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Actionable growth hacks to help architects improve their sales, marketing, and social media skills.
Alexander: So I shook his hand
and I just said, look, love what
you're doing with the brand.
Love what you're doing with the store.
And I'd love to speak to you a bit
more about, you know, what you're up to
and what I'm up to and all that stuff.
Tyler: That is, of course, Alexander
Buckeridge an architect based in
NYC that just launched his own
firm and landed his first client.
In this episode, we talk about how
you can use the momentum from his
first client to get more clients.
Alexander: what will be helpful
is obviously I'm in the process
of bringing this project to life.
Tyler: Then we dive into how to identify
if a real client opportunity exists.
Alexander: I think that's helpful and
also just outlining this budget timeline
site thing for a kind of a metric to
evaluate all these different things.
Tyler: And we end with some
strategies that Alexander can use to
continue building out his network,
even with a heavy travel schedule.
Alexander: find somewhere to go to see
where people are hanging out to find
open a new door and a conversation.
Tyler: I'll start with an example, or
I'll start with a story of mine, right?
So of when I landed my first project,
when I started my design studio, I
was working with a friend, he already
had a practice in place and he had
said, Hey, I've got a project like
in your area, or I've heard about
a potential project in your area.
Do you want to come with me and talk
about it in these different things?
And you can go meet with them.
And so we went and met with them and
they were essentially building out
like a, a commercial, storage facility,
essentially nothing high design, but
we ended up getting that project.
And I remember we won that project
for 16, 000, which at the time
I was like, Oh my gosh, that is.
An insane amount of money.
that's like a third of my annual salary.
I can't believe that I just.
That I didn't do this sooner.
but then I realized, actually that
16, 000, I didn't come to this
realization until a couple of months in.
So this is why this is important,
but the 16, 000, I'm splitting
this with my friend, right?
So I'm getting eight and then
this project is going to take,
three or four months for us to do.
so then that breaks down
to two or 3, 000 a month.
shoot, this is not enough.
This does not sustain the business.
This does not sustain the family.
and I came to that realization, in
a place where I had to quickly find
other projects and things to work on.
But, for you, you just
landed your first project.
It's really exciting.
hopefully you got a comfortable
enough fee that it's not a huge
deal for you to be spending the
majority of your time on that.
Bye.
Even more important with this first
project is that it is really short.
Like you're, you've got like a six week
sprint going on and then you are doing
some construction administration after
Alexander: yeah,
Tyler: not going to be full time.
Alexander: no.
Tyler: it's really easy to
lose sight of the fact that
this is not your only project.
This is your first project, but
there's so many more to come.
let's talk about that.
let's talk about what you're doing now.
it's so exciting.
You landed your first
project, but we need more.
You need more projects
Alexander: yeah, these six weeks,
the real challenge will be keeping
all of that moving along at a steady
pace while it's also obviously
being absorbed with this sprint.
So obviously that's something in my mind.
I do have, throughout August, because
we're almost in August now, I do
have, um, Uh, couple of meetings
lined up, with people I've met
at different things that, will be
discussing about potential projects.
they're mostly in the contractor
real estate world in New York City.
So it's a little bit different, a
little bit of a different angle,
but I, kind of see what's happening.
I've got this, we've talked
about stuff previously.
That I will be meeting
people to follow up with.
So the RXR stuff, the people
in Ireland, I'm actually going
to be in Ireland next week.
So I'm going to meet
up with those clients.
And I think, what will be helpful
is obviously I'm in the process
of bringing this project to life.
And the conversation now is a little bit
different in terms of this is probably,
we could chat about this a little bit
as well and how that helps maybe, move
things along or it looks a bit more.
of interest is like, I am working on
this project currently, but also I
need to plan for September, I need to
plan for some mid September or whatever
of bringing something else in to now
start running two at different points.
One in the earlier phases,
one at the later phase.
and, so I have in person meetings lined
up, I think that at the same time, I need.
From going through this
experience and just landing this.
And this is something for us to chat
about is like I need to know if any
of these leads that I've been pursuing
over the last I would say 12 months are
actually anything at all because it's
very draining and I think we touched
on this before but You know the energy
going into it I'd rather just get
clarity on is there something tangible
here because I know you can water the
plant for a year or two Three years,
but also when do you just stop watering
the plant or maybe not stop watering it?
