Dec. 20, 2024
Start FAST and Create Sales Wins in 2025 | Ep 23
Start FAST and Create Sales Wins in 2025 | Ep 23
Join Joe Beck, founder of The Sales Activist, as he shares essential strategies to start fast and achieve big sales wins in 2025. After a brief hiatus, Joe is back to discuss the importance of having a...
Start FAST and Create Sales Wins in 2025 | Ep 23
Join Joe Beck, founder of The Sales Activist, as he shares essential strategies to start fast and achieve big sales wins in 2025. After a brief hiatus, Joe is back to discuss the importance of having a solid plan, a sense of urgency, and an efficient client acquisition system.
You can tune in for actionable tips on revisiting past prospects, leveraging existing client relationships, and creating a wish list to target high-potential prospects. This episode is packed with valuable insights to help you start the new year strong and set the foundation for a successful year in sales.
Topics Discussed:
Introduction to the Impact Sales Podcast
The Importance of a Fast Start in 2025
Designing an Effective Sales Plan
Building a Sense of Urgency
Creating a Duplicatable and Scalable Client Acquisition System
Re-engaging Past Prospects and Clients
The Power of a Wishlist
Warm and Friendly Introductions
Simplifying Your Sales Process
Conclusion and Final Thoughts
The Impact Sales Podcast Show Links:
Spotify Podcasts:
https://open.spotify.com/show/3cThgJH6JW7AeMzT8bR1xF
Apple Podcasts:
https://podcasts.apple.com/us/podcast/the-impact-sales-podcast/id1617201046
YouTube:
https://www.youtube.com/@thesalesactivist
Podcast Website
https://www.spreaker.com/podcast/the-impact-sales-podcast--6437358
The Sales Activist Company Website
https://www.thesalesactivist.com
M3Linked Company Website
https://www.m3linked.com
WEBVTT
1
00:00:00.120 --> 00:00:03.120
And we've got a very special episode today. It's been
2
00:00:03.160 --> 00:00:05.919
a little while since we've recorded a new episode of
3
00:00:05.919 --> 00:00:08.439
the podcast, and today we're going to be diving into
4
00:00:08.679 --> 00:00:12.759
how you can start fast and create big sales wins
5
00:00:13.000 --> 00:00:29.800
in twenty twenty five. Welcome to the Impact Sales Podcast.
6
00:00:29.920 --> 00:00:34.920
I'm your host, Joe Beck, founder of the Sales Activist. Look,
7
00:00:35.240 --> 00:00:38.759
no matter where you've ended up twenty twenty four, having
8
00:00:38.759 --> 00:00:41.840
a plan and diving into a fast start for twenty
9
00:00:41.920 --> 00:00:46.000
twenty five is critical to your success. Many people jump
10
00:00:46.039 --> 00:00:49.000
in a little bit slow, they have that year end
11
00:00:49.119 --> 00:00:52.119
hangover and unfortunately they get a slow start to their
12
00:00:52.159 --> 00:00:54.399
new year. Well, today we're going to be talking all
13
00:00:54.439 --> 00:00:57.719
about how you can start fast and create big sales
14
00:00:57.759 --> 00:01:01.159
wins in twenty twenty five. So go anywhere, we'll be
15
00:01:01.320 --> 00:01:05.719
right back. Welcome back to the Impact Sales Podcast. I'm
16
00:01:05.760 --> 00:01:10.439
your host, Joe Beck, and today we're diving into how
17
00:01:10.480 --> 00:01:14.239
you can start fast and create big sales wins in
18
00:01:14.359 --> 00:01:18.159
twenty twenty five. Look, no matter where you ended up
19
00:01:18.239 --> 00:01:21.519
twenty twenty four, as far as a sales year, having
20
00:01:21.560 --> 00:01:25.920
a plan and going into twenty twenty five aggressively pursuing
21
00:01:25.959 --> 00:01:29.799
that plan is critical. To your success. So today's episode,
22
00:01:30.079 --> 00:01:33.159
we're going to be diving into getting a fast start
23
00:01:33.280 --> 00:01:36.799
and also laying the foundation for some big sales wins
24
00:01:37.439 --> 00:01:41.840
across the calendar year. You know, when I talk to
25
00:01:41.879 --> 00:01:45.959
people about what it takes to be successful in sales,
26
00:01:46.120 --> 00:01:49.079
one of the things that people always ask me about,
27
00:01:49.200 --> 00:01:52.519
you know, how do you design a sales plan? How
28
00:01:52.519 --> 00:01:55.480
do you look for the right component pieces, what should
29
00:01:55.519 --> 00:01:58.680
be included, what shouldn't be included? How do I go
30
00:01:58.719 --> 00:02:01.239
ahead and build a plan going to get me to
31
00:02:01.319 --> 00:02:04.640
reach my sales goals? And the first thing you need
32
00:02:04.680 --> 00:02:06.319
to start with, and I want to make sure we
33
00:02:06.400 --> 00:02:09.560
cover this because I think it's so important to people's success.
