The Model FA
The Model FA
David DeCelle
The Model FA podcast is a show for fiduciary financial advisors. In each episode, our host David DeCelle sits down with industry experts, strategic thinkers, and advisors to explore what it takes to build a successful practice — and have an abundant life in the process. We believe in continuous learning, tactical advice, and strategies that work — no “gotchas” or BS. Join us to hear stories from successful financial advisors, get actionable ideas from experts, and re-discover your drive to build the practice of your dreams.
The Intersection of Tech and Compliance with Cory Roberson
Cory joins us today to discuss how financial technology can ease the burden of compliance for RIAs and financial planners. He describes how he embraced tech in investment management as he built his compliance consulting business. He explains why financial planning organizations should consider collaborating with external compliance consultants — even if they already have an in-house compliance team. Cory also shares the key compliance points financial advisors need to understand when starting their own RI
Dec 14, 2021
45 min
Tech, AI, and Compliance for Financial Advisors with Bo Howell
Bo Howell is the Founder, Chairman, and CEO of Joot, a fintech organization that provides compliance tech and services for investment advisors. After serving in the U.S. Navy, Bo worked at the U.S. Securities and Exchange Commission (SEC) as Senior Counsel in the Division of Investment Management. He then worked in financial service organizations and legal firms such as Ultimus Fund Solutions and Strauss Troy before finally launching Joot in 2018. With his substantial legal, managerial, and business experience, Bo expertly identifies and meets his clients’ business needs with creative solutions. Bo joins us today to discuss SEC compliance and tech for financial advisors. He describes the role of the SEC and explains how they help protect investors as well as promote capital markets. He discusses how solo financial advisors and small firms can remain compliant while honoring their revenue-generating efforts. Bo also highlights the benefits of augmenting financial advisors with fintech and shares his predictions on how tech will advance in the financial advisory industry.   “Compliance is like quality control. It lets you have confidence that your business is running smoothly, allowing you to focus on growth-related activities.” - Bo Howell   This week on The Model FA Podcast: Bo’s background and his transition from serving in the Navy to founding Joot Why Bo launched Joot and how the company helps financial advisors  The role of the SEC and why financial advisors should view them in a positive light How financial advisors can become more proactive when building a relationship with the SEC How tech impacts financial advisory businesses When financial advisory firms should develop their own tech How financial advisory firms can meet compliance requirements without sacrificing revenue-generating activities The similarities between business development and compliance   Resources Mentioned: Book: Les Miserables by Victor Hugo Book: Delivering Happiness: A Path to Profits, Passion, and Purpose by Tony Hsieh   Our Favorite Quotes: “The SEC can seem scary, but there are humans on the other side of the name.” - David DeCelle “Practice audits in advance, so it doesn’t seem like a daunting task when you get that SEC letter.” - David DeCelle “Tech advancement is always scary and disruptive, but it also creates new opportunities.” - Bo Howell   Connect with Bo Howell: Joot Joot on LinkedIn Joot on Facebook Joot on Twitter Bo Howell on LinkedIn Email: Bo.Howell@Joot.io   About the Model FA Podcast The Model FA podcast is a show for fiduciary financial advisors. In each episode, our host David DeCelle sits down with industry experts, strategic thinkers, and advisors to explore what it takes  to build a successful practice — and have an abundant life in the process. We believe in continuous learning, tactical advice, and strategies that work — no “gotchas” or BS. Join us to hear stories from successful financial advisors, get actionable ideas from experts, and re-discover your drive to build the practice of your dreams.  Did you like this conversation? Then leave us a rating and a review in whatever podcast player you use. We would love your feedback, and your ratings help us reach more advisors with ideas for growing their practices, attracting great clients, and achieving a better quality of life. While you are there, feel free to share your ideas about future podcast guests or topics you’d love to see covered.    Our Team: President of Model FA, David DeCelle   If you like this podcast, you will love our community! Join the Model FA Community on Facebook to connect with like-minded advisors and share the day-to-day challenges and wins of running a growing financial services firm.
Dec 7, 2021
38 min
Committing Client Segmentation to Your Business’s Core with Jon Mauney
Jon joins me today to discuss client segmentation and how it can improve business economics and help financial advisors adapt to changing client demographics. He outlines the next steps financial advisors can take after segmenting clients and how they can move current clients who score low in the segmentation process. Jon also explains why advisors may take in prospects at the earlier stages of their wealth journey and underscores the importance of considering a client’s lifetime value.
