# wayne **Channel:** Johnathan Dunn **Source:** https://www.youtube.com/watch?v=4ZTERKdU8r8 **Transcript page:** https://www.withtranscript.ai/video/4ZTERKdU8r8 ## Chapters - 0:00 — Huts Business Model and Consumer Workflow - 8:31 — CRM Segmentation and B2B Opportunities - 16:35 — Current Role, Growth, and Support Needs - 25:31 — Personal Background and Family Flexibility - 29:21 — Airtable Systems and Lead Qualification - 40:51 — Consumer Leads Versus Business Partners - 43:28 — Wrap-Up and Next Steps ## Transcript **[0:00] Speaker A:** familiarize yourself with Hutson? Do you know a little bit about what we do? **[0:07] Speaker B:** Uh, cool. **[0:09] Speaker A:** Sweet. Okay. Sweet. So, you know, this job has a couple of components to it. And just a little bit of background on Huts. We're a home design and development company. Um, and the through line on our projects is that they are all in rural settings um across the country. We've got projects across 20 some odd states. Um, and really they mostly started with smaller properties. A lot of like call it a thousand to 1,500 square foot homes. Sometimes primary, often times like second homes that people were going to rent to help offset their costs. Um, and started really in my backyard. I live in Brooklyn, New York full time, uh, which is weird working on all rural stuff and people are like, and where are you? Like in Brooklyn. Um, but you know, the our backyard here has been in the Catskills Hudson Valley and that's where we really cut our teeth on our early projects figuring out how to get this stuff done um in a place that's **[1:17] Speaker A:** like that's pretty restrictive legally, pretty restrictive from a permitting standpoint. There's limited resources available. It's sort of problematic to get things done on zoning. It's not laissez fair. Like it's hard to get things to happen. Um, so a lot of our methodology and approach uh was honed through unlocking how to do this in the Catskills and Hudson Valley. So once we got sort of good at that, we said maybe this is applicable in other locations. Um, and started to spread a little bit across the country. First across the Northeast and then along the Blue Ridge corridor and now like a lot in the Great Lakes and along the West Coast. Um, you know, but really like all over the place other than you know, occasionally someone will write in from Hawaii, occasionally someone will write in from Alaska. We haven't taken those on yet, but have a pretty good representation across across the country. **[2:10] Speaker A:** Um and the second thing that so that's one group, these sort of consumers, end users who are deciding I would like a house whether it's primary or an ADU or a multi-generational thing or a something in this in a rural location, but the existing houses that are out there don't jive with what I actually need. Um they feel overpriced for what they are. Um and I guess I need to figure out how to design and develop this place myself, but I'm like a dentist or something. How the hell do I do any of that? Or I'm a whatever, right? And so the steps of going through that process from land sourcing, entitlements, land improvement, design, documentation, putting together the build team, securing financing, we work through that all of those pieces for our clients to go from sort of dollar in a dream to a completed home. **[3:11] Speaker A:** Um and so we spent the first however long up until pretty much last year doing that all for consumers and that remains really 85% of our business. Um and what happens today is through whatever it is, social ads however word of mouth, people come to our site, fill out our get started form where we run them through all of these questions to tell us about themselves. What are you trying to do? What's the budget? What's the use case? How are you going to live in this place? Um how all all kinds of things. They basically answer 20 22 questions or so and then enter into our CRM and some of them if it's a really good fit get prompted automatically to book a call with us. Um and on any given day, we're usually getting around three dozen or so inbound inquiries from people who fill out that form. **[4:14] Speaker A:** So yeah, so pretty sophisticated big like you know inbound thing. A lot of them are not qualified. A lot of them are lucky loos. Totally makes sense. Totally restricted housing market. Everyone's looking for a solution somehow. But you know lots of people come in the door. Probably six of them, five or six of them take it upon themselves to book a call with us. Um and those calls get spread between myself or Amanda and I will take like on any given week probably 10 to 15 calls from consumers where I'm talking them through what it is that we do, how it might be relevant to their exact project. Um and some percentage of them uh we decide we're going to put together our scope of work for them to lay out hey we think this is a great fit exactly what you're trying to do. **[5:09] Speaker A:** Here's what we would do on your project. And so a big part of what we need help with or I need help with on the consumer