Afleveringen
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Martin Kelly is the President of Blueprint, a premier real estate technology and innovation conference held in Las Vegas each September. With two decades in the global events industry including running the world's largest non-private equity-backed events organization.
What You'll Learn in This Episode
How Martin went from training to be a barrister in London to becoming president of one of real estate's top conferencesWhy Blueprint was originally rooted in the venture capital and innovation world and how that DNA still shapes the event todayWhat it really takes to launch a conference from zero. The risk, the commitment, and the entrepreneurial leap of faith requiredHow Blueprint differentiates itself from the many other real estate and multifamily conferences on the marketWhat makes an event a "Hell Yes" for attendees, speakers, and sponsors. How to evaluate your conference calendar strategicallyWhy Blueprint is intentionally designed as an ecosystem event, not just a vertical-specific trade showThe philosophy behind cross-industry programming. Why a multifamily operator might get their biggest insight from a data center CEO or a luxury brokerHow the conference industry has evolved and why only a handful of events truly stand the test of timeWhat the role of data and research plays in elevating a conference from good to great and what Blueprint is building in that directionWhy "trust your gut" is the most important piece of advice Martin has for anyone starting out, in events or otherwiseThe hidden costs and operational complexity behind running a world-class conferenceHow Blueprint is leaning into the "home" category and operational intelligence for owners and operatorsKey Takeaways
Not all conferences are created equal. There are thousands of events, but only a handful truly last and create lasting value.Blueprint is an ecosystem event, by design. It's the only place where a multifamily operator can attend three full days of vertical content and hear from the CEO of a $65B data center company or a top residential broker on the same stage, triggering the unexpected "aha moment."The "Hell Yes" conference decision starts with clarity on your goals. Are you there to learn, to build relationships, to buy, to sell, or to benchmark? Knowing the answer shapes how you show up and what ROI looks like for you.Research + conference = a powerful combo. Events that pair curated data and industry insights with programming attract higher-quality attendees who come with real problems to solve, not just to collect swag.Saying yes to experiences, to risk, to the unexpected is a superpower. Martin's career changed every time he trusted his gut and leaned into an opportunity.#GettingToHellYes #GTHY #BlueprintVegas #Blueprint2025 #RealEstateConference #PropTech #PropTechConference #RealEstateTech #MartinKelly #EventsIndustry #RealEstateEvents #ConferencePlanning #MultifamilyConference #SingleFamilyRental #SFR #RealEstateLeadership #RealEstateInnovation #RealEstateCommunity #OwnerOperator #PropertyManagement #EventMarketing #ConferenceStrategy #HellYes #YesMan #TrustYourGut #RealEstatePodcast #LinkedInLive #RealEstateMindset #EcosystemEvent #Vendoroo #StartupConference #RealEstateNetworking #PropTechInnovation #VentureCapitalRealEstate #MultifamilyOperators #OperationalIntelligence #NOI #AssetManagement #RealEstateInvesting #ConferenceBusiness
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Lior Abramovich is the co-founder of Blanket, a PropTech platform designed to help property managers reduce owner churn, improve client retention, and provide investors with actionable portfolio performance insights. Lior is a graduate of the Israeli Naval Academy, a seasoned real estate investor, and a former VP of Business Development who oversaw $200M+ in acquisitions at a build-to-rent investment firm.
What You'll Learn in This Episode
How reading Rich Dad Poor Dad at 13 sparked Lior's lifelong passion for real estate investingWhy Lior's mother, a single mom who built her own real estate portfolio became his greatest role model and inspirationHow Lior bought his first U.S. rental property at age 19, from Israel, sight unseen and why it still cash flows todayWhat his 9 years in the Israeli Navy taught him about leadership, discipline, and high-stakes decision-makingThe gap he identified between property managers and the mom-and-pop investors they serve and how Blanket was born to solve itWhy client retention is the #1 hidden revenue lever in property managementHow Blanket uses data and AI-powered insights to help property managers act as true asset managers for their clientsThe real difference between being a property manager and being an asset manager. Why it matters for your businessWhy the recurring revenue model in property management is broken if owners' financial goals are ignoredWhat the "total cost of ownership" really looks like when property managers build their own AI tools in-houseThe looming risk of AI cost subsidization ending and what that means for companies building on third-party language modelsWhy "there are no failures in life, only challenges" is the philosophy that has guided Lior's entire careerKey Takeaways
Real estate creates freedom, not just wealth. Lior's passive income gave him the safety net to take risks and pursue his dreams, a mindset shift everyone in property management should understand.Owner churn is a silent killer. Most property managers don't realize they lose clients not because of bad service but because they never aligned on the investor's actual financial goals.Asset management is the future of PM. Property managers who evolve into true asset management advisors will win the next decade. Blanket is building the infrastructure to make that possible.AI is powerful but build with caution. The current cost of AI tools is heavily subsidized. Companies building in-house agents need to factor in maintenance, security risk, terms-of-service liability, and future cost increases.The best software solves real pain. Blanket was built from the frustrations Lior experienced firsthand managing thousands of investor relationships and watching communication and data gaps erode trust.#GettingToHellYes #GTHY #PropertyManagement #SingleFamilyRental #SFR #RealEstateTech #PropTech #LiorAbramovich #Blanket #BlanketHomes #AssetManagement #ClientRetention #OwnerRetention #PropertyManagerLife #RealEstateInvesting #PassiveIncome #RichDadPoorDad #BuildToRent #BTR #AgenticAI #AIinRealEstate #PropertyManagementSoftware #RealEstatePodcast #PropTechInnovation #MomAndPopInvestors #InvestorRelations #RealEstateEntrepreneur #Vendoroo #RecurringRevenue #PortfolioManagement #FinancialFreedom #RealEstateMindset #IsraeliNavy #StartupFounder #RealEstateLeadership #LinkedInLive #PodcastEpisode
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Zijn er afleveringen die ontbreken?
