Property Management Growth with DoorGrow

For many investors, they start their journey by connecting with a real estate agent who doesn’t match their values or understand their goals.  In this episode of the #DoorGrowShow, property management growth expert Jason Hull sits down with Andrew Rhatigan from Rhatigan Real Estate to go deep into the intersection of strategy and psychology and property investment, from navigating relocations and high-value deals to uncovering the mindset shifts that drive success in real estate. You’ll Learn [04:21] Using Psychology to Figure out Investors’ Motivations [09:07] The New Model of Selling: Empathy [13:16] The Property Management Industry in Ireland [21:09] Saving Investors 80 Hours Per Month and Retaining Value Quotables “Most people's end goal is not to have rental property. There's a reason why.” “If the investment vehicle isn't going to help them achieve their why or their purpose, then it's probably not a good idea.” “I think that's really the crux of actual, valuable, true selling. It's not about trying to force people or convince people to buy a product or a service or to get into something. It's about figuring out, do they even need what maybe I could offer them?” Resources DoorGrow and Scale Mastermind DoorGrow Academy DoorGrow on YouTube DoorGrowClub DoorGrowLive Transcript Andrew Rhatigan (00:00) instead of just being sold something for the sake of transacting,   Jason Hull (00:00) And instead of just being sold something for the sake of transacting,   Andrew Rhatigan (00:03) they've been guided to something that's going to suit their risk tolerance, their life now, and also the future if they chose to rent it in time to come.   Jason Hull (00:03) they've been guided to something that's gonna suit their risk tolerance, their life now, and also the future if they chose to invest in the   All right, I am Jason Hull, the founder and CEO of DoorGrow, the world's leading and most comprehensive coaching and consulting firm for long-term residential property management entrepreneurs. For over a decade and a half, we have brought innovative strategies and optimization to the property management industry. At DoorGrow, we have spoken to thousands of property management business owners, coached, consulted, and cleaned up hundreds of businesses, helping them add doors, improve pricing, increase profit, simplify operations, and build and replace teams.   We are like bar rescue for property managers. In fact, we have cleaned up and rebranded over 300 businesses and we run the leading property management mastermind with more video testimonials and reviews than any other coach or consultant in the industry. At DoorGrow, we believe that good property managers can change the world and 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. Now, let's get into the show. And today, my guest is Andrew Rhatigan Welcome, Andrew.   Andrew Rhatigan (01:24) Pleasure to be here, thanks for having us.   Jason Hull (01:26) It's good to have you. So Andrew, we're going to go deep into the intersection of strategy and psychology and property investment from navigating relocations and high value deals to uncovering the mindset shifts that drive success in real estate and business and learn how your innovative approach helps investors save over 80 hours a month and retain up to 10 % more value in their property transactions. All right, so   Hopefully that's got some people ears perked up and their attention peaked and they're interested. So Andrew, give us a little background on you and how you kind of got into business and entrepreneurism and started into real estate investing and all of this stuff.   Andrew Rhatigan (02:09) So firstly, great to be here. And even from your introduction, it made me want to get involved in what you're doing. So it was a fabulous insight into the value you drive for your clients and potential clientele. So essentially, I suppose I've always had an entrepreneurial spirit and by virtue of life's experience, I've gone from every different avenue. And I suppose the backdrop to my life was that my family are and were in property in a very variety of ways. My late father was a developer and I have other family members that are still in development to this day. And   I suppose as I grew up, I was always interested in people and sales, but I ran away a little bit from the property side of things to go forge my own path and explore what I felt, you know, my version of winning was. And I originally studied psychology because at the time I thought it would sound good at a dinner party. I'm happy to say that now at the age of 40, that at the age of 18, guess what? Mic drop. I had no idea what I wanted to do with the rest of my life. So I studied what I thought would sound good at a party.   Jason Hull (02:47) explore what I felt my version of winning was. And I originally studied psychology because at the time I thought it would sound good at a dinner party. I'm happy to say that now at the age of 40, that at the age of 18, guess what? Mic drop. I had no idea what I wanted to do with the rest of my life. So I studied what I thought would sound good at a   party.   Andrew Rhatigan (03:06) But how it benefited me was that I understood more about myself, my inner workings, my drivers. And as I grew, I had different businesses throughout my life, but it all centered around two things, sales and people. And I suppose that was built on a foundation of authenticity, trust, and really seeking to build relationships for the long term rather than transactions. And I was in property, been in property for the last 10 years. And when COVID hit, I saw an opportunity to build a business.   Jason Hull (03:07) But how it benefited me was that I understood more about myself, my inner workings, my drivers. And as I grew, I had different businesses throughout my life, but it all centered around two things, sales and people. And I thought that was built on a foundation of authenticity, trust, and really seeking to build relationships for the long term rather than transactions. And I was in property, been in property for the last 10 years. And when COVID hit, I saw an opportunity to build a business   based on my   Andrew Rhatigan (03:36) based on my personality   Jason Hull (03:37) personality type and a niche in the market that was booking the trend of generic real estate agency. So as opposed to simply transacting, charging a simple fee and of rowing in with the rest of the property agency around the world, I decided to create a consultative business that was client first. I advocate for clients and independent. And I suppose I add that layer of   Andrew Rhatigan (03:37) type and a niche in the market that was booking the trend of generic real estate agency. So as opposed to simply transacting, charging a simple fee and kind of rowing in with the rest of property agency around the world, I decided to create a consultative business that was client first. I advocate for clients. I'm independent. And I suppose I add that layer of   Almost sports management to it, you know, so a big part of what we do is we were a fixer for a lot of our clients that come to us with almost a plastic bag full of a jumbled mixture of receipts at account season. And they come to us with a problem or an idea, and then they ask us to fix it or find a solution. And essentially we've become that advisor or that advocate for people who are looking to either put their money to work or who are looking to source a property in Ireland as a base for an investment or for supporting family or themselves going forward.   Jason Hull (04:02) almost sports management to it. know, so a big part of what we do is we're a fixer for a lot of our clients that come to us with almost a plastic bag full of a jumbled mixture of receipts at account season. And they come to us with a problem or an idea and then they ask us to fix it or find a solution. And essentially we've become that advisor or that advocate for people who are looking to either put their money to work or who are looking to source a property in Ireland as a base for an investment or for supporting family or themselves going forward.   Well, let's get into the topic at hand then so how How have you sort of applied this psychology background that sounded cool at a party You know to you know what you're doing now with real estate investing   Andrew Rhatigan (04:46) I think the best way to describe it   is life. You'll often have that you have a different, let's say a room of people at a variety of age brackets and they all have a different view on the world by virtue of what they've experienced, the way they see the world now and obviously their disposition to what they want from life. So I suppose what we do when we're assessing a potential client is instead of me taking Jason's budget and just finding something for the sake of it, I front load the conversation by asking what is it Jason wants from life?   Jason Hull (04:58) I've decided.   So I suppose what we do...   of me taking Jason's budget and just finding something for the sake of it, I front load the conversation by asking what is it Jason wants from life?   Andrew Rhatigan (05:15) What is his appetite to risk? What does he think he wants in a property? And what would that mean if we were to work through that hypothetical? And I suppose what I found quite unique is the way we work with people is I'm quite challenging to what people want to do because I'm asking the question before they've had to buy it because   Jason Hull (05:15) What is his appetite to risk? What does he think he wants in a property? And what would that mean if we

Do you ever feel like your team doesn’t share the same vision for your property management company as you? How do you ensure your property management team is motivated and accountable without micromanaging them? In this episode of the #DoorGrowShow, property management growth experts Jason and Sarah Hull discuss leadership in property management and getting your team aligned with your vision. You’ll Learn [01:38] Your Business is Not a Democracy and Not a Dictatorship [11:14] Creating Accountability for Your Team [21:20] The Business Owner is the Captain of the Ship [28:34] How to Gain Clarity about Your Business and Team Quotables “If you give the majority in your business a vote to just make a decision about the business and they don't have vision or purpose that they believe in they're going to go towards what makes them more comfortable.” “If you have team members that reject accountability and transparency, they're stealing from you.” “Winners want to be seen and recognized.” “If people are not money motivated, but their only motivation for working for you is money, because they're not really inspired by you to follow you. They're not inspired by your values, by your vision, or by the mission of the company, then they're going to steal from you,” Resources DoorGrow and Scale Mastermind DoorGrow Academy DoorGrow on YouTube DoorGrowClub DoorGrowLive Transcript Jason & Sarah Hull (00:00) You have to be a leader worth following. You have to have a vision that's worth following and you have to have team members that you've selected that.   are the type of people that share your values that would buy into your vision, that do believe you're a leader worth following.   We are Jason and Sarah Hull, the owners of DoorGrow, the world's leading and most comprehensive coaching and consulting firm for long-term residential property management entrepreneurs. For over a decade and a half, we have brought innovative strategies and optimization to the property management industry. At DoorGrow, we have spoken to thousands of property management business owners, coached, consulted, and cleaned up hundreds of businesses,   helping them add doors, improve pricing, increase profit, simplify operations, and build and replace teams. We are like bar rescue for property managers. In fact, we have cleaned up and rebranded over 300 businesses, built hundreds more than that of websites. We run the leading property management mastermind with more video testimonials and reviews than any other coach or consultant in the space. At DoorGrow, we believe that good property managers can change the world.   and 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. want to transform the industry, eliminate the BS, build awareness, change perception, expand the market and help the best property management entrepreneurs win. Now let's get into the show.   All right. So our topic for today. Sarah was like, what should we talk about? was like, I don't know. What should we talk about? And she's like, well, something's frustrated me lately is.   So something that has come up actually twice, I'd say in the last two months. So a little bit more frequent recently is leadership in the business and what the business owner needs to do and what the team needs to do and how those two should interact. Okay. So today we're talking about leadership in property management, specifically being a leader in your   property management business. All right. So I was thinking about this and I was thinking about the, and I don't want to say names. Okay. If we give examples. Sure. Of course. Okay. Okay. All right. But they'll know if they hear it, good. Sorry. be good for them. So, yeah, so, you know, we were thinking, we were talking about leadership and, what, what, what was the story? You want to share the story?   Okay. Well, this is what you mentioned when I said, should we talk about? Yeah, this is what I mentioned. So there's a business owner that wants to grow the business and wants to grow the team and has a few new hires recently, which is great. And that will get him out of the operational piece, which is also great. And I think he was making the right moves until   this happened. And he had recently messaged us and he was going to be moving forward with a few different pieces in his business that we were going to be helping him with, especially with the strategic planning. And then we got a message that essentially said, Hey, we're going to kind of put that on hold. We're going to pause. We're going to take a step back. My team voted. My team voted.   and they voted against making these changes. Yeah. And I don't know how to nicely say it. So I guess I'll say it in the way that I know how to. Okay. For the love of God, don't let the team make decisions like that. So everyone, we were talking about it a little bit this morning and   the team running the business and doing the day-to-day things and handling tasks, especially the day-to-day tasks. Great. That's fantastic. That's what they're there for. They are there to support you. You are there to guide them. You are there to lead them. we, I feel like it's fitting that this is actually being recorded on Independence Day. And it's funny that I'm going to make this statement on Independence Day. This is   not a democracy. Yeah. This is a business. Yeah. And it's also not, as you mentioned, it's not a dictatorship. So it isn't, I'm going to tell you everything and you're just going to go do it. But it's also not, this is what we want. Let's vote and see if we're actually going to do it. So the team needs to look to a leader, one leader usually, to set the vision, to set the mission.   and then the team and the leader will fulfill that. Where it gets mucky is when we have the team trying to set the vision for the business or even sometimes with the business owner. Then it gets really, really hard because have you ever had even just a small group of people, if you have three people or four people even, and you go, let's go for lunch, where do you guys wanna go?   That can be a tough discussion sometimes. Well, I want Mexican and no, I don't like that. I just had that yesterday. I would rather Italian. I don't want something so heavy. So if such a simple decision can take a really long time and be complex like that, imagine how complex it would be to set the vision and the big goal for the business with the team, with everybody putting their input in.   Yeah, that's often called death by committee. yeah. Okay. So I was thinking about this and I was thinking, well, it's not a democracy. It's not a dictatorship. So I was thinking about this and I was, you know, the scripture came to mind where there is no vision that people perish. So I looked it up and I did some research and that's Proverbs 29 18 and the word vision, I guess, is a word.   that means like revelation or divine insight or inner guidance and The word perish I'm like does this mean to die? I'm asking chat GPT Like the people die if there is a vision that sounds dramatic and it said that word actually means like to like uncovered or to set loose basically like Getting rid of restraints or becoming undisciplined or becoming lazy or chaotic   And, or just focusing on more survival instead of, you know, purpose and vision. And the verse continues, it says, but he that keepeth the law, happy is he. And, know, the law really has to do with, basically it translates basically like you need to be motivated towards some goals. there needs to be vision.   otherwise if there aren't constraints or rules or principles to follow then it leads towards chaos and or laziness and so when your team Don't have vision They don't have vision back up.   Yeah, so this this law is kind of like divine or universal order there's there's order or there's chaos and without vision and without guidance and without boundaries and without rules People tend to gravitate towards the middle right towards laziness towards chaos   And so the team has to be motivated towards some goals. If they're not motivated towards some goals or towards your goals as a business owner, they're not a culture fit. And they can't follow you and you can't lead them. And in order to lead them, you have to have goals. You have to have like provide some purpose. You and. So I thinking about this and I said, if it's not a democracy and not a dictatorship, what would it be?   And I guess it would be more like a benevolent theocracy of vision. That's what Chad GPT came up with. Basically a purpose driven monarchy, right? So there's a king, there's a queen and people believe in this person and they choose to follow and trust this person. That's really what a business is better designed to be. Now, why is that? Because democracy, if you give the majority in your business a vote to just make a decision about the business and they don't have   Vision or purpose that they believe in they're going to go towards what makes them more comfortable What makes them makes their job easier? It's not going to be what makes you more money. It's not gonna be it's not going to be what grows the business Typically, it's not going to be something that makes them uncomfortable It's not going to be something that adds more work for them Even if it's not actually more work if they perceive it as being more work So let's think about this not gonna do it   Yeah, so some business owners think, well, I'll motivate my team. I'll get them all focused on what I want. I'll get them focused on more money. And so they might do something like profit sharing or like bonus structures or giving them a split of revenue. The problem is entrepreneurs, most people are not like you and they don't really care that much about money. So money doesn't really motivate them. I know this is like a

In working with property management entrepreneurs, we have noticed that sometimes the leasing side gets neglected. In today’s episode of the #DoorGrowShow, property management growth expert Jason Hull sits down with Peter Roisman, founder of REV Leasing, to talk about unlocking the secret to high-performing leasing teams in property management. You’ll Learn [01:38] From the Sports Industry to Innovating in Leasing [06:39] How to Hire an Amazing Leasing Team [20:27] Why Leasing Should be a Priority [28:37] How REV Leasing Can Help You Transform Leasing Quotables “Having instability in that position is kind of dangerous from a property owner standpoint and from a management standpoint as well.” “It felt like, you know, if I could read, write and speak well and clearly and concisely, then it gave me an edge on the majority of the world and the world in general.” “Leasing is sales in a way.” “Owners tend to be focused on the bottom line, on the value they're creating because it's usually long-term and it affects them directly. Third-party managers are trying to get a job done and they're trying to do it as efficiently as possible.” Resources DoorGrow and Scale Mastermind DoorGrow Academy DoorGrow on YouTube DoorGrowClub DoorGrowLive Transcript Peter Roisman (00:00) So I was talking to a high, high up person at live core. this person said to me,   Listen, I'm afraid to invest in my leasing people because they turn over so often. You know what I said? I would be afraid not to invest in my leasing people because they turn over so often.   Jason Hull (00:14) All right, I'm Jason Hull, the founder and CEO of DoorGrow, the world's leading and most comprehensive coaching and consulting firm for long-term residential property management entrepreneurs. For over a decade and a half, we have brought innovative strategies and optimization to the property management industry. At DoorGrow, we have spoken to thousands of property management business owners, coached, consulted, and cleaned up hundreds of businesses,   helping them add doors, improve pricing, increase profit, simplify operations, and build and replace teams. We are like bar rescue for property managers. In fact, we have cleaned up and rebranded over 300 businesses, done websites for hundreds more than that, and we've run the leading property management mastermind with more video testimonials and reviews than any other coach or consultant in the industry. At DoorGrow, we believe that good property managers can change the world and 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 expand the market, change perception, build awareness, eliminate the BS, and help the best property management entrepreneurs win. Now, let's get into the show. All right, so today, my guest is Peter Roisman of REV Leasing. Welcome, Peter.   Peter Roisman (01:36) Thanks Jason, glad to be here.   Jason Hull (01:38) Great to have you. So before we get into REV Leasing and talking about the topic at hand, which is related to leasing teams and getting all that going, give us a little bit of background of how did you get into entrepreneurism and give us the backstory of leading to REV Leasing.   Peter Roisman (01:56) Yeah. So I guess I was born to be an entrepreneur because I started my first business at 23 and, uh, stayed in that business for 15 or so years. was a sports agent, sports lawyer, and, ran around the country representing athletes and coaches and other types of sporting celebrities. And then had a younger family and wanted to be home a little more than being on the road 26 weeks a year. So I got into other kinds of businesses.   including real estate, started developing surgery centers probably another five years after that, and did that for 10 years, developed 21 surgery centers around six states. And from there, I got into the multifamily leasing business because my business partners, longtime friends,   I saw a void in that particular position within the multifamily property management world. As you know, it's a high turnover position and, you know.   It's the tip of the spear, as you say, and probably deserves a lot of respect because it's responsible for 97 % plus all revenues. And it's the first person anyone meets on a property. it sets the tone and is really important. And having instability in that position is kind of dangerous from a property owner standpoint and from a management standpoint as well.   Jason Hull (03:16) Very cool. So what kind of inspired the, you went from sports to surgery centers to multifamily, then to property management. How did this path work out in your mind?   Peter Roisman (03:28) Well, when   I was in law school, my wife will remember this, I was debating very hard between being a developer and being a sports lawyer, sports agent. And the sports agent won because I had my first client when I was already in law school. And so, you know, I was started and I got going and didn't have a lot of time for real estate development at the time as I was doing this. And I was always, you my father was a real estate developer as well as a lawyer and it ran in the family. But, you know, a lot of my friends   are many decade developers and owners and property managers. And so it was a natural evolution. The development of surgery centers kind of led to the next phase of my real estate journey.   Jason Hull (04:07) Got it. Okay. Interesting. Interesting path. What do you feel like, I mean, being a sports agent and doing that, that's a very different and interesting career than doing the property management stuff. What do you feel like that empowered you or educated you on or enabled you to do? I mean, it sounds like there's some unique skills that come along with that.   Peter Roisman (04:28) I think so. I like to think that the thing I learned in college and I went to a liberal arts school was to communicate. it felt like, you know, if I could read, write and speak well and clearly and concisely, then it gave me an edge on the majority of the world and the world in general. So.   I think, you know, understanding for the sports agency world, had to understand value and marketing as well as contracts and positioning your clients. So, you know, it's not that different if you think of a client as a property in a way. It's how do you position it best? It's kind of similar. It was true when I   got to, you know, think that was similar when I was a sports agent, I was managing, you know, high profile.   you know, successful, strong ego people. And when I was in the development of surgery center business, the only reason I was able to get in it was because I had done that. You know, doctors very much parallel athletes in that way. They're   Jason Hull (05:27) Yeah.   Yes, yeah, a lot of ego there. how is that? also curious, part of your job, guess, in being a sports agent with spotting talent and picking potential. How is that translated into business?   Peter Roisman (05:43) Well, I think that's absolutely true. And there's a saying that, you know, what determines whether you're a sports agent or not, whether you have a client.   Jason Hull (05:52) Yeah.   Peter Roisman (05:53) That's your qualifications. If you have a client, you're now a sports agent. So I happen to have a legal background, but many of the people I was competing against in the world of sports agency did not have legal background. They would just hire legal and they were, they were more marketing and recruiting based. And, you know, so I had, I had to take on marketing and recruiting skills and develop them and they had to hire legal so that we were in the same place.   Jason Hull (06:17) So you had a little advantage because of the legal act.   Peter Roisman (06:21) say a slight advantage and certainly in contracts and negotiating, sure.   Jason Hull (06:26) Got it. Okay, so cool. Well, that leads us, you know, towards getting close to REV Leasing. So how did REV Leasing come about? What is it like? Give us, connect us to that.   Peter Roisman (06:37) Sure.   Yeah, so it's different today than when we started six years ago. We started in 2019. We realized that as we talked a little bit about in the intro here, the leasing position is very important, but really, would say not.   The focus on it isn't quite where it should be in order to maximize performance on the property. the turnover is a scary thing.   When you have two or three times turnover of the same position in a year, and I think in a statistics was, was more than two times a leasing position turns over a year. it's highly unstable as a position that's that destabilizes properties. And so we realized that, you know, what people were doing to fill those voids, the job openings, a lot of times was hiring temp agencies, BG and Liberty being the two largest.   And, and oftentimes these were either recycled people from, from who put in a resume that said, Hey, I leasing somewhere else, or they were people really lacking qualifications and, and each of those presents a problem. And so what we realized was we could go outside of the industry, find talented people who could communicate and, and train them to be successful leasing agents. And so we did this about 500 times and we only took.   under 1 % of the candidates, we looked at resumes and took a half of 1 % and hired those people and trained them and put them out there in the field. think at any given time, the most people we had working on our team was about between 80 and 90. And so we had a pretty sizable kind of leasing replacement business, if you will. And so then from there, realized our first person we hired and trained was a manager of a restaurant.   And so she went out on property. We only had a trainer for maybe two weeks, which was not a full training program. It was a partial training program

