2017 Ford Escape - Why is his pricing different?

Negotiating a lease on a 2017 Ford Escape SE with Entertainment Package 201 (has SYNC 3 so it can do Apple Carplay).

Titling the Car in MD, dealership is in VA

Original MSRP: $27,885.00
Less Internet Discount: $4082.00
Less National Rebate: $1,000.00
Less Lease Conquest: $1,500.00

Internet Price of Vehicle: $21,303.00

Processing Fee $589
Freight: 895
Gross Receipts Tax: $41.99
Maryland Titling Tax: $1517.22
Maryland DMV Fee: $196.00
Maryland Title & Inspection Fee: $160.00
Maryland Lien fee: $20.00
Total Maryland Taxes - Tags - Fees: 3419.21

Total Delivered Price: 24,722.21

Term: 36 Months, 10,000 miles
Quoted Residual %: 56%
Quoted Money Factor: 0.00062
Quoted Per Month cost: $322.41

When I run these numbers through the calculator I’m getting $278 (which is exactly where I’d like to be on this).

Any ideas how he is getting to $322.41?
Thoughts on what I should counter with/how I should counter?I’m thinking I start at $230ish.


What is the drive-off cost in your quote? Is it the same one you get using the lease calculator?

Got two screengrabs from the dealer. Can anyone help me decipher these?