Property Management Growth with DoorGrow

When trying to grow your property management business, have you ever thought to yourself, "Man, it would be great if I just had more leads?" In this episode of the #DoorGrowShow, property management growth experts Jason and Sarah Hull discuss the Leads Myth and how "just having more leads" will not actually help you grow your business. We talk about the importance of exposing yourself to something unique and different to escape your current rut of thinking. You'll Learn (00:00) Exploring Meow Wolf: An Immersive Experience (02:34) The Importance of Thinking Differently (05:36) Discovery and Exploration in Business (08:18) Unlocking Hidden Opportunities (09:59) The Joy of Problem-Solving in Business Quotables "Sometimes we just need to put ourselves in an environment in which we're going to be exposed to something unique, different, in order to get us out of our current rut of our current level of thinking." "Our current level of thinking is what's causing us to stay stuck or to stay trapped." "Business should be a problem that we enjoy working on, because I think that's the secret to happiness is to have a problem that's fun." Resources DoorGrow and Scale Mastermind DoorGrow Academy DoorGrow on YouTube DoorGrowClub DoorGrowLive Transcript Jason & Sarah Hull (00:00) All right, welcome everybody to the DoorGrow show. So we're going to skip all the lengthy intro, just know DoorGrow is awesome and you should be working with us and we've helped hundreds of property managers grow their business. So we're going to do a quick episode today. So Sarah and I just got back from Las Vegas and one of the cool things we got to do, got to do a lot of cool things over there, go see some shows. But one of the cool things we went and did is Meow Wolf. So what is Meow Wolf? God only knows. I don't know how to explain this at all. It's a combination of like a museum, an art gallery installation, I don't know, an art exhibit maybe. ⁓ Sort of like an escape room. of. It's not like you're locked in there. you're out puzzles and Yeah, there's like puzzles along the way to figure out. And also there's a story. Yeah. So it's not, you you go through like an art exhibit and you just look at things. This is interactive, this is immersive. You are meant to touch things and interact with them. ⁓ And there's a whole story that you're trying to figure out and solve the mystery if you want to. If you don't want to do that part, then you don't have to do it. You can just walk through and go, wow, that's cool looking. So it's that. So Meow Wolf is- How would you explain it? I don't, I don't know. That's pretty good. That's why you make me explain it? Yeah. Okay. I just like watching you struggle. don't know. that's okay. That was on camera, ladies and gentlemen. Recorded. right. So- my evidence. No, she actually described it really well. So Meow Wolf, ⁓ I think they have like maybe five locations that like we've been to. This was our third one that we went This is our third. And each one is designed on the surface like something normal that we're used to, right? Like the one in Vegas is designed as a grocery store. Another one was a radio station and another one was a house, like a family's home. But as you dig into it, you can like open up things you didn't think you should be able to open that become better doors into secret areas. It gets really weird once you get past the surface level. and things get even stranger. And it's just, it's really kind of a magical place where you really get to focus on discovery and exploration. And it really gets you to think differently. And so we're like, what should we talk about on today's podcast? I was like, let's talk about Meow Wolf and how important it is to think differently or to expose ourselves to something new or different from what we've been doing. Cause this is what we do with our coaching clients. A lot of our stuff is very contrary to what they've been told or what they've been taught or ⁓ what they think they should be doing. And so we focus and get into, you know, different ideas, different ideas of how to do pricing from what everybody else is doing, different ideas of how to do growth and build these growth engines than everybody else is doing. And sometimes we just need to put ourselves in an environment in which we're going to be exposed to something unique, different. in order to get us out of our current rut of our current level of thinking. Because our current level of thinking is what's causing us to stay stuck or to stay trapped. And this is why I value a lot getting coaches, getting mentors, joining masterminds, joining programs, because it exposes us to new ideas and new things and gets us to think differently. And it challenges our current thinking, allows others to challenge our current thinking. And they can see things that we can't see because we're too close to the fire sometimes to see it. And I can tell you how many times I've had one of my coaches give me some advice or

When starting something new in business (sales, leadership, outreach, or growth strategies), have you ever caught yourself thinking, "I need to figure everything out before I try this" or "I don't want to look bad if I'm not good at it yet" In this episode of the #DoorGrowShow, property management growth experts Jason and Sarah Hull explore why every entrepreneur begins at what they call "Level Suck." They discuss why many business owners resist feedback, avoid practicing in front of others, and stay stuck repeating the same actions instead of improving through experimentation. Jason and Sarah break down how humility, rapid testing, and consistent feedback are the real drivers of mastery, and why the fastest way to grow is to be willing to start imperfectly and get better through iteration. You'll Learn (02:05) Practicing New Skills and Getting Feedback (06:10) Ego, Humility, and Why Growth Requires Both (10:30) Sales Mastery: Volume, Testing, and Iteration (15:10) What Entrepreneurs Can Learn From Children Quotables "Anything new that you start with, you're not going to be amazing at it right away." "This is the worst that you're ever going to be." "It doesn't mean that you're bad. It just means that the test failed." Resources DoorGrow and Scale Mastermind DoorGrow Academy DoorGrow on YouTube DoorGrowClub DoorGrowLive Transcript Jason & Sarah Hull (00:01) Five, four, three, two, one. All right. I am Jason Hull. This is Sarah Hull, the owners of DoorGrow, the world's leading and most comprehensive coaching and consulting firm for long-term residential property management entrepreneurs. For over a decade and a half, we have brought innovative strategies and optimization to the property management industry. At DoorGrow, we are on a mission to transform property management business owners and their businesses. We want to transform the industry. eliminate the BS, build awareness, change perception, expand the market, and help the best property management entrepreneurs win. Now, let's get into the show. Today's episode, what we're going to be talking about, our topic is, we all start at level suck. All right. Where do we start? We'll get rid of this. level suck. I'm sucking right now, I guess. Here's a good example. Okay, we all start at level suck. Anything new that you start with, you're not going to be amazing at it right away. And a lot of times we don't even want to start because we want to figure everything out first. want to figure out how to be amazing already because we don't want to fail or look bad or not know what we're doing. And so most people are unwilling to fail. And one thing I've noticed about children is children just try stuff. They just do shit. They just want like they'll just play and it's experimentation and it's fun and they learn incredibly fast what works and what doesn't work. so a lot of a lot of people don't don't act like children in that way. And so we've this is one of the things we coach clients on is be willing to suck. So that's the topic today. So we've been teaching BDM. So what are we noticing? Well, today was the first time that they actually got to practice. and role play. they weren't that bad, actually. It's not like they started at suck. The first time they looked at the script. Yeah. But for the first time ever saying it out loud and practicing it in a semi real mock situation. Yeah. You know, it's not like they were so horrible. And then we went, wow, this is to take you a really long time. figured that out. No, they weren't. I mean, they were not amazing at it. But for their very first time ever trying it, and I was throwing a couple curveballs at them. Yeah. They were they were doing they were doing well. They were handling themselves decently well. And it wasn't amazing. But I said to them, this is the worst that this year ever going to be. Yeah. That's great news. This is the first time that you're doing it and this is as bad as you are ever going to be at this. Yeah, they were willing. They're willing to do it. And yeah, you can see the trepidation or that it was a little awkward at first to step into that and get started. So. But we've all felt that we've all I felt awkward for them. I'm like, ⁓ let's see how this goes, right? And they did fine, right? The first time, like you said, this is the worst you're ever going to be. is what you told them. So that's the good news. You're going to get better at this. And ⁓ they did OK. And then we can give them feedback. our goal initially, my goal was to encourage them, because you don't want to be like, you're the worst. I can't believe. No. So we want to be encouraging and point out the good they did, and then offer some constructive ways they can take things to the next level or step up. And that's the other piece to this is. You have to make sure that you are willing to suck in order to in front of others in order to be able to get the feedback you need in order to improve consistently. so a lot of a lot of people

When trying to manage properties, have you ever thought to yourself, "Man, it would be great if I just had fewer emergencies? In this episode of the #DoorGrowShow, Jason Hull, founder and CEO of DoorGrow, and Ryan Cadwell, managing partner at Resolute RDM, discuss how property managers can stop operating reactively and start thinking like true asset managers. The discussion includes the difference between market value and investment value, why understanding that gap is key to long-term wealth, how to structure smarter deals to increase returns, and the leadership habits that drive sustainable business growth. You'll Learn [02:06] The Myth of Needing More Leads [11:39] Leaks in Your Sales Pipeline [22:41] The Future of SEO with AI Quotables "Why do we call it the leads myth? Well, the myth is this lie that we believe that you just need more leads. And the assumption in that is that all leads are the same." "The more clarity you have, the less wrong stuff you're going to be doing." "Not all clients are equal, right? Which means not all leads you get are equal. You need to qualify them." Resources DoorGrow and Scale Mastermind DoorGrow Academy DoorGrow on YouTube DoorGrowClub DoorGrowLive Transcript Jason Hull (00:01) All right, five, four, three, two, one. Welcome everybody. I'm Jason Hull, the founder and CEO of DoorGrow, the world's leading and most comprehensive coaching and consulting firm for long term residential property management entrepreneurs. For over a decade and a half, we have brought innovative strategies and optimization to the property management industry. At DoorGrow, we are on a mission to transform property management business owners and their businesses. We want to transform the industry, eliminate the BS, build awareness, change perception, expand the market and help the best property management entrepreneurs win. Now let's get into the show. All right, so today's episode, I'm hanging out with Ryan Cadwell, managing partner at Resolute RDM. And we're gonna dive deep into how property managers can stop operating reactively and start thinking like true asset managers. So Ryan, welcome to the show. Ryan Cadwell, CPM (00:57) Thanks Jason for having us, we're glad to be here. Jason Hull (01:00) Awesome. So Ryan's going to break down. This is our notes, right? So Ryan's going to break down the critical difference between market value and investment value and why understanding that gap is the key to building long term wealth. And he's going to share why so many investors overpay, how to structure smarter deals that actually increase returns and the leadership habits that drive sustainable business growth. All right. Cool. So let's get into that. So, Ryan, I'd love people to get a little bit of background. on you, how you got into entrepreneurism and how you got into developing this business and maybe how this connects to property management and then we'll get into everything. Ryan Cadwell, CPM (01:40) Sure, background is we've been in the game for 18 years. ⁓ Wife and I started it and we started the overall ⁓ idea of it in 08. ⁓ Actually it was 06 when we were kicking it around and perfect time to get into all this, 08 right during the financial crisis. ⁓ Third generation entrepreneur, ⁓ both my dad and my grandfather on his side. were entrepreneurs. that's, mean, that's how it got drawn into that world. Originally was going to be just an investor. ⁓ but my dad had apartments with another business that he ran and I, I grew up around it. ⁓ I was cutting grass and I was around tenants, ⁓ that whole time. when, we were in the investment world and wanting to grow that, you know, in the ⁓ eight through Jason Hull (02:09) Yeah. Ryan Cadwell, CPM (02:36) 2012 market, I started looking for property managers. did some interviews, ultimately. mean, property management has come a long way since then. I know it's been a thing for a while, 30 or 40 years, but I think in the SFR space, it was kind of the Wild West for a while, at least in our market it was. ⁓ And we had done some... ⁓ Jason Hull (03:00) Yeah, it still might be, yeah, in most markets. Ryan Cadwell, CPM (03:06) And so when we had done some interviews with some property managers, turned out, I think, like, we were like, why don't we just build it? Like, we have enough experience. I grew up doing it. So that's what drew us into the property management world. And then it gradually grew, turned into a few hundred doors. And then we fluctuate. We fluctuate with market times. We're a boutique firm, and we really focus on adding investor value ⁓ and then we're adding additional components with ⁓ understanding market trends, understanding what overpayment is ⁓ and trying to help investors get ahead of that. we're not always helping investors that are in a reactive position try to. Weighed out time so that they're, know, the amount they paid for it can then finally start cash flowing in those kinds of positions. We try to come at it with a, with an eye

When you don't hit the goals you set for your property management business, it's easy to fall into frustration, self-doubt, or the feeling that the year was a failure… but what if you're looking at it the wrong way? In this episode of the #DoorGrowShow, property management growth experts Jason and Sarah Hull break down why entrepreneurs often focus on the gap between their goals and results instead of the gain they actually made. They share how to process the disappointment of missed targets, how to recognize the real progress you achieved, and why your biggest breakthroughs often come after a year that felt like a setback. They also discuss the difference between a default future and a created future, why most business owners stay stuck repeating the same results every year, and practical mindset and planning strategies to help you reset, regain momentum, and build a stronger year ahead. You'll Learn (00:50) Setting and Achieving Goals (08:03) Recognizing Progress and Wins (13:36) Creating a Positive Future (17:17) Rewiring Your Mindset for Success Quotables "There's really only one thing you can do with a feeling, and that is to feel it." "Your default future for 2026 is your 2025, which was probably also similar to your 2024." "IFocus on the progress that you had made instead of that gap between, I didn't make it to where I wanted to be." Resources DoorGrow and Scale Mastermind DoorGrow Academy DoorGrow on YouTube DoorGrowClub DoorGrowLive Transcript Jason Hull (00:00) All right, here we go in five, four, three, two, one. We are Jason and Sarah Hull, the owners of DoorGrow, the world's leading and most comprehensive coaching and consulting firm for long-term residential property management entrepreneurs. For over a decade and a half, we have brought innovative strategies and optimization to the property management industry. At DoorGrow, we are on a mission to transform property management business owners and their businesses. We want to transform the industry, eliminate the BS, build awareness, change perception, expand the market, and help the best property management entrepreneurs win. Now, let's get into the show. All right, so the topic we decided to chat about today is... Oh, okay. So she was talking with one of our clients named Jay and he was. Oh, I remember now. Okay. Then what is it? We were, we were going to talk. in 2025. Yeah, because, know, this is a common theme for entrepreneurs. We have big goals. There's a book about this. There's a book called The Gap and the Gain. And the idea is we're really good at looking at this future that we want to create. We're visionaries. We can see and create the future in a lot of instances. But sometimes our eyes are bigger than our stomach. Sometimes we see this big picture of the future we could create and we don't we don't achieve it. And sometimes our goals are just too big for us and we don't, we grow, we learn, but we fail or we just learn as I call it. And so if we don't achieve these goals, it's really easy to get discouraged. It's really easy to beat ourselves up. It's really easy to maybe think we're not enough or put ourselves down. And so a lot of you just wrapped up 2025. We're recording this in January. This will go live a little bit later, but You may be thinking, man, 2025 was not the year that I wanted it to be. I really wanted it to be bigger. It's just, I didn't achieve what I was hoping to. I got derailed. There were so many things that got in the way. So we're going to chat about that a bit today. How do we get past that hurdle? First of the belief part of like feeling like putting ourselves down or thinking we should do better. And then how do we actually set goals and big dreams and hit those targets. And how do we have a better 2026 than our 2025 or a 2024 or a 2023? Maybe you haven't been making progress over the last several years. So we'll talk about that. Where should we start? Okay. I'm dying. So one of the things that I think is really easy for us to do, especially as business owners is to focus on, I set this goal, I wanted to be here, I fell short of it somehow, in some way, and for some reason. And it could be a multitude of reasons. My team quit, the market shifted, all the clients sold, some crazy competitor came in and started stealing on clients, whatever it might be. So if you didn't hit the goal for whatever reason it is, I think it's so easy to just kind of dwell on that and to get caught up in the, I didn't do it. And it's that disappointment. It's a little bit disheartening. It's, you know, you're just feeling bound out that I was hoping I would be here. I didn't know how it was going to happen, but I just had faith and did what I could do and man, I missed it. So. One of the things that is really good, and it is mentioned in the Gatlin game, is instead of focusing on, this is the goal that I had and I fell short of it somehow. Look to the beginning and look at all the progress that you have made. Yeah, look at the

When your property management business isn't growing, hiring a salesperson might seem like the obvious solution, but what if that's actually where most owners go wrong… In this episode of the #DoorGrowShow, property management growth experts Jason and Sarah Hull break down why most BDM hires fail, the critical mistakes owners make with commission-only roles, and the exact systems required to make a salesperson successful. They dive into DoorGrow's Three Fits framework, the three non-negotiable ingredients for BDM success, and tease a game-changing new growth model designed to help property managers scale without burnout, bad leads, or broken systems. You'll Learn (00:00) Introduction: The Three Fits for Hiring (01:16) The Challenges of Hiring a Business Development Manager (BDM) (02:42) The Three Key Ingredients for BDM Success (04:40) Mistakes in BDM Compensation: The Commission-Only Pitfall (05:40) The Three Roles of a BDM and the Problem with Buying Leads (09:54) The "Door Machine" Teaser: The Easy Button for Growth (14:39) Advanced Community, AI, and Final Thoughts Quotables "A BDM has zero chance of success if you hire the wrong person." "If they're not all three, they will fail. Or you'll fire them. Or they will leave you because they're not making enough money." "If you do not have the right system to plug a BDM or a salesperson into, you can hire as many of them as you want, and they will still not work." Resources DoorGrow and Scale Mastermind DoorGrow Academy DoorGrow on YouTube DoorGrowClub DoorGrowLive Transcript Jason & Sarah Hull (00:01) Five, four, three, two, one. All right, we are Jason and Sarah Hull, the owners of DoorGrow, the world's leading and most comprehensive coaching and consulting firm for long-term residential property management entrepreneurs. For over a decade and a half, we have brought innovative strategies and optimization to the property management industry. At DoorGrow, we are on a mission to transform property management business owners and their businesses. We want to transform the industry, eliminate the BS, build awareness, change perception, expand the market, and help the best property management entrepreneurs win. Now, let's get into the show. All right, you can probably hear our dogs losing their mind in the background. Maybe not. It was perfect time. Yeah, great time. You started the episode and then they decided. And then they started barking. Well, somebody's outside. That's why they're barking. Okay, they're protecting the house. All right, so what we wanted to talk today about is protecting you a little bit. And so. One of things that's been going viral lately all over social media is this Molt book. So if you haven't heard of Molt book, it is a social network, supposedly. It's a social network created by AI bots. It's basically just only people that have access to it supposedly are AI agents and they go in there and they're talking about their humans. And this is this new AI tool that was originally called Claude, spelled like a claw, which is not the Claude. by anthropic, ⁓ but it's different Claude bot. And then they got sued by Claude for name infringement or confusion. And they changed their name to something else and then to something else. And now it's called open clock. But basically there are these, it's like an AI tool that you can build or put on your computer and it runs locally and it proactively tries to do things for you. There's a lot of security risks with this AI tool because it has access to all your stuff and it can figure things out and start to buy things for you and like do things for you. And so ⁓ it has access to all your stuff. And so you got to be careful with this. However, there's been a lot of false hype and fear mongering around multbooks. So we wanted to chat about this. And so if you've seen these scary posts about multbook, this AI social network, here's what's actually going on. So what this social media network is. you been seeing posts? Have you heard about this? Only from you. I don't follow any of that stuff, you sent me a post that was talking about all of these AI things, I guess, and the chat room that they created, and they were talking to each other and interacting with each other and asking each other questions and kind of talking about their humans, human... users, I guess, so to speak. And I went, yeah, I don't know if I'm believing all of that hype. So I had asked chat, Chippy Tea about it. And it essentially said, no, AIs do not work on their own. They are human prompted. They are user prompted. So if there is such a thing, it might exist. but it's not something that the AIs are just going and creating their own little community and having discussions as humans would have their. So let's about the hype. So their mold book is claiming and bragging that they have 1.2 million agents registered, but only 10,000 verified humans using the tool or something like this. And we know like at least a million of those agent

When you set "realistic" goals for your property management business, you might actually be limiting your growth without even realizing it… In this episode of the #DoorGrowShow, property management growth experts Jason and Sarah Hull challenge entrepreneurs to think bigger, much bigger. Inspired by their experience flying a fighter jet and the concept of "impossible goals" from The Science of Scaling, they break down why realistic goals keep you stuck in current thinking, how unrealistic targets activate visionary leadership, and why 10X growth can actually be easier than incremental growth. They explain how impossible goals shift your brain from grinding harder to thinking differently, why realistic targets often become a yardstick to beat yourself up, and how visionary entrepreneurs use bold thinking to collapse time, find new pathways, and unlock opportunities that logic alone would never reveal. They also share how to handle naysayers, protect your vision, and use doubt as fuel instead of letting it shrink your ambition. If you're ready to stop playing small, stop chasing "safe" growth, and start building something that transforms your market — this episode will challenge the way you think about goals, leadership, and what's actually possible in your business. You'll Learn (00:00) Introduction to DoorGrow and Unrealistic Goals (07:37) The Importance of Unrealistic Goals (15:54) Overcoming Doubts and Limitations (22:56) Visionary Thinking and Future Goals Quotables "I want to tell everybody to be unrealistic." "You need to decide, I can do the things that I want to do." "The slowest path to growth is to do it alone. So let's grow together." Resources DoorGrow and Scale Mastermind DoorGrow Academy DoorGrow on YouTube DoorGrowClub DoorGrowLive Transcript Jason & Sarah Hull (00:01) All right, five, four, three, two, one. All right, everybody, we are Jason and Sarah Hull, the owners of DoorGrow, the world's leading and most comprehensive coaching and consulting firm for long-term residential property management entrepreneurs. For over a decade and a half, we have brought innovative strategies and optimization to the property management industry. At DoorGrow, we are on a mission to transform property management business owners and their businesses. We want to transform the industry, eliminate the BS, build awareness, change perception, expand the market, and help the best property management entrepreneurs win. Now, let's get into the show. All right, so today's topic, Sarah wanted to talk about. I want to tell everybody to be unrealistic. We're going to talk about unrealistic goals. She wants you to be unrealistic. I do want you to be unrealistic. And I also want you to clear all of this off. OK. Yay. Happy. Yeah. Slightly. All right. All right. So one of the things that we got to do very recently is something that I never, never thought we would be able to do because it was seemingly unrealistic. And that was to fly a fighter jet. And by fly a fighter jet. Yes, it was a real fighter jet. It's an L39 Albatross. For those of you that are familiar, it was not typically equipped with fighter equipment. It was mostly used as a trainer. However, it can be armed and therefore is classified as a fighter jet. And yes, we actually got to fly it. We didn't just go in it and take a look and see. Both Jason and I, one at a time, of course, got to. fly a fighter jet and do some aerobatic maneuvers. Which was insanely fun. Right. So we took a trip to Australia and to visit my parents in Brisbane. And we saw a billboard that said, fly a fighter jet. And I was like, what? And Sarah's super into flying. So was like, hey, there's a thing. It says this. And she's like, what? I don't think so. And I'm like, yeah. So it turns out there's, guess, the person there that runs it told us there's three countries in the world that allow you to do this because normally you can't fly one of these planes or go in as a consumer to fly one of these planes because, you know, there's all these rules because it's then a commercial flight and a commercial flight. have all these legal requirements and things you can't in the U.S. They cannot. You cannot charter or pay for a chartered pay for a flight and then not have all these safety things in place. And this is not like, it's not the same, right? Like he's teaching us at the beginning how to eject. He's like, if we need to eject, this is what you need to do and like do this. And I'm like, what? And so there is not an ejection seat on it. There's no ejection seat. So what we'll do is we'll fly up really high and then you're going to. do this thing and do this and the canopy will fly off and then you gotta push off. then once you're in the air and you've then pulled this thing, if your parachute doesn't automatically deploy, you wanna grab this. And I'm like, if I don't remember all this, I die? Like what? Yeah. So. It's just two levers. Could you imagine if you're on. It's two levers to open the

