Limitless Success: Unveiling Time-Tested Sales & Pitching Truths from Five Continents

Introduction: The Power of Timeless Sales & Pitching Techniques

In the world of sales and pitching, it's not about smoke and mirrors. It's about rocket fuel. It's about applying timeless truths that cut through the noise and deliver results.

From closing deals in the high-stakes world of luxury real estate to launching innovative digital marketing campaigns, the strategies I've honed over decades and across five continents continue to propel success.

These insights have shaped impactful presentations for leading real estate firms and communications companies such as: Douglas Elliman [https://www.elliman.com/], Sotheby’s [https://www.sothebysrealty.com/], and Keller Williams [https://www.kw.com/], all while drawing on research from industry titans like Forrester [https://www.forrester.com/], Gartner [https://www.gartner.com/en], The Omnicom Group [https://www.omnicomgroup.com/], WPP [https://www.wpp.com/], Interbrand [https://www.interbrand.com/], and NAR [https://www.nar.realtor/].

"Disrupt, innovate, lead. Your legacy won't be deals, it'll be the trails you blaze." - Geoff De Weaver, CEO of Limitless USA, Global Speaker/Author, and #1 most networked real estate agent on globe with a one billion plus network

My mission? To show you that mastering these principles can unlock limitless potential in your sales and pitch presentations. Think of it as building a Tesla Roadster for your sales strategy – sleek, powerful, and unstoppable.

In this article, I'll share eight core principles distilled from thousands of presentations across real estate, marketing, and tech. Each truth is a universal lesson applicable to industries ranging from real estate to tech, where effective pitches secure contracts and build empires. Understanding these insights and pairing them with emerging Web3 technologies allows us to not only win new business but become unstoppable in a limitless world of opportunities.

"An organization’s ability to learn, and translate that learning into action rapidly, is the ultimate competitive advantage." – Jack Welsh ?

Prospects Don’t Expect You to Know Everything

Contrary to popular belief, one of the most liberating aspects of pitching is realizing that you don't need to know everything. A Forrester report found that 63% of prospects engage more with presenters who demonstrate curiosity and ask probing questions. This shift in mindset empowers presenters to focus on building a connection, identifying opportunities to collaborate, and solving the prospect's unique challenges rather than attempting to overwhelm them with technical details.

Let’s take a real estate pitch at Sotheby’s [https://www.sothebysrealty.com/], where high-net-worth clients expect excellence but not perfection. Agents who acknowledge the fast-changing nature of luxury markets and embrace their role as problem-solvers often build stronger rapport. It’s not about providing every answer during the initial meeting, but about creating a narrative that builds trust. The key is to position yourself as a partner willing to learn alongside your client, finding solutions tailored to their needs as their project evolves.

Research shows that asking questions increases likability, and Harvard Business Review found that people who ask more questions, especially follow-up questions, are perceived as more attentive, intelligent, and engaged. This principle applies whether you’re pitching real estate in New York or marketing strategies in Singapore.

"Evolve or become obsolete. Authenticity is your North Star in the ever-shifting cosmos of sales." - Geoff De Weaver, CEO of Limitless USA, Global Speaker/Author, and #1 most networked real estate agent on globe with a one billion plus network

The Difference Between Good and Great Work Is Not Always Apparent

During a high-pressure pitch, how does one distinguish between good and great? Gartner’s research highlights that prospects frequently struggle to differentiate between the two. What truly matters is how the work is communicated. A powerful narrative can elevate good work to great in the eyes of the prospect.

For example, in a Douglas Elliman [https://www.elliman.com/] pitch, showing your strategic process and how you’ve navigated similar challenges before can make the difference. Here, the data speaks for itself. Compass [https://www.compass.com/] has excelled in creating an ecosystem where their real estate agents leverage AI-driven platforms to offer personalized market insights, and that’s part of what sets them apart. Showcasing how you’ve solved client-specific problems using unique tools and innovative thinking demonstrates a clear path to value.

Presenting research-based results—such as Interbrand’s [https://www.interbrand.com/] work on brand perception or WPP’s [https://www.wpp.com/] in-depth analytics on consumer behaviors—provides the proof points that back your pitch. Ultimately, the secret to transforming good work into great lies in the delivery: confidence, clarity, and a deep understanding of the prospect’s vision.

