As property managers, you know how important communication is. Building solid relationships and creating trust is crucial in the industry, especially when trying to bring on new clients and doors.
In this episode of the Property Management Growth Show, property management growth expert Jason Hull sits down with Sam Wakefield from Close it Now to talk about how you can level up your sales game to close more deals at a higher price point.
You’ll Learn
[00:54] Vendor and Property Manager Relationships
[09:43] Why You Attract Cheapo Clients
[15:33] Building Trust in Sales
[21:14] Shifting Perception: Itâs Not A, Itâs B
[27:43] Learning to Improve Your Sales at DoorGrow Live 2025
Quotables
“Truly all that sells is just communication.”
“The second you start to develop a trend in your life, look internally because you are attracting exactly who you are.”
“If we don’t build the right culture, it’s on us as a business owner.”
“As business owners, we want to not give up big chunks of our life for just money. We want to be able to have something scalable.”
Resources
Transcript
[00:00:00] Sam: A lot of times property management companies think all the companies are the same, so theyâre looking for maybe cheaper, whoeverâs cheapest, a cheaper price.
[00:00:07] Sam: But then what they get is a company that doesnât communicate and doesnât show up when they say theyâre going to, and itâs really the old adage, you get what you pay for.Â
[00:00:14] Jason: All right. I am trying a new platform today. This is Jason Hull and I am a property management growth expert. If youâre not familiar with me, I help grow and scale property management companies and I am really good at that. And so our companyâs DoorGrow and we are the world leaders of growing and scaling property management businesses.
[00:00:35] Jason: Iâve helped thousands of property managers do that. And today my guest is Sam Wakefield. Hanging out here with Sam. Sam, welcome to the show.Â
[00:00:44] Sam: Thanks for having me on, man. Iâm glad to be here.Â
[00:00:46] Jason: Hey, good to have you. So, Iâm really excited to get into this. We had some really nice dialogue back and forth. You coach.
[00:00:54] Jason: Well, Iâll let you tell. What group, category of people do you coach and you help with them with sales and closing more deals, so.Â
[00:01:01] Sam: Yeah, absolutely. Yeah. So we do sales training and basically sales systems, whole operation systems within companies, but mostly sales focused for home services. So everything from HVAC, plumbing, electrical, and then even outside of that. Garage doors, or you name it. If someone improves a home, then we help the communication side of all of those companies.Â
[00:01:27] Jason: Got it. So in my industry, property management people would call those vendors. Thatâs usually what they call them. Theyâre like, âthese are the vendors.â And so we thought it was fun. I went on your podcast, we had this really fun dialogue.
[00:01:39] Jason: I highly recommend you go check out Samâs episode with Jason Hull and go check that out. We were going back and forth because we had done a survey each to our audiences, like whatâs frustrating about HVAC companies and whatâs frustrating about property management companies. Right. And just seeing the disconnect that existed there.
[00:01:56] Jason: Which was interesting. So, before we get into this, I want to read a quick message from our sponsor. This episodeâs sponsored by KRS SmartBooks. Do you have properties manage, and zero time for bookkeeping headaches? KRS SmartBooks is your secret weapon. They specialize in finances for busy property managers like you, with 15 plus years of real estate knowhow and skills in AppFolio, Yardi, and more imagine monthly reports magically appearing, and zero accounting stress. Sound good? Head to krsbooks.com to book your free discovery call, integrity, quality, and a dash of bookkeeping brilliance, thatâs KRS SmartBooks, and thatâs K as in Kansas, R as in Rogers, S as in Sam. Sam. All right, so cool. Now letâs get into this.
[00:02:45] Jason: So weâre going to talk about closing deals, but why donât you give us my audience a little bit of background. How did you get into sales and then starting your own company, helping people with sales, and like, howâd you how did Close it Now come to be?Â
[00:03:00] Sam: Yeah, for sure. Thanks for that question. So, Iâve spent almost 20 years now in home services.
