by DoorGrow | #1 Property Management Growth Experts with Jason & Sarah Hull
🚀 Struggling to grow your property management business? 🔥 Need more doors but feel stuck? ⚙️ Operations a mess? Welcome to Property Management Growth with DoorGrow! This is THE podcast for property managers who want to scale faster, add more doors, and systemize their operations—without the B.S. Hosted by Jason Hull, marketing expert, entrepreneur coach, and property management growth strategist, we bring you the best strategies, insights, and hacks to help you dominate your market. Learn from top property managers, industry experts, and vendors sharing real-world tactics that actually work. ✅ How to attract more property owners ✅ Fixing broken operations & streamlining processes ✅ Marketing & sales strategies that get you more doors ✅ Eliminating stress & scaling efficiently Join our free community of growth-focused property managers at DoorGrowClub.com and get the best property management marketing & growth strategies at DoorGrow.com. 🎧 Subscribe now and start growing your business today!
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April 24, 2025
<p dir="ltr">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? </p> <p dir="ltr">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.</p> <h2 dir="ltr">You’ll Learn</h2> <p dir="ltr">[01:26] How to Guarantee Your Team Will Fail</p> <p dir="ltr">[06:19] Why Dual Roles Often Do Not Work</p> <p dir="ltr">[09:17] Set Your Team Members Up for Success</p> <h2 dir="ltr">Quotables</h2> <p dir="ltr">“It's never ideal when we have a dual role, but it is possible in certain cases.”</p> <p dir="ltr"> ”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.”</p> <p dir="ltr">“We make the mistake as entrepreneurs of assuming other people think the way we do.”</p> <p dir="ltr">“You probably could wear 10 different hats in your business, but you don't enjoy doing probably half of them at least.”</p> <h2 dir="ltr">Resources</h2> <p dir="ltr"><a href= "https://www.doorgrowacademy.com/courses/mastermind">DoorGrow and Scale Mastermind</a></p> <p dir="ltr"><a href="https://www.doorgrowacademy.com/">DoorGrow Academy</a></p> <p dir="ltr"><a href= "https://www.youtube.com/channel/UCC1mGYT2Sw0LOe32hO_QdNg/featured"> DoorGrow on YouTube</a></p> <p dir="ltr"><a href="https://doorgrow.com/">DoorGrowClub</a></p> <p dir="ltr"><a href= "https://doorgrowlive.com/">DoorGrowLive</a></p> <h2 dir="ltr">Transcript</h2> <p dir="ltr">[00:00:00] Sarah: If you have a star quarterback...</p> <p dir="ltr">[00:00:02] Jason: yes. </p> <p dir="ltr">[00:00:03] Sarah: And that quarterback... </p> <p dir="ltr">[00:00:03] Jason: super sharp </p> <p dir="ltr">[00:00:04] Sarah: can put that ball anywhere on the field with pinpoint precision, </p> <p dir="ltr">[00:00:08] Jason: right? </p> <p dir="ltr">[00:00:09] Sarah: Are you going to take that quarterback and make him the kicker? </p> <p dir="ltr">[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. </p> <p dir="ltr">[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.</p> <p dir="ltr">[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.</p> <p dir="ltr">[00:01:26] Jason: Sarah, what are we talking about today? </p> <p dir="ltr">[00:01:29] Sarah: We are going to talk about how you can almost guarantee that your team will fail. </p> <p dir="ltr">[00:01:34] Jason: Guaranteed failure. And the method to do this- yes- we call dual role... </p> <p dir="ltr">[00:01:40] Sarah: oh. </p> <p dir="ltr">[00:01:41] Jason: Team members... </p> <p dir="ltr">[00:01:41] Sarah: yes. </p> <p dir="ltr">[00:01:42] Jason: Right? So and so, what's the scenario? What do we mean by dual role? And it's pretty common.</p> <p dir="ltr">[00:01:48] Sarah: I see it quite a bit. </p> <p dir="ltr">[00:01:50] Sarah: Yeah. Do you see it a lot? </p> <p dir="ltr">[00:01:51] Jason: Yeah. I mean, do you want me to explain the idea or you want to explain what you see? </p> <p dir="ltr">[00:01:55] Jason: No, I just want to know if you see it a lot. </p> <p dir="ltr">[00:01:56] Jason: Yeah. I see a lot of people make this mistake when hiring. I don't see it work </p> <p dir="ltr">[00:02:01] Sarah: Well, no. </p> <p dir="ltr">[00:02:02] Jason: And I see people try to do it, but I see a lot of failure.</p> <p dir="ltr">[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.</p> <p dir="ltr">[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? </p> <p dir="ltr">[00:02:41] Sarah: So usually, and let's just backtrack and say, alright, by dual role.</p> <p dir="ltr">[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.</p> <p dir="ltr">[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. </p> <p dir="ltr">[00:03:26] Jason: Yeah. </p> <p dir="ltr">[00:03:26] Sarah: So if you have someone who's going to do operations and function as an assistant.</p> <p dir="ltr">[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.</p> <p dir="ltr">[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. </p> <p dir="ltr">[00:04:17] Jason: Yeah. </p> <p dir="ltr">[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.</p> <p dir="ltr">[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.</p> <p dir="ltr">[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. </p> <p dir="ltr">[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.</p> <p dir="ltr">[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.</p> <p dir="ltr">[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. </p> <p dir="ltr">[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.</p> <p dir="ltr">[00:05:52] Sarah: Yeah. Well, I did say this was going to be a quick podcast, but the food...</p> <p dir="ltr">[00:05:56] Sarah: so maybe this is a sign we should wrap it up. Yeah, the food that you ordered is probably... </p> <p dir="ltr">[00:06:01] Jason: Oh yeah. I ordered some food.</p> <p dir="ltr">[00:06:02] Sarah: ...being delivered right now because it's like six o'clock on a Monday right now. Which is great. </p> <p dir="ltr">[00:06:07] Jason: They're protecting us from the food.</p> <p dir="ltr">[00:06:09] Jason: So, while we've got a chorus of dogs in the background. </p> <p dir="ltr">[00:06:12] Sarah: They're just confirming. </p> <p dir="ltr">[00:06:13] Jason: Yeah. </p> <p dir="ltr">[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. </p> <p dir="ltr">[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.</p> <p dir="ltr">[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.</p> <p dir="ltr">[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?</p> <p dir="ltr">[00:07:02] Jason: They can't be multiple things typically, and I think we got to end. Okay. It's getting louder. </p> <p dir="ltr">[00:07:08] Sarah: They're just dropping off the order. That's all. Now we have three dogs barking. </p> <p dir="ltr">[00:07:13] Jason: It's not stopping. </p> <p dir="ltr">[00:07:14] Sarah: So we have a big one and a medium one and a very little one. </p> <p dir="ltr">[00:07:19] Jason: Okay. </p> <p dir="ltr">[00:07:19] Sarah: But you know, that's a good example though, is so we've got three very different dogs.</p> <p dir="ltr">[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 like a different size harness, et cetera. You have to kind of think of roles in your business the same way. If you're trying to treat every role the exact same, it'll be really hard because you'll be like, I don't know, I don't understand. Like that worked with my sales guy. Why can't I just throw more money at this person and then they're going to be better? Yeah. That worked with my sales guy.</p> <p dir="ltr">[00:07:58] Sarah: Yeah, of course it did. It's not going to work in other roles. And then if you're a dual role and you're trying to constantly bounce back and forth, like, oh, I got to do the sales and I got to like do maintenance coordination and like property management work, like, oh well, which, what am I supposed to do?</p> <p dir="ltr">[00:08:14] Sarah: What do I prioritize? And then when you get busy, when you get overwhelmed and you get stressed, something is going to not get done. And it's really hard sometimes to choose, well, what am I going to sacrifice? Because both things are important, and I can tell you that 99% of the time, the thing that will be sacrificed is the thing that they just don't like doing.</p> <p dir="ltr">[00:08:35] Sarah: Yeah. So if they don't like doing the property management piece. Your delivery is going to tank. And then if they don't like doing the sales piece, they're going to focus on the delivery and your sales. You're going to have none. And you'll be wondering, well, I don't understand. Like I hired you to do both and this is why this is that pitfall.</p> <p dir="ltr">[00:08:53] Sarah: So if you want to guarantee that your team is going to fail, that your business is going to be stressed, and that your team, you are, it's almost a guaranteed like turnover of your team as well because they're not going to, they're not going to stay when they're not happy. And part of them is doing a role that they hate.</p> <p dir="ltr">[00:09:11] Sarah: The other part of them might be doing something that they really love, but part of them, for part of their day, they're doing something that they hate. </p> <p dir="ltr">[00:09:17] Jason: Yeah. So to drive this home, it's really important that you don't put people in a position that they're going to fail. And here's a big major tip. If you have somebody that's good at selling, and you're having them waste time doing anything else, that is a really stupid way to like waste a resource. Like if somebody can make you money and bring fresh money into the business and you have them doing stupid stuff like posting notices or talking to your existing clients. You are wasting a massively valuable resource.</p> <p dir="ltr">[00:09:54] Jason: They would make you so much money they could pay for multiple other team members if you just let them only focus on business development. And so if they can sell, get them just doing that. If they're good at that. If they are good at property management, don't have them waste time dinking around trying to sell.</p> <p dir="ltr">[00:10:11] Jason: Go get somebody that can sell, that can grow your business. Right. And there's other roles, but we're using these two as an example. But yeah, dual roles work. I doesn't work. </p> <p dir="ltr">[00:10:19] Jason: I think </p> <p dir="ltr">[00:10:19] Sarah: that's one of the most common ones. I see. </p> <p dir="ltr">[00:10:21] Jason: Yeah. It is pretty common. </p> <p dir="ltr">[00:10:22] Sarah: It's either sales and operations, which like never works.</p> <p dir="ltr">[00:10:25] Sarah: Yeah. Or sales and like property management. Yeah. Those are like the two most common that I see. And the way that I explain it to people is. If you understand sports...</p> <p dir="ltr">[00:10:37] Sarah: we're using sports analogy? </p> <p dir="ltr">[00:10:38] Sarah: We are. We're going to use a sports analogy. Okay. So on a football team... </p> <p dir="ltr">[00:10:43] Jason: yes.</p> <p dir="ltr">[00:10:43] Sarah: If you have a star quarterback...</p> <p dir="ltr">[00:10:46] Jason: yes. </p> <p dir="ltr">[00:10:46] Sarah: And that quarterback... </p> <p dir="ltr">[00:10:47] Jason: super sharp </p> <p dir="ltr">[00:10:47] Sarah: can put that ball anywhere on the field with pinpoint precision, </p> <p dir="ltr">[00:10:52] Jason: right? </p> <p dir="ltr">[00:10:52] Sarah: Are you going to take that quarterback and make him the kicker? </p> <p dir="ltr">[00:10:56] Jason: No, that'd be stupid. </p> <p dir="ltr">[00:10:57] Sarah: Or the blocker...