Latest / Callis Mindset with Kannon Callis / Episode 12: Automation, Relationships and Property Management Growth with Trent Bray

Transcript

Episode 12: Automation, Relationships and Property Management Growth with Trent Bray · Callis Mindset with Kannon Callis

• 0:00
  Speaker 1: Welcome to the Callus mindset, where discipline meets growth. I'm
• 0:03
  Speaker 1: Cannon Callus. Each episode we sit down with entrepreneurs, real
• 0:06
  Speaker 1: estate pros, and leaders who refuse to live average. If
• 0:09
  Speaker 1: you're here to think sharper and lead stronger, you're in
• 0:12
  Speaker 1: the right place. Today's guest is Trent Bray, manager of
• 0:20
  Speaker 1: business development at a national franchise, Property Management Incorporated. He's
• 0:25
  Speaker 1: also a national sales coach, a CRM automation strategist, and
• 0:28
  Speaker 1: a real estate investor himself. Trent specializes in turning property
• 0:32
  Speaker 1: management companies into high performance sales machines. He works with
• 0:36
  Speaker 1: operators across the country on pipeline structure, follow up, discipline,
• 0:40
  Speaker 1: compensation design, and execution strategy, the mechanics that operate stagnant
• 0:45
  Speaker 1: portfolios aside from scalable businesses. Today we're breaking down why
• 0:50
  Speaker 1: most property managers stay small and what elite sales execution
• 0:53
  Speaker 1: looks like. How to build systems and scale doors without
• 0:57
  Speaker 1: burning out. Let's get into it. Thanks for being on
• 1:00
  Speaker 1: the show, Trenton.
• 1:01
  Speaker 2: Hey, thanks for having me.
• 1:02
  Speaker 3: After that introduction, man, I need you to be my
• 1:06
  Speaker 3: hype squad wherever I go.
• 1:07
  Speaker 1: Like that was, I'm happy too. I know you're doing
• 1:11
  Speaker 1: speaking engagements nationwide right now, and I'd love to join
• 1:15
  Speaker 1: the party. It looks like a lot of fun.
• 1:16
  Speaker 3: Yeah, yeah, it is fun, but it you know, you
• 1:20
  Speaker 3: do spend some time away from the family, but it
• 1:23
  Speaker 3: is great to network from the front of room.
• 1:26
  Speaker 2: In front of the room. That's kind of the best
• 1:28
  Speaker 2: way of network, right.
• 1:29
  Speaker 1: Yeah. Absolutely, Well, before we get into tactics, how did
• 1:33
  Speaker 1: you get here today?
• 1:35
  Speaker 2: That is a great question.
• 1:38
  Speaker 3: So I started Foray into real estate, so a little
• 1:41
  Speaker 3: over a decade ago, starting to do fix and flips.
• 1:45
  Speaker 3: I've done about one hundred and fifty fix and flips,
• 1:49
  Speaker 3: bought them at the wrong time, turned them into rentals,
• 1:53
  Speaker 3: and the rest is history. From there, got into property
• 1:57
  Speaker 3: management and then start doing sales for a property management
• 2:03
  Speaker 3: company because I saw how easy it was to make
• 2:06
  Speaker 3: a difference in the property management space. So many people
• 2:08
  Speaker 3: just don't even pick up the phone. It was very
• 2:12
  Speaker 3: easy for me to differentiate. And then that led to
• 2:16
  Speaker 3: the opportunity here at PMI, where now I'm training the
• 2:19
  Speaker 3: business development managers and franchise partners and sales and it's
• 2:23
  Speaker 3: led to speaking engagements like you mentioned at sales conferences
• 2:28
  Speaker 3: throughout the US.
• 2:29
  Speaker 2: It's been a fun ride. Didn't think I'd end up
• 2:32
  Speaker 2: here ten or so years ago, but here we are.
• 2:37
  Speaker 1: That's awesome. Thanks for the backstory. And so it sounds
• 2:39
  Speaker 1: like you were an accidental landlord. You were flipping properties
• 2:43
  Speaker 1: investment properties, and then based on the market circumstance and condition,
• 2:48
  Speaker 1: the numbers either didn't pencil or just something went the
• 2:51
  Speaker 1: way it needs to go in order to hold those
• 2:53
  Speaker 1: properties long term, which thus you became a property manager.
• 2:58
  Speaker 2: Yes, absolutely so. Box.
• 3:00
  Speaker 3: Basically when interest rates changed, I bought them right before
• 3:04
  Speaker 3: that was in the middle of the flip. Prices start
• 3:06
  Speaker 3: to correct and I could have gotten out, but it
• 3:09
  Speaker 3: was like, Okay, I'd rather just hold on to them,
• 3:12
  Speaker 3: see if the market will correct itself, and then just
• 3:16
  Speaker 3: ended up sticking with it for a while.
• 3:19
  Speaker 1: Got it. Yeah, I've heard that story in multiple markets.
• 3:23
  Speaker 1: Was it during the two thousand and eight era or
• 3:25
  Speaker 1: was it the pre COVID or what era? Was it?
• 3:29
  Speaker 3: Now? This was I believe it was twenty twenty two
• 3:31
  Speaker 3: when interest rates started climbing up. It was in the summer,
• 3:36
  Speaker 3: I remember. That was kind of the time where a
• 3:40
  Speaker 3: lot of things start shifting.
• 3:42
  Speaker 1: Yep, that sounds right. And then how many were you managing.
• 3:48
  Speaker 3: So manage four, but I do have my wife also
• 3:53
  Speaker 3: does some property management or did some property management while
• 3:57
  Speaker 3: raising our kids and managed portfolio if about fifteen single
• 4:01
  Speaker 3: family homes and then for me for single family So
• 4:07
  Speaker 3: it was able to be exposed to it a little
• 4:09
  Speaker 3: bit even before and make it a.
• 4:13
  Speaker 2: Little bit easier of a transition.
• 4:15
  Speaker 3: Yeah.
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  Speaker 1: So you had the hands on experience firsthand, your wife
• 4:18
  Speaker 1: also was managing properties, and then you went in to
• 4:21
  Speaker 1: a different company and you just noticed there's something here
• 4:24
  Speaker 1: missing or there's some opportunity here for potential.
• 4:28
  Speaker 2: Yeah.
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  Speaker 3: Absolutely, there's so much opportunity in the property management space.
• 4:32
  Speaker 3: I mean as depending on the numbers you look at,
• 4:34
  Speaker 3: as many as seventy percent of the properties they're managed
• 4:37
  Speaker 3: are self managed right now. So there's a ton of
• 4:40
  Speaker 3: opportunity in the property management space. And then the companies
• 4:43
  Speaker 3: that are there that are in the industry, a lot
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  Speaker 3: of them just are either antiquated or they're just not
• 4:51
  Speaker 3: utilizing some of the new technology. There's so much opportunity,
• 4:56
  Speaker 3: and that's when my eyes were open to that being
• 5:00
  Speaker 3: a property manager. It's like, Okay, there's something here. So
• 5:05
  Speaker 3: having been more in a sales relayed role. I went
• 5:08
  Speaker 3: that direction and jumped in as a business development manager
• 5:13
  Speaker 3: for a property management company, and honestly, I loved it.
