WEBVTT 1 00:00:00.520 --> 00:00:04.839 It's Night Side with Dan Ray on w Bezy Choston's 2 00:00:04.879 --> 00:00:05.519 Me Radio. 3 00:00:06.719 --> 00:00:09.359 Hi, welcome back. It's great to have Matt Dulian. I'm 4 00:00:09.359 --> 00:00:12.160 talking to some lacrosse right now, and uh, you know, 5 00:00:12.199 --> 00:00:14.599 I'm gonna open it's cousin Todd's on the phone. Let's 6 00:00:14.640 --> 00:00:17.839 talk to cousin Todd. Cousin Todd Todd Fernard of Fernard 7 00:00:17.920 --> 00:00:20.440 Properties is a contributor to the show when I'm on, 8 00:00:21.440 --> 00:00:23.679 and he was also before I get into talking about 9 00:00:23.679 --> 00:00:27.640 business with him. Todd isn't from a lacrosse family as well. 10 00:00:28.039 --> 00:00:31.719 A great interview with me. Did you know, Andrew, you 11 00:00:31.800 --> 00:00:33.439 guys went down and took Ben in the family. You 12 00:00:33.439 --> 00:00:34.880 guys went down to Foxborough right. 13 00:00:36.200 --> 00:00:37.920 We were down in the area. There was a whole 14 00:00:37.920 --> 00:00:41.200 bunch of June of Uh, yeah, there was. There were 15 00:00:41.240 --> 00:00:44.240 a cross tournaments going on all over U. Ben caught 16 00:00:44.280 --> 00:00:46.320 a little bit of it. But but yeah, it's uh, 17 00:00:46.759 --> 00:00:48.799 this is the season, man, It's all across all the time. 18 00:00:48.880 --> 00:00:53.520 Yeah, it's incredible. So anyways, I do see Ben Fernard 19 00:00:53.560 --> 00:00:57.159 following the footsteps of Matt Dooley. I do there similar. 20 00:00:57.159 --> 00:00:58.960 I can tell you that right now I'm making a prediction. 21 00:00:59.280 --> 00:01:00.880 No pressure on your son. 22 00:01:01.479 --> 00:01:05.760 OK, Cornell, here we come, Yeah, here you come, pany exactly. 23 00:01:05.920 --> 00:01:08.920 So the reason I want to talk to Todd Todd is 24 00:01:09.319 --> 00:01:13.760 in commercial real estate. He understands business. And one of 25 00:01:13.799 --> 00:01:16.599 the things I find fascinating Todd right now, because I 26 00:01:16.599 --> 00:01:18.400 see it with my wife and her work habage and 27 00:01:18.480 --> 00:01:20.439 in the company she's working with, is it was reading 28 00:01:20.439 --> 00:01:24.480 this article where Amazon says we want everybody in the shop. 29 00:01:24.599 --> 00:01:27.159 You got to be here five days a week, and 30 00:01:27.200 --> 00:01:29.079 then Google says, well, wait a minute, we're going to 31 00:01:29.120 --> 00:01:32.879 do three out of five. I know your company is 32 00:01:32.920 --> 00:01:36.159 not as big as those companies, but how do you 33 00:01:36.200 --> 00:01:36.840 feel about that? 34 00:01:38.400 --> 00:01:42.560 Oh? I feel I have a hundred feelings on this. 35 00:01:42.640 --> 00:01:45.359 I mean, and I don't think there's a one size 36 00:01:45.480 --> 00:01:49.680 fits all by any stretch here. But I mean, I'm 37 00:01:49.879 --> 00:01:55.200 fifty two, and I don't know. I'd rather be, you know, 38 00:01:55.280 --> 00:01:57.480 in the car on the road, in my home office, 39 00:01:57.480 --> 00:01:59.760 in the office. I get it. 40 00:02:00.120 --> 00:02:00.439 Get it. 41 00:02:01.319 --> 00:02:05.200 If I were twenty two, twenty four, thirty two and 42 00:02:05.239 --> 00:02:09.560 I was trying to really build my career and make impressions, 43 00:02:10.479 --> 00:02:12.520 I would think I would kind of feel like I 44 00:02:12.560 --> 00:02:14.719 had to be in the office. I mean, it's hard 45 00:02:14.759 --> 00:02:19.159 to make a really positive impression off a ZoomBox. But yeah, 46 00:02:19.199 --> 00:02:23.240 it's it's a you know, we're far enough away from 47 00:02:23.319 --> 00:02:26.280 the pandemic that this is no longer a safety issue, 48 00:02:27.080 --> 00:02:30.639 but it's a way of life and as an employer, 49 00:02:30.759 --> 00:02:36.319 and you know, this is still an ongoing wrestling match, 50 00:02:36.560 --> 00:02:39.800 and so I mean, we talk about it, but it's 51 00:02:40.360 --> 00:02:42.800 you know, on the one hand, I understand it, and 52 00:02:43.000 --> 00:02:46.479 on the other hand, you know, this is it's time 53 00:02:46.479 --> 00:02:48.439 to go back, man, It's time to get stuff done. 54 00:02:48.800 --> 00:02:51.759 And I think the world is kind of grappling with this, 55 00:02:51.840 --> 00:02:53.560 particularly in this country. 