Posted on: February 25, 2020
WI 370 | Closing Business Deals

 

Today’s rockstar rhino went from not finding a single deal for 6 months to closing 97 deals in 2019! Impressed? You should be! If anything, it’s a well-deserved reward because he believed in himself, took the leap, and committed to the process!

 

Justin Peters is an inspirational rhino who now runs a thriving wholesaling business. Just like many new wholesalers, his journey has not been easy. In fact, it took him 6 months before he found his first deal. The good thing is, he has become unstoppable since then!

 

If you’ve been wholesaling for some time but have yet to find your first deal, you owe it to yourself to listen to this episode. Justin’s story will not only leave you inspired and motivated, it will also make you realize that as long as you believe in yourself, work hard, stay patient, and keep going, you’ll be rewarded handsomely

How To Close More Deals Over The Phone With Justin Peters

Episode Transcription

Let’s get started with the four Es, Energy, Enthusiasm, Electricity and Excitement. If you have this in your life, you are going to be unstoppable. You would be incredibly in love with this business, being an entrepreneur, being unique and not being the average person that works 9:00 to 5:00 that only has $500 in their bank account. You’re going to be one of those successful people and have those four Es in your core.

I couldn’t think of a better way to introduce my guest. This guy is incredible. He has been on a rocket ship of success. When it comes to wholesaling real estate, he’s going to give you so many unbelievable golden nuggets in this. You need to get a pen and paper. Make sure you take notes. Without further ado, I want to introduce from Dallas-Fort Worth, Mr. Justin Peters.

I’m honored, glad and humbled to be here with you. I’m looking forward to this interview with you.

This will be a little bit different because typically, what we do is break down a specific deal, tear it apart and look at the four pillars of that deal, the condition of the property, the timeline that the owner had to sell it, the motivation that they had to sell it and the price. I want to switch this up a little bit because I want to give people some important strategies and tactics that you have that have taken your business from a couple of handfuls of deals in 2018 to exploding in 2019. To start this thing off, why don’t you take everybody back to when you started wholesaling. How did you find it? What did you do on day one when you made the decision, “I can be a wholesaler. I can do this?”

I started back in September of 2017. I remember it like it was yesterday. It was one of the scariest times in my life. I had worked with a startup company that most people are fairly familiar with called Opendoor. I helped them establish their market here in Dallas-Fort Worth Metroplex. I learned an absolute ton of knowledge, golden nuggets and how to structure a team leadership, the KPIs and all the stuff that I didn’t know anything about.

At the end of the day, a lot of entrepreneurs, no matter how good of an opportunity you’re presented with the company, there’s always going to be a voice in your head that’s telling you, “It’s time for you to leap. If they’re doing this, you can do it. You may not be able to do it on the scale or do it right away but in due time, you can do it.” I listened to that voice. Looking back on it, it has been the greatest choice I’ve ever made in my entire life.

I went from Opendoor. I started a company called JZ Home Buyers in September of 2017. For six months of doing this stuff, I didn’t have a single deal coming in. It was a day in and day out but I had this firm belief, “I’m learning from these guys.” I started hearing about you, Tom Krol and Cody Hofhine, listening to the podcasts, watching the YouTube videos, immersing myself with this stuff and saying, “These guys look like giants to me but if they’re doing it, I can do it.” I had that belief from the get-go.

With anyone that is reading this or wanting to take that leap, you’ve got to have that belief for anything else. I’m a normal guy. There’s nothing special about me. I was a dumb kid in high school, in the bottom 5% and got denied in college but work ethic, commitment and making that decision to turn things around are everything. If I’m doing it, I promise, you can too. Trust me.

That’s that belief and identity factor that’s inside us. That’s that internal castle that says, “I am a winner. I can do this.” All these other roles and stuff that we play on the outside are different but it’s the inside, that identity part. If you want to watch this interview, go to Brent Daniels Real Estate on YouTube so you can put a face with a voice. People wouldn’t be reading this unless they thought that they could do something special or do this business. It’s incredible that you listened to the podcast, took all of this information and instruction in but then you took it to that next level that we always talk about and take action. Not only did you take action but you also took action for six months without results.

