Property Management Growth with DoorGrow

In over a decade of coaching and working with property management entrepreneurs, we have realized that the mindset stuff is often more impactful than the tactics and strategy.

In this episode of the #DoorGrowShow, property management growth experts Jason and Sarah Hull discuss some of their favorite mindset hacks for property management business owners.

You'll Learn

[03:09] Having a Bad Mindset

[11:15] Hiring and the Process Myth

[13:28] Limiting Your Own Growth

[16:18] Shifting Your Mindset

[21:59] The Myth of Needing to be Happy

Tweetables

"If you really want to grow your business, you have to get off of this high horse of you being special."

"Whatever you believe is going to be true."

"You can either have excuses or you can have wins and results."

"A lot of times we can't see the future. We know our current past and the past doesn't always equal the future."

Resources

DoorGrow and Scale Mastermind

DoorGrow Academy

DoorGrow on YouTube

DoorGrowClub

DoorGrowLive

TalkRoute Referral Link

Transcript

[00:00:00] Jason: If you believe that you're special and nothing applies to you and nothing will work in your market, you're going to be right.

[00:00:07] But if I get the right client that has an open mind in your market, I can help them crush you.

[00:00:13] Welcome DoorGrow property managers to the DoorGrow show. If you are a property management entrepreneur that wants to add doors, make a difference, increase revenue, help others, impact lives, and you are interested in growing in business and life, and you're open to doing things a bit differently, then you are a DoorGrow property manager.

[00:00:33] DoorGrow property managers love the opportunities, daily variety, unique challenges, and freedom that property management brings. Many in real estate think you're crazy for doing it. You think they're crazy for not because you realize that property management is the ultimate high trust gateway to real estate deals, relationships, and residual income at DoorGrow.

[00:00:56] We are on a mission to transform property management business owners and their businesses. We want to transform the industry, eliminate the BS, build awareness, change perception, expand the market, and help the best property management entrepreneurs win. We're your hosts, property management growth experts, Jason and Sarah Hull.

[00:01:17] Now let's get into the show. All right.

[00:01:20] So today we're going to be talking about mindset. This is this distinguishing, determining factor between clients having success or business owners having success and business owners that don't, even if you know all the tactics. And a lot of times people come to us for the tactics and they think, "Oh man, if I could just learn the right things to do, I'll suddenly have success."

[00:01:43] But in the end, when I asked clients, "what really made the difference? What did you really get from us, from DoorGrow?" The usual answer historically has been, "you've shifted how I think about things. You've shifted my mindset." And mindset is probably what's holding you back more than just tactics.

[00:02:00] Now, this is what we're going to talk about. Before we get. Into this, I want to share a sponsor that we have for this episode. Vendoroo really cool tech company. If you are tired of the constant stress and hassle of maintenance coordination, meet Vendoroo, your AI- driven, in house maintenance expert that handles work orders from start to finish, triaging, troubleshooting vendor selection and coordination. Built by property managers for property managers to provide cost effective and accountable maintenance operations where every dollar is accounted for and every task is handled with unmatched reliability. Vendoroo takes care of the details so you can focus on growth. Schedule a demo today by going to Vendoroo. ai So that's V E N D O R like vendor and then O O. Vendoroo.ai/ DoorGrow and experience maintenance done right. And we've got clients already getting great results with them. I think this is like the next awesome big thing. So go check them out. Okay. So let's talk about mindset and let's first, let's show some contrast, right? Sometimes we get some clients and they don't have good mindset. What do you notice with those clients?

[00:03:13] Sarah: They always get stuck. They overthink everything. Everything just seems hard or harder than it has to be. A lot of times these are the clients that are like, "this isn't possible." It's like, "yeah, Sarah, I know that's how you ran your business, but like, I just can't do it that way. It's not possible in my market." So there's been a lot of I feel like it's justification. "Well, why isn't this possible for me? Like if Sarah can run her business that way, if like Jeff Garner can run his business that way, like if other people can run businesses the way that I would like to, but it just doesn't seem to be happening for me. There must be a reason, right?" So then there's a lot of justification. That's what I see.

[00:03:55] Jason: Yeah. So they'll be like, "this won't work for me or this won't work in my market."

[00:03:59] Sarah: "My clients would never..."

[00:04:01] Jason: "my clients would never go for that." Yeah.

[00:04:03] Sarah: "They would never do it that well."

[00:04:05] Jason: There's kind of this attitude of superiority that they just know more than everybody else. "There's no way, even though it's worked for countless others in a variety of different markets, there's no way it would work for me because I am so special and my market is so special." Let me tell you, you're not that special. Nobody's that special that things are not going to work for you that have been proven and time tested to work. That's the case. And so if you really want to grow your business, you have to get off of this high horse of you being special. "Well, I'm so special. My situation is so special. I'm so unique." And as long as people hold on to this myth that they're so special, that means nothing else applies to them. Nothing else can work for them. And so they stay stuck in their dysfunction and bottom line, the thing I think that's really important for people to look at when evaluating their current situation and whether their mindset might be off or not is just look at reality.

[00:05:05] Look at your results. Results do not lie. If you have not grown significantly over the last year, your results are shit. Your results suck. Bottom line.

[00:05:16] Sarah: Did we trade places today? Are you the bad guy today?

[00:05:19] Jason: Maybe.

[00:05:20] Sarah: That means I have to play good guy? I can't play good cop.

[00:05:22] Jason: We can both be bad cop today.

[00:05:24] Sarah: I don't know how to play bad or good cop. I can only be bad cop.

[00:05:26] Jason: We're both bad cops against bad mindset. I mean Here's the thing, like whatever you believe is going to be true. That's what I think. So if you believe it's tough, you're right. If you believe that you're special and nothing applies to you and nothing will work in your market, you're going to be right.

[00:05:46] But if I get the right client that has an open mind in your market, I can help them crush you. I can help them like totally destroy you. Like your business. They could acquire you. They could eat your business for lunch because they're willing to believe something different. And so take a look at your beliefs because your beliefs create your results.

[00:06:07] And if you don't like your results, your beliefs are garbage. Bottom line, and this is the tough love dad and me coming out. Like if you don't like your current results in life, you don't like the clients you're dealing with. You don't like the tenants you're dealing with. You don't like your business.

[00:06:23] You probably have a crappy belief system, which means you are not setting healthy boundaries. You're tolerating too much abuse. Maybe you've got some past trauma that led to this. I don't know, but you need to change your thinking and you need to change your story because your story creates your results and you cannot change your results dramatically and keep your old shitty story and your old excuses.

[00:06:45] You can either have excuses or you can have wins and results. You can't have both. You've got to change the story. And so really healthy mindset is a process where people are continually evaluating their own beliefs and their own story to, to just decide and ask the question, "is this serving me? Is this getting me what I want?"

[00:07:08] "If not, then I can choose to change it. I can choose to believe differently about that situation that happened to me in the past. I can choose to believe differently about my market. I can choose to believe differently and find evidence to the contrary or figure out what works."

[00:07:22] And if you're trying to do it all on your own, it's kind of like trying to look at the back of your own head. This is the challenge is if you don't have good mindset, you need to go be around somebody that can install a healthier belief system into your brain. This is what we do at DoorGrow. In every training that we have, I'm not so secretly injecting new mindset into your brain because in order for you to take action on the things I need you to take action on, I've got to get you to understand it and believe something different or you won't do it. And I think this is one of my areas of genius, I think, historically, is I've been pretty good at persuading people to actually believe in themselves.

[00:08:02] I've been pretty good at persuading people to actually think a little bit differently about a subject so that I can get them to do crazy stuff, like completely overhaul their pricing with their existing clients. They're like, "no, it'll hurt them, they'll be upset," you know, "they'll all cancel," whatever. And then they're making more money, right?

[00:08:19] Or getting them to change their business name. "No, this is my baby. You called it ugly and said it needs plastic surgery." No, right? So their branding or whatever it is, we get them to think differently, which, gets them to take different actions. And you are the person creating your current results with your actions because of your current mindset.

[00:08:40] All right, that's my soapbox rant. This is a good place for me to share our next sponsor. And then we'll get into how to install healthy mindset

[00:08:47] Sarah: and yell at you some more

[00:08:49] Jason: Do it! Get good mindset. What's wrong with you people? All right, cool And we're going to talk about some healthy mindset things And maybe challenge some of the beliefs you have we'll do that and this won't take too long.

[00:08:59] Our next sponsor for this episode is True Submeter. This is some cool technology. Attention, multi family property owners and managers! Discover True Submeter, the number one water submetering company in the US. Say goodbye to water use abuse by your tenants and hello to billing for exact water consumption with no unit minimum, enjoy smart, cost effective solutions designed to optimize your property's operations and save you money. Plus get an exclusive 10 percent discount with the code doorgrow10. DoorGrow 1 0, use that code. Visit truesubmeter. com today for intelligent utility solutions and substantial savings. That's truesubmeter. com. So this is a cool tech actually for small plexes and yeah.

[00:09:50] Sarah: I would have loved that on my multifamily because that was so irritating. You have to try to like increase the rent to offset the water cost, but how much is the water cost going to be? And then sometimes you price yourself out with the rent being too high and You can't track.

[00:10:04] You just can't. And then every once in a while, you get the tenant like I had, you know who you are, who just ran the sink for fun because she was pissed. Yeah, that was great. Oh, man. Oh, I hated her so much. Yeah, you, like, man, I wish I had that true submeter device on her, like a bill for that.

[00:10:23] Yeah, she would just run the sink, she would turn on the water, she would walk away, it would flood the apartment downstairs and it would jerk up the water bill.

[00:10:30] Yeah oh, yeah, it was great market I was in guys. It was so fun. I miss it every day

[00:10:35] Jason: Wow Okay. You good?

[00:10:37] Sarah: I think so. All right.

[00:10:38] Jason: Can we move on? Yeah. All right. We're going to talk about healthy mindset.

[00:10:42] Sarah: This is a great episode. You're cute.

[00:10:44] Jason's yelling at people. I'm yelling at people. This is a good one.

[00:10:47] Jason: Okay. Healthy mindset. I'll give you some examples. I actually, because I kept having clients say, like I would say, what was the best part of our program? Or, you know, things like this. And they would say mindset.

[00:10:58] And I was like, what? I don't even have anything about mindset I didn't think. It's just kind of what I do. It's built in, but I actually then created a training. I'm like, "I'm going to create a training that's legitimately mindset stuff." So I have a training called mindset secrets. So let me share some mindset ideas.

[00:11:15] One of the things that I've noticed in negative mindset is one really unhealthy mindset that would shift everything for property management business owners I see happen, especially between the stage of going from a hundred to 200 doors is this mindset that "I need to hire and build the team around the business" and it's so unconscious.

[00:11:37] It's just so wired. "Oh, like the business is getting stressful. I need to get a team member" and we just hire based on what the business needs instead of what we need. And so this is where I see business owners end up in two to 400 door range and they're more miserable than they've ever been and they stop focusing on growth and getting doors or they can't because adding more doors makes their life painful and they are more miserable in their business than they've ever been.

[00:12:03] I talk to people every week that are in this situation there and we've signed like how many businesses in the last two weeks did we sign up in our mastermind? Like seven. Yeah. Something like this. The majority of them are in our super system tier of our mastermind because they're dealing with this problem.

[00:12:21] This problem. And they're not happy. They don't have a rockstar team. They have sometimes an okay team, or they have a terrible team where they've really struggled with hiring. And they think they have a good team, but then they think, "well, we just need better processes." Let me tell you, if you think your biggest problem is you just need more processes so you can handle growth, you don't have a good team. Your team is not the team that you need. A good team can still perform amazingly without process documentation. They will figure it out.

[00:12:52] I call this the process myth.

[00:12:53] This is really unhealthy mindset. You cannot out process bad team members. And you cannot build the right team around the wrong person. So if you are showing up in the business still wearing hats you don't enjoy wearing, still doing things you don't enjoy doing, you then are building the wrong team by default.

[00:13:09] If you still wear a bunch of different hats you don't enjoy wearing and you have an entire team, you have the wrong team. Period. This is bad mindset because you haven't been taking care of yourself. You haven't been building the business around you because you're probably not even clear on you and what you really want.

[00:13:24] And so that's caused this problem. So that's mindset. Another mindset issue. People come to me and I'm like, "what do you want?" They're like, "I want to grow, but maybe only to about 250 units or 300 units. I hear this all the time. It's like they, they have a cap." What would you say about that?

[00:13:39] You've heard me talk.

[00:13:40] Sarah: So that's one of the things that I think it really holds people back. And if you're limiting yourself right out of the gate, then you're not, first of all, you're not living up to your full potential clearly. But in addition to that you're creating the glass ceiling. That we're all, like, pissed and fighting about.

[00:14:01] It's like, you know when you get a job and they're like, "Oh yeah, but this role, it maxes out at this salary. Like, you can't make any more. This is, like, the top. Okay? So, no matter how great of a job I do, I can't just make more?" Well, no. That's, like, you would have to get promoted, or move laterally to a different role, and that's how you would make more money. Oh, well, you're creating that for yourself now. You're putting a limitation on yourself and your business. And then what happens is it becomes a self fulfilling prophecy. And that's where you get stuck. And sometimes you can't even reach that because you know that it's the end. So sometimes you're like, "okay, I want to get to like 250, 250 would be like really good. Then you can't even get to 250 because your brain already knows it's done at 250. Especially if you're Power and Achievement. If you're Power and Achievement and you say, "Okay, 250 and then I'm going to stop." Your brain will literally never let you stop. Because you have to keep winning if you're Power and Achievement.

[00:15:03] And once you hit 250 and then you're done, then you're done winning. Your brain is going to go, Nope, not for me. Not doing that. I'll play in that game.

[00:15:11] Jason: So what I've noticed is our brains were really good at kind of creating and predicting the future. I mean, if I asked you right now, imagine what you could be at in a year and what you could be doing.

[00:15:22] Like you can instantly come up with something. And so the problem is when I ask people what their goals are, instead of just thinking of the ultimate amazing possibility, they think of the pain. There's part of us that always focuses on, "well, I want this great outcome, but I also know there's going to be some pain involved.

[00:15:42] And so they have this false mindset that adding more doors is also going to be, which is, can be true, which is true for people that end up in the second stand trap. And so they're a little bit like magical and seeing the future. They can see their future that somewhere between two to 400 units, life's not going to be as good for them.

[00:16:01] And it's going to get hard. And so part of healthy mindset is being exposed to a different possibility. So here's a different possibility for everybody that thinks that would be the max level pain that they could tolerate would be maybe 250 units, 300 units or whatever. I want you to ask yourself this question.

[00:16:18] Do you think it could be possible that if you do it the right way, that the more doors you add. Every door you add, the more doors you add, the more money you could have and the better the team members you could get and the easier your business could get over time. Could you see a possibility in which a thousand doors, managing a thousand door business could be easier for you as a CEO than managing a hundred?

[00:16:44] I think most of us can see that's possible, but if you don't know how, then that's why you would maybe come to DoorGrow. Like, we would help you see that future. We would help paint how that's going to map out and how that's going to work so that it can become a reality. But a lot of times we can't see the future.

[00:16:59] We know our current past and the past doesn't always equal the future. It does if you don't get some sort of injection of something new, you don't bring something new into your space, some new ideas, a new mindset. And this is why it's very important to be around people that have health mindset. I think that's one of the best benefits of our mastermind is that it's full of people that are around Growers, full of people that are believers.

[00:17:22] It's full of people that are optimistic, that believe in potential and possibility. They're growth minded and not everybody out there growth minded. There's a lot of worn down, sad property management business owners and they won't admit it. You might be one of them. They won't admit it, but there's a lot of them and they would love to get out of the business.

[00:17:45] They just can't see a way out. I've had clients we just signed up that wanted out of their business. And as soon as they can paint a picture of how they can stay in the business and that selling it may not be the only way to escape the shittiness that they're experiencing, that they also could just change how they're running their business and do different types of exits.

[00:18:08] They can exit some of the frontline work. They don't have to sell the whole business. And that the business can be good because mindset wise, they are off, right? And I just show them the possibility. I show them evidence. I show them results from people that have done this. I share testimonies of people that had felt exactly how they did.

[00:18:27] So I had, it was an interesting experience yesterday. I signed up a client in the morning that wanted to get rid of her business.

[00:18:35] She hated it. And the husband wanted to like keep it and she was miserable and I helped paint a picture of possibility of a different future that we could create. And I was excited to her, like emotionally, she was like, it got her. And she was like, "yeah, let's do this." Ironically, I had a call later that afternoon with Annemarie Sunde.

[00:18:55] If you go back and like, check out her podcast episode, this was a past client. She eventually sold her business. She did exit the business eventually, but when she first came to me, it was the same story. So I told her the story and she's like, "Oh my gosh, I have so much to say about that." But it was the same story.

[00:19:11] Annemarie came to me and was like, "I hate my business. I want to sell it. I want to get out of it. And after listening to her," I just said, "you're just doing it wrong." Like, let's just change what you're doing. And she was letting me know on this call yesterday, just catching me up on her life, like how grateful she was and and what she's up to now.

[00:19:29] And it's awesome to see that contrast. Because I've helped so many clients get out of that spot where they hate their business and they're miserable. There's no question. I know it's super possible that we can change how they show up in their business and we can change their mindset and things can be really good.

[00:19:47] And that gets me really excited. I'm excited for them because I know what's on the other side. They don't know it. They just have hope. And sometimes that's all people need to shift their mindset is an injection of hope. So come over to DoorGrow. We'll give you a little bit of hopium. We'll throw some hope in your face and get you to start to believe in some possibility that's, and that'll shift your mindset.

[00:20:07] So what other mindset things?

[00:20:09] I

[00:20:09] Sarah: think the only other thing I would add to it is going back to your story and your excuses and everybody, this is what I'm realizing is everybody kind of is going through their own shit for most of us. It's not easy, right? Like, we don't just grow up having everything that we want and life just gives us the perfect scenario all the time and it's rainbows and butterflies and everything's just perfect all the time.

[00:20:40] It's just not reality for most people. We grow because of the things that we've been through. And I think that the best thing you can do is realize that first of all, you're not alone in it and second, it's what you do with it that really makes a difference. That's what counts. It's not the shitty thing that happened to you.

[00:21:02] It's what you do with that because you can have this horrible, awful thing happen to you. We all do and then go, "okay, that's the reason. That's the reason I don't feel love in my life. That's the reason I can't run a successful business. That's the reason I'll never make money. That's the reason I can't have a great relationship or great friendships. That's why I don't trust people. That's why I can't do this. That's why I can't do that." Or you can take that and say, "you know what? That's the reason I'm going to do it anyway. That's the reason that I am going to be successful. That's the reason that I am going to have trust in people, earned trust."

[00:21:41] Right. It's like it's what you do with it that makes the difference.

[00:21:46] Jason: What you decide about it and what you decide about what it means, and you can decide, yeah, that it makes you a victim or you can decide that it taught you valuable lessons and empowered you. For sure. I love that. That's good mindset.

[00:21:57] People listen to her. I think one of my favorite things I've been thinking about lately is a lot of times people, mindset wise, a lot of times people think the goal is to be happy. And I think that's a really shitty goal. I, ironically, I know, people are like what's wrong with that? I think people mistakenly think the goal of life is just to be happy all the time.

[00:22:18] And so every moment they're not happy, they're not experiencing this one set of emotion that they think that there's something wrong with life. And I think a healthier mindset is that life should be full. You should experience a fullness. You should experience everything. Life is beautiful in its totality, if you are willing to experience everything. Can you imagine a life where you never felt lost? You never felt sorrow? There's beauty in all these things. I have a friend whose father just passed. And I was just thinking about that, you know, and she wrote about like what she's realizing, how she hasn't shown up for people that are grieving, didn't know how to, and she's like made a little list of the things that she thought would be beneficial to those, you know, in the future for people to know about those grieving and like what they would want. And it may be a bit different for everybody, but I think the point of life is to be able to experience everything. And that's where I think things get beautiful. There's some beauty in missing someone.

[00:23:20] There's some beauty in wanting something that you don't have. There's beauty in feeling sorrow. There's beauty in feeling loss. And if we're always trying to just manipulate things so that we can only experience one thing, we're going to be way less happy, I believe.

[00:23:34] And we're going to be way more focused on all the lack and the loss. And we're just unwilling to experience all these different emotions. Who's to say that a happy emotion is better than a sad emotion. They're just different emotions. And maybe we're supposed to be experiencing everything all the time and not trying to control it, just being willing to experience.

[00:23:55] And when we're willing to fully experience things, and we're actually in the present moment, instead of in the future, worrying about things or in the past, worrying about stuff that's happened. We're actually in this moment, we're far more likely to experience the good stuff, but we're experienced everything real time.

[00:24:10] So that's a mindset thing that I've been kind of chewing on me in noticing other people because I see people so caught up in their own misery that they're not experienced all happiness all the time. And there's so much beauty around them that they're missing out on in their relationships and their connections.

[00:24:25] This was just so focused on staring at the garbage. So that's my little mindset bit for today. So if you don't feel like you have the right mindset, you feel like things are unnecessarily hard. You don't feel like you're growing. Maybe you still are like, "man, Jason, I still really isn't in tactics."

[00:24:45] Cool. We can help you with that. Come check us out over at DoorGrow. Let's have a conversation and see if we might be able to help you out and figures your situation out and see if we can help you grow. Set up a call with us that won't hurt. It won't hurt anything like set up a call with us and we will help you figure out if this would be a good fit for you or not.

[00:25:03] And we only want people in our program that this is something that's really going to benefit them and it's going to be a good fit for you. So we're careful and I know you, you want to be careful. And so let's have a conversation, reach out to us. You check us out at doorgrow.Com and if you're wanting to join our free online community, our Facebook group.

[00:25:21] Called the DoorGrow club, which is just for property management entrepreneurs, your team members, just entrepreneurs, the business owners go to DoorGrow club. com and you can join through there. And that's it until next time everybody, to our mutual growth. Bye everyone

[00:25:38] you just listened to the #DoorGrowShow. We are building a community of the savviest property management entrepreneurs on the planet in the DoorGrowClub. Join your fellow DoorGrow Hackers at doorgrowclub.com. Listen, everyone is doing the same stuff. SEO, PPC, pay-per-lead content, social direct mail, and they still struggle to grow!

[00:26:05] At DoorGrow, we solve your biggest challenge: getting deals and growing your business. Find out more at doorgrow.com. Find any show notes or links from today's episode on our blog doorgrow.com, and to get notified of future events and news subscribe to our newsletter at doorgrow.com/subscribe. Until next time, take what you learn and start DoorGrow Hacking your business and your life.

It's been 6 years since we've had TenantCloud join us on the podcast, and a lot has changed since then!

In today's episode of the #DoorGrowShow, property management growth expert Jason Hull welcomes Mark DeHaan from TenantCloud to talk about how it can help property managers collect payments, advertise properties, and screen potential tenants.

You'll Learn

[03:03] TenantCloud update!

[06:46] How does TenantCloud compare?

[09:34] TenantCloud integrations

[12:20] Scaling with your software

[15:56] Starting strong with Rentler

Tweetables

"A lot of times when you get into rental real estate… you log into a property management system and you're like, "holy smokes, this is so overwhelming like I can't figure this out."

"A lot of property managers have all of these different tools. They kind of build their own Swiss army knife or stack of different tools and software."

"A lot of property managers have a challenge with financials and accounting."

"We love the rental real estate industry and helping people grow and make passive income and that's what we're all about."

Resources

DoorGrow and Scale Mastermind

DoorGrow Academy

DoorGrow on YouTube

DoorGrowClub

DoorGrowLive

TalkRoute Referral Link

Transcript

[00:00:00] Mark: A lot of times when you log into a property management system and you're like, "holy smokes, this is so overwhelming, like I can't figure this out."

[00:00:07] And that's, I think the differentiator that we tried to solve.

[00:00:11] Jason: Welcome DoorGrow property managers to the DoorGrow show. If you are property management entrepreneur that wants to add doors, make a difference, increase revenue, help others, impact lives, and you are interested in growing in business and life, and you're open to doing things a bit differently, then you are a DoorGrow property manager.

[00:00:29] DoorGrow property managers love the opportunities, daily variety, unique challenges, and freedom that property management brings. Many in real estate think you're crazy for doing it. You think they're crazy for not because you realize that property management is the ultimate high trust gateway to real estate deals, relationships, and residual income. At DoorGrow, we are on a mission to transform property management business owners, and their businesses. We want to transform the industry, eliminate the BS, build awareness, change perception, expand the market and help the best property management entrepreneurs win I'm your host, property management growth expert, Jason Hull, the founder and CEO of DoorGrow.

[00:01:10] Now, let's get into the show. And my guest today is Mark DeHaan of TenantCloud. So Mark, welcome to the show. Good to have you.

[00:01:19] Mark: Yeah. Thanks Jason. Nice to meet you. Appreciate it.

[00:01:22] Jason: So we haven't had TenantCloud on the show for like six years. Back then, Joe Edgar was CEO. I had to look it up because I'm like, "I know, that they've been on the show before."

[00:01:32] So I'm guessing a little bit's changed since then. So why don't we start by getting into a little bit about Mark. Tell us, tell everybody like, who are you and how'd you get into your entrepreneurial journey and then what led you to being at TenantCloud?

[00:01:46] Mark: Yeah, great. Yeah. So I'm based here just outside of Salt Lake city, Utah.

[00:01:50] And I was a co founder of Rentler. And we partnered with TenantCloud, merged with them about five years ago with Joe. And when he exited, I ended up taking over as a CEO and running both Rentler and TenantCloud. And it's been a big journey by then, but yeah, my history was rental real estate.

[00:02:13] And being an entrepreneur and really sacrificing and so forth. And it's been really exciting, and I love your audience because I think they can relate to, you know, being an entrepreneur and trying to grow in the real estate business.

[00:02:25] Jason: So for sure. I'm looking up Rentler right now, cause I don't know what it is.

[00:02:30] What's Rentler?

[00:02:31] Mark: So Rentler primarily focuses on listings and filling vacancies for landlords, small mom and pop landlords. Yeah. It does some payments and screenings and a few other tools and syndicates out your leads. And then TenantCloud is a lot more robust. It does the accounting, the maintenance, a ton of things that you can track with service professionals and your owners and reporting.

[00:02:53] And so they came, they come together really nicely. And we just try to really focus on. landlords and property managers and using technology to make their lives easier.

[00:03:03] Jason: Got it. So what's what's been going on at TenantCloud since in the last six years? Like what what are you guys doing lately?

[00:03:12] And you know, why should people use TenantCloud? Like, let's get into it.

[00:03:17] Mark: Yeah. So the last bit we've been growing tremendously. We're processing over a billion dollars in rent payments a year. Well over that. And TenantCloud really as its core is to help the rental life cycle and help owners, service professionals, tenants, and landlords really come together and leverage technology to run the business and the way we built it was with that in mind to really make things seamless and easy. And you can pay your rent with, you know, ACH, credit, debit, Apple Pay, Google Pay. We have a lot of things that we're working on to just make life easier there. We do screenings, have a ton of different bundles, options for you to do screenings and to protect your investment. And that's been really good to help people with income verification and criminal and background checks and of that nature.

[00:04:11] Yeah and we do a lot of accounting. We will even file your Schedule E for you automatically. So the cool thing about TenantCloud is you don't have to have a degree in accounting. You can really log into our software and we're, we'll lead you along that process. And we'll do a lot of the tax reporting team management and you know...

[00:04:33] Jason: Can you explain what a schedule E is for those that might not be familiar with it.

[00:04:38] Mark: Yeah, absolutely. So schedule E is you know, to report income or loss on your rental real estate. And that's one thing that you'll have to do. You'll get a 1040 form and, you know, the government will want you to file that. And sometimes that can be tough to do, but with our system we will track all of your expenses and all your income and so forth and help you file that form on your behalf.

[00:05:05] Jason: So for property managers, they're doing this third party for owners, this then becomes a resource for the owners that they're managing properties for. It will do it for them as well?

[00:05:15] Mark: Yes, and we do have like an owner portal. So what's great is you can have your owners log in instead of having that back and forth.

[00:05:24] We give them a login where they can have some view access to see their portfolio as well. So it just makes it easy for those property managers to work with their owners.

[00:05:35] Jason: Got it. Okay. Now what's different between a property manager using this tool or like owners just going direct and getting TenantCloud and bypassing the property manager?

[00:05:46] Mark: Well, yeah, I mean, some owners can do that, but I mean, then they have to deal with a lot of the heavy lifting with the maintenance and managing all the units. And so with the property manager using our system, we make it easy for the owners to have access and you can send your distributions to them and so forth.

[00:06:05] But it really comes down to the ease of use and being able to manage all your leads. Manage, you know, all your contracts, all your communications with your tenants and with it, it's such a affordable option. Like our lowest plan is 17 bucks a month and we don't do a lot of unit restrictions like other competitors where you can add a bunch of units on the system. And really make it affordable for you as a property manager. So, yeah, hopefully that answers your question there.

[00:06:36] Jason: Got it. Okay. So you would say TenantCloud's probably a lot more affordable than some of the competition that exists for property managers out there. So how would you say TenantCloud kind of compares to some of the big names in the industry like Appfolio, Propertyware, there's a bunch of these You know, and then I know Bodia just came out with RentVine and then Rent Manager, you know, these tools. So we've got clients using all these different tools.

[00:07:03] So how does TenantCloud sort of fit into the mix and how do you kind of stand out among all these different tools because there's so many of them now.

[00:07:11] Mark: Yeah. So we started with the end user in mind where it was more of a business to consumer platform where you didn't have to do a heavy integration and you could just quickly create an account and more of a self service where it would be really intuitive.

[00:07:28] If you were, you know, if you had one property up to, you know, 50 units, you could easily log in. And it was way more affordable than those bigger players. They have monthly minimums, and you'd have to spend months to integrate your stuff. Everything we built was to make it so, boom, within a couple days, you could get set up, and we would help you add your accounts, add your units, add your tenants data. And so we really tried to make it cutting edge where we used a lot of the technology to help you get set up a lot quicker. And so one thing that people really, they come over to us is. You know, they're like, "man, your platform is a lot easier to use because of the way you built it. It's just really quick to get it. I don't have to hire an accountant or get an implementation manager to help me use your software" because a lot of times when you get into rental real estate, you're an entrepreneur or you have a day job and then you log into a property management system and you're like, "holy smokes, this is so overwhelming, like I can't figure this out."

[00:08:35] And that's, I think the differentiator that we tried to solve is that you don't have to have a professional help you use our software. You can just go ahead and get started and it will help you from day one.

[00:08:46] Jason: So basically, you're kind of one of your unique differentiators is since you started with the consumer in mind, instead of maybe a property manager in mind, you focus really on maybe the tenant and the property owner's experience being you know, really great, which once you started focusing on property managers, probably made a lot easier for the property managers. They're probably getting less questions. Maybe the reports are a little more clear. It's a little bit easier for them to figure out what they need, which has been a frustration. I've heard from a lot of software, you know, the owners find it confusing. They find their statements confusing. The tenants are like feeling things are confusing. Now a lot of property managers have all of these different tools. They kind of build their own Swiss army knife or stack of different tools and software.

[00:09:34] How are integrations with TenantCloud or which things do you guys do really well that they might not need? You know, some of our clients might, for example, be using TenantTurner, even though they use Appfolio in order to get properties leased out and, or they might be, or to do self showings, or they might be using we've got a lot of clients getting going on this new AI maintenance coordinator called Vendoroo, or in the past, they might use PropertyMeld, you know, for maintenance coordination.

[00:10:01] So they're stacking all these different tools because usually there's better stuff than what the property management software has internally. How does TenantCloud sort of go with this?

[00:10:11] Mark: Yeah, that's a great question. So TenantTurner is an awesome company and we have an integration with them.

[00:10:18] Jason: Okay.

[00:10:18] Mark: And so we feel like we're a platform and we're doing more and more integrations with companies like you mentioned with maintenance. There's others out there that solve that problem. I mean, we have a maintenance portal, but we love to integrate other tools and make it so it's seamless and easy that you can do a show in coordination like a TenantTurner and so forth.

[00:10:39] And so, yeah, that's a big thing for our users and we love to work nicely with other companies that will help benefit them.

[00:10:47] Jason: Great. So, TenantCloud has an open API that some of these companies can connect with? Yeah. Okay. Awesome.

