00:00:06:16 - 00:00:27:07 Speaker 1 Welcome, and thank you for joining us on your project Shepherd Construction Podcast. My name is Curtis Lawson with Shepherd Construction Advisors and along with my industry expert friends, I am here to guide you through these four key components of a successful project, which are demonstrated by the simple drawing of a house. The Foundation is proper planning. The left wall is your team. 00:00:27:12 - 00:00:53:14 Speaker 1 The right wall is communication and the roof is proper execution. Have all four of these components in place and your project will succeed. Whether you're building or remodeling a custom home, or if you're an architect or designer looking for inspiration, or maybe you're just interested in building science and high performance construction, you're in the right place. And now let's get to today's interview. 00:00:53:16 - 00:01:04:19 Speaker 1 Well, hey, welcome back to this episode of the Your Project Shepherd podcast. As always, I am your host, Curtis Lawson. And sitting beside me is the Tonto to my Lone Ranger. Right? Tuner casting back. 00:01:04:19 - 00:01:10:03 Speaker 2 I took a hiatus. We at the summer. I needed to, like, get reset. And I'm so happy to be back. This is. 00:01:10:03 - 00:01:12:05 Speaker 1 Awesome. You can call me keepers, kemosabe. 00:01:12:05 - 00:01:14:13 Speaker 3 If you want, I could. Yes. Oh, my God. 00:01:14:15 - 00:01:15:07 Speaker 4 That's what he says. 00:01:15:07 - 00:01:18:07 Speaker 3 All the time. All right. Yeah, I get the phone. 00:01:18:08 - 00:01:23:18 Speaker 1 And so, sitting across from us, here with, slab. Sure. We've got Adrian. Vic, did I say that right? 00:01:23:18 - 00:01:24:11 Speaker 5 You did get it, right. 00:01:24:11 - 00:01:26:06 Speaker 1 All right. Man. Kepner. 00:01:26:08 - 00:01:26:19 Speaker 4 That's correct. 00:01:26:20 - 00:01:29:02 Speaker 1 Who has the second best name in the room? 00:01:29:02 - 00:01:30:10 Speaker 4 There you go. That's all right. I'll take that. 00:01:30:15 - 00:01:31:14 Speaker 3 That's all right. 00:01:31:16 - 00:01:36:04 Speaker 1 So, which one of you use Tonto? Which one's the Lone Ranger, or who's kemosabe over here? 00:01:36:09 - 00:01:38:22 Speaker 4 Well, he always. Every time I call him, he goes, Kemosabe. 00:01:38:22 - 00:01:43:09 Speaker 3 He. So I guess I came up awesome. 00:01:43:12 - 00:02:03:17 Speaker 1 So, like I said, Adrian, Curt or with slab. Sure. And, we're here to talk today about, foundation monitoring, foundation repair. So as we, as we kind of get this conversation kicked off, why don't you guys just tell us, first of all, about, slab? Sure. The history of slab. Sure. And then how you guys came together and what your roles are in the company. 00:02:03:19 - 00:02:04:11 Speaker 1 Sure. 00:02:04:13 - 00:02:20:21 Speaker 5 They, Yeah, I'll. I'll start that off the, Thank you for for having us, first of all. Sure. Yeah. Excited to be here. Totally passed on a, saw. I saw a link on LinkedIn. Some kind of get chat, checked this out, and, Yeah, it's exciting to be here. So, slab, share what we are. 00:02:20:23 - 00:02:44:19 Speaker 5 What? The company is. Steadfast Foundation technologies. Our brand is slab here. And what we do is we monitor foundations for movement. Pretty much anything that moves, it can be, commercial. It can be residential. We focus on residential. And the way that we do that is, with sensor technology like this, I'm sure we'll get into that, but it's it's sensors that are mounted ten feet apart, on a tube or wraps around the house. 00:02:44:19 - 00:03:07:04 Speaker 5 You never see it, but the homeowner sees as they see the status of the foundation. Just like a check engine light. And, it sees that everything's okay or there's some reason to, to intervene. And, what the resellers, which are typically foundation repair companies, what they see is they see the why, they see all the data they can plug in all remotely. 00:03:07:04 - 00:03:19:00 Speaker 5 They can see exactly what's happening. They have a true diagnostic tool to help figure out what's going on so they can provide a good solution, to help maintain that foundation and keep it flat forever. 00:03:19:02 - 00:03:19:23 Speaker 1 How long has it been around? 00:03:20:03 - 00:03:49:05 Speaker 5 The company was started in 2017. It, I'm my background is oil and gas. And so I had an moment in, in 2001 or so. My brother was building a house or not building. Sorry. He bought a house not far from here in Maryland. And, he closed on his house, and it was within a few weeks, they saw this water outside the front yard and, like, what's going on? 00:03:49:06 - 00:04:08:08 Speaker 5 And they had it inspected and all that kind of stuff. And, what they discovered was a giant washout under his house. Yeah. Big enough to put a Volkswagen bus mechanic, right? Major foundation issue. I was building a house in the woodlands at the same time on some acreage. And, you know, so when you're out there, you're you're the one doing everything. 00:04:08:08 - 00:04:25:08 Speaker 5 It was a custom home, and, we had soil brought in, and there was a huge difference between the soils. They miscalculated how much soil needed to be bring in to get the elevation right. Said dark brown over here and light brown over there. I was like, well, that's odd. That's going to be. I don't want to have a fault line running through my house. 00:04:25:10 - 00:04:33:08 Speaker 5 Well, in in oil and gas, we were building tools, for intervention. Right. So you have an oil. Well, that's 30,000ft away. 00:04:33:08 - 00:04:36:01 Speaker 1 Yeah. Monitoring what's under ground is super important with oil. 00:04:36:03 - 00:04:55:09 Speaker 5 Yes it is. And so you have 30,000ft of, of casings. What? It is just a big pipe. Oil is coming out. Well, if that oil gets blocked because of soil movement, right, the earth moves, it can pinch off. It doesn't have to be complete restriction, but you can't get the tools in and out anymore. Yeah. And so we, that's what I was doing. 00:04:55:09 - 00:05:21:15 Speaker 5 I was designing tools for oil and gas and, and running those tools and, you know, commercializing technology. I thought, Holy cow. You know, we always start with a problem well-defined. We always monitor those oil wells in 3D. Right? We know how it's moving up, down, left, right. We can see where those pinch points are because we have baseline data right when the well was drilled, we stop every every joint or every every 10m or 30ft, depending how it's done. 00:05:21:15 - 00:05:41:16 Speaker 5 But they stop and take readings. It's like, you know, we can do that at 30,000ft. Why can't I measure my house? That's literally standing in front of me, standing still? Yeah, right. It doesn't move, right. I know more information about a 1990 car than, that's going down the highway than I do about this stationary object. And I had this moment. 00:05:41:16 - 00:05:44:16 Speaker 5 So, you know, it's about measuring and, 00:05:44:18 - 00:05:46:22 Speaker 4 And three inches in the ground is a lot better than 30,000. 00:05:46:22 - 00:05:49:04 Speaker 3 Yeah. Oh yeah yeah yeah yeah yeah, yeah. 00:05:49:04 - 00:06:09:10 Speaker 5 Exactly. The, so we ended up, you know, we, we said, right, there's got to be a better way. And, you know, we, we stumbled and my wife watched me turn our garage into a giant lab and all that kind of stuff. And, yeah, I found my passion. I found what I was looking for, and, you know, and then later on, we, I was very lucky to find Kurt. 00:06:10:10 - 00:06:26:08 Speaker 5 Kurt's a sales guru, and, he he's, you know, he's killing it in a totally different way. And we say we need sales, and, you know, just really reached out for an opinion, and, he said, dude, that's amazing. Think I'd like to invest in this. And it's say, well, yeah. 00:06:26:08 - 00:06:49:06 Speaker 4 I mean, it was it was easy for me. I mean, I, you know, my my background is in athletics and aviation and the technology and things like that, you know, software sales back in the day and nothing had really I really didn't have a lot of passion for any kind of construction technology, data, you know, whatever. And Adrian came up to me and we do a little poker party with our neighbors at once a month. 00:06:49:06 - 00:06:51:16 Speaker 4 So it's a great little, you little, networking. 00:06:51:17 - 00:06:53:21 Speaker 2 Cool. I'll see you next month. That's absolutely. 00:06:54:00 - 00:06:54:16 Speaker 3 Are you give up? 00:06:55:12 - 00:06:57:16 Speaker 2 You know, let. No. 00:06:57:18 - 00:06:59:03 Speaker 3 We're always looking for more. 00:06:59:05 - 00:07:00:22 Speaker 4 We're always looking for more. 00:07:01:00 - 00:07:02:16 Speaker 1 Yeah. I always tell them you're not getting right. 00:07:02:17 - 00:07:02:21 Speaker 3 Yeah. 00:07:03:02 - 00:07:20:19 Speaker 4 So we're looking for more donors, so you're welcome to come. But anyway. But when he came up to me, he said, hey, man, I wanted to talk to you about what I'm doing. And I to reiterate everything we just heard. But he told me all about it, and I was like, and every time I hear an idea, I like to put myself in the in the same shoes as a potential consumer. 00:07:20:21 - 00:07:45:01 Speaker 4 Like, would I want this for me? Because if I don't say yes, then I don't want a part of it. Why would I have no passion behind it if I believe in it? I'm all in. So I was like, why? Why wouldn't anybody want this? Why would they not want a check engine? Like for their house? They have check engine lights for their car in the house is a little more expensive than a car typically, so why wouldn't you want to make sure that's healthy? 00:07:45:03 - 00:08:01:14 Speaker 4 And if it's not quite right, I need an expert to come out here and check it out and go, you know what? I'm sure. I'm glad you got this warning light here. You're about to have a big problem, but for now, you just need a little French train here. You need to read, you know, set your irrigation, timing and this and that. 00:08:01:16 - 00:08:24:02 Speaker 4 And I think we're going to be able to save you a lot of money like that. Makes sense. So I was like, oh, man. I mean, it makes too much sense. So I actually became an investor as well as, you know, helping on the sell side of things to keep the messages simple, clear, clean, you know, Adrian is an amazingly smart guy, and he invented this, but he was like, you know what? 00:08:24:05 - 00:08:30:08 Speaker 4 Sometimes my engineer talk tracks may not resonate with everybody. So I'm like, I'm okay with the it down thing. 00:08:30:10 - 00:08:32:10 Speaker 3 So I am. 00:08:32:12 - 00:08:33:10 Speaker 5 A step program for. 00:08:33:10 - 00:08:34:06 Speaker 3 This week. 00:08:34:11 - 00:09:09:02 Speaker 4 So seriously though, because of that, we make a really great team and we have other people behind us that are awesome, very smart technology guys that have developed, what he's talking about today. So we're very excited about the team we have, but it's a, it's a it's like a little family, but the reaching out to the reselling market, the repair companies, the big huge foundation companies that you guys have heard that we've partnered with already, you know, those are the experts for the clientele that really does need this and the clientele that's really getting the desire this once they hear more about it, because it just makes complete sense. 