Episode Details

When you're competing for a sale or deal to close, to get a property management contract, or to get a referral partner, whatever it is you're trying to do, you need to take things to a deeper level than your competition.

Property management growth expert and founder/CEO of DoorGrow, Jason Hull talks about three magic questions to ask during a sales conversation. When you ask these questions, potential clients will know that you care and want to help them, and you're going to close more deals far more easily.

[01:50] Pendulum Principle: There are two extremes when it comes to salespeople.

[02:21] Middle Ground: Find the middle to be much more effective and productive.

[04:16] Question #1: Why now, what's changed? Client identifies, explains pain point.

[06:54] Question #2: What's the biggest challenge with your rental property right now?

[08:42] Question #3: What result would you hope to see to know this was a success?

[11:02] Default vs. Creative Future Close: Depends on what challenges clients want.

[15:39] Primary Goal: Most people seek safety and certainty as their higher priority.

"You have to figure out where the middle is. The middle is the greatest place of power. It's where you should be. It's the point of truth."

"Sales and deals happen at the speed of trust."

"A business exists to solve a problem. If they don't have a problem for you to solve, they don't need you. There's no point."

"You are selling safety and certainty, not property management."

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All right, we are live. Welcome, DoorGrow hackers, to the DoorGrowShow. If you are a property management entrepreneur that wants to add doors, make a difference, increase revenue, help others impact lives, you are interested in growing your business and life, and you are open to doing things a bit differently, then you are a DoorGrow hacker.

DoorGrow hackers love the opportunities, daily variety, unique challenges, and freedom that property management brings. Many in real estate think you're crazy for doing it. You think they're crazy for not because you realize that property management is the ultimate high-trust gateway to real estate deals, relationships, and residual income.

At DoorGrow, we are on a mission to transform property management business and their owners. We want to transform the industry, eliminate the BS, build awareness, change perception, expand the market, and help the best property management entrepreneurs win. I'm your host, property management growth expert, Jason Hull, the founder and CEO of DoorGrow. Now, let's get into the show.

In today's episode, we are going to be talking about three magic questions. I was doing my coaching call today, and yes it's a Tuesday. It's a day early because I'm going on vacation tomorrow. We did our group call a day early and one of my clients, he was talking about sales, and had some questions related to sales, and was having some challenges going into the conversation and being confident.

I talked about a principle called the Pendulum Principle which basically—a quick version of it, we could do a future episode on this maybe—if you recognize that there are two extremes. On one extreme you could be hyper-confident, maybe pushy as a salesperson, and a little bit too much. Then on the other side you could be a little bit not aggressive enough, too docile, not ask for the sale, and not try to close them that sort of thing.

You have to figure out wher