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음성 인식: 2026-07-22 18-54-49.mkv

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@loop

@[0:00] 2x2, the core 4.

@[0:16] 2x2, the core 4.

@[0:19] This was the big breakthrough that I had with this book

@[0:22] and I'm really excited to share about it with you.

@[0:23] Finally, for 2 years, I've not talked about this.

@[0:25] So finally, I can show you this stuff.

@[0:27] And so there are only 4 ways one person can tell other

@[0:32] people about anything.

@[0:33] And that comes from the fact that there are 2 types of

@[0:36] audiences

@[0:36] and 2 types of communication.

@[0:38] And those create, 2x2, the core 4.

@[0:41] So let's dive into this.

@[0:43] You have people who know you, which are warm audiences,

@[0:46] and you have people who don't know you,

@[0:47] which are other people's audiences, right?

@[0:49] Strangers.

@[0:50] And so warm are people who gave you permission to contact

@[0:53] them.

@[0:53] Friends, family, followers, current, past customers,

@[0:55] contacts,

@[0:56] anyone who knows who you are.

@[0:58] Now, a little differentiation here I just want to point out

@[1:00] is that they need to know you to be warm.

@[1:03] You don't necessarily need to know them.

@[1:05] And the larger you get, the more you advertise,

@[1:08] the more people will know you without you necessarily

@[1:10] knowing them.

@[1:11] All right?

@[1:14] And so I just want to be very clear here.

@[1:16] It doesn't have to be bidirectional.

@[1:17] It has to be unidirectional.

@[1:18] They have to know you.

@[1:19] Now, in the beginning, the easiest way to find people who

@[1:21] know you

@[1:22] is people you also know too.

@[1:23] All right?

@[1:24] Now, on the second level here, you've got cold.

@[1:27] And the clearest definition I give you is people who did

@[1:29] not give you

@[1:30] permission to contact them, a.k.a. strangers.

@[1:32] These are other people's audiences, lists, or eyeballs, ear

@[1:36] balls

@[1:36] that belong to platforms.

@[1:37] Right?

@[1:38] So if you advertise on Facebook, Facebook, like those

@[1:40] people know Facebook,

@[1:41] they don't know you.

@[1:42] And so they haven't given you permission to contact them,

@[1:44] but they've given Facebook permission.

@[1:45] So you use Facebook as a proxy to contact them through.

@[1:49] And then if they decide to engage with you and opt in,

@[1:52] then they become a lead for you.

@[1:54] All right?

@[1:54] Then they become warm over time.

@[1:56] So those are the two types of audiences,

@[1:58] people who know you, people who don't.

@[1:59] Boop.

@[2:01] And so then you have the two types of communication.

@[2:04] This was a huge breakthrough for me, like,

@[2:06] to understand the simplicity of this,

@[2:07] because once you understand the only four ways you can let

@[2:10] people know about your stuff,

@[2:11] then that means that these are the only four things you do

@[2:13] to advertise your business.

@[2:14] And it makes why you're not getting as many leads very

@[2:17] simple to solve.

@[2:18] Not easy, but simple to know what to do next.

@[2:21] All right?

@[2:22] So on the one hand, you've got one-to-one communication.

@[2:24] This is private communication.

@[2:26] On the other hand, you've got one-to-many communication.

@[2:28] In other words, public communication.

@[2:30] And to clarify a term that gets confused all the time in

@[2:34] the advertising and marketing world

@[2:35] is what's the difference between outbound and inbound?

@[2:37] All right?

@[2:37] So here's the clearest definition I can give you of out

@[2:39] bound.

@[2:39] Outbound is where the first contact with a prospect happens

@[2:42] in a private environment.

@[2:44] A voicemail.

@[2:45] Think emails.

@[2:46] Think a private communication.

@[2:47] Think a text message.

@[2:48] These are all one-to-one environments.

@[2:50] If I text my friend, no one else sees that text.

@[2:52] If I email somebody, no one else sees that email.

@[2:54] If I do a voicemail, no one else sees that.

@[2:56] It's private.

@[2:56] It's one-to-one.

@[2:57] All right?

@[2:58] That is outbound.

@[2:58] Now, most inbound, the flip side of that, which is where

@[3:01] you contact someone publicly,

@[3:03] eventually becomes one-on-one communication.

@[3:06] So if I run an ad or I do a billboard and then they call me

@[3:08] , it doesn't make them outbound.

@[3:10] But delineating between the two is important because it

@[3:13] tells you what you need to do to

@[3:14] let them know about your stuff, which is advertising.

@[3:17] All right?

@[3:17] So billboard, podcasts, posts, ads, anything that you do to

@[3:22] make content, all of those

@[3:23] things are one-to-many.

@[3:24] And I want to add a quick note to this because people get

@[3:27] confused about this one.

@[3:28] If you send an email blast to your list, that is still one-

@[3:32] to-one communication.

@[3:34] Technically, it's done really fast with automation by a

@[3:38] computer.

@[3:39] And so that's where this starts to get confusing for people

@[3:41] .

@[3:41] They're like, wait, if I cold email, is that inbound?

@[3:45] It's like, no, it's still outbound.

@[3:46] Even if you send a blast to a list, it's still outbound.

@[3:49] Okay?

@[3:50] It's just really, really fast.

@[3:52] And that's where automation can confuse these things.

@[3:55] And we'll get to how to use automation to scale the shit

@[3:57] out of your advertising later

@[3:59] on in the training.

@[4:00] So if we know what the two audiences are, people who know

@[4:02] you and people who don't, and

@[4:03] we know the two types of communication, private

@[4:05] communication and public communication,

@[4:06] which is one-to-one and one-to-many, all right?

@[4:08] That leads us to the core four.

@[4:09] And this is like, if there was a value equation in this

@[4:12] book, this is it.

@[4:14] All right?

@[4:15] And so these are the only ways that you can advertise.

@[4:18] One-to-one to people who know you is warm outreach.

@[4:22] One-to-one to people who don't know you is cold outreach.

@[4:26] One-to-many to people who know you is when you post content

@[4:30] .

@[4:31] One-to-many to people who don't know you is when you run

@[4:34] paid ads.

@[4:36] Those are the four ways, the only four ways, that a person

@[4:39] on their own, on their own, and

@[4:41] I'll show you other ways later, but one person on their own

@[4:44] can let other people know about

@[4:45] their stuff.

@[4:45] Now, I'm going to show you how to leverage this to unlock

@[4:49] massive scale using other people

@[4:51] in the second half of the training.

@[4:52] But you have to know the fundamentals of advertising in

@[4:55] order to unlock the advanced version of

@[4:57] advertising.

@[4:58] This is the way.

@[4:59] That is the core four.

@[5:01] And now we're going to dive into each of them individually

@[5:04] so I can show you the actual execution

@[5:06] the same way I did with engaging to make a lead magnet.

@[5:08] I'm going to show you step-by-step how to create this

@[5:11] within your business, that advertising

@[5:13] method to get you more leads.

@[5:16] So now that we know what the core four is, now we go to

@[5:19] warm outreach, which is the first

@[5:21] of the core four, which is people who know you, reaching

@[5:24] out to them one-on-one.

@[5:25] And I will build linearly from simplest to most complex in

@[5:28] this training so that if you were

@[5:30] starting out, this is where I'd recommend you begin because

@[5:33] this is the easiest way.

@[5:34] And I'll tell you a quick story about how I started using

@[5:36] this and how I've used it since

@[5:37] then.

@[5:37] My first time I ever did warm outreach.

@[5:39] This was also the first business I ever started.

@[5:41] And so I was actually filing my MBA application to go to,

@[5:45] well, a fancy school.

@[5:47] And one of the questions was, how will Harvard degree help

@[5:50] your short and long-term business

@[5:52] goals?

@[5:52] And I thought about it for like three days.

@[5:54] And I realized that it wasn't actually going to help my

@[5:56] long-term business goals because

@[5:57] I wanted to start a business.

@[5:58] And I figured if I took two years and didn't make money,

@[6:01] that's like probably 120, 140 grand

@[6:05] of money I wasn't making because I was going to school.

@[6:07] And then I have to pay another 120, 150 grand to go there.

@[6:11] I'm like, man, I'm like 300 grand in the hole by going to

@[6:15] school and two years.

@[6:16] And I was like, do I, and the average starting salary

@[6:18] coming out of business school at the

@[6:20] time was 120,000 a year.

@[6:22] And I was like, man, so I could take that $300,000 in two

@[6:26] years.

@[6:27] And if I can get to at least $10,000 a month in income, I

@[6:31] will have passed what I would have

@[6:32] done with the education.

@[6:33] And hopefully that will be my business degree.

@[6:36] And that was the reasoning I had because for me, I wanted

@[6:38] to start a business.

@[6:38] I thought maybe that's the best way to learn about business

@[6:40] is to start one.

@[6:41] And so that's what I decided to do.

@[6:43] So that application actually drove me to start Impetus

@[6:47] Group, which if you hear me

@[7:06] say it out loud, it's ridiculous.

@[7:26] Because the first time I told someone was like, I started

@[7:28] my LLC.

@[7:28] It's called Impetus Group.

@[7:29] They were like, impetus?

@[7:31] And I was like, fuck.

@[7:32] I was like, that's why it was available.

@[7:33] And so I quickly changed it to the free training project.

@[7:38] And so what that was, was I asked people to train them in

@[7:42] exchange for them donating $500

@[7:45] to $1,000 to the charity of their choice.

@[7:47] All right.

@[7:48] And if they didn't have one, I had one that I recommended.

@[7:50] And so it was a way that I could get people to try my stuff

@[7:53] for free, but like free for

@[7:56] me in terms, but they had to have some skin in the game.

@[7:58] Now I could have just done it for free and that would have

@[8:00] worked too.

@[8:00] This is just how I chose to do it.

@[8:02] You can do whatever you want.

@[8:04] And so what I did was I said, Hey, I'm doing this thing.

@[8:07] That was my offer.

@[8:08] I'm helping people transform for 12 weeks.

@[8:10] I'll do all their nutrition, all their training, all their

@[8:12] grocery lists, everything to help

@[8:14] them transform.

@[8:14] And I'll do it online.

@[8:15] And I said, do you know anybody who'd be interested?

@[8:17] And I messaged everybody in my contact list.

@[8:20] And I messaged everyone I knew across all my platforms and

@[8:24] all my cell phone contacts.

@[8:26] And I got six people who said, yeah, I'd be down.

@[8:30] And so I got six people and I actually still have their,

@[8:32] their before and after pictures.

@[8:34] So they're all right there.

@[8:35] I think I maybe got extraordinarily lucky or they also knew

@[8:37] that this was like really important

@[8:38] to me.

@[8:39] And these were all people who knew me.

@[8:40] So they tried really hard because they knew it mattered to

@[8:42] me.

@[8:42] And I told them, I was like, I need these.

@[8:43] So I want to start a fitness business.

@[8:44] So like, really try, like, I'll give you everything.

@[8:47] But like, and I give them my cell phone number and I talked

@[8:49] to them whenever they needed me.

@[8:50] Like I was just there.

@[8:51] And to be really clear, this business only required an LLC.

@[8:56] A bank account and a cell phone.

@[8:58] And that was how I started this business.

@[9:00] I would text them the thing and they would text it back to

@[9:02] me.

@[9:02] And that was it.

@[9:03] All right.

@[9:03] And so the key point here is that I worked for free.

@[9:07] And then later over time, I said, hey, do you know anybody

@[9:10] else who'd be interested in

@[9:12] this?

@[9:12] And then they started referring me business.

@[9:14] And at that point, I said, after the 12 weeks, I said,

@[9:16] would you guys mind paying me?

@[9:18] Because I'm actually going to start doing this full time

@[9:20] rather than my consulting job.

@[9:22] And crazy enough, people were like, oh, I don't mind.

@[9:25] And just like that, everyone converted over and I was

@[9:27] making about $4,000 a month from

@[9:29] home.

@[9:29] And I replaced my consulting income.

@[9:31] And all I had was an LLC, a bank account, a way to process

@[9:34] money.

@[9:34] And the fourth one, a way to communicate my phone and email

@[9:38] was the most important because

@[9:40] that's how I was able to make money and reach people.

@[9:41] That's how I advertised.

@[9:42] I didn't even know it yet.

@[9:44] I was using the first of the core four and I still use it

@[9:46] today, but that was the first

@[9:47] time I ever did it.

@[9:48] And so if you're starting out, it might be the most

@[9:50] profitable and easiest way to get going.

@[9:53] So that is warm outreach and my experience with it.

@[9:56] So here's how it works.

@[9:57] And again, we're going to build this soup to nuts for you,

@[10:00] this system.

@[10:01] So if you're starting your first business, memorize this

@[10:04] training.

@[10:05] Like actually don't memorize this training, do this

@[10:08] training and then go make money.

@[10:09] And then you can move on to the next ones.

@[10:10] All right.

@[10:10] Just consider them like graduation levels.

@[10:12] Now, in fundamentally, you can do any of the ways to

@[10:14] advertise immediately.

@[10:15] Like if you have the skillset and you have the money, you

@[10:16] could do any of the other ones

@[10:17] too.

@[10:18] This is again, my story and how I did it.

@[10:20] So warm outreach is one-on-one to people who know you,

@[10:23] right?

@[10:24] It is the cheapest, most reliable way to find new customers

@[10:28] , right?

@[10:29] Cheap and reliable, good combo, right?

@[10:31] And you can do it without being icky.

@[10:33] And I'm going to show you how to do it without being a sc

@[10:35] umbag.

@[10:35] All right.

@[10:36] So the reason MLMs and some of these things have really bad

@[10:38] names is because they don't

@[10:39] teach people how to be human beings and not be weirdos when

@[10:42] they solicit people for business.

@[10:44] And I'm going to show you how to do it and how I did it.

@[10:46] Okay.

@[10:46] So the first step of this, all right, it's the step number

@[10:50] one is that you get a list.

@[10:51] All right.

@[10:52] Now you might say, but I don't have any leads.

@[10:55] Everyone has a list.

@[10:56] And so right now, if you pull up your phone and you look at

@[11:00] all your contacts, those are

@[11:02] leads.

@[11:02] You look at your social media, you look at Instagram, you

@[11:05] see how many people follow you.

@[11:06] Maybe it's 200 people.

@[11:07] Fine.

@[11:08] They have people that you have means to contact.

@[11:10] You look through every one of your past emails because you

@[11:12] 've changed them so many times.

@[11:13] You look at all the contacts of the people that you have

@[11:16] emailed over the years.

@[11:17] Those are leads.

@[11:18] And guess what?

@[11:19] If you add all those together, most people have contacted a

@[11:23] thousand, two thousand, three

@[11:25] thousand people throughout their lives across the platforms

@[11:28] that they exist on.

@[11:29] And if right now you have no contacts in your phone, on

@[11:31] Facebook, and you don't do social

@[11:33] media, welcome to planet earth.

@[11:35] It's a great place.

@[11:36] We'd love to have you.

@[11:37] And if you want to get customers, you have to go where the

@[11:41] fish are and you have to find

@[11:43] out where they're paying attention and put yourself there.

@[11:45] So at the very least, you should know someone because

@[11:47] everybody knows someone because you

@[11:48] were born.

@[11:49] All right.

@[11:49] So everybody knows somebody.

@[11:50] And so you take that list and that is step one.

@[11:52] You get your list.

@[11:53] And so there's your proof.

@[11:55] Grab your phone, all your email accounts, social media

@[11:57] followers, put the names on a

@[11:58] sheet.

@[11:58] Put the names on a sheet.

@[11:59] And you're like, wow, that sounds like work, Alex.

@[12:00] Welcome to business.

@[12:01] All right.

@[12:02] Then add up the numbers on the sheet.

@[12:04] You actually don't need to add it up.

@[12:05] Excel adds it up for you.

@[12:06] All right.

@[12:07] And then figure out the number.

@[12:08] That number is your starting list of how many leads you

@[12:11] have.

@[12:11] This is exactly what I did when I started a different

@[12:14] business 10 years after this.

@[12:16] When I started getting our software company, I made a list

@[12:19] of every single person that I

@[12:21] thought might be interested in this thing from every

@[12:23] contact source I had.

@[12:24] And that's how I started that business.

@[12:26] And I'll tell you that because it was a more advanced

@[12:27] strategy yesterday in the second half

@[12:29] of the training, but it still started with this core

@[12:31] strategy of understanding warm outreach.

@[12:33] And if I hadn't had that experience, I wouldn't have been

@[12:35] able to do what I did later.

@[12:36] So once you have your list, you pick a platform.

@[12:39] Okay.

@[12:39] Now there's lots of different platforms, YouTube shorts,

@[12:42] YouTube, email, LinkedIn, TikTok,

@[12:44] Amazon's even a platform now, Instagram, Instagram reels,

@[12:48] Instagram posts, Twitter,

@[12:49] podcasts.

@[12:50] There's a million of them.

@[12:51] And guess what?

@[12:52] In the future, maybe all these symbols will change.

@[12:55] But the fact that people will pay attention to stuff will

@[12:57] not.

@[12:58] And the places where people pay attention to stuff, you

@[13:00] will be able to advertise.

@[13:02] So then you pick a platform.

@[13:05] If you're like, well, which one do I pick?

@[13:06] Pick the one you got the most contacts on and start there.

@[13:09] Because either way, you're going to move through them all.

@[13:10] Think about this.

@[13:12] If you have a contact on email and you only have them on

@[13:14] email, then you're going to start

@[13:15] there.

@[13:16] If you have them in two places, you can contact them in two

@[13:17] places.

@[13:18] In some ways, it's almost like two leads.

@[13:22] As an aside, it's the same thing where people have

@[13:24] preferences of consumption.

@[13:26] People also have preferences for communication.

@[13:27] Like, I don't like doing phone calls, but I'm a decent te

@[13:30] xter.

@[13:30] I also don't do, I don't really like messaging platforms

@[13:33] much either.

