- Duration: 40 min
- Platform: meet
- Source: Read.ai 01JZNJQXQ8ZFDY8VMQR99KE7AP (https://app.read.ai/analytics/meetings/01JZNJQXQ8ZFDY8VMQR99KE7AP)
Transcript
[David Waxman]: Where do you live at? [David Waxman]: Uh, I’m sort of in between places right now. [Michael Houck]: I’m in Charleston at the moment, sort of trying it out. I have like a three month Airbnb to see if this will be. I mean, I’m a weekend, so I love it so far. I came down for a bit in the spring and just was like, yeah, this seems like could be a good spot. [David Waxman]: So I’m right outside Philadelphia. [Michael Houck]: Oh, I grew up in Philly. Okay, we’re about like between King of Prussia and Willow Grove malls. Oh, wow. [David Waxman]: No way. I live in in Wynwood That is and oh, yeah, sure. [UNKNOWN_SPEAKER]: Of course. [David Waxman]: Yeah, we all can Willow Grove That’s amazing. [Michael Houck]: Yeah, I grew up in Center City. I Love Philly, man. It’s an underrated town. [David Waxman]: Hey, dude, it really it really is. Well, it’s a Nice place. It’s a nice place. How else have you lived in besides here in there? [Michael Houck]: I spent the last 10 years years in LA, SF, New York, sort of back and forth at times between the three. And it was great, you know, good for work, meeting people, all that kind of stuff. But I’m at the point where it’s like, yeah, maybe it’s time to start thinking about family. And Charleston seems like could be a good spot for that. [David Waxman]: So we’ll see. Nice, good food there. Like just amazing food. [Michael Houck]: Nice. If you have any recs, please email me. [David Waxman]: I’ll find my I’ll find my Google Maps. My wife and I went there and like, I mean, like, what’s the name? King Street? Is that a name? King Street? [UNKNOWN_SPEAKER]: Yeah, King Street. [David Waxman]: It’s just like, one night, we just did a different course at a different restaurant when we were there. [Michael Houck]: Way more walkable than I expected to find in the south, which has been been nice. [David Waxman]: Yeah, it’s gonna be hot as shit, though, right? [Michael Houck]: Yeah, it’s like 93 and 80% humidity right now. [David Waxman]: So that’s what it is here right now, if you remember. So you know, it’s all the same. It’s all nice to be beaches out there that are like 15 minutes away, which is cool. [Michael Houck]: Yeah, I gotta get back to surfing. It’s been like 15 years, but I got it. Yeah, I’m on Isle of Palms and sometimes on Folly. Nice. [David Waxman]: That’s so close. If I remember these beaches. Yeah, it’s easy. Easy drive. [Michael Houck]: Just go out in the morning and still make it back in time for for calls from what my friends are telling me. [David Waxman]: So nice. [David Waxman]: That’s great. So first of all, I love your newsletter, man. [UNKNOWN_SPEAKER]: Oh, thanks, man. [David Waxman]: I appreciate it. And I have this little business that we’ve found some product market fit, and I’m just trying to scale it. And it’s not my primary gig, so it doesn’t get my full attention. My primary business is real estate development. But we see really promising results, and we also see once someone signs So I don’t know, do you have a sense of what it is or do you want me to give you a two-second look? I took a little look, but you can give me a quick tip. Yeah. I mean, it’s really fucking simple. There’s a fair number of copycats at this point, but we’ve been at it for a decent amount of time. Basically, it’s a cashless tipping platform that can be standalone or it can be integrated into existing workflows or apps. Ideas, you target traditional tipping where cash was the norm. None of this bullshit where you tip a cashier at a convenience store. That’s bullshit. We’re talking about hotels, we’re talking about movers, white glove delivery. You order a soap from West Elm, they bring it into your house, you got to tip the guy. Home services. So situations like that. The approach that we’ve taken to go to market has been to do channel partners. So we’re partners with a company called Everwash. So if you ever go to a car wash and you see how they offer a monthly subscription for all you can eat car washes, Everwash powers that. So you download Everwash. You sign up for the car wash that you want to visit, you pay a monthly fee, Everwash keeps 30%, they send 70% to the car wash. We’ve put a tipping button into the app so that when someone, because I can just show you real quick, it’s really simple. So that’s been a way to penetrate the car wash sector. Then we also through them partner with the largest equipment supplier of car wash equipment in the world. A company called CleanWrite. And so they’re marketing us through all their channels, like email, their magazine, their salespeople. And so that’s how we’re sort of tackling car washes. Hospitality has sort of just been like blocking and tackling. We did partner with two PMS, property management software companies. One’s called Guesty, one’s called ResNexus. [Michael Houck]: Oh, I know Guesty. [Michael Houck]: Yeah, sure. [David Waxman]: Guesty did integration. I’ve seen very little traction because it’s Airbnb. And with all the