side is organizing a lot of those calls, um attending those calls with me and sort of like taking notes, understanding what this client's actually describing, producing the scope of work after we're done with it to to reflect what they talked about and what we talked about, keeping our CRM up to date with those notes and saying like all right well this person said this. Here's what they're going to we're going to do next with them and showing how we're moving them through our uh sales pipeline. And then following up with them like right after those calls and ongoing saying hey great to meet with you. We think this is a great fit. Here's the things that we're going to put in our scope of work and then saying here's our scope of work. **[6:02] Speaker A:** Here's what it assumes. Here are the things that we're to do next. Here's your homework. Here's our homework. Let's book a follow-up call to go through any questions that you have and moving them towards signing an engagement with us on our core offering, which is kind of end-to-end uh design and documentation, design and development support for their rural property. Um so that's sort of like the beef of the of the gig. Um CRM management, inbound uh kind of call management, scope of work production, and ongoing follow-ups to nurture those relationships through to um to completion. Um then there's kind of two other things that are that are relevant. Um one is still on the consumer side. We um if you are like following the numbers a little bit there where I said, you know, maybe 30 40 people a day are writing in and on any given week I'm taking like 10 calls, that means there's **[7:07] Speaker A:** tons and tons of people who are out there who either haven't booked a call with us and probably should because they're highly qualified um or like didn't take that next step, but they fit into a relevant category. And so there's this whole world of like mining the CRM, people who didn't book a call with us, but they they represent an opportunity for them and for us. And and there's kind of two ways I think about mining them. One is direct outreach to the most qualified people that come in the door and it's like, hey, I've got a real budget in a location that we're interested in working in where they've they've given us lots of information around how they would use this place. They really put thought into what this place is that they want to create if they're qualified. And if they haven't booked a call, we should be in the habit of reaching directly out to them and saying, hey, read your thing. **[8:04] Speaker A:** What you're trying to do sounds exactly like what we do. Here's a case study of a project that we've done recently and it sounds like what you've described. Here's a couple of projects near you. We've worked in your area before. You should absolutely book a call with us to to talk through this. So sort of like direct outreach to those people who really should be made to feel quite special because what they are trying to do is exactly aligned with what we do. **[8:31] Speaker A:** So there's everything I described before, the inbound world of sort of like scope of work production, CRM management, nurturing people through to to signing. There's direct outreach to people who didn't book a call but really should. Then there's also segmentation of people who fit in the categories where we should be sending them materials of value. So for instance like we've got all this stuff that we do. Like we've made these like underwriting tools and loan readiness tools and land evaluation tools and all these **[9:13] Speaker A:** to like take out a $700,000 construction loan tomorrow to build a house. But like you're thinking through this. You're trying to imagine how this is going to work. We've got great ways to help you think through this. I'm a big believer that we're as much a consumer education business as we are a service provider. That a big part of our role to play in the world is convincing people that they have what it takes to be able to create their own house. They can take their own housing solution into their own hands with Huts's help. And so figuring out what would a segment be based on all of the information in the CRM where it's like all right, we should probably send something to all the people who are in West Virginia, have land, are looking to do a multi-generational compound and have a budget for around this much. **[10:07] Speaker A:** What are the things that we can send them of value to say, hey, because you said all this, you should check out this project we did in where with this client case study that started with the same exact circumstances that you're starting from. If this sounds like you, know that we've been there before and here's some of the tools those that those clients use. And if you want to use those tools and then go further with us, here's a booking link to to get in touch with us. So how do you kind of give something of value before we're looking to get something from them? Um so the that's the consumer side of this. It's like we've got this really robust we've