Posted on: September 19, 2019

Many wholesalers typically find their first deal within 90 days from the time they first started. Today’s guest however defied the norm and found a deal in just 31 days!

Pete Christianson is an exceptional rhino who loves to help others through wholesaling. While the doting dad of 2 has been working for corporate America for over a decade, he still felt he wanted to do something else. Fortunately, he found wholesaling though his pastor and he has not looked back.

Even with a significant sales experience, Pete still felt nervous prior to making his first few calls. However, he didn’t let his nervousness get in his way. He still took massive imperfect actions, followed instructions strictly, and 31 days after, he’s $5,000 richer!

Regardless if you’re still trying to find your first deal or about to close your nth one, you’d definitely love today’s episode. It’s filled with amazing insights and practical gold nuggets so don’t miss it!

Key Takeaways

  • Three different ways to source opportunities
  • What his mindset is prior to picking up the phone and calling people
  • Why it’s important to pre-qualify every single time
  • List where he found his seller
  • What he used to skip trace
  • Six responses homeowners give
  • What his experience was like the first time he called people on the phone
  • What the best way to negotiate is
  • What the fundamental principle of TTP is
  • His advice to people who are starting out
  • Why it’s important to have a mentor
  • What you should focus on if you want to become a good negotiator
  • How people can get in touch with him

RESOURCES:

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Episode Transcription

Brent Daniels: Welcome back to the Wholesaling Inc. podcast. I am your host, Brent Daniels and I am absolutely thrilled that you are listening to this podcast. If it’s your first time, welcome.
If you are one of our loyal Rhino tribe, Rhino nation listeners. Thank you for making this podcast so incredibly special. Cody Hofhine, Tom Krol and myself every single episode, try to bring you the absolute best instruction. The best ideas, the best psychology and the best interviews from amazing people around the country.
It’s our absolute pleasure to do this time and time and time again and keep this podcast going. And keep it being full of energy and enthusiasm and passion for this wholesaling business, because this wholesaling business is a cash machine.
It is the answer you’ve been looking for. It is absolutely hitting the lottery. It is so much fun and you provide so much value to the community and that’s why you can make so much income. So much money in this business.
It’s absolutely phenomenal. And to bring that energy, to bring that passion, to bring that enthusiasm. I have an incredible man, incredible wholesaler from Louisville, Kentucky with me. Everybody, say hello to everybody. Pete Christianson say hello.

Pete C.: Hey, what’s up Brent? It’s an absolute honor to be on the podcast with you. Thank you so much for having me.

Brent Daniels: Let’s bring some energy. Let’s bring some enthusiasm. Let’s get everybody that’s driving in their car or maybe watching this on the YouTube channel. Let’s provide a ton of value, which I know we will. So let’s set the foundation and see and learn and hear about you. Give me your background. Who are you?

Pete C.: Yeah, absolutely. So I have a background in sale and really just general failed entrepreneurship. Though I’ve been in Corporate America for the last 10 years or so, maybe longer.
And essentially I’m looking to make a transition into something I have real passion about. And for the first time in my working career, I found myself in between work. And so I’m married with two kids.
I have an amazing wife, Bethany. We’ve been married for over eight years and two little girls at home. And for the first time in April of 2019 I feel myself at a loss. I’m like, what is going on here? I need to find a job.
And so I’m searching for a new opportunity and I was meeting with my friend, who also happened to be my pastor. He told me about this idea, this concept of wholesaling and I said, “wholesaling? That’s legal? That’s what I want to do.” And so that was April 23rd of this year and I haven’t looked back since.

Brent Daniels: Awesome. So your pastor is the one out there? Is he actively wholesaling as well?

Pete C.: He’s not, no, he actually was a tribe member. He did it for a little while. But I think just with the combination of a busy job and a family, growing family. I think it was just a lot on his plate. So, but he’s been an amazing resource and sense of encouragement. It’s been awesome to have him in my corner.

Brent Daniels: Okay. So that beautiful wholesaling seed is planted in your brain. What do you do next?

