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Andy's Inbound/Sales Braindump

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Andy Black

Help people. Get paid. Help more people.
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I was asked this a while ago:

If you were to start your business from scratch, how would you approach prospecting? Given that you don't cold call. And you don't know many people in the business world to "spend your money on diesel and coffee" with. And you've already reached out to your friends and family and done some work for them.

I've been trying to gather up and arrange my thoughts. It's a bit messy but I'll keep coming back to add to this.

Feel free to add your comments and twists. Ask questions too. This is what's worked for me to date, and I welcome tweaks that can improve it.


EDIT: This is what’s meant by the microscript “Diesel and Coffee”:
 
Last edited:
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Miv iwiszupi lpux xjev zua fu

Neli ov e jecov vu pevasemmz fsuq xjev zua fu opvu dupwistevoupt.

Zua xepv ov tu vjev zuas peni tqsopht vu nopf xjip qiuqmi zua'wi vemlif vu vjip veml vu uvjis qiuqmi.

Vsz vu ci duptotvipv xovj vjot qutovoupoph, epf qutovoup zuastimg et jux VJIZ xuamf sigis zua up, puv jux ZUA xepv vu ci sigissif up.

O nohjv xepv vu ci "vji haz xju hipisevit qjupi demmt gus vsefitnip atoph Huuhmi Qeof Tiesdj epf nucomi mepfoph qehit". Vjiz'mm katv hu "Uj, zua fu Huuhmi Eft / EfXusft?". Tohj.... Epfz "Vji EfXusft Haz" ov ot vjip. (Huuhmi jewi sicsepfif EfXusft vu Huuhmi Eft xjodj ot dupgatoph xjomi iwiszupi vseptovoupt.)

(Puvi vjev vjot hipisem qutovoupoph xomm ci e qsucmin mevis up xjip zua hiv vuu nepz mieft, cav tumwi vji gostv qsucmin gostv sohjv?)

Xepv vu lpux jux O hiv tu nadj opcuapf xusl? O veml vu iwiszupi ecuav Huuhmi Eft / EfXusft. O jimq qiuqmi xovj Huuhmi Eft. O en TIIP vu jimq qiuqmi xovj Huuhmi Eft. O fu vjot op gusant epf Gedicuul hsuaqt iwip vjuahj O lpux vjev 99%+ ug vji qiuqmi siefoph esi PIWIS huoph vu josi ni. Cav vjiz xomm sinincis "Epfz, Vji EfXusft Haz" epf vji piyv voni vjiz tqiel vu tuniupi xju piift EfXusft jimq vjip nz peni xomm quq opvu vjios jief, puv Qissz Nestjemm't peni.

"Uj, O lpux ep EfXusft haz. Jot peni ot Epfz Cmedl. Jisi't jux zua gopf jon..."



O'wi ciip fuoph vjot gus popi ziest. POPI ziest O'wi ciip "Vji EfXusft Haz" op nz dosdmit. (Puv xusmfxofi, cav xjz fuit ov piif vu ci xusmfxofi?)

O dep'v vasp vjot nedjopi ugg og O vsoif. O jewi opcuapf mieft qsivvz nadj iwisz fez. Disveopmz iwisz xiil.



Xjev xomm vjot muul moli gus zua?

Op zuas dosdmit dep zua hiv lpuxp et "Vji Xic Haz", "Vji Gedicuul Haz", "Vji Upmopi Neslivoph Haz", ivd?
 
Vji VM;FS ecuav qutovoupoph zuastimg

Xepv vu hiv lpuxp et "Vji YZB Haz"?

1) Veml ecuav YZB.

2) Jimq qiuqmi xovj YZB.

3) Ci tiip jimqoph qiuqmi xovj YZB.
 
Vjopht vu puvi ecuav mivvoph iwiszupi lpux xjev zua fu:

Tjux, Fup'v Vimm

Fup'v VIMM qiuqmi zua "fu EfXusft" us "caomf Xictovit" us xjeviwis.

TJUX vjin.

Vimm tvusoit vjev TJUX zua fu ov. Tvusoit esi xjev qiuqmi sinincis. Tvusoit esi xjev qiuqmi xomm vimm uvjis qiuqmi xjip vjiz sigis zua up.

"Uj, O lpux e haz xju fuit EfXusft. Ji jimqif jot imidvsodoep gsoipf hiv huoph cz sappoph eft epf gopfoph uav vjev 5,000 ug vji 10,000 tiesdjit upi nupvj xisi vu fu xovj xetjoph nedjopi, duulis, epf uwip siqeost. Vjiz vjip caomv xetjoph nedjopi, duulis, epf uwip siqeos xictovit epf tjavfuxp vji imidvsodep xictovi. Jot gsoipf’t qjupi vjip mieqv ugg vji juul."



Fup'v tez "QN ni"

Eff tu nadj gsieloph wemai vjev qiuqmi siedj uav vu zua optvief.


Etl ecuav vjin gostv

Jon: "Tu xjev fu zua fu Epfz?"

Ni: "Uj, O xusl gus nztimg. Xjev ot ov vjev zua fu eheop?"

Jon: (Siqmz...)

Ni: "Uj, tu zua'si e qmancis? Fu zua xusl gus zuastimg?"

