Industrial real estate acquisitions professional sourcing off-market deals and building a nationwide broker network

Okay. Sounds good, man. Cool. All right. Hey, Tom. Uh, thanks for joining the call today and taking some time- No worries. Cool, man. Great to see you. Very welcome. Happy to be here. Yeah. So, um, we were talking a little- Good to connect with you. Yeah. Yeah, great to see you, man. Uh, so you and I have known each other for a while, and, uh, we were talking the other day about HiRey AI, and I wanted to give you an opportunity to kind of interview and talk about yourself, talk about what you're doing professionally, talk about what types of connections you'd like to make, um, since we're kind of a, a connection platform. And, uh, you took me up on my offer and, and here we are today, so. Yeah. Absolutely. Yeah, I'm looking forward to it. It's really exciting stuff. Yeah. So what, what kind of, uh ... What, what do you, what do you do, uh, professionally right now, and then, um, like what kinds of connections or, or, or networking are you interested in doing? Absolutely. Uh, so professionally I work for a real estate investing company. I'm on the, uh, the sales and acquisition side. So we buy, uh, industrial properties all throughout the country, um, look to get a tenant in there and stabilize rent and hold it for the long term. So, uh, my job is a lot of relationship building, um, trying to find new deals, track down new leads for these types of industrial properties. Um, been there about two years or so, uh, and I guess as far as like connections and stuff, um, would really be looking, I guess my ideal person to connect with would be a seller of one of these industrial properties. But, um, I know that that may be a little bit hard to find. So, you know, as far as what I'd be looking for in a professional connecting kind of way would probably be some realtor relationships I think would be a pretty good place to start. Um, just kind of finding some different brokers and agents in our different markets that we kind of focus on that would, uh, have more boots on the ground and potentially kind of, you know, be a liaison between myself, my company, and the owners of these properties. Um, so if I was able to kind of find some people that were, you know, in that niche, in that field, I think that would be kind of a bl- a great place to start and, uh, you know, get some connections that way. That's awesome, man. So that's, uh, so kind of not just, not just direct potential clients of yours, but also people that kind of work alongside your clients, uh, in these, in these particular geographic areas. Sounds like something that would be really useful to you professionally. Yeah. Yep, exactly. And this is, I think, one of those businesses where it's, uh, it's kind of like a relationship and potentially, you know, longer term kind of things because, you know, somebody potentially could not be a seller today, but then tomorrow they could be. So it's kind of just being able to keep tabs and keep that relationship open-ended so that way, you know, if or when the time comes that they do know or find a lead, that that would be kind of something that they'd be looking to at least bring, bring over my way and, you know, hopefully could do the same, um, going, going in their direction. So yeah, that would, uh, that would definitely be it. That's really cool, man. So these are, these are big industrial properties. So these are, these are big deals that you're out there closing and finding and, and kind of managing, right? In, in Texas? Yep, yep. The, uh, average like purchase price is usually about a minimum of a million dollars up to, I think, I think we've went as high as about 40 to 50 on a single transaction, 50 million. Yeah. So, you know, it's kind of all, all a range, but, uh, it's, it's really just the asset class of industrial, industrial and, you know, as long as it is, we'd kind of love to take a look at it, get aggressive and, uh, see if, see if we can make a deal happen. Mm-hmm. That's awesome, man. That's, uh, that's a really exciting, I think, uh, transaction. Like that's, that, uh ... Yeah. Um, and when you're- It's pretty cool- When you're- ... 