We are approaching the middle of the year and it's a crucial time for businesses in Australia.

For today's episode, Brian and Adam dive into the topic of how to grow and scale your trades-based business, with a specific focus on leveraging the end of the financial year.

Instead of solely thinking about expenses and taxes, we need to view the end of the financial year as an opportunity to increase our income. By shifting our mindset and taking advantage of the timing, we can push towards our goals... AND EVEN SURPASS THEM!

Our hosts share their personal strategy of using a calendar date or time to indicate an upcoming price increase, creating a sense of urgency for potential customers, and MORE!

For those in the trades industry, we suggest that you reach out to customers who have previously received quotes but haven't taken action. By following up and offering a 30% deposit or a 50% upfront payment, tradies can encourage customers to move forward with their projects, generating more work and income.

Beyond just increasing income, it's VERY important to understand the SIGNIFICANCE OF TAKING PRIDE in what you do. 

The end of the financial year doesn't need to be stressful. 

With the involvement of your teams in the goal-setting process and use this season as a motivating factor to push for more jobs and invoices, we can finish the year strong!

So, buckle up and get ready to take your trades-based business to the next level!



Discussion Points:
00:00 Welcome to Tradie Business School Podcast
01:39 Maximizing Income during the End of the Financial Year
03:45 Rethinking the Holidays and the End of the Financial Year
05:28 Capitalizing on Limited-Time Opportunities
07:24 Harnessing the Power of the End of the Financial Year
09:18 Utilizing the End of the Financial Year as a Motivational Milestone
12:12 The Importance of Being a Checkpoint for Your Accountant



Resources:
Chat us at ​​hello@tradiebusinessschool.com
Visit the Tradie Business School website (https://tradiebusinessschool.com/) 
Join us on our FREE Facebook Group (https://www.facebook.com/groups/gamechangingtradies) 



You can also connect with us on https://au.linkedin.com/company/the-game-changers. For more podcast episodes, visit our website at https://tradiebusinessschool.com/. 

Subscribe to The Tradie Business School on 

Apple Podcast: https://podcasts.apple.com/ph/podcast/tradie-business-school-podcast/id1544187908

Spotify: https://open.spotify.com/show/0k08gdcQypSXHcoYFpJ58A?si=qNZk1ul9QG-uI4PQ6ivcog

Google Podcast:
https://bit.ly/3YxQQfh

Thank you for tuning in!

We are approaching the middle of the year and it's a crucial time for businesses in Australia.
For today's episode, Brian and Adam dive into the topic of how to grow and scale your trades-based business, with a specific focus on leveraging the end of the financial year.
Instead of solely thinking about expenses and taxes, we need to view the end of the financial year as an opportunity to increase our income. By shifting our mindset and taking advantage of the timing, we can push towards our goals... AND EVEN SURPASS THEM!
Our hosts share their personal strategy of using a calendar date or time to indicate an upcoming price increase, creating a sense of urgency for potential customers, and MORE!
For those in the trades industry, we suggest that you reach out to customers who have previously received quotes but haven't taken action. By following up and offering a 30% deposit or a 50% upfront payment, tradies can encourage customers to move forward with their projects, generating more work and income.
Beyond just increasing income, it's VERY important to understand the SIGNIFICANCE OF TAKING PRIDE in what you do. 
The end of the financial year doesn't need to be stressful. 
With the involvement of your teams in the goal-setting process and use this season as a motivating factor to push for more jobs and invoices, we can finish the year strong!
So, buckle up and get ready to take your trades-based business to the next level!
 
Discussion Points:
<ul>
<li aria-level="1">00:00 Welcome to Tradie Business School Podcast</li>
<li aria-level="1">01:39 Maximizing Income during the End of the Financial Year</li>
<li aria-level="1">03:45 Rethinking the Holidays and the End of the Financial Year</li>
<li aria-level="1">05:28 Capitalizing on Limited-Time Opportunities</li>
<li aria-level="1">07:24 Harnessing the Power of the End of the Financial Year</li>
<li aria-level="1">09:18 Utilizing the End of the Financial Year as a Motivational Milestone</li>
<li aria-level="1">12:12 The Importance of Being a Checkpoint for Your Accountant</li>
</ul>
 
