Meeting Title: Uttam <> Scott - HPI-Follow-Up Date: 2024-08-07 Meeting participants: Uttam Kumaran
WEBVTT
1 00:00:56.570 ⇒ 00:00:57.350 Uttam Kumaran: Hi Scott!
2 00:00:58.580 ⇒ 00:01:00.040 Scott_Harmon: Hey, Tim, how you doing.
3 00:01:00.360 ⇒ 00:01:01.530 Uttam Kumaran: Hey? Good! How are you?
4 00:01:02.480 ⇒ 00:01:03.570 Scott_Harmon: Good. Where are you at.
5 00:01:04.349 ⇒ 00:01:13.109 Uttam Kumaran: I’m at a figure 8 on tacome like on East Austin. Just been inside for the last like 2 days, so I
6 00:01:13.529 ⇒ 00:01:14.519 Uttam Kumaran: just needed
7 00:01:14.669 ⇒ 00:01:15.949 Uttam Kumaran: some fresh air.
8 00:01:17.220 ⇒ 00:01:20.249 Scott_Harmon: You just been inside, heads down, coding, or what have you been doing.
9 00:01:20.920 ⇒ 00:01:23.071 Uttam Kumaran: I’ve been doing sales
10 00:01:24.310 ⇒ 00:01:24.650 Uttam Kumaran: The name.
11 00:01:24.650 ⇒ 00:01:25.080 Scott_Harmon: Go.
12 00:01:25.080 ⇒ 00:01:30.029 Uttam Kumaran: Just been Justin in meetings. So it’s like, I can’t go have
13 00:01:30.200 ⇒ 00:01:32.690 Uttam Kumaran: conversations outside.
14 00:01:34.540 ⇒ 00:01:47.670 Uttam Kumaran: But it’s been a lot of like emailing leads. We’re running some outbound campaigns. I just like taught myself how to do marketing in the last month. Basically. So how to do digital marketing like modern digital marketing. So
15 00:01:48.100 ⇒ 00:01:51.080 Uttam Kumaran: just been managing a lot of that. And then
16 00:01:51.530 ⇒ 00:01:54.925 Uttam Kumaran: the engagements and stuff are going well.
17 00:01:55.580 ⇒ 00:01:59.030 Uttam Kumaran: but of course it’s about like deal flow. So.
18 00:02:01.260 ⇒ 00:02:04.740 Scott_Harmon: Well, good for you. I love it. When people entrepreneurs roll up their sleeves, and
19 00:02:05.060 ⇒ 00:02:09.850 Scott_Harmon: I’m inviting another another startup. Same thing. Never. He’s never done marketing. And he’s like.
20 00:02:10.729 ⇒ 00:02:14.650 Scott_Harmon: Yeah, how hard could it be, you know, and he just jumped in the water. And
21 00:02:15.280 ⇒ 00:02:17.270 Scott_Harmon: you know, we started doing paid
22 00:02:18.000 ⇒ 00:02:20.250 Scott_Harmon: some credit ads and stuff he’s got me.
23 00:02:20.450 ⇒ 00:02:22.259 Scott_Harmon: He’s getting users, so
24 00:02:22.400 ⇒ 00:02:23.220 Scott_Harmon: most.
25 00:02:23.220 ⇒ 00:02:24.140 Uttam Kumaran: Yeah. It’s a.
26 00:02:24.140 ⇒ 00:02:26.460 Scott_Harmon: You could do it yourself at a small scale.
27 00:02:27.600 ⇒ 00:02:36.580 Uttam Kumaran: No, it’s just a different. It’s just a different muscle. But it’s a complete like. I feel like I had a good hand on the engineering. The operations took a little bit. But
28 00:02:37.140 ⇒ 00:02:54.730 Uttam Kumaran: there’s good, you know, processes and escalations. The sales is just like a completely different thing. It’s like. And now, it’s a lot of copywriting. So I’m learning like copywriting, like for emails. And then it’s like, Okay, where are we getting people from? And I had all these ideas in my head and
29 00:02:54.790 ⇒ 00:03:13.938 Uttam Kumaran: get you. I’ve worked with a lot of sales and marketing data. So I get that there’s like funnels and all that stuff. But to be on like, okay, to be on the other side of like, okay, I actually writing these emails. But at the same time learning a lot about all the AI tools and marketing which I feel like in marketing. It’s really taken over.
30 00:03:14.260 ⇒ 00:03:20.309 Uttam Kumaran: everything from enriching leads to writing, personalized messaging.
31 00:03:21.880 ⇒ 00:03:30.389 Uttam Kumaran: There’s AI in all the tools now, basically a lot more compared to in other domains. Because I think that was a low hanging fruit sort of thing.
32 00:03:30.390 ⇒ 00:03:33.144 Scott_Harmon: Yeah, I think that’s I think that’s exactly right.
33 00:03:34.650 ⇒ 00:03:41.139 Scott_Harmon: I I read a some Vc somewhere. I fall on Twitter or something basically said, there are so many.
34 00:03:41.700 ⇒ 00:03:47.290 Scott_Harmon: so many marketing related AI things that they’ve stopped taking meetings because they’re just so many
35 00:03:47.960 ⇒ 00:03:49.380 Scott_Harmon: start up. And and you know.
36 00:03:49.380 ⇒ 00:03:51.419 Uttam Kumaran: There are in every tool.
37 00:03:51.760 ⇒ 00:03:52.409 Scott_Harmon: That’s fine!
38 00:03:52.410 ⇒ 00:04:00.379 Uttam Kumaran: Tool has the same, has the same formats, they have the same features, and everything like it’s identical features on both tools. So.
39 00:04:00.380 ⇒ 00:04:02.299 Scott_Harmon: Yeah, yeah, yeah, yeah, yeah, yeah.
40 00:04:02.410 ⇒ 00:04:03.610 Scott_Harmon: Cool.
41 00:04:03.700 ⇒ 00:04:09.379 Scott_Harmon: Well, so you said that you got a little bit of time. And I think to maybe think about, or, you know.
42 00:04:09.470 ⇒ 00:04:12.690 Scott_Harmon: just to kind of keep the embers going here until we get the
43 00:04:12.990 ⇒ 00:04:19.120 Scott_Harmon: the leases from hill partners, but thinking a little bit about the fairway. I love your concept on the fairway document.
44 00:04:20.240 ⇒ 00:04:23.760 Uttam Kumaran: Yeah, I guess I kind of wanted.
45 00:04:23.840 ⇒ 00:04:26.790 Uttam Kumaran: Yeah, I kind of wanted to just maybe plan with
46 00:04:26.970 ⇒ 00:04:30.479 Uttam Kumaran: with you, too, on, like what we wanted to try. And
47 00:04:30.770 ⇒ 00:04:36.869 Uttam Kumaran: you mentioned that we there was potentially a meeting with a lawyer that you had a contact with.
48 00:04:36.890 ⇒ 00:04:47.810 Uttam Kumaran: And I was even thinking about. Maybe we can even plan like questions we might have for him. And then again, yeah, just just kind of keeping it top of mind. For me, too.