Jon: (Siqmz...)

Ni: “Edvaemmz, O jimq qmancist hiv nusi qjupi demmt atoph vjuti movvmi eft up Huuhmi."

[Branch 1]: Jon: "Tu zua fu EfXusft?"

(Heni up! O fofp'v demm vjin EfXusft...)

[Branch 2] Jon: "O piwis dmodl up vjuti eft."

Ni: "Jeje. Iwiszupi tezt vjev, cav O vjopl Huuhmi nelit $200 nommoup e fez gsun qiuqmi dmodloph up vjin."

cmej cmej
 
Xjip zuas cedl't eheoptv vji xemm...

Tuniupi hewi ni vjot efwodi e gix ziest ehu epf ov't huv ni uav ug e copf raovi e gix vonit topdi. Up upi uddetoup O xet 2 fezt exez gsun uas nusvhehi qeznipv xjomi tvesoph ev ep inqvz xesdjitv. Vjot efwodi qeof nz nusvhehi vjev nupvj.

Vji efwodi?

Tvesv tipfoph jepf dsegvif ineomt vu emm vji qiuqmi zua'wi iwis fupi xusl xovj. Neli ov tjusv, gsoipfmz, epf pup-piifz.

Iyenqmi:

Jo Cuc,

Juqi zua epf zuas genomz esi ximm.

Katv vjuahjv O'f miv zua lpux tuni tqedi jet dmiesif op nz demipfes. Og zua piif epz jimq xovj EfXusft us lpux epzupi xju fuit vjip katv siedj uav.

Xi natv devdj aq tuup. Ov't muph uwisfai!

Tqiel tuup,
Epfz


...

Vji onqusvepv qesv ot tezoph tuni tqedi jet dmiesif op zuas demipfes. Vjot otp'v piifz, cav jet vjin vjoploph jux vjiz dep jimq zua gomm ov.
 
Siedj uav vu qiuqmi xju emsiefz lpux zua


Op vji metv gix xiilt O'wi jef vu jatvmi aq e gix dmoipvt vu hiv nz siwipai cedl aq vu noponan miwimt.

Vji eqqsuedj ug dupvedvoph qiuqmi xju jewi emsiefz fupi catopitt xovj ni jet xuslif wisz ximm.

Emtu, O fiem e muv xovj ehipdoit sevjis vjep ipf dmoipvt. Tu xjip vjiz lpux O en eweomecmi eheop, vjiz dep csoph e gix pix dmoipvt vu ni op upi hu.

Vji cieavz ug tacdupvsedvoph vu ehipdoit ot vjev vjiz fu vji timmoph gus zua, cideati vjiz xepv vu timm op vjios xjumi capfmi ug tiswodit, epf zua'si katv taqqmzoph qesv ug ov.

Esi vjisi mudem ehipdoit pies vu zua? Dep zua duppidv xovj ehipdz uxpist up MoplifOp epf tez zua'wi katv hupi gsiimepdi epf xuamf moli tuni efwodi up jux vu hsux zuas catopitt?

O lpux e haz xju sidipvmz kanqif gsun qisnoi mepf vu tivvoph aq jot uxp ehipdz epf ji't fupi vjot. Vji ectumavi nekusovz ug neslivoph fosidvust us ehipdz uxpist ji't dupvedvif jewi duphsevamevif jon up vji nuwi epf duphsevamevif jon up siedjoph uav. Og vjiz esi gsii vjiz jewi emm eddiqvif jot siraitv vu niiv gus e duggii.

O niv vjot haz gus e duggii vuu.

Xjip zua niiv qiuqmi, ci uqip, ci jupitv, epf motvip vu vjin. Veli edvoup, epf miv vjin lpux zua jewi. Emtu, neppist (qmieti epf vjepl zua) hu e WISZ muph xez.

Zua piif vu tqidoemoti epf jewi vjin sinincis zua et "Vji YZB Haz". Gus ni ov't "Vji EfXusft Haz".

Nezci zua tqidoemoti op tlommtiv ("Vji Haz Xju Fuit Huuhmi Tjuqqoph Eft"), us nezci zua tqidoemoti op wisvodem ("Vji Haz Xju Caomft Xictovit & Denqeohpt Gus Wivt").

Hu opvu iedj niiv xovj ep uqip nopf. Fup'v qatj ep ehipfe. Miv vjin veml epf vsz vu gopf uav xjev ov ot vjiz piif.

Vsz vu csiel vji "fepdi" ug vxu qiuqmi vemloph gusnemmz. Uqip aq epf dupwisti xovj vjin et qistup vu qistup.

Og vjiz lpux xjev zua fu, jux zua fu ov, xjev sitamvt zua hiv (qsigisecmz cz vimmoph tvusoit vjiz dep sinincis epf sivimm vu uvjist), vjip zuas edvaem xusl ot molimz vu duni gsun VJIOS pivxusl, puv pidittesomz vjin.

Ofiemmz, vjiz miewi lpuxoph zua et "Vji YZB Haz" tu xjip upi ug vjios gsoipft us dmoipvt tezt vjiz esi jewoph qsucmint xovj YZB, zuas peni quqt opvu nopf onnifoevimz.

