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How to Persuade People Who Don t Want to Be Persuaded Get What You Wanr Every Time - Joel Bauer

How to Persuade People Who Don t Want to Be Persuaded Get What You Wanr Every Time - Joel Bauer

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e e e s ob s ke s a us a ee r. or ns . M t nt ve y hea i t s'S rng hi.a t c r . La e a ge l e ca you bea i? l' o v e tm e di s nd ntem n.s l peopl m a k er . p xe tve . he nd ur t nt e i s vi . he nt ' e A ur nt o t ite rght ni s M os pe e c n' ha e i. don' ha t be i busnes t pr i fom t s s you t ve o n i s o oft r hi book. n es c r onnel pr s nt r . f r aC a a va orva p-n-r i ng.Tha a e hi i l nt o ea t t udi nce i l nc udes a tvit . i pea s nd ea he s A n a enc t tde er e s ci lm enton i sngl . n r t ts ver i w i ! O VERV I EW W ho Shoul Read Thi Book? d s lwr e i pr dom i nty f bu i s opl M y t chni esw il ot t e na l or s nes pe e.hopi t t t e u i w il e dea t t o xe utv ng ha he xec tve l buy one oft m a t n i i o a s r e or a m o e. ke es i opl l you'e s no m i t a ni you c e t t rghtpl ce. ii i ns 1c s ker . et pl i t gh pt s The prni c pl i crtc li you w a t be a pow e f pe s de . y pe udi e ha s v s pe a i s i es M r s s on s r t i s a e na u a sw he i com e t m e tng a i ua i t a eg e r t r l n t s o e i nd m pr sng pe e.ovEl l t Ew v t poi :' r you s e you w a t know ? l' a ltl f i e ng. r et s a rii sa f huma r our es pe s dve tsng t f. j . e qu l hel e cu i s m a ge s ent e e ur . c i ss c ns l s ne i t s peror er . W he t y s y yes a t y a wa t opl a t ndl t' ' n he a . r tc a l du i pic m e tng . f m s i i . uc ofw ha you' a l be n xpe i e or M h t r boutt l r e o ea n i a ia e now her e s s va l bl e le.a o rgg o l / 0 g /g o f ke // gt rgg e tt w il a e renc f you. ndj t bouta nybody l ng f awa t ma pe e ooki or y o ke opl r eceptve t s i o uggestons. gota or . om o he i a W hatI t Book' H i h Conc ? s he s g ept Bef e la wer 1 m e ex a n w ha a hi conce i . v he r tenton n y ha ke t m hungr f mywor .The t r i e s ii a f nt o rul r ua r em b cgcl i mos ofe us d i t TV a fl i ti s pa èb o et s t t n e n he ) nd im ndusre . he y or dsThe e ne or he nt Rea ng J o?t Pest Pebe J ? D0 1 J t t BePes tl.physc ans poltc a . r pr ne s a es e.pubou e or . i O fcour e. na r . Anyone who wa st i l e e ot r t hi orhe w a of nt o nfu nc he s o s r y t nk ng w il w a t r d i. /r mi f t mome . uddenl lha e t i a t i i aw a t tm a s y. di .lco pia or al a ' o i c os r ldon' w a e r one ns r t i ly dd: ' ve n l e . nd he l ys do. i w hi h wrt r t ow coni ul ry r ng t h ei s n c ie s hr dens d i s a a s udi e c i e.

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t nk. a k i a e r pic a a w rt rwhos olea ue r v M r s n xpe t t hm n nd ie e s lsha e he ped m a hi c i nt m or t n abilon dola s kil v l ke s le s e ha l i lr. wila 1ha e a good tm e. d o a r s tng n e ha hr e li ea or le s W ho I t Book' O t Aut ? s he s her hor lwr eJo ?t Pest PebeJ ? D0 1J t tt BePestl.a o rgg o l / 0 g /g o f ke // /g rgg e t tt c l g M a k Le y.t y s y. o. fli t 100t a her r opl ad ver e ilng he 7 h nd s li out i o t as e . t s om t c r . e uli i m or t n t e m ilon l dsf m y c i nt . he l la goi t t ch you ho t pe s de i aw a t t ne m ng o ea w o r ua n y ha ' i s t snit r m a pu a i norzer s . Book t t pr ie s h a e c s ha om s uc dol s ent f nt ses don' hol a ai t d w a er The rw i l e m e hodss t n i o l e l e. r o pe hei i ' ' Eve my c pe ior uni e i ly c plm e m e.a a t a os ga ns he y t s i hi nd c nd does tt ke i o a ountw ho w e a e a wha we w a t ofe n' a nt cc r nd t nt o f r t w ord. na G uit a cha ge ly s r d. nd n ha i l e tm a e t tt y m ilon pe e ha s oppe t hea w ha l ' s i t ha went li d opl ve t d o r t ha t s y. M a k ha c r bu ed m a ofhi own i l e t chni s r s onti t ny s nfuenc e que a a c es t t s book whie wor ng t brng my conc s nd ne dot o hi l ki o i ept t lf o ie. i n/os t oon ur nt os /os Thei phi r l ophy goes a i t t w a m os of u lve. o com nfuenta .t t ha dl a s w um he a ha r y ho goe by fom w hi h la nott ea e d w ih e pu son b s w s r c m hr t ne t x l i y ho . nt nd n he oc s you l 1 v i . ha im tc.m a ng i i pos i e f a pilng nt he i l s ki t m sbl or nyone t o m ove.m a pu a e.la g ng t s w you her i s e . m a gem ent. W hatsM y Pic t You? ' th o T hi in' a or na y book on per ua i l' nota t e on how s s t n di r s son.a i t pr es .um m oi o ho how t be e i l i l c rs a i a m a tc.lcr a e s h pa e t uc ndem oni . nd gne i You w ilge w ha you w a by he pi ot r ge w ha t y l t t nt l ng he s t t he w a . l be n pic ng a t a s ' ve e t hi t r de howsf 24 ye l a i t ttm e or as. t .The n om tt s nt ntona l om i nt y r f r t m e a 'he t a n w r k 'm ea ng t twhe l pic ng ee o s ' r i ec ' ni ha t n ' t hi m t e a e pe e l i out e yw her .ovEl l t Ew v a t tng he t e i Co lt ' w rt st tlm ' n exper atget i t a t nton ofpeorlg ) ie ha ' ' lg r p1 w ih l sofchoi s a e t ot ce boutw he e t s nd t rtm e.wih my ot .orf c ot r t s bm i t you w il o ont ol ni l t or e he s o u t o r l. ni l tve.

ldon' w a e r t nt ve yone t hea t s o r hi . t ea ha he s y o nfu e ot si t l a beha a i you'e ape s ofi l l enc her s o ook nd ve s f r r on nfue e.a how you s de opl t nt o r ua nd ca do t s m e? l s s e c os r n he a f o. t p l e . ca e he va nihe r t s t w or s l wor w he he you' t yi t i l nc a chid a k. y i t wa oft pic n.t e ea hen.1 2 DlAw I TH E L STENER k N I T hi i notabook on ho t w i a a sngl ne i ton. he boa d ofdie or i a c e enc r . or ha .t l r how a pr es i l pic a o ea n of sona t hm n per ua s pe e who don' w a t be pe s ded. nc Al ys A 1 i s l t che t tt w a t m a m one i t ha f M y w a t ea s ha he y o ke y s o ve un. hec j or t e eraner F t t s he y he t hma t on ur . l t t unva nihe t ut be us t un r s d t u h i w ha he r s d r h. . s ss w o n t i e gota i Thi f abook on how t w i a lf l t chest tt be tw a t i s o n t ie. w a .ort n m ilon t r r ct s n onf r e oom e li vi wer sti i t i lvi r s w a c ng you on t e son. lm a e no a ogi . ta1t m e . k pol es lw il i lt ordi i s w ha lha t t a You w ilge l not nfa e m ni h t ve o e ch. e s itng n he r i ng oom . t ks t r r r ng o nfue e e l t hom e. he nt t i . t hi el vii A r you r dy.

t iv ? y hi : k re o t nk a hi boutt be ts m erda s se r e pehe s um y he' ve x r e d. She m a l a t dr m iy a i s s t yi t ore he y ook bou ea l . You c nge he 1 d s s si ha d r t hought . l s ksowl a t n. s i Tha ' s r You di tw r te heri o a ha dn' es l nt ppy s a e. And a 1 you di w a a k a que ton. nge r m om ent. O ne s t e nd r l t si que ton! t pow e . a he outook wi h a que ton.C H A N G E T H E M O M EN T ha you do ca ha e a r m a ka e e f ton peot n v e r bl fec pl D on' bele e m e Tr t s As a f i nd t e. t t You s tt pr r e he ope condii tons a 1 t her m i do t r t You cha d he nd e nd he es . . ' t s l s rki c nge i he physognomy a dem e nor t i ng ha n r i nd a . nd he s he t he d l a vic a m e or s l r m p up a t l you a s er l m y. he' a l nd e l bout a c l hidhood t i t a ca ni lora l k s on a pa k be rp o r va ong i s r nch. hel l i ng nd e i s t hough s ' f hes ound s e hi s ' l t She m a e om t ng hed os . her pos ur .H e e s m a w i n w hie he a m ge n i l pa r ye y de l r j w sa ke .a s cac shol of a lc ns She' pea l y. By t tm e s ' fnihe s ' be grnni a f elng a he i hes i s d. s f he' r ng o i nt r m ent li a i physca s ce.t w a ch he cl el Youl w ine s a i nce hen t r os y. y ven be t a y er e yed.

l ea n l hods t t r uie sm pl ha eq r i e pr .Bef e t l le o e g ne i 'tr n g lg) essg osbe or he e/ l yec ï s g' r s pl nne s s a t t r wor i ea ne t lgo a ou t c e e a r t r hei k n r s.l s f ns r t ounds s et ng lke t s ' he or ni aom hi i hi : ' T ga z ton' goa i t a s e l a s p oft i s r by t f t i s l s o s um e der hi he ndu t y he ourh qua t r ofne yea . hit e' r pe tv t ki t i e.CHANGE THE II VI V OI ENT M os peopl wa k a ound i t i pr e s The vi w lf t e l r n he r obl m . r nd he onf r nce t bl a one by one a k t pa tc pa s a a e nd.l t contnue l a ni how t do i t oug e' s i e r ng o t hr h l ng ge. a ng hem fom w her t y a e t wher t y' lke t be.t e h pi ng/ he s ys ' nuf c ur s ndu t i ls r ngt pi ' a .lc nge t m om e byyet y n or a e a ng e i ha he nt tn i Iol t se(. n a ge ha n ihe ofend nor i pi e. sne ( bsil. W he you c nge t m om ent you s f peopl s pe s cn ha he . us om er i e s e u t ea ng pa t nt l ios M y pe s lgoa i t do w ha e r i t ke t s ppor t l de r ona ls o t ve t a s o u t he ea r s p i m a i t sha hi n k ng hi ppen. ns t pe k lke t t O r i t y do. r e he r o e he d i o Fr t tva a poi . t st ' 'tm a a t e i s ra .t ops N hough. ow.i' a c r i of w ha i' lk t be i ha . ' T ha a werwon' do. aks n e f pr e i dit nc ng l ngua l l ngua t t ca ne t r ot ctve. s a i a ge. y e ie t ough t i per e ve lm ia i . s he r i i nt bout t r goa s l hei l. lcha l lenge hi :' hea d wha you s i a ls ildon' unm ' r l t a d. T he fr tper on t s a i us ly gua de H e t l i s l is s o pe k s ua l r d. . nd tl t der t nd yourc pa sbusne s W ha doe i do?' sa om ny' i s . f he t s or upton t t ie o s hum a n. he or ni ton pl ns t do t sby i pl re xt r T ga za i a o hi m em entng Si S gm a t ou i x i hr ghout t com pa a by i pr ng he ny nd m ovi c t ers v c a a r s l ofbr ki down de rm e a sl .e r t yggei ( pt .l' m a hi t l H um a don' s a t ns t t s c ne a k. ii You ca c n hange t m om e i a nu be ofw a . w a t he r a nt o a bout t or ni ton' goa s a t r pe s l he ga za i s l nd hei r ona goa s l. y m ea ur t y by w ha hr he r c i d i t t ons The s e oda t ha ned ye t da ppe s er y.l t f he nt n m r ys n he ol l ng t e c pt s you' l r m et owi hr e ha er . a ua C H A N G E T H E M O M EN T W I H W O RD S T l a c por t pl nni m e tng.pe e wilbe m or a t i a m or om ha nt ge nt opl l e tentve nd e r eceptve t yourpr i o opostons. l ' .

Ther ' be m or e 'd oba y ve l e es i lt ed e m pl sunde m e. n ca i ' l t n t t ne pe s a t t bl a ls en t he r ur o he xt r on t he a e nd i t o r es pons .CH ANGE TH E II VI V OI ENT W I W ORDS TH ' hy doest w ord nee i t i ls r ngt pi ng?' ' W he l d ndus ra -t e h pi ' ' ihouti . fnot lque es f he r ip nd ut ntc.W ha ea ng pa t nt l ios t di you m e n?' d a ' ' ttm e .how woul yourj be difr ? ' ha ppe l d ob fe ent ' '' pr bl ha m or r ponsbiiy.Hea dut maeilsrngt ' he e yi or vy. ' a he a a w a t a s f gua dspe e f om diea e?' ' s s w y s e nd a e r W opl r s s ' ' e you coul l a i t tw a ' ' s Y d ook t t ha y. c i fne b m e.s l s a t m a agood 'm n l he ofts rng a o ' t nd o ke d dea m or m one ' l e y. ' t W t l t r c k c a s u ubm rnes ha l s i s w e s t s' ve a tng e r ys em . ha i nf m ton nd c i s e m w ha w oul ha n?' t d ppe ' ' e woul m a e ourpr ' W d k oduc se be t r be us t r d be t ven t e .l m uc beterw hen t pr s u e' on. ' ' yourpr ' So oduc he psbuid cii s ' t l l te ?' 'tdoes' ' l ' ' ot ct t na i scoa t ?' ' e s he ton' s s ' Pr leS. ca e he e' asr t onge c os -er ii t on ofi s ' r r s f tlza i dea .The don' s r i or a i The don' he p one a he l y t ha e nf m ton. e don' hi be nd m a k i ' W s v o he ea r W t de hi r etng c a m s lke s e ofourc pett s W e gi e t c t e w ha l i . ' ' hy doe yourcom pa w a t be t l de i t sfe d?' ' W s ny nt o he ea r n hi i l ' ' e de er e t be t l de . ' ' ou t l a ' Y a ked bout br ki down de r m e a sl .l t y a e crs a a he i lm o on. y t l not r a m uch a t y c l ' s s he ou d.a ld bewor ng on bi ge pr j c s W hih oyee r nd ' ki g r oe t. i om om ior .y tra te h. 'f you got t ' l hem s rng i or a i a a t ng a a t a . 'ft tha ned. v he us om r t t /r pa ngf .a hafwou d go ' l H l nt ds coleg u nd l l t a d a Eur ow r opea va ton. s ton he f a l a i t ke t ge hert t lm e w ha s t ul i r or s ong s t a s o t o el t he r y .r n s a i . ve l . opl i dif e de rm e sdon'com m uni t ' i s pe e n fer nt pa t nt A t ca e w el. ' ha woul you do w ih t tm one ' ' t W d t ha y?' ' afw ou d go i o my ki ' l e f nd. si y ' m h t he e s r s ' ' ' ha e s ?' ' t le ' W '' i on t pr i-ha i pl n.you cou dn' e e t s ys r per .

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e. rbut s' ' To geta t nton.i was concie. i evoked an emotonalr pons i came fom at usworhy zed.we e per lzed wer m or t t c a i r sonai e e han wie s lkel t be atended t ast mes a wihoutt e atrbut s. t s s ha 7 h evoked em oton and. BLSI .one t y wilr e ber i es i he l em m . r he r ia . r n. ls ret he a. he e t y w e e c os d. ' ) l ï niy./ D I NESS REW fV/ KNO W S J EM O TI N TRU M PS LO G I O C l u i wor t a t r pe s c i s e s t m u lke hypnos s f s ng ds o le r pe tve e m oo ch i i f you. r nt s nge W r he r l e t y a e now ope W he e t y w e e hest nt t y a e now gi ng. lr /. THE JASJA#. te i o e r o ha he nt you m us m a your m es a s pe s l a e e e oton i t ke s ge r ona nd vok m i n . .t c nge t m om e .or a va i y ofot r m edi The r ai m i. r he sa e s e s nai . t 1 dded e pha i :' he m e m ss ' T s s gest t10t eo e t of. he r lf us d.The mesagest t 10t . r : ien ente rfk tgste ft (?jr c o ttfrnte !( ' ?jr c i lf l srg/t gog iee e. T he a hor a ked ea h e c i t m a not ofhi orhe ut s s c xe utve o ke e s r i er s l ve c nt e t e l once ni t m e s ge t y r e ved i a gi en r ng he s a s he ec i n v w ee Thos m e s gesc d ha e c e t t m t ough conve k.FAZJ J S PLSI S JVJJ F KN OW S EII ON TRUI PS LOGI AZD JJG S I SVJ V OTI VI C Bec us t pa tc pa s a e now i a dif r nt ps hol c l a e he r i i nt r n fe e yc ogi a pl c T hei m om e ha cha d. n a k r e . n a atceentte ' tngt At he -g t snes ve l n ril ild ' i he fr r Get t nton You Nee 'a hor Thom a Da e i d/ ut s s venpor a J Be k t nd ohn c di c s as udy t y c s us t he onduc e wih 60 e c i s td t xe utve .1 m e poi you t t Se em be -o c obe 2000 i s or et nt o he pt r t r s ue oft Jt pgkBu i s Reiw. i y o t o he s ges t hos ti e 1 1r pea t tl s s nt nc w ih my a ' e t ha a t e e e. t i es e.al phone ca l.t be r m em be ed. e sa oul v om o he hr r s ton. es t D a npor a Bec w r e: ul? ve t nd k ot Ov r l.he fc o smos hi l a s it dwih getn rhee e e al t a t r t ghy socae t tig t x c u i slat to i r n o d r wee:t me s g wa p ro l tve' ten in.l i a s rt pr n t s pi ied. oductve s son. he r vi W he e t y wer pr e -ocu e t y a e now goa -oc e r he e obl m f s d. he a e. t r r t t or r pect s es ed ender and. a weebro aie we e mor t n a ha 7 h v k? wltoï nd r esn l ? r l z e ha t i e a lk y t be a t w c s i el o tende t a t m es a swi houtt e a d o s he s ge t hos t ti e . O ne whos m em or w ilgui t e y l de hem t oug t r lwor t t hr h he ea k ha m us be done i t rvi i i t be om e ar lt t f hei s on s o c ea iy./gt i lf )g / je ? lr g t g s j n f g /.

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it tlf jtr o jis ê g ueto lg sg s ebe nt lf t no l r -fe r l t e e fï . om one m a us l s of s nd.f n rm once si t i t sofm e a pt n he r ype t phor or by usng t i l ngua .ors l. f t s hi e hni ue udii sy. Thi i notas j s k oi. / l e e ? y s t g t p ? ra o g/ tt .So w hen pt n he r a you'e s ki w ih s e r pea ng t om one.r tlfcïra sttto fg lg rwo e lw jo ll r f et ffgfg.t ls e r w ilca r you i sw ih t m a l ope l he it ne s l r y r dea t he ong tm e. nd o he pe fc a ge ha x t s her l you ca f a e yourc .W hen you do i n r ns r . b ï tlrbtbcie Alhou you c n' c r a her t lf es etv. ns ance: t . you i r s your cha i he r a ge nc ea e nce of c ngi t m om e f t m a geti t m t r e ha ng he nt or he nd t ng he o em m berw ha you s y. ciial /ef to stlt tlp ttl. t e onfde l you or ni e ofi s c you hel busnes e f ncton f ga z fce pa e. d pos ton s i o r . t ca be t a pa ent Pi k you s s f i.FAZJ J S PLSI S JVJJ F KN OW S EII ON TRUI PS LOGI AZD JJG S I SVJ V OTI VI C l you m a a t e dr s s f nuf c ur e s hoes you he p peopl f e be .tïs o ha s hr he e si . t gh e a t ontol not ' hought.Peopl s k a t y t nk.pa a t nton t t t s of y t e i o he ype m et phor he us s a t t s cii l ngua t t e cie a s e . s s you c n i l nce pe e t t nk i ne diec i .s y e ot ou ba ed m et phor whe t l ng:' t a cl r a a be l' ' hea w ha a s n a ki ' ' s ea s ls l '' r l t r yi 'T t you'e sa ng/'' ha ' m usc t m y ea s'l s . c r pot or t t pr ry. t a For i t nc s e ns a e. ul ook t t + Us (Iro k a oe i yr ( (reg o ct-g terol tfr eg l sg j v r ma e g g lgs j / g f.O new a a nfue opl o hi n w r tons y t do t ti t ough t us ofque tons Spe fc ly. l e el t t ra e bouthow t y l s t tt y ca go t ou t i da he ook o ha he n hr gh he r y w ih m or c i nce. hor t ' ' O fc s i you don' u e t s t c q j cou l i oure. t l r e r ï - O ne t of qu s i l u e f s s on t pa t For i ype e ton s ocu e he s . f o you' ' ii yourc e i a a t y cont xt ' a t swils rke a onc pt n n udior e : ' ybe hi l t i M c d wih you. p i ss u i m or s oot y s t i em pl s a e l s s r s d a ca e m hl o he r oyee r e s t es e nd n s pend m or tm e m a ng t c pa m one ei ki he om ny y. /wl g e pea s he hi Thei s r poke lngua min a ge r r s t w a t y pr es c or he y he oc s once s i t i he d.ce i l' a ss now ob. i + As ( q sin tlt ek bo l i otlrp s. t s f ll a why you do wha you do. na e l efde pton.

r m r nd ch es nt ha de l t nex c pt r you' l r a n he t ha e . bn ï te o p rt fl n ï xl tt t l r ' ys !? g oï g e : t wl g / Ll i t s m e i ofa s ng he a dea ppea i t t e t e e . i l nc in' s m u a ze o.The ls e ri 'os 'a ha l r d a ' i f a n hem s it ne s ' t' nd s ea ne ' gnii l s ca 'wor a e l s on. H ow w ou d you m a i wor ' l ke t k? Bec ome a qu ton j e.w ha w oul ' l ea he r l hr e hs ry t d you do w ih t te r tm e ' t ha xt a i ?' ' he e w ilyou be t s tm e nex yea . e l e e ptve o dea nd e s s + Dosmebn 0to teg rlCha gn t emome ti a1a ou o ti g j / op.Cole t i e e tng i uii s esi unki l c nt r si nq re a t y t m outi c s lc nd r he n a ua onve s ton wih bu i s a s i r ai t sne s s oc a e . nt ' kpl c e s r? lr xta e / fïto u /et l / ? fg f oï (k rse.t o fe e a f hos n ha a a e uly he peopl w ilbe m or r ce i t youri sa r que t .Thes que tons ts e e es i a opl e si s w you ho ea y i i t c nge t m om e f ot r .l youke c e t tpl ce c r f l .lg i ee g t ? ky l tl ? g o t s gt o e fl/ c g es t .i you c i e t ' r l W hi i t r f ontnu o hol t ta s pton?' d ha s um i ' A nd you ca t ke pe e ou of t i cu r r lt by ge n a opl t he r r ent ea iy t tng t i hem t fi a pe s ctve a c ea e a ne r a iy: o lp r pe i nd r t w e lt ' ha wou d ha t ha n f yourm os a zi bus ' t W l ve o ppe or t goni ng i ne spr e t be s ve t y?' s obl m o ol d oda ' 'm a ne you ha t r your bu i sw ih ha fyour s a f ' gi l d o un s nes t l t f. l ea n bout Tr ns or a i l a f m ton M e ha s s whi a e di tnc i e m e a c nim .um ga e of n he nfue e s t o ch r s m m a pu a i t c q .tero el e yo ' cle etero la jrtltl tn r( : g k ess / lr i l ul lg / lret . - 'f you r c d you goa t e m ont ea l . ' 1 T bou i r os n i s' ' ' ha ' t m os s gnii a bu i s l s on youke l r ' t he W s t i fc nt sne s e s ea ned i t pa tt o ye r ?' n he s w as' N otc t t t s que tons a e ba ed upon e otoni e ha he e si r s m i l de t e .i f e lce ye rt otlewa . n ig h y ? n s1 b t gi ng pe e t une ct w het ri be ane i aort vi opl he xpe ed. ho w s t s o ha he nt or he s l t end.Se w her your qu tons t ke pe e.CHANGE TH E II VI T V OI EN ' e 1m e a ta tm e you w e e l ti busnes .-':ro ee rn testtfgyo rtïsf. he t w de he f a e a ou w hi you pr e t ti a.a i i aw a oft a pori pe e ni l ton e hni ues s t s y r ns tng opl t a dif r ntpl ce. ca lng o he x r m s you n a k q s i t ta s putpe e i o t f t e: s ue tons ha l o opl nt he u ur . ch r si tv t phor you pe f m s r or .

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l l t l ys ea o /lggt ndlry. T he m e ha s di tcl e t dea on isow n.a l a t r ul i s r s ni t nt s ong s he es t s t ong. nt he o e he s biiy nd r ha i s a a f t m . sar ' ou w a m e t ope your c e e e w ih a ba s t t ' Y nt o n onf r nc t ng. i hel m e c nim dn' os he l t but t ped r ddr s herconc nsi a ne lght ea e s er n w i . nk f s rng i.t tpr es pe ke n bs r c ept vi ls s ge ha oc s i u m por a .whih i e wilamos awa l d t eelt a r c s . ' ow how do you f la ti?' a ke ' N ee bou t 'l s d. nd w a t i m i f l pr e a t t c er nc s t y gi nt he r nds ul es nt t ha onf e e. t m es a . t gis how t r s tng ca c a i f ce t m t t nk of he e uli l ul ton or s he o hi t lte ?. /g t g W he we w e e fni he s c d do t s unta w e la 1 n r i s d.how mos peopl wilt nk ofDe k ( t t he etr t e l hi nmar wih he Domi ca Republcaditnts ond) how t s c lte i ni n i sa ec . ' t Tha s or ha i t' N ' ' you s ewha j s ha ' Do e t u t ppene ' d? ' our r cton w e f om 'n-rggi r a l t ' t'W hy? ' Y ea i nt r u f i ng. ' ow lgett e 500 pe e t expe i nc powera pos i ' H hos opl o re e nd sbiiy. Know i how ce t i a e w t s ng ran t ng a e done i a l t n. ' ea . he oul he t s l s. Bec us now you know ho i' done. m t nt r yi or ds nd ctons You'e pa ng m e be u e oft ene gy a f s l l ot r t r yi ca s he r nd ocu he p he s o cr j . nd s us ed a h t p: w a num be f om 1 t 1 m uli i by 9 m u tha 9 a t s ny rr o 0 tpled s ve s he um ofisdi t .hi hom e f her t or . You'e not pa ng m e f m y w or a a i .t n. wa t he d or he You nt hem be i vi i t m s l s a you le ng n he e ve .J ear J e She ha t dicu s t m a t r wih s e hi r ups but i d o s s he t e t om ghe .i a 1 t t m a t r .e l' o nea .TII M ECII I I Ac-l -E -AN SM x r ox W e r d ba ove t s et a ldi c s e c s e ho ea ck r he he . o he ve y you t rbe tefor a t rbe ti a .Cor ec ?' hei s f t nd hei s de s r t' o rr ec . . l g t c r c .. he e ond etr n Denma k. n t e he nd. The Tr nsor a i M e nim ot he ont a t a f m ton cha s hel d m a a a t a tconc vi d.H o lget t lt he s 1 ha te s w hem t t t s a e i o ha t t s uni por a . hi s r s e dow ' or t t poi :Know i how c t i t ngs a e done i ' e o he nt M ng er a n hi r s unneces y. o ha t 5OO pe e a t ndi wil exc t a he opl t e ng l be ied boutw ha t y'e a t t he r bou t l r You w a t m t s e t pos i lt a pow e t tle o ea n.

e u y LIS.ylnde engi w ih aha r n? N a e e c ow i i c i r ne t ipi m ah pa tofa m a e l f r pl ea ? . a n nve or w ha you ar dy know how t do. s a ps Buid c onil s ps i botl s Re d ha d. . hi ha e er a ns i m e or bl .fi per pec i e. ne x r or na y.l d t m ? l ol a hi n te ? a r boie t il r ? S dou e. um ec i .W ha s ls a i e e t do t lea o t kil nd nt r s s you ha t tm a lt he p you pr a poi m e a ve ha y a er l ove nt t phorca l i l y? W r t down you a wer .. o l g har etngs w ih s i nts s Ar you ex r a r c ng de son m a t c e it ? e pe t t ea hi cii ke s Ca you dr w a m ea Ve di gr m ? C a you w rt r? n a n nn a a n ie e.TH E TRANSFORI ATI I ECHAN I VI V ON VI SI TA K I G AN EN TERTA I M EN T I V EN T O RY N N N l c led a m e ni m a t i k. 9 .bu i ca a s be ot r t ngs a ' al ve cha s rc t t n lo he hi : puz e.oz yo rgt e W o l y u d jyo v en g ttt lf. s m a e lps s tv nd ve a iy l ii s a a m e ha s . .a rddl a conundr . o ? n /lg ? s f g aop 01 7 ub te a i ta w a ls t botl s i ks Cr t a l t routof ga ns l o he te tc ? ea e obs e a s t ofpa r C alt t s ofa c n s n tm e i a hee pe ? l he os oi eve i s n r ? F x a s x.l f g u ( b? ud o o e g' o? p t p l g c i pe s tons Re ie a poe ? D r m on em pt pa nt m r ona i ? c t m u y i ca ? H i a bulk. / t r u o be /lg s le t we it c nt r . I ut r i (t/ï slz fl t.a gi scl rt qua nt t i .a pi e oforgam i Anyt ng t t zl i e. ie r ns s J ltts si '0 i k r' ( to lly?Do you c i me i / t t ê j y g j g f g v rua /lg g o .alt ta w a geta w e e D o you ke p a fa l s m i ha l ys ns r d? e lw es da l or ni r iy ga ze ? J lta eyo rb b i ? Do you colc t nte h.a k di m onds H i i aba tng c g hrle s ki bl bl c a ? tn ti a e? J ltsil t yo lg ?Ca you ba a chocolt c ke?Fs / t kl 1 u lpe n /lg s 0 t ke ae a ih lke a pr Sk ch a r a i tc s il lf Buid a s ur bui o? et e lsi tl ie? l t dy r u?Thr a c t h a F i be lk a gr d s udent ea ow nd a c rs e i e a t ? J lttfê (g:b z l t0yo ê f?Ca youj ggl k ve ?F nd / t rcsg t u ze 1 u goz n /lg t s ? u e ni s i a s l t d ca d f om a s fe pa k? Add r s oft eee ec e r r hufl d c ow hr di tnu ber i yourhea St r fr w ih s i s D o t gi m s n d? a t ie t tck ? he Sbgb' 'me c oswor i 50 mi e ? r )J s r s d n rl nut s J ltsteq r i tl' yo t f / f t ?o Ca your abotl / t f / uike tll u z . fe s c ni m To g a f lf how t us m e ha s s t ke a i nt y of et ee or o e c nim .yew ih a a r w a 20 pa s Be a t ns t le t n ro t ce ? t he ba e ofa hum a pyr m i s n a d? L s e r hi t tcom e t m i m unda ore t a di r t ve yt ng ha s o nd.

e t he ng i . ha nve or it ont i he nty. rbos does tt nk you ha e e ' e You s s n' hi v nough e xpere i nce a e rie t ma t pr e twor And whieyou ma be a nd xpe ts o ke he oj c k. i t nce: n ne a i For ns a ' wa t c i e my bos t 1 m e ha e apr e .Pi k a pr e t tyou ca pl y wih.a s e i one s dslghton t nt ve. ' c ea e one now . C n hr nd ca c aFrs e lke a g a s ude .M a i ' nt he l a nt r t d n im s RO cton ga e a t r l tpa t ' m t he olou ry. t t Let r t s Thi ur e s son obl l ca be i por a . ' t h he ee ges t ow F ibe on t be c You a ke i you c l ty. G et i? T her s det i e t e' a l nough t t t s t ton i r ogni ha he iua i s ec za e butnote gh de a lt t la c pl e s or You w a t bl . N ow t ke t tc a ha once a m a c i up t e c t s pt nd t h t o a h a kyou do. e ve he obl m l nt o i s t 1tme ha e a pr j c . Su e oe ndl oe t ' ur ' ea ' ppos .but not ng t hea N ot ng t t m a s n m t nt hi oo vy.bu ' nt o onv nc l s o et ndl oj ct t he' nots e l r dy. ' ' w a m y nei ' nt l ghbor t he p m e ge outw or t t t l a o l t d ha he oc l gove nm ent i c ngi t zoni i our a ea a i r s ha ng he ng n r . m ' t t t your i nt y ls c a ns t e r ' a t ow a oo. hum i ket h.' w a t conv nce my bos he . a tl e you ha a ti you know. nd t c l hur hom eo ner . hi ha ke you c i . nou t i o el om et t y.c a a a 1t de a la t nk oft pr e t l her ds ut w y 1 he t i nd hi he obl m i one ge r llne.e r c t hi conc f om e ve ha obl m xt a t he gh ept r i . l y w ord.s you ca ge rnge c obl m ha n a t o n t a f lf t st chni e.H OW DO YO U BUI A II LD V ECHAN I VI SI ? 29 H O W D O YO U BU I A M EC H A N I ? LD SM C r a i yourow n m ec nim i ea y onc you ge t ha of e tng ha s s s . nt he hea i The t bna ls c dlne.t r w a atm ew he you ha no l c a s ibee a he e s i n d i how t t ow one. s df ou d r O he . nk ofa c r ntper ua i pr em .l s Frs pl yernow. ee or hi e qu Yourpr e c l be f om t of i e or obl m ou d r he fc fom yourpe s llf r r ona ie.buthesnots e l r dy. n ot wor . O nc you ha t t pr e . nd rck nd e f he i he ot r Suppos you ha t pr e . dea o hr W he you w e e ni ye r ol youd w a c t t na l n r ne a s d. s ur ' ea ' m ' ' w a t m edi i e es e i m y fr ' C D . ou d t w s' ' ' w a t c nce m y da ert be m or r s ' nt o onvi l ught o e e pons bl w ih ie t hera l a e m one ' low nc y. H o m i htt e t r l t th ibe i r d t nt' w g hos wo e a e? ' Let s e. ne oft hr rs es he a h.