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Getting to Hell Yes! Live with Stacey Salyer
Hosted by Guillermo | Sponsored by Vendoroo.ai
What if instead of grinding door by door, you could grow your property management company overnight through acquisition? Stacey Salyer did exactly that. A single mom of three, she went from 200 doors to 500+ in one deal, with little money down and seller financing. Now she teaches other property managers how to do the same.
Stacey is creating an entirely new category: teaching operators how to become acquirers, not just tactically, but from an identity level.
In this episode:
Why growing door by door is the hard way and what most PMs don't know is possibleThe mindset shift from operator to acquirer (and why it starts with believing, not budgeting)How Stacey bought a 370-door company at the start of COVID with almost nothing downWhy acquisitions aren't just for the big guys like Pure and EvernestDo you have a job or an asset? The question that stops PMs in their tracksWhat makes a company worth buying and worth sellingWhy being needed in the day-to-day might be your biggest liabilityBest line of the episode: "One day you just wake up and decide. You take on the identity of an acquirer and that changes everything."
Enjoyed this episode? Like, follow, and subscribe on Spotify and Apple Podcasts, it helps more property managers find the show. This episode is brought to you by Vendoroo.ai — agentic maintenance solutions for property management. Works inside your existing PMS. No switching required.
#GTHY #GettingToHellYes #PropertyManagement #PMIndustry #Acquisitions #MergersAndAcquisitions #OperatorToAcquirer #Entrepreneurship #FounderMindset #BusinessGrowth #RealEstate #PropertyManagementGrowth #SmallBusinessOwner #WomenInBusiness #MindsetMatters #10XEasierThan2X #Vendoroo #ScaleUp #BusinessStrategy #RealEstateInvesting
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Getting to Hell Yes! Live with Patrick Thompson from Clarify.ai
Hosted by Guillermo | Sponsored by Vendoroo.ai
What's the difference between an AI-native app and just bolting AI onto something old? Patrick Thompson, co-founder and CEO of Clarify.ai, draws a hard line and it'll change how you look at every tool in your stack.
Patrick has 16 years in tech, a previous exit to Amplitude, and $25.5M raised building what he calls an autonomous CRM, one that does the work for you instead of creating more admin.
In this episode:
Why native AI and "AI-enhanced" legacy tools are not the same thingHow Clarify's AI agent Rep automates the soul-sucking parts of salesThe caveman vs. homo sapien rule Patrick uses to build featuresWho the real Hell Yes buyer for Clarify is, and how to meet them where they areWhy your CRM should get smarter the more you use itThe one career move Patrick swears by after 16 years in techBest line of the episode: "Anytime you have to click a button, you're a caveman. Anytime AI is doing it, you're a homo sapien."
Enjoyed this episode? Like, follow, and subscribe on Spotify and Apple Podcasts, it helps more founders find the show. This episode is brought to you by Vendoroo.ai — agentic maintenance solutions for property management.
#GTHY #GoToHellYeah #AINative #CRM #SalesAutomation #Entrepreneurship #Clarify #AgenticAI #SaaS #FutureOfWork #StartupLife #FounderMindset #Vendoroo
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What if your sales team's performance problem isn't a people problem at all?
Carrie Tuttle, founder of Team Mojo and sales leadership coach with eight years of experience working with technical founders and B2B sales organizations joins Guillermo Salazar on Getting to Hell Yes to challenge one of the most persistent myths in sales management: that when a team isn't performing, the answer is better reps.
It rarely is. It's almost always a better system.
Carrie knows this from the inside. Thrown into sales leadership at twenty-seven with minimal training, she built her career across marketing, market research, and pure B2B sales before transitioning into coaching driven by the conviction that most organizations are measuring the wrong things, holding the wrong people accountable, and losing good salespeople to cultures that treat humans like machines.
