10 Years of Business Lessons–Chapter 6: Scale or Integrity–That Was the Question

On February 27, 2017, I will celebrate the 10th-year anniversary of the launch of my second business, Inspired Leaders’ Academy. This is a series of excerpts that tells the story of these ten years to help you navigate these same waters more easily and faster! Read chapters one here, two, three, four, five here.

And be sure to take advantage of the free resources I provide at the bottom of this post.

When we last left our now-5-years-into-her-second-business protagonist, she was whipping into shape the strategic business plans, brand concepts, signature programs and marketing language of solopreneurs: coaches, consultants and speakers. And she was doing it in her second proprietary program, 12 Sentences, where participants in her online class answered the 12 most challenging questions prospects ask (or at least think)—and did so in single sentences.

The question none answered to Lizabeth’s high standard was, “How is your business different from everyone else’s in your field?” (She preferred, “…everyone else’s, period?” but no one came close to satisfying her criteria with that one, though she knew it was possible.)

So, one day, she sat down for a reckoning, pondering deeply an idea she calls, “consumption capacity.” It examines the capacity of a targeted client base to consume material and it’s an essential question for those wanting to do their best by their clients.

The questions are, What form of learning will my market realistically consume, given their lifestyle? What form of learning will yield them the best results? Do we even care that they consume? To what degree do we want them to consume?

For instance, a prospect once spoke with Lizabeth on a free consultation about the new 6-week online course she had created in Marie Forleo’s B-School. It was on “engaging employees” for C-suite level executives. Instantly, Lizabeth saw three glaring problems:

1. No C-suite level executive is going to watch videos and fill out PDF worksheets. (Consumption capacity failure)

2. There would be inadequate results from this format (Consumption capacity failure)

3. There was absolutely nothing original in what she was teaching. Employee engagement?? (Marketability failure)

She hired me (we’re returning to first person now :-)) and I cleaned up the mess made from the course with consumption capacity issues she took (which is generally what I do now, clean up those messes) and we created a truly one-of-a-kind brand and signature program for her that she is rocking right now. It is for executives in a form they will consume.

I am a teacher and transformation artist at my core, and so I absolutely cared that my clients consumed my material and got results. I had no issue with students consuming my public speaking material in a training because that was actually the best form for learning it: they could watch me do what I was teaching, and they could practice. I have, in fact, never disseminated that material any other way because it is not consumed best any other way.

But brand development? Crafting a truly one-of-a-kind signature program with a proprietary process? Articulating the message with influential wording? Eh…cannot be done in a class format. Not to my standards anyway, and they are exceptionally high; I’m about as exacting as they come.

And that was a defining moment for my business. I could become a Home Depot of Original Brand Development with online products and classes that I know No. One. Consumes—and if they miraculously did, would yield them mediocre results because the conceptualization phase of a business cannot be done right with do-it-yourself programs or masterminds.

Or I could be a fine, master-carpenter, working with meticulous detail on the carving of an original work of art.

There was no question: a client would consume this, and do so easily because I’m handling the expertise he doesn’t have, and a client would have get results, the most crucial result for success: an original, highly marketable business that sells.

“Your integrity is going to cost you in the long run,” a colleague told me, who was developing a Home Depot business model for herself.

I nodded and said, “It all depends on the yardstick you decide to use to measure your success.”

For me, it wasn’t a choice. I must do right by people or I fail. Period. No, I don’t have the fame and seven figures that others have in this field, but if I had, I wouldn’t have my integrity. That’s a cost I could not abide.

Instead, I have clients whose hands I never let go of, and the mama bear in me succeeds each day because of that. I give them results, and the entrepreneur in me succeeds each day because of that. I am at my creative best, and the artist in me succeeds every day because of that.

And I offer what I truly believe is the best fine craftsmanship available in branding and creative communication—and my soul succeeds every single day because of that.

I asked myself the question years ago, “What is my market’s consumption capacity?” And it gave me the business model best for me because it’s best for them.

It’s a question I offer to you.

I hope your story is as gratifying as mine.

**

Only one chapter left: How did I structure my boutique business, what was is its signature program, and how have I marketed it? That’s posting Saturday. Tune in then also for a once-in-my-business’s-lifetime opportunity to work in my carpenter’s shop with me.

