[{"data":1,"prerenderedAt":32},["ShallowReactive",2],{"blog-post-property-management-accountability-problem":3},{"id":4,"title":5,"subheading":6,"slug":7,"excerpt":8,"metaDescription":9,"content":10,"renderedHTML":11,"tags":12,"author":14,"authorImage":15,"coverImage":16,"platform":17,"type":18,"cta":19,"publishDate":25,"lastEditedTime":26,"createdTime":27,"status":28,"featured":29,"viewCount":30,"readingTime":31,"renderedContent":11},"3021a919-dc5b-8073-870d-eb036bac31bf","You Don't Have a Lead Problem - You Have an Accountability Problem","Issue 033 - PropertyManagement.com Weekly Newsletter","property-management-accountability-problem","Most property management companies face an accountability issue rather than a lead problem. To improve sales performance, it's essential to audit processes, measure key metrics like speed-to-lead and contact rates, and ensure proper training for Business Development Managers (BDMs). Effective recruitment is crucial, as is maintaining competitive compensation. The focus should be on accountability and systems rather than merely increasing lead flow.","Stop blaming leads. Most property management companies have an accountability problem, not a lead problem. Learn how to audit your BDM, improve sales performance & recruitment.","","\u003Ch2 id=\"the-problem-is-right-in-front-of-you\" class=\"text-2xl md:text-3xl font-semibold text-dark-blue mb-4 mt-6 leading-tight\">\u003Cstrong class=\"font-semibold\">The Problem is right in front of you\u003C\u002Fstrong>\u003C\u002Fh2>\n\u003Cp class=\"mb-4 text-primary leading-relaxed text-lg\">I am off this week, so guest post here from \u003Ca href=\"https:\u002F\u002Fwww.linkedin.com\u002Fin\u002Fdylanscroggins\u002F\" target=\"_blank\" rel=\"noopener noreferrer\" class=\"text-blue hover:text-dark-blue underline transition-colors duration-200\">Dylan Scroggins\u003C\u002Fa>, Founder of \u003Ca href=\"https:\u002F\u002Fthekalmargroup.com\u002Fpm\" target=\"_blank\" rel=\"noopener noreferrer\" class=\"text-blue hover:text-dark-blue underline transition-colors duration-200\">Kalmar Group\u003C\u002Fa>, who is a friend, podcast co-host and foundational partner of PropertyManagement.com. Enjoy!\u003C\u002Fp>\n\u003Cp class=\"mb-4 text-primary leading-relaxed text-lg\">Most property management companies don’t have just a lead problem.\u003C\u002Fp>\n\u003Cp class=\"mb-4 text-primary leading-relaxed text-lg\">They have an accountability problem.\u003C\u002Fp>\n\u003Cp class=\"mb-4 text-primary leading-relaxed text-lg\">They want to blame it on the market, or the software, or that competitor who has fake Google Reviews, but the problem \u003Cem class=\"italic\">might be \u003C\u002Fem>coming into the office 2x a week and working remote the other three.\u003C\u002Fp>\n\u003Cp class=\"mb-4 text-primary leading-relaxed text-lg\">When things are stalled are going south, the default move becomes:\u003C\u002Fp>\n\u003Cp class=\"mb-4 text-primary leading-relaxed text-lg\">Buy more leads…. add more software… spend more money and \u003Cstrong class=\"font-semibold\">hope\u003C\u002Fstrong> everything fixes itself.\u003C\u002Fp>\n\u003Cp class=\"mb-4 text-primary leading-relaxed text-lg\">Well, “hope is not a strategy”.\u003C\u002Fp>\n\u003Cp class=\"mb-4 text-primary leading-relaxed text-lg\">Every part of your business is systems + people and you need to audit both of those factors.\u003C\u002Fp>\n\u003Cp class=\"mb-4 text-primary leading-relaxed text-lg\">Here’s how to stop lying to yourself — and what to do when the issue isn’t marketing at all.