Getting Reel With Dolben: Avoid the Leasing Pinch!

Hello, everyone, and welcome to today's session, getting real with Dolben, avoid the leasing pinch. I'm Kayla Ware, and I'll be your host as we march into leasing season with some incredible tips and insights from our experts on today. We are exactly three weeks away from Saint Patty's Day today, so it's all about making sure your leasing strategy doesn't rely on luck and make sure your tech stack doesn't leave your teams feeling pinched. Before we dive in, a few quick high housekeeping items. First, we are recording this session, and we'll send the replay to your inbox tomorrow. Next, we want to hear from you. Please drop your questions in the Q and A box at any time throughout the session and our panelists will answer them toward the end. Lastly, stick around. We have a special attendee offer where you can receive ten professionally produced videos, that's a nine hundred dollar value, to jump start your spring momentum. So to get us started, I will hand things over to Matt Wyrick, executive vice president here at Grace Hill. Matt, the floor is all yours. Excellent. Thank you so much, Kayla. I should have come equipped with some better Saint Patrick's Day puns, but we'll we'll see if the juices get flowing throughout the webinar. Thank you everyone for coming today. We're super excited about this conversation. Don't wanna steal any thunder, but what John and the Dolan team have done with Realync over the last year has been so special and so incredible to see. So we're thankful that John is here. We're excited to dive into that conversation all about the operationalization of your tech stack today, and we'll talk about more than just Realync. There's some solid Realync examples in there, but, yeah, really excited for the conversation today. Like Kayla mentioned, I'm Matt Wireck, executive vice president, cofounder of Realync. And I'll pass it over to Joe joining us for the conversation before we pass it on to John. So happy to be here, Matt. My name is Joe Davis. I'm the director of strategic growth for Grace Hill and based here in Atlanta, Georgia. And without further ado, John, I'd like to pass it over to you. Yeah. Well, thanks for having me. John Schroeder, vice president of marketing for the Dolben Company. We have about seventy properties on the East Coast, about sixteen thousand units. I've been involved in Multifamily Marketing for the past about twenty years. Prior to joining Dolben, I owned and operated my own agency. We specialize in brand building, website design and development, digital marketing, three d rendering, and photography. So happy to be here. Excellent. I have a lot of questions about the, three d rendering history, and, we'll talk deeper about that offline. But thank you so much, John, for joining. I'm actually gonna go ahead and pause our share for now. We'll pop in and out on the screen share. But to get the conversation going, talk to us a little bit about the beginning. Let's start back to when you joined Dolben. I know Realync was already in place, within the portfolio when you got there. What was your first impression of of the platform? What were some of those early years of our partnership like for you? Yeah. So I joined Dolby in twenty twenty three. I would say that the the it was an inherited product. I did not know much about Realync when I when I first started. Obviously, I knew about virtual tours, but in terms of putting the product into the hands of the the leasing staff, I wasn't as familiar. So I think really it was about, you know, the early days were about learning and understanding the full capabilities. What I really thought was cool about it though, I learned to really love Realync was that it really put into the hands of our on-site teams really the ability to film virtual tours themselves easily. That was the cool part that I think over time is similar to other folks that are out there too, but then slowly but surely, and we'll get into this later, I'm sure, but, it's the integrations with other vendors and things like that that really, made it a powerful tool for us. I love that viewpoint on it, John, especially as simple as we can make it for your adoption. And so I'm really curious. At what point did you and the team decide in twenty twenty five that it was going to be different when it came to Realync? And what really went into that decision for you all? Well, in twenty twenty five, we only had one goal as an organization for the whole year, which was to win a Grace Hill Excellence Award. I'm I'm joking, of course, but, really, I I think it was not twenty twenty five in particular. It was rolling it back, stepping back a little bit. It was the major software change that we had as an organization a couple years prior. We went through a whole digital transformation, so to speak. Part of that included a new website environment. And then we were able to you know, one of the directives from our ownership was to include unit level unit level information on our website. And that's really where Realync came into play and became a, you know, indispensable tool for us. And so the success that we experienced in twenty twenty five was really all about hitting that objective, which was to get unit level data across the board, across all of our seventy websites. And so, you know, that's that was why last year was was a big year for us. I love that. And the results really speak for themselves. It truly was a banner year for Realync for Dolben. I'm gonna pull up just a snapshot of visualizing that. You you can see, like, Realync Realync was there. And then twenty twenty five, hello. Talk to us about the the results of all that focus, the the team effort that went into driving that sort of an exponential