L me
Ideas and Insights from the First Step Member Community www.first-step-community.info 21st February 2010
Thinking Ahead is a collection of blog posts from members of the First Step Member Community. Each contributing author retains their copyright for their individual content. The material contained in this publication is general and is not intended as advice on any particular matter. The authors expressly disclaim all and any liability to any persons whatsoever in respect of anything done by any such person in reliance, whether in whole or in part, on this publication.
)HEUXDU\
7hinking AheaG www.first-step-community.info
6$/(6 68&&(66 )2580
5DWKHU WKDQ VWDUW ZLWK WKH GHILQLWLRQ RI VHOOLQJ OHW¶V VWDUW ZLWK D GHILQLWLRQ RU GLVFXVVLRQ DW OHDVW RI ZKDW DQ H[WUD PLOH SKLORVRSK\ LV DOO DERXW
*RLQJ 7KH ([WUD 0LOH ,Q 6DOHV )(% $ 0
:KDW LI ZH PLVV GRLQJ ZKDW¶V H[SHFWHG E\ WKH FOLHQW LQ WKH SXVXLW RI GRLQJ WKH µH[WUD¶" *RLQJ WKH H[WUD PLOH H[FHHGLQJ WKH H[SHFWDWLRQV RI FOLHQWV KDV DOPRVW EHFRPH D PDQWUD WKURXJK WKH QLQHWLHV DQG WKH VWDUW RI WKLV FHQWXU\ %XW KHUH¶V WKH SUREOHP ,I WKH FOLHQW¶V H[SHFWDWLRQV KDYHQ¶W DW ILUVW DW OHDVW EHHQ PHW WKHQ WKHUH¶V D GDQJHU WKDW HYHQ ZKHQ ZH JR EH\RQG WKHLU H[SHFWDWLRQV WKDW WKH\ DUH VWLOO QRW VDWLVLILHG ,W¶V D ELW SDUDGR[LFDO« ZH¶UH DLPLQJ WR JR WKH H[WUD PLOH WR GHPRQVWUDWH RXU YDOXH EXW LQ GRLQJ VR ZH PLJKW DFWXDOO\ UHGXFH RXU YDOXH WR WKH FOLHQW ,¶YH PHQWLRQHG LQ SUHYLRXV EORJ SRVWV WKDW $QGUHZ %DQNV RQH RI WKH IRXQGLQJ GLUHFWRUV RI WKH 0RUJDQ %DQNV *URXS LQ WKH QLQHWLHV KDG D IDQWDVWLF VD\LQJ ³'R WKH GRDEOH GHDO WR HDUQ WKH ULJKW WR JHW WKH ELJJHU ELW RI EXVLQHVV´ 7KLV ZHHN¶V DIILUPDWLRQ RI LQWHQWLRQ LV , KDYH DQ H[WUD PLOH SKLORVRSK\ 7KLV ZHHN , ZLOO GR VRPHWKLQJ SRVLWLYH IRU VRPHRQH ZKR GLGQ¶W H[SHFW LW
7KLV KDV VWXFN ZLWK PH WKURXJKRXW WKH EXLOGLQJ RI P\ RZQ EXVLQHVV 0\ ILUVW DLP LV DOZD\V WR PHHW WKH FOLHQW¶V H[SHFWDWLRQ E\ GRLQJ WKH GRDEOH
0XFK KDV EHHQ ZULWWHQ DERXW WKLV FRQFHSW RI KDYLQJ DQ µH[WUD PLOH¶ SKLORVRSK\ DQG PRVW RI XV XQGHUVWDQG LW %XW SUDFWLVLQJ LW PLJKW MXVW EH VRPHWKLQJ WKDW WKRVH RI XV LQ VDOHV QHHG WR FRQVLGHU PRUH WKDQ RWKHUV ± HVSHFLDOO\ LI \RX DJUHH ZLWK P\ GHILQWLRQ RI VHOOLQJ
GHDO ± WR PHHW WKHLU H[SHFWDWLRQV DQG WR KHOS WKHP ZLWK WKH WKLQJ WKDW WKH\ QHHG KHOS ZLWK WKH PRVW ULJKW QRZ 7KHQ LW¶V D FDVH RI ZRUNLQJ ZLWK WKHP WR GLVFRYHU WKH DGGLWLRQDO YDOXH WKDW , FDQ SRWHQWLDOO\ FUHDWH IRU WKHP
5HYLVLWLQJ $ 'HILQLWLRQ RI 6HOOLQJ
%H\RQG WKH µJLYH DZD\¶ DQG µDGG YDOXH¶ FXOWXUH
<RX VHH P\ GHILQLWLRQ RI VHOOLQJ UHVWV RQ WKH IRXQGDWLRQ RI DQ H[WUD PLOH SKLORVRSK\
7KLV LV ZKHUH WKH H[WUD PLOH SKLORVRSK\ JRHV EH\RQG MXVW GHOLYHULQJ VRPH µJLYH DZD\ JLIW¶ DQG FDOOLQJ LW µDGGLQJ YDOXH¶ $Q H[WUD PLOH SKLORVRSK\ LV VR PXFK PRUH WKDQ MXVW µDGGLQJ YDOXH¶ $Q H[WUD PLOH SKLORVRSK\ LV EDVHG RQ D ELJJHU LQWHQWLRQ RI QRW MXVW DGGLQJ YDOXH EXW ORRNLQJ IRU ZD\V WR FUHDWH VLJQLILFDQW LPSURYHPHQW DERYH DQG EH\RQG WKDW ZKLFK KDV DOUHDG\ EHHQ GHOLYHUHG DQG LQ ZD\V WKDW WKH FOLHQW LPPHGLDWHO\ UHFRJQLVHV DQG H[SHULHQFHV YDOXH WKDW PDNHV WKHLU LQGLYLGXDO DQG VSHFLILF VLWXDWLRQ
7KH GHILQLWLRQ LV WKLV« 6HOOLQJ LV D SURFHVV RI EXLOGLQJ WUXVW UHODWLRQVKLSV ZLWK WKH DLP WR FUHDWH UHFLSURFDO YDOXH RQ D FRQWLQXDO EDVLV ,I \RX¶UH D UHJXODU UHDGHU RI P\ EORJ SRVWV KDYH DWWHQGHG RQH RI P\ SURJUDPV RU DUH D PHPEHU RI 6DOHV&RDFK&HQWUDO FRP WKHQ \RX¶OO EH YHU\ IDPLOLDU ZLWK WKLV GHILQLWLRQ ,I \RX¶UH QRW WKHQ OHW PH SURYLGH \RX ZLWK WKH UHDVRQ ZK\ DQ H[WUD PLOH SKLORVRSK\ LV WKH IRXQGDWLRQ WKDW KROGV WKLV GHILQLWLRQ WR EH WUXH DQG LI \RX DUH IDPLOLDU ZLWK LW OHW PH UHPLQG \RX RI KRZ LPSRUWDQW WKH H[WUD PLOH SKLORVRSK\ LV WR KHOSLQJ \RX FUHDWH HQYLURQPHQWV ZKHUH SHRSOH IHHO FRPIRUWDEOH DQG FRQILGHQW WR PDNH ZLVH EX\LQJ GHFLVLRQV
EHWWHU $ VLPSOH H[DPSOH LV WKDW , PLJKW VHQG D FOLHQW D FRS\ RI D ERRN WKDW , KDYH UHDG ± DQG WKLV PLJKW EH DQ DGG YDOXH VWUDWHJ\ :KDW WDNHV LW WR WKH QH[W OHYHO RI DQ µH[WUD PLOH SKLORVRSK\¶ LV WKH GLVFXVVLRQV ZH KDYH WRJHWKHU DV WR KRZ , EHOLHYH WKH FRQWHQWV RI WKH ERRN FDQ KHOS WKHP LPSURYH WKHLU VLWXDWLRQ 'R \RX VHH WKH GLIIHUHQFH ± RQH LV D JHVWXUH WKDW DQ\ SURFHVV FDQ GHOLYHU 7KH RWKHU LV DQ LQWHQWLRQDO H[WUD PLOH SKLORVRSK\ WKDW FDQ EH GHPRQVWUDWHG E\ VLPSO\ DVNLQJ WKH
:KDW LW UHDOO\ PHDQV WR JR WKH H[WUD PLOH
)HEUXDU\
www.first-step-community.info
TXHVWLRQ« ZKHQ , GR WKLV DGGHG YDOXH VWUDWHJ\ KRZ ZLOO WKLV FUHDWH PRUH YDOXH IRU WKH FOLHQW" 6R« DUH \RX MXVW DGGLQJ YDOXH««RU DUH \RX DGGLQJ YDOXH ZLWK DQ H[WUD PLOH SKLORVRSK\" /HW PH NQRZ«
*,+$1 3(5(5$
2EDPD¶V +RPH 7HOHSURPSWHU 0DOIXQFWLRQV 'XULQJ )DPLO\ 'LQQHU
,QWHUHVWLQJ EXW GRQ¶W SXW WRR PXFK ZHLJKW LI DQ\ DW DOO RQ WKHVH VRUW RI VWDWLVWLFV ZKHQ PDNLQJ \RXU LQYHVWPHQW GHFLVLRQV