@[13:34] So like, if somebody emails me and somebody texts me and it

@[13:36] 's the same person likely that

@[13:38] I responded, that text is significantly higher.

@[13:39] So don't feel weird about using multiple means of

@[13:41] communication to get a lead to respond.

@[13:43] All right.

@[13:43] So you're like, okay, I have my list.

@[13:45] I pick my platform.

@[13:46] Well, what do I say?

@[13:47] So here's what you do.

@[13:49] You look for 30 seconds to see what's new on in that person

@[13:53] 's life.

@[13:53] You look at their social media.

@[13:54] You look at their business.

@[13:55] You look anywhere you can find stuff.

@[13:56] You type their name into a search engine and you see what

@[13:58] comes up.

@[13:59] All right.

@[13:59] And then you ask them about it.

@[14:02] Notice, is there anything icky about asking somebody who

@[14:05] you know about themselves?

@[14:07] First rule of Dale Carnegie, people love talking about

@[14:08] themselves.

@[14:09] Let them.

@[14:10] This is pretty easy, right?

@[14:13] We're like, we're moving through this pretty quick.

@[14:14] Like it doesn't have to be complicated.

@[14:16] So what we're doing there is we personalized.

@[14:18] Instead of just saying, hey, want to buy my thing?

@[14:20] You say, hey, saw you had a baby.

@[14:23] Hey, saw you just moved cities.

@[14:24] Hey, saw you played guitar at that thing this weekend.

@[14:27] It looks awesome.

@[14:27] How was it?

@[14:29] Then you reach out.

@[14:32] Now, obviously some of these things happen at the same time

@[14:33] .

@[14:34] I separate them out for steps just for simplicity.

@[14:35] All right.

@[14:36] And so then here's what you do.

@[14:38] You reach out to 100 people every single day via email,

@[14:42] phone call, direct message, SMS,

@[14:43] voicemail, whatever it is.

@[14:45] And you reach out to the person who knows you and you do

@[14:47] 100 every day.

@[14:48] And this is one of my favorite Chinese proverbs.

@[14:50] Everything must be hard before it can be easy.

@[14:52] And so if you're like, man, this is going to be hard.

@[14:55] Well, I promise you that you probably waited 20 years to do

@[14:58] the first one, but you only

@[14:59] wait two minutes to do the second one and then 20 seconds

@[15:01] to do the third one.

@[15:02] And it gets easier the more you do.

@[15:04] All right.

@[15:04] And again, your big fear is of getting rejected.

@[15:06] And I'll tell you how to get around that in a second.

@[15:08] Not the fear.

@[15:08] I'll just show you what you need to say so you don't even

@[15:10] get into that situation.

@[15:11] All right.

@[15:12] And when you do this, you're like, well, do I reach out to

@[15:14] them once?

@[15:14] No.

@[15:15] Reach out to them multiple times.

@[15:16] Why?

@[15:16] Because you have something that you think might help them.

@[15:18] They don't know that yet.

@[15:19] But all we're doing is ask them about themselves.

@[15:20] Again, we haven't done any soliciting.

@[15:22] We haven't sold anything at all.

@[15:24] We're just asking about themselves.

@[15:26] All right.

@[15:26] And the reason you do it this way is you act like you

@[15:28] actually want to talk to them.

@[15:29] So like if you actually want to talk to your mom or your

@[15:32] dad or pick some person that you

@[15:34] like, what would you do?

@[15:35] Would you text them once?

@[15:35] No.

@[15:36] You text them, you call them.

@[15:37] And then a couple hours later, you text and call them.

@[15:39] You're like, oh, what's up?

@[15:39] Hey, where are you?

@[15:40] Right?

@[15:41] Because you'd act like you're actually trying to get a hold

@[15:43] of them, not work them like

@[15:44] a lead.

@[15:44] You act like a human being and people respond to you like a

@[15:47] human being.

@[15:47] Crazy.

@[15:48] Okay.

@[15:49] So got our list.

@[15:51] We picked our platform.

@[15:51] We personalized it.

@[15:52] And then we reach out to 100 people and we do each of those

@[15:55] three times.

@[15:55] Now, some people are going to respond.

@[15:59] What do I say now?

@[16:01] Use the ACA framework.

@[16:03] Acknowledge, compliment, ask the next question.

@[16:07] All right.

@[16:07] This is also, by the way, how you have a conversation.

@[16:09] Pro tip.

@[16:12] So acknowledge.

@[16:12] Acknowledge what they said and then restate it to show that

@[16:15] you're listening.

@[16:16] Now, in a phone call, that's called mirroring.

@[16:19] All right.

@[16:20] It's something that people actually like people who mirror

@[16:22] them.

@[16:22] And it sounds ridiculous.

@[16:23] Now, you don't need to, don't be a weirdo about this.

@[16:26] All right.

@[16:26] It's just showing that you're listening to what they're

@[16:28] saying and it shows that you're

@[16:30] paying attention to them.

@[16:30] Because the three things that reward people are attention,

@[16:32] affection, and approval.

@[16:33] All right.

@[16:34] So we're showing attention and approval by paying attention

@[16:38] to what they're saying and then

@[16:39] saying it back.

@[16:40] So it shows we approve of it.

@[16:41] All right.

@[16:41] And so like example, two kids and you're a full-time

@[16:44] accountant.

@[16:45] And they just told you that they have two kids and they're

@[16:47] a full-time accountant.

@[16:48] Like, wow.

@[16:49] Now we go to C.

@[16:51] Now we compliment them.

@[16:52] Man, you're a super mom.

@[16:53] So hardworking.

@[16:54] And you're managing a full-time career with two kids.

@[16:56] That's crazy.

@[16:56] Right.

@[16:57] And so what you do is you compliment them on whatever it is

@[16:59] they told you about themselves.

@[17:01] All right.

@[17:01] And ideally, if you want to go super here, tie it to a

@[17:04] positive character trait if you can.

@[17:06] All right.

@[17:07] So if you want to say that, see, it says hardworking.

@[17:09] All right.

@[17:10] You want to tie that thing they are to a trait.

@[17:13] Because what we're going to do later is we're going to use

@[17:15] that trait and associate our thing with the trait we

@[17:18] associated them with.

@[17:19] And so then they're going to see I equals should buy this

@[17:22] product because they want to maintain that positive trait

@[17:24] in your eyes because they want your attention, your

@[17:26] affection, your approval.

@[17:27] So then, so we've acknowledged what they said.

@[17:31] We give them a compliment about it.

@[17:32] We associate with a label that's positive.

@[17:33] And you might be like, this sounds like a lot.

@[17:35] It's going to be via message or via email.

@[17:37] And maybe it's a phone call.

@[17:38] You'll get some reps in.

@[17:39] And guess what?

@[17:39] You're going to blow in the beginning.

@[17:41] And that's okay.

@[17:43] Because guess what?

@[17:44] If you do a thousand of these, you'll blow less than you

@[17:45] did at the beginning.

@[17:46] That is a promise.

@[17:47] All right.

@[17:48] And so that's guaranteed.

@[17:49] And so if you know you can blow less in the future, then

@[17:51] you might as well get the blowing now today out of the way.

@[17:53] All right.

@[17:54] So the last A is you ask the next question.

@[17:57] And so here's the key part.

@[17:58] Like this is the key.

@[17:59] Is you lead the conversation in direction closer to your

@[18:01] offer.

@[18:01] So if I have that mom who has two kids.

@[18:03] Now, mind you, she didn't bring up anything.

@[18:05] She just said, I have two kids and I'm going to count.

@[18:06] Okay.

@[18:06] Well, there's nothing new there.

@[18:08] That's fine.

@[18:08] I use a purposely boring scenario to show you how this

@[18:11] works.

@[18:11] So if I were selling therapy, then I'd say, hey, do you

@[18:13] ever get time for yourself?

@[18:14] If I was selling fitness, I'd say, hey, do you have time to

@[18:17] get workouts in?

@[18:18] Or how do you prep your food?

@[18:19] Or how do you prep your food for yourself and your family?

@[18:21] These are all ways that I could weave that in.

@[18:23] If I was selling cleaning services, I would say, hey, do

@[18:24] you have anyone who helps you around the house?

@[18:26] It doesn't matter what they said in the beginning.

@[18:28] You can still ask and lead the conversation in whatever

@[18:30] direction you want.

@[18:31] A, C, A.

@[18:33] Acknowledge what they said.

@[18:34] Compliment them for saying it.

@[18:36] And then ask a question that leads them one step closer to

@[18:38] what we're ultimately going to offer them.

@[18:39] Okay.

@[18:40] Again, I'm going to say this because I want you to know

@[18:43] that you're providing value.

@[18:44] All right.

@[18:45] This is what's crazy about this.

@[18:46] People love talking about themselves.

@[18:48] Let them.

@[18:49] They love it so much that they pay therapists $100 an hour

@[18:52] to listen.

@[18:53] All right.

@[18:54] And so you are providing value to people that they pay $100

@[18:58] an hour for simply by listening and paying attention.

@[19:02] All right.

@[19:02] And they will also like and trust you more if you do.

@[19:05] And if people like you and trust you more, you will make

@[19:07] more money.

@[19:07] That is a promise.

@[19:08] And that makes them more likely to buy from you.

@[19:10] We want that.

@[19:12] So now we reach out to them.

@[19:14] They responded.

@[19:14] We do A, C, A to warm them up.

@[19:15] We take the next step.

@[19:17] And here's the key.

@[19:19] We make them an offer.

@[19:21] What we're doing here.

@[19:22] Remember that lead magnet we made earlier?

@[19:24] Now we're going to use it.

@[19:25] So if you have your core offer, you can make the core offer

@[19:26] .

@[19:26] Or my recommendation, you can use the lead magnet.

@[19:29] All right.

@[19:29] Give away the free or discounted thing so that they want to

@[19:31] take a step towards you.

@[19:32] All right.

@[19:33] And here's what to say.

@[19:36] All right.

@[19:37] So I try to make this as simple as humanly possible.

@[19:39] Now, the key here is that when we make the offer, we're

@[19:43] actually not offering it to them.

@[19:45] We will be offering it to their friends.

@[19:48] Key distinction.

@[19:50] No one wants to be hawk shit.

@[19:52] No one wants to be pitched stuff.

@[19:54] But what you are doing is you're going to ask them if they

@[19:56] know anybody.

@[19:57] All right.

@[19:58] So you say, hey, by the way, do you know anybody who's

@[20:01] described the struggles that you think

@[20:02] this person's dealing with or already has said they are?

@[20:04] Who's looking to whatever the outcome of the thing that you

@[20:08] sell is?

@[20:09] In a certain period of time that they can expect to get the

@[20:11] outcome?

@[20:12] I'm taking on five case studies for free because that's all

@[20:14] I can handle right now.

@[20:15] Implied scarcity.

@[20:16] I just want to get some testimonials for my service.

@[20:19] Reason why?

@[20:20] I help them dream outcome without the things they hate.

@[20:25] It works.

@[20:26] I even guarantee it.

@[20:27] Sorry.

@[20:28] I even guarantee people get the dream outcome or I work

@[20:31] with them until they do.

@[20:32] I just had a girl named Sarah work with me to get the thing

@[20:34] that you just told me you wanted,

@[20:36] even though she had the same struggle that you just

@[20:38] described to me.

@[20:39] And I also had a guy named Tom and it was his first time.

@[20:42] And we're showing two different things.

@[20:43] One is we're showing an ideal prospect.

@[20:45] And then we're also showing the fact that you don't have to

@[20:47] be really good.

@[20:48] And even if it's the first shot, they can do it.

@[20:51] I used to even joke when I was selling weight loss.

@[20:52] I was like, I even had a girl who didn't speak English who

@[20:54] used the meal plan.

@[20:55] It was so easy.

@[20:55] And so people were like, okay, well, if somebody who could

@[20:58] speak English could do it,

@[20:59] then I guess I could do it too, right?

@[21:00] It tells them subconsciously that it's an easy thing for

@[21:03] them to do, right?

@[21:04] And so moving back to the script, I just like more testimon

@[21:06] ials to show it works across

@[21:08] different scenarios.

@[21:08] So does anyone you like come to mind?

@[21:10] And at that point, they'll either say yes or no.

@[21:15] Now, nine times out of 10, they'll be like, fuck my friends

@[21:17] .

@[21:18] They're like, I'm interested.

@[21:21] Right?

@[21:21] But if they don't and they say no, then you say, ha ha,

@[21:25] does anyone you hate come to mind?

@[21:27] And then it kind of helps you break the ice there.

@[21:29] That's why I say, does anyone you like, any friends you

@[21:31] like come to mind that might benefit

@[21:33] from this, that I can help out with this, that might be

@[21:34] interested in this?

@[21:35] What I don't want is for you to take this word for word.

@[21:37] I want you to take the ideas and apply it to yourself and

@[21:40] use your own.

@[21:40] Like, if you would never say something this way, then don't

@[21:42] say it this way.

@[21:43] Say it your way.

@[21:44] And again, this is where the reps comes in.

@[21:46] And you'll learn the reps and you'll learn how to say it.

@[21:48] And then it'll sound like you.

@[21:50] All right, but these are the core things we're saying here.

@[21:51] And you'll notice from the first book, we're actually

@[21:54] hitting the four elements of the value

@[21:56] equation.

@[21:56] We talked about the dream outcome.

@[21:58] The perceived likelihood of achievement is implied because

@[22:00] we show multiple testimonials

@[22:01] in our little mini pitch.

@[22:03] We talked about the time delay, how quickly, and we talked

@[22:05] about how we can do it without

@[22:06] the effort and sacrifice.

@[22:07] All of those things in a short statement.

@[22:09] Now, you can do this via email.

@[22:10] You can do it on the phone.

@[22:11] You can do it via message.

@[22:12] And this might be broken up into two or three messages back

@[22:14] and forth.

@[22:15] But fundamentally, this is what we're communicating.

@[22:17] All right.

@[22:18] Now, I like that.

@[22:19] Do you have a friend who comes to mind?

@[22:21] Because you can also like, okay, well, do you have an enemy

@[22:22] who comes to mind?

@[22:23] It just like it just it breaks the ice and makes it seem

@[22:26] like way less pressure.

@[22:27] Okay.

@[22:28] And that breaks the awkwardness.

@[22:30] Because remember, and this is the big underlining point,

@[22:32] you're not soliciting them.

@[22:34] You're asking them if they know anybody who would like the

@[22:37] thing.

@[22:38] And so in that way, you can basically sidestep all the ick

@[22:41] associated with pitching stuff

@[22:44] or that you've maybe been pitched or have negative

@[22:45] experiences with.

@[22:46] Okay.

@[22:46] And so not asking them to buy.

@[22:49] We're asking if they know anyone.

@[22:50] And we're asking them if they want.

@[22:51] We know anyone who wants something for free.

@[22:53] We're not even asking them to buy.

@[22:54] We're asking if they want our lead magnet.

@[22:56] That's massively discounted or free altogether.

@[22:58] Do you know anybody who would want my book on leads?

@[23:00] I just wrote it.

@[23:01] It's free.

@[23:01] Do you know any business owners who could benefit from that

@[23:03] ?

@[23:03] Local businesses or national, either would work.

@[23:05] Actually, well, tell me more about it.

@[23:09] Ah, they showed interest in the thing we have to sell.

@[23:12] One step forward.

@[23:14] Now we have a conversation.

@[23:16] And so if you have even less time because you're like, man,

@[23:19] that's a lot of stuff.

@[23:20] Basically, you're just saying, hey, I help ideal customer

@[23:22] get dream outcome in this time period

@[23:24] without effort and sacrifice.

@[23:24] And I've done this a lot of times.

@[23:27] Here's some examples.

@[23:28] And this is the short and sweet version that works well for

@[23:30] email, text, DMs, calls, in-person.

@[23:31] Just fill in the blanks.

@[23:32] Okay?

@[23:33] So I was thinking about putting this separately, but I'm

@[23:35] going to include this right now.

@[23:37] Is that there are 11 ways to increase perceived likelihood

@[23:39] of achievement.

@[23:40] Because I said it was one of the four variables.

@[23:41] And so what we want to do is weave as many of these in as

@[23:43] we can without seeming overwhelming.

@[23:44] And now you might not have all of these, but highlight the

@[23:47] ones you do have.

@[23:48] So one is we show proof that we have done what they want.

@[23:50] So if I lost 100 pounds or if I had a mental breakdown and

@[23:53] then I no longer do,

@[23:54] or I used to have a really messy house and I don't anymore,

@[23:57] like whatever it was,

@[23:58] or I had friends who had messy houses and I helped them

@[23:59] clean it.

@[24:00] I just tell my story.

@[24:01] That's level one.

@[24:02] Level two is I show proof of people just like them getting

@[24:04] what they want.

@[24:05] This is stronger.

@[24:06] The more people you show like them getting the outcome they

@[24:08] want,

@[24:09] the more likely they'll think that you can deliver it to

@[24:11] them.

@[24:11] Three is just showing a sheer volume of happy reviews.

@[24:14] Here's all the five stars I've gotten.

@[24:16] Here's 100, you know, Google five-star reviews I have to

@[24:19] show that.

@[24:20] And if you're in an in-person setting, you can actually

@[24:23] screenshot them

@[24:24] and then post them in your waiting room.

@[24:25] And so like for my gym, for example, tiny local business,

@[24:28] I think I had, I don't know, a few hundred Yelp reviews

@[24:30] between Yelp, Google, Facebook.

@[24:32] I had about, you know, a couple hundred reviews between all

@[24:34] of those together.

@[24:36] And so all I did was I screenshot of the review and I put

@[24:39] it in a frame

@[24:41] and I floor to ceiling made my entire lobby five-star

@[24:44] reviews.

@[24:45] And so when someone walked into my lobby, they're like,

@[24:47] damn, this place has a lot of five-star reviews.

@[24:49] All I did was take what was already online and I expanded

@[24:52] it and made it,

@[24:53] I emphasized it.

