Wouldn’t it be nice if you could sleep at night knowing that you don’t have to worry about pests in the properties you manage?
In this episode, property management growth expert, Jason Hull interviews Nick Drzayich from Cover Pests to learn about dealing with pests in property management.
You’ll Learn…
[02:00] Cover Pest… It’s like Insurance for Pest Control
[03:59] Dealing with Pests as a Property Manager
[07:48] Dealing with the Different Kinds of Pests
[13:13] How Partnering with Something Like Cover Pest Works
[16:02] Eliminating Having to Figure Out Who is Gonna Pay the Bill
[17:15] Using Pest Coverage as a Selling Point for Property Management
Tweetables
“We want the tenants to feel good about where they live and have it clean. We also want the owners to understand that their property's being taken care of when it's needed.”
“It's nice for the property manager to have someone else get some eyes on the property every once in a while.”
“It's increasing the visibility. It's decreasing some of the potential costs for the owners. It's protecting the owners.”
“We go out, and we take care of it.”
Resources
[00:00:00] Nick: We want the tenants to feel good about where they live and have it clean. We also want the owners to understand that their property's being taken care of when it's needed and then obviously the property management companies, they don't have to hassle with the back and forth and who's paying the bill.
[00:00:14] Jason: Welcome DoorGrow Hackers to the #DoorGrowShow. If you are a property management entrepreneur that wants to add doors, make a difference, increase revenue, help others impact lives, and you are interested in growing in business and life, and you're open to doing things a bit differently. Then you are a DoorGrow Hacker. DoorGrow hackers love the opportunities, daily variety, unique challenges, and freedom that property management brings. Many in real estate think you're crazy for doing it. You think they're crazy for not because you realize that property management is the ultimate, high trust gateway to real estate deals, relationships, and residual income.
[00:00:53] At DoorGrow, we are on a mission to transform property management business owners and their businesses. We want to transform the industry. Eliminate the BS, build awareness, change perception, expand the market, and help the best property management entrepreneurs win. I'm your host property management growth expert Jason Hull, the founder and CEO of DoorGrow.
[00:01:13] Now, let's get into the show and my guest today, I am hanging out here with Nick, and Nick, you got to tell me your last name. I should have asked you before the show.
[00:01:25] Nick: No, that's okay. I tell everybody to just say "does your eye itch?" And that'll about cover it. Okay. It's pronounced (dur zye ich) Drzayich. It's a Serbian name, and it's way too many consonants in a row.
[00:01:37] Jason: Nick Drzayich. All right. From Cover Pest. Cool. And is it Cover Pest or just "Cover?" Website says "cover."
[00:01:45] Nick: Yeah. Cover Pest. Yeah.
[00:01:47] Jason: Cover Pest. Okay, cool. Well Nick, glad to have you on the show. So tell me-- give us a little bit of background. How did you-- and I'll just say for those listening, it says, "pest control solution for property managers," like on your website. So tell me a little bit about Cover Pest, and how did you get into this?
[00:02:04] Nick: Come from an insurance background actually. 13 years or so ago, I started and grew a independent life insurance agency, and so that's kind of been my background. Right. And so within insurance, you're obviously taking a big cost in life insurance. There's a death benefit with other insurances. There's big expenses that come at some point throughout the life of a policy and you're taking the cost of that and you're spreading it out among all the policy owners.
[00:02:34] Jason: Mm-hmm.
[00:02:34] Nick: So kind of with that mindset. I was chatting with my business partner who lives north of me, and he actually runs a pest control company and has for several years. We kind of got to chatting about this combination of life insurance and kind of sharing this cost, spreading the cost out and how you could potentially do that with pest control. And that's how we kind of landed on this idea of using that model to help property management companies take care of their pest control issues, which we know are just a hassle whenever they happen. Yeah. And solve that issue for them and allow them to take that off their plate and add a little bit of revenue in the meantime. Got it. And what areas do you guys cover? Is this a national business? Or is this local? How does this work? Yep. So this is a national business.
[00:03:21] We obviously have the ability to go anywhere in the country. We have, we started it here in our home state of Idaho, which is where we have the bulk of our clients. But ultimately, yeah, we we work with vendors across the country to be able to help take care of the issues that, that property managers are seeing.
[00:03:37] Jason: Cool. So help me understand how this works. Like why would a property manager decide, Hey, I should work with Cover Pest instead of just use some pest control vendors locally and connect with and have these people in as a feather in my cap. What advantages do they have with working with Cover Pest and why would a property manager choose? Or why do they choose to work with you?
[00:03:59] Nick: Yeah. Great question. So. As soon as you mention pest control to a property manager, you're probably going to get just a lot of heartache right there. Whenever an issue comes up, it's technically it's a tenant responsibility. Yeah, but ultimately it's going to come back to the maintenance manager. It's going to come back to the property management company or owner every once in a while. And so they're having to deal with finding a vendor. Vendors got to contact the tenant, get the service done, and then you got to figure out where you're sending the bill, and there's always going to be a fight there. The tenant's not going to want to pay it, the owner doesn't want to pay it, and you, as the property manager, you don't want to pay it either. And the benefit here is that, we work best with companies that have some kind of resident benefit package. So what our service does is it kind of slides right into that resident benefit package, and for a very nominal fee compared to what you would normally pay for pest control, your tenants are able to have all their pest issues covered, and when they need service, they put the request in online-- goes to call. We send a technician out and take care of it. There's no additional cost on top of what that monthly fee is.
[00:05:03] So like I mentioned, we kind of slide in the benefit packages. We also work as a standalone amenity for those that either don't want to put us in a benefit package or don't offer a benefit package.
[00:05:13] Jason: Got it. So what are what are property managers typically bundling in along with Cover Pest in, you know, in addition to Cover Pest in their resident benefits packages that you're seeing?
[00:05:26] Nick: Yeah, so oftentimes we'll see-- a big one is filter service, so furnace filters that are shipped--
[00:05:31] Jason: mm-hmm
[00:05:32] Nick: --every few months. There's a lot of times some kind of a credit building aspect to the benefit package. There's usually some kind of a maintenance, a 24 or seven maintenance benefit that's inside of that package. And then a lot of times there'll be some kind of perks. You get a free maintenance request once a year on something that would normally be charged to you, or you have late fee, late payment protection. Once per year, you can make a late payment and not have to worry about any kind of fees. So those are just some of the things that we're seeing inside of benefit packages along with our service.
[00:06:03] Jason: Got it. And what are you typically seeing property managers charge for this resident benefit package? And I would assume this is something that they're convincing the tenants to buy as a product.
[00:06:15] Nick: Yeah, so ultimately, what we've seen is that the benefit package just rolls right along with the lease agreement. There's not an option there for the tenant to either pay for or not. It just is what it is and you get it. Yep. And they range across the board, right? From, you know, 20 bucks all the way up to 75 plus dollars per month, depending on what's in the package.
[00:06:41] So when we were designing our service to be able to slide into a benefit package, we wanted to be super conscious of increasing that at all right because any increase in a benefit package cost is going to come with some kickback initially. And so there's got to be some good value there. So we had that in mind for sure, but they definitely range. They kind of run the gamut of, you know, pretty cheap all the way up to some pretty expensive packages, depending on what's offered.
[00:07:08] Jason: Got it. Now you said kickback, but I think you mean push back, right?
[00:07:13] Nick: Yeah.
[00:07:13] Jason: Okay. All right. Just making sure. People are like, "is there an affiliate thing going on here?" right. Okay. Yeah. Right. The tenants are going to be a little frustrated if it's too expensive and they're going to say, "Well, why am I being forced to do this? I don't know that I need all that stuff." Okay. So then, can you give us an idea of what this would cost? How do you price this with companies? Is this like on a per unit basis that you work out a deal with the property managers? Are there certain rates? Is this something that they just can do on certain properties that they can convince the owners to buy into? How does that typically work?
