Bản chép lời đầy đủ của The 100th Rep: The Championship Formula & Big Announcement! - with Mark Brower

episodes and they have good intention, but bad follow-through. 00:02:04.239 --> 00:02:07.519 And even getting to 50 episodes is quite a feat. 00:02:07.599 --> 00:02:11.919 So for us to be able to double that, I think has been excellent. 00:02:12.080 --> 00:02:19.680 And for you to be a part of that journey for a good part of those episodes, uh, want to say congratulations to you as well. 00:02:19.919 --> 00:02:20.400 Thank you. 00:02:20.560 --> 00:02:21.680 It's been a pleasure. 00:02:21.919 --> 00:02:22.400 Yeah. 00:02:22.639 --> 00:02:29.280 It's funny because back when I used to coach basketball, back years ago, I coached 36 seasons of basketball. 00:02:29.439 --> 00:02:32.080 We coached year-round, so it's three seasons a year. 00:02:32.400 --> 00:02:41.759 But I used to tell the kids every time we would learn a new skill, the first hundred is practice because it would get so caught up with doing the first one right. 00:02:42.400 --> 00:02:47.840 You're going to line up at the free throw line and you're going to shoot your free throw and you are going to miss it. 00:02:48.000 --> 00:02:57.599 And if you don't have the mentality that we're doing the reps to get better, you're going to focus on the fact that you've missed three in a row. 00:02:58.000 --> 00:03:06.080 And so at that time I'm coaching little kids, and I just came up with this philosophy that the first hundred times you do anything is all practice. 00:03:06.400 --> 00:03:10.240 So I'm really proud of the fact that we've made it through practice. 00:03:10.479 --> 00:03:15.439 And now we are going to be launching season two with our next episode. 00:03:15.680 --> 00:03:18.479 Oh, and now everything's going to be perfect all the time. 00:03:19.120 --> 00:03:21.120 Well, it's not perfect. 00:03:21.520 --> 00:03:24.879 You know, it's not perfect practice that makes perfect. 00:03:25.120 --> 00:03:30.479 It's practice that iterates and you make small improvements over time. 00:03:30.560 --> 00:03:39.680 So it's the 100 iterations, not the 100 times of doing something exactly the same, because if you're doing it exactly the same, you're not improving. 00:03:40.000 --> 00:03:43.439 Yeah, the compounding of aggregate gains, 1% better. 00:03:43.599 --> 00:03:44.879 British cycling team. 00:03:44.960 --> 00:03:45.680 Let's go. 00:03:46.000 --> 00:03:46.400 Hmm. 00:03:46.560 --> 00:03:47.520 Let's touch on that. 00:03:47.599 --> 00:03:50.000 I think we touched on that early, early in the season. 00:03:50.719 --> 00:03:51.199 Oh my gosh. 00:03:51.280 --> 00:03:55.599 The British cycling team was the laughing stock of cycling for a hundred years. 00:03:55.919 --> 00:04:00.479 Never like one tour de fans, France victory in like a hundred years. 00:04:00.719 --> 00:04:07.759 And they hired this dude, and then he came in and just like started obsessing about little tiny things. 00:04:07.919 --> 00:04:10.800 The whole mantra became like we're going to get 1% better. 00:04:10.960 --> 00:04:12.159 So

what do they do? 00:04:12.319 --> 00:04:16.720 They actually start washing their hands differently so that there was less likelihood they would get sick. 00:04:16.879 --> 00:04:22.879 They experimented experimented with different um like um sunscreens. 00:04:23.040 --> 00:04:25.040 They experimented with different hydration. 00:04:25.199 --> 00:04:27.120 They experimented with different chain loops. 00:04:27.199 --> 00:04:37.920 They experimented with different, you know, like like cleaning systems for like just all these little tiny gains all over the place started stacking, and then bam, they started becoming dominant. 00:04:38.079 --> 00:04:45.199 They won like four Tours de France in seven years, and they like took all the podiums at the Olympics, and it was like massive, right? 00:04:45.360 --> 00:04:53.839 So it's the accumulation, the aggregation of marginal gains that has a massive compounding effect. 00:04:54.560 --> 00:05:00.079 I think to add to that, one thing that you you touched on, but you skipped over was they made the decision. 00:05:00.240 --> 00:05:01.920 They made the decision to get better. 00:05:02.160 --> 00:05:06.319 And they didn't say we need to scrap our bikes and start over from scratch. 00:05:06.560 --> 00:05:24.399 It was these incremental improvements over time, but they came together as a team and they they had the vision that they were going to achieve at a higher level, and they had the belief that they could, and they surrounded themselves with people that were going to support them in achieving their their vision. 00:05:24.800 --> 00:05:25.279 Absolutely. 00:05:25.439 --> 00:05:29.040 That's the there's a sense that there's a there's a component of identity to that. 00:05:29.279 --> 00:05:34.480 We become intolerant of the current level of our living when we see ourselves differently. 00:05:34.959 --> 00:05:39.279 Um I'm just finishing a second reading of um The Speed of Trust by Stephen M. 00:05:39.439 --> 00:05:39.519 R. 00:05:39.680 --> 00:05:40.160 Covey. 00:05:40.480 --> 00:05:43.040 And he says, he says both things are true. 00:05:43.279 --> 00:05:47.360 When we shift our paradigm, the way we see the world, our behavior changes. 00:05:47.600 --> 00:05:53.519 But also as we behave and speak differently, the way we see the world changes. 00:05:53.680 --> 00:06:11.519 And I think I think the people that start achieving uncommon results in life, they raise their floor and they both start seeing and behaving and speaking differently because they they have a new identity, and the old identity is intolerable. 00:06:13.120 --> 00:06:17.680 Let's talk a little bit about how to how to apply what you just talked about to business. 00:06:18.560 --> 00:06:26.160 You you've been able to, over the last few months, look under the hood of Onyx, what we're doing, what our coaching program looks like. 00:06:26.639 --> 00:06:29.600 And this podcast is a reflection of that. 00:06:29.759 --> 00:06:31.040 We share a little bit

