COLORADO 7-10-23 by Top Agent Magazine

COLORADO EDITION

REASONS WHY

YOU NEED A MENTOR

FEATURED AGENTS

HEATHER KIRCHHOFF

COOPERATION, NOT COMPETITION,

3 BEYOND-THEOFFICE ACTIVITIES

TO INSPIRE A CREATIVE BUSINESS BOOM 5 FRESH NEW APPROACHES TO

CONTENT MARKETING

CREATES MUTUAL SUCCESS FOR AGENTS

COVER STORY

CHRESA ANDERSON

COLORADO EDITION

HEATHER KIRCHHOFF

Denver, Colorado, In ad 7 16 real estate business Heath estyle and profesmark combines tireless mater homegrown, interI thro CHRESA ANDERSON HEATHER KIRCHHOFF ess that bolsters the she e We’re not your typipher CONTENTS he girls on my team reels, 5 FRESHstellar NEW 17) COOPERATION, great 4) moms, seein APPROACHES TO NOT COMPETITION, CONTENT MARKETING CREATES MUTUAL ers, and incredible their SUCCESS FOR AGENTS ty-four and ness 14) seven, 5 REASONS WHY YOU NEED 20) 3 BEYOND-THE-OFFICE ny other way – that A MENTOR ACTIVITIES TO INSPIRE A the w CREATIVE BUSINESS BOOM tagious, and people to yo Phone 310-734-1440 | Fax 310-734-1440

When tees or expanding h sense of sanity an trails. “We’re huge store, BPRUNCO,

mag@topagentmagazine.com | www.topagentmagazine.com

ering real estate, Heather enjoyed n the technology industry. “I was computer company,” she recalls. f working sixty hours a week to

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5 Fresh New Approaches to Content Marketing A couple of weeks ago we were conducting a workshop when we were asked two excellent questions about content marketing:

• People don’t want to hear from a roofing company every day. So how do you produce fresh and interesting content for social media that goes beyond your core services and yet ties back to your business?

• Can you extend your social media presence and content to include personal things (like your hobbies) and how does that affect your overall business image?

The workshop attendee who asked the first question was right. Almost no one wants to hear from any company every day… especially if all the content is about products and services…and yes, even if they’re giving helpful tips and information. Does that mean you should stop producing excellent daily content related to your business? No, of course not! Content is created for two reasons. First, to provide knowledge, expertise and even entertainment to your ideal customers in order to achieve top of mind awareness as an authority in your industry. And second, to produce SEO-rich results that keep you at the top of search engines. You must strike a

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balance between the two, and try to include content that draws people in by being super interesting and entertaining….and yes, sometimes personal. To help answer those content questions above, here are five different types of content (beyond the traditional stuff) that can give your brand a fresh, unique and balanced approach:

1. PHILANTHROPIC Your community efforts say a lot about who you are, and people will make an extra effort to do business with you as a result of this connection. We’ve consulted business owners who are very hesitant to promote these efforts because they don’t want it to seem as though they are exploiting the charities and organizations—and most especially because they don’t do it for the promotional aspects. They do it to give back. I ask you to keep this in mind. Nonprofit and charitable organizations very often have small marketing budgets. Not only do they rely on outside marketing forces to promote their initiatives, they would likely be forced to close their doors without that support. That means that when someone with a strong brand and presence promotes them, it’s a highly trusted and personal connection, and you can’t buy that kind of support. In other words, they not only need you to promote them, they want you to promote them. But your instincts are correct. It’s not about you. So just make sure your entire content focuses on the organization you’re helping, what they do for the community and how Top Agent Magazine

others can join in the cause. Then it becomes a huge win for all.

2. HOBBIES You bungee jumped from four of the tallest bridges in the U.S. In your spare time, you go fly fishing. You love playing chef and use only locally grown, organic foods. Your friends are always begging you to go to Vegas with your card shark talents. You’ve done mission work in Africa and would like to start your own group. You almost played professional baseball. You have an insane talent for gardening design or bass guitar. Your family works at a soup kitchen once a month. Ok…you get the picture. And two more words. Reality TV. People are interesting…and people are interested in interesting people. We remember others based on these unique traits. And most of all, people love the story behind the face. Don’t be afraid to share your hobbies. Quite often, it’s the first thing that will personally connect you to a prospect.

