sellers guide 3.0 - constant...

SellersGuide FORALLYOURREALESTATENEEDS

LeonardRealEstateGroup 305.726.8416or786.205.0187charlie@leonardrealestategroup.com

WhoAreWe?

LEONARDREALESTATEGROUPLLCisarealestatefirmthatworksdiligentlyandconfidentially to ensure that our clients’ objectives are met and their desiredoutcomesareachieved.Withover30yearsofrealestateexperience,weprovidehigh-qualityprofessionalserviceandinsight.Wearededicatedtoevaluatingeachclient’suniqueneedsandfindingthemthatidealpropertydesignedjustforthem.Agreatdealbringspeopletogethersothatbothpartiesgetwhattheywant.Thatisourspecialty.WebelievethatMakingEducatedRealEstateDecisionsisimportantforresidentialand commercial buyers and sellers aswell as investors. To that end,we offerour Residential clients the most current educational resources and location-specificinformationthatcanhelpfamiliesavoidmakingmistakesandstartsavingmoney.Visitourwebsitewww.leonardrealestategroup.comandlookaround.For our Commercial clients, we offer over 25 years of practical EconomicDevelopmentexperienceinMiami-DadeCounty.Wehelpcommercialclientsandinvestorsunderstandthebigpictureandprovidevaluableprofessionalguidancethroughouruniquegovernmentalaffairsexperience.Regardless of what real estate services you need - buying, selling, residential,commercial,orinvestment-makeLEONARDREALESTATEGROUPLLCyourrealtorsofchoice.

SellersGuideTableofContents

i) 3MostimportantthingsaSellermustknowbeforesellinginMiamiSprings

ii) 10QuestionstoaskwhenChoosingaRealEstateAgent

iii) PricingyourHome101

iv) 3ThingstoExpectwhenMarketingyourHome

v) AppraisalProcess101

vi) 14ThingstoKnowAboutProfessionalInspections

vii) Contact

Most important things a Seller must know before selling in Miami Springs

1. SellerPropertyDisclosureForm

FloridaLawrequiresthatasellerofahomedisclosetothebuyerallknownfactsthatmateriallyaffectthevalueofthepropertybeingsoldandarenotreadilyobservableorknownbythebuyer.ThisdisclosureformisdesignedtohelpyoucomplywiththeLAW!!ThisdisclosureisNOTaguarantyorwarrantyofanykind.HereisacopyoftheSellerDisclosureForm.pdf.

2. CityofMiamiSpringsReOccupancyCertificationProcess

Chapter 102-01 of the City of Miami Springs Code of Ordinances requires that aCertificate of Re Occupancy be issued by the City before any person, firm, orcorporation buys, sells, conveys or transfers, any single family homewithout firstobtainingaReOccupancyCertificate.

It is the responsibility of theproperty owner/seller to apply for theReOccupancyCertificateinspectionwiththeDepartmentofBuilding,ZoningandCodeEnforcement.TheFeeiscurrently$125.00.

3. Getanestoppelletterfromyourlender.

Howmuchdoyouoweyourbanktopayoffanyoutstandingmortgagesandfees?Whenyousellyourpropertyyouneedtoknowwhatisthepayoffamountifyoustillhaveamortgage(s).TheBestwaytodeterminethisveryimportantinformationistogetanestoppelletterfromyourlender.

Thelenderwillissueadocumentthatspecificallystateswhatisthepayoffamountuptoacertaindate.Ifyourclosingtakesplaceafterthatdate,theyalsoprovidetheadditionalamountsdue,perday,foreachadditionaldayuntiltheclosingdate.

Youcanalsohaveyourlenderprovideanupdatedestoppelletter.Somelenderschargeafeeforthisinformation

QuestionstoaskwhenChoosingaRealEstateAgent

Someofagentsaresmart,efficient,focused,versatileandwillingtogotheextramile.Andsomeofthemaren’t.Findinganagentwhowillsellyourhomeusingarangeofmarketingtoolstogetyouthebestdealpossibleinareasonableamountoftime,allwhilechargingafairrate,takessomeeffort.Hereiswhatyoucanask:

1. Howmuch?Askpotentialagentshowmuchtheythinktheycansellyourhomefor.Iftwoagentssay$600,000andthethirdsays$700,000,thinkhard.It’slikelythehighbidisanexaggerationtoattractyourbusiness.Inthetradeit’sknownasbuyingalisting.Intheend,you’llbetheonewhopaysbecausethehighpricewillscareawaypotentialbuyersbeforeyouinevitablydroptheprice.

