{"id":28472,"date":"2022-07-25T08:15:46","date_gmt":"2022-07-25T08:15:46","guid":{"rendered":"https:\/\/coursemethod.com\/?p=28472"},"modified":"2022-08-11T21:57:57","modified_gmt":"2022-08-11T21:57:57","slug":"john-arms","status":"publish","type":"post","link":"https:\/\/coursemethod.com\/john-arms.html","title":{"rendered":"How John Arms Founded Voyageur University to Serve the Fractional Professional"},"content":{"rendered":"<ul>\n<li>Who: <strong>John Arms<\/strong><\/li>\n<li>Website: <strong><a href=\"https:\/\/voyageuru.com\/\">voyageuru.com<\/a><\/strong><\/li>\n<li>Course Topic: <strong>Business<\/strong> <strong>Professional Training<\/strong><\/li>\n<li>Interesting Stats: <strong>10 ebooks downloaded = 1 customer<\/strong><\/li>\n<\/ul>\n<h2><span class=\"ez-toc-section\" id=\"Who_are_you_and_what_course_have_you_created\"><\/span>Who are you and what course have you created?<span class=\"ez-toc-section-end\"><\/span><\/h2>\n<p>I am the founder and co-creator of <a href=\"https:\/\/voyageuru.com\/\">Voyageur University<\/a>: coursework on how to become a fractional professional. (Aka consultant, freelancer, independent, remote, 1099er, or contractor)<\/p>\n<h2><span class=\"ez-toc-section\" id=\"What_market_does_your_online_course_serve\"><\/span>What market does your online course serve?<span class=\"ez-toc-section-end\"><\/span><\/h2>\n<ul>\n<li>Our market is recently laid off or flustered business professionals.<\/li>\n<li>50% women, 50% men.<\/li>\n<li>40 years old and up.<\/li>\n<li>They do NOT want to go back to the corporate life that laid them off or limited their career arc.<\/li>\n<li>The &#x201C;Great Resignation&#x201D; people are our people!<\/li>\n<\/ul>\n<h2>What&#x2019;s the biggest benefit of taking your course?<\/h2>\n<ul>\n<li>Going back into the economy after a layoff in control of your career.\n<ul>\n<li>Better pay.<\/li>\n<li>Even better work\/life balance.<\/li>\n<li>Reduce the risk of a layoff.<\/li>\n<li>Equity in businesses and board roles.<\/li>\n<\/ul>\n<\/li>\n<\/ul>\n<h2><span class=\"ez-toc-section\" id=\"How_did_you_get_into_the_market\"><\/span>How did you get into the market?<span class=\"ez-toc-section-end\"><\/span><\/h2>\n<p>I walked away from my CEO role to pursue a more independent career. In that process, I charted how I set up my business, got clients, and maintained a business. During that time I met my now business partner Jason Voiovich who happened to be taking the same journey. Together we created the Voyageur u coursework.<\/p>\n<h2><span class=\"ez-toc-section\" id=\"Why_did_you_decide_to_create_an_online_course_in_the_first_place\"><\/span>Why did you decide to create an online course in the first place?<span class=\"ez-toc-section-end\"><\/span><\/h2>\n<p>We asked our first customers how they would prefer to learn about going independent. They told us online, at their own pace, in bite-sized pieces and preferably with video as a part of it.<\/p>\n<p><img loading=\"lazy\" class=\"alignnone size-full wp-image-28689\" src=\"https:\/\/coursemethod.com\/wp-content\/uploads\/2022\/07\/John-Arms-3.png\" alt=\"John Arms site\" width=\"1000\" height=\"398\" srcset=\"https:\/\/coursemethod.com\/wp-content\/uploads\/2022\/07\/John-Arms-3.png 1000w, https:\/\/coursemethod.com\/wp-content\/uploads\/2022\/07\/John-Arms-3-300x119.png 300w, https:\/\/coursemethod.com\/wp-content\/uploads\/2022\/07\/John-Arms-3-768x306.png 768w\" sizes=\"(max-width: 1000px) 100vw, 1000px\" \/><\/p>\n<h2><span class=\"ez-toc-section\" id=\"Did_you_have_any_moments_of_doubt_before_you_createdlaunched_it\"><\/span>Did you have any moments of doubt before you created\/launched it?