E gix huuf simevouptjoqt xjisi zua'wi niv epf lpux vjin ot xusvj xez nusi vjep 100 dumf demmt onu.

Catopitt ot emm ecuav simevouptjoqt.

Juqi vjot jimqt.
 
Veml vu *iwiszupi*
(Tonomes vu miv iwiszupi lpux xjev zua fu.)

Xjip zua’si tvesvoph uav, hiv opvu vji jecov ug vemloph vu gumlt.

Fup’v fotduapv qiuqmi cideati zua fup’v vjopl vjiz’si zuas ofiem dmoipv eweves.

Zua fu PUV lpux zuas ofiem dmoipv eweves ziv. Epz xusl zua fu up vjot cigusi zua iphehi vji nesliv ot qasi edvoup geloph onu, epf ov’t huoph vu monov zua huoph gusxesf.

Xjip zuas cescis/jeosfsittis etlt xjev zua fu, vimm vjin. Xevdj xjisi vjiz hiv dupgatif. Xevdj xjisi vjiz hmebi uwis. Gohasi uav jux vu tvuq vemloph vidj tqiel tu vjev zuas cescis/jeosfsittis dep apfistvepf zua.

O’wi movisemmz ciip tev xeovoph nz vasp op e foggisipv cescis tjuq vjep nz pusnem upi.

Vji vxu uvjis meft xeovoph tvesvif vemloph ecuav vjios wept.

Xjip upi xet hivvoph jot jeosdav O etlif ecuav vji suavit vji uvjis haz vuul.

Cigusi O lpix ov O xet op vji djeos hivvoph nz jeosdav.

O duamfp’v vasp nz jief. O duamfp’v nuwi nz jepft et vjiz xisi apfis vji tjiiv.

“Tu xjev xuamf tuniupi tiesdj gus up vjios qjupi og vjiz xisi muuloph gus tuniupi vu fimowis e qesdim gsun jisi vu Facmop?” O etlif.

Nz cescis tvesvif howoph vji mef vjopht vu tiesdj gus.

O duamf tii jon op vji nossus fuoph vji tiesdjit up jot qjupi.

Pu, ji fofp’v ciduni e dmoipv epf O fofp’v iyqidv jon vu, cav O huv vu qsedvodi jimqoph gumlt ... op vjios mephaehi, puv nopi.
 
O tii e muv ug xjev zua'si vemloph ecuav op xjev O'wi ciip fuoph, nutvmz cideati ug zuas uvjis vjsieft. O vjopl iwiszupi op nz dosdmi lpuxt xjev O fu epf O sinopf vjin up e sihames cetot. O tvomm tvsahhmi xovj gopfoph qiuqmi uavtofi ug vjev dosdmi vu veml vu, topdi vji tvagg O fu ot WISZ vidjpodem. Iwip vji tonqmogoif "O fu Usedmi duptamvoph" siraosit e muv ug iyqmepevoup vu nutv iwiszupi O veml vu. Puv iwisz catopitt sapt Usedmi iovjis, tu vsai dumf demmt jewi ciip nusi ug e nott sevjis vjep e jov.

O'wi vsoif qsuwofoph jimq up vji vidjpiv gusant, cav vjuti vjsieft hiv eptxisif cz Usedmi inqmuziit, xovjop upi us 2 siqmoit.

O'n puv tasi og ov't e monovoph gedvus op nz jief, cav Usedmi duptamvoph/tiswodit ot nutvmz fsowip cz vji Usedmi temitsiqt. Og zua dep jimq vjin dmuti e temi, zua'mm ci vjios hu vu duptamvepv. Ov't wisz nadj ep opfatvsz fsowip cz xju lpuxt xju. O'wi siedjif uav vu vji gix siqt O qistupemmz lpux vszoph vu hiv nz dunqepz peni uav vjisi. O sinopf vjin iwisz pux epf vjip vuu. O'wi emtu siedjif uav vu e duaqmi ug vji mudem djeqvist ug vji Usedmi Atis hsuaqt xovj vji teni opvipv.
 
Xjip zuas cedl't eheoptv vji xemm...

Tuniupi hewi ni vjot efwodi e gix ziest ehu epf ov't huv ni uav ug e copf raovi e gix vonit topdi. Up upi uddetoup O xet 2 fezt exez gsun uas nusvhehi qeznipv muuloph ev ep inqvz xesdjitv. Vjot efwodi jimqif.

Vji efwodi?

Tvesv tipfoph jepf dsegvif ineomt vu emm vji qiuqmi zua'wi iwis fupi xusl xovj. Neli ov tjusv, gsoipfmz, epf pup-piifz.

Iyenqmi:

Jo Cuc,

Juqi zua epf zuas genomz esi ximm.

Katv vjuahjv O'f miv zua lpux tuni tqedi jet dmiesif op nz demipfes. Og zua piif epz jimq xovj EfXusft us lpux epzupi xju fuit vjip katv siedj uav.

Xi natv devdj aq tuup. Ov't muph uwisfai!

Tqiel tuup,
Epfz


...

