Real Estate Wholesaling: The Complete Guide for Investors
Real estate wholesaling is one of the most talked-about strategies in the investing world—and also one of the most misunderstood. If you’ve spent any time researching how to get started in real estate, you’ve probably come across countless articles and courses promising that wholesaling is the ultimate “no money down” path to riches.
Here’s the thing: most of that content is misleading.
I’m Gabe Petersen, and I’ve been investing in real estate for years. I’ve bought self-storage facilities, mobile home parks, RV parks, and single-family homes. I’ve also wholesaled deals when the situation called for it. And that distinction—when the situation called for it—is exactly what I want to talk about in this guide.
Real estate wholesaling can be a legitimate and useful tool in your investing toolkit. But the way it’s commonly taught and practiced? That’s where I have some concerns. In this post, I’m going to give you the complete picture of wholesaling: what it is, how it works, when it makes sense, and why I believe it should be treated as a tool rather than a standalone business model.
Let’s get into it.
What Is Real Estate Wholesaling?
Real estate wholesaling is a strategy where an investor gets a property under contract with a seller and then assigns that contract to another buyer for a fee. The wholesaler never actually purchases or owns the property. Instead, they’re essentially acting as a middleman, connecting motivated sellers with end buyers (usually other investors).
Here’s how the basic transaction works:
- You find a property owner who wants to sell—often someone in a distressed situation who needs to sell quickly
- You negotiate a purchase price and get the property under contract
- You find an end buyer (typically a house flipper or buy-and-hold investor) willing to pay more than your contract price
- You assign the contract to the end buyer and collect the difference as your fee, often called an “assignment fee”
For example, let’s say you get a property under contract for $150,000. You then find an investor who’s willing to pay $170,000 for the same property. You assign your contract to them, and you pocket the $20,000 difference.
On paper, it sounds straightforward. And mechanically, it is. But there’s more nuance to wholesaling than most people realize.
If you’re interested in doing this remotely, I’ve also written a detailed guide on virtual wholesaling with no money that covers how to wholesale properties in markets you’ve never even visited.
How Does Wholesaling Differ From House Flipping?
People often confuse wholesaling with house flipping, but they’re fundamentally different strategies.
When you flip a house, you actually purchase the property. You take on the risk of ownership, you fund the renovation, and you sell the finished product to a retail buyer. Flipping requires capital, carrying costs, construction knowledge, and the ability to manage a rehab project.
According to ATTOM’s 2024 Year-End Home Flipping Report, 297,885 single-family homes and condos were flipped in the United States in 2024—down 7.7% from 2023 and 32.4% from the 2022 peak of nearly 441,000 flips. The typical flipped home in 2024 generated a gross profit of $72,000 on a median purchase price of $243,000, representing about a 30% return on investment before expenses.
Wholesaling, on the other hand, involves none of that. You never own the property. You never touch a hammer. You’re simply transferring your contractual right to purchase the property to someone else.
The upside of wholesaling is that it requires very little capital—often just the earnest money deposit. The downside is that your profit potential is limited to the assignment fee, which is typically much smaller than the profit margin on a successful flip.
Think of it this way: flippers make money by adding value to a property through renovation. Wholesalers make money by adding value to a transaction through deal sourcing and connecting parties.
If you want to learn more about house flipping, check out my list of the best podcasts to learn house flipping.
The Two Methods of Closing a Wholesale Deal
When you wholesale a property, you have two primary options for structuring the transaction: assignment of contract and double closing.
Assignment of Contract
This is the most common method and the simplest. You literally assign your purchase contract to the end buyer. The buyer steps into your shoes, closes directly with the seller, and you receive your assignment fee at closing.
The advantage here is simplicity. There’s only one closing, and you don’t need any capital beyond your initial earnest money deposit.
The disadvantage is transparency. In an assignment, everyone can see how much you’re making. The seller sees the final sale price, and the buyer sees what you had it under contract for. Some sellers get upset when they realize how much the wholesaler is making, especially if they feel they sold too cheaply.
Double Closing
In a double closing, you actually close on the property twice on the same day (or within a few days). First, you close with the seller and take title to the property. Then, you immediately close with your end buyer and transfer the property to them.
The advantage is privacy. Neither the seller nor the buyer knows exactly how much you’re making. The seller only sees their sale price, and the buyer only sees their purchase price.