@[24:54] And so what we do there is that now when I'm making my

@[24:58] offer,

@[24:58] no one's going to be like, well, how do I know it's going

@[25:00] to work?

@[25:00] I would just be like, why do you think it won't work?

@[25:05] Right?

@[25:07] And so this is why having lots of proof is really important

@[25:09] .

@[25:09] And also the reason I want you to start doing this for free

@[25:12] so you can get more case studies early so that when you

@[25:14] have that person,

@[25:14] when you're asking for money later, you have proof.

@[25:16] All right?

@[25:17] Now, fourth is certifications, degrees, or third-party acc

@[25:20] reditations

@[25:21] to show that you're legit.

@[25:21] So if you have a credit, you know, some sort of cert that's

@[25:24] required

@[25:24] for the work that you do, then show it.

@[25:26] If you have a degree of some sort that's meaningful, then

@[25:28] show it, of course.

@[25:29] Five, number, stats, research that supports the outcome

@[25:32] that you want them to believe in.

@[25:33] Right?

@[25:33] So what I showed earlier, I showed that average company we

@[25:35] have triples profit

@[25:36] in the first 12 months.

@[25:37] That's the average.

@[25:38] You're just stating the facts.

@[25:40] Now, six is experts vouching for you.

@[25:43] So if you have somebody who has expertise in whatever this

@[25:45] thing is,

@[25:46] them vouching for you, if I said, hey, Elon Musk says Alex

@[25:50] is awesome,

@[25:52] like learn from Alex, that would look good for me.

@[25:54] I could probably just show that 10-second video,

@[25:57] and people would be like, wow, it's good enough for Elon?

@[25:59] Good for me.

@[26:00] What you're doing there is borrowing brand authority.

@[26:01] And so if you don't have a big brand,

@[26:03] borrowing someone else's brand authority works.

@[26:05] Now, you want to make sure that you're getting their

@[26:07] permission to do that,

@[26:07] which is a key point.

@[26:08] Don't be a scummy idiot and take a picture with somebody

@[26:11] and then say that they endorse you because it is a great

@[26:13] way

@[26:13] to make everyone, your customers included, and that person

@[26:16] now hate you.

@[26:17] So don't do that.

@[26:17] But if you do help somebody who does have esteem,

@[26:20] which, by the way, is a great way to get early testimonials

@[26:23] ,

@[26:23] is offer stuff for free and just say, hey, if I do a great

@[26:25] job,

@[26:25] would you be willing to say this?

@[26:27] And say it up front.

@[26:28] Don't try and nick them later.

@[26:29] Just say it up front.

@[26:30] And some people will be willing to do that.

@[26:31] Seven, some unique or new characteristic

@[26:36] that they haven't failed before with.

@[26:37] All right, this is a little bit of the persuasion side of

@[26:39] this,

@[26:39] is that you can increase the likelihood that they believe

@[26:41] it'll happen

@[26:42] if you show a different vehicle for getting there

@[26:44] than they've done in the past.

@[26:45] And so if they failed using meal plans,

@[26:47] but you show that you have this counting system

@[26:49] that doesn't require a plan,

@[26:50] then they might be like, oh, well, I haven't failed with

@[26:52] this.

@[26:53] I failed with that.

@[26:54] And I can now believe that this would work for me.

@[26:56] And this is a little bit in the selling process,

@[26:57] but I wanted to highlight it because it is important.

@[26:59] Eight is celebrities who've endorsed us.

@[27:01] I only separate this out because an expert is different

@[27:04] than a celebrity.

@[27:04] Right, if I had a PhD who said Alex is awesome

@[27:06] versus a celebrity who said I was awesome,

@[27:09] those are different.

@[27:09] Guaranteing that they'll achieve it

@[27:11] fundamentally increases the likelihood

@[27:12] that they're going to perceive that it'll happen.

@[27:14] And especially if you put some skin in the game too.

@[27:16] All right, not just like I guarantee it,

@[27:18] but you have to have the or what,

@[27:20] like or else,

@[27:21] like or what is going to happen if I don't deliver this.

@[27:23] And the more the skin in the game you have on the or else

@[27:26] side

@[27:26] or the or what side,

@[27:27] the more they will believe it.

@[27:28] Ten is how well you describe them

@[27:31] or their current pain they're experiencing.

@[27:33] The more specific, the better.

@[27:34] If you can perfectly describe

@[27:36] the pains and problems

@[27:38] that someone's experiencing in their current life,

@[27:40] like nuanced to a level

@[27:42] that they feel like they're like,

@[27:43] you're in their head,

@[27:43] they'll almost always believe

@[27:46] that you can provide the solution

@[27:48] based on how specifically you describe their problem.

@[27:50] And this is why a lot of founders

@[27:52] do a good job

@[27:53] creating businesses around problems

@[27:56] that they suffer from.

@[27:57] Because they're like,

@[27:58] I used to feel this way.

@[27:59] So I know,

@[28:00] like I felt this way,

@[28:01] I know how you feel

@[28:01] because this is what I went through

@[28:03] and this is how I used to feel

@[28:04] and people are like,

@[28:04] fuck, that's me.

@[28:05] And they're like,

@[28:06] and then I found this

@[28:07] and this is what I started doing

@[28:08] and this is what happened.

@[28:09] And I think you can do it too, right?

@[28:11] And that feel felt found

@[28:12] is that's like a mini script there.

@[28:13] But the big idea here

@[28:16] is that if you can describe it to them,

@[28:18] they will believe you

@[28:19] if it's specific.

@[28:21] Eleven,

@[28:22] if possible,

@[28:23] demonstrate the outcome live.

@[28:24] All right,

@[28:25] and this is a big one.

@[28:25] If you have any kind of product

@[28:27] or service,

@[28:29] and this is where it takes marketing genius

@[28:31] to figure this out, okay?

@[28:34] Showing it happening in real time.

@[28:35] So I got sold some cleaning product

@[28:37] from a guy

@[28:38] who was going gym to gym to gym.

@[28:39] And he said,

@[28:40] hey, do you have any?

@[28:41] And he barely even asked.

@[28:42] He's like,

@[28:42] oh, I got that stain.

@[28:43] He's like,

@[28:43] let me clean it for you.

@[28:44] And he took all these,

@[28:46] actually these really,

@[28:47] like they were gum.

@[28:48] It was gum

@[28:48] that had been stamped into my turf.

@[28:50] Impossible to get out.

@[28:51] And he had this stuff

@[28:52] and he got rid of it.

@[28:53] And I was like,

@[28:53] hot, hot damn.

@[28:54] And he did like two or three spots

@[28:56] and I was like,

@[28:56] oh, that's nice.

@[28:57] And he's like,

@[28:57] hey.

@[28:57] And immediately he was like,

@[28:59] hey,

@[28:59] this gym,

@[29:00] this gym,

@[29:00] this gym,

@[29:01] this gym,

@[29:01] this gym across the street

@[29:02] all bought some.

@[29:03] Do you want some?

@[29:03] And so in like 60 seconds,

@[29:06] he demonstrated value.

@[29:07] He did it before my eyes.

@[29:08] My perceived likelihood

@[29:09] went through the roof

@[29:09] and then he showed social proof.

@[29:11] And I was like,

@[29:12] shit,

@[29:12] how much is it?

@[29:12] And I always appreciate

@[29:13] the hustle guy sweating.

@[29:14] He's like summer.

@[29:15] It was a hundred bucks

@[29:16] for some cleaning solution,

@[29:17] which is ridiculous.

@[29:17] It was probably a dollar,

@[29:18] but it worked,

@[29:20] right?

@[29:21] And so that is easier

@[29:23] if you have a physical demonstration.

@[29:24] Now you're like,

@[29:24] well,

@[29:24] I can't do that

@[29:25] in front of someone.

@[29:25] Make a video,

@[29:26] make it into an ad,

@[29:27] make a video,

@[29:27] send it via message.

@[29:28] Still works,

@[29:29] right?

@[29:30] But what if I sell a service

@[29:31] that's more complex?

@[29:32] Well,

@[29:33] what if a marketing agency?

@[29:34] Well,

@[29:35] then you say,

@[29:35] hey,

@[29:36] here's a call

@[29:37] from one of our customers

@[29:38] getting a lead

@[29:39] from our services.

@[29:40] Let me send it to you.

@[29:41] Can you handle a call like this?

@[29:43] And then they're like,

@[29:44] oh shit.

@[29:45] That's what,

@[29:46] it's demonstrating in advance

@[29:47] what it would look like

@[29:49] to receive the value

@[29:50] of the service.

@[29:51] My likelihood

@[29:52] of having it happen

@[29:52] in my mind

@[29:53] goes up

@[29:53] because I,

@[29:54] as a salesman,

@[29:54] is asking them,

@[29:55] can you put yourself

@[29:56] in the person's shoes

@[29:57] who's receiving this lead?

@[29:58] What would that be like for you?

@[30:00] Would you be able

@[30:00] to handle that?

@[30:01] They're like,

@[30:01] well,

@[30:02] I mean,

@[30:02] yeah.

@[30:02] How many do you think

@[30:03] you could handle?

@[30:04] Oh,

@[30:05] right?

@[30:05] We're already past them

@[30:07] believing it's going to happen.

@[30:07] We're already getting them

@[30:08] to pick how many,

@[30:09] right?

@[30:10] Little things

@[30:11] that increase the likelihood

@[30:12] that someone believes you.

@[30:13] We warm them up.

@[30:15] We invite their friends.

@[30:16] We make it likely.

@[30:17] Now we make them

@[30:18] the easiest offer in the world.

@[30:19] We say,

@[30:20] hey,

@[30:20] since I'm only taking five people,

@[30:22] I can give you all the attention

@[30:23] you need to get

@[30:24] brag-worthy results,

@[30:25] and I'll give it all for free

@[30:26] so long as you promise

@[30:26] to do three things.

@[30:27] One,

@[30:28] use my product or service.

@[30:29] Two,

@[30:30] give me feedback.

@[30:31] And three,

@[30:32] leave a killer review

@[30:33] if you think it deserves one.

@[30:34] Does that sound fair?

@[30:35] That's the easiest offer

@[30:37] in the world.

@[30:38] You make it to them

@[30:38] or their friend,

@[30:39] whichever.

@[30:40] And then you see

@[30:41] the five people there,

@[30:41] they say,

@[30:42] okay,

@[30:42] I'll give it a shot.

@[30:43] And here's why

@[30:45] we do this.

@[30:46] Because I know

@[30:47] some people will be like,

@[30:47] man,

@[30:48] Alex is telling people

@[30:49] to give all their time away

@[30:50] for free.

@[30:50] That is not what I'm saying.

@[30:52] I am saying

@[30:53] that number one,

@[30:54] you get the reps in

@[30:56] and become comfortable

@[30:57] making offers to people

@[30:58] because some of you guys

@[30:58] are so nervous

@[30:59] to ask for anything

@[31:00] that you shit your pants.

@[31:01] So,

@[31:02] you're just offering

@[31:03] free stuff.

@[31:04] It'll calm your nerves

@[31:05] knowing that you're

@[31:05] just helping people

@[31:06] for free

@[31:08] for now.

@[31:09] Winky face.

@[31:10] Two,

@[31:13] you probably suck

@[31:14] for now

@[31:15] because you're new

@[31:16] to this,

@[31:17] right?

@[31:17] And people are far

@[31:18] more forgiving

@[31:18] when you haven't

@[31:19] charged anything.

@[31:20] And so,

@[31:21] if you mess up

@[31:21] a little bit

@[31:21] in the beginning,

@[31:22] they're a little bit

@[31:23] more forgiving

@[31:23] than if you charge

@[31:24] them for stuff.

@[31:24] Number three

@[31:26] is that because

@[31:26] you probably suck,

@[31:27] you need to learn

@[31:28] how to suck less

@[31:29] and you suck less

@[31:30] by doing more.

@[31:31] And so,

@[31:31] this gives you

@[31:32] a great way

@[31:33] to get those reps in,

@[31:34] right?

@[31:34] And it's better

@[31:35] to have a few guinea pigs

@[31:36] to get the kinks out

@[31:37] and you learn a ton

@[31:38] from the people

@[31:39] you help for free.

@[31:39] I promise.

@[31:40] You actually are getting

@[31:41] the better end

@[31:42] of the deal here.

@[31:43] They're getting probably

@[31:43] some mediocre

@[31:44] to terrible service

@[31:45] and you're getting

@[31:45] this free education

@[31:46] from them

@[31:47] and maybe even

@[31:48] some testimonials,

@[31:49] some reviews

@[31:49] and,

@[31:50] by the way,

@[31:51] they refer friends

@[31:51] later.

@[31:52] All right?

@[31:52] So,

@[31:53] even though it may not

@[31:54] feel like it right now,

@[31:55] this is a great ROI

@[31:57] for you.

@[31:57] And number four

@[31:58] is that if people

@[31:59] get value,

@[32:00] especially for free,

@[32:01] they're far more likely

@[32:02] to, one,

@[32:02] leave you positive reviews

@[32:03] and testimonials

@[32:04] than they otherwise would.

@[32:05] They might not

@[32:06] normally have left your review

@[32:07] if they paid for it

@[32:07] because they've given you

@[32:08] some value.

@[32:08] But since you didn't

@[32:09] ask for any money,

@[32:10] they're far more likely

@[32:11] to give you a review

@[32:12] or a testimonial

@[32:13] or both.

@[32:14] Two is that they'll

@[32:15] give you feedback,

@[32:16] especially if they don't

@[32:16] like it,

@[32:17] they'll tell you

@[32:17] why they don't like it

@[32:18] and that's valuable.

@[32:18] Don't let your ego

@[32:19] get in the way,

@[32:20] like,

@[32:20] we're here to make money,

@[32:21] not be right.

@[32:21] At the end of the day,

@[32:22] the customer is the one

@[32:23] who's going to tell us

@[32:24] if we're good or not.

@[32:24] So,

@[32:25] fix it.

@[32:26] Okay,

@[32:26] I'm going to give you

@[32:26] a tip that's not

@[32:27] in the book.

@[32:28] Whenever someone

@[32:29] starts giving you feedback,

@[32:30] immediately thank them.

@[32:31] Like,

@[32:32] as they're saying,

@[32:32] like,

@[32:33] dude,

@[32:33] thank you so much

@[32:33] for telling me this

@[32:34] because what it'll do

@[32:35] is it'll encourage them

@[32:36] to tell you even more later.

@[32:36] What happens is

@[32:37] people are even afraid

@[32:38] to give feedback

@[32:39] because they've been punished

@[32:39] so many times for giving it

@[32:40] that people don't even

@[32:41] want to give it.

@[32:41] So,

@[32:42] if you show that you're

@[32:43] a good source,

@[32:43] be like,

@[32:43] oh man,

@[32:44] what else do you think

@[32:45] we could do?

@[32:45] Do you think if we did this,

@[32:46] that would be better?

@[32:47] Like,

@[32:47] you take it as a curious cat,

@[32:49] not as somebody who feels

@[32:51] judged or your ego.

@[32:52] So,

@[32:52] you're like,

@[32:52] oh,

@[32:53] of course I suck.

@[32:53] I'm brand new to this.

@[32:54] It would make sense

@[32:55] that I suck.

@[32:55] It probably was terrible.

@[32:56] Thank you so much

@[32:57] for telling me.

@[32:57] I want to do better.

@[32:58] And everybody will help

@[33:00] somebody who just admits fault

@[33:01] and says,

@[33:02] I want to do better.

@[33:02] Will you let me,

@[33:03] will you give me the opportunity

@[33:04] to do better?

@[33:04] Most people say yes.

@[33:06] Right?

@[33:06] If people do get value,

@[33:08] guess what they'll be likely to do?

@[33:09] One,

@[33:11] they'll be likely to stay

@[33:12] and pay for more

@[33:13] and they'll send their friends

@[33:14] and family.

@[33:15] And guess what?

@[33:16] You can charge them.

@[33:17] You make money from free customers

@[33:19] in three ways.

@[33:20] Number one is that

@[33:20] they convert into paying customers.

@[33:21] Number two is they send you

@[33:23] paying customers via referrals.

@[33:24] And number three,

@[33:24] their testimonials themselves

@[33:26] bring in paying customers.

@[33:27] So,

@[33:28] this is a very high ROI activity.

@[33:30] It's just delayed.

@[33:31] So,

@[33:32] and remember,

@[33:32] we're thinking long here.

@[33:33] You just started

@[33:34] or you're just getting into this.

@[33:35] We're thinking long.

@[33:35] Here's the hinge method.

@[33:37] All right?

@[33:37] This is a little tactic

@[33:39] that I'm going to give you right now

@[33:40] is that if you ask for a referral

@[33:42] from a customer,

@[33:43] get a three-way introduction.

@[33:45] That's why I call it

@[33:46] the hinge method.

@[33:46] Or so,

@[33:47] my favorite way to do this in person

@[33:48] is grab their phone

@[33:49] and say,

@[33:50] hey,

@[33:50] what's the name of your friend

@[33:51] or whatever?

@[33:52] And then you pull them up

@[33:54] and then you put your name in

@[33:55] and then you snap a picture

@[33:56] of you and the person

@[33:57] and you hit send.

@[33:58] And then there's a three-way

@[34:00] text with a picture of you

@[34:02] and the person they know.

@[34:03] That trust transfers partially to you.

@[34:05] And guess what happens next?

@[34:06] People are far more likely

@[34:08] to respond to your message

@[34:09] that you take out your phone

@[34:10] and message to that group.

@[34:11] And now,

@[34:12] you have a conversation

@[34:13] and it's way less likely

@[34:14] that the friend

@[34:15] will ghost you

@[34:16] because they see

@[34:17] that their friend

@[34:18] is watching.

@[34:20] and real real,

@[34:21] what will probably happen

@[34:22] is they'll side message

@[34:23] their friend

@[34:23] and be like,

@[34:23] is this guy legit?