</p> <p dir="ltr">[00:10:58] Jason: that would be really bad. </p> <p dir="ltr">[00:10:59] Sarah: Or a defensive lineman? No way. How about the water boy? </p> <p dir="ltr">[00:11:02] Sarah: No. </p> <p dir="ltr">[00:11:03] Sarah: Why would you ever do any of that? Right? </p> <p dir="ltr">[00:11:04] Sarah: So people who are like, they're like, oh my God, no. So are you going to see the star quarterback doing anything other than his job? </p> <p dir="ltr">[00:11:13] Jason: No. </p> <p dir="ltr">[00:11:14] Sarah: Never. Never. No. </p> <p dir="ltr">[00:11:15] Jason: That's actually a really great analogy. </p> <p dir="ltr">[00:11:18] Sarah: I know. I'm really smart sometimes. So there's... </p> <p dir="ltr">[00:11:21] Jason: you're really smart all the time, and you know this. </p> <p dir="ltr">[00:11:24] Sarah: I do know this.</p> <p dir="ltr">[00:11:24] Jason: Don't pretend you're humble.</p> <p dir="ltr">[00:11:26] Sarah: Well, I'm the most humble of all of the Zodiac signs. </p> <p dir="ltr">[00:11:30] Jason: Yeah me too. I'm super humble too. </p> <p dir="ltr">[00:11:31] Sarah: No, I'm the most humble though. </p> <p dir="ltr">[00:11:33] Jason: You're way more humble than me. </p> <p dir="ltr">[00:11:34] Sarah: I'm more humble than all of... </p> <p dir="ltr">[00:11:36] Jason: you're the most humble ever. </p> <p dir="ltr">[00:11:37] Sarah: As Scorpios, we all are. Okay, guys. Yeah. So anyway, if you're going to have your quarterback doing anything other than that, like that would just be silly. It would just be stupid. So if you were watching TV and that's what your team did while you were watching... </p> <p dir="ltr">[00:11:52] Jason: yeah. </p> <p dir="ltr">[00:11:52] Sarah: And it's like a playoff game. And that's what happens is you're like, why is my quarterback, what are you...? You wouldn't even believe your eyes. But then that's what you are doing in your business is you are taking your sales person, your star sales person, and you're making them do other stuff. So it works the same way. It's divide and conquer. That's like football teams do this. That's why it's not just a free for all when you get on the field, it's like, all right guys, just figure out how to, no. Yeah, they're specialists. They divide and conquer. Your business is the same thing. </p> <p dir="ltr">[00:12:22] Jason: That's a great analogy. Cool. So it's super obvious in sports, like you've got some guy, man, he could throw it anywhere on the field. Look how accurate he is. He's not super big, but man, he can really throw it. Maybe we should have this guy just be a kicker. Yeah. That would like, that'd be crazy, but somebody's really amazing kicking the ball. </p> <p dir="ltr">[00:12:39] Sarah: Some of you guys would lose your freaking minds if you saw that happen in a game. </p> <p dir="ltr">[00:12:42] Jason: Right? But then you're doing it in your business!</p> <p dir="ltr">[00:12:44] Jason: You do it in your own business. You're doing it in your business. They're like, well, they could do both and maybe it'll save money and they can kind of do two things, and you wonder why the business is struggling or not growing. So we need to make strategic hires. We need to be make careful hires.</p> <p dir="ltr">[00:12:56] Jason: We need to get the right personality fit, skill fit, culture fit. We talked about the three fits on previous episodes, but you also want to make sure that personality fit, they are a really great personality fit for that particular role, and you're not trying to hire them for two. All right. Anything else we need to say about this?</p> <p dir="ltr">[00:13:11] Sarah: I don't think so. We're going to go eat. </p> <p dir="ltr">[00:13:13] Jason: Cool. So if you have felt stuck or stagnant and want to take your property management business to the next level, reach out to us at doorgrow.com. Also, join our free Facebook community just for property management business owners at doorgrowclub.com. And if you found this even a little bit helpful, don't forget to subscribe and leave us a review.</p> <p dir="ltr">[00:13:34] Jason: We'd really appreciate it. Until next time, remember, the slowest path to growth is to do it alone. So let's grow together. Bye everyone.</p>
April 18, 2025
<p dir="ltr">As the property management industry continues to evolve, it’s important to stay up to date on the latest innovations in technology.</p> <p dir="ltr">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.</p> <h2 dir="ltr">You’ll Learn</h2> <p dir="ltr">[01:29] The AI Revolution</p> <p dir="ltr">[08:47] The Importance of Empathy and Human Touch</p> <p dir="ltr">[22:21] Decreasing the Cost of Maintenance Coordination</p> <p dir="ltr">[32:29] New Features Coming to Vendoroo</p> <h2 dir="ltr">Quotables</h2> <p dir="ltr">“As any property manager believes, we know how to do it the best.”</p> <p dir="ltr">“If you're not reading articles and studying up on this, I think that's going to catch you by surprise pretty quickly.”</p> <p dir="ltr">“Empathy is the magic lubrication that makes everything better.”</p> <p dir="ltr">“Empathetic reflection and empathy is a magical ingredient.”</p> <h2 dir="ltr">Resources</h2> <p dir="ltr"><a href= "https://www.doorgrowacademy.com/courses/mastermind">DoorGrow and Scale Mastermind</a></p> <p dir="ltr"><a href="https://www.doorgrowacademy.com/">DoorGrow Academy</a></p> <p dir="ltr"><a href= "https://www.youtube.com/channel/UCC1mGYT2Sw0LOe32hO_QdNg/featured"> DoorGrow on YouTube</a></p> <p dir="ltr"><a href="https://doorgrow.com/">DoorGrowClub</a></p> <p dir="ltr"><a href= "https://doorgrowlive.com/">DoorGrowLive</a></p> <h2 dir="ltr">Transcript</h2> <p dir="ltr">[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.</p> <p dir="ltr">[00:00:14] David: Come use it. Yeah. Right. Buyer beware.</p> <p dir="ltr">[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.</p> <p dir="ltr">[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.</p> <p dir="ltr">[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.</p> <p dir="ltr">[00:01:19] Jason: Welcome back David. </p> <p dir="ltr">[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. </p> <p dir="ltr">[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. </p> <p dir="ltr">[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.</p> <p dir="ltr">[00:02:53] David: You'll never see a booth or a display like we have set up. At the NARPM broker owner. So. </p> <p dir="ltr">[00:02:58] Jason: Now I want to go attend it. Yeah. Just so I can see your booth. </p> <p dir="ltr">[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.</p> <p dir="ltr">[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. </p> <p dir="ltr">[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.</p> <p dir="ltr">[00:03:29] Jason: Yeah. Give people kind of the backstory. Yeah. </p> <p dir="ltr">[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.</p> <p dir="ltr">[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.</p> <p dir="ltr">[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?</p> <p dir="ltr">[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.</p> <p dir="ltr">[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.</p> <p dir="ltr">[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?</p> <p dir="ltr">[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.</p> <p dir="ltr">[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?</p> <p dir="ltr">[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.</p> <p dir="ltr">[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.</p> <p dir="ltr">[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.</p> <p dir="ltr">[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.</p> <p dir="ltr">[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.</p> <p dir="ltr">[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 is a data-driven industry.</p> <p dir="ltr">[00:07:55] David: It's really in an emotion driven industry. </p> <p dir="ltr">[00:07:57] Jason: Oh yeah. It's a relationship and emotion industry for sure. Yeah. Yeah, big time. </p> <p dir="ltr">[00:08:01] David: And it's really cool to see, and it's really started happening over this past last 60 days, the amount of residents, I was actually just looking at one before I jumped on here, that are like thanking the system, right?</p> <p dir="ltr">[00:08:15] David: Imagine that, like think of all of us that actually worked with the chat bot at like Verizon. I've never thanked that chatbot at Verizon for being their customer service. Right. </p> <p dir="ltr">[00:08:25] Jason: And how do I get a representative? Representative. Representative! </p> <p dir="ltr">[00:08:28] David: Yeah. Yeah, for sure. Versus you seeing people, you know, seeing individuals saying to the, you know, saying to the Vendoroo maintenance coordinator, Hey, I really appreciate feeling supported and how fast you acted because you know, there's empathy that's inside of its law and learning. So I don't want to get too much into the details on there. But yeah, these are some of the exciting things that we're working on. </p> <p dir="ltr">[00:08:47] Jason: I mean, empathy is the magic lubrication that makes everything better.</p> <p dir="ltr">[00:08:52] David: Yeah, </p> <p dir="ltr">[00:08:52] Jason: I mean they, they've done studies. Teams, even in working in warehouses, are more productive if the team has a higher level of empathy. Yeah. And doctors perform better. Yeah. If there's a higher level of empathy, there's less malpractice suits, like empathetic reflection and empathy is a magical ingredient.</p> <p dir="ltr">[00:09:10] Jason: I coach clients to add that in during sales. Yeah. 'cause their close rate goes up dramatically. Yeah. Right. So yeah. So leveraging and like getting the AI to actually be empathetic in its communication. Yeah. When that's probably not a natural skill for a lot of maintenance coordinators to be empathetic.</p> <p dir="ltr">[00:09:26] David: It's not, it's not a natural skill for a lot of people in the maintenance industry. Right? Yes. Especially when you talk about burnout. People begin developing views of the rental community, right? Like, oh my gosh, they're calling again, and that empathy meter goes lower and lower and lower.</p> <p dir="ltr">[00:09:41] David: Yeah. As people have been in the industry longer. But isn't it great that you have an employee now that knows that, yeah, it's my duty, rain or shine, 24 hours a day, seven days a week, 365 a year to always operate at the highest level of empathy? I never have a bad day. I never take a day off.</p> <p dir="ltr">[00:09:57] David: I'm never upset. I'm never short with somebody on the phone, never tired, never like, oh my gosh, Susan is calling me again. I'm going to let the phone just ring because I'm annoyed of talking to her. And it just is constantly hitting that same level of standard. And this is what's exciting to me, is that there are people that that have played around with this and have been a part of what I call the pain phase, right?</p> <p dir="ltr">[00:10:20] David: The pain phase is that understanding the way that agentic AI works, right? It's input in output. Input, output, right? The more that you're putting into it, the better the results are that you're going to get out of it, okay? Right. It's just like training an employee. So over the last eight months, what we've seen is that the community has trained this to be the level of a person that has now been working in the industry for five years.</p> <p dir="ltr">[00:10:46] David: In eight months. It's got five years of learning in eight months. Okay. Wow. In the next six to 12 months, we're probably looking at somebody that has 10 to 15 years understanding in the next six to 12 months and understand the level of type of tasks that it can do, especially getting into estimates and getting some other work.