<span class=\"ez-toc-section-end\"><\/span><\/h2>\n<p>Absolutely. But not in the coursework. We felt good about that. We had doubts about people wanting to work for themselves. And we had doubts businesses would hire independent professionals over full-timers. We had doubts if the coursework and solutions we offered were the right fit. As for not being good enough, imposter syndrome crept in early. But is no longer an issue.<\/p>\n<h2><span class=\"ez-toc-section\" id=\"If_so_what_made_you_turn_it_around_and_do_it_anyway\"><\/span>If so what made you turn it around and do it anyway?<span class=\"ez-toc-section-end\"><\/span><\/h2>\n<p>We take the beta approach. Always listen and always optimize our product for our clients. We also measure everything. Customer input and data input do a lot to overcome doubts and &#x201C;learn our way forward.&#x201D; Every time we faced a challenge or had a doubt, we went straight to the customer intel to overcome it. We still do.<\/p>\n<h2><span class=\"ez-toc-section\" id=\"What%E2%80%99s_your_online_course_like\"><\/span>What&#8217;s your online course like?<span class=\"ez-toc-section-end\"><\/span><\/h2>\n<p>We call it Snack Size learning.<\/p>\n<ul>\n<li>Short videos on large concepts<\/li>\n<li>Worksheets with each course<\/li>\n<li>Resource pool with deeper learning and engagement tools<\/li>\n<\/ul>\n<p><img loading=\"lazy\" class=\"alignnone size-full wp-image-28688\" src=\"https:\/\/coursemethod.com\/wp-content\/uploads\/2022\/07\/John-Arms-2.png\" alt=\"John Arms site\" width=\"1000\" height=\"458\" srcset=\"https:\/\/coursemethod.com\/wp-content\/uploads\/2022\/07\/John-Arms-2.png 1000w, https:\/\/coursemethod.com\/wp-content\/uploads\/2022\/07\/John-Arms-2-300x137.png 300w, https:\/\/coursemethod.com\/wp-content\/uploads\/2022\/07\/John-Arms-2-768x352.png 768w\" sizes=\"(max-width: 1000px) 100vw, 1000px\" \/><\/p>\n<h2><span class=\"ez-toc-section\" id=\"How_long_did_it_take_you_to_create_your_course\"><\/span>How long did it take you to create your course?<span class=\"ez-toc-section-end\"><\/span><\/h2>\n<p>About 5 hours per course. We first mapped out every issue we faced going independent. Then we imagined other issues people would face. That gave us a list of 100 topics to teach. From there we wrote, filmed, edited, and posted our coursework.<\/p>\n<h2><span class=\"ez-toc-section\" id=\"Tell_us_a_little_about_the_process_of_launching_your_course_and_getting_your_first_sales\"><\/span>Tell us a little about the process of launching your course and getting your first sale(s).<span class=\"ez-toc-section-end\"><\/span><\/h2>\n<p>Our launch was very much social media-based. We were active on LinkedIn already so we leaned into that for <a href=\"\/create-online-course\">content creation<\/a> and ads. In addition to that, we worked on referral channels very diligently. That got us our first sale and still does well today. However, today our marketing and sales are much more sophisticated than a few social posts and networking.<\/p>\n<h2><span class=\"ez-toc-section\" id=\"Do_you_have_a_lead_magnet\"><\/span>Do you have a lead magnet?<span class=\"ez-toc-section-end\"><\/span><\/h2>\n<p>We do. Our ebook is our best lead magnet. It is free. It is short and sweet.<\/p>\n<span class='bctt-click-to-tweet'><span class='bctt-ctt-text'><a href='https:\/\/twitter.com\/intent\/tweet?url=https%3A%2F%2Fcoursemethod.com%2Fjohn-arms.html&#038;text=For%20every%2010%20ebooks%20downloaded%20we%20get%201%20customer.%20-%20John%20Arms&#038;via=course_method&#038;related=course_method' target='_blank'rel=\"noopener noreferrer\">For every 10 ebooks downloaded we get 1 customer. - John Arms <\/a><\/span><a href='https:\/\/twitter.com\/intent\/tweet?url=https%3A%2F%2Fcoursemethod.com%2Fjohn-arms.html&#038;text=For%20every%2010%20ebooks%20downloaded%20we%20get%201%20customer.