Property Management Growth with DoorGrow

At DoorGrow, we aim to expand the property management industry and help the best property management entrepreneurs win. We love gathering new strategies and ideas to help savvy property managers grow their businesses. In this episode, property management growth expert Jason Hull interviews Tommy Chambers from Chambers Theory about the secret to his success. You'll Learn… [02:08] The Secret Power of Trust Equity for Improving Churn Rate [08:59] Keeping on Clients… Even When they Don't Really Need You Anymore [15:09] Benefitting Homeowners and Investors with Ongoing Management [21:02] Why Recognizing Your Team Matters [26:07] Systems Every Business Should Have [31:23] The Importance of Establishing Company Culture Tweetables "It's not just about growth. It's also about keeping the ones you have and the clients you have satisfied. So our strategy has been to take care of our people." "If your churn rate is high, that means you then have to replace all the doors you are losing every single month. If you're replacing every door that you're losing constantly, then you have stagnation." "It's far easier to keep a client than to go acquire new ones... and far cheaper." "Hiring is hard. One of the hardest transitions I see entrepreneurs go through is solopreneur to having a team." Resources DoorGrow and Scale Mastermind DoorGrow Academy DoorGrow on YouTube DoorGrowClub DoorGrowLive TalkRoute Referral Link Transcript [00:00:00] Tommy: We said, "Hey, your services don't have to stop when you come back to live in your own home. We can still be your property manager even if we're not collecting rent. [00:00:08] Jason: All right. Welcome, DoorGrow Hackers to the #DoorGrowShow. 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 you're open to doing things a bit differently. Then you are a DoorGrow Hacker. DoorGrow Hackers love the opportunities, daily variety, unique challenges, and freedom that property management brings. Many in real estate think you're crazy for doing it. You think they're crazy for not because you realize that property management is the ultimate, high-trust gateway to real estate deals, relationships, and residual income. [00:00:46] 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 the perception, expand the market, and help the best property management entrepreneurs win. I'm your host property management growth expert, Jason Hull, the founder and CEO of DoorGrow. Now let's get into the show. [00:01:11] Welcome to the #DoorGrowShow. [00:01:13] Tommy: Yeah, thanks for having me. It's a pleasure to be on. [00:01:15] Jason: Yeah. Glad to have you. So you've been doing property management for how long? [00:01:20] Tommy: 21 years now. [00:01:22] Jason: And how long ago did you start your business? [00:01:25] Tommy: We started Chambers Theory in 2018. This was on the heels of my former company selling to a bigger broker and saw the opportunity to start fresh and bring my theory to the market of what property management should and could look like. [00:01:42] Jason: Cool. Well, welcome to the show. So you guys reached out and wanted to be on the show, I guess you had been listening to the podcast for a while. We've never worked together, right? [00:01:52] Tommy: Not yet. [00:01:52] Jason: Not yet. Not yet. Right. So cool. Well, I'd love to hear how many doors do you guys have right now. [00:01:58] Tommy: 717. [00:02:01] Jason: All right. That's a nice number since 2018. So what's your biggest strategy to add doors? How have you grown the business so far? [00:02:08] Tommy: You know, there's a lot of different ways we've approached that. There's a growth strategy just from organic growth. All of those doors have been organic growth. Of course, we look at acquisitions as well. And then, there's also the client retention. It's not just about growth. It's also about keeping the ones you have and the clients you have satisfied. So our strategy has been to take care of our people, use and try new tech, be early adapters with some new tech, and when we take care of our people and lean into some cool new products and leading-edge technology, the word gets out and when we're effective and take care of our people, people like to follow that. Clients like to follow companies where they have consistency of people they're dealing with and especially if they're happy with their jobs, it really works out well. [00:02:55] Jason: I love what you said. One of the big things that a lot of businesses fail to look at is churn, you know, and retention. And your churn ratio or churn rate is basically the number of clients you had at the beginning of the month. And then, you divide that by the number of clients you have at the end of the month, basically is how you calculate churn. And so if your churn rate is high, that means you then have to replace all the doors you are losing every single month, if you're replacing every door that you're losing constantly, then you have stagnation, and a lot of business owners try to increase growth, increase lead then, and they don't focus on churn at all or retention at all. And they wonder why they're not making any progress. And it's kind of like trying to run uphill while somebody's pulling you backwards. So what are some things you've done to kind of decrease the churn rate and prevent clients from leaving? And one of the clients that tends to leave the most are accidental investors. Do you avoid those or are you good at convincing them to stay longer? [00:03:56] Tommy: I love the analogy too. We actually use the analogy of pushing a rope uphill is when you have a high churn rate. Just doesn't make a lot of sense in that it takes a lot of energy to both reintroduce a new client to what your program's like and set expectations and agreements on that, but also to find them, so keeping the ones we have and keeping the ones we have happy is critical for us. And we actually have a high churn, natural high churn type of client base. A lot of our clients are military and US foreign service, which means typically we know when they sign on with us, they're gonna be back to their house in three years, which makes a really interesting... Mm, I'll call it calling or genre of residential property management. When you know your client's gonna be back in three years. You know, you have to plan for that replacement, and you also have this higher calling of care where: geez, this is not just somebody's investment property. This is their home they're going to come back to and the judgment is often a lot more meticulous when they come back and say, "How did you do taking care of my house?" not just, "How much rent did you earn me?" [00:05:08] So some of the things we do are really to increase the level of care and communication the client feels during the period of time that we know we have them, and we call it building or losing trust equity in every interaction. So the way we describe trust equity is like having gas in your tank and you're going on a trip. You're only gonna go as far as you keep fueling up that gas in that tank. And for us, that gas in that tank with that client is trust equity. So in every interaction, we either see ourselves as building rapport, building trust equity or losing it, or losing the opportunity to build it. So a lot of our practices are focused on: how do we build up trust equity all the way through their journey and make it the full three years? And the positive side of the community that we're working with is: even though there's a high natural churn, there's also a high referral rate from one landlord client to another to utilize our services if we've done a good job for them. [00:06:11] Jason: Yeah. I like that. Yeah. You know, refueling the tank or recharging the cell phone or, you know, anything. Like nothing just continually runs forever. Right? And I love the idea of trust equity. I've said many times on the show like I really believe sales and deals happen at the speed of trust. [00:06:29] Tommy: Hmm. [00:06:30] Jason: And, you know, retaining clients also happens related to trust. Like you're gonna keep clients if they trust you, and that trust is everything that you do in your business, everything that your business puts out there is either creating trust or taking it away to some degree with your clients. And so, one of the main things we focus on at DoorGrow with clients is taking all the major leaks that exist in their sales pipeline related to trust and helping short those leaks and that's always the language we've used around that is to try to make sure they're reducing the leaks. And there's lots of things in the sales pipeline that can destroy trust. It could be the brand. It could be maybe they're not destroying, but they're leaks in trust. Like they might trust a property management company over a real estate company when it comes to branding more. [00:07:21] And so that could be a leak just at the branding stage there's leaks when it comes to your sales process, there's leaks when it comes to your website, there's leaks when it comes to your pricing, and all of these different things that exist throughout their experience in the sales pipeline can either add value and add trust and build it, or it can take it away. And this is why when we talk about cold leads versus warm leads, or going from a cold interaction or lead to close, the difference between cold and warm is trust, right? We're trying to nurture them through this sales process and through follow-up. And eventually, they get warm enough, they trust enough that we can close the deal, right? And then the trust cycle continues. You have to then onboard them effectively. You have to then make them feel safe because everybody has buyer's remorse after they purchase something. There's an initial dopamine high. When we make a purchase. And after that purchase, after we spend money, there is natural lull. Like it comes back down and that's where people kind of freak out and they look for the problem, and if they see one they're like, "Oh crap, did I make the wrong choice?" So making sure there's this smooth experience through the sales pipeline and then bridging over into onboarding and into their client experience. [00:08:39] And if you onboard them well, and they have a good experience, you're gonna have a much higher retention rate. So now you've got people that are leaving most likely after about three years. So you've got like this three-year cycle. How do you deal with that? Because every three years you help that churn rate and that's better than some that are taking on accidental investors that are only gonna hang out for a year. [00:08:59] Tommy: Yeah. So one of the ways we deal with it is-- which I think is unique, is we said, "Hey, your services don't have to stop when you come back to live in your own home. We can still be your property manager even if we're not collecting rent. Often, we were getting calls from clients that came back anyway saying, "Hey, you know, I was your client last year or two years ago. I need a recommendation on an HVAC company," or, "I need a recommendation on a plumber for Thanksgiving before my family comes to visit," or whatever it is. And it was like, well, oftentimes we were getting these calls back from clients anyway, saying, "I just need a contract recommendation," or "I'm going to be away from my house for three weeks on vacation. Can you just check on it once for me if there's a storm?" [00:09:46] And what we decided to do is instead of treating it like a clumsy process to make it a formal process and organize that thing that was happening anyway, and we said, "Hey, when you come back, you don't have to close out your account. And you can continue to use us for anything related to your house and you can run your expenses through your escrow operating account in property management, and we'd be happy to be part of that for you and give you contractors when you need them." And we made the expense for that minimal, and it's not a profitable activity, yet it kept the connection and it also told these clients, "Hey, you know, we can trust this company even when they're not really making money from us, right, they're truly in it to serve us." [00:10:32] And what happened is when they got their next assignment, whether they're military or foreign service, but they already had their account open with us, they didn't have to decide, "Oh, who do I want to interview?" Or "Who do I wanna start with this time in property management?" we made it easy for them to just keep going with us and recommend other people to start with us. So that's one of our nuances and I welcome other property managers to do it too. You don't stop serving them when they stop becoming a client, especially if they could become a client again or refer somebody else, you know, continue to offer them some kind of value even after you think that they're done. [00:11:07] Jason: Yeah. That's fascinating. That makes a lot of sense in a military market. Yeah. That makes a lot of sense. Do you find that it is more of a loss leader or are you doing this at cost at least? [00:11:18] Tommy: So I guess you could call it a loss leader if you tried to start a business that way. I mean, once you have a certain scale... our scale of our business, right, is we keep close track of how many property management hours per property we're spending throughout the year, and, you know, we have it down to a science exactly. You know, how many doors to our staff, not just per property management lead, but overall support staff. How many hours are dedicated to these properties? And what we find was keeping these accounts on wasn't costing us a lot of time, but it was giving us a really good return on trust equity. So we were building more trust equity when the client closed out their account, their normal rent collection account, and kept going with us from what we call a heat account or a home escrow account and the home escrow account, you know, we're charging $360 a year, a dollar a day, less than that, really. And oftentimes it was not profitable for us in terms of the hours we spent, but we'd spend, you know, five or six hours a year on those accounts, making recommendations, handling their expenses through their property account. So it wasn't like a money maker, but it really had a return in terms of these clients came back to us and they recommended other people to us because we were building trust in the process, not just cash. [00:12:45] Jason: So this three-year cycle that you mentioned where they will go off for maybe about three years, and then they want to move back into the property. Do you know how long they're typically staying before they go off again? [00:12:57] Tommy: Yeah. I mean, it depends on which government agency or department they work for. There's different requirements for each, which we've come to learn quite well. Sometimes they'll come back for, you know, let's say they work for the U.S. state department. They'll come back for one-year language training. So they're, you know, they're coming back from Bangkok and they're gonna be transferred to Nairobi, Kenya 12 months from now. So they know they're coming back just to learn the language of the next place they're going and all the more reason to just keep their account active, right? [00:13:31] Jason: Yeah. [00:13:31] Tommy: Often-- [00:13:32] Jason: So they're only back for a year and then they're probably out for maybe another three years? [00:13:37] Tommy: Exactly. Yeah. So, you know, it tends to be a one or two-year return depending on the nature of their return assignment, domestic assignment. And then, another three years out tends to be. [00:13:49] Jason: Wow. Okay. So, I mean, so the ratio skewed so that they're gone more than they're back. So by maintaining that relationship, you have built-in future clients. [00:14:00] Tommy: Nailed it, yeah. Oh, and that maintaining the relationship is where the secret is, as we said. Not doing that turns growth into pushing a rope uphill. If you maintain that relationship, it makes it really easy for that business relationship to continue and that trust equity to grow. [00:14:18] Jason: Yeah, it's far easier to keep a client than to go acquire new ones... and far cheaper. And it takes a lot less work and if they have a good experience with you, they already know you, trust you, like you, so like it's super easy. Next time they need it, they're gonna go with you as long as they had a good experience, and if that relationship has been maintained, they're still a client. Yeah, no-brainer. It's like, "Hey, we're going out again." "Cool." So pre-framing that from the beginning when you onboard a new client and letting them know, "Look, you're probably gonna go in some cycles. We're used to this. This is how we handle it. This is what we do," they'll just plan on staying with you forever. [00:14:54] Tommy: Yeah, I'll tell you at first, it's an awkward value proposition, right? It's like, "Well, I'm back. Why do I need to keep a property manager?" And the answer is: you don't. You don't need to. You don't need us nearly as much as you did when you were on the other side of the world and we had a tenant. [00:15:09] Jason: Yeah. [00:15:09] Tommy: However, this is why every connection and communication is an opportunity to build trust is when they start to see, "Oh, I'd much rather call my property manager and have them deal with the contractor," or "call my property manager, see if they can check on this after a storm," or, "call my property manager..." whatever it is. The more that they see there's value in the process in the chain, then the more likely they are to say, "Wow, I actually wanted this. I didn't realize you guys even offer when I came back, I could just keep using you at a lower price." So, it's awkward at first because you're used to saying, "Well, these are the reasons we are worth property management: rent collection, and dealing with tenants," and you just have to change that and recognize that actually, we're valuable for a lot of things that the clients trust us on and including, you know, managing, making it easy for them to manage their home escrow account or their expenses related to their property, or we make it a lot easier for them to not call some contractor out of the yellow pages or Google somebody and get lucky. They already know that we have a tried and true stable of contractors. [00:16:17] Jason: Yeah. Yeah. It's frustrating trying to find contractors and having to do the research, so I think that's a great selling proposition and property managers don't like giving out their vendors generally. So if they're a client and you're like, "Hey, let us handle this." If they come back to you... so what do you do in the situations where they're like, "Nope, I don't need you. And I don't want to do this. We're back. I got it handled. But then they call you up and they're like, "Hey who you got for me? You got a contractor that could do this or this?" Do you say, "Well, we have this great program," and you try and get them on the program? [00:16:50] Tommy: Yeah. We try to reintroduce them to the program, and the reason why is because when you're out of the system, everything it's that much harder to translate the information to what needs to happen, right? Like, okay, you have something that needs to be done, but we don't have all the information in our system and as close anymore, and also our contractors, they like to know that if they bill a property manager, they're gonna get paid in two weeks. We build trust equity with the vendors too, not just the clients. So these contractors would rather get a call from us and say, "Okay, yeah, I'll be happy to do that job tomorrow or Monday, whatever it is because I know you're gonna pay me in two weeks when I send you the invoice," versus, "Oh, I've gotta deal with some homeowner that's calling me. Maybe it's good. Maybe it's not. I don't know if they're gonna pay me on time or if I am going to have to do an accounts receivable issue." [00:17:43] It's just all smoother through our network when we have the account open. So yes when they call us back, we say, "Hey, of course we can give you the contractor's name and number, happy to do that. We're not gonna block you from that. However, the contractor's gonna prefer to hear from us anyway. So, you know, we're happy to set your account back up." we really put their account on pause if we think they're gonna be going back overseas in a couple of years, but yeah. I mean, we do reintroduce the concept, even if they closed out thinking they didn't need it. [00:18:13] Jason: Hmm. Got it. So I'm trying to figure out how could this apply to non-military markets if at all possible. So I'm just spitballing here, but I'm wondering if property managers could present this as an actual product or service to just typical homeowners, like, "Hey, we'll handle the vendors, we'll handle maintenance, whatever," and they charge them for that, but they just, they charge some sort of fee and, "We'll take care of all this stuff and handle vendors, and we have the best contractors and we're organized and sort this out. I don't know if people would go for it, but... [00:18:43] Tommy: Actually, I think it's a growing market and it is happening. A good friend of mine, Lisa Wise, who owns Flock DC, she's trying to build almost a franchise concept, but a series of this very thing where all they do is home management for primary homeowners. She's pursuing this market in high urban markets with really busy professionals who just don't know how or don't want to take the time to take care of their own house. And she's got a great program set up for that. Again, we're not doing it on the scale she's pursuing it. We're offering the service as. Let's build the relationship with the client that we have for rental management before they need us. [00:19:24] Jason: Sure. Yeah, that makes a lot of sense. But yeah, I think there's an opportunity there for the people in the non-military markets to make that maybe a profit center or something. You cut out the whole tenant side of things, but there's the whole maintenance coordination piece and home management piece, lawn care, grounds, pools. [00:19:44] Tommy: I'll tell you, I actually think investors would love this, and it might be something we pursue more as we work with investors that'll appreciate this that is to be able to do not just, oh, any expenses related to your personal residents, but to do an analysis like, "Hey, typically for a house your size you're spending two X the amount of water on your water bill that you should be. When you can start to do some financial analysis within their expenses, instead of just saying, "Oh yeah, like you can pass through your expenses through your account. So it's all in one place," but to add value by saying, "This is out of our standard deviation for this expense," or-- and again, you can always add value by saying, "You can call five contractors if you want, but we're buying in bulk as a property manager and we can get you either better pricing or better value of service." [00:20:33] Jason: Yeah, very cool. So what else would you like to share with people about your business that might be beneficial to property managers listening? You've grown fairly quickly. I think you have the advantage that you're in that military market where you've got people leaving, which is great as long as they have awareness, you're going to be adding doors, which I think is really powerful. You focus on trust equity, which I really like that phrase, and what else do you think really kind of sets you apart, makes your company unique from the competitors in your market? [00:21:02] Tommy: Yeah, thanks for the question. That trust equity is a strong theme at our company. And what I do is, it's not just with the contractors or with the clients, we're also building trust with one another on the team, and we call it the Camelot principle. So yeah, after you've done battle enough on our team as a property manager, you've been through a couple of tough summers. Summers tend to be the hardest time of the year in our market. Then we award that person with a sword, a sword with etching on it for chambers theory, and we welcome them as a knight of the round table. And what we really want to do is we want to build this interdependence of trust with one another as a team, and part of my promise as the employer and the business owner is to keep the job manageable for them, right? [00:21:53] Like most of the time as the entrepreneur, like we're trying to get the most out of our teams so we can get more profits and grow and it's healthier. And sometimes it's great. Some of us are, "Hey, we'll pay our people more," which is a wonderful way to look at it, yet sometimes people want their job to be more manageable. Like we can call them to a higher standard, yet we also shouldn't overwhelm or burn out our employees, and it was really telling when we saw right after it was the end of 2020-2021 market, they call it the great resignation. There's a lot of people saying, "Hey I'm done working," seems a lot of it had to do with burnout. People are like, "Life's short, why am I burning myself out for this or for that?" And to really lean in on how do we build trust with one another? [00:22:37] How do I serve my team by making them part of that round table of strategic decision making, making them part of that process where we say, "Hey, we're serving one another as a team, and then we serve our clients and we build trust with our clients and our contractors after we build it with one another. I have a high respect for these different elite teams in the world, in any industry. I love the new movie Top Gun Maverick. They take the top 1% of 1% of pilots in the Navy and they build this elite team, and yet still the part of the theme of the movie was: how do you take these elite individuals and turn them into a gelled team to accomplish a mission? And that's part of what we're trying to do is it's about believing in one another to accomplish the mission, not just going for the mission at all costs and burning each other out. [00:23:30] Jason: Yeah, there's a lot of truth to that. I think one of the big mistakes I've seen, having been able to see inside of probably thousands of property management companies and work with lots and lots of entrepreneurs is I think it's a common misconception and a common belief that entrepreneurs carry that their team members want more compensation and that compensation will increase output. And the reason for this is entrepreneurs, we're money motivated, but most people are not. Entrepreneurs and salespeople typically are the two categories of people that are money motivated. But what I find is most of our employees, most of our team members, most of the people on the planet are not actually money motivated in that if you give them bonuses, commissions, incentives, financial incentive, performance doesn't really get better. [00:24:24] And you can see this if you give team members a disc assessment. The more advanced disc assessments have what's called values index. And one of those values is the economic score. If the economic score is low, they're not money motivated. And if the economic score's high they're very money motivated, but entrepreneurs usually are money motivated, so they by default think, 'That's what would motivate me, so I'm gonna try and inspire them by offering money to get better output, and it backfires because if they're economic score is low and say, for example, their charitable scores high. Some of them have guilt related to money. So you pay them more, the performance actually goes downhill and they get worse. And so if their economic score's low, here's what you do instead, you give them recognition, they're recognition motivated. So I love the idea that you're giving 'em a full sword. You're probably like in front of the team. Recognition, generally, even the people that are money motivated is appreciated, so. [00:25:28] Tommy: Yeah. I learned that one the hard way, just hearing you talk about it. I was like, oh yeah. I took me right through the past scenario where it's like, "Why am I not getting more? I'm paying this person more," and what they really needed was to be taken and given the opportunity to be believed in more. And actually, they wanted more responsibility, not more compensation. They wanted to show that they're capable of more things, and then the compensation piece made more sense, but they almost really felt like they needed to earn it first, which is beautiful, but I tried to do it the other way around and it didn't work so well. [00:25:59] Jason: Yeah. Yeah. I think it's a lesson everybody that runs a company eventually has to learn. And some of us are pretty hard at learning it, but I think another thing having a system in place allows recognition. So our planning cadence at DoorGrow, we call it DoorGrow OS, our operating system and it allows our executive team members to see what each other got done in the previous week or for our monthly goals or for our quarterly goals, and everybody gets to see the wins and gets to see that somebody contributed to the team goals. And a lot of businesses don't even have goals or it's the business owners pushing a goal onto everybody, which is very different. So having a really good operating system like that can really make a difference. [00:26:46] Tommy: So I really like that system. I wanna talk to you more about that offline. [00:26:50] Jason: Yeah. We'll chat with that. There's systems out there like EOS and Traction, and some of these, but really shameless plug, DoorGrow OS is better than those systems. Those have some fundamental flaws because they're still either entrepreneur centric and that's not as effective, like any business owner that's ever gotten burnt out or tired it's because you're doing too much and you're probably the biggest bottleneck in your business, and it's because you don't have a good operating system to really leverage your team effectively. And most entrepreneurs, we generally are the biggest bottleneck in our business. That's how it works. [00:27:25] Tommy: What's interesting is I was gonna add, you said, what else would I offer property manager and other property managers out there from what I've learned and embracing technology. I can tell you, I researched the heck out of all my competition. I researched the heck out of property managers all over the United States, and I love learning about what are their best practices. What are they doing? How's their model set up? How do they value their company? Are they doing this new client retention thing? I love all the best practices and learning from it, but I almost always see, "Oh, we utilize technology," and I'm so curious. And then sometimes when I dig deeper, it's: "We send our clients digital pictures," like digital pictures isn't new technology. That was new technology 15, 20 years ago, or, "Our accounting platform says they're the latest in technology," and there's a lot of different platforms out there. And man, when some of these things came out, they were great platforms for being the latest and greatest at being more efficient in organizing your business. [00:28:22] To say we utilize technology because you have email or mobile phone, smartphone, or a platform that came out 10 years ago. It's got some updates since... no like I'm interested in the DoorGrow operating system because you guys are leading edge in how to use that to make my business more efficient and grow not because it was something you came up with 10 years ago and you've made a couple of updates since. I'm fascinated by being an early adapter and new tech, not claiming I've got tech because I use email. [00:28:54] Jason: Yeah, there are. There's a lot of property managers that feel like, "Hey, I used to doing spreadsheets and now I have AppFolio or Buildium, so like we're high tech, so. [00:29:02] Tommy: Right. "I got a website!" [00:29:04] Jason: Yeah. They got a website now. Yeah. Yeah. So I'm probably more tech-savvy and geeky than most people on the planet, but yeah we're doing some really cool things at DoorGrow that we really feel like add some serious value to the industry. I think two of the most challenging systems for our clients, once we get them growing that they need that we've built out is a really good planning system. Have project management or task management system, sort of system to assign tasks, but that's tactical work. They don't have anything related to strategic planning, and some have EOS, but there's some fundamental flaws with EOS, but the company that puts out the idea of EOS, the entrepreneur operating system, their goal is to sell coaches for that system, which they call integrators. [00:29:52] And so they create this org chart in which you have the visionary, which is you usually, the entrepreneur, and then they have the integrator, and then they have the entire team. A fundamental flaw in that is if you have somebody that could run your entire business like that, and you're once removed from it. They could walk away with your business and that's not really a safe place to be, and that's not really how anybody actually does it. So you need a planning system though, and EOS DoorGrow OS, most systems out there will have annual planning, quarterly planning, monthly planning, maybe weekly, maybe some sort of daily things, but that's pretty typical of any business planning system, but you do need a business planning system. [00:30:30] The other system that every business needs is a really good hiring system. So we just partnered with an AI firm for hiring because our clients always screw this up. Like it's hard. Hiring is hard. One of the hardest transitions I see entrepreneurs go through is solopreneur to having a team. And this is the transition from maybe about a hundred doors into that two to 400 door range, and usually they build the wrong team around the business owner, doing the wrong things, to where the business owner gets maximum lack of fulfillment and misery and being the biggest bottleneck and so really our entire system is built around the entrepreneur, like identifying what they most enjoy and don't enjoy doing, building the team around them and then build a hiring system to bring in the right team members that you actually can trust. Trust equity can only exist if there's culture in a business. And culture can only exist if it's defined so that you can bring in people that can look at that cultural material and say, "Hell yes, I want to be part of this where some people might just want a paycheck and there's a massive difference in output. [00:31:41] Your team members, it sounds like you have good culture, and so you're probably getting three times the output of companies that have bad culture, and by bad culture I mean they hire team members just based on what the business needs. It's based on skill. And so they have people that are maybe a skill fit. They can do the work, but they're not the personality fit for the role, which means they'll never be great at it or they're not-- the most important-- cultural fit for the role, which means they actually share your values and you can trust them and let go of pieces of the business. So if you have team members you trust, but they can do the job, but they're always coming to you asking questions, you're always having to micromanage them, it's because you lack culture in your business. And you need to get that defined... [00:32:21] Tommy: I hope-- you can't just have it. It's a continual build. It's just like trust equity like it's a continual... continue to work on, continue to define, continue to build. I would define our culture as that Camelot culture, Camelot principle, which is the heart of it is the saying "In service to one another, there is freedom." [00:32:40] Jason: Love it. So yeah, service is one of your top cultural values. I love that. We have one at DoorGrow. Ours is called Care ROI, like care, and similar to your trust equity, like we wanna let people know that we care and if we invest care into people, then you know, we're gonna get a return on that investment. Tommy, it's been great connecting with you and chatting. It sounds like you found some cool little ways to facilitate and decrease churn. Appreciate you coming on the show and looking forward to connecting more in the future. [00:33:11] Tommy: Yeah. Jason, looking forward to also following up with you and chatting, talking more about how you can help us grow. [00:33:18] Jason: Absolutely. All right. [00:33:19] Tommy: Cheers. [00:33:20] Jason: Until next time, everybody, if you're curious about how to grow or scale your property management business, you're curious about DoorGrow OS or some things we mentioned on this show or how to identify culture, or you're just starting to experience that burnout as a visionary, and you don't feel like the visionary anymore. You feel like your best employee, which sucks. We would love to help you get out of that. We have processes to take you through to systematically help you offload, help you feel safe offloading, and helping you have great people to offload to that are actually better at those things you don't enjoy. And you, and a lot of entrepreneurs listening, if you haven't experienced that, you're like, "No, nobody's better than me." Believe me, it's an ego thing. We can kill that real fast. So reach out. We'd love to support you. Check us out at DoorGrow.com. Until next time, to our mutual growth. Bye, everyone. [00:34:10] 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! [00:34:37] 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 today's 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.