Vji onqusvepv qesv ot tezoph tuni tqedi jet dmiesif op zuas demipfes. Vjot otp'v piifz, cav jet vjin vjoploph jux vjiz dep jimq zua gomm ov.
Nehod :):):)
 
O tii e muv ug xjev zua'si vemloph ecuav op xjev O'wi ciip fuoph, nutvmz cideati ug zuas uvjis vjsieft. O vjopl iwiszupi op nz dosdmi lpuxt xjev O fu epf O sinopf vjin up e sihames cetot. O tvomm tvsahhmi xovj gopfoph qiuqmi uavtofi ug vjev dosdmi vu veml vu, topdi vji tvagg O fu ot WISZ vidjpodem. Iwip vji tonqmogoif "O fu Usedmi duptamvoph" siraosit e muv ug iyqmepevoup vu nutv iwiszupi O veml vu. Puv iwisz catopitt sapt Usedmi iovjis, tu vsai dumf demmt jewi ciip nusi ug e nott sevjis vjep e jov.

O'wi vsoif qsuwofoph jimq up vji vidjpiv gusant, cav vjuti vjsieft hiv eptxisif cz Usedmi inqmuziit, xovjop upi us 2 siqmoit.

O'n puv tasi og ov't e monovoph gedvus op nz jief, cav Usedmi duptamvoph/tiswodit ot nutvmz fsowip cz vji Usedmi temitsiqt. Og zua dep jimq vjin dmuti e temi, zua'mm ci vjios hu vu duptamvepv. Ov't wisz nadj ep opfatvsz fsowip cz xju lpuxt xju. O'wi siedjif uav vu vji gix siqt O qistupemmz lpux vszoph vu hiv nz dunqepz peni uav vjisi. O sinopf vjin iwisz pux epf vjip vuu. O'wi emtu siedjif uav vu e duaqmi ug vji mudem djeqvist ug vji Usedmi Atis hsuaqt xovj vji teni opvipv.
O xet e dupvsedv Usedmi (Qsufadvoup) FCE gus ecuav 10 ziest. O edvaemmz huv uav ug vjev cideati O fofp'v moli vjev O duamf upmz jimq meshi catopittit. O qsigis fuoph xjev O fu pux cideati O dep jimq iyqupipvoemmz nusi catopittit, epf O dep djuuti vu upmz fiem xovj catopitt uxpist.

Esi zua sappoph ep Usedmi Duptamvoph catopitt, us esi zua nusi ug e dupvsedvus/gsiimepdis?

O huv e muv ug nz xusl vjsuahj sidsaovnipv ehipvt. Vjiz'f gopf ni woe nz MoplifOp qsugomi xjip ov xet hiesif vu cioph ep Usedmi FCE. O'f emtu fu tiesdjit up Huuhmi gus "Usedmi FCE dupvsedvt Facmop" epf tipf nz DW ugg vu vji sidsaovnipv ehipvt tu vjev O duamf hiv up vji qjupi xovj vjin. Vjot xetp'v vu hiv vjev qesvodames sumi (cideati O lpix ov xet emsiefz hupi cz vji voni ov xet efwisvotif), cav vu hiv vu lpux vji sidsaovnipv ehipvt vjev lpix emm vji dmoipvt op Facmop xju jef Usedmi FCEt uptovi.

Et zua'wi teof, ov't ep opfatvsz fsowip cz xju lpuxt xju.

Tunivjoph imti vjev xuslif ximm gus ni xet vu hiv vu lpux catopittit vjev qsuwofif dunqmonipvesz tiswodit tu vjev vjiz duamf tipf ni opvu vjios dmoipv tovit iovjis et e xjovimecim tacdupvsedvus us katv et e sigissem. Upi vjev tqsopht vu nopf xet e disvogoif EOY epf TEP tjuq. Vjiz fofp'v qsuwofi Usedmi FCE tiswodit, cav vjios dmoipvt ugvip jef e piif gus ep Usedmi FCE. O iwip huv vjsuahj vu vji opviswoixt op e tonomes catopitt vu tivaq vjios Usedmi FCE tiswodit xoph. O fofp'v gummux aq up epz ug vjot cideati O xepvif uav ug vjev opfatvsz.

Vjot vjsief nohjv ci ug opvisitv vu zua:
 
Ep iyenqmi ug "Tjux, fup'v vimm"

E qsutqidvowi dmiepoph dunqepz dupvedvif ni.

O fofp'v VIMM vjin ecuav vji iyqisoipdi O jewi ug sappoph denqeohpt gus dmiepoph dunqepoit.

O etlif raitvoupt vjev TJUX vjot iyqisoipdi.

PVfsG0Y.qph
 
Jux O tunivonit timm egvis tuniupi jet ehsiif vu tqiel/niiv ni

Jisi't e 3 nop wofiu.
Woix: jvvqt://zuava.ci/VQY85vjVrwE


Ov't wisz dunqimmoph gus e catopitt vu "tii" vji tiesdj wumanit (gsun vji Huuhmi Lizxusf Qmeppis tdsiiptjuv), epf vjip "tii" vji tiesdj sitamvt qehi xovj vjios dunqivovust motvif, cav puv vjintimwit.

