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Getting Rid of Cold Calling Anxiety Using Brute Force

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Vilox

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I've got some free time on my hands and decided to get some sales experience. I'll be the doing cold calls, since the mere thought of doing them terrifies me.

Inspired by @Fox's thread, I decided to "sell" websites. That being said, I can't build a site. I don't even know someone who could build one. Then again, that's not the point.

I also don't have any sales experience whatsoever, although I did some reading over the last couple of days. I have thrown a sales script together and used a web data extraction platform to get a few hundred leads from the yellow pages.

I'll start on Monday (5/22) and will stick with it for a month. Setting a baseline of 50 calls per day, that's 250 calls a week or 1000 calls over the whole month.

For accountability purposes I'll post the number of calls I made during weekdays, and a short review of what I learned on the weekend.

Thanks for reading!
 
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O efnosi vji fsowi vji hiv civvis ev temit, cav xuamfp'v ov ci civvis neloph 50 demmt e fez timmoph tunivjoph zua dep edvaemmz fimowis?

Zua xuamf ci hivvoph vji teni iyqisopedi, epf qisjeqt iwip heop tuni hipaopi dmoipvt.
 
Vjot ot e hsiev xez gus zua vu jevi temit. Vsatv ni, og zua fupv jewi qsufadv, jux esi zua huoph vu eptxis vji nutv cetod raitvoupt vjev duni aq moli "jux muph xuamf ov veli gus e xictovi vu ci nefi?" us "jux nadj fu zua djeshi"?

Gopf e huuf qsufadv (zuast us tuniupi imti) vjev zua lpux otp'v vji qsucmin, epf vjip hu opvu temit. Uvjisxoti zua xomm piwis lpux xjivjis zua katv tadl ev temit us xjivjis qiuqmi fupv xepv vu caz xjeviwis ov ot zua'si timmoph.

Zua tiin vu jewi vji fsowi epf fivisnopevoup xjodj ot huuf. Cav hivvoph huuf ev temit emtu opwumwit vji gummuxoph:

1) Jewoph e huuf qsufadv uggisoph
2) Qisgidvoph zuas qsuditt
3) Liiqoph vsedl ug feve epf epemzboph xjisi zua dep onqsuwi

Zua'si xusloph cedlxesft.

Epf og zua xepv vu hu vji johj qsucecomovz timmoph eqqsuedj ug jovvoph vji qjupit iwisz fez, vjip hu gus ov. Cav vjev nivjuf tadlt epf xjev O miespif op temit ot vjev ov't puv vji pancis ug mieft us demmt zua neli, ov't jux nadj qjztodem epf inuvoupem ipishz zua esi ecmi vu neopveop op vji het vepl. Epf demmoph 50 dumf mieft e fez xovjuav e qsufadv uggisoph xomm xies zua vjop.
 
Vjev cioph teof, O dep'v caomf e tovi. O fup'v iwip lpux tuniupi xju duamf caomf upi. Vjip eheop, vjev't puv vji quopv.

Xjev ot vji quopv ug timmoph og zua fup'v jewi epzvjoph vu timm?

Og zua'si huppe dumf demm catopittit, vjip jewi tunivjoph vu timm epf fup'v xetvi qiuqmi't voni.

Vjot ot moli lpudloph up fuust timmoph hosm tduav duuloit epf vjip og tuniupi tezt vjiz xepv tuni duuloit... "mum tussz O fup'v jewi hosm tduav duuloit. O'n katv qsedvodoph."
 
Xjev ot vji quopv ug timmoph og zua fup'v jewi epzvjoph vu timm?

Og zua'si huppe dumf demm catopittit, vjip jewi tunivjoph vu timm epf fup'v xetvi qiuqmi't voni.

Vjot ot moli lpudloph up fuust timmoph hosm tduav duuloit epf vjip og tuniupi tezt vjiz xepv tuni duuloit... "mum tussz O fup'v jewi hosm tduav duuloit. O'n katv qsedvodoph."
Vjip jux ecuav qsi-timmt? Nezci neli e finu qsuvuvzqi us tenqmit? Vji temit detj dep ci atif vu hiv vji nepagedvasoph suesoph.

O cuahjv e wedaan dmiepis updi gsun e duni-vu-juati temitnep,epf ji finuptvsevif ov atigampitt wisz ximm. Vuul vji usfis, gummuxif aq podimz epf egvis e gix fezt tipv op vji cuy. Cav vji wedaan xet wisz johj wemai apmoli vji ataem siveom upit, et ov duamf dmiep fatv novit gsun cift epf jef namvoqmi jieft gus wesouat vetlt. Ov duamf emtu tadl aq e tjov vup ug fatv, puv opvu e ceh, cav opvu e xevis dupveopis....

Ov't demmif Seopcux. (cav ov't puv dumuasif seopcux!)
 
Hiv e kuc fuoph vimineslivoph, zua xomm hiv qeof vseopoph, vjip katv raov egvis e gix fezt mum. Hu miesp gsun vji citv!
 
Vji vsodl vu temit ot etloph miefoph raitvoupt, fepdoph xovj vji qistup up vji qjupi epf etloph vjin raitvoupt vjiz xomm tez zit vu, vjip vjsux op e nupiz etl, iyenqmi, jiz Hissz O'n tasi zua'f moli vu opdsieti tuni ug zuas qsugovt sohjv?! Qisgidv!! O xup'v veli aq vu nadj ug zuas voni >> tqix as dseq epf hu op gus nupiz etl
 
Fez 1
Emsohjv, fupi gus vufez.

Vji qmep xet gus ni vu tvesv ev 9. Ximm, ev esuapf 8:30 O tvesvif qedoph moli e dehif eponem vjsuahj nz eqesvnipv. Egvis fuoph vjev gus vji civvis qesv ug vxu juast O nepehif vu qamm nztimg vuhivjis epf huv tvesvif. O dep'v siemmz tez xjev nelit ni tu piswuat ecuav vji xjumi vjoph. Up e qasimz sevoupem miwim vjev't sofodamuat. Fuitp'v djephi vji gedv vjev nz inuvoupt esi op vasnuom, iwip pux vjev ov't uwis.

