Archive for the ‘Training’ Category

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Video marketing gets the word out

Thursday, January 31st, 2013

I’ll show you why video is one of the most effective ways to give a presentation.

As you may know, I teach presentations skills to leaders, salespeople, and customer service reps– skills that one can use in a live, interpersonal setting.  Your work team will always need this type of training.

Yet, when it comes to getting the word out, video is a super-elegant solution that offers tons of advantages.

To see what I mean, watch the following short vid.  Feel free to comment after watching, especially if you like the message. Add your positive spin!

 

 

So what just happened?

Well, the entire clip lasts all of about one minute and 45 seconds, but consider all the “deliverables” to the viewer. 

You get to attend a portion of a lively presentation of an entertaining keynote speaker without traveling or even getting out of your chair.  You learn quite a bit about the world of video marketing. 

You’re reminded of an international service organization called Rotary. 

You learn that it’s a good idea for the President of every company to post a short “welcome” video on YouTube.  Has the leader of your organization done this? 

The video explains that producing this sort of video is easier than one might think.

You also learn a lot about the speaker including his speaking style, tone, pitch, cadence, humor, and that some hair sticks up on the back of his head.  These are things you could never learn from a .pdf or an email or some sort of static link.

Video is kinda fun!

 

Video marketing is da bomb!

Michael Angelo Caruso video marketing Even seasoned professionals occasional flub a live presentation. 

But once you create the perfect video, it plays perfectly ever single time.

Produce most of your videos in “evergreen” format. 

Don’t reference  dates or trendy anecdotes that instantly date your message. 

That way, your vids will be useful and relevant for a longer period.

And did you know that YouTube videos, when posted correctly, can easily outrank websites, blog posts, and Facebook pages?  Bonus!

Don’t get left behind.  Get going on your video marketing today.

Best of luck with your presentations or whatever you’re working on!

 

P.S.  Don’t forget to comment after watching the video or just let me know what you think in the comment area below. 

RIP, Zig

Sunday, December 9th, 2012

Zig Ziglar Michael Angelo Caruso blog

Zig Ziglar

The speaking business has lost one of its best and biggest talents.

Zig Ziglar was the best.  He recently passed away at the age of 86.

There are very few “originals” in my business, so the passing of The Master is a big deal.

An acquired taste for some people, Hillary Hinton “Zig” Ziglar used his southern charm on millions of people through his live events and information products.  He specialized in the topics of motivation, leadership, and selling. 

He and Brian Tracy were the people who inspired me to get into the speaking business.

 

Zig was one of my role models

Ziglar was a master storyteller.  He would drop to one knee as he began to tell a tale. There would be sub-plots and asides, but Zig would sometimes be on his knee for ten or fifteen minutes. 

The stories were always interesting, but you would sometimes hang on every word just waiting for the man to stand up again.  Great speakers always incorporate verbal messages with non-verbal signals. 

Zig had vibrant enthusiasm.  When he got excited, he would sometimes speak around 200 words a minute, then slow down just when he wanted you to focus on a particular message.

The pace of his speech slowed when he was driving home a point as he over pronounced key words in the manner of a Baptist preacher.  Zig’s comedic timing was quite sharp and his lessons were always delivered with humor and a “see you at the top” theme. 

Here’s a video featuring a classic Zig theme:  If you work hard, good things will happen for you.  Watch:

 

Wisdom from Zig

Very few speakers produced the type of brilliant content that Zig Ziglar did.  Of course, his delivery is what made the messages special, but here are some of my favorite “Zigisms”:

 

On selling:

People don’t buy for logical reasons.  They buy for emotional reasons.

Money isn’t the most important thing in life, but it’s reasonably close to oxygen on the “gotta have it” scale.

 

On leadership:

You cannot perform in a manner inconsistent with the way you see yourself.

Remember that failure is an event, not a person.

  

On attitude (which can be applied to both leadership and selling):

People often say that motivation doesn’t last. Well, neither does bathing – that’s why we recommend it daily.

Your attitude, not your aptitude, will determine your altitude.

A lot of people quit looking for work as soon as they find a job.

If God would have wanted us to live in a permissive society He would have given us Ten Suggestions and not Ten Commandments.

