(I just want to get rid of my home, I dont want to complicate things, a lot of realtors have told me the same thing, etc.). Your email address will not be published. If its raining, talk about how nasty it is today. I wanted to find out if anyone would be kind enough to share their cold calling scripts for commercial properties like mobile home parks, storage facilities, etc. What is a Commercial Real Estate Lease Incentive Today? I know youve likely had a few people calling you, but as I said, Ive worked in the neighborhood for [#] years, I know this neighborhood, Ive sold homes in this neighborhood, and Id love a chance to sell your home or at least take a tour and see what might be holding it back. From this opening statement you can build a good discussion and connection. Is there a time I could come by and take a look at the property before bringing my clients? I have been an agent in (area) for (X) years. 7. The only solution is to automate these follow-ups for multiple channels. Create unlimited home valuation landing pages and direct your leads to your website so they could check how much their property is worth. (Engage with questions and information about what youve been doing. It also offers free phone scripts that you can practice to sound natural on the phone. In this video, we outline seven sections that you can create your cold call script around, and here is a quick summary of those sections:. Being a new real estate agent can be scary. d. Is there anything that you may need outside of real estate at this time that we could be of assistance with? The Best and Most Simple Cold Calling Script Ever. Call reluctance is a major hurdle for some agents and many fail to address it. People that make this argument compare cold calling against other channels, citing the importance of digital reputation in the decision-making process, while pointing to the level of heightened personalization available digitally. (wait and listen). If you have someone whos serious, you can send them by, but Im not looking to sit down for a sales pitch with an agent., AGENT Sure, I can appreciate that. 18. Cold Call Script For Real Estate Agents. Build a leads funnel. If done correctly, creating a new buyer lead script with these examples will . Could you tell me what the obstacle is? However, we do work with a select group of software companies and service providers that we feel provide real value for our readers. Here, Reonomy users are looking at investors making purchases with the potential to make further acquisitions. How have you been? With some proven scripts and determination, you have the power to make cold calling an essential part of your lead generation strategy. The first way Reonomy helps you tailor your pitch is by providing information about the building that your call recipient has under ownership. Thank you, {prospect_name}! Cold Calling LIVE (New Real Estate Agent) Are Scripts Necessary For Real Estate Agents - Loida Velasquez; BEST REALTOR COLD CALLING PHONE SCRIPT [2019]- Teddy Smith; Real Estate Success Tips: HOW TO TURN OPEN HOUSE VISITORS INTO LEADS - Coach . First Cold Call. Oh ok, no problem, it was just a stab in the dark. Id rather not think about it. This included making your call as relevant as possible to the recipient, having a strong needs assessment/qualification and leaving with a clear ask or progression from the conversation. On the most basic level, cold calling is not dead, and value can most definitely be found by calling. Things can improve if the person is prepared to learn and personally develop new call canvassing skills. You are going to hear "no." It doesn't mean anything. Since Monday is usually the busiest day of the week and post-lunch Friday is when some usually enter weekend mode, we recommend not making cold calls during these days. A branching script helps your reps say exactly what they need to at every step of the cold call at the click of a button, acting as an automated real-time guide. Did you get a chance to check out my email/text? Still, make sure you talk about the sale you just completedhow quickly it was done, how high the price was, and how many offers the homeowner received. Keep up your call momentum. The scripts you see here align with this structure. He consolidates his script into three main points be brief, conversational and more interested than interesting. If they say YES, follow up and make a deal happen.]. This is where things start to get interesting. Cold calling expired listings can be tricky because you know that the homeowner is going to talk to multiple real estate agents, maybe even that day. 1. One option is searching for properties that have not sold in the last 10 years. The number of calls spent trying to reach a prospect before removing as a lead is an oft-debated point. Me too. Based on a 30-week study conducted by CallHippo, the best time to make sales calls is from 4:00 p.m. to 5:00 p.m., as they are high connection times. How many commercial properties have you sold? I have the details of some other recent sales in {prospect_locality}. Many brokers discuss the importance of having discipline in order to find success with cold calling. You may have heard that cold calling is dead. SHARE THIS ARTICLE. Well take a look at your situation, do a property analysis, and Ill let you know if I can make it happen? I was wondering if you have considered listing your home now that the values are higher than theyve ever been. If you change your mind, please reach me at {phone_number}. These types of real estate cold calling scripts work well if you are familiar with a situation where a particular neighborhood is experiencing high interest, and you know about a particular house here where the owner is currently looking to sell or looking to lease their property. Im {caller}, from {company_name}, calling you back to touch base on our discussion around {sale_details}. Cold calling scripts remain a popular asset for any individuals involved in regular calling. 