here. 00:06:31.199 --> 00:06:37.680 We're going to be more intentional about sharing some of our secret sauce in this podcast in season two. 00:06:38.319 --> 00:06:44.079 But we we talk about who this podcast is for, who the Onyx system is for. 00:06:44.399 --> 00:06:45.680 Let's dig into that a little bit. 00:06:46.160 --> 00:06:48.399 Yeah, the the there's a beautiful analogy. 00:06:48.720 --> 00:06:55.120 Um uh 10 years ago, I joined something called Entrepreneur Organization Accelerator Group. 00:06:55.360 --> 00:06:58.079 They have chapters throughout the world, actually. 00:06:58.240 --> 00:07:07.680 And and the idea of this little uh group is that if your business is under a million in revenue but over 250, you can come together and do monthly accountability meetings. 00:07:07.839 --> 00:07:17.680 And at the time, it was the best vehicle or the best group setting accountability system uh setting for myself to help accelerate my learning and growth and accountability. 00:07:17.839 --> 00:07:30.480 And one month we sat there with our mentor, and he was, he has a larger, more successful business, and and he's like, he's listening to different struggles that we had, the the me and the five other guys in the group. 00:07:30.639 --> 00:07:40.800 And then he took out his whiteboard and he drew a jagged edge of a cliff, like straight up and down, kind of jagged, and then drew a stick figure on the side of this cliff. 00:07:41.600 --> 00:07:43.519 And he's like, This is you guys right now. 00:07:43.680 --> 00:07:47.120 You're you're like hanging on to the side of the cliff right here. 00:07:47.680 --> 00:08:00.959 And and and you think, you know, you you think that as your business grows, like how hard it is now, you're timing that by two, and you think when I'm twice the size I am, it's gonna be twice as hard. 00:08:01.120 --> 00:08:03.199 And it's absolutely overwhelming. 00:08:03.759 --> 00:08:07.839 He's like, what you don't realize because you can't see it yet, is above you. 00:08:07.920 --> 00:08:17.360 And he kept drawing this line of this cliff face, and then it started like actually getting less steep and then eventually became a little more gradual. 00:08:17.439 --> 00:08:19.519 And then it almost leveled off at a certain point. 00:08:19.680 --> 00:08:27.920 He's like, he's like, actually, once you achieve the right kind of growth, things actually start becoming easier. 00:08:28.079 --> 00:08:31.120 And at that moment, like I wanted to like shout for joy. 00:08:31.199 --> 00:08:32.799 I was like, what are you like? 00:08:32.879 --> 00:08:35.679 Here's a guy that's actually where I want to be. 00:08:35.840 --> 00:08:38.960 And he tells me I can get there and it's gonna be easier. 00:08:39.200 --> 00:08:41.039 I was like so so excited. 00:08:41.519 --> 00:09:00.879 And so the reason I think of that is because this ironic program, the championship formula, essentially removes you from growth multiplying chaos and it puts you on a path of growth while minimizing chaos at the same time. 00:09:01.039 --> 00:09:04.879 And there's nothing more beautiful in business than that. 00:09:05.600 --> 00:09:10.879 So we'll touch on the championship formula here in a little bit, but but let's talk a little bit about who that's for. 00:09:11.039 --> 00:09:15.360 You touched on the fact that this guy has been where you want to be. 00:09:15.519 --> 00:09:20.320 And we did some research when we we went through and we did some analysis of our current client base. 00:09:20.480 --> 00:09:35.919 So one of the interesting things as we were going through our audit, as you were looking at some of the data that we had, we discovered, and we knew this, but we we kind of dug into it that 50% of the people that are in our Onyx program have more than a thousand doors. 00:09:36.080 --> 00:09:45.679 Now that means the other 50% have under a thousand doors, but it speaks to this where you you had to have a certain level of success to be in that room that you were in. 00:09:45.840 --> 00:09:49.759 And yet those people were were still looking for improvement. 00:09:49.840 --> 00:09:58.320 And it's the same thing with the people in our program where even though they have a thousand doors, when they come to us, they've built a level of success. 00:09:58.480 --> 00:10:04.080 They have a team, they have revenue, but they're still bottlenecked, they're still stuck in the business. 00:10:04.159 --> 00:10:08.960 And that's where we start talking about the fact that we're in the entrepreneur extraction business. 00:10:09.039 --> 00:10:26.080 And our job, our role when they bring us on is to extract them from the business they built that now owns them and to help them build a life that complements and supports their personal life versus one that competes with it. 00:10:26.480 --> 00:10:32.000 In my experience, Tony, business growth has not has never been linear. 00:10:32.639 --> 00:10:38.240 We're we're you know, we rise to this point and then we we kind of hit a plateau usually. 00:10:38.960 --> 00:10:44.159 And then we don't just necessarily go from one plateau up to another plateau. 00:10:44.639 --> 00:10:54.399 Usually, in my experience, and I know I've talked to other entrepreneurs and it's like this for them, from this plateau, we have to get through kind of a little valley of death. 00:10:54.559 --> 00:11:01.919 And then if we do that successively, we get to the next successive higher plateau, not easily accomplished. 00:11:02.080 --> 00:11:24.159 And so what's really predictable for me is so far in my journey, I expect this to continue, is these successive plateaus where a breakthrough is is needed and and and often there's some pain and sometimes some retraction and some rebuilding that happens before I can get to that next higher level. 00:11:24.559 --> 00:11:35.120 The beautiful thing about it is the principles of breaking through those plateaus are consistent and they scale. 00:11:35.840 --> 00:11:54.159 So so

even though the nature of the rebuilding is slightly different for me when I'm at a thousand doors, I'm in a I can revisit the same principles, uh the same guideposts, the same underlying laws that helped me break through when I was stuck at 500 doors. 00:11:55.039 --> 00:11:55.600 Absolutely. 00:11:55.679 --> 00:11:58.399 And I want to touch on the valley of death that you mentioned here a little bit. 00:11:58.480 --> 00:12:21.759 And I know we talk about the Grand Canyon quite a bit on our on our show here because we took a group of property management entrepreneurs and we led them through from the north rim down into the bottom of the Grand Canyon, across the Colorado River, and then up the extension out of the Grand Canyon on the South Rim. 00:12:22.000 --> 00:12:29.360 And we took people of all different categories or levels, both in their business and in their fitness. 00:12:29.519 --> 00:12:33.200 And we were the same guides throughout that process. 00:12:33.519 --> 00:12:40.080 And it was easier for everybody that went with us because they did have us as guides to help them along the way. 00:12:40.240 --> 00:12:44.240 And the way I look at it is with our onyx program, we're doing the same thing. 00:12:44.399 --> 00:12:51.200 You can be at a thousand doors, you can be at 300 doors, and we're guiding you through that same process and we're helping you get there. 