As entrepreneurs, we tend to isolate ourselves from other business owners. This lack of connection can prevent you from adding as many doors as you could be. Join property management growth expert, Jason Hull as he shares one of DoorGrow's best strategies for adding doors: the Neighbor Strategy. This strategy will help you form mutually beneficial relationships and alliances with neighboring property management companies that feed you doors. You'll Learn… [01:44] The Issues that Come With Being an Entrepreneur [04:29] Someone's Garbage is Your Golden Prospect [05:50] Finding Two Kinds of Property Management Partners [08:47] The 3 Steps for Turning a COLD Lead into a WARM Lead [14:12] Why a Rising Tide Raises All Ships [16:47] Growing Your Business Without Internet Marketing Tweetables "The problem that exists with entrepreneurs is that we are not focused a lot of times on connecting with other entrepreneurs, so a lot of times what we experience as entrepreneurs in our journey is some sort of isolation." "I think entrepreneurs, after we taste freedom, we become unemployable. We're just not gonna be great employees because we want to control our destiny and once we have freedom and once we have fulfillment, we then want to contribute." "So by giving out some referrals, you're creating a partnership, you're creating people that are going to probably feel obligated to reciprocate and send similar referrals back to you." "You could be adding 5, 10, 20 doors a month just from all the referral partners that you've built using the neighbor strategy from other property managers." Resources DoorGrow and Scale Mastermind DoorGrow Academy DoorGrow on YouTube DoorGrowClub DoorGrowLive TalkRoute Referral Link Transcript [00:00:00] These relationships can be very strategically effective and they can, once you've built up enough of them, that alone could be enough doors coming in every month that keeps you fat and happy. You could be adding 5, 10, 20 doors a month just from all the referral partners that you've built using the neighbor strategy from other property managers. All right. Welcome, DoorGrow Hackers to the # DoorGrowShow. 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 you're open to doing things a bit differently. Then you are a DoorGrow Hacker. DoorGrow Hackers love the opportunities, daily variety, unique challenges, and freedom that property management brings. Many in real estate think you're crazy for doing it. You think they're crazy for not because you realize that property management is the ultimate, high-trust gateway to real estate deals, relationships, and residual income. [00:00:56] 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 the perception, expand the market, and help the best property management entrepreneurs win. I'm your host property management growth expert, Jason Hull, the founder and CEO of DoorGrow. Now let's get into the show. [00:01:21] So, this is a special episode because I'm gonna share with you one of our secret tools. It's so simple, you will kick yourself after hearing it, but it's one of our most effective strategies for getting clients to add doors. And what I find is very few property managers throughout the U.S. or beyond are doing this strategy, which seems crazy. So let's talk about the problem. The problem that exists with entrepreneurs is that we are not focused a lot of times on connecting with other entrepreneurs, so a lot of times what we experience as entrepreneurs in our journey is some sort of isolation. Like we get feedback, negative feedback, constantly from the world if you're an entrepreneur personality type that you should just not change things because you're making everyone uncomfortable. Entrepreneurs are people that move society forward, take risks, change things, and school is not built for that. The school system is built for people to be good employees, not business owners, so in the majority of the people out there, they primarily want safety and certainty. This is a higher priority or value for most people than freedom or fulfillment or contribution or support. I call those the four reasons for entrepreneurs. We care more about freedom and fulfillment than we do about having safety and certainty than having a stable, safe 9-5 job. [00:02:46] And some of you may have just felt that pressure and eventually gave up that stable 9-5 job to take a risk to start a business, maybe it's your property management business. I remember taking that leap. It's a scary leap, but it's a leap that once you take, you never want to go back because you experience freedom and you taste freedom and then I think entrepreneurs after we taste freedom, we become unemployable. We're just not gonna be great employees because we want to control our destiny and once we have freedom and once we have fulfillment, we then want to contribute. We want to make a difference out there. We want to benefit other people. I get to experience a really awesome or decent level of freedom and fulfillment in my position at DoorGrow and what I do at DoorGrow. I love getting to coach, mentor, and support, and help business owners grow their businesses. And once we start to experience that fulfillment and freedom in our business, the next thing we want to do... it's not enough just to make money and just to feel like we can do what we want to do. We want to make a difference in the world. So it becomes outward-focused. [00:03:53] We want to contribute. So I'm going to contribute something, I think significant today that I think everyone in the industry should hear this and should know. I recommend you share this episode with every property manager that neighbors you or that you know, and the title of this episode is "The Neighbor Strategy." This is all about the neighbor strategy and how you can help grow your property management business by being a good neighbor, right? And connecting with your neighbors, so that means other property managers. So let me share with you this strategy, and it's really simple. It's really simple. [00:04:29] So the idea is... here's the problem: the problem is you're not connected to these other property managers. So you get a phone call and somebody says, "Hey, do you manage in Tucson, Arizona?" for example. And you're like, "No, I only do Phoenix-- downtown," or something like that. "I only do Phoenix, Arizona." And they say, "Okay, cool. Goodbye," right? So what you just did is you took perfectly good gold, right? this great lead, and you took it and it's not something you can mine. It's not reachable by you. It's not near where you cover, so you just threw in the trash. Well, I guarantee if the table were turned and you knew that there was a property manager and you were in Phoenix and they were in Tucson and somebody called them up and said, "Hey, do you manage in Phoenix?" and they said, "Actually, no." And they said, "Okay. Alright. Oh, cool. Okay, bye," you'd be like, oh my gosh, I would love to have that, right? That's gold for me, but they just threw it in the garbage. So real simple, the strategy, the neighbor strategy as I call it is to reach out to all the property management companies that are your neighbors that get potential referral opportunities that they could give to you and be their friend and connect with them and to establish a neighbor referral relationship. [00:05:50] So there's two types of neighbors that you're looking for. So the obvious would be neighbors that are outside of your market. These are property management companies that do the same thing as you, perhaps, maybe they target other niches. Maybe you do single-family residential, maybe they do as well, but they're outside of the market that you geographically cover. So it'd be reaching out to these neighbors and saying, "Hey, if you get a lead, blah, blah, blah, like send 'em our way. If it's outside your market and it's in the area we cover, send 'em to us," conversely, you doing the same for them, right? And creating these strategic alliances and these relationships... really obvious. I have clients that are getting doors every month, just handed to them. You know, one of the members of my team who has a property management business just got five units just a month or two ago, handed to her just by a neighboring property management company that was one of our clients that I say, "Hey, you two should connect. Your markets neighbor each other," and they got connected, and now they're sending business back and forth all the time. [00:06:57] Now the other category, the second group that you also can connect with also a very effective group are not people outside your market. It's actually property managers inside your market that are in your market, but they do a different niche or niche of property management than you do. They target a different niche, right? A different segment, and what I mean by that is they're focused on a different category or type of property management than you are. So say you do single-family residential and small multi, which is typical for a lot of my clients. You could reach out to commercial management companies in your market. [00:07:35] You could reach out to association management companies in your market. You could reach out to storage unit and mobile home park management companies in your market because I guarantee that, especially associations, maybe commercial, they are getting requests. They're fielding requests occasionally for residential property management or the type of management that you do, and they just throw it in the garbage. They might have a referral partner, or they might say, "Well, you could talk to this company," but you want to be top of mind for them and create those relationships. And so it's real simple: you just call them up and you share this gold versus garbage analogy that I just shared with you just say, "Hey, sometimes I get this thing that comes to me, and then I just throw in the garbage and I know it's perfectly good gold that somebody else would want. [00:08:27] And they'll be like, "Yeah, me." And I'm sure you have this situation happen gold versus garbage. You explain the scenario again like somebody calls you up and you're like, "Hey. I would love to have that. Like, we should totally be friends. We should totally be friends," and they're gonna laugh, and they're gonna say, "Yeah, you're right. Like we should do this," right? Really simple. Share the gold versus garbage. Now I'm gonna take this even to the next level and share one of our secrets in our program. This is a secret of how you take a cold lead-- this is a cold lead typically coming in-- and how you convert it into a warm lead before you send it to them, and it changes the close rate on the lead from 10%, which is typical on a cold lead to 90%, maybe as a warm lead. It converts it into a warm lead. The difference between a cold lead and a warm lead is trust, its nurture. And nurturing those through trust so that they're hot enough to close. So here's how you convert this lead that came to you cold asking for property management that you can't service... [00:09:28] So here is the formula. It's three simple steps to ensure that there is a high percentage close rate that's gonna happen. So the first step is Capture: capture the lead. That's the first step. The second step after you capture the lead, which means get their phone number, get their name, get their property info, whatever. Capture all the information. "Hey, you know what? I don't service there, but let me get your info. I have something really cool. I'm gonna share with you." Capture the lead. That's step one. Step two is share the information of the other company like, "This other company. Here's their name. Here's their phone number. You should talk to them." now, if you really want this to be effective, here's the third step, and you want to make sure that every referral partner neighbor in the neighbor strategy you create, you wanna share with them: do these three steps. Explain it just like this or share this video with them. Just share this video or podcast episode with them and say, "I'm gonna send you something super cool. Here's what I'm thinking. This dude named Jason, he runs a company called DoorGrow and he shared this strategy and I thought it was really clever, and you should hear him explain it." [00:10:37] So the third step, this is the most important is you amplify. This is how you convert it from a cold lead to a warm lead. So amplification, the way you amplify this, or you convert it into a warm lead is you add trust. So example: I get a lead. I can't service it and I'm like, "Well, let me get your info. Let me give you a name and number of a company. And let me tell you a little bit about them. This property manager, his name is, you know, Fred Flintstone over in, Rubble America or to this city that you need. He is amazing. He is the best property manager in that market. If I had a rental property over there, that's where I would send it. I highly recommend you talk to, you know, Barney Rubble or Fred Flintstone," you get the idea, right? I'm using the Flintstones as an example, but you talk them up. Like you say "They are the go-to one that you should be working within that market. We don't cover it, but if you're gonna work with somebody and you have a property over there, that's the one you should be working with. They've got good reviews. They've got a great process. They have a great business coach. They work with DoorGrow. They're really amazing." Whatever you can say about them to talk them up and help qualify them in the prospect's mind as the best company for them to go with. [00:11:52] So then they're going to go, "Wow. That other company turned me down, won't service me, but recommended this other one, and I wasn't even sure if I was going to go with them, but they talked this company up highly. I'm gonna talk to 'em." Now because you did steps one and two capture and share there's two opportunities for this deal to happen. The owner client may reach out to the property manager. So there's that potential opportunity, or you then capture that lead, right? You capture their info and you're gonna text it to this buddy or friend, this business owner and send it over to them. And say, "Hey, I just gotta lead. Get on this." Why? Because leads are good for maybe about the first five to 10 minutes after the first 10- 15 minutes, most lead conversion rates drop like 80%. They drop significantly because they're just gonna call the next company and move on, so by giving them the phone number they can call, they can call the property manager. Hopefully, you're answering your phones. And if you're the recipient of this referral, you're gonna answer the call right away. Second, you're gonna get a text message. So hopefully you get the text message and they see that they call even before. So they're like, "Hey, I just texted over to my friend, Fred Flinstone who managed these properties over there, or Bonnie Rubble, his associate. And they'll probably reach out right away, but here's their information, so you can contact them right away. [00:13:08] Two opportunities, right? Two ways that this can get to them, this referral and this relationship can happen. That then builds goodwill with this other property manager. It creates friendship, there's an alliance there, and they're going to feel a natural need to reciprocate in the future. So by giving out some referrals, you're creating partnership, you're creating people that are going to probably feel obligated to reciprocate and send similar referrals back to you. And so this is the neighbor strategy. So I hope you like this. It is a super simple idea, but we've been sharing this with clients and it's just one little thing to add to the cool referral engines and warm lead strategies that we use at DoorGrow to help our clients grow. This is more of a long game, but you can go and reach out to-- strategically-- and we have scripts for this and we give our clients lists of property managers in their market and outside their market, they could reach out to, so we support our clients in this strategy, but you could very easily do this on your own if you want to, without DoorGrow's help, you can do this on your own, and I really believe a rising tide raises all ships. [00:14:15] Well, not necessarily some ships won't raise when the tide raises because they're just sitting on the bedrock. They're sitting on the dirt, they're sitting on the sand and that tide goes up... some are going to sink. And I'm cool with that. Like the shittiest, suckiest property management companies should sink, but if you are one of those and you wanna patch up the holes or you're an awesome company and you want to be bigger and better reach out to DoorGrow, we would love to support you in this. This is just one of several strategies that we use with our clients so that they can build this awesome referral engine and funnel of business coming to them. And the cool thing about the neighbor strategy is you can have a hundred different companies. We've got clients in Florida that are getting people in New York and, I think Michigan, there's some sort of connection between Michigan and people going to Florida or having property in Florida. I don't know, and some of these property managers might have clients right now that they're servicing in their market that are in your market that they could connect you to and say, "Hey, I've actually got a client right now that has some units in your market." and so these relationships can be very strategically effective and they can, once you've built up enough of them, that alone could be enough doors coming in every month that keeps you fat and happy. You could be adding 5, 10, 20 doors a month just from all the referral partners that you've built using the neighbor strategy from other property managers. [00:15:37] Not only that, you may find a mentor, you may find a friend, you may find somebody that you can support and mentor yourself, but I really believe 'a rising tide raises all ships' is a true phrase. Or some sink, right? I mentioned that. Reach out, create these relationships, and let's grow the entire industry. There is no scarcity in property management right now. In the U.S... I was talking to an Australian, did a lot of research, one of the coaches I recently hired and he did a lot of research on property management in his own market. So he was ready to get on a call with me. And when I explained to him that in the U.S., Only about 30% of rental properties are professionally managed and single-family residential. While Australia, he's like, it's so commonplace. It's like 80%. He was blown away. He was like, "That's crazy. There's so much opportunity in the U.S. So much opportunity." There is no scarcity, but they're not looking online. So if you're trying to figure out: "How can I get more business and create more market share instead of fight over that 30% that are already using property managers and try and get them away from another company, which generally never happens. How can I grow my business faster without doing any advertising without doing internet marketing?" Come talk to DoorGrow. [00:16:53] This is what we help our clients do. One of our clients added 310 doors in the last year. That would be impossible. No matter how much advertising he did, he wouldn't have had the bandwidth. He wouldn't have the sales team that could handle that many leads, do all that follow-up, but warm leads close, easier, faster and more efficiently. And he did that with only five or six realtor referral partners, but he used our strategies and he contacted a thousand, right, just to find those. He had to kiss a few frogs, but we've got some really effective strategies. It's not what you think. It's not the typical way as people try and get referrals. You probably get some occasionally. Here's the thing, the secret there is that nobody wants property management. Nobody's actively, generally looking for it usually, unless they're at the very end of the sales cycle and they're searching online and they're the worst, the most price sensitive. How do you capture that 70% that don't think they need it, but they probably do, you can solve their problems and are not looking for it? That's what we share at DoorGrow. So, one of our top strategies, so reach out to us. We'd love to help you grow your business. And tell us in the comments, if you started doing this, if you've got some good neighbor partners, we'd love to hear about it. And if you hear about this episode and come on board as a client, let us know. We'd love to hear that this has been helpful for you. And until next time, to our mutual growth. Bye, everyone. [00:18:12] 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! [00:18:39] 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 today's 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.