%20-%20John%20Arms&#038;via=course_method&#038;related=course_method' target='_blank' class='bctt-ctt-btn'rel=\"noopener noreferrer\">Click To Tweet<\/a><\/span>\n<h2><span class=\"ez-toc-section\" id=\"What%E2%80%99s_the_traffic_strategy_that_works_best_for_you\"><\/span>What&#8217;s the traffic strategy that works best for you?<span class=\"ez-toc-section-end\"><\/span><\/h2>\n<p>Our traffic strategy is based on a Marketing Operating System we created. It&#x2019;s working wonderfully. We chart each stage of the customer journey, track data along each step, and then optimize at every prospect intersection.<\/p>\n<p><img loading=\"lazy\" class=\"alignnone size-full wp-image-28691\" src=\"https:\/\/coursemethod.com\/wp-content\/uploads\/2022\/07\/John-Arms-5.png\" alt=\"John Arms site\" width=\"1000\" height=\"562\" srcset=\"https:\/\/coursemethod.com\/wp-content\/uploads\/2022\/07\/John-Arms-5.png 1000w, https:\/\/coursemethod.com\/wp-content\/uploads\/2022\/07\/John-Arms-5-300x169.png 300w, https:\/\/coursemethod.com\/wp-content\/uploads\/2022\/07\/John-Arms-5-768x432.png 768w\" sizes=\"(max-width: 1000px) 100vw, 1000px\" \/><\/p>\n<h2><span class=\"ez-toc-section\" id=\"What_online_course_platform_are_you_using\"><\/span>What online course platform are you using?<span class=\"ez-toc-section-end\"><\/span><\/h2>\n<p>We use <a class=\"thirstylink\" rel=\"sponsored\" title=\"Teachable home page affiliate link\" href=\"https:\/\/coursemethod.com\/go\/teachable\" data-shortcode=\"true\">Teachable<\/a> as our <a href=\"https:\/\/coursemethod.com\/online-course-platforms-guide\">online course platform<\/a>.<\/p>\n<div class=\"cg-box-layout-three    cg-black \" ><div class=\"cg-layout-row\"><div class=\"cg-layout-img\"><div class=\"cg-li-photo\"><a href=\"https:\/\/coursemethod.com\/go\/teachable\" target=\"_blank\" rel=\"nofollow\" class=\"cg-aff-link \" data-post-title=\"Teachable Promo\" data-aff-link=\"https:\/\/coursemethod.com\/go\/teachable\" data-post-type=\"box\" data-post-id=\"66704\"><img src=\"https:\/\/coursemethod.com\/wp-content\/uploads\/2022\/03\/teachable-promotion.png\" class=\"cg-img-1\" alt=\"Teachable Promo\"><\/a><\/div><\/div><div class=\"cg-layout-content\"><div class=\"cg-text\"><h2><span class=\"ez-toc-section\" id=\"Check_Out_Teachable\"><\/span>Check Out Teachable<span class=\"ez-toc-section-end\"><\/span><\/h2><p><a class=\"thirstylink\" rel=\"sponsored\" title=\"Teachable home page affiliate link\" href=\"https:\/\/coursemethod.com\/go\/teachable\" data-shortcode=\"true\">Teachable<\/a> is one of the top online course platforms used by successful course creators interviewed on coursemethod.com. It is easy to set up and build your site pages, and the course area looks great.&nbsp;<\/p><ul><li><strong>Price Range:<\/strong> $0 (+ transaction fees) to $299\/month<\/li><li><strong>Most Popular Plan:<\/strong> Pro Plan at $119\/month<\/li><li><strong>Annual Discount:<\/strong> Yes, take 17% off!<\/li><li><strong>Free Trial:<\/strong> Try out <a class=\"thirstylink\" rel=\"sponsored\" title=\"Teachable home page affiliate link\" href=\"https:\/\/coursemethod.com\/go\/teachable\" data-shortcode=\"true\">Teachable<\/a>&rsquo;s core features for free<\/li><\/ul><\/div><div class=\"cg-lc-button\"><span class='cta-copy'><a href='https:\/\/coursemethod.com\/go\/teachable' class='cg-one-button cg-btn cg-blue  cg-aff-link ' data-post-id='66704' data-post-type='box' data-aff-link='https:\/\/coursemethod.com\/go\/teachable' data-style='default' data-post-title='Teachable Promo' data-extra='' style='' target='' rel='nofollow' >Try Teachable Free<\/a><\/span><\/span><\/div><\/div><\/div><\/div><div class=\"cg-disclosure\">*Our content is reader supported, which means when you buy from links you click on, we may earn a commission.