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    Selling Without Selling
    Have you even watched some sales people as they sell and you think to yourself they do not appear to be selling anything at all? Sure, they are a salesperson or account executive or whatever their fancy title for sales person says on their business card. They certainly are not hiding anything, they are selling and everyone knows it.The prospect and potential customer and anyone else who is watching; yet they seem so smooth you wonder what are they doing and how are they so good at it? Well, they doing what I call selling without selling. Instead of what we think of when we hear the word selling, they are doing something totally different.They are not doing most of the talking, they are not telling the customer to buy this or that or the other thing, no, instead they are selling, but without really selling you see? They are discussing with the potential customer or client their needs, interests and desires. They are engaging the prospect and customer in objections, likes and dislikes of the product or service.They are developing rapport with client and making sure that what they are selling can do the trick for them. No on the surface it does not look like selling does it and perhaps this is why they make so many sales and still find it in them to walk away without remorse when the product or service that they are selling is not a good fit. I sincerely hope you will consider this in 2006.
    rs will be able to trust you when you need more credit at certain times.

  • Discount - If you pay early ask for a discount. In fact always ask for a discount when you buy anything. Most will give you a discount for cash. Discounts add up. No one pays the full retail price nowadays anyway.
  • Tax - There are many things you can do to minimise your tax. See a good tax specialist if your accountant doesn't specialise in this area. Never delay your tax payments because penalties from the tax department can be pretty heavy.
  • Records - Make sure your records are absolutely fantastic. Keep all your communication and emails. Keep every receipt. Take a copy of all documents. Lose nothing. They will "save your bacon" one day when you have a court case and you just happen to have a copy of that important piece of paper in your files.
  • Hours - Keep to proper hours. If you burn the midnight oil everyone looses out. Your family, your friends, your kids and you. You will not be rested so your performance will suffer the next day.
  • Learn - Get to know a little about business and the principles of finance, sales and profit. Read as much as you can on these subjects. Attend courses. Go to seminars. Learn and learn and learn. You
    Customer Support
    Customer support is the core of almost every business. It is through this process that customers and clients are won and retained. But what exactly is it, and how can effective use help your company grow? Read on to find out.Customer support 101Customer support refers to the processes that involve the development and delivery of customer support services that include installing, configuring, troubleshooting, assisting and training to meet customer requirements.The best gauge of the effectiveness of your company’s customer support is the interaction between your employees and your customers. Are your employees wiling to lend after-sales support to your clients, even when you do not require them to? Do you have manpower devoted solely to making sure that your customers are served well after they have bought your services or products?Some ideasRemember that your employees act based on the examples you set – putting up posters or ordering your employees to be friendlier to your clients is never enough. You must lead by example.You must also make customer support a keystone in the recruitment and dismissal of employees. Ask your supervisors to rate your employees on their customer support performance, and reward those who show exemplary customer support.You should always measure your company’s level of customer support with that of your competitors. Observe their techniques to se
    What does it take to grow a business and run it successfully? The main ingredient is attention to the basics, operating with integrity and following the way other successful people have run their operations.

    Here are StartRunGrow.com's 42 greatest business tips for you to follow:

    1. Advisers - Make sure you talk to other successful people who have already done it. There is no sense in reinventing the wheel and learning by trial and error if you don't need to. Discuss it also with your family, especially your spouse. It's best to get their backing and support because you will need it.
    2. Costs - Watch your spending. It's very easy for business costs to "run right into the stratosphere". Even when you start to make money keep an eye on your costs.
    3. Capital - Don't start a business unless you have enough money saved up. You need to have enough to start up your business and to run your operation for a 6 month period (at least) until the business starts generating enough income to "fend for itself" and grow. Under-capitalisation by small businesses is one of the biggest causes of failure.
    4. Use others - Know your strengths and weaknesses and fill in the gaps with people (such as your advisers or experienced employees) who have expertise in the areas you don't.
    5. Court - Try and settle out of court if you can. Whatever your dispute going to court will cost you thousands of dollars for your lawyers as well as a huge amount of stress and heartache let alone loss of time and productivity. Avoid any type of court action if you can. Use negotiation, mediation or arbitration rather than litigation.
    6. Next level - Don't depend on your friends and family. They can help you at the start, but they are not usually the people to get you on to the next level because of their lack of experience and skills.
