The Profitable Property Management Podcast

From Operations to Sales: Bob Hansen’s Playbook for Winning Deals

Nov 22, 2024

Bob Hansen, VP of Sales at VeriFast, brings over 20 years of experience in property management. He discusses his journey from operations to sales, emphasizing the importance of understanding customer needs. Hansen highlights key differences between selling multifamily and single-family properties and shares his top tips for thriving in sales. He also reveals insights into motivating sales teams and lessons learned from closing his toughest deal. A must-listen for aspiring sales professionals eager to refine their strategies!

42:55

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Episode guests

Bob Hansen

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Episode notes

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Quick takeaways

Bob Hansen emphasizes the importance of understanding client needs through active listening and insightful questioning to uncover their true pain points in sales.

The podcast highlights the distinct challenges in multifamily sales, necessitating persistence and a focus on long-term solutions amidst complex decision-making processes.

Deep dives

The Importance of Hustle and Networking in Sales

Success in sales often relies on the willingness to outwork competitors and step outside of comfort zones. A strong work ethic, combined with honest communication and transparency, is essential for building trust with clients. Networking plays a crucial role, as regular outreach and engagement with others can foster valuable relationships that benefit one’s career. Establishing genuine connections, rather than reaching out only when in need, cultivates a supportive professional network.

Intro

3min

Mastering Sales Strategies

5min

Navigating Multifamily Sales Dynamics

4min

Examining Air Filter Practices in Multifamily vs Commercial Properties

2min

Navigating Sales Growth and Team Dynamics

14min

Innovative Tenant Screening Solutions

11min

Lessons in Sales and the Servant-Leader Mindset

3min

Welcome Closers! Jordan’s back with another episode of the Profitable Property Management Podcast. Join him & Bob Hansen, VP of Sales at VeriFast as they dive into a variety of topics, including **Bob’s transition from operations to sales, dealing with ‘false pains’ in the sales process, and the differences between selling to single-family vs. multi-family properties. Plus, Bob shares his top tips for becoming a top-tier salesperson, how to motivate your sales team, and the story behind closing his toughest deal yet!**

“What is the noise you're hearing about me?” - Bob’s advice for a new salespeople. Ask leaders about your personal brand. Tune in to find out more!

Quick Links:

Bob Hansen, VP Sales at VeriFast: https://www.linkedin.com/in/hansenbob/

📘 Newsletter: https://muela.ck.page/profile

🌐 Website: https://www.profitablepropertymanagement.com

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