\u003C\u002Fp>\n\u003Chr class=\"border-t border-gray-300 my-8\">\n\u003Ch2 id=\"start-at-the-top-where-revenue-begins\" class=\"text-2xl md:text-3xl font-semibold text-dark-blue mb-4 mt-6 leading-tight\">\u003Cstrong class=\"font-semibold\">Start at the Top (where revenue begins)\u003C\u002Fstrong>\u003C\u002Fh2>\n\u003Cp class=\"mb-4 text-primary leading-relaxed text-lg\">Dirty water at the bottom of the river can only be changed at the top.\u003C\u002Fp>\n\u003Cp class=\"mb-4 text-primary leading-relaxed text-lg\">How often are you meeting with your BDM(s) to talk through their process from the absolute beginning to the absolute end?\u003C\u002Fp>\n\u003Cp class=\"mb-4 text-primary leading-relaxed text-lg\">Number of leads, speed to lead, contact rate, appointments, proposals, closings… is there a number tied to all of these? If not, there needs to be.\u003C\u002Fp>\n\u003Cp class=\"mb-4 text-primary leading-relaxed text-lg\">Property Management is one of the most operationally intensive industries that exists, yet we are not tracking one of the most pivotal parts of that engine?\u003C\u002Fp>\n\u003Cp class=\"mb-4 text-primary leading-relaxed text-lg\">If you can’t measure these, you can’t expect improvement in your systems or your team.\u003C\u002Fp>\n\u003Ch2 id=\"head-to-the-bottom-where-cash-hit-the-bank\" class=\"text-2xl md:text-3xl font-semibold text-dark-blue mb-4 mt-6 leading-tight\">\u003Cstrong class=\"font-semibold\">Head to the Bottom (where cash hit the bank)\u003C\u002Fstrong>\u003C\u002Fh2>\n\u003Cp class=\"mb-4 text-primary leading-relaxed text-lg\">Whether you are “sales oriented” or not, you need high visibility in the final steps of your closing process to make sure all parties are aligned to close deals.\u003C\u002Fp>\n\u003Cp class=\"mb-4 text-primary leading-relaxed text-lg\">If your sales process is broken, \u003Cstrong class=\"font-semibold\">more leads just creates more opportunity for failure.\u003C\u002Fstrong>\u003C\u002Fp>\n\u003Cp class=\"mb-4 text-primary leading-relaxed text-lg\">So start here:\u003C\u002Fp>\n\u003Cul class=\"list-disc pl-6 mb-6 space-y-2\">\n\u003Cli class=\"mb-2 leading-relaxed text-primary text-lg\">How many proposals did we send last week?\u003C\u002Fli>\n\u003Cli class=\"mb-2 leading-relaxed text-primary text-lg\">How many did we close?\u003C\u002Fli>\n\u003Cli class=\"mb-2 leading-relaxed text-primary text-lg\">How long does it take to get a signature?\u003C\u002Fli>\n\u003C\u002Ful>\n\u003Cp class=\"mb-4 text-primary leading-relaxed text-lg\">Simple questions, sometimes get uncomfortable answers. Silence being the worst!\u003C\u002Fp>\n\u003Cp class=\"mb-4 text-primary leading-relaxed text-lg\">If your leads are not getting converted…is your BDM doing their job?\u003C\u002Fp>\n\u003Cp class=\"mb-4 text-primary leading-relaxed text-lg\">That question isn’t mean. It’s leadership.\u003C\u002Fp>\n\u003Ch2 id=\"three-numbers-that-tell-the-truth-fast\" class=\"text-2xl md:text-3xl font-semibold text-dark-blue mb-4 mt-6 leading-tight\">\u003Cstrong class=\"font-semibold\">Three numbers that tell the truth fast\u003C\u002Fstrong>\u003C\u002Fh2>\n\u003Cp class=\"mb-4 text-primary leading-relaxed text-lg\">\u003Cstrong class=\"font-semibold\">1) Speed-to-lead\n\u003C\u002Fstrong>If you are not responding to leads asap, \u003Cu class=\"underline\">you have a people problem\u003C\u002Fu>. You’re paying for leads… and then letting them die while your BDM is on DraftKings.\u003C\u002Fp>\n\u003Cp class=\"mb-4 text-primary leading-relaxed text-lg\">\u003Cstrong class=\"font-semibold\">2) Contact rate\n\u003C\u002Fstrong>How many leads do you actually reach? Not how many times you called. How many you connected with. If contact rate is low, it’s usually a hustle problem.