[00:07:48] Nick: Yeah. So when we onboard a company. It's pretty much an all or nothing deal. Right. We want to make sure we cover all of their properties regardless of where they're at and if they have current pest issues. We do work individually on a customized basis with each property management company to decide: "all right, what are you seeing typically pest issue wise? What package makes the most sense, and do we need to customize a package to best fit?" So, at a broad level, we have a couple of different packages. One of 'them is more of a basic package that covers the things that don't typically happen a lot, but when they do happen, it's a real hassle.
[00:08:25] So a good example of that would be bed bugs, for example. They don't happen a ton, but when they do, it's a pretty severe cost.
[00:08:32] Jason: Right.
[00:08:33] Nick: Yep. And and then going up from there, our upper package is a little bit more of the common stuff that people call on a regular basis. Your spiders, your ants, wasps, bees, that sort of thing. And so we do have a couple of packages that we work off of, but we do customize with each company and make sure that we're covering what they want and making it specific to them.
[00:08:56] Jason: Got it. I'm sure it differs. Like here in Texas, we have some big bugs and a lot of mosquitoes here in Austin, but yeah, in some markets, I would imagine you've got certain issues that are just typical to that market and then other markets you don't, and it might also have to do with sometimes-- unfortunately might have to do with the class of the property or the area of the property that it's in, how well it's maintained, stuff like that.
[00:09:21] Nick: Yeah, for sure. And I mean, ultimately we don't want the tenants to hesitate to call because that's what normally happens, right? They know that they're responsible for it.
[00:09:30] Jason: Yeah.
[00:09:30] Nick: And so, they don't call and they just kind of sweep it under the rug either literally or figuratively and the pest issue goes untreated and it can get out of hand, and so we want to eliminate that from happening. We want the tenants to feel good about where they live and have it clean. We also want the owners to understand that their property's being taken care of when it's needed and then obviously the property management companies, they don't have to hassle with the back and forth and who's paying the bill.
[00:09:57] Jason: So let's make this a little bit real. So let's say you've got a tenant. They've got some pests. I don't know what kind of pests would be a serious issue, but they decide not to call. Give me an example you've heard of, and then it's incurring additional damages that then the owner's going to have to pay for. Can you think of something like that?
[00:10:17] Nick: Well, I can tell you that, for example, like an average bed bug cost to remediate is going to be anywhere between 800 and a thousand bucks.
[00:10:25] Jason: Okay.
[00:10:25] Nick: So right there, you know, our average package is probably around 10 to 12 bucks a month. So if a tenant is paying 10 to 12 bucks a month, they have a bed bug issue, they're paying substantially less than what they would have to pay to have that remediated through just a general pest control company. Those obviously become much bigger issues when you're looking at multi-family situations where units are connected and those bugs can travel. So I've seen that stuff get pretty out of hand, but ultimately we want to get it controlled as, as quickly as we can so that doesn't happen.
[00:11:00] Jason: Yeah. I hate roaches. Really don't like those things like yeah. I remember being in some houses, like some just not really nice areas, like visiting some houses and stuff in upstate New York and high humidity, and there were some units that I went in that had some really nasty infestations with cockroaches and some of them are really freaking tiny. They're just running around all over, so. Yeah, I hate those things.
[00:11:27] Nick: It's rough. It is nice. Yeah. It's nice for the property manager to have someone else get some eyes on the property every once in a while because typically if you're seeing a lot of bugs, there's a reason. The bugs want to eat. And so there's some cleanliness issues there. So it's nice to be able for us to be able to report on what we're seeing and if we're seeing multiple calls on the same property that's a little bit of a red flag to maybe send someone out there to take a look at the property and have a chat with the tenant.
[00:11:52] Jason: Got it. Yeah. So one of the key benefits then is it's giving you greater visibility into some of the problem properties as to what's going on.
[00:12:02] Nick: Yeah, absolutely because we're going to track every time we get a service call, and you're going to see that report as well. So we can both kind of keep eyes on it.
[00:12:09] Jason: Got it. Okay, cool. So this is something they can build into, you know, along with their leases as part of their resident benefit package. It's not going to increase their costs. Does this become a profit center in any way for property managers or is this just mitigating costs?
[00:12:26] Nick: Yeah, we've had property managers use it just to kind of mitigate those costs. No additional revenue.
[00:12:32] Jason: Mm-hmm.
[00:12:32] Nick: Most of the companies we work with as with everything in their benefit package, they're going to add some kind of a mark up there or an admin fee just for them for kind of doing the work and yeah and setting up the relationship. So it makes perfect sense, so that's what most of them will do. And it's kind of up to them, how much they mark it up, but yeah, there's definitely an additional kind of profit stream there that can be created through using Cover.
[00:12:54] Jason: Got it. And certainly some advantages to taking greater care of the property. Cool. So what are the big questions besides the ones you've already touched on that when people come to you, they're really curious to know because I'm sure some of our listeners are probably thinking, "Hey, maybe this is a good idea."
[00:13:13] Nick: Yeah. Yeah. So one of the main questions I get is how do we roll it out? Yeah. And a couple different ways. Typically what we'll do is it's a kind of a slow rollout and it's upon lease renewal or a new lease creation. So as you're working with a property management company, they have new leases come up. They'll send us that batch for the month. That's renewing and we'll get them added into the service catalog. We have had companies that have gone in and asked their tenants, "Hey, do you want to opt into this right now in the middle of your lease?" and that option is there as well.
[00:13:44] Jason: Have you seen much success with that, with them doing that? What percentage do you see typically? I don't know if you have that data, but...
[00:13:52] Nick: that are opting in?
[00:13:54] Jason: Yeah. If they put it out to all of their residents for opt in, I'm just curious what the typical response rate is that people are like, "yeah. I'll go ahead and do that." Maybe 10%?
[00:14:05] Nick: Yeah. It's not high. Not high--
[00:14:07] Jason: yeah
[00:14:07] Nick: because--
[00:14:08] Jason: I would imagine it's like, "Hey spend more money. Do you want to?" And they're like, " yeah."
[00:14:11] Nick: exactly. Yep.
[00:14:13] Jason: Okay.
[00:14:13] Nick: So most frequently, most commonly, it'll be rolled out as leases are renewed and as new properties or leases are assigned, that's the most common way that it's done.
[00:14:23] Jason: Okay. Got it. So they sign up with you. You've worked out the pricing based on what sort of package they need, you implement, consult them and help them figure out how they're going to roll this out, and they're probably building this into their lease with some verbiage. You typically provide some verbiage for them to add to their lease as part of this.
[00:14:41] Nick: Yep, absolutely. We have some stuff that you can throw in.
[00:14:44] Jason: And then they get this rolled out. So then they've got this new maybe profit center, but at least it's being paid for by somebody. It's increasing the visibility. It's decreasing some of the potential costs for the owners. It's protecting the owners. If something gets really bad it could cause a lot of damage. And I'm curious, like, you've mentioned bed bugs, and I mentioned roaches, but what else are you typically seeing causes a lot of damage? I mean, termites, we hear a lot about. Is this something that is checked for or like relevant?
[00:15:13] Nick: Yeah. wood destroying bugs like termites are a completely different animal.
[00:15:18] Jason: Yeah.
[00:15:18] Nick: That's not honestly a part of what we do. It's another specialty altogether. As far as damage is concerned, mice and rats are another one that are--
[00:15:28] Jason: oh yeah.
