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Kayvon, CEO of The Sales Connection and a foremost sales authority has transformed sales strategies globally. Excelling in teaching professionals to connect authentically with prospects, he’s guided the creation of multimillion-dollar businesses and trained over 21,000 sales reps across 100 countries. With over $300 million in sales, Kayvon is a celebrated international speaker and an expert in advancing sales techniques and business growth. What business problem do you solve? In today’s episode, Kayvon shares insights on the overlooked element of self-connection in sales, providing strategies to enhance authenticity and drive sales success.  Small Business Answer Man Shownotes: This episode revolves around discussing essential qualities for success in sales.  Kayvon emphasizes the importance of self-connection, resilience, and authenticity in driving sales.  He stresses that genuine self-connection far surpasses mere tactics and strategies.  The conversation delves into the distinction between selling and closing, highlighting the significance of building trust and maintaining genuine human connections.  Kayvon underscores the distinction between selling and closing, elucidating why both are indispensable in the sales process.  Kayvon addresses the role of AI in sales, asserting its value while underscoring the irreplaceable human element.  He further discusses how The Sales Connection website, has multiple resources available for business owners and sales professionals. Kavyon Kay’s Small Business Tip: Foster genuine connections, listen attentively, and prioritize authenticity in sales interactions to drive success.  Connect with Kavyon Kay: Website: http://thesalesconnection.com/ Facebook Instagram LinkedIn TikTok Clarity Navigator Discovery Session – Sign Up HERE Learn more about Gary’s Mastermind group at goascend.biz/the-mastermind-solution

Aaron Marcum holds a Master’s in Positive Psychology from UPenn under Dr. Martin Seligman. With two decades of business scaling experience, he’s an award-winning leader and speaker empowering entrepreneurs. Aaron has just recently launched his book, “EntreThrive,” today. I can’t believe we were able to get him on the podcast but we are excited he made time for us. What problem do you solve? In today’s episode, Aaron Markham shares insights into the importance of positive psychology for entrepreneurs, highlighting its proactive approach to helping individuals thrive amidst uncertainties. Small Business Answer Man Shownotes: Gary mentions Aaron’s recent book launch, “Entra Thrive Today,” underscoring its relevance to the discussion.  Aaron delves into the concept of positive psychology and its significance for entrepreneurs.  Aaron explains positive psychology as the science of well-being, emphasizing its proactive approach to helping individuals.   He discussed the six entrepreneurship aspects discussed his book:  1. EntreClarity  2. EntreGrit  3. EntreConnections  4. EntreFaith  5. EntreHabits  6. EntreVigor  He further discusses the concept of “EntreClarity,” indicating his keenness to explore this foundational aspect of his book.  Aaron elaborates on the importance of establishing guiding truths and gaining self-awareness.  According to Aaron, acceptance to achieve clarity in personal and professional life aligns with understanding practical strategies for personal and professional growth.  Find Aaron’s book at Amazon or entrethrive.com Get your EntreThrive EntreClarity Guide Guide at https://www.entrethrive.com/smallbusinessanswerman Aaron Marcum’s Small Business Tip: Aaron advises taking gradual steps toward success. He says that, by starting with small actions and building momentum, entrepreneurs can avoid feeling overwhelmed and steadily progress toward their goals. Connect with Aaron Marcum: Website: http://www.entrethrive.com Aaron’s LinkedIn LinkedIn Instagram Clarity Navigator Discovery Session – Sign Up HERE Learn more about Gary’s Mastermind group at goascend.biz/the-mastermind-solution

