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Interviews with Female entrepreneurs, founders, co-founders, business owners, and industry Gurus. These podcasts speak with women (women-identified) across all industries in order to shed light for those just getting into the entrepreneurial game! Histories, current companies, and lessons learned are explored. The series is designed to investigate a female (female identified) perspective in what has largely been a male-dominated industry in the world to date.
Episodes
Thursday Aug 20, 2020
Talking to Stormi Scott; Business Development Manager
Thursday Aug 20, 2020
Thursday Aug 20, 2020
Today I am talking with Stormi Scott. Stormi is the Business Development Manager for Leverage, a software and education platform designed to help small business owners and property investors make more informed and empowered financing decisions. Stormi began her career at one of the largest financial institution in 2016 and through hard work and determination, she advanced herself within the banking system and became a Branch Manager at a Regional Bank.
During her time in the banking industry, Stormi saw firsthand some of the struggles business owners face when seeking financing and her experiences inspired her to want to help create a system to empower better outcomes for all small businesses seeking financing going forward. With Leverage, Stormi hopes to provide small business owners, entrepreneurs, and property investors an advantage in the financing process - and empower them to start their funding conversation like never before.
This podcast series is hosted by Patricia Kathleen and Wilde Agency Media. This series is a platform for women, female-identified, & non-binary individuals to share their professional stories and personal narrative as it relates to their story. This podcast is designed to hold a space for all individuals to learn from their counterparts regardless of age, status, or industry.
TRANSCRIPTION
*Please note, this is an automated transcription please excuse any typos or errors
[00:00:00] In this episode, I speak with business development manager at Leverage Stormi Scott. Key points addressed were Stormi professional history in retail and banking industries that brought her to her work with leverage. We also address some interesting fundamentals in the world of business, credit and financing that are largely unknown by the communities in which they are meant to serve. Stay tuned for my informative talk with Stormi Scott.
[00:00:30] Hi, my name is Patricia Kathleen, and this podcast series contains interviews I conduct with women. Female identified and non binary individuals regarding their professional stories and personal narrative. This podcast is designed to hold a space for all individuals to learn from their counterparts regardless of age status for industry. We aim to contribute to the evolving global dialog surrounding underrepresented figures in all industries across the USA and abroad. If you're enjoying this podcast, be sure to check out our subsequent series that dove deep into specific areas such as Vegan life, fasting and roundtable topics. They can be found via our Web site. Patricia Kathleen .COM, where you can also join our newsletter. You can also subscribe to all of our series on iTunes, Spotify, Stitcher, Pod Bean and YouTube. Thanks for listening. Now let's start the conversation.
[00:01:27] Hi, everyone, and welcome back. I am your host, Patricia, today I am excited to be sitting down with Stormi Scott. Stormi is a business development manager at Leverage. You can find out more about the company and everything we talk about today at leverage calc dot com. That is l e v e r a g e c a l c dot com. Welcome Stormi.
[00:01:49] Hello. Thank you so much for having me today.
[00:01:51] Absolutely. I'm excited to claim through everything that you're doing at leverage for everyone listening. This podcast will follow the same in the series with the trajectory and the inquiries based out of the similar direct trajectory, namely a roadmap for that will be. We'll look at stories, academic and professional background, and then we'll turn towards unpacking her work as a business development manager at Leverage and what leverage is we'll get into when it was founded. The transitions, how it's grown, all of those things. And we'll talk about funding for it and it being a financial company, it's quite interesting. Then we'll unpack Stormi's goals and plans for the future. We'll look at how those have changed, perhaps with the most recent COVID 19 pandemic wrap everything up with a half an hour with advice for me has for those of you who are looking to get involved or perhaps emulate some of her success before I start peppering her with questions. A quick bio on Stormi Stormi. Scott is the business development manager for Leverage, a software and education platform designed to help small business owners and property investors make more informed and empowered financing decisions. Swarmy began her career at one of the largest financial institutions in 2016, and through hard work and determination, she advanced herself within the banking system and became a branch manager at Regional Bank. During her time in the banking industry, Stormi saw firsthand some of the struggles business owners face when seeking financing, and her experiences inspired her to want to help create a system to empower better outcomes for small businesses seeking financial financing. Going forward with leverage, Stormi hopes to provide small business owners, entrepreneurs and property investors an advantage in the financing process and empower them to start their funding conversation like never before. So start me. I'm excited to kind of climb through that. I think that now is a really appropriate time to be talking about the work that leverage is doing. But before we get into that, I'm hoping you can draw our audience kind of academic and professional background of who you are and who you have been up until your point of working as a business development manager for leverage.