[00:15:28] Nick: --they're out there, and we hear about them and we treat for those. Those ones will come in and cause some real issues. If nothing else, just scaring the crap out of people.
[00:15:37] Jason: Yeah, that's true. Yeah. And then, you know, safely doing the cleanup because--
[00:15:42] Nick: right.
[00:15:43] Jason: --You know, some issues with some of that stuff, so yeah.
[00:15:46] Nick: Yeah.
[00:15:47] Jason: And so no on termites, but yes, on bed bugs, roaches and mice and and rats. Okay. Got it. Any other questions that property managers might ask that would be curious about your service or that you'd like them to understand or know?
[00:16:02] Nick: Yeah, maybe just to, again point out that sometimes when we go out to do a service the property management company will expect another bill from us or think that there'll be another bill coming, but it's all taken care of. Just in that monthly subscription that's paid for by the tenant. There's no additional fee, no additional cost. We go out and we take care of it. And so that's a common question, common concern. One other one that comes to mind is sometimes they'll be rehabbing a property or making some significant changes to one of their properties and they'll want to stop the service or pause the service. We're definitely open to doing that and have done that. So pausing service during a rehab or big remodel is definitely something we can do. That's one question that has come up in the past as well.
[00:16:44] Jason: Unless they potentially could uncover something in the walls during that room.
[00:16:49] Nick: Right. Right. Yeah. And that's another thing to mention. Yeah. Another thing to mention is the service kind of runs with the address, not necessarily the tenant, so--
[00:16:59] Jason: okay.
[00:16:59] Nick: --if you have a property that maybe sat vacant for a couple months, and you had a maintenance manager out there to check on something and he notice a pest issue. He can just give us a call and we'll go take care of it. Even though there's not a tenant in there, because it kind of runs with the address.
[00:17:15] Jason: Got it. And that justifies including it as part of the rent as well. So if you're saying, "Hey, this. This property, in some instances like in California, like you have to usually pay for lawn care if you want the lawn to be maintained because some people just won't do it sometimes, right? So there's certain things you would include. So this would be included. You could then-- that could be a selling point to the tenants. Like this comes with a resident benefit package where it includes this and this, you won't have to worry about pest control. You won't, and these other things.
[00:17:46] Nick: Yep, exactly.
[00:17:47] Jason: Okay. So potentially as the benefit of helping, sweeten the deal a little bit on a potential rental property for a potential resident, so.
[00:17:55] Nick: For sure. Yeah.
[00:17:57] Jason: Cool. Well, I think we've covered most of the highlights. This sounds like-- it sounds like a no brainer. It sounds like a good service. Let's tell everybody how to get in touch with you and how to find you.
[00:18:10] Nick: Yeah, super easy. Our website is CoverPest.com and you can call me anytime. My number's (208) 477-1330. That's my cell. And you can go on to CoverPest.com, submit a form, and we're happy to chat about creating kind of a custom pricing model for your property management company.
[00:18:29] Jason: Cool. So I want to ask one more question. So when they hear you say, "you'll call my cell" and "here's my number," they might be thinking, is this a scalable business? What if somebody has 10,000 doors or they're a big conglomerate, you know, or they're a small property manager. Is this a scalable model for you? Can you handle different size property management companies?
[00:18:50] Nick: Yeah, what's nice is that our portal, our backend portal that's a part of our website makes it really easy for property management companies to go in and add their properties to their list. So every time they have a backed upload of lease renewals. They go to the service portal, they put it in there and they're added and they can see exactly which properties are covered in that month. And then, yeah, we work with a network of pest control companies that we use as vendors to service accounts that we get with property management companies in different states, if that makes.
[00:19:23] Jason: Got it. So you've got this all figured out really well. I appreciate you coming the show, Nick, and it's been great hearing about Cover Pest. So thanks. Thanks for coming on.
[00:19:33] Nick: Yeah, thanks so much for having me. I appreciate it.
[00:19:36] Jason: All right. Cool. So check them out at coverpest.com sounds like a good service. And as always give me your feedback. I want to hear... those of you that work with Cover Pest, let me know how it goes. And those of you that are tuning in for the first time, and you got some value from this episode, or if you're not tuning in for the first time, give us some feedback. If you find us on YouTube, The Google play store, or you find us on Spotify or iTunes, give us some feedback. We'd love to hear what you think of the show. And we may even give you a shout out on a future episode. So we appreciate that. And if you're interested in growing your business, check us out at doorgrow.com, and if you want to join our free community of property management entrepreneurs, you can go to doorgrowclub.com and that will get you to our Facebook group.
[00:20:23] Join that community. We've got some great people in there and you know, a rising tide raises all ships, as they say this will allow you to connect with some other property managers and have a resource you can go to to ask questions. And we'd love to hear from any of you inside there, so make sure you join. And until next time, to our mutual growth. Bye everyone.
[00:20:49] You just listened to the #DoorGrowShow. We are building a community of the savviest property management entrepreneurs on the planet in the DoorGrowClub. Join your fellow DoorGrow Hackers at doorgrowclub.com. Listen, everyone is doing the same stuff. SEO, PPC, pay-per-lead content, social direct mail, and they still struggle to grow!
[00:21:16] At DoorGrow, we solve your biggest challenge: getting deals and growing your business. Find out more at doorgrow.com. Find any show notes or links from today's episode on our blog doorgrow.com, and to get notified of future events and news subscribe to our newsletter at doorgrow.com/subscribe. Until next time, take what you learn and start DoorGrow Hacking your business and your life.
Wouldn’t it be nice if you could eliminate the majority of all sales follow-up and get a higher close rate? There is a way to almost completely eliminate the need for following up in sales.
In this episode, property management growth expert, Jason Hull, the founder and CEO of DoorGrow, spills the secrets to eliminating follow-up in property management.
You’ll Learn…
[01:12] Eliminating the Biggest Time Suck in Sales
[02:41] Always Schedule the Next Interaction
[07:23] What to do When You Get Resistance
[09:30] Getting Follow-Up Permission
[11:54] Giving Leads an “Out”
[13:00] Collapsing Time in Sales
Tweetables
“Wouldn't it be great if you could eliminate the majority of all that follow-up and get a higher close rate.”
“The only reason you need to follow up with people is because you failed to schedule the next interaction.”
“The way to eliminate follow-up altogether is to not have to not have to follow up. It's scheduled already.”
“Eliminate the need for follow-up by always, always, always schedule the next interaction if you can.”
Resources
[00:00:00] Eliminate the need for follow-up by always, always, always schedule the next interaction if you can.
[00:00:05] All right. Welcome, DoorGrow Hackers to the #DoorGrowShow. If you are a property management entrepreneur that wants to add doors, make a difference, increase revenue, help others, impact lives, and you're interested in growing your business and in life, and you're open to doing things a bit differently, then you are a DoorGrow Hacker. DoorGrow Hackers love the opportunities, the daily variety, the unique challenges, and freedom that property management brings. Many in real estate think you're crazy for doing it. You think they're crazy for not because you realize that property management is the ultimate, high-trust gateway to real estate deals, relationships and residual income.
[00:00:42] At DoorGrow, we are on a mission to transform property management, business owners and their businesses. We want to transform the industry, eliminate the BS, build awareness, change perception, expand the market, and help the best property management entrepreneurs win. I'm your host, property management growth expert Jason Hull, the founder and CEO of DoorGrow. Now, let's get into the show.
