00:00:00Innovative Solutions for Multifamily Industry
00:11:08Streamlining Pet Screening and Revenue Boosting
00:17:06Enhancing Pet Screening for Multifamily
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In this episode of the Multifamily Innovation® Podcast, host Patrick Antrim sits down with Arlene Mayfield, Senior Vice President at PetScreening, to explore how PetScreening is reshaping pet policies and operations across the multifamily industry. With over 7 million units under management and partnerships with more than 24,000 property management companies, PetScreening brings innovative solutions that enhance resident experiences, boost property revenue, and streamline compliance with HUD’s guidelines for emotional support animals.
Arlene emphasizes the importance of trust, communication, and collaboration as the foundation for strong partnerships. These values are essential as PetScreening helps property management companies tackle pet-related challenges and improve overall efficiency. PetScreening’s solution alleviates the burden of HUD compliance for Emotional Support Animal (ESA) requests, removing the legal complexity from property managers and reducing potential liability. Additionally, the service is cost-effective: property management companies can implement PetScreening at no cost, as fees are only charged to residents with household pets, allowing managers to avoid “junk fee” concerns.
With PetScreening, properties gain insightful access to pet demographics, such as tracking bite histories, which help properties understand and mitigate risks associated with pet ownership in their communities. PetScreening’s software can be implemented in a week, with two-way integrations into most property management software, making setup fast and effective. Their system enables properties to capture additional revenue through pet fees while also creating a reliable process to verify ESA claims and deter false documentation.
Arlene also shared PetScreening’s plans to expand into the short-term rental space, enabling pet-friendly travel accommodations and office environments where pets can help increase employee engagement and satisfaction. As she notes, “Pets are the new kids, with more pets now in households than children.” Through its offerings, PetScreening builds peace of mind, with the ESA compliance service not only lifting a legal burden but also offering properties a streamlined approach to managing pet policies.
About the Multifamily Innovation® Council:
The Multifamily Innovation® Council is the executive level membership organization that makes a difference in your bottom line, drives a better experience for your employees, and allows you an experience that keeps demand strong for your company. The council is uniquely positioned to focus on the intersection of Leadership, Technology, AI, and Innovation.
The Multifamily Innovation® Council is for Multifamily Business leaders who want to unlock value inside their organization so they can create better experiences and drive profitability inside their company.
To learn more or to join, visit https://multifamilyinnovation.com.
For more information and to engage with leaders shaping the future of multifamily innovation, visit https://multifamilyinnovation.com/.
Connect:
Multifamily Innovation® Council: https://multifamilyinnovation.com/
Patrick Antrim: https://www.linkedin.com/in/patrickantrim/
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All right.
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So today we're joined by Arlene Mayfield, really excited to share the time.
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We've been following her success for many, many years and, as many of you already probably know, you're familiar with the brand Pet Screening and they're all across the country, in so many great states, leading so many great people to bring some of the most important things to our business that impact our profitability, our efficiency and the experiences we create.
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And so we're bringing our lean in and we're, you know, as we lead into the Multifamily Innovation and AI Summit.
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We spend time with innovative brands that are doing interesting things and creating value for organizations, and as part of the Innovation Council, we get the opportunity to learn about the problems that our multifamily owners and operators want to solve and then also the opportunities that they want to create, and so, with our partners, we get together like who's solving those things and who can best help and support our industry platform.
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So with that, arlene, welcome in.
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Glad to have you here.
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Thank you, it's great to see you, great to connect today.
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Yeah, absolutely so.
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Listen, you're leading one of probably the largest sales organizations in multifamily.
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Tell me a little bit more about that and how you guys are approaching things differently in multifamily.
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Yeah.
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So I've been really fortunate since I joined Pet Screening to be able to build what I would call my dream team, having been in the industry for about 40 years, really handpicked and selected who I thought would be best to support the pet screening and partner with a pet screening product and solution that we offer.
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So we have about 10 national reps distributed across the country.
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They sell on a PMC by PMC basis.
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We're not based on geography, which I know a lot of sales organizations are.
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I basically said where do you have relationships, where do you think you can best use those relationships or partnerships with multifamily property management companies?
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And let's figure out how we can make those accounts beneficial to both you, to the company and, obviously, to the property management firms that want to talk to us on a daily basis.
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I think one of the best things about multifamily is we all love the partnerships that we've developed over the years.
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We like to work with people that we know and we trust, and I've given the team the ability to do that.
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I want to get into the product in just a moment here, but what do you believe makes a great partnership?
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You know, I think I would start off with trust, trust and confidence.
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Being able to trust the PMC, being able to trust the person that they're dealing with on the other side of the desk, knowing that they're going to follow through.
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You know the old saying under promising and over delivering.
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I think that goes a long way in this industry.
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And look, we have long memories in this industry, so doing the right thing.
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People will remember that and they want to work with people that have always done right by them.
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So I would start by saying trust and, I think, collaboration and communication.
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I think, as our industry has grown, and especially the advances that we've had post-pandemic, I think that we're moving very quickly and it's not just about a supplier selling something to a property management company.
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There's a lot of collaboration now.
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How can the products be better, how can the solutions provide more of what the property management companies or owner and asset managers need?
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And I think that collaboration, communication and trust all work very well together.
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That's incredibly important and underestimated in so many ways.
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We're all trying to go fast and acquire customers and serve, but I love the under-promise, over-deliver aspect.
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I think it's like reasonable expectations of growth and progress establishes to your point the outcome, that trust I mean.
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If you can win and do the small things, you can do the big things.
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That's right, that's great, very well said, I agree.
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Yeah, so tell me, let's talk about the product.
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What are you guys working on, what's the problem it solves and who are you trying to spend time with?
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So we know, based on a lot there's a lot of data out there on pets, right we talk about at Pet Screening pets being the new kids there are more pets typically in households today than there are children in households today, just kind of how things have flip-flopped a little bit.
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So, knowing that, we try to solve the potential pet problems that are on properties today.
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So when I think about our company, we've been around for seven years.
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We service 7 million units, about 24,000 property management companies across the country.
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Through those 7 million units we consider all of those long-term rentals.
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They may be rental homes, but they may also be one of the NMHC top 50.
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So we service everything from one unit to 900,000 unit property management companies and everything in between.
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So our software has the ability to allow the prospective resident to define if one of three things they have a household pet, they have an assistance animal, an emotional support animal we call them ESAs or they don't have a pet.
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And it really allows the property manager again, no matter what size of the property it is, allows that property manager to know the demographic of the pets that are on the site.
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They know the demographic of their resident because they have them fill out an application as they're moving in.
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We're basically doing the same thing as the resident is moving in.
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We partner with all the property management software systems, so there's two-way integrations.
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An email goes out within 15 minutes of the application being filled out that says hey, you're applying for an apartment.
