Dave Lukas, The Misfit Entrepreneur_Breakthrough Entrepreneurship

The weekly podcast with serial entrepreneur, Dave M. Lukas, devoted to giving you incredibly useful and unique insight from the world's top entrepreneurs with a focus on their non-traditional methods for achieving success, their Misfit side. Misfit was created to give YOU the breakthrough entrepreneurship strategies and actionable advice to accelerate your success! The show's open format and Misfit 3 concept, combined with Dave's intuitive and engaging interview style quickly uncover each guest's key tools, tactics, and tricks that listeners can start using in their lives right now. Learn more about the show at and become a member of Misfit Nation by signing up for the Misfit Minute, the FREE weekly email with specific resources from the week's "Misfit 3," and actionable tips and items from the world of Misfit Entrepreneurs. It is delivered every Friday to your inbox!
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The weekly podcast with serial entrepreneur, Dave M. Lukas, devoted to giving you incredibly useful and unique insight from the world's top entrepreneurs with a focus on their non-traditional methods for achieving success, their Misfit side. Misfit was created to give YOU the best, actionable advice to accelerate your success!

The show's open format and Misfit 3 concept, combined with Dave's intuitive and engaging interview style quickly uncovers each guest's key tools, tactics, and tricks that listeners can start using in their lives right now.

Learn more about the show at and become a member of Misfit Nation by signing up for the Misfit Minute, the FREE weekly email with specific resources from the week's "Misfit 3," and actionable tips and items from the world of Misfit Entrepreneurs. It is delivered every Friday to your inbox!

Jan 22, 2020

This week’s Misfit Entrepreneurs are Clay Clark and Dr. Robert Zellner. You may have heard of them before as they are the hosts of the #1 Business Podcast The Thrivetime Show. But these two entrepreneurs are much more than that. Clay is the founder of Thrive 15 and was the U.S. SBA Entrepreneur of the year. Dr. Zoellner built a massive optomology practice and is a venture capitalist.

Together, Clay and Robert have built over a dozen multi-million-dollar businesses, been featured everywhere from Forbes and Entrepreneur to Fast Company, and have interviewed and worked with some of the most compelling and successful business leaders of all time.

My goal is to squeeze every ounce of wisdom and inner misfit I can get out of them in this episode. So grab a seat and get ready… for everything Clay has ever written for free

Send a screen shot of your review for the Misfit Entrepreneur to and you’ll get a free ticket to their event!

​Dr. Zoellner started out with an optometry practice with a goal to grow it to other practices/offices focused in the Tulsa, OK area. Along the way, he got into a number of other businesses from auto-auctions to even buying a bank. And about 4 years ago, he connected with Clay. He now has 8 businesses.

At the 6 min mark, Dr. Zoellner shares the story of how he ended up buying a bank.

Clay started out with DJ business called DJ Connection that he started out of his dorm room in college. At the time, his wife worked for Dr. Zoellner and told him that he should meet him as he was a successful entrepreneur. As Clay says, he was just a punk kid and when he met with Dr. Zoellner, he helped with understanding how to market his business and run it in the best way. Clay grew DJ Connection into the largest DJ wedding service in the U.S. He was a millionaire by 27 and hired his dad, which was a huge goal of his. As a fun anecdote, as Clay grew the business he wrote a parody song about the school’s president that got him kicked out of school.

Josh met with Clay a couple years ago when it was just him and a van and have grown the business over 6x in just a few years. He uses the systems that Clay and Dr. Zoellner teach.

What is the running theme or one thing that makes the biggest impact on success?


  • In his BOOM book, on page 4, there is a linear workflow on how to succeed.
  • Your business exists to serve you. It’s comes down to math. You have to know your goals
  • You have to know the hours you have to work to reach your goals (how much time is needed)

Dr. Zoellner

  • Value is the key to succeeding in business
  • You must figure out every way to maximize value for clients and create such an amazing deal that people can’t believe.
  • You must then have great branding to go with it. Perception is reality and the goal is get perception and reality to be the same. But, you have to look great to your customer in addition to bringing the value.

You must also have your “3-Legged Marketing Stool.”

  • Marketing is the gas peddle for your car (business)

What is some of the best advice on how to market?

Josh example – 3 things that are always going:

  • Google ads
  • Retargeting ads (
  • Facebook ads
  • They also go out and get reviews on Google daily

Get reviews – studies show people read reviews.

  • Never turn your ads off.
  • Never stop adding a page of content to your website – every day add a page.
  • Business Insider article reference – Google controls
  • 90% of the search engine traffic. 60% is standard search. 25% is done via google images. 5% is Youtube.
  • 90.8% of all consumers search via google product

Dr. Zoellner – you can play to Google game, but if you are a local company, or even national – you want to dominate the airwaves, TV, radio, billboards, direct mail, etc.

  • Don’t just rely on Google as it is double edged sword – a bad review can sink you and suck your time in fighting it.

You’ve built this thriving coaching and mentoring business, the most reviewed in the world – tell us more about the principles you teach in addition to what we’ve already discussed.


  • Create an inbound sales script for anyone that is going to be on the phone to be consistent
  • Install call recording ( to inspect what you expect and make sure things are being done at the level you want them.
  • Get a video of your best sales person doing their best sales presentation to use as a teaching aid.
  • You then need to track your numbers

F6 – Design your F6 life. Define the following for yourself:

  • Faith
  • Family
  • Finances
  • Friendship
  • Fun
  • Fitness
  • What does your perfect week look like? Your perfect life?
  • If you don’t design your life, someone else will.

What has been your bigger failure and mistake as an entrepreneur and what did you learn from it?

  • Clay used to have F5 not F6. He was missing the Fun. Clay shares the story of how he was so successful, but all he did was work. His wife had to ask him to “schedule time with his daughter.” He changed that and brought in the fun.
  • It has made all the difference in his life as he was on path to just make a ton of money and die with it. Now, he has a real life.
  • There is so much more to life than just business…everyone has to figure that out.
  • Dr. Zoellner, when he was younger, had a tendency to run over people and situations and nowadays that time and wisdom have helped that.
  • Stop and listen. Listen to your family. They will let you know when the pendulum has swung too far away from them. The key is to spend the quality time with them. ​

At the 54 minute market, Dr. Zoellner talks about being a misfit.


Best Quote: "If don't design your life, someone else will..."