56 00:02:54.319 --> 00:02:57.120 Okay, let me play Devil's advocate, because I don't I 57 00:02:57.159 --> 00:02:59.080 don't know. I don't have an opinion out of the way, 58 00:03:00.039 --> 00:03:02.280 because I'm just a slob that talks on the radio 59 00:03:02.280 --> 00:03:05.960 at night when my wife makes all the money. I'm 60 00:03:06.000 --> 00:03:12.960 just being truthful. So what about the argument that in 61 00:03:13.080 --> 00:03:18.319 order to be competitive to get quality employees, because this 62 00:03:18.439 --> 00:03:20.800 is Google's argument, right, Like you say, Okay, I want 63 00:03:20.840 --> 00:03:22.919 anybody in five days a week. I can keep an 64 00:03:22.960 --> 00:03:25.639 eye on people, we can generate ideas, I can have 65 00:03:25.719 --> 00:03:30.039 team building, we can have team chemistry. But Google says, look, 66 00:03:30.120 --> 00:03:34.560 we're losing very talented people, specifically women with children, that 67 00:03:34.719 --> 00:03:36.520 say I want to be home two days a week 68 00:03:36.560 --> 00:03:38.599 to see my kids. What do you say to that? 69 00:03:38.759 --> 00:03:43.159 Yeah, I say they're not wrong. That there's a quality 70 00:03:43.159 --> 00:03:47.039 of life element that I think COVID certainly opened our 71 00:03:47.039 --> 00:03:50.840 eyes to what it feels like to spend more time 72 00:03:51.439 --> 00:03:54.199 in and around your home and to still be productive. 73 00:03:54.319 --> 00:03:57.719 So it makes sense that people would feel that way. 74 00:03:59.240 --> 00:04:01.439 I have a twenty two year old who's headed off 75 00:04:01.439 --> 00:04:04.560 to New York to go work in the investment banking field. 76 00:04:05.960 --> 00:04:09.280 He will be in the office every day, every day 77 00:04:09.840 --> 00:04:13.280 for more than twelve hours a day, and he needs 78 00:04:13.319 --> 00:04:19.360 that in order to make an impression, learn shadow understand 79 00:04:19.399 --> 00:04:21.879 the sort of the cadence of the industry. He's going 80 00:04:21.959 --> 00:04:24.399 to have to be in that office and he will be. 81 00:04:25.839 --> 00:04:28.639 I work in an industry of real estate where you 82 00:04:28.720 --> 00:04:33.040 often are in the field at the property, and we've 83 00:04:33.079 --> 00:04:36.920 realized through COVID that if our accountants are doing what 84 00:04:36.959 --> 00:04:40.360 they do in putting invoices and you know, following up 85 00:04:40.360 --> 00:04:43.399 on payables or receivables, they can do that from a 86 00:04:43.480 --> 00:04:46.879 home computer and they won't miss a beat. And if 87 00:04:46.879 --> 00:04:49.600 it's the right person, if it's a person who you 88 00:04:50.120 --> 00:04:53.519 know and trust. Then have at it. You know, come 89 00:04:53.519 --> 00:04:56.319 into the office a couple of days a week for 90 00:04:56.480 --> 00:05:00.639 someone who is more customer oriented. You know, there's a 91 00:05:00.639 --> 00:05:04.000 lot of industries where that just doesn't fly. It doesn't work. 92 00:05:04.040 --> 00:05:07.040 And so again I repeat, but it's not a one 93 00:05:07.079 --> 00:05:11.759 size fits all. But I I you know, I would 94 00:05:11.839 --> 00:05:15.120 like to see my office mates more. 95 00:05:16.800 --> 00:05:20.439 But for you, like when you say that, like, what 96 00:05:20.480 --> 00:05:23.279 does that do for you personally? 