Episode 462 David Cain Helping Heroes Find Their Dream Home Transcript

This transcript is from episode 462 with guest David Cain.

Scott DeLuzio: [00:00:00] Hey everyone. Welcome back to Drive On. I’m your host, Scott DeLuzio. And today, my guest is David Cain, the CEO of Heroes Home Advantage. Uh, David, uh, David and I met a few weeks ago at the Military Influencer Conference, where I learned about Heroes Home Advantage, and I wanted to make sure that it was a resource that the listeners would be able to use.

of this show, uh, had the chance to find out more about and take advantage of, of those resources as well. So, uh, inviting, uh, David on the show and we, we got to chat a couple weeks ago and it was really great to get to know him and get to know what he does. So, um, before we get into all of that and what Heroes Home Advantage is all about, uh, David, welcome to the show.

Really glad to have you here.

David Cain: Scott, thank you so much for having me. It really is an honor to be on your show. And, uh, I’m excited and hopefully, uh, what we share will be beneficial to all of your listeners.

Scott DeLuzio: Yeah, absolutely. Um, you know, we were talking before we started recording and, uh, you know, [00:01:00] one of the things that I, I had mentioned is just, you know, the stress and everything that, that goes with, uh, you know, real estate transactions and buying a house, moving, relocating, all that kind of stuff happens all the time.

Um, you know, people are, are going from one place to another and there’s a lot of emotions. It’s really stressful sometimes. And, and, uh, you know, anything that can make things even just a little bit easier. I want to, I want to try to help people out. You know, as best as I can, you know, and so sharing the resources that you have, have available, I think might be beneficial.

So, um, can we, let’s just start off, uh, with, um, you know, maybe you could tell us a little bit more about Heroes Home Advantage, uh, and what that’s all about and, and how, how it works.

David Cain: Absolutely. Yeah. So, Heroes Home Advantage is a nationwide network of realtors and, uh, lenders and some attorneys. Who are willing to give back a portion of their commission to our heroes when they buy [00:02:00] or sell real estate. Um, we give more to the hero than any program in the country. Uh, it is free money that they get to utilize, uh, to pay their closing cost at closing.

Uh, the only requirement is, is that they use our network. Because not every realtor, actually most realtors and lenders are not going to want to give back a portion of their commission. And so you just have to be in one of the five categories, hero categories, and use our network and the money is yours.

So that’s why we’re trying to get the information out to as many people as possible.

Scott DeLuzio: And what are those five categories that you refer to?

David Cain: Yes, so anyone that is currently in or retired from the military, police, Fire, Healthcare, or Education. Any of those five categories.

Scott DeLuzio: Awesome. Awesome. So, so this, this is a pretty wide [00:03:00] reaching, um, uh, program, as far as the, the people that, that can be eligible for it. Um, and one of the things I think it’s great about it is that it encompasses so many, uh, uh, you know, different, different people that, that can use it. Um, and it, it’s great.

Based on what you were saying, it’s pretty simple. You know, just use somebody who’s in this network, and you, it’s like, it’s pretty much like free money, right?

David Cain: it really is. And it is wide reaching and these five categories are very intentional because we believe that All of them are, um, underappreciated, underpaid. Uh, they all are serving and sacrificing in some way each and every day. Uh, some of them are in the face of danger consistently. They’re away from their families.

Um, so we believe that all of these people are everyday heroes. And so we want to give back to them [00:04:00] because they give so much to Every, you know, the everyday American and whether it’s freedoms or education, safety, um, health care. So they give so much and so we want to give back to them as well.

Scott DeLuzio: And, and you think about the, the folks that you mentioned, all those, the people in those five categories, those people, really are like the strength of this country. Uh, you know, everyone from teachers to the medical profession, police, fire, military, all those, those people, uh, really let this country be as strong as it is.

Um, you know, without the education, Um, I mean, we’re, you and I aren’t going to be sitting here talking, you know, with this kind of technology if we didn’t have the education that, uh, you know, built all of this technology. Right? Um, you know, when, when things go wrong, um, you know, who do you call? You call the police, you call fire, you call, you know, paramedics, you know, you go to the hospital, you see a doctor, you know, those types of things.

