NEW HAMPSHIRE EDITION
8 Things SUCCESSFUL PEOPLE NEVER DO HOW TO BUILD A TEAM THAT WILL WIN BIG No Matter it's Size
COVER STORY
MARCI FRANCIS
Creative Ways to SAY THANK YOU From Chaos TO CONTROL THINKING OF LISTING? Nine Ways to Get Ready
NEW HAMPSHIRE EDITION
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MARCI FRANCIS
CONTENTS 4) HOW TO BUILD A TEAM THAT WILL WIN BIG NO MATTER IT'S SIZE 13) FROM CHAOS TO CONTROL
18) CREATIVE WAYS TO SAY THANK YOU 20) 8 THINGS SUCCESSFUL PEOPLE NEVER DO 22) THINKING OF LISTING? NINE WAYS TO GET READY
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How to Build a Team That Will Win Big No Matter its Size In the real estate world building a team is a goal almost every agent strives towards achieving. Doing business with a team as opposed to solo has numerous advantages. With more agents handling clients as well as other employees specialized in areas such as marketing and administrative support there to assist you; you can greatly increase your business and sales. 4
So, when creating a team, logic would tell us that the bigger it is, the better, right? Wrong. When it comes to real estate teams, size doesn’t matter so much as the players you bring onto that team to work with you. A team doesn’t have to be big to win big, and here are the secrets to building a team that wins big no matter its size.
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Hire the Right Team Members
Put Your Team Members in the Right Positions to Win
You’ve probably heard the saying, “you’re only as strong as you’re weakest link.” That idea holds true for any kind of team, including those in real estate. If you have weak members on your team, then it’s not possible to have a strong team. Drawing strong team members to your business is essential.
Finding strong team members is just one part of the equation. As the leader of your team, you now have to assess each member’s strengths and weaknesses and position them appropriately. You want the best player for each role playing that part and catering to their strengths. Choose your team member’s roles wisely, and place each individual in the position where their strengths can shine and they can best contribute to a win for the entire team. Every role is important to the team working smoothly and winning as a whole, so it is important to place each team member in the role most suited to his or her skills.
To better understand what kind of person would make a strong addition to your team, you need to ask yourself what skills and characteristics you want your team members to possess. The strongest members are often ones that share their leader’s values. When you share values with your teammates, you are all running along the same course towards the same goal as one. Your definition of a victory in this case is also your teammates’ definition of it. This helps strengthen even the smallest of numbers because you are all working together toward a common goal. Another characteristic too look out for in potential team members is a positive attitude. You can teach someone the skills needed in real estate, but you can’t teach someone how to have a positive attitude. Positive members tend to achieve more due to their optimistic nature, but more importantly, they spread that positive attitude to the rest of the team, which improves every members’ performance. Top Agent Magazine
Communicating Your Vision to Your Team
Your team members are the key ingredients to ultimate victory, but what recipe do you follow now to lead them to victory? That is what communication is for a winning team; the recipe you will use to
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help best utilize each team member and instruct them on how they need to work together to fulfill the recipe that will lead them to be a winning team. Your team members need to know the plan and you must give them the tools to successfully execute it. It is up to the leader of a team to help your players see your vision and help them understand what a victory looks like. The goal may seem simple and obvious to you, but you must communicate it over and over again to your team members, so they understand it as well as you do. With different personalities coming together to form a unit, you are going to be dealing with numerous challenges such as competing agendas. You will find this on any team. You must keep the goal and at the forefront of your player’s minds in order to encourage them to put aside their own personal desires in order to come together as one cohesive, single-minded unit and push towards the team’s goal.
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Give Your Team Members the Tools to Help Them Perform at Their Best The final thing all great leaders do is equip their team members with the proper tools and training needed for them to succeed. You have to show them how they can each come together with their different strengths to work as a team towards one unified goal. This involves more than simple skills training, but also endurance, so they can last as a team and win even those matches that seem unending and impossible. Think of all the challenges that they could possibly face ahead, and clear their path to victory by giving them the necessary training and tools they will need to get past any obstacle. As the leader, you must be prepared to continually communicate the team’s goal and your vision. Use that vision to motivate your team members throughout the journey towards victory.
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MARCI FRANCIS Top Agent Magazine
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“Every house, every client and every deal is unique and needs to be treated as such. I feel a tremendous responsibility to my clients to make sure everything comes together for them while making the process as seamless and smooth as possible.”
