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Should sellers set an offer deadline?

July 15, 2026 by Jennifer LeBow Leave a Comment

Does setting an offer deadline make sense? — Understand the pros and cons of offer deadlines so you can make an educated decision about whether it makes sense for your property.

What is an offer deadline?

An offer deadline in a real estate offer situation is a date set by the seller after which no additional offers will be considered. If a deadline is set, it is usually communicated on the MLS and to any agents who have made appointments (past or future) to show the property Note: it does not mean that a seller cannot look at or negotiate any offers that come in prior to that deadline. Offer deadlines are a buyer’s last opportunity to submit an offer, and, therefore, reflect the buyer’s highest price and most favorable (to a seller) terms. For a more on what an offer deadline is, click here.

Why do sellers set them?

The primary reason a seller sets an offer deadline is that there is a lot of interest in the property and the seller wants to be sure not to make a premature decision. By setting a deadline, all potential buyers will submit their offers by a certain date and if the seller waits until then to review offers, he reduces the risk of accepting something before something better is submitted. Additionally, it takes pressure off of the seller to negotiate any offers that would otherwise require quick decision making. With a deadline, the seller has time to process and reflect before making a choice. Finally, the setting of a deadline also has a strategic facet: it demonstrates to the buyer pool that there is significant interest (the party line is “We have a lot of interest and want to be sure to give all buyers the opportunity to see the property and submit their highest and best offer”). This not-so-subtle reference to competitive bids usually results in buyers submitting more aggressive offers that are more beneficial to the seller.

Pros

From the seller’s perspective, the advantages were outlined above, as far as the reasons a seller would set a deadline:

It results in the seller not having to make a decision until all potential offers have been received.
It reduces pressure on the seller to negotiate under pressure.
It encourages buyers to submit the highest and best offers as there is rarely any further opportunity to negotiate.

Cons

Some buyers may not want to risk losing another house due to having to wait days for your deadline (and for their offer to be reviewed). Still, buyers know that sellers have the right to accept an offer prior to the deadline, so sometimes, a buyer in this situation may submit an offer but put a deadline on it that is earlier than the offer deadline set. That way they don’t lose the chance to bid on another house.
Some buyers are put off by the perceived amount of competition suggested by the setting of a deadline. They may assume they can’t compete and don’t want to deal with the pressure combined with expected disappointment and, therefore, may just say “nevermind” and not even send in a bid. Obviously, if the setting of a deadline reduces the number of offers received, that consequence is a negative.

Should you set a deadline?

Whether you, as a seller, should or shouldn’t set a deadline depends on your particular situation. I certainly wouldn’t recommend it if you don’t any offers. Again, that would be my suggestion. Some agents, though, might feel that setting one implies that you do have offers in hand, as implying that there are already competing offers might result in stronger bids. I’d also recommend having your agent try to determine if there are similar homes on the market with offer deadlines set. That way, you can better understand what other properties your buyer pool might be looking at and considering how their deadlines could help or hurt you depending on whether you set a deadline. Your offers may also be the determining factor; if you get a stellar offer that you can’t imagine anyone will beat, you will probably just sign it and not accept any others. My advice is to discuss it with your agent and be sure you understand the landscape in your particular case.

Providing Comps to Buyers

July 15, 2026 by Jennifer LeBow Leave a Comment

Leaving comps in the property for sale — Consider whether leaving comps in your home for prospective buyers to look at could help you sell.

Analyze the comps.

Before you list your house, you and your agent have, theoretically, examined the comps together and developed a pricing strategy with those comps in mind. Buyers (not to mention appraisers used by mortgage companies) will be looking at comps to determine the purchase price they offer. So all of the significant parties involved in a real estate transaction are considering what comparable properties have sold for.

Direct buyers’ evaluation.

Since you know buyers will want to determine if your home is worth what your asking for it, you might consider asking your agent to provide them with comps that support the list price. While a buyer’s agent has the responsibility to gather comps and have a similar conversation with her buyers, some agents don’t. It can be due to laziness, lack of time, inexperience or something else. If you and your agent “control the narrative”, your position is stronger. My suggestion is to have your agent put together a nicely presented summary of comparable sales that shows your property is worth what you are asking for it. Leave copies in the property for buyers to take.

Demonstrate the fairness of your list price.