[00:05:00] Those people are, are there for you in like the worst times of your life. Um, Yeah, why not, why not reach out and help them out a little bit, you know? And I think it’s a wonderful thing that you, you have going on there with the program. Um,

David Cain: know, not getting too political, but I believe that in today’s society, we lift up too many of the wrong people. You know, we look at people and put them on pedestals that maybe don’t deserve to be there, whether they’re, you know, Music stars or athletes or whatever the case may be, and obviously they do wonderful things, but people that really contribute to everyday Americans and the freedoms and securities and safeties and health care and education we have, these are the real heroes in our, in our book.

Scott DeLuzio: Yeah, and if you think about any of those, those people that [00:06:00] you mentioned, if, if they just stopped, you know, playing a, whatever the sport was, or performing, whatever, you know, if it’s a singer, you know, whatever, whatever. You know, how much, how much different would your life really be? You know, it wouldn’t really impact your life that much.

But if all of a sudden there’s no fire department and your house catches fire, I’m sorry, your garden hose ain’t gonna cut it. You know, it’s just not gonna do it for you. Um, you know, these are the people that you call, you know, when, when you need help and, and you’re not, you’re not calling a professional athlete to come, you know, Rescue you from the second floor window when your house is on fire, you know, that’s, it’s just not gonna, not gonna happen, right?

So, yeah, to your point, these, these are the people that, that really are those, those, uh, heroes, as you call them, right? Um, now, for any of these people who want to, um, uh, you know, check out your network and, you know, See who’s [00:07:00] available in the network, uh, you know, whether it’s real estate or I think you said attorneys and other, other people like that.

Um, where can they go to, to find some information about these people? I got to imagine there’s, there’s a list of people somewhere that they can, they can go through, or maybe there’s some application process. How does the whole process work?

David Cain: Yeah, so the very first step is just to go to our website, which is HeroesHomeAdvantage. com and they can just simply put their information in and we can get them connected to someone in their area. So, the first place to always start is to just go to the website, register as a HERO, Put some just very brief information and then we’ll reach out to them and get them connected.

So, and one other piece that’s very, very important that we talk to people every day that have started the process by either hiring or signing with a realtor or [00:08:00] committing to a lender. If they do that, then they are going to be limiting the amount of money that we’re able to give them because the money comes from our network.

And so, Unfortunately, I talk to people all the time who have already started the process. They’ve already signed with a realtor and they aren’t going to be able to get the money because that realtor is not going to give them a portion of their commission. So, any listeners that are planning on buying a house at any point in the next, you know, 6 to 12 months, please start the process with us because we don’t want you to miss out on thousands of dollars.

So, to answer your question originally, yes, start with the website before you start the home buying process.

Scott DeLuzio: Yeah, and to your point, you said, you know, this is thousands of dollars that we’re talking about, which is like money in your pocket that you now can use for, you know, all sorts of things, you know, whether it’s a renovation to the house or, or, you know, [00:09:00] new things that you might need for the house that like that’s, that’s real money that that’s back in your pocket that you maybe wouldn’t have had if you went some other route.

So, you know. Why not? You know, why wouldn’t you go and check this out? I mean, this is, you know, when I’m, I’m not in the home buying process right now, but, you know, the very first thing I think, you know, if my wife and I decide to move someplace, very first thing I’m going to do is reach out and, and see, you know, what’s available.

Now, it, are there certain geographic areas that you, uh, you cover or is it nationwide?

David Cain: Now, this is a nationwide network, so anywhere your listeners are looking, uh, to purchase or sell a home, uh, we’d love to help them. Now, one other really important, uh, piece of information that I’d like to make your listeners aware of is that there are other programs out there that are similar. But, There is no program in the country that gives more to the [00:10:00] hero than our program.

So you want to make sure you understand, hey, not all hero programs are created equal. We had someone reach out to us, this was probably three months ago. And they heard about our program, they were selling a house in Georgia, buying one in North Carolina. And, uh, they’d already signed up with another program and they heard about our program and they said, Hey, can we participate in yours as well?

And I said, well, unfortunately you can’t and it involves the network. But, um, so he asked, he said, Hey, David, what would be the difference if I would have used your program? versus the one we’re using. And the one he used was a very well known lender. I’m not going to mention the name, but they have a program that’s similar.

And I said, you know, I’m afraid you’re not going to want to know the answer to that question. And so I ran the numbers and he [00:11:00] lost over 4, 000 by using their program versus ours. So one key piece of information is to know not all hero programs are equal. And, um, just because you may have heard of other programs.