• 5:17
  Speaker 1: Yeah, that's something that I think a lot of people
• 5:20
  Speaker 1: don't realize how big of an opportunity there is in
• 5:23
  Speaker 1: rental management, property management. You know, all the different verticals
• 5:27
  Speaker 1: that fall with on the umbrella. And that's one of
• 5:29
  Speaker 1: the reasons I was attracted to it is I was
• 5:32
  Speaker 1: thrown into property manage it as a teenager, and I
• 5:35
  Speaker 1: didn't purposely go that route. I just knew people that
• 5:37
  Speaker 1: had a need and I saw an opportunity and I
• 5:40
  Speaker 1: took it. And back then, the systems compared to today,
• 5:45
  Speaker 1: it's like there's one system that's the same from you know,
• 5:47
  Speaker 1: ten plus years ago. Every other system has evolved, adapted,
• 5:51
  Speaker 1: been bought out, and upgraded. What you can do today
• 5:54
  Speaker 1: as a single operator owner of a company is so
• 5:58
  Speaker 1: much stronger, leveraging technology, the systems that just keep getting
• 6:02
  Speaker 1: updates and upgrades, you know, as they reinvest in their software.
• 6:05
  Speaker 1: And I think that that's a huge benefit. One of
• 6:08
  Speaker 1: the biggest reasons that I went back into property management
• 6:12
  Speaker 1: just a couple of years ago with this PMI brand
• 6:14
  Speaker 1: and I'm really happy to say I did, because things
• 6:16
  Speaker 1: are really starting to show scalable opportunity, and that's what
• 6:19
  Speaker 1: I'm all about. I trade. I'm a salesperson as well,
• 6:23
  Speaker 1: and I love sales. I love the relationship part. I
• 6:26
  Speaker 1: love the numbers reverse engineering it. I wanted to ask,
• 6:29
  Speaker 1: at what point did you realize that systems like this
• 6:32
  Speaker 1: could be leveraged and taken advantage of and they're just
• 6:35
  Speaker 1: highly underutilized.
• 6:37
  Speaker 3: Yeah, So it's the more I've gotten involved in property management,
• 6:40
  Speaker 3: the more I've realized the potential there. So I guess
• 6:44
  Speaker 3: my first foray into property management actually goes back quite
• 6:47
  Speaker 3: a bit. When I was a teenager as well. I
• 6:50
  Speaker 3: was fresh out of high school and I had an
• 6:53
  Speaker 3: opportunity to be a property manager for a ninety six
• 6:57
  Speaker 3: unit I believe, multi family complex and I was the
• 7:01
  Speaker 3: only person on site.
• 7:05
  Speaker 2: But I mean, we were.
• 7:06
  Speaker 3: Using spreadsheets to keep track of things like and that
• 7:10
  Speaker 3: was pretty high tech at the time because it was like, oh,
• 7:13
  Speaker 3: you're keeping track of it on a computer. But when
• 7:17
  Speaker 3: you look at the kind of tried and true model
• 7:20
  Speaker 3: of you know, you can manage about one hundred doors
• 7:22
  Speaker 3: as a single operator. That with the tech that's come
• 7:26
  Speaker 3: out just even in the last six months year. There's
• 7:29
  Speaker 3: some people who are saying there's data models that support
• 7:32
  Speaker 3: three hundred doors for one operator, Like it's crazy what
• 7:35
  Speaker 3: you can do now if you lean into and leverage
• 7:39
  Speaker 3: that technology. But at the same time, one thing that
• 7:42
  Speaker 3: makes property management property management is the human experience, and
• 7:47
  Speaker 3: so that's something I don't necessarily recommend, Hey, try and
• 7:51
  Speaker 3: outsource everything, like, you still need that human element property
• 7:55
  Speaker 3: managements of relationship business real estates a relationship business. You
• 7:59
  Speaker 3: need to amplify the human aspect rather than replace the
• 8:04
  Speaker 3: human aspect.
• 8:06
  Speaker 1: Yes, yes, I agree. I think that with the day
• 8:09
  Speaker 1: and age that we live in today, technology it's a
• 8:12
  Speaker 1: yin and a yang model. There's so many perks and
• 8:14
  Speaker 1: benefits to it. You can be more efficient, you can
• 8:17
  Speaker 1: report the data metrics, the KPIs are there. But also
• 8:21
  Speaker 1: taking away the human face to face element is a
• 8:23
  Speaker 1: big no no right now. And the specifics on why
• 8:28
  Speaker 1: is that the generation of people that own most of
• 8:30
  Speaker 1: the investment properties in our country are prior to technology
• 8:35
  Speaker 1: like this, pre cell phone, you know, pre internet, pre
• 8:38
  Speaker 1: social media, pre automation for the most part, and a
• 8:41
  Speaker 1: lot of them have stayed with it. And you know
• 8:43
  Speaker 1: I'm talking about the boomer generation. Love working with them.
• 8:47
  Speaker 1: Most of my clients right now are around that age,
• 8:50
  Speaker 1: and some of them do have trouble signing a DOCU
• 8:53
  Speaker 1: sign and some of them do have trouble on you know,
• 8:57
  Speaker 1: the systems that are going into their spam folder. And
• 8:59
  Speaker 1: so I understand both sides, but there definitely has to
• 9:02
  Speaker 1: be that human element, the relationship part. I can call you,
• 9:05
  Speaker 1: I know you, I trust you, and that's how business
• 9:08
  Speaker 1: really executes. So wanted to ask what are some of
• 9:10
  Speaker 1: the big mistakes that you see in business development that
• 9:14
  Speaker 1: property managers are doing right now?
• 9:17
  Speaker 3: So I think one thing that they're not doing to
• 9:20
  Speaker 3: reverse answer that question is not utilizing video. Like you
• 9:26
  Speaker 3: talk about that human element, you need to amplify the
• 9:29
  Speaker 3: human element. And what do or you've been in sales,
• 9:34
  Speaker 3: you know, who do people buy from those they know
• 9:37
  Speaker 3: I can trust? Video allows you to get that no
• 9:41
  Speaker 3: I can trust factor out quicker. So like your first
• 9:44
  Speaker 3: email you send to them should have a video of
• 9:46
  Speaker 3: your face on there saying like, hey, I've received your inquiry,
• 9:50
  Speaker 3: I look forward to speaking with you on the phone,
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  Speaker 3: Like just something to get them to know your face
• 9:56
  Speaker 3: and your voice, and then when you pick up the phone,
• 9:59
  Speaker 3: it's just a warmer introduction. Same thing with referral partners.
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  Speaker 3: I definitely recommend utilizing video and that to help warm
• 10:08
  Speaker 3: up those connections and being able to.
• 10:13
  Speaker 2: Kind of think of the right way to.
• 10:14
  Speaker 3: Say it, but basically establish that no like and trust
• 10:18
  Speaker 3: factor quicker. So that's one thing, an opportunity that I
• 10:21
  Speaker 3: don't see a lot of property management companies doing. And
• 10:24
  Speaker 3: then the other thing is just going out there and
• 10:27
  Speaker 3: shaking hands, being at networking events, being that consistent face.
