{"id":1244,"date":"2016-09-30T10:36:27","date_gmt":"2016-09-30T09:36:27","guid":{"rendered":"http:\/\/www.ptprofitacademy.com\/blog\/?p=1244"},"modified":"2017-08-10T17:52:47","modified_gmt":"2017-08-10T16:52:47","slug":"accelerator-week-2","status":"publish","type":"post","link":"https:\/\/www.ptprofitacademy.com\/blog\/accelerator-week-2\/","title":{"rendered":"Accelerator Method \u2013 Prove Value, Boost Profits (Week 2)"},"content":{"rendered":"\n\n<div class=\"kk-star-ratings kksr-auto kksr-align-left kksr-valign-top\"\n    data-payload='{&quot;align&quot;:&quot;left&quot;,&quot;id&quot;:&quot;1244&quot;,&quot;slug&quot;:&quot;default&quot;,&quot;valign&quot;:&quot;top&quot;,&quot;ignore&quot;:&quot;&quot;,&quot;reference&quot;:&quot;auto&quot;,&quot;class&quot;:&quot;&quot;,&quot;count&quot;:&quot;1&quot;,&quot;legendonly&quot;:&quot;&quot;,&quot;readonly&quot;:&quot;&quot;,&quot;score&quot;:&quot;5&quot;,&quot;starsonly&quot;:&quot;&quot;,&quot;best&quot;:&quot;5&quot;,&quot;gap&quot;:&quot;5&quot;,&quot;greet&quot;:&quot;Rate this post&quot;,&quot;legend&quot;:&quot;5\\\/5 - (1 vote)&quot;,&quot;size&quot;:&quot;24&quot;,&quot;title&quot;:&quot;Accelerator Method \\u2013 Prove Value, Boost Profits (Week 2)&quot;,&quot;width&quot;:&quot;142.5&quot;,&quot;_legend&quot;:&quot;{score}\\\/{best} - ({count} {votes})&quot;,&quot;font_factor&quot;:&quot;1.25&quot;}'>\n            \n<div class=\"kksr-stars\">\n    \n<div class=\"kksr-stars-inactive\">\n            <div class=\"kksr-star\" data-star=\"1\" style=\"padding-right: 5px\">\n            \n\n<div class=\"kksr-icon\" style=\"width: 24px; height: 24px;\"><\/div>\n        <\/div>\n            <div class=\"kksr-star\" data-star=\"2\" style=\"padding-right: 5px\">\n            \n\n<div class=\"kksr-icon\" style=\"width: 24px; height: 24px;\"><\/div>\n        <\/div>\n            <div class=\"kksr-star\" data-star=\"3\" style=\"padding-right: 5px\">\n            \n\n<div class=\"kksr-icon\" style=\"width: 24px; height: 24px;\"><\/div>\n        <\/div>\n            <div class=\"kksr-star\" data-star=\"4\" style=\"padding-right: 5px\">\n            \n\n<div class=\"kksr-icon\" style=\"width: 24px; height: 24px;\"><\/div>\n        <\/div>\n            <div class=\"kksr-star\" data-star=\"5\" style=\"padding-right: 5px\">\n            \n\n<div class=\"kksr-icon\" style=\"width: 24px; height: 24px;\"><\/div>\n        <\/div>\n    <\/div>\n    \n<div class=\"kksr-stars-active\" style=\"width: 142.5px;\">\n            <div class=\"kksr-star\" style=\"padding-right: 5px\">\n            \n\n<div class=\"kksr-icon\" style=\"width: 24px; height: 24px;\"><\/div>\n        <\/div>\n            <div class=\"kksr-star\" style=\"padding-right: 5px\">\n            \n\n<div class=\"kksr-icon\" style=\"width: 24px; height: 24px;\"><\/div>\n        <\/div>\n            <div class=\"kksr-star\" style=\"padding-right: 5px\">\n            \n\n<div class=\"kksr-icon\" style=\"width: 24px; height: 24px;\"><\/div>\n        <\/div>\n            <div class=\"kksr-star\" style=\"padding-right: 5px\">\n            \n\n<div class=\"kksr-icon\" style=\"width: 24px; height: 24px;\"><\/div>\n        <\/div>\n            <div class=\"kksr-star\" style=\"padding-right: 5px\">\n            \n\n<div class=\"kksr-icon\" style=\"width: 24px; height: 24px;\"><\/div>\n        <\/div>\n    <\/div>\n<\/div>\n                \n\n<div class=\"kksr-legend\" style=\"font-size: 19.2px;\">\n            5\/5 - (1 vote)    <\/div>\n    <\/div>\n<p><a href=\"http:\/\/www.ptprofitacademy.com\/blog\/wp-content\/uploads\/2016\/09\/BANNER-NPA-2.png\"><img decoding=\"async\" loading=\"lazy\" class=\"wp-image-1245 