    7. Drawings - Try not to draw too much money out for yourself from the business at the beginning. If you take too much pay from your new venture it could impact on your cash reserves and leave the business with cash flow problems. Take out of the business the minimum that you need.
    8. Realistic - Keep your feet on the ground. Don't chase blue-sky potential. Be realistic in all you do. Don't show off. Use your head at all times.
    9. Good Products - Make sure you have good products and services. You can't have a business unless you are selling something that buyers want.There is no point going into the marketplace if your products and services are not up to scratch as far as quality or function is concerned. There are many competitors out there and it is tough to win, let alone survive.
    10. Cash Flow - Watch your cash flow every day. Monitor the cash that comes in and that goes out. Your cash is essential. Once that's gone - you're gone.
    11. Enjoy - Make sure you enjoy the business you are in. If you enjoy what you are doing, you will do it a lot better and a lot faster. It has to be something worth getting out of bed for.
    12. Motivation - Because you no longer have to account to anyone but yourself, you must be self-motivated. Get out of bed early every day just as if you had to beat the traffic to work.
    13. Determination - Unless you are serious and determined to succeed in your business you will find that little will be achieved. Be "dogged" determined and persevere.
    14. Confidence - Be confident in your own abilities. If you have confidence in your ideas and skills there is no reason why you cannot succeed, even alongside the big operators. Get ongoing help, if you can, from a successful business friend and your confidence will grow.
    15. Focus - Be focused. Don't be distracted. Keep your eye on the ball.
    16. Over-deliver - Always under-promise and over-deliver. There's something about doing more for customers than what you had originally promised. It gives your business and you a good name and reputation.
    17. Honesty - Keep your integrity. Don't do what many others do that involve cutting corners. Don't hide behind legal agreements. If it's yes then say YES, If it's no then say NO. Make sure your word is your bond. Keep honest and open. Nothing gives you a better nights sleep.
    18. Customers - Focus on your customers. Looking after your customers and pleasing them should be your number one priority. Without customers you've got no business.
    19. Skills - Make sure you possess the necessary skills to be able to carry out the type of business that you are contemplating or currently in.
    20. Experience - Even though it is not critical, possessing a little experience in accounting or business or finance will be a great help.
    21. Work - Work Hard. You will need to put in a few more hours at the beginning and for the first year or two. Tell your family and friends about this so they will understand and help you wherever possible.
    22. Pay your bills - Always pay your bills on time. Get a good name for it. Be faithful in this area and your suppliers will be able to trust you when you need more credit at certain times.
    23. Discount - If you pay early ask for a discount. In fact always ask for a discount when you buy anything. Most will give you a discount for cash. Discounts add up. No one pays the full retail price nowadays anyway.
    24. Tax - There are many things you can do to minimise your tax. See a good tax specialist if your accountant doesn't specialise in this area. Never delay your tax payments because penalties from the tax department can be pretty heavy.
    25. Records - Make sure your records are absolutely fantastic. Keep all your communication and emails. Keep every receipt. Take a copy of all documents. Lose nothing. They will "save your bacon" one day when you have a court case and you just happen to have a copy of that important piece of paper in your files.
    26. Hours - Keep to proper hours. If you burn the midnight oil everyone looses out. Your family, your friends, your kids and you. You will not be rested so your performance will suffer the next day.
    27. Learn - Get to know a little about business and the principles of finance, sales and profit. Read as much as you can on these subjects. Attend courses. Go to seminars. Learn and learn and learn. You c
      Opening A Dollar Store - Cost-Of-Good-Sold Reduction Through Buying Patterns
      When opening a dollar store it is important to never stop reducing the Cost-Of-Goods-Sold. This cost cutting effort should start with the very first merchandise that you purchase. It should continue for as long as you own your business. The reduction in C-O-G-S can be the single most important effort leading to business success or failure.The Cost-of-Goods-Sold which includes the cost of merchandise, freight expenses, shortages in shipment, and damaged merchandise is a major expense for all retailers. When opening a dollar store, this is especially a true. For the $1.00 price point store you can reasonably expect C-O-G-S to run as high as 60% of sales when you are first opening your dollar store.Reduction of the C-O-G-S can have a huge impact on the bottom line for your business. For example even a reduction of 2? in the C-O-G-S for a store can be tremendous. Assume annual sales $500,000. That 2? reduction annualized equals $10,000 in C-O-G-S reduction for the year when opening a dollar store.Cost-Of-Goods-Sold reduction can be achieved many ways. One method that works is changing ordering/buying patterns. As an example orders might be submitted less frequently. By making this move, larger quantities would be required when ordering. Increasing the size of shipments can result in lower freight costs (Shipping more pallets together can decrease the per-pallet freight costs in some cases.). If you are o
      rtise in the areas you don't.
