Meeting Title: Daily Sales Sync Date: 2025-01-03 Meeting participants: Robert Tseng, Uttam Kumaran, Connor Fenn
WEBVTT
1 00:00:16.870 ⇒ 00:00:17.740 Connor Fenn: Hey!
2 00:00:22.670 ⇒ 00:00:23.570 Connor Fenn: Good morning!
3 00:00:26.350 ⇒ 00:00:27.360 Robert Tseng: Morning guys.
4 00:00:30.520 ⇒ 00:00:31.579 Connor Fenn: How are ya.
5 00:00:32.310 ⇒ 00:00:33.379 Robert Tseng: Good! How are you?
6 00:00:34.780 ⇒ 00:00:41.999 Connor Fenn: I’m doing alright can’t complain. I will say today is a gross day here in Austin, but
7 00:00:43.080 ⇒ 00:00:50.150 Connor Fenn: I’m like looking out my balcony right now, and it’s just like pure fog. You can’t even see like anything in front of me.
8 00:00:50.420 ⇒ 00:00:50.769 Robert Tseng: Oh, yeah.
9 00:00:50.770 ⇒ 00:00:52.839 Uttam Kumaran: I saw. There’s like a big fog warning.
10 00:00:54.740 ⇒ 00:00:57.601 Robert Tseng: I don’t even know what a fog warning is.
11 00:00:57.920 ⇒ 00:01:03.939 Uttam Kumaran: You don’t remember from like the Bay Area dude, it’s like, you know, it gets like it’ll get. I don’t know kind of the east. It gets foggy sometimes.
12 00:01:03.940 ⇒ 00:01:10.150 Robert Tseng: Oh, yeah, I guess when you’re driving up the Sf, yeah, there’s like, you can’t see anything in front of you, but not in the South Bay.
13 00:01:10.380 ⇒ 00:01:10.770 Uttam Kumaran: Yeah.
14 00:01:11.110 ⇒ 00:01:16.219 Connor Fenn: Even know we get fog warnings. That’s the thing you guys, for that, or what.
15 00:01:16.560 ⇒ 00:01:23.690 Uttam Kumaran: In in sf, yeah, dude, I mean, there’ll be days like in the bear. There’ll be days where you can’t see like outside your house.
16 00:01:24.240 ⇒ 00:01:27.220 Uttam Kumaran: That stuff is even worse outside of it. It’s like.
17 00:01:28.060 ⇒ 00:01:32.110 Uttam Kumaran: it’s so. It’s like you’re like driving blind to some days.
18 00:01:32.110 ⇒ 00:01:32.850 Robert Tseng: Yeah.
19 00:01:32.850 ⇒ 00:01:36.099 Uttam Kumaran: It clears up sort of like later in the day, but.
20 00:01:38.580 ⇒ 00:01:39.580 Connor Fenn: Cool. Cool.
21 00:01:41.680 ⇒ 00:01:42.430 Connor Fenn: Yeah.
22 00:01:43.880 ⇒ 00:01:44.340 Uttam Kumaran: Yeah, let’s check.
23 00:01:44.340 ⇒ 00:01:45.140 Robert Tseng: Open to it.
24 00:01:45.140 ⇒ 00:01:45.460 Uttam Kumaran: Yeah.
25 00:01:45.677 ⇒ 00:01:48.500 Robert Tseng: We have a call like 15. So I want to get through this.
26 00:01:48.500 ⇒ 00:01:48.959 Uttam Kumaran: Alright, cool.
27 00:01:49.900 ⇒ 00:01:51.740 Robert Tseng: Yeah, I can. I can share my screen.
28 00:01:51.740 ⇒ 00:01:52.160 Uttam Kumaran: Great.
29 00:01:52.160 ⇒ 00:01:54.369 Robert Tseng: And then we’ll, I’ll I can try it today.
30 00:01:54.910 ⇒ 00:02:06.720 Robert Tseng: Alright. So, yeah, I guess these are just our in flight leads. Let’s just update them live so thatch I reached out to Pm. Friend yesterday, so we’ll see at at thatch.
31 00:02:08.120 ⇒ 00:02:11.829 Robert Tseng: We’ll talk about urban stems last. Since we we have to prep for that today.
