P&C Insurance with Paul Martin | E055

Protecting your business operations from countless risks.

In this episode of Financial Planning for Canadian Business Owners, Jason Pereira, award–winning financial planner, university lecturer, and writer, interviews Paul Martin, President and COO at KRG Insure. As an expert in Property and Casualty insurance, Paul is here to explain what most of us don’t know about the insurance game!

Episode Highlights:

  • 1:15 – Paul Martin introduces himself and what he does.

  • 2:21 – What are the things that new businesses have to be aware of to protect themselves?

  • 3:47 – Is it common for insurance agents to have cookie–cutter solutions?

  • 5:23 – Jason and Paul break down the sizeable losses as a result of settlements today.

  • 7:40 – Paul and Jason discuss the increasing levels of cyber claims and cybersecurity attacks.

  • 10:30 – Are corporations without directors and officers breaking the law?

  • 11:43 – How does the insurance world differ when someone is in a knowledge–based company?

  • 13:51 – What is the risk to those who don’t disclose a home office or using a car for business?

  • 16:00 – Are insurance companies accepting the risk of drivers using their vehicle more or less?

  • 18:54 – What special insurance is needed for high–value items at home?

  • 21:08 – Paul breaks down crime insurance and what that covers.

3 Key Points

  1. Liability settlements have skyrocketed in today’s world and even businesses that are doing everything right are at risk of a lawsuit.

  2. Up to 45% of businesses have been the victim of a cybersecurity attack, resulting in an all–time high of cyber insurance claims.

  3. Insurance companies have adjusted well to COVID and how that has forced many people to work from home and adopt side hustles that involve their vehicles.

Tweetable Quotes:

  • “The first thing is to find a broker who has the knowledge in order to represent your business to the insurance industry.” – Paul Martin

  • “To a man with a hammer, everything is a nail.” – Jason Pereira

  • “It’s funny to think about how many things can go wrong at any given business even if you are conducting things properly.” – Jason Pereira

  • “If you’ve got a $3-million car, I think you can probably have two guys with guns.” – Paul Martin

Resources Mentioned:

Transcript:

Producer: Welcome to the Financial Planning for Canadian Business Owners Podcast. You will hear about industry  insights with award-winning financial planner and entrepreneur, Jason Pereira. 

Producer: Through the interviews with different experts with their stories and advice, you will learn how you can  navigate the challenges of being an entrepreneur, plan for success, and make the most of your business  and life. And now, your host, Jason Pereira. 

Jason Pereira: Hello, welcome. Let me introduce you to Paul Martin, President and COO of KRGinsure. Brought Paul on  the show specifically to talk about the property and casualty side of insurance. We definitely covered life  and health on many different occasions on this show, but this is one area where I am not an expert in  and I decided to bring someone else in to talk about what it is you as a business owner need to know.  With that, here's my interview with Paul. 

Jason Pereira: Paul, thanks for taking the time. 

Paul Martin: Yeah, you're welcome, Jason. Thank you for having me. 

Jason Pereira: Excellent. So, first thing we all need have to clarify is you are not the former Prime Minister, correct? 

Paul Martin: I am not the Prime Minister, I'm not even junior junior, but 

Jason Pereira: Okay, fair enough. 

Paul Martin: ... I use that to my advantage sometimes. 

Jason Pereira: Fair enough. So, Paul Martin, president, COO of KRGinsure, tell us about what you do for a living? 

Paul Martin: Well, I'm a broker. I'm an independent broker, which is completely different than agents or brokers who  represent direct writers. So, I represent customers for a multitude of insurance companies. My job is to  fully understand your business and then go out and seek solutions so I can plug the holes for what keeps  you awake at night. 

Jason Pereira: Excellent. And as I said in the introduction, this is a very different world than what I'm used to. What I'm  used to is the life and health side, someone passes away, someone gets disabled, critically ill, there's  only a handful of products there and a handful of kind of vectors really, like at the end of the day, you  can't work because your back's broken, if you're dead you're dead, it's pretty straight forward. There's a  lot more kind of ambiguity and I think a lot more consultation has to go into effective implementation of  what you do in the world. So, let's open this up by talking about just from the standpoint of someone  who's just starting off in this, so this is a very open-ended question, so picture someone that's different,  it could be anything, a services business, a manufacturing business, a retail, what are the first couple of  things that they have to be aware of and look for when they're looking to protect themselves? 