When your corporate job feels "secure" until it suddenly isn't, real estate can become the Plan B that turns into your best move… In this episode of the #DoorGrowShow, DoorGrow founder Jason Hull sits down with John Casmon (multifamily syndicator, host of Multifamily Insights, and co-creator of the Midwest Real Estate Networking Summit) to break down how corporate professionals can transition into multifamily investing without becoming a stressed-out landlord. They dive into how John went from corporate bankruptcies to building a multifamily portfolio, what passive investors actually need to know before putting money into a deal, and why trust + clear expectations matter just as much as the numbers. Jason and John also unpack what this means for property managers: how to align with investor goals, why the best operators project calm control (even in chaos), where syndicators hang out, and how PMs can position themselves to win more multifamily doors. You'll Learn (00:00) Transforming Property Management: An Introduction (00:59) John Casmon's Entrepreneurial Journey (02:56) Transitioning to Multifamily Investing (04:33) Understanding Investor Types and Property Management (05:48) The Role of Property Managers (07:49) Investor Control vs. Trust in Management (09:33) Challenges in Property Management (11:17) Aligning Goals with Property Managers (14:19) The Real Product of Property Management (17:14) Managing Investor Expectations (19:50) Syndication: A New Avenue for Property Managers (23:44) Legal Considerations in Syndication (26:41) Calmness in Chaos: The Key to Success (31:40) Partnering with Syndications (33:54 The Role of Property Management in Syndication (38:29) Finding Syndicators and Building Relationships (42:24) Understanding Passive Investment in Syndication (47:45) Identifying Your Investment Goals (51:54) Assessing Risk in Real Estate Investments (55:15) Choosing the Right Market for Investment (01:00:12) The Three C's of Raising Capital Quotables "The first C is confidence. Confidence comes from preparation." "The investment itself, we got to go out there and execute. But that investor psyche is a completely different game." "It is not your job to hope. Your job is to analyze the information in front of you and make an informed decision." Resources DoorGrow and Scale Mastermind DoorGrow Academy DoorGrow on YouTube DoorGrowClub DoorGrowLive Transcript Jason Hull (00:01) All right, five, four, three, two, one. All right, I'm Jason Hull, the founder and CEO of DoorGrow, the world's leading and most comprehensive coaching and consulting firm for long-term residential property management entrepreneurs. And for over a decade and a half, we have brought innovative strategies and optimization to the property management industry. At DoorGrow, we are on a mission to transform property management business owners and their businesses. We want to transform the industry, eliminate the BS, build awareness, change perception, expand the market and help the best property management entrepreneurs win. Now let's get into the show. So my guest today, I'm hanging out here with John Casman, a multifamily syndicator, host of the multifamily insights podcast and the co-creator of the Midwest real estate networking summit. And in today's episode, John's going to break down how corporate professionals can transition. into multifamily investing, how to find the best markets, how to raise capital effectively, and what separates successful operators from everyone else. John, welcome to the DoorGrowth Show. John Casmon (01:10) Yeah, Jason, thank you for having me. I'm really excited to be here. Love the intro, your intro, not my intro, ⁓ but excited to be here and share as much as we can on our journey to help all of your listeners reach their goals. Jason Hull (01:22) Cool. So John, ⁓ it's great to have you. I would love for people to hear about your entrepreneurial journey. How did you get to where you are now? And then we can get into your business. John Casmon (01:34) Well, the short answer is bankruptcy, right? I worked for a couple of different companies that went through bankruptcy and that really made me consider my other options. You know, I was at General Motors back in 2007, 2008, 2009 when we went through bankruptcy and I was there and I watched what that did to a lot of my peers. I one day in particular when we were going to have a lot of layoffs, I went to work as late as I could. But when I got there, I had a red message, a little red dial on your phone. for anybody who's worked in corporate and remember voicemails. So I had a red dot on my phone, picked it up, pushed the play button and my heart skipped a beat because I thought maybe I was getting to the can, right? And it was actually a colleague of mine who sat kind of kitty corner in front of me and he had been let go. He, you know, was diabetic. He didn't know I was going to pay for his medication. He just was venting in his voicemail. And I just rememb

As property management faces rapid technological disruption, what happens to the businesses that refuse to adapt… or the ones that go all-in on AI and eliminate the human element entirely? In this episode of the #DoorGrowShow, Jason and Sarah Hull sit down with Joe Oliveri in Brisbane, Australia to unpack the accelerating AI revolution and what it means for the future of property management. With over 30 years in the industry and 16 years as an international real estate business coach, Joe shares why he believes the next three years will determine which companies survive, and which disappear. They explore the shift from traditional property manager roles to data-driven client relationship managers, how AI can transform processes like lease renewals, the risks of deepfakes and security threats, and why the winning formula will be a strategic blend of technology and human connection. You'll Learn (00:00) Introduction to AI in Property Management (00:40) The Evolution of Property Management (01:58) The Impact of AI on Property Management (05:35) Integrating AI with Human Interaction (10:30) AI's Role in Tenant Management (14:17) The Need for Verification in AI (16:30) The Future of AI in Property Management (21:44) Consequences of Ignoring AI (25:43) Finding Balance: AI and Human Roles Growth Quotables "If this industry does not change and truly understand AI, we're going to be irrelevant." "Three years is all we've got to make the changes." "AI isn't something that they can go back to their office and say, we're going to build this AI. Let the experts do it." Resources DoorGrow and Scale Mastermind DoorGrow Academy DoorGrow on YouTube DoorGrowClub DoorGrowLive Transcript Jason Hull (00:00) that companies will need to be able to make to keep up and really frankly, survive. It's recording. We can time up. Shifts in layout. Let's count. All right. You think it's going to work there or should we hold that? Well, we'll probably have to do this. All right. Cool. No introduction. Well, no. Just do it. I'm saying not the full intro that you normally do the way you read the entire thing. Just do a quick. You're not going to have all that when we're going to send it. OK. Do an intro, but you're not going to do the normal intro. All right. Put those somewhere. Hang them on your shirt or do something. Okay. That's very Brisbane. Well you have to fit in. When in Brisbane, do like Brisbane. Right, so we are... It wasn't pretty. Okay. Five, four, three, two... If you can see the camera, it can see you. Can you see the camera? can. You don't... can. Okay. Alright, you ready? Five, four, three, two, one. Alright, so I'm Jason Hull. This is Sarah Hull with DoorGrow and we are Hangout with Joe Oliveri. And we're in Brisbane. Brizzy. Brizzy, yeah. And you can't see but we're overlooking the beautiful city and the river right now. And what is this, a wine room? Yeah, this is our wine cellar. Private wine cellar. Private wine cellar. Okay. And so we're going to be chatting today about AI, the future, and how that's going to impact and affect property management. So, Jill, why don't you give people a little bit of background on yourself and who you are and how you got into property management. Yeah well that's a long story but I'll make it short. So I've been in the industry for about 30 years now so it makes me feel old when I say that. ⁓ But for the last 16 years I've been a real estate business coach and I've been lucky enough to coach people in Australia and the USA so I get a really good oversight of what's going on in the world. ⁓ But you know my focus for the last 16 years has been where is this industry going and how can we help businesses to get there and what do need to do? So basically, yeah, for the last 30 years, I've been doing property management and yeah, I think it's exciting where it's heading and through that journey, I met you guys, which is wonderful. So yeah, yeah. Yeah, fantastic. We've been able to have you out at one of our conference events and have you speak and yeah, it's been delightful. ⁓ I know, I mean, in 30 years, you've seen a lot of changes, but it's speeding up. Like we're in the middle of this AI revolution right now. Everything's changing dramatically. And so what are some of the things that you're noticing? And you have a process software called Thrusos, which we use to run our own operational side of our business. ⁓ What are some of the things that you are right now? thinking are going to happen and you're trying to figure out. Yeah, well, I'm actually concerned about the future for property management in a positive way. If you can kind of like say that. Because what I'm seeing is we are going through rapid change. I remember when I started in the industry 30 years ago, we were just introducing property management software. Everyone was still using spreadsheets and you know. paper documents and all sorts of things. ⁓ Carbon copy leases, know, that's how far back we go. And there was major pus

When you're trying to grow your property management business, perfection can feel like the standard… but what if chasing "perfect" is actually what's slowing you down? In this episode of the #DoorGrowShow, property management growth experts Jason and Sarah Hull unpack the hidden cost of perfectionism in business. They break down why striving for 100% accuracy in tools, systems, or team members leads to frustration, stalled growth, and constant "shiny object" switching. You'll learn how to evaluate mistakes the right way, when to keep a system versus scrap it, and why imperfect action often scales faster than polished hesitation. They also dive into the six core functions of a healthy business, the danger of over-optimizing the wrong areas, and how to free up your time so you can focus on what actually moves the needle. You'll Learn (00:00) Introduction to DoorGrow and Perfectionism (05:24) Optimizing Business Processes Without Perfection (11:07) Scaling Beyond Personal Limitations Quotables "Perfect businesses are out of business." "There is nothing in this world that is going to get 100% accuracy 100% of the time." "Perfectionism is usually born out of an insecurity and discomfort in ourself and we have to get comfortable with things not being perfect in order to scale a business." Resources DoorGrow and Scale Mastermind DoorGrow Academy DoorGrow on YouTube DoorGrowClub DoorGrowLive Transcript Jason Hull (00:01) All right, five, four, three, two, one. We are Jason and Sarah Hull, the owners of DoorGrow, the world's leading and most comprehensive coaching and consulting firm for long-term residential property management entrepreneurs. For over a decade and a half, we have brought innovative strategies and optimization to the property management industry. At DoorGrow, we are on a mission to transform property management business owners and their businesses. We want to transform the industry. eliminate the BS, build awareness, change perception, expand the market, and help the best property management entrepreneurs win. Now let's get into the show. All right. So what are we chatting about today, Sarah? Perfection. Perfection. So this is a big challenge in business is that especially for early stage entrepreneurs, they want everything to be perfect. They judge, we judge ourselves so harshly. We're so worried. We have imposter syndrome and where we feel like people are gonna figure out that we don't know everything and that we may not know something they know. There's all these early stage entrepreneur concerns that a lot of people go through. so they have this fear that I need to make sure everything is perfect. And perfectionism can cause some serious problems. And this is a temptation, I think, for most every entrepreneur that I've ever coached or dealt with. to some degree. So let's talk about this. All So the issue that had come up was just last week on a coaching call with a client and she was saying that, you know, hey, I have this tool that does a specific job and it's pretty good, but it's not 100%. Okay. And it was, she was frustrated that it wasn't 100 % perfect. All right. Right. And she said, because it's not like sometimes it will miss little things or I think it called a client or a tenant called a tenant by the wrong name. Right. So it might miss little things here and there. she said, you know, I I'm not doing it, but I'm having my team member just kind of watch over things. And so she said, and I'm looking for an alternative because I just don't feel like that's going to be the solution. It's just not where I want it to be yet. So I said, I totally understand where you're coming from with it. ⁓ My bet, my best advice on it is not to try to strive for perfection because truthfully, it really doesn't matter what it is. It doesn't matter if it's a tool. a system, a process, a software, a team member, or ourselves that's doing a particular thing, there is nothing on this world that is going to get 100 % accuracy 100 % of the time. So if that's what we're striving for, we're going to be let down at some point, and we're going to consistently feel frustrated. And then we're to jump from thing to thing or person to person looking. for this magic solution that does 100 % all the time. And it's just, it's not possible. If you ask yourself, have I ever made a Sure. Who hasn't? What technology hasn't messed up from time to time? What computer hasn't messed up from time to time? What even AI sometimes you'll ask it a question and it gives you answers that you know are not correct. And then you have to correct it. And then it goes, I'm so sorry. You're right. Here's now the correct information. first time it gave you incorrect information. Right? So if we're striving for, no, this thing in order for me to use it has to be perfect all of the time, otherwise it's not worth it. And now I have to go look for something else. That puts us in this loop of consistently we'll forever be searching. will forever be s

When your property management business isn't growing, relying on cold digital leads or hiring a salesperson might seem like the obvious solution, but what if those are actually the biggest time and money sinks? In this episode of the #DoorGrowShow, property management growth expert Jason Hull breaks down why cold leads from digital marketers are "garbage," why most Business Development Manager (BDM) hires fail, and how he's seen a repeating pattern of busy owners having no time to execute growth strategies. He dives into the Door Machine, a game-changing new growth model designed to help property managers scale with warm, relationship-based leads and a Door Grow-trained salesperson, all with no upfront salary risk and a focus on guaranteed results. You'll Learn (00:00) Introduction to DoorGrow and Its Mission (06:50) The Door Machine: A New Solution for Growth (12:25) Understanding the Cost and Value of the Door Machine Quotables "When's the last time you actually worked on growing your business instead of just running it?" "The real path to growth isn't more cold leads. It's warm leads from relationships." "Without the foundation, a salesperson is wasted. With it, a salesperson becomes a weapon." Resources DoorGrow and Scale Mastermind DoorGrow Academy DoorGrow on YouTube DoorGrowClub DoorGrowLive Transcript Jason Hull (00:01) All right, five, four, three, two, one. All right, I'm Jason Hull, the founder and CEO of DoorGrow, the world's leading coaching and consulting firm for residential property management entrepreneurs. We've helped hundreds of property management business owners add doors, increase profit, add and build winning teams. Think of us as like bar rescue for property managers. We've cleaned up and rebranded over 300 businesses. At DoorGrowth, we believe good property managers can change the world and that property management is the ultimate high trust gateway to real estate deals, relationships, and residual income. We're on a mission to help the best property management entrepreneurs win. Let's get into the show. So, hey, property management entrepreneurs, I've got a question for you. When's the last time you made a cold call to an investor? When is the last time you followed up with that realtor who said they'd send you referrals? When's the last time you actually worked on growing your business instead of just running it? If you're being honest with yourself, it's probably been a while. And look, I'm not judging you. I've been doing this for a while. I've been coaching property management managers for over 15 years. I've seen this pattern thousands of times. and you started this business to manage properties, not to be a salesperson, but somewhere along the way, you became your company's only source of new business. The problem is you don't have time for it, you don't enjoy it, and if you're really being honest, you avoid it. So today I'm gonna share with you something we've been working on that solves this problem entirely. It's called the door machine. And by the end of this episode, you're gonna want to know everything about it. Okay. So welcome to the DoorGrow show. I'm Jason Hull. And if you're a property management entrepreneur who wants to grow your business and your life, you're in the right place. Our mission at DoorGrow is to help property management business owners transform their businesses so they can have freedom and fulfillment. Today's episode is different. I'm not bringing on a guest. Instead, I'm going to pull back the curtain on something we've been developing that I believe is going to completely change the game for how property managers grow their doors. Let me paint a picture for you. Okay, it's Monday morning. You've got a list of investors. They are people you should be calling. And there's that realtor you've been meaning to reach out to. And you told yourself, like last week, that this would be the week you finally get serious about sales. Then a tenant calls, something comes up, you have a maintenance emergency. An owner is upset about a repair invoice. Your bookkeeper needs something. Someone on your team has a crisis. And suddenly it's 6 p.m. and you haven't made a single sales call. Again, sound familiar? Here's the thing. You're not lazy. You're not bad at sales. You're just spread too thin to give sales the attention that it deserves. You've got other fires to put out. Maybe you're running other businesses. A lot of you are, you're entrepreneurs. Maybe a family that actually deserves your attention is waiting for you in the living room. The last thing you wanna do at the end of a long day is cold call investors or go schmooze at some networking events. So what happens? Growth stalls. You hit a plateau and you stay stuck. Not because you don't know how to grow, but because you don't have the time or energy to do what it takes. And I've talked to hundreds, maybe thousands of property managers who are in exactly this situation. They know they should be doing m

Jason Hull, the founder and CEO of DoorGrow, discusses with Ashton Thomas the concept of marrying private equity with property management operations. Ashton Thomas is a third-generation real estate broker in Central Florida, she got her real estate license right after graduating high school and, in February 2019, opened her own brokerage. She decided to start her own brokerage and grew to about 25 agents, but she realized she preferred property management and did not like dealing with realtors and their recurring issues, and shifted her focus after property management "fell into her lap" when employees from a failing company approached her You'll Learn (00:45) Introduction and Ashton Thomas's Background (03:46) The Audacity to Start a Brokerage at 23 (07:16) The Marriage of Private Equity and Property Management (07:42) Benjamin Hardy's "Science of Scaling" (12:31) Understanding Private Equity and the Roll Up Strategy (17:58) The Advantage of Property Managers in Roll Ups (19:10) Advice for Getting into Private Equity (22:29) Raising Capital and How to Connect with Ashton Thomas Quotables "I've been thinking too small. That's why it's been so hard." "That's like entrepreneurs worst nightmare is to be feeling stuck and feeling like I'm not moving and I'm not getting traction and I'm not accomplishing anything." "The slowest, absolute slowest path to growth is to do it alone." Resources DoorGrow and Scale Mastermind DoorGrow Academy DoorGrow on YouTube DoorGrowClub DoorGrowLive Transcript Jason Hull (00:00) All right, five, four, three, two, one. Hello everybody, I'm Jason Hull, the founder and CEO of DoorGrow, the world's leading and most comprehensive coaching and consulting firm for long-term residential property management entrepreneurs. For over a decade and a half, we've brought innovative strategies and optimization to the property management industry. At DoorGrow, we are on a mission to transform property management business owners and their businesses. We want to transform the industry. eliminate the BS, build awareness, change perception, expand the market, and help the best property management entrepreneurs win. Now, let's get into the show. All right, so my guest today is Ashton Thomas. Welcome, Ashton. Ashton (00:43) Thank you for having me. Jason Hull (00:45) So Ashton is a client of ours, but she also is a badass. And so Ashen, I would love for people to get to know you a little bit, share a little bit of your background. How did you get into real estate and property management and all of this? Ashton (01:02) Yeah, absolutely. So I'm actually a third generation real estate broker in central Florida. My granddad started in Orlando like way back in the 60s. ⁓ Both my dad and my granddad, a lot of my uncles, they're all builders. So just kind of grew up in that real estate world. I was on a job site from when I was very little. ⁓ And so I always just had a love for homes, real estate, just the whole nine years. When I was wrapping up high school about to go to college, my parents suggested, I always had like an entrepreneurial spirit, and my parents suggested that I get my real estate license. And I was like, you know what, it can't hurt to have that. So I went ahead and took the class, got the licensing as soon as I graduated high school. So I was actually a licensed realtor already working before I started my freshman year of college. ⁓ Real estate has been so fascinating because I've been able to see so many changes over the last 12 years since I got into the industry. I started with new home sales construction, actually working for my parents, ⁓ really learned about what it took to run a sales center. And then I switched to traditional real estate, like what you think of a realtor doing now. ⁓ From there, I ended up opening my own brokerage. Jason Hull (02:03) Wow. Ashton (02:28) ⁓ in February of 2019. And then property management really just fell into my lap. There was a company that was going out of business because the owner was embezzling funds. And their employees actually came to me and said, you know, we would like to work with you. We'd like to work for you. And we're bringing these clients. So I had never written a lease, seen, really even put my eyes or hands on a lease, never. This was two years ago, roughly. ⁓ And like just didn't have any property management experience at all. Figured out that we needed to get some systems in place right out of the gate. And I really took the next year, year and a half. Jason Hull (02:59) how long ago. Okay. Ashton (03:22) to develop those. And Jason, you've been so instrumental in helping us succeed in those systems. You helped us identify the holes in our business and really figure out what we needed to do. ⁓ So at the time that I had brought on the property management side, and when I say property management for us, we do both long-term property management and short-term vacation rental. So I two separate sister companies that operate. Jason Hu