Misfit 3:


  1. Dr. Z: Pigs get fat, hogs get butchered. Beware of greed in your life.
  2. Clay: Vision without execution is hallucination. What do you need to do today to execute and get a step closer?
  3. Josh: Just go to work.


  1. Dr. Z: Be the pig at breakfast, not the chicken. Go all in. You have to whatever it takes.
  2. Clay: Know your F6 goals: Faith, Family, Finances, Friendship, Fitness, Fun.
  3. Josh: Treat people better than you want to be treated. It costs $0 to be a kind, great person.​


  1. Dr. Z: Know when to cook the pig. Celebrate when you have a victory. When you have a success, take time to celebrate it.
  2. Clay: Implement systems that are proven to work. Quit getting advice from most people.
  3. Josh: Help the next person coming up behind you.​


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Jan 15, 2020

Hello Misfit Nation! Welcome to another edition of "Lessons for Hannah!" In November of 2016, we introduced a new format that we are putting alongside our regular episodes called “Lessons for Hannah.” Hannah is my daughter and one of the main inspirations for the Misfit Entrepreneur. I wanted to have a place where she could go and learn from her daddy and his Misfit friends throughout her life….even after I am gone. If you haven’t listened to the first episode of "Lessons for Hannah," I urge you to as it gives some more background and tells the amazing story of how Hannah came to be in our lives.

"Lessons for Hannah" are short, very useful, and sometimes comical lessons, that I have learned which I want to share with you and give to Hannah to help in your lives. Because I want Hannah to have these for her life, I’m going to speak as though I am talking directly to her. These episodes are a lot of fun and if you think there is a lesson that we should include in these episodes, please don’t hesitate to send it over to us at We’d love to share it.

This week’s Lesson for Hannah

Hannah, ​ I want to talk to you about the importance of little things in our lives. I didn’t used to pay much attention to the little details. I had been told that the little things matter, but I had never put too much stock in it because “who wants to spend time on the little tiny things when there is so much else to do.” I never realized how important they truly were until your mom and I found you.

That’s right…one tiny little choice is what is responsible for us being a family. One, miniscule, little, tiny, choice. A checkbox. You see, when your mom and I were going through the process to be able to find you and bring you home, we had to make some decisions. Some of those were hard as we had to choose if we would be willing to work with ailments or problems that our child could have. It was an emotional roller coaster ride of feelings because, as you might be able to understand, if we didn’t check the box for a certain ailment or problem, did that mean we didn’t care or worse, what if you had an ailment that we didn’t check the box for – we would miss finding you.

It all came down to one, unlikely checkbox – hyper and hypo thyroid. Your grandmother has one of these, so we knew about it and knew how to treat it. When we checked the box and reviewed it with our adoption counselor, they said, “Are you sure you want that, we rarely, if ever have had a child with that issue.” We told them we wanted to leave it on there just in case. I call this miracle #1 in our family journey.

Next, once we had done everything to be able to start looking for you, we went through a number of months where we would get our hopes up when China would release the children available for adoption, only to not even get a phone call. It was another emotional rollercoaster ride. Every month when the time came, we would get our hopes up and the time would pass and we would not get a phone call. It was discouraging to say the least. But, we held fast to our belief that you were out there and when the time was right, we would find you.

Then, on a beautiful September day, we got a call out of the blue from our adoption counselor telling us that they had found a child that fit what we were looking for. We were very confused as the children for the month had already been released by China and we had not been contacted. We asked how this was possible and our adoption counselor told us that the agency actually worked directly with one orphanage in China, just one in all of China, and that once in a great while, they had a child that fit what one of their families was looking for. When we asked our counselor what had made them think of us – they told us that when this child came up in the system, she had hyperthyroid, and that we were the only family in the system that had checked the box for that ailment, so we were the only ones they could call. That child was you.

Think about that for a second. Miracle #1 was checking that little box for hyperthyroid. Miracle #2 was the fact that no on else in the world knew about you, but us. You never were on the list to be sent out to the world from China. You were never given the chance for another family. It was us and only us from the start. We were destined to be a family and you were destined to be my daughter. They say the lord works in mysterious ways – well the lord not only worked a miracle to find you and set you apart for just us to be a family, but he also taught me and your mother the valuable lesson of the incredible importance of the littlest of things, that wonderful day in September.

And I have taken the message and used it in my life ever since. It is amazing how many things can be traced back to a small, seemingly insignificant choice or the incredible value that the littlest things can have. I have often said that “awareness is the catalyst to and of change.” Once you are aware to something, you can use it in your life. Since I have become aware to the power of little things, I can say that it has made some of the biggest impacts in my life – not just in finding you, but in business, relationships, opportunities, health and on and on.

And when you really think about it, it is the littlest of things that make the biggest differences. Olympic gold medals are won by a hundredth of second. Chance meetings by people turn into marriages. And I’ve already talked about your chances of even being alive in this world.

That brings me to Miracle #3, another little thing that made a huge difference – maybe THE difference. When we brought you home, we started taking you to the doctor for treatment, and after 6 months, your doctor looked at us and said, “You know what, I think she was mis-diagnosed. She doesn’t need the medication, she’s perfectly healthy.” Now, think about that for a second. For you to be found by us, you had to have been diagnosed with an ailment or we would not have found you, but you were actually mis-diagnosed and never should have had that ailment in your file. This little mistake by a doctor in China made everything possible.

Hannah, the biggest lesson I want you to take away from this is that there are great miracles in the littlest of things. Lifechanging miracles. And that is why, you will do well to pay close attention to the little things in life and see the miracles and opportunities they provide. Don’t overlook them or take them for granted. More importantly pay close attention and maximize them in everything you do. The littlest of things can make the biggest difference.

I love you,



Best Quote: You will do well to pay close attention to the little things in life and see the miracles and opportunities they provide.


Misfit 3:

  1. There are great miracles in the littlest of things. Lifechanging miracles.
  2. The little things can have some of the biggest and most profound impacts in your life and business.
  3. Don't overlook or take the little things for granted.
Jan 8, 2020

This week’s Misfit Entrepreneur is John Berardi. John is a Canadian-American entrepreneur best known as the co-founder of Precision Nutrition, the world’s largest nutrition coaching, education, and software company.

He's also the founder of Change Maker Academy, devoted to helping would-be change makers turn their passion for health and fitness into a powerful purpose and a wildly successful career. And he’s the author of the best-selling book Change Maker.