[00:03:05] Sam: Most of my time has been in HVAC. Iâve done solar. Iâve done a lot of different trades over the years and, you know, so I launched the Close it Now company in 2019 because I really just recognized a place where there was not a lot of modern training because truly all that sells is just communication.
[00:03:26] Sam: You know, itâs how do we communicate clearer and in a way where we can educate so somebody can understand, one, what weâre talking about, and two, why they should care and how itâs going to make a difference in their life. So at the essence of that, so I was looking for some more modern training for my people at my company that I had at the time, and I didnât find anything out there.
[00:03:48] Sam: So I just said, well, now we have a space for, you know, I have communication skills. I can train people. So thatâs when I launched the company in 2019 and so much of my career built up to that point of, and specifically how it affects here and why Iâm here today. You know, Iâve worked with so many property management companies and individuals across 20 years of doing this. Yeah. So Iâve definitely learned a lot of best practices and a lot of the things not to do, you know? Got it. I all own my mistakes as well as, you know, coming across maybe property managers that I wouldnât work with again. Right. Yeah. So from all of that experience, you know, I started the training company, so I work with those home service companies to communicate better.
[00:04:33] Sam: You know, a lot of it is, you know, of course, working directly with homeowners. But also thereâs a huge portion of all of those companies that, you know, rely on it and need property management companies to, you know, really help them stay in business and in turn they can turn around and, you know, help those property management companies to efficiently take care of properties.
[00:04:58] Sam: But thereâs always seems to be this kind of struggle of, you know, that back and forth. So thatâs obviously why weâre here today is a big part of that. But thatâs some of my history. Iâve been doing it 20 years. I started Close it Now six years or in, coming up on⊠yeah, April this year, next month is six years anniversary.
[00:05:16] Sam: Nice. Of the company. And itâs been a fun ride and weâve definitely helped lots and lots of organizations to you know, to grow in a way.Â
[00:05:24] Jason: Youâre helping them close it now. All right. Yeah. Got it. All right. So youâre just, youâre helping these vendors close more deals, right?
[00:05:31] Jason: So, property managers, I think would love to hear. Youâre on the other side of this relationship between property managers and vendors. What have you seen and whatâs the general feedback that youâre noticing of the property management industry? Whatâs kind of the vendorâs perspective?
[00:05:46] Jason: Because I know property managers, they get frustrated with vendors, right? Theyâre like, âoh, the vendors like say you need something when you donât and like they donât like, itâs difficult to reach them or this or whatever.â Right. What are some of the complaints and gripes about property management companies?
[00:06:03] Sam: Yeah. Complaints and gripes about property management companies. One of the big ones is, a lot of it is kind of the same thing is lack of communication. Okay. Thatâs always one of the biggest complaints that comes up is, you know, we will get, you know, say someone, a property manager will call in for us to go evaluate a property.
[00:06:21] Sam: Weâll take an air conditioning issue or something like that, so weâll show up and then weâre trying to call ahead. Thereâs no clear information was given on who to call ahead to. Then we show up to the appointment, maybe the tenantâs there, maybe not. A lot of times theyâre not there.
[00:06:36] Sam: Okay. Then we can get ahold of the property manager to even get in the place. So now weâre like dancing around in the circle of, okay, who do we contact? You get frustrated, move on to the next call, then the property manager calls and âWell, whyâd you leave? Somebody was there.â
[00:06:50] Sam: Well, nobody was there. And so all of this just seems to happen very often.
[00:06:55] Sam: Too often. Yeah. So it creates a stereotype. When the stereotype is created, that means of course thereâs a reason for it. Yeah. And so this is one of the big ones is the lack of communication. And I know that Iâve heard that the other direction as well. But so thatâs one of the things I hear the most.
[00:07:11] Jason: Yeah. Got it. Yeah, so Iâm sure when a vendor finds a property manager that does communicate effectively that thereâs clarity in that communication happening, and theyâve got good systems in place. The tenantâs there, the tenant understands whatâs going on. Everybodyâs informed. Then those can be really great relationships to have.