32 00:02:13.080 ⇒ 00:02:18.780 Robert Tseng: Televero, I guess. Yeah, we’re still kind of waiting for response. Here.
33 00:02:19.980 ⇒ 00:02:23.700 Uttam Kumaran: Yes, I may. I’m gonna yeah. Let’s just leave this.
34 00:02:24.020 ⇒ 00:02:30.660 Robert Tseng: Okay. Great great. Yeah. Cbre, this is. Let’s go. Connor.
35 00:02:30.660 ⇒ 00:02:31.510 Uttam Kumaran: Yeah, this is huge.
36 00:02:31.590 ⇒ 00:02:45.820 Robert Tseng: Yeah, this will be Monday, right? So, yeah, I guess I’m sorry I didn’t. I didn’t I? I saw a couple of messages in slack. But do you want to just kind of give us a tldr of like what what we think we’ll have to prepare for for that call.
37 00:02:46.450 ⇒ 00:02:50.696 Connor Fenn: Yeah. So, Brian, I think it’s Brian Brian Conroy.
38 00:02:51.860 ⇒ 00:03:15.220 Connor Fenn: he essentially is looking for exactly like what you mentioned. He’s looking for a research tool. That’s gonna help them prospect. They work in like the office and distribution space as far as real estate is concerned. So they’re gonna want, you know, a set of criteria to really kinda
39 00:03:15.420 ⇒ 00:03:24.500 Connor Fenn: funnel for the specific kind of people or companies they’re looking for. But he said it shouldn’t be more than like 7 or 10 things
40 00:03:25.009 ⇒ 00:03:28.499 Connor Fenn: that they really like want to narrow things down from
41 00:03:29.274 ⇒ 00:03:35.220 Connor Fenn: and then we actually spoke a little bit. I mentioned this to U Tom
42 00:03:35.430 ⇒ 00:03:46.030 Connor Fenn: about potentially including something where the AI agent, you know, provides
43 00:03:46.270 ⇒ 00:03:58.389 Connor Fenn: the, I guess service of finding the leads and things like that, but also potentially a way of doing like outreach in a more like automated manner.
44 00:03:59.016 ⇒ 00:04:05.450 Connor Fenn: So I don’t know how you guys would really approach that. But that was something that we also kind of discussed.
45 00:04:05.700 ⇒ 00:04:13.829 Connor Fenn: And then, as far as for the call, I, it’s basically just what I had talked to him about is we would hop on
46 00:04:13.940 ⇒ 00:04:15.030 Connor Fenn: kinda
47 00:04:16.279 ⇒ 00:04:20.710 Connor Fenn: Talk about our pro. Our process, as far as like, you know.
48 00:04:21.240 ⇒ 00:04:33.950 Connor Fenn: the project itself. Go through pricing and then just walk through a little demo of kind of like what we’ve done in the past as far as like an agent for somebody else.
49 00:04:34.950 ⇒ 00:04:40.870 Robert Tseng: Okay, couple of questions. So he’s aware that this is a tool and not a person right?
50 00:04:40.870 ⇒ 00:04:41.750 Connor Fenn: Yes. Yeah. Yeah.
51 00:04:41.750 ⇒ 00:04:52.170 Robert Tseng: Okay, cool. Cause I that’s what he reached out. He was looking for. A person, I think sounded to me like he didn’t really understand that AI could really help with this. And so I was thinking that maybe we’d even need to just
52 00:04:52.310 ⇒ 00:04:57.189 Robert Tseng: like, yeah, kind of even start from there on like.
53 00:04:57.190 ⇒ 00:05:09.190 Connor Fenn: Yeah. So I mean, it probably wouldn’t be the worst idea like, on the call on Monday. One of you kind of did a more in depth explanation. I you know, I I just did my best for what I knew.
54 00:05:09.190 ⇒ 00:05:09.610 Connor Fenn: Yeah.
55 00:05:10.710 ⇒ 00:05:16.439 Connor Fenn: But yeah, something more detailed. Probably be good. But he he does understand. It’s it’s just a tool.
