The Sales Hacker Podcast
The Sales Hacker Podcast

Episode · 2 months ago

188. Ask Yourself This: “But Am I Making Any Money?”


In this episode of the Sales Hacker Podcast, we have Marley Majcher, Boss at The Party Goddess! Inc. and author of But Are You Making Any Money?, a book she wrote to answer her dad’s persistent question and solve her own money problems. Join us for a funny and insightful conversation about entrepreneurship, productivity, making money, and managing time.

What You’ll Learn

  1. Why SMB owners need to track their time
  2. Understanding your personal productivity cycles
  3. Bringing enthusiasm and good humor to your work
  4. Alpacas are not the same as Faroe sheep

Show Agenda and Timestamps

  1. About Marley Majcher & The Party Goddess [1:55]
  2. The origin story for Marley’s book [7:52]
  3. The mindset you need to develop about money & time [12:58]
  4. Event planning in the time of COVID-19 [19:20]
  5. An amazing story about an A-list celebrity and “strategic leakage” [23:08]
  6. Sam’s Corner [26:25]

One, two, one, three, three, everybody. Sam Jacobs, welcome to the SALESACER podcast. We'vegot a great guest on the show this week. We've got the party goddess, the number one event planner in La and a small business coacher names Marleymajor, and it's a great conversation, so we're really excited to bring itto you. Before we get there, we've got a couple sponsors. Thefirst is outreach. outreaches the first and only engagement and intelligence platform built byrevenue innovators for revenue innovators. Outreach allows you to commit to accurate sales forecasting, replace manual process with real time guidance and unlock action. Will conser customerintelligence that guides you and your team to win. More often, traditional toolsdon't work in a hybrid sales world. Find out why outreach is the rightsolution at click dot outreach, dot io forward Slasho MPC. Okay, that'sthe link. Click dot how reach, dot Io forward, slash zero MPC. Write that down. We're also sponsored by pavilion. Pavilion is the keyto getting more out of your career. Our private membership gives you access tothousands of like minded peers dozens of courses in schools for Pavilion University and overOnezero workbooks, templates, scripts and playbooks to accelerate your development. Pavilion membersget hired twenty two percent more quickly paid, fourteen percent more promoted one third moreoften than their peers. Unlock the career of your dreams by applying todayat joined PAVILIONCOM and we're also brought to you by on gay. As doingbusiness becomes increasingly complex, it gets harder to do it. will do itwell. Businesses often sacrifice agility and loose sight of the customer experience. CONGA'sexpertise and comprehensive solution suite for commercial operations transforming the documents and processes surrounding customerengagement. CPQ AND CLM help businesses meet customers needs while increasing agility to adaptto change. Go to congacom forwards salesacer to learn more. Now let's listento my conversation with Marley Major. Hey everybody, it's Sam Jacobs. Welcometo the salesacker podcast. Today on the show we've got Marley Major. Morleyis known as the party and profit goddess. She is La's number one event plannerand a small business coach, helping owners and entrepreneurs get the most outof their time, investments and messaging. She has amazing stories from our work, with a list celebrities and actionable advice for today's entrepreneurs. She's been featuredon shows such as Fox and friends, Fox business, MSNBC, good dayLa Bravo and a host of other channels, and she's also the author of thebook. But are you making money? We're excited to have her. Marley, welcome to the show. Thank you for having me. I'm excitedto be here. We're excited to have you. So I just read ayou know, an exciting and inspiring bio, but we like to start with yourbaseball card where we learn a little bit more about Your Business. Soyour name's Marley majors. Did I do we pronounce your last name correctly?You did, and it's such a funny spelling and everybody thinks that it's muchmore complicated than it is. But it's Polish and so it probably is muchmore complicated than it is, but I just don't know what or we're notin Poland, so thank God. So, so, tell us about your business. You're known as the Party and Prophet Goddess, but you do twothings right. You're an event planner and you throw amazing events and also you'rea small business coach. Walk us through what you do. Sure, okay. So the bottom line as I got into the restaurant business right after Igot my business degree from Georgetown, which is kind of a random segway.I mean, you don't usually go to Georgetown and then say, Oh,I'm going to go into the restaurant business, but I married a chef and sothat was kind of my path. And from the restaurant business we tookover banquet operation, started a catering company, etc. Etc. And, youknow, very long story short, that would take, you know,twenty weeks of podcasts and I split and I we kept getting these offers.Thank goodness, we own the land where the restaurant was and or is,and we kept getting these offers to partner up in my dad is like,listen, you know, your life is a hot mess at this point.We keep getting these offers to partner up. What you love is the event.Why don't you do that? And I was like no, no,I can't. You know, talk about...