34
00:02:10.159 --> 00:02:14.000
There's all the obvious component pieces, obviously, certain things you
35
00:02:14.080 --> 00:02:16.120
need to be doing. You need to be prospecting, you
36
00:02:16.159 --> 00:02:17.639
need to be following up, you need to be doing
37
00:02:17.719 --> 00:02:21.599
a lot of different things to build sales momentum. But
38
00:02:22.120 --> 00:02:24.080
one of the things that I think is really important
39
00:02:24.080 --> 00:02:26.919
that needs to go into your sales plan is you
40
00:02:27.039 --> 00:02:31.719
need to design some built in sense of urgency about
41
00:02:31.719 --> 00:02:35.080
accomplishing your goals. Now why do I say that, Well,
42
00:02:35.120 --> 00:02:37.879
I'm going to give you an example. So many times
43
00:02:37.919 --> 00:02:41.520
people will start the sales year. They'll come back after
44
00:02:41.560 --> 00:02:45.280
the holidays. You know, they start slow. Everybody's kind of
45
00:02:45.280 --> 00:02:49.240
got that holiday hangover, kind of hanging in with what's
46
00:02:49.319 --> 00:02:52.039
going on, and things just start very slow to a
47
00:02:52.120 --> 00:02:56.759
new year. That can creep in from January into February,
48
00:02:56.840 --> 00:02:59.240
sometimes to the end of the first quarter where for
49
00:02:59.280 --> 00:03:03.280
things to start really start building momentum. And it's that
50
00:03:03.560 --> 00:03:06.639
lack of a sense of urgency that sometimes can set
51
00:03:06.680 --> 00:03:09.879
people up for failure across the year. And here's what
52
00:03:09.919 --> 00:03:14.960
I mean. Sometimes, just getting things going, just getting that
53
00:03:15.080 --> 00:03:19.599
kinetic energy moving, that momentum going in your business can
54
00:03:19.639 --> 00:03:24.080
fuel so many other areas of your success. And starting
55
00:03:24.199 --> 00:03:27.639
fast in your sales year is a big part of
56
00:03:27.680 --> 00:03:31.560
your success. It changes how you look at things, It
57
00:03:31.639 --> 00:03:35.879
changes how you move forward throughout the calendar year. And
58
00:03:36.039 --> 00:03:40.240
let me explain why that is. Many times people struggle
59
00:03:40.280 --> 00:03:44.199
with certain limiting beliefs limiting factors that hold them back
60
00:03:44.240 --> 00:03:48.080
from being successful. You know that fear, uncertainty, and doubt
61
00:03:48.120 --> 00:03:51.039
can creep into what they're doing. One of the best
62
00:03:51.719 --> 00:03:55.199
remedies for that. One of the things that you can
63
00:03:55.520 --> 00:03:59.159
do to avoid that happening is getting a fast start
64
00:03:59.159 --> 00:04:02.719
to your year. And the reason is it takes the
65
00:04:02.800 --> 00:04:05.800
pressure off. It takes the pressure off of you personally.
66
00:04:06.400 --> 00:04:11.840
It prevents you from overthinking things, feeling like you're constantly struggling,
67
00:04:12.080 --> 00:04:16.279
constantly behind your goals or objectives. So getting a fast
68
00:04:16.319 --> 00:04:19.839
start can pave the way for you having a very
69
00:04:19.839 --> 00:04:22.959
strong year. It takes the pressure off, it doesn't change
70
00:04:23.000 --> 00:04:26.040
how you do things. So gearing up towards that fast
71
00:04:26.079 --> 00:04:30.720
start really involves a very efficient plan. And in that plan,
72
00:04:30.800 --> 00:04:33.319
at the top of the list should be a sense
73
00:04:33.319 --> 00:04:36.839
of urgency. Now, how do you define a sense of
74
00:04:36.920 --> 00:04:42.000
urgency right, Well, it comes back to building very specific
75
00:04:42.160 --> 00:04:45.759
short term objectives, things that you need to accomplish. Here
76
00:04:45.879 --> 00:04:48.759
is what I'm going to do day one. Here is
77
00:04:48.759 --> 00:04:51.680
what I'm going to do day two. Here's the way
78
00:04:52.240 --> 00:04:55.040
you know days three through five. Look, here's the way
79
00:04:55.160 --> 00:04:59.000
my first week should end up. And having a very
80
00:04:59.040 --> 00:05:02.680
focused sense of verge agency around accomplishing those initial goals.