Jason Hull, the founder and CEO of Door Grow, and Sarah Hull, the COO, discuss the professional lessons learned from the departure of a long-term team member. They describe the experience as bittersweet, acknowledging the torn feeling between being happy for a departing employee who has a great new opportunity and not wanting to lose a valuable team member. You'll Learn (00:00) Bittersweet Departure: Empathy in Leadership (01:03) Maddie's Journey and Role Development at Door Grow (06:33) Security Through Documented Processes (11:08) Confidence in the Door Grow Hiring System (12:44) The "Super System" and Scalability (15:56) The Value of Structure and Culture Quotables "I think that's the first thing about being a leader is not only wanting what's best for you and the business, but truly wanting what's best for your team." "Having processes documented has always given me a sense of security." "The slowest path to growth is to do it alone. So let's grow together." Resources DoorGrow and Scale Mastermind DoorGrow Academy DoorGrow on YouTube DoorGrowClub DoorGrowLive Transcript Jason Hull (00:02) Hello everybody, I'm Jason Hall. This is Sarah Hall, the founder and CEO and the COO of DoorGrow, the world's leading and most comprehensive coaching and consulting firm for long-term residential property management entrepreneurs. For over a decade and a half, we have brought innovative strategies and optimization to the property management industry. At DoorGrow, we have spoken to thousands of property management business owners, coached, consulted, and cleaned up hundreds of businesses, helping them add doors, improve pricing, increase profits, simplify operations, and we run the leading property management mastermind in the industry with more video testimonials and reviews than any other coach or consultant in the industry. So let's get into the show. All right. So we got some news this past what week from my daughter. I need to get rid of that. OK. We got some news this past week from my daughter, Maddie, that she is leaving. DoorGrow, she got another job offer. And so my oldest daughter has been working for DoorGrow for five years now. Which is wild. And so I remember she called me up from college and she couldn't find a job there. And she later told me the last thing she wanted was to ask me for a job or to work for me at the time. I guess she was just humbled enough that she had to come to me and ask for a job because she's like nobody was hiring around her campus because it was just a college town. Everybody had taken all the jobs and so she asked if she could do some work for me and ⁓ she started doing some graphic design stuff and she was working on her marketing degree and ⁓ she ended up working for us and she's handled all sorts of things. My social media, DoorGrowth social media. graphic design stuff, video editing, podcast editing, ⁓ lots of stuff. Client support. And then we moved her into client success. And so then she was managing client success on our team, helping to retain clients and make sure they're supported. that's, yeah, so she's had quite the journey of growth here at DoorGrow. And she was really nervous to tell us that she was leaving. She was like very concerned about this. And I told her, it's okay, I just want you to be happy. So excited to see her move on to the next thing that she's gonna do. This is like her first job outside of DoorGrow, as far as I know. And so I'm excited for her. ⁓ So we were just thinking like, what are some lessons that we are getting from this experience? And ⁓ yeah, so we thought we'd talk about a few of those things. The first thing is that moment where you go, I'm losing a team member. And you're kind of torn and you're stuck in between, I'm so happy for them and I want this great opportunity for them and I want what's best for them. And also, man, I didn't want to lose them. That happens a lot. And I would say to anyone out there that has experienced something like that, we had a client. Jay Shaw that had an amazing person in his business and this person got their dream job opportunity and came to him and said, hey, I don't know what to do with this. And he did exactly what we said. You have to take it. If you want to take it, want you to take it. I want you to do what you think you need to do and what's going to make you happy and what's going to give you opportunity to learn and grow and challenge yourself and experience different things. Right. So I think that's the first thing about being a leader is not only wanting what's best for you and the business, but truly wanting what's best for your team. Yeah. So that's what, you know, she's my daughter. So of course I want whatever's best for her. Um, one of the things that I realized, one of the things that I've always been particularly good at is identifying personalities. One of the things we wanted to recommend to all of you is that it's really important to understand your team members and their personali

When your property management business isn't growing, hiring a salesperson might seem like the obvious solution, but what if that's actually where most owners go wrong… In this episode of the #DoorGrowShow, property management growth experts Jason and Sarah Hull break down why most BDM hires fail, the critical mistakes owners make with commission-only roles, and the exact systems required to make a salesperson successful. They dive into DoorGrow's Three Fits framework, the three non-negotiable ingredients for BDM success, and tease a game-changing new growth model designed to help property managers scale without burnout, bad leads, or broken systems. You'll Learn (00:00) Introduction: The Three Fits for Hiring (01:16) The Challenges of Hiring a Business Development Manager (BDM) (02:42) The Three Key Ingredients for BDM Success (04:40) Mistakes in BDM Compensation: The Commission-Only Pitfall (05:40) The Three Roles of a BDM and the Problem with Buying Leads (09:54) The "Door Machine" Teaser: The Easy Button for Growth (14:39) Advanced Community, AI, and Final Thoughts Quotables "A BDM has zero chance of success if you hire the wrong person." "If they're not all three, they will fail. Or you'll fire them. Or they will leave you because they're not making enough money." "If you do not have the right system to plug a BDM or a salesperson into, you can hire as many of them as you want, and they will still not work." Resources DoorGrow and Scale Mastermind DoorGrow Academy DoorGrow on YouTube DoorGrowClub DoorGrowLive Transcript Jason Hull (00:01) All right, five, four, three, two, one. All right, we are Jason and Sarah Hull, the owners of DoorGrow, the world's leading and most comprehensive coaching company for long-term residential property management entrepreneurs. For over a decade and a half, we brought innovative strategies and optimization to the property management industry. At DoorGrow, we have spoken to thousands of property management business owners, coached, consulted, and cleaned up hundreds of businesses, helping them at doors. improve pricing, increase profits, simplify operations, and we run the leading property management mastermind with more video testimonials and reviews than any other coach or consultant in the industry. We're the best. At DoorGrow, we believe that good property managers can change the world and that property management is the ultimate high trust gateway to real estate deals, relationships, and residual income. At DoorGrow, we are on a mission to transform property management, business owners, and their businesses. We want to transform the industry. eliminate the BS, build awareness, change perception, expand the market, and help the best property management entrepreneurs win. Now, let's get into the show. All right. So today, we're going to be chatting a little bit about the challenges of getting a business development manager, a BDM, or a salesperson for your property management business that we've seen. Yes. So a lot of times people think, hey, I need to grow my business. and they either don't wanna do it, they don't have the time to do it, or they just want help doing it. And then their go-to is, well, I'll just hire someone to do it, right? What could go wrong? Yeah, and that's where they make their first mistakes. Hiring is tough. Hiring is tough. And so, a BDM has zero chance of success if you hire the wrong person. And so, we... started solving this challenge for our clients by building out a hiring system. We call it door for a hiring. And we focus on what we call the three fits. They gotta be the right culture fit, which means they actually share your values. You can trust them. Because if they don't, aren't a culture fit, they'll steal from you or they'll do something off. And if culture's off, generally everything else goes south. It doesn't work. They have to be the right personality fit, which means they have to have the right personality to be willing and love and be able to do sales. And they have the right skill fit, which means they have to be intellectually capable of developing the skill or they have to have the sales skill already. If they're not all three, they will fail. Or you'll fire them, which is basically because they're failing. Or they will leave you because they're not making enough money. Okay, then once you hire them, assuming you get the right person, there's three key ingredients we found that are critical for BDM success and it's really difficult to get all three of these dialed in. It's even difficult for our clients who we coach to do these three things and so generally we see a lot of other BDM coaching companies they probably do a good job of maybe hiring the right people. My guess is they know how to read disk assessments and they use other tools and they can find good salespeople. but I hear a lot of them fail. Like my brother hired two salespeople from one of these BDM placement coaching companies and he fired both of them. And it

When creating your property management and lease agreements, there may be crucial pieces of information you are missing that could proactively protect you and your team… In this episode of the #DoorGrowShow, property management growth expert Jason Hull sits down with Tim Baldwin from Property Management Law Solutions to talk about proactive strategies like scheduled inspections, maintenance plans, helping landlords stay ahead of costly problems, avoiding crisis mode, ensuring long-term property health, and more. You'll Learn [3:06] Creating Effective Property Management Agreements [8:34] Mold Addendums, Resident Benefits Packages, & More [12:44] Building Efficient Property Management Systems Quotables "A lot of property management business owners view these contracts as just a protection that happens once you're legally at war with somebody. Instead of a proactive preemptive measure." "A lot of times it doesn't even matter what is written in the contract, it matters what they think is in the contract, the tenant or the owner." "We don't want to just be adding more bells and whistles and services if it's not actually going to be a profit center." Resources DoorGrow and Scale Mastermind DoorGrow Academy DoorGrow on YouTube DoorGrowClub DoorGrowLive Transcript Tim Baldwin (00:00) property management companies need to make sure that both of those agreements really take their business from the beginning of how they operate to at the end of the tenancy and even the move out process and what governs those relationships. Jason Hull (00:00) sure, property management companies need to make sure that both of those agreements really take their business from the beginning of how they operate to the end of the tenancy and even the move out process and what governs those All right, I am Jason Hull, the founder and CEO of DoorGrow, the world's leading and most comprehensive coaching and consulting firm for long-term residential property management entrepreneurs. For over a decade and a half, we have brought innovative strategies and optimization to the property management industry. We talked to thousands of property management business owners. We've coached hundreds. helping them figure out how to grow their business. And at DoorGrow, we believe good property managers can change the world and that property management is the ultimate high trust gateway to real estate deals, relationships, and residual income. We are on a mission to transform property management business owners and their businesses. We want to transform the industry, eliminate the BS, build awareness, change perception, expand the market, and help the best property management entrepreneurs win. Now, let's get into the show. So today, I'm hanging out with Tim Baldwin, welcome Tim. Thank you, Jason. And Tim is with a company called Property Management Law Solutions. So Tim, give the audience a little bit of background about you and how you kind of got connected to property management, how you kind of started into entrepreneurism. Give us a little bit of your journey. Yeah. Tim Baldwin (01:05) Thank you, Jason. Yeah, so I am an attorney in Florida. I've been licensed to practice law for almost 22 years. I started out as a prosecutor when I was just out of law school. And then in 2006, I started my own practice. And when I did that, I wanted to enter into an area of law that really there weren't a lot of attorneys practicing. And so that led me to property managers, property management itself, and to the landlord business. Jason Hull (01:42) enter Got it. Okay, cool. Yeah. Tim Baldwin (01:54) Since 2006, I really have specialized primarily in this area of law. And so for the past 20 years, I have developed a clientele throughout the state of Florida with my law firm, which is Property Management Law Solutions. And we help landlords, property owners, apartments, and property management companies across the state of Florida. Jason Hull (02:18) And Florida usually is right in line with all the new stuff going on. There's California and Florida. So I'm sure you see some of the new stuff that's probably headed your way from California eventually maybe. Tim Baldwin (02:27) You We're sort of on a different spectrum, I guess you might say in California, but yeah. Jason Hull (02:38) Yeah, yeah, totally. So, okay, well, yeah, I'm really interested in getting into the topic at hand. we're gonna be talking about. proactive strategies like scheduled inspections, maintenance plans, helping landlords stay ahead of costly problems, avoiding crisis mode, ensuring long-term property health, and several other things. There's a lot. So where should we begin? Tim Baldwin (03:06) I think the place to begin really for property managers and landlords is making sure they have the foundations correct. And I think a huge part of that is the lease agreement. The lease agreement is the operations document essentially. And that's where every property manager really should start when it comes

Many property management entrepreneurs who want to grow their businesses do not personally enjoy being a salesperson or BDM (business development manager). If you are in this situation, you might know that you need to hire a BDM… but do you have the resources and time to do so? In this quick episode of the #DoorGrowShow, property management growth experts Jason and Sarah Hull share a sneak peek of the Door Machine™, a program where DoorGrow vets, hires, trains, and supports rockstar property management BDMs to grow your business for you. You'll Learn [1:39] How to Automate Growing Your Property Management Business Resources DoorGrow and Scale Mastermind DoorGrow Academy DoorGrow on YouTube DoorGrowClub DoorGrowLive Transcript Jason Hull (00:00) All right, what's up everybody? This is Jason Hull and Sarah Hull with the DoorGrow Show. So we're gonna skip the intro today because it is the day after Thanksgiving. It's Black Friday when we're recording this. We do have a Black Friday deal, but you probably already missed out on it, because you probably might not have been paying attention, or if you got it, congratulations. But we do have something in the works we wanted to talk about that I think is gonna be a game changer, really cool. And I'll tell you about it in just a second. But before we do that, Quick word from our sponsor, which is Vendoroo. Many of you tell me maintenance is probably the least enjoyable part of being a property manager and definitely the most time consuming. But what if you could cut that workload by up to 85 %? That's exactly what Vendoroo has achieved. They're cutting edge AI technology to handle nearly all your maintenance tasks from initiating work orders and troubleshooting to coordinating with vendors and reporting. This AI doesn't just automate, it becomes your ideal and learning your preferences and executing tasks flawlessly, never needing a day off and never quitting. This frees you up to focus on critical tasks that really move the needle for your business, whether that's refining operations, expanding your portfolio, or even just taking a well-deserved break. Over half the room at last year's DoorGrow Live conference signed up with Vendero, right then and there. A year later, they're not just satisfied, they're raving. about how Vendoroo has transformed their business. So don't let maintenance drag you down. Step up your property management game with Vendoroo. Visit vendoroo.ai/doorgrow today and make this the last maintenance hire you'll ever need. All right. Let's get into it. So the exciting news that we wanted to talk about is we have this new thing called. Oh, I don't know what we're going it. We're going to call it the DoorGrow Money machine. Door machine. The door, okay, was, the money machine is the same. It's basically a money machine for your business. We're calling it the door machine. Why? Because this is a system that we're installing in your business that brings you money. Basically, we've seen a lot of challenges. People try hiring or struggle to hire a BDM. They try to get, find somebody to do sales for their business and they struggle to keep this person accountable. They struggle to find the right person. we've got the hiring down. So we're placing BDMs into businesses. And sometimes they work out because the business owner is engaged, they support them, they know how to train them and it works out. But sometimes the BDM could be great, but the business owner isn't keeping them accountable. They don't know whether the BDM is doing a good job or not. They just don't know how to best support them or train them. So the challenge is that we wanted to solve is how could we put a BDM into a business, but that BDM is accountable to us. Like we're responsible for them. That BDM has to be paid by us, we figured out. Like if we're gonna control them and get them to do the right things and get them to have the right incentives, the right training, we need to be in control of it because when our clients, a lot of the business owners are in control of these BDMs, they fall short of doing a good job at training them, keeping them accountable, supporting them, et cetera. because you're busy, you have a lot of stuff on your plate. You don't have time to babysit a new BDM. Right. A of yeah. And a lot of times you're getting a BDM because you maybe aren't good at sales or you don't enjoy it. So you trying to train them is kind of like the blind leading the blind. And so we're going to help with this. that's... ⁓ say too much more than that because we're still figuring out the details. We did give a very very sneak preview to one of our clients who before we even got done explaining it he said like eight times he's like I'm in. Yeah just sign me up. sign me Take my money, do it. So he's like yeah I think we're on the right track and it's going to be revolutionary to the industry and the BDM side specifically which I'm really excited about. I'm tired of seeing broke property

How much money has water damage cost your owners? How much time and money could you save if you were able to detect issues within a property before they became a larger problem? In this episode of the #DoorGrowShow, property management growth expert Jason Hull sits down with Nadav Schnall to explore how innovative water and gas leak detection systems are transforming residential property management and to share how these technologies can prevent costly damage, protect tenants, and streamline maintenance operations for property managers. You'll Learn [1:14] Nadav Schnall's Background in Property Management [05:06] Innovative Solutions for Leak Detection [11:07] Understanding the Technology Behind Pro Sentry [17:25] Implementing Smart Detection Systems Quotables "If something goes unchecked, somebody's out of town, there's a water leak, I mean, it can just do massive damage." "The responsibility of a property manager is to make sure the building is operating properly, to make sure it's operating efficiently, to mitigate damages, to mitigate risks." "Time is of the essence when something like this happens." Resources DoorGrow and Scale Mastermind DoorGrow Academy DoorGrow on YouTube DoorGrowClub DoorGrowLive Transcript Nadav Schnall (00:00) No need for displacement, no need to wake up in the middle of the night, come back to a flooded home. So we can solve all that Jason Hull (00:05) All right. Welcome everybody. I am Jason Hull, the founder and CEO of DoorGrow, the world's leading and most comprehensive coaching and consulting firm for long-term residential property management entrepreneurs. For over a decade and a half, we have brought innovative strategies and optimization to the property management industry. We have spoken to thousands of property management business owners, coached, consulted, and cleaned up hundreds of businesses. helping them add doors, improve pricing, increase profits, simplify operations. And we run the leading property management mastermind with more video testimonials and reviews than any other coach or consultant in the industry. At DoorGrow, we believe that good property managers can change the world and that property management is the ultimate high trust gateway to real estate deals, relationships, and residual income. We are on a mission to transform property management business owners and their businesses. We want to transform the industry. eliminate the BS, build awareness, change perception, expand the market, and help the best property management entrepreneurs win. Now, let's get into the show. Today, my guest is Nadav Schnall. Welcome, Nadav Nadav Schnall (01:14) Thank you for having me, Jason. Jason Hull (01:15) All right, so your company is called ProSentry. We're going to be getting into that. But before we chat about our topic today, which is protect, prevent, perform smart leak detection for modern property managers, tell us a little bit about your background, how you got into entrepreneurism and what finally led you. Nadav Schnall (01:33) Sure, happy to provide some background. So my background is actually in property management. I was a property manager for about a decade for First Service Residential in New York City. I had their kind of luxury. group or luxury division. So I did a lot of consulting for developers and lot of property management, opening buildings, know, placing staff, making sure buildings kind of transition from construction to operation. So that was really the lion's share of my background as it relates to property management. Then I went into and opened another company that had to do with the service industry, kind of fire suppression systems, mechanicals, kind of the the heart of a building, so to speak. And that led me to connect with my co-founder and business partner, John Russ, who is a builder in New York City. I've known him for probably about 15 years. And we came together to do this idea. So really very much so kind of experiencing firsthand. what we are trying to solve and that's kind how I got into the world of entrepreneurship and into the world of ProSentry Jason Hull (02:35) Got it. All right. Thanks for the background. So you're an expert. This is your bio, an expert in smart building monitoring. We're going to chat about exploring how innovative water and gas leak detection systems are transforming residential property management and maybe share how these technologies can prevent costly damage, protect tenants, streamline maintenance operations for property managers from boosting safety to increasing operational efficiency. And in today's episode, you'll get to learn how smart monitoring is reshaping the way you care for your properties and your bottom line. So cool. I'm excited to get into this. So, so now, Nadav, where, where do we start? Nadav Schnall (03:15) Well, we can probably start in property management. And I can tell you how many times I would wake up in the morning and I'd be checking my phone and then find that I hav

How often are you interrupted in your property management business? Tenant and owner phone calls, emails, maintenance requests, team member questions… it's an endless cycle of wasted time and stolen profits. In this episode of the #DoorGrowShow, property management growth experts Jason and Sarah Hull discuss the hidden thief in every property management business: the Interruption Burglar. You'll Learn [01:23] The Burglar Stealing From Your Business [07:41] Becoming Aware of Your Company's Time Loss [13:20] If Your Business Isn't Growing, It is Dying Quotables "There's a burglar that lives inside everybody's business." "One interruption is going to cost you somewhere between 15 minutes and 30 minutes of wasted labor." "All it takes is questions to make you conscious of things you're unconscious of currently." Resources DoorGrow and Scale Mastermind DoorGrow Academy DoorGrow on YouTube DoorGrowClub DoorGrowLive Transcript Jason Hull (00:00) Nobody can even see this guy running around stealing until we do some of these exercises with our clients. And then they start to become conscious and they can now see this interruption burglar sneaking around, stealing money, stealing profits, wasting everybody's time. Welcome everybody. We are Jason and Sarah Hull the owners of DoorGrow, the world's leading and most comprehensive coaching and consulting firm for long-term residential property management entrepreneurs. For over a decade and a half, we have brought innovative strategies and optimization to the property management industry. At DoorGrow, we have spoken to thousands of property management business owners, coached, consulted, and cleaned up hundreds of businesses, helping them add doors. improve pricing, increase profit, simplify operations, and we run the leading property management mastermind with more video testimonials and reviews than any other coach or consultant in the industry. We are the best in the world. And at DoorGrow, we believe that good property managers can change the world and that property management is the ultimate high trust gateway to relationships, real estate deals, and residual income. And our mission at DoorGrow. is to transform property management business owners and their businesses. We want to transform the industry, eliminate the BS, build awareness, change perception, expand the market, and help the best property management entrepreneurs win. Now, let's get into the show. All right, so today, Sarah and I thought we would chat about, she said, you've been wanting to talk about this for a little while. So we're going to be chatting about what? Interruption. All right, specifically, the interruption burglar. So maybe I'm dating myself a little bit, but I don't know if you remember the Hamburglar. I do. McDonald's, okay, all right, that's good. so for those of you listening, maybe you remember like McDonald's had the Hamburglar and he was this sneaky, creepy guy going around stealing people's cheeseburgers, right? And there's another burglar. There's a burglar that lives inside everybody's business. and it's the interruption burglar. And the interruption burglar is stealing your money by interrupting. And so every interruption in a business is a hidden thief stealing from your business. And most business owners give a blank check out to every tenant and owner that they bring on that says, call me whenever you want to, interrupt me whenever you want to, steal all my profits. And a lot of property managers think they have to talk to everybody and that's what they're paid to do. And so they have to always be available. So we're going to kind of throw a wrench into that sort of level of thinking because we've talked to lot of clients get out of the trap of lacking profit, lacking margin by helping them escape or eliminate or tear up this blank check and eliminate the interruption burglar, or at least put some guardrails around that guy. so according to Gary Keller's book, The One Thing, it cites a study saying that one interruption costs 18 minutes of productivity. Dan Martel's book about time management says I think it's like 26 minutes of productivity. So I don't know if we're just that much worse when we get interrupted now. But basically One interruption is going to cost you somewhere between 15 minutes and 30 minutes of wasted labor. Why? Because when we get interrupted, if we're in the flow or we're working on things and we're being productive as a team member or as a CEO or COO or whatever our role is, we get interrupted. We then have to rebuild that house of cards that we were in the middle of working on, figure out where was I, what was I working on, you know, kind of reestablish our thinking, get back into the groove of what we were trying to accomplish, what we were working on, especially when we're trying to get into deep work where things get really productive and effective. And so one interruption, if it happens every 20 minutes or so, which in a property management busines