• 10:32
  Speaker 3: Like I have so many people that I talk to
• 10:35
  Speaker 3: that are great at going to one networking event and
• 10:38
  Speaker 3: then they go to a different one, and then they
• 10:40
  Speaker 3: go to a different one. It's like, No, you've got
• 10:42
  Speaker 3: to be consistent. You got to be that consistent face.
• 10:45
  Speaker 3: People will trust you more if they know that you're
• 10:48
  Speaker 3: going to be there each time that they come to
• 10:50
  Speaker 3: this networking event. They're not going to just give you
• 10:52
  Speaker 3: business because you showed up one time.
• 10:55
  Speaker 1: Yes, I agree with what you just said, and I
• 10:58
  Speaker 1: want to talk about it. A couple of those points
• 11:00
  Speaker 1: you just made. Starting with the video, I have a
• 11:05
  Speaker 1: subscription to video services on my real estate CRM. I
• 11:09
  Speaker 1: started using it and I started getting more responses. I
• 11:12
  Speaker 1: also in bed a video automated in my immediate lead generator,
• 11:16
  Speaker 1: Like when a lead comes in, there's a trigger that
• 11:19
  Speaker 1: triggers an automation of an email to go out introduced
• 11:21
  Speaker 1: to me myself to them and also text them. So
• 11:25
  Speaker 1: even if I can't take the call, which I try
• 11:26
  Speaker 1: every time I can, but if I'm busy, they're still
• 11:29
  Speaker 1: hearing from me, exactly like what you said. Another point
• 11:32
  Speaker 1: that you made that I think I might be missing
• 11:34
  Speaker 1: is the vendor and the network type of videos where
• 11:37
  Speaker 1: you're sending videos to stay in front of your partners, vendors,
• 11:40
  Speaker 1: referral partners. That's a really great idea and I think
• 11:43
  Speaker 1: that's something I can take from this conversation and use
• 11:45
  Speaker 1: it when it comes to staying in front of people.
• 11:49
  Speaker 1: I just got two leads in the last two weeks
• 11:51
  Speaker 1: from an organization I joined last February. So I one
• 11:56
  Speaker 1: hundred percent agree. Is you just keep showing up. You
• 11:58
  Speaker 1: show up to the meeting, show up to the events,
• 12:00
  Speaker 1: show up to the social events where you can talk
• 12:03
  Speaker 1: more and not just be listening and educating yourself, and
• 12:06
  Speaker 1: you'll get to meet the right people and when the
• 12:08
  Speaker 1: time comes, because it will. It's not a matter of if,
• 12:10
  Speaker 1: it's just when, and when you keep showing up, one
• 12:13
  Speaker 1: day it will be the day that you need to
• 12:15
  Speaker 1: be there for them and they'll rely on you. And
• 12:17
  Speaker 1: so I've got a handful of leads from Narpham recently,
• 12:22
  Speaker 1: and it's only because I offer services that some of
• 12:24
  Speaker 1: the other property managers don't offer here locally, and I
• 12:29
  Speaker 1: just keep showing up and you know, distinctualize yourself by
• 12:32
  Speaker 1: doing furnished rental management and not just vacant rental management
• 12:37
  Speaker 1: or the Home Watch program was the other lead. You know,
• 12:40
  Speaker 1: people want to travel, but they don't want to rent
• 12:42
  Speaker 1: out their home. A lot of people don't know what
• 12:44
  Speaker 1: that is. It's just a new model that I'm blessed
• 12:46
  Speaker 1: that I'm part of a network at PMI that has
• 12:49
  Speaker 1: this as a revenue source and I really support that.
• 12:51
  Speaker 1: I really like that as opportunities and it differentiates yourself
• 12:55
  Speaker 1: and it makes you a standout when no one else
• 12:57
  Speaker 1: knows what you're talking about or what you're offering, but
• 12:59
  Speaker 1: you can meet a need. So being that solution. The
• 13:02
  Speaker 1: other is the Idaho Real Estate Investor Network. If you
• 13:05
  Speaker 1: have an investor network near you. I would highly suggest
• 13:08
  Speaker 1: joining it, especially if you're trying to get into real
• 13:10
  Speaker 1: estate investment or if you're already in it. Just keep
• 13:13
  Speaker 1: showing up and the right people will eventually have a
• 13:16
  Speaker 1: conversation with you. I've got another fully furnished rentol onboarding
• 13:20
  Speaker 1: in the next month from that organization. So to see
• 13:23
  Speaker 1: these happening after being there for you know, a year
• 13:26
  Speaker 1: or so, or sometimes longer than that, it really pays
• 13:29
  Speaker 1: dividends if you just stick with it. You know, there's
• 13:32
  Speaker 1: other groups like B and I, there's other groups, the
• 13:34
  Speaker 1: Chamber of Commerce, there's other you know, entrepreneur networking meetings.
• 13:38
  Speaker 1: But I think it's the consistency and then making a
• 13:41
  Speaker 1: name where people know your name as a go to,
• 13:43
  Speaker 1: not just someone who's visiting this week.
• 13:47
  Speaker 3: Yeah.
• 13:47
  Speaker 2: Absolutely.
• 13:48
  Speaker 3: And one thing I want to say going back to
• 13:50
  Speaker 3: the video real quick is I've got some stats that
• 13:52
  Speaker 3: just pulled up from vidyard. It's a twenty six percent
• 13:56
  Speaker 3: reduction in the sales cycle when you utilize video throughout
• 14:00
  Speaker 3: a sales cycle, and an increase of close rates by
• 14:03
  Speaker 3: up to forty one percent. So video is incredibly powerful
• 14:07
  Speaker 3: in terms of you know, those's engagement rates getting people
• 14:11
  Speaker 3: to know I can trust you quicker. And then same
• 14:14
  Speaker 3: thing like you mentioned with the the networking events being
• 14:18
  Speaker 3: those canit that consistent face? Yeah, it takes time, but
• 14:22
  Speaker 3: you know that February lead is now paying off a
• 14:26
  Speaker 3: year later. There that February group that you joined. And
• 14:31
  Speaker 3: it sometimes takes time, but in my experience, it tends
• 14:35
  Speaker 3: to pay off sooner rather than later.
• 14:38
  Speaker 1: Yes, And it's like a hockey stick growth. So it
• 14:40
  Speaker 1: starts kind of slow, but as soon as it picks up,
• 14:43
  Speaker 1: it doesn't just pick up at the same rate. It
• 14:45
  Speaker 1: picks up exponentially to where you need to be ready
• 14:47
  Speaker 1: to handle that business when it comes in. And so
• 14:50
  Speaker 1: I think that's what phase that I'm in at my
• 14:52
  Speaker 1: company right now. I you know, started in long term
• 14:55
  Speaker 1: rental management just last August, so you know seven is
• 14:59
  Speaker 1: mo months ago, and the first few months were slow,
• 15:02
  Speaker 1: you know, adding a couple door like one maybe two.
• 15:05
  Speaker 1: A couple months we had a zero, and you know,
• 15:07
  Speaker 1: it's not great, but to just stay after it and
• 15:10
  Speaker 1: keep building those relationships. Now, I've just had ten leads
• 15:14
  Speaker 1: come in in the last two weeks, and they're warm leads.
