This AI Prospecting Tool is MIND BLOWING - Podcast with Terrakotta's Founder

It's like happened so fast, it's not really about like the idea for terracotta, which was initially just supposed to be like voicemail, that automates like 80% of those calls are just gonna go to voicemail, even still that's primarily actually what task is. I'm maybe gonna say that the map is that it's flexible now, it's fast and that's like really flexible. I don't want to like just make like content for the sake of making it, or because it's grabby, or like catches people's attention, I want to be like authentic and stuff that I care about. What's going on everybody? Welcome to another episode of the commercial real estate podcast. I think this might be correct me if I'm wrong, Jesse, but I think this is our first repeat guest, right? That's a good question. I think it is. Yeah, just realize that right as I started doing the intro. Yeah, this is our first repeat guest. So we have a coup spas well from terracotta AI. We had him on almost a year ago, we were looking at it, we dropped a Christmas day last year, and it was a really popular episode. Obviously, AI is a huge topic in everybody, every business aspect, just a life in general, and to have AI paired with commercial real estate is valuable. So we had a bunch of people reach out to us. We've seen you guys, you know, doing really well. We've heard your name and, you know, mentioned in a lot of really successful people's mouth. So we're excited to have you back on and kind of hear what's going on and updates. I know there's been a ton you guys been working hard for last year. So thanks for coming back on, man. Yeah, absolutely. Thank you so much for having me again. I didn't know that I was the first repeat, but that's an honor. So I'm happy to be back. Yes, it feels like this past year has been, it's like happened so fast. You know, you're in it every day. I'm sure as you guys can relate to, it's not really about like, you know, going in one day and suddenly fixing everything or like solving everything or like having this huge splash sort of a campaign to generate new business. This is like showing up every day. So when I look back on it, I'm like, wow, we have gotten connected with folks like Bob Nackle, like you all, you both, I mean, I should say, Vivo, we're at CREI with Ken. So, you know, in terms of who we've been able to interact with and work with, you know, I mean, tons of teams folks on the investment side, which have been really exciting. I mean, I mean, it's really been, I mean, even things that you wouldn't necessarily see, they're being a good use case for like, roofing or moving or concrete, like those types of gyms, like, you know, seeing some of those things pop up too. It's really cool. And I think, you know, we've spent a ton of time just focusing on the product. And I think, you know, like if the process is in order, I've been watching like Mike McDonald's weekly COX like three cats. He talks about process. So it's like, okay, we're talking with a lot of customers, listening to them, taking that back to the product and then shipping really fast. So I honestly would love to tell you guys all about like right now is like our new map, the browser extension that we have some analytics like reporting that we've added has just come such a wrong way. And I think it's opened up all those doors for our business. And just like new ways for us to help folks in the business do what they want to do more efficiently use AI like everyone here is about it, but there's not always a good way to implement it, a way to get value out of these tools. Like being able to fill that gap that folks, I think in this industry are looking for his bed. It's been like the best time in my life just to be honest. It's so it's so much fun. I'm so grateful. Yeah, you guys are on the come up exactly on the come up for sure this last year, come up for you guys. That's awesome. I think it's cool. What you said. I was in there thinking about it. And you know, obviously towards the end of the year, you everybody's reflecting a lot on their goals they said and what they're going to do in the next year. It's so easy. It's so easy to get caught up in the day day and get stressed out and feel like you're not really making a lot of progress because I catch myself doing that a lot. But then a whole year goes by and you like, for example, I was doing like an Instagram post about because my family just moved and I was looking through my camera roll and I was like, holy crap. The amount of stuff that happens in a year and the amount of progress you make and the amount of things that change in a year is insane. It's so easy to just get caught up in like, oh, yeah, you know, this year was good. But once you go back and look at the things that happen, you know, if you've been striving to do better than a lot of times, like an insane amount of stuff can happen in a year. And I think that's like exactly what you described like, you know, it's been a year, but you guys have blown up. You've blown up and it's awesome. It's really cool to see. So I think it's just it's easy to forget and just kind of be grateful for that stuff. Absolutely. Man, it's Thanksgiving time, brother. It's it's exactly I miss you. I was talking to my parents. I was like, wow, it's talking to my co-founders. It's talking to like our team. It's just like, wow, this has been so awesome. We're so lucky and blessed. Yeah, I guess maybe it might be helpful just to introduce myself, you know, if we're. Yeah, that's good. Yeah, for people who didn't live in the last one. Yeah, tell us tell us a little give us a little brief background. Yeah. So my name is Kaseema Boswell. I go back to school for short. I'm from Seattle, Washington. Me and my co-founders gave in Vincent Wilson. They are brothers are both from Seattle, Washington. We we met in middle and high school at lakeside in Seattle, Washington. And Langson was unique in that. It had a computer science program that was like really good. And so we all. I think it had all taken at least two years plus a programming before the time we graduated high school, kind of like fast forward. They they go to University of Washington in Georgia Tech, both the NCS, I go to the University of Pennsylvania, study business, economics, got a minor in computer science. And then went to work in consulting. And that that's kind of played an interesting role in this story of terracotta, I think. And like what I do in my role, it's like a lot of interacting with customers, clients, like making sure. You know, we're delivering on what we want the products to fast forward from their gave in Vincent and I get back in touch and work on K, you guys want to work on the startup, talk to some folks in the industry that we were again childhood friends with. And they started telling us their problems were listening. We're like, we totally think we can build some really helpful stuff for that. Apply the Y combinator and do that process of talking to folks who came up with the idea for terracotta, which was initially just supposed to be like a voicemail tool that automates like, well, that was a cool effect. Yeah, that automates that automates voicemails. And what it's turned into is an AI database in a phone system designed really for anyone in commercial real estate. But it makes the process of gathering high quality verified contact information a lot faster with AI. And then it's got and it really, really scooped up AI phone system is where I like to describe it. That let's you be custom voicemails. It sounds just like you are personalized. It will help summarize kind of talk tracks and things like that scripting I mean tagging organization follow up. It just is kind of all they're ready to go and streamline all powered kind of with AI behind that is the the this order of orchestrator and and that's kind of what it's become. You know, when I demo it now versus like when he first talked, I'm like, most of the time people asked for something, I guess, you know, we thought about that or this feature is exactly for that use case. And so it's it's really just AI for folks and in commercial real estate. Yeah, that's sick. I was telling Jesse just before we started. He got a call too. You guys called us both yesterday and left the voicemail. And I'm like, I was like, if I didn't know this was terracotta calling. Like, I don't know if you guys plan that or if it was just like, you know, in your outreach, I assume it's probably just in your outreach, which makes it. Because it was really does. And it was like a voicemail. And I was like, if I didn't know what terracotta was, I would think this was a human, but it was AI, right? Like I'm almost positive with AI voice. Yeah. Yeah. Do you remember? Yeah, yeah. Exactly. It's probably one of our team members. I think I could find the call. Let me tell you guys who said it was way along. It was Chris. Chris. Yeah. Yeah. Yeah. Yeah. Yeah. So that was why Chris. He's like, yeah, I got a call too. It was like, that's so funny. Yeah. No, that's the thing. People know about really, you know, like you're saying, like people check their voicemails. Like it's and now with the new iOS updates. I mean, you know, they're they're adding like lots of different things. But one of the ones that's really great is like the voicemail's pop up on their text message. Sort of inbox. And you can you it looks like a text message. So you read it. And you actually like take in that information. You listen to it. And so yeah, that's awesome. Chris is Chris is the man. And he is very, very he's very good on the phone. And he makes a lot of calls. And he kind of just like embodies a lot of the early like like in the first few months, like the sentiment of what we're doing. And it's just like hit the phone to learn about calling, like learn how people respond on the phone, just become experts and like calling as a core principle. And he's like. Hey guys, this is Graham here. I need to tell you about something coming up in January, 2026. While most investors are making new years resolutions, a group of serious commercial real estate investors will be doing something different in Orlando. They'll be positioning themselves for the biggest opportunity we've seen in a while. 