Market Proof Marketing | Guest Ep | Creating Solutions For Builders and Buyers with Kody Smith
Summary
TLDRIn this engaging conversation, Cody Smith, President of Novi Home, discusses the company's innovative approach to home building and customer engagement. Smith highlights Novi's custom apps designed to enhance the buyer experience, focusing initially on sales and marketing. He explains how these apps have evolved into a comprehensive suite that covers the entire buyer journey, with a particular emphasis on analytics. The discussion delves into the new analytics platform, which provides builders with insights into buyer behavior, lead sources, and content engagement. Smith also introduces the 'listings' feature, which allows sales agents to manage and update interested buyers on specific floor plans, fostering a more interactive and targeted sales process. The conversation underscores Novi's commitment to leveraging technology to streamline the home buying process, offering builders a competitive edge in a dynamic market.
Takeaways
- 🎉 Cody Smith, president of Novi Home, discusses the company's initiatives and new features on a podcast.
- 👟 Cody mentions wearing New Balance shoes and talks about a shoe giveaway at the Builder show, which has increased his popularity.
- 📈 Novi Home has introduced an analytics platform that provides insights into buyer registrations, logins, and engagement with marketing materials.
- 🏡 The analytics tool also tracks lead sources, helping marketing teams understand where their budget is most effectively spent.
- 💰 Novi Home offers a flat fee for all their services, with no upsell charges, providing access to everything included in the analytics platform.
- 📊 The analytics page shows data on floor plan and community traffic, offering builders a detailed view of buyer interests and behaviors.
- 📲 Novi Home's app allows online salespeople to engage customers early in the buying process, providing push notifications and tracking customer interactions.
- 🔍 The app helps sales agents receive real-time updates on buyer activities, enhancing their ability to follow up and convert leads.
- 🏗️ A new feature called 'Listings' has been developed, inspired by Mike Lan, which allows sales agents to manage and update interested buyers on specific homes being built.
- 📈 'Listings' will integrate with the Builder XML feed, ensuring quick move-in and move-in ready homes are updated automatically on the website and in the app.
- 📱 The app's upcoming 'Build Tracker' feature will enable buyers to follow the construction progress of their homes, with updates and notifications at each stage of building.
Q & A
What kind of shoes is Cody Smith wearing during the interview?
-Cody Smith is wearing New Balance shoes during the interview.
What is the significance of 'dunks' in the conversation?
-Dunks refer to a specific kind of popular sneakers that Cody Smith's company, Novi Home, has been giving away at the Builder show for the past two years.
What is Novi Home's core business?
-Novi Home builds custom apps for home buyers, focusing on sales and marketing, and providing a complete buyer experience through a suite of apps.
What is the purpose of the analytics feature that Novi Home is introducing?
-The analytics feature allows builders to track and analyze buyer engagement, lead sources, and sales agent performance to optimize marketing efforts and improve the buyer journey.
How does the 'listings' feature work within Novi Home's platform?
-The 'listings' feature enables sales agents to create listings for specific floor plans or homes under construction, allowing interested buyers to follow the progress and receive updates.
What is the advantage of the 'listings' feature for builders?
-The 'listings' feature helps builders sell individual homes more effectively by keeping interested buyers engaged and informed about the construction progress and any updates.
How does Novi Home ensure compatibility with other systems and data sharing?
-Novi Home focuses on playing well with other systems by allowing easy data sharing and integration with different CRM systems, ensuring smooth data flow and better insights.
What is the 'build tracker' feature that Novi Home plans to release?
-The 'build tracker' is a feature that will allow tracking the progress of a home as it is being built, providing updates and communication tools along the construction timeline.
Why did Mike Lan's idea about the I-packet for vehicles inspire Novi Home's 'listings' feature?
-Mike Lan's idea demonstrated the potential for easily sharing and browsing detailed information about a product, which Novi Home adapted to create a similar experience for home buyers to follow and receive updates on specific listings.
What is Cody Smith's birthday?
-Cody Smith's birthday is on March 19th.
What is the 'March Madness bracket' mentioned in the conversation?
-The 'March Madness bracket' is a reference to the NCAA college basketball tournament bracket, where Cody Smith is participating by making his own predictions on the winning teams.
Why is the 'listings' feature considered a 'heavy lift' for Novi Home?