Providing the comps accomplishes two key things. The first is that it demonstrates that the price your asking is not unreasonable (so take care in choosing comps carefully or you may shoot yourself in the foot). It lends credence to the idea that you are pricing fairly and transparently. The second is that it may convince the buyers/agents while they are still in the property that they should submit a bid quickly since the price is appropriate and they don’t want to risk losing it to someone who is quicker to act.

Decide if this strategy is wise.

Every property is different and the most effective marketing strategies are always unique to that home. There may be scenarios where this technique is not effective (and could even hurt your chances of receiving the strongest possible offer). Definitely discuss the pros and cons with your agent. If marketing your property this way does seem to make sense, taking this proactive step may increase the likelihood of receiving stronger offers in less time.

Can you take your rose bush when you sell your house?

June 6, 2026 by Jennifer LeBow Leave a Comment

Do I have to leave my plants behind when I sell? — Can you dig up any of your plants when you sell your home?

Can you take your plants?

When you sell your home, unless you’ve excluded specific plantings in the Agreement of Sale, they stay with the house. To be clear, I am referring to plants that are planted in the ground or in permanent (non-movable) raised beds. If you have free-standing planters and/or pots, then the plants as well as their containers are not considered attached and, therefore do not convey to the buyer.

Why not?

I am a gardener and understand how hard it would be to have to leave my plants behind. However (beyond the fact that not everything transplants well after the disruption of having been dug up) they are part of the purchase. Landscaping makes a substantial difference to the look and feel of a property and may well have influenced the value the buyer ascribed to your home. So, consider how you would feel as a buyer who appreciated the lovely perennials on a property you’re about to buy. You go to walk through it the day before closing only to notice that several shrubs and other perennials are missing. That property is no longer the same as the one you agreed to buy and replacing plants (especially mature ones) is expensive!

If you must…

If there are certain plants that are truly important enough to you that you want to move them to your new home once you’ve sold your current property, be certain to explain it to your agent. Then, ensure your agent has disclosed that those specific plants are excluded AND be sure that they are on the Agreement of Sale as exclusions. Then there will be no unpleasant suprises at settlement.

How will data centers impact nearby home values?

May 30, 2026 by Jennifer LeBow Leave a Comment

Will a data center reduce my home's value? — How will data centers affect the value of nearby homes?

A new consideration

I received an email today from a client who bought a home about 12 years ago. She asked me about a topic I expect to hear a lot more about: How will proposed data centers near her home, if built, affect the value of her property? In replying to her, I realized the answer is much more complex than it may appear.

Potential concerns

My first response was that I expect her property value to decrease based solely on the fact that there is already evidence that people have a negative view of data centers. You don’t have to look far to find community residents saying “not in my backyard”. They cite concerns about

Noise: Data centers run industrial HVAC units constantly and also have electrical transformers, creating a low grade but constant hum.
Effects of water and electricity usage on residential availability: People worry about strain on water (especially during a drought) and electricity supply, as well as the potential for increased utility costs due to demand. Water pressure being reduced to a trickle is a specific concern.
Potential environmental effects: The need for electricity could require new power plants and increased greenhouse gas emissions would occur if the electricity used is not from renewable sources. In addition to concern over having enough water, how the centers’ wastewater is treated has been questioned.
Unsightliness: In addition to an industrial building and parking lot not being what most people consider scenic, there will be secuirty fencing and lighting, lots of cooling towers and large HVAC units.
Construction issues: During construction of any data center, there will be traffic congestion, noise, dust/dirt (think air quality)

Additional local issues

In many areas in the US, the proposed sites are “in the middle of nowhere” and are expected to be large, single compounds. Interestingly, in more densely populated areas, like the greater Philadelphia area, the proposals are for several smaller facilities. Having multiple data centers suggests additional disruptions. Some people believe that, as a result, entire communities will shift from feeling mostly residential to mostly industrial/commercial. Additionally, they are not particularly attractive and many complain that, living in a more densely populated area, they will change the visual landscape of their neighborhoods. People expect fewer parks and trees and a more industrial look to their suburban neighborhoods.

Validity of the opposition

Supposedly, they don’t generate much sound beyond that of their cooling systems, so the argument of them being noisy may be off-base. Similarly, they create no air pollution, like many factories. However, the amount of water required to cool them is immense. Concerns over not only scarcity but potential pollution depending on how that water is recycled, could be quite real.