49 00:04:47.810 ⇒ 00:04:52.020 Scott_Harmon: Should do is with a guy named Richard Paddock, and Richard is
50 00:04:52.422 ⇒ 00:05:00.659 Scott_Harmon: a partner of Sam’s. He’s just kind of like, you know one level down from Sam and organization, and Richard
51 00:05:02.900 ⇒ 00:05:04.293 Scott_Harmon: Richard is
52 00:05:06.250 ⇒ 00:05:09.190 Scott_Harmon: kind of the world expert on
53 00:05:10.611 ⇒ 00:05:14.220 Scott_Harmon: negotiating lease, signing leases like he
54 00:05:14.370 ⇒ 00:05:18.699 Scott_Harmon: he manages a whole bunch of buildings around Austin, and
55 00:05:19.920 ⇒ 00:05:23.350 Scott_Harmon: you know, downtown and the suburbs all over the place that
56 00:05:23.510 ⇒ 00:05:31.219 Scott_Harmon: that he’s responsible for negotiating all the leases. And so, and Richard’s just kind of the real detail guy.
57 00:05:32.235 ⇒ 00:05:32.810 Scott_Harmon: Yeah.
58 00:05:33.060 ⇒ 00:05:34.350 Scott_Harmon: And so
59 00:05:35.360 ⇒ 00:05:39.680 Scott_Harmon: the 1st thing, and and you get him talking, you know, like
60 00:05:40.160 ⇒ 00:05:42.650 Scott_Harmon: what I was hoping we could do is we could have
61 00:05:43.220 ⇒ 00:05:49.410 Scott_Harmon: we could have some actual leases from them in hand. But but we may not actually need them like.
62 00:05:50.960 ⇒ 00:05:55.629 Scott_Harmon: If you ask him questions he’ll just talk, you know. He’s very thoughtful, and
63 00:05:55.740 ⇒ 00:05:56.740 Scott_Harmon: and
64 00:05:57.240 ⇒ 00:06:00.459 Scott_Harmon: he’ll give you as much detail as you want.
65 00:06:02.610 ⇒ 00:06:06.559 Scott_Harmon: I I think I might have mentioned this before. The only thing you have to
66 00:06:06.900 ⇒ 00:06:13.649 Scott_Harmon: bear in mind when you interview Richard is that he tends to be real skeptical that you could actually change
67 00:06:14.480 ⇒ 00:06:22.669 Scott_Harmon: something the way something is done. You know, he yeah, he’s sort of change resistant, you know. He’s like he could think of 10 reasons why.
68 00:06:22.990 ⇒ 00:06:24.120 Scott_Harmon: you know.
69 00:06:24.210 ⇒ 00:06:30.260 Scott_Harmon: you couldn’t use software or AI to do A, B or C like he’s just A, he’s like a late adopter of everything.
70 00:06:30.590 ⇒ 00:06:31.909 Scott_Harmon: but he’s not.
71 00:06:32.170 ⇒ 00:06:36.039 Scott_Harmon: He’s not. But at the same time he’ll tell you everything about
72 00:06:36.470 ⇒ 00:06:41.870 Scott_Harmon: what it takes to negotiate these leases, and why it’s so painful, and he’s a little bit of a
73 00:06:42.200 ⇒ 00:06:45.879 Scott_Harmon: he’ll complain a lot about how painful it is, but then he won’t.
74 00:06:46.420 ⇒ 00:06:48.879 Scott_Harmon: He won’t sort of like entertain
75 00:06:48.980 ⇒ 00:06:53.719 Scott_Harmon: the thought that you could do anything differently, so it could be a little bit of a paradox, but
76 00:06:53.910 ⇒ 00:06:59.009 Scott_Harmon: super wonderful, Guy, good friend of mine, you know, and I think we could set up an hour.
77 00:06:59.680 ⇒ 00:07:02.690 Scott_Harmon: you know, and just just kind of go through.
78 00:07:03.390 ⇒ 00:07:05.860 Scott_Harmon: you know, just like, walk me through
79 00:07:07.100 ⇒ 00:07:09.340 Scott_Harmon: how this process works.
80 00:07:09.440 ⇒ 00:07:13.950 Scott_Harmon: and you know where? What type of legal fees.
81 00:07:14.420 ⇒ 00:07:18.740 Scott_Harmon: and what type of comments and changes to these? To these leases.
82 00:07:19.320 ⇒ 00:07:24.589 Scott_Harmon: you know, could we potentially get rid of or handle with AI.
83 00:07:25.695 ⇒ 00:07:26.340 Scott_Harmon: That’s
84 00:07:27.070 ⇒ 00:07:30.450 Scott_Harmon: so. That’s the one I was thinking of. I do have
85 00:07:30.992 ⇒ 00:07:36.430 Scott_Harmon: another good friend and a past investor who is a lawyer. He’s a named partner
86 00:07:36.740 ⇒ 00:07:39.600 Scott_Harmon: at at a big law firm downtown.
87 00:07:41.680 ⇒ 00:07:46.010 Scott_Harmon: it’s named Dbc. Dubois, Bryant and Campbell.
88 00:07:46.260 ⇒ 00:07:50.420 Scott_Harmon: and he’s the Bryant of the Dbc.
89 00:07:50.500 ⇒ 00:07:54.360 Scott_Harmon: And he, he! They specialize mostly in real estate law
90 00:07:56.170 ⇒ 00:08:02.279 Scott_Harmon: and so they just do everything related to, you know, mostly really, really big, complicated.
91 00:08:02.800 ⇒ 00:08:06.699 Scott_Harmon: you know lawyering of. They’ll do leases, but they also, you know.
92 00:08:07.070 ⇒ 00:08:10.730 Scott_Harmon: mortgages and people buying buildings and land leases, and
93 00:08:10.760 ⇒ 00:08:15.679 Scott_Harmon: they just do all kinds of crazy stuff, you know, people buying solar farms in West Texas, and
94 00:08:15.990 ⇒ 00:08:21.069 Scott_Harmon: and he’s super helpful, too, and he’s best. He’s like, you know, 30 year lawyer, and
95 00:08:21.680 ⇒ 00:08:25.709 Scott_Harmon: and is really intrigued about how AI could.
96 00:08:29.140 ⇒ 00:08:31.910 Scott_Harmon: you know he’s he’s actually a little bit more
97 00:08:35.190 ⇒ 00:08:40.680 Scott_Harmon: open minded than Richard is. He’s kind of like man. There’s just a bunch of stuff we do on these deals
98 00:08:41.320 ⇒ 00:08:42.309 Scott_Harmon: that
99 00:08:42.850 ⇒ 00:08:47.049 Scott_Harmon: he goes. Frankly, we end up billing clients a ton of money, for
100 00:08:47.220 ⇒ 00:08:48.210 Scott_Harmon: that’s just
101 00:08:48.360 ⇒ 00:08:50.430 Scott_Harmon: we really shouldn’t like. It’s like.
102 00:08:51.320 ⇒ 00:08:54.920 Uttam Kumaran: He’s like he slightly feels bad about it.
