Growing in Charlotte with Travis Wood

Travis Wood 00:26

Yeah, thanks for having me. look forward to it. and happy Friday out there. I don't know when this is gonna be posted but always good hopping on a podcast on a Friday.

Travis Wood 00:39

Yeah, so Greg in our office, he's got a vision, he's very creative and you know, he's like, We need a map wall and so we're sitting here just looking at Charlotte. This is, you know, the greater Charlotte area and then you've got pockets of different neighborhoods within. So yeah, he had these custom made and they kind of fit the Lee branding and vibe and they go really well in our conference room here, so

Travis Wood 01:12

I I'd pull 'em over here but they're you know, they're kinda sacred. But yeah, the shoes, everything. it's a vibe in our office, for sure. Got it gotta rep the Lee stuff.

Travis Wood 01:54

Yeah, definitely. I think, you know, most people go the opposite route or they their brokerage and then they hop on to, you know, an institutional group or something. But yeah, Prologis is super grateful to you know, have almost fell into that position and that opportunity and you know, it's obviously you know it's a great company and I learned from the best up in the Baltimore DC office. shout out to them because, you know it they're honestly some of the best i in the industry and yeah so started with prologis and was really on the property management side so I like to think about learning it from the ground up and starting with property management and understanding hey what is a pit leveler and all the little just basic stuff from the early on. Yeah, things that can break, how CAM works, what the reconciliations look like and everything in between and then gradually kinda worked my way up there and moved over to leasing.

Travis Wood 02:56

So ha got the foundation of industrial what's industrial and then moved to leasing and started to understand the deals and how it all works. so spent about six years, a little over six years there and again super grateful for that time and the people.

Travis Wood 03:14

We were the leasing team was pretty small. So we were three people really, four people, kind of covering fifteen, sixteen th million square feet. So i it was just it was pretty lean, but obviously we rely a lot on the brokers and their expertise and bringing in customers as they say. I can't say tenants, you know, but bringing in the customers and yeah, it's just it's a relationship business as you know and I think looking back at in my resume, you know, all my roles have been people, you know, facing and that's the name of the game for real estate and for us. So yeah.

Travis Wood 04:21

Yeah, and I I'd say transitioning into brokerage and just bringing that to the table, it's like, you know, Prologis works with all the shops, right? and they have to just to understand the Tim's list and who's in the you know, the data from every shop. And one thing I learned there is, you know, every shop's got a different approach, maybe a different, you know, on the creativity side of things, a little bit different angle and through my years there it was great to kind of absorb all that and now bring it to the brokerage side and I'm on a four person team here in Charlotte and just thinking back to some of those pitches, thinking back to some of those, you know, create creative moments and just kind of, you know, picking and choosing what applies to what we're doing here and I'd say that experience is helped me a lot. early on. Yeah.

Travis Wood 05:32

Yeah, and it's you know, thinking about Lee and how every office is, you know, privately owned and we have the name but every office is run a little bit different and when I came down to help open this office, you know, we had not yeah, we had nothing essentially and we had to build the tracks from day one. and I use that analogy often, you know, it we're we were laying down the tracks and now we're rolling pretty hard but Yeah, it's the little things of even just certain documents and Yeah, hey, you know,

Travis Wood 06:06

Maglev, but so yeah, it just taking all that as well and applying it to the new office here is the I'm grateful for the experience and Prologis obviously great company. So yeah.

Travis Wood 06:36

Yeah, so a little bit of everything. I you know, at Prologis, knowing all the brokers up there, just caught wind that Lee was planting a flag here in Charlotte. obviously we have it surrounded, but Greg Pieratt, you know, heard he was some cool guy from San Diego moving to Charlotte to open something up and that really

Travis Wood 06:59

Yeah. But it piqued my interest 'cause I'm like, this guy's moving from like San Diego, That's like everyone's a dream to live there and he's moving over here to Charlotte. There must be something there. And just connecting with him, we hit it off and so that was how I got connected. It was basically through the brokerage community. and then we hit it off and my wife and I looked at each other and said, If we're gonna do anything crazy, we don't have any kids, you know, if we're gonna do anything crazy and move, it's now. And one thing that I keep going back to is if you think about any very highly successful person, you know, billionaires, you eve Tony Robb, like if you listen to these guys and women, you know, one thing that sticks out is they all came to this inflection point where they had to take a risk and do something. And that's how they got to the next step. So, You know, to me it was a risky I'm going from a salary position at Prologis and jumping over to the dark side and brokerage and add a new office,