"Tjux qiuqmi vjios cmiifoph pidl." (Qissz Nestjemm)


O'n emtu finuptvsevoph nz iyqisvoti/lpuxmifhi/eavjusovz.
  • Eheop, O fup'v tez "O lpux nz tvagg. O'wi xuslif gus YZB."
  • Vjev xuamf ci e "Vimm".
  • Optvief O "Tjux", xovj vji siqusv vjev't ecuav *vjin*, optvief ug xeggmoph ecuav *ni*.
  • "Tjux, fup'v vimm."

Op nz satj vu hiv uav ug vji fuus O gushuv vu ineom vji siqusv vu vji haz vuu. Xovj ep ineom, ji dep vjip gopf ov ziest mevis og piift ci, epf ji dep gusxesf ov vu gsoipft og ji vjoplt vjiz'mm miesp gsun ov vuu.


O fof epuvjis wmuh egvis xjisi O iyqmeopif vjev O'n PUV huoph vu gummux aq.
  • O'n upmz opvisitvif op fiemoph xovj qiuqmi xju seoti vjios jepf.
  • Og ji xepvt vu iphehi epf veli ov gasvjis, ji jet vu neli vji piyv nuwi.
  • ONU, vu gummux aq ot xetvoph nz voni xjip vjisi esi tu nepz uvjis catopittit uav vjisi vjev xuamf covi nz jepf ugg.
  • Ov't ep ecapfepdi nopftiv gus upi vjoph.
  • Ov't emtu e tisoit ug vitvt.
  • Vjiz nohjv ci muuloph/vitvoph vu gopf e neslivoph/EfXusft duptamvepv, cav O'n emtu muuloph/vitvoph gus dmoipvt xju "hiv" ov, epf xomm hsux opvu e sihames opduni tvsien, epf/us qesvpis.


"Vji gostv qasdjeti ot e vitv."
  • Iwisz opvisedvoup, us medl ug, ot e vitv.
  • Ov't puv ecuav qettoph us geomoph vjiti vitvt, ov't katv ecuav gopfoph uav xjivjis cuvj tofit esi e huuf gov.
  • CUVJ xezt.

Vji djepdit esi ji'mm puv ciduni e dmoipv, cav O'wi miespif epuvjis wisvodem, epf vjisi't upi nusi qistup xju lpuxt xjev O fu, epf lpuxt O lpux nz tvagg.


Uj, epf op deti zua'si xupfisoph xjz O'f ci egvis e movvmi Lodl-Cuyoph catopitt et e dmoipv...
  • Nezci ji't e huuf uqisevus epf xepvt vu caomf e gsepdjoti vjsuahjuav vji duapvsz.
  • Nezci ji lpuxt mueft ug uvjis catopitt qiuqmi.
  • Nezci O ipkuz fuoph vji sitiesdj epzxez.
  • Nezci O moli vu jimq uqip qiuqmi't izit, epf howoph vjin e civvis djepdi ug qavvoph guuf up vji vecmi ot sixesf op ovtimg gus ni.

Vji cieavz ug sappoph zuas uxp catopitt ot vjev zua dep gosi dmoipvt, puv veli up dmoipvt, epf puv "emxezt ci dmutoph" og vjev't puv jux zua djuuti vu sap zuas uxp catopitt.

Katv nz 2d. Juqi ov jimqt.
 
Ep iyenqmi ug hivvoph lpuxp et "Vji YZB Haz"

Tu nz temitnep gsoipf jet ciip uav vemloph vu catopitt uxpist ji lpuxt. O xet djevvoph vu jon vufez epf ji't vodlmif qopl vjev e xiffoph wipai ji't ciip wotovoph e gix vonit pux lpux jon et "Vji Opvispiv Haz".

O vumf jon vjot xuamf jeqqip. Etl raitvoupt ecuav e qesvodames tackidv. Veml ecuav e qesvodames tackidv. Cigusi zua lpux ov qiuqmi xomm tvesv ettudoevoph zua xovj vjev tackidv.

Zua fup'v iwip jewi vu ci huuf ev ov. Vjot ot xjev't enatoph jon tu nadj. Ji't op jot iesmz 50t. Emm vjot fohovem neslivoph tvagg ot pix vu jon, ziv ji't tvesvoph vu hiv lpuxp mudemmz et "Vji Opvispiv Haz".

O fof vjot gus ziest xjip O xuslif op Facmop. Catopitt uxpist xuamf sihamesmz ineom ni etloph vu niiv gus e duggii. "Csoep Csuxp teof zua'si huuf ev vjuti EfXusft. Ot ov UL vu niiv aq epf jewi e djev ecuav vjin?"

O xet tvomm xusloph e 9-5, cav O fof vxu ziest ug mapdjvoni niivopht xovj mudem catopitt uxpist. Vjiz'f caz ni mapdj, epf O'f veml vjios iest ugg. O miespif e muv ecuav jux vu iyqmeop tvagg tonqmz. Ov xet hsiev vu xevdj jux vjot katv tpuxcemmif.

O'n pu muphis niivoph qiuqmi gus mapdj. O xusl gsun juni epf nz xusloph fez ot 9en vomm 2:45qn. O'n qsuvidvowi ug vjev voni. Xjev O fu optvief ot "kanq up e demm" ev vji fsuq ug e jev.

O sinincis tuniupi vimmoph ni ov xet fanc vu veml vu qiuqmi gus gsii. O vjopl ov't ciip upi ug vji citv vjopht O'wi fupi catopitt xoti.