97 00:05:24.279 --> 00:05:27.480 Sure? So, okay, it's fine to write an email, it's 98 00:05:27.519 --> 00:05:30.199 fine to pick up the phone and call someone. But 99 00:05:31.079 --> 00:05:34.959 think about how many interesting ideas and thoughts and sort 100 00:05:35.000 --> 00:05:37.439 of you know, just the process of being in a 101 00:05:37.480 --> 00:05:39.519 space with someone and thinking out loud with them and 102 00:05:39.560 --> 00:05:43.240 being you know, bouncing a creative idea off or being 103 00:05:43.680 --> 00:05:45.839 told by someone that's a dumb idea. But but why 104 00:05:45.879 --> 00:05:48.319 don't you look at it this way? There are some 105 00:05:48.399 --> 00:05:53.480 things that are just inherently face to face. There's also 106 00:05:53.959 --> 00:05:58.160 there's certain kinds of information that you know, you can 107 00:05:58.279 --> 00:06:01.000 I can communicate with you with my voice, and that's fine, 108 00:06:01.680 --> 00:06:04.759 but you know, how I hold my hands, how I 109 00:06:04.800 --> 00:06:07.920 sit in my chair, how I taste around, Like there's 110 00:06:08.000 --> 00:06:10.319 all of these methods of communication that you don't have 111 00:06:10.839 --> 00:06:15.079 when you are remote. So in terms of the quality 112 00:06:15.120 --> 00:06:18.720 of ideas, in terms of sort of the process of 113 00:06:18.759 --> 00:06:23.240 being collaborative, just just being around other smart people and 114 00:06:23.279 --> 00:06:26.480 hearing what they're thinking and then you know, riffing with them. 115 00:06:27.199 --> 00:06:29.519 That is it. That is an in person thing all 116 00:06:29.600 --> 00:06:34.160 day long. They haven't created the virtual Maybe they have, 117 00:06:34.279 --> 00:06:38.480 but but you know, nothing replaces being in the same 118 00:06:38.560 --> 00:06:41.360 space as a person and feeling what they're feeling and 119 00:06:41.399 --> 00:06:44.439 talking to them about that. So I'm still in that camp. 120 00:06:44.639 --> 00:06:46.800 Well, I call it like you've experienced this with me. 121 00:06:46.920 --> 00:06:47.560 I I. 122 00:06:49.759 --> 00:06:54.560 Hate texting. If I have to text one of the 123 00:06:54.600 --> 00:06:56.600 five words, I pick up the phone and I call people, 124 00:06:57.000 --> 00:07:00.480 which some people don't like and they find annoying. I 125 00:07:00.560 --> 00:07:04.360 need personal interaction. I need to talk to a voice. 126 00:07:05.240 --> 00:07:09.160 Texting is fine. Meet me at six. I'm fifteen minutes late. Okay, yes, 127 00:07:09.639 --> 00:07:14.439 it's in my cousin Brian. Same thing. I felt like, Okay, look, 128 00:07:15.279 --> 00:07:18.839 I'm writing a paragraph. This sucks. I'm getting on the phone. Yeah, 129 00:07:19.720 --> 00:07:21.800 but that but I'm but I'm a dinosaur. 130 00:07:23.000 --> 00:07:27.959 No, but I mean, look, can you imagine the concept 131 00:07:28.000 --> 00:07:31.560 of managing a group of people and not having the 132 00:07:31.600 --> 00:07:36.199 ability to sit around a table to you know, talk 133 00:07:36.240 --> 00:07:38.639 about the day in advance or talk about the you know, 134 00:07:38.720 --> 00:07:43.160 what happened yesterday like it. You can only go so far. 135 00:07:43.959 --> 00:07:48.199 I mean, text is entirely limiting, but but the phone 136 00:07:48.279 --> 00:07:51.759 is has some limitations too, So you know, why would 137 00:07:51.800 --> 00:07:55.800 I want to be back? I look the rhythm of 138 00:07:55.839 --> 00:07:58.519 a work week. I like being and I like going 139 00:07:58.519 --> 00:08:01.000 to work. I like being around people that I work with. 140 00:08:01.120 --> 00:08:03.680 I like the energy that it sort of occurs when 141 00:08:03.680 --> 00:08:07.240 you're in that space. And quite honestly, I love going home. 142 00:08:07.560 --> 00:08:11.639 I love the concept of leaving work and saying I'm 143 00:08:11.680 --> 00:08:13.959 now in another mode, I'm in my car, and then 144 00:08:13.959 --> 00:08:16.240 I'm going to be home. I mean, there are things 145 00:08:16.279 --> 00:08:17.959 that I don't know, we didn't give a lot of 146 00:08:17.959 --> 00:08:21.000 thought to before twenty twenty, where you just had a 147 00:08:21.040 --> 00:08:23.920 rhythm to the way the world worked and there was 148 00:08:23.959 --> 00:08:28.439 something about it that was you know, effective, it was 149 00:08:28.519 --> 00:08:32.840 it was productive. We adapted during those couple of years 150 00:08:32.879 --> 00:08:35.480 at home, and then there's certain things that we kind 151 00:08:35.480 --> 00:08:38.159 of held on to. You know, if there are chores 152 00:08:38.159 --> 00:08:42.279 that I picked up, certain household chores during COVID, you 153 00:08:42.320 --> 