As a property management business owner, you likely work with seasoned investors who are always looking for new ways to build and preserve their wealth and assets. In this episode of the #DoorGrowShow, property management growth expert Jason Hull sits down with Alan Porter to discuss how to reveal the powerful financial strategies the wealthy and large financial institutions use and how you can apply them. You'll Learn [01:09] Alan's Inspiration for Uncovering Financial Secrets [08:38] Learning Financial Planning Strategies 90% of People Don't Know [12:25] How to Get Started on the Path to Tax-Free Retirement [15:43] Strategies For Property Managers and Their Clients Quotables "The one thing you can always trust is for everybody to look out for their own self-interest." "If your own self-interest is in alignment with their interests, then that's a win-win. Otherwise, someone's gonna lose." "If you don't have a plan, make one. But you've got to have a plan and improve on it all the time." Resources DoorGrow and Scale Mastermind DoorGrow Academy DoorGrow on YouTube DoorGrowClub DoorGrowLive Transcript Alan Porter (00:00) I teach people to think outside the box, conventional financial planning, and show them the strategies that the wealthy and banking institutions have been using for years. Now, I show people how to become their own bank. Jason Hull (00:10) All right, welcome everybody. I am Jason Hull, the founder and CEO of DoorGrow, the world's leading and most comprehensive coaching and consulting firm for long-term residential property management entrepreneurs. For over a decade and a half, we have brought innovative strategies and optimization to the property management industry. We have spoken to thousands of property management business owners, coached, consulted, cleaned up hundreds of businesses. Alan Porter (00:26) Thank Jason Hull (00:35) helping them add doors, improve pricing, increase profit, simplify operations. And we run the leading property management mastermind in the industry. At DoorGrow, we believe good property managers can change the world and that property management is the ultimate high trust gateway to real estate deals, relationships, and residual income. We are on a mission to transform property management business owners and their businesses. We want to transform the industry. eliminate the BS, build awareness, change perception, expand the market, and help the best property management entrepreneurs win. Now, let's get into the show. So my guest today is Alan Porter of Strategic Wealth Strategies. Welcome, Alan. Alan Porter (01:16) Well, thank you for having me on. Jason Hull (01:18) Yeah, glad to have you. And we're going to be talking about, he's going to be sharing how to reveal the powerful financial strategies, the wealthy use, how you can apply them to. Alan will be uncovering the IRS approved playbook for retiring completely tax free, explain the millionaire tax strategies business owners use to keep more of what they earn and break down Wall Street myths to show how to build lasting wealth without market volatility. So Alan. Again, welcome to the show and why don't we kick things off by give us a little bit of background on you. How did you get into entrepreneurism, into business and give us a little bit of backstory so we understand how this all came to be. Alan Porter (02:00) Well, I never thought I'd be doing this. I retired from the military back in 1993. I was a Blackhawk instructor pilot and I told everybody I had a safe landing for every takeoff and I dodged all the bullets and I had a great career. And I got enrolled in the real estate mortgage business after that up till about 2008. I've had some tragic things happen to my family. In 2009, live in Little, mean Fayetteville, North Carolina. My son lived in Little Rock, Arkansas with his wife, Lynn. She was 39 and they had two little girls that were seven and four. Jason Hull (02:19) in 2009. Alan Porter (02:28) Well, we went down there for Christmas in 2009, but my son had been 100 % disabled for three years and still not getting the disability. And January 5th changed my entire life. His wife, Lynn, called me up. said, Alan, I've been diagnosed with stage four pancreatic cancer and they've given me six months to live. Of course we were all devastated, but there's a huge financial problem that's developed in my son's family because there's no money coming in. Jason Hull (02:28) Well, we went down there for business in 2009, but my son had been 100 % disabled for three years and still not in a disability. Wow. And January 5th changed my entire life. His wife Lynn called me up, she said, Alan, I've been diagnosed with stage 4 pancreatic cancer and they've given me six months to live. Of course, we were all devastated. Yeah, I bet. there's huge financial problem that's developed in my son's family because of the money coming in. Alan Porter (02:55) I'm helping them out, but I don't know for how long Jason Hull (02:55

Do you enjoy property management? It's often a thankless industry, and it's easy for property management business owners and their team members to become unhappy and burnt out. In this episode of the #DoorGrowShow, property management growth expert Jason Hull sits down with Ashleigh Goodchild, the voice behind PM Collective, to explore what it really takes to build a property management career that you can enjoy. You'll Learn [01:06] Importance of Having Support [08:01] Community-Led Learning for Property Managers [15:07] Structured Management vs. Random Leadership [21:36] People-Centric Property Management [32:41] Making the Invisible Visible Quotables "There's so much help available out there. And a lot of times we just don't ask as entrepreneurs." "The slowest path to growth is to do it alone." "A lot of people don't actually see what we do. And I think that's where you've got the opportunity." Resources DoorGrow and Scale Mastermind DoorGrow Academy DoorGrow on YouTube DoorGrowClub DoorGrowLive Transcript Ashleigh Goodchild (00:00) Generally churn rate and loss rate for businesses can range anywhere between 15 and 30%. Our office is sitting at about 5%. we've got 1200 doors, to have that 5 % churn rate actually considered really great. Jason Hull - DoorGrow (00:05) Yeah. Welcome everybody. I am Jason Hull, the owner and founder of DoorGrow, the world's leading and most comprehensive coaching and consulting firm for long-term residential property management entrepreneurs. For over a decade and a half, we have brought innovative strategies and optimization to the property management industry. We've talked to thousands of property managers, helped them add hundreds of doors, help them increase profit, simplify operations, get themselves out of the business more and more. And we believe the good property managers can change the world and that property management is the ultimate high trust gateway to real estate deals, relationships and residual income. We are on a mission to transform property management business owners. and their businesses. want to transform the industry, eliminate the BS, build awareness, change perception, expand the market, and help the best property management entrepreneurs win. Now let's get into the show. So my guest today is Ashleigh Goodchild. Welcome. She's the voice behind PM Collective, the art of property management. together, we're going to explore what it really takes to build a property management career that you can enjoy covering the balance between structured management and random leadership, how to create workplaces people actually want to stay in, and Ashleigh's vision for a more human, less transactional industry. So Ashleigh, welcome to the show. Ashleigh Goodchild (01:35) Thank you so much for having me. Jason Hull - DoorGrow (01:37) So let's give us a little bit of background on you for those that don't know you yet, that maybe you're listening. How did you get into entrepreneurism? How did you get into doing what you're doing now? Give us some of the backstory. Ashleigh Goodchild (01:52) Yeah, so I started real estate back when I was 18 and like many people just falling into it and I was placed into an office that had a business owner, one was an air hostess and one was a pilot and really had no idea of how to run the business. So at that age of 18 and not knowing any better, I just jumped straight into the business and started helping them quite a lot. And then As I went on in my career, I then started my business, SoCo Realty, when I was 23. So I've had that business for 20 years and I've had a very blessed property management and business ownership life. I do say though that when I was 23 and when I started the business, I don't think it would have mattered what I was doing. It wasn't actually about the property management. It was actually probably about business ownership that I was drawn to. And I think I always say, even if I was a hairdresser at 23, it would have been a hairdresser shop that I opened up, just happened to be working in property management. So I've been running that and I've had a very blessed property management life. I always feel a little bit guilty when people talk about the roller coaster of their property management businesses, because I don't feel like I've had that. Or if I have, I sort of feel like maybe I just didn't sweat the small stuff. And so that led me into... Jason Hull - DoorGrow (02:50) Yeah. Yeah. Ashleigh Goodchild (03:10) running and founding PM Collective, which was bringing in a peer-to-peer mentorship and training Australia-wide where we run 200 coffee and conversations every year. And we really support each other in the industry just by that casual learning from each other. Jason Hull - DoorGrow (03:27) That's awesome. So they're getting together, hanging out with each other, sharing ideas, and you're kind of the facilitator in this. Ashleigh Goodchild (03:35) Yeah, we do it Australia wide. have loads of hosts around

When trying to grow your property management business, have you ever thought to yourself, "Man, it would be great if I just had more leads?" In this episode of the #DoorGrowShow, property management growth experts Jason and Sarah Hull discuss the Leads Myth and how "just having more leads" will not actually help you grow your business. You'll Learn [02:06] The Myth of Needing More Leads [11:39] Leaks in Your Sales Pipeline [22:41] The Future of SEO with AI Quotables "Why do we call it the leads myth? Well, the myth is this lie that we believe that you just need more leads. And the assumption in that is that all leads are the same." "The more clarity you have, the less wrong stuff you're going to be doing." "Not all clients are equal, right? Which means not all leads you get are equal. You need to qualify them." Resources DoorGrow and Scale Mastermind DoorGrow Academy DoorGrow on YouTube DoorGrowClub DoorGrowLive Transcript Jason Hull (00:00) Most of the industry is trapped in a cycle of suck. This is why most property managers suck in most markets. Maybe even you that's listening. We are Jason and Sarah Hull, the owners of DoorGrow, the world's leading and most comprehensive coaching and consulting firm for long-term residential property management entrepreneurs. For over a decade and a half, we have brought innovative strategies and optimization to the property management industry. We help people grow their property management businesses quickly. And our mission is to transform property management business owners and their businesses. We want to transform the industry, eliminate the BS, build awareness, change perception, expand the market, and help the best property management entrepreneurs win. Now let's get into the show. All right. So today we're going to be chatting a little bit about the leads myth that a lot of people believe. So if you have ever thought to yourself, I just need more leads. If I just had more leads, everything else would be great in my business. What do you have to say about that? Well, I think that is not the case. Okay. It's definitely not the case. And I also think almost kind of be careful what you ask for a little bit. getting a whole bunch of leads was never really the best. strategy anyway, unless you have people who are just picking up the phone and calling you and saying hey, I Would love for you to just manage my property. I don't have any questions. Here's my money. I just had a contract Those are leads I want but cold leads that are Not ready to go that need to be warmed up that have a bajillion questions That might not even understand why they want to work with you Specifically, yeah, I'm just not interested in those leads. And the other thing I think we need to discuss on this episode specifically is the changes that we're seeing because of AI. So AI is really great and also it's changing things very rapidly and leads and SEO that's very effective by this too. Okay. So. Let's get into this. So a lot of people believe they just need more leads. And the danger in that is if you really just think you need more leads, you're going to go out to the marketplace and talk to marketers and they're going to go, cool, I'll give you leads. And they will sell you leads basically. So why do we call it the leads myth? Well, the myth is this lie that we believe that you just need more leads. And the assumption in that is that all leads are the same. And they're not, they're not even remotely the same. So there's a couple of different frameworks that we usually talk about to kind of destroy the leads myth. One is the four Ds to revenue. Another is the cycle of suck we talk about and how people get stuck in growth. We talk sometimes about the pipeline leaks that you have in your pipeline. And we talk about the myth of SEO or internet marketing. And then we often talk about any others warm versus cold leads and then David versus Goliath. Okay. So we can tackle these all really quickly and go through each of these and maybe some other things will pop up as we go. Cool. Let's talk about all of that and then we'll talk about why AI has changed all of, really all of those things. Okay. That'll be in conjunction with SEO. All right, so let's go through these. And so for those following along, if you stack all these concepts, each one compounds your speed of growth. They're all related. And so these are frameworks that I love to share with clients to help them understand so that they don't make the mistake of doing the wrong stuff. The more clarity you have, the less wrong stuff you're going to be doing. The less you're going to be experimenting, the less you're going to be wasting time. And if you really wanna collapse time, the easiest hack is reach out to us and we can help you with all of this. We've been doing this for over a decade and a half. We have had hundreds of guinea pigs to figure this all out and we have over 100. case studies and testimonials more than anyone else in the indust

What if you could take out a loan with 0% interest and invest that money for as long as you own your investment property? This is something that cost segregation can help real estate investors do. In this episode of the #DoorGrowShow, property management growth expert Jason Hull sits down with Daniel Boyd from CSSI Services to talk about cost segregation, one of the most powerful ways to uncover hidden tax savings for property owners and managers. You'll Learn [03:10] How Cost Segregation Works [08:54] Recent Changes to Depreciation Rules [11:59] Why Real Estate Investors Should Care About Cost Segregation [18:33] The Importance of Working with Tax Experts Quotables "The big idea here is there's things in the property that wear out fast and there's things that that wear out slow." "We love deductions because we want to pay as little tax as possible." "Wouldn't it be great to take a $100,000 loan with 0 % interest, invest it for as long as you own the property?" Resources DoorGrow and Scale Mastermind DoorGrow Academy DoorGrow on YouTube DoorGrowClub DoorGrowLive Transcript Dan Boyd (00:00) Wouldn't it be great to take a $100,000 loan with 0 % interest, invest it for as long as you own the property? And then when you sell the property, you give the loan amount back and you keep whatever you made on that investment. Jason Hull (00:06) I'm Jason Hull, CEO and founder of DoorGrow, the world's leading and most comprehensive coaching and consulting firm for long-term residential property management entrepreneurs. We have been helping people for over a decade and a half. At DoorGrow, our mission statement is to transform property management business owners and their businesses. We want to transform the industry, eliminate the BS, build awareness, change perception, expand the market, and help the best property management entrepreneurs win. Now, let's get into the show. My guest today is Dan Boyd. We're going to talk about cost segregation, one of the most powerful ways to uncover hidden tax savings for property owners and managers. you'll learn how to accelerate depreciation, apply repair regulations, and know when expenses can be written off immediately. These strategies can help you improve client cashflow, strengthen relationships, and stand out in the market. All right, Dan, welcome to the DoorGrow Show. Thanks so much for being here with you. So Dan, before we get into cost segregation, which is an interesting subject, that's... Dan Boyd (01:10) Thanks so much. Great to be here with you. Jason Hull (01:19) They had some changes recently, right? There's been some changes in depreciation thanks to Mr. Trump and all this stuff going on, right? The president, I think. So I'm curious what you have to say about that. But tell us, how did you get connected to this business? Give us some backstory on Dan. Dan Boyd (01:36) Sure, yeah, it's a little funny. I meet, you bet, I meet people from time to time and they say, how on earth did you get into this line of work? Because it's not like anybody goes to school to work in cost segregation or at least cost segregation sales. know, tale as old as time, I knew somebody. And so I was working in the nonprofit sector. My goal was to become a superintendent. So I had gotten a doctorate in education and I was headed in the right direction. But I found out that the average superintendent lasts for about two years. Dan Boyd (02:05) and then they get run out of town for one reason or the other. And it's typically a very stressful two years. And so while it's a rewarding ⁓ position and the compensation is usually pretty good, I thought, why don't I just skip those two years and go into sales and consulting? And so somebody had told me, I think you'd be pretty good at this. And so I started selling cost segregation for our company. And then, There was an opportunity, they said, you know what, we needed to improve our training and our education, and you've got the perfect background. You understand what we do, but you also come from a world of education, so why don't you join us in that capacity? And so it's been a very good fit since then. Jason Hull (02:28) Got it. So you didn't wake up as like a kid in elementary school saying you wanted to do cost segregation. Dan Boyd (02:48) Believe it or not, no, I can't even say it was on the radar, right? There was like baseball player and then commando and maybe basketball player and football player. So like cost segregation wasn't anywhere near the top of that list. Jason Hull (02:53) Property management business coach was not on my radar back then either, so I get it. All right, cool. So let's get into the topic. So cost segregation, how do we uncover some hidden tax savings? Dan Boyd (03:14) So the big idea here is there's things in a property that wear out fast and there's things in a property that wear out slow. But how do you know? And that's where we come in. So our job is to tell you with our knowledge of the IRS code and buildings,

As a property manager, how much do you know about tax liens and tax deeds? How much do your investors know? In this episode of the #DoorGrowShow, property management growth expert Jason Hull sits down with Brian Seidensticker, Founder of Tax Sale Resources and Mountain North Capital, to discuss how property managers can help their investors buy more properties using tax lien strategies. You'll Learn [01:40] From Aerospace Engineering to Buying Tax Liens [06:46] How Property Managers Can Benefit [16:06] How to Learn The Ins and Outs of Tax Lien Investing [23:29] The Biggest Questions and Pitfalls Quotables "Property managers, the savviest ones, they're building up their own portfolios, not just helping everybody else." "Property managers… what gets them access to more deals is just being connected to more investors." "This might crack open a new idea for them, another growth channel that they could leverage as a resource for their investors." Resources DoorGrow and Scale Mastermind DoorGrow Academy DoorGrow on YouTube DoorGrowClub DoorGrowLive Transcript Jason Hull (00:00) This might crack open a new idea for them, another growth channel that they could leverage as a resource for their investors. All right, I'm Jason Hull, the CEO and founder of DoorGrow, the world's leading and most comprehensive coaching and consulting firm for long-term residential property management entrepreneurs. For over a decade and a half, we have brought innovative strategies and optimization to the property management industry. At DoorGrow, we have spoken to thousands of property management business owners, improving pricing, increasing profits, simplifying operations. We run the world's leading property management mastermind to help them grow. DoorGrow, we believe good property managers can change the world and that property management is the ultimate high trust gateway to real estate deals, relationships, and residual income. We are on a mission to transform property management business owners and their businesses. We want to transform the industry, eliminate the BS, build awareness, change perception, expand the market. and help the best property management entrepreneurs win. Now, let's get into the show. So my guest today is Brian Seidensticker, founder of Mount North Capital and Tax Sale Resources, one of the nation's top platforms tracking over 8,000 tax sales and over 1.5 million distressed properties each year. Brian is a leading expert in tax lien and deed investing and shares how property managers can turn overlooked tax delinquent properties into major portfolio growth opportunities. Brian, welcome to the show. Thanks Jason, thanks for having me. Excited to be here. Cool. So before we get into the topic at hand, let's rewind and tell everybody how did you get into entrepreneurism and how did you get into these businesses that you now have? Brian Seidensticker (01:37) Thanks Jason, thanks for having me. Excited to be here. Yeah, well, I think it's an interesting story, although I'm slightly biased because I did not grow up with aspirations of being in this space or doing what I do today, although I love what I do now. I think the probably the first sign of, maybe the standard corporate. Jason Hull (01:55) I think it's an interesting story. sign of hey maybe the standard corporate Brian Seidensticker (02:14) atmosphere isn't necessarily for me came when I was ⁓ still in school. Got my first internship in the aerospace industry, which is where I spent the first 10 years of my career ⁓ at Honeywell, of all places, in design engineering and ⁓ thought it was exactly what I wanted to do, but I didn't know much about, you know, engineering and what was actually involved. ⁓ Jason Hull (02:14) atmosphere isn't necessary for me came when I was still in school got my first internship in the aerospace industry which is where I spent first 10 years of my career at Honeywell of all places and design engineering and thought it was exactly what I wanted to do but I didn't know much about you know engineering and what was actually all Brian Seidensticker (02:40) And that is the first time that I kind of realized, okay, maybe maybe this is not what I had in mind. was, you know, it's odd, you know, ironically enough, not a whole lot different than what I do today. I stared at a computer all day and that is not what I had envisioned for engineering. was assuming it was going to be much more hands on and touching things. And that was probably the first time where I called it my earliest twenties crisis, where I was like, Oh, you know, I'm three, four years into this. Is this what I want to do for the rest of my life? Jason Hull (02:40) And that is the first time that I kind of realized, okay, maybe this is not what I had in mind. was, ironically enough, not a whole lot different than what I do today. I stared at a computer all day and that is not what I had envisioned for engineering. was assuming to be much more hands-on and touching things

Do you ever look at other property management companies and wonder how they were able to grow and scale to thousands of doors? In this episode of the #DoorGrowShow, property management growth experts Jason and Sarah Hull share insights they gleaned from successful founders and CEOs of multi-billion-dollar companies. You'll Learn [00:59] Execution is More Important Than Good Ideas [11:51] Narrowing Your Focus to What You're Best At [19:41] Ask Your Target Market [30:33] Everyone Should be Focused on One Goal Quotables "There's no shortage of ideas. It's execution that's the hard part." "Everyone thinks… if I scale, I've got to do more. And actually, you have to do less to be able to scale…" "A lot of times we get caught up in creating systems, inventory, things that actually cause waste or over-optimizing each individual department or each individual step, but it actually reduces the overall goal of optimizing." Resources DoorGrow and Scale Mastermind DoorGrow Academy DoorGrow on YouTube DoorGrowClub DoorGrowLive Transcript Jason Hull (00:00) a lot of times we get caught up in creating systems, inventory, things that actually cause waste or over optimizing each individual department but it actually reduces the overall goal of optimizing for making more money. All right, I'm Jason Hull. This is Sarah Hull, the owners of DoorGrow, the world's leading and most comprehensive coaching and consulting firm for long-term residential property management entrepreneurs. For over a decade and a half, we have brought innovative strategies and optimization to the property management industry. At DoorGrow, we believe that good property managers can change the world and that property management is the ultimate. high trust gateway to real estate deals, relationships, and residual income. At DoorGrow, we are on a mission to transform property management business owners and their businesses. We want to transform the industry, eliminate the BS, build awareness, change perception, expand the market, and help the best property management entrepreneurs win. Now, let's get into the show. Okay, so we recently kind of split paths, right? so that you could go learn some stuff and I could go learn some stuff. So we usually do everything together. So, but we had, which I love, but we had two really cool opportunities. One I was very much more interested in than the other, because I was learning about AI, which I've been geeking out on. And then you went off to go to a profit event. And was really cool. We went to the first day together, but the second and third day I was in. AI workshop, geeking out with some of the best on AI. Cool. I would love to hear what you took away from this event and what you learned, and maybe you can share that. I wanted to go over my notes on one speaker in particular. I was kind of going back and forth between two of them and I think this is the one that I landed on. at a different date I could talk about the other one because you weren't there for either one of them. But on the second day, I'm just gonna call this like notes from a billionaire and not just a billionaire but a multi. Billionaire and not just multi-billionaire but someone who is the founding member and CEO of I think they said they grew it to like it was a ridiculous number like 740 billion or it was a big it was a big number it was a very large impressive number and he was so nice I actually had a conversation with him before I even realized who he was I was chatting with him I wish I would have known Like I recognized the name and then I saw him speak and I went man. I would've asked him a different question So I'll do a quick little intro and then I'll kind of share my notes from what I wrote down while he was presenting so intro his name is Jeff Hoffman and For those of you that don't know the name Like I didn't know the name before as soon as I say the name of the company you'll instantly go. okay No, know the company The company is Priceline. So he is one of the founding members of Priceline. They started it and scaled it to many hundreds of billions of dollars. This is some of the advice that he had shared with us in his Speech because I got to hear him get up and speak and present to the entire room. So The first thing that I wrote down I Don't know if he can be credited with saying this or if he was quoting someone else But he said it so I wrote it down because it resonated very much was ideas are welcome here But execution is worshiped And I think that's really powerful because how many times do we all have this great idea, right? my God, I had this idea. my God, I had this idea. my God, we should do this. We should do that. What if we did this? There's no shortage of ideas. It's execution that's the hard part. It's turning an amazing idea into something and bringing that to life and bringing it to fruition. So I love it so much. That's good. Yeah. too much attention a lot of times on the idea and the planning and all this stuff, b