2026 is when preparation meets opportunity. The market is resetting and creative financing is opening doors that were not open before investors with the right education will have their pick of deals in 2026. And that's what's happening at commercial Academy live in Orlando January 30th through February 1st, three days with experienced operators to have actually done deals, capital partners looking to deploy money and a community that becomes your competitive advantage. Are you ready to start 2026 with the momentum? I would not miss this event if I was you. Text Blueprint to 888-653-1199. Again, that's Blueprint to 888-653-1199. This will get you an exclusive discount to the commercial Academy live in Orlando. And remember, it only takes one deal, one time to change your life forever. Yeah, that's so cool, man. It's easy to kind of tell, summarize what it does. But in our experience, basically, in our workflow, what we've used it for is you'll call call people so you can either upload a list into it or you can have Terracotta skip trace of for you via AI. And then once they do that, you can go in there and call call yourself. You can record a voice message yourself and then drop it. Do like a voicemail drop. And if you're not familiar with that, basically you don't even have to call them, right? If you don't want to, you just press a button and it drops a voicemail or if it stops, like if you call them and you get the voicemail, you just click a button and it immediately drops the voicemail and moves to the next thing. And you might hear that if you don't call call a lot and think, oh, that's cool. But if you're call calling a lot of people and you leave the same voicemail, I timed it one time because I would like before before you guys is pretty funny. I would like voice record on a memo on my computer, like my voicemail. Hey, this is a grand story. You know, calling about your property, you know, I make it more generic so I could just do the same voicemail. But it'd be like a 20 or 30 second voicemail. And so when I called them and they didn't answer and left the voicemail, I have to sit and wait for 30 seconds. If you make 100, 100 call calls, how fast to, you know, you're obviously probably not going to get 100 voicemails. But if you make a bunch of calls, how many voicemails you can have to sit and wait through 30 seconds adds up fast. So that's a cool thing. But it's not as spec-wise with obviously with terracotta, you can type in exactly what you want to say. It knows your voice. And then it's going to personalize it for that person with the name, address, etc. So it makes it feel way less AI-ish. Yeah. That's like a huge point. It's like the personalization going back to what we were just talking about is like people are reading it. Like you guys both got the voicemails. Talk to each other about having got them. So like it's important that it feels like, you know, it's like a normal message. Like AI, if it's going to, you know, represent you, like it should be like you and be personalized. So yeah, I think that's a good point. And like you were saying, Graham, it's actually the number is 80% to 80% of these calls on average. Go to voicemail in terracotta, that number is actually a little bit higher. It's closer like 28-32% because it's some of the phone number matching. Now we're able to do where you can get a local area code that I mean, you probably get cold calls and it shows it feels like you're local area code. And you're like, I'm pretty sure you're not here. And I don't know this needs town and the sand wands here in Seattle, for example. But, but yeah, that number is like, you know, 80% of those calls are just going to go to voicemail. So even still, that's primarily actually what the task is. You need to be fresh. You need to have information in front of you, which I think terracotta has come a long way in that regard. It shows you details. It has a link ready to go to the assessor website. It shows you details about the property, you know, last sale day price square footage number units. Some of those basic things that you need to get off the ground in a conversation. Yeah, I think that's huge because a lot of times when we call call like before we were using mojo. And if you call a mojo, you know, any call or dialer can go a little confusing fast because you're just skipping from next thing to next thing. Oh, yeah. Like if you were just using a regular dialer and it pops onto the next thing, you got to quickly go to Google Maps, pull it up, pull up the, you know, what the property looks like. So you can actually have an idea of what you're talking about. So if they ask you something, you don't sound like an idiot. But I was that thing was sick that, you know, when you do a terracotta, you have the little Crexy. I think it was either Crexy or co-star. I think co-star link where you can just click that button and pulls right up on loopnet. That's cool. Yeah, yeah, exactly. Yeah, that's exactly right. And like we think about that stuff a lot. Um, like, like, you know, what's the workflow? Like is it like, you know, I had a shortcut and then I have that information pop up in a tab. It should be something that I click like how often am I using this feature? Like, how do I, how do we need to be fresh the information automatically? Like if you notice when you press dial, regardless of whether you've got it set or not, like gave lose a brilliant designer and engineer has made it to that. You see property insights, no matter what, as soon as the call is going out, like you get like a little download or snapshot of what the property is. Any other links to shoot off from, you know, you can open up your CRM by pressing control. Oh, I think we probably talked about that as one of the cooler features. Maybe I can't remember. I don't think so. Yeah, that's kind of what I was going with it. I was like, you know, I was kind of summarizing some of the stuff that you learned about last time, but I know you mentioned you guys have a lot of new features. And by the way, Terracotta, they didn't reach out and say, hey, you know, let's come back on the podcast. We reached out to them and said, hey, we had a lot of people reaching out. We had a lot of people who have questions. We had a lot of people are interested. So in our podcast, you know, fortunately, he's also grown quite a bit since the last time we spoke in the last year. And so we were like, let's get him back on and hopefully add value to more people to you guys and then also to our audience. So give us a recap of what has changed. I'm sure a lot's changing here, but yeah, yeah. So I guess we can talk about product and then we can talk about some of the things that we've been focusing on or maybe like, I've just been personally focusing on. And yeah, I just want to shout out you guys to like, I see this all over the place. I see the only thing I see it. I've seen on X talk with others about it. It's just, it goes back to what we're, yeah, I mean, it's awesome. And I see to honestly, you guys are, you know, I see other stuff like that you're working on in this business, you know, whether that's investment or brokerage. And I see like just more activity popping up. And I think that's one of the cool things about like what you're doing like podcasts. And that's why I love doing things like this. So cool to just have a genuine conversation share kind of are, you know, different experiences and what we're seeing and help each other grow. So that's awesome. Appreciate that man. Yeah, in terms of what is new in terracotta, I'll start with the product first. And I'll talk about like some of the things that we've learned or like, maybe like, you know, some of the things I focus on or I feel like I'm spending lots of time on or thinking about. And then maybe two, I want to obviously get into the good stuff like what's coming down the pipeline and