'cause it's, it's, I mean, it's a lot of money, you know? So it's like it's, it's a lot of these people potentially they've like bought them a while ago, you know, they've ran their businesses or leased them out for a while, and now it's like, you know, they're looking to kind of cash out and enjoy the golden years to say the least. So it's, you know, it's like kind of, I mean, obviously it's not me cutting the check, but like kind of being involved in the process of helping somebody reap the rewards from something of, that like they've kind of spent their entire life building and grooming and, you know, getting ready for a sale and, uh, you know, it's, it's life-changing money at the end of the day that we're kind of, you know, not giving to them obviously, 'cause we're getting an asset as well, but, uh, it, it's, it's something that's, you know, it's, it's pretty exciting 'cause it, it definitely changed people's lives and families' lives and, you know, I mean, multiple millions of dollars in the bank account never hurts. So it's, uh, pretty, pretty cool stuff when- Yeah ... when we're able to get. Yeah, and you're just kind of seeing that. I mean, I've never seen that much money transact in my life and you're just kind of seeing that like, you know, week by week or month by month happening, so that's kind of cool. Yep. Yeah. Yeah. That's, uh, it's pretty sweet. Mm-hmm. Yeah. Yeah. And- So I guess really anybody kind of in the real estate industry. Really anybody could get into the real estate industry? No, I'm saying really, I guess connections-wise, like who I'd be looking to connect really would be like anybody in potentially like the real estate industry as well, just because as I mentioned before, it's just, it's such a relationship thing that like you never know, you know, who knows somebody whose uncle has a property that they're looking to unload. So it's like, uh, you know, it's, it's kind of like the more eyes and ears that are out on the street could, uh, definitely just cast a wider net and, um, help, help that, so. I think so too. And I think, I think that's, yeah, that's a really good way to do it. I feel like real estate kind of lends itself to networking. I feel like a lot of realtors that I've met, they, they're pretty social. You know, you're just kind of social- Mm-hmm ... because you never know. And it's also kind of something, you know, like you'd rather have somebody to be referred to you maybe, you know? Like if, uh- Mm-hmm ... if somebody's worked with you in the past, there's like that element of trust that like, you know, I know somebody firsthand that, that knows you, did business with you, lives on the same block as you, this type of thing. So I think it's, uh, that trust is an important thing when you're, when you're, uh, finding these prospects, right?Absolutely. Absolutely. And then you hit it on the head. I mean, the warm leads are, uh, definitely a lot, you know, easier to navigate and deal with than kind of a cold call lead where you just kinda gotta, you know, introduce yourself out of the blue. So, kinda having that liaison where it's like, "Yeah, I've worked with them before. Great company, great people, you know, I think you'd like the chance to potentially connect." Um, that, that, that definitely goes a, a really long way in, uh, in every industry but, you know, definitely this one here for sure, so. Mm-hmm. Yeah. I can Tom see that. And then for, uh, for your guys' uh, business in particular, are you guys like... Are you getting a lot of referrals, or is it more like you're seeing a property that was up for sale or one that might be in a prime region that you'd wanna buy into and, and do that type of thing? Like, what's kind of, uh, the split there for, uh, for, for instance- Um- ... the people you're generally buying from? Yeah. So it's, it's a little bit of both. Definitely some referrals, definitely people that are in the area, kinda boots on the ground. Um, you know, if you see a listing go up, it- it's kinda having... Being quick to react is obviously important, so, you know, the more eyes and ears that you can kinda get notified on it, you can just kinda be the first to react, and timing is everything. So that's kinda definitely a big part of it. And then the other part of it is, you know, just kind of the, uh, the s- the, the cold calling and just kinda trying to go directly to some sellers to see if they would be interested in selling or at least kinda hearing an offer, you know, having a conversation. And, uh, kinda like to piggyback on what I said before, it's... You know, I've, I've had a few deals now where I've been with the company, uh, just over two years actually now, so- Mm-hmm ... you know, where I've, I've talked to the guy like pretty much when I had started working about two years ago and, you know, built up a decent relationship. But, you know, at that point in time, he's not necessarily looking to sell. Um, but by having that relationship kind of in place, then when the time does come, you know, now that I've been there for a little while, I've seen it happen where, you know, it's like, "All right. Well, I wasn't really ready this year, but like now, like I- I'm, I'm in a s- situation where I, I would like to potentially move forward into the next steps and sell and, you know, at least hear an offer." So kinda just having those, uh, the, the pipeline, I suppose, in