Recently, Jason and Sarah hosted a few momentum coaching calls where they taught DoorGrow Mastermind members ways to grow and scale their businesses.
In this episode of the #DoorGrowShow, property management growth experts Jason and Sarah Hull go over 3 strategies property managers can use to increase their close rate.
You’ll Learn
[01:53] Sales in a post-trust era
[07:16] Objection-handling with a newer sales strategy
[09:59] Proof bomb testimonials
[13:55] One of the most effective selling tools
Tweetables
“A lot of you are trying to sell the way you learned maybe in real estate or the way that things happen in the past and you’re probably finding it harder and harder as well.”
“My agenda is to figure out simply, do they need what we have?”
“If they can’t find a consequence to not starting now, then they won’t start now.”
“People’s trust levels are at an all-time low. And so in selling, I’ve had to really change things up.”
Resources
Transcript
[00:00:00] Jason: If you have any leads, deals, opportunities in the pipeline right now, and you would love to maybe double your close rate or double the deal count that youâre getting out of your existing lead flow, I think these three elements combined would easily do that.Â
[00:00:14] Welcome DoorGrow property managers to the DoorGrow show. 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 youâre open to doing things a bit differently, then you are a DoorGrow property manager.
[00:00:31] DoorGrow Property Managers love the opportunities, daily variety, unique challenges, and freedom that property management brings. Many in real estate think youâre crazy for doing it. You think theyâre crazy for not because you realize that property management is the ultimate, high trust gateway to real estate deals, relationships, and residual income.
[00:00:50] 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. Weâre your hosts, property management, growth experts, Jason, and Sarah Hull the owners of DoorGrow.
[00:01:10] Now letâs get into the show.Â
[00:01:13] So today weâre going to talk a little bit, this is going to be a quick episode. Weâve got camera malfunctions. I donât know. I donât know whatâs going on, but I had a coaching call with clients recently, just the other day. We do these momentum coaching calls with some of our clients in the mastermind to get them back in momentum.
[00:01:31] Like if theyâve maybe been disengaged a little for a little bit, or theyâve been focused on other things, or theyâre kind of unclear on what they should be doing next, we want to get them back in the state of momentum, which is where entrepreneurs want to be. And so, on that call, I was sharing with them some of the new stuff cause some of them have been a little bit unplugged and weâre always adding new, innovative ideas.
[00:01:53] So one of the things that Iâve noticed recently is that sales, weâre kind of in this post trust era. Iâve noticed over the last three, four years, sales has become really difficult. Itâs become harder to sell using older sales tactics or typical sales tactics. And so I had to change up how it was selling.
[00:02:14] And I did a lot of research, a lot of study. I took an empathy course and a communication thing, like seminar thing, and just a bunch of other stuff. And the old school sales, methodology just isnât working here in this post trust sort of era, like nobody believes anything anymore. The news, you canât really trust it.
[00:02:37] We all know now the news is fake, right? Voting has been fake. Foodâs been fake, right? A lot of the medical stuff shoved on us, fake, right? Just saw something about the conspiracy theory or scam of like C sections being pushed on people, which is like ridiculous amounts, like everythingâs fake.
[00:02:56] And so we donât know who or what we can trust. But we trust ourselves and so what Iâve noticed is peopleâs trust levels are an all time low And so in selling Iâve had to really change things up and transparently sales was not going really well for us for a while, right?
[00:03:13] Sarah: Yeah.Â
[00:03:13] Jason: Like we had a lot of clients that stayed in our program, but closing deals was hard.Â
[00:03:17] Sarah: Yeah, and we didnât focus on sales.
[00:03:20] Jason: Yeah, it wasnât really a focus for us. At all. We focused a lot on the product. Yeah.Â
[00:03:24] Sarah: For like a year and a half maybe almost two years and then by the time we needed to focus on sales, it wasnât as easy to like, just flip a switch as we thought. We were like, âokay, weâre ready now. Like, letâs amp up sales.â And they were like, âoh, that isnât happening the way we thought.â
[00:03:43] Like, we just thought, you know, like, just pick it right back up where you left off.Â
[00:03:47] Jason: Yeah. I thought, because I hadnât been doing sales for years. Like I had sales team members, people. So then I was like Iâll go back to doing sales. And and the game has changed. Like, and a lot of you are trying to sell the way you learned maybe in real estate or the way that things happen in the past and youâre probably finding it harder and harder as well.
[00:04:08] I would imagine. So what Iâve noticed is that we need to shift to a different model. So I shifted to a more question based empathetic model of selling. And I went through and coached our clients on this and theyâre already starting to get some different results, which is awesome. My close rate using this different methodology has gone through the roof.
[00:04:32] So what Iâve noticed, my close rate has gone through the roof, but what Iâve noticed is by just being super curious and not trying to sell something.