How do you deal with a potential client who chooses a cheaper property management company over you? Sometimes, these clients are just a bad fit, and other times, your sales pitch is actually the problem. Join property management growth expert Jason Hull, the founder and CEO of DoorGrow and learn to deal with price-sensitive prospects and how to qualify potential clients. You'll Learn… [01:54] The Problem is Usually not Price, it's ____ [05:53] Why You Should Sell Certainty… Not Property Management [07:38] Using the Golden Bridge Formula in Sales [11:16] Why Getting Feedback in Lost Sales is Invaluable [14:22] Building a Business You Can Sell… But Won't Want to Tweetables "Most investors do not want to be landlords. They want to be investors." "If you find yourself fighting to keep a client or fighting to get a client, I like to just let go of the tug of war rope." "Nobody really wakes up in the morning, goes, "Man, today I wanna buy property management." What they want to buy is peace of mind or safety and certainty." "Why do you wake up in the morning? Why do you live the life that you do? Why did you decide that this business was a vehicle for you to get fulfillment from and freedom from and contribution from and support." Resources DoorGrow and Scale Mastermind DoorGrow Academy DoorGrow on YouTube DoorGrowClub DoorGrowLive TalkRoute Referral Link Transcript [00:00:00] If you find yourself fighting to keep a client or fighting to get a client, I like to just let go of the tug of war rope. This is the easiest way to really win in a tug of war is to just not play the game [00:00:11] All right. Welcome DoorGrow Hackers to the #DoorGrowShow. If you are a property management entrepreneur that wants to add doors, make a difference, help others, impact lives, increase revenue, and you're interested in growing in business and life, and you're open to doing things a bit differently, then you are a DoorGrow Hacker. DoorGrow Hackers love the daily variety, the unique challenges, and excitement that property management brings. Many in real estate think you're crazy for doing it though. You think they're crazy for not because you realize that property management is the ultimate, high-trust gateway to real estate deals, relationships, and residual income. [00:00:48] 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 the perception, expand the market and help the best property management entrepreneurs win. I'm your host, property management growth expert Jason Hull, the founder and CEO of DoorGrow. Now let's get into the show. [00:01:10] So today what we're gonna be talking about is-- during our Grow Call, one of our mastermind calls today, one of our clients brought up that they had a challenge. They followed up with some leads and they found out that they had gone with a cheaper competitor. And they said this had happened a couple of times, and what that tells me as a coach or as a consultant– that reveals to me that there's a leak maybe in their sales process. They might have just been a bad fit. So we always wanna qualify our clients, but I wanted to discuss today and talk about how to deal with the cheaper competitor when somebody is going with another company and how to prevent that from happening. [00:01:50] So one of the things that I teach in our sales secrets training is, when people are really heavily focused on price, one tactic is this formula that's based on neurolinguistic programming, that: "It's not A, it's B." and so the way that you can utilize this, that "It's not A, it's B" formula is really powerful when you're trying to change people's thinking from what they're concerned about and thinking about and focused on to what they should be thinking and focused on. So the way this formula works is you just say, "The real issue is not A. (whatever they're thinking about). It's actually. B." So for example, if the real issue is not price, but they're thinking about price, you would say, [00:02:29] "Hey, Mr. Owner, I find that the real issue and the thing that most savvy investors are focused on is not actually price. The savvyer investors and some of our best clients, what they realize is the real issue isn't price. It's actually things like vacancy. One month of vacancy, if you're paying a mortgage on the property, could be an entire year of management fees. So good property management really may not even cost you anything. If on average you're not very effective at getting the place rented out, or you have a month of vacancy, our management fees would be covered because we're really good at getting things rented out quickly, and we can decrease that vacancy. So that would cover our management fees." [00:03:07] Or "The real issue isn't price. It might be just getting the best amount for rent, and we're really good at getting rent. And so, some people are not really good at getting the high rent, and some property management companies might not be motivated to. We know how to get the top dollar for rent, and if you haven't raised rent in the last several years and you're 10% below market value, our management fees, even if they're as high as 10% or whatever they might be, it would be offset if we just raised the rent to its effective rate that you can get in the marketplace. And so our management would basically be free. We'd be able to collect more rent and it'd be a wash, right. It wouldn't cost you anything, and you get to get this off of your plate." [00:03:48] Most investors do not want to be landlords. They want to be investors. Right. And so you can just ask them, "Do you love being a landlord and like doing property management related tasks, or do you really just have this because you really enjoy being an investor and want more investments? Cool. Let me help you do that." [00:04:04] So the other thing that I coached on during that call is if somebody goes with a cheaper competitor, I love to deal with the tug of war that we normally feel like we need to pull on the end of that rope. If you find yourself fighting to keep a client or fighting to get a client, I like to just let go of the tug of war rope. This is the easiest way to really win in a tug of war is to just not play the game and let them fall on their ass. Like let go of the rope, and let them, you know, let them go. So what you can do-- I would love it if you would just say to them, "Hey, no problem. You've gone with another company because they had a cheaper price. Totally cool. We are perfectly happy to be your second property management company. We're perfectly happy to be the next property manager," and then what you can do to poison the well is just say, "Look, in the future if you run into these problems..." and then state some problems that you know are likely to happen with a not as good of property management company is yours. [00:05:02] "If you notice these red flags" or "if these things happen to you," and you can future pace them and point out typical problems that they might have with another property management company. "If this happens, when that happens, just remember us. We will still be here. Keep our phone number, reach out to us" and that sort of thing. You also can say, "and would it be cool if I checked in with you in a few months, just see how things are going?" And you can follow up with them. "How's things going with this new management company?" At the very least you could follow up just shy of a year of when their renewal date would be with that other company, just to check in with them and see: "How's your experience been with that other company? [00:05:38] If they say it's been great, you say, "Cool, really glad you're having a good experience. If it ever changes or you wanna talk to us, you know, we'll be here." But if they haven't had a good experience, then you can deal with that. Now here's the thing to remember. Usually if somebody goes with another company, even if they claim it was based on price, it's because you failed to be effective during your sales pitch in your sales process. Remember, people do not buy property management. Most of your competitors, people that don't listen to the show, people that are not my clients especially, they are going to sell property management. Smarter companies, my clients' companies, what they will do instead is sell safety and certainty. Nobody really wakes up in the morning, goes, "Man, today I wanna buy property management." [00:06:25] What they want to buy is peace of mind or safety and certainty. This is what they want. And so, effective property management companies don't sell property management for a fee they're selling safety certainty. Now if you recognize this, other companies will not be selling safety and certainty, they'll be selling property management. So you can be a disruptor and you can sell safety and certainty and point out flaws in other companies or red flags to look for, to poison the well that might prevent them from going with another company because those companies are not focused on safety and certainty, giving them peace of mind. [00:07:01] They're focused on selling property management features and benefits and what they get and that sort of thing. So the way to do that-- we teach that the most effective way to create safety and certainty is to remember this quote from Simon Sinek, who wrote _Start With Why,_ he says in one of his videos, he says, "People do not buy what you do. They buy why you do it." And so one of our most effective sales formulas that we teach is called the "Golden Bridge Formula." And we teach clients how to identify their personal 'why,' how to identify their business 'why,' company core values, client-centric mission statements, some of these materials, decision-making guides, etc. [00:07:38] This is in our Purpose Secrets training, but once you have that, you can then utilize what we call the Golden Bridge Script or the Golden Bridge Formula, which is basically sharing your personal 'why,' business 'why,' and connecting it to their 'why,' which is what do they want? So if you know what they want and you know what they're trying to get and what they're trying to have and why they have rental properties and why they're doing this, which means during your sales pitch, you need to identify this stuff first. This is the first side of the bridge. It's their side of the bridge. If you're gonna build a bridge to somewhere, you need to know where they're at, what their side is. You need to figure out their 'why,' then you can relate your personal 'why.' Like, why do you wake up in the morning? Why do you live the life that you do? Why did you decide that this business was a vehicle for you to get fulfillment from and freedom from and contribution from and support from, right? The four reasons. [00:08:27] If you aren't familiar with that, go back and listen to my episode on the four reasons for starting a business. But they need to understand why you're doing this because if you don't relate your 'why,' they're gonna assume that your 'why' is just to squeeze money outta them, probably as unethically as possible. That's the default people assume for any business if they don't understand your real motivation. Like my real motivation, my personal 'why' statement is to inspire others to love true principles. That means I love learning what works and sharing it with other people. That's just fun for me. So I built a business that allows me to do that every day, and that's why our business 'why' is to transform property management business owners and their businesses. That 'why,' our business fulfilling on that 'why' allows me to get personal fulfillment on my 'why.' So the business is in alignment with what I want, and it's in alignment with what you want as a potential client of DoorGrow. [00:09:19] And so there's alignment when people understand. Then, you've built that bridge. That is the golden bridge. It's the ultimate bridge. The ultimate secret for building trust and rapport quickly is to share your 'why,' the business-- why it exists-- and connect it to their 'why.' Once you've done that, there's an authentic connection between your heart and your motivation to their heart and their motivation. So they know that your interests are in alignment and they can trust you, and sales and deals happen at the speed of trust. Sales and deals happen at the speed of trust. It's not about satisfying logic. [00:09:52] It's not about satisfying their brain. It's not about all the features and benefits. They will not go with you or work with you just because you have the best features and benefits or the best price necessarily, if they deep down don't trust your motivation and trust you to actually fulfill on it and that you have some sort of inherent motivation to get them what they want. So otherwise, they'll just assume, like I said before, that your motivation is money as unethically as possible, which should not be your motivation. Hopefully, it's not. Most business owners really do want the four reasons. They want freedom, fulfillment, contribution, and support. Money is a side effect of focusing on those things. But when you're lacking those things, then you focus on the fifth reason, which is safety certainty, and that's what your potential clients want, and if you're starving and focusing on safety certainty and giving up those four reasons, you are now a business that's out of alignment, that's less ethical, or that has problems, right? [00:10:51] So they need to know that that's not you, so shift your focus away from _what _and focus on _why _you do what you do during your sales pitch and process, and that will distinguish you from all of your competition. So that's probably one of the biggest leaks that exist in the sales process. And so you will probably be able to poison the well or stand out, or however you want to phrase it, better than your competition, because you focused on 'why' and not 'what.' Now, if the last thing we shared, if you don't get them on as a client, it's a great idea to do some sort of, almost like an exit interview, but to reach out to them and just get feedback on why they didn't go with you. And if you frame this in a really positive way, like, [00:11:31] "Hey, it would really mean a lot to me if you could help me out and help me understand, like what made you choose that other company over us." That feedback is invaluable for the future, so you can make changes for the future to make improvements on your pitch, on your sales process. And so if they're just like, "Hey, it was just basically price. You all look the same." That's not feedback that your price is wrong. That's feedback that your pitch is wrong, that you would look the same as everybody else. You're just a commodity. And when you don't focus on _why _and you just focus on _what,_ then you are basically saying, "I'm just a commodity. I'm like every other property management company out there." So doing these exit interviews will give you really valid feedback, you know, or whatever you would call it so that you can improve your sales process in the future. So keeping track of these in your CRM is also a good idea. [00:12:16] So historically, we would keep track at DoorGrow. If we lost a deal, we would keep track on what the reason was. Was it because they weren't financially qualified, they didn't have the funds? Was it because they couldn't afford us? Was it because this didn't really solve some sort of pain or problem for them, they didn't have any immediate pain or problem or challenge that they needed help with? Things were pretty good. So they're like, "Why should I spend money to work on growing my business? I'm actually growing okay right now," you know, or like, "I love my day-to-day business and I love what I'm doing, so I don't need to improve that." Right? So if they don't have any pain or any problem that we can solve, that might be a reason. So it might be that they just were never available and that we couldn't communicate with them, so we just marked the deals lost because they ghosted us. And so those are the ones that we won't allow to become a client later on 'cause if they're not ethical enough or responsible enough to like, at least tell us they're not interested or to communicate with us, and they just ghost us, we're really careful about bringing those type of clients on 'cause they'd be terrible clients to work with if they're not communicating and don't communicate with us, right? [00:13:16] So we keep track of these types of things that we get data and we can see: why are people not signing up for the program? Or why are we not closing deals? Why did we lose that deal? And going and asking people, "Why did we lose the deal?" Sometimes we're able to identify an objection or a challenge and find out they went with some alternative or they went with some other thing or they just thought something was missing or they misunderstood something in the program. [00:13:40] "Well, you guys don't offer a website, and we needed a website with it." [00:13:43] "Oh, well, we do. We must not have explained that during our pitch." [00:13:47] So we can then deal with that objection and sometimes still get the business on. So getting that feedback can be very valuable. So hopefully, this episode helps you to be able to know how to deal with those cheaper competitors. I have some great episodes from the past, like with Darren Hunter on people asking for discounts. So before you lose the deal, if they're asking for a cheaper price or the price of the company competitor down the street, check out the interviews that I've done with Darren hunter fee max expert in Australia, and we got some other cool episodes that might be relevant too, dealing with sales or that. So anyway, if you are struggling with anything in your business, growing and scaling your business, we just launched this awesome program called the Rapid Revamp that is part of a bigger program called Built to Sell. [00:14:32] And so if you wanna build the ultimate property management business, you wanna build a business that is built to sell in the next three to five years, which means in the next three to five years, you can have a seven-figure exit on your property management business because you've been able to grow it, build it up, and get yourself out of being the linchpin in the business and the day to day so that you could sell this business. And here's the secret, you may not want to sell your business. And if you can build a business that you can sell, that is the ultimate business that you would not want to sell. So building a business to sell is how to build a business to keep. This is a business that is an asset that makes you money that you don't have to be involved in the things that you don't want to, and it becomes the ultimate vehicle for you to get fulfillment, freedom, contribution, and support in. So it's actually giving you things besides just money. So you're not gonna wanna sell it for just money because it's giving you purpose in life and giving you momentum. [00:15:26] And so that's the ultimate business. The ultimate level of freedom in a business is to have a business that you could sell if you wanted to, and you can sell it for a nice exit, not being one of the companies that sells because it's got so many problems that it's a bargain for some other company to come in and snatch up because they can improve it and make it so much better and rehab your business. Let us help you rehab your business with our rapid revamp program. So check us out at DoorGrow.com. Our next class starts in October. We've got our first class going through right now. We've got about-- I think about 50 businesses going through this Rapid Revamp. Right now, we are only planning on allowing 30 in our next class. We're allowing our existing clients to go through this class with us. The next class is only gonna be 30 slots. We're only probably letting about 10 on in a month over the next three months leading up to October. So if you want to get your spot reserved, we have some bonuses and some special things that you can have access to even before we start that class if you pay and get signed up for this class. [00:16:28] So this is not cheap, it's not for the faint of heart, but it's way cheaper than buying into a franchise, and we even have franchisees that are going through this or that choose into this because they want to grow their business, but this is going to be an-- it's an awesome program. We're getting really positive feedback. It's a culmination of everything we learned by doing our mastermind and by doing our former Seed Program, which we had four versions of. So this is version six, I guess maybe, or more of our programs, and this is the best stuff that we know to grow businesses rapidly in a 90 day period to lay the ultimate foundation for growth, and we're calling it the Rapid Revamp, so it includes a website, includes branding-- rebranding-- logo design, includes pricing revamp. We're optimizing all the leaks that exist in your sales pipeline. It does not make sense to do marketing, advertising of any sort if you have-- turning on the hose, so to speak, of this faucet of all these things, if you have a hose connected to it, which is your sales pipeline that has massive leaks at each stage, which would be branding, reputation, website, sales process, pricing, all these different leaks. We're gonna dial in all of these leaks to a level that you have not dialed in before and make sure that your business is really effective. [00:17:41] So I'm really excited about this program so are our clients. You should be too. So check us out at DoorGrow.com and get onboard for our Rapid Revamp program that's coming up for October, and it's gonna be awesome. So, and we kick it off with an in-person event live and it's gonna be really cool. So, yeah. Get in on this. It's gonna be really cool and you gotta be around some awesome people in your class. So anyway, until next time, to our mutual growth. Bye, everyone. [00:18:08] 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! [00:18:35] 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 today's 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.

Do you experience a lot of pressure and noise in your business? Have you had the same tasks on your to-do list for months? Every business owner benefits from having time set aside for strategic planning. Property management growth expert, Jason Hull shares the secrets to strategically planning out your daily tasks to lower your stress and tackle to-do list items effectively. You'll Learn… [02:03] Setting Aside Strategic Time and Why it Matters [03:26] Setting Intentions for Events in Your Day [05:15] Feeling the Negative Feelings to Lower Pressure and Noise [08:24] Why Celebrating and Appreciating the Good Matters [11:23] Finishing up Your Schedule [14:02] The Secret Final Step: Offloading Tweetables "The king or queen needs to eat first, otherwise you're going to have a starving kingdom." "One of the simplest daily things you can do to get more juice out of your day, more momentum will be to do daily planning." "When you make a decision about what your intention is like, what outcome that you desire to have from this interaction or this event, you are more likely to have that happen." "I want you to remember that the only thing you can do with negative emotions is to feel them." Resources DoorGrow and Scale Mastermind DoorGrow Academy DoorGrow on YouTube DoorGrowClub DoorGrowLive TalkRoute Referral Link Transcript [00:00:00] If your baseline stress level is higher and higher and higher because you're just adapting to things and you're tolerating things, you are going to feel more anxious and more preloaded and more stressed, and it's gonna catch up with you. [00:00:12] Welcome DoorGrow Hackers to the #DoorGrowShow. If you are a property management entrepreneur that wants to add doors, make a difference, increase your revenue, help others, impact lives, and you're interested in growing in your business and in life, and you're open to doing things a bit differently then you are a DoorGrow Hacker. DoorGrow Hackers, love the opportunities, daily variety, unique challenges, and freedom that property management brings. Many in real estate. Think you're crazy for doing it. You think they're crazy for not because you realize that property management is the ultimate, high-trust gateway to real estate deals, relationships, and residual income. [00:00:48] 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. I'm your host property management growth expert, Jason Hull, the founder and CEO of DoorGrow. Now, let's get into the show. [00:01:10] So today's conversation topic for today's show is going to be daily planning. And so what I wanted to go over today with you is daily planning and how I plan my day. A lot of these ideas I learned from one of my mentors and coaches, Alex Charfen, with my own adaptation to this. And so this is my way of doing daily planning. And if you're wanting to follow along or try this or do this, you can go to doorgrow.com/dailyplanning, and you can fill out this form and go through this process. I've built a really cool form to take you through this process. It asks for your email address and it will email you your to-do list of everything that you filled out on this. [00:02:01] So I'm gonna take you through this. So first step in doing your planning, and you wanna do this either at night, which was recommended by Thanh Pham, one of my friends, who runs asianefficiency.com, and he recommends that you do it the night before. I usually will do it in the mornings early. I like to get up early before the kids, pets, work, phone calls, et cetera, and use that sacred time in the morning, but whatever time that you do this, map out some strategic time, and I want you to be clear on this principle, that strategic time is really where a business owner is best spending their time rather than tactical day to day work, right? [00:02:42] Tactical stuff needs to get done, but anything that's tactical usually can be done by somebody else. You can offload that you can hire somebody to do that, eventually is the goal. But you spending your time-- somebody needs to be spending their time doing strategic work on the business instead of in the business. Somebody needs to be the general in the tent, you know, making the strategy for the army. The king or queen needs to eat first. Otherwise, you're going to have a starving kingdom. This is where you kind of place yourself at the head of this company and get to be the visionary during strategic time. One of the simplest daily things you can do to get more juice out of your day, more momentum will be to do daily planning. [00:03:21] So, first thing we want to do is take a look at your schedule for the upcoming day. So the first step is: schedule an intention attracting what you want. So what scheduled events do you have today or for the next day? And what is your intention for each. So for those of you that are a little bit new agey, or those of you that have followed, you know, different gurus or coaches out there, intention is a very powerful thing. You've probably heard them talk about it. What I have found is when I set my intention for what I want to occur or happen, unconsciously something-- it happens differently. Like, I don't know. Some will say the universe like makes it come true, or maybe your unconscious mind starts working on that challenge. [00:04:03] But when you make a decision about what your intention is like, what outcome that you desire to have from this interaction or this event, you are more likely to have that happen. And so my recommendation is that you go through your schedule, and in the example you'll see on the daily planning form that you'll be filling out, you put some sort of timestamp, like "at 9:00 AM I'm meeting Fred Smith, and my goal is to inspire him to hit his sales goals", for example, or "at 10:00 AM, I'm meeting with Fred Savage from The Wonder Years-- just kidding-- and I'm gonna negotiate a win-win deal." Right? That's my intention. So you're gonna have certain appointments, certain interactions meetings with your team, different. [00:04:44] What's your intention for each of those and just by consciously setting an intention for each, what I find is I get a lot more of what I really want out of those instead of just kind of stumbling into them. I know what my intention is. And so make sure you have your intention set. You're gonna get much greater results. If your intention is to close the deal, you're far more likely to close the deal just by putting it out there and to your mind, your unconscious