Resources:
<ul>
<li aria-level="1">Chat us at ​​<a href="mailto:hello@tradiebusinessschool.com">hello@tradiebusinessschool.com</a> </li>
</ul>
<ul>
<li aria-level="1">Visit the Tradie Business School website (<a href="https://tradiebusinessschool.com/">https://tradiebusinessschool.com/</a>) </li>
<li aria-level="1">Join us on our FREE Facebook Group (<a href="https://www.facebook.com/groups/gamechangingtradies">https://www.facebook.com/groups/gamechangingtradies</a>) </li>
</ul>
 
You can also connect with us on <a href="https://au.linkedin.com/company/the-game-changers">https://au.linkedin.com/company/the-game-changers</a>. For more podcast episodes, visit our website at<a href="https://tradiebusinessschool.com/"> https://tradiebusinessschool.com/</a>. 
Subscribe to The Tradie Business School on 
Apple Podcast: <a href="https://podcasts.apple.com/ph/podcast/tradie-business-school-podcast/id1544187908">https://podcasts.apple.com/ph/podcast/tradie-business-school-podcast/id1544187908</a>
Spotify: <a href="https://open.spotify.com/show/0k08gdcQypSXHcoYFpJ58A?si=qNZk1ul9QG-uI4PQ6ivcog">https://open.spotify.com/show/0k08gdcQypSXHcoYFpJ58A?si=qNZk1ul9QG-uI4PQ6ivcog</a> 
Google Podcast: <a href="https://bit.ly/3YxQQfh">https://bit.ly/3YxQQfh</a> 
Thank you for tuning in!

The Tradie Business School gives you the skills to run your business like a business owner instead of spending your days chasing your tail. Run by trade-industry experts, we understand the challenges you’re facing and know how to get your business working more smoothly and profitably.

The Tradie Business School gives you the skills to run your business like a business owner instead of spending your days chasing your tail. Run by trade-industry experts, we understand the challenges you&rsquo;re facing and know how to get your business working more smoothly and profitably.

Tradie Business School Podcast

Tradie Business School

Boost Your Bottom Line: Unleashing Profit Potential at Year's End

In today's fast-paced and competitive world, it's crucial to raise our standards if we want to excel in any aspect of life. This holds true for individuals in the trades industry as well. 

In this engaging episode, Adam and Bryan delve into the importance of setting high standards, trading value instead of time, and making the necessary mindset shifts to achieve success. 

It's easy to fall into the trap of feeling powerless and trapped in undesirable circumstances. However, the truth is that we always have a choice. By taking responsibility for our lives and career paths, we can become better tradespeople and provide outstanding services. 

Transforming "shoulds" into "musts" empowers us to take action and pursue our goals with unwavering determination. Instead of merely contemplating changes, we must make them a priority in our lives. Whether it's improving pricing strategies, seeking help from experts, or fostering a positive work culture, turning "shoulds" into "musts" propels us forward on the path to success. 

Listen to the full episode to gain valuable insights, practical strategies, and inspiration for raising your standards and achieving success in the trades industry. Don't miss out on this opportunity to take control of your career and create a life you can be proud of. Act now, and let us support you in your pursuit of excellence.





Discussion Points:
00:00 Welcome to Tradie Business School Podcast
01:12 How to Get More Work From One Percenters
03:01 The Problem With the Trades Industry
05:15 Turning Shoulds Into Musts and Raising Standards
06:54 ​​Tolerating Average Clients Vs Ideal Clients
08:12 The Trap of Disempowered Thinking
10:30 The Three Musketeers of Lameness
12:39 How to Make a Charge Out of Your Turn
14:50 What Are the Things That You’re Tired of That Are Getting to You? 
16:39 How to Turn a “should” Into a Must?





Resources:
Chat us at ​​hello@tradiebusinessschool.com
Visit the Tradie Business School website (https://tradiebusinessschool.com/) 
Join us on our FREE Facebook Group (https://www.facebook.com/groups/gamechangingtradies) 



You can also connect with us on https://au.linkedin.com/company/the-game-changers. For more podcast episodes, visit our website at https://tradiebusinessschool.com/. 

Subscribe to The Tradie Business School on 

Apple Podcast: https://podcasts.apple.com/ph/podcast/tradie-business-school-podcast/id1544187908

Spotify: https://open.spotify.com/show/0k08gdcQypSXHcoYFpJ58A?si=qNZk1ul9QG-uI4PQ6ivcog

Google Podcast:
https://bit.ly/3YxQQfh

Thank you for tuning in!

