Getting to "Hell Yes!".

Guillermo Salazar
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Welcome to “Getting to Hell Yes,” the podcast where sellers talk to sellers about recognizing when buyers in multifamily, single-family, and build-to-rent are truly ready for a solution. Hosted by Guillermo Salazar, CEO of IrisCX, we explore the buyer’s journey, the psychology behind decision-making, and the key life changes that prompt buyers to say, “hell yes.” Whether you’re a seller learning to spot these pivotal moments or a buyer in these industries curious about the stories behind what problems are being solved, why they matter, and how they’re being positioned—this podcast is for you. Each show will share 1 key takeaways about what sellers are looking for when they seek that “hell yes" and how they got there. Let’s get started.

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  1. Getting to Hell Yes! With Briant Carcamo from Vizibly!

    EPISODE 1

    Getting to Hell Yes! With Briant Carcamo from Vizibly!

    🎯 Getting to Hell Yes! with Briant Carcamo | Solving the Multifamily Budgeting Crisis with Vizibly Welcome to Season 3 of Getting to Hell Yes! and what a way to kick it off. In this episode, we’re joined by Briant Carcamo, founder and CEO of Vizibly, to unpack the most painful, inefficient, and misunderstood process in all of property operations: budgeting. From his roots at Greystar and Steadfast, to founding Visibly and building a purpose-built forecasting engine for multifamily, Briant walks us through the data disasters, ownership politics, and human workflows that plague budget season and why legacy solutions simply don’t solve the real problem. We cover: Why budgeting is broken (and political) How 1% GPR misses wreck NOI Building buy-in with financial literacy Startup lessons from Visibly’s go-to-market Whether you're buried in budget prep or building tools for operators, this one hits hard. 🎧 Listen in and learn why solving budgeting = unlocking trust. #MultifamilyBudgeting #PropTech #RealEstateOperations #Vizibly #FinancialModeling #NOI #AssetManagement #PropertyManagementSoftware #GettingToHellYes #GuillermoSalazar #BudgetSeason #CapitalPlanning #SaaS #MultifamilyInnovation #IrisCX #GTHY

    1hr 2min
  2. Getting to Hell Yes! Live with Nema Daghbandan from Lightning Docs!

    EPISODE 2

    Getting to Hell Yes! Live with Nema Daghbandan from Lightning Docs!

    🔒 Revolutionizing Real Estate Lending with Legal Automation | Nema Daghbandan | Getting to Hell Yes! How do you go from law firm partner to legaltech founder? In this episode, Nema Daghbandan, CEO of Lightning Docs and partner at Forge Law Group, shares how he's turning the private lending world upside down by automating real estate loan documents. Learn how Lightning Docs is transforming transaction speed, legal cost, and risk in a space long overdue for disruption. 🧠 From flat fees and malpractice risk to the rise of securitization, AI, and document automation, this is one of the most in-depth looks at how legal services are being unbundled, specialized, and productized. 📉 Risk, 📈 Scale, 💼 Proptech - this one has it all. 👉 Watch now and hear why Nema says: “You’re either the disruptor or the disrupted.” #LegalTech #PropTech #PrivateLending #LightningDocs #GettingToHellYes #RealEstateInvesting #Automation #LawyerToFounder #IrisCX #GTHY

    1hr 5min
  3. Getting to Hell Yes! Live with Stephanie Gubiotti from Fire!

    EPISODE 3

    Getting to Hell Yes! Live with Stephanie Gubiotti from Fire!

    Stephanie Gubiotti (FIRE) joins us to unpack the biggest missing piece in multifamily: the people. From leasing agent to innovation leader, Stephanie shares how FIRE (Foundation for Innovation in Real Estate) is tackling talent gaps, technology adoption, and the murky early-career path in property management. In this episode: Why FIRE is not* just another conference * Bridging tech and operations with real-world mentorship * What makes a sustainable property career path * How philanthropy and proptech intersect * And the one question keeping leaders up at night: Who’s going to run this building in 5 years? 📈 If you care about the future of operations, leadership development, or scalable innovation in real estate, you don’t want to miss this one. #Multifamily #PropTech #FIRE #PropertyManagement #EmergingLeaders #GettingToHellYes #IrisCX #GTHY