growth in specifically, this is videos produced. So your teams rolled up their sleeves. They got to work, and they they shot nearly four thousand new videos in twenty twenty five alone. What what did you guys do that accomplished that? Well, first, I love how in twenty twenty, we filmed one video. I would love to see what that video was. Maybe you can dig that up from the archives. So you can see, you know, twenty twenty one is we're just getting the product rolled out. Twenty twenty two, same deal. Twenty twenty three also coincides with the year that I first started with Dolby. We started to pay a little bit more attention to it in terms of communicating it out to our on-site teams. Think that's the first time that we started to really incorporate it into our marketing trainings. And we started to, I guess, be more consistent about communicating it. But it wasn't really mandatory at that point. We were just really offering it to our on-site teams as a nice to have tool. In twenty twenty four, that's when we've really rolled out our new website environment. So but at that point, it was not connected to Realync, all the unit level tours. And then twenty twenty five, I think it was really like, how do we take advantage of this product that we're investing in? And that's really when we got serious about it. We reinstated some leasing contests that we had prior to COVID. We incorporated Realync as part of one of the challenges in our leasing competitions. And then around the summertime, we started this Realync reboot competition. And I think the Realync reboot competition is is really why we're sitting here today. This is the reason that we had so much success last year getting our on-site teams to participate. And, really, you know, what Realync poses, you know, it's an interesting product because it's a, it's software, but b, it's hardware, and there's also kind of a a creative component. So we really wanted to get in front of our on-site teams. And so we we got all of our teams together. We conducted two trainings in New England, two trainings in the mid Atlantic in person. So every single one of our leasing staff was trained. We invited Realync to also do a presentation during those times. And then I think, you know, what we did to formalize it or actually make it exciting was we offered cash prizes for the teams that captured the most videos. So it was really the combination of getting the teams educated about it, comfortable with the the hardware and the software, understanding the why behind why as an organization are we doing it, And then, you know, offering them whole hard cash, I think, was the the secret sauce and what what brought everything together. That's fantastic, John. And I I love how you broke that down. And a lot of times, you can do all of the training. You can talk to your teams in person, whatever that may be. But I love also that you took time to start with the why and to explain that and to give reason for it. And so people could follow along and at least, you know, mentally put in a place and practice what you're trying to achieve there. So with those monumental results that you and your team got in twenty twenty five, congratulations to you and your team, by the way. I know that was a lot of work. How do you plan to build on that momentum through twenty twenty six? Is that eight thousand videos? What does that look like potentially to you? Yeah. I mean, I hope, you know, I hope we can do as well as we did last year in the year upcoming. You know, as it stands right now, we have about a third of our portfolio has been filmed. It's a goal for us as an organization to film one hundred percent of the portfolio. I don't know if that's even attainable, but it's something that we will strive for. And so I think, you know, being consistent is number one. Doing what we did last year that we found that was successful and starting there. We've also empowered our marketing managers to go out there and to film units every single time they are at a property site just to kind of reinforce that, working into our whole training system and culture. And then also, you know, one of one of the parts that we're trying to use to operationalize it is to really build it into the unit turn checklist so that literally a unit cannot turn until they have checked off that video does exist. I think the jury is still out whether or not we, you know, have the ability to police something like that for lack of a better term, but I do think that that's really the next evolution for us is to you know, we've the program in place, and then it's a matter of of following up to ensure that our teams are actually doing it and building internal processes in terms of, you know, checking to make sure that everybody's doing and and following the programs that exist. I love that. I love that you're putting into your existing workflows, and we'll have the champagne ready when you do hit a hundred percent, by the way, John, because we believe that you can, and it's a great plan that you put together to be able to do so. So we'd like to transition here for just a moment to an interactive poll. And so the first poll, when we want audience participation so everybody, finger on the mouse, get ready to go. So the first question that we'll have, which will jump up here on the middle of the screen, is how would you describe your team's current relationship with your tech sack, your leasing tech sack? And you have four choices here. Are you gonna get lucky? Is it just another tool? Are you operationalizing it? Are you the powerhouse like John over here? And we'll give that just a second. And it's always so interesting to see the up and down relationship that you can have with your leasing tech stack. When it really works