got people who are taking it upon themselves to move through our CRM and then people who are kind of getting held up but they've given us so so much information that **[10:58] Speaker A:** we can figure out how to give them something specific to them. Um then we have an emerging world of kind of B to B relationships. So since we've started, we've been working on the consumer side mostly working with individuals that need houses. And what started to happen both organically and strategically where we're chasing after these opportunities is developers, municipalities, venues, whatever saying, hey, you guys are really good at making houses happen in these rural settings. I don't need one house. I need like 50 in this area. So I'll give you an example like we're in ongoing conversations with um a lot of organizations but like Saddleback Mountain, a ski mountain, privately owned ski mountain in Maine. Okay? And Saddleback Mountain got in touch and they were like, we've got a problem where we have excess demand. We don't have enough lodging. We kind of need like 800 beds yesterday. **[12:08] Speaker A:** How can we how's this going to work? How can we do it? Do you guys have a way to be our development partner to make that happen? And we do have a way to do that, and it's more and more where we're going to head. But that whole world of sort of like speculative B to B is a lot of the like me going and like pitching those opportunities or people coming in through like I might have spoken at like a conference or something or like my LinkedIn or whatever. And because it they're not falling within our CRM, they're just sort of like relation they're just like opportunities that don't have a clear place to go. They have things that we should be doing. We should be making a pitch for them. We should be I should be going there to Maine to go hang out with them for a day or whatever. **[13:01] Speaker A:** And I need help like chatting with those people, like setting up time to chat with them, having conversations with them, and then organizing what's next. Like what should we be doing with those guys to nurture the relationship and turn it from them sort of kicking the tires on HUDs to us figuring out how can we set up a meaningful B to B partnership with them where we are the development partner for them. And so I bring it up as a different thing because the product that we're presenting is the same. Um our HUD standards, our housing solutions, our approach to sort of like design and placemaking and development work, but it's a lot less streamlined where in the consumer side people are filling out their own form. They are essentially entering themselves into our CRM. They're telling us them all the information about themselves. And we've got a whole very well-oiled process for how to move people through it. **[14:04] Speaker A:** Like it needs effort, but on the B to B side I don't even really know what to do with some of these people next. And so I lose track of them very quickly as they start to grow. So, it's sort of like it's a lot of the organization of hey, saddle back, we should do this with these guys. Um, this home developer, we should do this with these guys. And so organizing the opportunities and coming up with basically like um uh tactics for how to keep them interested and keep them engaged along the way. Um, so it's business development, relationship management, but really two sides. I I kind of operate as like a, you know, sales like a sales guy for the consumer side. Um, and I need help there with a with the communication and ongoing like you know, even just 10 or 12 of these calls in a week. **[15:08] Speaker A:** After a couple of weeks, it's like 40 people that are writing me for stuff. I just can't organize I can't respond quickly enough. Um, so that's one part helping with all of that. And then the other side is um some of the organizational structure of these B2B opportunities that are coming in the door. What are we going to do with them? And I would say the next level of that is thinking about hey, we seem to be getting some traction with um I'm making it up, but like ski mountains. Maybe we should think about like how should we pitch all the ski mountains? A logic program, right? If it if this one ski mountain was interested there's a literally 500 others. Should we should we make generic our pitch to all of them and go to and go to all of them? Um, so it's largely organizational. **[16:03] Speaker A:** It's largely communication. Um, but like also a little bit tactical like like strategic like what am I seeing here? Seems like we're having lots of conversations with people in this area. Maybe we should figure out how to like spend more time pitching in that area. **[16:35] Speaker A:** Cool. Um and so that that was a lot, but I mean tell me a little bit about about what you do today. Like what's why are you looking for stuff at all? **[16:51] Speaker A:** Okay. **[16:56] Speaker A:** You assign the you assign the contracts, you you get them under agreement and then you sell through the okay, cool. **[17:06] Speaker A:** Yeah. **[17:21] Speaker