[00:03:57] Yes. So let's just dove right into that. So I come from a family that had very little money growing up. You know, I had to be very, very independent and grow very fast. I learned at a very young age that if I wanted something more out of life, you know, I really would really have to rely on myself. So I got my first job at the age of 15 at Subway, which I have to tell you was the biggest deal to me at that time to earn my own money, you know, and at that time, I actually did have to pay rent to help my mom with like household expenses. But I didn't mind that whatsoever. You know, I continued working throughout my high school, and once I graduated high school, I actually landed a job at a family owned department store. And I continued by getting promoted. And that's what everyone was going off to college. And I just made the decision at that time not to. And really because at that age, you know, I was making good money and I actually had people who worked under me at the time who just graduated from college, who couldn't get a job in their field. And, you know, they would tell me about the struggle that they went through, having all of the student loans and having to pay them off. And, you know, I just decided that if I continue to work hard, I could get where I wanted to. You know, my my experiences and, you know, I did take classes here and there. But, you know, then I did get into like you said, I started my career in banking and I started off working for one of the largest financial institutions. And I found such a passion for helping people with their finances. And one of my favorite parts of my job was actually teaching financial education classes. I went to different businesses and talk to their employees, and I taught at different schools in organizations like Dress for Success and Homeless Shelters. You know, I just I just loved providing that, you know, free financial education because we don't get taught that and, you know, throughout our school years, I just think it's so important. So I then became a branch manager. I actually I'm originally from Iowa. And a couple of years ago, I made the loans to the East Coast, and that's when I became a branch manager for a regional bank excuse me. And that's when I really started working with small businesses. And, you know, I meant many business owners and belt really great relationships. And I just learned the struggle that business owners face when it came to obtaining. Saying, first off, some business owners just honestly didn't know what business credit.
[00:06:31] You know, that that was even a thing which was kind of shocking, but it was true. So it was all about educating them and learning kind of how to build business credit, which is great. Being able to help them do that. But the part that was kind of frustrating for me was when I had a business owner apply for any type of funding and they were being declined or they were being approved for like only a portion of what they would apply for. And that, unfortunately, happened a lot. It was mainly just due to the fact that my finance institution at that time, they are a very, very conservative lender. So you really need to fit in that bank box to be approved. And what I mean by that is, like you really have to meet the requirements. And of course, that's not the case everywhere. Every lender has different loan options, different requirements that you need to meet. But anyways, I wanted to just always be on the side of supporting and educating business owners and entrepreneurs. And I didn't want to do that bad guy delivering bad news. I mean, if anyone is listening and has ever gone to that financing process and got I got a no, it's a horrible feeling. And, you know, so I sat there and I was like, is this really what I wanted to do with my career?
[00:07:46] Or do I want to get into a position where I am able to go out kind of on my own and help more people? So my father in law has a family owned business in the real estate world and in software. And so I decided to get involved with a software company because I loved what it offered business owners. And I didn't really want to stay in that corporate world and limit my career. So when I had the opportunity, I became the business development manager for the financing software. And here I am.
[00:08:17] Yeah, absolutely. So I want to be clear. Going back over as a quick description and I'll have you kind of unpack it for us as well, looking at leverage. But it's a software and education platform designed to help small business owners and property investors make more empowered financing decisions, according from your bio. Yeah, and and I want you to kind of unpack the the real terms of what that means and what it looks like and point to examples and things like that. Before we get to that, I do want to cover the logistics for everybody listening. This podcast series started three years ago with founders and entrepreneurs. And so we always cover the same top three, which was when was it founded? Who were the founders and how long have you been working there?