@[34:24] And the person will be like,

@[34:25] oh yeah,

@[34:25] he's awesome.

@[34:26] And then they'll respond.

@[34:27] And then,

@[34:28] you have trust,

@[34:29] they show up,

@[34:29] they buy.

@[34:30] That's how it works.

@[34:31] If you're in person,

@[34:32] try and do that.

@[34:33] If you can't do that in person,

@[34:34] then at least get

@[34:36] a three-way introduction

@[34:37] via messenger

@[34:38] or DM

@[34:39] or chat

@[34:39] or whatever feature

@[34:40] because

@[34:41] you'll get

@[34:43] a significantly higher

@[34:45] response rate

@[34:45] from those leads

@[34:46] than if you were to just say,

@[34:47] hey,

@[34:47] what's your friend's name?

@[34:48] And then you cold message them.

@[34:49] Way better to have the friend

@[34:51] make the intro.

@[34:52] And the key here

@[34:53] is make it easy

@[34:54] for the friend

@[34:54] to make the introduction.

@[34:55] That's the TLDR

@[34:56] of this slide.

@[34:57] So,

@[34:59] at the end of this,

@[35:00] if they say yes,

@[35:02] I want to continue

@[35:04] to buy from you,

@[35:05] then guess what?

@[35:05] You got a free customer.

@[35:06] If they say no,

@[35:08] then they give you

@[35:09] information to improve on.

@[35:10] So,

@[35:10] you say,

@[35:11] hey,

@[35:11] what would I have to do

@[35:12] to make it worthwhile

@[35:13] for you to continue?

@[35:14] And then they'll tell you.

@[35:17] You say,

@[35:17] so if I did that,

@[35:18] would you then continue?

@[35:19] And then they'll say,

@[35:19] yeah,

@[35:20] sure.

@[35:20] And if you do that,

@[35:22] then they will

@[35:22] because then you got

@[35:23] the commitment from them.

@[35:24] And so,

@[35:24] either way you win.

@[35:25] So,

@[35:26] you ask them at the end,

@[35:26] do you want more?

@[35:27] They say yes,

@[35:28] great,

@[35:28] you start making money.

@[35:29] They say no.

@[35:29] You have information,

@[35:31] you ask them what you need to fix,

@[35:32] you fix it,

@[35:32] and then they become a customer.

@[35:33] Either way you win.

@[35:34] And even if they don't,

@[35:35] you still get the info

@[35:36] and you improve it

@[35:36] for the next guy.

@[35:37] All right?

@[35:37] And so,

@[35:38] this gives you a chance

@[35:38] to solve the problem

@[35:39] and exposes hidden costs

@[35:41] to make your product better.

@[35:42] All right?

@[35:43] Now,

@[35:44] hidden costs are all

@[35:44] the other costs

@[35:45] associated with your thing

@[35:46] that aren't monetary.

@[35:47] So,

@[35:48] for example,

@[35:48] if I did,

@[35:49] whatever,

@[35:50] I make video edits

@[35:51] for people.

@[35:52] All right?

@[35:52] That's what I do.

@[35:53] I say,

@[35:54] okay,

@[35:54] I'm going to do this for free,

@[35:56] but my customers

@[35:57] still don't want to do it with me.

@[35:58] Why?

@[35:58] Because it still costs them too much

@[36:00] because you're asking them

@[36:01] to talk to you once a week,

@[36:02] give you feedback on stuff,

@[36:04] you're asking them

@[36:04] to record content.

@[36:05] Like,

@[36:05] those are all costs.

@[36:06] Now,

@[36:07] they're not in the fee,

@[36:08] but they are still costs

@[36:09] to the customer.

@[36:10] And so,

@[36:11] when they say,

@[36:11] it's not worth it for me

@[36:12] and they give you

@[36:13] the reasons why,

@[36:13] those are the things

@[36:14] that you can actively solve.

@[36:15] You say,

@[36:16] okay,

@[36:16] well,

@[36:16] what if instead of recording,

@[36:17] I grabbed from the content

@[36:18] you already have?

@[36:19] Okay,

@[36:19] great.

@[36:20] Well,

@[36:20] I cut out that step.

@[36:20] What if instead of meetings,

@[36:22] I can just send you a report

@[36:23] every week?

@[36:23] Would that work better for you?

@[36:25] Okay,

@[36:25] instead of you giving feedback,

@[36:27] what if I just send them to you

@[36:28] and you just approve?

@[36:29] So,

@[36:31] okay,

@[36:31] well,

@[36:31] I just took out

@[36:31] all three of those pain points.

@[36:33] And I'm giving this micro example,

@[36:34] but every service,

@[36:35] every product has hidden costs.

@[36:37] And those hidden costs

@[36:38] are the negative

@[36:40] or inverses

@[36:41] of the value equation.

@[36:42] And so,

@[36:42] we want to find those out

@[36:43] as fast as we can,

@[36:44] fix them,

@[36:44] so we make our thing

@[36:45] more valuable.

@[36:46] And so,

@[36:46] the last line there

@[36:47] I like a lot,

@[36:48] which is,

@[36:48] just because it doesn't cost them money

@[36:50] doesn't mean it's free.

@[36:51] Now,

@[36:52] you're like,

@[36:52] okay,

@[36:52] so I have my list,

@[36:53] I pick my platform,

@[36:54] I personalize the message,

@[36:55] I started reaching out to them,

@[36:55] I ACA'd,

@[36:56] I warmed them up,

@[36:57] I got them to invite their friends,

@[36:58] I made the easiest offer in the world,

@[36:59] now what?

@[37:00] Well,

@[37:01] start back at the top,

@[37:03] right?

@[37:03] You have a thousand leads,

@[37:04] you got two thousand leads,

@[37:05] you reached out to them a few times,

@[37:06] that'll probably take you

@[37:08] a couple months.

@[37:08] And guess what happens?

@[37:09] Shit changes.

@[37:11] Sometimes,

@[37:13] Cindy Lou Who

@[37:14] feels good about

@[37:15] how she fits in her dress today,

@[37:16] and in 12 weeks,

@[37:17] she puts that same dress on,

@[37:18] she feels a little chunky.

@[37:19] And she's like,

@[37:20] man,

@[37:20] I feel a little fluffy today.

@[37:22] And then the DM comes

@[37:23] to the top of her inbox,

@[37:24] and guess what?

@[37:25] Her taxi light is on,

@[37:26] now she's in the market.

@[37:28] And so you just don't know

@[37:29] where people are

@[37:29] in the specific time

@[37:31] when you message them.

@[37:31] And this is why it's so important

@[37:33] to reach out to people

@[37:33] more times in more ways,

@[37:34] because you want to do it

@[37:35] at a place and convenient

@[37:36] for them in the macro,

@[37:38] but also convenient

@[37:39] for them in the micro.

@[37:39] Sometimes,

@[37:40] Cindy might have been

@[37:41] trying to lose weight

@[37:42] the first time you messaged her,

@[37:43] or the second time

@[37:44] you messaged her,

@[37:44] but she might have been

@[37:45] getting out of the van

@[37:46] with her kids,

@[37:47] and be like,

@[37:48] ah,

@[37:48] I'll get to it later,

@[37:48] and then she forgets.

@[37:49] So,

@[37:50] don't have an ego about,

@[37:51] like,

@[37:52] ah,

@[37:52] they didn't respond to me,

@[37:53] how dare they exist?

@[37:54] It's just ridiculous.

@[37:55] Like,

@[37:55] just get more at bets.

@[37:57] Ask again.

@[37:57] We're just talking to them

@[37:58] and asking them a question

@[37:59] about themselves.

@[38:00] Remember,

@[38:00] we're just providing

@[38:01] free value here.

@[38:02] Finally,

@[38:03] you're like,

@[38:03] okay,

@[38:03] Alex,

@[38:04] where do I make money?

@[38:04] I got you.

@[38:06] Now we start charging.

@[38:08] So,

@[38:08] here's how you know

@[38:10] when you're good enough,

@[38:11] is that when people

@[38:12] start referring,

@[38:13] or you don't have

@[38:14] more capacity

@[38:15] to take people on,

@[38:16] when that happens,

@[38:17] you swap free

@[38:18] in that script

@[38:19] to 80% off

@[38:21] for the next five,

@[38:21] and then you go 60%

@[38:23] off for the next five,

@[38:24] and then 40,

@[38:25] and then 20,

@[38:26] and then your full price,

@[38:28] and guess what?

@[38:29] After your full price,

@[38:30] you can still keep

@[38:31] bumping the price

@[38:32] every 20,

@[38:32] every five,

@[38:33] until you find

@[38:34] your sweet spot,

@[38:34] where you have enough

@[38:35] people still saying yes,

@[38:36] and your roster's full,

@[38:37] because when we do it this way,

@[38:38] the way I'm outlining,

@[38:39] you create scarcity

@[38:41] because you get yourself

@[38:43] to capacity,

@[38:43] and I'm purposely

@[38:45] doing this for you

@[38:46] because at that point,

@[38:47] you will feel abundant

@[38:48] in terms of the number

@[38:48] of customers you have,

@[38:49] and so you won't

@[38:50] take on crappy people,

@[38:51] and you will actually

@[38:52] be like,

@[38:53] honestly,

@[38:53] my time is limited,

@[38:54] and you'll be able

@[38:55] to with conviction

@[38:56] and ethically say,

@[38:58] I can't really charge

@[39:01] any less than this.

@[39:01] It doesn't make sense for me,

@[39:02] and you can be truthful

@[39:04] about it,

@[39:04] and then what's crazy

@[39:05] is that when you have

@[39:06] the rest of these people

@[39:07] who start coming in

@[39:08] and paying,

@[39:08] you can turn to the people

@[39:09] you're doing it for free

@[39:10] and say,

@[39:10] hey,

@[39:11] I got all these people

@[39:11] that are paying me,

@[39:12] like,

@[39:12] I either have to pick them

@[39:14] or you,

@[39:14] I'd rather keep working

@[39:15] with you,

@[39:15] would you be willing to?

@[39:17] And if they're,

@[39:19] yes,

@[39:19] great,

@[39:20] you just converted somebody,

@[39:21] and if not,

@[39:22] no sweat,

@[39:23] you have somebody

@[39:24] lined up waiting for you,

@[39:25] so either way you win.

@[39:26] So this is the foolproof way

@[39:29] or the simplest way

@[39:30] that I know of

@[39:31] to get somebody from

@[39:31] free stuff,

@[39:32] providing value they know

@[39:34] to slowly beginning to charge.

@[39:35] All right,

@[39:36] and this is a process.

@[39:36] Now,

@[39:36] if you want to do every three,

@[39:37] go every three.

@[39:38] The concept is more important

@[39:39] than the actual numbers.

@[39:40] You want to do 25% jumps,

@[39:42] do 20.

@[39:42] You want to do 50% jumps,

@[39:43] it doesn't matter.

@[39:43] The point is that

@[39:44] you can commit to a process,

@[39:46] and then on a long enough time horizon,

@[39:47] you will win.

@[39:48] And so,

@[39:50] every five,

@[39:50] raise the price 20% or more.

@[39:53] All right,

@[39:53] so I think it's a good one

@[39:54] to just keep all the way throughout

@[39:55] because guess what?

@[39:56] The more you do,

@[39:57] depending on what the service is,

@[39:58] you might be able to just continue

@[39:59] doing this ad infinitum,

@[40:00] as in forever.

@[40:01] All right,

@[40:01] now,

@[40:02] you might have to do it

@[40:03] every 10 or every 20,

@[40:04] but you can still,

@[40:05] over time,

@[40:05] as long as you have

@[40:06] your constrained capacity,

@[40:07] you can continue raising the price.

@[40:09] All right,

@[40:09] and it gives you true scarcity,

@[40:10] which will convert

@[40:12] at a much higher percentage

@[40:13] in your sales.

@[40:13] And so,

@[40:15] I'm going to give you

@[40:16] a little snippet

@[40:17] from the secret course,

@[40:19] which by the time

@[40:19] you're watching this,

@[40:20] you will know that it exists,

@[40:21] is that one of my favorite

@[40:22] little hacks here

@[40:24] is something that I call

@[40:25] the pre-play post-guarantee.

@[40:26] All right,

@[40:26] so you can get more cash

@[40:28] up front and more yeses

@[40:29] at the same time.

@[40:30] So more people buying

@[40:32] and paying up front.

@[40:32] So here's how it works.

@[40:33] Offering a guarantee

@[40:34] gets more people to buy

@[40:35] because it reverses risk,

@[40:37] right?

@[40:37] So here's the nice twist on it,

@[40:38] is that you can offer

@[40:40] a guarantee

@[40:40] only to people

@[40:41] who pay up front.

@[40:42] Reason why?

@[40:44] People who invest up front

@[40:45] are more committed,

@[40:46] and as a result,

@[40:46] we're able to guarantee

@[40:47] their outcomes.

@[40:48] So if you'd like our guarantee,

@[40:49] then you can prepay

@[40:50] for the service.

@[40:51] And so it gives you

@[40:53] a really strong reason

@[40:54] why for someone

@[40:54] to prepay for 12 weeks

@[40:55] or six months

@[40:56] or whatever the time period

@[40:57] of the service

@[40:58] or the thing you have,

@[40:59] or prepay for a bulk purchase

@[41:00] if you're talking

@[41:01] about inventory.

@[41:01] All right?

@[41:02] And another version

@[41:03] of the wording

@[41:03] that I got from my good friend

@[41:04] Dr. Cashy,

@[41:05] which I really love,

@[41:06] is that after the person

@[41:07] agrees to buy,

@[41:07] they've already agreed to buy,

@[41:08] they've already said,

@[41:09] yes, I'm buying.

@[41:09] You say,

@[41:10] would you rather pay less today

@[41:11] or get all your money back?

@[41:13] And a lot of times people say,

@[41:16] well, I'd rather get

@[41:17] all my money back.

@[41:17] And so paying less today

@[41:19] means a payment plan.

@[41:20] So less money down.

@[41:22] Get all your money back

@[41:23] equals you prepay

@[41:24] and get a guarantee

@[41:25] that results in the thing you want.

@[41:27] So example is that

@[41:29] pay less equals

@[41:29] $2,000 a month

@[41:30] for three months

@[41:30] equals $6,000

@[41:31] with no guarantee.

@[41:32] Or get all your money back

@[41:34] is $6,000 up front

@[41:36] with a guarantee.

@[41:37] Interesting, right?

@[41:39] And when you presented

@[41:40] this way,

@[41:40] the majority of people,

@[41:41] here's what's crazy,

@[41:42] majority of people

@[41:42] will take the upfront cash option

@[41:44] with a guarantee.

@[41:44] All right,

@[41:45] so if you planned on offering

@[41:46] one anyways,

@[41:48] like if you planned on offering

@[41:49] a guarantee anyways,

@[41:49] then you might as well

@[41:50] weaponize it

@[41:51] to incentivize more people

@[41:52] to say yes

@[41:52] and pay up front.

@[41:53] So just a little hack for you.

@[41:55] So that's how you start charging.

@[41:57] And now you're like,

@[41:58] okay,

@[41:59] I've worked my list,

@[42:00] I'm at capacity,

@[42:01] I have all these people,

@[42:01] I'm selling,

@[42:02] I'm a gazillionaire,

@[42:03] Alex,

@[42:04] what do I do now?

@[42:04] Well,

@[42:05] you still have a list of people

@[42:06] that you have contacted

@[42:07] that you spent all this time

@[42:09] and effort to put together

@[42:09] and reached out to.

@[42:10] So what do you do with them?

@[42:11] You keep them warm.

@[42:12] How do you keep them warm?

@[42:13] You provide value.

@[42:14] So you provide value,

@[42:15] you provide value,

@[42:16] you provide value,

@[42:17] and then every once in a while

@[42:18] you throw in

@[42:19] what Dean Jackson's

@[42:20] famous nine word email,

@[42:21] which is,

@[42:22] are you still looking to?

@[42:23] Forward desire.

@[42:24] Buy your dream home,

@[42:25] get more sales leads,

@[42:26] tone up your arms,

@[42:27] open an online store,

@[42:28] start a YouTube channel,

@[42:29] whatever it is.

@[42:31] And that's it.

@[42:31] Make it very simple.

@[42:32] Small call to action,

@[42:34] interrupted by lots of value.

@[42:35] And this leads us very naturally

@[42:37] to the next type of advertising,

@[42:38] which is content.

@[42:39] Because when you're keeping

@[42:40] your list warm,

@[42:41] you're fundamentally talking

@[42:42] to many people at once,

@[42:43] and then that leads us

@[42:44] to the next one.

@[42:44] And so here's your little

@[42:45] action checklist.

@[42:46] Is that who?

@[42:47] This is going to be you

@[42:48] in the beginning.

@[42:48] What?

@[42:49] You're going to be giving

@[42:50] your first five free.

@[42:50] Where?

@[42:51] You're going to be messaging,

@[42:52] phone calling,

@[42:52] physical mailing,

@[42:53] SMS, etc.

@[42:54] Who?

@[42:55] The context you already have access to.

@[42:56] When?

@[42:57] Your first four hours of your day.

@[42:59] So if you're starting out

@[43:00] or you're trying to advertise,

@[43:01] first four hours of every day

@[43:02] is this.

@[43:03] This is your 100 reach outs.

@[43:04] All right?

@[43:05] Why?

@[43:05] Because you're trying to get customers

@[43:06] or get introductions to customers.

@[43:07] How are you going to do it?

@[43:08] You're going to personalize your message

@[43:10] and then use ACA.

@[43:11] How much?

@[43:11] 100 attempts a day.

@[43:13] How many?

@[43:13] You're going to follow up

@[43:14] two more times after the first.

@[43:15] And how long?

@[43:16] Until you get customers.

@[43:18] And so I have this little quote here.

@[43:20] You can get good enough

@[43:21] at almost anything

@[43:22] in 20 hours of focused effort.