You can’t make it as a wandering generality. You must become a meaningful specific.

You can have everything in life you want, if you will just help other people get what they want.

 

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Stop acting like a salesperson and your numbers will go up

Sunday, September 2nd, 2012

Art Sobczak michael angelo caruso blogI deliver a lot of sales training and tell audiences that if you act like a salesperson, you’re going to get treated like a salesperson. 

That is, you’ll be treated badly–and who wants that?

People always nod as if they agree, write down this sage advice, and then don’t change how they open a sales call.

For instance, you should never call a prospect and begin the conversation by saying, “Hi, I just wanted to introduce myself…”

This kind of empty procedure offers little value to anyone and will set you up for failure because it’s like shouting, “TREAT ME LIKE A SALESPERSON!” 

It’s almost as bad as saying, “Do you have minute to talk?”

My friend, Art Sobczak (above left), has some great advice on what you should say when making such a sales call.  Art really knows his stuff so I’ll share his great advice in this blog post. 

 

Act like a salesperson and you’ll be treated like one

Michael Angelo Caruso sales training blog postRemember that the first few seconds of the call are critical, so you want to spend your time wisely. The words you use–and the words you don’t use–are the key to your success.

Art remind us that one primary goal should be to make the other person feel that they’ve gained as a direct result of talking to you.  Do this right and there should be no doubt in their minds that talking to you is of benefit, now and in the future.

So, let’s be clear about three things:

1.  The other person doesn’t usually care about you, your situation, your job, the fact you’re new, or that you’ve replaced someone.

2.  All they’re really concerned about is if you can do anything for them and they don’t want to have to figure it out.

3.  This means you better make words count when the person picks up the phone and says “hello.” 

 

What to say instead of “I want to introduce myself?”

Telephone michael angelo caruso blogMy buddy, Art Sobczak asks us to consider the following openings and notice how they efficiently and elegantly get right to the point.

“Ms. Davis, I’m Dan Douglas with Whittle Cutting Tools. We provided your company several cases of diamond blades a few months ago and if I’ve reached you at a good time, I’d like to let you know about a special we have on those blades, and few others you might have some interest in…”

Notice that this approach doesn’t even mention that a new rep is now handling the account.  You can always explain the situation later if the customer actually cares. 

Next let’s look at it from the perspective of a better relationship, where they are a customer buying fairly regularly.

“Tom, I’m Gwen Charles with Twin Financial. There’s two reasons I’m calling today. First, I wanted to let you know I’ve replaced Ken Hartley who worked with you in the past, and I’ll do my best to provide even better service that Ken did. (pause, chitchat) In order to do so, I’d like to ask you a couple of quick questions to update your account…”    

 

Never forget:  the customers needs come before yours

The fact that you’re new or that you want to use a trite sales script has nothing to do with your customer’s needs. 

When you’re on the phone, first and foremost, you’re remembered most for what you can do for them.

Thanks for the great advice, Art!

 

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How I doubled my philanthropy this year

Monday, July 9th, 2012

If you’ve been reading this blog once in a while, you’re probably aware of my audacious New Year’s Resolution.

This year I promised to double my exercise, double my philanthropy, double my time off and double my income.  [Tweet this article and add your endorsement.]

I also promised to update you every three months or so on my progress. 

Doubling my exercise was easy.  I only put in about 20 to 30 minutes three times a week in 2011.  So, as I reported in my first quarter blog post, getting twice as much exercise was as simple as exercising every day.  Mission accomplished, although I returned from Thailand in May with a bruised heal.  I had a slight motorcycle accident if there is such a thing.

 

Doubling my giving through Rotary

Michael Angelo Caruso Troy Rotary president blogPhilanthropy for me is a combination of donating money and time.  I began my year as President of the Rotary Club of Troy, Michigan starting July 1 and have more than doubled my philanthropy as I got ready for the position. 

Of course, I donate money to the club, but even better, I’ve been spending time securing donations from donors and benefactors using a concept called OPM — Other People’s Money.  (more…)

36 speaking tips in one phone call

Thursday, April 19th, 2012

Michael Angelo Caruso speaks on FacebookI host a free call every Monday at 4PM ET.   The topic is always marketing.