Travis Wood 08:05

New city, all of it. So we went, you know, head first and it it's been great. And I'd say thinking about, hey, you have to take risks in life to get to the next level. it it's certainly helped me through it and again it's not all easy, obviously. It's not all sunshines and rainbows. But I think me personally doing going through that has made me a stronger person and everything personally and professionally. So

Travis Wood 08:35

Yeah, it's it was a risk but Charlotte's a great spot. You know, a hundred and thirty five people a day are moving to Charlotte and I'd say one in fifteen are actually from Charlotte. So no one's from here and everyone's kind of in the same boat and it's a great spot. and the growth is insane, which is also part of the reason why you know, we made the jump down here. So yeah, it's

Travis Wood 09:04

Well, hey, that's yeah, that's the other part of it. It's you're exploring a new city and that's always fun and exciting. You know, we're where the new restaurants like we can go to and you know, we were in I've been in Baltimore my whole life and love Baltimore, but we've my wife and I essentially exhausted all the restaurants and stuff there and it going to a new city and exploring is there's a lot of fun involved with that. so Yeah, it's been great. We do have some family here which was part of the calculus and yeah, it's just it's a cool spot. They call it clean and green. so it's a very clean city. There's a lot of parks, so there's a lot of you know, a lot of greenery and greenways and again I don't wanna sound like the EDC here and just, you know, talking up Charlotte, but it it's a great spot. And there's a reason why, you know, that hundred and thirty five plus or minus people are moving here every day. it's a great place to be.

Travis Wood 10:09

Hey, what is uptown, right? I thought we were going downtown. No. so really, you know, back in the day, I guess, before there was cars and whatnot, every direction, north, south, east, west, if you're going downtown, it was up hill in every direction. So the city's built on this hill, every direction is up, hence uptown. And that's why they call it Uptown. But that is the downtown and yeah, it's a great spot. A lot of the banks are headquartered here. huge all the banks are here and most are headquartered here, the corporate headquarters. So it's a vibrant city and you know, you drive through there around lunchtime during the week. it's busy. There's a lot of people walking around and it it's great to see.

Travis Wood 11:02

Same thing. Yes sir. Yeah. Uptown is downtown and the reason for the name is because of the elevation. Yeah.

Travis Wood 11:20

Yeah, no. that just kinda happened organically. I guess after the first year, you know, me, Jack McDermott, Philip Mugrage and Greg, we teamed up just you know, it was a better way to kind of divide and conquer and get to the next level quicker versus everyone being siloed and yeah, the name JGPT obviously, it's all of our first initials, but it was a little bit of a play on the GPT AI kind of wave and you know we get that question a lot. You know, we have an email, it's JGPT at Lee & Associates and you know people are like, is there AI on our email thread? Like what is that? What is this GPT? So it's a no, it's HI. We got a lot of human intelligence on it. But no, it there's it's a great conversation starter. And you know, I think the branding is getting better. and we're getting our JGPT name out there. So

Travis Wood 13:16

No, it's great and we all get along on and off the field, which is great and from what I hear rare somewhat rare. But no, I think you're right. it's the different perspectives, experience, you know, a lot of times we'll be siloed and we have the blinders on of how we're looking at something and you know, a teammate can come in with a totally different kind of perspective that you didn't think about and that can change the entire dynamic of how you're looking at a deal or how you're working with the tenant. so yeah, it's teamwork makes the dream work. I know it's cliche, but it's true.

Travis Wood 14:05

Yeah, I think dividing and conquering is geographical. So, you know, we're all kind of hunting in different areas. Obviously you don't wanna trip over each other too much, but all hunting a in different areas and trying to drum up some business and once we get a hold of something, yeah, we're all working together on it and trying to collaborate as best as possible. But yeah, I'd say the big difference is just geographical. That's it really. So yeah. But we're all doing, you know.

