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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

42:11

Getting to Hell Yes! LinkedIn Live with Bob Burg

Getting to "Hell Yes!". ·

2025/04/14

🎧 Podcast Teaser: From Broadcasts to Buy-Ins – How Bob Burg Gets to “Hell Yes!” in SalesWhat if your next sales breakthrough had nothing to do with technique—and everything to do with authenticity?In this episode of Getting to Hell Yes!, we sit down with Bob Burg, co-author of The Go-Giver, to explore how true influence is built not through pressure, but through purpose, service, and value.Bob shares how a bookstore epiphany transformed his journey from broadcaster to bestselling author, and how

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59:37

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

Getting to "Hell Yes!". ·

2025/04/10

🎙️ New Episode Alert: From Bass Boats to Boardrooms – How Bill Stinnett Redefined SalesWhat do a bass fishing seminar, a failed music career, and decades of enterprise sales have in common?🎯 Bill Stinnett.In this episode of Getting to Hell Yes!, Bill shares how a lifelong passion for teaching turned into a powerhouse career helping sales teams stop chasing quotas—and start building belief.✅ Why CRMs and sales tools don’t solve your real problem ✅ The 3 questions every buyer must answer before

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59:45

Getting to Hell Yes! LinkedIn Live with Jake Zachariah

Getting to "Hell Yes!". ·

2025/04/03

How to Get to “Hell Yes” with Jake Zachariah 🔥What if your sales conversations didn’t feel like selling?In this episode, Jake Zachariah shares how he uses storytelling to connect, not convince—and why the best sellers don’t push, they listen.💡 You’ll learn: ✅ The moment a buyer is ready to change (and how to spot it)✅ How to eliminate, not just manage, operational pain ✅ Why Fetch isn’t selling a feature—but a future“Buyers don’t connect with features. They connect with a future they can believe

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61:21

Getting to Hell Yes! LinkedIn Live with Mason Mello

Getting to "Hell Yes!". ·

2025/04/02

Getting to “Hell Yes!” with Mason Mello of Sure 🔥What if the secret to better sales isn’t in the pitch—but in the pain?In this episode, Mason Mello breaks down how he’s helping revolutionize the insurance experience from the ground up. From his startup roots to leading digital transformation at Sure, Mason shares the frameworks behind closing smarter, faster—and with zero churn risk.🔑 Highlights: ✅ Why 40% of renters cancel insurance mid-lease ✅ How to sell with Cost of Inaction (COI) instead of

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57:26

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

Getting to "Hell Yes!". ·

2025/03/28

🎙️ Getting to Hell Yes! in Selling – Lessons from Ian Bingham’s Approach to Success 🚀🔥 What separates good salespeople from great ones? 💡 Why do the best deals come from saying "no" to the wrong clients? 📈 How can practical innovation give you the edge in multifamily sales?In this episode of Getting to Hell Yes!, Ian Bingham, SVP at Buckingham, shares how conviction, relationships, and persistence fuel long-term success in the multifamily industry. Forget the hard sell—Ian’s strategy is about

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54:18

Getting to Hell Yes! LinkedIn Live with Regan Hartley

Getting to "Hell Yes!". ·

2025/03/27

🎙 Getting to Hell Yes! in Selling – Lessons from Regan Hartley 🎙What makes a buyer say “Hell Yes!” instead of a hesitant maybe? 🤔In this episode of Getting to Hell Yes!, we sit down with Regan Hartley, a sales powerhouse with over a decade of experience in multifamily, proptech, and energy procurement. Regan’s journey proves that sales isn’t about pushing a product—it’s about understanding people, building trust, and guiding buyers to confident decisions.💡 Key Insights You'll Learn:✅ Why sales

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62:28

Getting to Hell Yes! Linkedin Live with Darcey Forbes

Getting to "Hell Yes!". ·

2025/03/26

🔥 Getting to Hell Yes! in Selling with Darcey Forbes, Head of Real Estate Operations at Renew 🔥The biggest overlooked revenue opportunity in multifamily? Lease renewals. Operators focus on filling vacancies, but what about keeping the residents you already have?Darcey Forbes has spent 25+ years in multifamily and is on a mission to redefine resident retention. Through Renew, she’s tackling the 50% industry turnover rate and helping operators close the renewal gap with automation, data, and better

