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The Titanium Vault hosted by RJ Bates III
RJ Bates III, affectionately referred to as the Viking Wizard by his students, started his real estate investing career in 2014 after attending a real estate education program that put him $65,000 in debt. RJ contracted his first deal he found on the MLS and wholesaled it for a $7,500 assignment fee. That was the end of his former life and the beginning of his venture into becoming a real estate investor. Since that moment, RJ has become an influential figurehead in the real estate investing industry. He has successfully purchased and sold over 2,000 properties all across the USA including wholesale deals, rehabs, rentals, owner finances and short term rentals. One of his passions is being the host of The Titanium Vault Podcast where he interviews the top real estate investors and finally, RJ has won back to back Closers Olympics earning him the reputation as the King Closer!
The Titanium Vault hosted by RJ Bates III
Is Brandon Clarke a Closer? | The King Closer Reacts
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Back to this week's episode of the King Closer Reacts. Today we're going to be finding out if Mr Brandon Clark is a closer or not. So if you guys are not familiar with Brandon Clark, he is a member of Titanium University. He's been going live daily on his YouTube channel with other Titanium University members. They've been calling sellers. They've been locking up deals. This one was actually edited. He says he gets a big price drop on it. Titanium University members They've been calling sellers. They've been locking up deals. This one was actually edited. He says he gets a big price drop on it. So I'm curious to see how he navigates that.
Speaker 1:Now, the way that we do it here at Titanium is through education. So that's what I'm expecting to see here and I'm excited because this is also the most common type of seller that you're going to talk to right, wrong price, but highly motivated. How do you get that price down to where you need it to be? He says he's successful. He does it on this call. So let's find out and see if Brandon Clark is a closer. I missed a call from this number and I just got your text man oh yeah.
Speaker 3:This is Sir Jones at 14711 County Road, 100.
Speaker 2:Yeah, correct. Yeah, you still looking to sell that house? I saw you put your info on one of my sites.
Speaker 3:Yeah, it got property to go to it as well. So it's like 2.3, 2.3.4 or 7 or something like that. So it's almost two acres and a half.
Speaker 2:All right, one second, let me pull it up real quick, okay.
Speaker 3:I'm just trying to get a good offer, you know, because I was looking at the appraisal. You know what it's appraised for.
Speaker 1:So great start. This is a callback. So he called. It was an inbound lead PPL of some sort. He reached out. Seller didn't answer. Multiple touches making sure right, being relentless in getting that seller on the phone. So he sent a text message. Love seeing that. Got a call back. Right, they don't know what phone number you're calling from. So you got to make sure that when you buy these inbound leads, you're getting that seller on the phone. That's priority number one. Then they're buying. You still want to sell the property. Okay, now, as he's going to go into this, we can already see the first objection that he's going to have to overcome. Right, the guy is saying I just want a good offer, we don't want to make an offer, we want to know what the seller's asking price is. So this is going to be the first hurdle that brandon's going to have to overcome here is is getting a number out of the seller without just blindly giving an offer like all of that and other houses.
Speaker 3:That's that you know that need work and all of that. If I can get a fair offer, then you know yeah, how much did you need for the property?
Speaker 2:What are you looking to get? There you go.
Speaker 3:Well, like I said, it was appraised for $100,000 in like 2021. And then the lowest was like $111, 111 or something like that, 109. So I'd just rather somebody make me a fair offer, I don't. You know, I'm not being greedy, I'm trying to remain humble.
Speaker 2:No, I got you.
Speaker 1:So again, he asks him how much are you asking for it? He goes back to this appraisal, uh amount. I don't know what appraisal he's talking about, but he's going back to this appraised amount. And and now this is. You can't assume anything. Keep asking questions. Dig deeper here to find out. We don't really care about what that appraised amount is. What is the seller's number? What is the seller's asset price? I'd love to see brandon dive here deeper, like double, triple down, on what is the number the seller wants? What does the seller need to walk away from?
Speaker 2:that is what we need to find out I just need to know what you're looking for then. Yeah, you know, because a lot of properties get appraised but a lot of times it's just like street view, so it doesn't tell you the inside and out to the property. So like, how much do you need as far as like in your pocket and all that good stuff?