For Jason’s 48th birthday, we held an in-person sales workshop event for property management business owners in Orlando. What he didn’t know was that his wife, daughter, team, and clients had a surprise for him! In this episode of the #DoorGrowShow, property management growth experts Jason and Sarah Hull discuss what Jason has learned in the last year in business, relationships, and life, and what he’s looking forward to in the next year. You’ll Learn [01:48] Reflecting on a Year of Innovation at DoorGrow [07:36] A Year of Relationship Growth  [16:27] The Power of Being Able to Ask for Help  [22:10] Shifting Your Beliefs and Setting Goals Quotables “Because boundaries are about setting your locus of control, not trying to control somebody else.” “If you have a partner that's growing, if you're with them, you're tethered to this roller coaster that's on the move.” “Leadership is about inspiring others to be willing to support and follow you.” Resources DoorGrow and Scale Mastermind DoorGrow Academy DoorGrow on YouTube DoorGrowClub DoorGrowLive Transcript Jason & Sarah Hull (00:00) Yeah, no big deal. Just a bunch of property managers about to take over the whole industry. That's what I feel like us and our clients are really going to do is we're going to dominate the entire industry.   Hi everybody. So I'm Jason Hull and this is Sarah Hull, the founder and CEO of DoorGrow and the COO of DoorGrow, co-owners. And this is the world's leading and most comprehensive coaching and consulting firm for long-term residential property management entrepreneurs. For over a decade and a half, we have brought innovative strategies and optimization to the property management industry. We...   have spoken to thousands of property management business owners, coached, consulted, and cleaned up hundreds of businesses, helping them add doors, improve pricing, increase profit, simplify operations, and build and replace teams. We are like bar rescue for property managers. In fact, we have cleaned up and rebranded over 300 businesses, and we run the leading property management mastermind with more video testimonials and reviews than any other coach or consultant in the industry.   At DoorGrow, we believe that good property managers can change the world and 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. All right, now let's get into the show. All right, so today is   June 30th, which is my birthday. So some of you may see this later. You may see the recording later. We'll broadcast it live later, because that's what we do now. But it's my birthday today. And so we were thinking like, Happy birthday to me. So I am 48 years old. Sarah surprised me. We came out to Orlando.   to do a sales training event to teach our clients on the new model of selling stuff that we've been doing, to teach them my framework, the golden bridge formula, which I am now just starting to work on writing a book about that I think could revolutionize sales. And she surprised me by having my daughter, Madi who's our head of client success, be here.   and our clients be here the first day we got in, which I didn't expect. And they said surprise and they surprised me and we all hung out and it was very cool. And so I appreciate that. And so we were thinking like, what should we talk about today? my suggestion was let's talk about the last year and how things are different for you and then what you're hoping for in the next year.   So yeah, reflecting, so we actually do our planning year at DoorGrow starting on July 1st, not because of my birthday on June 30th, but because we want to offset it by two quarters because kind of trying to reach end of the year goals and hit your goals and strive towards success and winning as a company doesn't really work out super well at during the holidays when everybody's focused on family and Christmas and stuff like that. And so we offset it.   And so that we're hitting the end of our planning year in the middle of the summer, which really allows us to focus on things, get excited about new things and our upcoming plan. And so this is the end of our planning year. And it's also end of the next year of my life here on the earth. And so this is a good opportunity to reflect just on like what have we accomplished in the last year. And we've made a lot of changes at DoorGrow, so   What are some of the things that we've accomplished at DoorGrow in the last year? I think one of the big things that we did is we added more to the onboarding and now we're doing some of the onboarding with clients in person. So it used to all just be, you know, kind of talk with us and meet with us on Zoom and talk with us on Telegram and, you know, watch some courses on DoorGrow Academy.   And there is still all of that. And then of course you get your one-on-one meetings with coach for the first couple of weeks and we walk you through everything and make sure that you have access and make sure you know where to find everything and that you can log in and you know how to use it. And then there's another part of it that we bring you guys out to the North Austin, Texas area and we do a one day deep dive into your business. And that that's been a big shift.   We have been doing that for just about a year now Yeah, it's really there's something we've noticed and I call it the real bubble there's this bubble or this perception that we have to burst that the internet zoom calls videos like this are not real life and We have to break that or burst that bubble and connect them to us being real people because we're actually real people   Like you can fist bump us, hug us, give us a high five, give us a hug. Like we're real people. But until we pass that barrier with our clients, we've noticed they don't get as good of results. They don't absorb the content the same because this is not real life in their mind. So videos in DoorGrow Academy. so yeah, the in-person onboarding has been a really big deal in allowing us to really get to know clients better, to connect with them.   get people breakthroughs, usually we can offset the cost of the whole program, maybe even in that first in-person session. So that can be pretty powerful. And it's really increased our retention rate. It's really allowed us as coaches to keep clients more engaged and have them stay a lot longer. Yeah, and I think it makes us a lot more accessible to people. Because until you meet us in person, it's like, you can message us any time.   Sometimes people feel a little weird about doing that. Sometimes they don't know, am I allowed to do that? Or should I reach out? Or no, I don't want to bother them with that. But it's just so much more personal once you meet us in person. then it's like there's so much more of a deeper connection and relationship. And then people go, ⁓ yeah, they'll know the answer. I can talk to them at any point. And then they really start to leverage that resource.   So yeah, we've spent the last several years making a lot of improvements to our program. And I think the last several years, this last year, we've really put a lot of attention on lead generation, on focusing on how to actually grow our business now that we've got the program even more well dialed in and figuring out how can we reach more people. And ⁓ even just recently, we got some really strong breakthroughs in how I think we could help a lot more people.   a lot more quickly and just optimizing our sales process, which I think is just, I'm really excited about. Like I'm really excited about the stuff that we're rolling out and that we're doing at DoorGrow. Personally, man, I feel like this has been a big year of growth for me personally. A lot of changes. I feel like our relationship has evolved a lot. Like it's been, you know, I think coming into a new relationship.   and we've been together, we've known each other for total maybe what did you say today, six years? He's listening, yeah, almost six years. Almost six years. I'm bad with dates, stuff like that. yeah, almost six years. so, yes, we've known each other for a little while, but I feel like I'm just now starting to get clarity on some of the things, my own issues, some of the things that have helped me back, some of my own insecurities, some of my own challenges.   This year has been a year of me really learning and growing in relationship. I feel like quite a bit as well. But I think one of the things I've noticed in you, especially over the last year, is you   you shift much more easily into leadership at home with the family. Okay. Yeah. I think I've put a lot of study into the masculine and the feminine and just recognizing my role as being a leader and being willing to lead. And I think that allows you to feel lot safer and calmer.   in the relationship. yeah, yeah, for sure. Which also makes me feel a lot safer and calmer in the relationship. And so I think there's a lot of men that you see out there complaining about women. You see a lot of women complaining about men. And I think really, I really do believe that men really are meant to lead in that. And that leading doesn't mean controlling. It doesn't mean bossing people around.   Leadership is about inspiring others to be willing to support and follow you. And I think men are meant to be leaders. Like if they don't step out and be leaders, I think it's men's responsibility. And so if men are complaining about women, well, it's your fault guys. And if women are complaining about men, you're right. It's the men's fault. That's how I view it. Women, women. So it's your fault no matter what, men. Yes. Like, yeah.   Because if men really stand up and they really le

What are some of your goals you have for your property management business? Do these goals inspire you? Do these goals make you feel motivated to take action TODAY? In this episode of the #DoorGrowShow, property management growth experts Jason and Sarah Hull share ideas they learned from Dr. Benjamin Hardy at Mastermind in Paradise surrounding impossible goal setting as a strategy for growing faster. You’ll Learn [01:25] Using Goals and Time as Tools for Growth [07:51] Changing Your Mindset  [12:25] Changing Your Goals Changes Your Priorities Quotables “Goals that we set usually that are realistic are based on our current level of thinking.” “If we only operate based on our current level of thinking, we don't grow.” “You need to have something that's going to stretch you out of your current comfort zone and your current level of thinking.” Resources DoorGrow and Scale Mastermind DoorGrow Academy DoorGrow on YouTube DoorGrowClub DoorGrowLive Transcript Jason & Sarah Hull (00:00) if you felt uninspired in your business, you're not getting the growth that you want, you're on a bad   All right, we are Jason and Sarah Hull, the owners of DoorGrow, the world's leading and most comprehensive coaching and consulting firm for long-term residential property management entrepreneurs. For over a decade and a half, we have brought innovative strategies and optimization to the property management industry. At DoorGrow, we have spoken to thousands of property management business owners, coached, consulted, and cleaned up hundreds of businesses, helping them add doors, improve pricing, increase profits, simplify operations, and build and replace teams.   We are like bar rescue for property managers. In fact, we have cleaned up and rebranded over 300 businesses and we run the leading property management mastermind with more video testimonials and reviews than any other coach or consultant in the industry. At DoorGrow, we believe that good property managers can change the world and 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. Now let's get into the show. Okay, so we just recently got back from Mexico. We got back from Mexico and we had a good trip there. So what do we go to Mexico to do? We actually went to Mastermind in Paradise.   which was incredible. It was absolutely incredible. It was actually better than I thought it was going to be. Yeah, it was really cool. We got to connect and network with a lot of really cool people. And one of the key speakers that we got to do a private session with, with a small group was Dr. Benjamin Hardy. So Ben Hardy has written some amazing books. 10X is easier than 2X, The Gap and the Gain, Who Not How, and we got a preview   of two of his upcoming books one is time as a tool and the other is the science of scaling and everybody's mind were blown at this event and he He shared a different framework for how to look at goals. And so do you want to explain this? Why don't you why don't you explain it? Okay, and then i'll chime in. Okay So this is really exciting. So   A lot of times we set goals that are realistic and the challenge with realistic goals, goals that we set usually that are realistic are based on our current level of thinking. Our current level of thinking is the current problem. it's a limited thing. It's, it's our current thoughts and capacity and abilities and ideas. And if we only operate based on our current level of thinking, we don't grow. And so these are crappy goals. These are not effective goals to get us inspired, to get us excited. So   I realized I in some ways felt really unmotivated because I've had a goal for a while to get to a certain growth level and impact level and revenue level, but it was a linear goal. It was a realistic goal. was making sure the goal was realistic, that I could see how to do it. And then it just meant more work because it was realistic. I was just thinking, this is what I know how to do now. And I just need to do based on my current level of thinking, more work, like 10 times more work if I want to get.   10 times bigger. And that's just such a grind. It's just really draining. So if you felt unmotivated, if you felt uninspired in your business, you're not getting the growth that you want, you're on a bad path currently. path is not is a path based on your current reality, which means you're not thinking differently. And so he talked about how it's important, essential to have impossible goals. You have to pick a goal.   that is impossible or unrealistic or unreasonable based on your current level of thinking. And if you pick a goal that is currently impossible or unreasonable, what's amazing is your brain is like a masterful supercomputer. It's like a quantum computer and your unconscious mind and your subconscious and eventually your conscious mind will come up with ideas, new ways of thinking. If the goal is outside of your current level of thinking, it's currently impossible with your current level of thinking.   And so this was where the goal becomes a tool to get you to think differently. And so if you view goals instead of as something you have to hit or you beat yourself up or you try to hit because you want something and you try to get yourself really motivated, that's, think that's a poor way of thinking about the goal. The goal really is a tool to help you to think differently and help you to grow and help you to expand and get into a new mode and new level of thinking.   And then he compounded that with talking about time. And you can either make the goal way bigger to the point where it becomes impossible. And so you have to start finding new ways of thinking. Or you can shift the timeline to take your goals, like a lot of property managers say, I want to add 100 doors in a year. That's a crappy goal. I mean, it's a realistic goal. It's a decent goal. And we help lots of clients do that. But that's not a really exciting, inspiring goal.   But what if you shift the timeline to 90 days? That sounds impossible at first, like 100 doors in 90 days. And I shared this with some clients just before this call. I was on a call with some clients and suggested that some of them were like my goals 100 doors. But now based on what Jason's saying, I'm going to make it a 90 day goal. And then they start thinking of ideas. They start thinking like, what if I just found four real estate agents that have 25 units? They're tired of managing.   I could hit a hundred doors. What if I found one small acquisition deal? What if I found an investor? One of our clients on the call says he has an investor right now that's going to has like 120 units that he's going to onboard another investor with 40 units. And he's just like growing rapidly. Now he's fast on his way to being at a thousand units. It's going to happen. And so his goal is to get the 3000. He's now making a bigger goal. Yeah. Yeah. So   So you need to have something that's going to stretch you out of your current comfort zone and your current level of thinking. you know, but some of the people on the call were like, well, if I shoot for this goal in 90 days and I don't hit it, I said, well, what if you only got 50 in 90 days? Would you beat yourself up and feel horrible? They laughed and they're like, no. I said, what if you got 25 units in 90 days? Would you beat yourself up and feel horrible? They said, no, of course not. Because their goal was a hundred in a year originally.   So it's just having a better tool to give you a better path. And the current path that you're on towards a goal that you have, it's not the same path. It has to be a completely different path. It's like trying to fly to Hawaii versus New York. It's a completely different path to get to a much better destination. It's a totally different path. You cannot just 10 times the amount of phone calls that you're gonna make or 10 times the amount of hustle   they're going to do to hit this goal in 90 days or to hit your five year goal in a year or to, do something 10 X bigger or a hundred times bigger. You have to find a different path. And so when you get your brain working on that, you will start to find different paths. You will start to connect with others that may be able to put you on a different path and at DoorGrow, That's one of the things we do for clients is we help them have a bigger vision and we help give them, one of those who's he talks about.   Finding a who not a how and new who's can give you new paths and this is what we do We give clients a new path to get to these goals that they weren't able to think of before So that's my two cents on it. So I Think that's pretty good and then also when when the book comes out because you can't get it yet We were lucky enough to to preview it. Yeah, so when the book comes out   Definitely make sure that you read it. It is so fantastic. I don't even have enough good things to say about it. And Dr. Benjamin Hardy he's phenomenal. And all of his stuff is really good, but he pursues excellence in everything that he does. He doesn't want to just write a book and publish a book. He wants it to be a masterpiece, like an absolute work of art.   that really comes across in his work and hearing him speak. And it was great that we got to be a part of that, Do you remember him talking about the floor? Could you touch on the idea of the floor and how setting a big goal changes the floor? Yeah, absolutely. And I think that's something that you and I have both been really questioning. when he talks about what is your floor?   So this is kind of like the minimum that you will allow. What are the lowest level things that you will do? And when y