...not being able to get out ofyour own way. And then, finally, I had a really bad skiing accidentwhich forced my hand, and so I was like, okay, well, I guess here's the final message from God. And I you know,we partnered up with this other group and I was at a very low pointin my life. I mean I had a one year old. I'm here, I am getting in very public divorce in a pretty small town. Andwhat town are you? And I'm in Passadena, California. Might as wellbe, you know, the real housewives of you know, Passat in aBeverly Hills New York, like all of them just rolled into one little hotmess. And I love passing. I mean I'm from there, but letme tell you, it is a very, very tiny town when it comes toanything exciting happening. So I I was at a low point in mylife and I'm like, what am I going to do? I was like, I love the event. My Dad was right, so I'm going torebrand myself. And what do you do when you are to low point inlive? You come up with the like best name you could think of,which I was like, I'm going to call myself the party goddess, andI remember being at my first event in La and when was this, bythe way? This is two thousand and first by first event in La andI was literally shaking like a leaf because La and New York are very competitivemarkets there. You know, talk about like people who are just on firewith themselves, and my boyfriend the time, as I did have time for that, introduce me as like, Oh yeah, this is the party goddess, and I remember just people like the party goddess, like bubble, andI was like, Oh my God, I will one day eat you forlunch, and of course I did. You know, later I like,you know, came back and crush people, but it was it was like practicallya joke, like who says they're the party goddess when they are basicallylike in a ditch, you know, bleeding out? But that's what Idid and then I pulled it off. But I one thing that I washad to be very focused on was how I was going to be set myselfapart, because they are two very, very saturated markets and I think that'skind of a huge, huge message for today people going to business thinking likeOh, I'm just kind of a great website, I'm I at the bestinstagram account and it's so much more than that. And then my problem,though, was that I was so focused on my sales and not on myprofit and on that profit connection, and that I was like, okay,here we go again. Now I'm going to have another hot mess. AndI eventually went to write my book. But are you making any money?Solve my own problems and it was after a conversation. I had the Ninezeroconversation with my dad. P Ninezero, probably nine million or in. MyDad was like, but are you making any money? I mean, likeI hadsoch and we're doing Britney Spears and we're doing this, and he's like, I don't know, pretty spares is like at a party of one ina closet. He wouldn't know her. And he was just like and thenI was like, oh my gosh, I'm right back in the same spot. And then I ended up writing this book and then that's the only reasonI became a coach. But you're probably like, who in God's Green Landwould hire you to coach them? But in reality it was like that wholething of like you know if you go through Aa or you you you knowyou have a sponsor who's been there. Well, let me tell you,I knew all the tricks, and so I am actually a really good businesscoach because I don't put up with any bologning. I'm like, listen,if like challenged party of one here can reform, you can to. Sothat's that's. You said you want an interesting conversation. Hadst have you broughtit? So there you go. So we are in the middle of it. You were in we are in the middle of that Bologny Sandwich. Iwill let you take it from there. Thank you. Well, I wantto learn more about your book. So, so this is a phrase from yourdad. Is Your Dad still around, by the way? Yes, yes, Mr Major, we love you...