We are living in a post-trust era. Trust is at an all-time low, and people are more on guard than ever. How does this impact the property management industry? In this episode of the #DoorGrowShow, property management growth expert Jason Hull sits down with Darryl Stickel of Trust Unlimited to talk all about building and maintaining trust. You'll Learn [01:30] The Foundations of Building Trust [06:51] Where Uncertainty Comes From and How to Eliminate it [11:37] The Golden Bridge Formula [21:27] The Role of Vulnerability in Building Trust [31:49] AI and the Post-Trust Era Quotables "Sales and deals happen at the speed of trust." "Trust is the willingness to be vulnerable when you can't completely predict how someone else is going to behave." "There's three levers within us as individuals, and those are benevolence, integrity, and ability." Resources DoorGrow and Scale Mastermind DoorGrow Academy DoorGrow on YouTube DoorGrowClub DoorGrowLive Transcript Jason Hull (00:00) This is really what property managers sell. They sell trust. They don't really sell property management. Darryl (00:03) Yeah. Jason Hull (00:05) All right, I'm Jason Hull, the founder and CEO of DoorGrow, the world's leading and most comprehensive coaching and consulting firm for long-term residential property management entrepreneurs. For over a decade and a half, we have brought innovative strategies and optimization to the property management industry. At DoorGrow, we have spoken to thousands of property management business owners, coached, consulted, and cleaned up hundreds of businesses, helping them add doors, improve pricing, increase profit, simplify operations, and build and replace teams. We are like bar rescue for property managers. In fact, we've cleaned up and rebranded over 300 businesses. We run the leading property management mastermind with more video testimonials and reviews than any other coach or consultant in the industry. And at DoorGrow, we believe that good property managers can change the world and that property management is the ultimate high trust gateway to real estate deals, relationships, and residual income. We are on a mission to transform property management business owners and their businesses. We want to transform the industry, eliminate the BS, build awareness, change perception, expand the market, and help the best property management entrepreneurs win. Now, let's get into the show. And today, I am hanging out with Darryl Stickel of Trust Unlimited. Welcome, Darryl to the DoorGrow Show. Darryl (01:26) Thanks for having me, Jason. It's a pleasure to be here. Jason Hull (01:29) It's great to have you. So I'm really excited about the topic of trust because I talk about this all the time. In fact, one of my most common phrases that I say to clients when talking about sales is that sales and deals happen at the speed of trust. And so I'm excited to get into this. So give us a little bit of background on you and then we'll get into the topic at hand. So tell us a little bit about Darryl and how you sort of Darryl (01:45) They do, yeah. Jason Hull (01:56) arrived at Trust Unlimited. Darryl (01:59) Yeah. So I was born and raised in a small town in Northern British Columbia, Canada, fairly isolated community, harsh winter conditions. And so people learned that they had to pull together and it meant that you needed to look out for your neighbor and that if you could help someone, you should. And so growing up in that background, I had a sense of responsibility to others, desire to be helpful. When I was 17 years old, I was playing hockey in a neighboring community and I was attacked by a fan at the club. And he shattered my helmet, knocked me unconscious. I ended up with a severe concussion and I had a visual impairment. I knew that I was going to become legally blind, which I am now. So my plan had been to think for a living. Jason Hull (02:32) I ended up with a severe concussion. And I had a visual impairment. Hmm. ⁓ Darryl (02:46) And now all of a sudden I had the attention span of a fruit fly and I couldn't think. and so this experience promoted a sense of empathy for me because there were such feelings of, of helplessness and hopelessness. And fast forward a few years and I'm studying psychology and moving towards becoming a clinical psychologist. And people would just come up to me and. Jason Hull (02:52) And so this experience promoted a sense of empathy. I like... Yeah. Darryl (03:08) start telling me their problems. I'd be sitting on a bus and a complete stranger would sit down next to me and say, I'm really having a hard time. And so I wanted to understand why that was happening. And I went and did a master's degree in public administration, worked in native land claims in British Columbia. And they would ask me these sort of deep philosophical questions like, what is self-government or what will the problems look like 50 years after claims are settled? Jason Hull (03:15) So I went to understand why that wa

How often do you say, "I don't have time?" This is a common excuse we hear from property management business owners and their teams. The truth is, we all have the same amount of time. In this episode of the #DoorGrowShow, property management growth experts Jason and Sarah Hull discuss the myth of not having enough time and the true issue: having the wrong priorities. You'll Learn [01:28] Time: The Biggest Excuse for Staying Stagnant [06:02] You Don't Make Money on Bad Clients [10:20] Building Trust with Clients Without Overcommunicating [19:35] Finding the Bottleneck in Your Business Quotables "Don't optimize for the wrong things. You have to make sure you're optimizing for the right things." "We all have the same amount of time every day." "The issue is not time. The issue is priorities." Resources DoorGrow and Scale Mastermind DoorGrow Academy DoorGrow on YouTube DoorGrowClub DoorGrowLive Transcript Jason Hull (00:00) most of you listening have some properties and some owners in your portfolio that are losing you money. Your operational cost on them is higher than you being able to pull profit on them. All right, we are Jason and Sarah Hull, the owners of DoorGrow, the world's leading and most comprehensive coaching and consulting firm for long-term residential property management entrepreneurs. For over a decade and a half, we've brought innovative strategies and optimization to the property management industry. At DoorGrow, we have spoken to thousands of property management business owners, coached, consulted, and cleaned up hundreds of businesses. helping them add doors, improve pricing, increase profit, simplify operations, and build and replace teams. At DoorGrow, we believe that good property managers can change the world and that property management is the ultimate high trust gateway to real estate deals, relationships, and residual income. At DoorGrow, we are on a mission to transform property management, business owners, and their businesses. We want to transform the industry, eliminate the BS, build awareness, change perception, expand the market, and help the best property management entrepreneurs win. Now, let's get into the show. All right, so what are we chatting about today? Sarah? Time. Time. Time. Why are we chatting about time? And this is where most people mess it up because it's so precious here's the little captain's face It's precious. Okay, Captain for those listening is a little dog that we have. It's one of our dogs. Okay, so the reason we're talking about time is because time is one of the biggest excuses that we get. Are you working and growing your business? I just don't have time. Or have you been making the calls that you need to make to get your business growing? I don't have time. I'm so busy. I'm so overwhelmed. And so it's everybody is out of time. Nobody has time. Nobody's so busy. There's a meme that it's old, but it's like classic. Ain't nobody got time for that. Ain't nobody got time for that? Yes, you do. So time, time is an issue. Why is time an issue? We all have the same amount of time every day. We get a whole new 24 hours the next day, every day. The issue isn't time. And we've talked about this, think, before, but the issue is not time. The issue is priorities. You're prioritizing the wrong things. And one of the things we've noticed with clients. We just recently wrote for our clients a time optimization playbook for property managers. It's got some brilliant stuff in it. A lot of it from her brain, some of it from my brain, and it's really good. But one of things we've noticed, Elon Musk has these principles for how he goes and optimizes businesses. He's made businesses way more efficient. When he came into Twitter and rebranded it to X he cleaned house, thousands of wasteful employees that were just bloat and not really contributing to code, not really updating it. One of his key principles is don't optimize for the wrong things. You have to make sure you're optimizing for the right things. And a lot of people are optimizing when they should have been cutting stuff out first. So they didn't ask the question, should we even be doing this thing at all? And most property managers we find are optimizing for the wrong thing. They are optimizing for how do I take every phone call from every tenant and how do I take every phone call from every owner and how do I please everybody and do all this stuff that I have to do instead of what? Instead of saying, should I even be talking to these people at all? Your owners don't really want to talk to you. They really would love if they could just trust you to do your job and do it well and not have to talk to you. Like that's really what owners want. When they feel anxious because they don't trust you because you aren't doing a good job or you've set incorrect boundaries or you haven't made them feel safe from the beginning or you onboarded them poorly, they now feel anxious. They want to talk to you all the time because wh

If you've ever worried that changing your pricing structure or raising your fees would scare away your property management clients, you are likely not making enough money for the work you and your team are doing. In this episode of the #DoorGrowShow, property management growth experts Jason and Sarah Hull dive into the psychology and strategy behind the innovative 3-tier hybrid pricing model. You'll Learn [01:08] Addressing the Common Fears of Changing Pricing [09:10] Creating 3 Pricing Tiers Based on Psychology [16:58] Shifting Your Mindset Surrounding Money [21:12] Distinguishing Your 3 Pricing Plans Quotables "Unless you want to be the cheapest and deliver the most cutthroat, like awful service, and just target the cheapest owners, which have the highest operational cost and the lowest margins, and just hemorrhage money and not be able to grow your business, that's the game you can play." "That psychological impact of investing in yourself financially, doing something to financially invest in leveling up you and your business creates this unconscious perception that… you are worth being invested in." "If you have good pricing, you have a really optimized pricing model, and you know how to sell it, it actually changes your portfolio. It incentivizes you having better properties." Resources DoorGrow and Scale Mastermind DoorGrow Academy DoorGrow on YouTube DoorGrowClub DoorGrowLive Transcript Jason Hull (00:00) What would happen if you doubled your pricing and half of your clients quit. well, then nothing would happen. Nothing would change. then I say, what would happen to your operational costs? All right, we are coming to you from Mexico. We are Jason Hull and Sarah Hull, the owners of DoorGrow, the world's leading and most comprehensive coaching and consulting firm for long-term residential property management entrepreneurs. For over a decade and a half, we have brought innovative strategies and optimization to the property management industry. At DoorGrow, we have spoken to thousands of property management business owners, coached, consulted, and cleaned up hundreds of businesses. helping them at doors, improve pricing, increase profit, simplify operations, and build and replace teams. At DoorGrow, we believe that good property managers can change the world and that property management is the ultimate high trust gateway to real estate deals, relationships, and residual income. At DoorGrow, we are on a mission to transform property management business owners and their businesses. We want to transform the industry, eliminate the BS, build awareness, change perception, expand the market, and help the best property management entrepreneurs win. Now let's get into the show. All right. So we're going to be chatting about what today? Pricing. A little bit about pricing. we have coached and consulted property managers on pricing for a long time, like over a decade. And we've brought some innovative strategies. Like we were first to bring to market really and push into the industry the three tier sort of pricing model having three plans. And this was based on the psychology that there's three types of buyers, cheapos, normals and premiums. You know who they are, right? You've dealt with them. And so, and then more recently in our evolution, we've been pushing a hybrid model. I got that idea originally from Scott Brady. Shout out to Scott, smart guy. And we innovated on that and developed our own model for clients to make that really effective. And so this is something that we've coached quite a few people on. we consistently see some challenges come up over switching their pricing. first, what are some of the fears or concerns that come up, About switching pricing? Yeah. Everyone's always worried, oh my god, what if I lose all of my clients? Right. I'm going to change my pricing, and everyone's going to leave me. And we've helped a lot do that. they lost all their clients. No, it never happens. It never happens. No, if they lose any, it's typically their worst clients. And then they end up finding that that was a blessing. Yeah. So they end up making money by getting rid of those and they're charging more money. So really they're increasing their revenue. So a lot of times to get them over that hurdle, I usually use this example. I say, What would happen if you doubled your pricing and half of your clients quit. Like we did something crazy and extreme. So we go to the extreme. And what do people usually say at first? well, then nothing would happen. Nothing would change. I'm like, really? So then I have to ask deeper questions. So what do mean nothing would happen? Well, I'd still bring in the same amount of revenue. I've doubled my price, half the clients quit. I still have the same revenue. And then I say, what would happen to your operational costs? So they start thinking. So you probably already figuring this out right now, listening to this. So what would happen to your operational costs? They'll say, it'd

Seth Williams (00:00) I was able to buy a lot of land at dirt cheap prices. So there's no mortgages or anything on it. And when you buy anything for a small fraction of its actual market value, it's not hard to turn around and sell that thing and make money on it. Jason Hull (00:14) All right, I am Jason Hull, the founder and CEO of DoorGrow, the world's leading and most comprehensive coaching and consulting firm for long-term residential property management entrepreneurs. For over a decade and a half, we have brought innovative strategies and optimization to the property management industry. At DoorGrow, we have spoken to thousands of business owners, coached, consulted, and cleaned up hundreds of property management businesses, helping them add doors, improve pricing, increase profit. simplify operations and build and replace entire teams, we are like bar rescue for property managers. In fact, we have cleaned up and rebranded over 300 businesses and we run the leading property management mastermind with more video testimonials and reviews than any other coach or consultant in the industry. At DoorGrow, we believe that good property managers can change the world and that property management is the ultimate high trust gateway to real estate deals, relationships and residual income. At DoorGrow, we are on a mission to transform property management business owners and their businesses. We want to transform the industry, eliminate the BS, build awareness, change perception, expand the market, and help the best property management entrepreneurs win. Now, let's get into the show. And my guest today I'm hanging out with is Seth Williams. Welcome, Seth. Seth Williams (01:28) Hey, Jason, good to be here. Thanks for having me. Jason Hull (01:31) Yeah, it's great to have you and of REtipster. so Seth, let's get into a little bit of your background. You've done a lot of different things connected to real estate. Give us the background on your journey and how you got it kind of got into entrepreneurism and what made you start all this crazy stuff. Seth Williams (01:48) Yeah, sure. Yeah. Well, my journey kind of starts back in about 2005, 2006 when I was still in college. And like most people, I was trying to find houses I could buy that I could flip or rent that kind of thing. Just get into the real estate game. But I didn't really know anything about how to do it. I had no competitive advantage. I was looking on the MLS. That was the only place I knew I could look for to find deals. And there weren't any deals. It was horrible. I spent hundreds of hours and found nothing that made any financial sense. And I was just like, man, how do people do this? Like, how do people find good real estate deals if I can't find them? I was looking everywhere and there was nothing out there. And it was around, you know, after struggling with this for a couple of years, I discovered two things that kind of worked hand in hand. The first was the land business. So buying vacant land and Like most people, when I first heard that I was like, what? Picket land? Like, why would I do that? That makes no sense. It's just dirt. Like, where's the cash flow? Where's the income? The other thing that I discovered though was how to find deals off market through something called the delinquent tax list. And this is basically a list of property owners that every county has of properties that are currently back due on their property taxes. This is not the same thing. Jason Hull (02:52) Yeah. Seth Williams (03:11) as the tax sale list. So it's not the list of properties that's going to go up for auction soon. It's people who still own their property, but they're back doing taxes. If they don't pay them off soon, they're going to get their property taken from them. And these two things together, land and the delinquent tax list, I was able to find and contact people who had land with delinquent taxes on it. And because there were delinquent taxes, they're in a situation where it's like, Jason Hull (03:18) Yeah, they're just behind. Seth Williams (03:37) You got to pay off these taxes in like weeks or you're going to lose everything. So why are you in this situation? Is it because you don't care about the property? Like what is the issue? And in many cases, that was it. Maybe they just inherited it. Maybe they bought it 20 years ago, but for whatever reason, they didn't care about the thing. And I'm sitting there saying, Hey, I'll pay you a few hundred dollars, maybe a few thousand dollars, and I'll pay off your taxes and I'll make this problem go away. And because a lot of these people didn't want their property anyway, and I was kind of taking care of a nuisance in their life, I was able to buy a lot of land at dirt cheap prices. And I could also buy it free and clear. So there's no mortgages or anything on it. And when you buy anything for a small fraction of its actual market value, it's not hard to turn around and sell that thing and make money on it

In business and in sales, the future is changing faster than most can keep up. AI isn't just a buzzword anymore. It's transforming how deals are made and how teams operate. In this episode of the #DoorGrowShow, property management growth expert Jason Hull sits down with Steve Trang of ObjectionProof.ai to explore how AI sales reps can book appointments, review calls, and follow up with leads instantly, what this means for property management entrepreneurs, and why learning to leverage AI now is critical to staying competitive. You'll Learn [01:24] The AI Revolution [11:11] AI Sales Reps [17:39] The Future of AI in Sales [27:31] The Importance of Asking Good Questions [34:49] Setting Impossible Goals to Grow Faster Quotables "I'm not here to say your job is at stake, but you should operate as if it is—because if you're not, you're going to get replaced." "The version of AI today is the worst version you'll ever deal with—because it's only getting better." "AI can instantly—99.9% uptime—call the prospect, ask questions, and book an appointment for you or your salesperson to actually run the sales process." Resources DoorGrow and Scale Mastermind DoorGrow Academy DoorGrow on YouTube DoorGrowClub DoorGrowLive Transcript Steve Trang ObjectionProof.ai (00:00) We are building out an AI agent that can actually run sales. call the prospect, ask questions, book an appointment. for you, so it actually sounds like you're having a conversation with another human being. Jason Hull (00:14) All right, I am Jason Hull, the founder and CEO of DoorGrow, the world's leading and most comprehensive coaching and consulting firm for long-term residential property management entrepreneurs. For over a decade and a half, we have brought innovative strategies and optimization to the property management industry. At DoorGrow, we have spoken to thousands of property management business owners, coached, consulted, and cleaned up hundreds of businesses, helping them add doors, improve pricing. increase profit and simplify operations and build and replace teams. We are like bar rescue for property managers. In fact, we have cleaned up and rebranded over 300 businesses and we run the leading property management mastermind with more video testimonials and reviews than any other coach or consultant in the industry. At DoorGrow, we believe that good property managers can change the world and that property management is the ultimate high trust gateway. to real estate deals, relationships, and residual income. At DoorGrow, we are on a mission to transform property management business owners and their businesses. We want to transform the industry, eliminate the BS, build awareness, change perception, expand the market, and help the best property management entrepreneurs win. Now, let's get into the show. All right, my guest today is Steve Trang of objectionproof.ai, and we're gonna be talking about, I guess, the future. Does that sound about right? Steve Trang ObjectionProof.ai (01:36) Yeah, I would say that's very, very relevant, even more acutely today than normal. Yes. Jason Hull (01:42) So we are in the middle of this insane AI revolution. know, AI is taking over quickly. Everybody's talking about all the jobs that are going to go away. Everybody's playing with chat GPT. It's becoming like their second brain. We're all maybe getting a little dumber because of it. Who knows? But we're also getting more more capabilities. Steve Trang ObjectionProof.ai (01:59) Yeah. Jason Hull (02:03) It's all speeding up so quickly even before we started. I'm like, I just tried this tool and you're like, have you heard of this tool? And like, there's just so many tools out there. before we get into all that, Steve, tell us a little bit, give us a little background on you as an entrepreneur and how you kind of got into entrepreneurism and what led to objection proof. Steve Trang ObjectionProof.ai (02:26) Yeah, so it's going to be a long, secretive road because I got into real estate in 2005. So, you know, I did the good, you know, the, the get good grades so can get a good job deal. Right. I all that. was an engineer. I worked at Intel. and I realized fairly quickly, I wasn't manageable. And so, I had to, I had to find something else where I could work for myself. I read rich dad, poor dad from that. It's like, I got to do real estate, but. I didn't take the advice quite right because I became a realtor in 07, not a good time. So that was a major, major humbling experience. I did some short sales, which are relevant again today. I a list of properties for banks, eventually started my own brokerage. You know, when the bank, when the foreclosure started dying down, became, my own brokerage. Did pretty well. had almost 1 % or we had 1 % market share for a very, short period of time. In the Phoenix market, one of every 100 transactions went through our brokerage. then, I started buying houses, cash started wholesaling, did some flipping, started a podcast disruptors