Nov 30, 2021
36 min
Claiming Your Superpower to Create Your Reality with Bob Doyle
Bob joins me today to discuss the process of tapping into your brain’s superpower to create your reality and transform yourself. He explains the relationship between the brain’s neuroplasticity and manifestation. He describes why it’s difficult for many people to transform their lives and discusses why the Law of Attraction doesn’t work for many people. He also underscores the importance of being non-negotiable about the kind of person you want to become.
Nov 23, 2021
46 min
Harnessing the Power of Storytelling for Effective Seminars and Prospect Conversion with Natalie Grassi
Natalie Grassi is an Advisor Development Consultant at Simplicity Scottsdale, an organization that is revolutionizing the insurance industry. Natalie specializes in helping financial advisors reach their goals faster by guiding them in overcoming their challenges. She has created marketing plans for top performers and has coached hundreds of advisors on seminar best practices. Before joining Simplicity, Natalie worked as a Success Coach for Advisors with White Glove, a tech-enabled marketing services company. Natalie joins me today to discuss her best practices in marketing for financial advisors. She shares her emergence in the industry and how she pivoted from being an elementary school teacher to working with financial advisors. She explains why financial advisors need to stay open and curious with their clients and reveals the factors that define (and make) the best financial advisors. She also underscores the power of using storytelling to connect with prospects and convert them into clients.   “All the little things make the biggest difference and impact the result. They create an experience for prospects and make prospects take the next step with you.” - Natalie Grassi   This week on The Model FA Podcast: Natalie’s background in the financial services industry Simplicity Scottsdale’s services and how they help advisors What financial advisors should consider when developing a marketing plan Why advisors need to give their marketing plan and activities more time What makes an effective financial advisor The importance of tracking results and keeping marketing funnels full Why seminars are working well — despite the pandemic How financial advisors can increase their conversion rates from registration to attendance Why financial advisors should invite their seminar attendees to follow them on social media  Converting seminar attendees into client appointments The power of curiosity and storytelling   Resources Mentioned: Book: What Great Salespeople Do: The Science of Selling Through Emotional Connection and the Power of Story by Michael Bosworth and Ben Zoldan Book: Delivering Happiness by Tony Hsieh Book: Untamed by Glennon Doyle Loom: Video Messaging for Work BombBomb Video Mail   Our Favorite Quotes: “People like to do business with people they know, like, and trust. If they connect with you on social media, it lets them connect with you on a deeper level.” - David DeCelle “Storytelling is a tool to help financial advisors increase their conversion rates.” - David DeCelle “The best advisors don’t say they’ll continue what they’ve always done. They look for new ideas, recommendations, training, and other things that will help them get better.” - Natalie Grassi   Connect with Natalie Grassi: Simplicity Scottsdale Simplicity Scottsdale on LinkedIn Simplicity Scottsdale on Facebook Simplicity Scottsdale on YouTube Natalie Grassi on LinkedIn Email: natalie.grassi@simplicitygroup.com   About the Model FA Podcast   The Model FA podcast is a show for fiduciary financial advisors. In each episode, our host David DeCelle sits down with industry experts, strategic thinkers, and advisors to explore what it takes  to build a successful practice — and have an abundant life in the process. We believe in continuous learning, tactical advice, and strategies that work — no “gotchas” or BS. Join us to hear stories from successful financial advisors, get actionable ideas from experts, and re-discover your drive to build the practice of your dreams.    Did you like this conversation? Then leave us a rating and a review in whatever podcast player you use. We would love your feedback, and your ratings help us reach more advisors with ideas for growing their practices, attracting great clients, and achieving a better quality of life. While you are there, feel free to share your ideas about future podcast guests or topics you’d love to see covered.    Our Team: President of Model FA, David DeCelle   If you like this podcast, you will love our community! Join the Model FA Community on Facebook to connect with like-minded advisors and share the day-to-day challenges and wins of running a growing financial services firm.