[00:07:34] Sam: Absolutely. Yeah. Those are, you know, the last the last organization I was at, I was with them, I was a sales manager and trainer for six years there. And I went through about 18 different property management companies to find two to three that were worth working with. Wow. And that was, you know, just sadly. We were always open to when a property management company came to us and weâre like, âHey, we, you know, we need you to do some work. Weâre looking for a new vendor.â Weâre like, âsure. Absolutely. Weâll try you out as well as youâre trying us out.â Right. But sadly, you know, the two or three that we did find great relationships with. They were fantastic relationships because yeah, we, you know, part of my ethics is our team was like, we will show up on time no matter what.
[00:08:19] Sam: Right? We always do what we say. We will never, you know, recommend something thatâs not verifiable from our, you know, from our testing. Weâre not going to just guess at this because weâre not guessing with anybodyâs, you know? Yeah. Investment. And at the same time when we, you know, say weâre going to do the work, we do the work, and we show up to do the work, we say weâre going to.
[00:08:43] Sam: So that was my ethics statement I always led with. And then basically I would ask the property management company, can I expect the same thing from you guys? Right? And sure enough, the second that we met in the middle and said, yes, this is how we want to do business, those relationships were always the very best ones because sure, were we a few more dollars than the other contractor down the street? Sure. Yes. But we showed up when we said we were going to and we did the right work right the first time. And so, right. Thatâs a big part of that disconnect, I think, is it seems like so many you know, a lot of times property management companies think all the companies are the same, so theyâre looking for maybe cheaper, whoeverâs cheapest, a cheaper price.
[00:09:22] Sam: But then what they get is a company that doesnât communicate and doesnât show up when they say theyâre going to, and. Itâs really the old adage, you get what you pay for.Â
[00:09:30] Jason: You know, property managers have the same sort of problem is that a lot of people that are looking for a property manager are just looking for the cheapest price.
[00:09:38] Jason: And they hate that. Theyâre like, âweâre not all the same.â Right. So I, yeah, I think itâs really important. I think this is dictated by the morals, the ethics, and the values of the business owner. Itâs always a top down thing. And so if the business owner is a cheapo, they attract cheapo clients and they deal with vendors through this cheapo lens, and this is where thereâs going to be a lot of mess and a lot of communication issues, and a lot of times the business owner, and this goes for any business and any industry, has a blind spot to the fact that theyâre cheap. But theyâre, you know, youâre a cheapo if youâre the person thatâs always looking for the stupid coupon code every time you buy everything online, youâre always like hunting for that like. I donât have time to do that.
[00:10:21] Jason: Like thatâs a massive waste of my time to go find, save 10% on some stupid a hundred dollars thing online, right? Right. Like, Ooh, Iâm searching around. Right. Oh, I saved $10 even though I could have made a hundred thousand dollars. Like if I just like built something awesome, right? So I think thereâs a mindset issue is that these property managers or vendor business owners are not valuing their time enough.
[00:10:45] Jason: If you value your time, you value other peopleâs time. You then show up on time. You then like try to make sure, like your schedule is tight, you want to make sure your schedule is full. Like you, because you value your time and you feel that itâs important. And if you really value your time enough as a person, you get things like assistance.
[00:11:03] Jason: You get team members, like you get support because your time is so valuable that you want to go buy other peopleâs time because itâs less valuable than your time. Right, and this is how we scale our businesses over time is we are buying other peopleâs time that are like theyâre willing to trade and give up their life chunks of their life for money.
[00:11:24] Jason: And as business owners, we want to not give up big chunks of our life for just money. We want to be able to have something scalable. And so I think thereâs a mindset thing that we have to not be cheap. We have to operate with integrity, and then our team members need to have these values instilled in them, and if we donât build the right culture, itâs on us as a business owner.
[00:11:45] Jason: And if we donât build the right culture, we then donât have longevity in our business. We donât get return business, we donât get return clients. We donât get to have that really good vendor to continue to work with. We donât get to have that property owner continue to want to work with us, right?