00:08:45.120 can't just hand them back so I still fold the laundry, 154 00:08:45.200 --> 00:08:47.320 or I still unload, you know, do the dishes or 155 00:08:47.360 --> 00:08:52.440 whatever the things are. And so my world shifted after that, 156 00:08:52.600 --> 00:08:54.360 and I know a lot of peoples did too. 157 00:08:56.000 --> 00:08:58.200 The one thing about it now, I'm just going to 158 00:08:58.240 --> 00:08:59.679 go to the other side of the argument because I 159 00:08:59.720 --> 00:09:02.519 see it in my house. Instead of being in the car. 160 00:09:02.720 --> 00:09:05.360 You're up and you're starting to work at six am. 161 00:09:05.879 --> 00:09:08.240 You're in your office. You're working at six am. You're 162 00:09:08.240 --> 00:09:11.039 not commuting. You don't have to commute home. You're in 163 00:09:11.080 --> 00:09:14.159 your office till seven or Sunday morning, you go down 164 00:09:14.240 --> 00:09:16.559 in your office and you're working, or you start doing 165 00:09:16.600 --> 00:09:20.399 some stuff Saturday afternoon. If you're in your office five 166 00:09:20.480 --> 00:09:24.080 days a week, that probably doesn't happen. Is there an 167 00:09:24.159 --> 00:09:25.639 argument that can be made for that. 168 00:09:26.519 --> 00:09:29.600 Yeah, there is. There is. There's the you know, for 169 00:09:29.679 --> 00:09:32.320 some people, that hour, hour and a half long commute 170 00:09:32.320 --> 00:09:35.240 three hours a day, when you combine it, it is 171 00:09:35.960 --> 00:09:39.519 really really unproductive. Now I would argue for some people 172 00:09:39.600 --> 00:09:41.960 that's like mental health one oh one to need that 173 00:09:42.000 --> 00:09:45.279 time to separate, But that's another issue. I do think 174 00:09:45.320 --> 00:09:49.480 that if everyone in the world were driven and productive 175 00:09:49.559 --> 00:09:52.120 and at all times you were sort of capable of 176 00:09:52.120 --> 00:09:55.039 plugging in. Well, then, yeah, that's a pretty beautiful image 177 00:09:55.039 --> 00:09:56.960 where I can work from six to eight and I 178 00:09:57.000 --> 00:09:59.279 grab some breakfast, maybe get a workout, and then I 179 00:09:59.279 --> 00:10:01.559 can dive back into work. I can go pick the 180 00:10:01.639 --> 00:10:03.879 kids up at one o'clock. But then I'm diving back in. 181 00:10:04.039 --> 00:10:08.240 And that sounds on paper like a really brilliantly kind 182 00:10:08.240 --> 00:10:13.440 of laid out schedule. The reality is you work from home. 183 00:10:14.000 --> 00:10:18.159 There are constant you know, someone's knocking at the door, 184 00:10:18.240 --> 00:10:20.720 you're on a conference call, what do you do? Kids 185 00:10:20.759 --> 00:10:23.399 come home, they're bored, they want to you know, what 186 00:10:23.440 --> 00:10:26.399 do you do? It's not as picture perfect as we'd 187 00:10:26.440 --> 00:10:29.519 like to believe it is. There are moments, for sure, 188 00:10:29.639 --> 00:10:34.159 and look, connectivity or you know, really good technology allows 189 00:10:34.200 --> 00:10:36.919 me to sit at my home computer and no different, 190 00:10:37.080 --> 00:10:39.600 I have access to every file and every sort of 191 00:10:39.720 --> 00:10:45.440 ounce of technology. I can be productive. But again, I 192 00:10:45.759 --> 00:10:48.159 come back to sort of the notion that like the 193 00:10:48.320 --> 00:10:53.320 cadence of a really productive work day has morphed into 194 00:10:53.360 --> 00:10:57.879 something very different. And so I don't know, there are 195 00:10:57.879 --> 00:11:00.799 bits and pieces candidly of each that I really like 196 00:11:00.879 --> 00:11:04.720 and kind of respect and want, But I do believe 197 00:11:04.759 --> 00:11:08.399 that that we're more productive when we have a workplace 198 00:11:08.440 --> 00:11:12.440 and a home place, and you are, you know, engaged 199 00:11:12.480 --> 00:11:14.519 at work when you're at work, and then when you leave, 200 00:11:14.799 --> 00:11:18.600 you know you're in another space. So I call me 201 00:11:18.600 --> 00:11:20.639 a dinosaur if you want, but I'm still kind of 202 00:11:20.639 --> 00:11:21.320 in that space. 