Ian Robertson
Welcome back to the first episode of season three of Inspector Toolbelt talk. How are you Beon? I thought it'd be good to have you on for the first episode of the season.
Beon DeNood
Yeah, thank you, nice privilege. It's, it's good to be here. And you know, pretty amazing to think of the third season of ITB talk. I mean, that's, that's pretty wild, right?
Ian Robertson
Yeah. Well, I was already telling you that I think we should change it to The Belt.
Beon DeNood
The Belt?
Ian Robertson
Daniel King from Inspector Media was messaging me the other day. And he's like, I tell everybody listen to The Belt. The Belt? Is that like The View, except that without Whoopi Goldberg.
Beon DeNood
The Belt ITB with Ian. Well, I guess it kind of works with all your talk about pants and that kind of stuff.
Ian Robertson
David, our podcast editor, he doesn't like it. He's like, I don't think that's gonna stick. I kind of liked it. Welcome to The Belt. Season three.
Beon DeNood
I guess we'll see what our listeners start calling it, then we'll go with that.
Ian Robertson
Well, it's still Inspector Toolbelt Talk. It's still Ian and Beon. But I tell you what, season two was awesome. I had fun season one. But season two just, just rocked. We had some amazing guests, great information, a flood of, I'm gonna call it fan mail. All the time getting messages or requests for certain types of episodes. It was a blast. I had a ton of fun. I don't know about you. But it was it was great.
Beon DeNood
No, yeah. You can tell I mean, you've done the heavy lifting for last season. And I must say also, you've spoken about it before, but the guests that we've had, just real solid guys, and being able to contribute some real good content. But yeah, you're hitting your stride there, too. Not, not too bad for an almost old guy.
Ian Robertson
Almost old guy. I like, I like being in between at the moment, not the young guy, not the old guy. We're only a month apart Beon.
Beon DeNood
I know, I know.
Ian Robertson
But I thought it'd also be good not only to have you on for our first episode of season three, but also to start off with our, not only our Q1 Market Outlook for home inspectors, but our overall 2023 Market Outlook. Because we came out of just, a crazy year in 2022, all the way from 2020 to 2022. It was just nuts. It was yay, "top of the world, ma" and then the next minute you're laying on the ground, and you're like what in the world has happened? So 2023..I think we have some things to look, look forward to I think some predictions that we had last year might fit, maybe some adjustments. And I have a couple of ideas of some things that we might as home inspectors want to invest more time and effort into this coming year.
Beon DeNood
Yeah, that sounds good. I think it's great to do these episodes with a market outlook. Because I think we've said it each time, you know, you can you can watch the market go up and down. You can watch inflation go up and down. You can watch the housing market and listen to you know, all kinds of segments at nauseam, but it's not going to give you everything you need to know about this segment about what it means for you as a home inspector. And I think that's where our updates are able to bridge that gap. And, you know, you've said it before, and I always, I'm always nervous about saying it again, but we've been pretty on point so far.
Ian Robertson
Hey, you know, we're no financial experts, we're in no way giving you expert advice or anything like that. Not even, not expert advice. But we're, I'm pretty proud of ourselves. But you know, you're a financial guy, you kind of know how all that stuff works. And that fits really well into these podcasts, you bring an element in, that I don't always think about or haven't really considered in the past. And I've been through this market before. This is, I mean, obviously, there's differences, but I've seen the same exact thing as a home inspector, and what it means. So you kind of put those two together, and I think it gives us a little bit of an edge on picking up where things are gonna go.
Beon DeNood
Yeah. The psychology of it, you know, is important. But what was that episode? You did solo a couple of weeks back there. Don't Give Up?