56 00:05:17.090 ⇒ 00:05:29.899 Robert Tseng: Alright. And then, second is, I would probably say, let’s not like we’ll save pricing to the end. But let’s do save time at the end. I don’t know how long the call is, but let’s save some time at the end to do the pricing, I would say.
57 00:05:30.020 ⇒ 00:05:58.209 Robert Tseng: yes, we should talk about like the structure for that call so definitely. Just like kind of reintroduce us deep. Dive more into like the AI tool. We. We use this internally for our lead prospecting. Try to build some trust that like, Hey, this is like, we’re we’re we eat our own. We’re dog food, and we eat our own like kind of product here. And then, yeah, kind of give him some, and maybe just try to let him know that, you know, like we’ve we’ve I don’t know if we’ve actually.
58 00:05:58.610 ⇒ 00:06:04.669 Robert Tseng: we kind of have to show them that we’ve we’ve worked with real estate, I know, like 2 times we’ve talked to quite a few real estate folks, so maybe.
59 00:06:04.670 ⇒ 00:06:09.640 Uttam Kumaran: No, and I mean Connor’s whole background is in real estate as well. So I think we basically.
60 00:06:09.640 ⇒ 00:06:20.039 Connor Fenn: That was the nice thing is like when I called him. I I kind of already I like. I know how they go about their prospecting like just process. It’s pretty standard. Normally so like
61 00:06:20.450 ⇒ 00:06:33.100 Connor Fenn: it’s not. It’s nothing crazy. I think it would be just like being able to plug in that our tool into, like a few external resources to gather data, I don’t think it would be.
62 00:06:33.210 ⇒ 00:06:36.180 Connor Fenn: They mostly use like Costar, and like loop.
63 00:06:36.180 ⇒ 00:06:36.800 Uttam Kumaran: Yeah.
64 00:06:38.000 ⇒ 00:06:49.160 Robert Tseng: Great. Okay? Then I think we we’ve kind of checked both of those boxes. Demo wise like. I don’t know if what we want to show if we wanted to show something that we are. We’ve we’ve kind of shown before to. I don’t know like.
65 00:06:49.160 ⇒ 00:06:58.469 Uttam Kumaran: Yeah, how about? Yeah. I’m how about I take that piece? I’ll just take what the I’ll I’ll either pro I’ll produce a demo. And then, maybe, Connor, we can see whether
66 00:06:58.600 ⇒ 00:07:11.629 Uttam Kumaran: you want to run through it. Or I can just run through it. Basically, I just want to show that I’ll take. I’ll take honestly. Basically, I’ll take him or someone on his team as like an example. And we’ll walk through like basically what it looks like.
67 00:07:12.090 ⇒ 00:07:17.219 Uttam Kumaran: Maybe in our slack, or I’ll have another interface that will basically show the output that we can get.
68 00:07:17.600 ⇒ 00:07:17.970 Connor Fenn: Okay.
69 00:07:17.970 ⇒ 00:07:19.770 Uttam Kumaran: Show a little bit about how it works.
70 00:07:19.870 ⇒ 00:07:20.600 Connor Fenn: Yeah, cause like.
71 00:07:20.600 ⇒ 00:07:27.720 Connor Fenn: I did see another email come through. I think it’s gonna be him his partner. And then there was other one other person.
72 00:07:27.720 ⇒ 00:07:28.649 Uttam Kumaran: Yeah, which is great.
73 00:07:28.820 ⇒ 00:07:31.040 Connor Fenn: Be like their assistant or something.
74 00:07:31.576 ⇒ 00:07:54.740 Connor Fenn: But to give you guys kind of like a little background, like most, I’m I’m assuming how the structure is is, they’re probably like they have their own division within cbre that they specialize in just those 2 different like property types. But they’re probably their own kind of org, and not fully a part of cbre that makes sense.
75 00:07:55.990 ⇒ 00:07:58.422 Robert Tseng: Yeah, that totally makes sense, I think.
76 00:07:59.380 ⇒ 00:08:06.768 Robert Tseng: yeah, I yeah, I think that that’s cool. So hopefully, he’s more more. I mean, he seems like he’s a decision maker. So
77 00:08:07.090 ⇒ 00:08:09.900 Connor Fenn: He’s definitely the decision maker with his partner, for sure.
