we're looking for. [00:04:51] We need to be clear on what results we're expecting. We need to be clear on, you know, what outcomes we're hoping for and they need to be clear on this, right? Like if we're bringing somebody in, they need that clarity. So if there's anyone listening and there's any ambiguity or fuzziness, then you're going to get fuzzy outcomes. [00:05:09] And those aren't good, right? And so there needs to be at least, and you need to be on the same page. Literally, the way we do that is with a page called an RDoc. And so you make sure you're on the same page. And all those young Gen Z people, notice how I used the word literally, correctly like it's an actual page. [00:05:28] Sarah: I was just thinking that.  [00:05:29] Jason: Stop saying the word literally. It drives me fucking nuts. So, all right.  [00:05:33] Sarah: Literally.  [00:05:34] Jason: I literally, like if, yeah, nobody's confused about it being figurative, then don't, you don't need to say the word.  [00:05:41] Sarah: I literally died yesterday when I read that text.  [00:05:43] Jason: No, you would be dead. [00:05:45] You would actually be dead. All right. So, Now the next piece is we need to make sure we've got a person that fits that job description, right? They actually are the right personality. Well, let's talk about the three fits real quick. They have to match all three or they're not going to be a good BDM. [00:06:01] Sarah: Or it's never going to work out. And it doesn't matter if it's a BDM, an operator, a property manager, an assistant, a maintenance coordinator. It doesn't, name the role, doesn't matter.  [00:06:10] Jason: So, first, they have to be the right personality for the job or they'll never be great at it. They'll never be motivated to do it. [00:06:18] You bring in somebody to be a BDM, for example, and they're not the right personality to go out and want to talk to people and connect with people and network and that's not fun for them, they're always going to resist it. They're going to avoid it. They're going to do a bunch of time wasting stupid activities They're going to train everything else other than what really should be done, which is to go connect with people and have conversations. So they're going to be like "well I'm trying some marketing thing and i'm trying this thing and like and-"  [00:06:47] Sarah: "I sent 5,000 emails I don't know why none of them came back." [00:06:51] Jason: "We did direct mail to, like, 7,000 owners." [00:06:56] Sarah: I've heard that and it's because this is a true example. "I sent 5,000 emails." [00:07:00] Jason: Yeah.  [00:07:01] Sarah: So essentially you did nothing. That's great. Right. Good to know.  [00:07:05] Jason: Yeah.  [00:07:05] Sarah: Thank you.  [00:07:06] Jason: Lots of emails, right? So. So,  [00:07:09] Sarah: you know how many junk emails we get in a day? What happens when you get junk email? [00:07:13] Do you open it? Do you read it? Do you respond to it? No. That's what you just did to somebody else.  [00:07:19] Jason: Yeah. It lacks depth. All right. So we can get into tactics later, but they need to match the personality for the role. Which means they would love succeeding at this. They would love doing it. They would enjoy it. [00:07:32] They get some fulfillment out of it. And so that's personality fit. They need to be the right the right culture fit, which means they need to actually believe in your business and in you and in the product. They have to believe in this. You cannot sell effectively if you lack belief. And that goes for everybody on the t

How do you figure out the most accurate market prices for rents on your properties?  In this episode of the #DoorGrowShow, property management growth expert Jason Hull sits down with Nathan Jackson from RentFinder.ai to talk about how you can level up your listing game. You’ll Learn [01:24] The creation of RentFinder.ai [05:06] An AI tool for finding rent prices [09:17] Making the switch from one tool to another [13:00] Customizability and integration Tweetables “You come up with something cool and you show it to your friends, then other people are going to want it.” “You can either have it done accurate,  cheap, fast, but you can't have all three.” “I think early adopters to it are going to reap a lot of rewards and a lot of benefits financially and otherwise.” “Once the entire world catches up, you know, and adopts these things, then it can be a bit more competitive, a bit more of a challenge.” Resources DoorGrow and Scale Mastermind DoorGrow Academy DoorGrow on YouTube DoorGrowClub DoorGrowLive TalkRoute Referral Link Transcript [00:00:00] Jason: I think early adopters to it are going to reap a lot of rewards and a lot of benefits financially and otherwise. Once the entire world catches up, you know, and adopts these things, then it can be a bit more competitive, a bit more of a challenge.  [00:00:14] Welcome DoorGrow property managers to the DoorGrow Show. If you are a property management entrepreneur that wants to add doors, make a difference, increase revenue, help others, impact lives, and you are interested in growing in business and life, and you're open to doing things a bit differently, then you are a DoorGrow property manager. [00:00:32] DoorGrow Property Managers love the opportunities, daily variety, unique challenges, and freedom that property management brings. Many in real estate think you're crazy for doing it. You think they're crazy for not. Because you realize that property management is the ultimate, high trust gateway to real estate deals, relationships, and residual income. At DoorGrow, we are on a mission to transform property management business owners and their businesses. We want to transform the industry, eliminate the BS, build awareness, change perception, expand the market, and help the best property management entrepreneurs win. I'm your host, property management growth expert, Jason Hull, the founder and CEO of DoorGrow. [00:01:14] Now let's get into the show. So today I'm hanging out with Nathan Jackson. Welcome Nathan.  [00:01:22] Nathan: Hey, thanks for having me. I really appreciate it.  [00:01:24] Jason: So Nathan, is with RentFinder.ai and so Nathan, before we get into talking about RentFinder, which I think is a super cool tool. I've gotten to take a look at it, play with it a bit. [00:01:36] I want to get into the audience hearing a little bit about your background. How did you get into playing around with property management related stuff. What's your history here.  [00:01:47] Nathan: Yeah. so my background is really you know, kind of growing up as a kid, technology was kind of my life, the most important thing to me. [00:01:52] But as I got towards that age for college, I was more interested in the finance side of things. So I went to school to get a degree in finance and investments. I lived in Manhattan for a little while, and then I also ended up starting my workout for a property management firm doing data analytics. [00:02:07] That was kind of the first thing I started doing. And when I got in the door, it was one of those things where I just slowly started gravitating more towards the data analytics and technology at the same time. And as the company I was with called ONEprop got acquired ultimately by a company that rolled up into HRG, I kept being more on that analyst side role, but then also doing more with automation technology. [00:02:28] And that entire side of the business you know, obviously the space, even five, six years ago was very immature from a tech side. And so I saw all sorts of opportunities to kind of get into that space. And then after being with the company that was acquired by HRG I came over to a company called Specialized Property Management and that's where I've been for about five years. [00:02:47] And then I've been leading all of our technology efforts here at Specialized Property Management. So even with the background in finance, I kind of gravitated back towards my roots, which is tech and all that space. So that's what I've been doing here. We've been building software internally, building sort of, integration type stuff and all sorts of cool tools here at Specialized. [00:03:04] And then RentFinder was born out of Specialized. So it's kind of where we are today.  [00:03:08] Jason: Got it. And so I know Chuck Thompson and he's, is he CEO of Specialized or? Yes. Yeah. He's CEO. Yeah. So He used to be part of the RPM franchise and he was a client of mine and helped him with websites and, you know, some other things early on. [00:03:28] And he's got some other like former RPM people that are part of his his organization as well. And that are connected to this like Rod Schifferdecker past client as well. So, I mean, it's really cool to see, like, I've got clients creating stuff now that can benefit my clients. Like, that's really awesome.  [00:03:45] Nathan: It's great, great circle of life there. Yeah.  [00:03:47] Jason: Yeah, it's really cool. So, RentFinder.ai was developed to solve what problem? What was the problem that Specialized was having with all the other rental tools? Because there's a bunch of them out there.  [00:03:59] Nathan: Yeah, so fundamentally that's a great question. [00:04:01] We built this solely as an internal tool to begin with. We had no intention of launching this as a product whatsoever. We were just going to all the different sort of rental evaluation tools that were out there, whether it was a Zillow, whether it was a Rentometer, whether it was a RentRange, a RentFax, there was just fundamental problems with every one of them. [00:04:18] And with a lot of my work that I've been working on with Specialized, we got really heavy into the, you know, AI statistical modeling and deeper science behind how to do some stuff with data. And I said, Hey, I think I can build a better tool, build a better mousetrap to do this. And it was one of those things where just kind of organically, we started building out internal models to price out for our own agents. [00:04:37] We started sharing it with some key clients and one day we had a key client say, Hey, you know what? I would love to share this with my investment partner. Can we go ahead and get an account for them set up? And all of a sudden we went from checking five, 10 a day to, you know, within a few months of just building internally, running hundreds and hundreds. [00:04:53] And it's just sort of been off to the race ever since then scaling the same space. So.  [00:04:57] Jason: I mean, you come up with something cool and you show it to your friends, then other people are going to want it. Yeah, that's true. And so you guys have built the better mousetrap. You guys have built this cool tool. [00:05:06] So tell everybody, like, what is RentFinder.ai. Let's start there.  [00:05:10] Nathan: So fundamentally, if you know those tools like RentRange or rentometer we're fundamentally providing a very similar service. The key differentiators of what we do specifically versus them is that we are taking in just say a monstrous amount of data, the price out of home. [00:05:23] You know, we're not looking at just like the recent comp, plus the beds, bathroom square footage. We're looking at hundreds of data points per property, all the little things that you don't necessarily think about on any sort of listing that you see, we're looking at photos of the property. We're doing an analysis of what exactly the inside of the home looks like if we have them as well as a virtual tour scan. [00:05:41] We're basically trying to look at the nitty gritty about what really makes a home rentable. And when you find what makes a home rentable. You can really hone in on that price because it's pretty easy to look at two homes on paper, a 3, 000 square foot, three, two next to a 3, 000 square foot, three, two and say, Oh, they're the same. [00:05:56] But we all know that's not the case when you walk in the door, right? One home is a lot prettier and a lot better than the other. And fundamentally that was the aspect that's been missing. So we've added that into our analysis. And we've been able to really hone in on very, you know, precision rents by going that route and just going way beyond the limited amounts of data the other tools use. [00:06:14] Jason: So you said there's like hundreds of different data points. Can you give us an example of what maybe some of the other tools might not be looking at?  [00:06:22] Nathan: Sure, like, we'll be looking at like, how recently were the new wood floors installed in the kitchen, right? What color are the wood floors? How are the wood floor colors in this area of the neighborhood renting compared to this over here? [00:06:32] Because we're looking at all the other homes, like little tiny details like that. We're looking at, you know, do you have a pool? If you have a condo, are you facing the north or the south side of the building? Just all the How are you getting all  [00:06:41] Jason: this data though? Where does all this data come from? [00:06:44] Nathan: So generally, I joke with my team that we're kind of like a data vacuum. We get data from anywhere and everywhere that we can. We buy data from sources. We find data online in publicly available places. And if we can't find it or buy it, we generate it. We do things where we're taking data sources like photos, for example. [00:06:59] Photos are a very rich source of information. They're just not really normally easily extractable, right? But if you look at photos and analyze them in a

Those who listen to this show likely either manage or invest in rental properties. There are several different types of real estate to choose from, but have you ever considered self-storage units? In today’s episode of the #DoorGrowShow, property management growth expert Jason Hull sits down with the “OG” of self-storage real estate investing, Scott Meyers to talk about an opportunity to invest in real estate without the common challenges of residential properties. You’ll Learn [01:22] Switching from residential investment properties to storage units [08:35] Investing in self-storage without the management [12:15] Pros and cons of self-storage [14:51] Self-storage education Tweetables “When you have just a hammer, everything looks like a nail.” “Be honest with yourself, and sometimes the best cook in the world can't fix a broken recipe.” “Once you get behind in habitational real estate and rental real estate in general, you know, it takes double the effort to get caught back up again.” “The more valuable you are to your property management business the less valuable your property management business is to everybody else.” Resources DoorGrow and Scale Mastermind DoorGrow Academy DoorGrow on YouTube DoorGrowClub DoorGrowLive TalkRoute Referral Link Transcript [00:00:00] Scott: Self-storage really found me instead of me finding self-storage. Which I just felt it's a simple, predictable business model that you can replicate over and over again without as many moving parts and that human factor.  [00:00:11] Jason: Welcome DoorGrow property managers to the DoorGrow show. If you are a property management entrepreneur that wants to add doors, make a difference, increase revenue, help others, impact lives, and you're interested in growing in business and life, and you're open to doing things a bit differently, then you are a DoorGrow property manager. [00:00:28] DoorGrow property managers love the opportunities, daily variety, unique challenges, and freedom that property management brings. Many in real estate think you're crazy for doing it. You think they're crazy for not because you realize that property management is the ultimate, high trust gateway to real estate deals, relationships and residual income. At DoorGrow, we are on a mission to transform property management business owners and their businesses. We want to transform the industry, eliminate the BS, build awareness, change perception, expand the market, and help the best property management entrepreneurs win. I'm your host, property management growth expert, Jason Hull, the founder and CEO of DoorGrow. [00:01:09] Now let's get into the show. All right. So. I'm hanging out here with Scott Meyers. Welcome Scott.  [00:01:18] Scott: Thanks. And so good to see you again. How are you?  [00:01:20] Jason: Good. Good. It's good to have you. So, why don't we get into your background, how you kind of into this, but Scott, you're a self storage investment expert. Is that fair to say? [00:01:33] Scott: That's fair to say. They call me the OG in self storage now. And I guess I can step into that role.  [00:01:38] Jason: All right. The OG, the original gangsta. All right. So tell us a little bit how you got into this.  [00:01:44] Scott: So like many people got into real estate by buying one single family rental house. Of course, this is a back a little ways now back in 1993, I bought a single family house. with an assumable VA mortgage on it. So I took out a home equity loan from my own home and bought this one, no money down, just like Carleton Sheets, the other OG in the real estate space taught me how to do. And so I bought that house, we rehabbed it to refinance it, rented it out. [00:02:11] So the BRRRR method before everybody called it the BRRRR method. And then we went out and bought two more. And then that turned into four, six, eight, and my wife and I got married along the way and brought my wife into this hobby. I was working for a fortune 500 company at the time, and this was really just to supplement retirement until it kind of took on a life of its own. [00:02:29] And that was because in 1999 with the dot com crash, when all of our tenants were then able to buy a house shortly after that, because the presidential administration at the time reinstituted the Community Reinvestment Act and allowed anybody who could basically fog a mirror to buy a house while all our tenants left and they were doing so. [00:02:49] And so at that time, we were now rehabbing a second time so that we could sell our houses just to be able to keep up with what the market trend was at the time. Well that just about broke us. And so we decided then to get into multifamily and all we needed to do was get some economies of scale, work a little harder, work a little smarter, and we'll make this all happen. [00:03:08] But really what I found is that we just had more doors, we had more tenants, we had more toilets. And to be honest with you, Jason you know, we made a lot of money in residential real estate and growing that side of the business. I mean, we were very big, we got up to just shy of 450 doors. But I realized that I don't think I was cut out for this. [00:03:24] I understood the math, you know, the real estate math and everything that went into it. But I found even though we had property managers and property management companies, I was finding that I was becoming less loving of my fellow man and women, because they were destroying our properties and stealing from us, as well as our contractors and some of our staff. [00:03:40] And so at that point, I began to look around the landscape and, you know, we love real estate because of all the reasons to love real estate. It appreciates, we can depreciate it. We can borrow money to buy it. And then our clients pay down our basis. I mean, there's no other investment like that. So as I looked at the landscape and real estate, that really only left parking lots and self storage if I really didn't like the tenant and toilet business. [00:04:01] So. I looked into storage and loved what we saw in terms of the fundamentals of the historical, the track record of performance of the asset class. And it was right under my nose all the time. It's just this ugly, you know, stepchild of commercial real estate that nobody was really talking about. So I researched it and spent a lot of time understanding the nuances bought my first self storage facility in a partnership. [00:04:22] And then yeah, the light bulb went off and recognize after owning it from the operation standpoint, that It was truly what everybody had said that it was. And what we found is it was all the benefits of real estate without the hassles of tenants and toilets and trash. And so we began simultaneously selling off our houses and our apartments and then going forward into self storage. [00:04:41] And here we are today at about just shy of 5 million square feet of self storage, 28, 000 doors nationwide and growing. And then along the way, also built a sizable education and consulting and mentoring and coaching and event business that only not only teaches people how to get into the business, but also became a funnel, a conduit for a lot of partnerships and a lot of deal flow into our organization. [00:05:01] So that's either the long winded version on a podcast or the short winded version however you want to look at how we got started in the business.  [00:05:07] Jason: Yeah, love it and qualify yourself help everybody understand like where are you at right now with storage and rentals. I mean you got some impressive numbers. [00:05:17] Scott: Yeah, so we're sitting at about we've done over 5 million square feet We're sitting at about three and a half just maybe three and three quarters million square feet right now assets under management So we're right now jason, we're basically a syndication company where we're a financial services company that raises capital and layers that on top of debt and then deploys it in nothing but self storage. [00:05:37] And so many of these projects, these partnerships, these joint ventures in our funds, they have a shelf life and they expire in four to five years because that's when we can capitalize and pull our chips off the table, if you will. And we have a capital event by way of sometimes a refinance, but usually a sale of the property or properties within that fund. [00:05:55] And then we just go out and buy more. So it ebbs and flows when some are going out the door, we have more projects coming in the door as well. I only own two residential properties. One of them is an Airbnb and the other one is the one that I live in. And that's it. Everything else is 100 percent self storage at this point. [00:06:10] Jason: Got it. How many units of storage do you represent then?  [00:06:14] Scott: Yeah, so 28 to 29, 000 overall is what we've invested in and we're sitting at about 20, between 20, 000, 21, 000 right now in asset center management. Awesome.  [00:06:25] Jason: Wow. Okay. So for those listening that are in residential property management, and they're listening to you what would you say to them? [00:06:34] Like, maybe there's some of them that they're like, "man, I don't want to deal with toilets, tenants and trash anymore." And, you know, "I'm starting to love humans less. And I love real estate," but what's kind of your message?  [00:06:49] Scott: You know, in the education side of our business, Jason, of course, when there's a room full of folks interested in self storage, it's really easy to say that you know, I think everybody should have a self storage facility, one in their portfolio, if you're in real estate and, you know, all roads lead to self storage eventually, because I think everybody gets to that place where they do get frustrated and it could be just a day. [00:07:06] It could be, you know, in terms of, "wow, that was a whole lot coming at us." But it doesn't mean that, you know, my recipe is the catch all, you know, wh