81
00:05:03.079 --> 00:05:08.319
And it doesn't automatically guarantee success when you do that,
82
00:05:08.720 --> 00:05:10.920
but starting with a sense of urgency should be at
83
00:05:10.959 --> 00:05:14.000
the top of the list. It sets the tone. It's
84
00:05:14.120 --> 00:05:16.800
very much like having the right mindset. We're going to
85
00:05:16.839 --> 00:05:21.680
have a mindset around a sense of urgency. Okay, although
86
00:05:21.839 --> 00:05:24.319
we might be in day one of a new year,
87
00:05:25.040 --> 00:05:28.399
that means we only have three hundred and sixty four
88
00:05:28.519 --> 00:05:31.160
more days left before the year is over. There is
89
00:05:31.199 --> 00:05:34.680
a sense of urgency. We need to move forward quickly
90
00:05:35.079 --> 00:05:38.079
starting in day one. But what else should be in
91
00:05:38.120 --> 00:05:42.079
your plan? Well, you really need to make sure that
92
00:05:42.519 --> 00:05:46.160
you have very specific things outlined in your plan and
93
00:05:46.240 --> 00:05:48.319
I'm going to talk about what those things are because
94
00:05:48.319 --> 00:05:52.240
they will tie directly back to you having a fast
95
00:05:52.240 --> 00:05:55.639
start to your year as well as creating big sales
96
00:05:55.680 --> 00:05:59.000
wins for yourself. So the one thing that you need
97
00:05:59.079 --> 00:06:01.199
to make sure of when you start the new year
98
00:06:01.519 --> 00:06:06.639
is that you really have what is most important to
99
00:06:06.720 --> 00:06:13.360
your success, which is a duplicatable and scalable client acquisition
100
00:06:13.600 --> 00:06:17.519
system or CAS. Now what is a CAS? What does
101
00:06:17.560 --> 00:06:21.000
that mean? A client acquisition system? Well, it could mean
102
00:06:21.040 --> 00:06:23.000
a lot of different things. It all depends on how
103
00:06:23.040 --> 00:06:27.439
you currently go about acquiring new clients, what systems you've
104
00:06:27.439 --> 00:06:30.920
put in place, what processes that you follow. It needs
105
00:06:30.959 --> 00:06:35.319
to be duplicatable and scalable. Now, now why do I
106
00:06:35.399 --> 00:06:40.759
highlight those two words, Well, I highlight them because the
107
00:06:40.759 --> 00:06:43.920
things that go into your client acquisition system, especially when
108
00:06:43.959 --> 00:06:47.240
you're planning around a new year, especially when you're building
109
00:06:47.560 --> 00:06:50.439
your fast start plan with a sense of urgency, is
110
00:06:51.040 --> 00:06:55.279
you need to have a duplicatable plan, a duplicatable client
111
00:06:55.319 --> 00:06:58.199
acquisition system. It can't be something that you could do
112
00:06:58.319 --> 00:07:00.600
for a week or just a month. It needs to
113
00:07:00.639 --> 00:07:03.240
be something that you can rinse and repeat and do
114
00:07:03.680 --> 00:07:07.759
over and over again. It needs to work that way. Now,
115
00:07:07.879 --> 00:07:12.120
why is that important. It's important so you aren't retreading
116
00:07:12.160 --> 00:07:16.160
and restarting constantly with a new plan, a new client
117
00:07:16.199 --> 00:07:19.600
acquisition system. It takes time for things to build up
118
00:07:19.639 --> 00:07:22.639
and ramp up to the generating the best results for you.