[00:09:01] Yeah. So a little bit of background on the company. So, John, my father in law, like I said, he's a very successful real estate developer and had when he was actually creating the software, he had plenty of like venture capital, capital and investor interest in the software. But he truly just decided to self-funded to maintain 100 percent ownership and keep it a private company so he could really keep it family owned. And, you know, that really gave us a lot of flexibility with what we offer and for us to have our mission be our own and not have to answer to, you know, to anyone. So we really like that. And we allowed it allowed us to determine where our product is a best fit and like enter the market. So I personally started with leverage back in December of this year, and leverage was really created to level the playing field for everyone who was going for business, finance or commercial property financing. So our mission is all about empowering people for the financing discussion because we know that or in five businesses fail within the first five years due to not getting the capital that they need. So, you know, we we all know how it goes when you initially start that conversation with the lender and the feeling that people get. And even for the most experienced bah bah, we're it's a little bit of trepidation all the way to absolutely dreading it.
[00:10:26] And it's like, why is that? And it's because, like, you're going and not knowing what the lender is going to say.
[00:10:32] You walk and having no idea of the outcome. So how it started was John actually partnered with a commercial banker to write the algorithm for the underwriting and our calculators that we offer. So our original platform was created in 2016 and it was named commercial loan success. And that actually had thousands of customers who vetted over a billion dollars worth of deal flow through that original form over the years. But that platform really was for that experienced borrower who, you know, that experienced business owner who was connecting to a traditional bank. And we know that many, many businesses cannot get a loan from like a traditional bank due to, you know, this or that. So we wanted to create leverage, which is our platform now that allows business owners and property investors at any point in their career. You know, if you're. Starting out or you've been in business for 30 years, either way, you have the ability to determine if you are pre qualified for the financing that you're seeking. And what was really cool that I loved and like when I got involved was, you know, we got told by third party reviews from the software that, you know, it's a look under the hood of commercial underwriting and that has never been done or seen before. You know, most people don't realize how a bank underwrites you. You know, how does your commercial loan long get underwritten? Like what factors determine how much they give you? You know, people just don't know. Patricia, you are such an experienced business owner, like have you ever been through the process and you know.
[00:12:09] Yes, absolutely. I mean, I do have a familiarity in this just because I'm not a young entrepreneur anymore, but I do understand that the actual ignorance of what's entailed and things that are considered is daunting to people and not really thought of until they go and do it. And once they do have the information, it's usually based on things that they wish they had altered or changed prior to applying for loans. And I'm guessing that that's what your company has gone in and kind of solved then and suggested. Do you guys suggest that people get on and find out what their business credit is prior to even thinking about a business loan just out of ways to fix it? And curiosity? I'm thinking of these ways that people credit karma in places that help you clean things up. Does your company advise to that end as well?
[00:13:03] So no matter what with anything. I always recommend that a business look at their credit. I mean, it's actually kind of shocking because like I said before, and my banking for talking to business owners and they had no idea business credit was even a thing. And when I looked into it further, it was like half of all the small businesses didn't even know that business like you have a business credit score. And it's like, why is it important? So definitely because obviously building business credit is so important and part of growing your business, you know, a good business credit score can enable you to move easily to acquire financing. And it also like increases the value of your company and all. And another reason, protecting your personal credit. So the first step is always ensuring if you want to finance the financing process to go very smoothly for you, start with your business credit. Really see all your business credit reports. You can go to the three credit bureaus for business as Experian, Equifax, and of course, of course, that in Broadstreet I always recommend, hey, you can go in there, get your business credit report, see what's on there, see what's affecting your credit. You'd be amazed. I mean, it goes as well as personal credit. You'd be amazed if you see any errors that are just sitting there and nobody knows the look and pull it. And then you just find this area that's been affecting you and that's why you can't get business financing. So definitely. Yes, start there.
[00:14:33] Yeah. When someone arrives at your site, how are they already in need of business financing or do you have people that are also just kind of perusing educational basis of how to kind of look at business financing and business credit?
[00:14:49] Usually they're ready to take that step. They're ready to find financing, especially with the with the business calculators. You know, you're able to go and see if you qualify for a loan line of credit, Tahmoor equipment, like whatever you're trying to jail. But what about another thing that I do find for our property investor calculators is that if you are a property investor and you're thinking about getting involved in a property, are screeners are going to be able to allow you to know if you're able to get financing for that building, which is so valuable. So you don't want to get involved in a transaction and find out you're not going to be able to get financing for that property. So that kind of you know, you can go in and sanity check a property as much as you like before getting involved. So that's kind of where that educational piece would fit and suit bound for that property investor.