Pete C.: Okay. So I’m old enough to know that if I had somebody around me that’s been where I want to go. I’m going to get there a lot faster. And so I started going on the internet looking for you … I went on YouTube University and I started looking for as much information as I could find.
And I came across this crazy video of actually you Brent driving around Phoenix, Arizona. Driving for dollars, writing things down on a legal pad. And I thought I can do that.
And I kind of like this guy and I had remembered Andy who I’d met with earlier. He told me, your name had stuck out my mind. And so I’m like oh, this is the guy Andy had mentioned to me.
And so I just looked into doing the TTP program and really, I knew that it was going to help me go a lot faster and farther. Than if I tried to figure all this out on my own.

Brent Daniels: So you went just green right at it into the TTP program?

Pete C.: Yeah. I mean I waited a week to join, but I think I joined May 1st or something like that. I had a call with Bart who is really awesome and very kind and he helped me get things going. And then we talked later that day.

Brent Daniels: Awesome. And you got in and the incredible thing is you got in. And I think it’s a part, a percentage of it is you have a sales background, which I think is a huge benefit when you get going in this business. Especially when you get going and you want to go in a proactive direction.
When you don’t want to do marketing, you want to do prospecting. And there is two different sides to the business or two different sides to sourcing opportunities. Which that’s all it comes down to, is sourcing opportunities.
It’s either you market or you … Well really there’s three ways, you market, you prospect or you wait for referrals. But what you decided to do is, you’re like hey listen, I already know how to talk to people right? You’ve been talking to people in your life and your professional life for years, right?

Pete C.: Yeah, absolutely yeah. I had actually the last five years been inside sales role. So I was managing sales reps. I was one myself and had found success there and honestly, I thought, man this TTP program is for me.
I already have a skill set there. I just need to know the mechanics. I need that, be encouraged and obviously I learned a ton from going through your program. So thank you for that.

Brent Daniels: Yeah. Well anybody that’s wondering what Pete’s talking about or what I’m talking about with TTP. It just basically stands for talk to people. It’s just the basic philosophy of the more quality conversations that you can have with distressed property owners.
The more deals you’re going to do, the more money you’re going to make, the more success you’re going to have. It all comes down to, it doesn’t matter if you’re doing marketing, referrals or prospecting.
It’s going to come down to talking to people. So we just choose us crazy people. Choose to be proactive about it and not wait around for the conversations to come to us. But to go out and attack those conversations in a respectful and meaningful way. And be able to have impact on truly distressed property owners.
Here’s the thing about wholesaling. Wholesaling is all about finding a problem that you can solve, which means that the sellers have to have some sort of distress. Now there’s a million different reasons for it. There’s a million different motivations for it.
You’re not looking for the person that wants to sell their house retail. You’re not looking for the person that just upgraded it and put a ton of money into it. You’re looking for properties that are typically run down. Typically, they have some sort of issue, some sort of distress there.
Whether they just inherited the property, whether they owe taxes on it, whether they’re for closing on it. Whether it’s been a rental for a long time and they’re just tired of the upkeep. Whether they just can’t keep up the property just physically or financially.
And so with those people, they need somewhere to turn, and they want to turn to somebody that’s going to give them a cash offer. An opportunity to sell their property without having to pay real estate commissions.
Without having to pay title and escrow fees. Without having to go through inspections and all the other things that go through with traditional real estate. So that’s where we come along, right?

Pete C.: That’s right.

Brent Daniels: That’s where we’re introduced into their life because Tom Krol says it best when he says, “people will trade equity for speed and convenience.”

Pete C.: Absolutely.

Brent Daniels: So, done with my little soapbox there. Honestly Pete. So you go out there and you start taking action like right away. You start following the instructions in the program.
You get in there and then … This is something interesting and I’m going to take a little side path here, because I think it’s really important. Because I think that you can have all the tools, right?
You can have everything set up for you. You can have the step by step. But if you don’t have the right psychology, the right mindset to actually take action. Then you’re always going to be stuck saying, “Well, I should do it, but I didn’t.”
What is your psychology when you’re getting ready to pick up the phone and actually press go? What are you thinking about? What’s going through your head? Maybe you’ve already been trained because you’ve done so much inside sales, but like go back to young Peter.
When you first started getting on the phone. How did you build up your psychology, the mindset to be able to talk to people all day every day?