fees, people aren’t going to tip. ResNexus has been phenomenal. They’ve gotten us tons of little inns and bread and breakfasts. And then through just our own sheer luck, we’ve gotten into bed with a decently large Southern hospitality company called Indigo Hospitality Group. They actually have a hotel in Charleston. And we’re in about 1,000 beds with them. But this is a volume business. We scrape about $0.50 a tip. And we need to be like immaterial. Load of places because obviously not everyone’s going to tip. Of course. We’ve tried some Facebook ads. LinkedIn sucked. Cold email sucks. Yeah, cold email is really rough right now. [Michael Houck]: LinkedIn, cold email is even worse. I’m like on Sales Navigator. [David Waxman]: I mean, I just know the volume of crap I get, so why does anyone want to hear from me? So we’re sort of just trying to find Let me know, I’ll share my screen. Yeah, you should be able to. You should be able to. One here, but then I got to share it with you. [UNKNOWN_SPEAKER]: Let me see here. [David Waxman]: Let’s see now. I’ll do it the old-fashioned way. [UNKNOWN_SPEAKER]: Do you see? [David Waxman]: No, I see your Google Meet. [Michael Houck]: Oh, now I see your phone. Yep, there you go. [David Waxman]: So this is like, my car wash is called Casey’s. It’s the one near me. So when I go there, I hit Start Wash, and the person who works there scans this at the start of the tunnel to confirm I have the subscription. And then there’s a Leave a Tip button that takes you to our tipping page for that location. Then we also have very large wind signs that are at the drying lanes that basically say, if you’re happy with the service, scan here to tip. And the signs are created within our dashboard, and they can download and order them themselves, or they can order them online through a link that we have to a sign supplier. So of the folks that the businesses have signed up and use it, there’s no that use it, which is huge. It’s just, I need way more of them. [Michael Houck]: Yeah. Well, yeah, I mean, and look, to your point, almost every marketing channel is degrading because of AI. And really, there’s only two that I see as appealing right now. One is the new kid on the block, which is the generative engine optimization. How am I showing up in chat GPT? How do I optimize that? Longer tail keywords. But that’s investment, and that’s longer term for most people. The other one, of course, is just building trust as a person in a vertical, within a niche by putting out content either for yourself or for anyone. I know your main thing is obviously real estate. So in this case, it might make more sense to do it for a company page or for someone who, I don’t know if you have people you work on this with or just something that you built yourself. But whatever the case may be, just having a beacon of trust and authenticity within the niche on social is the other way to do that, whether it’s on an actual social platform or a newsletter, where you should get people further down the funnel and then take shots on goal for them. So obviously, that’s something that we’ve used to great success. And we’ve sort of set that up for a bunch of clients at this point, too. So yeah, those are really the two that I would say are worth looking into. And we don’t have anything set up to help out with GEO, at least not yet. Maybe we’ll get to that. But our focus is on content, like social content for now. Yeah, if that’s interesting, happy to chat through. [David Waxman]: Yeah, I mean, is that standalone content? Or is that working with influencers in the vertical? Or is it because I think that’s an interesting one that like, you know, like normal bartending, super interesting vertical for us. And there’s like some folks on on Tick Tock and Instagram who that’s what they do. And they do courses and this and that, like, yeah. Yeah. [Michael Houck]: So what we tend to do is we can create great content for you guys, right? And that can sort of be like the anchor where we’re sending people to, we’re driving attention to that. We also do do creator partnerships as well. There’s a lot more manual lift sort of on our ops team to do those. So we try to prioritize those for people who are already working with on the content side. We have the megaphone creator network where like you share a social post from your account and we can loop in creators in the niche to engage with it. Yeah, that’s more automated. But we need to have those creators kind of already in the network and signed up. And so it’d be a vertical by vertical thing, we need to figure out there’s fits there. But we also obviously can have them do sponsored posts, you can get placements on their their newsletter, their podcast, whatever the case may be. And that stuff, we’re happy to do sort of ad hoc. But again, we like to prioritize that for folks that we’re working on content with. So that would be where I’d probably I’d say that we should chat more through. [David Waxman]: In terms of content, give me a sense of the kind of stuff you guys are doing. [Michael Houck]: Yeah, so we’re doing LinkedIn content, X content. We can do like an AI digital