E58 – The Future Of Door-to-Door Sales In A Digital Age with Will Hamblin

E58 – The Future Of Door-to-Door Sales In A Digital Age with Will Hamblin

On this episode of the Pipelineology podcast, Gary interviews Will Hamlin, CEO of FieldSpot.ai, about his path from deputy head teacher and product design graduate to entrepreneur, including early ventures like the Spitfire Festival and work as a payments specialist that revealed field-sales problems he set out to solve. Hamlin argues door-to-door/field sales is resurging in 2026 as buyers tune out low-quality mass email, and he shares fundamentals for getting started: resilience to rejection, fast objection-handling, timing visits, and leading with business pain points. He explains FieldSpot.ai helps teams with route planning, weather info, voice-to-text visit notes, AI-generated personalized follow-up emails using multiple data sources, manager tracking, AI-identified pipeline weaknesses for bespoke training, and gamified performance metrics. He highlights a competitor renewal radar that logs supplier and contract-end details to prompt timely revisits and preserve data for the organization.

Discover:

00:00 Welcome and Guest Intro

00:23 Will’s Career Journey

02:05 Does Door to Door Still Work

05:58 Getting Started in Field Sales

07:33 Timing and Quick Hooks

09:49 Scaling Teams and Retention

12:32 AI Coaching and Gamification

14:54 Data Driven Personal Outreach

17:49 Field Ready Features

19:53 30 Second Pitch Strategy

24:05 Startup Onboarding and Results

27:22 Competitor Renewal Radar

30:35 Where to Find FieldSpot

31:06 Final Thanks and Wrap Up

https://www.linkedin.com/in/will-hamblin-182a1064/
https://www.fieldspot.ai/

Transcript:

[00:00:00] Gary Ruplinger: Hello and welcome everybody to another episode of the Pipelineology podcast. Today I’m excited to be joined by a very special guest. I’ve got Will Hamlin, the CEO of FieldSpot.ai. Will, welcome to the show.

[00:00:13] Will Hamblin: Thank you, Gary. It’s great to be here. Really excited about the show.

[00:00:18] Gary Ruplinger: I am, I am excited as well. I’m interested in kind of learning a little bit more about, about you and what you’re doing. But before we get into that, for anybody who’s not familiar with you and your work, can you give us just a little bit of a, you know, background kind of the, the story of how Will got to where he is today?

[00:00:35] Will Hamblin: Okay. Yeah, no problem. So really I think I should start with my previous career. I was a deputy head teacher. I, I loved working in education. I worked with children with special needs. But my degree prior, prior to being a teacher, was product design. So my, my passion was, was designing and creativity and coming up with product solutions, which could be turned into a business.

And, you know, realistically I wasn’t able to really fulfill that in education. And when I got to where I wanted to be in education, you know, I was two years prior to becoming 40, so I thought now is the time to, to branch out into being an entrepreneur. So I did. And, here I am today. I wanted to spend some time just figuring out what

business I wanted to start. And I had a, a couple of failures, which, I’m, I’m proud of, you know, I learned from them. I think that’s the main thing. Set up a food and drink festival and that went really well, Spitfire Festival. And, you know, while I was coming out of this idea, I decided to get a job as a payments specialist where I was selling business to business.

And that’s where my problem found me, essentially. And that’s where we are today with the software I designed to solve the problems I came across.

[00:02:04] Gary Ruplinger: Well, very cool. I think, I think if, I think you are the first guest that we’ve had who kind of specializes in, in the door to door space. I’ve had guests who talk about cold calling and email and LinkedIn outreach and kind of prospecting overall and, and running a trade show. But I don’t think we’ve ever had anybody talking about door to door.

And I think for a lot of people they think well, because it’s, that’s, like a, that’s a 20th century technique. It’s 2026. Will, does door to door still work?

[00:02:37] Will Hamblin: It does work and we are seeing a lot more, industries using it. it’s not a dying art as some people think. It’s, you know, I think the, way I’d describe it is, you know, if you look at your inboxes today and look at what fills those inboxes, it’s on the whole generic AI slop, you know, spam emails, all of that.

You know, correspondence that just really is low quality and, you know, the more bots and the more companies that are adopting this strategy, I think the more people are just zoning out to it. You know, people really aren’t opening these emails as much. The conversion rates are much lower because of the sheer quantity that they receive.