00:12:51.279 --> 00:13:17.200 And as a matter of fact, the people who are under that thousand doors, if they start with our program and start taking advantage of it when they're smaller, they have less rebuilding, less breaking down to reconstruct because they're they're getting a guide or somebody that can take them through that valley of death sooner in the process before it's all built around them. 00:13:18.799 --> 00:13:28.639 So I think the the people that that are listening to this podcast and the people that are interested in in our program, we'll talk a little bit about that, are people who just want more freedom. 00:13:29.120 --> 00:13:35.440 They've built a good life, they've built a good business, but they feel a little bit overwhelmed. 00:13:35.600 --> 00:13:42.000 They feel like they are capable of more and they have a bigger purpose in life. 00:13:42.159 --> 00:13:55.039 They they may be burnt out, they may not be able to see how to get to the next step, but they want that freedom and they want that purpose, they want that bigger life, and they're just looking for a way to be able to accomplish that. 00:13:55.440 --> 00:14:04.960 As we grow our businesses, we should be moving up Maslow's hierarchy of needs toward those higher levels of being, where um, you know, we're getting close to self-actualization. 00:14:05.039 --> 00:14:13.840 And Dan Solomon talks about the four freedoms entrepreneurs are going for is freedom of time, freedom of money, freedom of purpose, and freedom of relationship. 00:14:14.080 --> 00:14:30.480 Um, some of the most beautiful, gratifying payoffs for me have been that I can keep hiring amazing people that I really enjoy trading the best hours of my days and the best days of my life with, doing something meaningful. 00:14:30.720 --> 00:14:39.600 And uh the meaningful, purposeful work that we do is really at the end of the day, uh from my perspective, an expression of love. 00:14:39.759 --> 00:14:45.679 I think when we use our God-given time, gifts, and talents in the service of other people, that's just love. 00:14:45.840 --> 00:14:53.360 And we've been able to organize that loving into a business and to do as much of that as we possibly can. 00:14:53.519 --> 00:14:55.120 I think it's a beautiful pursuit. 00:14:55.200 --> 00:14:56.639 It's so gratifying. 00:14:56.879 --> 00:14:59.919 It's so worthy of our time and effort. 00:15:00.559 --> 00:15:09.919 So let's talk about how we have put together a program that we have walked people through to accomplish some of those things, same things that you just mentioned. 00:15:10.000 --> 00:15:17.519 So we talk about the championship formula, and there are really seven core components that every property management company needs. 00:15:17.600 --> 00:15:21.519 And again, in season two, we're gonna walk you through each one of these components. 00:15:21.600 --> 00:15:27.440 We're kind of introducing this to the people who have not been exposed to our program in the past. 00:15:27.600 --> 00:15:32.320 We're introducing what the overall framework looks like. 00:15:32.559 --> 00:15:42.879 But I just want to go through those for people who are listening to see what it looks like to create a business that can operate without you being in the day-to-day, without you being in the weeds. 00:15:43.120 --> 00:15:46.879 So we generally start off with our game plan. 00:15:46.960 --> 00:15:49.840 And in so out of the seven components, that's the first one. 00:15:49.919 --> 00:15:58.159 That's where we get really clear on who's our target client, what are our company goals, what are our personal goals that we want the company to help us fulfill. 00:15:58.320 --> 00:16:01.279 And then what are our income and revenue streams? 00:16:01.519 --> 00:16:05.200 And I've been teaching income and revenue streams since about 2015. 00:16:05.360 --> 00:16:07.679 I've got a presentation that's old on the internet. 00:16:07.919 --> 00:16:08.720 I don't even have a beard. 00:16:08.799 --> 00:16:10.080 I'm wearing a three-piece suit. 00:16:10.159 --> 00:16:13.279 So that tells you how much my personality has changed since then. 00:16:13.519 --> 00:16:23.759 But uh we do that and uh and I walk you through, we have a hundred different fees or levels of service that we can provide. 00:16:23.840 --> 00:16:30.240 Now, of course, you can't introduce all 100 of those in your property management business, but it's like a menu. 00:16:30.320 --> 00:16:32.240 It's like going to the Cheesecake Factory. 00:16:32.399 --> 00:16:39.039 The menu is huge, and you pick what you want to be

able to roll out to help you create a profitable business. 00:16:39.200 --> 00:16:57.200 And once we've increased your profit by, and I'm not a FEMAX guy, I don't think it makes sense for your business to squeeze a nickel out of somebody just because you can, but I do believe in maximizing the value we deliver to the people we serve and then being appropriately compensated for that value. 00:16:57.440 --> 00:17:11.680 And so we walk you through those hundred fees along with the legal information, some sample legal information to put in your agreements, the three objections, and then three objection handlers for each objection. 00:17:11.839 --> 00:17:14.400 So that's kind of a comprehensive piece for that. 00:17:14.880 --> 00:17:23.599 And one of the most powerful breakthroughs early on in your championship formula is addressing this revenue piece. 00:17:23.759 --> 00:17:36.240 In order for us to really have the fuel, the cash to help build something meaningful and accelerate our growth, we've got to get our revenue per unit above 275 doors at$75 a month. 00:17:36.400 --> 00:17:41.839 And that doesn't just mean that we're gonna start taking that money wherever we can get it. 00:17:42.000 --> 00:18:04.559 To your point, we're gonna intentionally get really serious about what our best clients want, what they're willing to pay for, offer those things to them better than anybody else, or in our according to our own unique ability, which Dan Sullivan would say is is what we should do, and then and then drive that value, be rewarded for it, feel worthy of it. 00:18:04.799 --> 00:18:09.359 And as that cash comes in, it starts fueling the rest of the growth. 00:18:09.519 --> 00:18:11.599 So it's a very important first piece. 00:18:12.000 --> 00:18:12.240 Yeah. 00:18:12.319 --> 00:18:15.440 And you touch on something that I want to make sure we make that connection. 00:18:15.680 --> 00:18:20.720 You're we're identifying, we call it the target client profile, not the ideal client. 00:18:21.039 --> 00:18:22.160 For me, it's very intentional. 