How Voice AI Landed an $8K Landscape Job in 30 Days | Scott Budreau, Intrigue Media

Rob Murray (00:29): Hey everybody, welcome back to another episode of the IM Landscape Growth Podcast. I know I say this all the time, but I have an epic guest, special guest, the one and the only Scott Budreau Thanks, buddy, for doing this.

Scott Budreau (00:42): Thanks for having me.

Rob Murray (00:43): Scott is the brains and sweat and tears behind the landscape CRM at Intrigue. we’ve known each other for the better part of six, seven years? Six, seven years?

Scott Budreau (00:56): Yeah, six seven, nice.

Rob Murray (00:57): Yeah, taken away from the kids, right? and you’ve done some epic shit. So in classic IM Landscape Growth Podcast fashion, would you be so kind to give people a bit of a rundown of like where you came from in the world of technology and data and kind of what you’re focused on these days?

Scott Budreau (01:10): Yeah, hundred percent.

So as Rob said, I’m Scott Budreau Got quite the background in CRMs. Some of you might know me as the CRM guy. but I come from not only implementing and building CRMs for for companies, but also having my own home services company. So I’ve got a ton of experience with CRMs and building and making these things actually work and produce dollars.

Rob Murray (01:36): And so what’s your main focus these days and how did this thing come come to be?

Scott Budreau (01:41): Main focus these days is the landscape CRM. And it’s the only sales and marketing CRM built for landscapers. We’ve got about a hundred clients who are using it, just under 500 active users a month, and it’s purpose is really just it’s a sales management tool. So its purpose is to help you manage your leads, close more deals, helping you track exactly where those leads came from, and automating some follow-up and such.

Rob Murray (02:10): Yeah, it’s it’s been a game changer for our company at Intrigue. and for l for lots of reasons. So I mean like context, you know, we started working with Salesforce together and then became very clear how Scott understands not only business but also data probably better than most, if not all, people I’ve met.

And and then as we’re working with our clients and we see okay, like okay, we gotta drive leads, we gotta get people to the site, we gotta, you know, do the thing. And then these leads, sometimes, maybe not to the people listening to this show now, but in some cases, a lot of times, they just get left and ignored and they don’t get moved through a sales process and so you know, the the crux of this conversation is more around like, hey, what’s the primary growth constraint holding entrepreneurs back in the green industry? And I’d love to get your lens on this because you’ve helped onboard, you know, almost five hundred users, over a hundred companies. It’s just crazy actually to say that, you know, how it’s like no it’s not quite two years of running this thing. And it’s we’re at that level. But what do you see as like the common practices and patterns of like the really successful companies and entrepreneurs that take this thing by the reins, and go versus the ones that get stuck and kind of stalled and then don’t really see the value in in running this type of a program.

Scott Budreau (03:24): Yeah, like the first thing I’ll say is the most successful clients that we see are using the landscape CRM the most. And we’ve had a client who came to us with like a pen and paper calendar and is now a few months in managing their entire sales process, sales management in the landscape CRM.

They’ve even got the Landscape CRM Voice AI, so a voice AI agent to answer phone calls to them. They’re tracking all their appointments. So like the growth and the adoption of the Landscape CRM is huge. But what we see most successful is it’s really got to come from the top down. And there’s a lot of noise and a lot of technologies that are already in place. But we can connect with existing ERP tools that you’re already using, like LMN Aspire, to ease that transition.

And this tool can be really beneficial not only for like you as the entrepreneur, but your sales team to where you can automate things like the five minute rule. You know, you’re reaching out to leads within five minutes and you can automate that. All of a sudden your sales team gets this huge boost, like a sales assistant basically to help them with their sales. so we see a lot of clients come to us with, yeah, I’ve got a sales process. Great.

Tell me more. Well well, we put them in a spreadsheet and maybe. And then we probably try to we call them, I think somebody calls them. so we see we we see a lot of like lack of a sales process. And one of the benefits of the landscape CRM is working with all these clients prior to to you, you folks, is we’ve defined a rock solid sales process that comes default in the landscape CRM and it’s basically like here’s the keys to a proven sales process. All you gotta do is have your team using it and start to go through it.