Here are free resources for today! You’ll get a great deal out of each one:

Unleash the Brilliance of Your Next Big Thing Workbook 
http://inspiredleadersacademy.com/inspired/unleashnbtworkbooktoaudiofb/

One of a Kind 
http://inspiredleadersacademy.com/inspired/one-of-a-kind/

The Sequence Secret 
http://inspiredleadersacademy.com/inspired/sequence-secret-fb-2pg-swap/

Your Life Story: Blockbuster or Straight-to-DVD?

 What if life is a story?

You know, a tale with a setting, characters, plot, maybe even a moral—and where you’re the protagonist? The hero/heroine.

Right now, if screenwriters were to knock on your door and want to put your life on the big screen…would it be a blockbuster? Or would it be a straight-to-DVD yawner filling the at-check-out bin at Walmart?

I have just finished reading a book by New York Times bestseller, Donald Miller, who was himself approached by screenwriters after the success of his novel, Blue Like Jazz. They wanted to make a story of his life, but there was a problem. (Every good story needs one, after all.) After a long interview with Don, one of the screenwriters suggested making “alterations” to his life story to improve the screenplay. As he spoke, Don’s life was becoming fictionalized and so Don spoke up, questioning this course of action.

[Read more…]

Rebuilding After Hurricane Sandy

I’ve walked this boardwalk *countless* times. Well, what was a boardwalk.

Every single board of this 2-mile NJ landmark was ripped from its foundation by the force of Sandy and tossed lie a rag doll into the ocean.

Of course, this is mild compared to what has happened in other areas of my beloved NJ…and my beloved NYC. I am grateful that I get to sit, right now, in Starbucks, siphoning wi-fi so that I can experience a taste of civilization. I have been without power for 7 days and am staying–if you can believe it–with my ex, in a house currently alive because of a generator. We have no phone, internet or cable, and yesterday, I sat for 2 hours in line for gasoline–much shorter due to the new “even/odd” license plate rules. [Read more…]

A 10-Step Pitch to Prospects to Buy Your Expert Service

A client and I were concluding my 7-session private process, The Powerhouse Method, and now armed with her one-of-a–kind differentiation and message, we had time to role-play the pitch she was going to make to decision makers at NYC media companies. We had developed a strategy where she would go to those whom she knew best first, so the “pitch arc” we created keeps in mind the warmth of her relationship to them.

I am sharing it here with my answers, rather than hers for confidentiality’s sake. The example should help you adapt it to your own situation and content.
[Read more…]

Determining Your Target Market: 6 Ways You’ve Probably Not Considered–Part 4

In this 6-part series, I’m offering tools to help you determine the market that is best for who you are, what you do, and that will actually buy you. I can’t possibly underestimate the importance of a niche-market or underestimate the difficulty in getting this right for most coaches, consultants, practitioners and speakers. This is Part 4 in the series. Be sure to read the previous posts for all of the tools, then blend them together for your Perfect Buyer mix.

#4. With Whom Do You Have the Most Credibility?

You must go where you are seen as valid and valuable. Many clients come to me and don’t consider this at all, let alone thoughtfully. Here are some questions to help you:

    1. Where do you have solid contacts? Do you have them from your previous career? From your PTA days? From your church? This is one of the very first questions I ask, in large part because you do not want to make business any harder than it needs to be! Go where you have contacts, but also, go there because where others know you, you have credibility.
    2. What have you experienced and conquered? Yesterday, my advice was, “be your market.” If you have gone through something that your market has gone through, as well, you have instant credibility. Downsizing; divorce; teen motherhood, etc. In determining your market, look for the experiences you’ve had because your success journey will be wanted by the market going through the same thing–and they will buy you because you are credible.
    3. Who would resonate most with your beliefs? Like-minds find each other credible. If you say something that causes others to fervently nod their head in agreement, you have credibility with them–even if you lack experience in what you do. Even if it is a market in which you have interest, but no contacts. If you believe in something they do, you are one of the tribe. I always delve deeply into my clients’ beliefs, and eventually have them include them in their marketing because inspirational marketing works for this very reason–you are powerfully credible with those who share your philosophies.

By now, you must be getting ideas. Who is a strong contender for your target market?

A Successful Expert But Still Not Feeling Your Big Purpose? Reason #2

I’d like to round-out this discussion with the other reason you may not be feeling a BIG
PURPOSE—though you’re successful. You may not be utilizing your skills and
talents
for a far-reach aspiration: both yours and your markets’.