[00:01:05] So today's topic. I started late today because I was like, "What do I want to talk about?" And I was thinking about what I wanted to talk about, and the topic that I decided on is eliminating the biggest time suck in sales to close more property management deals.You want to close more property management deals? One quick way is to eliminate the biggest time suck that happens during sales. You want to know what one of the most important things it is to do, but also one of the biggest time sucks in sales. It's follow-up, right? We know that if we don't follow up, you're way less likely to get the deal. If you don't have a good sales CRM, you don't have good follow-up mechanisms in place, you're less likely to get the deal sometimes just following up, gets you the deal. However, if you're spending the majority of your time following up all the time, wouldn't it be great if you could eliminate the majority of all that follow-up and get a higher close rate-- higher close rate than if you were spending most of your time following up-- by eliminating it. I know that sounds crazy. Right. "How could I do that?" I'm going to share with you a secret that I've taught my clients over the years. That's been very effective, something I use in my own business, something I train my sales team on, and this is how to eliminate the need for follow-up.
[00:02:22] So what is follow up? So if you do a cold call or cold interaction with somebody and maybe schedule a call, and you get on a call with them, and you talk with them and maybe it goes pretty well. Then, you need to follow up afterwards-- is what people think, but the only reason you need to follow up with people is because you failed to schedule the next interaction. So, I'm just telling you this secret. It's really simple. The easiest way to eliminate follow up and increase your close rate so you collapse time on the sales cycle, so it takes less time to close deals and you get a higher close rate you're making more money, and the way to eliminate follow-up altogether is to not have to not have to follow up. It's scheduled already. Schedule the next interaction. This is the big secret. It's one of my major key principles I teach in my Sales Secrets training in DoorGrow Academy to our mastermind clients. Eliminate the need for follow-up by always, always, always schedule the next interaction if you can. So what does that mean? What does that look like?
[00:03:30] So let's say you do a cold interaction with somebody and they're like, "Yeah, maybe I'll listen to you. Let's set up a call," and you schedule a call. Well, odds are because it's scheduled, you're going to show up, they're going to show up. You don't need to keep like reaching out, following up, right? Well, during that call, one of your main goals at the end of that call might be to close the deal, but likely you're not going to close the deal on just two interactions, right? A cold one and then one where you kind of pitch your third interaction-- maybe. Maybe it's going to take multiple interactions. So during each interaction, if you always make it a goal to schedule the next interaction-- So you're talking to somebody you're like, "Hey Susie, it's been great getting to know you and your property management needs, really excited where this conversation's going. I think you might be a good fit for our portfolio of properties that we manage. I'd love to set up the next call and go to that next step and share a little bit more detail about what we do," or if they say, "I needed my spouse or business partner," like, "Cool. Let's set a time and bring them to that call. I'll send you some material to check out between now and then. Let's set up a time. When do you think would be a good time where we could all three get together.
[00:04:37] So you want to schedule the next interaction, and the way to do that is you just want to ask them like," how's Thursday at two?" give them a time so they can say yes or no. Don't say, "_When _is a good time," I will ask, "When would be a good time? How's Thursday at two?" So I ask the question, and then I give them an answer. So ask the question, like, "When would be a great time for us to get back together?" And "How's Thursday at two?" then it's a yes or no, it's not like, oh, they start thinking about all the 10 things they have in their week. If they can think of three things, they have to do that week or three things they have to do in a day, they feel overwhelmed and they think, "I'm totally busy that day. I'm so busy this week. I've got my kids starting school. I've got a dentist appointment, and I gotta get my dog groomed." so they're like, "My week... I'm thinking of these things..." and our brain usually can't hold onto more than like three things a lot of times.
[00:05:34] This is why everybody uses lists of three. And so they're going to go, "Oh my gosh. It's not a good week. I've got like three significant things," when they have like maybe 40 hours in a week, maybe more, you know, available that's being spent towards different things throughout the day, work, etc. Maybe they have plenty of time after hours, but there might be a time, right? So if you say, "Well, how's Thursday at two?" If it's a no, they're going to say, "Well, that doesn't work for me," and you're like, "Okay. How's Friday, like maybe at 10:00 AM?" So you can just start trying different times if you have your schedule up while you do this. So get your schedule ready before you end a call or conversation and schedule the next interaction. Always, always, always schedule the next interaction. This is the big secret.
[00:06:20] So if they don't, if they don't take a time, if they give you like some excuse, they might not be interested. That might be the case. But usually what'll happen is they'll say something like, "You know what, Thursday at two's not good. Actually, this week's crazy. Why don't I reach out to you?" That sort of thing. So that puts the ball in their court and now you're going to have to follow up.
[00:06:41] I don't like following up because following up makes you appear needy, and needy is creepy in sales. I want you to be high value. I want people to be wanting to work with you because you're so great. I want people to think of you as the sexy guy or girl at the bar, right? The sexy guy or girl at the bar does not get with everybody. That doesn't make them attractive, right? They're picky about who they work with or who they get with or whatever we're talking about. So you want to be that attractive person at the bar. You want to be that attractive person that says, "You know what? I'm not sure if you're a good fit for our portfolio. I'm not sure if I want to work with you."
[00:07:19] That's another. Hack or tip or secret. So if they resist and they're like, "You know what, I don't know what a time is," I usually just then do the takeaway. The takeaway in sales is just, "Hey, you know, if this isn't interesting to you, Susie, it's totally cool. Just let me know and I'll take you off my follow-up list." usually, if they're not interested, they might say, "Yeah, you know what? I'll reach back out when/ if I'm ready, whatever," they're basically saying in a nice way: "I don't care about what you offer and I'm not really interested, but it'll continue to be nice and waste your time and you can follow] up endlessly with me, keep chasing me, and eventually someday you might figure it out, but I'm not just going to come out and tell you, so just let them off the hook. "Hey, if this isn't interesting to you, if there's other companies you really would rather work with for some crazy reason, then just let me know and I'll take you off my follow-up list.
[00:08:07] Otherwise, I know how busy you are..." this is where it's going to continue unless they do take the out-- "I know how busy you are, so I will continue to follow up until you either tell me, no, you're not interested or I get you on as a client, just letting you know." So then you're letting him know, like the only way out of this loop of follow-up or of appointments or out of your sales process. The only way they can get out is if they're honest with you and they tell you, "No thanks." That's it. They take the out, or they sign up as a client. There's no excuses or like, well, maybe later or, you know, this sort of thing. So go for the next action, like get the next interaction scheduled. If you can't get that, try doing a takeaway. If you feel resistance at all, try doing a takeaway, and what they usually will do though, is not that what they'll usually do is they'll lean back into you because now you're saying, "Well, if this isn't interesting, I'm happy to just take this away." and that's the takeaway in sales. So they're going to lean back into you and go, "No, no, no. I am interested. It's just really a crazy week," and you say, "No problem. I totally understand. When would be a good time for us to get back together? How's next week, maybe on Tuesday? Do you have your calendar ready?"
[00:09:27] and so then they're like, "Yeah, next week would be good." Now, if you can't get the next scheduled interaction, the booby prize is to get follow-up permission. So if they're like, "Well, I don't know my schedule next week." You're like, "Ugh, I'm trying so hard." They're like, "I don't know my schedule next week." and you're like, "Curses!" So then what you're going to do is you're going to say, "Hey, no problem. Why don't I send you my schedule link? I have a calendly.com link. I'll send you my Calendly link. You can pick whatever time works for you. If I don't see something come through by Monday, would it be fair for me to reach out? Would it be okay for me to reach out and see if we could get something scheduled?" and they'll say, "Yeah, sure. So now it's in their court. They can use your schedule link, but it's their choice. And if they don't do it, you're going to follow up. So then you just put a note in your CRM, 'follow up on Monday if nothing's scheduled,' and you check on Monday, you're looking at your list of things to do, and you're like, "Oh, they didn't schedule. I don't see a Calendly or a calendar event scheduled. I'm going to follow up with them."