The disadvantage is complexity and cost. You need transactional funding to complete the first closing (essentially a very short-term loan), and you’re paying closing costs twice. These additional costs eat into your profit margin.
My Personal Experience With Wholesaling
I want to share a specific story that illustrates why I view wholesaling as a tool rather than a business model.
Early in my real estate career, I found a mobile home park in Montesano, Washington. We got it under contract at what we knew was a good price—the numbers made sense, and we wanted to buy it.
The problem? I didn’t have the funds for the down payment. I was just getting started and hadn’t yet figured out how to raise capital from private investors. (If you’re in that situation, I’ve written about how to raise capital without cold calling.) The deal was solid, but I couldn’t close it.
A lot of new investors would have just let the deal die at that point. They’d walk away, lose their earnest money, and chalk it up as a learning experience.
But we knew we had a good deal on our hands. So instead of letting it fall apart, we decided to find another buyer. We reached out to our network, found an investor who had the capital and was interested in mobile home parks, and assigned the contract to them.
We made a decent assignment fee, and more importantly, we saved the deal from dying. The seller got their property sold, the end buyer got a good investment, and we got compensated for the work we put in.
That experience shaped how I think about wholesaling. It wasn’t my Plan A. My Plan A was to buy and hold that mobile home park. (I eventually did get into mobile home parks—you can read about mobile home park investing strategies if you’re interested in that asset class.) Wholesaling was my Plan B—my escape hatch when Plan A didn’t work out.
And that’s exactly how I think wholesaling should be used.
Why I Don’t Recommend Wholesaling as a Primary Business
Here’s where I might lose some of you. If you’ve been consuming real estate content online, you’ve probably seen plenty of people building seven-figure wholesaling businesses. There are entire courses, coaching programs, and communities dedicated to wholesaling as a full-time career.
I’m not saying those businesses don’t exist. They do. And I’m not saying you can’t make money wholesaling full-time. You can.
But I don’t recommend it. Here’s why.
The Transparency Problem
When you wholesale as a business, your entire model depends on finding properties at prices low enough to allow room for your assignment fee AND still leave enough meat on the bone for your end buyer to make money.
That means you’re constantly negotiating sellers down to the lowest possible price. And often, you’re dealing with people in distressed situations—facing foreclosure, going through divorce, dealing with inherited properties (see my guide on probate real estate investing), or simply struggling financially.
There’s an inherent tension here. The lower you get the property under contract, the more money you make. But the seller is typically someone who doesn’t have the time, energy, or resources to sell their property on the open market for full value.
When you then turn around and flip that contract for a $20,000, $30,000, or even $50,000 fee, it can feel like you’re taking advantage of someone in a tough situation—even if every step of the transaction was technically legal and disclosed.
This is a matter of personal ethics, and I’ll admit it’s somewhat subjective. Some wholesalers argue they’re providing a valuable service to sellers who need quick, hassle-free sales. And that’s true to an extent. But when wholesaling becomes your primary business model, the incentive structure pushes you toward maximizing your fee at the expense of the seller getting fair value for their property.
The Long-Term Wealth Problem
Here’s the other issue: wholesaling doesn’t build long-term wealth.
Every deal you wholesale is a transaction. You get paid once, and then you have to find the next deal. There’s no compounding. There’s no equity building. There’s no passive income stream that grows over time.
Compare that to buy-and-hold investing. When you purchase a rental property or a commercial asset, you’re building equity. You’re benefiting from appreciation. You’re collecting monthly cash flow. Over time, that asset works for you whether you’re actively working or not. (I wrote an entire guide on cash flow and wealth building if you want to dive deeper into this.)
Wholesaling is essentially a job. A potentially high-paying job, but a job nonetheless. If you stop finding deals, your income stops.
Now, I know some people use wholesaling to generate capital that they then reinvest into long-term assets. That’s a reasonable strategy. But most full-time wholesalers I’ve met never make that transition. They get stuck on the hamster wheel, chasing the next deal month after month, without ever building the portfolio that creates real financial freedom.
When Wholesaling Makes Sense
Given everything I’ve just said, you might be wondering: when should you wholesale?
Here’s my framework. Wholesaling makes sense as a backup strategy when you’re actively looking for properties to add to your own portfolio and a specific deal doesn’t work out.