mind, to the universe, to God, whatever you believe in-- by setting the intention, you're far more likely to get that result. [00:05:15] So the next step after you do that is avoiding and discomfort, emotional health, and lowering your pressure and noise. So what uncomfortable feelings did you not want to experience in the previous day? What made you uncomfortable recently? State related actions that you can take. And so as a reminder, I want you to remember that the only thing you can do with negative emotions is to feel them. And usually thinkers like myself, logical people, we try to find ways to not have to feel those uncomfortable feelings in the future. But the only thing you really can do with the feeling is to feel it. And so rather than just analyze about the feeling or analyze it, or just think about, "how can I avoid this in the future and how can I escape this feeling?" [00:06:00] One thing I would recommend that you set an intention to do as a to-do item is to spend time feeling that feeling. So as an example, these are different action items or to-do items related to discomfort. I find that a lot of these things are simply solved by an Amazon order or something like that. Like I was uncomfortable maybe because I ran outta toothpaste or I ran outta soap or I didn't have this. Cool. Those are easy. I can make those to-do items, "order toothpaste," "order, you know, this," right. Place an Instacart order, get some groceries. Right? So example: upset at partner, fear, I fear an uncomfortable conversation. Have the conversation. [00:06:38] Another example: feeling anxious. Sit for five minutes and feel through that emotion, that anxiety and feel through it. Lawn, not being mowed, bothering me, research and find a gardener, right? Like these type of things. Right. So figure out what-- because as entrepreneurs, we tend to just keep more and more on our plate. We tend to cause more and more challenges, and we're really adaptable and we get really good at these painful things and these uncomfortable things just becoming white noise. I don't want these to be white noise for you because the more white noise you have, the harder it is to hear everything else, and so if we're talking about emotions and stress, if your baseline stress level is higher and higher and higher because you're just adapting to things and you're tolerating things, you are going to feel more anxious and more preloaded and more stressed, and it's gonna catch up with you. [00:07:27] And stress is the number one killer, like it eats at you. Your body eventually starts to break down if stress is high enough. It starts to kind of cannibalize itself. So cortisol is released. Cortisol is a stress hormone, cortisol, negates all of the effects of testosterone, which, whether you're a guy or a girl, testosterone is what motivates you to have sex drive. It's what motivates you to accomplish things to some degree, it also can sap other chemicals in your brain, so I want you to be healthy as possible. So we want to lower that baseline pressure and noise. That means clearing out all these really easy, sometimes, things to solve. Right? And sometimes you just need to feel through something and just experience the feeling cuz you cannot feel it forever, and then it will go away. [00:08:12] So that's the next step. What things could you do that day to solve, you know, discomfort or things that made you uncomfortable in the previous day and just getting clear on which things are causing you discomfort. The third step is celebration. It's celebrate things you wanna reinforce more of. The things you celebrate, tend to grow, and so what wins do you need to celebrate? What wins have you had? What accomplishments do you have? This sends a powerful message to your subconscious, that, "Hey, these wins mattered. A lot of times we make the mistakes as entrepreneurs that we achieve an accomplishment, and then we send a powerful signal to our unconscious that it didn't matter. [00:08:50] So celebrating those wins, but also celebrate the work. If you are celebrating the work and the effort to achieve certain things, you're going to be much better at achieving those things. That wires your dopamine to be more effective for winning. So celebrate the actions. Celebrate, "Hey, I made 300 phone calls this week of outreach," or Hey, "I did..." whatever it is that you accomplished. Celebrate those type of things you wanna reinforce more of just celebrating the end results sometimes can demoralize us because sometimes we don't have control over the end result, but we can control the actions leading up to it. So celebrate the actions. So example: the team hit 80% of our commitments this week. Post to the team about it and celebrate right. Or highlight them in our meeting today and celebrate with them. Where I worked out three days in a row, brag to somebody. Right. You know, so figure out some action items you can take to reinforce this. [00:09:48] The next step is appreciate. This is powerful. Now, I used to use the word gratitude, and I love the idea of gratitude, but ' appreciate' is a more effective word. And I like this, especially being here, kind of in the real estate sort of industry, when things appreciate, it has a double meaning. When you want to appreciate something, you are recognizing its value, but not only that, when you appreciate things, you also are taking an asset or something valuable and you're increasing its value. And so the things you want to grow, appreciate them, and they will grow. They're going to appreciate in value as well. So who do you need to appreciate, you know, this day? What are you grateful for today? State related actions that you can take. [00:10:33] So an example: Adam reached out to all of our clients. I want to appreciate him during our morning huddle or Sarah helped me sort out some ideas. I want to make sure I appreciate her in our morning huddle as a team. Right? So appreciation will give you some action items that will benefit and bless you and your team, right. Putting some appreciation, some gratitude out lets your team know that they get to feel appreciated, and so appreciation helps me grow my team members and helps improve the relationship that I have with my team and improves the culture of the team. So appreciation is powerful. Appreciation helps your relationships. Appreciation helps you with your kids, right? Recognizing things and seeing the good in others, appreciation is the next step and then ideas and inspiration. [00:11:23] So this is step five: capture your inner genius or other tasks. So throughout the day, I'm usually writing down ideas, taking notes on things, so I wanna go back through those and say, "What ideas did I have? What sparks did I have? Do I want to add these to maybe an idea board or an idea list? Or is there something that I want the team to do? I just got this great idea talking to a client. Maybe we should do that for everybody." [00:11:47] Anything else? This is basically the, 'anything else category.' What ideas, books, videos, actions you need to take, add to your to-do list. State them as related actions. So for example: read It Doesn't Have to Be Crazy at Work by Jason Fried. It's a good book by the way. Or "create sales script for Referral Secrets training," you know, or stuff like this, right, for my clients. So as you get ideas, you can feed these in your daily planning as well and capture those ideas, so you have them as action items. So if you have, you know, appreciation, gratitude, and these type of things, they should be converted into actionable items, because otherwise they're not really useful, right? Because feelings don't really exist to other people, unless they're expressed, right. Love is an action. Right? Love is an action that creates the feeling of love, so take the action and it will create these things. So I want you to convert these into actions. [00:12:42] So number six is your to-do list. Like anything else you haven't listed before? Maybe it's not ideas. Maybe it's not other things, but you're just like, "I know these other things need to get done." This is kind of that miscellaneous catchall at the end. Like "I need to email my accountant about that SBA loan thing," or "I need to cancel that unused Hulu account" or, you know, whatever. Right. So anything else on your to-do list? You. Put that stuff in there and you click 'okay.' And then I added this question. This is a very powerful question. This is number seven. This is, I think the last thing, besides it asking for your email address: what is the one thing or your next right thing, right? [00:13:23] What is the one thing in your business or personal life that if you could do this day, that by doing it will make everything else easier or unnecessary? What's the earliest or first step or next action towards that, the next right thing that you can do to accomplish that one thing. This would make the day a win if you could just get this one thing done. So, and I have an example, like: make money= do four hours of outbound prospecting this day and get some cash in. Right? If that's that's my one focus today, if I could just accomplish that. That allows you to take this big to-do list and boil it down. [00:14:02] Now, the secret next step in this, that is not mentioned on this daily planning-- I think it's mentioned on the output screen at the end. The last step that you, I want you to take is that if you have any team members, if you have an assistant-- which everybody should have an assistant-- if you have an assistant or team members is to take this output, you plug in your email address, it will then send you an email with your big to-do list of all the stuff that you want to accomplish, and then you take this list and you give this to your assistant or you delegate all these things to your team, so you can cross them off your list. A really good leader has a really good team, and a really good leader knows to delegate. What I do is I take this list-- and if you're handwriting this out, what I used to do when I would hand write it is I would just write somebody's name next to each of these things. [00:14:53] I'd write some initials for team members. I'm like, " This is Adam's. This is gonna go to Sarah. This is going to go to Kyle on my team. These team members can take these things off my plate." That's why they exist is to support you as an entrepreneur. "And this can go to my assistant, Mar..." so I just as assign these things out. And so that's how I do daily planning. So then my to-do list doesn't continually grow every day. I'm able to delegate and assign, and it gets smaller and smaller every day. My discomfort gets smaller and smaller every day, or I'm tackling something in it every day. I'm appreciating people every day. Right? And when we're grateful, we attract more abundance into our life and better things come to us. Right? So psychologically it rewires our brain for more positivity. I'm starting to notice things that I didn't notice before. So this is really effective. There's a lot of psychology that goes into this planning process. [00:15:43] I encourage you to use it. I would love to hear from you. So wherever you're seeing this video, comment below, if you start using this or let, let me know, I'd love to get your feedback. What is working for you? What do you do differently in your daily planning, if you have anything else that you do? But this covers most of the things that I've heard regarding plans for the day and will help you have a really clear-- you'll have your agenda for time with your intention, you'll have the things that you're grateful for, you'll have the things that you wanna celebrate, you'll have all your ideas, and you will have the stresses and the discomforts, you'll become more conscious of those so you can get rid of them and offload them to lower your baseline pressure and noise, and you'll have clarity on your one main thing that you need to accomplish that day so you can give yourself permission to have a win, right. And feel like you did something right. So that is daily planning. So I hope this is really helpful. Again, you can check that out by going to doorgrow.com/dailyplanning, one word, and you can go through this daily planning. [00:16:47] Normally, I only gave this out to clients. It's a super effective way of creating momentum right away for new clients. And I wanna share that with everybody. I hope you find it beneficial. And if you're wanting to get in momentum and get signed up for our upcoming Rapid Revamp program, I highly recommend you check out this new program. It's gonna be really, really awesome. Some of you may have heard about or experienced our Seed Program. Some of you heard about maybe our Grow and Scale Mastermind. We've got this new program called Build to Sell. So you can build a new business, build your business so that you can sell this business in the next three to five years for a seven-figure exit. [00:17:26] Even if you're starting from scratch, I've helped people scale their business up to this level, or you'll have a business that is built to sell, but you'll realize that when you build a business to sell, it's a great asset and you're gonna want to keep it. So you may want to stay in that business and keep it, but you won't be miserable in it anymore because you've built it effectively, so you're not involved in it the way that you would have to be, and you wouldn't be able to be if you were gonna sell it. Right. And so this is going to create really effective businesses built to sell. The first three-month 90-day program we have is called the Rapid Revamp. We're gonna clean up your pricing, clean up your branding, clean up your website, optimize your entire sales pipeline, clean up your sales process, and give you three of our top acquisition strategies so you're adding doors without spending a dime on marketing, and we're gonna do all that in a 90 day period. It's rapid, it's a training program you're gonna be moving through on a weekly basis with your class with a group. [00:18:23] Our first class is already starting. By the time you see and hear this, it will have already started, so you are too late for this. We only wanna allow 30 people in. We open this up to our existing mastermind clients. We have over 40 signed up already... already right now. But our next cycle is gonna start in October right after rent week, which is the first week of the month. It's gonna be the week after that on Tuesday. So get in. It's first, come first serve. We're only opening up for a certain number of slots that we feel like we can confidently take through in a course in a class over the next 90 days after that. So make sure you get in early. So if you're interested in this, reach out to our team, you can check us out at doorgrow.com and get on a call. [00:19:08] So until next time everybody to our mutual growth. And I'm out. Bye everyone. [00:19:13] 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! [00:19:40] 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 today's 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.

As a property manager, do your clients and owners allow pets? Do you encourage them to? There is an opportunity to create an additional stream of revenue and avoid fraudulent ESA letters by doing something so many owners are afraid of… allowing pets. This week, property management growth expert, Jason Hull is joined by Logan Miller of OurPetPolicy to discuss the ins and outs of animals in rental properties and why allowing pets can actually be more beneficial for owners and tenants alike. You'll Learn… [01:31] OurPetPolicy's Mission and Why they Started [04:00] The Big Issues with Not Allowing Pets in Rental Properties [08:06] Reducing Fraudulent ESAs and Creating Better Tenants with Screening [11:46] Keeping Track of Pet Problems with Mapping [14:53] The Financial Gain for Property Managers [17:02] Creating Effective Pet Policies and Rules Tweetables "It doesn't seem to make a lot of sense if you're gonna cut out two-thirds of the potential client base in one fell swoop by not allowing pets. You're not gonna be able to get as many qualified candidates probably for that property now." "When, you know, there's less of a pool of tenants and a little sparse, it could take an extra month on average to find that right tenant, you know, if you're not allowing pets and that feeds back into the return on investment for the owner." "Either you allow pets or they will just bring pets or animals into the property and hide it from you-- is a very common scenario-- and most people would rather be honest." "It's just another revenue stream that property managers can add is to make sure that they're tacking on pets and people are very willing to pay pet rent or to pay additional fees for a pet." Resources DoorGrow and Scale Mastermind DoorGrow Academy DoorGrow on YouTube DoorGrowClub DoorGrowLive TalkRoute Referral Link Transcript [00:00:00] There was a property manager who had like over a thousand doors, and he said, "My best secret is I'm really good at convincing owners to allow pets." All right. We are live. Welcome DoorGrow Hackers to the #DoorGrowShow. 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 in life, and you're open to doing things a bit differently, then you are a DoorGrow Hacker. DoorGrow Hackers love the opportunities, daily variety, unique challenges, and freedom that property management brings. Many in real estate think you're crazy for doing it. You think they're crazy for not because you realize that property management is the ultimate, high trust gateway to real estate deals, relationships, and residual income. [00:00:46] 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. I'm your host property management growth expert, Jason Hull, the founder and CEO of DoorGrow. Now, let's get into the show. [00:01:07] So today ,my guest is Logan Miller of OurPetPolicy, which you can check out at ourpetpolicy.com. Logan, welcome to the show. [00:01:17] Hi, thanks Jason. Thanks for having me. Excited to be here. [00:01:21] Cool. So Logan, give us a little bit of background on you as an entrepreneur and your journey into how you kind of got to the point where you decided to start something called OurPetPolicy. [00:01:31] Yeah. Yeah, so it all started, um, back when I was 23, I purchased my first house and it was a duplex and rented it out and became my own property manager of that. And even rented to college couples, and I was surprised at how many of them being, you know, kind of poor college couples, had pets. And a lot of 'em, you know, would say it was an emotional support animal, and because I lived on the property, I didn't have to accept those. And so, they'd end up paying a $300 pet fee to have it. And typically they're, you know, six or 12 months. And it surprised me that they were willing to pay that, but they did. And eventually between me and family members, grew our portfolio and yeah. Actually just before COVID, you know, we had a no pet's policy on those properties as well, and it surprised me how many ESAs we had-- emotional support animals that we had. [00:02:19] And we got to a point to where, you know, we really looked into it and there were over three fourths of our rentals-- it all had a no pet's policy-- had animals in them and it's like, man, there's gotta be a better way to verify these emotional support animal letters, and so we talked with other property managers, most of them, you know, just accepting the ESA letters. We found online there was lots of websites that sell these letters and we went and got the letters ourselves and surprised at how easy you can get 'em. Just check a box: "I sometimes feel stressed" and they say, congratulations, you qualify for an ESA letter signed by a licensed health professional. And so we, you know, worked with some lawyers and said, "Hey, there's gotta be a good way that we can shut these down, you know, as they're not legitimate" and figured that out and I was like, "Hey, I'll bet other property managers would like this as well," and so just started a business. [00:03:08] Okay, so our topic today is allowing pets versus not allowing pets. So why don't we chat a little bit about that, and then we can talk a little bit about how you sort of helped solve this problem. But, I remember being at a conference and there was a property manager who had like over a thousand doors, and I asked him what, you know, maybe his secret is, right? If he has one. And he said my best secret-- and I think he was a property manager in Hawaii-- and he said, "My best secret is I'm really good at convincing owners to allow pets." And I said, "Really?" And he's like, "Yeah, I'm good at convincing them to allow pets because usually children cause more damage than pets do." [00:03:47] And he said, "So I'm able to talk people into allowing pets, which allows us to rent out more property, more easily at a higher price point and just facilitate things. So that was kind of like his big secret that he wanted to share with me. So, what have you noticed about allowing pets versus not allowing pets? So let's chat about that. [00:04:06] Yeah. Yeah, no, I a hundred percent agree. If you look at the statistics out there, they say between, you know, two thirds and even as high as 90% of renters have a pet-- or if you're being technically correct-- have an animal because you know, assistance animals aren't considered pets, right? So, over three forces of the renters are gonna have an animal, and you know, I think a lot of times owners are hesitant to allow those animals, you know, on their properties as they've seen, you know, worst case scenarios. But the reality is, looking at the tenant pool, so many of the tenants have animals that if you want a quick turnaround and be able to, you know, charge-- like you said-- a higher monthly fee, you know, you have to accommodate that. [00:04:50] Yeah, it doesn't seem to make a lot of sense if you're gonna cut out two thirds of the potential client base in one fell swoop by not allowing pets. You're not gonna be able to get as many qualified candidates probably for that property now, but a lot of owners are really afraid of pets. They might not be somebody that has pets or maybe they're just a really terrible pet owner, and they've seen the damage they've allowed their pets to make, maybe. I don't know, but they're afraid or have this fear that: 'if I allow pets in this property, it's gonna be absolutely destroyed.' They're imagining worst case scenarios, cat lady house, full of cat urine, or, you know, dogs with some sort of razor claws like shredding everything and chewing up everything. Right. So with your clients in the past, how did you persuade them to like, let go of that fear or to help mitigate that risk? [00:05:45] Yeah. And we see this with property managers that we work with. They've, you know, for 20 years have had a no pet's policy but will still have animal issues, you know, as they're getting lots of assistance animals, emotional support animals, service animals, and see that, 'Hey. We're really fighting against this and what, if we move to allowing pets, you know. More than half of them have animals in them already,' and so we go through and, and show 'em, "Hey, you know, first of all, you wanna have really good, specific animal rules and we can talk about those later, but you wanna make sure that those expectation levels are set high so that the tenants know what they're expected to do and to help mitigate that damage potential. [00:06:28] And then we'll, you know, show 'em the return on investment that they see for allowing animals, which part of it could be renting out faster. Lately, with the rentals, especially around here in Idaho and where, you know, we're helping at, there's a large tenant pool and a lot of applications, and so they haven't seen that here in the past year or so. But when, you know, there's less of a pool of tenants and a little sparse, it could take an extra month on average to find that right tenant, you know, if you're not allowing pets and that feeds back into the return on investment for the owner. [00:07:02] Yeah. Something else that has come up on some of our group coaching calls in relation to pets is that, you know, either you allow pets or they will just bring pets or animals into the property and hide it from you-- is a very common scenario-- and most people would rather be honest, but they're not gonna give up, you know, having a good place in a lot of situations just because of a pet, right? And they're not gonna get rid of their animal or their pets. And so, what ends up happening is they just hide them, and if they're hiding it. Maybe you won't even see the damage. Maybe there's no damage. Maybe they're able to hide everything really well, but also you're not able to charge pet rent. You're not able to make more fees. You're not able to maybe get some sort of additional deposit or whatever you might do to kind of maximize your fee structure and to reduce risk for the owner and the animals are still in the property. All right. So let's talk a little bit about OurPetPolicy. So what problem does this really solve? I'm curious. [00:08:06] Yeah. And so like I mentioned earlier that first part where we started off with is, you know, those emotional support animal requests, right? And we see especially with, you know, the younger generation coming and renting, and they're used to finding all their information online and there's so many blogs and posts about emotional support animals, all these websites that are selling these letters, you know, have blogs, YouTube videos and say, "Hey, why pay pet rent?" "If you have a no pet's policy, you know, see if you qualify for an ESA letter and 95% of people do." And so it's really so easy to go get an ESA letter that they're coming in without the pet policy. So we solve that issue and we're able to flag those letters and say, "Hey, you know, would you like to turn it into a pet and pay that pet deposit" or, you know, for the owners that are like, "Hey, I absolutely don't want animals in my property." we help keep their pet policy and go that route, but we do see a lot more and more switching from a no pet policy the pet's allowed. [00:09:08] And so that's kind of the one, the initial pain point we're solving. But the other thing too is, you know, as tenants come in, a lot of times the damage that their animals cause is because they're naive to their damage potential of a dog or of a cat and they don't know those best practices, and so our goal is to help educate those tenants, and so we have, what's called 'pet curriculum' for those tenants. So it goes through, they're getting a dog, maybe it's for the first time, maybe they've had a dog forever, but they'll go through this interactive training course that says, "Hey, here's the best practices for having a dog," and the common ways that they do cause damage and how to prevent it. And so our goal is to, you know, educate the tenants and make sure that they are responsible animal owners, and I think that, you know, for the owners makes them feel a lot better about having an animal on the property. [00:09:56] But then it's good for the tenants too, because less damage to the rental is good for the tenant. It's good for the property manager, and it's good for the owner. So that's another way that we're-- [00:10:05] Probably good for the pet. [00:10:07] So, we've had petscreening.com on our show before, and so I know lots of people listening have probably been using them or have used them before. So how does that compare? What's interesting to me that stood out is you have training material and education, which I don't know if they have that. But that's an interesting take is to also just level up the quality of the tenants in relation to pet care or taking care of their pets or the animals. I don't know if you've done some competitive research. I don't know if these two tools might be complimentary or if they're competitive. So maybe you can just touch on that real quick. [00:10:40] Yeah. They've been around for a lot longer than we have. We've been out for about two years now, and they started in 2017. And really, you know, in January, 2020, HUD came out with, you know, new guidelines around emotional support animals and those online website letters. That was kind of really our pain point that we were seeing, and so we really took off after that to start with, and then, you know, we were like, "Hey, you know, there's a lot of other issues we'd like to solve with software, our goal is to help manage those pets, you know, from