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We'd love to know if you have a pet and, if so, tell us a few things about your pet.
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So it's seamless.
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It's integrated within the property management software systems as well as some other third-party systems, and we solve that pet problem because people then know which pets are on site and if they get lost, you know if they're charging pet rent and things like that.
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They have the ability to really determine how to do that.
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Let's lean into.
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You mentioned some of the potential problems.
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Maybe somebody listening in isn't thinking about all the potential problems they may be making assumptions about.
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But how are people going about this process, I guess, if they're not a customer, what does that look like?
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I think one of the main things that we solve for and we're known for is the ESA, or the emotional support animal, and the assistance with the documentation associated with that.
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Since our inception about seven years ago, we have processed about 1.2 million ESA or assistant animal requests.
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We have a team of people in our Charlotte office that's where our corporate office is and they review about 25,000 requests on a monthly basis.
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If we are not reviewing those, then it's concerned that there are HUD guidelines, obviously, for the ESA requests and we do everything in accordance with those HUD guidelines.
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So we take that burden off the on-site or even the in-house counsel, if you will.
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So there's great comfort in knowing that we're doing the same thing every day.
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We have a very tight process on how we review those, contacting the medical providers to make sure they are accurate, and so if that's not being done by us, oftentimes you'll hear some anxiousness or some uncertainty from the person that is doing it, because they're very unsure if they're doing it correctly and they're naturally, if HUD's involved, concerned of a potential lawsuit.
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Yeah, and I mean you're talking about counsel doing this.
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I mean that could be expensive.
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I'm just calculating the time and then the training and turnover and all that plays out into another thing to manage.
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Absolutely, and when you talk about the cost associated with that, I'll bring that up at this point.
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We don't charge the property management company and we don't have any contracts, so there's no cost associated with the property management company or the asset or the owner.
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We charge the resident only if they have a household pet.
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There is an annual one-time fee that we charge on an annual basis really keeps up their pet records, they get vaccination, updates and some things like that.
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But if it's an ESA request or they don't have a pet, we don't charge anything.
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So it makes it very cost effective for the property management company or the owner.
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Right and it gives them some distance to not be the ones to assert certain compliance right.
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I mean, it gives you some space there as well, I would imagine.
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Exactly Reviewing and giving the recommendations on the ESA request or even on a household pet.
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We like to think that every property is pet inclusive and pet friendly, but we know that sometimes there are weight or breed restrictions, so we will unquote, sniff all of those out for our clients as well, to make sure that you know what we are processing for them and giving them recommendations for, so they can make an educated decision, are within their guidelines.
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So where are you seeing things going?
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Are there any trends that multifamily owners and operators should be paying attention to?
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You mentioned the one around the amount of pets in homes, this type of stuff.
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Are there any other insights that you're learning from this type of reach?
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I think that a couple of things.
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I think the average speaking of the homes and pets, the average property manager will say yeah, we have about 25% of our property having pets.
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We know that the average household has about 70%.
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We know about 50% of those are in rentals give or take.
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You know, more in single family, more in build to rent than there may be in a high rise in downtown Chicago.
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So that varies greatly.
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We're seeing.
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You know, one of the things that we do as well is we track bite and bite history of pets and so you know we try to track those trends as if there's more pets and in some areas or you know, as far as pet bites and things like that than other areas.
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So we try to track some trends like that and be able to give some of that information back to our clients and our customers.
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We know that pet bites seem to be on the rise again because there are more pets, we think in a confined space.
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So we want to make sure we're helping our clients with the liability and they're aware of what that could look like.
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I mean being in 7 million units is a great accomplishment.
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Tell me what that process looks like in terms of onboarding and getting set up with your organization, because some people listening may not already be one of the 7 million, but I'd be curious to see what would they expect to experience when they reach out to you and want to become part of your program.
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Yes, it's very seamless and it can happen very quickly.
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I think when you talk about a software, when you talk about a new software, a lot of clients or a lot of people would say, okay, this is going to be a very laborious process, this is going to take months of my time and it's going to take time for the onsite teams.
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We really say that we can set any client up within seven days.
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So basically, as I mentioned, if somebody signs up for pet screening, in conjunction with the application being filled out, the resident is filling out the information about their pets.
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But prior to that and signing up for pet screening, basically a property signs up.
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We have, as I mentioned, integrations with all the property management software companies.
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They take a training course in LMS that takes about 45 minutes, has a few questions for the onsite team to answer, as they're taking that automated LMS and within a seven-day period they can be live on their property.
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That means live on their property, us handling all of their ESAs.
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For them, that also means live on their property, them getting pet revenue that they may have not been able to get before.
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One of the things that we really pride ourselves in is providing our clients with reporting to show if someone has started filling out one of the three profiles that being of the pet owner, of the ESA or the no pet and maybe they haven't finished filling out the profile.
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We know chances are they probably have a pet and they just didn't finish filling it out because we asked them to sign an affidavit at the end of every profile saying that it's true and correct.
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So the honest people out there tend to not finish filling it out.
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So we can provide some pivot reporting to where the onsite managers can go in and get some ancillary revenue.
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They're not currently getting but within that seven-day period they're set up, they're ready to go and again they enjoy that additional pet revenue.
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They enjoy us handling those ESA requests for them.
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In addition, they know who doesn't have a pet.
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There's opportunities, you know sometimes around the holidays people are giving pets, puppies for Christmas.
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There's an opportunity when somebody has signed that they haven't had a pet.
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We remind them that if they do get a pet they need to let the office know or their property manager know.
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So there's opportunities throughout the process to get additional pet revenue and pet fees, boosting that ancillary revenue.
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And when occupancies or rents are going down as they currently are and have been for the past 12 to 18 months.
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It's really enticing for the owners and the operators to get that additional revenue.
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Yes, exactly, and take me inside some of those conversations.
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What kind of questions are they asking you about those opportunities and how to execute on them?
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Oftentimes we get questions regarding the $30 household pet fee.
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That seems to, over the last, I would say, four or five months, we've had a lot of questions about that.
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There's a lot of noise right now around the junk fees, right, and I think that we're hearing okay.
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Is $30 deemed part of the junk fees?
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Definitely not.
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It's $30.
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It's once a year.
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It's a service we're providing for the resident and knowing that you know people spend billions on their pets every year, $30, you know, is really not a lot.
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We get a lot of questions about the ancillary revenue.
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What other companies may be charging for pet fees and pet deposits?
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Do people have breed restrictions?
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Are they abiding by the weight restrictions?
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Some companies that use pet screening have actually taken away all the breed and the weight restrictions because they do have a good idea of the profile or the demographic of those pets and they feel like at least they know.
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And if they know who's on site with what pet, it helps with the false ESA requests.
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Oftentimes people might say that they have a restricted breed, an emotional support animal.
