How I Built My Firm: Niche Focus, Global Team, and Tech-Driven Scale (w/ Ben Coons)

Firm owner Ben Coons shows how Keystone scaled from a 17‑client buyout to 180 STR clients by committing to one niche, building an offshore‑first team, and closing books by day five. We cover the inflection points: choosing short‑term rental PMs as the true niche, dialing the tech stack with VRPlatform, Carbon, and QBO, and making account managers offshore the primary client contact. Then lead gen that actually works: mastermind Q&As, software marketplaces like Guesty, Facebook groups, and pricing by listing with onboarding as a growth engine. If you want word‑of‑mouth that compounds and ops that scale, this playbook travels.

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