<\/div>\n<h2><span class=\"ez-toc-section\" id=\"Do_you_like_it\"><\/span>Do you like it?<span class=\"ez-toc-section-end\"><\/span><\/h2>\n<p>We do like it.<\/p>\n<h2><span class=\"ez-toc-section\" id=\"Are_there_any_features_you_wish_it_had\"><\/span>Are there any features you wish it had?<span class=\"ez-toc-section-end\"><\/span><\/h2>\n<p>We wish it had better student community functionality. And we wish the data capture was sharper.<\/p>\n<h2><span class=\"ez-toc-section\" id=\"What_made_you_decide_to_use_your_chosen_platform_over_others\"><\/span>What made you decide to use your chosen platform over others?<span class=\"ez-toc-section-end\"><\/span><\/h2>\n<p>Ownership. We weren&#x2019;t open to giving control of our content to a platform. That is our IP we develop and protect.<\/p>\n<h2><span class=\"ez-toc-section\" id=\"What_other_tools_do_you_use_to_run_your_online_course_business\"><\/span>What other tools do you use to run your online course business?<span class=\"ez-toc-section-end\"><\/span><\/h2>\n<ul>\n<li>LinkedIn<\/li>\n<li>Hubspot<\/li>\n<li>EOS\/Traction<\/li>\n<li>Quickbooks<\/li>\n<li>Paypal<\/li>\n<li>UFM Marketing OS (Our own product)<\/li>\n<\/ul>\n<p><img loading=\"lazy\" class=\"alignnone size-full wp-image-28690\" src=\"https:\/\/coursemethod.com\/wp-content\/uploads\/2022\/07\/John-Arms-4.png\" alt=\"John Arms site\" width=\"876\" height=\"501\" srcset=\"https:\/\/coursemethod.com\/wp-content\/uploads\/2022\/07\/John-Arms-4.png 876w, https:\/\/coursemethod.com\/wp-content\/uploads\/2022\/07\/John-Arms-4-300x172.png 300w, https:\/\/coursemethod.com\/wp-content\/uploads\/2022\/07\/John-Arms-4-768x439.png 768w\" sizes=\"(max-width: 876px) 100vw, 876px\" \/><\/p>\n<h2><span class=\"ez-toc-section\" id=\"What_books_or_training_programs_have_you_found_useful_on_your_journey_to_a_successful_business_owner_that_others_might_find_valuable_too\"><\/span>What books or training programs have you found useful on your journey to a successful business owner that others might find valuable too?<span class=\"ez-toc-section-end\"><\/span><\/h2>\n<ul>\n<li>WorkQuake by Steve Cadigan.<\/li>\n<li>Paul Estes LinkedIn newsletter on the gig economy.<\/li>\n<li>The Go Giver by Bob Burg and John Mann.<\/li>\n<li>Traction EOS by Gino Wickman.<\/li>\n<\/ul>\n<h2>Do you have any big mistakes you&#x2019;ve made along the way that you&#x2019;d be willing to share?<\/h2>\n<p>So many. But each one is just a learning moment to build from. An early mistake we made was trying to drive our customers toward certification over a specific time period. People want to learn at their own pace for their own reasons.&#xA0; So we adjusted our program to accommodate people&#8217;s desire to move at the speed they are comfortable with, and not put unnecessary pressure on them. They are here to learn, not get an award!<\/p>\n<h2><span class=\"ez-toc-section\" id=\"Please_share_some_idea_of_revenue\"><\/span>Please share some idea of revenue.<span class=\"ez-toc-section-end\"><\/span><\/h2>\n<p>Our first year of sales was about $7,000.<\/p>\n<p>Today we earn about $2,000 per month.<\/p>\n<p>We currently grow at about 5% per month.<\/p>\n<h2><span class=\"ez-toc-section\" id=\"Please_tell_us_a_little_about_what_the_money_you%E2%80%99ve_earned_from_your_course_has_done_for_you\"><\/span>Please tell us a little about what the money you&#8217;ve earned from your course has done for you.<span class=\"ez-toc-section-end\"><\/span><\/h2>\n<p>We put all of our sales back into the product, customer support, and business growth. That will sustain until about halfway through 2023 on our current business plan. Then we begin to take dividends.