Closing the Deal: Your Worth

Giovanna

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Here is something coming up a lot for me this month. Closing the deal. I'm not good at it.

When someone asks my fee and you hear the hesitation in their voice because it was not the $30 fee they were expecting, what do you say?


I was thinking today that what I need to do is talk up WHY I am worth that, without quite doing that. People will think nothing about shelling out good money for hair, a night at a bar, etc, but not for great, experienced, therapeutic work.

SO do you have a line, or a come back for that initial phone call that closes the deal? That can really make them think about the worth of good work?
 


My way of thinking is that you shouldn't try to rationalize your worth. I believe that you should just state your price.....period. No hesitation, no explanations. Why insinuate that you might not be worth it? Trying to explain to them why you are worth the price only invites them to question it and try to bargin you down.

Believe in yourself and your self-confidence will convey itself to your clients or potential clients.

Angie
 


moogie303 said:
I believe that you should just state your price.....period. No hesitation, no explanations.

:iagree:

Don't get caught up in thinking you're losing clientele when people want your rates to be lower. They were never really prospective clients anyway. Your clients are people who know you're worth every penny you charge and more!
 


:iagree: and :iagree:

Though I have been known to reply to 'that's expensive' with 'I'm good', end of justification. I've had almost as many clients comment that I should be charging more compared to the tyre kickers telling me I am expensive when they ring up.
 


I agree with everything posted so far. Keep in mind that massage does not fit in everyone's budget, no matter how important we think it is to the client's health.

Believe in yourself, believe in the quality of the work you do and the right clients will be attracted to you. If you have a hard time believing in the quality of your work, time to work on your technique. Take a class, get some feedback. If you have trouble believing in yourself, the end of the year is a good time to think about why that is so.
 


Thanks to all of you. Totally agree.

I do believe in myself and am charging comparable prices for what I do, but this week I have had my pricing boundaries tested. (See my post in Massage Pet Peeves) But some of these people leave me speechless, and I literally am at a loss for words.

When someone questions my price I say "I've been doing this for many years, and your looking for pain relief (because my referrals come from people who have found relief from pain) it's therapeutic massage, not a light relaxation massage".

For example yesterday I had someone who was told by another client of mine I was very good, wanted me to do a housecall at no extra charge, PLUS discount them because they knew my client. How to respond to: "I don't pay for your gas"?? Yup, actually said that.

Yup, this keeps coming up for a reason right now, so good end of year dusting!

:lol:
 


Not that it helps now, but to the "I don't pay for your gas" comment -- the evil part of me wants to say, "Then I guess you don't get a massage, 'cause you sure as hell pay for everything!"

Hmm, what's a better way to put that and preserve your professional reputation. . .

How about, "The price of a housecall covers all costs of bringing you extra convenience. If you would like to visit my office, the price is still just $X."

People haven't quibbled my price lately, but I still have sometimes phrased it, "A 60-minute massage is still just $65, same price for the last (however long it's been)."

As far as the discount for knowing a current client -- my solution to this is to not offer discounts, so I can just honestly say that and it stops all attempts.
 


As soon as you start justifying anything - price, policies, etc. - you are on a dowward spiral to a no-win.

Someone will always bring up a flaw in your logic, competitor that does things differently, analagous service provider that support their view etc.

We used to try to explain to guests that cancelling last minute with the promise to rebook tomorrow was not doing us any favors. They sure thought it was, and we were not going to convince them, even with the most impenatrable reasoning. What was inpenetrable was their stance.

Instead, we now just say "you will be charnged for the cancellation. If you wish to rebook for a future date or time, please call us/the concierge"
 


RelaxandRejuvenate said:
As soon as you start justifying anything - price, policies, etc. - you are on a dowward spiral to a no-win.

Someone will always bring up a flaw in your logic, competitor that does things differently, analagous service provider that support their view etc.

This is true. If they don't value the worth of your work from the start, there is a slim chance of changing a mind-set over the phone.

Thanks everyone for your valued input into how you deal with this.
 


I had one client--actually, a married couple--call for an appointment. They were from out of town and I was able to accommodate their schedule. When the gentleman inquired about my fee I told him, and he responded that that was far more expensive than what he paid at home for his weekly massage. (I live in a resort town) I told him that if, after he and his wife received their massages, he felt it wasn't worth the price, he was free to pay me what he thought my service was worth. He chuckled and accepted the proposal.

