🎙️ Podcast Teaser for Getting to Hell Yes Featuring Phil Rodgers

🚀 Episode Overview: Join us as we dive into the multifamily operations world with Phil Rodgers, CEO of RE-OPS. Phil shares his journey and groundbreaking insights on transforming property management and procurement technology.

🔑 Key Takeaways

1. 📦 Standardization is Key Simplifying and unifying products and services drives efficiency, reduces costs, and eliminates the chaos of rogue spending in multifamily operations.
2. 👂 Listen with Intent Active listening uncovers your buyer’s true challenges, helping align solutions with their desired business outcomes.
3. 💻 Technology as an Enabler RE-OPS revolutionizes maintenance operations with mobile-first solutions that save time and enhance resident satisfaction.

🔥 Phil’s Tip for Getting to Hell Yes with a Buyer

🗨️ “Build up to ‘hell yes’ by asking the right questions to uncover your buyer’s challenges. Understand their pain points and desired outcomes, then present your solution as the answer they didn’t realize they needed.”

🎧 Listen Now

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

📢 Hashtags

#GettingToHellYes #PodcastLife #MultifamilyInnovation #PropertyManagement #LeadershipInsights #Standardization #PropTech #SalesStrategies #CustomerSuccess #EfficiencyMatters #RealEstateTech

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

🎙️ Resident-Centric Innovation and Operational Excellence in Multifamily

In this episode, Adrian Danila, a 21-year multifamily veteran, and Chris Moreno, a PropTech pioneer and venture capitalist, outline a roadmap for thriving in the dynamic multifamily industry. With insights on technology, cultural alignment, and resident-first strategies, they highlight how multifamily operators can achieve a resounding "Hell Yes!" in both operations and sales.

🔑 Key Highlights

1️⃣ Challenges in Multifamily:

• 🏠 Evolving Resident Expectations: Residents now demand seamless, tech-enabled experiences akin to Uber or Amazon.
• 🛠️ Outdated Operations: Many operators still rely on manual workflows, risking competitiveness.
• 📈 Rising Costs: Insurance and operational expenses challenge profitability, necessitating innovation.
• 👥 Stretched Teams: Property managers face increasing pressure to balance efficiency with resident satisfaction.

2️⃣ Strategies for Success:

• 🤖 Adopt Technology: Implement AI-powered tools, predictive maintenance systems, and centralized workflows to streamline operations and enhance the resident experience.
• 🌟 Empower Residents and Teams: Treat residents as stakeholders by offering incentives for engagement, and equip property teams with resources and autonomy for better outcomes.
• 🏢 Rebrand Multifamily Housing: Build loyalty by creating meaningful experiences and branding akin to hospitality giants like Marriott and Hyatt.

3️⃣ Predictions for 2025:

• 📊 Data-Driven Leadership: AI and IoT will enable predictive solutions, setting leaders apart from laggards.
• 🌱 Cultural Shifts: Innovation and team autonomy will be critical for operational success.
• 💡 Resident-Centric Models: Making engagement, renewals, and advocacy seamless will become a priority.

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

1. Innovate with Purpose: Technology is essential—adopt tools that simplify workflows and deliver measurable ROI.
2. Empower Stakeholders: Foster collaboration among residents and teams by providing autonomy and resources.
3. Prioritize Resident-Centricity: Build a resident-first culture through branding, unique experiences, and exceptional service.

🔥 Quote of the Episode: "Double down on what’s working in 2025." — Adrian Danila

🎧 Listen Now:

• Spotify
• Apple Podcasts

📢 Discover how Adrian and Chris envision a resident-first, tech-enabled future for multifamily operators. Their insights will inspire you to align technology, people, and processes for transformative success!

#MultifamilyInnovation #PropTech #ResidentCentricity #GettingToHellYes #Leadership #OperationalExcellence #Empowerment

Podcast Teaser: George Burchlaw on "Getting to Hell Yes!"

🎙️ Discover how real estate investment meets cutting-edge analytics with George Burchlaw, founder of RE Analytics, on this episode of "Getting to Hell Yes!".

In a conversation filled with insights, George shares how his platform revolutionizes data management and financial analytics for small and mid-sized real estate firms, transforming the way they track, analyze, and optimize their portfolios. This episode is a must-listen for anyone in the multifamily, industrial, or commercial real estate spaces. 🌟

🔑 Key Takeaways:

1. 📊 Solving the Data Chaos George explains how RE Analytics bridges the gap between data silos, enabling real estate companies to consolidate financials, loan documents, and operational data into a cohesive system.
2. 🛠️ Efficiency Over Expansion Instead of hiring additional analysts, George highlights how companies can leverage technology to scale operations effectively, reducing inefficiencies and improving decision-making.
3. 🚀 Fast Value for Long-Term Trust He emphasizes the importance of proving value quickly to build trust with clients, laying the foundation for long-term partnerships and operational success.