[00:12:00] Jason: Because we have showcased that we are not on top of things, or that we donât have the right values or that we donât have healthy mindset. And so I feel like. At the foundation of everything. It always comes back to mindset. A lot of timesÂ
[00:12:13] Sam: I a hundred percent agree with that. It, you know, itâs funny that youâre kind of started this conversation going down this path.
[00:12:19] Sam: This is something thatâs been a very basically a soapbox for me, a big hot button. Yeah. You know, when Iâm coachingâŠ
[00:12:26] Sam: jump on that soapbox, Sam. Letâs go.Â
[00:12:27] Sam: Yeah. When Iâm coaching and training people lately, especially at this last week especially⊠yeah. You know, Iâm training people with sales and that type of focus, and they, of course, people always come to me, âHey, how do I overcome these sales objections?â
[00:12:43] Sam: You know, somebody says, âI want to get three bids, or somebody says, your price is too high, I want to shop around, or I need to think about it.â Yeah. And instead of just going straight to, âwell, hereâs the word track and how to handle these objections.â Yeah. We always start with: anytime that you find a trend in your life,
[00:13:00] Sam: so if youâre getting the same consistent objection, say somebodyâs getting every single time they get to the end of their appointment and the homeowner or whoever theyâre talking to says, âI want to think about it.â Itâs like the second you start to develop a trend in your life, look internally because you are attracting exactly who you are.
[00:13:17] Sam: I would be willing to bet that person does the same thing when they shop. So then no wonder youâre getting every single one of your clients is telling you, âI want to think about it.â Or if when you shop, do you ask for say, âoh, Iâve got to get some three bids on this thing. I got to look around.â Yeah. Well, no wonder the people youâre selling to always have to get three bids because we attract who we are. Yeah. And it starts right here in the mind. And itâs incredible how that works.Â
[00:13:43] Jason: Yeah. because if weâre anxious, if we have that energetic sort of anxiety of that, like things are, itâs expensive, and we go into that trying to sell it to somebody. Then they can feel that and we present it differently. And so weâre like, âhereâs the price.â And like, yeah, and itâs worth it. And they can just, thereâs so many little subtle clues they pick up on that, Hey, this seems a little high. And because sometimes like if youâre presenting to somebody and theyâre not what I call a cheapo, thereâs three types of buyers, cheapos, normals, and premiums I call them.
[00:14:16] Jason: And normals are like, you typically like 60%. Theyâre like the majority, 61%. The smallest group are usually the premium buyers, supposedly. But the idea is this: if youâre a premium buyer and I present a price and Iâm not even going to like flinch telling you about it, Iâm like, âyeah, weâve got this and this is what it costs and this,â and theyâre going to go, âoh, this person feels really confident.â
[00:14:36] Jason: And itâs just energetically how we present it. Thereâs no like, âHey, Iâm trying to prep you for this price, you know, reveal because itâs going to hurt a little bit.â Right. Or if they just have the confidence and they know theyâre expensive, they might even just say, âHey, weâre one of the most expensive, but weâre also one of the best. Let me tell you about your options.â Right? So maybe they start with a pre-frame like that, but either way, they have this confidence that they know they have value and that itâs worth it, and then they present it like that, then people would go, oh, okay, but if you have that anxiety deep down related to price and you know, youâre this person if youâre always looking for the coupon code or the discount code or youâre trying to find the cheapest way to do something, then youâve got a bit of that going on.
[00:15:21] Jason: Because thatâs your identity. And so Iâve noticed this. Like in order to get people to be better salespeople, I canât just give them tactics. I have to give them identity. And so, and this is why my greatest sales hack, I call the Golden Bridge Formula. Itâs like itâs the most authentic way to sell, which is your personal why connected to the business why connected to the prospectâs why. Because we always trust motives. And the default assumption in sales, if I donât know your motive and youâre trying to sell to me, is you want my money.
[00:15:54] Sam: Right.Â
[00:15:54] Jason: And if I think thatâs your only motive is you want my money and youâre willing to do whatever it takes to get that, then youâre probably maybe even willing to be unethical in order to get that might be the assumption.