a to Z. So not just the screening side of it, you know, when they're applying, but we wanna have a relationship with those tenants all the way through with the property managers. We do a lot of consulting with the property management companies on best practices and what we're seeing as far as data. [00:11:25] And like you said, the pet curriculum, we have a pet mapping tool to easily identify the animals. And so, rather than just being on the initial screening side, you know, we try to have a complete a to z pet management system. And so there's a little similarities between us, but in the end, a completely different business model and things that we're doing. [00:11:46] Got it. So you do do some screening of the pets for prospective tenants and prospective, you know, animals in the properties. What is the mapping tool? [00:11:59] Yeah. So it makes it real easy to identify the animals that are on the property, and so like in multi-family housing, you get a tenant, take a picture of an animal, send it in, you know, and that's part of our tool as well. The tenants can send in complaints on other tenants in the multifamily housing and it says, you know, "Hey, this dog was digging up the landscaping," or, "Hey, they didn't, you know, clean up after their dog. Here's a picture," and then you can, you know, search that dog real quick, put in the color of the dog, the breed of the dog, whatever, go through all the pictures of, let's say it's a black and white dog. It'll show you all the pictures of the black and white dogs, and you're like, "Oh, they belong in this unit. It's this tenant." And you can attach that complaint right to them, so it makes it quick that way. [00:12:40] If it's single family housing, what's really nice about it is you can share that with the owners as well. And so if you've got an owner that, you know, maybe that was their house they raised their kids in, you know, they're renting it. They drive by, they keep an eye on it. Instead of them calling you saying, "Hey, I saw an animal in the window. Is it supposed to be there? Is it not supposed to be there?" Going back and forth, you know, they can have access to that, to the pet mapping app and they can look on there and see if that animal's supposed to be in there. If it's not, they can take a picture, submit it directly from there. And so what we're trying to do is, you know, cut down on, on the time spent needed for property managers to do that detective work and figure that out, so. [00:13:15] That's clever. So if there's an owner that's like going to the property all the time, they probably should just be fired as client, but... all right. So that, that's really interesting. So the mapping tools probably could have been called the snitching tool, which is totally interesting. So I think that's cool. So you're able to map or connect the pet problems to a particular situation or like a particular unit. And now this doesn't expose-- allow neighbors to figure out which neighbor they are or where they're at or anything like that. It just allows the property manager to an identify who has the problem pet. [00:13:51] Yep, exactly. [00:13:53] Okay. Cool. Right. We don't want vigilante tenants taking action against a unit. [00:14:01] Right. Yeah. Right. [00:14:02] Okay, cool. So yeah, no, this sounds really interesting, and so do you have a background in technology? How did you decide, like, "I want to do this software stuff." [00:14:11] Yeah, so actually my brother that is the co-founder and he's had a lot technology, you know, startup-- software based startups and businesses and exits. And so he had the software team already built out, and so he's the co-founder with me. So I pitched the idea and and he's like, "Hey, this should be, you know, easy to do. And there's a large market out there and let's go for it." [00:14:35] Cool. So, can you tell us anything about, roughly about how this works financially, like pricing? Like, does this generally make property managers more money? Is this off set? Like, is this hard for you to sell? Is this easy to sell? Like tell us a little bit about that. I'm sure people listening are curious, so. [00:14:53] Yeah. Yeah. So our basic fee, like a software fee is 75 cents per door per month. And we go back and show the return on investment with that. And obviously if it's a no pet's allowed policy, you know, it's harder to show that return on investment. But, when the owner looks at it and says, "Hey, it kept this many animals outta my property that I didn't want in there," you know, "Hey, that's well worth it," and especially the education aspect of it, you know, if they are gonna have animals in the property, making sure there is less damage, you know, is gonna turn into that as well. And one thing I also thought'd be good on here talking about allowing pets versus not allowing pets: one of the common discussions we get in with property managers is, you know, what do you charge for a pet deposit? What do you charge for a pet fee? What do you charge for monthly pet rent? And anyways, that's kinda where we go back to that return on investment as well. You know, as we're turning these fraudulent requests into pets paying pet rent is-- you know, if they do charge a pet rent, pet fee, pet deposit, that's where the return on investment, you know, Is huge. [00:15:58] Yeah. Yeah. Cool. Yeah, it's just another revenue stream that property managers can add is to make sure that they're tacking on pets and people are very willing to pay pet rent or to pay additional fees for a pet. They would expect to, right? They just expect to. If they don't, they're like cool, but you know, they're willing to do it, so. I generally haven't heard people mention challenges or pushback from residents on having to do anything for each individual pet. So, yeah, and if you don't do it, I really think people are just gonna sneak 'em in anyway. They're just gonna do it. So I think there's a serious advantage for people being able to be skilled. So maybe something you wanna add in the future is since you already have the educational platform is you have some sort of video or educational material to sell property managers on the benefits of opening up that pet policy to allow pets and animals in the properties and something they could give to owners to convince them like, "Hey, this is a better way to go because if you don't, this is what generally happens and this is a better way to go and there could be more money involved." [00:17:02] Yeah, and that's part of what we do, you know, helping 'em go from a no pets policy to allowing pets is we give the property managers all of that data and we go through and build out a custom animal addendum with them to show 'em, "Hey, here's what, you know, the tenants are gonna be required to do the rules that they need to follow and I think all property managers should have that, you know, in their animal addendum and have every tenant go through and read through those and sign it. And one common thing we see that's a problem with property managers is they'll have, you know, pet rules in there and those pet rules don't apply to assistance animals. And so assistance animals, you know, if it's not in there as an animal rule, it's called a 'pet rule,' then it doesn't apply to them. So make sure that all the rules that should be followed, whether it's an assistance animal, you know, or a pet, are listed out as animal rules. [00:17:54] So, and you will help them put an effective pet policy in place that mentions animals. [00:18:02] Correct. Yep. So we'll have, you know, there's a pet section that talks about the pet fees, you know, pet deposits and all that, and then pet restrictions, a lot of times, you know, dangerous breeds. There's a lot of, you know, maximum weight limits and et cetera, but then there's a whole nother section that's called 'animal rules' that all animals are expected to abide by. [00:18:21] All right. So I'm looking at the FAQ on one of your sites here. So what are some of the questions that people typically have? This seems like a big one: do you have pet policies for every state that are applicable? [00:18:32] Yeah. And so we're moving across the country, so we're available to be in every state, and we work with lawyers in every state, you know, as we go into 'em. So far we're in 20 states across the country, and it typically takes us just a couple of weeks to add another state, you know? And like you said, we go in there. We have the specific rules in there cause it's state by state, they'll have rules saying, "Hey, if you represent in an assistance animal fraudulently, you know, there's a fine for that, and we make sure and put that, you know, in the pet policy as well. [00:19:04] Okay. [00:19:05] And go through state by state, make sure we found some specifically cities or counties that have specific rules around not being able to charge pet fees and et cetera. And so we work with lawyers in each state to make sure that we're abiding by all those rules. [00:19:22] So basically you're leveraging the rules and laws that are in each state. You're able to make the policy sound as scary as possible and leverage the rules and penalties that are possible or applicable. [00:19:38] Yeah. We want to, you know, educate the tenant as well. Right. That, "Hey, there are laws against this." [00:19:44] Yeah. [00:19:44] And you know, you wanna be-- they should be honest, but then also know, "Hey, if you, aren't honest, you know, here's the possibilities of recourse, so basically another educational part of it. [00:19:55] Right. So if they're gonna take the risk to be fraudulent or do the wrong things, they're more educated on that risk. So, okay, cool. Well, I think this sounds really interesting. I'm sure you'll get some people reaching out after they hear this episode. How can they find you? How can they reach out if they're a property manager that's interested in hearing more? [00:20:16] Yeah. So our phone number's on our website, obviously, you can always call us. We'd love to talk to you. Send us an email to info@ourpetpolicy.com. We go to a lot of the state trade shows. We were just at Apartmentalize, so national shows. And so, yeah, we're getting out there, but feel free to just reach out to us at any time as well. [00:20:37] So it's 'our,' O-U-R petpolicy.com. [00:20:43] Yep. Yeah, ourpetpolicy.com. [00:20:45] Perfect. All right, cool. So I recommend you check them out. Sounds interesting. I'll push maybe some clients your way and see what they think. And I appreciate you coming out and hanging out here on the #DoorGrowShow. [00:20:57] Hey, thanks for the invite, Jason, I've enjoyed being here. [00:21:00] Awesome. Anyway, Logan, appreciate you coming on the show. So check out ourpetpolicy.com and if you are looking for the best in growing and acquiring more doors and growing your business, check us out at doorgrow.com. We've got some really cool stuff that's coming down the pipeline that we are going to be doing for our clients. And we're really excited about this. So stay tuned. And until next time, to our mutual growth. Bye, everyone. [00:21:24] 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! [00:21:51] 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 today's 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.

Personality tests can be a great way to gauge potential team members and ensure they are a great fit for your business. Myers Briggs is just one of the personality tests we use here at DoorGrow. Join Jason in this episode as he discusses and describes the Myers Briggs personality test and different personality types in depth. You'll Learn… [01:30] What even is Myers Briggs? [03:28] How to Hire Correctly Based on Personality Fit [05:00] Going in Depth for all 4 Attributes in Myers Briggs Assessments [17:37] The Common Personality Types in Business [32:07] What to do After You Figure Out Your Personality Type Tweetables "Now there's a lot of people that would argue that personality is not always static. Personality is not like always defined and that you can have multiple personalities." "People have a main sort of way that they show up in the world and that's probably their primary sort of personality type and getting people to operate outside of that, there's some friction, there's some challenge." "One of the biggest, most important things to look at in hiring is personality fit." "A lot of times sensors gravitate towards manual labor or doing physical things where they can see physical, tangible, real world results." Resources DoorGrow and Scale Mastermind DoorGrow Academy DoorGrow on YouTube DoorGrowClub DoorGrowLive TalkRoute Referral Link Transcript [00:00:00] Personality fit dictates whether or not they will naturally be good at this job or whether you're going to have to micromanage them, push them and constantly overcome friction in relation to doing the job, [00:00:11] All right, welcome DoorGrow Hackers to the #DoorGrowShow. 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 you are open to doing things a bit differently, then you are a DoorGrow Hacker. DoorGrow Hackers love the opportunities, daily variety, unique challenges, and freedom that property management brings. Many in real estate think you're crazy for doing it. You think they're crazy for not because you realize that property management is the ultimate, high trust gateway to real estate deals, relationships and residual income. [00:00:48] 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. I'm your host, property management growth expert Jason Hull, the founder and CEO of DoorGrow. Now let's get into the show. [00:01:11] All right. So today what we're gonna be talking about is a tool that I use to look at personality types. Sometimes some people might view this as just looking at like the equivalent of looking at tea leaves, but we're gonna be talking about Myers Briggs and Myers Briggs assessments. So what is Myers Briggs? So Myers Briggs is a lens through which you can look at certain personality types and in Myers Briggs, there are 16 personality types that exist and a really great website you can go to, to do this testing is 16-- one and then the digit six-- so digits 16 --personalities dot com, so 16personalities.com. So if you go to this website, you can then take their assessment for free or have people on your team or people that you're hiring take this assessment for free. At the end of it, it will ask, "do you want these results emailed to you?" have them say yes, plug in their email address. [00:02:11] They will get the email results. Have them forward those results to you, or copy the link from that email and give that to you, that shows their results. It's important because then you can see the ratio, the percentage amount on each attribute. There's four attributes to understand in Myers, Briggs. 16 personalities added a fifth attribute, so to speak, but there's four main attributes. So I'm going to teach you quickly on this recording how to quickly, rapidly type somebody in Myers Briggs so that you can get clear on how they show up in this world and what they're like. [00:02:49] Now there's a lot of people that would argue that personality is not always static. Personality is not like always defined and that you can have multiple personalities. Todd Herman has a great book on that subject, which is about how he helps celebrity athletes and other celebrities come up with or create alternate egos. And it, I believe the book's called _The Alter Ego Effect_. Really cool book, really cool topic. So I highly recommend you check it out. I got to meet Todd in person, hear him speak in person at one of the masterminds I'm involved in as a student and it was really cool to meet him, ask him questions and get clarity on that, so it's worth checking out. [00:03:28] People have a main sort of way that they show up in the world and that's probably their primary sort of personality type and getting people to operate outside of that, there's some friction, there's some challenge. One of the biggest, most important things to look at in hiring is personality fit. I've spoken about this on some lives and some events before, but really quickly, there are three fits you need when hiring. Personality fit is one of them, culture fit is another, and skill fit. Most people hire based on skill fit alone. Like, 'can they do this job?' Or 'can I teach them to do this job?' But more importantly, is personality fit. Personality fit dictates whether or not they will naturally be good at this job or whether you're going to have to micromanage them, push them and constantly overcome friction in relation to doing the job, right. Somebody's personality, if they're really introverted and shy and don't like talking to people might not be a great salesperson, for example. Somebody in customer service-- if you're putting somebody into customer service, but they're really cold, analytical, and harsh in the way that they do things, they might be terrible at customer service, but maybe they make an awesome operations person. And so we wanna make sure that we're clear on the personality that would be a good fit for a particular role, so that when hiring, we can identify: are these people probably going to be a natural personality fit? The other is cultural fit. Cultural fit, we will not get into on this conversation, but it's the most important of the three fits and that's whether or not you will be able to trust them in the long run, because whether or not they share your values and that sort of thing. [00:05:00] So let's talk about Myers, Briggs, and how it can help you identify personality fit. You may want to type yourself, so let's go through and type you right now. So grab a pen or a paper or just something and write down there are four main attributes. So the first attribute you need to figure out is, are you an extrovert or an introvert? This is usually pretty obvious for most people. You can just ask people or you can just ask yourself if you know this person, "are they an extrovert, an introvert? Am I an extrovert or an introvert?" The main question I like to ask to figure out if somebody's an extrovert or an introvert, is do you get momentum and excitement from being around people? Or do you get momentum and need to recharge? Do you get recharged or more energy by being around people? Or do you need to be away from people in order to feel like yourself and recharge, and where do you like spending most of your time? Right. So some people are ambiverts, I'm an ambivert. In Myers Briggs, I tend to show up as an actual extrovert, but I have a lot of introvert tendencies. [00:06:08] So that's important to figure out like which one are they? Because for example, I'm an ENTP typically is how I show up. INTPs from the INTPs that I've known are quite more dramatically introverted. ENTPs are the most extroverted of all of the E types in Myers Briggs, which is half of the 16 personality types. They are the most introverted of all of the extroverted types, so a lot of times they might show up on a test as an INTP, but INTPs, I find are the most introverted of the introverted types and they are extreme introverts and they can go weeks without human contact, and they're totally fine with that. [00:06:49] A big differentiator there, if you're like me, confused about INTP or ENTP, like I have been in the past: are you charismatic and outgoing? You are probably not an INTP. You're probably not an extreme introvert. You're probably not super introverted if you have charisma and personality. I find INTPs, a lot of times are pretty deadpan, dry, and they're quite brilliant. [00:07:14] Anyway, we won't go into every single type, but I'll throw examples out throughout the process here. So mark whether you're E or an I. I show up more as an E, but a lot of people might categorize me as an I. So I get that extroverted trait by connecting with clients, coaching clients. I like being on the stage as I am right now, so to speak, sharing ideas with others and benefiting other people, extroverted trait. [00:07:39] So the next would be whether you are an intuitive or a sensor. So they categorize that letter instead of a E or an I, that next letter is an N for 'intuitive.' They use the second letter. I know it's confusing, but we've already used I in the first set, so they didn't wanna use it again. So it's an N for intuitive or S for a sensor. So how do we categorize these? So in general, my big question or differentiator that I'll ask between these is, "are you usually focused on high level theory, theoretical, big picture, which means you're more of an intuitive, or are you focused on more grounded, practical, real world, reality and your physical senses?" [00:08:23] So I find sensors are those that like things to be tactile, like they can touch them. They can see real results. A lot of times sensors gravitate towards manual labor or doing physical things where they can see physical, tangible, real world results. A lot of sensors end up in careers or positions where they are doing really grounded, real world work. It could be like policemen, firefighters, plumbers, contractors, stuff like that. A lot of them are more on the sensor category, people that do physical art or do physical things, people that do like tiling floors or people that enjoy building statues or creating things like those a lot of times can be sensors. They're very focused on their physical senses of touch, taste, smell, sight, et cetera. [00:09:17] Whereas intuitives go in-- a lot of times they're focused on theoretical, big pictures, big ideas, and thinking, and I'll point out that. There's no good or bad personality types necessarily. They're all needed. They're all good and useful in different things. So are you an intuitive or sensor? Another thing I look at with intuitive or sensors, I like to ask, what kind of TV shows are you into? Are you into shows that are very focused on grounded, practical things like crime dramas and historical period pieces and stuff like that (sensor) or are you focused more on, do you like the intuitive type of stuff, which could be more sci-fi or more fantasy based or some of these kind of things where you're getting exposed to potential ideas and big picture things. [00:10:04] That might relate to the last attribute a little bit too. So that's could be a red herring, but we'll get to that. The next major attribute would be thinker versus feeler. This is usually pretty obvious for most people, and the way that you wanna look at this, everybody is a feeler to some degree, and everybody is a thinker to some degree. A lot of times, feelers mistakenly think they're thinkers because they over-- they tend to overthink things. They ruminate things. They get stuck on things in their head because they're not really good at logical, analytical thinking. They're feelers. And so they just overthink everything, like "how is this gonna impact everybody else from an emotional standpoint?" so that does not mean you are a thinker. That means you are a feeler. [00:10:46] Thinkers, usually are very quick in their thinking and they approach things logically first. If you approach things from a feeling standpoint first, then you are probably more of a feeler. So if there's a problem and you're looking at this problem, would you use logic and reason first, or would you try and explore things emotionally and make sure people are okay? So another example I will give is if you saw somebody crying on a train that you were on or on a bus you were on or in a public place that you were at, and they were crying, would you naturally think: 'I'm gonna kind of give them their space and let them deal with their stuff,' or do you feel a natural need to immediately reach out and connect and maybe even touch them to communicate? Like, "are you okay? And can I help you with anything?" Thinker versus feeler, right? So, what is your go-to? [00:11:39] Me? I'm more of a thinker. I'm sure many of you could guess, more on the analytical logical side. I approach things through logic first. One other thing you can look at is a lot of times thinkers when they are not really good at processing emotion or experiencing emotion and don't want to feel negative emotion and so they've gotten really good, as a strategy of leveraging their logic and reason to avoid uncomfortable feelings in the future. So when they experience something uncomfortable or painful emotionally, their go to is to think, "how can I avoid feeling this ever again in the future, and how do I solve this as quick as possible?" And "how do I stop feeling this as soon as possible?" Whereas feelers know that the most effective strategy is to feel that fully, feel through it because the only thing you logically can do with a feeling is to feel it, and once you've fully felt it, it no longer controls you. [00:12:33] You can avoid a feeling indefinitely and it can constantly be affecting you for years and years to come. It can be a challenge for thinkers. Whereas if you fully feel through something, you cannot feel a feeling forever. You can't feel something forever you'll eventually just kind of get numb to it or get comfortable with it, get used to it, or have kind of processed it and worked through it, and then you can approach it logically and say, "all right, how can I view this in a healthy way? What good came from this? What could I get from that?" And go through maybe a positive focus exercise, so to speak. "Why is this positive?" Right. So thinker versus feeler. So which one are you? Do you approach things through logic and reason first, or do you approach things through feelings first? [00:13:17] Neither of these are right or wrong. We need both. I like to bring feelers in for things where it's customer service or it's relating to clients or it's community managers or client success managers or roles where we need somebody to love on our clients and make them feel good. Thinkers: operators, logical roles, things like that. So we want thinkers. [00:13:37] So moving beyond that. We get into the last of the four attributes, which is perceiving versus judging. So this is how you approach the observable world and how you approach learning and how you approach the world around you in your thinking and decision making, perceiving versus judging. [00:13:57] So a lot of people get really judgemental about the word judging and they're like, "I'm not judging. I'm not judgemental." That's not what that means. And perceiving a lot of people think, "well, I wanna be perceiving." So let me explain this, and then it'll be very clear to you, which one you are. So people that are Ps, that are perceiving, I find to be very creative. They like to pull in lots of ideas from lots of sources. They're very open minded, but they're a bit chaotic and they tend to thrive effectively in chaotic environments, but they live a lot of times. In chaos, they have a messy desk as do I right now. It's a bit messy. You can see my bookshelf is a bit crazy, right? [00:14:36] So these are, perceivers, they're really good at pulling in lots of ideas, and this is the advantage I have for my clients is I can pull in lots of ideas and create new ideas out of those ideas. And that's where the brilliance and genius comes out in these Ps and how I'm able to benefit clients and help them see things they couldn't see on their own or didn't see otherwise. And that's how we come up with new ideas in really ingenious acquisition strategies and growth strategies and things that are very counterintuitive to what they've been taught sometimes. And this is because Ps can see around the corner. They can see the bigger picture. They can see ideas that Js just cannot see. The problem with Ps though is sometimes they're a little too openminded, so open-minded they get diluted and distracted by too many different ideas. Sometimes Ps are very disorganized. They need support from their team members, from people that are Js. So my assistant is a J. [00:15:29] They handle my schedule. They handle calendars. They like that kind of stuff. They like checklists and spreadsheets. Js, judging have a box. They have a lens through which they view the world. Anything outside of that box-- when people say, "live outside the box," they're talking to Js. These are Ps talking to Js. [00:15:47] Js say, "this box keeps me safe. This box keeps the world moving forward. Everything outside of that, like woo woo stuff and maybe even Myers Briggs and aliens and conspiracy theories and all this stuff is complete bullshit, is BS, and is a waste of my time. So anything outside of my current worldview is a waste of