what gave us not gave events that have cooking up on the product road map and our engineering team. So we can talk about that too. But just to just to kind of give a breath over you, I think there's three main things that we've added to terracotta that are really significant and lots of other things, you know, kind of as some categories within those. But I think that the three things are we built a really awesome like map. So the first like MVP version of terracotta going way back to, you know, January 2024 was just the dialing component to this phone system. And when I was describing terracotta, I said like, you know, it's a database in platform as well. So we've initially started with like, let's build the pipelines. Let's build like the engine of the car if that makes sense. Because with these agents, it's really a new like it's a new way that you have to build these products and kind of think about designing them. And so are like how you go about building them out. And so we built like the underlying engine to research property ownership information. And that involves like looking at public records trying to scrape that information. It involves like just generally scraping search engine results and running like searches. It's just like a pretty heavy data problem. So we focus on that to begin with. And what that is turned into now is like, you know, is as a full blown sort of map and prospecting system where you can search for addresses and get property under contact information. You can drop in a list of addresses and bulk and get high quality verified contact information. You can specify like a chat GPT prompt and and and use that to get to high quality contact information or you can like visually, you know, type in an address and plot that on a map and click pins. And take more of that rightful approach, build out a list as you're kind of as you're kind of going and saying, OK, this property is right in my wheelhouse or this property. I think, you know, there's a particular opportunity that it makes sense for me to call on this for et cetera and then add that to a list. And that's a huge deal because like one thing that every broker investor says, Hey, I prospect this way or like I prospect decided to in the first year. I'm sorry. I don't know. I got to figure out it. It's hilarious. It's like, what the heck, dude? For those of listening on like Apple or Spotify, there's like this crazy like fireworks display that keeps going on. It's so funny. Yeah, I got like the Ricky Bobby like I'm just doing so in my hands and the fireworks are going off. I think that's it. And that's what is just blowing up behind you. We're celebrating so much right now. Yeah, exactly. But the main I guess like the main thing is that the map is it's flexible now. It's fast and it's like really flexible. So regardless of what you were approached to prospecting is because I mean, we had we had conversations like this to early on is like there's you call it like a rifle approach and there's like shotgun approach. And what this map really enables, although it's extremely powerful, it's got good data coverage, properties, parcels, contact information, tenants, is a thing that we're adding to that as well as ownership information. I mean, but what it really hits that is like regardless of how you prospect, whether that's like you want to go address by address through your list of buildings that you have checked out, you know, walk to yourself and call on those. And get in touch with the property owners there. You can search those addresses one by one and take that really detailed rifle approach and get that contact information. And then the beauty of it is like anything that has to do with reaching out or getting in touch with this person like is fast, you know, like now we have like instant data flow. So back to what I was saying and kind of rambling there about like the car and building the engine, like we made that a lot faster since you know in the past year. So that like engine to go and actually retrieve that information happens instantly now. So you can go on like like almost like a so like the map is almost like a GIS where you can go click on a parcel and then it'll pull up and then you click a button in their contact information comes up. That's that's it. That's like you just explained it better than I did. That's insane. Yeah, yeah, that's sick. And so no, I mean, it's it's like it's it's it's it's a very significant update and it has been like a big project. We started on it earlier this year and it's one of the cool things too is like and I think it's really cool. I was talking about like my McDonald process like how do you do things like one thing that Gabe does is he like ships fast. He gave me my CTO gave him Vincent. They they they they get Vincent is also like there's a lot of back and stuff in these my other co founder, brother of Gabe, but they'll like ship stuff and you can start playing with it. And like at first the map was just like a visual representation of all your calls with notes and and tag history. So you can look at a map and you can say like, okay, this is everything. You know, this is everything I've called on. These are the buildings where I have, you know, some activities. There's like a just for that. And then what that evolved into and what we worked on and what people sort of guided us to with their feedback and using just that one very basic map is like, yeah, basically. Just that's got tool that's nationwide that has coverage of like all, you know, your main food groups of retail multifamily industrial office, you know, land self stored you've got. I mean like yeah, you click on it and you get owner contact information that immediately you can check out a photo of it linked to the assessor website. Basic information on the property like square like those same things that you know square footage last sale date, last sale price owner, you know owner owner LLC. And the cool thing is like we didn't have to like go grab like necessarily everything like in terms of figuring out good data like we can be focused on a short list of data. Because we've been talking to so many folks in the industry and they said like, no, I really just need like 10 things. Yeah, exactly, yeah, accurate. Yeah, accurate information for those 10 things makes it really powerful people like it. And yeah, I want to just interrupt you real quick. Please, please. I want to gloss over what you said, like I literally no joke yesterday. We were going to start a new like campaign, right? And we one of the hardest things in commercial say is getting good contact information, good data. It's like I was literally filming a loom video tutorial for our VA on how to go and basically do this for us in efforts to try to find better data. And so because if you if you don't know what you're doing or if you don't know anything about this in your listening or maybe you don't do this basically you find a property. So sometimes let's just say you pull a list, so you pull a list from somewhere like co star, typically it's co star or maybe you get it from the local GIS actual website. But you pull a list from co star once you pull the list, you have to go either one by one and look up every single property. So co star is not accurate. So you got to go to the GIS, which is like the local counties website. They're their records, which it's that's accurate, but that doesn't have any contact. If you take it from co star, you take the address, you search into the GIS, once you search in the GIS, you confirm their owner is the same. Once you get the owner name, typically it's an LLC because it's commercial state. You have to take the LC name and go to the secretary of state website. You take the secretary of state or they LC put it in there, you go find the individual who owns that LC, then you take the individual name, you go to white pages, you search in his name, you make sure you get his right current where he actually lives address. You put their name in their address, you click enter and then there's, you know, four fun numbers and you have to call all four of them because a lot of times the first one's not accurate. Then the second one and then maybe the third sometimes you even got to get to like the fifth. It just takes a long ass time, excuse my language, but it takes a long time and you're doing that for, you know, 100 properties and he just said you can you can click a button. That's just crazy. It's insane. Yeah, and that's like the power in the system and like the cool thing about it is like we're using it's a different approach like we're using AI to go get this information. And so we're able to like hit these resources like in real time, fresh, retrieve that, retrieve that data and it's happening fast. It's funny you laid out that process. I have like a, I did like a side by side video of like using the terracotta extension, which I'm very, you know, that's, you know, a really big win. It's basically everything we just talked about, Graham, except it's packing into like a free extension, Chrome extension