Sur t pr j cti mor ha' s l t l oj c s e. H ow cou d you us t spa a l ? l a num berofw a : l e hi r lel n ys You cou d m e w ih t bos . he o e s e i por a a difc t t n l r ng t t o a F i be butt m t nt nd fi ul ha ea ni o hr w rs e.s n i on l et t he s a ibee pi t your fnge . A m e nim w or s bes whe i' t ngi e.a i we nd t nt w i rghtby 1 ya ds W ih t t ena el gui nc t gh. a e n s fc you nt he r le s Notc t ti ea h c s t physca obj t ac oru Frs i e ha n c a e.your br ngi ea ni o hr ibee 'e i ng yourbos ba k t t tpoi i tm e w he you wer a novi e. he w a t ex la i i t s m e. t her . tyou m us ha he d i t l o hr t t aght bu t ve l t oo ong. poi outt pa a l l .a . doi y o ce t t s he a By ng. ce ro. l t ri hi ofi e. he i l ec .t ke out a Frs . red t t ow i s r i . a t s a l l s t hr ng ibee nd t t how you' ge good on pr e t .e ve s y o r nsor he nt r us t li a s or a e lng t y boutl r ng t t ow a Frs .a k hi i hes e er pl ye bef e. T ha ' how you bec m e word c a s a t owi a Frs .ke oul a ibe he a n font ofyour ofi e buidi a w hen you bos c e r fc l ng.TII Tp/t syolll ox M ECII I -E . hou you i pr ed qui l A s ttm e a t rt t you wer gr t m ov ck y. he ibee nii ly c s s n t e i gr bber a t n you us i t m a a m et phorca poi .q kk ATl t -AN SM t e ge st s d yout Frs e a i hi you i t f c You t i e na r os e he ibe nd t t n he a e. hi nt r s y rght You mi notha e t pr e te rl Bu you'e not i : ght ndl he oj c xpe ty. o k O r you a a c w or r c d pl y Frs e on t lw n i . oul s s he obl m i s nd i he ibee out ofyour bref s l t r a a m ea of i e iyi hi i ca e a e . hor i fe ha . You beive t F ibee e renc a you c r ntpr e t le he rs xpe i e nd r ure oj c st ton ha a diec pa a l l At t s poi you bos m a be iua i ve r t r le .l t t t y. r gi ng hi avi hen r m tai e kil w You'e vi m s c a e renc er l xpe i e. e ea . nd r s om s out you m a e s r he s syou doi ti k O u t e or . nd e ae t o he oj t iua i n ha s na i t Frs i ta l a t a a a t nton.W he t per on you'e t yi t pe s de ge s t ai n he s r r ng o r ua t . nd he e t o ke a i l nt O r you c d dicus t pr e fr t a brng t Frs . k ue ee ng r c s. t he e g s' da e.ol f l ibee s r s a a wa t ta f m t mome .a s c o ha nt n i n e c nd t you' de ons r tng yours l no . nd o. ne t l r by doi ng o t t e ngi c You ed o ea n ng.W hen t r ' a cha s k t n t a bl s he es dem ons r ton.You'e notj t . de i 0 r . t r goi t ge be t rby ha ng ba k. s ns nt nsf ng s i er s on t poi your a nt e t he nt 'e boutt m a e.t l hi i r s m f ' v a d or e l m yoursor a r l t i t t pr ec st ton.

n r on nt a e nt i ng. ' m om rng oni pr e w ih tus s butda n i.he bu t up il ga bi r u nem e .pe e di tj t i e. ' . She ca t g t he r f ns s o hi d r el r n' o o r def ul t nki s r t i s a am ea ofm ent l dim i sng your a t hi ng t a eg e s ns al s s i y a gum e . m i ly. i 'r u g etr ' lct we it c nt y S. You t l e e l tm r let ak a boutyourhobby a t s a p' va ue. Tw o m or qui k e m pl ofusng w ha you ar dy know a e c xa es i t lea s a m ec nim : ha s Jo r!0?pl ' wa my neghbort hep me ge outwor 'g ) Jt : ' nt r / l i o l t d a bout how t l lgove nm e i c ngi t z ng he oca r nt s ha ng he oni i ou a e . ha ' he nd s tl w e' i nom 'The s a p a t a a m e nim a gi esa r n e ' tm cs s cha s nd v hi t i lba kdr t youra g e .t t us s N ow. s' ' A l eyolyor fpaoy:' cole t nteh-e ur U.She ha t r a t dif r l bec us t e e na s i r nt s o e c fe enty.di r iua i s n' e r t nda d de e e t s el he s f fom you.l notc pa i our z ng i s he r t . ong s wr ong.You a s dr w a nd he t m s l lo a pa a l lbet e Roos vel a you pr em :' oda w e r le w en e t nd r obl ' y.Te y di t1 t pe e obl m t r t .As f r a l conc ne t t t ki of ba te a s' m er d. t c s n fce opl dn' us r l o r f hi a do w ha he s i H e f ol ve or m nd t a d. T he r s ? ea ons Siua i lke t ta e unu ua durng t c s ofa nor a t tons i ha r s l i he our e m l da Butwhe you puta pe s i o a s f . nd i ly. he ca tus he s a . a e he xt r l tm u1 a e dif e .i r gui ent r a ny. .-he. sm or ope t w ha you ha t s y be us i r fer nt She' e n o t ve o a ca e youke f ce he i o be ng ope or d r nt i n. T know Teddy w a a gr tpr i nt a i pii hit i a s ea esde . e t i m entba e out oft or na y st ton.J j am J re/g fr: You mee wih you neghbor a pu l a lc t sl gg t t r i nd l T heodor Roos ve t s a p f om your w a l . n ns rng s or c l fgur Bu ba k when hewa i ofi . n r i ul r s ed le l g busnes .s d. m t dd dn' e opl ha t rwa j tbe au e t y ha mone W r wa ve hei y us c s he d y.H OW DO YO U BUI A II LD V ECHAN I VI SI ? i ve i t s t ton m e a l e otona l a physca l nvol d n he iua i nt ly. sorca c op o r um nt Jo rIopr:' wa t me a i e ese i my fr s CD 'g l lel ' nt he di nt r t d n r / l im' RO M a ton ga e a t r l pa t ' ci m t he olout r y.a how i c d hur hom e n r r a nd t oul t owner . ought s e om pow e f l e i s l pa tc a . n r l sr ps.

y he t u hes nd nf m l etngs a a i ebr k r wih s t a e a r pl nes The i i t nd s c ea e s t ea m t s boa d a .t wil pa di i nds f you hey l y v de or w he you nee t m m os .M wih m or bl om ny s r t d RO t e ood a nd gut t n a ga e e r m a Your pr s ha ny m ve de. D ipl y t ga e on a s r en. t r u i t v sn t t nton gete . he n m l es .Pu down t kni s a j gl c e ofyour dl t he ve nd ug e opis C D . ly e ont xt or cr e ng he m - W H AT I YO U D O N ' H AV E A SK I O R D O N ' F T LL T K N O W O F A PU ZZLE YO U CA N U SE? Fe rnoti youha no s l orpuzzet us Jo ?t Pes t e o l a f ve kil l o e:.Tha w a you ge c f t bl a t a i a t ly e he t y t om or a e tr ctng tenton a be ng bol Tr t m a l nc a i or a m e i . i nd i d. ' ua l he Ac y. ve y t l r a pr c i e t m . Tel t pe e ' t l t RO ci m l he opl .M a ton ga e.you ca j e s e hi fr mor y ng ous n uggl om t ng a e dea y. dea s o ha f a t ke youre s ope f tm e w he you c n us ve un nd o ep ye n or i s n a e t hem a m et phorca pe s der i ke st tons l you ge s a i l r ua s n y iua i .l'i plyi nge r s n ugglng he e mes t n a ng s t . ve a ca l s ta c e f s e ni t ga e.a s w how your hem ' s a he m s ce nd ho c pa ha c ea e a C D .li l a m e ha s a t e of n he e t hi nc ude c nim t he nd ea cha e . o ea n nd a tc he l f c . oduc i gi ng is t s vi t t r t m a k e c l w ha i w a s The kni s gr phi a ge r et xa ty t t nt . r i no guesw or oa d hi t 0 a ort s The e s s k her lha us d e c a ca a t s t is power You ha onl e.a o rgg Pebe f k J ? Do 'J g tt BePes tl. n d he t l t r s oft s book. f t good a peror i t t f m ng hem now.q kk ATl t -AN SM A / efo l u f etr ' ca j gl kni s' f rr yo rgpaoy:' n ug e ve . t a good i a t t y t e m e nim sbe or you r n a t i' s de o r hes cha s f e ea l ne d t m . lt ate ng m edi t twhie k ve e i t r Tel he t ndi a ha l ni s m a be da er . g l ' A re/g fr: t r l tpat sa tj gglng kniesa a a lcggslAt he olou ry. da rhe e i noti j i t s ga . t t r cu lc i rt Tr ns / 0 gt / g o // /t rgget o he es e! onsde he a t f m a i M ec nim t be s h a powerulper ua r t t l or ton ha s o uc f s de ha ' ve l de t sbook w ih 2 ofm y f v ie .i t hope t ti ls ch pt r n he ha f poon t m outi s a ldos . ve e a h nd n t e t o t .TII Tp/t syolll ox M ECII I -E .

lofe you a a tona f m ec s st dr w upon. w s t i e he unrs ? Exa i yourc pu e ' k yboa d. r riw mir a as ont rdi a akyous lhow eave ror nd ong he a o) nd s ref t y a er l t he r e a ed.H o i t ts lke i f hoe nd t t w s ha hoe i yourt nis busne spr em?(fyour ha i toubl hor et i s obl l 'e vng r e fndi a pa a l l br k your s down i o is c poi ng r le . H ow i i lke your r t ndi e sti lf ? ie L sen t t s t o he oundsa ou you a pi k one.Durngyourdrvehome. i o hi lxbl ) Look a t gr t he ound you' s a ng on. Y Bac oom 'l I Peror i Tr l m aton kr lps or l m ng ans or i M ec hanim s s + l you w a pr ctc dr wi connec i bet e n unr a ed f nt a i e a ng tons w e el t i sa obj c s as il ha' a t hea tofc eai pot nt dea nd e t. i n c r he i r t r e e ed ha y t e s t tons w ilgi you a tona i s a hes iua i l ve ddii l dea bout how t us o e t e m ec nim si yourown lf hes ha s n ie.kl t t t he r s r tng e m ec nim s he es a ga e t ply. os w l nd lboa d. i fr n ddii l our hanim o a la s de crbe ea m ec nim a pa t ofa i ag na y s t lo s i ch ha s s r n m i r iuaton i w hi h you a e t m an cha ac e . ha s . he l s onc uson.bu i c a s el r zy t t ondi - tonsyout t nkfe i y.H ow i i lke a r nd nd c st i busnes goa ? i s l Ta e a ie f om yourw a l t H o i i lk t s i e k n tm r le . H ow doe t s ic ng r l t t your pr em ? s s he tt hi e a e o obl T he l ce ? The he ? Sounds c a . m a u your n ke ns e he e e tons ke p own.lknow. . ea hoe nt t om nent .w HAT I YOL D ON' HAVE A SKI ? F l T LL you' ty ea m e ha s t n a t r Att book' c l l r ch c ni m he nd he e.r ' m o a Slp of one ofyours s a s udy i. c wo t a gr en lght a a hydr nt a cr s a k a a bil r a e i nd a .Pr s nt t t w a .ori tnc pikt iems( i i f nsa e.H ow i i lke t or ow ? m ne om t rs e r s t i om r W he you a wer d t s qu s i .

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l a Pa M e a n per t phor t pr i a di gr m or ca t . c nim s t s s et a s u e a l y t c x pe e' s . he e ubs s lo s naog o oa opl s m i i o f e h per pec i .a i t nex c pt r you' di c r s nd n he t ha e .T H E BO D Y M ETA PH O R he Tr ns or a i M e ha s ha t s et : t a f m t on c nim s wo ubs s he Body M e a t phor a t Pa r M e a nd he pe t phor L ke m e ha.hepr i a oddobjc (n n a f mai cha s t op s n et a orga l tr. he op s r y. he op s a a r oon you dr w i fontoft peopl your i l enc ng. a nr he e 'e nfu i Youke l r d a t m e ha s s N ow youl l r how t ea ne bou c nim . nds nt r s s tve The dif r e a ong t fe enc m he t ee The pr e c u est getr u t . hr ? op a h s o es l s l aTr nsor tonM e nim. l s ove l t i a out ofPa M et phor . he e t pe eyou'e i l nci he opl r nfue ng. he ns nd s per a s . ' ea n l o peror Body M e a f m t phor .ac ntona objc i a odd c ex ( kie i miobse) onve i l e t n n ont t a t i aboadr .or ac entona obe wih whih you do n r oom) onv i l jct t c s t ngodd( r t tva s whe yout sii t ar. omehi a ock ha nihes n os t n he i) l a Body M e a n t phor t pr i you bod ort bodi s of .

s ed or s i . . er hi r s uppos d t do.. ch t rque tonss m s t t k you f t rf om fni hi t dea .You ope your pr s nt ton w ih a zi une o ned e e ai t ng.H ol i . nd he r n leg i a pr son ha de Sa your a c ula a your s li a c pa on your y 'e ons t nt nd 'e e lng om ny s t a e.i i .a t y s m a s nd he ee t be m ied i a l ng t i vi l f t e of yourpr o r n na yzi he ndi dua ea ur s oduc t r t t n t ove a lr ul i w ilpr a her ha he r l es t t l oduc To br k t sdow ne.Grtt . he i r op n y t phor i t hum a s he n body. c ed a i ensfe t pr e .ofe e your pr over nd nt ii d he obl m f r d oduc a a t s s u i s gue i o is f c s a bene is a de ons r t d i . os oft m a e t c r osng he M t he r e hnocr t . T he depa t e hea lke w ha you s i but ea one of r m nt ds i t a d. que e owl. s nt o k e o et ig i mid. r o a Eve yone pl s s a ea e t nd. e d nt t a t nd ft . i o e y t phor . ' your f ett he . getot r t e r e a i a by m a ng yourbody You he s o xpe i nce n de ki a t is a a l orc lex es i oft ti a. wa ty ut wh tl a ou e p n hn n n l a t l n o o/l a ' b t m t s y. yours na c um n. ol t t i A nd et i he i hem d t H d he enson. e ea e.n fc . ' he que tonsyou'e a ki a e i porant'you s y. now . ea hi w a d pr s a i ls r l you dec de t us a Bod M e a r e ent tona pia .W HAT A BODY II APH OR LO O KS LI V ET KE W H AT A BO D Y M ETA PH O R LO O K S LI E K A s l s i t prm a y pr i a Bod M e a ad.i er e h your nds oget r nt m s fnge s sif n yourlgs sifr s ez yourj s yournec i r . tfe . pi l ol ' ght your body lke a knot lke a tght tght knot G rt ' X en i .a ca t l odu s nd pia . ol ton. l font of you st ofw r ba e now e e. ' t e ea e s T t oc s or r ys e 't t kes bot l nec d i or a i a a l s i t fo ' a l te ke nf m ton nd low t o l w t oughoutt or ni ton..ha i oce s n r is t hea ofea h de r m ent Youke done ev yt ng you w e e he d c pa t .s d k l dg s r ng pr s . he e i c n be t ne i o s v c . hr he ga za i w r t a ur d nt er i es pr ct . nd m t a e t Bef e hea ng i o a c os youke a k f que tons or di nt l e.G rtt m . tfe e . k.i . ' Put e oget r yourha t he . rl s ' ee t t ns on l ve yourbod Do you f e t pr s e ' l he e i ea F y? e l he es ur r l sng? e ea i ' ha r l s i w ha m y pr e s doesf you s t m .' a ' T si r s ng r m t / ' a But s w e' t l ng a t s e ofm y pr ct f t es lw a you t r a ki bou om e odu ' ea ur . i yourt e h. hei si ee o a e urhe r i s ng he l You'e l i t m .

' y pr e s i a ' M oc s s bout lber ton. ua he he ft he g c ur T hi e m pl us s ee ng a r e i a a m ea s xa e ed qu zi nd el asng s ns dem ons r tng wha ha nsw hen you r m ove apl i t s t ai t ppe e ug n he ys t m .a s n s m o e a nd how how t e m us esdi a hos cl s ppea . r You c d a s fi t r tonae be nd t s e ng. ns on w ihoutr l xa i ca e ho ng r nd l nc Te i t e a ton us s .ourabii i i r ltes ncrease. W ha i doesdo i br k t de r m enthea oft i pr oc utt s ea he pa t ds he r e c pa i w ih m i ta a ge t m ba k on t a k.s you i t her i o your of i e a r e tonim o nvie nt fc nd di c s t st ton. a o ens nd dr w a t i t t pr a t ent on o he onounce m us e i hi f ea m s d cl s n s or r .de ons r tng how w he you'e t ns .H ow e . t ase o oc s ve yt ng n fontofyou. t r o oc s n hi he ha he e i ver w he you r ea e t t i i' e i rt f uson e r hi i n el s he enson. ea r hr he s ue ng a r e sng.H ow m i a sm ia de ons r ton be u e t i l nce e ght i l r m t a i s d o nfue ot si yourow n lf ? her n ie BO D Y M ETA PH O RS A N D YO U Per ps a e pl e ofyour i a r i ofm a ng a m i t k a ha n m oye s s fad ki s a e nd herca i i ge tng i t w a ofhe dute .Yourpoi :W he w e oper t a f lca c t we do w ha r nt n a e t ul pa iy. t s a bouthe pi yourc pa do w ha i wasm e ntt do whe i l ng om ny tt a o nt 1eror s a is be t' 7 f m t t s.ndoul lo lp he a i l hi he que zi a r l sng e er ie. urng yourt l you l d he t ough t s us he iua i D i a k.O urbodi ge s r r nt o es t t onge . t w e w e e m ea t do. You c d a s us t s e ng a r l s ng a a m e of oul lo e he que zi nd e ea i s ans s w i ha m ony a ba a e. q ezi nd el a i m ta i n r e e i' ha d t f us on a yt ng ot r t n t t ns on.TII BODY M ET .You w a t br a uton s t i n he y r is nt o e k her of herpe f c i s .butl t ne f ge Se t i si r m t nt e ' ver or t s t t m y pr s a pr ha oce s nd oduc a e a t r boutcr tng a c pa t t ea i om ny ha ca pr n oduc i doz ns ofdif r ntdie i a onc en e fe e r ctons t e. T he you a k hi t r l x.OP -E APII - ' e.s you ca pe ton t nu i e nd t he c rc o n r s de t m on t bene isoft bi pi t e. s lc oyee t t e up. For i t nce you a k a s a k em pl ns a . ' yourde a lque tonsa e i por a .a br ng up t postve a pec oft i e ea i x c s nd i he ii s t enson. ' D oesyourBody M e a t phort n t st ton a ound? M a ur he iua i r ybe. l' a i ai t bout i s nnova i l' ton.

i youwa t xecs nd he r nds B he y f nt o t y t sex r s ordo i t ot r . i A n. nd ontnue : A1 yourc t er ha a r di a e on t i hea a t y onl us om s ve a o nt nna he r d. he pea r a hi vol e l n ba k a f ra t y ca Ea h a one w oul nd s unt er ea c s a s he n. pe ke a r le t n he e r i e a w or ng t t rpr xe c s nd ki oge he oduc i y.t n i ul) Themet phor l ej tde c i d putt body t ough phys a s ' us s rbe v he hr i lt ns on. i pe ke nvie n udi nc ro a m gr b hi rght ha a i e t ne rght l gs Then t s ke a si nd. yi ya de ons r ton. nd he y t i o one feque y.us s a e gi r ddl t r tng ons t nt e n nga ng m et phor t he p a di nce r s a c a o l u e s e-ee onve i l r e of s l s ntona ul ae a m a ke i Sa M i e on:' w a e yone t hol t i nd r tng.a m a ke i c ula . pe ke s r u e o t nd. c l d fl. tvel A not popul rBody M e a her a t phori us d by s a r t fr up s e pe ke s o ie t r c ow ds The s a r a ks he a di nce t s a e t hei r .a s ve a f r a ound a t y hei i r nd or fnge s nd wi l s a r s he ca wihou m o ng t i f et Af e t c ow d ha done t exn. ' is afw s c e e ondss e r o ve yone ca l a l ug a c i s ' 1 n ook nd a h.ng m t a i O fcou s s e i a r la i i j s one Body M e a . x end t rrghta m s a f e i r . bec us t /r l ke t t rbyha ha a lgs alBut a e he e oc d ogehe nds ke nd e . re.Butyou ca do m e a ca e i n t phor w ihou t x ng t body s t t a i he a a1 t 1.BO DY M ETAPII .The s a ks t m t r pea t e r i e onl t s sbl n he s he o e t he xe c s . y hi tm e t y'e t t y s ve i m u f r hert n be or . i e n s n nt nna. ct ly e he s a e t sc he e ond go-ound. Robe t M i e on. nt O ne publc s a r i t s a a e e m em be t f ce hi . he pea r l hem t ough a i pii v s lhr n ns r ng i ua i za i a ton bout t i c pa iy t do m or t n t y e r t he r a c t o e ha he ve hought pos i e. a om t he s o ov poi s. nd nt r wi i e .r l xa i wihoutt nson r s t i a lf wihou di e nout e a ton t e i e uls n ie t t r cton.W IF .whi h s a f ' ha ' i l une nt r nc IM c t nds or W t n t s .(y t wa . Axo Yo u -OPS 43 bur . ong. i he r o r wi lng ch a t ha f e Ont sc he e ond ty.m os pe e c n i pr on t i i ta r t opl a m ove he r nii l peror a e dr m a i l Som e a ua l doubl t di t nc on f m nc s a tca l y. t t vi he r e . ys ddl t ' nt ver l o d he r penson t oft i he ds lk yourpe i a a e 'H e w a t op he r a . a s e no one i ve ha r hi e cie t o he s m ke ur nvol d s aba ba k. t r he r s he e cie onc t s ke w akst r s e. d c Donewr ica bepanf . t y r m a n uprght The s a r dr w s a pa a l l be wee t he e i i .The s a r dr w s a pa a l lbet e n t r pe ke a r le w e he e riea t powe ofourmi . que zng nd ee sng s u t t phor W ih s e t t om hought you c n c e up w ih ot r t pr e your .

For t s unt t wor H ur t ha t be a e t ha e t he t o k.s w a a hea i pe ke. H u s ' m e hods w e e ne r e i ie i rt s t r ve xpos d. .OP -E APII - f M e? l you w a yours l s m e s ge t gett ough t t m .H ur tc l ha ha a t or d he n n r m s ou d ve d hous nd he.W ha ha ne t H ur t h t 1 s ght t ppe d o s? N ot ng. s d o bl o ndl he s r ngt oft m a diec l be nd he .Hi a e ei notj tent t i d.t t i . nd m a ca be m a i o pot ntBody M e a ny n de nt e t phor . d chool book physcs i .O n t c n n r m he ountoft ee e c woul s ea l hr .s ha no pr e s s e he d obl m . a h d t diy pus w ih a 1hi m i .i w a ba e on is t s sd pl i o1 s an. nd m en l he a he r pl c s one a a tm e. ve pple o he r s ne s s Som e Body M e a t phor m a t r poi s t ou mys e y. s s i uper t a s D urng her lf tm e. te h he n r ty hi r ha ' t The ot rm en s he on t lne wer w i he i e ndow dr s i The e f t of ea h w a a e sng. s r vea e s e of he s r s l t i lf i t ver he e l d om r ec et a e n ie. t i ea h t s nds he houl r he m a i fontofhi . s A n e m pl H ur tw oul s a t o f tfom aw a la hol xa e: s d t nd w ee r l nd d her hands fus a i t i. butne ra i d t t i bu i s e .a doz m en w ou d t n t ke t i houl r a .Then l h gans t s f ng t ndi hs ' ha one m a s a be nd he a puthi ha on he hed ve n t nd hi r nd s nds r s de bl des Behi hi . t nt' ' M i et t k t s a r W IF c e a gi s i ddl on a es he t nda d I M onc pt nd ve t ne lf .H ur tr a ne uprghta s is em i d i nd m l i W a hers c e ba e on m e a ng. or ' f nt ae sa o hr o he you ha t m a s r you'e t l ng a ve o ke u e r a ki boutw ha t y w a . n he pa ofhe m em oi. c w ih hi ha on t s de soft ae.M os oft m ha t do w ih lve a a ges r r t he d o t e r ge. za r s a m ee he s dlne r f m e a w a s u e by l di s i nts s a s e or r nd s t di d ea ng c e it s om one pos e s ng s na ur lpower . hi A sha d a t m en pus r s he hed. e H owe .a i doi a s a ng pus up. e ge m d u s vi e t word t t s pos es e a phys c l m a ts t t nc d he l ha he s s d ia gne i m ha r obbe s r m e oft rs r h a ca s a l s oneea t d t ong n hei tengt nd u ed t ea t rhqua As bi r e a her cl i s s m . s ke hei nt hr gh tr M or t n 1 ye r a a t ena r na e Lul H ur t cone ha OO a s go.44 TII BODY M ET . for c s bs be by t m a i fontofhi .a a l a t m a diec l be nd a m n he i nd s ong s he n r ty hi herwa am ous .not t he nt w ha you w a . s e r t sd t physc ? N o. he as gi mor w ie s udinc s us erane t y lo ve e s i t erous houghtt a c eptt y m a a r dy ha u r t o onc he y lea ve nde s ood.e on t lne.

us c ur n hei nds e i i t i bodi s t tt y w on' s f ge . t t olea s nd The t ed-a e r hi bu s ilyou don' budge. t w i h t e w a aw a t y coul e i nce i.OP C a you s how he de ons r ton c d be t ne i o a n ee r m t a i oul ur d nt r m a ka e Body M e a e r bl t phorf you? l a ne t tyour t yi t or m gi ha 'e r ng o pr a poi .The s e t a e i t your f ct a fgur s bu you a y e m o ppr c a e a s nd i e . i dea . ha do you nor a l s y du i i ? W ha do you nor a l dl W t m ly a r ng t t m ly do? W hen you fnd a c pe lng poi t tyou f elm i ne i om li nt ha e ght ed s r ngt ni e r ctt c eptfom i. s a f c ng aw a la lne up agr ofyourm o tr n You t nd a i l nd i oup s obus c l gue behi you.but t y' be wei ng you cony ve he r t e i he d ghi r c smor hea l Youj tputapit ei t rmi . y hi r om t s obl m r oo bi N o one gr ca m a e a dif e e.W he you pr s t pr pe s you ha a l pt f l cr pe s n e ent o os ct . tt /r silha i n he t rume s bu he e tl ngi t i he ds The t nk you c m uniy' pr e s a e t ng he r a .APPL NG TII BODY M ETAPII YI -E . d m a d e ha r t s ng m t a i You' ke your poi wih f c s a fgur .t nk ofa per ua i st ton t tc esup r pea t r e s hi s son iua i ha om e t e y. oup n k fer nc You f r o ve he de monsr ton ofj s ho powe f lone peson. ve a op ul of t bl s a cha t . xt a he onc r t Per ps you'e a a c t t who s i lze i buidi s ha r n r hiec pec ai s n l ng kys a r . t e he ng.a t ot m e be s a e down on yourgr s a lt t i nd he her m r r oup' biiy o e f tc nge.bu you' a s u e t de onnt t a t nd i es t d lo s he m .W he you' fnihe you go ba k t your tl t n r i s d.afelng ept e viy. or ni ton. ee hr gh he e m tai D o you t nk youd ha e r hi ' ve ve yone' a t nton? You be ! d s te i t You' not onl ha t i a t nton. fec ha Youkegve t m yourbes ag nt. n he r e . ta i ut w ru l one ga zai ca be.Pe ha you'e a m em be ofa c rt bl or ni aove nt r ps r r ha ia e ga z ton. e c o m a n i s now s n t ou t l nsofyourde ons r ton. s a e nd r s howi how m uc s r s a sr t r ca ng h tes t uc u e n t ke. y ge r f c d fom pus ng. ofe t gi t m a g. W ha w oul ftt t t d i ha ? You coul us t tH u s pu hi de ons r ton. s her s y he d xpere t Your c once :You w a a a l gor t de ons r t s t t pt nt n le y hat m t a e ha you kno w ha you'e t l i a w t r a k ng boutwhe i c es t s r t a n t om o t uc ur l s r ngt t e h. ha he t oon or t A PPLYI G T H E BO D Y M ETA PH O R N Fors a t r .

he e t c i s ti bole t t us he i d W r he ha r ea s t d o he l gsi aw e poi .be a e lcoul r e a t he ha r s k nt c us d si Talbuidi ha wea poi s t Butj t a t we k lp. oo. l m e i d M i et s pe on.The r a t pt t m a a s n nd hem el s y'e tem s o ke ne i s c pr hendi e t ough i s you a r dy know . t u c s r Cha s e dba k s l ni bu nne es a y. nat t Ba kr c oom 'l I Cr i a BodyM et lps or eatng aphor + N a s lk T'g frlto klcggfm a Boy kltlgr a e me ie r soptfg ke/g s nd i ketlo r t g g t j g/ - Y m et phor i a of t s ve . hi he opl it ni t you w oul ha a be t runder t ndi ofwha your a tt o d ve te s a ng t 'e bou o s wt ho hem on yourcom put r e? C om i u wih you own m e a ng p t r t phorr quie s e i a nae r s om m gi ton. us s he a poi s be wee m e a t cha r a e a r .beW s k nt ca e t charcoul m ove.TH E BODY M ET APH OR s r ton t s t a i o how t tt e a e ti s t m a ng s r t r hol ha her r rck o ki t uc u es d. l l ngs ve k nt. s t a e t nt t n nd he i r ppa ent o oo r he w ea poi si a buidi Le m e s k nt n l ng.he. O r you coul m a up yourow n m et phor . w dea om e bl hr dea lea D on' ge hung u on t ca eg i sa w he he you' u i t t p he t ore nd t r r s ng e one t c que ort ot r e hni he he .a e er ie t a ntone ddl on' n.t he d x c s o c l gue. d a ' he e t c i l gs t ch t gr ' r he ha r e ou he ound i a wea poi .F you s i kl r . W l t ha a f m ton c a s . n s nvol ed.r t r t n a Body M e a ni m a he ha t phor Afe a l a pe i i ? t r l. d ke a . e s i ' ou dn' t tbe aTr ns or a i M e holea H a d. H ow you ge t e i i m a e i . ca e t bol scoul l e and dr out e s ak nt be us he t d oos n op . v ' ' H i f e c w a w e lm ea ng.s tt e t her s m t ral or tc e s ubs iut . a you k nd now t e t i ks hos rc . t how you w ha lm e n t oug t a hr h t s sm ul ton on my c pu e . hi i a i om t r' ' U s ng t tBody M e a i ha t phor do you t nk t pe e ls e ng .buti' not r ke s i e.You t k you hi c i t s oc t c enc ae r gh once a pt nd you m a hum a bodi s pa a l t tconc i a w a t ti1 ke n e r lel ha ept n y ha 1um i esi. W he e m y f etcont c t c i i a wea poi . Per psyou cou d s a on yourcha ra i ca e t w e k ha l t nd i nd ndi t he a poi s i youri pr pt s r t r You' s y: nt n m om u t uc u e. ngi t m om e a i l nci t ot r per on a e ke ng he nt nd nfue ng he he s r y.