78 00:08:09.900 ⇒ 00:08:16.520 Uttam Kumaran: And then, do you know, Connor, do you know how these guys buy software or buy services like.
79 00:08:16.820 ⇒ 00:08:22.070 Uttam Kumaran: do they typically do things on like a monthly fee like are they used to buying like.
80 00:08:22.070 ⇒ 00:08:29.949 Connor Fenn: It just depends on like what they want, like when anytime I’ve worked for
81 00:08:30.420 ⇒ 00:08:34.389 Connor Fenn: I. So I’ve actually worked for a few brokers. Now I think about it. It’s like
82 00:08:34.539 ⇒ 00:08:54.229 Connor Fenn: they get a standard kind of like set of tools, and like software and stuff that like the company provides. And then, like the broker itself himself or her, has like the option to buy like additional things for their team. But that’s just like at their own discretion, so they could.
83 00:08:54.380 ⇒ 00:08:57.160 Connor Fenn: they could do what? Whatever honestly.
84 00:09:00.380 ⇒ 00:09:03.099 Connor Fenn: I think is that kind of what you’re asking.
85 00:09:03.100 ⇒ 00:09:21.230 Uttam Kumaran: Yeah, I’m also just asking. So to give you a sense of like this, the AI stuff is where I don’t know. I’m kind of now, like a little bit thinking about not pricing it so weirdly. But we, we thought about doing like outcome based pricing basically meaning like for every lead that they research. We get a we get a like a dollar or $2.
86 00:09:22.019 ⇒ 00:09:30.589 Uttam Kumaran: However I may, we may. I may put 2 things in front of them. One is like you can do unlimited leads for X amount, or
87 00:09:30.930 ⇒ 00:09:33.069 Uttam Kumaran: you pay this per lead.
88 00:09:33.380 ⇒ 00:09:37.760 Robert Tseng: Yeah, we don’t know what their lead volume is right now. So makes sense.
89 00:09:37.760 ⇒ 00:09:59.510 Connor Fenn: Their their weed volume from what I talked to him about is they’re they’re at the point where they’re looking for very defined weeds where it’s probably like only 1015, they’re trying to narrow it down into like very specific companies, with a certain amount of buildings and things like that. And people.
90 00:10:00.090 ⇒ 00:10:01.500 Uttam Kumaran: 10 to 15 per month.
91 00:10:01.900 ⇒ 00:10:04.939 Connor Fenn: I I think so. I think I don’t know if.
92 00:10:04.940 ⇒ 00:10:06.749 Uttam Kumaran: Very low. So just very low and overall.
93 00:10:08.350 ⇒ 00:10:11.889 Uttam Kumaran: Okay? Then, yeah, then, all right, I’ll let me think about that.
94 00:10:12.020 ⇒ 00:10:17.490 Uttam Kumaran: I yeah, this is an area where I’m like thinking about how to price this sort of stuff
95 00:10:17.600 ⇒ 00:10:23.240 Uttam Kumaran: cause for us, the marginal cost is very low. It doesn’t matter whether it’s Joe Schmo or like.
96 00:10:23.240 ⇒ 00:10:30.484 Connor Fenn: I see like, just like a monthly rate based off of every
97 00:10:31.330 ⇒ 00:10:34.189 Connor Fenn: like end user device. They have it on.
98 00:10:37.200 ⇒ 00:10:38.750 Uttam Kumaran: Yeah, like.
99 00:10:39.230 ⇒ 00:10:44.400 Connor Fenn: Whoever’s using the tool, you know. It’s a set fee per month
100 00:10:44.760 ⇒ 00:10:51.569 Connor Fenn: for them to use it. And then, like, if multiple people want it on their laptops, you know. Then.
101 00:10:53.720 ⇒ 00:10:59.549 Uttam Kumaran: In that sense, though if they’re only doing 10 to 15, I would just say, Pay us 5 KA month. You do whatever you want with it.
102 00:11:01.040 ⇒ 00:11:01.990 Uttam Kumaran: or type came on.
103 00:11:01.990 ⇒ 00:11:08.249 Connor Fenn: We should, we should double check that, though, because I don’t wanna assume that was per month, or exactly what they’re planning.