Nov 16, 2021
53 min
LinkedIn101 for Financial Advisors with Brendan Barca
Brendan Barca is a coach, speaker, and consultant specializing in helping financial advisors enter the digital age. Through his live workshops, webinars, and online courses, Brendan teaches financial advisors how to grow their businesses by modernizing their websites and embracing digital technology. In addition to his work as a consultant for financial advisors, Brendan is also Co-Founder of Brema Solutions, a firm dedicated to creating a more intentional, aware, and mindful world. Brendan joins me today to share his advice on how financial advisors can leverage LinkedIn and other online tools to expand their businesses. He shares why and how he shifted from working in the financial services industry to starting a consultancy business. He discusses how content marketing can help prospects find financial advisors and explains why networking on LinkedIn is a gradual process. He also shares his advice for optimizing your business’s website on Google and underscores why financial advisors need to embrace the digital world.   “LinkedIn is a gradual and strategic process.  It’s a slow burn: you connect, build rapport, and then ask for a meeting.” - Brendan Barca   This week on The Model FA Podcast: Why some financial advisors feel like LinkedIn doesn’t work for building business How optimizing your LinkedIn profile separates you from other financial advisors Using content for marketing and keeping prospects interested in you The power of niching in business-building and how to position yourself as a valuable resource on LinkedIn and other networking platforms How long it takes to reap the benefits of networking on LinkedIn Why financial advisors need to embrace digitalization Brendan’s advice for financial advisors who are hesitant about taking their businesses online Online meeting best practices Optimizing your Google ranking to get more prospects to your business website   Resources Mentioned: Book: The 4-Hour Workweek: Escape 9-5, Live Anywhere, and Join the New Rich by Tim Ferris Book: Tools of Titans: The Tactics, Routines, and Habits of Billionaires, Icons, and World-Class Performers by Tim Ferris   Our Favorite Quotes: “People get to know you by the amount of experiences they have with you.” - David DeCelle “You want to create content on LinkedIn. Even if your content doesn’t get a huge engagement, you can still repurpose it.” - Brendan Barca “Advisors should create valuable content on a consistent basis on LinkedIn.” - David DeCelle   Connect with Brendan Barca: Brendan Barca Solutions Email: brendan@brendanbarca.com Brendan Barca on LinkedIn     About the Model FA Podcast The Model FA podcast is a show for fiduciary financial advisors. In each episode, our host David DeCelle sits down with industry experts, strategic thinkers, and advisors to explore what it takes  to build a successful practice — and have an abundant life in the process. We believe in continuous learning, tactical advice, and strategies that work — no “gotchas” or BS. Join us to hear stories from successful financial advisors, get actionable ideas from experts, and re-discover your drive to build the practice of your dreams.    Did you like this conversation? Then leave us a rating and a review in whatever podcast player you use. We would love your feedback, and your ratings help us reach more advisors with ideas for growing their practices, attracting great clients, and achieving a better quality of life. While you are there, feel free to share your ideas about future podcast guests or topics you’d love to see covered.    Our Team: President of Model FA, David DeCelle   If you like this podcast, you will love our community! Join the Model FA Community on Facebook to connect with like-minded advisors and share the day-to-day challenges and wins of running a growing financial services firm.
Nov 9, 2021
33 min
Business Development and Prospecting Opportunities through Medicare with Scott Nelson
Scott Nelson is the founder and CEO of Thrive Medicare, a fee-only financial services firm dedicated to helping clients live happy, comfortable lives by guiding them reach their financial goals. After nearly two decades of supporting advisors and their clients through Thrive Wealth Strategies, Scott built Thrive Medicare as a platform that offers training, mentorship programs, direct client support, and referral networks to assist financial advisors in the United States. Scott joins me today to discuss how financial advisors can use Medicare as a prospecting and business development tool. He discusses how he pivoted from being a financial advisor to starting his Medicare services business and how he grew it through referrals. He describes why Medicare is a “fragmented” industry. He also explains how offering Medicare advice can build trust between a financial advisor and their client.   “Medicare is the best prospecting tool you’ll have.” - Scott Nelson   This week on The Model FA Podcast: How Scott launched his Medicare business Why Medicare is a fragmented industry and how it’s different from the financial advisory industry How offering Medicare can benefit financial advisors The “give-to-get” offer and why clients don’t look for a holistic fiduciary planner How the Medicare process can give you the opportunity to present your professionalism and perform fact-finding Medicare season and using Medicare as a tool to get referrals Why offering Medicare as a value-add gets you more referrals as a financial advisor   Our Favorite Quotes: “Marketing is a creative and ethical way to get someone’s attention and trick them into hanging out with you.” - David DeCelle “Of a hundred people you’re asking, not all are going to sign up for Medicare—but all one hundred will ask you for advice.” - Scott Nelson “Rarely will a client say, I need to find a holistic planner and address this entire thing! It’s usually a particular problem they need to work through, and it’s the adviser’s job to help them.” - David DeCelle   Connect with Scott Nelson: Thrive Medicare Strategies Scott Nelson on LinkedIn Email: scott@Medicarebythrive.com   About the Model FA Podcast The Model FA podcast is a show for fiduciary financial advisors. In each episode, our host David DeCelle sits down with industry experts, strategic thinkers, and advisors to explore what it takes  to build a successful practice — and have an abundant life in the process. We believe in continuous learning, tactical advice, and strategies that work — no “gotchas” or BS. Join us to hear stories from successful financial advisors, get actionable ideas from experts, and re-discover your drive to build the practice of your dreams.    