OP your i x fnger f t pe a you ha your el a pur nde i or he n. A Tr f maton M echani ansor i sm: The Fr sur Foi L L es e nt eg ock The St ene Th h en neerofyourc e ead gi ompany' c s ommeri diii i r cal v son s eady t o end t meetng.l t pe s g . nd y d H ow do you gett pe s pus ng e y a s e di he r on hi venl nd t a l y? A s Rem e ber t pe s does t know how t s unt k.your ba a e m a be t own of he n t nd t r s l nc y hr f a you m a be knocke dow n.The r cl e. /e o r Th evi e agai therappear fi y ye t e engi s e denc ns s l . l l t pe s doespus i s ops a s a t . en i y ph f c / ot pe p o bfn b i n s yout nk.// oudis o nu s meJou i termid . a e.fbe ssant aus e umbl enstv nf maton an of f weenyourdeparmentan t r.T he per on wil a ce i a f ce ton or he e t s l c pt t t a va ue.t maybe t y' gi t sio i a f r bearng. es uton han Hean t engi ss ed ar d he neer eat ound hi wantyout fr your m o ie as it bec e sh f ed a s iie i or i h d. m . Your nots sue. + A Ly t te . r os o a r ol i t whenyou began.Thatsh tey s i.I' been goi f an hour and you/e no cl ert he i ts ng or .rt tg : peron be nd you mus pus eel e o / J gs sg tThe s ? f hi t h vny (gtse ?l wih pams a i tyours der.You hi ben be d ve be tat on aier i decde t I i o auncha mechanim. k ng o h venl nd t a l ounds lke a na uy i t r 1c a ondii f t t s . Sa t t t s i a de ons r ton of ton ke et y ha hi s m ta i s r ngt notbalnc t e h. he r on n' he t w or s As i t pus e y a s e di s k . nd ve s f e Body M et phor a . ee t bls t f he r on h n t nd t r s r s a ih he c ondii you s . s (oni e ) c t d no . ta i t l gans y houl s f he r on pus s i s ops a s a t .APPL NG TII BODY M ETAPII YI -E . t hes ms neer won' budge.nded an un li t explr t ici t y/e os mi d wil o o e he n ng d tnan de t.an t d heis ' ow h ee t yway.

e on oit h t ou down. d hi o t es ur poit. s e hem.Iwasa humbu .and askhi ss t n er s au er ou el e h esur m t Ithi Ig now.Afera f s ondsofefor. gor es r o t h t f t ome her tVi or n e i teIg .h wh eb yg t iie Th wr g p n s usy o r oitte ol od es uc d. h ti ' midieci I had n hi t do wihisf ctonalmec rcks s r ton. ay.Y r eas te pr s e. ' how he oup eaned acr ste os h engi ' body t t ch hi kn you pr s you I tf t hi neers o ou s ee.asyou I c ' ayig. at h gh. es potwo i hesabov hi I tk ap.Y coni z phios y behi pr s e ye us ci l ou tnue: The l oph nd es ur poit i t s aste phi s y behid acupuncur Youappl ns s he ame h l oph o n t e. es t s eg ock n PI ace. he gieer oti s e z f Ar Youtyi 'youas r ngk' k.t ot ng o t t un i han is.A humbugwih a mes age.Cani r t een h es r ntechni e l k hem l t esor er Cur he gy? e adache Al vi e a bad back s? l at e ? zIIs ow e yone ho t do i'youasur t z'I h ver w o t' . es ed r ef ooto s rgh f .z e o ver s t s . nt s mewh . So s n yous t gr how. you nc e s ef neec z' ockng er l ' s z y Itng yourIf I . y pr sue t one par ofte body. et tat ' Youas t en n t sand wih hi I si l apar. o i se f nsanl t y Th whol r i cr ig ar e e oom s owd n ound you. I an e es r ns o aie gy n l h.an I ed yourI ts oul i o hi mi eci Th e i t oot d ean ef h der nt s ds ton. ch he neer dn' en otc ev t hi fom s fi hi wei t The r ul:Hi I wasI ed i ened m r hitng s gh .and iafecss ot par.f u ite prpe p n.Y k he gieer o t t s egs lght y t ou ten Ian acr shi body an usng onefnger pr sa s f h e os s d. Tr i i f eteg ' T e yone' asonihment t en n cann Ithi Ig.zlm bl i youren gy fow. es i en-ookn actons whi t engi di tev n ie. o oach hi an m d s z c us pr sue poit t r s yourener i a fas 'He ay.pr nnoc tl ig i .tou waste z You e I ocu ed i tp. (oni e ) c t d no . ns t g t s z wer aIf s on my fngeri Th . ' e syous pi ousy. Heas ur youtath s n onl tyi buthe' sr i t It s es h e' ot y r ng.I t t .iis d s Iyo hth i ats n h e s Do 'a k gi y tut oe .igoesup. s tugglng o i f i.' tfrtI bu is mu tmak a c es i W hatIdi had not ng t dowih pr s e s e onf son. i i . y wantt k i The o now f te pr sue poi t qu wi wor ont .L me demonsr e.TH E BODY II APH OR V ET ( nio d Co t e ) n Th h en neerI sexhau t s youappr e ead gi ook sed.t confs and i esed engi t t ew ec f t he u ed mpr s neer burt ou i n vou I ght .

he tci ace te audi ce. sf f r hat t now. t urh ou Mar L .Now ty and t ter i t ef i nt l r It gy ro o i Ig ( eon no c tcigtewal.bu I ' ' ayi hat r ong t ssant t don't nkwe/ us an rgori s chig f ot pos bl r t hi ve ed y i n ear n or her si e ea- s n f tefu-p.you/lhave a beterundert ng ofh t peror iasa l t sandi ow o f m t mechanim. r i eg lsay t k o he oun e Th ras Y canonl Ittatoppost Ig iyourbody ade e on? ou yi h f i e f e issi wegh t h py u an b c u etewali a t gasa ut t i to el o . nds Behl t Stene nd he Thi pot Tr f mat M echanim i bas uponan oI suntt s ent ansor i on s s ed d t hat appear i begi ' magi an s i e books I t e book .Y do t s h en ou he ame. t s mpos bl Th Tr f maton Mechanim ver on oft sti i bas upon e ansor i s si hi rck s ed ri efnemensmade by t Amazi Kr ki wihf tert chesby t he ng es n.AsI asyou k one sdeofyou body fus t te wal.I asu n yo / onhsr t.Iyou ty t sunt es ng.Iut tu o s or h o l Sic er are s h i ee is wan s u n t be cerai ofourf s. t ong eep i r l ho h l you oppost I wil t suc t t gr d.bu sand cl e enought hm t tt os o i hat te Ifsdeo y rb dyi al s t c ighsr t ie ( re pah et i f ou o s mo tou hn i i sd f x l gh o n i p r o e . d e a s h ls ci s n br movemen i i si e. at u p s s ' s mig ur on m e ii ) gh (oni e ) c t d no .on oter. ace. n hos s peror iwihou wi f m t t t ndow dr si onyourel.Idiguiest metod t ou t u e ofmidieci k evy t s s he h hr gh he s s r ton te ar ofgeti te audi e t Iokwher youwan it I h t tng h enc o o e t t o ook.Th r silc e oomf neer ook her ey/e tl on vi ed ofyouras it ' gui. n e h c e ri onte I eh r. s h s St wih eih yourrgh orI tsde agais a wal.you sn nners c d cenc . uat xperenc r bt n h r mi . ouc ' ii ou pp st e t e t ona t h l Y ant fn e h n ) do i. o tn act ' ' Th r ulofengi sI satoneanot .APPL NG THE BODY II YI V ETAPH OR 49 ( nio d Co t e ) n 'I d t ssun t s t youcan f s e aboutan efect 'di hi t t o how hat eel ur f ' s c s and silbewr g. T peror te Fr s e F ntL L have t pari pantf o f m h es ur oi eg ock. au e tl on 'Now Im nots ng t you/e wr abou my as it .butt gr ngl deci t rexamnc ssant l s t hey udgi y de o e i t st i The e i e hasopened a cackofdou i tei ne he i on.

eac os + You may wonderi t s cr i tans entt t peron whos f he e et s r par o he s e I you'e I ig. t mposi e Th dr a meaphorcalpar l b w e t waland a pr em en aw t i al et en he l el obl teor zatonf s. o t + I t i oft f he dea empor i f ig peopl u -e you u e te arl ooln y e nnel s . hey e .and bend f w ar t t h hsI tk I t post n. eachacr shi body wihyour os s t rgh h i t and. oot ore ef houl n t he i s ds i Bascal . f actc he ani rend. t r hi i s tl emar e ti t experenc and you wer goig t e ai kabl hng o i ee n o xpl n how t do i anyway.TH E BODY II APH OR V ET ( nio d Co t e ) n Asyoudicu spr s e poi s r s s es ur nt. k eo t d t hri h agai ta wal an s ow t h imak movemen i sbl. ean n.Notu ual .iprbaby me stat f u i h t o r u e t an i hs e t o l an h n f your n sufci l cont i hi upperbody wih yours 'e ot fi ent y actng s t houl derand t s L i oro. f he f t ne met dawn on hi don' wory. + prnt t e br ng movement appear arii al I peror i .you/e te wal. youl s how nat ali i f yourbody t c actyourfi s 'l ee ur t s or o ont rend' body asyour h acr s. h gani i ace (o t o d c ni e ) n . n hat ii o i' aneas mat t si yourI tf agai tt sde ofhi rgh t s y t o lde er ef oot ns he i si t f and f c yourI ts deragais t sde ofhi mi ecton. Backr oom 'l I t Pr s e Poi Leg Lock Ips or he es ur nt + You n eedn' t l t s t ort gett s me t acke he pecat o hi chanim t wor s o k. n f f manc t ar not I you pr ie t mech sm on a fi e.He'Ifnd ii sbl t Ithi If Ig bei l y r h l I i t mpos i e o i s ete f c s yourbody i k ng hi bodyata mechani diadvant au e s eepi s cal s age. s h v s i c bookveri ise As peopl t san wi tei sdes cen eson n tad. hes aci s t ci . Fim yetsu l prs ur i aItat needed.I he r i you/e I n i eg r ockn s l f eal y zes r eanig n. ol d o ouc i ef nee. ns l d h hem ow t es . r bte e s e s I h ' s + Iyo f dta y u s bic c It i Ig. he'las ume i' i denaland won' Ik y mak an conne i l s t nci t s t iel e y cton bef ween yourh tand hi own I ltng iabii It genui ef s eg-ii n ly.t s mechansm i sila r hod s m.

The t qu i s otctng h yes r r echni e s u e i p o yde n t in ofh n ss(cls y u e e an s d n h n mo sr o s yp o i z o e o r y s d at z i ne a Ir hol i t t ofyourh magi a ge e n he op ead.s wilbe unabl t ac n crpt t ou he l eo c ih t t k. i h oes t oot h eepsher f mot goi hand h pen an paperand as h t sgn oot i on ng. es r n x iger o te mi e of hi f ehead. f he e ooki hr gh ndow i t n he t ofhersk l I s e k op ul f h eepshereyesi t sposion. I youneed do i dr a met orc par l bet s aw aph ial al el ween t mech he anim and t poityou/e maki Some otermech s f ur s he n r ng. n hi t he/l i abl t open herIds I t medialfel.Thr ough tath e h ol sr teams su hi In' tatsu hi war and c mi Keep ns ne.He c t As h ddl s or k m o t an/. + Mechanims Ik ti on i whi you us t body' nat al s ie hs e.t s ph omenon i e o i . n ch e he s ur ph ol agai tis f ar pari l l v uabl becau e tey ysi ogy ns tel e tcuary al e .and as hi t sand.Asodd asi s nds. Have an heruns pectn s s h e i and t n her ot us ig oul hut er yelds ur e yebal upwar asi s wer I ng t ou a wi l s d. n r z oup.Stl i has an asoundi efecton tos noti t il t . s t h ns ne m al ng? I ng atisglw. n he c i d hi en s kn own as Bels R l and i t l efex. er d k er o i hern ame i s i . ompl he as s As s k omeon ele t si wi hi f tpl ed on t gr e s o t t s ee ant h he ound and hi ar f ded ov hi ch t Then pr syou ide fn t s ms ol er s es. ou r ng (oni e ) c t d no . ' s hough t have evole as t to vd he body' way ofpr e i te e fom tauma. r n r .Ass e k r e he l . t ng f h e n he know. I ashek ong eepshi fetfatan hi ar f ded.Asyou c tnue sarn up ooki t o eeln t mt oni t ig att wonderulgl ty openig you eyes Y ty openi hat f ow.APPL NG THE BODY II YI V ETAPH OR ( nio d Co t e ) n + W h gi away t s ett t s mech s As Imenton y ve he ecr o hi anim? i ed.f ig iswar h. h anims eat i t body: ng he As s k omeon s ed ata des t contnooosy tac a s l e eat ko i l r e mal cicl on t foor usng te t ofeiherf . t ssun hasbeen des i i book avaiabl t t publ f hi t t crbed n s l e o he i or c dec ades.h wiln get s e l d s ms ol e l ever s fci tbal t rs ufi en ance o ie. s h c be peror al tan er i fontofanysiegr AI an f med mos ywh e.s lbe un .

'.c at at heron her unu ualabit and at ii .t h he moment i I ed down.Don' be t t eal zi t t crtcal Isead.per arl ook y hapswihou r i ng i.TH E BODY II APH OR V ET ( nio d Co t e ) n tem. ' f . empt h hanim t her s .b ty u c ' Th I sar su kt t tgeh r . d gh y ) youdicov s s er omeonewho c open hereyes i meanstats an . n t ongr ul e s ly i t te mec s wihanot peron.I h u o ant e i e tc i l o te...

ha ne i bec es a r nt t ough t m e a om ppa e hr he t phor l w ha your oferng . ad Bele m e. a uc a tc nd e t oie l ppl u you. ut t ogi . y a i tt w a w e t nk a be v The don' t ke ga ns he y hi nd ha e. y ta i oac nt c ountwho we a e a w ha we w a t ofert word. t nfu nc a tc r n/os f a r . i l r nd nt r ani ha ck ng opl nt or r T he Pa rM e a pe t phori a pe f cte m pl ofw ha lm e n:l' s r e xa e t a t s a pr nc pl d.T H E PA PER M ETA PH O R he pr e m a pe e f c whe l r ng how t obl m ny opl a e n ea ni o pe s de i t t t y s u t c i s t y ca t pos i y r ua s ha he t dy a tc he n' s bl us M os i l e e t c i s a ew i l e a f i s The go e. l w ha f t you'e of e i i of m ut l be i t 10t pa tes t tbe ft r f rng s ua neft o 7 h ri . pe s s on t chni i i e t n i he r e r ua i e que. t tng w ha lwa i l de doi rghta ong t w a Tha ' w hy i t nt nc u s ng i l he y. f t 'e f i w or s t ot pa t c n' he p but s e a ag ee w ih t k .l a 1f geti w ha lwa outoflf Butge i ve ' 1 or tng m t nt ie. t s you' s e t t my s r t gi s a e ba ed m or on m a ng m y pos l e ha l t ae e r s e ki i ton c ea a e e t i ng t n on ba i pe e i o a c ne . ofe lght a t d. he her ry a t l e nd r t he bea y ofisl c. r nd t nt o f he l l you e rt i d t a f ke ve re o dopts h a t c i a f l s l d.

lbuid t c ow d. t t s bolze he pki ' i ' N ve a m r Tha ' o ym i s t t t s i t Buid S ep.But wha a e t cha a ers i of a ha hi s he l t t r he r ct itcs . ds ha he dea r dr w i i pa tc a l i por a .t hea of t a e m vi nne t he d r des w de l e f al r cor a i D on w ant t hie m e ho ve opm nt or a ge por ton. so r .' ef e a t T s m r epr s nt he l e ' a ' or ny' B one a t s t he how under t nds how r m a ka e your pr sa e r bl oduc s a e t r.TH E P APER II V ETAPH O R W H AT I A PA PER M ETAPH O R? S A Pa r M e a pe t phor i a di gr m . D urng ourcr b c t is lg a t e pa na nsfom t i a ock al . oc s' t s l he r d he r w a m o t cr w d t a i ' nd ve he o o cton.he w a s t l a n m or pa tcu a s f e s nt o e r e ri l r. he ve o ee n r 7 h. - on t na n:' otce l dr w n a ha m e . H ol M ove Pr es . ey f e t/ g o t r gt l b ijn teco' Ja te tlf frt llss las r f rt t i a uliq / rfr t3 / gg/g o wllgf.m a k i w ih a bol ' .on t ba of a na n.or ca t s a a ke c roon t t brngs ha i yourm a n i a t lf You dr w i i f ontofyour a enc on a i de o ie. t r o ak bou et r . he t nt o s t Letm e s how you how lus a Pa rM e a e pe t phor t 1 1t a h . r b hr e per pki r he ba a us t e na ns a a m e or e sr t r f w ha l r nd e hos pki s m abl t uc u e or t' m goi t sa ng o y.' hi ha m e r e e s t Buid St p/ ls y. t s bouta ts i s l.how pr e e '' he Bu l oc dur T id.t oug a t ons notw or . t r t he s pr ctofa1 oft nki youke done be or ha odu ot hi ng f e nd. t s . a s t h a ha m e ae pki r t t d 1 ' nd ke c ' m r on i. d.t t t i you'e e lng he hr h c i . lo e e o he m ge i ? zt ? lt lt . 'e notM i he a l r itc kil Your c l nge o. t y ha t be pr s nti you 100t You m us bu l t c owd. l 3 W o ons rl ct l Suppos l a ha ng di r w ih D on. t r he ck pki nsde t er Your s e ch m a s m i pr pt but i' not Ra he .i' t kt y ee m om u. ' lt k a na n.i i a m a chbook cov .Jo 'e he tengt de 'gr Jff yo r(g fa e( clgc t etei eflg yo k tl ê' b tn pl u gke c g lg e o x re .s t h.hol t c o d. W ha you dr w i a 1a t a s 1 bout t sr h ofyour i a. lt u e lg f yyet y g t nc p t f l g i tl t u e(le r sn e s l 'byk se' it yo rrft.s t y' be t rl n i be us a ng s r i ul ry m t nt o he d t e ea n ca e t y don' w a t m is i. l g g t li t m . butbe or he doe . Pa tofaPa rM e a r pe t phorsc r a po e i t r ghnes of ' ha m nd w r s he ou s you s e c l'nota r k t h. hen ' e c 1 yoL 1O t C t t yotrOW n. /l. t id he r ' ' lt n t na n t a d hi a dr i on t t bl be we ur he pki ow r m nd op t he a e t en us lsa tt t l a thow lcr a e c owds Lvr t l Jt/ (lg . l t l Don t t lca lm y t a s el ha l r de.Tha i . a tn r udi e: w hieboa d. r as lwlo s gï xta es: r t r e e ef no u l l You'e lo t .

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l t t r?t g t xct y gt l cne. he t h s ce de l you ya ne i f ie uc e d. p nufct es. ove) s c port e ii ( g. nd com ' ho goest l vet rc a i or ton..ght ng ope l er a ni r os t hei eni ni w rt dow n a w e s t t s f us ng que tons t Per ng. .a perAlo it he s ndi duas e.( ata tpr pe t a he yof or hos r 1 trc os cs s ea i a a m a t a t a t ion flngs a l' pel s w sl s y gne t r c s r ii . N ow. l e) a a patoft make t or ae nttes e.s e s l you' c i ol s lg sl.s h a oa s m a s e a opra e onl f t e uc ppr che y e m ppr i t y or hos i a fa hy pr e son. a a 'r de s e e f n a kl t r a hi s ' a . . s ls t m a i vi l ( g.THE QLICK PI I TCH OPENI NG ls ene i a a i r e. ntl. . a rea e e l oduc s a t nd s v ce a c por t t a s sf t e c pa esw ho wa er i s t or a e r de how or hos om ni nt t rofe i puti a be fc allght' hei f rngs n ne i i i . he s son N i ua i ne: T'0a e u cint?Ge yourt ca a aypi lc int down / r yo r l s t ? e ypi l nd t ca le s on pa . . ve s . ie ns r o he e oc i s i .Butu r tnd t t lc d j ta ea iy n ls ofs i nde s a ha oul us s sl ha a ve nnounc d mys l i l c us e f s on.Ea h ope ng. r o ea hei ontct nf mai ) Tlg o teeol f s( z -eotcmf (tgtg .how t pr ent ' or e n wor e ' f e l nc r w ho s ls pr es er' . l 'a ve tai ' mos ychi n t e' a ) + And t pa ff t ewhohieme. t a l d. n om cr s i kyr e or as t e i fr cr c r de ndi on ho you pich i .. + Forwhom lwor ( portons.T e' prt ' ê j bs lae g oscgt o ' g rcf s ' yr eô / l f el s g : l tt o b e g g c l ye ttt l f I rf a cei (g:e in (cf. s n dve ts m e t te a ns . nd s r he r t o whih t ybel ( g.i isow n w a i a a it r n n ctve ol c ni n t y.chi ma a ur r) c he ong e. cu i iy. f r ura l op e ge s t i oï e oust la n m or a o er e boutiss ec at he rng one t pic t ubj t fer a i . k cor ai ) + The e pei eofwha i' lk t se mewor ( do ' r x renc t t ie o e s k 1 ' ami ces' ndgi demonsrtons'l tps ci naur'. r ie nt ha xpl i + W heel k(rdes ) r wor ta hows. pe ng w t t C O N ST RU CT YO U R O W N O PEN I G N To buid your ow n ent t i ng. f w d. ' W ha e r your pr es i you ca c e a os lke a s t ve of son. ock t pu t rng ie a ke .Andy Gr .

a a e di rt l you a e bete t n m os t f r t r ha t hough.l t pe fc s o s your q lt ditnct Do you ha e a de i r or bilng uaiy s i ? v lve y li m et t t m a s you s a outf om t c owd? l t e hod ha ke t nd r he r s her hi t y be nd yourpr sor hi oduc t tm a si uni ue?N o i not t ha ke t q w s t tm e f m ode t M a e s e t he i or s y. k ur hough.y g . J ltIo essi .Sad dif r nty. 69 2. nt es i t ng?A1 br w e i m a be t s m e w a onl t y ne r hi 1 e res de er he a y. y he ve t houghtof s rng i wih t publc. om ae o t ha y it ne s 4.how do you ma g t nt na s ome s i fe e l t ke yourcle sl good i al t i mea ngf busnes r l int ook n l her ni ul i s eatons ps i hi ? 5. en f : n / ref.g :/ f ar . . r n r? lg erm ' pl f e ? tg t rf ( rcynz?s u c?Thes ct tonsne tc g eo ie o re e ia i edn' omefom t b' r he lw e . J ? a e u c mlttr. t ng.f l J o r /nsci t e j ce y o r o ? o r to g f. depe ng upon t c ex .y gu et ye eat rs / -fryo cins A quik / t l cse j '0 s o nr e egt o ur l t? /lg r o . 6.L s t i nt ve ea i t t w a i w hi your e f t be ftyour c i s e er l he ys n ch f or s ne i lent ' xt na (g: i er lcu t r . e 0 r uperor t you c pett s i s e w a .trs be ctti te llt o yaree Its-fo v .' gb t r l you a enots / 0 r yo r o l f s ( t9 . ven nt s e t i ng. p t e e j ? w or ha r m ii a i be k s a fc tons yond w ha cle s e n r lze. J ? ioyo rcfnsbr 'o o I rlgeyo rI o gc? Pr pec s ' y j u / t ie) g r l cls u l k t os t // e r g t r us lycalwhe t /r i pan.s yourj a asl. he publc a s e t tt pr s w a pr i t r m tt i s um d ha he oce s s opre a y t S iz!Yourl s on: o chlt e s The or na y ca s m ex r or na y di r n ee t a di r .ge s cii a t how . . H a e'o foï y (.W he t Schlt a ha i t t he i n he iz ds ca e ou .Thi of pr c i s t s m ndi he ont t nk a tce hat ee c m onpl c t you bu t tm a w ow yourls e r . s e c s or O ne hundr yea s a t y: ed r go. t he ft r e vi e oduc t pr de a t hur syou he l ovi s nd he t a.l v t busnes . Sc iz be m e t be t hlt ca he s s lng be i t Ll t d St t sbeca e isbr w e y r n a a eli er n he nie a e us t e r a n d ca pa gn de a lng how i m a t be r The i er tng m i t ii t de he e .an gpgk. i o r om ior n om y ea e he i s Pichi e w he i' ent r a ni c nnots v m e oc iy. Joprr/ y u cf t' lnsb a et b y u jb Y u sr n . ey et ? f // e o gt 01 7 .(fyoursafi 'he i sr smos i l or c nt l tf s ' ndu ty' t t knowl dgea e/ e an wha l s e t pr ve t tt w e e e bl ' xpl i ' t ' e o o ha hey r d mos knowldg bl ) t e ea e.t tyou ha e a r ha v a- tonae f ea h poi . 3.CO NS TRU CT YOUR O W N OPEN I NG .the ual l n he e n i o ob s efpic r i t i iy yourpr pe t ' i a u e i a t m a n t us s o dentf os c s pan nd s t s he i hr t of your c m pa g L s t bene is you s r c or pr a i n.

' t dow n.t Pozr Ne ' pl ' g k: or Ll veriy Prs.l rfa hie on t sr ng h ofa sngl zz l li dola r nc s he te t i e gua a e ' r s hot pi a de i r d t you door i t ry r nt e: ' e h. t i oget r hi ha t m ly ie - al beong t t '(/rtl ffl fe r w Yor Oxf d ly l ogeher J ff .us t e t r he ns r o he er ua i ne e he dec a a i a t que ton. s Eve t ke a pu tng t he oft ngst tdon' nor a l orlt r a . xpli ho you w or hav t downl d tm e o n e an w r k l ed he oa i f a t c pa y' hom e pa e a he pe t c pa g ner t oy om n s g nd l d he om ny e a e a a tona $ 000rve t e mont atrlu h.'o yu a e yo rwok Guaa e s pr de pr pe t . he le ' s ondii l a if c i n. W l y he a r e 9 s t t quot t l m e t t t r ' s e hi s c a a ha e els ha he es om t ng pe i l boutyour ea er . you pr e s r s t t r s l t c i ntw ilc e t by usng r oc s ' e ul.l you ha e a gua a e pa a i. t he e sa s cae a f e i t tm or s u ed l ngua ofen f ist pr ce.mos pe e a we w ih bad f c s l '' a H TM L i vi t opl ns r t l a t i 'm n ke l pr r m m e ' r l doe t tk nd ofa oa h en ge be a e og a n'Ra e y s ha i ppr c ga .l w a t hea m or t y ' nt o r d e. r de t f ot onsde c ea i one Thi t g r nt :your w or your pr e s r tng .1 .a j ) g arnte u r ? f o r r nt e ovi os c s w ih s f t s f t t tt k t f r outof a e i t your t a e y-. f he oca a a r s a r nts v 'he be tM e i n f on Rou e 51 'puti e t u a er es t s x ca ood t 9.a l r tve nd he s i ba ed t uc ur s s r i s nd f s on t m os s irng a we si o s m pl openi .a e y ha a es he ea gr e ng o pr ii n. he e u t he le s l rae i you pr e s t c i nt unc tona s ts a to D om i s r oc s . s ' J g t r yo r/sg s ces tte?W he ake wha t y dof ra / t a e u J fes g cs sois //g g n s d t he o l ng.THE QLIcl PI l t TCH OPENI NG Joê ' e or s e a t bod l t l l r g s ys your 'r f s v om ugus y. c us t lse rdoe n'k he it ne s t now t lf be nd t f ct . oc s .' y tphor a i l s or -i. gl e r t boes Ar you 'heEi ti oft bond i t/' Do you rcs? e t nsen he ndusr ? pr ce 'he Rols Royc ofha odu t l e ndba ' l your m o e s rpt gs' s ? vi c i 'i kl Dfg rfflAnjlon M as? l t wor ofedu t 'ke k. t n ddii l 900. Ctïyo cet retllro smi ( o g:yo . e nue hr e hs fe a nc Tha' s t ki ofsor t tm a spr pe t s w t i f c he nd t y ha ke os c s ho he r a e. F zz l e o ve r n hit m i e ori' fe ' nut s t r e. tl i l y p r r ' n he ds ca or PetrEl ' r me a rndsmieli af ceft amie bow. e lng ha e t di a ge t a l o odu O nc you ga he t a w e st t P s son N i . hie lm a notknow t r g orw he e Rout 51 i.l n . J o?i .fyou pr r m he ie hi he a s l og a i H TM L. a hi he t tr i ns r nt a e ngs .c i r oposto f v r nt e.o yo r g u rae lt lo r i l g g t u ur u ies r u l . ngs o ua a ee d. no' Pi a buita bilon.79)Ye t s mitke communi t ni st e s 9981 .yo b sns. g e .s s r t e a you gu de .

ae t tonge t s m os i r g ng.t y u Ote l. nd not wih yourguaa ee ( ton #7) Orsatone wih a her t rnt quesi . he r equie o y ' De aa' tv f afna il utnt) ie. c eai a t You t k wha' sr s. ( lrtve f a i or hei enstve nf mai ' Deca ai .co xsrlu c' Youl o w x opEx l -t r t xci J f o eiy mftgkes u trert/t( te ( tebnjtby 'ï bnns ï ( r yoray t lre g vl g / ee te or sk s g t. u a t F nsa g. s l s ? i yejo ttf ffl o . lt f a ( :9 . eyor trm lg' . dn' uppor your e f M y w or a s e t s l? k s ur s t t tltcoud ne r ha n. t s t pt e nd e pt e m ent i tm e a a l pe e t r t n t e otona s n i nd low opl o e ur o m i l pl c s t y ne a e he ver t ght t y cou d a i vi i.f aphot a Queton.m os i pr sve a you l d w ih t t t nti ui t m es i .And wha ldo c t my ha lg t l ve ppe t oss ci snot ng. hou he l ga n s t' ' ( si baed.or n nsrnce ge . Theopeni ofaQui Pic i muc cosrt att ni i ng ck th s h l e o r ha t s t f m u a You w a you m a e i l t l d you.or i nca cons la . ve u pe i m entw ih w a t c i e your Pe s son N i i or a i t ys o onfgur r ua i ne nf m ton. Per pssatone pic wih amea ha tr th t tphor( si #9) a a queton . re .s or ogrphen) ' e a l shie m e t fnd t ' t ier r R o i hem pr is i une c ed pl c . oft n xpe t a es A nd i lca tfnd a l s ffy t f n' i t ea t it hous nd dola si unr a a lr n e l i d pr is t y aenotr rd t pa me. nt al A r tve c .gt/ f yo sy f. o 'cgtg yore. na e a le . nt r t r a o ea t o ea wih i aj t s udgme c l.W ha t l d o or l .or e n i ' ve H ver e n ogr ph n e ve n s e s w a l t t t s oppe you dea i your t a ks om one' le .lca ur a r ca ur m oor t n' . nd ea t ha . ha t d d n rc a m a you r a l a tm e i your lf youd l snce nd de ec l i n ie ' ong i f got e ?Tha ' wha ldo. ori t nce: toyetg fes ftt . ( clr ze oft.f nde . nd not r wih abre ci s cessor ( esi #8) t if lent uc s t y qu ton . l tt gt o stg usl Lt u e/g p l l ll l l g g rf j srn s ( spr kcteflg yoïsy. g pt gt 01 7 '' a c r de e r l e bl f m ii s f i nds a bus 'm l ybe . nd i nes e t com m uni t on t l e ne i a w a t t ss o ca e he nt r t n y ha m a s c i i l t r pa te i pa e of o r rng ke rm na hid r i s nca bl ve hea i t rs ii i or ton.( si bae f a i u a a nt) lent hi ' Queton. brttïtt.s d. . ors e t d ppe f f om r s you coul t s ea on. ' a you e rt ' ve H ve houghta boutwha woul ha n i. or n nf ma' ton s urt pr a i ec iy ogrmmen) ' a you e s e a phot a i a m us um . ' W hie you'e i t s ge r tve s a ha f n and ex r l r n hi ne a i t ge. tr t ne pa rquot prii yourwor ( si #6) a a he ws pe e asng k que ton .

but t m os dr m a i ' r n i s he t a tc t ng you di w a t s op herf om i s i i abusne st t hi d so t r nve tng n i s ha you f l ha a f u t r venue m ode . r c t ni houl ntiue e.' Pe e r o ook r hei houl s nd ke ur t /r ma ngt rghtde sons' he e ki he i cii . fyou a r a ha t tki ofi or a i us i. You e d up bei e t d a ly e l nde ng rght A yea l t t bu i s w e s . a t m . ght t e pon a ge . ' N one oft s i rghtw ih aca t lR. Shes hied you a doze tm e .Ta t i a we s a t ke he r ns r nd c ver t m i o ope ngs You m i s um bl u on t he nt ni . Ke p t ki i s a l ngua e untl you he r xc t e wea ng dea nd a g i a yourel s y. ' l you' e hus d by a phr s a s f r nt e e a e nd how i.a i s i i i i . s l gu nd le s t he i m os gr bbi a t a ng bout w ha you do. r a er he s ne s nt our nd nve tng n t w ou d ha cos here r hi You ne r k l ve t ve yt ng. ha ' m or you ha a ca e s udy t ba up your rgui W t s e. hough. r good. Y Ba kr c oom ' psI t Quik Pic Ope i l or he c th l n ng + W hen you t l a ak boutyourbusnes t c l a s a c i nt . nt o i ha nt ni i t 1 pos sbl You Quik Pich ope ngs di rg peopl grb i e. H ow m i t t be c ve t i o a ope ng? H o ght ha on r ed nt n ni w a bout ' s op pe e f om ba uptng t s ves'or' i :' t l opl r nkr i hem el / ' ' Bus nes peopl hie m e t pr e e r hi t yke wor d f / s e r o ot ct ve yt ng he ke or' ' or ' opl hiem e t l ove t rs der a m a s e . o r n t or y t ner l a tc You'e s t r a e a num be ofdie tonsi w hi you c l t ke your he e r r r c i n ch ou d a ope ng.THE QLIcl PI l t TCH OPENI NG Kee puti t et rcom bi tonsuntlyou fnd a f w t t p tng og he na i i i e ha e ie you. /r c ti yi hoies e t he i r The e eranl nt i ng. m Fori t nce: ns a You'e a a t ne wih a ge a pr c i e. ve new how i por m t ntyoura c ha bee a dvi e d n.' on ofagun. i s o ole gue nd le s w ha get t i a t nton? l t e a f c t tr ie e br s t s he r t e i s her a t ha a s s ye ow ? A c onde a e sor t t m ove t m t t edge of t i ns bl t y ha s he o he he r s t ?l s you w a t ftt ti o yourope ng. he i le dy ve ha nd nf m ton.t it r l hus d t oo. fa a 1 ea s f o. necle .c nc s a e your t ha e r ls ene wilbe ent e by i.ttt pt e t s rtofmy wor ' s fa ' S /g ca ur s he pii g k. ve s t o ck . e l you t f l ng a cdot ni O i nt t t ls he olowi ne e. e t # l your s uc a k yourcolea esa c i nt w ha t y fnd f 'e t k. y m a be good he e s i t pi a The y c c whenusdwiht rghtcowd.

Igett kn is weltatte entr c ver i e hi t o ow t o l h h ie ompany i anopen book t me. f e t Bi e. ke ca ur d yourls e rw ih i rgu a s or pt e it ne t nt i e nd t y. li t bl o ubs a i t t + Youc l ma et agume t tQuikPic ope ngstke oud k he r nt ha c th ni a a sde r e bef e geti t t poi .l w or .Oneas si you/e silasgood atpl n t een n s k f r tl ayig te mar tasyouwer year ago. Ta e Co fflteJ f .i i a t l k ne .t / / gk pl ? d t ag -hea t s ae a bouta Sout r wom a who l eshe f t beca e oft he n n os r orune us he C i l W a a t n ha t r l he lf Tha des i i vi r nd he s o ebuid r ie.col . u no oup ol eagues mos ofwhom . t rtca . A Tr f maton M echani Fr ctng Fi s ansor i sm: edi i nger The st ene Ata conf enc you r n it a gr ofc l er e. a t t e t lf Si r e i out ve or nd ex ur o ie. t youhaven's i year.You'e s ee t ks r howi you ha gut e ng ve s nough t us o e w ha w or . t prnc is . r e ol . t crpton m a wor a a hi conce . he ppr h y e l o But he i i p1 be nd t QuikPichope ngi t smeprnci ebee hi he c t ni s he a i pl hi m os booksyouke r d a m os plys a fl syou nd t ea nd t a nd im ke s n.CO NS TRU CT YOUR O W N OPEN I NG br va Tha ' c ii l l you' goi t m a a s a ti a do. A tfr t t a oac m a f e odd t you.e n whe i' notwha ' done c t ks ve n t s t s onventona l i ly. y k s gh pt but t rt s t he e s l ce t i y doe n' i pie.ha ke he t y he w ord' m os w i l r d. i' t ie on m os ot rl vel . tlwoul a gue t t i out or tng o he nt Bu d r ha sde r es gi hue. f s r e ng o ke t r lng c a m .a ie t s he i t i s bout S re t O ' a as l er . W at do s es ch ompan uni Ik y tl now e y sngl t ng abouti.Iknow ever move t r goi t s o y hey/e ng o (oni e ) c t d no . de out s m a a sor a s or ke t y t y. h ke e s zBet l you s ' h I i r ear a c z t ' er ay.Tol sr i hta d.you m us be a e t s t nta e i. t r a nl s t ns r W he es t pa a r W her ' t bl r ' he ge nt y? es he ood. he bone.he ca l t H r ' ov s r s ter d s l -e pe t he r s ve t t m a t s or t ha t e e f r s c . he t t lf ? l i t sde s ore . ls t de y ea a t r he bl W he you delv t ope ng ofaQuik Pic you n ier he ni c th.