place is, uh, is pretty critical and, and important as well. That's kinda like the two ways we, we go about doing it. Yeah. Yeah, I think you're making that, um... I think, yeah, the secret to success is definitely kinda your Rolodex, right? So it's like after you've put in all that- Mm-hmm ... all that time, putting all the face time, all this, uh, all these connections with people, after a while you do kinda start to see some, some dividends on that. Uh. Yep. Yep, exactly. Yeah. Which is rewarding, you know? It's nice 'cause it's like I said, it's, it might not pay off on the front end, but it's like every conversation potentially has, has an opportunity to, you know, be something on the back end. So, so it is, uh... You never, kinda never know how it's, how it's gonna play out, I suppose. Yeah. I think it's a really good feeling, right, when something comes back, comes back around. It's kinda like, uh- Mm-hmm ... a free little boost to your, uh, you know- Exa- exactly. Yep. No, it's always a good time when they're like, "Hey," like, "It's been a little while, but just wanted to let you know I'm ready and, you know, I wanna continue conversation." It's like, "All right," you know? "I appreciate you remembering me and, you know, giving, giving us a chance," so. Yeah. Well, that's awesome, man. Yeah, I, I love, uh... Yeah, I love that. I think there's definitely a place, uh, for, uh, for like making that type of connection too, like on our, on our platform as well. I think that, uh- Yeah. Yeah. Exactly. And then I guess on a personal level, like I, you know, I'm, I'm just also kind of on a, on a personal, not necessarily professional level, I'm just also pretty intrigued in real estate and just kind of the trends, the market trends, um, you know, and just kind of following it and seeing what happens and stuff. So it's, it's just definitely a very interesting, um, asset class, I would say, and, you know, a lot of potential to make some money, make some good connections, make some good relationships and, um, you know, never, never know exact-

exactly what the future holds, so it's- Mm-hmm. Yeah. Well, you say up to date with, like, the, with the real estate market and with trends and, and everything like that. I think both on real estate and also probably, like, on the people that are selling it, right? You're ... I would, I would consider pretty knowledgeable about that. Because I, I don't know anything about real estate, honestly. Mm-hmm. Yeah. Yeah, no, I, I definitely, um, would like to consider myself decently knowledgeable. Uh, I feel like there's always, you know, something to learn and something new to know. And, uh, I feel like it's one of those asset classes that's ... You can almost never be too knowledgeable, you know? Because it's not like, let's just say the stock market where, you know, you know that today Apple is trading at, you know, whatever it's trading at to the dollar, and, like, that's it. It's black and white. You could see it, I could see it, and it is what it is. You know, whether you think it's more or less, it's kind of up for debate. But with the real estate market it's just a little bit different because it's, it's not so black and white. You know, you can kind of ... We could both go look at a property and I could say it's worth this, you could say it's worth this, and, like, who's correct? You know, nobody's really right or wrong, right? Somebody ... The only, only thing it's worth is what somebody's willing to pay for it. So I think there's a little bit more, um, ambiguity in, uh, in real estate where it's kind of like the more you know and the more information that you have as far as the area and, like, comps in the area, and you could just really be as knowledgeable as possible. That's ... It's just super critical, you know, in, in, uh, in this field. And yeah, pretty important to kind of stay up to date so that way you kind of know, you know, what's going on and, and, and stuff like that. Mm-hmm. I, I have two follow-up, uh, questions to that. So you guy- um, where do you guys, where do you guys, um, see... Or where do you see your market? I know you guys are specialized in a very, in a very, in a specific, uh, region of the US. Just piggybacking off what you said, every, every market's a little bit different and, you know, there's nuances to how pricing is working in these different markets. So what, um, where... What's it like in the market where you're working right now, and then where do you see the real estate market of the US, uh, going or where it's at right now, uh, this year? Great question. Um, so we're a national company. So we, uh, we have about 170, maybe 175 properties in the portfolio now. Um, so we're in a pretty good amount of markets. I think it's up to about 30 states, I want to say. 