Not enough data

Ironically, the reason it’s so hard to know what the effect of living near a data center would be is that we don’t have enough DATA to make an accurate prediction. So, on the one hand, there are plenty of people who fear the worst (and, therefore, might expect their property values to drop), there may be others who take a wait-and-see approach. I was thinking about all of these different points and reminded myself that my task was to help this past client determine if her property value would drop.

The role of herd mentality

Then it occured to me that there’s another significant factor to take into account. For home owners worried that values will drop, they may not wait to find out; they may sell their homes in areas where data centers are being built (or even proposed) to get ahead of that decrease in value. If enough people take that route, they could inadvertently create the exact loss in value that they fear.

Here’s the scenario (extreme, I admit) that could play out: several current residents decide to sell before their properties lose value. As a result, lots of homes in that area go on the market. Anyone who might be considering a purchase in that area is probably already thinking that the data center proximity could negatively impact the value. Now, in addition, there’s a lot of supply, which means prices will go down. Scarcity increases value; oversupply decreases it.

With the collision of these two events, residents who were going to take the wait-and-see approach will see that their homes are already losing value. So, at that point, even if the data centers are never built, they would be wise to sell sooner rather that later. I liken it to the stock market crash of 1929–it was the fear (not the reality) of the banks running out of money that led to the stampede of people to pull their money out. The depression that followed was due more to what people were afraid would happen than anything that actually had happened. And their response to the fear caused the exact situation they were hoping to avoid.

Best course of action?

So, while, from a certain perspective, it seems wise to see what the effects of living near a data center actually are, before (potentially unnecessarily) sounding the alarm. On the other hand, it’s easier to suggest that option if it’s not your property value that could be adversely affected. As more of these centers are proposed and, assumedly, some built, we will obviously have more information on which to base decisons about their affect on home values. Again, though, I understand my client wanting to avoid waiting if that choice proves detrimental. What would you do?

If you are relocating to the Philadelphia/Main Line area, please go to my blog page and search for posts using the relocation tag. Contact me to discuss your Philadelphia area relocation! jen@jenniferlebow.com/610 308-5973

Why has homeowners insurance spiked?

May 26, 2026 by Jennifer LeBow Leave a Comment

Homeowners insurance has risen steeply. — Wondering why homeowners insurance has gotten so expensive so quickly?

Homeowners insurance is often overlooked.

When people are considering a home purchase, the sale price, taxes and mortgage costs receive most of the attention. While the lender will estimate a monthly insurance amount, it is rarely a main point of discussion. As a result, buyers often don’t think much about it (or research it) until a few weeks before closing. In the last few years, many of those buyers have experienced significant sticker shock. Have rates actually gone up that much?

How much have rates increased?

Many of my posts caution readers that national real estate statistics don’t accurately reflect any local housing markets–and I stand by that. Real estate values, demand, and inventory are intensely local. Homeowners insurance works differently, though. Insurance companies spread risk across large regions and even across the country. So when insurers face massive losses from Florida hurricanes, California wildfires and Louisiana flooding, those costs ultimately influence premiums in other areas. Here in Pennsylvania, we are fortunate not to have an abundance of natural disasters (tornados, hurricanes, floods, fires, earthquakes) and our premiums have increased less than in many states. We are, however, still feeling the ripple effects of national averages:

Premiums are up roughly 64% since 2021 according to a Newrez study of 1.2 million mortgages.
ICE Mortgage Monitor reported insurance costs are up about 72% since 2019 nationally.
Before 2020, increases were much more modest — roughly 17% total from 2016–2020 in one major servicing dataset.

Why have rates increased so steeply?

1. Natural disasters and climate risk

This is the single most important driver of increased rates. Insurance companies are paying out more claims from hurricanes, wildfires, hailstorms, flooding and severe storms. Even states like ours that, historically, have not been considered high risk for weather-related claims have seen a measurable increase.

2. Rebuilding costs have exploded

Homes cost much more to repair and rebuild than they did 5 years ago. While lumber and other building supplies are not at the all-time highs we saw due to supply chain issues during COVID, prices are still appreciably higher than pre-COVID. In addition to increases in building costs, appliances have gone up and even the permitting costs have inched up. Furthermore, some analysts suggest that a reduction in the immigrant workforce will result in higher labor costs. When homes require repairs (or full rebuilds), insurance companies have to find a way to finance those claims. Raising premiums is the most direct way of covering those costs.