-The 'listings' feature is a 'heavy lift' because it required significant development effort and infrastructure to support the backend for future features like the 'build tracker', and to ensure a seamless user experience.
Outlines
😀 Introduction and Shoe Talk
The video begins with the host welcoming Cody Smith, President of Novi Home, to the show. They discuss Cody's choice of wearing New Balance shoes and segue into a conversation about a recent event where Cody gave away 'dunks', a popular type of shoe. The host admits his unfamiliarity with the current sneaker trends and highlights how the event has made him more popular among his family and church students. Cody explains that 'dunks' are a craze among a certain age group and that the office is already discussing what shoe to give away next year.
🏗️ Novi Home's Overview and Tech Trend
The host asks Cody to provide a brief overview of Novi Home, which builds custom apps for home buyers, focusing on sales and marketing. Cody explains that their apps have evolved to cover the entire buyer experience, with separate apps for sales agents and buyers. They also discuss the trend of home builders creating their own apps and how Novi Home's technology complements CRM systems by addressing gaps in the industry. The conversation shifts to analytics, which is a new feature that Novi Home is introducing.
📊 Analytics Feature and Its Benefits
Cody details the new analytics feature, emphasizing its user-friendly design. The analytics page allows users to view the total number of registrations, logins, and engagement factors like photos and videos pushed out. It also tracks lead sources, helping marketing teams understand where their budgets are best spent. The analytics platform is included in the flat fee, with no upsell charges, and provides insights similar to website analytics, enhancing the effectiveness of marketing efforts.
📲 The Listings Feature and Customer Engagement
The discussion moves to the 'listings' feature, which was inspired by a conversation with Mike Lan. This feature allows sales agents to add buyers to a specific floor plan that is under construction, keeping them updated on the progress. It also integrates with the Builder XML feed to update quick move-in and move-in ready homes on the website. The listings feature is set to revolutionize how individual homes are marketed and sold, providing a tool to help builders sell one home at a time effectively.
📈 Build Tracker and Future Innovations
Cody talks about the upcoming 'build tracker' feature, which will allow tracking the progress of a home as it's being built. This is part of the infrastructure built for the listings feature. The build tracker will remind sales agents to upload photos and communicate at different stages of construction, providing buyers with progress updates. It will also include touchpoints for builders to follow up with buyers post-contract. Cody emphasizes the importance of feedback from partners in the industry for continuous innovation at Novi Home.
🎉 Cody's Birthday and March Madness
The host and Cody discuss Cody's birthday, which is on March 19th, and Cody's participation in the Novi Home March Madness bracket. Cody shares his pick for the winner of the tournament, Purdue, based on their strong performance and the skills of their center. The conversation concludes with the host thanking Cody for joining the show and mentioning that more information can be found in the show notes.
Mindmap
Keywords
💡Novi Home
💡Analytics
💡Sneakerheads
💡
💡CRM
💡Builder Show
💡Flat Fee
💡Sales Agents
💡Leads
💡Floor Plans
💡Community
💡March Madness
Highlights
Cody Smith, President of Novi Home, discusses the company's innovative approach to engaging home buyers through custom apps.
Novi Home's app focuses on the pre-sale experience, ensuring no potential buyers fall through the cracks.
The app has evolved into a complete buyer experience suite, including separate apps for sales agents and buyers.
Cody shares insights on the trend of home builders creating their own apps for marketing and customer engagement.
Novi Home's analytics platform provides valuable data on buyer registration, logins, and engagement with marketing materials.
The analytics tool helps sales teams track buyer behavior and marketing ROI, offering a comprehensive view of customer journey.
Novi Home's flat fee model includes access to all features with no upsell charges, making it an attractive solution for builders.
The listings feature allows sales agents to create listings for floor plans, adding buyers to follow the progress of specific homes.
Buyers can receive updates and notifications about the construction progress of homes they're interested in.
The system can automatically update listings from the Builder XML feed, ensuring information is current and accurate.
Novi Home's technology aims to help builders own their marketing and improve the effectiveness of their CRM systems.
The company's solutions are designed to fill gaps in the industry, not just replicate existing products.
Cody Smith highlights the importance of playing well with others in terms of data sharing and system integration for a successful tech solution.
Novi Home's app is designed to be proactive, providing sales agents with real-time updates on buyer activities.
The app enables builders to engage with customers early in the buying cycle, providing a competitive edge.