</p> <p dir="ltr">[00:11:04] David: And again, just you know, having empathy in my own life towards the people that jumped in that are like, what is this all about? Like, how does AI fail? Like, you know, there's still people that are involved and it was like this big like momentous train of like, you know, all these people were jumping on and giving ideas and people are in the loop and now it's weeding everything out and the AI stepping in and saying.</p> <p dir="ltr">[00:11:27] David: Hey, I appreciate all the input that you've given me. Thank you for all your effort. I'm now ready to step up to the plate and to own the outcome. Right. And that's what we're seeing at the NARPM show that's coming out. There's five AI tools. There's a master agent, five AI tools. And you know, I'll give you a couple of pieces here that, you know, we had feedback from our property managers like number one across the board.</p> <p dir="ltr">[00:11:50] David: A property manager said, if I'm hiring AI as my last employee, that has to work in my system. Yeah. Okay. Right. Like I don't want another, I don't want another technology. Yeah. </p> <p dir="ltr">[00:11:59] Jason: I don't want a new system I got to get every vendor to use or a new system I got to get my team to use or figure out. We don't need another tool to make our lives more difficult.</p> <p dir="ltr">[00:12:08] Jason: No. They've got to use our stuff. </p> <p dir="ltr">[00:12:09] David: They got to use, we have our existing stack. Yeah. So now the AI is fully integrated into all the most common PMS systems. You know, you have a cool chrome extension that you can download and there's a little yellow kangaroo right right there. And it's actually reading the work order that you're working on, and you can literally just ask it a question now and just being like, Hey, did anybody express frustration or concern on this work order?</p> <p dir="ltr">[00:12:32] David: Right? Because that's the emotion behind the status that you need to know. And it's like, yeah, two days ago Sally said that, you know, she was actually really frustrated about the multiple reschedules by this vendor. And it's like, great, that's a person I should be reaching out to and that's what I should be knowing that a status is never going to tell you.</p> <p dir="ltr">[00:12:47] David: Right? Yeah. It's in your slack, right? So if I have, if I'm on my phone, I'm talking to my employee and I'm laying in bed and I have a panic attack as a property manager, and I'm like, oh my gosh, did we take care of John's refrigerator and the office is closed? I can't get ahold of my employee. Yeah, you can.</p> <p dir="ltr">[00:13:03] David: Your employee works 24 7 now. Hey, can you give me an update on the refrigerator replacement at John's place? Yeah, it was scheduled this day. I contacted John. Everything's good to go. You know, go to sleep. You know, like, like that's the power. Full audit. Full syncing. So it's in your platform. That's really cool.</p> <p dir="ltr">[00:13:21] David: The other thing, it's got to be branded, right? This is a thing that we really learned about, like how important branding is to the community of property managers, right? Yeah. So the communications that go out have to be from your area code that's done. The emails that go out have to have like, you know, your company name and your logo on it.</p> <p dir="ltr">[00:13:39] David: The AI is doing that as well too. So that's being sent out, which is really cool. So people are feeling like, you know, that loyalty to brand is super important. And also do you know now that the AI can ask the residents to give a Google Review and we can link to the Google reviews and give you instant Google reviews to your page through the ai, which is cool, like how it's, it will know that if the success of a Google review is high on the way that the work order was done, that it's probably best to ask this person and it will send them a little thing.</p> <p dir="ltr">[00:14:11] David: Hey, can we get a feedback from you? And we link up to your Google review. And it posts that Google review to generate those 'cause we know those are super, super valuable to property managers. So that's actually going out today. That's kind of a little teaser there. That's the emails out now.</p> <p dir="ltr">[00:14:23] Jason: Nice. We'll have to get you to also connect it to our gather kudos links for clients 'cause then people can pick which review sites. So it diversifies the review profile. </p> <p dir="ltr">[00:14:32] David: Love it. Love that. I'm going to hook you up with our guy Dotan. He's running that. He's one of our head of product. He's, actually out of Israel.</p> <p dir="ltr">[00:14:39] David: He's a amazing guy. I'd love to get you connected with him. Yeah. Cool. Let's do it. Cool. And then the biggest one too is like, I need a single point of contact. Right. And we knew that before there was a lot of people were still involved. There was a lot of oversight that was going on there, having that confusion and single point of contact.</p> <p dir="ltr">[00:14:56] David: Now it's in your phone, it's in your Slack, it's in your phone extension. It doesn't matter what's going on. You have one point of contact. It's your employee. You ask the question, get the answer, Jason, you can even ask for a change. You can even say, Hey, I want to change a vendor on a job and you'll see that the vendor gets changed for you in the system.</p> <p dir="ltr">[00:15:17] David: You can even say to your ai, and this is the big one: hey how do you triage this work order? And I want you to do this, or I want you to do that. And you just do it right through Slack or right through your PM chat and it makes the change for you. And now you have custom triage and all property managers have the ability to train their own AI for their company.</p> <p dir="ltr">[00:15:36] David: Think how cool that is. A person with 75 doors now, and the product that's being released has their own AI agent customized for their company, right? Yeah. Like, that's what happened over the last eight months, so you can see my excitement. There's been a lot of hard work in this.</p> <p dir="ltr">[00:15:54] David: Yeah, that's amazing. But this has been all the effort and a huge thank you out to everybody who's tried us, you know, even said that this wasn't for them at that point in time because those learnings went into what's going to make this product the best product in the property management space and is going to help people leverage sales and leverage efficiencies and blow their owners' minds away in ways that, that we have never thought about.</p> <p dir="ltr">[00:16:15] David: Oh yeah. </p> <p dir="ltr">[00:16:16] Jason: Yeah. So I know like initially when you rolled this out, a lot of people were nervous about AI and you guys had kind of a human layer in between the AI and any communication Yeah, initially. Yeah. And so there was like, they had like a reps and a lot of people associated, oh, I've got this rep.</p> <p dir="ltr">[00:16:33] Jason: Yeah. You know, Steven or whatever is my rep or Pedro and I've got Pedro and like, oh no, what if Pedro leaves? And they were associating with that while the AI is really doing the crux of the work. Right. And so you guys have shifted away from even that now the AI is directly communicating with people.</p> <p dir="ltr">[00:16:52] Jason: Correct? Yeah. </p> <p dir="ltr">[00:16:53] David: Yeah. So let's talk about that. So, definitely, so in the beginning there was like, we all had like lack of trust. We believed what it was going to do, but it was like we had a ton of people still trying, like, you know, using qualified VAs, training them. Like, you know, like, you know, if it fails, like, you know, you have to have a person stepped in and so let's talk about that.</p> <p dir="ltr">[00:17:12] David: So, you know, it was definitely that human layer. And let's talk about where we're at today. It is very clear to us, and the one thing that separates us from everybody is we still believe that humans are super important in this process. Okay? Yeah. And where humans are very important in this process are going to be when the AI says, Hey, I need you to make a phone call to this person for me, right?</p> <p dir="ltr">[00:17:35] David: Hey, I've reached out to this vendor three times and they haven't responded yet. I need you to give a phone call to see what's going on. Right? Hey, I need you to recruit a vendor for me. I need you to reach out and do a recruitment for the vendor. For me. Hey, this owner is asking questions about this estimate.</p> <p dir="ltr">[00:17:51] David: I need you to give a call for me. So the AI is basically able, on a standard work order, the AI can handle 95% of the workflow, no problem. Work order comes in, gets assigned to the resident. It gets out to the vendor. It's under the NTE not to exceed. It's great. The work gets done, the resident uploads its photos, the AI says to the resident, are you happy?</p> <p dir="ltr">[00:18:14] David: Everyone's good. It closes the work order out. Cool. Right. And then if a human... </p> <p dir="ltr">[00:18:19] Jason: and how is it communicating with the tenant and with the vendor typically?</p> <p dir="ltr">[00:18:24] David: Yep. So, it's very clear that and this isn't a surprise to anybody. Everybody loves text messages, right? Yeah. I mean, that's just, it's just what it is.</p> <p dir="ltr">[00:18:32] David: You literally, like, people will get a phone call and they won't pick up and the text will come back and like text back. Yeah, text me. What do you need? Yeah. Text me here. But, so here's the things that people don't see behind the scenes that we'll talk about. So the complexity that went into.</p> <p dir="ltr">[00:18:51] David: Mapping out how to allow vendors... so a vendor could have like 20 jobs, right? And we don't want to send him like a code that he has to text for every work order so that it links to the right work order. Like what guy wants to do that? Okay. Like that's not how he works. So we figured out how to allow a vendor through AI just to use his regular phone and text anything about this thing. And it's understanding it and it's mapping it, it's routing it to all those work orders because we knew that in order for this to be the last employee somebody would have to handle, it also means that the vendor has to be happy and the same for the resident.</p> <p dir="ltr">[00:19:30] David: They can just text that they have multiple work orders. It understands what work order it's going to. If it's not quite sure, I would ask them, Hey, is this question about this work order? And they say, yeah. And so there's not like, again, codes and links and things that they have to do. It has to be seamless if they're working with a person.</p> <p dir="ltr">[00:19:46] David: So yeah, text message is massive. Email is second, and then phone is third for sure. </p> <p dir="ltr">[00:19:51] Jason: Got it. So is your AI system calling people yet or you or telling the property manager to make the phone call? </p> <p dir="ltr">[00:19:58] David: Yeah. People are okay with. If they're calling in like our new front desk agent, which if a person calls in and they want to get information about a listing or if they want to get information about a work order or something like that, or, you know, they're okay with getting that type of information.</p> <p dir="ltr">[00:20:13] David: Yeah. But they are, it is very clear that they are not okay with AI calling them when they're asking for an update on a work order like that. Like that line in the sand very clear. Yeah. And so we have people on on the team. That are constantly monitoring into ai, giving feedback, hitting improvement.</p> <p dir="ltr">[00:20:31] David: I want everybody to know there is not a work order that is taking place that is not touched by a human at least twice. </p> <p dir="ltr">[00:20:38] Jason: Okay. </p> <p dir="ltr">[00:20:39] David: Okay. Right. </p> <p dir="ltr">[00:20:40] Jason: So there's a little, there's some oversight there. There there's, you're watching this, there are humans involved </p> <p dir="ltr">[00:20:45] David: And then the ai will when it hits certain fail points, right?