3. Insurance companies are playing catch up

We’ve seen a sharp increase in catastrophic weather events in the last several years. Damage to homes and corresponding insurance claims have caused insurers massive losses. In order to stay in business, they have to refill their coffers–higher premiums are the result.

In 2020, vs 2019, insured natural disaster losses saw a 40% year-over-year increase, (Reuters).
LexisNexis reported that catastrophic weather events accounted for 39% of all homeowners claims in 2020, the highest level in at least six years at that point.
By 2024, catastrophe claims represented 42% of all home insurance claims and nearly 64% of total loss dollars, another multi-year high. LexisNexis also found overall homeowner loss costs in 2024 were nearly 50% higher than in 2019.

rates increased
underwriting tightened
some insurers exited markets like California and Florida
others reduced exposure in coastal or wildfire-prone regions

How else has homeowners insurance been affected?

While the basis of this article is the increase in insurance premiums, other aspects of insurance have been affected as well. Underwriting guidelines have tightened as insurers are much more cautious (and ask a lot more questions) before they agree to insure any given property. For example, roof age has become a standard question, which it was not five years ago. Why? Because not only are roofs expensive to replace, but if they leak, the damage to the rest of the home can be particularly costly.

Depending on where you live, you may find it hard to even find an insurer. Again, states with the most/highest cost claims have been “dropped” by many insurance companies. Similarly, homes that may lie in more fire- or flood-prone areas (even in states that have not been dropped) may be subject to less complete coverage/reimbursement. Again, even though PA is not among the high-risk states, the insurance companies increase fees across the board to compensate for their losses, both historical and future.

What should you do?

Unfortunately, you don’t have much choice: you have to pay the prevailing rate for homeowners insurance and it has definitely increased. What you CAN do is be prepared to budget for it. Also, if the rate of climate-related weather events continue to increase, expect rates to go up similarly. There is one thing that may help you keep your costs under control and that is shopping for insurance every three years or so. Premiums automatically go up each year. If you haven’t made a claim, you are seen as fairly low risk and another company will want to offer you a reason to switch to become one of their policy holders. You are sure to find one who will offer you a lower rate than one that has increased your premium every year without a claim. So it’s a good idea to shop it every few years.

Waiving the Mortgage Contingency: A Cautionary Tale

May 14, 2026 by Jennifer LeBow Leave a Comment

Risks of waiving the mortgage contingency — Understand what it means to waive the mortgage contingency–it probably isn’t what you think.

Contingent on a Mortgage or Cash?

When you are writing an offer to purchase a home in Pennsylvania, the contract document (the Agreement of Sale) requires you to stipulate whether/under what circumstances you will be financing part of the purchase. In the old days, there were two choices . The first was that the purchase was contingent on the buyer receiving a mortgage (and, later in the document, the details of the amount borrowed, percent loan-to-value and interest rate were itemized). The second option was “not contingent” and was understood to mean it was a cash offer.

What is the Risk?

If a buyer had to back out of a transaction that was contingent on financing due to not being able to get the financing as described in the Agreement of Sale, the buyer was entitled to the return of deposit monies. As competition increased for the little inventory available, buyers began to check the box saying the purchase was NOT contingent on financing. For the buyer, it was still necessary to get a loan (the buyer did not have enough cash to buy the property and needed a mortgage to make the purchase). However, by checking that box, it meant that, in the event that the buyer did NOT qualify for a loan and couldn’t settle, the deposit would be forfeited to the seller.

Three Financing Options

The Agreement of Sale was recently updated to add a third option which specifies that the buyer will be obtaining financing but that the purchase is not contingent on the buyer receiving it (thus, allowing the seller to keep deposit monies in the event of a fall through). When buyers want to submit competitive offers, they know that the seller favors those that have the fewest contingencies and many people choose the new option. Remember, I am talking about buyers who have already been pre-approved and have no reason to think they will not qualify for a loan. However, we always have the conversation: what’s the risk level? I don’t want to lose my deposit, but I am pre-approved. What scenarios are there in which I’d forfeit my money?

Why Wouldn’t I Qualify if I’m Pre-Approved?