[00:16:05] Jason: Right? So thatâs kind of the default assumption in sales. And so to correct that, if I tell somebody, âHey. Iâm Jason Hull. My personal why is to inspire others to love true principles. And so what that means is I love sharing what works and learning what works and teaching to others. I would do that for free, for fun, and so I created DoorGrow and our why at DoorGrow is to transform property management business owners and their businesses.
[00:16:27] Jason: And so if our whole belief system is around helping people transform their businesses. So that allows me to basically feed my addiction to learning, coaches, masterminds, books, whatever, and turn around and be able to share whatâs working with others. And thatâs just fun for me. So I have a business that basically fulfills my lifestyle and allows me to have fun and do what I want to do.
[00:16:51] Jason: And you, Mr. Property management, business owner, who Iâm maybe selling to, want to grow your business. And so our interests are in alignment. My business is the bridge that connects your why to my why. We both get what we want. Itâs the ultimate win-win, right? Everybody wins. And so Iâve been able to take really terrible salespeople that are really bad at selling, and I just get them clear on their own identity.
[00:17:14] Jason: Mm-hmm. Who they are, why they do what they do, and have them relate that to people and then people trust them. And sales and deals happened at the speed of trust.Â
[00:17:22] Sam: Oh my gosh, I love this so much. Itâs insanely powerful too when Iâm teaching people how to do just introductions, you know? A super quick formula too for the property managers out there that are listening to that, even if youâre property manager, you have to get good at sales.
[00:17:38] Sam: Yeah, you have to be good at communication to be able to bring more doors into your portfolio. And so the way you know, a really easy formula for those homeowners when youâre having that conversation, first of all, theyâve got to know who theyâre talking to. Yeah. You know, this belief, identity, you know, matrix that I actually I love to call, I just did a keynote.
[00:17:59] Sam: Itâs funny for everybody listening. Itâs almost like Jason and I have read each otherâs notes, but we havenât. Just did a keynote, well thatâs maybe a month ago in Minnesota, that the entire talk was your thoughts, create your belief about yourself, your totally belief about yourself creates your identity, and then your identity creates your outcomes.
[00:18:16] Sam: Yeah. And, but we have to go back and start with those thoughts. And so, but a simple, easy formula for property managers out there having this conversation is first of all, start asking permission for things. Yes. We canât just tell, right? If we can ask it as a question, ask it as a question.
[00:18:36] Sam: So ask permission, like, âHey, before we get started, do you mind if I take a quick minute and just introduce you to our company and myself.âÂ
[00:18:44] Sam: yeah.Â
[00:18:45] Sam: And so first of all, anytime a conversation starts, thereâs always this period of icebreaking, right? Yeah. Anytime anything new is introduced in anyoneâs environment, thereâs always stiffness until that moment of rapport happens and we relax a little bit.
[00:19:00] Sam: Yeah. So taking a couple of minutes to just. âHey, before we get started, do you mind if I introduce the company and a little bit about myself? Would that be all right?â Yes. So permission to it and then just take a few minutes because I mean, so many times weâll go through this crazy presentation and then weâre asking somebody to buy from us and they donât even know who we are.
[00:19:21] Sam: We never took the time to even introduce ourselves. Right.Â
[00:19:24] Jason: Yeah.Â
[00:19:24] Sam: Or they donât know thing about the company.Â
[00:19:25] Jason: Trying to immediately shove the product or service down their throat.Â
[00:19:28] Sam: Yeah. No wonder they need to think about it. They donât even know who you are. And so we introduce that first.
[00:19:34] Sam: Itâs huge. And to just getting into the things. So thatâs the flow. Itâs like, okay, now that you know a little bit about us, tell us a little bit about you. What are you looking for? Right. So then you start that discovery process, and Iâm sure you trained this but the discovery process is everything.