God. Oh, yes, it'son so many levels. You have no idea. He's clearly he's a bigfigure in your life, very, very whether he has wanted to be ornot, he is a huge figure. Yes, yes, he is.Uh Huh. All right, so give us the cliff notes for but areyou making any money? Obviously it's about it's about people that are focused on, you know, sales or revenue, not profit. But well, andyou said you've got all the tricks in the book. But give us,you know, give us the synopsis and then also, you mentioned tricks ortips or give us some some some insights. So the bottom line is is thathere I was, you know, this girl who obviously you know,got my business degree from Georgetown. The disconnect for me was the fact thatI had a really tough time applying what I learned in business school to myown business. And I find a lot of entrepreneurs have the same thing.Right, like you can read it in a book, but reading it ina book what your cost of good soul should be and what your profit shouldbe and how much you should spend on marketing, you know, it's likeI remember reading a statistic like go, it should be ten percent on marketingor it should be well, but then you're like, well, okay,what all goes into that? And like how does that figure into the costof like the chicken salad that were that were selling? And it just allfelt like such a jumble to me. And and I think what happens isyou get into your own business and you get into your own head, andthen you get into your own head and it's like all common sense goes andthe other thing I found is that creative people have. And yes, it'sa stereotype. So I'm sorry for the hate mail you're going to get.The creative people seem to have this fear of numbers and what I found isthat, like you, I could be coaching like a lawyer who had justone, XYZ amount of, you know, whatever, litigation in the case andthey want to go and start their own business. And this start abusiness, you know, I don't know, baking cupcakes, let's say, andall of a sudden they just feel stupid and women like we have thisimposter syndrome and like, oh my gosh, I don't know enough to start mybusiness. And you just get in your head and you're like and allof a sudden everything becomes very difficult. And so what I boiled it downto is, wait a minute, it is not that complicated. The worldwant to think it's complicated. Accountants want you to think it's complicated. AndI took a very simple model of cost a good soul and then you know, you've got your mark up. But that seems to really freak people out. But but my secrets, iust really involves time, because that is wherewe all blow it. We completely do not take into consideration how much timeit takes to produce our product or service. Maybe we get that part right,but how long it takes to get the customers, how long it takesto drive, let's say for a masseuse or something, how long it takesto drive to the customer, unpack your stuff, you know, set thetable up. So it's like, Oh, well, how much to charge?I'm making this up. A hundred dollars an hour. Okay, well, the massage is an hour. I make a hundred dollars an hour.It's like, oh no, you do not, and you're lucky if you'remaking five dollars an hour. And I call that my McDonald's moment because aftermy dad had asked me that question. You know, but are you makingany money? About thousandth time when I really started just taking out a pieceof paper and writing down how much, what my costs were for my lastevent, and I just felt like it was this never ending laundry list.I was like, oh, but wait, I forgot about that. Oh that'sright, I tipped the Valet when, Oh that's right, I bought lunchfor the staff, and I started real I think that's where all themoney is going. You know, you say, how do I not havethis in my bank account? And so one day I just sat down andwas like, I'm going to freaking find it. I'M gonna be like HeraldoRivera opening that tomb. I'm going to find, you know, Jimmy Hoffor whoever he was looking for, and...