MARCI FRANCIS You might say that Marci Francis was almost destined to become a successful Realtor®. “My mom was an agent, so I grew up around the business. I would help out in the office, accompany her on showings and had the opportunity to experience the world of real estate from a young age. After graduating from Boston College, I worked in Marketing which then lead to working in TV production and on-air hosting, but my passion for real estate was always there. Eventually, my career path came full circle and I became a Realtor. For me, real estate is the culmination of everything that I love… marketing, working with people and helping them achieve their goals, negotiating and 8Copyright Top Agent Magazine
coming up with creative solutions and strategies on a daily basis”. Marci has been with Keller Williams since the start and primarily focuses on the Seacoast and Portsmouth areas of New Hampshire. She is a Certified Luxury Home Marketing Specialist, Million Dollar Guild Member and a Keller Williams Luxury Homes International Agent. In 2016, Marci was the number one agent at her company, Keller Williams Coastal, Lakes and Mountains Realty. She has also started building a team, Marci & Co. Realty Group / Keller Williams, so she can continue to grow her business while providing the same exceptional customer experience that has been responsible for her success. Marci has an impressive 98% rate of Top Agent Magazine
referral business and that is largely due to her devotion to creating customers for life. “I am 100% committed to helping my clients reach their goals. Every house, every client and every deal is unique and needs to be treated as such. I feel a tremendous responsibility to my clients to make sure everything comes together for them while making the process as seamless and smooth as possible. Buying or selling a home can be a stressful time in people’s lives and I want our clients to feel confident that we have all the bases covered. In the end, my client’s successful outcome Top Agent Magazine
and their positive experience working with my team is the cornerstone of my business.” Marci’s background in marketing has been a distinct advantage to her clients. “With experience in marketing and TV, I appreciate the importance of presentation and first impressions, which are essential elements when getting a home sold. Prior to hitting the market with a new property, we come up with a strategy and begin our pre-listing marketing campaign. I then bring in my amazing Stager who prepares a detailed summary of what Copyright Top Agent Magazine9
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“With experience in marketing and TV, I appreciate the importance of presentation and first impressions, which are essential elements when getting a home sold.� should be done to make the property present in the best way possible. Even the most pristine property can use some staging, since our objective is to showcase the space and details of a home to Buyers without getting distracted by other things. Once the home has been professionally photographed, we then focus on getting that property maximum exposure through social media, the internet, our database and by reaching out to our network of other agents. Top Agent Magazine
Marci is also actively involved in her community and supports several local charities throughout the year. She was instrumental in bringing the Susan G. Komen Race For The Cure to New Hampshire, which has become an annual race on the Seacoast. When she isn’t working, Marci is spending time with her husband Eric Flaim, a 4-time Olympian, and their three kids, including their daughter who they recently adopted from Ethiopia. A former member of the US Copyright Top Agent Magazine 11
Skeleton Team, Marci still enjoys being active and spending time outdoors. Marci looks forward to expanding her team and growing her business, giving her the ability to provide even more people with the exceptional customer service she has built her reputation on. “I really want to create endless opportunity for the agents on my team as we continue to help
more Buyers and Sellers achieve their real estate goals, which will then enable us to give back even more to our community…that is the ultimate goal. Every day in real estate is new and exciting and I never think about it as being a job, it’s a part of my life. I learned from my mother early on that you have to love this business to have longevity in it and I feel incredibly fortunate that I get to do something I truly love.”
To learn more about Marci Francis call 802 - 683 - 9187, email marcifrancis@kw.com or visit coastalrealtynh.com or facebook.com/marcifrancisrealtor www.
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From Chaos to Control By Barry Eisen
Below are 24 great ideas designed to give you back your time and life. Managing time, rather than letting it manage you is an art form. Little changes can make huge differences. Look at what is offered below and incorporate 1 or 2 ideas that make sense to do. You can always come back to the list for more when you’re ready for more. 1. Get Ready the Night Before. Get it out of your head. Plan
out your next day by writing a “killer” To-Do list and prioritize A, B and C business and personal priorities. You’ll sleep better too. Top Agent Magazine
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2. Focus on the Important Things. Less is more. Commit to
doing the A things on your To-Do list. Stop randomly playing games and surfing social media. Focus on what’s important. Here’s the procrastinationbe-gone formula: Do the important stuff first. No “ifs,” “ands,” or “buts” do it. 3. Remove the Clutter. Much of our “visual noise” is caused by
stuff. Practice a three-part clutter rating system that will help you prevent and remove clutter: • It’s important now. Use it and then put it in its home (where it’s supposed to be). • It will be important. Put it in its home (where it’s supposed to be). • It’s not important. Get rid of it: Toss it or if possible, consider donating it.
