Tag Archives: real estate markets

The Right Lender Can Help Win in a Situation with Multiple Offers

This is the final part of a three part serious on how to win in a situation with multiple offers. 

Reasons why NOT to use a big box lender in a multiple offer situation

In situations with multiple offers, if one buyer is getting a mortgage and another buyer is paying all cash, the seller may not necessarily accept the all cash offer. The goal of the seller is to sell the property. The seller, with the help of the seller’s agent, will want to accept the best offer to get to the closing table. I have already discussed the terms of an offer can win against multiple offers and how a Realtor can provide an advantage against multiple offers. However, if a buyer uses the wrong mortgage lender, it could cost time, money, and the home.

With a Variety of Mortgage Lenders, Having the Right One against Multiple Offers is a MustWhen I write “the wrong mortgage lender,” I don’t mean one lender is bad and to stay away. In a competitive market, where inventory is low, having a reliable, easily accessible mortgage lender can mean getting to the closing table. The low rates offered by big box lenders can be very attractive but the underwriting guidelines are strict and unyielding. By big box lenders, I mean Bank of America, Wells Fargo, Chase, etc. and other large banks who do not keep their loans in house. When a buyer gets a loan from one of these banks, the bank in turns sells the loan to Fannie Mae or Freddie Mac. In order to sell the loan, the loan has to follow certain guidelines. The process to follow these guidelines is painstakingly slow and, with larger mortgage lenders, buyers do not have one person handling every part of the mortgage process. Our buyers have used a variety of lenders but the smoothest transactions by far were when our buyers have used either Guaranteed Rate or First Republic. In fact, one deal was saved when Guaranteed Rate stepped in after Bank of America could not approve the loan.

Boutique Mortgage Lender Guaranteed Rate Can Help Win Against Multiple Offers

  • Underwriting

Due to the strict underwriting, big box lenders have had to delay a closing date for some buyers if the situation is unique in some way (not FHA approved, appraised lower than asking price, the buyer is self employed, or from out of the country, etc.). As I mentioned before, the seller’s goal is to sell the property and the seller’s agent will help sort through the offers to find the one to get to the closing table and offers the best terms. The seller’s agent and, in this age of information, the seller know big box lenders are more tedious to deal with. If another offer has an offer letter from a mortgage lender the seller’s agent and the seller know will get the job done, that offer will hold more weight.

  • Inflexible Processing Time

A buyer who submits an offer with flexible terms will be attractive to the seller. But in order for a buyer to have flexible terms, the buyer needs to know what options the lender can offer. With a lender such as Bank of America, a buyer would not be able to offer a closing date less than 6 weeks from acceptance.

  • No Waiving Mortgage Contingency Option

If the buyer wanted to use a larger lender, waiving the mortgage contingency would be an incredibly risky move on the buyer’s part. The property would not likely be able to be pre-approved by a larger lender prior to submitting an offer, so the buyer would have to hope the property is approved afterward which could take weeks and leave the buyer’s deposit vulnerable. Smaller mortgage lenders are more involved with the local community and know the real estate market specific to their area. This benefits the buyer because the lender will be able to anticipate any problems which could affect the loan or the lender will able to pre-approve a property in as fast as four days.

Situations with multiple offers may not continue to happen as consistently as is now the case, but rare and unique properties will always have more than one interested party. When a buyer has to have a certain property, who the buyer uses and what terms the buyer offers can make the property home.

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3 Ways A Realtor Can Help You Win in a Situation with Multiple Offers

This is part two of a three part series on how to win in a situation with multiple offers. 

It’s not what you know, it’s who you know…. and what they know.

Many of the strategies I wrote about in the previous blog on how offer terms can help win a situation with multiple offers are only possible when the buyer has a good Realtor working on their behalf. A strong Realtor has a large vetted network of vendors in all aspects of a real estate purchase. From lenders and attorneys to painters and carpenters, a good Realtor has many qualified contacts able to put a buyer in the best position to buy a home. More importantly a strong Realtor has developed good relationships with other Realtors in the broker community.