Let me break that down.
If you’re out there marketing for deals, talking to sellers, and analyzing properties, you’re going to come across opportunities that don’t fit your criteria. Maybe the numbers don’t work for your buy-and-hold strategy. Maybe the property type isn’t what you’re looking for. Maybe you’ve already committed your capital to another deal.
In those situations, wholesaling allows you to still create value from the work you’ve done. You found the deal, you negotiated with the seller, and you put it under contract. If you can’t or don’t want to close on it yourself, finding another buyer is a reasonable way to recover your time and effort.
The key difference is transparency and intention. When I wholesale, I’m upfront with the seller. I tell them something like: “This doesn’t quite fit our criteria, but we have another buyer who might be interested. Would you be okay if I brought them into the contract?”
Most sellers are fine with this. They want their property sold, and they don’t particularly care whether I close on it or someone else does, as long as they get the price they agreed to.
This approach feels different—and I would argue is different—from the typical wholesaling model where the entire intent from the start is to flip the contract for a fee.
How to Find Wholesale Deals
If you’re going to use wholesaling as a tool in your investing business, you need to know how to find deals. The good news is that the same marketing strategies that work for finding your own investment properties also work for finding wholesale deals.
Most wholesale deals are off-market properties—deals that aren’t listed on the MLS or marketed publicly. Finding these requires proactive outreach.
Direct Mail
Direct mail remains one of the most effective ways to find motivated sellers. You can target specific lists like absentee owners, pre-foreclosures, probate properties, or high-equity homeowners.
The key to direct mail is consistency. You can’t send one batch of letters and expect results. You need to mail to the same lists repeatedly over time. Most responses come after multiple touches.
Driving for Dollars
This is exactly what it sounds like. You drive through neighborhoods looking for properties that show signs of distress: overgrown lawns, boarded windows, code violations, etc. You then track down the owner and reach out to see if they’re interested in selling.
Driving for dollars is time-intensive, but it can surface deals that aren’t on any list and aren’t being marketed to by other investors.
Online Marketing
Pay-per-click advertising, search engine optimization, and social media marketing can all generate leads from motivated sellers. These strategies typically have higher upfront costs but can scale more easily than direct mail or driving for dollars.
If you’re interested in marketing for real estate deals, our sister company Kaizen Marketing specializes in exactly this—helping investors generate motivated seller leads through digital marketing.
Networking
Never underestimate the power of relationships. Other investors, real estate agents, attorneys, and property managers all encounter potential deals in their day-to-day work. Building a network of people who know you’re looking for properties can generate consistent deal flow.
Analyzing a Wholesale Deal
Finding a deal is only half the battle. You also need to know how to analyze it to determine whether it’s worth pursuing and how much you can offer. Getting this wrong is one of the fastest ways to lose credibility with your buyer’s list and waste months of effort.
Understanding Your End Buyer’s Needs
Before you can properly analyze a deal, you need to understand what your end buyers are looking for. Different types of investors have different requirements.
House flippers typically want properties with significant value-add potential. They’re looking for cosmetic fixer-uppers in desirable neighborhoods where they can force appreciation through renovation. They need enough spread between purchase price and ARV to cover their rehab costs, holding costs, and profit margin.
According to ATTOM’s Q3 2025 Home Flipping Report, the typical flipped home generated a gross profit of $60,000 for a 23.1% return on investment—the lowest ROI since 2008. This means your end buyers need even better deals than they did a few years ago when ROIs were routinely in the 40-60% range. Keep this in mind when analyzing what you can offer sellers.
Buy-and-hold investors care more about cash flow than appreciation. They’re analyzing deals based on rental income relative to the purchase price and repair costs. A property that doesn’t make sense for a flipper might be perfect for a landlord.
BRRRR investors (Buy, Rehab, Rent, Refinance, Repeat) need deals that will appraise well after renovation so they can pull out most or all of their capital through refinancing. They’re looking for properties they can acquire, renovate, and refinance at 75-80% of the new appraised value.
Understanding these different perspectives helps you identify what kinds of deals are worth pursuing and who to market them to.