As a property manager, you know the value you provide to real estate investors. You offer peace of mind, safety and certainty, and expertise. What if every investor found a property manager to partner with before even contacting a realtor? On today’s episode of the #DoorGrowShow, property management growth expert Jason Hull sits down with real estate investing author and coach Dustin Heiner to talk about building wealth through real estate investing and the role of property managers. You’ll Learn [06:06] Dustin's Journey to Financial Independence [17:48] The Importance of Property Management in Real Investing [30:04] The Importance of Finding Clients You Want to Work With [41:42] Investing as A Property Management Business Owner Quotables “If you try to serve people, then your life is going to get better.” “If you don't have your business that could run itself, then you're going to be losing money.” “Your property manager is absolutely your quarterback.” Resources DoorGrow and Scale Mastermind DoorGrow Academy DoorGrow on YouTube DoorGrowClub DoorGrowLive Transcript Dustin Heiner (00:00) this is the number one thing that I teach all my students, the first thing they always say, Hey Dustin, I found a great city to invest in. I've already got five realtors sending me deals. said, Whoa, Whoa, Whoa, Whoa. Let's say you bought one of those properties. Who's going to manage that? And they said, I don't know. I said come on. Like you, you're putting the cart way before the horse realtors are the last thing because you need to make sure that the   business is going to run perpetually without you. Cause the last thing you want is another job.   Jason Hull (00:26) All right, we are live. I am Jason Hull, the founder and CEO of DoorGrow, and we have the world's leading and most comprehensive coaching and consulting firm for long-term residential property management entrepreneurs. For over a decade and a half, we have brought innovative strategies and optimization to the property management industry. At DoorGrow, we have spoken to thousands of property management business owners, coached, consulted,   cleaned up hundreds of businesses, helping them add doors, improve pricing, increase profit, simplify operations, and build and replace teams. We are like bar rescue for property managers. In fact, we have cleaned up and rebranded over 300 businesses, and we run the leading property management mastermind with more video testimonials and reviews than any other coach or consultant in the industry. At DoorGrow we believe that good property managers can change the world and 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. Now, let's get into the show. I'm hanging out today with Dustin Heiner who is successfully unemployed, according to his shirt.   it for those that can't see this later. So Dustin, welcome to the DoorGrow show.   Dustin Heiner (01:53) Jason, thank you so much for having me on the show. just love, I love property managers. I'm a real estate investor, bought property since 2006. Just, I don't know, I've got 30 plus properties, 750 apartment unit complexes and hotels I invest in. And I love not doing any work because my property managers are amazing. it takes a lot of time finding the right property managers, but in the end they make my life easier and I love paying them. They're only one of two people I love to pay, my accountant   and my property managers, because they make my life easier. I love that you have this show. I'm super pumped to be on, so thank you so much for having me.   Jason Hull (02:31) Awesome. I love the positivity because a lot of my clients get a lot of... How do we say it? Shit. Really. And you know, they feel unappreciated in a lot of... So I know there's a lot of listening. They're like, man, I want investors like this guy. But yeah, I love that you love paying property managers. I think I've said on one of my TikToks or reels, I said, the biggest mistake landlords make...   with rental properties is not hiring a property manager. And during this process.   Dustin Heiner (03:01) I don't want to deal   with tenants personally. I invested so that my property would work for me and I did not want to handle talking to tenants. In fact, I did at the beginning, I started talking to tenants, but I found out I'm a pushover because it's my property and I'm trying to be nice and everything like that. And it's so much better when there's a middle man that's going to be there. I tell my property managers, use me as the bad guy. Like say, this landlord, he's a jerk, but this is what we got to do.   I want to help them to make it easier on them, but in the end they make my life easier. yeah, I absolutely love that. Well, one thing you and I both know, property managers should be investing themselves too. They should be grabbing properties. if you know of a, if you're a property manager, you will eventually know somebody, an investor, who's going to be selling a house. Well, shoot. Instead of like, oh, point this over to investor, which I get lots of property managers sending me deals, say, hey, this guy's looking to sell. I'm like, great, and I'll buy it.   how much better would be if you guys bought   Jason Hull (04:00) Yeah, absolutely. I mean if you're a property manager you should really understand and know real estate investing like you're you're basically the advisor for your clients to do this and You have a pulse You know an understanding of the market that nobody else has and so leaning on a good property manager It can also be they could be an invaluable resource   of knowledge. if you before you get into a property one of the smartest things you could do is go ask the property managers is this a good investment or is this a good area or is this like is this a good idea and they're like no you should not have a short-term rental property out in the middle of the desert that nobody wants to go to like it's not you're not gonna cash flow but the you know the guru I'd listen to said I could you know yeah don't do that   Dustin Heiner (04:47) I've got, yeah, no, and you're 100 % right. So I personally, I've coached thousands of people to buy properties and I like buy and hold. Like it could be long-term, short-term, medium-term, even co-living, but we're gonna buy and hold these properties. Like we've got five kids. So I'll give these properties to my kids. I started investing back in 2006, just kept buying property after property. And then I realized when you get cashflow, when you get money coming in every single month from every single property, then you get financial independence and everything else on top of that is just gravy.   Jason Hull (04:47) Okay.   Dustin Heiner (05:15) And I consider my property manager, my quarterback of my team, like the football football team, they're going to make me money. They're going to protect me. They're going to make sure that everything is going right there. They're the, they're the quarterback of my team. And so when I find a good property manager, I hold onto them. In fact, I love find, well, here's what I do also. So in finding a good property manager, I do interviewing. I don't just grab first person because I personally feel like it's best to, you know, not everybody can work with everybody meaning   Somebody might not work well with me. I might have a bad personality of them. They're like, I don't like this guy. He's too hyper. He's got too much energy. Or they might say, hey, this is a great person to work with. And so what I love to do is when I grab a property manager and I just keep buying properties and keep giving it to the property manager, they keep doing well. But I mean, honestly, in the end, I wanted financial freedom and I knew that as I bought real estate over time, the value goes up. But the biggest thing is I invest for cash flow so that   Jason Hull (05:48) Bye.   Dustin Heiner (06:10) Money comes in every single month and give you case in point, your property managers are sending money. Like if you're a property manager, you're sending money to your investors, which is great because you're, making money, but you're also making them money. But at the same time, imagine that money coming into your pocket.   Jason Hull (06:27) Okay, I love this. think the clients listen to this or even property managers just listen to this and be like, I should probably send this out to all my clients so they should they can listen to this because this guy knows something and I want all my clients to see us in this light. This is a great light to see us in. So let's let's go back because we skipped qualifying you. Let tell us about yourself. Qualify yourself. Why should investors that   that these property managers send this podcast episode to and say, listen to this guy Dustin, you should be, you want to be like Dustin. Why should investors be listening to you?   Dustin Heiner (07:00) Absolutely, totally.   you know what, I'm even gonna tell you a quick story of what really shoved me into real estate investing. I started investing back in 2006, but I was not born with money. In fact, I was born into a very poor family, and I did what everybody is taught. We're taught this same exact path. You go to school, you get good grades. You take those good grades, and you go to college or university and get thousands and thousands of dollars into debt.   and then you get a piece of paper or a degree, that's what it's called, and you take that degree and you shop around and you try to find a job, a quote unquote career from someplace. And so I'm doing that exact same thing. In fact, Jason, I get the most stable, secure job you

They say you are the sum of the 5 people you spend the most time with.  In this episode of the #DoorGrowShow, property management growth expert Jason Hull shares the importance of surrounding yourself with like-minded people, including growth-oriented entrepreneurs in the property management industry. You’ll Learn [01:24] The 3 Key Ingredients for Building Friendships [08:56] Creating Connections in Entrepreneurship [16:46] The Importance of Physical Proximity and Community Quotables “If you don't have the connections, the network, the friends, the success that you're hoping for, part of it may just be you don't have proximity. You haven't chosen to initiate stuff with people.” “They say you're the sum of the five friends you spend the most time with.  You'll start to adopt their mindset.” “Not a lot of people are willing to get a coach or hire a consultant or invest in themselves or invest in their business.” Resources DoorGrow and Scale Mastermind DoorGrow Academy DoorGrow on YouTube DoorGrowClub DoorGrowLive Transcript [00:00:00] The fastest path to growth is to do it with others. [00:00:03] It's to have people that are playing a game. They can make mistakes for you and tell you what they learned. They can tell you what's working and you can try that stuff too. And it just helps speed up momentum. [00:00:15] All right. I am Jason Hull, the founder and CEO of DoorGrow, the world's leading and most comprehensive coaching and consulting firm for long-term residential property management entrepreneurs. For over a decade and a half, we have brought innovative strategies and optimization to the property management industry. At DoorGrow, we have spoken to thousands of property management business owners, coached, consulted and cleaned up hundreds of businesses, helping them to figure out how to grow, add doors, improve pricing, increase profits, simplify operations, and build and replace teams. We are like Bar Rescue for property managers. [00:00:56] In fact, we have cleaned up and rebranded over 300 businesses and we run the leading property management mastermind, with more video testimonials and reviews than any other coach or consultant in the industry. At DoorGrow, we believe that good property managers can change the world, and that property management is the ultimate high trust gateway to real estate deals, relationships, and residual income. [00:01:18] At DoorGrow, we are on a mission to transform property management business owners and their businesses. We wanted to transform the industry, eliminate the bs, build awareness, change perception, expand the market, and help the best property management entrepreneurs win. Now let's get into the show. So what I wanted to talk about today with everybody, one of the things that's really interesting that I've been thinking a lot about is proximity. [00:01:43] I want you to think about the power of proximity, location, nearness, distance proximity can be very powerful. So I've been listening to this audio book by Mel Robbins called Let Them and All About the Let Them Theory that she came up with, and I think it's a brilliant book. It aligns with a lot of other books that I think have really good philosophy and ideology in it. And one of the things she talked about is creating friendships and how to create friends and how as adults that's hard and why. And what she explains in the book is that when you're young, you have like... First, friendship takes three key ingredients, proximity, timing, and energy. Proximity, timing and energy, these three pillars of friendship. And when you're a kid, you have set schedules, you're going to school all the time, you're around other people for hours and it takes like 70 plus hours to make a decent friendship and like, I don't know, 200-300 hours to make like a really strong friendship. [00:02:45] And we don't generally get that a lot of times as adults. It's hard to get that amount of time with people. Can you imagine 70 plus hours with somebody. Like it's difficult to get that. So then we end up, we've got our spouse, maybe our kids like, you know, so we, it becomes really difficult. Not only that, but she talks about how at around our twenties there's what she calls the great scattering where proximity and timing changes dramatically for everybody. [00:03:12] People are like, you know, leaving, graduating college moving away. Like there isn't this set system that you're caught up in that creates proximity and the timing is the same, where everybody has the same stuff going on. Then there starts to be marriage and kids and traveling and like moving places and work and so timing shifts for everybody. [00:03:35] And just because proximity or timing changes doesn't mean that you're no longer friends with that person and they're now your enemy. Because their timing changes and you feel maybe like they abandoned you, but really as soon as the timing aligns or proximity aligns like you're nearby or you're at a similar stage in life again, like you both have kids now or something like this, you're both married now, then the friendship can pick right back up. [00:04:01] And I thought that was a different perspective. A lot of people, you know, I think as adults find it difficult to make friends and so it's about proximity and you know, the person you have the most proximity to is going to be your spouse. Like, you got to choose your spouse wisely. So I'll give you an example. [00:04:16] So Sarah lately has been really into flying, really into getting her pilot's license, not because she wants to someday become a commercial pilot and fly people around. It's because she wants freedom and it's this hobby and this passion of hers that she's caught up in. And she really is into power and achievement. [00:04:35] So she loves being able to learn and level up and develop skill in whatever. Like at a young age, she got a black belt in kenpo karate, right? And you know, she's this kind of personality, power and achievement is her basic need. So she's been flying. Well, because I'm around her and I'm in proximity to her. [00:04:54] I'm learning a lot about aviation, I'm learning a lot about weather. I'm learning a lot about all the stuff she's learning about because she's telling me and she's excited about it. And so, you know, just in proximity, and she just did her first flight. She just did her very first solo flight, which was like a big celebration. [00:05:12] And her instructor cuts off the back of her shirt because I guess the tradition is when your trainer would sit behind you in a plane and tug on your shirt tails to let you know if you need to go right or left because they didn't have the planes they have now, which is like dual control and you can steer. [00:05:28] He cut off the back of her shirt and like there, there's this celebration. I got to watch her first flight. I got to go up in the tower at Georgetown Municipal Airport or whatever it's called. That's near our home. And I went up into the tower twice. I got you know, we bribed them with cupcakes to let us come up and they were willing to let us come up. [00:05:46] I got to see that I got to see, you know, takeoffs and landings from the airport. I got to see the hangar at Pilot's Choice where she was learning and meet instructors there. And I got to see kind of her whole world that she's been involved in for months and get the experience. And eventually she convinced me to do a flight. [00:06:06] I'd never flown in a small plane. Like these are small, these are like, it was a tomahawk. This is what she's been learning in. because they say it's the hardest plane to learn in, and that's what Sarah intentionally chose to do. She's like, I want to be in the most difficult plane to fly. It's like a lawnmower with wings. [00:06:26] Like it's just like it's really tiny, no air conditioning. Like you get really hot in the summer. And I went and did my first flight. It was a discovery flight with her instructor. And I got to go up and experience what it'd be like, and I had no idea, like, I thought maybe it'd be like flying in a... I thought it'd feel like a rollercoaster. because you know, big planes don't get moved around a lot. I thought the little plane would feel like I'm like a rollercoaster, like my stomach's moving around and I'm like freaking out and whatever. But it wasn't that exciting. It wasn't a rollercoaster. It felt like just bumping around on the air. [00:06:58] Like it was pretty cool and I got to do everything. He had me do the takeoff turn everything except landing, which thanks for helping me land, Mike. We tried to trick Sarah that I had landed my first time and I was an expert because that's one of the harder things to do. But she didn't give us the reaction we were hoping for. [00:07:16] And because she knew we were messing with her, I think. So it, that didn't work, but we were trying to mess with her because when she first started getting her first landing, she was so excited. So he was like, "he's a natural have been teaching him, because he just landed the plane by himself," and she didn't give us any reaction, which made it not fun. [00:07:33] Thanks Sarah. So she knew we were up to something. Anyway, so it was it was an experience. I would never have probably just chosen to get into a little plane and fly it and do a lesson or any of this if I wasn't in proximity to somebody that was doing it. And so the people that you choose to be around... what I'm trying to illustrate... are important. Proximity matters. [00:07:56] And so if you don't have the connections, the network, the friends, the success that you're hoping for, part of it may just be you don't have proximity. You haven't chosen to initiate stuff with people. You haven't been around the right people. You haven't been around people that are successful. [00:08:12] If you aren't feeling successful, it may just be you're lacking proximity. It really can be that simple. They say you're the sum of the