119
00:07:22.759 --> 00:07:25.480
So you really need to have a client acquisition system
120
00:07:25.519 --> 00:07:28.720
that's duplicateable. The other piece that you need to have
121
00:07:28.800 --> 00:07:31.920
that's very important to your success is you need to
122
00:07:31.959 --> 00:07:35.439
have a scalable client acquisition system. It needs to be
123
00:07:35.519 --> 00:07:38.600
something that you can do two times, three times, four
124
00:07:38.680 --> 00:07:42.800
times as large or larger to be able to continue
125
00:07:42.800 --> 00:07:45.879
to grow your business. Look, if you're doing something that's
126
00:07:45.959 --> 00:07:49.439
working and it's generating good results for you as far
127
00:07:49.480 --> 00:07:54.360
as a client acquisition system, but it's not scalable, you
128
00:07:54.439 --> 00:07:58.319
will only limit your ability of growing and scaling your
129
00:07:58.319 --> 00:08:03.839
business if your plan doesn't allow for scalability, if it
130
00:08:03.879 --> 00:08:06.399
doesn't allow for you being able to do it at
131
00:08:06.439 --> 00:08:09.639
a much higher level, much more quickly. If it doesn't
132
00:08:09.639 --> 00:08:12.800
allow for that, then it becomes very difficult for you
133
00:08:13.639 --> 00:08:16.639
to grow and scale your business. Okay, And I would
134
00:08:16.720 --> 00:08:20.920
say that in many ways it will complicate things because
135
00:08:20.920 --> 00:08:24.120
what happens when you're developing your businesses. Let's say you
136
00:08:24.160 --> 00:08:27.639
have a workable client acquisition system. It gets you the
137
00:08:27.680 --> 00:08:31.199
bare minimum of what you need. Well, the problem with
138
00:08:31.319 --> 00:08:34.519
that if it's not scalable, is you will constantly be
139
00:08:34.679 --> 00:08:39.320
chasing new additions to add to your client acquisition system,
140
00:08:39.440 --> 00:08:42.440
or maybe different things that you add or layer on
141
00:08:42.559 --> 00:08:46.159
top of your client acquisition system. Now, all of that
142
00:08:46.360 --> 00:08:49.120
in itself is not a problem, right. All of that
143
00:08:49.240 --> 00:08:51.320
is a good thing. If it's working, you're only going
144
00:08:51.399 --> 00:08:54.440
to work to do more. Where it becomes a problem
145
00:08:54.799 --> 00:08:58.840
is being pulled in too many different directions, where you're
146
00:08:58.879 --> 00:09:02.480
not getting the best results that you could get in
147
00:09:02.519 --> 00:09:05.159
the efforts that you're putting out because you have a
148
00:09:05.240 --> 00:09:09.799
minimally producing client acquisition system and it's not getting you
149
00:09:09.879 --> 00:09:11.759
where you want to go. So, now you add two
150
00:09:11.799 --> 00:09:14.600
other things, and those two things don't start off the
151
00:09:14.600 --> 00:09:16.240
way that you thought. So then you look at two
152
00:09:16.279 --> 00:09:18.600
more different things, and the next thing you know, you're
153
00:09:18.600 --> 00:09:22.120
doing five six different things and you still don't feel
154
00:09:22.240 --> 00:09:24.320
like you're in a place where you can grow and
155
00:09:24.360 --> 00:09:29.279
scale your business. So having a scalable client acquisition system
156
00:09:29.440 --> 00:09:33.159
is critical to your success. Now, what are the pieces
157
00:09:33.200 --> 00:09:35.120
of a client acquisition system? You know, if we're going
158
00:09:35.159 --> 00:09:37.360
to be talking about a fast start, let's pin them down.
159
00:09:38.279 --> 00:09:42.120
Here's the thing that's important about this. The pieces don't
160
00:09:42.120 --> 00:09:46.120
matter as much as them being effective. Meaning you could
161
00:09:46.159 --> 00:09:50.279
get the majority of your prospects feeding your client acquisition
162
00:09:50.399 --> 00:09:53.720
system by walking into different meetings, maybe a networking meeting,
163
00:09:53.759 --> 00:09:56.840
maybe a chamber of commerce meeting, maybe walking down the street.