3. CREATIVE CONNECTION This one is perhaps our favorite. While we can’t imagine seeing something come across our news feed from a landscaping company every day, imagine this for a moment. What are we always told to remember in this hectic world? Stop and smell the roses, right? So what if…a landscaping company posted a beautiful flower each day, just to remind you to ‘stop and smell the roses’. And at the bottom of that photo (small print), you included

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the type of flower and type of environment needed to make it flourish (moist soil, full sun, etc.). And then, of course, watermarked it with your logo….and a title like, “Sam’s Daily Reminder: It’s Time to Stop & Smell the Roses”. You could even include some great, thought-provoking quotes. It has the personal connection (Sam), the business connection (flowers & logo watermark) and a cool creative connector (pause the meetings and paperwork to take a moment and appreciate life by noticing this beautiful flower). This is a great idea for staying ‘top of mind’ and connecting business with the kind of creative messaging people wouldn’t mind seeing every day.

4. EXPERIENCES This one is similar to hobbies from the personal aspect, but instead of something that identifies us like our hobbies, our experiences are random happenings that can have great interest and meaning to our audience. Whether you have a unique experience buying a new car or a fateful conversation with a stranger in the airport, if you feel it ties into a life lesson or business lesson you’d like to share, by all means do. The lesson is to keep your radar up 24/7. Any experiences you have which relate to your

ideal customer are an opportunity to connect beyond the business world. And when we do that, we become a part of the family.

5. INFLUENCERS “Show me your friends and I’ll show you your future”. You’ve probably heard that saying, and the same is true whether you are a teenager or a business owner. Maybe you’ve learned a lot of your business knowledge from Bill Gates, Steve Jobs or Warren Buffet…or you like to quote Benjamin Franklin. Perhaps you have some mentors you’d like to recognize and tell why they’re important to you. Sharing the people and things that influence us is what makes us human. No matter how successful your business, you didn’t get there alone. People and circumstances shaped you along the way. Recognizing others for their contribution in our lives, large or small, is important in staying connected and grounded. We hope these five types of content help you to put a fresh spin on what you share with your audience, whether personal or professional. We believe you must have the combination of both to build an incredible brand.

Tonya Eberhart is the Branding Agent to Business Stars and founder of BrandFace®, LLC. Michael Carr is America’s Top Selling Real Estate Auctioneer & BrandFace® partner. Together, they focus on personal branding and marketing designed to help real estate professionals become the face of their business & a star in their market. BrandFace® for Real Estate Professionals is a book, professional speaking series and an exclusive workshop for agents, and is currently active in 18 U.S. states, Canada and New Zealand. For more information, visit www.BrandFaceRealEstate.com. 6

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CHRESA ANDERSON

Top Agent Chresa Anderson is with C3 Real Estate Solutions, a company that prioritizes the client experience and ensures every buyer and seller feels taken care of and heard. With a decade-long journey in real estate, Chresa Anderson’s path to success is not your typical story. It was her real estate agent who first recognized her potential. He convinced her to obtain her license and join his brokerage, C3 Real Estate Solutions. “I had always wanted to get my license,” Chresa says, “so this was the 8Copyright Top Agent Magazine

push I needed to get it done.” This serendipitous opportunity marked the start of a rewarding career, and Chresa feels she’s found her true calling. Today, she remains with C3 Real Estate Solutions, a company that prioritizes the client experience and ensures every buyer and seller feels taken care of and heard. Serving northern Top Agent Magazine

Colorado, Chresa is largely referral-based, as those who work with her love to tell their friends and family about her services. “I don’t do a ton of lead generating anymore,” she says. Instead, Chresa fosters relationships with those who already trust and endorse her work. By providing

thoughtful added services and going beyond what you’d expect from a typical real estate agent, Chresa has found steady growth. One of her unique offerings is a complimentary move-out clean, alongside staging all her listings, even in cases that might deter other stagers. “I’ve had clients that have two or three dogs, and some

Serving northern Colorado, Chresa is largely referral-based, as those who work with her love to tell their friends and family about her services.