[00:19:51] Sam: We have to understand the motive behind why they want to do things. Somebody just says, âHey, Iâm looking for a property manager.â Okay, great. Thatâs one thing. âWhy do you would need a property manager? What are you trying to solve? What do we want to accomplish by having a property manager for your property?â
[00:20:09] Sam: So we find out, what are the pain points? What are the issues that theyâre wanting to overcome? And then from there, we can create a, you know, craft a conversation around it. But until we know that, weâre just stabbing in the dark and just guessing it. Yeah. Well, hopefully this will work.Â
[00:20:23] Jason: Right. Yeah. If we just jump right to offering solutions when we donât even ask what they need itâs not very effective.
[00:20:30] Jason: And then theyâre going to have a ton of objections.Â
[00:20:32] Sam: Yeah. Yeah. Absolutely. But yeah, thatâs the some of the complaints we have are the communication and the other one is just not responding once we find solutions, then give them to the property manager.
[00:20:45] Sam: And then itâs like ghosting for who knows how long until finally somebody gets back. And so thatâs the other side of the communication is not getting resolution once we actually, you know, we can do this work, but weâre not going to sit around here all day to wait to get it approved. We have other appointments.
[00:21:02] Sam: So do we want to reschedule?Â
[00:21:03] Jason: Itâs treating the vendor like theyâre high value, theyâre going to treat you like youâre high value and theyâre going to prioritize you. And so it really is a mutual respect relationship that needs to be built. So, Sam, I also want to bring up to our audience, you are going to be coming
[00:21:19] Jason: to speak at DoorGrow Live. Yeah. And youâre going to be teaching some really cool stuff. Could you just touch on real quick what youâre going to be sharing at this because I wanted to come bring you to expose my clients and my audience to what youâre going to be sharing and maybe you can get some people pumped up for DoorGrow Live, so.
[00:21:38] Sam: Absolutely. Yeah. So thank you for the invite as well. Iâm super excited to be speaking for DoorGorw Live. Itâs my passion, in fact to be able to help people in their daily lives, especially in conversations like this, to make it easy. I am such a firm believer that sales should be easy. If itâs not easy, weâre overcomplicating it. And so what weâre going to be talking about at the event is Iâm going to give some really simple keys to better communication so people actually not only listen, but they understand what youâre saying and, more importantly, why should they care?
[00:22:18] Sam: So weâre going to talk about something called, the benefit lens. Weâre going to talk about some easy word substitutions. Weâre not going to be learning scripts or anything. Weâre going to be, weâre going to show any really easy ways to get immediate buy-in to what our conversation is. Nice. And how to recruit people to be raving fans and be on board.
[00:22:38] Sam: And how to ask and get referrals because thatâs huge inâŠÂ
[00:22:44] Sam: absolutely.Â
[00:22:44] Sam: âŠsomething like a property management. If every third door you added also added another one from a referral, what would that do to your business? Yeah, absolutely. So not just asking for referrals, but actually asking in a way where actually get them.
[00:22:57] Jason: Right. Yeah. If youâre getting enough referrals, one, because you have a good reputation, youâre doing a good job, but also because you have an intention and youâre asking appropriately, you create this kind of virus of growth in your business where itâs multiplying.
[00:23:13] Jason: Every client becomes more clients.Â
[00:23:16] Sam: Yep. Absolutely. In fact, we can do a quick little as an example of some of the things weâre going to cover. Are you open to doing a quick little role play with me onâŠÂ
[00:23:24] Sam: all right. Letâs do it.Â
[00:23:25] Sam: Some of the conversation here. Yeah. I love role play.Â
[00:23:28] Sam: Letâs have fun.Â
[00:23:29] Sam: Yeah, for sure.
[00:23:30] Sam: So Iâm property manager. So before we do, give me a quick little context of what is a premium price property manager and what is like a middle range property manager. And so Iâll know what Iâm working with here.
[00:23:44] Jason: Oh yeah. Usually our clients have three different price points for that reason. So, perfect. But letâs say like, real typical in the marketplace is 10% is pretty normal. Okay? And this is not what we recommend. because our clients close more deals more easily at a higher price point.