Always check out ours as well before making any decisions.

Scott DeLuzio: You know what, that’s a great point, first off, I think, um, you know, yeah, sure, there are other programs out there, um, you know, just like, there’s a lot of restaurants out there, right? Some are, some are McDonald’s, and some are, you know, uh, you know, You know, top end, you know, five star, you know, restaurants or whatever.

And so you have different categories of them. You’re going to get different things. And, you know, some are going to be good, some are not going to be so good. Um, you know, and, and that’s unfortunate, you know, people get, get stuck with that and they don’t, they don’t get as [00:12:00] much benefit as they could. Um, but one of the things that I wanted to bring up too in all of this is, I know when I moved, uh, I moved across country, so I, I lived on the East Coast, moved out, you know, uh, moved out West, and one of the things that was difficult was figuring out who are the, the realtors in that area that I had no idea, I had no idea who these people were, um, you If I needed an attorney, uh, you know, I don’t know who these people are.

Um, I got to imagine going through a network like the one that you’re talking about at Hero’s Own Advantage, you’ve sort of vetted these people. Like these aren’t just, you know, random people who just, Hey, yeah, sure. We’ll, we’ll sign up. Like they gotta be pretty decent. I got to imagine before, before you let them into the network.

Right.

David Cain: Yes, absolutely. And most of the people who are in our network [00:13:00] have some connection to one of the five hero categories. So they have either been in or have a friend or relative that’s been in one of those five. categories or employment fields. And so they know and understand and appreciate exactly, you know, the sacrifice and service that, um, that these categories give each and every day.

And so they are willing and happy to give a portion of their commission back. So, um, it, that’s a really important piece of our network is that they do. or they are connected to one of these fields because then they look at it like hey I have an opportunity to give versus um I’m losing out on commission or losing out on money that I could be making and it’s a totally different mindset to think I [00:14:00] have an opportunity to give back.

Versus, I’m losing out on some of my commission. So, very key distinction there and really the only way you have that distinction and different mindset is by, um, being connected to one of those categories.

Scott DeLuzio: 100%. As you were talking about that, I was thinking very much like the, um, the group of people that was at the conference that you and I met at, um, Every one of those people there, they wanted to help in some way. They, you know, other, other people, um, I got approached by, by several people and they’re like, you know, what, what can we do to help you?

You know, how, how do we help elevate you and help get you, uh, You know, out there. And it’s like, I didn’t even ask for help. They were just coming to me and they were like, Hey, we want, we love what you’re doing. We want to, we want to help you. And so I’m like, this is wonderful. You know? And that’s, that’s the mindset, the mentality that you’re talking about is that it’s not, [00:15:00] Oh, I’m giving up part of my commission.

Oh man, this is such a drag. I don’t really want it. I don’t really want to do it. It’s more like, how can I help these people? And how can I give back? And, um, support this community of people and, um, you know, it, it, I’m sure it feels good for them, um, because they’re able to help those people who have sacrificed so much, you know, through their careers, uh, in, you know, whether it’s military or as a first responder, educator, you know, all those types of things.

So, you know, why, why not? Um, why not go with a network of people who already want to help you? They’re already out there, they’re telling you, hey, I want to help. Um, you know, for the listeners, why wouldn’t you, why wouldn’t you go check them out? You know, um, uh, you know, and Um, I think the, the, one of the biggest things, like I was saying before, is that [00:16:00] I don’t have to go around vetting people that I have no idea about who these people are.

And, you know, are they going to be good to work with and all that kind of stuff. They already have that, that heart for people like us, like, you know, in those categories. They’re gonna, they’re gonna make it work, you know, and they’re gonna, they’re gonna do, uh, some good work for you, I’m, I’m, I’m absolutely certain of, so, um, you know, I, I think that, that’s a great thing, right?

David Cain: And there’s, there’s people that we’ve had reach out and say, Hey, you know, we want to be a part of it. And they’ve said, well, you know, why, why would I be giving up money? Or they look at it like I’m losing commission. And we right off the bat know, hey, this probably, we’re probably not a good fit for you.

Um, we’re, we’re not a fit for everybody. We know and understand that as far as people who are in our network. Um, but, um, But the ones who are a fit, they’re more than happy to give. And [00:17:00] so that’s, that’s the quality of people that you’ll be working with when you use a Heroes Home Advantage Affiliate.