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One of Chresa’s unique offerings is a complimentary move-out clean, alongside staging all her listings, even in cases that might deter other stagers. “I’ve had clients that have two or three dogs, and some stagers might not be willing to risk the damage they might cause,” she explains. stagers might not be willing to risk the damage they might cause,” Chresa explains. “But I will come in and do the staging, and if I have to throw away a pillow at the end of it, it’s not a problem.” She also draws on the expertise within her family to better serve her clients. Her husband, a welder Copyright Top Agent Magazine 10

by trade, and her handyman father-in-law, assist in preparing houses for listing or addressing issues for buyers. When it comes to selling her properties, a compelling marketing strategy is vital, and Chresa understands the art of showcasing Top Agent Magazine

a home. “I use professional photographers and videographers. Their photos are just so sharp,” she says. On top of that, she capitalizes on the comprehensive marketing platform offered by C3 Real Estate Solutions, which automatically distributes her listings across a broad spectrum of

print and online mediums. This includes everything from window displays to local magazines, ensuring that her properties receive extensive exposure. As Chresa looks ahead, she has no plans to retire any time soon. “My ideal dream

Chresa capitalizes on the comprehensive marketing platform offered by C3 Real Estate Solutions, which automatically distributes her listings across a broad spectrum of print and online mediums.

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would be to work with my kids,” she explains. With three children who are currently in elementary school, she has some time to grow and expand. And as time goes on, her love for what she does only strengthens.

From demystifying the daunting steps for first-time sellers, to strategizing with investors for their next big move, she derives endless joy from making the home buying process as easy as possible. “I love helping people reach their goals and being a resource for others. It is so fun to walk them through each step and see them happy.”

For more information about Chresa Anderson, please call her at 970-310-3091 or connect by email at chresaa@c3-re.com

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5 Reasons Why You Need a Mentor As great as it might feel to start your own business, and be solely responsible for its success, at some point, every entrepreneur reaches the limit of their potential, and needs a boost that only experience can provide. But how do you get a lifetime of experience when you’re just starting out? Sure you can read countless books, but no book can replace the real life experience and advice of a mentor. Mentors not only provides valuable insights, but they also have access to valuable connections as well. In fact a majority of the 14

most successful CEOs and entrepreneurs in the country have said that having a mentor early on was instrumental in their success. Here are some of the reasons why.

1. They’re able to see where you need improvement, when you can’t When you’re working non-stop to get your business off the ground, you might feel sensitive to any criticism from people who aren’t going through what you are. A good

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mentor knows exactly what you’re going though, and has probably made every mistake. When you’re in the thick of it, you might not be able to see where the problems are. A knowledgeable outsider, who knows exactly where you’re at and has only your best interests at heart is just what you need. When you have a trusting relationship with someone like that, you will be more willing to listen to that brutal honesty, even if that constructive criticism stings.

energy into it. They can see things in a completely logical way and guide you based on the facts rather than emotion. A good mentor helps you work smarter, not harder. They help you focus on your goals and how to get there, as well as setting boundaries for you so you don’t overextend yourself. They teach you how to say no and help you let go when you need to move on from a setback.

2. They will encourage you to think outside of the box

In addition to expertise, building a strong network is something that can only come with time. A mentor will most likely have that already, giving you access to people and resources that would take others years to gain. These connections will lead to opportunities that might never have happened otherwise. It’s also a great confidence boost knowing that your mentor trusts and believes in you enough to invite you into their inner circle.

Years of experience can give someone a great idea of what works and what doesn’t. They’ve seen things first hand, not just in theory. At the same time, mentors recognize the importance of taking chances, calculating risks, as well as cutting losses and moving on. A good mentor isn’t trying to encourage you to be a carbon copy of them, they are trying to create the best ‘you’ possible. That includes encouraging you to take chances, and then being there pushing you to keep going forward if it doesn’t work out. A good mentor knows that even failures can be opportunities.

