PropTech is transforming real estate, and few leaders drive this transformation like Cris Kimbrough. As Chief Strategy Officer at SKBM Smart Technology, Cris connects cutting-edge tech with real-world real estate challenges. Her work helps property managers and owners boost efficiency, reduce costs, and deliver exceptional tenant experiences.At the recent Zonda MFE Conference in Las Vegas, Cris outlined her approach to success in PropTech: "Getting to Hell Yes!" She shared practical strategies for solving problems, aligning stakeholders, and building lasting partnerships.
Adapting to Modern DemandsDespite PropTech’s promise, many real estate professionals struggle to adapt. Cris highlights several challenges:
Listen to the “Getting to Hell Yes!” podcast on apple or spotify here:https://open.spotify.com/show/4TY87ToVuLK7eqkZZvZA5Thttps://podcasts.apple.com/gm/podcast/getting-to-hell-yes/id1772602174
The PropTech Revolution in Real Estate
PropTech has become essential in multifamily and commercial real estate. From access control systems to IoT integrations, technology now plays a crucial role in staying competitive. Cris and her team at SKBM Smart Technology help real estate professionals navigate this shift by offering tailored solutions.SKBM serves as a “PropTech concierge,” combining real estate expertise with tech solutions to meet each client’s needs. The team listens to stakeholders, identifies issues, and designs strategies that increase NOI (net operating income), improve efficiency, and enhance tenant experiences.“We talk real estate to real estate people. We figure out their issues and investment strategies, then deliver the right PropTech solutions.”Cris’s approach reflects her deep understanding of both industries, positioning SKBM as a trusted advisor for clients looking to embrace innovation.“You can’t just drop technology into a property and hope for the best. Success comes from understanding the unique needs of the asset and the people managing it.”Adapting to Modern DemandsDespite PropTech’s promise, many real estate professionals struggle to adapt. Cris highlights several challenges:
- Aging Properties and Tenant Expectations
Older buildings often lack modern amenities, making it hard to compete with new developments. As Cris points out, “You have to keep up with the Joneses to attract tenants.” - Market Pressures
Over-supply in markets like Austin and Nashville compresses rents, making operational efficiency critical. - Resistance to Change
Many owners hesitate to adopt new systems, fearing failure or doubting their ROI. - Outdated Perceptions of Renting
Some still view renting as “less than” ownership, despite renters increasingly expecting high-quality, tech-enabled living spaces.
The Art of Getting to Hell Yes!
Cris’s “Getting to Hell Yes!” approach helps stakeholders overcome challenges and embrace innovation. It centers on aligning everyone involved and creating confidence in the solution.Listen Deeply
Cris believes success starts with listening. Instead of pushing solutions, she asks questions to uncover real pain points.“Your superpower has to be listening and asking the right questions. If you’re doing all the talking, you’ll lose.”For example, if an asset manager faces high turnover or rising costs, Cris tailors solutions to address those issues. She ensures the conversation focuses on solving the client’s unique challenges.“Listening isn’t just about hearing complaints. It’s about understanding what success looks like for your client and delivering on it.”Align on Goals
Cris aligns her solutions with the client’s specific goals. She avoids generic pitches, instead framing her proposals to meet priorities like boosting NOI or improving tenant retention.“If you’re not solving a real problem, you’re just another expense. Align your solution with the client’s objectives, and you become indispensable.”By aligning on shared goals, Cris builds trust and commitment from all stakeholders, whether they’re site staff, asset managers, or owners.Simplify the Case
Overly complex projects can overwhelm clients. Cris recommends starting small with pilot programs to prove ROI and build confidence.“Don’t overcomplicate things. Start with one problem, solve it well, and then build from there.”For instance, SKBM might install smart locks in one building before scaling up to a portfolio-wide solution. This approach makes it easier for clients to see immediate value.“Trust comes from results, not promises. Show the ROI early, and everything else falls into place.”Turning Ideas into Success
Cris’ strategies focus on creating partnerships and delivering long-term value. Her work with SKBM shows how PropTech drives tenant satisfaction and operational efficiency.Centralize and Automate Operations
Cris promotes centralizing operations to streamline processes and ensure consistency. This includes:- Access Control Systems: Enhancing security and simplifying tenant access.
- IoT Sensors: Detecting leaks, reducing energy costs, and monitoring utilities.
- Centralized Maintenance Tools: Speeding up repairs and improving resource allocation.
Boost Tenant Satisfaction
Cris emphasizes the importance of treating rental properties like homes, not just units. By leveraging technology, property managers can create a seamless, hotel-like experience.“Tenants want more than a place to live. They expect a home with amenities and services that make their lives easier.”“Happy tenants stay longer, and that’s the simplest way to increase NOI.”Stay Ahead of Market Trends
Cris urges clients to think proactively. Instead of reacting to market changes, she helps them prepare for future challenges by investing in scalable, sustainable solutions.“If you’re waiting for your competition to force you to change, you’ve already lost. Be the one setting the standard.”Three Lessons from Cris Kimbrough
Cris Kimbrough’s insights offer a roadmap for succeeding in PropTech and sales. Here are three takeaways from her “Getting to Hell Yes!” approach:- Listen First
Start by understanding your client’s challenges and goals. Listening builds trust and ensures your solution aligns with their needs. - Simplify and Start Small
Pilot programs demonstrate value without overwhelming stakeholders. Small wins build momentum for larger projects. - Focus on Long-Term Partnerships
Treat every engagement as an opportunity to build lasting trust. Honest, practical solutions create relationships that endure.
Listen to the “Getting to Hell Yes!” podcast on apple or spotify here:https://open.spotify.com/show/4TY87ToVuLK7eqkZZvZA5Thttps://podcasts.apple.com/gm/podcast/getting-to-hell-yes/id1772602174
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