Did you like this conversation? Then leave us a rating and a review in whatever podcast player you use. We would love your feedback, and your ratings help us reach more advisors with ideas for growing their practices, attracting great clients, and achieving a better quality of life. While you are there, feel free to share your ideas about future podcast guests or topics you’d love to see covered.    Our Team: President of Model FA, David DeCelle   If you like this podcast, you will love our community! Join the Model FA Community on Facebook to connect with like-minded advisors and share the day-to-day challenges and wins of running a growing financial services firm.
Nov 2, 2021
30 min
The Fundamental 4: How Financial Advisors Can Grow Purposefully with Andrea Lopez-Schlapia
Andrea Lopez-Schlapia is the founder and CEO of IronstoneHQ, an organization that helps financial advisory professionals design, develop, and sustain their businesses. After rising through the ranks of several global investment firms such as Dreyfus, Prudential, and Deutsche Bank, Andrea founded IronstoneHQ in 2008 to help financial advisors. She is the creator of IronstoneHQ’s Fundamental 4 scorecard and blueprint, a system she designed to help financial advisors grow purposefully, operate more efficiently, and continue their business’s legacy. Andrea joins me today to discuss the Fundamental 4 blueprint and how organizations can leverage it for exponential growth. She explains why businesses should cast a vision through strategic planning and outlines how leaders can put those plans into action through business development. She underscores why it’s important to systematize and standardize a company’s systems and processes. Andrea also highlights why it’s critical to cultivate the human element of an organization and shares some of her strategies for developing company culture.   “Cast a wide net at the beginning of your career. Explore what you like—what becomes your sweet spot is your growth.” - Andrea Schlapia   This week on The Model FA Podcast: Andrea’s background and the catalyst behind IronstoneHQ The leap from being a great financial advisor to becoming a great business owner What the Fundamental 4 blueprint is and how it was created How often the Fundamental 4 should be implemented in an organization How to fall in love with your business again Being strategic and protecting your energy by working with people who give you energy The 10:3:1:Q method for casting your company’s vision The importance of having a clear vision for your business and writing it down on paper Picking and refining a niche and what it means to be a small giant How to pick a niche when starting out How to quickly build up trust with clients Operational effectiveness and the power of consistency Segmentation and why it’s important to document your business’s services and operations The psychology of selling The human element of culture-building and strategies for improving culture What development days are and why you should implement them monthly   Resources Mentioned: Book: Small Giants: Companies That Choose to Be Great Instead of Big by Bo Burlingham Book: The Checklist Manifesto: How to Get Things Right by Atul Gawande Book: Traction: Get a Grip on Your Business by Gino Wickman   Our Favorite Quotes: “When you build a community, you start educating people on what you do. Then it becomes an automatic referral-generating machine.” - Andrea Schlapia “Trust isn’t something that just takes time; it’s based on the accumulation of experiences.” - David DeCelle “Serving your clients better starts with serving yourself and your people.” - David DeCelle   Connect with Andrea Schlapia: IronstoneHQ The Fundamental 4 IronstoneHQ on LinkedIn IronstoneHQ on Instagram IronstoneHQ on Facebook IronstoneHQ on Twitter IronstoneHQ on YouTube Andrea Schlapia on LinkedIn   About the Model FA Podcast The Model FA podcast is a show for fiduciary financial advisors. In each episode, our host David DeCelle sits down with industry experts, strategic thinkers, and advisors to explore what it takes  to build a successful practice — and have an abundant life in the process. We believe in continuous learning, tactical advice, and strategies that work — no “gotchas” or BS. Join us to hear stories from successful financial advisors, get actionable ideas from experts, and re-discover your drive to build the practice of your dreams.    Did you like this conversation? Then leave us a rating and a review in whatever podcast player you use. We would love your feedback, and your ratings help us reach more advisors with ideas for growing their practices, attracting great clients, and achieving a better quality of life. While you are there, feel free to share your ideas about future podcast guests or topics you’d love to see covered.    Our Team: President of Model FA, David DeCelle   If you like this podcast, you will love our community! Join the Model FA Community on Facebook to connect with like-minded advisors and share the day-to-day challenges and wins of running a growing financial services firm.