In this episode, Guillermo and Carrie dig into:
— The technical founder trapped in the weeds: what they're actually struggling with, why the sales function goes soft, and what a structured intervention actually looks like from day one
— Accountability redefined: why it starts at the leadership level with clear expectations, not at the rep level with outcome measurements and what happens when leaders model the behaviours they say they want
— The 4x exit multiple story: nine sellers, two hitting target, a coaching engagement that got seven of them over target within months, and a twenty percent revenue lift that changed the valuation conversation entirely
— Why better sales conversations upstream produce calmer, more successful operations downstream and why almost nobody measures this connection even though everybody feels it
— The quarter as a forcing function: how ninety-day cycles create the reflection, recalibration, and celebration rhythm that accelerates seller development faster than any training program
— Values alignment as a client selection filter: how Carrie identifies the engagements she can genuinely serve versus the ones that look great on paper and compromise everything in practice
— CRM as a database of experience, not just a pipeline tracker and how building that database over time produces the pattern recognition that makes every subsequent sales conversation more calibrated
— The objection she hears most: "We can do it ourselves." And what she says back.
— Her advice to her younger self: slow down, ask first, then pause. "The pause is magical."
Whether you're a founder who needs to build a sales function, a sales leader wondering why accountability conversations never stick, or a seller trying to understand why the numbers feel hollow even when they're good — this conversation is for you.
#GTHY #GettingToHellYes #IrisCX #Vendoroo #SalesLeadership #SalesCoaching #TeamMojo #B2BSales #AccountabilityInSales #SalesPerformance #LeadershipDevelopment #TechnicalFounders #SalesCulture #CoachingAndMentoring #PropertyManagement #PropTech #MultifamilyHousing #Proptech2025 #GrowthMindset #RevenueGrowth #SalesEnablement #B2BMarketing #EntrepreneurMindset #OperationalExcellence #PeopleFirst
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What does an electrical engineer, 750 rental doors, a newsletter empire, and an exclusive property management community have in common? Peter Lohmann.
In this episode of Getting to Hell Yes, host sits down with Peter Lohmann, founder of RL Property Management in Columbus, Ohio and creator of Crane, the invite-only professional community that's become one of the most talked-about developments in the property management industry. Peter's journey from control systems engineer to one of the most respected voices in property management is as methodical as it is inspiring and every step of it was by design.
This conversation goes deep on the strategy behind Peter's content flywheel: the newsletter, the podcast, the LinkedIn presence, and how years of "compounding in the dark" eventually unlocked inbound demand that now fills Crane cohorts and drives thousands of newsletter subscribers. But it's not just a content story, it's a masterclass in patience, intentionality, and building businesses that serve two completely different audiences at the same time.
If you've ever wondered whether writing your ideas down, staying consistent, and trusting the long game actually works, Peter is living proof.
💡 For property managers, operators, and entrepreneurs who are in the "middle slog" and wondering if it's all worth it, this one's for you.
🎙️ Topics covered:
From electrical engineer to property management founder, the unconventional origin storyBuilding RL Property Management from zero doors to 750 - slow, steady, and sustainableHow the newsletter started, why it worked, and what "compounding" really meansWhy the property management audience and the newsletter audience don't overlap and why that's fineThe intentional architecture behind Crane, an exclusive cohort-based community for serious PM operatorsSelling sponsorships, building community, and monetizing content without selling outThe "middle slog" years, why the hardest stretch only looks like the middle in hindsightGiving yourself grace: the leadership lesson Peter wishes he'd learned sooner#IrisCX #GTHY #PropertyManagement #ContentMarketing #PropertyManagerLife #RealEstatePodcast #PropTech #Entrepreneurship #CommunityBuilding #NewsletterMarketing #CompoundGrowth #RealEstateInvesting #SingleFamilyRental #SmallMultifamily #PMBusiness #NARPMember #BusinessGrowth #OperatorMindset #Crane #TheLongGame
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From leasing agent to CIO, what does it take to climb every rung of the multifamily ladder?
In this episode of Getting to Hell Yes, host sits down with Jess Tierney, CIO of Verifast, for one of the most wide-ranging, eye-opening conversations the show has ever had. Jess didn't just work in multifamily, she lived it across 14 markets, every asset type, and every operational pain point imaginable. From lease-ups to renovations to fraud prevention, she's seen it all.
But this isn't just a career story. It's a masterclass in what happens when an operator's mind meets a technology leader's role. In under two years at Verifast, Jess went from Director of Integrations to VP of Product to CIO and she's brought that same relentless "touch everything, question everything" energy to tackling one of multifamily's fastest-escalating challenges: fraud.
With fraud detection becoming an arms race between operators and bad actors, Jess unpacks how Verifast is using biometric identity verification to fight back and why the answer to smarter leasing starts with cleaner data, better integrations, and getting out of the "that's just how we do it" mindset.
💡 Whether you're in operations, tech, or leadership if you're trying to close gaps, kill manual processes, and future-proof your portfolio, this conversation is essential listening.
🎙️ Topics covered:
Jess's journey: leasing agent → regional → Chadwell Supply → CIO at VerifastThe fraud escalation battle — why it's only getting harderBiometric identity verification and the future of leasingTool adoption: going from 9% to 50% at Chadwell SupplyManaging up: how to sell ideas, budget & capital internallyThe black box of AI — what operators actually need to knowThe balance sheet gap between renovations, vendors & banks"Touch everything, question everything" career advice from 20+ years in the trenches#IrisCX #GTHY #MultifamilyRealEstate #FraudPrevention #PropTech #BiometricTechnology #PropertyManagement #ApartmentLeasing #AIinRealEstate #RealEstateTech #MultifamilyInvesting #Verifast #IdentityVerification #DataIntegration #OperatorMindset #WomenInTech #WomenInRealEstate #PropertyManagerLife #RealEstatePodcast #TechAdoption #FutureOfLeasing
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What happens when a 11,000-unit operator sells to Greystar and doubles down on PropTech?
