June 13, 2024

Episode #148: Lora Moore – ALO Property Group

Lora Moore was born and raised in Lafayette, Indiana, and has lived in Carmel for 8 years now with her daughter, Kinley. The rest of Lora’s family is spread across the country between California, Indiana, and North Carolina.

The wide reach of her past professional experiences—as the owner of a small-town insurance agency, an HR consultant across the Midwest, a short stint in Corporate America, and keeping a multi-location salon and barbershop organization afloat during COVID and growing again through recovery—all lend themselves nicely to the consultative and mindful approach she practices today.

Lora now serves as the Executive Managing Director at ALO Property Group, an Indianapolis-based and locally owned full-service commercial real estate firm. With a specialization in corporate real estate acquisitions, dispositions, and commercial leasing, she brings a wealth of expertise to her role. Dedicated to empowering small to mid-market business owners, she focuses on fostering leadership development, driving economic growth, and implementing strategic initiatives.

Beyond her professional endeavors, Lora is deeply committed to community involvement and philanthropy. She proudly serves on the Board of Directors for Damar Services, where she contributes her time and expertise to support their mission of empowering individuals with developmental and behavioral challenges. Lora also serves on the Indiana Donor Network’s Foundation Board.

In addition to her board service, Lora plays a pivotal role in organizing and managing the annual Brian Bondus Memorial Golf Outing with her team at ALO. This event, held in memory of Brian Bondus, a former teammate and coworker who was an organ donor, honors his legacy and raises funds for the Indiana Donor Network.

In honor of the fellow business owners in your life that had an impact on you
becoming the person you are today, let’s celebrate them. Click this link to apply to be on our podcast to recognize those people: https://www.BeMADTogether.com

Transcript

Intro: You’re listening to the Self Made is a Myth, Make A Difference Together show with your host coach Tim Campsall where we talk with successful business owners to hear the stories of their journeys in building their successful businesses. And more importantly, we recognize the folks who helped us get here.

because we know that achieving business success is not something we can do on our own.

Coach Tim Campsall: Hello, everyone. This is coach Tim Campsall, and I’m excited to have a fellow business owner from Indiana with us today. Something unique about my guest is that she has 17 years of studio ballet training and once won Montgomery County’s Dancing with the Stars. That’s pretty cool. We’re going to ask her a little bit more about that in her downtime.

She loves to walk through her neighborhood with her daughter. And learn what’s going on in her daughter’s life, she’s most proud of the example that she is setting for her 12-year-old daughter again, we’re gonna ask her to elaborate on that a little bit It is my pleasure to welcome Lora to the show today.

Hi Lora.

Lora Moore: Hi. Good morning. Tim. Thanks for having me

Coach Tim Campsall: Absolutely. I am looking forward to hearing your story. So let’s start with having you introduce yourself, tell us your full name and a little bit of your personal story, like where you were born and live about your family, and such.

Lora Moore: Sure. Sure. So Lora Moore, I am currently residing in Carmel, Indiana, but I was born and raised in Lafayette, spent some time between Lafayette and Crawfordsville.

I’m a product of a split household. Lived the first 12 years with my mom in Crawfordsville and after that in Lafayette with my dad ended up migrating south over time and wound up in Carmel about eight years ago, a single mom. And the reason I ended up in Carmel was honestly, I was looking for a safe area to raise my daughter, really good schools, and good job opportunities.

I had a non-compete in place at the time, a 50-mile radius. I looked at what Jim Brainerd was doing in and around the area and I just fell in love with his just leadership and what he was doing in Carmel. And I was like, this is where I’m going to head. And it’s been great. I’ve done a lot since I’ve been here and really just love it and wouldn’t dream of being anywhere else.

Coach Tim Campsall: Fantastic. What’s your daughter’s name? If you, if that’s okay to share.

Lora Moore: Oh, no, of course. Her name is Kinley and she just turned 12 in May.

Coach Tim Campsall: And you get to connect with her on walks and she tells you stuff she wouldn’t normally, that’s pretty cool.

Lora Moore: Yeah you know, kids at that age, we have a season we shut ourselves away in our rooms. Getting out, moving our bodies, and getting some sunlight is always nice to do just to stay active.

But I find that when we’re doing that together, she opens up and I hear about what’s going on in life. Whereas I may not have otherwise heard that at the dinner table or in those types of environments. So it’s fun. We do it every night and I always look forward to it. It’s the highlight of my day.