Ian Robertson
Yeah, my TED talk. I still don't know, quite know what a TED talk is exactly. But not that I've ever really known. But yeah, it's our own psychology that kind of kicks our own butt. I was talking to, I was telling you this too, I was talking to an inspector in Canada, and he's like, "I'm ready to throw in the towel", he's ready to shut down his business. And I've seen the last time we did a podcast, it was a couple dozen or three dozen or however many more. It's been even more since then. Just shut down, retire early, and just throw in the towel. Well I was talking to this guy, and he was just like, that's it. I can't run a business like this. And really what it was, what he was used to, is the past three years of just being banner year after banner year after banner year. Then he had six months of doodoo, basically, and he's just like, that's it, I'm a failure. I can't run books like this. This is not how things work. He was actually not running at a loss. He was just breaking even after expenses. And, and still was able to take money out of the company and pay himself. But it just wasn't as much as it was before. So, after we talked for a little while, he realized, oh, okay, maybe it's not as bad as it is. It's bad in comparison. But it's, it's like stocks, you know, you watch the stock go down, you pay $10 for a stock, you used this illustration, before, pay $10 for a stock and all of a sudden it drops to $9.25. So you sell to get rid of it. Oh, no, it's gonna go down even farther. And then six months later, you're kicking yourself, because now it's at $15. It's the same thing with a home inspection business, it's down right now. This is the time to grab market share, because those stocks are cheap, and invest in your business. Yeah. But aside from the emotion, we do, we do have some hard data that I think we should kind of go over before we talk about our actual predictions.
Beon DeNood
Okay, so where are we at? I haven't been as dialed in, as you probably with the market. But what's, what's it looking like at the moment?
Ian Robertson
Well, there's two things primarily that I was looking at first. First of all, home prices. So home prices, you see all these articles, home prices are dropping, yada, yada, yada. There's actually very few markets where it's dropping dramatically. Most of the US, it is going down or stagnating, or just not going up as quickly, prices. The problem is, there's still so many buyers on the sidelines. So okay, there's 10 buyers for a house a year ago. Right now, there's only four, that still means there's four buyers for the house. So half the, more than half the people are kicked out of the market. But there's not, there's not so few buyers that it's prompting people to drop the prices dramatically. So that means we still have high prices. You're not going to get 30, 40, 50 grand over asking like you were a year ago, but you're still gonna get more as a seller than you would have two years ago.
Beon DeNood
Yeah.
Ian Robertson
I mean, just in my own case, I was looking at the market report for my area because I'm just a huge nerd, and that's what I do with my free time. But the market hasn't really dropped. Matter of fact, it's gone up two percent. My, it's not like my area, people are like knocking down the door to break in and live here. You know, it's, it's a nice spot, but it's not like the hottest spot in America. Interestingly, for a couple of months, the hottest market in the US was Concord, New Hampshire.
Beon DeNood
Amazing, huh?
Ian Robertson
Yep. They say there's a mass exodus of people leaving California, apparently, they want.. I have some friends that moved here from California. And there was two families were sitting around. They're like, New York is crazy, man. You go outside and there's just like water sitting there. Like you go out in the woods, and there's water. I'm like, yes. I mean, there's water outside here.
Beon DeNood
Water. They obviously haven't been to Florida. I mean, if you want to talk water.
Ian Robertson
But people are moving back to the northeast in droves, apparently, and Concord, New Hampshire was one of the hottest, was the hottest market and realtor.com for a time.
Beon DeNood
Isn't that something? Yeah. You know, they have those, like lists every now and again that they publish, I think every year, top towns or cities or states to retire in. And, and one of the, I think it was the top one or two, it was, I forget where it was, it could have probably been Concord. But it was, it was New Hampshire. And I was like, New Hampshire. Really? I mean, yeah, we'd spend a lot of time in New York close to New Hampshire. And I don't know, we didn't really drive up to New Hampshire if you're gonna go anywhere, you know, just to meet and sit. Sorry for all those folks in New Hampshire. But to me, it just isn't a destination in my mind. So you guys have obviously upped your game up there because New Hampshire is looking pretty good to a lot of people.
Ian Robertson
Yeah, but it just shows, and by the way, I love New Hampshire. I love going to Keene and there's a little town I forget what it's called on the border, between Vermont. I love that. You know, it's just trees and less people. So that's kind of my gig.
Beon DeNood
That's awesome. I don't, I don't hate New Hampshire. I have no opinion. I've just isolated all our listeners in New Hampshire, Beon the jerk, he does not like New Hampshire..
Ian Robertson
Please note that these opinions are not representative of Inspector Toolbelt home inspection software or any of its affiliates.
Beon DeNood
Wow, you said that very easily.
Ian Robertson
I've been working on it. I knew it, I knew it was gonna come out at some point.
Beon DeNood
You're like, I'm doing an episode with Beon. I'm gonna need this.