\u003C\u002Fp>\n\u003Cp class=\"mb-4 text-primary leading-relaxed text-lg\">\u003Cstrong class=\"font-semibold\">3) Follow-up process\n\u003C\u002Fstrong>This is where most deals die - not because the lead wasn’t qualified, but because nobody followed up with “relevant and persistent consistency”.\u003C\u002Fp>\n\u003Cp class=\"mb-4 text-primary leading-relaxed text-lg\">In the BDM’s defense, did you teach them or hold them accountable for any of this?\u003C\u002Fp>\n\u003Chr class=\"border-t border-gray-300 my-8\">\n\u003Ch2 id=\"what-you-can-do-to-improve-bdm-audit\" class=\"text-2xl md:text-3xl font-semibold text-dark-blue mb-4 mt-6 leading-tight\">\u003Cstrong class=\"font-semibold\">What you can do to improve (BDM Audit)\u003C\u002Fstrong>\u003C\u002Fh2>\n\u003Cp class=\"mb-4 text-primary leading-relaxed text-lg\">After an audit, you’ll find one of two things:\u003C\u002Fp>\n\u003Col class=\"list-decimal pl-6 mb-6 space-y-2\">\n\u003Cli class=\"mb-2 leading-relaxed text-primary text-lg\">the leads and process are bad\u003C\u002Fli>\n\u003Cli class=\"mb-2 leading-relaxed text-primary text-lg\">the sales execution and effort is bad\u003C\u002Fli>\n\u003C\u002Fol>\n\u003Cp class=\"mb-4 text-primary leading-relaxed text-lg\">I’ll be blunt. It’s usually #2.\u003C\u002Fp>\n\u003Ch3 id=\"a-few-quick-tips\" class=\"text-xl md:text-2xl font-medium text-dark-blue mb-3 mt-5 leading-tight\">\u003Cstrong class=\"font-semibold\">A few quick tips:\u003C\u002Fstrong>\u003C\u002Fh3>\n\n        \u003Cblockquote class=\"border-l-4 border-blue-500 pl-4 py-2 bg-blue-50 rounded-r-lg mb-6\">\n          \u003Cdiv class=\"text-gray-700 italic\">\u003Cstrong class=\"font-semibold\">Stop evaluating sales like a personality contest... \u003C\u002Fstrong>a lot of owners evaluate their BDM like this:\u003C\u002Fdiv>\n        \u003C\u002Fblockquote>\n\u003Cp class=\"mb-4 text-primary leading-relaxed text-lg\">“They’re nice.”\n “They’re trying.”\n “They’ve been here a while.”\n “They’re great on the phone.”\u003C\u002Fp>\n\u003Cp class=\"mb-4 text-primary leading-relaxed text-lg\">Cool. But are they converting?\u003C\u002Fp>\n\u003Cp class=\"mb-4 text-primary leading-relaxed text-lg\">Instead, evaluate them by pipeline performance based on data.\u003C\u002Fp>\n\u003Cp class=\"mb-4 text-primary leading-relaxed text-lg\">Sales is a performance role. If the numbers don’t work, the feelings don’t matter.\u003C\u002Fp>\n\u003Ch2 id=\"training-the-part-everyone-skips-and-then-complains-about\" class=\"text-2xl md:text-3xl font-semibold text-dark-blue mb-4 mt-6 leading-tight\">\u003Cstrong class=\"font-semibold\">Training: the part everyone skips (and then complains about)...\u003C\u002Fstrong>\u003C\u002Fh2>\n\u003Cp class=\"mb-4 text-primary leading-relaxed text-lg\">Here’s the reality:\u003C\u002Fp>\n\u003Cp class=\"mb-4 text-primary leading-relaxed text-lg\">Most BDMs aren’t underperforming because they’re lazy. They’re underperforming because they were never trained.\u003C\u002Fp>\n\u003Cp class=\"mb-4 text-primary leading-relaxed text-lg\">So ask yourself:\u003C\u002Fp>\n\u003Cul class=\"list-disc pl-6 mb-6 space-y-2\">\n\u003Cli class=\"mb-2 leading-relaxed text-primary text-lg\">How much training did we actually provide?\u003C\u002Fli>\n\u003Cli class=\"mb-2 leading-relaxed text-primary text-lg\">Did we role-play calls?\u003C\u002Fli>\n\u003Cli class=\"mb-2 leading-relaxed text-primary text-lg\">Did we teach objections?\u003C\u002Fli>\n\u003Cli class=\"mb-2 leading-relaxed text-primary text-lg\">Did we review calls weekly?