Travis Wood 14:40

Yeah, I'd say it's all of it. It's everything industrial is what I say, but I think primarily we've focused on you know, sales and talking to owners. You know, being new to the market, I think it's important for us to, you know, get into get with owners as opposed to in and smaller owner. I think our buy box is a little smaller than say institutional, but it it's a lot of on the owner side, so whether that's, you know, listing something or trying to work something off market. and again my background prologis is I'm always thinking about the customer and that has helped on the tenor rep side. So we're doing that as well. but it's everything, Justin. So it's like I sa always say, it's everything industrial. But

Travis Wood 15:27

Yeah, I think what's interesting for us is You know, Greg is also a very tenant rep focused background and you know, it's what we love the most is learning about these customers, these users, what they're doing inside the warehouse and it always amazes me. There's a million ways to make money in this world and

Travis Wood 15:50

Yeah. and you're paying a hundred thousand dollars in rent to store stuffed animals. Like that's the cool stuff and that's where we geek out and

Travis Wood 15:59

Yeah, and that's where we kind of geek out on the stuff and really love the business for that reason and just seeing the user light up about explaining how their operation works is it's awesome. So, yeah.

Travis Wood 17:39

No, I think being agile you have to be, right? That's why I say everything industrial. if I'm just an investment sales guy, you know, and the ten year goes the five and a half, god forbid, you know, and you know, things get harder and you know, I think you have to be able to you know, you have to be on your toes and be open to doing different things. And again, if your a if my area of expertise is industrial, you know, everything industrial I keep saying it, but you know, you can provide a solution to the tenant, to the owner, to whoever, it doesn't have to be kind of one sided. So yeah, that's why we focus on we focus on it all and yeah.

Travis Wood 18:24

We have I seventeen, I believe, is the number now. And yeah, so we're on a four person team. and we're doing everything from self storage to medical. obviously very heavy on the industrial side, but we have retail brokers.

Travis Wood 18:42

Yes, Eric is yep, he's an honorary member of the office. He's out here in Charlotte.

Travis Wood 19:11

Yeah, I was just gonna say the experience he has is unbelievable and he talks about some of the previous deals he's done and you know, I he's done it all you know, which is hard to do in this business, but he he's had a scenario very close to, you know, present day situations and he can talk to him really well and yeah, he's he he's great to have here in Charlotte.

Travis Wood 19:39

Yeah, self storage, medical, retail, industrial, office. So yeah, we're hitting all the asset classes and we've grown pretty quickly here in two and a half years. It's it's flown by.

Travis Wood 20:14

Yeah, and well in terms of prospecting generally, I mean it's you have to do it, right? It's you know, you can have the biggest pipeline in the world, but not all those deals are gonna go through and you have to continuously fill the pipeline. So, you know, we make it an effort on our team to at least, you know, four hours a day we're cold calling, texting, emailing. I'd say it's harder and harder with all the spam calls to start making a bunch of cold calls, but you

Travis Wood 20:48

Right. So yeah, so i my approach and everyone's got a different style, my approach has been a lot more casual and not, hey, this is Travis Wood, how are you today? Like that to me, I can't you know, put yourself on the receiving end of that. And as soon as you hear yeah, how are you doing today or whatever, it's sa it's too salesy for me. So I've always been a lot more, you know, casual and more direct and that's worked and we talk about this all the time. There's been owners where or tenants that I've called and they're not picking up the phone or they don't like the tone of my voice or how casual I am but my partner can be a little bit more prof professional and polished and that gets through. So you gotta think about who's receiving the call too and they may not vibe with you as well as someone else or it's the little things in human psychology that, you know that work or don't work. And so it's all about timing and kind of meshing two personalities together really. So I I'd say there's no right way but just whatever works for you and you just gotta try it all because, you know, someday it might something might not work and the next day it might and so yeah I think you know, one you gotta prospect. Two you gotta set time to do it and three, you gotta kinda find your personality on the phone or whatnot.

Travis Wood 22:20

Well, I'd love to do eight hours but then, you know, once you start doing deals and having to do a lot of transaction management, it that eats your time. So you really have to find the time to prospect or, you know, it's you start getting nervous, you know, when stuff falls through and you don't have anything to fill it.

Travis Wood 23:46

Yeah, definitely. and we had Lip come in and give us the whole spiel. you know, and we have our accountability kind of metrics and stuff like that. But and you need those, right?

Travis Wood 23:58

Oh yeah. but you yeah, you kinda need those, right? To yeah, to stay on task on the prospecting because one thing I've learned is I love doing the deals and you can your mind can really go to, okay, let's I wanna work on this deal. I wanna work on this survey. I wanna like really get into the deep the details of this pitch when, you know, that's not necessarily making you the money versus prospecting. And obviously there's a balance of everything, but you know, if you have an hour scheduled of calling and you've got this big pitch on your mind, your mind is going to go, I wanna work on this pitch versus cold call. So you're constantly fighting that. And I think the accountability is key to keep you on track on it.

