Episodi
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šŖ Hiring from resumes? Thatās why youāre missing the mark. š Hiring for alignment?
Thatās how you get to Hell Yes! in selling.
Most multifamily teams arenāt building high-performing teamsātheyāre filling seats and hoping for the best.
š Job descriptions. š„ Resumes. š Candidate scorecards. š¬ Gut feelings when the interview ends.
Jonna Smith, founder of PeopleZest, has seen it all. Thatās why she helps leaders stop filling roles and start solving problems.
Hereās what sheās learned about getting to Hell Yes in selling:
ā If itās not a āHell Yes!āāitās a no.
ā The best hires arenāt on paperātheyāre found through relevance, culture fit, and alignment.
ā Your job as a leader? Get clear on the problem, coach your clients, and be brutally honest with candidates.
Jonnaās story isnāt just about executive searchāitās a masterclass in how to lead with courage, hire with purpose, and build teams that drive results.
š Curious how Jonna helps COOs, VPs, and owners say āHell Yes!ā to the right hire? š Want to learn how to stop hiring resumes and start building teams?
Letās get to Hell Yes!ātogether. š
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šØ 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.
š” There is a better way.
Meet Gabriella Jones, aka Gabe on the Go. She doesnāt just talk about riskāshe helps operators eliminate it.
In this new blog post, Gabe shares:
ā The hidden risks operators overlook
ā The Hell Yes moment when you realize you need a specialist
ā Why deposit management isnāt just complianceāitās your reputation
ā How she helps operators save millions in bad debt
Her advice? āDonāt try to manage deposits in-house. This is a specialistās gameāand weāre the experts.ā
š Ready to learn how to turn āIām not sureā into āHell Yes!ā? Read the full story here :
iriscx.com/blog
Letās stop patching the problem. Letās fix it.
#Multifamily #PropertyManagement #Sales #GettingToHellYes #RiskManagement #DepositCompliance
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Episodi mancanti?
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šŖ 60 days for a unit turn? Thatās bleeding NOI. š 21 days or less?
Thatās how you get to Hell Yes! in selling.
Most multifamily teams arenāt leading their renovation processātheyāre just surviving it.
š Spreadsheets. š± Text threads. š Sticky notes. š¬ Finger-pointing when things go wrong.
Jose Benitez, founder of Renowise, has seen it all. Thatās why he built a system that doesnāt just speed things upāit clarifies the chaos.
Hereās what heās learned about getting to Hell Yes in selling:
ā Stop selling featuresāstart solving problems.
ā Ask the right questions before you pitch.
ā Own the problem and show the path forward.
Joseās story isnāt just about softwareāitās a lesson in how to sell with empathy, lead with clarity, and fix whatās broken.
š Curious how Renowise helps turn 60-day turns into 21-day wins? š Want to learn how to stop selling and start solving?
Letās get to Hell Yes!ātogether. š
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š„ Getting to Hell Yes! š„
Sales in the multifamily world isnāt just about sellingāitās about teaching customers how to buy.
In todayās 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:
ā Teach customers how to buy
ā Anchor every deal to the Cost of Inaction
ā Dream bigger, aim higher, and play to win
š” āQuota is just the job. 200% of quota is the goal.ā š” āNo urgency? No deal.ā š” āThe best sellers teach customers how to buy.ā
This is a masterclass for sales pros who want to win in 2025 and beyond.
Ready to get your customers to say āHell Yes!ā?
š Read the full blog post here: [insert blog link] š Share your biggest sales challenge in the comments!
#SalesLeadership #MultifamilySales #PropTech #SalesStrategy #GettingToHellYes #MikeWolber #ThinkBig #CostOfInaction #RevenueGrowth
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šļø Getting to Hell Yes in PropTech with Edward Cohen
Why do smart building owners delay life-saving tech? How do you get to a āHell Yesā 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.
š„ āWe donāt sell plasticāwe sell peace of mind.ā
š„ Discover the ROI behind compliance and leak detection.
š„ Learn what actually drives change in a risk-averse industry.
š” Tune in to unlock how to lead with empathy, urgency, and real value.
#PropTech #Podcast #GettingToHellYes #RealEstateInnovation #SalesStrategy #PreventiveTech #InsuranceTech
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šļø Podcast Episode: Getting to Hell Yes with Justin Dilley
How do you turn skepticism into commitmentāwithout pushing, pitching, or pressure?
Justin Dilley, strategic leader at MRI Software and creator of Multifamily Weekly, joins us to talk about:
ā Turning ānoā into āyes, andā¦ā
ā Selling with empathy, not ego
ā Spotting urgency through external change
ā Why āteam everyoneā works better than āteam productā
š¬ āPeople donāt change because of price. They change because of how a problem makes them feel.ā
This episode is packed with wisdom for anyone navigating long sales cycles, complex accounts, or high-stakes decisions.
š§ 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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šØ Leasing gets the spotlight. Retention builds the business.
Most multifamily operators pour everything into getting a āyes.ā Jude Chiy wants a āHell Yesāānot 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 isnāt a tacticāitās a philosophy. And the best operators treat it that way.