for you, it's it's going fantastic. And when it's not, when it feels like an add on, a lot of times, it can just it's more work. Really don't wanna jump into that per per se. That's what I love about this message in particular as you could see from that chart. Like, we were there. We were we were partnered with Dolan and, one video in twenty twenty. Someone did it, but it took intentionality, and it took partnership, and it took, ultimately making making the decision as a corporate team to to do something differently and to pursue it. So, yeah, don't feel bad if you're just searching for that four leaf clover of luck when it comes to your your tech stack and hoping your teams pick it up and use it because you're you're not alone. That's right. So we'll close this poll down, and to no surprise, we have kind of a a split mix depending on where people at are at. And so no shocker there, and everybody's going through it a little bit differently depending on your organization and probably your market that you're into. And so from there, Matt, why don't you take the reins for a second? Absolutely. And I appreciate that. Appreciate everyone weighing in to to just have a gut check of where we're at from a tech stack standpoint. So there's there's one thing you mentioned, John, that I'm excited to revert back pre pull too. You talked about instilling that behavior of anytime your team goes out, take the gimbal. And if you're walking a unit, take the gimbal and operationalizing it as a part of the term process. And one of the big things we really get done to really help partner on that exact effort of knowing where to start, what to shoot, when, especially I mean, the closer you get to a hundred percent, the harder it's gonna be of, like, oh, we're waiting for that one unit to turn so we can go get it. Well, with Realync and with our integrations, you mentioned the power of the Realync integrations, we launched a unit level insights tab built into Realync that could help your team see what they have or don't have captured and what is going to be coming through, in the coming weeks, what's turning that they may need to get out and capture. Unfortunately, on my calendar, I don't have anything turning, so you can't see any yellow yellow circles on the calendar for me to get out and record. But scrolling down here, you can see of the floor plans at my property, I've got three of the ten floor plans currently captured. And so we're starting to pull together just this quick hit visual dashboard to give your team insights into what is or isn't captured, what your media coverage is across your properties, and sounds like you're even using this yourself, John, for accountability purposes too. I think you you did the research this morning to see exactly what percent of units captured you guys are sitting at. So I guess talking to that, how are you using this information to really help hold the teams accountable to where to start, what's next, what do I need to capture, and just making sure they keep keep on it. Yeah. I mean, so we we utilize the dashboard. I don't think we're quite as expert users as you probably are, but but we're really, you know, dipping our toe into, the dashboard and all the different cool features that are there. I mean, we really use the dashboard to kinda do a quality check on our videos as the number one thing that we use the dashboard for. But in terms of, like, checking to see which which units have turned and, you know, that's really built into our property management system. And then we can go back and cross reference based on the videos that are already in the platform. So I'll get this is a next this upcoming year is the year that we're really gonna double down and, like, do that cross referencing. The past year was really just building the infrastructure and the process. And now that we have the infrastructure and the process, then we're gonna do the double checking. And that's where I think what you were showing really will come into play. So even though we we won an award last year, we still don't have everything figured out. We're still, you know, working on it and just trying to, you know, get one percent better every day. And, I think that's what we're communicating to our teams. And, you know, the the biggest thing for, I think, the adoption of of Realync, within an organization is to get over that initial hump of the learning curve and making it really accessible for your teams to understand that you don't have to be perfect out of the gate. You just have to get out of the gate. And then getting out of the gate once you're once you're there, you know, you'll look back in your first video and probably laugh. That's why I wanna see the one from twenty twenty so I can have a good laugh. But then you'll see how it evolves and how you get more comfortable and your teams get better. And I think it requires continual maintenance and training. Right? This is not a set it and forget it type of a product. You know, as as long as I have teams trying to turn over and things like that, which is just an inevitable part of the multifamily world. There will be retraining and retraining, and there's a there's news product what do you call them? Funk features within Realync. You'll need to continually train your team. So yeah. I love the one percent better because for a portfolio like yours, one percent better every day is, what, fifteen to twenty net new videos every single day. Like, that's five. So maybe we're at a half, you know, a quarter. There we go. But that's material. That really compounds, and that adds up to be something super impactful. That's how you get there. That was great. Sorry, Joe. That's exactly right. Don't apologize for that. That was fantastic, and that's how you