Sales Mastery for Personal Trainers!
ATTENTION PERSONAL TRAINERS WANTING SIGNIFICANTLY BETTER INCOME, CLIENTS AND PROFITS:
Once you see how EASY, FORMULAIC & REPEATABLE this system is, you’ll wonder why no one has ever shared this insider information with you before…
Discover How To Quickly And Easily Accelerate Your Business, Sales, Profits & Cash
Leading Personal Trainer & Studio Owner, Mark Ottobre, Reveals the Exact Step-By-Step Workings of His Highly Successful Business Profit Growth Methodology, Responsible for Millions of Dollars in Personal Training Sales – Essential Knowledge For PT's and Studio Owners
From: Mark Ottobre
“Having helped more than 100 PT businesses and invested over $200,000 in my own business, sales and mindset education, learn what took me over 12 years to master by investing just $300.”
If you can’t sell, you won’t grow your business.
If you can’t make money as a Personal Trainer or Strength coach, it will never be your career.
If you can’t sell packages to clients, you will never be profitable or be able to exit the trainer ‘rat race’. You will constantly be chasing that ‘next session’.
Dear Fellow Personal Trainer, Coach & Business Owner,
Making money, being highly profitable and in demand as a Personal Trainer can be a struggle – I get that. One of the advantages of now, being in my mid-thirties, is that I’ve done my 10,000 hours and had the chance to work in all facets of the fitness business and industry. From being a struggling PT in a big box gym, building online training programs, running sold out seminars, and having been a sought after comp prep coach, to building and growing my Personal Training studio, and just about everything in-between.
Success leaves clues. Whatever the state, country or continent you’re working in, the systems, structures and strategies that we implement will offer you far more freedom and profitability than ever before.
Did you know that you’re not the only one seeking more
- most Personal Trainers, Strength Coaches and Studio Owners struggle with the same things.
We all need to know how to…
- Package personal training for better results and profit.
- Handle sales objections around money, price and selling your service.
- Sell higher price points Sell 2, 3, 4, 5, 6 and $7,000 + packages (upfront)
- Ask clients for the sale upfront so you don’t have to worry about them actually showing up or paying
- Systemise the sales process for optimal business growth
- Stabilise your income, rather than living week by week
- Get clients to commit so they aren’t cancelling last minute
- Build your brand
- Build a long term sustainable profitable business
- Make each session more profitable
- Get leads from people who want to train with you
- Employ (more) staff and growing a team
- Engineer your dream lifestyle
Did you know that you’re not the only one seeking more
- most Personal Trainers, Strength Coaches and Studio Owners struggle with the same things.
We all need to know how to…
- Package personal training for better results and profit.
- Handle sales objections around money, price and selling your service.
- Sell higher price points Sell 2, 3, 4, 5, 6 and $7,000 + packages (upfront)
- Ask clients for the sale upfront so you don’t have to worry about them actually showing up or paying
- Systemise the sales process for optimal business growth
- Stabilise your income, rather than living week by week
- Get clients to commit so they aren’t cancelling last minute
- Build your brand
- Build a long term sustainable profitable business
- Make each session more profitable
- Get leads from people who want to train with you
- Employ (more) staff and growing a team
- Engineer your dream lifestyle
I Totally Understand, and it’s not your fault. It can be overwhelming to say the least!
You’ve probably heard a million opinions and even got some free advice (usually worth what you pay for it). Or you’ve learned from a whole bunch of different sources, which has confused you more than ever …
That’s OK. I have helped countless of other trainers who have been in your position, and I’m confident that I can do the same for you.
The reality is that you don’t need to do all of these things on your own, although it is possible, I just wouldn’t recommend it.
However, even if you get someone to take on work for you, there is a level of understanding that is required in order to manage and drive the business forward…
Keep Control of These 2 Things
We have found that there are 2 main areas of your business which you cannot 100% outsource without driving and managing the process yourself:
- Your Sales System (Acquiring Customers)
-
Your Marketing (Getting Warm Prospects Who Want to Consistently Train With You)
What Holds Most PT’s, S&C Coaches and Studio Owners From Gaining More Profit & Cash in The Bank?
An important point I’d like to raise with you, which I’m sure you can relate to: Many Personal Trainers and Strength Coaches hate sales and marketing.