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So. ack s di .youkn ou ur i en or h ot . e he iger he her s s di Eac tmeafert . btactwo r ev s ' d el ver e tat' iabet i hol ng up f fnger an Jacki hol ng upfv ' h ' z h s di El wo i s.an t le yon ' en.ten i t s br t e o od p n i rhs ou d Y rob h . i zabet you s etas h. F te frtr or h is ound. ear ' ee. O nte n r h ext ound. r ecr ssant i on oftem. Y Backr oom 'l I Pr ctng Fi s Ips or edi i nger + How do you s t aIt pl s ivol d an si peror t wich I he ayer n ve d tl f m he l mechanim?You hav a s s e econd conf at W henyougetrd of eder e.i t oterperon hol up t e fn s on te ne r d f he h s ds hre iger.i ou c o si mpl ngeni s ode. d h p s is fte u es t you u ng a si e. u a a t n ou o fdeae ods p ou t i alhe pls n ddio al h gi i on )W h iteote p s h lsu f ef g s Y u c fdeae e. You'e c r t ng i . .T lh abou t o t ecr sit t el er t he Mechanim. ou i .' l . atf h h r eron od p i i er? o r one rt v n sgnal you by hol ng u one.CO NS TRU CT YOUR O W N OPEN I NG ( nio d Co t e ) n Behl t Stene nd he A c fdeat ( f li ue an tat erontp ofh n mb r one r e orwo s sd. r orec . atver he u s ow El i h i h dig u f fn s s yous r f fom t t al zabet s ol n p wo iger. r is t i n r ec o epl er (oni e ) c t d no .s es d hol up t o fn sand mentl h houl d w iger al y not t numberoffn st ot peron i hol ng up. it . Say youhear' ev 'Su r f fom s en.0. i s di p Her swhati I sI i acton: e' t ook i n i ke Youas s peopl t sep f war El k ome e o t or d.you hear'hr 'W el you and El t ee. d s di ie. i you frtsooge. ' i h s dzabe i up one fnger andJ i hol ng up .Her show t do i: e' o t Fi a col nd l eague t ac asyours etas san.s o u t on n ac fom t t al So whenyou h 'hr 'you s 'El t i hol r he ot . o ubtactwo r he ot . i zabet h kn J k h d up fve fnger i t frtr d. u e.you brng i you s ond one t r ace h .an t h hert sc n s s d eac hi odig equenc e.s s d h d u te n h i t hat he houl ol p h umberoffn ste iger h oterperon pr ousy h d u plson h s evi l el p. t ay. h xt oun y rc ne rt h l u f r( eor n tre.s El ow ac el i i s n he is oun o i zabet i goi h s ng t h l u o ef ge ti r n . s e h Y t nawayand I t f te t alW h e t s m.

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C O N V ERSAT I N AL K EYS O
O fc s e n a t r youke de i e a c pe lng ope ng a our e, ve fe lver d om li ni nd a ke your que ton,peopl m a notbe a f t s d si e y s or hcom i w ih i ng t nf m a i a you' lke. t w he you m us dr w outi or aor ton s d i Tha ' s n t a nf m ton.H ow do you do t t i ha ? Lit rel r Tha mea f usng on t ot pe s wih se / ll. t n e/ ns oc i he her ron t yourea s e s a m i r , ye , nd nd. O n t ta s he r de- how foor ls e da l exa pl s of s lo ls l , e i y m e ha l w i t ni An a t e ng. tende w a ksi o a 100t t com pa r pr s ae l nt 7 h, he ny e e ent tv gr t hi ,r ds hi na e t g, s s hes not fom a bi i e ee s m ea s m a ee ' r g or ni ton, nd l e i e es . ga za i a os s nt r t Ther e e a i e m a s ie poepr s nt tv y m l lt l but s s a t pee i pa t t a t nde a t pa s ng ie y, he t r s rng s he t e e t he s i c ow d,hopi t s s eone m or i por a .N a ur ly,t t r ng o pot om e m t nt t a l ha i nott w a t ls e s he y o it n. J ?' yo str ( c g es t g,( sretltyo lg es mebn t yie / C u t tg o p rt f g g l lg u lp o tiy o v //. : g go s t t teol rb to ( :tltbro lg s mebn t yieyo Pe ha t / tl es n g t lg esn ls o tiy o v u. r ps he ? e gt t t t a a i won' i ve m one l m a i vol e cha ng i r ns cton t nvol y. t y n ve x ngi nsght , t i s orhi s rt ; hos a evaua e t a a i ,t i s s ore , gh piis t e r l bl r ns ctons oo. W hie you' lseni i' i por a t t t s ke u r l r i t ng, t m t nt ha he pea r nde e s s a how m u you vaue w ha he or s ha t s y. W hen t nd ch l t he s o a s ke s u r t nd t t t y' t l t you w ih m uch m or pea r nde s a ha , he l ak o l t e dept a g h nd oodwil l. O ne w a lconve m y i er t i by l ng pe e i t y y nt es s ooki opl n he e a t y s a ll r d how e f c i t sw a w he ls udyes s he pe k. ea ne f e tve hi s n t i d s a hypnos s e t ge i.

r hi i boutt m a e p er l e g he nd t /r ha nga efct he e vi n fe . t r a l we'e ex t d t ha a he nuf c ur r ' t l s Af e l. do t t t u e s ot ly es nt n he r nd To ha . ly hit .m a t t you. nd ke e s l r s s r he g nuf ct e s M os l we buy c ot s wih a s r etl r. a n o1 e t e c a i fne. l r pons . he s r aki o a : 'm he d l w om e sf s on buye f a de rm ents or love s e a t m of n' a hi r or pa t t e. l he t t e ook.You got t be good a wha you do.F t e hei dea . ' sa e a t brdgeofhernos The r tonae? ubj t yes hel t r t he i s l e.butt r ' ce t i lm n es e a ' r he s Y he es r a n i is on your fee t r dom . r u t ho ng he ha t ri s t i opi ons t i be ng.i t he e a now. he y o how your lse ng i e l i 'e it ni nt nty s t ough t e t t c que known a (cfel tnn Thi hr he mpa hy e hni s gtp i eiy.O nl t n ca s f l ngs y he n he a l i o a t ance. r e ea e ght a we m a s a ona pu cha e fom t bi m a a ur i .ot r s w er i t oubl a t gh t n' a e ot s he wi e 'e n r e nd he s or si t oubl ' t e' n r e.but i' a he v l num ber . it t ke e t i he s bj cti t al pr e . t s o ha he w on' be di t a t d by t s r t sr c e he ur oundi . pos s pl i d ye-o. ty.ye ont ct s i Lit acie Anot rwa t s se tvl n y. . he r i ter o or hos pur e .Ra he t n s a i i o a i s i t l he t t r ha t rng nt s ec 'e . ur Io es' tl lt0 You'et nk ng a lf . ur hem nt e . r r ng o oa opl under ort n t i o zombi s You'ej s s wi t m t t . t gtbar y he he ron ha u' l j s e i eï 0 n tlrfok . 0 . he hypnots wilofen a k t s j tt ga i o hi e .uts r s Be l s r s Lot ofbl c Tha m a s n? w c kit .you s y:' ou'e t bos .i n busnes .You know w ha l t m ea Lo . y t s n pe i nt ea i ha ha e l nt st i us ly unnec s a y You'e not t yi t c x pe e iy s ua l es r.butr lze t tt tl ve ofi eny.a hypnots w ilc a . it n a tve y. s s m et w a popul rze by ps hod s ai d ychot a s C a lRoge s To ls her pit r r . s a k. rsyo ' l csf lr. e c i l you pe i c ly r pea ba wha you'e hea i i rodi a l e t ck t r rng n yourown w or .CONVERSATI NAL KEYS O l or r t hypnotze a hypnots m us m a c r a n t n de o i . nt r Som etm e . ds Forexa pl t per on you'e t l ng t s ys '' t hea m e. r pec e o ve hi 'ur r t on ourcl he . us he r ti ' Yourwor s ds how t ot rpe s t tyo r . t y ound ki of gl m or . ai l T he hypnots ca hol hi ga l it n d s ze onge a m or i e l t t r nd e nt nty ha w a Tr i a a ex rm e .l nd a ous t s a iy s drve i s l a m y s e ds et f r m or t n ll a t c ot ng or ook t pr a he s a e ha ook t he l hi t m a a t e s ca a ogue .Thi it l t s he ub ec o ze nt s yes s i not done f s e ki of pow e t i l' done s t t s s or om nd r r p.beke o t t ca e t num be sdon' 1e. he r ni .

ea . t s n a y-o. he d n T r m nt how m i lus you s vi ' ght e r er ce? Si plf t a e wih your qu ton:' o. bl G U T TRAI I G N N Pichi t s r nge s a a m e ns of m a t i t chni s a t ng o t a r s a s erng e que nd ner e c m e outofm y own c r e .Bu t t nott pur e oft sa sgnm e . t ha ' s he pos hi s i nt T hi a sgnm enti pur l f gut . For ge bou r ua ng he get a bout pi k ng up ci c i nt f your s r c or m a ng l s i r l tons ps l t t le s or e vi e ki a tng e a i hi .lw a you t pr c i e pu s si s e y or s nt o a tc t tng your el outt r i aw a t t unna ur lf you. a ls gge tone Ta your f r or n s i nt r der m y u s ? ke Quik Rth Ope ng a t Quik Pich Body sntnce a c c ni nd he c t e e .or g ve you a a w e t t s w s s ook t z cal i n ns r ha ho he di t ge wha you wer drvi a .Som e oft a s i nd om t t r fe e ngl he bes w a ofdoi t ta e: t ys ng ha r X eyou q ton t he pa tex r e r ues i o r s pe i nce:' s y one ofyour ' You a ci nt wa F le s s edEx.She m i as a w e i a dn' t t e i ng t ght l o ns r n w a t t conf s s you. t r a l t whie.BODY -E ci TCII Re ba eyo r( et g .d w ha you do.l a of t e t ngs ha n. r t tm e lw a 1 untll vs a a e r F om he i s 3 i wa 1 lha a s f j a am a c a a r c us s ps Afe s 9. ppe . houg lgottr oft r gi ent d s pboa d r i l h.t ke t y ha ue f ny hes hi ppe a he s m e que ton a c e a i f om a dif r nta e. he ght l a you qui zi ly. ve y y or he xt e For t a t pe s di t m .a . a tc 7 h wo t a r y. he kil 'e e r ng pich t s r nge sw ils r you wel t r s ofyourda . ied he e m e hi r outne.i lha t exm iy he udi nce t es i ' f d o S pl i t my fve.na t he w a t m a i you u t y o k ng ns oppa e.You t o t a r l e ve l he e t ys w ill r s m uc f om t s l i a e s t m a ge sep on t l ea n o h r hi . nd pr c i e 10t on t s r nge sa da e r da f t ne w e k.wha w oul lt l hi ?' an o i ye rol t t d el m ' T I E TO M O V E M l you'eup f a a sgnm e . d ae ob s giin boa d r ie hi . . o m a i s f he e n y ha ' s t a or N t t r wha you do f a lvi t s l your l a ni w hen you e t or i ng.Du i t c b rs u gsf s rng he onve s ton. f ha ha ns good.W ha ki ofpr j ct di you do f t m?' t nds oe s d or he ' l r ntoduc a hypot tca el e i o t que ton:'flw e e e he i l em nt nt he s i ' l r t hea ofa I depa t e .you m a a k o rai y s t ot r per on a que ton s doe n' unde s a S m i he he s s i he st r t nd.TII Qul tPI .

U s ng t a i he bove a oa w a le ra ke t l ve?Ye .t tdoe n' m e n ll f w e k c pa es W ha ldo ha s t a ook or a om ni . m no t t i he pa your f you w ils a on t e e t i f t ha f ys ee. g r t u a n i.W he l not booke l fnd out whe e t r ' a t a oda n ' m d. D i m ond e a ns hi m e hod of c d calng f m a c a . l s il us a va i ton of t s busne s ge r tng t hni tl e ra i hi i s . + C he ou ise nt ca e ri t l y t s e w ha s ci l ck t t ve s l nda n he obb o e t pe a event ar goi on. ve ng he l e m r nd ak bout . l ty o nt r an or he r s oft pa t e t he ry. he t oubl lkne no one.G uT TRAI I N NG 83 dec ded t be a m a ci n on l nd. 0 nu es gi or m l oup ss + A fe you pe f m .N o m ee i pl nne s l e s nce lha es tng a r . hi s t a : + W a k i o a hot lora t a s l nt e r de how. s d o ty a e t n ha s s d o ea The r to w a pr bl 20 : . d t r s a tm y Ca e rf om s r t h. N ow. he t + A ppr ch t hos . s lw a k up t t per on i c r a s y ' m i be t m os l o he s n ha ge nd a . s one oft g oup m e ber t poi ou tr r or a k he r m s o nt t t hos . m i eon hi m gr phe bookltcal J T' e (gs Dt ll /by Pa lDim ond. t l f i a e e i lc pa t t f ii a t s ook or s n xc ptona om ny ha ' alng t he how. o pr ge s N oduc r . ndt /r e o ngwha you'edoi Lethi k w ss a he e njyi t r ng. i r he es r de s w a lfy t e. l + D o 1 m i t ofm a c f as a lgr ofgue t .not onl di lgetw ha lw a e bu ng nii tv y d t nt d. s e ng + Fi a hos t lt r nd pia iy oom or c ockt i pa t t ts m s pr i al ry ha ee om s i a w aki o i a t ng. beca e l ca s ve your m t nt s l l t oda us n ol . t a f r t he nt oo: un e ni A n e ni t y wou d r m e be a t l a ve ng. t ppr ch. nc l i t c ho nd l her O e ' n he onve i c e . ' ght he l t i por a per on you' m ee t y. i o gi a a T r e? w N o a nt . t a xpl i s t ol li or gi i ns Ba i a l t si w ha he s ys s c ly. n s e .ne a i ec que t y. s ve s d o ea s bu lgot a ke t s a f r m or ofe t n lw a a ke t l ve. o etr re r cac l a i d a t chni e l ha r d a pple e qu d ea bout i a t n. l f m nton ent r l ook or w ea ne si t r k s n he oom .l a d e led t tês lt.Te lhi youke be pe f m i f hi oa he t l m en r or ng or s guet. a i s oba y 1 By s howi i ta i e. nd l nt t s hough you be ong. g rf. t t hos a t pa t he t nd he rygoe s got wha t y w a ed.

ha t m ilon dola s i r i a pr t You ve en li l r n obotcs nd oduc she e.whe e r r t r ve .S eke t k.a you' pr e l obl m nd r obl m ooks pr ty bi ' l we l dr s ed e e t g. u r m a ke .a m a ci i a nd npowen' ' D oest s a oa a w a w or hi ppr ch l ys k? lm a i w or Com pa e do. oo gni i d o w ha l a ki you t do. f t ks you'e ng o ha a bi r pr em . t t r bu no one w a st s e t m . t a 1 he e ds r ng o un i er i r ns rpton t pe. nd ri ul t . l m ea you s t ns houl t 1 t your s f conce s op you. oo vous ort di fe t do .You'e goi t ha t oubl ga he i ve gge obl r ng o ve r e t r ng a 1 t l a . or You don' ha e t w atuntlyou ha c a ors l e t v o i i ve our ge kil noug h t t y You'e r d rghtno . r ea y i w T O D AY . r goi t w v nu es l t or r e.you r l tng you f r i er er t ' s ng m o 'e et i r ea s nt f e wih wha coul be am or lber t d.l' t o hour i o t s a ' N ' r t w s s nt he how a you nd ha t sbi e y 100t a i l stril.enj bl pe s sve lf t t d e i ae oya e.lwildo i f f e l i wor . . ys s k v ua l T he poi l t yi t underi he e i t t t be e a nt ' r ng o m lne r s ha o com bete per ua r your goi t ha t do t ngs out i your t r s de . 'e ng o ve o hi s de c f tzone.lha t do t t f rcol c l a a gi n s w .i f c .l c t i y does tm ea you ha t c pr i e your t er a nl n' n ve o om om s et cs hi . ' ' m l es a a tc a e s he ls e . l dn' e el pt t f you t nk your t s ort ner hi 'e oo hy. You'e goi t r out of prnt rbbon. ni s n a t ur om tm e .THE QLICK PI BODY I TCH pr e . St i rke up aconve s ton w ih a s r ngeri a t t r as pe r ai t ta n hea e . nt o e he ' ca gua a ee t t you' ha a hundr d a ffy ' n l r nt ha l ve l e nd it pr pe t lned up i f ont ofyour l dos c s i n r ea gene a i m a hi i r t on c ne n t el e m i t . . onei s ve hi g mpt 7 h nd t ook erbe No s hoppi ng i . .' o ones he e. o i t ns l s y. i a i s ve o wo o ou d als t ve ho But t 1 w a doe w or e ent ly. om or D oi t ngs out i your c f tzone doe n' m e n you ng hi s de om or s t a m us be t com e a dif r nt pe s fe e r on. l doe n' m ea you'e a t s t n r phony. o r . r ua i ie f you.t n m e dow n.

l ha a pl tm e. ha e acha t pich a pe s de he . y you m a a ur pha m a eu i a s W hen you'e a ke wha nuf ct e r c tc l. o nd em e + W a a s m pl w a t i e iy peopl ' a t nt on du i t nt i e y o nt nsf es t e i r ng he . you ha a s ve c nc t ge a i r ha e o t n ntoduc i t t tpr pec . s know s l s ver ha l l hes os ct he s e w ho i . Pl y u t m ys er l or e e . l t f r e es ed. i t os y. T he poi t t pila s y:' t w ha ldo f a lvi n nt o he l nd a ' Tha ' s t or i ng.O nc s s a t t l ng. t us a p he t y. oc s w ha s ss yi a r ti ba k t heri yourow n wor t t he' a ng. w e r ove t depr s i 'Be i ve m e. em he e son. om one s A 1 t s s ena i ha a pot nt a l good out om e: fs ' a 1 he e c ros ve e i ly c l hes pr pe .f s ' not a pr pe t but know s s e hes os c om one w ho i . nd epea t c o n ds o s w your t ho 'e hought u l we ghi he i a . l + You' di c rs ' nota pr pe t l s ove hes l os c . l you w a t t n t c er a i i o aper ua i c f nt o ur he onv s ton nt s son onve r s ton. ' do you do t t'f l up wih t Quik Pic How ha?' olow t he c th Body s nt e ence. M y c pa l he lve . f ha a f s hea t t w e sow i dow n. r n he ye.a f w di a i you' ve m e i l e he t r s a ki e f f e s na i wilpr s t m s v : er nt ce r os l e ent he el es + You' di c rs ' a pr pe t l s ove hes os c .Le t c ver af ly i ng r de s t he on s ton fow f om t r i l r he e. ton o ha os t Y Ba kr c oom ' p I t Quik Pic Body l or he c th l Qui Pich? Us t pic n' bes find:apr Sa ck t e he thma s t re op. W he s a w e s ls en cl el Look he i t e Pr es n he ns r .85 The hi herwih yourQui Pich ope ng. ha ac nc t en oy afindl c r ai l os ct you ve ha e o j re y onve s ton. r s d t you do f a lvi r c i o your pock a pul out a or i ng. + You' dico t t w hie s ' not a pr pe . s a he l pa m f a f w s conds Don' r h. t t d.l s snot os ct you v nce o t nd r ua r f he' apr pe . ea h nt et nd l l pil W i hou a wor dipl y t pil on your open one l.W e er di t pr em s l you om ny engt ns i s a ca e obl . t t ck t ni he sys ' a .l you' depr s ve a t r bea . le ' you w ilbe ls e l i t ned t a r em ber d.W hen s n.

' ay. t o Th Pany' f ur dependson i.wor n f ihl ona pr tr l tsr egy. k he o ant eet o d he ifr y onehand n t er ert otern t poit Yout lhernott ear he as . ok ' ' t poweroff us'you s z tatst Ivelof ' s he That oc . el o move. ou k er o t or d Youas anot emplye t I youa crs dol rbi. hat oc t ton. s ut e t Srtgi n i is on se i te r l ty tlte . isn eanl n wo.Y manager ar I nig our s e ea n f war hangig on yourwor . w tae zig s ut e tp n h olou.and yous 'F si a powd h l or Io e l ay: 'ocu s erult . wh k o nowswhatwe canac compls ' ih. ngs t k.THE QUI PI BODY CK TCH A Tr f maton M echani ansor i sm: Br ng a Fenciw ih a Dol Bil eaki l t l l ar The St ene F t ee days youan yourman or hr .whatveryoudo. . e n el kig evers y oduc olou tat Youc at at e yoneon doi good wor Thesr e ongr ul e ver ng k.yous i ver as ds uddenl k at chopt y ar e he pencl c erwiht f ded bilT ever e' asonihmen. yon s t s t he pencl apscl y i t Faperhasbr enwood. ou elh m No c omest cr i wor ofactal getig t pr tt maret he ucal k u l tn he oduc o k . d agementt havebeenhave been eam hold up i a hot .t i' ent t he ol s l o . e comI el s fl e.Focu i wh gest n done.ceasng iwih yourt l e gt s r i t t humbnaiov and o agai l er ver n. ' Asyoudel yourI twor .z h ' he e And fc swemutk e t g thspoic s c esul t mare. You s r peech i r s eachi a cr c ng es endo. ou s e p o e ti r e t u c sfl o k t' y ' (oni e ) c t d no . tatgy youaIdev oped i a poweru on And ineedst be. ontnu ali h w odu .youf d t h or he y o ocu peak ol he bilIn hwie. y Th ecan be no mar n f eror Thi mus wor er gi or r . he h ear he n.Asyous . or d. k her o e o end ip l l a l Youc i e t kng aboutte ne pr ct isr lutsr egy. e Youhol up te bi f aIt s e. Younotcet on ofyourempl i hat e oyeeshasa penci behi her l nd ear Y as h t sep f war .Iwe c f ussr gl f ool s s at t higs f an oc ton y enou on t r ulwe want and backt f usup wihaci gh he es t . n ds Youas t woman t pl herf and t hol t pencl iml. t ol tat o and te need f t compan t f s.

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T l ll ur ecs he l lc xcm ne l hqr es he s bi i or i ly cnc noone k l s d ncr l l l nowswhctyou/e pll n ondoig l r cnnig n s ter s no r on t ov do i I mqgi t e' c s ng o h e' eqs o er t n c her s l qyi 'Don' r i y r n Eeig chcs . You ne tsikou yourfngerctcl I t you c l edn' tc t i l l nseqd l cn br l te m nciwi t fontofyourfs.'I' (c qd c . b k .butiyour s r nd by yourcr es qr f /e urou ed owd y ou m ihtty i. cent f t vr iger t l he tod s o s c er (o t v d c ni e ) n . Fi e Z. igl ecs cnc d ept e. ' t un f ou/e ot ) n led ' ts Jcd vie * Y m c Ee wonderng how prltccli i t sikoutyourfnger ou l ) y i cci l t s o t c i cnc pulibcck i t coure ofc sn e k qt chop.Thi i pr ol l i ll s s obqbl un. Secet e en yourf efnger gur 1 r l xt d y or i . n y ly l l ec i v T k y it sikyc fngerot œ c y h l h l scr i he e s o t vr i c x e our cnd cs tled l t s des . y nec s y. eck h l t he r h it * Actnct clcsyoucr le t bilcn le l i i s pn s. ( nt v d) Co i e n Iyouf d te bilyou ccn i er y fngeri o t f ol h l l ns t our i nt he f d csyoubrng m urhcnc down.I' s prs l l l t l n he s l igl qr e ts ur i.THE QLICK PI I TCH BODY -k ê . g r t 3.Im u sikyc fn ou eqri t meh i obviu .

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N e t l s .' ha do lw a peopl t r m em be ?' l ns k s f' W t nt eo e r' Re ryoura we i as tphr s Tha ' yoursoga nde ns r n hor a e. ie l ' W i1he c e t t pa t W ho knows Butby usng t s o1 om o he ry? ? i he l ga youke ha m e ed hom e yourm a n m es a . f nt he o e oposton 29.W ha m i cona nt o a ta e t ght vi e hi t a t nc m o tend? H e l s Amy. i 10t bus a lve 1 m ie a y.t n. W ha doe t tl do f t Coca t l n:' s T a Thi ' t s ha i ne or he Col Com pa a ny? l r i or e is i a a t c ea or of t s t t e nf c s t m ge s he r t he of drnk whie pu hi t m e s ge t ta ot rc pa y c n pr i .The de i i i n m r i s ge c s on s hi .buthe m a notr lz ho ove y ea i e w m uc he m ea t he . he dea You t ke a m om e t pl n your s r t gy. ve onl a ne t your f . snc i s7 h y nd i s OO l s wa verhe e s i e t w ou d m e n s m u t yourdau er you w a t pich hi on l a o ch o ght .you t l a e a k bouthow m uc he m e nst your da h a o ught . t s l n. n lo us t m i prva e st tons e n one. e he n i t i ua i . l s ng he s a ha ny he om n a odu onl awea c y. oduc ' soga ' he Re l ng. l n:' Y r s a ie l ' W he you ge Tom on t phone you f n t he . s vi bit y pa t a w a she U ncl Tom t a t nd.one.i ha ng a e. Y Ba kr c oom 'l I t Sl n Pic lps or he oga t h + H a ng t ou e k w i w hi h per ua i poi st m a i o vi r bl no ng c s son nt o ke nt soga ? As yourel.d da m gi hat ourye r ol ught r Am y.i h ns o r s r a ie e. t he s yoursoga ' ou a e Am y' f vort unc e. r hda ry nd nt r e o t e Tom .nd r l n. ocust c he onver a i s ton on yourgoa . s Youke done yourpa t r. hou t gh.it TCII / W ha ' good f D a ri l i a s g d f r C o The pr t s or nge fe d s lo oo o ke.ge tng hi t t pa t a you s oga ' l ti m o he ry.Tom i he f vort uncl Tha .TII sloc ax PI -E .' You a e A my' f vort unc e.a er nd t oughout t c l you br ng up t w or ' ou a e Am y' f hr he a l i he ds ' Y r s avort unc e. nt o t m t i . You ope t calby a ki hi t a r s a ie l ' n he l s ng m o t t nd. ii yoursoga i ' ot Yeson Pr l n s' e V oposton 2 ' ii 9! ' . ce y k op The c pa ha w or e ha d t o t om ny s k d r hr ugh he ye r a r pe tng t tsoga a pus ng t conc pt i r pr s nt .a . A lo a k your e f ' ha do lwa t m t do?' tr s s s l .' t W nt he o 'Tha equie a he soga l you w a t m t vot yeson Pr r s not r l n. i es ai . a s t e a i ha l n nd hi he e s t e ee s Bef e we l ve t s ec ofsoga .ldon' wa you t or ea he ubj t l ns t nt o t nkt tt y'ej tf l r publcpr ent tons You ca as hi ha he r us or a ge.

ndr d.TII sloc x PI . r he t nt owt o om t ng le ve yone c n i ntf w ih.r on i ' H ow a bouthei ? l you' 6 f e t l a youroppone ght f r e t a l nd e nt i 250 pe ce t le t n you.m TCII + U s e t e e dit t d i a e y t m a e soga ss i k M e or e x r m .you' w e g 4OO pou . Sa t l ls y he oca choolnee f ds unds t r buid is c um blng o e l t r i gym . t v n xa e d ke t k. tw ha i t tlne wer 250 pe c gr t r a Bu t f ha i e r ent ea e .nd m a i a hundr d.hes 1 f t t l. s ore m g r o k l n tc y.95 -E . H ow do you m a t t poi w ih dit t d i a y? ke ha nt t s or e m ger M a w a a e pos i e. nd d o i depa t e s or lne.snc t c m u t ha gr i e he om niy s own. ii ur t he nd ory. N ow. O r com pa e t s ude gr h t s e hi e s e r .wei ga n. tng i e.You m i ht e r m nt t e i g xpec a c ck lne 1 t he out i 5 peopl l e ong.depa t e s or c ck lnes a de iy t r m nt t e he out i . o d.O ne ofyourm a n pr s a i poi s: he t gym ss i e ent ton nt W n he w a buit t r wer onl 6OO c l e a t ng t s hool s l. r i o pl yi ba k ba la i ta oppone ffee f ett 1' s et l ga ns n nt it n e a 1? ' You ge t i a. s a la t ght i l you w e ghed 1 O pou a you i r s d yourm a s f i 6 nds nd nc ea e s by 250 pe c .t s he choolha 1 500 s .W ha your doi i i ensf ng t t he de t 'e ng s nt iyi he i ge i you soga s i hisyoura enc lkeablck a k. he e e y hidr n tendi he c .you m i pe i c ly r c l t dit t d i a of enc ght rodi a l e a l he s or e m ge ' ' w a tng yourt n a t e ofa f t pe s lne.a youke bee c e t pic t ca e t nea by bus nd n hos n o t h he s o r i nes e . o t t udi e i a jc + O t rw a t m a a soga m em or bl he ys o ke l n a e: Us ( Igt ef/oeIgt ar i b allcg tg to ' l t lke a eg lrs zgs lrs e n arle o sr cfg: ' oa i /g q t F buterl s i lke abe ' t fy.ndsi ti ourhu e pou n n e a sxt pound m a spa s ' i yn' nt . n ncr a e 50 r e . ' .Nlght you s r nt a l r ha ' 5 ee a l i t com pa e t tol cr w de c um blng gym t ' a ng hen r ha d.H ow a ny ys r sbl bout t ng t 2 pe ce yi he 50 r nt ga n t a herga n e r i o not i ve yone i f m ii rw ih. 1 m os 40 pe e l t opl ong? Af e pa ntng t tpi t r f your a t r i i ha c u e or udi e. Suppos i w a C hrs m a w e a you ha t w a ton a e t s it s ek. s ude s a i e s of2 pe c nt t nt . r ent d ih nds Yourdi t t d i s or e m a r soga ' t i a 1t e s ude si o t c r ntgym ge y l n: ' tng 1 hos t nt nt he ur e Fi i lke pu tng a f . ma n r l n. m y e ers r l on s c i a er s t tc ce s c e ea iy t xp t e y u h m g y o ha on pt om sl o m i Le m e gi e you a e m pl ofhow you' m a i wor nd.

f l ound l lke your f yea s ol i 'e our r d.ldon' t n you r ai e t s b you' Am y' ae t T t hi k e lz hi. you wa t elbor t on t t s nt nc . + W he you r pea as oga m a e s e you'e doi i i aw a n e t l n. o s pe ng i t you.TH E SLOGAN PI TCH Cieyo rb rs ( f egg rype 'ft g o don' ft you v u ba e g gtr t / l: ' he l ve g /g l t i. o l t h yourfr scr ie and s e t ogeter im' eat v als eams. k ur r ng t n y t t a opra e t t st ton.She t d m e s She l ve s ndi tme wih a ie l ol o. s f vor t unc e/ ove a ove a i l you do.' i yout nk ihasgaps Itme k ' t ' ch ay ' f hi t and .' ns a . t nt o a ' a e Am y' f You r s avort unc e' ' a e Am y' f vort unc e' ' a e Am y' ie l ' ' .you s i r l ns n e t r ly. f r pea ng o m l oups or one. n i r l ns n oud. you m u t ft you soga i m or na u a l ot wie. her s c e a r sa a a e sve pe s s on m a ne. w u' oupl e s drve w y.one on.z' goi t do my lm ng o pi 'you s . n u ba e y tflfp o te / l o lo ps Ta t g g l N otw a s .e now. twou d m e n a1 t heri you ca e t he bit y pa t l l a ot o f m o r rhda ry. hes ite il s onl ha on f vort unc e a i w o d m ea s m u h t he y s e a ie l . a r ns ea nt o a a e ha e e e nd ephr s i:' om . lkno yo r ac e ofhoul' i a a buts ' altl g r. ut r e s f vort unc e.t phum i w a l you'e s ki t s a l gr ng y.l you'e s k ng bef e a ha ' ppr i t o he iua i f s r pea i or l r a enc you ca delve yours oga i a l a ge udi e. ' To n yo rb rs b srg g tyeb rrypfp c rl get:' se. (oni e ) c t d no . . tv boar haschos yout r es tt fr d en o epr en he im.. m us acqui ' t t. nd t ul n o c o he i s c d s eyou t r when s bl outhe ca e . l t d. You r s a ie l ' You r . Youwan t mak s e you pr enaton i aitght s youcal t o e ur r es t i s ri . r f he oul e he e he ows r ndl s' ' A Tr f maton M echani :M isi t O bvi ansor i sm s ng he ous The st ene Th word' I ges perume man act erhasas ed youradv tsng e l s ar t f uf ur k erii fr t meetwih i peopl t s e it e' a mat Yourexecuie im o t t s e o e f her s ch.you' s a ie l ' r nd r ga n. om c os s n ggr s i r ua i chi For i t nce you don' w a t s y. it' .

e ve on tu i v s eel tey'e hol n bac h r dig k. d r e t t owsa si onte wal Thatsi s t f l n hr lde h l . i y ec o ol he i e he agr ' Afera mi t you as f ans s F e t e gueses but t nue k or wer. o htak yony rIpop an a poicor t h c ans Y u i e ou a t . Fer hapst don'wantt slm s hey t o a omeonewho hasbeen han dpi ed b t e ck y he xecut boar Youv pr ed f t sev talf i ve d.yout ltem :z par aph i misng t mos comnal y el h That agr s s i he t mon I t i t Engl h I guage:E.Tr t do iwih c tt id t y o t tout oachi ng.i f .Y can Iokf an wi f et n he er i an s ou o ar d de or anot par aph I e t son and nev fnd i.How qui y can you ss t u agr ckl fnd outwhati unus alabou i Itul I s or nar.TH E SLOGAN PI TCH ( nio d Co t e ) n Youpichyourhe r outan when your t ou youwaie t at d 'e hr gh. u don' blw yourc I t o ool Y p l sop thfom y ri k tp k ta ds y zouh v ou ula t wac r ou ace oc e n a .W h Stdy i. non hi t mar e t he k. t xpecant A f peopl gi you c srct e comment. eopl ak s .butyou f t l ew y.11t l her agr i hi e k er i t n ec /1el youwhy Iask you t su t par aph. impt i f u k tto i t l wn n u So u o t . lde ays he ol g: owi Thi i a mos unus alpar aph. hough. (oni e ) c t d no . Y a e sxt s ondst s ve t rddl oft par aph. i s u t t t r y ooks o di y ? youd t nk n hig waswr wih iand.iyou c Good Ick and r kil i i t t f an.I a s ond.Thi h y? u t nk abou iand you may fn ou.Bef e Ido. Iyo wor a ifra btiwi da o yo .not n i ' hi ot n ong t t n act hig s wr wi i. ' Youhi t k and t si ch t he ey he l de anges : MY FI SHED FIES ARE NI L THE RESUL OFYE T ARS O FSCI FI STUDY ENTI C COM BI W I THE NED TH EXFERI ENCE OFYE ARS.her i on ed o tdy hat agr or es e fnalpuzzl ' i e. l I Ty yours latfgurng iou. s Fi l. 'e epar or hi enu iy wi a me h im.Go.I i unu ualt ong t t t s s .

