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 typ