Pete C.: Well, I’ll tell you a secret, Brent. It’s not really a secret for those who are successful in wholesaling. This business is all about serving other people. It’s all about helping them.
And when I go to pick up the phone, I need to … I actually heard this from you one time on a previous podcast. I need to think, I am calling this person to serve them. It’s not that I’m calling to sell them something or to buy something from them.
I’m calling to connect with this person. To build a relationship and to help them out of a burden, because these distressed property owners, they need help.
They’re stuck in a place and they don’t realize that they can sell their house because it’s usually in a pretty poor condition. And so my mindset when I go to pick up the phone and I press go.
I’m thinking, I’m going to connect with this person and provide them a ton of value. I’m going to build trust with them and I’m going to solve their problem. And that’s essentially it.
Of course the negotiation piece comes in, but really I think negotiation is trying to solve other people’s problems in real estate. Because once they trust you and they have some … Once there’s some relationship there, then they’re going to go a lot further.
They’re going to open up to you and share really the motivation behind why they want to sell. So my goal was to help serve them and understand why they want to sell. And then help see if I can solve that problem.

Brent Daniels: And that’s huge. And that’s part of pre-qualifying those sellers. We talk about the four pillars of pre-qualifying based on the condition [inaudible 00:11:20] listen.
Anybody that’s just listening to this. If you haven’t heard this. There’s four things that you need to pre-qualify every seller to see if they actually have a problem that you can solve.
These are the four things, the condition of the property, their timeline to sell it, their motivation to sell it and the price. If you know those four things, or if you ask those four things.
Then you can truly, truly, truly understand if you can solve a person’s problem or if you’re just wasting their time. Or if they’re just looking to see … to get an offer out of you, but they really don’t have a problem that you can solve right now. It’s absolutely critical, especially when you’re starting out.
If you’re just starting out on this, you get so excited. You get so excited for anybody that’s talking to you that’s so nice. And they’re being gentle with you and they’re not angry and they’re being really … They’re having a good conversation with you, right?
And you feel so excited that you rush out to their house. And you go to the appointments and find out that they don’t want to sell. So it is important to pre-qualify every single seller every single time.
So that you can understand if truly, like Pete was saying, you can serve them. So it’s absolutely phenomenal. So let’s get in the nitty gritty because this man right here. Listen, I’m going to glow for you for a little bit. I’m going to … He got his first deal in 31 days. Okay.
Literally 31 days from starting, he got his first deal and that is just an incredible achievement. Typically, I would say if you’re getting into this and you’re wondering what the timeline is. Typically, if you’re working at this hard 20 hours a week, it’s within 90 days that you get your first deal. He did it in a third of the time. So how did you do it?

Pete C.: Honestly, Brent, I can only give the glory to God. That is not me. But obviously I’ve heard a great saying, you get lucky when you work hard, because honestly I was working hard.
I was following what you said to do. I was making calls. I was driving for dollars and when I connected with the seller on the phone, he was a nice guy. And I’ve pre-qualified him on the phone and he was just a really great guy.
He actually was experiencing some health challenges, which I didn’t learn about until I actually met him on the property. Yeah. So I don’t know if you want me to get into it right now?

Brent Daniels: Sure. Yeah.

Pete C.: And break it down.

Brent Daniels: So break it down, let’s put this in exercise, the four pillars. So what was the condition of this property?

Pete C.: So this was a property that they built in 1979. It was 40 years old and it was going through a full rehab. So he was in the middle of rehabbing it. So the sub floors were exposed. The bathrooms were demo’d and he had new stuff he was going to be putting in the bathrooms.
It needed everything. It needed paint, flooring, the whole nine except for the roof. The roof is in great shape. But I came to the property, we talked on the phone initially and he told me he drew out a price over the phone.
He said 175 and I was thinking, okay. Well that’s in the ballpark because this thing fixed up is going to be about 245, 250. And so I came out … I also talked about the timeline to sell and he was ready to sell.
This is what he said Brent. I said, “Would you ever consider an offer on your property?” And he said, “I hadn’t thought about it.” He thought he needed to fix it up to be sparkling clean and perfect before somebody would buy the property.

Brent Daniels: Right.

Pete C.: And this is a man who is a very successful businessman, own multiple homes in different states. And he had never thought about somebody just coming and buying his house, not fixed up. And so it was just a perfect timing. He was right in the middle of it, experiencing challenges and didn’t want to deal with it anymore.

Brent Daniels: Well then. So the property … I mean, how much in repairs do you think?