A:** Sure. **[17:51] Speaker A:** Sure. **[17:55] Speaker A:** Cool. Yep. **[18:16] Speaker A:** Cool. **[18:27] Speaker B:** Yeah, sure. physk **[18:36] Speaker B:** Yeah. Yeah, sure. Totally get it. Um all right, cool. Um yeah, what other questions can I answer about this? **[18:54] Speaker B:** Oh yeah. So we built um kind of built our entire business off of air table. Um which you know I've had previous businesses where they get buried a little bit by SAS tools and subscriptions and so early on at Huts I said we're going to build everything off of like a no code data management tool. So air table is essentially a it's essentially a giant sequel database um and we built everything on top of it our CRM our project management system all of our um like every contractor bid that we've ever gotten in we have so we can analyze it across the country. Um all of our builder relationships are there all of kind of everything is there and I didn't that was mostly like a money saving thing and just having a singular tool uh early on but as we've gotten kind of better and better and built up more and more data the relation the relational understanding between stuff has gotten really sharp. **[20:03] Speaker B:** So for instance like anybody who fills out a uh our get started form and enters into our CRM in air table we know all kinds of things right we know where the project's meant to be we know the state we know the size we know the use case we know how they're planning on financing it. We know all kinds of stuff. Which means right away, we're finding a relationship between their inbound inquiry and all of our contractor relationships in that area, all of the other projects we've done nearby, what the prevailing costs of construction is in that state or in that region. Do we own lots like land parcels in that area? We buy a lot of land in rural settings. And so, do we own land there? Do we um so a lot of like the project information almost happens relationally right away based on the data that the prospective client is giving us, based on all of the information that we've accrued over the past six **[21:08] Speaker B:** or seven years from every other project we've ever worked on. Um so that's gotten really cool um but yeah, we have basically like built the tools that we need on top of air table for everything that we do. **[21:34] Speaker B:** No phone system uh and we also just generally don't use the phone at all um the but what it does have is a lot of kind of API calls where you know we'll run all of our calls over like you know Google Meet or whatever. It'll Gemini will take all the call notes and then uh synthesize them and then can get populated into the call data from the into the CRM for the prospect. So we can kind of like dump the notes in directly, which is helpful um so there's a lot of things like that that I think we're sort of just scratching the surface on including the way that we produce scopes of work. Um I think they're quite templatized but what is important is that we're demonstrating in the upfront of those scopes of work that we've actually heard what said, right? People are coming to us ready to spend kind of like all of their money on this thing and saying, hey, like I'm going to tap into all of my life savings and sell my existing house to do this. **[22:38] Speaker B:** I want it to be very clear that we have heard something specific around what they've said and and are coming back and saying, what you want to do is this. Here are some of the considerations. Here are some of the things that you're thinking about and then the rest of the document can be more or less boilerplate. Um but really trying to find that balance showing that we've been there before and this is a known process for us, but that they are also a unique flower. Um and so somewhere in between there is kind of where I think actual sales happen on these projects. Yeah. Um yeah, so you know, our stack is we use um um almost Airtable for almost everything. We've got a lot of like Claude tools and things that we've kind of built on top of it on top of that data set to help us run some things. **[23:33] Speaker B:** Um we used yeah, run everything over over Hangouts or or Google Meet. Um I wouldn't say super sophisticated tools. Um but the understanding of how to slice and dice the people I think is really important where like particularly on that segmentation piece where the people who come in and book calls, like that's sort of the easy piece. The the harder thing is how do you mine the CRM effectively? For the 90% of people, 95% of people who didn't book a call with us and we never talked to them, how do we reengage them or should we? Or what type of person should we be reengaging with? **[24:17] Speaker B:** Uh **[24:22] Speaker B:** yeah, I think we're not yeah, a lot of this isn't sort of like inventing something um other than on at least on the B to c side. On the B to B side, I think it is a little bit inventing it and trying to figure out like how are we going to Cuz that that's really where our growth world is going to be is like how do we work with