and t lme h Ican i o i. hem rel. hi enenc ' ' Aferff s onds.fve. s i t pars erous el ul c omm en s t. t hi t s oo mpor ch t t aIofu Ineed ev . Behl t Stene nd he Iwor asdes i i ' Scene. h wantt do iagai f you. eemsisi fc . dwi o t e ms o t .Butaneven zeopl s ome ' s he i eak bige ras i b c s termidss i o e tewor o whc a g r e on s e aue h i n kp v rh d q ih ppear t ee tmesi te s en Ofs s hr i n h ent ce. t ks crbed n ' The ' Backr oom 'l I M i sng t O bvi lps or s i he ous + Obvi sy. Your epeatyourpi Thi tme.You wal u t te s e and k p o h cren t eac Fwihyourfnger ap h t i . y hi i want I i atiwih you ookng t t ne eyes W i yourE and Ffndi eyes w . t e aw ou s. l i s. en t ' pr ig.te prs t i i s i t t tatI ar n et n act h e enaton s o mporan.I h dl n gniiant t ar y s e t mat rBu wi ou o tes tn ewont r. e i ou wi he l ch de backonand s zthassx F' Countt yous f'Ev wihyour ay.I zwan o t n.Bel ve me.Idon' Ik t be el ow mprve t i e tie o crtci an mor tan an ofyou doe Bu t spi i t i ii zed y e h y s.dependig u you audi cean goal. ountng h s n h hr s wer s on z hyam It t i you I e t s Bec e my pr ent i i z W orurng i hi? aus k es aton s v y i t tt me and t ourc er mporan o o ompany.I f .Y s t t si wer.Go. zI tyout wat and I t t mewihaIyourcol ct e wizwan o ch i en o s t I l i s e v dom.man peopl miss omptn y e s ome.shel ' anto I s.you s th of t si and as f an t ieen ec t wic f he l de k or s s Mos peopl s f rF' A fw. zF e miss Fsbecau e oft Ine br s.ti mech s i r l f mec s . t h -i ng .I meanspr tgeand dol t esi I si ourpock s.TH E SLOGAN PI TCH ( nio d Co t e ) n zNow you h ffeens ondst dicoverh man Fsar i z ave it ec o s ow y ' en t ss t e. o t n or zI tt do i agai onl t stme.I r tne ou l hs anim s eal wo hanims ' oui d y ve tem t h f you. '' ent e ep at y n pon r en d s (oni e ) c t d no .bu you can us t ' 'par aph an t h ogeter or t e he ' E' agr d he 'F's enc s ar el. t t t q h ene c e h 'wok An t u h c i te F' i te t ee of.i s k s i and h pf t ch.yourans i wr g. el yone' p.

e dii s l nt t t (oni e ) c t d no . d.I Ihad Ityou go sowl.I h a diectbearng hi r ng o o ow t t as r i onyourbusnes and on t rvenu you des ve t mak i s he e e er o e.Ch iou. z hi you/e r ng t s en Iwantyou t countt z l W e r eadi he ent ce. o he numberoftmesi it I t Fappear. eat oft ? ' nkoft s enc asa di ' Thi hat ent e agnosi asa t t I a moment tc. Youl have ffeen ng o o ead t i l en y /l it s on ec ds. sr ton e t he es.Buther s t poi Iwantyou t un san about ount i e' he nt o dert d tatt t and how i r at t yourbusnes . s + Consderprntn one orb0t oft e mechanimson te back i i ig h hes s h of your busnes c d. ey wer con ton Ibui i o i.I lt l h i r at t you.s ppos Im a mar etn cons t t and Im i a e u e' k ig ul . /l ee s enc prned ter A s iar s t e.Ar you rady?GoI es e e z oplNo mor c i How man tmesdi t Fappear z st e ountng.a f h t r ary er amed pr esi alment it of son al . t n act te corectans i sx.t e' s t ng pr oun aboutt s t e. zi i ? ' el . yi d he ? zFvetmes Thatsexc lntM os peopl s f r Bu i f . F e or xampl. n I am goi t ask you t r i sl t . an ' n r wih r t s Ihan one mycar and s oom t eal . z e o r wer wilelyou ow t el es o you bu i s yourr r snes . h r wer s i eck t t z hats t ? Y s you woul have f nd z W ' hat ou ay d ou wer tpr s i you en' esurng ? 'Ibel e you.you woud h ' i ev f e l y l ave c ed sx. s you c u e i as a con s i i s ar o an s t veraton s arer t t .s ' her s omehi of d hat enenc omet ng you'e goi t wantt kn abou. t el es o i s 'Fes ur spee and ditaci wer par oft t t Th 'r s e. es. i n t he et er s z nc Ihaveyou ans . t e e ay ou.TH E SLOGAN PI TCH 99 ( nio d Co t e ) n + 80t parscome fom L r Beck . ent e it h e. ' oud you Ik t k ' l W ie o now h t s ence can hel you ow hat ent p mak mor mone W oul you Ik t k e e y? d ie o now how t s t e hat enenc c hel you move mor homes ata gr erpr i an p e . d or d ay: ' I wantt t n tatoveran have a I Youl s a ' I You' o ur h d ook. olt y enenc 'Now. h es. evenu .

gh e h magi cs r wrtn an El semaiofatI t75 wor .an s ho i rads. ig i -es . I f t you mi tdo mor tan i ne.I n t choies h had t mak ghts I ench ds magie he c e o e. tn o cu you outwih Iwerc t t o ommisons Butt ' wher Ic be of si .wrt yourown Els . . p ' ' # Anasde:Ite El spar aph iti ed you. hats e an hel .t at tait d es t erc? l wo.ty n ac.. e h nt n .t mar et ace h c dii s bui i o i. t ' k os o hr hundr pages and nowh e i idoeste I t E appear ed . W h consr nsdi an El snovelpu on F e W el.you mi twan t i fh es agr nrgu gh to r Geor F ec' no wrt i Fen as l Diparton ead ges er s vel ien n r ch t a s i i and tansat i o En i asA kof Isa wor ofcl e t t ee r l ed nt gl sh ' d.Ther ar r t fr Inig te sr sof t e e eal ims i n h teet y e y t an ci and dozensmor on te I er et waiig t ver own d t y..as do s ven hids I i s ds ai eas e ei h ofaIFr wor . t r ofaI Engl h wor cont n atI tone E..l eas ds d ee w t e O r i you/e ev mor advent ou . f r en e ur s i e . n oic h t s e durn a pr ctmeetn cren ig odu ig.Asan exerie.rl e t y rprdu t a d pr e tta on a c a im e t eatd o ou o c. er n t h eter .TH E SLOGAN PI TCH ( nio d Co t e ) n 'I t s way.s e me h ns tx. 'n he ame he k pl as on ton l nt t t O n oft e c t i te numberofr f s viesfghig t e hos ondii s h ons eal er c i tn o y s vi yourpr er ce ospec.

dber c e Ja s us i vi we si o t m us um . t ook i he c or n ve y a l v dow n t t fnger is o he i na l . herng e r nt he e T he peopl who s opped cha d t re ni spl nson t e t nge hei ve ng' a he s .CO N VI CE W I H N T SA M PLES he ot r ni ht l s ood i f ont of N e Yor Ciy' he g t n r w k ts M a m e Tus a s W a M us um a w a che t da s ud' x e nd t d he powerofs m pl a w or a es t k.s a s ve nner ee how.M iha l ck one . he i e nd le o re o he .l a w r l he r c w s ong.lhea d one w om a s y.nt he r s i : o et re . T he pe e pa sng b s oppe a s a e The e m i opl s i y t d nd t r d.' e ca s e a m ovi a i e. Behi a ve ve r out i t m us um s ood a w a fgur nd l t ope sde he e t x i e of Robi W ila s l l ed lke t a t i e r det i. a ks W hoopiGol g. T hous ndsofpeopl r he pa tm ew ih a pur ef l i a e us d s t pos ul ook n t reye .bu pot r n a ' W n e e nytm t .s e i he lbe on t i m isons t m e f i nds hei s e m ng l. d t t Behi t W ila s lk s w a a ga l t of lf lke w a fgnd he li m i ene s s unte ie i x i ur s sa elL. ha di . oo.mu J c on. houghtnot ng coul hi d sow t i pa e. y xa ned t fgur a ca l d out t f i nds s t y t coul s udy i .hi a ni c u lt t ght l b.e en n lim .

nd l t ve y i s ls w of e e s e f m ofs m pl a f r d om or a e: T he m usc s sor ha is ls e ng s a i . os he .t y' he ia e. ra . t a e f i O t r ie. ii o r he nt nd ops T he gou m et s r hop pr f r d a t n s i e of r s be t of e e hi lc oa t ef o s hopper . o oi t uie l T he c r ca ur s on t s dew a k dem ons r t d hi ca t a i t it he i l t a e s r ooni a ltes by dipl yi e m pl of hi w or on a ng bii i s a ng xa es s k n ea el s .you m us pr vi t ua t o de hem wih a s m pl of your oferng.t r s bee wa j c ) i s t he oat f s uiy.p uie s n ntc mentt j n iscr s cub. t eal nt o t t oni ?) y l you w a t per ua peopl who don' w a t be pe f nt o s de e t nt o r s ded.co xvl cE W I S PLES x TH AM how of e do we ge t s t s ' Anot r ' tn t o ee hi ?' he : The r s a a l e t ur nt w a ed t go t i ope l t Let go i o t m us m fr t a nt o o s n a e.youl pr bl he w s he l s t t l e he ia e ' oba y l l et m . T he c ot ng s or ha is fti r s wih lne ofpe e l hi t e d t itng oom . T hes s m pl s s r d t f tons e a e e ve wo unc i : T he s y howed pr pec s t tt busnes ' pr ct do w ha os t ha he i s odu s s t t bu i s camst ydo. Pr pe t ' s oat bee tsesj c bu do lr l wa t ea mea t ght' f at uiy. T he 1 pr pe s t s t pr y et os ct e t he oduc s t m a e s e t t t t o k ur ha he pr ct ftwha t pr pe twa e ( os c :Thi r s odu s i t he os c ntd.whi h w e e i uper t e d t it ni t tons c r c ow de w ih t e ge sls eni t s ppe sfom t l t r d t e na r it ng o ni t r he a e tCD s s .he muscwa cachy. ' s nt he eu is . nd t w e ca ea . s T he he lh c ub ofer d a de pl dic at l f e e y s ount t ee.O nc t y hest t . hen n t' ' M a m e Tus a s w a n' t onl e m pl of s m pl s a da s ud' s t he y xa e a e t w or ls unt r a ound Tl esSqua e a a m os e r busnes k. s e i na y o yi t a -ong m r hi T he t a a r vel genc pr ot a ditchea cr s a a e i ey om ed r . t i s opl w a tng t ty on t pa sa t . a e ed r m r .ont ed hr m h t i l a a pr lm i r t bu ng isye r l m e be s p.( wa fgursl dr lt he snes li he The x i e ooke ea.

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om s i he xpere e of pa e i a ba i . t c i . s da er ha t be t e. r i u a l . r nt s t l e s or ng t M y que ton t you i t s l s e c n i e a f toni si o s hi : f om one a nv nt unc i ng a tfc a ba a a w a t s m pl pa e hood.si a e f tvewa s ha s y o n ob? e s l t n fec i y? Tr i .us s ea by d. s i w a r ls i i isa a a a pa tc l ry isa tons l ad. n c s Re nty. ih a i nc r ntng by s W t n i a .coxvlk W 1l ISAM PL t cE 7 ES l nge i you hie m e. 20 m i e . l l a s ha s lo ve hown t tyour a pe s ofpa s on a i t a i e.hea you e . fr yourbe ti sa m os t d c For nut s you ie s dea nd t pr gm a i s utons a he . i a ed by. he t ba y cre hi nf nt he e r ea i ou s W n he b i d.H owe r you w ilha gi en om e e ol i n nut s ve . os i pora l i c i d a a 1 ls d ole M t m t nty. y o a e iua i . ns a e. don' hol ba k. t re t 1 hour oft da a ni . a tc ol i t r W ha i i he e you don' s ve t c le f c ng he t f n r yes t ol he hal nge a i r c pa N ott wor y N o one r l expe syou t ha t m om ny? o r. l ve v hera pe a yourt u t nki a pr e -ol ng s ls You' ek t r e hi ng nd obl m s vi kil .t r a e no br ksortm e.l e be n dic sng s m pl a i t y a y mt t p .t .ca tyou c e up rii i l by s y o a e r nt n' om w ih aw a f ot l t s m pl yourof e i no m a t rwha i i? t y or hes o a e f rng. s eai tc n t ppe r nce nd.Butge tng t e t u r t nd t r s hor t i e ns o nde s a he e ponsbiii s i lte ofpa e hood i a worhw hie r a on f doi i . oo. y t J g ggf e So f . C onc ua i i a c t u t ng a sm ul t ba s em s a ept lz ng nd ons r c i i a ed by e t ough c e. i Among t ma l s hi da e l a ne wa j tho he ny esons s ught r e r d s us w a lenc pa sng t e l. ar ' lf t v e s us i a es s f he ppl onl t s l s s t tons Sa pl s wor i nonbu i s s t i . he oul t t f he b n r g. t es nce a fct e r hi s di j ta ar lba woul fe ed ve yt ng he d. ha 'e r on s i nd nii tv l t tagutywa t wi aj Sur i. ke p nd r or he by. t hea l l d.W he s w a e t ha out a t r ught d o her n he nt d o ng fe s chool s c dn' suf t ba y i he book ba ls pr e . te tt s .H i da s he y nd ght i e e l b s ught r ha t e d o w a u a ca e f t ba ot w ie i contnue f sng. a c i t d m e how hi da ce l lent ol s ught rs hi s hool e ' gh c hel d he cl s s m pl pa e hood.Ea h s u pe r a s a e r nt c t dent w a gi n a s ve n a tfc a i a t l a t rf a wee The sm ul t ba he r ii i l nf nt o ook f e or k.lk a r a ba y. her s t i d us i T he ba a s ha am oniorbuiti o i. m e k n sne s e tngs t Fori t nc i s hool . t bur a c ped nd ooed. ea l y ct o nd he c pl t s utons i 20 m i e . W hen s gi s you t go.f r ' ' he ve he a d.s t thi da by l o d t l nt t o ha s ught ' t c r coul t l w he her s ha ed or i ed t er ea he s d el t he ndl gnor he assgnm ent.

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l.l tbljn l e n lpg by i fws tï ie ejey tt se i? t g g a t g l l l g pggg /?Si e s ' toubl by t hil a s t tôe nc hes r ed / he ls nd now.) c s ?l / C s / et f e oyie?r / goptfl r t s o eb ' a e //.g oï w r ca gi e he t ls ofc or a t w or er na e now .e ur w Engl nd hous s The e a e pr i t r c or you ca t a e. T he ca i 1 yea so1 a i r tng ba y.o ftl t bl m. / 0 r yi j J lt( lJtyiy t fjga e/ r( o t Bu ng my hous a my / t g r n o gl ec ? g g ? yi /lg r e ô e t prce. e pec al is wi hi yer ove r e s i l t dey pl nk w ood foor a w al pa nt i pe i col s Bu s s a ed l s nd ls i ed n rod or .TII Pow El oyFPEE -E t - You know t s bu l s you hous . ' lo onc r d bou he es oc ton n he ls Shes ne vous t t a hea s ' r ha vy now w il s a of t drvewa a l e l f he i y nd m a i i pos i e f her t m ove. nd r bou hem l an l o ve r t na e a num be of t wor who i t le t he m nd r he ker ns a l d he foorng w he lfr tm ove i l i n is d n. nd l onc r . ? : r ? . n v r he it ol s nd he k ' m s .tt Jc'yiebr re tt se lp n let goptfl l t tl v ejey l t b' t g go l g ï g ï l l ? g - - yg:pggg/?l lc n'pes dehe t tmyfoor a wal 't t tôe f a t rua r ha ft / l s nd ls a e i good condii lca gi he a ls oft c t r n ton. t nd a he a edi . s r opre a y ol s n' ge a he e e s t nyw r le. J / ( l t n t i lec? p e ta b y r '? g Jr y o n un e The otn il u e.lca n l vehe my ol ee wih t pl at c d t t font ea r dl p t he ow ta he o he r . n ve r it he us om pa nt lu e a whe e l ghtt . o fwl lc n t l rhow g opt fl r t ? a el he g oï t t sor l s ndi he t e ' e ng m her t f t pa nt cr t s is ow n c or . t n hr t nt he l w hi h w ila ua l be ea i rf m e.The s l m a hi e on fndi w a t e s he i a e y ng i ng ys o a e r mi a nd boutherfoor w al a hilc e ns l . ba ed upon o or he i ea e t ol s s s m pl s fom s ve ee h.lw a goi t dona e i t c r s ng o t t o ha iy a t ke t t x cr t Bu lca t ow i i o t dea . ' hi s ha once yourf r t e i gone. c as gi he i s s d. t he' c e ne t t t es da a s c t s Shes t nk t t onc r d ha her ' m ge he an' ee. hel di c rgougesi t ha d-ou niur s s ' s ove l n he r t r pl c foora di c or tonsi t ha d-o. nd ound i difc tt fnd as r i e t pl herout t fi ul o i e v c o ow . DoJlgea y r pg tffrlt .buti s ilr ns r s 0 r d nd s us i dl t tl u a c n m ove t s nd a he now. J ?' f tebs t lt v /e teffrlt .a e ght nt c nt y N e a e r e nt nt nd i ee h. DoJl p ay ret t b sclt lJc'yv brre . Shes a s c e ne a t t hous ' l a i i t hil . c l ct ly s e or J l ttï syo i tt to lye/roul brcae/ p /ejte / l c'Ia rj l tv ui t? tj l beitte tg o b /t g g l ol g j e ya ?g f-frlt .a c w a lpa nt e ae l nd s ol a i n he r t m t h l i .S ' bee i s t tons lke ke t m sbl or o hes n n iua i i t tbe or a f ha f e.

TH E POW ER OF FREE T ha w a s ha t m whe he s ups he ofe ornot t y.you'e c ea i a good i l o he he s vi r r tng m pr son i he m i Your i e iyi he i e e t i w ha es i n r nd. e c m e ove . ? g s g 0 rrl. heftle t / te br ng to .i a a l o e i oca e n i f t l. he c ugg t ha e r m di ra afi y ge t e. Th Si e e iod i n tonyfn y. r s oft e s i s on J ry a he ng r nd m The e t he piode s pent e r s beg udg ngl t i s f lilng t oblga i br r i y re u fli he i tons ought on by t he 're's i (hesi iworh ame lbutwha c tt esa' a' 'e 'ut t uts t f a.th g iht a i r e ejl ps e s o l u n i ihl s n mpo n? g t nt poi .H ow di t t m a r he . M a your c put cr s ybe om er a hed.You c n ty t c ea e a oblga i i ot r . nd l e l t n.butt a nt a r o r t n i ton n he s he l s ofc r r s de w ihi t m . 'e nt nsf ng r nt r s n t you'e of e i You'e as cr tng a r i oca e f t r f rng. Gett i ?You'enotcea ngoutyourj dr wer You'e he dea r l ni unk a . o a uc /M cv l l.lo t 3 yl ê /J e e i . n ery cc pt. m a w on' w ihdr w t ofer nd t t a he f . And we ca wrt t J e a pl i o t conta t n ie he e p nd ow nt he rc rghta a s s s esl r ly a t ul gi ng i t her i w y. he s he t r he r fr .aha k c e a ofe sJ r anew Ar nis ta a c om din f r ery ma ui s git W he J r a e s t ha k s esst tJ r y buy hi a f. t nd oup? . r fndi t ngs t t you ca e iy gi f fe but t t ha i ng hi ha n asl ve or r e. ha ve va ue t t ot r per on. e nt o e ur t efvo .t e p ce Ane s d of ejl lmp o e t etat h a rl' x e td. s n? O nt s he how. pio e Si e a o n d h ri.a you w e e t r ii d you' nd r e rfe d l e acrtca doc e s or d on i . T he be tyou c n do i s t t ki of c s a s e he nds ondii t tnor a l ton ha m ly . nk a g / ' Thi boutyouro pa t a you' s ewha lmea et wn s. o he e ' ea l nd r y vi t o . t l d you t ou i i H a r or ake hr gh t ove t phone a s ve you doc e . d a t our e. ery i digu t be us he di t nne s rendl sur J r s s sed ca e dn' r l ne d t s t a he knowst tt ha k j twa s t eal e he ui. nd y ha he c us nt o ha aou hi . phoned a fi s w y i os ii l um nt t e t You rend a n c put rt oubl s om e r e hootng.You ca t e a e ul n' xpec t t hem t r c pr t i k nd. r lo ea i ec pr l fec . nd a d r um nt d ha ke you f la t your fi ee bou rend? l he a ke you f a f vor t ne t f s d or a he x da w oul you gr nt i? O f c s And t t t i a be nd y. t onsiut ' l? me ' l i s a asndwih?l s wha ki ofs ) s t oup nd a c f o. W he you gi a m ea ngf f e bi peopl w a t r t n n ve ni ul r e e. J / w r e ewe lg ettoteo/r e o ( .By gi ng. ha ' he de hi s fee es r bi . ocu ontol e i s t n he You c n' f c t m t f l a t or e he o ee gr t f .

TH E Pow El OFFP k AE c ea e f lngsofgr tt r t ee i a iude. do t ts l orbol y. . i v w y n tm n r ua i iua i c i rw a ofbuidi is va u i t ot rpe s se . ldo t t a i l f he m l a c i he As he e rng. t ou ni s he i of s i l r ha erga t m a prva e l s ndl ve he i t es on.T'e d 7 h ed. t d he e.a l n r i s d. a a .O nc you done t t 1 tgo ofa e ke ha .t y r m ov t m . e he c c n t nd pr e i t my t bl m a e a agit Be or ldo.a m e i t tt de k lga t nd nton ha he c ve hem a t d a ce s a r m i r M a oft e nde . M a tm e . D i ldo a ove t s li N o. O ve t yea s lha e ha m or t n a f w c i sca lt r he r . oe Ba e i s r ga e i i s h a wa a t r a i i i.lt a er of t s a lt b on ea h sde oft box.a m a ci ns te r t s nd gi a . o e nc isva u v t n uc y s o om ntc ze t t nha e t l e. he s o n luson wo t he a e. ldi tha t j ta y de lha d t dn' nd hem us n ck.11 e ny i s '1 ven s how c i nt how t do a s m pl le s o i e t i w hi t y ca us a t r nex ne ghbor rck. ch he n e t hei t i hood ge t t he . nd ha j e m ge / i / ? n ? Cfcg gfKi. i by pu lng out a pa k of ca ds i prnt d w ih my c pa li c r m i e t om ny l on ba a doi a f w efe s i l di a ga blng ogo ck nd ng e f ct .ese il 52J l u rbusne scads butl he r e e s ntal y. nc u ng m i dem ons r ton c pl e wih s c t a i om et t e ond a bot om dea s nd t l.t es nt t o a e t s f. y t e ve n pos W he t pr open a ne de k. onsde ys l ng t l e n he he r on' yes ' uidi vaue' a m a i t ie sf lctus a ben' l ng l 'me ns k ng he t m' mlff es nd B / e isetl i.W ha l di do wa gi d ny r e lng? t d s ve t m afe bi. n ' t nne t le s m r ea gi f ns t y a k m e t do a il i ort a t t bl loblge a . e ny a ol i tc dem a you ha a bs uts i nds ve boutt out e. ny hem ke i on t i de k or dipl y i ep t he r s s a t on a bookc s l' a s ve r oft tm e a pr e sona ca d a e. ft x i tYou c ha ubty dl Su t W he l a di rwih c int who a er lm a c bl y.a ot rl r rt n-ie i ge ofga er. nde hem one we ha 10t us a t tcon ur sup i a sofT'eSt y. s y. f e hough. ' a You don' nee t s The don' s r a y pur e. oget r W he we' fnihe lputt de k ba k i is box. g fgt i nd he a ge -ha lf ma s t j mbl s s r etope a or . he com Y Ba kr c oom 'l I Gi ng Fr es Ips or vi eebi + A ny tm e you gi e a a a ie i a pe s son st ton. The l n he os w c he e e he ' n ha hi t box s nst bs nd m he . v d e ha e lent l o book a s how.

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ci ll ng ogo f e v yone s t u a t ke notce: i p nd a i ' e om m e d by t Am erc n H ea t As oc a i ' ' nc' c R nde he ia 1h s i ton/ Sa ' toned by t W ord Ani a S i y/ ' a s d by t Lea of i he l m l oc et ' ' ie Pr he gue . r se o e c A SSO C I O N A N D O RG AN I ATI ZATI N O M EM BERSH I PS A n ofi a -ooki l m ak s e er . nd he neis j Besde ha ng w rt e t s i oni l . H ow do you ge a ce e iy e t l br t ndor e e ? You ca pa f i. t s m nd he r de i t s m e pl c l e s e.t endor e i t lng t ea r n he a a e. i el tons opl .you.s h a a t s i i twho m i be wilng n e s vi i e i ds uc s op c ents ght li t pr i e yourr s a c pa r a e ea i rt r a h.i you a oa a c e iy lk J t r good l k. ee f ' ve l r e hu O fcoure. s m nt n y or t a Ni e doe whe i hie Der kl ert pich iss a r .soLl Plo oy o t bele you.your s he s nt s obl m s u i a t be ft heen oyed. s f ppr ch elbrt ie e e .you ca a oa a c l iy your el a k ra s t n ppr ch e ebrt s f nd s i hel gi you af e t m bsup. a ofi e s a fbl i hi f om ca ua i res Bu c e ii s nd fc t f ock ng m r s l nquii . ol ton. you bec e kno n a a m a ke wi r om w s r t za d. nd l a n hi o k ook W he t e n he ndor er ope wih doubt i put hi a t s ns t . uc H e no doubt ha a ar y ofm a ge s publc r a i pe e s n m na r . c e k w n a i va i l s s k om no s nno tve. n s enc he s r s eli he r de . ea r He ' us i m ' v n t he t f e a ldi tw a i ha ni a i 'O nl a t re t bls ng t s nd dn' nt t ppe ng ga n.' y.Pe e wilt nk t tt e i ve opl l hi ha he ndor e s a e you fi nds sr r r re a w ils y a yt ng t m a e you l good.Or i s k s n t r s e et o t t ne ke s .f yourw or w a r nt i.You ca u e e t r f sr a di deo e tm a s n s ihe or m a on a webst orf a pr otona vi o t tyou m a loutt t ie or om i l de ha i o pr ospect s. ' y f e s a ihi hi c m on gr om ound doe t endor erm ove i o hi pr e .s bl fel . C ELEBRI Y EN D O RSEM EN T S T W he a ce e iy e n l br t ndor e yourw or you' bor o i f om hi ss k. c i ha ng eni s vi it n e tm a s onsder vi dor e s t pe au o orvi t s i oni l .l e bee bi on t but be or . t el brte i l s .l j tlke you. f ' nown f bei i or ng nnova i e.t betv oo. f he' nown a a brli nti s or s ila nve t . r e r w ng r s or he pr s i l hes k r e tge. o as e e r h pe .

t The t nk a e d ha s entng ni oo. ng o ha n r r t r e v es c a lt EX PERT O PI I N N O See oute r c m e a y s bs a i tng you c a m s l you'e k xpe t om nt r u t nta i r li . l you a e a m e be of a a s i ton or or ni a i t t f r m r n s oc a i ga z ton ha ' s peri ntt you fe d.l pr pe t que ton you a he our es he a r f os c s s i boutt he va i t ofa s a e ent you w a t be a e t s e rt ldiy ttm . Eve whe we ne r he r oft or ni aon ke s ' n n ke ve a d he ga z ton. e ie. i outwha t W ha t Bus ne s Sc c fce ha r fnd t he r on i s hool s ys a a boutc f ta w or a pe f m a e. ke it 1 y nt . n i x r ni t t her Buid aba kl ofe denc l c og vi e.l you' pus ng a e u s operi s f r e hi n r gonom i of i c i. hi bouthow you w ilpunc hol i i i s eone brngsi up t you.a i yourm a ke i m a e i l . l h es n t f om i t o SU RV EY RESU LT S Peopl t kes ve a opi on polson e y s j ct W ho a e e a ur ys nd ni l ver ub e : r you votng f ? H ow ha t t x hi a f t d you? W hi br nd i or s he a ke fec e ch a ofs m poo do you u e? H ow m a pet do you own? Fi a r ha s ny s nd ela e s v y. nd i onvi ng quot sf ea h. e a s e t ti de a a c t i s a r ofe e l nc i w s um ha t m nds er a n t nda d xc le e.don' j tfnd e rs t ba up one ort ofyour s t us i xpe t o ck wo poi s M a a ls of a 1your ke poi s a fnd c nci nt . a k do n t na e oft pe e who s i t m a i hem m r w he m he opl a d he nd t s c t y c m e f om . om or nd kpl ce r or nc Scoutne pa s a ta j nasf quot .W he you ws per nd r de our l or es n fnd t . i t he ur on e a s ys a r l a bout your dr g' pr te . i rj nf r n' mbe ny uc ga zai consde oi i one s t tyou ca borow fom ispe c i ed r pe t biiy. Alo. r cor t t dis i opi on. don' s op t e. e or c l you r a r s e r opi on t tc r di s yourcli s f un c os xpe t ni ha ont a ct am . r w bs t nd n r tng t r a s l you ae tame rofa s h or ni ton. W he you fnd one good e pe t opi on. nt o bl o t e hem t your o source . t nt e . r de t tm e be s p on you busnes tne o r i l pa a ha m r hi r i s ca d.sulvEà IEsullg t zt -a - U ni W or r .a u e t da a t s i bl ur e nd s he t o uppor yourpoi ofvi w. f r s lng a dr t tcur i om ni fnd outw ha t s ge geneli ug ha es ns a. n.

i i r goi t ha a wi e a c d a l s ye r Sur ie!l' be 50 ng o ve nt r s ol s a t a k. a s opped peopl on 57t Stee . e a l ovi r t e s why m y c i nt pr ct i prc or buit t w a i i : ons le ' odu s i ed s l he y t s ' di a ge l m en.t e r . t opl he tee . be wee 5t a 6t Avnd t e h r t t n h nd h e es The a ke fve qu tons Two hundr a e ghtpe e nu . d nt o ve a a s ch a expe i pr w y u n nsve oduc ? t .soLl Plo oy o t l you ca tfnd s ch a s ve cons de c f n' i u ur y. ed nd i opl rs e ponded. opl l us c ous c us he t r t nd how you s a t be ftfom a pr t nd o ne i r opos d dea .l bought e r he r s t n i 1 of t m a t be nni of t s s fgurng we w e e 50 he t he gi ng he ea on.gtt ia ffl ol g f/ lsj l ? J a ' èue g . nd ie he s i t t . n e i ngs o ck nt n t don' t y t hi you m et t r o de r hod.H er ' yourcha t gr b a ho s r t es nce o a bagan.Re d t num berofpe e you s opped.l in' difc t C om e up w ih fve qu tons a t te l t s t f i ul.0. l t ot rpe s exa l w ha Te l he he r on cty t you di ' y s a fcondu t a s r tpol. y s d i es i .a we la t i hem cor he opl t s l s he r answ ers. T H E REA L REA SO N W H Y A ttm es pe e wilbe s pi i be a e t y don' unde s a i .tke outa a f 'e eli 00 he m l oas or a n d t t s ys ' ha a : Thes a e t w a m e t coa s you ca fnd.' o esme n g o j / g y e/l og by tfia.t y lw a t gi you a f e copy of ' es nd nte La oda nt o ve re ours t r lsr alprc $1 W hy woul lwa t gi ofwa e.w hi h ha s ve m y ba k f om s velng r s t ys c s a d c r ho i s w butha hu t my pocke book. Yourgum pton a wilngnes e r he e uls' ' i nd li s t t s youri a s d i pr st ot pe s o et de s houl m es he her r on. j f l Yourj t n. prs t en s deg ee m os da . he s o el he ron r ng t you'e doi r ng. ' O n t ta s he r de-how foor lr gul ry pr de c owdswih r al . W he you us yourfndi t ba up a poi i yourpich. t et i ie? 99. l 'ft oj l. y t c i d: M t f c ed t ee l The ook lpboa ds r . t i es i bou yourofe i s op pe e on t s r t a fr t que tons a f rng. vo s l . i r onduc i yourow n tng s r et pol.H er a e t r s t .l s li t s $300 c t f $65 s lc n fee up r i ' elng he e m oas or o a r m one f my s i s oc ' y or prng t k. - l your s lng $3 t r a c t f $65./ t cn j r 0tfl tJt gt.t sre ez? l e g t p t o pg e p l o 'o g bie tlg sfo re i s le rm l.l .The r s H i e l y ea on: s o e sg k to4 0tob t e Ob iul lkt f tyt o ti 0tj j r og s o .i t t l t pe s why you'e doi wha ob.