<\/p>\n<h2><span class=\"ez-toc-section\" id=\"In_addition_to_revenue_are_there_any_numbers_you_would_like_to_share\"><\/span>In addition to revenue are there any numbers you would like to share?<span class=\"ez-toc-section-end\"><\/span><\/h2>\n<p>Two numbers matter most to us.<\/p>\n<p>15 Million.<\/p>\n<p>We are focused on one big number: 15 million. That&#x2019;s how many professionals will exit the workforce and choose to be independent in the next 5 years. We market to that number in small pieces at a time on purpose until we learn enough of what we think that market wants so that we can deliver it to them at scale.<\/p>\n<p>0%.<\/p>\n<p>We have chosen a $19\/mo membership cost. Every other tool out there takes a cut of your client revenue once you are independent. That is the demand side way to earn revenue. We choose early on to be 100% focused on the supply side: the worker. So we take 0% markup to stay pure to our mission.<\/p>\n<p><img loading=\"lazy\" class=\"alignnone size-full wp-image-28692\" src=\"https:\/\/coursemethod.com\/wp-content\/uploads\/2022\/07\/John-Arms-6.png\" alt=\"John Arms sitex\" width=\"1000\" height=\"357\" srcset=\"https:\/\/coursemethod.com\/wp-content\/uploads\/2022\/07\/John-Arms-6.png 1000w, https:\/\/coursemethod.com\/wp-content\/uploads\/2022\/07\/John-Arms-6-300x107.png 300w, https:\/\/coursemethod.com\/wp-content\/uploads\/2022\/07\/John-Arms-6-768x274.png 768w\" sizes=\"(max-width: 1000px) 100vw, 1000px\" \/><\/p>\n<h2><span class=\"ez-toc-section\" id=\"What_has_creating_your_course_done_for_you_personally\"><\/span>What has creating your course done for you personally?<span class=\"ez-toc-section-end\"><\/span><\/h2>\n<p>So many things!<\/p>\n<ol>\n<li>I learn every day. I call it my rolling Master&#8217;s Degree.<\/li>\n<li>I&#8217;ve become a thought leader in the fractional economy.<\/li>\n<li>I feel a great sense of purpose in helping the people we help.<\/li>\n<\/ol>\n<h2><span class=\"ez-toc-section\" id=\"Do_you_have_a_story_of_a_transformation_from_any_of_your_clients\"><\/span>Do you have a story of a transformation from any of your clients?<span class=\"ez-toc-section-end\"><\/span><\/h2>\n<p>This story is from two years ago. Our very first customer was laid off from her job as Chief Marketing Officer from a healthcare SAS company. The culture was toxic, leadership did not listen to her despite her wisdom and skill, and people regularly stole ideas from each other. All the garbage that comes with bad corporate work was her daily existence. Out of the blue, she was terminated with no severance. She was devasted. Fast forward six months after immersing herself in Voyageur U training and she has her first two customers. Just as she was gaining momentum the pandemic hit. After an 8-month slowdown, she remained committed to the model of fractional, leading to a thriving fractional CMO practice today. I feel great of course. But more importantly, she is ecstatic. She travels, (and she has money and time TO travel)&#xA0; and she has a wonderful balance between work and life, and is well respected by her clients.<\/p>\n<h2><span class=\"ez-toc-section\" id=\"What_advice_do_you_have_for_people_just_starting_out\"><\/span>What advice do you have for people just starting out?<span class=\"ez-toc-section-end\"><\/span><\/h2>\n<p>If you are just starting out my advice is to fail quickly and learn from it.<\/p>\n<span class='bctt-click-to-tweet'><span class='bctt-ctt-text'><a href='https:\/\/twitter.com\/intent\/tweet?url=https%3A%2F%2Fcoursemethod.com%2Fjohn-arms.html&#038;text=You%20can%E2%80%99t%20escape%20failure.%20In%20fact%2C%20it%E2%80%99s%20part%20of%20growth.%20But%20you%20have%20to%20take%20it%20as%20a%20lesson%20and%20not%20a%20setback.