Truth be told, I never loved sales starting out as a PT. Personally, I became a PT to train clients and not to sell to them. But that’s just not the way this industry works. I knew I needed to (HAD TO) master sales and marketing if I was going to train affluent clients and make a career of this.
More importantly, with the dream of opening up my own studio with hired staff, I knew I had to master sales and marketing.
No one gets into personal training (or any business for that matter) to fail. But the truth is;
without learning sales and marketing, you will fail,
and fail badly.
That might sound harsh, but did you know that the average life of a trainer is about 8 months.
What Holds Most PT’s, S&C Coaches and Studio Owners From Gaining More Profit & Cash in The Bank?
An important point I’d like to raise with you, which I’m sure you can relate to: Many Personal Trainers and Strength Coaches hate sales and marketing.
Truth be told, I never loved sales starting out as a PT. Personally, I became a PT to train clients and not to sell to them. But that’s just not the way this industry works. I knew I needed to (HAD TO) master sales and marketing if I was going to train affluent clients and make a career of this.
More importantly, with the dream of opening up my own studio with hired staff, I knew I had to master sales and marketing.
No one gets into personal training (or any business for that matter) to fail. But the truth is;
without learning sales and marketing, you will fail,
and fail badly.
That might sound harsh, but did you know that the average life of a trainer is about 8 months.
Some hang in longer, but that’s an extremely tough gig, especially if you have no predictability in where your next client or pay day is coming from.
My career really took off once I learned how to structure and sell personal training. In fact, it’s what allowed me to open my studio and double its turn over for four years straight. Turns out, it was actually pretty simple. I stuck with what worked, and scrapped the stuff that didn’t, and I can teach you how to do this yourself.
Most people like to teach by introducing complicated systems to make themselves appear smart. I have no interest in that. If you work with me or purchase one of my programs, I want you to get results - period!
I keep things simple and practical - and above all else, useable. Like, SUPER usable. I can guarantee you’ve never had a teacher like me.
How Did This All
Come About?
How Did This All
Come About?
I can admit my faults - I was wrong about this one – beyond our team at Enterprise Fitness, I refused to share our Intellectual Property and processes which had engineered us thousands of leads and sales and made us highly profitable.
Throughout my time running 3-Day Internships, I would witness Trainers soak up the knowledge on training and nutrition, only to enter back into the workplace without a proper guide on how to make money using these tools as a Trainer.
I decided to start an annual Mastermind to teach this system, but at a rocket price of $20k.
But then another problem crept up. David, our Enterprise Fitness Manager, made me see what I was missing, ‘whilst we are helping already established studios, we aren’t helping the hundreds of trainers and coaches starting out, or those who are stagnate, or struggling, or those who don’t have $15-$20k to invest to be a part of Wolfpack for a year.
That was where the idea came from. David said to me,
“Why don’t you just create modules on everything that you teach to our own staff at Enterprise Fitness and to the clients in Wolfpack. Deliver it digitally in the exact order that they need to learn and implement it in”.
I resisted the idea for over 12 months, but you know what? He was right.
The Best System For Engineering Sales and Profits in Any Personal Training Business In The World
The Best System For Engineering Sales and Profits in Any Personal Training Business In The World
Sales Mastery is Your 7 Module Comprehensive Online Training Program for Accelerating Sales, Profits and Cash by Leveraging the Very Best Sales Strategies From a Multimillion Dollar Personal Training Studio…
Profits
Customer Retention
Results and longevity for clients
Sales
Objection handling
Profit and cash in your bank
You May Be Thinking ‘So, What Exactly Am I Going to Learn in the Sales Mastery Course?’
There are 7 comprehensive modules, each delivered in a sequential order to ensure you have the skills to achieve high-ticket sales in the thousands! On top of this, you receive a bonus module taken from one of our live Mastermind classes.
You May Be Thinking ‘So, What Exactly Am I Going to Learn in the Sales Mastery Course?’
There are 7 comprehensive modules, each delivered in a sequential order to ensure you have the skills to achieve high-ticket sales in the thousands! On top of this, you receive a bonus module taken from one of our live Mastermind classes.
Your 7 Core Modules
These Modules have been carefully designed based on what has worked, and is STILL working with our students. We will show you in detail what we do to systematically package personal training for best client results & profit, and How To Sell 12 Week Packages at high price points.