Cody discusses the upcoming build tracker feature, which will allow buyers to track the progress of their homes during construction.
The build tracker will include the ability to send updates, photos, and even conduct surveys to buyers, enhancing the customer experience.
Novi Home's technology is developed in collaboration with industry partners, ensuring it meets the needs of builders and home buyers.
Cody Smith shares his birthday and discusses the Novi Home March Madness bracket, revealing his pick for the winning college basketball team.
Transcripts
all right we're back with another guest
today the president of Novi home and a
good friend of mine Cody Smith Cody
thanks for hopping on with us today oh
thanks for having me excited to be here
I have a question a very important
question to start with um what kind of
shoes are you
wearing um new so today I'm wearing New
Balance I don't have my noi Nikes on oh
man this is where I admit how out of
touch I am with with everything I know I
knew that you were giving away shoes
this is the second year that you've done
this uh this at the Builder show which I
think is genius and everyone's like they
got dunks they got dunks and I was like
is this this is just the new slang word
for shoes I didn't realize they were a
specific kind of shoe and then Cody I
got to tell you you've made me more
popular with my own family and the and
the students that I work with at my
church every Sunday last Sunday like I
work with freshman boys and but this
seventh grade just came up and Taps me
on the shoulder and she leans over and
she goes hey Mr Oakley I like your
shoes like what so apparently these I
mean explain to me I still don't fully
understand it these are these are hard
to get
shoes so um you and I are in familiar
territory there um they were actually my
first pair of dunks that I've ever owned
um and
luckily um
a lot of guys here in the office are
sneakerheads and they are in tune with
what is popular um so essentially like
dunks is the craze with I believe it's I
mean this is information per Cody Smith
but I think it's like 14y old to like 30
um and obviously now is is stretching
beyond that I think that's where it
really started my son who's a sneaker
head um when I said hey this is my first
pair of dunks he couldn't believe it
he's like oh my gosh Dad I've got like
four
Bears um but yeah it was it was a fun it
was a fun event and it's gonna be you
know for next year this is kind of built
last year we did a pair of Nikes that
were in Novi colors this year we
prepared a little bit better and and we
got the dunks and and there's already
debate with in the office in the Novi
office right now is okay what are we
doing next year a lot of people want to
stay with the dunks but there's some
some other ideas that are being floated
around so we'll see what happens
exciting times but for for those of you
who don't know what what Novi home is
and what they do you're not just a
company that gives away shoes you work
with over a hundred different Home
Building organizations around the
country and just give us a quick 30
second overview and then we'll we want
to dive in today and talk a little bit
about some of the new features uh that
you're rolling out some of which were
inspired by um a mutual friend of ours
Mr Mike lion so love to hear more about
that but give us a quick over yeah
essentially we build custom apps for our
home buyers and it focus on originally
we focused on sales and marketing and
that was kind of our bread and butter
the pre-sale and engaging buyers uh
pre-contract and making sure you don't
have any buyers going through or falling
through the cracks and now that
has grown and it's a complete buyer
experience um app or Suite of apps
because the the sales agent will have
their app that they're working on and
and the buyer will have their own buyer
app buyer
facing that's awesome all right
um and apps apps are definitely anyway a
trend that are are returning not not as
much yet in the purchase um like let me
let me back up 2008 to 2010 there was
this period of everyone's got to build
their own app as a home builder that um
you know the idea is a a home Shopper is
going to go download 13 apps to go
shopping and figure out which home
builder they want it seems like now the
the movement is back towards Builders
needing to have a solution here but it's
it's usually more focused in a
particular part of the customer Journey
at least to start with and then
expanding Beyond so now like you said
said you've got multiple aspects of the
customer Journey that you're touching
with with different
parts but the trend the trend's there
people are asking for this stuff no
doubt about it yeah it's an easy way to
engage with your buyers obviously we can
track all the
analytics um of what the buyers are
looking at and help the sells teams and
that's actually one of the things we're
going to talk about today is is our
analytic page that we released at IBS um
but essentially it really allows the
Builder to
own the their marketing and own the
buyer Journey instead of that buyer um I
mean I always say websites you have to
have a really good website website will
websites are going to make your phone
ring but at that point are you just
giving that buyer a
brochure and hopefully getting them in
your CRM or are you using technology to
engage that buyer to get that buyer in
your CRM to make your CRM work better um
so many of the builders we talk to
they're like yeah we got this all these
campaigns and our CRM is fantastic and
it truly is the only problem is the
sales agents aren't getting the buyer
from the 3x5 card into the CRM right so