00:18:22.240 --> 00:18:24.640 It's the targets, the center of the bullseye. 00:18:24.799 --> 00:18:30.000 And those are the people that we design our messaging, our marketing, but also our systems. 00:18:30.240 --> 00:18:31.359 You know, I use the example. 00:18:31.519 --> 00:18:46.480 If we if I threw two kinds of parties and I invited you to my party and I throw formal black tie parties and then I throw some pool parties with some brews and barbecues in the backyard, you're excited to come to one of my parties. 00:18:46.640 --> 00:18:56.079 If you show up, I've I told you that I have this formal party and you show up in black tie and it just happens to be that we're having the pool party. 00:18:56.240 --> 00:19:07.759 No matter what I told you before you come through the system, before you come through our front doors, you're going, you're not gonna stick around long because you're gonna say, This is not what I expected once I come through the front door. 00:19:08.000 --> 00:19:18.400 And so vice versa, if you show up in in instead of formal attire, you show up in your bathing suit and you walk through and everybody else is in formal gowns and and tuxedos, you're not gonna stick around. 00:19:18.559 --> 00:19:24.799 So what we do is we identify what your target client is, and then what do they value? 00:19:25.359 --> 00:19:32.079 And there are a lot of things in property management where we provide value and that our clients never know. 00:19:32.400 --> 00:19:38.799 So what we do is with a lot of the things that we are already doing, we'll cut that off and slap a label on it. 00:19:39.119 --> 00:19:46.799 And now they're willing to pay for it because it's not only the additional value, but it's the additional perceived value that people will pay for. 00:19:47.119 --> 00:19:47.279 Yeah. 00:19:47.519 --> 00:19:49.920 And you mentioned that$275 per door. 00:19:50.319 --> 00:19:52.559 We we kind of look at that as a floor. 00:19:52.720 --> 00:20:01.839 Like that's that's kind of the minimum we think we can get you to that we expect, but but we have people in our program that exceed that, they're well into the 400s. 00:20:02.079 --> 00:20:06.960 And so it's it's not that we're trying to get everybody to have the same model. 00:20:07.200 --> 00:20:14.400 What we do is we introduce what's possible and then have you design the business you want where you're appropriately compensated for that value. 00:20:14.640 --> 00:20:14.799 Yeah. 00:20:14.880 --> 00:20:23.519 So that game plan piece, again, just to recap clear mission, vision, core values, target client profile, defined income streams. 00:20:23.680 --> 00:20:27.200 And now we're on our way to building something meaningful. 00:20:27.279 --> 00:20:30.480 And then step two, Tony, is the rule book. 00:20:30.640 --> 00:20:31.599 Talk about that. 00:20:32.000 --> 00:20:40.480 So a lot of times people will you you've heard kind of a buzzword in our industry the last five, six years is you gotta automate your processes. 00:20:40.640 --> 00:20:44.319 You gotta you gotta you've gotta put processes in place. 00:20:44.400 --> 00:20:47.920 And that's not wrong, but it's wrong at the wrong timing. 00:20:48.319 --> 00:21:00.960 And a lot of people jump right to process, which is what we do and how we do it, when they should be focusing on the policy, which is what we do and why we do it. 00:21:01.440 --> 00:21:07.599 So we need to focus on what we do and why we do it, not necessarily the how we do it, right? 00:21:07.759 --> 00:21:09.680 The how we do it is our process. 00:21:10.480 --> 00:21:20.319 And and so our rule book, think about it this way: if we both bought NFL teams, the rules of how you win the game would already be predefined. 00:21:20.799 --> 00:21:23.440 And so there's not a lot we can do. 00:21:23.519 --> 00:21:28.000 We can work within the rules, work within the boundaries, but we didn't buy NFL teams.

00:21:28.319 --> 00:21:30.400 We have property management businesses. 00:21:30.559 --> 00:21:42.000 And so, what it means to win the game of property management at your company, or what it means to win and what the rules are policies that we want to follow, we've got a lot of that stuff in our head. 00:21:42.160 --> 00:21:55.359 And we help you again extract that out of your skull so that you can put it onto paper or put it into a digital system so that your team can follow your rules of how to play the game of property management. 00:21:55.680 --> 00:21:55.839 Okay. 00:21:56.000 --> 00:21:59.680 I want to give people just a really quick framework for this, and let's keep the cade. 00:22:00.319 --> 00:22:00.640 Going. 00:22:00.799 --> 00:22:02.240 There's so much that we could talk about. 00:22:02.319 --> 00:22:06.960 We could make this a two or three hour episode, but we want to stay light. 00:22:07.119 --> 00:22:12.319 But there's a really cool matrix that makes this rule book formation super powerful. 00:22:12.480 --> 00:22:20.240 And what we're doing is we're looking at landlords and properties, tenants and leases, vendors and maintenance, company and team. 00:22:20.400 --> 00:22:22.000 These are four categories. 00:22:22.160 --> 00:22:25.440 And then we have five different stages that are vital. 00:22:25.599 --> 00:22:29.920 And we help you identify two of the stages where things most often go wrong. 00:22:30.160 --> 00:22:35.440 So those five stages are prospect, onboarding, active, termination, and closed. 00:22:35.599 --> 00:22:40.960 And what we've found is that most of the issues lie with onboarding and termination in these in-between spaces. 00:22:41.119 --> 00:22:44.240 So this framework actually helps uncover a lot of blind spots. 00:22:44.319 --> 00:22:48.799 And you might think you've already got good policies and procedures, but this one really shores it up. 00:22:49.039 --> 00:22:50.640 Okay, so that's enough of a teaser. 00:22:50.720 --> 00:22:51.839 Let's go to the playbook next. 00:22:52.160 --> 00:22:52.319 Yeah. 00:22:52.400 --> 00:22:56.799 So what you just what you just mentioned, we call that the the Onyx property management grid. 00:22:56.960 --> 00:22:58.640 We have a tool where we lay that out. 00:22:58.720 --> 00:23:03.200 It's very easy to see what phases are involved and what categories. 00:23:03.279 --> 00:23:08.799 So as you're building this out, your team can very easily know where to go to get the information that are left. 00:23:09.119 --> 00:23:12.880 The beautiful thing is it enrolls in the process, which is super powerful. 00:23:12.960 --> 00:23:14.880 We can go into greater detail about all that. 00:23:15.119 --> 00:23:16.480 Tell us about the playbook. 00:23:16.799 --> 00:23:16.960 Okay. 00:23:17.119 --> 00:23:19.759 So with our rule book, those are the policies. 00:23:19.839 --> 00:23:21.759 Again, what we do and why we do it. 00:23:21.920 --> 00:23:26.720 The the process, those are our our playbook, the