In today's fast-paced and competitive world, it's crucial to raise our standards if we want to excel in any aspect of life. This holds true for individuals in the trades industry as well. 
In this engaging episode, Adam and Bryan delve into the importance of setting high standards, trading value instead of time, and making the necessary mindset shifts to achieve success. 
It's easy to fall into the trap of feeling powerless and trapped in undesirable circumstances. However, the truth is that we always have a choice. By taking responsibility for our lives and career paths, we can become better tradespeople and provide outstanding services. 
Transforming "shoulds" into "musts" empowers us to take action and pursue our goals with unwavering determination. Instead of merely contemplating changes, we must make them a priority in our lives. Whether it's improving pricing strategies, seeking help from experts, or fostering a positive work culture, turning "shoulds" into "musts" propels us forward on the path to success. 
Listen to the full episode to gain valuable insights, practical strategies, and inspiration for raising your standards and achieving success in the trades industry. Don't miss out on this opportunity to take control of your career and create a life you can be proud of. Act now, and let us support you in your pursuit of excellence.
 
 
Discussion Points:
<ul>
<li aria-level="1">00:00 Welcome to Tradie Business School Podcast</li>
<li aria-level="1">01:12 How to Get More Work From One Percenters</li>
<li aria-level="1">03:01 The Problem With the Trades Industry</li>
<li aria-level="1">05:15 Turning Shoulds Into Musts and Raising Standards</li>
<li aria-level="1">06:54 ​​Tolerating Average Clients Vs Ideal Clients</li>
<li aria-level="1">08:12 The Trap of Disempowered Thinking</li>
<li aria-level="1">10:30 The Three Musketeers of Lameness</li>
<li aria-level="1">12:39 How to Make a Charge Out of Your Turn</li>
<li aria-level="1">14:50 What Are the Things That You’re Tired of That Are Getting to You? </li>
<li aria-level="1">16:39 How to Turn a “should” Into a Must?</li>
</ul>
 
 
Resources:
<ul>
<li aria-level="1">Chat us at ​​<a href="mailto:hello@tradiebusinessschool.com">hello@tradiebusinessschool.com</a> </li>
</ul>
<ul>
<li aria-level="1">Visit the Tradie Business School website (<a href="https://tradiebusinessschool.com/">https://tradiebusinessschool.com/</a>) </li>
<li aria-level="1">Join us on our FREE Facebook Group (<a href="https://www.facebook.com/groups/gamechangingtradies">https://www.facebook.com/groups/gamechangingtradies</a>) </li>
</ul>
 
You can also connect with us on <a href="https://au.linkedin.com/company/the-game-changers">https://au.linkedin.com/company/the-game-changers</a>. For more podcast episodes, visit our website at<a href="https://tradiebusinessschool.com/"> https://tradiebusinessschool.com/</a>. 
Subscribe to The Tradie Business School on 
Apple Podcast: <a href="https://podcasts.apple.com/ph/podcast/tradie-business-school-podcast/id1544187908">https://podcasts.apple.com/ph/podcast/tradie-business-school-podcast/id1544187908</a>
Spotify: <a href="https://open.spotify.com/show/0k08gdcQypSXHcoYFpJ58A?si=qNZk1ul9QG-uI4PQ6ivcog">https://open.spotify.com/show/0k08gdcQypSXHcoYFpJ58A?si=qNZk1ul9QG-uI4PQ6ivcog</a> 
Google Podcast: <a href="https://bit.ly/3YxQQfh">https://bit.ly/3YxQQfh</a> 
Thank you for tuning in!

From Shoulds to Musts: Transforming Your Business

In the realm of personal and professional growth, the concept of abundant thinking stands tall as a transformative force. 

In this episode, Adam Spencer and Bryan Santos delve into the crucial distinction between abundant thinking and scarcity or lack mindset thinking. They explore the reasons behind their discussion and emphasize the importance of language in shaping our thoughts. 

Rather than being consumed by what is lacking, it becomes paramount to redirect our attention towards what we truly desire. This shift in focus, accompanied by empowering questions and a solutions-oriented approach, paves the way for breaking free from the confinements of a scarcity mindset.