  • Quiet Listings 

The Realtors behind Matthew and Alisa Group Real Estate Blog

Most sellers would prefer to have their property on the general market but few unique properties are shopped around quietly among brokers for reasons as simple as getting the right price, the sellers do no want the general public in their home, or the sellers does not want their neighbors to know they are moving. No matter the reason, the result is the same, a buyer needs to be in the know when a property becomes available. A good Realtor spends their time knowing the market conditions, the properties on the market, and the other agents working in the real estate sales market in the area and surrounding neighborhoods. So when a new listing is not going on the general market right away, selling agents will contact other trusted agents they know and have worked with to bring a buyer. Agents working for brokerages with deep connections in the community and many active agents will have further access to these quiet listings beyond their own personal network.

In extreme cases where a buyer must waive a mortgage contingency and/or an inspection contingency, advance knowledge or early access to a property can also allow the buyer the ability to have an inspection prior to submitting an offer or get the property approved by a lender before submitting an offer. Our team of Realtors does not believe a buyer should waive these contingencies unless protected. By getting our clients early access to properties we are able to offer them a competitive advantage while protecting their deposits.

  • Home Inspectors

As mentioned in the previous blog, expedited contingency dates and a short due diligence period can mean an accepted offer. Having a Realtor with a network of trusted inspectors means a buyer can offer an inspection date within two days of acceptance. With a list of multiple qualified inspectors to call, a buyer can almost always find an inspector available within two days.

  • Mortgage Lenders

When an offer has a mortgage contingency, a pre-approval letter must accompany the offer. In a multiple-offer situation, the decision can come down to what lender two particular buyers are using. When a buyer is using a big box lender, such as Bank of America, Wells Fargo, Chase, etc., their offer can be viewed less favorably because the arduous and inflexible underwriting can stall, delay, and even kill a deal after keeping the home off the market for two or more months. A seasoned listing agent will advise their client on the risks associated with taking an offer accompanied by a pre-approval letter from one of these lenders. Similar to the network of trusted home inspectors, Realtors have extensive networks of trusted mortgage lenders. Many Realtors have had to step in and advise a buyer to switch from a big box lender promising slightly lower rates to a mortgage lender known for getting to the closing table.

Working with a Realtor a buyer trusts is a key factor in any real estate transaction. However, a seller’s agent will not only look for the best terms for their client, but also the team the buyer has decided to use. Agents want to work with other proven agents because it assures their client the best chance of success. Using an agent unfamiliar with the area and the local customs of a transaction or an aunt who has her real estate license but has not sold a home in four years will not make an offer appear any stronger in a situation with multiple offers.

In the next post in this series, I will discuss how important the lender can be in a home purchase. Unless all buyers start buying property with cash, the lender a buyer uses can make or break a deal.

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How to Win in a Situation with Multiple Offers: Terms

This is part one in a three part series on how to win in a situation with multiple offers.

It’s not all about the money.

In this real estate sales market, with very little inventory available, well-priced properties are getting multiple offers. This is true nation wide and can be intimidating to all types of buyers. From first time home buyers to seasoned home owners and investors, this market is fiercely competitive. Buyers who have been on the losing end of multiple offers, can make an aggressive over-priced offer which can create more burned buyers who feel they need to pay more to get the home they want.

If a buyer are working within a budget has found a home priced comfortably in the selected price range, how can an offer look attractive to a seller without significantly over bidding? An offer includes more than the price. The terms of the offer are incredibly important to a seller.

Before submitting an offer, a buyer should consider the following:

  • Flexible closing date

A flexible closing date shows the sellers the buyer wants to work with them to make their transition as smooth as possible. Some sellers have their next home already lined up and need to sell their first property before they can close on their next. So a quick close would be preferred. However, other sellers may have renovations planned and would prefer to have a later closing, allowing them to perform renovations prior to moving into the new property. If the buyer has the flexibility, make it know to the seller by putting it in the offer.

  • Quick contingency dates and due diligence period

How to Win Against Multiple OffersWhile the closing date may not need to be rushed, speeding up the dates for inspection and mortgage contingency will look positive to the seller. If a deal falls through, it will most likely be at the inspection stage. Because most failed deals fall through at this stage, it benefits both buyer and seller to shorten the due diligence period. If any problems do arise and the deal falls through, both parties are find out early in the process are are then free to move onto other options (the next buyer or the next home for sale).