my time and is not effective. Unless you can convince me logically otherwise, I'm not gonna waste time exploring all of this other stuff and looking at all this other stuff. This is what is necessary and needed." Right. And so Js are those that tend to move businesses forward as operators, as people that get stuff done. They are really good at calendars, spreadsheets, meticulous details, stuff like that because they will make a quick judgment and throw out anything that does not fit. [00:16:42] Whereas Ps put everything on the shelf, look at the big picture and come up with some new ideas in putting these different Lego pieces together. And they build really cool shit, right? They build really cool stuff. So Js though are really brilliant at cutting out the fluff, the crap, getting to the point, and moving things forward. That judging box protects the business and protects people and creates really good boundaries and moves things forward. So we need both. So are you perceiving or are you judging? [00:17:15] Usually if you need an operations person, you need a really good assistant. I do not recommend that they're a P typically. Some of you may, as entrepreneurs may be a P or perceiving, but if you are a J you will tend to want an assistant that is also a J, and if you are a P you'll tend to need an assistant that is a J, right? [00:17:37] So let's talk about some different personality types. Gosh, I don't have all 16 listed in front of me, but let's talk about some different types, right. ENTPs like myself are often called the debater personality type. They're not really well liked a lot of times because they enjoy the friction and the conflict of debate. I love being wrong and I love being right. Like either one is fine for me because either way I win and I learn and that open-mindedness and being a thinker and having that extroverted intuition, which is the EN allows me to do really creative stuff. And I'm generally naturally good at most things that I apply to. [00:18:17] I don't though, like to finish things. I love to start ideas, come up with creative ideas, and I have an entire mechanism and machine and team that I've creatively built around me that support me in getting stuff done. So having operators, having fulfillment team members, having client success managers, having sales and marketing manager, like I have a whole executive team and then I have layers underneath some of them. Now what are some good roles for, let's say operations, right? So operations. So Sarah, who is the operator on my team and also my fiance and is beautiful and who I love. She is an INTJ and generally is how she shows up on most tests. She is very introverted a lot of times. She can turn on the charm when she needs to, but she likes having a lot of space and a lot of time to herself, introverted intuition. [00:19:08] So a lot of really intuitive aspects to her. She just seems to know things, her unconscious figures things out that she doesn't even consciously know. Sometimes she's like, "I feel like we're losing money somewhere here and I don't see it yet, but I just know something's off, and she's always right. Like almost always right. INTJs love being right. They're almost always right, but they are a little rigid because of that J, so they can't see creatively around certain ideas. And so the debator ENTPs sometimes are really good at helping expose them to some new ideas and beating them in the debate situation. But they're great debaters and they love being right and they hate being wrong. [00:19:47] And they're sometimes very Spock-like Star Trek reference, but they can become so logical and sometimes so cold that emotionally, they will hurt people around them and hurt people from a feeling standpoint because they are thinkers. They are logical, analytical, intuitive thinkers, and they are Js. I find INTJs also really tend to always love animals sometimes, like pretty often, more than people. People drive them crazy because people are unreliable. People make like bad decisions and dumb decisions. They don't just do what they're supposed to do. INTJs are brilliant strategists. They make great operators. [00:20:26] Other roles, we've got the ENTJ, they're kind of the entrepreneur type. They sort of have the benefits of both of these personality types, and they're usually viewed as the entrepreneur, very enterprising. They're good at scaling things. They can sell very well. They're logical thinkers, intuitive, extroverted, and they're Js, so they make really great business owners, entrepreneurs, sales people, and they can grow and scale things effectively. They're not usually as good with sometimes IP, like intellectual property or coming up with new ideas or creating new ideas, but they're great at taking good ideas and scaling and building these things out in a lot of situations, but they may also have really good ideas. So it just depends. Because of their drive and their tenacity and their ability to figure things out, a lot of times, they are pretty creative and they can gather really good ideas and put things together. But the J usually limits their creativity in that area, but they can recognize a good idea when they see one, right? So ENTJs can be very effective entrepreneurs. [00:21:25] Other types of entrepreneurs that I'll see besides ENTP and ENTJ is I'll see ENFP. ENFPs are very interesting type of personality types. They are also quite introverted on the extroverted scale of the E types, but they love people. They like to analyze people. They like to figure people out. ENFPs are viewed almost as childlike or flirtatious by people when they're just trying to be friendly. And they're very friendly, but they come across very flirty with a lot of people. People always perceive them as flirts. They're great with other people. They love figuring out personality types. They love this kind of stuff. I learned this initially from, and was exposed to Myers Briggs by an ENFP, and they knew all the different types and they understood people. ENFPs love freedom and creativity. [00:22:14] They don't have that J. They're feelers that are perceiving. They have F and P and they're intuitives and they're extroverted, so they do not wanna be corralled. They're not great in nine to five job situations, sitting behind a desk and a cubicle. They need to be out. They need to be creativity. They need different environments. So ENFPs, a lot of bartenders are ENFP. It's because they get to connect with a lot of people. It's always different. They can set weird schedules and different schedules. A lot of actors and actresses might be sometimes ENFPs. You get a lot of flight attendants that might be ENFPs. You get a lot of hairdressers, lots of connecting with people, or beauty salons or things like this, and there's also a lot of real estate agents. I believe ENFPs are just love and sunshine. My mother is an ENFP, I believe, and she was a real estate agent, and people just love her. She's like everybody's mom and connects with everybody and she understands people and she's really sharp. [00:23:07] ENFPs are also really, really, almost religious. They have a deep spiritual sort of belief set internally. Whether they're part of a religion or not, they have really deep beliefs and they're really big advocates for that belief system. And so they like to almost campaign or push that belief out into the marketplace or into the world because they have deeply held beliefs. They're viewed very childlike on the surface and a lot of people don't realize this, but they are really deep, one of the deepest types. Even though they come across like loving, they love rainbows and unicorns and sunshine. A lot of 'em will dye their hair an interesting color and they love to connect with people. And so those are ENFPs. So, one of my daughters is ENFP. [00:23:54] Another really interesting type is the. Counselor type and they're the INFJ. They're an interesting hybrid between the introvert and extroverted types, in between thinkers and feelers, they have a J but they're a feeler they're intuitive intuition. So INFJs often end up being counselors. They are calming presences in an organization. They tend to be therapists, counselors. INFJs are very-- they can be also very adaptable, but INFJs tend to ruminate a lot because they're feelers. They overthink everyth. And they think about a lot of things. A lot of people talk about the INFJ "door slam." INFJs once they decide they don't like a person or they cut somebody off, they do a door slam and they will cut that person off for life a lot of times. So INFJs also, I find, tend to attract narcissists or believe everybody out there is a narcissist. [00:24:50] So INFJs because they have such a sensitive, intuitive feeling nature but they're also judging and they can be very, very judgemental. INFJs tend to be one of the most judgemental types towards other types. And they have a lot of judgements towards other types, but they also use that intuition to kind of feel out people and they're very feeling oriented. They're idealists in some ways. And they don't like when the world doesn't look a certain way and they're very intuitive feeling oriented. So INFJs can make really great counselors, therapists, you know, and social workers, stuff like this, where they're interacting with people on a one-on-one intimate, deep basis. [00:25:31] And those are INFJs. And so a lot of times they'll attract people that are narcissists, or they will view others as a narcissist because they are sometimes self depreciating or allow their needs to kind of be subservient to others. In some instances, until they really become healthier and learn effective boundary setting. In INFJ groups on Facebook and whatever, they complain about a lot of different people about being narcissists. I don't believe that everybody out there that they think is a narcissist is a narcissist or is self-absorbed or selfish. I think that they just aren't really good at attracting good people and setting healthy boundaries. And then they view all these people as the bad guy. So a typical scenario in less healthy INFJs or less evolved or less mature. [00:26:17] Let's see. What are other types? So the entertainer personality type is ESFP. They're very, openminded, very feeler oriented, very touch and sense oriented and extroverted. ESFPs. They're a lot of fun, sometimes a little bit too much fun. They're the ones that'll be dancing on the tabletop. They need to be the center of attention at all times, if there is a group and it's heightened and people are extrovert in getting attention, they will find a way to get more attention and get more extreme. So they will dance on the tabletop. They will like get everybody to pay attention to them. They will do things. They will be in charge of like getting the most attention sometimes, these ESFPs. They're the entertainer personality type. I sometimes joke that they are the NSFW types, not safe for work. In fact, I saw meme once it had all these hats, 16 hats with all the different types and one hat was missing and the person was putting on, it said not safe for work. The one that was missing was the ESFP, which I thought was funny. So they can be kind of a little bit, you know, extreme and so ESFJs, which I mentioned before, ESFJs are a bit more on the judging side. They're very practical because they're sensors. [00:27:31] They're also feelers, but they're judging. And so ESFJs and ISFJs are very feeler oriented. ISFJs are more on the introverted side. So ISFJs are very supportive people. They do not want to be in the foreground. ISFJs are the people that want to at the party not be involved at the party. They're not gonna be on the tabletop. ISFJs are those that love being in a supportive role. Putting them into a leadership role is usually a very bad idea. It's very uncomfortable for them. They often are nurses. They often are caretakers. They often are great internal office staff. They have amazing, amazing memories. ISFJs have amazing memories. So do INTJs, but ISFJs have really great memories. They remember numbers, they remember details because they're watching everything and they want to make sure everybody's taken care of, everybody's happy. [00:28:25] ISFJs often care more about other people than they do about themselves, and they expect everybody else to reciprocate and nobody ever will reciprocate at the level that they care and give to others, so they often feel sad or down that nobody cares for them the way that they wanna be cared for and the way they care for everybody else. That expectation that people will reciprocate is never at the level that they care. They're baking cakes for people. They're doing things for people. They're serving other people. Those are ISFJs, and they are great people to have as a support mechanism and a background support staff in a business. [00:29:04] ESFJs are a little bit more like them, but they're a little bit more extroverted. They have better boundaries. They're more willing to be in the foreground a bit, and they also can be really good, taking care of people, but they're sensors so they're focused on the practical things. [00:29:18] And then we've got ENFJs, which are similar. ENFJs are very extroverted intuition. They're great at being leaders of the community. They're really good at knowing who in the group is having a good time, who is not. I generally look for maybe like an ENFJ or ESFJ or somebody like that that's really organized to be a client success manager to take care of and love on our clients and make sure everybody's being dealt with because that extroverted intuition, they're able to perceive intuitively how everybody is receiving things, how they're doing. And they're feelers, so they care primarily about making sure everybody is having a good experience or feeling good about things and they're detail oriented because of that J and they make sure things get done. [00:30:01] So I think I've covered several different types. What else could I cover? INFP. INFPs are interesting. These are some of the most woo woo of all the types. The most open-minded they're introverted, intuitive feelers that are perceiving. These are people that usually find they wear flowy clothing and they're very woo woo, and they're into all sorts of different ideas that are really sometimes out there, and they are not great at practical real world reality. That's a difficult thing for them. And so you'll find that a lot of people in spiritual, new agey things, a lot of them might be INFPs. [00:30:41] I would not choose an INFP in my business to do anything that was like, think deadlines and timelines and getting things done efficiently, but they would be very good at like being very spiritual and intuitive and supporting clients through a process and, you know, stuff like that. INFPs are feelers. They have introverted intuition. So they are really focused on intuitively on themself a lot, and they go deep within and their processes. And then they perceive and pull everything in from the universe. And they're just so open minded, sometimes me being a bit more, you know, on the thinker side, feel like they're so open minded, maybe their brains have fallen out. Right. But INFPs have their place and they also can be really, really useful. [00:31:26] So a little different than the INFJ, which I talked about before, which is a counselor type, which are a bit more on the judging side and making sure things get done, which balances out all that intuition and intuitive internal stuff and introverted stuff and all that feeling. So INFPs, everything's based on a feeling. It's " I feel this way because intuitively I feel like this is a good idea or emotionally, I feel like this is a good idea." So they're very feeling based, so it's very difficult for somebody like an INTJ or somebody like an ENTJ to deal with those people sometimes, because they're just too open-minded, or S types sometimes might find them difficult. [00:32:01] So those are several different types. I can't think of any other of the 16 types that I might have missed, but one quick hack for anyone, once you get your Myers Briggs type or you get your team members' Myers Briggs type, I recommend that you don't listen to what I just said. You go and do a YouTube search on YouTube for that type. Put 'ENTP' or 'ISFJ' or 'ESFP' or 'INFP.' Put the four letters and then put 'in,' (I-N) 'in' and then 'minutes.' Write the word minutes on YouTube and you'll get these great cartoon explainer videos that some organizations have put out, which they'll show like ENTP in four minutes, or INTJ in five minutes or something. And these really describes for four to five minutes, that personality type in detail and even showing visual examples. And it really makes it clear. You can watch that and go, 'is that really me?' So if you do the 16 personalities test and you see any attributes that are close to 50%, it's like 53%, 54%. It might be a mistype. So you can go check out ENTP and ENFP in minutes and watch these videos and see: "which one really speaks to me?" [00:33:10] Because any one attribute creates a completely different personality type and a different way of approaching the world. Even if it's very similar to the other type, they have a very different. Cognitive stack and order in which they process information and do things, right? Whether they're extroverted or introverted or whether they're sensor or intuitive, or whether they're a thinker or feeler, they have a different stack in order of what those priorities are as how they approach the world. [00:33:34] So watch those videos and that will help you. Also, you can use those videos to get clarity on your team member and why you may have had frustrations or difficulties or challenges once you're aware of your type and aware of their type, you'll be able to better assess how can I better relate to them or communicate with them, or why are they the best fit, personality fit for this role? And if you watch that video and you're like, "I do not want this person as my operator," they shouldn't be your operator. Or, "I want this person as my client success manager," they could be your client success manager, and so that will help you assess whether they are the right personality fit for the role that you have them in. [00:34:11] So I recommend you assess yourself and assess all your team. And I hope this was a really helpful deep dive into Myers Briggs. And as with anything, figure out their personality type, reflect it back to them, ask them questions to see: "is this really you? This is what this kind of says about you," and see what feedback they give you. Because really when you wanna get to know a team member or a person it's really about getting to know _them_. So just use this as a lens and as a tool for feedback and throw those things out at them, those noodles at the wall, and see which ones stick. So that you get a clear picture and they mirror back to you or reflect back to you, "yes, that's true," or "no, that's not really accurate for me. I think I'm more this way," and this will give you a much clearer picture of their personality and whether or not they're a good fit for the role or position. So I hope this is helpful for everybody until next time, to our mutual growth. Bye everyone. [00:35:03] 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! [00:35:29] 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 today's 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.

Frustrated at the pace of your growth? Do you feel like you should be farther along, by now, than you are? Here's what is holding you back... your Ego. In this episode, property management growth expert, Jason Hull explains how trying to do everything yourself can actually hinder and slow your growth. You'll Learn… [01:08] Why You Feel Stuck and Growth Feels Slow… [03:12] One of the BIGGEST Mistakes You Can Make [04:25] The Fastest Path to Growth [05:38] Why You Might Not Feel Like You are Winning Tweetables "You are smart enough. You will eventually learn how to do everything, but it'll take you probably a decade longer than some of my clients to get similar results. So let's collapse time." "The fastest path to growth where I've had the largest growth in my own business has been to get coaches, mentors, and to really educate myself and to invest in myself and in the business." "It's kinda like Indiana Jones running from the boulder. Indiana Jones running is generating cash and revenue. Right, then the boulder is expenses and it's chasing after him every single day." "One of the biggest mistakes we can make in our business is to not get the right support that we need in the right way as early as possible, or we get the wrong support." Resources DoorGrow and Scale Mastermind DoorGrow Academy DoorGrow on YouTube DoorGrowClub DoorGrowLive TalkRoute Referral Link Transcript [00:00:00] One of the biggest mistakes we can make in our business is to not get the right support that we need in the right way as early as possible, or we get the wrong support. [00:00:09] All right, welcome DoorGrow Hackers to the #DoorGrowShow. 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 you are open to doing things a bit differently, then you are a DoorGrow Hacker. DoorGrow Hackers love the opportunities, daily variety, unique challenges, and freedom that property management brings. Many in real estate think you're crazy for doing it. You think they're crazy for not because you realize that property management is the ultimate, high trust gateway to real estate deals, relationships and residual income. [00:00:45] 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. I'm your host, property management growth expert Jason Hull, the founder and CEO of DoorGrow. Now let's get into the show. [00:01:08] All right, what's up everybody. So I wanted to have a quick conversation about the slowest and hardest path to growth in your property management business or in any business. So the slowest and hardest path to growth in any business is to do it all yourself. That's the hardest and slowest path. So are you somebody that feels like maybe you should by now be farther along in your business? You're frustrated with the level of growth and money and time and freedom that you have currently? [00:01:42] Do you feel out of alignment with the four reasons for having a business, which is to have more fulfillment, more freedom, more contribution, like making a difference and more support in the business, right? Do you feel like you're lacking these things? You haven't maxed these things out? Then, it might be because you have some ego, and we all do, right? This is one of the biggest hurdles I see entrepreneurs go through is in the early stages, they think they're really smart and they think they know it all and they think, 'nobody else could do these things as well as I could,' and they think, 'I could just figure it all out. I could do it all on my own,' and they don't get support. [00:02:24] Support is the magic secret ingredient. And this is why. I eventually had to humble myself to a degree and go get coaches and mentors. And that's not an easy thing. It was born outta pain and frustration, like being really stuck, hitting my head against the wall, not being able to like make cash flow sometimes or be profitable or all these things early entrepreneurs deal with in their business and their entrepreneurial journey. It was really painful, you know, trying to like focus on sales and getting business on and then trying to deliver and fulfill on that and then realizing I haven't been focused as much on sales and so now you're in a sales slump, so now I need to go back to sales and focus on that. And then the cash flow comes in and then it wanes and then it comes in and it wanes and like this roller coaster that business owners go through. [00:03:12] One of the biggest mistakes we can make in our business is to not get the right support that we need in the right way as early as possible, or we get the wrong support. Maybe we get the right support, but at the wrong time. Maybe they're the right people, but it's at the wrong time. It's not what the business needs most right now. It's not what the business owner needs most right now, and that's a tactical mistake. It's kinda like Indiana Jones running from the boulder. Indiana Jones running is generating cash and revenue. Right, then the boulder is expenses and it's chasing after him every single day, and the gap in between is cash flow in a business. And if expenses outpace revenue, Indiana Jones dies. Right? He then makes really bad, even worse decisions to try and extend the cashflow like bad business loans with, you know, high percentage APRs and like really bad things a lot of business owners fall prey to. [00:04:04] So we wanna make sure that you have a business that is scalable and that can grow, and you continue to extend the gap between Indiana Jones and the boulder and you've got good cash flow, and the slowest path to growth is to do it all yourself. That's it like that's the slowest path to growth is to do it all yourself. The fastest path to growth where I've had the largest growth in my own business has been to get coaches, mentors, and to really educate myself and to invest in myself and in the business. I've never had a good coach that hasn't easily paid for their own services plus some. I get a return on that investment quickly, and that's what we do for our clients. [00:04:48] So I got a message from our client today and he has increased his revenue. His costs have only gone up 22%, but he's increased his revenue, like, well, over a hundred percent in his business, and so we are making businesses a lot more profitable. I love seeing this. So my recommendation to you is that. You should find coaches, mentors, people that have helped people do what you're trying to do already. They have proven track record. They have case studies, they have success stories. We have a bunch of those. [00:05:22] You can look on YouTube. Go to youtube.com/doorgrow. Watch our case studies. We're releasing new ones all the time. My daughter, Madi puts these out and creates these video clips, and these are just captured during our coaching calls. We have clients that are winning. If you don't feel like you're consistently winning, it might be because you don't have anybody in your corner. [00:05:44] A lot of entrepreneurs don't even have their own spouse in their corner, or they don't have their own business partner in their corner. Those people are like, "why don't you just get a job?" Or "why are you working so hard?" Or "why are you doing this," right? We want to be in your corner. We want to help you and your spouse and business partners get in alignment, see the potential, see the growth that you know, deep down that you should be having and doing and make a business that you can not be involved in, you know, that you can exit, and if you have the option to exit, you will probably want to keep that business because it's just making you money, and that just makes sense. You wouldn't need to exit it, right? But having that option is ultimate freedom, right? We want you to max out those four reasons of fulfillment, freedom, contribution, and support. [00:06:29] So let us help you do that. Reach out. We would love to train you and help you learn how to be effective in your business, optimize your pricing, optimize your website, optimize your sales pipeline and process, optimize all of these different things so that you can move your business forward a lot faster. So with that being said, I'm Jason Hull over at door grow, we would love to help you out. Reach out to doorgrow.com, and stop trying to do everything yourself. This is the sand trap. We all fall into early in the entrepreneurial journey and get good support. Get good team members, and you're gonna go a lot faster. So stop trying to learn how to do everything and find the 'who.' 'Who' not 'how.' Find the 'who' that can help you just do that thing and know how to do that thing quickly instead of going around, trying to learn how to do it all on your own. [00:07:23] You can. You are smart enough. You will eventually learn how to do everything, but it'll take you probably a decade longer than some of my clients to get similar results. So let's collapse time, and that's what coaches have done for me. That's it. Until next time, to our mutual growth. Bye, everyone. [00:07:38] 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! [00:08:05] 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 today's 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.