[00:10:54] Mark: Absolutely. I mean, we have a partnerships team and they can reach out and we can, you know, when our users request certain things, we say, you know, that makes sense.

[00:11:04] So absolutely. We love that.

[00:11:06] Jason: Is there a scenario or a situation in which you think. TenantCloud' s maybe not a good fit for certain property managers or certain types of management.

[00:11:18] Mark: Yeah, that is sometimes like multifamily or you're getting really a ton of units. You're going to probably need something a little bit more robust.

[00:11:27] Now, we just launched reconciliation and some other features more reporting tools to help as we move up market because primarily we were focused on ones that, you know, had under 10 units and then we started growing. Now we have people that use us that have a few hundred doors and they love it.

[00:11:46] They love the ease of use. They love the cost. They love that it's not restrictive, but some of that trade off is like, "Hey, you don't have some of these other customizations that you know, maybe a Yardi or some of these bigger players have." And so I would say if that's the case, you know, you'd have to wait a little bit as we continue to add more of those robust features for the upmarket bigger players.

[00:12:08] Jason: It sounds like TenantCloud is a great place for a property manager. And it's small to start, especially when they're getting pushed back from places like Appfolio or Buildium, saying you have to have a 200 door minimum stuff like this. Is TenantCloud something that can scale with them up to maybe a thousand doors? Are they going to run into some capacity issue or some challenges if they continue? Because switching software is hard.

[00:12:31] Mark: Yeah, it is. And we do have some that have a thousand doors and some bigger ones and they love it. And I think it's just the way you approach your business and how you can adapt.

[00:12:41] I mean, you'd save a ton of money and the way that every property manager is different. You know, I wish there was a standard in how accounting worked in the industry and how things did with money in, money out and so forth. But so sometimes people say, "well, I'm just so used to how these older systems work," and that's fine.

[00:12:59] But if you want to be more innovative and more customer facing and adopt, you know, the latest technologies on how payments are being transferred and so forth, then I think you'll fit in really good, you know, with what we have going on.

[00:13:13] Jason: Got it. Yeah. I know that's been an industry issue for a long time is they're not being sort of a standard in accounting and NARPM then released the NARPM sort of chart of accounts and the NARPM accounting standard that hopefully is starting to get people a little more on the same page.

[00:13:30] It has kind of been an adoption challenge, I think, and some people are starting to get going on it. And then there's definitely some businesses that have been capitalizing on it financially to like help businesses get that dialed in and get their QuickBooks like mapped out. Related to that, a lot of property managers have a challenge with financials and accounting.

[00:13:51] They've got the accounting they've got to do for the client, right? Which is usually done by their property management software. But then there's their internal accounting, their own books. And some of them try to run that through their software, which I think is a little crazy. Or some of them tried, like, will have QuickBooks or something else.

[00:14:07] I've noticed this it is a common problem in the industry is like people having this accounting mess and not being focused on it. Some outsource it and I've had clients come to me that say they found out their bookkeeper or accountant wasn't doing things right for like three years. And then one of my clients was suing their accountant and won and like, but it's still a mess that has to be cleaned up.

[00:14:31] And so, maybe you could touch on TenantCloud. I know you help with the owners and their properties and the accounting. I'm sure. How do they help with their business accounting? Is there any connection to like maybe quickBooks, or is this something that the tool helps with or how would this work?

[00:14:50] Mark: Yeah. So we have an integration with QuickBooks and that helps. And then everything we do with the reporting and with all your financials, we just try to make it really easy between the owners and the property managers so that, you know, it's seamless, but I do feel like, you know, QuickBooks could help.

[00:15:09] And, you know, primarily we're trying to do property management software. But you know, personal finance is a big part of that. We just are launching a cool product with our banking partner where we can now loan some capital to folks that want to grow some doors. And so with our payment system and our banking partner, people can quickly get a loan directly through our system and they could use it to then go buy their next rental property. So we're looking at more innovative ways. That just kind of reminded me on the personal finance, like, "Hey, I really want to go buy this next door, but I don't have some money." We can help loan that money to help you grow your business.

[00:15:51] And that's going to be coming out here at the end of this year.

[00:15:54] Jason: Cool. Very cool. So how does how does this relationship with Rentler and TenantCloud benefit, maybe property managers that are looking to use your software. And this, your shirt has on it. So then you've got this relationship going there.

[00:16:08] So how did these kind of work together? I'm curious.

[00:16:11] Mark: Yeah. So Rentler doesn't have a subscription. It's free to use. And so if you're just like one unit. And you're just barely getting in. Let's say you're moving and you just need to rent out your basement apartment or you just have one property, you can use our payment system, do screenings and you can list your property, syndicate, get your leads, fill vacancies. And it's like super light. I mean, it would probably be very similar to like a Cozy back in the day, or like a Zillow Rent Manager just something there to just boom, do that. And then as you graduate, as you go, "Hey, I really want to do more accounting or actually property management software."

[00:16:51] Then you graduate up to TenantCloud and when you list with TenantCloud, it will post on Rentler, but Rentler was primarily, you know, a listings and filling vacancy. So that's how that works.

[00:17:02] Jason: Is there an easy upgrade path from Rentler to TenantCloud or?

[00:17:06] Mark: Absolutely. Yeah, there is.

[00:17:07] Yeah, we have a fantastic support system. Pretty much 24 seven support. We have chat, we have people you can call and we'll help you. Most all of our support have been in property management and ran their own property management companies. And so they're really helpful to. to guide you and what you need for your business.

[00:17:26] Jason: Got it. Okay. Very cool. So, well, this is very helpful. Anything else that people should know about TenantCloud if they're working on making this decision right now between all these different software that exist out there?

[00:17:38] Mark: Yeah, I'd say we have a free trial and give us a shot and there's a lot of great things coming down the pipe.

[00:17:44] So just ask our team, you know, Hey, if we don't have something that we probably will have it coming soon, but yeah, give us a go and you'll love it and we'll make your life a lot easier.

[00:17:56] Jason: Very cool. Awesome. Well, Mark, how can people find out more about TenantCloud? How can they get in touch with y'all?

[00:18:04] Mark: Yeah, they can log on TenantCloud. com. We do a webinar every Thursday and they can learn about our system. And they can sign up for that on our website, TenantCloud. com. They can reach out. We have a great sales team, account management team that will give you a demo. You know, We'll do a consult free consultation on your business and help you out with that.

[00:18:25] So we're happy to help we love the rental real estate industry and helping people grow and make passive income and that's what we're all about.

[00:18:34] Jason: Awesome mark. Thanks for coming on the DoorGrow show giving us an update on TenantCloud and everybody check them out at TenantCloud. com. Thanks for coming, Mark.

[00:18:43] Mark: All right. Thank you, Jason. Appreciate it.

[00:18:45] Jason: You bet. All right. So if you are a property management entrepreneur and you are either struggling to get leads or to add doors to your property management business, reach out to DoorGrow. We might be able to help you and we've been able to help lots of our clients add hundreds of doors to their portfolios to help them scale their businesses.

[00:19:09] And we would love to see if we might be a fit for you to help you scale as well. So check us out at doorgrow.Com. And if you are a fan of the podcast or you follow us on YouTube. Make sure to like, and subscribe and make sure you're plugged in and make sure to join our free Facebook community by going to DoorGrow club. com. If you go to doorgrowclub.Com, it will redirect you to our Facebook group so that you can join. Make sure you answer the questions clearly because we're really careful about who we let in. We reject 60 to 70 percent of the people that apply to join that group every month. It's for property management, entrepreneurs, property management business owners.

[00:19:54] That includes those of you that are starting a property management business, just let us know that in the questions. So answer the questions. Join that and make sure you're asking questions inside the group and you'll by joining the group. We will also send you a series of free gifts to benefit you including a fee bible and some other resources that I think would be really useful to your business.

[00:20:18] And you can also then schedule a call with our team. So check that out doorgrowclub.com. Until next time, everybody. To our mutual growth. Have an awesome week. Bye everyone

[00:20:28] you just listened to the #DoorGrowShow. We are building a community of the savviest property management entrepreneurs on the planet in the DoorGrowClub. Join your fellow DoorGrow Hackers at doorgrowclub.com. Listen, everyone is doing the same stuff. SEO, PPC, pay-per-lead content, social direct mail, and they still struggle to grow!

[00:20:54] At DoorGrow, we solve your biggest challenge: getting deals and growing your business. Find out more at doorgrow.com. Find any show notes or links from today's episode on our blog doorgrow.com, and to get notified of future events and news subscribe to our newsletter at doorgrow.com/subscribe. Until next time, take what you learn and start DoorGrow Hacking your business and your life.

As business owners, we often feel imposter syndrome or worry about our status. Have you ever wanted to elevate your image and be more relevant?

In this episode of the #DoorGrowShow, property management growth expert Jason Hull sits down with Michael Sartain, CEO of Men of Action Mentoring to talk about how to make high-status friends and attend VIP events.

You'll Learn

[03:27] How to Utilize Networking

[19:03] Becoming High-Status Using Social Media

[26:54] How to be Relevant

[38:58] Social Media is Fake

[53:21] Authenticity vs Effective Content

Tweetables

"You need to be the person who always solves problems for other people and ask for nothing in return."

"You're building a brand. Status is status."

"A lot of our beliefs that we're holding on to that are holding us back."

"You make millions of dollars from solving other people's problems, not by doing what you love."

Resources

DoorGrow and Scale Mastermind

DoorGrow Academy

DoorGrow on YouTube

DoorGrowClub

DoorGrowLive

TalkRoute Referral Link

Transcript

[00:00:00] Michael: Your ability to grow is based on your perceived status, your perceived trustworthiness, your perceived know how. Not your actual know how.

[00:00:11] Jason: Welcome DoorGrow property managers to the DoorGrow show. If you are a property management entrepreneur that wants to add doors, make a difference, increase revenue, help others, impact lives, and you are interested in growing a business and life, and you're open to doing things a bit differently, then you are a DoorGrow property manager.

[00:00:30] DoorGrow property managers love the opportunities, daily variety, unique challenges, and freedom that property management brings. Many in real estate think you're crazy for doing it. You think they're crazy for not because you realize that property management is the ultimate high trust gateway to real estate deals, relationships, and residual income. At DoorGrow, we are on a mission to transform property management business owners and their businesses. We want to transform the industry, eliminate the BS, build awareness, change perception, expand the market, and help the best property management entrepreneurs win. I'm your host, property management growth expert, Jason Hull, the founder and CEO of DoorGrow.

[00:01:10] Now let's get into the show.

[00:01:13] So I have an awesome guest today. I actually joined his program just for kicks. This is Michael Sartain. Michael, welcome to the DoorGrow show.

[00:01:22] Michael: Hey, what's going on, man? Hey, I gotta be honest with you. Two years ago, I didn't know what doors meant and then I started hanging out with Justin Waller and he's like, "yeah, man, I have 300 doors."

[00:01:29] I was like, "bro, what are you talking about?"

[00:01:31] And then he's like, now he's got 400 doors. And I was like, "oh, it's like all these different properties." And then my buddy Myron he's got 17 homes that he owns up in Connecticut. He told me about, and I didn't understand how this whole thing worked. And then the property management side of it, like "my company, we're like, we're buying properties because we want to use the depreciation. And we need someone to keep, you know, these places rented, blah, blah, blah." And then the property management, I don't know that much about it. So that's why I was really excited to come on here and check this out.

[00:01:57] Jason: Cool. Well, yeah. And I didn't know very much about like maintaining a presence.

[00:02:03] Looking cool, like actually looking cool on social media instead of just trying to look cool. And and so I've learned some good things by being in your program. So let's get into a little bit of background about you for those that are like, who's this Michael guy? And maybe how you kind of got into entrepreneurism and I think that'd be relevant to anybody listening.

[00:02:25] Michael: So I'm originally from East Dallas. I grew up on the good side of the tracks and went to high school on the bad side of the tracks. And graduated from my high school, barely like did anything. It was not a very good experience. And I got into UT Austin because I was in top 10 percent of my class.

[00:02:39] Went there four years, studied astronomy and business and then got out of there. And then I ended up managing a nightclub for a while, for a couple of years because MCI Worldcom and Enron had gone out of business. So if you know, UT Austin, Enron was like a huge supply of jobs once you graduated you know, as a Longhorn.

[00:02:56] Once they go out of business, none of us can find jobs. I ended up working at a strip club for like several years as a DJ. And this is the first point in my life where I'm like, "okay, there's something going on here. There's things that I've been taught growing up, but there's something different now." Of course, I want to preface this.

[00:03:10] By no means am I saying that people who go to a strip club or people who work in a strip club are indicative of the median of society. They clearly aren't, clearly are not. What I am saying though is that you can see the extremes in society when you go to places like that and from those extremes, you can see overt reactions.

[00:03:27] One of the things that I do in my course is I teach how people can network, get invited where the cool kids sit like that phenomenon of where the cool guys are and the not cool guys, the hot club versus the not club that the club people don't want to go to, or the party everyone's trying to get into.

[00:03:42] What is it that causes that phenomenon of popularity and status? There has to be something that can explain it. And so what I've been trying to do for the last 15 years is use evolutionary studies in order to figure out a way in order to do that. And so a lot of times when you do that, you know, you can see subcommunication between a man and a woman and you don't really know what's going on.

[00:04:02] They have the internal focus of what's going on, but when you see it in like a nightclub or a festival or someplace like that, you see very overt communication. And from that, you can learn a lot of cool stuff. It's like watching, you know, crows you know, pick at a carcass versus watching a giant white tiger go kill a gazelle.

[00:04:18] Like that is overt examples of predation that you can see and be like, okay, this is how biology works. This is how natural selection works, et cetera. And I know for your audience, you're like, "where the fuck's he going with all this?" Yeah. The reason why, just to explain. I got fascinated. I did seven years in the military after 9 -11.

[00:04:33] I joined and I flew a KC 135 as an instructor navigator. And then I was I did counterintelligence for about the last two years I was there. And then, so, in that time period, I learned how a very structured business could work and like how accountability works. Accountability and leadership, I learned very much during that time period.

[00:04:49] But at that same time period, I was also going out a lot and I was like very interested to me in like, what is it that caused certain men to be phenomenally good with women and get a lot of people to show up to an event and then what caused other men to just not get it. And I always, I also noticed that there was a very small group of men that got it.

[00:05:05] And then a very large group of men that didn't understand this concept whatsoever. So I became fascinated with that idea of 2011. I ended up retiring from the military and I ended up moving to Las Vegas and this is the first time when I started going out to some of these nightclubs and these venues here in Las Vegas.

[00:05:19] And I meet a lot of real estate agents. I meet a lot of accountants. I meet plastic surgeons, doctors. And it was very clear to me like that some of them got it and some of them didn't get it. I threw a real estate event recently where we took a blue heron home. And then we had a charity event for animals.

[00:05:33] And while we're there, I invited every single female influencer in the city to show up. Well, these, some of these girls were interested in getting into real estate, but I just want you to imagine it was just like a regular real estate event that you have, except you're doing it for animal rescue.

[00:05:47] So now all these people who are in real estate, mortgage brokers, et cetera, property managers like yourself, they would show up to this beautiful three story house. It was catered. It was beautiful. And then every pretty girl in the city in Las Vegas who wasn't working that night showed up to this thing.

[00:06:01] So now you're drinking champagne. There's three times as many girls as guys. Some of you guys are listening to this and you're like, "okay, now I understand. I'm starting to understand what he does." You're able to create these incredible environments and in doing so, just imagine, everyone... I try to teach networking through events.

[00:06:17] That's basically how I try to teach networking through small events at your house or large events, you know, like a CES conference. I try to teach networking through those mechanisms. And then I try to show how evolution created humans throughout history. Dr. David Buss writes in his book the evolution of desire throughout history.

[00:06:34] The men who have worked in groups and in tandem with one another always had access to more resources and always had access to more women. And so that's the reason why, you know, I teach these concepts. And so what happens is that blue Heron thing that we did, the guy who ran it, he's at the forefront and he goes, "I want to just thank you guys for coming out here and helping me, blah, blah, blah."

[00:06:52] He had endeared so much goodwill with every mortgage broker, real estate agent. It was really crazy. All these other real estate agents wanted to train under him. People started sending him business. His business blew up. Another example I give, that's Jeremy Green's name. I have another example of my buddy, Mark Pearlberg, who's one of those also in my program.

[00:07:09] Mark is an accountant. Mark started to see the way that I would use zoom calls and on the zoom calls, Mark would go on and show. How he understood accounting backwards and forwards better than everyone else who was listening, he showed himself to be a subject matter expert in the zoom calls. He was hosting in doing so, just imagine Jason, like, you know, I don't believe accounting is your specialty, but if you listen to accountant at first, it's interesting, but after like an hour and a half, you get to the realization, like, "this is interesting, but I don't want to do this."

[00:07:37] And then at about the two hour mark, you're like, "This is interesting. I don't want to do this. How much do I have to pay you to do this?" And so because what we did and he started hosting a podcast and because he started hosting these zoom calls with other professionals, now he tells me, he's like, "I actually had to slow down the podcast because I can't handle all the business that I have.

[00:07:55] There's not enough of me. In order for me to be able to do this." And he works from home. He just, an incredible lifestyle that he's created. So when we go back to what we're saying before, you know, I learned initially, "okay, what are the mechanisms that cause people to be cool or not cool, to be popular, not popular, to be low status or high status?"

[00:08:13] I learned that when I was working in Austin, you know, nightclub, I learned that when I was in the U S military, like what good leadership and bad leadership was. And then I learned it in the last 13 years here living in Las Vegas. And I took all those lessons and I, from the last say, 25 years, and I put them into a course called the men of action course and try to concisely take this 25 years of knowledge and put it into one space so that everyone can learn how to do these kinds of things.

[00:08:35] Now, here's where it might be confusing for some of your audience, the mechanisms that men use in order to show status with women in order to date them and the mechanisms that men and women use in order to pitch an idea or to sell a product are the same mechanisms. They are the same. This is difficult. A lot of people don't grasp this. if you guys ever want to see a great example of this, great book you should all read is Oren Klaff's book called pitch anything. Listen to some of the words he uses. Jason, you remember eliminate neediness.

[00:09:06] Do you remember that? Eliminate neediness. Where does that come from? Where does that come from? It didn't come from self help. Eliminate neediness is a dating concept. Okay? Avoid beta behavior. Do you remember? Oren Klaff says this in his book. He goes, "avoid beta behavior." Where does that come from, Jason?

[00:09:21] That is a dating concept. So where do these things come from? At the highest level Jordan Belfort, he calls it goal oriented communication. So goal oriented communication is, "will you go on a date with me?" Goal oriented communication is, "Ken, will you invest in my project?" Goal oriented communication is, "will you come work for me?"

[00:09:36] Goal oriented communication. I'm doing this because this is like the apex of community of goal oriented communication. All these places meet at the apex, and that is the understanding of basically Dale Carnegie's how to win friends and influence people, get people to talk about themselves. You can find common interests, figure out ways to break rapport, all these different things.

[00:09:53] And like what I teach my clients, Jason, the number one thing I teach my clients when it comes to high stats networking is you need to be the person who always solves problems for other people and ask for nothing in return. A great example is, do you remember Harvey Keitel in the movie Pulp Fiction?

[00:10:08] You remember he's the wolf? Do you remember Pulp Fiction? I haven't seen Pulp Fiction. Okay, so tonight you're going to watch Pulp Fiction. Every single other person watching this has watched Pulp Fiction.

[00:10:17] Jason: I know, everybody else has watched it but me, so.

[00:10:19] Michael: There's a point, there's a point where they have to clean up a dead body and they have to call this guy named the wolf and he just, he fixes things.

[00:10:25] He's a cleaner. The wolf shows up in his Acura NSX, it's Harvey Keitel and he just fixes things. He goes, "are you going to listen to me or do you want to go to jail?" And he does, he just fixes everything. That's what I become. I'm the guy who fixes things for other people. I have a bunch of friends. I help them find people for their sales team. Most of my friends have met their boyfriends or girlfriends through me. I help people find their employees. I'm the hub. I'm the hub of the social wheel. And that's what I teach you to do in my course. If you cannot replace your social circle, your girlfriend, or your job in 15 minutes, you don't have enough abundance and I need to teach you how to have more abundance.

[00:10:56] And so how do you do that? There's just certain mechanisms that people who have an abundance mentality and understand networking have, and when they use those techniques, then they can have anything they want. They get into any door. So another example, Jason is like the guy who goes to the Tai Lopez conference or the Taylor Welch conference or goes to see Cole Gordon or goes to see Wes Watson or goes to see whoever.

[00:11:17] The guy who is like, "Hey man, thank you for your time." The one who like goes and pays Patrick bed David for his counseling. And then there's the guy who Patrick Bet David who goes to see Patrick David for his counseling. And then Patrick David was like, "Hey man, can I come visit you and hang out? Come meet my wife. Let me take you out to dinner." Does that make sense? There's a mechanism you'll see, like with a lot of people have asked me this before. Why is it that, you know, other people are like paying to listen to Justin Waller speak, but like Justin Waller and I are like close friends?

[00:11:42] Why is it that other people like buy Rollo's book, but Rollo is one of my best friends? Why is it like all these other people call me and I'm not trying to say this to brag, but the reason why I'm trying to say this is there's a status line that you get to where you're a customer, and then you're his friend.

[00:11:56] How do you cross that status line? This is such a key for those of you who are like, trying to get into sales or trying to understand networking. It's just like, I'm paying this guy, like how much, like I'm paying Tony Robbins. I'm a customer. I'm customer. Now Tony's like sending me messages on my birthday.

[00:12:09] What is that status line? Some people's like, "well, you just need to have more money." And I'm telling you that is not what the case is. That's definitely not what the case is.

[00:12:15] Jason: Who would want to connect with people that they're only connecting with you because of money? I mean, that'd be a really shitty reason to be connecting with somebody.

[00:12:22] Michael: In the beginning, you will. But after a while you learn, whenever I go up and talk to my favorite influencer, let's say I paid for his coaching program is my voice cracking or my eyes getting big is my vocal tonality changing because I see this person as high status.

[00:12:38] Am I dressing too fancy to try to show off? Am I doing too much or am I just like just the normal dude? I am. Oren Klaff, one of my favorite YouTube content creators. I don't know if you are not Oren Klaff. I'm sorry, Orion Terriban. All right. His name is Psych Hacks. Well, I had him on my show a couple of days ago.

[00:12:54] He kind of converges behavioral economics with evolutionary psychology. And he basically talks about the sexual marketplace as far as economics is concerned. Okay. Really great person. Have him on my show. Ask him a bunch of stuff during the show. One of the things I talk about is like, "Hey, Orion, I know that you do some sales stuff, some coaching stuff. If you want my help, I'll help you how to, you know, put out a low ticket offer, high ticket offer, how you can like buy back your time." he's like, "yeah, you know, I can't scale myself that much." I was like, "okay, so you're going to read buy back your time by Dan Martell."

[00:13:21] And then I gave him a bunch of books, you know, that would probably help him. And then at the end, I was like, bro, anytime you want to call me and you ask me about any of this stuff, I'll help you. The guy who has the world, you guys look it up. The guy with the world record in the high jump on planet earth is a guy named Darius Clark. He went to Texas A& M. He's the leading scorer in slam ball. Have you ever seen slam ball, Jason? Remember the trampolines and the basketball, they go dunk on each other. Anyways, I bumped into Darius at a slam ball game. We started talking and I'm, and then Darius is like, "Hey man, I want to level up my social media."

[00:13:50] And I'm like, "Darius, let me figure out ways that I can help you level up your social media." So it's like one guys are like a professional athlete. Another guy's an accountant. You might be saying like, "why is it you're able to do all these different things?" And the reason why is because these are evolutionary problems.

[00:14:04] These are evolutionary challenges that all men we're looking for. There are three things that really differentiate men from women. Three massive things. There's more than three, but these are the three biggest ones. Jason here. Number one, this is the most obvious one. It's upper body strength. Men are about two standard deviations stronger than women as far as upper body strength, meaning the medium grip strength for a man it puts them in the top, you know, 98 percent and top 2 percent of women. Makes sense.

[00:14:27] Jason: Yeah. Which also throws off our balance is higher. Yeah.

[00:14:31] Michael: Correct. Also. Yeah. It also, there's a reason why some of the reasons why men live shorter lives is because they keep their weight up here around their waist.

[00:14:37] Whereas women keep it below their hips. And that's really, it's further away from their heart. There's a couple other things according to that now that's the first thing. The second one is a variety of sexual partners. Men are again, two standard deviations. Yeah. Far more like meaning the median man is interested in more women than the other way around but puts them in the top 2%.

[00:14:55] But the third one, and this was a really interesting one and I knew this one, but it was Tai Lopez I was at his house last Wednesday. And he was explaining this, do you know the main thing where women just do not care that much about at all? But men are obsessed with, you know what it is? It's in your title.

[00:15:09] No, it's in your title.

[00:15:10] Jason: Let's see, friends, high status, what I don't know?

[00:15:13] Michael: Status. Women in general do not care as much about status as men do, meaning women don't kill each other over status as men have been doing for the last hundred thousand years. So in fact, Dr. Buss, women care about men having status.

[00:15:26] Jason: Women care about men having status.

[00:15:28] Michael: Women care about the men that they're with having status, yes. Yeah, okay. Yes. I see. Meaning they care about status as an object to obtain, but not as a something for themselves. Or rather, if you've ever, if you've ever lived on a military base, it's one of the strangest things.

[00:15:41] Whoever the base commander's wife is, she's like the leader of the wives. It's so weird. She did nothing. She didn't go to officer school. She didn't do shit, but because she's married to the 06, the base commander, whenever they have engagements, she is... it's so funny. Anybody who's been in the military, you know, this is true.

[00:15:58] Whoever the base commander's wife is. She's all of a sudden like the leader of all the events, even though why? Because she's married to the base commander. That's the way it works. So men, women in general in gendered into themselves, don't care as much about status as men do men severely care about status far more than women do.

[00:16:16] And so because of the, these concepts, that's why you'll see like with a lot of the stuff I'm saying when it comes to sales, this is for men and women, but when it comes to dating, women do not sit there and have to show their status in order to attract men. But the other way they do. Does that make sense?

[00:16:29] Yeah. And that's why it's like an important differentiation to make. And that's one of the other things I teach in my course. Like when you also, when you're selling to men versus women, it's something that you need to understand. You don't necessarily need to sell to women based on status. Like how, "Hey Sherry, how'd you like those big shoulders to show off those muscles to get those guys?" No, they don't. It's that's a status thing shoulder to waist ratio is like a male strength machismo testosterone status thing that women just aren't as interested in, you know, so there's just interesting concepts like that.

[00:16:59] This divergence innate differences between men and women and where do we find these differences? We find them in evolutionary studies.

[00:17:05] Jason: So I think it's really interesting what you talked about earlier. You mentioned like this gravitation towards basically what works, right. And we see this everywhere.

[00:17:14] Like I've been in lots of different programs. I've worked with lots of different mentors, coaches, read lots of different books and I'm noticing more and more I evolve as a human being. I'm noticing more and more parallels between the best ideas. Like I just read a book on kids. It was like how to talk so kids will listen and how to listen so kids will talk. And it's probably one of the best communication books I've ever read. Like anybody could learn from reading this book because to some degree, we're all little kids in bigger.

[00:17:44] Michael: Even without kids.

[00:17:45] Jason: And also I was like, this is brilliant, like self talk like psychology even in this book.

[00:17:51] And I'm like, this could be applied to so many different things. And it talks about empathetic, like being empathetic in your communication. I'm like, this is brilliant. This will work so effectively for sales or for anything. And people think, "oh, it's for kids." Right. And so what works works.

[00:18:05] And I read another book, something about relationships by David B. Wolfe. It was a really good book, and this was for grownups, but there were so many parallels between these things. And you had mentioned also with dating and you know, for example, sales really, there's so many parallels between going out and trying to get clients and trying to get dates.

[00:18:27] Michael: The higher you go, they're not parallels. They're exactly the same. When you get to the top, they're exactly like what I'm saying is when you get to the top, meaning like Hugh Hefner, like when you're at the top and then you just see, it's just a total presentation and it's nothing but just showing status.

[00:18:42] Oh, it's the same thing. It's the same. I bought a Tesla that like Playboy is a brand. Tesla is a brand. You start to see they're doing the same thing to your brain.

[00:18:51] Jason: So for the business owners, listening to this, who are not trying to be Hugh Hefner. Right. They're not, and maybe they're married like me and they're not like trying to get women, but they do want to increase their sales.

[00:19:03] They do want to increase their status and they want to figure out how to attract more business. What are maybe some of the things that they could do to be more attractive to the real estate investors that they're trying to get as clients?

[00:19:18] Michael: Yeah, I will tell you the first thing is you need to be a way more cognizant of how you are perceived socially and for a lot of people, one of the things you have to understand is the more things become digital and the more your image can be spread across social media platforms, the less your actual merit of your business matters and the more the perception of your business matters.

[00:19:40] Jason: Yeah. How do they get an accurate view of how they're perceived?

[00:19:46] Michael: You could ask other people. I mean, generally the market is going to tell you, right? What is the price of of a commodity? The market's going to end up telling you right. In a free market economy, but it's like when you make social media content, you need to make them the content to market your business in a sexy, fun way that catches people's attention, but it doesn't have to be extremely representative. And I know this is really hard for a lot of people to do because they're like, "no, I'm just going to be myself and make content that feels organic." And I'm just telling you that doesn't work.

[00:20:14] I don't care what Gary Vanderchuck told you. That is not the way the world works. Everyone else is stunting. Everyone is using FaceApp and Facetune. All these other people are just showing images and pictures of the best parts of their life. I post on social media all the time. I did not post anything about me feeding my cats this morning.

[00:20:30] Like, the people want to see the cool stuff. That's just generally the way it is. So, you're, the way you are perceived on social media again, that's what we, you know, Men of Action, our group, is when you're in a community that gives you accountability and feedback to let you know, hey man, this is not a good post or this is a good post.

[00:20:45] When we are on Instagram specifically instagram trades, a currency and that currency is called status. That's all Instagram is. Facebook is not like that. By the way, you guys will notice for those of you do any kind of marketing, Facebook is going to work really well for your 38- 40 year old audience and older.

[00:21:01] And Instagram is going to work for your audience below 38 to maybe 28 and then maybe to 25 and below 25, it's going to be TikTok. And you'll notice, depending on which audience you're trying to get to, that's where you're going to see the most prevalence on those different platforms. Also, you're also going to see the most politically progressive of those platforms will be TikTok and the most politically conservative all those platforms will be like Twitter or X. So you, these are kind of the things that you have to learn. What you need out there is a perception that people have of your business and you have it as an entrepreneur. So you need to be trustworthy. You need to seem like, you know, more than everyone else, like you're a subject matter expert and you need to seem extremely motivated.

[00:21:40] And in doing so as well, when you show images of your business and you personally, you need to show relevancy, competency, access to scarce resources, and social proof. Those are the things that will help. So what I mean by social proof? Other people in the industry following you on Instagram is a great way to almost look like a testimonial or maybe they leave comments.

[00:21:59] That's a great way to show social proof, relevancy. Are you trying to use banner ads from 25 years ago? Or you're like, "Well, I'm still using email blasts." Okay. If I'm talking to a guy in real estate and he's telling me about email blasts, I know he's not relevant anymore. If I'm sitting there talking to stuff, if that's all he's talking about, right?

[00:22:17] If he's sitting there being like, you know, he doesn't use Instagram, but he's got an SEO guy. I'm like, okay, he's not relevant anymore. He doesn't know. He hasn't changed things. But when I talked to a guy and he's like, "yeah, what I did was I started a podcast and in my podcast, I do 20 minute interviews with different people using restream. And then I have a guy come through and make clips and then I have, and then the best clips I end up promoting those clips on Instagram or using meta. Facebook Ad manager, meta ad manager, and in doing so, then I make the best ones and I turn them into advertisements and I put a CTA at the end." I'm like, okay, that guy's relevant, that guy gets it.

[00:22:49] Jason: Then we're relevant here at DoorGrow.

[00:22:51] Michael: What you're doing is extremely relevant.

[00:22:52] Jason: If they have an AOL email address, they're like, "what's your email?"

