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PODCAST

Getting to "Hell Yes!".

Guillermo Salazar

Welcome to “Getting to Hell Yes,” the podcast where sellers talk to sellers about recognizing when buyers in multifamily, single-family, and build-to-rent are truly ready for a solution. Hosted by Guillermo Salazar, CEO of IrisCX, we explore the buyer’s journey, the psychology behind decision-making, and the key life changes that prompt buyers to say, “hell yes.” Whether you’re a seller learning to spot these pivotal moments or a buyer in these industries curious about the stories behind what

business marketing

All Episodes

60:59

Getting to Hell Yes! LinkedIn Live with Rocky Garza

Getting to "Hell Yes!". ·

2025/07/21

🚨 Most leaders don’t get a “Hell Yes!” from their teams or customers. Here’s why—and what to do about it.Leadership coach Rocky Garza dropped a truth bomb on our recent LinkedIn Live:“When there’s a gap between someone’s capacity and your expectations, that gap fills with disappointment.”If you’re chasing growth without clarity, you’re not building alignment—you’re building confusion.🔥 People don’t buy perfect scripts. They buy conviction.🔥 Culture isn’t what you preach—it’s what you tolerate.🔥

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63:18

Getting to Hell Yes! LinkedIn Live with John Carlson

Getting to "Hell Yes!". ·

2025/07/14

🚨 New on the blog: How to Get to "Hell Yes" in Multifamily 🚨What does it really take to get buy-in—from your team, your clients, your partners?👊 John Carlson, CEO of Mark-Taylor, shares how they built a culture where trust isn’t just a buzzword—it’s a business advantage.In this candid interview, we talk: ✅ Internal selling vs. external persuasion ✅ Why principles beat processes ✅ How real transparency drives real results ✅ Turning site-level resistance into enterprise-wide innovation🔥 “You don’t

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52:07

Getting to Hell Yes! LinkedIn Live with Jonna Smith

Getting to "Hell Yes!". ·

2025/07/08

🚪 Hiring from resumes? That’s why you’re missing the mark. 📉 Hiring for alignment?That’s how you get to Hell Yes! in selling.Most multifamily teams aren’t building high-performing teams—they’re filling seats and hoping for the best.📄 Job descriptions. 📥 Resumes. 📊 Candidate scorecards. 💬 Gut feelings when the interview ends.Jonna Smith, founder of PeopleZest, has seen it all. That’s why she helps leaders stop filling roles and start solving problems.Here’s what she’s learned about getting to

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59:30

Getting to Hell Yes! LinkedIn Live with Gabriella Jones

Getting to "Hell Yes!". ·

2025/07/05

🚨 Security deposits: a mess waiting to happen. Laws changing overnight. Multi-state compliance headaches. Bad debt you never see coming. Residents angry at move-out.💡 There is a better way.Meet Gabriella Jones, aka Gabe on the Go. She doesn’t just talk about risk—she helps operators eliminate it.In this new blog post, Gabe shares: ✅ The hidden risks operators overlook ✅ The Hell Yes moment when you realize you need a specialist ✅ Why deposit management isn’t just compliance—it’s your reputation ✅

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49:27

Getting to Hell Yes! LinkedIn Live with Jose Benitez

Getting to "Hell Yes!". ·

2025/07/01

🚪 60 days for a unit turn? That’s bleeding NOI. 📈 21 days or less?That’s how you get to Hell Yes! in selling.Most multifamily teams aren’t leading their renovation process—they’re just surviving it.📊 Spreadsheets. 📱 Text threads. 📌 Sticky notes. 💬 Finger-pointing when things go wrong.Jose Benitez, founder of Renowise, has seen it all. That’s why he built a system that doesn’t just speed things up—it clarifies the chaos.Here’s what he’s learned about getting to Hell Yes in selling: ✅ Stop

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60:44

Getting to Hell Yes! LinkedIn Live with Mike Wolber

Getting to "Hell Yes!". ·

2025/06/28

🔥 Getting to Hell Yes! 🔥Sales in the multifamily world isn’t just about selling—it’s about teaching customers how to buy.In today’s market, the rules have changed:Budgets are tightDecision-making tables are crowdedStatus quo is the real competitorMike Wolber, CRO at Apartment List, breaks down the playbook for winning in this tough landscape:✅ Teach customers how to buy✅ Anchor every deal to the Cost of Inaction✅ Dream bigger, aim higher, and play to win💡 “Quota is just the job. 200% of quota is

