David Whitaker

I work out with him every morning.

I he's going to expect me to come in as soon as I walked in his door.

He's like, I figured you'd be showing up.

And, you know, it was just there's loyalness, even if it costs more money.

I've seen it with banks.

I've seen it with whatever.

But you just you just said relationships shouldn't cost money, but they do.

And when you need them, they might come there.

But Tanner had a line that he always told me, and I'll steal it because I steal it all the time now, is let me be your pinch hitter.

Let me be your backup.

And so I've always told those guys, even like I know attorneys always have a company they work with to sell land.

I know you got a guy already, but at least let me come to the table and give you a bid so you can compare it.

And once we started doing that, now some of those, I'm their guy now.

But I wasn't at first.

But don't come in like, I'm so much better, beat my chest, I'm so cool.

I just say, look, I already know you got your guy.

That's cool, but let me at least come to the table and show you what I got.

And so I think that conversation goes a lot farther.

It does.

Yeah.