203 00:11:21.799 --> 00:11:24.279 I want to talk about the sales process because I 204 00:11:24.320 --> 00:11:26.720 think when I was in sales one hundred years ago, 205 00:11:27.559 --> 00:11:29.799 it was still an in person business. Is it's still 206 00:11:29.840 --> 00:11:32.320 an in person business. That's coming up next with Todd Fernard, 207 00:11:32.399 --> 00:11:33.480 CEO of and our Properties. 208 00:11:33.519 --> 00:11:38.279 After this, it's Night Side with Dan Ray on WBZ, 209 00:11:38.600 --> 00:11:39.679 Boston's news. 210 00:11:39.519 --> 00:11:45.159 Radio carry Tageray for Dan Ringer and WBZ Sam Metler, 211 00:11:45.679 --> 00:11:48.639 the moderate from the West Coast and former camp made 212 00:11:48.679 --> 00:11:52.159 of my guest Todd Fernard George. I said, eleven o'clock. 213 00:11:52.159 --> 00:11:55.399 Now Sam comes on because he believes that everybody's screwed, 214 00:11:55.399 --> 00:11:58.759 Republicans and Democrats, which in Los Angeles makes a public 215 00:11:58.799 --> 00:12:03.600 evnemy number one, so he will, Yeah, he goes after everybody. 216 00:12:03.600 --> 00:12:06.360 So that's coming up at eleven o'clock right here on WBC. 217 00:12:07.279 --> 00:12:09.440 I want to talk about the sales process. This is 218 00:12:09.440 --> 00:12:11.519 something I did when I started out. I was in radio. 219 00:12:11.600 --> 00:12:14.120 I was working part time just and I worked in 220 00:12:14.679 --> 00:12:18.039 I sold bank, I sold God. Here's another connection. I 221 00:12:18.080 --> 00:12:21.120 sold Lauren stanchions of all things. You know. Oh, there 222 00:12:21.159 --> 00:12:24.159 you go, velvet ropes, velvet ropes. Woo. The mark up 223 00:12:24.200 --> 00:12:26.159 on that stuff was incredible. No one of those guys 224 00:12:26.200 --> 00:12:32.799 were rich. I Amazon's great. Like I want to buy soap, fine, 225 00:12:33.559 --> 00:12:37.840 I want to order some batteries, fine. I don't want 226 00:12:37.840 --> 00:12:40.200 to have a car delivered to my house. Now. I'm 227 00:12:40.240 --> 00:12:42.399 not going to mention any company names because it works 228 00:12:42.399 --> 00:12:44.559 for some people and it doesn't work for others. You know, 229 00:12:44.679 --> 00:12:50.080 in downtown Boston, there's that big thing there on mass 230 00:12:50.120 --> 00:12:53.600 av I think where they they showed cars that you 231 00:12:53.639 --> 00:12:55.600 can buy or you can whatever. It's a thing for 232 00:12:56.240 --> 00:13:00.159 carv on. Like you like basing cars online. I can't buy. 233 00:13:00.240 --> 00:13:02.360 I have to go sit in a car. I have 234 00:13:02.399 --> 00:13:07.279 to go talk to somebody. So talk about the sales process, 235 00:13:07.320 --> 00:13:12.759 in how you feel that that has changed, and in 236 00:13:12.799 --> 00:13:13.600 how it varies. 237 00:13:14.440 --> 00:13:19.440 Sure, so I'll say this, I mean, technology is, it's 238 00:13:19.559 --> 00:13:23.440 it's everywhere, it's ubiquitous, it's all around us. It is uh, 239 00:13:23.759 --> 00:13:26.320 you know, and and you'd be wise to sort of 240 00:13:26.320 --> 00:13:30.200 figure out how to use it, of course, but for us, 241 00:13:30.320 --> 00:13:32.840 and we're in the business of filling space. We're in 242 00:13:32.840 --> 00:13:36.559 the business of creating spaces and then finding tenants to 243 00:13:36.759 --> 00:13:40.440 occupy those spaces. And so there are all kinds of 244 00:13:42.279 --> 00:13:46.519 great tech tech advancements that allow us to, you know, 245 00:13:46.720 --> 00:13:51.399 quickly root out every operator of this type, of this size. 246 00:13:51.759 --> 00:13:54.399 Here's their name, here's their number, go talk to them. 247 00:13:54.879 --> 00:13:57.720 And if at that point you then sent your mass 248 00:13:57.759 --> 00:14:01.159 email out to them, in my opinion, you'd get absolutely 249 00:14:01.200 --> 00:14:04.879 nowhere that you know, then when it becomes a sales 250 00:14:04.919 --> 00:14:07.879 process or a pitch of sorts, that is a human 251 00:14:08.200 --> 00:14:11.200 that's a human endeavor. That is something where you know, 252 00:14:11.759 --> 00:14:12.879 