Tailor Your Pitch to the Prospect, Not the Consumer

While your end goal might be to impress the final buyer or user, your immediate focus should always be the prospect—the person making the decision. Tailoring your message to their needs, pains, and desires is the key to success.

For example, a Corcoran [https://www.corcoran.com/] pitch targeting a luxury property developer in Florida must prioritize the developer’s concerns about market trends, construction timelines, and investor returns. Discussing consumer preferences might be relevant down the line, but focusing on the specifics that matter to the developer ensures that your message hits home.

According to WPP research, emotional intelligence in pitches is critical. Understanding what drives your prospect on a personal level—whether it’s the desire for status, success, or risk mitigation—allows you to frame your offering in terms that resonate most. This insight was a key factor in a successful Redfin [https://www.redfin.com/] pitch, where the team prioritized the prospect’s financial goals over the broader consumer experience, ensuring a strategic alignment between both parties.

Prospects Choose Companies and Agencies That Offer What They Want, and Stay for What They Need

In today’s competitive market, winning new business is often about presenting what the prospect wants—but keeping that business requires delivering what they need. A case study of Keller Williams [https://www.kw.com/] reveals how the firm attracts real estate developers with promises of cutting-edge marketing and tech integration. However, what keeps clients loyal is the agency's ability to adapt to market changes and provide long-term strategic solutions.

Interbrand’s research on customer loyalty shows that brands able to evolve alongside their clients retain business 45% longer. The challenge is balancing short-term desires with long-term needs. For instance, in a Michael Saunders & Company [https://www.michaelsaunders.com/] pitch, the team might emphasize immediate benefits like rapid property sales, but they’re also prepared to offer ongoing market analysis, portfolio diversification, and exit strategies that will continue adding value well beyond the initial deal.

"Forget illusions. We're talking first principles, relentless execution, and the audacity to disrupt." - Geoff De Weaver, CEO of Limitless USA, Global Speaker/Author, and #1 most networked real estate agent on globe with a one billion plus network

Decisions Are Often Made Before the Pitch

Research from NAR [https://www.nar.realtor/] indicates that 70% of prospects have already decided about which agency to go with before the formal pitch even begins. This highlights the importance of building trust and rapport early in the process, whether through pre-pitch communications, informal meetings, or demonstrating your expertise via social channels.

For example, if you're preparing to pitch to Zillow Group [https://www.zillowgroup.com/] or Realty ONE Group [https://www.realtyonegroup.com/], your reputation and credibility might already precede you. This is why thought leadership—via platforms like LinkedIn, blogs, and webinars—becomes such a crucial part of the sales funnel.

Your pre-pitch strategy should focus on engaging with the prospect on multiple fronts: through content that educates, interactions that inspire confidence, and online presence that showcases your expertise.

Every Pitch Needs a “Wow” Moment

Pitches that leave a lasting impression always include a “wow” moment—something that surprises the prospect and sets you apart from the competition. In the luxury real estate space, agents often secure deals by showcasing an unexpected insight, offering a creative solution, or revealing an exclusive opportunity that other agencies simply can’t provide.

Take William Raveis’s [https://www.raveis.com/] strategy: their agents often use detailed market analytics to present surprising data points during a pitch. For example, identifying under-the-radar neighborhoods with soaring investment potential. This type of “wow” moment captures attention and establishes the agency as a forward-thinking leader. Research by WPP indicates that this emotional engagement— triggered by something unexpected—is one of the key factors influencing decision-making.

Another example can be found in how Redfin [https://www.redfin.com/] uses AI to predict pricing and trends with greater accuracy than its competitors. When they incorporate these insights into pitches, clients are immediately impressed by the forward-thinking approach.

Content Should Fill Only Two-Thirds of the Time—Leave Room for Chemistry

Winning pitches are as much about chemistry as they are about content. Based on studies by The Omnicom Group [https://www.omnicomgroup.com/], the most effective pitches use only two-thirds of the allotted time to present facts and figures, leaving the final third for relationship-building and questions. This approach allows for more natural conversations and gives prospects the opportunity to express concerns, share feedback, and feel heard.

In a Trulia [https://www.trulia.com/] presentation, for instance, agents might start by presenting market data and property insights but leave ample room at the end to discuss the prospect’s personal vision and goals. This not only fosters trust but also creates a sense of collaboration, which is critical in high-stakes negotiations.