)(% 3 0 1R UHODWHG SRVWV 0$77 +(51¶6 021(< *8,'(
.LGV WKH\ PLJKW EH FXWH EXW WKH\ DUH FRVWO\
0$77 +(51¶6 021(< *8,'(
$YHUDJH GXUDWLRQ RI $XVWUDOLDQ EXOO DQG EHDU PDUNHWV
)(% 3 0
)(% 3 0
&HUWLILHG )LQDQFLDO 3ODQQHU SURIHVVLRQDO 0DWW +HUQ LV TXRWHG LQ WKLV DUWLFOH SXEOLVKHG LQ 7KH ([DPLQHU QHZVSDSHU )HEUXDU\ WK
=XULFK KDYH SXEOLVKHG WKLV JUDSK VKRZLQJ WKH DYHUDJH GXUDWLRQ RI $XVWUDOLDQ EXOO DQG EHDU PDUNHWV IURP WR 'HFHPEHU 7KH LQGH[ XVHG LV WKH $6; 'RZQORDG WKH JUDSK KHUH
'RZQORDG DQG UHDG WKH IXOO DUWLFOH KHUH
$YHUDJH $XVWUDOLDQ %XOO 0DUNHW $YHUDJH %XOO 0DUNHW 'XUDWLRQ PRQWKV $YHUDJH $QQXDO %XOO 0DUNHW 5HWXUQ $YHUDJH $XVWUDOLDQ %HDU 0DUNHW $YHUDJH %HDU 0DUNHW 'XUDWLRQ PRQWKV $YHUDJH $QQXDO %HDU 0DUNHW /RVV
5HODWHG SRVWV 6DYLQJ IRU \RXU FKLOGUHQ¶V HGXFDWLRQ &DOFXODWLQJ WKH FRVWV RI \RXU FKLOGUHQ¶V HGXFDWLRQ
)HEUXDU\
www.first-step-community.info
5266 &/(11(77
7KH 0DGQHVV RI 6HQDWRU &RQUR\
*,+$1 3(5(5$
)(% 3 0
0DNH 0RUH 6DOHV )URP <RXU :HE 6LWH )UHH :RUNVKRS LQ 3HUWK
6RPHWLPHV GXPE LGHDV DUH VR REYLRXVO\ GXPE \RX ZRXOG WKLQN WKDW LW ZRXOG EH LPSRVVLEOH IRU SHRSOH WR DFW RQ WKHP %XW WU\ WKLV ZRUG DVVRFLDWLRQ JDPH ZLWK PH 7LJHU :RRGV /DV 9HJDV 7RP &UXLVH 2SUDK¶V FRXFK -RKQ +RZDUG :RUN &KRLFHV DQG %DUQDE\ -R\FH 6KDGRZ )LQDQFH 0LQLVWHU 6HH ZKDW , PHDQ" :HOO ORRPLQJ ZH KDYH D ELJ GXPE DQG VFDU\
)(% 3 0
LGHD ZKLFK KDV QRZ SURJUHVVHG WR D SURSRVHG SROLF\ ,W¶V D
*,+$1 3(5(5$
7KH SULQFLSOHV RI RQ OLQH FROODERUDWLRQ )(% $ 0
,W DOZD\V DPD]HV PH WKDW PRVW :HE VLWH RZQHUV REVHVV RYHU JHWWLQJ PRUH YLVLWRUV WR WKHLU :HE VLWH EXW LJQRUH ZKDW KDSSHQV ZKHQ WKRVH YLVLWRUV JHW WKHUH ,W¶V XVXDOO\ PXFK HDVLHU WR SHUVXDGH \RXU H[LVWLQJ VLWH YLVLWRUV WR WDNH DFWLRQ WKDQ LW LV WR JHW PRUH YLVLWRUV 7KH ,QWHUQHW KDV PDGH LW IDU HDVLHU WR FROODERUDWH ZLWK RWKHUV \RXU FOLHQWV VXSSOLHUV FROOHDJXHV DQG HYHQ FRPSHWLWRUV +HUH¶V KRZ WR VWDUW WKLQNLQJ DERXW FUHDWLQJ HIIHFWLYH FROODERUDWLRQV
7KLV LVQ¶W RQO\ IRU :HE VLWHV WKDW DFWXDOO\ VHOO SURGXFWV GLUHFWO\ :KDWHYHU \RXU :HE VLWH \RX ZDQW WR FRQYHUW \RXU VLWH YLVLWRU WR WDNH DFWLRQ ZKHWKHU WKDW¶V SLFNLQJ XS WKH SKRQH DQG FDOOLQJ \RX VHQGLQJ \RX DQ H PDLO PHVVDJH WR PDNH FRQWDFW ILOOLQJ LQ D IRUP VLJQLQJ XS IRU D IUHH FRXUVH UHVHUYLQJ D VHDW DW DQ HYHQW SODFLQJ D KROG RQ D GDWH IRU \RXU VSHDNLQJ VHUYLFHV RU SD\LQJ IRU SURGXFWV E\ FUHGLW FDUG
03 )LOH %URDGO\ WKHUH DUH IRXU JURXSV RI SHRSOH ZH FRXOG FROODERUDWH ZLWK
,I \RX¶UH LQ 3HUWK FRPH WR P\ IUHH EUHDNIDVW ZRUNVKRS RQ 0RQGD\ WK 0DUFK ZKHUH ,¶OO VKRZ \RX KRZ WR WXUQ PRUH SHRSOH IURP ³LQWHUHVWHG´ WR ³UHDG\ WR EX\´
Â&#x2021; &XVWRPHUV DQG FOLHQWV 7KH SHRSOH \RX ZRUN IRU Â&#x2021; 6XSSOLHUV 7KH SHRSOH ZKR ZRUN IRU \RX
,W¶V IUHH WR DWWHQG EXW SOHDVH UHJLVWHU KHUH VR , FDQ NHHS WUDFN RI Â&#x2021; &ROOHDJXHV DQG WHDP PHPEHUV 7KH SHRSOH \RX ZRUN ZLWK
QXPEHUV
Â&#x2021; &RPSHWLWRUV 7KH SHRSOH \RX ZRUN ³DJDLQVW´ 7KLV LV QRW MXVW IRU RQ OLQH FROODERUDWLRQ RI FRXUVH WKHVH SHRSOH DUH HTXDOO\ YDOLG FROODERUDWLRQ SDUWQHUV LQ ³UHDO OLIH´ ,W¶V MXVW WKDW WKH ,QWHUQHW KDV PDGH LW HDVLHU WR ZRUN ZLWK WKHP *XLGHOLQHV IRU RQ OLQH FROODERUDWLRQ
)HEUXDU\
www.first-step-community.info
Â&#x2021; 8VH WKH FORXG :RUN RQ RQH VKDUHG GRFXPHQW UDWKHU WKDQ PXOWLSOH FRSLHV
)LQDOO\ , DFWHG RQ WKH RIW UHSHDWHG DGYLFH RI P\ PHQWRU DW WKH WLPH 5RJHU 'LQJOH WR UHDG WKH ERRN ³:KDW &RORXU ,V <RXU 3DUDFKXWH"´
Â&#x2021; 6KRZ \RXU IDFH $OORZ SHRSOH WR EH KXPDQ DQG VKRZ WKHLU SHUVRQDOLW\
7KH MRE KXQWHU¶V DQG FDUHHU FKDQJHU¶V ELEOH
Â&#x2021; /HW JR RI SHUIHFWLRQ $LP IRU ³ ULJKW FRPSOHWH´ L H ,W¶V EHWWHU WR UHOHDVH D SURGXFW WKDW¶V QRW SHUIHFW WKDQ WR QHYHU UHOHDVH LW DW DOO Â&#x2021; :RUN WR D SODQ %H FOHDU DERXW PLOHVWRQHV GHOLYHUDEOHV DQG GHDGOLQHV Â&#x2021; 6HW WKH JURXQG UXOHV %H FOHDU DERXW UXOHV DQG SDUDPHWHUV IRU H[HFXWLQJ WKH SODQ Â&#x2021; 7KLQN *OREDO 7DNH LQWR DFFRXQW WKH GLIIHUHQW ORFDOHV LQKHUHQW LQ FROODERUDWLQJ ZLWK LQWHUQDWLRQDO SDUWQHUV VXFK DV GLIIHUHQFHV LQ ODQJXDJH WLPH ]RQHV FXUUHQF\ DQG FXVWRPV
³:KDW &RORXU ,V <RXU 3DUDFKXWH"´ E\ 5LFKDUG 1HOVRQ %ROOHV LV D IDQWDVWLF UHVRXUFH 7KH ILUVW KDOI \RX UHDG DQG OHDUQ DERXW VRPH IDQWDVWLF SURFHVVHV IRU LGHQWLI\LQJ WKH MRE RI \RXU GUHDPV 7KH VHFRQG KDOI RI WKH ERRN LV V\VWHPDWLF H[HUFLVHV WKDW ZRUN WKURXJK HDFK HOHPHQW RI D GUHDP MRE LQFOXGLQJ LQGXVWU\ W\SH RI ZRUN HQYLURQPHQW UHVSRQVLELOLW\ LQFRPH JHRJUDSKLF ORFDWLRQ
0$77 +(51¶6 021(< *8,'(
,GHQWLI\LQJ \RXU SDVVLRQDWH FDUHHU )(% 3 0 7KLV ZHHN PDUNV WKH WHQWK DQQLYHUVDU\ RI P\ FDUHHU FULVLV , DP RIWHQ DVNHG E\ FOLHQWV DQG VHPLQDU DWWHQGHHV KRZ , FKDQJHG FDUHHUV DQG KRZ ,