And I feel like field sales is the, the way that you can get face time with a business owner and you can guarantee that your message is gonna get through. Now, you can’t guarantee they’re gonna like your message. You can’t, you can’t guarantee any of that, but you can guarantee the message has got there, which, is more, than can be said when you’re sending 300,000 emails.

But, I, I honestly think that companies are gonna realize that more and more as time goes on, and, I think it’ll become. It’ll become the new way to sell because it’s, you know, just because of the, level of communication is such higher quality. You can build a relationship much quicker and you can develop that trust, you know, a lot quicker than you could over a phone.

And that really, that really helps with sales and I think, you know, just things like body language, you know, the way you can use body language to help you sell. It’s a whole new element to your strategy. So I, I, honestly think it’s, I might be biased, but I honestly think that field sales is here to stay.

[00:04:40] Gary Ruplinger: I, I wouldn’t be surprised if it sees more of a revival if I’m judging by the amount of AI slop that gets in my inbox, because that’s, it’s, it’s real easy to just, you know, fire up the good old AI slop cannons and email, email, email. It’s really hard to do that walking door to door between businesses and going in and shaking hands and talking to a business owner.

[00:05:03] Will Hamblin: Absolutely. And, and you know, in reality with our software, we are selling to businesses. You know, we, we want salespeople to use our software and it, it’s been quite tempting to, to be, you know, have these campaigns that, that send emails. But we are, we are trying not to, you know, we are trying to really pride ourself on, on reaching to people one-to-one.

That might change. I’m not gonna, I’m not gonna pretend that as we grow with, we’re always gonna be doing that. But I think what, what, what I’m valuing at the moment is those conversations I’m having with people. because it’s really validating what we are doing and, I’m able to get that validation and it, it gives you that, that sort of confidence and, and that reassurance that you,

you are solving a problem that people genuinely are experiencing and, and that’s, that’s a nice feeling. So I’m gonna hold off on the mass email, outreach campaigns for as long as possible.

[00:05:57] Gary Ruplinger: Very good. So I guess for somebody who’s, you know, never done door to door. They’ve tried other types of outreach or prospecting or maybe, maybe they’re kind of new to the, business space. They’re like you, they’ve decided they’re gonna be an entrepreneur and they’re thinking, yeah, I think door to door is a good way for me to stand out.

Where does somebody start with that? Like, how does somebody plan out what their, offer is, their day, their pitch? I’m just kind of curious if you’ve got some insights in how, you’d actually get started there.

[00:06:28] Will Hamblin: Yeah, I think, you know, first of all, there’s a couple of questions to ask yourself. and I, think those questions are, revolving around your confidence. And also the biggest one is your ability to deal with rejection and your ability to, you know, think fast when someone has an objection for what you’re trying to sell.

Because having, an answer to sort of, You know, address a concern that they have about your offering. I think it’s really important, and that comes from knowing your product. So, so the ability to, think fast and there are so many companies out there who are employing, getting the job won’t be an issue for anyone.

It’s, having the ability to sustain and stick with that job on those cold afternoons when you’ve walked around for two hours, spent petrol getting to the high street you’re on and made no sales. that’s that’s when your, real resolve is tested to the max. Definitely.

[00:07:33] Gary Ruplinger: How do you kind of approach, because I’ve, full confession, I’ve never really done door to door for real. I did spend one day shadowing, shadowing somebody, you know, and it was overall, it was a day where, you know, it was, people were friendly enough, but also a bit cold to, you know, to the, it’s, you know, you’ve got five minutes.

What, do you got? What’s the offer? Can you leave some info? So I’m curious, how do you kind of take that person who’s like, okay, here’s your five minutes, or you’ve got 60 seconds. How do you actually kind of get that, that, information into their hands in a way that’s gonna turn into to business for you? 

[00:08:13] Will Hamblin: No, it’s a good question. And, first of all, I’ve never had anyone say I’ve got five minutes that, that is, in the history of, you know, field sales. That that is definitely not one you hear very often because these are busy people. They’re running their businesses, you know, and that’s, that’s half of the battle.

It’s all about timing. You know, it’s understanding, you know, not to go to a coffee shop at 8:30 AM in the morning. You know, it’s, it’s just using your, knowledge of how businesses work to pit things, you know, the odds in your favor so that you are approaching the right business at the right time.

And that’s something, you know, that we’ve really, really worked on at FieldSpot. And it’s just part of the battle, but it’s also getting their attention quickly, and I think the way you do that is, is by not trying to take something from them, but in return, actually offering them something.

