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Buyers usually come to us with an idea in their mind of what they think they want and it is usually pretty broad-brush. I want practices for operatories and I wanted to be in such an area of Los Angeles or Orange County or Santiago County. They usually have an idea of they want to be in a high-rise building or they want to be down on the street in a retail center. Much beyond that, they have not really thought through and that is where we get involved, so we sit down and say okay, lets talk about what do you really want to have here.

1. How much do you want to make a year and that is amazing because lot of them never thought of it. They really don’t know. So, we sit down and say okay, what floats your boat, what is the amount of money that you need a year to be comfortable because we need to start from there. If the practice isn’t going to make that, then we are just wasting our time looking at. If you are very comfortable with 160,000 or 200,000 a year and we are showing you something that is going to make 400,000 scares you to death. We don’t want you there either, so we need to start with what floats your boat.