💡 George’s Tip for Getting to Hell Yes!: "Find the clients willing to embrace change and show them tangible value fast. The quicker they see results, the easier it is to build trust and grow the relationship."

🎧 Don’t miss this episode packed with practical advice for real estate professionals! ➡️ Subscribe now to "Getting to Hell Yes!" on your favorite podcast platform. 🎙️

Hashtags:

#RealEstateAnalytics #PropTech #DataManagement #Multifamily #GettingToHellYes #REAnalytics #LeadershipTips

Podcast Teaser: Dennis Steigerwalt on "Getting to Hell Yes!"

🎙️ Explore the intersection of housing innovation, community building, and sustainable development with Dennis Steigerwalt, President of the Housing Innovation Alliance, on "Getting to Hell Yes!".

In this episode, Dennis shares his deep expertise in driving transformative housing solutions, fostering strategic industry collaborations, and creating scalable models to address housing affordability and availability challenges. 🌟

🔑 Key Takeaways:

1. 🏡 Rethinking Housing Affordability Dennis delves into the Picket Fence Project, a groundbreaking housing initiative showcasing innovative, scalable solutions like modular construction to address missing middle housing gaps while maintaining quality and cost-efficiency.
2. 🤝 Collaboration Drives Success By connecting builders, developers, and stakeholders, Dennis demonstrates how crowd-accelerated innovation and shared learning fuel industry-wide improvements in construction quality, efficiency, and affordability.
3. 🌍 Legacy Through Leadership Dennis emphasizes the importance of leaving a meaningful impact by aligning organizational goals with long-term visions for sustainable and inclusive housing.

💡 Dennis’ Tip for Getting to Hell Yes!: "Understand the ‘why’ behind your buyer’s decisions—whether it’s builders, developers, or communities. Focus on their pain points and legacy goals, and align your solutions to help them grow and create lasting value."

🎧 Don’t miss this insightful conversation packed with actionable ideas and groundbreaking strategies! ➡️ Subscribe now to "Getting to Hell Yes!" on your favorite podcast platform. 🎙️

Hashtags:

#HousingInnovation #ModularConstruction #CommunityDevelopment #GettingToHellYes #LeadershipTips #PicketFenceProject #SustainableHousing

In sales, few moments rival the satisfaction of hearing a buyer say, “Hell yes!” It’s more than closing a deal—it’s about building trust, solving problems, and aligning with buyer needs. Demetrios Barnes, COO of SmartRent and founder of Fenix Group, has mastered this art. Through his work in PropTech, Demetrios shares transformative strategies for overcoming sales challenges and achieving consistent success.

Demetrios’ Journey in Sales and Innovation

Starting as a leasing agent, Demetrios discovered a passion for solving real estate challenges. He revolutionized property management systems as VP of Technology at Invitation Homes and co-founded SmartRent, a leading smart home automation company. His consulting firm, Fenix Group, advises PropTech leaders on aligning solutions with market demands.

For Demetrios, “Getting to Hell Yes!” means showing buyers how your solution clears obstacles to their goals.

Key Challenges in Modern Sales

Demetrios identifies three common barriers to sales success:

1. Disconnected Messaging: Using language that fails to resonate with buyers can signal misunderstanding and erode trust.
2. Misaligned Pitches: Generic sales approaches overlook the unique needs of multifamily housing, single-family rentals, or Build-to-Rent markets.
3. Chasing Big Clients: Large clients often involve long sales cycles. Smaller, agile clients can drive quicker wins and momentum.

The Hell Yes Approach

To convert hesitant buyers into enthusiastic partners, Demetrios emphasizes:

1. Listening Deeply: Understand buyer pain points before proposing solutions.
2. Flexibility in Early Deals: Build trust with early clients, even at a cost, to establish credibility.
3. Discipline: Stay true to your core value proposition, avoiding distractions that dilute your focus.

Building a Repeatable Sales Model

Demetrios’ success with SmartRent offers a framework for scaling sales:

• Exceptional Customer Experiences: Deliver solutions that create lasting value and lead to referrals.
• Scalable Processes: Standardize workflows to handle larger projects efficiently.
• Confidence in Pricing: Early concessions build credibility, while proven results justify premium terms.

Takeaways for Sales Success

1. Understand Your Buyer: Learn their language and priorities to build trust.
2. Focus on Early Wins: Agile clients help establish momentum and credibility.
3. Prioritize Results: Delivering value drives referrals and long-term growth.

The Mindset for Success

“Getting to Hell Yes!” is about aligning so closely with buyers’ needs that saying no becomes impossible. Demetrios’ journey proves that success in sales starts with understanding, discipline, and delivering real value. Whether you’re building a startup or scaling your team, his insights offer a roadmap to long-term success.

Listen to the “Getting to Hell Yes!” podcast on apple or spotify here:

https://open.spotify.com/show/4TY87ToVuLK7eqkZZvZA5T

https://podcasts.apple.com/gm/podcast/getting-to-hell-yes/id1772602174