00:09:09:22 - 00:09:10:12 Speaker 4 So anyway, I. 00:09:10:12 - 00:09:27:08 Speaker 1 Think this is really about about gathering data and monitoring data, right? Like you're like, you're not going to fix the foundation with it. It's just getting the alert to that. There's something going on that we need to look at. And it's it's it's setting a baseline and then evaluating, hey, where are we at today based on that baseline that we set. 00:09:27:08 - 00:09:27:13 Speaker 1 Right. 00:09:27:18 - 00:09:28:18 Speaker 5 And yeah, that's right. 00:09:28:18 - 00:09:57:05 Speaker 2 And I'll say this, you know Asian I met a long time ago. We were running in a similar circuit at the GBA. And I was always really curious about what he did. And, and I love to we dive into these really technical conversations about it, and I totally see the benefit of it. And it was interesting when we were first pitching it towards the homeowner or the end user, it was a lot of data that I would see maybe misinterpreted. 00:09:57:05 - 00:10:14:15 Speaker 2 And that's a challenge because I get hired to come in and diagnose, why is this foundation doing this when no one else can figure it out? And I have home owners who produce these big spreadsheets, have been taking all these measurements. And I'm like, well, where are those measurements from? Like, well, I took it from from the soil and like, from the soil. 00:10:14:17 - 00:10:38:15 Speaker 2 Okay. That's your baseline. So yeah, he was just an A I had to always overcome the raw the right information in the wrong hand. Yeah. And so when I spoke with Adrian really early this year and I found out okay, now this is going through the resale market, those folks are the right information in the right hand. You know what it means. 00:10:38:15 - 00:11:05:21 Speaker 2 Now, if that is, you know, a thousand points of information, but the end user sees four points of information that, hey, we're doing okay or something slightly out of skew. They get to trust that the right expert is already reviewing that. And there is something the ounce of prevention, you know, worth a pound of cure. So, from Dallas, which I own and in actually in my first business, my the to build the first building I ever bought was in Irving, Texas. 00:11:05:21 - 00:11:29:17 Speaker 2 That is a horrible foundation location. There's a big clay pot and it's atrocious. And the amount of time that we took managing through that, had we known earlier that our, our foundation was becoming deficient, we could have made small moves instead of technically mega moves that we had to make. And I saw millions. Or not, millions is going to be thousands of houses I had to deal with that. 00:11:29:19 - 00:11:49:05 Speaker 2 So it normally you start with a repair. I need three piers. I need ten piers. But if you did those repairs and then had slabs, you're on top of it. You'd be able to identify when the other side of the house starts to become deficient, which is see sawing. Repairs in foundations is a real thing. Yep, you solidify a third of it. 00:11:49:06 - 00:12:10:14 Speaker 2 It is going to apply that pressure to the other two thirds that are now less deficient. So but we would know okay, now this back left corner is our next area that we're going to see. And and a good slab person would be able to identify that. That's probably the most likely next location. Yeah. And then when you have cracks I'm dealing with one in Wimberley this week this week. 00:12:10:14 - 00:12:29:17 Speaker 2 So we will be most I've already I've already told them about y'all's product. This is going to happen. Yeah I just need to know who's the guy in Wimberley that does this. But I have a midline crack, so I have a rise right in the middle of it. And it's really, really early in the reason why we know is a hollow tile installation. 00:12:29:19 - 00:12:34:11 Speaker 2 So that was the first song in the middle of the night here. So it sounds like China is breaking up. 00:12:34:11 - 00:12:35:16 Speaker 4 Oh my god, pop. 00:12:35:18 - 00:12:52:10 Speaker 2 It's like like this. And I'm like you, it's it's going I don't know when right now we have a tile job, but we need to get a monitor on this. And we need to know when you're going to need that other thing in the house is only six years old. Yeah. So he's like, is this part of my structural warranty? 00:12:52:12 - 00:13:05:17 Speaker 2 And I'm like, there's a gray area in the structural warranty that pertains to foundations. And the reason why it's gray is no one's been able to definitively define if that failure is related to the time of construction. 00:13:05:19 - 00:13:07:20 Speaker 3 Or maintenance or your maintenance. Yeah. 00:13:07:21 - 00:13:22:02 Speaker 2 That's what you blow off. Yeah. When we say hey when, when we gave you the house you didn't have nine pole, you know nine feet of mulch in your nine and all these other things. Right. So I think it's going to drain. But the gutters, it's always oh well you never have it. Gutters. 00:13:22:02 - 00:13:37:16 Speaker 4 And that's that brings up a good point. Once in a while, you know, while we're, you know, explaining the how this works with reselling market and even some consumers here and they're like, well, you know, I have a got a warranty on my foundation. Why do I need this? I'm like, do you want do you want to claim a warranty? 00:13:37:18 - 00:13:54:00 Speaker 4 Yeah. Because when you're claiming there's a lot of things going on, you've already got a cracked house. Now you got to prove a point to a company that doesn't want to pay it. You have to prove that you watered your yard properly and all this and that, and now it becomes a legal battle. Do you want to claim that? 00:13:54:05 - 00:14:07:23 Speaker 4 So it's like, absolutely not. I mean, we all have you know, hopefully I'll have help. Health insurance. And I always tell people because you have health insurance and your co-pays, only 30 bucks. When you go to the doctor, do you want to not put your seatbelt on? Because if you get in a wreck, you're covered? 00:14:08:00 - 00:14:08:08 Speaker 3 Yeah. 00:14:08:08 - 00:14:16:00 Speaker 4 Absolutely not. You're going to still drive safe. Hopefully you're going to still protect yourself. You don't want to claim insurance claims because that means you're hurt. 00:14:16:02 - 00:14:16:14 Speaker 3 Yeah, yeah. 00:14:16:14 - 00:14:17:03 Speaker 4 Let's not get. 00:14:17:03 - 00:14:25:12 Speaker 2 There. The foundation warranty currently in the marketplace is one of the few things that's worse than a mattress warranty or a tire warranty. 00:14:25:14 - 00:14:25:22 Speaker 3 Yeah. 00:14:25:23 - 00:14:44:08 Speaker 5 It's interesting. Yeah, I say that we, obviously we we know the people in the in the warranty free as well. Right. And Greater Houston Builder Association. Yeah. Through them there's a huge network of people in the insurance side and the warranties. Right. Yes. And we looked at it and the amount of money that it is actually spent on one of those warranties is, you know, right. 00:14:44:08 - 00:15:01:23 Speaker 5 You're a builder. You know, what is, what those things cost. You just kind of wonder what's really being covered in that. There's and, you know, the reality is, is that when you find a deficiency, meaning that we had to pay something out, you you write that out, right? And it because we don't want to do that. 00:15:01:23 - 00:15:21:06 Speaker 5 And that's really where we see an opportunity here is that we are a data company. We're not the foundation repair company. Right. We provide the information to reduce risk in the long term. That's what this is about is per using data just like the check engine light. Right comes out. And that's what changed for us at World of Concrete. 00:15:21:06 - 00:15:24:10 Speaker 5 We we launched this totally different approach and said no. 00:15:24:10 - 00:15:26:23 Speaker 2 We're going to fast world of concrete. It's not an amusement park. 00:15:27:01 - 00:15:31:23 Speaker 3 No, no. Well that's not yeah. 00:15:31:23 - 00:15:39:20 Speaker 5 World of concrete. So show that goes on in Vegas. Typically in January we're going to be there again. This, this next year was huge hit for us. 00:15:39:20 - 00:15:44:15 Speaker 1 The big annual trade show, the biggest concrete related trade show in the world, you know. 00:15:44:17 - 00:15:51:01 Speaker 5 I'm told is the biggest show, period. Yeah, well, I could be it. I don't know if they measure by weight or whatever. 00:15:51:03 - 00:15:52:01 Speaker 3 By weight for sure. 00:15:52:01 - 00:15:52:18 Speaker 1 Concrete's heavy. 00:15:52:19 - 00:16:14:23 Speaker 5 It's hard to say. Yeah, exactly. But they, But anyway, you get out there and it's a it's an amazing show and we in January. All right. We need to test this reseller model because we, we had a Shopify website. People could buy the product directly. Homeowner could buy it. And, and what we we had some foundation repair companies that were interested in this, but not if you put the price out there. 00:16:15:01 - 00:16:18:16 Speaker 5 Yeah. And said, well, okay, I get that because then there's a threshold, right? 00:16:18:16 - 00:16:22:22 Speaker 4 So we didn't want to compete with our partners. So we just completely made it. Only them. 00:16:22:22 - 00:16:23:13 Speaker 3 Yeah. Yeah. 00:16:23:14 - 00:16:41:13 Speaker 5 And what we realized as well is in a light bulb, you know, you listen to the customer and it's it's amazing what happens when you do. Right. And the customer was telling us that, you know, hey, we're going to ask questions and questions and questions and questions and questions and never actually buy. Right. And even if they did, they didn't have the solution. 00:16:41:13 - 00:16:55:10 Speaker 5 It was still just a check engine light. There wasn't a partner in there. And that's when we realized a world of concrete and the in the reseller in particular, when they're a foundation repair company. Now, when the check engine light comes on, there's somebody there to help. 00:16:55:10 - 00:16:56:00 Speaker 2 Yes. 00:16:56:02 - 00:17:21:13 Speaker 5 Right. And we partnered we are now very selective with who we pick. We pick the top of the market only. We want to have exclusive markets for them. We recognize that those resellers want to get a return on their in marketing investment. And ultimately, the homeowners want to know that when they use this product as part of a repair or maybe preventive, that there's somebody there to back them up that says, all right, it turned yellow. 00:17:21:13 - 00:17:22:15 Speaker 5 Now what? 00:17:22:17 - 00:17:54:15 Speaker 2 And I think those resellers that use this, they have to be very confident in the quality of the work that they provide. Because this is this is testing themselves that if they do a bad job, it will show up in the numbers. Yep. And that's the only person you really want to work with anyways. Exactly. So and that's going to ultimately it's going to lead to a better business model for them and for the clients versus a lot of the other foundation repair folks that are just trying to get that one time revenue and hope that and say, see you later and they'll never talk to them again. 