  • Larger down payment or pay with all cash

A larger down payment or an all-cash offer means one thing to the seller, low risk. An all-cash offer means there will be no problems due to financing because the offer contains no mortgage contingency. A larger down payment looks better to a seller for the same reason as a bank, less risk. If a buyer puts in more of their own money, the less the bank has to lend. With a smaller loan amount the easier it should be to obtain a mortgage.

  • Escalating Clause

An escalating clause should only be used in a circumstance when the buyer must have a particular home and can afford to have an aggressive strategy. Adding an escalating clause means the buyer will offer  a certain amount ($1000 or $5000) over the highest offer the seller receives. The buyer can always cap the escalating clause at a certain amount to to minimize risk should another bidder be overly aggressive and offer far more than the home is worth. Keep in mind the escalating clause is a risky and aggressive strategy only to be used with much consideration.

Other ways buyers are attempting to set their offer apart include waiving the contingencies all together. We do not recommend waving contingencies to our buyers, however if a buyer is properly prepared it is possible to waive both the mortgage and inspection contingencies while still protecting a buyers interest.

  • Waiving the inspection contingency

If the buyer can have early access to a property,  the access can be used for more than a superficial look. A buyer may be able to schedule an inspection prior to submitting an offer. If the buyer is able to preform an inspection and is satisfied with the report, the buyer can submit an offer waiving the inspection contingency with confidence and no risk to the good-faith deposit.

  • Waiving the mortgage contingency

Waiving a mortgage contingency should only be done when the buyer has complete confidence in their financial means and in the lender. We would not recommend waiving the mortgage contingency unless the lender has pre-qualified the subject property. We work with lenders who can qualify a property within 4 days, however in most cases the buyer would need early access for this strategy to work.

Not all of these options are for everyone. If the property you are looking at is a highly desired property, one or more of these options could help you offer stand out among the multiple offers. Some of these strategies also require a buyer to have early access to the property before it is made available to the general public. In the next post in this series, I will discuss how a buyers choice of agent can position them to win a situation with multiple offers.

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Fair Housing Act: Why Realtors Are Not Allowed to Discuss Schools, Safety, and Religion

Buying a home is one of the biggest and most important purchase of their life for many people. People want to have a home where they can start and raise a family. It is common for buyers to want to know about the safety and schools. Unfortunately, Realtors cannot discuss those factors and/or religious institutions with buyers.

Realtors cannot discuss safety for two reasons, one of which is liability. If a Realtor says this neighborhood is safe and something happens after you move in, the real estate broker could be in trouble. The second reason is it violates the Fair Housing Act.

The Fair Housing Act prohibits discrimination in housing because of race, religion, color, familial status, sex, national origin, sexual orientation, or disability.

Fair Housing - Buy Property You Want Where you WantFor many buyers, safety is an important factor along with being in a good school district or being close to a religious institution. Saying a particular neighborhood is safe, how great the schools are, or a wonderful church is nearby could be considered steering. Steering can be done in one of two ways. One is only showing a homebuyer houses in a particular area based on race, religion, color, sex, disability, familial status, or sexual orientation. The other is refusing or failing to show homes fitting the buyer’s criteria on the basis of their race, religion, color, sex, disability, sexual orientation, or familial status.

Everyone has the right to buy property in any area they chose to live. Being able to afford the property they want in said area is a different story but affordability and availability should be the only factors that keep anyone from renting a property or buying a property where the buyer wants to live. However, a few types of housing are exempt from the Fair Housing Laws. For example, owner occupied homes with no more than 4 units and single family homes sold or rented without the use of a Realtor. Also, housing operated by and used exclusively for organizations that limit occupancy to members only.

As Realtors, we do not want to hide any information, and we are happy to give the facts when we can. We cannot speak about safety, schools, crime, or religious institutions, but we can direct you to those who can such as Picket Report or an officer at the nearest police station.

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What Sellers Wish Buyers Knew Before Submitting an Offer

With property selling at lightening speed, sellers are in the position where they can review multiple offers. However, not all offers are created equal and some are down right off. Here are 4 things sellers hope buyers know when submitting an offer.

