How to Turn a Stale Listing Into a Deal

Now remember, my mindset was awful. It was, they're not going to come because I just come out of all the crap I went through. They're not going to show. And then when it started happening, my mindset, my confidence started increasing, but I had plenty of that. Million 1, just so you guys realize, there's nothing daunting about it. In fact, sometimes, if not all the time, they're easier.

Yeah.

Okay, and the reason this is going besides that is Rick called me. What day were we talking? Last Saturday morning, Friday morning, whatever.

You know, we're square on that. Yep.

To help him structure it with Justin. Justin on? Yep. Get on mute now. Nick, what the other room standing?

Yep. Listen, you on?

Yep, I'm here. Hey, Justin. Hey, how you doing? Who?

Providence?

Providence. The 3-family listed at $2.9 million. If I could do it, you guys probably can, or we'll have time.

I'm good.

You got me captive. So high end was one reason. Second reason was Rick and Justin want to finish structuring this with us, like live right now instead of a coaching session. So we killed 2 little birds with one stone. Can you— let's start from the beginning.

Sure.

All right. Who has a deal structure sheet that I can peek at? I don't want to mess you guys up. What's the source, Rick? Someone—

it was an expired off of My Plus Leads.

All right, you guys, please, especially last part of the day and especially high end, and I haven't done deal structures with you. Yeah. Yell out if you have a question. Okay. Mike, possibly called by you or a VA? Me.

I don't have a VA.

Okay, good for everybody to know. Rick, you might want to zoom once I start getting some numbers up for them. Type is owner financing. Is that what we're doing, you guys?

Yep.

Owner financing.

Okay. Um, are we not there yet? Tell me what we still need to work on.

Uh, well, we gave her 3 options for terms: 4-year, 10-year, and 20. 20 is the 2.929.

4. What was the middle one? 10.

Okay.

And then when you call me, Rick, What does this woman want ideally? What's her scenario?

She's looking to get the most money for the property. She has cancer and 2 special needs kids that are adults that need income in the long term. So she's looking to get the most she can for the property. Okay.

I'm starting to remember this. What was it expired at?

$2.65 million.

How long?

Just over a year.

Yeah, I was up. Okay, so my knee-jerk to Rick when he said they're up to like 2.9 was, why did you go so high? Then, then I was a little more sensitive hearing the whole situation. And one, number two, there's a ton of money in this no matter how you do it. Where did you— where are we with her right now? Where'd you leave it, you guys? Like, what was your last conversation? Where'd you leave it with her? We can pick up.

Last conversation. She's interested in doing it possibly for the 20 years. She just wants more monthly payment and she needs help with the down payment or not the down payment closing costs because she doesn't have a job. She's unemployed or retired.

Okay. When you said she needs more, where did you guys start? Because there was a number Rick gave me Friday or Saturday that was like in the high 3 range.

47-something.

This won't be— I'm going to deviate from my rule with Zach. We're going to sketch this out first before we get to the deal sheet.

Okay.

Is that all right, you guys? Because we got to get to the offer next. We won't kill Zach. You'll break every rule. I've been yelling at him for like 6 months on this. All right. So I'll erase it later. I just want to see what we got. So 40s, what is it?

$4,725. So it was Target.

Okay. So she— the last number she got from you was $4,725 per month, principal only?

Yes.

With what price?

The 2.929.

I'm going to put last. The last thing we did with her. 2.929?

Yep.

20 years. Or 10.

Or 20.

Okay, so we're going to stay here. We're going to stay at 20. She's good with that. Now we can start doing the rest. She wants more than the $47,025. Tell me this out of curiosity, you guys. Somebody with a calculator, maybe perhaps Ronnie, since he's been helping me all day. 20% down. I'm going to use 2.5%. Now we'll get this. There's going to be all kinds of adjustments on that. I can see this coming. But on 20% down on this number, what's a jumbo loan right now? I'm more curious so I can—

I believe I calculated it was almost $17,000.

Yeah, got to be up there. Okay. Again, this is Chris, but no, it's you.

Okay.

What are the rent costs?

That was tough to do. Correct me if I'm wrong, Justin, because she says it's a 6-bedroom. It's like 4,000 square feet or just over that. But 3 of the bedrooms are not legal bedrooms because they're below ground, below grade.

Is this septic or town sewer?

Justin, what is it?

I believe it is town.

Okay. Okay. Can we make sure we find out, Justin? Just, just to be safe.

Yes.