[00:10:29] So you reach out and you call them up and you don't do a typical follow-up where you sound needy or creepy. You say, "Hey Susie, um, I had down in my notes here to reach out to you if I didn't see something come through, as far as scheduling a time, see if we could get back together. You'd wanted me to reach out and get a time scheduled, so here I am. I'm calling. When is a good time?" And then, if she gives you more resistance, do the takeaway again, and you continue this cycle and they stay in this loop with you permanently forever until they give you a no. Now I generally have kind of a three-strikes rule. So if I feel deep down intuitively that I'm just chasing somebody and they're wasting my time, I just completely take it away legitimately. I'm like, "Alright." I just send them an email or note or if they're ghosting me or I'll just tell them on the phone, "look. I've been following up with you or trying to reach out for several weeks now. It doesn't sound like this is really something that might actually happen. You know, if I'm wrong, let me know but you may just being nice. Yeah. I don't know, but I don't want to waste your time or waste mine, so when you're ready to get it serious about this, or you're ready to move forward, or you want to work with the best property manager in Tucson, Arizona, (or wherever you're at) feel free to reach out, and we can have a conversation and see if we're going to be a good fit for each other. Sound fair?"
[00:11:48] And they'll say, "Yeah, yeah, that sounds fair." "Cool. You know, I'll let you go." Right. So that's kind of what I would do. Sometimes, you need to just completely pull out and take it off at the table and let them know. I've even gone so far with some clients that were like wishy-washy, ghosting us that I know are not going to be good coaching clients... I just take it away from them because they've unqualified themselves. Sometimes I'll take it. I'll let them know, "Hey look, our sales team has had a really difficult time following up with you. You're difficult to reach. You don't respond to our texts or our emails. We can only work with clients that are communicative. We only want to work with clients that do this, that this..." because it's about what you want too, right? "We only want to work with clients that we can help get results that communicate with our team, that aren't difficult, they don't ghost us, they like communicate. And so far, you've proven that you're not that client. So if in the future, you are interested in doing this, which you've told me multiple times that you are, we'll need to have a conversation to see if you're ready to become serious about this and kind of go to the next level and be reliable n communicating with us. Sound fair?" "Yeah. Okay." "All right, cool. You know, good luck, and when you're ready to reach out, we can have that conversation."
[00:13:00] So hopefully this is helpful. So really simple, put them into a loop, a cyclical loop that you're going to continue of more effective follow-up by always scheduling the next interaction, and if you can't, schedule follow-up permission. You basically get permission to follow up. "Cool. Would it be okay if I follow up on Monday or early next week if I don't see something come through and reach out? Would that be cool? And they'll say, yeah, that sounds fair. That sounds cool, and you just keep doing this, so eventually they're either going to have to tell you "no" to get rid of you and be honest and let you go, or they're going to work with you, and they're going to appreciate if they are interested. Eventually, if they're not, they'll let you know. But if they are interested, they will be impressed by your commitment, your follow-up, and your follow-through in doing what you say you're going to do and being your word and keeping your commitments. You reach out on Monday. "I'll follow up on Monday with you, or I'll follow up with you early next week,: and you reach out then. "Cool. Do you still want to do this? If you're not interested? It's cool. Just let me know. I'm a big boy. I won't cry. Just let me know, and I'll take you off our list. I don't want to waste your time or mine. It's totally cool."
[00:14:08] And then they give you some sort of additional excuse that's them saying " yes." And if they don't, then you're gold. You just keep doing it. And you're going to get way more deals and you're going to waste a lot less time following up. So I hope this has been helpful, and for those of you that want to be in a community-- that's free-- of property management entrepreneurs that are supportive, that want to make a difference that want to help other people, people that resonate with, me and my message and DoorGrow and our show, then join our free community on Facebook. It's the DoorGrow club. The DoorGrow club you can get to by going to DoorGrowclub.com. So check us out there and we would love to have you join our group and a community. Really, I do these episodes for free. And my team pushed me to do it. Like I love coaching clients, but sitting here just talking and hearing myself talk isn't super exciting to me.
[00:15:00] The only thing is exciting about doing these podcast episodes is I know that it's going to help someone. Some of you and I, you know, I like making money, so I know it's going to feed some of you coming to us. We get a lot of business from the podcast, but really, I do this just to serve, I do this and make a difference, and I'm hoping this benefits you. If this did benefit you in any way, if our episodes do, please leave us some feedback. Like we want to hear what you think about the show. We want some reviews on iTunes. We want some reviews on YouTube. Comment on YouTube. Where are we at? Where else are we now? We're on Spotify now. Wherever you see us-- I think on the Google play store or some other place-- so wherever you're listening to this at, make sure you comment or leave us some feedback or review and we're going to start giving some shoutouts. We monitor these reviews and I'm going to try and get my team to pay attention to those of you that are doing reviews.
[00:15:49] Make sure your name is in it or on it. And we'll give you some shoutouts if you give us some feedback or anything, we'll acknowledge what you're talking about most likely, so. Give us a good review, and we'll start doing some shout-outs on some of these shows. So we'd really appreciate that.
[00:16:03] So, and that is it for today. So that's it. Bye, everyone.
[00:16:08] You just listened to the #DoorGrowShow. We are building a community of the savviest property management entrepreneurs on the planet in the DoorGrowClub. Join your fellow DoorGrow Hackers at doorgrowclub.com. Listen, everyone is doing the same stuff. SEO, PPC, pay-per-lead content, social direct mail, and they still struggle to grow!
[00:16:35] At DoorGrow, we solve your biggest challenge: getting deals and growing your business. Find out more at doorgrow.com. Find any show notes or links from today's episode on our blog doorgrow.com, and to get notified of future events and news subscribe to our newsletter at doorgrow.com/subscribe. Until next time, take what you learn and start DoorGrow Hacking your business and your life.
Everyone on Earth has the same amount of time… the same 24 hours in a day, the same 7 days in a week, the same 365 days in a year. I hear the excuse of not having enough time from property management entrepreneurs all the time. The truth is… this is just a myth.
Join property management growth expert, Jason Hull as he debunks the myth of not having enough time in your property management business. Learn how to take the time you have and utilize it effectively in this short episode.
You’ll Learn…
[01:14] The Excuse of Not Having Enough Time
[02:41] You Have the Same Amount of Time as Everyone Else… Take Control of it
[05:37] Entrepreneurs Want MORE Than just More Money
[06:48] Figure out: What are Your True Priorities?
Tweetables
“Supporting others and contributing to others is its own reward in life.”
“If you're not getting the results that you want, that's evidence that you're not spending your currencies-- probably especially time and focus-- on the right things.”
“Time is, I think the most valuable, but focus is the most important when it comes to growing a business.”
“When you say you don't have time, you put yourself in a position in which you are a victim of circumstance. You have no control.”
Resources
[00:00:00] Is it really true you don't have time? Does anybody else on the planet have time to do something similar? Yes. So it's not whether or not the time exists to do certain things, really the honest thing to take a look at is priorities.
[00:00:13] All right. Welcome, DoorGrow Hackers to the #DoorGrowShow. If you are a property management entrepreneur that wants to add doors, make a difference, increase revenue, help others, impact lives, and you're interested in growing your business and in life, and you're open to doing things a bit differently, then you are a DoorGrow Hacker. DoorGrow Hackers love the opportunities, the daily variety, the unique challenges, and freedom that property management brings. Many in real estate think you're crazy for doing it. You think they're crazy for not because you realize that property management is the ultimate, high-trust gateway to real estate deals, relationships, and residual income. At DoorGrow, we are on a mission to transform property management business owners and their businesses. We want to transform the industry, eliminate the BS, build awareness, change perception, expand the market, and help the best property management entrepreneurs win. I'm your host, property management growth expert Jason Hull, the founder and CEO of DoorGrow. Now, let's get into the show.