In this episode of Getting to Hell Yes, host sits down with Dave Marcinkowski, co-founder of Madeira Residential and founder of Quext Smart Apartment Solutions, for a high-energy conversation about the future of multifamily operations, technology adoption, and what it really means to let go of something you built.
Dave's journey from bookkeeper to co-founder is remarkable on its own but what's even more compelling is what happened after he sold Madeira's management company to Greystar. Freed from day-to-day operations, Dave is now all-in on the tech revolution reshaping multifamily and he's got a front-row seat, a sandbox of 11,000 units, and zero patience for legacy systems that don't play nice with each other.
This episode is a masterclass in operator-to-owner evolution, the PropTech buy cycle, and why the next wave of innovation won't come from the top down, it'll come from the maintenance tech with a better idea.
💡 If you're an operator, asset manager, or PropTech founder trying to crack the multifamily market, Dave's perspective is the inside lane you've been looking for.
🎙️ Topics covered:
Selling to Greystar: what prompted the decision & what came nextWhy the "data moat" is dead and free data flow is the futureSmart apartments, managed Wi-Fi, and owning a retail electric providerHow AI is being built from the grassroots up not the boardroom downWhy operators can't get their ideas funded (and how to fix it)"Growth occurs in the hard spaces" advice from 20+ years in the trenches#IrisCX #GTHY #MultifamilyRealEstate #PropTech #SmartApartments #ApartmentOperations #AIinRealEstate #PropertyManagement #RealEstateTech #AssetManagement #MultifamilyInvesting #Quext #MadeiraResidential #PropertyManagerLife #RealEstatePodcast #FutureOfWork #OperatorMindset #TechAdoption #RealEstateInnovation #Entrepreneurship
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Is property management really a "people business"? Daniel Cunningham says it's not — and he has 20+ years of receipts to prove it.
From running his own property management company in LA to founding Leonardo247 to serving as President of Vendoroo, Daniel has lived this industry from every angle. And what he's learned about maintenance, AI, and the workforce carrying the heaviest operational burden is uncomfortable, specific, and worth every minute.
In this episode of Getting to Hell Yes, Guillermo and Daniel go deep on the ideas nobody wants to say out loud:
→ Why maintenance is the hardest AI problem in multifamily, not the least important one
→ The context-switching crisis destroying on-site teams (half-painted walls, flood calls, impossible job descriptions)
→ Why "we pay them the least we can to get them not to quit" is the real people-first policy in most operations
→ The 98% reliable vs. 65% unpredictable framework and why human-in-the-loop AI isn't a weakness, it's the standard
→ How AI changes the wage math and why some of those efficiency gains should actually go back to the people doing the work
This one will make you think differently about where your greatest operational risk lives and who's carrying it.
🎧 Listen now wherever you get your podcasts.
#GettingToHellYes #GTHY #IrisCX #MultifamilyHousing #PropertyManagement #PropTech #MaintenanceManagement #AIinRealEstate #MultifamilyOperations #Vendoroo #OperationalExcellence #Proptech2025 #RealEstateTech #WorkforceInnovation #MultifamilyLeadership #FutureOfWork #ArtificialIntelligence #ResidentRetention #MultifamilyTech #MaintenanceTech
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The AI Reckoning in Multifamily: Tyler Christiansen on Centralization, CRM Adoption & What Operators Actually Need | Getting to Hell Yes
Tyler Christiansen built Funnel into one of the most strategic platforms in multifamily by solving a problem the industry didn't want to admit: CRM adoption is the dirty secret nobody talks about.
In this conversation, Tyler breaks down the shift from property-centric to renter-centric operations, why centralization is the unlock for AI, and how operators are rethinking lead quality over lead volume.
🎯 IN THIS EPISODE:
→ The CRM adoption crisis: Why most platforms don't get used
→ Centralization as the foundation for AI (not the other way around)
→ From property-centric to renter-centric: What changes operationally
→ Lead quality vs. lead volume: The death of spray-and-pray marketing
→ Why AI won't replace leasing agents, it gives them superpowers
→ The customer's customer principle: Understanding asset managers, not just operators
→ How Funnel landed 4 REITs by building community, not pitching
💡 KEY INSIGHTS:
"Nobody buys Funnel because of my pitch. They need customer stories. Once you have the story, you're just making it safer for them."
"Centralization isn't a nice-to-have anymore. It's table stakes for AI to work. You can't automate chaos."
"AI will unlock ten agents doing the work of fifty, not replace them. The question is: what do those ten agents do with their time?"
"Your customer's customer matters. We sell to operators, but their bosses, asset managers, investors, care about different things. If you don't understand that, you'll miss the deal."