7R FRPSOHWH WKH H[HUFLVHV \RX RIWHQ VWDUW E\ WKLQNLQJ DERXW ZKDW \RX KDYH HQMR\HG LQ \RXU OLIH WR GDWH DQG PHWKRGLFDOO\ LGHQWLI\ WKH FKDUDFWHULVWLFV WKDW PDGH LW HQMR\DEOH ,W WDNHV WLPH EXW WKH LQYHVWPHQW LV
IRXQG P\ SDVVLRQ IRU ILQDQFLDO HGXFDWLRQ DQG SODQQLQJ
ZRUWK LW
0\ FDUHHU FULVLV ODVWHG PXFK ORQJHU WKDQ , ZHHN , KDG EHHQ JHWWLQJ SURJUHVVLYHO\ PRUH PLVHUDEOH LQ P\ FDUHHU DV D SHWUROHXP HQJLQHHU DV , F\FOHG WKURXJK HDFK SODFHPHQW RQ P\ JUDGXDWH SURJUDP ZLWK %+3 %LOOLWRQ 3HWUROHXP
7KLV LV \RXU IXOILOOLQJ OLIH ZH DUH WDONLQJ DERXW ,QYHVW WLPH QRZ DQG \RX UHDS WKH UHZDUGV RYHU \RXU OLIHWLPH ,I \RX DUH SRQGHULQJ ZKDW FDUHHU PD\ EH \RXU SDVVLRQ WKHQ , VWURQJO\ UHFRPPHQG \RX EX\ D FRS\ RI WKLV ERRN 'RQ¶W ERUURZ LW IURP WKH OLEUDU\ 0DNH WKH LQYHVWPHQW ZULWH DOO WKURXJK LW DQG RZQ WKH SURFHVV
7KHQ P\ WK ELUWKGD\ DUULYHG 7KLV ZDV D ELUWKGD\ WKDW GXULQJ KLJK VFKRRO KDG EHHQ RQH DERXW ZKLFK , KDG ZRQGHUHG ZKDW , ZRXOG EH GRLQJ 0\ OLIH GLGQ¶W PXFK UHVHPEOH WKH KLJK VFKRRO IDQWDV\
,I , KDG P\ WLPH RYHU ,¶G JHW KHOS
0\ WKRXJKWV WXUQHG WR RQH RI WKH RWKHU IXWXUH PLOHVWRQHV ± DJH ZKHQ , ZRXOG KDYH GRXEOHG P\ OLIHWLPH , UHDOLVHG WKDW , KDG ZRUNHG ZLWK PDQ\ SHRSOH DURXQG WKDW DJH ZKR PRDQHG DERXW D ODFN RI IXOILOOPHQW DQG
.QRZLQJ ZKDW , NQRZ QRZ , ZRXOG JR PXFK IXUWKHU WKDQ WKH ERRN , VKRXOG¶YH DOVR HQOLVWHG SURIHVVLRQDO KHOS ZLWK D FDUHHU FRDFK RU FRXQVHOORU
HQMR\PHQW LQ WKHLU MREV DQG FDUHHUV ,W VXGGHQO\ GDZQHG RQ PH WKDW LI , FRQWLQXHG P\ FXUUHQW SDWK , ZRXOG OLNHO\ EHFRPH RQH RI WKRVH SHRSOH DW DJH
%XW , ZDV WRR WLJKW 7KDW ¶V WKH PDLQ UHDVRQ , GLGQ¶W VSHDN WR D SURIHVVLRQDO , ZDV \RXQJ DQG GLGQ¶W \HW DSSUHFLDWH WKH LPPHQVH YDOXH RI SURIHVVLRQDO JXLGDQFH 7KH ELJJHVW YDOXH LV LQWDQJLEOH EXW LW LV WKHUH LQ VSDGHV
7KHQ , UHDOLVHG WKDW LI DW DJH , ZDV RQH RI WKRVH SHRSOH DQG ZDV VWLOO ZRUNLQJ LQ P\ ILUVW FDUHHU DV DQ HQJLQHHU WKHQ P\ \HDU ROG VHOI ZRXOG ZDQW WR JR EDFN DQG NLFN WKH EXWW RI WKH \HDU ROG IRU QRW KDYLQJ WKH JXWV WR GR VRPHWKLQJ DERXW LW
7KH YDOXH LQFOXGHV Â&#x2021; (QOLJKWHQPHQW ± GLVFRYHULQJ ZKDW , GLGQ¶W UHDOLVH , QHHGHG WR FRQVLGHU
7KDW ZDV P\ FDWDO\WLF PRPHQW
)HEUXDU\
www.first-step-community.info
Â&#x2021; &ODULW\ ILOWHULQJ RXW WKH LUUHOHYDQW DQG ODVHULQJ LQ RQ ZKDW LV DSSOLFDEOH WR P\ FLUFXPVWDQFH
$11 52/)(¶6 0(1725,1* :25.6 %/2*
+RZ 'R <RX .QRZ 0HQWRULQJ :RUNV"
Â&#x2021; 'LUHFWLRQ D URDG PDS RI VWHSV WR GR QH[W DQG HYHQ UHVRXUFHV WR DFFHVV
)(% 3 0 Â&#x2021; 7LPHOLQHVV ±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
:KHWKHU \RX XVH VRSKLVWLFDWHG PHWULFV RU VLPSO\ DVN SDUWLFLSDQWV LW LV LPSRUWDQW WR JDLQ IHHGEDFN RQ PHQWRULQJ WR HYDOXDWH ZKHWKHU WKH UHODWLRQVKLSV ZRUNHG PDGH D GLIIHUHQFH DQG FRQWULEXWHG ZRUWKZKLOH RUJDQLVDWLRQDO RXWFRPHV
,I \RX SRQGHU D FDUHHU FKDQJH LQ \RXU IXWXUH OLIH SODQ GRQ¶W OHW PRQH\ EH \RXU KDQG EUDNH 6WDUW SODQQLQJ DQG VDYLQJ QRZ WR KDYH WKH ILQDQFLDO UHVRXUFHV WR VXSSRUW \RX LQ SXUVXLQJ \RXU SDVVLRQ DQG D PRUH IXOILOOLQJ OLIH
3ODQ WR JDWKHU ERWK TXDOLWDWLYH DQG TXDQWLWDWLYH GDWD EHIRUH GXULQJ DQG DIWHU WKH PHQWRULQJ
3XUVXH \RXU SDVVLRQV DQG ZHDOWK IROORZV
6XFFHVV ,QGLFDWRUV LGHQWLI\ ZKDW \RX FDQ PHDVXUH SUH DQG SRVW PHQWRULQJ WR JDXJH EHQHILWV
5HODWHG SRVWV
(DUO\ )ROORZ XS FKHFN LQ ZLWK SHRSOH VRRQ DIWHU WKH SURJUDP ODXQFK
0DNLQJ PRQH\ ZULWLQJ DERXW \RXU SDVVLRQ
WR HQVXUH WKDW WKH\ KDYH PDGH FRQWDFW DQG EHJXQ WKH PHQWRULQJ UHODWLRQVKLS
0DNH 0RQH\ )URP <RXU ,GHDV
0RQLWRU VWD\ LQ WRXFK EXLOG WZR ZD\ FRPPXQLFDWLRQ LGHQWLI\ DQ\ SRWHQWLDO SUREOHPV DQG UHVROYH WKHP VRRQHU UDWKHU WKDQ ODWHU
7U\ WR PDNH \RXU SDVVLRQ D EXVLQHVV
0LG SRLQW 5HYLHZ JHW WKH JURXS WRJHWKHU IDFH WR IDFH RU YLD ZHELQDU :RUNVKRS ZKDW¶V ZRUNLQJ ZHOO DQG ZKDW FRXOG LPSURYH +HOS WKHP FUHDWH VWUDWHJLHV WR JDLQ WKH PRVW YDOXH IURP WKHLU PHQWRULQJ )LQDOp D ILQDO JURXS VHVVLRQ JLYHV FORVXUH WR SDUWLFLSDQWV 0DNH LW VSHFLDO DQG DFNQRZOHGJH WKHLU FRQWULEXWLRQ 7KLV LV WKH WLPH WR UHFRJQLVH WKHLU DFKLHYHPHQWV DQG WDNH IHHGEDFN IRU LPSURYHPHQW IRU IXWXUH SURJUDPV 4XHVWLRQQDLUHV FDQ EH XVHG WR HOLFLW WKHLU HYDOXDWLRQ DQG TXDQWLI\ TXDOLWDWLYH LQSXW 3RVW SURJUDP VFKHGXOH UHYLHZ RI ORQJHU WHUP VXFFHVV LQGLFDWRUV DW DSSURSULDWH LQWHUYDOV 0HQWRULQJ ZLOO VKRZ LPPHGLDWH EHQHILWV EXW WKH JUHDWHVW JDLQV FRPH IURP WKH HQGXULQJ HIIHFW RI PHQWRULQJ
)HEUXDU\
www.first-step-community.info
0HQWRULQJ DV D RQH RII HYHQW PD\ EH LQGHOLEOH IRU LQGLYLGXDOV EXW PHQWRULQJ LPEHGGHG LQ WKH FXOWXUH LV WKH XOWLPDWH PHDVXUH RI VXFFHVV ,I WKH EHQHILWV RI PHQWRULQJ DUH WR EH SHUSHWXDWHG LW LV ZKDW \RX GR DIWHU
WKDW¶V D GLIIHUHQW PDWWHU +RZHYHU PRVW RI WKH WLPH WKHVH PL[HG SXUSRVH MRE UROHV DUH WKUXVW XSRQ SHRSOH DJDLQVW WKHLU ZLOO ,I VRPHRQH FDQ¶W DUWLFXODWH LQ D VHQWHQFH ZKDW WKHLU UROH LV WKHQ , WKLQN \RX DUH JRLQJ WR
\RXU PHQWRULQJ SURJUDP WKDW ZLOO GHWHUPLQH LI PHQWRULQJ ZRUNV