Cultivating self-awareness through practices such as journaling allows us to delve into our thoughts and emotions. This process unveils patterns, enabling us to gain a profound understanding of our mindset. Such introspection becomes a catalyst for personal growth and a springboard towards embracing abundance.

Recognizing our past decisions without judgment is a pivotal step in this transformative journey. Approaching ourselves with compassion and extending forgiveness for past limitations is essential. Through this self-compassion, we lay the foundation for embracing an abundant mindset.

As we challenge the limitations imposed by scarcity mindset thinking, we open ourselves to a world of possibilities. By shifting our focus towards what we desire, taking control of our actions, cultivating self-awareness, and practicing self-compassion, we awaken the dormant power within us. The journey towards abundant thinking is one of personal growth, fulfillment, and the realization of our true potential.

Ready to embark on a transformative journey towards abundant thinking?Don't miss out on this empowering discussion and discover practical strategies to unleash your power within. Join us as we explore the path to abundance and embrace a mindset that empowers and uplifts. – tune in today!





Discussion Points:
00:00 Welcome to Tradie Business School Podcast
01:46 The Power of Language
03:35 The Programming Language That Goes on in the Mind
05:55 Opinions of Others Vs Own Opinions
07:22 Why You Have to Start Questioning Your Business’s Behaviour
08:55 Awareness is the Key to Change
11:08 How to Break Out of the Scarcity Mindset
13:12 Being Aware of Cognitive Bias
15:29 Being Aware of How You Think and How You Speak
17:29 Being Kind and Compassionate to Yourself First





Resources:
Chat us at ​​hello@tradiebusinessschool.com
Visit the Tradie Business School website (https://tradiebusinessschool.com/) 
Join us on our FREE Facebook Group (https://www.facebook.com/groups/gamechangingtradies) 

You can also connect with us on https://au.linkedin.com/company/the-game-changers. For more podcast episodes, visit our website at https://tradiebusinessschool.com/. 

Subscribe to The Tradie Business School on 

Apple Podcast: https://podcasts.apple.com/ph/podcast/tradie-business-school-podcast/id1544187908

Spotify: https://open.spotify.com/show/0k08gdcQypSXHcoYFpJ58A?si=qNZk1ul9QG-uI4PQ6ivcog

Google Podcast:
https://bit.ly/3YxQQfh

Thank you for tuning in!

In the realm of personal and professional growth, the concept of abundant thinking stands tall as a transformative force. 
In this episode, Adam Spencer and Bryan Santos delve into the crucial distinction between abundant thinking and scarcity or lack mindset thinking. They explore the reasons behind their discussion and emphasize the importance of language in shaping our thoughts. 
Rather than being consumed by what is lacking, it becomes paramount to redirect our attention towards what we truly desire. This shift in focus, accompanied by empowering questions and a solutions-oriented approach, paves the way for breaking free from the confinements of a scarcity mindset.
Cultivating self-awareness through practices such as journaling allows us to delve into our thoughts and emotions. This process unveils patterns, enabling us to gain a profound understanding of our mindset. Such introspection becomes a catalyst for personal growth and a springboard towards embracing abundance.
Recognizing our past decisions without judgment is a pivotal step in this transformative journey. Approaching ourselves with compassion and extending forgiveness for past limitations is essential. Through this self-compassion, we lay the foundation for embracing an abundant mindset.
As we challenge the limitations imposed by scarcity mindset thinking, we open ourselves to a world of possibilities. By shifting our focus towards what we desire, taking control of our actions, cultivating self-awareness, and practicing self-compassion, we awaken the dormant power within us. The journey towards abundant thinking is one of personal growth, fulfillment, and the realization of our true potential.
Ready to embark on a transformative journey towards abundant thinking?Don't miss out on this empowering discussion and discover practical strategies to unleash your power within. Join us as we explore the path to abundance and embrace a mindset that empowers and uplifts. – tune in today!
 
