Getting to "Hell Yes!".

Getting to Hell Yes! Live with Martin Kelly from Blueprint!

Martin Kelly is the President of Blueprint [https://www.blueprintvegas.com/], a premier real estate technology and innovation conference held in Las Vegas each September. With two decades in the global events industry including running the world's largest non-private equity-backed events organization. What You'll Learn in This Episode * How Martin went from training to be a barrister in London to becoming president of one of real estate's top conferences * Why Blueprint was originally rooted in the venture capital and innovation world and how that DNA still shapes the event today * What it really takes to launch a conference from zero. The risk, the commitment, and the entrepreneurial leap of faith required * How Blueprint differentiates itself from the many other real estate and multifamily conferences on the market * What makes an event a "Hell Yes" for attendees, speakers, and sponsors. How to evaluate your conference calendar strategically * Why Blueprint is intentionally designed as an ecosystem event, not just a vertical-specific trade show * The philosophy behind cross-industry programming. Why a multifamily operator might get their biggest insight from a data center CEO or a luxury broker * How the conference industry has evolved and why only a handful of events truly stand the test of time * What the role of data and research plays in elevating a conference from good to great and what Blueprint is building in that direction * Why "trust your gut" is the most important piece of advice Martin has for anyone starting out, in events or otherwise * The hidden costs and operational complexity behind running a world-class conference * How Blueprint is leaning into the "home" category and operational intelligence for owners and operators Key Takeaways 1. Not all conferences are created equal. There are thousands of events, but only a handful truly last and create lasting value. 2. Blueprint is an ecosystem event, by design. It's the only place where a multifamily operator can attend three full days of vertical content and hear from the CEO of a $65B data center company or a top residential broker on the same stage, triggering the unexpected "aha moment." 3. The "Hell Yes" conference decision starts with clarity on your goals. Are you there to learn, to build relationships, to buy, to sell, or to benchmark? Knowing the answer shapes how you show up and what ROI looks like for you. 4. Research + conference = a powerful combo. Events that pair curated data and industry insights with programming attract higher-quality attendees who come with real problems to solve, not just to collect swag. 5. Saying yes to experiences, to risk, to the unexpected is a superpower. Martin's career changed every time he trusted his gut and leaned into an opportunity. #GettingToHellYes #GTHY #BlueprintVegas #Blueprint2025 #RealEstateConference #PropTech #PropTechConference #RealEstateTech #MartinKelly #EventsIndustry #RealEstateEvents #ConferencePlanning #MultifamilyConference #SingleFamilyRental #SFR #RealEstateLeadership #RealEstateInnovation #RealEstateCommunity #OwnerOperator #PropertyManagement #EventMarketing #ConferenceStrategy #HellYes #YesMan #TrustYourGut #RealEstatePodcast #LinkedInLive #RealEstateMindset #EcosystemEvent #Vendoroo #StartupConference #RealEstateNetworking #PropTechInnovation #VentureCapitalRealEstate #MultifamilyOperators #OperationalIntelligence #NOI #AssetManagement #RealEstateInvesting #ConferenceBusiness