Oct 26, 2021
56 min
The Guide is Not the Hero: Financial Advisors and the Power of Storytelling with Aaron Klein
Aaron Klein is the co-founder and CEO of Riskalyze, the organization that invented the Risk Number, empowering the world to invest fearlessly. Under Aaron’s leadership, Riskalyze has grown to serve thousands of financial advisors and has been recognized by Fast Company Magazine as one of the world’s top ten most innovative companies in finance. InvestmentNews has named Aaron one of the industry’s Top 40 Under 40 executives. In addition to his responsibilities at Riskalyze, Aaron actively performs humanitarian work. He has co-founded and serves as a board member of Hope Takes Root, an initiative to serve orphans and vulnerable kids in Ethiopia, and serves on the board of Invest in Others, an organization that supports financial advisors who give back to their communities. Aaron joins me today to discuss how financial advisors can harness the power of storytelling to foster their connection with clients. He describes how the impetus behind Riskalyze started in a conversation between friends. He defines what the “red pill” principle is and shares the different personal routines he maintains to help him balance his time between family and business. He also discusses how clients seldom make long-term decisions, highlights how social media can be used for positive outcomes, and underscores the relationship between storytelling and good selling.   “Painting yourself as the hero instead of a guide leaves your clients as a spectator. You can’t be a successful financial advisor until the client takes an active role in the story.” - Aaron Klein   This week on The Model FA Podcast: Aaron’s backstory and why Riskalyze made a pivot to the B2B space The “Apollo 13” question and how Riskalyze started as a conversation between friends The “red pill” principle and the difficulty and wonder of being an entrepreneur Mindsets and personal routines that help Aaron stay positive and persevere through challenges Unlocking the secrets of powerful storytelling How clients make short-term decisions that serve as fuel for their long-term vision Using the C3 list to commit to the process of success The law of diminishing returns in social media Using capitalism to pull people out of poverty   Resources Mentioned: Book: What Great Salespeople Do: The Science of Selling Through Emotional Connection and the Power of Story by Michael T. Bosworth Book: Working Backwards: Insights, Stories, and Secrets from Inside Amazon by Colin Bryar and Bill Carr Book: Amazon Unbound: Jeff Bezos and the Invention of a Global Empire by Brad Stone Book: The Hard Thing About Hard Things: Building a Business When There Are No Easy Answers by Ben Horowitz   Our Favorite Quotes: “There are ups and downs and ebbs and flows in the entrepreneurial journey. It’s important to have an aspect of your life that’s foundational and stable. For me, that’s my personal routine.” - David DeCelle “A start-up is a process of learning. It’s about how much tenacity and drive you have to extend that learning experience long enough to get you to the other side.” - Aaron Klein “Ensure that the client feels educated and empowered to make decisions that can save themselves.” - David DeCelle   Connect with Aaron Klein: Riskalyze Riskalyze on LinkedIn Riskalyze on Facebook Riskalyze on Twitter Email: ak@riskalyze.com Aaron Klein on LinkedIn Aaron Klein on Instagram Aaron Klein on Facebook Aaron Klein on Twitter   About the Model FA Podcast The Model FA podcast is a show for fiduciary financial advisors. In each episode, our host David DeCelle sits down with industry experts, strategic thinkers, and advisors to explore what it takes  to build a successful practice — and have an abundant life in the process. We believe in continuous learning, tactical advice, and strategies that work — no “gotchas” or BS. Join us to hear stories from successful financial advisors, get actionable ideas from experts, and re-discover your drive to build the practice of your dreams.    Did you like this conversation? Then leave us a rating and a review in whatever podcast player you use. We would love your feedback, and your ratings help us reach more advisors with ideas for growing their practices, attracting great clients, and achieving a better quality of life. While you are there, feel free to share your ideas about future podcast guests or topics you’d love to see covered.    Our Team: President of Model FA, David DeCelle   If you like this podcast, you will love our community! Join the Model FA Community on Facebook to connect with like-minded advisors and share the day-to-day challenges and wins of running a growing financial services firm.