Over the last 15 years he's advised companies like Apple, Equinox, Nike, and Titleist, among others, as well as the San Antonio Spurs, Carolina Panthers, US Open Champ Sloane Stephens, and 2-division UFC Champ Georges St. Pierre. He's also been named one of the 20 smartest coaches in the world and 100 most influential people in health and fitness.

Regardless if your passion is in health and fitness, there is a lot you can learn from John about entrepreneurship and life and I’m excited for him to share it with you in this episode.

Health and fitness was not the likely path for John. He was born premature, had asthma and allergies, and as he grew up was very much an introvert. It wasn’t until he got to High School that he began to study health and fitness to better himself. It then that his passion for it was born.

But, it wasn’t without major challenge. Because John was more introverted and lacked self-confidence, it manifested in abusing drugs and alcohol at young age to cover up his pain. He fell in with the wrong crowd and one night was out driving around drinking with friends and got into an accident and miraculously survived without a scratch. That was his wake-up call and when he made the decision to focus on his health. He started going to the gym, found a mentor, and didn’t look back. The mentor even gave him a job at the gym.

John went onto to become personal trainer paying his way through college, but he knew he needed to learn more. He need to learn the psychological side. Combining the two disciplines is what helped to birth Precision Nutrition. Precision came about right as things were transitioning off of dial up to high-speed internet and Precision was positioned well to grow. From the start they grew the company remotely. As John said, back then, they were “weird.” They were totally remote. They didn’t have an organized management structure. Instead, they used Holocracy.

In 2017, John and his co-founder, sold the majority of the ownership in the company and John has been focused on unique projects such as Changemaker and others.

In our lives, we have moments that help define us. There is more to the car accident story where your friends actually got the wrecked car back on the road, but you decided to walk home. They ultimately got arrested. What was it that told you to walk away in the moment?

  • That would have been the 3rd time John would have been arrested with these same guys.
  • John shares that while the accident was happening and the car was spiraling across the road, it was like a movie scene. Everything slowed down and he saw scenes from his life.
  • The last scene was watching himself get lowered into the ground as his parents wept.
  • They ultimately landed between 2 trees perfectly and didn’t hit them – all perfectly fine without a scratch.
  • It was this moment that he chose to go a different direct and walk home while they drove the wrecked car away and go arrested.
  • The change to be better was tough. John no longer had the friends he had. He stopped using drugs and alcohol as a coping mechanism. So, getting better and to his next level was lonely. But, that is why he started going to the gym.

At the 17 min mark, John and I have a great conversation on how what we go through shapes us, why you should not regret, and how you should learn lessons from the past while getting perspective on the ones you are making right now.

What do you feel is most important to consistently succeed at high levels?

  • Reputation. You can talk about the value of it, but you will reach a point where you see its true impact in your life.
  • John gives the example of selling Precision and essentially starting from zero, but in launching Changemaker, his reputation – a history of doing great work – served him well as people know and trust him and thus supported him.
  • Reputation is built by having strong standards in life that we adhere to and live by.
  • Often we think that we need to come up with our standards/principles alone. You don’t. In fact, John says, “Nothing worth doing can be done alone.”
  • You are going to need other people as everything from inspiration to idea generation.

At the 29 min mark, John talks about how the book Principles by Ray Dailo was a direct result of his co-founder Phil. Ray had not planned a book on what then just a sort of pdf manifesto that he had put out. “The best ideas are not in your own head.

"The best ideas live in the interface between you and others. It is when you pile ideas on top of each other that the best things emerge.”

Tell us about Changemaker. What does it mean to be a changemaker?

  • The book was really a culmination of everything John has learned and done to succeed that has made a real difference.
  • What someone thinks doesn’t always have a bearing on what they did.
  • Watching someone in action many times will give you much better lessons than hearing what they think.
  • Use “squinted eyes” to seek the truth. See things fuzzy and look at the shapes before you seek the clear version. Many things are not just black and white – you need to see the grey.
  • Changemakers align what they think and what they do, but also constantly are looking at things through squinted eyes.

What do you teach people about how to find their calling?

  • Every career person should go through the purpose, unique abilities exercise.
  • First, come up with your origin story – how did you become the superhero you are?
  • Define what led you to where you are, so you know where you are…
  • Ask questions of yourself and those around you to determine this.
  • Your purpose and what you do every day can have a disconnect. You may have a deep purpose, but not like what you do. So you need to understand your unique abilities.
  • Your unique abilities are the things you are world-class at – the things you are great at that you can really enjoy doing. What of these moves the needle on your purpose.
  • When you know your purpose and align it with your unique abilities – then you can truly find what to do to serve your purpose that is based on you and who you really are.
  • The last part are your values – your guardrails that keep you aligned.
  • These are all things you don’t do on your own. You have to get the feedback from others to help shape these things. You have to get “for real.”

You should have your best self, coach you and build this into your routine. Set time aside where you are in a peaceful mind set, able to think clearly, and work on a problem or set of problems. Set aside time to let your best self show up to help you.

At the 48 min mark, we talk about the importance of structure in our lives, but how it needs to be a flexible structure.

  • Rigidity is the enemy of consistency.
  • The more rigid the rules are and how things have to be “just so.”
  • The “just so” lifestyle can lead to problems too.
  • There is a fun interplay between structure and flexibility that is needed to have the success that we want.

Are there any principles from the book or thoughts you want to leave us with?

  • The idea of “What is business? What is entrepreneurship?”
  • It comes down to 3 things.
  • First, you have to know what people want and are willing to pay for (much easier said than done)
    • Precision used the “jobs to be done” framework from Clayton Christiansen at Harvard.
  • Second, create that thing in the most remarkable way.
    • You cannot possibly know this all on your own – get feedback and ask people to think aloud. Get people’s emotional reactions, not their logical.
  • Third, tell everyone about it.
    • It’s more than just marketing


Best Quote: "The best ideas are not in your own head. The best ideas live in the interface between you and others. It is when you pile ideas on top of each other that the best things emerge."