"Exceed expectations, don't just meet them. Delivering true value builds customer loyalty that lasts." - Geoff De Weaver, CEO of Limitless USA, Global Speaker/Author, and #1 most networked real estate agent on globe with a one billion plus network

93% of Impact Lies in How You Present, Not What You Present

Body language, tone of voice, and eye contact—according to WPP, these non-verbal cues account for 93% of your impact in a pitch. In real estate, where deals often involve millions or even billions of dollars, the way you carry yourself is critical. Research shows that prospects make snap judgments based on confidence, energy, and presence long before they evaluate the substance of your presentation.

This principle is particularly evident in firms like Realty ONE Group [https://www.realtyonegroup.com/] and Zillow Group [https://www.zillowgroup.com/], where agents are trained extensively in presentation skills. Eye contact, a firm handshake, and a well-rehearsed introduction often speak louder than any market data. These soft skills, when paired with hard facts, create an unbeatable combination that drives results.

Conclusion: Becoming Limitless in Your Pitching Approach

Ultimately, winning pitches are about far more than just presenting great work—they’re about building relationships, demonstrating value, and leaving a lasting impression. Whether you’re pitching to real estate moguls at Douglas Elliman [https://www.elliman.com/], tech innovators at Keller Williams [https://www.kw.com/], or luxury buyers at Sotheby’s [https://www.sothebysrealty.com/], these eight time-tested truths will help you create a limitless presentation that stands out.

In a world where attention spans are shorter than ever, mastering these strategies will allow you to capture attention, build rapport, and close deals faster than the competition. And remember: to truly be limitless in your pitch, you need the confidence, clarity, and insight to lead with purpose and execute with precision.

"Remember, to be truly limitless in your pitch, you need more than just great content—you need the strategy, confidence, and insights to leave a lasting impression that converts prospects into lifelong clients."

"First impressions matter. Captivate your audience with passion and conviction from the outset." - Geoff De Weaver, CEO of Limitless USA, Global Speaker/Author, and #1 most networked real estate agent on globe with a one billion plus network

SUMMARY:

This article has unveiled eight powerful sales and pitching principles that transcend industries and continents. By recognizing that prospects value curiosity and collaboration, focusing on the delivery of your message, tailoring your pitch to the decision-maker, and balancing short-term wants with long-term needs, you can create winning presentations that resonate.

Remember, decisions are often made before the pitch even begins, so building early rapport is essential. Every pitch needs a “wow” moment to stand out, and leaving room for chemistry is as important as delivering compelling content. Finally, your presentation style matters significantly – body language, tone, and confidence can make or break a deal.

By internalizing these truths and incorporating emerging technologies like Web3, you'll be equipped to navigate the complexities of the modern marketplace and achieve limitless success in your sales and pitching endeavors.

MY BOTTOM LINE:

In the ever-evolving landscape of sales and pitching, adaptability and authenticity are key. The principles outlined in this article provide a timeless foundation for success. However, it’s crucial to remember that the true power lies in your ability to execute them with confidence, clarity, and a genuine desire to solve your client’s problems.

By embracing these truths and leveraging the latest technologies, you’ll not only close deals but also build lasting relationships and establish yourself as a leader in your field.

The future is limitless – go out there and seize it.

ABOUT GEOFF DE WEAVER:

?

WELCOME TO LIMITLESS USA—WHERE BOUNDARIES DISAPPEAR, AND NEW HORIZONS AWAIT.

Your Global Real Estate and Web3 Visionary: Crafted Exclusivity for the Discerning Elite. Seize Limitless Opportunities for Your Legacy

Confidential Mastery, Global Prestige

When only absolute privacy and perfection suffice, I deliver with unmatched precision. With decades of expertise in closing iconic deals for the world’s elite, your aspirations are seamlessly elevated through a 1.09 billion+ network.

Exclusive Access, Unmatched Web3 Expertise

In a world where Blockchain, AI, and the Metaverse redefine real estate, I offer you unprecedented entry to properties as unique as your vision. Luxury is no longer defined—it’s customized entirely to your expectations. At Limitless USA, we’re not following real estate innovation; we’re creating the blueprint for its future, powered by Web3 technologies.