1- Nitpicking and nickel-and-diming will not get you a discount.

Pointing out every little stain and out-dated design will not have the seller agree to a discounted price. Sellers and seller’s agents know the difference between cosmetic issues and major concerns, and they (should) price the home accordingly. If you want to offer a certain price based on what you are going to have to do to the home, fine, but if it’s significantly less than asking and what you need to do is cosmetic, it will not be considered a serious offer by the seller. Even if you come back with a more reasonable offer, (and the property is still available) the seller may have taken your original offer personally and may decide not to work with you.

2- Giving a sad story with a sloppy offer will not impress or move a seller.

I have suggested to my buyers to write a brief letter about themselves and why they want to buy this particular property. This is a good idea when the sellers have multiple offers and the property was the seller’s home rather than a new construction from a developer. The letter gives the seller a chance to identify with you and in the best case scenario allows the seller to see you are in the same position they were in when they bought this home.

However, if your offer is incomplete (missing pre-approval letter, offer not signed, no deposit check, etc.) and you have a letter saying how you would rather be homeless than live in any other home than theirs, it could raise a red flag to the sellers and they may not want to deal with you.

Tips for Buyers from Sellers3- Making everything easy for the seller will make everything easy for the buyer.

First, have all your the paperwork signed, complete, and organized. Not every agent types the offer to purchase paperwork, which is fine as long as the offer is written clean and legible. Second, know what your timeline is but also be flexible to what the seller’s timeline is. Many sellers want to sell as soon as possible, so consider having your offer with accelerated closing dates. This will also give sellers more confidence your offer will make it to closing. Of course, paying cash will bring the most comfort, but if the buyer can have an inspection in two days, sign purchase and sale within a week, and close in 30 days, the seller may find those terms more comforting than a cash offer at a lower price.

4- Mind your manners.

Asking for a seller to fix something or give credit toward fixing something is not uncommon. Little issues are almost always found during an inspection. But do not demand to have the something done that doesn’t need to be fixed. If there is an issue, politeness and rationality goes a long way. Even beginning a request by stating, “I understand that I may asking this too late but…” or “Thank you for considering” will help your cause. As always “Please” and “Thank You” goes a long way.

5-Choose your agent wisely.

From beginning your search to closing your transaction, your agent is there with you at every step acting in your best interest. Whether you are selling a home or buying a home, your agent should be acting professionally, responsibility, and constantly communicating with you. If you are putting in an offer to purchase, your agent should make sure you have all the paperwork to sign, have the dates clear, and go over everything to make sure you know what you are offering. I have written this many times, but it bears repeating, buying property and selling property is emotional. Anything that involves egos, memory, and money will be emotional, real estate transactions involve all of these with multiple parties. As your Realtor, it is our job to represent your best interests and keep emotions calm. Many of the tips I’ve written above can and should be explained by your Realtor, so it is very important to work with a Realtor you trust and who will represent you in the best possible light.

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Buying a House? Get Pre-Approved for a Mortgage First

Get Pre-Approved Before BuyingI’ve written before about the home buying process and the steps buyers need to take to become home owners. Yet I still see and speak with many buyers that do not have their pre-approval letter or have not spoken with a lender. In a buyer’s market (more listings for sale than buyers) or a “normal” market where not every listing goes under-agreement after the first open house, I could understand moving at a slower pace. Now is not that market. Now you are running with the bulls. If you do not want to get trampled, first – don’t wear red, and second – speak with a lender and get pre-approved.

This is not just in my corner of the real estate world. This is true all over the nation (with few exceptions). Last year sales of occupied homes were the highest they have been in five years, however the inventory is at a 13 year low. Which is prompting a need for construction of new homes and condo buildings. August saw the lowest supply of new construction homes on the market since 1963 at 143,000 units. Last month it rose to 150,000. At this rate, it would take a little over four months to exhaust all the supply of new construction off the market.