</p> <p dir="ltr">[00:20:51] David: It then escalates those things up to what we call the human in the loop, right? So there's an AI assistant, we there's people now that we're training a whole new generation of people that are no longer going to be maintenance coordinators. They're AI assistants now, right? And so when the AI says, Hey, this work order is not going down the path that I think it should go to be successful.</p> <p dir="ltr">[00:21:12] David: I'm escalating this up to a human, and so now as a property manager, not only am I getting this AI agent workflow that's standardizing the empathy and the workflows and all the stuff that we talked about in the communications, I also now get a fractional employee that when the AI says, Hey, I need help, I already have an employee that it can reach out to that can make that phone call or call the vendor.</p> <p dir="ltr">[00:21:36] David: But it's also monitoring the AI for me on top of it. So yes, there is, and that's one of the big thing that separates us apart is that the platform comes with what we call a human in the loop, an expert in the loop and so we're training the first generation of AI assistants in the property management industry.</p> <p dir="ltr">[00:21:55] David: Yep. </p> <p dir="ltr">[00:21:56] Jason: Got it. So the AI maintenance coordinator. Has human assistance. Yep. Underneath it. </p> <p dir="ltr">[00:22:02] David: And before it was the other way around where Yeah. The AI was assisting the human right. And now the humans are assisting the ai. That's what's happened in the last... </p> <p dir="ltr">[00:22:11] Jason: that may be the future of all of our roles.</p> <p dir="ltr">[00:22:12] Jason: So, </p> <p dir="ltr">[00:22:13] David: If you're not reading articles and studying up on this I think that's going to catch you by surprise pretty quickly. Yeah. Learn how to write prompts. I'll tell everybody right now. Yes. </p> <p dir="ltr">[00:22:21] Jason: Yeah. Interesting. So, now what about this, you know, there's the uncanny, you know, sort of stage where people get a little bit nervous about AI and what do they call it? The uncanny valley or something like this, or right where it gets, it's so close to human that it becomes creepy. And there's some people that have fear about this, that are concerned. You're going to have a lot of late, you know, adopters that are like resistant. "I'll never do ai."</p> <p dir="ltr">[00:22:49] Jason: What would you say to somebody when you get on a sales call and they're like, well, I'm really nervous about this AI stuff, you know, and they just, they don't get it. </p> <p dir="ltr">[00:22:57] David: Yeah. </p> <p dir="ltr">[00:22:58] Jason: I'm sure there's people listening right now. They're like, oh man, AI is going to kill us all and it's going to take over the world and it's going to take our jobs.</p> <p dir="ltr">[00:23:05] Jason: And they think it's evil. </p> <p dir="ltr">[00:23:06] David: Yeah. Yeah. I, and you know, I really want to hear that fear and I want to like, again, have empathy towards that. 'cause I do understand that fear of change causes people to get... Change in general. Yes. Right. It's like, whoa, I like everything the way it's going to be. Right. And we are historically in one of those phases of like, you know, the industrial revolution, the renaissance, like the automobile from horse.</p> <p dir="ltr">[00:23:34] David: Like, this is what is taking place. This is, this will be written down in history. It's massive change. It's a massive change. Massive. So what I would say to them, and not to, not from a way of fear. But to inspire them is there are a lot of hungry entrepreneurs out there that are embracing this head on.</p> <p dir="ltr">[00:23:57] David: Yeah. That are pushing the boundaries and the limits to be able to bring insights and customer service to their clients at a much higher level. And if you want to compete in this new AI economy. I would definitely encourage you to understand and get in and start investing in yourself now. But understand that investing in AI means having some pain threshold.</p> <p dir="ltr">[00:24:21] David: Like you got to get in, like you, you need to be able to give the feedback. You need to understand that if it falls short, do you have to be able to give it the time and the energy and the reward and the payoff of what I'm seeing for property managers who've embraced that when they're sitting there and they're going, I don't touch maintenance at all anymore. Yeah, it's wild. Right? And those are the people that in the beginning of this relationship, and there's a few that come to my head, are the ones that were sending me emails constantly saying, David, this is failing me. I believe in this, but this is failing me. And as my technology partner, I know that you're going to help us get this better.</p> <p dir="ltr">[00:24:58] David: And there is, you know, I have this word down that struggle equals great con conversation, right? Like, and so they had a struggle and that opened up a great conversation and because of that, their technology and the technology is getting better. So yeah, I think that from a personal point of view in this industry, one thing that I want to solve with AI is I think that we can all say that over the past 15 years, we've probably yelled at a lot of vendors or yelled at a lot of VAs or yelled at a lot of people. Let's start yelling at the ai. And then hopefully that the AI will actually eliminate the need for us to ever have to yell at anybody again because it knows us.</p> <p dir="ltr">[00:25:36] David: Yeah. It never fails us. </p> <p dir="ltr">[00:25:38] Jason: You know? It really is amazing. I mean, your company is creating freedom for the business owner from being involved in maintenance. Yeah. Really? </p> <p dir="ltr">[00:25:46] David: Yeah. </p> <p dir="ltr">[00:25:47] Jason: And it just, and they get used to that pretty quickly. Like maintenance is just running and they're like, yeah. It frees up so much head space for them to focus on growth.</p> <p dir="ltr">[00:25:56] Jason: It gives them a whole bunch of like just greater capacity. Yeah. So they feel like, yeah, we could handle adding any number of doors now and we know we can still fulfill and do a good job. </p> <p dir="ltr">[00:26:07] David: Yeah. Fixed cost scaling. Right? That's a term that we came up with is now that you know that I have a price per door that will cover all my maintenance. So if I went in and brought on 75 doors, I know that I don't have to go out and hire another employee. The system just grows with it and I know exactly what my margin is for all those doors. Right. And as we know previous, before fixed cost scaling a property managers is like, I have enough people.</p> <p dir="ltr">[00:26:32] David: I don't have enough people. Someone quit, someone didn't quit. My profit margins are good. My profit margins are bad. Yeah. And now with these AI tools. You know, you have your front desk employee, you have your maintenance coordinator, you have these fixed cost scales, and now somebody calls you up and says, Hey, I want you to take on 25 doors, and you're like, I have the resource resources for maintenance, which is, we know is 80% of the workload already. I don't have to go out and hire another maintenance coordinator 'cause the system just grows with me, which is cool. </p> <p dir="ltr">[00:27:00] Jason: So one of the things you shared at DoorGrow Live and you're our top sponsor for the upcoming... Can't wait for DoorGrow Live, can't wait to, so we're really excited to have you back so.</p> <p dir="ltr">[00:27:10] Jason: Everybody make sure you're at DoorGrow Live if you want. Our theme this year is innovating the future of property management. And we're bringing, we're going to be showcasing, innovating pricing structures that are different than how property managers have typically historically priced, that allow you to lower your operational costs and close more deals more easily at a higher price point.</p> <p dir="ltr">[00:27:30] Jason: We're, we'll be showcasing a three tier hybrid pricing model that we've innovated here at DoorGrow, and we've got clients using it. It's been a game changer. We're going to be sharing other cool things about the future hiring systems, et cetera. Right. So you guys will also be there showcasing the future.</p> <p dir="ltr">[00:27:46] Jason: One of the things you shared previously that really kind of struck me as you showed, you did some research and you showed the typical cost. Per unit that most companies had just to cover and deal with maintenance. Yeah. And and then what you were able to get it down to. </p> <p dir="ltr">[00:28:03] David: Yeah. </p> <p dir="ltr">[00:28:04] Jason: And that alone was just like a bit of a mind blowing.</p> <p dir="ltr">[00:28:07] Jason: Could you just share a little bit of numbers here? </p> <p dir="ltr">[00:28:09] David: Yeah. So one of the first things that we had to do when we started way back in the day is figure out well. Like, like what's the impact of AI going to be us from like a cost perspective, right? Is it a huge change? And so we went out on a big survey mission and we were surveying property managers and asking them, what's your cost per door for managing maintenance?</p> <p dir="ltr">[00:28:30] David: How much do you spend every door to manage maintenance? Now the first thing is less than 1% of property managers knew what that cost was. Sure. </p> <p dir="ltr">[00:28:37] Jason: Oh, sure. Right. Because, but then they got to figure out, oh, we got a maintenance coordinator and we've got these people doing phone calls and they cost this, and yeah, it's complicated.</p> <p dir="ltr">[00:28:45] David: It's complicated. So we built a calculator. Okay. And then people could start adding in that information out into the calculator, and the average person was around $13 and 50 cents a door. </p> <p dir="ltr">[00:28:56] Jason: Okay. Okay. </p> <p dir="ltr">[00:28:57] David: Wow. Right, right. So that was where the average person was, somewhere in the low twenties. Yeah.</p> <p dir="ltr">[00:29:01] David: And others were actually pretty good. Like, I'd say like, you know, some of the good ones that we saw were maybe around like, you know, 10, $11 a door or something along that line. </p> <p dir="ltr">[00:29:09] Jason: They probably had a large portfolio would be my guess. </p> <p dir="ltr">[00:29:12] David: Yeah. And also I think a lot of it's just like, you know, I don't know if they were still accounting for all their software and everything that they had.</p> <p dir="ltr">[00:29:19] David: Maybe they're not factoring everything. Yeah. No, I think if we really dug in, it'd be different. So now we know that, you know, the base package of what people are getting in. The average cost of what people are paying for 24 7 services that's emergencies around the clock is about $7 and 50 cents a door, right?</p> <p dir="ltr">[00:29:37] David: So right off the bat in AI's first swing, it said we cut the cost in half. Yeah. Okay. Right. So 50% reduction. I mean, to me as an owner, a 50% reduction in cost. That's like. You know, alarms and celebration going off, you know? For sure. And then, yeah. </p> <p dir="ltr">[00:29:55] Jason: And that's, if everything just stayed the same, like it was still the same level of quality, cutting in half would be a solid win right there.