The Profitable Property Management Podcast

Today, I am talking with the man, the myth, the legend, Marcus Sheridan, AKA The Sales Lion.   This man is a content marketing machine. Marcus runs a content marketing firm that helps small businesses of all types develop inbound marketing strategies that actually move the needle and increase sales.   Marcus' roots are in the pool industry, where he went from close to failing during the 2008 recession to building the most trafficked swimming pool website in the world. His book, They Ask You Answer: A Revolutionary Approach to Inbound Sales, Content Marketing and Today's Digital Consumer, was released about a year ago and it has blown up since then. His book is a go-to resource for getting clarity around how to start and sustain a marketing machine that reliably generates new business over the long-haul. In our chat today, he shares exactly what you need to do to get started.

Today, I am interviewing Frank Klesitz, the CEO of Vyral Marketing. This is a company focused on helping professionals and small business owners increase referrals and sales using their existing – keyword 'existing', customer database.   Frank and his team know that your customer list is losing roughly 10% of its value every month through natural decay if you do nothing. Their video marketing strategy can turn those numbers around and help you get more juice out of what you already have instead of throwing marketing dollars at new leads. Today we're going to be talking all about database marketing, which is really content marketing pointed at a specific list of the contacts that you already have. Frank covers the fundamentals, shares his strategy to 10x your results, and even writes an engagement email on the spot for a property management firm.

Today I have the privilege of talking to a sales icon. A man who has dedicated himself to mastering his craft. First as a producer, then as a trainer, and now as a thought leader that is dedicated to helping sales professionals thrive.   Victor Antonio of the Sellinger Group has spent 20 years as a top-tier B2B sales exec. He's the guy Verizon, Citrix, and Sprint call when they need sales insight, and he's even cut his own Spike TV show.   Part strategist, part philosopher, part artist, and 100% hustler, I am incredibly excited to have an early influencer in my career on the podcast today. In our lively chat, Victor breaks down what he calls “Response Block Selling” which is one of the fastest ways to increase your close rate. Not only does he cover what it will and won’t do, but he also walks us through how to block the most common objections a salesperson faces. If you’re looking for actionable advice to help you close more deals, then this is the episode for you.

Today, on the Profitable Property Management Podcast, I have the distinct pleasure of hosting my friend and coach, Dan Tocchini.  Dan has been an executive trainer and coach for over 35 years and in those years, he has worked with sales leaders and managers of all kinds. In our chat, Dan breaks sales down to its core and cover everything you need to know to build an effective sales organization, from sales fundamentals to specific tactics your team can implement today. Regardless of what your sales team looks like today, or if you even have one yet, this is an episode you cannot miss.

Today, on the Profitable Property Management Podcast, I’m talking with Rob Coldwell, the President of Rentwell (formerly Your Local Leasing Company), which operates out of Broomall, PA. Rentwell is a sizeable player in 6 markets and their portfolio runs the gamut from single family homes to condos, to small and medium-sized apartment communities. In our chat, Rob shares how to build a team, develop your leadership skills, and deliver an effective pitch; everything you need to know to grow your portfolio into a scalable organization, from scratch.

Today, I'm talking with Bob Walters aka The Godfather of Property Management in Australia and New Zealand.   Bob was an early pioneer and jump started the professionalization of property management in Australia and New Zealand by founding and growing Leading Property Managers of Australia (LPMA) and Leading Property Managers of New Zealand (LPMNZ).   Over the years, Bob has personally consulted for over 300 management companies and trained more than 25,000 property management professionals, on top of building multiple rent rolls to thousands of doors.   But most importantly to me right now, this man is the MC at the upcoming 2018 PM Grow Summit that's going to be taking place in San Diego.   In our chat today, we're going to be talk about how property management entrepreneurs can accelerate rent roll growth by building a better sales process.  

Today, on the Profitable Property Management Podcast, I'm talking with Tara Bradbury, the director of the BDM Academy, a one-stop shop for coaching and training resources for property management business development managers. Within one calendar year, Tara has closed over 260 contracts working as the BDM for a property management company. In our chat, she shares everything you need to know about how to build an effective outbound prospecting system so you can drive similar results in your business. If you've thought about bringing on a BDM, but you're not sure where to begin, or you’ve already done that but aren’t getting the results you’re looking for, then this is the episode for you.

Today, I am talking with none other than Duke Dodson, owner of Dodson Property Management, which now manages over 4,000 units in the Richmond and Fredericksburg markets.   Duke is busy in the real estate market, beyond property management.  He's doing active development in everything from apartments to ice cream shops to co-working spaces.  He's a gifted hustler and one of the sharpest self-made guys in the industry whose appetite for winning was refined during his previous career as a professional poker player. In our chat, we're cover the specific strategies Duke has used to scale his company to where it is today. From lessons on the art of the pitch to how he structures compensation for his BDMs, this is an interview packed with actionable advice to help you scale your business. If you’re looking for strategies to help you break through a growth plateau, then this is the episode for you.

Today, I’m talking with Steve Rozenberg, the Owner, Co-Founder, and President at Empire Industries, a frustration free property management company created by investors for investors. Not only does Steve run a growing property management business but he is also a full-time airline pilot, regularly flying international routes. While many property managers with full-time jobs treat their PM business as a side-gig, that’s not the case with Steve as his business is rapidly growing. In our chat, we’re going to talk about Steve’s journey from 0 to 500 properties in under 4 years and dig into the specifics of how he has used BDMs to help him do that, all while holding down a job that sends him all over the world. If you’re looking for systems to help you grow a thriving property management business without taking up all your time, then this is the episode for you.

Today, we are recording the final episode in season one, which has been all about marketing. We've had a ton of big guests that have dissected property management marketing from pretty much every angle, but we haven't yet talked about probably the most important conversation, and that's the one about growth metrics. That's what we're talking about today, and we have two special guests to help: The first is Brad Larsen of RentWerx from San Antonio, Texas. He was a guest earlier in the season, and we're welcoming him back because not only is he a smart operator, he's actually growing in large part because he knows numbers. Our second guest is Daniel Craig, a long-time friend and now chief property coach at LeadSimple where he works with property management entrepreneurs to help bring clarity to their numbers and identify growth opportunities and uncover hidden profits. This episode is all about digging into the core growth levers that will help or hurt you regardless of what marketing strategy you put in place.