@[43:23] The problem is,

@[43:23] most people spend years

@[43:24] delaying the first hour.

@[43:25] So don't delay the first hour.

@[43:27] Watch this thing,

@[43:28] do this checklist,

@[43:29] and start today.

@[43:29] And so here's what to expect

@[43:31] because you might be like,

@[43:31] all right, well, how am I doing?

@[43:32] Typically,

@[43:33] one to 2% of the people

@[43:35] that you reach out to will buy.

@[43:36] So I just want to set this up.

@[43:37] Like if you reach out to 20 people,

@[43:38] like no one bought,

@[43:38] it's like duh.

@[43:39] Like 1% is 0.2 people

@[43:41] and 0.2 people don't exist.

@[43:42] All right?

@[43:43] So 1 to 2%.

@[43:44] So expect 80% not to reply.

@[43:46] Of the 20% that do reply.

@[43:49] And if you're doing better than this,

@[43:50] awesome.

@[43:51] Amazing.

@[43:52] You're killing it.

@[43:53] Okay?

@[43:54] So if you're getting 20% to reply,

@[43:56] of those 20%,

@[43:57] you get some of them to reply

@[43:58] and get the free thing.

@[43:59] And then of those,

@[44:01] 1 to 2% will buy.

@[44:02] So of 100 reach outs,

@[44:03] you'll get 1 to 2 people

@[44:04] who want to buy your thing.

@[44:05] And so when you look at your list

@[44:06] of 2,000 leads,

@[44:08] guess what?

@[44:08] You've got 20 to 40 customers in there.

@[44:10] And for most people,

@[44:11] that will replace your job

@[44:12] and your income.

@[44:24] And so if you're getting 20% to reply,

@[44:25] you'll get 20% to reply.

@[44:26] And so if you're getting 20% to reply,

@[44:27] you'll get 20% to reply.

@[44:28] And so if you're getting 20% to reply,

@[44:29] you'll get 20% to reply.

@[44:30] And so if you're getting 20% to reply,

@[44:31] you'll get 20% to reply.

@[44:32] And so if you're getting 20% to reply,

@[44:33] you'll get 20% to reply.

@[44:34] And so if you're getting 20% to reply,

@[44:35] you'll get 20% to reply.

@[44:36] And so if you're getting 20% to reply,

@[44:37] you'll get 20% to reply.

@[44:38] And so if you're getting 20% to reply,

@[44:39] you'll get 20% to reply.

@[44:40] And so if you're getting 20% to reply,

@[44:41] you'll get 20% to reply.

@[44:42] And so if you're getting 20% to reply.

@[44:54] And so if you're getting 20% to reply,

@[44:55] you'll get 20% to reply.

@[44:56] And so if you're getting 20% to reply,

@[44:57] you'll get 20% to reply.

@[44:58] And so if you're getting 20% to reply,

@[44:59] you'll get 20% to reply.

@[45:00] And so if you're getting 20% to reply,

@[45:01] you'll get 20% to reply.

@[45:02] And so if you're getting 20% to reply,

@[45:03] you'll get 20% to reply.

@[45:04] And so if you're getting 20% to reply,

@[45:05] you'll get 20% to reply.

@[45:06] And so if you're getting 20% to reply,

@[45:07] you'll get 20% to reply.

@[45:08] And so if you're getting 20% to reply,

@[45:09] you'll get 20% to reply.

@[45:10] And so if you're getting 20% to reply,

@[45:11] you'll get 20% to reply.

@[45:12] And so if you're getting 20% to reply.

@[45:24] And so if you're getting 20% to reply,

@[45:25] you'll get 20% to reply.

@[45:26] And so if you're getting 20% to reply,

@[45:27] you'll get 20% to reply.

@[45:28] And so if you're getting 20% to reply,

@[45:29] you'll get 20% to reply.

@[45:30] And so if you're getting 20% to reply,

@[45:31] you'll get 20% to reply.

@[45:32] And so if you're getting 20% to reply,

@[45:33] you'll get 20% to reply.

@[45:34] And so if you're getting 20% to reply,

@[45:35] you'll get 20% to reply.

@[45:36] And so if you're getting 20% to reply,

@[45:37] you'll get 20% to reply.

@[45:38] And so if you're getting 20% to reply,

@[45:39] you'll get 20% to reply.

@[45:40] And so if you're getting 20% to reply,

@[45:41] you'll get 20% to reply.

@[45:42] And so if you're getting 20% to reply.

@[45:54] And so if you're getting 20% to reply,

@[45:55] you'll get 20% to reply.

@[45:56] And so if you're getting 20% to reply,

@[45:57] you'll get 20% to reply.

@[45:58] And so if you're getting 20% to reply,

@[45:59] you'll get 20% to reply.

@[46:00] And so if you're getting 20% to reply,

@[46:01] you'll get 20% to reply.

@[46:02] And so if you're getting 20% to reply,

@[46:03] you'll get 20% to reply.

@[46:04] And so if you're getting 20% to reply,

@[46:05] you'll get 20% to reply.

@[46:06] And so if you're getting 20% to reply,

@[46:07] you'll get 20% to reply.

@[46:08] And so if you're getting 20% to reply,

@[46:09] you'll get 20% to reply.

@[46:10] And so if you're getting 20% to reply,

@[46:11] you'll get 20% to reply.

@[46:12] And so if you're getting 20% to reply.

@[46:24] And so if you're getting 20% to reply,

@[46:25] you'll get 20% to reply.

@[46:26] And so if you're getting 20% to reply,

@[46:27] you'll get 20% to reply.

@[46:28] And so if you're getting 20% to reply,

@[46:29] you'll get 20% to reply.

@[46:30] And so if you're getting 20% to reply,

@[46:31] you'll get 20% to reply.

@[46:32] And so if you're getting 20% to reply,

@[46:33] you'll get 20% to reply.

@[46:34] And so if you're getting 20% to reply,

@[46:35] you'll get 20% to reply.

@[46:36] And so if you're getting 20% to reply,

@[46:37] you'll get 20% to reply.

@[46:38] And so if you're getting 20% to reply,

@[46:39] you'll get 20% to reply.

@[46:40] And so if you're getting 20% to reply,

@[46:41] you'll get 20% to reply.

@[46:42] And so if you're getting 20% to reply.

@[46:54] And so if you're getting 20% to reply,

@[46:55] you'll get 20% to reply.

@[46:56] And so if you're getting 20% to reply,

@[46:57] you'll get 20% to reply.

@[46:58] And so if you're getting 20% to reply,

@[46:59] you'll get 20% to reply.

@[47:00] And so if you're getting 20% to reply,

@[47:01] you'll get 20% to reply.

@[47:02] And so if you're getting 20% to reply,

@[47:03] you'll get 20% to reply.

@[47:04] And so if you're getting 20% to reply,

@[47:05] you'll get 20% to reply.

@[47:06] And so if you're getting 20% to reply,

@[47:07] you'll get 20% to reply.

@[47:08] And so if you're getting 20% to reply,

@[47:09] you'll get 20% to reply.

@[47:10] And so if you're getting 20% to reply,

@[47:11] you'll get 20% to reply.

@[47:12] And so if you're getting 20% to reply.

@[47:24] And so if you're getting 20% to reply,

@[47:25] you'll get 20% to reply.

@[47:26] And so if you're getting 20% to reply,

@[47:27] you'll get 20% to reply.

@[47:28] And so if you're getting 20% to reply,

@[47:29] you'll get 20% to reply.

@[47:30] And so if you're getting 20% to reply,

@[47:31] you'll get 20% to reply.

@[47:32] And so if you're getting 20% to reply,

@[47:33] you'll get 20% to reply.

@[47:34] And so if you're getting 20% to reply,

@[47:35] you'll get 20% to reply.

@[47:36] And so if you're getting 20% to reply,

@[47:37] you'll get 20% to reply.

@[47:38] And so if you're getting 20% to reply,

@[47:39] you'll get 20% to reply.

@[47:40] And so if you're getting 20% to reply,

@[47:41] you'll get 20% to reply.

@[47:42] And so if you're getting 20% to reply.

@[47:54] And so if you're getting 20% to reply,

@[47:55] you'll get 20% to reply.

@[47:56] And so if you're getting 20% to reply,

@[47:57] you'll get 20% to reply.

@[47:58] And so if you're getting 20% to reply,

@[47:59] you'll get 20% to reply.

@[48:00] And so if you're getting 20% to reply,

@[48:01] you'll get 20% to reply.

@[48:02] And so if you're getting 20% to reply,

@[48:03] you'll get 20% to reply.

@[48:04] And so if you're getting 20% to reply,

@[48:05] you'll get 20% to reply.

@[48:06] And so if you're getting 20% to reply,

@[48:07] you'll get 20% to reply.

@[48:08] And so if you're getting 20% to reply,

@[48:09] you'll get 20% to reply.

@[48:10] And so if you're getting 20% to reply,

@[48:11] you'll get 20% to reply.

@[48:12] And so if you're getting 20% to reply.

@[48:24] And so if you're getting 20% to reply,

@[48:25] you'll get 20% to reply.

@[48:26] And so if you're getting 20% to reply,

@[48:27] you'll get 20% to reply.

@[48:28] And so if you're getting 20% to reply,

@[48:29] you'll get 20% to reply.

@[48:30] And so if you're getting 20% to reply,

@[48:31] you'll get 20% to reply.

@[48:32] And so if you're getting 20% to reply,

@[48:33] you'll get 20% to reply.

@[48:34] And so if you're getting 20% to reply,

@[48:35] you'll get 20% to reply.

@[48:36] And so if you're getting 20% to reply,

@[48:37] you'll get 20% to reply.

@[48:38] And so if you're getting 20% to reply,

@[48:39] you'll get 20% to reply.

@[48:40] And so if you're getting 20% to reply,

@[48:41] you'll get 20% to reply.

@[48:42] And so if you're getting 20% to reply.

@[48:54] And so if you're getting 20% to reply,

@[48:55] you'll get 20% to reply.

@[48:56] And so if you're getting 20% to reply,

@[48:57] you'll get 20% to reply.

@[48:58] And so if you're getting 20% to reply,

@[48:59] you'll get 20% to reply.

@[49:00] And so if you're getting 20% to reply,

@[49:01] you'll get 20% to reply.

@[49:02] And so if you're getting 20% to reply,

@[49:03] you'll get 20% to reply.

@[49:04] And so if you're getting 20% to reply,

@[49:05] you'll get 20% to reply.

@[49:06] And so if you're getting 20% to reply,

@[49:07] you'll get 20% to reply.

@[49:08] And so if you're getting 20% to reply,

@[49:09] you'll get 20% to reply.

@[49:10] And so if you're getting 20% to reply,

@[49:11] you'll get 20% to reply.

@[49:12] And so if you're getting 20% to reply.

@[49:24] And so if you're getting 20% to reply,

@[49:25] you'll get 20% to reply.

@[49:26] And so if you're getting 20% to reply,

@[49:27] you'll get 20% to reply.

@[49:28] And so if you're getting 20% to reply,

@[49:29] you'll get 20% to reply.

@[49:30] And so if you're getting 20% to reply,

@[49:31] you'll get 20% to reply.

@[49:32] And so if you're getting 20% to reply,

@[49:33] you'll get 20% to reply.

@[49:34] And so if you're getting 20% to reply,

@[49:35] you'll get 20% to reply.

@[49:36] And so if you're getting 20% to reply,

@[49:37] you'll get 20% to reply.

@[49:38] And so if you're getting 20% to reply,

@[49:39] you'll get 20% to reply.

@[49:40] And so if you're getting 20% to reply,

@[49:41] you'll get 20% to reply.

@[49:42] And so if you're getting 20% to reply.

@[49:54] And so if you're getting 20% to reply,

@[49:55] you'll get 20% to reply.

@[49:56] And so if you're getting 20% to reply,

@[49:57] you'll get 20% to reply.

@[49:58] And so if you're getting 20% to reply,

@[49:59] you'll get 20% to reply.

@[50:00] And so if you're getting 20% to reply,

@[50:01] you'll get 20% to reply.

@[50:02] And so if you're getting 20% to reply,

@[50:03] you'll get 20% to reply.

@[50:04] And so if you're getting 20% to reply,

@[50:05] you'll get 20% to reply.

@[50:06] And so if you're getting 20% to reply,

@[50:07] you'll get 20% to reply.

@[50:08] And so if you're getting 20% to reply,

@[50:09] you'll get 20% to reply.

@[50:10] And so if you're getting 20% to reply,

@[50:11] you'll get 20% to reply.

@[50:12] And so if you're getting 20% to reply.

@[50:24] And so if you're getting 20% to reply,

@[50:25] you'll get 20% to reply.

@[50:26] And so if you're getting 20% to reply,

@[50:27] you'll get 20% to reply.

@[50:28] And so if you're getting 20% to reply,

@[50:29] you'll get 20% to reply.

@[50:30] And so if you're getting 20% to reply,

@[50:31] you'll get 20% to reply.

@[50:32] And so if you're getting 20% to reply,

@[50:33] you'll get 20% to reply.

@[50:34] And so if you're getting 20% to reply,

@[50:35] you'll get 20% to reply.

@[50:36] And so if you're getting 20% to reply,

@[50:37] you'll get 20% to reply.

@[50:38] And so if you're getting 20% to reply,

@[50:39] you'll get 20% to reply.

@[50:40] And so if you're getting 20% to reply,

@[50:41] you'll get 20% to reply.

@[50:42] And so if you're getting 20% to reply.

@[50:54] And so if you're getting 20% to reply,

@[50:55] you'll get 20% to reply.

@[50:56] And so if you're getting 20% to reply,

@[50:57] you'll get 20% to reply.

@[50:58] And so if you're getting 20% to reply,

@[50:59] you'll get 20% to reply.

@[51:00] And so if you're getting 20% to reply,

@[51:01] you'll get 20% to reply.

@[51:02] And so if you're getting 20% to reply,

@[51:03] you'll get 20% to reply.

@[51:04] And so if you're getting 20% to reply,

@[51:05] you'll get 20% to reply.

@[51:06] And so if you're getting 20% to reply,

@[51:07] you'll get 20% to reply.

@[51:08] And so if you're getting 20% to reply,

@[51:09] you'll get 20% to reply.

@[51:10] And so if you're getting 20% to reply,

@[51:11] you'll get 20% to reply.

@[51:12] And so if you're getting 20% to reply.

@[51:24] And so if you're getting 20% to reply,

@[51:25] you'll get 20% to reply.

@[51:26] And so if you're getting 20% to reply,

@[51:27] you'll get 20% to reply.

@[51:28] And so if you're getting 20% to reply,

@[51:29] you'll get 20% to reply.

@[51:30] And so if you're getting 20% to reply,

@[51:31] you'll get 20% to reply.

@[51:32] And so if you're getting 20% to reply,

@[51:33] you'll get 20% to reply.

@[51:34] And so if you're getting 20% to reply,

@[51:35] you'll get 20% to reply.

@[51:36] And so if you're getting 20% to reply,

@[51:37] you'll get 20% to reply.

@[51:38] And so if you're getting 20% to reply,

@[51:39] you'll get 20% to reply.

@[51:40] And so if you're getting 20% to reply,

@[51:41] you'll get 20% to reply.

@[51:42] And so if you're getting 20% to reply.

@[51:54] And so if you're getting 20% to reply,

@[51:55] you'll get 20% to reply.

@[51:56] And so if you're getting 20% to reply,

@[51:57] you'll get 20% to reply.

@[51:58] And so if you're getting 20% to reply,

@[51:59] you'll get 20% to reply.

@[52:00] And so if you're getting 20% to reply,

@[52:01] you'll get 20% to reply.

@[52:02] And so if you're getting 20% to reply,

@[52:03] you'll get 20% to reply.

@[52:04] And so if you're getting 20% to reply,

@[52:05] you'll get 20% to reply.

@[52:06] And so if you're getting 20% to reply,

@[52:07] you'll get 20% to reply.

@[52:08] And so if you're getting 20% to reply,

@[52:09] you'll get 20% to reply.

@[52:10] And so if you're getting 20% to reply,

@[52:11] you'll get 20% to reply.

@[52:12] And so if you're getting 20% to reply.

@[52:24] And so if you're getting 20% to reply,

@[52:25] you'll get 20% to reply.

@[52:26] And so if you're getting 20% to reply,

@[52:27] you'll get 20% to reply.

@[52:28] And so if you're getting 20% to reply,

@[52:29] you'll get 20% to reply.

@[52:30] And so if you're getting 20% to reply,

@[52:31] you'll get 20% to reply.

@[52:32] And so if you're getting 20% to reply,

@[52:33] you'll get 20% to reply.

@[52:34] And so if you're getting 20% to reply,

@[52:35] you'll get 20% to reply.

@[52:36] And so if you're getting 20% to reply,

@[52:37] you'll get 20% to reply.

@[52:38] And so if you're getting 20% to reply,

@[52:39] you'll get 20% to reply.

@[52:40] And so if you're getting 20% to reply,

@[52:41] you'll get 20% to reply.

@[52:42] And so if you're getting 20% to reply.

@[52:54] And so if you're getting 20% to reply,

@[52:55] you'll get 20% to reply.

@[52:56] And so if you're getting 20% to reply,

@[52:57] you'll get 20% to reply.

@[52:58] And so if you're getting 20% to reply,

@[52:59] you'll get 20% to reply.

@[53:00] And so if you're getting 20% to reply,

@[53:01] you'll get 20% to reply.

@[53:02] And so if you're getting 20% to reply,

@[53:03] you'll get 20% to reply.

@[53:04] And so if you're getting 20% to reply,

@[53:05] you'll get 20% to reply.

@[53:06] And so if you're getting 20% to reply,

@[53:07] you'll get 20% to reply.

@[53:08] And so if you're getting 20% to reply,

@[53:09] you'll get 20% to reply.

@[53:10] And so if you're getting 20% to reply,

@[53:11] you'll get 20% to reply.

