Grotto AI on leasing as sales, asking twice and 9-day ramp-ups

Summary Nick Deveau, Co-Founder and CEO of Grotto AI, joins Modern Multifamily fresh off Blueprint in Las Vegas. Host Mike Wolber, Chief Sales Officer at Apartment List, digs into Nick's path from a decade of vertical AI in hiring and healthcare to multifamily, why every operator he asked named vacancy loss as the industry's biggest problem, and how Grotto went from real-time call guidance for Weidner Apartment Homes' contact center to coaching the in-person tour. The conversation then turns to leasing as sales: demand versus conversion, "Gong for leasing" and why active coaching beats scoring, the simple habit of asking for the application (and asking again), turning the "just looking around" objection into comp data for asset managers, and how wearables and smartwatches keep opt-outs under 10% in two-party consent states. Nick closes with the case for open integration ecosystems and Hillpointe's results: a 27% lift in tour-to-lease conversion and new-hire ramp-up cut from 90 days to 9. For multifamily operators, leasing and marketing leaders, and anyone selling technology into real estate. Chapters 00:00 Why human interactions will be laid bare 01:04 Blueprint and spreading the Grotto gospel 02:13 From AI for hiring and healthcare to multifamily 05:28 From predicting renewals to Call Guidance and tours 07:07 Demand versus conversion in leasing 10:05 Leasing is sales and malnourished L&D teams 11:14 Gong for leasing: why coaching beats scoring 15:10 A new category for human performance at scale 16:32 Ask for the application, then ask again 18:55 One question on every tour for asset managers 20:56 Wearables, smartwatches and opt-out rates 24:22 Open integration ecosystems in proptech 28:01 Hillpointe's case study: 27% more leases, 9-day ramp-up Takeaways - Most operators name vacancy loss as the biggest problem, yet down-funnel conversion has been treated as a fixed engine rather than something teams can improve. - Asking for the application, and asking again after the first no, is one of the highest-leverage leasing behaviors; one pilot doubled the ask rate from about 35% to almost 70%. - Scoring a conversation is not a product; coaching is an active process that diagnoses issues, turns them into feedback and delivers it in a way that sticks. - The "just looking around" objection is a chance to collect real comp data that helps marketing, asset management and revenue management. - Framing recording consent around the prospect's benefit keeps opt-outs under 10%, even in two-party consent states. Connect with the Guest Nick Deveau LinkedIn: https://www.linkedin.com/in/nick-deveau-a6241379/ Company Website: https://grotto.ai