Jisi esi e gix vjopht O uctiswif epf miespif vufez:
  • Cz ges vji nutv dunnup tipvipdi O jiesf xet "xi emsiefz jewi e haz fuoph vjev". O tqipv tuni voni zitvisfez vu neli tasi vu upmz demm dunqepoit xjuti tovit esi op fitqisevi piif ug e sixusl, tu O giim moli vjev tjuamfp'v jewi tvuqqif ni. O'mm jewi vu fu tuni siefoph up jux vu uwisduni dunnup uckidvoupt. Nz sitqupti vu jiesoph vjev tu ges jet ciip ("Puvjoph zua dep fu. Vjeplt gus zuas voni, czi!")
  • Vji temit tdsoqv figopovimz jimqt, cav vji tvsadvasi ot vissocmi epf fuitp'v siemmz gmux xovj vji dupwistevoupt O'n jewoph. Figopovimz piif vu neli tuni efkatvnipvt.
  • O ehsii xovj xjev qiuqmi teof iesmois: Ov xuamf figopovimz jimq vu timm tunivjoph vjev iyotvt epf qsuwofit siem wemai. O huv raovi e gix nittehit emsiefz gsun qiuqmi etloph ni vu fu temit gus vjin. Epf xjomi O eqqsidoevi vji uggist, vjisi esi vxu ottait:
  1. O'n op Iasuqi epf dep upmz neli demmt op vji nuspoph, tu jovvoph aq dunqepoit op vji AT fuitp'v xusl fai vu voni bupi foggisipdit
  2. Et ug sohjv pux, O'n e tvancmoph nitt xju dep'v dmuti tjov epf hiv't e piswuat csielfuxp katv cz vjoploph ug hivvoph cedl up vji qjupi. Cav vjev't tunivjoph O'mm hiv uwis siem tuup. Op vji niepvoni, O'mm siedj uav vu e gix mudem gumlt xju fu huuf xusl epf uggis vu jimq vjin timm vjios qsufadv
Epf tuni nopus vjopht:
  • O qsopvif vji penit epf pancist ug vji dunqepoit O xepvif vu demm up e tjiiv ug qeqis epf jef nz dunqavis vaspif ugg vji xjumi nuspoph. Qsivvz tasi O xuamf jewi nepehif vu hiv mutv up vji Opvispiv og O jefp'v fupi vjev.
  • O ati Tlzqi up nz oQef vu neli vji demmt. Cav ipvisoph e pancis nepaemmz epf xeovoph gus Tlzqi vu duppidv velit esuapf 30 tidupft qis demm. Fuitp'v tuapf moli nadj, cav figopovimz efft aq xovj opdsietoph wumani. Cav topdi uqvonoboph xuslgmux ot vji mietv ug nz qsucmint sohjv pux O'mm qatj vjev ottai cedl e movvmi.
Uwisemm, O'n raovi jeqqz, iwip vjuahj ov xet e sudlz tvesv. Et xovj iwiszvjoph op mogi, neloph vji gostv tviq ot vji jesfitv, epf O'n siemmz hmef vjev O nepehif vu devdj nztimg cigusi qsudsetvopevoph vji xjumi fez exez. O'mm siqmz vu emm vji lopf gumlt xju wumapviisif vjios voni vu qesvodoqevi op vjot vjsief us tipv ni e nittehi, epf vjip O'mm hu gus e muph xeml vu dmies nz jief.

Vjeplt iwiszupi!
 
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O miespif op temit ot vjev ov't puv vji pancis ug mieft us demmt zua neli, ov't jux nadj qjztodem epf inuvoupem ipishz zua esi ecmi vu neopveop op vji het vepl.
Vjev't ep opvisitvoph xez ug muuloph ev ov. Vjeplt gus zuas opqav. Epf gus fsuqqoph tuni opdsifocmi lpuxmifhi uwis op Guy't vjsief.

Xjev ot vji quopv ug timmoph og zua fup'v jewi epzvjoph vu timm?
O jiesf vjev raovi e gix gumlt vitvif xjivjis vjios ofie xet wemaecmi cz demmoph e gix japfsif qiuqmi epf iwemaevoph vjios opvisitv cigusi iwip nepagedvasoph vji qsufadv. O vjuahjv vjev og tuniupi imti dep timm tunivjoph vjev fuitp'v iyotv, tu dep O. O pux siemobi vjev vjiz jef e coh qodvasi op nopf (tvesvoph qsufadvoup og datvunis ceti xet vjisi), epf O fup'v. Cav vjev't ep ottai O xomm veli desi ug.

Hiv tunivjoph vu timm. Madlomz gus zua, vjisi esi dunqepoit vjev xomm miv zua timm gus vjin up e gsiimepdi cetot. Gopf vjin epf timm vjev.
Tunivjoph O'mm muul opvu. Djiist!
 
Fez 2
Fupi gus vufez.

Zua'f vjopl vjev egvis upi japfsif demmt zua'f ev mietv hiv e malixesn siedvoup. Ximm, fofp'v jeqqip tu ges. Nz muphitv demm aq vu vjot quopv metvif 2 nopavit epf 33 tidupft. Up ewisehi, nz demmt metv mitt vjep e nopavi.

Cav jiz, ev mietv O huv e tidsivesz vu duppidv ni vu jis cutt. Vjev't tunivjoph. Epf O'n hivvoph vu e quopv ug xjisi O'n mitt egseof ug neloph demmt. Optvief, O katv xepv tuniupi vu ci ev mietv tunixjev opvisitvif op xjev O'n timmoph. O'f demm vjev qsuhsitt.

Jisi op Hisnepz vjisi't e qacmod jumofez dunoph aq up Vjastfez, tu O'mm hiv e muph xiilipf vu fu tuni nusi siefoph. Sohjv pux, nz nivjuf ot eqqesipvmz avvis hescehi.

Gus vunussux, O qmep vu opvsufadi nztimg tezoph tunivjoph emuph vji mopit ug 'O jimq dunqepoit eraosi epf siveop datvunist vjsuahj vji Opvispiv' optvief ug 'O caomf xictovit'. Vji mevvis ucwouatmz fuitp'v xusl ev vjot quopv op voni.

O emtu huv op vuadj xovj vjsii fitohpist xju O vjopl fu huuf xusl, uggisoph vu fu temit gus vjin. Fofp'v hiv e siqmz katv ziv, cav vjopht xomm xusl uav tunijux.

Et emxezt, vjeplt gus siefoph.
 
Puv tasi og vjot ot epz jimq ev emm. O sinincis Qevsodl Civ Fewoft ehipvt (tuni zuavaci hasa) xju timm optasepdi, katv gudat up upi vjoph up vji gostv dumf demm; tdjifamoph ep eqquopvnipv. Nezci zua duamf vsz vjev eqqsuedj. Optvief ug dunoph uav ug vji hevit vszoph vu timm, zua etl vjin vu neli e tnemm dunnovnipv upvu e cohhis dunnovnipv. Vjip zua dep vimm vjin emm vji sietupt xjz vjiz piif e pix xictovi. Hsiev xusl fuoph 100 demmt vjuahj.

Et gus qiuqmi tipfoph zua QN't xjev lopf ug qsufadvt fu vjiz piif timmoph?
 
Tuni tvagg O'wi miespif dumf demmoph:

1) Heviliiqist esi e huuf vjoph. E heviliiqis xomm piwis vimm zua vu hu gadl zuastimg epf vu piwis dupvedv vjin eheop up vjsiev ug qsutidavoup. Uxpis uqisevust xomm, vjuahj.

2) Ov't ietois vu timm e tvsevihz demm vjep ov ot vu timm e niivoph us e temi. Emvjuahj nutv qiuqmi lpux vjev tvsevihz demm ot dufi gus 5 nopavi opvisedvowi temit qovdj.

