Episodios
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đȘ Hiring from resumes? Thatâs why youâre missing the mark. đ Hiring for alignment?
Thatâs how you get to Hell Yes! in selling.
Most multifamily teams arenât building high-performing teamsâtheyâre filling seats and hoping for the best.
đ Job descriptions. đ„ Resumes. đ Candidate scorecards. đŹ Gut feelings when the interview ends.
Jonna Smith, founder of PeopleZest, has seen it all. Thatâs why she helps leaders stop filling roles and start solving problems.
Hereâs what sheâs learned about getting to Hell Yes in selling:
â If itâs not a âHell Yes!ââitâs a no.
â The best hires arenât on paperâtheyâre found through relevance, culture fit, and alignment.
â Your job as a leader? Get clear on the problem, coach your clients, and be brutally honest with candidates.
Jonnaâs story isnât just about executive searchâitâs a masterclass in how to lead with courage, hire with purpose, and build teams that drive results.
đ Curious how Jonna helps COOs, VPs, and owners say âHell Yes!â to the right hire? đ Want to learn how to stop hiring resumes and start building teams?
Letâs get to Hell Yes!âtogether. đ
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đš Security deposits: a mess waiting to happen. Laws changing overnight. Multi-state compliance headaches. Bad debt you never see coming. Residents angry at move-out.
đĄ There is a better way.
Meet Gabriella Jones, aka Gabe on the Go. She doesnât just talk about riskâshe helps operators eliminate it.
In this new blog post, Gabe shares:
â The hidden risks operators overlook
â The Hell Yes moment when you realize you need a specialist
â Why deposit management isnât just complianceâitâs your reputation
â How she helps operators save millions in bad debt
Her advice? âDonât try to manage deposits in-house. This is a specialistâs gameâand weâre the experts.â
đ Ready to learn how to turn âIâm not sureâ into âHell Yes!â? Read the full story here :
iriscx.com/blog
Letâs stop patching the problem. Letâs fix it.
#Multifamily #PropertyManagement #Sales #GettingToHellYes #RiskManagement #DepositCompliance
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đȘ 60 days for a unit turn? Thatâs bleeding NOI. đ 21 days or less?
Thatâs how you get to Hell Yes! in selling.
Most multifamily teams arenât leading their renovation processâtheyâre just surviving it.
đ Spreadsheets. đ± Text threads. đ Sticky notes. đŹ Finger-pointing when things go wrong.
Jose Benitez, founder of Renowise, has seen it all. Thatâs why he built a system that doesnât just speed things upâit clarifies the chaos.
Hereâs what heâs learned about getting to Hell Yes in selling:
â Stop selling featuresâstart solving problems.
â Ask the right questions before you pitch.
â Own the problem and show the path forward.
Joseâs story isnât just about softwareâitâs a lesson in how to sell with empathy, lead with clarity, and fix whatâs broken.
đ Curious how Renowise helps turn 60-day turns into 21-day wins? đ Want to learn how to stop selling and start solving?
Letâs get to Hell Yes!âtogether. đ
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đ„ Getting to Hell Yes! đ„
Sales in the multifamily world isnât just about sellingâitâs about teaching customers how to buy.
In todayâs market, the rules have changed:
Budgets are tightDecision-making tables are crowdedStatus quo is the real competitorMike Wolber, CRO at Apartment List, breaks down the playbook for winning in this tough landscape:
â Teach customers how to buy
â Anchor every deal to the Cost of Inaction
â Dream bigger, aim higher, and play to win
đĄ âQuota is just the job. 200% of quota is the goal.â đĄ âNo urgency? No deal.â đĄ âThe best sellers teach customers how to buy.â
This is a masterclass for sales pros who want to win in 2025 and beyond.
Ready to get your customers to say âHell Yes!â?
đ Read the full blog post here: [insert blog link] đ Share your biggest sales challenge in the comments!
#SalesLeadership #MultifamilySales #PropTech #SalesStrategy #GettingToHellYes #MikeWolber #ThinkBig #CostOfInaction #RevenueGrowth
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đïž Getting to Hell Yes in PropTech with Edward Cohen
Why do smart building owners delay life-saving tech? How do you get to a âHell Yesâ before disaster strikes?
In this episode, Edward Cohen of Pro Sentry unpacks the psychology of selling prevention. From aligning manager-owner incentives to leveraging timing and urgency, this is a masterclass for anyone selling in real estate or risk tech.
đ„ âWe donât sell plasticâwe sell peace of mind.â
đ„ Discover the ROI behind compliance and leak detection.
đ„ Learn what actually drives change in a risk-averse industry.
đĄ Tune in to unlock how to lead with empathy, urgency, and real value.