THE NESTIO-TO-FUNNEL PIVOT:
In 2018, Tyler joined Nestio, a NYC broker management tool for StreetEasy. Great tech, wrong market. The TAM was too small. The problems didn't translate outside NYC.
"New York runs completely different than anybody else. Canada is closer to multifamily than New York is."
Tyler led the pivot: same talented team, different problem. They repositioned entirely from broker tool to operator platform, from NYC-only to national scale.
The result? Funnel now serves the largest multifamily operators in America.
ADVICE TO HIS YOUNGER SELF:
"Stay humble. Know there's something to learn at every stage. Every time you think you've made it, you get a gut punch on something you weren't expecting."
"Understand your customer's business. I've never run a multifamily portfolio, but I get to consult with the largest operators in America. That's through osmosis, learning, studying."
🎙️ ABOUT GETTING TO HELL YES:
Conversations with multifamily and PropTech leaders on building value, creating alignment, and achieving confident commitments.
🔔 SUBSCRIBE for more insights from multifamily sales and tech leaders.
#Multifamily #PropTech #Funnel #TylerChristiansen #AI #Centralization #CRM #LeasingTech #RealEstate #PropertyManagement #GettingToHellYes #SaaS #Leadership #Community #IrisCX #GTHY
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The Hairdryer Story: How a Broken HVAC Led to 12 Years of Building Property Management Software | Getting to Hell Yes
Grant Drzyzga slept with a hairdryer under his blankets because his property management company couldn't fix his heat.
Most people would've gotten a hotel room. Grant spent a semester figuring out why the system failed—then spent 12 years building something better.
Today he's the founder and CEO of Ravella, a property management platform so essential that job descriptions require it and prospects ask: "Do you integrate with Ravella?"
🎯 IN THIS EPISODE:
→ The hairdryer moment: Why a freezing apartment became a 12-year mission
→ "Understand your customer's customer"— the principle that changes everything
→ The cottage industry signal: Property managers buying Mac minis with personal money
→ Why the experimentation window must shrink after product-market fit
→ How to think about AI thoughtfully (not just AI washing)
→ The continuity problem: "It's never a hundred percent handoff"
💡 KEY INSIGHTS:
"If you understand how your customer's customer thinks, what they care about, what levers you can pull to make your client look like a hero that creates value for everybody in the chain."
"People are buying servers with their own money. They're processing data on their own machines. There's no greater indication of a gap in the marketplace than that."
"When you find product-market fit, the experimentation window has to shrink. You have to get laser-focused. No more side quests."
📊 GRANT'S BACKGROUND:
• Started Ravella in 2014 after shadowing a PM company as a Brown senior
• Spent 3 years rewriting accounting logic with major CPA firms
• 12 years as founder/CEO ("durable, not just resilient")
• Built Yardi-level complexity meets AppFolio ease of use
🎙️ ABOUT GETTING TO HELL YES:
Conversations with property management leaders building valuable, sustainable businesses. Hosted by Guillermo from IrisCX.
🔔 SUBSCRIBE*for more founder stories from property management.
#PropertyManagement #PropTech #Ravella #GrantDrzyzga #GettingToHellYes #FounderStory #SaaS #PropertyTech #AI #Innovation #GTHY #IrisCX
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What Makes a Property Management Company Worth Buying? M&A Insider Jock McNeill Explains | Getting to Hell Yes
"Mamas love their babies. People are emotionally invested in their companies and rightfully so, because it's an extension of you."
Jock McNeill has a unique perspective in property management M&A: he's been both buyer and seller. He's made 11+ acquisitions, sold his own company, and now leads corporate development at PURE (post-merger with Home River).
In this conversation, Jock reveals what actually makes deals happen and what kills them.
🎯 IN THIS EPISODE:
→ Why building a business worth buying is easier to run than one that's not
→ The seller's hierarchy of needs: Price, terms, exit, people
→ Why 99% of sellers think they're ready but aren't
→ "Time kills deals"—how to move fast without breaking trust
→ The psychological complexity of selling your life's work
→ What acquirers look for beyond EBITDA
→ How PURE became a consolidation powerhouse in 5 years
→ Lessons from 11+ acquisitions: what Jock would do differently
💡 KEY INSIGHTS:
"The things you have to do to make something interesting to a buyer are the same things that make it long-term sustainable and not burn you out."
"If I had to do it over, I would have bought more. I had restraints like capital and time but they weren't really restraints. I could have found more capital. I could have changed my schedule."
"Sellers think about price and terms first. But then it's their people—employees and clients. They want continuity. The last thing they want is to run into a former client and hear how poorly something went post-acquisition."
"Time kills deals. Once you decide to move on something, get it done."
THE SELLER'S PERSPECTIVE:
"It's rare that someone's selling because they need to get out tomorrow. Usually they're getting to the point where they want to do something. They want to be ready."
Sellers care about:
1. Price and terms
2. Clean exit (can I actually walk away?)
3. Employee continuity (will my team be taken care of?)
4. Client service (will my customers be served well?)
5. Reputation (I still live in this community)
WHAT MAKES A COMPANY WORTH BUYING:
"Building a business worth buying is actually easier to run than one that's not."