Ian Robertson
But it just goes to show that the market isn't really going down. It's just shifting, and it hasn't pushed enough buyers out to shift downward completely. So, that is not going to change for a while, unfortunately, because what all that really does is still stagnate the market so that not as many homes are being sold. So inventory is low.
Beon DeNood
On that inventory one, I just read that yesterday, actually, that the inventory problem, I guess the issue there is that for builders, the cost of building a home has gone up significantly, which has shrunk their margins. And with the slight slowdown in the market, their asking prices, they're having to ease back on asking prices to actually sell a home now. So it's not like the builders are like, great, guys, let's build a whole bunch more of those right now. They're easing back, you know, so I guess the inventory problem from new houses, anyways, hasn't been solved because of that.
Ian Robertson
Yep. And this is kind of what we were talking about in our Q4 Market Outlook podcast we did, you know, three months ago, that prices aren't going to drop enough, and inventory isn't going to go up enough because it's wintertime in most of the US and Canada. You know, I mean, it's wintertime all over US and Canada. But you know, southern states have some warmer weather. But there's also other factors like the holidays. It's just a dramatic decrease in sales during the holidays. That's just how things work. And then it starts to slowly pick up as as we head towards spring. So what I do think will happen, though, and this directly affects us, because when it's a buyers market, and inventory's high, we do really well as home inspectors, because buyers will be more choosy about houses, they'll get more inspections and skip less of those inspections, and encourages buyers to come back on the market. That's probably not going to happen completely this year. But springtime will still bring a boom. And I think that is because first of all, sellers are going to be like, this may be my last shot to get the best price for my house. So I think there's going to be quite a bit of an uptick in listings. And then those same people are probably going to try to buy next spring when house prices go down. So sell your house now and then buy cheaper later. But also realtor.com has had a couple of interesting articles on rent prices. Okay. Matter of fact, if you go to the new section of realtor.com, and go to the article entitled Rental Prices Stop Zooming Up. So a couple of factors cause rent prices to go up. And basically, while I talk about that, basically what that means is as rent prices go up, they tend to kind of marginalize with the cost of a mortgage and owning a home. So that tends to push more people into buying.
Beon DeNood
Like, why do I want to pay rent that, you know, I could just pay a mortgage and own the place.
Ian Robertson
Yeah, so inventory is going to go up, and we're going to get more buyers by the spring. Because, you know, with inflation, that causes, you know, a landlord to raise rent. Some landlords are still burnt from not having some of their tenants pay. Like there's a, there's this guy down the road from me. He had this beautiful house, and he couldn't evict the people because they, you know, the moratorium on evictions. And they just live there and they took out all his stuff, cabinets, light fixtures, wiring, everything from this big beautiful home, sold it all, and then left. Yeah, so you know, he's, like a guy like that, he's in the hole. So he rents single family properties, he doesn't rent multifamily. So he's, he's at a point where it's like, okay, everybody's rent's getting raised or I go bankrupt, and you don't have the house to live in. So whatever you think of the landlord's one way or the other, whether they're sleazy landlords, or they're good landlords, rents going up, right? That's, that's kind of how things are going. So that's going to push more people into market. So spring, this year, I still think is going to be good because of that, more people getting pushed into the market. If I'm paying three grand for an apartment, why wouldn't I pay three grand even if the house is overpriced? So there's that thing. Also interest rates. I know you follow that pretty tightly, what's going on with interest rates?
Beon DeNood
Yeah, I was thinking that's something we got to talk about at some point here, because interest rates have I mean, obviously, they've just been going up and up and up and up. But what we've seen in the last, what is it the last month or two, it's actually for mortgages, the interest rate has eased a little. And obviously the high interest rates have affected this thing a lot too, because for folks that have been house shopping, interest rate goes up, your payment goes up for the same place without even doing anything, you know, so now you're you're looking at smaller and smaller and smaller places. So you're getting less for what, for the same money, and I think psychologically, that pushed a lot of buyers out of the market. But I don't know, part of me thinks, even if the high interest rates, they should ease up still a bit more, but even if they stayed higher, historically, they're not super high. So your buyers, especially newer buyers, coming into the market will probably, you know, probably be okay with, with dipping in at these interest rates. But I don't know, it's probably not gonna be, it won't feel the vast market at the moment.