But it's pursuing because you
also have to open up 5, 10 other
channels, and stop pursuing that one.
So I think that's an interesting part
of this as well, where there's some
new stuff in August that are brand new
meetings with people, but there's also
some old stuff where, I'm a facilitator,
and I'm very like, open and keep
conversations moving and ultimately,
but at the same time, I have a level of
business and impatience around things.
It's like, guys.
You know, I've learned this from even
just dealing with being in New York.
It's Where let's get shit going or let's
just not this right now or whatever.
I don't know what the right
expression is for that But it's
just it's a bit more hard edged.
I guess i'm getting into business more
around like i've only got a finite
amount of time That's the ultimate here
and I also need more tangible things
to occur as opposed to the intangible
Tyler: Yeah, absolutely.
These are great things to talk about.
So So for one, these relationships,
they need to be managed somewhere.
You need to have a quick way that
you can see them all in one place
and that you know when the last
place was that you reached out to
someone or something like that.
And so you need a, this is why you need
a customer resource management platform.
Alexander: I have that
Tyler: are you using Notion
or, HubSpot or something
Alexander: Yeah.
I'm using a very basic, notion
situation where each person contact
details last contact is, next time
to reach out some information about
what that conversation was about.
That's basically it.
and that will send me,
that sends me a reminder when
to reach out and all that stuff.
Tyler: Yeah.
And that's great because that's,
that's also something that you can
delegate out I think in the future
too, in terms of maybe even having an
executive assistant that could help
you with some of those followups.
after you get those messages
into place that can help to
nurture those relationships.
So that's part one, but I part
two relative to what you're
saying is something that we
already talked about a little bit.
and it was that difference between
a lead pipeline and a sales pipeline
lead pipeline being those, those
relationships that you're continuing
to nurture, but that haven't expressed,
That haven't expressly said that
there's a project that exists.
It's just that, that they're connected
or there might be a project that
might fall sometime in the future.
And there's just a possibility there.
Like it's worth it to
continue those relationships.
So that's what the lead pipeline
is versus the sales pipeline
is that a project exists.
There's a budget that exists.
They have said this is happening.
Something is happening, and I think
that line is really important.
with these long conversations that you've
been having and, that you've even been
having for more than 12 months, it's
have they said that there's a project?
Have they given it a timeline?
or are they more so kicking the tires?
Cause if they are still kicking
the tires, maybe just pop them
back over to that lead pipeline.
But the sales pipeline, you should
define the standards for moving
something into a sales pipeline.
It's one, a project exists.
Like maybe a site needs
to exist is step one.
two, a budget needs to exist.
And three, a timeline needs to exist.
Without a site, a budget, and a
timeline, there's no real project.
So maybe it's not worth
your immediate pursuit
Alexander: Yeah.
that's helpful because some
of these have two of those.
Some of these have one of those, some
of these, have three of those and.
I think that's helpful to use as a
kind of an equation or however you
want to call it to evaluate these
different organizations or individuals
that I'm, having conversations with
because, it's a bit, mixed within those.
And so I think getting clarity on
all three potentially in certain
regards to specific projects.
Could be quite helpful because some of the
information comes out, some of it doesn't.
hindsight, I should be getting better
at getting all of that off the bat.
I think straight off the bat in
terms of like early conversations and
that would definitely be my advice.
I don't know what you think,
but like actually establishing
what is this timeline?
What is this budget?
Site.
quite easily.
You know, you usually
get budgets complicated.
Sometimes some people are like
very apprehensive to share that.
I think it's, which is unusual, but,
and then timeline, yeah, it can be a
little bit, obviously something we're
thinking about or, Oh, we've got this.
this project I've got recently is
a real great example of just like
where there was no, it was all
straight up this is happening versus.
confused and uncertain and, I wonder from
my standpoint, is there a way to navigate
that in a kind of just reaching out and
we've said it before about just, saying
where does the stand, I need clarity
Around what's on the table versus what's
off the table in a polite way, you know,
or is this something that seems feasible,
to come online in the next, two months,
eight weeks, six weeks, whatever, some
kind of a, like a more direct, warm
email, whatever you want to call it to
get a bit more clarity on these kind
of gray pipeline V sales or whatever
you call it, the ones that are like.
They have two of these things, but they
don't have all three of those guidelines.
Tyler: So there's two responses to this.