The ARV Method
The most common approach is to start with the After Repair Value (ARV)—what the property will be worth after renovations. From there, you work backward:
- Determine the ARV by looking at comparable sales
- Estimate the renovation costs
- Subtract your end buyer’s desired profit margin (typically 10-20% of ARV)
- Subtract your assignment fee
- The result is your Maximum Allowable Offer (MAO)
Here’s a simplified example:
- ARV: $300,000
- Renovation costs: $50,000
- Buyer’s profit (15%): $45,000
- Closing costs and holding costs: $15,000
- Your assignment fee: $15,000
- MAO: $175,000
If you can get the property under contract for $175,000 or less, the deal works. If the seller won’t go that low, the numbers don’t work.
Building Your Buyer’s List
You need buyers lined up before you start putting properties under contract. Otherwise, you’ll end up with contracts you can’t move and earnest money you’ll lose.
Start building your buyer’s list by attending local real estate investor meetups, networking in online communities, and reaching out to active flippers and landlords in your market. Ask what they’re looking for: property types, neighborhoods, price ranges, and condition preferences.
When you have a deal that matches a buyer’s criteria, you can move quickly. The faster you can close out a wholesale deal, the better.
Legal Considerations for Wholesaling
Wholesaling is legal in all 50 states, but the regulations vary significantly, and it’s crucial to understand the rules in your specific market.
Licensing Requirements
Some states require a real estate license to wholesale properties, while others don’t. The distinction often comes down to how the transaction is structured and what role you’re playing.
According to FOCUS’s tracking of state wholesaling legislation, six new laws were enacted across five states in 2025 alone: Connecticut, Maryland, North Dakota, Oklahoma, and Tennessee. These laws generally aim to establish clearer rules around licensing requirements, disclosure standards, and property owner rights.
South Carolina has some of the strictest requirements, with House Bill 4754 (2024) defining wholesaling as brokerage activity requiring licensure. Wisconsin’s Act 208, which went into effect in March 2024, requires specific disclosures and gives sellers the right to rescind contracts if wholesalers fail to provide proper disclosures.
Connecticut’s new law (HB 7287/Public Act 25-168), effective July 1, 2026, will require wholesalers to register with the Department of Consumer Protection, give sellers a three-business-day cancellation window, and prohibit closing dates more than 90 days after contract signing.
This is an area where you need to consult with a local real estate attorney. Don’t rely on advice from online gurus who may not understand your state’s specific regulations.
Disclosure Requirements
Many states require wholesalers to disclose their intent to assign the contract. Some require disclosure of the assignment fee. Failing to make required disclosures can expose you to legal liability and regulatory action.
Again, work with a local attorney to understand your disclosure obligations. It’s much cheaper to get proper legal advice upfront than to deal with problems after the fact.
Contract Language
Your purchase contract needs to include language that allows for assignment. A standard residential purchase agreement may not have this language, so you’ll likely need to add an addendum or use a contract specifically designed for wholesale transactions.
Make sure your contract also includes appropriate contingencies to protect you if you can’t find a buyer. You don’t want to be on the hook for a property you can’t close on.
Common Mistakes New Wholesalers Make
If you decide to incorporate wholesaling into your investing strategy, here are the mistakes to avoid. I’ve seen all of these derail deals and damage reputations.
Overestimating ARV
New wholesalers often get overly optimistic about what a property will sell for after repairs. Use conservative comparable sales and don’t assume the end buyer will achieve the highest possible price.
When pulling comps, focus on properties that are genuinely comparable: similar size, similar condition after repairs, similar location, and sold within the last 3-6 months. Don’t cherry-pick the highest sale on the street and assume that’s what the ARV will be.
Underestimating Repairs
Similarly, repair estimates often come in low. If you’re not experienced with renovations, get a contractor to walk the property with you or add a healthy cushion to your estimates.
A good rule of thumb for beginners: whatever you think the repairs will cost, add 20-25%. There are always surprises once walls get opened up, and material and labor costs have a way of exceeding initial estimates.
Not Having Buyers Lined Up
I mentioned this earlier, but it bears repeating. Don’t put a property under contract until you have a reasonable belief that you can find a buyer for it. Building your buyer’s list should come before your marketing to sellers.
A thin buyer’s list leads to panic. You end up either losing deals (and your earnest money) or selling to buyers at prices that don’t make sense just to avoid backing out.
Ignoring Legal Requirements
Wholesaling without understanding your state’s laws is a recipe for trouble. Get proper legal guidance before you do your first deal.