103 00:08:54.920 ⇒ 00:09:01.400 Scott_Harmon: So, and I think he’s like, Look, you know, I mean, he’s like, look, there’s just a bunch of stuff you have to do on these, on these deals that
104 00:09:02.000 ⇒ 00:09:05.809 Scott_Harmon: take some associate a whole bunch of time. But honestly.
105 00:09:07.150 ⇒ 00:09:09.539 Scott_Harmon: you know, AI could probably do it.
106 00:09:09.760 ⇒ 00:09:13.350 Scott_Harmon: You know it’s it’s pretty straightforward, and he so he also.
107 00:09:13.350 ⇒ 00:09:19.909 Uttam Kumaran: The pitch for the the pitch for those guys is that they can work on. I think the pitches that they can work on more
108 00:09:20.390 ⇒ 00:09:21.270 Uttam Kumaran: with the same amount of
109 00:09:22.819 ⇒ 00:09:23.419 Uttam Kumaran: right.
110 00:09:23.420 ⇒ 00:09:23.760 Scott_Harmon: I.
111 00:09:23.760 ⇒ 00:09:24.230 Uttam Kumaran: I think.
112 00:09:24.230 ⇒ 00:09:31.730 Scott_Harmon: So I think so. I mean, I think they could, you know, at the end of the day Dbc. Like a firm like Dbc bills. So I’m like they do deals like.
113 00:09:32.620 ⇒ 00:09:33.680 Scott_Harmon: you know.
114 00:09:34.290 ⇒ 00:09:41.520 Scott_Harmon: they’re doing really big deals with big firms, you know, that are they do a ton of oil and gas stuff. Right? So people buying
115 00:09:41.620 ⇒ 00:09:45.700 Scott_Harmon: oil leases and doing doing mineral rights leases. And
116 00:09:46.430 ⇒ 00:09:50.289 Scott_Harmon: you know, they their typical client. They’re probably billing
117 00:09:52.050 ⇒ 00:09:53.589 Scott_Harmon: couple 1 million a year.
118 00:09:54.340 ⇒ 00:09:56.590 Scott_Harmon: you know, and so
119 00:09:57.140 ⇒ 00:09:58.350 Scott_Harmon: so
120 00:09:59.720 ⇒ 00:10:07.849 Scott_Harmon: I don’t think they need every last nickel, I think, probably would like to pass on some savings to some clients would be my guess, like.
121 00:10:08.910 ⇒ 00:10:14.239 Scott_Harmon: you know, I I don’t think they like the nickel and dime. I don’t think they need the nickel and dime. I think they make so much money.
122 00:10:14.790 ⇒ 00:10:16.990 Scott_Harmon: you know, cause you know
123 00:10:17.030 ⇒ 00:10:21.040 Scott_Harmon: what some of their clients are doing is so complicated that they could just bill them.
124 00:10:22.130 ⇒ 00:10:23.090 Scott_Harmon: you know.
125 00:10:23.470 ⇒ 00:10:24.570 Scott_Harmon: whatever.
126 00:10:24.630 ⇒ 00:10:29.979 Scott_Harmon: So I think we should. We should set up meetings with both those people. I think Richard would be
127 00:10:30.080 ⇒ 00:10:34.030 Scott_Harmon: just to stay focused on what what we could do with Hill partners.
128 00:10:34.970 ⇒ 00:10:36.630 Scott_Harmon: You know that kind of
129 00:10:36.760 ⇒ 00:10:39.819 Scott_Harmon: again helping them streamline
130 00:10:40.230 ⇒ 00:10:45.049 Scott_Harmon: the lease negotiation, and then go all the way to kind of the back end, where they can
131 00:10:45.270 ⇒ 00:10:48.240 Scott_Harmon: put it in their accounting system and make sure that
132 00:10:50.380 ⇒ 00:10:54.100 Scott_Harmon: you know it all gets accounted for properly like I’d like to just work that
133 00:10:54.680 ⇒ 00:10:58.470 Scott_Harmon: that through, and then have someone like Richard go. Well.
134 00:11:00.110 ⇒ 00:11:04.230 Scott_Harmon: you know Richard could just help validate the value prop, right? Like.
135 00:11:04.780 ⇒ 00:11:09.140 Scott_Harmon: you know, I could save $25,000, or I can save 3 months. Like.
136 00:11:09.330 ⇒ 00:11:11.880 Scott_Harmon: I think we just need to really hone in on.
137 00:11:13.000 ⇒ 00:11:16.309 Scott_Harmon: Okay, if we can cut out 75% of these
138 00:11:17.530 ⇒ 00:11:19.210 Scott_Harmon: these changes?
139 00:11:19.400 ⇒ 00:11:22.789 Scott_Harmon: What’s the right way to kind of market that and
140 00:11:23.170 ⇒ 00:11:26.739 Scott_Harmon: and sell it and deliver it to to
141 00:11:26.790 ⇒ 00:11:28.130 Scott_Harmon: parties in this?
142 00:11:28.540 ⇒ 00:11:30.099 Scott_Harmon: In this transaction.
143 00:11:31.380 ⇒ 00:11:35.878 Uttam Kumaran: One of yeah, one of the things I’ve been. And I’ll just share this.
144 00:11:36.850 ⇒ 00:11:37.930 Uttam Kumaran: we’re just sharing
145 00:11:38.360 ⇒ 00:11:43.369 Uttam Kumaran: this, or maybe I can even just share. Yeah, I’ll just share the stock with you that way.
146 00:11:53.690 ⇒ 00:11:56.880 Uttam Kumaran: And I’ll kind of create. Yeah, I just have it stuff in notion.
147 00:11:57.360 ⇒ 00:12:03.914 Uttam Kumaran: It’s just been helping me basically organize my, my whole, my whole, everything that’s going on. But
148 00:12:04.560 ⇒ 00:12:17.069 Uttam Kumaran: I just invited you to this notion, Doc, and I’ll send the link now in in zoom. But basically, I’ve been just putting in here like kind of started. I mean
149 00:12:17.310 ⇒ 00:12:19.530 Uttam Kumaran: again in an effort to dog food a bit
150 00:12:19.640 ⇒ 00:12:32.260 Uttam Kumaran: and trying to use AI to help me kind of think about my thoughts on this, but also just like break down the problems. And then we’ll see where we go. And for each of these, you know, I think there’s an opportunity to even to use.
151 00:12:32.380 ⇒ 00:12:40.099 Uttam Kumaran: you know. Yeah, they continue to isolate, breakdown, isolate, and break down. But I think this structure initially
152 00:12:40.240 ⇒ 00:12:42.780 Uttam Kumaran: kind of put together, like
153 00:12:43.780 ⇒ 00:12:58.200 Uttam Kumaran: what are what may be the key, what may or may not be the key aspects of this like fairway dock. And again, like even just to say it out loud to remind myself like the fairway, Doc is basically like a classification of not only
154 00:12:58.320 ⇒ 00:13:15.129 Uttam Kumaran: like leveraging historical past decisions on how they’ve negotiated and where they’ve arrived on key terms but as well as looking at where maybe where they want to be or how things like they’re. You know how how strict they’ve been on different things.