</p> <p dir="ltr">[00:30:03] Jason: Yeah. </p> <p dir="ltr">[00:30:03] David: Yeah. That's just like status quo stuff. And now what, with the release of the new Vendoroo product that, that's actually being announced here today. The email's going out to all of our existing clients of all the new features that are coming out now, we're starting to see that. You know that quality is now increasing to where if you were to go out and hire that person, you may have to be spending, you know, 55,000 or $65,000 a year.</p> <p dir="ltr">[00:30:29] David: Right? So now it's like saying, okay, if we can get as good as what these people are using for their VAs right, and we know what that cost is, and they're saying that's, you know, that's what their factors is. Well, what happens in the next six to 12 months when this is a seasoned person that you would've to pay $85,000 a year to?</p> <p dir="ltr">[00:30:45] David: Right. Yeah. And right, because they have knowledge of. Estimates and knowledge of vendor routing and knowledge of, you know, it can handle... </p> <p dir="ltr">[00:30:53] Jason: you've invested so much time into them, so much attention. They know your properties and know your portfolio. They know the vendors. Like you've invested so much into this person that now they sort of have you by the balls so that they're like, Hey, I want 80 k or I walk. </p> <p dir="ltr">[00:31:06] David: Yeah. </p> <p dir="ltr">[00:31:06] Jason: You're like, you've got to come up with it. </p> <p dir="ltr">[00:31:08] David: Yeah. </p> <p dir="ltr">[00:31:09] Jason: Right. You've got to do it. </p> <p dir="ltr">[00:31:10] David: Yeah. </p> <p dir="ltr">[00:31:10] Jason: And you know, because that's not easy to create. And a lot of people, in order to have a good maintenance coordinator, they need a veteran of the industry. Veteran of industry.</p> <p dir="ltr">[00:31:19] Jason: They need somebody that's been doing this a long time. </p> <p dir="ltr">[00:31:21] David: Yeah. </p> <p dir="ltr">[00:31:22] Jason: And that's really hard to find. </p> <p dir="ltr">[00:31:24] David: Yes. It's extremely hard to find as we know. One of the things that I think that we're doing for this industry is we're actually preserving knowledge that I don't think is necessary getting passed down.</p> <p dir="ltr">[00:31:33] David: Yeah. You know, there's a lot less people that I think are as handy as they once were in the Americas and so we have a lot of that knowledge. Like, you know, we know that the average age of an electrician is in the sixties, the average age of a plumber's in the sixties. And these guys, you know, they have wealth of knowledge that it can troubleshoot anything that's going on in a house.</p> <p dir="ltr">[00:31:54] David: And so to be able to try to preserve some of that, so maybe if a person does come in, you know, maybe there's some knowledge sharing along the lines. But let's take it even in another step forward Jason that in the future, you know, the AI is going to know the location of the hot water tank in that house.</p> <p dir="ltr">[00:32:10] David: It's going to then add it automatically to the system, like. It's going to know more knowledge than they will because it's going to have maps of every single property that's all currently sitting inside of, you know, that maintenance coordinator's head, right? And so it's going to, it's going to actually know more than them, you know.</p> <p dir="ltr">[00:32:26] Jason: Yeah. That's wild. Yeah, it is. Absolutely. It's the future. Cool. Well, you're rolling out a bunch of new features. You're announcing these today. You've told me a little bit, but why don't you tell the listeners what's changing, what's new, what innovations have come out? What are you guys launching?</p> <p dir="ltr">[00:32:41] David: Yeah. Exciting. Yeah. So, the biggest one I think is, which is the most exciting is, is Resiroo, which is the first one that actually handles all the communications with the resident and does the triage and troubleshooting. First one of what are you talking about? So we have our products.</p> <p dir="ltr">[00:32:57] David: So you have these AI tools, right? These agents. Right. </p> <p dir="ltr">[00:33:00] Jason: And so, you know, every, so think of them like different sort of people? </p> <p dir="ltr">[00:33:04] David: Skill sets. Yeah. Different person. Okay. Exactly. And so that's when you come and see our display at the NARPM conference, you'll actually will see these five agents kind of in their work desk and in their environments, kind of cool.</p> <p dir="ltr">[00:33:15] David: Okay. Able to see them right. So the coolest part about that one is we're doing a major product you know, update on that for not only the knowledge base, but we're actually turning that over to the company. We were talking about this a little bit before, and now they own their own AI agent and they can customize it into how they want it to ask questions or the type of questions and the mindsets when it's triaging stuff.</p> <p dir="ltr">[00:33:41] David: Triaging work orders for their portfolio. Like super cool. So fully customizable to your company, right? </p> <p dir="ltr">[00:33:49] Jason: So now sometimes the more humans get involved, the more they mess stuff up. </p> <p dir="ltr">[00:33:54] David: Yes. We make sure they don't mess it up. So everyone's going to learn how to write prompts and they'll submit it into us.</p> <p dir="ltr">[00:33:59] David: And we have a great team of AI engineers that when that knowledge base is written or what they're doing. We will ensure that it is put in so that it actually produces the desire outcome, right? Yeah. Yeah. So that's a very exciting one. The second one that I'm that I think is so cool, do you know that only 10% of all estimates get approved by the owner without one or multiple questions?</p> <p dir="ltr">[00:34:23] David: Because owners really struggle with trust when it comes to estimates. Like 10%. Like, that's a really bad number, I felt as the industry that owners only believe us one out of 10 times. Like that's the way I took that. Yeah. Right. And so, Owneroo is what I coined inside, is the estimate of the future.</p> <p dir="ltr">[00:34:41] David: That really was looking in understanding like what was, what questions was the owner asking when they were rejecting a bid that that we could proactively ask the answer for them to help guide them to understanding the value in this estimate that they're looking at in historical context of the property.</p> <p dir="ltr">[00:35:00] David: How many other people have experienced this issue? Like, like there's a whole bunch of factors that should go into an estimate and an estimate should no longer be like, here's a cost from Frank. Right? Like, like that was like, like that was... </p> <p dir="ltr">[00:35:14] Jason: here's what Frank said it is. Yeah. Like that was like from the 1940s.</p> <p dir="ltr">[00:35:17] Jason: That's good. How do I trust that? </p> <p dir="ltr">[00:35:18] David: How do I trust that? That was from the forties and we're still... </p> <p dir="ltr">[00:35:21] Jason: how much went into this decision? Was this just out of the blue, like pulled out of your ass or is this like legit? </p> <p dir="ltr">[00:35:27] David: Yeah. Yeah. What's the, you know, we live in a data-driven world, so what's the intellect behind this estimate?</p> <p dir="ltr">[00:35:33] David: And so I'm really excited about Owneroo, which is going to be the new standard for the way the estimates are created. We have the front desk agent which is coming out. So, that one is going to handle phone calls that are coming in, be able to talk about available listings, actual general questions about leases route phone calls over to property managers for you.</p> <p dir="ltr">[00:35:54] David: So again. Very human-like interaction, great AI voice. Actually. We feel it's going to be the best in the industry. So a person's calling in, just like they're calling your office able to handle all those front desk things. We, we have the PM chat, which is now the employee which is fully integrated into all of your systems.</p> <p dir="ltr">[00:36:14] David: It's in Slack. That's your employee that you get to talk to. We believe that if you're going to hire somebody, they should be inside of your communication channels. You have the Google Chrome extension that it's on right inside your AppFolio or your buildium or your Rentvine software that you can ask and talk to it.</p> <p dir="ltr">[00:36:31] David: So, yeah, so we have a lot of exciting products that have come out. And then of course the backbone of all of them in the middle is Vendoroo, which handles all the scheduling, all the communications. You know, a resident asks for an update, responds to them, an owner asks for an update, it responds to them.</p> <p dir="ltr">[00:36:48] David: And you know, it handles actually the body of the work order. So you have those five tools, we believe are what the property management industry said. If you are going to give me an employee, this is what the employee has to be. This is what makes up that employee. So we say that these tools, these agents were actually built by the property management industry.</p> <p dir="ltr">[00:37:08] David: And that excites me because 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.</p> <p dir="ltr">[00:37:25] David: Come use it. Yeah. Right. Buyer beware. </p> <p dir="ltr">[00:37:29] Jason: Yeah. So you guys connect with Slack. They can communicate through Slack, but it slack's a paid tool. Have you guys considered Telegram? I love Telegram Messenger. </p> <p dir="ltr">[00:37:37] Jason: Alright. Could you do that? Write it down. Telegram Messenger is like the iMessage tool that works on every device.</p> <p dir="ltr">[00:37:44] Jason: It's free. It's one of the most secure, it's not owned or controlled by Facebook. Like, WhatsApp, like, yeah. But WhatsApp might be a close second, but we use Telegram internally, so I love Telegram. </p> <p dir="ltr">[00:37:58] David: We'll definitely take that into, into consideration for sure. Yeah, check it </p> <p dir="ltr">[00:38:02] Jason: out. Because I, what I love is the voice message feature and I can just listen to my team and others at like high speed, but internal communications and it's free for everybody, which is great.</p> <p dir="ltr">[00:38:12] Jason: So, yeah. </p> <p dir="ltr">[00:38:13] David: Yeah. I think a lot, for a lot of people it was like you know, who was Vendoroo in the beginning and Vendoroo was like the team of like people that were trying to figure out like how is AI going to work in this industry?</p> <p dir="ltr">[00:38:26] David: How is it going to solve the needs of our property management partners? And this is why I say to everybody, if you thought about Vendoroo, if you came in and the experience wasn't great with Vendoroo, if you're one of our existing clients that has been with us and you're and you're still moving forward, and we thank you so much for your dedication to this, the Vendoroo product, everything that we've done, everything that we worked at is being showcased at the NARPM broker owner. The email's going out today. This is who Vendoroo is. We are a team that is a technology partner for the property management industry that is helping building meaningful AI tools, specifically by demand, by our industry to help us show value and to preserve this great industry.</p> <p dir="ltr">[00:39:09] David: For the future in this new AI economy, right? Like we need to step up. We have clients that are adding doors left and right because they're showing their clients that they use an AI maintenance system and their clients are like, this is what I expect from a property management in this community.</p> <p dir="ltr">[00:39:24] David: Right? And again, Owneroo, that estimate, we believe that in the future. Like, like owners are going to say like, I'm not approving an estimate unless it's like the estimate of the future, right? Like, like that's the new standard. So you got to know what the new standards are and you got to get technology that are going to help you compete with those new standards that will be in your community and are will be in your community in the next week, the next two weeks.