for anyone to use you guys should definitely doubt about it because it's just got that functionality. And you know, it seems, you know, to us like, if you think about like some of the stuff we have with like bulk searches and being able to pull this off across like Graham to your point, like across 100 addresses, which restants them, you know, is able to do is well now. That's, you know, much more complicated thing technically, but like, like you said, like it's a huge like time saver. So it takes 30 seconds at like a very leisurely pace. So I did this. I timed them. I did it side by side. And I filmed a video. It's on my LinkedIn if you want to check it out. It's like 30 seconds to type in an address like at a relaxed pace, hit enter, like kind of browse through the information, check out the contact information and terracotta. It takes three minutes to, to do the same thing through the process that you described, Graham, where you go to the county tax history website and you go off sector, stay you track the LLCs and you put them in the tree, people's rich fast pages, white pages. And that doesn't even take into account the last thing that you mentioned, which ties back to verification and terracotta, which is like your coin for numbers at random, trying to figure out which one is going to be correct. Well, now you just duplicated the amount of work that you have to spend on that phone call by 4x by 400%. So because you're not, you know, going to the first sort of a plus as we have it into our cotton, but like verified phone number for that contact. Can I give examples of please? We're sitting right here. Before we got on, I was looking through with my list of elements, County and North Carolina where I'm calling right now, what's that? I said, why are you going to go tell them that I'm dismissing? We run that county by the way, so please don't call it. But so you can pull it by county. So for that, there's your shotgun example and go through you can search and like you just like you said, you're going to call retail and then call your specific different subsection of it. There's a bunch of different subsections of a dust drill. You can actually click the individual one you want. Go pull your list, right? Go call it or you could type in an address. I did the parcel thing and click the parcel and then like less than five seconds of pulled up address. Picture the property, the information on the property like we're talking like what size I've been a size and it gave me five phone numbers and it has the a plus a plus. So it was the two phone numbers you're going to call immediately and then you can take that parcel and add it to your list right there on terracotta. 10 seconds and another thing too is that like that's like what you said is you know goes across all the counties. If you're if you're calling different counties, there are some counties that have the worst GIS every counties. So it takes you an extra 15 minutes just to figure out how to work their county website so like the fact that you can do it in one thing I mean that's why we use land glide for a long time. Yeah, maybe we won't anymore, but you can go and land glide and glide around on the parcel and then click and then it has a county link in it. So that way you didn't have to go to every single GIS you could just go to land glide but it doesn't always work. But it doesn't always work. Yeah, like it's so that's sick. That's crazy. And I paired with Gabe on that feature in terracotta. He did like that. He lived things for sure. Like most of the intent like script writing, but basically we were building that accessory link feature in terracotta. And like we're looking at these town websites. So these don't work like the data is not in there like you can't get it you have to go there and you have to pay like a dollar or you have to pay like $10. And so like figuring out work rounds to this by the way to like build the build this map is like a very fun and as a process like I keep coming back to that. Maybe it's like my, you know, I wasn't cool and Philly and like the 76 years used to suck and now they're really good like to trust the process things. But maybe that's like drilled into my head for some reason. I don't know why I'm talking about that so much. But like, you know, it's it's a it's a process like to build up to like a really good map. Like you have to handle like different county different sort of county courts and like ways that they've got the data set up and and and and that's like really it's funny because that's like a pain point. That that coaster definitely solves or you know a lot of these other awesome really awesome database platforms like solve that problem. I just think that like personally like it's it's it's tricky like the data problem in commercial real estate is tricky. It's like it's different than any other industry like I mentioned. The way it's cut up, you know, it is really a huge thing to try and tackle and for commercial real estate burger who's focused on real estate. It's on like valuation. It's on finance. It's on like sales and prospecting like to try and navigate that data problem is like just it's hard. It's slowed you down like you're saying takes you 15 minutes to do something takes you 10 seconds to do just if the information is laid out correctly and it comes back again to the process of like listening to brokers say like this is all the information that I need. I don't need like I just need this. I want it to be right. And like, you know, can you aggregate this for me and do that and work. Yeah, let's just let's do it. Let's we like hard problems. Let's figure out like the messy county situation. But to your point like it doesn't always work like literally some counties don't have county like they don't have like an accessory like that's publicly available that you can just like hit a URL and go to which is nuts. I mean, it's nuts. It's like we're coming to yeah, 2026. But we have a lot of sympathy for you guys. I feel your pain. And so I'm hoping that some of the tool for building like like land like like like there's ones that you mentioned like they really make life a lot easier. Yeah. And I think that's so cool, man. And I'm not just saying this like you guys really went to your customer like the brokers and you talked to them inside what do you need? What problems are facing and like you you looked at it like from the perspective of your, you know, you're the client, which is cool. Yeah, it shows it shows in the in the software. That's awesome. Yeah, thanks for saying that. And I think it actually like we always get the question like so we said, you know, which one of you had which one of you guys is the real estate guy or like which I would try to real estate. And like I think it's very cool that we just had friends and we talked to friends and like listen to them. And like turn the forward and then and share like you guys are sharing that like details and just like wrote those down and we're like, OK, you know, we're just going to like work on that. I think that's like just kind of like the muscle memory. And so like we don't need to be like it's actually a lot more. I don't know. I mean it's great to have a perspective. But I think you come in with like preconceived notions or anchors about the way things should be or what's possible. And for us, us and not having seen a lot of these problems for the first time until like an investor broker lender. All right. Scram here. Let's be real. How long have you been saying you're going to get into commercial real estate? It's been a year has been two. It's intimidating. I get it. But commercial economy just launched fast track. And honestly, it removes every excuse that you've been making in your head for one really low price. You can get an entire library of J. Scott shields education online. All recorded by Scott himself that has decades of proven strategies that's created a ton of millionaires. And now it's at your fingertips whenever you want. Plus you unlock their deal crushing software, their opportunity evaluator and their quick check. This stuff makes analyzing properties easier than just checking your email. And here's what blew my mind. Every fast track member gets a free ticket to the next commercial academy live event. That's hundreds of hungry investors, coaches and J. Scott shield in the same room. If you don't make excuses and ready to start making moves, this is it. Remember, it only takes one deal one time to change your life forever. So text fast track to 888 653 1199. Again, that's 888 653 1199. The next wave of commercial real estate millionaires is starting now and fast track is where it begins. You know, a business manager comes to us and says like, Hey, I want to do this. It's really it's just like a good way of building tools, I guess, building software. So yeah, it's been really great. Yeah, and that was just like, that's only that's just the map. That's just the math. And again, like, I want to maybe we can like driven because I just think like, why would you not use we have an extension. And