Posted on: September 26, 2019

For some people, getting their first cold calling deal didn’t come easy. However, if you’re a go-getter like today’s guest, it can come sooner than you anticipated.

Cameron Miller is a trustworthy and driven rhino from Orlando, Florida. While still new in the wholesaling world, he has already closed deals and shows no signs of slowing down.

Apart from the fact that wholesaling has given him the opportunity to earn more, it has also provided Cameron with something even more amazing—the chance to help others and provide exceptional value to his community.

In today’s episode, Cameron candidly shared the techniques, insights, and wisdom that has helped him close deals and provide value to others. If you’re looking to do the same, today’s episode is exactly what you need to hear!

Key Takeaways

  • How he discovered wholesaling
  • His experience sending out mailers
  • The absolute script to follow when wholesaling
  • Why it’s important to internalize the TTP script when cold calling
  • How he practices and internalizes the scripts
  • What his daily schedule looks like
  • Number of hours he spends on the phone daily
  • How he uses social media to reach out to his buyers
  • How he built his buyer database
  • How his first solo deal went
  • Why it’s ideal to bring contracts to appointments
  • What his business is like right now
  • How he stays consistent when doing calls
  • The best and most unique list for him
  • Must-have app when driving for dollars
  • His routine prior to calling people
  • His advice to those who are looking for their first deal
  • Best way for people to reach him

RESOURCES:

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Episode Transcription

Brent Daniels: Welcome everybody to the wholesaling inc podcast. It is your host, Brent Daniels. If it is your first time listening or watching, thank you. Thank you for finding us. We are so happy that you have found us because we are the number one podcast when it comes to wholesaling real estate. Literally as you listen to these podcasts, as you listen to the stories and the testimonials, and just the testimonies of everybody around the country that are doing amazing work in the wholesaling space, you’re going to get instruction and little golden nuggets on every single conversation.
So I want to start this podcast with the framework of having an open mindset. Have a really, really open mindset and try to find two or three things during this incredible interview that you can write down and you can take action on today because that’s the whole point of this podcast, is for you to be out there making an impact in your community. And speaking of, this leads perfectly because making an impact in his community in Orlando is my guest today. His name is Cameron Miller. I want to say hello and welcome you to the Wholesaling inc podcast. Say hello.

Cameron Miller: Hey Everybody. Brent, such a pleasure to be here, man. Vividly remember where I first got into it, first got into wholesaling. I was watching these podcasts and listening, and this is how I learned how to do my first couple of deals, so definitely an honor and a blessing to be here, man. I’m excited.

Brent Daniels: That’s excellent. And we’re happy to have you on here. You know, it’s exciting to me because Orlando is a really interesting market. Orlando has a lot of neighborhoods that, and we were talking about this before this podcast started, but you can literally go neighborhood to neighborhood and get a lot of opportunities out there because it was built kind of in the ’50s, ’60s, ’70s, right? So these properties need some love if they haven’t been totally updated, and you can literally just drive up and down the streets and find some unbelievable opportunities. Is that right? Tell us about your market.

Cameron Miller: Definitely a very unique market. If you know the areas, where to go, you’re absolutely right. I was saying earlier, there are times where I could find 50 properties in 30 minutes if I go to the right areas. So it’s definitely a market where there’s a lot of opportunities. But with a lot of opportunities, of course, there’s a lot of competition here too. So, to have some sales out here you really have to be a go getter. You have to [inaudible 00:03:22] and you have to hustle.

Brent Daniels: Oh absolutely. So before you started, how did you even start listening to podcasts and finding wholesaling? Like, how did you find it? Did you go online one time, were you thinking you wanted to be a real estate investor? Like, how did this manifest itself?

Cameron Miller: Of course, like everybody in the world who gets into this industry, I read Rich Dad Poor Dad. I read that a couple of years ago, and from there I knew I wanted to get into real estate. I ended up moving to Orlando four years ago for a job opportunity, and while I was working here, I would tell a buddy of mine, “I want to get into real estate. I want to get into real estate.” Just because he was doing it already. And he tells me about wholesaling. He’s like, “Yeah man, you go get a property on the contract, find a seller, and then from there you find a buyer, and you sell a product.” I’m like, “Wait a minute, this is not real.” I didn’t believe it. I just kind of left it alone for about a year.
A year later, by May I get my real estate license, I’ll try to be an agent. I actually tried to be a listing agent and make calls, and I found a company, a brokerage here, that was wholesaling. And they happened to be doing cold calls for wholesaling. So, got with them, figured out how to do my first deal. Next thing I know I’m back into wholesaling. I did my first deal and I’m like, “Wow, this thing works.” So, it definitely came back around full circle for me.