#PropTech #Podcast #GettingToHellYes #RealEstateInnovation #SalesStrategy #PreventiveTech #InsuranceTech
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đïž Podcast Episode: Getting to Hell Yes with Justin Dilley
How do you turn skepticism into commitmentâwithout pushing, pitching, or pressure?
Justin Dilley, strategic leader at MRI Software and creator of Multifamily Weekly, joins us to talk about:
â Turning ânoâ into âyes, andâŠâ
â Selling with empathy, not ego
â Spotting urgency through external change
â Why âteam everyoneâ works better than âteam productâ
đŹ âPeople donât change because of price. They change because of how a problem makes them feel.â
This episode is packed with wisdom for anyone navigating long sales cycles, complex accounts, or high-stakes decisions.
đ§ Tune in now and learn how to earn the kind of yes that actually sticks.
#Podcast #SalesLeadership #Multifamily #GettingToHellYes #Proptech #CustomerJourney #EmpathyInSales #MRIsoftware
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đš Leasing gets the spotlight. Retention builds the business.
Most multifamily operators pour everything into getting a âyes.â Jude Chiy wants a âHell Yesâânot just at move-in, but at renewal.
In this fresh breakdown of our latest conversation, Jude shares how Flamingo tracks every resident touchpoint to stop silent churn before it starts. His take? Resident retention isnât a tacticâitâs a philosophy. And the best operators treat it that way.
đ„ Whatâs inside:
â The biggest hidden cost in property management
â Why pizza parties wonât fix resident dissatisfaction
â How to spotâand sell toâa true âHell Yesâ buyer
đŹ Jude says it best:
âYou think you're greatâbut your residents compare you to Amazon, Uber, and Netflix. Thatâs the bar.â
đ Ready to shift from leasing-focused to retention-first?
đ Read the blog: From Leasing to LoyaltyâHow Jude Chiy Gets to Hell Yes in Resident Retention đ
#GettingToHellYes #Multifamily #ResidentRetention #PropTech #Flamingo #NOI #Leasing #PropertyManagement #CustomerExperience
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đïž âYou can call someone 100 times⊠but if they donât want it, they donât want it.â
On our latest podcast episode, Al-Karim Khimji, Co-Founder of Propra, shares what really moves the needle in B2B salesâand itâs not clever pitches or slick demos.
Itâs listening. Relentlessly.
đĄ Learn how Propra:
Turned âno thanksâ into warm referralsBuilt tech for a market that didnât know it needed itWent from AI tools to accounting based on feedback aloneAnd the best part? Al-Karimâs take on what it means to âGet to Hell Yesâ without ever pushing.
đ§ âSales is just service with structure.â
đ§ If youâre tired of forcing deals and want to build trust instead, this episode is your playbook.
đ Check out the recap + blog here: [link] #Propra #GettingToHellYes #PodcastRecap #B2BSales #CustomerVoice #Proptech #AlKarimKhimji
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đïž Just dropped: Getting to Hell Yes! with Joe Summers đ§
What does it really take to get a âHell Yesâ in multifamily sales?
Joe Summers breaks it downâraw, honest, and 100% from experience. With 25+ years in the industry, Joe shares how he turned âsalesâ into âsolving,â and built 9 companies along the way.
Hereâs a taste:
đĄ âDonât pitch. Ask. Listen. Align.â
đĄ âYou donât create urgencyâyou capture it.â
đĄ âIf your solution is confusing, theyâll walk away.â
In this episode, we unpack how Joe:
Navigates the owner vs. manager dynamicAvoids the trap of over-automationTurns gatekeepers into championsBuilds trust by solving real problemsđ„ Plus, the real reason transparency + timing wins over ROI slides.
Ready to rethink your sales game?
đ§ Listen to the podcast and get the full blog breakdown here
#Podcast #SalesLeadership #Multifamily #PropTech #GettingToHellYes #JoeSummers #BuyerEnablement #GrowthMindset #RevenueLeaders #B2BSales
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đïž âJust because itâs a problem⊠doesnât mean itâs a priority.â
In this episode of Getting to Hell Yes!, Grady Newman shares how she went from pitching 30% IRR energy projects (and getting noâs) to building RESIâa SaaS platform changing how multifamily properties market and lease.
đ„ Discover how:
Timing, not logic, drives decisionsGreat sellers guide, not pushFlexibility beats templatesâevery timeđ If you're selling into multifamily, this is a masterclass in how to align, listen, and earn the yes.
đ§ Listen now. Learn how to get to Hell Yes without ever needing to hard sell.
#Podcast #Multifamily #SalesStrategy #PropTech #GettingToYes #MarketingLeadership #GradyNewman
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đš Tired of sales that feel transactional?
