You’ve had your eye on a new car for months but you’re avoiding the dealership. After all, everyone knows the frustrations that come with buying a car. You spend hours waiting for the salesperson to crunch numbers and check with their manager, only to leave feeling that they won and wondering whether you truly made a good decision.
But just because this could be your experience buying a car, doesn’t mean it has to be. As the owner and operator of seven successful car dealerships, Steve Taylor has worked for 20 years to change the negative connotations of his industry and the car buying experience.
In his new book, Taylor Made, Steve walks you step by step through the process of buying a car and gives you insider tips on how to choose a dealer, get top dollar for your trade-in, negotiate a fair price, and select the products that will truly protect you in the long run.
In today’s podcast, Steve shares with us how his family has been in the car business for generations, how he’s trying to change the car buying experience for customers and of course, tips on negotiating a fair price, whether you should buy a new or used vehicle and so much more. Enjoy.
Miles Rote: Hey everyone, my name is Miles Rote and I’m excited to be here today with Steve Taylor, author of Taylor Made: Car Buying Tips to Save You Time and Money. Steve, I’m excited you’re here. Welcome to The Author Hour Podcast.
Steve Taylor: Thank you very much for having me on. I’m excited, this is great.
Miles Rote: Yeah, selfishly, it’s great for me too because I’m really interested in this subject. I’ve helped several people buy cars. I have purchased a couple myself and it’s always felt like you walk away at the end and you have absolutely no idea if you even got a good deal or not.
It just seems like one of those things that everyone has questions about. But before we even dive into the topic of your book, I’d love to hear a little bit about your background, I know you have quite the history with cars being in your family.
Steve Taylor: Sure, sure. I’m fortunate to have grown up in the car business, I love the car business. Really, it’s the people business I think that I love. I love dealing with people and making a difference. But like you said, my family has got a deep history in the car business. My great grandfather was one of the seven Fisher Brothers that started Fisher Body back in the early 1900s and helped actually make closed cars.
Before, they were all carriages, and they were open carriages. The Fisher Brothers got together and started making the first closed body vehicles. That part of my family has been in the business for a long time, quite a few years on the manufacturing side. Then even my dad’s dad, my grandpa. He was involved with Chevrolet as a manufacturer’s rep back in the day. This was way out west, he was in Omaha. He got transferred around until finally, he landed in Detroit, Michigan and that’s where my dad grew up. He was deeply rooted in the car business obviously being in Detroit.
But unfortunately, my grandfather passed away when my dad was only 14 years old. My dad sort of became the man of the house and luckily though, my grandfather had some friends that worked in the GM building in downtown Detroit, and they were able to help my dad get summer jobs. He would take the bus downtown and he would work with some of the famous names, like John DeLorean. If you ever watched Back to the Future, everyone knows the DeLorean and my dad remembers delivering mail to Mr. DeLorean as a young high school kid.
He got his start early on in the car business and he worked his way through the manufacturing side and then got into the retail side, working with a dealer here in Toledo, Ohio, and eventually had the opportunity to buy a dealership in 1979 and that’s how he got his start with Taylor Buick in downtown Toledo. The rest, as they say, is history.
Miles Rote: A Taylor Buick, how interesting, given the last name.
Steve Taylor: That’s right. Buick was our first dealership that my dad started and then, working for General Motors, you know, the pinnacle has always been Cadillac. There was the Cadillac of this or the Cadillac of that. In 1988, my dad was able to buy the Cadillac dealership that was downtown. He started with Buick and Cadillac and then we had some other franchises along the way, like Isuzu.
Then, when I got into the car business in the late 90s after college, I attended Wittenberg University in Springfield, Ohio, and I worked in the dealership my whole life, all through, even grade school and before. On weekends I’d go in, I’d pull weeds, wash cars, polish brass, pick up trash, and then I did all sorts of various jobs. I actually got my first full-time job selling cars while I was in college and summers in college, and then, after college, I came back and we were able to get the Kia franchise.
Now, in 1998, Kia was not like it is today. There was only the manufacturer, and they started bringing cars into the United States from either the west coast or east coast and slowly came into the Midwest.