Coach Tim Campsall: Yeah. It’s a special time for sure. So tell us about dancing with the stars.

Lora Moore: Yeah. Yeah. So as I mentioned I spent some time in Crawfordsville and actually was married to my daughter’s father at the time we had an insurance agency there and they put on in Montgomery County, dancing with the stars competition and I was one of the local, I guess you could say celebrities, although I had some dance training and background. So a little bit of an edge had a fantastic time. My partner Jade was a dance instructor and we did a really fun number. It’s out there on the internet somewhere, but it was great.

A lot of training, a lot of training. I forgot over the years how hard dance was on my body, but we had a really great time and raised a lot of money for a good cause.

Coach Tim Campsall: Fantastic. So hey speaking of funny stories, is there a story that your family likes to tell about you that you’re willing to share with us today?

Lora Moore: Sure. So as I mentioned, a split household. So my family, through my dad, we were like the Brady Bunch on steroids. And so when I grew up and was going to my dad’s house every other weekend he was at the time married to someone who had three boys and then he had two boys. So I grew up with five brothers and yeah, I was the only girl who learned to hike and wade through creeks and all that.

But one thing that they did pretty often that we still laugh about today is they would gang up on me. All of them, they, pick me up. I was this long lanky thing and always joked and threatened to give me swirlies. And would be, I love you. I love you. I love you. Please don’t, they never really did it, but, they laugh even to this day about that.

And yeah, so that’s the running joke in the family. But look, it was a character-building experience.

Coach Tim Campsall: Yes. Tell us about how the business came about. I know you’ve had some different business ownership experiences and more importantly, at what point did you have the confidence that you could run your own business?

Lora Moore: So good question and you’re right. I have had a couple of different opportunities throughout my professional existence, right? The first of those being the insurance agency with my daughter’s father. He still has that agency. He runs it very well. Has been very successful since we went our separate ways.

And that’s really where I cut my teeth in terms of what I was capable of doing. And I would say he’s played a pivotal role in my professional kind of upbringing. Then, ran a salon and barbershop organization as well, and didn’t necessarily have an ownership stake in that, but conducted business that way in terms of Alo, which is where I am now.

For those of you who don’t know, I’m the executive managing director at Alo Property Group. We are a locally owned full-service commercial real estate firm. We’re located at 91st and Meridian in Indianapolis. And our owner is Ralph Balber. He’s actually my business partner and he would tell you that I’m his succession plan, right?

I would say my story in terms of how I got here is really interesting and we can dive into that later. But Ralph effectively took a chance on me about four years ago. And we came to find out pretty quickly that I had a nap for getting the team’s buy-in. I think just me in general, anytime I go into an organization, no matter what position or role I play or take on in that organization, I tend to get in the weeds.

I’m a disruptor. I’ll turn things inside out. And my friend, Scott Jared, which Tim you’ve interviewed Scott, actually. Yeah. He mentions being unemployable. I tend to find that I am unemployable because I just get in and I poke holes in everything Not because things aren’t running well But because I can see around corners and I know that they can run better. And I think just by doing that it’s like a rinse and repeat thing every organization i’m in being able to see that. When I step away from an organization and look, turning around, looking in the rear view mirror and saying, wow, we left that in better shape than it was when we found it like that over time has really given me confidence to just keep going and raise my hand when the opportunity presents itself, just like it has here at Alo to be the success, the succession plan.

For my predecessor.

Coach Tim Campsall: Yeah, that is awesome. So tell us a little bit more about the company. You’ve said the name a couple of times, but tell everyone again, what do you guys do? How do you help people?

Lora Moore: So full service commercial real estate firm, we have three divisions. We have a brokerage division. So we help clients buy, sell, lease you name it on the commercial real estate side.

We operate in the retail sector, industrial office, and medical. If it’s out there and it’s commercial real estate, we are in it for sure. We have an investment in a real estate investment arm as well. We have a development division, which is, it’s newer, but it’s launched within the last 18 months. So I’m really excited to see its growth.

That’s led by Brad Balver, who is actually Ralph’s son. Brad came down from Chicago. He was at WeWork for a while. He’s brilliant. Really gets it very entrenched in the community. Leans on resources and mentors. So really happy with the direction he’s taking that division. And then we have a property management division as well.