• 15:16
  Speaker 1: They're not just maybe someone knows someone it's they know
• 15:20
  Speaker 1: who I am, they know what I do, and now
• 15:21
  Speaker 1: they're calling me. And so I believe in that long
• 15:24
  Speaker 1: term vision and I think that that's what sales is.
• 15:27
  Speaker 1: It's not just transaction based. You know, you can some
• 15:30
  Speaker 1: people are like that, they're not going to succeed long term.
• 15:33
  Speaker 1: It's the relationship builders, the connectors and those who see
• 15:37
  Speaker 1: that opportunity you could take advantage of it to help
• 15:39
  Speaker 1: other people. And I think that's the that's part of
• 15:42
  Speaker 1: the callous mindset, you know, that's part of the the
• 15:45
  Speaker 1: idea behind everything that we do is treating people the
• 15:48
  Speaker 1: way they want to be treated and the way that
• 15:50
  Speaker 1: we want to be treated as well.
• 15:53
  Speaker 2: Absolutely, that's that's definitely a principle I lived by.
• 15:57
  Speaker 1: Absolutely, Yeah, And I really like a lot of the
• 16:00
  Speaker 1: the core values, the mission you know behind PMI for
• 16:04
  Speaker 1: franchise itself, you know, going all the way up to
• 16:06
  Speaker 1: the top to the hearts. You know, PMI Cares and
• 16:09
  Speaker 1: the other things that they're doing is just it's not
• 16:11
  Speaker 1: about just building a business. It's about building the community,
• 16:15
  Speaker 1: giving back to your local and national partners, you know,
• 16:18
  Speaker 1: your friends, family, everyone that's touched by that. And so
• 16:22
  Speaker 1: one of the reasons that many people go with PMI
• 16:24
  Speaker 1: isn't just because they're the biggest, you know, like that's
• 16:28
  Speaker 1: a great thing to have to be able to say that,
• 16:30
  Speaker 1: and you know top five hundred, you know, companies with recognition,
• 16:34
  Speaker 1: with honors, things like that. That's amazing. But it's what
• 16:37
  Speaker 1: you do at home too, and the doors that you're opening,
• 16:39
  Speaker 1: and that's one of their mottos is opening doors. So
• 16:42
  Speaker 1: it's cool to be part of an organization, but it
• 16:44
  Speaker 1: also comes out in their leadership. And you know, we
• 16:47
  Speaker 1: met not even I don't want to say even a
• 16:50
  Speaker 1: year ago, and we've seen each other at different events
• 16:54
  Speaker 1: in person, you know, down in Utah. Hopefully i'll see
• 16:57
  Speaker 1: you this summer and or this fall in Nashville. We're
• 17:00
  Speaker 1: going to work our way to get there. But I
• 17:02
  Speaker 1: want to talk next about the systems and automation, not
• 17:06
  Speaker 1: to just say what PMI offers, but what you see
• 17:09
  Speaker 1: in general as systematic approach automation, some of the systems
• 17:14
  Speaker 1: that are available today, and what people should be automating.
• 17:18
  Speaker 1: So I think people might see, Okay, here's a shiny car.
• 17:20
  Speaker 1: There's too many accessories. I don't know how to use it,
• 17:22
  Speaker 1: Like what's important to use what actually works.
• 17:26
  Speaker 3: Yeah, so having a CRM, a customer relationship manager is
• 17:30
  Speaker 3: going to be crucial. That's going to be a place
• 17:34
  Speaker 3: where you can basically offload your brain. You can have
• 17:37
  Speaker 3: those tasks in there that maybe you'll forget about or
• 17:42
  Speaker 3: maybe not remember down the road.
• 17:44
  Speaker 2: I like to think of the automation side of it
• 17:46
  Speaker 2: as a backup.
• 17:47
  Speaker 3: So, for example, if speed delete incredibly important statistics show
• 17:54
  Speaker 3: you your chance of closing the deal drops by four
• 17:56
  Speaker 3: hundred percent if you don't respond in that first five minutes.
• 18:00
  Speaker 3: So obviously, ideally you're going to be able to pick
• 18:03
  Speaker 3: up the phone as soon as the lead comes in
• 18:04
  Speaker 3: and dial them immediately. Life happens. You're in the middle
• 18:08
  Speaker 3: of a networking event. You can't break away. Family stuff happens.
• 18:13
  Speaker 2: I get it.
• 18:14
  Speaker 3: So in that case, I do have automation set up
• 18:17
  Speaker 3: within the CRM where at three minutes, a text message
• 18:19
  Speaker 3: that goes out goes out and says, hey, I've received
• 18:22
  Speaker 3: your information. When is a good time to connect? Very simple,
• 18:26
  Speaker 3: very brief. You're not trying to bombard them with information
• 18:29
  Speaker 3: because the connection happens over the phone. That's where you
• 18:34
  Speaker 3: actually make that connection. You're not going to make that
• 18:36
  Speaker 3: connection by quantam in a cold drip campaign and you
• 18:40
  Speaker 3: hoping that you get around to them in two years.
• 18:43
  Speaker 3: And there is a place for that, for sure, but
• 18:46
  Speaker 3: with a new lead, you don't want to have an
• 18:48
  Speaker 3: extreme amount of automation in my opinion, and other people
• 18:53
  Speaker 3: may have other opinions, and that's fine, but I'll tell
• 18:56
  Speaker 3: you that one of the things that I utilize the
• 19:00
  Speaker 3: CRM for is and we use leads simple here. There's
• 19:04
  Speaker 3: a lot of great CRMs out there, but we personally
• 19:07
  Speaker 3: really like using lead Simple. What you can do is
• 19:11
  Speaker 3: I would put notes in there. When I was doing sales,
• 19:14
  Speaker 3: I would put notes in there. Every person I came
• 19:17
  Speaker 3: in contact with. I'd have their pets, names, their kids' names,
• 19:21
  Speaker 3: anything that I could take from the conversation, I put
• 19:24
  Speaker 3: it in those notes so that the next time I
• 19:26
  Speaker 3: call them, that notes right there, and it's like, oh, hey,
• 19:30
  Speaker 3: I saw it. You know your dog. Last time we
• 19:32
  Speaker 3: talked to your dog was game surgery? How did that go?
• 19:34
  Speaker 2: You know?
• 19:35
  Speaker 3: It's remembering those things that, yeah, I would have probably
• 19:39
  Speaker 3: forgotten if I would just relegated it to a post
• 19:42
  Speaker 3: it note, even though I remember the conversation as soon
• 19:44
  Speaker 3: as they say it, it's like, oh, didn't I think
• 19:47
  Speaker 3: of that.
• 19:47
  Speaker 2: But the one story I love to tell.
• 19:50
  Speaker 3: That I of the power of the CRM is I
• 19:55
  Speaker 3: had a referral partner that I was dealing with, financial advisor,
• 20:00
  Speaker 3: really well connected gentlemen.
• 20:01
  Speaker 2: We talked for a while.
• 20:03
  Speaker 3: You know, I put its names, what sports they did,
• 20:06
  Speaker 3: all that, put it in the CRM. But one thing
• 20:09
  Speaker 3: that was that stood out to me as a story.