So, giving them an incentive to want to listen to what you are saying. And, that can be anchored on to pain points, you know, things that they, maybe they’ve got a slow card terminal and you know that yours is faster and maybe they have to wait two days for the money that they make in their shop to hit their bank account.

It’s, it’s, knowing the pain points that they are experiencing and saying, well, here’s the solution. You know, hear me out. It might, it might change the way that your business operates for the better. So it’s about getting in there quickly, and saying something that they want to hear.

[00:09:49] Gary Ruplinger: So I think this will probably start transitioning us more into what, what your solution is built around. But I think for a lot of, a lot of my audiences probably at that point where they’re more thinking about this for the teams they manage. You know, they might be, you know, a, a vice president of sales or they might have a, a team of people going out, out doing things.

I know, so it was a few, a few years ago now, but I had a client in Southern California and their offer was search engine optimization. And, you know, a pretty boring offer to contractors who never have any time and don’t ever want to talk to you. And, When, when I was talking to them, you know, it was, they, they, they had a really impressive door-to-door operation, but the owner told me it’s very difficult to scale the offer because it took so many people.

So, you know, trying things like LinkedIn and cold email was pretty high on his list of things to do. And, I’ll be honest, we could never compete with what his door-to-door people were doing. We just couldn’t get the same, same results, the same speed. Anything like that is, you know, we’d get a handful of opportunities in a month and his teams would, you know, they’d get a handful in a day.

But I’m, but his challenge was always, you know, I can’t really get past Los Angeles, the Los Angeles area because I can’t build a team well enough. So how, how do you kind of think about it from a, you have a team. How, how can they grow and, and build upon it? you know, in a, in a door-to-door type of way where you need the bodies, you need the people going out and actually talking to them. x

[00:11:21] Will Hamblin: Yeah, I think, you know, one of the biggest things for me is, retention of staff. I mean, there’s not many people that grow up and say, I want to be a field sales agent when I’m older. Like, it is, it is not normally, you know, top of the list. And, but it’s a great career if you are. If you are good at it and you, and you are able to, to sell, then you can make a very good living doing, field sales.

But. I think what makes, things difficult is a lot of the way these, contracts are laid out. There’s a, there’s a lot of, agents are on zero hour contracts where they only get paid if they get a sale. So, so then that agent is, is. You know, dealing with the fact that they’ve, they’ve got to pay for petrol to get to the place where they’re going to, or they, you know, if they, if they’ve got a mortgage, they can’t have a guaranteed income.

And all of those factors mean that a lot of the time people want to move into a role, you know, normally in sales, but a role that’s got a little bit more, security. So I think giving, an agent a tool where. The, odds are stacked in their favor, I think that is really important. But also not just giving the agents something, but giving, the managers or the, the iso the ability to, track where their, agents are going.

I think that’s really important. but what we also do is we analyze each agent in What weaknesses they have at different stages of the pipeline. For example, cold call openers. If, they’re doing some cold calls on top of their, field sales work. And what, it enables the, manager or the, team leader to do is roll out bespoke training to that individual agent on the on the element of sales that the AI has,

through its analysis, discovered that they have a weakness in, and, you know, that, makes people feel like they’re being invested in, you know, they, feel like someone cares, that someone wants them to get better. And, you know, a lot of people when they feel someone’s investing in them and someone is taking

note of what they’re doing and not just saying, oh, we don’t care if you get any sales because we’re not paying you a salary. So, if you win, we win. If you lose, you lose kind of thing. So, I think, I think just having the ability to, you know, have that bespoke approach, but not using too much of the manager’s time.

You know, the AI is, doing all the work for them and, that’s really important. Making people feel, feel noticed and feel invested in and, giving, giving the managers the ability to track where people are going and, also, being able to reward people, you know. Our software enables you to see who’s the most highest performing agent in a region or nationally or whatever way that you want to orchestrate your groups.

And, you know, gamifying sales is really important, you know, just like anything else. It’s, gamifying and competition, especially with adults. I think it can be really rewarding and it can really, tie into the mentalities of, that a lot of field sales agents have, which is competition and a desire to, to make money.

[00:14:55] Gary Ruplinger: So with kind of the, data points and things that AI can kind of uncover to give that bespoke experience, do you have any like examples you could share with that? Just to kind of help, help, kind of the listeners clarify in their head what, that means.