 Often there is a co-host.  Sometimes we give a lesson to a bunch of listeners at once.  Sometimes we dedicate the call to a single attendee. 

On a recent Monday, a lucky woman named Rosemarie received some serious attention from me and my speaker buddy, Steve Holt.  Steve’s a Google Guru who has developed quite a reputation as a speaker.

Rosemarie was getting ready to co-host an industry trade show and wanted some tips on how to take her presentation skills to a higher level. 

At the beginning of the call, I ad-libbed a little and promised our guest three dozen power tips.  Steve was a little surprised at my bold promise, but we delivered. 

Here are the three dozen tips, all delivered in a 60-minute phone call.

1.    Be on time, hit your marks.  Especially important when hosting an awards show.
2.   Know your stuff.  Memorize your content, rehearse it like crazy. 
3.   Fake it til you make it.  Don’t tell them you only had a little time to prepare.  They don’t care.
4.   Be animated.  Use your eyebrows!
5.    The best facial expression (unless it’s a a somber event) is bemused.  Remember, people will be looking at you the whole time you’re up there.

 

6.   Go with the flow.  Use the comedy ad lib known as “Yes, and…”
7.    Use dress rehearsal to practice everything, e.g, walking on/off.

8.    Sit in the four corners of the room in darkeness and light to see what others see.
9.    Practice.  Presenting is much harder than it looks on TV.
10.  Write your own intro.  Never trust a stranger with your image.  

 

11.    Watch video of speakers who are like you.  Women, watch Ali Brown.  Older folks, watch Les Brown.
12.    Watch my videos on YouTube (search “Michael Angelo Caruso”).
13.    Practice the beginning 10x more than the rest of your presentation.  The beginning is when you’ll be the most nervous.
14.    Forget past reviews.  No one in the audience knows you bombed your 7th grade oratorical contest.

 

15.    Call your own voice mail and practice bits of your speech (Poor Man’s recording technique).
16.    Do your thing in front of a video camera (Rich Man’s technique).
17.    Do your thing in front of a mirror.  NOT the rear-view mirror while driving.
18.    Craft and tell good stories.  Short stories, not tall tales.
19.    Get coaching.  Michael and Steve Holt do speaker coaching via Google Hangout and Skype.

 

20.   Break up your talk with energy shifts, e.g., volume fluctuation, pace changes, physical movement vs. standing still.
21.    Raise the volume occasionally to recapture attention.
22.    Be careful with humor.  Don’t force it.  Remember, all humor makes fun of something or someone.
23.    Everything leads to the Big Finish!
24.    Solicit applause at the end.  Ask audience to give themselves a round of applause.  Do a ticket drawing, whatever.

 

25.    Nervous?  Distract yourself from your own emotions by visiting with attendees.  
26.    Don’t drink alcohol before you speak–especially if the event is being recorded. 
27.    Still nervous?  Remember to breathe.
28.    Never tell people you’re nervous.  Most people don’t know.
29.    Teach the audience something they don’t know.  (Use a statistic or a factoid from history.)
30.    Send a “thank you” note to whoever booked you.

 

31.    Say it right.  Say it once.  No need to repeat yourself or embellish if you’re clear the first time, right?
32.    Keep it simple.   Use short words, short sentences.
33.    Practice how people will join you on stage.  This is a type of dance.  Don’t “upstage” anyone. 
34.    Always end with a “call to action,” e.g., donate, please attend again next year.
35.    Get talented members of the audience involved when possible.  They will make you look better.

 

36.    Have fun!

 

Want more speaking tips?

how to give killer presentations michael angelo carusoPick up Michael’s audio CD, How to Give Killer Presentations

This one-hour program comes with a 30-page e-book and it’s loaded with fabulous tips that will help you be a more effective speaker practically overnight. 

All of Michael’s products and programs come with an unconditional money-back guarantee. 

 

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The team improves right after the leader does

Friday, February 24th, 2012
Michael Angelo Caruso leadership training

Michael Angelo Caruso training in Jamaica

I’ve had the pleasure of delivering leadership keynotes, seminars, and training sessions for almost 15 years.

It doesn’t matter which companies I speak to–health care, manufacturing, insurance providers …

Everyone knows that you must invest in your work team.