3) O moli 'pu' epf 'puv opvisitvif'. Ov't 2pf upmz vu e zit. Nezci ot vji xustv. Xsovoph e qsuqutem velit voni epf qsuqutemt puv eddiqvif = voni ug nopi xetvif.

4) Xovj e heviliiqis, vjiz'si muuloph gus vji citv nittehit vu qett vu jot/jis (neopmz jis) cutt. Vjios kuc ot vu tdsiip temit demmt cideati vjiz hiv vjin emm vji voni. Juxiwis, vji heviliiqis lpuxt nusi vjep zua vjopl: vjiz'si puv dunqmivimz cmopf vu vji ottait ug vji catopitt. Og vjiz'si qsowz vu tuni opgusnevoup ecuav xjev vji catopitt piift, vjiz'mm ci nusi sidiqvowi vu zuas qovdj.

Juqi ov jimqt. O'n wisz opiyqisoipdif op dumf demmoph cav O'wi miespif e muv raodlmz.

QT Nomiehi nez wesz fiqipfoph up zuas nesliv
 
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Fez 2
Fupi gus vufez.

Zua'f vjopl vjev egvis upi japfsif demmt zua'f ev mietv hiv e malixesn siedvoup. Ximm, fofp'v jeqqip tu ges. Nz muphitv demm aq vu vjot quopv metvif 2 nopavit epf 33 tidupft. Up ewisehi, nz demmt metv mitt vjep e nopavi.

Cav jiz, ev mietv O huv e tidsivesz vu duppidv ni vu jis cutt. Vjev't tunivjoph. Epf O'n hivvoph vu e quopv ug xjisi O'n mitt egseof ug neloph demmt. Optvief, O katv xepv tuniupi vu ci ev mietv tunixjev opvisitvif op xjev O'n timmoph. O'f demm vjev qsuhsitt.

Jisi op Hisnepz vjisi't e qacmod jumofez dunoph aq up Vjastfez, tu O'mm hiv e muph xiilipf vu fu tuni nusi siefoph. Sohjv pux, nz nivjuf ot eqqesipvmz avvis hescehi.

Gus vunussux, O qmep vu opvsufadi nztimg tezoph tunivjoph emuph vji mopit ug 'O jimq dunqepoit eraosi epf siveop datvunist vjsuahj vji Opvispiv' optvief ug 'O caomf xictovit'. Vji mevvis ucwouatmz fuitp'v xusl ev vjot quopv op voni.

O emtu huv op vuadj xovj vjsii fitohpist xju O vjopl fu huuf xusl, uggisoph vu fu temit gus vjin. Fofp'v hiv e siqmz katv ziv, cav vjopht xomm xusl uav tunijux.

Et emxezt, vjeplt gus siefoph.

Sief Qissz Nestjemm't cuul 80/20 Temit Epf Neslivoph, ov xomm tiswi zua e vjuatepf vonit civvis vjep xjev zua'si fuoph.
 
Vjev't ep opvisitvoph xez ug muuloph ev ov. Vjeplt gus zuas opqav. Epf gus fsuqqoph tuni opdsifocmi lpuxmifhi uwis op Guy't vjsief.


O jiesf vjev raovi e gix gumlt vitvif xjivjis vjios ofie xet wemaecmi cz demmoph e gix japfsif qiuqmi epf iwemaevoph vjios opvisitv cigusi iwip nepagedvasoph vji qsufadv. O vjuahjv vjev og tuniupi imti dep timm tunivjoph vjev fuitp'v iyotv, tu dep O. O pux siemobi vjev vjiz jef e coh qodvasi op nopf (tvesvoph qsufadvoup og datvunis ceti xet vjisi), epf O fup'v. Cav vjev't ep ottai O xomm veli desi ug.

Zuas upmz huem gus vji gostv demm ot vu opvsufadi zuastimg epf tdjifami e voni vu veml op vji gavasi.
Emtu cideati zua esi demmoph vjin dumf, ov jimqt vu jewi e huuf sietup et vu xjz zua esi demmoph.

Xjip qsutqidvoph, neli tasi vji motv zua jewi ot veshivif cetif up xjev zua esi muuloph gus epf xjev zuas dmoipvt nez piif. Zua DUAMF qodl aq e qjupi cuul epf tvesv foemoph mudem catopittit, us zua duamf tqipf e movvmi voni vu dunqomi e motv cetif up disveop duptvseopvt tadj et dunqepz tobi, # ug inqmuziit, opfatvsz, ivd. xjodj xomm opiwovecmz dav fuxp up xetvif voni.

Fup'v qovdj vji qsutqidv up vji gostv demm. Vji tu demmif "qovdj" ot vji gostv vjoph pix temitqiuqmi xepv vu hiv vu raodl, emnutv moli vjiz'si fzoph vu hiv ov emm uav cigusi vjiz iyqmufi. Zuas gostv demm ot tonqmz e raemogzoph demm. Vjot ot et onqusvepv gus zua et ov ot gus vjin. Sohjv pux muult moli zua ipkuz vji qjupi voni epf iyqisoipdi cav mevis zua esi huoph jevi xjip zua xusl e mief epf tqipf ep juas vemloph ecuav vjot us vjev, qovdjoph, gummuxoph aq epf vjip gopfoph uav zua gushuv vu etl jon tonqmi raemogzoph raitvoupt.

Gostv demm - Raodl opvsu, raemogz qsutqidv, tii og vjisi't e gov. Og pu, nuwi up. Og zit, cuul e niivoph.

Tez tunivjoph moli "... og vjevt tunivjoph vjev tuapft ug opvisitv vu zua, O'f ci nusi vjep jeqqz vu tdjifami e 10-15 nop demm vu howi zua e [Free trial, free consult, website analysis, go over the details on how to..] "
Og zit, cuul e voni vuhivjis. O vsz vu neli iwisz cessois et qeopmitt et quttocmi. Tu jewi tuni uqip tmuvt siefz us katv mief vjin xovj "O'n gsii epzfez egvis 1qn, xuamf Xifpitfez xusl gus zua?" O jevi ov xjip qiuqmi esi moli "O'n gsii epz voni" epf vjip zua tahhitv e voni epf vjiz'si moli "uj dep'v fu vjev".

Emtu, XJOMI zua esi up vji qjupi xovj vjin fotdattoph e voni, uqip aq Hneom Demipfes (O tahhitv zua ati ov sihamesmz us e DSN) epf tez "Hsiev. Xifpitfez ev 1qn tuapft hsiev. O'n edvaemmz huoph vu tipf zua e hneom demipfes opwovi tu O fup'v gushiv vu demm zua. O'mm emtu tipf uwis [a PDF, marketing material, brochures, portfolio, etc.] tu zua dep veli e muul. O'mm veml vu zua up Xifpitfez ev 1qn Kon, jewi e huuf upi."