um that's where we step in and really
complement the CRM and and kind of the
we build our technology on gaps that
we've found within the industry to
create Solutions other than just another
product that that is similar to
something else we've really tried to
focus on solutions for the builders and
that means you you play friendly with as
many people who you can play friendly
with right in terms of communicating
that sharing that data connecting with
different CRM systems um it's one of the
things that you know just generally
speaking I always look for uh for folks
that we we bring on the podcast or or
partner with with our builders that do
you convert is a willingness to to play
well with others because it's just a
it's a necessity to be able to move that
data around wherever the customer needs
it uh to get the best insights on what's
going on so let's dive into what's
what's new at Novi yeah yeah well let's
start we'll start with analytics
analytics really basic it's been a long
time coming um and then we'll go into
the listings which now when when a
builder turns on analytics does that
double their costs is it like an extra
500 bucks thousand a month what do we
how does that work I know I thought
about that I was like you know need a
new need a new truck might need to no uh
it's all included um we're one of the
first tech companies that believes and
we've done this for a long time and it's
actually catching on in multiple
Industries but we believe on a in a a
flat fee and what you pay for you get
you get access to everything whether
whether or not you use it today or you
wait six months to to use it um you get
access to everything for for the flat
fee and there's no as of today there's
no uh there's no upsell charge I guess
we would call that awesome all right so
what kind of information are we seeing
in the analytics platform yep so
analytics is is we tried to keep this
again we try and keep our stuff very
basic and userfriendly and what you can
do there is is you can pull up the
analytic page you're going to see the
total number of registrations that
you've had your to date or lifetime um
you can see how many buyers have logged
in year-to date lifetime you can break
that down into a a you know a time frame
so if you want to see January 1st to
March
19th um you can see all of that and
it'll break that bring that all up um
and then you can break that into
individual sales agents um so you want
to see how well certain sales agents are
using it or how well your traffic is and
or what kind of traffic you have in
certain models or certain communities we
can break that all down and then we can
see the engagement Factor how many
photos did your team push out how many
videos were pushed out which agents are
pushing out videos and which agents are
pushing out photos um and that's really
the sales side of it from a marketing
perspective we start tracking where your
leads are coming from did they come from
the osc did they come
from um a zilla lead or Facebook or
walk-in traffic and so from a marketing
standpoint Point um you can now see
where ju it's just to help those
marketing doll um folks with with spend
on on where they're spending their
dollars um this is information you're
getting in other places we've always
collected it and now we've just given
you a really easy spot to go in and look
at it awesome which is you know more
data yes please everyone all the time um
and the again the ability to then
combine that data with other sources and
and essentially well I don't I don't
know how you how you talk about this or
think about this Cody but the the
challenge is always to try to find more
and better sources of first-party data
obviously they're partnering with you
but when you're not charging for the
data and you play well with others then
that that means that you can get access
to that data and analyze it the way that
you need to
versus trying to knock on meta's door
and say hey excuse me I'd like more
information on the people who are
clicking on my stuff can you send me
those details and
and you're going to be be stuck yeah and
the other cool thing within the
analytics page is we can go in and show
you what your uh we call them sheets but
essentially what floor plans are getting
the most traffic what community is
getting the most traffic so you're
starting to see very similar to the
analytics you would get from a website
and we're just trying to get as much
data if you have website analytics and
you have noi home analytics and you can
you can look at both of them you're just
going to be that much more effective
yeah and maybe we should should back up
a little bit for context here of for
maybe people don't understand well why
would they have this app um early in the
cycle it's because a lot of online
salespeople and salespeople but
especially online salese we're trying to
get customers to install it as quickly
as possible um I know of a couple
Builders who have it in their
autoresponder as an opportunity to go
deeper I know people who have it as
their first uh part of their first or
second followup from the online
salesperson because then you can push
notifications if they choose to allow
that setting you can track um with
different granularity what they're doing
and looking at um so there's there's
lots of benefits to getting them for the
Builder but also for for the customer to
be able to have yeah for for the for the
customer it's just ease of access right
I'm I'm sitting in the dentist office my
kids getting some dental work done and
um I've got Instagram I've got Facebook
I've got something else oh hey um let me
look at abzo homes