Speaker 1:love it all right. So the screen changed here because caesar popped up. We got a bunch of titanium, you fam. So we got tyler osborne above me. We got caesar popped up. We got a bunch of titanium, ufam. So we got tyler osborne above me. We got caesar right here and then we got brandon over here. It's kind of hard to point, uh in the camera, but uh, all titanium, ufam. So the way they're doing this is they're all placed dials, then whoever's gotta got someone on the line, then they unmute them, uh. So sorry about the look here. It's a little funky. I didn't know it changed, but love how Brandon is diving deep. Exactly what we needed to do.
Speaker 3:Yeah, yeah, because I still owe a little bit on it. Like I'm under 10 grand on a flight down to, like maybe left on it. So oh, I'm looking at about.
Speaker 1:My wife said 70, 70, 70, 000 for the that's why you asked right, I can't remember the exact number, I think it was like 110, 120, something like it started with a one. So we're already 40 000 below this appraised number that was coming out and, realistically, if brandon doesn't keep asking questions there, we don't know what the number that the seller truly wants. Love how he was kind of stubborn there with. I'm not moving on to the next step until you tell me the number that you want yeah, she said 70 000.
Speaker 3:I gotta, I'm gonna say what my wife said, so I think that's a good and then I'm gonna yeah, and then I'm gonna have to go to go from there and give me a good offer like a fair offer.
Speaker 2:That makes sense. Yeah, tell me a little bit more about what you got. Why are you looking to sell?
Speaker 3:Because of the family we all split up. We're from Texas, so we don't really have family here and a lot of people are going. So we don't really have family here and a lot of people are going my daughter, my son. They're planning on moving. So you know my daughter's already gone. So we just kind of wanted to keep it in and put a barn to medium or pull another trailer or another you or another home on it or something like that.
Speaker 1:So one of the things I want you guys to pay attention to I always bring this up Open-ended question by Brandon Tell me a little bit about why you're looking to sell what you got going on. And then you see him, the action. He's going from screen to screen. He's comping, he's underwriting, he's using the profit calculator. This is what we do at titanium. I absolutely love this. He's comping, underwriting the deal on the phone while actively listening.
Speaker 1:This is where you see uh, you know someone go from being an okay closer to being a great closer when they have the ability to be able to do this and take control of the conversation. And then, just based off of the title of his video, which was a big price drop, I'm assuming education is going to come in here. He's probably going to make an offer significantly below the $70,000 asking price and he's going to have to educate as to why he needs to be there. All of that information right now is being accumulated with the actions that he's taking. So I love seeing, like behind the scenes, what Brandon is doing.
Speaker 3:Don't make sense.
Speaker 2:If we just don't move anyway. So you guys are just looking to just move closer together and you just don't want the property anymore.
Speaker 3:Yeah, guys are just looking to just move closer together and you just don't want the property anymore. Yeah, because one of her sister, her sister, her dad and a mom died. Man, like all the time man, it's terrible. Yeah, that's what I said like damn it got to be like. I ain't never seen nothing like that.
Speaker 2:So um, I don't know if family members over you you know a period of time, but not like that. You know. Yeah, all of a sudden. That's hard to hear, but yeah so I'm looking up the property just to verify. It's a two-bedroom, one-bath, about 1,100 square feet. Is that accurate?
Speaker 3:It's actually two-bath. No, it's been. It had some work done to it. It's done, had some fixing, but yeah, basically I would say, uh, because I've seen houses completely gutted and all of that that they wanted 80 and 100,000 for, I was like, so I'm like saving it would actually be fair because they can just pull it. They gonna make money off of it. I know I have the equity in it and, like I say, what it was appraised for I'm not even you know even what we're asking. I just want a fair, a fair shot. You know I don't want nobody to underball me that's why she's in 70.
Speaker 2:That makes sense. Yeah, and I'm not in the business of the low balling. I just want to hopefully see if we could come up to a number that works for both of us. You know I'm not in the business the low balling. I just want to hopefully see if we could come up to a number that works for both of us. You know I'm an investor so I'm trying to make money and, you know, run a business.
Speaker 3:But you're also a seller, you know, trying to keep it because it's gonna be some work, so I understand how it goes, yeah so I love that he was laying the foundation right there.