a mountain? How do we work with like like hey, we've got a thesis to work with. I kind of feel like every vineyard everywhere should kind of be a hotel going forward. How do we like go after every vineyard? And like there's a method to go after folks. There's a whole thing there that like I'm sort of leading up because CEO of the business, I'm trying to think about where the growth is going to be, but I'm largely alone doing it. **[25:14] Speaker B:** And so it's like I need I need sort of like some partnership and some help and some organizational skills to help kind of get there on on these pieces. **[25:31] Speaker B:** For for sure. **[25:35] Speaker B:** Yeah. **[25:42] Speaker B:** Yeah, sure. And and your Sorry, you have a couple kids or what's your what's your setup? Yeah. Oh, nice. **[25:56] Speaker B:** Oh, wow. **[26:00] Speaker B:** Oh, wow. So you can That's nice. You can split some time. The I've got a a nine year old, a five year old, and a two year old. And I love the idea of some more flexibility with schooling. They are very tethered to their school here in Brooklyn, so that makes us very tethered, but I would love to be I would love to get the hell out of here once winter hits and say, all right, we're we're off to anywhere, honestly. Oh, that's cool. Sweet. Well, let me show you something real quick while we're on. I'll just give you a look at like how this tends to work, at least on the the consumer side. So, you know, let's say **[26:48] Speaker B:** you know, a lot of people come in through Instagram. We have a pretty big Instagram following. We've got kind of long term long term followers who are finally see a project of that they're interested in and they get off the starting blocks and they say great, I want to like explore this more and they come to our site. They head to huts.com and something in here speaks to them. Today, they've got you know, today people spend an absurd amount of time on our website on just like analytics based like seven minutes like crazy nutty times that I don't like not. Yeah, so people bop around. There's a lot to see. They try to find like what's their use case. They check out what our housing solutions are. So, we think about us having like our standards, which is the thing that we design, the way that we do it. **[27:45] Speaker B:** But more importantly, what are you trying to do? What is the housing challenge that you have? For most people, a house isn't a house isn't a house. It's it's my first home and my starter home or it's my like multi-generational property. I need to move my in-laws in. It's a revenue generating thing. It's an investment thing. And so each of those house types have different considerations on design, on phasing, on financing, on all kinds of things. So, we really try to like segment everybody based on the use case, less on the less than on the product. They'll bop around here on our standards, get to understand the unit types. They might hang out on our how it works thing a little bit. They'll check out their portfolio and see like all right, are you guys doing any projects near me? Um, or have you done any near me? **[28:39] Speaker B:** We've got enough spread here that other than like yeah, it's credible, right? You know, it's sort of some we've probably done something sort of like where you are or in certain areas exactly like where you're thinking about. Um, and trying to understand all these projects based on scale and whatever. Um, we have our resources which are got our field report which is where all are we working? What are some of the averages? What's the kind of like data that's driving our our projects today? Um, **[29:21] Speaker B:** yeah, thanks so much. We um spend a lot of time generating guides um and just like writing so that we are answering questions in advance, great SEO and other. Uh, we produced these development opportunities where we either lots that we buy or that we identify that we think are a great fit for HUD's projects. We'll go through and say here's how we would develop a lot a parcel like this. This happens to be a parcel that we own. We went through, produced this speculative idea for a development and this helps people understand what all the components of a project are, what the costs are, what the timing is, um what kind of steps they're going to go through, what sort of value is going to be created throughout this exercise. Um, and so we've got those. We've got these development opportunities. We've got a series of tools that we produce um which are kind of like calculator tools but unique for the world of land development. **[30:27] Speaker B:** Um, uh, how much should I be spending on land? Am I ready to get a construction loan? Um, if I want to break on a rental property, how much can I spend on it? And how can I understand some of the economics of that whole thing? So tools that are relevant to our projects, these are things that we've generated for ourselves and now we expose to our our customers. **[30:57] Speaker B:** Then **[31:00] Speaker B:** let's see. And then so through all of that people will come through, fill