The FOUR Biggest Excuses Holding
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In this episode of The Real Estate Investing Podcast, Ron Apke dives into the four most common objections potential land investors raise and offers practical solutions to overcome them.

The number one issue is the perceived lack of funds. Many beginners believe they don't have enough capital to get started, but Ron explains that while marketing, particularly mail campaigns, can be costly, there are budget-friendly alternatives like texting and cold calling.

He emphasizes that effective marketing is essential to success in land investing, but even with limited resources, strategies like combining different outreach methods can help new investors get their foot in the door.

Lastly, Ron tackles the skepticism around why sellers would agree to sell their land at discounted prices, emphasizing that for many landowners, the quick, cash-close nature of land investing is far more attractive than waiting months for a traditional sale.

Watch or listen to the full episode below! ⬇️

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Ron: Hey everybody. Welcome back to the real estate investment podcast. I’m your host Ron Apke. Today in this episode, I’m going to talk about the four most common objections we get from people who are potentially interested in land investing, who might want to get into it, the four most common objections that we are constantly getting.

And also I’m gonna talk about like how we respond to people with these types of objections. And I think when, People are looking into a business model or like they’re trying to get a side gig, a side hustle, get out of their nine to five. Um, people do research obviously and you’re looking for the best opportunity.

Uh, a lot of times, I mean, I mean there’s so many different opportunities. You can build your own business, you can buy a business, you can do real estate, so many different types of real estate just in that. Um, and then they come across land flipping, land investing, they have a call with us and they ask questions.

And these are the most common Objections we are hearing. Um, obviously not every single call, but as far as over since I’ve been doing this for multiple years and having calls with people and hearing interested people. But like, what are their questions? This is what we get number one. And yeah, By far the most common one we get is they don’t have enough money.

They don’t have enough funds to get started in this business. We’re pretty transparent with what you need to get started. We’re not an overly expensive program. If you’re going to paid program route, but that is just like the education behind it, you have to start a business and for starting a business, there’s costs, there’s marketing costs, there’s operating costs with running a business.

And that is where a lot of the objection comes in is. They don’t have enough money for marketing. Like marketing is the most expensive part about this, uh, of this business for the most part. But that being said, like my response is yet mail is expensive. Mail is very, very expensive. It’s 62, 65 cents per mailer the way we do it.

And you’re sending to, if you send 2000 a month only, that’s 1, 200, 1, 300 just in mail costs. That’s not including data costs. That’s not including, uh, software, other, other software stuff. But mail is going to be your high. If you’re sending marketing via mail, mail is going to be by far your most expensive part of your business.

And that’s what it should be. So if you’re coming in with 5, 000 in marketing, that’s when I suggest probably doing a combination of mail and texting. But if you’re coming in, um, and you have, let’s say 1200, 1, 500 for marketing, not even per month, just in general, you have that much money per marketing.

That’s when you want to go in to different routes in terms of marketing. My favorite, our, our favorite, uh, alternative to mail is definitely texting. We do texting as a combination, um, to mail quite a bit where we send a piece of mail and we follow up with the text, but you can also do this business with code text and it is going to be versus mail 2000.

Uh, 2, 000 mailers for 1, 200. You can send 10, 000 text for 500 on launch control. I’ll put a link in the description. So you guys have that, but you can send 10, 000 text per month for 500 on their plan. That’s reaching so many leads. What you’re going to get with texting is a lot of tire kickers is what we call them.

And that’s people who, uh, might be just getting, trying to get an offer out of you might just be messing with you and not really. to, uh, sell their land, but they are having a conversation. They’re wasting some of your time, but that’s what you get as you get cheaper in the marketing. So you go, go from the most expensive, expensive marketing, which is mail pretty much.

And that is, does not take much time. As you get cheaper in each marketing, it’s going to take more and more time essentially out of you. So you go from mail, Being the most expensive least time to texting, which is the next most expensive you could say, and, um, it’s a mid tier time. And then you have cold calling.

You’re picking up the phone. You’re dialing very, very cheap, very cheap, but it is going to take a lot of time. It’s going to take much longer to get your first deal, but at the same time, there are people who come in with 300, 400 and they’re cold calling. They’re grinding it out. They’re making a hundred calls a day, whatever the number is.