Getting to Hell Yes! Live with Lior Abramovich from Blanket

Lior Abramovich is the co-founder of Blanket [https://www.blankethomes.com/], a PropTech platform designed to help property managers reduce owner churn, improve client retention, and provide investors with actionable portfolio performance insights. Lior is a graduate of the Israeli Naval Academy, a seasoned real estate investor, and a former VP of Business Development who oversaw $200M+ in acquisitions at a build-to-rent investment firm. What You'll Learn in This Episode * How reading Rich Dad Poor Dad at 13 sparked Lior's lifelong passion for real estate investing * Why Lior's mother, a single mom who built her own real estate portfolio became his greatest role model and inspiration * How Lior bought his first U.S. rental property at age 19, from Israel, sight unseen and why it still cash flows today * What his 9 years in the Israeli Navy taught him about leadership, discipline, and high-stakes decision-making * The gap he identified between property managers and the mom-and-pop investors they serve and how Blanket was born to solve it * Why client retention is the #1 hidden revenue lever in property management * How Blanket uses data and AI-powered insights to help property managers act as true asset managers for their clients * The real difference between being a property manager and being an asset manager. Why it matters for your business * Why the recurring revenue model in property management is broken if owners' financial goals are ignored * What the "total cost of ownership" really looks like when property managers build their own AI tools in-house * The looming risk of AI cost subsidization ending and what that means for companies building on third-party language models * Why "there are no failures in life, only challenges" is the philosophy that has guided Lior's entire career Key Takeaways 1. Real estate creates freedom, not just wealth. Lior's passive income gave him the safety net to take risks and pursue his dreams, a mindset shift everyone in property management should understand. 2. Owner churn is a silent killer. Most property managers don't realize they lose clients not because of bad service but because they never aligned on the investor's actual financial goals. 3. Asset management is the future of PM. Property managers who evolve into true asset management advisors will win the next decade. Blanket is building the infrastructure to make that possible. 4. AI is powerful but build with caution. The current cost of AI tools is heavily subsidized. Companies building in-house agents need to factor in maintenance, security risk, terms-of-service liability, and future cost increases. 5. The best software solves real pain. Blanket was built from the frustrations Lior experienced firsthand managing thousands of investor relationships and watching communication and data gaps erode trust. #GettingToHellYes #GTHY #PropertyManagement #SingleFamilyRental #SFR #RealEstateTech #PropTech #LiorAbramovich #Blanket #BlanketHomes #AssetManagement #ClientRetention #OwnerRetention #PropertyManagerLife #RealEstateInvesting #PassiveIncome #RichDadPoorDad #BuildToRent #BTR #AgenticAI #AIinRealEstate #PropertyManagementSoftware #RealEstatePodcast #PropTechInnovation #MomAndPopInvestors #InvestorRelations #RealEstateEntrepreneur #Vendoroo #RecurringRevenue #PortfolioManagement #FinancialFreedom #RealEstateMindset #IsraeliNavy #StartupFounder #RealEstateLeadership #LinkedInLive #PodcastEpisode

Getting to Hell Yes! Live with Stacey Salyer

Getting to Hell Yes! Live with Stacey Salyer Hosted by Guillermo | Sponsored by Vendoroo.ai [http://Vendoroo.ai] What if instead of grinding door by door, you could grow your property management company overnight through acquisition? Stacey Salyer did exactly that. A single mom of three, she went from 200 doors to 500+ in one deal, with little money down and seller financing. Now she teaches other property managers how to do the same. Stacey is creating an entirely new category: teaching operators how to become acquirers, not just tactically, but from an identity level. In this episode: * Why growing door by door is the hard way and what most PMs don't know is possible * The mindset shift from operator to acquirer (and why it starts with believing, not budgeting) * How Stacey bought a 370-door company at the start of COVID with almost nothing down * Why acquisitions aren't just for the big guys like Pure and Evernest * Do you have a job or an asset? The question that stops PMs in their tracks * What makes a company worth buying and worth selling * Why being needed in the day-to-day might be your biggest liability Best line of the episode: "One day you just wake up and decide. You take on the identity of an acquirer and that changes everything." Enjoyed this episode? Like, follow, and subscribe on Spotify and Apple Podcasts, it helps more property managers find the show. This episode is brought to you by Vendoroo.ai [http://Vendoroo.ai] — agentic maintenance solutions for property management. Works inside your existing PMS. No switching required. #GTHY #GettingToHellYes #PropertyManagement #PMIndustry #Acquisitions #MergersAndAcquisitions #OperatorToAcquirer #Entrepreneurship #FounderMindset #BusinessGrowth #RealEstate #PropertyManagementGrowth #SmallBusinessOwner #WomenInBusiness #MindsetMatters #10XEasierThan2X #Vendoroo #ScaleUp #BusinessStrategy #RealEstateInvesting