164
00:09:56.879 --> 00:09:59.039
You could meet enough people to be able to generate
165
00:09:59.120 --> 00:10:03.679
enough prospects. Business may not be scalable, but it could
166
00:10:03.720 --> 00:10:08.519
certainly be one piece of the system. Or maybe you
167
00:10:08.759 --> 00:10:11.240
do a lot of social media marketing. Maybe you do
168
00:10:11.279 --> 00:10:15.759
a lot of organic lead development on social media. Maybe
169
00:10:15.799 --> 00:10:19.720
you do email, maybe you do texting SMS, Maybe you
170
00:10:19.840 --> 00:10:22.799
do different types of things. Maybe you have paid ads
171
00:10:22.840 --> 00:10:26.840
going in your business. All of These are pieces of
172
00:10:26.879 --> 00:10:30.879
the puzzle. Now they don't all automatically fit and work
173
00:10:30.919 --> 00:10:34.639
with every business, But you need to decide for yourself
174
00:10:34.679 --> 00:10:38.120
what client acquisition system is going to generate the best
175
00:10:38.159 --> 00:10:42.480
results for you, What works best. It needs to be
176
00:10:42.720 --> 00:10:47.759
though duplicatable and scalable. Now, people ask me all the time,
177
00:10:47.840 --> 00:10:49.840
do I go with paid campaigns? Do I go with
178
00:10:49.960 --> 00:10:53.200
organic campaigns? What should I do in the development of
179
00:10:53.240 --> 00:10:55.600
my business? And I take the approach that if you
180
00:10:55.679 --> 00:11:01.360
can't grow it organically, then going in the paid route
181
00:11:01.519 --> 00:11:03.399
probably isn't going to get you there. If you can't
182
00:11:03.440 --> 00:11:05.799
crack the code of what you need to do organically
183
00:11:05.840 --> 00:11:08.360
a little bit. I wouldn't go down the path of
184
00:11:08.399 --> 00:11:13.279
paid campaigns, and people ask me why. It's usually because
185
00:11:13.720 --> 00:11:17.120
there's something broken in how you're acquiring them. If you're
186
00:11:17.159 --> 00:11:21.399
not able to get them organically. Okay, you should only
187
00:11:21.440 --> 00:11:25.159
add paid campaigns when you know you've solved the mystery
188
00:11:25.200 --> 00:11:30.919
the puzzle organically. It's really about throwing gasoline on the fire,
189
00:11:31.039 --> 00:11:35.440
getting more results, you know, little rocket fuel for your success.
190
00:11:35.480 --> 00:11:38.120
That's where paid campaign should come in. But let's take
191
00:11:38.120 --> 00:11:42.200
a step back. That client acquisition system is so critical
192
00:11:42.200 --> 00:11:46.559
to your fast start because of one key point. It's
193
00:11:46.840 --> 00:11:51.480
already working to build your pipeline. It's something that is
194
00:11:51.559 --> 00:11:54.879
already working to bring people to you. Now, maybe you
195
00:11:54.960 --> 00:11:58.480
are driving that effort, maybe somebody else's, or maybe it's
196
00:11:58.559 --> 00:12:02.200
again a paid campaign. But that client acquisition system is
197
00:12:02.240 --> 00:12:07.720
critical to your success. If you don't have viable suspects
198
00:12:07.759 --> 00:12:11.679
that you convert into prospects for, your business will wither
199
00:12:11.759 --> 00:12:16.840
and die. If you don't have new potential revenue that
200
00:12:16.919 --> 00:12:20.679
you can try to convert and bring in house to
201
00:12:20.759 --> 00:12:23.720
add to your bottom line, your business will wither and die.
202
00:12:23.879 --> 00:12:27.120
You need to have a client acquisition system if you
203
00:12:27.120 --> 00:12:30.559
want to get a fast start. Spend time coming up
204
00:12:31.519 --> 00:12:33.600
no matter where you are right now, no matter when
205
00:12:33.600 --> 00:12:35.679
you watch this podcast. If you don't have a client
206
00:12:35.720 --> 00:12:40.720
acquisition system, start there. Build the plan. If you aren't
207
00:12:40.759 --> 00:12:43.039
sure how to build it, reach out to me. I'll
208
00:12:43.039 --> 00:12:45.080
be happy to talk with you about how to build
209
00:12:45.120 --> 00:12:48.720
it and construct it for your particular business. But make
210
00:12:48.799 --> 00:12:52.720
sure that you are building that client acquisition system. It
211
00:12:52.759 --> 00:12:57.240
will help you get a fast start. Okay, now, before
212
00:12:57.279 --> 00:12:59.600
we go further into the other piece that you need,
213
00:13:00.159 --> 00:13:02.159
let's talk about some of the things that you should
214
00:13:02.159 --> 00:13:05.279
be doing side by side in your client acquisition system.
215
00:13:05.320 --> 00:13:08.919
Maybe some of these things are component pieces, maybe they
216
00:13:08.919 --> 00:13:12.519
are things that you're going to just sprinkle in on
217
00:13:12.639 --> 00:13:15.399
top of your client acquisition system. But let's talk about
218
00:13:15.399 --> 00:13:18.759
how you get that fast start. First is when you
219
00:13:18.799 --> 00:13:21.840
wrap up a calendar year, no matter how you end up,
220
00:13:22.320 --> 00:13:26.120
you should take a look at every prospect that you
221
00:13:26.440 --> 00:13:30.000
attempted to convert in the previous year, and you should
222
00:13:30.039 --> 00:13:34.320
be reaching out to them right now. If you didn't
223
00:13:34.360 --> 00:13:37.200
convert with them and reaching out and seeing did they
224
00:13:37.960 --> 00:13:40.240
solve the issue that you were talking to them about,
225
00:13:40.279 --> 00:13:43.039
did they accomplish the goal that you were trying to
226
00:13:43.080 --> 00:13:47.279
help them accomplish. Did they make it happen without your support.