It might take them three, four weeks to get their first deal. But once they get that first deal, they have so much experience under their belt. But as you get cheaper with marketing, typically you are paying with more time. And that leads right into number two. Number one objection is money by far. Number two.

I don’t know if this is the second most common. These next three probably are all kind of similar as far as how much we hear them. But number two is the amount of time they have. They have a job, they have a family. Um, it’s not money like money is not the objection here. It’s, they don’t have enough time to run a business or they think they don’t have enough time to run a business.

And if you have money, like I talked about before, if you have some money behind you, but you don’t have time, that’s when you can outsource things. Are you going to need to put time into the business 100%? You need to put time to learn, to educate. If you’re hiring people to grow them and build them into what they can be.

But a lot of times when. You lack time or you don’t have as much time. Like if you can put time into growing your business as far as investing in people, uh, investing in processes, systems, all that kind of stuff, that’s where the time you put up front is going to minimize your time down the line.

Essentially the time and money you put up front. So you put time to build a really, you, you put, let’s just say hiring cause that’s probably the simplest in terms. So you put time and money into hiring someone. There’s going to be an increased level of time it you need at the beginning. Hiring someone, teaching someone, uh, training someone, ongoing trainings.

Those are timely things and they cost money. But that being said, six months down the line when Sally has been in your business for six months, like that is taking. 30 hours out of your week, um, 30 hours off your plate essentially because she’s taking on so much responsibility. So the amount of time, if you guys are at the point, and this is for experienced people as well, um, obviously objections we’re talking about are from more new people, but if you’re at the point where like you don’t have enough time, you’ve got to start investing in people and that upfront, like it might seem like crap.

I’m putting, I’m spending so much time hiring and, um, And training and all these other things it pays off with way less time down the line. It really, really does. So if you guys are experienced and ready to take on, um, or at least grow your business, hiring is a great way to do that. Outsourcing stuff is a great way to do that.

Systems processes, training, uh, hiring, those all take time and money upfront. Hiring obviously is long term. I get takes money. And a lot of times systems are long term money as well. You need to pay for Systems processes every single month. Software essentially is that cost, but over time it saves you money and it saves you time going into number three.

And now we’re gonna get so that’s kind of business related money and time objection. That’s kind of business related or personal situation related. Now we’re gonna get into Kind of the more land focused stuff. Number, uh, number three is too saturated. They hear everyone’s doing this. Does it work anymore that whatever that is, um, it’s too saturated.

There’s too many people in it. And my biggest thing is like, yeah, people come and go. That’s the thing. People come. And this business model, they also go because they tried it for 30 days and it didn’t work out for them, whatever the situation is. But people are constantly coming and going from all different business models.

There’s a ton of money in land. Like there’s a ton of money to be made in land. So people are going to catch on and come over. But the thing about it is. With the two saturated thing is you need to always be reinventing yourself, reinventing your business, um, testing different marketing avenues. That’s the biggest thing.

How do you stay ahead of competition? Uh, there’s so many different ways. Multiple touch points, marketing, being really good on the phone, building really good relationships with your sellers, sellers are not just going to sell to the highest number. We say this a lot and I think we say it and people don’t necessarily believe what we’re saying.

Sellers are not going to always take the best offer. If my offer is 30, 000, I’ll get your money in two weeks. I built a relationship. I talked to them, um, whatever it is. And then they get another offer for 35, 40, 000 even. Then the person saying they can close in six months and they’re hesitant and it’s just a transactional thing.

They’re going to go with me 95 percent of the time. Uh, that extra money doesn’t even feel like extra money. Because how unsure they are of that person on the other side of the phone, building a relationship, multiple touch points, uh, having aggressive closings and everything like that. Um, that’s what like, it’s not too saturated to answer the question, the objection.

It’s not too saturated. It’s just, you need to be reinventing yourself. You need to be improving yourself. You need to be trying different strategies for sure. Not saying that should be a hundred percent of your business, but if you’re just coming in here and you’re like, And, um, something doesn’t work once or twice and you say, yeah, this business, it doesn’t work or it’s too saturated.

There’s too many people. I talked to a seller. They said they have three other letters. Why should I even go after that? That’s what you hear from people who lose in this game. Um, and that’s just the reality of it. The majority of people who are doing this business model do not follow through. Do not follow through with sellers.