[00:01:12] So today's topic-- what I wanted to touch on is something that I shared with some of my clients several weeks back, and I want to talk about the lie or the myth of time as an excuse. So this is something we hear at DoorGrow all the time. We give property managers all these cool ideas and ways to grow their business, and we give them very clear strategies. We even give them scripts, and we often will hear the excuse: "I don't have enough time," and so we have a whole training we built around time to eliminate all of the time that they're spending, but I want to talk about this lie of time. When somebody says, "I don't have time to do this. I don't have enough time," it's not really true. Is it really true you don't have time? Does anybody else on the planet have time to do something similar? Yes. So it's not whether or not the time exists to do certain things, really the honest thing to take a look at is priorities. It's prioritization. Right? So if you say, "I don't have time to do some outreach to investors to add doors, for example," what you're really saying is: "I am prioritizing other things in my business. I'm prioritizing doing maintenance coordination right now. That's my priority. I'm prioritizing handling leasing stuff right now. That's my priority." You may say like, "I don't have time to go to your event," or "I don't have time to do this thing," or "I don't have time for that," but what you're really saying is: "I'm choosing something else."
[00:02:41] See, when you say you don't have time, you put yourself in a position in which you are a victim of circumstance. You have no control, and when you use victim language and victim circumstance and stuff like that, that rewires your brain in a negative way. It rewires your unconscious mind and your subconscious in a negative way. You, my friend, are not a victim. You are at choice. There's two things in the universe. This is a universal thing that probably existed since time began, however, it began, is the law of cause and the law of effect. And so there's two things that exist in the universe: things that act and things that are acted upon. And you don't want to be the thing that's acted upon. You want to be the thing that acts, you want to be the thing that's at choice. You want to be the thing that's in control. Victims are having to be reactive. They're being acted upon. You're not a victim. You're a choice. You chose your life. You are choosing your results right now that you're getting in your business, whether you like them or not, it's your choice. You are choosing whether or not you get support or help you're choosing whether or not you're vulnerable and ask people for support or help. And so you are also choosing how you spend your time. It's your choice. You're prioritizing things, you're just not maybe very good at prioritizing things if you don't have enough time if you find yourself saying that a lot. So you don't generally hear me say, like, "I don't have time for that," or "I don't have enough time," and if I do, what I mean is: "that's not a priority for me. I don't have time to do it because I would rather do this." That's more honest, right? " This is not really a priority. My highest priority right now is coaching clients," or "my highest priority right now is this event that I have coming up," or whatever it might be, or "my highest priority right now is spending time with my kids in this moment," right?
[00:04:29] So I want you to start eliminating the excuse or the lie of saying, "I don't have enough time." You have as much time in a day as everybody else-- Elon Musk, Steve jobs back when he was alive, right? They all had 24 hours in a day. You have the same amount of time as everybody else on the planet. You don't know how much time you have in your life. It is the scarcest resource. I think it's the most important resource out of all the five currencies: time, energy, focus, cash, and effort. Time is, I think the most valuable, but focus is the most important when it comes to growing a business. And so if you don't have enough time, it's because you're choosing to focus on probably the wrong things based on results. Like, if you're not getting the results that you want, that's evidence that you're not spending your currencies-- probably especially time and focus-- on the right things to get the business forward or to get what you want, and I want you to have what you want, because
[00:05:37] I believe what entrepreneurs really want isn't just more money, it isn't to hurt people, it's to get what I call the four reasons-- which I've talked about in a previous episode-- but those reasons are you want more fulfillment in life. You deserve that your kids and your family and your spouse, they all deserve to see somebody that is alive and loves doing what they're doing. That's the best version of you. Fulfillment. Second is freedom. You should have more and more freedom. This is why we think we want money, and I like money. It's great, but it's because I want to have more of these things and you can have more money and not give yourself more of these things, right? Like you have less fulfillment and less freedom in your business right now. So I want to make sure that you have more freedom, more fulfillment, more contribution, and more support in your business. Once you have those first two you just now want to make a difference. That's contribution, and then after that, you're going to want to make sure you have support because it means you don't want to do everything in the business. You don't want to wear every hat. You need a team, you need support, and you want to support others. Supporting others and contributing to others is its own reward in life. I get to do that every day. It's really rewarding, and these are what I want out of life. This is what I want out of my business. And so I want you to give up the excuse of time.
[00:06:48] And I hope this really short episode was helpful for you. I hope it helps you take a look at where you've been a little bit dishonest with yourself and others and you start figuring out: 'what really matters to me? What are my priorities? Is it a priority for me to grow this business? Is it a priority for me to take care of my family, leveraging this business? Is it a priority for me to just get money or do I have four priorities that are more important? Fulfillment, freedom, contribution, and support?' If you do that introspection, I hope you get some really good insights. If this is helpful and you'd like some more ideas and tips, or you'd like to work with us, reach out to us at DoorGrow. We would love to support and help you. We've got some cool stuff going on. We innovate so rapidly now. We have so many new things that we're doing. We spend over six figures annually on coaches and mentors, high-level masterminds, people that have scaled and built businesses up to a billion dollars, and these are the people that we are learning and growing from in our organization so that we can turn around and support our clients, so check out our new Built to Sell program if you want to build a business that you could exit from and then decide you don't want to sell it, but you still might want to exit from it. Right? But that's the ultimate freedom. So our Built to Sell program is really awesome. Over the next three to five years, we're going to be taking business owners through this program.
[00:08:07] So if you would like to get in on and build your business to sell so you can exit it in the next three to five years for a seven-figure exit, or just have the ultimate level of those four reasons and do something every day that you love. Either way, we want to help support you towards that goal, so reach out to us and ask us about our new first 90-day onboarding period during this it's called the Rapid Revamp, and we are revamping your entire business in 90 days, including branding, website, sales. I just did a previous episode on this, so you can check that out. It's a really cool program. We're actually restructuring the order of the weeks based on what we're learning in our first class. So we're taking clients through right now. So class two's going to be even more awesome than what you heard about on the previous episode.
[00:08:48] So, that's it for today. So until next time, to our mutual growth. Bye, everyone.
[00:08:52] You just listened to the #DoorGrowShow. We are building a community of the savviest property management entrepreneurs on the planet in the DoorGrowClub. Join your fellow DoorGrow Hackers at doorgrowclub.com. Listen, everyone is doing the same stuff. SEO, PPC, pay-per-lead content, social direct mail, and they still struggle to grow!
[00:09:19] At DoorGrow, we solve your biggest challenge: getting deals and growing your business. Find out more at doorgrow.com. Find any show notes or links from today's episode on our blog doorgrow.com, and to get notified of future events and news subscribe to our newsletter at doorgrow.com/subscribe. Until next time, take what you learn and start DoorGrow Hacking your business and your life.
Almost everyone loves a good game with high risk and high rewards. Owning a business is the ULTIMATE high-risk, high-reward game. If you are currently avoiding taking risks, you are avoiding playing the game… this means also avoiding the rewards!
Today, property management growth expert, Jason Hull explores the idea of “playing the game,” finding hope and faith to play the game, taking risks, and finding rewards.