3. They take the emotion out of decisions and help set boundaries Unlike you, a mentor has no emotional investment in certain business approaches that you might have decided to try. There’s nothing harder than admitting something isn’t working when you’ve put a lot of time and Top Agent Magazine

4. Networking

5. Encouragement At the heart or it all, a mentor offers you encouragement and motivation along the way, in good times and in bad. After a failure, it can be hard to get back on track and keep forging ahead. It helps to have someone who has spent year getting back up after being known down and coming out stronger than ever. It’s during those moments, when you feel alone and isolated, that having someone around offering you advice and positive feedback will be a much needed salve. They’re your cheerleader, they want you to succeed, and hopefully, you’ll pay it forward one day when you become as successful as them.

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HEATHER KIRCHHOFF Heather Kirchoff of Denver, Colorado, maintains a thriving real estate business by cultivating a lifestyle and professional culture that combines tireless work ethic with a homegrown, interpersonal connectedness that bolsters the entire community. “We’re not your typical REALTORS® – the girls on my team are crushers. They’re great moms, stellar wives, fantastic runners, and incredible agents. I work twenty-four seven, and I wouldn’t have it any other way – that kind of hustle is contagious, and people love it.” Prior to formally entering real estate, Heather enjoyed a fifteen-year career in the technology industry. “I was the VP of Sales for a computer company,” she recalls. “I got kind of tired of working sixty hours a week to make money for someone else and missing my children’s early years and their sports games, so I started looking at my transferable skills. I’m fortunate to have a husband that could hold down the fort while I transitioned to Keller Williams, and eventually I set out on my own. It was scary but exciting, and I’m glad I did it!” Since that decision eight years ago, Heather has built her own brokerage, HK Real Estate, from the ground floor up. She prides herself on the fact that It is truly a locally grown, grass roots, woman owned business that houses four additional agents servicing primarily the west side of Denver. Individually, Heather maintains a book of business that has over ninety-five percent repeat and referral clients, and she averages an annual volume between $28 and $32 million. “I don’t actively recruit my agents,” she explains. “Their individual success keeps my phone ringing. Most of my new agents average between $5 and $10 million in their first year, and last year one of my new gals was Rookie of the Year with $11.2 million. We had 776 rookies in all of Denver, and she came out on top!” 16

In addition to mentorship and training, Heather aids her team by systematically marketing listings with top-of-the-line materials. “I’m not afraid to admit that I throw plenty of money at my listings,” she exudes. “I have my own photographer that I rely on, and he does videos, reels, Instagram posting – I can’t stand seeing new agents take photographs with their phones. You get out of your business what you put into it! And if you do the work on the front end, it comes back to you tenfold.” When she’s not supporting her mentees or expanding her business, Heather maintains her sense of sanity and balance by hitting the Colorado trails. “We’re huge runners – we also own a running store, BPRUNCO, that allows us to help other people around Denver in unique ways. We do a lot of charity with kids in elementary through high school, donating shoes and sponsoring races.” While she readily celebrates her impact on Denver and the real estate industry, Heather’s nuclear community is her pride and joy. “If I’m not running or in the gym, then I’m with one of my teenagers – my son is getting ready for college, and my daughter is fifteen. Both of them are into sports, so even when I’m not busy, I’m plenty busy!”