That'll dictate the bedrooms too, right? Okay. I'm just throwing stuff out.

Rick, can you zoom out a little bit, please?

You hear that, Rick? Yeah. Okay. What I got Friday said to you guys to bring you up to date now, my brain, I remember this deal, Justin, was Rick said a few things. You said she wants about a grand more monthly. Is that correct?

She says she'll take as much as humanly possible, but yes, a grand.

Okay.

Well, all right, so let's say a grand. Let's play with this and then we'll structure this at the end and see where we are. $5,725. No closing costs. She doesn't have any money for closing costs, right?

Right. Correct.

Okay. And have you talked about contingent upon a buyer clearly in this size house?

Yes.

Okay. So a few things I said to Rick, you guys, just to follow my logic from the last weekend. There's $1,000 right here she wants extra than they offered.

Right.

Okay. What's $1,000 over 20 years? $140 grand, right? Okay. I said to Rick, there's no set thing here, but I said to Rick when I was driving, well, you're going to make an adjustment of at least $120 grand then. So use 10 years off of her price. She was on this expired. She wasn't even going to get close to that. Right. Well, I said, you got to— if she wants this extra money, I'm going to— I'm going to You'll actually say to her, look, we ran the numbers. Yes, we can get you a grand. It's going to affect your price by about $120 grand. You'll come up with a more exact number, you know, $122,500 or whatever. You guys with me? Okay. Whoops. What are we down to in price if we do that? $0.8 million. And you can round. It's fine, you guys. Justin or Rick, did you guys sit with her and say, look, you didn't sell, but if you did sell at $2.65 million, Times 96% of list price, less a commission, is what you would get. Do you guys do that?

No, I did.

Justin, did you?

I did not.

Okay. Almost every expired listing, unless you're green like this off the bat, in my opinion, you would do that. Okay, so let's do that. I know I'm throwing a bunch of numbers out. We'll summarize it. Let's say Mrs. Seller— you guys should do this with her so she doesn't I don't think you're trying to take advantage of the situation or anything. You're going to say this is what you would have got. You didn't, but hypothetically, maybe what you would have got. What's 2.65 times 96%?

2.81.

2.81. Now, to account for the commission, forget closing costs for a second, times it by 0.95.

I will remove that percent.

What do you mean remove?

From the 2.6.

Like a for a simple math. Oh, I get it. Just I get it. Well, obviously don't mess my brain up. There's a million ways to do it.

Two million, two million four sixteen eight hundred.

Two four one seven. Let's just say that's that's what she would have got maybe perhaps right? Ready with us? Yeah. Okay. And yes, you could do it over. Just you could take those two numbers together if you want. 10, 11, 12. You're going to be in that range of percentage off of that ask. That didn't even pay for closing costs. What are the closing transfer taxes in New Hampshire, Rick? Or is this Mass? Is it still $456 per $1,000 or something like that? That's a big number.

Yeah, the numbers were— because the seller usually pays transfer taxes.

Yep.

In Massachusetts.

Yes.

I'm used to a 3%.

I don't know what the numbers were.

All right. For Justin, he's going to have some money.

He's going to need $1,000 for closing costs.

About $20,000.

Yeah.

Justin, number one action item. Greg, help please. Go through that exercise with what you would have netted, right? Okay. Then go back to, okay, using our base, we have to make an adjustment. It's actually half of the cash we're giving you.

Okay.

Of $122,000, we're down to $2.8 million. Then she can't pay closing costs and that's $20-ish.

I don't think that really affects our numbers either way here.

But Justin, did you talk about time period for buyer contingency? Guys, I think we did.

I think we mentioned 120 days.

I think you need all of that, then some. I'd honestly try to get more. Is she okay? Like, she's living here.

No, she moved out, but taxes are kind of killing her. So she's trying to get this financial stuff taken off as soon as possible. It's $25,000 a year for taxes.

Yeah. The other thing is the reason she had offers on the property.

What happened?

Next door neighbor, the— there's a driveway that is a Easement.

Yeah.

And the next door neighbor blocks people from coming in. She gets in her car, blocks them.

I remember this. She gave— so the lady next door gave the easement. Is that the way it was? Like, that's the easement on that lady's property to get in this property?

Justin's got the story on the easement.

Yes. The woman is married to the, the guy that owns the land that had the original easement. Their land that they're Crossing through, so to speak.

Do you have a picture of the plot plan so we can see that? Not right this second, but do you have it?

I don't. They're in litigation right now, so I can get it.