F You’ll Learn [02:01] The Team Sandtrap + Cycle of Suck [12:20] Why You Might Have the Wrong Team [20:54] Building the Business Around You [29:40] How to Escape the Cycle and Level Up Tweetables “If your business isn't healthy and growing, it's dying.” “Here's the reality: it takes 10 people to clone yourself in a business.” “How did you build it the wrong way? You built it around what you thought the business needed, and you didn't build it around what you needed.” “If you have capacity less than a hundred doors, then the odds of you getting another a hundred doors in the near future is slim than none.” Resources DoorGrow and Scale Mastermind DoorGrow Academy DoorGrow on YouTube DoorGrowClub DoorGrowLive TalkRoute Referral Link Transcript [00:00:00] Healthy business owners have healthy businesses have healthy team members and feel very well supported. And the only reason you're not there is you just don't know yet what healthy business owners know.  [00:00:11] Welcome DoorGrow property managers to the DoorGrow show. If you are a property management entrepreneur that wants to add doors, make a difference, increase revenue, help others, impact lives, and you are interested in growing in business and life, and you're open to doing things a bit differently, then you are a DoorGrow property manager. DoorGrow property managers love the opportunities, daily variety, unique challenges, and freedom that property management brings. [00:00:38] Many in real estate think you're crazy for doing it. You think they're crazy for not because you realize that property management is the ultimate, high trust gateway to real estate deals, relationships, and residual income. At DoorGrow, we are on a mission to transform property management business owners and their businesses. [00:00:56] We want to transform the industry, eliminate the BS. Build awareness, change perception, expand the market, and help the best property management entrepreneurs win. I'm your host, Jason Hull, the ceo and founder of DoorGrow. Now, let's get into the show. All right, so before we get started I wanted to just mention our sponsor Vendoroo. We've seen some great results with these guys. [00:01:22] So if you're tired of constant stress and hassle of maintenance coordination, meet Vendoroo, your AI driven in house maintenance expert that handles work orders from start to finish, triaging, troubleshooting vendor selection and coordination. Built by property managers. for property managers to provide cost effective and accountable maintenance operations where every dollar is accounted for and every task is handled with unmatched reliability. [00:01:47] Vendoroo takes care of the details so you can focus on growth. Schedule a demo today at Vendoroo.ai/DoorGrow and experience maintenance done right. All right, so let's get into the show. So what has been going on in the DoorGrow universe or in DoorGrow world? So, one, we are raising our rates, our fees, because we are taking better and better care of our clients and getting them better and better results. [00:02:17] And so this is something that we coach clients on all the time. Are you taking your business to another level? Are you confident in raising your fees? Or have you kept them small or competitive, or even worse, low in your market? Are you striving to provide and deliver more value? Are you taking things to that next level in your business? [00:02:40] We meet regularly with business owners in this industry. So in the last week or two, I've met with several businesses that are stuck in what I call the second sand trap. This is where maybe they were a client a long time ago in the past. We helped them figure out how to get growth. They've gotten to maybe the 200, maybe somewhere 200- 300 door range, maybe even up into the 400 doors range. [00:03:05] And they are now experiencing the second sand trap of constraint. And so some experience this even earlier. I have had people come to us, people that have joined our program recently, that are having these second sand trap problems around just over a hundred doors, like 150. And they're already in this painful spot. [00:03:26] And there's a few reasons for this. One, they could be caught in the cycle of suck, which means they've taken on too many shitty clients that are You know, too high of operational costs. And so they have too many difficult properties to be dealing with which makes the tenants more difficult, and so they've kind of created this mess in which their entire portfolio that they're managing and dealing with are a lot more difficult than most of my clients' situations. [00:03:53] And so their operational costs are really high and they're making a lot less money because of that, their profit is down. And then what that means is it's a lot more difficult to deliver customer service and be effective. So I have a partner with me today, which is a dog we're fostering named Hans. [00:04:12] And he is trying to chew a toy right at my feet. So what's up Hans. And if you haven't seen our previous dog episode that we did go to DoorGrow. com Click on "Dogs" up at the top. We've got a little dog emoji on our website. Check that out and learn a little bit about Sarah and my passion in helping dogs. And this is to be fair, mostly Sarah's passion. I like dogs definitely more than cats. I like dogs, but Sarah loves dogs. She really loves dogs. [00:04:40] And so this is more her thing. So check that out. And that lets, you know, a little peek into the our reality here in our home with DoorGrow. So you can also check out our funny videos at the top right there as well. That'll give you a perspective on how goofy we are and we try to incorporate our dogs in these videos. [00:04:58] Hans made it into one of our recent ones that will be released. You'll see it. So this second sand trap, the challenge here at the second sand trap is that these property managers have figured out how to grow. They know they could probably double in size. Most of you that are at the stage, you know, you could probably double in size door wise. [00:05:16] You could easily go get more doors. You could attract more owners if you felt comfortable. So here's a question you need to ask yourself. This is something I love asking people that are at the stage so I can see how bad is it? How bad is the problem? So some of them get at this stage, business owners get really burnt out, like really stressed. [00:05:38] We're talking like I had a lady say to me, "I fucking hate my business. Can I be real with you?" That's what she said. "I fucking hate my business." And she's having a ton of health issues and stress. I don't know if it's all related directly to this, but stress can eat you alive, right? Basically every health situation gets worse if there's high stress. And so she's dealing with a whole mess of stuff, right? And this is a challenge. This is a challenge in business. We deal with a lot of stress as business owners, but property management can be especially stressful. You're dealing with sometimes really upset angry people and a lot of that stress doesn't have to exist If you're not in that cycle of suck the other challenge at this stage besides maybe being caught in the cycle of suck Is not being paid well enough. [00:06:28] And so Not only is your operational costs high because of the cycle of suck, but then also your pricing may not be optimized or very effective. You may not have a premium offering for premium buyers that may exist in your portfolio. And so they just go with your cheaper option, which is the only option that you have. [00:06:45] And then there's also this weird race to the bottom in terms of price where everybody's priced like similarly, like 10 percent in most markets in higher rent markets, maybe like 8%. And then in some markets, it's like really grotesque with flat fee, you know, property management and stuff like this. [00:07:01] And so the challenge then there's kind of this race to the bottom in terms of pricing. And so you may not be getting paid as much as well. And so sometimes if you can just increase the amount of money that you're bringing in and decrease the amount of operational costs in the business, you could easily double your profit margins. [00:07:22] We've had clients go from 25 percent margin, which is good to 50 percent profit margin by getting some pieces dialed in. Now, the three biggest profit levers we find at this stage are people planning and process. Why? Because they're all connected to the biggest expense, which is. People, right? Which is staff and whatnot. [00:07:43] So we need a really good people system, which means a hiring system and a really good existing team so that we can always maintain really good personnel and team members. Then we have a healthy team that buy into our culture, that have the skill and intelligence to do the job and have the personality type that is a fit for the role. [00:08:01] I call those the three fits culture, personality, and skill. You need all three in order to be a good team member. If you have team members right now that don't match all three, you are spending too much money on this person and you're getting too little output. If you're caught in the cycle of suck, you are spending too much money on all of your people and getting too little output. [00:08:22] If you don't have a good hiring system, you can't replace, confidently, the people on your team to get good people. And so you don't have a system or mechanism to do this. And so most businesses at this stage usually spend five to 10 years playing Russian roulette to get a decent team so they can finally break 600 doors. [00:08:42] A lot of them by that time, even before they hit that, just give up, they sell the business, they exit. And so the time can be collapsed on this significantly. So here's the question that I ask. I asked people that are caught in the second sand trap, "what is your current capacity for adding more doors on t

For those who manage short-term rentals, which tools and pieces of software do you use to keep things organized and running smoothly? In today’s episode of the #DoorGrowShow, property management growth expert Jason Hull brings on Jacob Mueller, founder of Renjoy to talk about using technology to help manage short-term rentals. You’ll Learn [01:36] The creation of Renjoy [16:55] Software and systems for STR [25:38] Building out systems using Airtable [34:20] Strategic planning systems Tweetables “One of the things that's different about short term rentals is that it's constantly changing.” “You have to be on top of your game. You can't just do the same thing you've been doing.” “It's kind of like you've got a swiss army knife or one of those multi tools, and it's not the same as having a toolbox of high quality.” “The only thing I want to share with all the property managers out there is keep on doing the hard work.” Resources DoorGrow and Scale Mastermind DoorGrow Academy DoorGrow on YouTube DoorGrowClub DoorGrowLive TalkRoute Referral Link Transcript [00:00:00] Jason: It's kind of like you've got a swiss army knife or one of those multi tools, and it's not the same as having a toolbox of high quality. [00:00:08] Jacob: That's exactly right. To be able to have like specific specialized tools, you then have to know what you're doing to accumulate those tools and have them all talking and speaking to each other, but if you do it right, very powerful.  [00:00:21] Jason: Welcome DoorGrow Property Managers to the DoorGrow Show. If you are a property management entrepreneur that wants to add doors, make a difference, increase revenue, help others, impact lives, and you are interested in growing in business and life, and you're open to doing things a bit differently, then you are a DoorGrow property manager. DoorGrow property managers love the opportunities, daily variety, unique challenges, and freedom that property management brings. Many in real estate think you're crazy for doing it. You think they're crazy for not because you realize that property management is the ultimate high trust gateway to real estate deals, relationships, and residual income. At DoorGrow, we are on a mission to transform property management business owners and their businesses. We want to transform the industry, eliminate the BS, build awareness, change perception, expand the market, and help the best property management entrepreneurs win. I'm your host, property management growth expert, Jason Hull, the founder and CEO of DoorGrow. [00:01:22] Now, let's get into the show. All right. Today's guest, I'm hanging out with Jacob Mueller from Renjoy. Jacob, welcome to the DoorGrow show.  [00:01:33] Jacob: Thanks. It's a pleasure to be here. Jason.  [00:01:36] Jason: Glad to have you. So Jacob, give us a little bit of your background in maybe entrepreneurism and how you eventually got connected maybe to rentals, property management, and and then we can get into Renjoy. [00:01:51] Jacob: Sure. Well, I won't give you the full backstory. It goes all the way back to a college class I took, but I really started getting into real estate right at the perfect time, beginning of ZIRP, zero interest rate era. And I was actually a commercial broker for a little while. I did about six months of leasing and realized I did not enjoy that. [00:02:09] And so then I transitioned to a residential property management firm based out of Denver that focused on investors. When I joined them, Atlas Real Estate, they're in, I don't know, five or six states now. But when I joined them, they were only in Colorado. They managed maybe 2, 500 doors and I was kind of their regional broker in Colorado Springs, which is where I am. [00:02:30] And they are now, I think north of 10, 000 units under management and have grown tremendously on the management side. But I learned a ton from these folks. I learned how to flip property. I learned to invest in real estate. I learned a lot. And so that's kind of where my real estate investing career started. [00:02:46] That was about four or five years ago. And since then I've acquired single family homes some small multi units. And then I've also diversified in my income streams from just long term tenants to also short term tenants. And that's kind of where the story of Renjoy begins. One of my clients and I worked with, as a broker, happened to have quite a few Airbnbs, short term rentals. [00:03:09] And he was buying properties like every six months. And I was trying to figure out how is this guy, he's my age, how's this, you know, 28 year old buying so many properties so quickly back to back? So I started learning about his process and his insights into the industry. And I thought, man, this guy's got, a peg on this industry. [00:03:25] And of course, during ZIRP, Airbnbs were easy, making money was easy, everybody was doing it. And so I saw this interesting opportunity, decided to partner with this client of mine, and another client actually. And we formed Renjoy together with our own portfolio to start.  [00:03:40] Jason: Nice. Okay. So what is Renjoy?  [00:03:45] Jacob: Yeah, so Renjoy is kind of an unintended consequence. [00:03:48] It was not our plan. It's a short term rental property management business. But when we first started the company, it was just to manage our own portfolios. And people started asking us to manage theirs because short term rentals and long term rentals are complex and difficult and a lot of work. And so owners are constantly looking to handover management for these things. [00:04:09] Jason: Yeah. And that can be a challenge. You know, with those short term rentals. I mean, everything has to move quick, right? You're having to check and adjust prices every day to make sure you're getting the, you know, the best rate possible. You need to communicate like immediately all the time with all the guests and then, you know, then like you're trying to figure out how to make sure you're getting as many people through this property as possible But not getting it damaged and then maintenance stuff hasn't dealt with like super fast Or people get really frustrated and upset and so it's a difficult game and then for you know for people managing short term rentals It's almost like a cleaning talent acquisition business more than it is a property management business And so, how does Renjoy help with this stuff? [00:05:02] Jacob: Yeah. Yeah. There's so many ways we can go with this, Jason. A lot of what you were saying, you know, resonates with me. I think there's an increased complexity on the stakeholder relationships that we have as a manager. All property managers have this complexity where they have their tenant who is a stakeholder. [00:05:18] They need a tenant to pay rent. And they also need to have properties with which to have a tenant pay rent on. And so all of the property managers have this balance they have to walk between these stakeholders. They have to serve their tenants and they have to serve their landlords, their property owners. We're the same, but one of the challenges is our tenants leave us reviews. [00:05:38] Every single time they stay and so there's this increased out of, shall we say, accountability almost on how we manage our relationship with this key stakeholder, the guests that are coming to the properties, the tenants, but also the owners too. And then this all leads to the same challenges all property managers have, which is balancing meeting your tenant's requests for service, for maintenance, kind of meeting their expectations while also keeping costs as low as possible and trying to meet the owner's expectations. And you have to constantly balance that when you're thinking about maintenance and your service level agreements and how they can get impacted by the occupant versus the owner. [00:06:16] So that's one thing that's really complex. But there's a lot of things we can get into with short term rentals. We are a full service short term rental management company. This is another pretty big distinction between long term rental property managers and short term is that the suite of services provided varies quite a bit from one short term rental manager to another. [00:06:36] Not to say that long term rental managers are all the same, but generally speaking, there's a pretty similar core group of services that all long term property managers provide for their clients.  [00:06:47] Jason: Got it. So, Is Renjoy a service that those that listening that are running a property management business are you their competitor or is there a way that they can work with you or how does that work? [00:07:00] Jacob: Great question. I do not believe we're competitors. We don't do long term rental property management and we refer out for that. And so we actually kind of have a lot of good relationships with our property managers, mutual referring relationships, actually, in the markets in which we serve.  [00:07:16] Jason: So what you're saying is long term residential property managers, if they're not wanting to deal with the complexity of short term property management, is there a way they can sort of partner with you and maybe get paid? [00:07:28] Jacob: Absolutely. Yeah. We have a referral program. And for everybody who signs a contract with us, it's a thousand bucks. Easy peasy. And if the property manager happens to also be a practicing broker, we actually do work to execute exclusive right to lists in our property management agreements, which is assignable. [00:07:46] And so we just assign, should that client that you've referred to us choose to list their property, we can actually reassign that exclusive right to list back to you as the property manager slash broker.  [00:07:56] Jason: Got it. Okay. So that's an additional benefit. They can keep the real estate deals.  [00:08:00] Jacob: That's right.  [00:08:01] Jason: Got it. [00:08:03] Okay. So for those that are investors listening and,