Global Strategy, Limitless Influence

From South Florida to the global stage, I navigate the complexities of high-end real estate with refined expertise. I am your trusted advisor for world-class real estate and cutting-edge marketing strategies.

Every Moment Matters. Secure Your Legacy Today.

Elevate the Extraordinary: Connect with me to align your vision with my unrivaled expertise and total discretion. Your ambition. My strategy. Our shared legacy.

In 2022, I forged an unmatched alliance with Keller Williams On The Water Sarasota, the pinnacle of luxury real estate in Sarasota, Florida. Together, we provide an exclusive, powerhouse service dedicated to Ultra High Net Worth Individuals (UHNWIs) who demand the very best.

Whether you’re acquiring or divesting premium properties, know this: My relentless dedication and visionary approach will not just meet your real estate expectations—they will redefine them.

LinkedIn: https://www.dhirubhai.net/in/geoffdeweaver/

X (formerly Twitter): https://x.com/geoff_deweaver

READY TO TACKLE THE CHALLENGES OF WEB3 OR AI? MY ARTICLES OFFER PRACTICAL SOLUTIONS:

1. UNLOCKING LIMITLESS SUCCESS IN REAL ESTATE: THE POWER OF COMMUNICATION, NICHE EXPERTISE, AND AUTOMATION: https://www.dhirubhai.net/pulse/unlocking-limitless-success-real-estate-power-niche-geoff-de-weaver-c9dfc/

2.???? REVOLUTIONIZING REAL ESTATE: UNLEASHING POTENTIAL WITH WEB3, BLOCKCHAIN AND AI INNOVATION: https://www.dhirubhai.net/pulse/revolutionizing-real-estate-unleashing-potential-web3-geoff-de-weaver-opakc/

3.???? WEB3 REVOLUTION IN REAL ESTATE: SIMPLIFYING HOME BUYING FOR ALL IN THE U.S.: https://www.dhirubhai.net/pulse/web3-revolution-real-estate-simplifying-home-buying-all-de-weaver-fhhic/

4.???? UNLOCKING LIMITLESS POTENTIAL: A HIGH-PERFORMANCE CAREER IN REAL ESTATE, MARKETING, OR TECH: https://www.dhirubhai.net/pulse/unlocking-limitless-potential-high-performance-career-geoff-de-weaver-7bhgc/

5.???? WHY THE USA IS POISED TO LEAD THE GLOBAL LUXURY REAL ESTATE MARKET RECOVERY: LEVERAGING WEB3, NVIDIA, AI, BLOCKCHAIN, AND CRYPTO FOR UNMATCHED GROWTH: https://www.dhirubhai.net/pulse/why-usa-poised-lead-global-luxury-real-estate-market-web3-de-weaver-fiucc/

6.???? UNLOCKING LIMITLESS POTENTIAL: REFRAMING MARKETING SUCCESS IN THE WEB3 ERA: https://www.dhirubhai.net/pulse/unlocking-limitless-potential-reframing-marketing-web3-de-weaver-jawqc/

7.???? HOW WEB3 TECHNOLOGY IS MAKING HOME BUYING FASTER AND MORE SECURE: UNLOCKING LIMITLESS POSSIBILITIES: https://www.dhirubhai.net/pulse/how-web3-technology-making-home-buying-faster-more-secure-de-weaver-kxduc/

8.???? THE TIMELESS IMPORTANCE OF LEAD GENERATION IN REAL ESTATE: https://www.dhirubhai.net/pulse/timeless-importance-lead-generation-real-estate-geoff-de-weaver-v4ire/

9.???? WASTE IT OR WIN IT: STRATEGIC MASTERY IN THE WEB3 ERA TO DOMINATE THE U.S. REAL ESTATE INDUSTRY: https://www.dhirubhai.net/pulse/waste-win-strategic-mastery-web3-era-dominate-us-real-geoff-de-weaver-7ynye/

10.? BRIC NATIONS ACCELERATE GROWTH AND CHALLENGE WESTERN CENTRAL BANK DOMINANCE: https://www.dhirubhai.net/pulse/bric-nations-accelerate-growth-challenge-western-bank-geoff-de-weaver-dtwzc/

11.? FORGET LOCATION, LOCATION, LOCATION. THE NEW MANTRA IS INNOVATION, INSPIRATION, IMPACT: https://www.dhirubhai.net/pulse/forget-location-new-mantra-innovation-inspiration-impact-de-weaver-ulj8c/