TheLeonardRealEstateGroupcreatesafullmarketanalysisreportwhichwillshowarangeofvalueforyourhome.Wewillsitdownwithyouandexplainour findings so youare100% satisfied that it is the rightprice.Here is anexampleofaCMAReportwehavedone.

2. Howwillyoumarketit?Runningafewclassifiedadsinthelocalpaper,listingitontheInternet and holding an open house shouldn’t be the only answers. The practitionershouldbeabletotalkaboutwhatkindsofpeoplearelikelybuyersandhowhewillreachouttothosespecificpeople.

3. Howhasyourbusinesschangedinthelastfiveyears?Ifshedoesn’ttalkaboutwebsite

toursandsmartphones,chancesarethisisnotahighlywiredagent.WhileLudditescanstillsellhouses,itisgettingharder.Andifthisisoneofthosepeoplewhodon’tevenusee-mail,you’relettingyourselfinforunnecessaryaggravation.Andyoumaycutyourselfofffromopportunities.

4. Tellmehowyourlasttwodealssurprisedyou?Everyagenthasasuccessstory,butthis

questionwillgiveyouamuchbetterfeelforwhatthispractitionerislikeasasalesperson.5. What’s your specialty? If you’re selling a starter home in a community full ofyoungfamilies,hiringanagentwhospecializesinseniorsisprobablyabadidea.Itdoesn’tmeanthatifheonlysellscondosthathecan’tsellahouse,buthemaynotbegeareduptodothebestjob.

6. Howmany people are you selling homes for right nowandwhat are you doing forthem?Itmaynotbeabadthingthatahigh-poweredagentisjuggling15homes,butdon’texperthertogiveyoupersonalservice,althoughherassistantshouldbeattentive.Onthe other hand, bewary of an agentwith no other customers because shemay lackexperienceandcontacts.

7. Whatdoyouexpectofme?Agoodsalespersonwillhaveexpectations.Hemaywantyou

to leave and take the dog when the house is shown, paint the garage, move somefurniturearoundandscrubthetileinthebathroom.Itshowsthathecanthinklikeabuyerandthat'sagoodthing.

8. WhatadvicewouldyouhaveformeifIgetanofferfromabuyerwhowantstousean

FHAloan?Itwasn’tverylongagowhentherightanswermightberuntheotherway,butthesedaysgovernment-guaranteedfinancingfromtheFederalHousingAdministration,the Department of Veterans Affairs and state and locally managed loan assistanceprogramscanbekeytosellingaproperty.Realestateagentsshouldn’tbepushingbuyerstowardtheirfavoritelenders,buttheyshouldbeabletohelpthemandyouwadethroughcomplexfinancingissues.

9. What’s your fee? Forty-six percent of sellers Consumer Reports surveyed this year

attemptedtonegotiatealowercommissionrate.About71percentsucceededandthosepeoplewerejustassatisfiedwiththeperformanceoftheirrealestateagentsasthosewhopaidthestandard6percentormore.Inshort,ifyoudon’task,youdon’tget.

10. CanItalktooneofyourpreviousclients?Youneverknow.Someclientsmaytellyouto

steerclear.Wearehappytoprovideyouwithreferencessoyoucanhearaboutsomeofourpastwork.

PricingyourHome

Ifyou’reputtingyourhomeonthemarket,especiallyifyouliveinanareawherepricesaregoingupandbuyersarecompetingforhomes,youmaybetemptedtotrylistingitatahighpricejust

toseeifyoucangetit.Don’tdoit.Experienced Realtors will tell you that pricing your home appropriately from thebeginningiscriticaltogettingitsoldquicklyandatthebestprice.Researchshowsthatoverpricingyourhomeandthendroppingthepriceseveraltimeswhileitlanguishesonthemarketusually leads toselling itatamuch lowerprice thanwhatyouoriginallyshould have asked for it. The longer a home stays on the market, the deeper thediscountislikelytobeofftheoriginalprice.