pursue excellence at the end of the day. You see it all the time with teams or even sports teams. You don't get complacent. If you get complacent, you don't wanna achieve it. So great mentality jumping into that, and it sounds like you have a lot of things coming up that are gonna help you with that, including the confirmation tool that you have just to make sure people are doing what you've put in place there. That's fantastic. So that leads me to kinda think about our next question here for you, John. And number of operators have had similar aspirations to yours when it comes to maximizing the benefit from the platforms and tech they they may already have in place. For one reason or another, you know, they really haven't been able to put the pedal down to the floor like you all did in with Realync in twenty twenty five. So what do you credit for being the reason or reasons why you were able to enact just such a monumental change and shift with how your site teams were utilizing the Realync platform? Yeah. To go back on something that I said earlier, really, I I think it's you we've tried the virtual training and we tried for virtual training for four years and we got little to no traction, I would say. It was when we coupled the virtual training with hands on in person training and then offer them cash prizes. So I I think it's important to because this is a tangible product as much as it is a digital product, I think it's important to kind of demo this with your on-site teams and to get over the fear of the creative component of filming a video if you're maybe not a creative person, to show them some simple techniques to utilize that are easy for everybody to you know, once once you understand that there are easy techniques, that you don't have to be Steven Spielberg to make one of these videos that, you know, the the the gimbal, you know, once it turns on and stabilizes, is not that difficult to use. So really combating some of those objections, I think, that the on-site teams have initially, and then and then continually showing them the why. This is, you know, resulting in two hundred and seventeen thousand annual views. Right? Your your prospects are coming in way more equipped and knowledgeable of your which apartment home they would like to have, you know, prior to even stepping foot in your your building. And and so and then also showing all the different uses. You know, you can use this on social media. You can and and ingrain this and ingrain. You can put this on your website. You can do all this cool stuff with it. And and I think that educating everybody is half a battle. So I would say train in person. We didn't see a big difference until we started training in person. Training in person, and if you can run a leasing contest, definitely do that because I think that that that breathes excitement into the product. Yeah. A couple of things you said there, John, that I love. One, my team knows over the twelve years of Realync, one of my go to quotes was, it doesn't have to be complicated to be successful. Like, there's a lot that Realync can do, but at the end of the day, video people understand video. Don't don't overcomplicate it. Don't think you have to spielberg this and make it perfection. People just wanna see the exact thing, and that's what you're doing. And the the results are very real. But then you mentioned the other use cases as well. I just took a glimpse, and your teams have four thousand video views from QR codes. Like, that's awesome. I mean, that's that's one thing we have COVID to thank for, the resurgence of QR codes. And, like, that's that's just another one of those ways that your teams are getting the content out there in some some really cool and creative ways. Kayla's a fan. Kayla's a fan. And speaking of creative creativity and creative ways to connect because at the end of the day, Realync is a leasing enablement tool. You hit the nail on the head. Your prospects are coming in at a stronger further along decision making level because they've seen the space. They've previewed your community at such depth. That's having a material impact on your leasing process. And I know one thing where maybe not excelling and thriving today is really some live virtual tours, and we've talked about that. And we've talked about some of the connectivity and personal devices versus corporate devices. And there's a lot of things that go into live virtual virtual tours, but it is such an increasingly impactful part of the leasing process as well to literally be able to take your tours to the people with your people at the center. That human connectivity is so impactful in the process. So we're excited to keep leaning in with you on that when we talk about what's next. Obviously, the pursuit of unit level media across the building portfolio, we got that. We're making it happen. But live virtual tours as well, layering it in, the conversion rate of live virtual tours is phenomenal. And one thing I selfishly wanna highlight, the live virtual tour front, that layers back to what we're just talking about, team. Team turnover, team performance. Yes. Realync is a software platform, and we've got a hardware, and it's on your team to use it. One really cool powerful thing that we launched with Realync in the world of AI is what we call our live video intelligence. And there's without doing a mystery shop, there's such limited insight into how your teams are showcasing your buildings and what they're saying or not saying, showing or not showing. And what's really cool about Realync's live virtual insights is every single live virtual tour hosted by your team connecting with a prospective renter is well, it was always saved and recorded for compliance purposes and now has deep AI analytics