Travis Wood 24:45

So I've been doing something recently where I don't leave a voicemail on the first go. I'll call, no voicemail. I'll typically send a text right after. Say, hey, just try to, you know, give me a call back when you can. I had a few questions about your property here. Keep it vague, you know, and just try to get them to call back on the phone. and I think being vague at first is good to try to get them on the line and then really go to work. But yeah, I voicemails are no on the first one, but if I call 'em back a day or two days later, yeah, I might leave one. But I think texting is has has helped a lot and you're not necessarily revealing everything on your text. it's more so, hey, just try to call you know, give me a call back when you can. And I think that's important nowadays.

Travis Wood 25:55

Right, and in the day of AI, like they know you're real. You know? It's not some automated system or text, it's

Travis Wood 26:08

Exactly. So that's another element of the text as well. And again when you get very tight and scripted and stuff and that works for some people, but for me it feels especially in this AI age and a lot of the spam calls, it just feels like another one of those. And it's all about how do you differentiate yourself, how do you get them on the phone and texting and being a little bit more casual for lack of a better term is how I've approached it and been successful. So but again, and it's sorry to keep going here, but it's you know, this game is a lot of timing and it's a lot of luck. And you know, how do you get lucky more? It's you put yourself in a position to be lucky and you give yourself more chances. So a lot of it's the timing and a little bit of luck and you've gotta do it consistently and then, you know, more will hit.

Travis Wood 27:14

Yeah. A hundred percent. Yeah, that's it.

Travis Wood 27:24

No. it's my last ditch effort if I if I'm not reaching 'em, you know, if or if I can't find the right number or whatever and, yeah, I'm sending some handwritten notes. I haven't had any success with it. Yeah. Well actually I take that back. I've had one that I've gotten a call back from a letter and I suspected

Travis Wood 27:45

She was over the age of 80. so she appreciated it. But you know, I it's yeah, you gotta try it every you gotta try everything. You gotta have as many lines in the water as you can. And if sending a handwritten note is one, I'll do it. My handwriting's not very good, but you know, that's alright. That's all.

Travis Wood 28:25

Right, yeah.

Travis Wood 28:36

Yeah, we're using Unreal, which is it's a newer one and I think with the AI these days, all these platforms just they keep evolving and evolving rapidly. So we've gone from one to the next and we're just trying to CRM I think in our industry is one of the hardest things to you know, find one that you like.

Travis Wood 29:02

Well, yeah. And I think being on a team, you know, you wanna have one, but everyone's brain works differently. Everyone looks at a CRM a little differently and some people like more fields and more analytics and I'm the opposite. You know, I like it's simple speed. I want the main points, I wanna be able to see it all in one place and Unreal does a good job of that. yeah. So and CRE OneSource. shout out to Craig. You know, that's a great one as well. unfortunately I got voted off the island for that one with the rest of the team. But, you know, we're a democratic team here, so you know, we vote on things and yeah, I love CRE OneSource, so I recommend that one. but Unreal has been good and does a good job, so yeah. That's how we're doing it.

Travis Wood 30:04

I don't know, I'm a little more old school, so I'm doing it the old fashioned way typically and you know a lot there's a lot of people not just in our but you know they're looking for how do we use AI and everything else which is great and you have to stay ahead of the curve but I'm definitely more of your old school approach and more manual and you know, again, everyone's got their own style. My style is very much I wanna know who I'm calling, what the play is before I'm calling. And some people like to just go through a list and hammer it and they can figure it out on the phone, but, you know, again, everyone's got a different thing. I like to know every little detail and that's just how my brain works and it takes longer to prospect, but I you feel like it's more quality than quantity and that's important to me. But again, everyone's different. So what about you? What what's your style?

Travis Wood 31:57

Yeah, here. You're locked in. Yeah.

Travis Wood 32:24

Right. And they can pick up on that. So, you know, I people can pick up on that and that's why I like to have a little bit of intel and a good broker from CBRE, great broker from CBRE told me, you know, always call with a piece of information, you know. And that helps. It's it warms up the call. It's not necessarily a cold call, but it's maybe it's lukewarm, you know. So you gotta get those you gotta have lukewarm calls. As I say.