Brent Daniels: Sure. So, when you were going out to get your… Or interviewing with these people, or finding the strategies that they were working, were you thinking that you would go into, and be… Did you have a proactive mindset that you wanted to reach out to these homeowners? Or were you thinking “Well, everybody’s mailing”, or “Everybody’s doing pay-per-click”, or there’s so many different marketing channels. Did something speak to you more than others?

Cameron Miller: I think what spoke to me most was a failed attempt at direct mail. I did my first attempt, I think I spent about $3,000, send out mailers, and I just sat back thinking, “I know I’m going to get a deal.” I knew a deal was going to come. A month passes, nothing. Two months passes, nothing. Three months passes. I have absolutely nothing but phone calls from people saying don’t ever send me anything again. So from there, yeah, I kind of came into cold call. I came across cold calling, so I thought I’d try it. From listening to the podcast, it was just a thing where I had to build that consistency with it, and that is where I started to see as a success.

Brent Daniels: Oh awesome. So, did you just start right away? Did you the script? Did you just start it, or did you just get on the phone and just start saying whatever?

Cameron Miller: At first, I tried the whole saying whatever thing. And then I came across, of course this podcast, other podcasts. They were introducing scripts. So, from there I started using those different scripts, and using the language in those scripts, and kind of perfecting my delivery with it. And I started using that, as I got more comfortable with it, I started not having to use a script. But still follow it, of course, but just got more comfortable with it, with everything, over time. Things just started to snowball, I guess.

Brent Daniels: Yeah, and if anybody out there listening or watching, if you’re looking for the absolute best script, it is the TTP script that’s been used millions of times. Just email me, Brent@wholesalinginc.com and we’ll send that script over to you. But I think what you said is so critical. What you do is you get the framework, you get a skeleton, you get the scaffolding of a conversation, and you memorize it, and you get it into your brain for one specific reason, and that’s so that you have it internalized so that you can listen when you ask questions. See, this is the issue that I always run up against when people are using callers from a foreign country. They are so robotic in what they’re saying, that they’re not listening to the answer, or they’re not effectively or actively listening to the answer, and it makes people feel uncomfortable.
It does. I mean, we’ve all had that call from somebody, that you’re trying to talk to them and they’re not really engaging in the conversation. It has a lot of friction, and you’re like, “Nah, this just feels weird.” But when you internalize a good script, and you realize that when you ask somebody if they’d consider an offer in their property, there’s only six responses that they’re going to give you, then you know how to keep the conversation flowing. And I think that that’s a huge part, that you were saying, is you memorized it, you internalized it, and now you’re like in a flow state, right?

Cameron Miller: Absolutely. Absolutely. For anybody who’s new, who’s just now getting those scripts, I would definitely suggest to put them on flash cards. I still do to this day. When I practice, I practice using flash cards just to get back into that rhythm, almost like a basketball player and free throws. I’m just taking that rhythm. Let me warm up, let me warm up using my flash cards. That way, once I get ready to get on the phones, I’m already ready to go. It’s game time by then.

Brent Daniels: Well, and it’s just practicing it. Practicing, and practicing, and practicing. Because here’s the thing, here’s the thing that most people don’t know. You can practice the scripts before you get on the phone with anybody instead of using them as practice. You know what I mean? And then you start getting into some bad habits, or you start feeling that you’re not getting to the next step in the conversation. You get stuck in a certain place, there’s like ruts that you can get into if you’re not practicing internalizing the script. So, I think that that is a huge golden nugget for everybody out there listening, is internalize these scripts. Understand, there’s six responses when you ask somebody if they will consider an offer on their property. So just learn those, and keep the conversation flowing. Yeah, that’s huge. So, tell me what your daily schedule looks like, your weekly schedule. Let’s break this down. Let’s give some people the real nitty gritty on what your life is like right now.