Contact Heather Kirchhoff at (303) 667-3652 visit hkrealestateteam.com or email Heather@HKRealEstateTeam.com https://

Cooperation, Not Competition, Creates

Mutual Success for Agents When people get along during a business transaction, everyone comes out happier. And in a service industry like real estate, agents have the power deliver that happiness. By working cooperatively, sharing advice and helping each other help clients, agents not only enhance their own reputations, but that of real estate in general. Top Agent Magazine

“Bring everyone together” Matt Kobelski, with Credentials Real Estate Group in Massachusetts, points out that providing good service involves more people than the party you’re representing. “I’m not afraid to bring together all the parties in a deal and say, ‘OK, let’s figure out a solution that works best

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Teaming up with an agent from a different brokerage on a transaction is not as uncommon or complicated as it might seem

for everyone,” he explains. “My goal is to avoid being adversarial.” Real estate, he believes, should always be a field in which each person can win. “It’s about working toward a mutual goal, shaking hands, and walking away happy that a seller sold, a buyer bought and everyone got what they wanted.” But Is it that simple? Most agents have experienced the ways conflicting personalities and tension during a transaction can heat up even the most cordial relations. In reality, however, it’s more productive to let down your guard and work with others as a team than it is to allow stress and competition to preside. South Florida REALTOR® and broker associate, Risë V. Siegrist, for instance, has zero interest in competing with other agents. “It’s more important to be professional and associate with competent, caring people,” she says. By serving others with a cooperative spirit, experienced agents like Risë set an excellent example for emerging real estate stars. Risë hopes to be a model for the next generation of agents, training people who may one day become part of her team. Risë’s position on cooperation inspires more reasons for nurturing relationships with other agents. Over the decades, many agents change brokerages several times. Who knows if that agent across the table will one day work at the 18

same brokerage you do? Perhaps you’ll even have an opportunity to partner on an exciting, future transaction. Good relations keep doors open to endless possibilities.

Co-listing cooperation Teaming up with an agent from a different brokerage on a transaction is not as uncommon or complicated as it might seem. In fact, some agents cleverly capitalize on their collective attributes, rather than competing against one another. South Carolina REALTOR® Kimberly Pannit is a perfect example of the universal benefits of co-listings. Although she has always been an independent agent, Kimberly works hard to form professional alliances that give her business the feel of a cooperative network across brokerages. This cooperative approach may be nontraditional, but it benefits clients in unique ways. By working closely with agents at other brokerages, she shows how agents can improve client service while helping one another. Kimberly’s cooperative approach began in her own neighborhood, where an agent friend from a different brokerage also lives. “Several years ago, I approached her because both of us were friends with our neighbors. I asked, ‘Why don’t we give our neighbors superior service and

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co-list together? We both love our area and are passionate about our jobs, the location and schools.’” She also didn’t want to make their mutual friends choose between them when they could work together. “I said, ‘Let’s give them amazing service together!’” With their brokers’ permission, two weeks later the agents co-listed their first home and put extra energy into ensuring uninterrupted client service.

Networking and “Co-opertition” When the ultimate goal is to match a client with the perfect home or create optimal terms of sale for a listings, networking with other agents can facilitate that ideal buyer-seller match. Nashville REALTOR® and broker/owner Lisa Land embraced every opportunity to contribute meaningfully to the real estate industry and to her local market, even before building her own team. “Agents would frequently ask me for help or advice,” she says, noting that she shares, rather than guarding, the methods she uses to get through difficult or confusing transactions. “I was fortunate to have great mentors when I started in real estate, so I’m always

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willing to offer help, even to agents outside of The Luxe Collective.” Meanwhile, on Cape Cod in Massachusetts, Janet Leigh Scott describes the climate between agents as relaxed and professional. “While the real estate market is highly competitive, we’re truly a ‘co-opertition’ market; agents work together and a have greater sense of community than you might experience in off-island brokerages,” Janet says. “If I have buyer coming into town, I’ll reach out to agents I’ve done transactions with to ask if they have anything coming up that might not be on the market yet.” Even in hot, competitive L.A. real estate, independent agents such as Andrej Nagy of The Agency RE knows the importance of receiving and providing professional mentorship. “My relationships with clients are extremely important,” he says. “But my relationships with agents on the other side of a deal are also important.” For REALTORS® like him, working smoothly with other agents is a privilege. Doing so builds rewarding relationships while ensuring win-win transactions for everyone at the closing table.