155 00:13:15.769 ⇒ 00:13:18.369 Uttam Kumaran: You know. And this is, I think just the
156 00:13:18.410 ⇒ 00:13:19.620 Uttam Kumaran: one
157 00:13:20.486 ⇒ 00:13:23.473 Uttam Kumaran: you know, one initial,
158 00:13:24.460 ⇒ 00:13:27.689 Uttam Kumaran: you know. Take it that. But really this has, like
159 00:13:27.910 ⇒ 00:13:55.109 Uttam Kumaran: things like prioritization. Of what terms matter market standards, internal approval processes, different strategies for negotiations. Like risk assessment. So again, I think ideally, we, we think about what in here matters, what doesn’t matter, and I think I’m sure like, Richard will have the immediate of like, Oh, yeah, those matter. These never come up
160 00:13:56.280 ⇒ 00:13:59.269 Uttam Kumaran: And then again, we we try to leverage this doc
161 00:13:59.640 ⇒ 00:14:02.571 Uttam Kumaran: in some of those real world decisions?
162 00:14:04.380 ⇒ 00:14:08.529 Uttam Kumaran: you know. And I think this is a good place to kind of start.
163 00:14:09.420 ⇒ 00:14:12.909 Scott_Harmon: Yeah, I I you know. So if I
164 00:14:13.730 ⇒ 00:14:14.670 Scott_Harmon: this is.
165 00:14:14.900 ⇒ 00:14:17.339 Scott_Harmon: I’m I’m just kind of scanning it. This looks like a good start.
166 00:14:17.340 ⇒ 00:14:18.230 Uttam Kumaran: So.
167 00:14:20.830 ⇒ 00:14:26.679 Uttam Kumaran: And this. And like, think of this as like, I just want to almost brains on everything we learn.
168 00:14:26.810 ⇒ 00:14:32.370 Uttam Kumaran: And then we’ll work on the end product. So I think a lot of this is just going to be conversations
169 00:14:32.440 ⇒ 00:14:33.240 Uttam Kumaran: and
170 00:14:34.110 ⇒ 00:14:36.710 Uttam Kumaran: thinking of different angles on how to approach.
171 00:14:37.830 ⇒ 00:14:39.370 Uttam Kumaran: I I think.
172 00:14:39.370 ⇒ 00:14:45.730 Scott_Harmon: You know what it would be good to to basically interview, you know, Richard, with something like this in mind, like
173 00:14:46.320 ⇒ 00:14:47.005 Scott_Harmon: like
174 00:14:48.840 ⇒ 00:14:51.249 Scott_Harmon: So let’s just let’s just take kind of the
175 00:14:52.730 ⇒ 00:14:57.069 Scott_Harmon: the second section. You know the key lease terms. Right? So.
176 00:14:57.070 ⇒ 00:14:57.640 Uttam Kumaran: Yeah.
177 00:15:00.970 ⇒ 00:15:02.689 Scott_Harmon: wait a minute where to go. Okay.
178 00:15:04.390 ⇒ 00:15:05.570 Scott_Harmon: so
179 00:15:05.740 ⇒ 00:15:07.439 Scott_Harmon: wait a minute. Where did that go?
180 00:15:09.050 ⇒ 00:15:11.041 Uttam Kumaran: There’s a little drop down.
181 00:15:11.440 ⇒ 00:15:15.079 Scott_Harmon: Yeah, I just lost. I just lost my little dropdown. Oh, it’s gonna
182 00:15:15.260 ⇒ 00:15:17.220 Scott_Harmon: think I have to refresh my page here.
183 00:15:19.620 ⇒ 00:15:22.547 Scott_Harmon: Yeah, okay, there, it’s back I had to refresh. So
184 00:15:23.180 ⇒ 00:15:25.530 Scott_Harmon: So if you just look at your section
185 00:15:26.784 ⇒ 00:15:28.680 Scott_Harmon: key lease terms right?
186 00:15:29.200 ⇒ 00:15:29.720 Uttam Kumaran: Yeah.
187 00:15:29.720 ⇒ 00:15:34.160 Scott_Harmon: And those are, you know, 1, 2, 3, 4, 5, 6. So
188 00:15:35.210 ⇒ 00:15:40.079 Scott_Harmon: so the 1st thing is, we could probably divide that into 2 subsections.
189 00:15:40.740 ⇒ 00:15:42.830 Scott_Harmon: So the
190 00:15:44.050 ⇒ 00:15:47.900 Scott_Harmon: 1st subsection I would call, I would call
191 00:15:51.001 ⇒ 00:15:54.720 Scott_Harmon: there probably would be like financial terms.
192 00:15:57.190 ⇒ 00:16:03.040 Scott_Harmon: And the financial terms are the kind of things you’d put into a spreadsheet, obviously to evaluate
193 00:16:03.560 ⇒ 00:16:07.370 Scott_Harmon: the financial attractiveness of the deal. Right? And
194 00:16:07.700 ⇒ 00:16:11.160 Scott_Harmon: and that would be, you know, that’d be rent and
195 00:16:11.520 ⇒ 00:16:16.049 Scott_Harmon: and duration and option period.
196 00:16:16.160 ⇒ 00:16:19.069 Scott_Harmon: There’s a term in a lease called abatement.
197 00:16:19.320 ⇒ 00:16:21.736 Scott_Harmon: which bait abatement just means
198 00:16:22.940 ⇒ 00:16:26.810 Scott_Harmon: oftentimes as an incentive you’ll give someone a few months free rent
199 00:16:26.960 ⇒ 00:16:29.590 Scott_Harmon: to to incentivize them, to sign a deal.
200 00:16:32.600 ⇒ 00:16:34.917 Scott_Harmon: the Ti allowance.
201 00:16:37.194 ⇒ 00:16:41.879 Scott_Harmon: you know, those would. Those would be kind of the there’s a there’s a
202 00:16:43.610 ⇒ 00:16:50.520 Scott_Harmon: annual escalation. But that annual escalation fee is pretty pro forma. It almost never changes. It’s usually 3% a year.
203 00:16:50.890 ⇒ 00:16:56.340 Scott_Harmon: So so anyway, there’s a there’s a set of probably 5, 4, 5, 6 financial parameters
204 00:16:56.540 ⇒ 00:17:00.160 Scott_Harmon: that are critical, that that would need to be
205 00:17:00.590 ⇒ 00:17:01.900 Scott_Harmon: summarized.
206 00:17:01.990 ⇒ 00:17:03.129 Scott_Harmon: And then
207 00:17:06.790 ⇒ 00:17:09.939 Scott_Harmon: Then there’s then there’s kind of other terms.
208 00:17:10.329 ⇒ 00:17:12.879 Scott_Harmon: some of which I think you’ve got listed here.