Paul Martin: It's a good question. I mean it is an open-ended question. So, any business would obviously have a plan  before they even open the door, so insurance companies aren't really interested in writing business for  people who don't have a plan, who don't have a vision and don't have experience in the field they're in.  So, certainly, I'll take it that they have experience. So, really I think the first thing is to find a broker who  has the knowledge in order to represent your business to the insurance industry. And I mean that very sincerely, as there's many brokers out there who do not spend the time and effort who get to fully  understand the customer and what they do, and how they do it, and it's very important to present that  to a company to get the proper pricing and coverage. So our job is to really listen to you and fully  understand your business. And again, that may sound like a logical comment, but many people don't  listen and they don't really understand the business they're trying to place. So, our job, and my job, in  particular, is to really understand what keeps you awake at night, and if I can pass that risk off to an  insurance company, I will do that. 

Jason Pereira: Excellent. So, similar problem in our industry to some degree, I'm guessing given that some brokers are  not brokers, they're agents. 

Paul Martin: Yeah. 

Jason Pereira: Maybe they don't have every solution that that client maybe needs, and to a man with hammer  everything's a nail, so, therefore, maybe you're thinking you're taking care of it properly, but really,  you're not. Is that a common or hopefully, not too common scenario when it's in the industry? 

Paul Martin: I think for most businesses, the insurance companies have come up with packages that cover out most  things that you need. So, like in your business, there's a cookie-cutter-type solution to most things. I  don't like a cookie-cutter solution because I feel that something's going to fall between the cracks on  that. So often, when we look at a business, we want to look at what's your primary asset? So, most  businesses, if you cut through what the business is, there's property, there's an asset that you have to  insure, either for a bank or for your own protection, it's your livelihood, that's probably the first thing  that we look at, what's your property? Do you own the building, the contents, the stock? What is it that  you have? And we tailor a policy around that.

Paul Martin: The second thing that I think is one of the things that's misunderstood is business interruption. In other  words, if I have a store and I have a small flood or a fire, and I can't open the doors, I have all kinds of  continuing expenses that I need to pay in order for me as the owner to stay in business, heat, light, rent,  contractual, key employees, for instance. These are all things that don't go away because you can't  operate. So, we focus a lot on the business interruption side. We've got some large manufacturers. With  a machine, if you can't use that machine, you're out of business, so how do you get enough income in to  do that? So, we certainly that's a focus of some of the discussion. 

Paul Martin: Liability insurance. I mean if you bring someone in your store, they slip and fall, they eat something in  your restaurant that causes them to get sick, anything that happens to a person where you're legally  liable, cover under the liability portion of the policies. 

Jason Pereira: Yeah, I mean at the end of the day, it's funny when you think about how many things can go wrong at  any given business even if you're conducting things properly, right? Someone doesn't read a menu right  and they eat something they are allergic to. You're mopping to floor and someone didn't pay attention  to a sign. The number of ways that you can put your financial life in jeopardy because of that is  enormous, and we're not talking about small settlements here, we're talking about very sizable and very  excessible losses [crosstalk 00:05:48]. 

Paul Martin: And you're right, in the industry, the average claim costs in the last 10 years have gone through the roof,  whether that be influenced by some of the US which has a very litigious society or whether it's just the  courts being more generous. I mean you can have a slip and fall outside your store, it used to be average  of $2,500 to settle, I mean now you're into $25,000. And again, the liability policy is they're there, very  clearly, to defend you against actions that you're not negligent for or negligent for, and the defense part  is the big part, hiring a lawyer to defend you through a court lawsuit is extremely expensive, so it gets  into understanding that's the risk the insurance companies want to understand and want to underwrite.  So, that's why again, I go back to my first statement, understanding your business, what are the risks,  how can I explain them to an insurance company to get the proper package, and then counsel you on  how you can mitigate those risks so that you don't face those lawsuits or that fire, or flood. 

Jason Pereira: It's an important thing, I want to go back to you said about the defense and how important that is, and  you think about the scenario someone's in with or without insurance. Without insurance, they want to  defend themselves from something they see as frivolous, it's on them to do so. 

Paul Martin: Right. 