John's Misfit 3:

  1. Practice compassionate, active listening in your life.
  2. Hunt for feedback. The most successful people collect more feedback than anyone else. They have fine tuned the practice by accepting all transmissions they can to grow their success.
  3. Don’t deify action. Don’t take action for action’s sake. Strategize for your action. We need a minute of thoughtfulness before taking action.
Jan 1, 2020

Hello Misfit Nation! Welcome to a special New Year’s edition of the Misfit Entrepreneur. Last week, we did our year in review where I attempted to boil down the best advice from our guests through 2019 for you. And I can’t thank you enough for all the comments, feedback, and sharing of the episode. A number of people sent me questions asking what my best advice was for the year and for succeeding in 2020. Well, I’m humbled that you would seek this from me and I’m honored to give it to you to kick off the New Year! So let’s jump in. ​

There is so much that I would love to share with you, and you get some of this in the Lessons for Hannah episodes that I do throughout the year, but I don’t want this episode to be hours long, so I’ve spent a lot of time thinking and have narrowed everything to 10 specific things I think you should know going into 2020 to maximize your success. The things I’ve chosen are not the traditional things you would hear like “set goals” and things like this. I’ve really looked at some of the more unique things I’ve found that have made a major difference for me…My Misfit side if you will and want to share those with you. I also am going to give you one action item to take with each one.

Make sure to get your copy of the guidebook with action items that goes with this episode. As a bonus, you also get the the Top 10 Lessons to Thrive and Succeed from the Misfit Entrepreneurs. Just got to this link:

Misfit's "Inner Misfit" Advice for Success in 2020

Dec 25, 2019

Misfit Nation! Welcome to the Misfit Entrepreneur 2019 year in review where each year I attempt to boil down all of the incredible, useful information, strategies, and tips that our guests have given on the show into less than one hour for you…with a few surprises thrown in. Now, it’s impossible for me to go over every single best piece of advice and that it why I urge you to take some time and go through the Misfit Archives to see which episodes resonate most with you, but in doing this episode, my goal is to spur ideas – to give you a lightning strike that propels you down a path of action to better improve yourself, your life, and your business or career in 2020!

That’s why I do this show – to not only provide a treasure trove of some of the best information to succeed in life and business for my daughter, Hannah, for when she grows up, but to give you a place where you know you can come each and every week to get inspired and find real, tried and tested tips, secrets, and strategies to succeed in all areas of life, and to share different perspectives from some of the highest performing entrepreneurs in the world with you. I truly believe that one great episode can change someone’s life and that’s what we set out to do each and every week.

But, before I begin I want to tell you something. I want to say “Thank YOU.” Thank you for listening. Thank you for your support of the show and thank you for sharing our message. Without you and the amazing feedback members of this audience give me every week, it would not be half of what it is. Because of you, in just a couple short years, this show has reached hundreds of thousands of people in over 130 countries. I am truly humbled and in awe at what we’ve done together and I am excited about having an even bigger impact with your help in 2020. So, from the bottom of my heart, Thank you, thank you, thank you!

Dec 18, 2019

​This week’s Misfit Entrepreneur is Scott Lynn. I always love Misfit Entrepreneurs who figure out ways to bring markets or solutions that were previously only available to a select group or reserved for the ultra-rich, to the masses. Scott has done just that. He is the founder and CEO of Masterworks. Masterworks makes it possible for everyone to invest in blue-chip artwork. Access to these types of art investments, like Andy Warhol or Monet paintings that go for millions, have been limited to those with the means to purchase these masterpieces—often historical treasures—and remove them from public display when they enter their private collections. Masterworks is opening the doors to top-tier, blue-chip art investments to everyone. It’s the first company to allow investors to by shares of ownership in these great works of art, for as little as $20.

This isn’t Scott’s first venture – in fact, for years he’s built businesses in the internet and online advertising space, but he has always been an art aficionado and an internationally -recognized collector. I’m excited to discuss his experience as well as how to create new, blue ocean markets.

Scott started his first company in high school and as he says, “with a little skill and a lot of luck,” they built the most popular game on the internet in the late 90’s. They created the “punch the monkey” advertisements which drove people to the game. The game was called Tree Loot and was one of the first examples of interactive websites where people had a chance to win money. They figured out for every $1 they spent in advertising, they made $2, so they just poured it on and by the time Scott graduated high school, they had almost 70 employees and ultimately built the company to a few hundred employees within a year after.

It was trial by fire for a kid starting a business and Scott had to grow up fast. It went great until March of 2000. Then the dot com bubble happened and even then, Scott thought it would not affect them, but the crash exposed an issue with internet advertisers. The issue was that all of the advertisers we buying ads with each other and spending the money from the dot com companies. When that dried up, it was like a domino effect in that these companies couldn’t afford to buy ads and one by one the internet advertisers funds dried up and since they were buying from each other, it basically collapsed. In a 2 weeks period, 60% of Scott advertisers cancelled. They didn’t sell the business, but pivoted to a new business that was direct marketing focused and not so much gaming. It was horrible to go through, but it taught Scott some very hard lessons in a fast way.

From there, Scott went into online advertising and Fintech building companies and now has started Masterworks. What were some of the lessons you learned from going through the Dot Com crash?

  • You must be ahead of change and move faster. Most companies don’t move fast enough because they don’t see the problem for as bad as it is.
  • Concentration risk. Be careful to make sure you are diversified in that you don’t rely on one sole source for your business to survive.

What do you feel is the most important ingredient for an entrepreneur to succeed in today’s world?

  • Execution – People, Structure, Process is important, but Strategy is much more important.
  • Focus on the right thing, a good, sizeable market with a need.
  • Make sure your business or product is well-differentiated and has a good competitive advantage.
  • Find ways to make your business or product “lock in” with customers. It has to be sticky.

Is there a framework that you use when you build a company or a set of principles that you use when you go into an endeavor?

  • A core process is Michael Porter’s 5 Forces process. It helps you to understand how to differentiate a business to increase the likelihood of success in any given market.
  • You want to be in markets with products that are well differentiated that make your life as easy as possible to gain market share and take margin. It’s hard to do this without a serious strategy process to think through these things.
  • So, strategy is key to success.

Can you share the 5 Forces and give us a quick overview?

  • The idea is to reduce the threats in 5 different categories
    • Suppliers
    • Customers
    • Substitute products
    • New Entrants
    • Competition/Existing Rivalry
  • The key is to figure how to differentiate to reduce your risk in each of those categories.

Talk to us about finding a Blue Ocean or White Space. What is the secret to finding them?

  • It’s iterating and testing to find the right market/product combinations that has really great market fit.
  • The initial product/market fit is not usually the winning combination. It take multiple iterations and changes to find it.
  • When you find that great combination and do it in the context of Porter’s 5 categories, you can create white space.

