IrisCX

By: Guillermo Salazar • 10 March 2025

Getting to Hell Yes! in Selling – Lessons from Nick Schanbaum’s Success in Multifamily Services

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Introduction

Selling isn’t just about pitching a product or service; it’s about getting a clear, confident "Hell Yes!" from buyers. This means moving beyond slow, hesitant "maybes" and breaking through the noise with a solution so obvious the buyer commits instantly.Nick Schanbaum, CEO and founder of Durango Turnkey Services, knows this lesson well. A former lawyer turned entrepreneur, Nick has navigated multiple successful business exits, including one worth $100 million. Today, he leads Durango, a company that fixes inefficiencies in the multifamily industry, specifically in the make-ready process.Nick redefines selling by solving problems instead of pushing services. His insights provide valuable lessons for anyone in sales, especially in industries bogged down by outdated processes."If you hear 'maybe,' you don’t have a deal. A slow yes is just a delayed no. Get to the real answer faster."If you struggle to get buyers to commit or hear "maybe" more often than "yes," it's time to rethink your sales approach.

Complication

Traditional sales chase down leads based on target personas. The problem? Not everyone is ready to buy. This approach wastes time and energy trying to convince people who aren’t looking for a solution.In multifamily, the challenge grows. Property managers juggle vendor coordination, maintenance emergencies, and resident issues, all while keeping occupancy high and revenue steady. The make-ready process—preparing units for new renters after move-outs—adds another layer of stress.Nick encounters two types of responses when he asks property managers about their make-ready process:
  • "We've got it under control." These buyers believe their system works, but they don’t see the inefficiencies.
  • "We are totally f*ed."** These buyers admit their process is chaotic and need immediate help.
Selling isn’t just about finding buyers already looking for a solution. It’s about helping them see why they need one before they even realize it."A buyer who thinks they have everything figured out is just one good question away from realizing they don’t."How do you get someone to say "Hell Yes" when they think everything is fine?

Turning Point

One of the biggest mistakes in sales is focusing on what you do instead of what it does for the buyer.Nick’s breakthrough in selling make-ready services came when he stopped selling services and started selling time. Property managers don’t just pick a vendor—they decide how they spend time and resources. Their options:
  1. Do it themselves. More stress, vendor juggling, and lost time.
  2. Hire more staff. More expenses, management challenges, and risk.
  3. Outsource to an expert. A predictable, scalable, stress-free solution.
Nick identifies frustration by asking prospects to describe their process. When they sigh—that deep, exhausted breath—he knows he’s found their pain point. That sigh signals a real problem.Instead of a long sales pitch, he keeps it simple:
  • "You already pay for this. Just pay me instead, and I’ll take care of everything."
"If you can solve a problem while making it easier and keeping costs the same, why wouldn’t they say yes?"By framing his offer around time and simplicity, he turns skeptics into enthusiastic clients.

Resolution

To get to "Hell Yes!," you must overcome objections effectively. Here’s how Nick does it:
  1. Offer a Trial. Durango provides a free make-ready. If the buyer isn’t satisfied, they pay nothing. This removes risk from their decision.
  2. Ask for the "No." Instead of pushing for a yes, Nick asks buyers why it wouldn’t work. This forces them to see the offer’s strengths.
  3. Reallocate Their Spend. Instead of introducing a new cost, he presents his service as a reallocation of their existing budget.
"People love doing what they’re already doing. So I ask them: What if it could be easier, faster, and cost the same or less?"This approach shifts the conversation from selling a service to solving a problem—making "Hell Yes!" the only logical response.

Key Takeaways

Nick’s experience offers three major takeaways for anyone in sales:
  1. Sell the Outcome, Not the Service. Buyers don’t care about what you do; they care about what it does for them. Sell time, efficiency, and peace of mind—not just your product or service.
  2. Find the Frustration, Then Solve It. If a prospect sighs while explaining their process, you’ve found their pain point. Use that frustration to offer a solution that makes their life easier.
  3. Invite the "No" to Get to "Yes." Don’t fear objections. Instead, encourage them. Ask buyers why your solution wouldn’t work. If they struggle to answer, they’re already halfway to "Hell Yes!"
"Every 'no' you get is a step closer to a 'Hell Yes.' Keep going."

Conclusion

The multifamily industry is shifting. Efficiency, centralization, and tech-driven solutions are becoming the new standard. Companies that solve real problems and save buyers time will thrive.Nick Schanbaum proves that the old-school hard sell is dead. Instead, the best way to get buyers to "Hell Yes!" is to show them what they’re missing—and make saying yes the easiest decision."The best sales pitch is a problem so painful, your prospect asks how fast you can fix it."If you’re in sales, take a page from Nick’s playbook. Stop selling. Start solving real problems. And when you do, you won’t just get a "yes"—you’ll get a Hell Yes!Are you ready to get your buyers to “Hell Yes”? Let’s start the conversation.

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