it's kind of like at least it lets you just search and address and see, you know, if the contact information is there. And it's free to use. And there's not any other tools that I'm aware of online that are just like free search, like just go go put in an address and like you get the contact information right away. So the extension Chrome extension talks in and it's basically like that map for any address that you come across on the web. On any, you know, in your CRM sales force database and a Google she's in an email like just click on address, boom, see the parcel, get the contact information send it to a list to call on. It's powerful. I think it's really powerful stuff. Here's the truth about learning commercial real estate. You can figure it out alone and it be painful or you can learn for people who have already done it and it be so much less painful. Slava said it best. It's really just watching the people that came before us. They're open. They share how they do it and we replicate their success. Danny told me this commercial academy is my number one source of off market deals. I just say I'm looking and deals start coming my way. That's the power of being in the room, knowing the right people and having the right network. Commercial Academy live Orlando January 30th through February 1st, 26th, three days to learn from operators who have already done the deals. And it's three days to build a network that becomes your advantage. Text Blueprints, 8886531199 for an exclusive discount. I am telling you, I am telling all of my friends to come to this that are even on the fence about joining and being in commercial real estate. If you're already in commercial real estate, you 100% have to be there. See you there. This is going to come out in probably two weeks. I mean, by between now and then you'll definitely have to get us that link and anything else you want to put in the show description and we'll make sure it's in the description so that you guys are listening and want to go check that out. We'll have it there. Yeah, I'm definitely aware of any tool like that. Yeah, that's for free. I mean, like maybe there's some paid stuff. I don't know, but free is as insane. Yeah, for the yeah, exactly. It's I mean, and it's it's cool because like we'll come maybe I'll talk a little bit about this, but like Vincent has Vincent's like again, another one of my co-founders, very brilliant engineer. He's really young to fiction school and not a lot of people know that, but he he's he's super smart. And he kind of have like this epiphany that like extensions or like probably like the best UI for AI tools. So what I mean by that is like the status quo is kind of like you go to a web app like I'm trying to have notion people are familiar with notions for the most part are like sales force lightning. Like you go to this web app and you use the software and the web app and they control the UI, but Vincent is like actually I think like any any there's a lot of examples of other startups like our peers that have kind of started doing this and it seems to be working. It's like when you deploy AI through like extensions and natively within like the tools that you're already working with like your CR out like your sales force. So we can have like terracotta as an AI add on our extension to enrich that experience and make it way faster like maybe that's the way going about things, but property research extension AI extension is is is the first of sort of I think a line of products that I'm very excited for us to roll out. It's kind of centered around that the theory that like OK, just like let's be helpful in as many places as we can and use AI to do cool times again for people in commercial real estate is really that tagline for what we're trying to do. Yeah, so that's sick. Yeah, yeah, it's been really cool. Jesse, have you checked out like the have you checked out like any of the analytics or like reports features in terracotta. Yeah, I honestly because like Graham mentioned before we've been. Yeah, I know totally cool, you know, licks have been terrible, but I know there's a bunch of new reports and I was kind of walking. I had walked through like what some of the new reports are, but it looks a little intimidating just for myself to try to like walk through and learn about this. Yeah, because so much here. That's probably a big thing. That's probably a big thing like a probably big challenge with you guys is like you said so many people are like there's like a certain way people do things. And once people get in a habit of doing things, switching is hard. So like for us, we've used it and it's been great when we use it, but also just being so busy. It's hard to stop and then go and switch. So like I'm sure when you're talking with people, they probably have like all kinds of free set habits that they're they give them a little bit of challenge for switching over to it. Yeah, for sure. And it's like, it's just, you know, anytime you switch over or start doing something new, like it takes a little bit of time to get in the group. But when you get in the groove, it's like, man, this is so much better. Like, you know, there's a little meeting note takers. This was like a quick digress like Otter AI, Fireflies, yeah. I so like I have tried all of them and like I started using one called granola and it just works like really well for what I'm trying to do. And I feel like, you know, it took me like three or I was like, I don't like this. It's like annoying at first, you know, like I don't really know if I want if I want to like even have this. But once you use it, if you times you get used to it, it's such like when you start working and they're like in a rhythm with it, it's a really good feeling. So I feel like a lot of users, what we try to do is like get them to that point as quickly as possible and as frictionless as possible. But we joke that like, you know, a lot of folks, a lot of folks and the other thing to Graham is that you didn't mention, but I think just to add on to what you said because it's spot on is like a lot of guys in the business have had like success doing those things that, you know, that they're kind of like there's ingrained sort of preset patterns or processes that they have. And so they found success and you're trying to say like, Hey, you could try, you know, you could try out this other way of getting done and you might see like all of the skills that you had and what you learned through your previous process, like you can actually just take the best of those and apply those and let I fill in some of the gaps for where you want it to. And you know, obviously have a really nice UI to do that in a nice, you know, a nice platform web app to kind of house like all that thinking and work for you. But one of the things that I wanted to highlight too that I feel like it's pretty new is the conversations piece you can go through and look through the different properties. It shows a picture of the name, the person when you had the conversation and you can play the recording back so it's like, yeah, go back and look at that. It's like it's a new interface that's pretty nice to go back. Yeah, yeah. So that's kind of getting out with like the analytics and reporting. I mean, those are like the three that I mentioned to like, I think the map, the extension and then the analytics and reporting has really come a long way. So like with regards to those reports, you know, one thing that we, one thing that we noticed people were doing was they were like, there's a chart page in terracotta has like stats, like analytics, like cold hard, you know, to what's your pickup rate, you know, how many, you know, how many folks are converting into leads, et cetera. And you can see that pipeline and like, you know, tweak parts of your approach callback rates, you know, connect rates, make sure you're, you're, you're getting on the phone with folks like you're getting callbacks at the rates that you should. But we noticed that people were taking screenshots of like those the chart page and like sending them to investors brokers, specifically we're doing this, you know, they're representing the seller. And so they're calling on buyers, right. And so they just want to have an, you know, X amount of calls. And so, and so what we were, we were able to do is say like, okay, if we just take those talk tracks, crunch that, take all notes, tags, insights and aggregate that and put together like a suite of analytics on like what you're dealing on the phone and packing it into reports, which is the feature that Jesse was just mentioning for anyone who's like listening on Spotify Apple music. And it's, it's, it's, it's, it's, it's really powerful and nice to be able to see that and refer back to that and share that with clients. And just like internally, it's really, it's really awesome, you know, if you're like for me, right. I've made a lot of cool calls. My co-founders have made a lot of, you know, a lot of cool calls as well. And so like it's good to like review like notes on things and try to say