Forexample,accordingtoMcEnearneyAssociates,aMcLean,VA,realestatecompany,homesthatsoldinAugust2013withintheirfirstweekonthemarketsoldforanaverageof2.08percentabovelistprice.Homesthatlingeredonthemarketforfourmonthssoldforanaverageof11.53percentbelowtheiroriginalprice.

Howtopriceyourhomecorrectly

Many homeownerswant to set their list price based onwhat they paid for their home, thebalanceoftheirmortgage,orontheprofittheywanttomakesotheycanmoveintoanotherhome.Inreality,yourhomeisworthonlywhatthemarketwillbear.Ifyoupriceyourhometoohigh,somepotentialbuyerswon’twanttolookatitatall,whileotherswillsimplywalkawaywithoutmakinganoffer.

Ifyou’reinterviewingseveralRealtorstochoosealistingagent,youmaybetemptedtopickthesalesprofessionalwhosuggeststhehighestpriceforyourproperty.Butsellers,like buyers, need to beware. The Realtor who provides the best comparativemarketanalysisandexplanationofhowyourhomeshouldbepricedwillbemorelikelytosellyourhomequickerandforahigherpricethansomeonewhotellsyouonlywhatyouwanttohear.

Acomparativemarketanalysisshouldincludesalespricesforsimilarnearbyhomesthatsoldinthelastmonthortwo.Inaddition,manyRealtorsincludepricesforhomescurrentlyonthemarketthatwillbeyourcompetition,aswellashomestakenoffthemarketbecausetheydidn’tsell.OtherdataRealtorscanusetosuggestapricerangeincludehowmanydayshomeswereonthemarketatvariouspricepointsandtheaveragedifferencebetweenthelistpricesandsalepricesonhomesthathavesold.

SampleCMA

YourRealtor canhelp youestimatewhomightwant tobuy yourhouseandwhatelse thosebuyersarelookingatsoyoucanmeasureyourpriceagainstthecompetition.

A knowledgeableRealtor can factor in all of these issues in the contextof your localmarketconditions, includingwhether home prices are rising or falling andwhether it’s a buyer’s orseller’smarket.

ChoosetherightprofessionaltohelpyouwithyourhomesaleandthenlistentoyourRealtor’sadviceandyourtransactionismorelikelytogothroughquicklyandsmoothlyfromthebeginning.

ThingstoExpectwhenMarketingyourHome

1. Pre-MarketThedayyourhomegoesonthemarketitshouldbeinprimeconditionandpricedrighttoattractthemostpotentialbuyers.WhileyourREALTOR®canhelpyoudetermineanappropriatepriceandcanoffersuggestionstomakeyourhomemoreappealing,yourjobistoputintheworktogetyourhomepristinecleanandtoremoveclutterandpersonalization.

Buyers want to see a home where they can visualize themselves living. Ifbuyersseeanoverstuffedcloset,they’llassumethehomelacksstoragespace;andifyourkitchencountersarecluttered,they’llthinkthespaceistoosmall.

ProvideyourREALTOR®withtipsaboutwhatyoulovebestaboutyourhomeandcommunitythatcanbeincorporatedintoyourmarketingmaterials.

YourREALTOR®canadviseyouonwhatyouneedtorepairbeforeputtingyourhomeonthemarket.Youcanalsovisitotherhomesthatareforsale,orevenlocalmodelhomesforideasonwaystopresentyourhometopotentialbuyers.

2. WhattoExpectFromYourREALTOR®ManyREALTOR®shaveexperiencestaginghomes,ortheycanbringinastagertorearrangeyourplace.Inaddition,yourREALTOR®shouldmarketyourhomeinmultipleways:

• Researchthemarkettoidentifypotentialbuyerstotargetfordirectmail.• Reachouttootherrealestatebrokersandagentswhoworkwithbuyers inyourprice

range.• Takeexcellentphotosorhireaprofessionalphotographertoshowcaseyourhomeonline

withattractivepictures.• ListyourhomeonthelocalMultipleListingServiceandmakesureitreceivesmaximum

exposureonmultiplewebsites.• Takeavideoofyourhomeorproduceavirtualtourwithnumerousphotossoyourhome

canbeviewedin-depthbybuyerslookingonline.

• Be fully integrated into social media- Facebook promotions, Twitter advertisements,LinkedInadvertisements…

• Haveanongoingemailcampaignmarketingyourhome.