One is that.
That should be like the site, the budget,
and the timeline can be the threshold for
moving something into a sales pipeline.
But that doesn't mean that they
shouldn't be engaged with at all.
So for example, Maybe you find that
a vast majority of people that you're
speaking with have two out of the three
and they're all missing the same one.
So for example, maybe they have a budget
and a timeline, but they don't yet have a
site because these are residential clients
and they're still looking for the place.
That to me is like, Oh, that's a pretty
clear indication from the market that
maybe there is an opportunity for
those low cost, high value offers.
That we talked about, last week, right?
if you have enough people in your
market that are seeking that one
thing, but they're not ready to move
forward yet, but you want to get them
in the door, you want to begin that
relationship and start, start like
a business relationship with them.
then maybe it makes sense to have, to put
together a low cost, high value offer that
is like a consultation for you to help
them find their site, find the right site
for the vision Or something like that.
Or maybe they have.
everything, but they
don't have a timeline.
So then there's an offer
that you're putting together.
That's helping them craft a
realistic timeline for the work
that they're looking to do.
And so I think, there's a
market answer to that, right?
So that's the market answer.
it's just something to be mindful of.
if this does become the new threshold
that you want people to break.
start using that as a checklist.
and maybe you even have
that checklist in your CRM.
once you've confirmed that you've
heard one of these things, it's like
you have these three check marks.
once they hit these three check
marks, you're going to move
them into the sales pipeline.
but your goal is to identify whether
or not those three things exist.
Now, other part of that is
trying to, get this information.
Obviously the best time to get this
information I think is on a discovery
call, but what's important to realize
here is that it's not, I don't think
it's as important, at least, and
I'm just talking about for moving
something into the sales pipeline,
considering it to be an opportunity,
I don't think it's as
important to know exactly.
Like what that budget number is, or even
necessarily exactly what the timeline is.
Maybe it's a little bit more
important to have a rough idea.
Like they should, I don't need them
to say that the timeline or that the
deadline is December 20th, but I do need
to roughly know, Hey, we want to finish
this, by the beginning of next year.
that's like enough of a
timeline indication to be
like, okay, they have that.
the budget is harder because think.
depends on the client, but I think most
clients maybe don't even fully understand
how much something is going to cost.
and if you tell them that they're
not going to get their vision for the
budget that they've mentioned, then
they might even raise that budget.
So it's part of an educational process.
It's part of the process.
I think it's part of your job as an
architect and as a designer to help
guide them through that process.
And that's why I think, the discovery
call, it's far more important to
understand what their challenges
are, what their pains are.
What their vision is, what are these
things that they actually want to solve,
because I think the budget works its way
around that once they realize they, maybe
these things are, or are not achievable
with the number that I have in my mind,
then things start to change a little bit.
So that's why I think a question
like, have you considered.
How much you want to
invest in this, right?
It's like a soft question.
It's just just getting an idea.
I just want to make sure that
they have something set aside,
That they're having conversations
about getting a loan or they've
already gotten approved for a loan.
Or, there's just, you just want to
make sure that there's something there
and then the site, yeah, that's an
obvious one, but do they have it or not?
So that's how I think about it.
But do think that.
And for those long word ones that you've
been having, you're thinking about it,
you're leaning into scarcity, maybe
that's a healthy way to think about
your business development right now.
It's I know that I can.
probably roughly going to have to bring
on, depending on the size of the project,
I need to bring on one to three projects
every single quarter be healthy and to
keep maintaining this so you can almost
think about that when you are having
these conversations with the people.
And I do think it's probably
easier to have these conversations
like over the phone or on a video
call, rather than in an email.
For these ones specifically, cause I
would just maybe jump on and say something
like, Hey, I know that we've been
talking about this project for a while.
I only have space for probably
one or two more projects.
So I just wanted to see if this was
something that you think is realistic
for you to begin this quarter.
Cause if it is, I have the
time for it and space for it.
And we can talk about that more.
And if not, that's fine too.
I'll just plan to reach out
to you again in October.
Alexander: Yeah.
that gives me a bit more to work with.
Especially.
as I go into these conversations
in August around like where I
stand, where, the situation stands,
going into the next few months.
So I think that's helpful and also
just outlining this budget timeline
site thing for a kind of a metric to
evaluate all these different things.