The most common one is that once the lender begins its due diligence, an overlooked detail is discovered that affects the lender’s ability to provide the loan. Here are some examples:

You’re self-employed, but have only been for less than two years
You will be starting a new job but not until more than 90 days from settlement
Some of your stock options have specific converting rules that disqualify them from counting as an asset
You have moved from another country and do not yet have established US credit
You’re in the middle of a divorce or there is a child support issue that is unresolved

Even if everything is in order, if your lender cannot, for some reason, settle by the stipulated closing date, you have technically defaulted. If the seller chooses to terminate the transaction (unlikley, unless he thinks he can get a better offer than the one he accepted from you), he would be entitled to keep your deposit.

How to Strengthen the Pre-Approval

One option to further reduce your risk of not qualifying even after receiving a pre-approval is to ask the lender to “put you through underwriting”. Keep in mind that most pre-approvals are based on your answers to a standard set of questions. It is only once you have an executed contract and formally apply for the mortgage that the lender reviews all of your pay stubs, tax returns, W2s, etc. If you have gone through the underwriting process, it means that all of that paperwork has been reviewed. It also means that unusual situations that could cause problems have been identified and dealt with through a much more rigorous round of questions.

Which Option is Best for You?

The more contingencies you waive, the more attractive your offer is to a seller. However, you have to consider your risk tolerance in order to make the best choice when filling out the Agreement of Sale. If you need a mortgage in order to settle on a property, you will only want to waive the mortgage contingency if you are quite confident you will qualify. Think carefully whether the level of risk is worth losing your deposit over–and how badly you want the house will greatly affect your decision.

10 Reasons It’s So Hard To Buy A House Right Now

March 18, 2026 by Jennifer LeBow 2 Comments

Why is getting a house so challenging? — Wondering exactly why it’s so hard to be the winning bidder for a home these days?

The Main Line Marketplace

Any prospective home buyer looking to buy a house on the Main Line or other Philadelphia suburbs knows how competitive the market is. There are a lot of theories about why. In reality, several reasons exist that have caused the current situation. :

Extremely Low Housing Inventory

There are simply not enough homes for sale relative to the number of people who want to buy them. Why?

The “Seller’s Trap”: Owners Won’t List Because They Have Nowhere to Go

Low inventory feeds on itself. Homeowners who would normally sell their starter home and “move up” hesitate to list because they fear they won’t be able to find a new home. By staying put, they further reduce the already tight supply.

The Mortgage Rate Lock-In Effect

Millions of homeowners refinanced or purchased homes during the ultra-low interest rate period (roughly 2020–2022) when rates were often 2.5–3.5%. Moving today could mean financing at 6–7% or more, which could double their monthly payment even if their new house is worth marginally more than their current one. Many owners don’t see enough benefit to justify the massive increase, so they stay where they are.

Supply Shortage Effects

When too many buyers are in the market for too few homes, prices rise. The limited inventory also leads to multiple offers, bidding wars, waived mortgage and inspection contingencies, and all-cash offers, making it harder for the typical buyer using financing to compete.

The Growing Gap Between Income and Home Prices

About 30-40 years, a typical home cost roughly 2–2.5× the median household income. Today, in our market the ratio is 4× income or higher. Wages have not kept pace with housing appreciation, so even buyers with stable incomes struggle to qualify for mortgages or accumulate down payments.

Higher Mortgage Interest Rates

Mortgage rates dramatically affect affordability. Even if home prices stay the same, higher rates increase monthly payments. For example, a buyer borrowing at 3% vs. 6% faces hundreds or even thousands more per month, reducing purchasing power.

Student Loan Debt and Consumer Debt

Many younger buyers carry significant student loan balances or other debt. Higher debt levels can:

reduce mortgage qualification amounts
make saving for a down payment harder
increase debt-to-income ratios

Rising Insurance and Property Tax Costs

In some areas, property taxes and homeowners’ insurance have risen sharply. With the increase in climate-related damages, insurance costs are expected to continue to rise. Lenders factor these into monthly payments, so buyers may qualify for smaller loans than expected, limiting what they can purchase.

Demographic Demand From Millennials

The largest generation in U.S. history—the millennials—is currently in prime home-buying age. (Side note: due to the recent spike in cost and competition for homes the average age of first time homebuyers has risen steeply to an all-time high of around 40 years old.) A large wave of buyers entering the market simultaneously increases demand and intensifies competition for the limited supply.