Scott DeLuzio: That, that’s wonderful, um, eh, because it, it just takes that. And that stress away too, of like, I remember it was like I was calling people, I was like, I don’t know who these people are. I don’t know, like, am I just calling some person who does this part time on, you know, you know, they’re not going to be giving me, you know, the best effort that they could be giving and, you know, I’m going to, I’m going to travel out there to go look at houses and stuff.

But you know, are they even going to be available? You know, is it going to be a waste of my time? All these things. It was like all that stuff running through my head. I don’t want to have to worry about all that stuff. I don’t think anyone does, you know? And, and so when you have this network of people who already are vetted, they’re, they’re obviously not in that mindset of, Oh, I’m losing commission.

You know, they’re, they’re in that mindset of, I want to help, you know, you’re getting somebody [00:18:00] who’s, who’s going to help out. So, um, absolutely. I think, I think this is a great program. Um, now I would take it back a little bit. What got you? How did you get into this? Like, how did Heroes Home Advantage start?

Where did it come from? I know, I know you, you, uh, you know, got into it, you know, a little bit, uh, you know, after its founding, but, you know, how, how did, uh, how did that all start off? Yeah.

David Cain: It was started, uh, almost 13 years ago now, uh, by a realtor. Uh, her name was Michelle Ladd. She was out of Rochester, New York, and she started it just locally in her little community. And, um, she built it and grew it to the point where, um, There were 12 realtors in her office just handling the business that was generated from the program.

This was 99 percent of her business, so she built almost an entire real [00:19:00] estate company from utilizing our program. And, um, I reached out to her a little over two years ago now and, uh, just wanted to be a part of the program. And she, we continued to kind of talk over the, you know, coming weeks and, um, we had a lot of synergies, a lot of similar beliefs and, uh, outlooks.

And she had kind of felt called to go in a different direction. She was kind of going into more of a non profit. Um, kind of, uh, segment, um, within the military. And so, um, she said, Hey, would you be interested in taking over the program? And so, you know, after thinking about it and, um, you know, some prayers, I decided to move forward and, um, so we have essentially taken over a little over two years ago and have been working at, [00:20:00] um, just getting the word out more, educating people more because a lot of people still don’t know that this is out there.

This, this is free money that’s available and this money is given to you at closing. So you can pay your closing costs if the seller’s not paying them. And so, um, really it’s just been a journey to educate as many people as we can, get the word out as much as we can, because we hate to see people losing out on money that they deserve.

Scott DeLuzio: Yeah, 100%. Um, and, and I’m, I’m glad that this, you, you kind of, uh, they, they pass the torch essentially, right? And you’re taking it and you’re growing it and you’re, you’re evolving it into something bigger, um, than just a local regional thing, which, you know, nothing wrong with that. Um, but the bigger reach that you have now, now you’re nationwide, um, it, it’s wonderful because.

Like I was saying before, [00:21:00] you might have somebody who’s moving from one part of the country to another and, um, you know, that’s, that’s a, a pain in the butt.

David Cain: Yeah,

Scott DeLuzio: if you can do it and get a little more money in your pocket as well, um, and not a little, uh, you know, we’re talking thousands of dollars.

This isn’t like, uh, You know, 10 or 15 bucks, you know, here and there. This is thousands of dollars. And you were even saying before, like, the difference between one program and yours, Hiro’s Home Advantage, um, in that one case, and I know every case is going to be different, was like 4, 000. And that’s just how much more you could have gotten, you know, through your program.

And so, you know, Um, yeah, of course, do your due diligence, you know, do some research and find out what, you know, what programs have to offer, you know, this is not financial advice for anybody who’s listening to this, but, um, this seems like a no brainer to me, um, this is 100 percent gonna be where, where I go through, um, you know, when, at some point in the future when [00:22:00] I’m looking for a new house, but, um, Yeah, I don’t understand, you know, why anybody wouldn’t do this, other than the fact that maybe they just don’t know about it, which is exactly why I wanted to have you on the show, to help spread awareness of it.

David Cain: Yeah, I think that’s the big, the biggest obstacle. Um, there are certain, you know, very large VA lenders, you know, specifically for the military. And a lot of people will go, they’ll start the process, Hey, I know this VA lender, I’m going to go there. Um, or maybe they are, they start the process, they’re going to PCS somewhere, and they go online, find a realtor, and they start the process there.

