How many of these projects that eventually lead to sales are through prior relationships with engineers or other firms, compared to finding new deals? Is it mostly about building relationships ahead of time and working from that for your order book, or are you taking more inbound calls from other engineers or owners? I'm curious about what that sales cadence looks like.

Our mission was to inform people about US codes. It seems strange, but buildings built to current codes aren't necessarily earthquake-proof. They only need to provide life safety. If you build a new building according to current US codes and there's a large earthquake, you might not be able to return to it the next day.

How many of these projects that eventually lead to sales are through prior relationships with engineers or other firms, compared to finding new deals? Is it mostly about building relationships ahead of time and working from that for your order book, or are you taking more inbound calls from other engineers or owners? I'm curious about what that sales cadence looks like.

Making a building earthquake-safe or reusable after an earthquake might only add 3 to 5% to the construction cost. However, unless it's an owner-occupied building, many don't want to do it. If they're planning to sell the building, that 3 to 5% comes off their bottom line, so they just want to meet the current code. That's very common with new buildings.

How many of these projects that eventually lead to sales are through prior relationships with engineers or other firms, compared to finding new deals? Is it mostly about building relationships ahead of time and working from that for your order book, or are you taking more inbound calls from other engineers or owners? I'm curious about what that sales cadence looks like.

There are some positive developments, like ordinances in Los Angeles, Santa Monica, and West Hollywood, where dangerous buildings have been identified and need upgrading. There are deadlines based on the building type, but many owners try to delay as long as possible. Nonetheless, there's a lot of potential business in this area for the future.