Larger Down Payment Requirements Relative to Savings

Even when buyers can afford the monthly payment, many struggle to accumulate the tens or hundreds of thousands of dollars required for down payments and closing costs, particularly in high-price markets.

Appraisal and Lending Constraints

In rapidly rising markets, appraisals sometimes come in below the contract price. When that happens, buyers must bring additional cash to closing, which many cannot do.

Rising Construction Costs

Nationally, after the 2008 housing crash, many builders went bankrupt or dramatically reduced construction. The U.S. has been underbuilding housing for more than a decade, creating a cumulative shortage estimated in the millions of homes. Additionally, where there might be land to build on, these increased costs discourage builders from constructing lower-priced starter homes, (due to lower margins) which are often the segment most needed.

This point doesn’t pertain as much in our area as in places where there tends to be a lot of new construction (where there’s more available land). That lack of land to build on, though, means that the Main Line area is not going to see many additional homes built. Increasing demand with no additional total supply only increases competition for the limited houses that exist.

Finally, the rising costs of construction (materials, labor, permit costs, trucking expenses, etc.) does affect the cost of renovations, which are often desired here where the housing stock is older.

Review the Agreement of Sale Ahead of Time

February 23, 2026 by Jennifer LeBow Leave a Comment

Review the Agreement of Sale early on. — Be sure to walk through the Agreement of Sale document with your agent long before you plan to submit an offer.

What is the Agreement of Sale?

The Agreement of Sale (AOS) is the document that, when filled out and signed, becomes your formal offer to buy a home in Pennsylvania. It is 14 pages long. There is a lot of very fine print. There are also several blank spots that may be or must be filled in. It stipulates everything that buyer and seller are bound to do and how they need to be done.

Why Should My Agent Walk Me Through It Before I Make an Offer?

The boiler plate language of the AOS explains the deadlines, the responsibilities of each party in the transaction, details regarding the transfer of the property as well as how and where monies are held and distributed, legal ramifications of any violations and more. It’s vital to understand your obligations, risks as well as what you are entitled to in any real estate purchase before you even think about the specific house you might bid on. Clarity on those rules will color your choices as you “fill in the blanks” of an offer.

The parts of the offer that require decisions (the “blanks”) are what will make your offer unique, vs. other offers. In order to write your best offer (meaning one that has the best chance of being accepted while not pushing you beyond your financial or risk tolerance boundaries), it’s key to understand how, for example, the settlement date, expiration date and mortgage contingency can be made most appealing to a seller. It’s equally important to know how to protect yourself and reduce your risk. There are multiple ways to craft an offer and every single “blank” is a potential strategy point. You should understand how each one should be used in your specific scenario.

In our marketplace, most houses receiving multiple offers where buyers rarely have the chance to negotiate (you often must submit your highest and best offer and the seller just chooses one). Additionally, you frequently have very little time to put an offer together before it’s due or before someone else submits one that is accepted. So the stakes are high, you may have no opportunity to negotiate and you will likely be pressed for time. Does that scenario sound like one where it doesn’t matter if you’ve never seen that 14 page document before?

What Do I Risk if I Haven’t Reviewed it Prior to an Offer?

Can you and your agent put together an offer if you have not previously seen the AOS? Of course. The difference is that you may not fully understand the deadlines, what happens if you miss them, who is responsible for what, how/why you are entitled to the return of deposit monies, what happens if you can’t settle on time…..If you are not clear about those things, you could inadvertently being putting yourself at much greater risk.

If your agent hasn’t had time to discuss the strategy with you (like how the mortgage contingency and potential appraisal gap work, how the amount and timing of your deposit affects the strength of your offer and how to mitigate an inspection contingency, for example), you will be in a weaker position as far as making your best offer.

Preparation is Power.

Think of it like using a tool for the first time for an important project instead of practicing with it ahead of time. If you’ve had the chance to review the document and ask questions, you will have time to mentally process all the different ways you can write the offer. Then, when the time comes to submit one, you will understand how different choices affect your level of risk as well as appeal more (or less) to a seller. Then you can confidently, with the help of your agent, know that whatever offer you submit is truly your best offer. Make sure you have your agent walk you through the AOS early in the process. You will feel more in control if you know that you understand it.