[00:23:59] Jason: So we have some special pricing models, but letâs say 10%. Premium, maybe 12%, and the lower would maybe be like 8%.Â
[00:24:08] Sam: Got it. Got it. Perfect. Alright, so Iâm the project manager. So Iâm going to be a premium 12%. Yeah. So what weâre going to do in this conversation, Iâm going to ask for the business and youâre going to give me a little bit of a price flinch with, âwell, the other guy was only 10%.â
[00:24:23] Sam: Okay. And so weâll show a quick, easy way to handle that. All right. In a way that will make sense for everybody. So, alright, Jason, so, sounds like everything that youâve talked about, can you see how all the things we do will take care of the concerns that you have?
[00:24:38] Sam: Yeah, absolutely. Sounds great.Â
[00:24:40] Sam: Awesome. Perfect. So the next steps to get moving is you know, so weâre just 12% of the monthly as for us to be able to take care of all of that. And this will just need a quick authorization on this form here and we can get started right away.Â
[00:24:55] Jason: Ooh, okay. Well, I was expecting, you know, I talked to a company down the street, they were like 10%, which seems to be a bit more normal.
[00:25:04] Jason: I donât know.Â
[00:25:04] Sam: More normal?Â
[00:25:07] Jason: Iâve talked to a couple companies and a lot of them all do it at 10%. Could, like, is it possible you could do it at 10%?Â
[00:25:13] Sam: Oh, gotcha. So listen, I mean, so we were just 12%, but listen, weâre not 2% higher or 2% more expensive. Weâre 2% better. Can I explain to you why that is?
[00:25:25] Jason: Sure.Â
[00:25:26] Sam: Absolutely.Â
[00:25:27] Sam: So at that point, as a great company, youâre going to have a hit list of all of the reasons why youâre better than everybody else, and what makes you that premium company. I like it. So the minute we get that permission question in of, âHey, weâre not 2% more expensive, weâre 2% higher, weâre 2% better.â
[00:25:43] Sam: Then the permission question is, âcan I show you why, or can I show you how?â And they say âYes.â Then weâre going to, âokay, so what we do, itâsâŠâ never talk bad about the competition. Sure. But itâs always with that perspective. âSo what we do is this, and what we do is this, and what we do is this. Weâre always going to have the availability to be in contact, you know, 24/7 or you know, whatever all of the benefits is.
[00:26:10] Sam: Weâre going through this huge benefit list. Yeah. And then when, once we, and it works like magic, once you get to about 10 or 12 things, especially when you know, those first 10 or 12 things are things the other companies donât do. Yeah. So many times that person will go, âyou know what? Youâre right. You know what? Youâre right. Letâs just go ahead and do it.â Yeah.Â
[00:26:31] Jason: I mean, you go through those things you say, âso does that make sense why maybe weâre 2% better?â And theyâre going to be like, âyeah.âÂ
[00:26:38] Jason: Youâve got agreement.Â
[00:26:39] Sam: Cool. Absolutely. And the other thing to do in this conversation, and this is really powerful too, so, you know, weâll take you know, whatâs a, whatâs the average rent that weâd be taking that percentage off of?
[00:26:50] Jason: Letâs say 2000 bucks.Â
[00:26:51] Sam: So 2000 bucks. Thatâs what I was going to use. âSo weâre talking about 2% difference. So weâre looking at $40 a month or $10 a week. Is it worth it to you for $10 a week to potentially fight the headache of, you know, your property management company not responding when you need them to respond, your tenants being really unhappy, the tenants turning over and over, for, I mean, $10 a week. Is it worth it to you for that?âÂ
[00:27:22] Jason: Yeah.Â
[00:27:23] Sam: So if, I mean, if youâre willing to roll the dice and take that chance, then of course you could do what you want. But if you want it done right and done once, so youâre headache free and youâre not going to have to, because the reason you hire a property manager is to be hands off.