[00:22:56] Michael: That's exactly, it's not relevant.

[00:22:57] "It's aol.Com."

[00:22:58] "I have a Facebook, but I don't have an Instagram." You're just not relevant. Like I can tell you're not relevant. When people are like, "well, my audience isn't on Instagram." It's like, it doesn't matter if your audience is on Instagram, you're trying to grow your audience. And by the way, the market will tell you what it wants. And every day, I'm sorry for those of you who don't want to hear this. Every day, each one of these platforms becomes slightly less relevant. Okay?

[00:23:19] TikTok is on its uprise right now. Instagram is becoming less relevant because of TikTok, Rumble, YouTube, and Facebook to a certain audience is also already completely irrelevant. You'll see women below a certain age do not have a Facebook, but they do have an Instagram.

[00:23:32] So the answer is to have all of them. All of you should have, you should be making 30 to 90 second content, the up and down type of content. Not landscape of profile content. You should be making that and it should be going on Snapchat. It should be going on X. It should be going on YouTube. It should be YouTube shorts, TikToks, and Facebook and Instagram reels.

[00:23:50] It should be going at all those different places. You can use HubSpot or some other platform in order to post that content. And the content doesn't just have to be clips that go viral from podcasts. You can do man on the street videos. And here's a big one. All of you can do this. You can do reaction videos.

[00:24:04] All of you can do reaction videos. They're so easy to do. And by the way, you don't even have to like, you're just like, "Michael, I don't know how to use OBS and I don't know how to do a reaction video." All you have to do is sit like I'm sitting right now. I'm in my den. You know, obviously I put some soundproofing behind me, but I'm in my den, I got a big ol ring light in front of me, and somebody comes up to me and goes, "Michael, what do you think about the Trump assassination attempt?"

[00:24:23] Or "Michael, what do you think about, you know, Kamala Harris or whatever?" And I'm like, and I just turn my camera like this, like I'm talking, "Man, I'll tell you what I'm thinking. I'm thinking, blah, blah, blah, blah, blah, blah." And you just say, and as soon as people watch the video and they're like, "This guy's about to tell me what he's thinking."

[00:24:35] Then everyone will watch. And then some of you are listening right now and you're like, "I'm just a property manager. I don't want to talk about politics. Really go watch Ryan Pineda. Go watch Bradley, go watch Codie Sanchez, go watch Tom Bill. You go watch any of these guys who are crushing it in their fields.

[00:24:51] They give their opinions on everything. Did you guys hear Alex Hormozi now talks about dating? What? Yeah. You're building a brand. Status is status. Like nobody cares. This is the other thing, Jason, a lot of your clients, and this is something I've talked to you about, and everyone in my program hears me talk about this ad nauseum.

[00:25:08] Is the concept of like, I'm afraid that I'm going to post the wrong thing and nobody holds you accountable for anything you have to say, like, I was just looking at a video of Kamala Harris at a P Diddy party, walking around with Montel Jordan. No one seems to care that ever happened. No one cares about Joe Biden talking about, "I don't want to send my kids to school with the monkeys."

[00:25:26] Nobody cares about it. No one cares. Like you said, like Donald Trump had sex with a porn star while his wife was pregnant and they brought it up during the debates and no one cares. Literally one of the most popular movies of all time The wolf of wall street is a about a man who did 15 months in prison for securities fraud, punched his wife in the stomach, kidnapped his own kid, did quaaludes and slept with prostitutes, and then afterwards, he is one of the top sales trainers in the world today. But you guys think anyone cares. Caitlyn Jenner runs over someone, kills them, and then four months later is named woman of the year. But you're like, "Michael, I'm a property manager. What if I post the wrong thing?" Here's another thing, Jason, and this is a poor reflection on humanity, but it's absolutely true.

[00:26:09] If you get popular enough, they will forgive you for anything. And if you don't believe me right before OJ died, I had a conversation with him and they had offered him millions of dollars to do a fantasy football podcast, and I was like, OJ, what about those people you stabbed 56 times? Nobody cares. So many of you are watching this right now and you're like, you have 400 followers on Instagram and you're like so worried about posting the wrong thing, bro.

[00:26:32] You don't have 400 followers on Instagram. You have four followers on Instagram and one of them's your mom. No one cares what you're doing. Most of you on social media are irrelevant and because you're irrelevant on social media, in reality, you're invisible. Listening to this, when you ask me what the advice is, your job is to become visible.

[00:26:49] Some of you will be offended by what I say and the rest of you will be successful. You've got to decide which one you want to be.

[00:26:54] Jason: So I'm going to play devil's advocate for a second here, right? A lot of property managers, they think "I'm going to go start posting about property management. And maybe I'll get some investors that want to like work with me."

[00:27:06] And so they start posting property management with this false assumption that people really care about property management, right? And so the analogy I'll usually share with property managers is I'll say, "how many plumbers are you following on social media?" And they'll say, "none."

[00:27:23] "Why?" I said, "they want your business. Why aren't you following them?" And so there's this false reality that these social media marketers will sell to property managers. They're like wasting their time. And some of them spend a lot of money and time with these social media companies, wasting time promoting their property management business on social media, when nobody gives a shit about property management, even their clients don't wake up in the morning and go, "man, I'm thinking about property management."

[00:27:50] Jason, what should they be doing instead?

[00:27:52] Michael: Yes. Jason you saying that just got me. I want someone who's watching this to do this and then tag me in the video when you do it. Jason, as a property manager, do you ever have nightmare tenants?

[00:28:03] Jason: So to be clear for those listening...

[00:28:05] Michael: yeah,

[00:28:06] Jason: I'm not managing properties. I'm coaching property management business owners, but they would say, "yes," they have nightmare tenants. All the time.

[00:28:12] Michael: Do you ever have nightmare vendors? Like guys who come like when I say vendor, what I mean is the plumber, the carpenter, the guy who comes...

[00:28:18] Jason: Yes, they have problems with vendors constantly, they have nightmare owners.

[00:28:21] They're managing properties.

[00:28:22] Michael: What about, well, I wouldn't do nightmare owners cause you're trying to get business. I wouldn't talk about nightmare owners. What I would talk about is. I would start off a clip just like this. "I had a nightmare tenant. This guy was destroying," and then it would just show pictures.

[00:28:34] "This guy was destroying everything in the place. I swear. He didn't know how to, he couldn't aim and hit the toilet. He has just destroyed the place. And this is what I did to fix it. And here's three tips for you to deal with a nightmare tenant." Viral. Yeah. Viral. Not only are you viral. Everyone's coming to you.

[00:28:52] It's like, "man, I don't want a nightmare tenant. I just bought this two bedroom, two bathroom. I don't want a nightmare tenant. I'm going to go do what he does."

[00:28:59] Jason: I don't want it to be a meth house eviction. Like, yeah.

[00:29:02] Michael: Yes. Yeah. You know what i'm saying? Like that's what I would do. I would go over like what are these and because what you're going to do is what are the biggest fears of the people who are hiring property owners, my nightmare tenant, my tenant who doesn't pay. Like those kind of things, and I would make content. What are the three steps that I did to do with the five tips that a lot of people's in this place don't do right? I would make content like that. And you could do opus there's these ai software apps that'll basically take the clip and then they'll just inject B roll that fits whatever the words you're saying.

[00:29:33] You don't have to hardly do any work when you do it and then all of a sudden it's like, "it was a nightmare. This guy's made my place look like a roach house. Roach infested." And then it'll actually pull up an image like a whatever, a stock Shutterstock image of a roach infested home, whatever.

[00:29:47] Jason: Now they're using ai. Even I'm seeing a lot of AI images Just flashing. Yeah. Yeah. Or, yeah. Correct.

[00:29:51] Michael: It could actually illustrate using artificial intelligence, illustrate the image for you. You could actually do that. So you don't have run into any copyright issues. Right. Or any permission issues.

[00:30:00] There's just so many ways to do this. But what are you doing? You're showing relevancy and competency. You know how to use Instagram. You know how to create a clip using artificial intelligence. You have good audio. You have good lighting. You're showing relevancy. You're showing competency. You're showing high intelligence.

[00:30:15] You're showing high social status. And then in the comments, you're like "LMAO." Like people are laughing my ass off. "This happened to me." "Oh my God, Jason, same shit." "100 percent true." And now I have social status. I have all these things. Why? Because I made some content that was engaging about something that is incredibly unsexy, which is property management.

[00:30:35] That's how you do it. What are those ultimate fears that your prospective clients have? And I would just do nothing but make content about that. I have a friend of mine, FedEx fearless. His name's Bismarck. And this guy, he goes, "these are three reasons why you are ugly." And I'm like, "what?"

[00:30:48] And like, he really goes after people. "This is the reason why your girlfriend is cheating on you right now." And everyone just, I'm like, "what?" And I don't want to watch, but I'm like, I need to watch this video.

[00:30:57] Jason: What's going on there? Yeah.

[00:30:59] Michael: It's so great. It's so great. " No, Michael, you need to be authentic with your social..." no, you don't. You don't need to be authentic. You need to capture people's attention. You need to be attractive. Your primary job is to be attractive on social media. Now what happens is now you got them with the hook, "Here are the top three things that I do to deal with this horrible tenant that I have" And then when they come in the hook now throughout there you give those three, explanations But you also throw in a little piece of advice that shows just a little humble brag that shows "In my 27 years of property management, this is the thing that I've learned."

[00:31:30] Okay, little humble brag. And at the end, it goes, "if you want to learn more, comment, the word guide below," or if you're on YouTube, you'd be like, "go down into the description and click the link. And then blah, blah, blah." And it just ends up right down your sales funnel, maybe to a low ticket offer, maybe an ebook that you wrote something like that.

[00:31:45] And the next thing, you've 10xed profits. You've 10x revenue. You're selling a course on property management while writing a book on property management, while having a podcast on property management, while being a property manager, all of it at the same time. And then you got to hire a new accountant because you got too many write offs.

[00:31:59] Like you don't have enough time to pay your taxes. You got to get too much money. That's it. That's how this works. And that's about what I just explained to you. It's just the difference between getting it and not getting it, being relevant and not being relevant. And so a lot of people, what they're, they listen to me and they always make me out to be the bad guy because cause what I do is I tell people, no one cares about you. And no one likes to hear that. They like to think that the rest of the world cares about property managers. But like you said, no one's following plumbers. Right. But if I was a plumber, I would do the same thing, "man, I walked into this house and this toilet had exploded and just have an image of it."

[00:32:30] And it'd be like, "okay, I need to hear what this is." "And then a monster crawled out of the toilet." I'm just kidding. And like, I would just, that's what I would do just to keep people's attention.

[00:32:37] Jason: So for those listening, can we qualify you a little bit related to social media, because you've got a good following?

[00:32:43] You've got a sizable business because people listening if they don't know who you are, I want them to recognize you're very qualified to talk about this. Not so humble brag about yourself for a second.

[00:32:55] Michael: I have a men of action. We have 1600 clients that have gone through there.

[00:32:58] 200 video testimonials if you go on the school server. And also we have a free community a free school server. What's about 43-4,500 guys in there. You're welcome to message. One of the things that I've told people is that if I join a group and they tell me not to talk to the other people in the group, I know this is a scam.

[00:33:12] You'll notice sometimes with MLMs, you'll see that. I implore you to talk to anyone, any client that's ever gone through my program and they will tell you how incredibly satisfied they were. Also you, Jason, I'm sure you've seen my course is extremely comprehensive. It's about 65 hours long. That doesn't even include the live calls.

[00:33:29] And then also there's a book, there's a required book list that you have to read in order to go through the course.

[00:33:33] Jason: I'll tell you right now, like an eight figure business for you.

[00:33:36] Michael: Just today, we've done eight figures in total, but as of this month, this is the first month we'll recross the mark.

[00:33:42] It was what? 833 a month or something like that. We cross that this month. So that's about, yeah. So we're doing about a little bit under eight figures in revenue per year.

[00:33:50] Jason: This is more than any property managers probably listened to my show. So just for perspective. Okay. Yeah. Got it.

[00:33:57] Michael: Yeah. I mean, because coaching is scalable.

[00:34:00] That's the reason why. And like the other thing I want you guys understand is a lot of people got into real estate because they were trying to find a scalable way of making income and they're using you to make their lives scalable. So if you guys read, buy back your time by Dan Martell, they're paying you to buy back their time as real estate owners.

[00:34:15] That's what their job is. And essentially you're going to eventually do the same thing. You're going to pay someone to buy back your time from them. So the main difference, and I'm sure many of you entrepreneurs already know this, but. When you start off in the workforce, you are trading your time for money.

[00:34:28] You're working at Chick fil A or McDonald's and you're being paying an hourly salary later on. You're trading your money for time. I pay one guy. He comes into my house. He turns on my computer, he turns on my camera, he turns on my lights, he sits me down, and then he just starts yelling at me to talk about certain subjects, and I have no idea, I'm just like, drinking coffee, and I'm like, what up, and he goes, "what do you think about this?" And I'm like, "oh man, let me tell you something, and then they record it," and then it's just a reaction video, and I do nothing.

[00:34:53] I pay to get my time back. I have several editors that live in Romania and Nigeria and all these, because I don't want to edit videos anymore. I used to be a video editor and a videographer. I don't want to do it anymore. I pay one place to do the live editing for my podcast. I don't want to do that anymore.

[00:35:07] I pay to get my time back. For those of you who are considering hiring a personal assistant, once again, highly recommend Dan Martell's book, Buy Back Your Time. In the book, he talks about taking your yearly salary and divided by 8, 000. And that's what you pay the guy hourly. Take your yearly salary, how much you make in a year, your yearly income divided by 8, 000.

[00:35:24] That's it. They go over the reason why, but it ends up becoming like a 40 hour work week. You end up paying him one, you pay him half of what one hourly wage for years. So if your time is worth a thousand dollars an hour, you might pay him 500 an hour to get certain things done for your life. And one of my favorite sayings in that book is something done 80 percent right is 100 percent awesome.

[00:35:43] And like, it was one of the hardest things to give up. The guy who does my timestamps, that was really hard. I love doing timestamps because timestamps were giving me clips and those clips would go viral and the virality would make me money, but I had to give that up. And eventually you're going to give up all these processes.

[00:35:57] Another thing I'll explain for you guys who are entrepreneurs, one of the greatest tools you will ever find is an app called loom. Look up loom. What loom is allows you to make videos, but the video it's like, it's showing the screen on your phone or it's showing the screen on your computer while they're listening to your voice and you send it to your person.

[00:36:12] So like, for instance, I do mass invites for certain events that I do. So I'll go on loom and I'll have a guy, maybe he speaks you know, Farsi or maybe this guy speaks like his English. Isn't that great? What I'll do is I'll go through my invite slowly and I'll do it like for 30 minutes, I'll just do invites and I'll show so he can see what it looks like.

[00:36:28] And then I send it to him and then he looks at it and he has no questions. And my invites are done like that. Loom is one of the greatest way of passing along SOPs to people and then using them in order to buy back your time. So understanding all these concepts, it makes you more relevant, makes you more competent.

[00:36:43] It gives you higher status. It gives you more access. And these are the things that you're looking for. In any walk of life, but especially in something like property management and you guys also understand as property managers Your job isn't sexy So what you have to do is you have to show the sexy parts of your job, right?

[00:36:57] When I my favorite one are accountants and dentists. They're not my friend my friends who are dentists who know what they're doing, they show the fucking horror job teeth, You know car accident, messed up teeth, meth addict, whatever, and then they get the teeth back to 100%. And like me, as someone who doesn't care that much about dentistry, I'm just like staring like, "Oh my God, that was incredible."

[00:37:17] Yeah. what you do is you figure out people's primary driver emotion and their biggest fear. And then from those things, from the primary driver emotion and their biggest fear and from those things then you make your content attacking those primary driver emotions and those biggest fears, okay. And when you do so it doesn't make any difference if you're an accountant It doesn't make any difference if you're a property manager doesn't make any difference what it is that you sell people will watch and they will be obsessed.

[00:37:42] My brother, he watches videos of horseshoes. They basically, you know, they shave off the end of the horse's hoof and then they put the shoes on. He said it's like the most relaxing thing in the world to watch. And I wouldn't even think about that, but why is it? It's like something we don't even think about that much, but it's pretty amazing.

[00:37:56] Like when you see, it's like very relaxing to watch stuff like that. You can do stuff like that.

[00:38:00] Jason: There's a guy that's viral for just, he finds distressed houses. And he just cleans up their lawn and the sidewalk. He's like, "Hey, could I mow your lawn? And it's like relaxing to watch the transformation."

[00:38:12] Yeah.

[00:38:12] Michael: Another one that's great was if you guys watch the early Ryan Pineda stuff, what was he doing? He was flipping couches. He would find crappy couches, clean them up, and then he would sell them again. And he made a living from flipping couches. There's just all these different things. And like the concept of it sounds so boring, but I want to watch someone do it.

[00:38:28] Right. It was the one where you'd buy those storage units and then you'd see whatever's in this. Oh, I forgot what that was. It was pawn shop, pawn stars or something where the people would buy storage units and open up in there. And there's like, sometimes there'd be nothing in the storage unit. Sometimes there'd be like a dead body in there or some crazy shit.

[00:38:41] Like they find like a skull and like all of a sudden. Bag full of money. Yeah. Yeah. By the way, you guys know the producers were putting that bag of money in there, right? Like that wasn't real. That wasn't real.

[00:38:52] Jason: Reality TV isn't real either. You like to say social media isn't real and that's okay or something.

[00:38:58] Michael: So rule number four in men of action is social media is fake and I'm okay with that because the money's real. And the world isn't fair. And I'm okay with that.

[00:39:05] Jason: Yeah.

[00:39:06] Michael: The world isn't fair and I'm okay with it. Rule number four in a, in social and of action is about acceptance. It's about accepting the world the way it is and never being a victim.

[00:39:14] It's sure things are hard for you, but you're never a victim. You might be too short. English might not be your first language and you're having a hard time speaking it. You might be born poor. You might be born with some kind of ailment or disability that you feel like holds you back, but that's where you are.

[00:39:27] You start from where you are. And then you create from there. Okay. You were saying something before about how you notice like all these books kind of converge in to the same place, three books that have nothing to do with each other, but it's the same concept. Ready? The power of now by Eckhart Tolle, the subtle art of not giving a fuck by Mark Manson and sapiens by Yuval Noah Harari.

[00:39:45] You're like, wait a second. It's all the same thing. It's all the same. It's all this. I get to choose how react. I get to tell myself stories that change my behavior. It's all three of these books that have nothing to do with each other end up being the same book, not exactly the same book, but similar books.

[00:40:00] Because once you get to the highest levels of enlightenment, transcendence, goal oriented communication ends up being the same thing for everyone.

[00:40:07] Jason: There's a one of my favorite books is by Byron Katie called Loving What Is. And basically, she takes you through this process of just asking yourself these four sort of questions to challenge your current view of reality.

[00:40:21] And it takes you out of this victim sort of view. It's very much like cognitive behavioral therapy, maybe, or something like this, right? Yes. Or CBT or something. But yeah, so asking this question, is this belief that I have actually true? And a lot of our beliefs that we're holding on to that are holding us back.

[00:40:36] And like, if we're not getting results in life, it's because we currently have beliefs that are not working for us. And so, if you see people that things are working well for them, even though you think, like, somebody might be watching right now going, "Michael is completely full of shit. He's throwing out all these crazy stuff and he's, he worked at a strip club" and somebody's like, so against that or whatever.

[00:40:56] They're like their own stumbling block and they're in their way and they won't pay attention to the truth or the things that you're sharing that are good because they're so stuck on everything in the universe having to look a certain way that they are not even open to receiving more, they're not willing to challenge their own thinking.

[00:41:13] They're not going to progress. They're going to stay stuck.

[00:41:16] Michael: They identify more with their identity than they identify with success.

[00:41:20] Jason: Yeah. Good way of saying it. And I love how you talked about kind of these currencies. One of my mentors in the past was Alex Charfen. And he's from here in the Austin area as well.

[00:41:30] And he was talking about time, energy, focus, cash, and effort. He calls the five currencies. And Hormozi went through Alex Charfen's like coaching with me. I met Layla and Alex in this. And one of the things that I then saw Alex talk about these currencies. But what I thought was interesting is Alex said the most significant of those five currencies in order to scale and grow your business is focus.

[00:41:52] It's the most important to scale, grow a company. And then Dan Martell, I once saw him teach this framework that was, it was like about the power of one. He's like, "the most effective business is a business has one sales funnel, one product, one..." it was like all ones, like, And I see property managers, a lot of times they'll try and like start five different businesses.

[00:42:14] They're like, I'm going to start a cleaning company, a maintenance company, like all these other things.because they're complimentary real estate brokerage. And then they wonder why none of them are growing because they lack focus. And so all these things kind of converge, making sure that we have focus.

[00:42:28] You also mentioned Dan Martell, who I think is a brilliant entrepreneur, he generally was coaching like software companies, SAS companies to help them grow and scale, but his stuff's applicable to coaching businesses. I've noticed it's applicable to anything because the principles are valid.

[00:42:44] And one of the things I've had my clients do to get them to that next level, to basically get their time back is to have them do a time study to where they become accountable for their time, which things are positive and which things are negative, like plus or minus, which things give them energy in life and which things take it away in their own business.

[00:43:00] And I have them do this like usually once a quarter. And when I did my first time study, I realized I was doing like four hours of podcast production in a week. It all added up and I was like, holy shit. So then I just hired a company to do it. It was a no brainer to let that go because it was stupid at that point for me to hold on to that once I could see that challenge.

[00:43:20] And you mentioned loom, awesome tool for like one of my favorite tools, like it, which is next level. It's like loom, but it's Wistia's video recorder. It lets you actually record the screen and yourself. And then after the recordings made. You can then have it mid recording. You can switch which parts are showing and have segues between the two.

[00:43:42] And it's super fast. It's like super cool. But we use tools like that.

[00:43:46] Michael: Productivity. Yeah, definitely.

[00:43:47] Jason: Yeah. So, I love all these ideas for collapsing time. Michael has dropped several awesome tools, knowledge bombs, ideas for those that are listening and also how to leverage content social media wise.

[00:43:59] So what you know, if we were to bring this full circle what would you say is the most important thing that maybe business owners or property managers could be doing to scale and grow their business?

[00:44:13] Michael: Right now? Again, one more time. It is: understand, your ability to grow is based on your perceived status, your perceived trustworthiness, your perceived know how. Not your actual know how. Like, I can tell you so many guys that I know that are real estate experts on YouTube. And then I have my friends of mine that are real estate agents. And they're like, "that guy doesn't know shit." And I'm like, "no, he's coaching the white belts." That's the why, the reason why he says the things that he says.

[00:44:39] And they have a hard time dealing with it. So, understanding that concept. And then. You have to leave yourself. You have to subvert your own ego, go on places like TikTok or Instagram places you'd never think to go to, and then look at who's going viral, who's in your exact industry, and you're going to need to take pieces from what you see.

[00:44:56] Like, what are the kinds of videos that do really well? And you're going to be able to find those very quickly. You can literally right now would go on Tik Tok and look up property management and you'll find a bunch of videos, like just pick the ones that go the most viral or a real estate, a podcast, and then pick the topics that go the most viral and just blatantly steal them, steal, blatantly steal everything.

[00:45:19] You in the beginning, no creativity necessary, just steal. Okay, and you do that for a while and then you start to sort of get your footing And then you start to realize wait a second, I've been running ads and my ROAS per dollar my ads is x 1. 2 or 2. 0 or whatever but in organic my cost per lead is like nothing because my organic traffic, it costs me so much less to get a lead.

[00:45:44] It's incredible. Then I go on someone else's podcast because my content is getting better and better. And then all of a sudden now, you know, Rich Summers and Ryan Pineda want me to come on their show to talk about, you know, maybe I'm on ice coffee hour or whatever, talking about real estate.

[00:45:58] And then I get on bigger and bigger shows and now my cost per lead decreases even more because I just had this simple understanding that the way it works is my perceived status my perceived know how and my perceived trustworthiness to other people are the reasons why people will buy my product. Now you may already obviously everyone who's listened to this if you have any success in property management You already have your funnel is probably dealing with either word of mouth shaking hands, or it's dealing with some sort of paid advertisement, but I implore you try organic. Try to use organic and then organic meaning using Instagram posts or Facebook posts.

[00:46:33] And then once you do that, try to take your best content and turn your best content in an advertisement and promote those, promote that content. That's something we've also been doing. And if you want examples on everything I just said, a great book, a great place to start is the 100 million offer series by Alex Hormozi. He goes over every single thing that I just talked about. It's absolutely fantastic. It's really great stuff. The difference is with my program, MOA, we're a little bit more bespoke for what it is exactly that you're doing. But we're mostly talk about networking. And then the other thing is, When you actually meet that person in person that you want to work with, do you come off as a fan boy?

[00:47:06] Do you come off as too eager? Do you, does your body language show signs of neediness or signs of low status? Are these things that you can watch? And then how do you figure that out? You watch yourself on camera. Do you watch yourself on other people's podcasts? Because that's one of the things is like as social media grows and more people are exposed to more people, just remember like if you consider in the plasticine, you know, we live in hunter gatherer societies of 150 people and now we can legitimately have a hundred thousand friends on social media in that kind of situation because we're exposed to more people, we are more attuned to status, physical appearance, et cetera. And so now what happens is humans essentially become more shallow.

[00:47:46] They become more attuned to other people's status and rightly or wrongly. Is it a negative commentary on humans? Yes, it probably is, but it's the world you live on. And if you want to get rich, you need to listen to what I'm saying. And if what I'm saying, offends you, get ready to stay poor. Like, I'm sorry.

[00:48:01] If you guys are listening to this right now, and you're like, "No, social media is going to go away and we're going to go back to walking up to doors and do an email blast and buying banner ads." If that's what you think, go back to your AOL. com email and just keep believing that's the case.

[00:48:16] It's all about the handshake. It's like, if that's what you believe, that's fine. But for the rest of you who are ready to understand that if you think things are bad, I got news for you. They're only going to get worse. Meaning people aren't going to put their phones down at dinner. People aren't going to take fewer photos.

[00:48:30] People. I was reading something. It was like, like in one day, now more photos are taken in like an hour than were taken during the entire year of 1985 or something like that. It was like the amount of photographic and video data that's uploaded in one hour exceeds the total photographs taken in an entire year back in the 1980s.

[00:48:49] Some absurd number like that. If you think things are going in one direction, things are getting faster. They're more virtual. They're more digital. Digital, they're going to be controlled by artificial intelligence and they're going to be more scalable. You need to get on that train. The train is leaving.

[00:49:05] You need to get on the train. Now, if you don't want to get on the train, that's fine, but notice as the world passes you by and the rate at which it passes you by only increases every year. If you want to learn about that, read Ray Kurzweil series called the singularity is near, and you can see how he talks about the rate of change is increasing, and then the rate of change is also increasing.

[00:49:24] Jason: Okay, so this is awesome stuff. So Michael one thing I want to point out for those that are listening. Because I think you've sold your Men of Action short a little bit. So I'm gonna, I want to say something about it because what I think is in, what people think is in there probably based on what you're saying is it's a bunch of social media stuff and it's like how to, maybe how to get women or something like this.

[00:49:45] I think though you've created a program that are making men better men. Like you're covering topics in here like, Leadership and time management and like not just networking, which is to build status, but you're making them better people that people would want to network with that people would want to connect with and like I'm in the Austin group.

[00:50:09] For men of action. Yeah.

[00:50:11] Michael: And that was one of the first groups.

[00:50:13] Jason: These are good guys. Like they're cool guys. We've hung out. And and I'm like one of the, I'm the older married guy, like in the group, hanging out with them, but it, they're all striving to like better themselves, not just to show that they look better maybe on social media, but they're also like working to be better people.

[00:50:30] Yeah. And You know, I love the book extreme ownership, by the way. I like, I think just that principle alone would change every business's life. Every man's life every person's life. If they would just not be a victim and they would own their shit. Like it would be huge. It's like, should be required reading for business owners.

[00:50:47] So if you're listening to this, go read that book. You're sharing and exposing them to a lot of these books. Like I've read a lot of the books on the reading list, not all of them. So I've got a ways to go, but. You're also exposing them to some of the best ideas for leveling themselves up as a human being.

[00:51:04] Michael: Yes. So consider this concept, right? What was something that sounds super arrogant is the idea of taking pictures of yourself without a shirt on every day, and then posting a story on your Instagram at first, it seems like, well, how arrogant is that? But if it causes you, if it causes you to lose enough weight to where you're no longer, you know, a threat to get diabetes, or you lose enough weight to where your body fat index is low enough to where the opposite sex finds you attractive, or it caused you to lose enough weight that actually takes away strain on your heart.

[00:51:32] That narcissistic, arrogant thing that you did saved your life and made you a better person.

[00:51:37] Jason: Yeah. You get to be around for your kids, right? Like that would be better, right? I'm doing 75 hard right now. I was 31 days into it. And then I forgot to take the picture. I forgot to take the picture. And so I just started over on like a weekend.

[00:51:51] So it's now 107 days hard for me is what it's going to end up being. But but that's the thing. And every day you take the pic and you're doing the exercises and doing all this stuff, but it's more of a mental toughness challenge. And the fitness piece is tough, right?

[00:52:05] Like you have to take care of yourself in order to keep up, but it's more of just being willing to invest in yourself and do hard things and to make hard decisions in order to get to that next level.

[00:52:15] Michael: It's exactly right. Yeah. And it's also it's work smarter, not harder. Like if you really had all the Intel, like for instance, if you're just flat broke, but you had Dan Fleischman's brain, Tai Lopez's brain, if you had Wes Watson's brain, if you had Justin Waller's brain, if you had Gregor Gallagher's brain, Brandon Carter's brain, if you, if I could just take their info and put it into your brain, you were completely broke.

[00:52:38] You'd be a millionaire within 18 months. More than that, you'd be a decamillionaire in 18 months because these guys, there's two different things. There's money and then there's the mechanisms to make money. The second one is the one you want. The first one, people born into, with trust funds.

[00:52:51] They have money. Money's great. I'm not telling you money's bad, but the mechanisms to make money. Not only does it give you more security, it's just a more fulfilling way of living life. And then the other part is making your friends rich. That's another great thing We haven't even got into that part But like networking with your friends to help them make more money is another great incredibly a fulfilling thing that you can do. Having people who work for you and then like making their lives more fulfilling and ensuring their security in life because you're able, like again, I, what do I do?

[00:53:21] I'm doing a podcast right now. What am I doing? I'm doing this so that we can lower the cost per lead. Like essentially, I know that's, I'm saying the quiet part loud right now, but this is the truth and you're doing the same thing. What I'm trying to do is use organic traffic. To get leads to go down my funnel.

[00:53:34] And when they do so, then they get to my sales team because they're taking in a warm lead, the likelihood of a conversion increases from like 1 percent to 6 percent to 9 percent based on how warm the lead is. Now the lead goes through and the cost per lead decreases because I'm doing this whole thing right now. So i'm doing this to help my sales team and make my sales team's life easier, and in doing so make it so that they have more security in their life with their family when you get to that point, that's the most fulfilling way to live your life. That's more important than being rich is being able to do something like that accomplishing goals with a team

[00:54:07] Jason: Yeah. And me having you on the podcast exposes me to new audiences, new people, and people that follow you are people that are like, "Oh, Michael's had all these really amazing guests on his show also. And Michael has a certain level of status that helps my status level as well." Right.

[00:54:22] Michael: Yeah.

[00:54:22] Jason: And a lot of people think, "Oh, that sounds, you know, maybe that's not authentic or it's disingenuous or whatever," but these are how we make connections. This is part of the networking game of life. And by connecting with other people, this is how we create relationships. This is how we create friends. This is how we identify people that we want to become more like, or how we want to, or people we want to be exposed and connected to, and by doing that, it helps us to grow as a human being, right?

[00:54:52] The more people that I get to be around that are operating at a high level, the more it puts me in a state of wanting to be operating at a high level. And then this is also what you talked about is why I love coaching business owners. I love being able to coach and support entrepreneurs.

[00:55:08] I learn as I do it. I get lots of ancillary benefits by doing it, but also it allows me a reason to feed my addiction to learning and to growth so that I can turn around and benefit them. And so it really creates this win, win scenario. And I'm sure that your involvement in men of action, I can, I get from your content that you.