size-full aligncenter\" src=\"http:\/\/www.ptprofitacademy.com\/blog\/wp-content\/uploads\/2016\/09\/BANNER-NPA-2.png\" alt=\"banner-npa-2\" width=\"600\" height=\"200\" srcset=\"https:\/\/www.ptprofitacademy.com\/blog\/wp-content\/uploads\/2016\/09\/BANNER-NPA-2.png 600w, https:\/\/www.ptprofitacademy.com\/blog\/wp-content\/uploads\/2016\/09\/BANNER-NPA-2-300x100.png 300w\" sizes=\"(max-width: 600px) 100vw, 600px\" \/><\/a><\/p>\n<div class=\"arve\" data-mode=\"normal\" data-provider=\"youtube\" id=\"arve-youtube-aoffwbvqxec6a13e89d7c00e595001037\">\n<span class=\"arve-inner\">\n<span class=\"arve-embed arve-embed--has-aspect-ratio\">\n<span class=\"arve-ar\" style=\"padding-top:56.250000%\"><\/span><iframe allow=\"accelerometer; autoplay; clipboard-write; encrypted-media; gyroscope; picture-in-picture\" allowfullscreen class=\"arve-iframe fitvidsignore\" data-arve=\"arve-youtube-aoffwbvqxec6a13e89d7c00e595001037\" data-src-no-ap=\"https:\/\/www.youtube-nocookie.com\/embed\/aoffwbVqXEc?iv_load_policy=3&amp;modestbranding=1&amp;rel=0&amp;autohide=1&amp;playsinline=0&amp;autoplay=0\" frameborder=\"0\" height=\"0\" sandbox=\"allow-scripts allow-same-origin allow-presentation allow-popups allow-popups-to-escape-sandbox\" scrolling=\"no\" src=\"https:\/\/www.youtube-nocookie.com\/embed\/aoffwbVqXEc?iv_load_policy=3&#038;modestbranding=1&#038;rel=0&#038;autohide=1&#038;playsinline=0&#038;autoplay=0\"><\/iframe>\n\n<\/span>\n\n<\/span>\n<script type=\"application\/ld+json\">{\"@context\":\"http:\\\/\\\/schema.org\\\/\",\"@id\":\"https:\\\/\\\/www.ptprofitacademy.com\\\/blog\\\/accelerator-week-2\\\/#arve-youtube-aoffwbvqxec6a13e89d7c00e595001037\",\"type\":\"VideoObject\",\"embedURL\":\"https:\\\/\\\/www.youtube-nocookie.com\\\/embed\\\/aoffwbVqXEc?iv_load_policy=3&modestbranding=1&rel=0&autohide=1&playsinline=0&autoplay=0\"}<\/script>\n<\/div>\n\n<p>Week 2 of <strong>\u201cAccelerator\u201d<\/strong> is here\u2026<\/p>\n<p>\u2026and this week it\u2019s all about the most important part of ANY Marketing system &#8211; which is quite simply the missing link for a lot of PT Clinics\u2026<\/p>\n<p>It\u2019s something called the \u2018<strong>conversion system\u2019.<\/strong><\/p>\n<p>We\u2019ve all experienced this: patients referred by a doctor, a workers comp, or direct access client who makes an \u201cinquiry\u201d about your services\u2026 but for some reason will still stall over coming to see you.<\/p>\n<p>But no matter what excuse they have, or what referral source they come from &#8211; there IS a way to put an end to people resisting.<\/p>\n<p>Week 2 is where my students discovered how to do this.<\/p>\n<p>There\u2019s never been a better ROI on my time than building out this \u2018conversion system\u2019.<\/p>\n<p>Sound like something you\u2019d love to do too?<\/p>\n<p>I\u2019m about to share with you the <strong>10 biggest takeaways from Accelerator<\/strong> that I shared with my students &#8211; which are quite simply the most important part of any PT Marketing system.<\/p>\n<p>You\u2019re going to want a pen and paper at the ready for this\u2026<\/p>\n<p><img decoding=\"async\" loading=\"lazy\" class=\"aligncenter size-full wp-image-1604\" src=\"https:\/\/www.ptprofitacademy.com\/blog\/wp-content\/uploads\/2016\/09\/ACC-6.0-QUOTE-WEEK-2.png\" alt=\"\" width=\"1200\" height=\"628\" srcset=\"https:\/\/www.ptprofitacademy.com\/blog\/wp-content\/uploads\/2016\/09\/ACC-6.0-QUOTE-WEEK-2.png 1200w, https:\/\/www.ptprofitacademy.com\/blog\/wp-content\/uploads\/2016\/09\/ACC-6.0-QUOTE-WEEK-2-300x157.png 300w, https:\/\/www.ptprofitacademy.com\/blog\/wp-content\/uploads\/2016\/09\/ACC-6.0-QUOTE-WEEK-2-768x402.png 768w, https:\/\/www.ptprofitacademy.com\/blog\/wp-content\/uploads\/2016\/09\/ACC-6.0-QUOTE-WEEK-2-1024x536.png 1024w, https:\/\/www.ptprofitacademy.com\/blog\/wp-content\/uploads\/2016\/09\/ACC-6.0-QUOTE-WEEK-2-624x327.png 624w\" sizes=\"(max-width: 1200px) 100vw, 1200px\" \/><\/p>\n<h1 style=\"text-align: center;\">Key Takeaways<\/h1>\n<h2>#1 The Consumer Has Changed<\/h2>\n<p>As the cost of health care rises, as co-pay and deductibles go up &#8211; <strong>it\u2019s no wonder why people show resentment to paying extra fees.