Tell us about Masterworks and how you applied the 5 forces to make it a great market fit…

  • Scott has been involved in collecting art for some time.
  • It’s 1.7 trillion asset value market. It is a large and meaningful asset classes.
  • It’s also one of the oldest asset classes and has existed for centuries.
  • But, it has a huge barrier to entry because of cost.
  • Until Masterworks, there was not way to really invest in art unless you got a group together to buy a piece or were independently wealthy enough.
  • Masterworks was created to give investors the ability to invest in and own a piece of an artwork for as little as $20/share.
  • Masterworks treats a painting like a company going public and puts it into a corporation and sell shares in it. They make a management fee similar to a fund for doing it.
  • The 5 Forces applied to Masterworks:
    • Currently not Competition/Existing Rivalry right now
    • There are threats of new entrants from the art industry or finance world
    • The power of customer is really limited because Masterworks is the only one that can do it today. The investments are 3-7 years, so there is a lot of stickiness.
    • There really are no substitute products. In fact, Masterworks paintings are more of a substitute for traditional investments.
    • Power of suppliers is low. Art galleries and auctions sell the paintings and the prices are pretty set.

At the 30 min mark, Scott talks about the current state of online advertising and where entrepreneur should focus…

  • In the year 2000, the conversation was different. It was about the internet with all these places where ads could be placed and used. It was very dispersed.
  • Now in 2019, we are in place where a couple of companies control the internet so most advertising is done through platforms.
  • The problem is simpler, but more expensive since there are only a few players.
  • Facebook, Google, and Direct Media buying with sites that are focused on your vertical of product or service is where to be.
  • The jury is out on influencers.
  • There is a lot of hype, but not a lot of results.
  • Most of the value is coming in Google Search, then Facebook and some of the display networks.
  • Google and Facebook are different. If you have a product that has pre-existing intent – people searching for it, then Google makes the most sense. If you don’t have pre-existing intent, then social media to create awareness and drive curiosity makes more sense.

Are there any trends that you see that people should be watching for the future?

  • Focus on the platforms.
  • What are they doing?
  • What are they changing?
  • The details are important and keeping up with the details on the platforms are very important.
  • You need to be very hands on with your marketing.

What would you tell a new entrepreneur starting today?

  • The skillset of marketing with platforms is important (Facebook and Google)
  • Hiring, coaching, and firing
  • Product – CEO’s should not be hands off – they need to be learning from customers and involved in product.
  • Great entrepreneurs have deep domain knowledge in their market and are hands on.

Tell us more about creating and building your business as a high-schooler…

  • Scott was working as a web-designer to pay for the person he hired to engineer the game.
  • They iterated the game to a point where they knew they had something.
  • But they didn’t have any money to go out and buy advertising.
  • Scott found our he could apply for advertising credits with some of the new networks that were starting up. He did and got $500k worth of credits!
  • He made almost $1 million dollars from spending it and used to profits to keep funding it.


Best Quote: Execution – People, Structure, Process is important, but Strategy is much more important.


Scott's Misfit 3:

  1. Do what you love. There is high correlation to being successful and happy if you do what you love.
  2. Make sure you are spending time on the right things. Put as much focus on strategy as you do execution.
  3. We’re not good at predicting the future. And so knowing you really can’t predict the future, how would you run your life differently today? Answer that as best as you can and live it.
Dec 11, 2019

In November of 2016, we introduced a new format that we are putting alongside our regular episodes called “Lessons for Hannah.” Hannah is my daughter and one of the main inspirations for the Misfit Entrepreneur. I wanted to have a place where she could go and learn from her daddy and his Misfit friends throughout her life….even after I am gone. If you haven’t listened to the first episode of "Lessons for Hannah," I urge you to as it gives some more background and tells the amazing story of how Hannah came to be in our lives.

"Lessons for Hannah" are short, very useful, and sometimes comical lessons, that I have learned which I want to share with you and give to Hannah to help in your lives. Because I want Hannah to have these for her life, I’m going to speak as though I am talking directly to her. These episodes are a lot of fun and if you think there is a lesson that we should include in these episodes, please don’t hesitate to send it over to us at We’d love to share it.

This week’s Lesson for Hannah

Hannah, Recently, we had a conversation where you shared with me that sometimes at school you find yourself alone. Sometimes friends will go play with other friends or do activities with them and you will not always be invited. And of course, many times you are the one invited and other friends are not.

​ I could tell it bothered you, as it does most kids, but you were doing your best not to let it show. First, let me say that this is common, not just among kids, but adults as well, so this will happen throughout your life. Sometimes you will be included, sometimes you won’t, and sometimes you will never know why.

This can cause people to question themselves. The little voice inside their head starts asking things like “Why don’t they like me?” or “Did I do something wrong?” or the worst one, “Is there something wrong with me?” People, kids and adults, will tie themselves in knots and agonize over these questions and have extensive internal dialog. They will let it eat at them and cause them to question way more about themselves than they should – when in reality, usually, there is nothing wrong and there is no issue. It’s just people being people.

But, here’s the real lesson and the thing I want you to understand. It’s ok to be alone. In fact, one of the best things we can learn to do is learn to love ourselves and learn how to enjoy being alone. I know it doesn’t seem right that being alone is a good thing, but it is. I’m not talking about all the time, but science and studies have show that periods of solitude are very healthy for us and help us to be stronger people.

For example, as I said above, one of the best things we can do is learn to love ourselves. What does that mean? Well, one of the reasons that people have trouble being alone is the fear of what they will find or have to face about themselves and who they are, when they are left with just themselves. Deep down, they may not like who they are or know there are things they need to deal with and being alone will force them to confront them. Good. Confront them. Hannah, one of the greatest things you will ever do is learn to love yourself for who you are. God does. In fact, he created you in his image. I have always been amazed at how this goes lost on people. When you can look at yourself and say I love me for who I am and I believe in myself and my abilities, it changes everything. You no longer have to get self-worth validated by outside sources. You no longer have to be part of a group or groups for your identity – because you know who you are, and you have a love for who you are. Talk about the greatest gift of personal power – it’s learning to be comfortable with just yourself. The strength is in you, the individual, not the collective.

