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What if the friction everyone feels around security deposits (upfront cash, slow refunds, disputes at move-out, etc) was solved with trust?  In this episode of the #DoorGrowShow, Jason Hull talks with Roey Dor, CEO and co-founder of Obligo, about rebuilding the deposit system for the rental industry. Roey breaks down why deposits fail both renters and property managers, how the credit-card pre-authorization model used by hotels inspired Obligo's approach, so property managers don't have to change a thing about how they operate.  Jason and Roey also dig into why fear is the enemy of every landlord-tenant relationship, how removing the deposit burden changes that dynamic, and how a letter of credit with major banks lets property managers trust Obligo the way renters trust a bank. If you've ever wondered whether there's a better way to handle deposits (for your business and for your residents) this conversation lays out exactly how that shift is already happening. You'll Learn [06:10]  Why everyone hates security deposits [09:04]  The three real reasons property managers need deposits [12:38]  The hotel pre-authorization model that inspired Obligo [15:20]  How Obligo replaces deposits using bank verification [18:59] Sponsor break: Vendoroo [21:04] Embedding Obligo into AppFolio, Yardi, RealPage & Buildium [28:23] Trust, fear, and why the deposit relationship matters Quotables "We did not invent the concept or the idea that a deposit would be replaced with something. Many insurance providers and other companies had different solutions in the market that ticked some of the boxes, but never all three."   "There's one big enemy of good relationships, and that's fear."  "There's billions of dollars that are buried in deposits. There's millions of renters that could enjoy these funds." Resources DoorGrow and Scale Mastermind DoorGrow Academy DoorGrow on YouTube DoorGrowClub DoorGrowLive Transcript Jason Hull (00:01) All right, five, four, three, two, one. Hey everybody, I'm Jason Hall, the founder and CEO of DoorGro, the world's leading and most comprehensive coaching and consulting firm for long-term residential property management entrepreneurs. For over a decade and a half, we have brought innovative strategies and optimization to the property management industry. At DoorGro, 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. Now let's get into the show. So my guest today is Roe Dore, the CEO of Obligo, and we're going to be getting into how everybody hates deposits, improving relationships between residents and owners. And I'm excited to hear about his background and how he got into doing what he's doing. So welcome to the show.   Rowie. Jason, I'm so excited to be here. Thank you for having me.   Roey Dor (01:00) Jason, I'm so excited to be here. Thank you for having me   and looking forward to the conversation.   Jason Hull (01:06) Yeah,   so give us a little bit of background. It like in the pre-show, you were chatting a little bit about how you were a fighter pilot. And so I know Sarah's gonna be kicking herself that she wasn't like on this episode or something with me, because she recently got her pilot's license. She thinks that's super cool. So give us a little bit of background for those listening so they get a feel for you and and lead us into how you eventually became the CEO of Obligo. Yeah, well, I don't want to take too much time, but I actually think it's an interesting   Roey Dor (01:30) Yeah, well I don't want to take too much time, but I actually think it's an interesting   story. I failed I failed three driving tests   Jason Hull (01:35) like interesting stories.   Roey Dor (01:40) before I became a fighter pilot. And I don't know if you know this, many people don't know this, but training to become a fighter pilot is a effectively like a long series of driving tests. And you pretty much have to succeed in all of them.   Jason Hull (01:42) Okay. I don't know if you know this, many people don't know this, but training to become a fighter pilot is a effectively like a long series of driving tests. and you pretty much have to succeed in all   of them. Yeah. And the the s the interesting story that also has to do with me becoming an entrepreneur is around the third failure. I was kind of crying and my dad came to me and he said, Hey Roy, you know, why are you crying?   Roey Dor (01:55) And the this the interesting story that also has to do with me becoming an entrepreneur is around the third failure. I was kind of crying and my dad came to me and he said, Hey Roy, you know, why are you crying? And   I'm I was like, I'm so frustrated. I keep failing this driving test. And it's really not up to me. Every time something happens, some you know, somebody gets into a car, turns left instead of right, and it's unpredictable and I can't win.   Jason Hull (02:10) You know I'm I I was like, I'm so frustrated, I keep failing this driving test. And it's really not up to me. Every time something happens, some you know, somebody gets into a car, turns left instead of right. Yeah. And it's unpredictable and I can't   win. I'm not controlling it. Yeah. And and he said, Well, Roy, you know, people are going to do different things, yeah, but you're gonna react. And by reacting, you're going to control the situation. And it gave me this   Roey Dor (02:24) I'm not controlling it. And and he said, Well, Roy, you know, people are going to do different things, yeah, but you're gonna react. And by reacting, you're going to control the situation. And it gave me this kind of   Jason Hull (02:38) kind of   Roey Dor (02:39) feeling of control of the situation. And I was flying and training to become a fighter pilot. It always felt to me like I was in control. And I think when you transition this into entrepreneurship.   Jason Hull (02:39) feeling of control of the situation and I was flying and training to become a final pilot. Yeah I always felt to me like I was in control. And I think when you transition this into entrepreneurship,   Roey Dor (02:54) It is also very, very important. Now it's not that I don't believe in luck at all, but it's very, very important, I think, to be empowered by the feeling of controlling what is eventually going to happen and that you're going to succeed.   Jason Hull (02:54) it is also very, very important. Now it's not that I don't believe in luck at all, but it's very, very important I think to be empowered by the feeling of controlling what is eventually going to happen and that you're going to succeed.   Roey Dor (03:07) It's not a replacement of hard work, but I think it's super, super important to possess that as an entrepreneur. Otherwise it's become, you know, why would I succeed where everyone failed? Why how would I, you know, overcome this and that? So it's ca it's kind of tied in in a sense.   Jason Hull (03:08) It's not a replacement of hard work, but I think it's super, super important to possess that as an entrepreneur. Right. Otherwise it become, you know, why would I succeed where everyone failed? Why how would I, you know, overcome this and that? So it it's ki it's kind of tied in in a sense.   Yeah, it's kind of that you know, we if we have a victim mentality, we're   Roey Dor (03:27) Yeah.   Jason Hull (03:27) not gonna do too well as an entrepreneur. Yeah, you know. We can blame the marketplace, we can blame the bad leads, we can blame the clients.   But blaming everything external doesn't allow you to take ownership and improve things and actually get results. In the marketplace, at least where there's capitalism, it rewards results in the real world. So for   Roey Dor (03:48) Yeah.   Jason Hull (03:49) sure.   Roey Dor (03:49) One hundred percent. so just to follow up on the background, so as a fighter pilot did that for a bunch of years. Me and my friends like   Jason Hull (03:51) Just to follow up on the background, so FighterPilot did that for a bunch of years. Me and my   Roey Dor (03:56) to laugh that we watched too much Top Gun at the time. and that inspired us to open a bar. So me and two friends from the squadron end up owners of a night establishment and it was actually pretty successful. So it led us to eight years in hospitality.   Jason Hull (03:59) Yeah. and that inspired us to open a bar. So me and two friends from the squadron end up owners of a night establishment and it was actually pretty successful. So it led us to eight years in hospitality.   Roey Dor (04:16) Bars, restaurants, clubs, all of that happened in Tel Aviv. And we were having a good time. However, it's not a very suitable lifestyle if you want to start a family.   Jason Hull (04:17) Bars, restaurants, clubs, all of that happened in Tel Aviv. And we were having a good time. However, it's not a very suitable lifestyle if you want to start   a family.   Right,   right. Yeah, I can't I can imagine and you know I've I've all   Roey Dor (04:30) Or your list that's out there.   Jason Hull (04:33) Sarah and I've loved watching a bunch of episodes of Bar Rescue and it does not look like an easy business or industry to be involved in. Yes, it's it's actually it's actually very difficult to be profitable in the in the restaurant business. Yeah. And and it really teaches you a lesson or two about how to manage the type shift. Otherwise things really   Roey Dor (04:40) my yes, it's it's actually it's actually very difficult to be profitable in the in the restaurant business. And and it really teaches you a lesson or two about how to manage a tight shift. Otherwise things really   get out of place pretty quickly. so

Is your property management business growing, but somehow becoming harder to run?  In this episode of the #DoorGrowShow, Jason and Sarah Hull discuss the difference between the chaos property managers solve for their clients and the chaos happening inside their own businesses. While handling the challenges of rental properties creates an opportunity to serve owners, internal chaos can leave business owners dealing with team conflict, unclear expectations, and constant frustration.  Jason and Sarah explore why so many property management companies hit a wall as they grow, especially when their company culture hasn't been clearly defined. They talk about the importance of establishing core values, hiring people who align with those values, addressing gossip and conflict directly, and taking ownership of the standards you allow in your business.  If your business feels more chaotic with every door you add, this conversation will help you understand where that chaos may be coming from and what needs to change before you grow further. You'll Learn [00:38]  Why Chaos Requires Strong Leadership [02:13]  External Chaos vs. Internal Business Chaos [03:58]  How Unclear Culture Creates Team Problems [06:08]  Office Politics, Gossip, and Employee Conflict [07:12]  There Are No Bad Teams, Only Bad Leaders [11:06]  Why Gossip Is Theft in Your Business [11:53]  Defining the Culture and Values You Want [14:10]  Your Company Culture Is the Real Product [18:02]  Reducing Chaos and Building a Scalable Business Quotables "And chaos when there's chaos, what really needs to happen is leadership. And leadership provides clarity." — Jason Hull  "When we're not clear on what we want, it's really difficult to get what you want." — Jason Hull  "Culture is the foundation because culture is the actual foundation of the business." — Jason Hull Resources DoorGrow and Scale Mastermind DoorGrow Academy DoorGrow on YouTube DoorGrowClub DoorGrowLive Transcript Jason Hull (00:01) Five, four, three, two, one. Hey everybody. Welcome to the DoorGrow Show. I'm Jason Hull, the founder and CEO. This is Sarah, the COO of DoorGrow and co-owner. We are the owners of DoorGrow and we are the world's leading and most comprehensive coaching and consulting firm for long-term residential property management entrepreneurs. For 18, almost 18 years.   We have brought innovative strategies and optimization to the property management industry. 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. Now let's get into the show. Okay. All right. So our topic today is chaos. Wow. Chaos.   Personified by Sarah. All right. Chaos. Injecting chaos. All right. So who doesn't like a little bit of chaos? I actually think chaos is kind of fun. But I do well in chaos. Some people do not thrive in chaos. But chaos to me is opportunity and it's a way to make money and it's a way to help people. And chaos when there's chaos, what really needs to happen is leadership. And leadership provides clarity.   And so when there's chaos, that is just an opportunity for you to help everybody get some clarity and to take leadership. See, see? See? Do you see? Wow. Well, you were loud enough screaming chaos. I'm sure they heard you. Now you can hear me. There you go. All right. I'm sure they heard you before anyway. All right. So chaos. All right. So yeah, like I was saying.   The it needs leadership. And w we see a lot of businesses, especially in the two to three hundred door range, they've got a lot of chaos going on. And they've got an entire team and there's difficulty. But if there is the greater the level of chaos, the more assuredly we will find a greater lack of leadership. And so taking ownership and and leading and setting rules and boundaries and guidelines is imperative. It's it it's   really, really critical. And this is what yeah, I was coaching a client on this today. This is what was lacking in the business. And when there's a lack of clarity of culture, there's going to be greater levels of chaos and yeah, and problems. So what should we talk about about chaos? Well, what would cause a severe amount of chaos that is not usually opportunity? Because what we mean by chaos is opportunity is when there's   Chaos externally. External chaos is usually opportunity. Internal chaos is not fun. I mean it's still an opportunity to improve or to grow. There is opportunity there. There's always opportunity when there's chaos. But it's not like wow, I have such a great opportunity in the market because my whole business is chaos and it's a disaster and everything is broken. Wow, what an amazing   Opportunity I've got here. Yeah. So there there's a great opportunity for cleanup. Sure. Then, but I j I just do want to make sure there's that distinction between internal chaos and external chaos. So external chaos, that's usually why property managers exist in the first place. It's because managing rentals and doing everything by yourself, dealing with tenants and maintenance and evictions and rent collection and   Showings and screenings and all the things, that can be chaos. Yeah. That is where property managers thrive. Is hey we just handle the chaos for you, so Yeah. You don't even have to think about it. We do the the the work. We do all of this so you don't have to think about it or worry about it. You don't have a headache. We do the work for you. Yay. But internal chaos in your business is different. So internal chaos in your business is is not   Such a a great place to be. Right. And that's that's kind of the the difference. So I don't want you to go, well, wow, my business is chaos. That's that's great. Jason said it was a an amazing opportunity to make money. It definitely means there's margin for improvement. So which is an opportunity to have more profit, to make more money, to have a better experience, right? To have more freedom as a business owner.   There's lots of opportunity if you've you have chaos in your business. So you can look at it at the glass half empty or half full, either way. So So what are some of the things that cause chaos internally in in business? I mean, one of the biggest is just a lack of clarity in the business. So the biggest lack of clarity that we'll see the most chaos I think created by is a lack of clarity around culture.   So if culture isn't clear and culture isn't defined, then we bring in team members that don't fit the culture, which means you as a business owner won't feel comfortable with them. They'll be doing things that or getting away with stuff that is making you uncomfortable. And you maybe you feel like you you're you're trying to be nice to people on the team. And but you know, I was talking with a business owner today and he's got a team member that is   He thinks going to be his salesperson or BDM, but this person also has their own property management company on the side. And I was like, Well, isn't that a conflict of interest? And he was like, Well, yeah, I was thinking that too. And I was like, Yeah, my it sounds like it. So, yeah. And so that's the challenge when we don't when we're not clear on what we want, it's really difficult to get what you want. And that's not his ideal scenario. That's not what he wants. But   I think that a lot of times we just don't have clarity. And when we culture is defined, I think, by having clarity of the company values so that you can make sure that you have team members that match those values. Because it's really difficult to look at team members and go, Do they fit in here? Are they a good fit? When you don't have culture defined. And it's really difficult for your team members to know what the culture is if you don't have it defined and to protect that culture. Cause at DorGro, if we bring in a new team member,   And they're injecting chaos. It's a bad thing. And they're causing harm or damage or it's against our company core values. It's against our client centric the, you know, mission statement and the outcomes that we want to create with clients. Everybody on the team is going to probably bring it up to us. They're going to say, This is a problem. I'm noticing this. So the team protect the culture once culture is clear and it's defined. And so culture gets protected. But when you don't have clarity of culture, what you will notice is the side effects of a lack of culture.   Which he's noticing. What you're going to start to notice is politics. Office politics. You're going to start noticing gossip. You're going to start noticing backstabbing and complaints. Like this gentleman has a team member that was like, she was unwilling to come to Daily Huddle if this other team member shows up because they're they've got a little tiff or some sort. And so I'm like, that's a problem. There's like this needs to be nipped in the bud. This needs to be healed or fixed. There's a cultural problem in the business. And   If the culture if culture's a problem, then there's a lack of leadership. Because leadership creates the culture of the business. there's a great book. we've listened to the audio. It's it's called Extreme Ownership. And their subsequent book is really good as well. Yeah, Jocko Willock and and Leaf something. But the their subsequent book I think is even better because it really clarifies it.   The dichotomy of leadership of leadership, yeah. And so that's the the challenge is if there's a lack of culture, there's a lack of leadership. And one of the principles they teach that they talk about with the I guess the Navy SIELS or the Marines is that there's no bad teams, there's only bad leaders. And you might think, well, that's not true. There's bad team members. Yeah, but you pic