Cameron Miller: So right now I’m wholesaling full time. So, literally waking up around five o’clock doing all of my journaling, I do affirmations, I hit the gym. Get my mindset right for that day. From five to eight or five to nine, I do that. Around nine o’clock, I’m on the phones by then. So I’m on the phones four or five, six hours a day. I may do three hours, eat real quick, then do another three hours. Then, after I do that, I do my followup, of course. Got to be consistent with the followups. After I do my followups, around six or seven, I start reaching out to buyers. I do a lot of reaching out to my buyers via social media. So, I reach out to my buyers via social media, and then-

Brent Daniels: What does that mean? Break that down for us, Cameron. What do you mean, you reach out to them through social media?

Cameron Miller: So I’m a huge advocate of just starting conversations on Facebook. Going into real estate investment groups, and just starting the conversation. “Hey, my name is Cameron. I’m a wholesaler in the Orlando, central Florida area. I’m always trying to build my buyers’ list. I’m just curious to see if you’d like to be added to that list so that you’ll be one of the first ones to know about one of my deals.” So it’s just doing that on a consistent basis.

Brent Daniels: You’re just DMing people.

Cameron Miller: Basically.

Brent Daniels: Yeah, yeah. Just direct messaging people, and just starting that conversation, right? Now, do you ask them for their phone numbers so that you can reach out through that? Or email? Or how do you get their info so that when you get a deal, you know you could get it in front of them?

Cameron Miller: Right. So what I do is, in that message, I ask for their email address as well as their phone number, and when I get it, I upload it to my database on MailChimp. So that once I get a deal, I send it to everybody in my database in MailChimp, and they’re one of the first ones to get it every time. And that’s my main source of marketing for buyers. Once I get a deal.

Brent Daniels: I love it. So, if you’re giving somebody out there some advice on how to build their buyer database, what groups do you go to in social media that’s been the best bang for the buck? You know, the most successful for you.

Cameron Miller: I will say the most successful one would be the group that has the area [inaudible 00:11:24] members in it. That’s probably the best group to goes. Every area that I’ve been across, typically has a REIG group there, a real estate investors group. Real estate investors club, or something of that nature. So, find out where they hang out, find out where their group is, find out where their group is on Facebook. And I will definitely say get into that group, start having a conversation, start introducing yourself, start telling them what you want to do. And, over time, you will build those relationships. I’ve found mentors in those groups, I’ve found buyers in those groups, I’ve done deals with people in those groups. So definitely, definitely a resource that you want to use, as well as actually go to those meetings as well.

Brent Daniels: Yeah, love it. So you’re not just reaching out to them on social media. You’re showing up and you’re putting, you know, like a real person in front of them. Yeah. It’s huge.

Cameron Miller: Have to put a face to a name. Have to.

Brent Daniels: Well, it solidifies the trust, that you are serious about this. You’re not just some dude that’s hired to scrape all the buyers and build a database. And maybe you’re a real person, maybe you’re not, maybe you’re a bot, maybe you’re somebody that’s using a different profile or something. But you’re a real person. You’re in the community, you’re looking for deals, you’re finding deals, you’re providing these opportunities for these cash buyers, and you’re a reliable person, right? I mean, you’re a reliable professional that’s out there, that’s constantly being proactive to help them find the deals that they’re looking to get. So that’s huge. And then, all of a sudden, you start building that relationship, and then all of a sudden your deals start selling like crazy. Yep. Yeah. I love it. So let’s break down a deal. Let’s get into the nitty gritty because you’ve got a really special deal that I think we should talk about, and I’ll just let you go for it. So, why don’t you break it down, I think this is your first deal. Was that your first deal?