Effectively, this is a strategic system of knowledge that will allow you to achieve:
- Better Results
- More Sales
- Better Client Compliance
- Better Client Results
- Higher Price Points
- Increased Average Lifetime Customer Value
- Higher Profits
- More Cash
Your 7 Core Modules
These Modules have been carefully designed based on what has worked, and is STILL working with our students. We will show you in detail what we do to systematically package personal training for best client results & profit, and How To Sell 12 Week Packages at high price points.
Effectively, this is a strategic system of knowledge that will allow you to achieve:
- Better Results
- More Sales
- Better Client Compliance
- Better Client Results
- Higher Price Points
- Increased Average Lifetime Customer Value
- Higher Profits
- More Cash
What I really like about this program is that there’s no fluff and no B.S. It only includes strategic methods and systems to see long-lasting business growth.
Your time is valuable, so it’s designed to be succinct, effective and to the point. Unlike the majority of over-complex waffling courses, we haven’t rambled on just for the sake of it. The techniques are taught in a way to take immediate effect.
We figure you need to get the key points, strategies and techniques in the shortest amount of time and clear step-by-step plans on how to implement them.
Let’s dive into it…
HERE’S A BRIEF OUTLINE
OF YOUR 7 CORE MODULES
MODULE 1: The Inner Game of Sales
- Why Sales isn’t a dirty word… If you want to sell your services to the world you need to overcome ‘sales stigma’. Let’s do this together once and for all.
- How to value yourself and your service and get paid your worth. Self worth equals net worth. In this module we carry out an exercise to develop your self-worth. NOTE: One student credits this exact exercise in making them $47,000!
- Creating an internal process that helps you sell in a way that comes across naturally and helps you almost automatically say all the right things.
- How to lead all sales conversations with “Inner Game”, using gratitude as your most powerful reason for selling.
- Why rewarding yourself is essential in selling, and in turn, making more money.
- Really understanding what you are actually selling… Hint: Personal Training is only the vessel.
MODULE 2: How To Package Your Services For Results & Profits
- How to package your personal training step by step. I will show you exactly how to layout your packages and give you specific rules to follow to structure your services.
- Understanding the right and wrong way to charge for Personal Training. There are 4 main ways; the first two (and the most common ways) are also guaranteed to make you the least amount of money.
- How many packages to offer and how to price them. Most trainers charge almost the same amount for seeing a client four times a week as they do for one session a week. I’ll show why you are shooting yourself in the foot and hurting your productivity and profits.
- The difference between hunting for rats and elephants. This was something the late great Charles Poliquin taught me and it really changed my whole outlook on selling sessions and programs.
- How to get your rates at a minimum of $100. I am aware a bunch of people reading this might already have their rates set to over $100. You can apply the same strategy to get your rates to $150, $200 and $300+ per hour; I’ve done it myself, and so have my students.
- The difference in charging by the hour versus by the outcome. One makes you like everybody else, the other will make your income soar and get better results for clients.
MODULE 3: How Are You Selling?
- The Sales Confidence Spectrum... This will show you how YOU should be selling and explain why.
- Using your phone to sell… We once spent an entire year exclusively doing phone sales at Enterprise Fitness, and now we only book appointments on the phone. In this module, I’ll tell you why we made this change and how it’s made us far more profitable.
- Selling Face to Face… Without a doubt, this is something you need to master if you want to have a highly profitable business. I’ll teach you how to stack the deck in your favour - whether a Rookie or a Season Sales Expert, you will learn a lot!
- Selling in a Consult or as an Introductory Session… In other words, The art of selling to someone without selling to them… If you master this technique, you're guaranteed to make a tone of money.
- Why you REALLY pay rent at your gym… (hint: it’s not for the equipment!) this mindset shift is the difference between you earning $500/week or $3,000+/week
- Understanding what happens AFTER the sale and throughout the customer journey, in order to minimise buyers’ remorse. Because no one looks forward to a call from a customer the day after a sale, having changed their mind and cancelling.
- Dress, Presentation and common things Trainers overlook that make a big difference. If you can’t do great things, do small things in a great way. They make a huge difference.
- Tools that make the presentation more powerful. These are simple, easy to do and more importantly, effective at getting clients to commit to training and giving you the cash you deserve.