The cost of a consultation with a real estate attorney is minimal compared to the potential liability of doing transactions the wrong way. Some wholesalers have faced lawsuits, regulatory action, and even criminal charges for operating without required licenses or failing to make proper disclosures.
Treating Sellers Poorly
Even if wholesaling is just a backup strategy for you, remember that you’re dealing with real people in often difficult situations. Treat sellers with respect, be honest about your intentions, and don’t use high-pressure tactics to get contracts signed.
Your reputation in this business matters. Real estate is a relationship-based industry, and word gets around. A reputation for treating sellers fairly will serve you far better in the long run than maximizing your fee on any single deal.
Tying Up Deals You Can’t Close
One of the most damaging things you can do is consistently put properties under contract and then fail to close. This hurts sellers who were counting on the sale, damages your reputation with real estate agents and other industry professionals, and can expose you to legal liability.
If you’re not reasonably confident you can find a buyer for a property, don’t put it under contract. And if circumstances change and you realize you can’t close, communicate with the seller immediately and work to find a solution.
Integrating Wholesaling Into Your Investment Strategy
Rather than treating wholesaling as a standalone business, I recommend integrating it into a broader investment strategy. Here’s how that might look in practice.
Start With Your Buy Box
Define what you’re actually looking for in terms of investment properties. What asset types interest you? What markets are you focused on? What price points work for your capital and risk tolerance?
When you’re out there marketing for deals, you’re looking for properties that fit your buy box. You’re not looking to wholesale—you’re looking to buy.
Evaluate Every Deal Against Your Criteria
When a potential deal comes across your desk, the first question should be: does this fit my criteria? Can I buy this property and hold it or execute my intended strategy?
If yes, pursue it as a buyer. Do your due diligence, line up your financing, and work to close the deal.
If no, then and only then should you consider wholesaling it.
Be Transparent With Sellers
When you decide to wholesale rather than buy, communicate this to the seller. Explain that while the deal doesn’t fit your specific criteria, you have relationships with other investors who might be interested.
Most sellers appreciate this honesty. They’d rather have you bring in a qualified buyer than simply walk away from the contract.
Keep Building Your Portfolio
The goal is always to transition deals from wholesale opportunities to owned assets. As you build capital and relationships with lenders and private investors, you’ll be able to close on more and more of the deals you find.
Wholesaling should naturally become a smaller and smaller part of your business over time. If you find yourself wholesaling more deals than you’re buying, it’s time to reassess your strategy and figure out what’s preventing you from closing on deals yourself.
If you’re working a W-2 job while building your real estate business, check out my guide on building real estate wealth while working full-time. It’s absolutely possible to build a portfolio without quitting your day job.
Track Your Metrics
Keep track of how many deals you’re looking at, how many you’re putting under contract, how many you’re closing yourself versus wholesaling, and how many are falling through.
These metrics will tell you a lot about your business. If you’re consistently wholesaling deals you wanted to buy, you need to work on your capital raising or financing. If deals are falling through because you can’t find buyers, you need to build your buyer’s list. If you’re not putting enough deals under contract, you need more marketing.
The Current Market for Wholesaling
Understanding the broader market context helps you set realistic expectations for wholesaling.
According to the National Association of Realtors, existing home sales reached approximately 4 million transactions in 2024—well below the 6.12 million peak in 2021. The median existing home price has stabilized around $400,000-$415,000 nationally, with significant regional variation.
Inventory remains historically low, with NAR reporting approximately 4.2-4.6 months of supply through much of 2026. For context, a balanced market typically has 5-6 months of inventory. This tight inventory creates both challenges and opportunities for wholesalers:
Challenges: Fewer distressed properties, more competition for off-market deals, and sellers who are less motivated because they have other options.
Opportunities: Investors still need deal flow, and those who can source properties others can’t find are valuable. The shortage of affordable homes (the National Low Income Housing Coalition reports a deficit of 7.3 million affordable rental homes for low-income renters) means continued demand for value-add opportunities.
The bottom line: wholesaling is harder than it was during the foreclosure crisis of 2008-2012 when distressed inventory was abundant. But it’s still viable for those who put in the work to find deals.
Frequently Asked Questions About Real Estate Wholesaling
Is real estate wholesaling legal?