    1hr 2min
  4. Getting to Hell Yes! Live with Colleen Yeager

    EPISODE 4

    Getting to Hell Yes! Live with Colleen Yeager

    🎙 Getting to Hell Yes! with Colleen Yeager | Building Resident-First BTR Communities Colleen Yeager, Chief Operating Officer at Quinn Residences, shares how she's scaling built-to-rent communities by listening to what residents actually want. From fenced yards and pet-friendly amenities to tech-enabled maintenance and community design, Colleen breaks down how data, operational excellence, and on-site teams drive Quinn’s “Hell Yes!” resident experience. 👉 Why renters choose Quinn over buying 👉 Why fences means fitness centers in BTR 👉 How operations became a revenue driver 👉 Designing for pets, people, and predictability If you're in property management, development, or just want to learn how to create an unforgettable customer experience, don’t miss this one. 🔔 Like, comment, and subscribe for more episodes of Getting to Hell Yes! #PropertyManagement #BTR #RealEstateInnovation #CustomerExperience #QuinnResidences #IrisCX #GTHY

    58 min
  5. Getting to Hell Yes! Live with Ryan Killian from RENU Management!

    EPISODE 5

    Getting to Hell Yes! Live with Ryan Killian from RENU Management!

    🎙️ Getting to Hell Yes! with Ryan Killian | Scaling Operational Excellence in SFR & BTR In this episode of Getting to Hell Yes!, we sit down with Ryan Killian, President of RENU Management, to unpack how he’s building one of the most operationally disciplined property management platforms in the Single-Family Rental (SFR) and Build-to-Rent (BTR) space. With experience across FirstKey Homes, American Homes 4 Rent, and now leading RENU, Ryan shares a behind-the-scenes look at what it really takes to hit NOI targets, scale service delivery, and build teams that can execute at the highest level. 💡What You’ll Learn: * Why centralized operations are non-negotiable in modern SFR/BTR * How RENU uses real-time dashboards and AI to spot issues before they show up in financials * The dangers of disconnected systems and how to build a platform that supports both local execution and national scale * Why Ryan believes “NOI is earned on the ground,” and what that means for team structure * Building owner trust with better visibility, faster response times, and performance-based accountability * The hidden cost of reactive operations and how RENU fixes that with process, not just people * The importance of proactive maintenance, budget discipline, and staffing flexibility 🔗 More About RENU Management: RENU is a turnkey management partner for BTR and SFR portfolios, combining local field ops with centralized tech and reporting. Learn more: [https://www.renumanagement.com](https://www.renumanagement.com) 🎙️ Hosted by Guillermo Salazar, CEO of IrisCX — remote telemaintenance software designed to reduce trips, cut turn time, and bring operators closer to the unit. 👍 Like this episode? Hit Subscribe, leave a comment, and share with your team. #GettingToHellYes #RENUManagement #PropertyManagement #SFR #BTR #RealEstateInnovation #NOI #OperationsLeadership #Proptech #RyanKillian #GuillermoSalazar #FieldOps #PropertyPerformance #GTHY #IrisCX

    1hr 2min
  6. Brand Promise in Property Management

    EPISODE 6

    Brand Promise in Property Management

    Brand Promise in Property Management with Lauren Stinson, Melanie French & John Carlson What does "brand" actually mean in property management? Three industry leaders break down the difference between personal brand, company brand, and brand promise and why most operators get it completely wrong. Key Takeaways: Personal brand = what people say when you're not in the room (you don't get a vote)Company brand = why people choose youBrand promise = what people actually buyFive-star customer experience requires five-star employee experience firstBrand is a living organism, not a locked asset2025 will sort winners (making it happen) from losers (letting it happen to them)The Panelists: Lauren Stinson (LL Creative) - Brand agency CEO Melanie French (RR Living) - Property management CEO John Carlson (Mark Taylor) - CEO & Multifamily Forward host Hosted by Guillermo from IrisCX.

    1hr 5min
  7. Getting to Hell Yes! Live with Daniel French from Northpoint!

    EPISODE 7

    Getting to Hell Yes! Live with Daniel French from Northpoint!