Speaker 1:Right, I'm an investor, I obviously want to make money, but you're a seller. It's laying that foundation where he's showing empathy towards the seller's situation, but also laying the foundation right there of hey, this number is going to have to work out for me, it's got to make sense in order for me to be profitable. On this Love that kind of opening line of weighing down what he's going to have to discuss as far as numbers, because he clearly has enough information at this point where he realizes that 70 is not going to work.
Speaker 2:Let me see here. That's Missouri, so I'm looking at different things. And you said is it a manufactured home or is it stick-built? Yeah, it's like a manufactured. It's a Clayton Okay, it's a Clayton Okay, manufactured home, which I know they can be traded in.
Speaker 3:I can, you know, eat right here off of 7th Street, but, like I say, we're're not even gonna live here no more.
Speaker 2:I see some photos on a realtor and I think redfin, um, how, if I bought it, you know what needs to be fixed. Is anything broken with the property? You know what rehab needs to be done on it okay.
Speaker 1:so again, this is another move, this is another question where we're kind of setting up where we could start the education process when you I don't love, uh, asking that specific question of like, tell me a little bit about what, what work needs to be done until it's, you know, like right here, um, hey, the numbers are not working. This is where you insert that question. So we understand their motivation, we understand the asking price. Now we really need to understand the condition, because the condition now is going to depend upon where our offer needs to be. So again, he's laying down that foundation for, hey, this is where our offer needs to be and why.
Speaker 3:The roof. I mean that house, like I say. I know that most people probably are just pulling the lawnmower, so you know what I mean, but the roof needs to be done. You know some flooring and stuff like that.
Speaker 2:The plumbing and everything. All right, sooring and stuff like that but the plumbing and everything is fine Alright. So like the systems are good, like the plumbing good, yeah, it just maybe needs some cosmetic.
Speaker 3:They probably need updated Probably the septic and all of that need updated.
Speaker 2:Okay, mostly cosmetic. You said like the septic needs to be updated Okay mostly cosmetic.
Speaker 3:You said, like the septic needs to be updated. Yeah, yeah, because it was an older house there at first and it hasn't been updated since. Like I say, we was planning on doing it, but we're moving.
Speaker 2:Yeah, we're moving. How soon are you guys moving? How, like, do you have a deadline where, when you need to sell?
Speaker 3:yeah, well, we have our rv. So we was just gonna move the rv on one of the relatives property out in usfield, texas. You know what I mean. Until we we was gonna actually soon as we could have got a good deal we would take these premises, like I told somebody, within 30 days, because I'm going to need time to move stuff because I am a truck driver, but I can have everything cleared out in a matter of a week.
Speaker 2:Okay. So you guys, yeah. So what I'm doing is just looking in that area to see you know what what stuff selling for and see if maybe you know if I could help you out, or maybe going on market might be the best case, um subtle little nuance there.
Speaker 1:I'm looking to see what properties you're selling for, to see if I can help you out. Maybe going on the market is the best case. So again, kind of letting the seller know early on, softly, gently letting them know that price might not work for me because I'm an investor.
Speaker 3:Right. Well, like I say, I actually pulled up from the appraised district and I looked at what it was appraised, evaluated, and I was like you know. So I know for certain, I can screenshot it if you want me to. But it's been appraised for like 121. I think it was like 111,000. You know what I mean. So, like I say, I'm not looking at the kind of numbers because I know somebody's going to have a little work on their hands, you know. But I know it's a really, really good property in the farmlands All the neighbors are, I mean, and it's spaced out, you know what I mean Backs up to a cornfield or a desert.
Speaker 2:How far from the town are you? Are you pretty far Like?
Speaker 3:maybe no like eight miles, man, you know, just shopping yeah.
Speaker 1:All right. First time I got a question for you, brandon, you should have had this pulled up on Google Street View, so you should have been able to know that. That's always the first thing when you go to comp you pull it up on Google Street View, verify what you're looking at. If you had it on Google Street View, you would have known.
Speaker 3:Maybe it could have just been part of the questions and just something they wanted to ask and see, like, realistically, how far is the drive, but he should have been able to know that already everything like walmart is actually 10 miles if you go 49, go the back way like so yeah, everything is like hotels and casinos like within 20 minutes well, it's country, but you know it's out in the country. But town and you know stuff is it's country, but it's out in the country but town and stuff is close enough.
Speaker 2:Yeah, let me see here. So with a manufactured home it's got 1,100 square feet, so let me see how much I'd have to put into the property real quick. Let's see here. Let me throw it in my calculator.