[00:15:08] Will Hamblin: Yeah, so, what we use data, data is, one of our biggest drivers as a software developer because, you know, we realize that AI is only as powerful or as useful, as the information it’s fed. So if you have strong data, if you’re giving the AI software a strong context for what you are trying to achieve, your outcome’s gonna be so much better.

So what we really take pride in doing is with our a AI outreach, we have about 10 different data sets feeding into the email that’s generated. So that could be whether they’re a new company, it could be whether they’ve just gone through a food inspection if they’re a food business. But more importantly, any notes that the field agent has taken when they’re actually in the premises, it will use those notes and form them into the email. So, for example, if, you went and had a conversation with a customer and, saw that they had a dog and you had a little conversation with, them about their dog, and you know, if you, if you enter that into your visit notes, which you can just update with a, with the push of the microphone and it, converts a speech to text, it will pit those into your email and you may have seen 50 people on that day, and, there’s very little chance you’re gonna remember the name of the dog, you know, by the end of the day.

But because you put that information in the email that’s generated in about two seconds. Has that context in there, and when that person receives that email, they’re gonna feel like a person, they’re not gonna feel like, oh, this is just a spam email that he sent to all the people he saw today. They’re gonna be like, oh, he’s actually remembered me.

That’s nice. And it’s that additional level of communication that is gonna increase your chances of moving that prospect through the pipeline. so, so we really wanted to make sure that we use data in order to really improve the outcome, because that’s what AI should be. It shouldn’t be make your life easier, but make your outcomes worse.

It should be make your, make your time more efficient, but improve your outcomes at the same time. because that’s, that’s the dream surely, you know, to speed up your work, but not, not, in the detriment of your work, You know, so, it’s about, it’s not, you know, it’s not about quantity with us, it’s

about quality 

[00:17:49] Gary Ruplinger: Gotcha. I liked, I liked that you have the ability to say something via voice and actually get it transcribed and get the notes in there. I feel like, especially when you’re out and about, it’s so much easier to just make that note and have it in there, but not that it stays recorded and you have to go back and try and read it.

It’s like, Nope, we’ve got those notes on there. because I know, like me, I’m sitting in my office right now. I’ve got my big mechanical keyboard in front of me. I can type pretty fast on that. If I’m out talking to people, if I’m out driving around, you know, I got a tiny little keyboard at best, I probably just have my phone with me or maybe an iPad or something.

But I don’t, I don’t have a good way to do data entry there. I need, you know, an easy way to get it in there.

[00:18:32] Will Hamblin: Yeah. And I think that’s the difference between a piece of software that’s been designed by someone who’s lived the pain of, of doing the job. You know, it’s not until you’ve been on the high street and it’s raining. That’s another thing, you know, trying to type when it’s raining and, you know, there’s, there’s so many features in there that, that,

that are there to prevent one experience of pain that someone went through, just to be like, well, well I have to go through that and I hope no one else does. You know? so, so the microphone was definitely, it’s convenience, you know, and you’re trying to work quickly. Time is money and you’re trying to go from business to business.

And, you know, anything that we can do to save people time is, absolutely key. And, you know. To get people to put away their notebooks. I mean, for, for the, the for of people in 2026 going around with a pen and paper. It’s just, you know, it. At, at the very least, let’s say save the planet guys, you know?

But, there, there’s also a feature on there that, you know, it’s got a weather, API, so you know, when you are planning your route, it’ll tell you what the weather’s gonna be on that day, so you know whether to take a coat or not. And it’s little things like that, you know, being caught out where you’ve, you’ve thought it’s gonna be a nice day, and it turns out not to be.

It’s, it’s little things where you’re like, oh, that’s nice. You know, this, this, this software is looking out for me. You know? Yeah.

[00:19:54] Gary Ruplinger: So one thing I want to get your take on is kind of what the, the offer should be when you’re kind of going in kind of doing, talking to somebody. So I guess it’s more for the field agent themselves. One thing I’ve seen quite a bit is it’s more kind of an appointment set or approach. I know you said that

even getting five minutes is pretty rare. but I know like in my, in my, in my neighborhood, like that’s pretty common. You know, the guy selling new windows and roofs and stuff like that. They’re just trying to take 30 seconds or 60 seconds at your door so the real sales rep can come in behind them. Do you, do you find in a business to business approach that that’s effective?

Is that what, I’m just curious what your take is on, on that. Is that what you, you do or does that depend so much on the offer of what

you’re selling? 