30 different states that we're in, and then obviously the sub-markets in the states. So we have a few areas, you know, throughout the country that we're a little bit more heavily concentrated in just as far as, you know, either, A, we think that they're gonna kind of appreciate a little bit more and better or, B, we've just kind of had some better traction in the area kind of as far as getting a hold of sellers and making the deals happen in those areas. Um, so... And it's, and it's kind of interesting because you could take a market like really any one at all and, and, you know, if you're in the city of let's just say, I don't know, Texas, and you're in the city of Houston, and then you go out of the city a little bit and it's just, like, the different pockets outside of it and how much these price points and stuff can change. It's, uh, it's, it's pretty interesting to kind of see. Um, so I think that was kind of to answer your first question. And then as far as kind of where I see it going, um, I, I, I still would kind of say up and to the right. I mean, it's, it's... Sorry. Alexa, stop the timer. It's, um, it's... What am I trying to say? It's, it's, to me it seems almost like an overlooked asset, right? It's something where, like, if you drive by an industrial property, you might not necessarily, like, give it a second look. It's not necessarily the sexiest thing, but it's something where there's a ton of value in it, and it's like the people that use it and need these spaces, there's really nowhere else to go. Um, so I, to me, I, I think it's gonna kind of just keep on going up and appreciating. Um, I've, you know, seen in my few years of being here, I think it's becoming a little bit more mainstream and popular in general with people. Um, you know, because before I was here when I was thinking real estate, I would kind of always think residential or commercial. Wouldn't necessarily go and think industrial. But, um, you know, there's been a lot of development that's happened recently and, um, I, I, I kind of just think it's gonna keep on continuing to grow and, um, and be a big, big asset class, so. Mm-hmm. That's interesting. So yeah, industrial is very distinct then from, uh, or how that market works is very distinct from residential or from, uh, or from commercial, right? Because commercial, com- or commercial units- Mm-hmm ... I remember hearing there was, like, a low vacancy for that. Is that still a thing? I, I would think so. I'm not even 100% sure with commercial too much, but I, I would say so, especially because commercial I feel like is very dictated by kind of, like, the trends and, you know, if you're a restaurant or if you're a store or something, like, you're opening up a commercial location. So I, I think there's definitely a little bit more turnaround as far as commercial because, you know, I mean, most businesses fail within their first few years of opening anyway. Um, so it's like if you open up a new location and you get the commercial lease and stuff and it doesn't work out, it, it does, like you said, lead to potentially a lot of vacancies. Um, where this asset class, obviously there's definitely still vacancies. There's definitely still times where, you know, people don't pay or whatever this case is. But it's just, it's a little bit more of, like, a, a sticky product. You know, you could be, like, a, a school bus company or something like that, you know? And, like, that's presumably not going anywhere anytime soon, right? As opposed to the local new Mexican food place that just opened up down the block might not be there in a few years, where, like, this seems like it's a little bit more stable, if you will. Yeah. Yeah. Mm-hmm. Yeah. No, that's interesting. Yeah. No, industrial property does kind of give you the, the sense of being super stable. Yeah. Yeah. Yeah. And definitely, like, and definitely not something I really would have ever thought about kind of before, um, you know, being in this opportunity and working with them and stuff, and it's, uh, it's been pretty cool to kind of get an inside scoop of how it, how it all goes down and stuff. Yeah. And you're a, you're a investor too, right? Like you, I remember we, you mentioned to me the other day you, you also like partake in real estate investment, uh, on your, on your own or as a part of this? As a part of the- Yeah ... as opposed to like just for your job, yeah. Mm-hmm. Yep, exactly. Yeah, which is, uh, which is pretty nice kind of, um, you know. Like I said, uh, before I- I've wanted to get involved in it for a long time, so it's, uh, been a great kind of opportunity to, uh, get involved. And, um, yeah, I'm, uh, nothing bad to say about it really. Just kinda gotta see, you know, what the future holds as far as what the market does and everything and