@[53:12] And so if you're getting 20% to reply.

@[53:24] And so if you're getting 20% to reply,

@[53:25] you'll get 20% to reply.

@[53:26] And so if you're getting 20% to reply,

@[53:27] you'll get 20% to reply.

@[53:28] And so if you're getting 20% to reply,

@[53:29] you'll get 20% to reply.

@[53:30] And so if you're getting 20% to reply,

@[53:31] you'll get 20% to reply.

@[53:32] And so if you're getting 20% to reply,

@[53:33] you'll get 20% to reply.

@[53:34] And so if you're getting 20% to reply,

@[53:35] you'll get 20% to reply.

@[53:36] And so if you're getting 20% to reply,

@[53:37] you'll get 20% to reply.

@[53:38] And so if you're getting 20% to reply,

@[53:39] you'll get 20% to reply.

@[53:40] And so if you're getting 20% to reply,

@[53:41] you'll get 20% to reply.

@[53:42] And so if you're getting 20% to reply.

@[53:54] And so if you're getting 20% to reply,

@[53:55] you'll get 20% to reply.

@[53:56] And so if you're getting 20% to reply,

@[53:57] you'll get 20% to reply.

@[53:58] And so if you're getting 20% to reply,

@[53:59] you'll get 20% to reply.

@[54:00] And so if you're getting 20% to reply,

@[54:01] you'll get 20% to reply.

@[54:02] And so if you're getting 20% to reply,

@[54:03] you'll get 20% to reply.

@[54:04] And so if you're getting 20% to reply,

@[54:05] you'll get 20% to reply.

@[54:06] And so if you're getting 20% to reply,

@[54:07] you'll get 20% to reply.

@[54:08] And so if you're getting 20% to reply,

@[54:09] you'll get 20% to reply.

@[54:10] And so if you're getting 20% to reply,

@[54:11] you'll get 20% to reply.

@[54:12] And so if you're getting 20% to reply.

@[54:24] And so if you're getting 20% to reply,

@[54:25] you'll get 20% to reply.

@[54:26] And so if you're getting 20% to reply,

@[54:27] you'll get 20% to reply.

@[54:28] And so if you're getting 20% to reply,

@[54:29] you'll get 20% to reply.

@[54:30] And so if you're getting 20% to reply,

@[54:31] you'll get 20% to reply.

@[54:32] And so if you're getting 20% to reply,

@[54:33] you'll get 20% to reply.

@[54:34] And so if you're getting 20% to reply,

@[54:35] you'll get 20% to reply.

@[54:36] And so if you're getting 20% to reply,

@[54:37] you'll get 20% to reply.

@[54:38] And so if you're getting 20% to reply,

@[54:39] you'll get 20% to reply.

@[54:40] And so if you're getting 20% to reply,

@[54:41] you'll get 20% to reply.

@[54:42] And so if you're getting 20% to reply.

@[54:54] And so if you're getting 20% to reply,

@[54:55] you'll get 20% to reply.

@[54:56] And so if you're getting 20% to reply,

@[54:57] you'll get 20% to reply.

@[54:58] And so if you're getting 20% to reply,

@[54:59] you'll get 20% to reply.

@[55:00] And so if you're getting 20% to reply,

@[55:01] you'll get 20% to reply.

@[55:02] And so if you're getting 20% to reply,

@[55:03] you'll get 20% to reply.

@[55:04] And so if you're getting 20% to reply,

@[55:05] you'll get 20% to reply.

@[55:06] And so if you're getting 20% to reply,

@[55:07] you'll get 20% to reply.

@[55:08] And so if you're getting 20% to reply,

@[55:09] you'll get 20% to reply.

@[55:10] And so if you're getting 20% to reply,

@[55:11] you'll get 20% to reply.

@[55:12] And so if you're getting 20% to reply.

@[55:24] And so if you're getting 20% to reply,

@[55:25] you'll get 20% to reply.

@[55:26] And so if you're getting 20% to reply,

@[55:27] you'll get 20% to reply.

@[55:28] And so if you're getting 20% to reply,

@[55:29] you'll get 20% to reply.

@[55:30] And so if you're getting 20% to reply,

@[55:31] you'll get 20% to reply.

@[55:32] And so if you're getting 20% to reply,

@[55:33] you'll get 20% to reply.

@[55:34] And so if you're getting 20% to reply,

@[55:35] you'll get 20% to reply.

@[55:36] And so if you're getting 20% to reply,

@[55:37] you'll get 20% to reply.

@[55:38] And so if you're getting 20% to reply,

@[55:39] you'll get 20% to reply.

@[55:40] And so if you're getting 20% to reply,

@[55:41] you'll get 20% to reply.

@[55:42] And so if you're getting 20% to reply.

@[55:54] And so if you're getting 20% to reply,

@[55:55] you'll get 20% to reply.

@[55:56] And so if you're getting 20% to reply,

@[55:57] you'll get 20% to reply.

@[55:58] And so if you're getting 20% to reply,

@[55:59] you'll get 20% to reply.

@[56:00] And so if you're getting 20% to reply,

@[56:01] you'll get 20% to reply.

@[56:02] And so if you're getting 20% to reply,

@[56:03] you'll get 20% to reply.

@[56:04] And so if you're getting 20% to reply,

@[56:05] you'll get 20% to reply.

@[56:06] And so if you're getting 20% to reply,

@[56:07] you'll get 20% to reply.

@[56:08] And so if you're getting 20% to reply,

@[56:09] you'll get 20% to reply.

@[56:10] And so if you're getting 20% to reply,

@[56:11] you'll get 20% to reply.

@[56:12] And so if you're getting 20% to reply.

@[56:24] And so if you're getting 20% to reply,

@[56:25] you'll get 20% to reply.

@[56:26] And so if you're getting 20% to reply,

@[56:27] you'll get 20% to reply.

@[56:28] And so if you're getting 20% to reply,

@[56:29] you'll get 20% to reply.

@[56:30] And so if you're getting 20% to reply,

@[56:31] you'll get 20% to reply.

@[56:32] And so if you're getting 20% to reply,

@[56:33] you'll get 20% to reply.

@[56:34] And so if you're getting 20% to reply,

@[56:35] you'll get 20% to reply.

@[56:36] And so if you're getting 20% to reply,

@[56:37] you'll get 20% to reply.

@[56:38] And so if you're getting 20% to reply,

@[56:39] you'll get 20% to reply.

@[56:40] And so if you're getting 20% to reply,

@[56:41] you'll get 20% to reply.

@[56:42] And so if you're getting 20% to reply.

@[56:54] And so if you're getting 20% to reply,

@[56:55] you'll get 20% to reply.

@[56:56] And so if you're getting 20% to reply,

@[56:57] you'll get 20% to reply.

@[56:58] And so if you're getting 20% to reply,

@[56:59] you'll get 20% to reply.

@[57:00] And so if you're getting 20% to reply,

@[57:01] you'll get 20% to reply.

@[57:02] And so if you're getting 20% to reply,

@[57:03] you'll get 20% to reply.

@[57:04] And so if you're getting 20% to reply,

@[57:05] you'll get 20% to reply.

@[57:06] And so if you're getting 20% to reply,

@[57:07] you'll get 20% to reply.

@[57:08] And so if you're getting 20% to reply,

@[57:09] you'll get 20% to reply.

@[57:10] And so if you're getting 20% to reply,

@[57:11] you'll get 20% to reply.

@[57:12] And so if you're getting 20% to reply.

@[57:24] And so if you're getting 20% to reply,

@[57:25] you'll get 20% to reply.

@[57:26] And so if you're getting 20% to reply,

@[57:27] you'll get 20% to reply.

@[57:28] And so if you're getting 20% to reply,

@[57:29] you'll get 20% to reply.

@[57:30] And so if you're getting 20% to reply,

@[57:31] you'll get 20% to reply.

@[57:32] And so if you're getting 20% to reply,

@[57:33] you'll get 20% to reply.

@[57:34] And so if you're getting 20% to reply,

@[57:35] you'll get 20% to reply.

@[57:36] And so if you're getting 20% to reply,

@[57:37] you'll get 20% to reply.

@[57:38] And so if you're getting 20% to reply,

@[57:39] you'll get 20% to reply.

@[57:40] And so if you're getting 20% to reply,

@[57:41] you'll get 20% to reply.

@[57:42] And so if you're getting 20% to reply.

@[57:54] And so if you're getting 20% to reply,

@[57:55] you'll get 20% to reply.

@[57:56] And so if you're getting 20% to reply,

@[57:57] you'll get 20% to reply.

@[57:58] And so if you're getting 20% to reply,

@[57:59] you'll get 20% to reply.

@[58:00] And so if you're getting 20% to reply,

@[58:01] you'll get 20% to reply.

@[58:02] And so if you're getting 20% to reply,

@[58:03] you'll get 20% to reply.

@[58:04] And so if you're getting 20% to reply,

@[58:05] you'll get 20% to reply.

@[58:06] And so if you're getting 20% to reply,

@[58:07] you'll get 20% to reply.

@[58:08] And so if you're getting 20% to reply,

@[58:09] you'll get 20% to reply.

@[58:10] And so if you're getting 20% to reply,

@[58:11] you'll get 20% to reply.

@[58:12] And so if you're getting 20% to reply.

@[58:24] And so if you're getting 20% to reply,

@[58:25] you'll get 20% to reply.

@[58:26] And so if you're getting 20% to reply,

@[58:27] you'll get 20% to reply.

@[58:28] And so if you're getting 20% to reply,

@[58:29] you'll get 20% to reply.

@[58:30] And so if you're getting 20% to reply,

@[58:31] you'll get 20% to reply.

@[58:32] And so if you're getting 20% to reply,

@[58:33] you'll get 20% to reply.

@[58:34] And so if you're getting 20% to reply,

@[58:35] you'll get 20% to reply.

@[58:36] And so if you're getting 20% to reply,

@[58:37] you'll get 20% to reply.

@[58:38] And so if you're getting 20% to reply,

@[58:39] you'll get 20% to reply.

@[58:40] And so if you're getting 20% to reply,

@[58:41] you'll get 20% to reply.

@[58:42] And so if you're getting 20% to reply.

@[58:54] And so if you're getting 20% to reply,

@[58:55] you'll get 20% to reply.

@[58:56] And so if you're getting 20% to reply,

@[58:57] you'll get 20% to reply.

@[58:58] And so if you're getting 20% to reply,

@[58:59] you'll get 20% to reply.

@[59:00] And so if you're getting 20% to reply,

@[59:01] you'll get 20% to reply.

@[59:02] And so if you're getting 20% to reply,

@[59:03] you'll get 20% to reply.

@[59:04] And so if you're getting 20% to reply,

@[59:05] you'll get 20% to reply.

@[59:06] And so if you're getting 20% to reply,

@[59:07] you'll get 20% to reply.

@[59:08] And so if you're getting 20% to reply,

@[59:09] you'll get 20% to reply.

@[59:10] And so if you're getting 20% to reply,

@[59:11] you'll get 20% to reply.

@[59:12] And so if you're getting 20% to reply.

@[59:24] And so if you're getting 20% to reply,

@[59:25] you'll get 20% to reply.

@[59:26] And so if you're getting 20% to reply,

@[59:27] you'll get 20% to reply.

@[59:28] And so if you're getting 20% to reply,

@[59:29] you'll get 20% to reply.

@[59:30] And so if you're getting 20% to reply,

@[59:31] you'll get 20% to reply.

@[59:32] And so if you're getting 20% to reply,

@[59:33] you'll get 20% to reply.

@[59:34] And so if you're getting 20% to reply,

@[59:35] you'll get 20% to reply.

@[59:36] And so if you're getting 20% to reply,

@[59:37] you'll get 20% to reply.

@[59:38] And so if you're getting 20% to reply,

@[59:39] you'll get 20% to reply.

@[59:40] And so if you're getting 20% to reply,

@[59:41] you'll get 20% to reply.

@[59:42] And so if you're getting 20% to reply.

@[59:54] And so if you're getting 20% to reply,

@[59:55] you'll get 20% to reply.

@[59:56] And so if you're getting 20% to reply,

@[59:57] you'll get 20% to reply.

@[59:58] And so if you're getting 20% to reply,

@[59:59] you'll get 20% to reply.

@[60:00] And so if you're getting 20% to reply,

@[60:01] you'll get 20% to reply.

@[60:02] And so if you're getting 20% to reply,

@[60:03] you'll get 20% to reply.

@[60:04] And so if you're getting 20% to reply,

@[60:05] you'll get 20% to reply.

@[60:06] And so if you're getting 20% to reply,

@[60:07] you'll get 20% to reply.

@[60:08] And so if you're getting 20% to reply,

@[60:09] you'll get 20% to reply.

@[60:10] And so if you're getting 20% to reply,

@[60:11] you'll get 20% to reply.

@[60:12] And so if you're getting 20% to reply.

@[60:24] And so if you're getting 20% to reply,

@[60:25] you'll get 20% to reply.

@[60:26] And so if you're getting 20% to reply,

@[60:27] you'll get 20% to reply.

@[60:28] And so if you're getting 20% to reply,

@[60:29] you'll get 20% to reply.

@[60:30] And so if you're getting 20% to reply,

@[60:31] you'll get 20% to reply.

@[60:32] And so if you're getting 20% to reply,

@[60:33] you'll get 20% to reply.

@[60:34] And so if you're getting 20% to reply,

@[60:35] you'll get 20% to reply.

@[60:36] And so if you're getting 20% to reply,

@[60:37] you'll get 20% to reply.

@[60:38] And so if you're getting 20% to reply,

@[60:39] you'll get 20% to reply.

@[60:40] And so if you're getting 20% to reply,

@[60:41] you'll get 20% to reply.

@[60:42] And so if you're getting 20% to reply.

@[60:54] And so if you're getting 20% to reply,

@[60:55] you'll get 20% to reply.

@[60:56] And so if you're getting 20% to reply,

@[60:57] you'll get 20% to reply.

@[60:58] And so if you're getting 20% to reply,

@[60:59] you'll get 20% to reply.

@[61:00] And so if you're getting 20% to reply,

@[61:01] you'll get 20% to reply.

@[61:02] And so if you're getting 20% to reply,

@[61:03] you'll get 20% to reply.

@[61:04] And so if you're getting 20% to reply,

@[61:05] you'll get 20% to reply.

@[61:06] And so if you're getting 20% to reply,

@[61:07] you'll get 20% to reply.

@[61:08] And so if you're getting 20% to reply,

@[61:09] you'll get 20% to reply.

@[61:10] And so if you're getting 20% to reply,

@[61:11] you'll get 20% to reply.

@[61:12] And so if you're getting 20% to reply.

@[61:24] And so if you're getting 20% to reply,

@[61:25] you'll get 20% to reply.

@[61:26] And so if you're getting 20% to reply,

@[61:27] you'll get 20% to reply.

@[61:28] And so if you're getting 20% to reply,

@[61:29] you'll get 20% to reply.

@[61:30] And so if you're getting 20% to reply,

@[61:31] you'll get 20% to reply.

@[61:32] And so if you're getting 20% to reply,

@[61:33] you'll get 20% to reply.

@[61:34] And so if you're getting 20% to reply,

@[61:35] you'll get 20% to reply.

@[61:36] And so if you're getting 20% to reply,

@[61:37] you'll get 20% to reply.

@[61:38] And so if you're getting 20% to reply,

@[61:39] you'll get 20% to reply.

@[61:40] And so if you're getting 20% to reply,

@[61:41] you'll get 20% to reply.

@[61:42] And so if you're getting 20% to reply.

@[61:54] And so if you're getting 20% to reply,

@[61:55] you'll get 20% to reply.

@[61:56] And so if you're getting 20% to reply,

@[61:57] you'll get 20% to reply.

@[61:58] And so if you're getting 20% to reply,

@[61:59] you'll get 20% to reply.

@[62:00] And so if you're getting 20% to reply,

@[62:01] you'll get 20% to reply.

@[62:02] And so if you're getting 20% to reply,

@[62:03] you'll get 20% to reply.

@[62:04] And so if you're getting 20% to reply,

@[62:05] you'll get 20% to reply.

@[62:06] And so if you're getting 20% to reply,

@[62:07] you'll get 20% to reply.

@[62:08] And so if you're getting 20% to reply,

@[62:09] you'll get 20% to reply.

@[62:10] And so if you're getting 20% to reply,

@[62:11] you'll get 20% to reply.

@[62:12] And so if you're getting 20% to reply.

@[62:24] And so if you're getting 20% to reply,

@[62:25] you'll get 20% to reply.

@[62:26] And so if you're getting 20% to reply,

@[62:27] you'll get 20% to reply.

@[62:28] And so if you're getting 20% to reply,

@[62:29] you'll get 20% to reply.

@[62:30] And so if you're getting 20% to reply,

@[62:31] you'll get 20% to reply.

@[62:32] And so if you're getting 20% to reply,

@[62:33] you'll get 20% to reply.

@[62:34] And so if you're getting 20% to reply,

@[62:35] you'll get 20% to reply.

@[62:36] And so if you're getting 20% to reply,

@[62:37] you'll get 20% to reply.

@[62:38] And so if you're getting 20% to reply,

@[62:39] you'll get 20% to reply.

@[62:40] And so if you're getting 20% to reply,

@[62:41] you'll get 20% to reply.

@[62:42] And so if you're getting 20% to reply.

@[62:54] And so if you're getting 20% to reply,

@[62:55] you'll get 20% to reply.

@[62:56] And so if you're getting 20% to reply,

@[62:57] you'll get 20% to reply.

@[62:58] And so if you're getting 20% to reply,

@[62:59] you'll get 20% to reply.

@[63:00] And so if you're getting 20% to reply,

@[63:01] you'll get 20% to reply.

@[63:02] And so if you're getting 20% to reply,

@[63:03] you'll get 20% to reply.

@[63:04] And so if you're getting 20% to reply,

@[63:05] you'll get 20% to reply.