And really, that’s just their natural, uh, Way to start the process, you know, finding a, you know, a very popular VA lender or going to a well known real estate company that may be nationwide. That’s [00:23:00] what most people do to start the process. And we just are trying to get the word out to say, Hey, do it a different way.

You know, here’s free money. Just start the process with us. We’ll get you connected to, uh, a fantastic realtor that’s, um, sympathetic to the military and every, uh, one of our hero categories and a fantastic lender as well. So you’re not giving up anything. Uh, by starting the process with us, you’re only gaining thousands of dollars on each purchase or

Scott DeLuzio: that’s a Yeah, right. Exactly. It goes both ways. And a lot of times that’s what people are doing. They’re selling them and also buying in the same, uh, you know, transaction. You know, of course, there’s going to be people who don’t have a house right now and they’re only buying. But, you know, a lot of times there’s both sides of the transaction, too.

So, um, now, you did mention, of course, there are other programs out there. Um, what are, what are some of the [00:24:00] advantages of? Here’s Home Advantage. Obviously, there’s more money. Uh, but how does, how does that work? Um, you know, are there any other, you know, differences between those programs and yours? Um, you know, what’s kind of the main difference?

Right.

David Cain: one, it’s the money. Um, but some companies will give you the money after closing, which is not as advantageous, uh, for a couple reasons. One, you need the money most at closing, not two to four weeks after, uh, we give it to the hero at closing. Uh, on the closing disclosure, the day of closing and the states that allow it, which is the vast majority of them and, um, and then really just the amount of money.

So, you know, one very, very popular, just to give you an example, um, very popular VA lender has a similar program and up to 249, 999. [00:25:00] 249, 999. If you use their realtor, they will give you 100. If you use them as the lender, they’ll give you 1, 000 on top of that. So, maybe right around 1, 100. So, just as an example, if you used our program, our realtor, our lender, you’re going to be getting, um, about two times that.

So, you know, probably between 000. So, it’s a huge, huge difference in money. Um, so, definitely make sure you know. Really, the key is start with the program first before you start with a realtor or lender. And most people start with a realtor or lender first.

Scott DeLuzio: Yeah. Yeah. Yeah. And that’s, you know, to your point, that’s exactly what I would do. If I, if I’m moving to another area, I’m going to, you know, go do a [00:26:00] Google search for, you know, People who are in that area who are real estate agents who can help, and I’ll just start reaching out to people. That’s the way I would think of it.

But this is different. I totally would think about it in a totally different way now, you know, the way the way you’re describing it because Yeah, why wouldn’t you want to get that that extra money? Now, You know, so the folks who are in this network, um, they, obviously you mentioned they’re very passionate about supporting the, these five categories of heroes, um, are there anything outside of the monetary things that they do that, um, that they give back that, that makes it, um, you know, a little more appetizing to, to work with these people?

You know, are they, um, you know, You know, although you, you did already mention how they, they already want to give back and they don’t look at, look at it as [00:27:00] a losing commission. They, they’re, they’re giving back. Um, but are there, are there any other things that, that they do that, that might, uh, you know, and it may not be every single one, but maybe there’s individuals that do certain other things that, that might help out.

David Cain: Yes, some of these, you know, each individual community, um, or group of a realtor lender do different things. So, some of them will take it to a whole nother level and they’ll add in. You know, home inspector and they’ll add in, you know, maybe a termite inspector, an attorney. They could create a whole pod of professionals that are involved in the home buying process and they’ll all give discounts.

So, it could be a lot of ancillary services as well,

Scott DeLuzio: Sure.

David Cain: but it really depends on the individual community. But generally, it all starts with their commission that they give back. And the realtor generally gives around 25 percent of their commission.

Scott DeLuzio: Oh, that’s [00:28:00] awesome. Okay. Um, and, um, You know, to your point, with some of these other services that are involved, the home inspection and things like that, um, those things add up. I mean, I know, I know we were doing that and it was like, man, where did all these costs come from? You know, and it’s,

David Cain: Oh, yeah, it adds up quickly.

Scott DeLuzio: does.