OncebuyersbeginvisitingyourhomeorcontactingyourREALTOR®,youragentshouldrespondasquicklyaspossibletokeepthemomentumgoing.EveryvisitortoyourhomeortheiragentshouldbecontactedbyyourREALTOR®togetfeedbackonyourhomeandtogaugetheirinterest.

3. WhatYourREALTOR®ShouldExpectFromYouWhileyourREALTOR®doestheheavyliftingwhenitcomestomarketing,asaselleryouneedtosupportyourREALTOR®inseveralways:

• Keep your home as clean, neat and odor-free as possiblewhile your home is on themarket.Thismaymeanthatyouhavetogiveupcookingyourfavoriteliver-and-onionsdishandthatyouhavetobribeyourkidstomaketheirbedsandtakeoutthetrasheveryday.

• Makeyourhomeasavailableaspossibletobuyers,nomatterhowinconvenientitisforyouandyourfamily.Yourhomewon’tsellifnoonecanseeit.

• Leavethehousewhenbuyersarethere,sincestudieshaveshownthatbuyerslingerandlookmorecarefullywhenthehomeownersaren’tpresent.

• Lockupyourpetsortakethemawaywhenbuyersarevisiting,especiallyduringanopenhousewhenmultiplevisitorsareexpected.

• Provide information to buyers about community amenities or neighborhood sportsleaguessotheycanappreciateyourhome’slocation.

IfyouandyourREALTOR®developateamapproachtoselling,you’llbenefitfromaquickerandmorepleasantrealestatetransaction.

OURPLAN(tailoredtoyourhome)

1) Marketanalysisandpricing.ThisisKEY!2) Staging,eitherprofessionallyorvirtuallyasneeded.3) Professionalphotographyandvirtualtours.4) Tailoreddronetourifapplicable.5) AddtoMultipleListingService,Zillow,Trulia,etc.6) Aggressiveandtargetedsocialmediamarketing.7) Marketedtooure-maildatabasewiththousandsoflocalbuyersandinvestors.8) Biweeklyopenhouses(orasneeded).9) Brokersopens(asneeded).10) Hardcopymailertosurroundingneighborhoodmarket.11) Followupwithpotentialclienttoanalyzefeedback.12) Weeklyreportonactivity.

AppraisalProcess

WhenyouandyourRealtor®wroteyourpurchaseofferforahome,youmostlikelymadeyouroffercontingentonseveralitems,includingfinancing,ahomeinspectionandanappraisal.Ifyourloanislockedinandyourprospectivehomepasseditsinspectionwithease,thenyou’veonlygotonechallengeleft:theappraisal.

Mortgagelendersrequireanappraisalonyourhomebeforethey’llprovidealoanforthesimplereasonthatthepropertyistheunderlyingassetthatservesascollateralfortheloan.Ifforsomereasonyourunintofinancialdifficultiesandloseyourhometoforeclosure,yourlenderwouldneedtosellthepropertytorepaytheloan.Alenderwillonlyapprovealoanforapropertythatappraisesforthefullsalespriceofthehome—ormore.

1. AppraisalBasicsYour lenderwill choose an appraiser to evaluate your home andyou’llpaytheappraiser’sfee,typically$300or$400.NewrulesbytheConsumerFinancialProtectionBureauthatwentintoeffectinJanuaryrequireyourlendertogiveyouacopyofyourappraisalassoonas themortgagecompanyreceives it,orat least threedaysbeforeyourclosing.Youcanwaivethatright,butitmakessenseforyou to see it so you have time to review it and understand theinformationyourlenderisusingtodeterminehowmuchtolend.

An appraisal is based on information that’s similar to the information Realtors® use for acomparativemarketanalysis,includingthespecificsofyourhousesuchassquarefeet,numberof bedrooms, number of bathrooms, the location and age of the property and interiorimprovements.Thesefactsaboutyourhomewillbecomparedtootherhomesthattheappraiserconsiderscomparabletocomeupwithyourhomevalue.

YouandyourRealtor®shouldreviewthereporttoseewhichhomeswerechosenforcomparisonpurposes,andtomakesuretheappraisalincludesaccurateinformationandtakesintoaccountintangible things thatcanaddvalue toahome, suchas locationwithina sought-after schooldistrictornearatransportationhub.