When I launched my 2nd business,
Inspired Leadership Training, in 2006,
I was teaching an incredible public
speaking program, Secrets of Impact
and Influence
, based on the latest
brain research in learning. What was
I helping people do, initially? For a
long time, it was “get more clients” by
using public speaking as a marketing
tool. Then, for an equally long time, 
I was helping them to “be the best
presenter in their field”—because this program really delivers that. Then, I was helping
them be responsible experts, raising their standards so they were teaching with
unparalleled excellence—a requirement, in my book, for giving paid presentations,
seminars, trainings, etc. 

But the problem was, these skills and talent of mine, which were able to produce these
promises, were not connecting to a part of me that was alive and well outside of my
business: a part that was becoming aware of and studying global human potential.
I was watching the central institutions of our world collapse around us, and the rising
up of populations demanding freedom and human rights. I knew that this activity was
going to reach a climax—and that leaders with great wisdom would start coming out of
the woodwork, as if suddenly “activated” or called to their purpose. And I knew my
market—a subset of coaches, consultants, authors and speakers–were those up-and-
coming leaders.

Despite this, I was still promoting SII around more practical goals: getting more
business and being one of the best presenters/teachers. Yet, the fact was, this
particular public speaking model was tailor-made for the leaders
.
 For
those who would be called to serve in the global human potential movement. Indeed,
that’s why I had gravitated to learning neuroscience and applying it to public speaking
in the first place!! I had known it could move mountains and mount movements—but
I wasn’t talking about that in my promotion of the course, and not even in the course,
with those seated before me!

My skills and talents were not taking my market far enough, And they were
not taking me far enough into things that mattered most to me. Finally, just a few
months ago, I leapt off the cliff and made it clear that everything I do is specifically
designed for those who want to change the world—who want to be true, inspired leaders.
Not every coach, consultant, speaker or author wants my skills to take them there
they’re more attracted to my older, more pragmatic promises–but so many do! Many
are being “called” to bigger stages every single day and the higher calling of my
skills and talents
(that extend beyond public speaking, by the way) is reaching
out to them
.

So, if you’re not feeling your Big Purpose, look at how far you are taking your followers
with your skills and talents. Where could you take them that’s bigger, higher, grander,
more meaningful—more inspirational?

If you’re one of the called—if you know you are an inspired leader—Big
Purpose known or unknown—it is your time to lead. Be sure to experience
my call Thursday, Feb. 23: A Time to Lead: Do You Dare?

Does “Changing the World” Seem Too Big for You?

In my new business incarnation, I use terms like ”change the world,” “mission” and
“leader.” A colleague of mine, who’s been in business for years, told me she wants
to feel that she has a BIG PURPOSE, but her specialty doesn’t seem to be evoking it.
She does very helpful things for her target market, but she’s not sure it’s going to
change the world or make her a leader. Now, she hasn’t worked with me, and
that’s exactly what I can do with her, but because I know she’s not alone, I thought
I would share some direction about this.

Before we go further, however, let’s get this out of the way: if you are an expert on
earth at this time, chances are very good that you are here with a bigger mission
than you are now realizing. Millions are waking up to a powerful call to impact. If
you know that (as she does) but just can’t “get at the itch”—relax, it’s going to come.
If you don’t know it at all and you’re very happy doing just what you’re doing, no
world-changing needed, then–at least for now–this whole idea isn’t for you.
However, you could be attracting far more business with just a slight change
in perspective. (I’ll write more about that in an upcoming post.)

If you’re like my colleague and can feel it “in there somewhere,” don’t be scared by
the idea of “changing the world” and being a “leader.” They’re part of your new job
description and with help, they will feel entirely natural (and destined) for you. I
want to help you see that the whole process is akin to moving from the shore into
tepid water, rather than skydiving off Mt.Kilimanjaro.

The fact is, there is only one thing standing between you and changing the world
as a leader of change. Only one thing that makes “those who know and are doing it”
different from you, and that is: a passionate belief.

There is something you believe fiercely that you are simply not bringing to your
business. It’s not shaping your “Store Front” (business identity), or reflected or
discussed in your programs/information products/speeches–and it’s not pivotal
in your marketing.