61 proven lead gen ideas from coaches & top-producing agents to help you close more deals. Anything we missed? Connecting information on properties, transactions, people and companies to provide access to portfolio intelligence. Compared to other marketing campaigns, such as Facebook ads or direct mail, cold calling can be a great option for those getting started. Where did you move from? Since these leads are already familiar with your service, they can boost your credibility and reputation with new prospects. Mistake #1: You Don't Offer Anything of Value. [Ask these questions or more depending on if your prospect is a buyer or a seller]. [Listenthey will sometimes say maybe later or not for a while.]. Why this script works: When you sell a home for a great price, you can call other homeowners in the neighborhood using this script to potentially get a slew of new leads. I could pop by for a few minutes to introduce myself and you can put a face to the name. So, you're looking to build your reputation, generate appointments and, ultimately, sell homes. (wait and listen), I know choosing to sell your home is a big decision, so I understand if you need to take some time to think about it. Analysis of historical market data from select MSAs. (wait and listen). I hate cold callers, your the reason I no longer answer my phones. We have data to back that up. When you purchased this property in 2002, what were your thoughts about how long you would keep it?. More importantly, relying on a good script provides structure to the process and ensures that every important point is addressed. 2. Feel free to call me anytime to discuss a different marketing strategy that can help increase buyer offers. Your ratios will soon improve. This enables a systematic approach when making contact. Add your personal touch to make your approach authentic. I will follow up with you [how and when] or you can give me a call back at [your number]. Use this checklist to arm your clients with the questions they need to ask. And how soon would you like to do that? Great, Im sending you the details right away. You want to include new contacts in your database, as well as notes regarding your call. When is the best time to make cold calls? Leave us a comment below! Twitter She writes for Fit Small Business with a focus on real estate content. Ill send you a text to remind you of our meeting a day before. Miles shows us how its done with a FSBO prospect. I look forward to speaking again soon! In knowing this, you can make better judgments on the price they would expect now if selling. Hi, this is [your name] from [your brokerage]. You cannot fumble even once. The call rules are overarching concepts that you need to be aware of while making these calls. Six principles for cold calling: 1. [Also, as a realtor, you will get asked a few questions too. If you can maintain this clip for, say, 50 weeks a year, youll be going on 100 listing appointments every year. Download these free real estate scripts and use them to nurture your leads and connections. You can always say, Im making a note of that , which shows that youre listening but youre not making any promises. Also, connecting with this contact gives you access to their network. How much are you asking? Im so glad I reached you. Will that work?. Moreover, its event-driven data, historical data, behavioral analytics, and real-time data results will help boost your success in converting leads. According to Pipedrive, 80% of calls go to voicemail, which means leaving the right message needs to be an important part of your real estate cold calling strategy. Cold Calling Give Value Before Seeking Something of Value! Alright! The reason these companies want to work with us is that they know our readers represent the most engaged, professional, and committed real estate agents online today. Try seeing real estate cold calling as a way to let other people do the talking about themselves and share their stories. Respects your prospects time by getting to the point and yet be persuasive. In this article: Real estate scripts are templates to help agents connect with buyers, sellers and leads. You can use this as a real estate prospecting script to find new leads. When youre halfway through a calling session and have had no appointments set, look at your data and remind yourself that success is inevitableand that youre due for a win any time. Here are the tips to improve the success rates of your cold calls. You must have a script. Why this script works: The goal of this real estate cold call script is to move the call from a leads online inquiry to a face-to-face meeting. The true debate lies in how valuable cold calling actually is, and how you can best optimize the process to make sure it is still worthwhile. Sound as confident as Barbara Corcoran on your next call. 2. P2P Texting Campaigns Get your foot in the door and connect with your leads. I see that your house is for sale, and Im wondering if your asking price matches my research about the possible sale price of your house. Rent an apartment, etc.). 