plays we execute. 00:23:26.880 --> 00:23:28.559 So that is how we do it, right? 00:23:28.960 --> 00:23:29.519 How we do it. 00:23:29.599 --> 00:23:30.079 Yep. 00:23:30.559 --> 00:23:37.039 So the the interesting thing that we've learned over the years is people support what they help create. 00:23:37.359 --> 00:23:40.480 So policy belongs to the business owner. 00:23:40.799 --> 00:23:41.440 Owner. 00:23:41.759 --> 00:23:45.680 The process belongs to the people closest to the front line. 00:23:46.079 --> 00:23:49.440 We don't want to sit in a room and create our processes. 00:23:49.519 --> 00:23:52.480 And this is where most people get their process documentation wrong. 00:23:52.640 --> 00:24:00.640 They'll sit in a room and for four months create all of these processes, an onboarding process for a landlord, a terminating process for a tenant. 00:24:00.880 --> 00:24:04.880 And they'll go through these processes and then they'll roll them out to their team. 00:24:05.039 --> 00:24:13.759 What's even worse is if they build it out into a system like aptly or a system like Lead Simple without involving the team and starting with policy first. 00:24:14.160 --> 00:24:23.039 So if we go to our team and say, what are we currently doing or what should we be doing to adhere to or uphold these policies? 00:24:23.200 --> 00:24:26.559 And then we ask our frontline people to participate. 00:24:26.960 --> 00:24:29.920 So there's two things, two reasons why we want to do that. 00:24:30.079 --> 00:24:33.200 Number one, I already mentioned people support what they help create. 00:24:33.440 --> 00:24:41.279 Number two is that when we have somebody help us do that documentation, it takes that workload off our plate. 00:24:41.599 --> 00:24:51.279 And if you've been listening to this podcast at all this year, you've heard me drive home the theme that there's$10 an hour activity,$100 an hour activity, and$1,000 an hour activity. 00:24:51.440 --> 00:24:59.200 And for you to sit down and document the individual steps that your people should be taking is$10 an hour activity. 00:24:59.440 --> 00:25:01.680 You should not be doing that as the business owner. 00:25:01.920 --> 00:25:08.960 They should be documenting that and saying this is what we are currently doing or what we should be doing to adhere to or uphold those policies. 00:25:09.200 --> 00:25:12.400 And then of course you get veto power and you can reorder things. 00:25:12.720 --> 00:25:18.960 But if they contribute, they're going to support it and it's going to be way more successful. 00:25:19.279 --> 00:25:19.599 Okay. 00:25:19.759 --> 00:25:22.640 Let's keep going and stay light and keep the momentum. 00:25:22.799 --> 00:25:24.319 Positions, roles and response. 00:25:24.640 --> 00:25:25.759 Positions are important. 00:25:25.839 --> 00:25:29.440 This is the next major component of the championship formula. 00:25:29.680 --> 00:25:33.680 We're talking, we talked about policies and procedures, talked about processes.

00:25:34.000 --> 00:25:36.000 That was the playbook. 00:25:36.319 --> 00:25:36.720 Yep. 00:25:37.119 --> 00:25:38.720 Now we have positions. 00:25:38.960 --> 00:25:40.319 What are positions, Tony? 00:25:40.559 --> 00:25:43.440 So our positions are just the roles and responsibilities. 00:25:43.599 --> 00:25:44.799 Who's doing what? 00:25:45.039 --> 00:25:51.279 And it's amazing as I start to dig into these companies to see how gray things are. 00:25:51.599 --> 00:25:54.480 Sometimes this person does it, sometimes that person does it. 00:25:54.720 --> 00:25:57.920 And there's no set accountability standards. 00:25:58.000 --> 00:26:10.480 And if you have no accountability chart, which we dig into and we have an accountability chart of who's doing what now and then who should be doing it in the future, because we help you transition into a better structure. 00:26:10.720 --> 00:26:19.440 Sometimes that evolves going from a portfolio structure to departmental or departmental to a pod-based structure. 00:26:19.599 --> 00:26:27.839 So we look at all that, but we help you get really clear on what role is responsible for what activity, not what person, what role. 00:26:28.160 --> 00:26:29.359 Because think about this. 00:26:29.599 --> 00:26:44.240 If we were to go back to the NFL, if we were creating a championship team that we expected to win the Super Bowl, we wouldn't look around at the people that were available and say, well, that guy's pretty good at hopping and he can also throw, but he can also block. 00:26:44.400 --> 00:26:47.119 So let's build a position around that guy. 00:26:47.359 --> 00:26:50.880 What you do is you say, what positions do we need on the team to win? 00:26:51.359 --> 00:26:57.359 And then let's make sure that we have the right processes assigned to the right position. 00:26:58.079 --> 00:27:03.680 There's absolutely a lot of blocking and tackling that happens in the front lines of property management. 00:27:03.839 --> 00:27:05.359 These roles are fairly static. 00:27:05.440 --> 00:27:12.799 They don't require a lot of creativity, but you need to know exactly who does what, and it needs to be clearly defined. 00:27:12.960 --> 00:27:22.799 You leak a lot of energy and a lot of uh manpower and resource cost when it's not clearly defined and people don't know what they're supposed to be doing. 00:27:23.039 --> 00:27:28.319 I had an economics professor at the MBA school who said, said this probably 50 times. 00:27:28.480 --> 00:27:33.039 He said, when nobody owns when nobody owns it, nobody takes care of it. 00:27:33.359 --> 00:27:38.000 When everyone owns it, nobody takes care of it. 00:27:38.319 --> 00:27:40.720 When someone owns it, they take care of it. 00:27:41.200 --> 00:27:42.799 And that leads us to the players. 00:27:42.960 --> 00:27:44.240 Tell us about the players, Tony. 00:27:44.640 --> 00:27:44.880 Yeah. 00:27:44.960 --> 00:27:50.160 So a lot of times we'll come in and and I'll say, Well, why are you doing inspections that way? 00:27:50.480 --> 00:27:54.640 And they'll say, Well, you know, Joe, Joe is not really good with technology. 00:27:54.720 --> 00:28:00.559 So he's just, it's easier if we just give him a clipboard and a checklist and then he goes in and does his move out inspections that way. 00:28:00.880 --> 00:28:08.480 And so what I hear is people are defining their positions based on the players they already have on the team. 00:28:09.680 --> 00:28:11.279 That's the totally the wrong way to go. 00:28:11.359 --> 00:28:21.759 We've already talked about what positions do we need to be able to uphold the policies we have to execute the processes that we have, what positions do we need on the team? 00:28:21.920 --> 00:28:31.039 And then how do we go out and recruit, train, and retain the championship level player to fill those positions? 