So basically if you’re a building owner, we can run the full spectrum. If you want mailbox money, no problem. We will collect rents, we’ll manage utilities, manage maintenance contracts, et cetera. You can sit back and relax. And we’ll take care of all of it for you. We’ve got a couple million square feet in our portfolio today bringing on more as the weeks go on.

And that’s probably our fastest growing division at this point in time, but I do oversee all three divisions and I love Coming into work every day in the firm, we’ve got a really strong culture. I think it’s what truly sets us apart. We’ve got, this abundance mentality. I think you’ll hear that from anyone in the C-suite over and over again.

It’s really what it takes to survive today, especially in this climate. But our team is all in. They all touch every division. We don’t really pigeonhole anyone really strong culture here really proud of what we’re doing.

Coach Tim Campsall: It’s fantastic. Hey Lora, tell us about us a situation or a story where you know, someone pushed you or inspired you that you could do it Even though maybe you didn’t know that you could and the impact that person had.

Lora Moore: Yeah. Gosh, there are so many I probably want to lean on Ralph a little bit when I answer this question. It’s a good question. And there are so many opportunities, right? We experience this all the time, but I was in a salon organization during COVID. I was a financial controller. We had, we were in a scenario where we had about 50 plus employees and it was a W2 organization, which is unusual for salons and barbershops and COVID hit.

And there was a mandatory shutdown and. I had to furlough leadership team. This was the largest privately held, so on organization in the state, 40 years old and had to make that call. And it was pretty tough. And what I realized was I was in a pretty volatile industry and we were pretty susceptible to the unknowns.

And I decided it was probably best for me to take my eggs out of that basket. I left a couple in there. I was still doing the financial controlling piece on the side, but I went to all my friends who were older, wiser, and more successful than me. And Ralph was one of the last people I met with.

And I said, Ralph, I’m concerned that the industry I’m in is a bit too volatile for the consistency and stability I need in my life. And I don’t really know that at the age of, 35, I want to go back to school and start all over again. What would you do if you were me? Ralph and I were friends and he said, Laura, you’ve got so much experience.

Like you’ve run other people’s organizations over and over again. Like you’ve been playing with everyone else’s money for so long. There’s no way you can fail. Like you’ve signed the leases, you’ve rented the space. You’ve stayed up at night worrying about payroll, whether or not it was going to cover.

He’s you’ve done all of that. And those are the people we serve. He said, this is a male dominated industry, by the way, you would be crazy. Not to come into commercial real estate. You’re going to start making nothing. But he said, you’ll be more successful than you ever believe you should be. And in terms of the financial side of things and.

It was really interesting for me because I have always looked up to Ralph. He’s so successful, so respected in the community. He’s been at this for, almost 30 years, not to age him. He would be so mad if you were here right now. I’m kidding. But really respected guy. And to have someone like that, look at me and say, Hey, you’ve got no experience.

Come on, like you’re going to do incredible work in this industry. That was really, that was a big moment for me. It was really impactful. And, I went home and I chewed on it for a minute. And I talked to one of my friends, Andy Smith, he’s a teacher down in Bloomington. And I had a couple of options on the table and I said, Andy, gosh, I just, I don’t know what to do, but what Ralph said.

Really resonated with me. It was really impactful and it made, it empowered me and scared me equal parts. And he said I think you know what to do. And he said, the thing that scares you most is where the greatest reward is. And he’s run as fast as you can. So I sprinted right, towards what scared me the most. And Ralph. I’m a words of affirmation individual that’s like my love language and my professional love language as well. And, everyday Ralph was like, you can do this, you can do this, you can do this is easy, you’ve done this a million times and he just really coached me up and, came in as his assistant.

Now I run his firm. I’m a succession plan. The rest is history. So I’m really grateful for that conversation and just also having the courage to ask for guidance.

Coach Tim Campsall: Yeah. What a great story. That’s easy to have some key people that helps you to be able to bounce some ideas off of and give you that, that encouragement and guidance.

In a similar vein, in multiple experiences of running business and owning business, what’s been your biggest learning as a business owner?

Lora Moore: I think. The importance of adaptability and resilience, right? When I was in the salon world the owner, he always said the only constant is change and boy, was he right?