[00:20:38] Will Hamblin: I, think it’s a combination, but also, you know, not asking for what you actually need initially is helpful. So I know to, get a sale, it’s gonna take probably 15 minutes of their time, but I’m not gonna say, hey, have you got 15 minutes? Like, but, if you say, oh, can I have 30 seconds of your time?

You know, I’ve come to you for a reason. You know, this isn’t just random. and, make sure within that 30 seconds, because most people will be like, okay, sure, yeah. 30 seconds I’ve got nothing to lose. and 30 seconds, you’ve got 30 seconds to then put something in that sentence or that, that, exchange that, resonates with them.

Whether that be picking up on something that is a pain point, whether it be giving your part of your offer that might make them listen. For example, car dealerships, you know, I would go in straight away saying, oh, yeah, just, you know, this would normally be when they’re about to chuck me out.

so I’d say, oh, yeah, yeah. Just before I go, how, long did it take for you, you know, the money to go into your account after you sold a car and, they’re like, oh yeah, it’s, like a couple of days actually. It’s really annoying because. with used cars, you know, liquid capital is their business.

They, they, want their money in cars because the more the money’s in the cars, the more product they’ve got to sell and the more chance they’ve got of making money and, money in, in, the abyss between a sale and their bank account is not helpful to anyone. So, so knowing what will annoy them and knowing what will help

their business, you know, them being able to go out on a Friday to replace the cars that they’ve sold during the week for the weekend rush is a big deal. You know, that’s, gonna, that’s gonna be meaningful to their business. And understanding how their business operates and what having that perk means to them is so, it’s critical.

So I think definitely pitting your understanding the business and understanding what their pain point is, there’s an AI pitch wizard in the app as well, so that what the app will do it will see the type of business you’re about to enter, and it’ll give you those pain points. It’ll say, you know, give you suggestions and say, well, why don’t you start off with this?

You know, I think that’s especially useful for someone who’s starting out because you know, you don’t always know what works and, you find out the hard way what does and doesn’t work. if, if, the app could give you a little bit of a clue, then I’m saving someone a lot of grief, I think.

[00:23:20] Gary Ruplinger: Yeah. It was funny that you mentioned the automotive thing. because that was in my corporate career, that’s where I worked. And we, every, every morning there would be a meeting where they would ask what, what are, what cis do we have, which meant contracts and transit. Because as you, as you said, the funding time was a big deal for them.

Back then, I mean this, this is more, this is like 15 years ago, but you know, 14 days to get paid on something that you’ve already delivered was, was pretty normal. So when companies started saying, we can do that in 48 hours, like they were, they’re like, use that bank. Use, use them. That’s the one we want.

because we don’t want to be waiting for two or three weeks to get paid on the thing where it’s gone. We like, we, you know, we, we need the money in the account, but. so for anybody who’s kind of looking, you know, at a solution like this, how, you know, how, how does it, how would they get in touch with you?

How would it, how would it work? How would you get them set up? I’m just kind of curious what the, what the process is.

[00:24:17] Will Hamblin: Yeah, I, I think, what, what’s, what’s unique about where we’re at in our journey, as a company? We’re, we’re a startup. You know, we’re, we’re a small company. There’s five of us. We’re, none of us are, are, are taking any money. We’re not getting paid anything. We’re, we’re doing this because we’re so passionate.

But, you know, that’s, that’s bootstrapping. But what, what we’re, what we’re really good at is having, being able to have that time with customers. So a big part of our development is, and, and the first couple of months post, you know, software being ready. We, we spent time with prospects just saying, well, what, what, what do you like?

And what could be better? And, and that process really helped us refine the software. So, so, you know, having that ability to spend time with people has been so enlightening and it is something I never want us to stop doing. And it’s definitely something that will differentiate us from a bigger company because we, we genuinely care.

You know, and, and, and, you know, the, the, the ethos of our software is to, to bring more personality, to bring more customer service. And to improve revenue. You know, those are, those are, and, and it doesn’t need to be one or the other. It can be both. And that’s what we want to show. But, you know, it would be, it would be really hypocritical for us as a company not to, to, to sort of take on board those things as well.

And I feel that, you know, we, we have an account manager attached to each individual account, and we’ll, we’ll make sure that everything is, is going perfectly for, for every customer we work with, because, you know, we, we really, really care about their progress as a company. That’s what drives us. And that, that will be the success of us.