209 00:17:13.230 ⇒ 00:17:14.420 Scott_Harmon: that
210 00:17:17.819 ⇒ 00:17:19.429 Scott_Harmon: that are key
211 00:17:19.990 ⇒ 00:17:23.469 Scott_Harmon: and what they would, typically would would care a lot about
212 00:17:25.710 ⇒ 00:17:26.730 Scott_Harmon: and
213 00:17:27.250 ⇒ 00:17:29.430 Scott_Harmon: would also probably be
214 00:17:30.550 ⇒ 00:17:37.240 Scott_Harmon: commonly negotiated. Right? So what we kind of like to get from Richard was, could you tell us
215 00:17:37.600 ⇒ 00:17:41.350 Scott_Harmon: kind of list from kind of one to n
216 00:17:42.140 ⇒ 00:17:45.069 Scott_Harmon: those terms in the leases that
217 00:17:45.310 ⇒ 00:17:47.039 Scott_Harmon: are most important.
218 00:17:48.615 ⇒ 00:17:52.840 Scott_Harmon: To you, and kind of why, like what like? Why are they important.
219 00:17:52.970 ⇒ 00:17:54.060 Scott_Harmon: and
220 00:17:54.980 ⇒ 00:17:56.120 Scott_Harmon: and
221 00:17:56.250 ⇒ 00:17:58.489 Scott_Harmon: that are most negotiated.
222 00:17:58.600 ⇒ 00:17:59.469 Scott_Harmon: You know that you speak.
223 00:17:59.470 ⇒ 00:18:03.999 Uttam Kumaran: So, yeah, it’s almost like a matrix of that. Right? That’s the matrix is like.
224 00:18:04.370 ⇒ 00:18:04.730 Scott_Harmon: Right.
225 00:18:04.730 ⇒ 00:18:05.260 Uttam Kumaran: Terms.
226 00:18:05.260 ⇒ 00:18:05.740 Scott_Harmon: Because.
227 00:18:05.740 ⇒ 00:18:06.100 Uttam Kumaran: No.
228 00:18:06.100 ⇒ 00:18:13.299 Scott_Harmon: You’ll find is a lot of the terms. A. They don’t care much about, and B are hardly ever haggled over. And so
229 00:18:13.480 ⇒ 00:18:18.859 Scott_Harmon: there’s sort of this 80 20 rule, I’m at work. What what Richard will tell you is
230 00:18:19.060 ⇒ 00:18:22.120 Scott_Harmon: pay and most office leases are
231 00:18:22.140 ⇒ 00:18:25.610 Scott_Harmon: fairly long. They can. They can easily run 40, 50 pages long.
232 00:18:26.440 ⇒ 00:18:28.789 Scott_Harmon: And of all these terms in there.
233 00:18:28.990 ⇒ 00:18:30.540 Scott_Harmon: there’s probably only
234 00:18:30.640 ⇒ 00:18:34.159 Scott_Harmon: 15 or 20% that ever get really negotiated.
235 00:18:34.750 ⇒ 00:18:36.920 Scott_Harmon: And so if we could just get a
236 00:18:37.260 ⇒ 00:18:39.669 Scott_Harmon: and I think you’re right. Maybe a 2 by 2
237 00:18:40.310 ⇒ 00:18:41.220 Scott_Harmon: of.
238 00:18:41.220 ⇒ 00:18:45.269 Uttam Kumaran: That could that could be for us to think about. But that’s how I’m I think about it, which is like
239 00:18:45.430 ⇒ 00:18:47.730 Uttam Kumaran: what are the dimensions, which is like
240 00:18:48.270 ⇒ 00:18:52.249 Uttam Kumaran: it’s like the it is the term. It is like.
241 00:18:52.790 ⇒ 00:19:08.650 Uttam Kumaran: How like on some scale, is this like Nego? Can you negotiate this? And then also, there’s other factors like, Oh, this is this type of lease, or in this area, like what are the factors that go into that final measure which may be.
242 00:19:08.840 ⇒ 00:19:13.859 Uttam Kumaran: yes, it’s negotiable. And here are things we can do right, based on inputs like.
243 00:19:14.290 ⇒ 00:19:21.850 Scott_Harmon: Yeah, I I think I follow your meeting. And I think that’s right. I think I think what we need to do is just listen to him right like like almost.
244 00:19:22.490 ⇒ 00:19:25.480 Scott_Harmon: It would be good if I think we could record him. You know.
245 00:19:25.480 ⇒ 00:19:27.560 Uttam Kumaran: No, we’re definitely gonna record it and
246 00:19:27.970 ⇒ 00:19:30.500 Uttam Kumaran: put that into the AI. We’ll have to find out everything.
247 00:19:30.500 ⇒ 00:19:34.139 Scott_Harmon: Right? Because I I think what he’ll say is
248 00:19:34.660 ⇒ 00:19:39.180 Scott_Harmon: like, Okay, so okay, Richard, why, why do you care so much about
249 00:19:41.780 ⇒ 00:19:45.560 Scott_Harmon: I’ll just make one up. Why do you? Why do you make so care so much about termination?
250 00:19:46.150 ⇒ 00:19:49.930 Scott_Harmon: And he’ll he’ll tell you why he cares. Oh, well, you know if
251 00:19:50.060 ⇒ 00:19:58.210 Scott_Harmon: if termination doesn’t have a claw back, you know, we can easily end up losing, you know. You know, he’ll explain why, like what the risk is, or what the
252 00:19:58.930 ⇒ 00:19:59.960 Scott_Harmon: you know.
253 00:20:00.710 ⇒ 00:20:02.260 Scott_Harmon: what they’re afraid of.
254 00:20:03.685 ⇒ 00:20:06.420 Scott_Harmon: And then he’ll also tell you.
255 00:20:07.180 ⇒ 00:20:11.209 Scott_Harmon: Well, if someone wants to negotiate this kind of termination clause.
256 00:20:11.240 ⇒ 00:20:15.009 Scott_Harmon: I’ll usually. Here’s how I’ll counter that, you know. I’ll I’ll
257 00:20:15.480 ⇒ 00:20:17.790 Scott_Harmon: I’ll tell them. No, but I’ll rebut all this.
258 00:20:17.860 ⇒ 00:20:21.589 Scott_Harmon: Yeah, there’s like a rebuttal or there’s like a trade off kind of thing. So
259 00:20:22.020 ⇒ 00:20:30.399 Scott_Harmon: what you’re I I feel like what you’re going to end up with if we get this right in time is a set of is a set of strategies right? Where
260 00:20:30.830 ⇒ 00:20:35.250 Scott_Harmon: whereas strategies are things that Richard as a negotiator.
261 00:20:35.850 ⇒ 00:20:40.629 Scott_Harmon: he executes strategies based on this knowledge base. He’s got a past
262 00:20:41.060 ⇒ 00:20:43.609 Scott_Harmon: of what’s important and what’s not important.
263 00:20:43.950 ⇒ 00:20:50.010 Scott_Harmon: and just knowing what he can get and what he can’t get, and so he’s probably got a set of strategies
264 00:20:50.820 ⇒ 00:20:54.010 Scott_Harmon: that he applies, based on what the client
265 00:20:54.260 ⇒ 00:20:56.220 Scott_Harmon: you know is asking for.
266 00:20:56.410 ⇒ 00:20:57.480 Scott_Harmon: and
267 00:20:58.440 ⇒ 00:21:01.589 Scott_Harmon: I think the magic will be. If we could figure out how to
268 00:21:02.390 ⇒ 00:21:05.330 Scott_Harmon: capture and document those strategies.