KDYH DQ LVVXH NHHSLQJ WKHP HQJDJHG ,W¶V KDUG WR VWD\ HQJDJHG ZKHQ \RX GRQ¶W UHDOO\ NQRZ ZKHUH WR IRFXV DQG LW¶V HYHQ KDUGHU VWLOO LI \RX DUH EHLQJ DVNHG WR SHUIRUP D UROH WKDW LV RXWVLGH \RXU VNLOO VHW
127(6 )520 7+( :25.3/$&( *$5'(1
/HDUQ WR EH D VPDUW ZRUNSODFH JDUGHQHU XVH \RXU SHRSOH IRU WKH SXUSRVH WKH\ ZHUH LQWHQGHG WR ILOO QRW WKH RQH \RX QHHG ILOOHG DQG NHHS WKDW SXUSRVH VLPSOH DQG VWUDLJKWIRUZDUG /HW WKH FOLPEHUV FOLPE DQG WKH VSUHDGHUV VSUHDG
'R \RXU SHRSOH KDYH D FOHDU SXUSRVH" )(% $ 0
7+( 7587+ $%287 75867 :KHQ , ORRN DURXQG DW WKH JDUGHQV LQ P\ VXEXUE WKH RQHV WKDW FDWFK P\ H\H DOO KDYH RQH WKLQJ LQ FRPPRQ 7KH\ KDYH D FOHDU SXUSRVH <RX FDQ VHH WKDW WKH JDUGHQHU ZKR GHVLJQHG WKHP WKRXJKW DERXW ZKDW WKH\
'R \RX VKDUH RXU ZRUOGZLGH YLHZ"
ZDQWHG WR DFKLHYH DQG FDUHIXOO\ VHOHFWHG WKH ULJKW FRPSRQHQWV IRU WKDW SXUSRVH 7KRVH JDUGHQV WKDW VHHP WR EH D FROOHFWLRQ RI UDQGRP SODQWV ZLWK QR FHQWUDO WKHPH MXVW GRQ¶W ZRUN DV ZHOO
)(% 3 0
7KH PRVW FRPPRQ WKHPHV ,¶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¶W XVHG WR SURYLGH D VFUHHQ IURP WKH WUDIILF ,W MXVW ZRXOGQ¶W ZRUN LW¶V DJDLQVW QDWXUH
7DNLQJ 6HWK *RGLQ¶V DGYLFH , ORYH WKLV JX\ KH LV VR RQ WKH PRQH\ ZH DUH ILQGLQJ WKRVH ZKR VKDUH RXU ZRUOGYLHZ ,W KDV EHHQ GLIILFXOW IRU XV /HW¶V IDFH LW WUXVW LV HYHU\ZKHUH DQG DIIHFWV HYHU\RQH
6R ZKDW LV WKH SXUSRVH RI \RXU ZRUNSODFH JDUGHQ" 'R \RX H[SHFW \RXU SHRSOH WR SHUIRUP UROHV RXWVLGH WKHLU VNLOO VHW DQG WKHQ ZRQGHU ZK\ WKH\ GRQ¶W GR WKHP VXFFHVVIXOO\" 'R \RX DVN WKHP WR JR DJDLQVW WKHLU QDWXUH" 2U GR \RX H[SHFW WRR PXFK IURP \RXU SHRSOH" -XVW OLNH DVNLQJ D SODQW WR EH GHFRUDWLYH SURGXFWLYH DQG SURWHFWLYH DOO DW WKH VDPH WLPH LV D ELJ FDOO WKHUH DUH VRPH EXW WKH\ DUH UDUH DVNLQJ SHRSOH WR GR D ZLGH UDQJH RI XQUHODWHG WDVNV LV DVNLQJ D ORW
%XW WKHUH LV D VPDOO EXW SRZHUIXO JURXS RI SHRSOH ZKR DFWXDOO\ JHW WKH VLJQLILFDQFH RI WUXVW DQG KRZ LW SOD\V RXW LQ HYHU\ DVSHFW RI WKHLU OLIH $ VPDOO JURXS ZKR NQRZ WKDW WKH WLPH IRU WUXVW LV QRZ 7KDW LW¶V D FDVH RI µHQRXJK DOUHDG\¶ KRZ ORQJ FDQ ZH FRQWLQXH WR OHW HDFK RWKHU GRZQ KXUW HDFK RWKHU GLVDSSRLQW WKH YHU\ SHRSOH ZH ORYH DQG ZDQW D UHODWLRQVKLS ZLWK EUHDN WKH SURPLVHV ZH PDNH DQG GULYH SHRSOH DZD\
+HUH DUH VRPH FODVVLF H[DPSOHV \RX RIWHQ VHH Â&#x2021; D WRS OHYHO VDOHV SHUVRQ H[SHFWHG WR GR WKHLU RZQ DGPLQ ZRUN :KHWKHU \RX DUH ZRQGHULQJ ZK\ \RXU FXVWRPHUV NHHS FRPSODLQLQJ ZK\ \RXU VWDII GRQ¶W UHDOO\ FDUH DERXW \RX RU \RXU EXVLQHVV ZK\ \RXU VKDUHKROGHUV DUH VR WRXFK\ RU ZK\ \RXU ODVW UHODWLRQVKLS IHOO DSDUW ZK\ \RXU WHHQDJHU GRHVQ¶W WDON WR \RX DQ\PRUH RU ZK\ YLROHQFH VWLOO H[LVWV ZK\ FULPH UDWHV GLYRUFH UDWHV GHSUHVVLRQ UDWHV DUH VWLOO DV KLJK DV WKH\ DUH ZK\ WZR FXOWXUHV FRQWLQXH WR FROOLGH ZK\ QDWLRQV FDQQRW DJUHH RQ
Â&#x2021; D WHFKQLFDO H[SHUW DVNHG WR SURYLGH FXVWRPHU VHUYLFH VXSSRUW Â&#x2021; D UHFHSWLRQLVW UHTXLUHG WR GR EXVLQHVV GHYHORSPHQW 6XUH LI WKH LQGLYLGXDO FRQFHUQHG SXWV WKHLU KDQG XS WR GR WKH RWKHU WDVNV EHFDXVH WKH\ ZDQW WR OHDUQ DQG PD\EH PRYH LQWR WKDW UROH LQ WKH IXWXUH
)HEUXDU\
www.first-step-community.info
SRVLWLYH DFWLRQ WR D FRPPRQ FDXVH \RX VKDUH RXU ZRUOGYLHZ DQG ZH QHHG \RX
*,+$1 3(5(5$
6KRZ ZRUG FORXGV ZLWK :RUGOH )(% 3 0 :RUGOH LV D VHUYLFH IRU VKRZLQJ ³ZRUG FORXGV´ IURP \RXU WH[W
+HOS XV ,QYLWH SHRSOH \RX NQRZ ZKR VKDUH WKLV YLHZ WR MRLQ P\ IDFHERRN JURXS 9ROXQWHHU ZLWK XV 6SRQVRU RXU IRXQGDWLRQ %X\ D ERRN VR SURFHHGV FDQ KHOS IXQG RXU ZRUN 7HOO PH ZKDW \RX WKLQN
68( 0$5((
+RZ 7R 5HVSRQG 7R %XOO\LQJ :LWKRXW %HLQJ $ %XOO\ )(% 3 0 3HRSOH WU\LQJ WR SXVK \RX DURXQG" )RE \RX RII" 6KXW \RX GRZQ" *HW ZKDW WKH\ ZDQW DW \RXU H[SHQVH" 5DWKHU WKDQ VWULNLQJ RXW RU VXFNLQJ LW XS ZRXOGQ¶W LW EH JUHDW WR EH WRWDOO\ FRRO FDOP DQG FROOHFWHG" 7R VWDQG XS IRU \RXUVHOI ZLWK FODVV UDWKHU WKDQ ELWH"
$ ZRUG FORXG LV D SLFWXUH NLQG RI ,W VKRZV WKH ZRUGV LQ D SLHFH RI WH[W ZLWK WKH PRVW IUHTXHQWO\ RFFXUULQJ ZRUGV ODUJHU DQG EROGHU <RX PLJKW KDYH VHHQ WKHVH ZRUG FORXGV RQ EORJV RU IRUXPV WR VKRZ WKH PRVW SRSXODU WRSLFV
+HUH¶V VRPH LGHDV RQ KRZ WR UHVSRQG WR EXOO\LQJ ZLWKRXW EHLQJ D EXOO\ 1RZ \RX FDQ FUHDWH \RXU RZQ EDVHG RQ DQ\ WH[W \RX SURYLGH )RU H[DPSOH KHUH¶V D VDPSOH VKRZLQJ WKH ODWHVW ZRUG FORXG IURP P\ EORJ
*,+$1 3(5(5$
:HELQDU 5HFRUGLQJ 7KH 6HYHQ %LJJHVW 0LVWDNHV %XVLQHVV 2ZQHUV 0DNH :LWK 7KHLU :HE 6LWHV )(% 3 0 (DUOLHU WRGD\ , FRQGXFWHG D ZHELQDU IRU EXVLQHVV RZQHUV DERXW KRZ WR DYRLG WKH PRVW FRPPRQ PLVWDNHV SHRSOH PDNH ZLWK WKHLU :HE VLWH ,I \RX PLVVHG LW RU \RX¶G OLNH WR ZDWFK LW DJDLQ \RX FDQ ZDWFK WKH UHFRUGLQJ
7KLV LV QRW WKH VRUW RI VHUYLFH \RX ZRXOG XVH HYHU\ GD\ EXW LW¶V KDQG\ IRU
KHUH
VSHFLDO FLUFXPVWDQFHV )RU H[DPSOH \RX FRXOG XVH LW WR VKRZ