Um, do not hold their word with sellers. And that means a lot to sellers. The one person that does is going to get that deal. Those are the people and you see it from the most successful people. There’s a reason they’re doing 15 deals a month and then some people are scraping for one. Like you need to look internal.

What is it you are doing? That’s different from that person that’s doing, get doing 15 deals. Maybe you’re not answering the phone. Maybe you’re not calling them back for two days. Maybe you’re dragging your feet. Like that is the number one thing that kills deals. In my opinion, is people who are dragging their feet.

Uh, sellers don’t feel comfortable. Sellers feel the hesitancy from you and then the sellers back out or they go with someone, whatever it is, that is the number one thing going into the fourth one and this kind of links right in. Is a objection is they just don’t understand the business model. So we have consultations all the time with people who are interested in getting in land flipping, but they don’t understand.

One thing they don’t understand is why would a seller sell for 40 percent of market value? Um, other thing is kind of going in with number three is why aren’t more people doing this? If it works so well, uh, let’s answer the first one first. Why do people sell at 40 percent of market value? It’s because land in this industry land where we’re targeting rural America, not urban, urban areas.

Land is not a liquid asset. We are turning their illiquid asset into a liquid asset by giving them a two week close. Um, yeah, we’re under market value. And a lot of times sellers know we’re under market value. Do they always know like what we’re offering relative to market value or what they could get if they waited?

But that’s a thing. A lot of sellers care more about money fast than money in 12, 18 months, whatever it is. Cause that’s just like imagined money almost. It’s not actually the deal happening. So maybe a realtor tells them, you’re like, yeah, I can sell this for 20, 000, but it might take me 12 months. I come in and offer 12, 000.

I’ll close in two weeks. Your money, like I’m ready to go. You’ll get a cashier’s check in two weeks. They’re gonna take us our offer same way. And like I said, to start this, uh, fourth objection, we turn an illiquid asset, rural America land, big acreages, small acreages. In between acreages ill illiquid asset into a liquid asset.

It’s not just a, like, this is a very, very. Fast liquid asset. As far as our offers, like we are cash to close two to three weeks, very commonly. And that is why sellers sell to us. That’s why this business model works. The people who it doesn’t work for or might not work as well is when they’re trying to get these sellers under contract with like a 5, 000 margin.

Then they’re trying to list it on the market and they do that for every deal. We love double closing. We love the option of double closing. It is not our first strategy by any means. It’s not the best way to do this business because you lose so many of the motivated sellers. You got to think if you’re a seller and you’re trying to sell something, whatever it is like, yeah, you can go list with the realtor might take 6, 8, 10, 12 months, whatever it is.

But you have these offers that come into you and you have one offer that is, uh, closing in two weeks, everything like that, irregardless of what the price is that we’re offering. Then you have another offer that’s a 90 day contract. They want to be under contract for 90 days. You are losing those people who, uh, with those 90 day offers, aren’t even going to get phone calls from this seller because they’re motivated.

Someone who needs money now, someone who wants money now, um, for whatever it is, it’s a medical medical expense. Um, they just want to get out of the land. They don’t want to pay property taxes. Someone who wants out of it now is going to take our offer every single time over that. They’re not even going to it.

Talk to the people who offered the 90 day close the most motivated sellers come to us to sell their land because we have cash fast. So going over these four objections, first to money time, second to to saturated. And the fourth one is, uh, don’t understand the business model. Um, People who are coming from dropshipping people who are coming from other industries.

Like it’s just the education, like watching our YouTube, watching this podcast and learning about the business model, why it works so well and why it’s scalable. That is the easiest objection to come over. As far as the fourth one, don’t understand the business model. You just got to educate yourself. Put some time into it and see if it makes sense for you, your life.

Um, see if it fits in the business model as a whole. Other than that, guys, if you’re watching on YouTube, hit the subscribe button and hit the like button, leave me a comment below if there’s any other topics you want us to go over in the future, other than that. Thank you so much. We’ll see you next time.

As always, thank you for joining. Please do us a huge favor and like, and subscribe our YouTube channel and share this with a friend. It really means the world to Ron and I, but more importantly, it could help change the life of someone else. Thanks for joining and we’ll see you next episode.