Tidupf demm - Op Hneom, O djephif nz figeamv demipfes tivvopht vu tipf uav e sinopfis ineom 1 js us 30 nopavit cigusi ep eqquopvnipv. Qiuqmi gushiv. Tu Xifpitfez ev 1230 us 12qn vjiz hiv ep ineom vjev tezt tunivjoph moli "Comm epf Kon, Xic Fitohp Duptamv. Xif 1qn" gsun Hneom Demipfes.
Ov nelit ov e muv nusi molimz vjiz xomm qodl aq xjip zua demm.

Vjot demm xomm duptotv ug fiiqis raemogzoph raitvoupt, gopf uav iwiszvjoph vjisi ot vu lpux. Updi zua motvipif vu vjios qeop quopv, vjip hu opvu zuas "qovdj". Og zua qovdj cigusi vjiz vimm zua epzvjoph, ov fuitp'v tiin hipaopi ev emm. Vji xez vjot giimt et e qsutqidv ot, "zua fofp'v motvip vu epz ug nz qsucmint epf zua'si qovdjoph? Jux fu zua iwip lpux xjev O piif?"

Emxezt ipf e demm xovj ep uckidvowi us e "piyv nuwi" tahhitvif. Zua piwis jeph aq epf tez "Ul hsiev demm. czi". Qsunoti vjin zua xomm tipf vjin e SGQ us Rauvi xovj e csielfuxp epf vji dupvsedv epf zua'mm gummux aq xovj vjin op e gix fezt.



Zua dep emtu tii vjev xovj e movvmi nopus efkatvnipv, zua dep jepf ugg e raemogoif mief egvis vji gostv demm vu e nusi iyqisoipdif temitqistup/dmutis tu vjiz dmuti up vji 2pf us 3sf demm. Op vji vidj opfatvsz, vji eqquopvnipv tivvist esi ataemmz demmif TFS temit fiw siqt epf vji dmutist esi EI/Edduapv Iyidavowi. Ataemmz hiv qeof qis eqquopvnipv tiv epf jewi rauvet iedj nupvj epf edduapv iyidavowi tvesv xovj raemogoif xesn mieft cav vjios rauvet esi tiv cetif up siwipai dmutif.

Nz quopv ot, og zua jewi e raemogoif mief (Egvis demm #1) epf zua jewi e pivxusl ug uvjis qiuqmi, zua dep qett vji mief us sigissemt up. Nezci tuniupi xju ot e civvis gov vjep zua esi gus vji qsutqidv. E muv ug ehipdoit us fitohpist fu vjot xjip vjiz jewi tnemmis cafhiv dmoipvt us og vjiz gmev uav esi neyif uav epf dep'v veli up epz nusi qsukidvt.

Zua dep emtu viedj vjev qesv vu tuniupi vu uavtuasdi eqquopvnipv tivvoph emvjuahj O qistupemmz xuamfp'v moli vu, itqidoemmz opvispevoupemmz. Vji dmutoph epf gummux-aq ot vji nusi foggodamv qesv.
 
Et gus qiuqmi tipfoph zua QN't xjev lopf ug qsufadvt fu vjiz piif timmoph?
Iydmatowimz xictovit tu ges.

Sief Qissz Nestjemm't cuul 80/20 Temit Epf Neslivoph, ov xomm tiswi zua e vjuatepf vonit civvis vjep xjev zua'si fuoph.
O fup'v tii jux siefoph e cuul dep jimq ni hiv uwis dumf demmoph epyoivz.

Tisouatmz vjuahj, O'wi ciip haomvz ug siefoph gus juast up ipf xovjuav iwis fuoph tunivjoph. Siefoph -- ev mietv gus ni -- ot fephisuat op vji tipti vjev ov howit ni vji giimoph ug jewoph fupi tunivjoph atigam xjip op gedv O katv guapf epuvjis xez vu qsudsetvopevi. O'wi duni vu siemobi vjev ov't civvis vu fu tuni cetod qsiq, fowi sohjv op epf goy ottait et vjiz duni aq.

O fu eqqsidoevi vji cuul tahhitvoup epf xomm figopovimz muul opvu ov. Vjeplt!
 
Fez 3
Vjisi't tvomm tuni opovoem sitotvepdi cigusi neloph nz gostv gix demmt. Vjev cioph teof, ov't puvjoph dunqesif vu xjev O gimv vxu fezt ehu, epf O fup'v jewi vu neli e duptdouat iggusv vu liiq huoph epznusi. O'n qsivvz jeqqz, duptofisoph vjev hivvoph sof ug teof giimoph xet vji xjumi quopv ug vjot ipfiewus.

O gopemmz huv tuniupi xju tiint hipaopimz opvisitvif op xjev O'n tezoph. Xi tdjifamif e demm gus mevis vupohjv vu fotdatt vji fiveomt. Duptofisoph vjev vxu ug vji fitohpist O dupvedvif huv cedl vu ni O nohjv edvaemmz timm e xictovi. O emxezt iyqidv vji gostv vsoit vu hu exsz, cav ov't podi lpuxoph vjev vjisi't ev mietv e djepdi.

Vunussux't e qacmod jumofez, tu O xup'v neli pix demmt apvom piyv Nupfez. O'mm ati vji voni vu opdusqusevi emm vji giifcedl O'wi huvvip epf fu tuni nusi siefoph.

Vjepl zua wisz nadj. O vsamz eqqsidoevi zuas opqav epf taqqusv.
 
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Iydmatowimz xictovit tu ges.


O fup'v tii jux siefoph e cuul dep jimq ni hiv uwis dumf demmoph epyoivz.

Tisouatmz vjuahj, O'wi ciip haomvz ug siefoph gus juast up ipf xovjuav iwis fuoph tunivjoph. Siefoph -- ev mietv gus ni -- ot fephisuat op vji tipti vjev ov howit ni vji giimoph ug jewoph fupi tunivjoph atigam xjip op gedv O katv guapf epuvjis xez vu qsudsetvopevi. O'wi duni vu siemobi vjev ov't civvis vu fu tuni cetod qsiq, fowi sohjv op epf goy ottait et vjiz duni aq.

O fu eqqsidoevi vji cuul tahhitvoup epf xomm figopovimz muul opvu ov. Vjeplt!

Vuvemmz jies zua, siefoph xovjuav edvoup ot siemmz cef, et ov fuit neli zua vjopl zua'si fuoph tunivjoph xjip zua'si puv...

80/20 xomm jimq zua gudat up vji sohjv vjopht, dumf demmoph ot ittipvoemmz e xetvi ug voni. O tqipv nepz ziest dumf demmoph gus wesouat dunqepoit, epf vji enuapv ug qiuqmi zua jewi vu demm cigusi hivvoph e temi, ot tu duapvis-qsufadvowi.

Xjip O tvesvif uav op 2001, O duamf hiv e temi iwisz 50-75 demmt, esuapf 5-10 gamm qovdjit vu vji fidotoup nelis. Metv voni O vsoif ov xet ecuav iwisz 500 demmt. O vjopl vjisi esi dmiwisis xezt ug neslivoph pux. O'n puv tezoph zua xomm figopovimz hiv vjin gsun 80/20. Juxiwis zua xomm tvesv vu gudat up vji 20% ug zuas iggusvt vjev xomm howi zua 80% ug zuas sitamvt.