[00:55:29] Are legitimately invested in making these men better.

[00:55:33] Michael: Yeah. I did it for 14 years for free, so it's definitely not a money grab for me. The reason why we did six figures. The first month we opened was because I'd been coaching since 08 for no money.

[00:55:42] There were a couple of self help organizations that would fly me out to do speeches. I was a stock option seller. I was a portfolio manager for a small fund out of Florida. And that's what I did for a living. And all the other stuff was just like every, what I figured out was every time I read a book, if there was a lesson in it, I wanted to teach someone as soon as possible.

[00:55:57] So I'd make a video or I'd give a speech and it would help me codify these ideas. And then finally, once the the crash happened in 2020, the Corona crash, once that happened, I realized I need to turn this into a business. Like it's, and once I did, and once I started having more people, invest more time and resources into my program, their results got better.

[00:56:16] Again, somebody taking my advice. They're not invested, so they don't really care. They'll listen for a second, but they won't really listen. People join my program and because they've invested resources. Into taking my program. Now, when I say you need to listen to this book at 1. 4 speed, move it up to 1. 7 so that you can get more out of it and then take notes on every one of these chapters.

[00:56:34] Now they actually do it because they've invested in what I've asked them to do. And it's just been, it's just been so magnificent how different it is, but yeah, no money has never been the driver for this.

[00:56:43] Jason: Russell Brunson, I think it was, it says when people pay, they pay attention. And I noticed this, I used to give away this training.

[00:56:51] I used to give away this training on sales that for clients I would just like throw it in with like doing a project for them or a website or whatever we were doing. And then I got a coaching client. He was like one of my first, I was having to pay two grand a month.

[00:57:05] And I gave him this training. He was now paying. And he got results unlike anyone that had ever been given that course before because he paid attention to it. And that changed my perception forever about trying to benefit people by giving them free stuff. And I was just at that Taylor Welch event. I was about to say that.

[00:57:25] Michael: So three weeks ago, you and I were at a Taylor Welch event and he said, I hate giving away stuff for free because free trains your audience to get something for nothing. So we took our free course and now we're charging $10 for it. It's just $10, but it's like, it's going to separate the wheat from the chaff.

[00:57:39] Right. The sound from the noise.

[00:57:40] Jason: And I remember this, he was like, free. Free is stupid. And I was like, yeah, I'm being stupid.

[00:57:45] Michael: So we're changing. Yeah. And I'm creating a low ticket offer for a bunch of my stuff yet because of what I was saying. And I'm not going to charge a bunch, but like 3 we're going to do, I'm going to make an ebook and I'm charging $3 for it.

[00:57:56] And then I'm going to make the first four steps of MOA. I'm going to charge $10 for it. That's all. The reason why I'm going to do it is because you need to invest internally. There's the investment. There's the actual money that transfers from one fund, you know, from one place to another, but then there's the actual and internal investment that you have.

[00:58:11] Read, about like the Florence Nightingale effect, how like nurses fall in love with their patients as they continue to care for them. As you invest in an idea, you become more invested in the idea, additionally more invested. And so that's something that's a really important thing.

[00:58:23] So people who pay attention. That's absolutely correct. Yeah. So yeah, man, that's been something that's been really helpful for me, but just kind of getting out of your own way and thinking that, you know, better, or just holding on to what you think is moral or authentic. Like you don't do things because they don't feel authentic.

[00:58:38] And they don't feel organic and not recognizing that everyone you think is organic is they got their lights set up They're wearing makeup. They've got a fill light. They've got a director over here. They've got an editor They're using AI software, but you think to you it's organic, but it's not organic.

[00:58:57] It really isn't the other thing I'm gonna tell you guys If you listen to huge content creators like Alex Hormozi or if you listen to like David Goggins, they will say things and the things will be viral because they said it. Like Alex Hormozi will say a thing and people quote him because he's Alex Hormozi.

[00:59:11] None of you listening to this are at that spot. You need to say something that is actually transgressive. You're gonna need to say something that actually moves the needle or no one's gonna care. If you, and trust me, listen to Tony Robbins. If he makes a tweet... yeah, be bold.

[00:59:24] Trust yourself. Go out and take action every day. If you fall down, just get back up like 400, 000 likes any one of you say some shit like that. Be bold. Take chances. Do what's best in your life. They're like, who are you? Fall down, get up. You will not get a single like on Twitter. No one will care because you're not famous enough to where the message is viral because you're famous.

[00:59:45] No offense. Their message is useless. It doesn't help you at all. These messages are so vague. They do nothing for you, but you have to do something that is a bit more transgressive or no one's going to care. And I love Gary Vaynerchuk, I really do, but he gives this advice of like you just being authentic all the time and just always doing what you love.

[01:00:03] And I'm just thinking about Wayne Huizenga, the guy who owns waste management. The guy made a billion dollars from cleaning up diapers and porta potties. Do you think Wayne Huizenga woke up every morning and be like, "you know what my dream is to clean up porta potties?" No. You make millions of dollars from solving other people's problems, not by doing what you love.

[01:00:20] Sorry to break your spirit and sorry to be the bearer of bad news. Sorry to say the quiet part loud. Sorry if this comes off as offensive, it is the truth. And by the way, you want to know another example of that property management, you're not, none of you woke up this morning, like, "you know what? I just want that shitty drug addict fucking college burnout tenant who just makes my entire unit smell like a fucking hookah lounge, I can't wait to deal with that guy." None of you said that this morning. None of you did this was none of your dreams. But you did dream of being an entrepreneur.

[01:00:53] Jason: Yeah, nobody woke up as a kid and said, "mom, dad, you know what I want to be when I grow up? I want to be a property manager."

[01:01:00] Michael: Yes. No one said that. And yet you're doing it. And many of you are really happy and it's putting food on your table and you're learning new ways to make money and it's becoming an adventure and you're becoming super relevant and super competent in this area.

[01:01:13] And it was never your dream, but you're solving a problem and that's how you're going to get rich. Not by following your fucking passion.

[01:01:19] Have I sufficiently offended a happier audience? ?

[01:01:21] Jason: No, I don't think so.

[01:01:22] Michael: No.

[01:01:23] Jason: No, I don't think so. I think my audience they know, like most property management companies suck. If I have a room full property managers, and I say, by show of hands, how many of you, all of your competitors suck? Everybody's hand goes up. I have a room of property managers, "but not yours," I usually joke at them.

[01:01:40] Michael: Do this one. How many of you guys think that the media fools people and manipulates people?

[01:01:43] All of them will raise their hand. How many of you guys are manipulated by the media? And none of them raised their hand.

[01:01:48] Jason: I know. Dude, I love that.

[01:01:50] Michael: There's another friend of mine, I ask a group of women, "how many of you guys have dated a narcissist?" They all raised their hand and it was like, "well, 4 percent of the population are narcissists."

[01:01:58] And then the other one I asked is like, "ladies, how many of you think that your friends are bigger sluts than you?" And all of them were raising their hands. I was like, "if your friends were here, they would say the same shit about you."

[01:02:08] Yeah, it's really funny. It's this cognitive bias that individuals have.

[01:02:11] Jason: Yeah, so, I think, you know, property managers listening in the beginning, it's not fun. It's not a fun business. But if they get to the point where they recognize that they can create the business around themselves, instead of trying to build the business around the business. This is the big mistake most people make building any business in initially they build the business around the business. And they end up more and more miserable in it until they finally have a breakthrough in their business, in their journey of being an entrepreneur, that they figure out this is not what I had wanted from the beginning.

[01:02:44] And I call it the four reasons for starting a business. They want fulfillment, they want freedom, they want contribution, and they want support. This is why we start businesses. They think it's to get money, but really they want these four things that a business and money could create for them if they do it the right way.

[01:03:02] But we all tend to build businesses initially the wrong way. We have less freedom, less fulfillment, less of a sense that we're making a difference contribution and feeling like we're less supported, feeling more like, "why won't my team think for themselves?" Kind of a question. And we end up in a place that is usually the least profitable the business has ever been on a per like client basis and frustrated until we turn it around and we start to build the business around ourselves. And so property managers and every business owner need to be selfish enough that they recognize the business cannot be healthy. Their team cannot be healthy unless they build the business around them getting more of what they want out of the business.

[01:03:43] And this is where they start to change how they build their team, how they build what they're doing. And they stopped trying to pretend to be this wrong person and then build a team around it. You cannot build your right team around the wrong person. And so property management can be a really shitty business to be in, or it can be a really systemizable process, residual income, cousin of real estate that they can spend their days just doing the few things they enjoy doing and offload everything else if they do it the right way.

[01:04:15] Which is, you know, what we focus on with our clients. And I would assume that goes for anyone in any business. There's a way that you could show up in that business and just do the pieces that you love. Eventually, if you're willing to kind of like you were describing eat shit and do the hard things in the beginning to get there with that goal in mind.

[01:04:33] Michael: I love it, man. Definitely. I mean, it's the hard part. It's like they've been sold this idea that they deserve success. It'll be something where you follow your passion and it's going to be fair. It's going to be fair because you're going to work hard and you're just going to make money just because you worked hard.

[01:04:47] That's what they think it is. And then later on they start winding road. There's different parts where it's like, "this doesn't feel authentic." Guys, this is another thing really important. This is more self help advice than it is for specifically. If you aren't good at a thing and I'm elite at that thing, whatever it is. I'm a really good free throw shooter for instance I'm an elite level free throw shooter. It just happened to be some weird thing that I do every day when I work out. If I go and I were to teach you how to shoot free throws and and I teach you to keep your elbow in, I want your right foot slightly in front of your left foot.

[01:05:16] I need you to drop your weight a little bit. Only finger only your fingers touch the ball. Your palm does not touch the ball comes over your index finger and your humerus is pointing towards there. The first time I get you to do it, it's going to feel like it's awkward. It's going to feel wrong.

[01:05:30] It's going to feel inauthentic, but you've been doing, you've been doing the wrong thing authentically. I need you to do the right thing inauthentically. Whenever I give you a piece of advice that it leads to success and you don't have success, it will never feel authentic. Ever. Some of you watch this podcast, you've been getting advice and it doesn't feel authentic because it works.

[01:05:52] That's why it doesn't feel authentic. You need to let go of this romantic notion of your authenticity. This is social media. All of it is fake. All of it is fake. If any of it is real or authentic, it's only real and authentic because I allowed you to see it. That's the only reason. Let go of your notion of authenticity and romantic beliefs.

[01:06:16] Let go of it. It's imaginary. You want to be exciting and bombastic. You are going to have to be ostentatious because no one cares about you. No one is watching you. You don't mean anything to anyone other than your four closest friends and maybe your mom. No one cares. You are the tree falling in the forest and no one is there to hear it.

[01:06:39] And so many of you are not, you, "I have 400 followers on Instagram," bro, you don't have 10 real followers on Instagram. You don't. Sorry, you don't. And that's the thing. You, if you understand how the Instagram algorithm works, if you have Instagram, it's going to show your content to four people. 1%. That's how it works.

[01:06:55] Jason: So to be clear, What you're not saying is that people should be lying or unethical. No, no lying, no unethical.

[01:07:04] Michael: Don't even exaggerate. Don't even exaggerate. You ever seen the story about the blind people touching the elephant? One guy comes and touches the one blind person touches the trunk and said, "Oh, this thing is like a snake."

[01:07:14] Another one touches the tail and was like, "Oh, this thing is almost like a willow tree or a tree branch." One of them touches the leg. And it's like, "Oh, this thing's like a tree." There's three blind people touching the elephant. They're all correct, but they do not adequately describe the elephant in total.

[01:07:27] And my point is just take the parts of your life and just show the cool parts. You're just going to have to show the cool parts. Again, most of you when you look at your car, you have a cover over your, there's a fiberglass cover over the top of your engine. But you know, your engine might actually run more efficiently if you didn't have that thing in there, you'd be able to take in more air, right?

[01:07:44] But why do you do that? Why is it? You do it because this is the part that you're trying to hide. The world is about hiding certain parts and showing more beautiful parts. There's a beautiful place in the woods, you're out there in a grove and there's trees and you show it in a photograph and you take pictures with your friends and you have a picnic and it's beautiful.

[01:08:00] You don't show videos of cows taking a poop. You don't do that because even though both things are natural and both things happen, one of them is pretty and nice. Nobody is out there trying to like, let's say, Oh, what is it? What's an ugly animal? I'm trying to think of an no one's like, "let's save the aardvarks."

[01:08:14] No one does that, but everyone's trying to save the cats. Notice that you notice we pick and choose what we find to be more appealing as homo sapiens. And so when you understand this concept and understand that this whole belief is fueled through evolution, then you're like, okay, let me pick and choose the concepts that my audience are going to find to be more digestible or more exciting to keep their attention. And as I do that, I'm going to grow as a content creator. And one of the weirdest things that is ever going to happen to you guys is as a content creator, you're only going to have 10, 000 people following you on Instagram and maybe a thousand subs on YouTube.

[01:08:45] You're going to do that for a while. And the first time someone comes up to you and you can tell that they're actually visibly nervous to meet you because they've been watching all your stuff.

[01:08:52] Jason: Yeah.

[01:08:53] Michael: And that guy is going to convert and not only is he going to convert when he converts, he's gonna get more out of your content than anyone else because he's paying attention and that's the gift I give you It's just the ability to do that.

[01:09:04] Jason: Yeah. I love it. It reminds me of, I saw a video on probably, I don't know, reels, Tik Tok but it was talking about how all these influencers go to the Bahamas. Bahamas look super beautiful or whatever, but they, nobody reveals that people are getting bitten by sand fleas and getting infections.

[01:09:20] Michael: Yeah, those, you know, those pigs on Exuma.

[01:09:22] You know, those pigs, nobody shows that those pigs have like these horrible sunburns or like the pigs shouldn't even be out there or the fat or nobody even shows the part that everyone is just like like it's kind of abuse. It's kind of animal abuse. Nobody ever, they always just show the pigs up there swimming,

[01:09:35] Jason: living, cooking bacon.

[01:09:37] Michael: Yeah. It's just crazy, bro. It's like, yeah, we never see that. Like guys, I want you to understand most of you. You live on a planet right now where half the population of this earth lives on less than $5 a day. There are people literally right now living in Managua living in a trash dump, like thousands of people that literally live in a trash dump.

[01:09:53] Look it up right now before like you have no idea, not only how fortunate you are, but how fortunate you could be by using social media to scale your business and to scale your network. And so many people. In this world currently don't have that ability and no one on the planet had that ability before like 1992, right?

[01:10:11] When we had a dial up internet. No one had that ability You are so unbelievably fortunate for the place that you live in life. You need to take advantage of it

[01:10:19] Jason: Michael, I appreciate you coming and hanging out with me here on the DoorGrow show. For those that are wanting to get, you know, maybe they're a guy, maybe they're interested in men of action or they want to follow you on social media and hear more of your passionate conversation where, how can they get in touch with you?

[01:10:39] Michael: Go just go to Michael Sartain on Instagram. It's probably the easiest place to get ahold of me. If you guys are interested in the program specifically, you can go to moamentoring. com men of action, moamentoring. com or you can go to Skool you got no Skool. That's that new platform that Alex Hormozi just bought.

[01:10:53] It's S K O O L. com forward slash men of action free. There's a hyphen in between each word. So it's men hyphen of hyphen action hyphen free. You guys can join our free Skool group there and it's got all kinds of information. It's got our calendar. It's got Instagram testimonials. It's got video testimonials.

[01:11:08] It's got the book list and it's got the required podcast that we have for all of our clients that are on there. So if you guys want to go check that out, just go to skool.com/men-of-action- free.

[01:11:17] Jason: This has been awesome, Michael. I think you and I could have an ADHD conversation for like five hours straight and just go down a million rabbit holes, but I appreciate you coming and hanging out with me on the show.

[01:11:28] Thanks so much.

[01:11:29] Michael: All right, man. Hey, good to talk to you. Talk to you soon, Jason. All right, we'll let you go.

[01:11:33] Jason: All right. So for those of you that. Are wanting to grow and scale your property management business. And you are wanting to figure out how to get to the next level. You've been stuck for a while.

[01:11:43] Check us out at doorgrow. com. We would love to have a conversation, see if it might be a fit, see if we can help you get to the next level. And finally start getting the results that you're wanting in your business. And finally start feeling like you're making progress significantly, scaling your business and having success.

[01:12:02] And until next time to our mutual growth. Bye everyone.

[01:12:06] you just listened to the #DoorGrowShow. We are building a community of the savviest property management entrepreneurs on the planet in the DoorGrowClub. Join your fellow DoorGrow Hackers at doorgrowclub.com. Listen, everyone is doing the same stuff. SEO, PPC, pay-per-lead content, social direct mail, and they still struggle to grow!

[01:12:32] At DoorGrow, we solve your biggest challenge: getting deals and growing your business. Find out more at doorgrow.com. Find any show notes or links from today's episode on our blog doorgrow.com, and to get notified of future events and news subscribe to our newsletter at doorgrow.com/subscribe. Until next time, take what you learn and start DoorGrow Hacking your business and your life.

If you are existing in your property management business but you aren't enjoying it, you might be in property management hell.

In today's episode of the #DoorGrowShow, property management growth experts Jason and Sarah Hull explain how to escape property management hell.

You'll Learn

[01:19] How do you know if you are in property management hell?

[05:40] How to escape property management hell

[07:33] How do you know if you are in property management hell?

[10:32] What does an operator do in a property management business?

Tweetables

"So if you are existing, living in your business and you're not enjoying it and it's frustrating… then you might be in property management hell."

"There's definitely something to be said about working hard. There's definitely a time and a season for this."

"We have to get to the next level, and what got you to where you are now is not going to help you move forward."

"You can still be miserable and have an entire team."

Resources

DoorGrow and Scale Mastermind

DoorGrow Academy

DoorGrow on YouTube

DoorGrowClub

DoorGrowLive

TalkRoute Referral Link

Transcript

[00:00:00] Jason: You will have more fulfillment, more freedom, more contribution, and more support in your business as it grows.

[00:00:05] And this is the right way to do it. This will change your life.

[00:00:09]

[00:00:10] Jason: Welcome DoorGrow property managers to the DoorGrow show. If you are a property management entrepreneur that wants to add doors, make a difference, increase revenue, help others, impact lives, and you are interested in growing in business and life, and you're open to doing things a bit differently, then you are a DoorGrow property manager. DoorGrow property managers love the opportunities, daily variety, and unique challenges and freedom that property management brings. Many in real estate think you're crazy for doing it. You think they're crazy for not because you realize that property management is the ultimate high trust gateway to real estate deals, relationships, and residual income. At DoorGrow, we are on a mission to transform property management business owners and their businesses. We want to transform the industry, eliminate the BS, build awareness, change perception, expand the market, and help the best property management entrepreneurs win. We're your hosts, property management growth experts, Jason and Sarah Hull, the founder and CEO and the COO of DoorGrow.

[00:01:15] Now let's get into the show.

[00:01:18] Welcome everybody. So we were thinking about what to talk about today, and one of the things that I coached clients on this week in depth was this idea of how to escape property management hell. So let's talk about how to escape property management hell. So if you are existing, living in your business and you're not enjoying it and it's frustrating, you've got an entire team and you're wondering 'why won't they just think for themselves?' And you're stressed out and you're tired of dealing with all the escalated situations where your team couldn't handle it like tenants and owners, and you're still wearing a whole bunch of hats that you don't enjoy wearing, you're still doing a lot of stuff in the business that you really don't wake up in the morning and go, "man, I'm excited to do that thing today," then you might be in property management hell. This is not property management heaven. This is not the place you're supposed to stay. And so if you're not enjoying that we're going to talk about how to get out of that. And it's not that complicated of a process. We're not going to go into a ton of detail cause we don't have a ton of time.

[00:02:20] Not as in depth as we would in coaching our clients, but we're going to give you the high level overview so you can understand that there is a light at the end of the tunnel. All right. So what do you notice with clients that they're doing and what's going on when they are in hell? What sort of frustrations and challenges are you hearing?

[00:02:40] Sarah: Overwhelmed. They're overworked. They're crazy busy. Most of it is just busy work.

[00:02:46] It needs to be done, but it's not high level things that a business owner would need to do. They're working lots and lots of hours. Sometimes it might be eight, 10, 12, 15 hours a day. Sometimes it's seven days a week. Usually it's at least six and then they do a little bit on the seventh day, but they don't really fully get time off and they're just responding to everything as it comes in and they're trying to handle everything and they're frustrated and they're just very stressed out.

[00:03:23] Jason: Yeah, I was talking with a past client who may end up, probably end up joining our mastermind program. I think we'd worked together four or five years ago, helped him with his website and some different stuff. And he's been using some of the stuff he learned and he was really excited to tell me how far he's come and he's like at 700 units and I think he was small when he came to me, I don't remember, maybe 50 or something, and so he's really excited about the progress he has.

[00:03:50] Then he was telling me he's working 17 hour days, some days, like he's working these crazy hours and he's going through these cycles of growth and like working crazy hard and then stopping the growth so that he can focus on building up the business and operations and doing a lot of the onboarding of the properties and then he goes back into this cycle and he hasn't taken a legit vacation since he started the business.

[00:04:17] And he goes on vacations, but he's on his phone the whole time. He's not totally available. And this is not a sustainable thing. Now he's just done it through sheer drive and will. To his credit, he's like, "nobody will outwork me." This is like a badge of honor for him. And he works incredibly hard and he's like, that's why he's had more success than any of his competitors is he's just willing to outwork all of them.

[00:04:43] And there's definitely something to be said about working hard. There's definitely a time and a season for this. And if all of you or any of you are being lazy, work a little harder. Like do some hard work for a little while to get to that next level. But we want more fulfillment and more freedom. And I wasn't getting a sense from this gentleman that he was experiencing fulfillment and freedom.

[00:05:03] To me, that sounds like hell. It's like a treadmill that you feel like you've created and you have to keep running on to keep the business going. And he's going to burn out. And you know, he even mentioned like it's affecting his health, it's affecting his body, you know, and it's probably impacting his relationships, you know?

[00:05:21] And so a lot of guys get into this stage and I think women do it as well. Everybody does this in business where they get into this mode of growth and work and hustle. And that's how we get businesses going. We have to get to the next level, and what got you to where you are now is not going to help you moving forward.

[00:05:38] You have to start to get out of the way. And so the way to escape this property management hell, this cycle of endless work and torment is we need to figure out what help do we need in the business? A lot of people go, "well, just offload stuff." Yeah, but how do you know what you actually should offload?

[00:05:58] Because the big mistake people make is they go hire what they think the business needs and they keep helping the business. And this gentleman and many others I've talked to have an entire team and they're still stressing themselves out. You can still be miserable and have an entire team. Some of you listening are like, "yeah that's me. I've got an entire team and I'm miserable," right? So, how do we escape that? Here's how we figure out what you need. Because if we instead shift it to figuring out what you need, then this will be a game changer. So, the first thing we do is, we have our clients do a time study.

[00:06:30] We have a sponsor and our sponsor is Venderoo, which we're getting some great feedback on from clients. Tired of the constant stress and hassle of maintenance coordination. Meet Venderoo, your AI driven in house maintenance expert that handles work orders from start to finish. Triaging, troubleshooting, vendor selection, and coordination built by property managers for property managers to provide cost effective and accountable maintenance operations where every dollar is accounted for and every task is handled with unmatched reliability. Vendoroo takes care of the details so you can focus on growth. Schedule a demo today at Vendoroo, VENDOROO dot ai/doorgrow and experience maintenance done right. And I'll just add one of our clients had 80 work orders in his first day of turning Vendoroo, the AI thing on, he had 80 work orders closed out. Another client had 54 work orders closed out in their first day as well.

[00:07:29] Like we're in this AI revolution. So I highly recommend you check these guys out. It's very cool.

[00:07:33] Okay, so back to what I was saying is here's the strategy. You do a time study. This time study will help you figure out what you're doing every 15 minutes and you're going to categorize your time based on whether it's tactical or strategic and you're going to figure out which things are your plus signs or your minus signs.

[00:07:50] We have a whole process for this and a training on how to do this and you want to do this once a quarter. This will move the business forward more than most anything else that you could do. And it'll help you get out of the way. You do the time study, figure out plus and minus signs. Then you create a job description.

[00:08:04] We call those R docs because each section starts with an R, ultimate Rdoc job description for yourself and your team members creates a ton of clarity. And so you get these Rdocs created, you create one for yourself, and then you highlight the things that you no longer want to be doing, or that are your tactical minus signs that are the things you're working in the business instead of on the business, which is strategic. And so then you take that and build out a new Rdoc for your ideal candidate and hire. And this needs to be a single personality type, not like, "Oh, I need somebody to do some sales stuff and some accounting stuff and some operations stuff."

[00:08:41] No, those are weird people called entrepreneurs. Don't do that. Pick one realistic human being that's not entrepreneurial like a specialist. So that might be a really good executive assistant. And then you'll have a really good job description, move all the things on that job description that would be for that person.

[00:08:58] And then you put that out to the marketplace. Now, if you want to do this correctly, DoorGrow hiring is the game changer. This is where you stop playing Russian roulette and you attract the right personality type for the role. So they will actually be good at it and the right cultural fit so that you will actually trust them.

[00:09:15] It's not just about finding somebody willing to do the work or that has the skill, but you also need to find somebody that's intelligent enough to be able to learn and adapt to you and to be able to do this. And then if you start building your team this way, you will have a team built around the right person would because you're adjusting yourself every quarter, you're improving yourself every quarter, you're moving closer and closer to your plus signs and more of what energizes you, and then you're going to do this with all of your team members. You're going to have them do time studies and identify their strengths and what they enjoy doing, and your team will get better and better. And you will have more fulfillment, more freedom, more contribution, and more support in your business as it grows.

[00:09:51] And this is the right way to do it. This will change your life. This is going to make you have a business that you actually enjoy being in that you're less and less involved in over time and that you're the only pieces you're still holding on to are the pieces you love. And so this is a business that is built to sell if you do want to exit because you're systematically exiting from the right pieces of the business.

[00:10:15] And there's the right accountability. And then you need to get a really good operating system like DoorGrow OS, where you have a good planning system and you need to get a good operator to run this system and to run the business. And that will legitimately change your life. Having Sarah as an operator, changes my life.

[00:10:31] Anything you'll add to this?

[00:10:32] Sarah: I think aside from the fact that people don't know what an operator is because everyone goes, "Oh yeah, I'm going to hire somebody for operations. And these are all the things they're going to do." They are not handling tactical work.

[00:10:42] Your operator is not talking with tenants. Your operator is not talking with your clients. They are not involved in maintenance, rent collection, evictions, owner statements. They don't do any of those things. That is all front end, front line work. And your operator, no one will even know who your operator is because they don't talk to anybody in the business except for you and your team.

[00:11:03] They're all back end. So they're very strategically involved in the business, which is very different. So they are responsible for the inner workings of your business and how things are progressing and moving forward. And are you guys running your strategic planning meetings? Are we on track for our weekly goals and our monthly goals, our quarterly goals, and most importantly, our big annual goal? Are we doing daily huddles? Are we attracting the right team members? Do we have the right team members? Do we have the right people in the right seats and the right roles in the business? If not, we need to make some adjustments. Do we have Rdocs and job descriptions for every single person?

[00:11:47] Are they up to date? Are our processes documented? Are they up to date and are they actually being used? Or do we just have this library of processes that nobody ever looks at? And then we spent hours and hours wasting time because now nobody ever uses them or looks at them. Right? So hiring, firing, strategic planning, daily huddles, your team check ins... how are things going with your team?

[00:12:11] If you don't know, and you're not regularly having these meetings, then you are missing out. Because your team will know things that you don't know, as soon as you get out of that role, and have somebody else fully in it. They're now going to know things that you don't know. So you have to rely on communication with your team to understand, "hey, is there some sort of cog that we don't know about now because I don't handle leasing anymore? But is there a big problem with leasing that we can probably shore up somewhere?" So, these are the things that your operator does. The operator and the CEO, they go together very well. They're like yin and yang.

[00:12:51] One will balance the other out, but they work hand in hand, and your operator does all of the things back end in the business to make sure that the business is growing and running well, and that you have the right team. So, your operator, just so you know, has absolutely nothing to do with front end work.

[00:13:09] They just kind of look over the people who do.

[00:13:12] Jason: They're not your property manager. They're not your maintenance coordinator. They're not your accountant.

[00:13:17] Sarah: No.

[00:13:18] Jason: They're not a lot of things. They're not your executive assistant.

[00:13:21] Sarah: They don't do move ins. They don't do move outs. They don't talk to tenants ever. And they don't talk to clients.

[00:13:28] Jason: No. They will run your business and they will change your life, right? And this will free you up to be more of a visionary entrepreneur in your business, which is what the business needs. It needs somebody leading not working. Cool. Preach! Preach, Sarah. I'm like I'm going to let her cook.

[00:13:44] She's going!

[00:13:45] Sarah: I hear it because I hear it all the time, "Oh, I need an operator. Great. What are the things they're going to do?"

[00:13:50] "Oh, they're going to handle my admin work. They're going to do my leasing." Not an operator. Right. Great, fantastic, that's the role that you need.

[00:13:57] It's not an operator.

[00:13:58] Jason: Operator is not a worker. They're like, "I need a worker. I need a worker to do work." There's a little confusion there. Okay, cool. So, in short, operator is going to help with people, planning, and process in the business. We call those three systems that are key part of the super system.

[00:14:15] So if this is of interest to any of you listening and you would like to get things flowing and working really well in your business and find these game changing people to build out your team so that you've got the right people to help you grow it, the right people to help you scale it, the right people to help you run it, then reach out to DoorGrow.

[00:14:33] We would love to coach and support you and help you get your business to the next level. And that's it for today.

[00:14:40] Sarah: Oh, and if you're not yet in our facebook group, you should check that out!

[00:14:44] Jason: Oh, yeah DoorGrowclub.Com. Join our facebook group. All right until next time, to our mutual growth. Bye everyone.

[00:14:52] you just listened to the #DoorGrowShow. We are building a community of the savviest property management entrepreneurs on the planet in the DoorGrowClub. Join your fellow DoorGrow Hackers at doorgrowclub.com. Listen, everyone is doing the same stuff. SEO, PPC, pay-per-lead content, social direct mail, and they still struggle to grow!

[00:15:18] At DoorGrow, we solve your biggest challenge: getting deals and growing your business. Find out more at doorgrow.com. Find any show notes or links from today's episode on our blog doorgrow.com, and to get notified of future events and news subscribe to our newsletter at doorgrow.com/subscribe. Until next time, take what you learn and start DoorGrow Hacking your business and your life.

When hiring a new team member in your property management business, one common mistake can cause you to lose out on potentially the best candidates.

In this episode of the #DoorGrowShow, property management growth experts Jason and Sarah Hull discuss why having experience in property management is not a necessary qualification for the people you hire.

You'll Learn

[01:11] The Myth of Needing Experience

[04:19] More Important Than Experience: Culture Fit

[13:59] You Need a Better Hiring System

[19:17] What to do if You Struggle with Hiring

Tweetables

"If you don't even know what your culture is, how are you going to figure out if they match that?"

"If they're not the right culture fit for sure you're overpaying or they're underperforming, either way, you're overpaying."

"Even if you hire based off of experience, you still have to train that person. That does not forego the training."

"If people are only loyal to a dollar, then yeah, you're at risk of losing those people pretty easily."

Resources

DoorGrow and Scale Mastermind

DoorGrow Academy

DoorGrow on YouTube

DoorGrowClub

DoorGrowLive

TalkRoute Referral Link

Transcript

[00:00:00] Jason: If they're not the right culture fit for sure you're overpaying or they're underperforming or either way you're overpaying.

[00:00:06] Welcome DoorGrow property managers to the DoorGrow show. If you are a property management entrepreneur that wants to add doors, make a difference, increase revenue, help others, impact lives, and you are interested in growing in business and life, and you're open to doing things a bit differently, then you are a DoorGrow property manager. DoorGrow property managers love the opportunities, daily variety, unique challenges, and freedom that property management brings. Many in real estate think you're crazy for doing it. You think they're crazy for not because you realize that property management is the ultimate high trust gateway to real estate deals, relationships, and residual income.