MODULE 4: The Conversional Sales Framework and Script
MODULE 5: How To Handle and Overcome Sales Objections
- The answers to almost every single objection you will face as a personal trainer… Trainers usually freak out when they hear objections. Objections are a normal part of the sales process. I’ll show you how to handle them.
- What to say when a prospect replies, “It’s too expensive”… Most Trainers think it’s over when they hear this. I’ll show you why your relationship with that prospect has only just started.
- What to say when a prospect finishes your consultation with “I need to talk to my partner”… There are 3 main ways to handle this. Once you learn all three approaches, it will never stump you again.
- What to say when a prospect says, “Can you send me some information?” … If you hear this, the prospect is on the verge of buying. If this is a common reply, then get excited for investing in Sales Mastery, knowing the response to this will make you more money.
- How to instill trust in a prospect before you even speak... This is super simple to do but hardly any trainers take the time to implement it. It will stack the deck in your favour when the time comes to ask for the cash.
- Detailed role-plays and examples for each objection so you can see it work in practice… The more you practice applying your objection strategies, the more natural it will come to you in a real situation.
MODULE 6: Using a Slideshow to Easily Sell Personal Training At Higher Price Points
MODULE 7: Understanding Buyer Types
- The 4 different types of buyers you face in any sales consultation and how to read them. Knowing this will vastly improve your sales conversion rates AND client compliance! This is MUST know knowledge for all trainers.
- What to NEVER say to certain types of buyers (unless you want to send the wrong signals and kill the chances of them signing up)
- Why D.I.S.C may be the most lucrative acronym you will ever memorize. These 4 letters (and 4 birds) will guide you down the correct path to communicating with each buyer profile.
- Understanding which buyer profiles ask LOTS of questions and how you can utilize their buyer style. What appears to be irrelevant questions just might be a $5,000 sale if handled correctly.
- When you should and should NOT be overly authoritative with prospects. Sales systems that teach you to be the same in all scenarios are ultimately failing the customer and your bank account.
PLUS ADVANCED TRAINING BONUSES,
EXCLUSIVE RECORDINGS FROM WOLFPACK
& DOWNLOADABLE AUDIOS
In addition to your 7 core learning Modules, you’ll also receive the following bonuses to help accelerate your results
Inside the Wolf’s Den. A Recording Inside Our Private Annual Mastermind Teaching High-Level Sales
BONUS 2
Private Facebook Group
Want to ask myself or other Master members questions throughout the program? And, how about having the option to ask questions after the program has ended?
I help out fellow Sales Mastery members in this Facebook group plus post new relevant industry news and changes on an ongoing basis. You’ll love being a part of this community because it will make you a better trainer and help make you money.
BONUS 3
3x MUST READ Reports to Grow Your Business (Valued at $147)
In addition to all the above, you’ll also gain a second free bonus. The 3 business building guides you’ll get took me just a few days to write, but took me years to master and simplify. You’ll wipe years off your learning and shortcut your way to success.
BONUS 4
Full Credit Towards Wolfpack Mastermind Membership
Many businesses and trainers that invest in one of our programs go on to do further training and coaching with us. The highest level of training and coaching we offer is Wolfpack, a Mastermind program exclusively for high-level personal trainers.
We know that many people progress over time. This is why we decided that any investment in Sales Mastery will be refunded to you in full if you qualify and join Wolfpack at a later date.
BONUS 5
Downloadable Audio Files of Each Module For When You Are On The Go!
This is Sales Mastery, not sell-when-you-feel-like-it.
You will be able to download all the audios, allowing you to listen and learn on-the-go. Repetition is the mother of learning and we want you mastering this material. Learning this on a deep level means making more sales, training more clients and ultimately getting people fitter and healthier (and more buff) quicker than you ever had.
The world needs more fit and beautiful people. This is me doing my bit! Now it’s your turn…
Are You Willing to Do What it Takes To Fast Track Your Success?
Are You Willing to Do What it Takes To Fast Track Your Success?
I Can’t Take 100% Credit For The System
I’d love to say that every idea in Sales Mastery is 100% mine but even the elite take on coaches and mentors to get to the next level.
I consulted EVERYBODY that I knew who was successful at personal training, business, marketing, mindset and sales.
I flew around the world many times attending seminars and masterminds mixing with the very sharpest minds in training, business and nutrition.