Travis Wood 33:15

For sure. And, you know, I'm no veteran in the game, and always learning every day. So, you know, that's another great aspect with the team stuff. So, yeah.

Travis Wood 35:16

Yeah, but I think also too like to that point there's so many avenues that you can use AI for and you know, it doesn't have to be solely you know, real estate fo you know, you can there's other ways you can use it to kinda help your business and help the prospecting. So yeah, that that's actually really cool and yeah, we're gonna look into that over here too.

Travis Wood 36:10

Yeah, no, it's an I've definitely had my fair share of Lee Kool-Aid, but no, it's an awesome place. You know, we have I think we're over ninety offices now. it keeps growing. But it you have, you know, this kind of global national reach but the local expertise and that's you know, really important and every office is owned by the brokers in the office and run a little bit different and you know, i it's it's that aspect of it and bringing a different kind of creativity to the game. but also the connectivity with the offices. Everyone wants the other office to do well, obviously if they're invested or not, but the synergies between the offices while also having this autonomy and of creativeness and whatever is is awesome. And you know, I think you can do different things than these other shops, right? Like you can think about a pitch a little bit different. You can th because you have this autonomy to kind of do it how you want. and that's helped us here in Charlotte and just thinking outside the box and not being so, you know, rigid like some of these other firms are and kind of here's how we do it, this is the box that we need to stay in and, you know, Lee we can go in a lot of different directions. so I think it's all of those things, but more importantly it's the people and Lee hires does a great job of recruiting and hiring, you know, great people that are super smart and again, you know, not edgy, that's not the right word, but just they have a little bit of this entrepreneurial kind of spirit that you know enables a lot just I keep going back to creative, but this the creativity and I think it takes creativity to do deals and to really help clients these days, you know. And you can't be a one trick pony. You gotta you know, be able to bring a unique element to the table.

Travis Wood 38:45

Yeah. No. So it's a great place to be.

Travis Wood 39:51

I think here in Charlotte in the southeast it's this it's the G word and that's growth. there's been a ton of growth here and I think since COVID, you know, everyone and their mom has tried to build an industrial building here and you know, we have a ton of new supply and stuff, yet because of the growth and the demand the net absorption is still positive and you know we're certainly growing and growing. I think Right now it's pretty unique for the time of a tenant. So the tenants and the customers have kind of the upper hand right now, if you will, just because of all the new supply and the delta between a class building with twenty four clear and a brand new building, thirty two clear, you know, ESFR, all that, the delta is not as wide as you would think. And these new buildings are incentivizing kind of tenants to move into the new nice and shiny thing and the math isn't as bad as you would expect. so there is this flight to quality here in Charlotte and yeah again po you know net absorption is has is positive and strong. I'd say it we're in a healthy place right now and usually when someone says healthy about a market, that means there's something that's not You know, it's not great but it's healthy, you know, so there's something that is in there and I'd say that's just the supply coming online and yeah, I think yeah, it it's we're stable and again the absorption and the growth is kind of just percolating everything. and it's not gonna stop any time soon. and to your question or your point about there's more office and you know it's maybe it's less distribution. you know, we have a ton of trades here. Think about all the rooftops that are going up with that growth and you know, your HVAC plumber construction supplies, you know, a lot of those customers and users are building out a little bit more office to house their you know, their employees versus having you know, it it's a post COVID world, so you don't have an office in a warehouse. You know, you now there's a lot more synergy and in putting it into one and building you can build a really nice office in an industrial building and the rent is cheaper and you might have a little bit more of a remote work dynamic in a post Covid world as well. So all of that has happened and also there's a huge kind of European influence here of European manufacturers coming to Charlotte. We have a great airport. I think it's the sixth bid sixth busiest based on takeoffs and landings in the world, which is a crazy stat. In the world. I mean Charlotte, North Carolina, baby. so yeah, it's it that's based on take Atlanta's up there. But no, take offs and landings, six in the world.