[00:00:45] At DoorGrow, we are on a mission to transform property management business owners and their businesses. We want to transform the industry, eliminate the BS, build awareness, change perception, expand the market, and help the best property management entrepreneurs win. We're your hosts, property management growth experts, Jason Hull, the founder and CEO of DoorGrow, and Sarah Hull, co owner and COO of DoorGrow.

[00:01:06] Now let's get Into the show.

[00:01:08] All right. What are we talking about today, Sarah?

[00:01:11] Sarah: I wanted to talk about this thing that keeps coming up and I've seen it two times in the last week is hiring on experience.

[00:01:21] Jason: Oh.

[00:01:22] Sarah: Everyone goes, "Oh yeah, I would love somebody who's experienced and they already know the industry and they already know my systems and they know how to do things. And that would be fantastic."

[00:01:32] Jason: People listening are going to go, "well, yeah, of course you want people with experience. It would be dumb to have people with zero experience, right?"

[00:01:38] Sarah: Wrong!

[00:01:39] Jason: Okay. Okay. So let's explain this. What are you talking about?

[00:01:43] Sarah: All right, so the first thing that I'm going to say, as soon as I say it, it'll click right? If we are lucky to hire someone who's already familiar with the industry, who's working in the industry. Maybe they understand some of your tools, your software, perhaps some of your processes. You're narrowing your candidate pool to such a tiny little minutiae of a candidate pool. How many people do you think there are that have experience in property management that are now in the job market?. Right? Like, "Oh, I'm only going to hire somebody if they have experience in property management, or I'm only going to hire somebody if they understand how to use Appfolio." All right. So we went from here to here, tiny little segment of the market.

[00:02:33] The other thing I'll say about this is if you find someone who has experience in the property management industry, and perhaps even in your software and your processes. Why is it that they're looking for a job? If they were so great, would someone not have snatched them up already?

[00:02:49] Jason: What if they get them to come from another company?

[00:02:52] Like they convinced them?

[00:02:53] Sarah: Let's talk about that. I'm glad you brought that up. I'm so glad. It was like this morning, we were having a conversation and I had mentioned this to one of our clients who's currently trying to hire people based off of experience. So here's the other problem, and we've seen this a couple of times, businesses stealing other businesses' team members and employees. There's one case that I'm thinking of in particular that kind of getting a little nasty. The two competitors are trying to take what they can, clients, team members, whatever they can, market share. They're just trying to take anything that they can from the other one. And one of them snatched the operator, which is really.

[00:03:33] Not a good person to lose in your business.

[00:03:36] Jason: Yeah. No.

[00:03:36] Sarah: Why was that able to happen though? She had experience, right? So the new company is like, "Oh, this is perfect. She understands property management. She's got experience. She knows how to do this."

[00:03:46] Jason: I mean, most entrepreneurs would think it's just about money because entrepreneurs always look through the lens of money. So they'll think, "well, she probably just got a better offer."

[00:03:54] Sarah: And in this case, I bet she did.

[00:03:56] Jason: Okay.

[00:03:56] Sarah: And the problem that we're overlooking here is we're skipping the most important part, which is looking to see if they're a culture fit.

[00:04:06] And then the second most important part is looking to see, are they the right personality fit for the role. And then and only then do we want to look at their skill set and experience and do they have the intelligence level to be able to learn that particular task.

[00:04:18] Jason: Right? This is one of our frameworks, the three fits, culture fit, skill fit, personality fit, and culture fit, most important.

[00:04:26] So, yeah, I agree. If people are not the right culture fit, then by default, you're overpaying for your team members, period. Because either they're underperforming because they don't really believe in your business or buy in. So their secret goal really is just to get paid as much as possible and probably do as little work as possible would be their ideal, right?

[00:04:48] And so that's if they're not a culture fit. If they're a culture fit, they buy into the vision, they believe in you, they're excited to work for you. They want to have an impact. They have a motive besides just getting paid. And so, yeah, they're not a culture fit, it's guaranteed you're overpaying for that team member.

[00:05:03] Because either they're crappy or you're having to like compensate them a bunch of money in order to keep them on board at your business because they really don't enjoy being there. So then you end up overpaying in order to keep them. And if people are only loyal to a dollar, then yeah, you're at risk of losing those people pretty easily.

[00:05:22] Sarah: Absolutely. And that is why this particular operator was able to be swayed. So if you've got people who are a culture fit, if you've got people who really believe in the company, in you as the business owner, in the vision and the mission, where you are wanting to go and what you are wanting to build, if people are truly bought in and on board with that, that makes all the difference in everything that they do.

[00:05:52] So can you hire somebody with experience who understands how to use Buildium or Propertyware or your phone system, whatever it is, and your ticket system? Yeah. And they can come in and they can do the job and it would be a night and day difference If you had somebody who truly believed in your company and you had to just train them to do those things and then they were able to do that, they're going to outperform the person who only has the experience every day of the week.

[00:06:22] Jason: Okay. So can you share an example? Because you, you mentioned some clients were having issues with this. So like, let's tie this in with maybe a story.

[00:06:31] Sarah: Yeah. So it was just last week I was talking with Andrew and he had recently hired a couple of team members. I think he hired a BDM and an admin and there was maybe someone for maintenance.

[00:06:43] I don't remember who the third one was. So he had recently hired these people. Already he's looking to replace them because either they're not working out or they're moving on. So his BDM, she is a real estate agent as well. And she's like, "Oh, well, I'm just actually going to go focus on real estate. I don't think I'm going to do all of this."

[00:07:02] And it's been under maybe two months, maybe three months. So not a very long time. And he had mentioned to me, "yeah, so I've got this one person in mind and their experience." And as soon as he said experience, I went, "uh oh, okay. He's hiring the wrong way. He's hiring completely the wrong way."

[00:07:20] So I had asked him, I said, "all right, so just out of curiosity, when you're talking with people, when you're looking at resumes and your screening candidates, what are the things that you're looking at? Like, what do you look at first?" And he's like, "well, I look to see, do they have experience in the industry?

[00:07:35] And specifically, do they already know how to use my tools?"

[00:07:37] Jason: Yeah. So that's first. Yeah. That's a big red flag. And a lot of people listening might not get that, but that's a red flag.

[00:07:43] Sarah: Huge.

[00:07:44] Jason: Okay.

[00:07:44] Sarah: So aside from the fact that, like I said, your Canada pool is so tiny. I mean, if there is a person I would love to meet you, who, when you were in, you know, kindergarten and elementary who said, "Oh! When I grew up, I want to be a property manager. When I grew up, I want to be a leasing agent for a property management company. I would love to do that. That's my dream job."

[00:08:06] Jason: Right?

[00:08:07] Sarah: Who? That doesn't happen. Right? So people kind of work their way into property management, but it's not the dream that you typically have when you're a child trying to choose your career path.

[00:08:20] Jason: Yeah. And that's because the industry as a whole has an awareness problem. There's not a lot of people aware of property management and there's plenty of roles in property management that different personality types would enjoy doing or would thrive in. But people are not thinking of the industry.

[00:08:36] And so, yeah, looking for people with experience, I think would be really limiting,

[00:08:40] Sarah: yes, very challenging. So you need to find somebody who has experience in the industry that already will be hard. And then, even if they have experience in the industry, then you're going to say, "Oh, and they need to have experience with my specific tools and software that I use."

[00:08:57] That becomes harder.

[00:08:58] Jason: Right.

[00:08:59] Sarah: So I had said to him, I said, "well, all right, I have experience as a leasing agent. Would you hire me?" Because I might know how to do leasing. I do. I do know how to do leasing, right? But I know how to do leasing my way because when I was running my company, I knew how I did leasing.

[00:09:17] But that doesn't mean I know how to do leasing your way. So even if you hire based off of experience, you still have to train that person. That does not forego the training. And a lot of times I think this is what happens is people go, "Oh, I would love to make my life easier and hire somebody, and then maybe I don't have to spend a whole lot of time training them on a tool or a system or how we do things because they already know how to do it." Even if they know the tool, they still don't know your processes. They don't know your way of doing things. So you will still have to train them. Now, it is possible that the training is easier if you don't have to explain how to use the tool, if they already know how to do it.

[00:10:04] use it and they're familiar with it. Yes, that part of training becomes easier. It does not mean though that training will not still be a one to three month process, experience or not.

[00:10:17] Jason: Right. So, yeah, so you're saying a lot of people will try and hire somebody based on experience because they're trying to avoid having to take the time to train somebody.

[00:10:27] Sarah: You can hire me. I can come into your business. And I can screw it up just as well as somebody who doesn't know what they're doing can. Why? Because even if I know how to use that tool, I know how to do it the way that I did it. I don't know how to do it the way that you do it yet.

[00:10:45] I don't know your processes. I only know how I did leasing, and how I did leasing might be very different than how you do leasing. I know how I did sales, but that might be very different from how you do sales. I know how I onboarded clients, but that might be very different. I might do your leasing and you would go, "Sarah, what the hell? Why did this happen?"

[00:11:09] "Well, I don't know. That's just how I used to do it." So if you hire someone who has the experience and has the knowledge, you still have to train them.

[00:11:18] Jason: Yeah.

[00:11:18] Sarah: And training is the most important thing that you can do when hiring. If you hire anybody and you completely forget or just choose not to train them.

[00:11:30] It is going to be a train wreck.

[00:11:32] Jason: I think a lot of times as entrepreneurs we're in the mode of like doing things quickly and we're impatient. And so we get lazy sometimes when it comes to onboarding team members. We're like, "yeah, just, here you go. We throw them to the wolves."

[00:11:45] Sarah: Baptism by fire. Yeah, figure it out.

[00:11:47] Jason: Yeah. And lazy onboarding is not, a great strategy, right? It's going to take work regardless of the person that you bring on. And there's advantages when they don't have the skill or the experience in that you can make sure that they're doing it the way that you value and the way that you like.

[00:12:05] So there can be a benefit.

[00:12:07] I think for sure if they're not the right culture fit for sure you're overpaying or they're underperforming or either way you're overpaying. If they're not the right personality fit for that particular role you'll just constantly be frustrated and training them and trying to onboard them will just be a demoralizing experience for you because it's impossible.

[00:12:26] Like you'll be trying so hard to get them up to speed. And I think this is where people have experienced this and they're like, "well, I just need to go find someone with experience." But the real problem is they're not the right personality to do the job well. If somebody is the right personality, they would naturally be good at it.

[00:12:41] They would be inclined towards doing it. You wouldn't have to motivate them or inspire them to do it. They would want to because they love doing it. It's aligned with who they are. And otherwise there's always going to be some serious friction. Culture and personality are off, there's going to be lots of friction.

[00:12:57] And then even related to skill fit, if they're not intelligent enough to do the job, because some jobs require a little bit more Intelligence, right? You know, like the best team members are usually the best at problem solving. That's an intelligence challenge. You can give them all the skill, like here's the processes, et cetera.

[00:13:15] But if they can't problem solve because they're an idiot, like then it becomes a real problem because you have to then do all the thinking. You need intelligent people. And so that's part of the skill fit. So you need all three. What's interesting about this. And we've talked about the three fits before on the podcast is you can't create culture, personality, or skill and intelligence.

[00:13:37] Like you can't really create those. You have to go find it. You have to find somebody that has all three and just finding somebody that has one of the three is not going to be a fit. They have to be all three, or they can't be in your business. Or they're just going to be screwing things up and there's going to be so much friction so much waste. You're going to be spending way too much money. You're going to be spending way too much time trying to onboard them and it's going to be a mess.

[00:13:59] Sarah: I agree.

[00:13:59] Jason: Cool So, in seeing these clients and people dealing with hiring, how do we solve that? How do we solve

[00:14:05] Sarah: this?

[00:14:05] You have to take the hiring process and flip it backwards. So the first thing you have to do is you have to determine if they're a culture fit for your business. But in order for that to happen, you have to know what your culture is and it has to be defined, which is why, and this is where people fight me, is when they want to implement DoorGrow hiring, they're like, "I desperately need to hire somebody. I need somebody like, please help me with hiring." Right.

[00:14:29] "Send me your cultural documents."

[00:14:32] " Oh, I don't have those."

[00:14:33] Sarah: "Then I can't help you find a good hire. I can't do it because it's Russian roulette." So if you don't have your culture defined, meaning I need your company core values. I need a decision making guide.

[00:14:47] I need a client centric mission statement. I need your personal why, and I need your business why. Without those things, I cannot help you find someone who's going to be great because I will never know, nor will you, are they a good culture fit? If you don't even know what your culture is, how are you going to figure out if they match that?

[00:15:06] Jason: So what you're saying is people need a better system. They need a hiring system. And most don't really have a good system. I guess everybody has a hiring system, it's just usually a pretty crappy one. Building intentionally a really intelligently designed hiring system, which is what we do with DoorGrow hiring is a game changer for a business because hiring is one of the biggest challenges I've seen even in multimillion dollar companies with friends. And this is something we've gotten really well dialed in a DoorGrow, but this is a constant challenge for most businesses. And until they figure it out... I was talking with one of our clients yesterday ,and he added like 114 doors in like the last month or so. And so he's just like, his business is growing crazily.

[00:15:49] And he's this amazing client because he does everything we tell him to do. He's got an operator. Now they're using DoorGrow OS, like they're crushing it. And I was talking with him and his big challenge right now is maintenance technicians. He had four, he lost two. So he's now trying to hire and In having a conversation with him, I had to shift his mindset that he's no longer right now, a property management company.

[00:16:14] That's the business he thinks he's in. And because he thinks he's a property management company, he doesn't want to focus as much on the hiring piece. That's not the business that he's in, but I had to help him see right now, the business that he's in, is in order to scale, this is his biggest constraint is he's going to consistently need to be bringing in more maintenance techs into his business.

[00:16:36] And so I said to him, I said, "your business for right now, until you get this solved, your business is not a property management company. Your business is a maintenance technician talent acquisition company. That's the business you're in." And until he accepts that he can't solve this problem. And so most businesses, this is a big constraint.

[00:16:55] And for him right now, it's the constraint. And once he gets this solved, once he gets this dialed in. So that he becomes good at hiring and onboarding and getting up to speed with maintenance technicians. And he was planning on just trying to replace the two. In coaching, and we were talking about, you need to bring on probably four.

[00:17:13] You need at least four in order to find one, maybe two that are going to be good and give them a working interview where you have them do some work to see if they can perform. And this means he needs an engine where he's consistently every month bringing in a good amount of maintenance technicians and has a system for doing this.

[00:17:31] And so. Businesses need if you're wanting to scale and grow quickly, you have to have systems in place. And one of the key ones is a really solid hiring system that allows you to get culture, personality, and skill. And that's what we've developed with DoorGrow hiring and DoorGrow ATS, our applicant tracking system.

[00:17:49] And we talked about optimizing the ATS just for those particular candidates because they don't want to go through a more lengthy application process like we do with some candidates, you know, these maintenance techs and then vetting them through our AI assessments and stuff like this afterwards to assess them for problem solving because that's his biggest challenge.

[00:18:06] He says, "my best maintenance techs are the problem solvers." I'm like, "that's an intelligence problem." So we have to figure out a way without doing illegal things, you know, or that you're not supposed to do you have to figure out a way to assess or figure out that they're intelligent.

[00:18:21] And one way would be a working interview. Another way would be, you know, the AI assessment tool that can assess cognitive ability, you know, stuff like this. And that would come after he does a culture interview with them first. He was looking for skill and that's the challenge.

[00:18:35] So it was good. Super common. Everybody always goes, Oh, I need skill. I need experience.

[00:18:41] Yes, and you do want people that have some experience would be great, but having people that have the intelligence level to absorb information quickly and to learn and the problem solve is way better than having somebody that has a ton of experience, but is terrible at adapting and is dumb.

[00:18:59] Any day of the week. And so they will get up to speed and supersede somebody with a decade of experience if they're slow and not able to learn anytime. So, all right. This is a good topic. Anything else we should say about this?

[00:19:14] Sarah: That's what I got.

[00:19:14] Jason: All right, cool. Hopefully this was helpful for those of you listening.

[00:19:17] If you're struggling with hiring. A lot of you have made these mistakes, right? You've hired, you've had people churn out. You're like, "it's hard to find good people." These are the excuses we hear from people that have a crappy hiring system. "There's no good people out there. It's tough in my market. We can't find good people. Millennials don't want to work," you know, but whatever, right? "I just pay people, why won't they just do what I f*cking tell them to do?" You know, whatever it might be. So, that's just a sign that you have a bad hiring system or that you just have terrible culture or you have bad onboarding.

[00:19:50] Sarah: Or no culture.

[00:19:51] Jason: No culture to find. No culture. Yeah. And so, we need to get these things cleaned up in your business or your business is constantly going to be a prison for you. It's going to be really hard until you get a really good team and you have really good culture in your business defined, business is hard.

[00:20:07] And this is where I see a lot of people get stuck between two to 400 units where they have an entire team and they're the most frustrated and usually the least profitable per unit they've ever been because it's the team and they can't see it. They're like, "I have a good team." You have a team that are willing to take your money, but are they a great team?

[00:20:25] Super easy way to know... if you have an entire team and you've got two to 400 units or more, and you have been unable to scale it past 600 doors for the last three to five years, you've been kind of stuck there and you are still wearing hats that you do not want to be wearing.

[00:20:43] And you're sometimes asking, "why won't my team think for themselves?" You're the problem. This is the problem. You are showing up as the wrong person in the business and you have bad culture and a bad hiring system. And if you want to get that solved, reach out to us at DoorGrow. This is very simple to solve.

[00:21:00] It's not too difficult. And we can probably get most of that mess cleaned up in like a single quarter, like 90 days. So reach out to us. We'd love to help you out. You can check us out at DoorGrow.com. And if you're wanting more, if you stumble across this, maybe on YouTube or somewhere else, make sure to like, and subscribe and join our free Facebook community DoorGrowclub.Com. You can get to it by going to DoorGrowclub.Com. And until next time to our mutual growth by everyone.

[00:21:26] you just listened to the #DoorGrowShow. We are building a community of the savviest property management entrepreneurs on the planet in the DoorGrowClub. Join your fellow DoorGrow Hackers at doorgrowclub.com. Listen, everyone is doing the same stuff. SEO, PPC, pay-per-lead content, social direct mail, and they still struggle to grow!

[00:21:52] At DoorGrow, we solve your biggest challenge: getting deals and growing your business. Find out more at doorgrow.com. Find any show notes or links from today's episode on our blog doorgrow.com, and to get notified of future events and news subscribe to our newsletter at doorgrow.com/subscribe. Until next time, take what you learn and start DoorGrow Hacking your business and your life.

I recently turned 47 years old. The last year has been full of challenges in the business and in my personal life, but things are starting to shift.

In today's episode, property management growth expert Jason Hull discusses his personal and business growth recently and his hopes for the coming business year.

You'll Learn

[01:17] Business Challenges and Revelations

[08:35] Personal Challenges and Revelations

[11:32] Learning Empathy

[18:25] Don't Give Up

Tweetables

"There's what people think they need and what they want, and there's what they actually need."

"A lot of you don't even realize you have a garbage product."

"Your business is one of the greatest personal development tools that you have."

"I think God may trick us into starting a business to make money and eventually, he uses it to turn us into better human beings."

Resources

DoorGrow and Scale Mastermind

DoorGrow Academy

DoorGrow on YouTube

DoorGrowClub

DoorGrowLive

TalkRoute Referral Link

Transcript

[00:00:00] I think God may trick us into starting a business to make money and eventually, he uses it to turn us into better human beings. Welcome DoorGrow property managers to the DoorGrow show. If you are a property management entrepreneur that wants to add doors, make a difference, increase revenue, help others, impact lives, and you are interested in growing in business and life, and you're open to doing things a bit differently then you are a DoorGrow property manager.

[00:00:30] Jason: DoorGrow property managers love the opportunities, daily variety, unique challenges, and freedom that property management brings. Many in real estate think you're crazy for doing it. You think they're crazy for not, because you realize that property management is the ultimate high trust gateway to real estate deals, relationships, and residual income.

[00:00:52] At DoorGrow, we are on a mission to transform property management business owners and their businesses. We want to transform the industry, eliminate the BS, build awareness, change perception, expand the market, and help the best property management entrepreneurs win. We're your hosts, property management growth experts, Jason and Sarah Hull, the owners of DoorGroww, and now let's get into the show.

[00:01:17] I just had on the 30th, and today is July 2nd this may come out at a later date, you might hear it a month later depending on which channel you listen to this on. So my birthday is June 30th. This is also the end of our planning year.

[00:01:32] So we offset our planning by two quarters because it really sucks to try and hit your end of the year goals in December when everybody is kind of focused on holidays and family and to try and get them to put their attention on business, it isn't super effective. And I like that to be the middle of our planning year.

[00:01:51] And we do our beginning of our year is July 1st. So not only is my birthday, it's also the end of our sort of a planning year for our business. And so I've had a lot of introspection. I mean, this has been a tough previous year for me in a lot of ways mostly on the personal side, you know, business has been a little tough as well to be transparent. And so the challenge in business is that we've developed this really amazing coaching program and I really enjoy doing that piece. So we've shied away from doing websites and focusing on other stuff, even though I still have a whole web development team and they just haven't had a whole lot of work to do.

[00:02:30] But we've really put our focus into coaching and improving our programs and decreasing churn, which is a difficult challenge in a coaching business. And we've gotten it down, like half of our clients have been in our program for over a year, which is amazing because when I first even learned the word churn several years back our average retention rate was like five months, like it was super low.

[00:02:52] And so we were kind of addicted to sales. And this is the advantage in a property management business is that you're not super addicted to the next big deal, right? You've got residual income. And so I learned when the pandemic hit, I learned I want more residuals coming in so that I'm not beholden to sales because sales stopped that month of May, I believe it was, there was no sales.

[00:03:15] Every property manager, they were holding their breath. "Our tenant is going to pay rent? What's going to happen? is this scary?" And so they were like, "I'm not going to spend any money. I'm going to be careful here." So that was interesting and so we had to tighten our belt as a team.

[00:03:27] We had to like, cut out expenses. We got a leaner and I think I let some people go on the team as well that were just, you know, maybe not as essential. And we had to tighten our belts to, to survive as a business because we were so focused on sales and we're at a good click.

[00:03:46] Like we're a decent sized company. Like we make a good amount of money, but when you continue to have expenses every month and suddenly sales stops and that's the majority of our revenue, that's a bad thing. And those of you that have shifted from real estate sales and hunting and chasing to doing property management and building a residual income business model, you get it.

[00:04:05] And I've seen so many of my clients have these great subscription sort of service, right? So I wanted to emulate that and we switched to doing it that way, and making sure we focused on residual income. So we built that up, we built it up really well. We've got a great coaching business.

[00:04:20] We've got a great back end. We're really good at helping our clients grow and scale their companies. The weird and ironic thing though, that presented a challenge is that people don't want coaching, right? People don't like wake up in the morning, go, you know what? You know my business needs? I want to get a coach.

[00:04:36] This is not generally people's first thought. There's what people think they need and what they want, and there's what they actually need. And so people would come to us and what they thought they needed was leads. I call it the leads myth. And what they thought they needed in order to get their business growing was maybe a better website or SEO or something like this.

[00:04:57] And so they would come to us kind of thinking this is the stuff they needed. And then we could help them. Like reeducate them and help them see this is why you've been struggling to grow is because you believe these false beliefs And I would then point out like that like leads from the internet are not the best leads And there's better sources of getting business than just cold leads or cold lead advertising. And maybe having a website is nice, but you can grow a business without even having a website or without even having the top spot on google. And so we would get a lot of clients historically coming to us for a website and that was one major leak in their sales pipeline, but they had, you know, at least ,five major other leaks in their sales pipeline that needed to be shored up.

[00:05:41] And they thought, "all I need to do is turn on the leads." So they would turn on the leads full blast, like turning on a hose. And there's all these leaks in the hose, right? One of them's a website. One of them was their pricing. One of them was branding. One of them was reputation. One of them was their sales pitch and their sales process.

[00:05:58] One of them was what I call purpose, lack of culture in their team. So their whole product was just like garbage. A lot of you don't even realize you have a garbage product. It doesn't create trust and it has lots of leaks in the hose or in the pipeline. And you're just trying to shove more leads, like spend more money, time, energy, focus, cash, and effort.

[00:06:17] And so it wasn't hard to take people that came to us for a website. "Hey, I need a website. I'm starting a business where I'm trying to figure this out, or we're struggling to grow and we think we need a new website. " And then convert them into giving them what they actually needed in order to grow and then help them crush it.

[00:06:33] Yeah. But since shifting our focus towards coaching and changing our homepage, "let's focus on coaching." Because I just was so excited about coaching, it actually made it more difficult to get customers. So we spent a lot more money on advertising, doing a lot more marketing to attract people and to like reeducate the market, but that's a much more difficult challenge.

[00:06:54] And so we've struggled to really grow our business. And we're at a good size. We're a good size. Like, you know, we're over a million in revenue, but DoorGrow easily the back end of our business, our systems it's better than $ 10 million companies that I've been around.

[00:07:10] And we've got great systems. We've got great mechanisms. Our big challenge has just been client acquisition, ironically, right, and we're DoorGrow. And so we're going back to what has been working, which is focusing again on websites, especially in downturn markets like this, or where the real estate market isn't doing well,

[00:07:29] lots of people start property management companies. So we did create a startup training for them. So they'd stopped like coming into the industry and screwing it up and making it worse. So we created the ultimate property management startup course material called DoorGrow Foundations. And this is a great tool, and we give it away for like really cheap. It's like 95 bucks flat fee. That's it. We created it just so we could send people somewhere that just couldn't afford to join our programs or do stuff with us, and they can pay extra to get a website and some other things we can give them as well. we're shifting our focus now back to what the market needs. And so I'll be putting out a survey. This is how I get the data and what are they actually wanting to learn? What training are they wanting? What do they want to be exposed to? And we're going to go back to focusing on websites and leads and, you know, those sort of gateway drugs that like bring people to you.

[00:08:21] Right? And we'll see how that works. And I think It's historically worked really well for us. So I imagine we'll have our mastermind will get really nice and full and we'll have a ton of people in it. So I'm excited about that.

[00:08:35] The other thing over the last year on the personal side I've just been going through a lot of growth and, you know, when you're put into trials, tribulations, difficult situations, you're going to have a lot of growth.

[00:08:45] And one of the challenges has been my relationship with my ex wife, which has affected the custody situation with my kids.

[00:08:54] And they were dealing with a lot. It was just a really big mess. And it was a huge amount of stress on me. Huge amount of stress on our business. I don't think my clients realized it, you know, we take good care of our clients, but for me I wasn't able to put as much attention into moving DoorGrow forward, innovating and creating new stuff because I was inundated with dealing with custody situation, trying to get full control of the kids.

[00:09:18] She took off to California for like four months and, you know, the kids were with me full time, which I wasn't used to. That you know, created some stress for Sarah and I. And you know, in the beginning when Sarah came into my life, you know, the kids were going through a lot of pain.

[00:09:34] Because there was a messy divorce. There was a lot of problems in the relationship. It was just a mess. It was hard for the kids because, you know, I really tried to conceal all the challenges and stuff from them, but they didn't realize all what was going on. I have four kids and at least half of them still have no clue of all the stuff, the dark stuff that went on and the challenges that I dealt with.

[00:09:55] But you know, they've had to go through a lot of stuff, and so they weren't very nice, like, to Sarah in the beginning. Any of you that have been a step parent, or in a step, sort of, role, you know, it's the hardest parenting role ever. Period. There's nothing harder. Can you discipline them?

[00:10:10] Can you not? Like, there's not hardwired built in love. You know, it's a difficult thing, and they were hurting, and it was just ugly, right. And it was painful. They were really hard on her and they were disrespectful to me.

[00:10:23] And so it just, you know, it created a difficult scenario. And so it just made things even more difficult coming into this sort of custody situation and trying to get everything handled. The good news, the light at the end of the tunnel is, you know, God always takes care of me and good things have happened.

[00:10:39] She came back to Texas and now we can split time with the kids And she's wanting to get back, you know, and connect with them and get back in their life. And then that takes pressure off me. So I have the kids every other week and can focus on work and takes pressure off my marriage with Sarah and like, so that everything can work out better. So there's this light at the end of the tunnel. So things have shifted. In a way, I didn't even expect it would get this good. Like, and I got all this stuff legally handled the way I wanted.

[00:11:04] So there's a little bit of accountability in place now. And I'm really optimistic and hopeful for the future. And you know, for my ex wife, like she is a great mother, loving mother, and can be a really great, caring person. And so I think that's what the kids need.

[00:11:21] That'd be really good for them. I can give them the tough dad love, the kids need mom's love too. So this is some of the stuff I've been dealing with. And you know, this has caused a lot of growth for me also in the last last several weeks.

[00:11:32] Recently I went to this seminar put on by a group called SATVATOVE, S A T V A T O V E. A guy named David Wolfe he has a really great relationship book and I read the book and it it has some great content in it. It reminded me of this large group awareness training that I did in the past called the impact trainings out of Utah, which really has, you know, shifted my life.

[00:11:53] It was really positive. I think it was born out of est or landmark or some of these sort of large group awareness trainings, but it was a little bit more on the spiritual side. I think, I don't know, but his is more on the emotional side of things. And I went to this seminar and you know, to learn empathy and it's been a really effective thing for my life.

[00:12:12] Like it's really shifted how I communicate even with clients, with my family. I'm just able to connect with people more and my basic need, like in Tony Robbins, like five basic needs love and belonging or love and connection is like my primary, ironically because I don't generally have a lot of friends, I don't have a lot of relationships and you know, I've had a difficult time, you know, even communicating sometimes with my kids, and I just come across as very analytical, very logical in a lot of instances, I'm sure a lot of guys could resonate.

[00:12:42] But I really connected with some of these tools to be able to empathize and to communicate and to reflect back emotion instead of just reflect back what they're saying to really have them be heard. And there's some real power in that. And in going through that, I also got reflected back to me from you know, I was partnered up with somebody at the event to do the exercises.

[00:13:05] And the feedback I got from him was basically that in him hearing my story and some of the stuff I just shared with you all that he's like, "wow, you really care about your family. Like, you know, deeply and you try really hard to take care of everybody." And I just started crying because it wasn't what I was expecting but he was reflecting back the feeling and it really helped me connect with it because I didn't I wasn't seeing it. And I was like, "yeah, that's super true."

[00:13:30] Like I just felt it and I broke down and then he said, "And you don't feel that you're worthy of it in return." And that just gutted me. I started crying like full on just... and I'm trying to keep it together. It's a seminar. There's a group of people. We're doing an exercise.

[00:13:45] Everyone's talking in the room and here I am like, right. So I've really been thinking about that a lot the last several weeks is " What sort of self talk do I have? How am I making myself feel not worthy? Why am I allowing that to be in you know in my space internally? And what does that motivate or drive me to do?" And I realize that event like I'm always in group scenarios, even with clients or with anybody, I'm always wanting to showcase and give so much value. And a lot of it's born out of this insecurity that I'm not going to be loved or I'm not enough.

[00:14:14] And I need to like show them, I need to show them I have some great ideas and there's some important things here. And it's been a real roadblock to me listening and hearing people in some instances, you know, a lot of clients value me giving them ideas, giving them feedback, sharing things with them.

[00:14:30] So it works out okay in some business scenarios, but I've noticed since kind of letting go of that need for self importance in order to kind of be loved or for them to see me as valuable and just recognize I inherently have value and really putting my attention on them and connecting with them and reflecting their feelings and their emotion.

[00:14:50] It's such a richer experience for me to get inside of other people's world and to connect with them. And that empathy has really allowed me to get more of what I actually was craving, which is more of that love and connection. Like I feel so connected to everybody now and I'm really enjoying this. Right. I mean, you can hear the excitement of my voice.

[00:15:08] I'm really enjoying... it's made things deeper in my marriage with Sarah. It's made things deeper in my connection with my kids and helping them feel understood and heard and to allow them to feel. It's been with clients. I just feel like, you know, people don't care what you know, until they know that you care.

[00:15:25] And they, I feel like clients can tell even more that I care. I've always cared, but I'm able to show it in a way that they get it, you know, a lot better. And so I'm really enjoying the results of you know, reflecting back this empathetic communication where I'm showcasing more warmth, empathy, and genuineness.