</p> <p dir="ltr">[00:39:46] David: And definitely some really cool products in the next six months. </p> <p dir="ltr">[00:39:49] Jason: All right. Well, yeah, I'm really excited to see what you guys have been able to create so far. So yeah, it's pretty awesome. Yeah. All right. Well David, it's been awesome having you on the show. Sounds like you guys are really innovating the future. Everybody come to DoorGrow Live. David, are you going to be at that one? I will be there. All right, so you can come meet David in person.</p> <p dir="ltr">[00:40:08] Jason: We've got some amazing people that are going to be at this. We've got technology people. There's a gentleman there, one of the vendors they created another really cool tool, but he had a hundred million dollars exit, you know, in a previous business, like there's really amazing entrepreneurs and people at this event, so come to DoorGrow Live, get your tickets, and if you do, we have just decided that we're going to give out to anybody that registers.</p> <p dir="ltr">[00:40:34] Jason: You can pick from one of our free bonuses that are well worth the price of the ticket. Or coming or anything in and of itself, including our pricing secrets training that goes over a three tier hybrid pricing model or our sales secrets training, which goes over how we're helping property managers crush it and closing more deals more easily at a higher price point.</p> <p dir="ltr">[00:40:55] Jason: And reputation secrets, which are helping our clients get way more positive reviews by leveraging the psychology and the law of reciprocity and getting the majority of their tenants in order to give them positive feedback online. Maybe some others. So you'll be able to pick from these bonuses one of these that you might like and that's our free, most incredible free gift ever that we'll give to each person that registers for DoorGrow Live.</p> <p dir="ltr">[00:41:19] Jason: So. </p> <p dir="ltr">[00:41:20] David: Cool. Awesome man. Always great to see you. Looking forward to seeing you at DoorGrow Live and love that you guys are working on pricing because AI is going to make people think different about pricing. It's going to be way more efficient, so you guys are ahead of the curve on that. Great job, Jason.</p> <p dir="ltr">[00:41:33] Jason: Awesome. All right, so how can they check out Vendoroo, David? </p> <p dir="ltr">[00:41:36] David: Just visit, Vendoroo.ai, go to the website, request a demo with one of our great sales reps, and yeah they'd love to help you out. See all the new products, see how far it's come. And again, we thank everybody from the bottom of our hearts for all their effort, people who've tried us out.</p> <p dir="ltr">[00:41:52] David: Come back and see what you built and yeah. Come check us out at Vendoroo. </p> <p dir="ltr">[00:41:57] Jason: Got it. Go check out Vendoroo, it's vendor. If you know how to spell that, V-E-N-D-O-R-O-O dot A-I, go check it out. All right? And if you're a property management entrepreneur, you want to add doors, you want to make your business scalable, you want to get out of the day to day, you want to increase the capacity so your company could easily handle another 200 plus doors without having to make any significant systems changes, reach out to us at DoorGrow. We will help you figure it out. So until next time to our mutual growth. Bye everyone. </p>
April 3, 2025
<p dir="ltr">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.</p> <p dir="ltr">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.</p> <h2 dir="ltr">You’ll Learn</h2> <p dir="ltr">[00:54] Vendor and Property Manager Relationships</p> <p dir="ltr">[09:43] Why You Attract Cheapo Clients</p> <p dir="ltr">[15:33] Building Trust in Sales</p> <p dir="ltr">[21:14] Shifting Perception: It’s Not A, It’s B</p> <p dir="ltr">[27:43] Learning to Improve Your Sales at DoorGrow Live 2025</p> <h2 dir="ltr">Quotables</h2> <p dir="ltr">“Truly all that sells is just communication.”</p> <p dir="ltr">“The second you start to develop a trend in your life, look internally because you are attracting exactly who you are.”</p> <p dir="ltr">“If we don't build the right culture, it's on us as a business owner.”</p> <p dir="ltr">“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.”</p> <h2 dir="ltr">Resources</h2> <p dir="ltr"><a href= "https://www.doorgrowacademy.com/courses/mastermind">DoorGrow and Scale Mastermind</a></p> <p dir="ltr"><a href="https://www.doorgrowacademy.com/">DoorGrow Academy</a></p> <p dir="ltr"><a href= "https://www.youtube.com/channel/UCC1mGYT2Sw0LOe32hO_QdNg/featured"> DoorGrow on YouTube</a></p> <p dir="ltr"><a href="https://doorgrow.com/">DoorGrowClub</a></p> <p dir="ltr"><a href= "https://doorgrowlive.com/">DoorGrowLive</a></p> <h2 dir="ltr">Transcript</h2> <p dir="ltr">[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.</p> <p dir="ltr">[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. </p> <p dir="ltr">[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.</p> <p dir="ltr">[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. </p> <p dir="ltr">[00:00:44] Sam: Thanks for having me on, man. I'm glad to be here. </p> <p dir="ltr">[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.</p> <p dir="ltr">[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. </p> <p dir="ltr">[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. </p> <p dir="ltr">[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.</p> <p dir="ltr">[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.</p> <p dir="ltr">[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.</p> <p dir="ltr">[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? </p> <p dir="ltr">[00:03:00] Sam: Yeah, for sure. Thanks for that question. So, I've spent almost 20 years now in home services.</p> <p dir="ltr">[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.</p> <p dir="ltr">[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.</p> <p dir="ltr">[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.</p> <p dir="ltr">[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.</p> <p dir="ltr">[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.</p> <p dir="ltr">[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. </p> <p dir="ltr">[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?</p> <p dir="ltr">[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?</p> <p dir="ltr">[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?</p> <p dir="ltr">[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.</p> <p dir="ltr">[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.</p> <p dir="ltr">[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."</p> <p dir="ltr">[00:06:50] Sam: Well, nobody was there. And so all of this just seems to happen very often.</p> <p dir="ltr">[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.</p> <p dir="ltr">[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.</p> <p dir="ltr">[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 out." Right. But sadly, you know, the two or three that we did find great relationships with. They were fantastic relationships because yeah, we, you know, part of my ethics is our team was like, we will show up on time no matter what.</p> <p dir="ltr">[00:08:19] Sam: Right? We always do what we say. We will never, you know, recommend something that's not verifiable from our, you know, from our testing. We're not going to just guess at this because we're not guessing with anybody's, you know? Yeah. Investment. And at the same time when we, you know, say we're going to do the work, we do the work, and we show up to do the work, we say we're going to.</p> <p dir="ltr">[00:08:43] Sam: So that was my ethics statement I always led with. And then basically I would ask the property management company, can I expect the same thing from you guys? Right? And sure enough, the second that we met in the middle and said, yes, this is how we want to do business, those relationships were always the very best ones because sure, were we a few more dollars than the other contractor down the street? Sure. Yes. But we showed up when we said we were going to and we did the right work right the first time. And so, right. That's a big part of that disconnect, I think, is it seems like so many you know, 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.</p> <p dir="ltr">[00:09:22] 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. </p> <p dir="ltr">[00:09:30] Jason: You know, property managers have the same sort of problem is that a lot of people that are looking for a property manager are just looking for the cheapest price.</p> <p dir="ltr">[00:09:38] Jason: And they hate that. They're like, "we're not all the same." Right. So I, yeah, I think it's really important. I think this is dictated by the morals, the ethics, and the values of the business owner. It's always a top down thing. And so if the business owner is a cheapo, they attract cheapo clients and they deal with vendors through this cheapo lens, and this is where there's going to be a lot of mess and a lot of communication issues, and a lot of times the business owner, and this goes for any business and any industry, has a blind spot to the fact that they're cheap. But they're, you know, you're a cheapo if you're the person that's always looking for the stupid coupon code every time you buy everything online, you're always like hunting for that like. I don't have time to do that.</p> <p dir="ltr">[00:10:21] Jason: Like that's a massive waste of my time to go find, save 10% on some stupid a hundred dollars thing online, right? Right. Like, Ooh, I'm searching around. Right. Oh, I saved $10 even though I could have made a hundred thousand dollars. Like if I just like built something awesome, right? So I think there's a mindset issue is that these property managers or vendor business owners are not valuing their time enough.</p> <p dir="ltr">[00:10:45] Jason: If you value your time, you value other people's time. You then show up on time. You then like try to make sure, like your schedule is tight, you want to make sure your schedule is full. Like you, because you value your time and you feel that it's important. And if you really value your time enough as a person, you get things like assistance.</p> <p dir="ltr">[00:11:03] Jason: You get team members, like you get support because your time is so valuable that you want to go buy other people's time because it's less valuable than your time. Right, and this is how we scale our businesses over time is we are buying other people's time that are like they're willing to trade and give up their life chunks of their life for money.</p> <p dir="ltr">[00:11:24] Jason: And 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. And so I think there's a mindset thing that we have to not be cheap. We have to operate with integrity, and then our team members need to have these values instilled in them, and if we don't build the right culture, it's on us as a business owner.</p> <p dir="ltr">[00:11:45] Jason: And if we don't build the right culture, we then don't have longevity in our business. We don't get return business, we don't get return clients. We don't get to have that really good vendor to continue to work with. We don't get to have that property owner continue to want to work with us, right?</p> <p dir="ltr">[00:12:00] Jason: Because we have showcased that we are not on top of things, or that we don't have the right values or that we don't have healthy mindset. And so I feel like. At the foundation of everything. It always comes back to mindset. A lot of times </p> <p dir="ltr">[00:12:13] Sam: I a hundred percent agree with that. It, you know, it's funny that you're kind of started this conversation going down this path.