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3 Beyond-the-Office Activities to Inspire a Creative Business Boom Maintaining motivation year-round is a challenge, especially for those who are several years into a demanding real estate career. It’s easy to burn out, get stuck in a rut, or cycle blindly through a well-worn routine. But those that leave an impact on their industry understand that creativity holds the key to innovation and longevity. To stay ahead of 20

the curve and build your brand, you’ve got to take the time to breathe new life into your practice and see things from a new angle. But where to begin? To invite change, you’ve got to look outside the box—or in this case, beyond the office. If you’re in need of a professional creative make-

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To stay ahead of the curve and build your brand, you’ve got to take the time to breathe new life into your practice and see things from a new angle. over, or at least want to experience a burst of inventive energy, consider some of the activities below. You may just shake up your routine, bend your brain in new ways, and inject some inspiration into your professional path.

Expand your mind through meditation. You’ve likely heard all about the supposed powers of meditation, and perhaps you’ve long considered it an over-hyped New Age invention. But did you know that some of the foremost entrepreneurs of our era practice this cost-free, mentally restorative routine? From Oprah Winfrey to Steve Jobs, practitioners of meditation cite its stress-relieving principles, in addition to improvements in concentration, energy, self-awareness, and overall health.

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Even mainstream medicine is beginning to understand the preventative and restorative health benefits that meditation affords. As professional fields go, the mortgage and real estate industries require their fair share of emotional labor—you’re tasked with guiding clients through the investment of a lifetime. Meditation promotes peace and perspective, while reducing stress, adding a new level of self-awareness, and helping you mentally declutter. When it comes down to it, it only makes sense that taking time to go quiet and center your mind helps professionals find wherewithal amidst a hectic industry. Next time you’re feeling drained, out of ideas, or at your wit’s end—consider just fifteen minutes of meditation to get you started. Like most things, it takes some practice. But, if you commit the time, you’ll be thanking yourself later.

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Learn something new. If you’re facing burnout, then adding a new responsibility to your plate may seem like the least appetizing self-help solution there is. However, learning a new skill can reinvigorate your understanding of familiar tasks and dilemmas. Plus, learning a new skill doesn’t have to mean formal classes or time-draining homework. Select something that can even kill two birds with one stone. Want to let off some steam, too? Try a kickboxing class that meets just once-a-week. You’ll have something new to look forward to, meet new people, challenge yourself, and earn some feel-good endorphins, 22

too. Want to cut loose and have some fun? Join a board game meet-up group, take a cooking class, or try rock-climbing for the first time. A stimulating new activity will light up long-dormant parts of your brain, and your clients and colleagues will surely notice the influx of energy to your outlook. Still don’t think you have enough time to add something new to the mix? Blend your morning commute with an audio language learning service. The point is to shake-up your habits and introduce a new challenge that’s unrelated to work. Doing so can make you look at things in a new light and boost your mood along the way.

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See new sights. If you can, there’s no better way to break from routine than to physically separate yourself from your surroundings. There’s nothing more inspiring than traveling to new destinations, experiencing new cultures, and getting a sense of the world’s true vastness. If a trip abroad isn’t in the cards, don’t fret. There are bound to be plenty of places relatively close by that you’ve never seen. And these trips don’t have to break the bank, either. Devote just one or two days to visiting a place you’ve never gone before, like a state park, protected forest, or a small seaside village. Perhaps you’re only a few hours from a National Park you’ve been meaning to visit but have never made time for. Or, there’s a lively city one state over that you’ve always wanted to try. Whatever the destination, near or far, you’ll refresh

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your perspective entirely when removed from all your usual routines. New restaurants, traffic patterns, storefronts, weather—whatever the change may be, you’ll be experiencing everything brand new all around you. Taking the time for trips like these isn’t easy. In fact, making yourself devote those free days may be a difficult task itself. But it’s the most direct way to get a breath of truly fresh air, and when you return home you’ll be able to assess familiar surroundings in a totally new light. However you decide to add creativity to your professional life, don’t wait. Once you take the plunge, you’ll be regretting you hadn’t done it sooner. After all, the key to longevity is regular maintenance, so do your part and break the mold today.

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