Could the way you're marketing your rental properties be costing you weeks of vacancy? In this episode of the #DoorGrowShow, Jason Hull sits down with Kori Covrigaru, co-founder of PlanOmatic, to discuss how professional listing media can help property management companies lease properties faster, reduce vacancy costs, and attract more owners. Kori shares what he's learned from more than two decades in real estate photography, including why professional photos, floor plans, and 3D tours can make such a difference in today's competitive rental market. They also discuss how outsourcing photography can save your team hours of driving and administrative work, allowing you to grow your portfolio without adding unnecessary overhead. If you're looking for ways to fill vacancies faster, improve your property management brand, and give your team more time to focus on growing the business, this episode is worth a listen. You'll Learn [02:14] Kori Covrigaru's Story and PlanOmatic [04:18] Why Professional Photos Help Properties Lease Faster [06:36] How Better Listings Attract Property Owners [10:03] Scaling Your Business Without Adding Overhead [12:28] How PlanOmatic Works and Integrates With Your Software [15:30] Photography Pricing and Who Pays for It [17:36] How AI Virtual Staging Improves Rental Listings [23:58] Providing Photography Services Across Different Markets [28:31] Building a Client-Focused Business Through Communication Quotables "But the biggest reason why it actually makes sense and there's a high ROI for our customers to use us versus what you described as properties with professional photos lease faster." — Kori Covrigaru Pasted "You attract who you are." — Jason Hull  "It's better to know that nothing is happening than to not know that something is happening." — Kori Covrigaru Resources DoorGrow and Scale Mastermind DoorGrow Academy DoorGrow on YouTube DoorGrowClub DoorGrowLive Transcript Jason Hull (00:01) Five, four, three, two, one. All right, we're live. Hey everybody, I'm Jason Hull, the founder and CEO of DoorGrow. We are the world's leading and most comprehensive coaching and consulting firm for long-term residential property management entrepreneurs. We've been doing this for over 18 years, roughly about now, and we have brought innovative strategies and optimization to the property management industry.   We are on a mission here at DoorGo to transform property management business owners and their businesses. We want to transform the BS or eliminate the BS, transform the industry, build awareness, change perception, expand the market, help the best property management entrepreneurs win. And we're particularly genius at three key things: rehabbing property management companies so they make more money, optimizing their growth engines so they add more doors without having to waste money on digital marketing. And we help them figure out and get their ops dialed in so they get more freedom.   Now let's get into the show. Alright, today's guest hanging out with me here is Cory. And Corey, say your last name for me. I'm gonna try it. Kavrigaru. That is an A. Really? What how do you say it? It's Kovrigaru. Kovrigaru. It could be Kovrigaro. It's Roman.   Kori Covrigaru (01:07) That is an A. You got an A. Yeah, it's covrigaro. But you know what? It could be covrigaro. It's Romanian.   I don't speak Romanian. My father and his family were born in Romania. Means bagel maker in Romanian. Yeah, you nailed it. We're off to a good start.   Jason Hull (01:21) Interesting. Okay. He's runs bagel you know, meets bagel maker in Romanian. Okay. All right. Very cool.   Yeah, my brother Bryant actually he runs a property management business. He actually was a Mormon missionary in Romania. So he speaks Romanian. So   Kori Covrigaru (01:37) Wow.   Buona di miniatso. That means good morning. That's about, yeah, the count of 10. We can do it again. That's...   Jason Hull (01:40) There you go. That's more than I ever knew. So now everybody knows. Thank you. All right, cool. So   so Corey is the the co founder of Plan O Matic. And   Kori Covrigaru (01:54) Yes.   Jason Hull (01:55) we're gonna discuss today how high quality listing media can help properties lease faster, reduce vacancy costs, and create a better experience for both owners and prospective residents.   Corey's going to share insights for more than two decades of building one of the nation's largest real estate photography companies and what today's property manager should know about standing out in a competitive rental market. And it has gotten tough to get leasing handled in some markets right now. They've got a lot of inventory, the market shifted, it can be difficult. So we're going to get into that. All right, cool. So   Corey, give us a little background on you so those that are listening can understand what how did you get into entrepreneurism and decide to be crazy like the rest of us and start a business? And like how did this lead to Planomatic? I think it was the short answer is by necessity. I realized early.   Kori Covrigaru (02:48) I think it was the short answer is by necessity. I realized early on   that it was unemployable and in order to provide an income for myself and eventually my family, had to figure   Jason Hull (02:56) And eventually my family.   Kori Covrigaru (02:58) out how to start a business. So I got into Planomatic. I was an entrepreneur major at the first school. I attended SUNY Buffalo my freshman year. played soccer there and transferring to Western Michigan. They didn't have an entrepreneurship major there, but I kind of continued upon that path for myself. And then at some point,   Jason Hull (03:05) Buffalo, my freshman year, I played soccer there, I ended up transferring to Western Michigan. They didn't have an entrepreneurship major there, but I kind of continued upon that path for myself. And then at some   point in college I met someone who had written software or decreased work plans quickly on site, started helping him with his business, and then eventually licensed that software, started my own business, brought my co-founders on board, and then eventually we started using other software, of course. That's how I kind of got into it.   Kori Covrigaru (03:17) In college, I met someone who had written software to create floor plans quickly on site, started helping him with his business, and then eventually licensed that software, started my own business, brought my co-founders on board. And then eventually we started using other software, of course, but that's how I kind of got into it by happenstance.   Jason Hull (03:34) I knew that you know A O B was probably not for   Kori Covrigaru (03:34) But I knew that, know, J-O-B was probably not for me. And   that's what led me to the path I'm on. 22 years.   Jason Hull (03:42) Twenty   two years planomatic. Very cool. Very cool. So cool. So what is Planomatic? Yeah. So Planomatic provides professional photography, floor plans, three D scans, AI virtual staging, and more services to the single family rental property management industry nationwide at speed and at scale. So that's kind of like   Kori Covrigaru (03:50) Yeah. So Plan-O-Matic provides professional photography, floor plans, 3D scans, AI virtual staging, and more services to the single family rental property management industry nationwide at speed and at scale. So that's kind of like our...   you know, if you're familiar with EOS or traction, that's our, that's our elevator pitch. We provide professional photography floor plan, 3D scans, AI virtual for single family rental specifically. We did use to service the for sale by agent space or the traditional real estate agent that sells homes. And we actually pivoted a hundred percent to the single family rental property management industry in   Jason Hull (04:09) You know, if you're familiar with EOS or traction, that's our that's our elevator pitch. We provide photography floor technology scans for single family rentals specifically. We did use to service the for sale by agent space or the traditional real estate agent that sells homes and we actually pivoted a hundred percent to the single family rental, property management industry.   Kori Covrigaru (04:32) 2020, 21, sort of around that time.   Jason Hull (04:36) Okay, okay, got it. So three D scans, pro photography, speed, scale. So for property managers, why is it important to do this stuff well? Why can't they just send out one of their team members that's got an iPhone and just sort of wing it? Okay. Well there's there's a lot are a lot of reasons why that's not the optimal solution.   Kori Covrigaru (04:57) Well, there's a lot. There are a lot of reasons why that's not the optimal solution. Now, look,   I'm not going to say that, you know, it's the same for every property manager and every price range and every market across the U.S. That's not the case. But generally speaking, windshield time is what really cuts into profits.   Jason Hull (05:05) same for every property manager and every price range and every market across the US. But generally speaking, windshield time is is what really cuts into   Kori Covrigaru (05:18) And so what we're able to do is reduce that windshield time. That saves money and makes you more efficient.   We also save a lot of the back office having to download, upload photos, color correct them, download them, sort them, upload them to that folio, build them, rent, find wherever your PMS is. And so we save a ton of time by being integrated with your property management software. But the biggest reason why it actually makes sense and there's a high ROI for our customers to use us versus what you described as properties with professional photos lease faster.   Jason Hull (05:31) Upload photos, color correct them, d

Your reputation is being built with every client, every interaction, and every decision you make, but are you actually managing it?  In this episode of the #DoorGrowShow, Jason and Sarah Hull talk about the impact reputation has on the growth of a property management business and why trust needs to be at the center of the relationships you build.  They discuss how questionable sales tactics can damage trust before a relationship even begins, why choosing the wrong clients can lead to bigger reputation problems, and how word of mouth can quickly influence the way people see your company. You'll Learn [00:00] Introduction and why reputation matters [02:18] Building business relationships on trust [04:17] How the wrong clients hurt your reputation [07:20] Why reputation impacts word-of-mouth growth [10:38] Managing your reputation intentionally [12:58] Making the invisible work visible [16:49] Taking ownership as a business owner [19:44] How leadership shapes company culture [22:01] Rebuilding trust after reputation damage [25:10] Protecting your reputation for long-term growth Quotables "Relationships are built on trust." — Jason Hull  "The product you're selling is trust." — Jason Hull  "If you're the business owner, the buck stops with you." — Jason Hull  "If you shatter your reputation, like you don't have anything left." — Sarah Hull Resources DoorGrow and Scale Mastermind DoorGrow Academy DoorGrow on YouTube DoorGrowClub DoorGrowLive Transcript Jason Hull (00:02) All right, five, four, three, two, one. Hello everybody. I'm Jason Hull. This is Sarah Hull, founder and CEO of DoorGro, and owner and COO of DoorGrow. And we are the world's leading and most comprehensive coaching and consulting firm for long-term residential property management entrepreneurs. We've been doing this for 18 years and we would love to help you grow your business. All right, so let's get into the show. I'm shortening it up today. It's a little long.   I keep getting shorter. Maybe next time it'll just be like, hey, we're door grow and let's get into it. All right. So today what came up on one of our coaching calls, we were talking about what maybe we should talk about. And one of the group coaching calls where clients get on and they ask questions and they share their wins. Somebody was asking about a residence benefits package and they were saying they were talking to two different companies. And then everybody started chiming in negatively.   on one of those companies when he had mentioned the two companies. This because it's a mastermind. So people are like, yeah, this vendor, they have a bad reputation, they're negative, this sort of thing. And it really made me think. So so what we're going to talk about today is reputation and how important it is to manage your reputation, how important that is to impacting or affecting word of mouth and growth of your company and all of that sort of stuff. So   Cool. All right. And this isn't the th so there was this instance. There was also we got a client on recently and they came to us. They were from a had come from a BDM supplier, a BDM business development manager, which is for those that don't know, a salesperson for property management. They'd come from one of these BDM sort of coaching consulting companies that does placement. That's in the in in the ni industry. And they had   They were on their fourth BDM from this company. And they had had a pretty bad experience. And so they were talking negatively about this other company. actually, I got two clients on recently that had similar experience with this BDM coaching company, and they said similar things. So let's go back to the mass rank call. So they were talking about the resident benefits package.   And talking bad about one vendor. And then they s they were everybody started talking positively about the other vendor. And these are kind of two big competitors. One's been in the industry a long a long time, has a good reputation, and they've been sponsors at our events, and the other one is maybe a newer kid on the block and is resorting to some interesting tactics to get clients. So what have you heard that they're doing to get clients? I think you heard.   That they were, weren't they calling and pretending to be an investor? Yeah, something for property manager. Something like this, some sort of shady tactic of calling up, pretending to be somebody interested in property management so they could get in contact with the business owner who often is acting as the BDM or salesperson. You know, it's a clever tactic. Can it work? Yes. What's the challenge with this? Well   Relationships are built on trust. If you're going to use a vendor, if somebody's going to use you as a property manager, the product you're selling is trust. They don't really care about property management. They wanted somebody they can trust that's going to have their interests in mind and take care of their property that they can trust to do the right thing. Because they're giving you control and you can do a lot of things that are not the right thing or that are unethical.   