</p> <p dir="ltr">[00:12:19] Sam: This is something that's been a very basically a soapbox for me, a big hot button. Yeah. You know, when I'm coaching...</p> <p dir="ltr">[00:12:26] Sam: jump on that soapbox, Sam. Let's go. </p> <p dir="ltr">[00:12:27] Sam: Yeah. When I'm coaching and training people lately, especially at this last week especially... yeah. You know, I'm training people with sales and that type of focus, and they, of course, people always come to me, "Hey, how do I overcome these sales objections?"</p> <p dir="ltr">[00:12:43] Sam: You know, somebody says, "I want to get three bids, or somebody says, your price is too high, I want to shop around, or I need to think about it." Yeah. And instead of just going straight to, "well, here's the word track and how to handle these objections." Yeah. We always start with: anytime that you find a trend in your life,</p> <p dir="ltr">[00:13:00] Sam: so if you're getting the same consistent objection, say somebody's getting every single time they get to the end of their appointment and the homeowner or whoever they're talking to says, "I want to think about it." It's like the second you start to develop a trend in your life, look internally because you are attracting exactly who you are.</p> <p dir="ltr">[00:13:17] Sam: I would be willing to bet that person does the same thing when they shop. So then no wonder you're getting every single one of your clients is telling you, "I want to think about it." Or if when you shop, do you ask for say, "oh, I've got to get some three bids on this thing. I got to look around." Yeah. Well, no wonder the people you're selling to always have to get three bids because we attract who we are. Yeah. And it starts right here in the mind. And it's incredible how that works. </p> <p dir="ltr">[00:13:43] Jason: Yeah. because if we're anxious, if we have that energetic sort of anxiety of that, like things are, it's expensive, and we go into that trying to sell it to somebody. Then they can feel that and we present it differently. And so we're like, "here's the price." And like, yeah, and it's worth it. And they can just, there's so many little subtle clues they pick up on that, Hey, this seems a little high. And because sometimes like if you're presenting to somebody and they're not what I call a cheapo, there's three types of buyers, cheapos, normals, and premiums I call them.</p> <p dir="ltr">[00:14:16] Jason: And normals are like, you typically like 60%. They're like the majority, 61%. The smallest group are usually the premium buyers, supposedly. But the idea is this: if you're a premium buyer and I present a price and I'm not even going to like flinch telling you about it, I'm like, "yeah, we've got this and this is what it costs and this," and they're going to go, "oh, this person feels really confident."</p> <p dir="ltr">[00:14:36] Jason: And it's just energetically how we present it. There's no like, "Hey, I'm trying to prep you for this price, you know, reveal because it's going to hurt a little bit." Right. Or if they just have the confidence and they know they're expensive, they might even just say, "Hey, we're one of the most expensive, but we're also one of the best. Let me tell you about your options." Right? So maybe they start with a pre-frame like that, but either way, they have this confidence that they know they have value and that it's worth it, and then they present it like that, then people would go, oh, okay, but if you have that anxiety deep down related to price and you know, you're this person if you're always looking for the coupon code or the discount code or you're trying to find the cheapest way to do something, then you've got a bit of that going on.</p> <p dir="ltr">[00:15:21] Jason: Because that's your identity. And so I've noticed this. Like in order to get people to be better salespeople, I can't just give them tactics. I have to give them identity. And so, and this is why my greatest sales hack, I call the Golden Bridge Formula. It's like it's the most authentic way to sell, which is your personal why connected to the business why connected to the prospect's why. Because we always trust motives. And the default assumption in sales, if I don't know your motive and you're trying to sell to me, is you want my money.</p> <p dir="ltr">[00:15:54] Sam: Right. </p> <p dir="ltr">[00:15:54] Jason: And if I think that's your only motive is you want my money and you're willing to do whatever it takes to get that, then you're probably maybe even willing to be unethical in order to get that might be the assumption.</p> <p dir="ltr">[00:16:05] Jason: Right? So that's kind of the default assumption in sales. And so to correct that, if I tell somebody, "Hey. I'm Jason Hull. My personal why is to inspire others to love true principles. And so what that means is I love sharing what works and learning what works and teaching to others. I would do that for free, for fun, and so I created DoorGrow and our why at DoorGrow is to transform property management business owners and their businesses.</p> <p dir="ltr">[00:16:27] Jason: And so if our whole belief system is around helping people transform their businesses. So that allows me to basically feed my addiction to learning, coaches, masterminds, books, whatever, and turn around and be able to share what's working with others. And that's just fun for me. So I have a business that basically fulfills my lifestyle and allows me to have fun and do what I want to do.</p> <p dir="ltr">[00:16:51] Jason: And you, Mr. Property management, business owner, who I'm maybe selling to, want to grow your business. And so our interests are in alignment. My business is the bridge that connects your why to my why. We both get what we want. It's the ultimate win-win, right? Everybody wins. And so I've been able to take really terrible salespeople that are really bad at selling, and I just get them clear on their own identity.</p> <p dir="ltr">[00:17:14] Jason: Mm-hmm. Who they are, why they do what they do, and have them relate that to people and then people trust them. And sales and deals happened at the speed of trust. </p> <p dir="ltr">[00:17:22] Sam: Oh my gosh, I love this so much. It's insanely powerful too when I'm teaching people how to do just introductions, you know? A super quick formula too for the property managers out there that are listening to that, even if you're property manager, you have to get good at sales.</p> <p dir="ltr">[00:17:38] Sam: Yeah, you have to be good at communication to be able to bring more doors into your portfolio. And so the way you know, a really easy formula for those homeowners when you're having that conversation, first of all, they've got to know who they're talking to. Yeah. You know, this belief, identity, you know, matrix that I actually I love to call, I just did a keynote.</p> <p dir="ltr">[00:17:59] Sam: It's funny for everybody listening. It's almost like Jason and I have read each other's notes, but we haven't. Just did a keynote, well that's maybe a month ago in Minnesota, that the entire talk was your thoughts, create your belief about yourself, your totally belief about yourself creates your identity, and then your identity creates your outcomes.</p> <p dir="ltr">[00:18:16] Sam: Yeah. And, but we have to go back and start with those thoughts. And so, but a simple, easy formula for property managers out there having this conversation is first of all, start asking permission for things. Yes. We can't just tell, right? If we can ask it as a question, ask it as a question.</p> <p dir="ltr">[00:18:36] Sam: So ask permission, like, "Hey, before we get started, do you mind if I take a quick minute and just introduce you to our company and myself." </p> <p dir="ltr">[00:18:44] Sam: yeah. </p> <p dir="ltr">[00:18:45] Sam: And so first of all, anytime a conversation starts, there's always this period of icebreaking, right? Yeah. Anytime anything new is introduced in anyone's environment, there's always stiffness until that moment of rapport happens and we relax a little bit.</p> <p dir="ltr">[00:19:00] Sam: Yeah. So taking a couple of minutes to just. "Hey, before we get started, do you mind if I introduce the company and a little bit about myself? Would that be all right?" Yes. So permission to it and then just take a few minutes because I mean, so many times we'll go through this crazy presentation and then we're asking somebody to buy from us and they don't even know who we are.</p> <p dir="ltr">[00:19:21] Sam: We never took the time to even introduce ourselves. Right. </p> <p dir="ltr">[00:19:24] Jason: Yeah. </p> <p dir="ltr">[00:19:24] Sam: Or they don't know thing about the company. </p> <p dir="ltr">[00:19:25] Jason: Trying to immediately shove the product or service down their throat. </p> <p dir="ltr">[00:19:28] Sam: Yeah. No wonder they need to think about it. They don't even know who you are. And so we introduce that first.</p> <p dir="ltr">[00:19:34] Sam: It's huge. And to just getting into the things. So that's the flow. It's like, okay, now that you know a little bit about us, tell us a little bit about you. What are you looking for? Right. So then you start that discovery process, and I'm sure you trained this but the discovery process is everything.</p> <p dir="ltr">[00:19:51] Sam: We have to understand the motive behind why they want to do things. Somebody just says, "Hey, I'm looking for a property manager." Okay, great. That's one thing. "Why do you would need a property manager? What are you trying to solve? What do we want to accomplish by having a property manager for your property?"</p> <p dir="ltr">[00:20:09] Sam: So we find out, what are the pain points? What are the issues that they're wanting to overcome? And then from there, we can create a, you know, craft a conversation around it. But until we know that, we're just stabbing in the dark and just guessing it. Yeah. Well, hopefully this will work. </p> <p dir="ltr">[00:20:23] Jason: Right. Yeah. If we just jump right to offering solutions when we don't even ask what they need it's not very effective.</p> <p dir="ltr">[00:20:30] Jason: And then they're going to have a ton of objections. </p> <p dir="ltr">[00:20:32] Sam: Yeah. Yeah. Absolutely. But yeah, that's the some of the complaints we have are the communication and the other one is just not responding once we find solutions, then give them to the property manager.</p> <p dir="ltr">[00:20:45] Sam: And then it's like ghosting for who knows how long until finally somebody gets back. And so that's the other side of the communication is not getting resolution once we actually, you know, we can do this work, but we're not going to sit around here all day to wait to get it approved. We have other appointments.</p> <p dir="ltr">[00:21:02] Sam: So do we want to reschedule? </p> <p dir="ltr">[00:21:03] Jason: It's treating the vendor like they're high value, they're going to treat you like you're high value and they're going to prioritize you. And so it really is a mutual respect relationship that needs to be built. So, Sam, I also want to bring up to our audience, you are going to be coming</p> <p dir="ltr">[00:21:19] Jason: to speak at DoorGrow Live. Yeah. And you're going to be teaching some really cool stuff. Could you just touch on real quick what you're going to be sharing at this because I wanted to come bring you to expose my clients and my audience to what you're going to be sharing and maybe you can get some people pumped up for DoorGrow Live, so.