104 00:11:08.250 ⇒ 00:11:08.620 Uttam Kumaran: Okay.
105 00:11:09.240 ⇒ 00:11:18.180 Robert Tseng: Yeah, let’s let’s let’s take this offline bring it to the channel. We’ll keep discussing it. But yeah, we should definitely come in mind like a couple structures for a couple of fee structures for them.
106 00:11:18.180 ⇒ 00:11:18.630 Uttam Kumaran: Yeah.
107 00:11:18.855 ⇒ 00:11:20.659 Robert Tseng: So we were prepared to talk about pricing.
108 00:11:20.870 ⇒ 00:11:25.560 Connor Fenn: Yeah, like, actually sit with you when we get together later and kind of like, build out of.
109 00:11:25.560 ⇒ 00:11:25.910 Uttam Kumaran: Sure.
110 00:11:26.220 ⇒ 00:11:26.879 Connor Fenn: Way out.
111 00:11:26.880 ⇒ 00:11:28.629 Uttam Kumaran: I’ll show you like what the
112 00:11:28.840 ⇒ 00:11:31.709 Uttam Kumaran: I’ll show you. Yeah, okay, we’ll walk through it. Okay, great.
113 00:11:31.920 ⇒ 00:11:32.700 Robert Tseng: Okay.
114 00:11:32.700 ⇒ 00:11:34.679 Robert Tseng: So ABC, let’s just kind of finish. Right?
115 00:11:34.680 ⇒ 00:11:37.791 Uttam Kumaran: Yeah, we have this. We have a meeting later today with them.
116 00:11:38.610 ⇒ 00:11:43.780 Uttam Kumaran: but this will get us closer to that Laravel. I have not sent this proposal out.
117 00:11:44.150 ⇒ 00:11:49.160 Uttam Kumaran: so I did do that. Roar sent a message out.
118 00:11:49.520 ⇒ 00:11:51.320 Robert Tseng: Yeah, I saw that message.
119 00:11:52.020 ⇒ 00:11:54.378 Uttam Kumaran: Sent the email out yesterday.
120 00:11:55.020 ⇒ 00:11:57.180 Uttam Kumaran: back, Blitz. They sent the proposal.
121 00:11:58.380 ⇒ 00:11:59.030 Uttam Kumaran: Wait.
122 00:11:59.790 ⇒ 00:12:01.430 Uttam Kumaran: I’ve not heard back from them, though.
123 00:12:01.860 ⇒ 00:12:06.294 Robert Tseng: Okay rps we lost. They went with a different. They went with a different
124 00:12:06.810 ⇒ 00:12:12.232 Robert Tseng: candidate. So I don’t know what I put here, like just
125 00:12:12.650 ⇒ 00:12:15.139 Uttam Kumaran: Well, you can. What? What was? Did they give you any reason.
126 00:12:15.920 ⇒ 00:12:18.854 Robert Tseng: Yeah, they they just went with a different partner.
127 00:12:19.350 ⇒ 00:12:22.500 Robert Tseng: yeah, I think it was. It came down probably just the pricing.
128 00:12:23.350 ⇒ 00:12:24.250 Uttam Kumaran: Okay. Then let’s just.
129 00:12:24.488 ⇒ 00:12:32.120 Robert Tseng: They just what they ended up getting something that was more narrowly scoped. We gave them something bigger than what they were looking for is fine, whatever. That’s just where they’re at.
130 00:12:32.120 ⇒ 00:12:34.629 Uttam Kumaran: Okay, I’m just gonna do lost budget.
131 00:12:35.140 ⇒ 00:12:42.110 Robert Tseng: Okay, cool didn’t actually follow up. So I’ll I’m gonna I’m gonna text Sander today. So.
132 00:12:42.110 ⇒ 00:12:46.900 Uttam Kumaran: Okay, that’sholic I haven’t heard back from. I’m gonna send something on Monday.
133 00:12:47.400 ⇒ 00:12:50.209 Uttam Kumaran: and then we’ll basically see where this ends up.