You’ll Learn…
[01:11] Business is a Game + Why Change is Necessary
[07:12] Feel the Fear and Do it Anyway
[10:21] How and Why YOU are in Control of the Game
[11:30] Why we Ask our Clients to Do Uncomfortable Things
[13:40] Lessons Learned from Our Live Events
[16:17] A Program Designed to Help You WIN the Game
Tweetables
“If your goals don't scare you a little bit, they're not big enough.”
“It actually gets easier the bigger you get and the more doors you have if you do it the right way.”
“Business is the ultimate game.”
“Every good thing that's ever come to you in your entire life came as a result of change.”
Resources
[00:00:00] Life is a high-risk, high-reward type of game, and if you're not playing the game, you're avoiding playing the game, then you're avoiding risk, which means you're also avoiding getting the rewards, and if you want to grow your business, you need to be willing to take those risks.
[00:00:12] All right, welcome DoorGrow Hackers to the #DoorGrowShow. If you are a property management entrepreneur that wants to add doors, make a difference, increase revenue, help others, impact lives, and you're interested in growing in business and life, and you're open to doing things a bit differently, then you are a DoorGrow Hacker. DoorGrow Hackers love the opportunities, daily variety, unique challenges, and freedom that property management brings. Many in real estate think you're crazy for doing it. You think they're crazy for not because you realize that property management is the ultimate, high trust gateway to real estate deals, relationships, and residual income.
[00:00:48] At DoorGrow, we are on a mission to transform property management business owners and their businesses. We want to transform the industry, eliminate the BS, build awareness, change perception, expand the market, and help the best property management entrepreneurs win. I'm your host, property management growth expert, Jason Hull, the founder and CEO of DoorGrow. Now, let's get into the show.
[00:01:11] All right. So what we're gonna be talking about today is: play the game. This is the conversation topic that I talked with my coaching clients today. When we're kids, we enjoy playing games, right? Maybe you played video games. Maybe you played board games. There's games like Monopoly that have been around forever, and why are these games popular? Monopoly is a popular game because it's a game that has high risk and high reward. You can land on one square and lose almost everything, right? And you can build up a square in which somebody can land on something and you can gain everything, right? So high risk, high reward. That is how the game of life is played. Life is a high risk, high reward type of game, and if you're not playing the game, you're you're avoiding playing the game, then you're avoiding risk, which means you're also avoiding getting the rewards, and if you want to grow your business, you need to be willing to take those risks because that's what kind of makes entrepreneurs stand out as different. That's what makes you different. Most people on the planet want safety certainty. That's a higher priority. You cannot have a maximum level of safety certainty and run a business.
[00:02:26] You have to be willing to step into some risk. You have to be willing to try stuff. You have to be willing to fail sometimes. Now one of my favorite mantras that I love to say when I'm experiencing what feels like failure is I love to say and tell myself that I'm either going to win or I'm going to learn. There's no failure, right? You either win or you learn. The only way I fail is if I quit, if I give up. That's the only way I fail. If I'm unwilling to quit, I can't fail. I will eventually figure it out. It might be hard. It might take me a while, but if I'm unwilling to give up, if I'm unwilling to quit, I can't fail. I'm just going to keep learning. Right. The reason I talked about this with clients today is because, in entrepreneurism, in growing your business, you have to make changes. And so I asked my clients today. I said, "Hey, what is your perception of change? What phrases and things do you think are associated with the word change? What do other people think about the word change? And I said, "Comment in the chat," and we got words like 'uncertain' and, you know, ' fear' and 'uncomfortable' and 'necessary' and stuff like that. And so I wanted to reframe that and I said, "What I would like you to do is to reframe change and realize that every single good thing that's come to you in your life, every single good thing came as result of some sort of change. So a lot of times our brain wants to focus that change can be uncomfortable, painful, all these difficult things, but all of the good things that you've had, maybe you found your ultimate life, partner, spouse, whatever, maybe you had kids and that was a big deal to you and you love them. Like maybe you accomplished and earned a degree, or maybe you had some big goal that you hit, or maybe you've built an empire or a business, right? These things are things that took risk, but they also, they had a reward and they involved change. Every good thing that's ever come to you in your entire life came as a result of change.
[00:04:34] And so there's levels to this game that we play in life and in business, and business is the ultimate game. It's the game that has endless levels. Like you just keep leveling up, and in property management, there are specific levels-- I talked about at the conference that we just put on-- specific levels that you go through at certain door ranges and certain challenges that exist at those door ranges, and I've talked about this a bit on previous episodes going through each of the major stages that I notice. And at each of these stages, there's these milestones, these challenges, these things that you have to overcome, these things you have to stop doing and give up and things that you have to start doing and adopt. It's always change, and if you are unwilling to change, if you put a cap on future growth right now in your mind, which means right now, you say, "I only want to get to 200 doors," or, "I only want to get to 300 doors," and you're doing that because of fear, because of fear of pain, you are telling your unconscious mind, "You better avoid getting to that because that is my pain threshold. That's where pain will exist." So your unconscious mind or your subconscious will sabotage and make your life more challenging and help you make bad decisions so that you do not get to that point because that's your maximum level of discomfort or pain is what you're thinking in the back of your mind.
[00:05:54] I want you to recognize and realize that on the other side of pain, fear, discomfort is all of the good stuff. If you grow a business to, say, a thousand doors or greater, and you do it in a healthy way, you can have the ultimate business. You can have the ultimate level of freedom. You can have the ultimate level of fulfillment in life. You can have the ultimate level of contribution and feel like you're making a difference. You can have the ultimate level of support. It actually gets easier the bigger you get and the more doors you have if you do it the right way because you have more resources, you have more finances, you have more money available to hire team members, get systems, to offload. You don't have to be doing anything in your business that you don't want to be doing at that level. And so business actually gets better. It gets better, but yes, there's some painful spots that people give up on. I see a lot of people get stuck at 50, 60 units. I see a lot of people not be able to break that a hundred or barrier, and I see a lot get stuck in that 200 to 400 door category, and they're just maxed out on discomfort. They don't know how to get out of that. And so what I want you to understand is anything you're going to do ever is going to involve some change and you're going to feel afraid to do it because we all start at level one.
[00:07:10] We all start at 'level suck.' That's where we all start, and you're going to start with fear. What I want you to recognize with fear is that when you feel fear but you know it's the right thing that you should be doing, you do it anyway. You feel the fear and do it anyway. You don't wait until the fear goes away. You don't try and kill all the fear. That's what courage is. That's what bravery is. You just do it. And so if you are in a state of fear, all you need to have is hope. You need to transmute that to hope. You need to focus on the goal that you want, the outcome that you want, something positive that you want and create some hope. And then you're going to take action. And if you take action, you'll move towards that next stage out of fear to faith, the opposite and the way that we get to faith, the way that we have faith in something is evidence. This is where we know, like I have faith that this light switch right here on the wall back here, if I go and turn on the one on the right, it will turn on the light above me. I have knowledge that that will happen. I already know. I already have evidence. Faith in your self, faith in your business, these are created through evidence. You need evidence. If you don't have the evidence, you need to create the evidence, and how do you do that? By having hope and by taking action. So you move from fear to faith through hope. You just got to hope for better things and take massive action.
[00:08:30] Taking action alone is what kills that doubt and fear monster, so it kills it, and once you have enough evidence, the doubt and fear die. They can't exist at the same time. You cannot know that you are a closer and know that you can manage a rental property and know that you're really great at what you do and know that you can get people results and know that you can solve their problem and also fear that you won't be able to, or be afraid that it's not going to work out, right? Once you have enough evidence, you know and so the fear's gone. So if you wanna kill the fear, you have to be willing to feel it though. If you're not willing to feel the fear and do it anyway, you won't progress. And so some of us, we kind of lost our edge, like we're a little bit numb. We're a little bit bored. And if you're playing monopoly, and it's a hard game, you don't want to play right away. It's a long game. You need recovery, you need to rest a bit, but if you really enjoy the game because there's high risk and high reward, it's a lot of fun, surprises happen, adventure. These positive pre-frames for change that my clients came up with today were things like, you know, 'adventure' and learning and growth and all these positive things. Those are all things that come with change, and I really believe in our soul, who we are, the things that we learn, the wisdom that we adopt, the knowledge we take in that stays with us, I think forever.