Kevin flips the script.
In his latest blog post, he unpacks how Getting to Hell Yes! is about more than closing dealsâitâs about opening conversations, earning trust, and solving problems that actually matter.
đ„ âItâs not about pushing product. Itâs about pulling people into the right solution.â
Inside the post:
â Why empathy > urgency
â How to shift from pitching to listening
â A powerful framework that turns âmaybeâ into a Hell Yes!
If you're in multifamily, proptech, or simply serious about evolving how you sellâdonât miss this one.
#SalesLeadership #GettingToHellYes #TrustBasedSelling #Multifamily #PropTech #KevinOnSales
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đš Package rooms overflowing. Leasing agents buried in boxes. Residents are frustrated. Sound familiar?
Michael Patton, founder of Fetch, saw this chaos and turned it into a logistics revolutionâwithout lockers, without capex, and without the excuses.
In the latest Getting to Hell Yes! conversation, Michael shares how he:
â Sold vision over features
â Identified the perfect âHell Yesâ buyer
â Scaled a scrappy warehouse startup into 40+ markets
đ„ âHell Yes happens when they stop calculating and start imagining.â â Michael Patton
This isnât just about solving deliveriesâitâs about unlocking NOI, freeing your team, and reimagining what amenities should look like.
đ Read the full story to see how Fetch redefined value in multifamily
#Multifamily #PropTech #Logistics #GettingToHellYes #Leadership #SalesStrategy #NOI #PropertyManagement
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đš âGarbage in, garbage out.â đš Thatâs how Kevin Shtofman describes the painful truth about real estate data today.
After 21 years in the industry, Kevin isnât here to sell dashboards. Heâs here to fix the root problem: Mistrust in the data driving critical decisions in property management and investment.
In our latest blog, Kevin unpacks:
đ§ Why clean data is the real engine behind AI success
đïž How Cherry helps teams shift from reactive to proactive (think F1 pit crew level efficiency)
đ„ What it actually takes to Get to Hell Yes! with buyers in todayâs market
đŹ âSpeed without accuracy is chaos. Speed with control? Thatâs how you scale.â đŹ âHelping always sells.â
If you lead in proptech, operations, or real estate investmentâyouâll want to read this one. đ
#PropTech #DataStrategy #PropertyManagement #Multifamily #AI #RealEstate #Leadership #Sales #GettingToHellYes
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đ Special Episode: Rethinking Multifamily OpsâGlobal Talent, AI & the New 24/7 Service Reality đđ€đ
Join Guillermo Salazar, Stephanie Versin, Yoni Shraga, and Nima with moderator Shelley Robinson as they unpack the real talk on how multifamily operators are transforming staffing, tech, and service models for today's high-expectation renters.
â How AI and offshore talent are reshaping maintenance and leasing
â Why centralization isnât about job lossâitâs about strategic upskilling
â 70%+ cost savings, better NOI, and happier teams
â How to future-proof operationsâfrom 15 units to 15,000
đš Whether youâre scaling or just starting to centralizeâthis conversation is your playbook for what's next in multifamily.
đĄ "If you're not automating or offshoring, you're asking your team to do inefficient workâand paying the price." â Guillermo Salazar
đ Listen now and share with your team!
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đ Getting a "Hell Yes!" in Sales Isn't Luck â It's a System
Most people think success comes from having deep pockets, perfect timing, or the right connections. Shiv Gettu built Zuma with none of that â just grit, focus, and a smart way of selling.
đ 150 cold calls a day. đ Pivoting during a $100K/month loss. đ Turning relationships into revenue.
In our latest blog, Shiv breaks down how he:
Uses smart data to find pain points fasterBuilds trust before selling a thingMakes it safe and easy for buyers to say "Hell Yes!"His strategy? đč Focus harder. đč Sell smarter. đč Win by default.
"The list is the message. If you build it right, half your selling is already done." â Shiv Gettu
đ„ Whether youâre building a startup or selling enterprise tech, this conversation will change the way you think about outbound, relationships, and scaling.
đ [Read the full story here] (insert blog link)
#Sales #StartupLife #Multifamily #AI #Proptech #Outbound #GrowthMindset #LinkedInLive
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đ Getting to Hell Yes! Lessons in Sales from Kyle Beauchamp đ
What does it take to turn a âmaybeâ into a resounding âHell Yes!â? Kyle Beauchamp, President of HALO Integration, shares how heâs redefining sales in the property tech industry. From solving real problems to building trust through transparency, his approach is all about creating meaningful connections with clients.
đĄ Key Insights:
Itâs not about selling features; itâs about solving the right problems.Authenticity is non-negotiableâpeople buy from real people.Providing turnkey solutions turns clients into long-term partners.Kyleâs journey reminds us that success in sales isnât about persuasionâit's about alignment, trust, and shared goals.