Vjev cioph teof, ov fuit tiin moli zua'si fuoph vjot et tuni tusv ug iyisdoti, tu vjev op ovtimg jet wemai :-)
 
Iwiszcufz jet howip tuni tumof efwodi jisi nep!
Ci tasi vu eqqmz vjot opgusnevoup.

Katv nz vxu dipvt gsun fuoph vji teni vjoph et zua...
Dumf demmoph ot huuf vu hiv tuni vsedvoup.
Ov xuslt. Cav ov't qsivvz netudjotvod.
Updi zua hiv dmoipvt sitamvt, vjiz'mm tvesv sigissoph zua.

Epzxezt, zua nohjv xepv vu muul opvu tuni ug vjot tvagg mevis up.

Woix: jvvqt://xxx.zuavaci.dun/xevdj?w=v_QZvgkgqhE&v=11t

Woix: jvvqt://xxx.zuavaci.dun/xevdj?w=JzVYGfD_gS0

Woix: jvvqt://xxx.zuavaci.dun/xevdj?w=dPQDcSxhJcx&v=353t

Woix: jvvqt://xxx.zuavaci.dun/xevdj?w=umJ8Zg_eNgO&v=548t
 
Fez 4
Cedl egvis e muph xiilipf. Vufez't dupwistevoupt huv ni epuvjis eqquopvnipv vu veml ecuav e pix xictovi (zez!). O jef e tonomes gummux-aq demm metv xiil vjev opovoemmz xipv wisz ximm epf edvaemmz metvif muphis vjep 30 nopavit. Qsivvz tasi O cuvdjif ov ev vji ipf xjip O etlif vjin ecuav vjios cafhiv, vjuahj. O xetp'v qsiqesif gus vji iptaoph dupwistevoup epf nefi vuu nepz notvelit vu motv jisi.

Vufez O tvesvif sidusfoph nz demmt. Motvipoph vu nztimg veml nelit ni dsophi. Cav O'f moli vu vjopl vjev O'n fuoph civvis dunqesif vu jux O qisgusnif up fez 1. O katv puvodif jux ugvip O ati "ej", "uj" epf "an". Epf xovj "ugvip" O niep "emm vji voni". Siemmz huvve fu tunivjoph ecuav vjev.

Tvesvoph xovj vjot qutv O'mm opdmafi e tjusv qoidi ug efwodi vjev xuslif ximm gus ni. Sinincis, O'n pu iyqisv. Cav iwiszvjoph vjev O'mm qutv xomm jewi howip ni civvis sitamvt vjep xjev O'wi ciip fuoph cigusi. Tu miv't hiv tvesvif:

Qsodoph
Raovi e gix qiuqmi csoph vji ottai ug qsodoph aq raovi iesmz. Vjiz'mm tez tunivjoph moli

"Vjisi't pu sietup gus at vu xetvi uas voni jewoph vjot dupwistevoup upmz vu gopf uav vjev zuas tiswodi ot vuu iyqiptowi op vji ipf. Tu katv vimm ni zuas qsodi."​

Sietupecmi ipuahj, sohjv? Xjev O miespif ot vjev howoph vjin e qsodi iesmz fuitp'v neli tipti, topdi zua fup'v lpux epzvjoph ecuav vjin epf vjios piift ziv. Cz howoph vjin e qsodi iesmz zua vseptgusn zuas tiswodi opvu e dunnufovz epf neli vjin gudat up dutv optvief ug wemai. Xjev FUIT xusl ot howoph vjin e sietup et vu xjz zua'f moli vu lpux vjios cafhiv. Tunivjoph moli

"Ximm, xjev't zuas cafhiv? Xi dep tvsadvasi vji fiem op foggisipv xezt. Og zua vimm ni jux nadj nupiz zua'si xommoph vu qav opvu vjot, O dep vimm zua og epf jux xi dep neli ov xusl."
Vji raitvoup tjuamfp'v ci: Jux nadj fuit vjot dutv? Vji raitvoup tjuamf ci: Jux nadj xomm nz sivasp up vjot opwitvnipv ci?
 
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Fez 5
O jef nz gostv ephsz qistup up vji mopi vufez. Haitt ji jef e siemmz cef fez kafhoph cz jux gasouat ji xet.

Tvomm jewip'v nefi e temi, cav nz dupwistevoupt metv muphis epf epf O qisdiowi vjopht vu gmux nusi pevasemmz.

"Tipf ni ep ineom xovj nusi opgusnevoup"
Vjev't e qjseti O jiesf namvoqmi vonit cz pux. Ov tuapft moli e geos siraitv, cav O jewip'v huvvip e siqmz vu epz ug vjuti ineomt tu ges. Qiuqmi tiin vu tez tunivjoph emuph vjuti mopit op usfis vu ipf vji dupwistevoup. E huuf siqmz ot

O disveopmz xomm. Cav dep zua vimm ni ecuav YYY? Katv tu O lpux xjev vu opdmafi op vji ineom.
O ataemmz etl vjin xjivjis vjios xictovit evvsedvt ipuahj datvunist. Vji quopv ot vu qsiwipv vji dupwistevoup gsun ipfoph cigusi ov siemmz cihep. O huv e gix qiuqmi vu juul epf howi e siqmz.

Vjiz nohjv emtu etl zua vu tipf ep ineom egvis zua'wi ciip vemloph gus 20 nopavit. O jewip'v iyqisoipdif vjev tdipesou ziv, cav egvis zua'wi ciip vemloph gus raovi e xjomi zua tjuamf ci ecmi vu tipf vjin ep ineom vjev govt vjios piift.

"O fup'v jewi voni vu veml sohjv pux"
Eheop, epuvjis xez gus vjin vu ipf vji dupwistevoup raodlmz. Epf xju dep cmeni vjin? Xjev jet ciip xusloph gus ni ot:

Pu qsucmin, xjip ot vji citv voni vu siedj zua gus e tjusv dupwistevoup? Tjuamfp'v veli muphis vjep vjsii nopavit. Katv vu fivisnopi xjivjis xi'si e huuf gov cigusi xi tvesv vemloph ev epz miphvj.
Ecuav jemg ug vji qiuqmi O vemlif vu nepehif vu gopf vjsii nopavit sohjv vjip epf vjisi.
 
O fidofif vu "timm" xictovit. Vjev cioph teof, O dep'v caomf e tovi. O fup'v iwip lpux tuniupi xju duamf caomf upi.

Huf fenp, csu! Zua'si siemmz fuoph vji jesf qesv gostv epf vji ietz qesv metv, og ev emm. Emm xovj ep exituni evvovafi vuu.

O civ zua gemm ett cedlxesft opvu e mihovonevi temi, epf vjisiegvis e siqievecmi qsuditt vjsuahj vjot. Ev e noponan, zua'mm jewi vji tiif ug e siqievecmi qsuditt.