Rob Murray (05:16): Yeah, and so what I mean, it’s it’s we’re gonna get to this idea around the lack of formal sales processes, in the world, you know, not just landscape industry, like it’s everywhere and to me it’s bananas because there’s no business without a sale. So I mean we’ll get back to that and you know, maybe I’ll rant, I don’t want to do that. So but when you are onboarding clients and working with these clients, what are the mindsets of the most successful people? Like when you’re speaking to them, what are they saying? How are they thinking? What does their team do versus some folks who sign up, say it’s good and then they just don’t use it and then it just ends up collecting dust on the shelf? Like what’s the difference?

Scott Budreau (05:53): I think like the difference is the people who are most successful are like coaching and can see like and are communicating, imagine that like see the time that you’re gonna save with this and outline the benefits and coming from the top down too. It’s important to like say this is a tool that’s gonna help us in these key areas. This is how it directly relates to like our company’s revenue goals. This is how the CRM directly relates to how we want to grow our business, like we need to be able to track this. And overall, a culture that’s worked really well is if it’s not in the CRM, it didn’t happen. If it’s not in the landscape CRM, it didn’t happen. So use the CRM. The most successful have their entire staff on the CRM, not just one person, not just siloed off owner or siloed off sales guy.

The entire team is using it. There’s no paper user or anything like that. Let’s get your entire team using this because there’s certain aspects of the tool that fit the entire organization. The more of your employees that are actually using this or understanding it, they have increased visibility into other aspects of the business. So overall, I would say like who we’re seeing be the most successful is embracing it.

They can kind of already start to see like that entrepreneur vision of like can kind of see ahead that this is big, like this is important, as a team we need to use this, and here are the benefits.

Rob Murray (07:20): And so you know, I heard a couple of things. Like first of all, they can see the value and they can communicate it well to their team. But there’s something you said there which I found really fascinating because in almost all cases, when we talk to folks, whether it’s at trade shows, conferences, you know, prospects, people on the phone, booking calls, whatever, I don’t know, ninety-nine out of a hundred have some sort of like job costing estimate, job profitability system. Whether it’s Aspire, you know, LMN, synced up, Jobber, there’s a handful of other ones.

And so they’re like focused on profitability, they’re focused on understanding their numbers, they’re focused on pricing the job properly, they’re making sure the team’s doing the job properly, and they’re monitoring all this thing, and they have a solid pulse on how they operate the company to fulfill the work.

But then when it comes to sales and marketing, there’s nothing. It’s like, you know, we get some leads, we get some deals, I’m not sure what the close rate is. I mean, they all say it’s eighty percent, which is even if it’s true, it’s too high, and blah, blah, blah, blah, blah. But it seems like there’s lack of visibility and priority on tracking sales and marketing processes.

And what you just said was really interesting because it’s the the idea of being able to see how many leads are turning into quotes, how many quotes are turning into deals, how long does it take to be in a stage? What’s our close rate by rep? What’s our close rate as a company? There’s this tracking idea, this information, you know, kind of eager owner that wants to understand this part of the business. was that like one of the big cruxes that you see in the most successful people?

Scott Budreau (08:42): Absolutely.

Yeah, and like those tools that you mentioned are much more like operational tools. And

Rob Murray (08:48): Right.

Scott Budreau (08:49): we see that in the industry that like, you know, they’ll say, yeah, we have a CRM, but it’s not a CRM, it’s really just like a database and those operational tools are good at tracking that, but they often completely lack that top of funnel, that broad scope of anyone and everyone who we’re possibly doing business with, like leads from our website, phone calls, receptionists we want to be entering our leads into the landscape CRM, ads, referrals from like neighbors information, neighbors information on a napkin, all of that should be captured into the CRM so that we can track them through the sales process so that nothing’s slipping through the cracks. It’s not on somebody else’s, you know to-do list to go do this thing. It’s tracked in one centralized visibility. And the most successful clients are eager to see and understand their sales metrics because traditionally they haven’t had any access into knowing that. Like if you’re using like a more operational tool really, the people who are getting into that tool, they’ve already made it through the sales process. So you lack complete visibility into what actually happened. Was it

Rob Murray (09:56): Mm.

Scott Budreau (09:57): twenty people to that one? Was it ten to that one? Like what happened beyond that? And on top of that, being able to understand those numbers. Absolutely. If we’re expecting this many jobs out on the other side, what’s our close rate? How’s our sales team actually performing?