2. AppraisalValuetoBuyersIt’s importanttorecognizethatanappraisal isn’tmeanttoderailyourrealestatedeal. Infact, itcanfunctionasaconsumerprotectionforabuyer.Ifyourappraisalcomesinhigherthanthepriceyou’repayingforthehome,thenyoubenefitimmediatelybecauseyou’llhavemorehomeequityinthepropertythanyouthought.Forexample, ifyou’repaying$200,000 for a homeand the appraiser says it’sworth$225,000, youinstantlyhavegained$25,000inequity.

Iftheappraisalcomesinlowerthanthesalesprice,youandthesellerwill need to abide by the contract you and your Realtors® havenegotiated.Ifyourcontractiscontingentonanappraisal,oneoptionyouhave is towithdraw your offer andhave your earnestmoneydepositreturned. The appraisal has saved you from paying toomuch for thehome.

Ifyouprefertobuythehomeanywayorhavewaivedtheappraisalcontingencytomakeyouroffermoreattractivetothesellers,youhaveafewotheroptions:

ChallengetheappraisalwithdocumentationfromyourRealtor®

Payforasecondappraisal,whichmayormaynotcomeinhigher

Come upwith extra cash tomake up the difference between the appraised value and yourpurchaseprice

Renegotiatethecontract,iftheselleriswilling

Askthesellertofinancethegapbetweentheappraisalandthesalesprice

YourRealtor®canadviseyouabouttheappraisalprocessandhelpyoudecidehowtohandlealowappraisaltomatchyourinterests.

ThingstoKnowAboutProfessionalInspections

1. WhatIsaHomeInspection?

Ahomeinspectionisanobjectivevisualexaminationofthephysicalstructureandsystemsofahome,fromtherooftothefoundation.Havingahomeinspectionislikegivingitaphysical.Ifproblemsorsymptomsare found, the inspectormayrecommendfurtherevaluation.Hiringaprofessionalhomeinspectorcanhelpyoufindoutasmuchaspossibleaboutahomebeforeyousignonthedottedline.Chooseanexperienced,full-timeinspector,notarenovatororcontractorwithaninspectionbusinessontheside.

2. WhatDoesaHomeInspectionInclude?Thestandardhomeinspector'sreportwillreviewtheconditionofthehome'sheatingsystem,central air conditioning system, interior plumbing and electrical systems; the roof, attic andvisibleinsulation;walls,ceilings,floors,doorsandwindows;thefoundation,basementorcrawlspaceandvisiblestructure.

3. WhyDoINeedaHomeInspection?Thepurchaseofahomeisprobablythelargestsingleinvestmentyouwillevermake.Assuch,youshouldlearnasmuchasyoucanaboutthehomebeforeyoubuy,sothatyouaren'thitwithanyunexpectedrepairsordifficultyafterthehomeisyours. Inaddition,thehomeinspectionmaynotepositiveaspectsofthehome,aswellasmaintenancerequiredtokeepyourhomeingoodshape.Theinspectionalsohelpsyoutogetamuchbetterunderstandingofthepropertythanyoucouldgetonyourown.

4. HowMuchWillaHomeInspectionCost?Thecostofahomeinspectionvariesbaseduponanumberoffactors,includingsize,age,specialservicesrequested,etc.Typically,thecostisintherangeof$250-$500,althoughthefeescangohigher.However,costshouldnotbeafactorindecidingwhetherornotyougetyourhomeinspectedorindeterminingwhichhomeinspectoryouchoose.Rather,youshouldconsiderthehomeinspectionasaninvestmentthatwillpayforitselfmanytimesover.Aswithmostthings,cheaperisnotalwaysbetter.

5. WhatiftheReportRevealsSomeProblems?Nohouseisperfect.Thisneedsrepeating,NOHOUSEISPERFECT.Ifthereareproblems,itdoesn'tmeanthatyoushouldn'tbuythehouse.However,iftherearemajorproblems,youmaywanttogobacktothesellertoeithergettheproblemscorrectedortonegotiatethecontractpricetoreflecttheinspector'sfindings.

6. CanaHouseFailanInspection?No.Ahouseneitherpassesnorfailsinspection.Infact,ahousereceivesnogradeatall.Ahomeinspectionisnotthesameasacodeinspection.Whiletheinspectorwillbefamiliarwiththelocalbuildingcodes,hisorherobjectivesaretodescribethe physical condition of the house and indicate what may need repair orreplacement.Theinformationcontainedintheinspectionreportisprovidedforyoutheclienttomakeaneducateddecision,notasapass/failanalysis.