In business and in life, sometimes things don't go as we planned. Sometimes, our plans are completely derailed. In this episode of the #DoorGrowShow, property management growth experts Jason and Sarah Hull share a recent experience where they ended up in the right place at the right time and discuss the importance of being able to trust the process. You'll Learn [01:27] A Sudden Vet Visit Becomes An Unexpected Lesson [08:20] When the Plan is Derailed [16:30] Being in The Right Place at the Right Time [23:21] Trusting the Process When Things Don't Go as Planned Quotables "In business, things are always changing." "Things might derail us, but that doesn't mean that it has to be a worse outcome just because it didn't go the way that you wanted." "A lot of times it's not the business stuff that derails us. It's everything else outside of business." Resources DoorGrow and Scale Mastermind DoorGrow Academy DoorGrow on YouTube DoorGrowClub DoorGrowLive Transcript Jason & Sarah Hull (00:00) In business, things are always changing. Things might derail us, but that doesn't mean that it's going to has to be a worse outcome just because it didn't go the way that you wanted. All right, we are Jason and Sarah Hull, the owners of DoorGrow, the world's leading and most comprehensive coaching and consulting firm for long-term residential property management entrepreneurs. For over a decade and a half, we have brought innovative strategies and optimization to the property management industry. At DoorGrow, we have spoken to thousands of property management business owners, coached, consulted, and cleaned up hundreds of businesses. helping them add doors, improve pricing, increase profit, simplify operations, and build and replace teams. We are like Bar Rescue for property managers. In fact, we have cleaned up and rebranded over 300 businesses, and we run the leading property management mastermind with more video testimonials and reviews than any other coach or consultant in the industry. At DoorGrow, we believe that good property managers can change the world. and that property management is the ultimate high trust gateway to real estate deals, relationships and residual income at DoorGrow. We are on a mission to transform property management, business owners and their businesses. We want to transform the industry, eliminate the BS, build awareness, change perception, expand the market and help the best property management entrepreneurs win. now let's get into the show. OK, so we were up way too late last night. And it wasn't for any really exciting reason. It was because of dogs. So. Do you want to tell the story? Yeah, sure. So you start last night, we were about to settle down and we were going to watch something on Netflix and my dog, my biggest dog, Parker, he is he's our pit bull. Well, he's our pure red pit bull. And he's kind of scratching and pawing at the couch. telling Jason he wants something. So Jason goes over, pulls it out. And we have these, they're water buffalo horns. Natural, like real water buffalo horns that they chew on. And there was a, how big was it? Like this big? Yeah, I don't know. Maybe like two by three inches kind of a thing. So little last piece of it and Parker wanted it. I got up. Went to the bathroom. I come out. It's in pieces on the floor. So I did not want him to eat that. So I said, no, no, no, give me that. And he did not want to give it to me. So I took the remaining pieces off of the floor and I figured I would bribe him with a treat. I was pretty sure he swallowed. And at least some of it was kind of dark. Yeah. So pretty sure he swallowed some of it. And I went, okay, I don't wanna play this game. I've played this game several times. It's not fun. I'm just gonna induce vomiting and then we'll get it out of him and we'll go on with our night. So we do this mixture of hydrogen peroxide and I some vanilla ice cream. No vomit. So I did another batch of that. No vomit. I did a third batch of that. No vomit. And now I'm starting to panic because it's been about what? 15 minutes at that point. Maybe 20. Maybe 20. And I'm going, I'm panicking. I'm going, I have never given a dog hydrogen peroxide and they didn't vomit. I don't understand what to do. So he had looked up online and he said, okay, well. Walking I guess will help stimulate that so I went okay. So we walked him down to the end of the block. We came back. No vomit we got into the house as soon as we got into the house, then he vomited twice And some of the pieces had come out, but I was quite large. Yeah. Yeah, I know I don't think they would have passed through a system. So it was a good thing that we did that. Yeah, I know so then I I felt like what if there's more in there because I just don't I don't know And I get, I get really nervous about that. So we were thinking that most of it kind of came out. I thought maybe there was a little bit left, but wasn't quite sure. Didn't want to induce vomiting again, especially after tha

For many investors, they start their journey by connecting with a real estate agent who doesn't match their values or understand their goals. In this episode of the #DoorGrowShow, property management growth expert Jason Hull sits down with Andrew Rhatigan from Rhatigan Real Estate to go deep into the intersection of strategy and psychology and property investment, from navigating relocations and high-value deals to uncovering the mindset shifts that drive success in real estate. You'll Learn [04:21] Using Psychology to Figure out Investors' Motivations [09:07] The New Model of Selling: Empathy [13:16] The Property Management Industry in Ireland [21:09] Saving Investors 80 Hours Per Month and Retaining Value Quotables "Most people's end goal is not to have rental property. There's a reason why." "If the investment vehicle isn't going to help them achieve their why or their purpose, then it's probably not a good idea." "I think that's really the crux of actual, valuable, true selling. It's not about trying to force people or convince people to buy a product or a service or to get into something. It's about figuring out, do they even need what maybe I could offer them?" Resources DoorGrow and Scale Mastermind DoorGrow Academy DoorGrow on YouTube DoorGrowClub DoorGrowLive Transcript Andrew Rhatigan (00:00) instead of just being sold something for the sake of transacting, Jason Hull (00:00) And instead of just being sold something for the sake of transacting, Andrew Rhatigan (00:03) they've been guided to something that's going to suit their risk tolerance, their life now, and also the future if they chose to rent it in time to come. Jason Hull (00:03) they've been guided to something that's gonna suit their risk tolerance, their life now, and also the future if they chose to invest in the All right, I am Jason Hull, the founder and CEO of DoorGrow, the world's leading and most comprehensive coaching and consulting firm for long-term residential property management entrepreneurs. For over a decade and a half, we have brought innovative strategies and optimization to the property management industry. At DoorGrow, we have spoken to thousands of property management business owners, coached, consulted, and cleaned up hundreds of businesses, helping them add doors, improve pricing, increase profit, simplify operations, and build and replace teams. We are like bar rescue for property managers. In fact, we have cleaned up and rebranded over 300 businesses and we run the leading property management mastermind with more video testimonials and reviews than any other coach or consultant in the industry. At DoorGrow, we believe that good property managers can change the world and that property management is the ultimate high trust gateway to real estate deals, relationships, and residual income. At DoorGrow, we are on a mission to transform property management business owners and their businesses, we want to transform the industry, eliminate the BS, build awareness, change perception, expand the market, and help the best property management entrepreneurs win. Now, let's get into the show. And today, my guest is Andrew Rhatigan Welcome, Andrew. Andrew Rhatigan (01:24) Pleasure to be here, thanks for having us. Jason Hull (01:26) It's good to have you. So Andrew, we're going to go deep into the intersection of strategy and psychology and property investment from navigating relocations and high value deals to uncovering the mindset shifts that drive success in real estate and business and learn how your innovative approach helps investors save over 80 hours a month and retain up to 10 % more value in their property transactions. All right, so Hopefully that's got some people ears perked up and their attention peaked and they're interested. So Andrew, give us a little background on you and how you kind of got into business and entrepreneurism and started into real estate investing and all of this stuff. Andrew Rhatigan (02:09) So firstly, great to be here. And even from your introduction, it made me want to get involved in what you're doing. So it was a fabulous insight into the value you drive for your clients and potential clientele. So essentially, I suppose I've always had an entrepreneurial spirit and by virtue of life's experience, I've gone from every different avenue. And I suppose the backdrop to my life was that my family are and were in property in a very variety of ways. My late father was a developer and I have other family members that are still in development to this day. And I suppose as I grew up, I was always interested in people and sales, but I ran away a little bit from the property side of things to go forge my own path and explore what I felt, you know, my version of winning was. And I originally studied psychology because at the time I thought it would sound good at a dinner party. I'm happy to say that now at the age of 40, that at the age of 18, guess what? Mic drop. I had no idea what I wanted to do w

Do you ever feel like your team doesn't share the same vision for your property management company as you? How do you ensure your property management team is motivated and accountable without micromanaging them? In this episode of the #DoorGrowShow, property management growth experts Jason and Sarah Hull discuss leadership in property management and getting your team aligned with your vision. You'll Learn [01:38] Your Business is Not a Democracy and Not a Dictatorship [11:14] Creating Accountability for Your Team [21:20] The Business Owner is the Captain of the Ship [28:34] How to Gain Clarity about Your Business and Team Quotables "If you give the majority in your business a vote to just make a decision about the business and they don't have vision or purpose that they believe in they're going to go towards what makes them more comfortable." "If you have team members that reject accountability and transparency, they're stealing from you." "Winners want to be seen and recognized." "If people are not money motivated, but their only motivation for working for you is money, because they're not really inspired by you to follow you. They're not inspired by your values, by your vision, or by the mission of the company, then they're going to steal from you," Resources DoorGrow and Scale Mastermind DoorGrow Academy DoorGrow on YouTube DoorGrowClub DoorGrowLive Transcript Jason & Sarah Hull (00:00) You have to be a leader worth following. You have to have a vision that's worth following and you have to have team members that you've selected that. are the type of people that share your values that would buy into your vision, that do believe you're a leader worth following. We are Jason and Sarah Hull, the owners of DoorGrow, the world's leading and most comprehensive coaching and consulting firm for long-term residential property management entrepreneurs. For over a decade and a half, we have brought innovative strategies and optimization to the property management industry. At DoorGrow, we have spoken to thousands of property management business owners, coached, consulted, and cleaned up hundreds of businesses, helping them add doors, improve pricing, increase profit, simplify operations, and build and replace teams. We are like bar rescue for property managers. In fact, we have cleaned up and rebranded over 300 businesses, built hundreds more than that of websites. We run the leading property management mastermind with more video testimonials and reviews than any other coach or consultant in the space. At DoorGrow, we believe that good property managers can change the world. and that property management is the ultimate high trust gateway to real estate deals, relationships and residual income. At DoorGrow, we are on a mission to transform property management business owners and their businesses. want to transform the industry, eliminate the BS, build awareness, change perception, expand the market and help the best property management entrepreneurs win. Now let's get into the show. All right. So our topic for today. Sarah was like, what should we talk about? was like, I don't know. What should we talk about? And she's like, well, something's frustrated me lately is. So something that has come up actually twice, I'd say in the last two months. So a little bit more frequent recently is leadership in the business and what the business owner needs to do and what the team needs to do and how those two should interact. Okay. So today we're talking about leadership in property management, specifically being a leader in your property management business. All right. So I was thinking about this and I was thinking about the, and I don't want to say names. Okay. If we give examples. Sure. Of course. Okay. Okay. All right. But they'll know if they hear it, good. Sorry. be good for them. So, yeah, so, you know, we were thinking, we were talking about leadership and, what, what, what was the story? You want to share the story? Okay. Well, this is what you mentioned when I said, should we talk about? Yeah, this is what I mentioned. So there's a business owner that wants to grow the business and wants to grow the team and has a few new hires recently, which is great. And that will get him out of the operational piece, which is also great. And I think he was making the right moves until this happened. And he had recently messaged us and he was going to be moving forward with a few different pieces in his business that we were going to be helping him with, especially with the strategic planning. And then we got a message that essentially said, Hey, we're going to kind of put that on hold. We're going to pause. We're going to take a step back. My team voted. My team voted. and they voted against making these changes. Yeah. And I don't know how to nicely say it. So I guess I'll say it in the way that I know how to. Okay. For the love of God, don't let the team make decisions like that. So everyone, we were talking about it a little bi

In working with property management entrepreneurs, we have noticed that sometimes the leasing side gets neglected. In today's episode of the #DoorGrowShow, property management growth expert Jason Hull sits down with Peter Roisman, founder of REV Leasing, to talk about unlocking the secret to high-performing leasing teams in property management. You'll Learn [01:38] From the Sports Industry to Innovating in Leasing [06:39] How to Hire an Amazing Leasing Team [20:27] Why Leasing Should be a Priority [28:37] How REV Leasing Can Help You Transform Leasing Quotables "Having instability in that position is kind of dangerous from a property owner standpoint and from a management standpoint as well." "It felt like, you know, if I could read, write and speak well and clearly and concisely, then it gave me an edge on the majority of the world and the world in general." "Leasing is sales in a way." "Owners tend to be focused on the bottom line, on the value they're creating because it's usually long-term and it affects them directly. Third-party managers are trying to get a job done and they're trying to do it as efficiently as possible." Resources DoorGrow and Scale Mastermind DoorGrow Academy DoorGrow on YouTube DoorGrowClub DoorGrowLive Transcript Peter Roisman (00:00) So I was talking to a high, high up person at live core. this person said to me, Listen, I'm afraid to invest in my leasing people because they turn over so often. You know what I said? I would be afraid not to invest in my leasing people because they turn over so often. Jason Hull (00:14) All right, I'm Jason Hull, the founder and CEO of DoorGrow, the world's leading and most comprehensive coaching and consulting firm for long-term residential property management entrepreneurs. For over a decade and a half, we have brought innovative strategies and optimization to the property management industry. At DoorGrow, we have spoken to thousands of property management business owners, coached, consulted, and cleaned up hundreds of businesses, helping them add doors, improve pricing, increase profit, simplify operations, and build and replace teams. We are like bar rescue for property managers. In fact, we have cleaned up and rebranded over 300 businesses, done websites for hundreds more than that, and we've run the leading property management mastermind with more video testimonials and reviews than any other coach or consultant in the industry. At DoorGrow, we believe that good property managers can change the world and that property management is the ultimate high trust, gateway to real estate deals, relationships, and residual income. At DoorGrow, we are on a mission to transform property management business owners and their businesses. We want to expand the market, change perception, build awareness, eliminate the BS, and help the best property management entrepreneurs win. Now, let's get into the show. All right, so today, my guest is Peter Roisman of REV Leasing. Welcome, Peter. Peter Roisman (01:36) Thanks Jason, glad to be here. Jason Hull (01:38) Great to have you. So before we get into REV Leasing and talking about the topic at hand, which is related to leasing teams and getting all that going, give us a little bit of background of how did you get into entrepreneurism and give us the backstory of leading to REV Leasing. Peter Roisman (01:56) Yeah. So I guess I was born to be an entrepreneur because I started my first business at 23 and, uh, stayed in that business for 15 or so years. was a sports agent, sports lawyer, and, ran around the country representing athletes and coaches and other types of sporting celebrities. And then had a younger family and wanted to be home a little more than being on the road 26 weeks a year. So I got into other kinds of businesses. including real estate, started developing surgery centers probably another five years after that, and did that for 10 years, developed 21 surgery centers around six states. And from there, I got into the multifamily leasing business because my business partners, longtime friends, I saw a void in that particular position within the multifamily property management world. As you know, it's a high turnover position and, you know. It's the tip of the spear, as you say, and probably deserves a lot of respect because it's responsible for 97 % plus all revenues. And it's the first person anyone meets on a property. it sets the tone and is really important. And having instability in that position is kind of dangerous from a property owner standpoint and from a management standpoint as well. Jason Hull (03:16) Very cool. So what kind of inspired the, you went from sports to surgery centers to multifamily, then to property management. How did this path work out in your mind? Peter Roisman (03:28) Well, when I was in law school, my wife will remember this, I was debating very hard between being a developer and being a sports lawyer, sports agent. And the sports agent won because I had my first client

For Jason's 48th birthday, we held an in-person sales workshop event for property management business owners in Orlando. What he didn't know was that his wife, daughter, team, and clients had a surprise for him! In this episode of the #DoorGrowShow, property management growth experts Jason and Sarah Hull discuss what Jason has learned in the last year in business, relationships, and life, and what he's looking forward to in the next year. You'll Learn [01:48] Reflecting on a Year of Innovation at DoorGrow [07:36] A Year of Relationship Growth [16:27] The Power of Being Able to Ask for Help [22:10] Shifting Your Beliefs and Setting Goals Quotables "Because boundaries are about setting your locus of control, not trying to control somebody else." "If you have a partner that's growing, if you're with them, you're tethered to this roller coaster that's on the move." "Leadership is about inspiring others to be willing to support and follow you." Resources DoorGrow and Scale Mastermind DoorGrow Academy DoorGrow on YouTube DoorGrowClub DoorGrowLive Transcript Jason & Sarah Hull (00:00) Yeah, no big deal. Just a bunch of property managers about to take over the whole industry. That's what I feel like us and our clients are really going to do is we're going to dominate the entire industry. Hi everybody. So I'm Jason Hull and this is Sarah Hull, the founder and CEO of DoorGrow and the COO of DoorGrow, co-owners. And this is the world's leading and most comprehensive coaching and consulting firm for long-term residential property management entrepreneurs. For over a decade and a half, we have brought innovative strategies and optimization to the property management industry. We... have spoken to thousands of property management business owners, coached, consulted, and cleaned up hundreds of businesses, helping them add doors, improve pricing, increase profit, simplify operations, and build and replace teams. We are like bar rescue for property managers. In fact, we have cleaned up and rebranded over 300 businesses, and we run the leading property management mastermind with more video testimonials and reviews than any other coach or consultant in the industry. At DoorGrow, we believe that good property managers can change the world and that property management is the ultimate high trust gateway to real estate deals, relationships and residual income. At DoorGrow, we are on a mission to transform property management business owners and their businesses. We want to transform the industry, eliminate the BS, build awareness, change perception, expand the market and help the best property management entrepreneurs win. All right, now let's get into the show. All right, so today is June 30th, which is my birthday. So some of you may see this later. You may see the recording later. We'll broadcast it live later, because that's what we do now. But it's my birthday today. And so we were thinking like, Happy birthday to me. So I am 48 years old. Sarah surprised me. We came out to Orlando. to do a sales training event to teach our clients on the new model of selling stuff that we've been doing, to teach them my framework, the golden bridge formula, which I am now just starting to work on writing a book about that I think could revolutionize sales. And she surprised me by having my daughter, Madi who's our head of client success, be here. and our clients be here the first day we got in, which I didn't expect. And they said surprise and they surprised me and we all hung out and it was very cool. And so I appreciate that. And so we were thinking like, what should we talk about today? my suggestion was let's talk about the last year and how things are different for you and then what you're hoping for in the next year. So yeah, reflecting, so we actually do our planning year at DoorGrow starting on July 1st, not because of my birthday on June 30th, but because we want to offset it by two quarters because kind of trying to reach end of the year goals and hit your goals and strive towards success and winning as a company doesn't really work out super well at during the holidays when everybody's focused on family and Christmas and stuff like that. And so we offset it. And so that we're hitting the end of our planning year in the middle of the summer, which really allows us to focus on things, get excited about new things and our upcoming plan. And so this is the end of our planning year. And it's also end of the next year of my life here on the earth. And so this is a good opportunity to reflect just on like what have we accomplished in the last year. And we've made a lot of changes at DoorGrow, so What are some of the things that we've accomplished at DoorGrow in the last year? I think one of the big things that we did is we added more to the onboarding and now we're doing some of the onboarding with clients in person. So it used to all just be, you know, kind of talk with us and meet with us on Zoom and talk with us on Telegram and, you

What are some of your goals you have for your property management business? Do these goals inspire you? Do these goals make you feel motivated to take action TODAY? In this episode of the #DoorGrowShow, property management growth experts Jason and Sarah Hull share ideas they learned from Dr. Benjamin Hardy at Mastermind in Paradise surrounding impossible goal setting as a strategy for growing faster. You'll Learn [01:25] Using Goals and Time as Tools for Growth [07:51] Changing Your Mindset [12:25] Changing Your Goals Changes Your Priorities Quotables "Goals that we set usually that are realistic are based on our current level of thinking." "If we only operate based on our current level of thinking, we don't grow." "You need to have something that's going to stretch you out of your current comfort zone and your current level of thinking." Resources DoorGrow and Scale Mastermind DoorGrow Academy DoorGrow on YouTube DoorGrowClub DoorGrowLive Transcript Jason & Sarah Hull (00:00) if you felt uninspired in your business, you're not getting the growth that you want, you're on a bad All right, we are Jason and Sarah Hull, the owners of DoorGrow, the world's leading and most comprehensive coaching and consulting firm for long-term residential property management entrepreneurs. For over a decade and a half, we have brought innovative strategies and optimization to the property management industry. At DoorGrow, we have spoken to thousands of property management business owners, coached, consulted, and cleaned up hundreds of businesses, helping them add doors, improve pricing, increase profits, simplify operations, and build and replace teams. We are like bar rescue for property managers. In fact, we have cleaned up and rebranded over 300 businesses and we run the leading property management mastermind with more video testimonials and reviews than any other coach or consultant in the industry. At DoorGrow, we believe that good property managers can change the world and that property management is the ultimate high trust gateway to real estate deals, relationships and residual income. At DoorGrow, we are on a mission to transform property management business owners and their businesses. We want to transform the industry, eliminate the BS, build awareness, change perception, expand the market and help the best property management entrepreneurs win. Now let's get into the show. Okay, so we just recently got back from Mexico. We got back from Mexico and we had a good trip there. So what do we go to Mexico to do? We actually went to Mastermind in Paradise. which was incredible. It was absolutely incredible. It was actually better than I thought it was going to be. Yeah, it was really cool. We got to connect and network with a lot of really cool people. And one of the key speakers that we got to do a private session with, with a small group was Dr. Benjamin Hardy. So Ben Hardy has written some amazing books. 10X is easier than 2X, The Gap and the Gain, Who Not How, and we got a preview of two of his upcoming books one is time as a tool and the other is the science of scaling and everybody's mind were blown at this event and he He shared a different framework for how to look at goals. And so do you want to explain this? Why don't you why don't you explain it? Okay, and then i'll chime in. Okay So this is really exciting. So A lot of times we set goals that are realistic and the challenge with realistic goals, goals that we set usually that are realistic are based on our current level of thinking. Our current level of thinking is the current problem. it's a limited thing. It's, it's our current thoughts and capacity and abilities and ideas. And if we only operate based on our current level of thinking, we don't grow. And so these are crappy goals. These are not effective goals to get us inspired, to get us excited. So I realized I in some ways felt really unmotivated because I've had a goal for a while to get to a certain growth level and impact level and revenue level, but it was a linear goal. It was a realistic goal. was making sure the goal was realistic, that I could see how to do it. And then it just meant more work because it was realistic. I was just thinking, this is what I know how to do now. And I just need to do based on my current level of thinking, more work, like 10 times more work if I want to get. 10 times bigger. And that's just such a grind. It's just really draining. So if you felt unmotivated, if you felt uninspired in your business, you're not getting the growth that you want, you're on a bad path currently. path is not is a path based on your current reality, which means you're not thinking differently. And so he talked about how it's important, essential to have impossible goals. You have to pick a goal. that is impossible or unrealistic or unreasonable based on your current level of thinking. And if you pick a goal that is currently impossible or unreasonable, what's amazing is your brain is like a m