00:17:54:16 - 00:18:15:09 Speaker 4 Yeah. And I think and an indirectly the, the, the real pro of the monitoring being left behind after a repair isn't necessarily I'm sure the repairs 99% of the time are done perfectly well. It's the peace of mind of the other three quarters of the home. They could not repair it because you can't anticipate a repair. You have to wait till it's broken. 00:18:15:09 - 00:18:33:17 Speaker 4 Yeah. So this is to ensure it doesn't happen again in the homeowners obviously snake bit now they're like, oh my God, am I on vulnerable ground. You know what's going to be next? What if the freeze happens now and a Hurricane Harvey comes again and they're scared? This is going to make sure that at minimum, you might have some minimal repairs, but it's not going to be a disaster. 00:18:33:17 - 00:18:34:00 Speaker 4 Again. 00:18:34:00 - 00:18:53:00 Speaker 2 And I know there's a stat out there in Adrian. You may know that's the stat, but I and for every foundation that receives a repair, there is a very high likelihood it will need another second or third repair. You have a compromised situation, not necessarily that the slab is compromised, but the Earth doesn't like this slab being here, right? 00:18:53:06 - 00:19:00:03 Speaker 2 It's normally a reaction to Mother Earth. If it was a mechanical failure because of an installation that was really, really early. Yeah. 00:19:00:05 - 00:19:15:07 Speaker 5 So yeah. Yeah. No, it's funny you say that the it's a complex world, right? I mean, it's easy. You take readings, you know, soil samples. I'm sure when you do a custom home, you require a certain number of soil samples. Yeah. Probably for your insurance companies and all that. 00:19:15:09 - 00:19:19:09 Speaker 1 Well, the city requires a foundation. Company requires it. The structural engineer requires it. 00:19:19:09 - 00:19:38:16 Speaker 5 Yeah, exactly. And and but the spacing of that and picking the right place. Right. It matters. Right. If they just pulled out a tree. Right. It's going to affect your reading. We have a house just four houses down from ours that they literally cleared the entire lot in the neighborhood, and they didn't want to haul the trees away. 00:19:38:16 - 00:19:44:13 Speaker 5 So what do they do? Yeah, they dig a trench, throw them in there. Burnham. And that's a house. 00:19:44:13 - 00:19:45:10 Speaker 4 Hey, let's build a house here. 00:19:45:15 - 00:19:48:23 Speaker 2 That's great. Let's let's also a nice termite farm. They just stuck on the. 00:19:49:01 - 00:19:49:19 Speaker 5 Absolutely right. 00:19:50:00 - 00:19:51:06 Speaker 3 Absolutely. Yeah. 00:19:51:07 - 00:20:08:06 Speaker 5 Know. And like it's a complex world and and we we don't claim to have all the answers. What we can do is we can tell you we can tell you when you need to start looking right and right. And that's that's the key is it's just like the check engine light that, Kurt, you know, came up with the idea is like, this is such a can you like for your home. 00:20:08:11 - 00:20:16:17 Speaker 5 And it's true, right? It's when the check engine light goes on in your car, you're not saying, oh, this is the pinpointed problem. No, I need an expert to come in and take a look. 00:20:16:18 - 00:20:36:13 Speaker 4 And I think that's crucial to make sure that people out there listening, whether you're a reselling potential partner of ours or a homeowner, the homeowners doesn't probably and is not going to get detailed data. They're going to get a light. Yeah, they're going to look at their app or their debt notification and it'll say your home status is now yellow. 00:20:37:04 - 00:20:41:00 Speaker 4 Call your reseller today. And, you know, it might be call outlets or ABC. 00:20:41:00 - 00:20:42:20 Speaker 2 The company gets that information too. 00:20:43:01 - 00:20:58:21 Speaker 4 Absolutely. Yeah. So the companies like them that that have this dashboard, you know, I always picture, you know, and you can be the proactive mechanics. We don't have proactive mechanics like you were saying. The solid mechanics calling you saying, hey Joe, I saw your your check engine lights on. You need to come in. You might have a transmission problem. 00:20:59:13 - 00:21:17:07 Speaker 4 They don't do that. They're waiting for us to go there, and we still get the warning. Yeah, but there's still. You have to be the proactive homeowner or car owner to go to that mechanic. The the reselling partner for the homeowner can be the proactive person because, let's face it, a lot of us are procrastinating now. I'll do that next week. 00:21:17:11 - 00:21:32:22 Speaker 4 I'm fine. I can still drive the car. It's fine. But in this case they can be proactive. Hey, I saw the check engine lights on on your house. The slapshot monitoring system showing something. I think there's something in the northwest corner of your home. Can we come out there tomorrow? About 10:00? Oh my God, yeah, you're right. 00:21:32:22 - 00:21:48:23 Speaker 4 I didn't even see that. Yeah. Come on out. And time is money, right? So they can attach that or attack that problem immediately by being proactive. And what a great service to the customer that you are now a consultative repair company. You're not just the one and done company. 00:21:48:23 - 00:21:49:08 Speaker 3 Yeah. 00:21:49:08 - 00:22:09:02 Speaker 1 And it could be something like very simple that doesn't require, you know, digging things up and adding peers. It could just be, hey, the grading is not good in this area. It's really saturated. Let's you know what? Let's put in a French drain. Let's, let's let's, let's give it a C condensate line. Prevent that from dripping right there on the corner. 00:22:09:02 - 00:22:29:05 Speaker 1 Exactly. It gives you the chance to get in there and fix those things before it becomes something where, hey, let's let's break out your concrete inside your house and add up here. Right. I, I write this down. I saw a, article in Forbes that said the national average for a foundation repair is like $5,400. 00:22:29:07 - 00:22:43:04 Speaker 1 That probably includes, like, pier and beam foundations and other parts of the country here in Houston and in our market in most markets with slab on grade and, clay soils. That's that's a very cheap foundation repair. I mean, I've seen 30, $40,000. 00:22:43:07 - 00:22:44:00 Speaker 3 Patching. 00:22:44:00 - 00:22:45:22 Speaker 5 And things like that. This waterproofing. Absolutely. 00:22:45:22 - 00:22:46:08 Speaker 3 Like yeah. 00:22:46:08 - 00:22:47:08 Speaker 5 So really changes. 00:22:47:09 - 00:23:09:18 Speaker 1 So I've seen 30, $40,000 foundation repairs on a regular basis in this area. And the bottom line is they're expensive. They're messy. Like nobody wants to deal with that. Like I've had two dozen of my house since I've owned it in 19 1950 house. And, you know, we're tearing up the hardwoods. There's a jackhammer that's running in my house that my wife has to listen to while she's trying to work from home. 00:23:09:18 - 00:23:11:18 Speaker 1 Yeah, and it's messy. So. 00:23:12:08 - 00:23:24:11 Speaker 4 And some people will choose to move out of the house in the meantime because they don't want to deal with that. They can't deal with that. Maybe they have a home office and things like that. That's a cost in itself to have to, you know, re, you know, re situate your situation. 00:23:24:11 - 00:23:37:10 Speaker 5 So. Yeah, it's interesting you say that. I mean, it's the cost is let's say $30,000 or $20,000. Pick a number. Your cost was a whole lot more than that right when it got done. Yet to fix that would. Yeah. To fix the, you know, fix. 00:23:37:10 - 00:23:39:18 Speaker 1 The window and the sheetrock and everything else. Yeah. 00:23:39:23 - 00:23:58:22 Speaker 5 And the big unknown is what is the cost in terms of resale. We've we've talked to custom builders and said, you know, this is this is perfect for us when the homeowner wants it. When you talked, put this in front of the homeowner, you know, they said, would you like a check engine light to make sure this foundation, this multi-million dollar home is going to be stable? 00:23:58:22 - 00:24:17:13 Speaker 5 Yeah, it's a very, very easy sell. The if you're trying to sell a home though, if you have found if foundations come up, pretty much we're told that the deal is over. Right. If the if foundation comes up anywhere, they're worried about it or there's been a repair done. So I you know what, show me the next house. 00:24:17:15 - 00:24:24:05 Speaker 1 And that's a required disclosure in the state of Texas on the seller's disclosure. Have you had foundation repairs? Check. What are they describe, you. 00:24:24:05 - 00:24:32:11 Speaker 4 Know, and or if they do buy the house, it's probably a major negotiating tool for the buyer. Right. Well, you're going to give me a big discount then if you want me to buy this house today. 00:24:32:11 - 00:24:52:07 Speaker 2 And I would say this is more relevant for the average home, because that is the homeowner, that that $10,000 foundation repair is a make or break. It's it's either going to happen or is not going to happen. Most likely not. So if I'm in that market for a $250,000 house and I have to choose between two one, well, I'll never know the status of that foundation. 00:24:52:07 - 00:25:04:09 Speaker 2 And I had this mysterious idea that I might be stuck with a $15,000 repair, or this one that's been monitored for a year and a half. That is a much safer place, even though it's an ugly English Tudor. Right. 00:25:04:09 - 00:25:10:22 Speaker 3 Like I might I don't know if my wife would draw the line. I English Tudor, but you're right. 00:25:11:02 - 00:25:14:18 Speaker 5 And you know, it's funny you say that donor. That is something even a new home can't offer. 00:25:14:18 - 00:25:15:21 Speaker 2 No. Right. 00:25:15:23 - 00:25:34:22 Speaker 5 If you had a year and a half worth of data on that ugly English Tudor, I wouldn't know. Compared to. And you know that the foundation is good, right? You have data that says it's good, versus here's a brand new home. Hey, we have a great reputation. We know we do good work. Everybody does good work. Yeah, but you don't know that there's an ash pile underneath your house. 