227
00:13:48.240 --> 00:13:52.480
Many times you'll find viable prospects that you didn't convert
228
00:13:52.559 --> 00:13:57.080
back in January or June or October. When you reach
229
00:13:57.120 --> 00:13:59.039
out to them at the end of the year, they're
230
00:13:59.080 --> 00:14:02.600
now in that point of reflecting upon their year and
231
00:14:02.639 --> 00:14:05.639
they acknowledge that, no, they haven't accomplished what they were
232
00:14:05.679 --> 00:14:09.080
hoping to accomplish. They may still need your help no
233
00:14:09.120 --> 00:14:10.840
matter what it is that you do, no matter what
234
00:14:10.879 --> 00:14:13.720
you offer, no matter what your product or your service
235
00:14:14.159 --> 00:14:18.200
or your differentiator is if they haven't yet solved the
236
00:14:18.320 --> 00:14:21.879
need or the problem that they have, you have an
237
00:14:21.879 --> 00:14:24.559
opportunity to re engage them. So that should be the
238
00:14:24.559 --> 00:14:26.639
first thing you do. Write down the names of the
1
00:00:00.120 --> 00:00:03.120
2
00:00:03.160 --> 00:00:05.919
3
00:00:05.919 --> 00:00:08.439
4
00:00:08.679 --> 00:00:12.759
5
00:00:13.000 --> 00:00:29.800
6
00:00:29.920 --> 00:00:34.920
7
00:00:35.240 --> 00:00:38.759
8
00:00:38.759 --> 00:00:41.840
9
00:00:41.920 --> 00:00:46.000
10
00:00:46.039 --> 00:00:49.000
11
00:00:49.119 --> 00:00:52.119
12
00:00:52.159 --> 00:00:54.399
13
00:00:54.439 --> 00:00:57.719
14
00:00:57.759 --> 00:01:01.159
15
00:01:01.320 --> 00:01:05.719
16
00:01:05.760 --> 00:01:10.439
17
00:01:10.480 --> 00:01:14.239
18
00:01:14.359 --> 00:01:18.159
19
00:01:18.239 --> 00:01:21.519
20
00:01:21.560 --> 00:01:25.920
21
00:01:25.959 --> 00:01:29.799
22
00:01:30.079 --> 00:01:33.159
23
00:01:33.280 --> 00:01:36.799
24
00:01:37.439 --> 00:01:41.840
25
00:01:41.879 --> 00:01:45.959
26
00:01:46.120 --> 00:01:49.079
27
00:01:49.200 --> 00:01:52.519
28
00:01:52.519 --> 00:01:55.480
29
00:01:55.519 --> 00:01:58.680
30
00:01:58.719 --> 00:02:01.239
31
00:02:01.319 --> 00:02:04.640
32
00:02:04.680 --> 00:02:06.319
33
00:02:06.400 --> 00:02:09.560
34
00:02:10.159 --> 00:02:14.000
35
00:02:14.080 --> 00:02:16.120
36
00:02:16.159 --> 00:02:17.639
37
00:02:17.719 --> 00:02:21.599
38
00:02:22.120 --> 00:02:24.080
39
00:02:24.080 --> 00:02:26.919
40
00:02:27.039 --> 00:02:31.719
41
00:02:31.719 --> 00:02:35.080
42
00:02:35.120 --> 00:02:37.879
43
00:02:37.919 --> 00:02:41.520
44
00:02:41.560 --> 00:02:45.280
45
00:02:45.280 --> 00:02:49.240
46
00:02:49.319 --> 00:02:52.039
47
00:02:52.120 --> 00:02:56.759
48
00:02:56.840 --> 00:02:59.240
49
00:02:59.280 --> 00:03:03.280
50
00:03:03.560 --> 00:03:06.639
51
00:03:06.680 --> 00:03:09.879
52
00:03:09.919 --> 00:03:14.960
53
00:03:15.080 --> 00:03:19.599
54
00:03:19.639 --> 00:03:24.080
55
00:03:24.199 --> 00:03:27.639
56
00:03:27.680 --> 00:03:31.560
57
00:03:31.639 --> 00:03:35.879
58
00:03:36.039 --> 00:03:40.240
59
00:03:40.280 --> 00:03:44.199
60
00:03:44.240 --> 00:03:48.080
