In sales, few things compare to the thrill of hearing a buyer say, “Hell yes!” It’s not just about closing a deal—it’s about earning trust, solving problems, and aligning perfectly with a buyer’s needs. Demetrios Barnes, a trailblazer in PropTech and real estate innovation, knows exactly how to get there. As COO of SmartRent and founder of Fenix Group, Demetrios helps businesses transform their sales strategies and navigate complex markets.Demetrios’ insights on “Getting to Hell Yes!” in sales highlight how to address the challenges of modern selling, adopt a transformative approach, and build a model for repeatable success.
Demetrios’ Journey in Sales and PropTech
Demetrios Barnes’ career began humbly. As a leasing agent while at Arizona State University, he sought a free apartment but stumbled into multifamily housing. What started as a practical decision evolved into a passion for solving problems in real estate. Over the years, he climbed the ranks, eventually becoming VP of Technology at Invitation Homes, where he revolutionized property management systems.Noticing gaps in the market, Demetrios co-founded SmartRent, a smart home automation company that went public in 2021. At the same time, his consulting firm, Fenix Group, began advising PropTech founders and enterprises on go-to-market strategies, helping them align their solutions with buyer needs.For Demetrios, “Getting to Hell Yes!” means more than closing a sale. “It’s about helping your buyer see your solution as the key to unblocking their goals.”Facing the Challenges of Modern Sales
Sales is rarely straightforward. Demetrios highlights three common obstacles that derail the path to “Hell Yes”:Disconnected Messaging
Many sellers struggle to speak their buyer’s language. For example, in real estate, referring to residents as “tenants” can alienate operators who prioritize a customer-first mindset. Using the wrong terminology signals a lack of understanding, creating immediate mistrust.“You can’t connect with your buyer if your language says you don’t understand their world,” Demetrios explains.Misaligned Pitches
Sellers often pitch solutions without grasping market nuances. Multifamily housing, single-family rentals, and Build-to-Rent (BTR) each face unique challenges. A generic pitch won’t resonate. “You can’t treat these markets as if they have the same problems,” says Demetrios. “They may share similarities, but their priorities, pain points, and decision-making processes differ.”Chasing Big Logos
It’s tempting to pursue marquee clients like Greystar, a major property manager in the U.S. However, these deals involve long sales cycles and complex decision-making processes. Demetrios advises startups to focus on smaller, more agile operators who can act quickly.“Start small,” Demetrios urges. “Big logos don’t make you overnight. Smaller wins build momentum faster.”Adopting the Hell Yes Approach
Demetrios offers a clear blueprint for transforming hesitant buyers into enthusiastic partners. His method centers on authenticity, alignment, and action.Listen Deeply
Start by understanding the buyer’s world. Identify their pain points, goals, and constraints before proposing a solution. For instance, property managers may struggle with inefficiencies in leasing or maintenance. Addressing these challenges directly demonstrates empathy and expertise.“Listen more than you pitch,” Demetrios advises. “The more you understand, the more precise your solution will feel.”Stay Flexible in Early Deals
Early wins often require adaptability. When SmartRent secured its first client, the team didn’t focus on profit. Instead, they prioritized building trust and proving their value. They adjusted pricing and customized their roadmap to meet the client’s needs.“In the early stages, passion and expertise are your best tools,” says Demetrios. “Buyers don’t just invest in your product—they invest in your vision.”Focus and Discipline
While flexibility helps in the beginning, it’s crucial to stay aligned with your core value proposition. Demetrios warns against letting every new opportunity dictate your direction. “Stick to solving the problem you set out to address,” he advises. “Chasing every opportunity dilutes your value.”Leverage Referrals
Delivering exceptional results generates referrals, which shorten future sales cycles. “Referrals are the ultimate signal that you’re doing it right,” Demetrios explains. “In property management, people watch the big players. If you succeed with one client, others will follow.”Building a Repeatable Sales Model
Demetrios’ approach to scaling SmartRent offers a blueprint for creating consistent success in sales. His team moved from chasing individual wins to building a process that could deliver results repeatedly.Deliver Exceptional Customer Experiences
Demetrios emphasizes that early success isn’t about collecting logos—it’s about delivering real solutions. At SmartRent, this meant integrating hardware and software to solve pressing problems for clients. Focusing on results earned the trust of clients and led to more referrals.“Don’t aim for applause; aim for results,” Demetrios says. “Your results are what buyers talk about when they refer you.”Create Scalable Processes
As SmartRent grew, the team standardized their approach. This shift allowed them to handle larger clients and more complex projects. “Once you have a system, you can focus on scaling instead of scrambling,” Demetrios explains.Gain Confidence in Pricing
In the beginning, SmartRent made concessions to land its first clients. But as the company built credibility, they gained the confidence to set terms that reflected their value. “When you deliver results, you can negotiate from a place of strength,” says Demetrios. “A track record of success changes the conversation.”Three Key Takeaways for Getting to Hell Yes
- Understand Your Buyer
Learn their language, challenges, and goals. Misaligned messaging creates unnecessary barriers. “Every market has its nuances,” says Demetrios. “If you don’t respect them, you’re missing the mark.” - Focus on Early Wins
Start with agile clients who can act quickly. These wins build credibility and momentum. “The first few wins are your foundation,” says Demetrios. “Build them carefully—they set the tone for everything else.” - Prioritize Results Over Expansion
Deliver exceptional experiences that lead to referrals. A reputation for success accelerates growth. “Scaling is about trust,” says Demetrios. “And trust starts with delivering on your promises.”
A Mindset for Sales Success
“Getting to Hell Yes!” isn’t just a tactic—it’s a mindset. It’s about aligning so closely with your buyer’s needs that saying no becomes impossible. For Demetrios Barnes, this approach has driven success in PropTech and real estate, proving that sales is ultimately about solving real problems.Whether you’re building a startup or leading a sales team, Demetrios’ insights offer a roadmap for success. Focus on understanding your buyer, stay disciplined in your approach, and prioritize delivering value. “Your buyer isn’t just looking for a product—they’re looking for a partner who makes their life easier,” Demetrios says.Are you ready to transform your sales strategy? Start by asking yourself: How can I help my buyer get to “Hell Yes!” today?Listen to the “Getting to Hell Yes!” podcast on apple or spotify here:https://open.spotify.com/show/4TY87ToVuLK7eqkZZvZA5Thttps://podcasts.apple.com/gm/podcast/getting-to-hell-yes/id1772602174Our mission is to simplify the homeowners & home builders customer experience. Let Iris do the work.
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