4. Get Organized and Stay That Way. Pick an organizational
system, execute it, and stick to it. Your new system may feel foreign at first, but it will eventually form into a habit. If you slip or feel like you’re ready to give up, recall the benefits of being organized and pick up where you left off. When necessary, make adjustments, but avoid switching to new organizational systems or you’ll lose the benefits.
5. Keep One Calendar. Whether it’s a Week/Month at a Glance
appointment book, wall calendar, smartphone app, etc. - keep ONE calendar. First, keep track of the usual calendar events: birthdays, and appointments. Second, use your weekly calendar to keep track of bills, plan menus, make appointments with yourself to write or read, etc. This will help prevent the scenario of sifting through bills, notes, and multiple calendars. 6. Focus on What’s in Front of You. Of course, not all tasks
require 100% focus, but for tasks like prospecting or writing, never multitask. Lots of studies have shown the inefficiency of juggling tasks. If you refocus your attention on another task, it can take more time to refocus on your original task. Don’t do it. Stay focused. Turn off your phone and disconnect from the internet during tasks, like writing or studying, to focus. Don’t drop what you’re currently doing to address something you just thought of or remembered. If you think of something completely unrelated to what you’re 14
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working on, jot down a few quick notes (a word or two to jog your memory will suffice). Keep up momentum: FOCUS. 7. Execute Decisions Faster. If you find
yourself hemming and hawing over a decision, make a decision then and there. If the task Sometimes a has a lot hanging on the outcome, fresh set of eyes is seek/ask for more information if you need it, but the key all you need to get is: make a decision now. back on track. 8. Delegate and Learn to Love It.
We can be greedy with our workloads. Drop the, “if you want things done right, you have to do it yourself” mentality. If it can be done by someone else (more effectively) and it’s not an important task, delegate it. 9. Just Say “No.” Stop agreeing to take on things for which you don’t
have time. If you don’t have time for it or it will take your focus away from other priorities, say no.
10. HELP Is not a Dirty 4 Letter Word. Ask for help. Sometimes
a fresh set of eyes is all you need to get back on track, but be sure your plea is directed at the right person and is respectful of their own priorities. 11. Time Activities. We all can get swept away by television, social
media, internet browsing, article reading, and games. Allot yourself an amount of time for online activities and playing games. Set an alarm. When the time is up, stop the activity. 12. Time Your Conversations and Meetings. I’m not
recommending that you don’t socialize or be rude. I’m recommending that you don’t allow conversations or meetings to completely disrupt your day. Allot yourself time. For “water cooler” talks, give yourself 5 minutes and keep them infrequent. For meetings, estimate how much time you’ll need to address the needs of those involved, come prepared, and if there isn’t Top Agent Magazine
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already an agenda, propose talking points to squeeze more value out of the meeting. 13. Call, Don’t Text. Text messaging is supposed to be quick and to
the point... not long, drawn out conversations. For anything beyond a quick yes or no question, call. For example, call for emergencies and all of those “how are you?” and “what ‘cha doin’?” questions. If it goes to voicemail, don’t worry. Most people have access to visual voicemail anyway, so it will be like a text. Either way, trust that they will get the message.
14. Turn Aimless Browsing Into Growth Opportunities.
Create an ongoing list of questions, curiosities, or things you’ve always wanted to find out more about. When you sit down to browse the internet, start looking for answers. You might surprise yourself with what you find. 15. Do Your Errands at the Same Time. Schedule time to
do errands and plan a route ahead of time to ensure you’re not wasting time bouncing back and forth across town.
16. Filter Your Email. How much time do you waste in your inbox?
Filter your email: • Create rules for recurring emails that don’t require an action to be archived in a particular folder. • Set rigorous anti-spam settings to block unwanted email from reaching your inbox. • Form a habit of touching an email once: If you open it, you have to address it (e.g., respond and file). 17. Automate Responses. If you find yourself replying with the
same or nearly identical responses for clients keep a template to quickly copy/paste the response and tweak it as necessary to personalize the message. 18. Automate Bill Payments. For any recurring bills that you
have: AUTOMATE. Not only will this save you time, it may even save you money and raise your credit score if you’re the forgetful type. 16
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19. Sort the Mail in Your Hand. When you get your mail, don’t
let it sit in a pile. Sort out the junk right away and then prioritize other items respectively (see weekly calendar). If possible, go green by electing not to receive the hard copy. 20. Avoid Rush Hour. Do you commute to work? Negotiate a work
schedule to travel during non-traffic delayed times. You can easily turn a 60-minute, traffic-jammed commute into 25 minutes by getting ahead of the traffic or waiting it out. Online apps, like Waze, do a good job informing of traffic problems so you can adjust accordingly.