all those unpredictables. But, uh, I, I feel pretty comfortable in it and I'm, uh, you know, as happy and excited about it as I, as I possibly could be, so. Yeah. It's good stuff. That's awesome. Yeah. That's awesome, man. Well, cool. Well, good. Well, thanks, uh, yeah, I think, I think we've hit on all the, all the points that I, that I wanted to hit on today. Um, we spoke about who, who you would be interested in meeting. We spoke a, a lot about, uh, a bit about, about the real estate market. Spoke about HiRey a little bit. So yeah, I, uh, I'd, I'd love to see you on the platform and, uh, hopefully, uh, we can get some more people that would be interesting to you, uh, to meet, you know, either in real estate or in investing or even if you have any other, any other types of hobbies. You touched on like, uh, the stock market or, or I know you're an active guy yourself. So hopefully, um, yeah. Yeah, absolutely. I guess before you let me go, I guess I'll piggyback off that a little bit because, yeah, I mean, investing- Yeah ... is definitely a passion of mine and just kind of, kind of I, I, me and my, you know, my, uh, my sphere of influence, I'm kinda always trying to think of like how to grow the net worth. You know, how to just kind of ask the tough questions, you know. Because the days go by and they turn into weeks and months and years, and it's very easy to kind of just slip and let nothing happen. So it's like just kind of trying to stay on the ball, on the game and, uh, you know, try to get a little bit better every day is, is all you could do. Which kind of brings my next point, is I'm also big into like personal development, self-development, you know, reading, kind of just being disciplined to myself. Um, whether it's working out or, or, you know, just kind of doing what it is that I say I'm gonna do on a daily basis. Because, you know, to me it's, it's those things that you do kind of every day that help dictate where you are in five, 10 years, right? Because it's impossible to kind of say where you're gonna be and what you're gonna do. But if you know, you know, you put in the work every day of going to the gym, like I, I know that in five and 10 years I, I will be in physically decent shape more or less, you know, obviously. Yeah. God willing. But, um, yeah, so that's definitely just another, another big part of, you know, me and what I look for and what I try to do and, uh, you know, that's, um, that's really it. Just kind of get a little bit better every day. Um, open-minded, you know, and, um, yeah. But, uh, always love to connect with, with like-minded people kind of on any front, you know. Investing, personal development, um, sports, you know, active guy and, uh, yeah. I love that, man. Yeah, you, uh, you showed me your list that you'd read I think, uh, in 2025 one time, and you have gotta be one of the most avid readers I've ever, uh, you and your brother both I think are some of the most avid readers I've ever met. [laughs] Yeah. And it's- Yeah ... it's just so funny how life goes too because like growing up and everything, like I was never a reader. Like I, you know, I just was never really my thing. Um, I don't know, didn't find a book I like. I, I don't really know what the story was. Maybe struggled with reading a little bit, but just was never really a reader. Just was kind of turned off by books and everything. And then, um, I, my, my girlfriend at the time got, um... my fiance now. But, uh, she got a book for her birthday called The Alchemist, um, from one of her friends, and I read it and I don't know, it was just like kind of changed everything. It just like opened up my eyes to, uh, a whole new world that I kind of, I feel like I was just kind of closing out. And, um, it really kind of put me on the path to like that personal development, self-development and stuff. And you know, like you said, I, I have like the Excel now-

Of like, I try to like track a lot of things, 'cause you can't really measure what you don't track. So it's, you know, did I read more books last year or the year before? Like, I would have no idea. I, I wouldn't remember. I... It's just how I am. So kind of at a, you know, a way for me to stay on my game is being, you know, pretty organized and tracking these key metrics in my life, you know? 