%20-%20John%20Arms&#038;via=course_method&#038;related=course_method' target='_blank'rel=\"noopener noreferrer\">You can&#x2019;t escape failure. In fact, it&#x2019;s part of growth. But you have to take it as a lesson and not a setback. - John Arms <\/a><\/span><a href='https:\/\/twitter.com\/intent\/tweet?url=https%3A%2F%2Fcoursemethod.com%2Fjohn-arms.html&#038;text=You%20can%E2%80%99t%20escape%20failure.%20In%20fact%2C%20it%E2%80%99s%20part%20of%20growth.%20But%20you%20have%20to%20take%20it%20as%20a%20lesson%20and%20not%20a%20setback.%20-%20John%20Arms&#038;via=course_method&#038;related=course_method' target='_blank' class='bctt-ctt-btn'rel=\"noopener noreferrer\">Click To Tweet<\/a><\/span>\n<p>What do I wish I knew before I started? I wish I knew how much patience it takes to succeed in doing this. It requires a tremendous amount of patience to do this work.<\/p>\n<h2><span class=\"ez-toc-section\" id=\"Learn_more_about_John_Arms_of_voyageurucom\"><\/span>Learn more about John Arms of voyageuru.com:<span class=\"ez-toc-section-end\"><\/span><\/h2>\n<ul>\n<li><strong>Website: <a href=\"https:\/\/voyageuru.com\/\">voyageuru.com<\/a><\/strong><\/li>\n<li><strong><a href=\"https:\/\/www.linkedin.com\/in\/johnarms\/\">LinkedIn: John Arms<\/a><\/strong><\/li>\n<li><strong><a href=\"https:\/\/www.linkedin.com\/groups\/12487464\/\">LinkedIn: VoyageurU<\/a><\/strong><\/li>\n<li><strong><a href=\"https:\/\/www.youtube.com\/channel\/UC6t12_K7lyJQiZdNcgObY4Q\">YouTube<\/a><\/strong><\/li>\n<\/ul>\n","protected":false},"excerpt":{"rendered":"<p>Who: John Arms Website: voyageuru.com Course Topic: Business Professional Training Interesting Stats: 10 ebooks downloaded = 1 customer Who are you and what course have you created? I am the founder and co-creator of Voyageur University: coursework on how to become a fractional professional. (Aka consultant, freelancer, independent, remote, 1099er, or contractor) What market does your online course serve? Our market is recently laid off or flustered business professionals. 50% women, 50% men. 40 years old and up. They do NOT want to go back to the corporate life that laid them off or limited their career arc. The &#x201C;Great\u2026<\/p>\n","protected":false},"author":1,"featured_media":28687,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"om_disable_all_campaigns":false,"_uag_custom_page_level_css":""},"categories":[108],"tags":[87],"blocksy_meta":{"styles_descriptor":{"styles":{"desktop":"","tablet":"","mobile":""},"google_fonts":[],"version":5}},"acf":[],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v20.3 - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\n<title>How John Arms Founded Voyageur University to Serve the Fractional Professional | Course Method<\/title>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/coursemethod.com\/john-arms.html\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"How John Arms Founded Voyageur University to Serve the Fractional Professional | Course Method\" \/>\n<meta property=\"og:description\" content=\"Who: John Arms Website: voyageuru.com Course Topic: Business Professional Training Interesting Stats: 10 ebooks downloaded = 1 customer Who are you and what course have you created? I am the founder and co-creator of Voyageur University: coursework on how to become a fractional professional. (Aka consultant, freelancer, independent, remote, 1099er, or contractor) What market does your online course serve? Our market is recently laid off or flustered business professionals. 50% women, 50% men. 40 years old and up. They do NOT want to go back to the corporate life that laid them off or limited their career arc. 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