134 00:12:51.170 ⇒ 00:12:51.810 Connor Fenn: I actually
135 00:12:51.810 ⇒ 00:13:02.040 Connor Fenn: so so, Robert. I mentioned this to Utam last night, but I didn’t have a 10 opportunity to tell you yet. I added, one more
136 00:13:02.920 ⇒ 00:13:07.849 Connor Fenn: like meeting. It’s it’s already pre-qualified. I just I’m waiting on his
137 00:13:09.800 ⇒ 00:13:13.999 Connor Fenn: response, for when they’re available next week for birch tip ventures.
138 00:13:14.660 ⇒ 00:13:16.140 Robert Tseng: Oh, great. Okay.
139 00:13:16.420 ⇒ 00:13:17.980 Connor Fenn: So they
140 00:13:18.140 ⇒ 00:13:26.880 Connor Fenn: are interested in in kind of like implementing AI into their business just to help with overall operational efficiency. But
141 00:13:27.520 ⇒ 00:13:31.220 Connor Fenn: the thing about this one is, I think we have
142 00:13:31.430 ⇒ 00:13:35.299 Connor Fenn: like a lot of opportunity with it. So they
143 00:13:35.470 ⇒ 00:13:47.259 Connor Fenn: are a PE firm. So like they’re they just recently invested and became a majority stake owner in Ct home, which is like this big
144 00:13:48.301 ⇒ 00:13:52.999 Connor Fenn: like aerospace materials company. So I think.
145 00:13:53.180 ⇒ 00:14:03.500 Connor Fenn: And the the nice thing about this. It’s actually my aunt’s husband he started it with his brother and dad. So I think if we could kind of strategize at some point
146 00:14:03.710 ⇒ 00:14:17.989 Connor Fenn: on some ideas for them, we might be able to start pulling in work for every like new company that they buy, and, like, you know, be able to start doing work for each individual company in that space which I think would be cool.
147 00:14:18.480 ⇒ 00:14:26.310 Robert Tseng: Yeah, that’s great. I mean, we’ve been thinking about partnering with P firms for some time. So I think this is a good lead to kind of actually push, push forward on that.
148 00:14:26.640 ⇒ 00:14:27.170 Uttam Kumaran: Yes.
149 00:14:27.410 ⇒ 00:14:28.010 Connor Fenn: Cool.
150 00:14:28.622 ⇒ 00:14:29.679 Robert Tseng: Last thing here.
151 00:14:29.680 ⇒ 00:14:38.289 Connor Fenn: AI, too, so like, if we can like make it make sense to him, as far as like visually, he understands it. I think they’d be all about it.
152 00:14:38.680 ⇒ 00:14:40.310 Robert Tseng: Okay, that sounds good.
153 00:14:41.262 ⇒ 00:15:07.169 Robert Tseng: Yeah, urban stems. I know we have our call later. This, I, yeah, I I think basically, things I want to do is still still kind of outstanding here. So we talked, we had a couple of diagrams that we chatted through. I’m basically a revisit. Our slack thread, trying to remember, like what what we talked about. Look way, kind of like I need to just kind of re recall like where, where the starting point of this conversation is, and then figure out where we wanna wanna try drive it to. So.
154 00:15:07.170 ⇒ 00:15:07.730 Uttam Kumaran: Okay, I.
155 00:15:08.130 ⇒ 00:15:12.930 Uttam Kumaran: It’s a time like before then. So just as you have notes, just put it in there, and then we can discuss
156 00:15:13.150 ⇒ 00:15:13.880 Uttam Kumaran: and.
157 00:15:13.990 ⇒ 00:15:14.899 Robert Tseng: Okay, yeah.
158 00:15:14.900 ⇒ 00:15:20.959 Robert Tseng: I’ll probably be leaning on you more for this one, just because the head of engineering is going to be there. So he’s probably gonna be much more.
159 00:15:20.960 ⇒ 00:15:24.810 Uttam Kumaran: Back on our email with them. Yeah, cool. I’ll be ready.
160 00:15:24.810 ⇒ 00:15:28.010 Robert Tseng: Cool. Alright! Alright! See you guys at the other meeting.
161 00:15:28.570 ⇒ 00:15:30.150 Uttam Kumaran: Alright. Thanks. Guys.
162 00:15:30.330 ⇒ 00:15:30.860 Robert Tseng: Yeah.