[00:27:35] Sam: Right? Yeah. Perfect. Thatâs why what, thatâs what sets us apart. Next to any of the other companies around.Â
[00:27:43] Jason: Got it. So hypothetical property manager, Sam here, like believes. You can tell by listening to him, he believes in what he is selling. He believes heâs worth that 12%. He believes heâs worth that value, and I love that reframe.
[00:27:58] Jason: One of the NLP hacks I teach clients is, itâs not a, itâs b, and heâs like, âitâs not that weâre expensive or higher price, itâs that weâre 2% better.â And so youâre saying this is how you are looking at it. Hereâs how I want you to look at it. And thatâs a really cool correction. I love that right there.
[00:28:16] Jason: Very powerful.Â
[00:28:17] Sam: The other part of that too is when you take, weâre not talking about the total monthly, you know, weâre talking about whatâs 12% or 10%? Weâre talking about 2% difference. Yeah. Is it worth it to you for a 2% difference to take the chance on having to deal with this, having to manage your own projects, having the headache, having the you know, the angry tenants or we donât have that problem.
[00:28:42] Sam: And hereâs proof: review, testimony. Other people in the area, for people that use us just like you guys.Â
[00:28:49] Jason: Yeah. Awesome. Perfect. And youâre going to share some really cool stuff I know at DoorGrow Live. Iâm excited, man. Me too.Â
[00:28:56] Sam: Letâs just tip of the iceberg.
[00:28:57] Jason: For a salesman to be able to like build a coaching business, teaching sales like these are the best in the world at sales, and so Iâm really excited to have you come. Iâve sold millions and millions of dollars of stuff. I love, Iâm always learning more about sales, like this is something you can always continually learn more, so I love that little reframe.
[00:29:17] Jason: Thatâs a good one. Iâm excited to hear what else you have to share. This is going to be really awesome. And if youâre interested, go to doorgrowlive.com and get your tickets. Get your tickets. Our theme this year is innovating the future of property management, and we are bringing future ideas.
[00:29:32] Jason: Iâm going to be going over hybrid pricing, a new pricing model for property managers. This is the future. Weâre going to be sharing our DoorGrow hiring system. This is the future of how youâre going to need to do hiring, so youâre not making mistakes with hires, weâre helping a lot of people replace their entire team.
[00:29:48] Jason: So anyway, DoorGrow Live is going to be really freaking cool. So, yeah, and itâs a holistic conference as well. Weâre bringing people from outside the industry, people that are related to different things. Iâve got a biohacking expert. Weâve got different things just to optimize your life as an entrepreneur and to make you better at what you do.
[00:30:05] Jason: So this is going to be really cool. So, well, Sam anything else we should touch on?Â
[00:30:10] Sam: You know, thereâs so much we could cover.Â
[00:30:12] Jason: Thereâs a lot. Weâll save it for DoorGrow Live. How can people that, if theyâre listening, theyâre like, Iâm a vendor, or Iâve got this, or I could really use Samâs help.
[00:30:21] Jason: How can they get ahold of you?Â
[00:30:23] Sam: Yeah, absolutely. They can go to, of course the website is closeitnow.net. Thatâs NET so closeitnow.net. They can email me directly, sam@closeitnow.net. On an Instagram at @therealcloseitnow. Okay. Or basically search Close it Now anywhere and I pop up all over the place.
[00:30:44] Sam: All right. Iâm kind of everywhere on social media and on the Googles at this point. All right.Â
[00:30:50] Jason: All right, well weâre going to close this show now, so appreciate you coming on, Sam. Itâs been great having you. And for those that are watching, listening, if you could use some help from DoorGrow reach out to us.
[00:31:00] Jason: You can check us out at doorgrow.com. We are the world leaders at coaching and scaling property management companies. And so if you are dealing with operational challenges, team challenges, hiring challenges, or you just donât know the right strategies for adding doors or business development, we can help you with all of that.
[00:31:18] Jason: So reach out to us, check us out at doorgrow.com and until next time, to our mutual growth. Bye everyone.Â
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