Owning a business of any kind impacts your life and relationships. In this episode of the #DoorGrowShow, property management growth experts talk about marriage, relationships, and how these things correlate with having a property management business. You’ll Learn [02:03] Owning a business impacts your relationships [07:45] You have to be selfish sometimes [11:10] Why people pleasing is harmful [14:13] Masculine and Feminine frames [24:51] Leveling up in business and your relationships Tweetables “In business, you don't want to be the needy, pleasy guy running a property management business, trying to please every tenant, trying to please every business owner.” “I think as a business owner, you, there is part of you that has to be selfish and you have to be comfortable with being selfish because there is a time and a place for it.” “If you do not take care of yourself, you are not going to have energy to then continue to take care of other people.” “Ironically, the more you are trying to please somebody,  the less they value you.” Resources DoorGrow and Scale Mastermind DoorGrow Academy DoorGrow on YouTube DoorGrowClub DoorGrowLive TalkRoute Referral Link Transcript [00:00:00] Jason: In business, you don't want to be the needy, pleasy guy running a property management business, trying to please every tenant, trying to please every business owner.  [00:00:08] Welcome DoorGrow property managers to the DoorGrow show. If you are a property management entrepreneur that wants to add doors, make a difference, increase revenue, help others, impact lives, and you're interested in growing in business and life, and you are open to doing things a bit differently, then you are a DoorGrow property manager. [00:00:29] DoorGrow property managers love the opportunities, daily variety, unique challenges, and freedom that property management brings many in real estate think you're crazy for doing it. You think they're crazy for not because you realize that property management is the ultimate, high trust gateway to real estate deals, relationships, and residual income. At DoorGrow, we are on a mission to transform property management business owners and their businesses. We want to transform the industry, eliminate the BS. Build awareness, change perception, expand the market, and help the best property management entrepreneurs win. We're your hosts property management growth experts, Jason and Sarah Hull the owners of DoorGrow.  [00:01:11] Now Let's get into the show.  [00:01:14] All right, so today's topic, we're going to chat a little bit about marriage. So let's talk about it. We're going to tell a little bit about marriage. Those that have followed my journey over the years have probably seen that I've been divorced. I've gone through struggles in marriage. I've learned things the hard way. Some of y'all probably been married forever like my parents. I have amazing parents and they were a great example of just loving each other from the beginning forever. [00:01:44] They've been married for, I don't know, like 50 years or something.  [00:01:48] Sarah: Almost. 49.  [00:01:50] Jason: Yeah. Yeah. I think  [00:01:52] Sarah: this year is going to be 47. So they're like going to be 50.  [00:01:55] Jason: I think they got married two years before they had me. So yeah.  [00:01:58] Sarah: They celebrate it though, but they're still in Australia.  [00:02:01] Jason: Yeah. So my parents, they just love each other. [00:02:03] But one of the things that I think it's been coming up a lot, I've been noticing a lot of clients as I go deeper with them and they kind of open up especially the guys like relationships are a struggle. It's a challenge. I think it's difficult. It can be difficult for entrepreneurs. I think it's difficult for the women entrepreneurs because in a lot of ways you have to kind of step into sort of a masculine frame to run a business. And that creates an interesting dynamic in a relationship. And this is in general. Some women out there, maybe you don't want a masculine guy. Maybe you don't want a guy that leads. Maybe you don't want a guy that initiates stuff. Maybe you don't want to be able to let your hair down after work and like have him kind of take the reins and like plan something and take you on a date. I think a lot of women do. A lot of women appreciate that. Even the ones that are running businesses and showing up in a masculine sort of frame and being kind of dominant in leadership and displaying these things, they would like to have somebody else take the lead. Is this accurate do you think or no?  [00:03:03] Sarah: Yeah, well. You think it's different.  [00:03:05] Jason: You've run your own business. [00:03:06] You've been kind of in that frame.  [00:03:08] Sarah: I'm a very masculine woman.  [00:03:11] Jason: Yeah, in some ways I think you've consistently since we've been together.  [00:03:15] Sarah: I look very feminine. I do it's deceiving. Yeah.  [00:03:19] Jason: Yeah, I think since we've been together, you've consistently stepped more and more into your feminine and I've stepped more and more into my masculine I think has kind of been a trend. [00:03:29] Would you say that's accurate?  [00:03:30] Sarah: It could be. I don't know. I think you've probably more recently been focused on that. I can't say, I really cannot say, oh, I've ever been focused on.  [00:03:41] Jason: I don't think you've been focused on it. I just think.  [00:03:44] Sarah: I'm just living life.  [00:03:45] Jason: Yeah, you're just living life and this is the thing. [00:03:48] Sarah: I'm just going about shit, doing my thing.  [00:03:50] Jason: She's not as conscious of it probably because I think this is something that men, if you are the leader and leading, you should be conscious of this. And women, when men are kind of taking that leadership role, women respond to that, and it's natural. Like, I've noticed it in Sarah, she's not even probably super aware of it, but there's behaviors and things that have kind of shifted. [00:04:15] And so, the way it'll show up for a woman in this, in a relationship like that, as a man stepping more into leadership and into his masculine role, she will generally, over time, feel calmer. There'll be probably less fights, probably less explosions, you know, things like this. And the guy will be like letting go of some of the needy, whiny, pleasy, weak behavior that's kind of gross to women. [00:04:39] Does this sound accurate?  [00:04:40] Sarah: That is, yeah, that is gross.  [00:04:42] Jason: Yeah.  [00:04:42] Sarah: To me, anyway, I cannot speak for all women.  [00:04:45] Jason: Yeah.  [00:04:45] Sarah: To me, it's gross.  [00:04:47] Jason: Ironically, when women are showing up kind of more in a masculine frame, they sometimes bring that out in guys. Like the guys think, Oh no, there's a problem. I got to please more. [00:04:57] And so it kind of creates this weird, gross spiral in relationship. And so, which I've experienced in past relationships. Right. And so the man needs to kind of. shift and lead out of that. And so I've been noticing this in clients. And so, this is something that I've been paying a lot of attention to. [00:05:14] A lot of guys show up in a feminine frame because we've been raised by our moms. Maybe you had a loving mom. She took care of you. Maybe she didn't. And she wasn't really a great mom, maybe but either way, that feminine influence towards pleasing has a strong impact on the male psyche, which puts us into kind of a growing up with kind of a feminine frame. If we don't have a really strong sort of masculine walled stoic father, you know, and there's really great book I would recommend for men that want to kind of eliminate that feminine frame that they're carrying around. [00:05:49] It's called shattering the feminine frame by Jerr, J E R R. It's really hard to find, so you may have to search for it on Google, because if you search for it on Amazon, even though it's there, Amazon won't let you see it. I don't know why. It's super weird. You may not be able to find it. Sometimes searches on some of the books by Jerr don't show up when I search for them. [00:06:11] His main book that he puts out there, I can find, and then I have to go to the author, click on the author name, and then find his other books to find some of these books. I don't, it's really weird, but you might be able to find it through Google.  [00:06:23] Sarah: Maybe it's just you. It could be just you. It'd be an interesting test. [00:06:27] Maybe everybody else, even though.  [00:06:30] Jason: I bought multiple copies of the book and sent them to guys. So Jason gets blocked on everything. He gets himself blocked. I'm a little controversial. I get shadow banned all the time. It was something. I was definitely shadow banned on Twitter. My accounts aren't working, your whole Instagram account. [00:06:45] I have a political account on Instagram that's totally blocked and shut down. Like, I log into it, it blocks everything. I can't do anything. I can't even go to settings to, like, request help to support. Nothing. So, yeah. So, which probably might be why I can't find which probably means my ideas are actually correct. [00:07:04] So since we live in a world of control and censorship nowadays, all right, so that aside, so I think you know, to kill that needy sort of pleasing behavior, I think guys, this is really important. And it's important in business too, because in business, you don't want to be the needy, pleasy guy running a property management business, trying to please every tenant, trying to please every business owner. [00:07:30] And that was something you were very good at not doing in your property management  [00:07:34] Sarah: business. I don't give a shit about that at all. I [00:07:37] Jason: think you're like, what do I want my business to look like? How do I want to show? Yeah. Yeah.  [00:07:42] Sarah: Right. And I think it's, It, part of it is very selfish. And I think as a busin

Man can learn valuable lessons from man’s best friend…  In this episode, property management growth experts Jason and Sarah Hull talk about their passion project of fostering dogs and how business owners can learn about resilience from these adorable rescue pups. You’ll Learn [02:56] The story of Chance the dog [11:09] What does this have to do with running a business? [18:39] Jason and Sarah’s foster dogs Tweetables “You will look back on this as being such an easy thing for you to deal with in the present moment.” “If you're going to go through tough stuff, it's a lot better to have the right support around you.” “You're going to make mistakes, but that's the price of tuition in business.” “We're all doing the best we can with our current limited capacity and knowledge that we possessed in that moment.” Resources DoorGrow and Scale Mastermind DoorGrow Academy DoorGrow on YouTube DoorGrowClub DoorGrowLive TalkRoute Referral Link Transcript [00:00:00] Sarah: If this dog can go through everything that he went through and still push through, whatever is happening in your business, whatever is happening in your life, whatever is happening in your marriage, in your friendships, in your relationships, you can push through it.  [00:00:14] Jason: Yeah, just tell yourself you're not yet at Maynard level. [00:00:17] Welcome DoorGrow property managers to the DoorGrow show. If you are a property management entrepreneur that wants to add doors, make a difference, increase revenue, help others, impact lives, and you are interested in growing in business and life, and you're open to doing things a bit differently then you are a DoorGrow property manager. [00:00:35] DoorGrow property managers love the opportunities, daily variety, unique challenges, and freedom that property management brings. Many in real estate think you're crazy for doing it. You think they're crazy for not because you realize that property management is the ultimate high trust gateway to real estate deals, relationships, and residual income. At DoorGrow, we are on a mission to transform property management business owners and their businesses. We want to transform the industry, eliminate the BS, build awareness, change perception, expand the market, and help the best property management entrepreneurs win we're your hosts, property management growth experts, Jason and Sarah Hull, founder, [00:01:16] cOO of DoorGrow. [00:01:18] And now let's get into the show. All right So we were thinking what we should talk about today and one of Sarah's strong passions Is dogs. I think Sarah likes dogs more than people. Is that fair?  [00:01:34] Sarah: That's accurate.  [00:01:35] Jason: Okay, she's an intj. Any of you that are familiar with myers briggs intjs typically like animals more than people. I don't know why, and I like dogs too, so not a fan of cats I'm allergic to them and I think they're smelly. [00:01:51] Sorry, all you cat lovers out there, but I'm more of a dog person. You can see in the background here is. Hey buddy, who's smelling around. This is a dog that we're fostering right now. And the working title for this dog is Hans. That's they give them names, but this is a dog we're fostering and it's such a sweet dog. [00:02:13] And so I wanted, this is a passion of Sarah's. We've been fostering some dogs and we've had, had some difficult times fostering dogs and we've had some good times, you know, let's, should we talk about our first foster?  [00:02:27] Sarah: Yeah. Yeah. If that didn't turn us off to fostering...  [00:02:31] it was like worst case scenario, I would say. [00:02:35] Jason: So Sarah's dog, one of our dogs, he's a large dog and he's a Pitbull. American.  [00:02:44] Sarah: He's an American Pitbull. American Pitbull.  [00:02:45] Jason: Terrier. 100%. We got him DNA tested, purebred. And then we have another little mutt that we can talk about that we got.  [00:02:53] Sarah: That we adopted. Well, that one was after the whole Chance thing. [00:02:56] Jason: Yeah, totally. So we decided to, like foster, we brought a dog in and this dog's name was Chance and he was a pit bull. We thought maybe they'd get along but we didn't know Chance's background. We didn't know Chance's history. The previous people made it sound like he was a good dog sort of, but they really, I think we're kind of keeping secrets from us and gave us a bunch of rules. [00:03:21] Like, be careful with other dogs and like separate for a while and we did everything  [00:03:25] Sarah: that's always the rule.  [00:03:26] Jason: Sure.  [00:03:26] Sarah: Careful with other dogs be separate for a while. Slow introductions. Never feed together. That's yeah, those are always the rules. You say that as if that was like a red flag. [00:03:35] That was not a red flag.  [00:03:36] Jason: Okay. [00:03:37] Sarah: They tell you that with every dog.  [00:03:38] Jason: They had to have known that this dog had some violent tendencies or some history. So long story short, this dog bit Sarah. They gaslit us and blamed, it bit her arm. And they were like, "oh, well, there was food involved" or something like this. [00:03:53] We're like, okay, maybe it was us. We'll be more careful. So we still kept the dog. And we had the dog for like a month.  [00:04:00] Sarah: We struggled with that too. Because we really, we, right then and there, we thought, okay. I think we're done. I think he's got to go back. Someone else can foster him. [00:04:08] Yeah. And they kind of talked us into it. Like, "oh, well, can you just hang on to him until I find another place for him to go? Because like, nobody can take him right now."  [00:04:18] Jason: I don't think there's any safe place for them to go. So later. At this point later, it had been a month, we had integrated the dogs, they were hanging out, they're on the couch together, like it didn't seem to be a problem. [00:04:31] It was kind of, but I think really was like a working truce or something. I think this dog had a history of maybe being involved in dog fights, something like this would be my guess. Because some dogs will usually get together. And they'll do a little bit of have a little tiff, but they're not trying to kill each other, right? [00:04:48] They'll, like, bite, they'll do something, they'll give a warning, and they'll be done with it. So, I had come home from a walk, Parker came up to me, I played with him a little bit, he did a little playful sort of growl with a toy or whatever, the other dog gets off the couch. This dog had no expression. He's just headed towards Parker. [00:05:07] Parker saw him and it was like, it was on and saw him coming towards me. And they just locked up and they got into this horrible dog fight. Like, and we have a long entryway into our home, like a big hallway, like entryway that runs kind of all the way to the back of the house almost. [00:05:26] Right. And this was. in our family room towards the back of the house and the fight continued all the way to the front door. Like it was just, it was a disaster. This dog Chance and Parker were fighting and we were trying to break it up. Sarah was on with Parker trying to pull him and I was trying to get Chance off and Sarah, you were freaking out if you don't mind me saying. [00:05:51]  [00:05:51] Sarah: I mean, yeah. Like, rightfully so.  [00:05:54] Jason: Yeah. She's freaking out. And so it, yeah it was interesting. So there's blood everywhere. Blood flying all over the place, dogs are locked up and fighting, biting at each other and so then I, yeah. You know, if I had my gun or knife on me, dog probably would be dead. [00:06:09] I couldn't figure out what else to do. And we weren't going to let him kill our dog. And he was much stronger than Parker. So, we didn't want Parker to die. Right. So, but what I did in that moment is I was like, I had done a little bit of jujitsu training in the past. So I was like, Oh, I'm going to choke him out. [00:06:26] I was trying to, I first tried to lift the legs up. Cause that's what people say. I didn't, that wasn't really a great idea because I lift his back legs up and to try and pull him off. And he just turned and latched onto my leg. He turned really quickly, latched onto my leg, bit my leg through my pants. I have permanent bite mark on my right leg and had latched on my leg. [00:06:49] through my pants and was biting me. Then Parker was coming at him. So he turned back to Parker. And then I use that moment when he came at my leg towards me to get my arm underneath his neck and then to choke him out, just like in martial arts. So I did a blood choke and I figured he's probably got veins going through his neck to his brain, just like all of us humans. [00:07:13] And it choked him out. And then He passed out. I was holding him in my arm and I picked him up and was choking him out because he eventually released Parker and I was choking him out. I'm holding this limp dog in my arm. And then his Parker was latched onto one of his legs or something. And Sarah was like, "what do I do? What do I do? He won't let go!" And I was like, Sarah has a martial arts background, so I figured you knew how to do a choke. So I was like, "choke him out. You got to choke him out!" So she had to grab Parker and get him to release. And and he did. Parker really was trying to protect us. That was obvious. [00:07:52] But Parker was losing, like it wasn't going well for him. Parker, the other dog had some bites on him, but he was okay. But Parker had to go to the hospital. Like he was really messed up. He had to get surgery. His ear was like torn in half. Yeah, his  [00:08:09] Sarah: ear was torn and then he had a chunk ripped out of his neck. [00:08:13] Like the back of his neck. Yeah, it was ugly. Yeah, it was not good.  [00:08:16] Jason: So, while I had Chance in the choke hold and limp, I carried him through the house to the backyard and put him into the backyard. And shut the door so we could just keep them separate. And then, yeah, we were just, I