00:25:34:22 - 00:25:51:09 Speaker 5 Yeah, right. And the builder didn't know because it was done by. And the developer doesn't even know. Yeah. You know, they have one guy at an office that contracts that out to somebody else. And they they do good work, and it's just hidden. It's hidden from everybody's plain sight. It's plain in plain sight. But it's I. 00:25:51:09 - 00:26:07:02 Speaker 2 Know it's real information because otherwise you're hiring a foundation guy to check it. And really, their economics is they want to sell a foundation job. It's not right. So they may they going out and getting paid $85 or 100 bucks to look at something where you're not going to make a sale. That's not an economic model for any. 00:26:07:04 - 00:26:23:06 Speaker 2 It's a but now this is a assured we know it's there. And I could say if you were going, if you had a repair done and you wanted to assure the new buyer, that the house was in good condition, this is the way you assured them otherwise. You're you're even though it's been repaired, you have a compromised sale. 00:26:23:11 - 00:26:31:23 Speaker 2 Yeah, right. So, why don't you all take a little bit of time? Because we've been talking about this, so. Well, I can imagine that the listeners like. All right, tell me what this looks like. How does. 00:26:31:23 - 00:26:32:08 Speaker 4 This work? 00:26:32:11 - 00:26:33:16 Speaker 5 Yeah, yeah, that was. 00:26:33:18 - 00:26:37:18 Speaker 4 The field of mine. I'll. I'll do it real quick and then you can chime in all the details. But hey. 00:26:37:19 - 00:26:40:23 Speaker 2 So we get to skip the engineering version of this conversation. 00:26:41:09 - 00:26:44:11 Speaker 3 Let's hope that we'll pull. 00:26:44:11 - 00:26:45:12 Speaker 4 Out the details if I forgot. 00:26:45:12 - 00:26:47:12 Speaker 3 So why do you think he's here? 00:26:47:13 - 00:27:07:03 Speaker 4 So in retrospect, like, this is how I pretty much say it all the time. I mean, you're wrapping a belt around the house, and that's pretty much it. You're wrapping a belt around the house, a conduit to tube whatever you want to call it. There's sensors that are in those tubes every ten feet, and they're simply you're literally, trenching, small trenching. 00:27:07:03 - 00:27:21:19 Speaker 4 We're talking just a few inches away from the house, from the sod or the grass, a couple of plants, whatever. You just push those things to the side. You're putting your tube around the house, your installers. It's really simple. And we'll get into the details later if we need to. But you're putting the string with that ls the sensors. 00:27:21:20 - 00:27:44:08 Speaker 4 You're simply just doing screws into the to the foundation and that clamp or that screw is, is exactly where the sensor is. So it's truly attached to the home. It's not in between the clamps which would be a floating tube which would give you false readings. Right. So it's truly attached. So it's very simple. And you're wrapping that around the house when it's done. 00:27:44:08 - 00:28:02:04 Speaker 4 You're simply you're putting the turf back on top. Nobody sees the tube. Right. And there's just a little conduit that'll be pulling up. Popping up where the the data center if you will, of slab. Sure. The little box that's sending the signals to our data farm with all the measurement, data that we need to keep track of. 00:28:02:06 - 00:28:03:06 Speaker 4 That's pretty much it. 00:28:03:07 - 00:28:04:20 Speaker 2 And how does this in that signal? 00:28:04:22 - 00:28:05:14 Speaker 5 Cellular. 00:28:05:15 - 00:28:06:04 Speaker 2 Cellular? 00:28:06:04 - 00:28:23:19 Speaker 1 Yes. In. Adrian, once you, you brought a sample in. Yeah, exactly. And you had a tube to. Why don't you, like, hold that up? And obviously, this is a clear tube, and you're not using clear tube in your life, but for demonstration purposes, once you kind of hold that up and, yeah, people who are watching the video version of this can can see what you're talking about. 00:28:23:21 - 00:28:25:15 Speaker 2 But they're about the size of a Texas red. 00:28:25:15 - 00:28:29:04 Speaker 3 And clay. Right? I've seen those. 00:28:29:06 - 00:28:30:07 Speaker 4 The big red velvet. 00:28:30:10 - 00:28:30:23 Speaker 3 Yeah, yeah. 00:28:31:04 - 00:28:34:00 Speaker 4 When I play golf I'm like, am I going to die thing by. 00:28:34:02 - 00:28:35:19 Speaker 3 Like, you know. 00:28:35:21 - 00:28:45:19 Speaker 5 Danielle, let me know if you can see this, but they but basically, yeah, there's a tube that Kurt was talking about. And, inside the tube is a fluid. It's a dielectric. 00:28:45:21 - 00:28:48:10 Speaker 4 Nontoxic. It can if it leaks, it's okay. 00:28:48:10 - 00:29:06:12 Speaker 5 Degradable dielectric fluid, which is the same stuff you put in a transformer or something like that. Right. So it's the perfect, perfect atmosphere for electronics, right? It protects them. And, we have these little wires. You can see them inside here and, we call them Bordeaux's because they're circuit boards and they're little. 00:29:06:14 - 00:29:07:01 Speaker 3 But these little. 00:29:07:01 - 00:29:38:00 Speaker 5 Bordeaux's are all connected together and every ten feet apart. And, And what happens is the dielectric fluid in here when it's attached to the house, when the center goes down with the house, the pressure goes up, and opposite, obviously, if the house goes up, the pressure goes down. And, so we can measure these incredibly precisely now, because we account for temperature, we account for atmospheric pressure, we account for all of the things that might, you know, make this hard to do. 00:29:38:02 - 00:30:00:12 Speaker 5 And most importantly, why our patents were allowed is this thing is anchored to the foundation. Right. It is measuring a position. Right. Because the one of the challenges that the foundation repair companies have and use forensics, there's tools out there. You've seen them, they and basically they take readings all throughout that house. And that's great. Is perfect for forensics. 00:30:00:14 - 00:30:17:23 Speaker 5 Does an amazing job at seeing in a room where things are right. Are they flat? The problem is that house was never flat to no. And that's the problem. Like it even says in all those manuals, don't use this in the garage because the floor slopes, right. You can't use it on a patio because the floor slopes right. 00:30:17:23 - 00:30:27:02 Speaker 5 And there's all kinds of places where you have to make adjustments for carpet, pad and or tile, just tile flooring alone. 00:30:27:05 - 00:30:37:09 Speaker 4 Yeah. And just without this, without this, the only way to do it is to physically go do it. You it's almost like you have little people in your house every hour of the day measuring. Yeah. You know. Yeah. 00:30:37:09 - 00:31:00:23 Speaker 2 And we do photo measurements of cracks in a wall assembly and. Yeah, but then we have to make sure every time we come back to take that same reference photo, it has to be the exact same. It's just so it's so inaccurate. And it really is more art right now than it is science. We have some numbers to try to justify the art, but it's an art to determine where you're deficient. 00:31:01:01 - 00:31:16:00 Speaker 5 Right. And one of, you know, one of the, we all of our expertise and things like that. Right. And, you know, so I, I worked in data science for a while. I was a consultant for a while doing, helping to to generate artificial intelligence. 00:31:17:01 - 00:31:20:18 Speaker 3 But you're right. Yeah, yeah. No, that's it was it. 00:31:20:18 - 00:31:41:06 Speaker 5 Was a buzzword before it became a buzzword. Is it? Definitely. ChatGPT has changed all of that. It's a different world, right. But it's basically you can the date. There are things in data sets that can't be easily seen when you're looking at the data once a year, and that's just amplified when the data points that you're taking aren't in the exact same position. 00:31:41:08 - 00:32:02:08 Speaker 5 Whereas if you have the exact same reading, the same location happening every hour, literally every hour, right. I can tell you the status of any of our foundations, you know, within an hour. And, you know, the reality is, when you have that volume of data, you can see things in that data, and you're always logging. Right. 00:32:02:08 - 00:32:13:00 Speaker 5 So if another next when the next Hurricane Harvey comes along, if you want to know, hey, is my foundation compromised? You know, I'm I'm in Cabo. I got the hell out of Houston. You know, because I knew it was coming. 00:32:13:01 - 00:32:13:09 Speaker 2 Thank you. 00:32:13:09 - 00:32:14:03 Speaker 1 Senator Ted. 00:32:14:03 - 00:32:20:22 Speaker 3 Cruz. Yeah. Oh, like you didn't know you're going to my. 00:32:20:22 - 00:32:37:02 Speaker 5 My wife's in the Bahamas right now. Yeah, that's funny, but as long as you have access to the internet, you know how your foundation's doing, right? And, we have customer, American standard. They, if they, they want to know how the foundations are doing. No, no big deal. We can look at it, we can look at the data. 00:32:37:14 - 00:33:01:04 Speaker 5 And, so really it comes down to, yeah, it's sensors, it's technology, but ultimately it's about data. And, that's where that's how things improve, right? You can't design the that's how we're involved in the foundation repair association. And, in other societies like that, if you want to make better foundation someday, you first have to be able to analyze the ones we're making today. 00:33:01:06 - 00:33:30:03 Speaker 2 Which is going to be so great if we fast forward like 15 years from now. Right. And all of the information that we believe we know about foundation movement is anecdotal at best, academic like we we believe that we can apply building science, not academic building science. And right now all you have is academic information about foundation. We went above 15 years from now, and when we have a billion of these out there, that is applied analytics. 00:33:30:03 - 00:33:50:19 Speaker 2 That is the real situation. And I can I would be so interesting to see. And I feel bad for the person is going to snow blind on an analyzing. That's right. What we even see as climate migration affects our, our assemblies. But like my client and Wimberley, I had, I could tell them, you can go hire a guy right now to evaluate your foundation. 00:33:50:21 - 00:34:01:17 Speaker 2 He's going to use all these tools, or we can apply to and let's wait 18 months. Yep. And that data will be more useful than the evaluation tool they use today. 00:34:01:19 - 00:34:22:09 Speaker 5 It's interesting you say that we have resellers right now who, they buy these by the pallet, right. It's simple. Yeah. And and the reality is, is that their the way that they sell foundation repairs is typically there's a six weeks lead time or a lag, like time from time. That salesman's their thing year. You got a problem. 00:34:22:14 - 00:34:45:10 Speaker 5 We'll schedule the cruise. We'll get it all that that scheduled. But there is some time to be able to do an evaluation. Imagine the world you'd be in as a reseller to say, you know what? What we have today is empirical data observations, right? We can say, yeah, we see the cracks. It's painting. A picture that I can interpret would be you need a certain number of piers. 00:34:45:10 - 00:35:02:11 Speaker 5 Well, what if you take a step back and say, you know what. We're going to install slab here. We're going to go monitor this thing and we will get a finer touch, a better handle on what's actually happening. Oh, and by the way we're going to schedule you when there's less work being done by our crews so we can keep our crews working. 