That’s it. No big mystery. No huge hurdle. If you aren’t “feeling it”—it’s because
you’re not feeling a passionate belief. Which could mean you’re not feeling a lot of
anything—maybe your “winning formula” in life has been to be highly intellectual
and not feel. It does require feeling to change the world, for certain. And a
passionate belief is what will get you feeling. It is then woven into absolutely
everything you do as a business owner.

You see, changing the world doesn’t have to mean that you “have a dream” that
literally touches every person on the globe—though, aspire for that, I say! And
being a leader doesn’t have to mean standing on a platform that millions can see—
though…! It means that you have a belief you cannot contain inside your own
skin and you know it will solve a problem.

You have it. I know you have it. For years, I have worked with countless visionary
entrepreneurs (coaches, consultants, wellness practitioners, speakers, authors),
and in our work,every single one of them excavates a passionate belief—their
leadership message.
You can, too. Indeed, it is time.

Now, I’d be remiss if I didn’t point out that a passionate belief is all well and good,
but without strong internal conditioning, it will fall limp. A leader must call
herself to very high personal standards to actually lead and effect change. But that’s
for another time.

Right now—just live and breathe this question: What do I believe passionately?

Join me on a very special call Feb 23–A Time to Lead: Do You Dare? Read more
here.

Fear of Public Speaking–Part 1

According to public polls, the fear of public speaking
trumps fear of death, thereby preventing hundreds of
thousands of messages from being brought into the world
every day. As far as I’m concerned, that death is worse
than any other kind. At no time in history have messages
been more important to deliver than right now. Nothing
should keep them from being heard—least of all fear.

So what is this fear, exactly, and why is it so paralyzing?
Well, the truth is, we’re not afraid of speaking in public.
We are terrified of being humiliated.

It’s a subtle distinction, but a very important one because
one thwarts transformation and the other aids it. What can
you do if you’re “afraid of public speaking” except not speak
in public
? But when you speak the truth of it, that you’re
afraid of being humiliated, you can do so much with it!
Like, find out if that fear is true…and worth the silencing of
your message.

I tell my students all the time: your words inform your
world
, so watch the words that you use. So stop saying,
I’m afraid of speaking in public,” and begin saying, “I’m
afraid of being
humiliated.” When you recognize the difference,
you’ll see that one does not equal the other. The number of
times you will truly experience humiliation, out of all of the
times you will actually speak, is infinitesimal—if it happens
at all.

This week, I’m going to write several posts on this subject,
but for now, let’s look at what contributes to the paralyzing
idea that you will be humiliated in public, and see if, by
weeks’ end, you can turn that fear around.

What Contributes to Our Fear of Being Humiliated In Public:

  1. It’s happened to us. Once upon time, bursting with
    excitement and genius, we bared our psyches only to
    have an adult cut us down, or an event happen, that
    brought our peers to laughter.
  2. We’re mimicking “old school” presenters whose
    techniques perpetuate awkwardness before a crowd,
    which in turn leads us to embarrass ourselves.
  3. We’re self-focused, making us self-important. Rather
    than focusing on giving to the audience, we’re focused
    on getting approval from them. We feel a strong need
    to be perfect and if we aren’t, we experience shame.
  4. We simply aren’t prepared. We don’t know our material
    well enough and we haven’t practiced delivering it.  Once
    in front of a room, we forget, lose our way, and feel deep
    embarrassment because of it.
  5. We’re unsure about the value of our message and so
    we under-deliver (or over-deliver), and that insecurity
    leads us, like a self-fulfilling prophecy, to do something
    we so wish we hadn’t, staining us with humiliation.

Tomorrow, I’ll say more about each of these, so stay tuned! In the
meantime, start admitting to yourself that what you’re really afraid
of is being embarrassed–not speaking in public. This will now
put control back in your hands…as you prepare to share the message
you are here to give!

How to Generate Passion from Stage–Even If You’re Quiet!

So many people say to me, “But I don’t have your energy level, Lizabeth…I can’t
be as passionate as you are.” Here is my response. Can you handle the truth?

[youtube]http://www.youtube.com/watch?v=5HyUDIj-zsY[/youtube]

Survey Says! We’re Sick of the “Internet Information Marketing” Scene!

So, if you read my post from last Monday, it will put the results below in context. Suffice it to say that I got a “knock on the head” about the phoniness of the internet information marketing gurus and asked my list to chime in with their opinions. It is a small sample–with a BIG message!

