JC Quintana

I could sit at the table with you, Lacey, with zero engagement.

We could have had an email that said the hammer is $5.

I have $5.

We could have sat across from each other with zero engagement other than look, and we could have just exchanged $5 for a hammer.

Exactly.

Or you could go to a marketplace and just sell it there and not even talk to a human person.

But when you go back to, okay, how much engagement is going to be required for that?

Am I going to call you every other day to ask you to give me support for the hammer?

Am I going to have to, you know, maybe I'm a carpenter and I use the hammer as my primary hammer and

I want to call you every day to tell you about what amazing job I did after I finished, you know, a camper jeep project.

And so you may not have those expectations.

And when I bring those expectations of engagement to the mix, what level of effort, what level of actual connection, what level of friction is going to be involved?

Then again, we're adding cost to the value equation.

So the third conversation must be engagement.

And of course, the other conversations are really more about the maintaining of that relationship and the exchange.

You have to know what knowledge expectation is required.

Maybe I've never used a hammer before.

And it's going to cost you a lot of time just to teach me how to use a hammer.

Maybe I have expectations that you know everything about hammers.

So the burden of proof is on you to teach me about hammers.