Pete C.: Depending on who you are, if you’re in construction it’s going to be cheaper. But I estimate it around 25 to 30. Other people estimate it around 37,000. It was a pretty big job, but it was very straight forward. Everything structurally was great. There was no issues there.

Brent Daniels: So the property was vacant?

Pete C.: It was vacant.

Brent Daniels: Awesome. So it’s vacant and he’s getting some work done on it. Did you get it from a [inaudible 00:15:36] list. Did you get it from a different list?

Pete C.: I got it from an absentee owner high equity list. And here’s, I forgot to … on ListSource. Yeah, listsource.com. Here is one cool thing is when I called him. I called him about a different property, the one that pulled from ListSource.

Brent Daniels: There we go.

Pete C.: And he said, “I have that fully renovated and I have a renter in it. I’m not really interested in selling it.” And I said, “Don, I completely understand. Do you have any other properties that you might consider selling? Maybe something that needs a little love?” And he said, “I got this other one.” And that was the one.

Brent Daniels: That’s the one. That’s turning a no into a yes. I mean … I following up that, it’s in our script, obviously the TTP script. That if they say no, that’s the natural question to ask, but I’m telling you.
I am telling you we get at least a dozen deals a year. At least once a month we get a deal from that second question, we do. People sometimes when you’re calling them, and the nice thing is that the specific thing that you said right there was amazing.
Something that needs a little bit of love, right? Do you have any other properties that maybe need a little bit of love? Because here’s the thing, you don’t want to cause friction in these conversations, right? You don’t want to cause a lot of, you don’t want … Words matter.
You don’t want to use a lot of verbiage that are going to be too aggressive. So when you go with something like the word love, it needs a little bit of love. All of a sudden they start feeling. If you were to say, do you have anything that’s just trashed? Do you have anything that’s just totally beat to hell?
You know what I mean? It sounds a lot different than Hey, do you have anything that needs a little bit of love? So everybody listen out there, boom. There you go. There’s something there for you so incredible. So you get it from a ListSource. You skip trace it I assume. What do you use the skip trace?

Pete C.: I use Batch Skip Tracing and use a TTP code. Got the discount and then call, just uploaded my list to Mojo Dialer and started calling people. And believe it or not, this was one of the first days I was calling. I ran into this guy on the phone and it went from there. So.

Brent Daniels: Love it. So he got the address from listsource.com. He went to batchskiptracing.com for the accurate phone numbers. Which if you use the TTP code, you get it at 18 cents an address, 17 cents, one of those. Yeah, 18 cents an address instead of 23 or 30 or whatever it is, put it into your dialer and you press go.

Pete C.: That’s right.

Brent Daniels: I love it. And then all of a sudden you’re just using the script.

Pete C.: Yeah, it’s an amazing script. It’s very straightforward and the script is really just to get the conversation going. Once you’re talking to them, you’re connecting with them, you’re trying to relate to them. You’re building trust.

Brent Daniels: It’s a skeleton. The script is just a skeleton. The script is just to keep you there. The first four seconds on a cold call determines the next 30 seconds, right? So you’ve got to give the first four seconds and then you get 30 seconds. And then you can ask the question, would you consider an offer on their property?
Once that happens, you only get six responses. Am I wrong about that? You’re only getting six responses, right?

Pete C.: You’re actually right.

Brent Daniels: You get yes, no, maybe also in the future, how much will you give me? Who are you and how’d you get my number? There’s only six responses guys. Learn how to respond to those responses and you can keep the conversation going. It’s amazing. So proof right there. Pete just confirmed it, you only get one of those responses. So you are rocking and rolling. You press go. You’re starting to talk to people. How is it the first time you get on?

Pete C.: Honestly, it’s weird. I felt nervous when I first started calling people on Mojo and I have lots of experience. I have thousands of hours on the phone and yet I’m still nervous.
So don’t worry about being nervous. You’re just calling to serve people and if they don’t want to sell, put them on the no list and keep going. Because there’s so many that wants to sell.

Brent Daniels: Yeah. So you get that property, you lock it up, you sell it. You get it out there and you sell it. How did you do?

Pete C.: I did pretty, I did okay. I think for my first deal I was happy with it. So I got it under contract for 165 and then turned around and sold it for 170 so made five on it, 5,000.