21. Keep a Running Shopping List. Create a policy that for
whoever squeezes the last bit of toothpaste out of the tube, kills the mustard bottle, etc., they are responsible to write it down on the shopping list. In doing so, this will save time from taking inventory as well as keep your shopping trip quick - get into the store, grab what you need, and go (rather than meandering down aisles). 22. Cook for Tomorrow. Double the amount of what your cooking
and refrigerate/freeze the leftovers. It may take you a small amount of time to double what you’re already making, but it will save you much more time making your next meal by not having to start from scratch. 23. Learn While You Workout. When on a treadmill, elliptical
machine etc., listen to news, pod casts, and audiobooks rather than music to keep up with trends in your niche, current events, books, and learning at large.
24. Exercise More Effectively. Exchange moderation for higher
intensity. You can have a more effective and efficient workout by putting more effort into a 30-minute high-intensity workout than 90 minutes of lowto-medium effort.
Copyright©, 2016 Barry Eisen. All rights reserved.
Barry Eisen teaches personal development seminars and coaches Southern California top producing REALTORS®. “Your business will never grow more than you do” is the theme; self hypnosis and behavior modification are the tools for playing a bigger game. barryeisen.com, barryeisen@LA.twcbc.com 818-769-4300 Top Agent Magazine
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Creative Ways to Say Thank You
Most top real estate agents find ways to welcome their clients to their new home. A common theme is a bottle of wine and some wine glasses for that first post-threshold toast, or a bouquet of flowers to brighten up that empty living space until the furniture arrives. But are you truly being as creative as you can with your appreciation? Here are some innovative gift ideas that will truly keep you front of mind with your valued customers and assure their gratitude and repeat business, not to mention a slew of referrals.
1. How about a streaming video device, like a Roku
or Amazon Fire Stick? There’s a good chance your clients will not have their cable service up and running for a few days, and this is an excellent way for them to enjoy their television before they get that connection going. Bundle it up in a basket with some DVD’s for the kids, and don’t forget all necessary cables.
2. Matching bathrobes and Bath kits: Fleece or ter-
rycloth bathrobes and a basket filled with highend his and her body scrubs, bubble bath and other luxurious pampering items can make the first night in a new home feel like a check-in at a fabulous resort and make the memory of that first night one to cherish. Again, don’t forget the kids!
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3. Arrange a catered meal from a local vendor. As-
certain in advance dietary preferences and restrictions, and have a wonderful, healthy meal delivered on move-in night. To complete the magic, provide brand new plates, silverware and glassware to serve it all on.
4. For homes with swimming pools or Jacuzzis, a
stack of fluffy pool towels is always appreciated and will be used by family and friends for years to come. Additionally, acrylic stemware for celebrating safely can be provided alongside them.
5. If it’s winter time and the home has a fireplace, make sure there’s plenty of wood to burn. Some fireplace accessories and a log holder will certainly make your clients appreciate you on every chilly night to come.
So when it comes to gifting your buyers, the trick is to be creative. A bottle of wine lasts one night, and the flowers wilt in a few days. Try coming up with something a little more creative that will remain with your clients in their day-to-day lives and remind them of you consistently. The little bit extra you spend to show your gratitude can reap huge dividends when it comes time for your client to purchase a second home or refer a friend. Top Agent Magazine
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Things Successful People Never Do
There always seems to be people around you who find success with ease, but trust me, that is NOT the case. Although luck can often times play a role in someone’s success, most of the time it’s due to hard work and avoiding bad habits. The best way to find your own success is to implement some of qualities you see in people you admire into your own life. The hard work part is still up to you, but by shifting your perspective a bit, and NOT doing some of the following
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things, that success might happen a little quicker.
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DON’T JUST WING IT
Successful people plan everything. Not only do they have yearly goals, but weekly and sometimes daily ones as well. By giving your time a purpose, and a clearly defined goal, you’ll eliminate the time you spend haphazardly doing things that might not be a priority. It will also make you feel less scattered, which is always a good thing.
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THEY DON’T TAKE ON MORE THAN THEY CAN ACHIEVE
Successful people take on what they can do well, and no more. That all starts with a daily ‘do to’ list. They always make sure their list is manageable and then they don’t sleep until that list is completed. If you find yourself not finishing your list, assess whether it was too much or if you slacked off. You’ll be surprised at the feeling of accomplishment you feel when you finish your list. Not finishing will bring you down, so make sure you aren’t biting off more than you can chew.
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THEY DON’T WORK HARDER, THEY WORK SMARTER
Yes, having a strong work ethic is key, but that doesn’t mean you should waste time on things that will have less of an impact on your success. Focus on the things that will give you the most bang for your buck. Better to spend the majority of your time there, than spread yourself thin on numerous tasks.