00:35:02:11 - 00:35:06:17 Speaker 5 And all of that. It's a true win win, right, for the homeowner and the results. 00:35:06:19 - 00:35:09:17 Speaker 4 And because the sensors are geo identified. 00:35:09:17 - 00:35:10:10 Speaker 3 Yeah. 00:35:10:12 - 00:35:13:19 Speaker 4 You know where the problem is versus guessing. 00:35:13:19 - 00:35:14:12 Speaker 2 Yes. Yeah. 00:35:14:12 - 00:35:15:12 Speaker 4 You know where it is I. 00:35:15:12 - 00:35:39:13 Speaker 2 Love the let's acknowledge that you have a challenge. Let's gather the information and revisit this. And of course, the price point is going to be less than a full on repair today. Right. So you were baby stepping into this, but your baby stepping in with good data. And then if they do this on a regular basis they look up a year and a half from now and they have all of this beautiful data maximized the spend. 00:35:39:15 - 00:36:04:06 Speaker 2 And that's going to be a better repair and they'll be able to carry it forward. I mean it's it's totally different. I can I would love to be in that room with you all when you're talking to the guys, like, I've been doing this for 40 years, right? Like I want to be in and and tell him, hey, these little bitty, you know, little the ants are telling us specifically what's going on in this house, and that's. 00:36:04:06 - 00:36:06:23 Speaker 2 And you've never seen that kind of information. 00:36:07:01 - 00:36:31:00 Speaker 4 Remember something you said prior on the resellers that are repairing the home and then having the sensors around the home after that? It's not it's not only securing peace of mind that the rest of the home may not get to that point ever again of having a major repair, but it is a huge integrity play for the resell company. 00:36:31:02 - 00:36:39:20 Speaker 4 That company is going to have an additional sense of, wow, these guys are really great. You mean don't you want my house to break again? 00:36:39:22 - 00:36:40:20 Speaker 2 The point of difference. 00:36:40:23 - 00:36:42:06 Speaker 4 It's not about that. It's. 00:36:42:06 - 00:36:42:19 Speaker 3 Yeah it's. 00:36:42:19 - 00:37:01:02 Speaker 2 Giant. That did mean for for for a industry that really the only point of differentiation is how colorful your ad in the mailer is. Right. That's huge. That's like everyone else in you. Yeah. So and then know that you could fill up pretty fast right. But if 00:37:01:04 - 00:37:19:03 Speaker 4 I mean think about the guy that does not have a repair which we, when we every time we interview are reselling discovery calls if you will. They're all pretty much agreeing that around, you know, 25, 30% of the homes that think they have a problem, they saw the weird crack and oh, my God, what's happening? They don't need a repair yet. 00:37:19:05 - 00:37:19:22 Speaker 3 00:37:20:00 - 00:37:43:13 Speaker 4 They may need one soon, but they don't need one yet. There's not enough evidence to prove it, but it does look weird. I mean, just just imagine that company today being able to go. You know what? You you might have something strange happening, but I don't have enough evidence. But if we put this here, might cost a little bit here and there and very small amount money compared to what a repair is, and that's going to secure that you don't get there. 00:37:43:17 - 00:37:44:11 Speaker 2 That's a piece of mind. 00:37:44:11 - 00:38:03:13 Speaker 4 Can you imagine the reputation of that company now going, man, these guys came out here. They could have just said nothing and said, we'll call you in three months a wink, wink, because they know what's going to break. Think about the integrity that they're creating. Wow. These guys are really cool. They're honest. They're true consultants. They're going to get their repairs. 00:38:03:15 - 00:38:19:19 Speaker 4 This is not going to go on every home in the whole country. We know that. But the trend is to create a win win for everybody. You're going to have some great consultative approaches. You're going to earn some credibility. You probably can earn some more referrals. Call my brother. He has a problem. All these things become a win win when you're doing it right. 00:38:19:19 - 00:38:46:11 Speaker 2 And the monitoring is probably going to reduce that ultimate repair work. It's worth it's way it will pay for itself. So yeah, before we get into retail sale, you know what it means to that transaction. I'm waiting for you to tell me something. That's that's that's bad about this. I'm trying to find it. I can imagine probably when you have a giant piece of driveway right up against a slab, right. 00:38:46:11 - 00:38:50:21 Speaker 2 That might be a challenge, because how do you fix that? Yeah, you may have to go above ground for that. You just. 00:38:50:21 - 00:38:51:07 Speaker 4 Stop it. 00:38:51:12 - 00:38:52:06 Speaker 2 You just stop it. 00:38:52:06 - 00:39:11:21 Speaker 4 You just. If you if you see a sidewalk, you go underneath it. That's not a problem. If you have a really big slab or a deck or something. We have two strings on a typical home, so it's very customizable where you want it. Hey, let's start it. Where the driveway begins. Wrap around that side of the house. Let's go to the other half of the driveway and wrap around the other side. 00:39:11:21 - 00:39:13:15 Speaker 4 And now we got three quarters of the home measured. 00:39:13:16 - 00:39:20:22 Speaker 2 I wish I could wrap my pool with it. I wish I could go around the top 18in of the night and tell me if something's happened. 00:39:21:00 - 00:39:21:16 Speaker 3 Yeah, you could. 00:39:21:16 - 00:39:22:14 Speaker 5 Do a lot of pools. 00:39:22:16 - 00:39:24:17 Speaker 2 Yeah, we do a lot of pool mysteries. 00:39:24:17 - 00:39:43:07 Speaker 5 If it's moving, we can measure it, right? The problem is when it gets covered up, right? Yeah. And, it and say problem it. Let's say that you have a big pool deck along the back of of your home. Yeah, right. Curt lives in a amazing home lakefront. Gorgeous. Nice giant pad on the wall. 00:39:43:07 - 00:39:44:15 Speaker 4 Come on, come on, come on. 00:39:44:15 - 00:39:47:18 Speaker 3 It's okay. I'll see you next month. Yeah, yeah. 00:39:47:20 - 00:40:05:16 Speaker 5 But yeah, in his example, he has to make a decision, right? Do I want to have a tube in the conduit showing across the top of the deck? Or you could stick it inside the little drains that they put in. You know, the little plastic drains with the slots in. And now you've seen those, right? We fit right inside that if you wanted to. 00:40:05:17 - 00:40:20:21 Speaker 5 Right. Or you could simply say, you know what? We're better off having 70% of the house measured and just simply leave it at that. Yeah. And that's what I would do if it were everybody's different, right? Everybody's got their own opinion. It depends on how much you've been bitten by foundation movement. Yeah. Right. 00:40:20:21 - 00:40:27:03 Speaker 4 Yeah. And if it if it is moving where you don't have the tube, the other end like a scale will show some evidence. 00:40:27:03 - 00:40:38:19 Speaker 2 It's never a single point of movement. It's all right to point. There's a. Yeah. I mean, unless someone can figure out how to change the lateral force a Dave, we're going to have that up, observe someplace else. 00:40:39:00 - 00:40:57:20 Speaker 5 That's it. And so in that particular case, what you would have is you'd have one of these cellular computers with the tube wrapping around every ten feet. We're measuring, if you're right at a corner, pull it back a bit. Right. Yeah. And then when you get to the end, you cut the tube off. It literally is cut the tube off, cut through the wires, caps the fluid. 00:40:57:20 - 00:41:16:11 Speaker 5 It comes in the kit and or cap the tube and the fluid stays inside. And that's how it's done. It's very, very simple. The that that giant home that that, Kurt was talking about was. Yeah, it's like 6000ft² or something like that, or just single storey. I guess there is a second story, but it's it's a gigantic. 00:41:16:11 - 00:41:24:03 Speaker 5 Yes. Right. It's big awesome area in the back and big pool, but that whole thing 2.5 hours, right? 00:41:24:05 - 00:41:29:06 Speaker 2 That's crazy. That's that's you could technically install three houses a day. I mean, at least. 00:41:29:08 - 00:41:45:17 Speaker 5 They were saying by the time if they got good at it, that's not everything. There was a couple other details, but they were doing training videos and stuff. All that trench was much bigger than what it needed to be so they could see the tube. Sure, photos and video and things like that, but the reality is their conclusion was, you know, we can knock these things out right? 00:41:45:17 - 00:41:50:15 Speaker 4 And think these crews are there like they're totally professionals. They're what they do. And this is an. 00:41:50:18 - 00:41:59:04 Speaker 2 Easier install than they've done. I've been over foundation repair. Oh, right. Like this is an easy this is like light duty. Yeah. By comparison a normal day for them. Yeah. 00:41:59:06 - 00:42:11:06 Speaker 5 And we so we see this typically is typically the same crew that would be used for like a poly job. You know, they just do that injection. You know what those are quick jobs. We got a small crew. We just knock those out. You knock him out when you need to. 00:42:11:09 - 00:42:20:10 Speaker 1 So we've talked about doing this on on older homes or existing homes. Right. But is there an application for installing these on a new home when it's built. 00:42:20:12 - 00:42:41:21 Speaker 4 You could. Yeah. I mean before we used to go literally within the rebar. And that was really cumbersome though it was a lot of complications, a lot of political stuff with architects and engineers. Oh, what are you doing in my plans? This isn't going to happen. No. It was like, so it could be done, if they really want it, have all the veins of the of the home measured technically without just the perimeter. 00:42:42:00 - 00:42:48:11 Speaker 4 But generally speaking, as soon as the home is poured, you can then wrap this thing around it right away. Yes. 00:42:48:14 - 00:42:54:22 Speaker 1 Yeah. That's. I was thinking if you could do this from the very beginning, you're setting a true baseline for the House at that point, right? Yeah. 00:42:54:22 - 00:43:13:12 Speaker 5 And the magic is and this is one of the things that, that's just changed, right? The our very first job we, we did in, Hedwig Village, city inspector comes out and sort of. What are you doing? Well, what's this pooing doing inside my being dumb? Shut this thing down. I was like, hold on. We're not putting plumbing inside here. 00:43:13:12 - 00:43:40:18 Speaker 5 We're measuring foundations. And, like, what? You know, we we had a great conversation and he allowed it all. But we've always had that challenge between. All right it's run on power. Right. So the foundation has poured and you're starting to build the house. There's still no power per se. There's no house to attach the unit two while we've solved that now, now the moment that the foundation is poured, which beautifully because the soil is nice and soft. 00:43:40:18 - 00:44:01:22 Speaker 5 Right. They've just done all that formwork. Attach it on the way outside. You put it on a temporary post. It's now battery operated. Yeah. So being battery operators changed everything and then it's just okay when the time comes to take it off. That temporary post and put that computer on the side of the house. Okay. Reset your baseline recorded database. 