No we didn’t know how significant that change was going to be. I’m obviously referring to COVID, which we’re all still traumatized from, but. No, I think just being able to adapt, being resilient. Like we as leaders in the C suite, we’re the thermostat for the organization and for our team, sales leaders are the thermostat.

If something’s going sideways, we can kick like crazy under the surface, but we’ve got to really maintain that calm. In front of our teams. And I think just being able to say, Hey, yeah, this feels tough right now, but you know what? Remember pressure’s a privilege. We’re going to get through this. We’ve been through worse before we survived yesterday.

We’re here today. Let’s keep going. I would say that’s probably been. My biggest lesson so far.

Coach Tim Campsall: It’s such a big important aspect because the whole idea of two steps forward, one step back, it’s real, there is a little bit of a rollercoaster ride in managing businesses, even outside of COVID, just the normal stuff that comes up and yeah, having that. That resilience to use your word the one the word I use with our clients is persistence, right? They continue to push through and realize that. Yep. It’s a roller coaster but at the end of the day, we’re going to get through this and we’re all going to be okay And sometimes it doesn’t feel like that in the moment, right?

Having that confidence and the right mindset is so key to success. Thank you for sharing that.

Lora Moore: Yeah, Thank you

Coach Tim Campsall:  I think you’ll appreciate this one too because you’ve alluded to it already. Business success doesn’t happen in isolation. You’ve talked about your C-suite team.

So tell us about one of your biggest challenges during the years and maybe someone who. A colleague or a fellow business owner who came alongside you and helped you through that

Lora Moore: So what a lot of people don’t know about me is I do not have a formal post-secondary education I don’t have a degree a college degree and I’m a millennial.

I’m 39 years old and I’ve grown up in a time where that was really important. That was almost critical in terms of You know, your path professionally, it was required to get so many opportunities in terms of careers or jobs. And times are changing. We’re seeing a shift in enrollment of college and post secondary education.

Now I don’t want to discount that at all, by the way, I think it’s really important and it’s an experience. If I could press rewind and go back, I would do it a hundred percent. The cards were just not dealt to me in that manner, and I’ve been fortunate enough again to cut my teeth running other people’s businesses, which I’ve learned some things that you can’t learn in school, but yeah, I would say for me had a lot of imposter syndrome as a result of not having that degree.

And I met someone by the name of Thaddeus Rex. He runs I TEAM and Thaddeus invited me to participate in one of the CEO peer groups. It was an all-women’s CEO group. I loved it so much. And, Thaddeus is really great because he would call and he would have these one-on-one conversations Like everyone in it, by the way, I don’t know how that guy has to do anything other than just be on the phone.

He’s so wonderful and I’m really grateful for his friendship and his mentorship, he would call and he would say, Hey, Laura what’s on your mind? What are you struggling with right now? Or what feels Maybe like a bit of an obstacle. And I would tell him, look, I think I’ve got this imposter syndrome thing going on.

I don’t have a college degree. It just feels icky to me. And he ended up, you mentioned mindset earlier, Tim, he ended up convincing me to really just shift my mindset. He said, Laura, you need to remember you have run business after business. And unanimously you have left them all in a better position.

 They were when you found them. And I agree. I was like, yeah, no, you’re right. He said, I think you need to lead with the fact that you don’t have a degree. He’s thinking about how many people you can impact. Ralph’s daughter, Dylan, she works for an organization, a nonprofit called Suit Up. And I was fortunate enough to speak on a panel to all these inner city kids who.

If you look at the way they’ve been brought up, their families may not have the means by which to send them to post-secondary education or college, and it’s been nice for me, both through the advice Thaddeus has given me, but also to be able to use a panel like that as a platform and speak to these kids and say, hey, look, I grew up going to food auctions.

My mom used to clean my ballet studio just so I could take lessons. And I don’t have a college degree but that hasn’t stopped me. It takes bravery and courage to just keep going. Like you’re the only obstacle is as long as you put your mind to it, you can absolutely. Achieve anything it is you want to.

Now, obviously, I’m not going to go try to be a brain surgeon with technical training, but yeah, I’m really, I’m indebted to Thaddeus and just him talking me off the ledge so many times and I’ve gotten through that and I’m more confident now than I’ve ever been. And I’m just really grateful for the opportunity that I team provided me through his friendship.