• 20:11
  Speaker 3: He told me about how he went to the Chicago
• 20:14
  Speaker 3: Cubs the World Series in twenty sixteen. You know, they
• 20:17
  Speaker 3: had a very long drought without going to the World Series.
• 20:20
  Speaker 3: And he's a big Chicago Cubs fan, and he's like,
• 20:23
  Speaker 3: all right, I flew out there, scalped a ticket for
• 20:26
  Speaker 3: one thousand dollars. Turns out it was fake, had to
• 20:29
  Speaker 3: scalp another ticket for five hundred dollars. It was able
• 20:32
  Speaker 3: to get in, and he has that ticket framed on
• 20:35
  Speaker 3: his office wall. And for me, I was like, okay,
• 20:38
  Speaker 3: I need to remember this. I wrote it down. And
• 20:41
  Speaker 3: this was in the wintertime, at this point in time
• 20:44
  Speaker 3: that I had this conversation. So I set a reminder
• 20:46
  Speaker 3: in the CRM. Hey, one month before opening day of Baseball,
• 20:50
  Speaker 3: I want you to order him something that is related
• 20:53
  Speaker 3: to the Chicago Cups. I didn't know what it was,
• 20:56
  Speaker 3: but the reminder popped up and I was like, oh, yeah,
• 21:00
  Speaker 3: up ordering him some coasters of Pivotal plays during that
• 21:03
  Speaker 3: World Series nineteen dollars very inexpensive relatively speaking, and so
• 21:10
  Speaker 3: I ordered those. And then another reminder popped up a
• 21:13
  Speaker 3: few days before opening day of baseball season. It says,
• 21:17
  Speaker 3: go hand deliver these coasters, and I did. I hand
• 21:20
  Speaker 3: delivered them on opening day And can you imagine what
• 21:23
  Speaker 3: that referral partner relationship was like after that?
• 21:26
  Speaker 1: Yeah? Wow, that sounds like the top of you know,
• 21:31
  Speaker 1: using technology with human personal touch that you know, that's
• 21:36
  Speaker 1: like the perfect example of that. It's using technology as
• 21:40
  Speaker 1: an enabler to help you remember things that are personally
• 21:44
  Speaker 1: you know, fundamental memories, life changing moments, something that's going
• 21:49
  Speaker 1: to be a personal connection with them. And it's very
• 21:51
  Speaker 1: thoughtful actually, like believe it. Like that's a very thoughtful
• 21:54
  Speaker 1: experience and they're not going to forget that. So that's
• 21:56
  Speaker 1: a great example. I think that a lot of times
• 21:59
  Speaker 1: people try to use technology as a reason to bridge
• 22:03
  Speaker 1: between people or to almost barricade or put a barrier
• 22:06
  Speaker 1: there rather than to get them closer to that. You know,
• 22:10
  Speaker 1: it's it's almost like an excuse of oh, I don't
• 22:12
  Speaker 1: want to make a call or I don't feel like
• 22:14
  Speaker 1: it right now, so I'm just going to click the
• 22:16
  Speaker 1: button instead of picking up a phone. And so speed
• 22:20
  Speaker 1: to lead is everything. One hundred percent agree with that
• 22:23
  Speaker 1: being in sales, and especially this type of sales where
• 22:25
  Speaker 1: a lot of these are inquiries. You know, we're spending
• 22:28
  Speaker 1: money to get in front of people, and we're spending
• 22:30
  Speaker 1: time to get in front of people, but when they call,
• 22:32
  Speaker 1: we need to answer and not just answer in a
• 22:34
  Speaker 1: generic way like if we could take notes. Knowledge is power,
• 22:38
  Speaker 1: and in sales, it's ammunition to use, you know, not
• 22:41
  Speaker 1: in a negative context, but to you know, really go
• 22:44
  Speaker 1: to battle and make sure that you're winning that business
• 22:46
  Speaker 1: because you deserve it. And so some of the automations
• 22:49
  Speaker 1: are cheesy, you know, corny. I've seen some not yours,
• 22:54
  Speaker 1: but I've seen a lot of people's and some of
• 22:56
  Speaker 1: the ones that are in the other systems for other
• 22:58
  Speaker 1: times I'm a customer or a client, I think some
• 23:00
  Speaker 1: of them are missing that element of still treat people
• 23:04
  Speaker 1: like humans, like you're not just a number. You know,
• 23:06
  Speaker 1: a lot of big companies do that. But that kind
• 23:09
  Speaker 1: of leads me to the next idea. Is complexity killing
• 23:13
  Speaker 1: performance or is it you know, enabling it, but some
• 23:17
  Speaker 1: people just don't know how to utilize it.
• 23:21
  Speaker 2: Yeah, that's a good thought.
• 23:22
  Speaker 3: I think a lot of people there's there's so much
• 23:25
  Speaker 3: technology that it enables the complexity. And I'll tell you,
• 23:29
  Speaker 3: I get involved in this too. I see some of
• 23:31
  Speaker 3: these things and I'm like, oh, shiny object, I love it.
• 23:34
  Speaker 3: So I was actually talking to a franchise partner who's,
• 23:37
  Speaker 3: you know, very similar to you in terms of time
• 23:40
  Speaker 3: frame being with PMI, and they were they're struggling a
• 23:46
  Speaker 3: little bit more. They're they're having trouble coming up with
• 23:50
  Speaker 3: the doors, and so they reached out.
• 23:53
  Speaker 2: They're like, hey, what am I doing wrong?
• 23:55
  Speaker 3: And I got off into this wild goose chase of like, hey,
• 23:58
  Speaker 3: you could do this, and you can do this, you
• 24:00
  Speaker 3: can do this, and I made it too complicated. So
• 24:03
  Speaker 3: what I did is I sent him the video and
• 24:05
  Speaker 3: then I was like, wait, that wasn't the right thing
• 24:08
  Speaker 3: to do. I took the video, threw it into AI
• 24:11
  Speaker 3: and said, okay, let's break this down. What's actually going
• 24:15
  Speaker 3: to move the needle for them, and it came back to, Okay, yeah,
• 24:21
  Speaker 3: you gave me all these ideas, but you even said
• 24:24
  Speaker 3: in this video the number one thing that's going to
• 24:26
  Speaker 3: get you doors is relationships and meeting with real estate agents,
• 24:32
  Speaker 3: meeting with property owners, going to the networking events.
• 24:35
  Speaker 2: That is what's going to move the needle.
• 24:37
  Speaker 3: We went off on this whole AI thing of like, hey,
• 24:41
  Speaker 3: how can we target what people are searching right now
• 24:45
  Speaker 3: and create blog posts that match that criteria perfectly so
• 24:49
  Speaker 3: it shows up in the LMS and just like all
• 24:52
  Speaker 3: this stuff that's.
• 24:53
  Speaker 2: Fun to chase.
• 24:54
  Speaker 3: But at the end of the day, I was like, oh,
• 24:57
  Speaker 3: it just told me right there, I'm over complicated. So yes,
• 25:02
  Speaker 3: there are people, including myself that over complicate it with
• 25:07
  Speaker 3: all the technologies they're out there, But ideally it's just
• 25:11
  Speaker 3: it's a relationship business. That's what it ultimately comes down to.