twin of you for like video content if you want to. And then like weekly or bi-weekly newsletters that obviously we have to figure out what the right way to send people to those newsletters is. And that can be something we sort of strategize and jam on. We’re happy to help with that, of course, but also we can kind of sit that you have to do it yourself too. And so yeah, it’s really those three. It’s LinkedIn, it’s X. And again, if we wanted to take a video, we can apply that across all channels, because you can post a short form videos across every channel at this point, right? So we can do that too. And then the newsletter. And we work with super busy founders and VCs. Those are our two client and customer types. So we don’t require any meetings. We’ll have one kickoff call with which is you, me, and your partner, your writer, basically. And then they’ll sort of be the person who’s responsible for downloading your brain. And every week, they’ll send over some questions in a Slack channel to you of like, hey, here’s what came up during our research that we think we want to create some content about. What’s your POV on this to make it more unique to you? All we need from you is you pick up your phone, you record a voice note into Slack for two, three, four minutes. Just ramble on it. Give us the intonation. Give us the off-the-cuff takes. That’ll make it more personalized to you. And then we take that, and we create content for it. And today, that’s all Youman done. We have myself or Blakey Malls editing this. It’s written by Youman. But we’re working on something right now for my account that, if it works like it’s starting to, we’ll be rolling it out to clients as well, where we can actually do very high volume of content in an AI agent system that we’re building. [David Waxman]: like N8A or something using N8N. I’ve seen some of it. It’s fucking crazy what people are building. It is mind-blowing. Mind-blowing. Yeah. [Michael Houck]: So we’re at the point where Blake and I both have built up large audiences ourselves, and we know the game, both algorithmically, like how these platforms work, and also just best practices for content and performance and things like that. And we’ve put all that into a system that I’ve built. And then now we’re adding in personas. So we were scraping posts from like every big creator and creating voices based on them. And so you would be able to use the system or we’d be able to use it for you to say, you know, Oh, you know, David wants posts in the voice of Greg Eisenberg, but with his unique POV, he records a voice note into it, it comes out like a Greg Eisenberg Twitter essay, right? So that’s coming soon. At the point where I don’t launch it yet. [David Waxman]: His stuff’s great, by the way. He’s really good. [Michael Houck]: He’s really good. So that’s just one example. It would be like 10, 20 different voices that we would have in there sort of ready to pick from and use for whatever style you would want. But you record those voice notes, we get those transcripts. It makes it the content very unique to your journey, your background, your story, all that stuff. [David Waxman]: So a couple of things to sort of throw at you. One, we capture email. From a lot of tippers, it’s optional, but most ones fill it in. So there’s also this opportunity to market to people that tip. And we also have power tippers. I mean, I might have people that have tipped 50 times on the system, which is crazy. So what do you do with them? That’s an interesting thing. And then the other thing, there’s these two concepts we’ve been playing with. We have this platform. We’re like, all right, whatever. To just sort of do with it, or how else could you onboard people? So one concept we had was like taking a page out of how Yelp started, right? So you know the origin story. They scraped, and this was very hard to do in 04, right? They scraped the business data, and then built pages for every business. And then you claimed it, right? [Michael Houck]: Right. DoorDash did the same thing with restaurants, actually. They would put restaurants on their platform, and drivers would go basically purchase the food, and then get reimbursed and then DoorDash would call the restaurant and be like, Hey, we’ve been sending you X thousand dollars of business per month. Do you want that to go away? [David Waxman]: Well, no. [David Waxman]: Okay. Sign up for our platform. That’s the idea is create the tipping pages. Um, I mean, the challenge is there’s no way to sort of like, how, how do you get people to tip? Cause like we could hold the money and then give it to them, but you need a QR code at the location. I mean, you could go crazy gorilla and like sticker it, I mean, that would be crazy, but there’s something there. I haven’t figured this part out of it yet. [Michael Houck]: Well, if, if you have all those emails of these tippers, there’s okay. There’s an interesting angle here to make it like, if you know that these people are willing to tip for good service, or maybe just, they believe in the business or the mission or what have you, there’s like a, there’s like a causes angle to