Rob Murray (10:14): Well, I I think this is like you know, there’s this really cool alignment with our selfish interest on getting people on the system, ’cause essentially at the end of the day, if we make people money, they stay. And this is why we realize that if we don’t get into the sales process component of the revenue model, then we’re really leaving our clients kind of on their own.

One of the things I find fascinating is that like, you know, there’s a really cool podcast with Andrew Gross we did maybe two years ago when he was with MPG or Marionni Premier Group. And it was and it’s such a simple concept, but so many people miss this. It’s like, okay, if our average deal size is 50K for the sake of easy math, and our close rate is say fifty percent, that means I need ten quotes to get five deals.

At 50k, that’s 250,000. So if I need 2.5 million, then I need 50 deals. So I need 100 quotes. And if I need 100 quotes, and I know that ever out of every four leads I get a quote, well, if I need a hundred quotes, that mean I’m gonna need 500 leads.

And so if it costs me $100 a lead, then I need a $50,000 budget to go after my leads. And so all of a sudden you’ve got your growth goal tied to your marketing budget because you have visibility through your marketing and sales process. When I say it out loud, it seems so intuitive, but no one’s looking at it. So if someone’s listening to this now and go, Wow, that sounds great, guys, like thanks for giving me the crazy idea that no one can ever accomplish. How realistic and reasonable, like how simple is it for someone to get into this thing? Because it can seem daunting if you don’t know what’s involved.

Scott Budreau (11:47): Yeah, it’s not to toot our own horn, but it’s super easy. you know, we’ve worked with clients just like you. We’ve gone through this over a hundred times already. We understand the tools that are out there. your process can be unique and that’s great, but it’s probably not like as unique as you think it is, and we can work together to

Rob Murray (12:05): Wait, what are you talking about? Of course it’s unique. They do things completely different than any other landscape company across the entire continent.

Scott Budreau (12:11): Yeah, you might call it something different, but hey, at the end of the day, we’ve got the rock solid process. it’s easy to get into the tool. As I said, we work and we understand the operational tools that you’re probably already using and the terminology that your team is probably already using and used to. So it’s very comfortable for us to come in to your business, understand what you’re doing, and start the process of transitioning that into the landscape CRM.

Rob Murray (12:38): So, you know, over 100 companies, 500 users. I think it’s fair to say you haven’t really ever led a startup from zero to this. I mean, it’s pretty amazing what you guys have accomplished. What has been the biggest surprise over the last two years that you just didn’t see coming? And you’re like, holy shit, like either that’s super cool, or I had no idea people were gonna act like this. Like working with all these customers, what was kind of shocking for you that people should kind of hear from the horse’s mouth?

Scott Budreau (13:04): Yeah, I think the probably the biggest thing was a couple. One of them was just like being able to see the results that can come from just something so simple as like tracking what we’re actually doing and getting it out of somebody’s email, which is really common, a spreadsheet, like just getting it out of that and into a system that can provide the team visibility.

That’s been huge. So a lot of those like aha moments have been with like with the owners, with other entrepreneurs being like, I can see it now. I can see I can see it. There is a better way. And here it is.

Rob Murray (13:38): I can see it.

Yeah, that’s cool. Well, I didn’t mean to interrupt, go for it.

Scott Budreau (13:45): Yeah, yeah. And and the second piece is just the landscape CRM itself is we’ve been talking a lot about sales and I’d mentioned it’s a sales and marketing tool. But there’s some other really cool stuff that we can do with like email marketing, social media, Google reviews, and some really cool stuff that we’ve seen coming out of there.

Replacing tools like MailChimp, you don’t have to spend dollars on them anymore, you know, do it through the landscape CRM. Being able to build automated email, targeted service email programs that can generate like tremendous dollars. We’ve got a really cool use case for a client who had built a targeted kind of services email campaign for mulch, and they had generated it through the landscape CRM. What’s that?

Rob Murray (14:29): This is Ian, right? Ian?

Scott Budreau (14:32): This is Ian, yeah. Ian Terraforma and

Rob Murray (14:34): Unbelievable. I wrote a note, we had to talk about it. Sorry, keep going.

Scott Budreau (14:37): And and really cool story, Ian, great guy, but story even cooler, where he’s built this email program in the landscape CRM and built kind of everything to communicate just as if like it you’d be blown away. And the first time he ran the program generated seventy-five thousand dollars, 75K. The second time he ran the program, I just was reading this like just kind of getting some stats on the program he just most recently won, that he most recently ran.