'Cause for me, reading's important, and I would like to look back and be able to tell you, you know, when I read Rich Dad Poor Dad, you know, how many years ago. Like, is it... You know? That's just kind of where I'm coming from with that. And, uh, yeah, it's been, uh, it's been pretty cool. It's just, I don't know, it's kind of interesting to think back, like how doing those things every day, like I- a lot has changed for me in the past, like, I'd say around COVID or so, maybe right or before COVID is around when I kinda started, I don't know, getting a little bit of a new outlook in life. Um, say I was almost like born again, um, if you will, because, you know, I feel like people can potentially... And there's nothing wrong with it, you know, no shade, but people can go like their whole lives without like seeing that there is more out there and that they could become more, you know? And like my goal is to just be the best version of myself that I could possibly be, you know? That's, that's really all I could ask for at the end of the day. And, um, you know, I try to do that in, in everything that I, in everything that I do, so. Yeah. Yeah, you don't wanna leave anything on the table, right? I mean, um, I think a lot of people- Mm-hmm. Yeah. And I think, uh, your point, like keeping track of like the actual metrics and the data of like what you're doing is, is really good to make sure that you're not leaving stuff on the table. 'Cause at the end of the day, it's easy, you know- Mm-hmm ... it's easy to, to not lie, to lie to yourself a little bit or to be a little bit, you know, either positively or negatively. Right. Yeah. Mm-hmm. Exactly. Which is where like accountability and having like a good network and good influences and good friends and, and something potentially, you know, like this of meeting new people also that are kind of aligned with what it is that I'm looking for in my life at this point in time is, is super valuable. Because having that person, like you said, it's, it's kinda easy to look yourself in the mirror and say, "Ah, yeah, I didn't go to the gym today," because of whatever reason you wanna give yourself, you know? But it's, it's a little bit harder when you gotta like text your accountability buddy, "I didn't go to the gym today." You know? It's, it's... It kind of adds that second level of, of accountability to other people, and I think that's kind of a big thing that, uh, that has helped me as well, is just kind of being able to lean and rely on like some people in my, in my sphere of influence and, uh, just, you know, hold me to a standard that I, I would like to be held to. Yeah. 'Cause it's easy, you know, when it's easy, but when it's hard, that's, that's when the true colors comes out, so. Yeah. Yeah. Yeah. You get, kinda get graded on your worst day, not your best day, unfortunately. Yeah. Right. Right. Yeah. For making the effort on that day. Yeah, I think Kobe- That's a really beautiful way to put it ... I remember Kobe had a quote. Thank you. Kobe had a quote, it was like, "It's easy to go to the gym," I don't know, "on the days when, like, you wanna go to the gym. But on the days you don't wanna go to the gym, like, those are the days you gotta, like, really go." And it, it's just having that discipline with, with yourself, you know, to, uh, to hold yourself to that, that standard. Whatever it is. It doesn't have to be the gym. It could be, you know, anything. Going for a walk, you know, reading a page in a book. Um, literally, literally anything, but. Yeah. Yeah. Yeah, that's where the discipline comes out. Yeah, that's where the... Yeah. And that's what, that's what kind of makes or breaks, uh, a system or a movement or any type of change in your life. It kind of comes down to the discipline of things. Right. Of that. Right. That's how much it's done. And it's like the discipline comes down to your, your daily actions almost of what, you know, what you say you're gonna do and, and what you can do. And I don't know if you know Jocko Willink. He's a- Yeah ... retired Navy SEAL, but he always says, like, "Discipline equals freedom." And, um, I never, I didn't quite understand what that mean the first time I, I like read it and was looking into it. But, uh, you know, I, since I've, I've uncovered it and, like, it, it really is true. You know? It's, it's the freedom to do whatever it is that you wanna do after you've kind of done what you need to do, you know? And those are gonna help you to, uh, to get that freedom that you're looking for. Whatever it is, whether it's time, money, um, you know, health, um, really, really anything, so. Yeah. Yeah, I mean, following up on that sentiment, I mean, discipline, um, you know, if you don't, you don't have the discipline to kind of try to push yourself in one direction, life will make the choice for you. So- Yep ... if you wanna see which way you're going, discipline's a necessary part of it. Yep. Yeah. The pain of discipline or the, what is it? The, the pain of discipline or the, the pain of regret. No, I don't... I'm butchering it. Jim Rohn, there's another good quote though about discipline, and it's just like, "Discipline is hard," but, like, the feeling that you get of regret and stuff at the end of the day after you don't do it, like, that's, that's almost