Cause I think before, maybe
previously without having any of
this knowledge or kind of Mind
shift into this way of thinking.
It was more like, Oh, I'm just
going to keep these contacts going.
Eventually, it'll turn into a project.
You have a very, just very
easygoing, not really putting any
kind of structure on it attitude.
And I think that's quite
common is you don't understand.
It needs to be structured and
needs to have a structure.
It has to have thought
process much more behind it.
I think that's the big transition.
Tyler: Yeah.
I'd say challenge yourself.
Right now these business
conversations, right?
You want to challenge yourself that
every time that you are communicating
with a client or a prospective client.
that there is an end goal to what
you're reaching out for, right?
and the end goal shouldn't
just be to stay on their radar.
The end goal should be to you
want to get a reply from them.
So the question is, what do
you want that reply to be?
Do you want that to reply to be,
are you available to jump on a call?
Do you want that reply to be,
are you able to start your
project now rather than later?
Is this a real project?
Do you have a budget?
you want to go into that with.
a goal for an answer that
you want to get out of them.
If there's no, if there's nothing for, if
there's no answer that you're trying to
look for, then it's probably not worth it
for you to reach out to them right now.
Alexander: yeah.
I think that's right.
there's a goal in mind, I
think, which is the difference.
converting it into an actual
project versus a kind of a
long drawn out conversation.
It's that's, obviously
ultimately the aim here.
So you got to remind yourself, it's
obviously you want to land these bigger
things and create these opportunities.
So And you pushing it along and
you actually guiding it more.
ultimately, even with the clients,
and there are a lot of them as
their first time projects, whether
it's residential or commercial.
And I think they haven't a clue.
And I think for us, it's a big learning
curve of having to always take them
through that process together and
understand how much things cost,
how much fees are the value of what
we're bringing to their project, the
investment using all these different.
right ways of speaking about it to
show your value there in the market.
And I it'll be a constant always thing
that you're doing and bringing to each
different, person on our business.
Tyler: Yeah, absolutely.
You are the guide and
you have to be the guide.
And it's not like a no news is good
news situation in terms of waiting
to hear back from your client.
as you're building out these standard
operating procedures that we were talking
about before, or earlier, it's also
like, Yeah, you also want to consider
client communication for clients that you
already have, you probably should consider
some kind of weekly or bi weekly update
that you're sending to them as well.
And that becomes part of your
standard operating procedure in
terms of how you're communicating
the the project progress with them.
And guiding them through that process
and educating them and keeping their
concerns at bay because, even in a six
week project, you're there, they're
for sure concerned, like you don't want
to keep them in the dark, you want to
make them aware of what's happening.
So that's just one small piece of the
puzzle, a lot of amazing things to come.
So in terms of prioritization, yeah,
I would focus on the conversations
that you're already having,
the people that have already responded.
and maybe even focus on that in
the next week, especially since
you're going, you're traveling again
the week after, which is going to
make it significantly harder.
So this week, maybe if there's 10, it
sounds like there's roughly five or 10.
I would focus on those five or 10,
either try to get on a phone call
with them, send them an email,
meet up with them before you leave
and just see where they're at and see if
you can identify these three things and
see if it's worth it to move forward.
Alexander: Yeah.
No, I think that's right.
And I think that just applying that
tactic for the next couple of weeks
here and just reading out what's,
on the table, off the table and.
Then ultimately, I think the next step
after that, maybe there, something
does come up that and then, but if not,
otherwise, I think it's about going into
the mode of all new opportunities and
actually creating more leads and getting
into that mindset of bringing in more
contacts and going out that avenue.
And that's a harder one for sure, in
terms of, it could be as easy as I
suppose picking up the phone and calling
people and just being like, I'm on, Alex
Buckridge, blah, blah, blah, Studio Bucky.
We're doing this.
I'd love to, pick your brain.
and I think that's where my mindset
is going, obviously regardless,
because that's what you have to do.
just talking of like separate
strategy to getting new leads.
I'd like to hone in on, the
kind of work I want to do.
and, I've gone through the
exercise of doing the client
avatar and all that stuff.
So I think that I haven't taken
the step of going from that
to actually, getting to them.
Right.
Tyler: Outreaching, yeah, yeah,
Alexander: Yeah.
And I think that's something
that's a different thing we
haven't discussed before.