<\/strong><\/p>\n<p>A lot of Physical Therapists think that the consumer knows what we do &#8211; in reality, most have <strong>no clue<\/strong> what we do.<\/p>\n<p>People don\u2019t book PT because they haven\u2019t got the money &#8211; they don\u2019t book because they\u2019re frightened, nervous, skeptical and just don\u2019t know enough.<\/p>\n<p>So how can we expect them to risk paying higher prices?\u2026<\/p>\n<p>Just like you would need more information before making a decision about paying $100 or more for a product or service &#8211; <strong>patients are the same.<\/strong><\/p>\n<p>Understand this &#8211; and you\u2019ll be able to grow and scale your business with more ease.<\/p>\n<p>What can you do to overcome the price objection?\u2026<\/p>\n<h2>#2 Educate, Educate, Educate<\/h2>\n<p>After you\u2019ve picked your <strong>\u2018perfect patient\u2019<\/strong> <a href=\"http:\/\/www.ptprofitacademy.com\/blog\/accelerator-week-1\/\">(covered in week 1\u2019s highlights of \u2018Accelerator\u2019)\u2026<\/a><\/p>\n<p>\u2026the next thing we have to do is educate them on the VALUE of how you can impact their life so much, that they\u2019ll want to pay you for it.<\/p>\n<p>Doesn\u2019t it make sense that if you want people to pay out of pocket, fund their \u201cco-pay\u201d, and even just give up their time,<strong> it has to appear to be worth it for them??<\/strong><\/p>\n<p>And at very least, they have to PERCEIVE that it\u2019s going to be worth it to them\u2026<\/p>\n<p>No matter how good you think you are \u2013 or how good others say you are \u2013 if they don\u2019t think you are the right fit for them, <strong>your Marketing won\u2019t work.<\/strong><\/p>\n<p>And no one is ever going to give you time or money unless you prove value first VIA your marketing (\u2026especially NOT when the cost is more than $100).<\/p>\n<p>So, lets take a look at how we can begin this education process\u2026<\/p>\n<h2>#3 The Power Of The Follow-Up System<\/h2>\n<p>In week 1 I covered the importance of giving away free information to begin building trust and educating more people on what we do &#8211; so they can make a better decision.<\/p>\n<p>This is where the follow-up system comes into play.<\/p>\n<p>People need to feel more certainty in the outcome they\u2019ll get with you, and they need to feel more confident before they invest in your services.<\/p>\n<p>Once they request free information with you &#8211; <strong>follow-up!<\/strong><\/p>\n<p>Provide even MORE information &#8211; you\u2019ll keep building trust, and in the long-run, you\u2019ll gain yourself a lifetime patient happy to pay for your services.<\/p>\n<h2>#4 Keep Building A Bridge<\/h2>\n<p>Once someone has seen your blog, your ad in the newspaper, your Facebook ad and they\u2019ve made the first decision towards better health by requesting your free information report\u2026<\/p>\n<p>You\u2019d think they\u2019d be ready to say yes to your services, right?<\/p>\n<p>Hoooold your horses,<strong> not quite yet (very few will be anyway).<\/strong><\/p>\n<p>So what can you do? You need to keep <strong>moving people in the right direction, making it easy for people to make ANOTHER decision.