š„ Whatās inside:
ā The biggest hidden cost in property management
ā Why pizza parties wonāt fix resident dissatisfaction
ā How to spotāand sell toāa true āHell Yesā buyer
š¬ Jude says it best:
āYou think you're greatābut your residents compare you to Amazon, Uber, and Netflix. Thatās the bar.ā
š Ready to shift from leasing-focused to retention-first?
š Read the blog: From Leasing to LoyaltyāHow Jude Chiy Gets to Hell Yes in Resident Retention š
#GettingToHellYes #Multifamily #ResidentRetention #PropTech #Flamingo #NOI #Leasing #PropertyManagement #CustomerExperience
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šļø āYou can call someone 100 timesā¦ but if they donāt want it, they donāt want it.ā
On our latest podcast episode, Al-Karim Khimji, Co-Founder of Propra, shares what really moves the needle in B2B salesāand itās not clever pitches or slick demos.
Itās listening. Relentlessly.
š” Learn how Propra:
Turned āno thanksā into warm referralsBuilt tech for a market that didnāt know it needed itWent from AI tools to accounting based on feedback aloneAnd the best part? Al-Karimās take on what it means to āGet to Hell Yesā without ever pushing.
š§ āSales is just service with structure.ā
š§ If youāre tired of forcing deals and want to build trust instead, this episode is your playbook.
š Check out the recap + blog here: [link] #Propra #GettingToHellYes #PodcastRecap #B2BSales #CustomerVoice #Proptech #AlKarimKhimji
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šļø Just dropped: Getting to Hell Yes! with Joe Summers š§
What does it really take to get a āHell Yesā in multifamily sales?
Joe Summers breaks it downāraw, honest, and 100% from experience. With 25+ years in the industry, Joe shares how he turned āsalesā into āsolving,ā and built 9 companies along the way.
Hereās a taste:
š” āDonāt pitch. Ask. Listen. Align.ā
š” āYou donāt create urgencyāyou capture it.ā
š” āIf your solution is confusing, theyāll walk away.ā
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 problemsš„ Plus, the real reason transparency + timing wins over ROI slides.
Ready to rethink your sales game?
š§ 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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šļø āJust because itās a problemā¦ doesnāt mean itās a priority.ā
In this episode of Getting to Hell Yes!, Grady Newman shares how she went from pitching 30% IRR energy projects (and getting noās) to building RESIāa SaaS platform changing how multifamily properties market and lease.
š„ Discover how:
Timing, not logic, drives decisionsGreat sellers guide, not pushFlexibility beats templatesāevery timeš If you're selling into multifamily, this is a masterclass in how to align, listen, and earn the yes.
š§ 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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šØ 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 dealsāitās about opening conversations, earning trust, and solving problems that actually matter.
š„ āItās not about pushing product. Itās about pulling people into the right solution.ā
Inside the post:
ā Why empathy > urgency
ā How to shift from pitching to listening
ā A powerful framework that turns āmaybeā into a Hell Yes!
If you're in multifamily, proptech, or simply serious about evolving how you sellādonāt miss this one.
#SalesLeadership #GettingToHellYes #TrustBasedSelling #Multifamily #PropTech #KevinOnSales
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šØ 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 revolutionāwithout lockers, without capex, and without the excuses.
In the latest Getting to Hell Yes! conversation, Michael shares how he:
ā Sold vision over features
ā Identified the perfect āHell Yesā buyer
ā Scaled a scrappy warehouse startup into 40+ markets
š„ āHell Yes happens when they stop calculating and start imagining.ā ā Michael Patton
This isnāt just about solving deliveriesāitās about unlocking NOI, freeing your team, and reimagining what amenities should look like.
š Read the full story to see how Fetch redefined value in multifamily
#Multifamily #PropTech #Logistics #GettingToHellYes #Leadership #SalesStrategy #NOI #PropertyManagement
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šØ āGarbage in, garbage out.ā šØ Thatās how Kevin Shtofman describes the painful truth about real estate data today.
After 21 years in the industry, Kevin isnāt here to sell dashboards. Heās here to fix the root problem: Mistrust in the data driving critical decisions in property management and investment.
In our latest blog, Kevin unpacks:
š§ Why clean data is the real engine behind AI success
šļø How Cherry helps teams shift from reactive to proactive (think F1 pit crew level efficiency)
š„ What it actually takes to Get to Hell Yes! with buyers in todayās market
š¬ āSpeed without accuracy is chaos. Speed with control? Thatās how you scale.ā š¬ āHelping always sells.ā
If you lead in proptech, operations, or real estate investmentāyouāll want to read this one. š
#PropTech #DataStrategy #PropertyManagement #Multifamily #AI #RealEstate #Leadership #Sales #GettingToHellYes
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š Special Episode: Rethinking Multifamily OpsāGlobal Talent, AI & the New 24/7 Service Reality šš¤š
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.