pulled out of it that can actually show you and inform you how your teams are showing your buildings, what they're saying or not saying, showing or not showing, how their sentiment and behavior with that prospect was. And on the flip side, we can also tell you what your prospects thinks of the think of the properties as well. Prospect sentiment, positive sentiment, negative topics, things like that. So there's a lot of really cool things that we can do with this media to really not just impact leasing and leasing conversion and trying to make it easier for your teams, but for you as a decision maker as well. Like you said, turnover is not a thing in the multifamily industry at all. Doesn't impact anyone, but it's something we we have to live with and, being able to actually be informed of how your teams are doing. Are there performance gaps? Are there additional trainings that need to be done to make sure they're seeing the right things, connecting with the prospects in the way that they want connected with? Some really powerful things there. So that was my shameless adjacent plug into the the topic. That's a that's a really cool feature for sure. And as you mentioned, you know, we would be all over that if it weren't for some just operational challenges that we would have to work through in order to get to there. So Yep. But definitely definitely awesome. Yep. And, I mean, kind of the nature of the beast. Little little known fact about Realync, version one launched back in twenty thirteen, fourteen, thirteen. I should know that. I launched it. Version one of Realync was live virtual tours only, and we we didn't launch prerecorded videos until about a year later. And so that's always been the the mission and vision is, hey. Connect with your prospects where they are, show them what they need to see, and the rest will take care of itself. So we'll figure it out, John. We'll we'll make it happen. Alright. Back to you, Joe. I love that, and thank you so much for that insight, Matt. And one of the key topics that we wanna discuss is, operationalizing your your tech stack and getting that done, in a fair and balanced manner. And so means that when you're struggling with adoption from week to week, month over month, it feels like you've kinda hit that operationalized state with Realync. So what checks and balances or accountability pillars have you put in place to ensure that that continues? Yeah. I mean, I think that, asking the on-site teams to every time they, turn a unit, to indicate whether or not they have in fact filmed a video, so building it into the unit turn process, which we have done. And then I think, you know, we need to, as a company, check to make sure that that's happening. Right? And that that's the piece that we're we're working on in in this year is to really be able to analyze, have the on-site teams, in fact, if there are twenty units available, this week, did we have twenty, units films? And and putting those checks, and balances in place. And then so kind of monitoring it a little bit more than we have been. Last year, we got the check-in place, but we haven't been monitoring it. And now we intend to, you know, monitor it, follow-up with the team. So that that's, I think, half the battle for us. You know? And then then there's the, you know, video quality aspect of things. And I think, you know, one of the the the best features that you guys have come out with over the past year or two has been the AI video scoring, and that has helped our team tremendously take the lift off. So, you know, we are, you know, not looking at maybe every single video and every single second of every single video and from the marketing team standpoint, but we're looking at all of the yellow and all of the red videos to make sure that they do pass our quality control. And so that's been a very helpful control as well. We have our marketing coordinator doing this across our entire portfolio every single day, you know, going through between five and twenty, you know, quarter percent or one percent of all of our videos filmed every single day. So so that's what we're doing today. Love that. Love that. So that actually brings us to our next poll. So everybody get your trigger fingers ready to go on your mouse. And so our second poll does have to do with operators optimization. So is I can't talk today. So when you're operationalizing and integrating your current tech stack, what is the top three goals for your organization, or is it a top three goal for your organization in twenty twenty six? So the answer is yes. It's a primary focus this year. Maybe we'd like to get there, but we want a better playbook first, you know, develop out that what that process looks like. Or no, absolutely not. We're currently focused on adding other tools rather than optimizing old ones. Please don't ask us again. So which one do you fall into? We'll give it just a second there for our participants to list out a few. And While they're in that, John, actually curious. I realized we did have a question about this. Do you have plans to do what you did with Realync to other platforms in your tech stack? I mean, I would say that, you know, one of the things that I did first when I I got to Dolben was make sure that we are taking full advantage of all of our different vendors, products, and services, and integrations. Right? So I think that, you know, connecting vendors that can be connected is a really important thing. And and ultimately, the answer is yes to your question. Like, we want a connected ecosystem. We believe that it's better for everybody to be connected. For example, how our website, you know, utilizes Realync and also, you know, in Grain and and how Realync products are are everywhere. But we're doing the