I pull that up and all of a sudden I'm
I'm browsing and with us with what we do
we try to make everything we do um
proactive so as that buyer is browsing
homes for AB brazzo Homes um or
communities or maybe it's a purchase
incentive or whatever it is we're
tracking all that number one the sales
agent that's attached to that buyer is
going to get all push notification
saying hey you have a buyer that's
engaging here's what they're looking at
number two uh every morning we send a
recap email out to every sales agent
that says hey here's the seven buyers
that logged in yesterday and here's
everything they looked at um so when the
agent walks in they've got the
notifications on their phone they've got
access to the email um that helps the
sales team but that make that puts your
marketing dollars in play like instantly
your sales team is getting information
on what the buyers are looking at which
is more effective for everybody
awesome awesome well that's a bit that's
I mean the price is right and who
doesn't want more insight into what's
happening and going on so that's that's
awesome to hear and then let's talk
about the the the other kind of more
complex thing that maybe people aren't
as used to to hearing or seeing in our
industry super heavy lift um and it is
credit to um Mike Lan he got us going
down this path um and it's a funny story
I actually have all the notes um and I
want to say it was either I think it was
December 28th or or November 28th of
2022 he called me and he was like hey I
I'm thinking about buying this
truck but that's not why I'm calling you
the reason why I'm calling you is they
have this I packet where they can send
information out on that vehicle and you
can browse it um very easily and just
see that that vehicle and then you know
they can send information on multiple
vehicles and we started to collaborate a
little bit on what this would look like
um it sounded like and when me and Mike
were talking about it I was like yeah we
can have this up in 60 days this is
going to be an easy lit uh took the
better part of
2023 um and now into 2024 to get this to
where uh we really want to when we
release stuff we want it to be quality
and we don't want to be real buggy um
and so to get to the point we like okay
we're ready to release this but
essentially what listings is is it gives
our sales agents the ability to go out
and essentially choose a floor plan that
they are you know a spec style something
that is being P or being built and they
can start to add buyers to this spec or
this floor plan
um and so you could have a listing that
has 20 different buyers that are
interested in it and the buyers are
going to see that there's 20 other
interested parties they won't see who
they are right um Amazon little
hotels.com action Y like that um and
then every time your sales agent up
sends an update on that particular
listing everyone is updated so all 20
people that are interested and so if you
go in and you do um photos of
foundation and you send that out with a
you know
hey change of
description price change purchase
incentive price changes yep that's
awesome everything and you can have
buyers attached to multiple
listings um we will then attach to the
Builder XML feed so any
qmi um quick move in movein ready homes
that they are updating on their website
will automatically update in the listing
side and that'll allow your BR your
buyers to go in and follow homes that
you maybe didn't um highlight for
them I think this is awesome here's one
of the things that I love about this
obviously the technology itself and this
and the targeting opportunities and and
push notifications to customers that's
all
big from a from a 10,000 foot level what
I would just say is ever since the
pandemic it's been somewhat
shocking how much of people's attention
and energy has gone towards selling
communities and Builders instead of
individual
homes and this kind of just this nudges
us back to reminding everyone that if
you have inventory that you build as a
company you have to be excellent and it
should be more or less a manufacturing
process you got to get really creative
about quotequote selling or marketing uh
lifestyle and community and Builder and
area but like getting rid of one home at
a
time on an assembly line like fashion
this is a tool that's going to be great
for that that we I mean people people
just really struggle with I have this
one home that I can't sell Kevin and now
we've got another tool to help help get
that home sold
yeah it'll be it's going to grow and
it's already like Rachel with red door
Holmes called me earlier this week we're
on a conversation she's like I can't
wait for I can't wait for listings and I
was like wait a minute you're you're on
your lot I didn't really Envision this
working for you and she said no I want
to be able to allow people that are
interested in a similar style home to
the one that we're building the progress
of that home
I think that's how she was explaining I
still we we still need to understand
makes sense she was super excited and I
was like it threw me off because I was
like oh I didn't expect this to be a
feature for on your lot Builders um it
will continue to grow it I mean there's
features within it where if and this was
something that we added in because of
2023 and 8% interest rates but if you
have a buyer that falls out let's say
the the home goes under contract and all
of a sudden they fall out that contract
falls through you can literally hit a
button the home is now live it notifies
everybody that was following that home
and you're now back to selling um and
engaging that's so cool it'll be fun