...just have to take a pone.I think it's an alt. Okay, I guess we're still kind of lookingfor Jimmy Hoffa, but so al Capone is looking for Al Capone. Anyway, he didn't find him, but I did find where all my money wasgoing, and that is what my secret sauces is. I make people tracktheir time and women are very good at relating to what is it like tobe on a diet? Right and when I have been on a diet,my trainer told me like okay, cut the calories, and I came backa week later and I gained a pound and she is like how how couldyou like? I get it if you have a Bonsao who gains a poundwhen they're on a diet? Well, you know, then she makes mewrite it down. Guess what it's like. Oh, I had a handful ofM and M's here it's like, Oh, I had a Cappuccino.Oh it had nonfat milk. Well, okay, that doesn't mean that nonfatmilk. That's great, not fat milk, but it's does calories right. Liketime still adds up. Tips to valets might only be three dollars,or shipping of Linen's or shipping of xoyz might only be an extra five dollars, ten dollars. But it's like chip, chip, chip, and when youtake him in it and really dig in, that's where you go.Oh, that's where it's going, and then you just take the formula andand you just you fix it and you can fix your business and it's aneasy to anice effects, but you gotta write it all down. So isit? Do you find yourself telling people to raise their prices? Is thatsort of like one of the key pieces of advice? Or is it stoptipping vallets? Go it doesn't sound like the right way up doing ballet's.Actually I'm going to double down on that and say it's about tipping ballets muchmore and feeding your crew very good lunches. But in all seriousness, what it? It's about a mindset. It's about a mindset that I don't carehow much somebody charges that I'm coaching. I don't care what their goals ofhow much they want to make our I care to the extent that I wantthem to be happy and successful. Right, but it's none of my business.If they want to work for five dollars an hour, okay, butI want them to know they're working for five dollars an hour. And ifthey know they're working for five dollars an hour and still choosing it, great, no worries. But it's about the discipline of saying here my costs,here's how much time it's going to take and this is how much I'm makingin my current scenario. Right, and then if I don't want to makefive dollars an hour, then I need to raise my prices or one ofmy other big things is you get a lot more efficient and it is amazinghow much fat you can cut when you focus on being efficient, because weall waste so much time, you know, we just like, Oh, youdrive to the like event planners are famous for it. We drive tothe walk through, then we have this meeting. Then, you know,we have a facetoface meeting with a client or you get on another call ortext or whatever. It's not efficient, and then you just bleed out withthe time and before you know you haven't made any money because you're you're disorganized, but you don't have a plan. So that's what it really is about. Is just about what is the plan and kind of knowing yourself to like, do you tend to spend too much time on the intake process with theclient, like what I see so many times with my clients, as ifthey're in a service related business. Those put so much time into the proposalor into the getting the information that that's great, but there's got to bea prequalification part, which is I got some information and this client is nevergoing to be able to pay my rates, you know, and they are nota good fit. Next instead of Oh, but I'll just see ifit can't work out after I've put,... know, five hours into thisproposal. So it's about awareness and decisionmaking and then, course, correcting.And that's all you do, is you just keep tweaking till you get itto the point where you're like, okay, this is good now that's simple.It's very difficult to to I shouldn't. It's very difficult. It takes disciplineto put into place. But yes, it really is that simple. Imean you have to sit down and say, where are things going wrong? And I can say that, you know, everybody has kind of adifferent problem. Yes, and know, most people don't know what are theirtop earning activities. Right. It's like we start the day as entrepreneurs andit's like this floodgate opens and we just do whatever comes at us and insteadof wait a minute, you know, I think it's David Allen, orwho, the productivity guy, who says like you know, or no,no, excuse me, and Stephen Cuby, who it's about the big rocks.You know, you do the big rocks, the most important things first. Then all that other stuff about like changing your phone plan, you know, ordering this or that, comes way after you've made all your sales callsfor the day, you know, or way after you've done your hard workthat is actually going to bring in the business. And instead we do thework that we got into the business for, you know, which is perhaps makinginstagram stories or creating fun things in can buy. You know, itis often not it. Now I'm going to call that clients, see ifI can get a deposit, but that's what you have to you know,that's what you have to do. You have to close the deal. Theyagree with you. And I think it's interesting. A lot of people starttheir day by, you know, opening up their laptop or their computer andchecking their email. Yeah, and what I always say is your email issomebody else's to do list, because are all people sending you messages. That'snot you deciding what you want to do. And how willingly we surrender? Youknow, how willingly we is that the first time anybody has ever said, like, don't check your email first thing the morning? Of course not, but it's like I'll just like, let I'll let somebody give me direction, like a well, let somebody tell me where to start, and beforeyou know it, your day is it shot and you can bind email witha couple calls or texts and you have completely surrendered your power, and especiallyif you're in La, because you can only do three things a day andLa is, Oh my God, three. And then now that pots legal andwhatever, forget it the whole I'm too now. It's done. Ittoo how it's down to two and Ya, no comment. Anyway. But youit takes discipline and that's it. That's what separates people, though.That's what separates people who are like, okay, I've got this business andnow it's going to be you know, and it's a Quaysi hobby to somebodywho's going to scale it it is. I'm going to get this right.I'm going to focus on my margins and then I'm going to focus on okay, if these are my margins, how am I going to replicate this?You know, do I have to buy six other companies tomorrow in order tohit my goals? Maybe, I mean, that might be the only way.So you see what I'm after. How do you tell me about theevent, the event planning business? How did you respond to Covid? Howpower things going, and what is your plan for for Growth? Well,for Yeah, interesting that you say that. I mean, this is, ofcourse, unprecedented times, thank goodness. All I can tell you is thatI am multifaceted. Well, what I mean by that is I amable to adapt, fortunately or unfortunately. You know, I've had to pivotso many times in my life. A lot of times because of, youknow, messes. I'd graded myself, but you get really good at seeingwhere the market is going and I always looked at myself as an event planner. Has got to be the stepping stone.