Brent Daniels: Awesome. So first deal 31 days, you get $5,000 you go from … I like saying going from belief, believing you could do it to a fact. You said from faith to fact before we got on this podcast, which I love.
I love both versions of it, but it’s absolutely true guys. Here’s the thing. When you’re starting out and you’re like, I think I can do this, I believe I can do this. I have faith, I can do this. And then all of a sudden you were holding a cheque services, for doing this, for going through the whole process. From going to start to finish and you wholesaled do your first deal. All of a sudden it opens up the flood Gates. You can do this, you can do this. So hold on a second.

Pete C.: Yeah, I’ve been waiting for that.

Brent Daniels: Everybody in this building loves when I do that, trust me. But absolutely. Congratulations. IT’s just proof that you don’t overthink it. You take instructions, people listen to this podcast can take literally this podcast between you and I here and implement things right now.
It’s just getting into that psychology, that mental. You, put it perfect. You are coming from a perspective of how do I serve the community? And that’s absolutely what it’s about. You know what I mean?
That’s what gets you up. That’s what gets you enthusiastic. And I think something that really comes across, and I hope people watch this on the YouTube channel at Brent Daniels Real Estate. Because they can see you see your sincerity, put a face to the voice. But really guys, he’s coming from a place of, he’s not going to get into a rut, which I find happens all the time with people.
When they make dozens and hundreds and thousands of calls. He gets every conversation that Pete has, that person’s the most important person, right? That person, he makes him feel like the most important person that he’s talking to.
His enthusiasm, the way that he talks, the way that he comes. The energy that he brings to his calls, the energy that he brings to this podcast, to this video on YouTube. I mean it’s just, that is the secret sauce.
You got to make people feel like you are there. Do you ever … sometimes I hear it because I listened to a lot of recordings Pete. I listened to a lot of recordings for the students and for my own prospectors.
And you get it, you hear this rut, they’re sitting down, there is no enthusiasm. They’re not … It’s almost like, have you ever been to a party or networking event, and you’re talking to somebody and then all of a sudden they’re just looking around?
You feel terrible. You know what I mean? But if you can focus in and use your listening skills and really focus in and listen and respond to what people are saying. And confirm and approve what they’re saying. They feel that that trust, like somebody standing there looking you in the eyes and really giving you the time and the respect that you deserve. And I think that’s [inaudible 00:23:02]

Pete C.: They feel validated because we all want to feel validated and important. And if you listen to somebody, it helps them feel important. Essentially you are giving value by listening and that’s the best way to negotiate, is to listen and gather as much information as possible. So that you really understand the context and why this person even wants to sell, if you can solve their problem.

Brent Daniels: Yeah, that’s it. So now you did your first deal, you’re off and running. Are you being consistent? Are you staying up? How’s your … you got leads in your pipeline, you’re getting this thing going, you’re getting this thing rolling. How does it feel?

Pete C.: It feels amazing. I’d like to have another deal right away. I don’t have another one locked up yet but I think I got a lot of good leads and a lot of opportunities in the pipeline. I’m writing offers. Well, every time I go to a property I’m writing an offer.

Brent Daniels: You’re [inaudible 00:23:55] tomorrow, right? Or is that today?

Pete C.: I’m hopefully going to be walking through one tomorrow. We’ve already kind of agreed on the price over the phone and I’ve seen the property number of times. So I think it might be a real possibility tomorrow. Yeah.

Brent Daniels: I love it, it’s just, it’s super important. I think that the theme of this podcast is getting your first deal done. Getting it done as soon as possible. Getting into it that this is a fact that you can do this business.
I don’t care if you make $100 or if you make $100,000 on your first deal. Obviously one impacts you, but sometimes I’ve seen, honestly, Pete. I’ve seen people make $100,000 on their first deal or 50,000 or 30 and never do a deal again.
They never do a deal again because it was just so big. Then all of a sudden they have this big cheque in their account and then all of a sudden they start overthinking.
They start saying, “I need to hire all these people. I need to go and do all this other kind of marketing. I got to go and build this and I got to do a CRM and a website and all this other things. And they get distracted from the fundamental principle that is quality conversations with distress property owners.
So I have seen a ramp up longterm. If you look at the long term trajectory of people that have really done amazing things. They all almost exclusively start out doing a deal that’s 2000, 3000.
The first deal that I did, I got paid 2,500 bucks as as a commission. I didn’t even get the assignment fee. But I built it up and built it up and built it up and it was enough to keep me motivated, was enough to keep me. If I imagine if I would’ve gotten a huge deal off the bat, I don’t know where I’d be.
I honestly don’t. I thInk I would let it go to my head. I think. I think that I could do that every single day and I think that it would dilute my efforts a little bit.
So I love that you got a $5,000 deal 31 days into it. No, it’s not life changing a massive deal that we talk about, but you’re taking the steps to get there, and I absolutely support and love that.

