🎙️ Ready to unlock the secrets of sales success? This episode of “Getting to Hell Yes!” features Paul Marks, a seasoned industry veteran, as he shares candid insights on what it really takes to close deals and build lasting relationships in multifamily real estate.

In this episode, Paul reveals:

• “It’s not about what you think they need—it’s about what they actually believe.” Learn how understanding your buyer’s true perception can be a game-changer.

• Timing is everything. Discover why external triggers like regulatory changes and rising costs are often the catalysts for a ‘hell yes’ moment.

• Focus on NOI, not just ROI. Paul explains why connecting your solution to Net Operating Income can make the difference in swaying corporate decision-makers.

• Leverage the power of client advocacy. Hear why having a current client pitch your solution to a prospect can be more effective than any sales script.

• Relationships drive referrals. Paul shares stories of building trust and receiving unsolicited referrals from high-level clients—a true measure of sales success.

Whether you’re new to sales or a seasoned pro, this episode is packed with actionable advice straight from a sales expert who knows the multifamily market inside out. Tune in now to “Getting to Hell Yes!” for a conversation that goes beyond the usual sales tips and dives deep into what really works. 🚀🎧

🎙️ Get ready to dive into the world of real estate analytics with this episode of “Getting to Hell Yes!” Join us as Guillermo Salazar, CEO of IrisCX, sits down with George Burchlaw, founder of RE Analytics, to explore the common struggles of managing data across multifamily properties and the game-changing insights that analytics can bring. George shares his journey from architectural engineering to launching RE Analytics, a company dedicated to helping small and midsize real estate firms make smarter decisions with less manual work.

Highlights include:

• Why many real estate companies rely on spreadsheets and junior analysts—and how that leads to costly oversights.
• The “people, speed, and quality” framework George uses to pinpoint clients’ biggest roadblocks.
• Key triggers that push companies to seek help, from lender meetings to performance dips.
• Real-world stories of how RE Analytics has transformed operations for its clients, streamlining data for clearer, faster insights.

Whether you’re in property management or just curious about the impact of data on decision-making, tune in to learn how George’s tech-driven approach is taking real estate analytics to the next level. Don’t miss this insightful conversation on the latest “Getting to Hell Yes!” 🎧

In this episode of Getting to Hell Yes!, we're joined by multifamily and proptech expert Shelley Robinson, who shares her insights on transforming operations in today’s challenging real estate landscape. From staffing shortages to NOI pressures, Shelley dives into why now is the time for operators to embrace change—and how technology plays a crucial role in overcoming industry pain points.

Shelley’s one piece of advice? "Don’t settle for the status quo. Embrace change with an open mind, whether it’s staffing, technology, or operations—those ready to tackle these challenges head-on will set the pace for the industry’s future."

Tune in to hear how Shelley helps multifamily leaders achieve "hell yes" moments by identifying real solutions, breaking down silos, and pushing the boundaries of what’s possible in property management. 🏢✨