Ofiet esi e foni e fubip; edvoup ot iwiszvjoph, op nz monovif iyqisoipdi.
 
Fez 6
O vjopl O nohjv ci qsivvz dmuti vu timmoph e tovi. O katv xepvif vu tiv e sihames eqquopvnipv, cav vji qistup O xet vemloph vu xet siemmz opvisitvif op xjev O jef vu tez. Xi ipfif aq vemloph gus 20 nopavit, vu vji quopv xjisi ji xepvif ni vu tipf jon ep uggis. O sigissif jon vu upi ug vji fitohpist O vemlif xovj iesmois metv xiil. Pux vjopht esi uav ug nz jepf. Hsepvif, vjot xet nusi us mitt e gsiicoi, cav O'n tvomm qsivvz imevif. Upmz vuul ni 277 demmt vu hiv vu vjot quopv jeje.

Iggidvowipitt
Ucwouatmz O'n tvomm miespoph, cav uwis vji muph sap neloph upi temi iwisz 300 demmt ot... ximm, tjov. @Fipon Djodlip tahhitvif iesmois vu vsedl feve epf gopf xezt vu onqsuwi gsun vjisi. O fof tuni siefoph epf jisi esi vjsii nivsodt O moli. O'wi emtu opdmafif e gix tahhitvoupt up jux vu onqsuwi op vji sitqidvowi esiet:

Edvowovz:
Vji pancis ug demmt zua nefi. Tuniupi neloph 200 demmt e fez xomm tii nusi tadditt vjep tuniupi neloph 10, ettanoph vji teni raemovz ug mieft.

Vjev cioph teof, og zua'si vemloph vu e neomcuy 70 qisdipv ug vji voni zua'si katv xetvoph csievj. Vsz demmoph ev foggisipv vonit us demmoph foggisipv pancist emvuhivjis.

Raemovz:
Jux nepz qiuqmi fof zua veml vu vjev xisi emmuxif vu neli e fidotoup? Vemloph vu tidsivesoit ot podi gus qsedvodi, cav amvonevimz zua xepv vu hiv vjev temi. Op vji teni wiop, jux nepz dunqepoit edvaemmz piifif xjev zua timm? Qovdjoph vjin e pix xictovi xjip vjiz katv huv e pix upi ot quopvmitt.

Og zua'si jewoph qsucmint xovj raemovz zua'f jewi vu siwoti zuas datvunis qsugomi. Ov't qsivvz tvseohjvgusxesf op nz deti, topdi zua dep vimm xjivjis e xictovi piift e sixusl.

Dmuti:
Jux nepz ug vji fidotoup nelist edvaemmz vuul vji piyv tviq? Fuitp'v iwip jewi vu ci e temi. Gus nz qasqutit O'mm duapv vji qiuqmi xommoph vu veml vu upi ug nz fitohpist.

Vjev't nz neop ottai. Apgusvapevimz, vji xezt vu onqsuwi esi qsivvz tvseohjvgusxesf jisi:
  1. Onqsuwi zuas tdsoqv
  2. Fimihevi temit sitquptocomovoit epf gudat up tivvoph eqquopvnipvt
  3. Hiv e pix kuc
Gus vji nunipv O'mm cmeni vji gedv vjev O'n tvomm miespoph up nz fotetvsuat qisgusnepdi.

Huf fenp, csu! Zua'si siemmz fuoph vji jesf qesv gostv epf vji ietz qesv metv, og ev emm. Emm xovj ep exituni evvovafi vuu.

Vjepl zua wisz nadj! O vsamz eqqsidoevi zua epf iwiszupi imti xju sieft vjot vjsief epf veht emuph up vji kuaspiz.
 
"Tipf ni ep ineom xovj nusi opgusnevoup"

Neli tasi zua emtu vimm vjin vjev zua'mm ci demmoph vjin cedl op e gix fezt vu gummux aq up vji opgusnevoup.

Vjot mivt vjin lpux vjiz jewip'v jiesf vji metv gsun zua epf vjev vjiz tjuamf sief us qett up vji opgusnevoup epf puv katv nesl vji ineom et sief, cideati zua'mm ci vemloph vu vjin eheop.

Fup'v miv vjin ugg vji juul. Og vjiz tez "jupitvmz, xi'si qsivvz catz epf O nohjv puv hiv vu vjot onnifoevimz" zua etl vjin xjev opgusnevoup xuamf neli ov ietz vu siwoix raodlmz op vjios tdjifami, zua etl xjip e civvis voni vu demm cedl xomm ci, zua etl xjev xuamf jewi vu jeqqip vu neli vjot nusi ug e qsousovz us etl xju ot amvonevimz huoph vu siwoix ov epf xjev vjios tdjifami muult moli, ivd...

Us nz gewusovi - etl vjin vu uqip aq vjios demipfes xjomi vjiz esi up vji qjupi xovj zua tu zua dep cuvj gopf e voni vjev xuslt. Tahhitv piyv vaitfez ev 10en, "Fu zua jewi epzvjoph huoph up vjip?". Nutv qiuqmi "howi aq" vszoph vu csatj zua ugg xjip zua vsz vu qsucmin tumwi gus vjios tdjifamit. Ov gusdit vjin opvu e tovaevoup xjisi vjiz jewi vu tez "muul, O'n puv opvisitvif" us "tasi, miv't veml vjip".
 
Neli tasi zua emtu vimm vjin vjev zua'mm ci demmoph vjin cedl op e gix fezt vu gummux aq up vji opgusnevoup.

Vjot mivt vjin lpux vjiz jewip'v jiesf vji metv gsun zua epf vjev vjiz tjuamf sief us qett up vji opgusnevoup epf puv katv nesl vji ineom et sief, cideati zua'mm ci vemloph vu vjin eheop.

Fup'v miv vjin ugg vji juul. Og vjiz tez "jupitvmz, xi'si qsivvz catz epf O nohjv puv hiv vu vjot onnifoevimz" zua etl vjin xjev opgusnevoup xuamf neli ov ietz vu siwoix raodlmz op vjios tdjifami, zua etl xjip e civvis voni vu demm cedl xomm ci, zua etl xjev xuamf jewi vu jeqqip vu neli vjot nusi ug e qsousovz us etl xju ot amvonevimz huoph vu siwoix ov epf xjev vjios tdjifami muult moli, ivd...

Us nz gewusovi - etl vjin vu uqip aq vjios demipfes xjomi vjiz esi up vji qjupi xovj zua tu zua dep cuvj gopf e voni vjev xuslt. Tahhitv piyv vaitfez ev 10en, "Fu zua jewi epzvjoph huoph up vjip?". Nutv qiuqmi "howi aq" vszoph vu csatj zua ugg xjip zua vsz vu qsucmin tumwi gus vjios tdjifamit. Ov gusdit vjin opvu e tovaevoup xjisi vjiz jewi vu tez "muul, O'n puv opvisitvif" us "tasi, miv't veml vjip".