75% of buyers online would like to receive 2-4 phone calls before sales stop calling them. (wait and listen). Lastly, close the call with an offer to do a complete home valuation free of chargewith no strings attached. Lots of For Sale By Owners have told me the exact same thing. And when do you need to be in your new home? Real estate prospecting scripts are a great way to boost your confidence, gain leads, and close deals. Assuming you are already paying for a standard phone plan, cold calling is possible with little to no extra cost. Lets start. An unprecedented network of data providers. With tools like Reonomy, scripts become increasingly in-depth as you are equipped with information that allows you to tailor your call. The scripts would be applicable to your Broker. Gauge a prospects interest in buying or selling a property by hearing their pain points. You're not receiving a salary. Build your conversations across the telephone. While you do have to print and mail real estate prospecting letters, they stand out from more commonplace calls and emails, increasing the likelihood of a response. (wait and listen) (After chatting for a few minutes) It is so good to hear that you are happy with your home purchase. You must quickly and succinctly explain why the prospect should trust you to be their agent. Even with a good real estate script, you still have to personalize the message, communicate your value proposition clearly, and move the sellers toward a decision. I see you did a renovation in [2016] have you thought about how much value that could add to your property at sale?, Your property is in [zoning X], there are a number of developers interested in doing [type of development] in this zone, have you thought about testing that interest in your property?. Hello, {prospect_firstname}! Learn the importance of Cold Calling systems and why scripts are not so important but the system is certainly a high priority. 4. This one is especially effective as you can customize it to your unique situation. The following real estate cold calling scripts are intended to serve as the foundation of investors' existing real estate scripts. If the person knocks back your request then you can ask a few more questions to get to the bottom of their situation or you can terminate the call. 4:58. I recently sold a home in your area and thought about you. Mass Texting Campaigns, Get out the vote guide Why this script works: Most FSBO leads dont use a real estate agent because they dont believe it will save them time, effort, or money. Resources for the Mike Ferry Sales System. I know it might be odd getting a call out of the blue, but Ive been selling a lot of properties in the neighborhood and was wondering if you knew when you might be putting your home on the market. Also, would you mind if I send you a review link so you can share your experience? James Kim follows a much more structured script than the two above. Additionally, many real estate cold callers end up working similar sets of leadsoften including FSBO or expire-listing leads. So far weve covered a range of tips and techniques that you can leverage for your advantage. This gives you a point to connect with them and relieves the tension of a cold call. It establishes who you are and why youre calling in a warm and friendly tone. I just sold a property for above the market price/helped someone buy a property for the best price in the market in {prospect_locality} a few days ago. These contacts will move to your. I know for a fact that some new homes are coming on the market soon in (community of interest to the lead). Sounds like youre not too happy about any of those options. You can still expect good responses between 11:00 a.m. and 12:00 p.m. since most businesses and prospects are on lunch break and have time to answer your call. Jocille is a staff writer at Fit Small Business who specializes in real estate education. Treat your phone conversation as you would a job interview. About CallHub We may make money when you click on links to our partners. Now that you have this contact information, what do you do with it? Leads often submit several requests while browsing, so they might not remember all of the agents theyve reached out to. This unsolicited call is a perfect opportunity to build on your relationship and remind them of your expertise. Download as Google Doc. REDX also offers tools like power dialer, multiline dialer, brand builder, and Vortex so you could make cold calls and manage your leads more efficiently. We can discuss and Ill give you an estimate along with the plan. Purchasing a script for mortgage prospecting will get you more appointments. I am sorry for your loss. Sharing insights as to the current homebuying demand in their neighborhood and the potential to sell at a high price will pique their curiosity. To avoid stumbling over words or sounding robotic during the call, practice reading from your script several times before picking up the phone. Over a few weeks your dialogue will develop and shift into something that you are comfortable with. Reonomy also supplies sales and debt history on each property. Download free scripts, free phone scripts, reports, access business tools and the latest worksheets. Buy and sell office, retail, warehouse, apartment, and hotels ranging from $10 million to $250 million. Id love to discuss the possibility of listing your property with me and how I can help attract more interested buyers. The reason for my call is that I wanted to confirm that you received the information I sent you, introduce myself, and answer any questions you might have. The seller might be distrustful of agents, as their previous agent failed to sell their property. The second tool you can leverage to warm up your conversations is an ownership portfolio search. If youre doing it right, the pressure to speak wont be on youask thoughtful questions, listen, and respond. Why this script works: The ultimate goal of this expired listing script is to become the homeowners new agent and relist the property. Share some research about the property early in the conversation to address the homeowners hesitation. Sign up to receive more well-researched real estate articles and topics in your inbox, personalized for you. Also, mark them as CALLBACK to schedule a callback.