like, okay, how can our team, you know, like, you know, get better at that. So you can review all of that as well. It's like a good coaching corner too. Yeah, Lucas on our team, he calls it game. He calls it that he's our head of growth. He calls it like the film room, like the game film. I love that because it's like that's, it's well said. That's awesome. I had a thought for you. You can take this or leave it. But what would be sick? And you might, I'm sure you guys could figure out how to do this or maybe you already have a way to do it. But like, you talked about that, um, that report that you can get on calling for sellers. I feel like that's definitely something that's one of the hardest things about brokerage. It's like, if you have 10, 15 listings, um, like right now, I think we have like 12 or something and keep it in the sellers up to date and making sure you're touching base with them once a week or maybe every other week. It's hard. It's a lot of work, just that in itself. And they let alone giving up date of what you're actually doing because we do call call for buyers. Yeah. Crexie, Crexie has a cool feature where every week, you can set it like on Friday to come in where it'll give you a spreadsheet of leads for that week and it'll give you a laser port. And every Friday, get a laser port. And what I should be doing, I don't do this every single time is taking that and sending it to the seller. I mean, hey, we talked to these people. But if you had a way where like maybe you had a property list that was identified for your listing, you know, one, two, three main street. There's a perspective buyers and you put that in there and you're calling them. And then on Friday, it sends you an email and says, this is who I called and then it maybe had like a note summary of some of the conversations or whatever. If you could get it to send you a email like that, that'd be sick. Yeah. So that's exactly that's that's so you can do that. You know, you go like an email weekly and it does exactly what you just described. So the challenge is actually like we are spending out this to like our team and we're like, man, like the engineering team has been like a lot of updates really fast. I mean, because I mean, we work on it all the time, like a engineering team is like really kind of like the lightblood of what, you know, a lot of what we're doing and like, you know, the challenges now become like, how do we get the word out as effectively as possible about all these. New features that we have and how to use the system. I joke out like terracotta is actually the original joke was when you're building like a phone like a phone system, right? Like there's like a lot of sass, which is like you're clicking on things and dragging blocks and and buttons like things, something like notion terracotta has like a lot of a lot of components that you need to connect and this needs to happen like this tool that we're using the point in general, like it's just it's one of the tricky parts of building that software. So we always joke like we're not building video game software like this is complicated, you know, some of the the mechanics of like the AI voice and you know, the calls and the dialer and stuff like that. But now I joke that like, you know, terracotta can sometimes feel like you're, you know, like you were in and how to play a video game. So what are the controls? What is this button deal? And so there's stuff like so much, you know, so so many features and impact, you know, we're we're going to be putting out for like a help guide so that people it's like more accessible. The people can kind of like gotten over as you little bit and built so much incredible stuff. So we're going to like just make it more accessible help guides like workflows. How to think about certain things that you can do in the platform and really just show like, you know, how awesome it is in different ways and what it's capable of. And then also part of that is just like I would encourage people to like just play with it. Like click on the little tabs in the bottom left click every button on the page so I see what it opens up. We have like a lot of like functionality at least visible on the platform for anyone to come to see. So like if you're just curious what it does stop like, you know, just check out the homepage and reach out to us like we love to talk to you. Hear what you're struggling with and like your business and what your goals are and how you're thinking you want to use AI and we could probably build like a really cool feature or, you know, just something, you know, that helps you do what you want to do more personally so. Yeah, I would say, yeah, I would say, I would say, you know, I would say, I'm very excited about where the product is going and what we've got so far and what we've accomplished and like. Yeah, one year, man, hopefully we should, I mean, whether or not we do like a full episode or we just jump on a call and hang out, we got it like fan touch. Yeah, yeah. At least around this time of year. 100% yeah. So it's really enjoyable conversation and then cooler reflect on like what he doesn't take out. I got to ask you guys one question as well. I hope that's okay. And this ties back to one of the things I was hoping we could talk about and I mentioned this a plan of the speed early at the beginning of kind of the episode. I was, I've been focusing like a lot this year on marketing. And what I was realizing is like, okay, doing things sort of digitally is like, I mean, you can make a lot of calls and that goes really well. I think it's imperative. Like it's like eating, it's like, it's like your steak and potatoes kind of is like making the calls. You've been experimenting with like lots of different marketing channels and trying out different things. You guys clearly have like found a really natural way to do that for your podcast and for your broke region. What you do as far as like your investment, the sort of wing of what you do goes. Like how do you guys think about creating like really authentic content? I mean like literally like this podcast is a great example of that. Like I don't, I guess like I'll ask a pretty pointed question is like, you know, I don't want to like just make like content from the sake of making it or because it's gravity or like catches people's attention. I want to be like authentic and stuff that I care about. It's not even care about, but just like I'm interested in and I like doing. How do you guys like do go about that and share what you're working on in a way that's like, you know, authentic but also like effective and accomplish it is like what you're trying to do. Grow grow grow this podcast for businesses. Yeah, the truth is we're still trying to figure that out. It's so yeah, because like you go through the like everybody nowadays wants to make content right and yeah, and we did and we knew it was important. Everybody knows is important. It's very important. But you just go through this cycle and we've definitely gone through the cycle of where, okay, we got to post every single day. Well, if we post every single day, then, you know, it's hard. It's hard to post every day and then it's forced to put out a lot of it ends up in garbage. Because that's not the brand image I'm going after. I want it to be authentic and I want it to be high quality. And it's like if you want to make high quality stuff, then it takes a long time. And then you end up posting like once a month or something and then it's like, well, I'm not posting enough. And so it's definitely a delicate balance and very hard. Still trying to figure that out. I think you know a lot of the big guys who post all this content every single day consistently, four, five, six, seven times. They have somebody full time working for them. We're not there yet. I'd be sick to get to that where we are trying to find like a part-time person who can help us with some of the content stuff. Either that where you have like, you know, a lot of money and you can pay somebody to do that or you have a lot of time. And it's like one of your main things. It's almost like a whole job. So what I've boiled down to lately is just, you know, I haven't posted a lot lately because my family we moved and it has taken a heck of a lot of time. And we've got a bunch of deals we're closing and stuff. So, you know, I just try to make sure when I do post something, it's something that I would, you know, that I like. Like you said, something maybe I'm interested in that I like that I think would add value. And it's cliche, but like really trying to add value to people you're posting for. Because that's like a whole another thing. Like I have a bazillion different interests. You know that you like you look at somebody like Joe Rogan, he talks about like fighting and conspiracy theories and like bazillion different things. And he's so big that he can do that. But when you're just starting out, nobody cares what you're interested in. So it's a balance of like posting stuff that's valuable and that people will get value from. Yeah. That's