And I think it's let's say the
cold outreach to the type of people
that you want to create work for.
And yes, you can use social media
and stuff to show that what they
might want and therefore they
will could refer back to it.
But actually I'll give you an example.
when I was in LA, I, I'm doing a business
of architecture course separately to this.
And, one thing we were discussing was, how
in high net worth areas, or for example,
in West Hollywood, where the project site
is located, that's a good area for you
to go meet people essentially, right?
It was a very simple way of putting it.
And so by getting out by those evenings
when I wasn't with the client, even
though I was a lot of the time to,
find somewhere to go to see where
people are hanging out to find
open a new door and a conversation.
And so that's an interesting
mentality to get into.
And especially, I think I'm a
bit that would probably suit me.
another angle here, which was kind
of interesting was, there was a
guy who brought the CEO of mad
happy, which is a clothing brand.
They do all the hoodies
and they do all this stuff.
And they've been doing a lot
of work in the retail area.
and.
I added this guy on social media
and so forth a couple of days
before I landed in LA because their
projects are quite interesting
and what they're doing in retail.
So anyway, I ended up
going to see the store.
I was in the store and they have a
coffee shop and I was meeting someone
to get a coffee and discuss things.
And then wasn't the guy there that
I'd added and he'd added me back.
So then I walk into the store, the
guy had set it up and I just went
over to him and I looked at him and I
think he knew because he saw whatever.
So I shook his hand and I just said, look,
love what you're doing with the brand.
Love what you're doing with the store.
And I'd love to speak to you a bit
more about, what you're up to and
what I'm up to and all that stuff.
And, the guy just went,
yeah, I, yeah, absolutely.
this was a good point blank example.
And this guy is, LVMH or stakeholders
in this business and everything, but,
I think, I followed up with him after
and I just said, look, I, when I'm in
LA next season, let's put down some
time and let's discuss what I'm doing.
And I'd love to see,
just get your thoughts.
And I think putting a bit more structure
on that, obviously I'm making the right
moves, in that situation and that was
quite unique in some ways, but I think
the follow up, And so I just want to
get your thoughts on how that went.
And so I followed up and I said,
look, lovely, great to see you today.
as you mentioned, I'd love to, when I'm
next in LA, I would love to get an hour
of your time or whatever to sit down
and take you through what I'm building.
And he did respond and he
just said, yeah, absolutely.
You hit me up.
And then what I did then was because
I was thinking about you and stuff
I'm doing, I was thinking about, okay,
should I, this should be a bit more
formalized, but I just said, look.
Is here the best place to reach you or,
do, should I get you on something else?
So are you trying to get a number or an
email or whatever he was comfortable with?
Obviously.
So he just said, hit me up here.
And, so that's where it landed.
And I think this is an example of
where another avenue could go with it.
Again, this is the type of client
that I'm looking to, work with.
And there's a lot of
potential for further growth.
So I just get your thoughts on that.
Tyler: I love it.
I'm so that made me that whole
conversation just made me so happy.
that was perfect.
Alexander: I was thinking about all
this stuff in the back of my mind,
guiding it and, not, and being a bit
more direct, but at the same time,
leaving space for person and for humans
to actually not be too much, right?
Tyler: Yeah.
this is a perfect example of, you
are going to be traveling a lot.
So maybe it's every time that you're
traveling somewhere or the main
areas that you're traveling to.
So it sounds like LA, sounds like
Paris might be one, maybe London
is another one.
have, dream list almost, right?
You have five or 10.
Companies or clients that you'd
be interested in working with.
And so you did the right thing.
You connected with them on LinkedIn
or Instagram, wherever that was at.
and then you just happened to
see, you went to his place and
then you happened to see him.
it can't be more perfect than that.
And well, actually it can't
be more perfect than that
because it didn't go that far.
You actually walked up to him and
you introduced yourself and you said
these things, and then you got his
contact information and you followed
up with him after you got that.
And These are all, yeah,
this is all perfect.
two suggestions.
One rather than next time I'm in LA,
maybe it's just, maybe you already
know that because if you're, if you
have this project in LA, maybe you
already have a rough idea, like you're
going to be in LA again in October.
So you can just be a little bit
more specific, Hey, I'm going to
be there and I'm around the middle
of October, so let's plan on that.
Just to give him.
a little bit more insight there.