Â&#x2021; 3RSXODU WRSLFV IURP D FRQIHUHQFH SURJUDP Â&#x2021; 7KH PRVW FRPPRQ ZRUGV RQ D :HE SDJH Â&#x2021; 3RSXODU ZRUGV LQ D GLVFXVVLRQ IRUXP Â&#x2021; 0RVW FRPPRQ ZRUGV IURP \RXU FOLHQW WHVWLPRQLDOV
)HEUXDU\
www.first-step-community.info
7KH ZRUG FORXGV \RX FUHDWH DUH HQWLUHO\ \RXUV WR XVH IRU DQ\ SXUSRVH VR XVH \RXU LPDJLQDWLRQ )RU H[DPSOH ZK\ QRW PDNH XS 7 VKLUWV RI \RXU ZRUG FORXG IRU SURPRWLRQDO SXUSRVHV"
0$77 &+85&+
7KH 3RZHU RI 0RGHOV )(% $ 0 7DNH WKH WLPH WR FUHDWH D YLVXDO PRGHO RI \RXU LGHDV &UHDWLQJ FRQWH[W DERYH HYHU\ SRLQW \RX ZDQW WR PDNH LV D PDVWHU 7KRXJKW /HDGHUV WRRO :KHWKHU LW¶V D TXDGUDQW VRPH FRQFHQWULF FLUFOHV D S\UDPLG RU HYHQ D VLPSOH WULDQJOH D PRGHO KHOSV \RX PDNH PRUH WKDQ RQH SRLQW ,W KHOSV GHILQH WKH FRQYHUVDWLRQDO ERXQGDULHV RI DQ\ GLVFXVVLRQ 6RPH JUHDW
,I \RX¶G OLNH WR GR WKH VDPH FRPH WR P\ QH[W %RRW &DPSV LQ $SULO RQ WKH *ROG &RDVW RU 6\GQH\
PRGHOV Â&#x2021; 0DVORZV KLHUDUFK\ RI QHHGVÂ&#x2021; 'U 6WHSKHQ
5266 &/(11(77 0$77 &+85&+
7KH ,QWHUJHQHUDWLRQDO UHSRUW VRPH WKRXJKWV
3RZHU RI 0RGHOV )(% $ 0
)(% 3 0 7DNH WKH WLPH WR FUHDWH D YLVXDO PRGHO RI \RXU LGHDV &UHDWLQJ FRQWH[W DERYH HYHU\ SRLQW \RX ZDQW WR PDNH LV D PDVWHU 7KRXJKW /HDGHUV WRRO :KHWKHU LW¶V D TXDGUDQW VRPH FRQFHQWULF FLUFOHV D S\UDPLG RU HYHQ D VLPSOH WULDQJOH D PRGHO KHOSV \RX PDNH PRUH WKDQ RQH SRLQW ,W KHOSV GHILQH WKH FRQYHUVDWLRQDO ERXQGDULHV RI DQ\ GLVFXVVLRQ 6RPH JUHDW
,Q FDVH \RX ZHUHQ¶W SD\LQJ PXFK DWWHQWLRQ LQ WKH ILUVW ZHHN RI )HEUXDU\ WKH )HGHUDO *RYHUQPHQW UHOHDVHG WKH PXFK OHDNHG YHUVLRQ RI WKH ,QWHUJHQHUDWLRQDO 5HSRUW 1HHGOHVV WR VD\ WKH FRQWHQWV KDUGO\ EURNH DQ\ QHZ JURXQG LW MXVW FRQILUPHG ZKDW ZH KDYH DOO EHHQ KHDULQJ DQ\ZD\ QDPHO\ Â&#x2021; $XVWUDOLD¶V SRSXODWLRQ LV LQFUHDVLQJ UDSLGO\ SURMHFWHG WR EH
PRGHOV Â&#x2021; 0DVORZV KLHUDUFK\ RI QHHGVÂ&#x2021; 'U 6WHSKHQ
PLOOLRQ ZLWKLQ \HDUV Â&#x2021; $XVWUDOLD¶V
*,+$1 3(5(5$ 7+28*+7 /($'(56 %/2*
3HWHU 'KX FUHDWHG D QHZ :HE VLWH LQ WZR GD\V
6SHDN DV WKRXJK \RX DUH FHUWDLQ OLVWHQ DV WKRXJK \RX DUH QRW
)(% 3 0
)(% $ 0 3HWHU 'KX D SURIHVVLRQDO VSHDNHU LQ 3HUWK KDG D :HE VLWH EXW LW ZDV RXW RI GDWH DQG RXW RI KLV FRQWURO 6R KH FDPH WR P\ %RRW &DPS ODVW ZHHN DQG EXLOW DQ HQWLUHO\ QHZ :HE VLWH IURP VFUDWFK LQ WZR GD\V
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µ, DP DQ DXWKRULW\ IROORZ PH ¶ DQG µ<RX DUH DQ DXWKRULW\ ZKDW ZRXOG \RX OLNH WR GR QH[W"¶
+LV QHZ :HE VLWH LV QRZ SURXGO\ RQ WKH ,QWHUQHW FRPSOHWH ZLWK D OLVW RI KLV VHUYLFHV SURGXFW VDOHV LQFOXGLQJ FUHGLW FDUG SD\PHQWV HYHQW UHJLVWUDWLRQV D EORJ QHZVOHWWHU DUWLFOHV DQG PRUH &OLFN WKH SLFWXUH EHORZ WR VHH ZKDW 3HWHU FUHDWHG
7KLV LV WKH GLIIHUHQFH EHWZHHQ VSHDNLQJ WR WKH WHDP DQG FRDFKLQJ LQGLYLGXDOV LQ WKH WHDP 7KH SUREOHP LV WKDW ZH DV LQGLYLGXDOV RIWHQ VKRZ D WHQGHQF\ WRZDUG RQH RU WKH RWKHU
)HEUXDU\
www.first-step-community.info
*,+$1 3(5(5$ +HUH LV D TXLFN SRS TXL] WR JHW \RX WKLQNLQJ DERXW WKH YDULRXV PRGHV RI LQIRUPDWLRQ GHOLYHU\ \RX DV D 7KRXJKW /HDGHU QHHG WR GHYHORS
'DOH %HDXPRQW RQ 3XEOLVKLQJ )(% 3 0
'RZQORDG DQG FRPSOHWH WKH TXL] KHUH 'DOH %HDXPRQW ZKR UHYROXWLRQLVHG ERRN SXEOLVKLQJ LQ $XVWUDOLD ZLWK KLV ³([SRVHG´ VHULHV H[SODLQV YDULRXV SXEOLVKLQJ RSWLRQV DYDLODEOH WR H[SHUWV , ORYH 'DOH¶V VWXII DQG , WKLQN \RX¶OO JHW D ORW RI YDOXH IURP WKLV YLGHR
,I \RX GRZQORDGHG WKH TXL] WKHQ WKH IROORZLQJ PRGHO PDNHV VHQVH«
6$/(6 68&&(66 )2580
&DWFK &OLHQWV 'RLQJ *RRG )(% $ 0
,W FRPHV GRZQ WR D VLPSOH FDVH RI SXQFWXDWLRQ 6RPHWLPHV \RX VSHDN DV WKRXJK \RX¶UH FHUWDLQ DQG ILQLVK HDFK VHQWHQFH ZLWK WKH YHUEDO HTXLYDOHQW RI DQ H[FODPDWLRQ PDUN $QG VRPHWLPHV \RX ILQLVK HDFK VHQWHQFH ZLWK D VSRNHQ TXHVWLRQ PDUN"""" %DODQFH \RXU DVN WHOO UDWLR DQG LQFUHDVH \RXU OHDGHUVKLS DQG FRPPXQLFDWLRQ HIIHFWLYHQHVV
7KLV ZHHNV DIILUPDWLRQ LV , FDWFK SHRSOH GRLQJ JRRG WKLQJV 7KLV ZHHN , ZLOO FDWFK FOLHQW GRLQJ VRPHWKLQJ ULJKW DQG SURYLGH WKHP ZLWK SRVLWLYH IHHGEDFN
0DWW &KXUFK
7KLV DIILUPDWLRQ LV D SRZHUIXO IUDPLQJ IRU DQ\RQH LQ VDOHV ± DQG LW¶V DERXW ORRNLQJ IRU RSSRUWXQLWLHV WR FDWFK SHRSOH GRLQJ JRRG WKLQJV 1RZ RQ WKH VXUIDFH WKLV FDQ VHHP D OLWWOH WULWH KRZHYHU VWD\ ZLWK PH DV ,¶YH EHHQ DEOH WR WXUQ WKLV DIILUPDWLRQ LQWR YHU\ SRVLWLYH UHVXOWV QRW MXVW IRU P\VHOI EXW IRU PDQ\ RI WKRVH ZKR , KDYH FRDFKHG DQG RU SUHVHQWHG P\ VDOHV SKLORVRSK\ WR RYHU WKH \HDUV 7KH 2QH 0LQXWH 0DQDJHU 5HYLVLWHG &DWFKLQJ SHRSOH GRLQJ JRRG DQG SURYLGLQJ WKHP ZLWK SRVLWLYH IHHGEDFN ZDV ZRQGHUIXOO\ HQFDSVXODWHG LQ WKH FODVVLF PDQDJHPHQW EHVW VHOOHU ³7KH 2QH 0LQXWH 0DQDJHU´ E\ %ODQFKDUG DQG 6SHQFHU ZKHQ WKH\ VXJJHVWHG WR FDWFK SHRSOH GRLQJ WKLQJV ULJKW ,Q VDOHV ZKHQ ZH ORRN IRU RSSRUWXQLWLHV WR FDWFK RXU FOLHQWV GRLQJ JRRG WKLQJV« GRLQJ WKLQJV ULJKW ZH ZLOO GLVFRYHU UHDVRQV WR DFNQRZOHGJH