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So in using pet screening sometimes it takes away some of those barriers and the prospective resident or the actual resident feels more comfortable saying that they do have a restricted breed but if the property allows that breed, there's not as many false ESA requests.
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So a lot of our conversations are around the ESA request process, the $30 fee associated with the household pet and the integration piece.
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Everyone wants to know if they use that property management software system, how seamless is that integration?
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And when we have two-way integrations with the PMS systems, it's easy for them to look in their system that the onsite managers are in every day, all day, to be able to see the actual profile.
00:16:12.852 --> 00:16:13.975
So it's very helpful.
00:16:14.164 --> 00:16:14.826
Yeah, that's great.
00:16:14.826 --> 00:16:18.096
Take me through a little bit about what you're hearing from current customers.
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What are they saying?
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How is this making life better for the business, either financially or even from an experience standpoint?
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What are you hearing?
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Yeah, I think we hear three things mainly.
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Number one thank you for handling the ESA requests.
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We know that dealing with HUD is sometimes tricky and they feel that we've lifted that burden off for them.
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So they have comfort in knowing that they appreciate that we are helping that onsite team, the onsite teams even if the onsite team has not handled the ESA request, they are accepting or denying people that are coming in with pets on a daily basis.
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They appreciate that we're taking that burden off of the onsite teams or, if it's centralized, someone potentially at the corporate office, by giving a recommendation.
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And that's exactly what we give.
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If there is a weight or breed restriction and we dump those into our algorithm and let the onsite team or whoever's deemed the responsible party know that resident that will be moving in may not fit within those guidelines.
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Based on what we call a FIDO score, like a FICA score, we give each pet a FIDO score.
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So if there are breed and weight restrictions, we may give someone with a German Shepherd if that is a restriction a zero PAW score.
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So we may make a recommendation that the pet has a zero PAW score.
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They can still say they want to allow them to move in.
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We're just giving them the information.
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Sometimes the property's in lease up and they're just happy to have somebody come to the door.
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They have great credit.
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They just need to know what pet is actually there, so they feel good knowing that.
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The third thing is knowing that they don't have a pet, and we actually have residents that are happy when properties use pet screening because they know that there is a process associated on site with managing the pets.
00:18:02.359 --> 00:18:10.451
So it's interesting that, since we serve 7 million units now that the prospective residents are even in tune to what we do at pet screening.
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Yeah, Are you hearing?
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Even in the sales process for renting is that being positioned as a value?
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You know, knowing, like even you're going into the bite records and all of that stuff.
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Most definitely.
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Prospects want to know and clients want to know what's happening with these pets.
00:18:26.886 --> 00:18:27.989
So that's absolutely correct.
00:18:28.089 --> 00:18:29.031
Yeah, interesting.
00:18:29.031 --> 00:18:35.860
What are the questions I should be asking that maybe I'm not asking in evaluating a company like yours?
00:18:36.061 --> 00:18:47.617
I think that I always think that we're the best kept secret, and when I joined the company, I heard that from our founder and our owner that we're the best kept secret and people don't know who we are.
00:18:47.617 --> 00:18:59.076
I think that even a concept of knowing that there is a property management tool out there that allows people to track pets is something that most people don't know about.
00:18:59.076 --> 00:19:02.925
So when you ask, you know what questions should I be asking?
00:19:02.925 --> 00:19:08.759
I think you covered a lot of what we talk about with prospective clients or existing clients.
00:19:08.759 --> 00:19:10.769
I think that you've covered most of those.
00:19:11.009 --> 00:19:12.875
Are you excited about anything next?
00:19:12.875 --> 00:19:16.015
Are you guys looking at other adjacent opportunities?
00:19:16.015 --> 00:19:21.350
I mean, I'm sure you're in these conversations Sounds like you've created some great relationships adding a lot of value.
00:19:21.350 --> 00:19:25.658
Is there anything exciting on the agenda for what's next for the brand?
00:19:25.904 --> 00:19:26.125
Yeah.
00:19:26.125 --> 00:19:37.547
So while our founder developed this company as a property manager serving property managers and that's really what we're about, as you can imagine there has been a lot of interest from other companies.
00:19:37.547 --> 00:19:42.436
Ceos are potentially trying to get people back into offices.
00:19:42.436 --> 00:19:47.073
So we've had some large office companies say, hey, can we use pet screening?
00:19:47.073 --> 00:19:51.771
Because maybe if we allow pets to come into the office, people will want to come to work a little bit more.
00:19:51.771 --> 00:20:02.054
I'm in our corporate office in Charlotte today, even though I'm based in Atlanta, and at any given day there's 20 to 30 pets in our office and so people usually dogs, people bring them in.
00:20:02.054 --> 00:20:04.111
So I think CEOs are looking at that.
00:20:04.573 --> 00:20:08.027
We're in the process right now of developing a short-term rental product.
00:20:08.027 --> 00:20:18.479
So basically, people want to take their pets on vacation Oftentimes the hotels, or even if you're going to a condo or you know somewhere on vacation, you can't bring your pets.
00:20:18.479 --> 00:20:28.437
So we're looking at developing a short-term rental, vacation rental product, very similar to what we do with long-term rentals, to allow people to bring their pets.
00:20:28.437 --> 00:20:38.989
If you're going to an Airbnb, you know you pay a deposit, but you can at least have your pet stay with you for the next week to a month, if you want to, and then there's other verticals that we will branch out into as well.
00:20:38.989 --> 00:20:50.591
We've had some interest from many different companies in different verticals, so I think those will come, you know, within the next 12 to 18 to 24 months as we continue to build out pet screening.
00:20:50.731 --> 00:20:51.253
I love that.
00:20:51.253 --> 00:20:52.155
Thanks for sharing that.
00:20:52.155 --> 00:21:27.384
You know, I think about like just the whole idea of the business that we serve multifamily, you know, there's always been this American dream to own a home and I think that's all being reimagined in terms of access being the new ownership right Like you can go into a city and even in the way that people work they're not working 25 years for Intel, you know, in Albuquerque and things like that and so if they're moving around, it makes sense to have an understanding of the travel impact and even in the short-term experience, you know, because I think a lot of that's coming into the industry as well.
00:21:27.384 --> 00:21:34.158
But I'm just curious, like in airline travel, I don't travel with my pets on the airlines and all that.
00:21:34.158 --> 00:21:35.590
What's that process look like?
00:21:35.590 --> 00:21:37.267
I guess?
00:21:37.267 --> 00:21:38.909
Have you guys thought through that?
00:21:38.909 --> 00:21:44.740
Or is that mostly ESA governance versus just frequent pet traveling?
00:21:45.764 --> 00:21:46.951
There is no governance.
00:21:46.951 --> 00:21:58.832
So we have talked about it and we have looked at it because you know, I think we've all been on flights and people take their dogs, usually out of their little carriers, and you're wondering is this dog going to bite me?