• 25:15
  Speaker 3: And even if you feel like your business isn't relationship focused,
• 25:20
  Speaker 3: it probably largely is.
• 25:23
  Speaker 1: Yes, yeah, I agree, which a lot of people when
• 25:25
  Speaker 1: they're in property management, they think of these things, right,
• 25:30
  Speaker 1: what are.
• 25:30
  Speaker 2: These ducks and keys?
• 25:33
  Speaker 1: Ducks and keys and what does that mean to you know,
• 25:35
  Speaker 1: someone that's in property management.
• 25:39
  Speaker 3: So yeah, that's something that's those benchmarks. Everybody wants those
• 25:44
  Speaker 3: specific things, the measurable outcomes, which I love. But I
• 25:49
  Speaker 3: tend to step back a little bit from that. So
• 25:56
  Speaker 3: you know, the ducks are your doors. Those are the
• 25:59
  Speaker 3: doors you It's contracts or closings, I think is what
• 26:04
  Speaker 3: it's supposed to be. Keys and suites. That's our duck sachronym.
• 26:09
  Speaker 3: But people are chasing after those. But I always take
• 26:12
  Speaker 3: it back of like, Okay, what's really going to make
• 26:14
  Speaker 3: the difference. Yes, if you're chasing the door that you
• 26:17
  Speaker 3: don't know the steps to get there. So I take
• 26:20
  Speaker 3: it back to, okay, how to bout we get some leads? First,
• 26:23
  Speaker 3: Let's focus on the things that will get us the leads.
• 26:27
  Speaker 3: That is what's going to get you the doors naturally.
• 26:30
  Speaker 3: So if we take it back to let's not focus
• 26:33
  Speaker 3: on the on the door, let's focus on the people
• 26:37
  Speaker 3: that that will lead to the door.
• 26:39
  Speaker 2: So if you.
• 26:42
  Speaker 3: I tend to have to pull people back because they're like,
• 26:45
  Speaker 3: I want to get that first door, I want to
• 26:46
  Speaker 3: get that first key, I want to get the first
• 26:48
  Speaker 3: ten doors, one hundred doors, whatever it is. So and
• 26:52
  Speaker 3: all the people that are getting those doors are going back.
• 26:55
  Speaker 2: To the fundamentals and building those relationship.
• 27:00
  Speaker 1: Yeah, thanks for the explanation. I think that's very true
• 27:03
  Speaker 1: in the sense that when you're chasing a result, it's
• 27:08
  Speaker 1: not the same as taking the journey and refining the
• 27:11
  Speaker 1: processes in yourself to be the person that's going to
• 27:14
  Speaker 1: produce those NonStop. And that's one of the things you
• 27:18
  Speaker 1: know about mindset is you're not chasing a shiny thing.
• 27:22
  Speaker 1: You're here to do the work and then the results
• 27:24
  Speaker 1: will be measured by those ducks and keys. It's more
• 27:26
  Speaker 1: of a measurement of an outcome rather than an end
• 27:30
  Speaker 1: result goal. And the numbers they're just verification, you know,
• 27:35
  Speaker 1: telling you that you're doing the right thing.
• 27:37
  Speaker 3: Yep, that you can adjust accordingly. But yeah, that is
• 27:41
  Speaker 3: you've explained it better than I could.
• 27:43
  Speaker 1: That's perfect. So I want to go next into investor psychology.
• 27:47
  Speaker 1: So you know you've been a hands on investor, you
• 27:50
  Speaker 1: work with investors every day. That changes how you sell.
• 27:53
  Speaker 1: And I've noticed that too. Is that going from just
• 27:56
  Speaker 1: strictly an individual contributor on you know, individual sale, to
• 28:00
  Speaker 1: teams of sales for a product that I don't own
• 28:03
  Speaker 1: to now it's personal Now it's it's you know, it's
• 28:06
  Speaker 1: my business, and so it does change things a bit.
• 28:09
  Speaker 1: But I want to ask about from your perspective, what
• 28:12
  Speaker 1: do investors really care about and what you know which
• 28:16
  Speaker 1: converts better ROI or peace of mind.
• 28:20
  Speaker 2: That's a great question.
• 28:22
  Speaker 3: Uh So, I will say one thing that's kind of
• 28:26
  Speaker 3: a common misconception amongst investors is that they're not emotional. Yes,
• 28:31
  Speaker 3: there are some that have less emotion tied into it,
• 28:35
  Speaker 3: but I mean this is something that they're expecting an
• 28:39
  Speaker 3: ROI aspect out of it, and that gets emotional to that.
• 28:43
  Speaker 3: It's not necessarily that they're tied to oh they're you know,
• 28:47
  Speaker 3: it took their first steps in that living room or
• 28:50
  Speaker 3: anything like that.
• 28:51
  Speaker 2: It's it's tied to, hey, I.
• 28:53
  Speaker 3: Could have deployed this money elsewhere and now we're not
• 28:57
  Speaker 3: getting the same result. Yeah, that can get to be
• 29:00
  Speaker 3: an emotional situation. But investors in general, they care more
• 29:06
  Speaker 3: about the numbers. Sure, but those numbers can be looked
• 29:10
  Speaker 3: at different in different ways. It doesn't have to be
• 29:13
  Speaker 3: a straight ROI. It could be an opportunity cost. You know,
• 29:18
  Speaker 3: if you're trying to get in with a specific developer
• 29:21
  Speaker 3: or something like that, you may have to play the
• 29:24
  Speaker 3: game and buy one of their entry level properties to
• 29:28
  Speaker 3: be able to get access to some of their other properties.
• 29:31
  Speaker 3: There's definitely opportunity costs that you can factor into that,
• 29:35
  Speaker 3: and sometimes you have to explain those in a way
• 29:37
  Speaker 3: that you know, this is what we got to do. Yes,
• 29:41
  Speaker 3: we're going to take a short term loss on this
• 29:43
  Speaker 3: for a long time game. There's there's lots of different
• 29:47
  Speaker 3: ways to approach it, but I think the biggest thing
• 29:51
  Speaker 3: is you've got to be able to one thing we're
• 29:54
  Speaker 3: big on here at PMI is the Franklin Covey. You know,
• 29:58
  Speaker 3: the seven habits of highly successful people, and so you've
• 30:01
  Speaker 3: got to start with begain with the end in mind.
• 30:04
  Speaker 2: That's one of the seven habits there.
• 30:06
  Speaker 3: So you've got to understand, Okay, what are we trying
• 30:10
  Speaker 3: to accomplish long term, and then let's reel it back
• 30:13
  Speaker 3: from there. Yes, if this property doesn't get ten percent ROI, okay,
• 30:20
  Speaker 3: but there's an opportunity coming up in the market right now.
• 30:23
  Speaker 2: If we sell it.
• 30:24
  Speaker 3: Only five percent ROI, we can then get into something else.
• 30:29
  Speaker 3: So as long as you start with that end mind,
• 30:31
  Speaker 3: it helps. It helps justify some of those decisions along
• 30:36
  Speaker 3: the way.
