Find the moment you remember.

John Drachmanat 30:00

and so you can be I remember you know cold calling tenants a little bit more bold like you got to figure something out like your lease And by the way, like the landlord pays our fees. So like why wouldn't you be represented?

John Drachmanat 32:30

cold calling. By the way, I'm going to say this. I'm going to get a thousand called up. No, but uh you know what? I don't I get some like It's not that I get zero. I definitely but but um I I get Yeah, for sure. I think you probably have. Um I get some. It's probably harder to reach me now cuz like my my office line at work, I joke like nobody calls office lines anymore, right? So like if you call me and I don't really publish my cell phone that much, so it's a little bit harder to get a hold of me. Um, but I don't…

John Drachmanat 33:06

as many cold calls as you would think. The real irony is I get nobody stopping at my office, right? And so like when I started in brokerage, you know, I was doing office leasing and some industrial leasing and the way we call it walking buildings, right? So, traditionally cold calling in leasing brokerage, specifically office industrial, is sometimes you do it on the phone. A lot of times you just go I'm literally staring an office building right behind us in downtown Long Beach. Like you would go and you would we…

John Drachmanat 36:56

…You always want long socks. So, I still to this day wear them. Me, too. I have them on right now. Yeah, that's right. And so Dave would do live cold calling, right? And he he had his office in the Irvine Spectrum and he would do a live cold calling with you. It's really intense. And you'd be calling tenants, right? Most of the time office tenants and his whole thing was like, how do you get you got to get something in front of the decision? So like don't just he he would his big thing was you can call the person…