Not that I didn't love doing itor don't love doing it, I do, but I knew that asyou can only make so much as an event planner, right, even ifI get paid a million dollars to do an event, mean I can't dotwo of those a night, right, and you still are dependent on staff. And how do you scale that? Okay, well, you scale itand you know the usual ways. You know, you start a franchise,you do well, that's harder in my higher end market. So that's ultimatelyone. When it looked like I had, you know, kind of position toto write a book, then I was like, okay, I coulddo that, because then, okay, I could do the coaching piece.Well, that's a little more scale, because then you can bring in thedigital components. But with Covid, thank goodness, we've had very, very, very loyal customers that we've had forever. Thank goodness, we had built aplatform on on, you know, having a lot of notable clients,and so what happened was we were getting a lot of interviews during covid andso you're like, well, interviews are going to pay the mortgage, right. But I start saying, Hey, listen, can I be an influencerat this stage in the game and start getting influence or gigs, because whathappened was people were like, oh my gosh, I have XYZ product,you know, and this product is not going to move during the holiday partiesthat don't exist. So let's hire crazy girl here to show us some ideasof how we can markt this product. And thank goodness I'm really good atcoming up the very random ideas. And then I kind of was like,wait, I love this, like I love the photoshoot component of it evenmore than I thought, and you really start two more things and so,quite frankly, you're going to really lose it. But my scalable piece rightnow is I bought a ranch and I'm developing a twenty acres and this wholeagricultural business model and I'm going to Ireland and three weeks to the International SustainabilityConference where I know absolutely nothing about no one, and I'm doing this projectwith wool and I will either talk to the next time and be a freakingbillionaire or will be homeless. So you're starting an Outpac of farm or something. Well, it's a little more confident in that it involves fairwe's sheep.Actually, I was just in the Faroe Islands. These sheep are a thousandyears old, like the oldest sheep on record or whatever. They can't usethe wool because the wool markets got a glut. Everybody wants to can onlysee wool is being used for sweaters and stuff. I'm like, forget it. The cost to get that stuff cleaned and whatever is in spun is waytoo high. What can we do with this wool? And that is whatI am working on, is and I have like actually a viable product andI'm going for a patent, etc. Etc. So it is joking aside, but it's not. You know, and yes, I'm knee deep insheep. The sheep, like the genetic line of the sheep is old,or the sheep themselves that they've sheep breenetic line of the sheep. It's athousand years old. They think they came from Norway. They have these reallyinteresting it's fascinating too, because here's another thing about wool is, I meanpeople want you technologies just gutted it because we just need wool to stay warm. Well, now we've got technology, and with technology you don't need,you know, long underwear to go skiing or to keep the fisherman warm,and you've got these fast fashion and an expensive technology that keeps you warm.And so now it's like, well, now what? And these will thatis more desirable is, you know, white or lighter colored, because,guess what, you can diet. Well, in the Faroe Islands there are alot of dark colored sheep. Okay, so act that that's really not greatfor them and it's scratch here and as a really high landel and countbut my thing is will you can't just throw it away or burn it orwhatever, which is a lot of what's...