tell me where, tell me. 253 00:14:12.799 --> 00:14:14.320 Where to drive, or who to call. 254 00:14:14.559 --> 00:14:16.720 I would much prefer to see that person and you know, 255 00:14:16.799 --> 00:14:19.519 face to face, talk to them, walk into their store, 256 00:14:20.000 --> 00:14:22.039 tell them why I think they would do better in 257 00:14:22.120 --> 00:14:26.200 my location than the location they're in. But but to me, 258 00:14:27.279 --> 00:14:29.639 sales is this art form, that is this It's this 259 00:14:29.840 --> 00:14:33.240 combination of you know, how do you use technology to 260 00:14:33.279 --> 00:14:35.639 your benefit, but then how do you then use your 261 00:14:35.720 --> 00:14:41.039 human skills to essentially make the sale. I think that's true. 262 00:14:42.120 --> 00:14:44.879 I think that's true everywhere but I'm sure there are 263 00:14:44.960 --> 00:14:49.000 examples where you know it is purely a you know, 264 00:14:49.080 --> 00:14:51.120 you've got to you've got to send out a million 265 00:14:51.159 --> 00:14:54.639 emails or a million text messages or in d MS 266 00:14:54.759 --> 00:14:57.960 or whatever, and then that's how you create your your 267 00:14:58.000 --> 00:15:02.200 your sales. But I don't know. I mean to your 268 00:15:02.240 --> 00:15:06.039 original question about working from home. If you're twenty four 269 00:15:06.159 --> 00:15:09.360 years old and you're an aggressive salesperson and you're willing 270 00:15:09.399 --> 00:15:11.159 to get into the office every day and get on 271 00:15:11.200 --> 00:15:14.080 the road and make sales calls in person, I got 272 00:15:14.080 --> 00:15:16.399 to believe you've got such a massive leg up on 273 00:15:16.480 --> 00:15:18.440 every other twenty four year old that wants to work 274 00:15:18.440 --> 00:15:22.919 from home for three days a week. So that's my take. 275 00:15:23.080 --> 00:15:27.399 Well, I going back to my sales days. I think 276 00:15:27.480 --> 00:15:29.759 what technology allows you to do is that you can 277 00:15:29.879 --> 00:15:36.080 qualify a prospect. It's a rifle shot approach versus a 278 00:15:36.559 --> 00:15:39.320 what we would call like a shotgun approach. I'm sorry 279 00:15:39.399 --> 00:15:44.519 about the weaponryturn yeah, but you know, or a laser approach. 280 00:15:44.559 --> 00:15:47.159 I should say where I can look at my clients, 281 00:15:47.279 --> 00:15:50.679 and I could say through technology, I save time because 282 00:15:50.720 --> 00:15:53.000 I'll look at maybe twenty five prospects and I can 283 00:15:53.039 --> 00:15:55.080 look at the details of what they're doing, and I go, 284 00:15:55.639 --> 00:15:59.519 you know, ten of those people, I don't have a shot. Yeah, 285 00:16:00.240 --> 00:16:04.240 file maybe those ten. So if I take might and 286 00:16:04.360 --> 00:16:07.600 use my time and hone in on those ten and 287 00:16:07.679 --> 00:16:11.240 go knocking on those doors, that's the way to do it. 288 00:16:12.279 --> 00:16:15.039 I agree, And I think the key part of what 289 00:16:15.080 --> 00:16:16.960 you just said is knocking on their door, right, Like, 290 00:16:17.120 --> 00:16:20.120 ultimately you want to get in front of them. You 291 00:16:20.159 --> 00:16:23.080 want to literally shake their hand, you want to look 292 00:16:23.120 --> 00:16:25.399 them in the eye. You want them to feel like 293 00:16:25.519 --> 00:16:28.919 they know. I remember Gary Tangway, he sold me those 294 00:16:29.000 --> 00:16:32.519 You know that there's a point of connectivity. And then 295 00:16:32.559 --> 00:16:35.600 once you have that point of connectivity, now it's a 296 00:16:35.639 --> 00:16:38.360 relationship that Now it's your job to sort of maintain that. 297 00:16:38.840 --> 00:16:41.399 And whether that means you know, cocktails on a Thursday 298 00:16:41.480 --> 00:16:44.080 night or a Red Sox game, or just a note 299 00:16:44.159 --> 00:16:48.039 checking in that there's a familiarity. You know, at the 300 00:16:48.120 --> 00:16:52.120 end of the day, the human aspect there is what 301 00:16:52.159 --> 00:16:57.600 will make the sale, you know, and look, there are 302 00:16:57.639 --> 00:17:00.360 people who sell widgets and whether you get that for 303 00:17:00.399 --> 00:17:02.919 three cents or two cents, that's that's what we'll determine. 