But the franchise itself, the cars we had were only two cars, the Sephia and the Sportage. They were not the most reliable or dependable vehicles, to put it bluntly. There were wiring harness issues, hub issues, those cars were tough, and fortunately, we did not sell many of them because they just were not the greatest cars. But fast-forward to 2001, Kia and Hyundai merged together and Hyundai did a fantastic job of increasing the overall performance and reliability of those vehicles. They say that one of the things they did in Korea is they actually added more women to the assembly line to check those vehicles before they came off as a finished product because the women had greater attention to detail. They were able to find any type of blemishes before those vehicles rolled out of the factory.
We saw definitely an uptick in the quality and reliability of the Kia’s in 2001-2002 once they merged with Hyundai. It was definitely a rocky start for us with our Kia franchise. As I said, we didn’t sell very many vehicles, but all of a sudden though, we started getting things together, the cars picked up, they came out with their fantastic 10 years, hundred-thousand-mile warranty.
That’s really one of the things that set aside Kia, I believe, from all the other manufacturers. It was sort of a game-changer for us. Along those lines, it was funny, we were working and we were selling these cars out of an old Chinese restaurant. When I tell you that the place smelled like egg foo young, I’m serious.
We were not your normal dealership, there is this central avenue strip in Toledo, Ohio, where all the dealers were and we were down in this valley, we had a dirt lot. We had this old Chinese restaurant, and we were just a rag-tag group of guys that were put together and said, “Hey, we’re going to start selling some of these cars.”
We actually got teamed up with a fantastic ad agency who had this great idea for selling Kia’s. It was simply asking three questions in a radio commercial. The questions were: “Do you have a job, do you have $199, do you want a new car?” Those questions had never been posed like that to the listening audience in Toledo, Ohio. So, the very first day we ran this radio spot, we had like a hundred seventeen phone calls. I mean, it was just unbelievable. We were not prepared at all for what was actually going to happen.
The other part of those radio spots that sort of put us on the map and made us stand-out is we used celebrity voice impersonators and we started off with people like Bill Clinton, Clint Eastwood, Austin Powers, Fat Albert–anybody that had a recognizable voice, we used their likeness and they were very memorable and they were very catchy.
So, all of a sudden, in this blue-collar town of Toledo, Ohio that had never heard of Kia, we were selling more Kia’s than Jeeps. Jeep is right here built in Toledo, Ohio and so, we made a little bit of a name for ourselves, and we made some waves along the way. But we had some fun while we were doing it and we made a difference in our town and our community. We were able to give back and we had a lot of fun, it was great times back then.
Look at the Fine Print
Miles Rote: Well Steve, this is why I’m so excited to talk to you today because it went from selling a few cars out of basically a restaurant to now, you’ve become one of the top dealerships in the country year over year from selling Kia’s.
You’ve grown quite a bit, and I think you know a few things about selling cars, so I’m really excited to dive into some of these tips. You mentioned the marketing right off the bat, with a radio spot, and how that brought so many people. All of us have heard so many different car ads, whether it’s on the radio, during the Super Bowl, we see it everywhere.
How often are those things real, and what should we pay attention to when we hear the ads such as 0% financing and a hundred ninety-nine dollars a month. Are those things real, are there certain things that we should look for?
Steve Taylor: Sure. Obviously, you hit the nail on the head in the car business. You hear all sorts of crazy offers and for the most part–I know in our state of Ohio, they have to be real because the attorney general is out there for the consumer to make sure that those offers are in fact legitimate.
Most states have watchdog groups like that. I would say yes, the majority, the ads that are out there that you hear are real. But what you have to look out for is that there’s always fine print and there’s probably not as many of those fantastic offers available.
There might be a handful of them, and they might get gobbled up really quick if they’re that good of an offer. Take for instance our, “Do you have a job, do you have $199, do you want a new car?”
The $199, what happened was, it was a little confusing. Is that a down payment, is that a payment? You know, we had to actually do a little bit better job of disclosing that and putting that in the disclaimer and say, “Well, here it is, this is actually is a monthly payment.” And once you have a monthly payment in your ad, you should also have to have, what are the terms, what’s regulation Z terms. They’ve got great watchdog groups out there that make sure the dealers are disclosing things properly in their advertisements.
But you know, in the book, we mocked up a phoney ad, it’s a funny ad that has about every different offer that someone might have heard. The cash-back, the 0%, the long-term rates, the zero money down, more for your trade. And most of the time, when you hear offers like that, they can’t be combined. That’s one thing that I think a lot of people might get confused by. You hear all these offers, “If I buy this car, I’m going to get cash back, I’m going to go on a cruise, I’m going to get 5,000 more from my trade, I don’t have to put any money down.”