Yeah. Can you get that from her? So action item 2, just for asterisks, would be I'd like to see the plot plan showing the easement. Yes.

Good.

Another survey.

Yeah. And Rick and Justin, so We're going to go to the exercise of relative zero. We're going to copy the block plan and we're going to go over this calculation we did here. I know I'm still leaning on you guys taking the full adjustment here.

Really? Yeah.

Yep. You can't get this. It's too— it's just not going to happen. What's this number, Ronnie? Minus 240.

240.

I mean, 6-8-9. Good point. 6-8-9 is still all the money. Do you guys agree?

Okay.

Now I think we're talking. And then this is really cool. This is all principal. Do you guys need anything else as far as structure? Now we can play with the paydays. Justin, you good?

Sound good?

Yes?

Yes.

Okay. It's hard to see way back there, so thank you. My only concern here— you guys have any concerns? My concern would be this upkeep of this house, right? This is a big house. Who's maintaining this and how much ramp does she have to try to maintain this if taxes are already killing her at $2,000 a month?

So realistically, she's not living at the property, but she's having it renovated for the basement. For those all those bedrooms being done, so I guess the contractors are currently renovating it.

So where is she getting her money? Is this pieces here that are missing for me?

She she's she's she's dipping into her retirement is what she's doing.

So she does have some means to be a retiree. All right. Okay. So. Variable will be to try to get along and buy contingency, right?

Great.

I just think I don't want to set her up to be bummed out. Like, you just say we could find one in a week, but we also don't think that's realistic in this size house, right? All right. I'll leave that mess up. Let's do the payday though.

Yeah.

Keeping in mind the mortgage is going to be upwards of anywhere between $10,000 and $20,000 depending on how much they finance. Have you guys gone on sort of just as a renter, like if you were a renter yourself and see what's out there for this size house, like a $3 million house for rent?

Yeah, they were actually getting excess of $10,000 a month.

Yeah. Yeah, probably conservatively. And okay, good. $8,000 to $12,000 roughly.

It jumped up steeply when you actually got into 6 bedrooms.

Yeah, let's use 10, right? I would even say let's use 9 for the numbers because you'll move it probably.

I think we based the 9— we used the number 9 to come up with the 47.5. Okay.

So when you back out the test, it'll look like that. Okay, let's do it. I'm moving over here, right? Follow me with the camera. All right, so we have everything Based on your sheets, you guys, page whatever, they run between, I think, 13 and 15 somewhere. Deposit from the buyer. Without me spitting out a number, what do you guys think for a house this size? They got to get a jumbo loan, bare minimum, right? So what do you think for deposit? $200 grand.

10%.

I think 5 wouldn't do it for any of us. They got to—

Here, let's say for an owner finance. Well, other than a rent-to-own buyer.

I'm looking for a serious buyer, like at $3 million, yes.

Yeah.

So they're going to eventually have 20%. Well, you're not going to turn the deed over. Let's just play with numbers. You can always go back and cut everything down or go up.

I think the price goes up and that you actually charge more down payment. Yeah.

Oh, it's percentage.

Yeah, they're usually up to 10%. We're seeing now—

Well, a jumbo loan, unless I'm missing something, doesn't change, right? 20%. Jumbo loan in Massachusetts starts at like what?

Low.

Anyone know? Justin, you might want to Google that, but is it low? Like $600,000 or $700,000? Yeah, it's a jumbo loan for sure. Well, that conversation doesn't, doesn't happen with the buyer until the buyers meet. No, no, of course not. I'm just— we're just going to do a deal of generic deal structure. Let's do this, guys. Instead of saying 20%, let's just— let's put the example— let's just choose $300 grand. There is no way in Rick's example of owner financing that someone's looking at a home for this price without that kind of money. One of our neighbors, the house they had to let go of, bought the house below us for owner financing for like back then, $3-something. He's trying to sell for $11 million now. But he bought it on financing.

Why?

He was going through divorce and he was trying to hide things for a year or two. The seller said, fine. Well, he put like $500,000 down. You know, these, these buyers in a different rung in the ladder, right? We're not dealing with the rent-to-own buyer, but let's just use that to be safe. You're going to probably get more than that. I don't think people are going to go financing $1 million these days, but we'll see. Deposit from buyer, rent, right?

So you're only going to use 10%, Chris?

Yeah, I'm a little over 10 just to show you the numbers. I think that'd be much, much higher, but I don't want to like pad everything monthly. You're saying to the seller we're going to use that $5,725.