out our the get started form. **[31:16] Speaker B:** And we'll be asking them lots of information along the way here. **[31:26] Speaker B:** Yeah. **[31:29] Speaker B:** Yeah, it's all good. But I'll I'll just kind of go through and tell you a little bit about it. This is a a real qualifier. Do you own the land? Do you not own the land? Yes, if you do own the land, we know like we can kind of move directly into a project. If you don't own the land, one of our scopes of one of our typical phases is helping you source land and make sense of the land that you're thinking about. Which of these solutions is sort of what you have in mind? **[32:00] Speaker B:** Based on the solution, we place a budget to it. So depending on what you say, if it's a forever home and like a main house, it's probably not going to be under 300 grand for us in these markets. It's probably going to be more. So like you can see there's the costs and ranges are based on what is typical of what we've seen in our project. So let's say it's that. **[32:28] Speaker B:** Uh what's your timing? How urgent is this? Yeah. **[32:37] Speaker B:** Uh what are some of the you know what are some of the qualities of it. **[32:51] Speaker B:** people will have like a Pinterest board or they'll have collected imagery. That's always nice. **[32:59] Speaker B:** Some people fill out this perfect day at the property and these are really like I'm not actually trying to make it easy for people to fill this out. I'm actually trying I'm actually trying to make it thoughtful because that is such a good indicator that like you're not just filling out a form. You are um have actually thought about this. You might actually be a client. You have are up for spending like you know whatever it is a million dollars making a house um and it's and you're not just kind of like gumming up the works in our CRM that you're you're highly qualified and these questions are pretty helpful for that. How are you going to finance it? Do you plan on renting? What are you trying to do as you're renting it? Uh how close do you need to be to a real coffee shop? **[33:53] Speaker B:** We work in rural settings. Some people are like I don't care. Other people are like I need to be within like two minutes of a real espresso. It's like all right well that that says something about the types of towns we should be thinking about. Um um what's your relationship to neighbors? I'm basically Kramer. I'm going to be bopping in every day or you know I want to forget that other people exist. Okay. Um what's your connection with nature? **[34:27] Speaker B:** Yeah. Um what are you most concerned about? Great. And da da da. That's it. So you filled out. How are you deciding? I'm doing this with you guys. This either works with Huts cuz I've been like following Huts for years. I'm finally writing you or I'm not doing it at all or I'm started like comparing this to other ways to do it. I might buy a house. I might hire like a local custom architect. I might buy some plans from online. I'm not sure. **[35:02] Speaker B:** Okay. So filled out all this crap and that's gone through and then it and then you have **[35:14] Speaker B:** now entered into our **[35:24] Speaker B:** uh into our CRM **[35:30] Speaker B:** as a new lead. That's going to It's going to come through in a second. These are uh let's see. **[35:43] Speaker B:** Let's see. **[35:47] Speaker B:** Uh entered in as a new lead. Some amount of those people will book a call. This is everyone who uh I would have also gotten an email here and kind of an automated email saying what you should do next. Uh let me see if I might not have just cuz I've already um added I've already gone through that form so many times that um but I would have gotten an automated message saying, hey, sounds cool. Um here's an opportunity to book through a Calendly link. They might have booked a Calendly link or not. Um their lead would have gone into our general kind of uh lead list. Um they would have also entered into our Mailchimp um list as a as a subscriber. So in our Mailchimp trim list we maybe have like 35,000 people or so that have filled out this form. **[36:52] Speaker B:** And um yeah and then some of them would have gotten tagged as highly qualified because their budget makes a lot of sense for what they're trying to do. They have land and they've filled out most of the form. Like if you filled out all of it and you wrote something in this kind of like what's your perfect day thing and you still went through it to me that's somebody who's very qualified. That's like a real person. And those people we should be reaching out to directly. They would have also ended up in Slack as a um **[37:37] Speaker B:** uh **[37:41] Speaker B:** Sorry. Business new leads as just like a new lead here. And so we're kind of watching all day like people coming in. Some of them are very obvious folks we should be planning on reaching out to like all right Peter Schreiner multi-generational compound in New York pretty serious budget doesn't have land but like you know this you wouldn't really fill that out unless you're