How did you end up in the property management industry? Becoming an entrepreneur is often a difficult and lonely path with many ups and downs along the way. Many property management business owners are miserable in their own businesses. In today’s episode of the #DoorGrowShow, property management growth expert Jason Hull sits down with property manager and DoorGrow client Derek Morton to discuss how he was able to build his property management business and team around himself. You’ll Learn [01:53] The Entrepreneurial Struggle [09:03] Building a Business Based on Humanity and Care [26:48] The Impact of The Right Company Culture and Team [38:57] Masterminding with Savvy Property Managers Quotables “Property management really is a business of relationships.” “If people fail me, sometimes I don't have a proportional response. So why would I expect anyone else to act differently?”  ”Your internal beliefs really, I think, shape the environment that we allow or create around ourselves.” “If you're relying on team members, it's really dumb to think you've got all of the best ideas and nobody else is as smart as you.” Resources DoorGrow and Scale Mastermind DoorGrow Academy DoorGrow on YouTube DoorGrowClub DoorGrowLive Transcript [00:00:00] Derek: Sarah was like, "Hey, you did all this stuff, how did you do it?" And I'm like, I don't know. And so we went back and we ran the numbers. 88% of my growth has come from my network and just those relationships.  [00:00:13] Jason: They say your network is your net worth, right? [00:00:15] Jason: Okay. I'm Jason Hull, the founder and CEO of DoorGrow, the world's leading and most comprehensive coaching and consulting firm for long-term residential property management business owners. For over a decade and a half, we have brought innovative strategies and optimization to the property management industry. [00:00:32] Jason: At DoorGrow, we have spoken to thousands of property management business owners coached, consulted, and cleaned up hundreds of businesses, helping them add doors, improve pricing, increase profit, simplify operations, and build and replace teams. We are like bar Rescue for property managers. In fact, we have cleaned up and rebranded over 300 businesses, done websites for hundreds more than that, and we run the leading property management mastermind with more video testimonials and reviews than any other coach or consultant in the industry. At DoorGrow, we believe that good property managers can change the world, and 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. [00:01:16] Jason: That's our mission statement. We want to transform the industry, eliminate the bs, build awareness, change perception, expand the market, and help the best property management entrepreneurs win. Now let's get into the show.  [00:01:27] Jason: So I'm hanging out today with one of our clients, Derek Morton, over at Net Gain Property Management. [00:01:32] Jason: Derek, welcome to the show.  [00:01:33] Derek: Thanks for having me. I'm excited.  [00:01:35] Jason: So, Derek, you're doing a lot of unique things there and you've had a lot of success and things have been going really well. I'm excited to to, you know, get into you know, some of this unique stuff that you're doing and chat about this topic of 'from crisis to connection.' [00:01:53] Jason: And so to kick things off, tell everybody how did you get into— when did you first figure out you were an entrepreneur? Like how'd you get into business? And then maybe that'll segue into starting a property management business and so on. Give us some back background on you.  [00:02:10] Derek: I still struggle viewing myself as an entrepreneur to be honest with you in that way. [00:02:16] Derek: Like I've done sales stuff growing up and my parents are like, you suck at this. Like, you're not going to be able to make a living.  [00:02:23] Jason: They didn't believe in you.  [00:02:23] Derek: No, they're very self-aware. Like, I mean, trust me, I understood like they were right. But like, what was funny is like on the sales, like I couldn't close but I could present and I could put on a show and make it entertaining. [00:02:37] Derek: And so, like, one of the things that I did is I sold Cutco knives. Okay. But I couldn't close. But I would have more people like, and I'd have a longer list of referrals of people's friends after the end of each one of the presentations than anyone else. But I couldn't close, so I was getting, I made a decent amount of money, because you got paid per presentation. [00:02:57] Derek: And they couldn't figure it out. And they sat in on one of my things and they're like, "you need to close the deal." And I'm like, "I don't know how to close the deal." I just, you know, and then I ran a snow cone shack, and that was probably one of the funnest things I ever did. And we went crazy with stuff. [00:03:10] Derek: Couldn't make any money, me and my partner, but we had a good time and made an impact. We had came up with all sorts of crazy combinations and all this time I was in the title industry when I was running that and marketing and just built relationships and that was all my sales, was just relationships. [00:03:26] Derek: I can't do hard sales like it makes me sick. Yeah. But the relationships and all that stuff comes naturally. And so, I mean that's—  [00:03:35] Jason: and property management really is a business of relationships.  [00:03:38] Derek: It is.  [00:03:38] Jason: And people that lose sight of that think it's some sort of tech game or like a lot of these businesses have felt failed. [00:03:45] Jason: They just, they don't get it.  [00:03:47] Derek: As you say, the deals close at the speed of trust. Yeah. I do say, and so see, I listen sometimes and sometimes, enough to gather a few things. But being able to work on those relationships and just see people has like, been that secret elixir. [00:04:03] Derek: And so when I was looking to start a property management company my parents were like, "you're an idiot. You failed at everything else." Even my wife was nervous. The only thing that convinced her was we were in the process of building a house and we were going to rent out our town home. And she's like, "there's too many property management companies where we're at. I'm not going to pay, you know, who's going to pay 10% or whatever for this, like, when you can do it yourself." And I said, "okay, you're going to do this on your own." And so I just let her do it. And she had asked questions and I said, "Google it." And as someone who's married yourself, you can understand how well that went over. [00:04:39] Derek: And so, and then hearing everyone's stories and different things like that, my wife, by the time we had it rented out was like, "okay, you have my support." And then the, you know, the rest is history. Rough first year, and then we've just been on a rocket ride since.  [00:04:53] Jason: So you, how important do you feel like it was to get your wife's support? [00:04:59] Jason: I've been the entrepreneur that didn't have support in a previous marriage, like that was a rough thing.  [00:05:05] Derek: Oh it's a hundred percent. Like, I mean, it's the only way I could do like, I mean, so about six months in, so I didn't take, really take a paycheck the first year. We were living off savings. Yeah. It was kind of a struggle. My partner was looking at me like, "you're going to make this work." And once again, like, I struggled one, you know, with hard sales and the hard part that I didn't realize that, you know, I was marketing for title companies, so I had all these real estate agent contacts. But it's a town. It's notorious. When you try something new, they're like, "we know you as the title guy. We don't know you as the property management guy. That's a different thing." And so I was like, "oh they know me, trust, and they sent me all these deals to close for them, you know, for the client. [00:05:42] Derek: So they're going to try. And they're like, it's different. And I'm like, okay. Yeah. So I didn't anticipate that, but I remember one time, my partner had set up with the real estate brokerage he was in the management company or the broker of the business. Were going to start a statewide management company. [00:05:59] Derek: And they were going to have me run Cedar and we had a conversation and my partner was laughing because I was, I had no leverage. But I was kind of belligerent because I'm like, your software sucks. Like, I know I don't have a whole lot of clients, but like why would I ask them to take a step down on the level of service? And with that being said, I'm like, I have a family to provide for, and I'm like, the dream's dead. Everyone's right, right? I can't do sales. I'm not an entrepreneur. I can't work for anyone else either, so I'm like, I'm kind of screwed.  [00:06:26] Jason: I'm unemployable. That kind of means you're an entrepreneur if you're unemployable. [00:06:30] Derek: I mean, that's the funny thing is my family's like, "why don't you find a job?" I'm like, "I tried." All these companies, like, "dude, you've done so many cool, amazing things. We love you and everything. We can't hire you." "Why not?" "You just don't fit our culture." And I'm like, "**** you!" Oh yeah that's probably why I don't fit your culture. [00:06:45] Derek: Right. And so like I had at that point decided I was going to sell out and I'm like, okay, I'll work for something else and if not something else, I'll just kind of, this will be the next step. I'll just balance and then figure out where I go to next.  [00:06:56] Sarah: Yeah.  [00:06:57] Derek: But I woke up at like three o'clock in the morning and I'm just like, I can't do it. [00:07:00] Derek: I can't do it. And told my wife, I said, "I can't sell." And she's like, "okay

As a property manager, have you ever worked with foreign investors? If not, what is stopping you? Is it because you don’t know another language or because you don’t know where to find foreign investors? What if there were a service that handled that piece for you? In this episode of the #DoorGrowShow, property management growth expert Jason Hull sits down with the founder of HomeAbroad and Ziffy to talk about how property managers can connect with investors living outside of the United States.  You’ll Learn [01:49] Building a Platform that Helps Foreign Investors Find Properties  [08:21] Helping Investors in the U.S. Find Investment Properties  [14:46] How HomeAbroad and Ziffy Can Benefit Property Managers  [25:23] Using Real Estate Investing and Property Management to Move to the U.S.  Quotables “No one wants to be a landlord… They're looking for a good way to maximize return on their investment or return on their cash.” “If you are a smart investor, if you are running this as a business, right, you got to have property management.” “You can't build a portfolio of a hundred properties by managing each property yourself.” “You grow together. It's a small industry, you know, we got to help each other and we grow as a business together.” Resources DoorGrow and Scale Mastermind DoorGrow Academy DoorGrow on YouTube DoorGrowClub DoorGrowLive Transcript [00:00:00] Client finds the property through a platform. We do the mortgage financing, so we will introduce the property manager at the right time and say, "Hey, by the way, you can find the right property manager to help you manage this property, so, we'll kind of introduce you in the right point in that journey to make sure that you have a high conversion as well.  [00:00:20] All right, I'm Jason Hull, the founder and CEO of DoorGrow, the world's leading and most comprehensive coaching and consulting firm for long-term residential property management entrepreneurs. For over a decade and a half, we have brought innovative strategies and optimization to the property management industry. At DoorGrow, we have spoken to thousands of property management business owners, coached, consulted, and cleaned up hundreds of businesses, helping them add doors, improve pricing, increase profit, simplify operations, and build and replace teams. We are like Bar Rescue for property managers. We have rebranded over 300 businesses and we run the leading property management mastermind with more video testimonials and reviews than any other coach or consultant in the industry. [00:01:06] And if you are wanting help with any of that stuff, then reach out to us at DoorGrow. So we believe at DoorGrow that good property managers can change the world, and 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. [00:01:28] We want to transform the industry, eliminate the bs, build awareness, change perception, expand the market, and help the best property management entrepreneurs win.  [00:01:38] Now let's get into the show. All right, so my guest today, I am hanging out with Amresh Singh, welcome to the DoorGrow Show.  [00:01:46] Thanks, Jason. Thanks for having me. Appreciate it.  [00:01:49] It's good to have you. So I would love to get into your background so people understand, like who are they listening to or viewing on this, and tell us a little bit about your journey into entrepreneurism and how you kind of got started and that will lead us into your business. [00:02:04] Awesome. So my background has been at the intersection of mortgages and technology. I used to work for a leading international bank before I started HomeAbroad. And originally I'm from India, so I moved to the US 10 years back, working for this big bank who moved me from India to the US to work closer to the headquarters over here. [00:02:25] I managed their international customer acquisition. And you know, in that journey, you know, I realized that two things that we have. Or I should say two really fascinating things about the US real estate market, which is, you know, 30 year fixed state mortgages, which we, in the US you know, we tend to ignore and we take it for granted. [00:02:45] It does not exist in most places around the world. It's a superpower, 30 year fixed state mortgages. Right? Yeah. Plus combine that with, you know, higher rental leads in the US market. You know, you're really looking at a true wealth building too. Right? So that realization coming from, you know, an international market into the US market, seeing the superpower of the, you know, how real estate in the US can really help you build generational wealth. You know, gave me the idea to start HomeAbroad, you know, which was a company that was focused on global investors investing in USD asset market, right? You know, and taking the advantages of, you know, some of these superpowers, I will speak later in your podcast. [00:03:24] Right? But that's how the journey started. And then, you know, as part of that journey, we realized, you know, some similar gaps exist in the domestic market as well that led to formation of Ziffy, which I'll talk about as well as we progress in the podcast. So that's kind of in nutshell, my know, my entrepreneur journey, my background, so.  [00:03:40] Very cool. I've noticed, you know, every now and then I get clients that they've got some special connection to an international market. You know, I've got a client from Israel and he's able to pull in Israeli investors and they're wanting to get into the US market, and he helps them handle all of that. [00:03:56] I had a client that same thing with China you know, and other different foreign countries, you know, and so that's a competitive advantage that each of these property management business owners have, but it's not one that every property manager can just create because they don't know a different language. [00:04:14] They don't have a network or connections overseas, and so that could be a challenge. But I see how that could be a competitive advantage for building up your own portfolio if you could access international investors. And I didn't really realize that, but I just grew up in this bubble of the US but 30 year fixed rate mortgages sounds so normal. You know? Yes. So, okay. So cool. So, so tell us a little bit about what you've got going on.  [00:04:40] Yeah, so, you know, as I mentioned, you know, we operate two brands. HomeAbroad is where we started, right? And that's a shop, that's a PropTech and FinTech shop that's focused on helping global investors invest in the US real estate market. [00:04:52] Right? If you think about, you know, real estate, right? It's kind of, you know, wealth building tool or is a mode of, you know, building generational wealth around the world. People invest in real estate for stability, right? For, you know, that that ease of mind, okay my investment is going to grow, right? [00:05:08] But you know, in most places around the world when you're investing in real estate, you're not doing that with leverage. You know, you are buying that in cash and you are, you know, mode for return on that investment is really banking on the capital appreciation on that property, right? What changes in the US market is because of 30 year fixed rate mortgages, there's no payment shock. [00:05:28] The rate is fixed for the term of the loan. That's 30 years. Since it's amortized for a 30 year period, your monthly payments are lower, right? Rental liens are higher. So what ends up happening in the US market is rent covers mortgage in majority of the scenario. [00:05:44] Yeah. It cash flows day one. Absolutely right. And that is something. So think about it, right? So you are generating cash flow from day one with leverage. I'll repeat that with leverage, right? So 20-25% of your money is able to help you buy a hundred percent of the property with cash flow or passive income from day one. [00:06:05] It just does not happen in most places around the world. Now imagine this: you explain this to someone who has no idea about the US state market, right? And then you tell them, Hey, not only you know the value prop, but as a company HomeAbroad, we are going to give you mortgage financing with no US state history. [00:06:25] Right. And we are going to underwrite you not based on your personal income or assets from your home country. We are going to look at the property's income, right? And we're going to underwrite based on that, right? Suddenly someone who has no affiliation with the US, you know, market or financial market is able to invest or buy US real estate for the obvious benefits I mentioned, right? [00:06:49] Cash flow with leverage, but also you're putting your money in the largest economy in the world. USD is still the reserve currency, right? So you're shielding yourself from currency risk that's might exist in your home country, right? And suddenly when you explain this to a global investor, it's an aha moment for them, right? [00:07:04] Because this is something that does not exist in their home market. You know, they want to, you know, kind of diversify their assets and dip into what US has to offer this kind of opening American dream to the world. Yeah. Without them having to live or work in the US. You can live and work in your home country and dip into what America or American dream has to offer, you know, while you sit in your home country. Right. And that's kind of what was a game changing phenomena for us. Great traction, great, you know, reserves. But what we saw, Jason, you know, these people were coming in and we're like, okay, great. I want to invest in USA asset market. But I don't know where to invest. [00:07:40] Right. I don't know the US market, I don't know which city to invest in. Right. And my team, you know, we found ourselves going onto Zillow doing invest

If you are still doing sales the old-fashioned way in your property management business, or selling the same way you sold 5-10 years ago, you are likely struggling to add doors right now In this episode of the #DoorGrowShow, property management growth expert Jason Hull shares his current model of sales and the sales strategies working for him right now. You’ll Learn [02:26] Generating and Nurturing Leads [09:08] The Discovery Phase [14:39] Creating a Sense of Urgency [20:45] The Golden Bridge Formula Quotables “You want to be careful about the type of leads that you're getting on because it actually can limit your growth and hurt your growth.” “There's very few people searching for property management online and the biggest companies are already spending tons of money on that.” “So I want them to be clear on the problem because if they're not clear on the problem, and I'm not clear on the problem, then there's no point.” “There's always a motivator that's driven them to action.” Resources DoorGrow and Scale Mastermind DoorGrow Academy DoorGrow on YouTube DoorGrowClub DoorGrowLive Transcript [00:00:00] I've made millions and millions of dollars, right, doing sales. I've made millions of dollars and it's because I believe in what I do and I love being able to help people and being able to help people and get paid to do it almost feels like cheating, right? [00:00:15] I'm Jason Hull, the founder and CEO of DoorGrow. We are the world's leading and most comprehensive coaching and consulting firm for long-term residential property management entrepreneurs. For over a decade and a half, we have brought innovative strategies and optimization to the property management industry. [00:00:31] At DoorGrow, we have spoken to thousands of property management business owners, coached, consulted, and cleaned up hundreds of businesses, helping them add doors, improve pricing, increase profit, simplify operations, and build and replace entire teams. We are like Bar Rescue for property managers. In fact, we have cleaned up and rebranded over 300 businesses, built websites for hundreds more than that, and we run the leading property management Mastermind with more video testimonials and reviews than any other coach or consultant in the industry. At DoorGrow, we believe that good property managers can change the world, and that property management is the ultimate high trust gateway to real estate deals, relationships, and residual income. [00:01:16] 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. Now, let's get into the show. Alright, so what are we talking about today? [00:01:36] This is the first day in a while that I don't have a guest and I don't have Sarah to be on the show with me. So this is just me getting to talk about whatever I want to talk about. By myself. So Sarah is actually flying right now. She has a pilot's lesson. She's working on getting her pilot's license, which is just super awesome, very proud of her, and she's just a badass. [00:01:57] Anyone that knows her, like she just achieves, achieves, achieves. All right, so. What I wanted to talk about today is I just got done with a sales call and I was thinking, what should I talk about on today's podcast that would be really interesting? And I thought maybe some of you would like to know how does Jason sell? [00:02:17] How would he sell to me if I actually ended up getting on a call with him? How does sales go with Jason, like how does DoorGrow do sales? So let me tell you a bit about some of our processes. Okay? So sales includes the first three functions of business, which is lead generation, nurturing those leads, and converting those leads. [00:02:39] So let's start at the beginning and I think you're going to hopefully get some really strong value out of this. And I'll tell you how I sell, some of the things I would say. What I would ask, I'm going to give you a little bit of a quick masterclass on how does DoorGrow do sales? How do we do this? [00:02:55] Okay? All right, so let's talk about this. Very beginning, lead generation. So how are we getting leads? Well, at DoorGrow, we're getting leads from a lot of different channels, a lot of sources. We're doing everything from paid Facebook ads to I do this podcast, and some of these are more nurture tools, like this podcast is more nurture, that second stage, it kind of warms people up, gets people familiar. We're doing short form video. We're doing long form video. We're doing lots and lots of different stuff, right? YouTube... what else are we doing for lead gen? Also, I have three setters currently that they will do about a hundred dials a day, calling colder leads, leads that are in our system. [00:03:40] Maybe you will get a call from them at some point. And they will probably have maybe only about 10 conversations out of all those a hundred in a day, maybe even less because there's a lot of voicemails, a lot of people don't answer, you know, whatever, receptionist. So they'll have like maybe 10 or less conversations, and out of those, they'll usually get one appointment booked a day. [00:04:04] Those are kind of their stats. If they're doing at least that, then we don't fire them. Right? That's the idea. So we've got three setters. They're really great right now. We're about to add a fourth and we may continue to just add setters because we have a lot of people that they could be reaching out to. [00:04:19] So that's kind of the idea. So, they're just filling up my calendar right now. And in the past I've had sales teams, I've had closers, I've had people that would you know, do the calls, but right now I'm doing the sales calls, so if you know, pretty close to hearing this podcast, reach out. [00:04:36] You may actually end up talking directly with me. I talk with basically every single client that joins our program, gets to talk with me and there's some filters. So what happens is the setters do these dials, they schedule these appointments. Some of these appointments end up being with themselves, not with me. [00:04:51] The appointment is with the setter to qualify them, but if they're already qualified, and so this is the first stage is we do cold outreach. Then the next stage is qualification in sales. So the goal is for them to figure out: are these people that could maybe afford our program? There's the financial qualification. [00:05:09] Are they people that maybe do they have a property management business? Is it a type of property management business that maybe we could help? because not every vertical or every type of business may need help growing. Or do they need help with systems and most any property management business, we could help with that side. [00:05:24] So they're trying to figure out like are they qualified? Are they somebody that maybe could use us, that maybe we could help? And do they have enough revenue or just enough money set aside that they can maybe afford to do our program. Otherwise, I end up on a lot of calls with people that are broke, think our stuff's awesome, they can't afford to do anything, and they're starting a business or something like that. [00:05:46] Right. So that's qualification. If they're qualified during that initial quick call that they'll do with one of my setters. And sometimes I call that a fit call or a qualification call or whatever it might be. If they do that call and things go well, then the goal during that call is to book them on a next call. [00:06:06] If they just do that during their first cold interaction or cold call, they qualify the person and ask these questions. And then one of the qualifications that we do is we want to ask, what would lower your stress more as a business owner now? Would it be adding more doors? Another a hundred, 200 doors and more money? Or would it be getting your systems team and processes more dialed in so you felt comfortable adding more doors? What would help you out personally as a business owner. And so based on that answer, then my setters will send you a free training. [00:06:38] They'll send you an email. "I would love to send you this free training," and it helps you understand something that is about lead generation or something that's about process, the process myth. Basically we're breaking down two myths people believe at these stages, the leads myth. "I just need more leads," which you might be thinking if you need to grow and it's not accurate. You might think you need more leads, but we'll explain that and we'll send you free training. Just say, "Hey team, give me the leads training" on any of my social media. I want to see it. And if you want to see that, you can just go to doorgrow.com/leads and you should be able to get to that training and watch that. And that explains why you don't just need more leads and not all leads are equal. And you want to be careful about the type of leads that you're getting on because it actually can limit your growth and hurt your growth. And some leads are really expensive and it's not worth it, or you're losing money, et cetera. [00:07:28] Right. And I explain and break down why most marketing doesn't work, why you don't need to do SEO or pay per click or content marketing or paper lead or social media marketing or any of this kind of stuff to grow your property management business because there's very few people searching for property management online and the biggest companies are already spending tons of money on that. [00:07:47] So I break that all down in that leads training. Otherwise, if it's systems and team, and that's usually more like 200 door plus companies. If you're growing fast, maybe you hit that a little prematurely, like around 150 or something like that, or you break a hundred. But this is where you need team, hiring, syst