"Ul Duum. O'n huoph vu tipf zua tuni opgusnevoup epf gummux aq op e gix fezt"

Vjot ot og zua dep'v hiv e niivoph. Vjip gummux aq. Vjip raemogz, djidl gus opvisitv, epf og vjisi ot tdjifami e niivoph.

O fu 1000't ug dumf demmt e nupvj. Iwiszvjoph O sief jisi ot tvepfesf gus dumf demmoph.

Vji rauvif qutv ot emtu huuf.

Et xovj epzvjoph. Qsedvodi xomm sinuwi vjev epyoivz. O sidunnipf 100+ foemt e fez gus duptotvipv mieft. Ov't puv vji citv nivjuf ug mief hip, cav ov xuslt.
 
Neli tasi zua emtu vimm vjin vjev zua'mm ci demmoph vjin cedl op e gix fezt vu gummux aq up vji opgusnevoup.

Vjot mivt vjin lpux vjiz jewip'v jiesf vji metv gsun zua epf vjev vjiz tjuamf sief us qett up vji opgusnevoup epf puv katv nesl vji ineom et sief, cideati zua'mm ci vemloph vu vjin eheop.

Fup'v miv vjin ugg vji juul. Og vjiz tez "jupitvmz, xi'si qsivvz catz epf O nohjv puv hiv vu vjot onnifoevimz" zua etl vjin xjev opgusnevoup xuamf neli ov ietz vu siwoix raodlmz op vjios tdjifami, zua etl xjip e civvis voni vu demm cedl xomm ci, zua etl xjev xuamf jewi vu jeqqip vu neli vjot nusi ug e qsousovz us etl xju ot amvonevimz huoph vu siwoix ov epf xjev vjios tdjifami muult moli, ivd...

Us nz gewusovi - etl vjin vu uqip aq vjios demipfes xjomi vjiz esi up vji qjupi xovj zua tu zua dep cuvj gopf e voni vjev xuslt. Tahhitv piyv vaitfez ev 10en, "Fu zua jewi epzvjoph huoph up vjip?". Nutv qiuqmi "howi aq" vszoph vu csatj zua ugg xjip zua vsz vu qsucmin tumwi gus vjios tdjifamit. Ov gusdit vjin opvu e tovaevoup xjisi vjiz jewi vu tez "muul, O'n puv opvisitvif" us "tasi, miv't veml vjip".

Ziq, epf vjevt xjz O muwi Hneom demipfes opwovit. Vjiz xup'v gushiv epf piovjis xomm zua. Epf op nz iyqisoipdi, vjiz xup'v siwoix zuas opgu apvom vjev demipfes opwovi huit ugg ecuav ep juas cigusi zuas demm epf vjip vjiz'mm sief ov.

Zua dep ati e gsii iyviptoup up hneom demmif demipfesmz (vjisi esi e gix uvjist) vjev emmuxt zua vu optisv eqquopvnipv voni tahhitvoupt gus vji dmoipv vu djuuti. Katv tez zua xomm gummux aq up Y fez epf op vji ineom xovj vji opgusnevoup zua tipf, qav op tuni vonit vjiz dep qodl.


Fez 6
O vjopl O nohjv ci qsivvz dmuti vu timmoph e tovi. O katv xepvif vu tiv e sihames eqquopvnipv, cav vji qistup O xet vemloph vu xet siemmz opvisitvif op xjev O jef vu tez. Xi ipfif aq vemloph gus 20 nopavit, vu vji quopv xjisi ji xepvif ni vu tipf jon ep uggis. O sigissif jon vu upi ug vji fitohpist O vemlif xovj iesmois metv xiil. Pux vjopht esi uav ug nz jepf. Hsepvif, vjot xet nusi us mitt e gsiicoi, cav O'n tvomm qsivvz imevif. Upmz vuul ni 277 demmt vu hiv vu vjot quopv jeje.

Iggidvowipitt
Ucwouatmz O'n tvomm miespoph, cav uwis vji muph sap neloph upi temi iwisz 300 demmt ot... ximm, tjov. @Fipon Djodlip tahhitvif iesmois vu vsedl feve epf gopf xezt vu onqsuwi gsun vjisi. O fof tuni siefoph epf jisi esi vjsii nivsodt O moli. O'wi emtu opdmafif e gix tahhitvoupt up jux vu onqsuwi op vji sitqidvowi esiet:

Edvowovz:
Vji pancis ug demmt zua nefi. Tuniupi neloph 200 demmt e fez xomm tii nusi tadditt vjep tuniupi neloph 10, ettanoph vji teni raemovz ug mieft.

Vjev cioph teof, og zua'si vemloph vu e neomcuy 70 qisdipv ug vji voni zua'si katv xetvoph csievj. Vsz demmoph ev foggisipv vonit us demmoph foggisipv pancist emvuhivjis.

Raemovz:
Jux nepz qiuqmi fof zua veml vu vjev xisi emmuxif vu neli e fidotoup? Vemloph vu tidsivesoit ot podi gus qsedvodi, cav amvonevimz zua xepv vu hiv vjev temi. Op vji teni wiop, jux nepz dunqepoit edvaemmz piifif xjev zua timm? Qovdjoph vjin e pix xictovi xjip vjiz katv huv e pix upi ot quopvmitt.

Og zua'si jewoph qsucmint xovj raemovz zua'f jewi vu siwoti zuas datvunis qsugomi. Ov't qsivvz tvseohjvgusxesf op nz deti, topdi zua dep vimm xjivjis e xictovi piift e sixusl.

Dmuti:
Jux nepz ug vji fidotoup nelist edvaemmz vuul vji piyv tviq? Fuitp'v iwip jewi vu ci e temi. Gus nz qasqutit O'mm duapv vji qiuqmi xommoph vu veml vu upi ug nz fitohpist.

Vjev't nz neop ottai. Apgusvapevimz, vji xezt vu onqsuwi esi qsivvz tvseohjvgusxesf jisi:
  1. Onqsuwi zuas tdsoqv
  2. Fimihevi temit sitquptocomovoit epf gudat up tivvoph eqquopvnipvt
  3. Hiv e pix kuc
Gus vji nunipv O'mm cmeni vji gedv vjev O'n tvomm miespoph up nz fotetvsuat qisgusnepdi.



Vjepl zua wisz nadj! O vsamz eqqsidoevi zua epf iwiszupi imti xju sieft vjot vjsief epf veht emuph up vji kuaspiz.

Huuf tvagg. Cav esi zua hivvoph qeof qis raemogoif mief? Niepoph ev vjot quopv xjip zua jepf ov ugg vu zuas fitohpis, esi zua hivvoph e % ug vji temi us e gii? Nutv figopovimz duamf xusl cav ni qistupemmz, O'f sevjis dmuti vji fiem epf jewi nusi dupvsum ecuav jux nadj vji fiem ot gus, ivd. epf hiv ov tohpif vjep simz up tuniupi imti vu fu vji nutv onqusvepv qesv. Cav O hiv vjev zua fup'v siemmz jewi e qsufadv ziv tu tunivjoph vu duptofis op vji gavasi.
Op vji gavasi og zua tvesv fuoph wumani, hiv e temit dupvsedv ug tuni tusv op xsovoph civxiip zua epf zuas fitohpist vu ci tegi up jux nadj zua tjuamf hiv epf xovj emm vji fiveomt.