)HEUXDU\
www.first-step-community.info
WKHP WKDW JRHV EH\RQG MXVW WKDQNLQJ WKHP IRU WKHLU EXVLQHVV
127(6 )520 7+( :25.3/$&( *$5'(1
6RPH µ5HDO 3OD\¶ ([DPSOHV
OLIH OHVVRQV IURP WKH JDUGHQ )(% $ 0
$Q H[DPSOH LQ EXVLQHVV WR EXVLQHVV VDOHV FRXOG EH WKDW \RX DFNQRZOHGJH VRPHWKLQJ WKDW \RX JHQXLQHO\ EHOLHYH ZDV D SRVLWLYH PRYH E\ RQH RI \RXU FOLHQWV RWKHU WKDQ EX\LQJ IURP \RX <RX FRXOG DFNQRZOHGJH D FKDQJH WKDW WKH\¶YH PDGH WR WKHLU ZHEVLWH <RX FRXOG DFNQROZHGJH DQ DGYHUWLVLQJ FDPSDLJQ WKDW \RX¶YH QRWLFHG WKH\¶YH LQWURGXFHG <RX FRXOG DFNQRZOHGJH D FKDQJH LQ WKHLU VWUDWHJLF GLUHFWLRQ RU D PLOHVWRQH WKDW ZDV UHSRUWHG LQ WKH ORFDO QHZVSDSHU
-XVW UHDG D UHDOO\ LQWHUHVWLQJ SLHFH LQ WKH 6XQGD\ SDSHU E\ .DWKOHHQ 1RRQDQ ZKR TXRWHV &UDLJ &KDOTXLVW D OHFWXUHU DW -RKQ - .HQQHG\ 8QLYHUVLW\ LQ 6DQ )UDQFLVFR RQ WKH UHDVRQV ZK\ ZH DUH DOO JHWWLQJ VR VWUHVVHG +H LV RQH RI D JURZLQJ JURXS SDUGRQ WKH SXQ RI SV\FKRORJLVWV ZKR EHOLHYH WKDW PDQ\ RI RXU PRGHUQ GD\ PHQWDO SUREOHPV LQFOXGLQJ GHSUHVVLRQ VWUHVV DQG DQ[LHW\ FDQ EH WUDFHG LQ SDUW WR VRFLHW\¶V LQFUHDVLQJ DOLHQDWLRQ IURP QDWXUH
, WKLQN RIWHQ LQ EXVLQHVV WR FRQVXPHU VDOHV DSSO\LQJ WKLV DIILUPDWLRQ LV D OLWWOH PRUH GLIILFXOW <RX FRXOG JHQXLQHO\ DFNQRZOHGJH RU FRPSOLPHQW QRWLFH , VDLG JHQXLQHO\ WKH FOLHQW RQ ZKDW WKH\ ZHDU RU PD\EH LW FRXOG EH WKDW \RX DFNQRZOHGJH WKHLU DQVZHU WR RQH RI \RXU TXHVWLRQV WKDW \RX¶YH DVNHG WR GHWHUPLQH WKHLU ZDQWV DQG QHHGV
&KDOTXLVW KDV QLQH OHVVRQV IURP WKH JDUGHQ WKDW DSSO\ WR OLIH $EDQGRQ SHUIHFWLRQLVP 3HVWV DQG ZHHGV LQYDGH HYHQ WKH PRVW FDUHG IRU JDUGHQ ,W FDQQRW EH FRQWUROOHG DQG D JDUGHQHU PXVW OLYH ZLWK WKDW
,W UHDOO\ LV KRZHYHU D ELJJHU DQG PRUH PHDQLQJIXO DIILUPDWLRQ WKDQ JLYLQJ SHRSOH D FRPSOLPHQW ,W PXVW EH JHQXLQH DQG PRVW LPSRUWDQWO\ LW PXVW KDYH VXEVWDQFH DQG PHDQLQJ )RU H[DPSOH WR FRPSOLPHQW DQ\RQH IRU ZKDW WKH\ ZHDU LI LW LV QRW DSSURSULDWHO\ UHODWHG WR WKH VDOH \RX¶UH DERXW WR PDNH LV SUREDEO\ JRLQJ WR FRPH DFURVV DV VKDOORZ DQG D µWHFKQLTXH¶ :KHUHDV LI \RX¶UH LQ UHWDLO FORWKLQJ VDOHV DQG \RX JHQXLQHO\ OLNH WKH FRPELQDWLRQ RI ZKDW WKH FXVWRPHU LV ZHDULQJ DQG DJDLQ WKDW LW LV JHQXLQH WKHQ PRVW FXVWRPHUV ZRXOG IHHO JRRG DERXW WKDW
7KLQJV WDNH WLPH WR JURZ *DUGHQLQJ UHTXLUHV SDWLHQFH DQG WUXVW LQ WKH SRZHUV RI JURZWK WR NHHS WKHLU RZQ VFKHGXOH 7KHUH LV QR UXVKLQJ QDWXUH 'HWDFK IURP RXWFRPHV :KHQ \RX SODQW VHHGV \RX QHYHU NQRZ ZKDW¶V JRLQJ WR KDSSHQ <RXU HIIRUWV VLQN LQWR WKH JURXQG VRPHWLPHV UHDSSHDULQJ DV QHZ JURZWK DQG VRPHWLPHV YDQLVKLQJ
6R ZKDW¶V WKH UHDO SRLQW RI WKLV DIILUPDWLRQ"
(YHU\WKLQJ FRQWULEXWHV (YHQ ZHHGV 1RWKLQJ LQ WKH QDWXUDO ZRUOG LV ZDVWHG
:KHQ ZH DGRSW WKH LQWHQWLRQ RI JHQXLQHO\ ZDQWLQJ WR FDWFK SHRSOH GRLQJ WKLQJV ULJKW«GRLQJ JRRG WKLQJV DQG DFNQRZOHGJLQJ WKHP LQ VRPH ZD\
(YHU\WKLQJ VHOI RUJDQLVHV 7KH ZLVGRP KLGLQJ LQ WKH JURXQG
IRU LW ZH DUH VHQGLQJ ORXG DQG FOHDU PHVVDJHV WKDW RXU IRFXV LV JHQXLQHO\ RQ ZDQWLQJ WR LPSURYH HDFK DQG HYHU\ SRWHQWLDO DQG H[LVWLQJ FOLHQWV¶ VLWXDWLRQ
UHVHPEOHV WKH ZLVGRP ZLWKLQ LQVWLQFW LQWXLWLRQ WKH JXW ± LI ZH DOORZ RXUVHOYHV WR WUXVW LW 7KLQJV GHFD\ DQG GLH 7KH JDUGHQ WHDFKHV WKDW VRPH WKLQJV QHHG WR JR DZD\
7KH JUHDW ER[HU $OL ZDV UHSRUWHG DV VD\LQJ WKDW KH EHOLHYHG WKDW KH ZDV EOHVVHG ZLWK SHRSOH DURXQG KLP ZKR VDZ PRUH LQ KLV SRWHQWLDO WKDQ KH VDZ LQ KLPVHOI
7UXVW WKH VHQVHV 7KHUH DUH SHRSOH LQ \RXU OLIH ZKR DUH WHDULQJ \RX GRZQ SV\FKRORJLFDOO\ UHPRYH WKHP IURP \RXU OLIH
:KHQ DQ\ RI XV UHFHLYH JHQXLQH DQG SRVLWLYH IHHGEDFN RQ WKH WKLQJV WKDW ZH GR LW UHLQIRUFHV RXU VHQVH RI VHOI ZRUWK DQG WKLV KDV D GHHSHQLQJ HIIHFW RQ WKH YDOXH ZH SODFH RQ WKH UHODWLRQVKLS
1DWXUH KDV PXOWLSOH ZD\V RI GRLQJ WKLQJV
'RQ¶W %H 6KDOORZ
7KH OLYLQJ ZRUOG ZLOO KDYH WKH ODVW VD\ DIWHU \RX DUH GRQH ZLWK LW 7KH IRUFHV RI OLIH DQG F\FOHV RI VHDVRQV DOZD\V KDYH XV ILUPO\ LQ KDQG
/HW PH ILQLVK WKLV PHVVDJH WKRXJK E\ UHPLQGLQJ \RX DQG UHLQIRUFLQJ WKDW VKDOORZ FRPSOLPHQWV ZLOO EH TXLFNO\ ZLSHG DZD\ E\ SRWHQWLDO DQG H[LVWLQJ FOLHQWV DQG GDPDJH WKH WUXVW OHYHOV ZLWKLQ WKH UHODWLRQVKLS
2I FRXUVH , FDQ VHH KRZ HDFK DQG HYHU\ RQH RI WKHVH SRLQWV DSSOLHV WR OHDGHUV LQ WKH ZRUNSODFH , NQHZ , ZDV RQWR VRPHWKLQJ KHUH QRZ LV KH D VRFLDO QHWZRUNHU" 0XVW VHH LI , FDQ IROORZ KLP RU VXEVFULEH WR KLV EORJ
+DYLQJ VDLG WKDW FDWFKLQJ \RXU FOLHQWV GRLQJ WKLQJV ULJKW DQG GRLQJ JRRG WKLQJV LV LQ LWVHOI D ZRQGHUIXOO\ UHZDUGLQJ H[HUFLVH IRU DQ\ RI XV LQ VDOHV
)HEUXDU\
www.first-step-community.info
3(7(5 :(%%¶6 ³:,6'20 &,5&/(´
62 :+$7¶6 1(;7"
:LVH 'HFLVLRQV
&KDQJLQJ :KDW¶V 1RUPDO :HELQDU
)(% 3 0