You know, if we can demonstrate that we are making a business money, that that’s how, how we grow as a company, because that’s, you know, that’s, that’s how we, so it’s in our best interest to do everything we can for every person that uses FieldSpot to be, you know, almost doubling their revenue. And I, and I know I, I’m putting my head on, on the block there, but we, that doesn’t come from nowhere.

We, we’ve had a hundred percent increase in face time using our, our app compared to before. So the average face time with a customer in field sales, about 30% of your working time, the rest is traveling, it’s route planning, it’s doing your outbound. Because we’ve got so many tools that help people cut the time of those tasks.

We’ve increased the time that our, the agents using FieldSpot are spending with customers by a hundred percent to 60% of their time. So, you know that, that if they’re spending twice the amount of time with a customer, they’re gonna have twice the amount of opportunities to make, make a sale. And, you know, I haven’t even gone over one of the best features yet, which is our competitor renewal radar.

Because when I was a field sales agent, 95% of the objections I would get was, I’m with, I’m with a, I’m with a supplier already and I’ve got a contract. I’m, you know, my contract’s got like eight months. I’m not even interested in getting a quote because they’re gonna charge me for exiting that contract.

And, you know, initially when I first started out, I was like, oh, okay, yeah, have a have a lovely day. I’ll see you later. You know, and be like, oh, that’s annoying. You know, I’m not gonna get a sale there. But then the more I thought about it, I was like, hang on a minute. This is, this is golden information I’m getting here.

They’ve, they’ve told me who they’re with. And they’ve told me when their contract ends and I’m not logging it. You know, I’m, I’ve not got, I’ve not got, I might make a, I might make a note, but, you know, I might lose that. I might forget it. I, in fact, I probably will forget it. So, what we’ve got is a competitor renewal radar, which when the agents log that information, it will give them a reminder to go back to the business at the right time.

And timing is the key thing in sales. So what, what, we had one agent log 460 competitor contracts in one week. Now if you rolled that over a whole year, say for example you’re selling card terminals and it was worth 500 pounds to you for every card terminal that you got a sale for. That’s 2.4 million pounds in a year for one agent of business that they would’ve before walked away from, and I think that

is really powerful because that is revenue that just isn’t there at the moment. It’s not, it’s not something that is tracked. It, it’s not consistently acted upon and it benefits free people. It benefits the agent because they’re gonna have more opportunities to get a sale. It benefits the ISO because they’re gaining all of this data on all of their agents.

And when the agent leaves, the data stays, they don’t take all of their contacts and all of their data with them. It’s owned by the ISO. So this ISO is building up a unique data set of all of the contract in, in their regions and, you know, the more agents upload this, this information to it, the more valuable that that data set will, will become.

But also more importantly, the merchant wins because they’re gonna be getting more competitive quotations. They’re always gonna have someone coming to their business and saying, well, you, you know, you might be happy, but at least let me quote. So, so, you know, and we all know that even if they don’t go with you, they can use your contract, your, your contract offer as leverage.

So, you know, I think, I think it’s, it’s, the really nice thing about the software is everyone wins. It’s, it’s, it’s, it’s what makes us feel that there’s no, there’s no, like, there’s no exploitation. It’s not, you know, there’s nothing about our software that’s like, oh, we’ve gotta sell to everyone and we’ll do anything we can.

It’s like no, actually everyone can win here. Like everyone can be happy, and this can benefit everyone as well.

[00:30:34] Gary Ruplinger: Well, very good. Well, it’s been been great chatting with you. If somebody is interested in this, is it FieldSpot.ai? Is that where they should go

[00:30:42] Will Hamblin: Absolutely, please, you know, follow me on on LinkedIn. I’m, I’m, I’m always, on there and quite active and happy just to talk one-to-one with anyone that’s interested. Just answer any questions.

[00:30:56] Gary Ruplinger: Sounds good. We’ll make sure we link your, link your profile in the show notes so that if somebody does want to get in touch directly, they can, they can, hop on LinkedIn and chat with you.

[00:31:05] Will Hamblin: I look forward to it. Thanks, Gary.

[00:31:07] Gary Ruplinger: Alright, well, thanks so much for coming on, Will. This has, this has been a fun conversation. Learned a, learned a lot, and, you know, wish you, wish you the best of luck and hope we can chat again soon.

[00:31:15] Will Hamblin: Perfect. Thank you.

[00:31:17] Gary Ruplinger: All right. Take care.