#1 How “fed up” with the Internet Information Gurus are you? (OPTIONS)

1. I used to admire them, but have stopped because they feel superficial to me. –60%

2. I’ve never followed them because they have always seemed “slick” to me.-–25%

3. I have no problem with them–and very much aspire to their levels of success and how they got there! –0%

(Interesting…NOT one said they had “no problem” with them!)

Comments from This Section

Our marketing internet industry has become a place of greed and flat out lies.

The conclusion you have drawn is the one I’ve been drawing for a while. At first it was so new to me that I really tried to learn as much as I could, then I noticed how the formula played out in all the various ‘guru’s’ out there. I don’t even read their stuff anymore! AND as one of them said…this is tested, it works. And there is a sucker born every minute. I want to offer something important that isn’t a hype or a come on.

Most of them are “slick” to me as well. I try to undig the information and resist the ‘continous education is an investmet, train with me’

I observe more as a way of knowing what “not to do.” Kinda like a bad boss.

I take only LIVE coaching when I FEEL it is exactly what I NEED at this very moment

They are all the same and i too am sick of the unending litany of emails that i get from some of them. They all seem to think that more emails are better – NOT TRUE!

There are gold nuggets in each offering but some folks are just too pushy and their programs are too expensive. Even the person I have known a long time has gone to the darker side of $$$$$.

I haven’t stopped following all of them because I can still learn while ignoring the hype and hypno-sales techniques

I know that the ‘free’ seminars will almost always include a 10-20 minute pitch. I tend to tune them out or leave the call. As for the ‘how you can leverage yourself into a six-figure income’ types, enough already! If all it requires is a formula than we would all be rich. Obviously there is more to building a business than that — our own emotional disposition being one of the biggest factors.

#2: Do you think the lack of trust in Internet Information Gurus is growing?

65% –yes

35%–haven’t asked, so can’t say

5%–no

Comments from This Section:

Seems many are modeling the identical model.. very boring

So much car salesman tactics that are not attractive or part of conscious business practices. Underneath the testimonial is the mantle of $$$ for the guru Manipulation is the name of the game.

#3 : Here is a list of typical marketing strategies used in information marketing. Please RANK them by number, from those that “turn you off” the most to least.

1. interviews with guest gurus

2. email marketing FOR their guru friends

3. email marketing of their own newsletters

4. email marketing of their own *promotion*

5. live events with many speakers selling

6. free teleseminars

7. free live seminars

8. free video trainings

9. social media

Worst Offenders:

  1. Live events with many speakers selling
  2. Email marketing FOR their guru friends
  3. Email marketing of their own *promotion*
  4. Social media

RESULTS:

4, 2, 9, 3, 5, 1, 6, 7, 8

5, 8, 4, 2, 7, 6, 9, 1, 3

9. 4. 3. 5. 6. 2. 7. 1. 8.

2, 1 ,4 ,3, 5, 6, 7, 8, 9

5, 9

5, 2, 4, 3, 1, 6 5, 7 , 8, 9

5, 7, 8, 1, 2, 4, 6, 9, 3

1, 2, 3, 4, 5, 9, 8, 7, 6

5  2, 7, 1, 3, 4, 6, 9, 8

2, 5–the rest are necessary

4, 3, 2, 5, 8,7

2, 5, 9, 1, 3, 7, 6, 8, 4,

9, 8, 2, 5, 4, 3, 6, 1, 7

2, 3, 5

5, 4, 2, 3, 1, …

Comment from This Section:

None of these things bother me, per se; it’s HOW they are used. An interview with a guest guru would be fine if it were not a hype fest/ ego booster. Same for email marketing of promotions. If they are relevant and not full of bull, that’s fine. The problem is they are so full of shit. I’m currently a part of a group venture and the hype is embarrassing me. Another lesson learned.

#4 And here is a list of typical *business* strategies used in information marketing. Please RANK them by number, from those that “turn you off” the most to least.