And it's not a real ethical strategy to trick or manipulate the people you're trying to sell to to start the relationship. So going back to the BDM companies, when I asked the the BDMs of these these two coaching clients we took on, and we were g they want me to help them get their BDMs up to speed and give them good strategy, I said, What strategies were they giving you to do? And they said, Well, it was mostly just   sales role play in learning sales. I'm like, what about growth? And they said, Well, they had us cold calling or calling, you know, and pretending to be tenants or be interested in the rental property. And then we would flip it. And I'm like, So you're starting it out you're starting a relationship of trust by first being untrustworthy and like destroying trust and and the BDM, the gal, she said, Yeah, I didn't I didn't really like it either.   Now maybe they have better strategies than this. Maybe these BDMs weren't doing a good job. We'll find out as they're in our programs, see if they're gonna put in the work, do the things we teach them and tell them to do, which is not that because we believe in trust. But but th similar sort of issue. You can't start a relationship out that is going to be founded and based on trust with by destroying the very thing it should be founded on and then expect you're gonna have a good relationship or that they're gonna wanna buy from you. So   That's my quick two cents on that. Why didn't this deal close? I don't understand. Yeah. Why why am I not getting business why is my business struggling to grow? Well, what are you doing? Lying to people? well. Talking to them. Yeah. Like we start out strong. So, you know, we I I've been at this for like eighteen years. Door girls existed for a long time. You know, and   There's been people that have complained about us. And so the other f side of the coin of this is that you have to be really careful about the clients that you take on. Cause if you take on bad clients or cheap clients or clients with a really broken mindset or that are really negative active, as I would call it, meaning they're constantly looking to destroy everything. They're always looking to find fault in everything. You know those kind of clients. Though they're really difficult for you to deal with.   If you don't qualify your your clientele and you bring on anybody, you're going to have some crappy clients like that. And if you have crappy clients, they're going to give you bad reviews and they're going to be negative about everything and they're going to find fault. Are we perfect to DoorGro? Absolutely not. However, all of our stuff is proven. We have clients that have gotten great results on every single growth engine strategy that we teach, but we've had clients in the past that we didn't do a good job qualifying them, brought them in and   They didn't even for some reason pay attention to what we told them they were buying. And then they thought, well, I paid 10 grand for a website and didn't get a result, which the website was like a minor piece that we threw in as part of the process. And they just didn't do any of the work to get the doors. And it was about teaching them strategies to get doors and helping them optimize the front end of the business. And so you have to be careful about the clients that you take on because the clients that you take on.   d eventually determine the the reputation you're going to have and the reviews that you're going to get. Like a lot of property management companies have negative reviews. The number one way to prevent negative reviews is don't work with certain tenants and certain owners. That's it. Like the that's the easiest way to filter out negative reviews is to filter out bad clo customers. And a lot of times we don't pay attention to that. That's been a mistake that I've made in the past. We've gotten better at that.   Yeah. In general we have really good clients. I think our biggest frustration with some of our clients is really they just sometimes don't do the work. That's probably it. Like we generally attract really good clients, but sometimes they just really don't want to do the work to go outdoors or do the work to to grow. And sometimes it takes them a f several months to figure out that they're not a salesperson or that they just aren't really gonna do the work. And that's where we have a little   conversation with them about maybe stepping into one of our other offers where we place a salesperson for them or where w we ought become their salesperson for them because they realize they don't really like sales. We can hear do you hear your dog? We can hear my my dog is outside my office. You can't probably hear it, but he's groaning and whining. My dog loves me. He can't like be withou

What if some of the people you see as competitors could actually help you grow your property management business? In this episode of the #DoorGrowShow, Jason and Sarah Hull talk about collaboration over competition and why a scarcity mindset can cause property management business owners to overlook opportunities sitting right in front of them. They break down why clients aren't necessarily choosing a property manager because of a secret strategy, service, or sales pitch, and why trying to protect everything you do from your competitors may be doing more harm than good. If you've been treating the property managers around you strictly as competition, this episode may change the way you look at them. You'll Learn [00:00] Introduction and industry overview [00:58] False scarcity and competition myths [03:19] Clients choose you for your uniqueness, not secret sauce [05:16] The industry benefits from collaboration, not isolation [06:15] Debunking false assumptions about growth and scarcity [08:39] Lead generation is easier than perceived [09:06] The abundance of property management opportunities [11:51] Overcoming fear and false evidence [12:52] Collaboration over competition explained [16:16] The neighbor strategy for referrals Quotables "They work with you because they like you. Because you're unique, because you are uniquely you." — Sarah Hull  "People don't want to buy property management. They want to buy you." — Jason Hull "Some of your neighbors could become one of your best friends and best assets." — Jason Hull Resources DoorGrow and Scale Mastermind DoorGrow Academy DoorGrow on YouTube DoorGrowClub DoorGrowLive Transcript Jason Hull (00:00) All right, five, four, three, two, one. Hey everybody, I'm Jason Hull, the founder and CEO of DoorGrow. This is Sarah Hull, owner of DoorGro and the COO. We are the world's leading and most comprehensive coaching and consulting firm for long-term residential property management entrepreneurs. For over a decade and a half, we have brought innovative strategies and optimization to the property management industry.   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. Now let's get into the show. All right, so today we're going to be talking about collaboration over competition in the property management industry. And the reason for this is because a lot of you are dealing with a lot of false scarcity.   false competition and you're not leveraging some of the people that could be feeding you business, maybe even in your own neighborhood. And so let's get into this. All right, let's talk about it. So if you've ever thought, no, I don't want my competitors   registers to know about doorgrow. I don't want them to work with door grow. I only want to do this or I only want to have the best stuff or I only want to do, you know, the whatever strategy or you know, I want all the connections. And I think a lot of times that's really based in a a scarcity mindset and in a fear-based mindset. Yeah. If you find something that's good and then you go, I'm gonna keep this little secret to myself. I I don't want to tell anyone else about it.   I only want it for me. And maybe it's a website or maybe it's, you know, a special pricing tool, or maybe it's your sales process, or, you know, maybe it's a referral source. Maybe it's what do they call it at KFC? Like the the secret ingredients. Eleven secret eleven herbs and spices. Like I can't I can't let anybody else know what I do or how I do it or why. I don't want them to know anything about me. Then a lot of times I I know it feels like hey, I'm protecting   my assets and I'm protecting my my business and I'm making sure that you know not everyone can copy me. And what it usually boils down to though is A property management is just inherently not that different. Like what one property manager does is really similar to what another property manager does. Are there slight nuances and differences between two companies? Yes, of course there are. How they do things is different.   Of course. But the product itself, what you're actually doing, is not very different from company to company to company. So you're really not saving yourself what you think like what you think you're doing is, I'm not telling anybody. I'm keeping this to myself. I don't want anyone to copy me. It it's it's all the same product. And usually people don't decide to work with you because you have the secret sauce.   They work with you because they like you. Because you're unique, because you are uniquely you. So your competitor and you might do the exact same thing in the exact same area, in the exact same market, targeting the exact same properties and clients. You do everything the same. Your pricing might be the same, the website might look similar, your sales pitches often pretty similar. That's why when you call property management companies, you kind of have deja vu and you hear the same thing again and again and again and again.   Unless you talk with one of our clients and then the conversation sounds slightly different. But it's it's all it all boils down to the same thing. And people aren't working with you because you said the magic words like, they said this one thing and now I have to work with them because no other company does that. No other company is like that. That usually is not the case. Because the product and the service is what it is. It's it's the same. But you're different.   And they like you. And that's why someone will work with you. And guess what? Your competitors probably unless unless you're maybe really mean to them, your competitors probably like you too as a person. They, you know, there's probably maybe some friendly competition there. But they probably like you too. And if you got to know them, you might find that you like them as well. And I think that   looking at this as a collaboration instead of no, it's it's all me, it has to be me, I'm the only one, I'm the best one, and nobody else in this market, everybody else is like this or like that. I'm the only one. Well, all right. I I just don't know how that really serves the industry. I don't know how that really serves the community. Well let's take a step back because I think a lot of business owners   And until your own basic needs are met, you don't care about the community. Let's be real. Like if you're you and your family are hungry and starving, you need money, you need to pay rent, you need to pay your bills, you you want to get your business going. You don't care about the community. You don't care about the industry. You care about yourself, which is fine. So let me help you see how you by being selfish and looking at yourself, you have probably some false assumptions that are causing you to not grow. And that's why you're in this that that   That camp and why you're struggling. So, first of all, like Sarah said, you may have this false scarcity mindset. So, first of all, there is, let's let's kill some assumptions. First, why do you have the assumption that there's a it's hard to grow your business? Or the assumption that there's there's only a small amount of business to go around, or the false assumption that maybe it's difficult to grow your property management business.   What if none of this was even true? These are all false assumptions you have based on bad data and bad information because you've had bad ideas or bad strategy. So, first of all, most property management companies suck in most markets. Why do they suck? Because they're stuck in a lot of this bad mindset stuff. They didn't wake up in the morning saying, I want to start a bad business today. And if you're struggling and customer service is kind of, you know, falling apart, or you've got clients leaving, or people are frustrated.   Or you're super stressed out and you're not loving your business, you didn't wake up in the morning one day and say, This is, I want to start a crappy business today. But that's the default of where you end up when you make certain decisions with certain assumptions because you have blind spots. So let's see if we can destroy a few blind spots for you right now. First, is property management, does everybody sell the same thing? Like Sarah said, no, because why? Property management isn't even the product that people want to buy from you.   They're the right owners that you want. So they're looking for a property management business owner they can partner with that they trust to take over their property. They're not just looking for the cheapest person. But when you commoditize yourself, so by having the wrong offer, you turn yourself into a commodity. You're now and because you're selling the wrong product. And if you're selling the wrong product to the wrong audience, you have the wrong offer that's optimized for the wrong people.   And so then you have the wrong clients, and then your business is really operationally expensive. Your operational costs are really high, really difficult clients to deal with because you have bad channels, the wrong channels, wrong product, wrong offer, wrong clients, right? So we, if we want to counter this and get out of the cycle of suck, one, you have to start firing bad clients. You have to start filtering the cloud clients that you bring on. You need better channels of opportunity that feed you.   Healthier business, healthier property owners, healthier clients, people that trust you, people that are not going to try to micromanage you. The operational costs are lower. They're healthier investors. And then you can sell the right product to them. And then you can have the right offer that's attractive to that type of buyer. And so then eve