I read everything available on the subject of personal training and implemented the theories across my business, and my clients’ businesses. I also added my own personal experiences to develop this comprehensive program.
I Can’t Take 100% Credit For The System
I’d love to say that every idea in Sales Mastery is 100% mine but even the elite take on coaches and mentors to get to the next level.
I consulted EVERYBODY that I knew who was successful at personal training, business, marketing, mindset and sales.
I flew around the world many times attending seminars and masterminds mixing with the very sharpest minds in training, business and nutrition.
I read everything available on the subject of personal training and implemented the theories across my business, and my clients’ businesses. I also added my own personal experiences to develop this comprehensive program.
Don’t let the fact that it’s only 7 modules fool you. Over 14 years, 10,000+ hours of learning and experience, and 4 months of production and development went into this project.
How it Works Is…
Once you sign up, you will receive an email from me starting with module 1. Once you complete module 1, module 2 will open up and so forth. I’ll also be sending you an email each week to make sure you're keeping up with each module.
You can go at your own pace, completing a module a week or a module (or more) a day.
For all you super-performers, my recommendation is to watch each module twice, and completing one module every two days. So in 14 days you will have digested the bulk of the program.
Then, download the audio files and listen to them in net time: in your car, walking, or commuting on public transport. Take every opportunity to learn! This will further your learning and help you internalize the information for practical application.
This program is designed to allow you to implement our sales systems and pricing structure in a logical order from module to module.
Each module will be available via video, slides, audio file and transcription.
Some modules have exercises to complete, others need to be studied in detail as they contain vital information.
How it Works Is…
Once you sign up, you will receive an email from me starting with module 1. Once you complete module 1, module 2 will open up and so forth. I’ll also be sending you an email each week to make sure you're keeping up with each module.
You can go at your own pace, completing a module a week or a module (or more) a day.
For all you super-performers, my recommendation is to watch each module twice, and completing one module every two days. So in 14 days you will have digested the bulk of the program.
Then, download the audio files and listen to them in net time: in your car, walking, or commuting on public transport. Take every opportunity to learn! This will further your learning and help you internalize the information for practical application.
This program is designed to allow you to implement our sales systems and pricing structure in a logical order from module to module.
Each module will be available via video, slides, audio file and transcription.
Some modules have exercises to complete, others need to be studied in detail as they contain vital information.
Why Pioneers Get Scalped
There is an old saying in business “Pioneers get scalped but settlers prosper” Think about it, if you attempt to learn and implement all of this by yourself, it’ll be ridiculously time consuming and expensive.
BUT!
Can you imagine how much faster and easier it is when you follow a proven system from dozens of “Pioneers” who made thousands of costly mistakes before becoming successful and rich.
Imagine how you and your business will look and feel…
Business will become more fun right? Of course it will!
With a lot of hard work, we’ve been able to achieve amazing things for ourselves and our clients, and we want you to be able to experience this too.
I’m now on the receiving end of comments like ‘he got lucky’’, but in reality the luck is actually ‘Labour Under Correct Knowledge’.
Will you take action today and invest in your knowledge to increase your ‘LUCK’?
Real People, Real Results
We’ve Got Some Amazing Results From Those Who Have Learned Our Proven Sales Systems. Here are just a Handful of their Stories:
I flew from Canada to Melbourne, twice THREE TIMES!
“Mark is the real deal. I’ve flown from Montreal, Canada three times to be apart of this mentoring group. When he told me what he was doing with Sales Mastery -making it available publicly I thought it was nuts”
Francois Preece - Director
www.elite-coaching.ca
I double my business from 100k to 200k in months from what I learnt..
“Mark taught me a sales system that is easy to use and follow-and more importantly, makes sales.
My fees went from $150 a session to $200 to $250 and I’ve brought on 5 trainers.
My average dollar sale went from selling single sessions that averaged $120 a session to selling over $2,500 packages. This has been life game changing.
Karl McKenna - Director
Vitruvian Health
“I now have 3 staff members- all fully booked!”
This has helped me look beyond the session and actually growing my business.
Now I have 3 staff members all fully booked and has double my bottomline.
Having a sales system that works allows you to focus on other things that really grow the business.
David Coyne
Melbourne Central Fitness First - Momentum Health and Fitness
“You’re really lucky to be learning this, it has improved our sales conversions by 40%”
The sales system Mark teach has increased our sales conversions by 40%. This is great for new and old trainers alike.