<\/strong><\/p>\n<p>The best way to do that is to offer something else!<\/p>\n<p>Maybe a free telephone consultation, an in-house workshop, a taster session &#8211; something that allows them to ask you more questions, to build more trust\u2026<\/p>\n<p>Show people that you<strong> \u2018get them\u2019,<\/strong> and that you may just be the solution they need &#8211; and you\u2019ll stand a higher chance of converting them into a full paying patient.<\/p>\n<h2>#5 Keep Communicating The Offer<\/h2>\n<p>Why? Because people rarely understand anything the first time\u2026<\/p>\n<p>Especially if they\u2019re confused, unsure, or in pain &#8211; and that\u2019s important for you to\u00a0understand<\/p>\n<p>The worst case for any clinic is that a patient arrives <strong>nervous, skeptical and in pain\u2026<\/strong> And when we talk to them about sciatic nerves, about torn cartilage, or a disc problem that\u2019s going to take weeks to get any better and it\u2019s going to cost them $1500, is it any wonder that patients call up saying they won\u2019t be able to make the number of sessions prescribed??<\/p>\n<p>The clinics who fail to communicate in a way which people understand and are able to see the true value in what you do &#8211; will keep running into the same problems over, and over again\u2026<\/p>\n<p>Which brings me onto this:<\/p>\n<h2>#6 The Biggest Area Of Opportunity With Confused, Skeptical Patients<\/h2>\n<p><strong>Is by keeping IN TOUCH.<\/strong><\/p>\n<p>(With an email follow-up system and the telephone).<\/p>\n<p>I said it above \u2013 if we fail to keep in touch and communicate what we really do, we\u2019ve lost them forever.<\/p>\n<p><strong>The FORTUNE is in the FOLLOW UP<\/strong> \u2013 is another one of my favourite sayings!<\/p>\n<p>Most people will think they can get their problem solved elsewhere.<\/p>\n<p>And some will!<\/p>\n<p>\u2026But many won\u2019t!<\/p>\n<p>And many will never think to get back in touch with you in fear of looking \u2018silly\u2019.<\/p>\n<p>You likely know I\u2019m BIG on having systems in place \u2013 and this one email follow-up system will address that you know why they might have gone elsewhere, but that you also know they won\u2019t get what they NEED by going elsewhere!<\/p>\n<p>This will get patients who drop-off them onto schedule quick, and those who are confused at the beginning, to gain trust.<\/p>\n<h2>#7 When New Patients Are MOST Motivated&#8230;<\/h2>\n<p>&#8230;As soon as they request free information!<\/p>\n<p>The moment they request that free information &#8211; <strong>they are more motivated than ever!<\/strong><\/p>\n<p>And are likely to make another decision &#8211; which good news for you!<\/p>\n<p>So, how do you get them when they\u2019re most likely to say \u2018yes\u2019?<\/p>\n<p>Within the first 24 hours &#8211; follow-up with that prospect right away on the phone and you won\u2019t miss out on another opportunity to help someone get back to living the life they deserve.<\/p>\n<h2>#8 But What If You Can\u2019t Get Them On The Phone?<\/h2>\n<p>Use other forms of communication!<\/p>\n<p>If you can\u2019t get hold of someone on the phone<strong> don\u2019t stop.<\/strong><\/p>\n<p>This is where a lot of PT clinics miss out on an opportunity to get more patients on schedule &#8211; they think because someone hasn\u2019t answered their phone, they\u2019re not interested, so they don\u2019t pick the phone up to get in touch with them again out of fear they\u2019re \u2018bothering\u2019 them.<\/p>\n<p>But the truth is,<strong> a lot of people don\u2019t answer their phones!