Whoops.

And then we're going to get from the buyer 9.

The taxes are $2,500. I think we calculated—

I'll just say $2K a month rent.

$2,126 paying the buyer, and that was based on $8,000 a month rent plus the $2,126 a month for taxes.

$8,000 a month rent? Not rent, just payment? Wow. Okay, this is a whole different thing. I don't want to confuse this, but if someone's going to financing this, you're going to be much higher, right?

Right.

You guys get that? Because it's going to be even more of a bank.

I just don't want to get too in the weeds here.

My main thing was to show you guys that the higher end is not different, just bigger math. Taxes of $2K. And what about the insurance on that size house?

I don't know. $6K? I think it was $3,571. Is that right, Justin, that we came up with for insurance? Yes.

Yep. That's cheap. Yeah. I'm going to say $500,000. Let's just say $10,500,000 all in. You guys, you okay with that? Of this buyer? I'm just ballparking.

Along with that, I'm presenting a lot higher.

A lot higher. Yep, we said 17 or 18 with 20% down, right? Yeah, I'm being conservative. Okay, what's the cash flow there, you guys? I don't know what kind of term you want to play with here. You guys tell me. You want to do like a 10-year term?

Still do 20.

I'm just trying to be conservative. I'll do 20. Okay. So we got— what's this cash flow here, you guys?

$47.75.

Times 240.

1.146.

We came out—

we tacked it on the— no, that can't be cash flow. Yeah, yeah. Sorry. What's the APY? What'd she give us for a number? What's the 8 minus the 5,725?

Oh, 8. I did the 10,500. Sorry.

4,275, Ronnie. 546,000 times 240 is 5 what?

546.

That says it goes 20 years, right? Okay. Everybody with us? Again, it's a sample, guys. It's plenty of ways to do this high end. We've been talking about sell price, what premium will cost you. Yeah. Did you guys— that's next. What'd you guys talk about for sell price, Rick?

$2.28 million.

Because after talking to you, I think you can be back up to the $2.7 million range. She was at $2.65 million without terms.

When we last looked for the 20 years, it was 2.92 is what we talked about for it.

No, I meant sell price. Now that we've kind of played with these numbers, I'm thinking like 2.799.

Yeah, 2.799.

Sorry. So he said I'm at 3.799.

2.799.

Trey? So can we do the paydays just for a sample? I don't show— I get too caught up in this. The kinds of payday 1 is the $300K. Then I'll stop, guys. Payday 2 is here at $46K. Payday 3, you didn't call back, Nick. Price premium under $10K. I'm about to.

$110,000.

Why do you say that? Now this is huge. What's the principal paydown?

$1,374,000.

$1,374,000. I honestly don't think we need to keep going, but you guys, the power of this pencil pad. This lady says yes to this. He's got to find a way to fill it. It might be the obvious deal.

Yeah, say it again. Hey, hey, say it again.

Hey, say it again.

Big prize.

What?

Let's keep going. Remember, they come to the closing table, we got to give them credit for the deposit. What does this come to?

$1,184.

I'm just going to say, okay, $1,184. I don't care how you do this, rent-to-own, owner financing, it's still going to be a high 6, low 7 figure deal, no matter how you twist it. More importantly, I think, than the numbers, because clearly you can pull a lot of money out of this, how were the conversations with her so far, Justin? I think that's for these guys to hear that piece. Like, you're doing your own calls. Talk about the first couple calls. If these guys have questions, they can yell them out. Nobody's afraid of these usually.

Honestly, she was very down to earth when I first made contact with her. I didn't even realize how much the property was last listed for until I navigated the property sheet. So, I mean, I was halfway through the script before I noticed it was a $2.65 million house.

Okay, this is perfect because you didn't go research it first, right? And waste time. You just called it.

Never did.

We talk about that. This is huge because some of you, be honest, researched that and went, oh, maybe I won't call that. Yep. So good job. Okay, go ahead. And then what went on? Just talk a little bit.

Yeah, we just went into discussion as to, you know, what went on with the property and why it didn't sell. She discussed what happened with her neighbor and that's been going. Also, she had like renovations that need to be done. Just mentioned that she was retired and stuff and she wasn't a wealthy person, just she bought her house when she was married 30 years ago and it was like a $1.2 million house. And now they're both retired but separated. And she paid off the mortgage in preparation for her kids because, again, she's got stage 4 cancer. So she's trying to move pretty quick.

And that monthly— why monthly is important is for the kids, right?