Getting to Hell Yes! Live with Patrick Thompson from Clarify

Getting to Hell Yes! Live with Patrick Thompson from Clarify.ai [http://Clarify.ai] Hosted by Guillermo | Sponsored by Vendoroo.ai [http://Vendoroo.ai] What's the difference between an AI-native app and just bolting AI onto something old? Patrick Thompson, co-founder and CEO of Clarify.ai [http://Clarify.ai], draws a hard line and it'll change how you look at every tool in your stack. Patrick has 16 years in tech, a previous exit to Amplitude, and $25.5M raised building what he calls an autonomous CRM, one that does the work for you instead of creating more admin. In this episode: * Why native AI and "AI-enhanced" legacy tools are not the same thing * How Clarify's AI agent Rep automates the soul-sucking parts of sales * The caveman vs. homo sapien rule Patrick uses to build features * Who the real Hell Yes buyer for Clarify is, and how to meet them where they are * Why your CRM should get smarter the more you use it * The one career move Patrick swears by after 16 years in tech Best line of the episode: "Anytime you have to click a button, you're a caveman. Anytime AI is doing it, you're a homo sapien." Enjoyed this episode? Like, follow, and subscribe on Spotify and Apple Podcasts, it helps more founders find the show. This episode is brought to you by Vendoroo.ai [http://Vendoroo.ai] — agentic maintenance solutions for property management. #GTHY #GoToHellYeah #AINative #CRM #SalesAutomation #Entrepreneurship #Clarify #AgenticAI #SaaS #FutureOfWork #StartupLife #FounderMindset #Vendoroo

Getting to Hell Yes! Live with Carrie Tuttle from Team Mojo!

What if your sales team's performance problem isn't a people problem at all? Carrie Tuttle, founder of Team Mojo and sales leadership coach with eight years of experience working with technical founders and B2B sales organizations joins Guillermo Salazar on Getting to Hell Yes to challenge one of the most persistent myths in sales management: that when a team isn't performing, the answer is better reps. It rarely is. It's almost always a better system. Carrie knows this from the inside. Thrown into sales leadership at twenty-seven with minimal training, she built her career across marketing, market research, and pure B2B sales before transitioning into coaching driven by the conviction that most organizations are measuring the wrong things, holding the wrong people accountable, and losing good salespeople to cultures that treat humans like machines. In this episode, Guillermo and Carrie dig into: — The technical founder trapped in the weeds: what they're actually struggling with, why the sales function goes soft, and what a structured intervention actually looks like from day one — Accountability redefined: why it starts at the leadership level with clear expectations, not at the rep level with outcome measurements and what happens when leaders model the behaviours they say they want — The 4x exit multiple story: nine sellers, two hitting target, a coaching engagement that got seven of them over target within months, and a twenty percent revenue lift that changed the valuation conversation entirely — Why better sales conversations upstream produce calmer, more successful operations downstream and why almost nobody measures this connection even though everybody feels it — The quarter as a forcing function: how ninety-day cycles create the reflection, recalibration, and celebration rhythm that accelerates seller development faster than any training program — Values alignment as a client selection filter: how Carrie identifies the engagements she can genuinely serve versus the ones that look great on paper and compromise everything in practice — CRM as a database of experience, not just a pipeline tracker and how building that database over time produces the pattern recognition that makes every subsequent sales conversation more calibrated — The objection she hears most: "We can do it ourselves." And what she says back. — Her advice to her younger self: slow down, ask first, then pause. "The pause is magical." Whether you're a founder who needs to build a sales function, a sales leader wondering why accountability conversations never stick, or a seller trying to understand why the numbers feel hollow even when they're good — this conversation is for you. #GTHY #GettingToHellYes #IrisCX #Vendoroo #SalesLeadership #SalesCoaching #TeamMojo #B2BSales #AccountabilityInSales #SalesPerformance #LeadershipDevelopment #TechnicalFounders #SalesCulture #CoachingAndMentoring #PropertyManagement #PropTech #MultifamilyHousing #Proptech2025 #GrowthMindset #RevenueGrowth #SalesEnablement #B2BMarketing #EntrepreneurMindset #OperationalExcellence #PeopleFirst