On top of that, periods of solitude have many other benefits. Solitude has been proven to help us be more productive because there are no outside influences pulling at you and your time. It helps with your creativeness. The best ideas I have come up with are when I am alone, typically on a long run. In fact, it takes about 5 miles of running before my mind calms down and clears away all of the thoughts running through it, so it’s just me, the road, and the soft sound of each step. It is in these moments that I find myself most creative and develop my best ideas. In fact, the idea for this podcast came to me during one of those times.

Spending time alone also helps to give your perspective and better understanding. When you are with a group or a circle of friends, you are more susceptible to group think where everyone goes along with the same idea, premise, etc. But, when you are alone, you can truly think through things, better understand them, develop your own thoughts that you choose, and be true to yourself.

I can go on about other benefits, but I think you understand the lesson I am sharing. The ability to be comfortable being alone is powerful. It is an asset to living a great life.

Hannah, I know how tough it is and how it feels a young age to be “left out” or not included in certain things. But, I want you to see these times for what they are for you. They are a gift. A gift to get know yourself better. A gift to develop your talents. A gift to understand and empathize for others who are not strong enough to be alone. And most importantly, a gift to learn to love yourself.

My hope is that you embrace solitude and the gifts it brings, and make the most of it in your life. Your light will shine even brighter in the world for having done so. ​

I love you, ​



Best Quote:  It’s OK to be alone and have periods of solitude. In fact, one of the best things we can learn to do is learn to love ourselves and learn how to enjoy being alone.


Misfit 3:

  1. It’s OK to be alone.
  2. Science and studies have shown that periods of solitude are healthy for us and even increase productivity, creativity, and our confidence.
  3. Embrace being alone as the gift it is in your development as an individual on your journey in life.
Dec 4, 2019

This week’s Misfit Entrepreneur is Chad Peterson. Chad has been a serial entrepreneur going back to when he was a kid. He is the founder of Peterson Acquisitions, a business broker that helps people buy and sell businesses through the U.S. and abroad and his been ranked the #1 business broker in the country.

Chad is also the author of multiple best-sellers including From Blue to White: Quit Your J.O.B., A Working Man's Guide to Self-Employment and Swinging Doors.

Chad has done deals of all sizes upwards of $550 million and has a created a unique process that can help any business owner prepare and maximize the value of their business, as well as help them in their next great adventure. I’m excited to have him on today to discuss what he’s learned along his Misfit Entrepreneur journey and the principles he can teach you about buying and selling a business.

As Chad says, he got where he is at by sure determination, will, tenacity, and fire in his belly. He went out and did it. But he had his hard times. He was raised in a tumultuous household – no silver spoon. He realized at an early age that “if it’s meant to be, it’s up to me.”

He started as young kid knocking on doors and did everything from yard work to walking dogs, odd jobs and more. Anything he could do to succeed, he did it. Chad says, that “those customers taught him more about life than the school system or even his parents. Business raised Chad. He’s had multiple successes and multiple failures.

In your book, Blue to White, you open it up by saying that when someone asks you what you do, you tell them, “I live for a living.” Explain that.

  • Too many people get wrapped up in what they do or their title.
  • They wear the mask too much.
  • But, we are not that, we are many things.
  • Chad makes the most out of his life and doesn’t rest on his laurels.
  • Chad’s favorite saying, Live Deliberately”
  • His life is not an accident. It’s thought out. He knows his end goal and his intentionality.

What was it that you learned about life from your customers when you were a kid?

  • You have to tell someone what you are going to do and you have to follow through with it.
  • The importance of laser focus.
  • How to conduct business and give good service.
  • How to bill and collect money.
  • How to market yourself and your business.
  • And much more!

At the 11:30 mark, Chad talks about his biggest failure in business with his mortgage business and what he took away from it…

  • He got crushed in 2008.
  • He could have sold the company in 2007 for $10 million.
  • Up to 2008, the company was doing incredible. It had 120 employees, multiple locations, and was doing almost a million per month.
  • Then 2008 happened and almost overnight it was all gone. Chad was at the epicenter of the subprime meltdown.
  • He had just expanded and signed new mult-year leases and was basically broke.
  • He didn’t file for bankruptcy though. He lost everything, but ultimately got through it and shut things down without having to do that. It took him 5 years.
  • The lesson learned, “When you’re doing well, it’s the time to sell.” Never wait until you’re not doing well and the ship is sinking to sell. Go out on top.
  • That is when his Peterson Acquisitions was born.

“Where there is no passion, there is no profit.”

At the 16:38 mark, Chad shares how he does, what he does with clients…

  • First, Chad helps business owners understand what their business is really worth today. As part of that process, tax returns have to be recast to come up with “seller’s discretionary earnings.”
  • Seller’s discretionary earnings are really cashflow and that is the real value of a business.
    • This is adding everything that the business down for them back in – Meals, Travel, etc. Any owner benefit.
  • Once they get the number, they take that and look at the industry to see what the multiple is.
  • Manufacturing can get up to 4x. Service businesses can go as low as 2x. Online businesses can go higher.
  • Additionally, he helps them evaluate where they are psychologically to see if they are ready to move on to their next adventure.

How do you do the 2nd part, the discussion around whether someone is psychologically ready to sell their business?

  • The hardest thing to do is to tell people and show them the truth.
  • A lot of brokers need a paycheck – Chad does not at this point.
  • Chad wants to do good business for good people.
  • The key is getting to where the owner is at right now – what is their passion?
  • If it is not a 10 on a scale of 1-10, then it is time to get out. Remember, where there is not passion, there is no profit.
  • People become very emotionally involved in their business or investments.
  • Everybody is replaceable. Sometimes that is the owner.

What are things people should be thinking about or doing ahead of time or as they are growing their business to be prepared to sell it?

  • You must have the mindset that your business can and one day will be sold.
  • Make sure you are keeping in contact with a qualified broker and keep up with valuations.
  • Business owners think about selling their business for 1000-2000 hours before they make the decision to even sell.
  • People do this without keeping up at least annually on the valuation of the business and what is worth. You can’t make a decision if you don’t know what your business is worth.

What are the elements of a great deal? How does someone know that deal that is put together is a good one for them for their business?

  • A good deal starts with a good seller and a good buyer.
  • Chad’s job is not to sell people on the idea of selling their company, it’s to sell the company.
  • You must be serious about selling as an owner.
  • Business owners need to learn the real value and understand it. Many times, it’s not what they think.
  • What a business takes from someone emotionally affects what they thing is the price, but the buyer doesn’t have that baggage and there is not a value for that.
  • The bank or loan company for the transaction also must get behind it. That is a reality that impacts the price.
  • If the seller understands the value, the buyer understands, and the bank can get behind it – and all parties are good with it, then things are good to proceed.
  • The business must also have good strong 3M’s – Market, Message, and Management.