00:44:01:22 - 00:44:23:16 Speaker 5 Hey, all the numbers jumped. Here's why. And it's good. But what that allows us to do is to to monitor what's going on during construction. We did a, house for one of our first custom builders that we worked with, repeat customer, which we love. And then, you know, they came out and, they, they loved the stonework. 00:44:23:16 - 00:44:42:06 Speaker 5 The husband and wife loved the stonework on the outside, this house. I couldn't stand it. It was not my thing. But they loved it. Right. And so they they asked the builder that we'd gotten to know and said, you know, whether or not they could put a, a stone fence around the outside of the property. And they did. 00:44:42:07 - 00:44:52:12 Speaker 5 The guy was great at stonework but didn't know anything about, you know, water maintenance and things like that. So there were no weep holes. Right? So the water went in but didn't leave the property. 00:44:52:18 - 00:44:53:11 Speaker 3 Right. 00:44:53:13 - 00:44:58:17 Speaker 5 And so this house turned into just basically an island surrounded. 00:44:58:17 - 00:44:59:13 Speaker 1 By a moat, you know. 00:44:59:14 - 00:45:18:00 Speaker 5 About. And, so we had an agreement and said, all right, we'll do our baseline readings because we were we had a we had a sensor. I'm not going to bore you with sharing this history. Right. But we we measured inside the house and said, no big deal. The house is under underwater essentially, or damn near right. We can go out and do the readings again. 00:45:18:02 - 00:45:45:11 Speaker 5 And you talked about peace of mind. Imagine the peace of mind when the builder and the homeowner and the the contractor who did the foundation knew that the foundation was absolutely rock solid. That foundation over three months moved 0.001in on average. Yep, that that that piece that says, right, we're moving forward right? I understand we're concerned about it. 00:45:45:11 - 00:46:03:16 Speaker 5 We're going to take care of the poles will fix that for you. We'll send you that bill. But this construction project is moving ahead. Right. And and same thing. We have a high end custom home that had a just a big vertical crack in it. It's like a year old like what's going on. That shouldn't happen right. 00:46:03:18 - 00:46:10:13 Speaker 5 Study the house, confirm that it isn't moving for it isn't moving anymore. Settling happens. 00:46:10:13 - 00:46:10:20 Speaker 2 Yep. 00:46:10:20 - 00:46:14:04 Speaker 5 Cracks happen. Cracks happen. Right. That's just that's the real world. 00:46:14:08 - 00:46:18:08 Speaker 2 There's no way to build crack less concrete. It does. 00:46:18:10 - 00:46:37:23 Speaker 5 Exactly, exactly. And so let's live in the real world. Right. And said like, yes, the crack happened. But we also have concrete data period. Right. That says that it ain't move it anymore. So now peace of mind again. This says, all right, we'll fix the crack. We'll take care of that as a cosmetic. And it's only cosmetic. It's not going to happen again. 00:46:38:00 - 00:46:43:11 Speaker 2 But we have the data to show that it's only cosmetic. Otherwise it always looks like you're trying to get out of a warranty. 00:46:43:11 - 00:46:44:12 Speaker 3 Exactly. Yes. 00:46:44:16 - 00:47:03:07 Speaker 1 It's also important to say that, like all foundations are going to move to some extent, there's no such thing as a foundation or some soil that's not going. It's always going to have some movement. So it's also being able to show a pattern that says, look, every single, well, every single summer. It's going to do this every single winter it's going to do this, this a normal. 00:47:03:07 - 00:47:27:20 Speaker 2 And that's why modulation I want this data like at year three. Because now all these things that I are empirically I tell people and I will have I, I will literally have the data based off of I could even zero in on I could go to you and say, hey, I have this case in this part of Houston, and you could pull up the empirical data and go, yes, the average movement of a slab that age is this. 00:47:27:20 - 00:47:44:10 Speaker 2 And you're within range, right? It's no more guesswork. That's right. So it's going to be huge for forensics is going to be huge for legal cases. Right. And the reality of what how a slab performs is technically not known. Because no one no one goes out and tests it. And you can. 00:47:44:10 - 00:48:00:00 Speaker 4 Slice this data. I mean, you can you can say between January of 22 to December 23rd had my house do with all the freeze and the drought and and you can see the pattern behavior. Yeah. Your house performed pretty nicely here. Another home may be all over the place and it needs help. 00:48:00:00 - 00:48:18:23 Speaker 2 And if I was a concrete manufacturer, if I built, I provided steel. If I provided post tension cables, I would be hungry for this because you'll be able to then go, okay, well, all my post tension cable slabs go from this h, this h with this slump ratio of concrete and all this. And so that's how that performs. 00:48:18:23 - 00:48:29:12 Speaker 2 But you could modify your product this way. Right. So they have no I mean I'm sure I know there's labs that try to try to recreate these situations. Sure. But every time there are you trying. Yeah. 00:48:29:13 - 00:48:49:00 Speaker 4 But and then I think about the, you know, we talked about some of the new, new home technologies and how this would be such a great asset to. But the, the 30, 40, 50 year old homes, that's a that's a big deal. That's that's another wave of of the market of oh I love the older homes and you know, the old you know wood floors and all this and that. 00:48:49:01 - 00:48:51:05 Speaker 4 You know, they just don't build it like they used to, you know, those kind of. 00:48:51:05 - 00:48:52:01 Speaker 3 Things that. 00:48:52:03 - 00:49:08:20 Speaker 4 There's going to be that that client. Right. But the one of the spouses or somebody is going to go, yeah, but the foundation is going to be a problem. I bet this is a 40 year old home, blah, blah, blah, you know. Well, it hasn't happened yet, but it's going to happen now. The order in our favor, it's going to happen this prevents that. 00:49:08:20 - 00:49:15:20 Speaker 4 If you're going to whip out a few hundred grand or more for a home like that, why not whip out maybe a couple of more and get this whole thing? Or if I. 00:49:15:20 - 00:49:29:11 Speaker 2 Was selling it, I would get that, hey, you know what? No problem. We'll go ahead and pay for the slab sure to be installed and you guys will at least know, right? No more guesswork. Not what you think of what I think. This is what the reality is. It's that if they had already had a repair, you know, two years ago would already be there. 00:49:29:13 - 00:49:57:02 Speaker 2 So, you know, information is is power guesswork. I spent so much time talking people off the cliff. With this. So, I mean, I think it's pretty clear how my group will be. You has already been utilizing this. So it's really just so the network of people that install it, the the resellers, is a are you all at the point now that I can pretty much say every major city in Texas has a reseller and then new Jersey or where are we at with that? 00:49:57:02 - 00:49:58:01 Speaker 5 Yeah. So yeah, go ahead. 00:49:58:03 - 00:50:11:13 Speaker 4 Well, just gonna say it's scattered right now. I mean, we have someone in Montana, someone in that Mid-Atlantic. You know, we have a I think we have a Dallas one now. We have three four in the greater Houston. 00:50:11:15 - 00:50:13:14 Speaker 2 Done. I don't care about everybody else. Yeah, yeah. 00:50:13:16 - 00:50:17:06 Speaker 4 So we even have somebody and we already. We even have someone in New Zealand believe it. 00:50:17:06 - 00:50:18:09 Speaker 3 Really? Yeah. Yeah. 00:50:18:09 - 00:50:27:10 Speaker 4 So we did market New Zealand. They found it at World of Concrete. And this guy's not a repair company. He's just a, a reseller of multiple home products, if you will. 00:50:27:12 - 00:50:27:17 Speaker 3 Yeah. 00:50:27:18 - 00:50:45:17 Speaker 4 And he's he's already getting it going. Slowly but surely, we're like, we're not spending tons of time with him, to be frank. We want to take care of our home city first. And we, you know, people like Atlas and other people like that are are a huge win for us. And, you know, hopefully we are for them. But the but yeah, I mean, people are we can do this all over the world. 00:50:45:17 - 00:50:49:08 Speaker 4 Yeah. If we if it in other words, if it can be measured, we can do it. Sure. 00:50:49:20 - 00:51:10:17 Speaker 5 We've we've definitely gotten our stride right when we were trying to sell to individual homeowners. It's a difficult sell. Yeah, because you have to explain everything and that, you know, ultimately we're selling peace of mind. Right. And so a foundation repair company that's that's the model for our reseller. Right? That's the typical model. They also sell peace of mind, right? 00:51:10:17 - 00:51:32:15 Speaker 5 Yeah. But you're that peace of mind that says, all right, Atlas was here today. Great. That's fantastic. But what the ownership there recognized was that, you know, that's today we sell peace of mind every hour of every day. Right. If you want to know that the foundation was repaired and is still doing okay, you can look at that app on the phone and say, my status is green. 00:51:32:19 - 00:51:45:07 Speaker 5 Yeah. Right. That's that's the peace of mind. And the only way you know is to know, right? Yeah. You can't look at your car in the parking lot and say, yeah, everything's fine. Check. Engine light not on. You have to turn the darn thing on. And that's the analyze the data. And, you know. 00:51:45:07 - 00:51:55:02 Speaker 2 And I love the fact that they don't have to have the app on their phone. If something goes wrong, they will receive a notification through a couple different ways. Email. That's right. They don't have to keep that one app that they may never. 00:51:55:02 - 00:52:06:17 Speaker 4 And even if they don't want to look and they turn off their their one of those. I have some friends, they have like 300 unread red Texas. I'm like, what are you doing? No, I'm not calling you during emergency. But it's out there, right? 00:52:06:17 - 00:52:08:22 Speaker 1 It's it's it's like all these little bubbles on their phone. 00:52:08:22 - 00:52:11:07 Speaker 3 It's like just like cleared. 