Chris Mannina, CPA and CFO, works primarily with mid-market businesses in a variety of industries, including professional services, technology, government contracting, and non-profits. His areas of expertise include reporting, compliance, strategic planning, FP&A, monitoring, and internal controls.   What business problem do you solve? In today’s episode, Chris Mannina addresses the critical financial challenges businesses face, emphasizing the shift from traditional accounting to strategic financial planning.  Small Business Answer Man Shownotes: The podcast starts with Gary introducing Chris Meninian, a seasoned CPA and CFO, to delve into the crucial role of financials in business success.  Key discussion points include strategic accounting focus, essential financial insights for CEOs, and navigating cash flow challenges.  The conversation further explores the impact of technology and automation in accounting, highlighting high ROI wins and the benefits of outsourcing finance departments.  Chris offers a free rapid finance assessment through KWC Advisors, providing valuable insights into enhancing your business’s financial health.  Gary discusses common cash flow challenges faced by small and medium-sized businesses.  Chris addresses the seasonal variations in cash flow and provides insights on managing cash flow struggles effectively.  Gary and Chris discuss the benefits of outsourcing finance departments for small to medium-sized businesses.  Chris emphasizes the scalability and access to diverse skill sets offered by outsourcing.  In the end, Chris discusses the assessment process, providing a brief overview and offering a 30-minute call to assess the financial health of your business. Chris Mannina’s Small Business Tip: Chris suggested unlocking the power of proactive financial planning, understanding your cash flow, leveraging technology, and embracing strategic accounting to elevate your business profits.  Connect with Chris Mannina: Website: http://kwcadvisors.com/ KWC CPAs’ LinkedIn KWC CPAs’ Facebook Chris’s LinkedIn The Expert Bookers: www.expertbookers.com Clarity Navigator Discovery Session – Sign Up HERE Learn more about Gary’s Mastermind group at goascend.biz/the-mastermind-solution

JoDee is a CSP and a SHRM-SCP; she owns Purple Ink, an HR consulting firm serving clients throughout the Midwest.  JoDee has written 5 books in the JoyPowered® Series; her most recent one, an Amazon #1 best seller, is JoyPowered® Networking; in addition to running her firm for the past 14 years, she is a speaker and trainer on many leadership and/or HR topics. What problem do you solve? In this episode, Gary Wilbers and JoDee Curtis crack the challenges hindering joy and success in the business world, offering practical solutions and insights for a thriving workplace.  Small Business Answer Man Shownotes: Gary introduces the six P business owner formula: People, Productivity, Pricing, Promotion, Process, and Profits.  Insights into the evolving workplace dynamics in 2024 and the impact on small business owners were discussed.  JoDee shares her goal of helping individuals overcome the fear of networking.  JoDee Acknowledges the vital role of networking in driving business success.  Highlights from JoDee Curtis’s book, “Joypired Networking,” emphasize practical networking tips.  The significance of joy in the workplace and its contribution to employee engagement and loyalty.  Reflecting on the generational shift in work values and the need for finding passion in work.  Exploring the reciprocal nature of networking and practical strategies for creating lasting connections.  Find Jodee’s book at https://getjoypowered.com/ and use coupon code: ANSWER JoDee Curtis’s Small Business Tip: JoDee suggests to make joy a priority in your workplace. She says, happy employees lead to engaged teams, increased productivity, and long-term success. You should always find ways to infuse joy into your company culture.  Connect with JoDee Curtis: Purple Ink LinkedIn JoDee’s LinkedIn Clarity Navigator Discovery Session – Sign Up HERE Learn more about Gary’s Mastermind group at goascend.biz/the-mastermind-solution

Heidi Schalk is a business strategy and leadership coach, author, speaker, and host of the Be S.H.E. Podcast (Be Seen. Be Heard. Be Empowered.). She has been featured on FOX, ABC, NBC, CBS, and The Daily Herald. Heidi spent the past 5 years helping entrepreneurs achieve their goals and build 6 figure businesses they love through her M.O.N.E.Y Mastery System. What business problem do you solve? In this episode, Heidi Schlack, business strategy and leadership coach, shares her journey and expertise in helping entrepreneurs overcome challenges and achieve success.  Small Business Answer Man Shownotes: The podcast starts off by introducing Heidi Schlack as a business strategy and leadership coach, author, speaker, and host of the Be She podcast.  Heidi's expertise in helping entrepreneurs achieve their goals and build successful businesses.  Heidi's journey started six years ago during a challenging period.  She navigated a divorce and the need for financial security.  Despite starting with health and wellness, she shifted her focus to coaching women in leadership.  Heidi emphasizes on the significance of human connection, live interactions, and the collaborative power of networks.  She also talks about the necessity of asking for help, reaching out for support, and building a collaborative community.  Furthermore, she emphasizes on the importance of finding the right fit when selecting a coach.  She also highlighted the significance of a compatible partnership.  In the end, Heidi addressed challenges related to email and time management.  She encourages entrepreneurs to set boundaries, prioritize tasks, and create dedicated time for self-care.  Heidi Schalk's Best Small Business Tip: Heidi Schlack emphasizes the importance of embracing vulnerability and seeking support. Small business owners can benefit by acknowledging that they don't have to navigate the entrepreneurial journey alone.  Connect with Heidi Schalk: Instagram LinkedIn Facebook Clarity Navigator Discovery Session – Sign Up HERE Learn more about Gary’s Mastermind group at goascend.biz/the-mastermind-solution