...happening. What can we do?And that is so I you know, why not take on the toughest shapeof the to decide go have a very remote place off Iceland and fix theproblem? So there you are. It makes perfect sense, per wise,it does to me. I mean Tell You, my dad is like you'rewhat and I'm like, wow, I think I told him about to maybeten days before they ask grow on that farm or that ranch close and Ithink the only reason I told him now was because at one of the ranchesin the Faroe Islands now ranches and is in California and I'm bringing the woolingand the shore over. YEA, understand. Understand. Yeah, understood. Well, if you do understand that, that's great. Yeah, yeah,so, but I don't understand, but I understand. It's as far asyou're going to get on this Polis. Yeah, story develop thing. Allright, before we go and we're going to talk to you again on Fridayfor Friday fundamentals. But your bio says she has amazing stories from her workwith Alis celebrities. I would like one amazing story please. Okay, Ohboy, do I have a lot of one. Well, one of themwas when we were doing this thing for Brittney spears and we were in chargeof absolutely everything, and it was at one of the houses of the realhousewives at that time and I we had try Smith, no, it wasAdrian won during the Louse, Sadrian Malouf, and we had, you know,I'd signed a confidentiality agreements till the cows come home and was so paranoidand she definitely not listening to this podcast very about to yeah, my goodshesh well, you never know, anyway, wonders never cease. But we hadeverything buttoned up about that event, and I mean there were no leaksto Poparad like they were trying to figure out where we were getting the Goodiebags so they could follow me to drop them off. They're trying to findup the location, the whole thing. And here then the day of theevent comes there helicopters everywhere, they're swooping down and all I can think ofis, Oh my God, like my life is over. I'm going tobe sued because they know I'm the one, the only one, that has allthe tickets to the old the you know, these vendors and all thisstuff. And then I realized freaking their camp leaked it. So here Iam worried, and then I really realize that that's how the celebrity world works. Is, you know, strategic leakage. Let's just put it that way,so that you get the good side of the story. And I'm thereal housewives are experts at strategical liquor. So you're absolutely right about that.It's always a debate, is it, Lisa? Is it dery? Isit Adrian? Is it kind ready? All of the above? How's that? Okay? Marley, it's been great having you on the salesacker podcast.I know it's your favorite show. I know you've been a longtime listener,so this is an honor for you and I'm happy to give it to you. Wow, are you? I love this kind of stuff. I meanit might sound really random and I'm like, I'm I'm grateful, but I believein this, in the entrepreneurial journey, and this is how we've got toget the message out. It's got to be through stuff like this.I love it. You're damn right. If folks want to reach out toyou, they want to hire you, they want to buy whatever product you'rebuilding with the fairy pepe. What's the best way to get in touch withyou? But what's the best way? Yeah, I don't know. Greenacres, hello, or hiring? No? Well, I would love it ifthey just buy the book on Amazon Number One, but otherwise we cool. They can go. They can find me on instagram. Out The partygoddess, and okay, you will start seeing all kinds of sheep related ranchpop up high. Now I've got to get water from the you know,Street. Actually, Oh wow, a ranch needs water. Let's so they'llbe some interesting instagram story. So I would just kind of keep at theparty. Got Us on on instagram. And then the the title is butare you making any money? And that's all Amazon and it's Marley Major,but it's MJ Char that is correct.

Just to go with this whole hotmess. It is JC h all in a line us. Wonderful, Marley, thanks so much for being on the show. We're going to talk toyou on Friday for Friday fundamentals. Sounds Great. Can't wait. Hey,everybody, it's Sam Jacobs. Great Conversation, fun conversation with Marley Major. She'sgoing to be doing something with wool. That's exciting. We'll see what happens. Meanwhile, you can follower on Instagram at the party goddess. Andshe wrote that book called but are you making any money? And one ofthe key insights, which we're going to be talking about on Friday fundamentals butwhich I think is so interesting, as track your time, especially if you'rea small business owner. figure out what are the things, what are theactivities that you're doing that are most productive and what are your least productive activities, and you do that by going through every day for about a week andevery fifteen minutes writing down what you're working on at that point. And shelearned so many things. She also learned some of the things that we talkedabout way back when with Dan Pink about perfect timing, about how she's moreproductive and more analytical in the morning and less productive and less analytical in theafternoon, and that's when she does some creative work. So it's it's reallyinteresting and if you're small business owner, all you have is your time,and so it's really, really important that you figure out how to track itaccurately. The other thing I would say is just, you know, whatdoes it take to be successful? Will clearly one of the things that ittakes his passion and enthusiasm. You know, enthusiasm as Robert De Niro playing AlCapone in the untouchables enthusiasm, enthusiasm baseball. Anyway, the point isthat being enthusiastic and passionate is one of the things that can propel your successand Morley clearly has a ton of passion and enthusiasm. She approaches the worldfrom an interesting and unique perspective and I think that translates to our success.So I really enjoyed that conversation. Before we go, we've got a couplesponsors to think of course. The first one's outreach. Outreach is the firstand only engagement and intelligence platform built by revenue innovators for revenue innovators. Goto click dot outreach DOT IO FOR ZERO MPC to learn more. It's afunny you or no, but it's great. Click that outreached out O forardlado MPC. Write that down. Maybe it because it's so strange. It'll it'llresonate in people will click on it. I don't know. We're also broughtto you by pavilion. Unlock the curve if your dreams by applying today atJoint PAVILIONCOM and, of course, by Conga. Help businesses meet customers needswhile increasing agility and adaptability to change. Check them out at Congacom for saleshacker. Thanks for listening. If you haven't given us a five star reviewyet, please do so. If you want to get in touch with me, you can email me. Sama Joy and PAVILIONCOM. Otherwise, I'll talkto you next time.

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