Speaker 2:Yeah, because it just depends on you know, after I fix it up, you know if this is a good property for me to make money, then also give you a price that you're looking for. So you got about eleven,100 square feet. I'm going to say 40 to 45. So I'm looking at probably about $38,000 worth of rehab. Let me see here, let's see here, $38,000. How much do you need?
Speaker 1:Oh no, oh no, I clicked the wrong button. We're going to try to get back at it. Sorry, I totally messed up. All right, we'll try to get as close as possible back to that moment, but I will try to pause it. Uh, let me say something here real quick.
Speaker 1:When you are talking about your numbers, he gave a very specific number 38,000. See how I said 40 to 45? Very, not specific range. The other thing that happens is if you're thinking it needs 38,000 and work, you say 40 to 45, guess what that extra seven can be? It could be your assignment fee. Because when you reverse engineer and you're telling the seller about the numbers, it's really hard for you to also say, hey, I'm a wholesaler and I'm going to make 10 grand on this. It's easier to say 45 grand and work, um, and and they don't need to know what that work is I mean seven grand of that could be your work as the wholesaler and you're just explaining the numbers on how you got to your offer. So just something to kind of think about there, giving yourself a range so that it can also include all of the numbers. So you're being transparent as possible with those numbers.
Speaker 2:Now let's hope I got where we are, as close as possible property in the form land they preserve anywhere a little bit further up, let me see how much you know I'd have to put into the property. There we go, we're getting there, and you guys are looking to get 70 70. Let's see how that works. Let me see here. I don't see much action in that area. Let me see here and you owe 7K on the mortgage. So I'm just looking at Like 7,000. Mm-hmm.
Speaker 1:Okay, so he's ruling out sub two right there. Private guy, he was probably thinking about doing something creative. The reason why he rules out sub two is because there's not enough ODA on the mortgage. If it was somewhat closer to the asking price, I bet he probably would have made something. I know Brandon likes making creative offers. I'm trying to break him of that a little bit. So good news is, this forced him into a cash offer situation, and I like that because I want to see more of this from Brandon. So now this is the moment. Right, we've gathered the information. We understand the motivation. We understand the condition. We know that they gathered the information. We understand the motivation. We understand the condition. We know that they want to sell. We understand their timeline. This is where we have to deliver. This is where I want to see Brandon really kind of educate and then give the offer and then, like, sit in that silence and wait for the response. That's what I want to see from Brandon right here.
Speaker 2:So I see a few manufacturers out there. How much land do you got? You said two acres.
Speaker 3:Yeah, it's two, almost two and a half.
Speaker 2:Okay.
Speaker 3:That's it. Yeah, that's it Okay.
Speaker 2:Let's see here.
Speaker 1:Let's go for it, baby.
Speaker 2:I'm just trying to see what uh cause. I think the most you know after I fix up the property, I think it could only be worth maybe about one 10, maybe.
Speaker 1:There you go. Step number one we got to get them. How do you educate a seller? You got to get them to agree to two numbers after repair value and the amount of repairs. If you get them to agree to that, the rest is just math. It's not magic on how our number comes about. And then they either got to say one of two things I just don't care about your math and I'm not going to accept it or two I understand and I accept it. This is why this is. It's a formula. It just you're getting yourself there. So he starts off with the ARV 110. Can we get the seller to agree to the 110?
Speaker 2:You know, if I fix this up, I think I could fix it upV 110. Can we get the seller to agree to the 110? If I fix this up, I think I could fix it up for 110.
Speaker 3:Right, I know, I've seen the lower number too. I've seen the high number and the low number.
Speaker 2:With me putting about because I have to pay closing costs, so that's about $7,000. I got holding costs while I do the rehab. That's about five grand repairs, about 30k, you know, to get in there and pretty much rip out all the counters and cabinets and just kind of like you said, you know it needs to be updated. Right, right, right, right. Um, so you're looking to get 70.
Speaker 1:Let me see you know what number would work the seller is intelligent enough to know that he agreed to the 110. He's already heard, you know, 30, 38 000. He hears the, the holding and the closing costs. He already knows 70 is not happening, 70 is not happening. Brandon's done a great job. Now all he has to do is I could give you $40,000 and then sit.