That’s why we made this ad because people I think hear those things and think, “Oh my gosh, this is fantastic, I need to take advantage of this today because I get all of these things.” Usually, that’s not the case.
I think the internet has done a fantastic job too of giving people more information. They can go online, they can check the dealer’s website, they can look and get more specific details on most of the ads.
I think most people nowadays, understand and they know the offers and what they are before they actually go into the dealership.
Miles Rote: Yeah, you mentioned going on to the dealership’s website and digging around a little bit. One thing that you talk about in your book that I hadn’t really considered before in the past that may seem silly now retrospectively, is doing research on the dealership and how important that is and how you can really get to know if they really care about their customers, are they involved in the community, things like that. Tell us a little bit about doing research on dealerships?
Steve Taylor: Sure, I think it’s so important too, when you buy a car, to have a right relationship with your dealer and specifically with your salesperson. You know, a lot of people, they say, “I have my doctor, or I have my attorney, or I have my dentist.”
There are people that you trust, and you see on a consistent basis. Not many people can say that about their car dealer or their car salesperson. I think it’s so important that people start trying to generate that relationship with their local car dealer because sometimes, buying a car, it’s either the largest purchase or it’s the second-largest purchase that anyone will ever make in their life.
Obviously, things happen to cars. Cars breakdown. You need someone there, you want that ally that you can pick up the phone and call and say, “Hey, I need some help. This happened to my daughter’s car,” or “This happened to my car,” or “Hey, it’s time to look for a new car, can you help me and point me in the right direction?”
I think having that relationship with the dealer and specifically, the salesperson goes a long way. I will tell you this, our industry gets a little bit of a black eye, and there’s a lot of turnover. Salespeople tend to jump ship and go from dealership to dealership. So, it’s important that you do feel comfortable and find that right salesperson that does have a loyal following and has been at a dealership for a while. Because they’re going to be there to take care of you. If you’re not able to do that, then still finding that dealer who is deep-rooted into the community I think is so important.
That’s what we’ve tried to do in our communities that we have dealerships. We’ve got seven different locations in and around northwest Ohio, and we try to give back to every one of the communities that we’re in. Our mantra actually is, “Locally owned, locally committed.” They’re not just words that are on the wall, we actually are committed to all the communities that we serve.
When we say our communities, we break it down into the three C’s–we talk about our customers, our coworkers, and our community. We think it’s so important, you know, our people like to give back, we just had a group of our salespeople, service technicians, service advisors, and office staff right before Christmas, they went to the local mission, Cherry Street Mission, and were able to get some hats and gloves, donate time, donate money, and go down there to the soup kitchen and help feed these folks that needed a little bit of extra help before the holidays.
They see that, they see us giving back in the community and it makes them feel good, and they, in turn, want to go back and give to the community. Things like that, not every dealer does, not every dealer puts the importance on those type of things either.
So, I think there are a lot of dealers that do a fantastic job all over the United States of getting involved in their communities and those are the dealers I think that you’d like to have that relationship with because if they care about their community, they’re going to care about you as a customer.
Miles Rote: Yeah, it’s so true. Again, that’s something that I had not thought of. But then, I think about if I were to choose a realtor, if I wanted to buy a house and I wanted help from a realtor, I would want a good relationship with my realtor. I would want to be able to trust them and know that they’re credible. And like you said, buying a vehicle is the first or second largest purchase one may ever make–so why not also do the same with your salesperson? I really love that.
One of my favorite things about your book, Steve, is how you really provide information for anyone who is looking to buy a car, especially first-time car buyers. Financing can be tricky. A lot of people don’t have great credit and it can be difficult for them to buy a car. What types of things do you suggest for folks who are trying to buy a car and have lower credit?
Steve Taylor: Sure, we see that every single day and you know, I don’t think many people realize how important their credit score is when it comes to buying a car. It determines so much, and unfortunately, that number follows you around. I’m fortunate to speak to a lot of local high school students in our area and I try to talk to them about things like this, and the importance of credit when it comes to buying a car.
The other thing that people are always fascinated with, when I tell them about buying their first car, there could be 10 people in a room and all 10 of those people could buy the same exact vehicle but they could have 10 different payments because of different financing options, different money down, different terms, finance versus lease, negative equity versus equity in a trade-in.