kind of serious and so we should reach out to them directly and say hey here's other multi-generational compounds we're working on. We we think that your project's a great fit. We should we should chat. Um so we're seeing new leads come in. We're seeing who's booking calls in real time through the day. Um and all of that kind of happening through the CRM. Then the people who do book a call end up in our CRM by stages in our um in our um yeah in these stages. **[38:48] Speaker B:** So let me just check my calendar here. Yeah. **[38:57] Speaker B:** With these are upcoming calls that are booked. There are folks that we've had a call with, we sent out a scope we didn't or they like canceled their call or they moved it and we want to reach back out to them and say hey let's get this on the on the books. There's people that we need to create scopes of work for who hasn't been created and those are sort of listed here. There's people that we have created a scope of work for, we've sent it out and we really want them to book a call with us to review it or we want them to sign it. That's a lot that's a lot of the people. Um there are the highest qualified folks, people who we've sent a scope to. We have answered questions in a follow-up call. We have now sent their scope of work over DocuSign. **[39:46] Speaker B:** The next step here is them signing. It's either they're going away and telling us to go pound sand or they're they're signing up. Um and that's everyone here. So we're kind of like you know moving people through those through those stages. Um and within these we've got all of our you know the notes that we we add um that some of which come in directly through um through a Gemini from our from our meeting links, from our meeting calls. Yeah. Um yeah and so you know a different way to look at this is sort of moving moving people left to right and saying all right let's get more and more of those people into the call complete world. Um okay. So that's sort of that. The way that we generate our scopes of work is through I'll show you that at a at a different time, but this is sort of the world, right? **[40:51] Speaker B:** Like people are coming in the door, filling out all this stuff. Some of them are booking calls, some of them should. So how are we meeting them? And then separately, this is all the B to C side, and then separately, there's this B to B stuff aware **[41:13] Speaker B:** um **[41:17] Speaker B:** see here. **[41:21] Speaker B:** You know, I get inbound leads from like people who want to invest in rural development projects or micro hospitality projects or could be partners of ours on the B to B side like um prefab or modular manufacturers or land wholesalers or all kinds of things, right? And then also people look that are more like clients. So when I look through here, this guy YJ is looking to develop a 15 unit micro hospitality project in Lake Tahoe. Like he's not really a consumer partner. He's a this is a business partner. And so my next thing here is that I need to develop a scope of work for him. It's a little bit unique for him and I need to keep in touch with him closely. Um so some of these are like projects, some of these are partners, and they all need things to do. Like here's the next thing to kind of keep these warm as relationships. **[42:23] Speaker B:** Um so yeah, that's kind of the the the world of this. Um a lot of people flowing into a database, some of them entering entering into a sales pipeline. Some of those people need stuff. On the one side, on the consumer side, the stuff that they need is very boilerplate scopes of work and follow-ups until they tell us to like they sign up or they go away. And then on the B2B side is more like softer selling, like it's kind of softer nurturing. Or more value-based. Like, hey, are you on the consumer side is like are you signing up to do this or not? On the business side, it's like, hey, here's a thing that we're working on. Just wanted to share it with you because we think it's relevant to what you what you're thinking about. Like you might not be ready to move forward with the project, but just keeping Huts at the top of your of your thought process here and staying in the top of your inbox with information that's relevant. **[43:28] Speaker B:** Um cool. Um so I don't know how that all kind of jives with things that you're interested in or or what, but this is what we're looking to to tackle and what I'm what I'm looking to get support on. **[43:56] Speaker B:** Yeah. **[44:08] Speaker B:** Cool. **[44:13] Speaker B:** Awesome. Well, what's your availability? Are you sort of ready to roll or Okay. Yeah. Sweet. Well, let me yeah, let me kind of take this in. Let me write you back later today or tomorrow just with some thoughts on potential next steps. I think this sounds really really cool. And I might let me just like think if I have any follow-up questions and if I do, I'll just send you a quick email, okay? All right. All right. Sweet. Well, thanks so much, man. **[44:55] Speaker B:** Yeah, thanks, Jonathan. Have a good one. See you. **[44:57] Speaker A:** Bye.