269 00:21:06.160 ⇒ 00:21:09.520 Scott_Harmon: Yeah, again, in a way to to prime the AI
270 00:21:10.050 ⇒ 00:21:11.200 Scott_Harmon: to sort of
271 00:21:13.810 ⇒ 00:21:17.920 Scott_Harmon: directly, right suggest changes to the lease that would
272 00:21:18.400 ⇒ 00:21:20.259 Scott_Harmon: carry out those strategies.
273 00:21:21.010 ⇒ 00:21:30.790 Uttam Kumaran: So maybe in the in the, in the beginning this is more of like a I mean, it’s kind of what we talked about, but this is more of like an assist which is like, consider.
274 00:21:31.000 ⇒ 00:21:34.319 Uttam Kumaran: consider proposing this, or consider negotiating.
275 00:21:34.320 ⇒ 00:21:35.809 Scott_Harmon: I think that’s right. You took the.
276 00:21:35.810 ⇒ 00:21:37.100 Uttam Kumaran: Beginning it.
277 00:21:37.120 ⇒ 00:21:52.289 Uttam Kumaran: It starts as like a sidekick in that, hey? We’ve we’ve got this lease. Back we went ahead and proposed these changes, and and then actually, maybe you should consider this. But again, the the magic here is that it’s not
278 00:21:53.890 ⇒ 00:22:00.119 Uttam Kumaran: the magic here is that it’s not based on like the world’s negotiation. It’s actually based on your
279 00:22:00.470 ⇒ 00:22:12.279 Uttam Kumaran: your constraints or your like. Our firm does these things this way, or we historically, we maybe we don’t know that. But we based on the past results. These are the parameters, right? Like that’s the.
280 00:22:12.280 ⇒ 00:22:15.519 Scott_Harmon: I think I agree with both of us. I think that the 1st
281 00:22:15.690 ⇒ 00:22:16.730 Scott_Harmon: goal
282 00:22:17.050 ⇒ 00:22:20.459 Scott_Harmon: should be some sort of a co-pilot, or whatever which was.
283 00:22:20.830 ⇒ 00:22:26.309 Scott_Harmon: imagine step one. And you know, maybe you’ve got this document here somewhere. Step, one might be just like.
284 00:22:27.700 ⇒ 00:22:28.880 Scott_Harmon: Okay.
285 00:22:29.410 ⇒ 00:22:34.660 Scott_Harmon: I’ve read the clients. So so typically, what happens is in a lease.
286 00:22:34.910 ⇒ 00:22:39.160 Scott_Harmon: The Richard or the landlord will send, you know. Here’s our standard lease.
287 00:22:39.980 ⇒ 00:22:41.889 Scott_Harmon: you know. They just send them their standard lease.
288 00:22:42.060 ⇒ 00:22:45.420 Scott_Harmon: and you know, and they fill in.
289 00:22:45.900 ⇒ 00:22:49.539 Scott_Harmon: They fill in the terms that were agreed to.
290 00:22:51.350 ⇒ 00:22:52.360 Scott_Harmon: verbally.
291 00:22:52.420 ⇒ 00:23:06.229 Scott_Harmon: and those terms would be the the financial terms that I just mentioned. Hey, this is a, you know, 68 month lease. It’s, you know, 48, 50 a square foot, you know they they. And so they they send them a standard lease with the financial terms plugged in.
292 00:23:06.590 ⇒ 00:23:08.180 Scott_Harmon: and then the client
293 00:23:08.409 ⇒ 00:23:12.139 Scott_Harmon: we’ll go through and mark it up and make a bunch of changes and send it back.
294 00:23:12.920 ⇒ 00:23:17.190 Scott_Harmon: So maybe the 1st thing we would do is to have AI be able to read
295 00:23:17.490 ⇒ 00:23:21.870 Scott_Harmon: those changes and then print out like, an analysis of the changes.
296 00:23:22.300 ⇒ 00:23:26.610 Scott_Harmon: Right? Going. Okay? Here’s a summary of the 7 things
297 00:23:26.840 ⇒ 00:23:29.370 Scott_Harmon: that they asked for and
298 00:23:29.460 ⇒ 00:23:30.819 Scott_Harmon: based on.
299 00:23:31.140 ⇒ 00:23:34.799 Scott_Harmon: based on what we know about how Hpi likes to negotiate.
300 00:23:35.030 ⇒ 00:23:36.590 Scott_Harmon: you know. Here’s
301 00:23:36.920 ⇒ 00:23:39.130 Scott_Harmon: here’s my assessment of kind of
302 00:23:40.140 ⇒ 00:23:44.730 Scott_Harmon: you know the risk or the seriousness, or, you know, you know, make some kind of an analysis of
303 00:23:45.040 ⇒ 00:23:46.700 Scott_Harmon: you know any, and then
304 00:23:47.450 ⇒ 00:23:50.559 Scott_Harmon: and then you can imagine it going. Would you like me to recommend?
305 00:23:50.630 ⇒ 00:23:53.209 Scott_Harmon: You know I think we should respond like this.
306 00:23:54.690 ⇒ 00:23:58.900 Scott_Harmon: you know, or it would be typical Hpi strategy to respond like this.
307 00:24:01.670 ⇒ 00:24:04.510 Scott_Harmon: And then do you want me to draft that language for you
308 00:24:04.860 ⇒ 00:24:16.389 Scott_Harmon: right, and then that will allow, you know Richard to go. Yep, you know I agree. That’s right, you know. And yes, please draft me the language. You know what I mean, like I I that’s kind of how I would envision the workflow.
309 00:24:18.840 ⇒ 00:24:20.439 Scott_Harmon: is is just kind of a.
310 00:24:20.440 ⇒ 00:24:24.119 Uttam Kumaran: I, yeah, exactly like, would you like me to drop.
311 00:24:24.970 ⇒ 00:24:29.330 Scott_Harmon: Yeah, step one would just be analyzed like, okay, I’m just here’s what they asked for.
312 00:24:29.540 ⇒ 00:24:31.350 Scott_Harmon: And because
313 00:24:32.480 ⇒ 00:24:37.290 Scott_Harmon: again, this is this is just an example. We talk about lease negotiation through Tom.
314 00:24:37.800 ⇒ 00:24:47.019 Scott_Harmon: It’s important, I think, for us to remember that this is just a flavor of contract. Negotiation, like millions of contracts are negotiated every day right? And
315 00:24:47.330 ⇒ 00:24:51.859 Scott_Harmon: when I’ve run companies before, and I think as you’re finding out running your own company
316 00:24:53.480 ⇒ 00:24:56.290 Scott_Harmon: and especially when when I did it at scale.
317 00:24:57.320 ⇒ 00:24:58.950 Scott_Harmon: you know we would. Do.
318 00:25:00.050 ⇒ 00:25:01.070 Scott_Harmon: You know.
319 00:25:01.210 ⇒ 00:25:06.029 Scott_Harmon: I don’t know. 30, 40 deals a quarter, you know, easily. Big, pretty big deals, right.
