Dalina Klan of Yardi is advancing with a positive attitude alongside a willingness to try something new and challenging

In 2002, after six years as a television news writer and producer, Dalina Klan was ready to try something new. That turned out to be an administrative assistant position with Santa Barbara, Calif.-based property management software developer Yardi Systems, Inc. Thus began an eight-year progression toward Klan's current position as a sales executive responsible for managing relationships with several of Yardi's Midwest-based strategic clients. In Yardi she found a perfect match for her values, ambitions and skills. She didn't have to wait long before receiving schooling on the company's culture. "My first day on the job, a man approached me and said, 'Hi, Dalina. Welcome to the team. It's good to have you with us.' It was Anant Yardi, founder and president of Yardi Systems," Klan said. "This indicated a culture that truly cares about its employees, which I have come to love. The fact that Anant knew my name and reached out to me right away made me feel part of the team." Several months later, Klan joined sales, not without some initial misgivings. "I had never really sold anything in my life, except candy bars for school fundraisers," she said. "But our senior vice president said, 'Don't worry, I think you'll be great at this! We'll give you training and see how it goes.' Her confidence in me and her ability to see my potential was a key moment for me. It made me realize I could branch out and try something new." In her current position Klan shows current and prospective clients how the Yardi Multifamily Suite, the Yardi Commercial Suite, and other products that integrate with Yardi Voyager can support their business initiatives. "The key to sales success is listening to people and understanding their needs," she said. "You also have to have tenacity and enthusiasm to continue winning their business—and their trust." Tenacity and enthusiasm also come in handy on the road. "I travel several weeks per month," Klan said. "I'm an expert on TSA rules and all the cool airport hubs. Seriously, travel can be wearing, but fortunately I have an understanding husband who knows I love my job and supports my schedule. I compensate for the time spent waiting and flying by making the most of my time. When I'm with a client, I'm 100% focused on their needs. Back at the hotel I catch up on e-mails and matters that need attention. At the office, I meet with team leaders and vice presidents to ensure we're staying on top of our clients' needs." Klan's talents both complement her sales responsibilities and invite new challenges. "I often represent Yardi at trade shows, client conferences and seminars. Mastering the complexities of Yardi's technology is an ongoing learning event, but leaving my comfort zone and discussing our products in front of audiences has been good for me," she said. Klan's involvement in trade shows and other real estate industry events helps attune her to change. "Several panelists at the recent Multi-Family Executive Summit Conference pointed out that the industry is no longer an 8-to-5 business," Klan said. "Our clients have had to adjust their business model, and Yardi has done the same. I remain on the job as long as necessary in case an issue comes up. Our principal mission at Yardi is to take care of our clients, which for me means making sure I get back to them promptly, even on weekends or after business hours." Yardi itself has changed—and not changed—in that time. "When I started, there were about 300 employees; now we have over 1,400 in offices on four continents. But I think Yardi has done very well keeping its original culture intact. We have team meetings, social gatherings, the internal newsletter, and other events. Many employees contribute to food drives, cancer research and other nonprofit events. Yardi instills in its employees the value of giving back to the community." While the company has enjoyed sustained growth, Klan and her colleagues avoid complacency. "I think it's important to remember that each client has different needs and obstacles, and it's up to us to help figure out how to address those issues. Sometimes you have to get creative and think out of the box, and that means being flexible," she said. Klan's experiences have produced a personal formula for success. "Two attributes that have helped me succeed at Yardi are a positive attitude and a willingness to try something new," she said. "I tell new employees and college students that these characteristics will help them in whatever they do. If I had been hesitant to try something new, I wouldn't be where I am today. Each job at Yardi has helped me grow personally and professionally. I was lucky to have great mentors and associates who have helped me immensely. "And I remain as deeply impressed by the Yardi culture as I was that first day. We don't just sell products; we provide a solid, long-term commitment to our clients and to the market. That's what sustains our business."