Hiring is building a business that gives you more freedom instead of making you more dependent on it.  In this episode of the #DoorGrowShow, Jason and Sarah Hull break down one of the most expensive mistakes property management business owners make: hiring based solely on what the business appears to need instead of what the owner actually needs. They explain why this common approach leaves entrepreneurs overwhelmed, wearing the wrong hats, and trapped inside businesses they no longer enjoy running.  You'll learn how a simple time study can reveal where your energy, focus, and profitability are being lost, why every new hire should solve both a business problem and an owner problem, and how reallocating your time toward high-value activities creates sustainable growth. You'll Learn [00:00] Why Freedom Is the Foundation of Entrepreneurship [05:12] Building a Business That Creates More Freedom [09:45] Helping Your Team Thrive Through Autonomy [15:08] Why Property Managers Really Sell Freedom [20:14] Trust, Leadership, and Better Client Relationships [26:10] Creating Freedom at Every Level of Your Business [31:35] Escaping the Business Owner's Cage [36:42] DoorGrow's Framework for Business Freedom Quotables "Money flows towards freedom." Jason Hull "Trust creates freedom." Jason Hull  "We mistakenly think we want more money. But what we really want is what we think money will give us, which is more freedom." Jason Hull  "The product that you should be selling is not really property management. It should be freedom." Jason Hull Resources DoorGrow and Scale Mastermind DoorGrow Academy DoorGrow on YouTube DoorGrowClub DoorGrowLive Transcript Jason Hull (00:00) We are Jason and Sarah Hull, the founder and CEO and COO of DoorGrow, and we are the world's leading and most comprehensive coaching and consulting firm for long-term residential property management entrepreneurs. For over a decade and a half, we have brought innovative strategies and optimization to the property management industry.   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. Now let's get into the show. All right, so today,   we're talking about freedom. Freedom. All right, we just celebrated the   Fourth of July, Independence Day. It's it's it's called Independence Day, and the reason that they're shifting it to Fourth of July is to get people to be less focused on their independence because that's what it is. It's independence day. Okay. Well yes, so let's recap. The the United States came about because a group of really awesome entrepreneurial people decided that they did not want   to be beholden to Britain and they declared their independence, which was, you know, basically declaring war. And this small little group of colonies decided to go to war with the biggest, most established military in the world at the time. And we won. We we were able to achieve our independence. So okay   Now, why was America able to win? Well, my theory or belief is that f anytime you are moving with the river instead of swimming upstream of freedom, the river of freedom, you have momentum and yeah, at your back. You have the wind in your sails. You are headed in the direction, and   everything moves towards greater freedom.   And I think then you will be more likely to have success if you're moving towards freedom. And so I think the USA is a big macrocosmic sort of example of the microcosmic. And so we're gonna talk about how money flows towards freedom today is kind of the idea. So why do people start businesses, Sarah?   That's like one of the biggest reasons is they go, Hey, I I want to do things my way. I see a need in the marketplace and the way that other people are doing things is maybe it's not good or maybe you think you have, you know, some better ideas. Maybe there's this this need for a product or service that doesn't yet exist.   And they go, hey, I have the freedom and the ability to create this product or service and meet this need in the marketplace. And a lot of times, entrepreneurs, we think that we can do things better than other people can do it. And a lot of times we're right. And that's why businesses start to exist and and grow and expand, is they see a need and they   Fill said need. So we have the the choice really to be able to say, hey, I'm I'm gonna step up and be the one who meets that need. All right. Yeah. So I think if we're going along with this momentum, this river of freedom, and you're headed in that direction, what could be more powerful than starting a business in a nation that values freedom with people?   That value, they were raised celebrating Independence Day every year. They're celebrating freedom. We value freedom. And you're a business owner that values getting more and more freedom and creating freedom. And then you create a business like property management where you are creating freedom for others. You're giving other people freedom from things they don't enjoy dealing with.   Is you all of this can if if aligned creates a massive amount of momentum. It can create a lot of success if you're selling the right thing, the right thing,   and this is what we do at DoorGroup. Our goal is to help business owners get more freedom from doing the day-to-day work, from being the property manager to being more of the business owner, the visionary, the entrepreneur. So, yes, the business owner.   as business owners, we value freedom. Usually we mistakenly think we want more money. But what we really want is what we think money will give us, which is more freedom if we do it the right way. But we make more and more money eventually realizing we have less and less freedom the more money we make because we're doing it the wrong way. And then we're like, why am I even doing this? yeah, I want freedom. I don't just want more money. Because once you get more money, but you have less freedom, you realize this isn't the trade I wanted.   And so we want to make sure we're focused on getting yourself more freedom. You got to build the right business. If you build it wrong, your business can't scale, it can't grow. And you, if you're because you're moving upstream, you're in conflict with freedom. And so, as a business owner, if you start building a business that's giving you less and less freedom, even though you're trying to help others get freedom, you're going to be out of integrity. People are going to feel that. It's going to be harder to sell it. You're going to, you know, to others and convince them to become your client.   And you're going to just experience a massive amount of friction and unconsciously you're going to sabotage.   Once you have more freedom, then you probably also want to give your team more freedom. How do we give our team more freedom?   Consistently shifting them into more of the things that they do enjoy, and by making sure that they can really specialize in what they enjoy and what they're good at. So usually when a business starts, unless there's a lot of resources and capital, businesses typically tend to start with one person, maybe two people, and then that one or   Two people, they end up doing everything. So they they are the entirety of the business. Every role, every task, every department is filled by that person or those, you know, small handful of people. And then as the business grows, then some shifts are able to be made where those people no longer have to handle every single thing because they can bring on the right.   resources and sometimes that might be software, sometimes that might be people, sometimes that might be an AI tool. But they can start to shift some of those responsibilities to other people or tools and that allows them to focus more on the things that they really do enjoy doing and they're they're good at. And the same then kind of trickles downstream to the team.   where the team kind of gets to experience that same thing. Usually when especially your first team member, that team member ends up doing a little bit of multiple pieces of roles. Even to the best of our ability we try. We're like, hey, this is gonna be the role that you do and then the someone's getting roped, either the business owner or that team member is getting roped into all of these other pieces. So to give our team more and more freedom   really allows them to become an expert and a specialist in what they enjoy and in what they're good at. And that usually looks like expansion. Hmm. Okay. And that's a good segue to mentioning our sponsor for today's episode. It is because they give you freedom through ooh software. So ring ring, who's there? Ha, not property managers. Over half don't even answer their phones during   Business hours. Hot leads are calling you directly and they're going straight to missed calls. They're going right to voicemail. So if you're spending time and money on growth, you need to actually capture that growth. And that is where super comes in. Super's AI receptionist sounds lifelike. It answers 24-7 and it's trained on property management. It even makes follow-up calls to leads that you might have missed. Go to higher super.com slash doorgrow.   And stop missing revenue to miss calls. Okay.   Most business owners make the mistake. They think if I control my team more, I'll get better output.   And that's not the case. You that means you need better people. If you have great people, they will lead themselves. If you have better people, and you move them into what feels like more freedom for them, which means they have more autonomy, more ability to make choices and decisions, more time spent doing things that give them fulfillment that they enjoy doing. Like Sarah

In this episode of the #DoorGrowShow, Jason and Sarah Hull break down one of the most expensive mistakes property management business owners make: hiring based solely on what the business appears to need instead of what the owner actually needs. They explain why this common approach leaves entrepreneurs overwhelmed, wearing the wrong hats, and trapped inside businesses they no longer enjoy running.  You'll learn how a simple time study can reveal where your energy, focus, and profitability are being lost, why every new hire should solve both a business problem and an owner problem, and how reallocating your time toward high-value activities creates sustainable growth.   You'll Learn [00:00] Why Most Property Managers Hire the Wrong Way [03:18] The Hidden Cost of Bad Hiring Decisions [08:25] Using a Time Study to Find Your Next Hire [13:05] Balancing Your Needs With the Business's Needs [18:12] Why Every Business Owner Needs an Assistant [22:20] Stop Doing Low-Value Work [26:15] Freeing Yourself to Focus on Revenue Growth [29:10] Building a Team That Creates Freedom Quotables "One bad hiring mistake is usually a 10 grand minimum mistake." Jason Hull  "You cannot build the right team around the wrong person." Jason Hull  "Every team member should be born out of a time study." Jason Hull  "The point of having a business is you should get more fulfillment, more freedom, more contribution, more support." Jason Hull Resources DoorGrow and Scale Mastermind DoorGrow Academy DoorGrow on YouTube DoorGrowClub DoorGrowLive Transcript Jason Hull (00:00) Okay, we are Jason and Sarah Hull, the owners of DoorGro, the world's leading and most comprehensive coaching and consulting firm for long-term residential property management entrepreneurs. For over a decade and a half, we have brought innovative strategies and optimization to the property management industry. At DoorGro, 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. Now, let's get into the show. All right. So today's topic, we're going to talk about how to make the decision as a property management business owner to hire. How to effectively decide it's time to hire and how not to screw this up. So we're not going to get into the whole hiring process. We've talked about that a bit on some other   Episodes. If you'd like to hear more about that, reach out to us or check out our other episodes. But today we're going to talk about how to make the right decision of who to get and when to hire and who you need in the business. Cool.   one bad hiring mistake is usually a 10 grand minimum mistake. And anybody that's gone through hiring a lot of team members, you know. Like I've hired lots over the years, and it's been some of them can be pretty painful when you make a bad move. So you want to make sure you make good decisions. So   So here's how most people do it, which is wrong. How most people do it is they look, what does the business need? And they're like, the business needs a maintenance coordinator, or the business needs this. And they just continually keep giving the business what it needs. And so this I call kind of the solopreneur way of hiring hiring. They think the way a solopreneur thinks, they think I do everything. Now I need to hire somebody to do these other pieces that the business needs. And they start building a team based around.   What the business wants.   every team member, should exist if they are taking something off of your plate because you do everything initially. Now, sort of, they're like, well, you know, I'm doing the maintenance stuff, so I need a maintenance coordinator. And that's kind of works. But the problem is if you continually build your team based on what the business seems to be asking for and what it needs, and you're not taking care of yourself, you end up with an entire team.   And you're still miserable in your own business. And this is pretty much most business owners at NARPAM. This is most of the people in the two to 400 door range. So I'm calling you out. So if you are a member of NARPAM and you have between two to 400 units and you are still wearing hats you don't enjoy in your business, I promise you you have the wrong team. Why? Because I know for a fact you cannot build the right team around the wrong person. And so if you're still wearing hats you don't enjoy,   Meaning you are showing up as the wrong person in the business, doing stuff that you don't like doing, that's not your favorite thing, and you've built an entire team around you, you have the wrong team. All right. So how do we fix this? Well, first you have to know that that is your case. So sometimes you talk to people and they have no idea. They don't realize. They go, no, I have a great team. My team is awesome. I I really   So it's hard to fix a problem if you don't recognize that it's the problem. It's almost like when you have a plumbing leak. It's hard to fix that leak if you're not sure where the leak is coming from. So we need to identify where the issue is and then rip the walls open. If we just start ripping the walls open and looking for the leak, it's   just   pretty expensive and inefficient. So we need to recognize, hey, there's a problem leak here. And then we need to identify where is the leak and what is the actual problem. So I'd say that's the very first thing. And sometimes that's also really hard for people to do. Especially when they're attached to their teams. Like, no, I love my team. How many times have we heard that? I love my team. I have to my team's great. Yeah. Mm-hmm. So but they might be great. You might have great people, but they are not   Your ideal team because you're still involved in stuff. So usually what we do is we have them do a time study. This is how we figure out five different currencies: time, energy, focus, cash, and effort. These are the five things that you have to invest in the business that the business has to invest. These are your resources and   In order to hire a new team member or bring somebody else in, you have to make sure that if you're going to reallocate these resources, you've got to do it in a way that's really effective. Otherwise, this could be dangerous. So a lot of times I'll share the analogy so people understand how important this is. if you've ever seen Indiana Jones in the Temple of Doom, Indiana Jones, he's running from this giant boulder. He's carrying this gold statue. He's trying to like   Get out of there, and this boulder's rolling down the hill at him, and he's trying to get out of there as quick as possible. Otherwise, squish, Indiana dies, right? So, this is a great analogy for business. So here's how I look at this. Imagine this picture. There is an entrepreneur running from the boulder. What is the boulder? Expenses. It's always moving, it's always coming after you. And sometimes that boulder picks up speed or grows as the business grows.   And so that's expenses. Indiana Jones running, that's sales and revenue generation and generating cash like for the business. The gap in between Indiana Jones running and the boulder, which is expenses, is cash flow. If the business runs out of cash flow, the business is essentially dead. The business dies. Or it goes into debt, which it's just eventually going to die. So we want to make sure that we are.   Constantly generating revenue. The speed, the slope of this path is the speed of which the business grows. And so if we want to grow really fast, we spend a lot more money. There's a lot more expenses. Everything's moving a lot faster.   And so this is where hiring can cause some big problems, or rolling out new tech can cause big problems because we get distracted and we're no longer focused on revenue generation and that has to stay the main thing. So you've got to keep running and you can't stop and unless you're able to somehow dramatically reduce expenses. So it slows down or it's less scary. But you've got to keep running. So we do a time study, and this helps us figure out time, energy, focus, cash, and effort.   Where am I currently investing all this? And is it giving me what I want? Is this according to my highest priorities and what I need? So this is the lens we look at for you. So imagine a Venn diagram with two circles. Circle on the left is you. Circle on the right is the business. Most entrepreneurs build their team, build their systems, build the business, only focusing on the business. And so they end up neglected and they end up more and more miserable. And they end up with a business that becomes like almost like a   master to them. You're like a slave. If you ever felt like a waking up and you're a slave to your own business, you've put too much attention on the business and not enough on yourself.   What happens if your expenses catch up to Indiana Jones? Squished. Right? He gets squished. And as a business owner, it's not a great thing to feel squished. But there is something that probably should be squished. And that's pests. Yuck. So moving into a new place is exciting, but setting up utilities, that's a big pest, isn't it? Yep.   That's where Utility Profit comes in. It's a free tool that property managers share with their tenants during move-in, and it completely takes a headache out of getting the utilities set up. So it's less stressful for you and for them. So here's how it works: tenants get a personalized page with their utility options that are already mapped out for their specific address. Things like internet, electric, gas, you name it, they pick what they need, they set everything up, and it's all in one place.   No Googling, no back and forth with landlords saying, hey, who's the electric company here a