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nftrank_label_typography_font_style='false' nftrank_label_typography_text_decoration='false' nftrank_label_typography_line_height='false' nftrank_label_typography_letter_spacing='false' nftrank_label_typography_word_spacing='false' nftrank_color='false' nftrank_border_color='false' nftrank_typography_typography='false' nftrank_typography_font_family='false' nftrank_typography_font_size='false' nftrank_typography_font_weight='false' nftrank_typography_text_transform='false' nftrank_typography_font_style='false' nftrank_typography_text_decoration='false' nftrank_typography_line_height='false' nftrank_typography_letter_spacing='false' nftrank_typography_word_spacing='false' nftdetail_title_color='false' nftdetail_title_typography_typography='false' nftdetail_title_typography_font_family='false' nftdetail_title_typography_font_size='false' nftdetail_title_typography_font_weight='false' nftdetail_title_typography_text_transform='false' nftdetail_title_typography_font_style='false' nftdetail_title_typography_text_decoration='false' nftdetail_title_typography_line_height='false' nftdetail_title_typography_letter_spacing='false' nftdetail_title_typography_word_spacing='false' nftdetail_color='false' nftdetail_typography_typography='false' nftdetail_typography_font_family='false' nftdetail_typography_font_size='false' nftdetail_typography_font_weight='false' nftdetail_typography_text_transform='false' nftdetail_typography_font_style='false' nftdetail_typography_text_decoration='false' nftdetail_typography_line_height='false' nftdetail_typography_letter_spacing='false' nftdetail_typography_word_spacing='false' nftdetail_link_color='false' nftdetail_link_typography_typography='false' nftdetail_link_typography_font_family='false' nftdetail_link_typography_font_size='false' nftdetail_link_typography_font_weight='false' nftdetail_link_typography_text_transform='false' nftdetail_link_typography_font_style='false' nftdetail_link_typography_text_decoration='false' nftdetail_link_typography_line_height='false' nftdetail_link_typography_letter_spacing='false' nftdetail_link_typography_word_spacing='false' _title='false' _element_width='false' _element_width_tablet='false' _element_width_mobile='false' _element_custom_width='false' _element_vertical_align='false' _position='false' _offset_orientation_h='false' _offset_x='false' _offset_x_end='false' _offset_orientation_v='false' _offset_y='false' _offset_y_end='false' _z_index='false' _element_id='false' _css_classes='false' pms_restriction_loggedin_users='false' pms_restriction_loggedout_users='false' pms_restriction_display_to_non_subscribers='false' pms_restriction_subscription_plans='false' pms_restriction_default_messages='false' pms_restriction_custom_messages='false' pms_restriction_custom_messages_type='false' pms_restriction_fallback_template='false' pms_restriction_fallback_text='false' eael_wrapper_link_switch='false' eael_wrapper_link='false' eael_hover_effect_switch='false' 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eael_tooltip_section_typography_line_height='false' eael_tooltip_section_typography_letter_spacing='false' eael_tooltip_section_typography_word_spacing='false' eael_tooltip_section_background_color='false' eael_tooltip_section_color='false' eael_tooltip_section_border_color='false' eael_tooltip_section_border_radius='false' eael_tooltip_section_distance='false' eael_tooltip_section_padding='false' eael_tooltip_section_box_shadow_box_shadow_type='false' eael_tooltip_section_box_shadow_box_shadow='false' eael_tooltip_section_box_shadow_box_shadow_position='false' eael_tooltip_section_width='false' eael_ext_content_protection='no' eael_ext_content_protection_type='false' eael_ext_content_protection_role='false' eael_ext_content_protection_password='false' eael_content_protection_cookie='false' eael_content_protection_cookie_expire_time='false' eael_ext_content_protection_message_type='false' eael_ext_content_protection_message_text='false' eael_ext_content_protection_message_template='false' eael_ext_content_protection_message_text_color='false' eael_ext_content_protection_message_text_typography_typography='false' eael_ext_content_protection_message_text_typography_font_family='false' eael_ext_content_protection