00:28:31.279 --> 00:28:43.680 So it's just really getting clear on, and it's not immediately, we don't, we don't, if we have somebody that's in the wrong position, we look at do we move them to another position or do we help them transition to another team? 00:28:43.920 --> 00:28:53.119 But we create a plan for that to help make sure that we have all the right players that have all the right skills to execute in the positions that we put them in. 00:28:53.599 --> 00:28:54.559 Very good. 00:28:55.279 --> 00:28:56.000 Very, very good. 00:28:56.160 --> 00:28:57.279 Equipment is next. 00:28:57.599 --> 00:28:57.839 Okay. 00:28:57.920 --> 00:29:03.759 So if we're gonna do all of this or if we're gonna put people on the field, we want to make sure we've properly equipped them for battle. 00:29:03.839 --> 00:29:09.200 So our equipment that we go through is our tools, technology, training, and resources. 00:29:09.440 --> 00:29:15.519 So we make sure that now that we've defined the team we need, we look at all of the equipment that you have. 00:29:15.680 --> 00:29:17.759 So are you properly training the people? 00:29:17.920 --> 00:29:19.279 What's our training cadence? 00:29:19.440 --> 00:29:21.039 What is our meeting structure? 00:29:21.200 --> 00:29:25.279 I know a lot of people in the property management space have heard about EOS. 00:29:25.519 --> 00:29:28.240 And we run an EOS-like system. 00:29:28.400 --> 00:29:34.160 It's not pure EOS because I think EOS for some smaller businesses is a little bit overkill. 00:29:34.480 --> 00:29:45.440 But we look at how do we run our system, how do we execute the things we need to execute, what what tools do we give them, what technology do we implement? 00:29:45.680 --> 00:29:52.720 And then not only do we look at what we should add, but almost more importantly, what do we need to take away? 00:29:52.960 --> 00:30:03.119 A lot of times as property management companies, we start grabbing all of these different shiny objects and have our team do a little bit in this software, a little bit in this software. 00:30:03.519 --> 00:30:08.079 And I heard the difference one time between American

art and European art. 00:30:08.240 --> 00:30:14.480 And in American art, we start with a blank canvas and we throw stuff at it until it looks like art. 00:30:14.720 --> 00:30:20.319 And in European art, they start with a block of marble and they carve away everything that's not art. 00:30:20.640 --> 00:30:21.680 And I just love that. 00:30:21.839 --> 00:30:29.200 I love the the vision of going into companies and helping them carve away everything that's not art. 00:30:29.519 --> 00:30:30.400 So beautiful. 00:30:30.640 --> 00:30:40.400 Okay, we're getting through these seven different components, but I just want to pause really quick and just identify this idea that there's a sequence to these, Tony. 00:30:40.640 --> 00:30:42.640 The game we started with the game plan. 00:30:42.799 --> 00:30:48.880 These are the high-level goals, the core values, the mission, the vision, the target client, the income streams. 00:30:49.039 --> 00:30:53.039 These are it's it's like that was a foundational layer, right? 00:30:53.200 --> 00:30:56.960 And then we got the rule book, which policies come before processes, right? 00:30:57.039 --> 00:30:59.680 So then the processes are the playbook. 00:30:59.839 --> 00:31:10.880 And now that we know who we are, what drives our thinking and how we do things, then we attach that accountability piece, those positions. 00:31:11.359 --> 00:31:15.920 And then beyond the positions are the individual players that need to be in the positions. 00:31:16.079 --> 00:31:19.200 So this whole thing stacks on top of each other. 00:31:19.440 --> 00:31:19.519 Right. 00:31:19.680 --> 00:31:24.640 And you you wouldn't put equipment before you put vision and outcome, right? 00:31:25.119 --> 00:31:26.880 You have to start in these orders. 00:31:26.960 --> 00:31:29.440 This this has a beautiful cadence to it. 00:31:29.759 --> 00:31:34.880 Now, to be fair, most companies are already up and running, and so they have some of this in place. 00:31:35.039 --> 00:31:41.440 So what we'll do is we look at what you already have in place, and then we look at where where to circle back and correct that. 00:31:41.599 --> 00:32:02.240 So you can start in any one of these, but we eventually take you back up to game plan and circle back around and continue to make your success cycle smaller and smaller and smaller and tighter and tighter till we're we're carving off two percent uh improvement. 00:32:02.319 --> 00:32:04.880 And that makes a drastic difference in the company. 00:32:05.279 --> 00:32:08.880 And how do we do that if we don't measure the right things, Tony? 00:32:09.039 --> 00:32:09.279 Right? 00:32:09.599 --> 00:32:10.720 Well, that's what I always say. 00:32:10.799 --> 00:32:16.799 So our last component, our seventh core component of the championship formula is the scoreboard. 00:32:17.039 --> 00:32:26.000 If we're gonna do all this work, if we're gonna put the right people in the right positions and give them the right equipment and put them on the

field, we need to know are we winning or losing? 00:32:26.480 --> 00:32:30.240 Are we winning at the game of property management or not? 00:32:30.480 --> 00:32:33.920 And most people do not know if they're winning or losing. 00:32:34.160 --> 00:32:40.400 And so what we have with our yeah, yeah, what gets measured gets managed. 00:32:40.720 --> 00:32:41.519 Peter Drucker. 00:32:41.839 --> 00:32:42.640 Peter Drucker. 00:32:43.519 --> 00:32:46.160 So this is where we do that in our scoreboard. 00:32:46.240 --> 00:32:56.079 So our scoreboard is our KPIs, which is our key performance indicators, our OKRs, our objectives and key results, and then our financial metrics. 00:32:56.240 --> 00:32:59.119 So we help you look at all of your financial metrics. 00:32:59.200 --> 00:33:01.599 We help you look at all of your KPIs. 00:33:01.680 --> 00:33:12.799 And I gotta be honest with you, I've been in this business a long time, and I've seen a lot of people teaching KPIs, and most of them teach it wrong, and most then are doing it wrong. 