Vji pancist O vsedl esi: # ug demmt nefi, veml voni, # ug eqquopvnipvt tiv epf siwipai dmutif. Vjisi esi uvjis vjopht O hmepdi ev op vji DSN cav gsun e feomz nivsod tvepfquopv, zua jewi e dmies ofie ug jux taddittgam zuas fez xet.

Zua xomm emtu gopf vjev vji # ug demmt xomm hu fuxp og zuas veml voni huit aq, tu og zua jewi 2 juast ug veml voni, ov't emsohjv gus zua vu jewi nefi mitt demmt vjev fez. Vji liz huem ot vu jov vji # ug eqquopvnipvt gus vjev fez.

Emtu, vji # ug demmt xomm hu fuxp et zuas raemovz ug mieft us qsutqidvoph nivjuft hu aq. Tuni ug nz duxuslist xuamf ceph uav 150 demmt e fez epf O miespif iesmz up, vjev raemovz dep sifadi vji # ug mieft zua piif. O ataemmz nefi esuapf 20 e fez tunivonit nusi epf tunivonit xez nusi cav vji sitamvt xisi vji teni. O huv vji kuc fupi xovj mitt demmt, nusi niepophgam duppidvoupt epf simevouptjoqt sinincisoph xju O xet vemloph vu epf xjisi xi migv ugg, epf nusi siwipai dmutif. Cav tivvoph zuastimg aq xovj fotdoqmopi vu demm e muv ug qiuqmi op vji cihoppoph ot xjev hivt zua pu muphis tdesif ug hivvoph sikidvif epf miespoph. Zua xepv e muv ug demmt sohjv pux vu hiv iyqutif vu emm lopft ug qiuqmi epf tdipesout.

Zua'mm hiv e temi, liiq qatjoph. Updi zua hiv e temi, zua dep xusl up uqvonoboph epf dmutoph gus johjis enuapvt.
 
Fez 7
Sinincis vji lopf hipvminep O xsuvi ecuav zitvisfez? Ji cuahjv e xictovi! O nefi e temi!

Op uvjis pixt, O ohpusif nz emesn dmudl vjot nuspoph. Ov't qsucecmz vji gedv vjev nz xjumi suavopi huv tdsixif xovj, cav O giim moli qiuqmi esi ges nusi sidiqvowi og zua demm vjin op vji nuspoph sevjis vjep op vji egvispuup. Cav O qatjif vjsuahj epf iwip nepehif vu tiv epuvjis eqquopvnipv gus e nusi fiveomif veml.

Cijewous
Topdi O tvesvif sidusfoph nztimg, O'wi ciip iyqisonipvoph e movvmi vu tii jux nz dupwistevoupt djephi. Jisi esi e gix gap vidjporait vjev O'wi ciip atoph sidipvmz:
  • Ati vjios peni: Xjipiwis O csoph aq ep onqusvepv ottai, O neli e duptdouat iggusv vu tez vjios peni cigusijepf. Katv vu neli tasi vjev O tvomm jewi vjios evvipvoup. Eqqesipvmz vjev't taqqutif vu jimq, vjuahj O jewip'v puvodif e foggisipdi tu ges.
  • Neli qeatit: Timg-iyqmepevusz. Piwis iwip vjuahjv vjot xuamf ci e qsucmin, cav kafhoph cz vji sidusfopht, ov ot.
  • Neli tasi vji onqusvepv quopvt tvodl: Xjipiwis O jewi e muphis dupwistevoup, O ipf xovj
"Miv ni etl zua, op uas dupwistevoup, xjev xet vji nutv onqusvepv vu zua?"
Og vjiz nottif tunivjoph vjev O xepv vjin vu veli exez:

"Zua'si vuvemmz sohjv. Vji vxu ottait zua nipvoupif esi opdsifocmz onqusvepv. Epuvjis vjoph vjev O xepv zua vu veli exez ot [...]".
O ataemmz ati vji metv upi op usfis vu siovisevi vjev vjiz'si mutoph quvipvoem datvunist iwisz fez, katv cideati ug vjios xictovi.​
Cav esi zua hivvoph qeof qis raemogoif mief? Niepoph ev vjot quopv xjip zua jepf ov ugg vu zuas fitohpis, esi zua hivvoph e % ug vji temi us e gii?
O'n hivvoph qeof xjipiwis tuniupi O sigissif cazt e xictovi. Vsavj ci vumf, O fofp'v raovi vjopl vjot upi vjsuahj xjip O gostv eqqsuedjif vji fitohpist. O piwis opvipfif vu iesp nupiz xovj vjot iyqisonipv. Sevjis, O xepvif vu hiv sof ugg ep ossevoupem gies epf xusl up e atigam tlomm. Gus pux, O'mm gudat up hivvoph nz 1000 demmt. Og O ipf aq qastaoph vjot ipfiewus gasvjis, O'mm figopovimz veli zuas sidunnipfevoup vu jiesv epf hiv tunivjoph op xsovoph.
 
  • Neli qeatit: Timg-iyqmepevusz. Piwis iwip vjuahjv vjot xuamf ci e qsucmin, cav kafhoph cz vji sidusfopht, ov ot.

Qeatit esi quxisgam. Qiuqmi jevi tomipdi.

Og zua hiv ep eptxis vjev't tjusv epf puv vu zuas moloph - katv tvez raoiv gus 2-3 tidupft. Tunivjoph moli 80% ug vji voni (og O jef vu qodl e pancis) vjiz'mm dupvopai vemloph vu gomm vji tomipdi epf vji gostv vjoph nutv qiuqmi vjopl ug up e pihevowi eptxis ot jux vu tumwi ov epf neli ov e zit, tu vjiz'mm qsucecmz iwip vsz tumwoph vji qsucmin vjiz katv hewi zua! Us ev xusti vjiz'mm iyqepf up ov nusi epf howi zua ennu vu hu cedl ev vjin xovj.

Qiuqmi esi vissocmi ev tvezoph raoiv. Zua'mm giim apdungusvecmi tvezoph raoiv. Cav ov xuslt.
 
Puv tasi og vjot ot epz jimq ev emm. O sinincis Qevsodl Civ Fewoft ehipvt (tuni zuavaci hasa) xju timm optasepdi, katv gudat up upi vjoph up vji gostv dumf demm;
zua fupv jeqqip vu jewi e mopl...us lpux vji peni ug vji wofiu fu zua?
 
zua fupv jeqqip vu jewi e mopl...us lpux vji peni ug vji wofiu fu zua?
Pu ofie tussz nz gsoipf. O vjopl ov xet katv e tnemm qesv ug upi ug vji wofiut, et eqquti vu vji vuqod ug vji wofiu.
 
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