Ian Robertson
Yeah, so the last data that I could find on those interest rates that you're talking about. So you mentioned that they went down. So the last date that I have information from is Monday, December 26, 2022. So at that time, the current rate for the benchmark 30 year fixed mortgage was 6.51%. So that might sound crazy to us. But that's actually down nine basis points. So if you locked in at that rate, nine basis points is a lot over a 30 year mortgage, or you're saving tens of thousands of dollars, over the life of that 30 year mortgage. For refinance, though, it went up 15 points, but we don't really look at the refinance aspect of things, too, too much. But that could also cause somebody to say, hey, maybe I'll hop into the market. Instead of refinancing, why don't I just, I can get a lower interest rate and go buy a house, you know, maybe they locked it, maybe they locked in many years ago at 11%, or whatever it is. But whatever, that's kind of spatial thinking. The point is, we don't know where interest rates are going to go. But at the very least, right at the moment, they've gone down nine basis points. If they go down even further, I think that's going to create almost a little bit of a small boom, again, in the springtime. But I don't know, I think the feds are going to actually make it go up. What do you think?
Beon DeNood
Yeah, I didn't know they, they've obviously declared all the rates for now are done with the last one. But I guess they'll just have to see, you know, I mean, they're watching the pot. And if it, if it goes the direction they want it to go, then they'll be able to continue easing it. But if, if you know, things still go, prices aren't aren't cooling, and momentum isn't cooling, they're gonna have to push it up. But it seems like they're seeing some signs from the economy that they're, they're pretty convinced this is as far as it needs to go for now.
Ian Robertson
Yeah, and there's a lot of opinion pieces out there. I was reading a financial article on KCRA. Talking about, there's two schools of thought right now with the interest rates, that one school is that they're going to go down or stagnate. It's going to hover around 6.5 to 7.5 interest rates all throughout 2023. That's personally where I think we're gonna be at. But there's other ones that think that we're going to go above 10%. Interestingly, in New York State, you have to take the broker's exam. And New York State updated their brokers exam, to say, what is the overall cost of a $200,000 home when the interest rates are 11%? I remember the broker posted a picture on Facebook, and I'm just like, even New York is expecting 11%. But 11%, that would change the whole story. Yeah, what I think is if it gets above or even close to 10% or above, I think that's going to happen probably late summer. Because I think they don't want to squash the spring boom. So I think it might ease off, ease off for the spring. And then maybe sometime in the summer, they'll put the brakes on raise interest rates and cool it down for the rest of the year.
Beon DeNood
Okay. We'll have to see. Yeah, yeah. I mean, I, I'm not sure, I am not too dialed into, sorry, I'm fluffing this answer. I wasn't really listening. And then all sudden, I'm coming in..
Ian Robertson
Our listeners weren't listening either, Beon. No, I mean, you don't have to, you don't have to agree or disagree with me on that. I really just think that it's all speculation, obviously. But I really think that, it's just like adding gas and putting the brakes on the market. And that's all the feds are really doing. And I think they're just waiting to see where things go. Personally, I think the interest rates are low right now, lower, or went down nine points, because it's winter. And they're like, okay, we don't want to have to brace completely on why we're going up hill. Wait till we're going downhill. So that's where I think we're, I think, summertime, they're going to raise interest rates again. I really, really don't think we're going to get hit 10% or above, but if we do, it's not out outside the scope of reason.
Beon DeNood
But even that conversation, we'll feel more of a boom now, right? And maybe that's what you said in any case, but because, you know, for a homebuyer, if they're looking ahead, and there's some news items flying around by, hey, look by later in the year, interest rates are gonna go up even more, and they see a tick down a few points. Hey, okay, now I'm gonna go for it, you know. So it may feel a little bit as well like, like you're saying.
Ian Robertson
Yeah, so I really think that interest rates are really going to push, basically all of that put together, house prices not dropping, low inventory, seller saying, okay, this is the time to list my house, interest rates, people being afraid of them going higher, towards 10%. I really think it's gonna be a pretty great spring market. And I'm adjusting my opinion on that. The Q4 Market Outlook I said was going to be a pretty decent one, I think it's actually going to be a pretty great spring market. But I also think it's going to fall on its face by the end of summer, and then just still be meh for the rest of the year. And I'm still thinking 2024 is going to be, just a pretty awesome year.