[00:04:40] And I know that sounds wild, like Iâm closing way more deals by not trying to sell. Iâm just being curious and Iâm just being helpful and Iâm asking a lot of questions. If Iâm on an hour call, Iâm spending like almost the entire call just asking questions and letting them talk. If I ask questions in a strategic order, what Iâm noticing is that if I ask the right questions, it helps them figure out what their problem is. It helps them figure out what their sort of ideal solution is. It helps them figure out what the consequence is if they donât change this, or if they continue doing what theyâre doing.
[00:05:14] And then at the very end, like, Iâll get into the pitch a little bit. But what Iâm noticing is people donât know, we assume people know what their problem is. Like somebody comes to you for property management and youâre like âtheyâre already dealing with the problem. Theyâre aware.â They might be superficially, but theyâre not aware of the problem. Theyâre not aware of how they feel about the problem. Theyâre not aware fully about what the impact of that problem is. And theyâre not really even aware of what they want or what the ideal solution is to some degree. They become aware of all of this stuff when you ask them, like in that moment.
[00:05:47] And so when I start asking clients these questions, they start, these potential clients, they start formulating this real time. I know NLP stuff. I can see their eyes moving around the right way. I know theyâre now creating this in their head. Theyâre figuring it out. And if they donât know that they have a problem or where their pain is and what they want and what paradise looks like and the ideal outcomes and if they havenât formulate all this, itâs really difficult to close the deal. Itâs really difficult to get them to move forward towards what they want. And Iâve also given up focusing on trying to you know, having any sort of agenda. My agenda is to figure out simply do they need what we have? I can see this, but they need to figure this out. So I need to ask questions to help them see that they might benefit from this or that they need something. And they, if they do identify that they need something different or they need help, then the next question I need to figure out is, do they want what we have? And thatâs it! iâm no longer trying to pitch and spending the majority of the call telling them how awesome our program is and all the cool stuff that we have. I go through and I just ask some questions and then at the very end My pitch is like I just picked three things because thereâs so much in our program. It was overwhelming people.Â
[00:07:02] I spent the whole call like âwe have this call! We do this! We have this! And we have all this content in DoorGrow Academy and Telegram messenger access and blah blah blah,â and like they were just like âoh, well, I need to think about it.â And if you overwhelm them with features and benefits, youâre going to get that objection every time. What Iâm finding is with this new methodology of selling that Iâve been coaching clients on thereâs a very few objections.
[00:07:22] Thereâs not really anything to object to because youâve gotten clear on what their problem is. Theyâve gotten clear on what the problem is that youâve gotten them clear on what the, you know the positive future outcome would look like and theyâre clear on that now, and so that creates this pain gap in between and then youâre able to create urgency and one of my big challenges is I wasnât able to create urgency because I didnât get them clear on their problem or what they wanted and what that gap felt like and if the if that was really an issue And then I didnât ask some questions to help them get clear on why does this matter now?
[00:07:58] Does this why would it matter to get this going now? Why not change it? Why not keep it the same and by asking that it helps them to identify also urgency and so then adding urgency was one of the big things I was missing because everybody would go through, listen to me pitch. And theyâd be like, âthis sounds amazing. It sounds like itâs solved my problems. It sounds really great, but Iâm onboarding a new assistant right now and Iâll do it later.â Or âIâm dealing with this challenge right now,â or âIâve got this problem in my business right now,â or âitâs summer and things really busy,â right? And so there was no urgency.
[00:08:30] And so if youâre running into that with clients, the lack of urgency is caused by a lack of identifying this pain gap and then a lack of helping them identify whatâs going on. Why does it matter to do this now? Is there any consequence? And if they canât find a consequence to not starting now, then they wonât start now.
[00:08:47] They may never start. And so, my close rate is ridiculously high lately. And Iâm not really doing anything other than asking questions to help them figure out what they want rather than trying to push my really cool ideas like, shove it, cram it down their throat, you know, like old style sales.
[00:09:06] So I donât have to deal with objections. I donât have to use manipulative things like, âdo you want the red one or the blue one?â And theyâre like, âI didnât even say I wanted one.â You know, you donât have to use any of these old school. Pushy, icky sales tactics. And so what Iâm also noticing is it doesnât create sales resistance or ick, this gross feeling in them that they feel like youâre like disgusting or they feel awkward.
[00:09:30] And a lot of you that have problems doing sales or you have problems with salespeople or you have problems feeling comfortable being a sales person or identifying with that, itâs because of that gross feeling that you get when selling, when youâre being pushy or manipulative instead of helpful. So Iâm actually really enjoying doing sales because to me this feels more like what I love to do, which is coaching so thatâs one of the things I talked about with our coaching clients. Other thing I talked about with proof.
[00:10:00] Sarah: The other thing that youâre gonna do right now is take a break.Â
[00:10:03] Jason: Oh, weâre going to take a break and then Iâll tell you about proof bombs. One of our sponsors for this episode is Vendoroo. Weâre hearing great things and getting great feedback. So if youâre tired of the constant stress and hassle of maintenance coordination, check out Vendoroo, your AI driven in house maintenance expert that handles work orders from start to finish, triaging, troubleshooting, vendor selection and coordination. Built by property managers for property managers to provide cost effective and accountable maintenance operations where every dollar is accounted for and every task is handled with unmatched reliability, Vendoroo takes care of the details so you can focus on growth. Schedule a demo today by going to vendoroo.ai. vendoroo.ai/DoorGrow and experience maintenance done right. And go to that page, you get a special little perk or benefit. So, check out Vendoroo. Weâre hearing great feedback. And this is part of the AI revolution right now. If youâre not doing stuff like this, youâre getting left behind.