same thing with our ILSs. We're making sure that we are utilizing them to the full potential. We're doing the same thing with our chatbots, making sure that Realync is in our chatbots, not just standalone. So a lot of connecting, and and we have all this great content, but putting it all together has certainly been a a goal over the past couple of years. So, yes, forever and always, Matt. I love it. Excellent. Well, from a poll standpoint, a lot of people want to, but they they need that playbook. So, there might be a future in consulting for you, John. It looks like a lot of people are looking for the playbook and, taking some of those best practices back to see how they can operationalize their their tech stack better in twenty twenty six. So we appreciate everyone participating in the poll. You you also have to choose what to focus on too. I mean, most most marketing teams are probably not super robust that have endless resources that can take on twenty different rollouts at the same time. So I think it's a matter of prioritizing, you know, and then utilizing the tools that you have already to the maximum potential. So start there. Yeah. Absolutely. Great advice. Well, we're gonna move on to a fire round. These are gonna be quick hit. We wanna make sure we get to some q and a with the audience and everyone on the call. So first one coming at you, John, what is the best Realync video you have seen and why? I'm gonna, you know, go in left field on this one, but I I think that the the best videos that I've seen have been the ones. Do you have that? Yes. So thank you. Are are the ones that actually aren't even about unit level information. It's how our on-site teams have utilized Realync for creative ways to how how to throw away your trash, where to throw away your trash. Don't, you know, leave it outside the dumpster, throw it in the dumpster. Right? So these are just fun little social ways that you can more effectively communicate. And I think that that's a great example of how our teams are really, you know, showcasing their full creative potential and the benefits of the platform. I love that. And, hey, who doesn't want an explosion coming out of the dumpster when you throw in a trash bag? Right? I mean, hey. Gets your attention right there. But that's fantastic. It's a great versatile way to utilize our platform, and especially in a stabilized or lease up doesn't matter kinda where you are. Everybody needs the one zero one of how you live in the community well, how you're a great neighbor. So next question. Biggest video lesson learned through your experience. What does that look like? I don't know. I think that really don't try to, I guess, you know, come out of the gates with, like like I said earlier, Steven Spielberg level. You know, just just get going and don't let the the amount of videos, like, intimidate you that you need to film. Just just get going. And the the so I'd say that's the biggest lesson learned is, like, don't be, you know, reluctant or hesitant to just get started. You gotta start somewhere that is not gonna be where you end up, but, you know, don't don't don't wait and just, you know, accept the fact that your first videos are gonna be probably laughable when it when you're done your hundredth video. And don't worry. We at Realync only look up the laughable videos on occasion. We we don't judge. It's all good. No. You you have to have fun with it because when when you have fun with it, that that shows through. That shines through. Any tips for those on the call who are looking to add Realync but maybe don't have it or aren't doing anything with video yet? I would say keep your toilet seats down. Avoid your reflection in the mirror. But, really, you know, I think that that, you know, I think I'll use the same answer twice. Just get going. I mean, that's the, that's the biggest thing is is is don't be afraid to to make mistakes and get over that initial hump by in person trainings. That I can't tell you enough. If I could have done this all over, we would have saved three, four years, and we just would have started with in person trainings. To me, that's the that is the what is necessary to really get, you know, this product off the ground. Yeah. Yeah. Love that. And one of the things too, you know, I I think it's vital in a partnership is ensuring that we have a good academy, a learning academy for you to be able to access to and providing all those tools. It needs to be a partnership, and that's just one thing I wanna really emphasize from all the amazing things that you've told us, John, is that, you know, a great partner come alongside you lockstep and just open you shine. You guys are such a great organization, fantastic leaders, and really, really excited to be able to partner with you. So, Matt, I'll turn it back to you. Absolutely. Well, John, really appreciate the conversation today. We're not done. We're gonna do some q and a. Before we do, I know it's kinda tongue in cheek, but Kayla mentioned this, earlier. For those on the webinar, we do capture content for you as well. We have what's called Realync Studios with videographers all across the US, and, operationalizing the site teams to capture the content themselves is always gonna be the most affordable, scalable way to capture that unit level media across your portfolio. That said, for those of you who joined us today, thank you for coming. This isn't goodbye. The thank you for coming. I know I sounded like that for a second. My apologies. The thank you for you coming to our webinar today. We would love to do a ten video package for you. Ten videos produced and shot by our Realync videographers. That's a nine hundred dollar value. Terms and conditions apply. Must sign up before March thirty first, blah