Beon DeNood
Yeah, it seems like there's an all round sentiment that we're, we're looking at 2024 as being, okay, guys, this is behind us. Let's, let's move on. And hopefully that'll be the case, we'll see.
Ian Robertson
So let's, let's talk about two things that could definitely change where things go, though. First of all, a real estate market crash, which people are talking about, and second of all, a recession. So there was an interesting article, again, this one was on realtor.com. And it's entitled, Is the Housing Market in a Bubble? and is there going to be a crash? So in the article it says, "it's worth noting that home prices are still up considerably year over year, 11% higher in November than they were last year." So even when interest rates were going up, things were at their worst, I'm unquoting the article now. It's still 11% higher. And like I said, my market went up even a little bit. So realtor.com forecast that they'll go up 5.4% nationally, this whole year.
Beon DeNood
Okay.
Ian Robertson
Not leaps and bounds. But that's a pretty decent number, house values going up 5.4%. That doesn't sound like a crash to me. Real Estate market crashes do help home inspectors though. We have, you know, zombie properties and foreclosed properties and all this stuff that kind of falls into our lap when when we have a market crash. But if it goes up 5.4% and all these other things fall into place, it'll still be pretty good for us. It'll still be a good run for us in 2023.
Beon DeNood
Okay, interesting. So if we rewind back to the Great Recession, like around 2008, that, that crash actually fueled business for a while then for home inspectors, because I mean, a lot of our listeners weren't around, as for, as being home inspectors back then. But, you know, just to give perspective.
Ian Robertson
Yeah, so it was a different kind of business. But after the dust settled after about a year or two, it was like I've said many times on this podcast, we had all these foreclosed properties, and we're inspecting them, buyers are buying multiple properties. So sometimes you pick up a client and you get three houses, or you know, they'd be kind of picky and choosey, so unfortunately, deals fall through more often, like you look at the numbers of deals that fell through on our books last year compared to the year, you know, 10 years before that, let's say, completely different numbers. We tried to keep track of loose numbers on that. It's not like we keep a detailed record of it. But most of our buyers went through the deal. So you would never get a second inspection on that. Not that you're trying to, but it just generates more work for us as an industry when it's a buyer's market following a market crash. And it's usually the type of market that follows a market crash, it's almost never a seller's market after. Seller's markets are really where we get our butts kicked as home inspectors.
Beon DeNood
Right. Right. Well, that's what we had just a little bit ago where folks are skipping inspections and all that kind of thing. But you know, funny I don't hear a lot about that anymore. It seems like that don't want everybody's experiences in a local markets. But it seems like that is cooled down quite a bit.
Ian Robertson
Yeah, there's, you know, skipping inspections is becoming more and more rare. Because of, well, there's also buyer's remorse. There's a lot of people that are coming back a year after skipping the inspection and saying, that ruined my life. Okay, great. There was a, there was actually an article on Facebook, I forget. I'm not going to reference it because I can't remember where it was, but I was reading it and the guy was just quoting people that he'd met that were regretting not getting the home inspection and the financial issues that now they were facing, you know, a couple of neighbors down of mine skipped their inspection, the heating unit was bad. And they had water in the basement, and just all sorts of craziness. So the market learns our lessons pretty quickly, but they also forget it quickly. Real estate agents are like, no more skipping inspections, not gonna happen. But not that it doesn't happen still at all. But you know, it's less and less now.
Beon DeNood
Good. Good to hear. Right, right.
Ian Robertson
Yeah. The other thing is a recession. So you mentioned the Great Recession back around 2008ish. And a lot of times, because that was the last one we went through, that's what we think the next recession has to be like. That one was epic. It took years to recover. It was a mess. But you think back to the 2000? I think it was 2001.com recession. The what was it, the recession in the early 90s that had to do I forget what it's called, the Gulf War recession, I think they called it. And then around every 10 or so years, there's a recession, or as one economist calls it, a repositioning, you know, it kind of adjusting the market. So depending on how you define a recession, it kind of already happened. It doesn't need to be big blow up in our face. But some define it as a real estate market recession mixed with at least two quarters of non growth in the market of the US. GDP and all this other stuff and a recession in the stock market. I'm having trouble getting my numbers together here in my head. But you know what I'm talking about it, everybody says something different. But if you remember, a few months ago, they said, oh, we officially have a recession and the government's like, no, no, no, no, it's not a recession. But it is, because everybody had two different definitions of it. I think we kind of already went through it. And we're on the slow road out of it. Because you could have called the last six months of 2022 a recession, technically, according to some definitions. So that may have been it, may just be a blip on our radar and say, oh, we'll call that the COVID recession, you know, 10 years from now when we're having the next one. So I don't think another recession on top of that is, in my opinion, something that I'm sitting here worrying about. So I mean..