this too, right? Where like, if these businesses have strong brands, Maybe there’s only a couple who, you know, you guys want to highlight like really good case study businesses. You can put out content and basically create like giving campaigns to them, but in service of their business, right? Like this will help the business do X, Y, Z. And then you go to that business with whatever you guys are like, Hey, here’s literally a gift of like thousands of dollars. You know, we’d love to keep sending you this, uh, let’s, let’s partner up and, and, you know, of your existing customers also participate in that. So if we can come up with those like angles to market them, then I think that could be cool and a way to as a way to engage these like existing customers. But also, I think that there’s, you know, if you guys want to, if the goal is to get this everywhere, be the volume game. It’s also about just getting the emails of these business owners who are in geographical areas who maybe you don’t already have access to or aren’t already on the platform, and, and marketing to them. Because I think that that’s, you know, that’s going to obviously be the lowest hanging fruit. [David Waxman]: Cold emails or? [Michael Houck]: So what we could do is, we have a way to get everybody’s email from social media, like almost everybody’s right. So like, if you say, hey, all the people who run, not, I guess dry cleaners could be a thing too. But all the people who run car They follow Car Wash Guy on Twitter or something, right? We can grab his followers and we can map those to their emails. And then what we can do is we can, not a traditional cold email campaign, but we can offer them something in like a one-off from the newsletter and have it be a little bit branded and say, Hey, I thought you might like this. Give them some lead magnet or something. Right. And then that way we’re leading with value to them. We do that, they’re already in the newsletter system. [David Waxman]: If they open and engage with the email, then they get roped into the main newsletter, and they just start getting it on a weekly basis from there. Super interesting. Yeah, I mean, I think there’s an opportunity there. And then the other thought we had was, you have this platform, you could easily do a buy the person behind you a coffee. And if effectively run campaigns at restaurants. They scan the QR. The business is getting a coffee paid for. They pick the item, right? They could push a drink. The person behind them can then accept it. And then you get to have the fucking tip. And you get a double bang for your buck. And it’s a win-win for everyone. And this one, I think, could really have legs. Because you could do it at coffee shops. You could even do it at bars, even though bars typically tip on the credit card system. So that was one we’ve been playing with as well that I think has a lot of virality. You could create a viral loop with that one, I think. Yeah. [Michael Houck]: And you can then turn that into interesting story content and things like that, too. [David Waxman]: And the other part of this, and we’ve had some folks do this, is you can set up our system in such a way that you can run fundraisers off through your thing. Washes, sponsored the local little league team. So we added a drop down, hey, you want to donate to to the Little League team, and you would just drop in the drop down, then you could just add that in. [Michael Houck]: Dude, this plays right into the causes angle. Because if we’re already seeing this behavior, that’s, that’s very, like encouraging for this, right, we can literally say we can find a local cause, we can partner with them, like the actual cause. And then we can say, we will bring in sponsors for this. We will bring in, you know, ways, uh, companies, local companies who will, who will run this campaign. Um, and then you can, you can pitch the cause around or around that too, and have that partnership set up. So yeah, I, I see that. I totally see that. And it’s a differentiator, you know, there’s a couple of companies doing this as well, obviously. [David Waxman]: So it’s less differentiator. None of them are doing anything like this. So, you know, for us, it’s just trying to find the right channel. I mean, I, I don’t disagree with you, This is the one area we’ve not done much with. And I’ll just show you this video. This is a video Clean Right just had made. Let me see where it’s at. I’m just going to send you this in the chat and you can just put it on your screen. For some reason it’s not really cooperating with me. [UNKNOWN_SPEAKER]: OK. [David Waxman]: This is just This was one of the car washes we’re in. First day, customers were using the, it’s really clear. [UNKNOWN_SPEAKER]: The signs are there. [UNKNOWN_SPEAKER]: They take their phone. [UNKNOWN_SPEAKER]: They’re sitting there getting their car tiled down. They scan the QR code and boom, they go into the portal. They make their tip and that’s it. So it really is, it was day one. Sometimes the surprise is that it works out the way you think it’s going to work out. You know, how many times do you do something in your life and