There are so many different variables that lead to payments and the majority of people today are not buying a car with cash, they’re not going to come in writing a check for a car coming with cash money. They’re going to finance that vehicle.
People need to understand their payments and most people have a certain payment or a certain budget in mind when they begin their research, and they start thinking about buying or shopping for a new car. But so many people we see come in every single day with a $250 to $300 budget and that’s where they feel comfortable. That’s what they want to spend every month on their car but unfortunately, those people want to look at a 35 or $40,000 SUV.
That math just doesn’t work, and I think that’s why so many times people have these negative experiences at a car dealership because they come in with these expectations. They had a car, maybe they leased a car or maybe they were given a car, so they didn’t have a car payment but now they need a new car, and they want a nice new car. Obviously, today’s cars have gone up in price. Every single year it seems like we have more expensive cars.
But people’s budgets have stayed the same in that 250 to $300 range, while the average payment of America today I believe is inching closer to $600 a month. There are some unrealistic expectations when people come in the door and that’s another reason why we talk about doing your homework and doing research. Simple math will tell you a $30,000 vehicle divided by a five-year loan, which is 60 months, that’s not going to get you to $250 a month.
Obviously, you still have interest, you have taxes–so just doing that homework before you come into the dealership, I think will help get rid of some of those unrealistic expectations and let people know where their budget needs to be when they come in to start looking at cars. Instead of starting high and looking at that $40,000 third-row SUV, the all-wheel-drive with all the bells and whistles, maybe they can scale it back a little bit and say, “You know what? This four-door, fuel-efficient sedan might be the way to go if I need to stay in this budget.”
We talk a lot about things like that in the book and it’s things that a lot of people might not have ever been told or been taught or just might not know. As I said, when they come into the dealership, there’s a little bit of back and forth or pushback because all of a sudden, their expectations haven’t been met and now they’re upset, and unfortunately, it’s not the dealership’s fault. We’re dealing with banks, we are dealing with credit unions and people always forget, the dealership doesn’t make a dime unless they sell you a car.
A lot of times customers, if they come in and they can’t get what they want and they get upset and they leave, they get mad at the dealer and the salesperson. But you know, from our scenario and our standpoint and seat, we’ve just spent countless hours trying to help these folks get into a car and if we can’t, we’ve done all of that and spent all of that time and are not going to make any money.
I think it’s just one more way that the book actually helps open the conversation up early to say, “Hey, we should come in more prepared and do a little bit more research so we’re all on the same page.”
Miles Rote: Yeah and help change the way we think about these things because you’re right. Even advertisements and not even car dealerships advertising cars, but advertisements on TV you see during the Super Bowl, we can just get so excited about the idea of buying certain cars and then when it doesn’t meet our expectations when we go into the dealership, you’re right. We can blame the dealership and really it’s more that we’re not realizing it is outside of our means.
Let’s discuss whether or not people should be buying used cars or when they should be buying used cars and the difference and what you recommend. When do you think people should buy a new car and when do you think people should buy a used car? Because I always hear, you know, these stories about as soon as you drive a new car off the lot, it depreciates in value so never buy a new car, and yet, I think so many people see the value in having a brand new car. What’s your take on that?
Steve Taylor: Sure, that’s a great question and I get asked that all the time when I’m out and about. People asking about new versus used or buying versus leasing, and I think every situation, every scenario is different. There are some people who leasing makes great sense for them because if they don’t drive a lot, they like to rotate and change their cars every three years. You know, for that customer a leasing option makes a lot of sense.
There is someone, that might put 20,000 miles on their vehicle and say, “Hey, I’m going to drive this car until the wheels fall off.” They are going to drive that vehicle forever and ever. Leasing is not a good option.
New versus used, it’s really funny. It’s sort of like buying versus renting, you know a home and as I said, I think there’s a different scenario for everyone. A lot of times, you’ll hear that first-time buyers is a high school student. It is going to be their first car, and someone might want to help them get their first car. A lot of times people say, “Hey, let’s find a great used car under 100,000 miles maybe $8,000, five to $8,000 that they can pay cash for that car.” A lot of times, the folks will say, “Well, I don’t think my high school student should get a brand new car for their first car, so let’s find them a used vehicle.”