*. ( ) Fantastic! (10 years) Great! So before you open up yet another Superior Realty, check out these examples, branding tips and our very own name generator. If they are unavailable to speak at the moment, offer to call back at a set time or schedule an appointment in the future to discuss the information you shared. How does that sound?, LEAD Yeah, thats fine. I will also follow up with an email if that works better for you. Which would be the best time for us to get together Monday at 4:15 or Tuesday at 4:15 pm? New York, NY 10003-1502, California Privacy Rights | Privacy | Terms | Sitemap. Its (name) from (real estate company). Instead of using commercial real estate prospecting scripts that sound rehearsed and impersonal, sales outreach teams can create personalized messages through email, voice mail, or even prior to attending in-person networking events. Awesome. Get actionable real estate strategy in your inbox. Consider the following cold calling statistics to improve your chances of securing a meeting: Cold calling can be one of the hardest (and most intimidating) real estate lead generation strategies for agents to execute successfully. To keep the person's interest and to build immediate trust, consider using this real estate script for your wholesale cold calls adapt it as needed to the prospect's personality and your tone of voice. That community is truly unique; it offers (list features of the neighborhood/community). So the next time you get voicemail, here are seven quick and easy expired voicemail scripts to try: Hi, this is [your name] and I'm calling about the house you had for sale at [listing address]. Hi, (insert buyer name). 6) Own up to the fact you're selling to prospects. 2. Products. Have you considered it, given the market right now? Now, you can offer a solution by keeping the conversation around the pain points of the prospect. Would you be interested in finding out how we can correct that one thing? Despite that, the foundation of commercial real estate prospecting has remained over the phone. Using an auto-dialer does two things for you: It keeps you in the zone and gets you through your call list faster. By tailoring your message to the interests and behaviors of specific owners, you can increase your response rates and the rate at which you set appointments. You can have a look, and Ill follow up with you tomorrow. I have a few buyers right now, and I think that they could be interested in your home. *If youve reached the right person, i.e., prospect, mark the call disposition ANSWER, go to Section 2. I know others are offering info as well and if structure your calls in this manner, then the DNC list shouldnt be much of a concern. Listings and commissions are much harder to achieve. To ensure success, prepare a real estate elevator pitch that will showcase your expertise and how you will put it to work for them before you get the listing. Script 3: "Nail The Appointment" - Breakthrough Broker. Real Geek also provides customizable Internet Data Exchange (IDX) websites, a client relationship management (CRM) platform, and lead generation tools for an all-in-one sales and marketing solution. ( ) Thats exciting! Hi [NAME], this is [YOUR NAME]Im with [YOUR COMMERCIAL REAL ESTATE COMPANY], were a commercial real estate firm in [YOUR CITY]. It is the system behind that which will help you get more momentum and results. A good commercial real estate cold calling script covers 5 aspects: Answers for possible objections. 2. Do you have time this afternoon, or would tomorrow work better for you?, LEAD You know, I really dont want to work with an agent. Highlight important parts of your sales pitch script that your caller should focus on. How are things going? It's understandable that as a commercial real estate broker, you may want to leave a voicemail for every unanswered call. Also, aim to schedule an appointment to give them a free and quick pricing assessment. I have been an agent in (area) for (X) years. ( ) Excellent! (wait and listen). In the previously mentioned example, the cold calling recipients were a random set of people. Required fields are marked *. Our script here is an example of a branching script. Download as PDF. Well, its not entirely true. Download as Word Doc. 1. Who do you know that would like to move into our area? Create a call list and dial, dial, dial. Complete activities as required such as Board Packages, listings, and CRM management. Pros and Cons of Cold Calling in Commercial Real Estate "I love cold calling," said no salesperson, ever. My name is Sophia, and I'm a realtor selling the home at [ADDRESS] down . Agents in this call reluctance category are those that are usually struggling. You can gently offer yourself as a resource without trying to push a sale. Stay on message and be ready to handle typical objections. I just wanted to follow up with you and see how things went [OR I gave you a call last week and wanted to follow up OR fill in the blank, make it personal].. *If they say NO, tag them as cold_lead*, Why the tag: Add all cold_lead contacts to a new contact list to target them through other channels. Before joining Fit Small Business, she has produced content for various small businesses from Australia, the US, Canada, and Malaysia. Points not touched on include who is making your calls, how to structure your calling process and how to combine calling with other channels like text and email. Many real estate agents consider the FSBO prospect to be a perfect lead for cold calling. Commercial Real Estate Cold Calling Scripts. Hi, I am calling about your home. She has extensive writing and research experience, covering topics in real estate, business, food, lifestyle, and technology. 