you’re like, well, that didn’t work out. This worked out. The idea was, how do we create more tips for the team? It’s very simple. And that’s the solution. [UNKNOWN_SPEAKER]: Yeah, I have. [UNKNOWN_SPEAKER]: I mean, I recommend the Top Dipper to all my buddies. Once again, I mean it. When your team is making more money, they’re happier. It’s just, it’s that simple. Cool. [David Waxman]: So, you know, that’s some decent content. So they’ll send that out. Blasts. Yes. But you know I also like there’s all these other verticals that we should be in. There’s also the whole concept of just like continuing to engage our existing customers to like you know keep them using it. They can make their own content or I mean their own collateral their own signage. They’re also the end of the tipping flow. We’ve integrated the ability to have a TripAdvisor Facebook Facebook business page, Google business page, or Yelp page, or all of them, or some of them at the end of the tip. So you go through the tipping flow. It says, thank you for tipping. By the way, you can leave a review. So you create that feedback loop as well and drive reviews for the business. If someone’s tipping, they’re happy. [Michael Houck]: It’s a good time to try to catch a review. Yeah, I totally agree. Because it’s going to be way more likely to do it then than later. Yeah. So yeah, I guess like, I don’t know. Where’s your head at? Should I send over some like, you know, basically summarizing everything we talked about on the content side and also just like more details or like where would that be? [David Waxman]: I think that would be great in terms of a sense of how you guys work. I mean, you know, I’ve blown a lot of money on marketing that didn’t work. So I’m like, sure. And I’m sort of open to, you know, interesting ways to work with someone where maybe it’s more based on success and they get more upside. I don’t know. I think for us, we want to be very mindful of how we spend dollars. We’ve not raised outside capital. It’s all self-funded. And that’s really kind of by design to just be able to kind of like weather the storm. A few of the competitors raised venture like three or four years ago and they’re basically all fucking cooked because we know no one’s killing it here. If you have massive payroll and this and that, you’re not raising a following around. It’s over. [Michael Houck]: Yeah. I mean, I raised venture one company, I, unless I have like an idea that requires venture, I don’t think I’ll ever do it again. I don’t know. [David Waxman]: Yeah, it seems to be what most people say. And I think with some of these AI tools coming out now, I mean, you know, they’re always like, Oh, this is gonna be the first solo billion dollar. I think it’s going to happen way sooner than anyone thinks. Yeah, I think so too. I don’t know what this stuff can do. [Michael Houck]: And we’re just scratching the surface. Oh, well, I’m on the same page. And I think that there’s some opportunities here. So let me put something together. [David Waxman]: We can go from there. My partner in the business is the CEO of Everwash, which is helpful. Those guys are crushing it, by the way. I mean, they’re doing just gangbusters business. And that’s just picking rabbit. They’re just a small company and they’re just arbing the description model. It’s really something. Our dev team’s in India. It’s the same team we started with. They’re phenomenal. And then I have an amazing project manager who’s American, but she lives in Portugal and she is just fucking amazing. Sweet. Yeah. So we’re lean and mean and we just have, we have good people and we’re just, you know, we’re constantly doing like little tweaks and updates to the platform. And, you know, it’s trying to just make it more usable and et cetera. So, you know, this is the piece where, you know, we’re really want to focus now and just how do we really just, you know, if we can get it like on a good day at a car wash, you’re seeing 15 tips. So if you were in a hundred car washes at 15 tips a day, that’s pretty darn interesting. Right. And so it starts to get really interesting because we’re using AWS to host and we’re using Stripe for our payments, infinitely scalable. Yeah. Super simple. [Michael Houck]: Like as you said, lean and we still operate the same way. I’m your primary POC. I’m not going to hand you off to some account manager or anything like that. And then the people you’d be interacting with, it’s myself, it’s Blake, and it’s one writer who’s your dedicated person. [David Waxman]: There’s some pool or something like that. And the other piece is I get one support email a month, which is amazing, right? Like, it’s amazing. So I think like, the pieces are all there to really scale this thing. [Michael Houck]: And let’s, let’s tell that story, man. Let’s let’s get it out there. And look, I like working with people are like the person and I like the business. And I think this is a case where it seems like both of those are probably true. [David Waxman]: So let’s Yeah, so especially another Philly person like, you know, Have you come across Lee Jacobs, Long Journey Ventures? [Michael Houck]: Do