Andrea Bayliss,
Owner of Chris’ Gym
This is just a small sample of the many trainers and business owners who have learned from us our proven
systems for business and profit growth. You can see a much more comprehensive list here
Could you build a successful business personal training business on your own without “Sales Mastery for Personal Trainers”? Sure you could, but why?
Why should you go through all the trouble, trials and tribulations that I did?
Let me make a pretty bold statement. In today's day and age for anyone to learn through trial and error is completely absurd. To add to that, you have someone right in front of you who has taken the time to lay it all out in a complete step-by-step format which is ready for you right now.
Here’s What You’ll Receive Today
MODULES & BONUSES
VALUE
Module 1
The Inner Game of Sales
$297
$297 Value
Module 2
How To Package Your Service For Results and Profits
$297
$297 Value
Module 3
How Are You Selling
$297
$297 Value
Module 4
The Conversational Sales Framework & Script
$297
$297 Value
Module 5
How to Handle and Overcome Sales Objections
$297
$297 Value
Module 6
Using a Slideshow to Easily Sell More Personal Training at Higher Price Points
$297
$297 Value
Module 7
Understanding Buyer Types
$297
$297 Value
Bonus 1
$397
$397 Value
Bonus 2
Private Facebook Group
$147
$147 Value
Bonus 3
3 Must Read Reports to Grow Any PT Business
$147
$147 Value
Bonus 4
Full Credit Towards Wolfpack
Mastermind Membership
$300
$300 Value
Bonus 5
Downloadable audios
$797
$797 Value
Total Value
Total Value
$3867
Todays Discount
Today's Discount
- $3567
Your Price
Your Price
$300 USD
Why I Am Practically Giving Away This Program And Offering Such A Crazy Discount
Let me be real with you.
I have a pretty big ego. I think my courses and programs are the best in the industry and I want to put them in the hands of personal trainers across the world to prove it.
Now this is where some might think me arrogant, however, I am so confident in my Sales Mastery Program that my bet is; once you apply the lessons - you will be practically begging to join my high-level Mastermind program, Wolfpack, and wanting to buy more from me.
So let’s call it a “getting to know me” discount.
And more than likely once my ego is satisfied, I’ll remove the discount for good.
Sales Mastery Plus All Bonuses
$300 USD
I wanted to make this a no-brainer for you…
You Have A Choice To Make Today
A. You can continue on your own, trying to figure it out on your own. Someday you may build a business which will support the lifestyle you desire. But let’s be real, the statics don’t support this outcome.
B. You can make the same decision which hundreds of trainers and coaches have already made and that is to let me teach you. Let me be your guide, hold your hand and give you the instruction and training which you rightfully deserve.
Which is it?
YES Mark! I want to learn the exact strategies and techniques which have been proven by trainers, sales, profit and cash growth across over a 100 businesses.
I want to fast track my learning and my results!
My “Get Results in 60 Days" or Your Money Back” No Risk Guarantee
How is that for fair?
Here's Why I Won't Hesitate To Refund You
This system works. Period.
It's transformed the businesses of personal trainers all across the world from earning a couple hundred bucks a week, to earning several thousands. But here's the thing, the videos won't watch themselves, and I can't do the work for you. You need to watch and work. So I will give you 60 days to learn my system and apply it. And if you can't move the needle in your sales, I'll simply refund you.
I wish you the best of success with your personal training & business moving forwards.
Health and wisdom,
Personal Trainer and Entrepreneur
P.S. There is more actionable information in this intensive training than you’ll get reading dozens of books. The proven systems which I spent over $200k and 14 years to learn and develop has worked for countless clients, just like you. It’s 100% guaranteed so you can’t possibly lose money. It’s a no brainer.
FAQ'S
How long will I get access to the program?
It’s lifelong access… Or when I go out of business… I joke, I joke. I am not going anywhere. It’s lifelong access.
If this is a full program, why is it so cheap?
An affirmation/goal/vision statement I have been staring at for about 12 years is; “To raise the standard of personal training world wide”. This is the first program of its kind. There are no strings attached, gotchas, hacks or anything. This program looks to change the industry and offer something to be a cut above the rest and at a no brainer price.
How is this charged?
All transactions are in US dollars. We offer no payment plans for this course.
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