Recently, Sarah was working with a BDM (salesperson) who believed she was ready to hire a sales setter to help with some of the sales outreach and follow up. In this episode of the #DoorGrowShow, property management growth experts Jason and Sarah Hull discuss how to know when you need to hire a sales setter and things you can do to increase your sales volume without one. You’ll Learn [00:43] The Importance of Having Sales Metrics and Data  [05:45] Setting Your Salesperson Up for Success [07:57] More Volume = More Results [09:47] The Two Main Components of Sales Quotables “There are certain things that we're gauging all the time in our business, but I think sales has to be probably number one.” “ You have a BDM and they're good at sales and you have them doing anything other than sales, you are making a very stupid mistake because that's the lifeblood of the business.” “Just do more of the things that you should be doing and you'll get more results.” “If something's not working, you just got to not tolerate it.” Resources DoorGrow and Scale Mastermind DoorGrow Academy DoorGrow on YouTube DoorGrowClub DoorGrowLive Transcript [00:00:00] Sarah: I bet you, you can just get more results by doing more work, which means stop doing the other things that you're doing. [00:00:05] Sarah: Just do more of the things that you should be doing and you'll get more results. And then you can probably don't even need to pay a setter. [00:00:12] Jason: We are Jason and Sarah Hull, the owners of DoorGrow, the world's leading and most comprehensive coaching and consulting firm for long-term residential property management entrepreneurs. And we're going to keep this episode a little brief, so I'm going to skip some of our intro. At DoorGrow, we are on a mission to transform property management business owners and their businesses. [00:00:31] Jason: We want to transform the industry, eliminate the bs, build awareness, change the perception, expand the market, and help the best property management entrepreneurs win. Now let's get into the show.  [00:00:41] Jason: Alright. What are we chatting about today?  [00:00:43] Sarah: Alright. I wanted to talk about this just because I think it happens a lot in business and we have to just kind of gauge, right? So there are certain things that we're gauging all the time in our business, but I think sales has to be probably number one. So one of our clients had asked me last week on the scale call she's a BDM, so she does all the sales and she said, "Hey, we are actually thinking about hiring an appointment setter. And they will kind of help with a lot of the outbound calls and you know, the follow up and the scheduling and you know, rescheduling any appointments and just kind of like staying on top of things and making sure that everything is being tracked and, you know, moving forward and doing a whole bunch of outbound calls." [00:01:36] Sarah: That's really what setters do is they just sit and call all day long. Yeah. So she says, "yeah, we're thinking about hiring this sales setter, and I want to know what you think about it." So the first thing I did is I was like, okay, if you actually need a sales setter, then like, here's the Rdoc and that's great. [00:01:56] Sarah: Like, we would hire a sales setter...  [00:01:58] Jason: which is a job description for those unfamiliar.  [00:02:00] Sarah: Yes. So we would hire a sales setter the same way that we would hire A BDM. Mm-hmm. I always recommend going through the DoorGrow Hiring process, but before we really dig into the hiring piece is we should first figure out is this actually something that you need right now? [00:02:16] Sarah: So one of the tools that we have for our clients in our client workbook is a sales tracker, and I happened to pull up the sales tracker for them just out of curiosity. And lucky for me, she had actually filled it out. So my one recommendation is for whoever is doing sales, and if it's multiple people, then that's fine. Multiple people need to then fill out the sales tracker. So fill out the sales tracker at the end of every single day. This is like your end of day report.  [00:02:42] Sarah: If you have two BDMs, then they both need to be doing it. If you have a, BDM and a setter, they both need to be doing it. It doesn't matter. [00:02:50] Sarah: Every single sales person needs to be filling out and submitting their own data and metrics. So I said, well, let me look through your sales tracker. Now, she did not have it filled out consistently every day. There were some days that she had it filled out. There were some days that were not filled out. [00:03:07] Sarah: And then there were some days that had pretty solid data, and there were some days that had like, you know, "I did three to four hours," or "I did, you know, six to eight appointments." Well, is it six, is it seven or is it eight? So don't give me like the range, give me the actual raw data. So I was looking through this, and even with the data that she had in there, I was able to kind of make an assessment. [00:03:31] Sarah: I said, "listen, if this was my business, I would not be, at this point in time, I would not be looking at hiring a sales setter. The reason being is that with the resources that we currently have, which is A BDM, what we need to do is just turn up the volume for the BDM. And once that BDM is totally maxed out, then we can look to see, hey, do we actually need some additional support? [00:03:59] Sarah: And that might be a sales setter. So what I was noticing, and now she's a newer hire. She's been there only a few months and she's doing a great job so far. So. The early on data, she was still in training and onboarding and learning and kind of testing and figuring things out. And you could see that as you go down the list, the later the date, the better results that she was getting. [00:04:24] Sarah: So in the very beginning, she was maybe doing like half an hour or 45 minutes a day, and later on in the list she was doing, you know, one to two hours and then she was doing three to four hours. And then she tends to do about four hours a day on average now. And then same thing with phone calls. [00:04:41] Sarah: You know, she would do, you know, a couple of phone calls in the beginning and then later on down in the data you would see, hey, she was doing more phone calls, she was getting, doing more time. She was doing more phone calls. She was setting more appointments, and therefore some things were starting to close. [00:04:58] Sarah: But what I could also see is that she is not fully maxed out.  [00:05:01] Jason: Right.  [00:05:01] Sarah: So if we have a BDM who is full-time, meaning at least 30, maybe even 40 hours a week, and they're doing four hours per day, that's like 20 hours a week. So that's like part-time BDM work. Yeah. So then what is happening with the rest of the time? [00:05:18] Sarah: So I said, "first of all, anything that you are doing at all that does not have to do with sales, cut it out immediately. Stop it. If you're on like client success meetings, because the property manager was also on that call." Yeah. So, and I know that they work in tandem. They work as a team, which is really great. [00:05:34] Sarah: Like the team culture there is fantastic. But when you're dragging the salespeople into the customer service side.  [00:05:42] Jason: Big mistake.  [00:05:43] Sarah: You're costing yourself so much money.  [00:05:45] Jason:  I want to comment on that just real quick. I mean, everybody listening, if you have anybody in your organization that's good at sales, whether it's you that should be doing the sales and you don't have anyone else to do it, and you're the business owner, or you have a BDM and they're good at sales and you have them doing anything other than sales, you are making a very stupid mistake because that's the lifeblood of the business. They feed the business, they pay everybody else's salary. They're the only people that bring money, fresh money into the business. And they should not be dabbling as a property manager. They should not be dabbling as a leasing agent. They should not be dabbling or picking up slack for anybody else. [00:06:27] Jason: No. Hire other people if you need to, but get your salesperson spending full time spending their time on sales if they're good and they will make you a lot of money. And having them do anything else is a massive waste of a resource.  [00:06:40] Sarah: Absolutely. I've said it like this before, if you have a star quarterback on a football team, do you want that quarterback doing any other, like playing any other position? [00:06:50] Jason: I like that analogy.  [00:06:51] Sarah: Do you want them kicking? Do you want them walking? Do you want them to be a tight end?  [00:06:54] Jason: No, there'd be dumb. No.  [00:06:56] Sarah: Why? Why on earth would you do that? No. If I've got somebody who can hurl that ball with pinpoint precision and accuracy to any spot on the field at will... [00:07:08] Jason: don't make them a kicker. [00:07:09] Sarah: I got to preserve that resource. And then I'm like, that's literally the only thing you're going to do.  [00:07:14] Jason: The kickers, kick. That's all the kickers do. The kickers do one thing. They just kick the ball's. That's it, and they're not used very often. Like, it would be ridiculous to say, "you know what, kicker, why don't you also occasionally be our backup quarterback?" [00:07:26] Jason: Like, you're second string now. Like, it just, it doesn't make sense. If he could be a quarterback, he would not be a kicker.  [00:07:32] Sarah: Right.  [00:07:33] Jason: Yeah.  [00:07:33] Sarah: Yeah. So I said, anything that you're doing that is not sales, stop it immediately. Like today. Don't stop it. Monday. Stop it today. Okay. That's it, period. That's number one. [00:07:43] Sarah: Then number two, we need to just get more time out of you. So if you're doing, you know, four hours a day, what's the rest of your

What if you could retain the doors you manage even when your owners decide to sell? What would that mean for you and your property management business? In this episode of the #DoorGrowShow, property management growth expert Jason Hull sits down with Lior from Blanket to talk about how property managers can retain doors while also helping investors grow and add more to their portfolios. You’ll Learn [02:59] Property Managers Can Become Asset Managers [11:13] Valuable Lessons Learned from Tough Situations [25:40] How to Move into More of an Asset Manager Role [37:25] Reducing Client and Retaining Clients [47:51] Helping Your Investors Grow Their Portfolios Quotables “You have to be very robotic, very technical, and that is one of the most important skills that really allows me to face difficult, you know, decisions in life, especially in business, without taking them personally.” “When you are rational and you're not driven by emotions, that actually allows you to be a lot more, you know, empathetic and kind and caring.” “There are no failures in life. There are only challenges, and every challenge is an opportunity for success.” ”Why be so focused on the failure if you can be focused on the lesson that you're going to learn, even before you even know it?” Resources DoorGrow and Scale Mastermind DoorGrow Academy DoorGrow on YouTube DoorGrowClub DoorGrowLive Transcript [00:00:00] Lior: The combination of these two, this is what allows you to be that ultimate asset manager to your clients. That can help your clients, optimize their portfolio and generate more cash flow, but on the other hand, help them make more money by expanding their portfolio, buying more properties, and growing it. [00:00:18] Jason: Welcome everybody to the DoorGrow Show. I'm Jason Hull, the founder and CEO of DoorGrow. We are the world's leading and most comprehensive coaching and consulting firm for long-term residential property management entrepreneurs. [00:00:31] Jason: For over a decade and a half, we have brought innovative strategies and optimization to the property management industry. At DoorGrow, we have spoken to thousands of property management business owners, coached, consulted, and cleaned up hundreds of businesses, helping them add doors, improve pricing, increase profit, simplify operations, and build and replace teams. [00:00:52] Jason: We are like Bar Rescue for property managers. In fact, we have cleaned up and rebranded over 300 businesses and we run the leading property management mastermind with more video testimonials and reviews than any other coach or consultant in the industry. At DoorGrow, we believe that good property managers can change the world, and that property management is the ultimate high-trust gateway to real estate deals, relationships, and residual income. [00:01:17] Jason: 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. Now let's get into the show. All right, so today I'm hanging out with Lior. [00:01:37] Jason: How do you say your last name? Abramovich?  [00:01:42] Jason: Abramovich.  [00:01:43] Jason: Abramovich. Man. I butchered that one. All right. So with Blanket, he's repping it on a t-shirt, if you're seeing the video version of this. And so, Lior, we've had several calls, hanging out and you're just a really cool guy and we've really enjoyed hanging out. [00:02:01] Jason: Yeah. We've really enjoyed hanging out. He's given me a heart shape with his hand for those listening. But I haven't had you on the podcast yet, have I?  [00:02:09] Lior: True. This is the first time.  [00:02:11] Jason: Yeah. That's so odd to me. Usually people start by doing the podcast with me and so we're doing the reverse. [00:02:17] Jason: And you're a sponsor at DoorGrow Live, our conference coming up. Thank you. And we're really excited to have you there. One of our vendors said it's the only conference he still attends now. That's it. He's like, "it's the one I get the most value from learning, and the other ones just aren't worth the, you know, paying to go be a vendor there." [00:02:36] Jason: And I'm like, okay, cool. So hopefully you get some benefit from doing that as well. So I'm excited Lior to expose people to Blanket because I think it's very complimentary to our vision and what we do at DoorGrow in helping grow property managers. And I would call it like a client retention platform, but maybe you describe it differently. [00:02:57] Jason: But before we get into that, why don't we give some background on you and why don't you tell everybody how you kind of got into entrepreneurism, then got into property management and give us some backstory. We need the origin story of Lior.  [00:03:11] Lior: Will do. I'll try to make it exciting and interesting. [00:03:13] Jason: Okay.  [00:03:14] Lior: I started from real estate. I didn't start from the tech side or from, you know, the startup world. I started as an investor. I bought my first rental property in Atlanta, Georgia when I was about 18 years old. So started quite early with a lot of inspiration from my mom, which is my role model in life for pretty much everything. [00:03:33] Lior: And at that point in time, I actually was doing that investment from Israel, thousands of miles away. This is where I was born and raised. I actually moved here to the States just about a year, yeah, exactly a year ago. Moved to Miami, Florida. After just, you know, living on the line, flying back and forth almost every month for multiple years, but in that first stage of like my, you know, real estate, I would say career, at that point I also started my active duty service in the Israeli Navy. [00:04:05] Lior: So I'm a graduate of the Israeli Naval Academy, then served for almost nine years as a naval commander commanding hundreds of soldiers, officers, and combat soldiers in quite intense and interesting situations I would say. That's a whole topic that we can talk about for hours in another podcast. [00:04:25] Lior: Yeah. Episode.  [00:04:26] Jason: Interesting. I didn't know that about you.  [00:04:28] Lior: Yeah. That was quite an intense nine years and definitely shaped me as a person and as an entrepreneur as well. Most of what I know, most of what I do, most of what I act upon is pretty much majority, you know, of what I learned and implemented in myself as a person in my qualities, in my values, in my worldviews through that time in the Navy. [00:04:52] Lior: And, you know, before that, before like that step of buying that first rental property, it's not like it came from out of nowhere. You know, probably I started as most of our listeners today by reading the book Rich Dad, Poor Dad by Robert Kiyosaki when I was about 13 years old. Again, my mom gave me that as a birthday gift at 13 years old. [00:05:14] Lior: And to me it was fascinating, this whole concept that you can, you know, like make money from like a property that you actually took money from the bank to pay for it, and it pays for itself and it makes some extra money. So this whole like very, you know, conceptualized plan was very interesting to me. [00:05:35] Lior: And I said like, this is something I would like to do at some capacity in my life. Especially because the fact that I was born for a family of immigrants, my entire family came from Ukraine to Israel. So we didn't have, you know, very good financial you know, let's say position in life as most immigrants do. [00:05:54] Lior: And my grandparents don't have, you know, today also a pension plan that, or that's how we call it in Israel. And here we call it 401k. So they don't have that. And to me, real estate was always a way to take care of my loved ones, to take care of my grandparents, to be able to at least give them one rental property that can enable them stable, and I would say secure financial retirement, and just really retire with dignity, retire safely. And that was like the big why behind everything I'm doing. So. Quick, you know, fast forward nine years in the Navy, kept doing real estate throughout that time. Helped a lot of my fellow naval officers to buy properties in the United States. [00:06:38] Lior: Okay. And then started working for a big investment firm in the United States that was doing build to rent before build to rent was a thing. You know, today, you know, people are talking about build to rent is with this cool name, but back then we just called it new construction you know, for investors. [00:06:52] Lior: So we were one of the largest operators in the Southeast. We were one of the largest operators, specifically in Georgia and Alabama. And I started there as their head of acquisitions quickly promoted to vice president of business development, overseeing our entire operation from due diligence, meaning land acquisition development, and then, you know, disposition and sales and marketing. [00:07:14] Lior: So, really had the opportunity to experience every part of the value chain of real estate investments from start to finish, seeing all the good, seeing all the bad, I had, you know, contractors that went bankrupt in the middle of a 300 property community. And I had very good stories as well. But that whole period of time of me working there for almost three years was the best school I ever got to really, you know, operate as an operator and manage an operation of hundreds of millions of dollars because in that time alone, I personally oversaw about $200 million worth of acquisitions and worked directly with over a thousand individual investors, mainly mom and pop investors, like most of you know, the clients of most of our listeners today. And the unique thing about it, and this is where Blanket sort of like starts to form up as an idea, the unique thing about my position in that company was that it had a