Coach Tim Campsall: That is awesome. Yeah, the imposter syndrome is real. All right. I’ve met with hundreds of business owners and everybody has their own version of what’s holding them back or their self-limiting beliefs. And I’ve been in a mindset program for about three years now and it’s life changing when you realize that we have all of these.

Self-limiting beliefs in that we can control them, right? We can change them to your, to the point you shared. Success in life and business is 90 percent of what we think and feel and believe. And when we can adjust those thoughts, the, to your point, the sky’s the limit. That’s awesome. Thank you so much for sharing.

Lora, I’m going to put you on the spot here a little bit and ask you to pick three people in your business journey who you’re most grateful for them being there for the business’s growth. Who are those three people and how they help you?

Lora Moore: I think it goes without saying, Ralph Balber, again, the owner of Alo and a friend before that.

Ralph just taking a chance on me. Get up every day and I’m really excited. To come into the office and be with the team. He’s worked so hard to create this culture. That’s look, it’s just unmatched. I don’t care what anyone says. What we have is really unique here. And we’re very careful about who we allow into our organization and our firm, because there’s an impact good, bad, or indifferent.

So I’m really grateful for Ralph. He’s been just amazing to me and to my family. Just. Taking a chance on me. Secondly, I would say I would say, my daughter’s father, Derek Clore has Clore Insurance group, and look, we haven’t always been best friends, but we are each other’s biggest cheerleaders today.

And we do that for our daughter, but because we were so much alike. We were in business together for almost a decade. He taught me so much just about how to be a professional and when to toughen up and, I owe a lot to him. I talked to him almost daily about life and business.

And I refer business to him. He does the same to me. And so really good partnership there. And I’m just really thankful for that time in my life and how that molded me professionally. And then I, I would also say Gary Perel, he’s our retail president here at Alo, and he’s a very process-oriented, very black-and-white tough guy in a great way.

And Gary is actually how I met Thaddeus. Gary was at an event with Thaddeus. Thaddeus was asking about, high performing female C suite. Executives and Gary said my name in a room full of people when I wasn’t there. And that means a lot to me. And a tough, he’s a tough one to crack.

So the fact that, yeah, the fact that I was top of mind for him means a lot. And that’s done a lot for my confidence as well. So I would say, yeah, those three have been big for me.

Coach Tim Campsall: Wonderful. And let’s shift gears a little bit here and think about the future. So thinking through the next one to three years, what’s the number one priority or the biggest challenge that you see in terms of hitting your goals?

Lora Moore: Look I think what so many business owners fail to keep top of mind, not on purpose, right? It is just continuity and succession planning. Those are big pieces to the puzzle. And what I’m doing right now for the next, I really, I would say for the next two years is really focusing on that continuity aspect of things.

We’ve got Ralph who Is our owner. We’ve got Gary who’s running retail as our president there. We’ve got Seth Kimmerling running property management. But what I’ve worked to do is really build out strong teams in each of our divisions to make sure that if. Something chaotic would happen and unforeseen, right?

That we can continue to operate business as usual and making sure that we have strong SOPs and doing all that nitty gritty stuff that’s required that nobody wants to do because frankly, I wouldn’t say that it generates revenue but there’s a cost to not being prepared. And I think that while so many of us are great at running our businesses, we’re not always planning for those chaotic moments, right?

Again, the only constant is change. Gotta be ready for that. And then succession planning, I don’t want Ralph to work forever. He doesn’t want to work forever. I want to put him in the best position financially possible so he can retire and dabble in this if he wants to. And a part of that is making sure that we mitigate risk on the day to day and that he’s set up.

And that’s probably more of a three to five year focus for me, but those two points are really important for us right now.

Coach Tim Campsall: The processes and SOPs and the structure there, it’s so important. Not only because of the efficiencies and effectiveness that comes of, when everybody does it the same way, the right way, there’s a lot more, there is actually revenue producing opportunities from that in terms of freeing up time, but it also fast tracks onboarding. Right when we have the documents there to train people on and one of the things I hear so often is, hey, nobody can do the job as well as me. And then I asked more questions like how long have you been doing this?

Oh, 30 years. How long was your training? They shattered me for 2 weeks. I’m like does it make sense that in two weeks you can’t transfer 30 years of information, right? Do you have a process? Do you have it documented? Do you have it written out that they can go and refer to when they forget?