As a property manager, you know the value you provide to real estate investors. You offer peace of mind, safety and certainty, and expertise. What if every investor found a property manager to partner with before even contacting a realtor? On today's episode of the #DoorGrowShow, property management growth expert Jason Hull sits down with real estate investing author and coach Dustin Heiner to talk about building wealth through real estate investing and the role of property managers. You'll Learn [06:06] Dustin's Journey to Financial Independence [17:48] The Importance of Property Management in Real Investing [30:04] The Importance of Finding Clients You Want to Work With [41:42] Investing as A Property Management Business Owner Quotables "If you try to serve people, then your life is going to get better." "If you don't have your business that could run itself, then you're going to be losing money." "Your property manager is absolutely your quarterback." Resources DoorGrow and Scale Mastermind DoorGrow Academy DoorGrow on YouTube DoorGrowClub DoorGrowLive Transcript Dustin Heiner (00:00) this is the number one thing that I teach all my students, the first thing they always say, Hey Dustin, I found a great city to invest in. I've already got five realtors sending me deals. said, Whoa, Whoa, Whoa, Whoa. Let's say you bought one of those properties. Who's going to manage that? And they said, I don't know. I said come on. Like you, you're putting the cart way before the horse realtors are the last thing because you need to make sure that the business is going to run perpetually without you. Cause the last thing you want is another job. Jason Hull (00:26) All right, we are live. I am Jason Hull, the founder and CEO of DoorGrow, and we have the world's leading and most comprehensive coaching and consulting firm for long-term residential property management entrepreneurs. For over a decade and a half, we have brought innovative strategies and optimization to the property management industry. At DoorGrow, we have spoken to thousands of property management business owners, coached, consulted, cleaned up hundreds of businesses, helping them add doors, improve pricing, increase profit, simplify operations, and build and replace teams. We are like bar rescue for property managers. In fact, we have cleaned up and rebranded over 300 businesses, and we run the leading property management mastermind with more video testimonials and reviews than any other coach or consultant in the industry. At DoorGrow we believe that good property managers can change the world and that property management is the ultimate high trust gateway to real estate deals, relationships, and residual income. At DoorGrow, we are on a mission to transform property management business owners and their businesses. We want to transform the industry, eliminate the BS, build awareness, change perception, expand the market, and help the best property management entrepreneurs win. Now, let's get into the show. I'm hanging out today with Dustin Heiner who is successfully unemployed, according to his shirt. it for those that can't see this later. So Dustin, welcome to the DoorGrow show. Dustin Heiner (01:53) Jason, thank you so much for having me on the show. just love, I love property managers. I'm a real estate investor, bought property since 2006. Just, I don't know, I've got 30 plus properties, 750 apartment unit complexes and hotels I invest in. And I love not doing any work because my property managers are amazing. it takes a lot of time finding the right property managers, but in the end they make my life easier and I love paying them. They're only one of two people I love to pay, my accountant and my property managers, because they make my life easier. I love that you have this show. I'm super pumped to be on, so thank you so much for having me. Jason Hull (02:31) Awesome. I love the positivity because a lot of my clients get a lot of... How do we say it? Shit. Really. And you know, they feel unappreciated in a lot of... So I know there's a lot of listening. They're like, man, I want investors like this guy. But yeah, I love that you love paying property managers. I think I've said on one of my TikToks or reels, I said, the biggest mistake landlords make... with rental properties is not hiring a property manager. And during this process. Dustin Heiner (03:01) I don't want to deal with tenants personally. I invested so that my property would work for me and I did not want to handle talking to tenants. In fact, I did at the beginning, I started talking to tenants, but I found out I'm a pushover because it's my property and I'm trying to be nice and everything like that. And it's so much better when there's a middle man that's going to be there. I tell my property managers, use me as the bad guy. Like say, this landlord, he's a jerk, but this is what we got to do. I want to help them to make it easier on them, but in the end they make my life easier. yeah,

They say you are the sum of the 5 people you spend the most time with. In this episode of the #DoorGrowShow, property management growth expert Jason Hull shares the importance of surrounding yourself with like-minded people, including growth-oriented entrepreneurs in the property management industry. You'll Learn [01:24] The 3 Key Ingredients for Building Friendships [08:56] Creating Connections in Entrepreneurship [16:46] The Importance of Physical Proximity and Community Quotables "If you don't have the connections, the network, the friends, the success that you're hoping for, part of it may just be you don't have proximity. You haven't chosen to initiate stuff with people." "They say you're the sum of the five friends you spend the most time with. You'll start to adopt their mindset." "Not a lot of people are willing to get a coach or hire a consultant or invest in themselves or invest in their business." Resources DoorGrow and Scale Mastermind DoorGrow Academy DoorGrow on YouTube DoorGrowClub DoorGrowLive Transcript [00:00:00] The fastest path to growth is to do it with others. [00:00:03] It's to have people that are playing a game. They can make mistakes for you and tell you what they learned. They can tell you what's working and you can try that stuff too. And it just helps speed up momentum. [00:00:15] All right. I am Jason Hull, the founder and CEO of DoorGrow, the world's leading and most comprehensive coaching and consulting firm for long-term residential property management entrepreneurs. For over a decade and a half, we have brought innovative strategies and optimization to the property management industry. At DoorGrow, we have spoken to thousands of property management business owners, coached, consulted and cleaned up hundreds of businesses, helping them to figure out how to grow, add doors, improve pricing, increase profits, simplify operations, and build and replace teams. We are like Bar Rescue for property managers. [00:00:56] In fact, we have cleaned up and rebranded over 300 businesses and we run the leading property management mastermind, with more video testimonials and reviews than any other coach or consultant in the industry. At DoorGrow, we believe that good property managers can change the world, and that property management is the ultimate high trust gateway to real estate deals, relationships, and residual income. [00:01:18] At DoorGrow, we are on a mission to transform property management business owners and their businesses. We wanted to transform the industry, eliminate the bs, build awareness, change perception, expand the market, and help the best property management entrepreneurs win. Now let's get into the show. So what I wanted to talk about today with everybody, one of the things that's really interesting that I've been thinking a lot about is proximity. [00:01:43] I want you to think about the power of proximity, location, nearness, distance proximity can be very powerful. So I've been listening to this audio book by Mel Robbins called Let Them and All About the Let Them Theory that she came up with, and I think it's a brilliant book. It aligns with a lot of other books that I think have really good philosophy and ideology in it. And one of the things she talked about is creating friendships and how to create friends and how as adults that's hard and why. And what she explains in the book is that when you're young, you have like... First, friendship takes three key ingredients, proximity, timing, and energy. Proximity, timing and energy, these three pillars of friendship. And when you're a kid, you have set schedules, you're going to school all the time, you're around other people for hours and it takes like 70 plus hours to make a decent friendship and like, I don't know, 200-300 hours to make like a really strong friendship. [00:02:45] And we don't generally get that a lot of times as adults. It's hard to get that amount of time with people. Can you imagine 70 plus hours with somebody. Like it's difficult to get that. So then we end up, we've got our spouse, maybe our kids like, you know, so we, it becomes really difficult. Not only that, but she talks about how at around our twenties there's what she calls the great scattering where proximity and timing changes dramatically for everybody. [00:03:12] People are like, you know, leaving, graduating college moving away. Like there isn't this set system that you're caught up in that creates proximity and the timing is the same, where everybody has the same stuff going on. Then there starts to be marriage and kids and traveling and like moving places and work and so timing shifts for everybody. [00:03:35] And just because proximity or timing changes doesn't mean that you're no longer friends with that person and they're now your enemy. Because their timing changes and you feel maybe like they abandoned you, but really as soon as the timing aligns or proximity aligns like you're nearby or you're at a similar stage in life

How did you end up in the property management industry? Becoming an entrepreneur is often a difficult and lonely path with many ups and downs along the way. Many property management business owners are miserable in their own businesses. In today's episode of the #DoorGrowShow, property management growth expert Jason Hull sits down with property manager and DoorGrow client Derek Morton to discuss how he was able to build his property management business and team around himself. You'll Learn [01:53] The Entrepreneurial Struggle [09:03] Building a Business Based on Humanity and Care [26:48] The Impact of The Right Company Culture and Team [38:57] Masterminding with Savvy Property Managers Quotables "Property management really is a business of relationships." "If people fail me, sometimes I don't have a proportional response. So why would I expect anyone else to act differently?" "Your internal beliefs really, I think, shape the environment that we allow or create around ourselves." "If you're relying on team members, it's really dumb to think you've got all of the best ideas and nobody else is as smart as you." Resources DoorGrow and Scale Mastermind DoorGrow Academy DoorGrow on YouTube DoorGrowClub DoorGrowLive Transcript [00:00:00] Derek: Sarah was like, "Hey, you did all this stuff, how did you do it?" And I'm like, I don't know. And so we went back and we ran the numbers. 88% of my growth has come from my network and just those relationships. [00:00:13] Jason: They say your network is your net worth, right? [00:00:15] Jason: Okay. I'm Jason Hull, the founder and CEO of DoorGrow, the world's leading and most comprehensive coaching and consulting firm for long-term residential property management business owners. For over a decade and a half, we have brought innovative strategies and optimization to the property management industry. [00:00:32] Jason: At DoorGrow, we have spoken to thousands of property management business owners coached, consulted, and cleaned up hundreds of businesses, helping them add doors, improve pricing, increase profit, simplify operations, and build and replace teams. We are like bar Rescue for property managers. In fact, we have cleaned up and rebranded over 300 businesses, done websites for hundreds more than that, and we run the leading property management mastermind with more video testimonials and reviews than any other coach or consultant in the industry. At DoorGrow, we believe that good property managers can change the world, and that property management is the ultimate, high-trust gateway to real estate deals, relationships, and residual income. At DoorGrow, we are on a mission to transform property management business owners and their businesses. [00:01:16] Jason: That's our mission statement. We want to transform the industry, eliminate the bs, build awareness, change perception, expand the market, and help the best property management entrepreneurs win. Now let's get into the show. [00:01:27] Jason: So I'm hanging out today with one of our clients, Derek Morton, over at Net Gain Property Management. [00:01:32] Jason: Derek, welcome to the show. [00:01:33] Derek: Thanks for having me. I'm excited. [00:01:35] Jason: So, Derek, you're doing a lot of unique things there and you've had a lot of success and things have been going really well. I'm excited to to, you know, get into you know, some of this unique stuff that you're doing and chat about this topic of 'from crisis to connection.' [00:01:53] Jason: And so to kick things off, tell everybody how did you get into— when did you first figure out you were an entrepreneur? Like how'd you get into business? And then maybe that'll segue into starting a property management business and so on. Give us some back background on you. [00:02:10] Derek: I still struggle viewing myself as an entrepreneur to be honest with you in that way. [00:02:16] Derek: Like I've done sales stuff growing up and my parents are like, you suck at this. Like, you're not going to be able to make a living. [00:02:23] Jason: They didn't believe in you. [00:02:23] Derek: No, they're very self-aware. Like, I mean, trust me, I understood like they were right. But like, what was funny is like on the sales, like I couldn't close but I could present and I could put on a show and make it entertaining. [00:02:37] Derek: And so, like, one of the things that I did is I sold Cutco knives. Okay. But I couldn't close. But I would have more people like, and I'd have a longer list of referrals of people's friends after the end of each one of the presentations than anyone else. But I couldn't close, so I was getting, I made a decent amount of money, because you got paid per presentation. [00:02:57] Derek: And they couldn't figure it out. And they sat in on one of my things and they're like, "you need to close the deal." And I'm like, "I don't know how to close the deal." I just, you know, and then I ran a snow cone shack, and that was probably one of the funnest things I e

As a property manager, have you ever worked with foreign investors? If not, what is stopping you? Is it because you don't know another language or because you don't know where to find foreign investors? What if there were a service that handled that piece for you? In this episode of the #DoorGrowShow, property management growth expert Jason Hull sits down with the founder of HomeAbroad and Ziffy to talk about how property managers can connect with investors living outside of the United States. You'll Learn [01:49] Building a Platform that Helps Foreign Investors Find Properties [08:21] Helping Investors in the U.S. Find Investment Properties [14:46] How HomeAbroad and Ziffy Can Benefit Property Managers [25:23] Using Real Estate Investing and Property Management to Move to the U.S. Quotables "No one wants to be a landlord… They're looking for a good way to maximize return on their investment or return on their cash." "If you are a smart investor, if you are running this as a business, right, you got to have property management." "You can't build a portfolio of a hundred properties by managing each property yourself." "You grow together. It's a small industry, you know, we got to help each other and we grow as a business together." Resources DoorGrow and Scale Mastermind DoorGrow Academy DoorGrow on YouTube DoorGrowClub DoorGrowLive Transcript [00:00:00] Client finds the property through a platform. We do the mortgage financing, so we will introduce the property manager at the right time and say, "Hey, by the way, you can find the right property manager to help you manage this property, so, we'll kind of introduce you in the right point in that journey to make sure that you have a high conversion as well. [00:00:20] All right, I'm Jason Hull, the founder and CEO of DoorGrow, the world's leading and most comprehensive coaching and consulting firm for long-term residential property management entrepreneurs. For over a decade and a half, we have brought innovative strategies and optimization to the property management industry. At DoorGrow, we have spoken to thousands of property management business owners, coached, consulted, and cleaned up hundreds of businesses, helping them add doors, improve pricing, increase profit, simplify operations, and build and replace teams. We are like Bar Rescue for property managers. We have rebranded over 300 businesses and we run the leading property management mastermind with more video testimonials and reviews than any other coach or consultant in the industry. [00:01:06] And if you are wanting help with any of that stuff, then reach out to us at DoorGrow. So we believe at DoorGrow that good property managers can change the world, and that property management is the ultimate high trust gateway to real estate deals, relationships, and residual income. At DoorGrow, we are on a mission to transform property management business owners and their businesses. [00:01:28] We want to transform the industry, eliminate the bs, build awareness, change perception, expand the market, and help the best property management entrepreneurs win. [00:01:38] Now let's get into the show. All right, so my guest today, I am hanging out with Amresh Singh, welcome to the DoorGrow Show. [00:01:46] Thanks, Jason. Thanks for having me. Appreciate it. [00:01:49] It's good to have you. So I would love to get into your background so people understand, like who are they listening to or viewing on this, and tell us a little bit about your journey into entrepreneurism and how you kind of got started and that will lead us into your business. [00:02:04] Awesome. So my background has been at the intersection of mortgages and technology. I used to work for a leading international bank before I started HomeAbroad. And originally I'm from India, so I moved to the US 10 years back, working for this big bank who moved me from India to the US to work closer to the headquarters over here. [00:02:25] I managed their international customer acquisition. And you know, in that journey, you know, I realized that two things that we have. Or I should say two really fascinating things about the US real estate market, which is, you know, 30 year fixed state mortgages, which we, in the US you know, we tend to ignore and we take it for granted. [00:02:45] It does not exist in most places around the world. It's a superpower, 30 year fixed state mortgages. Right? Yeah. Plus combine that with, you know, higher rental leads in the US market. You know, you're really looking at a true wealth building too. Right? So that realization coming from, you know, an international market into the US market, seeing the superpower of the, you know, how real estate in the US can really help you build generational wealth. You know, gave me the idea to start HomeAbroad, you know, which was a company that was focused on global investors investing in USD asset market, right? You know, and taking the advantages of, you know, some of these superpowers, I wi

If you are still doing sales the old-fashioned way in your property management business, or selling the same way you sold 5-10 years ago, you are likely struggling to add doors right now In this episode of the #DoorGrowShow, property management growth expert Jason Hull shares his current model of sales and the sales strategies working for him right now. You'll Learn [02:26] Generating and Nurturing Leads [09:08] The Discovery Phase [14:39] Creating a Sense of Urgency [20:45] The Golden Bridge Formula Quotables "You want to be careful about the type of leads that you're getting on because it actually can limit your growth and hurt your growth." "There's very few people searching for property management online and the biggest companies are already spending tons of money on that." "So I want them to be clear on the problem because if they're not clear on the problem, and I'm not clear on the problem, then there's no point." "There's always a motivator that's driven them to action." Resources DoorGrow and Scale Mastermind DoorGrow Academy DoorGrow on YouTube DoorGrowClub DoorGrowLive Transcript [00:00:00] I've made millions and millions of dollars, right, doing sales. I've made millions of dollars and it's because I believe in what I do and I love being able to help people and being able to help people and get paid to do it almost feels like cheating, right? [00:00:15] I'm Jason Hull, the founder and CEO of DoorGrow. We are the world's leading and most comprehensive coaching and consulting firm for long-term residential property management entrepreneurs. For over a decade and a half, we have brought innovative strategies and optimization to the property management industry. [00:00:31] At DoorGrow, we have spoken to thousands of property management business owners, coached, consulted, and cleaned up hundreds of businesses, helping them add doors, improve pricing, increase profit, simplify operations, and build and replace entire teams. We are like Bar Rescue for property managers. In fact, we have cleaned up and rebranded over 300 businesses, built websites for hundreds more than that, and we run the leading property management Mastermind with more video testimonials and reviews than any other coach or consultant in the industry. At DoorGrow, we believe that good property managers can change the world, and that property management is the ultimate high trust gateway to real estate deals, relationships, and residual income. [00:01:16] At DoorGrow, we are on a mission to transform property management business owners and their businesses. We want to transform the industry, eliminate the bs, build awareness, change perception, expand the market, and help the best property management entrepreneurs win. Now, let's get into the show. Alright, so what are we talking about today? [00:01:36] This is the first day in a while that I don't have a guest and I don't have Sarah to be on the show with me. So this is just me getting to talk about whatever I want to talk about. By myself. So Sarah is actually flying right now. She has a pilot's lesson. She's working on getting her pilot's license, which is just super awesome, very proud of her, and she's just a badass. [00:01:57] Anyone that knows her, like she just achieves, achieves, achieves. All right, so. What I wanted to talk about today is I just got done with a sales call and I was thinking, what should I talk about on today's podcast that would be really interesting? And I thought maybe some of you would like to know how does Jason sell? [00:02:17] How would he sell to me if I actually ended up getting on a call with him? How does sales go with Jason, like how does DoorGrow do sales? So let me tell you a bit about some of our processes. Okay? So sales includes the first three functions of business, which is lead generation, nurturing those leads, and converting those leads. [00:02:39] So let's start at the beginning and I think you're going to hopefully get some really strong value out of this. And I'll tell you how I sell, some of the things I would say. What I would ask, I'm going to give you a little bit of a quick masterclass on how does DoorGrow do sales? How do we do this? [00:02:55] Okay? All right, so let's talk about this. Very beginning, lead generation. So how are we getting leads? Well, at DoorGrow, we're getting leads from a lot of different channels, a lot of sources. We're doing everything from paid Facebook ads to I do this podcast, and some of these are more nurture tools, like this podcast is more nurture, that second stage, it kind of warms people up, gets people familiar. We're doing short form video. We're doing long form video. We're doing lots and lots of different stuff, right? YouTube... what else are we doing for lead gen? Also, I have three setters currently that they will do about a hundred dials a day, calling colder leads, leads that are in our system. [00:03:40] Maybe you will get a call from them at some point. And they will probably have ma

Recently, Sarah was working with a BDM (salesperson) who believed she was ready to hire a sales setter to help with some of the sales outreach and follow up. In this episode of the #DoorGrowShow, property management growth experts Jason and Sarah Hull discuss how to know when you need to hire a sales setter and things you can do to increase your sales volume without one. You'll Learn [00:43] The Importance of Having Sales Metrics and Data [05:45] Setting Your Salesperson Up for Success [07:57] More Volume = More Results [09:47] The Two Main Components of Sales Quotables "There are certain things that we're gauging all the time in our business, but I think sales has to be probably number one." " You have a BDM and they're good at sales and you have them doing anything other than sales, you are making a very stupid mistake because that's the lifeblood of the business." "Just do more of the things that you should be doing and you'll get more results." "If something's not working, you just got to not tolerate it." Resources DoorGrow and Scale Mastermind DoorGrow Academy DoorGrow on YouTube DoorGrowClub DoorGrowLive Transcript [00:00:00] Sarah: I bet you, you can just get more results by doing more work, which means stop doing the other things that you're doing. [00:00:05] Sarah: Just do more of the things that you should be doing and you'll get more results. And then you can probably don't even need to pay a setter. [00:00:12] Jason: We are Jason and Sarah Hull, the owners of DoorGrow, the world's leading and most comprehensive coaching and consulting firm for long-term residential property management entrepreneurs. And we're going to keep this episode a little brief, so I'm going to skip some of our intro. At DoorGrow, we are on a mission to transform property management business owners and their businesses. [00:00:31] Jason: We want to transform the industry, eliminate the bs, build awareness, change the perception, expand the market, and help the best property management entrepreneurs win. Now let's get into the show. [00:00:41] Jason: Alright. What are we chatting about today? [00:00:43] Sarah: Alright. I wanted to talk about this just because I think it happens a lot in business and we have to just kind of gauge, right? So there are certain things that we're gauging all the time in our business, but I think sales has to be probably number one. So one of our clients had asked me last week on the scale call she's a BDM, so she does all the sales and she said, "Hey, we are actually thinking about hiring an appointment setter. And they will kind of help with a lot of the outbound calls and you know, the follow up and the scheduling and you know, rescheduling any appointments and just kind of like staying on top of things and making sure that everything is being tracked and, you know, moving forward and doing a whole bunch of outbound calls." [00:01:36] Sarah: That's really what setters do is they just sit and call all day long. Yeah. So she says, "yeah, we're thinking about hiring this sales setter, and I want to know what you think about it." So the first thing I did is I was like, okay, if you actually need a sales setter, then like, here's the Rdoc and that's great. [00:01:56] Sarah: Like, we would hire a sales setter... [00:01:58] Jason: which is a job description for those unfamiliar. [00:02:00] Sarah: Yes. So we would hire a sales setter the same way that we would hire A BDM. Mm-hmm. I always recommend going through the DoorGrow Hiring process, but before we really dig into the hiring piece is we should first figure out is this actually something that you need right now? [00:02:16] Sarah: So one of the tools that we have for our clients in our client workbook is a sales tracker, and I happened to pull up the sales tracker for them just out of curiosity. And lucky for me, she had actually filled it out. So my one recommendation is for whoever is doing sales, and if it's multiple people, then that's fine. Multiple people need to then fill out the sales tracker. So fill out the sales tracker at the end of every single day. This is like your end of day report. [00:02:42] Sarah: If you have two BDMs, then they both need to be doing it. If you have a, BDM and a setter, they both need to be doing it. It doesn't matter. [00:02:50] Sarah: Every single sales person needs to be filling out and submitting their own data and metrics. So I said, well, let me look through your sales tracker. Now, she did not have it filled out consistently every day. There were some days that she had it filled out. There were some days that were not filled out. [00:03:07] Sarah: And then there were some days that had pretty solid data, and there were some days that had like, you know, "I did three to four hours," or "I did, you know, six to eight appointments." Well, is it six, is it seven or is it eight? So don't give me like the range, give me the actual raw data. So I was looking through this, and even with the data that she had in