' nd yourc l t ourhi s hool Fort pa tt e yea s ' Se hid o gh c .i t r s ofS s or . t Boa d of Edu ton ha r nke us i t na i s t ff he r ca i s a d n he ton' op i t en. s itng n e t ur nt nd a he a gui w ih hert e yea . t why we m a e s h as pent es r nd ve opm nt Tha ' s k uc u rorpr i oduc . ' e a a ' t m ot r c i d ' t door wilhi you ' t w y/ he G ' he ontnue ' he or l t a we' ha t t ke you t t doct f s ic s'The c l nd l ve o a l o he or or tt he . ' e a a f om t e/ t m ot s i The da ght r i ' t w y r G her ' he ' her a d. fi ' W ve he odu . SPEC I C I Y FI T W hi oft e t o s a em e ss ch hes w t t nt oundsm or c edi e? e r bl A . t r t s c ur n opl ' nds nd s a s ha n be c r or obor t d. t nda ds' ' B. he s hr e r . r r etng tnk .r ol ught . e n em AT c es' ' T he obvi a w e : The l ng ge i B i s c fc a t nous ns r B.wer be tng t tyou' t l yourf i nds m es 'e ti ha l el l re . l e T he ot da lw a st i i a r s a a a s w a m ot r her y. n f c . ns ea w he i s ha e u i o r ea ch a de l e . ' ow m a ofyou w a t dea w ih a c pa y t tdoe n' ' H ny nt o l t om n ha st know how t m a ketbu m a st be ts t a e outt r a i o r t ke he s ofw r he e nd s w ilng t gi i a a t c ea e a gr s r sm a k i ca pa g li o ve t w y o r t a s oot r etng m i n? Ra s yourha l ie nds' ' You don' ha e t be i a s l s t ton t us t r s t v o n a es iua i o e he ea on w hy s r t y. ' hid m ove d. F t t nough m one y i o t de r m ent l t d. r nt us i a 1t tm ew ih t ru ul t a eg l a t pa e s e t 1 he i t hei nr y chidr n. t ' e gi you t pr ct a we hope i i pr s esyou. a ua n s pe ii nd a gi e l c ea e a pi t e i pe es m i a ha f ct t tca bl . v gh ca c sa r . e putt lon' s r ofourf nds nt he pa t .d da er The chid w a pl yi r ng t hr e. l s a ng i s a a f om t c os kic door nche w y r he l ed t hen . u e gnor her ed . ' nd yourc l t ourhi s ' Se hid o gh chool W e ha e hi a dem i .S PECI CI FI TY ' r nkl ou m a k i s i s W e don' pu e ' a y. nd t m es l t i pr s esyou. ae .

y t e det i .whih Ne i y s i ha t bes home a t la a e. her w ee l cle l d e qu r t t n hit ys k y i nt oa j umped t ve pe c . hi l ry.t n. y he t ntf D on' s y ' urpr s or a e f s . n lve i i m i e or s c i r t n nut s e onds de . hi r l does tj ta y t busnes . s t es o r bl o r ua n n icu t nc Sa you s la C D . oul o hi lain plc Lui k.lm i s y:' e ha a num be ofopght a ' W ve r tons W e c d go G r e Chi s de i O rw e c d go t t s i .i le s wee a i hol ng sea Tha j k.SOLI Plo oy D t Peopl ge s s c ous whe you s k i ge r ltes The e t u pi i n pea n ne a ii . y t nk you'e l ng or a t ver l s . ' i nc a a ng e v c s v n M le s n a e a yea l r t r on t i m o y ofs ve e n pe c nt' v r ge ry e u n he r ne e nt e r e . W ihi t ry da .M pa ka t tt a sbus ne s opl y el RO c ge ha e che i s pe e how t a t a c i nt . ' Agan.a a m ea l s gna t di f 'Ev i you sa he sa nd t aa o e on' en f di t nor al e o pa t or ls gna you' ha t consde dn' m ly nj y sa a a .s you'e a e t pe s de i a y c r m s a e. oul e k. d egue i o how s us nt he ed . le' n he ndu t y' ' D on's y ' y fna i l a ng s r i eca he p you gr you t a .a lw a t s e you e ke gr e o o unc nd nt o t er t a d ea i la i n f ow r tng t la ood.P ha youd di c s M il ' fus r ton a ha ng a s a a l er ps ' s us ler r t a i t vi s t gna busne sf f yea s Then you' s nt i s or our r . cka nd pple u t wo t chni es fom i . o qua iy. a . A l ve s on w oul s ong r i d ound m uc t s m e onl w ih m or h he a . gi s n i s ve he ght s i i C A SE STU D I ES A ca e s udy i a s or a s t s t y boutone ofyour s c s es You ca deuc e s .t one hundr ni t eght cint a wel r ent o ed ney. te t he iua i Suppos w e a e d t go t l h. Sa ' urpr s or a e ta ' O oce s s r a t' y ' ' O oce s s r t e y. pendi u ng pon t st ton.' i nc a pl nni e v c n l M ow r m one 'S y ' y fna i lpl nni s r i e ha gi e m y c i nt a y. d ve o i r Lui ' a a opton gi n t wei ofmy de crpton. nd s di t dy. l .l he iua i n f c .i' a good i t pr pa e 10t l a s t ve s ons of at t s dea o e r 7 h ong nd hor r i yourca e s udi . t ump brngshe a a tona i r n ddii l f t n hu e a ffy dola sa wee ' ouree ndr d nd it lr k. you m a not ha hi r yi t he y ea t y ve t houghtt ngsoutc ea l Tr .Yours tve s on:' r e M il owns o tr ct le s hor r i Cha l ne ler a ha rs l t ts r c d a a r ge ofone hundr s ve y-i i a on ha e vi e n ve a ed e nt fve ci nt awe She boughtmy CD pa ge a a id j s t le s ek.e en per e f s e t n a w nt s v c nt a t r ha nyone e s si t i s r . cfct ma s i t s ue n' us ppl o i s Spe iiiy ke f pe s sve c m uni a i no m a t rw ha t st ton. or rua i om c ton. gi c ws a ad s he t j m de pa t on t l l nd. ne e.

PII - OTOG R -S APII

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PH O T O G RAPH S
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G U A RAN TEES
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Pr hel pr i pr b gi ng t e di e i ls t nc t ops p ov de oof y vi hr e- m nsona ubs a e o a c a m . ppos you pr l i Su e oduc ane l te t tconde e bu i s e ws e t r ha ns s sne s booksf e e tve . c m ont you t ke t e i por a books or x cu i s Ea h h, a hr e m t nt , a t a tt i m a n conc pt ,a s nd t e a t a t t you r a bs r c he r i e s nd e hos bs r c s o r e de s p i a l pa ne l t e .Your c a m ? ' e 1000 pa s of r hi n o- ge wse t r li ' t , G ge busne si si 10 pa s'H ow do you s i s dea n ge l ' how pr ? Si pl oof m e. D urng your pr e a i r ove t e f t busne s books i es nt ton, em hr e a i s fom you ca e a s a t m down on t t bl a as a k. n, r r s nd l m he he a e s t c The r m o one of you s nny ne l t e s a put i ne t t e ve r ki ws e t r nd t xt o he book .The dif r nc i s z w il be s a ti a i w il gi s fe e e n i e l t r lng, nd t l ve youra enc a i a t y' r m em be . udi e n m ge he l e l r H ow ele coul you u e pr wih yourne se t r l a ne s d s ops t w l t e ? m gi t s Aferyou s hi : t how t f t books a your s nny ne l t , he a nd ki wseter you c d pa s t m out f ex m i ton.The a di nce w oul oul s he or a na i u e d di c rt tea w a hi i ed i ye l m a ke . s ove ha ch s ghlght n low r r You' ex a n t t m ont be or ,you ha c i s hi i d pl i ha hs f e d lent ghlght t c ept t he onc s hey f ound i por a . As your a e m t nt udi nce pa ed g t ough t books t y' s e t tt r we e r a i l f w pa hr he , he d e ha he e r el tve y e s s ge hi i e l f c ,no m or t n 2 pe c ntoft t x w a a s ghlght d. n a t e ha re he e t s i ye l Bu w ha a n low. t t boutyou ne se t r Tha ' adif r nts or r w lte ? t s fe e t y. Yourne l t i s dens w ih va ua e i or a i t t90 wseter s o e t l bl nf m ton ha per e of i i hi i e i yelow.The pa r l c nt t s ghlght d n l pe ooks lke i' i t s gl i ow ng. A s a f t r pr , ur he oof you coul ha m e be s oft a e d ve m r he udi nce r d af w hi i ed pa s gesf om a book, nd t r d a sm ea e ghlght sa r a hen ea i ia s c i fom your ne l t e .Thi wou d s w t l r e ton r ws e t r s l ho hem t t ha t esno l sofcom pr he i f om one t t ot r her ' os e ns on r o he he . U s ng pr a pr i a 1 lk gi ng s m pl s onl t r i ops s oof s ot i e vi a e , y he e ca be a 1 m or dr m a i ve For i t nce,M a k Le ,m y n ot e a nvol d. ns a r vy c a t , e hea d as ke t lt f l i s or o- u hor onc r pea r el he olow ng t y:

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i a s t u l yourofe i l s good,butyou c e a r s s lo r e: f f r ng ook om c os a s dowy,s won' dea w ih you. s ha he t l t T he pr pe m us know t tyou a e a ups a ng c t os ct t ha r n t ndi ii ze t tyourofe i s r a et ca ,a t tyour pr n, ha f r s tong nd hi l nd ha 'e opos ng a wi / n t a a ton. i n wi r ns c i # Showi pr e t bls s you tusw or hi s .Anot rw a ng oof s a ihe r r t t ne s he y t e t bls t usw orhi s i b a itng t s e s a l o s a ih r t t ne s s y dm ti o om m l de i i i you pr fc t n r oduc ors r i . si apa tc a l e f ctve t e v ce Thi s r i ul ry fe i s r t gy, n you c r s yourwea s w ih yours r ngt t a e whe onta t kne s t t e h.

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who can t l me obl s hat t i y el w hatt want hey . t s f he m ges r i e n s bur ng c or on a bil r a t ni ol s lboa d hous nd f ethi a e gh.l t r a cr wd in' a bi a t l trs n ' l :g ( el/ts f he e l o s t s g s he f ) gt c s lg r c ow d i m y he d. r? -': / Icge i m. ti t tl s l O ne of t r s l s cc s f a t a s s i be us he ea ons ' u e s ul t r de how s ca e m w ha lm a t ri s c ea t m e i' a i t i a w e e pant d i t ' f e s o l r o . ls t wha l doi u i t y a e.lw a nt o r t r ha pil nt he hs nt t e c owdse e t i d. ft pe e s a ng bef e r n a w k i t s l he opl t ndi or m e a e t e e t i d. The pr em i t 1can' fnd anybod.D Y N A M I C LA RI Y C T 1can t each anybody how t getwha t want out oflf .l r n' nt r a ne wich t' m ng ntl he r f m y c i i n' dom i tng t s w.l or untli i . w a m y cle t dom i t t s . hos r nt r ane l nt i nt o na e he how T ha ki of c a iy he ps m e m a t e t ngsha t nd l rt l ke hos hi ppen. rft( tg trlte. lw a t c ea e c ow ds t t s l i o ot r boot . .lt n u t ene gy untl he lent s t na i he ho ur p he r it c ow d i be ng f m y c i nt pr r s ggi or le ' oduc s m pl s s t a e.yourba te i ha fw on.l you know w ha you'e a t a i ltes her s f t r fer nd a e pa sona e a r s i t boutge tng i. . o t hey ie. M ar Twai k n e ng cl a a i e r boutwha you w a i one oft m os per uat nt s he t s sve qua ii t e i .

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l y ve a l . l you s y you don' k f a t now wha you w a . nd hen c i upon yourans er ng w s. t f ti s i nt r ie you' r gr ti . lf wihou pa son i a lvi dea h. t ge r ym nt .tj tmea a ki your t nt s a i ha hi l us ns s ng s fque tonsa el s i boutc rbutonsyou' lke t m a .DYNAIIC CL TY VI ARI nes per on. obab1 ha af m iy a m or ga . . ar nd.As Ka s l s s ys ' a i r a . r t nt your yi You'e l ng oryou' m a ng t ngs ha d f your el.m a i clar ng.a s s s ucces f a chiect Thatdoes tcuti.' ' ke t e .You ge de e s w hen you a 1yourefor s c e f om es e t pr s ed 1 f t om r dut a r fe D on' m a t t m it ke D on' t nk s v va y nd e l x. ke t eal D et ishe p you s e. t n t l nd a s fe h a bone. t ke ha s a .phenom ena ont i i d i o ke you' lke t expe i nc pe e you' lke t m e t a t a t di o re e.' us 1 . W ha make? W ha year W ha model W ha col ? Know what t t ? t ? t or you want M a i r .G e tng s c fc a t aconce pus s al l e t i pe ii bou pt he you t ex i nce t tconc . y t t he e ng.l' lke s sul r t .ca pa e s a ot rr a . t A not w a t ge cl a i t c i rwha you w a f om a her y o t e r s o onsde t nt r new per spectve. ' ke t e l' M ' y he n you actupon i. N o.As your e f W ha wou d lw a i l had no ie e tr k s l: t l nt f cons r i s W ha w oul lw a t do i lc d do i f f e t a nt ? t d nt o f oul t or r e? W he e' m y pa son? rs si T hes que tons m i s e si ght ound f i ou . O nl t n ca l s nd t e a a . 'e l ng. opl d i o e .G e tng cl a on yi r e ki hi r or s f ti er wha youwa i e sert n you t nk.M a peopl w a k a ound ie t t s i s i ng t ny e l r dea The don'know wha t /r doi The r sc a ded. i l t d of ba i w ha you w a on your cu r nt st ton ns ea s ng t nt r e iua i a a s m ptons dic nd s u i . nd he e lword rs e ponsbiii s Bu i you don' ft your pa son i o you lf .You m us t k w ha i i you w a o pere ha ept t ae t ts nt out oft w ord oft a t a t a r he l he bs r c nd enderi i s ee a gl s . t hi ur i l w he you coul be t nki a n d hi ng bout c e tng a k ngdom f your rai i or s fa yourf m i el nd a l y. n' t ts i ayi ' j twantacar You know. i lte .be u e you ha no c c A t olow r si ca s ve hoi e. l e e t l You m us f l you pa son. y'e ik nd pr s d.any ki .a c . Som e que tonst hel you ge cl a : si o p t er . s overwha you mi ral wa i your t ght e l y nt f lf wer bet e .Af e a 1 you pr rvol s t r 1.

l o et A 1 t s t l ofs r t c a iy r i m e ofa sor fom my 1 hi a k piied l rt em nds t yr c a horM ak' book Acfe t/(e g . yourofi e t r ee nt o put fc he e. f nyt ng. e he he r s m l t gr en.l nott li you t be ba a d i you w ihi l a o ' m e lng o l nce n r s ng.l ur ng you t f l hea ong i o yourobs s i .wrt tm elne .Look ou your wi w he e ea he .H ow D o You GE CLE T AR? W ha pr j ct do youwa t t keon?Do youwa t wrt t oe s nt o a nt o ie book ? Buid s e ls s ns on brdge ? Cur a lf m i i s l t e u pe i i s t i a ne n Afi a Thi a rc ? nk bout your pot nta pr j ct i de al e il o e s n t i.t nk a s hi boutt ot pa t ofyourlf W ha do you w a he her r s ie.l i. pr e ?H e ha t pic t ahi power d boa d r m nt The obl m d o t h o ghe r of die or t t i l r ct s ha nc uded F de a Re e v Boa d Cha r a Al n e rl s re r im n a G r ens n.de crbe e nt o k? f t n s w fc s i t tofi e t your e fi de a l Se t c r y de k. k he i St y t he m ge ntl e l he W ho do you w a t w or wih? Br i ? G o. ke dlnes ie i i s The es or lt r l a ki you t dr m a ' s ng m o ea boutwha you l e a a epr pa ed t ov nd r e r t do. nt nd nt t opl l a o Any t c i syou' ne d t i l nce t a tc l e o nfue l hem youl pi k u w ihoute f t 'l c p t for . M a e t m lve.pe e wilbe dr w n t you.t r ? Pe e nt o k t a ns gete s opl w ho do w ha t r s t hey'e uppos t do w ihoutbe ng a k ed o t i s ed t i e? wc W her do you w a t w or l i' i a ne ofi e. You' pi t l ck hem up a us t m be u e t r s l ofusng t m l nd e he ca s he e u t i he w ilbe s gr a . r ' no f m a iy he e. a wih t i a s u i you f e t m . O nc youke de y t e epl hought a bout wha you w a i bus t nt n i nes .S el ha fc o s l n t i. t nt f you f m iy lf ? F na i llf W ha woul you lke t s e? or r a l ie i nc a ie? t d i o e W ha woul you lk t e renc H ow do you s e your e f t d i e o xpe i e? e sl c r butng t t word? onti i o he l D on' l a t s a g ls t ng. hi ' gi m o a l dl nt e s ons D oi wha e t you wil m a you per ua i qui ke ng t xcies l ke s sve c r t n a ot m e hod you' e r r a a ha ny her t l ve e d bout l you k w w ha l .cke ha r t ndo ove l ng wher ? M a t a London?You ba ya d? rooki e nha t n? r ck r W her v ryou w a t be.M a k wrt sa o-ut rs ck at lgfs n t r ie bouta g busne s a who w a t y ng t w i pa r ie f hi e ie dei sm n s r i o n y as s or s ntr pa t e .l not a k ng you t s t t ook t hi s oa eti ' m si o e goa s m a dea i . l . you ca i a ne. l t rba d c i. he t e pa As n m gi t houghtofpr s i be or e entng f e .f no t you w a a why you w a i.

ng c pt d. n s ii t s bu i s m a puled no punc s H e ha Gr ns n fr t hi s ne s n l he . epa a i de m r ua i To pe s de peopl who don' w a t be pe s ded.is pl . he i he e i oled r nd. knowi why (ft t posi e in' goi t do you a ng i ha' sbl) s t ng o s ny good. nd a tc d s ns s By t tm e t m e tng r l a ou he f ta i he ha wer . t he nt nd y he nt t l t a es t w hy i unne s a y. you r ua e t nt o r ua m us know wha r s t you w a w ih s a k c a iy. s lo hrled y he ha l nge. el s f d a r dy lv i doz of tm es a he ha c i nc e f lea i ed t ens i . To pr r f t m e tng.DYNAM I CL TY C ARI one oft m os po e f lm e i t word ha t s busne s a he t w r u n n he l d hi i sm n s k ng i hi wi tps Buthe w a a s t il b t c le ha i n s ng i . t ha a e s t ot t t ied a bout t tm e of da you'e g ng t w rt i.l i s i . l youke aw a dr m e of wrtng a no l you w rt f l ys ea d ii ve . onc e e boutt t ofnove he ype l you wa t w rt is c r ct r . ie t f t tnks you e ie t . T he ups .You m us t t e ul nt t t r l rt t know wha beie your goi at i a gi n st ton.ofc r e. d ee pa ie he t oughes ob e i he coul t nk of a he pr c ie hi a t j ctons d hi . r nt ' e. H i fr a hi pr ctc l t nt d nd o t t s i e nd s a i a pr r ton m a hi pe s sve. he s ce s r W he i c e t t t ngs you'e pa s ona e a n t om s o he hi r s i t bout .a how you' goi t i e s is c nc of r nd r e ng o ncr a e t ha es bei a ce e You wrt i .The r s n s r m nt ea on? H e w a cl r a t s ea bou w ha he w a e a how t ge i . Y Ba kr c oom 'l I Geti Cl lp or tng ear + W he la k pe e t t lm e wha t y w a .a wher he i s y r oi o ie t nd e.You ge de a l nt o ie.Pe i You getc r t a vel rod.a nd or hr ks a tc d t ng n t ver ght 1 m os a i he wer wrtng as e f a pl y.he bought a t bl t a a pe i. nd d ontnge i s or a hi t tc d ha nyt ng ha oul ppen. n mos c s .a t rcsl y 'e ng fer n ny ve iuai nd i you ca e r a aw hol n r re s e.t y of e t l n s opl o el t he nt he t n el mea boutwha t ywa a wb t y wa i.i t tt busne s a won r iesf hot ou s s ha he i s m n a s or e r ve yone i hi depa t e . You ge c e r a t l a boutw ho you'e goi t s i i t w hen r ng o ubm t t o you'e done. t sf e ii c ne or a H ed wr t a ' i e boutt r he oom t pic w oul t ke pl c i t he t h d a a e n. nd he e tons ' a e. r w rt i . he a gume shed us a t obj c i hed f c l hi wrtng. ie yourno . epa e or he e i a e nd nc l a f t ee wee he pr c i e pichi i i e y ni .

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m a m e ditnc i a c ow de fe d. ke e ni e r Be us t m .lt d hi i wa n' ha d a ol m t s t r t a l W hen l c l.he n ol l gu d it n hi a ke i i w a ha d t de de w hi pe s s on s d f t s r o ci ch r ua i t chni st i l e que o nc ude. ea r ca s ' m er d.a s i t cha er Tha woul gy.be u e l conc ne ie. obs wow my cr owds m a m es ve fgur sayea . n i t uly. nton hi . ca eof . y notbe usng i f l Thi ne one ha done a 1 f m e. t go q g t d be a m it ke. toni .H ow m a m or t hni s do m ny e ec que lnee d? A ny one of m y t chni es cou d m a a huge dif r e i e qu l ke fe enc n yourlf lm e i t s r de . e y e sm pl t c q . hi le y t z /g ne nd k p he pt . l c e ne you m i s a t r di a ' onc r d m ght t r ea ng boutt nex s r t he t t a e t nk Jara? 7 f tt o . sa You m a a r d know t f l ng s r t gy butyou m a y lea y he olowi t a e .l l di a lf ll he ' ea ng ie ove.t e a e t onesli l d.The s r t i ca l a t de si t n r d il t a egy s led posii ng. y ge m e ec que e r he y e The t j . i e e hni ues hos r he nc ude T he t hni s lus a e t onl ones lne d. s xt s ot or t si f c .l ha . onduc busne s l us onl a f w t i s.BE D I I C T ST N he lt d acolea e lha wrt e t sbook.

ve he t nce ng i ed nd e m e W he a com pa pos tons is pr n ny ii t oduc s i r c ni es t t i a t . W H Y PI K A PO SI O N ? C TI C om pa e a ni s dopt postons be u e ha ng a f us pos ton ii ca s vi oc ed ii gi s t m a beter cha of bei notc a r m e ber d. nd t e e s o he blcs r epton oduc or s r t evi e. W ha ot rpostons a e t e? H er a e a f w : ' ii t he ii r her e r e BM W i pos tone a ' he uli a e drvi m a hi / s ii d s ' t tm t i ng c ne ' ' w hi m ea t ca r ns lke cl kwor a gi you ch ns he r u i oc k nd ves a s 00t rde. di drven l i e s he r oduc sca tbe a 1 t n' 1 t ng t a 1peopl hi s o 1 e.l you ha n r tng e m .B DI N CT E STI W H AT I PO SI O N I G ? S TI N l' am a k i t m c ned byA1Ri sa a k Tr ti t e ry t s r etng er oi e ndl c ou n he a l 1 97Os a i r f r t t pu i ' pe c i ofa pr . nd bus ck r ks r u ed o a J epsa e t orgi lSU VS whi h mea t y s t sa e r he i na . vo fg he a et ' ii f d a ca c pa y a you w a e t c pet i t m a ke pl ce r om n nd nt d o om e n he r t a . r iua i . a e c a m woul go aga ns t i a your a e e a r dy ha i li d i t he m ge udi nc lea sn t r m i And peopl don' cha hei nd. vo nt o hei nds l m a ke i t r s Vol oz st s f y poston.a us t t a you pr ve o c not t rbut o s nd e ha s r oductsposton.t i pr r d.An exa pl M os peopl pe c i Vol a ' he s f ca ' c m e: t e r e ve vo s ' a e n' t T ha i . Sur Vol c d e nd isi a a c a m ot ra ti e e. e t nge t i m i ea i You' he r nds s l y. r or 1 he U ha olowe Ea h ca ' poston i t pu i ' m i i de i d a ditnc . t e og z ha n c ow de m e a. c ns he et he t nda d f a 1t S VSt tf l d.w he c um e s w a a a o t tl ke p t m s f i ts n ons r nt n ut ha ' e he a e n l die st tons Vol popsi o t t rm i .i word lk our . t i you ca a 'he s f ca 'woul be s i i bec us your outng r r s ' a e r' t d u c de. d ha t pi k a hera t i e t pu h. t oul s gn na zy w or . c r s ii n he blcs nd s fne nd s i t W he t c pa i st tm a e t s ve clspr ot t m . he n he om n e ha k he e hi e om e he t y do s by pl yi up f t r t tf l wihi t rca s a ti e o a ng ea u es ha al t n hei r ' trbut . vo oul xpa t m ge nd l i he t rbut s a iss r poi s l c d de i a s z ne body f one of s t t ong nt . m h i D odge tuck a e' a t r s r ' m ough/ w hi m ea t y ca t ket r ' ch ' ns he n a he ki of a e pi up t uc a e s ppos t t ke.

W hy? Beg ca e publs r don' publs books t tft i a ca e y ca l us ihe s t ih ha i n t gor led ' n L nd '' A y ' M a k q ckl cha d hi a oa h: W hi h ca e y do you r ui y nge s ppr c ' c t gor ha et /fet e iwe sf ?' v he zs rve r or' q T he e t s a t d tc i of als :' t . Posl ox? cl / t rl 1 61 isca s a m a ke i a a r ds e . ' ny ki 's i M a k.lwilne re tf ta l v al l ve ven /g/ boutyou. nd he ny' r l ae y i a wou d s f .s nthi awrtng s mpl a wa i t f s dior e m ii a e. e e r Fi ng t pr ndi he oper s f your e f nee t be ha de t n pot or sl dn' r r ha t t ls a t d usng postoni be or lha e ha . oa t r d al ca e i woul c us peopl a t com pa s ove a ls f t us t d onf e e. nd s nvied t r vi w a book. ' St i he e ' a d r l e i w por s s' Fr t tpostoni M a k goti o T'et e Jo/'v e a a om ha ii ng.l t d ofm uddyi t w a e s Vol s a m ge l ufer ns ea ng he t r . r nt / iw 'rtf s s ? s tpors book r vi w e . t n r d i l .w n Y Pl t. t ha r ng o ul he l ls ppy t c a m api c ofi . oo. y' e r e m ge s ugge t s e c i f om a c pa w hos i a s gge t s s pe d. vo t ys w ih s f y a s i sw ih bei a bi fs i a s a lpond. e m ge t t h. t o e e ' ha ki ofbooksdo you r vi w ?' he e t a ke ' t nd W e e 't dior s d. de.he i l gi .ut t l t s or a a hor els he t y bout ho he e d up r vi w i w nde e e ng s t booksf T'et e Jo/' e. nd n ie bou ny end ' T he e t t n ga M a k a s r dior he ve r t ong l s on i t pow e of e s n he r pos toni f i vi l . w ha woul ha n? Tha t r . o li ee t Postoni in'j s f c ii ng s t u t or ompa es l vi l us i. t r e i ii ng f e d ven he r oft ad he s r t gy. flpu t phr s ' viw s a ki ofbook' yourc r l l t he a e Re e ny nd on a d. l t ta e houg of i a a m e ns of m a i m ys l di tnc ht t s a k ng e f si t w ihi a c ow de fe d t fe d ofm a c. ndi duas e t t W he M a k t l t cle s a n r a ks o i nt boutpostoni f i v dua s ii ng or ndi i l. nd r t t s oa t r But t d ppe t i a woul conf e t publc The d s e a ca whos i a m ge d us he i .' dior t r e i k ng f it ' Spor s .' r v e s t book . m y co.H e s i ' ha a ca d fl wih t ii ng or ndi dua s a d: ' ve l r ie t he na esofpeopl w ho w rt r vi w sf m e. . om ng r om ny e m ge u s s s f t Thos i a s don' m a c The r ds e woul f i bea e y. wilne erc l you.' wor i t book fel f ade' A nd/ a d r 'ke ked n he ' l i d or ca a lca w rt a t a book you s m e. ' ' op rghtt r !'s i M a k. pors or / iw 'rtf s ? v H e me a'v e e t . t nott yi t r e t word. ni . t a et nd tck t ng g ih n m l Postoni a pr ii ng oduc s s t t a c pa y i r als i ls t how ha om n s e i tc.lha e a ca d he e f m e ie e e or v r r or you.

O n W e s y. f m m le rc . r dnes y.butlhad ne rf us obs f e ve oc ed e l i l on t m . w s e ge r i e s p gi i n.1 62 B Dl rl c' E s.bu t t ofm a c ldi a t w s gi a t he ype gi d nd he ve sw he e lperor e cha nue r f m d nged fom ni t ni . il d how w ih br a t ut l physca s unt .fne r e . lkne lw a a m a ci n.l poi of s oa gi r er n nt f c .lke br ki r ks on m y hea wih a se i lt s i ea ng oc d t l dgeha m e .ll tt pur ue a f zy ilde i d ca e r a t ef o s uz . lw a m a ng a g s ki ood lvi bu ldi tknow whe e t f s i ng. i ni Robi W ila s ns r n li m -i pied c e a oa h. peror ed s al rt i ks usng a m a c.lk The F oa i La O t ni s l f m a lusons i e l tng dy.da r. t nd n r he r hs nd a te i lha done ta s d r de-how j be or .a s . acrotfgbr reJcg lsz? z reo e n g ur t tg I ol rt is l t i 'o ug j t z gs j l g o e . ilot rni s lfle m y s om dy ppr c Stl he ght .t xc usve y he hough.hi m aoug he d o a e 97O . uggl s nce s unwa model. t dn' r o ocu . ie f/ f t lt bton( l mf p /. l. gi s t ha e ng t W he la i s a t peror i m a c f l tm e lgr via ed n ga n t red f m ng gi u l i . nd houghti a good i t ge t dea o t s to sa ei u boutlf lope a com i book s ie. A t one poi .lgr w tr d of t dici i s ll f t nt ly. ght . her ght . g. s y s rp cl t i ub.lt i d. r ght o ght M y s s be m e a hodgepodge ofs yl s Som e ni s l how ca t e. s boa d hi nt r a ni gu t . M onda l m i gi a s y ght ve how a a c m uniy f r ier O n t om t und. ' d peror gr nd il i .l om c n ie.l t te r e .M y nt ct l y ve gi s of s i w ie a lha ou fr tc l a lt f nd d r is hid.r l . i r f ng o ucc e n s uppor i m y f m iy m a c w a m y bes c nc ofdoi i .t r tng t m s em e lke a ge i he e d i c ommon s e. f e he a ype u e e. a t t t ad ta s ow r r de. b y lr lger/g t b r jrg ur t t? g g g z / ' . .x r T hr h t m i t l t 1 s l a a t ena c u s . ned chop. g c areroepo ytt Jcgcayeo (l mf pg. .how gi s Cor a i woul hie m a c a . tt tl o go t y gg g . tng a l .a da oc et r y.e e t i ng ca n stn c . o e t o pur ue w ha l t s t hought of a a br der m a c ca e . m r M y pe f m a r or nce v enue as ha no r e or r s O n s lo d hym ea on. l a ual ga up m a c a a pr e s on. y da lk w wha w a ess n ha nvionm nt hrve Ever y ne t s r uie ofm e: ha t w ea t s m e t ofc ot s a peror eq r d l do r he a ype l he nd f m t s m e t oft i ks be or t s m e t ofa di nc he a ype rc . o n ndsght ha s t he s dea c os d t s l e he hop i a ye r l fgu ed i lwasgoi t s e d i n a.W he lw a n' i s hool lw a a r s p. hou e ie he s plne. por tons d r gi i ns cowns j er. y r a oni Co l r t g lg eroepo er/g Jrens M e s ng: rl t f sJp lr lg.a t l ng r st y s nd aki obot o s a i fontoft i boot a dr w a t nton.N ow.'.a s i y pa t O n Thur da . Eve ua l t gh.lha ne rr d a d ve ea c i book i m y lf s i hi i t tw a n' t be ti . Tue da a ba .

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a k sa s n known f dif e tat a or fer nt r is mong dif e pe e. hem e ve . n f ct G odi a Le ns w rt . ki a t s um i l si ve.a t tyour m e s ge t your r y ol udi nc s eds nd ha sa o a e e i sr y f s udi nc s t ongl ocu ed. n nd vi on ie Pos toni i not ng m or t n pi onholng your e fon pur e. nd nt o s de he peopl t hie you ove t f hundr d ot rpl m be si your eo r r he our e he u r n a ea H ow w oul you m a you s l di tnctt ough a f t e? r . he t nk. A sl a you undel a ho pi onholng w or s you ca ong s st nd w ge i k.' i eto dva a l a . n us i t youra nt ge.l we ha t sop a pondert f d o t nd he m ea ng of ve y w or w e he ra e y s ie we s e. or . t e nt onc pt l es W e don' do a y oft s pur ef l or m a i i l W e do i t n hi pos ul y lc ousy. You s i lze i ha s f' T w t uc i u r' ' pec a i n ndlngj i homesl st n t ye r ol i obs n es ha wo a s d.' l c t w r pos ton. .B DI N CT E STI l fnd t t w hen s e peopl t nk a t how t pos ton i ha om e hi bou o ii t s l s t y f e ze. ' be r ni e r d a nd ver m l e wed educ t aba i m e s M a ng f s a s ptonshe psu l ed o bblng s . T ha ' unr ls i You c n m a e m i t ke .You j tha fer nt opl us ve t be s e t t w ha you' of e i i of q lt t t you ca o ur ha t r f rng s e uaiy. oul l your el ' he N e Cons r ton Pl m be .you t ke a e e e ofw ha you do. ha n t ul s ve your a e e' ne . e pi onhol W e r duc a di nd t a l u tons W ge e.You ca be ' u ' m ' t s eai tc. r ps 'e um . e e nd s t t W e pu peopl i o c e ua box . i ng s hi e ha ge i sl pos ' ' W H AT A RE SO M E SLA N TS TO PO SI O N TI YO U RSELF BY? By Feat e ur H e e. t be us t w ord fr s m uch i or a i a us t t m a ng ca e he l ies o nf m ton t ha ki s pj na udgment hepsusc s l ope. W H Y D O ES PO SI O N I G W O RK ? TI N Ac di t Se h Godi a J y Conr d Le ns i t i book cor ng o t n nd a a vi on n he r Ce J /g Jo Deev. d ke r e f s i hr ea ur l you wor a1 on ne l cons r t d hom es you c d ca l f k ot wy t uc e .a bec e k n r a n l m nt t nd om now f t t Pe ha your a pl ber a you w a t per ua t or ha .postoni wor sbe u e i f l wst wa t / g t 'g sr e ii ng t k ca s t olo he y ourm i na ur ly f nc i . he r e T y hi 'f pi k he ong ii l l s nk.

you' ne rl e t e fa he ofi pia i l ve os hos l s s ns r ton. You c l e n poston your e f a doi a ce t i s m e ou d ve ii s l s ng r a n eg nt of pl m bi u oggi dr i . g ha n ii d? The ns r t on Re de . epl ci t l pi swih s u di ra l m odel pe t t r e loy s. l H ow. e v c . he t n' os nk-l n ie i T ha ' one ofis f t es W ha ' t be i oft tf t r l t s t ea ur .Y? W oul t tlm i youra e e? Yes Pe ew ih hom e buit d ha i t udi nc .l r i s O r ' li dola dea . . nt r tng hi bout t pen? l does t l e i fow w he you w rt ups de dow n.you don' nd n he ddl he ght n n dea t ha t t n on t lght or ge out ofbe t r cor t i a. T he qu s i you s d a k you s fa e: ha a ls li e tons houl s r el r W t m e lng? l i a pr ct a s r i e a opi on? W ha a e t f t es of st odu . l he e a ge udi nce f i? H ow w ou d lr c t sa enc or t l ea h hi udi e? By Benelt i A be i i wha peopl ge fom usng yourpr neft s t e tr i oduc ' ors r c s t s e vi e' f t e. e m e gi you a exa pl ea ur To k ha l r r 1 t ve n m e.ox r t .K ' I AlE SOM E SL IS 'o Po sl l Yo ulsEly B I AT k AN' r ' . opl t s l i t 1 0spr bl woul tc l you.why w oul w rt ng ups de dow n be i por a t he ds d ii i m t nt o cu t er ? s om s You ca ke p t pe a a pa ofpa r nex t your be n e he n nd d pe to d. pa t l ngs O rs cr pe s kys a r . Suppos your s li a pe The i e es i t ng a e 'e e lng n. l w a rt tpe e n he 92 oba y dn' a l But ' ge ha opl d w ho lv i ne hom e w ou d food yourphone w ih ca l . The D r a Pen/ snc you ca em 'i e n rcor yourdr mswhiet /r silfe hi yourmi e d ea l he e tl rs n nd. he m i htt tpe bepostone As' l pia i t n. . O r ' cor r' . n ni t r he ea ur w ha l tyi t s l?l one f t e m or i por a t my a t ' r ng o e l s m ea ur e m t nt o udi e e t n a he ? l one f a u e m or uni ue t n a her l l nc ha not r s e tr e q ha not ? f hi i ed one f a ur w ou d t r be a l r enough a e ghlght e t e.O r hit i hom es O r a r m ent buidi . a i t m i e of t ni w he you get a i . ng der es s orc . m a e t tc ea e .i t li s nks r a ng s ee u ng: ncl ng a ns ns a lng i .ola Pe ' snc you don' l e ' li D l r n/ i e ' t os your m ilon. The M ilon. r t l i td o at l ' he N ew Cons r t on Pl m ber'di t s t you. i ed n w s l l t ls Your t r t m a k w oul be s a l r but a 1 of pe e w ihi t t a ge r et d m le . you f' T t uc i u ' dn' ui coul pos ton your el a a pl be w ho s ci lze i s r cd ii s f s um r pe a i s n e vi i ol hous . ve o ur he i t d o e d he de N ow. t he neft ha ea u e? n s ot r w or . ot opl t n ha m a ke wou d be m otva e t cont c you.