61
00:03:48.120 --> 00:03:51.039
62
00:03:51.719 --> 00:03:55.199
63
00:03:55.520 --> 00:03:59.159
64
00:03:59.159 --> 00:04:02.719
65
00:04:02.800 --> 00:04:05.800
66
00:04:06.400 --> 00:04:11.840
67
00:04:12.080 --> 00:04:16.279
68
00:04:16.319 --> 00:04:19.839
69
00:04:19.839 --> 00:04:22.959
70
00:04:23.000 --> 00:04:26.040
71
00:04:26.079 --> 00:04:30.720
72
00:04:30.800 --> 00:04:33.319
73
00:04:33.319 --> 00:04:36.839
74
00:04:36.920 --> 00:04:42.000
75
00:04:42.160 --> 00:04:45.759
76
00:04:45.879 --> 00:04:48.759
77
00:04:48.759 --> 00:04:51.680
78
00:04:52.240 --> 00:04:55.040
79
00:04:55.160 --> 00:04:59.000
80
00:04:59.040 --> 00:05:02.680
81
00:05:03.079 --> 00:05:08.319
82
00:05:08.720 --> 00:05:10.920
83
00:05:10.959 --> 00:05:14.000
84
00:05:14.120 --> 00:05:16.800
85
00:05:16.839 --> 00:05:21.680
86
00:05:21.839 --> 00:05:24.319
87
00:05:25.040 --> 00:05:28.399
88
00:05:28.519 --> 00:05:31.160
89
00:05:31.199 --> 00:05:34.680
90
00:05:35.079 --> 00:05:38.079
91
00:05:38.120 --> 00:05:42.079
92
00:05:42.519 --> 00:05:46.160
93
00:05:46.240 --> 00:05:48.319
94
00:05:48.319 --> 00:05:52.240
95
00:05:52.240 --> 00:05:55.639
96
00:05:55.680 --> 00:05:59.000
97
00:05:59.079 --> 00:06:01.199
98
00:06:01.519 --> 00:06:06.639
99
00:06:06.720 --> 00:06:13.360
100
00:06:13.600 --> 00:06:17.519
101
00:06:17.560 --> 00:06:21.000
102
00:06:21.040 --> 00:06:23.000
103
00:06:23.040 --> 00:06:27.439
104
00:06:27.439 --> 00:06:30.920
105
00:06:30.959 --> 00:06:35.319
106
00:06:35.399 --> 00:06:40.759
107
00:06:40.759 --> 00:06:43.920
108
00:06:43.959 --> 00:06:47.240
109
00:06:47.560 --> 00:06:50.439
110
00:06:51.040 --> 00:06:55.279
111
00:06:55.319 --> 00:06:58.199
112
00:06:58.319 --> 00:07:00.600
113
00:07:00.639 --> 00:07:03.240
114
00:07:03.680 --> 00:07:07.759
115
00:07:07.879 --> 00:07:12.120
116
00:07:12.160 --> 00:07:16.160
117
00:07:16.199 --> 00:07:19.600
118
00:07:19.639 --> 00:07:22.639
119
00:07:22.759 --> 00:07:25.480
120
00:07:25.519 --> 00:07:28.720
121
00:07:28.800 --> 00:07:31.920
122
00:07:31.959 --> 00:07:35.439
123
00:07:35.519 --> 00:07:38.600
124
00:07:38.680 --> 00:07:42.800
125
00:07:42.800 --> 00:07:45.879
126
00:07:45.959 --> 00:07:49.439
127
00:07:49.480 --> 00:07:54.360
128
00:07:54.439 --> 00:07:58.319
129
00:07:58.319 --> 00:08:03.839
130
00:08:03.879 --> 00:08:06.399
131
00:08:06.439 --> 00:08:09.639
132
00:08:09.639 --> 00:08:12.800
133
00:08:13.639 --> 00:08:16.639
134
00:08:16.720 --> 00:08:20.920
135
00:08:20.920 --> 00:08:24.120
136
00:08:24.160 --> 00:08:27.639
137
00:08:27.680 --> 00:08:31.199
138
00:08:31.319 --> 00:08:34.519
139
00:08:34.679 --> 00:08:39.320
140
00:08:39.440 --> 00:08:42.440
141
00:08:42.559 --> 00:08:46.159
142
00:08:46.360 --> 00:08:49.120
143
00:08:49.240 --> 00:08:51.320
144
00:08:51.399 --> 00:08:54.440
145
00:08:54.799 --> 00:08:58.840
146
00:08:58.879 --> 00:09:02.480
147
00:09:02.519 --> 00:09:05.159
148
00:09:05.240 --> 00:09:09.799
149
00:09:09.879 --> 00:09:11.759
150