• 30:37
  Speaker 1: Yeah, I agree, and I think that real estate investment
• 30:41
  Speaker 1: and investment in general can get really layered or complex
• 30:45
  Speaker 1: very quickly, especially when you realize which direction money is going,
• 30:49
  Speaker 1: which direction, tax incentives are going, who the parties and
• 30:53
  Speaker 1: stakeholders that are involved. You know, there's a lot of
• 30:55
  Speaker 1: complexity to it, and if you're a strategist or if
• 30:58
  Speaker 1: you're very intuitive, you can pick up on that and
• 31:01
  Speaker 1: you can realize, here's what's really motivating the different parties,
• 31:04
  Speaker 1: the different decision makers, and just asking the right questions
• 31:07
  Speaker 1: to get the answers out of them. Because sometimes people
• 31:10
  Speaker 1: will say price is the reason I'm not buying, but truthfully,
• 31:14
  Speaker 1: that's just a deflection. A lot of times, it's really
• 31:17
  Speaker 1: you need to dig deeper and get to the fundamental
• 31:22
  Speaker 1: cords that you need to pull in order to actually
• 31:24
  Speaker 1: understand their mindset, what they're going through, and then maybe
• 31:28
  Speaker 1: even predict things that they don't see and show them
• 31:30
  Speaker 1: that you know that. And then it's almost the trust
• 31:32
  Speaker 1: building exercise, building that rapport and just getting to the
• 31:37
  Speaker 1: real truth because a lot of time, sales is a
• 31:41
  Speaker 1: psychological game, right, It's back and forth like negotiation, and
• 31:44
  Speaker 1: here's the strong arm or you know, here's what I'm
• 31:46
  Speaker 1: saying in order to get you to respond this way,
• 31:48
  Speaker 1: because I know that already, you know, there's a lot
• 31:50
  Speaker 1: of weird things to it. We try to stay really
• 31:52
  Speaker 1: straightforward and transparent with what we do in our businesses.
• 31:56
  Speaker 1: But I've worked you know, in software and other companies,
• 31:59
  Speaker 1: even in healthcare back in the day, and there was
• 32:01
  Speaker 1: a lot of bureaucracy, a lot of red tape, a
• 32:03
  Speaker 1: lot of pointing fingers that it's their responsibility, not mine.
• 32:07
  Speaker 1: And it could be the same way when you're getting
• 32:08
  Speaker 1: into larger deals in property management and real estate. So
• 32:11
  Speaker 1: I think you know, both of those will go well
• 32:15
  Speaker 1: if you really know what's going on. So the next
• 32:18
  Speaker 1: thing I want to discuss is leadership and performance. And
• 32:24
  Speaker 1: this isn't about tactics. It's more about, you know, what
• 32:28
  Speaker 1: separates successful salespeople and business development managers from the average,
• 32:33
  Speaker 1: or you know, what makes people stand out to you know,
• 32:36
  Speaker 1: rise to the top. And I think it might be
• 32:40
  Speaker 1: you know, complex, but also could be really simple. I'm
• 32:42
  Speaker 1: just curious what your take is.
• 32:44
  Speaker 2: Oh, I think it's I think it's actually very simple.
• 32:47
  Speaker 3: One is going to be being consistent doing what you
• 32:51
  Speaker 3: say You're going to do, and then you know, just
• 32:54
  Speaker 3: keep showing up.
• 32:56
  Speaker 2: Take every no as a not yet.
• 32:59
  Speaker 3: You know, I I know I've told you this, cannon,
• 33:02
  Speaker 3: But my personal philosophy is if somebody is you know,
• 33:06
  Speaker 3: tells me no or get like, the only time I
• 33:09
  Speaker 3: mark somebody to lost is.
• 33:11
  Speaker 2: When they tell me to f off or they die.
• 33:14
  Speaker 3: Like that's it, Like, you just got to keep going,
• 33:17
  Speaker 3: keep at it, stay persistent, keep showing up even when
• 33:21
  Speaker 3: it's hard. That'll separate you from ninety percent of the
• 33:26
  Speaker 3: sales professionals out there.
• 33:28
  Speaker 1: Yes, one hundred percent agree. It's really quite simple. Do
• 33:32
  Speaker 1: what you say you're going to do, keep showing up
• 33:35
  Speaker 1: on time. Yeah, respect, respect other people, respect yourself, and
• 33:39
  Speaker 1: just be consistent with your habits and build consistency because
• 33:43
  Speaker 1: consistency will outweigh motivation anytime. And then you get motivated
• 33:49
  Speaker 1: when you start seeing the consistency pays off. And so
• 33:53
  Speaker 1: I know in my life that's the same philosophy. If
• 33:55
  Speaker 1: they haven't told me to f off or they die,
• 34:01
  Speaker 1: it's no, not right now, And until then, I'm going
• 34:04
  Speaker 1: to keep knocking on the door and one day it's
• 34:06
  Speaker 1: going to open. And I can't tell you how many
• 34:08
  Speaker 1: times This has been true in my life. And you know,
• 34:10
  Speaker 1: just even the last few years, I've been told no
• 34:14
  Speaker 1: on property management, even last year, and then they knock
• 34:17
  Speaker 1: on my door or call me, you know, two months ago,
• 34:20
  Speaker 1: and now we're working together. And we were talking last
• 34:23
  Speaker 1: spring and they told me no back then too. So
• 34:27
  Speaker 1: it's kind of funny how that works. Is it's it's
• 34:30
  Speaker 1: almost like a psychological thing where even if you've told
• 34:32
  Speaker 1: someone no, you know who they are now, and so
• 34:35
  Speaker 1: they're more likely to win your business in the future
• 34:37
  Speaker 1: than someone who's just you've never even heard of them.
• 34:40
  Speaker 3: And the numbers support it too, like forty four of
• 34:44
  Speaker 3: people that choose other property management companies churn within the
• 34:47
  Speaker 3: first two years, so it's the number support. Hey, you've
• 34:51
  Speaker 3: got to stay connected to them even if they tell
• 34:53
  Speaker 3: you no, even if they signed a contract with somebody else,
• 34:56
  Speaker 3: You're going to be the only one that's consistently following
• 34:58
  Speaker 3: up with them. And they'll be like, man, this other
• 35:00
  Speaker 3: company I've been with, they don't pick up the phone,
• 35:02
  Speaker 3: and this guy doesn't stop bothering me.
• 35:04
  Speaker 2: I might go with them.
• 35:07
  Speaker 1: Yes, it's so true, and just you know, respecting their
• 35:10
  Speaker 1: time too, and showing up when you say you are,
• 35:12
  Speaker 1: don't be late. You know some people they get really frustrated,
• 35:16
  Speaker 1: you know, when their time isn't respected even more than
• 35:18
  Speaker 1: their money, and especially investors. It's just a fundamental principle.
• 35:22
  Speaker 1: So if someone wanted to let's say they're a property
• 35:26
  Speaker 1: manager already and they want to ten x their door account,
• 35:30
  Speaker 1: what would you say? What changes do they need to make?
• 35:33
  Speaker 2: You know?
• 35:34
  Speaker 1: Is it their identity, their activity, their structure, all of
• 35:37
  Speaker 1: the above.