@[63:06] And so if you're getting 20% to reply,

@[63:07] you'll get 20% to reply.

@[63:08] And so if you're getting 20% to reply,

@[63:09] you'll get 20% to reply.

@[63:10] And so if you're getting 20% to reply,

@[63:11] you'll get 20% to reply.

@[63:12] And so if you're getting 20% to reply.

@[63:24] And so if you're getting 20% to reply,

@[63:25] you'll get 20% to reply.

@[63:26] And so if you're getting 20% to reply,

@[63:27] you'll get 20% to reply.

@[63:28] And so if you're getting 20% to reply,

@[63:29] you'll get 20% to reply.

@[63:30] And so if you're getting 20% to reply,

@[63:31] you'll get 20% to reply.

@[63:32] And so if you're getting 20% to reply,

@[63:33] you'll get 20% to reply.

@[63:34] And so if you're getting 20% to reply,

@[63:35] you'll get 20% to reply.

@[63:36] And so if you're getting 20% to reply,

@[63:37] you'll get 20% to reply.

@[63:38] And so if you're getting 20% to reply,

@[63:39] you'll get 20% to reply.

@[63:40] And so if you're getting 20% to reply,

@[63:41] you'll get 20% to reply.

@[63:42] And so if you're getting 20% to reply.

@[63:54] And so if you're getting 20% to reply,

@[63:55] you'll get 20% to reply.

@[63:56] And so if you're getting 20% to reply,

@[63:57] you'll get 20% to reply.

@[63:58] And so if you're getting 20% to reply,

@[63:59] you'll get 20% to reply.

@[64:00] And so if you're getting 20% to reply,

@[64:01] you'll get 20% to reply.

@[64:02] And so if you're getting 20% to reply,

@[64:03] you'll get 20% to reply.

@[64:04] And so if you're getting 20% to reply,

@[64:05] you'll get 20% to reply.

@[64:06] And so if you're getting 20% to reply,

@[64:07] you'll get 20% to reply.

@[64:08] And so if you're getting 20% to reply,

@[64:09] you'll get 20% to reply.

@[64:10] And so if you're getting 20% to reply,

@[64:11] you'll get 20% to reply.

@[64:12] And so if you're getting 20% to reply.

@[64:24] And so if you're getting 20% to reply,

@[64:25] you'll get 20% to reply.

@[64:26] And so if you're getting 20% to reply,

@[64:27] you'll get 20% to reply.

@[64:28] And so if you're getting 20% to reply,

@[64:29] you'll get 20% to reply.

@[64:30] And so if you're getting 20% to reply,

@[64:31] you'll get 20% to reply.

@[64:32] And so if you're getting 20% to reply,

@[64:33] you'll get 20% to reply.

@[64:34] And so if you're getting 20% to reply,

@[64:35] you'll get 20% to reply.

@[64:36] And so if you're getting 20% to reply,

@[64:37] you'll get 20% to reply.

@[64:38] And so if you're getting 20% to reply,

@[64:39] you'll get 20% to reply.

@[64:40] And so if you're getting 20% to reply,

@[64:41] you'll get 20% to reply.

@[64:42] And so if you're getting 20% to reply.

@[64:54] And so if you're getting 20% to reply,

@[64:55] you'll get 20% to reply.

@[64:56] And so if you're getting 20% to reply,

@[64:57] you'll get 20% to reply.

@[64:58] And so if you're getting 20% to reply,

@[64:59] you'll get 20% to reply.

@[65:00] And so if you're getting 20% to reply,

@[65:01] you'll get 20% to reply.

@[65:02] And so if you're getting 20% to reply,

@[65:03] you'll get 20% to reply.

@[65:04] And so if you're getting 20% to reply,

@[65:05] you'll get 20% to reply.

@[65:06] And so if you're getting 20% to reply,

@[65:07] you'll get 20% to reply.

@[65:08] And so if you're getting 20% to reply,

@[65:09] you'll get 20% to reply.

@[65:10] And so if you're getting 20% to reply,

@[65:11] you'll get 20% to reply.

@[65:12] And so if you're getting 20% to reply.

@[65:24] And so if you're getting 20% to reply,

@[65:25] you'll get 20% to reply.

@[65:26] And so if you're getting 20% to reply,

@[65:27] you'll get 20% to reply.

@[65:28] And so if you're getting 20% to reply,

@[65:29] you'll get 20% to reply.

@[65:30] And so if you're getting 20% to reply,

@[65:31] you'll get 20% to reply.

@[65:32] And so if you're getting 20% to reply,

@[65:33] you'll get 20% to reply.

@[65:34] And so if you're getting 20% to reply,

@[65:35] you'll get 20% to reply.

@[65:36] And so if you're getting 20% to reply,

@[65:37] you'll get 20% to reply.

@[65:38] And so if you're getting 20% to reply,

@[65:39] you'll get 20% to reply.

@[65:40] And so if you're getting 20% to reply,

@[65:41] you'll get 20% to reply.

@[65:42] And so if you're getting 20% to reply.

@[65:54] And so if you're getting 20% to reply,

@[65:55] you'll get 20% to reply.

@[65:56] And so if you're getting 20% to reply,

@[65:57] you'll get 20% to reply.

@[65:58] And so if you're getting 20% to reply,

@[65:59] you'll get 20% to reply.

@[66:00] And so if you're getting 20% to reply,

@[66:01] you'll get 20% to reply.

@[66:02] And so if you're getting 20% to reply,

@[66:03] you'll get 20% to reply.

@[66:04] And so if you're getting 20% to reply,

@[66:05] you'll get 20% to reply.

@[66:06] And so if you're getting 20% to reply,

@[66:07] you'll get 20% to reply.

@[66:08] And so if you're getting 20% to reply,

@[66:09] you'll get 20% to reply.

@[66:10] And so if you're getting 20% to reply,

@[66:11] you'll get 20% to reply.

@[66:12] And so if you're getting 20% to reply.

@[66:24] And so if you're getting 20% to reply,

@[66:25] you'll get 20% to reply.

@[66:26] And so if you're getting 20% to reply,

@[66:27] you'll get 20% to reply.

@[66:28] And so if you're getting 20% to reply,

@[66:29] you'll get 20% to reply.

@[66:30] And so if you're getting 20% to reply,

@[66:31] you'll get 20% to reply.

@[66:32] And so if you're getting 20% to reply,

@[66:33] you'll get 20% to reply.

@[66:34] And so if you're getting 20% to reply,

@[66:35] you'll get 20% to reply.

@[66:36] And so if you're getting 20% to reply,

@[66:37] you'll get 20% to reply.

@[66:38] And so if you're getting 20% to reply,

@[66:39] you'll get 20% to reply.

@[66:40] And so if you're getting 20% to reply,

@[66:41] you'll get 20% to reply.

@[66:42] And so if you're getting 20% to reply.

@[66:54] And so if you're getting 20% to reply,

@[66:55] you'll get 20% to reply.

@[66:56] And so if you're getting 20% to reply,

@[66:57] you'll get 20% to reply.

@[66:58] And so if you're getting 20% to reply,

@[66:59] you'll get 20% to reply.

@[67:00] And so if you're getting 20% to reply,

@[67:01] you'll get 20% to reply.

@[67:02] And so if you're getting 20% to reply,

@[67:03] you'll get 20% to reply.

@[67:04] And so if you're getting 20% to reply,

@[67:05] you'll get 20% to reply.

@[67:06] And so if you're getting 20% to reply,

@[67:07] you'll get 20% to reply.

@[67:08] And so if you're getting 20% to reply,

@[67:09] you'll get 20% to reply.

@[67:10] And so if you're getting 20% to reply,

@[67:11] you'll get 20% to reply.

@[67:12] And so if you're getting 20% to reply.

@[67:24] And so if you're getting 20% to reply,

@[67:25] you'll get 20% to reply.

@[67:26] And so if you're getting 20% to reply,

@[67:27] you'll get 20% to reply.

@[67:28] And so if you're getting 20% to reply,

@[67:29] you'll get 20% to reply.

@[67:30] And so if you're getting 20% to reply,

@[67:31] you'll get 20% to reply.

@[67:32] And so if you're getting 20% to reply,

@[67:33] you'll get 20% to reply.

@[67:34] And so if you're getting 20% to reply,

@[67:35] you'll get 20% to reply.

@[67:36] And so if you're getting 20% to reply,

@[67:37] you'll get 20% to reply.

@[67:38] And so if you're getting 20% to reply,

@[67:39] you'll get 20% to reply.

@[67:40] And so if you're getting 20% to reply,

@[67:41] you'll get 20% to reply.

@[67:42] And so if you're getting 20% to reply.

@[67:54] And so if you're getting 20% to reply,

@[67:55] you'll get 20% to reply.

@[67:56] And so if you're getting 20% to reply,

@[67:57] you'll get 20% to reply.

@[67:58] And so if you're getting 20% to reply,

@[67:59] you'll get 20% to reply.

@[68:00] And so if you're getting 20% to reply,

@[68:01] you'll get 20% to reply.

@[68:02] And so if you're getting 20% to reply,

@[68:03] you'll get 20% to reply.

@[68:04] And so if you're getting 20% to reply,

@[68:05] you'll get 20% to reply.

@[68:06] And so if you're getting 20% to reply,

@[68:07] you'll get 20% to reply.

@[68:08] And so if you're getting 20% to reply,

@[68:09] you'll get 20% to reply.

@[68:10] And so if you're getting 20% to reply,

@[68:11] you'll get 20% to reply.

@[68:12] And so if you're getting 20% to reply.

@[68:24] And so if you're getting 20% to reply,

@[68:25] you'll get 20% to reply.

@[68:26] And so if you're getting 20% to reply,

@[68:27] you'll get 20% to reply.

@[68:28] And so if you're getting 20% to reply,

@[68:29] you'll get 20% to reply.

@[68:30] And so if you're getting 20% to reply,

@[68:31] you'll get 20% to reply.

@[68:32] And so if you're getting 20% to reply,

@[68:33] you'll get 20% to reply.

@[68:34] And so if you're getting 20% to reply,

@[68:35] you'll get 20% to reply.

@[68:36] And so if you're getting 20% to reply,

@[68:37] you'll get 20% to reply.

@[68:38] And so if you're getting 20% to reply,

@[68:39] you'll get 20% to reply.

@[68:40] And so if you're getting 20% to reply,

@[68:41] you'll get 20% to reply.

@[68:42] And so if you're getting 20% to reply.

@[68:54] And so if you're getting 20% to reply,

@[68:55] you'll get 20% to reply.

@[68:56] And so if you're getting 20% to reply,

@[68:57] you'll get 20% to reply.

@[68:58] And so if you're getting 20% to reply,

@[68:59] you'll get 20% to reply.

@[69:00] And so if you're getting 20% to reply,

@[69:01] you'll get 20% to reply.

@[69:02] And so if you're getting 20% to reply,

@[69:03] you'll get 20% to reply.

@[69:04] And so if you're getting 20% to reply,

@[69:05] you'll get 20% to reply.

@[69:06] And so if you're getting 20% to reply,

@[69:07] you'll get 20% to reply.

@[69:08] And so if you're getting 20% to reply,

@[69:09] you'll get 20% to reply.

@[69:10] And so if you're getting 20% to reply,

@[69:11] you'll get 20% to reply.

@[69:12] And so if you're getting 20% to reply.

@[69:24] And so if you're getting 20% to reply,

@[69:25] you'll get 20% to reply.

@[69:26] And so if you're getting 20% to reply,

@[69:27] you'll get 20% to reply.

@[69:28] And so if you're getting 20% to reply,

@[69:29] you'll get 20% to reply.

@[69:30] And so if you're getting 20% to reply,

@[69:31] you'll get 20% to reply.

@[69:32] And so if you're getting 20% to reply,

@[69:33] you'll get 20% to reply.

@[69:34] And so if you're getting 20% to reply,

@[69:35] you'll get 20% to reply.

@[69:36] And so if you're getting 20% to reply,

@[69:37] you'll get 20% to reply.

@[69:38] And so if you're getting 20% to reply,

@[69:39] you'll get 20% to reply.

@[69:40] And so if you're getting 20% to reply,

@[69:41] you'll get 20% to reply.

@[69:42] And so if you're getting 20% to reply.

@[69:54] And so if you're getting 20% to reply,

@[69:55] you'll get 20% to reply.

@[69:56] And so if you're getting 20% to reply,

@[69:57] you'll get 20% to reply.

@[69:58] And so if you're getting 20% to reply,

@[69:59] you'll get 20% to reply.

@[70:00] And so if you're getting 20% to reply,

@[70:01] you'll get 20% to reply.

@[70:02] And so if you're getting 20% to reply,

@[70:03] you'll get 20% to reply.

@[70:04] And so if you're getting 20% to reply,

@[70:05] you'll get 20% to reply.

@[70:06] And so if you're getting 20% to reply,

@[70:07] you'll get 20% to reply.

@[70:08] And so if you're getting 20% to reply,

@[70:09] you'll get 20% to reply.

@[70:10] And so if you're getting 20% to reply,

@[70:11] you'll get 20% to reply.

@[70:12] And so if you're getting 20% to reply.

@[70:24] And so if you're getting 20% to reply,

@[70:25] you'll get 20% to reply.

@[70:26] And so if you're getting 20% to reply,

@[70:27] you'll get 20% to reply.

@[70:28] And so if you're getting 20% to reply,

@[70:29] you'll get 20% to reply.

@[70:30] And so if you're getting 20% to reply,

@[70:31] you'll get 20% to reply.

@[70:32] And so if you're getting 20% to reply,

@[70:33] you'll get 20% to reply.

@[70:34] And so if you're getting 20% to reply,

@[70:35] you'll get 20% to reply.

@[70:36] And so if you're getting 20% to reply,

@[70:37] you'll get 20% to reply.

@[70:38] And so if you're getting 20% to reply,

@[70:39] you'll get 20% to reply.

@[70:40] And so if you're getting 20% to reply,

@[70:41] you'll get 20% to reply.

@[70:42] And so if you're getting 20% to reply.

@[70:54] And so if you're getting 20% to reply,

@[70:55] you'll get 20% to reply.

@[70:56] And so if you're getting 20% to reply,

@[70:57] you'll get 20% to reply.

@[70:58] And so if you're getting 20% to reply,

@[70:59] you'll get 20% to reply.

@[71:00] And so if you're getting 20% to reply,

@[71:01] you'll get 20% to reply.

@[71:02] And so if you're getting 20% to reply,

@[71:03] you'll get 20% to reply.

@[71:04] And so if you're getting 20% to reply,

@[71:05] you'll get 20% to reply.

@[71:06] And so if you're getting 20% to reply,

@[71:07] you'll get 20% to reply.

@[71:08] And so if you're getting 20% to reply,

@[71:09] you'll get 20% to reply.

@[71:10] And so if you're getting 20% to reply,

@[71:11] you'll get 20% to reply.

@[71:12] And so if you're getting 20% to reply.

@[71:24] And so if you're getting 20% to reply,

@[71:25] you'll get 20% to reply.

@[71:26] And so if you're getting 20% to reply,

@[71:27] you'll get 20% to reply.

@[71:28] And so if you're getting 20% to reply,

@[71:29] you'll get 20% to reply.

@[71:30] And so if you're getting 20% to reply,

@[71:31] you'll get 20% to reply.

@[71:32] And so if you're getting 20% to reply,

@[71:33] you'll get 20% to reply.

@[71:34] And so if you're getting 20% to reply,

@[71:35] you'll get 20% to reply.

@[71:36] And so if you're getting 20% to reply,

@[71:37] you'll get 20% to reply.

@[71:38] And so if you're getting 20% to reply,

@[71:39] you'll get 20% to reply.

@[71:40] And so if you're getting 20% to reply,

@[71:41] you'll get 20% to reply.

@[71:42] And so if you're getting 20% to reply.

@[71:54] And so if you're getting 20% to reply,

@[71:55] you'll get 20% to reply.

@[71:56] And so if you're getting 20% to reply,

@[71:57] you'll get 20% to reply.

@[71:58] And so if you're getting 20% to reply,

@[71:59] you'll get 20% to reply.

@[72:00] And so if you're getting 20% to reply,

@[72:01] you'll get 20% to reply.

@[72:02] And so if you're getting 20% to reply,

@[72:03] you'll get 20% to reply.

@[72:04] And so if you're getting 20% to reply,

@[72:05] you'll get 20% to reply.

@[72:06] And so if you're getting 20% to reply,

@[72:07] you'll get 20% to reply.

@[72:08] And so if you're getting 20% to reply,

@[72:09] you'll get 20% to reply.

@[72:10] And so if you're getting 20% to reply,

@[72:11] you'll get 20% to reply.

@[72:12] And so if you're getting 20% to reply.

@[72:24] And so if you're getting 20% to reply,

@[72:25] you'll get 20% to reply.

@[72:26] And so if you're getting 20% to reply,

@[72:27] you'll get 20% to reply.

@[72:28] And so if you're getting 20% to reply,

@[72:29] you'll get 20% to reply.

@[72:30] And so if you're getting 20% to reply,

@[72:31] you'll get 20% to reply.

@[72:32] And so if you're getting 20% to reply,

@[72:33] you'll get 20% to reply.

@[72:34] And so if you're getting 20% to reply,

@[72:35] you'll get 20% to reply.

@[72:36] And so if you're getting 20% to reply,

@[72:37] you'll get 20% to reply.

@[72:38] And so if you're getting 20% to reply,

@[72:39] you'll get 20% to reply.

@[72:40] And so if you're getting 20% to reply,

@[72:41] you'll get 20% to reply.

@[72:42] And so if you're getting 20% to reply.

@[72:54] And so if you're getting 20% to reply,

@[72:55] you'll get 20% to reply.

@[72:56] And so if you're getting 20% to reply,

@[72:57] you'll get 20% to reply.

@[72:58] And so if you're getting 20% to reply,

@[72:59] you'll get 20% to reply.