Not only did he pay my fee, but he tipped me handsomely.

Risky, but hey, if you're going to try to tell me I'm not worth my fee, I'm going to prove you wrong!
 


I stopped justifyng my rates. I just tell them how much I charge and shut my mouth (yes, it did take some effort on my part).
If they make a comment, I just shrug and say "well, this seems to be the going rate these days". Again, I shut my mouth after that and say nothing else.
I used to feel guilty about telling people my regular fee and I would literally have to force myself to shut up after stating my rate. I don't explain myself to people any more.
 


I have to force myself to do that too.
When I state my fee to these types of people and they make a comment, there is a pause, it seems like they are waiting for me to come back with a counter offer. I just need to let the pause hang there.:lol:

It's like we are in an open air market and haggling. It does make me think that if they feel comfortable doing this, they have had experience with other therapists who they could haggle with and let themselves be taken advaneforum.xxxe of in this way. This is why it's SOoooooooooo important for MT's to support and educate each other.

I also wonder if the Massage Envy's are not starting to make a dent in this issue. "I won't pay more than $40 for a massage". I've been hearing that lately.
 


"I understand. I'd be happy to provide you with the name and number of some facilities that have a lower fee."

Then I give them the number to Massage Envy and another local chain (?) that offers some really cheap packages.
 


At least we are not...

Car Dealerships where so many customers think it is their god-given right to buy what you offer at $20 over cost

An Airline, where the #1 cost component has nearly tripled in price, but if you raise rates $20 everyone thinks you are gouging and you competitors under cut you.
 


this happened recently... a client finished her massage then asked about pkgs. i quoted the price, she did the math and responded "you went up on your prices"... i replied "in february..." ( :roll: ) then she said "well that's expensive" and i wanted to reply: "HELLO WOMAN - YOU JUST GOT QUOTED 8 SESSIONS!! it ain't cheap!" but i didn't. i was professional and she bought the series anyway.
 


Breathe said:
"I understand. I'd be happy to provide you with the name and number of some facilities that have a lower fee."

Then I give them the number to Massage Envy and another local chain (?) that offers some really cheap packages.

This is a good way for both to exit the exchange gracefully.
 


I have run into this since the local therapist charges $15 less than I do (very basic same-for-everyone, straight-out-of-school massage) (And no intake form? *puzzled look*) so when someone says "That's $15 more than Suzie-Smith" I say "My prices reflect my level of training." or something along those lines.

Sometimes I'll counter their question with another question and inquire what they are seeking a massage for, "There are several therapists in the area that sepcialize in different things. Are you looking for a therapeutic massage or just a standard relaxation session?" I don't do as many basic swedish massage sessions anymore becuase my other client base has really picked up lately as athletes and bodybuilders have been talking -

If someone wants a basic swedish massage sometimes I'll just say "My specialty is in deep tissue massage and while I do still do a relaxation session my rates reflect my level of training. I can give you the name and number of another therapist in the area if you'd prefer?"

So far out of about 6 times this has happened I had one caller take her number, 1 caller thank me and hang up and 4 callers book. So that's pretty good odds I guess.

Basically - I don't argue with them - I just repeat the mantra: "My rates reflect the level of my training. " It seems to work for me.

Angela
 


Because of the area I choose to live in, my rates are not as high as they could be. HOWEVER, they are the highest in the area. When the "tire kickers" call and ask my rates only to complain that "those prices are ridiculous" I tell them that the rates are a reflection of my experience and training. PERIOD. Debating with them the merits of my rates would be like trying to dress a pig in a ballgown! Pointless and a futile waste of energy!

Stick to your rates and let it go at that.
 