00:52:11:09 - 00:52:26:02 Speaker 4 You just want to throw your phone in the ocean. I mean, go ahead. But but that's where this proactive, this from the reseller is so valuable that you can you can be completely disconnected, but someone's still going to call you and go, hey, Mr. Smith, you need us to come by. 00:52:26:03 - 00:52:40:18 Speaker 2 Just like the story I told when we were getting ready for this conversation. I was on vacation. I was not paying attention to my home because I'm on vacation and my AC system is monitored. Macy, contractor contacting me, said, hey, by the way, we're at your house. We're fixing your frozen coil. 00:52:40:22 - 00:52:42:01 Speaker 4 Yeah that's amazing. I went. 00:52:42:02 - 00:52:42:08 Speaker 3 Yeah. 00:52:42:12 - 00:53:00:20 Speaker 2 Thank you for that. Yeah, but I didn't have to. I did not come home to a hot house or a flood or a problem. Done. I love that in that it's really simple to happen and that's what's going to happen. The background and the foundation provider would be able to just tell you, hey, by the way, we're we're coming over, we see something. 00:53:01:01 - 00:53:13:19 Speaker 2 We're going to get it figured out for you. Don't worry about it. Right. That is yeah, I think that's more powerful than the app. Right? Oh, absolutely. Yeah. I think the gap is there for people who want to and normally don't be don't be involved. And then it'll kind of fade away. Right. Yeah. 00:53:13:20 - 00:53:32:04 Speaker 4 Oh yeah. The anomaly will wear off. But it's, it's it's really the honeymoon I should say. But yeah the, the thing that's really important. And for the resellers out there, don't worry. Your homeowner's not going to see that your house moves 0.02in and they're going to call you. Hey, what's going on at my house? That's only they're just they're just it only. 00:53:32:06 - 00:53:34:01 Speaker 3 But they're only going to see engineers. 00:53:34:06 - 00:53:48:18 Speaker 4 They're not going to see data. They're not going to see the data. No different than when the check engine light comes on on your car. You're not seeing all the measurements of the oil pressure and this and that. You're just going to call the mechanic. I have a check engine light. So they're just going to see green yellow red. 00:53:48:22 - 00:53:59:13 Speaker 4 Yeah red means this is not good. Yellow means you're getting to where this is not good. But you're still okay. Right. It's like your blood pressure's kind of getting higher than normal. We need to go check you out, make sure you're fine. 00:53:59:13 - 00:54:11:06 Speaker 1 Yeah, I've got some some engineer clients. It would be every night before bedtime. Hey. Hey, Curtis. My foundation moved .00001 last night. Can you please send somebody out tomorrow? 00:54:11:06 - 00:54:12:05 Speaker 4 And for that reason. 00:54:12:09 - 00:54:14:18 Speaker 3 No, I don't want that. That that's right. It's funny. 00:54:14:21 - 00:54:32:15 Speaker 4 Yeah, I was going to say the read reason. We just talked to a reseller, potential customer this morning in your parking lot. And he was like, am I going to get a bunch of people calling me? I'm like, no, no, no, no. So yellow is not normal. Yellow is once in a blue moon. Most foundations are going to hold their own for a while. 00:54:32:17 - 00:54:38:13 Speaker 4 And you're going to all of a sudden have this. I got 100 installs. One of them's yellow today. I need to go check. 00:54:38:13 - 00:54:58:17 Speaker 2 They should be excited about that because it is likely it is not related to the repair they did. It's related to the rest of the repairs that are impending still. Exactly. And we all say that. They all say that when the in the in most contractual, foundation repairs, it says it is likely that if you've had one repair you will have another repair in the future is likely. 00:54:58:17 - 00:55:05:02 Speaker 2 So I would be excited about like I would look at my board and go, do we have any yellows today? Oh, we got 15 yellows. 00:55:05:04 - 00:55:08:20 Speaker 3 Let's go. That's could be a good week, right? Right. Yeah. 00:55:08:21 - 00:55:28:09 Speaker 5 And it is funny you say that the, last year was a good year and the foundation repair business. Right. Because it's a dry year. Well, this year there rocket as well, right. Yeah. And we that just goes to show that we are affected by things that are absolutely unrelated to the design. Right. We're sitting on soil. The soil expands and contracts. 00:55:28:09 - 00:55:40:07 Speaker 5 It moves up. It moves down. That's just the real world. Yeah. And so you just. Yeah, if you want to put your head in the sand and say, you know what? Yeah, it's going to move. Am I can nothing I can do about it. Rally is you can. 00:55:40:09 - 00:55:59:16 Speaker 2 Yeah. That's why insulators and Hvac contractors and foundation builders all have the hardest job because they are the intersection between the controlled indoor environment and the uncontrolled outdoor environment. Correct. They will see the majority of opportunities or challenges, but most of them are outside of their control anyways. Yeah. Versus that's why being a countertop guy is pretty good, right? 00:55:59:16 - 00:56:03:02 Speaker 2 You still messed up one time. See you later. Yeah. Not the monitor. That countertop. 00:56:03:02 - 00:56:03:12 Speaker 4 That's right. 00:56:03:13 - 00:56:04:08 Speaker 3 Yeah. Yeah. 00:56:04:10 - 00:56:21:12 Speaker 1 Yep. Yeah. So if people are interested in slab. Sure. If they're listening again, you guys are selling through resellers. You're not selling direct. Direct public. But if they wanted to see check the the availability of your product in their area, I think I saw on your website, you've got a forum where they can go on there and give information about. 00:56:21:12 - 00:56:38:02 Speaker 4 Dealers, and we'll refer them to our reselling partners, so we won't sell anything directly. So this is good for the homeowners to know that you do have somebody. And even if you're somebody in a city or state, we're not in yet, we'll have someone close to them that's in maybe a two cities away to sell them the product. 00:56:38:02 - 00:56:39:16 Speaker 4 Yeah. And they'll install it and do this in that. 00:56:39:16 - 00:56:40:11 Speaker 3 So yeah. 00:56:40:19 - 00:56:47:18 Speaker 4 So we'll definitely make sure that happens. I mean, here in Houston, it's really easy. We I guess we could announce our, our newest partner level. 00:56:47:20 - 00:56:49:00 Speaker 5 Yeah, yeah. 00:56:49:02 - 00:57:08:15 Speaker 4 So level check, is also in the game now, so we're very excited to have them as well. So there's some very reputable, great companies. And like I said, we're we're very conscious. We we're not going to just let anybody be our reselling partner. Yeah. It's exciting to have more partners that want to do it. But they got to, you know, they got to have a good reputation. 00:57:08:15 - 00:57:12:00 Speaker 4 They got to have, you know, good history and things like that. That's very important. Yeah. 00:57:12:01 - 00:57:27:06 Speaker 1 So one thing I'll say is here in Houston, you know, there's there's the big players. You know, you mentioned Atlas level check. There's kind of guys who are legit companies have been around for a long time. Have a history. Right. As a you know, I have a real estate license. I used to do a lot, a lot more real estate sales. 00:57:27:12 - 00:57:46:11 Speaker 1 And what I would see was people would would get the quote from Atlas or level check, and it's like $20,000 and they'd be like, oh my God, it's way too much money. Let's find the let's find let's find Chuck in the truck Foundation repair. Who's going to be $10,000. That guy is is all about the one time sale in and out. 00:57:46:11 - 00:58:03:12 Speaker 1 You know, these guys that that you guys are working with. Again, these are established companies who are going to monitor it. They're going to be there to support the sale they just made. Yeah. You know, Chuck in the truck Foundation repairs is going to be gone next year. And his warranty is not worth the paper it's written. 00:58:03:12 - 00:58:24:06 Speaker 4 No, I mean, I had a I had a neighbor that, that and I won't name any names. Wouldn't you, Adrian. Don't worry. But, but they they got a pool a very expensive pool with all kinds of contraptions and little waterfalls and stuff, and and a lot of people didn't want to do it, or they didn't hire them because it was going to be really more expensive than expected. 00:58:24:08 - 00:58:40:03 Speaker 4 And they did go to something that was a little less expensive. And now they have all kinds of problems and lawsuits and the things leaking and things the pumps not work. Wow. And within just a year or two and it's it's a bad, bad situation. 00:58:40:03 - 00:58:41:18 Speaker 2 I appreciate the referral to your neighbor. 00:58:41:20 - 00:58:48:09 Speaker 3 Yeah, I'm not kidding. If it comes up, I'll let them know. But it's it's you should come to you know, it's. 00:58:48:14 - 00:58:52:12 Speaker 4 It's so elementary. We've been knowing this since we were kids. You get what you pay for. 00:58:52:12 - 00:58:53:08 Speaker 1 It's shocking, isn't it? 00:58:53:11 - 00:58:53:22 Speaker 3 It's just. 00:58:53:22 - 00:59:10:19 Speaker 4 So easy. I mean, there's a reason why expensive restaurants have better food. There's a reason why an expensive car last longer. You're home again. Back to. Why don't we have chicken? It's amazing that we're the first ones doing this, that there's not a warning flag for the most expensive purchase you'll ever make. 00:59:10:19 - 00:59:15:05 Speaker 2 And there's never been an option. As ever, taking the guy's word for it now there is. 00:59:15:11 - 00:59:45:01 Speaker 5 Yeah, yeah. And, you know, you talk about having the the chuck in a truck, right? This is an unregulated industry. Foundation repairs are unregulated, and that's the beauty of and ultimately that's why we we never thought we would find our people in the foundation repair business, but they are they I mean, Craig, as one of our, a sales hunter, it's like it's unbelievable the hit rate, right, in terms of people who really do want to do a good job. 00:59:45:03 - 00:59:55:17 Speaker 5 Yeah. Right. And it's it's, you know, they get a bad reputation by guilty by association. Right. There's so many horror stories you hear out there. And we thought that that can't be the market for us. 00:59:55:17 - 01:00:07:17 Speaker 1 But it is I was chuckling because like I, I have seen foundation guys walk out with an eight foot level, put it on the slab. And that's how they evaluate the foundation. Right. 01:00:07:19 - 01:00:08:10 Speaker 3 Oh wow. 01:00:08:12 - 01:00:14:09 Speaker 1 Yeah. You know. Yeah. So there's that right. Versus the guys who are using slab. Sure. And you know, yeah. 01:00:14:11 - 01:00:20:12 Speaker 2 I had a homer drop on a slab for me the other day. I was like, great, thank you. This is what we're doing. You're dropping marbles on the bus. 01:00:20:13 - 01:00:25:12 Speaker 3 Yeah, yeah, yeah. Videos like that. Yeah I know, yeah, yeah. That's why I, I've seen. 01:00:25:12 - 01:00:29:13 Speaker 5 Videos as well. It's like, oh usually it's a golf ball or a tennis ball or something like that. And it rolls. 01:00:29:13 - 01:00:31:00 Speaker 2 It's, it's umbrella. 