    28. Court - Try and settle out of court if you can. Whatever your dispute going to court will cost you thousands of dollars for your lawyers as well as a huge amount of stress and heartache let alone loss of time and productivity. Avoid any type of court action if you can. Use negotiation, mediation or arbitration rather than litigation.
    29. Next level - Don't depend on your friends and family. They can help you at the start, but they are not usually the people to get you on to the next level because of their lack of experience and skills.
    30. Drawings - Try not to draw too much money out for yourself from the business at the beginning. If you take too much pay from your new venture it could impact on your cash reserves and leave the business with cash flow problems. Take out of the business the minimum that you need.
    31. Realistic - Keep your feet on the ground. Don't chase blue-sky potential. Be realistic in all you do. Don't show off. Use your head at all times.
    32. Good Products - Make sure you have good products and services. You can't have a business unless you are selling something that buyers want.There is no point going into the marketplace if your products and services are not up to scratch as far as quality or function is concerned. There are many competitors out there and it is tough to win, let alone survive.
    33. Cash Flow - Watch your cash flow every day. Monitor the cash that comes in and that goes out. Your cash is essential. Once that's gone - you're gone.
    34. Enjoy - Make sure you enjoy the business you are in. If you enjoy what you are doing, you will do it a lot better and a lot faster. It has to be something worth getting out of bed for.
    35. Motivation - Because you no longer have to account to anyone but yourself, you must be self-motivated. Get out of bed early every day just as if you had to beat the traffic to work.
    36. Determination - Unless you are serious and determined to succeed in your business you will find that little will be achieved. Be "dogged" determined and persevere.
    37. Confidence - Be confident in your own abilities. If you have confidence in your ideas and skills there is no reason why you cannot succeed, even alongside the big operators. Get ongoing help, if you can, from a successful business friend and your confidence will grow.
    38. Focus - Be focused. Don't be distracted. Keep your eye on the ball.
    39. Over-deliver - Always under-promise and over-deliver. There's something about doing more for customers than what you had originally promised. It gives your business and you a good name and reputation.
    40. Honesty - Keep your integrity. Don't do what many others do that involve cutting corners. Don't hide behind legal agreements. If it's yes then say YES, If it's no then say NO. Make sure your word is your bond. Keep honest and open. Nothing gives you a better nights sleep.
    41. Customers - Focus on your customers. Looking after your customers and pleasing them should be your number one priority. Without customers you've got no business.
    42. Skills - Make sure you possess the necessary skills to be able to carry out the type of business that you are contemplating or currently in.
    43. Experience - Even though it is not critical, possessing a little experience in accounting or business or finance will be a great help.
    44. Work - Work Hard. You will need to put in a few more hours at the beginning and for the first year or two. Tell your family and friends about this so they will understand and help you wherever possible.
    45. Pay your bills - Always pay your bills on time. Get a good name for it. Be faithful in this area and your suppliers will be able to trust you when you need more credit at certain times.
    46. Discount - If you pay early ask for a discount. In fact always ask for a discount when you buy anything. Most will give you a discount for cash. Discounts add up. No one pays the full retail price nowadays anyway.
    47. Tax - There are many things you can do to minimise your tax. See a good tax specialist if your accountant doesn't specialise in this area. Never delay your tax payments because penalties from the tax department can be pretty heavy.
    48. Records - Make sure your records are absolutely fantastic. Keep all your communication and emails. Keep every receipt. Take a copy of all documents. Lose nothing. They will "save your bacon" one day when you have a court case and you just happen to have a copy of that important piece of paper in your files.
    49. Hours - Keep to proper hours. If you burn the midnight oil everyone looses out. Your family, your friends, your kids and you. You will not be rested so your performance will suffer the next day.