00:33:12.960 --> 00:33:25.599 So we'll we don't need to get into it now, but there's two types of KPIs that we will help you build out, and that is our trending KPIs or our company stats, and then our actionable KPIs. 00:33:25.839 --> 00:33:33.200 What actions do we need to take to make sure that we have a positive impact on our trending KPIs? 00:33:33.519 --> 00:33:34.000 Beautiful. 00:33:34.160 --> 00:33:34.319 Okay. 00:33:34.720 --> 00:33:36.319 I want to point something out. 00:33:37.200 --> 00:33:40.960 You have made a decision to give all this stuff away for free. 00:33:41.039 --> 00:33:48.319 You're gonna start creating content on all of this stuff, which to some people could sound counterintuitive. 00:33:48.480 --> 00:34:06.480 Like you have a high-value system program that effectively moves people off these chaotic plateaus through these transitions and then on to greater growth, extracting the entrepreneur from that chaos and building more freedom. 00:34:06.720 --> 00:34:08.960 Why would you give this away for free? 00:34:09.199 --> 00:34:11.280 And what's behind this thinking? 00:34:11.679 --> 00:34:12.320 Well, two things. 00:34:12.480 --> 00:34:24.400 I think there are people that are naturally interested in what we have to offer, but they've not hit the growth level or the growth potential to be able to engage with us. 00:34:24.719 --> 00:34:26.800 Or they're just a smaller size. 00:34:27.039 --> 00:34:39.440 And if we can get them this information ahead of time before they grow to the point where they have this business that is essentially surrounding them and suffocating them, we can help save them. 00:34:39.599 --> 00:34:46.239 So, on one hand, we want to give them the information to be able to build a business on their own. 00:34:46.480 --> 00:34:54.559 But on the other hand, one of the things that I've noticed, and I know you know this too, I have a running coach and I've been running since 2014. 00:34:54.719

--> 00:34:57.440 I know how to run, I know how to put one foot in front of the other. 00:34:57.920 --> 00:35:07.519 It's the accountability, it's the camaraderie, and it's somebody that has that can help me tweak. 00:35:08.000 --> 00:35:15.199 It's it's finding the little bit of of information that's gonna help me during my implementation. 00:35:15.519 --> 00:35:18.000 So we want to share what's possible. 00:35:18.239 --> 00:35:28.320 And then what we've discovered is that information is cheap, but implementation and and proximity is what people pay for. 00:35:28.960 --> 00:35:31.360 So I want to add a quick story to this. 00:35:32.559 --> 00:35:38.400 Back Thanksgiving, like a few months ago, five months ago, I said, I'm gonna start running again. 00:35:38.639 --> 00:35:40.320 I'm gonna go for a hundred mile race. 00:35:40.559 --> 00:35:42.159 I'm not as cool as Tony Klein. 00:35:42.239 --> 00:35:44.400 He's run 100-mile races, 200 mile races. 00:35:44.639 --> 00:35:46.159 Most I've ever done is 100K. 00:35:46.320 --> 00:35:48.639 That's a baby race compared to Tony Klein. 00:35:48.800 --> 00:35:53.519 I I wasn't thinking about Tony Klein, but I'm like, I want to do a hundred mile race in 2026. 00:35:53.679 --> 00:35:55.039 I told my coach, let's go. 00:35:55.199 --> 00:35:59.840 He started ramping up my mileage, and then boom, knee pain hits me. 00:36:00.559 --> 00:36:07.519 And he's like, Well, here's the exercises to do, get some bands, do these exercises, and here's the YouTube links. 00:36:09.039 --> 00:36:10.000 I didn't do them. 00:36:10.159 --> 00:36:12.320 Like I wanted this goal so bad, I didn't do it. 00:36:12.480 --> 00:36:24.159 So then I found a local guy right by my office that does strength training, and I go there twice a week for an hour, and he stands over me and he tells me what to do for an hour. 00:36:24.320 --> 00:36:25.039 Guess what? 00:36:25.199 --> 00:36:26.400 I am doing it. 00:36:26.559 --> 00:36:27.519 I am doing it. 00:36:27.760 --> 00:36:31.280 It's the implementation that makes all the difference. 00:36:31.519 --> 00:36:42.559 There are vast stores of knowledge available to anyone on YouTube about almost anything now, but it's it's the curation of it and distilled in the right form. 00:36:42.719 --> 00:36:56.079 And then it's the people that have been there and done that that will link arms with you and do it with you that makes the biggest difference from my experience in actually making something shift and actually implementing something. 00:36:56.639 --> 00:36:57.360 Absolutely. 00:36:57.519 --> 00:37:03.599 You know, there's I love NARPAM and I don't know how many members there are now, four or six thousand, something like that. 00:37:03.760 --> 00:37:11.119 And so if you want to just kind of go and rub elbows and and share surface level war stories, NAPAM is a great place to do that. 00:37:11.199 --> 00:37:20.719 And I've got a lot of value out of it, so I'm not knocking it, but I kind of equate being in a in an environment like that as being in the stadium, right? 00:37:20.880 --> 00:37:48.000 And what we want to do is we want to give people an opportunity from to move from being in the stadium to being in the locker room at halftime and saying, look, we've we've done this, we've had some success here, we've been kicked in the teeth for for part of the second quarter, and and now we're gonna come together collectively as a high-performing championship team, the people in our program, and we're gonna go out and we're gonna win the second half. 00:37:48.559 --> 00:38:01.440 And I think that's a big difference from sitting in the stands and cheering on what's possible and being on the field and actually making things possible and helping each other achieve at a really high level. 00:38:01.519 --> 00:38:04.559 Now, you can't do that with 500 people. 00:38:04.719 --> 00:38:06.880 You can't put 500 people in a locker room. 00:38:07.039 --> 00:38:19.440 So this is a a small-scale community, and we keep it that way intentionally so that we can drive high value and really, really solid results. 00:38:19.840 --> 00:38:25.760 I have uh a thought that for at least for me really sums up a lot of this, what we're talking about. 00:38:26.320 --> 00:38:31.039 And um it's usually not the problem that's the problem. 00:38:31.119 --> 00:38:34.159 It's the way we're thinking about the problem that's the problem. 00:38:34.639 --> 00:38:54.480 And in order for me to shift my thinking, it's been the most powerful effect on a shift in my thinking has come from spending time with smart people that share my values, that think differently than I do, that share a common goal with me. 00:38:54.719 --> 00:38:57.280 It's it's kind of like I'm gonna get a little religious here. 00:38:57.440 --> 00:39:07.840 It's kind of like when I go to the Bible and I read verse the the It's not just the words on the page, it's the act of reading the Bible that like opens me to like moving to a higher plane. 