320 00:25:06.160 ⇒ 00:25:08.829 Scott_Harmon: hundreds of thousands of dollars. And
321 00:25:09.050 ⇒ 00:25:14.490 Scott_Harmon: so the 1st thing that happens when you get these, you know, you send out your standard contract.
322 00:25:14.910 ⇒ 00:25:22.770 Scott_Harmon: and a client sends back a bunch of changes and stuff. Somebody in your company summarizes all those changes in an email. They they’re like, Okay.
323 00:25:23.920 ⇒ 00:25:37.580 Scott_Harmon: here’s okay. They’re really asking for 5 things. And they put a little commentary like, Okay, they want to break on. They want a discount on maintenance. Blah blah. And they put some commentary, hey? That’s typically outside of our range. We don’t do that, you know. I recommend we do this.
324 00:25:37.670 ⇒ 00:25:40.669 Scott_Harmon: And then, item 2. Well, they’re they’re asking for.
325 00:25:40.910 ⇒ 00:25:44.839 Scott_Harmon: you know, a longer, you know, free maintenance, upgrade cycle. And
326 00:25:44.900 ⇒ 00:25:49.950 Scott_Harmon: you know that’s typically pretty easy for us to do. And I recommend, you know, that we give on that.
327 00:25:49.950 ⇒ 00:25:54.859 Uttam Kumaran: It’s the summary. It’s it’s like the ask, the summary of the ask, and then a recommendation.
328 00:25:54.860 ⇒ 00:26:02.559 Scott_Harmon: And a recommendation. Yeah. And I, that’s what I used to get as a CEO, or even when I ran a business unit, I get that memo
329 00:26:02.660 ⇒ 00:26:04.370 Scott_Harmon: that email from
330 00:26:04.420 ⇒ 00:26:11.859 Scott_Harmon: somebody in the contracts department like, because they’re like, well, Scott can’t take the time to read the the whole contract. I’ll just summarize the the key points.
331 00:26:12.150 ⇒ 00:26:16.110 Scott_Harmon: And then it would basically say, You know, if you’re okay with this, I’ll
332 00:26:16.140 ⇒ 00:26:18.430 Scott_Harmon: I’ll draft changes and respond back
333 00:26:18.740 ⇒ 00:26:21.569 Scott_Harmon: right? And and I go, you know.
334 00:26:21.830 ⇒ 00:26:29.510 Scott_Harmon: and if it was a real, really big account and I wanted to do something different, I’d say no on this one, you know. Let’s do something a little differently or whatever. But
335 00:26:29.750 ⇒ 00:26:31.149 Scott_Harmon: yeah, so I just think.
336 00:26:31.330 ⇒ 00:26:36.149 Scott_Harmon: all we’re talking about with leases is just an example of that pattern.
337 00:26:36.380 ⇒ 00:26:38.369 Scott_Harmon: You know, that happens in
338 00:26:38.430 ⇒ 00:26:39.770 Scott_Harmon: b 2 b
339 00:26:39.970 ⇒ 00:26:42.020 Scott_Harmon: negotiations all day long
340 00:26:42.310 ⇒ 00:26:43.370 Scott_Harmon: and
341 00:26:45.230 ⇒ 00:26:46.460 Scott_Harmon: And so.
342 00:26:47.520 ⇒ 00:26:50.280 Scott_Harmon: you know, if we could just get there
343 00:26:51.820 ⇒ 00:26:54.490 Scott_Harmon: typical policy, or you know
344 00:26:55.010 ⇒ 00:27:01.609 Scott_Harmon: policies on handle how they handle these issues. The nice thing about leasing is that they’re so highly repeated.
345 00:27:02.590 ⇒ 00:27:09.080 Scott_Harmon: You know, that I think it’ll be pretty straightforward to come up with. Okay, this is how we handle like, this is our policy on
346 00:27:09.600 ⇒ 00:27:11.589 Scott_Harmon: on these top. 20 things.
347 00:27:12.080 ⇒ 00:27:12.760 Scott_Harmon: Yeah.
348 00:27:12.760 ⇒ 00:27:18.069 Uttam Kumaran: Yeah, that’s also what I would think. It’s like, it’s gonna be a policy. I think we’ll probably get
349 00:27:18.240 ⇒ 00:27:34.130 Uttam Kumaran: 60% of the way there and then they’ll maybe, or maybe 80% of the way there, they’ll have some other common things that’s unique to them that they negotiate. But again, if it’s a if that document also, if they give us their lease template, then I mean, everything’s in there and then it.
350 00:27:34.130 ⇒ 00:27:50.790 Uttam Kumaran: And then basically, this document is actually what will be what will need to be updated? You know, over time as things change. But that makes sense. I think I think the big unlock here that could be interesting from a technology side is if we do get a word, Doc.
351 00:27:51.150 ⇒ 00:27:51.980 Uttam Kumaran: with
352 00:27:52.940 ⇒ 00:27:55.079 Uttam Kumaran: like red lines in them.
353 00:27:59.070 ⇒ 00:28:01.209 Uttam Kumaran: like that could be pretty interesting.
354 00:28:03.110 ⇒ 00:28:08.170 Scott_Harmon: Yeah, I fully agree. And hold on. I’m looking through my email box. So
355 00:28:08.350 ⇒ 00:28:13.410 Scott_Harmon: I’m gonna send you. I think I’ve got some leases here. I could even send you. I’ve got some. I’m going through my
356 00:28:17.840 ⇒ 00:28:20.920 Scott_Harmon: like my old. I’m not searching the email box.
357 00:28:21.690 ⇒ 00:28:22.710 Scott_Harmon: I’m
358 00:28:25.430 ⇒ 00:28:27.930 Scott_Harmon: I’m sure I’ve got a bunch of leases in here.
359 00:28:29.700 ⇒ 00:28:33.190 Scott_Harmon: I read way, too many of them like what we were doing. Swivel. I read like.
360 00:28:42.270 ⇒ 00:28:43.320 Scott_Harmon: Gotcha.
361 00:28:45.100 ⇒ 00:28:46.119 Scott_Harmon: I’ll have to.
362 00:28:46.190 ⇒ 00:28:52.110 Scott_Harmon: I’ll search through this. Yeah. So I I agree with that. I think we just get their standard leases. So do you think that
363 00:28:52.410 ⇒ 00:28:56.179 Scott_Harmon: like, I could just send an email and set up something with Richard
364 00:28:56.950 ⇒ 00:28:59.520 Scott_Harmon: like, I don’t know how long it’s gonna take her.
365 00:28:59.690 ⇒ 00:29:02.670 Scott_Harmon: I think I probably ought to do that, though. Would you agree.
366 00:29:03.460 ⇒ 00:29:13.139 Uttam Kumaran: I think we should just do it, and I’ll come with more than enough questions. And then, based on, I think, maybe like 5 or 10 min into that.
367 00:29:13.460 ⇒ 00:29:15.359 Uttam Kumaran: We could just kind of like, see
368 00:29:16.080 ⇒ 00:29:20.090 Uttam Kumaran: how what direction we want to take it. Cause I I do think there’s probably a lot
369 00:29:20.130 ⇒ 00:29:24.190 Uttam Kumaran: we can learn. But I want to prioritize what we need for
370 00:29:24.450 ⇒ 00:29:25.740 Uttam Kumaran: the
371 00:29:26.050 ⇒ 00:29:28.750 Uttam Kumaran: like initial deliverable. And then also.