What if you could retain the doors you manage even when your owners decide to sell? What would that mean for you and your property management business? In this episode of the #DoorGrowShow, property management growth expert Jason Hull sits down with Lior from Blanket to talk about how property managers can retain doors while also helping investors grow and add more to their portfolios. You'll Learn [02:59] Property Managers Can Become Asset Managers [11:13] Valuable Lessons Learned from Tough Situations [25:40] How to Move into More of an Asset Manager Role [37:25] Reducing Client and Retaining Clients [47:51] Helping Your Investors Grow Their Portfolios Quotables "You have to be very robotic, very technical, and that is one of the most important skills that really allows me to face difficult, you know, decisions in life, especially in business, without taking them personally." "When you are rational and you're not driven by emotions, that actually allows you to be a lot more, you know, empathetic and kind and caring." "There are no failures in life. There are only challenges, and every challenge is an opportunity for success." "Why be so focused on the failure if you can be focused on the lesson that you're going to learn, even before you even know it?" Resources DoorGrow and Scale Mastermind DoorGrow Academy DoorGrow on YouTube DoorGrowClub DoorGrowLive Transcript [00:00:00] Lior: The combination of these two, this is what allows you to be that ultimate asset manager to your clients. That can help your clients, optimize their portfolio and generate more cash flow, but on the other hand, help them make more money by expanding their portfolio, buying more properties, and growing it. [00:00:18] Jason: Welcome everybody to the DoorGrow Show. I'm Jason Hull, the founder and CEO of DoorGrow. We are the world's leading and most comprehensive coaching and consulting firm for long-term residential property management entrepreneurs. [00:00:31] Jason: For over a decade and a half, we have brought innovative strategies and optimization to the property management industry. At DoorGrow, we have spoken to thousands of property management business owners, coached, consulted, and cleaned up hundreds of businesses, helping them add doors, improve pricing, increase profit, simplify operations, and build and replace teams. [00:00:52] Jason: We are like Bar Rescue for property managers. In fact, we have cleaned up and rebranded over 300 businesses and we run the leading property management mastermind with more video testimonials and reviews than any other coach or consultant in the industry. At DoorGrow, we believe that good property managers can change the world, and that property management is the ultimate high-trust gateway to real estate deals, relationships, and residual income. [00:01:17] Jason: At DoorGrow, we are on a mission to transform property management business owners and their businesses. We want to transform the industry, eliminate the bs, build awareness, change perception, expand the market, and help the best property management entrepreneurs win. Now let's get into the show. All right, so today I'm hanging out with Lior. [00:01:37] Jason: How do you say your last name? Abramovich? [00:01:42] Jason: Abramovich. [00:01:43] Jason: Abramovich. Man. I butchered that one. All right. So with Blanket, he's repping it on a t-shirt, if you're seeing the video version of this. And so, Lior, we've had several calls, hanging out and you're just a really cool guy and we've really enjoyed hanging out. [00:02:01] Jason: Yeah. We've really enjoyed hanging out. He's given me a heart shape with his hand for those listening. But I haven't had you on the podcast yet, have I? [00:02:09] Lior: True. This is the first time. [00:02:11] Jason: Yeah. That's so odd to me. Usually people start by doing the podcast with me and so we're doing the reverse. [00:02:17] Jason: And you're a sponsor at DoorGrow Live, our conference coming up. Thank you. And we're really excited to have you there. One of our vendors said it's the only conference he still attends now. That's it. He's like, "it's the one I get the most value from learning, and the other ones just aren't worth the, you know, paying to go be a vendor there." [00:02:36] Jason: And I'm like, okay, cool. So hopefully you get some benefit from doing that as well. So I'm excited Lior to expose people to Blanket because I think it's very complimentary to our vision and what we do at DoorGrow in helping grow property managers. And I would call it like a client retention platform, but maybe you describe it differently. [00:02:57] Jason: But before we get into that, why don't we give some background on you and why don't you tell everybody how you kind of got into entrepreneurism, then got into property management and give us some backstory. We need the origin story of Lior. [00:03:11] Lior: Will do. I'll try to make it exciting and interesting. [00:03:13] Jason: Okay. [00:03:14] Lior: I sta

DoorGrow has been helping property management business owners transform and grow their businesses for over a decade… what's changed? In this episode of the #DoorGrowShow, property management growth experts Jason and Sarah Hull explore some of the things DoorGrow has been working on in the last 5 years to innovate the property management industry. You'll Learn [01:24] Why DoorGrow Continues to Innovate [06:94] Helping Property Managers Avoid Common Mistakes [13:23] Changes and Improvements to the DoorGrow Mastermind [21:52] Innovative New Sales Strategies Quotables "A lot of people think, 'I just need more leads. I just need to turn that on.' And they ignore this hose that has six major leaks in it." "If you ask them the right questions, people will basically sell themselves." "It's like when you go to a buffet, you're not going to eat everything at the buffet… You only want to eat the things that you want right now." "You are the sum of the five property management business owners that you're the most connected to." Resources DoorGrow and Scale Mastermind DoorGrow Academy DoorGrow on YouTube DoorGrowClub DoorGrowLive Transcript [00:00:00] Sarah: Do you have any idea how powerful it is to be connected to a coach? 24 hours a day? Like there is no time in the world that you cannot message us. [00:00:08] Jason: All right. We are Jason and Sarah Hull, the owners of DoorGrow, the world's leading and most comprehensive coaching and consulting firm for long-term residential property management entrepreneurs. For over a decade and a half, we have brought innovative strategies and optimization to the property management industry. At DoorGrow, we have spoken to thousands of property management business owners, coached, consulted and cleaned up hundreds of businesses, helping them add doors, improved pricing, increase profit, simplify operations, and build and replace teams. We are like Bar Rescue for property managers. In fact, we have cleaned up and rebranded over 300 businesses and we run the leading property management mastermind for the industry with more video testimonials and reviews than any other coach or consultant in the industry. [00:00:59] Jason: At DoorGrow, we believe that good property managers can change the world, and that property management is the ultimate high trust gateway to real estate deals, relationships, and residual income. [00:01:09] Jason: At DoorGrow, we are on a mission to transform property management, business owners and their businesses. [00:01:13] Jason: We want to transform the industry, eliminate the bs, build awareness, change perception, expand the market, and help the best property management entrepreneurs win. Now let's get into the show. [00:01:24] Jason: Alright, so today, what are we talking about, Sarah? [00:01:28] Jason: We're talking about what's new. [00:01:30] Jason: So we've helped a lot of clients in the past, and if we've helped you three, five, maybe 10 years ago, there's been a lot that's changed at DoorGrow because we innovate and make changes pretty quickly, right? [00:01:44] Jason: And we've got systems for innovation in our business. And so, I think this is why we have the most comprehensive program in the industry and why nobody else can keep up with our pace and our level of creating and innovating and adding new stuff. And so a lot of you maybe have listened to this podcast a bit, maybe a while, maybe you're past clients. Maybe you've never worked with DoorGrow, but I'm going to talk about some of the stuff we've implemented since somebody was maybe a client in our older programs, like our seed program, or maybe did some initial marketing stuff with us back in the day. And so we're going to chat a little bit about what's new since then. [00:02:24] Jason: And so if you are a past client, this will be a great episode for you to catch up on what is new at DoorGrow. And if you'd like us to go deeper, I have a 37 minute video I recorded with slides on this subject going into a little bit more detail, but we're going to skim through some of this and help you understand there's a lot of innovation. [00:02:44] Jason: So if you had some connection with DoorGrow in the past, since then, we have become the world leaders at growing and scaling property management companies. And especially in the long term residential space. We've become the world leaders of property management branding. Like I said in the intro, we've rebranded over 300 companies. [00:03:04] Jason: We have launched hundreds of websites, more than we've done rebrands. And so hundreds and hundreds of websites. And we're still the leader in building responsive mobile friendly WordPress sites for property managers, which is the world's leading content management system. And if you're past client, you might be due for a website refresh. [00:03:24] Jason: We have over 70 different designs you can choose from, and they are clean designs, they're set up so that these sites, we call them seed sites, they're opti

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

If you were managing a football team and you had someone with the skills to be a star quarterback, would you have them be a kicker? In this episode of the #DoorGrowShow, property management growth experts Jason and Sarah Hull discuss the pitfalls of having dual roles in your property management business. You'll Learn [01:26] How to Guarantee Your Team Will Fail [06:19] Why Dual Roles Often Do Not Work [09:17] Set Your Team Members Up for Success Quotables "It's never ideal when we have a dual role, but it is possible in certain cases." "Most entrepreneurs, we can do this, we can shift and balance back and forth. The problem is that then we think that's normal. And we expect other people to be able to do that." "We make the mistake as entrepreneurs of assuming other people think the way we do." "You probably could wear 10 different hats in your business, but you don't enjoy doing probably half of them at least." Resources DoorGrow and Scale Mastermind DoorGrow Academy DoorGrow on YouTube DoorGrowClub DoorGrowLive Transcript [00:00:00] Sarah: If you have a star quarterback... [00:00:02] Jason: yes. [00:00:03] Sarah: And that quarterback... [00:00:03] Jason: super sharp [00:00:04] Sarah: can put that ball anywhere on the field with pinpoint precision, [00:00:08] Jason: right? [00:00:09] Sarah: Are you going to take that quarterback and make him the kicker? [00:00:12] Jason: All right. We are Jason and Sarah Hull, the owners of DoorGrow, the world's leading and most comprehensive coaching and consulting firm for long-term residential property management entrepreneurs. For over a decade and a half, we have brought innovative strategies and optimization to the property management industry. At DoorGrow, we have spoken to thousands of property management business owners, coached, consulted, and cleaned up hundreds of businesses, helping them add doors, improve pricing, increase profits, simplify operations, and build and replace teams. We are like Bar Rescue for property managers. In fact, we have cleaned up and rebranded over 300 property management businesses, and we run the leading property management mastermind with more video testimonials and reviews than any other coach or consultant in the industry. [00:01:02] Jason: At DoorGrow, we believe that good property managers can change the world, and that property management is the ultimate, high trust gateway to real estate deals, relationships, and residual income. [00:01:12] Jason: At DoorGrow, we are on a mission to transform property management business owners and their businesses. We want to transform the industry, eliminate the bs, build awareness, change perception, expand the market, and help the best property management entrepreneurs win. Now let's get into the show. Alright. [00:01:26] Jason: Sarah, what are we talking about today? [00:01:29] Sarah: We are going to talk about how you can almost guarantee that your team will fail. [00:01:34] Jason: Guaranteed failure. And the method to do this- yes- we call dual role... [00:01:40] Sarah: oh. [00:01:41] Jason: Team members... [00:01:41] Sarah: yes. [00:01:42] Jason: Right? So and so, what's the scenario? What do we mean by dual role? And it's pretty common. [00:01:48] Sarah: I see it quite a bit. [00:01:50] Sarah: Yeah. Do you see it a lot? [00:01:51] Jason: Yeah. I mean, do you want me to explain the idea or you want to explain what you see? [00:01:55] Jason: No, I just want to know if you see it a lot. [00:01:56] Jason: Yeah. I see a lot of people make this mistake when hiring. I don't see it work [00:02:01] Sarah: Well, no. [00:02:02] Jason: And I see people try to do it, but I see a lot of failure. [00:02:06] Jason: I've seen companies with, I talked to one the other day with 6,000 doors, which was kind of trying to do a dual role. And I've seen lots of startups try to do more than just two roles. They're trying to get somebody that's like them. They're like, I just need to find the clone. I call that the clone myth, like that's the earliest stage of hiring, the biggest mistake. [00:02:26] Jason: They're like, I just need somebody that can do 10 roles, 10 things. Someone just like me as an entrepreneur that would love to work for me, unlike an entrepreneur. Right. So how about you? You've helped a lot of our clients with hiring. So what what comes up? [00:02:41] Sarah: So usually, and let's just backtrack and say, alright, by dual role. [00:02:47] Sarah: Yeah. What we mean is, Hey, I need to hire someone and they're going to do this and that. So they're going to do, you know, sales and manage the doors. They're going to do the operations and like help me with the team and stuff and then also they're going to be a property manager or a maintenance coordinator or whatever. [00:03:08] Sarah: Yeah. So take two roles that are not the same thing and mash them together, and this is what we mean by dual role. And this situation gets aggravated significantly if those two different roles are also two different p

As the property management industry continues to evolve, it's important to stay up to date on the latest innovations in technology. In this episode of the #DoorGrowShow, property management growth expert Jason Hull sits down with David Normand from Vendoroo to talk about AI's role in the future of property management. You'll Learn [01:29] The AI Revolution [08:47] The Importance of Empathy and Human Touch [22:21] Decreasing the Cost of Maintenance Coordination [32:29] New Features Coming to Vendoroo Quotables "As any property manager believes, we know how to do it the best." "If you're not reading articles and studying up on this, I think that's going to catch you by surprise pretty quickly." "Empathy is the magic lubrication that makes everything better." "Empathetic reflection and empathy is a magical ingredient." Resources DoorGrow and Scale Mastermind DoorGrow Academy DoorGrow on YouTube DoorGrowClub DoorGrowLive Transcript [00:00:00] David: If you're not building AI tools from working with your partners, from being on the ground floor with them and using the data and building tools based upon the data and their pain points and their failures, buyer beware. If somebody's coming to you and saying, Hey, we figured this all out in the lab. [00:00:14] David: Come use it. Yeah. Right. Buyer beware. [00:00:18] Jason: All right. Welcome property management entrepreneurs to the DoorGrow Show or the Property Management Growth podcast. I'm Jason Hull, the founder and CEO of DoorGrow, the world's leading and most comprehensive group coaching mastermind for residential property management entrepreneurs. We've been doing this for over a decade and a half. [00:00:39] Jason: I've brought innovative strategies and optimizations to the property management industry. I have spoken to thousands of property management companies. I've coached over 600 businesses. I've rebranded over 300 companies like Bar Rescue for property managers, cleaning up their businesses, and we would love to help coach you and support you and your growth. [00:01:01] Jason: We have innovative strategies for building out growth engines, for building out your operational challenges, for helping you figure out how to get to the next level in your business and one of the cool tools that I'm excited to showcase today with my guest here, David Norman, is Vendoroo. We've had you on the show before. [00:01:19] Jason: Welcome back David. [00:01:20] David: Yeah. Thank you for having me. It felt like years ago, it was only about, I think eight months ago since we did this, so much has changed over the time, so it's great to be back. Yeah, it's great to be back. [00:01:29] Jason: Good to have you. I know you're in the middle of this AI revolution, which AI is just innovating and changing so rapidly. It probably does feel like years ago, so, yeah. Yeah. Yeah. It's been crazy. You guys have made a lot of changes too, so, you even changed your brand name from the last time we had you on the show. Yeah. Which was I think Tulu. Yeah. Right. And so, yeah. So why don't you get us caught up on what's going on 'cause, you know, there's been a lot. [00:01:55] David: Yeah. Yeah. Thank you first of all for having me here today, Jason, and from the entire Vendoroo group of us, which, you know, the team has grown 10 x over the past eight months, which has been awesome. And I just also wanted to start in thanking everybody from what we call our client partners who have jumped in into this great unknown that is AI and is going to be like, how is this going to work in our industry? And so that's really what we've been focusing on the past eight months. You know, it's been a unbelievable journey of both failures, successes learnings and insights. And ultimately we're getting excited here at the NARPM broker owner which is in Denver to unveil Vendoroo. Like this is the coming out party. And so we're super excited if you're going to be there. We have a massive booth that we have set up that we have the ai alliance with other people that are working in the AI space, and I really hope that you guys come over and check it out. I promise this. [00:02:53] David: You'll never see a booth or a display like we have set up. At the NARPM broker owner. So. [00:02:58] Jason: Now I want to go attend it. Yeah. Just so I can see your booth. [00:03:01] David: So, let me put it this way. You may see the robot from the Jetsons walking around the booth walking around the NARPM broker owner, so, okay. [00:03:07] David: Yeah. Rosie? Yeah. You may see something like that. So she'll be vacuuming with her apron? Yeah. She'll be doing a little social engagement. It'll be cool. So, okay. Okay. [00:03:17] Jason: Yeah. Very cool. Yeah, so catch us up on what, like, let's get into the kind of the background and the overview for people that have never heard about Vendoroo and what you guys do and how you got into this. [00:03:29] Jason: Yeah. Give people kind of the backstory. Yeah. [00:03:31] David: Yeah. Tha

As property managers, you know how important communication is. Building solid relationships and creating trust is crucial in the industry, especially when trying to bring on new clients and doors. In this episode of the Property Management Growth Show, property management growth expert Jason Hull sits down with Sam Wakefield from Close it Now to talk about how you can level up your sales game to close more deals at a higher price point. You'll Learn [00:54] Vendor and Property Manager Relationships [09:43] Why You Attract Cheapo Clients [15:33] Building Trust in Sales [21:14] Shifting Perception: It's Not A, It's B [27:43] Learning to Improve Your Sales at DoorGrow Live 2025 Quotables "Truly all that sells is just communication." "The second you start to develop a trend in your life, look internally because you are attracting exactly who you are." "If we don't build the right culture, it's on us as a business owner." "As business owners, we want to not give up big chunks of our life for just money. We want to be able to have something scalable." Resources DoorGrow and Scale Mastermind DoorGrow Academy DoorGrow on YouTube DoorGrowClub DoorGrowLive Transcript [00:00:00] Sam: A lot of times property management companies think all the companies are the same, so they're looking for maybe cheaper, whoever's cheapest, a cheaper price. [00:00:07] Sam: But then what they get is a company that doesn't communicate and doesn't show up when they say they're going to, and it's really the old adage, you get what you pay for. [00:00:14] Jason: All right. I am trying a new platform today. This is Jason Hull and I am a property management growth expert. If you're not familiar with me, I help grow and scale property management companies and I am really good at that. And so our company's DoorGrow and we are the world leaders of growing and scaling property management businesses. [00:00:35] Jason: I've helped thousands of property managers do that. And today my guest is Sam Wakefield. Hanging out here with Sam. Sam, welcome to the show. [00:00:44] Sam: Thanks for having me on, man. I'm glad to be here. [00:00:46] Jason: Hey, good to have you. So, I'm really excited to get into this. We had some really nice dialogue back and forth. You coach. [00:00:54] Jason: Well, I'll let you tell. What group, category of people do you coach and you help with them with sales and closing more deals, so. [00:01:01] Sam: Yeah, absolutely. Yeah. So we do sales training and basically sales systems, whole operation systems within companies, but mostly sales focused for home services. So everything from HVAC, plumbing, electrical, and then even outside of that. Garage doors, or you name it. If someone improves a home, then we help the communication side of all of those companies. [00:01:27] Jason: Got it. So in my industry, property management people would call those vendors. That's usually what they call them. They're like, "these are the vendors." And so we thought it was fun. I went on your podcast, we had this really fun dialogue. [00:01:39] Jason: I highly recommend you go check out Sam's episode with Jason Hull and go check that out. We were going back and forth because we had done a survey each to our audiences, like what's frustrating about HVAC companies and what's frustrating about property management companies. Right. And just seeing the disconnect that existed there. [00:01:56] Jason: Which was interesting. So, before we get into this, I want to read a quick message from our sponsor. This episode's sponsored by KRS SmartBooks. Do you have properties manage, and zero time for bookkeeping headaches? KRS SmartBooks is your secret weapon. They specialize in finances for busy property managers like you, with 15 plus years of real estate knowhow and skills in AppFolio, Yardi, and more imagine monthly reports magically appearing, and zero accounting stress. Sound good? Head to krsbooks.com to book your free discovery call, integrity, quality, and a dash of bookkeeping brilliance, that's KRS SmartBooks, and that's K as in Kansas, R as in Rogers, S as in Sam. Sam. All right, so cool. Now let's get into this. [00:02:45] Jason: So we're going to talk about closing deals, but why don't you give us my audience a little bit of background. How did you get into sales and then starting your own company, helping people with sales, and like, how'd you how did Close it Now come to be? [00:03:00] Sam: Yeah, for sure. Thanks for that question. So, I've spent almost 20 years now in home services. [00:03:05] Sam: Most of my time has been in HVAC. I've done solar. I've done a lot of different trades over the years and, you know, so I launched the Close it Now company in 2019 because I really just recognized a place where there was not a lot of modern training because truly all that sells is just communication. [00:03:26] Sam: You know, it's how do we communicate clearer and in a way where we can educate so somebody can understand, one, what we're talking about,