AI is everywhere, but are property management companies asking the right questions before implementing it? In this episode of the #DoorGrowShow, Jason Hull sits down with Mo Hussain to discuss why successful AI adoption has far less to do with technology and far more to do with operational clarity. Instead of chasing the latest AI tools, Mo introduces his Measure, Map, Automate framework to identify operational bottlenecks, uncover hidden profit leaks, and build workflows that actually improve business performance.  Together, they explore why clean data is the foundation of automation, how undocumented processes create costly inefficiencies, and why AI should enhance human decision-making rather than replace it.   You'll Learn [00:00] Meet Mo Hussain and the Measure, Map, Automate Framework [03:20] Why Most Companies Ask the Wrong AI Questions [08:10] The Role of Clean Data in AI Success [12:45] Mapping Workflows Before Automating Them [15:30] The Process Myth and Better Operational Systems [21:10] Building Accountability Into AI Workflows [25:15] Designing AI Agents That Actually Perform [27:45] Turning Operational Data Into Business Growth [29:15] Final Advice for Property Management Leaders Quotables "AI value really truly is workflow value." Mo Hussain  "AI depends on trusted operational data." Mo Hussain  "The winners are not gonna be the companies that have the most amount of data, but they're the ones that can convert data into consistent operating actions." Mo Hussain  Resources DoorGrow and Scale Mastermind DoorGrow Academy DoorGrow on YouTube DoorGrowClub DoorGrowLive Transcript Jason Hull (00:00) welcome everybody. I'm Jason Hull, the founder and CEO of DoorGrow, the world's leading and most comprehensive coaching and consulting firm for long-term residential property management entrepreneurs. For over a decade and a half, we have brought innovative strategies and optimization to the property management industry.   At DoorGro, 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. Now let's get into the show. And my guest today is Mo Hussain, and we're going to be talking about how property management companies can stop drowning in data and start turning it into real operational growth. In this episode,   Mo is breaking down the measure, map, and automate framework that he has built and approach an approach to uncovering hidden margins, reducing manual oversight, and getting more value out of every door in your portfolio.   right.   is Mo Hussain. Mo, welcome to the show.   Mo Hussein (01:01) Hey Jason, happy to be here.   Jason Hull (01:03) So today we're going to be chatting a little bit about how property management companies can stop drowning in data and start turning it into real operational growth. And Mo's going to break down the measure, map, and automate framework, his approach for uncovering hidden margins, reducing manual oversight, and getting more value out of every door in your portfolio. So cool, measuring is important. We'll get into that. So before we get into that, Mo,   Can you give people a little bit of background on yourself? How did you get into entrepreneurism? How did you get connected to property management? And help everybody understand who Mo is. Yeah.   Mo Hussein (01:42) Yeah.   great question. So I I've been in this industry now for probably coming up on 20 years at this point. I I worked at some of the prop tech and software providers that are prevalent in the space. Namely, I worked at both YARTI App Folio, which are both kind of headquartered in in Santa Barbara. and a little bit over ten years ago, I started a consultancy and accounting CPA practice that specifically focuses on   Jason Hull (01:56) Namely, I worked at both YARDIE and at Folio, which are both kind of headquartered in in Santa Barbara. a little bit over ten years ago, I started a consultancy and accounting TPA practice that specifically focuses   on prop tech and real estate. So we offer consultations with implementations, custom reporting, operationalizing around technology, which is which is now the buzz around kind of AI and automation at this point.   Mo Hussein (02:11) Prop tech and real estate. So we offer consultations with implementations, custom reporting, operationalizing around technology, which is which is now the buzz around kind of AI and automation at this point. and then   we've also built products for the space to help with automations, help with you know accounting compliance and bringing visibility and custom reporting capabilities to operators. So kind of leveraging all the experience.   Jason Hull (02:25) And then we've also built products for the space to help with automations, help with you know, accounting compliance and bringing visibility and custom reporting capabilities to operators. So kind of leveraging all the experience   Mo Hussein (02:40) from working as a consultant and also as an accountant and even working as some of these tech providers now being a actual supplier in the industry.   Jason Hull (02:41) from working as a consultant and also as an accountant and even working as some of these tech providers now being a aqua supplier in the industry. Very cool. Very cool. So you're a little bit nerdy.   Mo Hussein (02:52) A little bit. Data. I love data. Right.   Jason Hull (02:53) Okay, so am I. So am I. All right. So   cool. So let's talk nerdy to me, Mo. All right. So let's let's chat about this. So let's get into it. So t tell us about this. Wha why is this wh how'd you come up with this framework? Why is this important? I love frameworks because frameworks are usually where we take something that we notice a pattern in, there's some complexity involved, and we make it simple. So explain to us.   Mo Hussein (02:59) Yeah.   Jason Hull (03:18) Where does the measure map and automate framework kind of come from?   Mo Hussein (03:22) Right, right. And this is this kind of stems from a conversation you probably have with plenty of your your clients and even prospects when you start engaging, you know, the the the very popular question now of how do we use AI? I want to streamline and automate. And it's a very loaded, it's a very loaded, fairly ambiguous question, right? How do we use AI? We want to implement AI into our operations, right?   Jason Hull (03:23) And this is this kind of stems from a conversation you probably have with plenty of your   You know, the the the the very popular question now, how do we use AI? It's a very loaded, fairly ambiguous question, right? How do we use AI? We want to implement AI more.   Mo Hussein (03:48) when conversely, like you know, operators and property managers should be starting with a different qu set of questions, right? Like how like where are we losing things like NOI, margin, time, control, or even consistency, right? AI really only matters when it connects and automation really only matters when it connects to a to a revenue lever or some type of a cost lever or productivity gain or or risk reduction, right?   Jason Hull (03:50) Conversely, like you know, operators, property managers should be starting with a different set of questions, right? Like how like where are we losing things like NOI, margin, time, control, or even consistency, right? AI really only matters when it connects in automation really only matters when it connects to a to a revenue lever or some type of a cost lever, productivity gain or or risk reduction,   right? Yeah. there's there's a couple   Mo Hussein (04:14) and there's there's a couple of key components   Jason Hull (04:16) key components in even conversations that you've probably even had with with property managers today is that firstly like you know operators today they already have a lot of data. They probably have access to a lot of different data sets across, you know, operations, but it's probably, you know, disconnected and disjointed and different reports and disconnected systems, hidden in spreadsheets and and dashboards that probably don't drive much much action, right? and everybody wants   Mo Hussein (04:17) in even conversations that you've probably even had with with property managers today is that firstly, like, you know, operators today, they already have a lot of data. They probably have access to a lot of different data sets across, you know, operations, but it's probably, you know, disconnected and disjointed and different reports and disconnected systems hidden in spreadsheets and and dashboards that probably don't drive much much action, right? and everybody wants to   Jason Hull (04:43) to automate and execute   Mo Hussein (04:43) automate and execute an   operational kind of workflow. But the hard part is not whether, you know, AI can really do something, but the hard part is whether a company even knows where value is leaking and who owns that action and and whether these workflows are even clear enough to to be able to automate. And that's kind of the premise of this framework is to kind of measure what that pain is, you know, map that workflow, automate that repetitive work and manage   Jason Hull (04:45) an operational kind of workflow. The hard part is not whether you know AI can really do something, but the hard part is whether a a company even knows where value is leaking and who owns that action and and whether these workflows are even clear enough to to be able to automate. And that's kind of the premise of this framework is to kind of measure what that pain is, you know, map that workflow, automate that repetitive work, and   manage ideally performance through some type of closed loop accountability. We just

What if the key to building lasting wealth is to pour wisdom? In this episode of the #DoorGrowShow, Jason Hull reflects on timeless lessons from the Book of Proverbs and explores how wisdom shapes every aspect of business, leadership, and personal growth. Inspired by the legacy of mentor Aaron Stokes, Jason shares why entrepreneurs who focus on learning, serving others, and making wise decisions ultimately build stronger businesses and more fulfilling lives. You'll Learn [00:00] Why Jason Started Reading Proverbs [05:02] Stop Chasing Riches, Start Pursuing Wisdom [10:12] Where Real Wisdom Comes From [17:08] Why Business Is Personal Development [23:05] Humility, Service, and Lasting Success [29:18] The Power of Learning From Others [36:04] Why Entrepreneurs Need the Right Room [42:56] Turning Wisdom Into Business Growth Quotables "If you're struggling to get riches and you're seeking riches, maybe you need to shift your attention instead to seeking wisdom." Jason Hull  "The marketplace only rewards you if you provide value." Jason Hull  "One of the greatest gifts to yourself is service." Jason Hull  "We attract who we are."  Jason Hull Resources DoorGrow and Scale Mastermind DoorGrow Academy DoorGrow on YouTube DoorGrowClub DoorGrowLive Transcript Jason Hull (00:00) All right, what's up, everybody?   I'm Jason Hull, the founder and CEO of DoorGrow, the world's leading and most comprehensive coaching and consulting firm for long-term residential, third-party, single-family, small, multi-property management entrepreneurs. Enough adjectives? All right. So for over a decade and a half, we have brought innovative strategies and optimization to the property management industry.   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. Now, let's get into the show. All right, so today's episode: I've been reading the book of Proverbs. Why?   Well, one of my mentors, Aaron Stokes, who I've talked about on the podcast before, who passed recently, he was a gatherer of wisdom. And so I thought, you know what? Aaron built a really amazing coaching business. He built a really amazing empire. It lives on after him. And I I I wanted to s I was thinking what what   Really made him great. Why did people want to listen to him? Why did people resonate with his message? Why did he have such a well of wisdom to be able to give to other people? And my thought was he was focused on gathering wisdom. And this is something that I've done throughout my life: is I love learning. I love studying books, I love absorbing information, I love putting frameworks together, gathering ideas.   taking all the best ideas and formulating new stuff. I love doing that. And my clients appreciate it greatly. So I've been focused, how can I really, at the core, where is the most timeless wisdom that's been gathered over decades, centuries, maybe even longer? And one of those books is the book of Proverbs. So I've started reading the book of Proverbs and that's been interesting for me.   So one of the themes that I'm noticing a lot in this is the theme of trying to get riches. And God must be using riches as a bait if this book talks this much about riches. because he wants to obviously get a message across, would be my guess. And there's a constant theme of talking about riches in this book, even though a lot of it's really talking about wisdom. And so   I've thought I've thought about this as a business owner. We want to gather wealth. We want to make money. We want and we can tell ourselves it's to do good things, right? We want to be able to take care of our family and do all these noble things. But sometimes it's like we just want a nicer car or we want a nice house or this sort of thing. And so there's always this motivation that's hardwired into man to seek wealth or to seek riches.   And we almost have to like destroy that in some way to not have it. well, money's evil, or I don't want money, or we come up with reasons to not be the person looking for money because we think, that's kind of bad, sick, and wrong to be looking for money. I really believe God wants good people to be rich. And that's really what the the book really seems to say over and over again is that for the righteous, they   They they get riches. For the generous, they get riches. For those that gather wis wisdom, they get riches. But what's interesting that I think is important, because if you want money and you want money and I don't care why you want it, if you want money and you think it's going to do something beneficial for your life, you're not going to get money, according to Proverbs, according to this timeless wisdom that's been around a long time, probably tested quite a bit, probably proven to work well.   it's it's helped a lot of people over time gather wealth. It says not to seek riches. It says not to seek it. If you seek riches, you're going to end up in a bad situation, is basically the message. But it says it talks about wisdom as a lady, as a woman. And this lady wisdom, this this woman that is wisdom, it says in her right hand.   Is long life, and in her left hand is honor and riches, riches and honor. And these are the things that Lady Wisdom brings to you if you keep wisdom by your side. And it talks about how wisdom, this feminine energy or this woman wisdom, was with God when He was creating the world, creating everything. Wisdom was by his side.   And so wisdom has existed before this world was even created, is kind of the idea. Wisdom is timeless, is the idea. Wisdom's always been there. It's foundational. It's what drives things to work and drives outcomes. Wisdom is what works in the practical real world reality. I was hanging out with my barber and I was sharing a little bit about, you know, how I've been reading and this idea of wisdom and   And every man out there, I recommend you find a barber like this. Find a the most intelligent barber you can. I just did a reel on Instagram talking about this. find the most intelligent, healthy barber that you can find because barbers.   Have people sit in their chair constantly, especially if they're a higher-end barber.   So if you're sitting there with a barber, the barber is constantly putting people into his seat and gathering ideas, gathering wisdom, gathering knowledge. And this is men opening up, revealing their trials, their problems because he's curious. He asks questions, he genuinely cares, he wants to know how they're doing. And   You know, he might have a millionaire in his chair, like I'm sitting there giving him wisdom and knowledge. And he might have somebody just, you know, from the street that wants a haircut sitting in in his in his suite. But the lessons that he's able to gather through talking to all these various men that are having real-world experience and real world problems and real issues with their marriage and relationships and their kids.   And business and life. He is able to just gather wisdom. And he has a passion, he even mentioned to me for being able to help others and to facilitate and help men. He's in a position to be able to do so because he's seen what's working and what's not working. He's heard, gotten so much anecdotal feedback from everybody of what works and what doesn't work. And this is practical, grounded real world reality. This is wisdom.   This is what we're the foundation where you find truth. This is not the intellectuals that sit in their lofty towers of intellectualism that have all of their BS ideas that theoretics and stuff they've read where they think everything could be or should be a certain way, but it's not actually connected to reality, what actually works in real life. And a lot of these intellectuals hate capitalism. A lot of these intellectuals hate.   They hate business. They hate capitalism. They don't like that the marketplace rewards what actually works. This is also why a lot of these intellectuals are probably not in super great shape. They're probably not really taking care of themselves in certain ways because they're probably physically lazy and they're focusing so much on this intellectualism that they are not focused on what works in the real world. Real world practical reality.   I notice people that I follow like that have been around for a long time, like Alex Hermozy, he has become kind of this gatherer of wisdom because he's been so focused on business. And you become wise if you do what works in business. You cannot lie, cheat, steal, be unethical, be shady, and have longevity in your business or have long life in your business.   It will be short-lived. Death creeps in very quickly into any situation where there isn't wisdom. And so if you find that you're struggling to get riches and you're seeking riches, maybe you need to shift your attention instead to seeking wisdom. And where do you find wisdom? You find it by being around others that are doing what you want to do.   Like our mastermind is full of people that are winning and succeeding. And I've been kind of the barber with lots and lots, hundreds, thousands really, of property managers sitting in my chair, having conversations to figure out what's actually working out there. I've had a lot of guinea pigs to try stuff out.   So even more than just a barber, I'm able to say, well, here's an idea. Go try this. And then when it works, I get that feedback. Now like Jason, that was awesome. That worked. I'm adding doors. This is going well. I've got a great new hire. Whatever you told me to do, this is awesome. And so I'm constantly getting feedback from some of the best, most innovative people I think on the planet, which are entrepreneurs. Entrepreneurs are willin