DoorGrow has been helping property management business owners transform and grow their businesses for over a decade… what’s changed? In this episode of the #DoorGrowShow, property management growth experts Jason and Sarah Hull explore some of the things DoorGrow has been working on in the last 5 years to innovate the property management industry. You’ll Learn [01:24] Why DoorGrow Continues to Innovate [06:94] Helping Property Managers Avoid Common Mistakes [13:23] Changes and Improvements to the DoorGrow Mastermind [21:52] Innovative New Sales Strategies Quotables “A lot of people think, ‘I just need more leads. I just need to turn that on.’ And they ignore this hose that has six major leaks in it.” “If you ask them the right questions, people will basically sell themselves.” “It's like when you go to a buffet, you're not going to eat everything at the buffet… You only want to eat the things that you want right now.” “You are the sum of the five property management business owners that you're the most connected to.” Resources DoorGrow and Scale Mastermind DoorGrow Academy DoorGrow on YouTube DoorGrowClub DoorGrowLive Transcript [00:00:00] Sarah: Do you have any idea how powerful it is to be connected to a coach? 24 hours a day? Like there is no time in the world that you cannot message us. [00:00:08] Jason: All right. We are Jason and Sarah Hull, the owners of DoorGrow, the world's leading and most comprehensive coaching and consulting firm for long-term residential property management entrepreneurs. For over a decade and a half, we have brought innovative strategies and optimization to the property management industry. At DoorGrow, we have spoken to thousands of property management business owners, coached, consulted and cleaned up hundreds of businesses, helping them add doors, improved pricing, increase profit, simplify operations, and build and replace teams. We are like Bar Rescue for property managers. In fact, we have cleaned up and rebranded over 300 businesses and we run the leading property management mastermind for the industry with more video testimonials and reviews than any other coach or consultant in the industry.  [00:00:59] Jason: At DoorGrow, we believe that good property managers can change the world, and that property management is the ultimate high trust gateway to real estate deals, relationships, and residual income.  [00:01:09] Jason: At DoorGrow, we are on a mission to transform property management, business owners and their businesses. [00:01:13] Jason: We want to transform the industry, eliminate the bs, build awareness, change perception, expand the market, and help the best property management entrepreneurs win. Now let's get into the show.  [00:01:24] Jason: Alright, so today, what are we talking about, Sarah?  [00:01:28] Jason: We're talking about what's new.  [00:01:30] Jason: So we've helped a lot of clients in the past, and if we've helped you three, five, maybe 10 years ago, there's been a lot that's changed at DoorGrow because we innovate and make changes pretty quickly, right? [00:01:44] Jason: And we've got systems for innovation in our business. And so, I think this is why we have the most comprehensive program in the industry and why nobody else can keep up with our pace and our level of creating and innovating and adding new stuff. And so a lot of you maybe have listened to this podcast a bit, maybe a while, maybe you're past clients. Maybe you've never worked with DoorGrow, but I'm going to talk about some of the stuff we've implemented since somebody was maybe a client in our older programs, like our seed program, or maybe did some initial marketing stuff with us back in the day. And so we're going to chat a little bit about what's new since then. [00:02:24] Jason: And so if you are a past client, this will be a great episode for you to catch up on what is new at DoorGrow. And if you'd like us to go deeper, I have a 37 minute video I recorded with slides on this subject going into a little bit more detail, but we're going to skim through some of this and help you understand there's a lot of innovation. [00:02:44] Jason: So if you had some connection with DoorGrow in the past, since then, we have become the world leaders at growing and scaling property management companies. And especially in the long term residential space. We've become the world leaders of property management branding. Like I said in the intro, we've rebranded over 300 companies. [00:03:04] Jason: We have launched hundreds of websites, more than we've done rebrands. And so hundreds and hundreds of websites. And we're still the leader in building responsive mobile friendly WordPress sites for property managers, which is the world's leading content management system. And if you're past client, you might be due for a website refresh. [00:03:24] Jason: We have over 70 different designs you can choose from, and they are clean designs, they're set up so that these sites, we call them seed sites, they're optimized for conversions, they're optimized to build trust. And so if it's, if you have an old website from us, you might be due for a refresh and we can certainly help you with that. [00:03:46] Jason: And past clients, we'll give you a discounted rate. So we're really great at doing websites for those that aren't a past client. And so, reach out, we can help you with that. And we include websites for free in some of our programs. You still have to pay like the support costs monthly, but the design piece, which normally is thousands of dollars to get a site built, we cover and take care of that. [00:04:09] Jason: That's included in our mastermind program. Related to that, we've also launched the world's leading mastermind for long-term residential property managers called The DoorGrow Mastermind. So, do you want to talk about this one?  [00:04:22] Sarah: Sure. I guess. Okay. All right. So one of the things that we had launched, what, like two years ago now maybe? [00:04:29] Sarah: Yeah. Is what we call the DoorGrow code. So what we've done is we've just seen over the many years and over Jason talking with thousands of property managers. He's just amassed a whole bunch of data. And after that happens, then you start to kind of see some patterns. So. What we did is we created this whole map that lays out stage by stage and step by step. [00:04:56] Sarah: The various different ,I'm going to call them stages, of a property management business. So all the way from, "I'm brand new, I have no doors yet, not quite sure I really want to get started, but I, you know, I don't actually have any clients yet" to, "well, now I have my first client and then I'm growing up to, you know, 50, a hundred, 200, 300, 400 doors, all the way up to a thousand plus. So we've created this whole roadmap, and then if you're in the DoorGrow Mastermind, we also have created some corresponding belt levels. So we kind of like a martial arts system, we've created different color coded built levels that corresponds to both your door count and your income because both things are important. [00:05:43] Sarah: And what are the things that you need to do at each different stage in order to progress to the next level in your business? Meaning you are making more revenue, you're adding more doors, and hopefully you're stepping back a bit from the things that you're not loving in the business.  [00:06:02] Jason: Yeah, and we call that the DoorGrow code, like we've cracked the code on growth and this is based on talking to thousands of property managers. [00:06:09] Jason: We started to notice a pattern. So if you'd like a copy of the DoorGrow code and see where you're at and stuck, reach out to us. We'd be happy to send you a copy. Just shoot us a DM on any social platform. Say, Hey. Just send us the word code and we'll, we can send you information about the DoorGrow code and that'll help you get some clarity on where you're at. [00:06:28] Jason: So that's been a game changer. We used to have this old program called the Seed Program, where we would kind of clean up their business and get it ready for growth. And it used to be a six month program. Some clients would take a year to do it. We've replaced that with a 90 day Rapid Revamp program, and so our Rapid Revamp program is even faster and this is where usually I use a diagram of a hose and there's like a faucet to turn on the hose. And that faucet Or spigot, it usually says lead generation. A lot of people think, "I just need more leads. I just need to turn that on." And they ignore this hose that has six major leaks in it, and so we've identified six major leaks, and so as part of this Rapid Revamp. [00:07:09] Jason: We spend like three months with clients, usually our newer clients that come on board, we do this first. This is like sharpening the ax before we go try to chop down trees, you know, try to do the work to grow the business, and we're optimizing it for growth and we're shoring up those six major leaks. [00:07:24] Jason: And the big leaks are branding, reviews, website, pricing, trust, and sales, your pitch. So we call it positioning, perception, presence, pricing, purpose, and pitch. And if we can get those things really well dialed in, we find that companies without even changing their lead gen sources, can double the amount of deals that they're getting on right now. [00:07:43] Jason: So if you feel like it's been hard and you can't see why, these are usually six major blind spots. And this is why it's been so hard. If we can get this stuff dialed in, even without changing any of the lead sources, however you're getting business right now, you could potentially double the amount of business you're getting on just by getting these leaks shored up. [00:08:02] Jason: And do you want to talk about pricing?  [00:08:04] Sarah: Okay. Pricing is actually one of the things that we cover now in the Rapid Revamp. And what we've noticed is even companies that grow to a considerable door count

How do you handle pests in the properties you manage? Do you have coverage if you or your residents need it? What if that coverage could boost your bottom line? In today’s episode of the #DoorGrowShow, property management growth expert Jason Hull sits down with Nick Drzayich from Cover Pest to talk about how property managers can add pest control coverage to their resident benefits package. You’ll Learn [02:08] Insurance-Like Coverage for Pests [08:53] Adding Pest Coverage to Your RBP [18:48] Common Problems in Property Management [24:13] Innovating while Reducing Costs and Boosting Profits

If you were managing a football team and you had someone with the skills to be a star quarterback, would you have them be a kicker?  In this episode of the #DoorGrowShow, property management growth experts Jason and Sarah Hull discuss the pitfalls of having dual roles in your property management business. You’ll Learn [01:26] How to Guarantee Your Team Will Fail [06:19] Why Dual Roles Often Do Not Work [09:17] Set Your Team Members Up for Success Quotables “It's never ideal when we have a dual role, but it is possible in certain cases.”  ”Most entrepreneurs, we can do this, we can shift and balance back and forth. The problem is that then we think that's normal. And we expect other people to be able to do that.” “We make the mistake as entrepreneurs of assuming other people think the way we do.” “You probably could wear 10 different hats in your business, but you don't enjoy doing probably half of them at least.” Resources DoorGrow and Scale Mastermind DoorGrow Academy DoorGrow on YouTube DoorGrowClub DoorGrowLive Transcript [00:00:00] Sarah: If you have a star quarterback... [00:00:02] Jason: yes.  [00:00:03] Sarah: And that quarterback...  [00:00:03] Jason: super sharp  [00:00:04] Sarah: can put that ball anywhere on the field with pinpoint precision,  [00:00:08] Jason: right?  [00:00:09] Sarah: Are you going to take that quarterback and make him the kicker?  [00:00:12] Jason: All right. We are Jason and Sarah Hull, the owners of DoorGrow, the world's leading and most comprehensive coaching and consulting firm for long-term residential property management entrepreneurs. For over a decade and a half, we have brought innovative strategies and optimization to the property management industry. At DoorGrow, we have spoken to thousands of property management business owners, coached, consulted, and cleaned up hundreds of businesses, helping them add doors, improve pricing, increase profits, simplify operations, and build and replace teams. We are like Bar Rescue for property managers. In fact, we have cleaned up and rebranded over 300 property management businesses, and we run the leading property management mastermind with more video testimonials and reviews than any other coach or consultant in the industry.  [00:01:02] Jason: At DoorGrow, we believe that good property managers can change the world, and that property management is the ultimate, high trust gateway to real estate deals, relationships, and residual income. [00:01:12] Jason: 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. Now let's get into the show. Alright. [00:01:26] Jason: Sarah, what are we talking about today?  [00:01:29] Sarah: We are going to talk about how you can almost guarantee that your team will fail.  [00:01:34] Jason: Guaranteed failure. And the method to do this- yes- we call dual role...  [00:01:40] Sarah: oh.  [00:01:41] Jason: Team members...  [00:01:41] Sarah: yes.  [00:01:42] Jason: Right? So and so, what's the scenario? What do we mean by dual role? And it's pretty common. [00:01:48] Sarah: I see it quite a bit.  [00:01:50] Sarah: Yeah. Do you see it a lot?  [00:01:51] Jason: Yeah. I mean, do you want me to explain the idea or you want to explain what you see?  [00:01:55] Jason: No, I just want to know if you see it a lot.  [00:01:56] Jason: Yeah. I see a lot of people make this mistake when hiring. I don't see it work  [00:02:01] Sarah: Well, no.  [00:02:02] Jason: And I see people try to do it, but I see a lot of failure. [00:02:06] Jason: I've seen companies with, I talked to one the other day with 6,000 doors, which was kind of trying to do a dual role. And I've seen lots of startups try to do more than just two roles. They're trying to get somebody that's like them. They're like, I just need to find the clone. I call that the clone myth, like that's the earliest stage of hiring, the biggest mistake. [00:02:26] Jason: They're like, I just need somebody that can do 10 roles, 10 things. Someone just like me as an entrepreneur that would love to work for me, unlike an entrepreneur. Right. So how about you? You've helped a lot of our clients with hiring. So what what comes up?  [00:02:41] Sarah: So usually, and let's just backtrack and say, alright, by dual role. [00:02:47] Sarah: Yeah. What we mean is, Hey, I need to hire someone and they're going to do this and that. So they're going to do, you know, sales and manage the doors. They're going to do the operations and like help me with the team and stuff and then also they're going to be a property manager or a maintenance coordinator or whatever. [00:03:08] Sarah: Yeah. So take two roles that are not the same thing and mash them together, and this is what we mean by dual role. And this situation gets aggravated significantly if those two different roles are also two different personality types.  [00:03:26] Jason: Yeah.  [00:03:26] Sarah: So if you have someone who's going to do operations and function as an assistant. [00:03:32] Sarah: Okay. I mean, it's not ideal, but it's possible. Yeah. It's possible. If you have someone who's going to function as like a sales appointment setter and a closer or, and a BDM. It's possible. It's never ideal when we have a dual role, but it is possible in certain cases. [00:03:52] Sarah: Okay. Where it never works out is what all entrepreneurs think is, "oh, I'm like that. I can do that." Yeah. So somebody else should be able to do that too. Well, I can shift in and out of different roles and in and out of different personality types, and I can turn it on and off like a light switch when I need to, so then that means everybody can, and it's not true. We are very unique in that.  [00:04:17] Jason: Yeah.  [00:04:17] Sarah: So I can also turn it on and off, like light switch when I need to get into something, I'm like, okay. Like let's go. And then when I'm done, I'm like, oh, okay. Get out of that. And I kind of shift back to my natural normal state. [00:04:30] Sarah: So if any of you guys see me ever in person. That is not my natural normal state. It's just not because it's so high energy. Especially at something like a DoorGrow Live event. Yeah. Like after DoorGrow Live, I crash for about two days, like two full days. This is true. I'm done. I am done. I sleep for like 15 hours, 16 hours straight because I've spent too much time in my opposite. [00:04:54] Sarah: Yeah. And most entrepreneurs, we can do this, we can shift and balance back and forth. The problem is that then we think that's normal. And we expect other people to be able to do that, and most people cannot do that.  [00:05:07] Jason: Yeah. The mistake that a lot of us make, like you said, is we make the mistake as entrepreneurs of assuming other people think the way we do. [00:05:15] Jason: Entrepreneurs do this all the time. They assume other people are money motivated, so they try to bonus them or compensate them with money. Most people are not actually. They assume that people are adaptable and can just wear lots of different hats and be entrepreneurial like that way, but that's also not generally the case. [00:05:34] Jason: And if they are adaptable, usually they go start their own business. So they leave, and I've seen a lot of property managers steal doors from their employers, so their employer's basically just training their next replacement.  [00:05:47] Jason: I love, I think when we don't put the dogs away during a podcast, and I'm being super sarcastic right now. [00:05:52] Sarah: Yeah. Well, I did say this was going to be a quick podcast, but the food... [00:05:56] Sarah: so maybe this is a sign we should wrap it up. Yeah, the food that you ordered is probably...  [00:06:01] Jason: Oh yeah. I ordered some food. [00:06:02] Sarah: ...being delivered right now because it's like six o'clock on a Monday right now. Which is great.  [00:06:07] Jason: They're protecting us from the food. [00:06:09] Jason: So, while we've got a chorus of dogs in the background.  [00:06:12] Sarah: They're just confirming.  [00:06:13] Jason: Yeah.  [00:06:14] Sarah: They're like, definitely they agree with us. Don't try to hire two different people. So here's the idea.  [00:06:19] Jason: Let's break this down real quick and then we'll wrap up because the dogs are going insane, but. People do not have split personalities that you want to hire. [00:06:28] Jason: They're not two different people, and so different roles have different personality types, and it's very difficult to find somebody that can jump into very different roles and personalities that would actually enjoy those. Even you as a business owner, you probably could wear 10 different hats in your business, but you don't enjoy doing probably half of them at least. [00:06:46] Jason: If not most. Yeah. And so that's the idea. So you need to figure out what would a good property manager look like? What would a good business development person look like? They can't be both. What would a good assistant look like? What would a good operations person look like? What would a good maintenance coordinator look like? [00:07:02] Jason: They can't be multiple things typically, and I think we got to end. Okay. It's getting louder.  [00:07:08] Sarah: They're just dropping off the order. That's all. Now we have three dogs barking.  [00:07:13] Jason: It's not stopping.  [00:07:14] Sarah: So we have a big one and a medium one and a very little one.  [00:07:19] Jason: Okay.  [00:07:19] Sarah: But you know, that's a good example though, is so we've got three very different dogs. [00:07:25] Sarah: Like Captain is small, he's maybe 14 pounds, and Parker is pretty large. He's about 85 pounds. So would I do the same thing for the big dog that I would do for the little dog? No, I'm going to feed him differently. I'm going to, you know, get him