7. CanIDotheInspectionMyself?Eventhemostsavvydo-it-yourselferwillnothavetheleveloftraining,knowledgeandexpertiseasaprofessionalhomeinspectorwhohaslookedathundreds,orperhapsthousands,ofhomesinhisorhercareer.Aninspectorisfamiliarwiththecomplexelementsofhomeconstruction,understandshowthehome'ssystemsareintendedtofunction,aswellashowandwhytheyfail.Mostimportantly,theinspectorisadisinterestedthirdpartythatcanbetotallyobjectiveabouttheconditionofthehome.

8. MyHouseIsBeingBuiltNew,WhyShouldItBeInspected?Aninspectionofanewpropertyisimportanttohelpyouspotanyshortcutsthecontractororbuildermayhavetaken.Atrainedhomeinspectorwillbeabletospotcertaintelltalesignsthatmightotherwisegounnoticedtoanuntrainedeye.Especiallyvaluableisaninspectionbeforethedrywall isputup.Thisgivesyouthechanceto identifyandfixproblemswhentheyaremucheasiertospotandrepair.

9. MyHouseIsNearingtheEndofIts1YearWarrantyPeriod,WhatShouldIDo?Consideracompletehomeinspection.Thisisthetimeto"speaknoworforeverholdyourpeace".Anunbiasedevaluationofyourhomebyacertifiedhomeinspectorisagreatwaytobringanimpartialopinionintothemix.Acompletehomeinspectionwillhelpyoutocreateanitemizedlistof issuesandconcernsthatshouldbeaddressedbythebuilder.Ahome inspectorwillbeaware of issues that may have been overlooked during construction and which should becorrectedbythebuilder.

10. HowLongWillaHomeInspectionLast?Aquality inspectionshouldnotberushedbyyou,otherparties,oranyrealestateagent.Acompleteandthoroughhomeinspectionwilltypicallylastbetween4to5hours. Less thorough inspectors will take between 45 minutes and 3 hours. Athoroughhomeinspectionincludesfullevaluationofallaccessiblecomponentsofthehomeand thereforewill requireagreateramountof time.Thosecompanieswhorequirelesstimewilltypicallyonlyevaluatearepresentativesample(1or2items)ofcomponentsandonlyviewatticsandcrawlspacesfromtheaccesshatchratherthantraversingthemasshouldbedone.

11. WhyDoINeedaHomeInspection?Thepurchaseofahomeisthelargestsingleinvestmentyouwillevermake.Youshouldlearnasmuchasyoucanabouttheconditionofthepropertyandtheneedforanymajorrepairsbeforeyou buy, so you can minimize unpleasant surprises and difficulties afterwards. After theinspection, youwill have amuch clearer understandingof theproperty. If you are already ahomeowner, a home inspection may be used to identify problems in the making and takepreventativemeasureswhichmightavoidcostlyrepairsinthefuture.Ifyouareplanningtosellyourhomeonthemarket,youmaywishtohaveaninspectionperformedpriortoplacingyourhomeonthemarket.Thiswillgiveyouabetterunderstandingoftheconditionswhichmaybediscoveredbythebuyer'sinspectorandanopportunitytomakerepairsthatwillputthehouseinabettersellingposition.

12. DoIHavetoBeThere?Itisnotnecessaryforyoutobepresentfortheinspection,butifyoudesireyouaremorethanwelcometoattend.

13. WhoHirestheInspector?Thebuyerusuallyretainstheinspector.Theinspectorworksforyou.

14. Whataresomequestionsyoucanaskaboutahomeinspection?Clickthelinktofindout.

You can also visit http://www.miamidade.gov/pa/physical-inspections.asp for informationparticular to Miami, or http://www.nahi.org/consumers/home-sellers/ to learn about theNationalAssociationofHomeInspectors.

Contactusformoreinformation!

Website:www.leonardrealestategroup.com

SocialMedia

Carlos(Charlie)LeonardPresidentBroker305-726-8416

charlie@leonardrealestategroup.com

SeanEganPascaleSalesAgent786-205-0187

sean.e.pascale@gmail.com

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