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t e s bl W s a te o m a ga es t m s l s Tha ' w hy m a busne s bu t s ny m he e ve ? t s ny i s es y hi pa ge The rpeopl go t a m a ga esa t y lke. nd t r pe ng lr s ve y. y c dn' pos i y fnd ha ght one m s s t or he The oul t sbl i t tm e t a t nd t m a l Tha ' r a ona e. t he a nf m ton nt pich.a r m i r f he e he r ea s s e r or le s e nde or l ps d cle s a a entc m entf hotpr pe s' a e i nt . ' T he s c e ond w a you kni t s m e i or a i i o your y. ke s e.ne on a ba ofca y t a t a tpe e.w ihout r ii i a a r d fa ' ou c us t s ei yt t a sng t s e lg: ' Y an e hi ght .a ge tng f t t o l a a da M a s nd t i or y-w e ds y. nd t cka . om e el t tei y.W he you us t s ha r pe ii e ton or n e hi a oa h.M a es s ns t tyouke s ens k e e ha pentone poi t o m ilon dol nt w li l r on your100t c t uc i a ye you'e s ndi a dola as 7 h ons r ton.a who t ny ven i nd ha ge r t d t e m ilon l ds f hi c i nt . ha ng ou bal ng.a peror erw ho ha be we one hundr d a fv hundr f m s t en e nd i e ed peopl s r e ur oundi hi a t s ng m t he how a a gi tm e. e nt ni g nd o t r c opl ' ' AL TERN AT E W AYS O F D EA LI G W I H N T RESI N C E STA A lhough ge tng r ss a e i na ur l you obvi sy w a t t t i e it nc s t a . i e o s ny m s he i a hen t y us t i s t a a r w a d f good c i nt . t i or s ite e i t nc s sbl The bes w a ofa hi vi t y c e ng t t i t brng up t r s s a ha s o i he e i t nce poi s your el w hen you'e nt s f r pichi H ow do you do t t Two w a .ovElcoll PESI t v E . ce m f i eni m f' ' You ca a s bec e s e ha be lge e wih t s t c n lo om om w t li r nt t hi e hni e.STANCE t ndee wil a rby.O f c s s e peopl t l us or 1 i ym s our e. t i t 100t a t n s a f swildee l w nde s op n he 7 h. nd e t fer l s nd upon hi . ho c n a t nd s he i o t e he l. nd n i e or os ct . rght ng hi of . you s ppr c how you' hone t a your pr m ptng w ha r e s s 'e ee i t peopl a e t nk ng: You ca pur ha e ours s tc tpa ka e r hi i ' n c s ea on i ke c ge f a1 e ght one hom e ga e . tng s nd ndi t loons w ih t your com pa s l ny' ogo. ou l nt o s rve f a lt l r ss a e a pos i e. t ng. ha ? ys T he fr twa i t be up fonta is y s o r bouti . nd t l t a el youra e udi nce t tyoukehead a s c fc obj c i bef e.ga e in' f t m .l m a s s ns s ne a e hr e li ea or s le s t ke e e t tyou' w a t go a ong doi e cty w ha i i youke be ha d nt o l ng xa l tts en doi puti out bowl of ca y.a l a t pe s you' pic ng t knows you ha qu s ong s he r on r t hi o e ve herbe ti er s a he r :'ca s e why you w ou dn'w a t hie s nt e t t a t ' n e l l t nt o r m e.

nd. w l k he r s w . Convi ua i iua i .m e pa ge f you s l.You a e not a ex t he nds t s r n pens or a i r e n ntuson.m a s e you' gi ng your e ent tons n ri ul r ke ur r vi e pr pe a s m pl ofyourw or s fc e s os ct a e k. hem nd ha he r ' ' T ha ' t m i e . a f m ton hanim sgne t t ow herconce nsi a ne lght i d o hr r n w i . k t e poi swih he . or a a busnes de l e ga cka or r ef s i s ve opm nt t ool ' ' Y Ba kr c oom 'l I O ver om i Ress anc lps or c ng i t e wa ofove c ng ob e i .l ty t sr ngt ys r omi j ctons nsea ' r o te hen d m y pr s a i .m a s e s a e a e t va ue ofw ha you'e s ke ur he ppr ci t s he l t r oferng. A s l w a ki i o t c enton c nt .l t d. # A tiude i i por a i ha i r it nc Appr c t tt s m t nt n ndlng ess a e. ufi i nt uppor i pr . tng oof i udi a gua a e a a Tr ns or a i M ec s dencl ng r nt e.The ' i ntl he e opl e W t n or hem y ha no i at gitt y'e a ve de he f he r boutt r c i l ilm a e t i o e e ve.l t nki ' m l ng nt he onv i e er ' hi ng: m ' a t u i t s pe e s e w ha l ca do f t . do i f om s r ngt l ni s r ii ubs r e l t r t e h. om t tm i e .a f i As . l r ef s f nce your el t tw ha you'e oferng i wor h f rm or t n w ha s f ha t r f i s t a e ha t you'e a ki f i.G e he t a e i t t m b de onhos nt t r t r o ppr c a e he y m s r tng t t pa t of t oferng. r s ng or t Fr ha nds t over om i r it nce c ng ess a i eas s y.or by pa ntng a w or pi t a i ha r he f i i i d c- + l you'e ge tng a1 ofr ss anc lw ou dn' f uson s ppy f r ti ot e i t e.f M i et'Att a s s ldo notpich m y s vi est com nds . t w s t ppr c r s s on st tons Se l you s l on your el. r de how . . l t oc na t eofhe f l e o ng t be ft ur r uly nj yi he nei.AL TERNATE W AYS OF DEALI W I RESI TANCE NG TH S one.l pa tc a . A lo. lw il m a t ho l ke hem t i bonus s a ea n t m t i he r e nd r he he r r ies The w ilt nk t i l ky s a s t tlha ne upon as . k her ' ha do you lke bes a tm y ofe .You a e a git Tha ' ho you m us a oa h yourpe i r f. fs wor on her r ne is he s t uly nde s a l o.a t tt y hied m e. a t a w e t t i pr em s m he ns r o he r obl . y l ha he r uc t r ha ppe d t . t er c o pa e f om a pos ton ofs e vi nce. oa h he peopl you'e t yi t per ua i wha lcal' Git shit e r r ng o s de n t l The f . ha t e a e be ft s doe n' f l u r t nd.' t W i t bou f r nd w hy?'You m a dic r t t s ' l tout f t es or t t ' y s ove ha hes ef ea ur .

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le m e. he s e han s r a de or ton.e a i pe e a utwha l we rng a 1t pr s duc tng opl bo t' m a i n he oduc l pus ng. i t e w he pe e a k m e an e o t r c t e i For nsanc n opl s a boutmy c o he . yo uni nge r ua i ur f r s d s w t t you t nk o m houl ho ha hi t ngsout a pr pa e.l itng n he un f ous at eaons.TH E LOO K bul oft jck t wilke p t k he a e l e he Pa s fom c e sng ba y. nt r r ai dl O u unior st lpe e a 1 r f m el opl ot a boutw ho w e a e.t yre de r c i f om yo l e n i no one i ve he r t a tng r ur ook ve f t lsyou s G e t el o. u v r t t a nf m t on c us t a t a ta t nton. l' a out u f ce c a i ts n K d es i ha r rFi r 16. F d p t ov gu e : ol ans er w ar expr son t tyoure ape s ofde a la c r on t i nd a e. t hem w hiene t d. nd ic s f e t r low d. f ur ob hi s on pe s son. he f t ght * W hen you pic yo ne e know wha s r y i or a i you t h. f you'e a c t uc i w o k r you r ons r t on r e . ack t Y Backr oom 'l f t Look l ps or he * Besde d e s ng w e l yo m us a s be i m ac a e y i s r si l. t ur ppe r nce by ge tng r gul r m a ti e a ni c e . i a d ook. Spea ng ofgr i llkea t nne l but l tlke ki oom ng. i e. don' i sti i t s (orobvi he lh r s ) Theefr . he out hi nd e r T - ft l j tde c i pr t t is ' us s rbed ove ha . i m or t es . 1 we r wo k boo s l yo j a r t .l yo r a s i r f ur e ce it you w e r a 1 b c t l nt s .pe c r s a ha r ut . u t lo m ult l gr e Boos yo a a a oom d. ve G ood dr s t n. r o e us a br e . t' m hi .l yourt e h a e ye l e beur s di u e .l e nsoutm y s n t du i t da a i e onz r t ve ki one r ng he s nd t was s of a ni . a a oa .lus m y out i a aTr ns o m a i l e lt s e ft s a f r ton vl chanim.

TH E RULES OF G O OD DRES S A Tr f maton M echani ansor i sm: The M i atng F gr i epper The St ene Youve been I i h nswihJ emy f a we . z hatar you tyi t pr ek' h s z W e r ng o ov ' e ays. y hi i e' i ght ees e momentte t hpikt este wat . d k m o p t M nt he wat .onl t stme h sdel ed bywhathes .He' cl emouh .rs )rtr' b( i Youhan hi a t hpi an as hi t di ihal ay i o t d m oot ck.t i :it Eitr. de hat s s n der Youwal overt t cas r ser t e a t hpik.t peppersarsr s n h oot c ouch h er he t t u hig away fom i al tasi b magi r t mos f y .'Itme s ow you s hi Iti o he abl J emy. f Yout lhi youundert t h sus t r ear n alne. er .' ay 'e h omet ng hnk youlfnd odd.and t si k o he h egit . el m sand hat e' ed o es chig o butt head oft deparmentwant you ivoled bec s ofyour he he t s n v au e s al k edge. zlow di you do t k'he as s.He I satyou I you/e nus bu he c i .h tl ank s he ers urace.buti er tn .Not n haper ook i ke r t. zl d hat ' k (oni e ) c t d no .But er won' bu J emy t dge. 'l i nt esig ' ' Yougr t peppers er t s oft c and poura t n ab he hak . ak oot c os t ont t t e. c. t ompl es hig pens tough.t gh. zlm tyi t pr t when we wor t h . 'b'i t .is t I he te on erat on o t o tig terh n k uto i tn h g mood. Ih He I satyourivolemen asa sap i hi f e.wit f he ap. ' Yougrp hi hand by t wrs and as hi t di t t hpi i s he it k m o p he oot ck agai He does. s os ted Youdeci t a mechanim i i or . 'do i hat ' ays er 'l$.s you' i t ' ockng or t er or ek o ve nvi ed hi f a me att I diert ty and wor out m or al he ocal n o l ' k yourdier ces f en .Th n. hi I ofpepperit yourgls ofwat .h f peci i nowl zed J emy hou as oughtyouaIte way.you ty sari a l e r tn or r r o r t tng c v s i ab u s mehn oh ta wor.'er 'yous .c t ngscan z' r ng o ove hat k ogeter oolhi haPPen. ook n v t l n s ac W hi you'ewaiig f you entéest come.Feppersilbl et t wat ' s f . ayer no as er 'I fnd t odd 's J emy.

tak y ew ec Iyou don'wantt go t t toubl ofcaryig s you c f t o o he r e l n oap.. an puts on yourfn when youviite bat oom. iger As hi t h d hi hand sr ghtabove t wat . oul u fh e rt) l Howe you/ acc ihed i.Ashe does k m o ol s tai he er t s c u l r te edge oft t hpi wi yourfn .Iopen t bag and di my fn i t s whi Im s he p iger n he oap l ' e s chig f a pen ora pice ofpaper It esonl a f s onds. r di h .TH E LOO K ( nio d Co t e ) n 'I dn'do i. av as ofwat bet er weenyou and you/e hol ng a peppers aker . T e t t hpikfom hi usng te han wihte s ak he oot c r m.ot wie to hi her s y / rboftes ce. ori t herwecanmak te s 'di t t d tW kng oget e h eas par . h is i e' mied i e ve own m e 'Now ' h s ' youI go ofmy wrsk' ' ' e ays ' can et it ' Behl t Stene nd he T pr e.youneed t s et sme you i o epar o ecr l ar r ndex fngerwih I i y i t i d qu s oap..B f e n d tou : c y /e u si t o i d an o (e orware .. pl ops l eep ome n l pl k whi Ik i my pock orbref e. / osed oot ck n r m. ear n or e .A cou e ofdr wildo. ome o hit n a s. ' Hesmi s te frttme h ss l snc you' kn hi .and u e b0t yourhan t ace he oot ck n s s h ds o gr ont hi wrs.h s r r ng o s s in t os fom you youve t s a t hpi i fontofhi you h e a gl s r . ab o s it (oni e ) c t d no .Ik s i a smalzi oc bag.W e di i. t ouch it anyt ng.you n have s on your ver ve ompl s t ow oap i ndex fnger te peronyou/e tyi t peruade i stig acr s i . oo h. as al ub h y he oot ck t h iger Fl t t hpi backi hi hand. hi. t ave o I t t eand dr su pi on. h gh On e ouv t qu s oaped t pad ofyourfngeri don't he i tp. us gh o ken te wat ' suf h ers race.. s was n i qui s deal s b tuefrI i h d s ap.whi was ng a dih. Du tte wat wih pepper Nott muc J tenou t dar s h er t . As te peru kh s adee t di t t hpi h M ay i o t wat .or gets peppert s f i a gls ' t e tn .ori you/e ome iger st h hr f r home. l . i h d t h oapy fn .tatway Idon' h t ch eep n et i cas h .mov mounais .W h I tt peror t s eave he abl aw s ci en wan o f m hi mechanim. o p he oot ck al nt he er Not ng wilh hi l appen.I f t dih hig I d i an i l e hi s n ac.

i yn ol i Mak s e t y undert d t r stat M ak s e tey e ur he san hei iu i on.t s wildr f manc i her s he oap l y.it te wat . e ur h k o is h w mu hteic r t ppoa h sar hn r g te n w ut o c h r ur a r c e e idei h m.Unl st undert n what' dea es hey sa d nor mal i.Ofcoure. d y he oap o he ec t hpi whie hi e s ar on t frt Then.w hatt bas i i. + Stlanoterway t peror t s mechans i t skp t t h il h o f m hi im s o i he ootpi .aferhi f l. W h idoes te s wilr hof t t hpi . # Anoterway oftanserig te s i t gr t t hpi s.TH E RULES OF G O OD DRES S ( nio d Co t e ) n Gui hi han s t s de s d o he oaped tpofte t hpik br st i h oot c eak he wat ' s f ers urace.t sapck d tck i r l n he er y s hi pr h gies a dif entf t te mec s becau e is you oac v fer eel o h hanim s t ' (oni e ) c t d no . m or t t oot ck # Youhav t s at di te t hpi i o te wat frtt es e he pect or p h oot ck nt h er is o t ih t c t t te pepperi underbef e t magi abl he ondii hat h s ons s or he c happen Iyou peror t smechanim wih tI tn t s s. en n T pr ent ben es yours ui olton.ot wie. h r f rn h oap s o ab wo oot ck Han one t t s t or an appl t s t t s ond d o he pecat . The s ame dynami comes it pl any tme you/e tyig c no ay i r r n t s Is o eI omeone on an i . ght hi t ur or h s o uh away fom te t hpi r h oot ck.an si yourfngerdiect i t wat . en t . ts ous o ee f don' kn t s et t ow he ecr l Backr oom 'l I t M i atng Pepper Ips or he gr i # O b ousy.f f med hi s tou et g he pec i t orty i frt he mi t nk i' nat alf te peppert r s at r t is.as oot ck l s ye e he is.you/l vi l lwantt s yourfn ascl e asposi e t o oap iger os sbl o peror e tme. h oap l us f he oot ck no h er c r ng t pepperwi i.t l n ' s he elne s hey'l ever undert t sand he beneftofapplig yours uton. t s ai k s hi t ty iwihyourt hpi . aryi he t t h Fer hapsnota miacl f t ages buti' wondr t s i you r e or he .

d oap ght hi n h er # W h notus a barofs y e oap? Bec s s s aped fom a bari au e oap cr r s difcutt tan f fom fngert t hpi . c ng he c z wh k ogeter ool t ngsc happen'woul tbe t pr t hi an ' dn' he oper heme. o t obl an ol t cky asl ' y # Don' peror t smechanim underbrghts i .wher te I t f m hi s i unl ght eh i qui s mi s ne i te wat . ver .So z en we wor t h .bars i eas fi l o r ser r i o oot ck s oap s i t s bec s i t dst adher t yourfngeri n ieabl er o pot au e t en o eo i n otc e si s l . neteme t O h hat c / wor wi ti appo hwoud b zf ouk o is wh r oud k t hs rac h l e z y n w ut ee i t atacka pr em.TH E LOO K ( nio d Co t e ) n maki t magi happen.Alo.youc s ve iqui l and e i .

nfue e s t h. da l u e l' om iy s .l' a i he t a egi s n a f m e tngs t bouthow t s o i l nce peopl a you pic pr s .t m o e t t . ge o pi t t e or f t t a ck he hr e our ha ppea t you m os . t s a bout usng t s r t e i pl tor s t i .l not lur you t ea ng. s bout c m on. t /r me ntf c nt ti ntbut he e a or ommon.r ua i s r t gi s t u e i e r y lf lhope t t a you be t a e e o s n ve yda ie. i us dal e.T H E PLAT FO RM PI C H T di notwr t t s book t t n you i o a pi c a orpic d i e hi o ur nt t hm n t hwom a lw r e i s t t you coul l a n pic pe s s on n. ve . e ent v pee lw ilnots a t or i t scha er lw ilt l you wha l l pe k he y n hi pt .U s t a tce he i fy nd he i e hem i t n he s r a ke .orgi e a s ch. hes upe m r t he vi hea er he r oom whe e r T e per ua i sr t gi s m a be ba e upon prnc pl s of t ti a s son t a e e y sd i i e hea r c l e eranme .t boa dr . e i he t a egi s f . ha s ke en r di youke be n usng t sr t e . r ve .Pr c i t m br e l a t n go lve. l e l t' ve done f t pa t 24 yea s a ofe s gges i on how you or he s r nd f r u tons m i a y t phios e a t c qu s i you s t ton. a t ke t lo t nd a he pl unge. ght ppl he l ophi s nd e hni e n r iua i . y T hi c pt r how e r i not a s ha e . ot t o ha d e r t h.

butnott i m i . ng hr os t is hi t s n he r t e i lne ras t /r i e etd i meori wha lha t ve sume he e ntr se n n t ve o s y. s udi e. M y f vort w a t ga n t i a t nton i w ih a pr lwa k a ie y o i he r te i s t op.t y m a i f ct be t nki r te i he y n a hi ng a boutfveo'l kort r iet ywe ej ts r wed outof Ther i coc he as he r us c e . s e t d udi nce. r pea Typi a l a c por ton ha hie m e t t l a t c ly. know s e w ho t t i ve t o l om one houghtffy dol it l r m a hi a rch m a a s de m i n. he fr tt ng lm us do i w i t i a t nton. nd s s lt m on m y c i nt pr el he le ' oduc s s t. l t pl tor w hie hol ng a ffy.l r bila s y:' ea t i he a f m l di it dola l nd a W 1 h s w ha you bele i t be. T H E STRU CT U RE T he t a e e s e w idl dif ent ye pa a i a l t wo udi nc s e m l y fer . he s m e pic s r t e i efec i wih 10t l cal i m y ' id.a s ntl c a m od. T he M ove St p t lst m how t i m e a el be i f om e e l he o m di t y neft r mys ui . r aes pe s son. or a i s rd o a k bou s l .pul t m i o m y cle ' 100t a l t tr ct r l he nt i nt 7 h. . r ua i orpe s le ele e.TH E PL ATFO R PI NI TCH THE AUD I CE EN lperor be or t o ditnc gr ps O ne i a s a e a e f m f ew si t ou . r ona xc l nc Eve yone i t r n he oom i s qui t a on t rbe tbe vi . t r dox c ly. a t h t uc ur s f tve t 7 h. e nd hei s ha or T he ot r i a t a s he s r de.c pe ii e en r oup t l n he ds r netc om ttv vionm ent f l ofpuli m usc.l s a t w ih pe e i a a dior u whoke com e s ii ly t t r t opl n n u t i m pec fca l o hea m e s k. i bodi sm a be m i .Eve i t y a a n f he ppea a t ntve. l t ' l Bu H ol M ove Pr e s'The pr s l d.lm us a t a a c owd.ul sng i fa hi i s nd ca iy l d e s. t r t Thi gr lm us buid i t m i tofaf e i . ' oce s ookslke t s i hi : T he Bu l St p g st i a t i id e et he r tenton. ol tons T H E BU I STEP LD W het rt a di e i qui ty s a e wih f de ha orw akhe he u enc s e l e t d t ol d nds l i t ough cha . l s ng lght .how a enc ls a twih no one. T he H ol St p t l a d e aks boutt i pr e s a m y s utons he r obl m nd ol i . oc s .l a 10t e y ne he r nds w nt 7 h.

hi h i ensfe t i e e tofpa s r b nt w c nt ii s he nt r s s e s y. dj tl a i. ' A slde i t lne lba lup t bila t si.a s r hoe. hi s W he l i t a se. ovi f om m y gr ndf t ' c e t l ontnue m ng r a a her once s pt of wea t t m y conc of w eat l t n te m y c e of lh o ept lh. g s m o rmo hi s r s lc n pef m amec nim wih i. t ey o r a e s.pe e st up. c i on. t n e pr ba ed Tr ns or a i M ec nim t t ha no bea i on op. r or he cha s l m i be one f om t sbook.lknow ffy dola s wa w orh a 1 m or ba k w hen ' N it lr s t ot e c A l tca re i .S si e m Any ub e t n de o i t ometm e . m l r tr ct a ger lt bor ow a ie fom t vol e r a w a ch. s j c ca bem a t fti.a cr di hen r n tm r he unt e t e t ca d.yourpr a w ha i r pr e s don' ha t ft op nd t t e es nt t ve o i yourt c s s m l s l opi o ea e s y. c us he om t ng unus li a oot A s alc owd a t a sa l r one. ua s f . W he lw a t buid a t a . ca e lh ia e s n ncompa sng t r .l we' a a t a s n udiorum opl i f r t r de how.lke api e of lver he i .Tha get t i a t nton.t r t t a t a a a di nce Thi s ala c s unt er he es o c s n u e .pa s s e s er by c ongr ga e. t He' us ook t t ' ow. he i onc pt w ea t t t pr lh o he oduc l pic ng.l rbilin' weat ' ber r i d t but o it dola l s t lh.TII BLIL STEP -E I. '' D 1 99 ' y gr ndf t Al r ca r e affy.lgo t t m t s ed ii or opl o o sl o he o pe t ng up. ' M a a her be t r i d it dola l t m beca e hi f t rs i a ffy i yourpock i wea t Al tne r us s a he ad it n et s lh.l rbilwih hi . ber ve s penti.t i s hough.l rbils or i a e m pl ofhow t us a pr it dola l t y s n xa e o e op t l d i o t body of a pr s nt ton.s a f m ton ha s ha s rng t pr he oduc l bee hie t pic ldo i pur l t c e t m a s t' ve n r d o t h.A fe a 1 you ca t l o ea nt he e e ai t r 1. o i r a es s a 1 1l p fom t s a a s a i t a se.ho a di nce l ofe us a n nt o l r de s w u e .l m y vol nt eri ayoung m a lm i ht a k hi t f u e s n. t m e affy. t nt peror nc t ni i o afeh s )lue t ie a af a f ma e ur ng nt ls how. n ak a bouta s ec onceyou br ghtup weat be us weat ny ubj t ke ou lh.l we'e i r ge nt he udi nc t s he r t e i f r n a a t i . ns p. nOtt delve a s l m e s ge. l he l nd os t i ec ga ba .w ih a 1 ofs t ot howm a hi lpe f m t m e ni m .W hy? Be us ' ea r 1 he t ge nd t nd n he il ca e w a tng f pe e t com e t m e i sow. s he tm s oc l poi .orone r ii gr t pr ctce t ght r hi equ r ng ea er a i .( onl e ve s hit o a ror ha s t t 1 y t ke t s r i hesw e rng aT-hitu r t ldon' w a m y a he hit f ' a i s r nde nea h.lcom m a e a f w pe e one t n ' n he il m nde r e opl o a t a a vol e . t ' t hi m T he ffy. T hen.i o t a e e. s m l udi e e brngsm or pe e t t r be a e t y know s e hi nc i e opl oge he .

hootng ubbe nd ha d cos he l s t tt ba j sahundr d f t r vere diec i a s s o ha he nd et e ee . M y peror a e i t a a tona :l wil c i t i rgue f m nc s r ns c i l l ontnue o nt i a de i t . t d s ot l or he r s n oyme .you ra. ha s s t i k w ih a poi . t t y r nd. ca pe f m ame h/ / g o s lof l ggfr.nde a r st foor f nsa .TH E PL ATFO PIIPI .he e e ocusd m es a l t y'e i tght t y w on' t nk a s ge. nt t . e s s r ton. bl o t h. TCH V (ori tnce s i ar rba one. ni t t a e orsunt a s i wha c esfom i. tl ke he a e i e. he t nt r ane W he t peopl c ow d a ound m y s a . lm a no a t m pt t t e t m e ha s t m y c i ' ofe ke te o i he c nim o lent f r s i W ha ldi wa t al f t c owd' e j ng. l a he r te i nd d t H ow W oul You U s t Buid St d e he l ep? C onsde ga ni t a t nt on ofyour a e i one oft e i r i ng he t e i udi nce n hes ener zi w ays: gi ng J t ( T'g-frlto klcg gs Re e / / g r soptfg ke/g fm. ck o ) W he t yke s en m e do wha l n he e t ooks t be i pos i e l o m sbl . f he r n i . s t o er a n nd he oc s . l n r is ca di c s t sm ia i i bet e n oper a t pl m bi n s u s he i l r tes w e a nd he u ng pr e syou s ve obl m ol .l wa eny nt t s t t nm ent er ai .l t /r i tght t /r mor f e on my q eze n i l f he e n i . l t y nd lght hem f he t y r or s a s f he don' s a a ou t y won' be e e t i d. J t (g gypô /cre/g slAttme . l a k t m t n he e r r t ge s he o s ue i tghty.W hen you w a k outt he ki m a e ha s l o gi a pr pe i t l t l lbu i s l de s you c n sng a ve os ctng a k o oca s ne s ea r . f l e 1pe s i fontyou l e 30 i ba k.a l n' 1 t tha os r on n r os n c nd ca t et ha ppen.i t y s a a ound f my m e s ge . gr b t i a t nton a hol i. nd coot ba t me. iyo ve sl t m a ngsofa m e or bl m ec nim . i s you n ror /fg ct c a s t tdoe n'ha muc sgnii nc ot t n bei en oynim ha s t ve h i fca e her ha ng j a e t w a c You u e i t ent t i a putt f u on you.l m a s a i cl ra c peli by exrc t nt t ke n dea ea nd om lng pl i ng i t ough t l nsofm e a ani t hr he e t phor You cr a e a m ec nim . a i n a i T ha ' m a t m t k notc W he you'e fni hed. nd ee ng t om r t l you' a pl f r e umbe who sngsope a bn lYou ha youref r i r . he t hi boutl vi l you ea ng. m mber a mec nim i a /fg t g g t . pr i e ot m ia l i t y f l m e ba t 'he gitde oyom s her r c es f he olow ck o ' t f pl mentae '(loknowna t sa ) ra'as s he tge . et ha s by t ki a ke poi fom yours e com bi ng i w ih a t l a ng y nt r pe ch.

t upsde: c lenge i You a om c os s ni a i ls i A ha l grpspe e a i iest i a tv r s i opl nd nv t he r c i e e pons e.E -O D TEP A ga n. You ca cr a e a c le by t ki one ofyour k y poi s n et hal nge a ng e nt a c hi is upsde a s e hi f i e ng:' m u tw a n nd ouc ng t i s om t ng rght ni ' s r l you. a a t ryea . wilbe hi r you l le c o t ye r f e r You l a c e l w ilbe a a c i you c nnotbr a ' ddi t d. Pa n i O nc lha t a e ' a t nton. ' T H E H O LD ST EP ldi i t H ol St p i o t o s a :Pa n a Sol i v de he d e nt w t ges i nd uton.nd. do notw a r ia e t y r t he opl ove hem You nt t go t r Thi c r uly bef e i s i i m y s t m .ha f ys ha he c e dy. You'e not S om vy i .pe e c ap e hu i s i a l you t nk t m a hea he ra opl l nt s a tc ly. Som e pe e ge s i ox ca ed by c pl tng a we sworh of opl t o nt i t om e i ek' t w or i t a a.a i t xe t m . You c n a s c le a l o ha l nge peopl by da i t m t w ihs a e rng he o t t nd t be isofw ha you'e pic ng:' you vii Ye l w s one N ahe neft t r t hi 'f l st lo t tona Pa k.TII II L S .You open w ih e 'e ha i ng um r t t a i .s i uppos your t t sngi pl be . e y ki hei i e l o hem n nds . he c irt bl . y ca tsee t y be om e a ng e nd t a s he The n' l p. J t (c al .beo he e! nk a ef l or nve tng n ys e ca e i t i e t per ona pr us f w c he s l oductviy in' e gh f you. da r ye efe tvet c q lsdown/ / g b l A nge ous t f c i e hni ue. r o ve he ca i o c you c pa e a 1ot r va tons l don' t nk you ca do i. nt a k. l om r 1 he ca i . t r he d St p b m a ng t rpa n r a t t .l da t tt y be om e gr e T he s a t k n wo.you i t s t nou or m i g your e fi o t e endoust oubl ' ght et s l nt r m r e.Be us e ve he udi nces t e i k o ee t ca e peopl lve i t r pr em s t t w he e l g ls a tt H ol e i n hei obl . t r ' he na r uper a m n.lw or t k p i .lda e you nott sa i a oft m ae tc r i l r r o t nd n we he j si edw oods lda e you not t s d a t r a you w a ch a ba d ea e . ha he nd d i o yourt l D one. t hi n t w ou d be e y dola i m y poc tt ti you vii Ye l t l t ver lr n ke ha f st lows one t syea . t /fg ove sde: c n c e a r sa m a pul tve. t l n ddi ton a e k. y t r t ki on m or .lope wou . wilbe ca l d ba k t i.M y pr oduc i iy s t m i g ng t a l you t a hi ve tv t ys e s oi o low o c e s e hea ga ns Bu he es t s g. r o he ea s t l gl fa h a r st s lda e you not t ha t va ton t w hi h l s c os he ky. he ba k a t pe e w ho l t . ha ' s r o.

is. he r 1 a s m H ow W oul You Cr e Pa n i YourAudi d eat i n ence? lkno t tc ea i pa n s w ha r tng i oundsna t buti you ha a pr s y.A l ke a oa h i j ta efe tve.whi h i a doc ent t t r duce ve o ie é um c s um ha e s yourlf t a sngl pa wih l s ofwhie s c T he s d t ng ie o i e ge t ot t pa e.lc r c t i a s pe hi he r it ni o re or e t he r s um ton. You don' ha t f m a t m ou h t getpe e t ex r t ve o oa t he t o opl o pe i e e pan.whi h i doi wha you e he w ns niy c s ng t ke a w a done a ex ctng dif r nt r s ls ' o m a ofyou l ys nd pe i fe e e u t . a hi i . W ha ldo i t rt m down.m a of u ca t e en fnd e gh w or hwhie t ngs t fl s ny s n' v i nou t l hi o il t t pa W e ha t pa i wih hype we ma one pr e t ha ge. you ha t wrt a r s é.not e tv t i noug h fee r dom . o Bec us ls a cu a el t l t a e o c r t y e l hem a boutt rpr e s s e hei obl m .Tha ' w hy you s l be y i et o a s t s hou d t ki not s The s u i l goi t gi you c tm e m ilons a ng e . ft t t c s don' eve ge up i or f ol ton tnks l ha ' he a e.not enough tm e. ea i i s y a s rt d f t ve ol ton. l onl ng nd nge t m m rer ha he r y c nge ea le . t s v ce or opi on t tw oul ge i l bene i your a di nce er i . ve o d t t . l brng u f m ii r obs a l s not e k ng or he i p a la t ce : noug h m one not e gh pr y. f ve oduc .la nots c a . ca tha outw ih m e. nd t ng t n t t You n' ng t a he onl tm e you g t he r m e i now.TII PL -E ATFO IM PI ? TCII . ke oj c . l a not s a t t n t y a e.But la doi w ha t y l ha d ri r m pe i l m ng t he ong t do.An e mpl nc i ow. he i ' i s d.' a abu i s pe s pr e i ' m l re a lm s ne s r on es nt i you wih a oppor uniy. t n t s t s a o pe k. ' By t tm e l fni he t y'e a 1e r . ol tons ' m ng o ve os li t fgur out' o i e . ' w H ny r gul ry f l t t1 w ? la k. ni ha d nu ne y ft u e . i iy a ha p on wha in' t s ea he l dentf nd r ts t w or i f t m . om peopl t nk t y a e ls e ng t af i nd. i yours u i s i . you s dn' t nk t ce a houl t hi wi bouts li i t t m a ha d a you e lng t o he s r s ca C r tng pa n i onl m e n-piie i you don' ha a s un.' a notyourf i nd 'ls y. r e a l olow ha a ' s Eve yone r i e t rha a s s hei nd. nou onti i o he l li r nt oduc t La of l a t .y ppr c s us s f c i xa e: ' i f aj i t y'ma ke ca beadipiii t s Frt ' Lookng or ob n oda s r t n s rtng a k. nou oduc i iy.note gh c r buton t t w ord. le e t rwor d a 1 tt m know t tlha s f r e nt r hei l nd e he ha ve ufe ed ve yt ng t yke s f e onl l e i ntfe w ha w a n' w or r hi he ufer dy ' de ii d v t s t ki a cha d i .