blah blah. All that stuff. If you're interested, reach out to us, and we'll we'll talk to you all all the details of it. But, super appreciative of everyone showing up, and, this is just our way of thanking you for coming, for learning more about how you can operate operationalize Realync, and what better way to learn and discuss operationalizing Realync than over a glass of wine. So Joe is actually gonna be representing out at the Multifamily Strategic Marketing Summit, formerly known as Social Media Summit. I'm still working working myself on that, but Joe will be out at SMS this year and would love to grab a glass of wine with you to talk about this conversation in more detail. So if you're gonna be there, reach out to us, and maybe we can talk about that Realync Studios package for you. Okay. Here we are already at our q and a part of our session. If you haven't had a chance to yet, now is your chance to put those questions in our Q and A box on your Zoom webinar panel. You can also drop them in the chat, and I can pick them up there. We did have a couple come in during the session, so I'll start with our first. The first was, does Realync integrate with AppFolio? Yes and no. The primary answer is no. So AppFolio has a very specific API that, unfortunately, we just haven't had the client demand for, building out that API yet. That said, if you are client demand for building out that API, we would love to talk to you about that. Realync is integrated into Yardi, Entrada, all sorts of back end systems because, like John mentioned earlier, getting Realync integrated into your systems and processes and being that sharp tool in the larger toolbox is the goal at the end of the day. So that's why it's yeah. It's a no. Can I jump in, Matt? I would just say before our Realync was integrated into our website environment, it was not integrated into that particular partner. So I would just ask the the product development folks at whichever company you'd like to integrate with Realync, and oftentimes, they have a willingness and ability to to integrate this. Sure no problem. And it's a it's a win win for both companies, so it doesn't hurt to ask. Long time. Good. Anything, Joe? No. I cannot. You all. Everything that John just said, that was fantastic. Go right ahead, Kayla. Thank you. Okay. So our second one came in, about halfway through. It was, how critical are those integrations into the success of Realync across Dolby's portfolio last year? I would say very critical. I mean, that's the infrastructure piece that really was the why. Without, you know, without the mass visibility of the Realync videos, it was just being emailed on a one off basis. So this gave the product scale and which gives it importance. Absolutely. Okay. So from a team standpoint, it sounds like this was marketing led. But who else in your experience across the org was involved in leading this or, you know, TouchRealync in any way? Yeah. Good question. So definitely, Dolby probably does things a bit differently than other folks, but I'm sure everybody has their the nuances. But our marketing team is responsible for training on marketing products. And so but we work very closely with the property management team and teams. Right? So we as you know, and including our our ownership. Right? So our ownership really set the vision and marketing executed the vision, and we relied on our property teams to, you know, really support that execution. So it really took, like, you know, two hundred people to do what we did last year, which was the involvement of all on-site leasing staff with, you know, some trainings done by myself and another member of the marketing team. And then yeah. And our marketing coordinator continues to kinda help facilitate that in the, background. So takes a village. That's a That's a great lead in to our last question that came in from Megan in the chat. She was asking about the importance of in person training, and you mentioned that's kind of how you got going solidly on Realync. How do you continue to manage that with your marketing manager as you bring in new people on your team? I think we have to continue to do the in person trainings just like we did this past year on the the leasing contest, the Realync reboot contest. I think we've gotta get out into, you know, invite our folks in and incorporate Realync, you know, showing how to basically doing that all over again. And then we've also for some targeted spot training and some reinforcement, every our our marketing managers are required to get to the property that they are responsible for a few times a year. Each time that they go, we're asking that they bring their stabilizer and help conduct a on the spot training. In addition to that, there's other video resources that you all put out. There's video resources that we've created to have in our own Loom library, and all that in in combination is really what we're doing to keep the ball rolling. Very good. Thank you, John. We can't we can't stop. Like, if we were to stop and not do what we did last year this year, then we're gonna see our our numbers go like this. So, we gotta we gotta keep the party going. Absolutely. Thank you, John, for those thoughtful answers. Thank you, everyone, who submitted your who submitted your questions. And that's all for questions from our audience today. If you think of more questions after this session or want to connect with our speakers, you can find them on LinkedIn using the QR code coming up on your screen now. Let's see, there it is. From all of us, thank you for attending our live session today. Reach out with any questions or if you'd like to grab that deal. We hope to connect with each of you soon, and have a great week. Goodbye. Thanks, everybody. Thanks all.