@[73:00] And so if you're getting 20% to reply,

@[73:01] you'll get 20% to reply.

@[73:02] And so if you're getting 20% to reply,

@[73:03] you'll get 20% to reply.

@[73:04] And so if you're getting 20% to reply,

@[73:05] you'll get 20% to reply.

@[73:06] And so if you're getting 20% to reply,

@[73:07] you'll get 20% to reply.

@[73:08] And so if you're getting 20% to reply,

@[73:09] you'll get 20% to reply.

@[73:10] And so if you're getting 20% to reply,

@[73:11] you'll get 20% to reply.

@[73:12] And so if you're getting 20% to reply.

@[73:24] And so if you're getting 20% to reply,

@[73:25] you'll get 20% to reply.

@[73:26] And so if you're getting 20% to reply,

@[73:27] you'll get 20% to reply.

@[73:28] And so if you're getting 20% to reply,

@[73:29] you'll get 20% to reply.

@[73:30] And so if you're getting 20% to reply,

@[73:31] you'll get 20% to reply.

@[73:32] And so if you're getting 20% to reply,

@[73:33] you'll get 20% to reply.

@[73:34] And so if you're getting 20% to reply,

@[73:35] you'll get 20% to reply.

@[73:36] And so if you're getting 20% to reply,

@[73:37] you'll get 20% to reply.

@[73:38] And so if you're getting 20% to reply,

@[73:39] you'll get 20% to reply.

@[73:40] And so if you're getting 20% to reply,

@[73:41] you'll get 20% to reply.

@[73:42] And so if you're getting 20% to reply.

@[73:54] And so if you're getting 20% to reply,

@[73:55] you'll get 20% to reply.

@[73:56] And so if you're getting 20% to reply,

@[73:57] you'll get 20% to reply.

@[73:58] And so if you're getting 20% to reply,

@[73:59] you'll get 20% to reply.

@[74:00] And so if you're getting 20% to reply,

@[74:01] you'll get 20% to reply.

@[74:02] And so if you're getting 20% to reply,

@[74:03] you'll get 20% to reply.

@[74:04] And so if you're getting 20% to reply,

@[74:05] you'll get 20% to reply.

@[74:06] And so if you're getting 20% to reply,

@[74:07] you'll get 20% to reply.

@[74:08] And so if you're getting 20% to reply,

@[74:09] you'll get 20% to reply.

@[74:10] And so if you're getting 20% to reply,

@[74:11] you'll get 20% to reply.

@[74:12] And so if you're getting 20% to reply.

@[74:24] And so if you're getting 20% to reply,

@[74:25] you'll get 20% to reply.

@[74:26] And so if you're getting 20% to reply,

@[74:27] you'll get 20% to reply.

@[74:28] And so if you're getting 20% to reply,

@[74:29] you'll get 20% to reply.

@[74:30] And so if you're getting 20% to reply,

@[74:31] you'll get 20% to reply.

@[74:32] And so if you're getting 20% to reply,

@[74:33] you'll get 20% to reply.

@[74:34] And so if you're getting 20% to reply,

@[74:35] you'll get 20% to reply.

@[74:36] And so if you're getting 20% to reply,

@[74:37] you'll get 20% to reply.

@[74:38] And so if you're getting 20% to reply,

@[74:39] you'll get 20% to reply.

@[74:40] And so if you're getting 20% to reply,

@[74:41] you'll get 20% to reply.

@[74:42] And so if you're getting 20% to reply.

@[74:54] And so if you're getting 20% to reply,

@[74:55] you'll get 20% to reply.

@[74:56] And so if you're getting 20% to reply,

@[74:57] you'll get 20% to reply.

@[74:58] And so if you're getting 20% to reply,

@[74:59] you'll get 20% to reply.

@[75:00] And so if you're getting 20% to reply,

@[75:01] you'll get 20% to reply.

@[75:02] And so if you're getting 20% to reply,

@[75:03] you'll get 20% to reply.

@[75:04] And so if you're getting 20% to reply,

@[75:05] you'll get 20% to reply.

@[75:06] And so if you're getting 20% to reply,

@[75:07] you'll get 20% to reply.

@[75:08] And so if you're getting 20% to reply,

@[75:09] you'll get 20% to reply.

@[75:10] And so if you're getting 20% to reply,

@[75:11] you'll get 20% to reply.

@[75:12] And so if you're getting 20% to reply.

@[75:24] And so if you're getting 20% to reply,

@[75:25] you'll get 20% to reply.

@[75:26] And so if you're getting 20% to reply,

@[75:27] you'll get 20% to reply.

@[75:28] And so if you're getting 20% to reply,

@[75:29] you'll get 20% to reply.

@[75:30] And so if you're getting 20% to reply,

@[75:31] you'll get 20% to reply.

@[75:32] And so if you're getting 20% to reply,

@[75:33] you'll get 20% to reply.

@[75:34] And so if you're getting 20% to reply,

@[75:35] you'll get 20% to reply.

@[75:36] And so if you're getting 20% to reply,

@[75:37] you'll get 20% to reply.

@[75:38] And so if you're getting 20% to reply,

@[75:39] you'll get 20% to reply.

@[75:40] And so if you're getting 20% to reply,

@[75:41] you'll get 20% to reply.

@[75:42] And so if you're getting 20% to reply.

@[75:54] And so if you're getting 20% to reply,

@[75:55] you'll get 20% to reply.

@[75:56] And so if you're getting 20% to reply,

@[75:57] you'll get 20% to reply.

@[75:58] And so if you're getting 20% to reply,

@[75:59] you'll get 20% to reply.

@[76:00] And so if you're getting 20% to reply,

@[76:01] you'll get 20% to reply.

@[76:02] And so if you're getting 20% to reply,

@[76:03] you'll get 20% to reply.

@[76:04] And so if you're getting 20% to reply,

@[76:05] you'll get 20% to reply.

@[76:06] And so if you're getting 20% to reply,

@[76:07] you'll get 20% to reply.

@[76:08] And so if you're getting 20% to reply,

@[76:09] you'll get 20% to reply.

@[76:10] And so if you're getting 20% to reply,

@[76:11] you'll get 20% to reply.

@[76:12] And so if you're getting 20% to reply.

@[76:24] And so if you're getting 20% to reply,

@[76:25] you'll get 20% to reply.

@[76:26] And so if you're getting 20% to reply,

@[76:27] you'll get 20% to reply.

@[76:28] And so if you're getting 20% to reply,

@[76:29] you'll get 20% to reply.

@[76:30] And so if you're getting 20% to reply,

@[76:31] you'll get 20% to reply.

@[76:32] And so if you're getting 20% to reply,

@[76:33] you'll get 20% to reply.

@[76:34] And so if you're getting 20% to reply,

@[76:35] you'll get 20% to reply.

@[76:36] And so if you're getting 20% to reply,

@[76:37] you'll get 20% to reply.

@[76:38] And so if you're getting 20% to reply,

@[76:39] you'll get 20% to reply.

@[76:40] And so if you're getting 20% to reply,

@[76:41] you'll get 20% to reply.

@[76:42] And so if you're getting 20% to reply.

@[76:54] And so if you're getting 20% to reply,

@[76:55] you'll get 20% to reply.

@[76:56] And so if you're getting 20% to reply,

@[76:57] you'll get 20% to reply.

@[76:58] And so if you're getting 20% to reply,

@[76:59] you'll get 20% to reply.

@[77:00] And so if you're getting 20% to reply,

@[77:01] you'll get 20% to reply.

@[77:02] And so if you're getting 20% to reply,

@[77:03] you'll get 20% to reply.

@[77:04] And so if you're getting 20% to reply,

@[77:05] you'll get 20% to reply.

@[77:06] And so if you're getting 20% to reply,

@[77:07] you'll get 20% to reply.

@[77:08] And so if you're getting 20% to reply,

@[77:09] you'll get 20% to reply.

@[77:10] And so if you're getting 20% to reply,

@[77:11] you'll get 20% to reply.

@[77:12] And so if you're getting 20% to reply.

@[77:24] And so if you're getting 20% to reply,

@[77:25] you'll get 20% to reply.

@[77:26] And so if you're getting 20% to reply,

@[77:27] you'll get 20% to reply.

@[77:28] And so if you're getting 20% to reply,

@[77:29] you'll get 20% to reply.

@[77:30] And so if you're getting 20% to reply,

@[77:31] you'll get 20% to reply.

@[77:32] And so if you're getting 20% to reply,

@[77:33] you'll get 20% to reply.

@[77:34] And so if you're getting 20% to reply,

@[77:35] you'll get 20% to reply.

@[77:36] And so if you're getting 20% to reply,

@[77:37] you'll get 20% to reply.

@[77:38] And so if you're getting 20% to reply,

@[77:39] you'll get 20% to reply.

@[77:40] And so if you're getting 20% to reply,

@[77:41] you'll get 20% to reply.

@[77:42] And so if you're getting 20% to reply.

@[77:54] And so if you're getting 20% to reply,

@[77:55] you'll get 20% to reply.

@[77:56] And so if you're getting 20% to reply,

@[77:57] you'll get 20% to reply.

@[77:58] And so if you're getting 20% to reply,

@[77:59] you'll get 20% to reply.

@[78:00] And so if you're getting 20% to reply,

@[78:01] you'll get 20% to reply.

@[78:02] And so if you're getting 20% to reply,

@[78:03] you'll get 20% to reply.

@[78:04] And so if you're getting 20% to reply,

@[78:05] you'll get 20% to reply.

@[78:06] And so if you're getting 20% to reply,

@[78:07] you'll get 20% to reply.

@[78:08] And so if you're getting 20% to reply,

@[78:09] you'll get 20% to reply.

@[78:10] And so if you're getting 20% to reply,

@[78:11] you'll get 20% to reply.

@[78:12] And so if you're getting 20% to reply.

@[78:24] And so if you're getting 20% to reply,

@[78:25] you'll get 20% to reply.

@[78:26] And so if you're getting 20% to reply,

@[78:27] you'll get 20% to reply.

@[78:28] And so if you're getting 20% to reply,

@[78:29] you'll get 20% to reply.

@[78:30] And so if you're getting 20% to reply,

@[78:31] you'll get 20% to reply.

@[78:32] And so if you're getting 20% to reply,

@[78:33] you'll get 20% to reply.

@[78:34] And so if you're getting 20% to reply,

@[78:35] you'll get 20% to reply.

@[78:36] And so if you're getting 20% to reply,

@[78:37] you'll get 20% to reply.

@[78:38] And so if you're getting 20% to reply,

@[78:39] you'll get 20% to reply.

@[78:40] And so if you're getting 20% to reply,

@[78:41] you'll get 20% to reply.

@[78:42] And so if you're getting 20% to reply.

@[78:54] And so if you're getting 20% to reply,

@[78:55] you'll get 20% to reply.

@[78:56] And so if you're getting 20% to reply,

@[78:57] you'll get 20% to reply.

@[78:58] And so if you're getting 20% to reply,

@[78:59] you'll get 20% to reply.

@[79:00] And so if you're getting 20% to reply,

@[79:01] you'll get 20% to reply.

@[79:02] And so if you're getting 20% to reply,

@[79:03] you'll get 20% to reply.

@[79:04] And so if you're getting 20% to reply,

@[79:05] you'll get 20% to reply.

@[79:06] And so if you're getting 20% to reply,

@[79:07] you'll get 20% to reply.

@[79:08] And so if you're getting 20% to reply,

@[79:09] you'll get 20% to reply.

@[79:10] And so if you're getting 20% to reply,

@[79:11] you'll get 20% to reply.

@[79:12] And so if you're getting 20% to reply.

@[79:24] And so if you're getting 20% to reply,

@[79:25] you'll get 20% to reply.

@[79:26] And so if you're getting 20% to reply,

@[79:27] you'll get 20% to reply.

@[79:28] And so if you're getting 20% to reply,

@[79:29] you'll get 20% to reply.

@[79:30] And so if you're getting 20% to reply,

@[79:31] you'll get 20% to reply.

@[79:32] And so if you're getting 20% to reply,

@[79:33] you'll get 20% to reply.

@[79:34] And so if you're getting 20% to reply,

@[79:35] you'll get 20% to reply.

@[79:36] And so if you're getting 20% to reply,

@[79:37] you'll get 20% to reply.

@[79:38] And so if you're getting 20% to reply,

@[79:39] you'll get 20% to reply.

@[79:40] And so if you're getting 20% to reply,

@[79:41] you'll get 20% to reply.

@[79:42] And so if you're getting 20% to reply.

@[79:54] And so if you're getting 20% to reply,

@[79:55] you'll get 20% to reply.

@[79:56] And so if you're getting 20% to reply,

@[79:57] you'll get 20% to reply.

@[79:58] And so if you're getting 20% to reply,

@[79:59] you'll get 20% to reply.

@[80:00] And so if you're getting 20% to reply,

@[80:01] you'll get 20% to reply.

@[80:02] And so if you're getting 20% to reply,

@[80:03] you'll get 20% to reply.

@[80:04] And so if you're getting 20% to reply,

@[80:05] you'll get 20% to reply.

@[80:06] And so if you're getting 20% to reply,

@[80:07] you'll get 20% to reply.

@[80:08] And so if you're getting 20% to reply,

@[80:09] you'll get 20% to reply.

@[80:10] And so if you're getting 20% to reply,

@[80:11] you'll get 20% to reply.

@[80:12] And so if you're getting 20% to reply.

@[80:24] And so if you're getting 20% to reply,

@[80:25] you'll get 20% to reply.

@[80:26] And so if you're getting 20% to reply,

@[80:27] you'll get 20% to reply.

@[80:28] And so if you're getting 20% to reply,

@[80:29] you'll get 20% to reply.

@[80:30] And so if you're getting 20% to reply,

@[80:31] you'll get 20% to reply.

@[80:32] And so if you're getting 20% to reply,

@[80:33] you'll get 20% to reply.

@[80:34] And so if you're getting 20% to reply,

@[80:35] you'll get 20% to reply.

@[80:36] And so if you're getting 20% to reply,

@[80:37] you'll get 20% to reply.

@[80:38] And so if you're getting 20% to reply,

@[80:39] you'll get 20% to reply.

@[80:40] And so if you're getting 20% to reply,

@[80:41] you'll get 20% to reply.

@[80:42] And so if you're getting 20% to reply.

@[80:54] And so if you're getting 20% to reply,

@[80:55] you'll get 20% to reply.

@[80:56] And so if you're getting 20% to reply,

@[80:57] you'll get 20% to reply.

@[80:58] And so if you're getting 20% to reply,

@[80:59] you'll get 20% to reply.

@[81:00] And so if you're getting 20% to reply,

@[81:01] you'll get 20% to reply.

@[81:02] And so if you're getting 20% to reply,

@[81:03] you'll get 20% to reply.

@[81:04] And so if you're getting 20% to reply,

@[81:05] you'll get 20% to reply.

@[81:06] And so if you're getting 20% to reply,

@[81:07] you'll get 20% to reply.

@[81:08] And so if you're getting 20% to reply,

@[81:09] you'll get 20% to reply.

@[81:10] And so if you're getting 20% to reply,

@[81:11] you'll get 20% to reply.

@[81:12] And so if you're getting 20% to reply.

@[81:24] And so if you're getting 20% to reply,

@[81:25] you'll get 20% to reply.

@[81:26] And so if you're getting 20% to reply,

@[81:27] you'll get 20% to reply.

@[81:28] And so if you're getting 20% to reply,

@[81:29] you'll get 20% to reply.

@[81:30] And so if you're getting 20% to reply,

@[81:31] you'll get 20% to reply.

@[81:32] And so if you're getting 20% to reply,

@[81:33] you'll get 20% to reply.

@[81:34] And so if you're getting 20% to reply,

@[81:35] you'll get 20% to reply.

@[81:36] And so if you're getting 20% to reply,

@[81:37] you'll get 20% to reply.

@[81:38] And so if you're getting 20% to reply,

@[81:39] you'll get 20% to reply.

@[81:40] And so if you're getting 20% to reply,

@[81:41] you'll get 20% to reply.

@[81:42] And so if you're getting 20% to reply.

@[81:54] And so if you're getting 20% to reply,

@[81:55] you'll get 20% to reply.

@[81:56] And so if you're getting 20% to reply,

@[81:57] you'll get 20% to reply.

@[81:58] And so if you're getting 20% to reply,

@[81:59] you'll get 20% to reply.

@[82:00] And so if you're getting 20% to reply,

@[82:01] you'll get 20% to reply.

@[82:02] And so if you're getting 20% to reply,

@[82:03] you'll get 20% to reply.

@[82:04] And so if you're getting 20% to reply,

@[82:05] you'll get 20% to reply.

@[82:06] And so if you're getting 20% to reply,

@[82:07] you'll get 20% to reply.

@[82:08] And so if you're getting 20% to reply,

@[82:09] you'll get 20% to reply.

@[82:10] And so if you're getting 20% to reply,

@[82:11] you'll get 20% to reply.

@[82:12] And so if you're getting 20% to reply.

@[82:24] And so if you're getting 20% to reply,

@[82:25] you'll get 20% to reply.

@[82:26] And so if you're getting 20% to reply,

@[82:27] you'll get 20% to reply.

@[82:28] And so if you're getting 20% to reply,

@[82:29] you'll get 20% to reply.

@[82:30] And so if you're getting 20% to reply,

@[82:31] you'll get 20% to reply.

@[82:32] And so if you're getting 20% to reply,

@[82:33] you'll get 20% to reply.

@[82:34] And so if you're getting 20% to reply,

@[82:35] you'll get 20% to reply.

@[82:36] And so if you're getting 20% to reply,

@[82:37] you'll get 20% to reply.

@[82:38] And so if you're getting 20% to reply,

@[82:39] you'll get 20% to reply.

@[82:40] And so if you're getting 20% to reply,

@[82:41] you'll get 20% to reply.

@[82:42] And so if you're getting 20% to reply.