Jock looks for:
- Clean financials and operations
- Documented processes and systems
- Strong employee retention
- Client satisfaction metrics
- Growth trajectory (organic + strategic)
- Cultural alignment with PURE's values
"Our confidence is the most important thing as entrepreneurs. When that becomes damaged, there's a whole raft of things that can happen. We're mindful and exceptionally attuned to that."
The key: moving from opinion-based risk assessment to fact-based understanding of risk.
🔔 SUBSCRIBE for more conversations with property management leaders building valuable, sustainable businesses.
#PropertyManagement #MandA #Acquisitions #PURE #HomeRiver #JockMcNeill #GettingToHellYes #RealEstate #BusinessExit #PropertyTech #SFR #Multifamily #Consolidation #CorporateDevelopment #ExitStrategy #BusinessGrowth #PropertyManagementSoftware #RealEstateInvesting #Entrepreneurship #IrisCX #GTHY
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The Same Problems for 20 Years: Why We're Still Complaining Instead of Solving | Getting to Hell Yes
"Revenue is growing, but margins aren't. Teams are busy, but results aren't consistent. Leadership's reactive instead of strategic."
Deb Newell, founder of Real-Time Consulting, reveals why property management has faced the exact same operational problems for 20 years and why we're still choosing to endure them instead of solving them.
🎯 IN THIS EPISODE:
→ Why SFR, multifamily, affordable, and commercial all face the same core problems
→ The Resident Expectations Cop-Out: Stop blaming Amazon, it's our inability to set expectations
→ The No Pickles Rule: Why exceptions kill operations (and how to charge for them)
→ "Consistency builds trust. Inconsistency builds online reviews."
→ How to create service menus that simplify operations and improve margins
→ The three pillars: Structure, People, Financial Performance
→ Choose to solve it or choose to endure it
💡 KEY INSIGHTS:
"The same operational misalignments I had in the early 2000s are the same today. For 15-17 years, nothing changed, no metrics, no KPIs, just door growth. We just accepted it."
"All of this is a symptom of unclear expectations set by the company. Residents expect fast response, clear communication, fair enforcement. If your policies aren't standardized, it becomes a personality thing."
"When you make exceptions for clients, that's hard on the team. Why would it be okay to throw it onto them? Either don't offer it, or charge for it."
📊 DEB'S BACKGROUND:
• Built, operated, and exited her own property management company
• Consulting since 2013
• Strategic advisor and "operational architect"
• Works exclusively in PM: SFR, multifamily, affordable, commercial
🎙️ ABOUT GETTING TO HELL YES:
Conversations with property management leaders who are solving problems instead of enduring them. Hosted by Guillermo from IrisCX.
THE NO PICKLES RULE:
If you're going to offer exceptions, charge for the complexity. Don't accept custom requests to win business, then dump the operational chaos on your team.
🔔 SUBSCRIBE for more operational excellence insights from PM leaders.
#PropertyManagement #DebNewell #RealTimeConsulting #OperationalExcellence #GettingToHellYes #ResidentExperience #PropertyTech #Multifamily #SFR #Leadership #Operations #ProcessImprovement #TeamAlignment #Consistency #Transparency #PropertyManagementConsulting #RealEstateOperations #Margins #TrustBuilding #IrisCX #GTHY
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The 75% Rule: How to Double Your Home Buying Power (That 97% of People Don't Know) | Getting to Hell Yes
What if you could double your purchasing power when buying a home, using the same income?
Peter Yoder, Founder of Series Homes, reveals the hidden federal lending policy that's been around since the 1960s but almost nobody knows exists: The 75% Rule for two-to-four unit properties.
"Your purchasing power in a six cap market for a two-to-four unit building is double what it would be for a single-family home. And you can do that with three and a half percent down through FHA."
🎯 IN THIS EPISODE:
→ The 75% Rule Explained: How buying a duplex/triplex/fourplex as your primary residence lets you count 75% of rental income when qualifying for your mortgage
→ The Math That Changes Everything: $100K salary → $600K home vs. $1.2M duplex with the same income
→ The Three Gaps Series Homes Is Closing: Search (MLS data is broken), Financing (most brokers don't know this exists), Management (first-time landlords are overwhelmed)
→ Why Two-to-Four Unit Properties Are Built at 1% of What They Should Be
→ The Missing Middle Problem: The most naturally occurring affordable housing nobody's building
→ Why Institutional Players Can't Touch This Space (and why that's your opportunity)
→ The Sequencing Failure: Why policy exists but the infrastructure doesn't
💡 KEY INSIGHTS:
"Two-to-four is perhaps the most naturally occurring affordable housing typology out there. If it's on a single-family zoned lot, it's large enough for the rental units to cover much if not most of the owner's mortgage. But it's built at one percent of the rate of single-family and large multifamily combined."
"If you call ten mortgage brokers and ask if you can count rental income on a property you're buying as a primary residence, eight will tell you no. They don't understand the policy."
"People think real estate investing is for rich people. But this strategy was literally designed by federal policy to help first-time buyers build wealth. It's been in place since the 1960s. We're just making it accessible."