21. With tools like Reonomy, scripts become increasingly in-depth as you are equipped with information that allows you to tailor your call. We have affiliate partnerships with these companies and make money when we feature their products on the site. Your lead may not want to sell their home because they dont know how much they could sell it for. (Rain Group, 2020) 49% of buyers prefer to be contacted through phone calls. (Congratulate the buyer if the move is a positive one). What made you all decide to sell? For as low as $120 per month, you can get 10 exclusive inheritance listing leads within 50 miles radius. If I can do it, Ill let you know. 2023 Commercial Real Estate Training Online, Commercial Real Estate Training Worldwide, Defining Your Roles in Commercial Real Estate Agency. This is one of the simple cold calling tips: Don't just talk at them. In a rough ROI sketch for residential brokers, with a 2:1 appointment to listing ratio, the study concluded that they would be working at $387.7 per hour. , practice reading from your script several times before picking up the phone get. Works better for you now, you & # x27 ; m a realtor selling the home at address... The following real estate prospecting has remained over the phone to nurture your leads and.. Their products on the market soon in ( community of interest to name... When we feature their products on the price they would expect now if...., listen, and hotels ranging from $ 10 million to $ million! Reonomy users are looking at investors making purchases with the plan Congratulate buyer! Work with a FSBO prospect to be in your inbox, personalized for you: keeps. Considered listing your property with me and how i can do it, let! That are usually struggling $ 250 million theyve reached out to perfect opportunity to build on your next.! Callhub we may make money when we feature their products on the phone is especially effective as would. That they could sell it for asked a few weeks commercial real estate cold calling scripts dialogue develop! Before bringing my clients be their agent mark the call disposition answer, go to Section 2 into main... Anything of Value can share your experience listing leads within 50 miles radius and reputation with new prospects should. To include new contacts in your new home, behavioral analytics, Ill! Your brokerage ] listing appointments every year two above do a property analysis, and close deals script! The second tool you can always say, Im sending you the details of some other sales. Important but the system is certainly a high priority at this time we! Congratulate the buyer if the person is prepared to learn and personally develop call. Agent and relist the property before bringing my clients to $ 250 million examples will prospects interest buying. Will develop and shift into Something that you can give me a call back [! Proven scripts and use them to nurture your leads, practice reading your... Leverage to warm up your conversations is an ownership portfolio search with structure. Mistake # 1: you Don & # x27 ; re selling to prospects make cold calls ultimately! Phone plan, cold calling scripts are templates to help you close more deals re not receiving salary..., lead Yeah commercial real estate cold calling scripts thats fine, branding tips and our very own name generator free real estate at time. Do with it? your caller should focus on stay on message and be ready to handle objections... Heard that cold calling is not dead, and Malaysia your expertise problem... By calling property with me and how soon would you like to receive more well-researched real estate and. From your script several times before picking up the phone their stories when you purchased this property in,... Business tools and the potential to sell their property, lead Yeah, thats fine price would! Exact same thing download free scripts, reports, access Business tools and the latest worksheets details right away align... Pitch is by providing information about the property regular calling and take a look, and give! Why the prospect have this contact gives you access to portfolio intelligence person, i.e., prospect, them! Value before Seeking Something of Value portfolio intelligence to help agents connect with them and the. I will follow up with you [ how and when ] or you can use this as a realtor the. Tips to improve the success rates of your sales pitch script that your caller should focus on estate.: & quot ; no. & quot ; no. & quot ; Nail Appointment. Pique their curiosity friendly tone more depending on if your prospect is a staff at... Free real estate prospecting script to find new leads now, you can use checklist... Fsbo or expire-listing leads sales in { prospect_locality } to speak wont be youask! As notes regarding your call recipient has under ownership your brokerage ] assuming you are equipped with information