<\/strong> People are busy.<\/p>\n<p>You\u2019ll never get me to answer my cell phone &#8211; but most of the world will reply to an SMS or an email.<\/p>\n<p>Use other forms of communication, and you&#8217;re likely to have more success with getting in touch.<\/p>\n<h2>#9 A New Way To Talk On The Phone<\/h2>\n<p>When you do get hold of someone on the phone &#8211; It\u2019s important that you don\u2019t get involved in a <strong>\u201ctransactional\u201d phone call\u2026<\/strong><\/p>\n<p>\u2026and no matter how they are on the call, it\u2019s about you being able to smoothly transition to a question that is both <strong>engaging and emotional.<\/strong><\/p>\n<p>This allows you to add EQUITY and VALUE to the relationship BEFORE you even get them on schedule.<\/p>\n<p>What\u2019s more, doing this will help you better answer the first question that almost all patients ask when they\u2019re almost about to book an appointment:<\/p>\n<p><em>\u201cDo you take my insurance?\u201d<\/em><\/p>\n<h2>#10 Get Them To Fall In Love With You!<\/h2>\n<p>As a small PT clinic owner you\u2019re going to get a lot of patients come to you who have already experienced PT elsewhere, or have received treatment from a hospital system that treats them like a billable unit, and didn\u2019t even know their name\u2026<\/p>\n<p>So how can you expect them to want to say yes right away, when they\u2019re going to have false assumptions about PT because of a previous experience?<\/p>\n<p>You want to find out what they already know about PT\u2026<\/p>\n<p>If they\u2019ve had PT before what did the like? What did they dislike?<\/p>\n<p>Are they aware that you can do more than just ease their back pain? That actually you can help them to feel more energized, walk further for longer, dance in their favourite pair of high heels with everyone telling them how great they look?\u2026<\/p>\n<p>Get on that level and hey presto!<\/p>\n<p>You\u2019ll get prospects to fall in love with you, happy to pay $100+ for a specialized service \u2018they can\u2019t get anywhere else\u2019<\/p>\n<p>Ok, there\u2019s your \u2018digest\u2019 of Module 2\u2026<\/p>\n<p><strong>To sum up:<\/strong><\/p>\n<p>It\u2019s all about PROVING to people through communicating with them in such a way that they understand what it is a PT REALLY does (\u2026not what they\u2019ve been told, or led to believe, what you do!)\u2026<\/p>\n<p>\u2026then, show that you understand them\u2026<\/p>\n<p>(Like no one else)<\/p>\n<p>\u2026that you\u2019re able to connect and engage with them\u2026<\/p>\n<p>\u2026that you \u201cget them\u201d\u2026<\/p>\n<p>\u2026that you appreciate they may have been let down in the past by another provider who made a promise they didn\u2019t keep (and still keep their money)\u2026<\/p>\n<p>AND, most importantly of all, that we know it may take a little time for them to TRUST themselves \u2013 and us \u2013 to make a decision about giving us their $700 or however much their contribution is.<\/p>\n<p>Once you\u2019ve created the SYSTEMS to educate and prove value it becomes very easy to raise your rates and get more patients on board.<\/p>\n<p>Next week we\u2019ll cover how to get noticed &#8211; how you get the attention of your ideal patient both ONLINE \u2013 using things like Facebook and Google \u2013 and OFFLINE \u2013 using things like newspaper ads or postcards.<\/p>\n<p>Stay tuned for next week\u2019s highlights from module 3 \ud83d\ude09<\/p>\n<p>===<\/p>\n<p>If you\u2019d like to get notified of when this class next becomes available \u2013 <a href=\"https:\/\/ptprofitacademy.leadpages.co\/accelerator-early-2017\/\">please click here and we\u2019ll be sure to add you to the early priority list, next time.