As the property management industry continues to evolve, it’s important to stay up to date on the latest innovations in technology. In this episode of the #DoorGrowShow, property management growth expert Jason Hull sits down with David Normand from Vendoroo to talk about AI’s role in the future of property management. You’ll Learn [01:29] The AI Revolution [08:47] The Importance of Empathy and Human Touch [22:21] Decreasing the Cost of Maintenance Coordination [32:29] New Features Coming to Vendoroo Quotables “As any property manager believes, we know how to do it the best.” “If you're not reading articles and studying up on this, I think that's going to catch you by surprise pretty quickly.” “Empathy is the magic lubrication that makes everything better.” “Empathetic reflection and empathy is a magical ingredient.” Resources DoorGrow and Scale Mastermind DoorGrow Academy DoorGrow on YouTube DoorGrowClub DoorGrowLive Transcript [00:00:00] David: If you're not building AI tools from working with your partners, from being on the ground floor with them and using the data and building tools based upon the data and their pain points and their failures, buyer beware. If somebody's coming to you and saying, Hey, we figured this all out in the lab. [00:00:14] David: Come use it. Yeah. Right. Buyer beware. [00:00:18] Jason: All right. Welcome property management entrepreneurs to the DoorGrow Show or the Property Management Growth podcast. I'm Jason Hull, the founder and CEO of DoorGrow, the world's leading and most comprehensive group coaching mastermind for residential property management entrepreneurs. We've been doing this for over a decade and a half. [00:00:39] Jason: I've brought innovative strategies and optimizations to the property management industry. I have spoken to thousands of property management companies. I've coached over 600 businesses. I've rebranded over 300 companies like Bar Rescue for property managers, cleaning up their businesses, and we would love to help coach you and support you and your growth. [00:01:01] Jason: We have innovative strategies for building out growth engines, for building out your operational challenges, for helping you figure out how to get to the next level in your business and one of the cool tools that I'm excited to showcase today with my guest here, David Norman, is Vendoroo. We've had you on the show before. [00:01:19] Jason: Welcome back David.  [00:01:20] David: Yeah. Thank you for having me. It felt like years ago, it was only about, I think eight months ago since we did this, so much has changed over the time, so it's great to be back. Yeah, it's great to be back.  [00:01:29] Jason: Good to have you. I know you're in the middle of this AI revolution, which AI is just innovating and changing so rapidly. It probably does feel like years ago, so, yeah. Yeah. Yeah. It's been crazy. You guys have made a lot of changes too, so, you even changed your brand name from the last time we had you on the show. Yeah. Which was I think Tulu. Yeah. Right. And so, yeah. So why don't you get us caught up on what's going on 'cause, you know, there's been a lot.  [00:01:55] David: Yeah. Yeah. Thank you first of all for having me here today, Jason, and from the entire Vendoroo group of us, which, you know, the team has grown 10 x over the past eight months, which has been awesome. And I just also wanted to start in thanking everybody from what we call our client partners who have jumped in into this great unknown that is AI and is going to be like, how is this going to work in our industry? And so that's really what we've been focusing on the past eight months. You know, it's been a unbelievable journey of both failures, successes learnings and insights. And ultimately we're getting excited here at the NARPM broker owner which is in Denver to unveil Vendoroo. Like this is the coming out party. And so we're super excited if you're going to be there. We have a massive booth that we have set up that we have the ai alliance with other people that are working in the AI space, and I really hope that you guys come over and check it out. I promise this. [00:02:53] David: You'll never see a booth or a display like we have set up. At the NARPM broker owner. So.  [00:02:58] Jason: Now I want to go attend it. Yeah. Just so I can see your booth.  [00:03:01] David: So, let me put it this way. You may see the robot from the Jetsons walking around the booth walking around the NARPM broker owner, so, okay. [00:03:07] David: Yeah. Rosie? Yeah. You may see something like that. So she'll be vacuuming with her apron? Yeah. She'll be doing a little social engagement. It'll be cool. So, okay. Okay.  [00:03:17] Jason: Yeah. Very cool. Yeah, so catch us up on what, like, let's get into the kind of the background and the overview for people that have never heard about Vendoroo and what you guys do and how you got into this. [00:03:29] Jason: Yeah. Give people kind of the backstory. Yeah.  [00:03:31] David: Yeah. Thank you for that. So really the backstory is that, you know, we know of this AI economy that's coming, right? And there was a few of us, you know, I've been in this industry for 18 years. You know, I've managed you know, portfolios of 40,000 doors. [00:03:47] David: I've managed them for governments. You know, I started off with our own property management. Much like you guys. We started off with 80 doors. We grew to 550 doors in four years. So it was exciting to know that technology that was coming that promised duplication because, you know, as any property manager believes, we know how to do it the best, right. [00:04:05] David: And so what we decided to do is to come together and say, Hey, if AI's coming, there's two things that we need to figure out. Number one is how is this going to help us show value in this new industry to this new generation of property owners that is here, that is coming, that has been raised in the technology world too, right? [00:04:25] David: And two, can it actually duplicate our efforts? Can it actually be an employee for us? Right? And I don't care what people are promising about ai, you don't know until you get into what we call like, you know, get into the weeds, you got to get into the trenches. And so that's what we did, right? We went out and we were the guys that grabbed the torch and we said, we are going to take all the risk. [00:04:46] David: We are going to jump into the mix. We're going to ask people to jump onto the bandwagon with us and we're going to figure this out. And oh my gosh, what an unbelievable eight months it has been in learning and insights. And I can't wait to get into all the things that we've learned about the property management industry. [00:05:01] David: But that's really what we've been focusing on here the past eight months, right? So we started off with well hey, can the AI assist the va? Can it turn them into a super va? Is that what it's going to be? And, you know, some people were like, yay. And some people were like nay, you know? And so, and you know, because that human failure still was there, right? [00:05:21] David: And you know, what happens if they left? There was that inconsistency. And then it was like, all right, well what can the AI own? Right? What can it do? What can it perfect? And you know, can AI actually be the last employee that I ever hire? Right. That's really, that's a really cool thing to do. [00:05:39] David: But the property managing community had some really specific demands that they said that if this is going to be the last employee that I've had, it has to do this. And that's what I'm excited about our new technology 'cause it's doing those things. You know? [00:05:52] Jason: Yeah. And now you guys have made some big moves. I know, like I've, I have clients that we've sent over to you and they've shared some incredible stories. Like one client, I think he had 154 units or something like under management, and he said in the first day you're of turning on Vendoroo, like it closed out like 80 something work orders. [00:06:12] Jason: Yeah, like, it was crazy. Another client, they had a little more doors. They said it was like 50 something work orders were closed out in the first day of turning it on. And so, I mean, you're creating some dramatic stuff. Like this is a very different thing than what people are used to in maintenance. [00:06:27] David: Yeah. Yeah. And really what the exciting part about this, Jason, is that maintenance is actually really easy. And I know people laugh when I say that it's managing communications that is extremely difficult. Okay. Okay. Right, because you have, you know what AI told us about our industry over the last eight months is when we dove in with it and it took a step back and it said, whoa, you guys don't have a data problem here. [00:06:51] David: You guys have a emotion problem here. There's very specific categories of emotion that are in this space, right? Like, how do you build a technology that senses something? And I know this relates with property managers, 'cause I know this for myself. A property manager can walk into their office, sit down at their desk, and their spidey senses go off and they know something's wrong. [00:07:15] David: There's no screen that's telling them anything. There's no spreadsheet. They know something's off. Right. And so the AI is like, well, the statuses really don't matter that much to me based upon the feedback that I'm seeing from the property managers. Because the status and the communication all seem to be in order, but there's a disruption somewhere. [00:07:35] David: So I need to know about people's emotions. I need to understand about is the resident happy? Does the owner feel supported? Is the vendor being directed? And does the property manager believe that I can own the outcome for this? And it was really cool to start seeing its learning and understanding and picking up on these cues where, you know, people say that this

As property managers, you know how important communication is. Building solid relationships and creating trust is crucial in the industry, especially when trying to bring on new clients and doors. In this episode of the Property Management Growth Show, property management growth expert Jason Hull sits down with Sam Wakefield from Close it Now to talk about how you can level up your sales game to close more deals at a higher price point. You’ll Learn [00:54] Vendor and Property Manager Relationships [09:43] Why You Attract Cheapo Clients [15:33] Building Trust in Sales [21:14] Shifting Perception: It’s Not A, It’s B [27:43] Learning to Improve Your Sales at DoorGrow Live 2025 Quotables “Truly all that sells is just communication.” “The second you start to develop a trend in your life, look internally because you are attracting exactly who you are.” “If we don't build the right culture, it's on us as a business owner.” “As business owners, we want to not give up big chunks of our life for just money. We want to be able to have something scalable.” Resources DoorGrow and Scale Mastermind DoorGrow Academy DoorGrow on YouTube DoorGrowClub DoorGrowLive Transcript [00:00:00] Sam: A lot of times property management companies think all the companies are the same, so they're looking for maybe cheaper, whoever's cheapest, a cheaper price. [00:00:07] Sam: But then what they get is a company that doesn't communicate and doesn't show up when they say they're going to, and it's really the old adage, you get what you pay for.  [00:00:14] Jason: All right. I am trying a new platform today. This is Jason Hull and I am a property management growth expert. If you're not familiar with me, I help grow and scale property management companies and I am really good at that. And so our company's DoorGrow and we are the world leaders of growing and scaling property management businesses. [00:00:35] Jason: I've helped thousands of property managers do that. And today my guest is Sam Wakefield. Hanging out here with Sam. Sam, welcome to the show.  [00:00:44] Sam: Thanks for having me on, man. I'm glad to be here.  [00:00:46] Jason: Hey, good to have you. So, I'm really excited to get into this. We had some really nice dialogue back and forth. You coach. [00:00:54] Jason: Well, I'll let you tell. What group, category of people do you coach and you help with them with sales and closing more deals, so.  [00:01:01] Sam: Yeah, absolutely. Yeah. So we do sales training and basically sales systems, whole operation systems within companies, but mostly sales focused for home services. So everything from HVAC, plumbing, electrical, and then even outside of that. Garage doors, or you name it. If someone improves a home, then we help the communication side of all of those companies.  [00:01:27] Jason: Got it. So in my industry, property management people would call those vendors. That's usually what they call them. They're like, "these are the vendors." And so we thought it was fun. I went on your podcast, we had this really fun dialogue. [00:01:39] Jason: I highly recommend you go check out Sam's episode with Jason Hull and go check that out. We were going back and forth because we had done a survey each to our audiences, like what's frustrating about HVAC companies and what's frustrating about property management companies. Right. And just seeing the disconnect that existed there. [00:01:56] Jason: Which was interesting. So, before we get into this, I want to read a quick message from our sponsor. This episode's sponsored by KRS SmartBooks. Do you have properties manage, and zero time for bookkeeping headaches? KRS SmartBooks is your secret weapon. They specialize in finances for busy property managers like you, with 15 plus years of real estate knowhow and skills in AppFolio, Yardi, and more imagine monthly reports magically appearing, and zero accounting stress. Sound good? Head to krsbooks.com to book your free discovery call, integrity, quality, and a dash of bookkeeping brilliance, that's KRS SmartBooks, and that's K as in Kansas, R as in Rogers, S as in Sam. Sam. All right, so cool. Now let's get into this. [00:02:45] Jason: So we're going to talk about closing deals, but why don't you give us my audience a little bit of background. How did you get into sales and then starting your own company, helping people with sales, and like, how'd you how did Close it Now come to be?  [00:03:00] Sam: Yeah, for sure. Thanks for that question. So, I've spent almost 20 years now in home services. [00:03:05] Sam: Most of my time has been in HVAC. I've done solar. I've done a lot of different trades over the years and, you know, so I launched the Close it Now company in 2019 because I really just recognized a place where there was not a lot of modern training because truly all that sells is just communication. [00:03:26] Sam: You know, it's how do we communicate clearer and in a way where we can educate so somebody can understand, one, what we're talking about, and two, why they should care and how it's going to make a difference in their life. So at the essence of that, so I was looking for some more modern training for my people at my company that I had at the time, and I didn't find anything out there. [00:03:48] Sam: So I just said, well, now we have a space for, you know, I have communication skills. I can train people. So that's when I launched the company in 2019 and so much of my career built up to that point of, and specifically how it affects here and why I'm here today. You know, I've worked with so many property management companies and individuals across 20 years of doing this. Yeah. So I've definitely learned a lot of best practices and a lot of the things not to do, you know? Got it. I all own my mistakes as well as, you know, coming across maybe property managers that I wouldn't work with again. Right. Yeah. So from all of that experience, you know, I started the training company, so I work with those home service companies to communicate better. [00:04:33] Sam: You know, a lot of it is, you know, of course, working directly with homeowners. But also there's a huge portion of all of those companies that, you know, rely on it and need property management companies to, you know, really help them stay in business and in turn they can turn around and, you know, help those property management companies to efficiently take care of properties. [00:04:58] Sam: But there's always seems to be this kind of struggle of, you know, that back and forth. So that's obviously why we're here today is a big part of that. But that's some of my history. I've been doing it 20 years. I started Close it Now six years or in, coming up on... yeah, April this year, next month is six years anniversary. [00:05:16] Sam: Nice. Of the company. And it's been a fun ride and we've definitely helped lots and lots of organizations to you know, to grow in a way.  [00:05:24] Jason: You're helping them close it now. All right. Yeah. Got it. All right. So you're just, you're helping these vendors close more deals, right? [00:05:31] Jason: So, property managers, I think would love to hear. You're on the other side of this relationship between property managers and vendors. What have you seen and what's the general feedback that you're noticing of the property management industry? What's kind of the vendor's perspective? [00:05:46] Jason: Because I know property managers, they get frustrated with vendors, right? They're like, "oh, the vendors like say you need something when you don't and like they don't like, it's difficult to reach them or this or whatever." Right. What are some of the complaints and gripes about property management companies? [00:06:03] Sam: Yeah. Complaints and gripes about property management companies. One of the big ones is, a lot of it is kind of the same thing is lack of communication. Okay. That's always one of the biggest complaints that comes up is, you know, we will get, you know, say someone, a property manager will call in for us to go evaluate a property. [00:06:21] Sam: We'll take an air conditioning issue or something like that, so we'll show up and then we're trying to call ahead. There's no clear information was given on who to call ahead to. Then we show up to the appointment, maybe the tenant's there, maybe not. A lot of times they're not there. [00:06:36] Sam: Okay. Then we can get ahold of the property manager to even get in the place. So now we're like dancing around in the circle of, okay, who do we contact? You get frustrated, move on to the next call, then the property manager calls and "Well, why'd you leave? Somebody was there." [00:06:50] Sam: Well, nobody was there. And so all of this just seems to happen very often. [00:06:55] Sam: Too often. Yeah. So it creates a stereotype. When the stereotype is created, that means of course there's a reason for it. Yeah. And so this is one of the big ones is the lack of communication. And I know that I've heard that the other direction as well. But so that's one of the things I hear the most. [00:07:11] Jason: Yeah. Got it. Yeah, so I'm sure when a vendor finds a property manager that does communicate effectively that there's clarity in that communication happening, and they've got good systems in place. The tenant's there, the tenant understands what's going on. Everybody's informed. Then those can be really great relationships to have. [00:07:34] Sam: Absolutely. Yeah. Those are, you know, the last the last organization I was at, I was with them, I was a sales manager and trainer for six years there. And I went through about 18 different property management companies to find two to three that were worth working with. Wow. And that was, you know, just sadly. We were always open to when a property management company came to us and we're like, "Hey, we, you know, we need you to do some work. We're looking for a new vendor." We're like, "sure. Absolutely. We'll try you out as well as you're trying us

As a property manager, you’re familiar with the uncomfortable shuffle when trying to ensure utilities are set up correctly at move-in. What if you could make the whole process easier? In this episode of the Property Management Growth Show, property management growth expert Jason Hull sits down with the founder of Utility Profit, Zac Maurais, to discuss wires, pipes, and signals: Everything you wish you knew about home utilities. You’ll Learn [01:48] How Zac Built a $100 Million Business [07:38] Solving Utility Challenges with a Streamlined Tool [15:54] Using Utility Profit to Make Extra Profit [23:26] Integrations and Frequently Asked Questions [30:20] Take Action on The Things You’re Avoiding! Quotables “I think the secret to being smart is just being willing to look stupid.” “Done is better than perfect.” “Have a bias for action. Get your hands dirty. Do it yourself.” “ Whatever it is that you think that's holding you back, just start trying to do it.” Resources DoorGrow and Scale Mastermind DoorGrow Academy DoorGrow on YouTube DoorGrowClub DoorGrowLive Transcript [00:00:00] Zac: It's almost like we're like taking the Yellow Pages and then putting it online or something. Yeah. I mean, it's kind of a wacky problem that we're solving there.  [00:00:08] Jason: So you're single handedly bringing the utility space into the future. So, All right. [00:00:16] Jason: Welcome DoorGrow Property Managers to the Property Management Growth Show. If you are a property management entrepreneur and you want to add doors, you want to make a difference, you want to increase revenue, you want to help others, you want to 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 and you just don't know it. 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. [00:00:47] Jason: 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. [00:01:13] Jason: I'm your host, property management growth expert, Jason Hull, the founder and CEO of DoorGrow. Now let's get into the show and I'm hanging out today with Zac Maurais. Did I say it right?  [00:01:25] Jason: That's right, yes.  [00:01:26] Jason: Hey. All right, cool. It's great to have you on the show. So Zac we're going to be chatting today about wires, pipes, and signals, everything you wish you knew about home utilities. [00:01:38] Jason: I think this will be interesting to our listeners because, you know, we get into this stuff as property management people. So, so Zac before we get into that though, give us a little backstory on you. How'd you get into being an entrepreneur? When did you first figure that out, that you maybe were one and then we can get into why you started this business so that you've got going and tell us, tell everybody about it. [00:01:58] Jason: Cool.  [00:02:00] Zac: Let's do it. Yeah. So, quick intro myself, I live here in Austin, Texas. I've been an entrepreneur now for better part of a decade and a half. Right out of college I started a business it was actually a food delivery business called Favor. We ended up scaling that business to having 50,000 delivery drivers in the state of Texas. [00:02:22] Zac: So it was the second largest employer in the state. And over the course of building it up over a couple of years, we were doing over a hundred million dollars of food sales a year. So sizable company and we sold that to HEB grocery and yeah.  [00:02:38] Jason: And if people don't know, HEB I'm in the Austin area, I'm up in Round Rock. [00:02:41] Jason: But if people don't know HEB. HEB consistently wins the best grocery store awards like in America every year. Like it's always winning.  [00:02:51] Zac: It's kind of amazing. I mean, they are an institution. There's so many small towns across Texas where the only show in town, I would kind of say it's akin to like a Walmart or something like that for a national brand that people would be more familiar with. [00:03:04] Zac: Family run business, been around for a hundred years. So it's cool that it had joined forces with Favor. And learned a lot from doing that company. I mean, at the time that we sold it, we had over 140 corporate employees, designers and software engineers and business intelligence people and salespeople. [00:03:24] Zac: So I'm right there with you, Jason, where I like growth. I like growing things and learning about business and learning about new categories. So as I sold it, I was looking for the next thing to do.  [00:03:35] Jason: So people are clear, Favor, and you can correct me if I'm wrong, but Favor competes with like Instacart and like some of these, it's like a delivery service. [00:03:44] Zac: That's right. So the way that the service worked was, it was like an on demand. It was part of the on demand delivery kind of thing that was happening. The gig economy, you know, people will probably remember Lyft coming out and Uber. There wasn't one for delivery of kind of like fast casual food or groceries yet. [00:04:02] Zac: And we brought that into the market. We had first mover.  [00:04:05] Jason: Oh yeah. So yeah, it's kind of like Uber Eats and, you know, these kind of things.  [00:04:08] Zac: Exactly. So you could tap a button, request a Favor, and then someone would go shopping for you, go pick up some tacos or yeah, run at the grocery store or something like that and bring it to you in 45 minutes or less. [00:04:20] Jason: Got it. And is Favor just a Texas thing?  [00:04:23] Zac: At one point in time we tried to go national expansion, but it was a bit of a wartime thing that was going on. Yeah. A lot of VC dollars getting put in. And we had a very strong Texas brand. We had over a million people in Texas using it. [00:04:37] Zac: Yes. So we said we just doubled down on home base.  [00:04:40] Jason: I mean, Texas is like its own little universe. We've got Favor, we've got HEB, we've got, you know, there's all these things that are just specifically Texas. So if y'all come to Texas, you got to like experience the whole Texas deal. You got to go to an HEB, you got to go to Bucky's, you got to go to all these things, right? [00:04:56] Zac: So yeah, right. When you're here in town for Jason's event, go get yourself some Yeti swag.  [00:05:02] Jason: Yes.  [00:05:02] Zac: And then order yourself a Favor.  [00:05:04] Jason: Yes. There you go. Yeah. Cool. Yeah, and people get really religious about their, you know, things like Yeti. It's like Yeti Mecca. Like people, like my brother-in-law comes into town. He is like, "I got to go to the Yeti store." He's like, just like starry-eyed in there. And I'm like, "why? Why?" Coolers, thermases? I don't know. Cool drinks. Yeah. Yeah. It's a thing. So he like collects them, and then sometimes he's flipping them too. Like there's limited edition things, so. My brother-in-law's name is Jason also, so he might listen to this. [00:05:36] Jason: So Jason, I mentioned you on my podcast, so, all right.  [00:05:39] Jason: Shout out to Jason.  [00:05:41] Jason: Shout out to Jason. So, cool. So Zac, I mean, that's a pretty impressive thing. Not many people can say they built a hundred million dollar, you know, business or had an exit or something like that. So, and then what did you do next? [00:05:55] Jason: Like, you sell this thing, did you lose all meaning and purpose in life and decide to start a new business or what happened?  [00:06:01] Zac: I think that happens with some people, right? You sell it, you have somebody, you're like, "what am I going to do with my life now?" I'm going to take a good thing and somehow it becomes a bad thing. [00:06:09] Zac: But I just, I really like building. And I like the process of entrepreneurship where you talk to people, you try to find a problem and you like go hit a whiteboard, you sketch, it becomes more tangible, and then all of a sudden you can partner with an engineer and make it and then bring it back to the customer. [00:06:26] Zac: And I just like that. It kind of just scratches something in my brain, I think. And something else that's been cool for me on my entrepreneurship journey. I had mentioned that I've been doing it now for a decade and a half and the entire time that I've been working and doing startups, I've been doing it with like my best friend Ben from growing up together. [00:06:45] Zac: We  [00:06:46] Jason: best friend Ben.  [00:06:46] Zac: wen to school in New Hampshire. And it's fun to be able to go on that journey with someone like that.  [00:06:52] Jason: Yeah. That's cool. So you and Ben are still doing stuff together then.  [00:06:55] Zac: Right.  [00:06:56] Jason: Yeah. Third company.  [00:06:57] Zac: Third company now, so.  [00:06:59] Jason: Yeah. Dynamic duo. All right. And so I imagine that you have some complimentary sort of skill sets and challenge each other a bit. [00:07:08] Zac: Yeah, I think our brains have kind of been swapped and became more of the same brain. But the way that I explained it originally was like Ben was the left brain engineer, right? He is going to build out the backend database. He was a civil engineer, so he was just constantly doing math. And then I was more of the, you can kind of see there's some paintings behind me, like I was the artist.  [00:07:30] Jason: The right brain guy. Yeah. Got it.  [00:07:32] Zac: But now it just kind of became one, somewhere between now. He kind of went a little bit more right. I went more left, so.  [00:07:38] Jason:

The property management industry is no stranger to conferences and in-person events, but have you ever thought about creating an event yourself? In this episode of the #DoorGrowShow, property management growth experts Jason and Sarah Hull discuss the behind-the-scenes of putting on a live event or conference and all the pros and cons of doing so. You’ll Learn [04:39] Learning from Past Mistakes and Failures [15:32] Getting Back in the Saddle: DoorGrow Live [21:07] What Goes Into Creating a Conference? [30:31] The Magic of In-Person Events Quotables “I think being able to just connect with people, making sure that people know who you are and what you do, I mean, it's really valuable.” “When you've got a room full of people who are in the same sector, in the same industry, there's so much knowledge in that room.” “When you're connecting with other people that are like you, that are growth minded and you both share an industry and a share a business model, like it really helps you grow.” “Your business is the sum of the five property management business owners you as a business owner are most connected to.” Resources DoorGrow and Scale Mastermind DoorGrow Academy DoorGrow on YouTube DoorGrowClub DoorGrowLive Transcript [00:00:00] Jason: When you're connecting with other people that are like you, that are growth minded and you both share an industry and share a business model, like it really helps you grow. [00:00:08] Jason: Your business is the sum of the five property management business owners you as a business owner are most connected to. [00:00:13] Jason: Welcome DoorGrow property managers to the Property Management Growth 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. [00:00:42] Jason: 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. [00:01:06] Jason: We're your hosts, property management growth experts, Jason and Sarah Hull, the owners of DoorGrow. Now, let's get into the show. All right.  [00:01:14] Sarah: Woo!  [00:01:15] Jason: So first, you'll have to excuse if I sound a little nasally today, because I have a cold, which doesn't happen often. And I might have given it to Sarah. I don't know. [00:01:25] Sarah: My sinuses just feel weird.  [00:01:27] Jason: So.  [00:01:27] Sarah: So thanks.  [00:01:28] Jason: Yeah.  [00:01:29] Sarah: Thanks for that.  [00:01:30] Jason: Okay, so.  [00:01:31] Sarah: Appreciate it.  [00:01:32] Jason: You keep kissing me. I'm not kissing you. Like I'm not trying to get you sick.  [00:01:35] Sarah: He's not kissing me.  [00:01:36] Sarah: She can't resist.  [00:01:37] Sarah: Does anybody believe that? Nobody believes you. Nobody should.  [00:01:40] Jason: I'm sick. You keep coming up to me. [00:01:42] Jason: I'm like, you want this? Obviously she does, guys. Obviously.  [00:01:46] Sarah: Oh brother.  [00:01:47] Sarah: Alright.  [00:01:48] Sarah: What a great episode. What a great kicker offered.  [00:01:51] Jason: So I might be coughing and I apologize. Alright, so what we're talking about today is we thought we'd give you a little bit of behind the scenes into us creating an event and us doing DoorGrow Live, getting prepped and prepared for this. You know, we put an entire year into getting this thing going and getting this prepared and promoting it, finding speakers. [00:02:15] Jason: And so let's chat a little bit about some of the behind the scenes stuff.  [00:02:19] Sarah: Yeah. So one of the things that I wanted to talk about is kind of everything that really goes into it behind the scenes that when you go attend an event, you just don't notice. You just don't like realize a lot of the times, unless you're used to running events. [00:02:35] Sarah: And once you start running an event, go run one event and then you will attend every other event differently. For example, when we go to, you know, Aaron's events, or Funnel Hacking Live, my brain is constantly going, like, operationally, this must be a nightmare. How on earth are they coordinating all of this? [00:02:56] Sarah: It's just insane. Because I know how crazy it is with our conferences, and we don't yet have thousands of people there. We will, at one point. But, man, there's just so much that goes into it. So, If you're ever considering running events, and I think that for property managers and for anyone who's a real estate agent or investor, I really think events are something that you should at least look into. And it doesn't have to be this big crazy event where, you know, you spend 25- 30 thousand dollars like we do and that's kind of like a low budget, you know. That's like you'll blow through that real quick. It doesn't have to be anything like that and it definitely doesn't have to be this, you know, this big crazy promoted thing you can do your own version of events like in a very different way, back when I was in property management, you know, we would do some little networking events and they were nowhere near the size, but also nowhere near the cost, but they can be really beneficial for you to do. So I think if you haven't experimented with that, then maybe get some tips and pointers and check it out. Like try it, experiment and see what happens. Because for me, it was really great to just be connected. So there's that saying, "your net worth is in your network," and I think being able to just connect with people, make sure that people know who you are and what you do, I mean, it's really valuable. So if you're a property manager and you haven't done a little in person event yet, then perhaps you might want to try. And we're going to talk a little bit about, you know, what goes into like a bigger event the way that we run them. So why don't you give them some background? [00:04:41] Sarah: When was your first? Your first DoorGrow Live was pre-Sarah, the pre-Sarah DoorGrow age, I think it was it 2018?  [00:04:49] Jason: Yeah. 2018. 2018. Yeah. Yeah.  [00:04:51] Sarah: Okay. Can you talk about you know, what was the first DoorGrow Live like?  [00:04:57] Jason: Oh man. Yeah. And if you want to get a visual of this, you can go to, I think it's photos.doorgrow.Com and we have photos of all of our different major events. You can go back to 2018 and there's a nice photo of me and Mike Michalowicz there. And so we brought in some big, you know, for me, they were big speakers. Some people that I really looked up to and that I got a lot of value from. [00:05:22] Jason: So, coach, authors, you know, people that I had worked with. And so, it was a big deal. We spent, I think we spent about $115,000. Putting that event together because I wanted to do it, right. I didn't want my first event to be Mickey Mouse or cheap or you know, whatever So I wanted to do a really good job and I thought well, "and we'll sell tickets to make up for it." We did. We sold about a hundred and fifteen tickets at around, I think $1,000 a pop. [00:05:53] Jason: And I have a whole podcast episode I did on this. I call it my $2 million mistake because we were growing at a pace of, we were doing about a million in revenue a year and we were growing at a pace of about 300% percent at the time we were growing really quickly. We had a lot of momentum, and I decided to do this big conference. It was a little bit of an ego thing. Like it was like kind of a dream that I wanted to feel cool and be on stage and it was super stressful. The event went really well. People liked it, but I was massively stressed during it. And then I didn't do another one for how many years? I don't know.  [00:06:29] Sarah: Yeah, that was his first and only and then like canceled it  [00:06:33] Jason: I was like, "I don't think I'll do that again." [00:06:35] Sarah: Yeah.  [00:06:36] Jason: I mean I didn't realize everything that goes into it. I'm sure people were watching me start my first conference from the sidelines who have done events in the space were like, "good luck, bro," because they know how hard it can be. [00:06:47] Jason: It's like starting a whole nother business but you have to recognize there's like the hotel. It's hard to do an event that's not at a hotel. So you kind of have to do it at hotels and so they have this like, sort of, they're like the mafia. [00:07:01] Jason: They have this control over doing events. Like, and you go to them, you're like, "I want to do an event here." And they're like, "cool." And like finances become a thing and they negotiate a group rate with you, which means you have to book certain number of rooms because they want you to book rooms, and if you don't book out the group rate for the rooms in the room block, then you're responsible to pay for that. [00:07:24] Jason: So we were on the hook for like a lot of money for rooms. I'm like, "well, how many rooms does that mean? And like how many nights?" And all this stuff. So just managing finances for an event is like managing finances for a dangerous business startup is really what it is. Because people have gone bankrupt from doing big events really big events where you have two, three thousand, five thousand. These are millions and millions of dollars in and out. [00:07:48] Sarah: Yeah. [00:07:49] Jason: And if they don't navigate this well, it can bankrupt companies  [00:

Why did you decide to own a property management business instead of working for someone else? Did you just want money, or was it something deeper that drove you to become an entrepreneur? In this episode of The Property Management Growth Show, industry growth expert Jason Hull sits down with Rich Walker, Founder of Quik! Forms to discuss adaptability as an entrepreneur and embracing change. You’ll Learn [01:55] Entrepreneurial Tendancies from a Young Age [13:49] Reasons for Starting a Business [20:08] Embracing Change and Facing Adversity [30:31] The Power of In-Person Interaction Quotables “ You build something people want, they'll pay you for it.” “There's no value in worry.” “We think we want more money because we think it's going to give us more freedom and fulfillment, but we actually have less fulfillment and less freedom the more money we make.” “If everybody thinks they're right, then my beliefs can be just as right.” Resources DoorGrow and Scale Mastermind DoorGrow Academy DoorGrow on YouTube DoorGrowClub DoorGrowLive TalkRoute Referral Link Transcript [00:00:00] Rich: What do you get when you have your best work? [00:00:01] Rich: You get joy, you get fulfillment, you get productivity, you get engagement and you get the highest possible outcome from every person on your team. That's why I'm an entrepreneur more than anything else. [00:00:11] Jason: All right. Welcome DoorGrow property managers to the property management growth show. If you are a property management entrepreneur that wants to add doors, make a difference, increase revenue, impact lives, help others, and you're interested in growing your 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. Now let's get into the show. [00:01:13] Jason: And my guest today, I'm hanging out with a local Austinite, fellow friend that I know locally, CEO and co founder of Quik! Forms Processing, Rich Walker. Welcome Rich.  [00:01:26] Rich: Hey everybody. Really an honor to be here. Jason. Thanks for having me on your show today.  [00:01:30] Jason: Yeah, glad to have you. [00:01:31] Jason: So you're doing some really cool stuff in business. And it's been great. We're in a mastermind locally together. And and you're going to be speaking to our audience at DoorGrow Live, you know, for those listening, make sure you get your tickets to DoorGrow Live. And you've written some books, like tell everybody, give us some background on Rich and how you kind of got into entrepreneurism and like, what you do. [00:01:55] Rich: So, well, boy, this could be a long story or I'll try to keep it brief. Look, I grew up very poor. I was the product of a broken household, if you will. And I learned very early on that if you make something people want, they'll pay you for it. It's amazing. So I started my first business at age 12. I took a $300 investment and turned it into over $1,100 in one day at an event. [00:02:18] Rich: And I was stunned. I was just struck with all these people handing me fistfuls of cash to buy my product. And I said, "wow, this is what I'm going to be. I'm going to be an entrepreneur. I'm going to build businesses." [00:02:29] Jason: What was the product at age 12?  [00:02:31] Rich: Oh, man. So I should show it to you. I'd have to go off screen to get it. [00:02:35] Rich: But if you know what surgical tubing looks like stretchy latex tubing, and you know what a pen tip looks like, take the pen tip, shove it into the tube, tie a knot on the other end, and then get a garden hose with a cone shaped nozzle and it blows up a long tube of water. Like a squirt gun. Yeah, we called them water weenies. [00:02:52] Rich: Yeah, I made those. Yeah! Yeah.  [00:02:56] Rich: So, but imagine before the super soaker came out, what were your options? You had water balloons, hand grenades, you had squirt guns that went five feet, you had the hose stuck to the house and then water weenies, which squirted 30 feet and carried gallons of water on your back. [00:03:13] Rich: So you are the king of the water fights.  [00:03:15] Jason: Yeah, and you got a good workout.  [00:03:18] Rich: Yeah, amazing.  [00:03:19] Jason: How long were these tubes? How long would you cut them?  [00:03:23] Rich: The longest cut length would be three feet, but when it filled up, it was nine feet. So imagine, draped around your neck, down to your toes, with water.  [00:03:31] Jason: Nine feet of water filled hose. [00:03:32] Jason: Yeah. Yeah.  [00:03:33] Rich: Yeah. So you were just a walking, like fire truck.  [00:03:36] Jason: I just got back from funnel hacking live and Russell Brunson always shares a story of starting by selling potato guns online, like how to build potato guns. This sounds very reminiscent.  [00:03:47] Rich: Yeah, very much. It was a really awesome experience. I mean, honestly, going from having nothing to having money in my hands. [00:03:54] Rich: And actually I saved up money at age 12, just about to turn 13. I saved it until I bought my first car when I turned 16.  [00:04:01] Jason: Wow. Wow. All right. So you ever heard of the marshmallow tests they give kids? I'm not sure. It's like, it's delayed gratification versus instant gratification, right? So they put a marshmallow in front of them and they make them wait with it. [00:04:14] Jason: And they're like, you can eat this marshmallow, but if you don't eat it by the time I get back, then I'll give you two marshmallows or something like this. I think it's how it goes. And most kids fail. They're like, "Oh, I really want that." Or they'll put cookie or whatever it is, you know, showing you saving money, when there's like, you could buy video games as a kid, like whatever, right? That's some serious delayed gratification right there, so.  [00:04:38] Rich: You know, Jason, I got to tell a bigger story here because really this is what happened at age eight, I went to my friend's house and my friend had a radio controlled car. [00:04:46] Rich: It was a kit you had to build yourself, but it would drive 35 miles per hour off road. It was amazing. This is the eighties, right? Yeah. And I wanted that car so bad. And we were so poor. There was no way my parents were going to buy me a $300 car. And in today's money, that's like 12 to 1500 bucks. Okay. Yes. [00:05:03] Rich: So that's not going to happen. So I started saving my money, birthday, Christmas money. I would sell candy around the neighborhood. I would rake leaves for a neighbor and make $2. Anything I could do, anything I could do to save money. It took me four years. To save up the $300. And that summer that I got introduced to water weenies was by my neighbor. He was a supplier to physicians. His son and I played all the time. And he came out and gave us these water weenies to play with, but then he took them back and all the other kids wanted one. So I was kind of observant and I said, "Hey, In your shed, I see a reel of tubing. Can I buy that from you?" [00:05:36] Rich: It was like 25 feet of tubing. "He's like, okay, how much?" It was like 12 bucks or something. Ran home, grabbed the money out of my bank account, gave it to him, went home, started cutting links, destroyed every pen in my house and started selling. And within a day or two, I had sold $50 worth of stuff. So I went and bought another 25 feet and sold another $50 bucks. [00:05:53] Rich: Then I went to summer camp and I rode my bike and squirted every kid I could find had 20 kids chasing me on my bike. And then I'd sell them all the water. So over that course of that summer, I got to the $300 mark and I bought the car. Now, my uncle saw all this behavior and said, "Rich next summer, I'm hosting fourth of July. [00:06:10] Rich: You could have a booth and sell these water weenies there. Would you like to do that?" I'm like, "yeah, absolutely." Months and months go by, go through winter, go into spring, my mom reminds me of this opportunity. And I'm like, okay, so I go to my neighbor, "How much for a thousand feet of tubing?" "300 bucks." [00:06:24] Rich: Guess what I don't have? I don't have 300 anymore.  [00:06:27] Jason: Yeah.  [00:06:27] Rich: So I said to him, "Hey, look, your son is about to have his birthday. Wouldn't it be cool if he had this RC car? He loves playing with it. Would you barter with me and trade me for the tubing?" And the guy's a saint. Honestly, I wish I could find him and say thank you because he did it. [00:06:42] Rich: His son got a great car. I got the tubing. I wrote a letter to Scripto pen company and said, "Hey, I'm doing a project. I need some sample pen tips. Would you mind sending me some?" They sent me a box of 5,000 pen tips for free.  [00:06:52] Jason: What?  [00:06:53] Rich: No cost. And so then I had all the materials to put it together and showed up at 4th of July, started selling by 7am, sold out by 1pm. [00:07:01] Rich: And this is why I said I had fist fulls of money. I had people at this, you know, long table. I had people out eight to 10 people deep lined up to buy these things. And it's all I could do is to take money and give them a water weenie. My pockets filled up with cash and my mom would pull the cash out of my pockets and put it in a safe box over and over again that day. [00:07:18] Jason: What were y