 
Discussion Points:
<ul>
<li aria-level="1">00:00 Welcome to Tradie Business School Podcast</li>
<li aria-level="1">01:46 The Power of Language</li>
<li aria-level="1">03:35 The Programming Language That Goes on in the Mind</li>
<li aria-level="1">05:55 Opinions of Others Vs Own Opinions</li>
<li aria-level="1">07:22 Why You Have to Start Questioning Your Business’s Behaviour</li>
<li aria-level="1">08:55 Awareness is the Key to Change</li>
<li aria-level="1">11:08 How to Break Out of the Scarcity Mindset</li>
<li aria-level="1">13:12 Being Aware of Cognitive Bias</li>
<li aria-level="1">15:29 Being Aware of How You Think and How You Speak</li>
<li aria-level="1">17:29 Being Kind and Compassionate to Yourself First</li>
</ul>
 
 
Resources:
<ul>
<li aria-level="1">Chat us at ​​<a href="mailto:hello@tradiebusinessschool.com">hello@tradiebusinessschool.com</a> </li>
</ul>
<ul>
<li aria-level="1">Visit the Tradie Business School website (<a href="https://tradiebusinessschool.com/">https://tradiebusinessschool.com/</a>) </li>
<li aria-level="1">Join us on our FREE Facebook Group (<a href="https://www.facebook.com/groups/gamechangingtradies">https://www.facebook.com/groups/gamechangingtradies</a>) </li>
</ul>
You can also connect with us on <a href="https://au.linkedin.com/company/the-game-changers">https://au.linkedin.com/company/the-game-changers</a>. For more podcast episodes, visit our website at<a href="https://tradiebusinessschool.com/"> https://tradiebusinessschool.com/</a>. 
Subscribe to The Tradie Business School on 
Apple Podcast: <a href="https://podcasts.apple.com/ph/podcast/tradie-business-school-podcast/id1544187908">https://podcasts.apple.com/ph/podcast/tradie-business-school-podcast/id1544187908</a>
Spotify: <a href="https://open.spotify.com/show/0k08gdcQypSXHcoYFpJ58A?si=qNZk1ul9QG-uI4PQ6ivcog">https://open.spotify.com/show/0k08gdcQypSXHcoYFpJ58A?si=qNZk1ul9QG-uI4PQ6ivcog</a> 
Google Podcast: <a href="https://bit.ly/3YxQQfh">https://bit.ly/3YxQQfh</a> 
Thank you for tuning in!

Abundance vs. Scarcity - Which Mindset Are You In?

Cash flow emerges as a top challenge, affecting both personal and business realms. Growing up with financial struggles can contribute to these issues. The key question is: How can we reprogram ourselves and make necessary changes?. 

In today’s episode, Adam talks about the importance of mindset reprogramming, prioritizing profitability, and implementing effective money management practices with Bryan Santos.

Business owners often believe that securing more clients and assembling the right team will solve their financial problems. However, even with these in place, cash shortages persist. So why continue working if profits are insufficient? While making an impact is important, financial stability matters.

Being self-employed sometimes means paying oneself less than one would earn working for others. Business owners expect their hard work to yield financial rewards, but often revenue increases without corresponding profits. To address this, a shift from focusing solely on generating revenue to effective money management is crucial.

Ignoring financial management blinds business owners to their true financial status. The "she'll be right" mentality fails to provide a clear understanding of the business. Transitioning from a tradesperson to a business owner requires a mindset change, as emotional attachment and a lack of cost awareness can hinder progress.

Starting a business requires factoring in future expenses, such as new staff, higher wages, and equipment replacement costs. Hidden costs, if not accounted for, can jeopardize the business's success.

Regularly reviewing financial numbers and seeking help when needed are essential. Understanding your business's financial health ensures better financial outcomes.

Gain valuable insights and practical tips to address your financial challenges. Don't miss out—tune in today!



Discussion Points:
00:00 Welcome to Tradie Business School Podcast
01:22 The Number One Problem Business Owners Face
03:26 The Problem Business Owners Have With Money
05:28 The Money Will Follow Rather Than the Profit Will Follow
08:07 The Hidden Costs of a Company
10:17 The Seven-year Mark is a Trick
11:58 Current and Future Expenses and Hidden Expenses
13:27 Factoring in the Cost of Equipment Loan Repayments
15:29 Why You Need to Get a Visual on Where You’re at and on a Regular Basis



Resources:
Chat us at ​​hello@tradiebusinessschool.com
Visit the Tradie Business School website (https://tradiebusinessschool.com/) 
Join us on our FREE Facebook Group (https://www.facebook.com/groups/gamechangingtradies) 

You can also connect with us on https://au.linkedin.com/company/the-game-changers. For more podcast episodes, visit our website at https://tradiebusinessschool.com/. 