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49:44

Getting to Hell Yes! LinkedIn Live with Mike Morawski

Getting to "Hell Yes!". ·

2025/03/26

🔥 Getting to Hell Yes! in Selling with Mike Morawski 🔥Selling isn’t just about making deals—it’s about understanding people, overcoming fear, and guiding them to say "Hell Yes!" with confidence.In this episode, Mike Morawski—a seasoned real estate investor, coach, and resilience expert—shares his incredible journey of success, failure, and reinvention. From building a $100M real estate company to overcoming challenges and now helping others avoid costly mistakes, Mike reveals what it really takes

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58:02

Getting to Hell Yes! with Nick Schanbuam

Getting to "Hell Yes!". ·

2025/03/11

🎙️ Getting to Hell Yes! with Nick Schanbaum 🚀Selling isn’t about pushing a product—it’s about making the buyer’s decision easy. Nick Schanbaum, CEO of Durango Turnkey Services, has mastered the art of turning maybes into Hell Yes! moments by solving problems, not just offering services.In this episode of Getting to Hell Yes!, Nick shares: ✅ How to sell time, not just a service ✅ The power of identifying buyer frustration (listen for the sigh!) ✅ Why asking for a no can actually get you to yes

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62:22

Getting to Hell Yes! LinkedIn live with Mindy Price

Getting to "Hell Yes!". ·

2025/03/10

🎙️ Getting to Hell Yes! LinkedIn Live with Mindy Price 🎙️Selling isn’t about pushing—it’s about serving. 💡In this episode, we dive deep with Mindy Price, Chief Y Officer at Inside the Y, as she shares the secrets to transforming your sales approach and getting people to say “Hell Yes!”🔥 What You’ll Learn: ✅ Why believing in what you sell makes all the difference✅ How serving instead of selling builds trust & long-term success ✅ The power of relentless follow-up (because one conversation

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57:59

Getting to Hell Yes! LinkedIn Live with Brad Hargreaves

Getting to "Hell Yes!". ·

2025/03/04

Getting to Hell Yes with Brad Hargreaves! 🚀Selling to real estate owners isn’t about flashy pitches—it’s about speaking their language, finding the right buyer, and aligning with decision cycles. In this episode, Brad Hargreaves, founder of General Assembly, Common, and ThesisDriven, shares his playbook for breaking through industry inertia and closing deals faster.🌟 Key Takeaways: 1️⃣ Speak the language of real estate – Owners care about NOI, risk, and efficiency, not just tech features. 2️⃣ Find

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58:54

Getting to Hell Yes! with David Shaw

Getting to "Hell Yes!". ·

2025/02/28

🎙️ Podcast Teaser for Getting to Hell Yes! Featuring David Shaw🚀 Episode Overview: In this episode, we sit down with David Shaw, President & COO of Lively, to explore how customer experience drives revenue, overcoming resistance to change in multifamily, and how to guide prospects from hesitation to a confident "Hell Yes!"🔑 Key Takeaways💡 Selling Isn’t About Pushing—It’s About Guiding David breaks down his Connect, Discover, Respond framework, showing how asking the right questions and

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56:31

Getting to Hell Yes! LinkedIn Live with Chris Whitaker

Getting to "Hell Yes!". ·

2025/02/26

🎙️ Podcast Teaser for Getting to Hell Yes Featuring Chris Whitaker🚀 Episode Overview: In this episode, we sit down with Chris Whitaker, Wireless and IoT Practice Leader at Intelisys, to discuss how wireless technology is reshaping business operations, the importance of trusted advisory in tech sales, and why problem-solving, not selling, is the key to closing deals.🔑 Key Takeaways📡 Wireless is the Future of Business Connectivity Chris shares how wireless and IoT solutions are no longer just