00:09:11.799 --> 00:09:14.600
151
00:09:14.600 --> 00:09:16.240
152
00:09:16.279 --> 00:09:18.600
153
00:09:18.600 --> 00:09:22.120
154
00:09:22.240 --> 00:09:24.320
155
00:09:24.360 --> 00:09:29.279
156
00:09:29.440 --> 00:09:33.159
157
00:09:33.200 --> 00:09:35.120
158
00:09:35.159 --> 00:09:37.360
159
00:09:38.279 --> 00:09:42.120
160
00:09:42.120 --> 00:09:46.120
161
00:09:46.159 --> 00:09:50.279
162
00:09:50.399 --> 00:09:53.720
163
00:09:53.759 --> 00:09:56.840
164
00:09:56.879 --> 00:09:59.039
165
00:09:59.120 --> 00:10:03.679
166
00:10:03.720 --> 00:10:08.519
167
00:10:08.759 --> 00:10:11.240
168
00:10:11.279 --> 00:10:15.759
169
00:10:15.799 --> 00:10:19.720
170
00:10:19.840 --> 00:10:22.799
171
00:10:22.840 --> 00:10:26.840
172
00:10:26.879 --> 00:10:30.879
173
00:10:30.919 --> 00:10:34.639
174
00:10:34.679 --> 00:10:38.120
175
00:10:38.159 --> 00:10:42.480
176
00:10:42.720 --> 00:10:47.759
177
00:10:47.840 --> 00:10:49.840
178
00:10:49.960 --> 00:10:53.200
179
00:10:53.240 --> 00:10:55.600
180
00:10:55.679 --> 00:11:01.360
181
00:11:01.519 --> 00:11:03.399
182
00:11:03.440 --> 00:11:05.799
183
00:11:05.840 --> 00:11:08.360
184
00:11:08.399 --> 00:11:13.279
185
00:11:13.720 --> 00:11:17.120
186
00:11:17.159 --> 00:11:21.399
187
00:11:21.440 --> 00:11:25.159
188
00:11:25.200 --> 00:11:30.919
189
00:11:31.039 --> 00:11:35.440
190
00:11:35.480 --> 00:11:38.120
191
00:11:38.120 --> 00:11:42.200
192
00:11:42.200 --> 00:11:46.559
193
00:11:46.840 --> 00:11:51.480
194
00:11:51.559 --> 00:11:54.879
195
00:11:54.960 --> 00:11:58.480
196
00:11:58.559 --> 00:12:02.200
197
00:12:02.240 --> 00:12:07.720
198
00:12:07.759 --> 00:12:11.679
199
00:12:11.759 --> 00:12:16.840
200
00:12:16.919 --> 00:12:20.679
201
00:12:20.759 --> 00:12:23.720
202
00:12:23.879 --> 00:12:27.120
203
00:12:27.120 --> 00:12:30.559
204
00:12:31.519 --> 00:12:33.600
205
00:12:33.600 --> 00:12:35.679
206
00:12:35.720 --> 00:12:40.720
207
00:12:40.759 --> 00:12:43.039
208
00:12:43.039 --> 00:12:45.080
209
00:12:45.120 --> 00:12:48.720
210
00:12:48.799 --> 00:12:52.720
211
00:12:52.759 --> 00:12:57.240
212
00:12:57.279 --> 00:12:59.600
213
00:13:00.159 --> 00:13:02.159
214
00:13:02.159 --> 00:13:05.279
215
00:13:05.320 --> 00:13:08.919
216
00:13:08.919 --> 00:13:12.519
217
00:13:12.639 --> 00:13:15.399
218
00:13:15.399 --> 00:13:18.759
219
00:13:18.799 --> 00:13:21.840
220
00:13:22.320 --> 00:13:26.120
221
00:13:26.440 --> 00:13:30.000
222
00:13:30.039 --> 00:13:34.320
223
00:13:34.360 --> 00:13:37.200
224
00:13:37.960 --> 00:13:40.240
225
00:13:40.279 --> 00:13:43.039
226
00:13:43.080 --> 00:13:47.279
227
00:13:48.240 --> 00:13:52.480
228
00:13:52.559 --> 00:13:57.080
229
00:13:57.120 --> 00:13:59.039
230
00:13:59.080 --> 00:14:02.600
231
00:14:02.639 --> 00:14:05.639
232
00:14:05.679 --> 00:14:09.080
233
00:14:09.120 --> 00:14:10.840
234
00:14:10.879 --> 00:14:13.720
235
00:14:14.159 --> 00:14:18.200
236
00:14:18.320 --> 00:14:21.879
237
00:14:21.879 --> 00:14:24.559
238
00:14:24.559 --> 00:14:26.639