Speaker 2:For me yeah, this one's going to be tough. Let me see here yeah, this one's going to be tough. Let me see here yeah, there's not much meat on the bone because the the rehab cost is going to cost so much money. So if I, if I buy your property for 70, then I dump about 40 grand and I just don't make any money off of it.
Speaker 1:Let's see here. Drop the number. Do you have the?
Speaker 2:money to do the repairs, like if you, you know, just go to the market and you put money into it.
Speaker 3:Oh well, actually my dad and my uncle. They actually do stuff like that. Drop the number I mean pretty sure I can get them to come out and help me. He does metal building.
Speaker 1:Here's the reason why I want to drop the number. We're on topic there. We already got him to agree to the ARB. He understands the holding and the closing costs. He understands the rehab. You just told him 70 ain't going to work. Hit him with the number. He wants the number. I understands the rehab. You saw him 70 ain't going to work. Hit him with the number. He wants the number. I want the number. You want the number. We don't care about dad, uncle, money and all this. He wants to sell you the property. Hit him with the number.
Speaker 3:Stuff like that. That's why I was thinking I could do it. I know it would be worth a whole lot more if I did do that. What would the offer be if I was to go in and do that? Thank you.
Speaker 1:We all want it, baby.
Speaker 2:Come on, if you had your friends help you out family and friends you put money into it and you listed it on the market with a real estate agent. That could be an option, but that could take months. Do you guys have that long to sell it? Are you gonna give?
Speaker 3:them what he wants we was in a bit of a rush, but I mean, we're not really like you. Keep it too if you know what I mean. We're willing to keep it at this weight because that was the second option, like if we couldn't do it, then we're just uh selling I mean, we keep it you know, you gotta be the number fix it up and then sell it
Speaker 2:yeah, I think for me for it to be a deal, you know you guys need to be at 70. Um, I just feel like, with a rehab cost and closing costs and you know all the expenses it takes to buy a property and fix it up and throw it back on the market, I need to be closer down to probably 40 for it to even make money for me. To be honest with you, Sit, yes, yeah.
Speaker 3:Man, I've talked to her.
Speaker 1:You cannot react right now. You got to let the seller comprehend what you just said. I need to be at 40. He said well, I'll talk to her. Don't overreact right here. Don't make this about you, Let it be about them. Let them sit. That's a big drop.
Speaker 3:So there's no way you could do 45. She might go on 45 man, both my names on that paper in the state of missouri.
Speaker 2:I don't really think she yeah, I, because you know at, at the number I give, you're not paying for agent commissions. I'm paying the closing costs. I'm not paying nothing. Nope, you're not paying for anything, you're just paying your mortgage. If we get to closing and you get your money, I have to pay him out. Yeah.
Speaker 1:I have to. What a strong response by Brandon. Right there, right, 40. He thinks he's set in silence. Okay, let him come, brandon, then he comes back. Somewhat of a surprising response. Could you do 45? Weak response would have been like I can do 45. Strong response build the value as to why 40 works. No cost. It's a net number to you. You're only taking care of the mortgage. Absolutely love that, that response and strength by Brandon.
Speaker 2:So you got the mortgage, so you got the mortgage.
Speaker 1:I have to pay my guy out.
Speaker 2:Yeah, you got the mortgage, then any unpaid taxes, but everything else is just net to you no agent commissions, yeah, no rehab costs, no closing costs. So you actually net a little bit more. So you think that might work, the 40 or something do you think that might work, the 40 or something? Yeah, I want to let me yeah, and you guys, like you don't have to make a decision like right now, I could send you an agreement and you guys can look it over.
Speaker 1:Again. Love that. He's got them right there right. And this is where the misconception is that we're hardcore, pressing, salesman-like Absolutely not. We only want this to go down if it's a win-win-win situation a win for the seller, win for the end buyer and a win for us. He's got it as a win for him. He's got it as a win for the seller, win for the end buyer and a win for us. He's got it as a win for him. He's got it as a win for the end buyer.
Speaker 1:Now he's saying I want to make sure that this is a win for you, mr Seller, the first person in this transaction. So instead of trying to press him right here, he said hey, you don't need to make a decision right now. You can talk to your wife. Absolutely, let's make sure this is a good decision. Why don't I put this on paper and send you a contract? Love that response right there. Because more of a not. What I see is is try like push for the close when it's not necessary. The close is not there. You don't want to go for it, you only want to go for when it's there, and this is not there yet. He's done a great job. You could ruin all of this work, work with trying to push this across the finish line unnecessarily.