    50. Learn - Get to know a little about business and the principles of finance, sales and profit. Read as much as you can on these subjects. Attend courses. Go to seminars. Learn and learn and learn. You
      Career Change: When Your Degree And Experience Does Not Match Your Interests
      Sometimes, switching careers or pursuing a career that is different from your degree can be difficult but it can certainly be accomplished.If you're applying for entry level positions, you are most likely competing against other people who have little to no relevant experience as well, so that's a positive thing to keep in mind. Maybe they don't all have the proper degree either.If you are applying for jobs that require experience that you don't have, you may have to take a different tack.If anything, having a degree that is different from the field you want to go into might make for an interesting talking point during an interview. The question of course is how to get an interview that leads to a job.What you might do before you think about spending time and money to go back to university is to take a course in the particular field you want to go into to get you started and that you can add to your resume.You might also consider contacting anyone you know who works in the field you are planning on working in or alternatively, someone they know who you can speak to for advice.Networking is often the best way to get your job search moving especially in the case of where you don't have a specific degree or experience that might otherwise be required.Consider making a list of companies you'd like to work for and then call each company and ask to speak with the head of the depar
      scratch as far as quality or function is concerned. There are many competitors out there and it is tough to win, let alone survive.
    51. Cash Flow - Watch your cash flow every day. Monitor the cash that comes in and that goes out. Your cash is essential. Once that's gone - you're gone.
    52. Enjoy - Make sure you enjoy the business you are in. If you enjoy what you are doing, you will do it a lot better and a lot faster. It has to be something worth getting out of bed for.
    53. Motivation - Because you no longer have to account to anyone but yourself, you must be self-motivated. Get out of bed early every day just as if you had to beat the traffic to work.
    54. Determination - Unless you are serious and determined to succeed in your business you will find that little will be achieved. Be "dogged" determined and persevere.
    55. Confidence - Be confident in your own abilities. If you have confidence in your ideas and skills there is no reason why you cannot succeed, even alongside the big operators. Get ongoing help, if you can, from a successful business friend and your confidence will grow.
    56. Focus - Be focused. Don't be distracted. Keep your eye on the ball.
    57. Over-deliver - Always under-promise and over-deliver. There's something about doing more for customers than what you had originally promised. It gives your business and you a good name and reputation.
    58. Honesty - Keep your integrity. Don't do what many others do that involve cutting corners. Don't hide behind legal agreements. If it's yes then say YES, If it's no then say NO. Make sure your word is your bond. Keep honest and open. Nothing gives you a better nights sleep.
    59. Customers - Focus on your customers. Looking after your customers and pleasing them should be your number one priority. Without customers you've got no business.
    60. Skills - Make sure you possess the necessary skills to be able to carry out the type of business that you are contemplating or currently in.
    61. Experience - Even though it is not critical, possessing a little experience in accounting or business or finance will be a great help.
    62. Work - Work Hard. You will need to put in a few more hours at the beginning and for the first year or two. Tell your family and friends about this so they will understand and help you wherever possible.
    63. Pay your bills - Always pay your bills on time. Get a good name for it. Be faithful in this area and your suppliers will be able to trust you when you need more credit at certain times.
    64. Discount - If you pay early ask for a discount. In fact always ask for a discount when you buy anything. Most will give you a discount for cash. Discounts add up. No one pays the full retail price nowadays anyway.
    65. Tax - There are many things you can do to minimise your tax. See a good tax specialist if your accountant doesn't specialise in this area. Never delay your tax payments because penalties from the tax department can be pretty heavy.
    66. Records - Make sure your records are absolutely fantastic. Keep all your communication and emails. Keep every receipt. Take a copy of all documents. Lose nothing. They will "save your bacon" one day when you have a court case and you just happen to have a copy of that important piece of paper in your files.
    67. Hours - Keep to proper hours. If you burn the midnight oil everyone looses out. Your family, your friends, your kids and you. You will not be rested so your performance will suffer the next day.
