A Spark in the Most Unexpected Place
Chelsea Kneeland never planned to become a multifamily executive, public speaker, and innovation insider. Like many of her peers, she stumbled into the industry. While studying special education in college and working at a tanning salon in the early '90s, a woman noticed her constant smile and offered her a leasing job with $2 more an hour. That small moment changed everything.Chelsea took the job, started as a leasing agent, and climbed through roles in operations before switching to sales with Apartment Guide. Her career soared. She led teams at J Turner Research, Lowe's Pro Supply, and RentPath, earning national recognition as a top sales performer. Today, she thrives as the Innovation Insider at Multifamily Insiders, where she connects great people with great ideas.Behind the accolades lies a story of transformation—a story about evolving the way we sell, communicate, and solve problems. Chelsea commits to helping the multifamily industry move forward.When Sales Doesn’t Feel Right
While succeeding in sales, Chelsea often felt uneasy."I was good at it," she says, "but sometimes it didn’t leave me feeling like I could sleep at night."Many in sales can relate. Chelsea questioned old-school pressure tactics: imposing quarterly goals on clients, rigid pitches, and pushing solutions regardless of the client's needs.She often reminded her team, "Your Q4 doesn’t mean sh*t to your customers."In the multifamily world, operators juggle daily pressures. Arbitrary sales deadlines don’t align with their priorities. Worse still, many suppliers and operators speak different languages. Vendors talk features. Operators want outcomes. Good ideas often fall flat because the message doesn’t connect."It’s not about closing a deal; it’s about opening a relationship," she adds. "If the solution isn’t right, then a no is the best gift you can get. It tells you where to improve."The Go-Giver and a New Way to Sell
Chelsea found her shift through a book.When she read "The Go-Giver" by Bob Burg, everything clicked. The book flipped the sales script. It encouraged giving instead of taking and empathy over persuasion. It framed business success around authentic relationships."That book changed everything for me," Chelsea says. "I leaned into connecting people with great ideas. And it turns out, there’s a job for that."At Multifamily Insiders, she leads programs that reflect that mindset: Demo Days, Leadership Labs, executive roundtables, and innovation showcases. Her goal is simple but powerful—create spaces where buyers and sellers have honest conversations, learn from each other, and solve real problems.She proudly highlights the Leadership Lab. This two-part event starts with a vendor-free executive roundtable where leaders discuss their toughest challenges. Then they meet solution providers and their customers in a live Q&A format."It’s not a pitch fest," she explains. "It’s a conversation. People love it because they hear the truth."That truth-first approach runs through everything Chelsea does. She leads focus groups where suppliers hear direct feedback from decision-makers. She creates virtual communities that foster safe, candid conversations. She becomes the trusted bridge between tech and operations."We’re not just talking about ROI; we’re talking about people’s lives," Chelsea emphasizes. "We’re in the business of homes, not hardware."Hell Yes Is Earned, Not Engineered
Chelsea believes in earning the yes—not chasing it."Getting to Hell Yes! means solving someone’s real problem in a way that feels right to them, not to you," she says.That means:- Learning the client’s timeline, not forcing yours
- Talking about fit, not features
- Offering insights before asking for investment
Getting to Hell Yes in 2025 and Beyond
1. Offer Before You Ask
Chelsea’s top sales principle? Give first. Offer a case study, useful data, or deep listening. Help prospects solve part of their problem before asking for anything. It builds trust and sets you apart.2. Respect Their Timeline, Not Yours
Customers care about NOI, lease-ups, and renewals—not your fiscal quarter. Align with their priorities. Ask about their budgeting cycles, growth plans, or property launches.3. Truth Is the Shortcut
Skip the fluff. Be honest. Buyers want to know what works and why. Chelsea’s focus groups prove that candid feedback is more valuable than any polished pitch. "Tell me the truth" may be the most powerful phrase in sales."If you're not willing to hear 'no,' then you're not ready to hear 'yes' either," she reminds sellers. "The more honest you are, the more trust you build."The Real ROI Is in Relationships
Chelsea Kneeland’s story isn’t just about career growth. It’s about personal evolution. From a college student at a tanning salon to a national thought leader, her journey shows that kindness, curiosity, and courage still win.In a world flooded with data but lacking connection, Chelsea reminds us that the best salespeople act as educators and advisors. They don’t chase signatures. They create moments where buyers say, Hell yes, this is exactly what we need."Be the person they trust enough to text when things go wrong," Chelsea concludes. "That’s when you know you’ve made it."Whether you’re selling software, services, or starting a conversation, follow Chelsea’s lead: offer value, lead with empathy, and always connect great people with great ideas.That’s how you earn a yes that lasts.If you would like to learn more about Getting to Hell Yes!, Follow us here: https://www.linkedin.com/in/1guillermosalazar
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