Cameron Miller: So this wasn’t my first deal. This was my first solo deal. Because I know I was saying earlier, I did my first deal, I was a part of a group. This is the first deal I did by myself. And this deal was very interesting. This is the deal I got right before I got into TTP program, right before I got into your program. I got it from cold calling, I got it from the code violations list. So I do my calls, I’m calling up, “Hey, would you consider offering your property there?” And she says, “Yes. 30,000, it’s yours, I’m homeless, we want to do this.” Whoa, wait a minute. So of course I go ahead and set up the appointment right then and there. I get out there the next day, I see the house, it’s boarded up on the outside. I can tell there’s been some fire damage. So, I go in the front door because she told me, “When you get there, I’ll be in the back, just come inside.”
So once I walk inside, it is literally four walls and a roof, and there’s a shed in the backyard that she’s walking from, and she comes, we introduced ourselves. We started talking about the situation first, and I’m just asking her, “Hey, you know, tell me about the situation, tell me about the property.” And she tells me that it was a fire damaged property, and the fire basically totally destroy the house, except for the bones, of course. And that in her attempts to rehab it, she was trying to rehab it by herself, and she basically got screwed over, over and over again. People, of course, can take advantage of the quote-upquote little old ladies. She was ready to get rid of it. She was done.
And so I asked her, I said, “Hey, well what do you need in order to move on from here?” And she says, “30,000, I’ll sign today.” In my mind, I already knew my numbers and I knew that anything under 45,000, I will be good. So from there, I already had a contract with me, I pulled the contract out. I say, “Just sign on the dotted line.” I get [inaudible 00:15:21] what she needed.

Brent Daniels: Yep, I love it. And it’s important to bring a contract to your appointments. Guys, if you’re out there and you’re going on appointments without a contract, you are missing out on so many opportunities. You’re just, you’re getting, you know, 90% there and then you just stop. You have to ask for the close, you have to ask for them to sign the contract. You have to present the contract to them so that they understand all the terms, so that you can move forward with them being 100% confident that you’re going to get this done. So, bring a contract to your appointments, for sure. So she’s living in the back in a shed?

Cameron Miller: Right. So, there was this shed maybe the size of a closet, like literally a twin size bed could fit in there. And we literally went over to contrast it. I stood kind of in her doorway and I went over the contract with her to make sure that she understood everything, and make sure that she was… I wanted her to feel like she was being treated fairly. And that’s one thing I’m really big on, I want people to feel like I’m treating them the right way. I want to do it. I want you to sense the integrity. So I made sure that she felt comfortable with everything. I go over everything, go over the contract, we sign it, and I ended up closing that deal a month later, and I made $10,000 on that deal.

Brent Daniels: I love it. So you got it for 30, you sold it for 40, and she took the money and where did she go? Do you know?

Cameron Miller: She went and bought her a trailer. She bought a trailer, that way she has somewhere to live. Her grandkids could come down, her family could come over. And most importantly, her puppy, Speedy, had somewhere that they could call home.

Brent Daniels: Yep. Yep. And how was she afterwards? I mean, was she’s so happy? Was she so relieved, like…

Cameron Miller: Oh, that’s, I think that was almost the best part of the deal. She was so happy. She was so happy that I was able to help her. She called me, and she was just like, “Thank you so much. When I get settled into my new home, I want you to come over. I want to make my famous lasagna for you. I’m just so happy that you helped me. I’m going to tell everybody that I can about you.”

Brent Daniels: I love it. I love it. So, we’re going to ring this bell here, for the 10,000 but I think more importantly, it’s also for, you changed that woman’s life. You know what I mean? I mean, that was a huge, huge weight on her shoulders and you helped her out, and now she’s so much happier for it. That’s the value we provide to this community. That’s what we do in wholesale, so give me a second here. There you go.

Cameron Miller: There we go. I’ve been waiting on bell forever.

Brent Daniels: Good, good, good. So tell me about your business now. How are things going? How are you progressing? Is it just you?

Cameron Miller: Oh, definitely. Definitely just me right now, one man show, I have three deals right now that I’m waiting to close on. I think total, I should be bringing in around 11,000 for those. And right now, it’s just continuing that consistency, of constantly reaching out to distressed homeowners every single day, and just building that pipeline up. So that instead of one, one and a half deals a month, two deals a month, now I get to a point where I’m getting three, four, five deals a month so that I can start bringing people in, bringing in callers, bring in disposition specialists, all of those things that actually build a business versus a glorified job.

Brent Daniels: Yeah. How do you stay consistent? How do you keep the mindset to keep going? I mean, isn’t it boring? Isn’t it tiring? Isn’t it just wear you down day after day that you’re making these calls for hours?

Cameron Miller: Absolutely it does, and I think what changes is, at some point it has to go from, “I should probably try to call today.” to “Oh, I must call five hours today. I must call six hours today. I must add some amount of time. I must go get these many properties today when I’m driving.” And I think a big part of that is, I burned the ship. When I quit my job, I burned the ship. So I gave myself no choice but to get out here every single day and make this thing happen.