[00:15:41] Right. Do you find with them? I mean, you mentioned property management. And I think anybody who's been on the news over the past three months has recognized that it's kind of a tenuous time. What have you guys spoken to the COVA 19 pandemic opening properties and, you know, some of them were major cities and having, you know, a fluctuating rent coming in and things of that nature. People not able to provide rent. The government stepping in a little bit later. Landlords taking the bill for that. Do you have any have you implemented any new verbiage or considered any new systems given there, like the recent state of affairs in dealing with property management, things like that?
[00:16:20] Yeah. So actually, I'm glad that you brought that up. So we heard from a lot of a lot of businesses, a lot of property investors who had who had a lot of issues. And one thing that we did on the property side is we actually added refinancing calculators to all of our property calculators. So therefore, that's what a lot of people were doing. They're like, OK, I'm not going to be able to get rent, what am I going to do? And they want to park cash from their building. So they went in and tried to see if they could refinance a out cash to kind of weather the store.
[00:16:53] And then when it came to the business side, a lot of businesses were like, I'm going to you know, I'm applying for the BPP. I'm trying to see if I can get help from the government. And we were just I was sort of saying, hey, like you came out. Wait. You have to be proactive like it's your business if you are needing financing now to kind of bridge that gap. With everything going on right now, it was hard, though, because we had a lot of people who came to us and was like, why went to my lender that I banked with and been with for years? And they're not able to give me a loan right now. So that was a huge hard part was we didn't know who was lending and what the rules were. They were constantly changing. So we actually dropped Cauvin.
[00:17:37] We partnered with a loving capital because we wanted to create a database which is called Leverage Connecting, and we wanted to create that database for those people who were struggling to find the lenders that were lending.
[00:17:51] And we were just saying, go and see if you can see, you know, trying the software green. And if you can, you can for a digital platform, connect with a lender that is ready to lend to you and find you really faster.
[00:18:06] Nice. Do you have. Do you have areas of aid when someone comes in and discovers that their business, credit or lending capital isn't what they wish that it was? Do you have affiliates or people, other companies that you work with in order to help people kind of repair their credit?
[00:18:26] So we don't have that like we don't work with any other companies at this time. But we do have a really good resource center. So it's kind of like, you know, different articles, different blogs and different. I'm just giving free education on kind of what your first steps are. And I always like to provide my information. If anybody wants, like, a 30 minute consultation with me and sit down and kind of look to see where where things are at.
[00:18:52] I'm always happy to do that because that's what I enjoy doing, right? Yeah.
[00:18:58] I mean, to look at what you said, to look under the hood of the underwriting community. What can you kind of illuminate for everyone listening today about what that entails? When you're looking at business, credit and business loan industries.
[00:19:13] Yeah. So let's kind of go back in the day like you were really able to sit with the decision maker. You know, you could walk into a bank and sit down with, like the head of commercial lending and do a transaction. And that person you were sitting with had the authority to pretty much give you the deal right now with, you know, oh, and everything. Like, so much has changed. And you have that relationship banker, you know, out in front to do all the paperwork. And then the underwriter is just completely a ghost, in my opinion. You know, the banker will advocate and fight for your loan. But they do not make the decisions at the end of the day. You know, you have a customer comes in and applies for an eighty thousand dollar loan and they're like, oh, you know, we can only approve you for 50. And then the customer sitting there like, why? And you can't have you don't have any communication with that underwriter to really provide a solid answer. And I can't tell you how many other customers I would come to me in my drinking days who would go to try to get something from a different financial institution. And they didn't receive they just received a letter in the mail saying, oh, your your transaction has been declined. And that was no reason. So I just think, like, a huge, huge, huge problem is the miscommunication of what they were really needing from from the customer.
[00:20:37] And I mean, I feel like the two biggest reasons that it's difficult for people to get approved for a bank loan is just them themselves walking in not prepared, you know, not knowing what they need and how much they really think is realistic for their business.
[00:20:53] People come in with unrealistic expectations. And when you go in for getting any type of financing, you never want to walk into a situation being unprepared and not knowing the outcome especially like, women.I feel like it is so much harder for us to dive into something completely blind and not knowing what will happen in the at like we as women would probably not do it. We're like, no, thank you. I'm good. I'll use my personal credit credit cards, which is horrible. Horrible idea, but true because, you know, you're going into a financing system that at times are stacked against you.