[00:15:45] And then another part of his book and the seminar was about the difference between these three different types of communication, which are passive, aggressive, and then assertive. And really, there's passive, assertive, and aggressive, is probably how it really should be. Because passive is one extreme, aggressive is another extreme, assertive is the more true path.

[00:16:06] And the difference in passive is it's indirect. There's some pain involved usually. There's some fears involved, there's not direct communication. And we're not really clear in our communication. And aggressive is hurtful and abrasive and doesn't really allow people the space to absorb or hear and comes across too strong, and so we don't get really what we want and we don't communicate effectively what we're trying to communicate. And assertive is you know a much more effective mode of communication.

[00:16:33] So i'm focusing also on avoiding any sort of passive or aggressive communication I'm seeking to be more assertive in my communication and more direct and that also allows me to get more of what I want, you know, from my relationships and from the people I'm talking with in that. And especially if I'm coming from the space of care and I've showcased care.

[00:16:52] So this is kind of my journey and I'm 47 years old as of June 30th. I'm just a couple of days into this 47 years old. And what's wild about that to me is I'm three years away from 50. And if you're watching me on video, I know you're thinking, this guy doesn't look like he's almost 50. I've heard that so much around my birthday.

[00:17:13] Like I hear it every year. And so I don't know, good genes? Maybe it's my mom. I don't know. Maybe it's I'm an optimist eternally and I'm just trying to be positive all the time. I have no idea. But people are always like, "what doctor are you going to? What's your secret?" I don't know. I don't have a secret. But I've really been enjoying connecting with people emotionally, and so I'm grateful. My friend, Tim Francis, here in Austin set up the SATVATOVE event. He's been involved in it for a long time, and I just noticed how he would communicate, especially in difficult situations.

[00:17:43] And he was just so masterful at handling difficult situations with grace and with diplomacy. And, I mean, to the point where I even said, "Tim, where the hell did you learn to talk like this? Like, where did you learn to talk like this?" Like, it's just, it's so impressive to me. And he was like, "Oh, SATVATOVE whatever," I'm like, "whatever that is."

[00:18:02] Right. So eventually he put together a seminar here and said, "this is going to be awesome. Like, come do it." And I'm like, "okay I'm in." And it was amazing things. So I'm grateful to Tim, for my buddy, Tim for doing that. And yeah, we, it allowed us to connect even more and develop a better friendship at the event as well.

[00:18:19] So I appreciate Tim. Appreciate you a lot. Yeah, so I just feel like my relationships have really been deepening. And so, if there's a message to take away from this is that I know that life can be tough. I know you're dealing with stuff and running your business, your business is one of the greatest personal development tools that you have.

[00:18:39] It forces you to recognize some of your shortcomings because the marketplace will reveal it. And it forces you to make changes and you're always having to learn and to evolve. And so you start a business. I think God may trick us into starting a business to make money and eventually, he uses it to turn us into better human beings because he's clever like that. And so, you know, you can't in the long run build a sustainable business in which you are not focused on positive things. Like you have to benefit people in the marketplace. You have to take care of people.

[00:19:11] You have to care about people. Otherwise, if there's a lack of care and a lack of empathy, which " show care" is one of our core values at DoorGrow, then people will recognize that people won't feel it. And I've had past clients that didn't feel care.

[00:19:24] They didn't feel it. Like maybe I was too in my stuff or maybe I was you know, too focused on what I need to do or too stressed or whatever. And I'm sure that I've fallen short in some instances, but that's really why I have my business is I legitimately really enjoy being able to help move people's lives forward.

[00:19:40] And there's nothing more rewarding than that. And that's why I just, I'm so tempted to just lean into the coaching and do the coaching, even though the marketplace wants something else. If I give the market what they're asking for. and help all of you in the way that you think you need initially, then I will get a lot more people that I can help in the way that you really need, which is a passion of mine. And yeah, lot of introspection lately. I also went through a really great book recently called inner work and it to the basic principle of it was that how your consciousness level or your focus or area of consciousness. Whether it's a low level, which is like focused on wounds and hurts from your past and stuff like this, or whether it's very positive and like love and acceptance or somewhere in between your level of consciousness dictates your entire view of the world.

[00:20:27] And it. Makes the whole world seem different, but really it's just you. And so depending and a great example in the book, it was like, you know, related to like debt or loans. Some people's perception of that is like Dave Ramsey style, like it's always evil, it's horrible, whatever. And then there's people that are making millions of dollars because they know how to leverage debt and to get into real estate and to do things effectively, which is smarter than just using their own cash.

[00:20:52] Right. And so. It's just a difference in your perspective and your belief about that. And so by changing your consciousness, it changes everything around you. And so I've really been focused on how can I be in a state of love, be in a state of happiness, be in a state of joy, regardless of what is going on externally and not allow the external to control me or to dictate? Who I am? And so that's been a really interesting perspective as well. And so yeah, i'm excited for this coming year because I think this is going to be a good year for DoorGrow I think it's going to be a good year for our clients. I think it's going to be a good year for my marriage. I think it's going to be good year for the kids.

[00:21:31] I think there's going to be a lot of healing this year. And a lot of positive things moving forward. And so If you've had a tough year, maybe it's been a little tough, or you're in the middle of it right now. It's tough right now. Don't stay there. Like, don't stop. Don't quit. Don't give up. Keep going. You know, there's people counting on you. No one's coming to save you. There are people that if you open up your consciousness, if you change your perspective, there are people that can help you. I would be honored to help you. There's plenty of people out there that are willing to help and willing to serve, especially in property management.

[00:22:04] Go into the DoorGrow club Facebook group, or join any property management, Facebook group. There's tons of people willing to help. You can get to our Facebook group by going to doorgrowclub. com. If for some reason you're listening to this podcast and you're not yet in there, go join the group. We reject 60 to 70 percent of the people that apply to join the group.

[00:22:21] You got to be a business owner. You got to have a property management company or be starting one. If you're a property management entrepreneur, that group's for you. There's other groups that are just for property managers or employees or people in industry or vendors. Like, there's other groups you can go join.

[00:22:35] But for those that are my people, you know, you're entrepreneurs, you're weird like me. You value fulfillment and freedom and contribution and support more than safety and certainty like the rest of the world it's more important to you, then you're an entrepreneur than you're my tribe and come hang out with us in the DoorGrowClub group. For those of you that you're like, "man, I haven't redone my website. He's talking about a website I haven't redone that or taken a fresh look at it in like five years. Your website is ugly, and your website sucks." It's pretty much guaranteed by about the five year mark, it's time trends have changed. It's like fashion. Like it's like wearing, you know, I don't know what's an outdated fashion. It's like wearing bell bottoms or something. I don't know what's out. Maybe that's back and cool, but it's like wearing something that's out of style. And people just look at your business, go, "Oh, they're kind of old. They're kind of outdated. Oh, look at this modern company. They look fresh." And then it's also about whether or not it's focused on conversions. Like, is it focused on helping people get their questions answered and and capturing leads so that you're getting, making money, not just looking pretty. And so if you want to test your website out to see if it's effective in making you money, regardless of how pretty it is, go to DoorGrow, go to a DoorGrow.com/quiz, and you can take our website quiz. And most websites, even brand new ones, usually get a low grade, like a D or an F. So take that quiz and see how good of a grade your website gets. And if it's low, recognize that's a big leak because everything drives towards your website typically, at least online, and people always check out your website when they're trying to get more info about you, even from offline.

[00:24:16] And so that's a big leak. And if you have that leak, I can pretty much guarantee you have probably all the other major leaks that we see in businesses. You might have pricing similar to everybody else, 10 percent some sort of flat fee like 99 bucks, whatever you're priced like all the shittiest companies focused on the shittiest prospects on the internet.

[00:24:37] And so that can be improved. We're able to help clients close more deals more easily at a higher price point using our three tier hybrid pricing model. That we've innovated and I got the original idea shout out to Scott Brady on hybrid. And then I put my own tweak on it based on pricing psychology that I knew.

[00:24:54] And so, adding the three tiers, applying the Goldilocks principle, you know, some of these tactics and it's been really effective for our clients. Your branding might be off. You might be branded as a real estate company. You're like, why would that affect property management? Well, they're different target audiences and there's several other issues.

[00:25:10] And so, take the website quiz, doorgrow.com/quiz, get your website grade, and then you'll be able to set up a call with us and then we can go through and showcase some of the other leaks you might not be seeing. And if we get all these leaks shored up, growth is a lot easier. Like we've had clients just by showing up, those leaks are adding doors.

[00:25:30] And that's it. And they don't need to pay for leads anymore. They like cut off all their cold lead advertising. And then we do have like, six, seven major growth engines that can be installed in your business that are organic and that cost you nothing. And they actually take less time than cold leads would take to follow up on because you have to nurture them and it takes a lot of time to warm them up.

[00:25:49] So we focus on warmer leads. and organic leads. And that's how we're able to help clients grow faster by eliminating the cold lead advertising. So we're cutting down their marketing budgets and then they're spending less money and they're spending less time and they're adding more doors. So we'll help you figure all this out.

[00:26:05] Set up a call to talk with me or somebody on my team, and we'll help you figure this out. And you know, business can be tough. Business can be hard. One of the things that's made it a lot easier for me is I have mentors. I've got people I can reach out to. I just went to an event. It was awesome.

[00:26:20] I went up to Charleston and met with some awesome entrepreneurs and people that are ahead of me. And I just, I love being able to deliver and bring that value back to my clients. And so I'm always investing. And so there's plenty of mentors ideas out there. Just keep learning.

[00:26:35] Don't give up. Don't stop. Keep moving forward. And if I or my team could help you collapse time on your journey and entrepreneurism, just even a little bit, like if we could help you collapse time, even a little bit, you know, towards making more money, more revenue, having more impact, adding more doors, like anything we do will be very worth it.

[00:26:55] That's basically it for today. I hope that all of you maybe found yourself a little bit in my story, in my journey, as me reflecting on my 47 years of life and where I'm at now. And you know, what the future is for DoorGrow. And I'll be honored to help you in your journey as you grow and scale your business.

[00:27:12] And so reach out to us, you can check us out at doorgrow. com and that's it for today until next time to our mutual growth. Bye everyone

[00:27:19] Jason: you just listened to the #DoorGrowShow. We are building a community of the savviest property management entrepreneurs on the planet in the DoorGrowClub. Join your fellow DoorGrow Hackers at doorgrowclub.com. Listen, everyone is doing the same stuff. SEO, PPC, pay-per-lead content, social direct mail, and they still struggle to grow!

[00:27:46] At DoorGrow, we solve your biggest challenge: getting deals and growing your business. Find out more at doorgrow.com. Find any show notes or links from today's episode on our blog doorgrow.com, and to get notified of future events and news subscribe to our newsletter at doorgrow.com/subscribe. Until next time, take what you learn and start DoorGrow Hacking your business and your life.

At DoorGrow, we teach property management business owners to build referral engines to feed them new owners and doors.

In today's episode of the #DoorGrowShow, property management growth expert sits down with Brandon Barnum, CEO of hoa.com to talk about how property managers can bring on new clients through Raving Referrals.

You'll Learn

[03:21] The 3 Steps to Getting Referrals

[09:52] Automate the Ask

[13:43] Hyper-Local Social Farming

[22:24] Become the Expert

[30:41] Incentivizing Referrals

Tweetables

"Most people feel uncomfortable asking for referrals, so they don't get many referrals."

"The more you ask, the more you get, that's just how it works."

"By having that team of people that you're recommending, they'll recommend you back as well."

"Coaching is the breakfast of champions."

Resources

DoorGrow and Scale Mastermind

DoorGrow Academy

DoorGrow on YouTube

DoorGrowClub

DoorGrowLive

TalkRoute Referral Link

Transcript

[00:00:00] Brandon: Most people feel uncomfortable asking for referrals, so they don't get many referrals.

[00:00:04] Jason: Welcome DoorGrow property managers to the DoorGrow show. If you are a property management entrepreneur that wants to add doors, make a difference, increase revenue, help others, impact lives, and you are interested in growing in business and life, and you're open to doing things a bit differently then you are a DoorGrow property manager.

[00:00:26] DoorGrow property managers love the opportunities, daily variety, unique challenges, and freedom that property management brings. Many in real estate think you're crazy for doing it. You think they're crazy for not, because you realize that property management is the ultimate high trust gateway to real estate deals, relationships, and residual income.

[00:00:48] At DoorGrow, we are on a mission to transform property management business owners and their businesses. We want to transform the industry, eliminate the BS, build awareness, change perception, expand the market, and help the best property management entrepreneurs win. We're your hosts, property management growth experts, Jason and Sarah Hull, the owners of DoorGroww, and now let's get into the show.

[00:01:13] What's up DoorGrow property managers. A quick disclaimer for this podcast episode. Unfortunately, the first few minutes were cut off by our streaming software. That means we will be jumping right into the meat of the episode, but quick intro for our guest today. Chatting with me in this episode is Brandon Barnum, CEO of HOA.com, the king of referrals, and he is here to talk with me about getting new clients through raving referrals. Enjoy the show.

[00:01:42] I was young, I was in my twenties, and I had two daughters and I was like, "how am I going to take care of them or have time with them if I'm working a standard nine to five job?" Like there's no space for that. And so I was like, "I need something with more flexibility and freedom." And it's funny, you know, they say that this need or maybe pain is the mother of all invention.

[00:02:03] I don't know. But yeah, so I had to figure something out. I can definitely resonate with that. And with daughters, it can be a little tough because I'm like trying to go through airports or take them places and I can't take them into the normal like my bathroom, but I don't want to go in to use the bathroom like without taking them, so I'm like, "do I take them in the men's bathroom with me so I can use the bathroom?"

[00:02:23] Like things have gotten a little bit more easier nowadays, but it was difficult back then. So, Awesome.

[00:02:28] So you exited refer.com and would you still recommend that tool? Are you allowed to say?

[00:02:35] Brandon: You know, it honestly, it has pivoted and the people, the company that bought us out completely shifted.

[00:02:41] So we were a B2B platform to help people build their referral business. And the private equity firm that bought us really bought us for the database. So they've shifted. So it's no longer referral based. In fact, you can't even find refer.com anymore.

[00:02:55] Jason: That's wild. Okay.

[00:02:56] Brandon: Well, they bought it for the community. They bought it for 5 million members and 46 million people in the database. And so they chose a completely different path. They're about, I believe, to exit in their new venture. So. Wow. I wish I could say the tool exists, but it gave us the opportunity to build something similar here at HOA.com.

[00:03:17] Jason: Yeah. Well, okay.

[00:03:19] So we're going to learn the magic trick to get current clients and vendors to refer like clockwork, right? That's the claim. So let's get into this. How does this work?

[00:03:30] Brandon: Well, there's a number of different ways that you can boost your business by referral. And one of the things that we teach is called the art of the ask, right?

[00:03:38] Because one of the things that we know is most people feel uncomfortable asking for referrals, so they don't get many referrals. But there's an easy way, and it's three steps to ask for more referrals and get more referrals. And it's step one is setting the stage. Step two is listening for the referral triggers, and then step three is to A-S-K to G-E-T.

[00:04:00] Okay, so let's unpack that a little bit, Jason. So, when you first have a new client that signs up for your service, what you want to do is at the end of that conversation, before you let them off the phone, off of Zoom, or in person, what you want to do is just say, "Hey, before I let you go. Can I ask you for a favor?"

[00:04:18] Everyone's either going to say "yes," or "maybe tell me more." And then what you want to do is just say, "Hey, we're so committed to giving you a five star experience. And once we do, and you experience our service and we take care of everything for you, and it just runs like clockwork, would it be okay to ask you for referrals?"

[00:04:38] Everybody's going to say yes, because you're not putting them on the spot right now. You're basically saying, "I'll do a great job for you and give you amazing service." Right? So that's step one is setting the stage. Now you're going to get some referrals right then because they're going to be like, "well, now that you mentioned it, I'm in this real estate investor group and I've got three other guys. We were just having this conversation about needing a new property management firm. So let me introduce you to Tom, Bobby and Susie." Right?"

[00:05:04] Jason: Okay. So you ask the step one, you ask for a favor, you express that you're committed to five stars. So that's a nice pre frame, you know, experience, and then you're getting permission to hit them up for that later, basically.

[00:05:19] Brandon: At a later date, right?

[00:05:20] And that's the key because you're not putting them on the spot now, everybody's totally comfortable. You're basically just saying, "I'm going to do a great job."

[00:05:27] Jason: Sure. Yeah, of course. "If you do a good job yeah. I'd be happy to do that for you."

[00:05:32] Brandon: So it's the easy "yes," and you'll pretty much get 100 percent buy in on that, right?

[00:05:36] So that's setting the stage. Now you go into step two, you start serving them and you're listening for the referral triggers. And that's something like, "Oh, thank you so much. You guys did such a great job, right? I just, I love working with you guys." You're listening. For those expressions of appreciation, right?

[00:05:55] And when you hear that, that means that somebody is in a peak referral state because they just recognize that you're doing a great job and they've expressed their appreciation for you. And that's when it's time to ask for referrals. And the way you do that is say, "I'm so glad to hear that. We love helping investors like you manage their properties and we're looking to take on a few more clients. So remember at the beginning we started working together, I told you we were going to deliver five star service. Well now that you know what our service is like, I'd love to see if there's any other investors you know that we can help."

[00:06:31] Jason: Yeah, this is really funny. It's like eerily odd to me because we use a very similar framework at DoorGrow for getting reviews from clients. And I like the idea though of the pre frame and setting the stage early on. So our formula for getting reviews is we like, identify peak happiness, which usually in property management is like when the tenant is placed. And then we reach out at peak happiness and then we first showcase the invisible.

[00:07:00] So we highlight everything we've done for them. So, "Oh, we've got your tenant placed. We got the rent check collected. It should be hitting your bank account right about now." Like all this kind of stuff. Then asking, "how do you feel we've done?" Which is a loaded question because you've just pointed out all the good that they couldn't see.

[00:07:15] And so, and then they're like, "Oh, you're great." So we're kind of intentionally making them say that, right? And so they're like, "Oh yeah, you guys have been amazing." "Oh, we love hearing that. Would you be willing to share that feedback online?" So brilliant. Brilliant. Yeah. So very similar. I've never even thought about just applying it to referrals, so this is great. I love this.

[00:07:34] Brandon: And Jason also you can ask the question too, "how would you rate us on a scale of one to 10?" Oh yeah. "How good are we doing for you right now?" Yeah, right. And the net promoter score says if you get an eight, nine or 10, then it's time to ask, we always recommend if it's less than a 10, you want to ask, "well, what would make it a 10?"

[00:07:52] Right? If it's a nine or an eight, "how can we get to a 10 for you? We're so committed to delivering exceptional service and excellence to you. What would get us there?" And if they say an eight or a nine, "I'm so glad to hear that. We love helping people like you manage your doors." Yeah. So there you go.

[00:08:08] Jason: Very clever. I like that. Okay. So what was your step three? It was some sort of acronym?

[00:08:14] Brandon: Step three is A-S-K to G-E-T. Now that's how it was taught to me. It's ask to get, it's a little different way of remembering it. And like my kids know. A-S-K to G-E-T. I pounded it in their heads and they're not afraid to ask for what they want.

[00:08:30] But it was taught to me by my mentor, Mark Victor Hansen. He wrote those chicken soup for the soul books, and that's the way he taught me the art of the ask years ago, 20 years ago.

[00:08:39] Yeah.

[00:08:40] Jason: Okay. Got it. Okay. So it's not an acronym. It's just spelling it out. So you can remember it. Cool. I'm like, "this is going to be something really clever!"

[00:08:49] It's just like ask to get, yeah, it's so simple. We don't ask often enough. Right. Okay.

[00:08:54] Brandon: So the more you ask, the more you get, that's just how it works.

[00:08:57] Jason: Now, this is kind of a system that you can build into the business, right? Like that's what we teach referrals, like build this mechanism. And so we create this open loop, like "would you be willing to give us feedback online?"

[00:09:09] "Yes. Oh, I'd be happy to do that. Awesome. We would really appreciate that. Let me send you a link to make this easier for you. And I know you're really busy, but would it be cool if I followed up in a week if I don't see something come through? Would that be okay?" And they're like, "yeah." So then they're in this endless loop where you continually follow up.

[00:09:26] "Hey, you know, you had mentioned that you'd maybe take some time to do this and notice, hadn't seen anything come through. I know you're really busy. Would you be willing to give us feedback online?" And we just keep this and we work at like a sales process. Like it's a pipeline until we get them to either do it or give them an out and say, "you know what, if you don't want to do it, it's totally cool. We appreciate your business." "No, I'll do it." Takeaway. So anyway, there's got to be more to it than this. Is that, or is it just simple?

[00:09:51] Brandon: That's one of the strategies. So the next thing we want to do is we want to automate the ask, right? So first we talk about how to get more referrals just in your regular conversations, and we give people a framework to make it easy for them and comfortable for the clients.

[00:10:06] Now let's take that same strategy and let's automate the ask. How do we do that? We integrate similar types of questions into our invoices, our email signature. If you're doing a newsletter, you can incorporate a section around that. I recommend that one of the things you consider doing is to incentivize people.

[00:10:27] The best way to motivate is to compensate. Well, you don't necessarily have to pay out cash like in an affiliate program or what we call referral rewards, but you may choose to. At the very least, what you want to do is have some sort of way to incentivize and reward those that send you business. So maybe it is for every new client you refer us, we're going to give you one free months of service or three months of service, whatever's right for your business model. You got to understand your lifetime client value. You need to understand your customer acquisition costs. And Jason, I'm sure these are things that you're teaching your guys. So I don't think we have to dig deep into those, but it's really about creating the mechanism so that your system is doing the asking for you, right?

[00:11:15] All of your automations have integrated referrals. If you're doing mailers and statements, you can simply put those requests as a footer, if you will, in your statements, and that way your system is constantly doing the asking and reminding people that you appreciate their referrals.

[00:11:33] Jason: So, what would be an example of what might be at the bottom of an invoice or at the bottom of an email?

[00:11:38] Like, like something like, "we don't hate referrals, do you know anyone?" I'm joking, but what would you typically put?

[00:11:45] Brandon: Yeah. I mean, you can do something as simple as "we love referrals," right? "The greatest gift you can give us is to refer someone who cares." It's really about your personality and your brand, right?

[00:11:56] So there's some standard language that you can use. "We love referrals. If you know anyone who is a fit for us, an investor looking for us to take over and provide five star service, we're here for them." And then again, if you're rewarding them, then you integrate your incentive into the ask.

[00:12:15] Jason: Okay. I love this.

[00:12:17] Again with our reputation secrets for reviews we also teach like identify all the touch points that you have with your customer And figure out where you can add in some sort of link or direction to get reviews. So I'm starting to think maybe I should take a look at everything that I teach for reviews and figure out how do I turn this into referrals?

[00:12:37] Brandon: It sounds like it's the same, Jason. I mean, everything that you're teaching is right on point. Now, just add that referral request into what you're doing. Now you've got the ratings, reviews and the referrals. You've got two different ways to ask for similar things that are both going to add to more business.

[00:12:53] Jason: Wow. Yeah, definitely. But the referral thing is a lot more direct, right? Let's get an actual lead. Let's get connected. And instead of, you know, looking good online and waiting for traffic flow in. It's definitely more direct. So I'm liking this. So, okay. Automate the ask.

[00:13:08] I'm guessing you have more points.

[00:13:10] Brandon: Oh yeah, absolutely. Yeah. So many different things that you can do. One of the things that we teach is to become the expert, right? Become recognized as an expert. Now, many of your guys are probably already going to real estate investor groups. What are they teaching and training at real estate investor groups, right?

[00:13:27] Yeah, part of the reason that you are where you are is because you are establishing your expert authority by having this call this group, right? You have elevated your status in the industry and that's what everybody that's listening should be doing too. We teach a concept called hyper local social farming, right?

[00:13:47] If you think about the best realtors out there, they farm local communities. That's what they call it. They call it farming. And what that means is they're sending postcards to every homeowner in a specific neighborhood or HOA, and they do it regularly consistently because that consistency creates comfort and trust, right? So they become known as that top agent in that area. Well, we do that at HOA.com. It's part of our marketing platform that we've built, but we teach the strategy and I think it applies even to property managers, right? Number one, you can farm lists and I'm sure your guys are getting lists of non owner occupied properties and then doing direct mail and outreach.

[00:14:34] to the investors, especially if you see that they have multiple properties that they own. Right? We have all that homeowner data at hoa.com. And so that's one of the things that we do too. But if you farm the communities and work specific areas, then what happens is you start to get the referrals from all the people that know each other in that area.

[00:14:55] Or in that, that market, right? Because sometimes you're doing it down to the local area and other times you're working spheres of influence, if you will. Right. And so one of the other things that we teach is to teach others. When you establish that expert authority by teaching real estate investor groups, right?

[00:15:15] Go partner with not only the real estate investor groups, but also the realtors in the area offer a course for investors into the specific real estate branch. We've just done this actually with raving referrals. So we created a raving referrals CE course, continuing education course for realtors. And now what we're doing is we're having different mortgage lenders, business coaches, and other professionals are becoming the certified trainer. And the beauty is, like I was just talking to the partner manager for REMAX yesterday. She manages all of North America. They've got about 80, 000 agents. Well, I thought we were primarily having an HOA conversation, which we were.

[00:15:58] But when she found out that we had this CE course, her eyes and ears just lit up because their agents always need great content to grow their business. So somebody that is standing on stage and we help fill the audience, but somebody that's standing on stage delivering that content elevates their expert authority.

[00:16:18] And now everybody wants to do business with them because they're seen as the expert they are.

[00:16:23] Jason: This is funny. So one of the strategies we give our clients, we have a course called the 411 on leasing that one of my clients I coached in the past kind of shared with us and we've kind of cleaned it up and we have our clients go and get this approved as a CE credit and here's this course on leasing that scares the shit out of real estate agents in handling leases because the number one source of complaints at any real estate office or any board of realtors, I mean, is usually property management related, not real estate related. And so they teach this class that basically scares the shit out of them and handling their own leases. And so then they just start referring the business to the teacher of class. So I love this idea. So they're teaching the CE course for realtors related to referrals.

[00:17:07] Brandon: Yeah. And what we teach is for the trainer, whoever it is, typically we focus on mortgage lenders and business coaches because they want to be in front of rooms full of realtors, but it works for a property manager too, right? You can become a trainer, go give a course. What we do is we partner with the title companies because as you know, the title companies exist to help realtors win more business, and they do that by providing training and tools, right? Technology to help them win. So we provide the title company with great content that is drawing their agents in and helping their realtors expand their business.

[00:17:47] Because what we're doing is we're teaching the realtors how to formalize and activate their referral network. What we know about Realtors is they give a ton of referrals out and they don't get many back. And so if you want to win more business from Realtors, give more business to realtors, promote them, right?

[00:18:06] And then the property management company, that's easy to do. It doesn't take much. You could have your list of five or 10 agents. They can specialize in different aspects of the industry. Maybe some are first time homers, some are luxury, some are Airbnb short term rentals, but by having that team of people that you're recommending, they'll recommend you back as well.

[00:18:29] Jason: Yeah, that's great. I love it. All right, Brandon. I just want to milk all these ideas out of you. Like keep sharing because this is cool.

[00:18:37] Brandon: So next phase then is we've talked about activating the Realtors net network, right? How do we do that? We actually sit down with them. We teach something we call the referral partner blueprint.

[00:18:49] And if you go to HOA. com slash blueprint, you can download this. It's a PDF document. But it basically walked you through all the different ways to create your referral team. You're what we call your trusted team. Now property managers have vendors that you use all of the time. And my question to you is you're referring business to those vendors.

[00:19:11] Are those vendors referring you back?

[00:19:14] Jason: Yeah, it's a great strategy. We definitely have our clients focus on like vendors are great source of referrals. They know the bad landlords out there that they're doing jobs for. They know what it's like to deal with them and to not get paid. They would much rather have a property manager that they're dealing with.

[00:19:29] That's good. Yeah, for sure.

[00:19:31] Brandon: Yeah. And they're in a perfect position. If they get hired by an investor to go work on a non owner occupied property, they're in a conversation, a dialogue anyway. And they can say, "by the way, have you ever considered hiring a professional property management company? So you don't have to come out here at 2 a. m. and, you know, address an emergency with one of your renters?" So being in partnership with them is key. We help the realtors formalize and activate their referral partnerships. Again, they give a ton out. They don't get many back at HOA. com. We've actually built a co marketing engine and it's all automated.

[00:20:08] And so what happens is a realtor, after they come on board, they'll create their profile, and then they invite their trusted team. And on their profile, they get to feature the people that they know I can trust and recommend. So their mortgage lender, insurance agent, their painter, their plumber, their home inspector, property manager, their trusted team.

[00:20:29] And what we do once those people join their network is the realtor also uploads their homeowner database. And then what we do is every month we send. An automated home safe report to the homeowners in their database from the agent or the pro to those homeowners and what it does is it gives the homeowner a monthly valuation report.

[00:20:52] "Hey, your property has gone up by $4000. It's now worth $512, 000, right? Might be a good time to sell," and we include the estimated rental value of that property as well. The reason we're doing that is we want to help people find the resources that they need and they may see that, "wow, I could rent this house for $4, 000."

[00:21:16] It might be time to make a move, right? So we want to stimulate that activity, but the home safe report, it goes out from the realtor featuring all of the vendors that they know, like, and trust and recommend, and the beauty is we do the same thing for everyone else. So the insurance agent is promoting the realtor to all of their clients.

[00:21:38] The mortgage lender is promoting the realtor or the property manager. We help everybody work together as a team and automate the co marketing so that they're expanding the number of people that they get their message to. And everybody's recommending everyone else because a client for one can be a client for everyone.

[00:21:58] Yeah. Nice.

[00:22:00] Jason: That is very strategic. I love it. So yeah, very clever. Cool. And I just got your guide. Like I put it in it's up on my screen. Super fast. And I'm looking at it here. Yeah, this follows a lot of the strategies that we leverage in getting our clients to get clients.

[00:22:16] So this is really interesting, but I like the idea of the cross promotional campaigns and stuff like that. So. Very cool.

[00:22:23] Brandon: Yeah, you know, we started this company as the Homeowner Alliance and our original vision was to create like the BNI power team of professionals who serve homeowners, because there's nobody that's done that, right?

[00:22:34] There is no referral network exclusively for pros who serve homeowners. So five years ago, we set out to create that. We actually started as the homeowneralliance. com. That was our URL and we were able to acquire hoa. com. Right. Home owner Alliance. We need to do shorter brand. But what we know is that people that are in this space do a ton of business together, but most of them don't have any systems about how to cross refer and cross marketing like BNI is great.

[00:23:07] But once you leave the BNI meeting, then what?

[00:23:09] Jason: Yeah, I would say BNI is not that great. That's the feedback I've heard from so many people. Sorry, BNI. But the challenge is our property management clients will go there hoping to get a bunch of referrals. And what ends up happening is they have maybe one person there that could potentially be a client.

[00:23:27] Maybe and they have maybe one person there that actually could connect them to something that's relevant or they might not and so they just they spend a lot of time investing in this with getting very little yield. There's better groups that you could either curate or be a part of or join, I think, that would yield a much bigger result, but that's my opinion.

[00:23:45] Brandon: Yeah, and I agree, and I think it's industry specific, right? There are some industries that really thrive in BNI, and there's others that don't. Yeah. But the concept Is sound, right? The concept is let's build a trusted team of the people that we're cross referring my challenge with...

[00:24:02] Jason: your team, like the team that all like property managers are already connected to like property managers have accountants.

[00:24:09] They're connected to lenders. They're connected to title companies. They're connected. They're connected to all sorts of vendors, like every housing related vendor there is, right? And they, and that's part of Building a property management business. You have to build a network and a team.

[00:24:21] And so you might as well create that alliance strategically to facilitate that. So HOA. com on the surface, if people are assuming it's just related to association management would be probably a misnomer. That's probably not accurate, right? It sounds like you can help with facilitating some of this stuff happening that we're talking about.

[00:24:43] Brandon: Yeah. We've really built a referral partner platform. That's what is at the core and what drives HOA. com. Again, we set out to create a platform to connect homeowners to professionals they can trust. Now we acquired the hoa. com domain after the fact, but that's our mission is to really connect homeowners in local communities with professionals they can trust.