Oct 19, 2021
51 min
Refining Your Unique Value Proposition with Eric Clarke
Eric Clarke is the Founder and CEO of Orion Advisor Solutions, an organization that helps advisory professionals operationalize their vision for success by delivering cutting-edge financial technology and investment management solutions. Eric is an advocate for fiduciary advisory professionals and has written several articles for InvestmentsNews and The Journal of Financial Planning. A highly-regarded thought leader in the industry, Eric has received various awards, including ThinkAdvisor’s IA25 in 2012 and 2019 and InvestmentNews’s Icon & Innovators Award in 2019. Before founding Orion, Eric served as the Chief Operations Officer for CLS Investments from 1999 to 2006.  Eric joins me today to discuss the four pillars financial advisors should build to set themselves apart. He shares the history of Orion and how the company was born out of Eric’s frustration with finding the right RIA technology. He describes what makes a powerful value proposition and explains why advisors should focus on creating an impactful brand experience for clients. He also highlights the power of habits and discipline, discusses the value of listening to feedback, and underscores why any business owner should think about their “why.”   “Figuring out the exact market you’re going to serve is critical to success and refining your value proposition.” - Eric Clarke   This week on The Model FA Podcast: The founding of Orion and the challenges the company faced in the early days  How Orion dealt with financial advisors’ reluctance to adopt financial services technology Eric’s advice for entrepreneurial advisors who want to build their own businesses The importance of listening to market and client feedback The power of habits and how to maintain work-life balance while growing a company How financial advisors can differentiate their value proposition in the marketplace The impact of building a unique brand experience Niching down and why financial advisors need to identify the market they want to serve What strategic alignment is Different ways financial advisors can leverage technology to prospect clients The Traction model and the give-to-get prospecting method   Resources Mentioned: Book: Brand Harmony: Achieving Dynamic Results by Orchestrating Your Customer’s Total Experience by Steve Yastrow Book: Traction: Get a Grip on Your Business by Gino Wickman Book: The Art of the Start: The Time-Tested, Battle-Hardened Guide for Anyone Starting Anything by Guy Kawasaki   Our Favorite Quotes: “Prospect, plan, invest, and achieve. Those are the four strategic pillars advisors need to differentiate their value proposition.” - Eric Clarke “Advisors can set themselves apart through the experience component of their relationship with clients.” - David DeCelle “Your target market determines everything else about your business, branding, and marketing strategy.” - David DeCelle   Connect with Eric Clarke: Orion Advisor Tech Orion Advisor Tech on LinkedIn Orion Advisor Tech on Instagram Orion Advisor Tech on Facebook Orion Advisor Tech on Twitter Eric Clarke on LinkedIn Email: eric@orion.com   About the Model FA Podcast   The Model FA podcast is a show for fiduciary financial advisors. In each episode, our host David DeCelle sits down with industry experts, strategic thinkers, and advisors to explore what it takes  to build a successful practice — and have an abundant life in the process. We believe in continuous learning, tactical advice, and strategies that work — no “gotchas” or BS. Join us to hear stories from successful financial advisors, get actionable ideas from experts, and re-discover your drive to build the practice of your dreams.    Did you like this conversation? Then leave us a rating and a review in whatever podcast player you use. We would love your feedback, and your ratings help us reach more advisors with ideas for growing their practices, attracting great clients, and achieving a better quality of life. While you are there, feel free to share your ideas about future podcast guests or topics you’d love to see covered.    Our Team: President of Model FA, David DeCelle   If you like this podcast, you will love our community! Join the Model FA Community on Facebook to connect with like-minded advisors and share the day-to-day challenges and wins of running a growing financial services firm.
Oct 12, 2021
48 min
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