harder to deal with and almost worse. Yeah, so. Yeah. Yeah, yeah, yeah. I, I think I know the quote you're talking about, yeah. Yeah. Yeah, I love that, man. You got some good quotes. And I, I'm sure after all those books you've read- [laughs] ... you, you've got a, a lot more of them. [laughs] Yeah. Yeah. They're, uh, floating around up there somewhere, you know? So. Yeah. It's always good when I can kinda talk about it a little bit and, you know, shed some light and, um, you know. That's one of my favorite things too, is kinda helping other people potentially to see the light, you know, and to see that there is more that, you know, they're capable of. You know? And just kinda don't settle because this is the way it's always been. Like, yes, this is the way it's always been, but starting today, we can look to create and have a better tomorrow, you know? And that's, that to me just kinda sums it up right there. Yeah. Yeah, every day you get a choice, right? And, uh, you know, you don't wanna, you don't wanna... It, the mental game. You know, that's kind of the, the hardest part about it is winning that mental game, uh, day by day, not just like, uh- Mm-hmm ... overall. You know? And that, that's, uh, yeah, not letting it get you decided for you. It's like if you can win your mental game, you can win the physical games. That's exactly it. That's exactly it. All starts in hereYeah, man. Tom. Yeah. Definitely does. The, uh, and yeah, man, I love that sentiment that you made a minute ago about just wanting to connect with the people and, like, like-minded people and everything like that. I think, like, uh, it can be hard, 'cause not, not everybody thinks the way that, that you think or, or that I think, you know? So I think, like, being able to connect with, like, like-minded people that are interested in these types of things, I think that's, um, that's really valuable. Um, and yeah, one, one thing even about HiRey is, like, I don't know how much you use AI, but, like, you can ask your AI to, like, generate a profile for you and say connect you with these, these types of people. So I think that's, like, a really interesting concept is, like, well, who would my AI think is another person that I should be connected like that, or who do you think is like-minded for me? Yeah. It's an interesting thought. Um, like, having that ability to do that, um, and, like, make these new connections, 'cause you can't really do that with traditional connection platforms, you know? Not really. Mm-hmm. Right. Exactly. To kinda like get a little bit more into the weeds behind, you know, behind the face and everything. Like, what's actually going on inside and what it is that, you know, I'm looking for and other people are looking for, and kinda to make those connections. 'Cause I think you said it perfectly, it's like some other people have some other different ways of doing things, and it works better for them, and it's like if you don't know it, you, you can't even make the change. So it's kinda like getting that exposure and, and, you know, finding out what works for you, but also just kinda being open to new suggestions and, and, and new, and new thoughts and new, uh, you know, new things that could potentially improve, you know, your life in any, in any of, one of the categories that you would be looking to improve in. Which, you know, to me is a never-ending list, you know. Until, uh, not to be morbid, but until the day I'm, you know, I'm dead, I wanna just kinda keep on getting better in every way that I, in every way that I can. Yeah. Yeah. Yeah, we still got a lot of time, man, so, uh [laughs] Yeah. Absolutely. Still very young. Yeah. Yes. Thankfully. Well, cool, man. Well, I'll let ya, I'll let ya, I'll let you go, and thank you so much for taking the time to, to chat with me a little bit. It's always, always great to catch up with you, and I appreciate, uh, us having the opportunity to kind of have a little bit more of a, of a deeper conversation and for you leading into that and, uh, participating in that with me. Yeah. Absolutely. It was an absolute pleasure to get on here with you and learn a little bit more about the process, about what you got going on over there, and, uh, you know, looking to connect with anybody that potentially would be interested in connecting, and it's, uh, it's what it's all about, you know? So I'm very thankful. Awesome. Really appreciate you, and thank you for your time. Love that, man. Appreciate you too. Thank you. Yeah, thank you for taking a couple minutes. All right, man, I'll talk to you soon. Thanks. And I'll, I'll, I'll connect with you on HiRey. All right, take care. Bye. All right, sounds good. Have a good one, Mark. Bye-bye. Thank you. You too. Bye. Take care.

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