[00:25:06] And part of the way that we do that from an automation and a marketing perspective is we help people create their trusted teams, cross refer Cross market together. We automate that process. So it's easy, but we're creating community pages for every neighborhood in America, whether it's an HOA or not.

[00:25:26] Jason: Yeah. And then we select top trusted pros that become the recommended property manager of that community the recommended realtor mortgage lender painter plumber And so we choose kind of like the bni concept. We're a community maker, but thank you.

[00:25:40] You're picking the kings of the champions for each, role in this community.

[00:25:45] So okay, I love it. So, what's the process for a property manager to be one of those kings or queens of their local market in HOA. com. And how do you select them or how do they seduce you and get your attention?

[00:26:00] Brandon: They go to HOA. com up at the top, right? You're going to see a button that says, "become a pro." They're going to fill out that application.

[00:26:07] We do background checks on people. We want to much like you said, before we jumped on the show, right? You don't allow everybody in, you only allow about 30 percent of people. If I heard you correctly. That want to be part of your Facebook group. Yeah, we take a similar approach, right? We're interested in quality over quantity and our reputation is at stake.

[00:26:28] So we do background checks. We're going to check you out on social media. We're going to see what you're saying, who you are, make sure that our values are aligned. We don't just choose to do business with anyone and then we're going to make sure that you've got plenty of ratings and reviews that you got the experience and the expertise to take care of people.

[00:26:46] So once that is complete and then you're approved, then you're on the platform and you basically create a profile. You invite your trusted team. You have the opportunity of claiming communities where you become the exclusive property manager for that HOA or master plan development. And that way you get remarketed to all those folks.

[00:27:07] And then you have the opportunity to upload your homeowner database. So that every month they're getting a message and email from you with the value of their home. And then that home safe report has everything about their property in one location. Our goal is to be like Carfax for your home, but they're going to see all the square footage and you know, legal description, their mortgage information.

[00:27:31] They're going to see a complete list of the sales transactions on that property. And then they're going to see a section, which is the trusted team, the recommended. providers, professionals that serve that community. And then they're also going to see local events. What's happening in your area. And ultimately, our goal is to create unity through community.

[00:27:55] We want to connect people in the local neighborhoods so that they really get to know their neighbors and feel connected.

[00:28:02] Jason: I think that's super important nowadays because, you know, we've traded largely social networks for social media. And so we've lost the network. We've lost the connection in a lot of instances.

[00:28:17] And. You know, it's been proven that the more time people spend on social media, the more disconnected, the more depressed they feel. And these really are psychological engines for stealing attention from us by leveraging dopamine and And it's extracting money from our wallets. And so either you use social media or it uses you.

[00:28:38] And my daughter makes all of our social media posts, all my posts. Like I don't know where you really post anything, but she knows my voice. She knows how to write things the way that I would. And it's on my podcast. So she knows that. And so that allows me to use social media without using me as much, but I think everybody gets a little bit sucked in if they even have it on their phone.

[00:28:58] Right. So, I love the idea of creating more connection and more community. So, for the random person listening to this that's not a property manager for some reason. Right. But they're just like, "man, I really am craving community." What could they do to be more connected to leveraging HOA. com?

[00:29:18] Brandon: Yeah. Well, so if they're a professional, they can sign up as a pro.

[00:29:20] And one of the things that we do is we have a number of community impact events. Because part of the way that we bring people together is we give them a blueprint of how to host an event. You know, we do things like ice cream socials for the whole community, right? Or a watermelon eating contest. We do things like that, right?

[00:29:39] Just fun stuff that bring people together and create a reason for families to come out and really build community within their HOA or neighborhood. So we provide all these guides to our pros, because again, some of the realtors, some of the property managers, they like to host events. And what's interesting is more often than not, when one of our pros approaches an HOA about doing a community impact event, the HOA gets behind it and they even promote it to all of the neighbors in their.

[00:30:11] HOA because they don't typically have those types of events going on. Some do, but many don't. And so when, you know, a neighbor or a pro offers to do something for the neighborhood, they want to spread the word and get it out there. So what you're going to find is most HOAs will get behind it, especially if it's good for the community.

[00:30:31] Jason: Sounds great. So yeah, maybe I should somehow get my HOA that I'm living in to do some of these things. All right. So Brandon, is there anything we missed in how to really get referrals going for maybe property managers or those listening.

[00:30:50] Brandon: Yeah, I think you've got to be intentional. You've got to have a plan what we recommend is that people start by doing a self assessment.

[00:30:58] We have a referral score quiz. There are 10 Best practices when it comes to getting more referrals. And what we find is most often people have a couple of blind spots. There's a couple of things that they've never thought of before. And I'll give you one example. I had a mortgage company back in the early 2000s.

[00:31:17] And I had this client come to me one day and he had referred me a client. And he calls me about two months later and he says, "Hey, I just want to know what happened with Mike Johnson." And I'm like, "Oh, great to hear from you. Amazing. We just helped Mike do his refinance two weeks ago and he closed on his transaction."

[00:31:34] And then there was this awkward pause and he comes back and he says, "do you mind if I give you a little coaching?" And I said, "absolutely." You know, coaching is the breakfast of champions. And he says, "number one, it's a really good idea to thank people when they give you a referral," and I'm like, "Oh my gosh, how did I not?

[00:31:54] How did I miss it? This guy was a VP for Intel. He had given me a number of referrals and I just hadn't even been aware to think about thanking the guy who was giving me this. Oh, I felt like just a capital L on my forehead. Right? The second thing he says is "it's also a really good idea to update people when they do give you a referral" and I'm like "doing! I'm an idiot!" Right?

[00:32:21] And so what I did at that point, I had a mortgage company. I had 30 loan officers that were working for me. I printed up referral thank you cards. And they literally said, "thank you for referring." And there was a blank line and my people could write in the name of the client, quickly stick that in an envelope and send it out to the client to thank them for giving referrals, but if you're not thinking about it, then you're missing out. And that's one of the ways that you really build those relationships where people refer you on a regular basis because the trust goes up, especially if you update them on what happens, right? "Hey, thanks so much for referring Susie Smith."

[00:32:59] She ended up becoming a client. We're now helping her with her properties and so grateful. And then you can either give them a gift. Starbucks card, movie card, whatever the case may be to reward them and give them that dopamine hit. So they want to do it again, right?

[00:33:16] Jason: Right, yeah, it's all about motivating them to do it again.

[00:33:19] There's the idea you had mentioned before to incentivize, which is to throw money at them, right? But sometimes what really means even more to people is recognition. Like on disc assessments, for example, they have an economic score and most people's economic score is low.

[00:33:33] Now this is B2B business owners. Economic score is generally high for most entrepreneurs and business owners and for salespeople. So realtors for sure. Generally everyone besides entrepreneurs and salespeople have a low economic score and which means they are recognition motivated. And so it's the gesture of doing something to show recognition.

[00:33:54] Everybody likes recognition. Some people like money more, but if you do both, yes, then you're going to create a really solid incentive for these people.

[00:34:03] Brandon: How do you recommend that people recognize those that give them a referral? Do you have a system for that?

[00:34:08] Jason: I mean, I think the things that you mentioned are pretty solid, like a thank you card or something, but I think more. Depth is where magic happens. And so the deeper right so sending a card, that's nice, right? And that's a little deeper than an email, right? But the greatest depth would be "hey, let me take you out to lunch I really want you to know that I appreciate it," and looking them in the eye and expressing it would be the greatest step because there's more human connection and people like we mentioned before crave this nowadays and they will remember that forever. You know, I got chills just saying all that.

[00:34:42] Brandon: Oh, I like it. Yeah. You know, one of the things we recommend too, is you give them a shout out on social media, right? I mean, you were just talking about the power of social media and here's why I love this strategy. When you recognize a referrer on social media, "Hey, I just wanted to give a shout out to Bob Williams, right? Bob recently referred over this client and we were able to help them with 10 of their clients. Properties. And we're so excited to be working with them. They're awesome people. So thanks again." Right. What are you doing there? Number one, you're feeding that, that dopamine hit right, of giving them that recognition.

[00:35:18] You're doing it publicly by praising them. They're also going to tap into their relationships because birds of a feather flock together and that investor often will know others or that person will often know others who are investors as well. And you've also created social proof at the same time, right?

[00:35:39] Somebody is trusting you enough to give you referrals. That social proof is good for you and for them. So if you can praise them on social media, if you do a newsletter, you can incorporate that. I started doing that back in 1997, right?

[00:35:55] Where I did a week newsletter update on interest rates. I was in the mortgage business, but every week. I would include the people and thank the people that had referred me business. And what that did is it started to communicate and it was typically realtors, right? And what happened is other realtors would see that if they would be on my newsletter list and they're like, "Oh, Norma Reardon is sending business to Brandon. I've done business with her. She's high quality. If she trusts Brandon, I can too."

[00:36:25] Jason: Ooh, that is a clever, backwards evidence of social proof right there. That I love, that's clever. Yeah. Smart. Yeah. I like it. You've got a lot of ideas.

[00:36:36] Brandon: There's a few of them. You can pick up the book, Raving Referrals. Most of them are in this book. We haven't done one specifically for property managers. We need to think about that, Jason. We've got raving referrals for dentists, raving referrals for mortgage pros, and we're working on raving referrals for real estate agents right now.

[00:36:54] Jason: Hey, you want to coauthor a book? Let's get together and have that conversation... magic happen. So, yeah, and I think there's some cool stuff we could do together to do some referral magic. So, very cool. Well, before we wrap up anything else that you want to add, share, how can people get in touch with you? You know, anything you want to say about HOA.

[00:37:14] com. This is your guy.

[00:37:16] Brandon: So best way to get in touch with me is at BrandonBarnum.Com. I'm sure you'll put that in the show notes on BrandonBarnum.Com. You can get the referral partner blueprint. So there's a link to download that. You can take the referral score quiz. That'll take you one to two minutes.

[00:37:33] You'll rate yourself on the scale of one to 10 on the 10 best practices. And I guarantee. There's a couple of blind spots that are going to help you. The other thing you just mentioned, disc, this is a magic trick. This is called bank code, and this is a personality system that we teach. It helps you close more sales in less time and we did a research study to find out the impact of customizing your conversations and presentations for realtors on their listing conversions. And on average they increased their listing conversions by 123%. So more than doubled their closing ratio on listing conversions by understanding the personality style of the people that you're serving and selling and by customizing your conversation to the style that their brain makes buying decisions will help you close more sales in less time.

[00:38:31] And you can take that bank code assessment. It's free. It'll take you 60 seconds and you can do that on brandonbarnum. com as well.

[00:38:39] Jason: Cool. All right. I will definitely check it out. All right, Brandon. Grateful to have you on the show. This was a pleasure. Appreciate it. And I think we'll definitely be connecting after the show.

[00:38:50] So, all right. I love it. Thanks for having me, Jason. Appreciate it. Thanks for being here. So property managers, if you are a property management entrepreneur and you're struggling to add doors, you're adding plenty of doors, but you're struggling to figure out operations and you want to get your business to be what I call infinitely scalable, where you can continually add doors and stop stopping your momentum and break that hundred or thousand door barrier and hit your goals and achieve your dreams then reach out to us at DoorGrow We are helping people do this every day. This is what we do and we're confident that we can help you do it If you are positive and if you're active and willing to take action, we can help you get there.

[00:39:27] So reach out to us at doorgrow. com and until next time to our mutual growth. Bye everyone.

[00:39:32] you just listened to the #DoorGrowShow. We are building a community of the savviest property management entrepreneurs on the planet in the DoorGrowClub. Join your fellow DoorGrow Hackers at doorgrowclub.com. Listen, everyone is doing the same stuff. SEO, PPC, pay-per-lead content, social direct mail, and they still struggle to grow!

[00:39:59] At DoorGrow, we solve your biggest challenge: getting deals and growing your business. Find out more at doorgrow.com. Find any show notes or links from today's episode on our blog doorgrow.com, and to get notified of future events and news subscribe to our newsletter at doorgrow.com/subscribe. Until next time, take what you learn and start DoorGrow Hacking your business and your life.

A lot of the property managers we talk to who want to grow say the same thing, "I just need more leads."

In this episode of the #DoorGrowShow, property management growth experts Jason and Sarah Hull discuss the 6 major leaks that property managers can have in their sales pipeline and why they don't just "need more leads."

You'll Learn

[06:22] 1. Positioning

[10:14] 2. Perception

[11:19] 3. Presence

[15:30] 4. Pricing

[18:18] 5. Purpose

[20:24] 6. Pitch

Tweetables

"Does it make sense to turn on the hose full blast if there's all these leaks?"

"People want to work with a specialist. They don't want to turn over their biggest assets ever and their financial future to somebody that's dabbling in property management."

"If your reviews are good, it backs up everything that you say in your sales pitch."

"Are you clear on your personal motivations for why you have this business beyond just getting money?"

Resources

DoorGrow and Scale Mastermind

DoorGrow Academy

DoorGrow on YouTube

DoorGrowClub

DoorGrowLive

TalkRoute Referral Link

Transcript

[00:00:00] Jason: Get these things dialed in and shored up and what you'll find is: you may not need nearly as many leads.

[00:00:05] You won't have to spend nearly as much money on advertising or any money.

[00:00:12] Welcome DoorGrow property managers to the DoorGrow show. If you are a property management entrepreneur that wants to add doors, make a difference, increase revenue, help others, impact lives, and you are interested in growing in business and life, and you're open to doing things a bit differently than you are a DoorGrow property manager.

[00:00:32] DoorGrow property managers love the opportunities, daily variety, unique challenges, and freedom that property management brings. Many in real estate think you're crazy for doing it. You think they're crazy for not, because you realize that property management is the ultimate high trust gateway to real estate deals, relationships, and residual income.

[00:00:54] At DoorGrow, we are on a mission to transform property management business owners and their businesses. We want to transform the industry, eliminate the BS, build awareness, change perception, expand the market, and help the best property management entrepreneurs win. We're your hosts, property management growth experts, Jason and Sarah Hull, the owners of DoorGroww, and now let's get into the show.

[00:01:19] Sarah: We wore DoorGrow colors today.

[00:01:20] Jason: Oh, we did. For those

[00:01:22] that can see us. We're wearing DoorGrow colors. It's not on purpose. Yeah. Green and blue. All right.

[00:01:27] Sarah: I wanted something easy. It was like, let me get a comfortable dress that looks nice, but it's comfortable. Ladies know what I'm talking about.

[00:01:34] They're like, "yeah, those are awesome. That's this."

[00:01:37] Jason: Okay. It's good to know. So we were talking about what we should talk about today. And one of the things that I've been doing on sales calls in conversations with potential clients is taking them through a diagnosis and diagnosing the front end sales pipeline of their business.

[00:01:56] The challenge is a lot of people come to us that want to grow. We're called DoorGrow. So we certainly can help with that. We've been doing that for a long time. One of the things we've noticed though, is that a lot of times people think, "I just need more leads." They just think they need more leads. And some of you are just going to be listening to this, so I'm not going to do a drawing, I'm going to explain what I would usually draw, but I usually draw like a spigot, or a faucet, or whatever you call it, and a hose attached to this, and this long hose, and then a like a plant pot at the end of this hose that you're trying to water a little tree or something.

[00:02:30] And I usually put fruit on it because that's your business and you want to get something from it. Like you want it to bear fruit, like make you money or something. Right. And so we've got this tree we want to grow and we've got this pipeline. This is our sales pipeline, this hose. And we think we just need to turn on more water.

[00:02:46] Right. It seems to make sense. What I've realized though, over time is we used to do lead generation for property managers. Like that was like a offering that we had, a core offering that we had for our clients. So we would help them just turn on the hose, like full blast. We'd help them turn that on and they wouldn't be able to get business.

[00:03:05] They wouldn't be able to get enough water to grow their business. Like it wasn't working and it wasn't the leads. It wasn't the lead generation necessarily. It was the hose. They had like all these major leaks that were preventing it. So over time, I started to see like, they'd be like, "well, it's not working."

[00:03:19] I'm like, "well, you're not even answering your phone," or "you're waiting 24 hours before responding to a lead. And it's only good for like 15 minutes." And there was just all these leaks and problems. And there were some bigger, more macro level problems in their sales pipeline.

[00:03:32] Like their pricing was terrible, so it was off. Or their branding was off. And so people were like, "well, yeah, but they look like a real estate company," or their website was awful and it would send traffic to their website and it was just leaking money. And so the fluid, if you will, that flows through the pipeline.

[00:03:51] Is five currencies, time, energy, focus, cash, and effort. These are what you have to invest. And if you're shelling out a bunch of money, time, energy, focus, all of these things, right into the pipeline because you're just turning it on full blast, it's just going to leak out and you're just wasting all of that.

[00:04:09] You're wasting time. You're wasting money. You're wasting your energy. Right. And it, and a lot of businesses are like, "I just need more leads." So I call this the leads myth. And so we found it to be effective is to start looking at the business and if they come to us saying, "Hey, we want to grow."

[00:04:24] "Okay. How would you like us to help?" They're like, "we need more leads."

[00:04:27] "okay, you may need more leads, but first, does it make sense to turn on the hose full blast if there's all these leaks?"

[00:04:34] "What leaks?" Right?

[00:04:35] "Okay, well, let's take a look at your business and see if you have any of these." So we thought today we would get into some of these leaks so you can self assess and figure out, all right, how's my business doing?

[00:04:43] We're going to do the quick, super fast version of this. And I recommend you set up a longer call with our team so we can go through this. Okay?

[00:04:52] Sarah: Oh, or if you want the short, shorter version and you're like, "Hey, I want to see it. It's visual." then go to YouTube on our YouTube channel. We have a video that we created about this and our hose just died and like, I think it froze over the winter and we went to go turn it on and everything was leaking. So then we were like, "Oh, Well, before we throw the hose away let's make a video because this is what we talk about all the time."

[00:05:16] Yeah. So we did make a video. So if you want to visually see this and watch Jason get water everywhere and make a big mess, then watch a video.

[00:05:25] Jason: It's pretty goofy. So if you wanna laugh at me or make fun of me, that'd be a good one to watch. So just go to youtube.com/doorgrow and go to the playlists that we have and then go to funny videos and I'm sure you'll enjoy laughing at me and Sarah laugh at ourselves, especially.

[00:05:44] All right. So let's chat about this, these leaks. So these are some of the things that may be preventing you from closing as many deals, and you may have plenty of leads, but you may not be closing as many as you could be. And so these are some of the leaks. So, there's six major leaks that we focus on in our Rapid Revamp class, and if you're interested in this class where we help you shore up all of these leaks so that you can more easily grow more quickly without even changing whatever lead generation stuff that you're already doing or what's working, this will increase the output of what makes it through the hose and to grow your business Okay, so the first leak at the very beginning, and these are all blind spots the most businesses have is Positioning and so in positioning, we focus on the brand branding And so what are some of the things related to branding?

[00:06:37] Sarah: Well, the big one that we see a lot, and we did a video about this too is what is the name of your company? Is it something "real estate, realty, properties, investments, assets, solutions," things like that. So if any of those is how your brand name ends. then that could be a very potential big issue in your branding.

[00:07:05] And you could be turning people off before they even decide to have a conversation with you.

[00:07:10] Jason: Yeah. People want to work with a specialist. They don't want to turn over their biggest assets ever and their financial future to somebody that's dabbling in property management but is primarily focused on real estate.

[00:07:21] So if you have realty real estate in your name, for example, you have a significant leak here. So if a hundred percent flow through would be the ideal, you have maybe a 50% right at this stage. There's this there's loss. Is your name generic to the location? For example, you're Phoenix Property Management in Phoenix.

[00:07:39] Or is it generic to the industry like property management inc? Sorry guys. Or real property management, right? These things are really difficult to remember right generic names. And that hurts word of mouth and it hurts people telling people about your business and all that kind of stuff, right?

[00:07:55] So is it unclear that it's property management? Like Sarah mentioned, like maybe we're "Prestige Properties or Radiant Rentals." Radient Rentals, "oh, do you do bouncy houses and like chairs and stuff for weddings?" Right. So there might be confusion there in the marketplace, or do you have a overly common name? Could be a problem. Like lighthouse, just Google lighthouse property management, and there's like a bazillion companies all over the place that want to be a lighthouse.

[00:08:19] And so they all get mixed up and confused, right? Because property management is a kind of a global competition. Even if it's only focused on a local market, right? You're getting investors from overseas sometimes you're getting investors from out of state. And so if they're trying to find you, "Oh, well, they said their name's light- oh man. There's a lot of lighthouse. I don't know." Right. And these are just some of the challenges with branding that we teach in our branding secrets and helping clean that up.

[00:08:45] Sarah: Yeah. And one of the worst things is if they're looking for you and then they find a competitor instead, or they find the same or a very similar named company, but they're nowhere near your market.

[00:08:59] Because then what happens is you're now connected to this other company. Even if you're like, "well, I'm in Tennessee and this other company, yeah, but they're in like Nevada." Well, Oh, okay. You would think the distance alone would be enough to separate the two, however, we have to remember that sometimes people make mistakes and sometimes people don't read, right?

[00:09:22] So if an angry tenant from that other company is like so fuming and they get on and they're like, "I am leaving a horrible review" and it hits your company just because you have a similar name and they didn't bother to read. Now we have issues.

[00:09:36] Jason: And there's lots of other challenges. You could have your name, like some clever misspelled name, like a barbershop called haircutz with a Z.

[00:09:43] Sarah: Like my biggest pet peeve.

[00:09:44] Jason: Like there's lots of ways you can screw up branding.

[00:09:47] Sarah: Spell things correctly. Don't get cute.

[00:09:49] Jason: Or acronyms. Acronyms aren't super effective. Like PMI. Sorry guys. All right. So let's go to the second leak. So give yourself a rating on that. Like just a quick judgment, like on a scale of zero to a hundred, how effective is your brand in being memorable and in word of mouth and whatnot?

[00:10:07] So maybe it's 50%. Maybe it's totally off in the category. Maybe it's worse. Maybe it's like 20, 30%. Next perception. This is reputation. How are you perceived online? What are your ratings maybe on Yelp, on Google, on Facebook? How many reviews do you have in relation to your competition? And what is your rating? So quantity diversity, do you have reviews on lots of channels? How do you compare to your competition in your local market? Because people are going to check you out. They're going to judge you. And if your reviews are bad, even if everything else you do is amazing, this can put, be a significant clamp in the hose.

[00:10:45] And if your reviews are good, it backs up everything that you say in your sales pitch.

[00:10:50] Sarah: And if you have no reviews at all, this is also an issue. Yeah. So sometimes people go, "Oh, well, like I'm brand new. I don't have any reviews, so I don't have that problem yet." It's still a problem. It's just a problem in a different way.

[00:11:02] Jason: So let's go to number three. So give yourself a rating on that. Zero to a hundred. Where are you at in relation to your competition? Are you the best reviewed company in your market? Are you like somewhere in the middle? Are you the worst, right? Or do you have no reputation, right? How are you perceived?

[00:11:17] All right. So you have a number there. All right. Number three, presence. This is the website, right? Your online presence. So there's a lot of different roles related to the website. I'll, I can throw out a couple, a few real quick. If you really want to grade your website, and not just like how much does Google like it?

[00:11:36] Not that if you want to grade your website, how much people like it, how effective it is for capturing business, right? How big of a leak do you have in the hose? Go to doorgrow.com/quiz and take our website quiz and grade your website. Do this, you might have a brand new, beautiful, amazing website and it's like just hemorrhaging and leaking money.

[00:11:59] All traffic feeds to the website, right? Your reviews feed to the website. Everything goes there. Your ads feed to the website. Take a look at this leak and get your grade and see what it is. And we're happy to then get on a call with you and tell you why your website sucks, help you figure out like how to make it better.

[00:12:16] So, couple of quick things. It should answer three core questions like above the fold when they first land on the page, what you visibly can see in on the screen should answer that there are three core questions, which is, "do you do what I need in the place I need it? What do you do and where?" And second, "why should I choose you to do it over your competition?" And then third is "what do you want me to do?" There should be some sort of call to action. Most websites don't even have those three really basic things, three basic questions that people have. So that's a great starting point And then there's other things like how many menu items do you have?

[00:12:54] If you have too many menu items, it actually decreases conversion rates. Do you have like distractions like social media icons and different things trying to send people away from your website which can decrease conversion rates and getting business and leads. Do you have trust symbols and social proof and testimonials and things that increase conversion rates?

[00:13:14] Do you have a lead capture form on the page? We've studied this for well over a decade. We've studied this the top website companies that target and focus on property management try to copy our stuff without understanding the psychology behind it and try and copy our designs.

[00:13:33] I believe we build the most effective and the most beautiful websites in the industry. And so if this is an issue, DoorGrow can help you with this. So, talk to us and get a new website.

[00:13:44] Sarah: Before we move on, I just learned this yesterday, I think yesterday or the day before. So if your website was once amazing.

[00:13:51] And you're like, "no, my website is great. It's so awesome." But it's old. Then it's not doing you the good that you think it is. And maybe at one point it was, maybe it was so fantastic. But now all of a sudden, if things seem like they dried up a little bit, it could be that it needs a little bit of a refresh.

[00:14:10] And apparently the shelf life on a website is about two to three years and then it needs. To be redone.

[00:14:17] Jason: Yeah, this is true. I've forgotten about this. I'm totally aware of this, but I just, I forgot that other people don't realize this. And so websites have a shelf life just like fashion does, just like anything else does.

[00:14:30] And so websites start to look stale or out of date or old and create the perception of being old too. So a lot of people don't perceive that their website is actually looking stale and looking old and causing issues for them, right?

[00:14:45] And people will perceive you, "Oh, this company's more modern and we're up to date or fresh or is with it or gets it, and this company it looks like they've been in business forever, maybe. They're using old techniques and they don't know what they're doing, right? So make sure your business is no older than maybe two to three years.

[00:15:03] It's probably time.

[00:15:04] Sarah: Not your business. Your website.

[00:15:05] Jason: Yeah, sorry.

[00:15:06] Sarah: If your business is three years...

[00:15:09] Jason: just get rid of it. So if your website, usually people will go until about five years. By five years, it's usually visibly painful, and this is usually where business owners reach out to us for a new website.

[00:15:22] If your website is five years old or older, it's due. And you know it, like you can look at it and go, "this doesn't look fresh." All right. So good point. All right, next is pricing.

[00:15:32] Sarah: I love the pricing calls that we do. They're so good.

[00:15:35] Jason: It's such a magic trick.

[00:15:35] Sarah: And also people get stuck here for a really long time.

[00:15:39] Jason: Yeah, so most pricing, just to be clear, is set by companies focusing on the worst people in the market. They're focused on the cheapos and they're focused on what they can capture through internet marketing, which are the worst leads. And so the cheapos are really price sensitive.

[00:15:56] So it creates this sort of downward race to the bottom in terms of price. So, most people typically do a 10 percent in most markets. Maybe a little less than that in really high rent markets, or they'll do some sort of flat fee. So, Most pricing is not good and it's probably similar to what everyone else in your market is doing, and so you look the same as everybody else.

[00:16:17] So there's unique methodology in doing pricing. And so we focus on our unique blend of what we call a three tier hybrid pricing model, which focuses on three different types of buyers psychologically and creates a proper incentive to get more high rent properties, less lower end properties and it lowers your operational costs, right?

[00:16:41] Because the higher rent properties generally have a lower operational costs and they make you more money. Right. And so your pricing model is probably unknowingly incentivizing you getting on some of the worst clients and the worst properties and not helping you to set yourself apart from the competition.

[00:16:58] So we've never had anyone really come to us with good pricing, never. And so we've always helped people clean this up. And then they close more deals more easily at a higher price point. And you might think that's crazy, but that's what we do.

[00:17:11] Sarah: And they tell us that!

[00:17:12] Jason: Yeah.

[00:17:12] Sarah: We're not just saying it.

[00:17:14] Like our clients tell us that they're like, "Oh, I didn't think I was going to do this and I didn't want to and I didn't even think it was going to work, so I figured I'd try it and then i'll just change it back when it doesn't work," And every time, they are so surprised and they love it and they're like "man I really wish I did this sooner."

[00:17:30] That would have been so much better if I did this.

[00:17:32] Jason: They usually get a significant number of their clients upgrading to a premium tier so they're making more money off their existing portfolio right away. And so usually pricing's this magic trick we can pull out of our hat that we can immediately pay for if they have a decent number of clients.

[00:17:47] We can immediately pay for our program and our program's now basically free, right? So let's get into the next one. So rate your pricing, if it's typical of everybody else then maybe you give yourself, if you want you can give yourself a 60 70 percent or something like that, but I would say it's a 50 percent because the profit margin difference can be pretty significant, right?

[00:18:08] But give yourself some sort of rating if you're cheaper than most of your competitors give yourself below a 50 percent Like you're worse than everybody else. So give yourself a number there. What's your leak? All right next:

[00:18:18] Purpose. This is the most important thing that we take clients through. This causes not just a leak in your sales pipeline, but it causes a leak with your team and a leak with financials. It's one of the greatest profitability hacks.

[00:18:30] It's one of our greatest. Sales hacks, and it sounds like woo fluffy BS, but purpose is the most significant thing that we do in companies. And our clients tell us this was the most significant thing that we did. So what do you want to say about purpose?

[00:18:45] Sarah: Yeah. So this is usually where we start in our rapid revamp and then, and only then can we then continue on with the rest of the class because everything stems from this. So if you're trying to fix your pricing and you don't understand your company culture yet, it's not going to make sense because you're going to have to redo your pricing. If you're trying to fix your website and your branding and your online perception, but you haven't figured out. the foundation of where all of these other things come from, then it doesn't matter because you're going to have to go back and fix it anyway, because you don't really have clarity on that. But once you get clarity on that, everything else becomes so much easier now.

[00:19:23] Jason: Yeah. So the way to score this is, some questions you might ask are do you have maybe three or four core values defined?

[00:19:31] If you have a lot more than that, then give yourself a lower score because that means really, it means nothing. Do you have a clearly defined mission for the business? Are you clear on who you're targeting and is it clearly defined and written down? Like, how do they know what a good client looks like versus a bad one?

[00:19:46] Right. Are you clear on your personal motivations for why you have this business beyond just getting money? That in a way that you could relate it clearly your personal why? Are you clear on the business's purpose or your team? Right? So do you have a ceo decision making guide so others know how you think on your team, right?

[00:20:03] There's a lot of different things that deliverables in the purpose Weeks in our rapid revamp that we help businesses define, and it changes the profitability. It changes everything in the business. So based on these questions, give yourself a rating on zero to 100 percent and figure out where you're at.

[00:20:19] And if you don't have a lot of these things defined, then give yourself a pretty low grade, right? Next is pitch. So purpose feeds into the pitch and so you need those things defined. But what's your sales pitch like? Is it basically just answer questions and then hope they sign up?

[00:20:35] Which is bad. That's pretty weak, right? Or do you, for example, like us have a four phase process that's systematically like getting clear on what they need and breaking things down and then figuring out like how to deal with objections and et cetera. Right. What's your sales pitch? How effective is it?

[00:20:53] Do you have visuals that maybe facilitate that, et cetera? Right. So if you feel like you have a high close rate, right. But it's just warm leads like a referral. You're you have a really high close rate, that doesn't mean you have a good pitch. That doesn't mean you're good at selling. That just means they were a warm lead, right?

[00:21:09] So in dealing with colder leads or where it's competitive or they're looking at you and several other competitors, how good are you at convincing them to use you over everybody else? May help you see how effective your pitch is right on colder leads or more lukewarm leads, right? So give yourself a rating on pitch.

[00:21:25] Anything else related to pitch

[00:21:27] Sarah: So I'll just one more time reiterate the company culture, you can't have a good sales pitch if you don't first know your company culture. Yeah. So if you're like, "Oh wait, like my pitch is so good. I can close anybody." You're missing your company culture and you do not have that piece defined, there is no way that you can have a great sales pitch, at least in the way that we teach it. So we have the golden bridge formula. You can not do the golden bridge formula if you do not first understand your why and your business why. You don't have those two pieces? You're not doing the golden bridge. And without the golden bridge, sales just gets hard. It just gets hard. And then it's like, "well, like I don't want to be pushy, but also I want to close deals and I have to sell people and like, I don't know, I'm in this loop I don't understand why I can't close things and like, this should be easier." And then people go and they take a bunch of courses to learn how to do sales better.