Travis Wood 42:48

And yeah, it's We have a great airport and if you look at Charlotte on a map and you start connecting, okay, where are the thoroughfares, where are the interstates, we've got it all covered. You know, we've got eighty Route forty to the north, eighty one to the north, which gets you all the way up to Canada. We've got ninety five, towards Raleigh that we can get to pretty easily. Obviously the eighty five corridor, that you know, runs basically from Atlanta all the way up and seventy seven as well that kind of connect. So we have a lot of connecti connectivity here in Charlotte and it's just driving the demand and the growth here. especially for distribution manufacturers and and all your users alike. So yeah, no it's great. Rents I'd say on the rent piece is, you know, they've definitely flattened off a little bit with the construction and they're pretty Pretty flat. I'd say we're two percent rent growth year every year. and obviously we're talking high level, but as you know, everything is size dependent and it depends on size and the flex stuff here is going crazy. you know, seventeen dollar rents for, you know, five to ten thousand square feet and stuff like that, which I don't know what it is in California. You're kinda laughing, but that's getting up there, here and you think about what a company and what their pro forma is and what they can pencil and rent and you know, it's getting up there and it's all supply and demand. so it's all a supply and demand dynamic and the flex stuff is super tight here. I think Charlotte's bread and butter has typically been twenty thousand square feet, fifty thousand square feet and that's the stuff that's really super tight. and then obviously COVID happens. Everyone builds these big buildings and big bombers and that's kind of more of the stuff that's taking a little bit longer but taking longer but happening. So yeah it it's a very healthy market, long story long.

Travis Wood 45:02

Very tight and you know, with the rents on the lower ends, let's call it ten to twenty, you know, where those rents are, it does pencil in terms of occupancy costs to maybe look at something to buy if you've got the capital for the down payment. So yeah, we there's a ton of users out here that are looking to buy and you know, we're kinda two hundred a foot is our default number on what would it cost for a user to take something down. that's kind of the user pricing, obviously flex flexes from there, but yeah, two hundred a foot is kind of the user pricing on a purchase

Travis Wood 46:36

We do and IOS is a unique asset class that you know, they're not making more of it. Municipalities don't necessarily love it, right? there's no building, it doesn't necessarily mean employment and jobs, you know, it's you know, so they're not making more of it and it's getting tighter and tighter. Yes, we have a ton of IOS, whether that's equipment rental or construction supplies that can live outside. and to your point about how do you calculate what is the rent and yet there's a million ways to skin it. It's, you know, price per square foot on a building plus the per the usable per acre. Yeah. And so there's I think there's five different ways that you can go about it and you can play with the numbers to get to the same point. So I think it's good to kinda do them all, right? You know, the per acre for everything or then the take the building, like okay, what would this building be on a per square foot basis. Okay, we know per acre we're like, you know, six thousand, seven thousand an acre and then plugging that so you kinda look at it from every angle and try to get to the same approach. But you also have to have your finger on the pulse and talk

Travis Wood 47:42

To tenants and talk to users. Like you know, what can they pay? And I think one thing unique here that we're doing is and it's another way to prospect is we're going after Not going after but we're calling tenants and users less with like, Hey, how can I help you know, with your real estate? More of like, Hey, why are you in this sub market? What you know, why you know, what why does this building work for you? Like just kind of doing a survey, you know, and just get them talking, Oh, we love Indian Trail or whatever because, you know, we our employees are here, we live here and that can kinda open the door as well, but Doing that with the IOS groups as well is important and they spill the beans on why it works for them and you know, i yes, seven thousand per usable acre sounds like a lot of money per month, but you know, if if you think about it and you do the math on okay, if this product is living inside a building, it's gonna cost you, say, twelve bucks per square foot, but you can house that thing outside, you know, just I'm not the pulling numbers out, but it's a dollar per square foot, right? and that delta is where the value is and why they can pay what they can pay. Because the alternative is having it in a building and paying triple, quadruple, you know, five hundred percent of what that is. So that's how the IOS stuff is penciling and I think with the growth here and whether it's construction supplies and equipment rentals and that's all helping it and Yeah, IOS is super strong right now here in Charlotte and a across the country and again it's only gonna get stronger because of how tight it's getting. so yeah. love IOS. falls under industrial. So going back to everything industrial, that's what we do.

Travis Wood 49:50

For sure. Yeah, no, thanks for having me and I was just getting warmed up, so you know, we could talk forever. But no, Greg is great and always pushes me and again, thanks for having me on and look forward to staying in touch with you and maybe getting maybe getting your book or something and giving that a dabble. So yeah.

Travis Wood 50:14

Got it. Well thanks, Justin. Really appreciate it.

Travis Wood 50:19

Yes, sir. Have a great weekend. Bye.