It’s one of the best ways to achieve competitive advantage and something called leadership succession.  So here are some provocative ideas to help your people be the best they can be.


5 Cool Ideas for effective leadership

1. The team improves right after the leader does.
Enough said.

2. It’s true that if you train your employees, some will leave.
Training can be expensive and it never seems to be finished. Sometimes you’ll spend time, energy, and money grooming employees only to have them leave your employ. This is a far better scenario than not training your people and having them stay.
~~~~~~~~~~


Special discount for this cool leadership CD

Michael Angelo Caruso Leadership Training Getting People to Do StuffHere’s a special discount for Michael Angelo Caruso’s audio CD titled, Getting People to Do Stuff. This recorded teleseminar is my most popular program ever.

As usual, Michael’s program is packed with useful tips and entertaining anecdotes.

This CD features many inspirational leadership stories, including the true talk of a flight attendant who used a specific leadership technique to influence a group of terrorists trying to hijack her plane!  Hint:

The story ends quite well.
~~~~~~~~~~

3. Motivation remains a mystery to many leaders.

Uncle Aristotle said it first. Later, Sigmund Freud published his famous “Pain/Pleasure Principle”, which states that two basic things motivate people:

a) The anticipation of pleasure

b) The avoidance of pain. Strong leaders use both hot and cold water to motivate and as usual, the magic is in the details.

4. Leaders should not solve problems for direct reports.
When a leader becomes known as a “fixer,” the team stops trying to solve its own problems and brings all its issues to management.

5. A leader’s greatest skill is the ability to speak to groups.
Sure, we like leaders who can compose well-written memos. Yes, it’s important for leaders to read budget reports. But the ability to think and speak on your feet can make or break a career.


See you soon?