304 00:17:03.000 --> 00:17:06.359 And so you know, perhaps for that salesperson, you know, 305 00:17:06.680 --> 00:17:10.319 a personal relationship is a bit less important, but generally speaking, 306 00:17:12.000 --> 00:17:15.240 there is no substitute for ticket items. 307 00:17:15.359 --> 00:17:17.359 Like if someone's coming to the hard properties and you 308 00:17:17.359 --> 00:17:20.480 have a space, right and lord knows, I mean, you've 309 00:17:20.519 --> 00:17:23.480 had to make adjustments now where well, for we were 310 00:17:23.519 --> 00:17:26.240 at the Lacrosse Championships, and I have seen Patriot Place 311 00:17:26.359 --> 00:17:29.640 change over. And I know that's that's not your your 312 00:17:29.799 --> 00:17:32.079 your area, that's a craft thing. But you know, I know, 313 00:17:32.160 --> 00:17:36.200 I remember when Patriot Pig started, where god you had 314 00:17:37.599 --> 00:17:38.440 what's the it. 315 00:17:39.319 --> 00:17:41.359 Was just big name that in the beginning, it was 316 00:17:41.400 --> 00:17:44.759 just big name national retailers. They took a mall, they 317 00:17:45.000 --> 00:17:47.160 they've made it an outdoor mall, and that's what they did. 318 00:17:47.160 --> 00:17:50.480 And by the way, fifteen twenty years ago, that was 319 00:17:50.519 --> 00:17:54.759 good enough. That's all you had to do. But the 320 00:17:54.759 --> 00:17:57.119 the you know, in the world of retail, real estate 321 00:17:57.200 --> 00:17:59.880 or place making or call it whatever you want, it 322 00:18:00.160 --> 00:18:03.039 had better be the most unique, the one of a kind. 323 00:18:03.480 --> 00:18:05.440 You have to get off your couch to come have 324 00:18:05.599 --> 00:18:08.680 this experience. And the Crafts have done a really nice 325 00:18:08.720 --> 00:18:11.720 job with Patriot Place. You could point at any number 326 00:18:11.720 --> 00:18:18.079 of you know, outdoor, interesting, compelling retail experiences, but that 327 00:18:18.279 --> 00:18:22.640 as you say, that's evolved wildly over the last just 328 00:18:22.720 --> 00:18:23.240 ten years. 329 00:18:23.440 --> 00:18:25.200 Right, Well, what I noticed with the down at the 330 00:18:25.240 --> 00:18:27.599 Lacrosse Championships is because when I was doing the period 331 00:18:27.599 --> 00:18:29.960 game show, you know, you had Victoria's Secret. That was 332 00:18:30.000 --> 00:18:32.519 the big thing. So we're gonna put Victoria's secret whether 333 00:18:32.519 --> 00:18:35.440 people come in the clothing thing didn't really work. But 334 00:18:35.559 --> 00:18:40.400 what they have now is entertainment bars, restaurants, ice cream shots, 335 00:18:40.440 --> 00:18:43.920 and the place is jammed, so that yeah, you know, 336 00:18:43.960 --> 00:18:48.519 it's not necessarily it's not necessarily a shopping experience. It's 337 00:18:48.559 --> 00:18:53.240 an entertainment experience completely. I mean, we use this term. 338 00:18:53.799 --> 00:18:58.880 They're all un they've created an unamazonable experience. It is 339 00:18:59.200 --> 00:19:02.240 all the things that you can't get on your cell phone. Right, 340 00:19:02.279 --> 00:19:04.759 you can't drink a cocktail on your phone. You can't 341 00:19:05.000 --> 00:19:08.200 you know, go on a date. You probably can. I 342 00:19:08.200 --> 00:19:11.480 should take that back, but you know, you the things 343 00:19:11.480 --> 00:19:13.839 that are compelling enough for you to leave your couch 344 00:19:13.960 --> 00:19:16.000 or leave your apartment or what have you and go 345 00:19:16.160 --> 00:19:20.839 out that they they've all realized that, like it's it's 346 00:19:20.880 --> 00:19:26.279 about creating an experience or an entertainment option for people, 347 00:19:26.359 --> 00:19:29.799 or several options. That's too good, too good to pass up. 348 00:19:31.039 --> 00:19:32.160 I know you love clothes. 349 00:19:33.359 --> 00:19:34.839 I do. 350 00:19:34.720 --> 00:19:36.119 Do you have to go into a store? 