As with anything, it's been challenging for some and rather easy for others. Our success so far is partially due to the fact that we have existing relationships with a ton of landlords. They know we send them leads and already trust our brand.

Most landlords in our markets don't use much software. We're primarily renter-focused, starting with lightweight tools focused on helping smaller property managers. Again, our existing relationships and the fact that we're already generating a significant percentage of their leads really help our ability to get property managers on board.