00:21:58.832 --> 00:22:05.634
You know like I was on a plane recently and the dog was walking up and down, you know the aisle and it was probably an 80 or 90 pound dog.
00:22:05.634 --> 00:22:08.628
You think to yourself, right, or even when you get nowhere to go.
00:22:08.648 --> 00:22:09.592
Right, You're at a hotel.
00:22:09.804 --> 00:22:12.855
Am I getting in with a dog that is vaccinated?
00:22:12.855 --> 00:22:15.087
Do they have a bite history and things like that.
00:22:15.087 --> 00:22:43.376
So I think that, as we think about pet screening and we think about you know 2.0 and then versions past that, taking the learnings that we have in multifamily and that we've developed over the 7 million units that we have, and you can imagine the rich data that we have supporting and behind that, I think you know thinking about the airlines and you know what we could potentially provide for them and you know the airlines, I think, have an interest because right now they just charge a fee and I have a sister that works at Delta.
00:22:43.376 --> 00:22:48.293
She's on the executive team and she said we charge a fee but we have no idea about that pet.
00:22:48.293 --> 00:22:50.097
Is it vaccinated, is it spayed or neutered?
00:22:50.097 --> 00:22:51.510
Does it have a bite history?
00:22:51.510 --> 00:22:52.645
How old is it?
00:22:52.745 --> 00:23:00.794
So all of those questions that we ask residents today, I think the airlines are becoming a little more wise as they've experienced, unfortunately, some liability issues.
00:23:00.794 --> 00:23:05.900
So I think it's a great question and it's a great thought and we've talked about it a lot here.
00:23:05.900 --> 00:23:13.469
As you can imagine, with any company, even though we're in strong growth mode, because we're past the startup mode how do you scale?
00:23:13.469 --> 00:23:19.611
Where do you go first and how do you scale and that's a lot of the conversations that we have when do we go next?
00:23:19.611 --> 00:23:27.469
And that's why we picked vacation rentals, because we think that that is the next natural step.
00:23:27.489 --> 00:23:28.753
And then what will be next on the horizon as we move forward.
00:23:28.753 --> 00:23:40.932
Yeah, I mean, spaces are spaces in many different places, like you have office right, libraries, you have restaurants, all these different things going on, and our residents experience all these things as much as anything else.
00:23:40.932 --> 00:23:42.376
But I was just curious.
00:23:42.376 --> 00:23:43.086
That's interesting.
00:23:43.086 --> 00:24:13.355
You know how you guys approach this stuff Very innovative, very visionary and just really enjoying the partnership too, because you know we aim to bring together top minds and multifamily, bringing in technology, innovation and, you know, making the business better for companies but also increasing the value of the relationship of all of our clients when they introduce residents to their portfolios, making life and renting a better experience.
00:24:13.355 --> 00:24:15.050
So thank you for coming on.
00:24:15.131 --> 00:24:15.994
Thanks for the opportunity.
00:24:16.577 --> 00:24:20.251
I appreciate it very much, yeah absolutely, and so we're about ready to wrap.
00:24:20.251 --> 00:24:21.510
I'd love to leave you with.
00:24:21.510 --> 00:24:24.807
Are there any final thoughts that you want to leave our listeners with before?
00:24:24.827 --> 00:24:47.234
we wrap up and offer a solution that can save them money, provide additional ancillary revenue, reduce liabilities and take care of their ESA requests.
00:24:47.234 --> 00:24:55.208
So I would love to talk to anybody about that and just look forward to continuing to learn from clients so we can continue to develop.
00:24:55.288 --> 00:24:55.750
Amazing.
00:24:55.750 --> 00:24:56.272
I love it.
00:24:56.272 --> 00:24:57.095
Build with them.
00:24:57.095 --> 00:25:05.050
So I love what you're doing, love what you're working on, and we all love pets, so at least here we do, so yeah pets are the new kids, as we say.
00:25:05.050 --> 00:25:14.435
As I said earlier, All right, well, thanks for coming on and for that we'll put all the notes in the show notes so you can reach out to the teams, and we'll see you guys in the next episode.
00:25:14.435 --> 00:25:15.299
Thanks for coming.
00:25:15.883 --> 00:25:16.325
Thanks so much.
00:25:16.325 --> 00:25:17.148
Have a great day you too.
00:00:21.690 --> 00:00:22.071
All right.
00:00:22.071 --> 00:00:26.783
So today we're joined by Arlene Mayfield, really excited to share the time.
00:00:26.783 --> 00:00:47.852
We've been following her success for many, many years and, as many of you already probably know, you're familiar with the brand Pet Screening and they're all across the country, in so many great states, leading so many great people to bring some of the most important things to our business that impact our profitability, our efficiency and the experiences we create.
00:00:47.852 --> 00:00:53.877
And so we're bringing our lean in and we're, you know, as we lead into the Multifamily Innovation and AI Summit.
00:00:53.877 --> 00:01:21.104
We spend time with innovative brands that are doing interesting things and creating value for organizations, and as part of the Innovation Council, we get the opportunity to learn about the problems that our multifamily owners and operators want to solve and then also the opportunities that they want to create, and so, with our partners, we get together like who's solving those things and who can best help and support our industry platform.
00:01:21.104 --> 00:01:23.174
So with that, arlene, welcome in.
00:01:23.174 --> 00:01:24.335
Glad to have you here.
00:01:24.736 --> 00:01:26.700
Thank you, it's great to see you, great to connect today.
00:01:27.742 --> 00:01:28.890
Yeah, absolutely so.
00:01:28.890 --> 00:01:34.930
Listen, you're leading one of probably the largest sales organizations in multifamily.
00:01:34.930 --> 00:01:40.782
Tell me a little bit more about that and how you guys are approaching things differently in multifamily.
00:01:40.930 --> 00:01:41.191
Yeah.
00:01:41.191 --> 00:01:59.225
So I've been really fortunate since I joined Pet Screening to be able to build what I would call my dream team, having been in the industry for about 40 years, really handpicked and selected who I thought would be best to support the pet screening and partner with a pet screening product and solution that we offer.
00:01:59.225 --> 00:02:04.002
So we have about 10 national reps distributed across the country.
00:02:04.002 --> 00:02:07.302
They sell on a PMC by PMC basis.
00:02:07.302 --> 00:02:11.576
We're not based on geography, which I know a lot of sales organizations are.
00:02:11.576 --> 00:02:20.518
I basically said where do you have relationships, where do you think you can best use those relationships or partnerships with multifamily property management companies?
00:02:20.518 --> 00:02:31.721
And let's figure out how we can make those accounts beneficial to both you, to the company and, obviously, to the property management firms that want to talk to us on a daily basis.
00:02:31.721 --> 00:02:38.151
I think one of the best things about multifamily is we all love the partnerships that we've developed over the years.