Yeah, it's so they both can survive and pay her new house that they have up there and still have spending money, then get food and groceries and stuff.

What do you guys think Justin should do about the easement? I'll ask you, because that spooked the conventional buyer. Whenever I hear that, whenever I hear a deal didn't go because of something weird like that, that gets my antennas up because it's okay for me. What would you guys do? Suggestions? But the fear is if buyer falls through all that, I know you get all that money, but still having to pay those monthly costs while you get another buyer. Justin would put— yeah, the fear is always the fear of what if the buyer falls through. So would Justin not put at least $100,000 to $150,000 aside?

He didn't.

Yeah. Go ahead, Rod.

I'd buy an easement.

Would you talk to the next-door neighbor first? I got to look at the plot plan and see what's going on. But yeah. That's still a neighbor. Yeah, 100%.

Yeah.

The next-door neighbor is, from what Justin says, real loony tune. She blocked him from going in to look at property.

That's different when he puts in an agreement. She's trying to stop people from putting in an agreement. She's winning. That's why I asked you to see who would say that. Like, I would just go talk.

And Justin, they were looking into engineering to have another driveway put in.

That was my next question. I can't see the plot plan, but is there room? Yeah.

So there's room, but they're getting DOT approval to make sure that there's enough space in between the driveways because there's a minimum space that needs to be there. So our attorney's looking into that now. So yes, there's—

So her attorney's helping you already?

Say that again.

Her attorney's helping you already with all those?

Yeah, he's awesome.

This is great. You got— I don't see many holes that the attorney's also supporting them. Yeah, thanks a lot. I mean, this is a easement, so they— your guests have a legal right to go down the driveway. So why wouldn't the attorney have paid for it? I don't know without seeing all this. I agree, but I'd like to see it. Yeah, I'd like to see what's going on. But listen, if Kim and I are looking at a house and some Looney Tune comes out, Kim would be like, I'm not living with this wacko anyway. So there's some of that going on, but I like to see it. Just put a driveway somewhere else or whatever. Let's look at the whole— sounds like the attorney's doing our homework for us, even though I said get the plan. Buy the neighbor's house on terms. Avi. Call Avi. Get Avi in there. Blind call and cold call. Never thought of me. Contract with Frank Soper too.

Telling her, oh, you really need to have a new roof put on.

She needs you to be on her shoulder helping her, Justin, with the biggest heart, because that's what she's not getting right now.

Right?

Right.

Change price. It's such a headache. Negotiate the price and then give that money to the neighbor who's giving them a hard time. But then you walk, you know, I might move for money.

Who knows? Not move, but act. Not move. I know. I wouldn't give the neighbor money, but then that would be—

that would—

that would incentivize the IRS. Yeah. Yeah. No, I wouldn't give the money. Any other good comments on this, you guys? I rate the $300,000 to $100,000 to $100,000 over the next 3 years. Maybe more than 3 years. Oh, I think, Keith, I just hate, especially in a group, to like throw high numbers, but I can't see you not getting $600,000 in this house.

No.

At least for that every year.

Excellent.

3 or 4, then get even more over time.

Yeah.

100 over the next 3.

You got it. 300 over 3.

Yep.

And then do a land contract. So you're not really recording the deed yet. Any kickback coming back to the neighbor? I don't know. Yeah. So they don't like to see— they seem not to want to do that. The group we're with. I'm with you.

One of the—

Oh, I earned a lot of money. Yeah.

One of the questions Justin was asking about paying upfront more per month and then pocketing the rest of it.

Say it differently. I'm not getting it.

Justin, the question you had about paying some more upfront monthly and pocketing it at the end.

Yeah. So I didn't know if it was something that we could just shift towards the back end for, so to speak.

Give me an example, like hypothetical.

So if we give her like $7,000 a month, if we could just add it on the back end of the payday and take it off so we get it instead of them. Does that make sense?

Well, if you gave her $7,000 a month, it's all principal. You are getting it off the back end. That's right.

But I mean, like increasing in addition to— you always say if you're losing something, you should double your loss that you're taking.

So yeah, yeah, yeah. That's where we came up with the credit of $240,000 because we added a grand. If you want to up it another grand, it's going to come down another $240,000. Okay. So you can go to $6,725,000 contingent upon a buyer. Yes, you can afford it on this deal. Now you— now that price goes down. What's that number? $1,249,000. $2,249,000, right?

$2,249,000.