In the world of entrepreneurship, there is a lot of conflicting advice on how to make it and become successful.  Property management growth experts Jason and Sarah Hull recently came back from a masterminding event. In this episode, they sit down to debrief and share how humility, hospitality, and transparency can be more effective than trying to be “cool.” You’ll Learn [01:10] Masterminding with fellow entrepreneurs [04:04] Humility as a business owner/visionary  [10:41] Example of hospitality and care [15:37] Humility comes from being grateful  Tweetables “Transparency kills the cool vibes, but creates followers like you wouldn't believe.” “By building that goodwill out in front of you, it helps everything in the business go better.” “I think really humility is born or created out of gratitude and being grateful.” “It's not all you. And because it's not all you,  that doesn't mean you're not great. It just means that part of what makes you great is that you're able to work with others.” Resources DoorGrow and Scale Mastermind DoorGrow Academy DoorGrow on YouTube DoorGrowClub DoorGrowLive TalkRoute Referral Link Transcript [00:00:00] Jason: It's not all you. Other people believe in you. Other people are supporting you. With others and with God you can do amazing and great things.  [00:00:09] Welcome DoorGrow property managers to the DoorGrow show. If you are a property management entrepreneur that wants to add doors, make a difference, increase revenue, help others, impact lives, and you are interested in growing in business and life, and you are open to doing things a bit differently, then you are a DoorGrow, property manager. DoorGrow property managers, love the opportunities, daily variety, unique challenges, and freedom that property management brings. Many in real estate think you're crazy for doing it. You think they're crazy for not because you realize that property management is the ultimate high trust gateway to real estate deals, relationships, and residual income. At DoorGrow, we are on a mission to transform property management business owners and their businesses. We want to transform the industry, eliminate the BS, build awareness, change perception, expand the market, and help the best property management entrepreneurs win. We're your hosts, property management growth experts, Jason and Sarah Hull, the owners of DoorGrow. [00:01:07] Now, let's get into the show.  [00:01:10] All right. So we were talking about what we should talk about this morning, and we recently just got back from a mastermind event. We're in a mastermind with some kind of a mastermind put on by coaches, I guess for coaches. Is that accurate?  [00:01:27] Sarah: It's not only for coaches. [00:01:28] It's a mix of entrepreneurs that do different things. A lot of them do happen to be coaches, but not all of them are coaches. There's like the people that run the like the tree house Airbnb's and I was like, that's not a tree house. That's really cool.  [00:01:44] Jason: Yeah.  [00:01:44] Sarah: So there's people like that. [00:01:46] He's also, I guess, a musician. He's like a rock star. I learned that this time. So there's a mix of people. Some of them happen to be coaches and some of them are not, they're just entrepreneurs, but these are high level entrepreneurs that are focused on investing in themselves and learning and growing and being better all the time. [00:02:07] Jason: Okay.  [00:02:08] Sarah: So quarterly, we meet, we go out to Tennessee, which is where one of the hosts live. So it's like right outside of Nashville, which to me is like a second home. Like I just, I love it there so much. And it was a really great event. I mean, it's always a really great event. I don't think we've ever gone and then said, oh, that wasn't so great. [00:02:33] It's good every time. Because you never know, and this is what I personally like about it, is you don't know what you're going to get out of it all the time ahead of time. So sometimes, you know, if there's like an event or a conference or something like that, and they go, Oh, and we're going to talk about this one topic. [00:02:51] Well, what if I don't need this one topic? So what I like is I don't know what people are going to share. I don't know what the topics are going to be ahead of time. So we always get something out of it. And we rarely know what that will be.  [00:03:08] Jason: Yeah. Yeah. It was really helpful. And you know, the two gentlemen leading This particular mastermind that we're in, we're in several different things, but this particular one is Sharran Srivatsaa. He's the CEO of Real which is a multi billion dollar real estate company and Aaron Stokes runs a multi million dollar coaching business, coaching auto repair shops called Shop Fix Academy. So it's really cool to hang out with both of them and they're just really wise, lots of insight, great people, you know, and they attract great people around them. So it's just a high caliber group. There's kind of a, at least from Aaron Stokes' side, a very Christian sort of focus. [00:03:51] But Sharran also a very moral person. I don't know. He doesn't seem to focus on that as much, but it's not a religious thing, you know, but we're learning from these two men that have really strong values and really care about the people that they serve. [00:04:04] So I think one of the biggest things that stood out to me was the conversation that they had that related to just who we are. As a coach, I thought was really interesting, and I can touch on that a little bit.  [00:04:21] So I think for me that the thing that I really liked is, one of the phrases I wrote down, I take a bunch of notes. And one of the notes I wrote down is "boastful people are exposing their insecurity. Honor is positive things being said behind my back." [00:04:37] And "hospitality builds goodwill out in front of you" and "master the ability to have confrontational conversations." So there's kind of a conversation a lot about hiring and team, but I really enjoyed the conversation about you know, this idea that when we try to look cool in front of other people, we're not being as transparent and transparency kills the cool vibes. [00:04:58] So we don't maybe look as cool, but he said it creates followers. Like you wouldn't believe. You know, increase trust. And so I think in the past I was very much focused on trying to look cool. And it was, it definitely was born out of insecurity. And it was like, I need to appear great at all times. I need to look like a leader because I just felt maybe insecure. [00:05:23] I wasn't really confident in my ability to perform or to do stuff. Sarah's giving me the nudge to stay further back. So, I'm not too close to the camera.  [00:05:34] Sarah: On what episode does Jason remember to stay behind a lot. I need to put like a... [00:05:39] Jason: I want to get in your faces! Get excited! All right.  [00:05:42] Sarah: What episode does that happen? [00:05:45] I've got a hundred dollars on none of them.  [00:05:47] Jason: Yeah, i'm going to stay back here. Okay, so Yeah, so in the past I was very focused on that and it was kind of a blind spot I had I didn't realize that I was trying to be cool, but part of it was you know, I had some insecurity that i'd never even had a property management business yet somehow, I ended up coaching hundreds of property management business owners. [00:06:08] So there was a bit of imposter syndrome and there was a bit of insecurity and it took coaches to prompt me and push me to like, Hey, you should make some changes to this industry. You can benefit people because I cared, but I was like, it should be somebody else. And so maybe somebody that has thousands of doors or something like that. [00:06:28] And, you know, I did a lot of things trying to look cool, trying to look cool online and stuff like that. And and maybe it's just that I'm getting old I don't know, or maybe I'm getting wiser or I'm learning, but you know, some of the things I've been through recently in life, I'm like, I'm less and less attached that I need to look cool or interesting or special or something, or to try and get some people that perceive me as important. [00:06:54] And I think it's because I'm starting to just value myself more. Right. And And so, you know, transparency kills the cool vibes, but creates followers like you wouldn't believe. So that's, that was one of the key things that stood out to me. So, I,  [00:07:10] Sarah: on that note, something that he was talking a lot about and he's, he has said this before. [00:07:15] It wasn't like, this is not the first time I've heard him say this. And in fact, we've asked him specifically about like some of our events. Like, what can we do to just like blow this thing up? Like, we want to have a conference with like, you know, a hundred people there, 250, 500, a thousand at some point. [00:07:33] So like, how do we do that, Aaron? And, you know, Like the conferences he runs and he did not start large at all. He had 19 people at his first conference and then 19 people at a second conference. So we have more than that, but it's not hundreds yet. And now he's at the thousands. Thousands, multiple thousands of people. [00:07:57] So I had asked him, we were like in our little like van and Jason and I were sitting in the front row and he was driving. So I peeked up and I was like, I think Jason asked him about events and I said, okay, but Aaron, before you answer, I was like, what did you do when you were our size? [00:08:15] Because him telling me what he does now doesn't help me. I don't have a million dollar budget for a conference. Like I wish I did. At some point I might. I don't. I can't pay freaking Jay Leto $500, 000 to come and speak. Like not unless we're going to go bankrupt. So it doesn't work. But the one thing that he talked about, I think he just said it differently or maybe it hit differently this time is like the hospitality aspect of it.  [00:08:46]

Recently, Jason and Sarah hosted a few momentum coaching calls where they taught DoorGrow Mastermind members ways to grow and scale their businesses. In this episode of the #DoorGrowShow, property management growth experts Jason and Sarah Hull go over 3 strategies property managers can use to increase their close rate. You’ll Learn [01:53] Sales in a post-trust era [07:16] Objection-handling with a newer sales strategy [09:59] Proof bomb testimonials [13:55] One of the most effective selling tools Tweetables “A lot of you are trying to sell the way you learned maybe in real estate or the way that things happen in the past and you're probably finding it harder and harder as well.” “My agenda is to figure out simply, do they need what we have?” “If they can't find a consequence to not starting now, then they won't start now.” “People's trust levels are at an all-time low. And so in selling, I've had to really change things up.” Resources DoorGrow and Scale Mastermind DoorGrow Academy DoorGrow on YouTube DoorGrowClub DoorGrowLive TalkRoute Referral Link Transcript [00:00:00] Jason: If you have any leads, deals, opportunities in the pipeline right now, and you would love to maybe double your close rate or double the deal count that you're getting out of your existing lead flow, I think these three elements combined would easily do that.  [00:00:14] Welcome DoorGrow property managers to the DoorGrow show. If you are a property management entrepreneur that wants to add doors, make a difference, increase revenue, help others, impact lives, and you are interested in growing in business and life, and you're open to doing things a bit differently, then you are a DoorGrow property manager. [00:00:31] DoorGrow Property Managers love the opportunities, daily variety, unique challenges, and freedom that property management brings. Many in real estate think you're crazy for doing it. You think they're crazy for not because you realize that property management is the ultimate, high trust gateway to real estate deals, relationships, and residual income. [00:00:50] At DoorGrow, we are on a mission to transform property management business owners and their businesses. We want to transform the industry, eliminate the BS, build awareness, change perception, expand the market, and help the best property management entrepreneurs win. We're your hosts, property management, growth experts, Jason, and Sarah Hull the owners of DoorGrow. [00:01:10] Now let's get into the show.  [00:01:13] So today we're going to talk a little bit, this is going to be a quick episode. We've got camera malfunctions. I don't know. I don't know what's going on, but I had a coaching call with clients recently, just the other day. We do these momentum coaching calls with some of our clients in the mastermind to get them back in momentum. [00:01:31] Like if they've maybe been disengaged a little for a little bit, or they've been focused on other things, or they're kind of unclear on what they should be doing next, we want to get them back in the state of momentum, which is where entrepreneurs want to be. And so, on that call, I was sharing with them some of the new stuff cause some of them have been a little bit unplugged and we're always adding new, innovative ideas. [00:01:53] So one of the things that I've noticed recently is that sales, we're kind of in this post trust era. I've noticed over the last three, four years, sales has become really difficult. It's become harder to sell using older sales tactics or typical sales tactics. And so I had to change up how it was selling. [00:02:14] And I did a lot of research, a lot of study. I took an empathy course and a communication thing, like seminar thing, and just a bunch of other stuff. And the old school sales, methodology just isn't working here in this post trust sort of era, like nobody believes anything anymore. The news, you can't really trust it. [00:02:37] We all know now the news is fake, right? Voting has been fake. Food's been fake, right? A lot of the medical stuff shoved on us, fake, right? Just saw something about the conspiracy theory or scam of like C sections being pushed on people, which is like ridiculous amounts, like everything's fake. [00:02:56] And so we don't know who or what we can trust. But we trust ourselves and so what I've noticed is people's trust levels are an all time low And so in selling I've had to really change things up and transparently sales was not going really well for us for a while, right? [00:03:13] Sarah: Yeah.  [00:03:13] Jason: Like we had a lot of clients that stayed in our program, but closing deals was hard.  [00:03:17] Sarah: Yeah, and we didn't focus on sales. [00:03:20] Jason: Yeah, it wasn't really a focus for us. At all. We focused a lot on the product. Yeah.  [00:03:24] Sarah: For like a year and a half maybe almost two years and then by the time we needed to focus on sales, it wasn't as easy to like, just flip a switch as we thought. We were like, "okay, we're ready now. Like, let's amp up sales." And they were like, "oh, that isn't happening the way we thought." [00:03:43] Like, we just thought, you know, like, just pick it right back up where you left off.  [00:03:47] Jason: Yeah. I thought, because I hadn't been doing sales for years. Like I had sales team members, people. So then I was like I'll go back to doing sales. And and the game has changed. Like, and a lot of you are trying to sell the way you learned maybe in real estate or the way that things happen in the past and you're probably finding it harder and harder as well. [00:04:08] I would imagine. So what I've noticed is that we need to shift to a different model. So I shifted to a more question based empathetic model of selling. And I went through and coached our clients on this and they're already starting to get some different results, which is awesome. My close rate using this different methodology has gone through the roof. [00:04:32] So what I've noticed, my close rate has gone through the roof, but what I've noticed is by just being super curious and not trying to sell something. [00:04:40] And I know that sounds wild, like I'm closing way more deals by not trying to sell. I'm just being curious and I'm just being helpful and I'm asking a lot of questions. If I'm on an hour call, I'm spending like almost the entire call just asking questions and letting them talk. If I ask questions in a strategic order, what I'm noticing is that if I ask the right questions, it helps them figure out what their problem is. It helps them figure out what their sort of ideal solution is. It helps them figure out what the consequence is if they don't change this, or if they continue doing what they're doing. [00:05:14] And then at the very end, like, I'll get into the pitch a little bit. But what I'm noticing is people don't know, we assume people know what their problem is. Like somebody comes to you for property management and you're like "they're already dealing with the problem. They're aware." They might be superficially, but they're not aware of the problem. They're not aware of how they feel about the problem. They're not aware fully about what the impact of that problem is. And they're not really even aware of what they want or what the ideal solution is to some degree. They become aware of all of this stuff when you ask them, like in that moment. [00:05:47] And so when I start asking clients these questions, they start, these potential clients, they start formulating this real time. I know NLP stuff. I can see their eyes moving around the right way. I know they're now creating this in their head. They're figuring it out. And if they don't know that they have a problem or where their pain is and what they want and what paradise looks like and the ideal outcomes and if they haven't formulate all this, it's really difficult to close the deal. It's really difficult to get them to move forward towards what they want. And I've also given up focusing on trying to you know, having any sort of agenda. My agenda is to figure out simply do they need what we have? I can see this, but they need to figure this out. So I need to ask questions to help them see that they might benefit from this or that they need something. And they, if they do identify that they need something different or they need help, then the next question I need to figure out is, do they want what we have? And that's it! i'm no longer trying to pitch and spending the majority of the call telling them how awesome our program is and all the cool stuff that we have. I go through and I just ask some questions and then at the very end My pitch is like I just picked three things because there's so much in our program. It was overwhelming people.  [00:07:02] I spent the whole call like "we have this call! We do this! We have this! And we have all this content in DoorGrow Academy and Telegram messenger access and blah blah blah," and like they were just like "oh, well, I need to think about it." And if you overwhelm them with features and benefits, you're going to get that objection every time. What I'm finding is with this new methodology of selling that I've been coaching clients on there's a very few objections. [00:07:22] There's not really anything to object to because you've gotten clear on what their problem is. They've gotten clear on what the problem is that you've gotten them clear on what the, you know the positive future outcome would look like and they're clear on that now, and so that creates this pain gap in between and then you're able to create urgency and one of my big challenges is I wasn't able to create urgency because I didn't get them clear on their problem or what they wanted and what that gap felt like and if the if that was really an issue And then I didn't ask some questions to help them get clear on why does this matter now? [00:07:58] Does this why would it matter to get this going now? Why not change it? Why not keep