Do you love your clients? I love my clients. Property management growth expert Jason Hull has worked with hundreds of PM entrepreneurs over the years, and has found that many property managers complain about tenants, owners, and clients. If you don't love your clients, it could be time to take a step back. Join Jason as he gives you 6 changes you can make to love your clients in property management. You'll Learn… [01:48] Finding Clarity for What Clients You Want [05:17] How to Fix Your Product [07:27] Why You Should Probably Be Charging More [08:52] How to Qualify Your Leads to Get Better Clients [12:43] Changing Your Targeting [15:16] Why You Should Set Better Boundaries Tweetables "The very first thing you need to figure out is who do you want to serve? Who do you wanna have an impact with?" "If you don't have clients that you are in love with that you love working with and love serving, you probably have a bad product." "So if you don't like the clients that you're getting, you might be dealing with a lot of price sensitive, cheap people. If that's the case, you probably are charging too little." "Usually the worst prospects are at the end of the sales cycle." Resources DoorGrow and Scale Mastermind DoorGrow Academy DoorGrow on YouTube DoorGrowClub DoorGrowLive TalkRoute Referral Link Transcript [00:00:00] This is the crux of the beginning of any sales process. This is the most critical piece at the beginning of any sales process in your pipeline is to qualify prospects. All right. Welcome DoorGrow Hackers to the #DoorGrowShow. 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 you're open to doing things a bit differently, then you are a DoorGrow Hacker. [00:00:29] DoorGrow Hackers love the opportunities, daily variety, unique challenges, and freedom that property management brings. Many in real estate think you're crazy for doing it. You think they're crazy for not because you realize that property management is the ultimate, high trust gateway to real estate deals, relationships, and residual income. [00:00:47] 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 the perception, expand the market, and help the best property management entrepreneurs win. I'm your host, property management growth expert, Jason Hull the founder and CEO of DoorGrow. Now, let's get into the show. [00:01:07] All right. What we're gonna be chatting about today is if you do not love your clients. How do you deal with this? If you don't love your clients? So this is a common thing. I hear a lot of people in the property management industry, I hear a lot of people in general complain about their customers. They complain about tenants. They complain about owners. They are experiencing a lot of frustration, and so in general, any entrepreneur, if you do not love your clients-- I love my clients by the way-- if you do not love your clients, you do not feel like they're great people, you enjoy working with them, then maybe you need to take a step back. [00:01:48] And so, one of the things that I challenge my clients to do is create what's called a client-centric mission statement, an idea that I got from one of my mentors, Alex Charfen. And so the idea with the client-centric mission statement is the very first thing you need to figure out is who do you want to serve? If you're gonna start a business and you're figuring out the mission of this business, who do you wanna serve? Who do you wanna have an impact with? For us, it's largely single family, residential, contribution focused entrepreneurs, you know, property management businesses, like, there's a lot of adjectives there. [00:02:19] I wanna bring up that maybe you're just focused on the wrong people-- might be the first thing. So I would take a look at that. If you don't like your clients, then figure out who do you really want to serve? Who would you like to have? Because if you don't have an intention and you don't have clarity on the type of client or person that you would like to work with, then you may be experiencing basically the evil genie effect. [00:02:46] Have any of you ever seen a movie with a genie and there's always some evil twist, right? The genie's kind of a jerk, and the genie gives them what they ask for but with sort of a sneaky sideways grin chuckling to himself like: "I'll give you exactly what you asked for," but they always give them the crappiest or shittiest version of that. So they're like, "Hey, I wanna be, I wanna be rich or I wanna be powerful or whatever." They're like, "cool. You're a drug lord," you know, and people are trying to kill you, right? The evil genie gives you the worst version of this. [00:03:18] So what I want you to do is write down right now, who do you wanna serve? And when you're figuring that out, just pretend that you're asking for this from an evil genie and the way you deal with the evil genie is you have to have enough adjectives that the evil genie's hands are tied, and it has to give you what you actually really deep down want. So like with our avatar, we want contribution focused entrepreneurs. We don't want jerks. Single family, residential, fee based, property management companies. That's pretty specific, and so it kind of dials it in. There's some other things that we look for that we've put into our client-centric mission statement, but figure out who do you wanna serve? And get that really clearly dialed in with enough adjectives so that if you said, for example: "I want investors in Phoenix, Arizona, you know, that have rental properties." You're like, "cool, I'm gonna give you the worst investors ever, super cheap, hate doing things. They're not even current on all their house payments. They're like the biggest punks ever, right? 'Cause that's what the evil genie's gonna give you. [00:04:21] So add in enough adjectives that the evil genie hands are tied, and you're protected and you're safe because if you can combat the evil genie, that means you have enough detail there. It's specific enough that you, your unconscious, the universe, God, whatever you believe in or are into can actually give you something really specifically that you want, something very specific. So I want you to be very clear, because if you don't have that intention, you're likely to not get what you want, and I want you to be very intentional about what you do want and have that clarity, because the more clarity you have on what you want, the more likely you are to get it, and the more your unconscious mind or your subconscious can work on all the nitty gritty stuff to help make sure that happens and the more you're gonna be aligned and other people on your team can align and know what you're looking for and everything can go towards that, move towards that. [00:05:17] Okay. Now, if you don't have clients you really love another issue may be your product. So in a property management business, your product is doing property management and servicing these investors. And so if you don't have clients that you are in love with that you love working with and love serving, you probably have a bad product. So after you have that avatar defined, that personality or that person defined that we just chatted about, and you're clear as to who you would really love to work with, then we need to make sure we have a product that really solves their problem. So I would make a list of all the problems that they have. What are all the problems that they have? What are all the challenges that they deal with with their rental property? [00:06:00] And then after you make that list of problems-- If you're actually gonna do what I'm telling you to do-- next, turn all of those into solutions. What are all of the things that you do to solve these or could do to solve these? And then take a look at your product? Does it have all of this? Do you currently have all these elements? Because this will give you a bunch of great ideas for how you can improve your business, improve your operations, improve your product and your offering so that it is more attractive, more sexy to your ideal prospect. And so that's the next thing is improve your product because the better the product, the better the client you're going to have. Sometimes clients are just bad clients because the product isn't good enough. [00:06:40] I've been there. We had a product that was pretty good. It was pretty good, but we had some clients would go through it and not do certain things, and then they would just say, "I just got a website and I didn't get all this other cool stuff," and so that could be a challenge. You want to make sure that you figure out what are all the challenges that some of our clients have or difficulties they have in implementation or in working with us, or rather than the easiest, best ones that just do what we tell them to do, what are some of the other ways we can deal with some of those others so we can turn more of our clients into clients that we love that get a good result? [00:07:13] And that's something we continually focus on at DoorGrow. We're always optimizing our process. We are looking at even revamping our current program right now and revamping our offer. We're always improving that. [00:07:25] So, improve your product. The next item is raise your pricing. So if you don't like the clients that you're getting, you might be dealing with a lot of price sensitive, cheap people. If that's the case, you probably are charging too little. It's also really difficult to enjoy your clients or like your clients, if they don't value you enough, and if they don't value you enough, then you need to increase your pricing and charge more money. Most property managers are priced based on the cheapos or the cheapest people in the marketplace. So one of the first things or leaks we want to dial in with our clients is revamping their pricing and making sure it's psychologically effective and helping them figure out: how can they get more money, more easily for more clients, like making sure their pricing is optimized so that they can close more deals at a higher price point more easily. [00:08:14] So raise your pricing, and that's a lot easier to do if you have good lead flow, which we also help our clients focus on, but once you have enough business and leads coming in, you can get pickier and I want you to be pickier. One easy way to filter out the worst clients, the ones that don't value you, the ones that don't feel like you're worth the time or money to be paying is to raise your rates, raise your pricing. And if your clients have been happy over the last year, haven't had any major disruption to their safety and certainty, which is the thing they want most from a property manager, you can go ahead and disrupt that a little bit by raising your rates and raise your pricing. [00:08:52] All right. The next item I wanted to talk about: if you do not love your clients, you can increase the qualifications and qualify your prospects better. So if you don't like your clients, you don't like all the people that are coming into your business, coming in through your sales pipeline, then filter. You need better filters, right? And I've talked about the "cycle of suck" and these other challenges where you take on bad clients and it leads to bad properties, and it leads to bad tenants, which leads to bad reviews, which leads to you attracting more bad clients, right? That's the cycle of suck. To escape that, you have to filter your clients. [00:09:28] This is the crux of the beginning of any sales process. This is the most critical piece at the beginning of any sales process in your pipeline is to qualify prospects. In order to qualify prospects, you need to be clear on what you want. If you're not clear on what you want, which we talked about at the outset of this podcast episode, then you're not gonna be able to qualify people to see if they are what you want. So first, get very crystal clear on what you want. Then, get very crystal clear on what you do not want so that you can qualify these prospects and you can figure out: do they fit what we're looking for or do they not fit what we're looking for? Do they have red flags? Do they have things that we don't want? [00:10:05] We don't want people that aren't current on their house payments. We don't want people that aren't willing to invest in a new water heater in the middle of winter or people that aren't willing to fix the HVAC challenge, you know, or whatever, right, people that are always broke or don't have the funds and we're always floating them, these kind of things. So make sure you qualify your prospects, ask good questions, interview them. The pickier you are with clients... in sales, this tactic is called prizing, and prizing in sales means you recognize you are the prize and you qualify the prospect and you filter them and you don't take on every client, and that actually makes you more attractive to potential prospects and more attractive to the clients you really would like to have. [00:10:49] It increases their desire level. It makes you the "sexy guy or girl at the bar." They don't get with everybody. Right. That's why they're attractive. That's why people see they have value. They don't get with everybody. Nobody wants to get with that guy or girl at the bar, right? So I want you to be the sexy guy or girl at the bar, or at least your business to be so that it's picky. It doesn't get with everybody. It's very exclusive in determining who they wanna work with. [00:11:15] A great book on that subject is _The Pumpkin Plan_ by Mike Michalowicz, who is somebody I've had on my podcast a couple of times. Great book, _Pumpkin Plan_. He talks about how it's important to weed out the bad pumpkins out of the pumpkin patch, so to speak, metaphorically, and to make sure that you're planting the right seed, which this is why we have a program called the seed program to grow your business, which is planting the right seed means your business has a chance of growing into the thing that you want. You cannot plant a crappy pumpkin seed and get a prize winning pumpkin. You have to plant a prize winning pumpkin seed breed of a plant in order for you to have a chance of getting a prize winning pumpkin, right? You cannot plant a pumpkin seed, for example, and get a giant Oak tree if that's your goal. You have to plant something that makes an oak tree. Is it an acorn? An acorn. [00:12:05] So what I want you to do is start qualifying, get very clear. It needs to be written down, your qualifications for what are red flags and what are green flags for clients? So that when you are selling, you can objectively look at this piece of paper and make a decision. Do they have red flags? Do they have green flags? Do they look like a good candidate? Because it's really easy for us to lie to ourselves and justify to ourselves that this person might be a good fit or maybe we can make it work or it doesn't sound too bad. A lot of times, we sell ourselves on the client, and you want them to be selling themselves on you, like, "here's why I'd be a great client." [00:12:43] Number five, the fifth thing: change your targeting. This goes back to the very beginning, but make sure that you're targeting to reach these customers, these avatars, these potential prospects is correct. So if you were focused on internet marketing, like SEO, pay per click, content marketing, social media marketing, stuff like that, you are going to attract a lot more of the cheapos that are more price sensitive, because these are the people that are searching online. They're at the end of the sales cycle, they're a little bit more price aware. They're out shopping around. That means word of mouth has not captured them. The best stuff is captured earlier in the sales cycle through word of mouth or other challenges, and if they don't know anybody, they don't have anyone to reach out to, there's nothing obvious, they're gonna now start doing research and they become more price sensitive. [00:13:26] So usually the worst prospects are at the end of the sales cycle. So if you're targeting the wrong type of people, like we talked about the beginning or your targeting methods are off and your marketing methods or your acquisition methods are off, you're going to attract bad people or the wrong people. And so that is something else to take a look at, and we have really effective strategies that cost $0 in advertising costs. You don't have to do any advertising in order to grow your business more effectively by capturing people earlier in the sales cycle, in the blue ocean, rather than the red bloody water where all the sharks are fighting over the top spot on Google or for attention online, there's very little search volume for property management. [00:14:07] It really hasn't grown much since 2004, which you can verify for yourself by going to look at trends.google.com. Put in 'property management.' Change the date range from 2004 to the present, and you will see property management search volume has not really increased much at all. If any, since 2004, yet competition there has increased dramatically. This is the red bloody water, all the sharks, biggest sharks, the biggest whales, biggest companies are all fighting for the best fish. [00:14:35] It's super competitive, but there's this huge blue ocean, 70% that are self-managing. They're not even looking online yet. They don't even know they need property management yet, and there's ways to reach them and ways to get them on as clients. And you can charge more money. They're less price sensitive. You can close deals more easily at a higher price point. It's a lot better. And then you're creating market share for the industry instead of trying to steal it from another company or trying to get somebody that's self-managing that needs a property manager and fighting over all the other companies in that red water. So last, change your targeting. [00:15:09] Those are some really quick, easy tips for if you don't like your clients, how to change them. You know, I'll add one bonus. One bonus one here is set better boundaries. This might be the most important one of all, if you are not happy with your clients, sometimes you created this monster. You made them into a bad client by not setting and establishing really good boundaries from the get go. You need to establish really good boundaries with your prospects and with your clients from the beginning, that "this is how things work. This is what we will stand for. No, Mr. Owner, we're not going to do that. And here's why," or "yes, we'd be happy to do that for you. Here's what that would cost," right? [00:15:48] You need to set really good boundaries with your clients. And a lot of that is just really setting good boundaries around communication, how they can communicate with you, how they shouldn't really, most of the time need to communicate with you. They should trust you to take care of things. Setting good boundaries will change your life, so set good boundaries in your property management business. The difference in operational costs between poor boundary setters or really good boundary setters in terms of operational costs is night and day. [00:16:16] We're talking like sometimes 10 times difference operational costs or really dramatic difference in profitability. The people that have bad boundaries, they're on the phones all day long. They have a team that are on the phones all day long, really bad boundaries, and it's really ineffective. They're talking to prospective tenants, they're talking to existing tenants, they're talking to prospective clients, they're talking to existing clients all day long. It's tons of communication. They're talking to vendors all day long. It's a nightmare. Really effectively set boundaries. [00:16:43] I know property managers that are managing hundreds of doors with only one part-time person boots on the ground and one virtual assistant, and that's it. I know people that are doing that because they're not talking on the phone and they're only texting, and the only people they really talk to are prospective clients that they want to close deals with. They've got all these boundaries and systems and mechanisms in place and they're protected and insulated, and their business is quiet and it's very easy, right. It's a lot easier. In fact, One of them is the operator of my company. She has her own property management business, has around 200 doors and very easily is able to manage those while working the majority of the time in my business and helping support our team. Brilliant operator. [00:17:30] So hopefully this helps you figure out how you can start to love your clients. Life's too short. You really should have clients that you enjoy working with. That is part of why you should have a business, is you get more fulfillment, more freedom, more contribution. Like you're making a difference in the world. You wanna be doing those things with people that you enjoy being around, that you like, so work backwards, figure out who you would like to be working with, and then get more support from your team, and your team are gonna be far more motivated to support you effectively and help you get all four of these four reasons for having a business. [00:18:05] And you're gonna get that fifth reason of safety certainty more for yourself if you have clients that you love and you build your business around that. And I know it sounds so simple, and it really can be. Figure out who you love and figure out how to get them and figure out how to please them and figure out how to get more of them and we can help you do that at DoorGrow. That's stuff we focus on every week with our clients. So reach out to us at doorgrow.com, and until next time, to our mutual growth. Bye, everyone. [00:18:34] 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! [00:19:00] 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 today's 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.

Around 70% of single-family properties in the United States are self-managing. They don't think they need a property manager. At DoorGrow, we wanted to create an enticing lead magnet for our clients by highlighting some of the things that property managers do (that most people do NOT want to do). In today's episode, property management growth expert, Jason Hull, provides 9 reasons why someone might not need a property manager and instead want to do everything themselves… You'll Learn… [01:21] Why we Created this Idea for Leadgen [02:26] The Reasons Why Someone Might Not Need a Property Manager [05:04] Why Someone Would Want a Property Manager to Avoid Dangerous Situations [06:14] How this Concept can Help You in Sales Tweetables "A lot of people that are coming to a property management website might be thinking, 'do I need a property manager?' If they're self-managing." "You might not need a property manager if you would love a part-time job, managing rental properties. Your full-time job just isn't enough. You just don't have enough to do on a weekly basis." "You might not need a property manager. If you love getting maintenance calls during your work week, during weekends, and during holidays, especially at night." "You can very easily during your sales process when you're talking with an investor, just say, 'Hey, do you love doing these things?' and just list out all the things that you do as a property manager." Resources DoorGrow and Scale Mastermind DoorGrow Academy DoorGrow on YouTube DoorGrowClub DoorGrowLive TalkRoute Referral Link Transcript [00:00:00] you might not need a property manager if you want to be on call anytime to deal with lockouts, move-ins, move-outs, deposit handling, et cetera. You like things that are suddenly urgent and immediate, interrupting your day. You can handle that. That's totally fun for you. [00:00:20] All right. Welcome, DoorGrow Hackers to the #DoorGrowShow. 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 you're open to doing things a bit differently then you are a DoorGrow hacker. DoorGrow Hackers love the opportunities, daily variety, unique challenges, and freedom that property management brings. Many in real estate think you're crazy for doing it. You think they're crazy for not because you realize that property management is the ultimate, high-trust gateway to real estate deals, relationships, and residual income. [00:00:58] 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. I'm your host property management growth expert, Jason Hull, the founder and CEO of DoorGrow. Now, let's get into the show. [00:01:21] So today I wanna share with you an idea called "Reasons You Might Not Need a Property Manager." Okay, so give you a little backstory, add a client in Florida, and we wanted to make kind of a sexy lead magnet for his homepage to capture some leads. And so a lot of people that are coming to a property management website might be thinking, "do I need a property manager?" If they're self-managing, which is usually the biggest target audience, right? They're self-managers. So we wanted to directly attack or attach to that pain or that fear or that uncertainty that they have that, "maybe I don't need a property manager. I'm doing this myself," and they're unsure. [00:02:03] So you could title this: Nine Reasons You Might Not Need a Property Manager. So let's go through these. You might find this a little fun. It's a little tongue in cheek. But you could do something like this as a lead magnet or in talking to your clients during your sales pitch or process, like let's figure out if you even need a property manager. You might not need one if these things are true. [00:02:26] So #1: you might not need a property manager if you would love a part-time job, managing rental properties. Your full-time job just isn't enough. You just don't have enough to do on a weekly basis. You might not need a property manager, right? They would take that away from you. [00:02:46] #2: you might not need a property manager. If you love getting maintenance calls during your work week, during weekends, and during holidays, especially at night. [00:02:58] #3: you love finding vendors and coordinating times between them and the tenants. You enjoy the challenges of how difficult both parties can be to reach and creatively getting all three parties, you, the vendor, and the tenant in sync, right? That's fun. You might not need a property manager if you like negotiating all of that. [00:03:17] #4: you might not need a property manager if you are totally comfortable with all the legal liabilities and risks of staying current on, navigating safely, and following all federal fair housing requirements, as well as local and state-level landlord and tenant laws. If that's the case, then you might not need a property manager. [00:03:42] #5: you love showing property and are fantastic at screening tenants beyond just simple credit scores, and you know how to avoid common scams and can easily identify common, often overlooked red flags that will show in prospective tenants. So you might not need a property manager. They're really good at that, but if you're good at that, you don't need them. [00:04:08] All right. #6: you might not need a property manager if you want to be on call anytime to deal with lockouts, move-ins, move-outs, deposit handling, et cetera. You like things that are suddenly urgent and immediate, interrupting your day. You can handle that. That's totally fun for you. You might not need a property manager. [00:04:33] #7: you are comfortable visiting the property to do inspections, to ensure the property is being cared for, and you are comfortable dealing with the tenants complaining or potentially your safety being at risk because they're upset at you. You might not need a property manager, because you're just so awesome like you're just going to deal with these really difficult situations, tenants, and sometimes dangerous situations. You like little danger in your life. I just read a news article-- this is not funny-- an older article where a landlord was killed because they were doing things they probably shouldn't have been doing or dealing with a tenant in a way they probably shouldn't, and the tenant took matters into their own hands, right. So don't try to force yourself into a property if tenants could be armed. Right? [00:05:24] So you might want a property manager in those situations, but you might not need a property manager if #8: You find it easy to be the bad guy. You love being the bad guy and performing rent collection when tenants aren't paying rent, and you are comfortable being the bad guy when people are making really sob story, heartfelt excuses. You like to be that bad guy. "You lost your job due to COVID? Cool. Well, I'm gonna be the bad guy and get you to pay rent." So if you love being the bad guy, then you might not need a property manager. [00:06:01] #9: you might not need a property manager if you have no problem raising rent on your existing tenants each year to coincide with inflation to market growth... and we could go on and on and on. So this is a fun little idea for you property managers out there. You can very easily during your sales process when you're talking with an investor, just say, "Hey, do you love doing these things?" and just list out all the things that you do as a property manager. "Do you enjoy doing these pieces? Because if not, my guess is you really enjoy being an investor. You like having real estate investments, but you don't really enjoy being the property manager. So let us take that off your plate." [00:06:43] And usually, if you ask these questions, they're gonna laugh. "Like do you love dealing with maintenance? Do you love dealing with tenants? Is that fun for you?" They're gonna say no. "No, that's not fun for me." [00:06:53] "Cool. Let us take that off your plate." [00:06:55] So I hope this sparked some ideas for you. I hope this is helpful. What ideas do you think I missed? Like, let me know. You can let us know in some of the comments or on our various channels where we post this video. Let us know: what else should we add to this list to expand this? Reasons somebody might not need a property manager, and that's it for today. So if you feel like you'd like to convince more people and get more clients that they do need a property manager, reach out to DoorGrow. We're really good at helping you do that. We'd love to help you grow and scale your business. And until next time, to our mutual growth, everybody. Bye. [00:07:35] 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! [00:08:02] 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 today's 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.

