the problem is that most property owners aren't tech savvy. Most of them don't even have a webpage. And I'm not talking about the 1-2 unit owners...I'm talking about multi building companies with $600K in yearly revenue who haven't even bothered to setup a 1 page site with their phone # and hours of operation. If you are going to take on this market, you are going to need a direct on the ground sales team.
I'll agree that some form of pounding of the pavement and sales are going to be required. Just be picky in that regard -- there is a massive range in the quality of sales people, and the ones that genuinely care about the customer (instead of themselves) are also in the minority.