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57:27

Getting to Hell Yes! LinkedIn Live with Nawaz Damji

Getting to "Hell Yes!". ·

2025/02/24

🎙️ Podcast Teaser for Getting to Hell Yes Featuring Nawaz Damji🚀 Episode Overview: In this episode, we sit down with Nawaz Damji, Managing Partner at Equium Group, to discuss how operational excellence in property management drives asset value, the role of preventative maintenance in reducing costs, and why aligning incentives with owners is the key to long-term success.🔑 Key Takeaways🏢 Property Management is Asset Management Most property managers focus on day-to-day operations, but Nawaz

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56:03

Getting to Hell Yes! LinkedIn Live with Yeves Perez

Getting to "Hell Yes!". ·

2025/02/20

🎙️ Podcast Teaser for Getting to Hell Yes Featuring Yeves Perez🚀 Episode Overview: In this episode, we sit down with Yeves Perez, CEO of Workbnb, to explore how Workforce Housing as a Service (WHaaS) is solving the unique challenges of corporate housing, redefining workforce travel, and closing critical gaps in the rental market for blue-collar workers.🔑 Key Takeaways🏡 Workforce Housing is an Underserved Niche Yeves highlights how corporate housing fails to meet the needs of traveling workers,

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56:27

Getting to Hell Yes! LinkedIn Live with Ray Hespen

Getting to "Hell Yes!". ·

2025/02/12

🎙️ Podcast Teaser for Getting to Hell Yes Featuring Ray Hespen🚀 Episode Overview: In this episode, we sit down with Ray Hespen, CEO & Co-Founder of Property Meld, to discuss how data-driven maintenance management is transforming property operations, reducing costs, and increasing resident retention in the multifamily industry.🔑 Key Takeaways🛠️ Maintenance is a Revenue Driver, Not Just a Cost Property managers often view maintenance as an expense, but Ray explains how efficient repairs and

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48:06

Getting to Hell Yes! LinkedIn Live with Keith Loranger

Getting to "Hell Yes!". ·

2025/02/11

🎙️ Podcast Teaser for Getting to Hell Yes Featuring Keith Loranger🚀 Episode Overview: In this episode, we sit down with Keith Loranger, Principal at Nautare, to discuss how quality assurance and risk mitigation can save millions in real estate development, the challenges of managing large-scale projects, and why understanding an owner's objectives is key to success.🔑 Key Takeaways🏗️ Quality Assurance is More Than a Checklist Keith shares how real estate developers often accept project

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49:38

Getting to Hell Yes! LinkedIn Live with Joseph Knaack

Getting to "Hell Yes!". ·

2025/02/10

🎙️ Podcast Teaser for Getting to Hell Yes Featuring Joseph Knaack🚀 Episode Overview: In this episode, we sit down with Joseph Knaack, Director of Sales at Gatewise, to explore how cloud-based access control is transforming multifamily operations, eliminating costly inefficiencies, and making properties more secure.🔑 Key Takeaways🔐 Smart Access Control is No Longer a Luxury—It's a Necessity Many properties still rely on outdated call boxes and key fobs, leading to security risks, resident

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53:50

Getting to Hell Yes! LinkedIn Live with Stephanie...

Getting to "Hell Yes!". ·

2025/02/07

🎙️ Podcast Teaser for Getting to Hell Yes Featuring Stephanie Anderson🚀 Episode Overview: In this episode, we sit down with Stephanie Anderson, Senior Executive at Grace Hill, to dive into how training and technology are shaping the future of multifamily operations, the power of career pathing, and why centralized learning is the key to operational success.🔑 Key Takeaways📈 Investing in People Drives Performance Companies that prioritize continuous learning and career development see higher

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47:29

Getting to Hell Yes! LinkedIn Live with Stash...

Getting to "Hell Yes!". ·

2025/02/06

🎙️ Podcast Teaser for Getting to Hell Yes Featuring Stash Geleszinski🚀 Episode Overview: In this episode, we sit down with Stash Geleszinski, Managing Director at Cushman & Wakefield and Co-Founder of nëdl.us, to explore how AI is revolutionizing commercial real estate, the power of predictive analytics, and why timing is everything in investment sales.🔑 Key Takeaways📊 AI is Changing Real Estate Stash shares how machine learning and predictive analytics are giving brokers a competitive edge

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