The lenders we work with are professional, responsive, and in some cases, superheros. It takes little to no time at all to get a pre-approval letter. In this market, if you want a chance to buy a home you want, have a pre-approval letter before you see it. If you find a home first and then try to get everything in order, you can lose out. If you plan to get a mortgage and do not submit a pre-approval letter, sellers will consider your application incomplete. And if multiple offers are submitted, your offer will end up at the bottom of the pile, behind those with a pre-approval letter and buyers paying cash.

We want to help you put the strongest offer forward, so you can secure the property. If you need the recommendation of lenders to speak with, we would be happy to provide the names of those lenders we feel are the best in the business.

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What Does $500K Buy in Back Bay?

I have given examples about what you can buy for $1 million in Back Bay and for $2.5 million in Back Bay in the current real estate sales market, but what about $500,000? In an neighborhood with grand mansions, renovated condos, and luxury high rises, can $500,000 go very far? Let’s find out.

According to MLS, over the last 6 months 30 condos have sold between $450K – $550K. The average sold price per square foot was $728, the average days on market was 59, and the average sold price was $499,728. The condos range from renovated one beds in traditional brownstones to luxury studios in high-rise full-service buildings. All of which make for an ideal pied-à-terre or investment property.

351 Beacon Street #6

This bright 680 square foot 1 bed 1 bath condo featured a renovated kitchen and bath. Located on the corner of Fairfield Street at Beacon Street, this condo was listed for $493,000 and had an accepted offer after 8 days on the market for the full asking price.

351 Beacon Street #6 - Coldwell Banker Residential Brokerage

351 Beacon Street #6 – Coldwell Banker Residential Brokerage

 

326 Dartmouth Street #2

Located on Dartmouth Street near Marlborough Street, this renovated 741 square foot lofted 1 bed condo is something special. Featuring high ceilings and classic details but with a modern kitchen and bath. The condo was listed for $524,000 and sold for $517,000 after 143 days on the market.

326 Dartmouth Street #2 - Paragon Properties

326 Dartmouth Street #2 – Paragon Properties

 

110 Stuart Street #26I

The Residences at the W feature high-end finishes in every unit and luxury services. Located on Stuart Street, this 512 square foot new-construction studio features incredible views from the 26th floor. Listed for $550,000, it sold in 2 days for $525,000.

110 Stuart Street - Otis & Ahearn

110 Stuart Street – Otis & Ahearn

 

113 Marlborough Street #7

Located on one of the most desired locations in Back Bay, this 779 square foot 1 bed 1bath condo features incredible light and plenty of storage. Listed for $525,000, it had an accepted offer after 5 days on the market, and sold for $550,000.

133 Marlborough Street #7 - Gibson Sotheby's International Realty

133 Marlborough Street #7 – Gibson Sotheby’s International Realty

 

Search here to see what is for sale between $450-$550K in Back Bay, but with the way the market is behaving, what you see now, may not be available tomorrow.

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How Buying Power Affects Buying and Selling Property

Buying power in real estate is directly related to interest rates for a mortgage. Before a buyer should start searching for property to buy, the buyer will want to get pre-approved by a lender. The mortgage lender will determine what a buyer can afford in terms of purchase price based on what the buyer can afford in monthly payments after looking at income, other debt, etc.

The higher the interest rate for a loan, the less the buyer can afford to buy in terms of the purchase price. For example, a 1% increase in interest rates is equal to 10% of the purchase price of a property. As illustrated in the chart below, if a buyer could afford the monthly payments for a $400,000 home at 3.5% interest, at 4.5% interest a buyer would only be able to afford a $360,000 home. Depending on the real estate sales market you are looking in, this will change your buying options drastically.

Interest Rate vs Loan Payment

 

Freddie Mac History

With interest rates where they are, buyers have more money to spend on property. However, many potential sellers have asked me if they should hold on to their property and wait until prices go up to put their listing on the market. No one can predict what will happen next year or even a few months from now, but the current circumstances make now a great time to sell property. Low inventory means low competition. Historic low mortgage rates means strong buying power. No time in recent history has seen these two factors in play together. Even Warren Buffet has said we will not see buying power at this level for another lifetime.