\u003C\u002Fli>\n\u003Cli class=\"mb-2 leading-relaxed text-primary text-lg\">Did we provide ongoing coaching?\u003C\u002Fli>\n\u003C\u002Ful>\n\u003Cp class=\"mb-4 text-primary leading-relaxed text-lg\">If your BDM isn’t getting better every week, then your business is not growing.\u003C\u002Fp>\n\u003Ch2 id=\"compensation-is-it-market-rate-or-wishful-thinking\" class=\"text-2xl md:text-3xl font-semibold text-dark-blue mb-4 mt-6 leading-tight\">\u003Cstrong class=\"font-semibold\">Compensation: is it market rate or wishful thinking?\u003C\u002Fstrong>\u003C\u002Fh2>\n\u003Cp class=\"mb-4 text-primary leading-relaxed text-lg\">You can’t hire (or keep) a unicorn on donkey prices.\u003C\u002Fp>\n\u003Cp class=\"mb-4 text-primary leading-relaxed text-lg\">Audit the comp plan:\u003C\u002Fp>\n\u003Cul class=\"list-disc pl-6 mb-6 space-y-2\">\n\u003Cli class=\"mb-2 leading-relaxed text-primary text-lg\">Is it market rate now? NOT when you hired them, but now.\u003C\u002Fli>\n\u003Cli class=\"mb-2 leading-relaxed text-primary text-lg\">Is it simple enough to understand?\u003C\u002Fli>\n\u003Cli class=\"mb-2 leading-relaxed text-primary text-lg\">Does it reward signed deals (not just activity)?\u003C\u002Fli>\n\u003C\u002Ful>\n\u003Cp class=\"mb-4 text-primary leading-relaxed text-lg\">A good comp plan makes the right behavior inevitable and a bad one makes excuses inevitable.\u003C\u002Fp>\n\u003Chr class=\"border-t border-gray-300 my-8\">\n\u003Ch2 id=\"what-you-can-do-to-improve-bdm-recruitment\" class=\"text-2xl md:text-3xl font-semibold text-dark-blue mb-4 mt-6 leading-tight\">\u003Cstrong class=\"font-semibold\">What you can do to improve (BDM Recruitment)\u003C\u002Fstrong>\u003C\u002Fh2>\n\u003Cp class=\"mb-4 text-primary leading-relaxed text-lg\">If your pipeline depends on one person, recruiting isn’t optional since you can’t afford to miss on the wrong hire.\u003C\u002Fp>\n\u003Cp class=\"mb-4 text-primary leading-relaxed text-lg\">Recruiting is a core business function that deserves the same attention as other foundational parts of business.\u003C\u002Fp>\n\u003Cp class=\"mb-4 text-primary leading-relaxed text-lg\">\u003Cstrong class=\"font-semibold\">ABC = Always Be ‘Cruitin\u003C\u002Fstrong>\u003C\u002Fp>\n\u003Cp class=\"mb-4 text-primary leading-relaxed text-lg\">Always Be ‘Cruitin means you recruit constantly — not only when you’re desperate.\u003C\u002Fp>\n\u003Cp class=\"mb-4 text-primary leading-relaxed text-lg\">Have your business card on you at all times.\u003C\u002Fp>\n\u003Cp class=\"mb-4 text-primary leading-relaxed text-lg\">Have a great convo with an up-and-coming roofing salesman? Recruit him.\u003C\u002Fp>\n\u003Cp class=\"mb-4 text-primary leading-relaxed text-lg\">Your nephew just got married to a go-getter? Recruit her.\u003C\u002Fp>\n\u003Cp class=\"mb-4 text-primary leading-relaxed text-lg\">The one 20-something at the local investor meet up? Recruit them.\u003C\u002Fp>\n\u003Cp class=\"mb-4 text-primary leading-relaxed text-lg\">Industry knowledge can be trained, but the grind and grit can’t be.\u003C\u002Fp>\n\n        \u003Cblockquote class=\"border-l-4 border-blue-500 pl-4 py-2 bg-blue-50 rounded-r-lg mb-6\">\n          \u003Cdiv class=\"text-gray-700 italic\">\u003Cem class=\"italic\">27 of the last 30 placements we’ve made in property management did not have property management experience.