)(% 3 0 2Q EHKDOI RI GLIIHUHQFHPDNHUV FRPPXQLW\ DQG /HDGHUV &DIH , ZLOO EH SUHVHQWLQJ P\ ZHELQDU &KDQJLQJ :KDW¶V 1RUPDO LQVLGH RXW LQQRYDWLRQ IRU HQWUHSUHQHXUV DQG 60(V DW SP *07 RQ UG )HEUXDU\ DQG DP *07 WK , ZLOO EH H[SORULQJ ZK\ D QHZ QRUPDO LV HVVHQWLDO EXVLQHVV DV XVXDO LV GDQJHURXV FKDQJH LV SHUVRQDO ILUVW DQG KRZ SHUVRQDO FKDQJH OHDGV WR DOO RWKHU FKDQJH , ZLOO DOVR EH VKDULQJ P\ LQVLJKWV RQ ZKDW ZH PXVW FKDQJH DQG TXLFNO\ +HUH¶V D ZD\ RI UXQQLQJ D GLIILFXOW GHFLVLRQ WKURXJK D VHULHV RI ILOWHUV 'R \RX UHPHPEHU WKH DUFKHW\SDO VWRU\ RI ³7KH :L]DUG RI 2]´"
$OO SDUWLFLSDQWV ZLOO UHFHLYH P\ QHZ HERRN *DPH &KDQJHUV <RX FDQ UHJLVWHU IRU UG KHUH
)LUVW WDNH 'RURWK\¶V SRVLWLRQ DOO VKH ZDQWV WR GR LV ³JHW EDFN KRPH WR .DQVDV´ :KDW GR \RX PRVW ZLVK IRU IURP WKLV GHFLVLRQ" 1H[W 'RURWK\ PHHWV WKH 6FDUHFURZ +H ZDQWV D EUDLQ 6R ZKDW FDOFXODWLRQV FDQ \RX PDNH DERXW \RXU GHFLVLRQ" 'RURWK\¶V QH[W FRPSDQLRQ RQ WKH <HOORZ %ULFN 5RDG LV WKH 7LQPDQ +H ZDQWV D KHDUW :KDW GR \RX IHHO PRVW VWURQJO\ DERXW WKLV GHFLVLRQ ZKDW¶V \RXU JXW IHHOLQJ" 7KHQ 'RURWK\ PHHWV WKH /LRQ +H ZDQWV FRXUDJH :KDW DUH \RXU
<RX FDQ UHJLVWHU IRU WK KHUH
, ORRN IRUZDUG WR ³VHHLQJ´ \RX RQOLQH
VLJQDWXUH VWUHQJWKV" $QG ZKDW VWUHQJWKV GR \RX QHHG WR H[KLELW PRVW WR PDNH WKLV GHFLVLRQ" )LQDOO\ WKH IULHQGV DUULYH DW WKH (PHUDOG &LW\ DQG WKHUH WKH\ PHHW WKH JUHDW DQG WHUULEOH :L]DUG RI 2] ,Q HVVHQFH KH DVNV ³ZKDW LV WKH ZLVHVW WKLQJ WR GR" %XW EHIRUH 'RURWK\ DQG KHU IULHQGV FDQ DFKLHYH WKHLU GHVLUHV WKH\ PXVW JR RQ D TXHVW WR NLOO WKH :LFNHG :LWFK RI WKH :HVW :KDW NLQG RI TXHVW DUH \RX RQ" :KDW GRHV WKLV GHFLVLRQ PHDQ LQ UHODWLRQ WR \RXU OLIH
%H UHPDUNDEOH ,DQ )RXQGHU 'LIIHUHQFHPDNHUV &RPPXQLW\ 6LJQ XS KHUH IRU D OHDVW RQH IUHH UHVRXUFH SHU PRQWK DQG WR JHW \RXU FRPSOLPHQWDU\ FRS\ RI P\ HERRN 'LIIHUHQFHPDNHUV KRZ GRLQJ JRRG LV JUHDW IRU EXVLQHVV
MRXUQH\"
GRLQJ WRGD\ ZKDW RWKHUV ZLOO RQO\ EH WKLQNLQJ DERXW WRPRUURZ
)HEUXDU\
www.first-step-community.info
0$77 +(51¶6 021(< *8,'(
HQRXJK PRQH\ IRU ZKDW¶V UHDOO\ LPSRUWDQW ,Q WKH IOHVK , DP PXFK PRUH GLSORPDWLF KRQHVW
6HYHQW\ SHUFHQW RI FUHGLW FDUG GHEW DFFUXHV LQWHUHVW
:KDW GR \RX WKLQN" Â&#x2021; $P , RYHU UHDFWLQJ WR EH RXWUDJHG DQG DVWRXQGHG E\ WKLV QHZVSDSHU SDUDJUDSK DQG FUHGLW FDUG VWDWLVWLF"
)(% 3 0 ³'LG , MXVW UHDG WKDW ULJKW"´ , WKRXJKW DV , SXW GRZQ P\ FRIIHH DQG WZLFH UH UHDG WKLV SDUDJUDSK
Â&#x2021; ,V P\ VXJJHVWLRQ DERXW VDYLQJV YV FUHGLW FDUG WR VLPSOLVWLF WR EH UHDOLVWLF" :KDW PDNHV \RX VWUXJJOH WR LPSOHPHQW LW" VKDUH LW EHORZ DQG ,¶OO UHSO\ ZLWK VRPH VXJJHVWLRQV
µ&RQVXPHUV DUH VWLOO FDXWLRXV DERXW WKH GHEW WKH\ EXLOG XS RQ FUHGLW FDUGV $Q DQDO\VLV E\ FDUG RSHUDWRU 0DVWHUFDUG VKRZV WKDW RQO\ SHU FHQW RI WKH WRWDO EQ LQ FUHGLW FDUG GHEW LV DFFUXLQJ LQWHUHVW ZKLFK LV WKH ORZHVW OHYHO LQ D \HDU ¶
Â&#x2021; $UH ZH SHUKDSV QRW VRFLDOO\ DQG EHKDYLRXUDO\ PDWXUH HQRXJK WR KDQGOH FUHGLW FDUGV" $UH WKH\ OHJDO ZHDSRQV RI PDVV ILQDQFLDO GHVWUXFWLRQ"
³6KRSSHUV VSODVK RXW EQ RQ WKHLU FUHGLW FDUGV´ E\ 'DYLG 8UHQ 7KH :HHNHQG $XVWUDOLDQ )HEUXDU\ ļ
3OHDVH VKDUH \RXU RSLQLRQV LQ WKH FRPPHQW VHFWLRQ EHORZ , UHDG WKHP DOO DQG UHVSRQG DV RIWHQ DV , FDQ
2YHU VHYHQW\ SHUFHQW RI FUHGLW FDUG GHEW LV DFFUXLQJ LQWHUHVW 7KDW¶V RXWUDJHRXV , KRSH WKDW LV D ODUJH DPRXQW RI GHEW KHOG E\ D VPDOO SHUFHQWDJH RI FDUG KROGHUV ± EXW , DOUHDG\ NQRZ , KRSH LQ YDLQ 2WKHU UHVHDUFK VKRZV WKDW DURXQG ILIW\ SHUFHQW RI FUHGLW FDUG KROGHUV UHJXODUO\ SD\ LQWHUHVW RQ WKHLU FUHGLW FDUGV
5HODWHG SRVWV WLSV WR PDQDJH \RXU PRUWJDJH VWUHVV 7R )L[ ,QWHUHVW 5DWHV RU 1RW"
7KH ILUVW PRVW LPSRUWDQW UXOH RI JHWWLQJ ULFK ,W¶V RXWUDJHRXV WKDW LQ WKLV LV WKH FDVH ZKHQ WKH EDVLF UXOH RI SHUVRQDO ILQDQFLDO PDQDJHPHQW DQG ZHDOWK FUHDWLRQ LV WR VSHQG OHVV WKDQ \RX HDUQ 6XFK FUHGLW FDUG VWDWLVWLFV MXVW UHLQIRUFH WKH IDFW WKDW DV D VRFLHW\ ZH DUH WHUULEOH DW WKLV EDVLF UXOH DQG VR ZH FDQ RQO\ SRLQW WKH ILQJHU LQZDUG ZKHQ ZH DUH GLVVDWLVILHG ZLWK RXU ILQDQFLDO DFKLHYHPHQWV
0$77 +(51¶6 021(< *8,'(
:HDOWK ,QVLJKWV IRU <RXQJ 3HRSOH )(% $ 0
%XW WKDW LV QRW ZKDW PDGH PH GRXEOH EDFN RYHU WKH SDUDJUDSK :KDW DVWRXQGHG PH ZDV WKDW WKH MRXUQDOLVW 0U 8UHQ GHVFULEHG WKDW KLJK SHUFHQWDJH DV FRQVXPHUV EHLQJ FDXWLRXV DERXW WKH GHEW EXLOW XS RQ WKHLU FUHGLW FDUGV
7KHUH LV VXFK D P\ULDG RI LGHDV IRU KRZ WR PDQDJH \RX PRQH\ LW LV YHU\ GLIILFXOW WR NQRZ ZKHUH WR VWDUW DQG ZKDW LV DSSURSULDWH IRU \RX ,Q RQH RI P\ UHJXODU LQWHUYLHZV RQ :DNH 8S :$ ZH GLVFXVVHG PRQH\ WLSV IRU \RXQJ SHRSOH LQFOXGLQJ VWXGHQWV ,1 WKH ODWHU KDOI RI WKH LQWHUYLHZ ZH DOVR WRXFKHG RQ KRZ SDUHQWV RI \RXQJ SHRSOH FDQ VXSSRUW WKHLU FKLOGUHQ LQ FUHDWLQJ SRVLWLYH PRQH\ KDELWV
5HSD\ GHEW EHIRUH EXLOGLQJ FDVK VDYLQJV 2Q :HGQHVGD\ , ZDV DJDLQ DVNHG D TXHVWLRQ , DP FRPPRQO\ DVNHG E\ SHRSOH ZLWK ODUJH FUHGLW FDUGV GHEWV ³VKRXOG , XVH P\ FDVK VDYLQJV WR UHSD\ SDUW RI P\ FUHGLW FDUG"´