📊 PETER'S BACKGROUND:
• Second hire at Flock (property management tech)
• Financial analyst at Progress Residential (institutional single-family)
• Studied housing policy in grad school
• Founded Series Homes to close the gap between policy intention and market reality
🔥 WHY THIS MATTERS:
97% of the rental market is mom-and-pop investors. This is how most people build wealth through real estate. But the infrastructure to support owner-occupied investing in two-to-four unit properties doesn't exist.
Series Homes is building that infrastructure:
✅ Clean MLS data that actually surfaces qualifying properties
✅ Lender partnerships with brokers who know the 75% rule
✅ Management support for first-time landlords
✅ End-to-end experience from search to closing to operations
THE ECONOMICS:
• Double purchasing power (same income)
• Cash flow from day one
• Near-zero housing costs
• Equity building in appreciating asset
• 3.5% down payment (FHA)
• Conventional, FHA, and VA all support this
🎙️ ABOUT GETTING TO HELL YES:
Getting to Hell Yes explores how the best operators and founders identify high-intent buyers, build differentiation that matters, and create winning strategies. Hosted by Guillermo from IrisCX.
#RealEstateInvesting #SeriesHomes #PeterYoder #The75PercentRule #TwoToFourUnit #MissingMiddle #WealthBuilding #RealEstate #HousingPolicy #AffordableHousing #GettingToHellYes #MortgageFinancing #PropertyManagement #SmallMultifamily #OwnerOccupied #FirstTimeInvestor #HousingAffordability #RealEstateStrategy #Duplex #Triplex #Fourplex #FHA #Conventional #PropertyInvesting #IrisCX #GTHY
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The Profit Hiding in Your Insurance Line Item: Nicolas Lares on Captive Insurance | Getting to Hell Yes
What if the insurance premiums your residents pay every month could generate profit for YOU instead of insurance carriers?
Nicolas Lares, Founder of Insur3Tech, reveals how captive insurance structures are transforming property management economics and why at least three major PM companies are already doing it.
"Renters insurance has the highest profit margin of any insurance product that exists in the entire ecosystem. If somebody is paying for insurance, odds are an insurance company is making money off of that."
🎯 IN THIS EPISODE:
→ How Captive Insurance Works: Stop letting carriers keep your underwriting profit
→ Why renters insurance is the highest-margin product in insurance (and how to capture that margin)
→ The Compounding Advantage: Small percentage differences today = massive outcomes in 20 years
→ Tax Strategy: How captives become balance sheet optimization, not just risk management
→ Resident Benefits Packages: From "junk fees" to genuine value through profit sharing
→ The Three Companies Already Running Captives: What they know that you don't
→ From Baseball to Insurance: How an athlete's mindset drives rapid iteration
💡KEY INSIGHTS:
"People who are not in insurance typically don't realize that there is an alternative to just paying a traditional insurance company. There's a vehicle where people can actually get that money back."
"The people getting into captive structures today - ten, fifteen, twenty years down the road, they're gonna have this massive cash stockpile built within the captive from all these years of underwriting profit."
"Small percentage differences at the beginning make a huge difference at the end."
🔥WHY THIS MATTERS:
Insurance in property management has always been treated as a necessary expense. Something you budget for, minimize if possible, and certainly don't think of as a profit center.
But that's only true if you're playing the traditional game.
Captive insurance transforms your insurance line item into:
✅ Strategic capital accumulation
✅ Tax optimization and deferral
✅ Resident incentive alignment
✅ Long-term wealth compounding
The operators who figure this out first will have a structural advantage that's almost impossible to catch.
💰 THE BOTTOM LINE:
At least three major property management companies are already running captives. They've done the math. They've seen what 10, 20, 30 years of underwriting profit looks like when it flows back to owners instead of carriers.
Insurance isn't just about risk anymore. It's about profit. It's about strategic capital. It's about building wealth that compounds over generations.
#PropertyManagement #Insurance #CaptiveInsurance #Insur3Tech #NicolasLares #RealEstateInnovation #PropTech #GettingToHellYes #RealEstateOperations #ResidentBenefits #RealEstateInvesting #PropertyTech #Multifamily #SingleFamilyRental #TaxStrategy #BalanceSheet #WealthBuilding #RealEstate #Innovation #FinancialStrategy #PropertyManagementSoftware
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From Five to Forty: Daniel French on Why North Point Is Betting Everything on Leverage | Getting to Hell Yes
Daniel French, newly appointed CEO of North Point, is leading one of the most ambitious transformations in property management: going from 5 doors per person to 40 doors per person without burning out the team.
This isn't about working harder. It's about leverage. Centralization. Technology. Process.
"This space is in its operator era right now. We're in an era of operational excellence. This is the time."
🎯 IN THIS EPISODE:
→ The Five to Forty Thesis: How North Point is 8x'ing productivity through leverage, not heroics
→ Why scattered-site property management is harder than multifamily and why that creates the opportunity
→ North Point 2.0: What transformation actually looks like (not iteration; transformation)
→ The dual customer challenge: Keeping both owners AND residents at "hell yes"
→ Why systems thinking is the only competitive advantage that matters
→ Creative destruction: How to actively fire yourself every day to force innovation
→ Daniel's journey from nearly going bankrupt in 2008 to building a $2B multifamily operation
🔥 WHY THIS MATTERS:
Lower-density property management is having its moment. The innovation that swept through large-scale multifamily is finally coming to the complicated, messy world of single-family and small portfolios.