\u003C\u002Fem>\u003C\u002Fdiv>\n        \u003C\u002Fblockquote>\n\u003Cp class=\"mb-4 text-primary leading-relaxed text-lg\">\u003Cstrong class=\"font-semibold\">Use a recruiter (because bad hires are expensive)\u003C\u002Fstrong>\u003C\u002Fp>\n\u003Cp class=\"mb-4 text-primary leading-relaxed text-lg\">Bad sales hires cost you more than salary. They cost you: wasted leads, lost deals, lost time, and lost momentum.\u003C\u002Fp>\n\u003Cp class=\"mb-4 text-primary leading-relaxed text-lg\">A recruiter helps you avoid hiring someone who interviews well but couldn’t sell a steak to a lion.\u003C\u002Fp>\n\u003Cp class=\"mb-4 text-primary leading-relaxed text-lg\">(And yes — I am biased — but \u003Ca href=\"https:\u002F\u002Fwww.thekalmargroup.com\u002Fpm\" target=\"_blank\" rel=\"noopener noreferrer\" class=\"text-blue hover:text-dark-blue underline transition-colors duration-200\">The Kalmar Group\u003C\u002Fa> has built sales teams for respected property management companies across the country and are here to help)\u003C\u002Fp>\n\u003Chr class=\"border-t border-gray-300 my-8\">\n\u003Ch2 id=\"the-takeaway\" class=\"text-2xl md:text-3xl font-semibold text-dark-blue mb-4 mt-6 leading-tight\">\u003Cstrong class=\"font-semibold\">The Takeaway\u003C\u002Fstrong>\u003C\u002Fh2>\n\u003Cp class=\"mb-4 text-primary leading-relaxed text-lg\">You might not have a lead problem. You might have a people problem.\u003C\u002Fp>\n\u003Cp class=\"mb-4 text-primary leading-relaxed text-lg\">Former Alabama quarterback Greg McElroy once threw an errant pass to a wide open Julio Jones. Walking to the sideline, he knew he was in for a “butt” chewing from Nick Saban. Instead, he was welcomed with an apology.\u003C\u002Fp>\n\u003Cp class=\"mb-4 text-primary leading-relaxed text-lg\">“I’m sorry Greg” Coach Saban said.\u003C\u002Fp>\n\u003Cp class=\"mb-4 text-primary leading-relaxed text-lg\">Greg looks at him quizzically.\u003C\u002Fp>\n\u003Cp class=\"mb-4 text-primary leading-relaxed text-lg\">Saban continued, “I am sorry that I ever recruited you”.\u003C\u002Fp>\n\u003Cp class=\"mb-4 text-primary leading-relaxed text-lg\">Audit your system.\u003C\u002Fp>\n\u003Cp class=\"mb-4 text-primary leading-relaxed text-lg\">Train your people.\u003C\u002Fp>\n\u003Cp class=\"mb-4 text-primary leading-relaxed text-lg\">Start actually recruiting and see what happens!\u003C\u002Fp>\n\u003Ch2 id=\"re-announcing-again-the-vendor-performance-index\" class=\"text-2xl md:text-3xl font-semibold text-dark-blue mb-4 mt-6 leading-tight\">\u003Cstrong class=\"font-semibold\">📣 Re-Announcing Again: The Vendor Performance Index\u003C\u002Fstrong>\u003C\u002Fh2>\n\u003Cp class=\"mb-4 text-primary leading-relaxed text-lg\">A few weeks ago we announced the \u003Cstrong class=\"font-semibold\">VPI™\u003C\u002Fstrong>. It will be our TrueMatch™ score but for the \u003Cstrong class=\"font-semibold\">software vendors\u003C\u002Fstrong> who serve the property management industry. And thank you to everyone who has completed our \u003Ca href=\"https:\u002F\u002Fform.typeform.com\u002Fto\u002FXVGVSxyz\" target=\"_blank\" rel=\"noopener noreferrer\" class=\"text-blue hover:text-dark-blue underline transition-colors duration-200\">surveys\u003C\u002Fa>. We've already received hundreds of responses!\u003C\u002Fp>\n\n        \u003Cfigure class=\"mb-6 max-w-fit\" style=\"max-width: fit-content;\">\n          \u003Cimg src=\"https:\u002F\u002Fpugchphfgofjyszpuwfv.supabase.co\u002Fstorage\u002Fv1\u002Fobject\u002Fpublic\u002Fblog-images\u002Fposts\u002F3021a919-dc5b-8073-870d-eb036bac31bf\u002Fcontent\u002Fcontent-1.jpg\" alt=\"You Don't Have a Lead Problem - You Have an Accountability Problem - Image 1 | PropertyManagement.com\" class=\"w-full max-w-4xl mx-auto rounded-lg shadow-lg\">\n          \n        \u003C\u002Ffigure>\n\u003Cp class=\"mb-4 text-primary leading-relaxed text-lg\">\u003Cstrong class=\"font-semibold\">📆 Launch Date Moved Up:\u003C\u002Fstrong> March 2, 2026 @ Midnight.