1. Big-ticket year-long “mastermind” programs, from $20-$100K
2. Monthly memberships ($19-$250) with online membership site + 1 CD + newsletter +  one group call with Guru
3. Seminars with multiple speakers, all selling packages.
4. VIP days–go to the home of the guru for a day
5. Big-ticket home-study programs (lots of videos/dvds/cds + manuals) for $1500+

Worst offenders:

  1. Seminars with multiple speakers, all selling packages.
  2. Big-ticket year-long “mastermind” programs, from $20-$100K
  3. Monthly memberships
  4. Big-ticket home-study programs

RESULTS:
3, 5, 2, 4, 1

1, 2, 5, 4, 3

4. 5. 1. 3. 2

1, 2, 4, 3, 5

1, 2, 5

3, 4, 1, 5, 2

5, 4, 2, 3, 1

1, 3, 4, 2, 5

5, 4, 3, 1, 2

2, 1, 3, 4, 5

1 ,2 ,5, 3 ,4

3, 4, 1, 5, 2

5, 4, 1, 3, 2

3, 5, 1

3, 4, 5, 1, 2

1, 5, 4, 3, 2

3, 2

2

Comments from This Section:

No one is inherently bad, it’s more the method of self-promotion and the lack of valuable content that bothers me.

Lots of folks think they walk on water when they sure do not! The use of “incredible” “amazing” and other superlatives surrounding price of a special offer. “Do it now or it will cost more later.”

3 is by far the worst because you end up in one without realizing it.
2 because you can end up in these without realizing it.

3 & 4 could be okay. If there is really value to the seminar or access to the guru (bad term; good for big egos), and the upsell portion is really minimal, I don’t mind so much. Usually, though, I a not-too-thinly veiled upsell is the major thrust of the presentations.

Group calls with ‘Guru’ are only good if you have reasonable access, so the membership has to be limited, somehow. Again, the major thrust behind membership sites seems to be, “How can I make more money and work less?” This sickens me.

#6: How would a TRUSTWORTHY “Information Leader” do business? How would s/he market?

  • Be themselves … be real, but still PLAY BIG.

  • honestly, authentically, and with integrity

  • I want more practicality, and honesty “it won’t”, “you need to improve here and there”. Less exclamation of admiration as if the truth was just discovered. If something is good, yes, acknowledge it but I want less high-pitch “awesome’. Down to earth.

  • Some discreet disclosure; Substantial information for reasonable cost in time, energy and money; CD and group settings seem fruitful.

  • Teach first, then make services available.

  • The ONLY way I have seen transformation taking place in me has been through LIVE communication where ONE on ONE coaching is offered. So the information leader MUST offer me this in order for me to even consider giving him any money.

  • Email people when you truly have something to say or something new to offer, not every week or every day because you think you have to

  • If you can still learn from them without spending a cent…that’s good thing!

  • UP front honesty on what is offered at what price. NO HYPE on supposed value of products offered.. It is only valuable if I agree to pay the $$. Honesty about affiliate income from my purchases.
  • NO buy it now or loose out on the special price. Immediate decisions are pressure. A good product will sell itself w/o this car salesman tactic.
  • Membership community at very low cost with many free offerings.
  • NO GAMES! I am so tired of the manipulation

  • A sales/opt in page that is not a 30 min read through testimonial land.

  • Lead with actual leadership qualities. Yes, we all have information and products we would like to disseminate to the public, but it seems that over-inflating the price which puts a perceived value on the item engenders people to want to buy to see what the hidden gold is only to find out there isn’t any hidden gold, it’s just the same old stuff rehashed into a different format. I think we need to get back to an actual value based system. Why not let the buyers put their perceived value first – a few dollars to one person when it’s all they have is a far greater fortune than the $1500 to the person who has it to spend. When an individual values something they will use it.

  • Tell the fricking truth and stop the bullshit hype. It’s not the tools or the channels, it’s the message you deliver

  • I don’t think all of the above strategies are bogus or inflated depending on who the person is that you are going to spend time with. Consultants in lots of industries charge high fees for their expertise. We might pay to save us time and money by taking the long way. Bait and switch is my most hated ploy.

  • Content-rich mailings and seminars/workshops, with a mention of what is available next, and being available after an event to speak one to one about people’s concerns. Building trust and rapport work with me. It may take longer to enroll a new client (or not), but it sure feels better.

Well, there you have it! Know any Internet Information Marketing Guru? Send ’em over
here so they can get some sense knocked into them!

I’m still happy to take your thoughts over at Survey Monkey: http://www.surveymonkey.com/s/NJ7XSR6

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