00:02:38.151 --> 00:02:43.431
We like to work with people that we know and we trust, and I've given the team the ability to do that.
00:02:43.451 --> 00:02:48.542
I want to get into the product in just a moment here, but what do you believe makes a great partnership?
00:02:49.550 --> 00:02:54.992
You know, I think I would start off with trust, trust and confidence.
00:02:54.992 --> 00:03:03.661
Being able to trust the PMC, being able to trust the person that they're dealing with on the other side of the desk, knowing that they're going to follow through.
00:03:03.661 --> 00:03:07.096
You know the old saying under promising and over delivering.
00:03:07.096 --> 00:03:09.602
I think that goes a long way in this industry.
00:03:09.602 --> 00:03:13.518
And look, we have long memories in this industry, so doing the right thing.
00:03:13.518 --> 00:03:17.281
People will remember that and they want to work with people that have always done right by them.
00:03:17.281 --> 00:03:21.673
So I would start by saying trust and, I think, collaboration and communication.
00:03:21.673 --> 00:03:37.002
I think, as our industry has grown, and especially the advances that we've had post-pandemic, I think that we're moving very quickly and it's not just about a supplier selling something to a property management company.
00:03:37.002 --> 00:03:38.876
There's a lot of collaboration now.
00:03:38.876 --> 00:03:45.882
How can the products be better, how can the solutions provide more of what the property management companies or owner and asset managers need?
00:03:45.882 --> 00:03:49.820
And I think that collaboration, communication and trust all work very well together.
00:03:50.049 --> 00:03:53.358
That's incredibly important and underestimated in so many ways.
00:03:53.358 --> 00:04:00.241
We're all trying to go fast and acquire customers and serve, but I love the under-promise, over-deliver aspect.
00:04:00.241 --> 00:04:06.653
I think it's like reasonable expectations of growth and progress establishes to your point the outcome, that trust I mean.
00:04:06.653 --> 00:04:09.001
If you can win and do the small things, you can do the big things.
00:04:10.132 --> 00:04:12.058
That's right, that's great, very well said, I agree.
00:04:12.929 --> 00:04:15.419
Yeah, so tell me, let's talk about the product.
00:04:15.419 --> 00:04:20.862
What are you guys working on, what's the problem it solves and who are you trying to spend time with?
00:04:21.069 --> 00:04:38.259
So we know, based on a lot there's a lot of data out there on pets, right we talk about at Pet Screening pets being the new kids there are more pets typically in households today than there are children in households today, just kind of how things have flip-flopped a little bit.
00:04:38.259 --> 00:04:47.323
So, knowing that, we try to solve the potential pet problems that are on properties today.
00:04:47.323 --> 00:04:51.317
So when I think about our company, we've been around for seven years.
00:04:51.317 --> 00:04:57.115
We service 7 million units, about 24,000 property management companies across the country.
00:04:57.115 --> 00:05:01.252
Through those 7 million units we consider all of those long-term rentals.
00:05:01.252 --> 00:05:05.740
They may be rental homes, but they may also be one of the NMHC top 50.
00:05:05.740 --> 00:05:12.436
So we service everything from one unit to 900,000 unit property management companies and everything in between.
00:05:12.930 --> 00:05:29.492
So our software has the ability to allow the prospective resident to define if one of three things they have a household pet, they have an assistance animal, an emotional support animal we call them ESAs or they don't have a pet.
00:05:30.093 --> 00:05:42.672
And it really allows the property manager again, no matter what size of the property it is, allows that property manager to know the demographic of the pets that are on the site.
00:05:42.672 --> 00:05:48.575
They know the demographic of their resident because they have them fill out an application as they're moving in.
00:05:48.575 --> 00:05:52.872
We're basically doing the same thing as the resident is moving in.
00:05:52.872 --> 00:05:58.393
We partner with all the property management software systems, so there's two-way integrations.
00:05:58.393 --> 00:06:05.398
An email goes out within 15 minutes of the application being filled out that says hey, you're applying for an apartment.
00:06:05.398 --> 00:06:09.357
We'd love to know if you have a pet and, if so, tell us a few things about your pet.
00:06:09.357 --> 00:06:10.681
So it's seamless.
00:06:10.681 --> 00:06:23.596
It's integrated within the property management software systems as well as some other third-party systems, and we solve that pet problem because people then know which pets are on site and if they get lost, you know if they're charging pet rent and things like that.
00:06:23.596 --> 00:06:26.302
They have the ability to really determine how to do that.
00:06:26.470 --> 00:06:27.232
Let's lean into.
00:06:27.232 --> 00:06:29.961
You mentioned some of the potential problems.
00:06:29.961 --> 00:06:35.563
Maybe somebody listening in isn't thinking about all the potential problems they may be making assumptions about.
00:06:35.563 --> 00:06:41.651
But how are people going about this process, I guess, if they're not a customer, what does that look like?
00:06:41.831 --> 00:06:53.306
I think one of the main things that we solve for and we're known for is the ESA, or the emotional support animal, and the assistance with the documentation associated with that.
00:06:54.071 --> 00:07:01.705
Since our inception about seven years ago, we have processed about 1.2 million ESA or assistant animal requests.
00:07:01.705 --> 00:07:23.535
We have a team of people in our Charlotte office that's where our corporate office is and they review about 25,000 requests on a monthly basis.
00:07:23.535 --> 00:07:32.830
If we are not reviewing those, then it's concerned that there are HUD guidelines, obviously, for the ESA requests and we do everything in accordance with those HUD guidelines.
00:07:32.830 --> 00:07:38.103
So we take that burden off the on-site or even the in-house counsel, if you will.
00:07:38.103 --> 00:07:42.181
So there's great comfort in knowing that we're doing the same thing every day.
00:07:42.181 --> 00:08:03.060
We have a very tight process on how we review those, contacting the medical providers to make sure they are accurate, and so if that's not being done by us, oftentimes you'll hear some anxiousness or some uncertainty from the person that is doing it, because they're very unsure if they're doing it correctly and they're naturally, if HUD's involved, concerned of a potential lawsuit.
00:08:03.121 --> 00:08:05.117
Yeah, and I mean you're talking about counsel doing this.
00:08:05.117 --> 00:08:06.494
I mean that could be expensive.
00:08:06.494 --> 00:08:14.182
I'm just calculating the time and then the training and turnover and all that plays out into another thing to manage.
00:08:14.950 --> 00:08:18.632
Absolutely, and when you talk about the cost associated with that, I'll bring that up at this point.
00:08:18.632 --> 00:08:35.091
We don't charge the property management company and we don't have any contracts, so there's no cost associated with the property management company or the asset or the owner.
00:08:35.091 --> 00:08:36.495
We charge the resident only if they have a household pet.