12.? FLORIDAS LIMITLESS LUXURY: NAVIGATING THE 2024 HOUSING MARKET FOR HIGH-NET-WORTH INDIVIDUALS: https://www.dhirubhai.net/pulse/floridas-limitless-luxury-navigating-2024-housing-market-de-weaver-jvr2c/

13.? THE REAL ESTATE REVOLUTION: HOW WEB3, AI, AND INNOVATION ARE REDEFINING THE INDUSTRY: https://www.dhirubhai.net/pulse/real-estate-revolution-how-web3-ai-innovation-geoff-de-weaver-sx4vc/

14.? 25 POWERFUL WAYS TO DISCOVER AND LIVE YOUR LIMITLESS PURPOSE: https://www.dhirubhai.net/pulse/25-powerful-ways-discover-live-your-limitless-purpose-geoff-de-weaver-weruc/ ?

15.? BEYOND LIMITLESS: WEB3 LUXURY EXPERIENCES REDEFINING THE ALL-INCLUSIVE: https://www.dhirubhai.net/pulse/beyond-limitless-web3-luxury-experiences-redefining-geoff-de-weaver-szpwc/ ?

16.? LUXURY IN THE RECESSION: HOW UHNWIS, CEOS & MARKETERS CAN THRIVE WITH WEB3, AI & BLOCKCHAIN: https://www.dhirubhai.net/pulse/luxury-recession-how-uhnwis-ceos-marketers-can-thrive-geoff-de-weaver-zhkwc/

17.? INTRODUCTION: SELLING WITH BENEFITS IN THE WEB3 ERA:https://www.dhirubhai.net/pulse/introduction-selling-benefits-web3-era-geoff-de-weaver-tsyyc/

18.? 25 HABITS OF HIGHLY SUCCESSFUL PEOPLE: UNLOCKING LIMITLESS WEALTH AND SUCCESS: https://www.dhirubhai.net/pulse/25-habits-highly-successful-people-unlocking-wealth-geoff-de-weaver-sbeqc/?trackingId=xdsRCAWoSnWT7WqNTNMZyw%3D%3D

19.? IS IT A GOOD TIME TO BUY A HOUSE IN THE USA IN 2024? A COMPREHENSIVE GUIDE TO MAKING INFORMED DECISIONS: https://www.dhirubhai.net/pulse/good-time-buy-house-usa-2024-comprehensive-guide-making-de-weaver-q2fvc/?trackingId=ntX6ABmyRrG3L0tj2nxt8w%3D%3D

20.? UNLOCKING LIMITLESS OPPORTUNITIES: THE FUTURE OF REAL ESTATE ON THE BLOCKCHAIN: https://www.dhirubhai.net/pulse/unlocking-limitless-opportunities-future-real-estate-geoff-de-weaver-qwhdc/

21.? SARASOTA, FLORIDA: A LIMITLESS PARADISE ON THE GULF COAST – 2024 EDITION: https://www.dhirubhai.net/pulse/sarasota-florida-limitless-paradise-gulf-coast-2024-geoff-de-weaver-e2dvc/

22.? REVOLUTIONIZE YOUR REAL ESTATE EMPIRE: WHERE WEB3 AND BLOCKCHAIN MEET LIMITLESS LUXURY: https://www.dhirubhai.net/pulse/revolutionize-your-real-estate-empire-where-web3-meet-geoff-de-weaver-kkcnc/

23.? SECURE YOUR FINANCIAL FUTURE: HOW REAL ESTATE, GOLD, AND WEB3 TECHNOLOGIES OUTSMART MARKET CRASHES: https://www.dhirubhai.net/pulse/secure-your-financial-future-how-real-estate-gold-web3-de-weaver-znnqc/

24.? THE 5 GOLDEN RULES OF REAL ESTATE: UNLOCKING YOUR LIMITLESS WEALTH POTENTIAL: https://www.dhirubhai.net/pulse/5-golden-rules-real-estate-unlocking-your-limitless-wealth-de-weaver-wck1c/

25.? TRANSFORMING REAL ESTATE WITH WEB3: HOW BLOCKCHAIN, AI, AND EMERGING TECHNOLOGIES REVOLUTIONIZE THE INDUSTRY: https://www.dhirubhai.net/pulse/transforming-real-estate-web3-how-blockchain-ai-geoff-de-weaver-zlxyc/