What if the biggest obstacle to growing your property management business isn't your marketing... but who you're attracting? In this #DoorGrowShow episode, Jason Hull breaks down why traditional marketing advice is keeping property managers stuck competing for price-sensitive owners while overlooking a massive untapped market. Drawing from nearly two decades of coaching hundreds of property management entrepreneurs, he explains why warm, relationship-driven growth consistently outperforms cold digital marketing. Jason also explores the hidden operational costs of attracting the wrong clients, why communication isn't the real reason owners leave, how poor boundaries destroy profitability, and why your business should be built around trust. You'll Learn [00:00] Why Industry Surveys Miss Real Growth Opportunities [04:58] Understanding Cheapos, Normals, and Premium Buyers [10:43] The Blue Ocean Most Property Managers Ignore [16:40] Why Communication Isn't the Real Problem [22:08] Escaping the "Cycle of Suck" [28:18] Setting Better Boundaries with Owners [34:55] Why Offline Marketing Wins [42:06] Building Growth Engines Instead of Buying Leads [50:14] Hidden Profit Leaks Every Property Manager Has Quotables ​​"Where you get your leads dictates the quality of the lead and how much they're willing to spend."  Jason Hull  "They don't even want to buy property management. What they want to buy is a trusted advisor." Jason Hull  "Interruptions are the biggest thief in the property management business of profitability." Jason Hull  Resources DoorGrow and Scale Mastermind DoorGrow Academy DoorGrow on YouTube DoorGrowClub DoorGrowLive Transcript Jason Hull (00:00) Hey everybody, I'm Jason Hull, the founder and CEO of DoorGro, the world's leading and most comprehensive coaching and consulting firm for long-term residential property management entrepreneurs. For over a decade and a half, we have brought innovative strategies and optimization to the property management industry. At DoorGro, 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. Now let's get to the show. Okay, so today's episode,   I'm going to share from my anecdotal experience in talking to thousands of property managers and all the feedback that I get, and all the people that are in our mastermind, what we're seeing is working. So here's what a survey can't show: a survey is basically lagging data, it's not showcasing what's   Innovating because you're not even usually asking questions about the latest innovations. So the questions inherent in this survey, my guess, are slightly flawed because they aren't asking some of the things I would ask based on all of the data and information that I get from this weird sort of fly-in-the-wall vantage point that I have in the industry.   we've always pushed this idea of three different types of buyers: cheapos, normals, and premiums.   Most cheapos self-manage. They exclude themselves from the pool of property management buyers. And then there's a small percentage that eventually go through the funnel online, and then you can capture through marketing. And these are this is what most companies base their pricing around, is based around the cheapos that they can get through internet marketing. Well, the best stuff usually comes through word of mouth or   Further out into the blue ocean. And so if you would like to see more about this, you can get my leads training by going to drgrw.com, which is doorgrow.com, or just go to doorgrow.com slash leads. So do the shortened URL or the longer URL slash leads. And you'll see our there is a clarity assessment you can do. There is a free training, and then you can book a call with our team.   And hear about some of the innovative gross strategies and stuff that we're doing with clients. So the thing to realize is that a lot of you know, it's showcasing these boomers as cheapos. And the the other thing though is it's it's saying that like 62% are represented here. And I think that the numbers of people that actually use property management is far lower than the 500 they surveyed. There's probably also a lot of people that   Aren't even aware of property management, even though they need it. There is this massive blue ocean. I think the numbers are probably more, maybe around 40-50% are self-managing versus using a property manager. And there's a lot of available potential business out there. And they're not looking on the internet. So here is some data that's not in the PM Trends report, but it's on trends.google.com. So if you go to trends.google.com.   And I just threw up an article on LinkedIn today before recording this episode. But if you go to this, go to Google Trends, backdate it to 2004 to the present, what and put in property management. And then feel free to add some other keywords like AI would be very telling, because we've seen the rise, meteoric rise lately of AI in terms of awareness and search volume. Put in real estate is another great keyword so you can kind of see.   What you'll notice is property management is such a minuscule amount of search volume, it barely registers compared to these other terms. And it spikes every summer and goes down every winter. If you remove those terms, is what you'll see. Now, in the last year, there's been a little bit of an uptick for the first time in basically two decades, which is amazing, which is awesome. That means market share is starting to maybe start to shift a little bit and grow. But there is this huge blue ocean of people that will never search the internet.   For property management. And that doesn't mean that they like doing it themselves. This survey probably isn't able to touch any of those people. And this, these are some of the people I get my clients to go after the most. Why? Because it's way cheaper. There's a huge blue ocean of people that are not looking on the internet for property management. The people that are looking on the internet are at the end of the sales cycle. These are typically the worst owners in a lot of instances.   Why? Because word of mouth captures the best stuff first and then the s****y stuff that falls off that table, the scraps that fall off the word of mouth table. Those are the people now that don't care about word of mouth or they don't care who people say is great. They think you're a commodity. They're looking for the cheapest company. And so generally there's a much higher percentage of cheapos that you're going to attract by doing digital or internet-based marketing.   YouTube. The challenge is there's a large percentage of owners that are not looking or searching for property management. They're not looking for property management stuff on YouTube. They're not looking for property management stuff on Google. They're not looking at all. They don't care about property management. Most people   That are even property managers are not usually consuming content around property management. Not very often. A lot of them self-identify as more of a real estate brokerage or real estate agent or anything else that they think is cooler. I even had a client I was coaching recently, and he said that he's really had this mental block, this mental block about wanting to tell people that he's a property manager. And I said, Don't tell people that you're a property manager.   Property managers in your market, he was in New York, are basically somebody that sits in a big building that, you know, they they help do leasing. That's kind of people's perception. You are an asset portfolio manager. You are an investment specialist. There's so many other ways you can present yourself. You are the entrepreneur that hires the property manager. I don't want my clients to identify as property managers. I want them to identify as an entrepreneur because identity limits growth.   the second thing that filters, which is perception. There's a really negative perception about property managers among real estate agents, among investors that are aware that most property managers, if I have you in a room and I say by show of hands, how many of you started your business? Because all of the other property managers in your market sucked. Usually almost everybody's hands go up. And then my joke usually is, but not yours, right?   And then they all laugh. So, but nobody wakes up in the morning wanting to start a crappy company.   So you could waste a massive amount of time trying to do a bunch of social media marketing, a bunch of YouTube videos, a bunch of content creation. And it's not generally going to get you the best clients because where you get your leads dictates the quality of the lead and how much they're willing to spend. And what we find is the clients you can connect with offline through warm lead strategies.   through direct outreach, through creating relationships, through networking, and some of the growth engine strategies we teach at DoorGrow, the conversion rate is way higher. The leads are way warmer, and which means the close rate's gonna be way higher. The trust levels higher, so you're able to get more deals on more easily. And it doesn't cost you anything. It costs you time, but it doesn't cost you any marketing or advertising dollars. And the and a lot of people like, well, I'd rather spend money and save time.   It these leads, warmer leads, take less time. They take less time in the sales cycle to convert. Cold leads take way more time because now you're a commodity and you're competing with all the other companies and now you're in this weird race to the bottom and you've attracted cheapos. Here's the other thing you won't see in this report. The other thing, it does not mention the o

In this episode of the #DoorGrowShow, Jason Hull sits down with entrepreneur, author, and business strategist Leigh Angman to explore the principles behind building sustainable, profitable businesses. Leigh introduces the SPRUCTIS framework, a system focused on profitability, systems, communication, technology, integrity, and sales. Jason and Leigh discuss why so many business owners operate without knowing their true financial health, the importance of surrounding yourself with people who elevate your business, and how documenting processes protects long-term growth. They also dive into the mindset behind entrepreneurial success, including the power of "delusional optimism," making decisions through the Pleasure Utility Determinant (PUD), and why success often comes down to consistently making slightly more right decisions than wrong ones. You'll Learn [00:00] Introduction to Leigh Angman and the SPRUCTIS Framework [01:29] Leigh's First Entrepreneurial Lesson at Six Years Old [05:07] Why Every Business Owner Should Know Their Profitability [06:22]] Breaking Down the SPRUCTIS Business Framework [15:02 Delusional Optimism and Thinking Beyond Realistic Goals [21:13] The Pleasure Utility Determinant (PUD) Explained [24:13] Better Decision-Making Through Value and Mindset  Quotables "You cannot make intelligent decisions about your business if you don't know what your financial health is." — Leigh Angman " "The only way that I've been able to find success... is to surround myself with people that are smarter than I am." — Leigh Angman ""If you think you can or you cannot, you're absolutely correct." — Leigh Angman Resources DoorGrow and Scale Mastermind DoorGrow Academy DoorGrow on YouTube DoorGrowClub DoorGrowLive Transcript Jason Hull (00:00) All right, I'm Jason Hull, the owner and founder of DoorGrow, the world's leading and most comprehensive coaching and consulting firm for long-term residential property management entrepreneurs. For over a decade and a half, we have brought innovative strategies and optimization to the property management industry. 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. Now let's get into the show. In today's episode, here on the DoorGrow Show, we have Lee Angman, serial entrepreneur, business strategist, author of Spruptus from Insight to Action with over 20 years of experience founding and scaling companies across hospitality, tech, and real estate.   Lee is going to be sharing his practical framework for small to medium-sized business success. And we're going to talk dive into a bunch of topics like mindset, delusional optimism, and the pleasure utility determinant PUD for redef redefining success and the best free technology tools entrepreneurs can leverage to scale smarter. Lee, welcome to the DoorGrow Show.   Leigh Angman (01:12) Thank you so much, Jason. ⁓ it's a pleasure to be here.   Jason Hull (01:15) Great, so where I'd love to start is why don't we dig into your background? I want people to get a feel for who you are and how you sort of arrived where you are right now in life in your entrepreneurial journey. How did your entrepreneurial journey sort of start?   Leigh Angman (01:29) ⁓ I I like to talk about the first taste of entrepreneurialism that I got. I was six years old and I was at a a rodeo in the the north of British Columbia, province of British Columbia. I'm Canadian up here. And I was sitting with my family and watching this is this was, you know, 40 something years ago, ⁓ and watching rodeo events. And my father just kind of leaned over to me and he said,   Hey, take a look around, what do you see? And I saw, of course, a bunch of ⁓ recyclable bottles that the friendly patrons of this rodeo had been consuming during the day. And he said, you know, if you round those up, because they're just at people's feet and you take them back to the point of purchase, they'll give you you know, for X number of bottles that you out, they'll they'll give you a quarter. And I said, You kidding me? He said, No, go ahead. So I started and I excuse me, could I could I get that? Could I get that? Remember, I was only six years old at the time.   So it was very interesting. And I, and I certainly recall thinking about that beautiful sunny day many times, you know, 12, 15 years later when I was working at a at a   you know, a fast food restaurant or a gas station. It was in those days, no matter how hard I worked, I got paid the same. And I much, much preferred that original story of being back and being able to work harder or work smarter. and it and it took several years after working in in restaurants to get into the entrepreneur world. But it's been over 25 years now since I have have been kind of owning and operating businesses. And   Jason Hull (02:36) Yeah.   Leigh Angman (02:59) I like to say that the the worst possible definition of hell that I can imagine is being at a desk on Monday morning at nine o'clock simply because Mr. Johnson tells me that I have to be there.   