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51:47

Getting to Hell Yes! LinkedIn Live with Edward Cohen

Getting to "Hell Yes!". ·

2025/06/24

🎙️ Getting to Hell Yes in PropTech with Edward CohenWhy do smart building owners delay life-saving tech? How do you get to a “Hell Yes” before disaster strikes?In this episode, Edward Cohen of Pro Sentry unpacks the psychology of selling prevention. From aligning manager-owner incentives to leveraging timing and urgency, this is a masterclass for anyone selling in real estate or risk tech.🔥 “We don’t sell plastic—we sell peace of mind.” 🔥 Discover the ROI behind compliance and leak detection. 🔥

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58:53

Getting to Hell Yes! LinkedIn Live Event with Justin...

Getting to "Hell Yes!". ·

2025/06/21

🎙️ Podcast Episode: Getting to Hell Yes with Justin DilleyHow do you turn skepticism into commitment—without pushing, pitching, or pressure?Justin Dilley, strategic leader at MRI Software and creator of Multifamily Weekly, joins us to talk about: ✅ Turning “no” into “yes, and…” ✅ Selling with empathy, not ego ✅ Spotting urgency through external change ✅ Why “team everyone” works better than “team product”💬 “People don’t change because of price. They change because of how a problem makes them

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61:01

Getting to Hell Yes! LinkedIn Live with Jude Chiy

Getting to "Hell Yes!". ·

2025/06/17

🚨 Leasing gets the spotlight. Retention builds the business.Most multifamily operators pour everything into getting a “yes.” Jude Chiy wants a “Hell Yes”—not just at move-in, but at renewal.In this fresh breakdown of our latest conversation, Jude shares how Flamingo tracks every resident touchpoint to stop silent churn before it starts. His take? Resident retention isn’t a tactic—it’s a philosophy. And the best operators treat it that way.🔥 What’s inside: ✅ The biggest hidden cost in property

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60:15

Getting to Hell Yes! LinkedIn Live with Al-Karim Khimji

Getting to "Hell Yes!". ·

2025/06/14

🎙️ “You can call someone 100 times… but if they don’t want it, they don’t want it.”On our latest podcast episode, Al-Karim Khimji, Co-Founder of Propra, shares what really moves the needle in B2B sales—and it’s not clever pitches or slick demos.It’s listening. Relentlessly.💡 Learn how Propra:Turned “no thanks” into warm referralsBuilt tech for a market that didn’t know it needed itWent from AI tools to accounting based on feedback aloneAnd the best part? Al-Karim’s take on what it means to “Get to

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67:59

Getting to Hell Yes! LinkedIn Live with Joe Summers

Getting to "Hell Yes!". ·

2025/06/10

🎙️ Just dropped: Getting to Hell Yes! with Joe Summers 🎧What does it really take to get a “Hell Yes” in multifamily sales?Joe Summers breaks it down—raw, honest, and 100% from experience. With 25+ years in the industry, Joe shares how he turned “sales” into “solving,” and built 9 companies along the way.Here’s a taste: 💡 “Don’t pitch. Ask. Listen. Align.” 💡 “You don’t create urgency—you capture it.” 💡 “If your solution is confusing, they’ll walk away.”In this episode, we unpack how

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63:38

Getting to Hell Yes! LinkedIn Live with Grady Newman

Getting to "Hell Yes!". ·

2025/06/02

🎙️ “Just because it’s a problem… doesn’t mean it’s a priority.”In this episode of Getting to Hell Yes!, Grady Newman shares how she went from pitching 30% IRR energy projects (and getting no’s) to building RESI—a SaaS platform changing how multifamily properties market and lease.💥 Discover how:Timing, not logic, drives decisionsGreat sellers guide, not pushFlexibility beats templates—every time📈 If you're selling into multifamily, this is a masterclass in how to align, listen, and earn the yes.🎧

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59:32

Getting to Hell Yes!" LinkedIn Live Event with...