26.? EMBRACING WEB3: HOW REAL ESTATE COMPANIES CAN LEVERAGE CRYPTO AND BLOCKCHAIN TECHNOLOGIES FOR UNMATCHED SUCCESS: https://www.dhirubhai.net/pulse/embracing-web3-how-real-estate-companies-can-leverage-geoff-de-weaver-jpgwc/

27.? X (FORMERLY TWITTER): THE UNSTOPPABLE FORCE UNLEASHING FREEDOM IN SPORTS, MEDIA, AND BEYOND: https://www.dhirubhai.net/pulse/x-formerly-twitter-unstoppable-force-unleashing-sports-de-weaver-jw2ac/

28.? REAL ESTATES BLOCKCHAIN REVOLUTION: UNLOCKING LIMITLESS POTENTIAL: https://www.dhirubhai.net/pulse/real-estates-blockchain-revolution-unlocking-geoff-de-weaver-uedsc/

29.? UNLOCKING LIMITLESS POTENTIAL: THE TRANSFORMATIVE POWER OF 3D VIRTUAL TOURS IN REAL ESTATE: https://www.dhirubhai.net/pulse/unlocking-limitless-potential-transformative-power-3d-geoff-de-weaver-v0gbc/

30.? UNLOCK TOP DOLLAR FOR YOUR HOME: A DATA-DRIVEN GUIDE FOR SAVVY SELLERS: https://www.dhirubhai.net/pulse/unlock-top-dollar-your-home-data-driven-guide-savvy-geoff-de-weaver-y789c/

31.? EXPERIENCE LUXURY LIKE NEVER BEFORE: INTERACTIVE 3D VIRTUAL TOURS FOR THE DISCERNING BILLIONAIRE BUYER: https://www.dhirubhai.net/pulse/experience-luxury-like-never-before-interactive-3d-tours-de-weaver-cambc/

32.? NEVER GIVE UP, INNOVATE, AND ZIG WHEN OTHERS ARE ZAGGING: A GUIDE TO LIMITLESS SUCCESS: https://www.dhirubhai.net/pulse/never-give-up-innovate-zig-when-others-zagging-guide-geoff-de-weaver-rqy4c/

33.? UNLOCKING LIMITLESS EXCELLENCE IN REAL ESTATE AND BEYOND: ACHIEVE LASTING SUCCESS: https://www.dhirubhai.net/pulse/unlocking-limitless-excellence-real-estate-beyond-geoff-de-weaver-brutc/

34.? MY UNIQUE TAKE ON 7 CRYPTO EXCHANGES & THEIR IMPACT ON REAL ESTATE: https://www.dhirubhai.net/pulse/my-unique-take-7-crypto-exchanges-impact-real-estate-geoff-de-weaver-8kywc/

35.? TURBOCHARGE YOUR BUSINESS WITH KEY STRATEGIES IN THE WEB3 ERA: https://www.dhirubhai.net/pulse/turbocharge-your-business-key-strategies-web3-era-geoff-de-weaver-cv0bc/

36.? LIMITLESS LEADERSHIP IN THE AGE OF WEB3 : 7 PROVEN STRATEGIES TO BUILD TRUST AND INFLUENCE: https://www.dhirubhai.net/pulse/limitless-leadership-age-web3-7-proven-strategies-build-de-weaver-misuc/ ?

37.? VENTURE CAPITALS LIMITLESS IMPACT ON REAL ESTATES BLOCKCHAIN REVOLUTION:https://www.dhirubhai.net/pulse/venture-capitals-limitless-impact-real-estates-geoff-de-weaver-xwlpc/ ?

38.? THE PERFECT STORM: HOW WEB3, AI, AND CRYPTO ARE REVOLUTIONIZING REAL ESTATE: https://www.dhirubhai.net/pulse/perfect-storm-how-web3-ai-crypto-revolutionizing-real-geoff-de-weaver-o1j0c/ ?

39.? LIMITLESS PROPERTY, LIMITLESS PROFITS: CRACKING THE CODE OF WEB3 REAL ESTATE REGULATIONS: https://www.dhirubhai.net/pulse/limitless-property-profits-cracking-code-web3-real-estate-de-weaver-obnfc/

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