And, and so, uh, you know, every, every little bit counts, right? And, and it helps out, um, you know, with, with. Just making the whole home buying process easier. It’s not the easiest thing to do. Folks, All of these are out there and they, um, you know, it’s stressful, it’s hard, you know, it’s even harder when you have less money in your pocket, you know, so the more money you can keep in your pocket, the better off you’re going to be, um, just going to make that process a little bit easier, especially with people who actually care and actually want, they look at you more than just another commission, you know, they look at you as [00:29:00] the, um, so, The person that you are, the, the, the hero, if you will, that you are, uh, you know, for the way that you gave back to our country, our society, you know, how, how you helped us, um, you know, and, and that’s, that’s, I think the, the biggest takeaway there is that you’re, you’re not going to just be looked at as another commission.

And that’s, um, I, I think important too. So, um, yeah. Well, David, um, before we wrap up, again, the website, um, is probably the best place to go to reach out and find out more information. That’s heroeshomeadvantage. com, is that correct? Is there any place else that you might want to direct people to?

David Cain: Yes, we, uh, you can go to all of our social media platforms. We’re on Facebook, Instagram, LinkedIn, YouTube, TikTok. Um, so all the, the major, um, areas. And, um, one other thing I’d like to, you know, make [00:30:00] sure that, um, you know, your listeners know that maybe they’re not ready like you, Scott, not ready to buy a house the next year or two, or maybe you’re in your forever home.

But you probably know dozens of people who could take advantage of this program. So if, if they are in one of those in their forever home, maybe if they could share, you know, this podcast with someone or, you know, tag them or, uh, just make them aware so they could learn more about it, that would be a huge, huge benefit and would really help us get the word out there.

So, um, yeah, hopefully this was very, very beneficial for. All your listeners and, um, and hopefully they will help us get the word out as well.

Scott DeLuzio: Yeah, 100%. And, you know, to, to your point, I, I live five or six miles from an Air Force base. We have Air Force families all over our, our neighborhood, all over our town and everything. And it’s, [00:31:00] you know, you’re always bumping into people and, and they, unfortunately, you know, you get to know them and a couple of years later, they got to move because, you know, they’re, they’re just in and out, uh, sometimes, but, you know, a lot of times they’ve, they’ve bought a house wherever it is that they end up in.

And then they ended up having a, you know, They either sell that house and move, or they end up renting it out, or whatever it is, but they do end up moving. Um, it’s, it’s stressful for them because they’re doing it all the time. Um, and so, you know, if you’re living in an area like that near a military base, um, you probably know some people that are going to be moving, if not in the next year, probably in the next two years, maybe three.

Um, might as well keep that at the top of mind and let them know. It’s like, hey. This is a way that you can, you can get, get a little bit extra cash, uh, you know, at, at closing and, um, you know, just make life a little bit easier. So, um, you know, to that point, um, you know, keep those folks in mind too because, yeah, while they may not be in your life for, uh, you know, [00:32:00] forever, um, because they’re, they’re moving off to someplace else, um, you know, still, still help them out, be neighborly and, and, uh, share that information, right?

David Cain: Absolutely. And they can like, or, and, um, follow and subscribe to our channels. That way they see our content. They remember us, who we are and what we do and how we’re different. And, and so that would be another great benefit as well.

Scott DeLuzio: Excellent. And I will have links to all the social media and the website in the show notes as well. So, it should be nice and easy for you to just go in, click the link, follow, share, whatever it is that you want to do. And that way you’ll have all that information there. So, uh, David, uh, again, thank you for taking the time to, uh, well, first off, for everything that you’re doing to help support, uh, you know, all of these, uh, communities, whether it’s military or first responders, educators, all those people, um, you know, it’s really important work that you’re doing, [00:33:00] uh, to, to help these folks.

And I thank you for that. Um, And thank you for taking the time to come on the show and sharing this information with the listeners. Uh, hopefully it gets some folks, uh, sent over your way and they, they, uh, get, get that, uh, kind of support and get that, the financial support, uh, you know, through, through your program.

David Cain: Scott, I really appreciate your time and what you’re doing and your podcast and, and, uh, your mission. So I appreciate you and what you’re doing and thank you for having us on here. And, um, like I said, I hope this was beneficial for all your listeners or maybe some, some friends of your listeners that we could, um, help them as well.

So I really appreciate you.

Scott DeLuzio: Absolutely. Thanks so much.