    68. Learn - Get to know a little about business and the principles of finance, sales and profit. Read as much as you can on these subjects. Attend courses. Go to seminars. Learn and learn and learn. You
      Driving Near School Buses in Company Vehicles
      School BusesWhen approaching a school bus: Slow down; If the amber lights are flashing, the bus is about to stop; If the red lights are flashing, the bus is stopped; In many states it is against the law to pass a school bus with flashing red lights and/or an extended stop arm.Do not upset school bus drivers. Many are not paid very well and certainly don’t deserve the aggravation. There are many type of transportation companies and agencies which drive buses and all have slightly different policies, so expect just about anything, they are human and can make mistakes too. Here are some of the School Bus Companies and Agencies out there:Private schools; Public school districts; Ryder leasing; Russell bus lines; Durham Transportation; Laidlaw; Etc.Make sure you maintain good public relations with these drivers. Also, realize that if you do something stupid near a school bus; it will be noticed by others. They will think you are unsafe, which is a bad image. Don’t think for a second no one will notice. After all logo on your company vehicle sticks out. Save yourself a free ticket to traffic school and negative comments from teachers, bus drivers, parents and other motorists.Proper etiquette when driving the company vehicles is important no matter who is driving, you should make a point of discussing this with all your drivers. Sometimes delivery drivers get in a bit of a hurry
      promise and over-deliver. There's something about doing more for customers than what you had originally promised. It gives your business and you a good name and reputation.
    69. Honesty - Keep your integrity. Don't do what many others do that involve cutting corners. Don't hide behind legal agreements. If it's yes then say YES, If it's no then say NO. Make sure your word is your bond. Keep honest and open. Nothing gives you a better nights sleep.
    70. Customers - Focus on your customers. Looking after your customers and pleasing them should be your number one priority. Without customers you've got no business.
    71. Skills - Make sure you possess the necessary skills to be able to carry out the type of business that you are contemplating or currently in.
    72. Experience - Even though it is not critical, possessing a little experience in accounting or business or finance will be a great help.
    73. Work - Work Hard. You will need to put in a few more hours at the beginning and for the first year or two. Tell your family and friends about this so they will understand and help you wherever possible.
    74. Pay your bills - Always pay your bills on time. Get a good name for it. Be faithful in this area and your suppliers will be able to trust you when you need more credit at certain times.
    75. Discount - If you pay early ask for a discount. In fact always ask for a discount when you buy anything. Most will give you a discount for cash. Discounts add up. No one pays the full retail price nowadays anyway.
    76. Tax - There are many things you can do to minimise your tax. See a good tax specialist if your accountant doesn't specialise in this area. Never delay your tax payments because penalties from the tax department can be pretty heavy.
    77. Records - Make sure your records are absolutely fantastic. Keep all your communication and emails. Keep every receipt. Take a copy of all documents. Lose nothing. They will "save your bacon" one day when you have a court case and you just happen to have a copy of that important piece of paper in your files.
    78. Hours - Keep to proper hours. If you burn the midnight oil everyone looses out. Your family, your friends, your kids and you. You will not be rested so your performance will suffer the next day.
    79. Learn - Get to know a little about business and the principles of finance, sales and profit. Read as much as you can on these subjects. Attend courses. Go to seminars. Learn and learn and learn. You
      Mortgage Leads, Good Return Policy
      If you are a loan officer or mortgage broker on the market for mortgage leads, make sure the mortgage lead company you are considering has a good return policy.Because you work hard for your money, a good return policy would consist of full refunds on leads where the contact information is inaccurate, the phone number is not in service, or the person has already closed on their loan.A lot of mortgage lead providers will not refund your money based on a theory that they provide you with an opportunity and the rest is up to you.At least that is what I heard quite a bit of when I worked as a loan officer.Don’t base your decision that the mortgage lead company you are considering has a good return policy just because their web site says so.Call the mortgage lead company and speak with someone in customer service.Ask the customer service representative questions specific to what you believe is a qualified reason for a lead to be refunded.If you are not happy with the answers you receive, than move onto the next mortgage lead company. There are plenty of them out there.One more thing, consider this as a way to cut down on receiving leads where the quality is questionable.While you have customer service on the phone, ask how they acquire their leads.This is what you will want to hear.You will want to hear that they obtain their leads through web sites th
      rs will be able to trust you when you need more credit at certain times.
    80. Discount - If you pay early ask for a discount. In fact always ask for a discount when you buy anything. Most will give you a discount for cash. Discounts add up. No one pays the full retail price nowadays anyway.
    81. Tax - There are many things you can do to minimise your tax. See a good tax specialist if your accountant doesn't specialise in this area. Never delay your tax payments because penalties from the tax department can be pretty heavy.