Jason Hull (03:09) Alright, well let's see if we can all win against Mr. Johnson. So all right, so ⁓ cool. Well let's let's get into the topic topics at hand. where should we start? ⁓ y we could start with the spructus or we could start with ⁓ you know, some of your mindset things, what w we   Leigh Angman (03:26) Sure. They all they   all flow from the book. I took two years and launched last November, two years to write a book. I found myself ⁓ evolving processes that have been applied to various businesses that I have owned and operated, been a part of. and most recently we I I've owned I've owned restaurants and pubs in Vancouver for twenty-three years now, give or take. and   What I like to say, and when I'm speaking to other entrepreneurs and business owners about this, is do you know what your profitability is every two weeks? And if they say yes, then there's not much I could do to help them. But there's you'd be surprised how many entrepreneurs that operate small to medium businesses, and I define that as something that does up to about $15 million in annual revenue. you'd be surprised how many of those people don't know what their profitability is.   Until you know a couple of weeks after their chartered accountant delivers them their financials at the end of the year. And it's a terribly frightening concept for me to absorb that you cannot make intelligent decisions about your business if you don't know what your financial health is. So Spructus, which is the name of the book that I wrote, which stands for systems, processes, redundancy, urgency, communication, technology, integrity, and sales.   Is really a framework that covers a lot of those things that are defined by the individual letters of the word. But but one of the very most important parts of it in there, it clearly defines   a framework   that has been refined over the last 15 or 20 years that allows us complete insight into the business.   ⁓ we know what our profitability is to the penny every eight to fourteen days. And if there's anything that someone takes from that book, it's a very clear roadmap to exactly how to do that with any kind of a ⁓ you know, a self-owned business. So that's the core foundation for the book.   Jason Hull (05:07) Mm-hmm.   Yeah.   You know, I love I love the idea of focusing on profit. I've had Mike McAllowicz on the show and he has booked Profit First. So I don't know if you have any way to connect this to that in any way, positively or negatively, if how you feel about that. But I know that just even a business setting aside a certain amount for profit so that they actually have some profit is a great s like really large baby step that they need to take. So   Leigh Angman (05:27) Okay. Yeah.   Yeah,   absolutely. I I think and one of the things I say to my partners all the time when I deliver them news about you know where we where you sit financially, there's you you don't turn a profit every single period or every single month. We operate on four week periods for various reasons, but just knowing where you are, even if you're in a loss, it's just knowing that that position in which you sit.   that allows you to make those intelligent decisions about how to support the growth and sustaining of your business.   Jason Hull (06:16) Got it. Yeah. Love it. Alright, so ⁓ should we go through the framework? Or   Leigh Angman (06:22) Yeah, quickly I'll go through them. redundancy is not in the way that that people are made redundant and made irrelevant, but it's all always about not siloing your brilliance and being able to ensure that there's not one really smart person in the business that only knows how to do a particular amount of things ⁓ that that nobody else knows. So if they are lost for any particular reason, the business is in in dire need of ⁓   Jason Hull (06:41) Yeah.   Leigh Angman (06:49) Or in in big trouble. one sidebar on that is, you know, I I always say the only way that I've been able to find success in the last 25 years of owning and operating businesses is to surround myself with people that are smarter than I am. and it's not difficult to do. ⁓ but you know, really, I am not aware of any entrepreneur, and maybe AI is changing this, but to date, I'm not aware of any entrepreneur that has created a massively successful business exclusively on their own. So   Jason Hull (07:15) Yeah.   Leigh Angman (07:15) That   idea that there's some very smart people in your business is critical for its success so that they can do things that you're not talented at. Obviously, each person in that equation has

In this episode of the #DoorGrowShow, property management growth experts Jason Hull and Sarah Hull discuss why they're reinventing DoorGrow Live and moving away from the traditional "sit and take notes" conference model toward a more immersive, action-oriented experience built for real business transformation. They dive into the problem with most industry events: property managers leave inspired but overwhelmed by pages of ideas they never implement, and explain why execution, in-person collaboration, and human connection are becoming more valuable than ever in today's AI-driven world. Jason and Sarah also unpack the growing impact of AI on business, why human relationships are quickly becoming the true competitive advantage, and how surrounding yourself with growth-minded operators can completely change the trajectory of your property management company. Instead of just learning new strategies, attendees at DoorGrow Live will work directly on their businesses, connect with innovative operators, and leave with momentum, clarity, and real progress already in motion.   You'll Learn [00:01] Introduction to DoorGrow Live [03:10] Why Conferences Often Fail [08:00] AI, Human Connection, and Growth [14:20] Why In-Person Transformation Matters [22:10] What Makes DoorGrow Live Different [31:00] Building Real Relationships in Property Management Quotables "Transformation happens in person, not by watching videos in some sort of platform or going to YouTube." "Your business is gonna be the sum of the five business owners that you are the most connected with, not the sum of the five AI tools that you use the most." "You've got to be around people that are real, that are doing real things in the real world, getting real results." Resources DoorGrow and Scale Mastermind DoorGrow Academy DoorGrow on YouTube DoorGrowClub DoorGrowLive Transcript Jason Hull (00:01) All right, hello everybody, I'm Jason Hull. This is Sarah Hull, the owners of DoorGrow, the world's leading and most comprehensive coaching and consulting firm for long-term residential property management entrepreneurs. For over a decade and a half, we have brought innovative strategies. For 17 years plus, we have brought innovative strategies and optimization to the property management industry. At DoorGrow, we are on a mission to transform property management business owners   and their businesses. want to transform the industry, eliminate the BS, build awareness, change perception, expand the market, and help the best property management entrepreneurs win. Now let's get into the show. All right, Sarah, what are we chatting about today? We're going to talk about Door Grove Live. That is coming up. So go in and change it right now because this is at least the fourth podcast episode in a row that you've done.   with that and I said go in and change it and then you don't and then you read it again the next time. Yeah I don't think the appropriate time to fix your script is during the show. I know. I doubt they want to hang out while I'm making changing the script. think it She hates the phrase decade and a half. think that sounds like a long time but she likes 17 years. She's very particular. It sounds better than decade and a half. like, okay, I don't know. It's ambiguous. There you go. It's   All right, tell them about Dorgor Live. Let's talk about Dorgor Live. So we've got our ⁓ annual, we usually do this as a conference and this year we're making it less conferencey and more workshopy.   Conferency workshoppy Conferency workshoppy so the reason the reason is a lot of times when people go to a conference and we're included in this We'll get to a conference You know, you're listening to the speakers. You're sitting in on the sessions. You're networking with people You're getting a whole bunch of different ideas and a lot of times what we hear From so many people who attend is why I've had so many ideas, you know, I have 32 pages of notes   Well, that's great. How does that translate though? So what you just did is you got 32 pages of notes, all these great ideas, so much great content, and you gave yourself this never ending to-do list. And then you get back to reality, back home, back in your business, and then you go, wow, I have no idea when I'm going to do any of these things. I just don't know. They're all great ideas. I should do them. And also, that's a lot of time.   because there's so many ideas. have 32 pages of notes. That's a ridiculous amount of things to do. So what we decided to do is, all right, what if we just made it so that people can be in the room and take action right then and there? So that by the time you leave the conference, so you'll spend two days at the event, by the time you leave this two-day event, you will already have taken action on things.   So instead of going to a conference and getting a really long to-do list that you may or may not ever implement, you can go, you can be in the room, you can work through things right there with the leaders of the workshops. So what if I can work on my business in the room alongside my peers who are   you know, in the same industry and in the same sector as I am. So that's what we've decided to do this year is make sure that you guys walk away with.   not only a plan, you will of course get a plan, you will get a lot of great ideas, will get, you know, you'll still get a bunch of notes, you're still gonna get all of that. However, you'll be able to walk away saying, hey, at this event, you know, here was what my business was before and I spent two days working on the business and now here are things that are already different because I came to this event. So that was our thought.   And that's what we're going to do for you guys this year. So we already have some of these workshops in mind, how we're going to structure them, who's going to lead them. We've got some really good ones in store for you. ⁓ And some of the sponsors are going to be leading some of these workshops as well so that they can again do the same thing, get you to take action right then and there so that you can walk out of that room with a different business than it was when you walked in. Cool.   And what's the focus? On which workshop? Well, the sponsors with everything else. think there's definitely an AI forward focus that's definitely been very hot. It's definitely the case with the vendors that we have sponsoring. We've got some awesome sponsors already for this event. they're going to be showcasing. We're always showcasing the best tools. And Dorgalive.   And so a lot of our clients are the innovators in the industry that are getting on board with the best tools. ⁓ I hear about every new property management tool, system, software, five-coated piece of garbage, like you name it. Everybody's reaching out telling me, hey, I've got this thing. I want to give it to your audience. So we hear about all this stuff and we bring the best stuff to Door to Live. And ⁓ we also just because we're connected to   hundreds of property management companies, and we're always getting feedback, and we've got 3,000 in our Facebook group, and we're always hearing what's hot in the market, in the industry right now that people are having good results with, and our clients are like a whole bunch of guinea pigs trying stuff out all the time. I think we've got some tech forward kind of movers and shakers in the space, so.   So there's that. And like Sarah was saying, a lot of you, you go to an event, you go to a conference, and you get this massive to-do list or a list of ideas. And then you come back to your team and you pull out your idea grenade of all your stuff and you pull the pin on it with your teeth and you throw it into the middle of the room, say, we're doing all this. And your team are like, great, I don't like you anymore. And I'm not excited about this. And I already have enough work. Thank you, jerk. And now I have even more. And they're not excited about this because you're not.   You're not rolling this stuff out in the right way. And so we're gonna help you walk away with action. The other thing is this in-person is gonna become more and more important. Human connection is gonna become more and more important. So at our events, we're shifting our focus to more and more connection and less and less preach, less and less just somebody talking at you and you writing down ideas.   We're getting you connected with others. You're creating relationships. These relationships can change your life. And we attract really great people at DoorGrow. Our clients are awesome. And so if you want to be in the room, that's where transformation happens is in the room, not on Zoom. Transformation happens in person, not by watching videos in some sort of platform or going to YouTube.   Transformation also doesn't happen just by talking to AI endlessly. AI can only take you so far. how many of you I'm sure listening have been down the rabbit hole I have where you just go deep into the dark hole of AI and you're talking forever and you're like, man, I have all these great ideas and now I'm implementing all this cool stuff. then like two months later, you walk out of that hole and you're like, hey, I'm not any farther ahead.   I've just been having lots of conversation with something that isn't even real, right? You've got to be around people that are real, that are doing real things in the real world, getting real results. And do they use AI? Yes. But you're going to collapse time significantly. You can't just be talking to AI because AI is manipulative. AI will give you, make you sound like you're amazing and make you think you're amazing. And everybody else's stuff sounds like it's amazing too.   The only stuff you know is real, like you might have this really amazing ⁓ SEO report from some sort of AI coaching thing for property managers. And it could be com