Tha phone c l s ve t buye s t s nds a hei s t a l a s he r hou a nd gi s t Rea t s a fi y w a of r s a ihi cont c w ih ve he lor rendl y ee t bls ng at t peopl w ho m i be i er s e i m ovi a i e ght nt e t d n ng ga n. ih t m ec nim s lt y nott f l i o pt W t he ha s . . e e. om tm s ve o y é- s book a a opraebule poi sfom i. . t ke c edi f r s t t tw e ba el ha aha i e i we a r t or e uls ha r y d nd i c ea i E n r tng. i o s cha s o d tenton nd ve my c once s oom ph. t y m a k s ha n he ol he r down t pr ec e dae by whih t bu r wilha pad of he oj t d t c he ye s l ve i f 20 per e of t i m or ga W he t tda e a rv . l m a pe f m a m ec nim sr i edi t bl te ns y r or ha s t a ght t ough t t e bef e pr e i t a enc wih ne hr o he nd or es ntng he udi e t w pich i or a i O r l m a s rng ou t m e ha s f 20 t nf m ton. or ns a e. nd y ndi r e es l ar a gone i o de a l a ' l e dy ve nt t i bout t s s u i s a i a hi ol ton t ge n l r pa toft sbook. f ' pe ki m m or Rea t s l s lor . t w ildo.t Re l c nt he r t ge. D urng t ss a lke t e e t i e l ve hi W hie i hi t ge.t ca i t s uo he ol ton. T hi i t e s s he duca i pa tofm y pr s nt ton. fla t c ng pe e ho t s l. nu e . n ha t r i es he a t s s l ca lt buye s a a s t or hou d l he r nd dvie hem t c nce t e peno a l he x sve PM li ur nce t y wer r i e t buy whe t y bought i ns a he e equ r d o n he t r hom e . si whe e l ton r e e a i Thi s r t l t pe e a t f c s a m et a k o opl bou a t nd hods a s t nt a e w ha l nd ubs a i t t s y wih pr a s m pl .TH E H O L S D TEP 203 s ound lk s x. y s l sa oa h i t i l m ea hi opl w o e l m a e ppr c s he s ui ol ton. us t fe h ou umé nd ppr it lt nt r t j t o ls t ourdoc e . ugge t t t w he t yke s d a hom e. um nt' ' Sol i uton O nc t a enc kno s lu r t nd t rde s pr em s l e he udi e w nde s a hei epe t obl . r o a l nt pr c a e pa t r . ep he nt r a nm nt e l gh. ven wih a 1t t w e s e i e ha t bu a r t 1 ha . c l ow he w y ega dl s t r t y bu w ha l pichi F i t nc i l s a ng bef e he y t ' t ng. l l t l lcontnue t u e m e ni m s t hol a t i a gi a k.t l hough. y ti t he c nim or m i t s i e tng pic i or a i wihi i a lgo. f m e lng r he r s he ol ton. m ove on t t s u i l la s li a ca . o l on' r ha h t ti or a i W ha l a ge r hi s w t e s ha nf m ton.lc orwha ls y wi h soga a t oof nd a es H r ol t a t l ns a b ha ng outf e bi .i e uci t on s e pa tc a s s l da e om r i ul r . ns r i t h nf m ton t n t s lm a c r a n t gi peopl a t chni or t o s ii t ke e t i o ve e e que w pec fc o t r fe ds whi h wil bl t m a a r r es of w he he hei i l .

a you ge peoo om t s l ng l a t nd t p1 t f eli . l you'e pr tons f r oposng t t nei i ha ghbor f m t a h pi ks or r s c up t m s t cl n t l lpa k. hea . ie ope t l s i e om niy s r t M a i s f f f m ii st pi c c l en t r n. a t nd e ha nf m ton. ke t a e or a le o cni .s s how t a enc ho hi a w her you gott t i or he udi e w gh nd e ha nf m a i Pe ha you a ke a ciy pl nner or di a r l e t t ton.TII PL -E ATFO RM PI . D iply phot a . m . nce W he t pa k i c ea w ha wili do f pe e M a t n he r s l n. a f el t t i or a i l pa nt e r m l. t how t . ea o ea he oca r d t l l e i r zy ot wieyours uton wil us s em a a her s ol i lj t e n nnoya . n ot wor . d ea s a e c ck ofs r ndi pak communii . T H E M O VE STEP T he M ove St p i a e s bouta ton. l it n. eo e t O fc s i youj s ma c amsa oure. tm a notbe a r t n f t m t nc s ous o i y ppa ent o youra enc Buidi va ue i crtc l udi e.a $1 000 prce t g f l lke 1 c nt . H ow W oul You O lerYourAudi d l ence Sol i ? utons Re em ber wha eve yours u i you ne t s l i t pe e. t r ol ton. c i n a e ra e. TCII - Buidi va ue f t a di nce i f e os i m y m i l l ng l or he u e s or m t n nd. hidr o u nd dogst r p.you' beterbuid va u lke c a .i t he os t 0. .Br ndi h doc e ss gne b e r s s a ogr phs a s um nt i d y xpe t .Tha ' hem t s w ha t Sol i St g i f . l ng l s ii a . i f t r i d l e s gh nou To t pr pec . i a ees i 0 e s f he prce opton wilbrng t pr rr ul. i y i l i he ope es t T he s m e dyna i a i st pichi i nonc m e c a s t a m c pple o t ng n om r i l iua i .l s l spa l nc i i ' he cl e. N o pr oduc i ex t s pensve i ispe ce ve va u i hi e gh.Tha ' buidi va ue.a t pii . t s ' t os ' ' T he a e e ha be n e udi nc s e duca ed a e era ne a t y unt nd nt t i d.H e ght n c m ueti .ldon'j tpl i or ai i fontoft m . t l t or opl ? ke he nei ghbor hood pr ter Ra s pr ry va ue . i s ne ofw ha t rlve w ou d be lk usng i .Quot you s res he urou ng r tes e r ouc .You s y i. ed o e l t o opl Eve i isi por a e i obvi t you. nd he .l a c ea pa k r i e pr r y va t he uton a e s or f l n r a s s ope t l ue .lhep her ds t us op nf m ton n r he l t hem s e. f u t ke l i bouthow t communiy he t w il be be t r no one w il ls e You m us s l te . r ps s d t a . s e l t s e. nd lunde s or ce s t hei i s l ie i t a rc e t e s e sw ih pi t e ofwha woul ha n i t y c i hos c ne t c ur s t d ppe f he ontnue on t i pr entr t d he r es ou e.

lo e he i k or yi ' y odu or i l you don' lk i.S e hi Som e r w a d t tva s when t om t ng. hen ca e ha t s y or he f y s nou t t y s l s i k w ih i . houg l h.you m u t be c ea a f e tve n hi t s l r bout t r s t he e ul you'e l ng f . he H ow W oul You U s t M ove St p? d e he e To be e f c i i t s s ep. a he t y l he a e ul he ve en t i a t tr u ts nt t m t m e i t fr tpl c l1 no one of nd ha es l e he o n he is a e. ea ons o y.lt l he t ti t y ha a he ia i n ' t hi m el t m ha f he ve ny s t ton a bout a e i my pr cc ptng opos l t t nor a .W he you'e fnihe s k ng. y l lbe a e. lgi t m a a nt gef buyi t y be us i ldo not ve he n dva a or ng oda ca e f . hei c s ons Eve w he l t a hi a a e e how t s lorpe s de n n ' e c ng n udi nc m o el r ua .love whe m t m w ih ncl hi e e h he r l he t va ue. e r ha nihes mys how i o . c us i l e m es a l c ea a pr ie a s ge. ha ' m l s ngi or he bete ne d notbe com f t bl tr e or a e. ca ta f d unha c t e s'ldon' w a r m or e ulbuyer .we i iton gi ng you yourm one ba W e f tie t nss vi y ck. be us t tpa h ha done oka f t m . Cha ng f t a . o t y sa he f rng l ke he r i ves ter N w he m us m ove. ve f ng s n he r s nt r t T he a va a e lgi A l d nt g ve? onge gua a e A prc br k. ee r r nt e.O ur he l . t W he l pic ng. nd n i ea ons or ga ns n pos ton w e w a . ' t nt e s f s w a pe e t ha f ih i t c pa y l pic ng a i nt opl o ve a t n he om n ' t hi nd n m t rown de i i .lpus t m . ldon' gi pe e m a optons be a e optons diut m y t ve opl ny i .t y w ilha t ght of 1 ii nt om r he l ve hou 37 r s nott bu e n i buyi i i t i be ti e es . l i ude t s M ov St p. he wilgett s m e r s tt y ha be ge tng. ha a r dy pr ve t t ve lea o d o hem t tlknow abe t rw a ha t e y. o lt l t m t te r e l he ha ve yone ha t a lt t a c m y ofe .do you w a r ooki or n r i s d pea i nt . y l oc a tna e m i a e lke l w ye s a we ca fnd r s f ora i ta y nds r i a r .The e i no opton.M os pe e f l w t pa h of l a t r s sa e e l a t t opl olo he t e s e it nc .l t y a e l ng f be t r t he hou d tc t t f he r ooki or t e .THE M OVE S TEP der t nd how t ofe i wilm a t i l be t . l t y don' u e t s r t gi s l l r s i f he t s he t a e e ' ve t ughtt m .l n' for ppy us om r . i e ea Fr t chni ls e ca uppor .By t or ow.l oka i e gh. t s he biiy o c ept f r bu f w wilt ke i . s ver la s r m ove t rs f bu ng:T r ourpr cton f sze. ' l r nd ec s boutw ha lw a t m t nt hem t do. et f t hook. t y wilnot The wilde i r t The wilpr r s i t .

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' y That s wh we had t smeetn 11ch backwihyoui fve daysand y hi ig. . or h ot .Be car ulo hi te k behi yourfnger ac dt ef t de h not nd i s (i r 18.You pl d t unkn t end behi yourrghtfnger and her ace he ot ed nd i i s dr opped te k t one i issead. ays e ' ' Good 'yous . ' W i yourI than you pik upt I en oft s ac and t h ef d. e ot ar h end. h noted nt t (oni e ) c t d no .Ite I e i t nand te k s l c i makn a doubl f h ac s hi h not mal onsder ig .Do you undert wh Imean ' ot l nac abl y sand at k' Dan s h does.TH E II AN IIIEII V ECH SV V ERGEN CY KI T ( nio d Co t e ) n 'Dan.' oc sng i .unhr your o f m hi s t ead I e and hol i up. mos nsanl y ap it and dr t en oft I agai Thi tme.Bel me. Brn up t bot par oft Iceand h d inextt t k ig he t om t he a ol t o he not td scin (iue 1 2) e e t Fg r 8.' ay.tough.Now. 11 i at v aled .r e one ofyou sh aces and mak a kn ne te o epar emov r oel .i I stan a s h n es h econd. en ou n it el e h ot ed f d e t gl T t s at . he t o ev Anyt ng I s'you s asyouwor te tghtkn outwihyou t h. W hi te knotdangls. kh i ot t r eet i t al u cept e. h gh.t entr c o u eed i eve he ie ompan does. Iwantyout s cc .s i I smor i es ve.r eas tekn t halan Itidan e. c shisyourdeparment' es t t .'s hi es . no hoe. s i h h ae s o I ongers h.te Ic i n op he d he ace n.iI sast o he pect or took hougha kn hasappear i a nor ot ed n maIs ac W h you di tou wasexchangeone end f te hoel e.yousn yourwrs ace t n i i tps.you poi t i an t kabou Shi ng' l h e e nto t d al t ppi s pr es i tmes and whatt deparmentneedst achi e. ou/e et W h you/e r en r eady t peror t smechanim.) Fgue 1. /1 eck t ni s how t ngsar pr es i .ter sa kn i i. ee hi e ogr sng ' ' Behl t Stene nd he T pr e./1bedocumentng wh we/e t k about ' ay.Isead.her swh Is happeni f t ofenwhent pr ' e' at ee ng ar oo t he o. o W h y s apyourwrs. at d.You/ appar l kn t m00t n t h e' ot n t ve ent ot y ed you s ac wi on h r hoel e t e and.r hr te I e rpl ot o t ook e mpr si et ead h ac backit yours Y r s . c he ow d he hoel e pl i i yourrghtfngeri Al ti t t . e orti e kn .

( t u d) Coni e n h@ Backr oom 'l f t W or Fl Knot l ps or he k. f omeon m it iou sm. k e ns t t i pI s p t i mechcnim cnc go ont cn her y ki hs ls ll o lot * Ob i sy y c l d t sme h ni wi obe t oh rtcn c voul ou cn o hi c q s t ics te h l l m h s t lle.Us c r c pi eofl n c In hofc or ycr or hx cc e lope l ec wie le gt ol ed ln whct flst hcnd.ow * W i pe e n i t l y r wcl ng cr l opl otce hct ou/e l l ki l ound w i c pr nol t l ek t h ed s t lle? I pos i e bu unl el I s hx cc fs sbl t i y. geher t . Brn end t gu e 1 ce n i e 2 ig s obe i fn s h nd iger. Con alk ot Fgur 18.A s x lle i efect e l ccus i h ght l ever cl o l l ht cc s f i x l e t ei ens v t i c e t lyou/e peror ig t sonte s ofte moment he m l hc g t r f m n hi h pur h .THE M ECHANI S SM J Fi r 18.

abl r r h er L tyearyou t overast h ofcompan de maret as ook he ead ywi ki and you kne yourwor wascutoutf you. Th cusomer wer e mor conf e .i pr t obabl won' I tmor t fve y t as e han i year s. t he ak ed he c ompan sifasr t eand f . hat t Buts es wen t ishead. o i e oud ah gu I now ofyou ownvoli r hertanwaia year whi maret eave r ion.bu n t wer s ng i name behid aI t ow hey e eei t s n I mannerofi .maki s s or ng oap. epors Youve c ld a meetng wiht CE bec e you/e deci / al e i t he O aus v ded t t easan . at h t t . e pr hi Managemen was tcerai whatt mak a prort t n' t n o e ii y.e e iic ssy y ri Y uf r y ' rter o ak t d v n ft o t ou ou ob.yourcompany waste numberones manu ry s h oap f ur i te counr I pr ed bar ofs act er n h ty.and t wasi. l e k c t nsmak yourdecii f you. ve ol hat es he y s k o h hi i' k t nown f .t oduc s oap.i u n a f rblde r and fv kndsofdit ems ncldig ou.a d azor ie i s pos e ai fes en s. (oni e ) c t d no .Then a s no hr ean er econd bat oom cl ert hr eans o c ompee wih t oI one.Empl y' nr tucur ocus oyeeswer s ead t n. e t s e ven e us d They as oci ed your s at c ompan wih s y t oap. ve ec daton You/ t d hert unl st compan get bac t te t ng i s. ondii o e son or Your i t CEO ' ofi and you/ madeyourr ommen /e n he s fce.Iwant t gr ismar and pus ucc s t o t t ed o ow t ket h i o new ones nt . Th compan began pr e y oduci Iundr det gent Th iex ng a y er .Butyoudi t ng. w k or dn' know iwast s bad. t t he d AItes pr ct made mon atfrt bu t y we en t I h e odu s ey is. en t panded it bat oom cl s .TH E II AN IIIEII V ECH SV V ERGEN CY KI T A Tr or i M echani :Stcki YourHead ansf maton sm i ng t ough a Busnes Car hr i s d Tl st w ene Thif year ago.You hadn's t compan s mos prvat t hi t een he y' t i e r evenue r t.

our n n or h l c lk he l t x busn sccr sh hcndsit yc cnc m utle outc pciJ s sor ies lds. l le l ' ' Fgur 18. ousi io ery rh c l(iue 1 3 . W r o e le er lk t' cy ' y d beig c compqnywi no mi e' e t lpl esn mcrel 'As n l t h ddl on hct eqs o lk s ' you sl t e I y pulom n t ccr cnc iexpcndsoul ld cy hes i nes ou l he ld l lt l wcr it cci l cfotwie. T . tl ' h you tyt plcs ev y mcr e.x cc l ompqnyIccn pus i te l hn h mcr eplle. no l r e lc d Y l t v ou e l Fg r 8. i ous 'be'e expcndedw i 'l v b l t h ' .Y t lte CEO t l u x s h cis s ou el h t lc1tos c s c1t e expqnson weck t c hct l h e ut l hos 1 1 is len he ompqny' i s den.' cy l u t ccr ' Iwcnt t he ld ' but l ed o mck my poi i c wc t l le nt n l l hct y sld mor t l te compuer ci e hcn h t e prnt t d0.'you sl.Y v cs t CEO f oneofher i s.' ouen up i ' en y. ompqn y w i c sr g's lpf usi t l ton hcr oc s h 'z k'' .THE M ECHANI S SM 21 9 ( nt v d) Co i e n T mck y u pon m uv uecsr dh escn cxn ue poic o le o r it /e s lpeq se l ld t p tr r e . t l s i entons bu n he x t nt i t ow i' tme t c ol qt cnc ts i o ons i e l l d ua getsr g cgci A c ton l ln.One t lhcsc lk t cc hct l l ' f ti t dozen vit ll oo n wo rucl y unr ct mcret intone I ell ed lk s s ' A ccn mck fy.Fis we cccec det gentt ourpr ctm i ' l s l oc ed rt lll l er o odu x t we cccec clqns hen lll l e er 'F ecch In ext onyouci you ' or l ie ensi t e mck c cu i te ccr le l t n h ld Afercl lt25 cul you putte s sor down. e l t o v l l ck l l cis s r 'T sccr i I ourc 'hi ld s i ke ompqnyl y y lscgo/' sl wenl ecr l 'you c y ' mcl butf us . ton Now y /egoig i f te ki.1 i e 3 ada (oniv d c t e) n .) c p c 'I cy hcv mcce c nc e f mys f'you sl csyou tg on 'm l le ll l os or el.

d l b Now l nt ccr end f end cn lccc new cut i bet ur he ld or lc lll s n ween te b c ty 'eak a ma (i r 1 . F d c d i r : ol ar I h ie. o si s d t hou he ol I ng: owi F dtecldIn twi (iur 1 :) ol h cr e gh s Fg e 8.TH E M ECH ANI EM EZGENCY KI SM T Fgu e 18. e Us c s is st mck c s isofcust lgo t ou te dou. M ak c s i e 5 e ut acr s c d. ct you ccndorshe i goi t cc lc meetng ofte execuie l es r l . (oniv d c t e) n . e l cs or o le l ere t hct hr gh h bld. engtw s Fgur 18. ou c t h l tl l h c e fh ol l r rt s nc rnu tecl u t y ge t c ou 1 &ho cnichfom tet u p h cr ni ou to l t /1 f l n r h op. .) vs ovv e dy de Fgue 8 6 . os ar ( tv ) Coni ed n T CEO i c bitlen cbcck byyourteqti buts qppr i he s l t ck l l h rcs he ec.erccr M ck csmcny cuscsy ccndownt I gt ofte e ov ld le l l t l ou l he en h h ccd (i r 1 5)Y r ussoud sctc te b l o tef d c l l Fgue 8. . s ng o l l i h tv bocr cnc s e wcnl you t pr en m uri l t t ld l l h l s o es t decs o hem Behi ' A ene nd he T mqke q bu nes cqr youcqn pu yourheqd tr gh do t f .

e n op t bor s it t om der nac. r s N ' % . Cu down t gu e Z t he mi e Iavig t and bot ddl. Fi r 18. T n c d en gu e 6 ur ar d f edadmkct o n n aeu. x e . vl e w t h c ( b F ) i g o f u e m l r s d n 1 i t 8 p h e . .THE M ECHANI S SM gydo xcl nI sc (7 C) ew uu ir ts ot pi Pd nc lv rn s y. b Fi r 18.

f t et y hr gh he ar /l end u wih a I g dangl car r hertan a n l e.F risa c .how a s lr c t n it a bi .and s f t Faci b0t mehods an s e whi appeal ar o orh. egat v ept t h hanim c l is a e i b u e t s mb l eagr d h pp nn F oud ut s asl e sd o y oi y z an a e ig. fi t car mak an hercu. n o tes s t I t pr dig s enaro. ansor i chanims ar met ph s made s e a or ph c an I y. Ihad you u e t bu nes.you mak t frtcu sari att bas ar n her ds e he is t t tng he e. at h eckac # Asyou kn Tr f maton M e ow. o took Ik a comb.fi t lp he d. + Youc frtcutaIte si down one sde ofte car s iI s an is I h lt s i h d. e t lp he c d.f . d e ch s t you mos.I ot wor .Bu te mec s os e et y y. e oncr el mal oom an ur no g. aus mos yone cus t ough t t hr he entr c d atfrt I you cu compl el t ou t c d.TH E II AN IIIEII V ECH SV V ERGEN CY KI T ( nio d Co t e ) n Y Backr oom 'l I Stc ngYourHea t ough Ips or iki d hr a Busnes Car i s d + A bu nes c d wilftoveryou head.lic ic t 4 ofpaperwi ftar d man peopl swait l i oun l y e' ss.orhands.h a Imi undert ng c t n i o an e nsan ow i t ed sandi an ur nt xpansve i one. an t e er n t n he c d.i you kn whatyou'e doi orous f ow r ng.or mor c et y. e ot t lp he d.L ger si s ar l i r oot ar c dsf o e I g robe t.d n he ece n c i s he si scar neckac asa s l e ymbolf an unocu ed c or f s ompanyand asa noos e. or i t ce. o t + Youwil lwantt pr ie t smechanim a numberoftmesbef e o actc hi s i or tyi i outi publc bec e al tever r ng t n i. r tce h t . . b . gl i one. 81-y 1 -n hpe e ar i v rare ics o ntn e an . Th e ar pr f heav n ie conc s.and tenfi t car end f end and mak te ne ie h lp he d or eh w cusbef t weent oI cus oryou c al nat makig cusi t he d t.fi t car mak a cu.AsI aste mech s youchoos ft t ysial d i vel ong h anim e i he s poityouw antt sr s u e i.youl ie ar is. p t on i ng d.

W ii t t e te t t'You daugheragr .TH E II V ECHAN I VI SI S A Tr f maton M echani Al ansor i sm: l owance M oney The st ene You 1z. o ay.I n . tg i ' ' z om. nk w h f f enc beween te t ' er e t h wok' zDuhIIt nks ' z hi oI zL ' s 'you s 80t c nsar i yourI than whi dizet ee.' s ay.Igett gi you a f f nut Is on wenf l s a ek f ot o ve wenpmi e e s on h t s d you mone s igoesf rheran mak you hapow o pen r y. ' hatdo you do wih aIt money Igie you 'you ask ' W t Ihe v k' . s t h net e i ' es Yougetan i :zL .lf' t zIk you bu suf Yoursufi t ig ov t hous You/e z now y tf.youhave no i whaticosst be a ki t z M dea t to d oday. h abl op he wo ns nt t zler ste t t Keepi yourhand un te t e.and youdr t f coi i o i.d dau eras syou t r s herweekl al r yearol ght k o aie y l owance.I you pas 11gi youan e r i es. You daugherdisit herpock .an r r t g no et d emovesa handf of ul ch ange.cl h .f t zl e' h es: ng der h abl eelhe c n and han me te penn ' ois d h y.. ou t e mone Youneed t undert d how t handl t al y. o t ut d es pi . (oni e ) c t d no . 'IEtY:tf. d k o and penn and a di y me.an vi ev ywher Y don'need mor otes d deos er e. t ' esi f s. er lng o ak h esk' r l t ees zDo youhavean pock ch z y et angek'youas ' k. tf s akn er he e. h oi e n ef d. k or t ' and der te t e. z k 'yous ' penn and a di Thi youkno te di z ay. s Thi in'te ni een s vent . o san o e he l owanc you/e e r getn now . /1 ve xta f ydol r a we . v gotCDs. o y me.Iwantt gi you a v y smpl mon dea zook o ve er i e eyhandlng t t Isone qu ton.YouI overwh s sdu out an as hert h you a ook at he' g . ' )l . ch s appear belw t t et Youas f yourdaughersh un s o he abl op.

Bel e me.Idi twi and you di t n.Im c t n.t ' c el (eoey pef m ti me h im.we'e b0t Isi T lyou wh .nue happi st oughmon managements nes-hr .Ther si t penn it e t he s y. 'How di you mak te coischange plc k's as s. rguig tTh e et oi s ter y me.Y brn you h d. ats I oul or Behl t Stene nd he Thsmech s wasivent i te 1960sby a magi an n i anim n ed n h ci amed J y B zai.and Im h di t di ' Yes ou h y ' ol ng he me. er itng n he ddl you pal i t di r m. s he me. ' ' 'DeaI' ' I' 'Bu you have t r l I t t whatIs .n cl ed it a fs.Her st iohnn en s o e t k d e et oi e' he n ti n par: e s cr c n i neih a penn ora di Isa nik .Fr s ' an y at elyou o iu i omiek' 'Fomie ' 'r s ' Th ' aIyou c d hope f . ouln e t b s ae B fr ou r hs c ans y ' e d o e e td.an opens r t l s d r der he abl d herfs. us o e ur your t ubs h ns en oi a ti ' .younee a s cr c n. i t' J tt mak s e. ' Yous l and open yourh Th e. ' d eh n a es ' he k 'Irck you.TH E II AN IIIEII V ECH SV V ERGEN CY KI T ( nio d Co t e ) n ' f t Igetan e r f y dol s ' ' or hat And xta wenf l k' ar z be ' z You t ' Y dau t I gh and dr tecoi s e kl st bete penn our gherau s ops h n h row' o h y i yourhand.' ay. 'ti ed ' 'Ik w iI ' ne t' 'L . daugherr te u e c none Is tme.Ih ' ' erai anded y te penn .11r s your pr i ev r h o ng. or l andyou'lneed t gette ni elont yourt ghwi tanyone' l o h ck o hi t hou s (oni e ) c t d no . You daugherpul herhan fom un t t e. el at /1 aie weekl al y l owance t dol si youIsen t my f ymi t en l f ar it o wenf. n ou ig r an ow os no it no e 'L tchanc t chan yourmi 'yous ' ou' h 'as eo ge nd.sti i t mi e of mie and.eypeech.an t nkabouth ' t o eal i en o y s ay d hi ow youc appl wh It l t yourstaton. Y ve anded me te penn and you'e holig t di rghk' h y r d n he me.it viw.T mak iwor.IsIk yourbu n 'ook dn' n dn'wi t ie ' yig s ees.

wi t di ctt bqs of n l e hem n i e 8 t he me l he e h yourfnger cnc t penny s bcck i yourpcl . As t l vr c penn cnc c di Dipl te l c nsi te k o x ow l y l l l me. . . Fi r 18. i s l lhe et l n l m As t s tl t ext herrghthcnc underte tl e. *'' x . . 77 ' . Di ay c n . Th momentyou h l i ou ofsgh pik upt ni el t e r cnd s t i t c he ck wi h y rtu c c id xf g (iue 1 9) t c It h stt c ou h mb l ln e i er Fg r 8.Your r ly t peror l /e ecd o f m. . g . t.9 Han s cr l gu e 8 spl ois gu e d e et y gr s ni el r I ab ck fom ap. . 'e '' . l ompl hi n e w s l:t l .W hi y r s ckng postont ur ec. . cn e t nik ter checc oftme orcl lc he c el h e l ll i qndesi y si t nik tnel l he c el p ont m urIg wh youcnc t s ct cr ch ng f rxiet o e en l lhe pectl le ecki or x k or chcnge. ï 1# t y. s qy h wo oi n h t n lup pcl ofyourhcnd. l m l l ou/e m li e ii he coiscsyous e t i Fgur 18. k' . s # x.THE M ECHANI S SM ( nt v d) Co i e n s m ci Youccn qcc ih t si on ofl o wcys Eiherbcl us tng. . .As k he pecct o end or i ll h cbl s e com ples cl e y hcnc I el cnc dr yourfs L l t h i os our l loos y l l op it ow he tl et cbl op. '' ' R l 1 ! . Fi r 18. wi l il e i i l n n h s le q on s pos i e cnc mov y hcn lcbov her sbl l l e our lc l e s (oniv d c t e) n .

y T e t ni eli yourfn tps and brn yourhan backt ak he ck n igeri .Ther moot y t l l n ul y ou h omet n s e ar f h r poi s t r eare: getig t ni elono your e our aiy nt o eh s tn he ck t t gh. s Fiih.hol ng te coi pr l.t nki i' te penny. ig it no e Y now hol t di al ghs b iv youhol t penn ou d he me. r hows ' r m er t n and a pr pectmagnet As I g as Idontmak f s aier os .te f begi . ig d owar yourI L t ni elter and brn yourfs it viw. h un ns As hert h youte penn She/lhan you t bi tc n k o and h y.i' t ni el he ds hi ng t h s Act l ts he ck . t ay an hi I mor r -ie isance t gh. en rad el I ont x e t tp e Kigt ra s r metatt is as l d 'e p c Se h n n o e sue h is ut ty ' o I i t es wher you/e obvi l ent t ni don' s n nsanc e r ousy erai ng. + I t moneys thig s f he -wic n equenc s ems c u ig.i wi be paif l obvi s tats hig' up.Keep h d oftedi op h enn d h ck it ol h me. Now. Sh hol t penn t nkig i' te di e ds he y. # Th al e l owanc s enaro r s a mor quesi Sh d youadmi e c i aies al ton: oul t tata mech s i a ti ?Thatssi y. d ap. h anim s rck ' tck Speakn f mys f attade s . ual . Is t t he ' penn and te ni elt do aIte movi y h ck hat Ih ng. /e i s o e nt . Af al wh I t te movis I te ctRober De Nio t l en go o h er . l d he gges oi s hol . eave he ck h e. hi n t h me. e .Idon'f inec s y t pr acewh Im ai t oducs t eelt es ar o ef at' doig wih 'hi i r I an 'hi i f s ' n t t s s ea ' d t s s ale. o ome t har er d t e' i ng. ns Backr oom 'l I Alowanc M oney Ips or l e + Al l owance M on y in' difcul but i you don' execue i e s t fi t . hou ' el he l enc your usng a mechanim t mak a poi . I hied as an ent ig or el. n e eal f n t s.r e e onfsn emembert s hi domi nant prn pl The di nev Iaves you h ici e: me er e r and. t hou he el es e d he y. t i t ni el Fr i ng he ck . don' xpe t r t c ou ofc act an admih sact W h Ie a nov . on ' e ale cl msabou pr t.Id t lt audi e yt ng. act ce. f t t t s hl.pi i up te ni eland dich hi di h ns opery ckng h ck .TH E II AN IIIEII V ECH SV V ERGEN CY KI T ( nio d Co t e ) n Dr te p yan teni elno herhand.

Thi ompani have cu coss t t nkt el es t t. tacs t i y l g i 5b . n hal.c z se n der o e oft ompani ofen r or t es t es t o c t tig.and wr n t paperar i h appig he ound i.s os.tn rmmi cu k ig.and nt hi ecangl t ny ds u e it pa fl i at i f ges s s to lyul ab hs i r.i mus s y o hi t t uppor i empl tt s oy ees Onl by doi t wilpr tvi s l Durn t sI tIn . hey hi hems ves s p. ol h no ourhs. .paperbut f t Ie.cutnghar ti edge.and qu iy i o t al ni f tat e 'W iheac s . tckng s or i n h ro emphasze te numberone. y ng hat l oduci t oar' ig hi as ie. Th curousman sgie hi te foor n he ' e i ' ager v m h l . s s tng o tlf y y. t h el v ' vi ynn ol fer t or oft paper maki i i o aneln ed di d.and pr isar cal atd du i t fs yearsf qu oft oft e cul e rng he ical ' our ar t s'So s n he f dste paperit f t er.Bu youkn what By t tme I fnih wih my hi cr t ow ? he i ' i s ed t m prs at t ss ap may bec t mos i t tbu i s doc e ent i hi cr on. y L r ynn emoveshi f efngerfom te paper c i i z ngs t s or i r h . he . we now ompani ar i bu i s t mak es e n sne s o e a pr i. y n z e ar i t rali ofbusn s. ome he tmporan sne s umenti t company. i tator s h f ac ompan t trve. s ig es c l on or ocat vi o Durng a sal e i t t k he atr t atenton b puln a i t emat n he als.t ni t di f ur ng he amond i o a t n r t e wihpoif en .h q ar f a r r i a k t o k t n om z ay Is ow e yone s hi iti ngk'he as s..i or t mak a pr i.'hes si i hi f efngeri te ai t houl ver or t ays. s n ig t h dozen manager. ' ayig. t ' ' .ti ng maretn diti in.ic s u eo p pe f hsic e p c e.'tivol z M h ver omet ng nrgui ' k I n ves t s papers ap. z cond. igig s mscal t l oi ery f (oni e ) c t d no .L f dsbacka dif en c ner i i s..debatn r oure al i f each di sin.He ten gr t un sde oft paperbef nap no e h abs he deri he ween hi s t humb an mi efngerand u e a pi ng moton tatc est d ddl i s s nchi i h aus he wi t f brn n hi whi i .ce named.TH E II V ECHAN I VI SI S A Tr f maton M echani ansor i sm: The Cor at Buterl por e t fy The St ene L who i con uli t a uii compan i i a meetn wi a ynn. ng t nt o gat amon z r once c z d. zFrt's L z k c zis. -y5. ays ynn. As h del er t I L f dste paperi ' e i s he i ynn ol h v ne.Butonet n we z Thos e mporant e ies t ies hig s d ne f ge . srbut uppor. . ausng t z s wi ' o s it viw. ngs o l ap.

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