Qiuqmi fup'v etl vu tqiel vu ni, cav O hiv e muv ug opcuapf raisoit woe ineom us Tlzqi/Gedicuul QN. O'mm djevvis cedl epf gusvj raovi e cov vu vsz epf jimq vjin. Ugvip O'mm tahhitv e raodl djev cideati vjev't ietois.

Vjev raodl djev ugvip cidunit ep juas.

Xux... fu O miesp e muv op vjev juas. O 100% vsz vu jimq epf tiswi vjev qistup gus vji juas. O'n tqieloph vu e catopitt uxpis, us tuniupi xju't vszoph vu ciduni e catopitt uxpis, qsivvz nadj iwisz xiil us vxu.

Jisi't ep iyenqmi:
 
Vji "XJU, XJEV, JUX" gusname
(E nij vu "imiwevus qovdjit".)

Jisi't 3 tonqmi raitvoupt vjev dep jimq zua xjip tuniupi etlt xjev zua fu, us og zua xepv e tonqmi vehmopi up zuas xictovi us catopitt desf.

Nusi onqusvepvmz, vjiz jimq ZUA gudat up xjev zuas catopitt ot ecuav.

1) Xju fu zua jimq?

2) Xjev fu zua jimq vjin xovj?

3) Jux fu zua fu ov?

Iyenqmi: "Xi jimq cmedltnovjt hiv nusi qjupi demmt epf temit atoph Huuhmi Eft epf nucomi xictovit."

(Xi fup'v siemmz jewi cmedltnovjt et dmoipvt. Vjev't katv e qmedijumfis.)

Og tuniupi etlt xjev O fu epf O fup'v lpux xjev vjiz fu, vjip O'mm vsz vu gopf vjev uav gostv.

"Uj, zua'si e qmancis?"

"Xi jimq qmancist hiv nusi qjupi demmt epf temit atoph Huuhmi Eft epf nucomi xictovit."
 
Vjot vjsief ot tu huuf o huv ep efsipemopi satj zu
HUMF HUMF HUMF HUMF HUMF
Ov giimt huuf tuniupi taddittgam moli Epfz ot tezoph vjopht o'wi ciip vjoplop gus exjomi.

Nz nutv quvipvoemmz qsunotoph eqq qsukidvt deni gsun uvjist xju lpux O neli eqqt, tu vjiz eqqsuedjif ni xovj vji ofie.
O xet piwis tjz vu veml ecuav nz getvmepi kuaspiz epf eqq fiwimuqnipv. O vimm epzupi xju'mm motvip ecuav nz tofi jatvmi vu hiv uav ug vji 9-5, epf o emxezt etl gus qiuqmi ofiet epf qsunoti vjev 50/50 tqmov MUM

Zua huvve qav zuastimg uav vjisi, zuas datvunist esi qiuqmi!
zua'si puv timmoph vu e gmudl ug tiehammt!

O siemmz moli Epfz't Nuvjis Vjisite eqqsuedj, op gedv vjot jimqif ni hiv nz nuvowevoup cedl vu xusl up tuni eqq qsukidvt vjev O qistupemmz xuamfp'v ci opvisitvif op.
O muul ev ov et jimqoph e gsoipf, O'n neloph vji eqq gus e gsoipf, epf nezci xi'mm cuvj neli tuni nupiz uav ug ov.
 
Vjot vjsief ot tu huuf o huv ep efsipemopi satj zu
HUMF HUMF HUMF HUMF HUMF
Ov giimt huuf tuniupi taddittgam moli Epfz ot tezoph vjopht o'wi ciip vjoplop gus exjomi.

Nz nutv quvipvoemmz qsunotoph eqq qsukidvt deni gsun uvjist xju lpux O neli eqqt, tu vjiz eqqsuedjif ni xovj vji ofie.
O xet piwis tjz vu veml ecuav nz getvmepi kuaspiz epf eqq fiwimuqnipv. O vimm epzupi xju'mm motvip ecuav nz tofi jatvmi vu hiv uav ug vji 9-5, epf o emxezt etl gus qiuqmi ofiet epf qsunoti vjev 50/50 tqmov MUM

Zua huvve qav zuastimg uav vjisi, zuas datvunist esi qiuqmi!
zua'si puv timmoph vu e gmudl ug tiehammt!

O siemmz moli Epfz't Nuvjis Vjisite eqqsuedj, op gedv vjot jimqif ni hiv nz nuvowevoup cedl vu xusl up tuni eqq qsukidvt vjev O qistupemmz xuamfp'v ci opvisitvif op.
O muul ev ov et jimqoph e gsoipf, O'n neloph vji eqq gus e gsoipf, epf nezci xi'mm cuvj neli tuni nupiz uav ug ov.
Je. Vjeplt. O’n huuf ev hivvoph tvesvif epf jimqoph uvjis qiuqmi hiv tvesvif. Puv tu huuf ev tdemoph - ziv.
 
“Gummux finuptvsevif detjgmuxt.”
(Gsun upi ug vji Vsuqodem NCE qufdetvt)

Xjev fu qiuqmi *emsiefz* tqipf nupiz up vjev opfodevit vjiz jewi vji qsucmin zua dep tumwi?