00:39:08.079 --> 00:39:26.000 Similarly, when we put ourselves in the right rooms with the right people, we're opening ourselves to almost by osmosis, raise our vibration level to these higher planes where the goals that we that we know we want that just exist on those higher planes. 00:39:26.159 --> 00:39:28.239 So it's a transformation of ourselves. 00:39:28.400 --> 00:39:39.360 It's becoming a leader, uh, it's achieving closer to our highest potential that that is the benefit of this type of implementation of a program. 00:39:39.519 --> 00:39:41.039 It's not just the knowledge itself. 00:39:41.199 --> 00:39:43.599 This is not a how to program. 00:39:44.000 --> 00:39:46.800 This is a change program. 00:39:47.119 --> 00:39:48.400 It's a breakthrough. 00:39:48.639 --> 00:39:55.280 And for me, it's when I change, when I become a different person, everything around me changes. 00:39:55.519 --> 00:39:58.880 I'm usually the bottleneck, which is a really empowering thought. 00:39:59.119 -->

00:40:05.599 And so that's the power of something like the Onyx program is that we shift and we change as a person. 00:40:06.960 --> 00:40:08.559 Yeah, uh a hundred percent. 00:40:08.719 --> 00:40:10.960 I want to wrap up with three things. 00:40:11.119 --> 00:40:16.480 So we are going to be putting on a webinar here, and uh and we'll share the dates for that. 00:40:16.639 --> 00:40:24.079 We're gonna put on a webinar where we talk all about this, where people can actually come on to the call and uh and ask questions about it. 00:40:24.320 --> 00:40:31.199 And so it's it's actually gonna be um put out there as a large-scale meeting. 00:40:31.280 --> 00:40:38.800 So you're gonna be able to be on camera or off camera, whichever you prefer, but actually come in and ask questions about this. 00:40:39.199 --> 00:40:48.000 So we've got that coming up in a couple of weeks, and then we have our retreat in June, June 22nd through 26th. 00:40:48.639 --> 00:40:58.239 We're gonna go over everything that we just talked about, and it's limited to 13 attendees, and we're bringing in eight high-level speakers. 00:40:58.400 --> 00:41:01.920 So we're gonna have people from the industry that will be there. 00:41:02.000 --> 00:41:04.480 I'm not gonna take the time to list them out here now. 00:41:04.559 --> 00:41:06.880 Maybe we will in in future episodes. 00:41:07.199 --> 00:41:26.000 But if you're interested in being around people that we just talked about in a situation where we're going to go through the championship formula and help you build that out in a real, intentional, intimate setting in the mountains of Keystone, Colorado. 00:41:26.239 --> 00:41:32.320 We're going to be doing a very short hike on one of the days to go up over the Continental Divide. 00:41:32.480 --> 00:41:38.400 I don't know if many of you know about the Continental Divide or spend much time up there, but it's pretty close to my house. 00:41:38.480 --> 00:41:39.440 So I love it. 00:41:39.599 --> 00:41:43.920 It's uh it's a great place to be, viewed, beautiful views. 00:41:44.159 --> 00:41:56.000 And um, and so if you want more information about that, go to pmsuccess.com forward slash retreat, and you'll be able to see the the pictures of the where we're staying. 00:41:56.079 --> 00:41:58.559 We're staying in luxury estates. 00:41:59.039 --> 00:42:01.039 We have a private chef coming in. 00:42:01.199 --> 00:42:03.440 Mark, I know you were there at the last time. 00:42:04.079 --> 00:42:04.719 Amazing. 00:42:04.960 --> 00:42:06.159 Yeah, fantastic. 00:42:06.320 --> 00:42:07.519 Food was to die for. 00:42:07.599 --> 00:42:16.320 I mean, absolutely some of the best food I've ever had, and we had it day after day, meal after meal, combined with all of this fantastic content. 00:42:17.679 --> 00:42:22.719 Total luxury feasting of the mind, body, and spirit. 00:42:23.280 --> 00:42:24.159 So good. 00:42:24.559 --> 00:42:25.280 It was really good. 00:42:25.440 --> 00:42:31.840 I uh I'm so looking forward to getting back out there because it was a magical time, uh, not just for us, but for all of the attendees. 00:42:31.920 --> 00:42:33.280 Everybody had great things to say. 00:42:33.519 --> 00:42:42.079 If you want to hear what some of the people said, as a matter of fact, if you go to that pmsuccess.com forward slash retreat, there are some testimonials from some of the attendees there. 00:42:42.400 --> 00:42:43.280 Check out for sure. 00:42:43.519 --> 00:42:43.840 Yeah. 00:42:44.079 --> 00:42:51.920 The last thing I want to do is wrap up with just celebrating Mark Brower and being excited that he has joined the Onyx team. 00:42:52.159 --> 00:42:56.960 He brings years and years and years of wisdom and trial and error. 00:42:57.119 --> 00:43:07.199 One of the things I love about Mark is he's not afraid to jump in and try something new and learn and iterate and come out better on the other side. 00:43:07.360 --> 00:43:14.880 And so we're bringing all that experience and plugging that into the Onyx framework and really excited to have you a part of the team. 00:43:15.119 --> 00:43:15.840 Thank you, Tony. 00:43:15.920 --> 00:43:17.360 I'm honored to be part of the team. 00:43:17.599 --> 00:43:23.199 I love being around like-minded, good people changing and transforming together. 00:43:23.360 --> 00:43:25.760 I'm so I'm super excited about it. 00:43:26.480 --> 00:43:27.039 Perfect. 00:43:27.280 --> 00:43:27.519 All right. 00:43:27.599 --> 00:43:33.039 Well, let's give you the last word and get them out of here, and then we will start planning for season two. 00:43:33.280 --> 00:43:35.599 Last word of the day is drink more liquid death. 00:43:35.679 --> 00:43:36.159 It's good for you. 00:43:36.320 --> 00:43:37.920 Hashtag not sponsored. 00:43:38.239 --> 00:43:39.599 Not sponsored. 00:43:40.400 --> 00:43:42.239 Uh thanks for sticking around to the end. 00:43:42.320 --> 00:43:47.119 We look forward to seeing you in season two of the property management success podcast. 00:43:47.360 --> 00:43:48.000 See you soon. 00:43:48.159 --> 00:43:51.119 Thanks for tuning in to the property management success podcast. 00:43:51.199 --> 00:43:56.159 We'll be back with another value packed episode to help you level up your property management game. 00:43:56.239 --> 00:43:59.599 If you've got something valuable out of today's episode, please share it with. 00:44:00.079 --> 00:44:07.519 a friend or colleague, and don't forget to subscribe and leave a review so you never miss out on future insights and strategies and tactics. 00:44:07.679 --> 00:44:10.320 Until next time, here's to your success.