Dr. James M. Smith is a licensed professional counselor in Jefferson City, MO. He currently works as the outpatient lead therapist at SSM Health St. Mary’s Hospital Behavioral Health. He has been in the mental health field for 18 years and specializes in addiction, severe, persistent mental illness, and trauma. His dissertation explored the lived experiences of men disclosing childhood sexual abuse. Jamie (as most people call him) is married to his amazing wife Lesley and has three supervillain genius-level kids, Jacob, Caitlin, and Nathaniel. He is the proud servant of a Golden Retriever named Trooper. He is an avid St. Louis Cardinals fan. What business problem do you solve? In this episode, Dr. Jamie Smith, a licensed counselor, explores the practical application of psychologist Abraham Maslow’s hierarchy of needs. The discussion revolves around gaining a deeper understanding of our mental well-being and enhancing leadership abilities. Small Business Answer Man Shownotes: Dr. Jamie Smith provides an insightful exploration of Maslow’s hierarchy of needs, starting from the foundational levels of physiology and safety, and progressing towards higher stages of belonging and esteem.  He further discusses the importance of understanding how our brain works to take care of ourselves and others.  He emphasizes that losing a sense of safety amidst business uncertainty can impact mental well-being.     Dr. Jamie Smith talked about how “Living on purpose” and aligning actions to values prevents sacrificing what’s most important  He also talks about the importance of being intentional about how time and energy are invested, enabling individuals to exert control over their genuine priorities. The conversation highlights the significance of belonging, not only within the team but also in personal relationships.   Finally, Dr. Jamie Smith talks about how a dilemma emerges as entrepreneurs sometimes prioritize business success to the detriment of family and intimate connections, prompting reflection on the balance between professional and personal spheres. Dr. Jamie Smith’s Best Small Business Tip: According to him, burnout can hinder productivity and creativity, so stepping back when needed ensures long-term success. Remember, a well-balanced life contributes to sustained business growth. Connect with Jamie Smith: LinkedIn Clarity Navigator Discovery Session – Sign Up HERE Learn more about Gary’s Mastermind group at goascend.biz/the-mastermind-solution

Scot Drinkard has been an entrepreneur for 30 years, with a portfolio of over 20 companies. Scot has faced many challenges along the way, in business and personal life. What business problem do you solve? In this episode, Scot delves into the intricate challenge entrepreneurs often face: the delicate balance between the demanding nature of their work and the imperative of maintaining personal health. Small Business Answer Man Shownotes: Scot discusses the difficulty entrepreneurs have balancing intense work demands with personal health. He shares the trajectory of his early entrepreneurial journey, recounting the inevitable growth pains and the burden of an overwhelming workload. Scot shares his early entrepreneurship journey, growth pains, and excessive workload. He credits joining a mastermind group with providing entrepreneur support. Scot shares insights into his leadership philosophy, highlighting the crucial role of promoting open communication and empathetic leadership within his team.  He views the importance of treating his team like family and fostering a supportive environment that encourages growth and well-being. Scot draws strength from his spirituality and faith in navigating the professional and personal obstacles inherent in entrepreneurship. According to Scot, building company culture starts with clear communication, empathy, and treating staff like family. His story emphasizes the vital role played by support networks, empathetic leadership, and the grounding impact of spirituality when navigating the intricate challenges involved in establishing and maintaining a thriving business. Scot Drinkard’s Small Business Tip: As an entrepreneur, it’s easy to blur the lines between personal and professional life. Scot emphasizes the importance of carving out personal time, nurturing relationships, and avoiding the pitfalls of overworking for sustained mental and emotional well-being.