_message_text_typography_font_size='false' eael_ext_content_protection_message_text_typography_font_weight='false' eael_ext_content_protection_message_text_typography_text_transform='false' eael_ext_content_protection_message_text_typography_font_style='false' eael_ext_content_protection_message_text_typography_text_decoration='false' eael_ext_content_protection_message_text_typography_line_height='false' eael_ext_content_protection_message_text_typography_letter_spacing='false' eael_ext_content_protection_message_text_typography_word_spacing='false' eael_ext_content_protection_message_text_alignment='false' eael_ext_content_protection_message_text_padding='false' eael_ext_content_protection_error_message_text_color='false' eael_ext_content_protection_error_message_text_typography_typography='false' eael_ext_content_protection_error_message_text_typography_font_family='false' eael_ext_content_protection_error_message_text_typography_font_size='false' eael_ext_content_protection_error_message_text_typography_font_weight='false' eael_ext_content_protection_error_message_text_typography_text_transform='false' eael_ext_content_protection_error_message_text_typography_font_style='false' eael_ext_content_protection_error_message_text_typography_text_decoration='false' eael_ext_content_protection_error_message_text_typography_line_height='false' eael_ext_content_protection_error_message_text_typography_letter_spacing='false' eael_ext_content_protection_error_message_text_typography_word_spacing='false' eael_ext_content_protection_error_message_text_alignment='false' eael_ext_content_protection_error_message_text_padding='false' 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eael_ext_protected_content_password_input_hover_border_width='false' eael_ext_protected_content_password_input_hover_border_color='false' eael_ext_protected_content_password_input_hover_shadow_box_shadow_type='false' eael_ext_protected_content_password_input_hover_shadow_box_shadow='false' eael_ext_protected_content_password_input_hover_shadow_box_shadow_position='false' eael_ext_content_protection_submit_button_color='false' eael_ext_content_protection_submit_button_bg_color='false' eael_ext_content_protection_submit_button_border_border='false' eael_ext_content_protection_submit_button_border_width='false' eael_ext_content_protection_submit_button_border_color='false' eael_ext_content_protection_submit_button_box_shadow_box_shadow_type='false' eael_ext_content_protection_submit_button_box_shadow_box_shadow='false' eael_ext_content_protection_submit_button_box_shadow_box_shadow_position='false' eael_ext_content_protection_submit_button_hover_text_color='false' eael_ext_content_protection_submit_button_hover_bg_color='false' eael_ext_content_protection_submit_button_hover_border_border='false' eael_ext_content_protection_submit_button_hover_border_width='false' eael_ext_content_protection_submit_button_hover_border_color='false' eael_ext_content_protection_submit_button_hover_box_shadow_box_shadow_type='false' eael_ext_content_protection_submit_button_hover_box_shadow_box_shadow='false' eael_ext_content_protection_submit_button_hover_box_shadow_box_shadow_position='false' pp_display_conditions_enable='false' pp_display_conditions_output='false' pp_display_conditions_relation='false' pp_wrapper_link_enable='false' pp_wrapper_link='false' pp_custom_cursor_enable='false' pp_custom_cursor_target='false' pp_custom_cursor_css_selector='false' pp_custom_cursor_type='false' pp_custom_cursor_icon='false' pp_custom_cursor_text='false' pp_custom_cursor_left_offset='false' pp_custom_cursor_top_offset='false' pp_custom_cursor_text_typography_typography='false' pp_custom_cursor_text_typography_font_family='false' pp_custom_cursor_text_typography_font_size='false' pp_custom_cursor_text_typography_font_weight='false' pp_custom_cursor_text_typography_text_transform='false' pp_custom_cursor_text_typography_font_style='false' pp_custom_cursor_text_typography_text_decoration='false' pp_custom_cursor_text_typography_line_height='false' pp_custom_cursor_text_typography_letter_spacing='false' pp_custom_cursor_text_typography_word_spacing='false' pp_custom_cursor_text_color='false' pp_custom_cursor_text_bg_background='false' pp_custom_cursor_text_bg_color='false' pp_custom_cursor_text_bg_color_stop='false' pp_custom_cursor_text_bg_color_b='false' pp_custom_cursor_text_bg_color_b_stop='false' pp_custom_cursor_text_bg_gradient_type='false' pp_custom_cursor_text_bg_gradient_angle='false' pp_custom_cursor_text_bg_gradient_position='false' pp_custom_cursor_text_bg_position='false' pp_custom_cursor_text_bg_xpos='false' pp_custom_cursor_text_bg_ypos='false' pp_custom_cursor_text_bg_attachment='false' pp_custom_cursor_text_bg_repeat='false' pp_custom_cursor_text_bg_size='false' pp_custom_cursor_text_bg_bg_width='false' pp_custom_cursor_text_bg_video_link='false' pp_custom_cursor_text_bg_video_start='false' pp_custom_cursor_text_bg_video_end='false' pp_custom_cursor_text_bg_play_once='false' pp_custom_cursor_text_bg_play_on_mobile='false' pp_custom_cursor_text_bg_privacy_mode='false' pp_custom_cursor_text_bg_video_fallback='false' pp_custom_cursor_text_bg_slideshow_gallery='false' pp_custom_cursor_text_bg_slideshow_loop='false' pp_custom_cursor_text_bg_slideshow_slide_duration='false' pp_custom_cursor_text_bg_slideshow_slide_transition='false' pp_custom_cursor_text_bg_slideshow_transition_duration='false' pp_custom_cursor_text_bg_slideshow_background_size='false' pp_custom_cursor_text_bg_slideshow_background_position='false' pp_custom_cursor_text_bg_slideshow_lazyload='false' pp_custom_cursor_text_bg_slideshow_ken_burns='false' pp_custom_cursor_text_bg_slideshow_ken_burns_zoom_direction='false' pp_custom_cursor_text_border_border='false' pp_custom_cursor_text_border_width='false' pp_custom_cursor_text_border_color='false' pp_custom_cursor_text_border_radius='false' pp_custom_cursor_text_padding='false' pp_elements_tooltip_enable='false' pp_elements_tooltip_target='false' pp_elements_tooltip_selector='false' pp_elements_tooltip_trigger='false' pp_elements_tooltip_position='false' pp_elements_tooltip_arrow='false' pp_elements_tooltip_animation='false' pp_elements_tooltip_distance='false' pp_elements_tooltip_zindex='false' pp_elements_tooltip_bg_color='false' pp_elements_tooltip_color='false' pp_elements_tooltip_typography_typography='false' pp_elements_tooltip_typography_font_family='false' pp_elements_tooltip_typography_font_size='false' pp_elements_tooltip_typography_font_weight='false' pp_elements_tooltip_typography_text_transform='false' pp_elements_tooltip_typography_font_style='false' pp_elements_tooltip_typography_text_decoration='false' pp_elements_tooltip_typography_line_height='false' pp_elements_tooltip_typography_letter_spacing='false' pp_elements_tooltip_typography_word_spacing='false' pp_elements_tooltip_box_shadow_box_shadow_type='false' pp_elements_tooltip_box_shadow_box_shadow='false' pp_elements_tooltip_box_shadow_box_shadow_position='false' pp_elements_tooltip_border_border='false' pp_elements_tooltip_border_width='false' pp_elements_tooltip_border_color='false' pp_elements_tooltip_border_radius='false' pp_elements_tooltip_padding='false' pp_elements_tooltip_width='false' motion_fx_motion_fx_scrolling='false' motion_fx_translateY_effect='false' motion_fx_translateY_direction='false' motion_fx_translateY_speed='false' motion_fx_translateY_affectedRange='false' motion_fx_translateX_effect='false' motion_fx_translateX_direction='false' 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_background_hover_slideshow_background_position='false' _background_hover_slideshow_lazyload='false' _background_hover_slideshow_ken_burns='false' _background_hover_slideshow_ken_burns_zoom_direction='false' _border_border='false' _border_width='false' _border_color='false' _box_shadow_box_shadow_type='false' _box_shadow_box_shadow='false' _box_shadow_box_shadow_position='false' _border_hover_border='false' _border_hover_width='false' _border_hover_color='false' _box_shadow_hover_box_shadow_type='false' _box_shadow_hover_box_shadow='false' _box_shadow_hover_box_shadow_position='false' _mask_switch='false' _mask_shape='false' _mask_image='false' _mask_notice='false' _mask_size='false' _mask_size_scale='false' _mask_position='false' _mask_position_x='false' _mask_position_y='false' _mask_repeat='false' hide_desktop='false' hide_tablet='false' hide_mobile='false' _attributes='false' custom_css='false']https://www.youtube.com/watch?v=nT-4Fb-5S3Q[/embedpress]

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