Brent Daniels: Well, and I think that you understand, not only because you’re succeeding in this and doing this, but you know that if you want to make money, you make calls. If you want to succeed, you have quality conversations with distressed property owners every single day. You cannot lose. You want to grow your business, you want to hire other people, you want to have a pipeline of leads that’s just totally exploding all over you all the time. It takes some time to build that up, of course. But the consistency, that is the number one thing when it comes to TTP, when it comes to talking to people, is consistently speaking with distressed property owners. You cannot lose. You cannot. You are proof. Time and time and time again. You cannot lose if you’re talking to people. Right?

Cameron Miller: Absolutely.

Brent Daniels: What do you feel is your best list that you call?

Cameron Miller: Definitely, by far, the driving for dollars list, because no one else has that list, right? That list is the most unique list, and it’s just been the best list so far. I think, out of the deals I’ve closed so far, 80% of those deals have been driving for dollars.

Brent Daniels: Awesome. What do you do for it, are you using an app?

Cameron Miller: Oh, definitely using deal machine, man. That app is amazing. It takes out a lot of time between shooting, seeing the property, and having to put it in the spread sheet. That app is definitely a must have if you’re going to drive for dollars.

Brent Daniels: Oh absolutely. And not only that, I mean you can get a whole team of people to do it, a whole army, to do it for you and with you. It’s incredible. If you’re listening and you don’t have the deal machine app, make sure you put in the coupon code TTP and you get it nine bucks cheaper. So it’s just a little bit of a discount. Not a ton, but it makes a difference. So definitely check that out. Are you driving yourself? You’re just driving around with the deal machine app? Boom, boom, boom, every single day. And you were telling me you’re getting up to 500 addresses a week?

Cameron Miller: Yeah. So, what I do for the week. During the week, I try to do 50 a day. Like a hour or two, at the end of my day, between like six and seven, or somewhere around that time, I go find 50 properties. So, that gives me 50, and then on the weekends I do a big driving day where I just go get 250. So, I want as much data in my pipeline as possible, as many distressed homeowners as I can to call, so that I can really build something here.

Brent Daniels: Yep. Yep. It’s huge. And it’s a phenomenal list. I mean, it’s the pound for pound King, time and time again, even in bigger markets, even in smaller market, it doesn’t matter. Distressed property owners, if the property’s in rough shape, they’re distressed property owners. It’s just the eye test. You just look at it and you see, okay, they’re going to have to do something. They’re going to either have to invest a significant amount of money to fix up this property, or they’re going to have to sell it to a cash buyer. Nine times out of 10 they have to sell it to a cash buyer. Be that buyer, for sure. It’s incredible. I think this is important and we don’t talk about it much on this podcast, but talk about the 15 minutes before you press go on the dialer, like the little bit before. Do you do anything mentally? Or do you just… You’ve done it so much now that you just roll into it and you press go?

Cameron Miller: Actually I do. I kind of have a little routine.

Brent Daniels: Okay. Tell me about it.

Cameron Miller: Part of that routine is I’m big on meditation and being present. And part of that routine is meditating and saying, “The person that I’m calling is expecting me to call, and waiting for my call. They’re going to be glad when I call them.” So, that kind of helps you battle through the call reluctance, because I’ve seen a lot of people have call reluctance. I definitely do that, as well as I take those flash cards, to this day, I still take those same flash cards. I go through each line, I go through each one so that I’m already prepared. And I’ve even added, along with the script, objections. Any objections I come across, I add those in that list. So I’ll go over the list, I mean I go over the script as well as go over the objections, before I even get in to the call just to get my mindset ready.