To nail this into my mind so it flows out easy the next time it happens, I made it part of my sig. hehe :lol:
 
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    TUESDAY at ๐—”๐—Ÿ๐—œ๐—–๐—˜ ๐—ฆ๐—ฃ๐—”, 4915 Steeles Ave. E, Scarborough ๐Ÿฐ๐Ÿญ๐Ÿฒ-๐Ÿฎ๐Ÿต๐Ÿด-๐Ÿฌ๐Ÿด๐Ÿต๐Ÿด. 3 Young Beauties Today at Alice Spa: HOLLY (10am-9pm) : is a young, pretty, slim & busty yoga instructor from Vietnam, standing 5โ€™4โ€ with C Cups. She has top services, bbbj ,cim, pussy slide, 69, SF2, water flute. Donโ€™t miss out! QIQI (part-time student. 11:30am โ€“ 9:00pm): Unimaginable beauty, young busty student
  24. ASPA:
    TUESDAY at ๐€ ๐’๐๐€: Best Massage Rachel, & Wendy ๐Ÿ…ฐ๏ธ๐€ ๐’๐๐€๐Ÿ…ฐ๏ธ, 28 South Unionville Ave, Unit 5, Markham. ๐Ÿ…ฐ๏ธ๐—–๐—ฎ๐—น๐—น ๐Ÿฒ๐Ÿฐ๐Ÿณ-๐Ÿณ๐Ÿฎ๐Ÿต-๐Ÿฒ๐Ÿฒ๐Ÿฌ๐Ÿฒ ๐—ผ๐—ฟ ๐˜๐—ฒ๐˜…๐˜ ๐Ÿฒ๐Ÿฐ๐Ÿณ-๐Ÿด๐Ÿฏ๐Ÿต-๐Ÿฑ๐Ÿต๐Ÿฒ๐Ÿฒ๐Ÿ…ฐ๏ธ RACHEL is a slim and attractive attendant, about 5โ€™4โ€ tall with nice responsive 34Cโ€™s and a captivating smooth rounded bottom. She is popular for her excellent massage skills and a little extra.
  25. wonderspa:
    . ๐ŸŒบ๐ŸŒบWonder spa,(9421Jane st unit127)call416-5000-800โ˜Ž๏ธbest massage in vaughan,come visit us.4beautiful attendants ,Today and tomorrow RMT available,๐Ÿ’„sexy very young girl Mimi,natural c cup,very good looking ๐Ÿ’„Tina ,open mind she can provide good tissue massage and everything you need,๐Ÿ’„very long...
  26. HolidaySpa:
    Tuesday at ๐ŸŒด๐Ÿ˜Ž๐ŸŒ…๐“—๐“ธ๐“ต๐“ฒ๐“ญ๐“ช๐”‚ ๐“ข๐“น๐“ช๐ŸŒ…๐Ÿ˜Ž๐ŸŒด3517 Kennedy Rd, Unit 4, Scarborough โ˜Ž๏ธ๐Ÿฐ๐Ÿฏ๐Ÿณ-๐Ÿฎ๐Ÿฐ๐Ÿณ-๐Ÿญ๐Ÿญ๐Ÿต๐Ÿตโ˜Ž๏ธ: CINDY, HELEN & JENNY. CINDY is a slim & incredibly sexy lady with a smile that will melt your heart, & an ass that will fire up your spirit. Her services are among the best! Helen is a sweet and very lovable tall Asian beauty with just enough curves to tease you, and an attitude to please you.
  27. #203MoMo&Beauty:
    MoonMoon spa/416 887 8801/8131Yonge st #203 3 young Asian girl in Tuesday &Persian girl in Wednesday
  28. ForeverWarden:
    Tuesday at ๐Ÿซฆโค๏ธ๐Ÿ”ด๐ŸŸฅโ™พ๏ธ๐“•๐“ž๐“ก๐“”๐“ฅ๐“”๐“ก ๐“ข๐“Ÿ๐“โ™พ๏ธ๐ŸŸฅ๐Ÿ”ดโค๏ธ๐Ÿซฆ2190 Warden Ave, Unit 201, Scarborough ๐Ÿฐ๐Ÿญ๐Ÿฒ-๐Ÿด๐Ÿฌ๐Ÿฌ-๐Ÿณ๐Ÿด๐Ÿด๐Ÿณ: Cindy, Tracy & Vivian. Cindy is a slim beauty, 5โ€™4โ€, natural C Cups & wonderfully long nipples. Her massage is nice, her bbbj will drive you wild & her cfs finish is a dream come true. Tracy is an incredibly cute & pretty Japanese/Taiwanese mixed spinner, about 5โ€™1โ€ and 100 lbs. She is very popular
  29. SugarLoveSpa:
    Tuesday at โค๏ธ๐Ÿ’™ ๐Ÿ’œโŽ๐—ฆ๐—จ๐—š๐—”๐—ฅ ๐—Ÿ๐—ข๐—ฉ๐—˜ ๐—ฆ๐—ฃ๐—”โŽ ๐Ÿ’–๐Ÿ’—๐Ÿ’˜: ANA, MIMI & TIFFANY. 1270 Finch Ave W (at Keele St), Unit 18. North York, ON โ˜Ž ๐Ÿฐ๐Ÿฏ๐Ÿณ-๐Ÿฏ๐Ÿฒ๐Ÿฑ-๐Ÿฎ๐Ÿฒ๐Ÿด๐Ÿด โ˜Ž ANA is a young, short and sweet lady, 5โ€™1 & 105 Lbs, very tight, with a small to medium booty. Ana is a versatile honey who provides great massage, & can accommodate your needs. MIMI is a slim & busty Asian/Euro mix beauty, 50Kgs & 1M60. Mimi has a very versatile range
  30. Lulu_Villa_Spa:
    Sami Gorgeous Model Type CBC Vietnamese School Girl Barbie Very Young, very Petite Korea Student With Perfect S shape type Spicy Smoking Hot Body Great BBBJ, CIM, GFE in Her menu Suki From Taiwan, sweet girl Sexy tight body amazing C cups with Those incredible nipples โ˜Ž๏ธ647- 446-0886
  31. See You Health Center:
    Natalie she is CBC/filipina mixed Petite school girl Judy is a gorgeous model type Vietnamese Girl She is 5โ€™2โ€tall . 100Lbs, with D Cup Melons Cici Cute Skinny Sexy Vietnamese Girl With Voluptuous Huge C Melons Provides Amazing Service โ˜Ž๏ธ416-988-2950
  32. Moneylee:
    All season wellness center: Young girl big boobs beautiful face deep massage Lulu,Young girl big boobs beautiful face deep massage Tina ,Young girl big breasted beautiful buttocks charming temperament big boobs Cindy ,Student big boobs buttocks Vicky, Enchanting sexy petite deep massage Sherry ,๐Ÿ address: #5-30 Rambler dr Brampton ,Ontario L6W 1E2โ˜Ž๏ธ4376655510 ๐Ÿ‘„๐Ÿ‘„๐Ÿฆต๐Ÿฆต๐Ÿˆต๏ธ๐Ÿˆต๏ธ๐Ÿ‘…๐Ÿ‘…
  33. Sunrise Health Centre:
    ๐Ÿซฆ Tiana & Angela ๐Ÿ”ฅ are here Today! ๐Ÿ“ž๐Ÿ“ฒ (647) 325-8086 || Tiana is a Beautiful Jamaican. Talented ๐Ÿ’‹ Very Sexyโ€ฆ ๐Ÿ’ฆ Angela is a Beautiful & Petite Young Chinese Girl ๐Ÿ’‹ We have Hot & Sexy Girls Every Day. ๐Ÿ’„ They all do Extra Services & are Very Open-Minded ~ Drop In Anytime ๐Ÿšถโ€โ™€๏ธ๐Ÿšถโ€โžก๏ธ Walk-Ins Are Always Welcome! Unit 27, 10 East Wilmot Street, Richmond Hill
  34. Moneylee:
    full season wellness center: NewYoung girl big breasted beautiful buttocks charming temperament Anika , Young girl big boobs beautiful face deep massage Bobo ,Young beautiful face sexy body and good deep massage star ,Young girl Big breasted saucy naughty Ella,Enchanting sexy petite deep massage Mary. ๐Ÿ  2560 Shepard ave Mississauga unit 1 โ˜Ž๏ธ 4379857899 ๐Ÿฆต๐Ÿฆต๐Ÿ‘„๐Ÿ‘„๐Ÿˆต๏ธ๐Ÿˆต๏ธ๐Ÿ‘…๐Ÿ‘…
  35. Red Rose Spa:
    โค๏ธ KAJAL, NINA and KK are here today for your massage needs โค๏ธ Lily Spa โค๏ธ 2190 McNicoll โค๏ธ Scarborough โค๏ธ M1V 5M2 โค๏ธ (647) 531-8288 โค๏ธ
  36. Golden Sunshine Spa:
    โœจClick on our Username and FOLLOW US for updates and special services ! โœ… Today๐ŸŒธFran๐ŸŒธLuna๐ŸŒธCassy๐ŸŒธBrandy๐ŸŒธIvy Call us โ˜Ž 905 - 265 - 2158โ˜Ž๏ธ Your ultimate service awaits! โœจ
  37. New Oriental Health Centre:
    ๐Ÿซฆ Vivian & Noor are in today ๐Ÿ“žCall ๐Ÿ“ฒ Text: (647) 381-2688 ๐Ÿ’„ Make Your Day Incredibly Delicious ๐Ÿ’„Vivian is a Very Horny & Vivacious Chinese Girl! ๐Ÿ‘ Noor is a medium build Indian lady with nice services. ๐Ÿ’‹ All Our Girls Provide Lots of E X T R A S & are Extremely Open-Minded ๐Ÿค— We're Open from 8am til Late Everyday! Drop in to Unit 26, 10 East Wilmot Street, Richmond Hill.
  38. Soul Relax Spa:
    โœจ Looking for a relaxing escape? โœ… Meet๐ŸŒธNina๐ŸŒธBree๐ŸŒธMariaCall us today for the best treatment and service experience. Click on our Username and FOLLOW US for updates ! Call now โ˜Ž 289 - 298 - 5662โ˜Ž๏ธ Your ultimate relaxation awaits! โœจ
  39. Lulu1980:
    Phoenix blossom Spa โ™จ๏ธโ™จ๏ธโ™จ๏ธtable shower ๐Ÿ‘๐Ÿ‘๐Ÿ‘๐Ÿ‘๐Ÿ‘body scrub๐ŸŒน๐ŸŒน๐ŸŒน๐ŸŒน5124 Dundas W Etobicoke โ˜Ž๏ธ416-817-3366 Nice girl Luna is joining. She can provide a very good massage with sensual touch. She knows how to take direction and please a man. New girl Lisa ๐Ÿ˜˜can provide deep Thai massage. She takes directions very well. She has many assets and knows how to use them. Come see her today.Welcome to walk in or make an appointment at any time. Plenty of parking space at the back door
  40. Endless Joy Spa:
    โœจโœจโœจโœจโœจ[GRAND OPENING]โœจโœจโœจโœจโœจ ๐Ÿ’žEndless Joy Spa๐Ÿ’ž ๐ŸŽ‡ (155 East Beaver Creek Rd Unit #8, Richmond Hill) 416-731-8565๐ŸŽ‡10am-2am, New First Day Young Sexy Xpert Massage Laura, Slim Petite Chinese Vivi, Tall Slim Sexy Chinese Kelly, Slim Chinese Lisa, Young Sexy Chinese Abie, Young Sexy CBC Rachel.
  41. Red Rose Spa:
    ๐ŸŒธ We have 9 hot brown girls today ๐ŸŒธ ASHA, MALIYA, ANGEL, LUCY, MIMI, MEERA, ANGELINA, SALMA ๐ŸŒธ 2588 Birchmount ๐ŸŒธ 2 Invergordon ๐ŸŒธ 647-702-8800 ๐ŸŒธ Please visit for a great erotic massage
  42. EMSpa_schedule:
    Tomorrow's sneak peek: For Tuesday November 19, 2024, our attendants will be Ada ๐Ÿ˜˜, Cici, ๐Ÿฅฐ Yoyo โค๏ธ, Ivy ๐Ÿ˜ and Christina ๐Ÿ”ฅ
  43. Endless Joy Spa:
    โœจโœจโœจโœจโœจ[GRAND OPENING]โœจโœจโœจโœจโœจ ๐Ÿ’žEndless Joy Spa๐Ÿ’ž ๐ŸŽ‡ (155 East Beaver Creek Rd Unit #8, Richmond Hill) 416-731-8565๐ŸŽ‡10am-2am, New First Day Young Slim Petite Chinese Vivi, Tall Slim Sexy Chinese Kelly, Slim Chinese Lisa, Young Sexy Chinese Abie, Young Sexy CBC Rachel.
  44. Shangri-la Spa:
    ๐Ÿ’†โ€โ™€๐Ÿ’– MakeIt Monday ๐Ÿ’œ๐Ÿ’– your ultimate destination for luxury Asian massages๐ŸŽ‰ Two fab spots: SL Richmond Hill & SL West Oakville. ๐ŸŒŽ๐ŸŒ9 stunning Girls from China, HK, Japan & Korea โ€” 34D Suki, Cindy, ๐Ÿ‰Queen Selena, Kelly, Amber, Busty Echo, JPN Yui, RMT Miya & ๐Ÿ†•Jessica โ€” ๐Ÿง˜โ€โ™€โœจTable Shower special on ๐Ÿ๐ŸŽˆ Hit up 647-695-6354๐Ÿค™ or text to ๐Ÿ“ฑ647-578-8169 โœจ160 East Beaver Cr., Unit 12, Richmond Hill ๐Ÿ’ฐLet the fun times roll, baby!๐Ÿ™Œ
  45. hiyamickey:
    7 girls working at Reinella wellness, new young petite girl Yumiko, Jenny, Crystal, Doris, Ocean, Crystal, Queenie, Ella @6262 hwy7 unit #1 Vaughan, โ˜Ž๏ธ๏ผš905-851-4888
  46. Newspring@:
    โค๏ธโ€๐Ÿ”ฅโค๏ธโ€๐Ÿ”ฅโค๏ธโ€๐Ÿ”ฅsexy hot Latino ๐ŸŒนViennese ๐ŸŒนKorean ๐ŸŒนgirls working at Markham โ˜Ž๏ธ416-669-8508โค๏ธโ€๐Ÿ”ฅโค๏ธโ€๐Ÿ”ฅโค๏ธโ€๐Ÿ”ฅ Nu Spring Spa Unit 7, 15 Karachi Dr Markham, ON L3S 0B5 ๐Ÿ“ž416-800-4088 text 416-669-8508
  47. Sunrise Health Centre:
    ๐Ÿซฆ Angela ๐Ÿ”ฅ is here Today! ๐Ÿ“ž๐Ÿ“ฒ (647) 325-8086 ๐Ÿ’ฆ Angela is a Beautiful & Petite Young Chinese Girl ๐Ÿ’‹ We have Hot & Sexy Girls Every Day. ๐Ÿ’„ They all do Extra Services & are Very Open-Minded ~ Drop In Anytime ๐Ÿšถโ€โ™€๏ธ๐Ÿšถโ€โžก๏ธ Walk-Ins Are Always Welcome! Unit 27, 10 East Wilmot Street, Richmond Hill
  48. Moneylee:
    All season wellness center :Young girl big boobs beautiful face deep massage Kelly ,New Young girl big boobs beautiful face deep massage Baby ,Young girl big breasted beautiful buttocks charming temperament big boobs Yoyo ,Young girl Big breasted saucy naughty Ella ,Enchanting sexy petite deep massage Sherry , address: #5-30 Rambler dr Brampton ,Ontario L6W 1E2โ˜Ž๏ธ4376655510 ๐Ÿ‘„๐Ÿ‘„๐Ÿฆต๐Ÿฆต๐Ÿˆต๏ธ๐Ÿˆต๏ธ๐Ÿ‘…๐Ÿ‘…
  49. Moneylee:
    Full season wellness center: New Young girl Big-breasted big Big boobs big butts May, Young girl big breasted beautiful buttocks charming temperament big boobs Vita ,Young girl big boobs beautiful face deep massage Bobo, Young beautiful face sexy body and good deep massage maggie,Enchanting sexy petite deep massage Mary. 2560 Shepard ave Mississauga unit 1 .โ˜Ž๏ธ4379857899 ๐Ÿฆต๐Ÿฆต๐Ÿ‘„๐Ÿ‘„๐Ÿˆต๏ธ๐Ÿˆต๏ธ๐Ÿ‘…๐Ÿ‘…
  50. wonderspa:
    ๐ŸŒบ๐Ÿ˜welcome to wonder spaโ˜Ž๏ธโ˜Ž๏ธ416-5000-800๏ผŒopen10 to10.we have 4young beautiful girls working everyday,๐Ÿ’„Mina is very friendly nice girl,providing deep tissue massage and nice body slide ๐Ÿ’„ new girl Mimi very good looking,big breasted service queen,girl friend experience,๐Ÿ’„Amy is long hair Vietnamese girl,open maid,she can do everything you want,must try,๐Ÿท๐Ÿฅฐ๐Ÿ‘call416-5000-800๐Ÿ’„
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