As business owners, we often mistakenly assume that micromanaging our teams will make them more effective and efficient. In today’s episode of the #DoorGrowShow, property management growth expert, Jason Hull sits down with award-winning real estate coach and industry influencer, Jo Oliveri to discuss how implementing automated workflows can revolutionize your property management business. You’ll Learn [03:14] USA vs Australia for property management [07:03] Property management is stuck in the past [17:38] What is automation? [21:11] The importance of having good policy [31:24] Why your business needs a set of values [40:23] Implementing automated workflows and processes Tweetables “In some respects, we're struggling as an industry to change our mindset and have a fear of moving forward.” “When we use something manual, it's not logical. It becomes part of what a person feels like doing at that time.” “If you don't have your business founded on a very strong policy, then you're going to struggle when things go wrong.” “Out of policy becomes the promise that we can make, and we know that we can deliver on it.” Resources DoorGrow and Scale Mastermind DoorGrow Academy DoorGrow on YouTube DoorGrowClub DoorGrowLive TalkRoute Referral Link Transcript [00:00:00] Jo: They say every leader is present even when they're not present. So you need to have that. And the only way to have it in property management is through your automated workflows that are built upon the logic that you created through your process.  [00:00:18] Jason: Welcome DoorGrow property managers to the DoorGrow show. If you are a property management entrepreneur that wants to add doors, make a difference, increase revenue, help others, impact lives. And you are interested in growing in business and life, and you're open to doing things a bit differently than you are a DoorGrow property manager. [00:00:38] DoorGrow property managers love the opportunities, daily variety, unique challenges, and freedom that property management brings. Many in real estate think you're crazy for doing it. You think they're crazy for not, because you realize that property management is the ultimate, high trust, gateway to real estate deals, relationships, and residual income. [00:00:59] At DoorGrow, we are on a mission to transform property management business owners and their businesses. We want to transform the industry, eliminate the BS, build awareness, change perception, expand the market, and help the best property management entrepreneurs win. I'm your host, founder and CEO of DoorGrow, Jason Hull. [00:01:18] Now let's get into the show. And my lovely guest today is Jo Oliveri. Welcome, Jo.  [00:01:25] Jo: Hello, Jason. How are you?  [00:01:28] Jason: Good. What time is it over there right now?  [00:01:30] Jo: I think it's about 7am in the morning. So we're a little ahead of you. It's Wednesday. We're in the future here.  [00:01:37] Jason: Yeah you're in the future. How's the future look? [00:01:39] Jo: The future in Brisbane is actually very bleak. It's a very wet day, which is unusual for Brisbane, but we need the rain so.  [00:01:46] Jason: Got it. Well, we're going to be chatting a little bit about about automation, about automating your team and processes a bit, but why don't you give people a little bit of background on yourself? [00:02:01] And how you kind of got into this.  [00:02:04] Jo: Yeah. Okay. Well, I've been around the industry in property management, I chose property management for 30 years, which seems like a long time when I say it, but I've been through the process of when they first introduced property management programs through to where we are today in technology. [00:02:22] And I've worked as a property manager right through to being the kind of like the creator of property management for one of the big international franchise groups until I was ready to launch my own business 15 years ago as a property management business coach and consultant and yeah, just feel blessed to be doing what I do every day because it's a great industry to be involved in.  [00:02:49] Jason: Awesome. So where do we start? [00:02:52] What do you think?  [00:02:53] Jo: Oh, well it's interesting when I say I started 30 years ago, I feel like we're still back in, you know, what we were doing 30 years ago, in some respects we're struggling as an industry to change our mindset and have a fear of moving forward. So it's quite interesting. [00:03:14] Jason: So. You've been back and forth between the United States and Australia involved in property management conferences, events. I've actually just for kicks been reading on my morning walks, the LPMA manuals or doc like books or whatever because I'm like, what do they got going on over there? And it seems like there are some notable differences. [00:03:35] It seems it's really interesting. I'm like, Oh, that's really weird. Why did they do stuff that way over there? So, but what have you noticed between the two countries, like what's kind of different in property management.  [00:03:46] Jo: It's an interesting question, because a lot of people think there is a big difference, but there's really not a lot of difference. [00:03:55] And I say that because I worked in the USA as vice president of a very large company over there in company management.  [00:04:03] Jason: Yeah. [00:04:04] Jo: And I really believe that in a lot of respects, the USA is way ahead of where we are here in Australia. But I think that probably the subtle difference is team structures. [00:04:18] We seem to focus more on property managers doing everything over here. And when I say here, I'm in Australia at the moment. Whereas in the U. S. they like to have like the breakaway roles, I call them. You know, someone focused on maintenance, someone focused on leasing. And yeah, a little bit more task orientated in the U. S.  [00:04:41] Jason: Got it. Okay. What I've noticed in my perception is that property management over there is almost always connected to a brokerage. That's the perception. Is that accurate? Or is it often that there are property management businesses that do not do real estate?  [00:05:00] Jo: Yes. I would say going back two decades, that was probably the case here. [00:05:05] But we are seeing a lot more entrepreneurial type business owners who start up as property management companies and as they grow, then what they're doing, they're losing management's to people selling. So as they grow, they're now adding in you know, like a sales service, which obviously makes sense. So yeah it has changed in the way they're doing it, but certainly when I started property management did belong to an brokerage. But you know, the, when I first started, I worked for a property management only company, which was very unusual back then.  [00:05:45] Jason: Yeah. I was particularly surprised by the growth strategies that I was reading the book. To me, it felt like they were a bit, I don't know, old school and I was like, man, why, but maybe there's just a lot more opportunity in the U S. One of the things that we have a big opportunity here is there's a lot of rental properties that are just not professionally managed. [00:06:07] Whereas it sounds like there's quite a high percentage are professionally managed in Australia.  [00:06:12] Jo: Yeah, I would say, you know, in Australia, we don't see the people who own big property portfolios, like personal property portfolios who become their own managers. So, you know, in the USA you see a lot of people who might own, you know, ten or more doors and they end up starting their own property management company, their own LLCs. [00:06:35] We don't see that In Australia you know, there's not a lot of people in Australia compared to the U. S. that have vast property, you know, holdings. We see more of the mom and dad or the mom and pop, as you would say over there, type investors in Australia that, you know, own one, maybe two properties. [00:06:57] So of course, most of those are managed through you know, a professional property management company.  [00:07:03] Jason: Got it. Yeah. Well, cool. Let's talk a little bit about the topic at hand. So we're going to talk about automated workflows in property management. And I did a webinar in the past talking about three levels of process documentation or of a process system in a property management business. [00:07:21] And my level one was just documentation. It was like google docs or something like that. Level two was checklist It was like Process St. or LeadSimple or some of these kind of tools and then level three was something like DoorGrow flow or Flussos which is It's basically the same thing. It's just Flussos, which is visual workflow. And we use that system and we've upgraded from checklist, which I've had a huge level, right? [00:07:54] First level is kind of like a Google, intranet back in the day when sites and then basically Google docs pretty much. And then and then we had some processes like in Basecamp and eventually we upgraded to Process St. And had that, and that was nice. I liked the software, but I had to do everything. [00:08:14] Like I had to always create the processes. Nobody else understood how the process were created, especially if they were complicated and now using visual workflow and using Flussos, it's been very intuitive. I don't have to create the processes. My team members all can figure it out and it's really like I jokingly say it's like Visio or flowchart software and something like Process St., like had a baby. [00:08:41] And so it really incorporates the best pieces of checklist and of documentation, but with visual workflow and it starts as a visual workflow, which is how everybody generally wants to create processes from the beginning. It's how we think process wise is like we create the boxes with the lines connecting things. [00:09:00] And so I found it to be very intuitive. So what have you noticed in companies in the U. S. and

There was a recent event where the stock market plunged. Some are speculating about an impending recession. We’re seeing the real estate market downturn in real time…  In today’s episode of the #DoorGrowShow, property management growth experts Jason and Sarah Hull talk about the impact the current real estate market and economic downturn will have on property management businesses. You’ll Learn [02:10] The current state of the economy [10:00] The real estate market and leasing challenges [21:07] Having empathy in property management [25:03] Real estate investing in a recession Tweetables “In every single recession, new millionaires are made and this is an opportunity for that to happen.” “Those that have built that ark so to speak, like Noah did, are prepared for the storm. They're ready. They're just going to float through it instead of drown.” “We always have to remember that property management is a relationship business.” “One of the most magical, impactful ingredients that you wouldn't think has an impact in getting people to move or do things or to take action is empathy.” Resources DoorGrow and Scale Mastermind DoorGrow Academy DoorGrow on YouTube DoorGrowClub DoorGrowLive TalkRoute Referral Link Transcript [00:00:00] Sarah: If you want to be in doom and gloom and "the sky's falling and I'm never going to make any money" then you're absolutely right. But if you want to look at the opportunity that is staring you in the face and say, "what can I do with this and how can I capitalize on this?" that is where millions are made.    [00:00:16] Jason: Welcome DoorGrow property managers to the DoorGrow show. If you are a property management entrepreneur that wants to add doors, make a difference, increase revenue, help others, impact lives. And you are interested in growing in business and life. And you're open to doing things a bit differently, then you are a DoorGrow property manager. DoorGrow property managers love the opportunities, daily variety, unique challenges, and freedom that property management brings. Many in real estate think you're crazy for doing it. You think they're crazy for not, because you realize that property management is the ultimate, high trust gateway to real estate deals, relationships, and residual income. At DoorGrow, we are on a mission to transform property management business owners and their businesses. We want to transform the industry, eliminate the BS, build awareness, change perception, expand the market, and help the best property management entrepreneurs win. We're your hosts, property management growth experts, Jason and Sarah Hull, the owners of DoorGrow. [00:01:22] Now let's get into the show. All right.  [00:01:27] Sarah: That was good multitasking there.  [00:01:29] Jason: You saw that? See.  [00:01:30] Sarah: I saw that. That was one time of you multitasking. So you are capable of it.  [00:01:35] Jason: That was hard, but I had that part of the intro memorized. I was putting my phone on do not disturb as I was reading and she decided to call it out. It's hard, right guys? It's hard for us to multitask. Women have us beat in this area.  [00:01:49] Sarah: Oh, yeah. Yeah, we dominate you here.  [00:01:52] Jason: Yeah, your brains are just wired differently, but we have that singular focus advantage. We can just cut everything else out and focus on one thing at a time. [00:02:01] Sarah: Well, speaking of focusing on one thing at a time, let's get into the show.  [00:02:07] Jason: Yeah.  [00:02:07] Sarah: So we were going to talk about some doom and gloom today.  [00:02:10] Jason: Yeah. So we just saw the stock market tank, like a thousand points, right. Pretty wild. And friend of mine who runs a company, Jeremy Pound, he had mentioned, I saw his post online. [00:02:23] Shout out to Jeremy. He said, "now's the time to reach out to your real estate investor clients and say, 'Hey, look, your property didn't go down by a thousand points and never will,'" you know, something like that. So I thought that was clever. But yeah, real estate, probably a better investment right now than long term but a lot of investors are still in general freaking out. There's a recession that seems to be looming and coming or is already here depending on who you listen to. And so yeah, the sky is falling and chicken little's been shouting which is the news media and like everything bad is coming and so is this going to be how's this going to impact property management? [00:02:59] Might be a good question to start with.  [00:03:01] Sarah: Yeah, I think one of the things that we're already seeing is we have been seeing in many markets at least a decline in prices if you are trying to purchase a property right now. And we are no longer, no matter what market you're in, because some markets have still held pretty steady, no matter what market you're in, we're no longer in the days in which you list the property on a Monday, you get multiple offers and it's accepted for well over the list price the same day. [00:03:40] We're not in that situation any longer. So how does that affect property management? Well, on the real estate side, investors right now should be, if they're not, but they should be looking. Because things are on sale right now.  [00:04:00] Jason: Steals.  [00:04:01] Sarah: So as you think about what is your favorite store of all time? [00:04:06] Let's ask you, what's your favorite store ever?  [00:04:10] Jason: Amazon. Amazon. Okay, cool. I spend a lot of money there.  [00:04:12] Sarah: That's great. That's actually, you know, I wouldn't have thought of that. Because I don't, for my brain doesn't equate it to a store, but I guess it is.  [00:04:18] Jason: Okay.  [00:04:19] Sarah: I love it. I love Amazon. Okay, cool. Amazon. So if Amazon had a sale where everything was 30 percent off, would you probably buy some stuff? [00:04:29] Jason: Oh yeah, I'd buy a ton of stuff.  [00:04:31] Sarah: What if it was 55 percent off? 60. Oh. 70.  [00:04:36] Jason: No brainer. I would stock up on so much stuff.  [00:04:39] Sarah: You'd be like, "I don't even need this, but what if I do?"  [00:04:41] Jason: A million supplements. I would like.  [00:04:43] Sarah: Right.  [00:04:44] Jason: I'd be healthy set for the next year.  [00:04:46] Sarah: You'd be buying everything. So investors, this is your call. [00:04:48] Hello, real estate is on sale right now. So the savvy investors, they already know this. They're super excited right now. The savvy investors are not freaking out. The savvy investors. They know. This is where millions of dollars can be made and in fact in every single recession new millionaires are made and this is an opportunity for that to happen. [00:05:18] So people who are like the accidental investors and they've got that property they've been hanging on to and they're just waiting until the market gets hot enough and then they'll probably sell it. But in the meantime, I guess I'll hang on to it and rent it out. They're going to freak out right now. [00:05:36] They're going, "Oh my God, what if rents dip even more? What if vacancy rates are longer? So I can't fill a property or my property manager can't fill a property in a week like they used to be able to?" It was just churn them out and hurry up, get another one in there, find a warm body, put them in. They're like coming in droves. [00:05:54] That's not the situation anymore. And they will freak out. But the investors that understand the situation that we're in and the market at where it stands. Oh man, they are excited. Yeah, I'm excited right now. I'm like great tank, baby. Let's go . [00:06:12] Jason: So the big news out there like right now is Warren Buffett decided to sell off a ton of stock like half of his stake in Apple like some major things and he doesn't make very many moves, right? [00:06:24] He's like this minimalist in making Purchases or selling he's like he's the he's got the diamond hands, right? And He's now sitting on a cash stock pile 277 billion  [00:06:39] Sarah: billion with a b  [00:06:40] Jason: he's just hanging out with cash He's waiting for the bottom to hit because he knows he must know that things are going to get worse.  [00:06:47] Sarah: Because he's gonna go shopping. [00:06:50] Jason: Yeah, he's gonna he's definitely waiting to go shopping is my guess And so there's going to be some deals to be had And that may mean the real estate market could be getting worse. Could be getting a lot worse, perhaps. So, and if that's the case, then savvy investors right now should be stacking cash, right? [00:07:09] Property managers, you should be stacking cash because you should be a savvy investor. And looking for these deals. Now we've been through a recession before here at DoorGrow. Historically, what I've seen happen whenever there's a recession, the real estate market kind of dries up. Things get tough for real estate agents. [00:07:26] So a lot of real estate agents get squeezed out. So they find other jobs. And there's quite a few of them that think, "well, why don't I do property management?" And a lot of you listening, maybe during the last recession, that's what you did. You started a property management business. Maybe that's why you're now listening to this podcast and you have a property management business that you've probably, hopefully grown by since the last recession to at least 200 units or something, but maybe you haven't put enough focus on it. [00:07:53] Who knows. Those that have built that ark so to speak like Noah did are prepared for the storm. They're ready. They're just gonna float through it instead of drown. And you're going to see a lot of people scrambling to start property management businesses. That being said if you are a real estate agent, you're struggling you're like, "you know what? I don't really like the hunt and the chase of real estate buying and selling I would be really interested in property management," check out our foundations program. It's pretty great And it'