Tell us more about the 3 M’s…

  • They are the 3 areas that are most important to focus on in the business.
  • Marketing, Messaging, Management
  • Is marketing being maximized and done right for the business?
  • Is the messaging for the business consistent and easy to understand?
  • Does the business have good management - systems that work well without the owner? ​

What is one thing that you think every entrepreneur should know?

  • You must be truly aligned with what you want to do before you get started.
  • There is a million ways to make a million dollars, but only a certain few are a fit for you.
  • Your business must be aligned with your passion for it.
  • Passion defeats education.
  • Passion breeds desire….desire drives success.
  • You have to have a healthy obsession.


Best Quote: Where there is no passion, there is no profit.


Chad's Misfit 3:

  1. If you are going to do something, go all the way. In order to go all the way, you need to be prepared to go further than what you think “all they way” is.
  2. Personal responsibility. If it’s meant to be, it’s up to me.
  3. Don’t let yourself have “rocking chair regret” or let the music die inside you. Accomplish your dreams and goals
Nov 27, 2019

This week’s Misfit Entrepreneur is Antoine Martel. Antoine is the 23-year-old who started investing in college and went from $20,000 in the bank to retiring his parents in less than two years. He did it through creating turnkey opportunities in real estate. In fact, in just a few short years, Antoine’s company, Martel Turnkey has amassed a portfolio of over 100 properties and has sold over $10 million dollars’ worth of cash flowing real estate. He’s also the author of the popular real estate investing book, A Millennials Guide to Real Estate Investing.

The biggest reason I wanted to have Antoine on the show was not so much about how to invest in Turnkey real estate, although we’ll touch on that today, but because he is a great example that with a little ingenuity and looking at things a little differently, you can create a great business, at any age. I’m excited for him to share his wisdom and everything he’s learned to this point in his entrepreneur journey.

Instagram @martelantoine ​

Antoine is now 24. He’s been an entrepreneur his whole life, finding ways to make money in high school – even importing things from China to sell. He started investing in real estate in college. He and his family went to an investing seminar where they taught them how to analyze and manage real estate. He immersed himself into the teachings and did a lot of the work to get everything off the ground because his parents had full time jobs.

They started trying to flip houses in California, but couldn’t make things work for the cash they had. So, Antoine started researching how to buy property in less expensive markets out of state as well as networking to meet and learn from people doing it. He moved all his college courses to night classes so he could spend his days focused on building the business.

He found a lot of people investing out of state and buying single family properties either through turn-key or creating their own teams on the ground. And or course, the prices for the homes were much less.

Through research, Antoine found Memphis, TN to be a good market and started there. He built a team, had his parents invest, and the deal went according to plan. He then graduated and took 6 months to focus on making it a real business.

Now, Antoine had the full day to focus, including the evening and by December of that year, they had 10 homes in Memphis.

They then begin to have people reach out to them asking them how they are doing it and wanting to be able to do it. That is what got Antoine into doing Turn-keys and then selling them to their contacts. They now do over 100 homes a year, 8-10 per month using the model and selling to investors all over the world.

What’s the biggest myth about investing in real estate that you want to put to rest?

  • Turn-Key has gotten a bad rap. A big player in the industry got a huge lawsuit because they were doing things illegal. But there is a lot of great companies out there.
  • Like anything, you have to do your homework, but you can find great, solid partners.

At the 12 min mark, Antoine goes through his process of how he finds and invests in a property…

  • Antoine purchases a house with his money.
  • They then rehab and fix it up with their teams.
  • Then they market it professionally.
  • They get everything set with a tenant.
  • They have vetted property management companies they then use to manage it.
  • Once everything is set, they put it on the market to investors. It is fully bundled, ready, and cash flowing for the buyer.
  • Antoine’s company also helps the buyer with financing and introductions to the property management firms, etc.

What are the criteria that you look for in a property?

  • 3-bedroom, 1 bath 900-1200 sq ft.
  • Can accommodate a couple, or small family.
  • Focus on specific neighborhoods in markets – specific zip codes.
    • They do this because they do B and C class properties.
    • These properties are not in a downtown core or high wealth areas
    • Focus on blue/white collar areas that average $40-50k per year.
    • Within a 15-20 min drive to downtown.

Why is it better to invest for cashflow?

  • Cashflow provides you income every month vs. the up and down roller coaster of flipping.
  • To buy an apartment building or turn-key property is much easier and better over the long run.
  • You also get the tax advantages of depreciation and the ability to do 1030 exchanges when investing for cashflow and holding over time.

At the 21 min mark, Antoine talks about buying property out of state…

  • It all comes down to your team.
  • You should take it slow and do your homework.
  • Start with one property.
  • You will have to manage your new team early on to make sure they stay on budget and do what they commit to.
  • Once they’ve proven it, then it easier to scale.

Talk to us about how you market your business...

  • Content heavy
  • Blogs and articles on things like Bigger Pockets, LinkedIn, etc.
  • Blasts each week to their list from networking and growing from their website.
  • An Instagram video post every day. Podcasts.
  • Just starting webinars
  • Never stop networking with all that you can

What are the demographics of your market?

  • 25-45
  • Steady job
  • Have $20-50k in savings to invest
  • Married, potentially kids

What are some of the keys that you have found to consistently succeed at a high level?

  • Taking action.
  • Don’t be a full time seminar goer who never does anything with what you learn in the seminar.
  • Antoine when to 1 seminar and took action and stuck with it. The results speak for themselves.
  • Never stop getting better at what you do. You can always improve.

What advice would you give millennial entrepreneurs?

  • Don’t make excuses for yourself.
  • People will respect you for taking action at a younger age
  • Don’t worry about what people think – concentrate on knowing your craft and being great at what you do. It will show through.
  • Your youth is an advantage.

What’s been your biggest failure in your business and what did you learn?

  • Getting too confident.
  • Don’t get too confident and think that you can go outside your process or system that you have proven to work.