[00:21:30] And so you need to level the playing field and navigate that system with confidence. So that's why, you know, we have the technology now that's available to you. And we just with leverage, we want to answer a simple question like, are you financeable, yes or no? And if it's a yes, you know, and maybe you're having a bank tell, you know, you need to feel comfortable with going to the next lender because like I said before, every lenders are different. There's so many different alternative lenders out there. You know, you can get the financing you need, but you we have to say no because you don't fit their aren't requirements. And, you know, maybe you've only been in business for a year and a half and they need you to be in business for. Two years and, you know, you never know what they're looking for.
[00:22:12] And I mean, now, if you are not getting financed instead of, like, bearing embarrassing yourself in front of a lender, you can take the steps inside the software to become finance. Also, you can go back in the software and see where things must improve to realistically move forward before speaking to a lender. So maybe you need more revenue, maybe a cosigner come into play. If it's credit on, if you have high expenses, like how much do you need to cut back on your expenses, do that. That question is answer within the software. So really, just doing what you can do on your end to be fully prepared before going and speaking to a lender is going to change that conversation and you are going to have such a better outcome. And I always like to say, like, nobody knows the outcome when you're going in and putting your dad into the software because, you know, you're at home, you're at your office desk and you run an analysis. And if you're prequalified, like you go out, when you get freaking empowered, you take that report and give it to that lender. And what we tell our customers is to say, I use a third party software that tells me I'm qualified for this loan. Would you like to continue the conversation with me? And that's pretty much just saying, you know, can you do this deal? Yes or no? And you, the borrower, we're just completely turned the table around because that wonder why you're coming in as one of the most prepared borrowers. And that's not like us. You know, asset leverage saying no. But that's actually feedback that we've received from banks because, well, they've hit up our customer service line being like, where can we get more of these leverage customers? Because they're coming in prepared. And it's making light on them easier, right?
[00:23:55] Yeah. And I think it's crucial to remember that banks are as humaine or as responsible or exploitative as we make them. Yeah. As people. And they haven't been required to be they've been draconian. You know, two thousand eight pointed that out. But even since the repair and things like that and that industries is far from good. And I think that companies like this that return information, education and power back over to the borrower is crucial in moving forward with their financial systems. On the whole. I'm wondering, how does your model work personally with the software? Is it subscription? Is it a one time purchase? How does all of that happen with the and other aspects of tools for free? The calculators. How does all of that play?
[00:24:41] Yeah. So when John was actually pricing the software, how many people actually were telling him to put a one in front of the prices just because like because of the value of what you get from from the calculators. But he didn't want to do that because we didn't want price being a way of getting people into the software and becoming empowered. So it is on a subscription base. So for fifty seven dollars a month is a monthly plan. And that's great for anybody doing like a short one term financing transaction with no additional financing or refinancing predicted.
[00:25:15] And that is a pay as you go cancel any time. And then we also have the one 97 four annual plan. And that's perfect for that person who wants to like sanity, China's new financing opportunities. You will be doing more than one transaction in the year.
[00:25:31] It allows you to preserve your dashboard of data for refinancing purposes. And that plan does include like a 30 day. No questions asked. Money guarantee as well with our software. So anybody who is looking at business or business finance calculator is a cash flow tool that really determines that first reaction of a lender. So you go in and how you use as you input your business information, your expenses, revenue, any add backs that you can put back and you can pretty much string that software green, that means your business is lendable and you can walk into a bank feeling confident. And like I said before, if it's not green, you can really see where your numbers must improve to realistically afford. And then with our property calculators, we have three different ones, multifamily, commercial and mixed use.
[00:26:23] And they all have refinanced calculators, the tops of them, like I said, due to Coalbed. And those actually do really, truly do prete underwriting for those properties. So it really depends on who you are and what you're looking to do for those those type platers. It's an awesome tool for anybody who is looking to invest in commercial property to determine if you're able to obtain financing for that property. Like I said and in addition to that, with each calculator also provides you a leverage report, which is just personalizing financing for containing the transaction metrics that lenders are looking for to initiate and completely jump start that funding conversation. And when a lender receives a leverage report. Look at it and understand it and read exactly what you're wanting to do. Less than two bet. So really, like I said, yes. An opposition gets going.