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[00:11:43] Thatâs truesubmeter. com. Okay. Proof bombs. The other cool thing I shared, it was an idea I learned from one of my mentors, which is Sharran Srivatsaa. Do you want to mention, tell them about Sharran?Â
[00:11:54] Sarah: Yeah. So, if you guys are in real estate thereâs a publicly traded real estate company.
[00:12:02] Which is insane. Like itâs on the stock market. Crazy. Itâs real. R E A L. Real. Heâs the CEO. Yeah. Of Real. Theyâre A multi billion, billion with a B, yeah, multi billion dollar company. And theyâre growing really rapidly. They do some really cool stuff. Thanks to Sharranâs leadership. Yeah.
[00:12:26] Sharranâs a really cool dude. His storyâs just so interesting. And he like, I mean, he literally came here with like 150 in his pocket and he got robbed on the street. So then he had zero dollars in his pocket and heâs just so Well, wait such a cool dude.
[00:12:41] Jason: I want to share this story. So he got robbed He had a certain amount of money and then he negotiated with the thief to allow him to just have enough money so he could like do a train ride or get on the train. So he negotiated with the thief, like, and he was able toÂ
[00:12:56] Sarah: ââŠtake all of my money.â
[00:12:57] Jason: Yeah. âJust leave me this much and you can have the rest.â And they did that, like, heâs negotiating. This just like, heâs just a brilliant guy. And so he shared this idea with proof bombs and he was sharing how he had basically taught this to Alex Hormozi if youâve heard of Alex Hormozi or followed his stuff, Sharranâs kind of one of the mentors behind the content that Alex Hormozi shares.
[00:13:20] And Alex Hormozi used this proof bomb concept in his book launch that went amazingly well. And proof bombs are basically this idea of showing a visual testimonial that you can just see without having to watch the video which uses like a photo and bullet points and some data as evidence and stuff like this.
[00:13:39] So I trained my clients on how to create proof bombs, which we have in our pitch deck that Iâll pull up sometimes or that we use because it helps get an idea across very quickly using images basically. And so, we shared the idea of proof bombs. And the other, the third idea I shared on these calls was I coached clients on an offer doc because the question came up, âwell, what if I donât have a really effective website or I donât have a website yet? I need to wait until you guys help me with that before I can really sell effectively.â And then I shared with them whatâs more effective, even if you have a website or what we call offer documents. If you have conversations with us, we will share one of our offer documents with you at some point, because this gives you everything you need to know or understand about our offer, our program, or what you might be interested in. So we have offer documents for just about everything in our DoorGrow all our different programs our different one day things events stuff like this we have offer documents. So I shared, I coached clients on how to build out these offer documents real effective.
[00:14:44] And so those three elements alone will dramatically increase somebodyâs close rate, like significantly. So if you have any leads, deals, opportunities in the pipeline right now, and you would love to maybe double your close rate or double the deal count that youâre getting out of your existing lead flow, these, I think these three elements combined would easily do that.
[00:15:06] Itâd be significant. Yeah. Very significant. My close rate is just through the roof right now. And if you want to experience some of the sales magic and not even feel like youâre being sold to or sold on anything because nobody wants to be sold really, set up a call with our team and weâll help you grow.
[00:15:24] Weâll help you figure out if we can help you. So, thatâs basically what Iâve been up to lately. Is there anything else we should share?Â
[00:15:30] Sarah: I donât know if I told you this. On the scale call on Friday, Portia actually mentioned that they created offer docs and sheâs like, âthese work so well.â Sheâs like, âthese are so cool.â
[00:15:39] Sheâs like, âthis is such an awesome tool.â So, youâre not, you donât run that call, I run that call. So, I wanted to⊠yeah.Â
[00:15:47] Weâve got clients, super excited.Â
[00:15:49] Jason: Weâve got clients creating offer documents, proof bombs, and and using that new sales model and theyâre seeing results. So, just some of the latest stuff just to kind of open up the I donât know, the curtain a little bit and let you know what are some of the things that weâre helping people at DoorGrow accomplish and do. Always innovating, always learning and getting new ideas. So thatâs the advantage of having coaches and mentors, which we have, and we recommend you have. So if youâre interested in getting coach, it doesnât have to be us. Go get one.
[00:16:23] If you are interested in it being us, then you can check us out at DoorGrow. com. And until next time, to our mutual growth.Â
[00:16:31] Sarah: Oh, and check out our Facebook group.Â
[00:16:33] Jason: DoorGrow club. com Join our free facebook community. And thatâs it until next time, to our mutual growth. Bye everyone
[00:16:41] 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!Â
[00:17:08] 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 todayâs 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.
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