ā How AI and offshore talent are reshaping maintenance and leasing
ā Why centralization isnāt about job lossāitās about strategic upskilling
ā 70%+ cost savings, better NOI, and happier teams
ā How to future-proof operationsāfrom 15 units to 15,000
šØ Whether youāre scaling or just starting to centralizeāthis conversation is your playbook for what's next in multifamily.
š” "If you're not automating or offshoring, you're asking your team to do inefficient workāand paying the price." ā Guillermo Salazar
š Listen now and share with your team!
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š Getting a "Hell Yes!" in Sales Isn't Luck ā 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 ā just grit, focus, and a smart way of selling.
š 150 cold calls a day. š Pivoting during a $100K/month loss. š 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? š¹ Focus harder. š¹ Sell smarter. š¹ Win by default.
"The list is the message. If you build it right, half your selling is already done." ā Shiv Gettu
š„ Whether youāre building a startup or selling enterprise tech, this conversation will change the way you think about outbound, relationships, and scaling.
š [Read the full story here] (insert blog link)
#Sales #StartupLife #Multifamily #AI #Proptech #Outbound #GrowthMindset #LinkedInLive
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š Getting to Hell Yes! Lessons in Sales from Kyle Beauchamp š
What does it take to turn a āmaybeā into a resounding āHell Yes!ā? Kyle Beauchamp, President of HALO Integration, shares how heās 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.
š” Key Insights:
Itās not about selling features; itās about solving the right problems.Authenticity is non-negotiableāpeople buy from real people.Providing turnkey solutions turns clients into long-term partners.Kyleās journey reminds us that success in sales isnāt about persuasionāit's about alignment, trust, and shared goals.
š Ready to create your own āHell Yes!ā 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 wasnāt just how you lookābut how you lead, scale, and win? š”
In this episode, we sit down with Jacklyn Arnestāthe powerhouse behind Article Student Livingās explosive brand transformation. With just 90 days on the clock, she built a brand from the ground up that didnāt just look goodā¦ it worked.
š„ Tune in to learn how to:
ā Align teams around a brand they believe in
ā Get to āHell Yes!ā with internal buy-in
š Measure brand through retention, reputation & revenue
š ļø Use training as your hidden brand accelerator
This isnāt about pretty logos. Itās about building a brand that leads. š
š§ Hit play and rethink what brand really means for your business.
#Podcast #Leadership #Multifamily #BrandStrategy #GettingToHellYes #MarketingMatters #JacklynArnest #PropertyManagement
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š§ Podcast Teaser: From Invisible to Irresistible ā with Tony Sousa
What if your brand isnāt brokenā¦ itās 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.
Tonyās journey from actor and filmmaker to multifamily operator and brand strategist is anything but ordinaryāand neither is his approach to branding.
šļø Tune in to hear:
Why most businesses donāt have a reputation problemāthey have an awareness problemThe secret to building emotional connection in a digital worldHow storytelling can turn ābrown sugar waterā into a global brand (yes, weāre talking Coca-Cola)What it really takes to move from cold calls to ātell me moreāš” āVisibility isnāt optionalāitās oxygen. And emotion? Thatās what makes people move.ā ā Tony Sousa
If you want your brand to stop blending in and start standing out, this episode is your blueprint.
š Listen now and start getting your audience to say: Hell Yes!
#GettingToHellYes #TonySousa #BrandStrategy #MultifamilyMarketing #Storytelling #InboundMarketing #DigitalVisibility #SUSEConsulting #PodcastPromo
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š§ Podcast Teaser: From Broadcasts to Buy-Ins ā How Bob Burg Gets to āHell Yes!ā in Sales
What if your next sales breakthrough had nothing to do with techniqueāand 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.
āØ 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 āHell Yes!ā moments through connectionānot coercionš āSales isnāt about closing deals. Itās about opening relationships.ā
If youāre ready to lead with service, build trust, and sell without selling out, this episode is your permission slip.
š Listen now. Bobās insights may just flip your whole approach.
#GettingToHellYes #BobBurg #TheGoGiver #SalesLeadership #PodcastTeaser #SellWithHeart #AuthenticSales #SalesStrategy
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šļø New Episode Alert: From Bass Boats to Boardrooms ā How Bill Stinnett Redefined Sales
What do a bass fishing seminar, a failed music career, and decades of enterprise sales have in common?
šÆ 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 quotasāand start building belief.
ā Why CRMs and sales tools donāt solve your real problem
ā The 3 questions every buyer must answer before saying āyesā
ā Why human intelligence > artificial intelligence in todayās sales world
ā How to align your sales process with the buyerās journeyānot just your pipeline
ā And how beliefānot behaviorāis the real driver of preparation and success
š§ "Sales isnāt about your process. Itās 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 wonāt want to miss.
š§ Listen now on Apple Podcasts, Spotify, or wherever you get your pods.
š Letās stop pushingāand start guiding buyers to āHell Yes.ā
#GettingToHellYes #SalesLeadership #BillStinnett #HumanConnection #ModernSales #SalesMindset #PodcastTeaser
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