115K. and it’s just like a simple, it’s not as crazy. We’re talking an email drip program, which is not crazy. It’s a series of emails that basically pushes that customer or potential customer to go to the form and book their service, book their mulching. And if they respond to the email, they come out of the program and go into a booking program. If they don’t respond, they get another email that says, book the thing, book the thing. And something as simple as that, generating real dollars out on the other side. And like client, but we’d love to take credit. Just saying, we’d love to take credit for this. But this was a client-built program, which to me is even cooler because that’s one of our clients actually using the tool that we provided. It’s just a tool and them actually taking it.

and doing some awesome stuff with it.

Rob Murray (15:54): ’cause he’s so jacked up when he talks about this stuff. And what I think is just so cool, in what he’s done into your point about how they’ve started to build this stuff on their own is that like he’s setting up infrastructure. So like next year he just pits play.

Scott Budreau (16:05): Yes.

Rob Murray (16:06): 75K. Play, 115K. This is why I think it’s so cool. We were at the Acquisition.com workshop and hermosi and his team, right? It was just like epic workshop. Like if ever have a chance to go down to this workshop, I’d highly recommend it. Anyway. But they were talking about lead gen and referral, like word of mouth, and viral coefficient. They get to this pretty advanced stuff, but he said it was really neat because referrals and word of mouth is like a black box that prints money. The only issue is you just don’t know when it’s gonna print. And then predictable lead gen.

is a black box that prints money when you smack it. And this system that Ian built in the infrastructure inside the landscape CRM, he’s literally built a black box that he can push a button and make money. I just think it blows my mind.

So what’s next? Like social media content creation, Google reviews, email newsletters, nurture, pipeline management, it’s all kick ass. We talked a little bit about voice, AI, you know, a lot of people are a little bit apprehensive about it. Can you give us some insights in terms of what people are experiencing, how it’s working? ‘Cause like I essentially talk to three types of people. People are like, AI is stupid. Then there’s people that are like, I love AI. And then there’s like, I don’t sounds like it’s good, but I don’t trust it and you know, like there’s fence sitting. So can you help people understand in real world scenarios like what you guys have seen working and not working maybe with voice AI?

Scott Budreau (17:23): Yeah.

the the good news is is I’ve gone through each of those roles with AI. and and we’ve gone through that here with the Landscape CRM team and and intrigue as as a whole. But the Landscape CRM, voice AI for for everybody who’s listening to know what it is, it’s a voice AI agent that can answer the phone if you don’t get to the phone fast enough, or if you’re after hours or or on the weekends.

Rob Murray (17:47): Well and that’s a key point though. There’s two strong use cases that we encourage when you’re not there and when you can’t answer the phone ’cause you’re too busy. So it’s not just all the time. Anyway, sorry, keep going.

Scott Budreau (17:55): Yep. Yep. Yeah.

And on that point the reality is is like we’re all working humans. We probably have a nine to five or something, right? Like we’re working our job. When I’m gonna reach out to someone, it might not be when you think you’re gonna be actually sitting there waiting for the phone to ring. so after hours is is when the the voice AI of course can can answer automatically and and become really strong. But it’s an AI agent that you basically you choose its tone, you choose how happy, how serious it is, but it’s its goal is to be like that first point of contact for maybe when you aren’t readily available. And that’s huge because a huge portion of the business goes to the person who first responds. And so if somebody’s Googling you and they’re going through the list of landscapers near me, and first one, you know, if you’re not to top or if you are top ranked, awesome.

But if you don’t pick up that phone, they’re going to the next one in the list. Voice AI has the ability to capture, it knows everything about you, by the way. its brain is built on all the website information and any additional information we feed it. But it answers the call, lets them know optionally if it is an AI or not an AI. This is where I’ll pause for a second to chat about anybody who’s listening, kind of those roles that you mentioned, like being scared about AI, maybe it’s weird, it’s dumb.

We have some clients who absolutely it says it’s an AI. We have other clients who use a bit nicer terms. I think they’re using virtual virtual receptionist. but it’s its purpose is to be there to answer phone calls. It can even book appointments, sales appointments for you. But here’s the caveat. You have to be using the landscape CRM. Even more important, your sales team or whoever is r gonna be receiving those appointments.

needs to be using the landscape CRM.