Like just, as specific as you can get
with the time, I think is good because it
also forces you to commit to it as well.
and then the other thing is just the way
that you're framing that time with him.
and I don't, I'm not sure if this is
exactly how you wrote it or exactly
how you said it, but the way that
you said it back to me was, I'd
love an hour of your time to tell
you a bit about what I'm doing.
I think that's the wrong ask.
No one wants to, he, it sounds
like he's really nice, which is
great, but as someone that gets
this question all the time, I get
like 10 of these a week, right?
don't have the time to jump on a call
and just hear about what you were doing.
that's not what it is, but I have
the time to meet about a potential
opportunity or to tell you about maybe
what I'm working on you know, you either
give that time to I'd say, be more
specific about what you want to do with
that time when you're asking about it.
So it's an hour of your time, for us
to meet, because I think that there's,
I think there's a lot of opportunities
for us to collaborate in the future or
for us to meet, because I've been to a
couple of your stories and I have some
ideas, you Or for us to meet, because
I've been following you for a long time.
And, I think this thing that
you're doing is really cool.
I'd love to just ask you
a few questions about it.
So just having something specific to
pull to rather than, so I can tell you
a bit about myself because I, that's
more like that's like pitching first,
which isn't what you want to do.
it's not, it's again,
it's not a bad thing.
It's just like with all communications,
with perspective and actual clients.
Be client first rather than firm first.
Alexander: And look, I know, I know
who he's, been working with, et
cetera, previously and all that stuff,
could be asking, how's that, what,
how did you find, how do you find
that experience and understanding
a bit more about that as well.
And as you said, they're doing build outs
all the time and so forth and, finding
a bit more about what that process is
like, how, what do you find, pain points,
but not so direct as that, but you just
Tyler: Well,
yeah, you're right.
Yeah.
it's sussing out those pain
points, also it's hard because
it sounds like you actually know,
their business far more than I do.
I'm not really familiar with them, if
they are doing bailouts often, maybe they
just have a budget for it and it's not,
maybe it's not a matter of a pain point.
Maybe it's just a matter of
grabbing some of that scope.
may not be that they're having
problems with their current architect,
or maybe there's a slight problem.
Like maybe, yeah, they wish that
they could have more of their time.
I guess that would be a,
that would be a problem.
And then you can take some of that
scope, but yeah, understanding, I
think the first step is probably
understanding that process, which
might be what that first meeting is.
Because what I see this setting
up to is again, it's a little
bit, it's like a discovery meeting
that you want to have with them.
what their process is, how much
are they actually devoting to this?
How much are they building out?
How much is he looking to expand?
getting an idea of that.
And then, the next thing I would
consider doing for that next meeting
is being like, Hey, you know, I've
thought a lot about our conversation.
Here's some things that I think you
can do to improve, to get more of that
vision that you're looking forward to.
for the next build out
that you're doing, right?
you bring your knowledge
to him basically for free.
you share value with him for free to, to
help prove and develop that relationship.
and then, I would imagine that would
eventually turn into a project for you.
Alexander: yeah, that's, it's an
interesting kind of case study of
a situation that you don't, you're
trying to, manage it as well as
possible as being out by yourself now
and, building the business with you.
I'm excited to, again, go through a
process here to see what that looks
like, I will be back in September, so
early September, I think as soon as I
know that, I'll just reach out and say
I'll be in town this time, let me know,
what, where I would work and ideally
probably at the store and it's a bit
more informal and we could actually walk
around and get a bit more background
on the store a little bit as well,
something like that would be interesting.
Tyler: then the other thing
though, when you're reaching out to
people, give them specific times.
Instead, I know that people think
that actually the kind thing to do
is let me know when you're free,
but that actually, it, it
Alexander: Yeah.
Tyler: takes too much work, right?
you're asking them to do too much work.
Instead, you can say, Hey,
I'll be there at this time.
Or I'll, I'm going to be there this week.
does time a time B or time C work well for
you, Because worst case scenario is that,
and you can even have a PS section PSF.
No, that works.
Let me know.
Works best for you, but at least
you give them something to look
at first so they can choose it.
Choosing one time is easier than them
going into their calendar, finding
when they're available, thinking
through, Oh man, this is an hour
that I'm not going to get back.
You just want to give them
what time is available.
Alexander: That's good.
I like that.
I like that as a tactic.