DGS 303: Unlocking the Secret to High-Performing Leasing Teams with Peter Roisman
Description
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
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
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