Brent Daniels: For sure. For sure. One, it’s visualizing. Two, you’re practicing what to say in the moment so that you’re not caught off guard. I mean, literally, people could throw something at you and you’re like, “Oh yeah, I’ve heard this a thousand times, I’ve practiced it a thousand times. I’m ready for it. I’m going to confirm and approve everything that they’re saying.” You never want to disagree with people. That’s the quickest way to get out of alignment with them, is to disagree with them on price, or disagree with them on their thoughts or their plans. “Oh, I’m going to list it with a real estate agent.” “Oh, that’s a great idea. Have you thought about saving some of the money and just selling it for cash, as is, and not have to deal with an agent?” You know what I mean?
You’re confirming and approving everything. You’re never trying to tell them that they’re wrong in whatever they’re thinking because they’re not, it’s their life, it’s their property. You know what I mean? So you confirm and approve, and you can start building up your experience, not even on the phone, by practicing. I love the idea of flashcards. I’ve been thinking about putting together like an official TTP flashcard thing for everybody because I think it’s huge. It really is. That’s how I learned, back in the day, for sure is I had the flash cards, and I’d go through them, and go through them, and go through them, and go through them, and it just, all of a sudden, it became like it was part of me. Yeah, for sure.

Cameron Miller: It drills it into your mind, so it’s really in there.

Brent Daniels: Awesome. So speak to somebody out there that’s looking to get their first deal. They’re watching this on YouTube, or they’re listening to it on the podcast. Give them some instruction on what they can do to get their first deal.

Cameron Miller: I would say get off of YouTube and start taking action. Just start taking massive action towards getting that first deal. You can learn so much on YouTube, to the point where you kind of have that, and now it’s like paralysis, where you’re just overwhelmed with this information. I say, just go out there and fail forward. Fail forward and learn as you go. To this day, I’m always learning. I’m always failing forward, I’m always learning something different because I’m just putting myself out there and being uncomfortable. I’m being comfortable, being uncomfortable. You have to be able to do that.

Brent Daniels: I love it. I love it. So basically, stop messing around, stop thinking about it. Stop over analyzing it. It’s not going to be perfect. Go out and take action and just have those quality conversations with a distressed property owner.

Cameron Miller: Right. You’re not going to be perfect on the phone.

Brent Daniels: No.

Cameron Miller: You’re not going to be perfect when you show up for the appointments the first time. You’re not. Just get there. Just get out there and try.

Brent Daniels: Love it. And for anybody out there, maybe in the Orlando area, or anybody around the country that wants to reach out to you, maybe have a conversation, or just kind of pick your brain a little bit. What’s the best way for them to get ahold of you?

Cameron Miller: You can definitely reach out to me on Instagram, @thecammiller. On Facebook, I want to say my name is Cam Miller, and I’ll go ahead and put my cellphone number out there. If anybody has any questions, I just ask that you shoot me a text first, just so that I know that it is someone who’s going to ask me some questions. And my cell phone number is (407) 434-1654.

Brent Daniels: And guys, Cameron just told me that he just read The Go-Giver here, and if you haven’t read it, definitely go read the Go-Giver. And I warned him. I said, “You know, if you put your cell phone out there, people are going to reach out. People listen and are proactive, that watch and listen to this.” So he very, very, without hesitation said, “Hey, I’m going to put my phone number out there because I want to help out whoever needs some help, and needs some love out there.” So really, really, really incredible. Incredible. So, Cameron, thank you. I mean, just fantastic. I think it’s just one of those things. This business is wonderfully fulfilling. Not from just a financial perspective, but from our ability. It’s a very unique opportunity that we all have, every single day, to make a true impact in our neighborhoods and our communities.
And it’s a story like the one you told today of a gal living in a shed behind her house because she got fire damage, and the contractors were taking advantage of them. It happens every single day. Be that light in your community, be that unbelievable professional out there that is helping to solve problems. Because there is not a single wholesale deal that goes on that does not have a problem that you’re solving for that distressed property owner. So, it’s just an incredible business. You should have so much pride in this, if you’re starting this, or getting this going. And just like Cameron, go out there, find somebody that is really struggling, they have a weight on their shoulders, and go help relieve it just like he did. Phenomenal. Thank you for being a part, and being on this podcast. Really incredible.

Cameron Miller: No worries man. Thank you so much for having me here, man. Like I said, it’s a blessing just to be here. It’s an honor to be here. I’m definitely grateful for it, man.

Brent Daniels: Awesome. And if you’re interested in joining the most proactive group, with Cameron Miller, it is the TTP program. Go to wholesalinginc.com/TTP. Check out the page, check out what the program’s all about, check out the testimonials. If it feels good in your gut, then sign up for a call, and I’ll be working with you personally. I look forward to that. But, until next time, guys, I encourage you all to go out into your community and talk to people. Until next time, guys, see ya.

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