From SaaS Sales to Property Management: Building a Better Client Experience | Casey Howe

In this episode of Unfiltered, Dylan Scroggins is joined by Casey Howe, Principal of Howzer Property Management in Massachusetts, about bringing a software and enterprise sales mindset into the property management industry. After spending nearly a decade building and leading sales teams in the SaaS and data management space, Casey entered into the property management world in 2018. He shares how his technology background helped him identify opportunities to improve service, why he chose to focus on small and midsize investors, and how his company rebuilt its business by focusing on the right clients, client retention, and financial performance. Casey also explains why customer success deserves more attention in property management, how his team uses AI to improve owner reporting, and why he believes operators shouldn't feel pressured to be early adopters of every new technology. Looking ahead, he discusses AI-driven price compression, the growing importance of operational efficiency, and the potential for increased consolidation among smaller property management companies. Links Casey on LinkedIn - /   / caseyhowe   Dylan on LinkedIn - /   / dylanscroggins   PropertyManagement.com - https://propertymanagement.com/ The Kalmar Group - https://thekalmargroup.com/pm Subscribe to PropertyManagement.com's weekly Newsletter: https://propertymanagement-com.kit.co... Chapters 00:00 — Introducing Casey Howe and the Northeast property management market 01:45 — From software sales to property management 05:14 — Why property management fit recurring revenue and technology 09:22 — Focusing on triple-deckers and scattered-site multifamily 10:15 — Letting go of 350 doors to find better-fit clients 17:03 — Applying enterprise sales skills to property management 21:23 — Making customer success a competitive advantage 27:12 — Defining Hauser’s ideal customer profile 30:42 — Taking a measured approach to technology adoption 35:43 — AI, price compression, and the future of property management Disclaimer: The content of this podcast is for informational purposes only and does not constitute professional advice. Always perform your own due diligence before making any financial or business decisions.