I’m finding that my old connections will agree to have a conversation with me simply based on the strength of our past relationships (I was in tech for 25 years). They really don’t have a problem to solve (or it is hard to discover) with regards to real estate. I’d like to see what guidance you have on using the conversation to get referrals since the sales framework doesn’t seem to apply. One conversation was natural and discussed multiple real estate markets and may result in something, but others seem very awkward.