đ Ready to create your own âHell Yes!â moments? Dive into the blog to learn how Kyle does it: [Insert link to the blog post]
#SalesLeadership #CustomerSuccess #PropTech #GettingToHellYes #Innovation #Trust
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What if your brand wasnât just how you lookâbut how you lead, scale, and win? đĄ
In this episode, we sit down with Jacklyn Arnestâthe powerhouse behind Article Student Livingâs explosive brand transformation. With just 90 days on the clock, she built a brand from the ground up that didnât just look good⊠it worked.
đ„ Tune in to learn how to:
â Align teams around a brand they believe in
â Get to âHell Yes!â with internal buy-in
đ Measure brand through retention, reputation & revenue
đ ïž Use training as your hidden brand accelerator
This isnât about pretty logos. Itâs about building a brand that leads. đ
đ§ Hit play and rethink what brand really means for your business.
#Podcast #Leadership #Multifamily #BrandStrategy #GettingToHellYes #MarketingMatters #JacklynArnest #PropertyManagement
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đ§ Podcast Teaser: From Invisible to Irresistible â with Tony Sousa
What if your brand isnât broken⊠itâs just invisible?
In this episode of Getting to Hell Yes!, we sit down with Tony Sousa, founder of SUSE Consulting and the creative force helping brands go from overlooked to unforgettable.
Tonyâs journey from actor and filmmaker to multifamily operator and brand strategist is anything but ordinaryâand neither is his approach to branding.
đïž Tune in to hear:
Why most businesses donât have a reputation problemâthey have an awareness problemThe secret to building emotional connection in a digital worldHow storytelling can turn âbrown sugar waterâ into a global brand (yes, weâre talking Coca-Cola)What it really takes to move from cold calls to âtell me moreâđĄ âVisibility isnât optionalâitâs oxygen. And emotion? Thatâs what makes people move.â â Tony Sousa
If you want your brand to stop blending in and start standing out, this episode is your blueprint.
đ Listen now and start getting your audience to say: Hell Yes!
#GettingToHellYes #TonySousa #BrandStrategy #MultifamilyMarketing #Storytelling #InboundMarketing #DigitalVisibility #SUSEConsulting #PodcastPromo
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đ§ Podcast Teaser: From Broadcasts to Buy-Ins â How Bob Burg Gets to âHell Yes!â in Sales
What if your next sales breakthrough had nothing to do with techniqueâand everything to do with authenticity?
In this episode of Getting to Hell Yes!, we sit down with Bob Burg, co-author of The Go-Giver, to explore how true influence is built not through pressure, but through purpose, service, and value.
Bob shares how a bookstore epiphany transformed his journey from broadcaster to bestselling author, and how shifting from "quota-chasing" to "value-giving" leads to real, lasting sales success.
âš What you'll learn:
Why authenticity is your most powerful sales assetHow to flip the conversation from "me-focused" to "you-focused"The hidden danger of ignoring your market valueHow to create âHell Yes!â moments through connectionânot coercionđ âSales isnât about closing deals. Itâs about opening relationships.â
If youâre ready to lead with service, build trust, and sell without selling out, this episode is your permission slip.
đ Listen now. Bobâs insights may just flip your whole approach.
#GettingToHellYes #BobBurg #TheGoGiver #SalesLeadership #PodcastTeaser #SellWithHeart #AuthenticSales #SalesStrategy
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đïž New Episode Alert: From Bass Boats to Boardrooms â How Bill Stinnett Redefined Sales
What do a bass fishing seminar, a failed music career, and decades of enterprise sales have in common?
đŻ Bill Stinnett.
In this episode of Getting to Hell Yes!, Bill shares how a lifelong passion for teaching turned into a powerhouse career helping sales teams stop chasing quotasâand start building belief.
â Why CRMs and sales tools donât solve your real problem
â The 3 questions every buyer must answer before saying âyesâ
â Why human intelligence > artificial intelligence in todayâs sales world
â How to align your sales process with the buyerâs journeyânot just your pipeline
â And how beliefânot behaviorâis the real driver of preparation and success
đ§ "Sales isnât about your process. Itâs about their progress."
Whether you're a founder, sales leader, or new rep trying to connect deeper with buyers, this episode is packed with wisdom you wonât want to miss.
đ§ Listen now on Apple Podcasts, Spotify, or wherever you get your pods.
đ Letâs stop pushingâand start guiding buyers to âHell Yes.â
#GettingToHellYes #SalesLeadership #BillStinnett #HumanConnection #ModernSales #SalesMindset #PodcastTeaser
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