[00:22:23] You can just have a better sales pitch.

[00:22:25] Jason: Yeah. Good point. So to sum all this up, all of these leaks are leaks in trust. And if in your pitch, for example, you are trying to sell property management, you're selling the wrong product. Nobody really cares about property management. That's not what they want to buy.

[00:22:42] And so what they really want to buy is peace of mind or safety and certainty. They want to buy, they're buying their trust in you. They want trust. And so all of these leaks in the pipeline relate to trust. They're all trust leaks, sales and deals happen. You could write this down, tattoo it on your forehead.

[00:22:59] Don't do that. Put it up on your wall. Sales and deals happen at the speed of trust. And so if you have any of these major trust leaks, you are just wasting time, energy, money, focus, cash effort. Right. And so let's get these leaks all shored up. It doesn't make sense to keep putting blood transfusions into somebody when they have their arm chopped off and they're just hemorrhaging blood.

[00:23:22] That's pretty gruesome, but

[00:23:24] Sarah: yeah

[00:23:24] Jason: Stop the bleeding first. And then, "Hey, it makes sense now. Now that we've stopped this major bleeding, let's now take care of things. Right?" And so get these things dialed in and shored up and what you'll find is: you may not need nearly as many leads.

[00:23:39] You won't have to spend nearly as much money on advertising or any money. Our clients don't, most of them don't spend any money on ads or lead generation, and they actually had doors faster than their competitors that are. And so this is the starting point. Get this stuff cleaned up. It's like sharpening the ax first, before you go and chop down trees, do the smart thing first and everything else becomes easier.

[00:23:59] And this really is lubricating your entire sales process. Everything flows through a lot easier. And so you could double your deals flowing through without changing any of your lead sources that you've already got going right now, just by shoring these up. And so get these blind spots dialed in and reach out to us at DoorGrow.

[00:24:15] And we'll tell you about a rapid revamp program where we tackle each of these leaks in two weeks, two weeks for each leak. And so it's a 90 day program. It's really rapid and it will transform the front end of your business forever. Okay. That's it. So you can find us at DoorGrow. com and until next time to our mutual growth.

[00:24:35] Bye everyone.

[00:24:36] you just listened to the #DoorGrowShow. We are building a community of the savviest property management entrepreneurs on the planet in the DoorGrowClub. Join your fellow DoorGrow Hackers at doorgrowclub.com. Listen, everyone is doing the same stuff. SEO, PPC, pay-per-lead content, social direct mail, and they still struggle to grow!

[00:25:03] At DoorGrow, we solve your biggest challenge: getting deals and growing your business. Find out more at doorgrow.com. Find any show notes or links from today's episode on our blog doorgrow.com, and to get notified of future events and news subscribe to our newsletter at doorgrow.com/subscribe. Until next time, take what you learn and start DoorGrow Hacking your business and your life.

If you have a property management business, and you struggle in a particular area, you might benefit from a small mindset tweak.

In today's episode of the #DoorGrowShow, property management growth expert Jason Hull talks briefly about figuring out what you need to focus on in your business.

You'll Learn

[02:25] You might not actually have a PM business

[05:48] Getting clarity on the 6 core functions

[09:35] What should you be focused on in your business?

[12:18] Figure out what you have been neglecting

Tweetables

"If you're doing long-term management, I want you to ask yourself the question, "What business am I really in?"

"You have to do what the business needs most, regardless of the customer."

"If you don't have a good planning system… you will always be focused somewhat on the wrong things."

"If you understand the game of business, it's always changing."

Resources

DoorGrow and Scale Mastermind

DoorGrow Academy

DoorGrow on YouTube

DoorGrowClub

DoorGrowLive

TalkRoute Referral Link

Transcript

[00:00:00] Jason: So you need to realize what business are you actually in right now? And a lot of times it's not the one you're focused on in this moment.

[00:00:08] Welcome DoorGrow property managers to the DoorGrow show. If you are a property management entrepreneur that wants to add doors, make a difference, increase revenue, help others, impact lives, and you are interested in growing in business and life, and you're open to doing things a bit differently, then you are a DoorGrow property manager. DoorGrow property managers love the opportunities, daily variety, unique challenges, and freedom that property management brings. Many in real estate think you're crazy for doing it. You think they're crazy for not because you realize that property management is the ultimate, high trust gateway to real estate deals, relationships, and residual income. At DoorGrow, we are on a mission to transform property management business owners and their businesses.

[00:00:53] We want to transform the industry, eliminate the BS, build awareness, change perception, expand the market, and help the best property management entrepreneurs win. We're your hosts, property management growth experts, Jason and Sarah Hall, the owners of DoorGrow. Now let's get into the show.

[00:01:12] So today you may notice in the background, I'm in a little bit different of a place. I am at an Airbnb. This is my Airbnb. So this is a rental property. And so we got an Airbnb at DoorGrow so that we could have client events. And bring clients in and do some little, small group things, masterminding things.

[00:01:33] And so I'm now experiencing what it's like to have a short term rental. And some of the challenges with that and the challenges with getting a management company to manage it and making sure our concerns are met. So i'm seeing all the different sides of this which is interesting. And some of you are old hats at this like you have way more experience than me at this stuff. So if you have tips, cool.

[00:01:56] Send me a DM and say, "here are the best tips about short term rentals." So what I've learned is it's primarily a cleaning game. Like this is one of the big things. It's about cleaning. It's about making sure you have a good cleaner. You have a good inventory. I want to point this out.

[00:02:13] So what I think is really interesting is that a lot of times we think we're in a particular business and we think that the goal of this business is a particular thing, but if we're smart, we eventually figure out we're in a different business. And shout out to Alex Hormozi. I watched one of his videos the other day and we were in mastermind together before, and he's a brilliant guy. Like I love learning from him. One of the things that that I learned recently that I thought it was really interesting is that a lot of times we think we're in a particular business, but we're actually, if we learn the game, we're in a different business. So he shared an example where there was a business owner that was focused on a particular business and they had plenty of sales, plenty of leads coming in. It was easy for them to get business. And he was like, "well, then what's your biggest challenge?"

[00:03:01] And he said, it's talent. It's like getting the right people. And I think this is very related to short term rentals. I think short term rentals are very much like this. I think the idea is most think that you're in a rental property business if you manage short term rentals, and you may need to get rental properties to manage for sure.

[00:03:20] That could be a little bit of a challenge, but I think there's a lot of short term rentals out there and a lot of them do not enjoy the high pace of turnover, doing all the laundry, having to get good cleaners. The challenge, really the biggest challenge I think from my perspective so far is this is really largely a cleaning business.

[00:03:43] It's about the cleaners and it's not just about cleaning or a cleaning business. It's largely about good talent and getting talent. So it's really a talent acquisition business. It's a hiring business. Being able to get really good team members and build out a cleaning business because you need control over it. When you're doing a third party, there's gonna be a lot of markup.

[00:04:05] You can't control the outcomes or the output, then you're like having to switch companies all the time I talked to a guy the other day with 50 short term rentals and they said they've got one company. It's really good. They do everything well, and the other company sucks and they said they have gone through five different companies already just to find the one that's okay and somewhat mediocre and they have one good one.

[00:04:27] And so I said, "you have that many rentals and that much cleaning going on. You really need to start your own cleaning company." And so one, they don't realize they think they're a property management company, but really what they need to become, what's holding them back in progress right now is because they feel they could get more rentals. Like that's not an issue. It's cleaning. They really are in the cleaning business. And then once you build this cleaning business, you realize, "well, I'm not really in the cleaning business." Once you have a cleaning business, "what business I'm really in is talent acquisition. I'm in the talent acquisition business."

[00:05:02] I have to find the right talent or the right people, so I'm really a hiring or an HR organization is the bigger challenge. And so that's really the business that you're in. Right. And so we need to pay attention. So if you're doing long term management, I want you to ask yourself the question, "what business am I really in?"

[00:05:20] And it might be the thing that is the most difficult for you right now. It might be your team. You think you're in the property management business, but you're lacking leads. That's the weakest area of your business right now is getting more leads. So that means your business really, if you really get honest, your business needs to be a lead generation business. That's really what your business is. It's all about lead generation and you're distracted by keeping it a property management business. So if you imagine these six core functions I've talked about before search six core functions and DoorGrow on YouTube, you can find one of my podcast episodes about it.

[00:05:57] If you look at these and the six core functions real quick are lead gen, nurture, conversion, delivery, lifetime value, and financials. What I see a lot is people will be like, "man, I need more leads, I need more leads." And if we were to rank all these different functions on a scale of one to five, then usually what they'll see is that delivery and fulfillment is a four or a five. You're like really focused on property management, like doing delivery, making sure you're doing leasing and maintenance and inspections, all this, and you're doing a great job. But lead gen, then you would rate as a one like being worst, right? And you're not getting leads.

[00:06:34] I see this a lot. And so you're so focused, "I have a property management business, so I always need to be perfect in property management, but I'm starving and I'm not getting more business because lead generation really is weak." I want you to imagine each of these functions as if it's one of your children, and what you're doing is stupidly feeding and keeping this one child super fat while your other one is emaciated and like starving and looks like a skeleton and is begging for food from you.

[00:07:05] And you're like, "well, I gotta keep giving this one the food, because they're my favorite. They're the one I'm focused on right now." That's not healthy decision making is a business owner. You have to do what the business needs most, regardless of the customer. You have to do what the business needs most.

[00:07:21] And if you do a better job at doing what the business needs most, yes, the delivery may slip down to a four, maybe even to a three temporarily, but that's better than having a one in the business, where things are terrible because you need all six of these functions. If your financials are really weak, right?

[00:07:41] Your sixth function, then maybe you need to work more on generating revenue, or you need to increase the lifetime value, which is one of the functions and charge your customers more. Like you've got to figure out what does the business need most right now? And you need to focus on that. So if right now you think you have a property management business, you might really have a lead generation business and you're avoiding that fact.

[00:08:04] And so you need to pay attention to lead generation. If you have plenty of leads and business coming in, but delivery and fulfillment's maybe like a three and you're not doing a great job there. So you don't really have integrity and you feel like you're like trying to sell something that deep down is not great.

[00:08:20] Then really, you have a delivery and fulfillment business. You need to focus on the property management aspect. So if financials are not healthy and you're not clear on your financials and you don't look at your bookkeeping and you don't look at your P and L and you don't even know what a P and L is, or you don't look at your balance sheet or you don't understand how you're doing financially in your business, then maybe that's what's holding you back. It's the thing that you are not focused on. That's holding the business back. And so you really have a financial and accounting business. That's really the business you are in. And until you wake up and realize that you will always have financial and accounting problems constantly. You'll be taken advantage of. You'll have people embezzle funds maybe even. You will like lose money. Like you will not be clear on your financials unless you really own up to the fact that this is a financial business. What do people pay you for? They pay you for an owner statement.

[00:09:17] That's accounting. They want to look at the numbers. And if you can't do that in your own business, then you're going to have problems with all of your clients financially, maybe as well. They're not going to want to stick around. So you need to realize what business are you actually in right now? And a lot of times it's not the one you're focused on in this moment.

[00:09:35] So I hope this has maybe created an epiphany for you. So for example, for me right now, we've got a decent amount of leads coming in and I've been heavily focused on sales. But the big frog that I've not been wanting to eat is really focusing on lead generation. Like we've done really great on social media.

[00:09:53] I've made millions off of social media. We've done really great in our little conferences we've done recently, but really we are a lead generation business. I need to really learn lead generation and learning ads and probably turn around and start learning how to do ads and that for my customers.

[00:10:17] It would be another growth channel that a growth engine besides all the organic stuff that we do that's really effective. And so I really right now DoorGrow is a lead generation business and I need to focus on lead generation, right? That's where my focus needs to be. We spent the last several years focused on delivery and fulfillment and being a coaching business because before that we didn't really realize we were a coaching business.

[00:10:43] We were doing website projects and cleaning up branding. And so we thought we are a branding business or a website business, but we are a coaching business and so we put a lot of energy and effort into really developing that side of the business that was not as strong. And so now we are a phenomenal coaching business.

[00:11:03] We're great. We have more client results than any other coach or consultant in the industry. We need to now feed that more. We need, now we're shifting and the business is not coaching business, at least not to me. It is a lead generation business. I need to focus on generating leads to get more businesses, more property managers into our programs so they can experience the awesome results.

[00:11:26] Once we have enough leads, then we'll be a sales business. It'll be all about sales. So that's also been a focus of onboarding a new sales person right now. And we just had a new sales person that came in. There was a great culture fit, but they weren't the right personality fit.

[00:11:39] They're like, I don't really like doing this. And I was like, "Dang it." We thought you'd be great. And so we had two that we're onboarding. Now we're onboarding one. Now I need to go back to hiring. Okay, so this is the game of business. And if you understand the game of business, it's always changing and you can't keep feeding the one fat child that is already fed. You need to feed the starving ones in the business. And you always focus "where's the biggest constraint?" It's the hungriest child in those six core functions. Lead gen, Nurture, follow up, nurture, conversion, closing the deals, right? Sales, delivery, and fulfillment, lifetime value, and then financials, right?

[00:12:18] So figure out where your attention needs to be. What business are you actually in? What have you been avoiding and ignoring, thinking mistakenly that you're a property management business? Or that you're in an owner pleasing business or that you're in a tenant pleasing business. What business are you actually in?

[00:12:37] And until you figure that out, your business will stay stuck indefinitely and it will be a grind and it will be difficult. This is why at DoorGrow, we are constantly innovating. We are constantly doing our core functions. We do this every quarter in depth, in detail. This is part of our planning system. If you don't have a good planning system like this, you will always be focused somewhat on the wrong things.

[00:13:01] And so that's why the business isn't progressing and moving forward. So hopefully this gives you a different lens at which to look at where you're putting your time, energy, and focus in your business. And if you would like some help with this, and you would like to go a lot faster, and you would like to collapse time, and you would like to feel like a success, And you would like to like, make your business fun to be in for you and enjoy your life.

[00:13:26] Then reach out to me and my team at DoorGrow. Let us assess your business and figure out where the leaks right now, where are you at on all this? And can we help you? And we'll show you a roadmap to paradise, like to a better place. I just got off a call with a client that I worked with eight years ago.

[00:13:46] And he said, "I want to thank you because you've changed like everything in my business. I still think about like the things that you taught me and all this." And I said, "man, we've done so much since then." And hopefully he'll become reengaged as an active client. But we helped him with his brand and he's like gotten a good team now.

[00:14:06] And he's been focused on a lot of things based on conversations that we had a long time ago. And we've gotten even better since then. So I'm really excited for them, but this is the impact that you can have with your clients if you are doing the right things in your business and you're focused on what the business needs most and at DoorGrow, we are constantly innovating because we're not always staying stuck focused on one thing.

[00:14:28] We have multiple things that we're like shifting towards based on what we as a team can see the business needs based on those core functions. And so we're a different business every quarter like and so our focus shifts every quarter towards what the business needs most and then we're different business, right?

[00:14:48] Then we're going to be in the lead gen business. Then we'll be in the sales business and then maybe we'll be back into the coaching and delivery business and that will be the focus. So what business are you in right now? Figure that out. And if you would like some help, reach out to us at DoorGrow, we can help you go faster by putting systems in place that make that your entire team work in the right way.

[00:15:08] And hopefully that's motivation enough. Reach out to us doorgrow.Com, join our free Facebook group. If you want to get around and get a little bit more nurture from DoorGrow, get a little bit more familiar with us, see a little bit more of our podcasts episodes, see join that free community.

[00:15:23] You can get to that by going to DoorGrowClub.Com. And you can throw up questions there. You can get support from other property managers. We have somewhere between two to three thousand members. I can't remember the last time I looked. On our Facebook group, we reject like 60 to 70 percent of the people that apply to join it. And so we only want to let business owners in. It says 2. 9k members right now. That's what it says on the Facebook group. We're almost 3k. So we're going to hit 3k eventually. These are business owners.

[00:15:55] These are property management business owners and maybe a few vendors. Like we try to filter everybody else out. We're really careful about who we let in. And so we want to make sure that the right people come in so that you can get support. You can talk about the challenges with your team. You can't do that in other groups.

[00:16:10] Your team members will see it, right? So we just want the business owners in there. And so join our free Facebook group, go to doorgrowclub.Com and get nurtured by us until you're ready. Listen to more podcast episodes until you're ready to finally work with us and get the results. And the constant thing that I hear, the consistent feedback I hear is, "I wish, I've been listening to you for a year, Jason.

[00:16:33] I wish I had reached out sooner." Like once we start working with you, you start getting the results, you start getting into our content, you're going to feel the same way. You're going to be like, "I wish I had just not been stubborn or whatever. I wish I just done this sooner and worked with you guys sooner so I could get these results."

[00:16:51] And so if you are somebody that's sitting on the fence right now, you've been listening to DoorGrow for a while and you're like, "man, it sounds really nice. It must be nice to have all this magic and like to be able to grow the business and I've heard about these business owners. I've seen some of their testimonials. It would be nice." You can have this too. There's nothing magical or amazing about any of the clients that I have worked with that you've seen in any of our case studies or testimonials. If they can do it, you can do it too. We are looking for the right people though. And if you're the right person, you're the person that you will join a program and you will make sure it works.

[00:17:27] You won't be looking for the finding fault. You won't be trying to destroy it, trying to figure out why isn't this going to work. Those are different types of people, right? Those are different types of people. They are not the people that should be working with coaches. They're too skeptical.

[00:17:41] They're too negative and they will always have confirmation bias and they will always be right. They will find a way to be right. They will see the problems, but clients that come in that are optimistic, that are positive, that believe in what we have to offer, they get amazing results, because they're committed and they believe in themselves.

[00:17:57] And so if you believe in yourself, I can help you really go the distance. If you don't believe in yourself, then this is not a program for you. I might be able to help you believe in yourself a little bit more. That's something we want to inject into all of our clients, but we're looking for the property managers that want to have impact.

[00:18:14] They believe that they can have a great business. They believe that they can do great things. I believe if you believe that it's going to be true, it's going to happen. And I can help you go faster. So reach out to us at DoorGrow. All right. Until next time, everybody to our mutual growth.

[00:18:28] you just listened to the #DoorGrowShow. We are building a community of the savviest property management entrepreneurs on the planet in the DoorGrowClub. Join your fellow DoorGrow Hackers at doorgrowclub.com. Listen, everyone is doing the same stuff. SEO, PPC, pay-per-lead content, social direct mail, and they still struggle to grow!

[00:18:55] At DoorGrow, we solve your biggest challenge: getting deals and growing your business. Find out more at doorgrow.com. Find any show notes or links from today's episode on our blog doorgrow.com, and to get notified of future events and news subscribe to our newsletter at doorgrow.com/subscribe. Until next time, take what you learn and start DoorGrow Hacking your business and your life.

In May, we had our annual DoorGrow Live event! What makes DoorGrow Live different from other property management conferences?

In today's episode, property management growth experts Jason and Sarah Hull talk about our most recent DoorGrow Live conference and some of the topics discussed.

You'll Learn

[01:12] What was different about this year's DoorGrow Live?

[04:48] Tactics vs. Mindset

[06:41] Changing the order of your priorities

[10:17] Hard choices, easy life

Tweetables

"Tactics and the how can always be figured out."

"It's not really the tactics that are the problem. It's almost always the mindset."

"The hard choice is to not go for what you immediately want, but to reorder and prioritize some things that are more relevant to the long term."

"If you don't like the results, then it's probably because your priorities are not in the right order."

Resources

DoorGrow and Scale Mastermind

DoorGrow Academy

DoorGrow on YouTube

DoorGrowClub

DoorGrowLive

TalkRoute Referral Link

Transcript

[00:00:00] Jason: If you don't like the results, then it's probably because your priorities are not in the right order.

[00:00:08] Welcome DoorGrow property managers to the DoorGrow show. If you are a property management entrepreneur that wants to add doors, make a difference, increase revenue, help others, impact lives, and you are interested in growing in business and life, and you're open to doing things a bit differently, then you are a DoorGrow property manager. DoorGrow property managers love the opportunities, daily variety, unique challenges, and freedom that property management brings. Many in real estate think you're crazy for doing it. You think they're crazy for not because you realize that property management is the ultimate, high trust gateway to real estate deals, relationships, and residual income. At DoorGrow, we are on a mission to transform property management business owners and their businesses.

[00:00:53] We want to transform the industry, eliminate the BS, build awareness, change perception, expand the market, and help the best property management entrepreneurs win. We're your hosts, property management growth experts, Jason and Sarah Hall, the owners of DoorGrow. Now let's get into the show. Okay.

[00:01:12] And so what we're going to be talking about today is we just had DoorGrow Live and DoorGrow Live was a success. It was a lot of fun and it was a little bit different this year. So how would you say it was different this year, Sarah?

[00:01:27] Sarah: So I think a lot of people were saying, "Hey, it feels like there was really just a lot of heart that went into this event."

[00:01:35] So usually when I think you and I run events, we're very tactical. How do you do this? How do you do that? And let's share this strategy and let's talk about this thing. And this year we changed things up a little bit and you were maybe a little hesitant to follow the formula that I put together, might I add.

[00:01:53] And so maybe on the podcast you can tell people that It worked?

[00:01:57] Jason: It worked.

[00:01:58] Sarah: And? Do you have anything else to say about that?

[00:02:00] Jason: Anyone that knows Sarah knows what she wants to hear right now. You were right. There it is! There it is. There it is. That's what she wanted. There it is.

[00:02:10] Sarah: So this year when I was putting together the schedule and the agenda, there was this whole plan that I had.

[00:02:17] And I was like, "Oh no, we need to order things like this and do things like this. And this is what I wanted." And he's like, " I don't know if that's going to work. And why are we doing this whole thing? And we're like putting this whole thing together. And like, you don't even know if it's going to work the way you want."

[00:02:30] Jason: Is this how I sound?

[00:02:31] Sarah: Yes.

[00:02:32] Jason: "I don't know if it's gonna work."

[00:02:34] Sarah: "I don't know if it's gonna work."

[00:02:36] Jason: That's totally what I sound like.

[00:02:38] Sarah: It was perfect.

[00:02:39] Jason: I'm shaking my head no, by the way, for the listeners.

[00:02:41] Sarah: See you probably, they probably didn't even know that was me talking. They just thought it was you.

[00:02:45] Jason: Oh, yeah.

[00:02:46] You do such a good impersonation of me. I know. It's really quite impressive. I'll go back to my normal voice so that you realize it's Sarah talking. Yeah, for the listeners, we need to make sure there's two distinct voices or they're going to be really confused why I'm talking to myself because you sound so much like me.

[00:03:03] Sarah: I know. I'm so sorry if I confused anyone.

[00:03:06] Jason: Nobody was confused. Okay. So...

[00:03:08] Sarah: so he was giving me a little bit of a hard time about it because I, like, made him sit down and map this out and I was like, "no, there's a formula that we're supposed to follow and this is what I want it to look like." And I think it worked out really well.

[00:03:21] Jason: Yeah, the event went really well.

[00:03:23] Sarah: Yeah.

[00:03:24] Jason: Things ran pretty much like clockwork. That's hard. It's hard to do that in events. Like speakers go over, people don't stop. Like, we had this big, huge red LED clock right in front of the speaker. So it was like super obvious, like, and we, I think we had conversations with all the speakers, like everything worked pretty smoothly.

[00:03:43] The general feedback I got from a lot of clients one of our clients, Ed Golding, came up to me and he was just smiling. He'd been to some previous ones and he said, "this was different, you know, what was different about this?" I said, "what, Ed? " He said, "heart, this one had heart."

[00:03:56] And it was an emotional event. There was lot more emotion at this event. Did we talk about tactics? Yes. I explained how I've been able to leverage social media and different tools and, I've made millions of dollars off social media. And I shared some really cool tools and very tactical stuff.

[00:04:12] That's how I opened up the event. But we got into a lot of mindset and what we've realized over time, that we talked about at the event that most of our clients are not winning or losing because they don't, or do have tactics. Tactics and the how can always be figured out. And I liked Jeff Garner's tattoo he talked about but....

[00:04:33] Sarah: he's funny.

[00:04:33] Jason: He's like, " can I say it? There's children present." I had my kids at the event.

[00:04:36] Sarah: They're my kids. Like they hear it all the time.

[00:04:40] Jason: Yeah, so he's got a tattoo that's FTH Which stands for "fuck the how" so and so a lot of times people are so worried about "how do I do this? How do I do this?" And we do share tactics. We do a lot of that at DoorGrow. However, It's not really the tactics that are the problem. It's almost always the mindset. And so whenever I teach tactics. I always am going into the why behind it and the mindset stuff. And when they start to understand this stuff, then they will actually do it usually.

[00:05:13] So there was a lot of mindset at the event. And then also, there's vulnerability. Like I openly shared how I've been reevaluating my priorities and what those look like and how how that looks. You were sharing about your upbringing and how like the difficult things in life are also the things that make us who we are and help us to enable us to help others and how to view it through a different lens, which I thought was really awesome.

[00:05:39] And everybody's crying. Sarah's making everybody cry. Like I was crying, like...

[00:05:44] Sarah: I made people cry in a very different way this time though. I'm usually making people cry because I'm yelling at them.

[00:05:50] Jason: That's not true.

[00:05:51] Sarah: It's a little true. It's a little true.

[00:05:54] Jason: Not our clients, just me.

[00:05:56] Sarah: No, I don't do, but I do give our clients tough love when they need it.

[00:05:59] And Kelly came to the event and she's like, "this is exactly what I needed." I'm like, "I know that's why I was on you for like three months."

[00:06:07] Jason: Yeah. I think some people had some breakthroughs, which that's the goal. Like we want to change lives. And so there's something just really beautiful about this DoorGrow Live.

[00:06:16] There was a lot of more depth to it and I just feel grateful to be able to be part of it and to see, our clients that believe in us and that, that came in just seeing their progress and, there are people there that have been in our program for years, which is just.

[00:06:29] It's really awesome to see. So, so I thought I would share just a little bit today about what I had shared and this will be a quick episode cause Sarah doesn't want me to go long. So this'll be a quick one.

[00:06:41] Sarah: Back to back today.

[00:06:42] Jason: You got a busy day. So what I shared is I talked a little bit about prioritization and I've talked about this previously, but what what was interesting, one of my breakthroughs recently was recognizing I was basically merging in my mind, the five basic needs.

[00:06:57] Which I don't know who put that out. We learned it from our friend Roya.

[00:07:01] Sarah: But maybe it was...

[00:07:02] Jason: maybe it's Tony Robbins. I don't know. So there's five basic needs and the five basic needs are love and belonging, power and achievement fun and adventure, fun and pleasure, safety and security.

[00:07:15] Sarah: And I'll see when you put them in a weird order, then I don't remember them. Freedom and flexibility.

[00:07:20] Jason: Freedom and flexibility. Freedom. There we go. Yeah. Okay. These are five basic needs and we all have one that's primary. For Sarah, it's power and achievement. Nobody's surprised, right? For me, it's actually love and belonging.

[00:07:33] And a lot of my achievement and a lot of the things that I do. Are to, that's what motivates that we're helping clients working with clients love and belonging and having that connection. That's why I like working with entrepreneurs because I don't feel like such a weirdo when I'm around other people that are that weird, that are also entrepreneurial.

[00:07:51] But what I've come to realize that if I make that my highest priority, I tend to get less of it. And I think this is true for anyone with their basic need. If you really think about it, if Sarah just went after power and achievement. And didn't prioritize like relationships and other things, it could be pretty destructive and it would likely have the opposite desired effect in trying to achieve power and whatnot, right?

[00:08:13] Because we need others. And then for me, if I'm just going after love and belonging, I would be less likely to get it. If I didn't have my own oxygen mass first, if I didn't have financial wealth and health, if I didn't have physical health then it wouldn't be nearly as effective. I wouldn't be nearly as present.

[00:08:31] I wouldn't be able to enjoy much love and connection or belonging, in relationships. I wouldn't be able to feed into relationships as much if I weren't taking care of myself. And so based on that I, I had everybody map out or stack or list their priorities in their life, and then I showed how my priorities were listed and then Like what my natural inclination is placing like love and belonging at the top.

[00:08:59] And then I showcased how I've intentionally consciously listed them and rearranged the priority and how that affects my decision making in my day to day so that I spend more of my time in my day to day moving towards the top priorities, which are not on my new adjusted priority list are not the love and connection related things related to family, sex, relationship, stuff like that. So above that, I've placed God at the top which is, for some of you that might be your highest ideal, whatever that is. And so I want to always be pointed towards my highest ideal. Second, I put power, achievement, impact, and that's related money status, all that.

[00:09:41] And that allows me to have impact. Which leads to me getting what I want. It's a leading sort of thing. And then the next is health. I need to be prioritizing health. And then it gets into more of the relationship stuff in the priorities. Whereas before I was putting family, friends, fun was probably higher on the list, but I felt like I wasn't ever able to do as much of that as I wanted.

[00:10:04] Because I was so focused on the other stuff. And so by reordering the priorities, it takes work. Like it takes effort to go towards what's easy and what's natural usually leads to a harder life. And so there's this stoic phrase that I like that is "hard choices, easy life. Easy choices, hard life."

[00:10:26] And the hard choice is to not go for what you immediately want, but to reorder and prioritize some things that are more relevant to the long term, playing the long game, doing what maybe I feel deep down inside I should do connected when I'm connected to God or focusing on my health, doing the playing the long game instead of doing the short term, right?

[00:10:49] The short term is like eat, Häagen Dazs vanilla ice cream, vanilla bean ice cream. It's like my favorite right now. I love that. Or whatever, right? When we're just trying to please our tongue and our genitals, we tend to have a much harder life, right? And this is the short term. We're just going for the short term gain.

[00:11:05] And so we want to make sure we prioritize the long game, the long term. and give up where that means sacrifice in the short term. That means work. That means effort. And a lot of people just aren't putting in enough work or enough effort in the lazy people in society are the people that are always trying to please their tongue and their genitals.

[00:11:24] Maybe it's crass, my crass way of saying it. Okay. It's a little gross. Okay. So that's what I shared at DoorGrow Live. And so I encourage all of you listening, like make a list. What are your priorities? And what I shared is your results reveal your priorities. So if you don't like the results in your life, write them down.

[00:11:43] Like, what are your relationships like? What's your business like? What are you doing in the business? What aren't you doing in the business? Or what are you enjoying? What are you not enjoying? And if you don't like the results, then it's probably because your priorities are not in the right order. It doesn't mean you give up or change your priorities, right? All of the things that were my priorities before are still priorities for me. I've just rearranged the order and by just rearranging the order, it changes everything. It changes the results that you get and you'll get more of the results that you really desire if you rearrange those priorities in a way that probably will take you more effort and more work, but will allow you to get everything that you want in the long run.

[00:12:28] So that was my message. That's the simple message. Rearrange your priorities figure out your basic need, put that lower on the list, and figure out what needs to come before in order for you to have as much of that as possible because I want you to enjoy your life, but you need to do make hard choices.

[00:12:41] And you need to do hard things.

[00:12:43] But it was an awesome event and make sure you are keeping an eye on doorgrowlive.com for the future and make sure to attend in the future.

[00:12:52] Everybody says our conferences are different than any other property management conference out there. And That's a good thing. Like we do it in a good way. So, I recommend you attend. So you can check out more details about future events at doorgrowlive.Com. And if you are wanting to grow your property management business and have success like our clients were showcasing at DoorGrow Live and grow your business, scale your operations, have a better lifestyle, enjoy your team more, enjoy your business, be less frustrated, have more peace, reach out to us at DoorGrow. You can check us out at DoorGrow.com. We would love to see if we can help you scale your business. And until next time to our mutual growth. Bye everyone.

[00:13:36] you just listened to the #DoorGrowShow. We are building a community of the savviest property management entrepreneurs on the planet in the DoorGrowClub. Join your fellow DoorGrow Hackers at doorgrowclub.com. Listen, everyone is doing the same stuff. SEO, PPC, pay-per-lead content, social direct mail, and they still struggle to grow!

[00:14:02] At DoorGrow, we solve your biggest challenge: getting deals and growing your business. Find out more at doorgrow.com. Find any show notes or links from today's episode on our blog doorgrow.com, and to get notified of future events and news subscribe to our newsletter at doorgrow.com/subscribe. Until next time, take what you learn and start DoorGrow Hacking your business and your life.