It was painful going through it. In the first part of it, I had that belief of doing it. I modeled myself after people that were doing things that I knew were going to end up working. It’s not like I’m in a market or a place where all of these people listen to podcasts, start modeling themselves after success hearing what they’re saying and start seeing trends and things that they’re doing. You always want to see that, listen to that knowledge and then start focusing on how you can implement that in your market as well.

No matter what it is, wholesaling, any business idea or anything you’re trying to accomplish, find people that are doing it and better than you add it. You model yourself after them and be very patient with the process because it’s never going to come easy. Everything we’re having is an uphill battle. In due time, if you have that perseverance and everything else that comes with it, success is going to be yours. Most people quit before it comes to fruition because they don’t have the tenacity to hold on. Six months going into it, I didn’t have a single deal but we kept going. I knew that this was something that was going to end up working. It was like the flood gates. All these leads we’re putting into our CRM opened.

I was using a CRM at the time called Highrise. It is very basic. I’m budgeting what I was doing most of the time with that. It started popping people that we’ve talked to, stayed in contact every 30 days, reaching out to them to check-in. “I know the last time we talked you weren’t ready but I want to let you know who you are. We want to be that individual that’s going to be able to help you out with this next chapter.” At that 6-month mark, we had 4 or 5 deals come in. That’s when I knew this is a proven concept. It engaged that fire, fueled the fire and the rest is history.

Some people might be reading this and go, “How did Justin survive financially for six months without making anything?” Were you doing other things to produce income or some stuff on the side? Did you have a full-time job or just savings? How did you survive that six months?

When I started hearing back that voice telling me to sing my shifts and go after the entrepreneur rollercoaster ride myself, I made sure that I had a little nest egg. I was saving, had been frugal and was putting money aside. You’ll hear stories of people going all-in with no money in their bank accounts. It may work.

I’m not going to say that it can’t but I wanted to make sure because of the process and knowing that something like this could take time. I had a little nest egg to at least afford my living, had a roof over my head and afford the ramen noodles if I needed to eat those on a week-to-week basis. I lived off that. Money was tight. Don’t get me wrong. I wasn’t able to go out and do the things I was used to doing. With anything, especially something as exciting as this and seeing the possibilities, the sacrifice is worth every cent and dime I didn’t have to spend during that time.

I remember the first year trying to push this thing out. I got myself into a financial hole. I was broke for one year. I had peanut butter and jelly sandwiches for two meals every day and at night, would be a spaghetti type of thing. I knew that I had no desire to get a job and it would suck my soul out. You get through that. I look at it and have fond memories but when you’re in it, it feels terrible.

It does attack your confidence to go out there. What I did to replace that and it sounds like you did this as well is I went and took action. I had to be moving and talking to people all the time or my mind would start hallucinating, coming up with crazy things that would pull me down. As long as I was in action, I was feeling good.

There’s always going to be a voice in your head that’s telling you, it’s time for you to take the leap.

One of my favorite quotes is, “Action creates a reaction.” The way that we’re thinking about things, we’re doing something. If we sit there and let our minds take over, it’s usually not going to be for our benefit. When we take action on what we’re doing, we’re automatically creating momentum. I truly believe it and Tony Robbins talks about this all the time, “The secret to happiness is progress.”

You have a goal that you’ve laid out and you’re slowly but surely working towards that goal by going through energetic things. If you’re going to be looking on the outside, even if it’s slow, minor ticks and the compound effect of daily actions, you know you’re getting there. That’s the key. You don’t want to sit back, analysis paralysis, study this stuff over and over and think about how you’re going to take action.

Be willing to fail. Go out there and say, “I’m going to look silly and may look stupid doing this. It’s okay we don’t have.” I promise you, anyone that you’ve seen beyond on podcast that you’re trying to model after that’s doing great things in this industry, we have failed and that’s why we end up succeeding with what we’re trying to go after in life. That’s a true testimony to anything you’re going after. Be willing to look silly and fail because the only way to succeed is through the failures of life. I’m a true believer that always will be.

Analysis paralysis is a real thing. There’s a quote that I liked that says, “Thinking and planning don’t create action. Action creates thinking and planning.” I love that. It all starts within. We’re very heavy. If you’ve read any of these episodes before or watched either of the videos on my YouTube channel, then you know that the primary function of all of these videos is to give you the instruction that you have to take action.