you know him? [David Waxman]: Yeah, I don’t know him personally, but- He’s a Philly guy. [David Waxman]: Oh, is he really? [David Waxman]: I didn’t know that. He’s from Philly and yeah, man, he started his first job as a Comcast when he still lived here as like an analyst. And he’s doing it now. I mean, I’m in about four of their funds, man. [David Waxman]: These guys are fucking no joke. [Michael Houck]: I think they backed my old co-founder, one of my old co-founders. Uh, new company, uh, superpower. Oh yeah. I’m a subscriber. [David Waxman]: I’m a, I’m a guinea pig. [Michael Houck]: Oh, nice. That’s cool. Yes. Superpower. [UNKNOWN_SPEAKER]: Yeah. [David Waxman]: We were, we were the first, we were the first outside dollars in the cap table. And then I was like, I got this product and it’s pretty cool. It’s a cool brand around it. [Michael Houck]: Uh, we’ll, we’ll, we’ll see where they, where they go. Uh, Jacob is an incredible salesman. So I have a lot of faith in his ability to kind of keep things, keep things rolling. [David Waxman]: Um, space at the right time. [UNKNOWN_SPEAKER]: Yeah. [David Waxman]: And the technology is such that you can, you know, the idea is that you can have what used to cost a hundred grand a year to go to the Mayo Clinic and you can get it now for the initial price. And then all the add on tests and shit is where it starts to get super interesting for them, obviously. [Michael Houck]: Yeah. And he, um, I mean, his personal story is just insane too. [Michael Houck]: I don’t know if you’ve heard. [Michael Houck]: So we, we co-founded a company together and, Early on like I’d say less than a year in he had an insane Like health situation. He had like he was in the hospital for like two months like multiple organs were removed Shit they thought he was gonna die and He didn’t and he pulled through and he was too incapacitated to keep working on the company But he basically it would change his life. He changed his diet. He changed a whole bunch of things Took a year off and then when he came back You know, he was like I need to I going down this health rabbit hole I need to help other people do the same thing and he was like kind of ahead of the longevity trend just by default because of that What’s the lunatic guy the fucking crazy? [David Waxman]: Yeah Yeah It’s what a small, what was the company you guys started? [Michael Houck]: We started a company called Launch House. We ran co-living residencies for startup founders and then we would invest in some of their companies. I love that. [UNKNOWN_SPEAKER]: Yeah, it was cool. [Michael Houck]: We got like Andreessen involved and a whole bunch of other like really exciting people. What else really happened? [David Waxman]: Did you sell it or what did you do? No. [Michael Houck]: So we ended up folding, we raised a venture fund and we realized that like, yeah, we’d raised, we raised like an A for the, for the membership. Like the founder membership, like Soho House meets YC type model. But what we realized was, first of all, co-living is a headache to manage, right? [David Waxman]: I had Common as a tenant in one of my buildings, if you know that, if you remember them. Oh, sure, yeah. Talk about a fucking salesman, Jesus. [Michael Houck]: That fucking guy, dude. You know, it’s like when you put young, ambitious people together in houses, especially co-ed, things happen, right? Sort of Lord of the Flies. Yeah. And, you know, you have to kick people out and then they get upset and they, you know, it just became a really big headache. So there was two big sides of the business that you guys just didn’t think through, unfortunately. [UNKNOWN_SPEAKER]: No, no, no. [Michael Houck]: We, we, we knew we’d have to deal with it, but it got to the point where we were just like, Hey, we have this fund. Let’s just fold it into the fund and let that be the thing. [David Waxman]: So that’s what you guys did. You just, you just put the money out. [UNKNOWN_SPEAKER]: Nice. [David Waxman]: Winners. [Michael Houck]: Yeah, so we’ve had a few that are obviously still going, because it’s only a couple of years ago. Probably the biggest one that I’ve done on my end is Figure. So I was the first to outsend money into Figure, like AI, the robotics company. [David Waxman]: Dude, fucking sick. It’s awesome. What was it in there that spoke to you? [Michael Houck]: Brett is just, you know, the founder is a good friend. He IPO’d with his last company, and I was like, all right, here’s some money, go do something with it. [David Waxman]: That is so cool. So cool. Is there any kind of ecosystem down in Charleston? I don’t know. [Michael Houck]: I’ve been here a week. So who knows? [David Waxman]: We’ll find out. Well, yeah, I don’t know. Dude, so great to connect, man. I really appreciate it. So I’ll look for that. Let’s keep talking. You know, I’d love to try to find like a way to do this again. Like I’m very open to creative setups. So that would be the ideal for us as a Scott. So let’s see. Let’s see what we can come up with. [Michael Houck]: Cool. I’ll send some stuff over. You let me know. [David Waxman]: Awesome. Have a great day, man.