No. Yeah. Yes.

Lora Moore: Yeah.

Coach Tim Campsall: It doesn’t feel like it’s revenue producing, but it’s, it absolutely is. And then succession planning too, right? If a key member of the team leaves. And if there’s no processes written out and they take all that head knowledge with them, we’re in a very unfortunate situation versus is if everything is documented, right?

Somebody can be onboarded and learn their way through being able to. To replicate those activities. So

Lora Moore: yeah I’ve learned that the hard way a few times, right? You’ve got to reinvent the wheel at that point. It’s very costly. And sometimes, bumping your head, stubbing your toe is, it’s a good lesson, right?

It’s not one that I want to have to learn again and again. So we’re really focused on making sure that we have those processes in place. So we don’t run into that.

Coach Tim Campsall: Good for you. Awesome. Last question. Jim Rohn great business guru His famous quotes is that we become the average of the five people that we spend the most time with so Lora as you think about that quote what advice would you have for other business owners who are not?

Searching out for help or not asking other people’s opinions Like they’re just doing it figuring that they need to do it on their own

Lora Moore: well, I’m going to use my experience in the salon world as an example If you look at a hairstylist who goes into a salon lofts, which is a great brand, by the way, I’m not saying anything disparaging about them.

But they go into this environment where it’s just them. They’re in a small space. They’re alone, right? They’re running their business and doing their thing, but they’re not growing. If you are in an open-concept salon, much like the one I worked out for a number of years Not doing hair again. I was behind the scenes person, but what I can tell you is you’re around all of these creatives, right?

You’re picking up, whether you know it or not, you’re picking up techniques. You’re being creatively stimulated by the environment in which you operate. It’s no different in this type of business, right? If we’re behind a desk or behind a styling chair, it’s no different. It’s applicable across the board.

If you. Are alone, you don’t know what else is out there, right? Like you’ve got your goals but then what maybe if you have a conversation with someone much wiser, more successful than you, gosh, maybe you’ll find out that they set some goals that were also achievable in terms of what you’re capable of doing.

And then you’ve broadened the opportunity for growth. And I, every new broker that comes into our organization or any sales executive or account rep I’ve ever coached. I’ve always said, humble yourself. You are not the smartest person in the room every time. And even if you are, there are breadcrumbs you can pick up from someone else and apply them to your processes.

Go find the smartest person in the room. Every opportunity you have. Soak up the opportunity. With every bit of knowledge you can ask questions, ask the how, ask the why, ask the when you’re going to get something out of it. Take away something from every conversation you have. You will not be sorry. Look, you just got to expose yourself.

Period. And not do it alone. You’re not the only expert.

Coach Tim Campsall: I love the breadcrumb analogy. One of the concepts we talk about is I know right. That’s it’s that I’m in a conversation and I feel like I am the smartest person in the room and I already know everything that’s being said and we actually shut off the conversation.

Our subconscious from listening and paying attention. The breadcrumb is there’s always going to be something in that conversation that is, is beneficial. In fact, the breadcrumb might be the answer to a challenge that we’ve been working on. And so instead of, I know we, we teach the term, isn’t that interesting to get that open perspective, that open mind of, Hey, you know what, I may know 80 or 90 percent of this conversation, but I’m actually intentionally seeking the breadcrumb.

What’s that one thing I can learn from this interaction. That’s going to help me be a better version of myself.

Lora Moore: I love it. Yeah, I’m 100 percent aligned with you on that.

Coach Tim Campsall: Lora, it sounds like you’ve been blessed with some incredible people in your journey. If they were all here on the show today, what would you want to say to them?

Lora Moore: I would hope it would be obvious that I would want to thank them. And look I just, I haven’t always been easy. I’ve asked a lot of questions. I’m a person who back in the day was really set in my ways, but I appreciate all the Molding and the shaping and you know being tough clay to mold on a potter’s wheel, right?

I’m just really thankful for the patience and persistence of those individuals. Really grateful really blessed very fortunate and there’s not a day that I Wake up where I don’t think about that. It’s not lost on me. That’s for sure.

Coach Tim Campsall: That’s awesome Thank you for sharing Lora.

It’s been a pleasure speaking with you today. Thanks so much for being on the show

Lora Moore: Oh, thank you so much for having me. This has been wonderful. I appreciate our time together.

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