Let’s break it down and get to the nitty-gritty with you, Justin. Behind you, you have an incredible vision, core values and all these things. If you’re watching this on YouTube, you can see this. If you are reading this, I would tell you to check it out on the YouTube channel. Let’s talk about this. In 2017, how many deals did you do?

Zero deals.

In 2018, how many deals?

We’d ended up with 23 close deals.

In 2019?

We ended up closing 97 properties.

That is a huge job from an entrepreneur and business owner’s perspective. You almost quadrupled your results in one year. What’d you do right? What’d you figure out? What’s the secret sauce?

Going back to where we started, one of the main things for me is I wanted to go deep worldwide. What do I mean by that? There are so many different things that work in this industry. We hear about PPC, direct mail and all these different things that investors are doing and working on. What I realized is, “If I’m going to end up doing this, I need to be a disaster before becoming a master. I need to learn all this stuff myself and focus on it one at a time. Once I’ve got that focused on mastered and then delegate it, then I’m going to move on to the next one.”

Looking back, it was one of the best decisions I made because I didn’t have so many different things come my way where I was dabbling in multiple channels. I was able to hammer down, nail down what I wanted to start that I knew was going to work and focus on that before I went to another one. What we did is we started talking to people. It was one key in our business. We joined the TTP program and learned from this wild, energetic dude named Brent Daniels, talking to people about how to set it up and make sure that we’re serving these homeowners in the absolute best manner possible, giving the best solution to their situation and then we started to scale on that.

With our leads that we were coming into Mojo, which is a huge part of it, we wanted to make sure that we focused on a list that no one else in our market had. How do you get a list that no one else asks? What do you have to do in the method that I know works for sure? It is what’s called driving for dollars. Each day when I started, I would time block. I’d say, “For at least three hours, I’m going to be driving for dollars and go into distressed areas.” There are some fixed houses around it but there are some distressed houses as well. I’m going to do at least three hours of Mojo Dialer. I did that every single day for a year at a time before I was able to start hiring people. I was delegating that aspect as well.

To reverse it back a little bit, we got to the point where we had a system in place and we were doing it with an RN. When I knew that I was ready to go to another marketing route, it was like, “We’ve got to find someone that we can teach. We don’t want to look at it like they’re going to be 100% like us. We’re going to be 80% as effective as us on these phones that are going to be local, ready to make a transition and know that there’s going to be advancement and growth opportunities. Let’s get them on and start building this team.”

WI 370 | Closing Business Deals

Closing Business Deals: Work ethic, commitment and making that decision to turn things around is everything.

 

That’s what we were able to do. We found some people that were close by. I was fortunate enough to have some friends that I knew were energetic and hungry. The guy I met didn’t go to college or anything. He was a gym fitness coach and jumped on. We painted the picture for him saying, “This is an opportunity. Here are the guys we’ll learn from. This could be something special. Here are the first steps of it.” We put that in place and then started slowly but surely adding on another one and another one. From there, when you delegate that out and create the right systems in place, you’re able to focus on other things knowing that channel that works and brings results is taken care of. You’re able to build that business and vision that you have in place for you and your business.

A little bit of side notes for anybody that doesn’t know, Mojo is a dialing platform. MojoSells.com. You can do that. What are you using as an app for your driving for dollars?

We use DealMachine. It’s an amazing app. I used also a company called Upwork.com so anyone that’s looking for freelancers at a certain point, you’re going to have data entry and a lot of different things that are very important and necessary for your business. You’re going to have to delegate because they’re not going to be the best use of your time. Frankly, you’re going to find a lot of people that are much better than you at that stuff. If you’re a visionary person, go sitting down, handling data and doing that stuff in Excel, it’s not what you’re going to thrive at. You should always focus on the stuff that you know is important that you have in your operations and how you’re going to be able to scale that out. It’s at a very affordable cost as well.

We’ve got a VA. We set up training videos saying, “When we have a list that comes in, here’s how we’re going to break it down and the format that needs to come in from there.” We’re putting it in and getting the phone numbers in the right manner. We are doing it legally on our end. We take action in reaching out to these homeowners, see how we can serve them, give them the service they need and reserve with the last biggest transaction.

Out of the 97 deals that you did, how many of those came from that driving-for-dollar strategy?

There were 48 of them.