372 00:29:32.220 ⇒ 00:29:38.710 Uttam Kumaran: yeah, I mean, yeah, I think we should just do that, and I’ll I’ll come prepared with questions in the stock, and we can use the stock, I think
373 00:29:38.760 ⇒ 00:29:44.570 Uttam Kumaran: ideally, we, me and you kind of get through the low hanging fruit stuff. I mean, even in this conversation.
374 00:29:44.890 ⇒ 00:29:47.430 Uttam Kumaran: we’ve basically gone through a bunch
375 00:29:47.450 ⇒ 00:29:48.680 Uttam Kumaran: that way.
376 00:29:48.730 ⇒ 00:29:54.050 Uttam Kumaran: We’ll skip the. We’ll skip the formalities with him, and just dive right into
377 00:29:54.130 ⇒ 00:30:02.308 Uttam Kumaran: so specifics. Or, again, even ideally, if we, even in that conversation, we can pull up a lease that may be helpful.
378 00:30:03.740 ⇒ 00:30:10.410 Scott_Harmon: Yeah, I’ll make sure. And we have one beforehand, and if not, Richard will have like a million of them. So let me send an email to Richard.
379 00:30:10.700 ⇒ 00:30:12.000 Scott_Harmon: and
380 00:30:12.320 ⇒ 00:30:15.540 Scott_Harmon: like I’m gonna try and set up like a face to face
381 00:30:17.390 ⇒ 00:30:23.569 Scott_Harmon: either downtown or like in one of his buildings, like I said. He manages 301 Congress. He manages
382 00:30:24.100 ⇒ 00:30:25.645 Scott_Harmon: building 4 and
383 00:30:27.060 ⇒ 00:30:30.990 Scott_Harmon: Martin Oaks. If you know where that is, he’s got a bunch of different properties. So
384 00:30:31.280 ⇒ 00:30:34.310 Scott_Harmon: nice thing about it is you can meet in any one of his buildings.
385 00:30:38.720 ⇒ 00:30:44.119 Uttam Kumaran: Let’s do that. And then I’m I’m basically gonna use what we have now. And this conversation to get us
386 00:30:44.540 ⇒ 00:30:49.960 Uttam Kumaran: to get like an example in place. That’s hopefully
387 00:30:50.120 ⇒ 00:30:57.670 Uttam Kumaran: like again, I want to use that conversation for some very specific feedback, but also skip like the.
388 00:30:58.280 ⇒ 00:31:02.870 Uttam Kumaran: Tell us how a lease works kind of conversation, so that we can just maximize that.
389 00:31:04.670 ⇒ 00:31:05.390 Uttam Kumaran: Yep.
390 00:31:05.390 ⇒ 00:31:10.420 Scott_Harmon: Okay, I will do it. You’re gone the rest this week, but next week are you in town?
391 00:31:11.150 ⇒ 00:31:16.750 Uttam Kumaran: Yes, I’m I’m gonna be in town all next week. Except for Monday.
392 00:31:18.590 ⇒ 00:31:19.799 Scott_Harmon: Except for Monday. You said.
393 00:31:19.800 ⇒ 00:31:22.570 Uttam Kumaran: I’ll be. I’ll be firing back on Monday.
394 00:31:23.020 ⇒ 00:31:25.430 Scott_Harmon: Okay, and you’re up there for a wedding. It sounds like.
395 00:31:26.590 ⇒ 00:31:33.310 Uttam Kumaran: Yes, it’s 1 of my really close friends. I’m actually the best. I’m the best man. So I have to give a very riveting speech.
396 00:31:33.760 ⇒ 00:31:37.170 Scott_Harmon: Is this your 1st time being 1st time doing the best man gig.
397 00:31:38.130 ⇒ 00:31:52.349 Uttam Kumaran: Yes, I’ve been in a Covent and some other weddings this year has been a big wedding year, but it’s 1 of my very good friends. He’s getting married in New Hampshire. His whole family is up in New Hampshire, and I don’t know if you know where Loon Mountain is, but he’s a big skier.
398 00:31:52.350 ⇒ 00:31:52.670 Scott_Harmon: Used to.
399 00:31:52.670 ⇒ 00:31:55.210 Uttam Kumaran: He’s getting married. I used to getting married on the mountain.
400 00:31:55.210 ⇒ 00:31:56.660 Scott_Harmon: New Hampshire, yeah.
401 00:31:57.140 ⇒ 00:32:01.430 Uttam Kumaran: Oh, okay, yeah, he’s he’s in Dover. His whole family is in rye
402 00:32:01.826 ⇒ 00:32:08.430 Uttam Kumaran: and they have his grandparents have a house on Winnipesaki. So I usually spend time with their family
403 00:32:09.030 ⇒ 00:32:12.009 Uttam Kumaran: like for a couple of weeks every summer, just like after
404 00:32:12.020 ⇒ 00:32:14.640 Uttam Kumaran: on Wednesday, are you? Are you flying away.
405 00:32:14.640 ⇒ 00:32:15.590 Scott_Harmon: See! Where
406 00:32:16.260 ⇒ 00:32:17.320 Scott_Harmon: are you flying into? Boston?
407 00:32:17.320 ⇒ 00:32:18.159 Uttam Kumaran: Flying into Boston.
408 00:32:18.160 ⇒ 00:32:19.740 Scott_Harmon: Somewhere. Okay.
409 00:32:20.010 ⇒ 00:32:27.305 Uttam Kumaran: Flying through Charlotte. It’s a Boston, but the weather is not good right now on the east coast, as usual.
410 00:32:28.840 ⇒ 00:32:35.419 Uttam Kumaran: so, but we’re fine tomorrow, and the wedding’s on Saturday. So ideally, if there’s any delays we have some some time.
411 00:32:35.910 ⇒ 00:32:43.580 Scott_Harmon: All right. Well, look! Have a good trip, man. That sounds fun. Get out of the heat, and then I will copy you obviously on this and see if we get something set up with Richard.
412 00:32:43.580 ⇒ 00:32:44.190 Uttam Kumaran: Okay.
413 00:32:44.390 ⇒ 00:32:45.230 Uttam Kumaran: Okay.
414 00:32:46.180 ⇒ 00:32:46.850 Scott_Harmon: All right.
415 00:32:47.208 ⇒ 00:32:49.720 Uttam Kumaran: Yeah, let me know if anything else.
416 00:32:51.590 ⇒ 00:32:54.529 Scott_Harmon: I sure I sure will save travels. My friend.
417 00:32:54.530 ⇒ 00:32:54.955 Uttam Kumaran: Okay.
418 00:32:55.520 ⇒ 00:32:57.239 Uttam Kumaran: thanks. Scott. Talk to you soon.
419 00:32:57.240 ⇒ 00:32:58.000 Scott_Harmon: Except, yeah.
420 00:32:58.000 ⇒ 00:32:58.699 Uttam Kumaran: Okay? Bye.