Jason Pereira: The insurance company sees it as frivolous it's on the insurance company to do so, and frankly, as you  said, lawsuits can get very, very expensive, very, very quickly, so it's not just knowing that, never mind if something goes wrong, you're protected, but if something goes right and someone claims it went  wrong, you're protected, and it's not up to you to basically prove it otherwise, which is [crosstalk  00:07:22]. 

Paul Martin: Right, you get a notice of claim, you turn it over to the insurance company and it's up to them to file a  defense, to take a statement, and run with it from there. So, there's no one or two, or three, which is  the most important, but certainly protecting your asset, getting income in case you can't operate,  protecting your liability. I mean there's an awful lot of other emerging ones. They're saying 45% of all  businesses have been hacked at by a cyber crime 

Jason Pereira: Wow, 45%? 

Paul Martin: Huge amount. Phishing expeditions and I mean a phishing is sending those emails out. I mean we're  selling more cyber insurance than we've ever sold before because right now, protecting someone's  asset, which is data, is utmost important. So, we're seeing a lot more cyber claims, large cyber claims,  stealing of data, freezing of people's accounts, ransomware. I mean these are all things businesses need  to analyze, is that worth offloading that risk onto an insurance company, or do I want to maintain that  risk myself, and how would I handle that in the event that I keep that to myself? 

Jason Pereira: Yeah, well, I mean good luck to them if they decide to keep it to themselves, because, I mean, the  honest truth is, I mean we see the scale of some of these things, entire hospitals having their databases  encrypted and held out and extorted for Bitcoin. It is frightening out there, and I think this is going to be  a banner year for that sort of thing given that everyone is working remotely these days and security at  home tends to not be quite as good as security in offices, so 

Paul Martin: Actually, I just got asked by an insurance company, one of my contractors said, "Are you a  homeworker?" Never been asked that question before. 

Jason Pereira: Really? 

Paul Martin: Because obviously, if you're working from home and running your business, the security is much less,  generally, in your home than it is when you're in a secure office environment. So this is where, I mean  the cyber insurance also allows you an opportunity to check your security by filling out the applications.  The insurance company is underwriting your ability to keep your data safe and your privacy of your  customers safe. So, it's an interesting avenue. I always would ask people to ask their broker for a quote,  and then they can decide whether it's worth buying or not. 

Jason Pereira: Well, I'll endorse it, I mean especially in my industry where there's so much personal confidential  information is held. I will say it is amusing when I submitted my questionnaire to you guys, I don't think  anyone knew what to do with me. There was already so many security protocols and systems in place, it  was like, "Okay." Lower probability still, nevertheless, even with that, people can get around anything  when they [crosstalk 00:09:46]. 

Paul Martin: And that brings me, Jason, if I might jump around to another point, is that if you as a client don't buy  things like directors and officers insurance, if you're a public company or a private company with  directors, if you choose not to buy certain coverages and as an officer or a director of a company, you  can then be found liable for what we call sort of boardroom malpractice. So it just moves into another  area in that in talking again to your broker, do you have directors and officers? You don't have to be a  public company to buy that, and what's the risks that you guys bring on? Including things like wrongful  dismissal claims, I mean these are all covered by that directors and officers insurance. 

Jason Pereira: Interesting. I was not aware about that last piece. 

Paul Martin: Yeah. 

Jason Pereira: I was also not aware that, this is interesting, that the boardroom malpractice that if you don't carry  directors and officers and you are not even a publicly-traded corporation, but a corporation whereby  that onus is put on you, are you technically in violation of the law there, is that the case? 

Paul Martin: Well, no, I think people carry that to protect them from a number of things, employment practices  which is a wrongful dismissal. If you're in a company where let's say you're in a company that deals with  maybe some hazardous products and you decide not to buy environmental insurance, so environmental  clean-up insurance, if you decide not to buy that and you get a large lawsuit against the company and  they don't have environmental clean-up insurance, then the board of directors could be found liable for  not putting that insurance in place, thereby affecting the stock price and the value of the company. 

Jason Pereira: Well, that makes sense. I mean at the end of the day, they're supposed to be stewards of the company  and if they fail to do so, then there is a liability there. 

Paul Martin: Look at the hospitals now where they're firing the CEO for travel and getting sued for wrongful  termination, that would be a director's and officer's coverage. 

