Evan Howard’s Post

5 tips for selling in Proptech in 2024 Billions contracted in ARR, allegedly 1. Say AI at least 5 times. “We are utilizing AI to drill down on root issues before opening the kimono and optimizing yield” 2. “I hope this finds you well” Always start emails with this You will differentiate yourself in a world of sales reps who do not care if their prospect lives or dies 3. Power pause After every statement, lower your voice and say “agree?” while raising one eyebrow slightly Then stare. The first to speak loses. 4. Use fancy finance terms ROI, RPU, NOI, IRR, DEA, FBI This will show your intellect # of 3 letter terms Direct correlation to deal value 5. Forget to follow up This is a trillion dollar tip Most reps follow up quickly This shows desperation Let the prospect know you were too busy to follow up This will show your services are in demand. Do this and you can never work and mostly fish Agree?

The SFR industry has grown a lot in the last 7 years Relationships are still at the core of making this thing rip Flashback to my first ever Second Nature conference and dinner(FilterEasy then) The veterans at SN at the time stuck me with a $2,000 dinner bill 😂 on Day 19 or 20 I couldn’t say no in front of the legendary PMs at the table But it was a stressful financial month at that time This photo was the start of a journey and I remember it with a smile Allison DiSarro Brian Birdy, CPM, MPM, RMP Melissa Prandi, MPM Matt Prandi-Borries James Wagley

Property Management Wizards Unite (this vide is better than my rbp explainer yesterday) https://lnkd.in/eSAb9g5J

Outbound as we know it is dead Good thing I’ve never been one for cold sequencing without personalization In person is the start of every good relationship And yes, it’s harder to scale Success is meant to be hard Because of this philosophy I’ll be on the road every week starting Sept 9 through Nov 13-14 So today, I’m enjoying cooking my wife breakfast Taking an extra minute to get ready And sipping coffee on the back porch

💜The purple jackets are cool, but what does SecondNature actually do? I got this question *a lot* last week at a conference. Everyone knows we’re all about resident experience—but not everyone knows how we make it happen. And some still think we only deliver filters! *Gasp* It’s been 5+ years since that was our only product. We saw a need in scattered site property management to make renting easier. By delivering services that make taking care of the home, building wealth, and rewarding positive behaviors convenient. Our mantra? Create *Triple Win* experiences: - Win for the resident - Win for the owner - Win for the operator SecondNature delivers customized, curated, fully managed resident benefits packages. Some products are in-house, some from top-tier partners. We’re experts in enrollment and onboarding, with a majority of operators at 90%+ adoption of all bundled services. Our Resident Benefits Package: - Rewards residents for home care - Reduces admin burden for teams - Extends the life of the investor’s asset Today, we offer: - Moving Concierge - HVAC Filter Delivery - On-Demand Pest Control - Rent Rewards & Credit Building - Identity Protection & $1M Fraud Insurance - Fully Managed Liability & Contents Coverage …and a few others we’re keeping under wraps for now 😉 Experience and operational excellence are key! And We want to make sure there is tangible return. Our operators earn at least $120 gross profit per unit per year—some over $300—all while enhancing the rental experience for everyone involved.

The word of mouth wizard The captain of community If you haven’t seen what Pablo Gonzalez 🏴☠️🧠 is building in the single family rental space You’re missing a movement Take a peak at the momentum he’s building for companies like JWB Real Estate Companies and Venderoo

Will the next purple people please stand up 💜

One thing I learned in Alaska There is no such thing as bad weather Only bad gear Simms Fishing Products I was not prepared for the Alaskan rain I was prepared for this Chum Salmon though

What do bears and residents have in common? They like the easy button. This bear wants salmon delivered to his mouth While he sits on a waterfall, sun on his face The modern Resident wants their living experience to be seamless How can we put taking care of the home In accordance to the lease On autopilot? Resident services have become table stakes And over 60% of NARPM respondents Have some type of resident benefits package The large accounting systems are jumping on the bandwagon (bout time, welcome to the party) So how do triple win operators differentiate In a resident experience world full of imposters? 1. Education Triple-win operators market and educate Early,often, multichannel We know less than 20% of emails are opened by residents, so how do you break through the noise? 2. Enrollment When we enroll instead of sell We are invited residents to join Because it’s a high value bundle That makes their life easier Removes friction Builds wealth even When we offer a slew of options Like a restaurant with a menu And no identity We get the sub 50% adoption that a lot of new entrants to the resident experience game are seeing 3. Ease Humans don’t like friction Heck, a lot of times we like the idea of choice But don’t actually want the decision fatigue that accompanies it I want 1-3 options Residents can decide the right level of service Residents make decisions for their home when they are moving in They don’t make them mid-lease And community parties are not a resident amenity Have you ever actually gone to one of those?

I attend 20+ Single Family Rental events a year You may have noticed I travel a bit personally as well Here’s how I keep a full meeting schedule Even though I suck at planning In person events are my highest converted opportunities