Ken Marlin

But sometimes people have to understand the other guy's perspective.

I always tell people there are no risk-free transactions.

And so often the question is how much risk is there and really reasonably who should assume that risk?

And we've seen both buyers who don't want to assume any risk whatsoever, which is not reasonable, and sellers who sometimes don't want to assume any risk whatsoever, and that's not reasonable either.

So sometimes we have to help people understand what's reasonable.

That's right.

I thought that was going to be eight, and two of those deals slipped into 2017.

So as I said, one closed today, and we have another one that we expect to close shortly.

Oh, for many people, there is a certain...

There's clarity that comes with starting the year clean and fresh.

We have a number of buyers who would like to start the year with the acquisition that they're trying to make.

Oftentimes, we have a lot of sellers who would like to get something done early.

by the end of the year just because it's clean to end the year that way.

We're not particularly focused on when some deal closes.

Do I really care if it closes in late December or January?

I don't, but we do see people who sometimes do care.

So many different reasons.

The one that drives you the most crazy.

I would say that there are many that drive me crazy.

I would say that from a seller's perspective, we always tell a seller that