The operators who embrace leverage, experiment fearlessly, and think in systems are going to define the next decade.
Which side of that transformation do you want to be on?
#PropertyManagement #SingleFamilyRental #SFR #NorthPoint #DanielFrench #RealEstateInnovation #PropTech #GettingToHellYes #RealEstateOperations #BTR #ScatteredSite #PropertyTech #Multifamily #OperationalExcellence #SystemsThinking #Leverage #Centralization #PropertyManagementSoftware #RealEstate #Innovation #Leadership #Transformation #GTHY #IrisCX
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Brand Promise in Property Management with Lauren Stinson, Melanie French & John Carlson
What does "brand" actually mean in property management? Three industry leaders break down the difference between personal brand, company brand, and brand promise and why most operators get it completely wrong.
Key Takeaways:
Personal brand = what people say when you're not in the room (you don't get a vote)Company brand = why people choose youBrand promise = what people actually buyFive-star customer experience requires five-star employee experience firstBrand is a living organism, not a locked asset2025 will sort winners (making it happen) from losers (letting it happen to them)The Panelists: Lauren Stinson (LL Creative) - Brand agency CEO Melanie French (RR Living) - Property management CEO John Carlson (Mark Taylor) - CEO & Multifamily Forward host
Hosted by Guillermo from IrisCX.
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🎙️ Getting to Hell Yes! with Ryan Killian | Scaling Operational Excellence in SFR & BTR
In this episode of Getting to Hell Yes!, we sit down with Ryan Killian, President of RENU Management, to unpack how he’s building one of the most operationally disciplined property management platforms in the Single-Family Rental (SFR) and Build-to-Rent (BTR) space.
With experience across FirstKey Homes, American Homes 4 Rent, and now leading RENU, Ryan shares a behind-the-scenes look at what it really takes to hit NOI targets, scale service delivery, and build teams that can execute at the highest level.
💡What You’ll Learn:
* Why centralized operations are non-negotiable in modern SFR/BTR
* How RENU uses real-time dashboards and AI to spot issues before they show up in financials
* The dangers of disconnected systems and how to build a platform that supports both local execution and national scale
* Why Ryan believes “NOI is earned on the ground,” and what that means for team structure
* Building owner trust with better visibility, faster response times, and performance-based accountability
* The hidden cost of reactive operations and how RENU fixes that with process, not just people
* The importance of proactive maintenance, budget discipline, and staffing flexibility
🔗 More About RENU Management:
RENU is a turnkey management partner for BTR and SFR portfolios, combining local field ops with centralized tech and reporting. Learn more: [https://www.renumanagement.com](https://www.renumanagement.com)
🎙️ Hosted by Guillermo Salazar, CEO of IrisCX — remote telemaintenance software designed to reduce trips, cut turn time, and bring operators closer to the unit.
👍 Like this episode? Hit Subscribe, leave a comment, and share with your team.
#GettingToHellYes #RENUManagement #PropertyManagement #SFR #BTR #RealEstateInnovation #NOI #OperationsLeadership #Proptech #RyanKillian #GuillermoSalazar #FieldOps #PropertyPerformance #GTHY #IrisCX
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🎙 Getting to Hell Yes! with Colleen Yeager | Building Resident-First BTR Communities
Colleen Yeager, Chief Operating Officer at Quinn Residences, shares how she's scaling built-to-rent communities by listening to what residents actually want. From fenced yards and pet-friendly amenities to tech-enabled maintenance and community design, Colleen breaks down how data, operational excellence, and on-site teams drive Quinn’s “Hell Yes!” resident experience.
👉 Why renters choose Quinn over buying
👉 Why fences means fitness centers in BTR
👉 How operations became a revenue driver
👉 Designing for pets, people, and predictability
If you're in property management, development, or just want to learn how to create an unforgettable customer experience, don’t miss this one.
🔔 Like, comment, and subscribe for more episodes of Getting to Hell Yes!
#PropertyManagement #BTR #RealEstateInnovation #CustomerExperience #QuinnResidences #IrisCX #GTHY
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Stephanie Gubiotti (FIRE) joins us to unpack the biggest missing piece in multifamily: the people.
From leasing agent to innovation leader, Stephanie shares how FIRE (Foundation for Innovation in Real Estate) is tackling talent gaps, technology adoption, and the murky early-career path in property management.
In this episode:
Why FIRE is not* just another conference
* Bridging tech and operations with real-world mentorship
* What makes a sustainable property career path
* How philanthropy and proptech intersect
* And the one question keeping leaders up at night: Who’s going to run this building in 5 years?
📈 If you care about the future of operations, leadership development, or scalable innovation in real estate, you don’t want to miss this one.
#Multifamily #PropTech #FIRE #PropertyManagement #EmergingLeaders #GettingToHellYes #IrisCX #GTHY
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