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THEY DON’T TRY TO PLEASE EVERYONE
This might seem like a bad call in business, but successful people know when to cut your loses and move forward. Anything or anyone, that frustration into your life, is never a good thing.
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REPEAT THE SAME MISTAKES
Similar to not trying to please everyone, successful people are also diligent about accepting when something isn’t working Top Agent Magazine
and moving on from mistakes. Yes, you learn from them, but don’t repeat them. Part of being innovative is trying new things, that will keep you fresh and energized, but learning how to let go is an equally important part of the equation.
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GO FOR THE SHORT RUN SOLUTION
Successful people are in it for the long haul and therefore thinking long term. When you have a plan for success and the patience to see it through, while you might have a slow start, you’re establishing a foundation for long term success. Going for the easy fix, usually doesn’t pay off.
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PAY ATTENTION TO THE NAYSAYERS
Lets face it, we all have people in our lives who might be a little more pessimistic than is healthy to be around. You can’t change them, all you can do is not let them drag you down into their ‘glass half full’ mentality. Have your plans and goals, be confident about them. When you’re insecure, that’s when you’re most vulnerable to those types of people.
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THEY NEVER QUIT
That doesn’t mean letting go of things that aren’t working. It means having an end goal. Whatever obstacles or challenges come up, you take them on, always with that end goal in sight. Successful people know that adversity and overcoming those challenges, is how you grow, and will ultimately make you a better business person.
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Thinking of Listing? Nine Ways to Get Ready The less time a home spends on the market, the more likely it is to sell at or above list price. That’s why our Top Agents recommend getting a property ready for marketing well before listing. Anyone who is even just starting to think about listing will benefit from some basic upkeep and pre-staging work. Even if you decide now is not the time to list, you’ll enjoy these simple improvements around the home. With the right local resources, most pre-listing preparations take less than a week and will make the formal staging process simpler for all involved. Ask Top Agents in your area for referrals of local pros to hire. Once you’ve selected your Top Agent, keep yourself open to his or her opinion on other TLC to help decrease your home’s market time. 1. Inspection: The last thing a seller or buyer wants is a surprise at
inspection. That’s why a complete inspection before listing is so valuable. Many necessary fixes, such as minor roof or appliance repairs, can be discovered and repaired in less than a week. If inspection uncovers a major issue, any Top Agent will tell you that this knowledge is power; disclosing and expecting to take responsibility will increase buyers’ trust without affecting market time. 2. De-Clutter: Take a little time to pack away surplus furniture items and
extra knick-knacks, papers, books or occasional-use items throughout your house. Remember this may require boxing away video game supplies or packing up comfy throw pillows and blankets. Move these items temporarily into closets, the garage or attic with the assumption of possibly renting a storage unit just before listing. 3. Paint: Whole-house painting is likely not necessary, but consider touching
up baseboard moldings and doorways and open wall spaces in high-use areas 22
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such as bathrooms, the office, family room and indoor recreation spaces. Also consider a little varnish on the front door or banister. 4. Artwork and Decor: Take a neutral look at your décor. Better yet, ask a
Top Agent to do so. Buyers should be able to picture themselves living in your home. While your Top Agent may not advise you to appear generic, you’ll likely need to thin out any shrine-like displays to family, hobbies or cultural interests.
5. Deep-Clean Housekeeping: After you’ve de-cluttered and touched up
the paint, request a deep cleaning from your housekeeping service and weekly cleanings thereafter. Make sure they pay attention to details like dusting or vacuuming window treatments and lampshades or wiping smudges off door jams and baseboard moldings. 6. Carpets and Rugs: Bring in the pros, but don’t just clean the carpets.
Because the cleaners will be moving furniture anyway, ask them stretch and tighten any buckled areas of carpeting. Doing so now saves the trouble of having to credit your buyer for this following final walk-through. Also consider removing small area rugs to let the beauty of your hardwood floors shine.
7. Look at the Loo: Buyers may not notice a brand-new toilet seat, but they
will turn up their noses at the one with the broken hinges. Freshly replaced toilet seats, faucets or doorknobs in heavily trafficked bathrooms can go a long way in first impressions.
8. “Mow & Blow”: Consider buyers as guests you want to feel welcome
as they ascend the front walk. If you don’t already have one, hire a weekly gardening service to keep up with the mowing, weeding, pruning and basic maintenance outside so you can focus on other things. 9. Staging: Once you’ve selected a staging professional for the finishing
touches, ask them and your Top Agent for final recommendations on day-today upkeep, storage options and what-to-do (or what not to do) while your house is on the market.
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