Jason Pereira: Interesting. So we talked a lot about the property, we talked a lot about them. Talk to me about things  that are knowledge-based. So, how does the insurance world differ when someone is primarily in say a  knowledge-based service company? 

Paul Martin: Well, I mean there's different risks in that, so they become less a liability risk and a property risk because  it's an office exposure, so the prices tend to come down. They just underwrite what's ... Same type of  criteria, usually, it's just the premium is less because the exposures less from a property standpoint.  Now, if you're a professional, if you're a independent accountant, or if you're a lawyer, or a dentist, or  you carry malpractice insurance, so that carries a different price because that's more of a knowledge based or service-based industry, like financial planning. So it's just a different risk. You might carry  professional liability like you would carry, or like I would carry, but really, there's nothing else out of the  ordinary. So, property, business interruption, cyber, directors and officers, but your risk is just different,  and so you might fill the void by having a professional liability policy. 

Jason Pereira: Yeah, or at least so, especially given I think it's basic corollary to manufacture. Manufacturing produces  something and there's insurance to protect them in case of that something doesn't perform the way it's  supposed to or it breaks and hurts someone because it wasn't done properly, just like the professionals, if we give the wrong advice or negligent, well, let's not use negligent, but we give the wrong advice, then  frankly, there's liability there as well that we have to protect ourselves from, so it's just the output is  different, therefore, the insurance has to basically match 

Paul Martin: Yeah, the packages are similar, it's just like in a professional world, having insurance for liability for a slip  and fall when you're in an office tower doesn't necessarily make so much sense, but I think professional  liability that covers your professional advice makes perfect sense. 

Jason Pereira: Now, one of the things that's been in the media more recently, especially because everybody's dealing  with COVID and the gig economy, has been the use of what is basically people conducting business from  say home, without disclosing that to the insurance companies, or also, connecting business to their car,  say for Uber Eats or whatever else, without disclosing that to their companies, and you hear news from  time to time of people getting sued and claims being denied because it wasn't disclosed. Can you speak to basically what the risk is there and what the outcome is of basically disclosing that? And often people  are just like, "Oh, it's going to cost me more." Yeah, well costing you more is better than losing a lot of  money. 

Paul Martin: Yeah, it's a good point, and I think one thing COVID-19 and the pandemic has done is made the  insurance companies wake up a little bit and be a little bit more flexible, so addressing a home office, for  instance, I mean where in the past if you had a home office, some companies would say, "Well I don't  write home offices. There's a big risk there that I don't want to associate with a dwelling." Well, under  the pandemic, the insurance companies have relaxed that quite a bit saying if you have a home office ...  As long as you're not doing things in your home that you're not supposed to do, that's a proper business,  if you're just working like you are from home. Using a car for Uber Eats, they sort of joined the present day by saying, "We understand that people need permission to use their vehicle for work." And so most  companies have now jumped on that wagon and they allow that. Some companies where they're  leading the way in that where they sort of changed the wording that says you're allowed to use your  vehicle for profit and hire. 

Paul Martin: I mean the same with [inaudible 00:14:45], like group home-schooling sessions that people [inaudible  00:14:49] to get into where I'll huddle with five families and I'll home school. The insurance companies  didn't really like that too much, but understanding that people were bringing people into that, people using their cars to drive groups around, people around, maybe, that didn't have vehicles and need to go  to appointments or so on. 

Paul Martin: So, I'm not too worried about that anymore. I mean you can check with your broker, but most insurance  companies are pretty flexible with home offices now. And I think in the future, they're going to have to  be more flexible because I think this is going to be somewhat of a new normal with this hybrid model of  offices in homes. 

Jason Pereira: Largely agree. It also seems like the notion was antiquated previously, like I guess when they were  hearing home office they were thinking like, "Oh, you're conducting all your business out of an office,  meeting people and all this other stuff." Like I get there's a difference between running a full operation  with multiple staff in a "home office" versus the conversation I'm having right now where I'm basically in  my little office, and besides the pandemic, I just generally don't meet clients in my home. So, how is that  risk any worse than the risk of my normal home exposure? It doesn't seem like it's much there, and it's  interesting to hear that about the cars though. Is that resulting in any kind of premium changes that are  taking on that additional risk or are they just accepting it? 

