So what information is a developer actually looking at when they need to dec- decide whether a site's worth- ... pursuing that you're able to help feed them in DealNav?

So one thing about DealNav at the moment is that we were not a data provider, and that was a specific choice because when I was looking at different options, uh, before I created DealNav, there's non-purpose-built CRM, non-purpose-built for real estate CRMs, and then there's a lot of l- part-- land parcel data providers that have CRMs built in as kind of an afterthought.

And the, the parcel ones are really expensive 'cause they're providing all this data that they have to pay for and then charge you for.

And my theory or thought on it, or why it didn't work for me, is that I've been doing this long enough, and I'm sure everyone in kind of my position thinks this way, I assume as well, that I know a site will work or not based on what I can see, uh, either in person or on a map.

So if it-- if I convert a site and it's a cliff, I don't need like the topo layer on there to know that that's gonna be a steep.

If I can see from Google Maps that it's-- there's no trees and there's tall grasses, it's probably wetlands, and I don't need, uh, an overlay that shows the FEMA flood map.

And so like at the highest level, uh, my deal flow and the de- the good deals come from relationships that have opportunities with motivated sellers, and then I can quickly decide if like the land is viable.

Was there a particular deal or experience that, like, really changed how you evaluated a, a development opportunity?

I'll give you two examples of the

using of the visualization piece of it.

Yeah.

Two examples.

One is on the deal side.

When I cover a pretty big market for NRP, Jersey to Boston, but not all cities within that region work, meaning like taxes and rents don't justify new construction in every place.

But when I do find a city that does where the rents are high enough and taxes are low enough, I'll probably, I usually introduce to that market through like a broker deal.

What are your thoughts?