</p> <p dir="ltr">[00:21:38] Sam: Absolutely. Yeah. So thank you for the invite as well. I'm super excited to be speaking for DoorGorw Live. It's my passion, in fact to be able to help people in their daily lives, especially in conversations like this, to make it easy. I am such a firm believer that sales should be easy. If it's not easy, we're overcomplicating it. And so what we're going to be talking about at the event is I'm going to give some really simple keys to better communication so people actually not only listen, but they understand what you're saying and, more importantly, why should they care?</p> <p dir="ltr">[00:22:18] Sam: So we're going to talk about something called, the benefit lens. We're going to talk about some easy word substitutions. We're not going to be learning scripts or anything. We're going to be, we're going to show any really easy ways to get immediate buy-in to what our conversation is. Nice. And how to recruit people to be raving fans and be on board.</p> <p dir="ltr">[00:22:38] Sam: And how to ask and get referrals because that's huge in... </p> <p dir="ltr">[00:22:44] Sam: absolutely. </p> <p dir="ltr">[00:22:44] Sam: ...something like a property management. If every third door you added also added another one from a referral, what would that do to your business? Yeah, absolutely. So not just asking for referrals, but actually asking in a way where actually get them.</p> <p dir="ltr">[00:22:57] Jason: Right. Yeah. If you're getting enough referrals, one, because you have a good reputation, you're doing a good job, but also because you have an intention and you're asking appropriately, you create this kind of virus of growth in your business where it's multiplying.</p> <p dir="ltr">[00:23:13] Jason: Every client becomes more clients. </p> <p dir="ltr">[00:23:16] Sam: Yep. Absolutely. In fact, we can do a quick little as an example of some of the things we're going to cover. Are you open to doing a quick little role play with me on... </p> <p dir="ltr">[00:23:24] Sam: all right. Let's do it. </p> <p dir="ltr">[00:23:25] Sam: Some of the conversation here. Yeah. I love role play. </p> <p dir="ltr">[00:23:28] Sam: Let's have fun. </p> <p dir="ltr">[00:23:29] Sam: Yeah, for sure.</p> <p dir="ltr">[00:23:30] Sam: So I'm property manager. So before we do, give me a quick little context of what is a premium price property manager and what is like a middle range property manager. And so I'll know what I'm working with here.</p> <p dir="ltr">[00:23:44] Jason: Oh yeah. Usually our clients have three different price points for that reason. So, perfect. But let's say like, real typical in the marketplace is 10% is pretty normal. Okay? And this is not what we recommend. because our clients close more deals more easily at a higher price point.</p> <p dir="ltr">[00:23:59] Jason: So we have some special pricing models, but let's say 10%. Premium, maybe 12%, and the lower would maybe be like 8%. </p> <p dir="ltr">[00:24:08] Sam: Got it. Got it. Perfect. Alright, so I'm the project manager. So I'm going to be a premium 12%. Yeah. So what we're going to do in this conversation, I'm going to ask for the business and you're going to give me a little bit of a price flinch with, "well, the other guy was only 10%."</p> <p dir="ltr">[00:24:23] Sam: Okay. And so we'll show a quick, easy way to handle that. All right. In a way that will make sense for everybody. So, alright, Jason, so, sounds like everything that you've talked about, can you see how all the things we do will take care of the concerns that you have?</p> <p dir="ltr">[00:24:38] Sam: Yeah, absolutely. Sounds great. </p> <p dir="ltr">[00:24:40] Sam: Awesome. Perfect. So the next steps to get moving is you know, so we're just 12% of the monthly as for us to be able to take care of all of that. And this will just need a quick authorization on this form here and we can get started right away. </p> <p dir="ltr">[00:24:55] Jason: Ooh, okay. Well, I was expecting, you know, I talked to a company down the street, they were like 10%, which seems to be a bit more normal.</p> <p dir="ltr">[00:25:04] Jason: I don't know. </p> <p dir="ltr">[00:25:04] Sam: More normal? </p> <p dir="ltr">[00:25:07] Jason: I've talked to a couple companies and a lot of them all do it at 10%. Could, like, is it possible you could do it at 10%? </p> <p dir="ltr">[00:25:13] Sam: Oh, gotcha. So listen, I mean, so we were just 12%, but listen, we're not 2% higher or 2% more expensive. We're 2% better. Can I explain to you why that is?</p> <p dir="ltr">[00:25:25] Jason: Sure. </p> <p dir="ltr">[00:25:26] Sam: Absolutely. </p> <p dir="ltr">[00:25:27] Sam: So at that point, as a great company, you're going to have a hit list of all of the reasons why you're better than everybody else, and what makes you that premium company. I like it. So the minute we get that permission question in of, "Hey, we're not 2% more expensive, we're 2% higher, we're 2% better."</p> <p dir="ltr">[00:25:43] Sam: Then the permission question is, "can I show you why, or can I show you how?" And they say "Yes." Then we're going to, "okay, so what we do, it's..." never talk bad about the competition. Sure. But it's always with that perspective. "So what we do is this, and what we do is this, and what we do is this. We're always going to have the availability to be in contact, you know, 24/7 or you know, whatever all of the benefits is.</p> <p dir="ltr">[00:26:10] Sam: We're going through this huge benefit list. Yeah. And then when, once we, and it works like magic, once you get to about 10 or 12 things, especially when you know, those first 10 or 12 things are things the other companies don't do. Yeah. So many times that person will go, "you know what? You're right. You know what? You're right. Let's just go ahead and do it." Yeah. </p> <p dir="ltr">[00:26:31] Jason: I mean, you go through those things you say, "so does that make sense why maybe we're 2% better?" And they're going to be like, "yeah." </p> <p dir="ltr">[00:26:38] Jason: You've got agreement. </p> <p dir="ltr">[00:26:39] Sam: Cool. Absolutely. And the other thing to do in this conversation, and this is really powerful too, so, you know, we'll take you know, what's a, what's the average rent that we'd be taking that percentage off of?</p> <p dir="ltr">[00:26:50] Jason: Let's say 2000 bucks. </p> <p dir="ltr">[00:26:51] Sam: So 2000 bucks. That's what I was going to use. "So we're talking about 2% difference. So we're looking at $40 a month or $10 a week. Is it worth it to you for $10 a week to potentially fight the headache of, you know, your property management company not responding when you need them to respond, your tenants being really unhappy, the tenants turning over and over, for, I mean, $10 a week. Is it worth it to you for that?" </p> <p dir="ltr">[00:27:22] Jason: Yeah. </p> <p dir="ltr">[00:27:23] Sam: So if, I mean, if you're willing to roll the dice and take that chance, then of course you could do what you want. But if you want it done right and done once, so you're headache free and you're not going to have to, because the reason you hire a property manager is to be hands off.</p> <p dir="ltr">[00:27:35] Sam: Right? Yeah. Perfect. That's why what, that's what sets us apart. Next to any of the other companies around. </p> <p dir="ltr">[00:27:43] Jason: Got it. So hypothetical property manager, Sam here, like believes. You can tell by listening to him, he believes in what he is selling. He believes he's worth that 12%. He believes he's worth that value, and I love that reframe.</p> <p dir="ltr">[00:27:58] Jason: One of the NLP hacks I teach clients is, it's not a, it's b, and he's like, "it's not that we're expensive or higher price, it's that we're 2% better." And so you're saying this is how you are looking at it. Here's how I want you to look at it. And that's a really cool correction. I love that right there.</p> <p dir="ltr">[00:28:16] Jason: Very powerful. </p> <p dir="ltr">[00:28:17] Sam: The other part of that too is when you take, we're not talking about the total monthly, you know, we're talking about what's 12% or 10%? We're talking about 2% difference. Yeah. Is it worth it to you for a 2% difference to take the chance on having to deal with this, having to manage your own projects, having the headache, having the you know, the angry tenants or we don't have that problem.</p> <p dir="ltr">[00:28:42] Sam: And here's proof: review, testimony. Other people in the area, for people that use us just like you guys. </p> <p dir="ltr">[00:28:49] Jason: Yeah. Awesome. Perfect. And you're going to share some really cool stuff I know at DoorGrow Live. I'm excited, man. Me too. </p> <p dir="ltr">[00:28:56] Sam: Let's just tip of the iceberg.</p> <p dir="ltr">[00:28:57] Jason: For a salesman to be able to like build a coaching business, teaching sales like these are the best in the world at sales, and so I'm really excited to have you come. I've sold millions and millions of dollars of stuff. I love, I'm always learning more about sales, like this is something you can always continually learn more, so I love that little reframe.</p> <p dir="ltr">[00:29:17] Jason: That's a good one. I'm excited to hear what else you have to share. This is going to be really awesome. And if you're interested, go to doorgrowlive.com and get your tickets. Get your tickets. Our theme this year is innovating the future of property management, and we are bringing future ideas.</p> <p dir="ltr">[00:29:32] Jason: I'm going to be going over hybrid pricing, a new pricing model for property managers. This is the future. We're going to be sharing our DoorGrow hiring system. This is the future of how you're going to need to do hiring, so you're not making mistakes with hires, we're helping a lot of people replace their entire team.</p> <p dir="ltr">[00:29:48] Jason: So anyway, DoorGrow Live is going to be really freaking cool. So, yeah, and it's a holistic conference as well. We're bringing people from outside the industry, people that are related to different things. I've got a biohacking expert. We've got different things just to optimize your life as an entrepreneur and to make you better at what you do.</p> <p dir="ltr">[00:30:05] Jason: So this is going to be really cool. So, well, Sam anything else we should touch on? </p> <p dir="ltr">[00:30:10] Sam: You know, there's so much we could cover. </p> <p dir="ltr">[00:30:12] Jason: There's a lot. We'll save it for DoorGrow Live. How can people that, if they're listening, they're like, I'm a vendor, or I've got this, or I could really use Sam's help.</p> <p dir="ltr">[00:30:21] Jason: How can they get ahold of you? </p> <p dir="ltr">[00:30:23] Sam: Yeah, absolutely. They can go to, of course the website is closeitnow.net. That's NET so closeitnow.net. They can email me directly, [email protected]. On an Instagram at @therealcloseitnow. Okay. Or basically search Close it Now anywhere and I pop up all over the place.</p> <p dir="ltr">[00:30:44] Sam: All right. I'm kind of everywhere on social media and on the Googles at this point. All right. </p> <p dir="ltr">[00:30:50] Jason: All right, well we're going to close this show now, so appreciate you coming on, Sam. It's been great having you. And for those that are watching, listening, if you could use some help from DoorGrow reach out to us.</p> <p dir="ltr">[00:31:00] Jason: You can check us out at doorgrow.com. We are the world leaders at coaching and scaling property management companies. And so if you are dealing with operational challenges, team challenges, hiring challenges, or you just don't know the right strategies for adding doors or business development, we can help you with all of that.</p> <p dir="ltr">[00:31:18] Jason: So reach out to us, check us out at doorgrow.com and until next time, to our mutual growth. Bye everyone. </p>
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