In over a decade of coaching and working with property management entrepreneurs, we have realized that the mindset stuff is often more impactful than the tactics and strategy. In this episode of the #DoorGrowShow, property management growth experts Jason and Sarah Hull discuss some of their favorite mindset hacks for property management business owners. You’ll Learn [03:09] Having a Bad Mindset [11:15] Hiring and the Process Myth [13:28] Limiting Your Own Growth [16:18] Shifting Your Mindset [21:59] The Myth of Needing to be Happy Tweetables “If you really want to grow your business, you have to get off of this high horse of you being special.” “Whatever you believe is going to be true.” “You can either have excuses or you can have wins and results.” “A lot of times we can't see the future. We know our current past and the past doesn't always equal the future.” Resources DoorGrow and Scale Mastermind DoorGrow Academy DoorGrow on YouTube DoorGrowClub DoorGrowLive TalkRoute Referral Link Transcript [00:00:00] Jason: If you believe that you're special and nothing applies to you and nothing will work in your market, you're going to be right. [00:00:07] But if I get the right client that has an open mind in your market, I can help them crush you.  [00:00:13] Welcome DoorGrow property managers to the DoorGrow show. If you are a property management entrepreneur that wants to add doors, make a difference, increase revenue, help others, impact lives, and you are interested in growing in business and life, and you're open to doing things a bit differently, then you are a DoorGrow property manager. [00:00:33] DoorGrow property managers love the opportunities, daily variety, unique challenges, and freedom that property management brings. Many in real estate think you're crazy for doing it. You think they're crazy for not because you realize that property management is the ultimate high trust gateway to real estate deals, relationships, and residual income at DoorGrow. [00:00:56] We are on a mission to transform property management business owners and their businesses. We want to transform the industry, eliminate the BS, build awareness, change perception, expand the market, and help the best property management entrepreneurs win. We're your hosts, property management growth experts, Jason and Sarah Hull. [00:01:17] Now let's get into the show. All right.  [00:01:20] So today we're going to be talking about mindset. This is this distinguishing, determining factor between clients having success or business owners having success and business owners that don't, even if you know all the tactics. And a lot of times people come to us for the tactics and they think, "Oh man, if I could just learn the right things to do, I'll suddenly have success." [00:01:43] But in the end, when I asked clients, "what really made the difference? What did you really get from us, from DoorGrow?" The usual answer historically has been, "you've shifted how I think about things. You've shifted my mindset." And mindset is probably what's holding you back more than just tactics. [00:02:00] Now, this is what we're going to talk about. Before we get. Into this, I want to share a sponsor that we have for this episode. Vendoroo really cool tech company. If you are tired of the constant stress and hassle of maintenance coordination, meet Vendoroo, your AI- driven, in house maintenance expert that handles work orders from start to finish, triaging, troubleshooting vendor selection and coordination. Built by property managers for property managers to provide cost effective and accountable maintenance operations where every dollar is accounted for and every task is handled with unmatched reliability. Vendoroo takes care of the details so you can focus on growth. Schedule a demo today by going to Vendoroo. ai So that's V E N D O R like vendor and then O O. Vendoroo.ai/ DoorGrow and experience maintenance done right. And we've got clients already getting great results with them. I think this is like the next awesome big thing. So go check them out. Okay. So let's talk about mindset and let's first, let's show some contrast, right? Sometimes we get some clients and they don't have good mindset. What do you notice with those clients?  [00:03:13] Sarah: They always get stuck. They overthink everything. Everything just seems hard or harder than it has to be. A lot of times these are the clients that are like, "this isn't possible." It's like, "yeah, Sarah, I know that's how you ran your business, but like, I just can't do it that way. It's not possible in my market." So there's been a lot of I feel like it's justification. "Well, why isn't this possible for me? Like if Sarah can run her business that way, if like Jeff Garner can run his business that way, like if other people can run businesses the way that I would like to, but it just doesn't seem to be happening for me. There must be a reason, right?" So then there's a lot of justification. That's what I see.  [00:03:55] Jason: Yeah. So they'll be like, "this won't work for me or this won't work in my market." [00:03:59] Sarah: "My clients would never..."  [00:04:01] Jason: "my clients would never go for that." Yeah.  [00:04:03] Sarah: "They would never do it that well."  [00:04:05] Jason: There's kind of this attitude of superiority that they just know more than everybody else. "There's no way, even though it's worked for countless others in a variety of different markets, there's no way it would work for me because I am so special and my market is so special." Let me tell you, you're not that special. Nobody's that special that things are not going to work for you that have been proven and time tested to work. That's the case. And so if you really want to grow your business, you have to get off of this high horse of you being special. "Well, I'm so special. My situation is so special. I'm so unique." And as long as people hold on to this myth that they're so special, that means nothing else applies to them. Nothing else can work for them. And so they stay stuck in their dysfunction and bottom line, the thing I think that's really important for people to look at when evaluating their current situation and whether their mindset might be off or not is just look at reality. [00:05:05] Look at your results. Results do not lie. If you have not grown significantly over the last year, your results are shit. Your results suck. Bottom line.  [00:05:16] Sarah: Did we trade places today? Are you the bad guy today?  [00:05:19] Jason: Maybe.  [00:05:20] Sarah: That means I have to play good guy? I can't play good cop.  [00:05:22] Jason: We can both be bad cop today.  [00:05:24] Sarah: I don't know how to play bad or good cop. I can only be bad cop.  [00:05:26] Jason: We're both bad cops against bad mindset. I mean Here's the thing, like whatever you believe is going to be true. That's what I think. So if you believe it's tough, you're right. If you believe that you're special and nothing applies to you and nothing will work in your market, you're going to be right. [00:05:46] But if I get the right client that has an open mind in your market, I can help them crush you. I can help them like totally destroy you. Like your business. They could acquire you. They could eat your business for lunch because they're willing to believe something different. And so take a look at your beliefs because your beliefs create your results. [00:06:07] And if you don't like your results, your beliefs are garbage. Bottom line, and this is the tough love dad and me coming out. Like if you don't like your current results in life, you don't like the clients you're dealing with. You don't like the tenants you're dealing with. You don't like your business. [00:06:23] You probably have a crappy belief system, which means you are not setting healthy boundaries. You're tolerating too much abuse. Maybe you've got some past trauma that led to this. I don't know, but you need to change your thinking and you need to change your story because your story creates your results and you cannot change your results dramatically and keep your old shitty story and your old excuses. [00:06:45] You can either have excuses or you can have wins and results. You can't have both. You've got to change the story. And so really healthy mindset is a process where people are continually evaluating their own beliefs and their own story to, to just decide and ask the question, "is this serving me? Is this getting me what I want?"  [00:07:08] "If not, then I can choose to change it. I can choose to believe differently about that situation that happened to me in the past. I can choose to believe differently about my market. I can choose to believe differently and find evidence to the contrary or figure out what works." [00:07:22] And if you're trying to do it all on your own, it's kind of like trying to look at the back of your own head. This is the challenge is if you don't have good mindset, you need to go be around somebody that can install a healthier belief system into your brain. This is what we do at DoorGrow. In every training that we have, I'm not so secretly injecting new mindset into your brain because in order for you to take action on the things I need you to take action on, I've got to get you to understand it and believe something different or you won't do it. And I think this is one of my areas of genius, I think, historically, is I've been pretty good at persuading people to actually believe in themselves. [00:08:02] I've been pretty good at persuading people to actually think a little bit differently about a subject so that I can get them to do crazy stuff, like completely overhaul their pricing with their existing clients. They're like, "no, it'll hurt them, they'll be upset," you know, "they'll all cancel," whatever. And then they're making more money, right? [00:08:19] Or getting them to change their business name. "No, this is my baby. You called it ugly and

It’s been 6 years since we’ve had TenantCloud join us on the podcast, and a lot has changed since then! In today’s episode of the #DoorGrowShow, property management growth expert Jason Hull welcomes Mark DeHaan from TenantCloud to talk about how it can help property managers collect payments, advertise properties, and screen potential tenants. You’ll Learn [03:03] TenantCloud update!  [06:46] How does TenantCloud compare? [09:34] TenantCloud integrations  [12:20] Scaling with your software  [15:56] Starting strong with Rentler  Tweetables “A lot of times when you get into rental real estate… you log into a property management system and you're like, "holy smokes, this is so overwhelming like I can't figure this out.” “A lot of property managers have all of these different tools. They kind of build their own Swiss army knife or stack of different tools and software.” “A lot of property managers have a challenge with financials and accounting.” “We love the rental real estate industry and helping people grow and make passive income and that's what we're all about.” Resources DoorGrow and Scale Mastermind DoorGrow Academy DoorGrow on YouTube DoorGrowClub DoorGrowLive TalkRoute Referral Link Transcript [00:00:00] Mark: A lot of times when you log into a property management system and you're like, "holy smokes, this is so overwhelming, like I can't figure this out." [00:00:07] And that's, I think the differentiator that we tried to solve.   [00:00:11] Jason: Welcome DoorGrow property managers to the DoorGrow show. If you are property management entrepreneur that wants to add doors, make a difference, increase revenue, help others, impact lives, and you are interested in growing in business and life, and you're open to doing things a bit differently, then you are a DoorGrow property manager. [00:00:29] DoorGrow property managers love the opportunities, daily variety, unique challenges, and freedom that property management brings. Many in real estate think you're crazy for doing it. You think they're crazy for not because you realize that property management is the ultimate high trust gateway to real estate deals, relationships, and residual income. At DoorGrow, we are on a mission to transform property management business owners, and their businesses. We want to transform the industry, eliminate the BS, build awareness, change perception, expand the market and help the best property management entrepreneurs win I'm your host, property management growth expert, Jason Hull, the founder and CEO of DoorGrow. [00:01:10] Now, let's get into the show. And my guest today is Mark DeHaan of TenantCloud. So Mark, welcome to the show. Good to have you.  [00:01:19] Mark: Yeah. Thanks Jason. Nice to meet you. Appreciate it.  [00:01:22] Jason: So we haven't had TenantCloud on the show for like six years. Back then, Joe Edgar was CEO. I had to look it up because I'm like, "I know, that they've been on the show before." [00:01:32] So I'm guessing a little bit's changed since then. So why don't we start by getting into a little bit about Mark. Tell us, tell everybody like, who are you and how'd you get into your entrepreneurial journey and then what led you to being at TenantCloud?  [00:01:46] Mark: Yeah, great. Yeah. So I'm based here just outside of Salt Lake city, Utah. [00:01:50] And I was a co founder of Rentler. And we partnered with TenantCloud, merged with them about five years ago with Joe. And when he exited, I ended up taking over as a CEO and running both Rentler and TenantCloud. And it's been a big journey by then, but yeah, my history was rental real estate. [00:02:13] And being an entrepreneur and really sacrificing and so forth. And it's been really exciting, and I love your audience because I think they can relate to, you know, being an entrepreneur and trying to grow in the real estate business.  [00:02:25] Jason: So for sure. I'm looking up Rentler right now, cause I don't know what it is. [00:02:30] What's Rentler? [00:02:31] Mark: So Rentler primarily focuses on listings and filling vacancies for landlords, small mom and pop landlords. Yeah. It does some payments and screenings and a few other tools and syndicates out your leads. And then TenantCloud is a lot more robust. It does the accounting, the maintenance, a ton of things that you can track with service professionals and your owners and reporting. [00:02:53] And so they came, they come together really nicely. And we just try to really focus on. landlords and property managers and using technology to make their lives easier.  [00:03:03] Jason: Got it. So what's what's been going on at TenantCloud since in the last six years? Like what what are you guys doing lately? [00:03:12] And you know, why should people use TenantCloud? Like, let's get into it.  [00:03:17] Mark: Yeah. So the last bit we've been growing tremendously. We're processing over a billion dollars in rent payments a year. Well over that. And TenantCloud really as its core is to help the rental life cycle and help owners, service professionals, tenants, and landlords really come together and leverage technology to run the business and the way we built it was with that in mind to really make things seamless and easy. And you can pay your rent with, you know, ACH, credit, debit, Apple Pay, Google Pay. We have a lot of things that we're working on to just make life easier there. We do screenings, have a ton of different bundles, options for you to do screenings and to protect your investment. And that's been really good to help people with income verification and criminal and background checks and of that nature. [00:04:11] Yeah and we do a lot of accounting. We will even file your Schedule E for you automatically. So the cool thing about TenantCloud is you don't have to have a degree in accounting. You can really log into our software and we're, we'll lead you along that process. And we'll do a lot of the tax reporting team management and you know...  [00:04:33] Jason: Can you explain what a schedule E is for those that might not be familiar with it. [00:04:38] Mark: Yeah, absolutely. So schedule E is you know, to report income or loss on your rental real estate. And that's one thing that you'll have to do. You'll get a 1040 form and, you know, the government will want you to file that. And sometimes that can be tough to do, but with our system we will track all of your expenses and all your income and so forth and help you file that form on your behalf.  [00:05:05] Jason: So for property managers, they're doing this third party for owners, this then becomes a resource for the owners that they're managing properties for. It will do it for them as well? [00:05:15] Mark: Yes, and we do have like an owner portal. So what's great is you can have your owners log in instead of having that back and forth. [00:05:24] We give them a login where they can have some view access to see their portfolio as well. So it just makes it easy for those property managers to work with their owners.  [00:05:35] Jason: Got it. Okay. Now what's different between a property manager using this tool or like owners just going direct and getting TenantCloud and bypassing the property manager? [00:05:46] Mark: Well, yeah, I mean, some owners can do that, but I mean, then they have to deal with a lot of the heavy lifting with the maintenance and managing all the units. And so with the property manager using our system, we make it easy for the owners to have access and you can send your distributions to them and so forth. [00:06:05] But it really comes down to the ease of use and being able to manage all your leads. Manage, you know, all your contracts, all your communications with your tenants and with it, it's such a affordable option. Like our lowest plan is 17 bucks a month and we don't do a lot of unit restrictions like other competitors where you can add a bunch of units on the system. And really make it affordable for you as a property manager. So, yeah, hopefully that answers your question there.  [00:06:36] Jason: Got it. Okay. So you would say TenantCloud's probably a lot more affordable than some of the competition that exists for property managers out there. So how would you say TenantCloud kind of compares to some of the big names in the industry like Appfolio, Propertyware, there's a bunch of these You know, and then I know Bodia just came out with RentVine and then Rent Manager, you know, these tools. So we've got clients using all these different tools. [00:07:03] So how does TenantCloud sort of fit into the mix and how do you kind of stand out among all these different tools because there's so many of them now.  [00:07:11] Mark: Yeah. So we started with the end user in mind where it was more of a business to consumer platform where you didn't have to do a heavy integration and you could just quickly create an account and more of a self service where it would be really intuitive. [00:07:28] If you were, you know, if you had one property up to, you know, 50 units, you could easily log in. And it was way more affordable than those bigger players. They have monthly minimums, and you'd have to spend months to integrate your stuff. Everything we built was to make it so, boom, within a couple days, you could get set up, and we would help you add your accounts, add your units, add your tenants data. And so we really tried to make it cutting edge where we used a lot of the technology to help you get set up a lot quicker. And so one thing that people really, they come over to us is. You know, they're like, "man, your platform is a lot easier to use because of the way you built it. It's just really quick to get it. I don't have to hire an accountant or get an implementation manager to help me use your software" because a lot of times when you get into rental real estate, you're an entrepreneur or you have a day job and then you log into a property management system and you're like, "holy smokes, this is so overwhelming, lik