Subscribe to The Tradie Business School on 

Apple Podcast: https://podcasts.apple.com/ph/podcast/tradie-business-school-podcast/id1544187908

Spotify: https://open.spotify.com/show/0k08gdcQypSXHcoYFpJ58A?si=qNZk1ul9QG-uI4PQ6ivcog

Google Podcast:
https://bit.ly/3YxQQfh

Thank you for tuning in!

Cash flow emerges as a top challenge, affecting both personal and business realms. Growing up with financial struggles can contribute to these issues. The key question is: How can we reprogram ourselves and make necessary changes?. 
In today’s episode, Adam talks about the importance of mindset reprogramming, prioritizing profitability, and implementing effective money management practices with Bryan Santos.
Business owners often believe that securing more clients and assembling the right team will solve their financial problems. However, even with these in place, cash shortages persist. So why continue working if profits are insufficient? While making an impact is important, financial stability matters.
Being self-employed sometimes means paying oneself less than one would earn working for others. Business owners expect their hard work to yield financial rewards, but often revenue increases without corresponding profits. To address this, a shift from focusing solely on generating revenue to effective money management is crucial.
Ignoring financial management blinds business owners to their true financial status. The "she'll be right" mentality fails to provide a clear understanding of the business. Transitioning from a tradesperson to a business owner requires a mindset change, as emotional attachment and a lack of cost awareness can hinder progress.
Starting a business requires factoring in future expenses, such as new staff, higher wages, and equipment replacement costs. Hidden costs, if not accounted for, can jeopardize the business's success.
Regularly reviewing financial numbers and seeking help when needed are essential. Understanding your business's financial health ensures better financial outcomes.
Gain valuable insights and practical tips to address your financial challenges. Don't miss out—tune in today!
 
Discussion Points:
<ul>
<li aria-level="1">00:00 Welcome to Tradie Business School Podcast</li>
<li aria-level="1">01:22 The Number One Problem Business Owners Face</li>
<li aria-level="1">03:26 The Problem Business Owners Have With Money</li>
<li aria-level="1">05:28 The Money Will Follow Rather Than the Profit Will Follow</li>
<li aria-level="1">08:07 The Hidden Costs of a Company</li>
<li aria-level="1">10:17 The Seven-year Mark is a Trick</li>
<li aria-level="1">11:58 Current and Future Expenses and Hidden Expenses</li>
<li aria-level="1">13:27 Factoring in the Cost of Equipment Loan Repayments</li>
<li aria-level="1">15:29 Why You Need to Get a Visual on Where You’re at and on a Regular Basis</li>
</ul>
 
Resources:
<ul>
<li aria-level="1">Chat us at ​​<a href="mailto:hello@tradiebusinessschool.com">hello@tradiebusinessschool.com</a> </li>
</ul>
<ul>
<li aria-level="1">Visit the Tradie Business School website (<a href="https://tradiebusinessschool.com/">https://tradiebusinessschool.com/</a>) </li>
<li aria-level="1">Join us on our FREE Facebook Group (<a href="https://www.facebook.com/groups/gamechangingtradies">https://www.facebook.com/groups/gamechangingtradies</a>) </li>
</ul>
You can also connect with us on <a href="https://au.linkedin.com/company/the-game-changers">https://au.linkedin.com/company/the-game-changers</a>. For more podcast episodes, visit our website at<a href="https://tradiebusinessschool.com/"> https://tradiebusinessschool.com/</a>. 
Subscribe to The Tradie Business School on 
Apple Podcast: <a href="https://podcasts.apple.com/ph/podcast/tradie-business-school-podcast/id1544187908">https://podcasts.apple.com/ph/podcast/tradie-business-school-podcast/id1544187908</a>
Spotify: <a href="https://open.spotify.com/show/0k08gdcQypSXHcoYFpJ58A?si=qNZk1ul9QG-uI4PQ6ivcog">https://open.spotify.com/show/0k08gdcQypSXHcoYFpJ58A?si=qNZk1ul9QG-uI4PQ6ivcog</a> 
Google Podcast: <a href="https://bit.ly/3YxQQfh">https://bit.ly/3YxQQfh</a> 
Thank you for tuning in!

Boost Your Bottom Line: Unleashing Profit Potential at Year's End

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