[00:10:04] That stays with us, regardless of whatever your beliefs are, I believe it stays with us forever, me personally, and it changes who you are. You become a new person with new ideas and new beliefs. because at your core, that's who I believe you are. You know, you are the observer that carries these beliefs. You're not your body. You're the person that is in the body, utilizing the body. That's a vehicle. You're not your feelings. You're not fear. These are vehicles. These are things that you can experience, but they're not you, you're not fear. These are things you can experience. You can experience things through your physical body. You can experience things through your emotional body. You can experience things through your mental body, right? Through ideas, mental-- you're also not your thoughts. You might have great thoughts. You might have horrible thoughts. You're not your thoughts necessarily. You're the person behind, the observer. You're the person in control, the creator. You're the person that thinks the thoughts, feels the feelings, and experiences the body. Right? You also, aren't your intuition. These flashes of insight and intuition, that's maybe higher than your mental body. You experience intuition. You leverage and utilize intuition. You connect to the universe or source or God or whatever you're into, right, through your intuition.
[00:11:20] And so I want you to recognize that, if you want to move through fear, you move through it through exposure. You just got to do it. Feel the fear. Do it anyway. And we ask our clients to do uncomfortable things. Like we're just saying, "Hey, your branding sucks. You need to change it. Like you look like a real estate company and that's costing you probably half the deals and leads you could be getting. We could probably double you really quickly, you know, the amount of deals and leads, you're getting just by getting real estate out of your branding. You have a leaky website. You need to change that."
[00:11:49] "Oh, but I like it. We just paid money for it. We did this like--"
[00:11:53] "Yeah, but it's costing you money, right now Right? You need to change that. Maybe you need to change your sales process. Maybe you need to change your pricing." almost everybody needs to change their pricing that comes to us.
[00:12:04] "You need to clean up your pricing. Stop just being that 10% or 8% company or that flat fee of $99 company. There's better pricing, right? There's better models. You're leaving money on the table. It's not just about charging, more it's about having a better, psychologically more effective pricing model. So you can close more deals at a higher price point more easily," which is what one of our clients said just happened to him as he went through our pricing secrets training. So we want to clean up all these leaks. There's lots of other leaks, but it takes you being willing to step off the cliff. It takes you being willing to take that leap of faith, to jump, not knowing if it's going to work out. You have to try stuff and you need to take risk. The good news is we have lots of clients that have tried this stuff. It's proven. We know it works. So we're asking you to take risks that deep down, you know, is the right thing to do, and there's evidence already to help your faith.
[00:12:57] You don't know personally, but there's others that'll say, "Hey, this worked for me. This works. Try it out. Do it. It's scary, but I did it and it worked out." And so be willing to feel the fear, be willing to take action and make sure that you have a good support system around you to help you out. And we would love to be that support system for you here at DoorGrow. You can reach out to us. You can check us out at doorgrow.com. So if you take a look at your business and you feel like you've been stuck for a while, maybe you just need to set a bigger goal. You lack hope. You're not excited anymore. If your goals don't scare you a little bit, they're not big enough. You need to look at your goals and go, "Man, who would I have to become in order to have that? I'm gonna have to change."
[00:13:40] I went to a friend's conference a week or so ago, and he had 1200 people at this event. He coaches auto repair shop owners, and he coaches a niche industry similar to what I do, and he's ahead of, of where I'm at in the game. He's at a higher level in the game, but me seeing that helped my faith. It helped me know, 'Hey, that's possible.' he said from stage, he said, "Five years earlier I had 19 people at my first event." He had 1200 at that event. It was massive. He had 19 people at his first event five years ago. Well, we just did our first event in a while in quite a while. My very first event was in 2018 DoorGrow Live we did in 2018. I was totally scared to do it. It was a big, audacious, crazy thing, and we bit off more than we could chew honestly. I call it my $2 million mistake. You can go back and listen to my previous podcast episode where I talk about that, but we had 150 attendees. This conference we did just for mainly our clients. It was pretty much all just our clients, and we had like 45 there. It was awesome. A lot more conservative, a lot lower budget. We didn't spend $150,000 like we did on the previous event. We spent... I don't know what we spent yet. The numbers aren't all in, but it's way less. And hopefully my team stuck to their budget, so we'll see, but yeah, it went great.
[00:14:57] It was a lot more comfortable and we're going to grow. So we weren't at 19. What my buddy, Aaron told me at his first event, he said he had 19, but he delayed the event because he was embarrassed about how many registrants he got. It was too few. Delayed the event, still only got 19 that showed up. So we're ahead of where Aaron was then, so I will see where we're at in five years, but it helped my faith. And is it scary to start doing these events and to commit to doing these events? And, you know, COVID could hit again, or monkeypox or avian flu or, you know, stuff could come up, right? Stuff could happen, but I hope. I have hope that we will do great things. I have hope that we can change this industry. I have hope that we can make a difference in a lot of business owners' lives, and being at that conference, the one I just put on, our DoorGrow Live that we just did, helped my faith because we heard from lots of clients, we got feedback, we got testimonials, people got value, and I now have evidence. I now have evidence that this is a good thing that this can be good and that we can make a difference. I have more evidence and I want all of you to experience the maximum level of fulfillment in your business, freedom in your business, contribution in your business, and support.
[00:16:17] And so go back and listen to my previous podcast episode if you haven't. That one I talked about our Rapid Revamp program and Built to Sell. Built to sell your business in three to five years, for a seven figure exit. It's totally possible. I actually had somebody speak at my conference that sold his business that he built in three to five years from the ground up, and he sold it for seven figure exit. He's still running the company as part of the buyout that he just sold and he's got like 1300 units, something like that as well. So, really awesome because I didn't tell him what to speak about. I didn't tell him what to share, and he got up and said, "This is what it takes, and these are the levels," and it mimicked all the stuff that I teach, and there was so much synergy and my clients were just like, "Jason's actually telling the truth. Some of the ones that were a little skeptical, some of the ones that are like," Does Jason know what he's doing?" It was really a beautiful thing to see. So that helped our clients' faith, seeing somebody that had done it. So I brought him in like, "I'm not gonna tell you what to talk about. Just share your journey, share what it takes," and he talked about, ironically, he talked about branding, he talked about culture, he talked about all these leaks that we solve in our Rapid Revamp program, which was really exciting.
[00:17:31] So, we have an event coming up in October. We highly recommend that you come and be part of that. If you're debating whether or not DoorGrow's legit, or you should work with DoorGrow, highly recommend you check out our event. It's going to be in Vegas. You can check out the details at doorgrowlive.com and we hope to see there. So, that's it for today. Feel the fear, do it anyway, get out there, create some goals, have some hope, and get the evidence that you need to prove to yourself that it's true. And until next time, to our mutual growth. Bye, everyone.
[00:18:03] You just listened to the #DoorGrowShow. We are building a community of the savviest property management entrepreneurs on the planet in the DoorGrowClub. Join your fellow DoorGrow Hackers at doorgrowclub.com. Listen, everyone is doing the same stuff. SEO, PPC, pay-per-lead content, social direct mail, and they still struggle to grow!
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