Then on the flip side of that and what some people don’t think about is if you took that five to six, seven, $8,000 and put it down on a new car and had a low payment and had that high school student make their own payment, they’ve got to get a job, they’ve got to figure out how to pay for insurance and gas and also, it gives them that safety and reliability that a new car offers that maybe a used car won’t. If you’re driving a used car that’s a higher mile used vehicle, who knows what might happen.
Like I said, every scenario is different, and I don’t know if there is a right or wrong way or one way to always say buy a newer one or to always buy used. I’ve talked to quite a few people who said, “I’ve never bought a new car in my life. I always buy used,” and as you said, that depreciation I think just scares them away. They said, “You know, new cars depreciate too quickly, I don’t ever want to have to deal with that, so I am always going to buy used.”
On the flip side, we’ve got customers who have worked their whole life. They’ve aspired to buy that brand new car–to get that new car smell. In America, people love their cars. There is a passion for buying a new car and it’s a goal for a lot of folks.
We see all sorts of situations, and I don’t know if I could ever say one way is better than the other way. I think it is a personal choice and what fits you the right way is I think the way we try to guide and teach our customers and really help them with whatever way makes the most sense for them.
Miles Rote: Yeah, you know that makes a lot of sense.
Let’s move into one of the trickier topics when it comes to buying a car, which is always the negotiation. Each time that I’ve been involved in purchasing a car, it’s one of those things where it’s back and forth with the negotiation and the salesperson will come back with the number, and then we’ll try another number. What’s most helpful when having a relationship with the salesperson and negotiating with them?
Steve Taylor: Sure, in negotiating I think it’s what like you said, it scares so many folks and really can change the whole car deal. It can change the whole atmosphere and relationship you have because once you start talking dollars and cents and talking about someone’s budget, things get a little tenser. You can have a great time and have a great relationship talking about cars, driving cars, and making sure that everything works for you.
Then when you get right down to the dollars and cents in your budget, that’s when things get a little bit tenser for most customers. People get a little nervous because obviously, they want to make sure they are getting the right deal.
We want to make sure that there is a good relationship and that it’s not an adversarial, head-butting relationship right away. We see that so many times, where customers come in almost like they’re ready for a fight, and I think they’ve been trained that way. For years and years and years, the negotiation side has always been back and forth and head-butting and we’re trying to change that narrative in the car business.
There are a lot of dealers out there who have even tried one-price selling. We haven’t done that, and I don’t know if I’m 100% bought in on one price selling because there are still things that go one behind the scenes that might not make the most sense for the customer.
For us though when it comes to negotiating, we think having a simple conversation and finding out what best suits the customer is the simplest way to start. We’ve got a salesperson who actually has what he calls The Gherkin Triangle. His name is Jerry Gherkin, and he says, “Hey, this is really simple. There are three things primarily when you’re buying a car. You have the car, you got to pick out the right car and make sure it fits for you. You’ve got your budget or your monthly payment or how much you want to spend, and then there’s the down payment.” So, if you look at those three things, that’s pretty much the make-up of any car deal and what Jerry likes to do with his customers is he says, “Hey, you pick two and let me pick one.”
If they pick out the right car and they say, “Well hey, I found this fantastic vehicle. It’s $30,000, it’s an SUV and I want my payment to be 350 a month.” Okay, that makes it really easy because now Jerry can go back and say, “Well, in order to get to that payment, here’s the down payment. Here is how much money you need to put down,” and you can go through that whole scenario. You might have a customer who says, “Hey, I just went through a divorce. My credit’s got bumps and bruises on it. I don’t care what car I drive, I just need to get something nicer and newer. Here’s my payment range that I’m comfortable with and here’s how much money I have to put down.” That allows us to say, “Here is the best car that we can get you in under those circumstances.”
Doing something similar to that really helps get rid of the whole adversarial role or relationship that you have between the salesperson and the customer, and it gets rid of the boxing match and the back and forth. Because now, we’re just saying, “Hey, here are your options. Here’s how we can help you best fit those scenarios,” and that really works, and our customers seem to like it.
As I said, it takes a lot of the pressure off and makes the whole transaction so much more smooth and easier. It just gets rid of the tension and all of the negativity that goes along with negotiating.
Miles Rote: Yeah, I think it brings to light too for the customer exactly what it’s all about and it’s a lot less of a mystery. You feel like you have more of an awareness of what is going on “behind the scenes” because you are seeing the different forces at work and you can really start to understand it and how the numbers work a little bit better.