<\/a><\/p>\n<p>OR If you\u2019re brand new to my PT Business Education Material:<\/p>\n<p><a href=\"https:\/\/my.leadpages.net\/leadbox\/14239b173f72a2%3A1580dba8fb46dc\/5705241014042624\/\">Click here to subscribe to my email list and I\u2019ll send you more Physical Therapy Business Education &gt;&gt;&gt;<\/a><\/p>\n","protected":false},"excerpt":{"rendered":"<p>Week 2 of \u201cAccelerator\u201d is here\u2026 \u2026and this week it\u2019s all about the most important part of ANY Marketing system &#8211; which is quite simply the missing link for a lot of PT Clinics\u2026 It\u2019s something called the \u2018conversion system\u2019. We\u2019ve all experienced this: patients referred by a doctor, a workers comp, or direct access&hellip;<\/p>\n<a class=\"more-button\" href=\"https:\/\/www.ptprofitacademy.com\/blog\/accelerator-week-2\/\">Read More<\/a>","protected":false},"author":1,"featured_media":0,"comment_status":"closed","ping_status":"open","sticky":false,"template":"","format":"standard","meta":[],"categories":[34,1],"tags":[],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v20.6 - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\n<title>Accelerator Method \u2013 Prove Value, Boost Profits (Week 2) | Physical Therapy Profit Academy<\/title>\n<meta name=\"description\" content=\"Week 2 of Accelerator is all about the most important part of ANY Marketing system - which is quite simply the missing link for a lot of PT Clinics\u2026\" \/>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/www.ptprofitacademy.com\/blog\/accelerator-week-2\/\" \/>\n<meta property=\"og:locale\" content=\"en_GB\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"Accelerator Method \u2013 Prove Value, Boost Profits (Week 2) | Physical Therapy Profit Academy\" \/>\n<meta property=\"og:description\" content=\"Week 2 of Accelerator is all about the most important part of ANY Marketing system - which is quite simply the missing link for a lot of PT Clinics\u2026\" \/>\n<meta property=\"og:url\" content=\"https:\/\/www.ptprofitacademy.com\/blog\/accelerator-week-2\/\" \/>\n<meta property=\"og:site_name\" content=\"Physical Therapy Profit Academy\" \/>\n<meta property=\"article:published_time\" content=\"2016-09-30T09:36:27+00:00\" \/>\n<meta property=\"article:modified_time\" content=\"2017-08-10T16:52:47+00:00\" \/>\n<meta property=\"og:image\" content=\"http:\/\/www.ptprofitacademy.com\/blog\/wp-content\/uploads\/2016\/09\/BANNER-NPA-2.png\" \/>\n<meta name=\"author\" content=\"Paul Gough\" \/>\n<meta name=\"twitter:label1\" content=\"Written by\" \/>\n\t<meta name=\"twitter:data1\" content=\"Paul Gough\" \/>\n\t<meta name=\"twitter:label2\" content=\"Estimated reading time\" \/>\n\t<meta name=\"twitter:data2\" content=\"9 minutes\" \/>\n<script type=\"application\/ld+json\" class=\"yoast-schema-graph\">{\"@context\":\"https:\/\/schema.org\",\"@graph\":[{\"@type\":\"WebPage\",\"@id\":\"https:\/\/www.ptprofitacademy.com\/blog\/accelerator-week-2\/\",\"url\":\"https:\/\/www.ptprofitacademy.com\/blog\/accelerator-week-2\/\",\"name\":\"Accelerator Method \u2013 Prove Value, Boost Profits (Week 2) | Physical Therapy Profit Academy\",\"isPartOf\":{\"@id\":\"https:\/\/www.ptprofitacademy.com\/blog\/#website\"},\"datePublished\":\"2016-09-30T09:36:27+00:00\",\"dateModified\":\"2017-08-10T16:52:47+00:00\",\"author\":{\"@id\":\"https:\/\/www.ptprofitacademy.com\/blog\/#\/schema\/person\/d16e50d3cb44072c5a70bb1b1628fc9d\"},\"description\":\"Week 2 of Accelerator is all about the most important part of ANY Marketing system - 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