At the 38 min mark, Antoine shares some trends he sees coming in real estate…

  • The market is going to take a hit. The economy will have a downturn.
  • There are a lot of people flipping luxury homes and not leaving much margin or room for error. If the market correct, just 10%, they’ll be underwater.
  • The Airbnb model is going to suffer. A lot of people are now making their income solely off of Airbnb and when the market corrects and people are spending less to travel or traveling less, this is going to hurt them and that income is going to be hit.
  • The value of the Airbnb property will suffer as well.
  • Be prepared always for a downturn


Best Quote: Don’t be a full time seminar goer who never does anything with what you learn in the seminar. Learn and then take action on what you learn.


Antoine's Misfit 3:

  1. Take action! Learn test, learn test, and don’t be afraid to pivot.
  2. Look at your resources (time, money, knowledge) and make sure they are aligned with where things are at in the market cycle today. What can you start off with today? Match your resources to where they fit best in a market.
  3. Systematize EVERYTHING! Every week, make it a goal to systematize something in your business.
Nov 20, 2019

This week’s Misfit Entrepreneur is Frank Ieraci. Frank started out owning a successful marketing business, but after a few years, realized that there was a great niche in helping clients grow their business through maximizing the power of LinkedIn. He did very well and grew an even larger business, but after some time, realized, that even though the results he was delivering for clients were excellent, the business couldn’t scale unless he found a way to automate his manual processes.

He figured it out and created one of the top LinkedIn marketing software solutions out there today, ClickedIn. ClickedIn is used by everyone from small one person businesses to large enterprise organizations, even groups like entrepreneur magazine.

With Frank’s background and experience, it was only fitting that I ask him on the show to discuss what he’s learned on his entrepreneur journey and his secrets on how use LinkedIn to help maximize the growth of your business.

Through year end 2019, ClickedIn is offering a 14-day free trial of their software for $1. You can sign up right from the website.

Frank has been in marketing for over a decade. He started out in the SEO, AdWords, and social media space, but quickly saw how saturated the market had become. About 7 years ago, he sold off that side of his company and decided to focus solely on helping people grow their business through LinkedIn. During that time, he built a personal network with over 7.2 million connections.

Frank started out as a consultant helping clients get leads through a unique, but manual process. He guaranteed the service and had a lot of success. A few years ago, he had his “light bulb” go off and had an idea to build a software that mirrored what he did manually to help even more people around their world grow their business and that’s when ClickedIn was born.

Why LinkedIn?

  • It was an untapped market
  • LinkedIn is a B2B platform so you can target much better
  • You can get a better 1 on 1 interaction on LinkedIn which makes the conversation much easier.
  • It allows you to get that direct relationship.

Did anything surprise you about LinkedIn as you started to work with it and build ClickedIn?

  • The quality of the conversations you are able to have – they are so much better than other platforms.
  • You can do it without ad spend.
  • You can book and get meetings with potential prospects much easier.

At the 9 min mark, Frank talks about ClickedIn and some of the nuances of LinkedIn and how it works…

  • ClickedIn allows you to target your exact best match or prospect.
  • It then communicates with a new connection for you based on messaging you create, but is smart and has an AI component that recognizes positive and negative responses.
  • LinkedIn has specific rules for all users.
  • LinkedIn wants to see a healthy ratio of connections sent out to acceptance.
  • LinkedIn caps a user at 110 connections per day.
  • LinkedIn also monitors page views to make sure you are not spamming inside the platform.
  • LinkedIn allows you to export only a certain amount of your connections and to get all the data, you need to have a paid account.

A lot of social media marketing and automation services have been shut down, how have you avoided that with ClickedIn?

  • The companies getting shut down are Chrome extensions and the social media platforms can see you are using them just from the URL in the chrome extension when you login.
  • ClickedIn is a fully web-based platform, no extensions. When it connects, it looks the same as you do sitting at your desk. The software also follows all of the LinkedIn rules and terms and conditions.

How can someone maximize the reach of their LinkedIn profile?

  • Think of LinkedIn as your digital resume.
  • Have a professional photo. LinkedIn is not Facebook or Instagram, people are looking for business opportunities, so you need to look professional and like the executive that you are.
  • A professional photo and banner have proven to help increase conversion rates.
  • In your title section, put at least 3 key words of what you or your business is about. These help you rankings in search on LinkedIn.

At the 17 min mark, Frank talks about how he uses ClickedIn almost exclusively to grow his business and the best practices he’s learned about messaging and connecting with people in LinkedIn…

  • First, know your audience. Know exactly who it is that you want to target.
  • Social media is not about the number of connections you have – it’s about the quality of connections you have.
  • Make quality your focus and then be very genuine in your messaging. Be yourself and who you truly are.
  • When messaging, don’t go in for the sale on your first message.
  • You do need to understand that people will want to know, “Who are you and what can you do for me,” but start out by engaging and giving before you ask for anything.
  • Try to make things more conversational and temper your aggressiveness.

What are some of the most important things you’ve learned in building a software business?

  • One word “PATIENCE!”
  • You must have patience in building software because you are constantly improving things and adding new capabilities – and you have to deal with things not always working.
  • You are constantly in a mode of testing, fixing, releasing, etc.

Besides patience, what you have you learned about yourself through your journey?

  • You must learn to develop a ‘never quit attitude.”
  • To get comfortable with the unknown
  • Thrive in the face of challenge.
  • It is so gratifying and rewarding to see what you’ve created help people.

At some point, you reached a breaking point, a time when you were on the brink of quitting. How did you overcome it?

  • A lot of curse words
  • It comes back to the whole reason why you started. The why.
  • Nothing great ever comes easy and the bigger the obstacles you can overcome, the bigger your business can be.
  • There are always a hundred reasons why you can give up and many times only one to keep you going. Always be looking for the one to remind yourself why you started your business and keep you moving forward.

Your best one piece of advice for a new entrepreneur starting out?

  • Stay aggressive
  • Stay focused
  • A lot more are rooting for you to fail than succeed – tune it out.
  • Refuse to quit – don’t give yourself another option.

Any trends across marketing or social media you see coming?

  • Stay in tune with the guidelines and terms on the platforms because they are changing.
  • Stay true to you through any change.
  • Focus on the right approach and the conversation.
  • Always make sure you are refining and be diligent about connecting with your target audience.


Best Quote:  Social media is not about the number of connections you have - it's about the quality of connections you have.


Frank's Misfit 3:

  1. Refuse to be in the position you are in now.
  2. Never quit or give in.
  3. Stay aggressive and be patient.  Never be satisfied.
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