interesting to them versus posting stuff that you're interested in. Yeah. And finding a good mix of that is also challenging too. But I mean, I still like will post stuff that, you know, gets no views and people don't care. But I'm like, whatever I like making videos and I like making I like making this. Yeah. But I do think it makes you more, you know, like the more things you post about and actually truly show your interest. It does not that part does make you feel more authentic. So I don't think I gave you a very clear answer. No, you did. Like we're trying to figure it out still too. I'm sure justice got the thoughts. But yeah. I mean, when you want to post something that people enjoy, you kind of find yourself into a black hole. Of you're never going to please, what everybody else is going to want. And so you have to keep it about what you've been doing. I listen to somebody and I forget his name is a bodybuilder guy, but he's like, you got to almost post like 80% just what things to be up to. And then whatever you're trying to push, what are you trying to like make your your content about almost going to make it 20% because people want to see what you're up to. They mean I just like care about commercial real estate, but if you're talking about it. And for me, just personally, like I have to like be super humble about exactly what my learning lessons are. And sometimes you got to share the losses. And I feel like when you're vulnerable out there that people respond to that a lot better, you may not see it. But Graham and I get messages all the time when people saying, Hey, man, like I really appreciated what you guys shared. I found this to be helpful. And there's a lot of like off the social media conversations. And it's you you post you don't get likes you like, why am I doing this dude? Like I'm trying to add value to people. Nobody cares. And then you go to your hometown or something like that, right? Like for you, like going back to Philly and like, Oh, dude, I saw that you guys are doing all this terracotta stuff. Yeah. Yeah. Yeah. Yeah. And literally four years. And this guy knows everything that's been going on the last three or six months in your real life. You're like, yeah, okay, this is why I'm posting. Yeah. I think to summarize what Jesse saying. We've heard this from several very successful guys. And one of them was, it's also in Rutherford. He's in one of the masterminds. We're trying to get him on the podcast. We're supposed to, but we're scheduling it. Okay. He said, let me know if he comes on. I want to check that out. For sure. He said document, don't create. And I feel like that's really good. And I feel like you guys, I don't know if you've seen like, what's the guy's name? Who's so famous on YouTube? Daniel Daniel Dallin, I think his name is. Have you ever seen that guy? I don't think I have. He's like blew up on YouTube. Okay. He started like maybe a year ago. And he's got like, well, last time I looked over 150,000 subs. But his whole premise is he basically like was building in public. So like he goes and he posts videos of like he's he moved to China and it's like building some kind of shipping e-commerce thing in China, right? But he just started documenting it. And his videos are like 45 minutes to an hour long. And it's just like different camera, camera angles of him like working. And then he'll just like talk to the camera every once in a while. Like, yeah, guys like this week. I was doing this, this and this. It's just very raw and very authentic. And I feel like he blew up and was so successful because so many people nowadays, I mean, I'm sure you guys can agree. But I'm so tired of going on Instagram and seeing the here's five reasons why you should do this or like if you don't do these three things, you're gonna like die. Like all this ridiculous stuff like everybody tries to catch your attention with negativity. Like that's a fact. And so there's like all these 20 second 30 second reals that are like that had an era. I feel like that worked. But now people like like you're tired of that stuff. You know, I've definitely posted some of that type of stuff. And I post I'm like, this is stupid. Like why don't I post that? And so like just being more raw and authentic, especially even with AI, I have seen people say like, yeah, the more raw and authentic you get, the more successful you will be because people see you're just being genuine. And I'm very thankful because a lot of people have said to us like in person like, we like you guys podcasts because you are authentic. You're not trying to blow smoke. You're not trying to be super cocky or anything. We don't we just are trying to document what we're doing. Yeah. And hopefully add value to other people while we're doing it. I feel like if you just go based on that, like, I mean, I would be sick. I totally watch your stuff. Like if you were like, you know, making videos about day in the life of what you guys are up to at terracotta. Yeah. Like we went and visited Bob Nackle and talked about, you know, if you had somebody doing that stuff, that'd be sick. What's up, it's Graham here. I want to tell you guys about somebody who absolutely proves that this stuff works. We've had him on our podcast before. You guys might remember him. Sean Catona picture this. Sean started out flipping houses. And he was doing pretty good. But he felt like he was missing out on something bigger. Then he met Jay Scott Shield and realized that commercial real estate is just like residential real estate, except for you add several more zeros and comments. Sean jumped into Scott's training, rolled up his sleeves and got to work fast forward to today. Sean has built an impressive portfolio. He spearheaded over 80 deals and he's living life on his turn. And now he's one of commercial academies, talk coaches and hosts. Talk about a full circle moment. And here's the exciting part. Sean created his own custom master class to talk about how you went from flipping houses to a commercial real estate master. If you've ever thought, man, I just need somebody to show me how to do it and someone who's actually done it before, Sean's your guy. Sean's journey proves it only takes one deal one time to change your life forever. And now he's handing you his roadmap. Text Sean master class to 888-653-1199. Again, that's 888-653-1199. It's not just training. It's learning from someone who transformed their entire investing career. Are you going to be next? Yeah. No, I love that. I love that that that that word of like documenting, you know, document what you're doing as opposed and just the way of thinking about it like that. And you guys do that too. I mean, that's kind of what prompted me to is I noticed that you had this post of like your team. I think it was like an offsite and like you guys are all like wearing like surf gears is an awesome photo. And it's like, you know, that's like an authentic post, but you talk about like team building and like the importance of like connecting with one another. I didn't have resonates with anyone like, you know, in a work setting. I think that must have all the time. Like, man, me giving Vincent or like me and our team just need to like go hang out and like go play pool or something. And so like just, you know, taking out a photo, it takes 30 seconds to like boom, take the photo. You're sitting on the on the runway before your heading back home like you draft of a post and let it fly. Like I almost think to like sometimes they can be like, Oh, I'm, you know, scared to post or like, I don't know what you know, I don't want to get zero likes, but like you're saying to Jesse, it's like, no, like that's like that's how it kind of works like social media like there's a lot of people looking at stuff and not doing anything. But like them seeing it is meaningful and it's a way of like connecting with people and sharing sharing what you're doing. And it's funny that you mentioned that Graham because like what I've thought of doing is well a few things like I think for me personally have a background in consulting. But I think it's like authentic. I think it's value. It's more of on the value outside for me to say like, let me just get like really deep into data and analysis of like the economic major. So like like the e-commerce behind like the real estate market and this one particular asset type in this one particular market like I think that just be a cool series. Maybe I do like, I don't know, I can do forever, you know, every county is in the country. Yeah, I think it's one thing or, you know, like I was thinking about doing like Twitch streams to like just set up a camera and like talking to my camera showing my show in my screen and just being like, hey, this is what I'm working on right now. Exactly, you said Daniel Dalyne. I think that's the same Daniel Dalyne. If you type it on YouTube, if you've done Daniel and start with David, it'll probably pop right up. But he's got cool stuff. He makes like aesthetically cool stuff. So does a guy named Jesse knows the guy, his name is Blake