    From Five to Forty: Daniel French on Why North Point Is Betting Everything on Leverage | Getting to Hell Yes Daniel French, newly appointed CEO of North Point, is leading one of the most ambitious transformations in property management: going from 5 doors per person to 40 doors per person without burning out the team. This isn't about working harder. It's about leverage. Centralization. Technology. Process. "This space is in its operator era right now. We're in an era of operational excellence. This is the time." 🎯 IN THIS EPISODE: → The Five to Forty Thesis: How North Point is 8x'ing productivity through leverage, not heroics → Why scattered-site property management is harder than multifamily and why that creates the opportunity → North Point 2.0: What transformation actually looks like (not iteration; transformation) → The dual customer challenge: Keeping both owners AND residents at "hell yes" → Why systems thinking is the only competitive advantage that matters → Creative destruction: How to actively fire yourself every day to force innovation → Daniel's journey from nearly going bankrupt in 2008 to building a $2B multifamily operation 🔥 WHY THIS MATTERS: Lower-density property management is having its moment. The innovation that swept through large-scale multifamily is finally coming to the complicated, messy world of single-family and small portfolios. The operators who embrace leverage, experiment fearlessly, and think in systems are going to define the next decade. Which side of that transformation do you want to be on? #PropertyManagement #SingleFamilyRental #SFR #NorthPoint #DanielFrench #RealEstateInnovation #PropTech #GettingToHellYes #RealEstateOperations #BTR #ScatteredSite #PropertyTech #Multifamily #OperationalExcellence #SystemsThinking #Leverage #Centralization #PropertyManagementSoftware #RealEstate #Innovation #Leadership #Transformation #GTHY #IrisCX

    1hr 1min
  8. Getting to Hell Yes! Live with Nicolas Lares from Insur3Tech!

    EPISODE 8

    Getting to Hell Yes! Live with Nicolas Lares from Insur3Tech!

    The Profit Hiding in Your Insurance Line Item: Nicolas Lares on Captive Insurance | Getting to Hell Yes What if the insurance premiums your residents pay every month could generate profit for YOU instead of insurance carriers? Nicolas Lares, Founder of Insur3Tech, reveals how captive insurance structures are transforming property management economics and why at least three major PM companies are already doing it. "Renters insurance has the highest profit margin of any insurance product that exists in the entire ecosystem. If somebody is paying for insurance, odds are an insurance company is making money off of that." 🎯 IN THIS EPISODE: → How Captive Insurance Works: Stop letting carriers keep your underwriting profit → Why renters insurance is the highest-margin product in insurance (and how to capture that margin) → The Compounding Advantage: Small percentage differences today = massive outcomes in 20 years → Tax Strategy: How captives become balance sheet optimization, not just risk management → Resident Benefits Packages: From "junk fees" to genuine value through profit sharing → The Three Companies Already Running Captives: What they know that you don't → From Baseball to Insurance: How an athlete's mindset drives rapid iteration 💡KEY INSIGHTS: "People who are not in insurance typically don't realize that there is an alternative to just paying a traditional insurance company. There's a vehicle where people can actually get that money back." "The people getting into captive structures today - ten, fifteen, twenty years down the road, they're gonna have this massive cash stockpile built within the captive from all these years of underwriting profit." "Small percentage differences at the beginning make a huge difference at the end." 🔥WHY THIS MATTERS: Insurance in property management has always been treated as a necessary expense. Something you budget for, minimize if possible, and certainly don't think of as a profit center. But that's only true if you're playing the traditional game. Captive insurance transforms your insurance line item into: ✅ Strategic capital accumulation ✅ Tax optimization and deferral ✅ Resident incentive alignment ✅ Long-term wealth compounding The operators who figure this out first will have a structural advantage that's almost impossible to catch. 💰 THE BOTTOM LINE: At least three major property management companies are already running captives. They've done the math. They've seen what 10, 20, 30 years of underwriting profit looks like when it flows back to owners instead of carriers. Insurance isn't just about risk anymore. It's about profit. It's about strategic capital. It's about building wealth that compounds over generations. #PropertyManagement #Insurance #CaptiveInsurance #Insur3Tech #NicolasLares #RealEstateInnovation #PropTech #GettingToHellYes #RealEstateOperations #ResidentBenefits #RealEstateInvesting #PropertyTech #Multifamily #SingleFamilyRental #TaxStrategy #BalanceSheet #WealthBuilding #RealEstate #Innovation #FinancialStrategy #PropertyManagementSoftware