Owning a business can be really stressful, but there are ways to lower your stress levels as and increase productivity in your business. How? By developing your physical and mental health as the entrepreneur. In this episode, property management growth expert, Jason Hull shares his biohacking techniques and secrets that have allowed him be happy, healthy, and enjoy his day-to-day in his business. You'll Learn… [02:45] Getting Good Water [05:56] How to Transform your Workouts [09:22] Making Sure Your Body Recovers [11:08] The Benefits of Walking… Just Walking [13:33] 4 Ways to Improve your Lymphatic System [17:26] The Benefits of Cold Showers and Red Light [20:17] Making Time to Calm Yourself [21:25] My Experience with Functional Medicine Doctors [23:25] Leveling Up your Diet Tweetables "A lot of times we might not be focused on our health. We might not be thinking that that's a priority, but if you wanna make more money, in my opinion, it is essential." "Being a business owner is stressful in general, and there's a baseline level of pressure and noise that we experience running a business." "You need to build the business towards what you want and having the day to day that you want and having the life that you want. That's why we have businesses." "Walking doesn't increase stress response in the body. It tells your nervous system that you're calm and that things are okay. It shifts you out of that fight or flight stress response that we tend to shift into as entrepreneurs." Resources DoorGrow and Scale Mastermind DoorGrow Academy DoorGrow on YouTube DoorGrowClub DoorGrowLive TalkRoute Referral Link Transcript [00:00:00] So I've cut out greens and started on a carnivore diet and I started getting more into meat, getting liver in my diet, getting heart in my diet, and I've found that my inflammation has gone down, because plants, have a lot of oxalates and other things that plants use to protect themselves from getting eaten, and now I jokingly say to people "Plants are trying to kill you," [00:00:23] Welcome DoorGrow Hackers to the #DoorGrowShow. If you are a property management entrepreneur that wants to add doors, make a difference, increase revenue, help others, impact lives, and you're interested in growing in business and life, and you're open to doing things a bit differently, then you are a DoorGrow Hacker. DoorGrow Hackers love the opportunities, daily variety, unique challenges, and freedom that property management brings. Many in real estate think you're crazy for doing it. You think they're crazy for not because you realize that property management is the ultimate, high trust gateway to real estate deals, relationships, and residual income. [00:01:01] At DoorGrow, we are on a mission to transform property management business owners and their businesses. We wanna transform the industry, eliminate the BS, build awareness, change perception, expand the market, and help the best property management entrepreneurs win. I'm your host, property management growth expert, Jason Hull, the founder and CEO of DoorGrow. Now let's get into the show. [00:01:24] So today's topic is how property managers can lower their stress, increase productivity by focusing on health. And so a lot of times we might not be focused on our health. We might not be thinking that that's a priority, but if you wanna make more money, in my opinion, it is essential, and it's important in order to get to that next level. And you might be thinking, "I'm doing alright financially. I'm doing okay." But I guarantee you'll be doing a lot better if you focus on your health. So let's talk about this, and, you know, as property managers, what I hear-- feedback from my clients-- is that they deal with a lot of stress. They deal with a lot of challenges. Being a business owner is stressful in general, and there's a baseline level of pressure and noise that we experience running a business. And that baseline is higher and higher, usually as you grow your business, unless you get the right support and set up a business in a way that is gonna protect you. [00:02:17] You can listen to one of my previous episodes where I talk about the four reasons for running a business and that secret fifth reason, but those four reasons for running a business really is fulfillment, freedom, contribution, and support, and that means you need to be taken care of. That's support, right? And you need to build the business towards what you want and having the day to day that you want and having the life that you want. That's why we have businesses. Otherwise, you might as well just go get a job. So here's some of the tools that I use: [00:02:45] So one of the most simple, basic things is water, like making sure that you're getting hydrated. And so, my secret for having really good water, cause I'm a little bit of a water snob, is that I distill all of my water. Now, a lot of people are like, "Well, why would you do that? Why don't you just filter and reverse osmosis and all this stuff?" well, the reason I like to distill water is distilling water removes everything from the water, everything. It removes fluoride, which can screw up, like some of your hormone generating things like your pineal gland and calcifies that and other areas of your body. Right? [00:03:22] So it removes heavy metals. It removes all sorts of chemicals. By distilling water, it turns it into steam. That steam is then cooled, and then it drips and comes out as pure water with nothing in it. Now, distilled water doesn't taste very good, right? So then I add back into that water, what I want to be in it. So real simple, you just go and get a bottle from Amazon of trace minerals. I have this water distilling machine. It takes, maybe about four hours. It does about a liter an hour. So it'll do about, I think, four liters of water or something like that. It's almost a gallon. And then, once it distills it into a pitcher, I dump that pitcher into a glass, water container. In general, you want your water stored in either glass or metal, stainless steel or something like that. You don't want it sitting in plastic. I avoid plastics as much as possible because they have hormone disruptors, and they can screw with your hormones and mess with your testosterone levels if you're a dude, mess with your estrogen levels if you're female. [00:04:24] So I distill the water and then I add trace minerals back in, so the water tastes really good. Like I really like how it tastes. And you'll have to play around with how much to do because too much minerals doesn't taste great, and too little: it's gonna taste a little flat or weird, but that's how I get really good water, and then I know it doesn't have a lot of the garbage in it that is gonna come through the tap. So what's really interesting is you take that tap water, put in your distiller. Well, what you see left after using your distiller for weeks, you'll just see this cake of stuff of like calcification, chemicals, and gross stuff. And it's like kind of brown and white, and like, this is stuff that you don't want in your body and it smells. It doesn't smell good. This is what's in your water. [00:05:07] So you can see people go and do some sort of electrolysis on water on some YouTube videos, and you'll see they'll hook metal up to water and they'll do electrolysis to it and all the stuff that's in the water, it will turn brown and like green and stuff like this, and it gets really gross, and that doesn't happen on distilled water. There's nothing for it to do that with. It really makes you think, "Well, maybe I should not be drinking all that garbage. Right. And it came in handy, like here in Austin, we had some issues with water during the freeze and some stuff that happened and we were getting notices like: "the water's not safe to drink. Make sure you boil your water. I'm like, well distilled water is boiled water, so there isn't an issue. It kills bacteria, it kills viruses, it kills germs, turning it into steam. So maybe you trust the municipal water, but. I don't., So that's that's first thing is basic water. [00:05:56] The other thing is workouts. So let's talk about that. So I don't wanna spend a lot of time working out. Some people wanna spend an hour or two hours. Cool, but a lot of people use the excuse: "I don't have time to work out." Well, there's a really cool system. There's a book written by Dr. Jaquish, I think is how you say his name, but the book title is called Why Weightlifting is a Waste of Time: and so is Cardio, or something like that. That's not the exact title, but the idea he puts out is that you don't have to spend a ton of time. The ultimate goal is to achieve muscle failure. So what's the fastest way to achieve that, to force your muscles in your body in the state of growth? [00:06:31] Well, he developed a system called the X3 bar, so you can just go to X, the letter X, the digit three, and then bar.com. And you can go get his system. It's like 500 bucks, I think, 600 bucks. I don't know. And it's everything that you need to develop your musculature and your body. And the workouts only take 10 to 15 minutes. So I'll work maybe about 10, 15 minutes. I can do it every day. If I want to, if I'm getting enough rest, I have enough recovery time. I can do a push workout one day, and I can do a pull workout the next day, and I can alternate. And then sometimes I take a day off just to recover or if I didn't get enough sleep, I'll take a day off. So that's the workout thing. So it's just bands. And the cool thing about the bands with the bar is you can lift a lot more weight than you can with free weights or doing weight lifting. [00:07:22] You can lift a lot more weight because the bands are easier at the lowest points of movement where you are most likely to get injured. So I don't have injuries anymore, working out. It's better than when I used to work out with a trainer three times a week. And I'd be incredibly sore. You don't develop soreness, which is weird. I'm a little sore sometimes if I work out aggressively with it, but it's hard because in order for you to get sore, your body has to build up lactic acid. And that usually takes 30 minutes to an hour to really build up lactic acid. So there isn't enough time for you to develop lactic acid to get sore, which means you might think you're not getting enough or need to work out twice a day or like multiple times, or do extra reps or extra sets. You don't. Like it's intense enough, and I'm getting musculature gains. I'm growing and it's only 10, 15 minutes a day. I know it's crazy. Right. So X3 bar. [00:08:14] It's got a hard metal bar. You can connect that then to a band. It has a plate that you stand on. I went the extra step and got the accelerator, which is kind of this vibration plate. They partnered with a company to do a vibration plate, which increases growth hormone. So I'm standing on this vibrating plate when I'm doing the workouts and you can do squats. You can do deadlifts, you can do bench press. All this with bands and at the lowest points of movement where you're most likely to get injured with free weights or doing weight lifting, it's the easiest with the band, but then you can exceed the weight that you would be able to do and go beyond that weight because the band gets harder the further that you push it or the more that you stretch it. And then, you can also just do partial movements. You do a full movement, then you do partial movements until you barely can move it and you hit complete failure. So you can do one set of each movement and get to complete failure really quickly and move on to the next movement. And it only takes a small handful of moments a day, and it is only 10, 15 minutes. So I love the X3 bar. [00:09:22] Now, the other thing related to that is recovery. So how do I know if my body's recovered enough, if I'm not paying attention to soreness like I used to? So I use the Oura ring, which is spelled O-U-R-A, I believe, the Oura ring. So a lot of celebrities are using this. This is a device that, it's actually a little computer ring. And it's got little diodes and things that measure, and at night I'll see it in the dark. I'll see it glowing green around my finger. It's measuring my heart rate. It's measuring like what's going on with my heart, and it tracks this throughout the day. It tracks my sleep patterns and it gives me a score the next day of a readiness score. It gives me a sleep score. It measures activity, so it helps me know, based on my heart rate while I'm sleeping and my resting heart rate, whether or not I'm recovered enough to do my next workout. [00:10:16] And if I'm getting good enough sleep and good enough nutrition, it's never an issue. Like I'm pretty much ready to workout every day. And so, I like the Oura ring. It helps me know whether or not I should take it easy. I had a late night the other night, having to drive out to pick my fiance up from the airport and it was late. I got back late, and I didn't get enough sleep, so I didn't work out the next day because my readiness score and sleep score was obviously bad and I needed more time to recover. So you can pay attention to those kind of things. If you're sick, things like that, it'll, show up that you're not really ready or you didn't recover. Your heart rate was elevated while you were sleeping. So that was recommended to me by my functional medicine doctor, and it's been a game changer for me in helping me to get good sleep. So sleep is the next big hack is making sure that you get really good sleep so that you have really good recovery. [00:11:08] Now, the other thing that I try to do is get about 10,000 steps a day of walking, just walking, not running, walking. Walking, doesn't increase stress response in the body. It tells your nervous system that you're calm and that things are okay. It shifts you out of that fight or flight stress response that we tend to shift into as entrepreneurs. And so walking really can have a calming effect. It also is a form of bilateral stimulation, which is used in EMDR therapy, which helps you deal with emotional stress response and emotional issues. So I like to get a walk in., Usually I try to go for a walk in the morning, and then I might try to go for a walk in the evening. And I also have a walking treadmill from a company called lifespan. So underneath me right now, I'm standing on it. There is a treadmill underneath my standing desk. So I highly recommend standing desks so that you're standing. But if you want to even step it up even more, literally, get a walking treadmill so that you can walk throughout the day. [00:12:08] You can control it from a little panel on your desk and you can get some steps in and movement while you're walking and maybe kind of multitask just a little bit. Right. You're walking, getting some stuff done. I noticed it's a little distracting for clients on calls, so I've been trying not to do that during calls, and do it in between or on calls that maybe are with my team or don't matter maybe as much, because it's kind of distracting to see somebody walking and everybody comments on it every time, so I'm just, I'm tired of having people just comment like, "Hey, what are you doing?" "Walking on a treadmill." And then it turns into a conversation about how cool my treadmill is, and then they want to know about it, and I want to get into whatever we're talking about. Right. [00:12:44] So, but getting some walks in the morning resets your spine. It gets your digestive tract going. It helps you have healthy bowel movements, like all of these mechanisms, our bodies were made to move and walk, so I recommend you go for a walk in the morning. You get that sunlight. Sunlight is another health hack. It gives you vitamin D. It helps body processes. Your eyes are attuned to sunlight. So also getting sunlight in the morning when you go for a walk and on your skin, both. Have been proven to help your body set its circadian rhythm and to get better energy and better sleep and biological processes happen. So going out into the sunlight, getting some sunlight on your eyeballs and on your skin and going for a walk is healthy. I like to do it without a shirt on, so I get even more vitamin D, but that may not be you. [00:13:33] Walking also helps your lymphatic system. So the other things I do for health, let's talk about the lymphatic system. Lymphatic system is often neglected, but it's the drainage system in your body. It's the sewage system, and if the sewage system in your house is backed up and not healthy, everyone's gonna be sick in that house, right? It's gonna be gross. Well, that's most people's bodies. They don't have a healthy lymphatic system. So in my office, I have a rebounder. It's a little trampoline that can help flush the lymphatic system because the lymphatic system doesn't move on its own. You need to be walking or moving or jumping can help flush the lymphatic system. Even jumping for like two to five minutes can really help flush the lymphatic system and make it healthier. [00:14:13] The other thing that I'll do in the morning is I will do dry brushing. So it's a natural brush. It's a brush that's made for skin brushing or dry brushing. This has been used by Chinese cultures for like thousands of years, I guess, but you basically brush your entire skin surface of your entire body. So I'll brush, you know, my face, my neck, like everything. And what I find is it gets the lymph moving. It gets my body feeling a lot healthier. And so I do that before I even go for a walk in the morning, I will do dry brushing, and brush my entire body so that it makes the skin really soft. It removes dead skin cells. It helps your skin have better oxygenation and breathe, keeps you younger. The lymphatic system is what keeps you looking and feeling young a lot of times and gives you more energy if it's healthy and clean, because it's able to remove waste and toxins and congestion and build up in the body. So getting that, using rebounder, going for walks, dry brushing are ways to improve that, and the other thing that I'll use to help my lymphatic system is a sauna. [00:15:21] So I have a infrared sauna. I got one of those 360, lay down, portable saunas. It looks kind of like a rounded tube or coffin I can lay in and I pull the top part over me. What's really nice about that versus these big room saunas that are really expensive is those big room infrared saunas? The problem is there's no lights or heat generated directly onto the areas where you're sitting on the backs of your legs, on your buttocks, on your hamstring area, on your calves, like there's no light there. Sometimes it's just hitting you from the side, maybe from the front, but I don't feel like it's full. So this is 360. It has a mat with heat and lights. Mine has like rocks of like tourmaline and something else. I don't know, but it's supposed to help with some infrared things and have some benefits. I got mine from-- like a luxury version-- from 1Love Health. So you can check that out at digit one. It's the digit number one and then love health.com. So I got one of their luxury models. It's like black. It's supposed to be low EMF. It's supposed to be low toxicity, like it doesn't have a lot of toxic materials, because when you heat up materials, that can be bad. [00:16:35] So it's supposed to be really good. I did a lot of research. That's the one that I use and I just have it up on like on a bed in my guest bedroom, in the house. I use that at night. So one of my favorite things to do to end my day is I do my sauna. I do it for like 30 minutes, pretty much at the highest heat setting. You lay down towels on it. So it takes up all the sweat, and I sit in that for about 30 minutes, then I'm really hot and sweaty. The nice thing about that as well is your head can be out. That's too much heat for like your head to be in. Right. So I keep my head out and I can tolerate that a lot longer. I still sweat. My head's sweating. Everything's sweating. Right. I sweat a ton. And then I get out, I drink a whole bunch of water to replace everything that I just lost. And then I take a cold shower. [00:17:26] So cold showers are one of my other secret hacks. So if you shift your body temperature quickly like that, and you do cold, I find I sleep amazingly well, so I do a cold shower, which feels great after doing all that heat and is also really good for you. Cold also helps attack with like brown fat, which eats up all the fat that you want to go away. And so increasing brown fat helps to increase your body's ability to burn fat and increases your metabolism. So doing a cold shower after a hot sauna feels really great, and then I sleep like a baby and you sleep really well. It's increased my sleep score that shows up on my Oura ring. I have deeper sleep. My recovery is amazing since I've started doing the sauna. My lymphatic system is way healthier since doing the sauna. Highly recommend it. Sweating is super good for you. It releases a lot of gross stuff, a lot of toxins, and then doing those cold showers really helps me cool down, which is important. I'm not gonna go to bed all super sweaty, right? It helps me cool down. And a lot of other health benefits related to that: reduces pain, reduces inflammation, increases recovery. [00:18:32] So that's my secret hack for super sleep and super recovery is hot sauna, 30 minutes, cold shower maybe 10, 15 minutes until I feel like I'm just used to the water I'm comfortable and I'm no longer feeling hot and sweaty. And then I go to bed. The other thing that's really been helpful that I do in the morning while I'm dry brushing is I have a red light panel, and I got two of the biggest ones available from the best company, which is Platinum LED, platinumled.com I believe is their website, and I got two of their largest panels. I have them connected together. It only really hits the middle of my body. So I will do 20 minutes front, and then I'll turn around and do 20 minutes on my back. I just stand there naked and do my red light. I do this in the morning before I go on my walk. I'll do my dry brushing sometimes while I'm doing that, or right after I do my dry brushing, I'll do the red light. The red light helps boost your metabolism. It helps your mitochondria. It helps improve your health functions. It increases collagen production, so you have healthier prettier skin if you want that. It's been proven to have like some help with hair loss and some of these kind of things. But there's a lot of benefits to the red light. Some are anecdotal, some are proven by science, but red light seems to be really great. It also helps burn fat and other things. [00:19:55] So I'll do 20 minutes of red light front, 20 minutes of red light back. Sometimes, maybe every other day or once or twice a week, instead of doing front and back, I do side and side. So I'll hit the side of my body and then hit the other side of my body and do the red light so that I'm hitting in other, other areas that aren't normally getting hit. [00:20:17] So those are several things that I'm doing for health. Now let's talk about also just calming yourself down. One of the things that I do is I have a membership with a float spa, so I go and do float sessions. So if you've never been in a deprivation tank or float spa, what they do is you basically lay in really warm water. It's like over body temperature just slightly, and so it's really comfortable to be in and the air is warm, and it closes on you and it's a pod. And usually it's lit up at first. You lay in it, but it's full of a lot of magnesium. There's a lot of magnesium epsom salts, basically in the water-- high grade magnesium, which is super good for your body. It's absorbed through the skin. It's calming, really calming and there's a lot of health benefits. Most people are magnesium deficient, just look up magnesium deficiency symptoms, and look at the list of symptoms. It's pretty bad, and there's a lot of people that are very deficient in magnesium, and they're focused on trying to solve those problems with weird, like, you know, drugs and things, and they're going to doctors and like have all these problems. And a lot of these things probably could be solved by magnesium deficiency. [00:21:25] So I am not a doctor. This is not medical advice, but I do recommend that you go get a doctor and I recommend you get a functional medicine doctor, which is a standard medical doctor with better skills at identifying how your body will function and how things affect you, and they don't just focus on drugs and surgery. They focus on getting you tested to figure out what supplements, what nutrition, what gaps, what do you need, what might be going on in your body? For example, I had some heart issues going on and I went to a functional medicine doctor-- tested me, found out I was magnesium deficient, and that was causing my heart to have palpitations, and if I had gone to a standard doctor, they probably would've put me on all sorts of drugs and statins and other things. And I had a client who that's what happened, and he said, "I felt worse." So I was having some arrhythmia symptoms. So my Apple watch was saying you're having heart arrhythmia stuff going on. My heartbeat was getting really elevated. I didn't know why. [00:22:21] Part of it was because I had started-- I saw some sort of body building thing, fitness thing that said, "Hey, you should take dextrose or maltodextrin after a workout to spike insulin, like to get more muscles, and I was like, "that's a great idea." So I was taking sugar basically, which I didn't realize at the time, but I had candida overgrowth, or yeast overgrowth in my body. I probably had it for a long time and that just fed it. And then, the candida ate the magnesium that my body needed. And so my heart didn't have what it needed to function healthily and properly, and then I was getting like these issues. this is all hindsight, 2020, after going to a functional medicine doctor, getting tested, finding out I had candida overgrowth. I was magnesium deficient. Heart issues went away almost immediately by taking really high grade magnesium supplements. And then I started taking some herbs and cutting out sugar to eliminate the candida overgrowth. Eventually tested that that was dealt with and no longer an issue. [00:23:20] Candida was also producing a lot of toxins in the body that were giving me migraines and headaches, so I also took Calcium glucarate or some sort of supplement like this that my functional medicine doctor recommended. That also helped to detoxify because it can pass the blood brain barrier and it helped to detox the head and my brain, so I wasn't getting those headaches anymore. And after a while, I didn't have those issues. If I'd gone to a standard doctor, who knows, I might be dead. So I'm really grateful for my functional medicine doctor, shout out to Dr. Roy. [00:23:52] The other thing that I would recommend is I've shifted-- so I used to do green smoothies. I was a big pro bono to green smoothies because I thought greens were the healthiest, most nutritious thing. So I was doing tons of green, lots of spinach, lots of kale in my smoothies, which is really hard for humans to digest. It's really hard on our gut. We are not chimps or apes or whatever that eat tons and tons of plants. Well, apes like gorillas eat tons and tons of plants have a big belly that just ferments and they eat, like tons and tons of this stuff a day, right? To get the protein that they need in order to have the musculature that they have. We're not wired that way. And so I've cut out greens, cut out green smoothies and started on a carnivore diet based on stuff that I'd seen from people like the Liver King on Instagram and YouTube Carnivore MD, which I've seen on Instagram and YouTube. And I started like getting more into meat, getting liver in my diet, getting heart in my diet, getting these things. [00:24:53] And I've found that my inflammation has gone down, because plants, have a lot of oxalates and other things that plants use to protect themselves from getting eaten, and now I jokingly say to people around me, "Plants are trying to kill you, because plants really are trying to protect and defend themselves except the fruit part of the plant. Seeds though, a lot of times have a lot of toxic stuff and are not really great for you. Usually plant's goal is to get you to eat the fruit or animals, eat the fruit, and then poop those seeds and spread those seeds around or spit those seeds out or spread those seeds around so they can procreate and grow or whatever they do. Right. So I've found that by cutting out greens and cutting out the toxins and focusing on more of a carnivore diet along with some fruit and you know, more natural based things like that. I have a lot less stress, a lot less inflammation, lot less headaches, a lot less joint issues. I'm a lot healthier, and I'm 44. I'm turning 45 this year people. And I get asked all the time. People are always surprised when I tell 'em how old my oldest kid is that they're 20. And they're like, "you have a 20 year old. How old are you?" Right. So... "what are you doing? What's your secret?" I don't know, maybe it's some of these things, right? [00:26:07] So as far as food, I eat a lot of meat. I try to get liver and heart in my meat. There's blends like different blends of hamburger or Buffalo meat that has heart and liver in it. Those are my favorite and I try to cook it as little as possible. I've even eaten it totally raw before. I know that sounds crazy, but there's proponents of eating raw meat. To me, I like it cooked a little bit and I keep the middle really as raw as possible, and I like to add-- what I like to do is add a little sauerkraut on it and then add maple syrup, like really dark like real maple syrup and I had a little bit of that and it's so good. So that's what I eat. [00:26:49] I've mentioned float sessions. I've mentioned food. I've mentioned functional medicine doctor. I think I've covered all the major things that I use. So, I'd love to hear from you. What hacks do you use? What do you use? Comment it below on any of these videos, if you see this on YouTube comment below. If you see this on Facebook or Instagram, comment below, but I'd love to hear what do you do to improve your health and lower your pressure noise? And if you're a property manager that's stressed out, if you take care of these things and you feel healthier, you have more attention, you'll be able to deal with more problems without them derailing you. You'll be able to deal with more stress, and you'll have a much healthier and happier life, and you'll be able to grow your business and enjoy your day to day. [00:27:32] So that is my tips for today. I hope this has been helpful for everybody to get an update on the stuff that I'm using and doing to hack health and my biohacking tendencies... the other thing is I, I block a lot of blue light during the day, unless I'm outside in sunlight. So I'll wear yellow glasses during day. I'll also wear orange glasses or red glasses at night to block out blue light. So I get good sleep, and I think that's about it. So we'll go ahead and end this there, and until next time, to our mutual growth. Bye everyone. [00:28:03] 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! [00:28:30] 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 today's 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.