00:08:36.495 --> 00:09:39.675
There is an annual one-time fee that we charge on an annual basis really keeps up their pet records, they get vaccination, updates and some things like that.
00:09:39.675 --> 00:09:43.531
But if it's an ESA request or they don't have a pet, we don't charge anything.
00:09:43.531 --> 00:09:48.482
So it makes it very cost effective for the property management company or the owner.
00:09:49.009 --> 00:09:54.762
Right and it gives them some distance to not be the ones to assert certain compliance right.
00:09:54.762 --> 00:09:57.458
I mean, it gives you some space there as well, I would imagine.
00:09:58.189 --> 00:10:03.182
Exactly Reviewing and giving the recommendations on the ESA request or even on a household pet.
00:10:03.182 --> 00:10:24.812
We like to think that every property is pet inclusive and pet friendly, but we know that sometimes there are weight or breed restrictions, so we will unquote, sniff all of those out for our clients as well, to make sure that you know what we are processing for them and giving them recommendations for, so they can make an educated decision, are within their guidelines.
00:10:25.033 --> 00:10:26.740
So where are you seeing things going?
00:10:26.740 --> 00:10:30.854
Are there any trends that multifamily owners and operators should be paying attention to?
00:10:30.854 --> 00:10:34.973
You mentioned the one around the amount of pets in homes, this type of stuff.
00:10:34.973 --> 00:10:38.830
Are there any other insights that you're learning from this type of reach?
00:10:39.051 --> 00:10:41.296
I think that a couple of things.
00:10:41.296 --> 00:10:48.383
I think the average speaking of the homes and pets, the average property manager will say yeah, we have about 25% of our property having pets.
00:10:48.383 --> 00:10:51.804
We know that the average household has about 70%.
00:10:51.804 --> 00:10:54.464
We know about 50% of those are in rentals give or take.
00:10:54.464 --> 00:11:00.046
You know, more in single family, more in build to rent than there may be in a high rise in downtown Chicago.
00:11:00.046 --> 00:11:01.126
So that varies greatly.
00:11:01.126 --> 00:11:02.186
We're seeing.
00:11:02.206 --> 00:11:17.174
You know, one of the things that we do as well is we track bite and bite history of pets and so you know we try to track those trends as if there's more pets and in some areas or you know, as far as pet bites and things like that than other areas.
00:11:17.174 --> 00:11:24.494
So we try to track some trends like that and be able to give some of that information back to our clients and our customers.
00:11:24.494 --> 00:11:30.289
We know that pet bites seem to be on the rise again because there are more pets, we think in a confined space.
00:11:30.289 --> 00:11:35.071
So we want to make sure we're helping our clients with the liability and they're aware of what that could look like.
00:11:35.505 --> 00:11:38.793
I mean being in 7 million units is a great accomplishment.
00:11:38.793 --> 00:11:57.767
Tell me what that process looks like in terms of onboarding and getting set up with your organization, because some people listening may not already be one of the 7 million, but I'd be curious to see what would they expect to experience when they reach out to you and want to become part of your program.
00:11:58.068 --> 00:12:00.856
Yes, it's very seamless and it can happen very quickly.
00:12:00.856 --> 00:12:14.277
I think when you talk about a software, when you talk about a new software, a lot of clients or a lot of people would say, okay, this is going to be a very laborious process, this is going to take months of my time and it's going to take time for the onsite teams.
00:12:14.277 --> 00:12:18.896
We really say that we can set any client up within seven days.
00:12:18.896 --> 00:12:27.144
So basically, as I mentioned, if somebody signs up for pet screening, in conjunction with the application being filled out, the resident is filling out the information about their pets.
00:12:27.144 --> 00:12:32.016
But prior to that and signing up for pet screening, basically a property signs up.
00:12:32.016 --> 00:12:35.955
We have, as I mentioned, integrations with all the property management software companies.
00:12:35.955 --> 00:12:49.292
They take a training course in LMS that takes about 45 minutes, has a few questions for the onsite team to answer, as they're taking that automated LMS and within a seven-day period they can be live on their property.
00:12:49.292 --> 00:12:52.828
That means live on their property, us handling all of their ESAs.
00:12:52.828 --> 00:12:58.508
For them, that also means live on their property, them getting pet revenue that they may have not been able to get before.
00:12:59.510 --> 00:13:13.976
One of the things that we really pride ourselves in is providing our clients with reporting to show if someone has started filling out one of the three profiles that being of the pet owner, of the ESA or the no pet and maybe they haven't finished filling out the profile.
00:13:13.976 --> 00:13:24.679
We know chances are they probably have a pet and they just didn't finish filling it out because we asked them to sign an affidavit at the end of every profile saying that it's true and correct.
00:13:24.679 --> 00:13:28.855
So the honest people out there tend to not finish filling it out.
00:13:28.855 --> 00:13:33.508
So we can provide some pivot reporting to where the onsite managers can go in and get some ancillary revenue.
00:13:33.508 --> 00:13:40.450
They're not currently getting but within that seven-day period they're set up, they're ready to go and again they enjoy that additional pet revenue.
00:13:40.870 --> 00:13:43.213
They enjoy us handling those ESA requests for them.
00:13:43.213 --> 00:13:45.115
In addition, they know who doesn't have a pet.
00:13:45.115 --> 00:13:50.861
There's opportunities, you know sometimes around the holidays people are giving pets, puppies for Christmas.
00:13:50.861 --> 00:13:56.847
There's an opportunity when somebody has signed that they haven't had a pet.
00:13:56.847 --> 00:13:59.612
We remind them that if they do get a pet they need to let the office know or their property manager know.
00:13:59.612 --> 00:14:06.700
So there's opportunities throughout the process to get additional pet revenue and pet fees, boosting that ancillary revenue.
00:14:06.700 --> 00:14:12.957
And when occupancies or rents are going down as they currently are and have been for the past 12 to 18 months.
00:14:12.957 --> 00:14:17.144
It's really enticing for the owners and the operators to get that additional revenue.
00:14:17.345 --> 00:14:20.294
Yes, exactly, and take me inside some of those conversations.
00:14:20.294 --> 00:14:26.657
What kind of questions are they asking you about those opportunities and how to execute on them?
00:14:26.945 --> 00:14:31.737
Oftentimes we get questions regarding the $30 household pet fee.
00:14:31.737 --> 00:14:36.035
That seems to, over the last, I would say, four or five months, we've had a lot of questions about that.
00:14:36.035 --> 00:14:41.290
There's a lot of noise right now around the junk fees, right, and I think that we're hearing okay.
00:14:41.290 --> 00:14:43.733
Is $30 deemed part of the junk fees?
00:14:43.733 --> 00:14:44.555
Definitely not.
00:14:44.555 --> 00:14:45.355
It's $30.
00:14:45.355 --> 00:14:46.177
It's once a year.