Rob Murray (19:46): And then what so give us some stories of what’s worked and what’s not. ‘Cause you sent me some stats a couple of months ago and I was like, shit, like we’re talking hundreds of phone calls answered, we’re talking average time on call, like a minute thirty, like people are actually booking these appointments. Like, is there any stories that pop up to the top that kinda illustrate what you’re talking about?

Scott Budreau (20:02): What’s really working is I think you’re probably missing more phone calls than you realize to ch

Rob Murray (20:08): Well, I mean, let’s just ask the audience, how many phone calls do you think you’re missing? And just think about it. So as a per as a

Scott Budreau (20:12): Yeah, think about it.

Rob Murray (20:13): as a percentage, what do you think you’re missing in terms of out of ten calls, how many go missed?

The answer is thirty-three percent. Jesus.

Scott Budreau (20:22): Yeah.

So a lot of calls go unanswered and the timing like there’s there’s data on the timing of when calls go unanswered and if they’ll leave a voicemail or not. But yeah,

Rob Murray (20:35): Nobody leaves voicemail. Give me break.

Scott Budreau (20:37): exactly, right? but the I think the kind of what’s working is having somebody be able to answer the phones when they are busy has been huge.

Cause we hear from a lot of our clients like in the summertime or your busy season, sure you’ve got some seasonality listeners, you’ve got some seasonality to your business. When you’re in your busy season, it’s go, go, go, go, go. And there’s still like we still need those leads coming in. We still need to be answering those and following up with those. So the AI can be literally another receptionist. If you can clone your office receptionist and have them be there to be there.

Rob Murray (21:16): Yeah. And so is there anybody that comes to mind that is kicking ass with it?

Scott Budreau (21:21): Yeah, I could say I had mentioned the I’d mentioned them previously. This is also the cool story. This is the pen and paper calendar to AI Rockstar. so

Rob Murray (21:33): Yes.

Scott Budreau (21:34): John from Enviroscape, great guy. They’ve got their Yeah.

Rob Murray (21:37): Love John.

Scott Budreau (21:38): And so if you know where you meet John, he’s a bit apprehensive with AI again, pen and paper calendar.

Rob Murray (21:45): And and self proclaimed traditionalist old school.

Scott Budreau (21:49): Yes, yeah. I should frame an email I have from John that says like, Hey, I have in my paper calendar that we’re meeting five minutes ago. so John, great guy, was a bit apprehensive at first, but just completely kind of dove in to the landscape CRM. And they’ve gone from like from that a paper calendar to literally their entire sales team manages all their appointments in the landscape CRM.

They’ve got a ton of automations existing in the Landscapes URM. They have their Landscapes URM voice AI, who they affectionately named Mary. Mary is her name, and she crushes it. They’ll often talk about how cool Mary is. and sometimes even like they can tweak Mary, which is another cool thing. Like you can make some changes with your AI. And actually, I’ll share a story with Enviroscape, because Mary couldn’t pronounce Enviroscape properly when we first rolled her out.

Rob Murray (22:48): it’s such a good perspective to have re mind. I’m looking forward to this one.

Scott Budreau (22:51): And so the the AI, you know, and this could happen to any listener, and this goes to kind of like the the maybe not so smart AI piece. But what’s cool about the landscape so what was happening was the AI Mary was mispronouncing Enviroscape. It’s like in V Enviro, Enviroscape is how the AI kept pronouncing it.

But in the landscape CRM and in the back end of of the AI, we could actually tell it to pronounce a word how you want it to pronounce it. So we did exactly that. Boom, we fixed Mary to be able to properly say Enviroscape. so a cool couple cool points to that. you know, if you’re a bit older school and you’re coming into this, it’s absolutely possible. You can think of John from Enviroscape like it’s absolutely possible to come over from that environment into this and really start to crush it. And being able to do that like from his perspective to not only be able to be a bit apprehensive about AI and like cautious, to then really seeing the performance on the other side. And it was within the first three weeks or something.

three or four weeks with Enviroscape that they had Mary answer and after hours lead, which was an eight thousand dollar project within like the first thirty days. so it’s it’s possible, it’s there, it’s cool.

Rob Murray (24:18): It’s so fucking sick. I our biggest issue is that we don’t have enough people using it yet. So I think that’s that’s on us to make sure people know more about what you’re talking about. All

Scott Budreau (24:26): Yeah. Yeah.