Getting to "Hell Yes!". ·

2025/05/26

🚨 Tired of sales that feel transactional?Kevin flips the script.In his latest blog post, he unpacks how Getting to Hell Yes! is about more than closing deals—it’s about opening conversations, earning trust, and solving problems that actually matter.🔥 “It’s not about pushing product. It’s about pulling people into the right solution.”Inside the post: ✅ Why empathy > urgency ✅ How to shift from pitching to listening ✅ A powerful framework that turns “maybe” into a Hell Yes!If you're in

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58:00

Getting to Hell Yes! LinkedIn Live with Michael Patton

Getting to "Hell Yes!". ·

2025/05/19

🚨 Package rooms overflowing. Leasing agents buried in boxes. Residents are frustrated. Sound familiar?Michael Patton, founder of Fetch, saw this chaos and turned it into a logistics revolution—without lockers, without capex, and without the excuses.In the latest Getting to Hell Yes! conversation, Michael shares how he:✅ Sold vision over features✅ Identified the perfect “Hell Yes” buyer✅ Scaled a scrappy warehouse startup into 40+ markets💥 “Hell Yes happens when they stop calculating and start

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58:38

Getting to Hell Yes! LinkedIn Live with Kevin Shtofman

Getting to "Hell Yes!". ·

2025/05/12

🚨 “Garbage in, garbage out.” 🚨 That’s how Kevin Shtofman describes the painful truth about real estate data today.After 21 years in the industry, Kevin isn’t here to sell dashboards. He’s here to fix the root problem: Mistrust in the data driving critical decisions in property management and investment.In our latest blog, Kevin unpacks: 🔧 Why clean data is the real engine behind AI success 🏎️ How Cherry helps teams shift from reactive to proactive (think F1 pit crew level efficiency) 🔥 What it

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55:10

Special Webinar: Rethinking...

Getting to "Hell Yes!". ·

2025/05/09

🎙 Special Episode: Rethinking Multifamily Ops—Global Talent, AI & the New 24/7 Service Reality 🌎🤖🏘Join Guillermo Salazar, Stephanie Versin, Yoni Shraga, and Nima with moderator Shelley Robinson as they unpack the real talk on how multifamily operators are transforming staffing, tech, and service models for today's high-expectation renters.✅ How AI and offshore talent are reshaping maintenance and leasing ✅ Why centralization isn’t about job loss—it’s about strategic upskilling ✅ 70%+ cost

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58:28

Getting to Hell Yes! LinkedIn Live with Shiv Gettu

Getting to "Hell Yes!". ·

2025/05/05

🚀 Getting a "Hell Yes!" in Sales Isn't Luck — It's a SystemMost people think success comes from having deep pockets, perfect timing, or the right connections. Shiv Gettu built Zuma with none of that — just grit, focus, and a smart way of selling.👉 150 cold calls a day. 👉 Pivoting during a $100K/month loss. 👉 Turning relationships into revenue.In our latest blog, Shiv breaks down how he:Uses smart data to find pain points fasterBuilds trust before selling a thingMakes it safe and easy for buyers

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51:30

Getting to Hell Yes! with Kyle Beauchamp from Halo...

Getting to "Hell Yes!". ·

2025/05/02

🚀 Getting to Hell Yes! Lessons in Sales from Kyle Beauchamp 🚀What does it take to turn a “maybe” into a resounding “Hell Yes!”? Kyle Beauchamp, President of HALO Integration, shares how she’s redefining sales in the property tech industry. From solving real problems to building trust through transparency, her approach is all about creating meaningful connections with clients.💡 Key Insights:It’s not about selling features; it’s about solving the right problems.Authenticity is non-negotiable—people

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60:38

Getting to Hell Yes! LinkedIn Live Event with Jacklyn...

Getting to "Hell Yes!". ·

2025/04/28

What if your brand wasn’t just how you look—but how you lead, scale, and win? 💡In this episode, we sit down with Jacklyn Arnest—the powerhouse behind Article Student Living’s explosive brand transformation. With just 90 days on the clock, she built a brand from the ground up that didn’t just look good… it worked.🔥 Tune in to learn how to:✅ Align teams around a brand they believe in✅ Get to “Hell Yes!” with internal buy-in📊 Measure brand through retention, reputation & revenue🛠️ Use training

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64:47

Getting to Hell Yes! LinkedIn Live Event with Tony Sousa

Getting to "Hell Yes!". ·

2025/04/22

🎧 Podcast Teaser: From Invisible to Irresistible — with Tony SousaWhat if your brand isn’t broken… it’s just invisible?In this episode of Getting to Hell Yes!, we sit down with Tony Sousa, founder of SUSE Consulting and the creative force helping brands go from overlooked to unforgettable.Tony’s journey from actor and filmmaker to multifamily operator and brand strategist is anything but ordinary—and neither is his approach to branding.🎙️ Tune in to hear:Why most businesses don’t have a reputation

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