\u003C\u002Fp>\n\u003Ch2 id=\"we-still-need-your-help-to-help-you\" class=\"text-2xl md:text-3xl font-semibold text-dark-blue mb-4 mt-6 leading-tight\">We Still Need Your Help (To Help You)\u003C\u002Fh2>\n\u003Cp class=\"mb-4 text-primary leading-relaxed text-lg\">To make this data statistically significant, we need to know what you are running under the hood.\u003C\u002Fp>\n\u003Cp class=\"mb-4 text-primary leading-relaxed text-lg\">\u003Cstrong class=\"font-semibold\">The Ask:\u003C\u002Fstrong> If you use (or used) \u003Cstrong class=\"font-semibold\">Profit Coach, Utility Profit, PMW or Leadsimple \u003C\u002Fstrong>interact below and leave them a quick survey.\u003C\u002Fp>\n\u003Cul class=\"list-disc pl-6 mb-6 space-y-2\">\n\u003Cli class=\"mb-2 leading-relaxed text-primary text-lg\">It takes 2 minutes.\u003C\u002Fli>\n\u003Cli class=\"mb-2 leading-relaxed text-primary text-lg\">\u003Cstrong class=\"font-semibold\">The Reward:\u003C\u002Fstrong> If you complete the survey, you get early access to the results before the public launch 👀\u003C\u002Fli>\n\u003C\u002Ful>\n\u003Cp class=\"mb-4 text-primary leading-relaxed text-lg\">👉 \u003Ca href=\"https:\u002F\u002Fform.typeform.com\u002Fto\u002FDMJ8ywaj?utm_source=xxxxx&utm_medium=xxxxx&utm_campaign=xxxxx#vendor=Profit%20Coach\" target=\"_blank\" rel=\"noopener noreferrer\" class=\"text-blue hover:text-dark-blue underline transition-colors duration-200\">Profit Coach\u003C\u002Fa>\u003C\u002Fp>\n\u003Cp class=\"mb-4 text-primary leading-relaxed text-lg\">👉 \u003Ca href=\"https:\u002F\u002Fform.typeform.com\u002Fto\u002FDMJ8ywaj?utm_source=xxxxx&utm_medium=xxxxx&utm_campaign=xxxxx#vendor=Utility%20Profit\" target=\"_blank\" rel=\"noopener noreferrer\" class=\"text-blue hover:text-dark-blue underline transition-colors duration-200\">Utility Profit\u003C\u002Fa>\u003C\u002Fp>\n\u003Cp class=\"mb-4 text-primary leading-relaxed text-lg\">👉 \u003Ca href=\"https:\u002F\u002Fform.typeform.com\u002Fto\u002FDMJ8ywaj?utm_source=outreach&utm_medium=email&utm_campaign=xxxxx#vendor=Property%20Manager%20Websites\" target=\"_blank\" rel=\"noopener noreferrer\" class=\"text-blue hover:text-dark-blue underline transition-colors duration-200\">Property Manager Websites - PMW\u003C\u002Fa>\u003C\u002Fp>\n\u003Cp class=\"mb-4 text-primary leading-relaxed text-lg\">👉 \u003Ca href=\"https:\u002F\u002Fform.typeform.com\u002Fto\u002FDMJ8ywaj?utm_source=sequence&utm_medium=email&utm_campaign=xxxxx#vendor=LeadSimple\" target=\"_blank\" rel=\"noopener noreferrer\" class=\"text-blue hover:text-dark-blue underline transition-colors duration-200\">Leadsimple\u003C\u002Fa>\u003C\u002Fp>",[13],"Newsletter","Matt Speer","https:\u002F\u002Fpugchphfgofjyszpuwfv.supabase.co\u002Fstorage\u002Fv1\u002Fobject\u002Fpublic\u002Fblog-images\u002Fposts\u002F3021a919-dc5b-8073-870d-eb036bac31bf\u002Fauthor\u002Fauthor.jpeg","https:\u002F\u002Fpugchphfgofjyszpuwfv.supabase.co\u002Fstorage\u002Fv1\u002Fobject\u002Fpublic\u002Fblog-images\u002Fposts\u002F3021a919-dc5b-8073-870d-eb036bac31bf\u002Fcover\u002Fcover.png","Blog","Long Form",{"id":20,"url":21,"type":22,"title":23,"description":24},"24d1a919-dc5b-804c-ba1f-c796f71d006e","https:\u002F\u002Fmeetings-na2.hubspot.com\u002Fmatt-speer\u002Ftruematch-paid-partner","button","Get Verified","Matt's Calendly link","2026-02-06T00:00:00.000Z","2026-04-03T11:36:00+00:00","2026-04-03T11:36:27.157758+00:00","published",false,0,6,1783852389240]