And so I think we feel pretty good about at a minimum doing 2.5 for the quarter. But we pointed it out, you’ve acknowledged it that’s not where we’re used to being, that’s not what we want to get back to. I think one of the things we saw in the first quarter was that price by itself doesn’t create buyer momentum. So changing incentives to convince a discretionary buyer to buy a home it’s a part of the equation, but it isn’t the only part of the equation. So I think we are trying to turn that dial kind of carefully. We are absolutely be competing for buyers and where market conditions at a community dictate a different base price or a different incentive or a different, included feature package, we’re not afraid to compete. But we’re seeing enough traffic and enough confidence and we have had the ability to remove some of the special incentives, which are tantamount to price increases that right now I think we’re trying to see can we sustain the level of activity rather than trying to chase the next buyer with another incentive.
So in this range depending on the community and certainly depending on the city, we’re kind of on both sides of the way you frame that. But overall, I think our bias is to slowly ramp the sales pace rather than dramatically go chase the sales pace. And I know it’s a long answer, but it is kind of a complicated issue.
Alan Ratner: No, that’s really helpful. I think it certainly walks through the way you guys are approaching the business, which is probably a little bit different than some others right now. So it’s helpful to hear how you’re thinking about it. Second question on the land market. So you guys were a bit later than others to kind of really ramp your lot count, I think early in the pandemic, rightfully so, you were focusing more on the balance sheet and liquidity. And if I look at your growth and loss, it really all came in ’22, maybe the tail on ’21. And you haven’t walked away or doesn’t like you walked away from any meaningful amount of lots right now, but at least what we’re hearing is that while sellers are willing to adjust take down terms and things like that, we haven’t really seen any capitulation either from some land owners on the options or land sellers on price.
And assuming that doesn’t happen, kind of puts you in a little bit of a tricky situation I guess if these deals that you tied up later in the pandemic no longer pencil or maybe they pencil at subpar margins. So how are you thinking about the land market? How are you thinking about what opportunities there might be? Do you think there will be capitulation on price or do you envision a stalemate potentially impacting your growth in €˜24 and beyond if you don’t see pricing come down?
Allan Merrill: There’s a book in that question, Alan. Here’s kind of my take. First of all, and I don’t want to be argumentative mathematically where the control lot showed up does appear to be in €˜22. But remember those deals would have been, I identified six, nine and 12 months before they were approved and contracted. So there was an awful lot of euphoria in the market on the pricing side that happened after we achieved deal terms with the underlying sellers, whether it was on a purchase or on an option contract. So the fact that something showed up in our reported control in ’22 isn’t necessarily indicative that that’s the point at which we tracked it. I mean, we didn’t change our underwriting process. We still have the same documentation required, the same turn requirements and it’s burdensome and it takes a while.
