Modern selling isn’t about hard sells or high-pressure tactics. Instead, it focuses on building trust, solving problems, and delivering value. On the Getting to Hell Yes! podcast, Guillermo, CEO of IrisCX, explores this philosophy through conversations with industry leaders. Recent guest, Mark Fiebig, shared his transformative journey in sales and property management, revealing how to achieve “Hell Yes!” moments in selling.Mark, a lifelong entrepreneur and CEO of PayScore, draws on decades of experience in tech, real estate, and healthcare. His story highlights innovation, resilience, and a new way to solve problems in property management. Let’s dive into his strategies for overcoming obstacles, connecting with buyers, and creating impactful solutions.Michelle Roberts-Moore introduced us to Mark, we started our chat digging in on how today’s, buyers hold more knowledge and power than ever. They often know as much about a seller’s competitors as the sellers do. The days of persuading reluctant buyers are over. Now, the goal is to find buyers who recognize their problems and guide them to the best solutions.Mark exemplifies this approach. As a seasoned entrepreneur, he’s launched multiple companies across diverse industries. At PayScore, he’s redefining income verification for property management, tackling issues like fraud and inefficiency. Mark’s passion for solving meaningful problems drives his sales strategy, which focuses on understanding the buyer’s perspective.“You can’t just throw solutions at people and hope one sticks,” Mark says. “You have to meet them where they are and show them you understand their unique challenges.”Mark’s background shows persistence and adaptability. From running a wireless phone company in Europe to consulting for commercial property firms, he consistently spots inefficiencies and turns them into opportunities. This ability led him to create PayScore, a platform that streamlines income verification and fights fraud in property management.
Challenges in modern selling
Mark’s experience in property management uncovered a major issue: traditional income verification methods don’t work. “How do I know how much my potential future occupant makes?” he asks. For decades, property managers relied on pay stubs and bank statements, but these documents are easy to fake in the digital age.With AI-generated imagery and online tools, creating fake pay stubs takes only minutes. “You can even pay someone $20 to do it for you,” Mark explains. This fraud creates huge problems for property managers, from financial losses to logistical nightmares. Evictions, damage caused by bad actors, and the costs of recovery only add to the burden.Fraud isn’t the only challenge. Buyers today face overwhelming options and too much information. Sales teams encounter objections rooted in resistance to change, budget concerns, and integration complexities. For Mark, these challenges create opportunities to redefine the conversation.“When you stop thinking about what you’re selling and start thinking about what your buyer needs, everything changes,” Mark emphasizes.Creating “Hell Yes!” moments
Mark’s breakthrough came when he realized solving big problems required a new approach. PayScore’s data-driven income verification eliminates guesswork. By analyzing deposit histories directly from bank accounts, PayScore gives property managers a defensible decision-making model. This approach shifts the focus from scrutinizing documents to relying on reliable data.“It’s not about convincing everyone,” Mark emphasizes. “It’s about finding people ready to solve their problem.” This mindset has led to incredible sales successes. Mark recalls first-call conversions where buyers immediately recognized PayScore’s value. In one case, a prospect moved from the initial conversation to onboarding in just one hour.These “Hell Yes!” moments stem from understanding the buyer. Mark’s team listens to customers, identifies pain points, and tailors solutions. This turns sales into a collaborative process rather than a transaction.“The best sales calls aren’t pitches,” Mark explains. “They’re conversations. It’s about asking the right questions and listening carefully to the answers.”Mark also stresses the importance of “consistent persistence.” He compares successful salespeople to goal-scoring athletes who keep pushing forward, even after missing a shot. “If they dwell on a missed attempt, they miss the next opportunity,” he says. This relentless focus drives PayScore’s growth.Building trust and driving change
Mark’s success relies on trust, transparency, and relentless value. PayScore doesn’t just combat fraud; it improves efficiency, enhances tenant screening, and supports fair housing compliance.One standout feature of PayScore is its ability to support nontraditional earners. “If you’re a bartender, freelancer, or someone with multiple side hustles, PayScore validates your income history,” Mark explains. This inclusivity ensures applicants are judged fairly based on their actual earning power.“Fairness isn’t just a regulatory requirement; it’s good business,” Mark points out. “When renters feel they’ve been treated fairly, they’re more likely to stay longer and build positive relationships with landlords.”Mark offers clear advice for sellers:- Understand Your Buyer: Identify their pain points, whether related to cost savings, risk mitigation, or operational challenges. Tailor your pitch to address these needs.
- Focus on Speed: Streamline onboarding to reduce friction. PayScore, for example, cuts income verification time from weeks to minutes.
- Build a Strong Pipeline: Prioritize buyers ready to act but maintain relationships with long-term prospects.
Three key takeaways about “Getting to Hell Yes!” in selling
- Lead with Understanding: The best salespeople listen first. Understanding a buyer’s unique challenges and goals builds trust and delivers value.
- Emphasize Transparency: Buyers appreciate honesty and clear communication. Sharing success stories and measurable results resonates more than overcomplicated pitches.
- Persistence Pays Off: Sales success comes from moving forward despite rejection. Consistent persistence ensures you’re ready for the next opportunity.
Final thoughts
Mark Fiebig’s story shows the power of innovation, adaptability, and persistence. By redefining income verification and addressing property managers’ pain points, he created a solution that solves problems and drives meaningful change.For entrepreneurs and sales professionals, Mark’s insights offer a roadmap to success. Focus on understanding your buyer, stay persistent, and always deliver value. By doing so, you’ll create your own “Hell Yes!” moments in sales and beyond.“Sales isn’t about what you’re selling,” Mark concludes. “It’s about how you’re helping. When you focus on that, everything else falls into place.”With a compelling story and actionable advice, Mark Fiebig demonstrates that “Getting to Hell Yes!” is more than a sales strategy—it’s a way to build meaningful, results-driven relationships. What challenges do you face in your sales journey? Share your thoughts in the comments!If you or if you you know someone who should be a guest on ‘Getting to hell yes!’, pls send an email to info@iriscx.com or connect with us on LinkedInOur mission is to simplify the homeowners & home builders customer experience. Let Iris do the work.
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