it'll be fun it's um it's a big lift
because it's actually part of another
feature that we'll be releasing this
year which is our build tracker which
our our partners have asked for wherever
and that is essentially the ability to
track the progress of your home as
you're being as it's being built and um
the listings had to be released first so
that we had the backend infrastructure
to then release uh the build tracker um
because you've already had core to what
Novi did was allow communication and
photo sharing and file sharing back and
forth but now you're you're essentially
saying they'll it'll be kind of
connected along the timeline
of the construction process if the home
is in process correct and it'll remind
the sales agent hey this home is at
Foundation or this home is at
Framing and we need to upload some
photos or there needs to be some
communication this home needs to
progress um and that allows from a
buyer's perspective uh there's so many
cool things I shouldn't even be talking
about this but from a buyer's
perspective they're going to get the
progress
updates and there's cool things you can
do as a Builder because you just send
out eight photos of framing with a
description of what this looks like and
what to expect next but is a survey
follow that um is there other things
that you need to add in as a builder
that you want to follow up as far as a
touch point with the
buyer post contract they've now moved
into the house how do we ask for a
referral um you know so many cool things
that will be in this build tracker but
that is all based off of the
infrastructure of the listings which is
why it was such a heavy lift for us I
still more Integrations too because
you're in an Ideal World you want you
would want surveying um information
built into that same timeline right so
all the survey companies you need to
call Cody and beg him to uh to get to
get you built into to some of that yes
that's actually that was actually what
Rachel and I were talking about when she
then went into listings and was like
this is this is why we're so excited
from an on your lot perspective I love
the uh the perspective there it's not
surprising to me that Rachel be the one
to come up with it because my my core
belief is always that when people are
shopping or thinking about making a big
purchase car home uh things on that
level they are obsessed in ways you know
for a long time I've just said they're
they're like
zombies but they're just drawn instead
of trying to eat someone else's brain
they're just obsessed with finding more
information more data and that's why
they watch the same 20 episodes of House
Hunters that are basically the same with
just different people every day because
they're just obsessed with the concept
and so of course if you could
essentially what you're allowing a
builder to do in theory is turn on a
channel like a streaming channel of sign
me up just to watch content around this
particular floor plan get out of town
like sign sign me up for that if I'm
think I'm interested in any particular
floor plan that is exactly the type of
thing I want to obsess
over yeah and it's it's it's going to be
it's going to change I already know
because we're getting feedback um from
you know we always call our Builders and
our partners and say hey this is this is
what it's looking like any thoughts and
they're coming up with stuff we didn't
think about which is what I love about
Building Technology and building it with
good partners within the industry is the
greatest ideas and I told Mike this I
said look we don't come up with the
greatest ideas we just listen really
good we communicate with our partners
see what y'all need and then we go back
to the lab and and try and try and
create a solution for you yep um but the
feedback we're getting right now is a
super eye opening I'm like wait a minute
we can do that that is crazy oh we do
need to add that so it's gonna be a fun
year for us from an innovation
standpoint it's awesome that's
awesome anything else Cody we need to
let people know before out of time the
only the only thing I can think of is I
believe believe today is March 19th
which is a special day for you yeah it's
your birthday my
birthday older man thank
you I'm to the point in my life where I
just want the day to be over and my go
let's well by the time by the time this
episode goes live it will be too late to
sign up but you we're sharing you're
sharing all about the the Novi home
March Madness bracket that you got going
on right all I want to know Cody is who
did you pick to win at all I've got purd
I Haven so it's interesting I was
thinking Purdue this morning I haven't
done my bracket I like I I haven't done
a great job of following college
basketball this year usually I'm uh
usually I do well but this year here's
the deal I got four kids one of them's a
senior in high
school and middle schoolers Elementary
School I'm just I'm getting beat up
right now um but Purdue is at the top of
my list for sure I like the the big
Center they have I it starts his last
name starts with an e but he just um I
think he just set a record for the most
points scored at Purdue as a
player so I just picked the the Big 10
team most likely to win in my opinion
that's it and then I then I work
backwards I fill in all the rest there
you go there you go well we'll see we'll
see how it goes for you all right Cody
thanks for joining us and uh Link in the
show notes to everything about what we
talked about today uh or to connect with
Cody Reach Out say hello all right
thanks everyone appreciate your time you
bet
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