00:14:46.177 --> 00:14:58.344
It's a service we're providing for the resident and knowing that you know people spend billions on their pets every year, $30, you know, is really not a lot.
00:15:01.384 --> 00:15:02.587
We get a lot of questions about the ancillary revenue.
00:15:02.587 --> 00:15:04.030
What other companies may be charging for pet fees and pet deposits?
00:15:04.030 --> 00:15:05.474
Do people have breed restrictions?
00:15:05.474 --> 00:15:07.606
Are they abiding by the weight restrictions?
00:15:07.606 --> 00:15:19.813
Some companies that use pet screening have actually taken away all the breed and the weight restrictions because they do have a good idea of the profile or the demographic of those pets and they feel like at least they know.
00:15:19.813 --> 00:15:25.763
And if they know who's on site with what pet, it helps with the false ESA requests.
00:15:25.863 --> 00:15:31.078
Oftentimes people might say that they have a restricted breed, an emotional support animal.
00:15:31.078 --> 00:15:47.162
So in using pet screening sometimes it takes away some of those barriers and the prospective resident or the actual resident feels more comfortable saying that they do have a restricted breed but if the property allows that breed, there's not as many false ESA requests.
00:15:47.162 --> 00:15:56.173
So a lot of our conversations are around the ESA request process, the $30 fee associated with the household pet and the integration piece.
00:15:56.173 --> 00:16:01.954
Everyone wants to know if they use that property management software system, how seamless is that integration?
00:16:01.954 --> 00:16:12.852
And when we have two-way integrations with the PMS systems, it's easy for them to look in their system that the onsite managers are in every day, all day, to be able to see the actual profile.
00:16:12.852 --> 00:16:13.975
So it's very helpful.
00:16:14.164 --> 00:16:14.826
Yeah, that's great.
00:16:14.826 --> 00:16:18.096
Take me through a little bit about what you're hearing from current customers.
00:16:18.096 --> 00:16:19.568
What are they saying?
00:16:19.568 --> 00:16:24.492
How is this making life better for the business, either financially or even from an experience standpoint?
00:16:24.492 --> 00:16:25.134
What are you hearing?
00:16:25.264 --> 00:16:26.928
Yeah, I think we hear three things mainly.
00:16:26.928 --> 00:16:30.256
Number one thank you for handling the ESA requests.
00:16:30.256 --> 00:16:36.206
We know that dealing with HUD is sometimes tricky and they feel that we've lifted that burden off for them.
00:16:36.206 --> 00:16:49.925
So they have comfort in knowing that they appreciate that we are helping that onsite team, the onsite teams even if the onsite team has not handled the ESA request, they are accepting or denying people that are coming in with pets on a daily basis.
00:16:49.925 --> 00:16:58.289
They appreciate that we're taking that burden off of the onsite teams or, if it's centralized, someone potentially at the corporate office, by giving a recommendation.
00:16:58.289 --> 00:16:59.812
And that's exactly what we give.
00:17:00.312 --> 00:17:14.751
If there is a weight or breed restriction and we dump those into our algorithm and let the onsite team or whoever's deemed the responsible party know that resident that will be moving in may not fit within those guidelines.
00:17:14.751 --> 00:17:22.135
Based on what we call a FIDO score, like a FICA score, we give each pet a FIDO score.
00:17:22.135 --> 00:17:31.130
So if there are breed and weight restrictions, we may give someone with a German Shepherd if that is a restriction a zero PAW score.
00:17:31.130 --> 00:17:35.747
So we may make a recommendation that the pet has a zero PAW score.
00:17:35.747 --> 00:17:38.413
They can still say they want to allow them to move in.
00:17:38.413 --> 00:17:40.397
We're just giving them the information.
00:17:40.818 --> 00:17:44.631
Sometimes the property's in lease up and they're just happy to have somebody come to the door.
00:17:44.631 --> 00:17:46.179
They have great credit.
00:17:46.179 --> 00:17:50.172
They just need to know what pet is actually there, so they feel good knowing that.
00:17:50.172 --> 00:18:02.359
The third thing is knowing that they don't have a pet, and we actually have residents that are happy when properties use pet screening because they know that there is a process associated on site with managing the pets.
00:18:02.359 --> 00:18:10.451
So it's interesting that, since we serve 7 million units now that the prospective residents are even in tune to what we do at pet screening.
00:18:10.491 --> 00:18:11.727
Yeah, Are you hearing?
00:18:11.727 --> 00:18:16.586
Even in the sales process for renting is that being positioned as a value?
00:18:16.586 --> 00:18:21.487
You know, knowing, like even you're going into the bite records and all of that stuff.
00:18:22.250 --> 00:18:23.654
Most definitely.
00:18:23.654 --> 00:18:26.886
Prospects want to know and clients want to know what's happening with these pets.
00:18:26.886 --> 00:18:27.989
So that's absolutely correct.
00:18:28.089 --> 00:18:29.031
Yeah, interesting.
00:18:29.031 --> 00:18:35.860
What are the questions I should be asking that maybe I'm not asking in evaluating a company like yours?
00:18:36.061 --> 00:18:47.617
I think that I always think that we're the best kept secret, and when I joined the company, I heard that from our founder and our owner that we're the best kept secret and people don't know who we are.
00:18:47.617 --> 00:18:59.076
I think that even a concept of knowing that there is a property management tool out there that allows people to track pets is something that most people don't know about.
00:18:59.076 --> 00:19:02.925
So when you ask, you know what questions should I be asking?
00:19:02.925 --> 00:19:08.759
I think you covered a lot of what we talk about with prospective clients or existing clients.
00:19:08.759 --> 00:19:10.769
I think that you've covered most of those.
00:19:11.009 --> 00:19:12.875
Are you excited about anything next?
00:19:12.875 --> 00:19:16.015
Are you guys looking at other adjacent opportunities?
00:19:16.015 --> 00:19:21.350
I mean, I'm sure you're in these conversations Sounds like you've created some great relationships adding a lot of value.
00:19:21.350 --> 00:19:25.658
Is there anything exciting on the agenda for what's next for the brand?
00:19:25.904 --> 00:19:26.125
Yeah.
00:19:26.125 --> 00:19:37.547
So while our founder developed this company as a property manager serving property managers and that's really what we're about, as you can imagine there has been a lot of interest from other companies.
00:19:37.547 --> 00:19:42.436
Ceos are potentially trying to get people back into offices.
00:19:42.436 --> 00:19:47.073
So we've had some large office companies say, hey, can we use pet screening?
00:19:47.073 --> 00:19:51.771
Because maybe if we allow pets to come into the office, people will want to come to work a little bit more.
00:19:51.771 --> 00:20:02.054
I'm in our corporate office in Charlotte today, even though I'm based in Atlanta, and at any given day there's 20 to 30 pets in our office and so people usually dogs, people bring them in.