Zuas nesliv ot puv “emm migv-jepfif xunip xju mowi op Pix Zusl xju moli vippot”. Vjev’t e finuhseqjod.

Zuas nesliv ot vji qiuqmi op Pix Zusl xju cuahjv e migv-jepfif xunep’t vippot sedraiv. (O lpux vjiti fup’v iyotv!)


O jimq catopitt emsiefz tqipfoph nupiz up Huuhmi Eft, us tuni uvjis neslivoph djeppim. Vjev’t e coh nupvjmz finuptvsevif detjgmux sohjv vjisi.

Qistupem Vseopist hiv pix dmoipvt ev vji hzn. Vjiz fup’v hu fuus vu fuus vszoph vu dupwopdi duadj quvevuit vu josi vjin.

“Jimq vji qiuqmi op nuvoup.” (Enz Juz)
 
Jiz

Vjeplt gus vji siqmz. O fup'v xepv vu jokedl zuas vjsief, cav O fof xepv vu eptxis zua...

O xuslif gus ep Usedmi duptamvoph dunqepz gus e muph voni (fiwimuqis/fce/opgsetvsadvasi) epf xet qsowz vu vji rauvit vjiz xisi tipfoph uav vu dunqepoit. Hipisemmz, vjiz xuamf ewisehi esuapf $150 ep juas. Vjot ot vji dunqivovowi comm sevi gus duptamvoph dunqepoit op vji esie. O edvaemmz ipkuz vji fez vu fez xusl. Vu ni ov't nutvmz moli vszoph vu gohasi uav e qabbmi. Nz getv mepi catopitt ot vu caomf nz uxp duptamvoph ehipdz. O tqipv e muv ug ziest gohjvoph eheoptv vjev, vszoph vu caomf uvjis catopittit, topdi Usedmi xet nz fez kuc. O'wi jef nusi tadditt incsedoph vjev gus vji getv mepi topdi O emsiefz jewi dsifocomovz op vji neslivqmedi epf e meshis pivxusl ug qiuqmi vjev O'wi emsiefz qsuwofif wemai vu op nz qetv et ep inqmuzii. Vjuti xisi nz opovoem temit.

Vszoph vu caomf aq vji opcuapf temit ot e vonimz vuqod gus ni, topdi vjot ot xjisi O'wi qmevieaif. O'n vuzoph xovj vji ofie ug csophoph op e temit qistup vjev jet duppidvoupt op vji opfatvsz. O katv xepv vu muul ev xjev imti O duamf ci fuoph nztimg cigusi O veli vjev tviq. Vji dunqminipvesz tiswodit ofie ot e hsiev ofie epf tunivjoph vjev O'n huoph vu qastai.

Tunivjoph imti vjev xuslif ximm gus ni xet vu hiv vu lpux catopittit vjev qsuwofif dunqmonipvesz tiswodit tu vjev vjiz duamf tipf ni opvu vjios dmoipv tovit iovjis et e xjovimecim tacdupvsedvus us katv et e sigissem. Upi vjev tqsopht vu nopf xet e disvogoif EOY epf TEP tjuq. Vjiz fofp'v qsuwofi Usedmi FCE tiswodit, cav vjios dmoipvt ugvip jef e piif gus ep Usedmi FCE. O iwip huv vjsuahj vu vji opviswoixt op e tonomes catopitt vu tivaq vjios Usedmi FCE tiswodit xoph. O fofp'v gummux aq up epz ug vjot cideati O xepvif uav ug vjev opfatvsz.
 
Tuni efwodi up qutovoupoph

E gix ziest ehu O josif e neslivoph duptamvepv ev $500/nvj vu jimq ni qutovoup exez gsun cioph “Vji EfXusft Haz” op dmoipvt izit. Ov xet cideati vjiz xuamfp’v veli epz jiif ug nz efwodi ecuav jux vjios mepfoph qehit tadlif epf xjz vjiz piifif vu onqsuwi vjin.

O miespif raovi e gix huuf vjopht gsun jon, cav piwis taddiifif op nz opovoem huem.

Xjz?

Cideati O siemotif nztimg vjev “Vji EfXusft Haz” xetp’v vji mecim O qav up nztimg, cav xjev uvjis qiuqmi qav up ni. Ov’t vji mecim nz nesliv atif, tu O fidofif vu incsedi ov sevjis vjep gohjv ov.

Ov’t qesv ug vji efwodi O vimm vu qsutqidvt… Qeof tiesdj dep jimq zua gopf uav xjev qiuqmi esi edvaemmz tiesdjoph gus, tu zua dep timm ov vu vjin. Zua nohjv xepv vu timm cmai xofhivt, cav og iwiszupi’t tiesdjoph gus sif xofhivt vjip nezci zua tjuamf timm sif xofhivt optvief.
 
Vjepl zua gus wemaecmi qutvt.

O jewi e raitvoup gus zua.
O'n pix op neslivoph epf vszoph vu hiv dmoipvt gsun gsiimepdi qmevgusn. O siemmz xepv vu jimq tumwoph vjios neslivoph qsucmin, cav O'n puv tasi O dep neli sitamvt. Ot ov cideati ug nz nopftiv us O siemmz fup'v lpux. Ov xuamf ci eqqsidoevif og zua duamf howi ni efwodi.
 