    82. Records - Make sure your records are absolutely fantastic. Keep all your communication and emails. Keep every receipt. Take a copy of all documents. Lose nothing. They will "save your bacon" one day when you have a court case and you just happen to have a copy of that important piece of paper in your files.
    83. Hours - Keep to proper hours. If you burn the midnight oil everyone looses out. Your family, your friends, your kids and you. You will not be rested so your performance will suffer the next day.
    84. Learn - Get to know a little about business and the principles of finance, sales and profit. Read as much as you can on these subjects. Attend courses. Go to seminars. Learn and learn and learn. You cannot learn enough about business.
    85. Staff - Take your time in picking good staff. They will be the biggest asset in your business. Promote only to character. Character is never wrong. Dismiss those who do not work as they will not produce. Reward those who deserve it. Treat staff fairly.
    86. Golden Rule - Keep to the golden rule "Do unto others as you would want them to do unto you" - that never fails. And keep a smile on your face. It brightens everyone's day.
    87. Accountant - Get a good accountant. Someone who knows "their stuff". They must be prepared to "fight" for you if necessary. They must be able to give you attention. They must not be afraid of the Tax Department. Get someone who specialises in small business. Make sure you can get along - that's critical.
    88. Lawyer - Ditto as for Accountant plus they must be aggressive and be able to think on their feet. They must hate to lose. Get someone who can talk in plain language - not in legalese. They have to know all the tricks - legally. And they must be organised and sharp.
    89. Partners - Be very careful about who you bring in as partners or shareholders. The wrong people will ruin you. They will betray you and try to take your business from you. Keep control of all situations at all times. Make sure you are the Governing Director in your company and draft a Constitution in your favour before these people come in. Retain majority shareholding and keep directorship within your family or trusted associates. Make no one a director or partner unless they are totally loyal to you.
    90. Spouse - Don't leave your spouse or partner out of things. Men need to know that their wives have a special ability to see the details which they often miss. Woman's intuition? It's there and it works. Ladies, your man is great at seeing the big picture. Best working as a team.
    91. Passion - Be passionate about what you do. You have God-given abilities and they'll show through in your passion. Keep your passion. When nothing else gets you through, passion will.
    92. Live - Make sure you make a life and not just a living. Having a business should be long-term. It should be the investment for your retirement and an inheritance for your children and grandchildren. It has to be something that creates a life for you, not just a living.
    93. Stress - Watch out for worry and stress. Keep a calm attitude. Try being laid back. Learn how to relax. Take care of yourself. If the business loses you it loses its most valuable asset. Tomorrow's another day remember.
    94. Goals - Don't ever forget why you went into business in the first place. Now and then check up on yourself. What were your original goals? Are you still on track? Do your goals still excite you? If business no longer does it for you then it may be time for a change.
    95. Health - Keep yourself healthy and fit. Lose weight if you need to. Work in an early walk or gym session daily. Don't diet but develop better eating habits and lifestyle. Shortcuts don't work. Get to bed before 10 so you can get in at least 7-8 hrs sleep. Make changes that would be with you forever. "There's no change if there's no change".
    96. Rise Early - Start the day early. Get up before dawn while the family are still asleep. Wash your face, grab a "cuppa" and enjoy the morning. Have a quiet time for yourself and reflect on things. Be thankful for the new day. Rising early helps you to take control. Your mind is clear in the morning. Before 6 am is good. There's something about getting up early.
    97. Joy - Keep happy inside. Go with the proverb "A merry heart doeth good like a medicine".
    98. Family - Don't lose your family in your effort to get ahead. When you have become a millionaire it's not your money that will bring you happiness - it will be your family. Keep close to your kids. Be their rock. They need a secure hideout. Be the one person they know will always stand for them when no one else will give them a prayer. Love and respect your wife (or husband or partner) above all others. He or she is your greatest business ally. Value your family. Make sure they are there for you when you've reached the top by making sure you are there for them during your climb. Remember, No Business is worth it.
    99. Never Quit - If you fall or have fallen get up again. Don't stay down. Bounce back. Look up. "Two men looked out of prison bars - one saw mud the other saw stars". It depends where you look, up or down. No matter what you have gone through there will always be hope. Without hope life is hopeless. Never give up - ever.

    Copyright 2005 StartRunGrow
    http://www.startrungrow.com

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