Joshua Brown has been married for 25 years to Jennifer. He is a father of six, which includes three girls, and three boys. Joshua is the founder of a vocational ministry experience. He opened a side hustle and turned it into a national brand where ministers are invited to enter into the marketplace so they can create jobs, make disciples and serve the city. What business problem do you solve? In this episode, Joshua will guide us in cultivating mental resilience, emphasizing the importance of persevering through challenges, staying committed, and ultimately completing our life journey with faith and determination. Small Business Answer Man Shownotes: Joshua starts by expressing the importance of navigating through life’s experiences with faith and perseverance.  He further opens up about his early life, marked by adversity and struggles.  He stresses the significance of facing challenges head-on and the resilience required to resist the temptation to give up. Joshua challenges the conventional perception that ministry is confined to denominational or vocational roles.  He goes on by sharing his personal experiences of being labeled a “pressure-washing pastor” even outside traditional ministry settings.  He encourages a broader perspective, asserting that pastoral calling is not restricted to traditional roles.   Joshua draws parallels with the experiences of John Wesley, underscoring moments of uncertainty in his spiritual journey.  He emphasizes that uncertainties in one’s relationship with God are both common and transitory. Joshua advocates for seeking God’s presence through prayer as a means to rejuvenate and strengthen spiritual connections. Joshua stresses that entrepreneurs are stewards, not owners, of their businesses.  He underscores the importance of surrendering business to God to alleviate the burden of constant worry. Lastly, Joshua offers guidance to entrepreneurs, suggesting that they recognize God’s responsibility for their businesses and prioritize the crucial aspect of rest. Joshua Brown’s Best Small Business Tip: Joshua recommends that small business owners prioritize self-care, emphasizing that effective leadership serves as the cornerstone for every aspect of business. He encourages them to assess their fitness, finances, faith, and family, identifying areas of strength and weakness. By doing so, entrepreneurs can strategically focus on enhancing their strengths and addressing areas that require improvement. Connect with Joshua Brown: Website: https://www.pressurewashingpastor.com/ YouTube LinkedIn Instagram Clarity Navigator Discovery Session – Sign Up HERE Learn more about Gary’s Mastermind group at goascend.biz/the-mastermind-solution

As the founder of more than a dozen companies, over three decades of entrepreneurial experience, and with 10+ years coaching businesses, Gary Wilbers is an expert businessman. His primary focus is on helping small business owners achieve success and balance in business and in life through his own peer advisory groups. Gary is a founder, speaker, author, trainer, and coach. His profound familiarity with the daily challenges that small business owners face has instilled in him the belief that everyone is able to reach their full potential. This mantra led him to establish The Ascend Mastermind, a peer advisory group, where small business owners can connect with like-minded individuals, share their struggles, and hold each other accountable in order to achieve growth and freedom in their lives. Gary is also an accomplished author, with several best-sellers, including “The High Achiever Leadership Formula,” “21 Ways to Attract, Retain & Engage Millennials,” “Positive Culture Wins,” and “Cultivate Positive Culture.” What business problem do you solve? In this episode, Gary tackles the crucial task of crafting a well-organized business roadmap for success in 2024. He underscores the necessity of conceptualizing a vision and attaining clarity on the specific steps required to bring it to reality.  Small Business Answer Man Shownotes: Gary starts the first episode of 2024 with great enthusiasm, highlighting the significance of not just having a vision but gaining clarity on the path to achievement. Gary quotes Dr. Alistair McCormick on the mental battle of a marathon, emphasizing the need to break through challenges for life goals. He further talks about “Six Steps to Success in 2024”. Step 1: Develop a vision statement for life, business, and personal goals. Step 2: Create a three-year life domain analyzer. Step 3: Formulate a three-year business strategy. Step 4: Break down the three-year plan into a one-year business plan with 90-day actions. Step 5: Develop a Life domain plan with 90-day action items and necessary behaviors. Step 6: Review and analyze the plan for building the dream life. Gary offers one-on-one coaching tailored to individual needs. Benefits include effective workload management, burnout prevention, and optimal time utilization. Please Sign up here: https://bookme.name/garywilbers/clarity-navigator-discovery-call Gary Wilber’s Small Business Tip: As a small business owner, make sure to seize the opportunity everyday and make it yours. Ascend to the top of the mountain, but real success and significance come from assisting others in reaching the top of the mountain alongside you. Connect with Gary Wilbers: LinkedIn Twitter Instagram YouTube Clarity Navigator Discovery Session – Sign Up HERE Learn more about Gary’s Mastermind group at goascend.biz/the-mastermind-solution