In this episode of the #DoorGrowShow, property management growth experts Jason Hull and Sarah Hull discuss how AI is rapidly changing business, marketing, and communication, along with the growing problem of "AI slop" and why authentic human connection is becoming more valuable than ever. They break down the secondary effects of AI, why in-person relationships and masterminds are becoming a competitive advantage, and how property management business owners can stand out in a world flooded with automated content, fake interactions, and digital overload. You'll Learn [00:00] The Rise of AI Slop [06:20] Why Human Connection Still Matters [12:10] The COVID Parallel and Isolation [20:00] Why In-Person Transformation Works [31:30] AI, Trust, and Real Relationships [43:40] The Future of Property Management Growth Quotables "The secret to creating a scalable business is to do the unscalable actions." "Transformation happens in the room, not on Zoom." "If you can make it easily, so can anybody else." Resources DoorGrow and Scale Mastermind DoorGrow Academy DoorGrow on YouTube DoorGrowClub DoorGrowLive Transcript Jason Hull (00:00) we live in a world of the next stage I'm calling AI Slop. AI Slop, we're in the world of AI Sloppy Sloppiness. I just got a letter, no offense, NARPM, but I got a letter from y'all You wrote this using ChatGPT.   This is the problem with Narpum 2.0. We're not just talking about the future of our association, We're actively building it. it's not A, it's B, dead giveaway. And there's lots of other dead giveaways. And some of you are starting to hear this AI voice and you're starting to recognize this AI voice. And so we're now in the world of ASLOP where nobody is writing anything.   All right, hello everybody. I'm Jason Hull. This is Sarah Hull, the owners of DoorGrow, the world's leading and most comprehensive coaching and consulting firm for long-term residential property management entrepreneurs. For over a decade and a half, we have brought innovative strategies and optimization to the property management industry. 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. All right, now let's get into the show. All right, so in today's episode, we're gonna be chatting. Just change that right now, because every week I tell you, stop saying a decade and a half. So just go ahead and change it right now. Okay, for, she doesn't like that I say a decade It drives me For 17 years. For over 17 years, yeah. That's how long it's been.   for over years. I'm like decade, decade sounds like a long time, but all right, we're changing it. Cause the life wants to change. 17 years space week. There we go. right. Updated real time. Yeah. Done. That's how we get stuff done. Okay, cool. What are we talking about today, Sarah? talk about how AI is starting to change things. Okay. Let's do it. All right, so.   One of the things we've been talking a lot about is the secondary effects of AI, because everybody's talking about AI. And I think we started in phase one was the AI revolution. Everybody's starting to use chat GPT. Now people are starting to use Clod for business and people are learning prompting. now people starting, some of you are starting to vibe code. And some of you are making videos. Some of you started making images with AI and   Now we live in a world of the next stage I'm calling AI Slop. AI Slop, we're in the world of AI Sloppy Sloppiness. I just got a letter, no offense, NARPOM, but I got a letter from y'all and I can tell you wrote this. You wrote this using ChatGPT. It's like, I mean, the big giveaway phrases and some of you have heard stuff like this. It's like, and we love NARPOM. Thanks for NARPOM for sending us a letter, but.   This is the problem with Narpum 2.0. We're not just talking about the future of our association, M-Dash. We're actively building it. So with blank, it's not A, it's B, dead giveaway. And there's lots of other dead giveaways. And some of you are starting to hear this AI voice and you're starting to recognize this AI voice. And so we're now in the world of ASLOP where nobody is writing anything.   And the people that do write original content, like I've done a couple of Facebook posts just recently, totally handwritten, I wrote the whole thing. And I really enjoy writing. The challenge is, is some people don't recognize how to get their voice into AI. And so anyway, we've got this whole world of AI slop now. Anything can be created by anyone instantly. You can create images, video, text, and so...   You've probably heard me talk about fake internet theory. Have you ever heard of this idea? I have, but just for anyone who hasn't. So the fake internet theory has been around probably since the, you know, once the internet went mainstream. And the fake internet theory is this idea that the majority, at least half in the past, of all the content, all of the traffic that was on the internet, was bots.   It could be like Google crawling sites. It could be a lot of different things, but at least half of all the traffic was bots. Well now with AI, this is even worse. Perplexity is doing research. All these different AI tools are doing research. People are not crawling stuff or crawling websites a lot of times. They're just talking to AI and AI is doing all this. And so the internet now, all the content isn't even, if even this letter probably was not written.   by D.D. Garzone, the Narfim president, 2026. It was probably written by AI, which saved her time. And it's not a bad letter. The challenge is people read this, see this, and we're starting to recognize what's AI and what's not. And we're kind of developing, there's kind of this feel, this voice that you're like, oh, that's AI. And so what am I doing? I just discount stuff. I read and go, oh, AI wrote this. I probably don't even need to read the rest.   So we just skim stuff, we stop reading things. And so this is the challenge is that people want reality, people want humanity. And so the secondary effect, we're in phase two, AI slot, phase three, I believe, is going to be a return to in-person. It's gonna be human interaction. The secondary effect of AI is that human interaction is going to be significantly more important.   And this is where things are going to be shifting to in-person. Things are going to be shifting away from digital marketing. Things are going to be shifting away from anything that you can tell AI to do quickly and easily. And I've always said to our clients, the secret ingredient to scaling your business is depth. The secret to creating a scalable business is to do the unscalable actions. That's depth. And so we're going to talk about today the importance of in-person.   Yeah. So do you guys remember in COVID when everything shut down? Yeah, good And then you couldn't leave your house? Yeah, was great. Yeah, because you might die. So that was great for a little bit, right? Everyone was like, we don't have to go to the office. I don't have to go to work. This is like, would just hang out in my house in my pajamas all day and eat some chips. And like, no, I don't know. It'll be amazing.   And that was a really fun thing. What voice is this? What is this voice? I don't know. Who speaks like this? I'm just letting you know it's not me. I'm gonna be lazy. I'm gonna do my pajamas. Today I got some pajamas on. Are they southern? Now they are. You don't know. They're all over the place. I can't do it in New York. Anyway, so it was a really fun time for like   I don't know, two weeks. The first week was awesome. It was like when you have a substitute teacher and then they put on a movie and you go, this is great. We don't have to do anything today. This is amazing. This is gonna be so cool. And the first week- thought it was awesome. I think for the first, yeah, I think a lot of people really thought it was really great for the first week because they were like, oh, this is great. Like we don't have to go into the office. I a lot of workers, think employers, business owners were freaking out. Yes, exactly. Business owners were-   Although they liked, let's be honest for a second, property managers were real happy about getting a vacation. And it was a vacation that you were forced to take. Right? You couldn't go and do things you normally do. And if you decided to not do showings or decided to not go to the office or decided to, know, like, hey guys, we're all going to work from home. No one was going to fault you. It was going to be totally fine because everybody else was doing it. So it would have been totally fine if you were like, hey, we're not doing.   Showings or hey, you know, we're gonna slow down on inspections or you know, hey, we're you know, we're not gonna come into the office We're all gonna, you know stay from home and then at some point we'll go back to the office for a little bit I think people welcomed that they were like, oh, this is great. This is fun And that maybe lasted a week maybe two maybe even three weeks for some people and then after that they were like what? When can I leave? I what do you mean? Like I'm stuck in my house. I'm I can't   get out, can't go anywhere. When my kids are here, they were all stuck together and no one knows what to do and we're all bored out of our minds and they were starving for human interaction. everything, Zoom, look at the Zoom stock in 2020, skyrocketed because everything moved to remote. Everything moved to Zoom. It was like.   we can't meet in person, but we still kind of have to do things. How do we do it? We are going to do Zoom. And then even remember when a lot of like commercial real estate, it it tanked because people were like, we can't go

In this episode of the #DoorGrowShow, property management growth experts Jason Hull and Sarah Hull discuss the launch of the Door Machine, DoorGrow's new growth-focused program designed to help property management companies scale faster by handling the hiring, training, support, and systems behind business development and sales. Breaking down why most property management companies struggle to grow, the biggest mistakes owners make when hiring salespeople, and how having the right systems, accountability, targeting, pricing, and support can completely transform a property management business.   You'll Learn [00:01] Introduction to the Door Machine  [03:20] Why Most Sales Hires Fail  [08:10] The Systems Behind Property Management Growth  [14:40] The Three Keys to BDM Success [21:30] Fixing Targeting, Pricing, and Offers  [31:20] How the Door Machine Partnership Works Quotables "If you have a system that's working, you really don't have a problem." "If you take a good salesperson and plug them into a broken system, it's going to break." "At best, if you're running a company and you are the salesperson, you will always be a s****y part-time salesperson at best." Resources DoorGrow and Scale Mastermind DoorGrow Academy DoorGrow on YouTube DoorGrowClub DoorGrowLive Transcript Jason Hull (00:01) Five, four, three, two, one. All right, we are Jason and Sarah Hull, the owners of DoorGrow, the world's leading and most comprehensive coaching and consulting firm for long-term residential property management entrepreneurs. For over a decade and a half, we've brought innovative strategies and optimization to the property management industry. At DoorGrow, we are on a mission to transform property management businesses, the 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. Now, let's get into the show. All right, so in today's episode, we're gonna be chatting a little bit about the new offer. I think we mentioned it previously, I don't know, on an episode, but we're gonna be talking about the door machine. It's evolved a little bit since then, but we're gonna talk about the door machine, our new offer, our new program for property management business owners that want to grow.   So we had teased in the previous episode, we chatted briefly about it, we never really dug into details. And now we're ready to do that because the door machine is officially live. So if you are interested in growing your property management business and you want growth to just magically happen for you, if you ever think   Jeez, it'd be so nice if I could just miraculously get to like 500 doors, 800 doors, 1200 doors, whatever that number is in your head, and you wanna get there, it would be awesome if it would just like poof and happen. You know the magic wand? Like if you had a magic wand, you could just snap your fingers and have the business of your dreams at whatever size or count that's going to be, then this is for you.   This is going to be for you. Cool. So basically the simple idea of the door machine is we are looking for businesses to basically partner with that we can help grow and scale their business. We will add the doors, you manage them. It's that simple. And we will also help you to be able to keep up with the growth by giving you access to our super system level of our mastermind as part of this deal. So   So the way this works is if you're one of our clients that's gone through the process of cleanup and the rapid revamp and all that then you're probably meet the prerequisites. You've got healthy branding, you've got a healthy website, you've got the right pricing model, we have a very innovative three-tier hybrid pricing model that we install in clients' businesses. You've got maybe financial health going in the business, profit first. ⁓ Some of these, there's some prerequisite basics.   If you do not have all that, you have not been part of our program, we will come out for two days. Two days? we will come in, on how messy your business is, but we'll come out for two days and we will basically rehab your business. We will help redo your branding. We will redo your pricing. We will redo your website. We will redo your, like the whole front end of the business so that we have a really good   program and offer to sell if we're selling people on your property management business. And so we have this launch intensive that we will come out and do. It is not inexpensive, but it is, I believe, ridiculously cheap for the value that we offer at the present because we're because it pays for itself as well. Easily pay for itself. So we will come out and do the process that a lot of our clients do over the first quarter with us. We will do it.   rapidly with you and you need to be open to making changes if you're the right fit for this, but we will come out and do this launch intensive with you at your location. and I will come out. After we get that done, we will then build out the hiring mechanism and we will get a salesperson and the salesperson is going to work for DoorGrow. We will train, coach, support this person in your local market.   and help them to be able to build their own sort of little business, growing your business. And so this is kind of, it's a win-win-win for all three parties. It's a win for this person that's going to build this sort of business, creating growth for your business. It's going to be door grow, being able to manage this relationship and maintain the quality level with this business development manager, this BDM or salesperson and the business owner.   we will coach and support the business owner yourself in making sure that the business can remain scalable as we start adding 100, 200, 300 doors a year to your business so that you don't break. Because this is a big challenge and we've helped a lot of people with this. So how does this work? Well, normally, if you're gonna hire a salesperson, how would this look? So if you do it the right way, then usually you start with creating a...   you create your RDoC, is just a fancy word for job description. You will do some sort of job post somewhere, indeed LinkedIn, wherever that ends up going. Then you start getting applications and you start screening applications. Well, let's skip to the financials because we don't need to tell them the whole process of what we'll do. We're going to. Okay. All right. Here, continue. Then you get to do a bunch of interviews.   and then you bring someone on, you onboard them, you train them, and then you continuously and every single day support them. And that's where, well, in all of that, at various stages, most people fail. Yeah, somewhere. So sometimes they never even create their company culture documents, and then they wonder why they can't hire the right person. Yeah. Sometimes they don't create the right job description, and they wonder why they can't hire the right person.   They don't know how to properly interview and screen candidates. Or when they have the right person and everything has worked out and then they hire this person, then they just kind of throw them in the fire and they go, all right, go do sales. I hope you can figure it out. And there's a little bit of training, but there's really not a system that you can just plug this person into. This salesperson has to figure out and go build a system.   and most of times they don't know how to do that. And then it's not working out and the business owner is upset and the person that got hired is upset because no one is winning and no one is making money. Both parties are frustrated usually with the other one. The person who got hired is upset because they're like you like have nothing. This is a whole   guessing game and nothing is working and I don't know what to do and you also don't know what to tell me to do. And then the sales person or the ⁓ business owner is upset with the sales person because they're going, well, geez, I hired you to be able to figure all of this out and you didn't figure it out. And now I wasted a whole bunch of time and money. And that's why usually it fails. So you can do that. You can absolutely figure it all out yourself. Everything is figured out.   if you learn enough and know enough and figure out, know, if you, if you waste enough time, you can figure it all out eventually. Absolutely. Yeah. Yes. You certainly can. Yeah. Most people don't really have a good system for hiring and definitely not for training because we've seen it again and again where people will hire someone who is great for a sales position and then it doesn't work out.   And then they go, this isn't working. I think I to let this person go. How do I have that conversation? Like, what should this look like? And when should I do that? And why, you know, do I, what do I tell them? Like, why am I making this decision? And usually that's the end result that they get. And then they kind of get to go back to the beginning and they get to reassess and they go, okay, should I try this whole thing all over again?   Or should I just do something different so you can absolutely do that if you know how to do this by all means go do it or You can just push the easy button and let us handle all of that for you including the training and including the support and that's where a lot of people they Just don't want to do it. They don't have a system. That's already built to put a salesperson into   they bring on that salesperson and expect them to build the system. And most salespeople aren't good at building systems. They're good at selling, but they're not good at building a sales system. So if you take a good salesperson and plug them into a broken system, it's going to break. But there's a big disconnect there. So we build the system. We