Paul Martin: Well, not really, they're accepting it for the most part, for the pandemic the auto insurance rates were  going up dramatically, eight to 15% every year. With people not driving as much, obviously, claims came  down, the insurance companies were somewhat forced to give rebates back to people who weren't  driving as much. And I think the claims ratios and the loss ratios in the auto insurance have dramatically  reduced, and so I think you're seeing more flexibility on the auto. 

Paul Martin: I mean the auto's going to continue to change. I mean you're getting people who are introducing drive  by the kilometer now. You got usage-based where you're using your phone to monitor your driving  habits, in turn, the insurance company monitors that and you save money. 

Jason Pereira: I mean it's interesting because you kind of went to a place that I was going to go to with home delivery  of foodstuff. I mean one would think that when this first came out it was new, but now it's been long  enough that they probably have data on this and how frequently they're seeing these accidents and  maybe realized the price is immaterial, but further to your point there about how the industry continues to evolve with using phones for tracking or those plug-in devices into your car to track your driving, I  mean technology has come to the insurance industry which has always been a laggard, but the idea, it  makes sense, if you can disclose data and prove that you are a low risk, then you should be entitled to a  lower risk premiums. 

Paul Martin: And that's where the pay-as-you-go kind of thing, I think is almost the future. It's here with a few  companies, but not a lot. But look if you're driving 100 kilometers a month, you shouldn't have to pay  for if you're driving 1000 kilometers a month. I think we'll see once the economy, and I'm pretty positive  the economy will turn around quickly, then driving habits resume, I think you'll see the premiums start  to creep back up and the claims. 

Paul Martin: Right now the claims seem to be larger claims on auto, but less frequent claims. But to be honest, I think  people are driving faster. I think people have forgotten how to drive for the most part, so I think you're  seeing larger claims, but less frequent claims. So I think the insurance companies love data and they love  to study data, and that is where they decide what premiums they're going to charge. And that's again,  why as a broker I get to deal with 50 insurance companies. I certainly have the ability to compare prices,  see who offers different things, and offer people different solutions than they would get from other  people. 

Jason Pereira: Excellent, yeah, no we may have to talk about the drive-by-the-kilometer thing given the amount of  driving I'm doing these days. Yeah. 

Jason Pereira: It's funny, the entire comment you make there about people driving faster probably because there's  fewer people on the road and there's an old economic concept of consuming the marginal  improvement, right, and that's what they've done, they can drive safer with fewer cars on the road, but  no, they've taken away that performance improvement. [crosstalk 00:18:39]. 

Paul Martin: [crosstalk 00:18:38]. 

Jason Pereira: Is there any other form of insurance that you think is maybe even seen as esoteric or bizarre that we  should cover. I mean one, and I'll throw this out there, perhaps, one the things we don't necessarily talk  about enough with clients is their high-value goods that they have in their own home or work, things like  that, [crosstalk 00:18:55]- 

Paul Martin: So we classify that as private clients, so these are clients that have homes that are excess of a couple of  million dollars, larger assets, jewelries, jewelry collections, art collections. I mean certainly, those are all  things that need special attention, you need a lot of details with regard to where your art collection is,  valuations, appraisals, and jewelry. There's a lot of different options on them. There's specialty insurance companies that would consider these private clients, and I think the thing they bring to the  table more than just generally offering coverage for jewelry, or art, or home, or fancy cars, is their claim  service is different. I mean it's how you treat those people is a lot different. They're not one to call up  and nickel and dime people on a claim. If they have a claim, they lose an earring that's worth $10,000,  they want an earring that's worth $10,000, they don't want to have to negotiate with them. So certainly  we're very familiar in that space. I mean that space takes probably as much work to do as larger  commercial accounts. Really understanding, and I go back to the beginning, listening and understanding  your client, what are their concerns? What's their worries? 

Paul Martin: Liability becomes a big thing for people. A lot of these individuals have cottages or they have homes in  the United States, I mean trying to figure out how to place those. What limit of liability do they take?  They open themselves up to litigation probably more often than you or I would with the cottages, with  the boats, with fancy cars, so I think we recommend certainly people carry over $5 million that are in  that kind of level business. But yeah, you're right, certainly home, auto, insuring fancy cars. I mean we  had a client call us up with a car that was worth $3 million, I mean what value do you put on that? How  often do you drive it? Where's it parked? Where's it stored? What protection does it have? Some people  have some pretty special needs. 