Rocha. He's got like a Airbnb stuff, but the way he like makes videos is really cool. It's like very wrong. He's got like, it's cool. But I was going to say I think like the biggest moral story is like, I think I'm going to do a twitch stream. I might do this. I might do that. Just do it. Just start. Start growing it now. And like you'll slowly find out what works, what you like better, what's easy to fit in your schedule. And it takes frickin time. You like, I'm sure there's lots of people who go on social media and they post stuff and they blow up. That's not happened to me. That's for dang sure. It's a long slow grind. I still don't have a huge falling by any means. I have like 1600 on Instagram or something YouTube finally got over over 1000. I'm like, congratulations. Thank you. And just you would be shocked though. You'd be shocked because I have like 1600 followers on Instagram, right? And I got reached out to by a comment. I won't say anything yet because it's not like official. I probably can't, but I will. I got reached out to by like a company that is going to sponsor me to make an ad for them. And they found me off Instagram. And I was like, I asked him, how do you guys find me? Like just Instagram? I was like, I have like 1600 followers. That's crazy. Like, yeah, we love your content. I was like, that's wild. And it's a big brand. It's like a pretty big brand. Yeah. So like, it's your low and steady. Exactly. Exactly. Like so, so just isn't completely unrelated. But like I think I mentioned this last time, but I'm like into audio engineering and music production as well. And so I got put out a lot of songs. And I remember like, you know, you always hear about like artists blowing up. And I, you know, I've seen stories of like people from Seattle that I grew up making music with like actually blah, blah, blah. And that's one of the coolest things to witness in the world. But I mean, like, I, you know, I put out a lot of music. I, you know, like, have a lot of people listening to stuff. But it was like studies. You do it weekly. You know, like I always think about Russ. I'm not a huge fan of Russ. It's actual music. Like, it's attitude towards things. But like he, I can't respect like he did this thing where he put out this way as far every week for like two years until he, until he found success in music. And I think that's like one of the coolest stories. I'm just like, I'm not going to, I'm not going to stop. And like, you see that like across a lot of different things that's been like a really cool learning. And it was, you know, working on terracotta on my mid 20s is like, he's just show up every day. I see from customers. Like there's a guy in terracotta. This is my favorite. I've been telling everyone about this lately. But there's a guy on terracotta. He did program. I won't give like too much information about him because I didn't ask him before sharing this. But like, he just set up a plan for one month. And he didn't miss. And like, you know, like he, he has an analytics that were you showing me in terracotta. He didn't miss calls for a single day. He did 100 calls every single day in the month of July. And he had like very clear goal by the end of the month in mid 2200 calls. He had like 56 like 56 or 52. I think like legitimate leads, you know, people that like were central clients online. People we could work with. And then he ended up listing like a six, a six property portfolio, you know, and Callie. And it's like, what do you think that value on that property was just curious? I'm not, you know, I'm like, I'm very rough. Like maybe $5 million. $6 million. It was just. Yeah, on the poor photos. There's six property portfolio multi family. Again, I don't think I'm thinking about the market. Yeah, like, yeah, probably like, you know, like $10 million. Like, at least, at least $10 million. $10 million bucks times that that level. You're probably only getting like 2%. But, um, and depending on his brokerage split. Let's say he gives them. People to brokers. Let's take quite a bit. So let's just say he gave 70% of it. So that probably if he sells that he'll probably make, you know, this is a proximate number space on a 2% commission and a 70% net. He's going to make 140 grand. Yeah, 100 days and calls. I'm sorry, 100 calls a day for for for 22 days, 22 days on the phone. Yeah, that's the beauty. That's the beauty of brokerage, man. It's like, it's powerful. If you just do it. Yeah, it's powerful. Yeah. Yeah. There was one other thing I was going to say. Let me see if I can remember what I was going to say. Oh, yeah. Y'all, the funny thing we're talking about all this stuff is you guys actually reached out to me. And I asked how you found me and she's a Hillary said YouTube. And I legitimately think I had 150 fall subscribers. Like, seriously, 150. But we had put out like probably 30 episodes or something. Yeah, it would have a lot of episodes. So I mean, that's just wild. Yeah. And like that, that what you just said, the fact because I think I remember working with Hillary like because we were like checking out a bunch of like just what others were doing in the space. And like we kind of just went down a rabbit hole. And like it was there because you guys had been diligent about like sticking with it. So like the content was there. It was high quality. And so like it's. Yeah, exactly. Like that. I think that's such a great example. And like I remember when we checked it out, we were like, this is just legit. Like this is just like a legit thing is the way that at least we interpreted it. And you guys are obviously great. After getting to know you, but like it's cool too because you almost feel like you kind of know these guys. Like before the first introduction just based off of the content, which is another huge sort of byproduct of it that is really powerful and effective. Yeah. Well, we appreciate that man. Seriously. Yeah. Yeah. Yeah. No, it's it's so cool. What you guys are doing. Like I think I think I think this this particular like this first episode we did. And now this one. This is like one of my favorite things I've gotten you, you know, like as a co founder of terracotta like this is just talking about the business hanging out with you guys. It's just like so much fun. Yeah, man, same likewise. It's awesome. I mean, I think you know, that's what school and entrepreneurship a lot of times, you know, people say real recognize real right. I think you guys are crushing it and doing well. And we're trying as well. So I think it's cool. There's a lot of mutual respect. So yeah, appreciate it, man. And yeah, I think you said you were getting close to probably had hard sob in a couple minutes. So what, what would be if people want to find out about terracotta, they want to reach out to you. They want to talk to you guys. What's the best place for them to go. It's just go straight to the homepage. It's terracotta, t-e-r-r-a-k-o-t-t-a.ai. So terracotta with the K in the middle. And then if you want to grab that extension is just terracotta.ai/extension is all you got to do to go there. So forward slash extension. And then you can get that free tool that I was telling you about earlier. Yeah, that's sick. Yeah, it's funny. After we interview guys and we started using software and stuff for like two weeks. I was like, t-e-r-r. Is there two? Is there one? It's like struggling because I'm not going to expand. It's like, oh my god. I took me forever. I found it. I'm bookmarked in this and I bookmarked it so I could have it every time. Yeah, that's hilarious. Yeah, no, it's funny because like the name and the logo like, I don't know if you can, I'm wearing my terracotta sweatshirt today. But it's like a phone number pad and it's got like a t and it's got like this shape of like it looks almost like an aerial like a view or like a satellite view of parsley or something like that. But also it's like, yeah, like the phone number pad too. And it's like the clones like terracotta soldiers or clone burdens like it's so funny like Vincent just came up with all this like a macular branding and like 30 minutes and was like, Hey, we're going to call it terracotta like naming with a kid like this is a logo. We're like cool and then kept pushing and that just has fit the company is so perfectly like just really without us having to do anything. But yeah, that's where to find us. Just go to the website Google us. That's the best way. Awesome. Well, yeah, I think this has been great. This will probably be another one of our top episodes. I think so much value. I mean in the conversation and also just in the app, I know for fact, I'm going to be using that, you know, one, one look up feature on the map that's sick. Yeah, yeah, yeah, we appreciate you come on here, man. And if you guys are listening and you want to check it out, definitely go to their website. And we'll put that we'll put the links to the one terracotta and also the extension and the show notes. So we appreciate it. Awesome. Well, thank you guys for listening and we'll see you in the next one. Yeah, thank you.