We’re going to go into that because it’s important. If anybody’s reading and this is your first time or you’re thinking about it, if you use the coupon code TTP at DealMachine.com, it’s a $40 app. You get all the owner information for these distressed properties. You drive it around, collect the app and it tracks where you’re going so you don’t get the same properties. It makes it super easy. You don’t have to go and do a lot of due diligence on these properties to find the owner. From there, you can pull out an Excel, send it to BatchSkipTracing.com and get the phone number. It’s like a seamless system. That’s exactly what Justin was doing. I assume you’ve got a team of people. If you’ve done that many deals, you must have an army driving around out there.

In 2018, we had a team of five people total. In 2019, we’re still growing. We’ve got a team of 22 people.

Are 22 people driving for dollars for you?

No. That’s consistent with our entire operations. I’m not including VA support. For our drivers, we’re always looking for more. We’ve got 6 that are out in the field and 4 that are driving at least 58 hours per week, taking quality photos of these houses, knowing that we have certain criteria that we’re looking for and making sure that these houses that we’re seeing are very clear on what’s understood on our end, the typical house that we’re buying and the distress model.

We’re making sure that there are empty lots that are being tagged as well and all that data is in there. This goes back with direct mail. Taking that model, we have multiple tags set up inside like the vacant and distress or what we call owner distress. If we know that someone’s living there and it is distressed, we want to make sure we add those as well and also empty lots. We’re able to filter those tags. This is why it’s important to check properties when it comes to direct mail to ensure that we’re able to hit them on that front to the mailing address of individuals that provides to you as well.

If you’ve got somebody that’s hungry out there, wants to get into wholesaling and willing to drive for you, are you willing to share what you know about this business to help them grow and learn?

Yes. You got to be a go-giver in this world. I learned that the first time I joined the Rhino Tribe. You’ve got to be willing to give it all away. I live in the law of abundance and I know that there’s not a scarcity mindset. There are so many opportunities. If you’ve got a model and you’re looking to start driving, no matter what it is, I will show you to a T what I’ve done in my business, how we utilize it on the VA front and how we market to drivers to be able to find them and give them the PDF, the infographics and all that stuff. Hit me up. I’m more than happy to provide them.

How do they get ahold of you?

The best way to get ahold of me is to follow me either on Instagram @JuuustinPeters or hit me up on Facebook @JustinPeters. Direct message me or whatever works best for you. We’ll set up a time to chat, email and then get the ball rolling.

The secret to happiness is progress.

You have 22 people. What do all these people do in your business? How do you keep them organized? Was it just you at the beginning or did you have a partner?

I had a partner at the beginning. He is a great guy. Our visions weren’t matched. We both realized that we were meant to control things in our own manner. Then it’s just me and then a group of rockstars that I’m blessed to go to surround myself with.

In your office, what does it look like? Are 22 people there every day? Do they work from home or run around? What do you need 22 people for?

We’ve got seven people that are in-house and the rest are able to work virtually. Going back to Upwork, I’ve been able to find some incredible talent there by being able to filter individuals out, knowing that, “If I’m going to have 500 applicants, how can I add in some questions in there and little tasks they can do to make that 500 shrink down to 100? From there, how can I have another minor task to see if they’re willing to do that? Should I set down to 50?” I keep doing that until I’ve got about 10 to 20 solid candidates that have gone through the motions that are showing me they’re accountable to be able to use our frontline of texting. We make sure we go about all the rules and regulations correctly that way and then inbound calls.

In our operations, there were seven people as well on our SMS front. What they do is they’re handling the text messages and inbound calls as well. Anytime that we have a direct mail and anyone that’s calling in, we’ve trained them on how to be able to talk to these people in the right way, prospect them and then hand them off through our CRM. Shout-out to Don. Beast Mode is what we use as a CRM as well. That’s been the key to it.

More than anything, how I’ve been able to get to this point used to all be about the dream for me. What I realized is there’s so much more about the team. If you want A-plus players, you have to be an A-plus leader. You worked on yourself 24/7 and realized they don’t work for you. You work for them. I had a twist at the beginning. I thought that there was the other way around. I learned very quickly through my journey and experience that it’s all about the team. The only way I’ve been able to do any of this stuff is because of the ones I’m able to call my team members here at JZ Home Buyers.