    1hr 6min
  9. Getting to Hell Yes! Live with Peter Yoder from Series Homes

    EPISODE 9

    Getting to Hell Yes! Live with Peter Yoder from Series Homes

    The 75% Rule: How to Double Your Home Buying Power (That 97% of People Don't Know) | Getting to Hell Yes What if you could double your purchasing power when buying a home, using the same income? Peter Yoder, Founder of Series Homes, reveals the hidden federal lending policy that's been around since the 1960s but almost nobody knows exists: The 75% Rule for two-to-four unit properties. "Your purchasing power in a six cap market for a two-to-four unit building is double what it would be for a single-family home. And you can do that with three and a half percent down through FHA." 🎯 IN THIS EPISODE: → The 75% Rule Explained: How buying a duplex/triplex/fourplex as your primary residence lets you count 75% of rental income when qualifying for your mortgage → The Math That Changes Everything: $100K salary → $600K home vs. $1.2M duplex with the same income → The Three Gaps Series Homes Is Closing: Search (MLS data is broken), Financing (most brokers don't know this exists), Management (first-time landlords are overwhelmed) → Why Two-to-Four Unit Properties Are Built at 1% of What They Should Be → The Missing Middle Problem: The most naturally occurring affordable housing nobody's building → Why Institutional Players Can't Touch This Space (and why that's your opportunity) → The Sequencing Failure: Why policy exists but the infrastructure doesn't 💡 KEY INSIGHTS: "Two-to-four is perhaps the most naturally occurring affordable housing typology out there. If it's on a single-family zoned lot, it's large enough for the rental units to cover much if not most of the owner's mortgage. But it's built at one percent of the rate of single-family and large multifamily combined." "If you call ten mortgage brokers and ask if you can count rental income on a property you're buying as a primary residence, eight will tell you no. They don't understand the policy." "People think real estate investing is for rich people. But this strategy was literally designed by federal policy to help first-time buyers build wealth. It's been in place since the 1960s. We're just making it accessible." 📊 PETER'S BACKGROUND: • Second hire at Flock (property management tech) • Financial analyst at Progress Residential (institutional single-family) • Studied housing policy in grad school • Founded Series Homes to close the gap between policy intention and market reality 🔥 WHY THIS MATTERS: 97% of the rental market is mom-and-pop investors. This is how most people build wealth through real estate. But the infrastructure to support owner-occupied investing in two-to-four unit properties doesn't exist. Series Homes is building that infrastructure: ✅ Clean MLS data that actually surfaces qualifying properties ✅ Lender partnerships with brokers who know the 75% rule ✅ Management support for first-time landlords ✅ End-to-end experience from search to closing to operations THE ECONOMICS: • Double purchasing power (same income) • Cash flow from day one • Near-zero housing costs • Equity building in appreciating asset • 3.5% down payment (FHA) • Conventional, FHA, and VA all support this 🎙️ ABOUT GETTING TO HELL YES: Getting to Hell Yes explores how the best operators and founders identify high-intent buyers, build differentiation that matters, and create winning strategies. Hosted by Guillermo from IrisCX. #RealEstateInvesting #SeriesHomes #PeterYoder #The75PercentRule #TwoToFourUnit #MissingMiddle #WealthBuilding #RealEstate #HousingPolicy #AffordableHousing #GettingToHellYes #MortgageFinancing #PropertyManagement #SmallMultifamily #OwnerOccupied #FirstTimeInvestor #HousingAffordability #RealEstateStrategy #Duplex #Triplex #Fourplex #FHA #Conventional #PropertyInvesting #IrisCX #GTHY

    1hr 9min
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About

Welcome to “Getting to Hell Yes,” the podcast where sellers talk to sellers about recognizing when buyers in multifamily, single-family, and build-to-rent are truly ready for a solution. Hosted by Guillermo Salazar, CEO of IrisCX, we explore the buyer’s journey, the psychology behind decision-making, and the key life changes that prompt buyers to say, “hell yes.” Whether you’re a seller learning to spot these pivotal moments or a buyer in these industries curious about the stories behind what problems are being solved, why they matter, and how they’re being positioned—this podcast is for you. Each show will share 1 key takeaways about what sellers are looking for when they seek that “hell yes" and how they got there. Let’s get started.

Information

  • Creator
    Guillermo Salazar
  • Episodes
    111
  • Seasons
    3
  • Rating
    Clean
  • Copyright
    © Guillermo Salazar 2024
  • Show Website
    Getting to "Hell Yes!".