Beon DeNood
Yeah, I mean, there's, there's yeah, there's a lot of ways one can go with it. A lot of you know, a key indicator guys usually look at is what unemployment rates are looking at to determine whether we're heading there or not, you know, and of course, those have held strong, spending has held strong. In fact, it was interesting looking at the retail spending numbers from like, this holiday period. And even though maybe people bought less, they spent more just because everything costs more. So, you know, even from that point of view, all the numbers are kind of weird to be able to interpret this whole, you know, are we, aren't we recession, but I guess they are expecting that employment numbers are going to ease back. unemployment numbers are going to, you know, surge, not surge, but grow. You know, then it's a sign that, you know, are we in a recession? Aren't we in a recession, but either way, whatever that means in the markets, there's people that will feel it, and it may translate, but you know, I agree with you, are we are we heading for this massive big crash? Unlikely..in some markets, like we were talking, where was it, out in Texas? Was it Dallas? Or was it Austin, somewhere around..with that market, when you talk about price growth, it has not slowed at all. It is, it is just like still going nuts, you know, so will they be bigger corrections in some markets than others? Likely, but overall, the general trend, you know, like you saying, I think we're looking pretty solid for for spring here to look a bit more normal, slow, but then I think everybody has consensus that 2024, unless there's really some other crazy factor that that comes in for external factor, it looks like 2024, we're looking, looking pretty, pretty home and safe.
Ian Robertson
Yeah, so just to kind of summarize that then, I think you're agreeing with me.
Beon DeNood
I am, no, I was just taking the different way because like what you're saying about the definition of a recession is exactly that. It depends who you're talking to. And then to the guy on the street, you know, who just lost his job? No, we're not in a recession. Yeah, you think? So, you know, there's, there's that part to it as well, individual opinion. But yeah, so I'm agreeing with you. It's a very murky thing to actually define. It's more something you can, you can see on, when you look back, be like, oh, yeah, that was definitely it. So, so we'll see.
Ian Robertson
Yeah, well, I mean, even the stock market this year, I mean, my portfolio's not looking like a happy face right at the moment, right? You know, the 2022 was not great for stocks, but then we just got done with two years of, man just throwing money at you before that, but either way, I still think, gonna be a hard next three months, January, February, March and part of April. I think the rest of the spring market Q2 is going to be awesome. I've adjusted my awesomeness meter. And then I think the rest of the year is just going to be meh. But I think 2024 is going to be great, because I think that's when all those factors are going to even out. And I think that's when it will be a true buyer's market, maybe not in the first quarter of the year, because you always have the winter and holiday season to get through. But I do think that it will be a true buyers market. And then we'll have a few years of pretty awesome, pretty awesome, years for home inspection companies.
Beon DeNood
No, good stuff. So yeah, I mean, to the guys listening, if you are newer, and like Ian said, maybe you started, you know, banner year after banner year, and now you've gone through, through this market. Hang in there, guys. It's a time to hunker, hunker down, invest in your business, because it's going to ease, you're going to see the return on that investment soon, if you can just hang in there. And I think that has been our message all along. But the timeline has now come closer. We further, further in. So we're getting closer, spring should give us a little bit of a bounce. But yeah, that I can get on board with that. I think that's a good, good summary.
Ian Robertson
All right. And we have some financial geniuses out there in the home inspection industry. I have talked to a few of you. If you agree, disagree, have some sort of other opinion, let us know, shoot us an email info@inspectortoolbelt.com. I'd love to hear it, if you want to be on the show and give us your opinion, we'd love to hear it. But Beon, thanks for being on and kicking off season three with us.
Beon DeNood
Yeah, thank you, man. Well done. Thanks Ian.
Ian Robertson
Talk soon.
Outro: On behalf of myself, Ian, and the entire ITB team, thank you for listening to this episode of inspector toolbelt talk. We also love hearing your feedback, so please drop us a line at info@inspectortoolbelt.com.
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