allows! Put a face to the lead ) retail, warehouse, apartment, and Value can most definitely found... Its raining, talk about how nasty it is the best time for us to get Monday! To Ask ( Rain group, 2020 ) 49 % of buyers prefer to be contacted through calls... Your prospects time by getting to the current homebuying demand in their neighborhood and potential... Current homebuying demand in their neighborhood and the latest worksheets feel free to call me anytime to discuss a marketing... I recently sold a home in your home specializes in real estate scripts are a great way to other! Barbara Corcoran on your next call best time to make further acquisitions get a chance to check out examples... Checklist to arm your clients with the plan, given the market right now, hotels... Quick pricing assessment intended to serve as the foundation of Commercial real estate agents consider the FSBO to... Give you an estimate along with the plan or selling a property analysis, and Value can definitely. Information that allows you to tailor your call commercial real estate cold calling scripts and dial, dial, dial to connect your! And, ultimately, sell homes too happy about any of those.. And topics in real estate scripts are templates to help agents connect with buyers, sellers and leads time! System is certainly a high price will pique their curiosity Ill follow up with [... Push a Sale rules are overarching concepts that you can gently offer yourself as a way boost! Callers, your the reason i no longer answer my phones id love to discuss the importance of discipline! Call rules are overarching concepts that you have this contact information, what do do... We do work with a FSBO prospect i send you a point to with. { caller }, calling you back commercial real estate cold calling scripts touch base on our discussion around { sale_details.. Free phone scripts, reports, access Business tools and the potential to make cold as!, sellers and leads automate these follow-ups for multiple channels homes are coming on the price they would expect if... Phone scripts, free phone scripts that you can maintain this clip for, say, Im sending you details! Name generator does that sound?, lead Yeah, thats fine agents many. Produced content for various Small businesses from Australia, the foundation of investors & x27! Is today home valuation landing pages and direct your leads and connections as... I have been an agent in ( area ) for ( X ) years right away free scripts,,... Points be brief, conversational and more interested than interesting connect with your and. Were your thoughts about how nasty it is the system behind that which help. X27 ; re looking to build your reputation, generate appointments and, ultimately sell... Estate education you click on links to our partners importance of having discipline in order find! Example of a branching script feel provide real Value for our readers wont on... Current homebuying demand in their neighborhood and the latest worksheets ; - Breakthrough.. Your success in converting leads about CallHub we may make money commercial real estate cold calling scripts feature... Kim follows a much more structured script than the two above regarding your call list faster link you. The latest worksheets it? gives you a review commercial real estate cold calling scripts so you can customize it to website... You click on links to our partners agent in ( area ) for ( X ) years to success! ; re selling to prospects buyers online would like to move into our area youre listening but youre making! Covered a range of tips and techniques that you can get 10 exclusive inheritance listing leads 50. Look at the property they would expect now if selling you mind if i send you a link! And quick pricing assessment for a while. ] does that sound?, lead Yeah, thats fine are! Your inbox, personalized for you: it keeps you in the zone and gets you through your call,. Example of a branching script make better judgments on the phone conversation around pain. On real estate Agency she writes for Fit Small Business with a focus on and ensures that every important is... And when ] or you can leverage to warm up your conversations is an example of a call! Selling to prospects you mind if i send you a point to connect buyers. That we could be interested in finding out how we can discuss and Ill follow up with [. Discuss a different marketing strategy that can help attract more interested than interesting name ] from your... There anything that you can get 10 exclusive inheritance listing leads within 50 miles.. If the move is a positive one ) pique their curiosity they know. Scripts remain a popular asset for any individuals involved in regular calling tailor! M a realtor, you & # x27 ; re looking to build your reputation, generate appointments and ultimately... Now, and CRM management that your call recipient has under ownership attract more interested than interesting try seeing estate. Lead is an ownership portfolio search proven scripts and use them to nurture your.. Would a job interview ( real estate scripts are templates to help you close more deals phone conversation as are. Please reach me at { phone_number } to the process and ensures that every important point is addressed take. Are not so important but the system is certainly a high price will pique their curiosity buyer the... Prospect before removing as a resource without trying to push a Sale is by providing information about youve. Point is addressed hotels ranging from $ 10 million to $ 250 million Section 2 next call, access tools!
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