As business owners, we often feel imposter syndrome or worry about our status. Have you ever wanted to elevate your image and be more relevant? In this episode of the #DoorGrowShow, property management growth expert Jason Hull sits down with Michael Sartain, CEO of Men of Action Mentoring to talk about how to make high-status friends and attend VIP events. You’ll Learn [03:27] How to Utilize Networking [19:03] Becoming High-Status Using Social Media [26:54] How to be Relevant [38:58] Social Media is Fake [53:21] Authenticity vs Effective Content Tweetables “You need to be the person who always solves problems for other people and ask for nothing in return.” “You're building a brand. Status is status.” “A lot of our beliefs that we're holding on to that are holding us back.” “You make millions of dollars from solving other people's problems, not by doing what you love.” Resources DoorGrow and Scale Mastermind DoorGrow Academy DoorGrow on YouTube DoorGrowClub DoorGrowLive TalkRoute Referral Link Transcript [00:00:00] Michael: Your ability to grow is based on your perceived status, your perceived trustworthiness, your perceived know how. Not your actual know how.  [00:00:11] Jason: Welcome DoorGrow property managers to the DoorGrow show. If you are a property management entrepreneur that wants to add doors, make a difference, increase revenue, help others, impact lives, and you are interested in growing a business and life, and you're open to doing things a bit differently, then you are a DoorGrow property manager. [00:00:30] DoorGrow property managers love the opportunities, daily variety, unique challenges, and freedom that property management brings. Many in real estate think you're crazy for doing it. You think they're crazy for not because you realize that property management is the ultimate high trust gateway to real estate deals, relationships, and residual income. At DoorGrow, we are on a mission to transform property management business owners and their businesses. We want to transform the industry, eliminate the BS, build awareness, change perception, expand the market, and help the best property management entrepreneurs win. I'm your host, property management growth expert, Jason Hull, the founder and CEO of DoorGrow. [00:01:10] Now let's get into the show.  [00:01:13] So I have an awesome guest today. I actually joined his program just for kicks. This is Michael Sartain. Michael, welcome to the DoorGrow show.  [00:01:22] Michael: Hey, what's going on, man? Hey, I gotta be honest with you. Two years ago, I didn't know what doors meant and then I started hanging out with Justin Waller and he's like, "yeah, man, I have 300 doors." [00:01:29] I was like, "bro, what are you talking about?" [00:01:31] And then he's like, now he's got 400 doors. And I was like, "oh, it's like all these different properties." And then my buddy Myron he's got 17 homes that he owns up in Connecticut. He told me about, and I didn't understand how this whole thing worked. And then the property management side of it, like "my company, we're like, we're buying properties because we want to use the depreciation. And we need someone to keep, you know, these places rented, blah, blah, blah." And then the property management, I don't know that much about it. So that's why I was really excited to come on here and check this out.  [00:01:57] Jason: Cool. Well, yeah. And I didn't know very much about like maintaining a presence. [00:02:03] Looking cool, like actually looking cool on social media instead of just trying to look cool. And and so I've learned some good things by being in your program. So let's get into a little bit of background about you for those that are like, who's this Michael guy? And maybe how you kind of got into entrepreneurism and I think that'd be relevant to anybody listening. [00:02:25] Michael: So I'm originally from East Dallas. I grew up on the good side of the tracks and went to high school on the bad side of the tracks. And graduated from my high school, barely like did anything. It was not a very good experience. And I got into UT Austin because I was in top 10 percent of my class. [00:02:39] Went there four years, studied astronomy and business and then got out of there. And then I ended up managing a nightclub for a while, for a couple of years because MCI Worldcom and Enron had gone out of business. So if you know, UT Austin, Enron was like a huge supply of jobs once you graduated you know, as a Longhorn. [00:02:56] Once they go out of business, none of us can find jobs. I ended up working at a strip club for like several years as a DJ. And this is the first point in my life where I'm like, "okay, there's something going on here. There's things that I've been taught growing up, but there's something different now." Of course, I want to preface this. [00:03:10] By no means am I saying that people who go to a strip club or people who work in a strip club are indicative of the median of society. They clearly aren't, clearly are not. What I am saying though is that you can see the extremes in society when you go to places like that and from those extremes, you can see overt reactions. [00:03:27] One of the things that I do in my course is I teach how people can network, get invited where the cool kids sit like that phenomenon of where the cool guys are and the not cool guys, the hot club versus the not club that the club people don't want to go to, or the party everyone's trying to get into. [00:03:42] What is it that causes that phenomenon of popularity and status? There has to be something that can explain it. And so what I've been trying to do for the last 15 years is use evolutionary studies in order to figure out a way in order to do that. And so a lot of times when you do that, you know, you can see subcommunication between a man and a woman and you don't really know what's going on. [00:04:02] They have the internal focus of what's going on, but when you see it in like a nightclub or a festival or someplace like that, you see very overt communication. And from that, you can learn a lot of cool stuff. It's like watching, you know, crows you know, pick at a carcass versus watching a giant white tiger go kill a gazelle. [00:04:18] Like that is overt examples of predation that you can see and be like, okay, this is how biology works. This is how natural selection works, et cetera. And I know for your audience, you're like, "where the fuck's he going with all this?" Yeah. The reason why, just to explain. I got fascinated. I did seven years in the military after 9 -11. [00:04:33] I joined and I flew a KC 135 as an instructor navigator. And then I was I did counterintelligence for about the last two years I was there. And then, so, in that time period, I learned how a very structured business could work and like how accountability works. Accountability and leadership, I learned very much during that time period. [00:04:49] But at that same time period, I was also going out a lot and I was like very interested to me in like, what is it that caused certain men to be phenomenally good with women and get a lot of people to show up to an event and then what caused other men to just not get it. And I always, I also noticed that there was a very small group of men that got it. [00:05:05] And then a very large group of men that didn't understand this concept whatsoever. So I became fascinated with that idea of 2011. I ended up retiring from the military and I ended up moving to Las Vegas and this is the first time when I started going out to some of these nightclubs and these venues here in Las Vegas. [00:05:19] And I meet a lot of real estate agents. I meet a lot of accountants. I meet plastic surgeons, doctors. And it was very clear to me like that some of them got it and some of them didn't get it. I threw a real estate event recently where we took a blue heron home. And then we had a charity event for animals. [00:05:33] And while we're there, I invited every single female influencer in the city to show up. Well, these, some of these girls were interested in getting into real estate, but I just want you to imagine it was just like a regular real estate event that you have, except you're doing it for animal rescue. [00:05:47] So now all these people who are in real estate, mortgage brokers, et cetera, property managers like yourself, they would show up to this beautiful three story house. It was catered. It was beautiful. And then every pretty girl in the city in Las Vegas who wasn't working that night showed up to this thing. [00:06:01] So now you're drinking champagne. There's three times as many girls as guys. Some of you guys are listening to this and you're like, "okay, now I understand. I'm starting to understand what he does." You're able to create these incredible environments and in doing so, just imagine, everyone... I try to teach networking through events. [00:06:17] That's basically how I try to teach networking through small events at your house or large events, you know, like a CES conference. I try to teach networking through those mechanisms. And then I try to show how evolution created humans throughout history. Dr. David Buss writes in his book the evolution of desire throughout history. [00:06:34] The men who have worked in groups and in tandem with one another always had access to more resources and always had access to more women. And so that's the reason why, you know, I teach these concepts. And so what happens is that blue Heron thing that we did, the guy who ran it, he's at the forefront and he goes, "I want to just thank you guys for coming out here and helping me, blah, blah, blah." [00:06:52] He had endeared so much goodwill with every mortgage broker, real estate agent. It was really crazy. All these other real estate agents wanted to train under him. People started sending him business. His business blew up. Another example I give, that's Jeremy Green's name. I have another exampl

If you are existing in your property management business but you aren’t enjoying it, you might be in property management hell. In today’s episode of the #DoorGrowShow, property management growth experts Jason and Sarah Hull explain how to escape property management hell. You’ll Learn [01:19] How do you know if you are in property management hell? [05:40] How to escape property management hell [07:33] How do you know if you are in property management hell? [10:32] What does an operator do in a property management business? Tweetables “So if you are existing, living in your business and you're not enjoying it and it's frustrating… then you might be in property management hell.” “There's definitely something to be said about working hard. There's definitely a time and a season for this.” “We have to get to the next level, and what got you to where you are now is not going to help you move forward.” “You can still be miserable and have an entire team.” Resources DoorGrow and Scale Mastermind DoorGrow Academy DoorGrow on YouTube DoorGrowClub DoorGrowLive TalkRoute Referral Link Transcript [00:00:00] Jason: You will have more fulfillment, more freedom, more contribution, and more support in your business as it grows. [00:00:05] And this is the right way to do it. This will change your life. [00:00:09]  [00:00:10] Jason: Welcome DoorGrow property managers to the DoorGrow show. If you are a property management entrepreneur that wants to add doors, make a difference, increase revenue, help others, impact lives, and you are interested in growing in business and life, and you're open to doing things a bit differently, then you are a DoorGrow property manager. DoorGrow property managers love the opportunities, daily variety, and unique challenges and freedom that property management brings. Many in real estate think you're crazy for doing it. You think they're crazy for not because you realize that property management is the ultimate high trust gateway to real estate deals, relationships, and residual income. At DoorGrow, we are on a mission to transform property management business owners and their businesses. We want to transform the industry, eliminate the BS, build awareness, change perception, expand the market, and help the best property management entrepreneurs win. We're your hosts, property management growth experts, Jason and Sarah Hull, the founder and CEO and the COO of DoorGrow. [00:01:15] Now let's get into the show.  [00:01:18] Welcome everybody. So we were thinking about what to talk about today, and one of the things that I coached clients on this week in depth was this idea of how to escape property management hell. So let's talk about how to escape property management hell. So if you are existing, living in your business and you're not enjoying it and it's frustrating, you've got an entire team and you're wondering 'why won't they just think for themselves?' And you're stressed out and you're tired of dealing with all the escalated situations where your team couldn't handle it like tenants and owners, and you're still wearing a whole bunch of hats that you don't enjoy wearing, you're still doing a lot of stuff in the business that you really don't wake up in the morning and go, "man, I'm excited to do that thing today," then you might be in property management hell. This is not property management heaven. This is not the place you're supposed to stay. And so if you're not enjoying that we're going to talk about how to get out of that. And it's not that complicated of a process. We're not going to go into a ton of detail cause we don't have a ton of time. [00:02:20] Not as in depth as we would in coaching our clients, but we're going to give you the high level overview so you can understand that there is a light at the end of the tunnel. All right. So what do you notice with clients that they're doing and what's going on when they are in hell? What sort of frustrations and challenges are you hearing? [00:02:40] Sarah: Overwhelmed. They're overworked. They're crazy busy. Most of it is just busy work. [00:02:46] It needs to be done, but it's not high level things that a business owner would need to do. They're working lots and lots of hours. Sometimes it might be eight, 10, 12, 15 hours a day. Sometimes it's seven days a week. Usually it's at least six and then they do a little bit on the seventh day, but they don't really fully get time off and they're just responding to everything as it comes in and they're trying to handle everything and they're frustrated and they're just very stressed out.  [00:03:23] Jason: Yeah, I was talking with a past client who may end up, probably end up joining our mastermind program. I think we'd worked together four or five years ago, helped him with his website and some different stuff. And he's been using some of the stuff he learned and he was really excited to tell me how far he's come and he's like at 700 units and I think he was small when he came to me, I don't remember, maybe 50 or something, and so he's really excited about the progress he has. [00:03:50] Then he was telling me he's working 17 hour days, some days, like he's working these crazy hours and he's going through these cycles of growth and like working crazy hard and then stopping the growth so that he can focus on building up the business and operations and doing a lot of the onboarding of the properties and then he goes back into this cycle and he hasn't taken a legit vacation since he started the business. [00:04:17] And he goes on vacations, but he's on his phone the whole time. He's not totally available. And this is not a sustainable thing. Now he's just done it through sheer drive and will. To his credit, he's like, "nobody will outwork me." This is like a badge of honor for him. And he works incredibly hard and he's like, that's why he's had more success than any of his competitors is he's just willing to outwork all of them. [00:04:43] And there's definitely something to be said about working hard. There's definitely a time and a season for this. And if all of you or any of you are being lazy, work a little harder. Like do some hard work for a little while to get to that next level. But we want more fulfillment and more freedom. And I wasn't getting a sense from this gentleman that he was experiencing fulfillment and freedom. [00:05:03] To me, that sounds like hell. It's like a treadmill that you feel like you've created and you have to keep running on to keep the business going. And he's going to burn out. And you know, he even mentioned like it's affecting his health, it's affecting his body, you know, and it's probably impacting his relationships, you know? [00:05:21] And so a lot of guys get into this stage and I think women do it as well. Everybody does this in business where they get into this mode of growth and work and hustle. And that's how we get businesses going. We have to get to the next level, and what got you to where you are now is not going to help you moving forward. [00:05:38] You have to start to get out of the way. And so the way to escape this property management hell, this cycle of endless work and torment is we need to figure out what help do we need in the business? A lot of people go, "well, just offload stuff." Yeah, but how do you know what you actually should offload? [00:05:58] Because the big mistake people make is they go hire what they think the business needs and they keep helping the business. And this gentleman and many others I've talked to have an entire team and they're still stressing themselves out. You can still be miserable and have an entire team. Some of you listening are like, "yeah that's me. I've got an entire team and I'm miserable," right? So, how do we escape that? Here's how we figure out what you need. Because if we instead shift it to figuring out what you need, then this will be a game changer. So, the first thing we do is, we have our clients do a time study.  [00:06:30] We have a sponsor and our sponsor is Venderoo, which we're getting some great feedback on from clients. Tired of the constant stress and hassle of maintenance coordination. Meet Venderoo, your AI driven in house maintenance expert that handles work orders from start to finish. Triaging, troubleshooting, vendor selection, and coordination built by property managers for property managers to provide cost effective and accountable maintenance operations where every dollar is accounted for and every task is handled with unmatched reliability. Vendoroo takes care of the details so you can focus on growth. Schedule a demo today at Vendoroo, VENDOROO dot ai/doorgrow and experience maintenance done right. And I'll just add one of our clients had 80 work orders in his first day of turning Vendoroo, the AI thing on, he had 80 work orders closed out. Another client had 54 work orders closed out in their first day as well. [00:07:29] Like we're in this AI revolution. So I highly recommend you check these guys out. It's very cool.  [00:07:33] Okay, so back to what I was saying is here's the strategy. You do a time study. This time study will help you figure out what you're doing every 15 minutes and you're going to categorize your time based on whether it's tactical or strategic and you're going to figure out which things are your plus signs or your minus signs. [00:07:50] We have a whole process for this and a training on how to do this and you want to do this once a quarter. This will move the business forward more than most anything else that you could do. And it'll help you get out of the way. You do the time study, figure out plus and minus signs. Then you create a job description. [00:08:04] We call those R docs because each section starts with an R, ultimate Rdoc job description for yourself and your team members creates a ton of clarity. And so you get these Rdocs created, you create one for yourself, and then you highlight the things that you no longer want to be doing, or that

