Anthony Paganucci on "Getting to Hell Yes!"

🎙️ Empathy, Transparency, and Alignment: Redefining Sales Success

In this episode of “Getting to Hell Yes!”, Anthony Paganucci, CEO and founder of Brinson, shares her revolutionary sales philosophy. With over 20 years of experience in multifamily and vendor spaces, Anthony reveals how to create stronger relationships, deliver tailored solutions, and inspire enthusiastic buy-in from clients.

🔑 Key Highlights

1️⃣ Challenges in Sales:

• 🛠️ Opaque Processes: Unclear buying steps leave clients hesitant.
• ❓ Silent Deal Killers: Unspoken concerns like vendor stability can derail deals.
• 💸 Risk Aversion: High stakes make clients wary of onboarding new solutions.

2️⃣ Strategies for Achieving 'Hell Yes!':

• 🤝 Prioritize Transparency: Anthony’s team addresses challenges upfront, fostering trust with tools like the “Why Brinson?” document to clarify pricing, services, and guarantees.
• 🎯 Tailored Persona-Driven Approach: Using buyer personas like “Overwhelmed Olivia” or “Data-Driven Daniel,” Anthony’s team crafts customized solutions that resonate deeply.
• 🛠️ Solve Before Selling: Brinson’s solutions, like ILS Management and Brinsights, simplify complex processes and deliver measurable results, proving value before the pitch.

3️⃣ Proven Outcomes:

• 💰 Cut Costs: Brinson’s solutions reduce listing expenses by 20%, saving clients time and money.
• 🌟 Empower Clients: Tools like Brinsights unify scattered systems, giving clients control over their operations.
• 💡 Build Confidence: Honest conversations and tailored solutions turn hesitant buyers into committed partners.

💡 Key Takeaways for Sales Professionals:

1. Lead with Empathy: Understand your client’s challenges and speak directly to their needs.
2. Be Transparent: Address concerns early to eliminate doubts and foster trust.
3. Focus on Alignment: Ensure your solution perfectly matches the client’s goals for seamless buy-in.

🔥 Quote of the Episode: "Sales isn’t about chasing deals—it’s about creating relationships that last. That’s what a ‘Hell Yes’ is all about." — Anthony Paganucci

🎧 Listen Now:

• https://open.spotify.com/show/4TY87ToVuLK7eqkZZvZA5T
• https://podcasts.apple.com/gm/podcast/getting-to-hell-yes/id1772602174

📢 Discover how Anthony Paganucci’s approach transforms sales from transactions into partnerships. Learn to lead with empathy, transparency, and alignment for meaningful, long-term success.

Hashtags:

#SalesLeadership #EmpathyInSales #GettingToHellYes #Transparency #ProblemSolving #MultifamilySales #ClientEmpowerment

Todd Thorpe on "Getting to Hell Yes!"

🎙️ Revolutionizing Multifamily Sales with a Challenger Mindset

In this episode of “Getting to Hell Yes!”, Todd Thorpe, a sales leader at Cambium Networks, shares how his innovative approach helps clients say a resounding "Hell yes!" to his solutions. With over 25 years of experience in multifamily and telecommunications, Todd has mastered the art of educating the market, solving pain points, and building lasting partnerships—all while challenging industry norms.

🔑 Key Highlights

1️⃣ Challenges in Multifamily Sales:

• ⚖️ Brand Recognition Bias: Property owners often default to legacy brands despite higher costs and less flexibility.
• 🛠️ Fear of Change: Decision-makers are hesitant to switch to new technology, especially for critical services like Wi-Fi.
• 💸 Price Sensitivity: Competing in a commoditized market requires balancing cost-effectiveness with quality.

2️⃣ Todd’s Sales Strategies:

• 🎓 Educate to Differentiate: Todd informs property owners about Cambium’s 40% cost savings and reliability, empowering them to specify Cambium hardware to ISPs.
• 🔗 Dual Engagement: By aligning both property owners and ISPs, Todd ensures all stakeholders are excited about the solution.
• 🌐 Leverage Social Media: Todd uses LinkedIn and trade shows to amplify Cambium’s credibility and connect directly with decision-makers.