Tom Schwab believes the best things in life come from conversations. It’s these powerful, sometimes awkward conversations that propel us from where we are personally and professionally to where we dream of being. As an engineer, a Navy Veteran, and Nuclear Propulsion Plant Operator, Tom thinks differently. Tough Minded, Skeptical, sometimes even Cantankerous, but always technically competent, always thinking – “What if”, is how the head of the Nuclear Navy described it. As a small business owner and entrepreneur, he understands the unique challenges of business owners. This led him to be an early pioneer of using inbound marketing for eCommerce and targeted podcast interviews for marketing that connects. Tom is the author of two books: Podcast Guest Profits: Grow Your Business with a Targeted Interview Strategy, called the bible of podcast guesting, and One Conversation Away: A Manifesto for a Rich Life and a Profitable Business. What business problem do you solve? In this episode, Chief Evangelist Officer at Interview Valet, Tom Schwab talks about solving the significant problem of obscurity in businesses. Small Business Answer Man Shownotes: In today’s episode, Tom Schwab shares valuable insights into the dynamics of promotion and underscores its potential advantages for small business owners.  Tom emphasizes that the major challenge businesses face is obscurity, where potential customers are unaware of products or services that they might like to purchase. Tom Schwab suggests overcoming obscurity by tapping into existing audiences through podcast interview marketing, highlighting the importance of being known to potential customers. The conversation delves into the Six P Business Owner Formula, with a specific focus on the Promotion aspect and how Tom contributes to promoting businesses through podcast interview marketing. Tom predicts that small businesses may face challenges in the 2024 election due to attempts to outspend political campaigns in advertising, affecting ad costs and audience attention. The importance of strategic marketing for businesses in 2024 is discussed, emphasizing the role of podcast interview marketing in adapting to the evolving advertising landscape. Tom provides a practical example with a Call to Action, directing listeners to visit Interview Valet’s welcome page at InterviewValet.com/Answerman, explaining the three calls to action. The conversation further explores the concept of making marketing more human by focusing on relationship sales and the significance of building trust through giving value before seeking commitment. Tom’s final advice is centered on the idea that businesses are just one conversation away from success, emphasizing the importance of human connection and meaningful conversations. Tom Schwab’s Best Small Business Tip: According to Tom, you are one conversation away, not one funnel away. Building authentic human connections with customers can deliver more value than depending on AI tools or not putting in enough effort.  Connect with Tom Schwab: Take the FREE Business Owners’ Life Domain Assessment HERE Website: https://interviewvalet.com/ LinkedIn Twitter Tom’s Twitter YouTube

Dave's mission is to Align the Misaligned through the Five Facets of Business™ framework— a dynamic small business operating system that aligns systems and people so businesses and the people in them can flourish. What business problem do you solve? In today’s episode, Dave will help businesses overcome obstacles more effectively, promoting a transition from a state of grinding to achieving sustainable growth using a systematic approach.  Small Business Answer Man Shownotes: Today’s episode is structured toward helping entrepreneurs in navigating challenges and minimizing stress in their businesses. Dave stresses the importance of effective prioritization, diagnosis, and leveraging time for optimal outcomes. Dave introduces the three stages of company alignment: misalignment, alignment, and realignment. Misalignment is when symptoms become overwhelming, alignment is when systems and people are in harmony, and realignment is an ongoing process of adapting to challenges. Dave discusses the challenges businesses face when hitting the complexity threshold, where progress becomes difficult. He emphasizes the required mindset shift from a "big dog operator" mentality to sustainable growth achieved through simplification and scaling. The five facets of business, presented as a framework for assessment and improvement, are culture, strategy, operations, story (sales and marketing), and finance. An analogy using a map underscores the significance of knowing a business's current state before planning its future. Dave highlights that businesses often excel in a few facets but struggle in others, resulting in overall challenges. According to Dave, the goal is to identify and elevate different aspects of the business to achieve holistic success. Dave elaborates on operationalizing culture by translating values into actionable behaviors and integrating them into performance reviews and hiring processes. The conversation explores the dual contracts in employee engagement—market and social contracts. Dave further talks about the impact of underdoing the social contract, leading to issues such as feeling underpaid or dissatisfaction with tasks. Dave outlines key elements in operations, including clarity on the core business, documentation of essential processes, and the establishment of a structured meeting flow called the "rhythm of the business." Dave introduces essential financial practices, including planning for profit by rearranging the income minus profit equals expenses formula and the crucial role of forecasting in making strategic decisions. During the podcast, Dave highlights a few benefits of forecasting, not just for predicting but for preparing businesses for potential decisions, reducing reactivity, and promoting strategic and logical decision-making. The free assessment with 26 questions provides a baseline roadmap to help focus on business priorities. Please find the link below.  Dave Newell's Small Business Tip: Dave suggests that you should aim to eliminate confusion in your communication. When customers understand what you offer and how it benefits them, they are more likely to engage with your business. By providing clarity, you are addressing potential doubts or uncertainties in the customer's mind. Connect with Dave Newell for additional resources Take the FREE Business Owners’ Life Domain Assessment HERE Dave’s Free Assessment: https://theevolvedifference.com/sbam Website: http://www.theevolvedifference.com LinkedIn Clarity Navigator Discovery Session – Sign Up HERE Learn more about Gary’s Mastermind group at goascend.biz/the-mastermind-solution