When hiring a new team member in your property management business, one common mistake can cause you to lose out on potentially the best candidates. In this episode of the #DoorGrowShow, property management growth experts Jason and Sarah Hull discuss why having experience in property management is not a necessary qualification for the people you hire. You’ll Learn [01:11] The Myth of Needing Experience [04:19] More Important Than Experience: Culture Fit [13:59] You Need a Better Hiring System [19:17] What to do if You Struggle with Hiring Tweetables “If you don't even know what your culture is, how are you going to figure out if they match that?” “If they're not the right culture fit for sure you're overpaying or they're underperforming, either way, you're overpaying.” “Even if you hire based off of experience, you still have to train that person. That does not forego the training.” “If people are only loyal to a dollar, then yeah, you're at risk of losing those people pretty easily.” Resources DoorGrow and Scale Mastermind DoorGrow Academy DoorGrow on YouTube DoorGrowClub DoorGrowLive TalkRoute Referral Link Transcript [00:00:00] Jason: If they're not the right culture fit for sure you're overpaying or they're underperforming or either way you're overpaying.  [00:00:06] Welcome DoorGrow property managers to the DoorGrow show. If you are a property management entrepreneur that wants to add doors, make a difference, increase revenue, help others, impact lives, and you are interested in growing in business and life, and you're open to doing things a bit differently, then you are a DoorGrow property manager. DoorGrow property managers love the opportunities, daily variety, unique challenges, and freedom that property management brings. Many in real estate think you're crazy for doing it. You think they're crazy for not because you realize that property management is the ultimate high trust gateway to real estate deals, relationships, and residual income. [00:00:45] At DoorGrow, we are on a mission to transform property management business owners and their businesses. We want to transform the industry, eliminate the BS, build awareness, change perception, expand the market, and help the best property management entrepreneurs win. We're your hosts, property management growth experts, Jason Hull, the founder and CEO of DoorGrow, and Sarah Hull, co owner and COO of DoorGrow. [00:01:06] Now let's get Into the show.  [00:01:08] All right. What are we talking about today, Sarah?  [00:01:11] Sarah: I wanted to talk about this thing that keeps coming up and I've seen it two times in the last week is hiring on experience.  [00:01:21] Jason: Oh. [00:01:22] Sarah: Everyone goes, "Oh yeah, I would love somebody who's experienced and they already know the industry and they already know my systems and they know how to do things. And that would be fantastic." [00:01:32] Jason: People listening are going to go, "well, yeah, of course you want people with experience. It would be dumb to have people with zero experience, right?"  [00:01:38] Sarah: Wrong!  [00:01:39] Jason: Okay. Okay. So let's explain this. What are you talking about? [00:01:43] Sarah: All right, so the first thing that I'm going to say, as soon as I say it, it'll click right? If we are lucky to hire someone who's already familiar with the industry, who's working in the industry. Maybe they understand some of your tools, your software, perhaps some of your processes. You're narrowing your candidate pool to such a tiny little minutiae of a candidate pool. How many people do you think there are that have experience in property management that are now in the job market?. Right? Like, "Oh, I'm only going to hire somebody if they have experience in property management, or I'm only going to hire somebody if they understand how to use Appfolio." All right. So we went from here to here, tiny little segment of the market. [00:02:33] The other thing I'll say about this is if you find someone who has experience in the property management industry, and perhaps even in your software and your processes. Why is it that they're looking for a job? If they were so great, would someone not have snatched them up already?  [00:02:49] Jason: What if they get them to come from another company? [00:02:52] Like they convinced them? [00:02:53] Sarah: Let's talk about that. I'm glad you brought that up. I'm so glad. It was like this morning, we were having a conversation and I had mentioned this to one of our clients who's currently trying to hire people based off of experience. So here's the other problem, and we've seen this a couple of times, businesses stealing other businesses' team members and employees. There's one case that I'm thinking of in particular that kind of getting a little nasty. The two competitors are trying to take what they can, clients, team members, whatever they can, market share. They're just trying to take anything that they can from the other one. And one of them snatched the operator, which is really. [00:03:33] Not a good person to lose in your business.  [00:03:36] Jason: Yeah. No.  [00:03:36] Sarah: Why was that able to happen though? She had experience, right? So the new company is like, "Oh, this is perfect. She understands property management. She's got experience. She knows how to do this." [00:03:46] Jason: I mean, most entrepreneurs would think it's just about money because entrepreneurs always look through the lens of money. So they'll think, "well, she probably just got a better offer."  [00:03:54] Sarah: And in this case, I bet she did.  [00:03:56] Jason: Okay.  [00:03:56] Sarah: And the problem that we're overlooking here is we're skipping the most important part, which is looking to see if they're a culture fit. [00:04:06] And then the second most important part is looking to see, are they the right personality fit for the role. And then and only then do we want to look at their skill set and experience and do they have the intelligence level to be able to learn that particular task.  [00:04:18] Jason: Right? This is one of our frameworks, the three fits, culture fit, skill fit, personality fit, and culture fit, most important. [00:04:26] So, yeah, I agree. If people are not the right culture fit, then by default, you're overpaying for your team members, period. Because either they're underperforming because they don't really believe in your business or buy in. So their secret goal really is just to get paid as much as possible and probably do as little work as possible would be their ideal, right? [00:04:48] And so that's if they're not a culture fit. If they're a culture fit, they buy into the vision, they believe in you, they're excited to work for you. They want to have an impact. They have a motive besides just getting paid. And so, yeah, they're not a culture fit, it's guaranteed you're overpaying for that team member. [00:05:03] Because either they're crappy or you're having to like compensate them a bunch of money in order to keep them on board at your business because they really don't enjoy being there. So then you end up overpaying in order to keep them. And if people are only loyal to a dollar, then yeah, you're at risk of losing those people pretty easily. [00:05:22] Sarah: Absolutely. And that is why this particular operator was able to be swayed. So if you've got people who are a culture fit, if you've got people who really believe in the company, in you as the business owner, in the vision and the mission, where you are wanting to go and what you are wanting to build, if people are truly bought in and on board with that, that makes all the difference in everything that they do. [00:05:52] So can you hire somebody with experience who understands how to use Buildium or Propertyware or your phone system, whatever it is, and your ticket system? Yeah. And they can come in and they can do the job and it would be a night and day difference If you had somebody who truly believed in your company and you had to just train them to do those things and then they were able to do that, they're going to outperform the person who only has the experience every day of the week. [00:06:22] Jason: Okay. So can you share an example? Because you, you mentioned some clients were having issues with this. So like, let's tie this in with maybe a story.  [00:06:31] Sarah: Yeah. So it was just last week I was talking with Andrew and he had recently hired a couple of team members. I think he hired a BDM and an admin and there was maybe someone for maintenance. [00:06:43] I don't remember who the third one was. So he had recently hired these people. Already he's looking to replace them because either they're not working out or they're moving on. So his BDM, she is a real estate agent as well. And she's like, "Oh, well, I'm just actually going to go focus on real estate. I don't think I'm going to do all of this." [00:07:02] And it's been under maybe two months, maybe three months. So not a very long time. And he had mentioned to me, "yeah, so I've got this one person in mind and their experience." And as soon as he said experience, I went, "uh oh, okay. He's hiring the wrong way. He's hiring completely the wrong way." [00:07:20] So I had asked him, I said, "all right, so just out of curiosity, when you're talking with people, when you're looking at resumes and your screening candidates, what are the things that you're looking at? Like, what do you look at first?" And he's like, "well, I look to see, do they have experience in the industry? [00:07:35] And specifically, do they already know how to use my tools?"  [00:07:37] Jason: Yeah. So that's first. Yeah. That's a big red flag. And a lot of people listening might not get that, but that's a red flag.  [00:07:43] Sarah: Huge.  [00:07:44] Jason: Okay.  [00:07:44] Sarah: So aside from the fact that, like I said, your Canada pool is so tiny. I mean, if there is a person I would love to meet you, who, when you were

I recently turned 47 years old. The last year has been full of challenges in the business and in my personal life, but things are starting to shift.  In today’s episode, property management growth expert Jason Hull discusses his personal and business growth recently and his hopes for the coming business year. You’ll Learn [01:17] Business Challenges and Revelations [08:35] Personal Challenges and Revelations [11:32] Learning Empathy [18:25] Don’t Give Up Tweetables “There's what people think they need and what they want, and there's what they actually need.” “A lot of you don't even realize you have a garbage product.” “Your business is one of the greatest personal development tools that you have.” “I think God may trick us into starting a business to make money and eventually, he uses it to turn us into better human beings.” Resources DoorGrow and Scale Mastermind DoorGrow Academy DoorGrow on YouTube DoorGrowClub DoorGrowLive TalkRoute Referral Link Transcript [00:00:00] I think God may trick us into starting a business to make money and eventually, he uses it to turn us into better human beings. Welcome DoorGrow property managers to the DoorGrow show. If you are a property management entrepreneur that wants to add doors, make a difference, increase revenue, help others, impact lives, and you are interested in growing in business and life, and you're open to doing things a bit differently then you are a DoorGrow property manager. [00:00:30] Jason: DoorGrow property managers love the opportunities, daily variety, unique challenges, and freedom that property management brings. Many in real estate think you're crazy for doing it. You think they're crazy for not, because you realize that property management is the ultimate high trust gateway to real estate deals, relationships, and residual income. [00:00:52] At DoorGrow, we are on a mission to transform property management business owners and their businesses. We want to transform the industry, eliminate the BS, build awareness, change perception, expand the market, and help the best property management entrepreneurs win. We're your hosts, property management growth experts, Jason and Sarah Hull, the owners of DoorGroww, and now let's get into the show. [00:01:17] I just had on the 30th, and today is July 2nd this may come out at a later date, you might hear it a month later depending on which channel you listen to this on. So my birthday is June 30th. This is also the end of our planning year. [00:01:32] So we offset our planning by two quarters because it really sucks to try and hit your end of the year goals in December when everybody is kind of focused on holidays and family and to try and get them to put their attention on business, it isn't super effective. And I like that to be the middle of our planning year. [00:01:51] And we do our beginning of our year is July 1st. So not only is my birthday, it's also the end of our sort of a planning year for our business. And so I've had a lot of introspection. I mean, this has been a tough previous year for me in a lot of ways mostly on the personal side, you know, business has been a little tough as well to be transparent. And so the challenge in business is that we've developed this really amazing coaching program and I really enjoy doing that piece. So we've shied away from doing websites and focusing on other stuff, even though I still have a whole web development team and they just haven't had a whole lot of work to do. [00:02:30] But we've really put our focus into coaching and improving our programs and decreasing churn, which is a difficult challenge in a coaching business. And we've gotten it down, like half of our clients have been in our program for over a year, which is amazing because when I first even learned the word churn several years back our average retention rate was like five months, like it was super low. [00:02:52] And so we were kind of addicted to sales. And this is the advantage in a property management business is that you're not super addicted to the next big deal, right? You've got residual income. And so I learned when the pandemic hit, I learned I want more residuals coming in so that I'm not beholden to sales because sales stopped that month of May, I believe it was, there was no sales. [00:03:15] Every property manager, they were holding their breath. "Our tenant is going to pay rent? What's going to happen? is this scary?" And so they were like, "I'm not going to spend any money. I'm going to be careful here." So that was interesting and so we had to tighten our belt as a team. [00:03:27] We had to like, cut out expenses. We got a leaner and I think I let some people go on the team as well that were just, you know, maybe not as essential. And we had to tighten our belts to, to survive as a business because we were so focused on sales and we're at a good click. [00:03:46] Like we're a decent sized company. Like we make a good amount of money, but when you continue to have expenses every month and suddenly sales stops and that's the majority of our revenue, that's a bad thing. And those of you that have shifted from real estate sales and hunting and chasing to doing property management and building a residual income business model, you get it. [00:04:05] And I've seen so many of my clients have these great subscription sort of service, right? So I wanted to emulate that and we switched to doing it that way, and making sure we focused on residual income. So we built that up, we built it up really well. We've got a great coaching business. [00:04:20] We've got a great back end. We're really good at helping our clients grow and scale their companies. The weird and ironic thing though, that presented a challenge is that people don't want coaching, right? People don't like wake up in the morning, go, you know what? You know my business needs? I want to get a coach. [00:04:36] This is not generally people's first thought. There's what people think they need and what they want, and there's what they actually need. And so people would come to us and what they thought they needed was leads. I call it the leads myth. And what they thought they needed in order to get their business growing was maybe a better website or SEO or something like this. [00:04:57] And so they would come to us kind of thinking this is the stuff they needed. And then we could help them. Like reeducate them and help them see this is why you've been struggling to grow is because you believe these false beliefs And I would then point out like that like leads from the internet are not the best leads And there's better sources of getting business than just cold leads or cold lead advertising. And maybe having a website is nice, but you can grow a business without even having a website or without even having the top spot on google. And so we would get a lot of clients historically coming to us for a website and that was one major leak in their sales pipeline, but they had, you know, at least ,five major other leaks in their sales pipeline that needed to be shored up. [00:05:41] And they thought, "all I need to do is turn on the leads." So they would turn on the leads full blast, like turning on a hose. And there's all these leaks in the hose, right? One of them's a website. One of them was their pricing. One of them was branding. One of them was reputation. One of them was their sales pitch and their sales process. [00:05:58] One of them was what I call purpose, lack of culture in their team. So their whole product was just like garbage. A lot of you don't even realize you have a garbage product. It doesn't create trust and it has lots of leaks in the hose or in the pipeline. And you're just trying to shove more leads, like spend more money, time, energy, focus, cash, and effort. [00:06:17] And so it wasn't hard to take people that came to us for a website. "Hey, I need a website. I'm starting a business where I'm trying to figure this out, or we're struggling to grow and we think we need a new website. " And then convert them into giving them what they actually needed in order to grow and then help them crush it. [00:06:33] Yeah. But since shifting our focus towards coaching and changing our homepage, "let's focus on coaching." Because I just was so excited about coaching, it actually made it more difficult to get customers. So we spent a lot more money on advertising, doing a lot more marketing to attract people and to like reeducate the market, but that's a much more difficult challenge. [00:06:54] And so we've struggled to really grow our business. And we're at a good size. We're a good size. Like, you know, we're over a million in revenue, but DoorGrow easily the back end of our business, our systems it's better than $ 10 million companies that I've been around. [00:07:10] And we've got great systems. We've got great mechanisms. Our big challenge has just been client acquisition, ironically, right, and we're DoorGrow. And so we're going back to what has been working, which is focusing again on websites, especially in downturn markets like this, or where the real estate market isn't doing well, [00:07:29] lots of people start property management companies. So we did create a startup training for them. So they'd stopped like coming into the industry and screwing it up and making it worse. So we created the ultimate property management startup course material called DoorGrow Foundations. And this is a great tool, and we give it away for like really cheap. It's like 95 bucks flat fee. That's it. We created it just so we could send people somewhere that just couldn't afford to join our programs or do stuff with us, and they can pay extra to get a website and some other things we can give them as well. we're shifting our focus now back to what the market needs. And so I'll be putting out a survey. This is how I get the data and what are they actually wanting to learn? What training are they wanting? What do they want to be