Rob Murray (24:27): right, so what’s on the horizon? if people are, you know, maybe listening that are landscape CRM users or have been considering it, you know, what’s in the pipeline for priorities for this this platform.

Scott Budreau (24:39): Yeah, so what’s coming is mobile experience, mobile app. So getting you guys access to the wonderful features of the landscape CRM, but like right on your mobile device. Being able to, like if you’re at, you know, if you’ve got people who are on site, sales teams who are on site, maybe taking pictures, capturing things right in the landscape CRM, being able to book appointments, follow-up appointments right there, finishing a project, like having crews be able to mark a project or something that’s finished and that trigger additional things in the landscape CRM. AI, AI is huge, right? We’ve got some pretty cool AI stuff that already exists in the landscape CRM. It’s just gonna get better. Like AI helping listeners and users be able to create more automation rules, being able to help with like some automated follow-up. I think like there’s gonna be some cool stuff coming in 2027 on being more of like helping you more of like a sales coach and like helping you from more of like a kind of like a coaching perspective of like, you know, this deal is stalled, maybe like say this or this has been mentioned, this could be valuable to reiterate back. so some AI components to to the sales process. And of course just the continued improvements I think around like emailing campaigns, what’s working, what’s not working. and for anybody who if if you’re listening and you are a landscape CRM user, then you should be aware. But if you’re not, we run bi-weekly training sessions in open office hours. Every other week we have sessions that are available to where we have people, you know, training for the first time, onboarding. Maybe there’s some veteran users who are looking for a refresh, the open office hours, a really cool community kind of collaborative environment for you folks to be able to see and like hear what others are doing.

And you know what? You don’t even have to be if you’re listening, send us an email, send send us an email and say, like, yes, please, I wanna be involved. I’ll invite you to the open office hour session and you’ll be able to see. Yeah, real time. Be able to see what others are doing.

Rob Murray (26:38): Yeah, it’s almost like a cool group demo. Yeah, like come come check it out. You don’t have to be a customer if you want to come check it out.

Scott Budreau (26:45): Yep.

Rob Murray (26:46): love that. Okay, well we’ll put that in the footnote then in so email Scott Budreau at intrigu me dot CA

Scott Budreau (26:51): You got it.

Rob Murray (26:52): and if you want to learn more about the landscape CRM, go to IntrigueMedia.com/Landscape-CRM if they want to get a hold of you email address that works, maybe we’ll put a booking link into the notes so they can book straight into the office hours. Like is there a way for them to register for it?

Scott Budreau (27:10): I can give a booking link right to my calendar.

Rob Murray (27:13): Maybe we just do the book a demo link as well as your email address. So if you want a one on one demo, we’ll put the book a demo link. If you want to come check out the open office hours as a group and you can see where everybody’s talking about it, just send us the email. We’ll put the email in the notes of the podcast. One resource over your years that you drew inspiration from speaker, author, mentor, who who’s somebody that you think people should check out?

Scott Budreau (27:35): She’s that’s tough one.

I would say one that I had recently gone back to with a client who was having some issues with adopting a new tool was a book called Who Moved My Cheese. I can’t remember the

Rob Murray (27:51): Classic.

Scott Budreau (27:52): the the author, Rob, you you probably know. anyway, sh how how quickly can I Google this? Spencer Johnson.

Rob Murray (27:55): no, I can’t remember the guy’s name. He just c he just came out with a new book, too. There you go.

Scott Budreau (28:01): Dr. Spencer Johnson, Who Moved My Cheese. it’s a classic.

That’s what I would recommend it’s a quick, light read too. It’s nothing like probably like an airplane ride, if you’re like me. But it’s just kind of like a fun tale of helping people make change and how you can kind of make these things fun and help guide your team through a what can seem like a big change, but a valuable change with something like this, switching.

From another tool to landscape CRM or getting onto the landscape CRM for the first time?

Rob Murray (28:37): Love it. You rock Who Moved My Cheese. Email [email protected]. We’ll put it in the links of the speaker notes. if you want to come check out a group open like kind of office hours. And then we’ll put the link to the demo if you want to one on one to check out the landscapes here. Scotty, appreciate you do this. keep it up. You’re moving mountains. You’re a rock star. We appreciate it, man.

Scott Budreau (28:55): Sweet. Cheers everyone.