351 00:19:37.920 --> 00:19:38.279 I do? 352 00:19:38.680 --> 00:19:38.960 I have? 353 00:19:39.160 --> 00:19:42.440 I have I have to touch the sweater in the 354 00:19:42.480 --> 00:19:45.480 same way that you may want to, you know, feel 355 00:19:45.519 --> 00:19:49.079 the avocado before you pick your avocado. I mean, I 356 00:19:49.160 --> 00:19:53.880 actually I'm embarrassed to admit it, but I enjoy grocery shopping. 357 00:19:54.039 --> 00:19:56.839 I enjoy going into a store and seeing sort of 358 00:19:56.880 --> 00:20:00.319 what it feels like or or looks like. I'm I am. 359 00:20:00.480 --> 00:20:04.000 I've realized that I'm not good at five five things 360 00:20:04.039 --> 00:20:06.720 to return four of them. I'll buy five things and 361 00:20:06.839 --> 00:20:09.119 forget to return them and then be pissed off at 362 00:20:09.119 --> 00:20:13.279 myself for six months. So you know it it there. 363 00:20:13.799 --> 00:20:17.000 I'm old school in that regard, but I actually think 364 00:20:17.079 --> 00:20:21.799 that even retailers are getting better at making their store 365 00:20:21.880 --> 00:20:26.880 experience worth going Going to it is a better experience. 366 00:20:27.000 --> 00:20:30.680 It's it's I mean, I think we're seeing these things 367 00:20:30.680 --> 00:20:32.000 innovate in front of our eyes. 368 00:20:32.200 --> 00:20:35.599 I agreed, like an idiot. I sometimes on Instagram, I'll 369 00:20:35.640 --> 00:20:37.640 see something like a shirt, Oh I like. My wife 370 00:20:37.720 --> 00:20:40.200 laughs at me. Anything I buy on Instagram is always 371 00:20:40.200 --> 00:20:43.279 a piece of crap. Yeah, it's a piece of and 372 00:20:43.319 --> 00:20:46.039 I go, oh my god, what a deal. Twenty nine bucks. Yeah, 373 00:20:46.319 --> 00:20:50.480 because it costs five cents. You know, you still have 374 00:20:50.559 --> 00:20:53.000 to go grocery shopping. You still have to go buy clothes. 375 00:20:53.519 --> 00:20:56.319 And I do remember this, this was a while ago. 376 00:20:56.359 --> 00:20:59.920 You probably know the details, but the Brighters of the 377 00:21:00.119 --> 00:21:06.200 right felt grocery shopping is going to become a deliverable system, right, 378 00:21:06.359 --> 00:21:09.240 that's what's going to happen. And yeah, I mean, well, 379 00:21:09.240 --> 00:21:12.599 the Amazon bought you know, Whole Foods, and they had 380 00:21:12.880 --> 00:21:16.559 this system, they had distribution channels, they had warehouses set up, 381 00:21:16.599 --> 00:21:19.839 and it failed miserably because of what you just said. 382 00:21:20.160 --> 00:21:24.240 Nobody wants to buy a cump quot online. How about that? 383 00:21:24.640 --> 00:21:25.799 Put that on a billboard. 384 00:21:26.480 --> 00:21:28.680 There you go. No, no one thought you could use 385 00:21:28.720 --> 00:21:30.680 the word kum quote tonight, but there it is. You did. 386 00:21:32.400 --> 00:21:37.119 I actually think that grocery shopping not all not for 387 00:21:37.160 --> 00:21:40.119 everyone and not all the time. But I think there 388 00:21:40.200 --> 00:21:45.440 is something in our DNA that actually likes the process 389 00:21:45.680 --> 00:21:51.200 of picking the things and browsing and and you know, 390 00:21:52.119 --> 00:21:54.079 you build a list, you go in, you check off 391 00:21:54.119 --> 00:21:56.359 the things on the lip that there's something really. 392 00:21:56.559 --> 00:21:58.160 Great about that. That's an accomplishment. 393 00:21:59.119 --> 00:22:02.720 Yeah, yeah, I mean we like like many families. I mean, 394 00:22:02.759 --> 00:22:05.720 I think we use instacart from time to time, and 395 00:22:05.759 --> 00:22:09.200 it's mostly for you know, the paper towels and the 396 00:22:09.240 --> 00:22:11.720 tissue you know, the tissue boxes or whatever those things 397 00:22:11.759 --> 00:22:13.759 that are. You know, you don't need to you know 398 00:22:13.799 --> 00:22:19.680 what it is produce meat. You know, there's certain things 399 00:22:19.720 --> 00:22:23.119 that I take. I enjoy the process of going to 400 00:22:23.160 --> 00:22:26.000 the meat counter and picking the actual steak that we're 401 00:22:26.039 --> 00:22:29.279