Yes, real estate wholesaling is legal in all 50 states. However, regulations vary significantly by state, and the regulatory landscape is evolving. In 2025 alone, five states enacted new wholesaling laws. Some states require a real estate license for certain wholesaling activities, and most have disclosure requirements. Always consult with a local real estate attorney to understand the specific rules in your market.
How much money do you need to start wholesaling?
Wholesaling has a low barrier to entry compared to other real estate strategies. You typically need money for marketing (direct mail, online ads, etc.) and earnest money deposits. Many wholesalers start with a few thousand dollars, though more marketing budget generally means more deal flow.
How much can you make from a wholesale deal?
According to industry data, assignment fees typically range from $5,000 to $20,000 per deal, with experienced wholesalers in competitive markets sometimes earning $30,000 or more on larger transactions. Your profit depends on the spread between your contract price and what you sell it to the end buyer for, and on the property type and market.
Do you need a real estate license to wholesale?
It depends on your state. Some states allow wholesaling without a license if you’re acting as a principal (intending to buy the property yourself). Others, like South Carolina, effectively require a license. Many states are tightening regulations. Check your local requirements and consult with an attorney.
How long does a wholesale deal take to close?
Most wholesale deals close within 30-60 days, though the timeline can vary based on the terms of your contract and how quickly you find an end buyer. Some wholesalers close deals in as little as two weeks if they have active buyers ready to move.
What’s the difference between assignment and double closing?
In an assignment, you transfer your purchase contract directly to the end buyer and collect an assignment fee. In a double closing, you close on the property yourself and then immediately resell it to the end buyer. Double closings offer more privacy but involve additional costs.
Can you wholesale properties to retail buyers?
Technically yes, but it’s much more difficult. Retail buyers typically use traditional financing that doesn’t accommodate wholesale transaction timelines or assignment clauses. Most wholesalers focus on selling to cash buyers or investors.
What types of properties can be wholesaled?
Wholesaling works with virtually any property type: single-family homes, multi-family properties, commercial buildings, land, mobile homes, and mobile home parks. The key is finding a motivated seller and an end buyer who wants that type of asset.
Is wholesaling ethical?
This is where I have a nuanced view. Wholesaling can be ethical when practiced with transparency, honest dealing, and fair treatment of sellers. It becomes problematic when wholesalers use deceptive practices, pressure tactics, or systematically take advantage of sellers in distressed situations. I recommend using wholesaling as a tool rather than a primary business model, and always being upfront with sellers about your intentions.
How do I find buyers for wholesale deals?
Build your buyer’s list by attending local real estate investor meetups, joining online investor communities, reaching out to active flippers and landlords in your market, and asking real estate agents who work with investors. Having a robust buyer’s list is essential before you start putting properties under contract.
Continue Learning About Real Estate Investing
If you found this guide helpful, here are some related resources on our site:
- Best Wholesaling Real Estate Podcasts — Audio education for your commute
- Seller Financing and Creative Deals Guide — Alternative deal structures
- Turnkey Real Estate Investing Guide — A more passive approach
- Best Real Estate Investing Podcast — Our curated list of top shows
Final Thoughts on Real Estate Wholesaling
Real estate wholesaling is a legitimate strategy that can serve a valuable purpose in your investing business. But it’s not the get-rich-quick scheme that many courses and gurus make it out to be.
My recommendation: treat wholesaling as a tool, not a business model. Use it as your Plan B when deals don’t fit your criteria or circumstances prevent you from closing. Be transparent with sellers about what you’re doing. And focus your primary energy on building a portfolio of income-producing assets that will generate long-term wealth.
If you’re serious about building real wealth through real estate, I’d encourage you to join our community. We share deals, tools, and systems that help investors at every level build their portfolios and achieve financial freedom.
Join The Real Estate Investing Club on Skool to connect with other investors, get access to the same documents and systems I use in my own business, and learn from people who are actively doing deals.
Real estate wholesaling might be where you start your journey, but it shouldn’t be where you end it. Use it wisely, practice it ethically, and keep your eye on the bigger prize: building a portfolio that generates passive income for years to come.
Gabe Petersen is the founder of Kaizen Properties and host of The Real Estate Investing Club podcast, where he interviews successful investors across residential and commercial real estate. He specializes in self-storage, mobile home parks, and RV parks.
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