Speaker 3:Okay, yeah, send me that, Email me that you think you can. I mean between 45,. You don't think you can do a little bit more?
Speaker 2:How much do you guys need? How far are we off?
Speaker 1:Seller asks a question, you ask a question back. That's what I'm talking about, next level stuff, I mean.
Speaker 3:I was going to say around, I mean, if you could meet me between the 48 and you know, 45, 44, or something like that, I was going to say 45. Like you know, that would be really really fair. Like I mean, it's just, we really hate to do it, but damn it. I mean, and I know it's, you know, like you've already you've seen what it was a praise seller's talking.
Speaker 1:He's caught. He's like digesting everything that's happening in this conversation. One thing that brandon cannot do during this moment, right now, is start talking. Let the seller talk. Let the seller talk himself down. He's according, in effect, right. He was at 70. He went to 45. We brought value to 40. He said, yeah, send it to me, but could you do 48 to 50? Now he's going to talk himself back down. Let that happen.
Speaker 3:Which was well, but you have to make money, man. I ain't trying to rip nobody off either. I'm not. You know, what Think about what I just said. I'm going to call her and then I'll call you back.
Speaker 2:Can we do that? Yeah, that works, and I just want to make sure I got your email.
Speaker 3:I want to say that's fair. I want to say 40's fair. I want to say 40 is fair, but I don't want to get cussed out either.
Speaker 2:No, trust me, I got a wife too, so you guys got to be on the same page. So what I'm going to do is I'm going to send an agreement. I'm going to send an agreement over for that 40, and you guys could look at the contract Because, at the end of the day, the property does need a lot of work. So, as an investor, I got to come up with a lot of money. You do you do.
Speaker 3:You're right. That's why I say it's fair to me and I'm going to talk to her. Man, I'm going to just tell her I'm willing to do it if she is, because her sister is out there. Like dad died. So they got like 90 acres. I'm like, man, we can plug the RV up and getting older anyway, man, I'm tired. I don't really. I'm older man. So I'm like, yeah, I'm ready to quit being a truck driver anyway.
Speaker 2:So my grandpa used to be a truck driver anyway. So right, my grandpa used to be a truck driver, he used to haul. Uh, I think it was concrete. What do you, what do you have?
Speaker 3:everything all general freight man like everything.
Speaker 2:Yes, sir, let's see here. So what I'm going to look up is who's on the deed. Let me see here. I'm just looking up real quick.
Speaker 1:We don't need to listen to all that. We saw the goods, I love it. So he sends the contract off. I don't know if it gets signed or not and, quite frankly, there's going to be a certain percent of those that do get signed. There's going to be a certain percent of those that do get signed. There's going to be a certain percent that don't.
Speaker 1:What he did on the call, though, is what's important here. I absolutely loved how he followed the formula throughout, and the thing about this is there were some next-level moments there, by Brandon Laying the foundation for going from the 70 to the 40, explaining like I'm an investor, I had to make profit, getting the validation of the after repair value, getting the validation of the repair amount that needed to be done, done, and then, once we get to the $40,000 offer, sitting in the silence, allowing the seller to kind of digest what was said. Just really great work there. Brandon. I'm super proud of you Guys. Brandon's going live on a daily basis calling sellers. He's got his own YouTube channel.
Speaker 1:Search Brandon Clark. Make sure to go watch his videos, subscribe to his channel, support him. Great member of Titanium University. I'm proud to have him in there, proud of all those guys. We're going to do videos on each of them. We're going to get Tyler Osborne on here. I'd love to do one with Cesar as well. We've seen so many other people. So, moving forward, key Closer Reacts videos are probably going to be more about Titanium University members than just random people Because, quite frankly, it's so much more enjoyable for me to watch those types of conversations than what I see elsewhere.
Speaker 1:I'd rather just see that that was a beautiful call there by Brandon was a beautiful call there by Brandon, just very few, very minute and, quite frankly, just me nitpicking on some edits there that I would make on the call. But again, this is what I tell everybody inside of our implementation calls Our objective is not to be good on these calls, it is to be great on these calls. So there's a little bit of things that I would have changed there. I would have preferred Brandon to go straight into dropping that $40,000 off.