Jason Pereira: I can't imagine the security I would feel the need to put in place on a $3 million car that's for sure. 

Paul Martin: Exactly. 

Jason Pereira: Like what security? I got two guys with guns standing outside of it at all times, how about that?  [crosstalk 00:20:57]. 

Paul Martin: You got a $3 million car, I think you could probably have two guys with guns maybe. 

Jason Pereira: Yeah, exactly. I'm going give them full-time. 

Paul Martin: One of the other areas I probably skipped over from a business standpoint is crime insurance, I mean  certainly, you can buy crime insurance, you can buy [crosstalk 00:21:12]- 

Jason Pereira: How's that one work? I'm not familiar with that one. 

Paul Martin: Well, crime forms into different places. There's crime where someone comes into haul you up. There's  crime where someone goes and steals your money from your premises if you keep a certain amount of  money in stocks and bonds, or gold there. There's employee theft. When the economy takes downturns,  sometimes there is an increase in employee theft. So you can protect yourself against any type of crime,  and also, sort of online crimes. An interesting one is called social engineering. I don't know if you've  heard that term before. 

Jason Pereira: Yep. 

Paul Martin: But social engineering is like voluntary parting of money which has never been covered before, so when  someone sends you that email that says, "Hi, I'm Jason Pereira, and please send me that $1,000. I need  it right away," and it's not you, and you part with that $1,000, that you can buy under a social  engineering policy. I mean, unfortunately, the expeditions and phishing of criminals is taking on a life of  its own and there's more and more people out there trying to steal your money any way they can. And  we've seen this first hand with many clients who have actually parted ways with large sums of money  where the CEO of a company sends it to the finance person that says, "I'm buying this car. I need this  now." And it might be in keeping with their personality and they send that money. So that's something  that's fairly new, and not written by most companies, but social engineering is one, the crime is one. 

Paul Martin: Boiler and machinery, we didn't talk about that. Every businesses, the boilers, the machinery, presser  vessels, electrical panels, air conditioning, and heating, it all has to be insured as part of your property  program. 

Jason Pereira: Wow. So, really the bottom line is anywhere there's a risk there's a product to take care of it essentially. 

Paul Martin: Yeah, and that's where you need a broker who listens. I mean and again, I can't stress enough is if a  broker just comes in and calls you and says, "What do you do?" "Well, I'm a manufacturer of widgets."  "Okay, here's your quote, $10,000." They've got to really understand your business to put a product ...  There's a lot of products out there and you really got to understand it. And fill the loopholes where you  can. There's some you can't, but, for the most part, you can for everything. 

Jason Pereira: Excellent. Well, Paul, I thank you for your time and this education, I mean it's an area I'm not very  familiar with so I was glad to have someone come in. Where can people find you? 

Paul Martin: They can find me at paul@krg.com, or call KRGinsure, or 16-520-7814, that's my cell number. They reach  me anytime they want. 

Jason Pereira: Let me have your cell number on the podcast that's a bold step, all right. Excellent. 

Paul Martin: Oh, you don't want my cell number, you want my other number you can have it, 416-631-3419 that's my  direct line and it also rings to my cell, I hate to tell you, and certainly happy to answer anyone's  questions and try and help anyone with any solutions they need for their insurance. 

Jason Pereira: Fantastic. Paul, thank you so much. 

Paul Martin: You're welcome, Jason. 

Jason Pereira: So, that was my interview with Paul Martin of KRGinsure. I hope you enjoyed that, and I hope that help  inform you as to the number of things you can protect yourself with, and if you are one of these people  who heard some of this and thought, "Oh, my goodness. I don't have that." I sincerely hope you give  Paul a call because frankly, every business is special, every business is different, and if someone doesn't  take the time to understand the risks to your business that's a just a liability. 

Jason Pereira: As always, if you enjoyed this podcast, please leave a review on iTunes or Stitcher or whatever it is that  you podcast. Until next time, take care. 

Producer: This podcast was brought to you by Woodgate Financial, an award-winning financial planning firm  catering to high net-worth individuals, business owners, and their families. To learn more, go to  woodgate.com. 

Producer: You could subscribe to this podcast on Apple Podcasts, Stitcher, Google Play, and Spotify, or find more  episodes at Jason Pereira.ca. You can even ask Siri, Alexa, or Google Home to subscribe for you.

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