01:00:31:02 - 01:00:32:06 Speaker 3 Yeah. But you know. 01:00:32:08 - 01:00:49:22 Speaker 5 It's funny you say that my, we, we built our house, I guess, 2014, the year I got my MBA, the, and, 2014, we, we were out there. My kids are all walking around this foundation, and, they they did the same thing. They wanted to see when it roll, and it rolled. 01:00:49:22 - 01:00:52:17 Speaker 3 Right. Going to roll. It's going to roll. Right. 01:00:52:20 - 01:01:10:03 Speaker 5 And that's that was the, that was the challenge actually this wire patents were allowed. Right. We realized that that surface that every foundation repair company, every forensics guy, every body and builder is relying on isn't flat. 01:01:10:05 - 01:01:10:13 Speaker 3 01:01:10:14 - 01:01:17:22 Speaker 5 It would be an absolute miracle if it was right that concrete came out of a tube and it makes a cone. And you got to work it and work it and work it. 01:01:17:22 - 01:01:19:00 Speaker 1 And humans were. 01:01:19:06 - 01:01:19:12 Speaker 3 Yeah. 01:01:19:14 - 01:01:21:02 Speaker 1 Flattening it by hand. Yeah. 01:01:21:07 - 01:01:33:03 Speaker 5 And it's raining. Sorry, Ray. A lot of rain is coming. I got to cover it up before the rain. That's as far as I can go, right? You're measuring something that isn't flat and making judgment calls on whether it should be flat. 01:01:33:07 - 01:01:35:06 Speaker 2 And pouring it onto something that's not flat. 01:01:35:11 - 01:01:36:09 Speaker 3 Oh, yeah. Right. Like. 01:01:36:11 - 01:01:39:12 Speaker 2 Tell me where the flat begins. Yeah. 01:01:39:14 - 01:01:54:11 Speaker 4 This is actually a great segue to back to the install part. After you install that belt or tube around the house, it doesn't have to be perfectly level, just needs, you know, just reasonably. Because as soon as we flip the switch, it's a zero baseline. 01:01:54:14 - 01:01:55:07 Speaker 3 Yeah. Yeah. 01:01:55:07 - 01:01:58:17 Speaker 1 So yeah, every sensor is its own baseline. 01:01:58:19 - 01:01:59:15 Speaker 4 That's exactly right. 01:01:59:15 - 01:02:08:11 Speaker 2 Which which is redundancy in evaluation. So we're not and it's not like a Christmas light where one goes out the other is all go out. That's right. Independent of each other. 01:02:08:11 - 01:02:21:11 Speaker 1 Which is what makes the traditional foundation, evaluations difficult because you have to select a data point and then it's going to be or zero inside the house, and then you're taking negatives and pluses from around that. 01:02:21:11 - 01:02:22:10 Speaker 3 Yeah. Right. Yeah. 01:02:22:12 - 01:02:26:14 Speaker 5 And you have to be able to find it next year when you do it again. Yeah. And now yeah. 01:02:26:14 - 01:02:27:12 Speaker 1 Where was that zero. 01:02:27:12 - 01:02:29:05 Speaker 3 Where was that zero under. 01:02:29:05 - 01:02:30:18 Speaker 5 The the cam like. 01:02:30:20 - 01:02:31:12 Speaker 3 Yeah. Candlelight like. 01:02:31:12 - 01:02:51:06 Speaker 2 Here. So this is awesome. So someone who's interested in this can get on your website. They can find a provider. And those providers are only growing every single day, right? Yeah. They can night. They can either say I have I think I believe I have a problem getting installed and know empirically if they have a problem or they can say, I'm about to do a repair, let's do the repair and then monitor going forward. 01:02:51:09 - 01:03:03:03 Speaker 2 That's why they're building a new house. And they say, I want to know going for I need to find when I'm not doing this other than I just don't want to know, right. Like the ostriches don't want to know this, right? Right. But anybody else? Yeah. 01:03:03:03 - 01:03:21:11 Speaker 4 And you took the words out of my mouth. I always, I always say this when I'm talking about this to a lot of people. And I'm like, you know, I always wonder once people are educated about this, why wouldn't you want this? Yeah. Why would somebody say, no, I don't want to know. You don't want to know when your house might have a major cost problem, like a stressful problem. 01:03:21:11 - 01:03:37:05 Speaker 4 And oh my gosh, I get it. You don't want to know that. And you want me to take the check engine light out of your car? Yeah. You want to wait till the engine cracks. So you just want to know when you have oil leak like so. It just. I don't know why they wouldn't want it, especially if they're concerned and they're calling repair companies saying, hey, I think you got an issue, right? 01:03:37:06 - 01:03:46:15 Speaker 5 I had a, we were at a trade show when we were still selling to consumers. Right? And somebody said, oh, no, I don't have a problem at all. If there's a foundation issue, I'm just moving. 01:03:46:17 - 01:03:50:03 Speaker 3 Like, what does that cost you? What did. 01:03:50:03 - 01:03:50:20 Speaker 5 You give away in. 01:03:50:20 - 01:03:52:14 Speaker 3 Equity? Yeah. Yeah. Right. 01:03:52:14 - 01:03:53:14 Speaker 5 You think about that, you just. 01:03:53:14 - 01:03:56:19 Speaker 1 Throw out the cracks and move. Yeah, I did it for you to paint it and get out the door. 01:03:56:21 - 01:04:01:20 Speaker 5 Five years of mortgage with your all interest. What did you really pay? 01:04:01:20 - 01:04:05:01 Speaker 4 Right. Either that guy was joking or he's worth millions of dollars. 01:04:05:03 - 01:04:06:12 Speaker 3 Yeah, yeah, yeah, I could be right. 01:04:06:17 - 01:04:24:06 Speaker 2 You know, before we. As we start to wrap up here, I wanted to say Roger. And I really appreciate you've always kept me in the loop. You and I have had really awesome conversations over your years, and I've been really excited to see how this has organically developed. And I mean, really listening to your customers was was the key here, right? 01:04:24:06 - 01:04:47:15 Speaker 2 Yeah. And you all have this product and it is a service and it's a product from a service, a service from a product that didn't exist before that is super relevant that we in terms of new technologies related to the home, we don't really see that many very often, maybe one every decade or so. This is this is in that range. 01:04:47:15 - 01:04:53:04 Speaker 2 Yeah. So you all should be very proud of what you've done so far. We're going to be big supporters of you always have been. 01:04:53:04 - 01:04:53:09 Speaker 3 Right. 01:04:53:11 - 01:04:53:23 Speaker 5 You know. 01:04:53:23 - 01:05:04:12 Speaker 2 Thank you. So we really appreciate you guys coming on explaining this. It's it is an educate of sale. Yeah. And this hopefully this is an educative podcast. Sure. So yeah. 01:05:04:13 - 01:05:07:14 Speaker 4 Make sure com is the website. Very. So I was. 01:05:07:14 - 01:05:08:16 Speaker 1 About to ask you to pick and there's. 01:05:08:18 - 01:05:23:12 Speaker 4 You'll get to visualize what it looks like. There's there's always going to be improvements to make it even better. I mean we're actually on new generations than it. Why do we do it. Make it a little bit less expensive, make it easier to install? Yep. No more electricians needed because it's not going to be battery operated. I mean. 01:05:23:15 - 01:05:26:15 Speaker 2 Hey, you know electrician. That's to me it's already a huge improvement. 01:05:26:18 - 01:05:28:09 Speaker 3 That's huge. Huge. 01:05:28:12 - 01:05:34:17 Speaker 4 That was huge. We we did the customer. Trust me. They're like you mean I to have an electrician? What? Not anymore. 01:05:34:19 - 01:05:35:20 Speaker 2 So awesome. 01:05:35:20 - 01:05:55:01 Speaker 4 Yeah. So it's really great. And I will say this, I know we haven't talked about pricing and things like that. We don't want to be too, too definitive on that. I can assure you that all the competitors that are not competitors, but all the resellers that may be competing, that maybe still have slabs here to sell you are going to be reasonably in the same ballpark. 01:05:55:03 - 01:06:13:15 Speaker 4 I can tell you right now that once they install it, you know, there is a monitoring fee for it, but it's no different than what people are paying for iTunes music or Netflix or something. I mean, it's going to be probably 30 plus something dollars a month of that nature, but that peace of mind, I mean, think about what people are paying for ADT security. 01:06:13:17 - 01:06:21:10 Speaker 4 They're probably paying 30 to 50 bucks a month to make sure they don't get broken into. This is to make sure your house does not become into catastrophic cost. 01:06:21:10 - 01:06:25:05 Speaker 2 Correct. And even if they turned off the monitoring, the next owner can always turn it back on. 01:06:25:05 - 01:06:26:23 Speaker 4 That's right. They can become a customer. 01:06:26:23 - 01:06:34:00 Speaker 2 Yes. And and you can. So I think that that's that's a good play. It's available but you know good information is not free. 01:06:34:02 - 01:06:34:19 Speaker 3 So it. 01:06:34:19 - 01:06:36:11 Speaker 2 Should have a cost associated. 01:06:36:13 - 01:06:46:08 Speaker 4 And it won't be dramatically different. I mean if somebody is quoting a few thousand dollars for a repair job and it's inclusive with that, I don't think you're going to feel it that much. 01:06:46:08 - 01:06:55:12 Speaker 2 No, to be frank. And I can imagine most repairs would come with two year, hey, we're going to go ahead and cover your two years of monitoring. Right. Like that's up to the resale market. 01:06:55:14 - 01:06:56:09 Speaker 3 Yeah, yeah, yeah. 01:06:56:09 - 01:07:13:08 Speaker 5 It comes down to how they want to market and that that's the beauty of the reseller model. We have our arrangement with the resellers, and the resellers can pick the market right. The market in Houston is going to be totally different, or Wembley is totally different than it is in San Diego. Right. Sure. Right. And and they should have that, that freedom, right? 01:07:13:08 - 01:07:19:17 Speaker 4 Yeah. I mean, just like the beer distributor, you know, you can go to the Astros game and pay $15 for a beer. Yeah. Or you can go to a restaurant and pay two. 01:07:19:18 - 01:07:20:09 Speaker 3 That's right. 01:07:20:11 - 01:07:22:04 Speaker 2 So guys, thank you very much. 01:07:22:06 - 01:07:26:22 Speaker 1 Yeah. Thank you all for joining us. Right. Curtain. Adrian, appreciate you guys being here, though. 01:07:26:22 - 01:07:39:00 Speaker 4 Absolutely. You guys are great. Thank you so much for the time. And, it's amazing how quick time does fly. But we made we made monitoring foundations, actually, a pretty easy conversation for two hours to get down. 01:07:39:02 - 01:07:44:08 Speaker 1 And thank you all, all you guys, for listening to the your Shepherd podcast. We will see you next time. Take care. Thanks. 01:07:44:08 - 01:07:45:01 Speaker 3 Thank you. 01:07:45:03 - 01:07:50:04 Speaker 5 Thank you. 01:07:50:06 - 01:08:14:09 Speaker 1 If you found this helpful, enjoy listening. Please support us by liking and subscribing here on your podcast platform. And also join us on our YouTube channel. We want to continue to bring you high quality content and expert guests, and your support truly helps us to continue this journey. If you have any questions for me or my guests or any feedback for us, you can email us at podcast at your project shepherd.com. 01:08:14:11 - 01:08:15:03 Speaker 1 Thanks again.