If you can’t get them to consistently win, that’s on the business owner. Some people should be unbelievable rockstars in this business as a one-person company. They go out, get the deals, get a close, keep it and have nothing to worry about except for the deals and having more quality conversations with distressed property owners consistently. If you want to be an entrepreneur or a business owner and do that, that’s a whole different thing. There’s a big difference between the owner of the Lakers and LeBron James.

One is a highly paid employee and the other one is a business owner. It depends on what you want. It comes with different stress. You have to have that classic self-awareness to know what you want to do. You want it to lead and do it successfully. You had talked about filtering through Upwork. This is a big challenge for the people reading this because a lot of people want to hire VAs but the issue is they go in and don’t know how to find the right person. This person doesn’t do a great job for them and then they’re like, “That doesn’t work.” How do you effectively find great VAs?

If you’ve had a VA that’s failed in the past, you most likely were the one that failed as a coach and a trainer. I did it as well. I had VAs wondered why they were falling through so consistently. I realized it was because I didn’t have the education and information. I didn’t make it so improved from what they were supposed to do that I was expecting them to be able to do it right. Going back to this right here, as far as our core values, mission and all of that, what changed the game for me was a book called Trash. It taught me the six main components of a business and inside traction. It talks about processes and SOP or Standard Operating Procedures.

I became fascinated with that and thought to myself, “It was any position that we have. How could I create it to where I’ve got training videos, outline and work with someone who is a thirteen-year-old coming here and know exactly how to do this job?” With Upwork, that’s what I’ve done. I’ve made it to know the job first. First things first, you have to learn it yourself, go through the pain and know, “I’m going to do this, create the most efficient way possible to make this happen and then videos.” What we use with our video is the QuickTime Player. There is also software called Loom. There are tons of different software you can use to create videos that create URLs and then you document those in one centralized spot.

At first, we used Paper Doc. It’s part of Dropbox. We would say, “Here’s our VA data entry SOP playbook.” Inside there, I would go through it and create the videos. I will then outline it. I would make sure that if someone was going to do it, I’d test it with someone on the team like, “Try this task for me. Tell me if you think this is about as easy as it could be when it comes to an understanding of how to do this.” It’s a learning curve at first but every time I hire someone, that’s what I do. I go through the pain of learning it. I create a system and make sure I have a video and a clear outline and objective. “For this job, here are the objectives and expectations.”

There are no questions about it. If they ask a question that’s not in there, they are giving you feedback on how to improve your SOP. You take that question and then add the education in there. You’re constantly building on this stuff and having one centralized spot. Let’s say they find a better job. Things like that happen. You don’t recreate the wheel. You’re having to filter them out through Upwork, find the right fit, send them in and have them complete that task for you.

The one thing we’ve done well that we have with SOPs is that we’ll give them a test sample with these VAs once in the last stage of hiring through Upwork. We’ll say, “Here’s the task and the SOP on how to do this task. Get this back to us within 24 hours.” You’ve got someone because of the efforts that you’ve put in one time that is going to prove to you that they can do this job.

You knock it out of the park. You got to put together these good videos that are going to train them. It’s going to cut down the learning curve. It’s unbelievable. Let’s be honest. A lot of the roles that we haven’t done are repetitive jobs that we don’t want to do. It’s a lot of what somebody would call grunt work. It’s incredible. I love it. As we’re wrapping this up, speak to somebody that’s where you were years ago, somebody that’s brand new and hasn’t done a deal. Give them your best advice on how to get their first deal.

Here’s the thing. It’s going to be a journey, first and foremost. It’s going to take time. Anything worth having is an uphill battle. You’ve got to realize that you’re going to have patience with this. Take action every single day and things will start to happen for you. Please know that before anything else. Know that you’re worthy and capable of it. Have that belief system.

WI 370 | Closing Business Deals

Closing Business Deals: If you have that perseverance and everything else that comes with it, success is going to be yours.

 

Tell yourself that everyday affirmation or write it down on a piece of paper. Do whatever it takes to get that belief system because I’m certain you can hear and see this. You have the ability to do it. You’ve been put here for a reason. You can make this happen for so many people in this industry that you’re probably smarter and more efficient. If we’re doing it, you can too. That’s the first thing I want to get out with.

The second thing is as far as getting a deal, if you can’t afford DealMachine, I would recommend getting a piece of paper, a notepad on your phone, your notes or whatever it may be and start driving neighborhoods. When you see a bad house, jot that house down, put the address in and go to the next one. Build that list as much as you can. Try to get a goal of 300 or 500 distressed houses or something like that.