[00:27:18] Absolutely. I'm curious, what are the plans for leverage for the next one to three years? Is there going to be growth within the utility? And also, before I let it go about the conversation. I mean, it begs the question, especially with the breach some four years ago. Do you guys sell information even anonymously about your accounts or do you share it with other people, lenders, things of that nature? Is it all private and confidential?
[00:27:43] It is all private and confidential. We are a cloud based software, so everything is protected with your username and password. And one thing that we really wanted to be clear about was that when it comes to when you connect with a lender like that, is you connecting with them? We are completely not in the line of loan detail. So once you utilize our software and take that leverage report and then from there it's on you. We don't want to be involved in any other life long process. But so far, our goal is so what?
[00:28:21] With leverage. We've only been in the market for a couple of months now with this new platform leverage. Calkin and you'll like it. This is the sister app from the original, you know, and it's been getting a lot of good traction. We figure that we can be over a thousand users by early fall and hoping for 10000 by next spring and just kind of continuing from there. And some may say that's a little ambitious by our platform is really unique. And, you know, there is nothing in the marketplace that allows business owners the ability to become prequalified. You want to go out and buy your first home without getting prequalified first. Right. So same same kind of thing. But what that also comes like our challenges. You know, when you have a product that no one's really searching for because they don't know what's out there, you really have to you know, it's my job as the business development manager to really organically spread the word. You know, I work on that every day, connecting to people, making connections with people to just helps spread the word of what our software can do. And in an expanding and other goals that we have. We definitely do want to expand into developing some more calculators. There are some unique calculators that we want to kind of get into for different business settings that we can create to serve and empower those businesses like company on building, self-storage, mobile, home, park flippers as a flipping is huge right now. But our our property circulars are really geared toward commercial properties. So that's five units and up. It's not that residential. Wanted to add those flippers. So that's definitely what we want to get into for sure.
[00:30:05] This sounds wonderful. It sounds advantageous since it's going to be a busy ride. Yeah. Closing in Stormi towards the end of the podcast and I have my final question that everyone who listens to this series knows. I always ask and that is if you were out and about this a social distance tomorrow and you bumped into another woman or female identified by another individual who said, listen, you know, I've I have gotten a really great footing in the occupational industry. I've I've done a lot of different career paths. I started off in retail, managing people. I went on I did a bunch of the banking information industry and I now I'm gonna kind of go into this and family run and bad business, credit, financial enterprise.
[00:30:51] What are the top three pieces of advice you would give the individual knowing what you know now from your endeavors?
[00:30:57] That's a really good question. I would have to say for me, giving advice throughout kind of going around that the same career path is really just getting comfortable with being uncomfortable. Like if you don't get out of your comfort zone, you might find yourself staying in one place and never seizing different opportunities because you are scared. Like, if I didn't do that, I would not be where I am today. And I really, truly believe that being that discomfort brings engagement and change. And it means that you're doing something that others are and do not be scared of failure if something is not very new to you. Like go out and treat failure as an asset and learn from it. And when you go out of your way to experience new things or when you let things happen to you, you gain so much in terms of personal development. So my advice is get out there and show up for yourself.
[00:31:56] Nice. I love that. I've got to get comfortable with being uncomfortable. Do not be scared of failure. Use it as an asset and get out there and engage. You'll love it.
[00:32:11] That's so wonderful. Well, Stormi, we thank you so much for taking the time to meet with us and discuss leverage. I really appreciate it. I think it's been eye opening and kind of considering these aspects of business, credit and lending. And I'm hoping that everyone in the audience found as useful as I did. I appreciate your time today.
[00:32:29] No, thank you so much for having me. And like I said, if anybody wants to reach out to me, please reach out to me personally. My email stormi s-t or am I that Scott ncdot at leverage kelts and that's c a l c dot com. I'd be more than happy to talk to anyone.
[00:32:46] Yeah, that's fantastic. I love that little personal reach out and I'm sure there's plenty of people that need your advice. So thank you again. And for everyone listening, thank you for giving us your time today. We've been speaking with Stormi Scott, business development manager at Leverage. The company's Web site is again leveraged seei l.c dot com. Until we speak your next time. Thank you for your time. And remember to always bet on yourself. Slainte.
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