As the founder of more than a dozen companies, over three decades of entrepreneurial experience, and with 10+ years coaching businesses, Gary Wilbers is an expert businessman. His primary focus is on helping small business owners achieve success and balance in business and in life through his own peer advisory groups. Gary is a founder, speaker, author, trainer, and coach. His profound familiarity with the daily challenges that small business owners face has instilled in him the belief that everyone is able to reach their full potential. This mantra led him to establish The Ascend Mastermind, a peer advisory group, where small business owners can connect with like-minded individuals, share their struggles and hold each other accountable in order to achieve growth and freedom in their lives. Gary is also an accomplished author, with several best-sellers, including "The High Achiever Leadership Formula," "21 Ways to Attract, Retain & Engage Millennials," "Positive Culture Wins," and "Cultivate Positive Culture." What business problem do you solve? In today's episode, Gary addresses the common challenge of effectively setting and achieving goals, particularly in the context of preparing for success in the upcoming year. Small Business Answer Man’s Shownotes:  Gary Wilbers kicks off the Small Business Answer Man podcast, emphasizing the significance of setting goals in December to pave the way for success in the upcoming year. He shares a compelling story from 1998, highlighting his achievement of a three-year goal to own his corporate and retail location within eleven months, showcasing the power of strategic planning and action. Gary further delves into the analogy that goals act as headlights, providing direction and clarity in your journey. He stresses the role of goals in offering focus, accountability, and growth, referencing Charles Chua's insights on the perils of lacking clear objectives. Later, he introduces Achiever Loop, a five-step process tailored for high achievers. This process involves visualizing the desired self, taking actionable steps, cultivating habits and behaviors, celebrating milestones, and framing goals in the SMARTER framework. In addition to this, Gary begins by sharing his weight-loss journey and associates it with the concept of the SMARTER framework by Michael Hyatt, where goals should be Specific, Measurable, Actionable, Risky, Time-bound, Exciting, and Relevant. This framework aims to enhance the effectiveness of goal-setting. He also discusses seven key secrets for goal achievement, including the importance of visualization, writing goals down, making SMARTER goals, establishing a compelling "why," identifying action steps and habits, celebrating milestones, and rewarding oneself. Gary introduces a downloadable tool called the Yearly Target, designed to assist individuals in setting yearly goals with quarterly milestones and self-assessment to track progress. He shares insights on overcoming resistance to change, referencing Rick Goodens' perspective that people resist change when focusing on losses rather than gains, emphasizing the need to anticipate and navigate various challenges. Gary discusses the three types of pain associated with change—Loss pain, Process pain, and Outcome pain—underscoring the necessity of pushing through these challenges to achieve behavior change successfully. Find the Downloads to Achieve Your Goals in 2024 HERE Gary Wilber’s Small Business Tip:  He underscores the significance of accountability by recommending individuals get an accountability partner, whether a coach, a friend, or participation in a group class. This may help to stay on track and stay focused towards your goal. Connect with Gary Wilbers: LinkedIn Twitter Instagram YouTube Clarity Navigator Discovery Session – Sign Up HERE Learn more about Gary’s Mastermind group at goascend.biz/the-mastermind-solution