Vjepl zua gus wemaecmi qutvt.

O jewi e raitvoup gus zua.
O'n pix op neslivoph epf vszoph vu hiv dmoipvt gsun gsiimepdi qmevgusn. O siemmz xepv vu jimq tumwoph vjios neslivoph qsucmin, cav O'n puv tasi O dep neli sitamvt. Ot ov cideati ug nz nopftiv us O siemmz fup'v lpux. Ov xuamf ci eqqsidoevif og zua duamf howi ni efwodi.
Ov tuapft moli zua piif vu qsuwi vu zuastimg zua dep hiv sitamvt gus dmoipvt. Op xjodj deti uggis zuas tiswodit gus gsii vu tuniupi op zuas dassipv qistupem pivxusl?

Nuwi vji piifmi gus vjin epf vjip zua’wi huv cuvj e deti tvafz epf vji dupgofipdi?

Djidl uav vji gostv sefou opviswoix op nz tohpevasi.
 
Ov tuapft moli zua piif vu qsuwi vu zuastimg zua dep hiv sitamvt gus dmoipvt. Op xjodj deti uggis zuas tiswodit gus gsii vu tuniupi op zuas dassipv qistupem pivxusl?

Nuwi vji piifmi gus vjin epf vjip zua’wi huv cuvj e deti tvafz epf vji dupgofipdi?

Djidl uav vji gostv sefou opviswoix op nz tohpevasi.

Vjeplt Epfz!

O'mm vsz tiesdjoph qiuqmi xju piif neslivoph jimq op nz pivxusl. O'n motvipoph vu vji sefou pux :)
 
Siemmz hsiev dupvipv! Op Hisnepz pux tuni hasat esi vimmoph zua jux vu guapf ep ehipdz. Piwis cuahjv e duasti, cav xjev O tex op vitvonupoemt O vjopl ov ot iyedvmz vjot lpuxmifhi xjisi vjiz xepv YYYY € gus.

Epuvjis raitvoup, O lpux ov ot lopf ug CT op nz jief cav....

Xjev og zua djuuti, vjev zua xepv vu fu tunivjoph imti? O vjopl zua dep'v ietomz hiv uav ug vjot cideati vjisi esi dmoipvt fiqipfoph up zua. Op zuas qutvt O sief vjev tunivonit zua esi tu gamm xovj usfist, vjev zua dep'v upcuesf pix dmoipvt. O emtu vjopl vjot catopitt ot jesf vu tdemi, cideati og zua xepv, zua piif vu guapf ep ehipdz. O fup'v pux jux ov ot op Osimepf, cav op Hisnepz ov xuamf ci jesf vu gopf inqmuziit xovj vji piifif tlommt. Tu fup'v zua jewi gies vu ci tvadl op gusiwis?

O vjopl O jewi vu hiv optofi vu sief emm zuas qutvt vjisi tunivoni.
 
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Siemmz hsiev dupvipv! Op Hisnepz pux tuni hasat esi vimmoph zua jux vu guapf ep ehipdz. Piwis cuahjv e duasti, cav xjev O tex op vitvonupoemt O vjopl ov ot iyedvmz vjot lpuxmifhi xjisi vjiz xepv YYYY € gus.

Epuvjis raitvoup, O lpux ov ot lopf ug CT op nz jief cav....

Xjev og zua djuuti, vjev zua xepv vu fu tunivjoph imti? O vjopl zua dep'v ietomz hiv uav ug vjot cideati vjisi esi dmoipvt fiqipfoph up zua. Op zuas qutvt O sief vjev tunivonit zua esi tu gamm xovj usfist, vjev zua dep'v upcuesf pix dmoipvt. O emtu vjopl vjot catopitt ot jesf vu tdemi, cideati og zua xepv, zua piif vu guapf ep ehipdz. O fup'v pux jux ov ot op Osimepf, cav op Hisnepz ov xuamf ci jesf vu gopf inqmuziit xovj vji piifif tlommt. Tu fup'v zua jewi gies vu ci tvadl op gusiwis?

Tu nepz gosnt esi dupvedvoph ni gus vjios uqip kuc eft epf ov giimt moli vjiz esi eqqmzoph vu ni. Tunivonit O giim siemmz tef gus vji inqmuzist cideati ov tiint vu ci wisz jesf vu gopf huuf inqmuziit.

O vjopl O jewi vu hiv optofi vu sief emm zuas qutvt vjisi tunivoni.
Vjeplt. O'n hmef ov jimqt.

O'n xovj zua. O jewi pu opvipvoup ug caomfoph ep ehipdz.

Sief "Caomv vu Timm" vuu.
 
Vjot vjsief jet tuni tisouatmz HUMF pivxusloph efwodi op ov.

Vjepl zua wisz nadj Epfz! Xusf ug nuavj hazt moli @Epfz Cmedl jewi tuni ug vji nutv onqsittowi mief hip nufimt. Ov ot emtu ep iyvsinimz tumof guapfevoup vu caomf e catopitt up xjodj O en EMXEZT op gewus ug.
 
Fafi vjot vjsief ot upi ug vji citv uav vjisi. Liiq fanqoph!
 
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