00:20:02.054 --> 00:20:04.111
So I think CEOs are looking at that.
00:20:04.573 --> 00:20:08.027
We're in the process right now of developing a short-term rental product.
00:20:08.027 --> 00:20:18.479
So basically, people want to take their pets on vacation Oftentimes the hotels, or even if you're going to a condo or you know somewhere on vacation, you can't bring your pets.
00:20:18.479 --> 00:20:28.437
So we're looking at developing a short-term rental, vacation rental product, very similar to what we do with long-term rentals, to allow people to bring their pets.
00:20:28.437 --> 00:20:38.989
If you're going to an Airbnb, you know you pay a deposit, but you can at least have your pet stay with you for the next week to a month, if you want to, and then there's other verticals that we will branch out into as well.
00:20:38.989 --> 00:20:50.591
We've had some interest from many different companies in different verticals, so I think those will come, you know, within the next 12 to 18 to 24 months as we continue to build out pet screening.
00:20:50.731 --> 00:20:51.253
I love that.
00:20:51.253 --> 00:20:52.155
Thanks for sharing that.
00:20:52.155 --> 00:21:27.384
You know, I think about like just the whole idea of the business that we serve multifamily, you know, there's always been this American dream to own a home and I think that's all being reimagined in terms of access being the new ownership right Like you can go into a city and even in the way that people work they're not working 25 years for Intel, you know, in Albuquerque and things like that and so if they're moving around, it makes sense to have an understanding of the travel impact and even in the short-term experience, you know, because I think a lot of that's coming into the industry as well.
00:21:27.384 --> 00:21:34.158
But I'm just curious, like in airline travel, I don't travel with my pets on the airlines and all that.
00:21:34.158 --> 00:21:35.590
What's that process look like?
00:21:35.590 --> 00:21:37.267
I guess?
00:21:37.267 --> 00:21:38.909
Have you guys thought through that?
00:21:38.909 --> 00:21:44.740
Or is that mostly ESA governance versus just frequent pet traveling?
00:21:45.764 --> 00:21:46.951
There is no governance.
00:21:46.951 --> 00:21:58.832
So we have talked about it and we have looked at it because you know, I think we've all been on flights and people take their dogs, usually out of their little carriers, and you're wondering is this dog going to bite me?
00:21:58.832 --> 00:22:05.634
You know like I was on a plane recently and the dog was walking up and down, you know the aisle and it was probably an 80 or 90 pound dog.
00:22:05.634 --> 00:22:08.628
You think to yourself, right, or even when you get nowhere to go.
00:22:08.648 --> 00:22:09.592
Right, You're at a hotel.
00:22:09.804 --> 00:22:12.855
Am I getting in with a dog that is vaccinated?
00:22:12.855 --> 00:22:15.087
Do they have a bite history and things like that.
00:22:15.087 --> 00:22:43.376
So I think that, as we think about pet screening and we think about you know 2.0 and then versions past that, taking the learnings that we have in multifamily and that we've developed over the 7 million units that we have, and you can imagine the rich data that we have supporting and behind that, I think you know thinking about the airlines and you know what we could potentially provide for them and you know the airlines, I think, have an interest because right now they just charge a fee and I have a sister that works at Delta.
00:22:43.376 --> 00:22:48.293
She's on the executive team and she said we charge a fee but we have no idea about that pet.
00:22:48.293 --> 00:22:50.097
Is it vaccinated, is it spayed or neutered?
00:22:50.097 --> 00:22:51.510
Does it have a bite history?
00:22:51.510 --> 00:22:52.645
How old is it?
00:22:52.745 --> 00:23:00.794
So all of those questions that we ask residents today, I think the airlines are becoming a little more wise as they've experienced, unfortunately, some liability issues.
00:23:00.794 --> 00:23:05.900
So I think it's a great question and it's a great thought and we've talked about it a lot here.
00:23:05.900 --> 00:23:13.469
As you can imagine, with any company, even though we're in strong growth mode, because we're past the startup mode how do you scale?
00:23:13.469 --> 00:23:19.611
Where do you go first and how do you scale and that's a lot of the conversations that we have when do we go next?
00:23:19.611 --> 00:23:27.469
And that's why we picked vacation rentals, because we think that that is the next natural step.
00:23:27.489 --> 00:23:28.753
And then what will be next on the horizon as we move forward.
00:23:28.753 --> 00:23:40.932
Yeah, I mean, spaces are spaces in many different places, like you have office right, libraries, you have restaurants, all these different things going on, and our residents experience all these things as much as anything else.
00:23:40.932 --> 00:23:42.376
But I was just curious.
00:23:42.376 --> 00:23:43.086
That's interesting.
00:23:43.086 --> 00:24:13.355
You know how you guys approach this stuff Very innovative, very visionary and just really enjoying the partnership too, because you know we aim to bring together top minds and multifamily, bringing in technology, innovation and, you know, making the business better for companies but also increasing the value of the relationship of all of our clients when they introduce residents to their portfolios, making life and renting a better experience.
00:24:13.355 --> 00:24:15.050
So thank you for coming on.
00:24:15.131 --> 00:24:15.994
Thanks for the opportunity.
00:24:16.577 --> 00:24:20.251
I appreciate it very much, yeah absolutely, and so we're about ready to wrap.
00:24:20.251 --> 00:24:21.510
I'd love to leave you with.
00:24:21.510 --> 00:24:24.807
Are there any final thoughts that you want to leave our listeners with before?
00:24:24.827 --> 00:24:47.234
we wrap up and offer a solution that can save them money, provide additional ancillary revenue, reduce liabilities and take care of their ESA requests.
00:24:47.234 --> 00:24:55.208
So I would love to talk to anybody about that and just look forward to continuing to learn from clients so we can continue to develop.
00:24:55.288 --> 00:24:55.750
Amazing.
00:24:55.750 --> 00:24:56.272
I love it.
00:24:56.272 --> 00:24:57.095
Build with them.
00:24:57.095 --> 00:25:05.050
So I love what you're doing, love what you're working on, and we all love pets, so at least here we do, so yeah pets are the new kids, as we say.
00:25:05.050 --> 00:25:14.435
As I said earlier, All right, well, thanks for coming on and for that we'll put all the notes in the show notes so you can reach out to the teams, and we'll see you guys in the next episode.
00:25:14.435 --> 00:25:15.299
Thanks for coming.
00:25:15.883 --> 00:25:16.325
Thanks so much.
00:25:16.325 --> 00:25:17.148
Have a great day you too.
면책 조항: 이 페이지에 포함된 팟캐스트와 작품은 Patrick Antrim에서 가져온 것입니다. 이 팟캐스트는 소유자의 재산이며 Listen Notes, Inc.와 제휴하거나 보증하지 않습니다.