3️⃣ Delivering Tangible Value:

• 💰 Cost Savings: Cambium reduces capital expenditures by 40%, enabling owners to reinvest in their properties while maintaining quality.
• 🌟 Enhanced Tenant Satisfaction: Instant-on Wi-Fi eliminates setup hassles, boosting tenant retention and property appeal.
• 🤝 Building Lasting Relationships: Todd’s focus on partnership and problem-solving creates trust and long-term connections with clients.

💡 Three Takeaways About ‘Getting to Hell Yes!’:

1. Educate to Differentiate: Use knowledge to change the narrative and highlight your solution’s unique value.
2. Solve Problems, Don’t Just Sell: Address client pain points with tailored solutions to become a trusted partner.
3. Engage All Stakeholders: Build alignment between decision-makers and influencers for seamless buy-in.

🔥 Quote of the Episode: "Sales isn’t about following tradition—it’s about crafting your narrative and creating demand where none existed before." — Todd Thorpe

🎧 Listen Now:

• Spotify
• Apple Podcasts

📢 Discover Todd Thorpe’s blueprint for turning sales challenges into opportunities, reducing costs, and transforming the multifamily tech landscape. Learn how to get to your own 'Hell Yes!' moments.

Hashtags:

#MultifamilySales #TechSolutions #GettingToHellYes #ChallengerBrand #Leadership #TenantSatisfaction #SalesInnovation

James Sirman on "Getting to Hell Yes!"

🎙️ Empathy, Data, and Trust: Unlocking the Potential of Smart Technology in Multifamily

In this episode of “Getting to Hell Yes!”, James Sirman, a seasoned professional with 15+ years of real estate experience and a leader at E Property Care, shares his proven strategies for driving smart tech adoption in the multifamily industry. By combining empathy, data-driven insights, and a long-term trust-building mindset, Sirman highlights how to transform hesitant buyers into enthusiastic adopters.

🔑 Key Highlights

1️⃣ Challenges in Smart Tech Adoption:

• 💸 Budget Constraints: Upfront costs deter property owners managing tight budgets.
• 🛠️ Operational Inertia: “If it’s not broken, don’t fix it” often delays innovation.
• ⚙️ Fragmentation: Disconnected solutions lead to inefficiencies and poor integration.
• 🎯 Misaligned Priorities: Owners focus on ROI, while operators prioritize functionality and ease of use.

2️⃣ Strategies for Achieving ‘Hell Yes!’:

• 🤝 Empathy-Driven Engagement: Sirman tailors solutions to address pain points, like predictive maintenance tools that reduce costs and enhance resident satisfaction.
• 📊 Data as a Decision-Maker: Using platforms like ALN and Build Central, Sirman demonstrates a 6-8% reduction in operating expenses for properties adopting smart tech, giving buyers confidence to commit.
• 🛡️ Trust Through Honesty: Sirman’s willingness to say “no” when smart tech isn’t the right fit builds credibility and fosters long-term partnerships.

3️⃣ Outcomes of Smart Tech Adoption:

• 🔧 Operational Efficiency: Predictive maintenance and centralized access control free staff to focus on higher-value tasks.
• 🌟 Resident Satisfaction: Modern amenities like smart locks and thermostats enhance convenience, security, and tenant retention.
• 💰 Financial Gains: Lower costs and higher satisfaction boost NOI and property value, delivering a clear ROI.

💡 Key Takeaways for Sales Professionals:

1. Empathy and Education Drive Sales: Understand buyer challenges and provide solutions that meet their specific needs.
2. ROI is Key: Use data to highlight tangible benefits like cost savings and NOI improvements.
3. Build Trust Through Integrity: Be transparent about limitations and focus on long-term relationships over quick wins.

🔥 Quote of the Episode: "You can’t force change, but you can guide it with trust." — James Sirman

🎧 Listen Now:

• Spotify
• Apple Podcasts

📢 Discover how James Sirman is transforming multifamily operations with empathy, data, and trust. Learn to achieve your own ‘Hell Yes!’ moments and lead the charge in the smart tech revolution.

Hashtags:

#SmartTech #MultifamilyInnovation #PropTech #GettingToHellYes #SalesLeadership #OperationalExcellence #EmpathyInSales