Now it's more aggressive. Yes. Or a multiple of it. We didn't have to. I didn't think we have to get greedy on this house, but you could.

Not looking to get greedy.

I think this lady would be thrilled to death if you even got her close to the 2, 3, or 4, to be honest with you. So, Rick, what was my initial knee-jerk when he called me Friday? I said, why are you going so high? And then I saw that we don't have to get greedy, but Man, day one, I just would have went to what she would have got on the market would have been my full price.

Yeah. The way that I had done that was taking 3 months principal paydown every year over.

No, I get it. It's like a stop point that I totally get it because there's enough money here. Okay.

So the other, the other end is her contractor is trying to push her into pretty much redoing everything and then putting it on the market. $3 million because there are houses that have been recently renovated that they're selling for $3 plus.

Yeah, but money's an issue for her and she wants closure. It is. Yeah.

But she just keeps pulling out of her retirement. Yeah, I would be like, I don't know.

Is the rest of the house really nice?

Yeah. I mean, it's a very nice home.

So call it up quick while we finish.

Say that again.

Can you call it up quick and Sandy will pin your screen so we can see it? They can all just turn their heads. I just want to see this house.

Yeah, sure. One second.

Real quick. You guys want to take a peek? See what the heck we're looking at?

And if— Town, it's marketing time. Do you remember town? It's a—

What town in Massachusetts, you guys? Lexington. Lexington. Oh, that's where I grew up. Could have had the deal.

So.

Can you help her get a different contractor?

Justin, do you hear question? Annette said, can you help her get a different contractor? Maybe that need be. I think they got to get the contractor out of there. My wanting to see it was, is the inside like nice already? No, let's move on.

That's what I've been trying to get her to do is, you know, she already has the basement being renovated and she wanted to do some stuff upstairs and They already pulled carpets and things. You know, I told them to stop letting them rip stuff up.

Yeah, because you could start marketing right away. Are you going to try to do this like tomorrow? Like you try to do this right away, you guys?

I'm trying to get this closed like that.

Okay.

All right. Keep us posted. I want to see a picture real quick, but keep us posted tomorrow, please, if something comes to fruition or anything for conversation.

Got a picture.

Can you throw it up there?

Yeah, I'm still looking for one.

Rick found it.

Thank you, Rick.

All right, well, you tell me if this is the property, Justin.

Yep, that's the one.

Oh, that's right.

That's good.

All right.

Yeah.

Okay.

I don't know if they can see that. Yeah, yeah, we can see it. Justin, Justin, I'd like to be here, you know, be, be there for like a family member. That's all I can think of here. I think everybody's got their fingers in the pot.

She wants me to be the executor of her kid's trust. I'm kind of already there.

Right. Good job. The credibility. Justin, remind me. I can't remember everyone. What do you do for W-2?

I'm a scrum master that works for the Federal Reserve of Richmond.

Okay, I just wanted— because she's got some trust in you big time.

Can they see it online?

Can you guys see Rick's picture or no?

Yes.

Great.

Okay. Hey, Rick, thank you for saving us on that one. All right, you guys, did we do enough on the high end? I just want to give you exposure. It's all about exposure.

Go ahead.

So wouldn't that motivation also be because she has cancer that she wants to get this done quickly?

Done and payment dotted.

Which is why maybe she's already started the construction to get the bedrooms. So the advantage we have is we try to close the deal a lot quicker than say conventional selling.

Not sure where to get started? Go to smartrealestatecoach.com/getgoing for free books, strategy calls, and a whole bunch more. We're going to help you get going the wicked smart way. We've been after this for over a decade doing exactly Exactly that. Trying to get it perfect and listing it and all that. Yeah, I think it solves the problem better, but everybody has a different opinion of that. It's finding the buyer. Yep, it's going to be finding the buyer. But, uh, because we're up here, Heidi, this— is that a nice area? Popular?

Yeah, very, very high-end.

Yeah, like that's the norm. That's the norm? Oh yeah. Okay, so this is not a high-end there? No, no.

That's why he says actually golden was low end for the area.

Okay, this. All right, all right, all right, all right, all right.

Let's take pictures.

You guys want a picture before I kill it? Rick, pull it down so I can see what they say. Rick wants a picture of that, right? Rich, take a picture. Yeah, you're gonna make this happen. No pressure. Yeah, I want that.

All right.

Sorry, stop sharing.

No, I could see it. It's—

I'm not sharing if you want. Oh, I got you.

Oh, I think—

take your window off. Everybody got it that wants it? Okay.