Pete C.: Yeah. I’m super grateful. It happened, it worked. Wholesaling is a legitimate form of business to provide tons of value to the community. This house is going to get fixed up and improve property values in the neighborhood. I helped a homeowner get out from under something he can’t handle anymore due to his health. So it’s a win for everyone.

Brent Daniels: Awesome. Yeah. Well, and wrapping up this podcast, let people know how to get in touch with you and also … well let’s do this. Before you do that, skipping ahead a little bit. Do me a favor. Give some advice for people just starting out because this was you 90 days ago. Give some advice for people just starting out.

Pete C.: Okay, Brent, if I could give some advice, whether you want to be great at basketball or wholesaling or anything. You got to get around people that are doing it and doing it that well. And so I’m a firm believer of learning from others that have gone before you. And so I’d get on a strategy call with you.
You didn’t tell me to say that. Nobody, I just believe in the program. If it’s not with TTP or wholesaling, go with somebody else. But you got to get a mentor to help you because you’re going to waste your time trying to figure this out on your own.
It’s just you can learn so much more from other people that have already done it. So I’d say, get connected with somebody that can help you and walk with you and just start taking action. Quit thinking about it. You know what to do. Brent just laid it out in the podcast, what to do.
Find a property that looks stress, get in touch with the owner, will come up on the PVA, skip tracer number and then call them and say, “Hey, would you ever consider an offer on your property?” And they’ll say, yes, no, maybe who are you?

Brent Daniels: How much and how’d you get my number? That’s it. Yep.

Pete C.: So, you know, I would just say, do that. Start taking action. If this is something you want to do and serve others, you’re going to succeed at it. If you’re trying to swindle people, they’re going to smell it a mile away, and they won’t want to talk to you or do business with you.
So you just really got to have that posture when you’re coming to people, Hey, can I help you? Is there anything I can help you with? And that’s what I would say is get a mentor.
One gold nugget that I was thinking about, what would I like to share on the podcast is I heard this in Jay Scott’s book the other day on negotiating real estate. And he said, if you want to be a good negotiator, focus on solving problems.
And so I really try to understand your seller’s motivation because when you understand their motivation and what their problem is, then you can try to solve it. And, if you can solve their problem, then you can sell their property.

Brent Daniels: Yep.

Pete C.: It’s that simple.

Brent Daniels: Love it. And you’re just outside of Louisville?

Pete C.: Yep.

Brent Daniels: What town are you in?

Pete C.: Shelbyville.

Brent Daniels: And how can people get in touch with you if they want to reach out to you?

Pete C.: Yeah, they could get me on email. It’s pete@newhopehomebuyersllc.com. You can call me on my phone, 5026456276.

Brent Daniels: You’re bananas. You’re just absolutely, you’re a wild man. I’m telling you. Okay. Get ready, all I’m saying reach out to him guys. I mean talk to people. That’s what it’s about. He just gave you the opportunity. Reach out to him, talk to him.
Especially if you’re in the area, especially if you want to network, especially if you’ve got deals. Talk to him and reach out. Pete, I want to say thank you so much for joining us on here. It was a real, real pleasure. You are an incredible guy.
You’re going to have an incredible business and I’m excited to see it just explode and flourish and just provide you and your family with all the opportunities that a lot of income provides.
So, and for everybody else out there listening, if you are interested in joining the most proactive group in real estate investing. It is the TTP program. Check us out at wholesalinginc.com/ttp. Go check it out. Check out what the program’s all about. Go scroll down. You’re going to have to scroll down for a while cause there’s a lot of testimonials.
Check it out. Nobody has more testimonials. So check it out. I’d love to work with you personally, Pete, you’re the best. I really appreciate it. Thank you for sharing so much and guys, until next time I encourage you to talk to people. See ya.

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