Let me know when you’d like me to speak to your company on the subject of leadership. I’ll help make your team even stronger.
~~~~~~~~~~


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Hey, Michael, why don’t you smile more?

Thursday, February 9th, 2012

Michael Angelo Caruso I’m a nice guy. I have a good sense of humor, I like to have fun, and my job as a professional speaker keeps me in front of people all the time. So, why don’t I smile more?

I’ve been asking myself that question lately.

Once in a while, I’ll accidentally catch a glimpse of my resting face when my iPhone 4S camera flashes a view of my mug.  Us self-promoters photograph ourselves quite often.

Sometimes, I don’t like what I see.


Face it, a smile is an invitation

Like most people, my neutral or resting face is sometimes a bit stern-looking and not very warm.  It doesn’t take much to warm up that expression, so I’m going to get better at showing my “smiling eyes.”

It turns out that a specific muscle of the face is responsible for that warmer expression.  It’s the mouth muscle known as the “zygomaticus major” and if you work with people, you want to exercise this baby every day!

A welcoming smile can replace a look of fatigue or frustration.  It can help you win friends and influence people.  It may not help you get the word out any better, but a smile will make others more receptive to what you have to say.

As you may know, I do a lot of work helping people improve their presentation skills.  Of course, I teach lots of nifty tricks for improving closing ratios and being more influential, but here’s a non-technical piece of advice I give all my clients:  Smile more!

A little extra expression animates your face and helps you appear more lifelike. :-)

Speaking of smiling, that corny smiley-face emoticon can warm up an email or text message, too.  Anything that allow you to be more human is generally a good thing when it comes to communication.

This technique even works on your website and when you’re doing Internet marketing.  Does your website smile at visitors.  There are lots of ways to warm up your site with language and graphics.

A warm smile is an invitation to friendship and to do business.  Why not wear one all the time?


Smiling through doorways

Here’s a fun video on the subject of smiling:

 


Speaker training at my home

I’ll be smiling when I demonstrate presentation techniques on February 21.  That’s when I deliver speaker training titled, Present Like a Pro, at my home in beautiful Royal Oak, Michigan.

This is the most unusual training session you’ll ever attend.  There are only five slots, which means you’ll get lots of attention from your smiling teacher! This program is perfect for entrepreneurs, salespeople, and leaders of all stripes.

Oh, yeah, and I’ll feed you twice!


Smile, it doesn’t cost anything

So enjoy yourself a little more today and smile!  It’s a great marketing technique both online and off and–as they used to say in the 60s–”Smile, it doesn’t cost anything!”

-Michael Angelo Caruso, Royal Oak, Michigan


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5 cool ideas for starting a team

Saturday, January 28th, 2012

Assembling a team can be challenging when team members have different backgrounds, unique personal agendas, and unrelated methodologies.  If it is difficult to get busy people to sit at the same table, it can be much more challenging to get a team emotionally centered.  Here are 5 Cool Ideas to get teams started.


5 Cool Ideas for starting a team

1.  A meaningful quote can provide solidarity and purpose. 

We know that a picture is worth a thousand words, but what is a word worth?  Well, a word can be invaluable if it helps center a team on a theme.  A special word can unify and educate.  Introduce a word every day and over time, people will increase their vocabularies.  Share a combination of words like a quote or a song lyric to cultivate passion and a sense of team spirit.

2.  Workers relate better when they learn about each other.

Elton Mayo, founder of the modern day Human Resources department, taught us that workers have a need to feel like they belong.  A sense of belonging sets the stage for employee retention, loyalty and a general sense of espirit d’corp.  Have team members share something about themselves that no one else knows.  This process is fun and builds rapport like no other exercise.

People will offer the most interesting information as they try to entertain and make each other laugh and think.  You can do this exercise every week for a month and it will never get old.

3.  Have a look at the past. 

Have everyone bring a childhood photo to work.  Scan the photos into a presentation and have fun guessing who is who.  Tell stories about the photos and enjoy each other as you discuss things that have nothing to do with work.  Then, get down to business.

4.  Group reading can establish work themes team and teach lessons. 

Many work groups participate in book clubs.  Team members come to work a half-hour early one day a week to discuss a book that everyone is reading.  Take turns having everyone recommend a book.

5.  Present one Cool Idea a day.

Get the ideas from my 5 Cool Ideas book series.  Use the books to present one cool idea or a 5 Cool Ideas topic before every meeting.  The idea should be related to the task at hand.  Ideas will spark other ideas.

———–

Michael Angelo Caruso team buildingThe above article is available for republication on your blog, website and in your newsletter.  Simply send a message stating your intent through Michael’s website.

Learn more about the 5 Cool Ideas books at www.MichaelAngeloCaruso.com.

Top 10 excuses for not being great

Tuesday, November 8th, 2011

Top 10 Excuses For Not Being Great
from www.MichaelAngeloCaruso.com

Michael Angelo Caruso and Oscar blog greatEveryone has the ability to be great.  In fact, greatness is probably the most natural of all achievements.  So why don’t more of us achieve greatness?  One reason is that we get in our own way.  Another reason is that we often don’t receive the right amount of encouragement.

By the way, there are varying degrees of greatness.  You may never win an Oscar, for example, but you may get to hold one.  :-)

Here are the top ten excuses for not being great, along with some quick  advice on how you can achieve greatness.


Top 10 excuses for not being great


1. You don’t know how.

Huh? You’re kidding, right? You don’t know how to do something? I have one word for you: Google.