From there, there are amazing companies that allow skip tracing. Batch Skip Tracing, based out of Phoenix, is one of the best companies out there that provide absolute quality data. Start putting that into there. If you’re saying you don’t have the money for that, do something. Flip something on a garage sale. There are so many ways. There’s no excuse when it comes to that. I’m going to hear the excuse of money for that. You can take action and make that happen.

If you can’t afford a Mojo at first and you’ve got a phone or a borrowed phone, you dial them one by one. It’d be okay with no. Have tough skin and know that it’s going to be difficult. You’re not going to talk to everyone that’s going to be ready to sell or happy to speak with you and that’s okay. It’s part of the process. Everyone has been there and been through it. You got to keep trucking and have that belief that things are going to happen and pop. Keep in motion.

Justin, I’ve seen you take off like a rocket ship. I couldn’t be happier. It’s incredible. If you are in DFW and you’re getting started, reach out to him. You got his Instagram. He loves DMs. He’s one of these young guys. Get in there. Start working with him. Worked with his team. He has got a great office there. Take it to the next level. If you’re not in the market, read the instructions that he gave. It’s very simple. Go out there. There are 1.2 million average houses in America that are in distress in 2019. Imagine how much your life would change if you had 100 of those.

It’s not even a drop in the bucket. It isn’t even a percent of a percent. It is a conveyor belt. There’s no competition. There are too many families out there that are not getting their problems solved. You need to be that problem solver. If you’re interested in joining the most proactive group in real estate investing like Justin, go to WholesalingInc.com/TTP. Check it out. See what the program is about. If it feels good in your gut, sign up for a call. I look forward to working with you.

In DealMachine.com, use the coupon code TTP to make sure you get $10 off a month and BatchSkipTracing.com for the best data that you can get. Justin, I appreciate you coming on here. For everybody reading, if Justin and I can do it, you can do it. That cannot be understated. Trust me. You’re the best. I encourage you always to go out there and talk to people. Love you. See you.

 

Important Links

 

About Tom Krol

WI 385 | TTP CallAs the founder of Wholesaling, Inc., Tom Krol shares his insights and expertise in the field of real estate wholesaling with aspiring wholesalers. He established the business by first selling his belongings to provide a funding source for an effective marketing campaign. Mr. Krol closed his first deal as a result of those efforts has built athriving Real Estate Wholesaling business.

Tom Krol has distinguished himself as an in-demand speaker, author, and coach, as well as the creator of the Wholesaling Inc Podcast, which centers on next level tips, tactics and strategies for aspiring wholesale investors. He has appeared as a guest on more than 10 major real estate podcasts, including Bigger Pockets, Real Estate Investment Mastery (with Joe McCall and Alex Joungblood) and Trevor Mauch’s Investor Carrot Podcast.

In gaining such explosive success in the Real Estate Wholesaling arena so quickly, Tom took his expertise and desire to help others and created the Wholesaling Inc coaching program.

The Wholesaling Inc coaching program has created a tremendous amount of successful Real Estate Wholesaling investors. Many of Tom’s students have generated tens (and some even hundreds) of thousands of dollars in income. The reason why Tom’s program has helped so many people find success in Real Estate Wholesaling is his “Instruction over education” approach.

This solves the “information overload” problem that so many aspiring Real Estate investors face. By handing people a step by step “roadmap” to follow (and giving people specific instructions to follow on a daily basis), his program takes all the guesswork out of the equation and is considered one of the best training programs in the Real Estate industry.

 

About Cody Hofhine

403Cody Hofhine, a multiple Inc 5000 Business Owner. Co Founder of Wholesaling Inc. the #1 Real Estate coaching program across the nation. Co Founder of Joe Homebuyer the leading Real Estate Franchise. A successful Real Estate investor/mentor and sought after Speaker.

Cody has coached over 3 thousand students on how to successfully Build their Real Estate Business through his real estate training as well as help individuals perform at their highest levels with his one-on-one mentoring.

Cody used his background in sales to quickly build multiple 7 and 8 figure Real Estate Businesses that all start on the foundation of clarity or Vision and Purpose.

Cody loves being with his family and doing crazy tricks behind a boat.

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