• 35:38
  Speaker 3: Yeah, that's a good question. I think it very much
• 35:41
  Speaker 3: depends on where they're at right now. I mean ten
• 35:44
  Speaker 3: xing ten doors is going to be different than ten
• 35:47
  Speaker 3: xing ten one hundred doors. But definitely you want to
• 35:51
  Speaker 3: look at the structure first to see if you can
• 35:53
  Speaker 3: support that, to support that goal, and then reverse engineer
• 35:58
  Speaker 3: it of like, Okay, if I want to get to
• 36:01
  Speaker 3: say a thousand doors by the next year, what is
• 36:05
  Speaker 3: that going to take? How many conversations am I going
• 36:07
  Speaker 3: to have to have? How much money am I going
• 36:09
  Speaker 3: to have to put into lead generation? You know, just
• 36:11
  Speaker 3: to reverse engineer it from there. But you won't be
• 36:15
  Speaker 3: able to know if you can handle that until you
• 36:17
  Speaker 3: start with the structure. And then once you get the
• 36:20
  Speaker 3: structure in place. You can have the systems, then you
• 36:22
  Speaker 3: can have the actionable items between where you're at now
• 36:26
  Speaker 3: and where you want to be.
• 36:28
  Speaker 1: I agree, and I think anybody who is in a
• 36:30
  Speaker 1: business already, whether it's property management or not, they could
• 36:34
  Speaker 1: definitely benefit from going and reading that book, The Seven
• 36:37
  Speaker 1: Habits of Highly Effective People. I read it probably ten
• 36:40
  Speaker 1: years ago. I read it five years ago, and I
• 36:42
  Speaker 1: should probably read it again just to keep fresh on
• 36:44
  Speaker 1: these ideas. But if you're interested in that book, feel
• 36:47
  Speaker 1: free to go down to the bio. We have an
• 36:49
  Speaker 1: Amazon link for the hardback copy. You can also get
• 36:52
  Speaker 1: it online anywhere else. But definitely highly recommend that book.
• 36:55
  Speaker 1: It's by Stephen Kobe. He's a great writer, and you know,
• 36:59
  Speaker 1: the habits really do make a difference if you just
• 37:01
  Speaker 1: pursue them and practice them. You don't need to be perfect,
• 37:04
  Speaker 1: but even just implementing a few of these could make
• 37:06
  Speaker 1: a difference.
• 37:07
  Speaker 2: Yeah.
• 37:08
  Speaker 3: Absolutely, it's something, like I said, we were big here
• 37:11
  Speaker 3: about it and ever since we've started implementing it talking
• 37:14
  Speaker 3: about it more. It definitely makes a difference in how
• 37:18
  Speaker 3: our business is around here.
• 37:20
  Speaker 1: Absolutely. Yeah. And it's also it's aligned with the mindset
• 37:24
  Speaker 1: that I'm trying to build personally and also share through
• 37:27
  Speaker 1: this podcast. Is you know, being an effective person, being
• 37:31
  Speaker 1: able to communicate, being having integrity, you know, ethics, but
• 37:35
  Speaker 1: also the ambition and the willingness to do the work
• 37:39
  Speaker 1: and even when it's hard, and creating good habits and
• 37:43
  Speaker 1: creating good disciplines will lift that weight. I'm telling you,
• 37:47
  Speaker 1: if you do the right things, you will see the
• 37:50
  Speaker 1: ability to carry more weight or to do more just
• 37:53
  Speaker 1: as one person instead of just being a reactive person,
• 37:57
  Speaker 1: being a proactive person, which I think is the first
• 37:59
  Speaker 1: habit he mentioned in the book. So that's that's a
• 38:02
  Speaker 1: big part of you know what I agree with and
• 38:04
  Speaker 1: I know pm I does too, and it really makes
• 38:07
  Speaker 1: you stand out.
• 38:10
  Speaker 3: Yeah, absolutely, I'll definitely and you were right the very
• 38:14
  Speaker 3: first tap it is be proactive.
• 38:16
  Speaker 1: So well, Trent, I really appreciate you know, all the
• 38:20
  Speaker 1: insights you given today. If you had to leave property
• 38:23
  Speaker 1: management owners with one non negotiable standard that they should
• 38:27
  Speaker 1: adapt this year, what would it be.
• 38:30
  Speaker 3: Go shake hands. I know it's an oversimplified version, but hey,
• 38:37
  Speaker 3: if you want to make a difference in the community,
• 38:39
  Speaker 3: you want to be known in the community, you want
• 38:41
  Speaker 3: to get more doors you want to improve your business
• 38:44
  Speaker 3: and find even the right people to help accelerate your business,
• 38:48
  Speaker 3: go out, shake hands, talk to people. They'll they'll tell
• 38:51
  Speaker 3: you what you're doing right, what you're not doing right,
• 38:54
  Speaker 3: and you can learn a lot from that.
• 38:57
  Speaker 1: A thousand percent agree. Well, here are the values of PMI.
• 39:01
  Speaker 1: As you can see on the camera here, community is
• 39:04
  Speaker 1: the very first one on their service, trust, entrepreneurship, and people,
• 39:08
  Speaker 1: and that's really aligned with the Callous Mindset. It's one
• 39:11
  Speaker 1: of the reasons I chose to go with a company
• 39:13
  Speaker 1: that's opening doors to a better life for other people
• 39:15
  Speaker 1: and themselves and their families. And I really want to
• 39:18
  Speaker 1: say thank you again to Trent for being on the
• 39:20
  Speaker 1: podcast today.
• 39:22
  Speaker 3: Thank you, Yeah, thank you, Ken, and I really do
• 39:24
  Speaker 3: appreciate it, and I love the idea behind the Callous Mindset,
• 39:28
  Speaker 3: So I'm grateful.
• 39:29
  Speaker 2: For the opportunity.
• 39:30
  Speaker 1: Amazing Well, thank you to our listeners of the Callous Mindset.
• 39:34
  Speaker 1: If today's episode gave you clarity, a new edge, new information,
• 39:38
  Speaker 1: share it with someone that you love, trust and you
• 39:40
  Speaker 1: want to be around, especially a property manager near you
• 39:43
  Speaker 1: who's trying to scale their business or who's looking to exit.
• 39:47
  Speaker 1: Because we're looking for acquisitions nationwide. We're one of the
• 39:50
  Speaker 1: fastest growing property management brands in the world, and you'll
• 39:53
  Speaker 1: see why if you go to their website. Thanks again
• 39:56
  Speaker 1: to Trent for bringing real insight, real insight, structure, conversation,
• 40:00
  Speaker 1: and just deep experience. Please, if you're interested, go to
• 40:04
  Speaker 1: Trent on LinkedIn. It's Bray with a B, R, a Y.
• 40:09
  Speaker 1: He's also works for Property Management, Inc. You'll see that,
• 40:13
  Speaker 1: so that's how you'll navigate to find him. If you're
• 40:15
  Speaker 1: building real estate, property management, or just want more conversations
• 40:18
  Speaker 1: on the systems, performance growth in the community, feel free
• 40:22
  Speaker 1: to follow Trent or follow myself. Keep leading yourself, keep
• 40:25
  Speaker 1: choosing discipline, and we'll see you next time.