Need a book? Your public library has thousands and you won’t have to wait in line because nobody goes there.

Need tutelage? Hire a coach.

Information is more accessible now than any other point in history and most of it is free. Get good at accessing what you need to know. It’s your ticket to greatness.


2. You don’t know the right people.

As with information, people are more accessible than ever before. Nearly anyone you need to know can be found on Twitter, Facebook, Linkedin or YouTube.

Make yourself a little more available and you’re half way there.

The average person actually stops trying to be likable as he or she gets older. Most people on Facebook sign up about 145 friends and stop. Become a bit more psychologically attractive and you will connect with the right people.


3. You don’t have the money.

Dollar sign Michael Angelo Caruso blogThis is a math problem everyone can solve. There are two major ways that you can have more money.

The first way is to reduce expenses and save the extra money for whatever you’d like or need. Create a strict budget, and set aside a portion of your income. This may include sacrificing, a lost art among a society that strongly identifies with comfort.

The second way to have more money is to earn more. See “comfort” above. You can earn more by getting a better paying job, also known as “leaving your comfort zone.” Earning more often means working harder or at least applying yourself.

Would you like to double the amount of money you earn now? Get a second job! If you really want the money, you’ll do it.

One of the easiest ways to earn money is to proffer your intellectual property. You can do this by creating a short e-book that offers information on how to do something. You’re probably really good at something, right?

Tell others how to do it in a Word document, save the document to a .pdf that you can sell online and off. Sell ten e-books at $10 each and you’ll have an extra $100.

It doesn’t matter who you are, where you live or what the economical climate is like. Money is all around you. Go get it.


4. Someone else is already doing it.

Which came first, Copyblogger or Problogger? Groupon or Living Social? Dyson or Hoover? Yahoo or Hotmail?

You don’t know? Very few will people will care if you’re not first to market as long as your offering has a unique and worthwhile value.

A guy named Elisha Gray filed for a patent on a new invention called the telephone three hours after Alexander Graham Bell.

Count on it. Someone, somewhere is already doing what you’re doing. Work around them.


5. You’ll get to it later.

Maybe you’ll be great later. But history teaches us that life introduces all sorts of distractions in the game of life.

Face it, you’re only going to get busier.

Now is the time to put “greatness” on your calendar. Schedule it, then accomplish it. It’s called “greatness” partly because it’ll make you feel great!


6. You’re not ready for that level of success.

Success is a head game of sorts.

You’re trying to achieve something new, so how do you ever really know if you’re ready? What does “ready” even mean?

Stop making excuses and realize you’ll like life better when you’re in a better place.

Oh, you’re ready, trust me. And if greatness occurs and you’re not ready, you’ll get ready in a hurry.


7. There are too many obstacles.

This is true, but it’s not a good excuse for dodging greatness.

Heroes do things that others are unwilling or unable to do.

To find the treasure, you must be born into misfortune, get beat up by bad guys, be betrayed by your best friend, find love and lose it, and have a really bad accident.

And then, after you’re totally exhausted, you get to slay a dragon.

Hey, if being a hero was easy, everyone would do it.


8. You don’t have a (good) website.

A killer website is always useful for success and greatness. But if you don’t have one, you have options. If your current crappy website needs a redesign, hire someone to redesign it.

Meanwhile, you can promote, brand, and even sell from a free blog site. Post on other people’s blogs, but never promote yourself without permission. There are clever ways to sell on social media platforms.

Many people make money from affiliate marketing, which allows revenue to flow to you after you recommend products and services to your distribution list.

Website, schmebsite.


9. You’re too tired.

Being tired all the time is not normal.

Good health is important and certainly makes it easier to be great. Sufficient rest is part of good health. Go to bed earlier, if necessary, but establish a working rhythm that feels like success.


10. You’re just not confident enough.

There are two ways a human being comes into intelligence: genetic predisposition and learned behavior. Confidence is a learned behavior.

Listen to self-help programs and motivational messages. These total strangers will say things to you that your loved ones will not. It sounds implausible, but if you listen often enough to the right people, you will begin to believe there is greatness in you. And you know what? There is!

Disaster is on the schedule; have a “Plan F”

Sunday, July 31st, 2011

Options and choices rock!

My clever friend Charlie Wollborg recently reminded me that it’s okay if Plan A doesn’t work.  There are 25 other letters in the alphabet.

Charley’s correct.  When it comes to marketing plans or e-mail Subject lines or which video to post, it’s always better to have choices.

America band Dan Peek Michael Angelo Caruso blog

Dan Peek is on the left

And that’s what the pop band America figured out when one of its founding members left the band just when all their hard work was paying off.

Dan Peek left the America in 1977, when the band was on top of the world, thanks to mega hits such as Horse With No Name and Ventura Highway.

Remaining members, Dewey Bunell and Gerry Beckley decided to press on with something other than Plan A.  They produced many more hits as America and have kept their enterprise alive for decades.

Anyway, Dan Peek died last week, at age 60, but the band plays on, thanks to Plan F.


Always have a plan or two

An old, grim military maxim states:  No plan survives first contact with the enemy. 

Sure, things can and will go wrong.

Make a plan anyway.  Have a plan B.  And a Plan F.

sagicor business consultant michael angelo caruso blog

Michael Angelo Caruso speaking in Jamaica

- Michael Angelo Caruso, Business Strategy Consultant, Detroit, Michigan

 

 

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