 

Interest Rates from 2012-2013Even though the interests rates are ticking back up, it may be a couple years before they are back up to 5% or 7%. But I can guarantee if one seller I spoke with is thinking about holding on to their property to sell next year, there are a lot more thinking the same thing. Simply put, it is supply and demand. Right now, it is a seller’s market which is getting sellers multiple offers over asking price after a week on the market. The limited supply of available properties on the real estate sales market and an excess of buyers is pushing up the prices. Next year, if everyone decides to sell, it could become a buyers market with sellers hoping to get close to their asking price. When the supply increases buyers will take their time to look around and even under-bid.

Contact us to assess your individual situation and what the best strategy is in the current market.

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Selling Property: Are You Ready?

I have not made any secret about how great the real estate sales market is behaving right now especially if you are selling. Inventory is low and the properties on the market are getting multiple offers and selling over-asking. It is very exciting to be a seller in this market but only if you are ready to sell. So how do you know if you are ready to sell?

1. You have another place to go.

If you are thinking about selling your property and want to put it on the market to see what you can get, what will you do if you actually get an offer? Do you have another neighborhood to which you want to move? Another state? Are you looking for something bigger? Smaller? You do not necessarily have to have another home in escrow, but if you have already moved on mentally, it will be much easier to move on physically.

2. Your current place is no longer suiting your needs.

Is your one bedroom too small for you and your growing family? Or have all the kids moved out and now your large home is too much work? When you look at your current home and only see how it no longer works for your lifestyle, you are ready to move on.

3. You are receptive to advice.

Whether this is the first home your are selling or your seventh, unless you work full time in real estate, you are not an expert. Three reasons define why properties do not sell today and when you are fighting with your Realtor about any of these, you are fighting the real estate sales market.

  • Are You Ready to Sell Your Property?Price – Realtors have to abide by certain ethical guidelines, so if we are telling you the price is too high, we are not secretly trying to get you to lower the price to fit our buyer’s budget. We have done the research, we have listened to the feedback from the buyers and agents. Pricing is the difference between a sold listing and old listing.
  • Staging - This is your home that you have decorated to your taste that you love, we understand and respect this. But if your taste is preventing any buyer from being able to envision it to their taste, it will not sell. It is always a good idea to visit other listings you are competing against and “borrow” some ideas from the ones that show very well
  • Marketing – This is only as good as the Realtor you use. If you don’t want to be bothered  with what needs to be done to market your home to sell, you may not be ready to sell.

4. Timing makes sense.

Many people have held onto their property as an investment and rented it out instead of selling in a down market. In certain areas, rent is high enough to cover the mortgage and then some. However, being a landlord can be more trouble than it’s worth and with tenant laws continuously evolving (such as Boston’s New Inspection Ordinance), it may be worth it to sell now and move on.

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The Matthew and Alisa Group Home Buying Process Class was a Success!

This is a quick blog thanking everyone one for joining us at last night’s Home Buying Process Class!

We had a great turn out of buyers eager to learn about the home buying process. Matthew Gaskill and Alisa Peterson discussed the market conditions to give everyone an understanding of what to expect when searching to buy property this season. With properties going under-agreement as soon as they hit the market, we wanted to make sure that buyers understand how quickly they need to move to buy property.

Joe Smith, a knowledgeable lender from Guaranteed Rate explained what lenders look for when someone applies for a mortgage and the different types of loan programs available to homebuyers, both first-time home buyers and more seasoned  home buyers. He knows just as well as we do how competitive the market is right now and without proper financial backing (i.e. pre-approval letter), sellers won’t even consider the offer.

The wonderful David Datz, Esq., a real estate attorney, explained how important it is to assemble the right team to guide you through this process. This is one of the biggest purchases you can make and it is essential to have knowledgable professionals to explain what you are buying and what you are signing.

Thank you again to Stella Restaurant for providing delicious food and a great space for us to host our class. As you can see from the video, we had quite a few eager buyers ready to learn about the home buying process and I know there are more that were not able to make it.  We will be planning another class in month or two. If you are interested in attending, please subscribe to our newsletter and subscribe to our blog and we will keep you posted on our next class. These classes are meant for anyone interested in learning about the buying process in the current Boston real estate sales market. If you are a first-time home buyer, third-time home buyer, or an investor, you are welcome to join us and learn something new!

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