Steve Taylor: Right, without a doubt. When I first decided to write this book, my intentions were to write this book for new first-time car buyers, credit-challenged folks, and anyone really that has felt like they’ve got a raw deal at a car dealership. Anybody that maybe got burnt in the past or got taken advantage of.
I have the opportunity to speak to a lot of local kids and first-time car buyers and I think this type of book is able to layout so many ideas to these first-time car buyers that they’ve never been taught, like negotiating and to say there’s another way. Because I think maybe their grandpa is the one that said, “Well, you know when you go down there, you got to beat them up and don’t tell them you have a trade-in until the end and throw that trade-in right at the end and you’ll get more money for it,” and that’s not a great way to start a relationship. Like we talked about earlier, this is a relationship you want to hopefully have for years to come.
Like you brought up the realtor and finding someone that you trust and that you are going to deal with. Well presumably, you’re going to buy more cars in your lifetime than newer houses. Just like you brought up that relationship, you want to have that person there that you feel comfortable dealing with and have this great relationship. The back and forth, doesn’t work. Salespeople don’t like that back and forth either just like the customer doesn’t like it.
So, having that conversation and understanding that most salespeople today really do want to help the customer, and as I said, if they don’t sell a car, they basically aren’t making any money. So their best interest is to look out for your best interest and find something that fits in your budget. Find something that you love to drive that you are going to be comfortable with and then also, that you come back to them down the road, three years, four years, whatever that timeframe might be.
Also between those two time periods, you send all sorts of customers, your family, your friends, your co-workers, you are sending people there because you got such an amazing deal and had such a fantastic experience that you’d want everyone that you know to go see the same salesperson. That is the way that we do business and I think it’s different than a lot of other car dealers today.
Miles Rote: Steve, I love it. I know your life motto and I think other people will get to read it too when they read your book. Your life motto is, “be a difference-maker,” and you really are. I love that you take such pride in this and really work to help the youth and educate them about this because a lot of people make mistakes when it comes to this. I know you’ve seen that and I know you really care about people first and making that a priority.
The work that you’re doing is awesome and writing a book is no joke, and you put a lot of time and effort into this to help others. Thank you for that and if readers could take away one or two things from your book, what might they be?
Steve Taylor: Sure. Well, thank you for saying that. Being a difference-maker is what it’s all about for me and that’s why I did write this book. It is so important to try to make a positive difference in someone’s life every single day and my goal is that people read this book and it actually will help them. What I hope the takeaway is that you can have fun when you’re buying a car. It doesn’t have to be this dreaded awful experience.
You know a lot of people say, “I’d rather go serve on jury duty,” or, “I’d rather go get a root canal than go and buy a car.” We’re trying to change that narrative for all car dealers. It doesn’t have to be that way. Really, I think people if they read the book, if they do their research, if they go in a little more prepared, I think they can actually have an enjoyable experience and they can probably come out with an ally in the car world that’s there to help them and their family for years to come.
I think if more people had somebody like that that they knew had their back in the car business, somebody that they could count on and they could call for, service-related needs or for any type of automotive needs, I think it would be so much better and more enjoyable. That’s really my ultimate goal–to make buying a car fun again. We try to have fun in our dealerships and I really think this book can help people feel more comfortable and have more fun when they buy their next car.
Miles Rote: I love that so much and like you said, even trying to spread this to other dealerships as well, so really this becomes more fun for everyone involved and it should be. Steve, this has been such a pleasure. I am so excited for people to check out the book. Everyone, the book is called Taylor Made: Car Buying Tips to Save You Time and Money and you can find it on Amazon. Steve besides checking out the book, where can people find you?
Steve Taylor: Sure, I’m on Facebook. We’ve got our website, taylorauto.com and you can get a hold of me at any one of those places. I try to reach out on social media, I am pretty new to social media. I am a late adopter, but I am having fun sharing some things on Facebook and Instagram and just trying to get more involved on social media but our website, stevetaylormade.com, you can contact me at any one of our locations also.
Miles Rote: Amazing. Steve, thank you so much for joining us and I will be sending your book to my mother because she is literally buying a car right now. Thank you again and thank you, everyone, for joining us. We’ll see you next time.
Steve Taylor: Thanks a lot.