:DWFK WKH YLGHR EHORZ RU KHUH <RX FDQ ZDWFK RWKHU 0RQH\ *XLGH YLGHRV DW ZZZ 0DWW+HUQ WY DQG KHUH RQ P\ EORJ
$EVROXWHO\ 0DWKHPDWLFDOO\ LW LV D QR EUDLQHU <RX HDUQ OHVV LQWHUHVW RQ \RXU FDVK VDYLQJV WKDQ WKH LQWHUHVW \RX SD\ RQ WKH FUHGLW FDUG GHEW 6R \RX DUH IXUWKHU DKHDG E\ DFWXDOO\ KDYLQJ OHVV FDVK DQG OHVV GHEW
5HODWHG SRVWV 1RW 6R $YHUDJH :HGGLQJ &RVW
$IWHU JLYLQJ WKDW DGYLFH WKH QH[W WKLQJ , VRPHWLPHV KHDU LV ³RK \HDK EXW WKDW FDVK LV VDYLQJV IRU D«>ELJ KROLGD\@³
+RZ 7R 6DYH 8S 7R %X\ <RXU )LUVW +RPH /DWHVW 5HVHDUFK <RX 6DYH 0RUH E\ 3D\LQJ )RU )LQDQFLDO $GYLFH
<RX¶UH MRNLQJ ULJKW" 'RQ¶W HYHQ WKLQN DERXW VSODVKLQJ RXW DQG SUREDEO\ JHWWLQJ LQWR PRUH GHEW ZKLOH \RX¶YH JRW WKLV ELJ DQFKRU RI FUHGLW FDUG GHEW DFFUXLQJ LQWHUHVW <RX¶OO QHYHU JHW ULFK WKDW ZD\ OHW DORQH KDYH
)HEUXDU\
www.first-step-community.info
*,+$1 3(5(5$
127(6 )520 7+( :25.3/$&( *$5'(1
,I LQ GRXEW GR VRPHWKLQJ DQ\WKLQJ
'R \RX XVH WKH 'RQ %XUNH PHWKRG"
)(% $ 0
)(% 3 0
,Q WKH ODVW ZHHN ,¶YH VSRNHQ ZLWK WKUHH SHRSOH WZR FOLHQWV DQG D IULHQG DERXW WKHLU SODQV IRU VWDUWLQJ VRPHWKLQJ QHZ 7KH FOLHQWV KDYH MXVW ODXQFKHG QHZ SURJUDPV DQG WKH IULHQG LV FRQVLGHULQJ D FDUHHU FKDQJH
'RQ %XUNH DQ LFRQ RI $XVWUDOLDQ JDUGHQLQJ EHOLHYHV WKDW \RX QHHG WR WKLQN RI VRPH FKHDS SODQWV DV GLVSRVDEOH :KHQ WKH\ GLH \RX VKRXOGQ¶W JHW XSVHW DERXW LW ,W¶V D IDFW RI OLIH 6LPSO\ SXW LW GRZQ WR H[SHULHQFH DQG WKURZ WKHP RQWR WKH FRPSRVW KHDS 7KHUH LV QR SRLQW LQ DWWHPSWLQJ WR EULQJ WKHP EDFN WR OLIH 7KH\ ZHUH GHVLJQHG WR KDYH D OLPLWHG OLIHVSDQ DQ\ZD\ 7KLV NLQG RI DGYLFH ZDV ZHOFRPHG E\ IUXVWUDWHG JDUGHQHUV ZKR ZHUH VLFN RI IHHOLQJ OLNH IDLOXUHV *DUGHQ FHQWUHV DQG QXUVHULHV ZHUH SUHWW\ KDSS\ WRR
7KH\ KDYH DOO GRQH VRPH UHVHDUFK WR VRPH OHYHO DQG KDYH D QXPEHU RI RSWLRQV 7KH\ ZHUH DVNLQJ PH IRU DGYLFH DERXW KRZ WR QRZ GHFLGH ZKLFK RSWLRQ LV EHVW 0\ DGYLFH WR WKHP 'R VRPHWKLQJ DQ\WKLQJ
8QIRUWXQDWHO\ D ORW RI EXVLQHVV OHDGHUV DOVR OLVWHQHG WR 'RQ¶V DGYLFH DQG 7KH EHVW ZD\ WR ILQG RXW HVSHFLDOO\ ZKHQ LW¶V QHZ LV WR WU\ LW -XVW SXW LW RXW WKHUH DQG VHH ZKDW KDSSHQV <RX ZRQ¶W NQRZ ZKHWKHU \RX¶OO OLNH LW XQWLO \RX WU\ LW 0RUH LPSRUWDQWO\ IRU P\ FOLHQWV \RX ZRQ¶W NQRZ ZKHWKHU \RXU PDUNHW ZLOO OLNH LW XQWLO \RX WU\ LW
GHFLGHG WR GR WKH VDPH WKLQJ ZLWK VWDII 7KH\ WRRN RQ WKH DWWLWXGH WKDW LI VRPHRQH GRHVQ¶W ZRUN RXW WKHQ \RX FDQ MXVW JHW ULG RI WKHP DQG SXW LW GRZQ WR D IDFW RI EXVLQHVV OLIH UDWKHU WKDQ ORRN DW ZK\ LW KDSSHQHG 7KH\ ZRXOG KLGH EHKLQG VWDWLVWLFV RQ LQGXVWU\ VWDQGDUGV IRU VWDII WXUQRYHU EHOLHYLQJ WKDW LI WKH\ ZHUH EHWWHU WKDQ WKHLU FRPSHWLWRU WKDW¶V DOO WKDW PDWWHUHG :KHQ \RX ZRUN LQ DQ LQGXVWU\ ZLWK DQ DYHUDJH WXUQRYHU RI WKDW¶V D ORW RI SHRSOH EHLQJ WKURZQ RQ WKH HPSOR\PHQW FRPSRVW KHDS
)RU H[DPSOH ,¶YH UHFHQWO\ EHHQ SURPRWLQJ P\ QHZ WZR GD\ ³%RRW &DPS´ WR KHOS EXVLQHVV RZQHUV EXLOG D :HE VLWH LQ WZR GD\V 7KH ILUVW RI WKHVH ZRUNVKRSV LV KDSSHQLQJ ULJKW QRZ DQG PRVW RI WKH SHRSOH DWWHQGLQJ LW DUH QRW ZKDW , WKRXJKW ZHUH P\ ³LGHDO FOLHQWV´ 'RHV WKDW PDWWHU" 1R %XW LI , KDG VSHQW WRR PXFK WLPH RQ PDUNHW UHVHDUFK DQG DQDO\VLV , ZRXOG QHYHU KDYH NQRZQ
7KLV DWWLWXGH LV SDUWLFXODUO\ FRPPRQ ZKHQ LW FRPHV WR SHRSOH LQ ORZ OHYHO ORZ VNLOOHG UROHV WKDW DUH SHUFHLYHG DV HDV\ WR ILOO :RUNLQJ LQ +5 , ZRXOG UHJXODUO\ KHDU PDQDJHUV VD\ ³MXVW JHW PH DQRWKHU RQH WKDW RQH ZDV D GXG´ :HOO \RX SLFNHG WKHP , ZRXOG WKLQN WR P\VHOI 7KH\ ZHUH QRW JLYLQJ DQ\ FRQVLGHUDWLRQ WR WKH UHSXWDWLRQ WKH\ ZHUH FUHDWLQJ LQ WKH
,Q IDFW RQH RI P\ WZR FOLHQWV GLVFRYHUHG H[DFWO\ WKH VDPH WKLQJ ZLWK KHU QHZ SURGXFW :LWKLQ KRXUV RI ODXQFKLQJ LW D ODUJH RUJDQLVDWLRQ ZDQWV KHU WR RIIHU LW WR WKHLU SHRSOH 7KLV LV JUHDW QHZV RI FRXUVH EXW WKH NLFNHU LV WKDW WKH\ ZDQW VRPHWKLQJ GLIIHUHQW WKDQ ZKDW VKH RIIHUHG %XW LW¶V ZHOO ZLWKLQ KHU H[SHUWLVH VR LW¶V D SHUIHFW RSSRUWXQLW\ ,I VKH KDGQ¶W PDGH WKH RIIHU WKDW RUJDQLVDWLRQ ZRXOGQ¶W HYHQ KDYH WKRXJKW RI JHWWLQJ LQ WRXFK
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¶W ZDQW WR VHH LW JR WR ZDVWH 7KDW¶V ZK\ WKH\ WKLQN ORQJ DQG KDUG LQ WKH UHFUXLWPHQW DQG VHOHFWLRQ SURFHVV VR WKDW WKH\ NQRZ WKH\ DUH JHWWLQJ WKH ULJKW SHUVRQ IURP WKH VWDUW , NQRZ WKDW HPSOR\HH OR\DOW\ LV RQ WKH GHFUHDVH SHRSOH MXVW GRQ¶W VWD\ DV ORQJ LQ WKH RQH MRE DV WKH\ XVHG WR +RZHYHU , EHOLHYH LW LV SDUWO\ D UHDFWLRQ WR HPSOR\HUV KDYLQJ D VKRUW WHUP ³GLVSRVDEOH´ DSSURDFK WR VWDII 6R LI \RX¶YH EHHQ XVLQJ WKH 'RQ %XUNH PHWKRG WKLQN DJDLQ EHFDXVH HYHU\ SODQW PDWWHUV 'RQ¶W JHW WKH ZURQJ LPSUHVVLRQ KHUH , UHDOO\ OLNH 'RQ DQG KLV JDUGHQLQJ DGYLFH , MXVW GRQ¶W WKLQN LW VKRXOG EH DSSOLHG LQ WKH ZRUNSODFH
)HEUXDU\
www.first-step-community.info
0$77 +(51¶6 021(< *8,'(
,W¶V WLPH LQ WKH PDUNHW WKDW FRXQWV
$ JXLGH WR LQYHVWPHQW PDUNHWV LQ
+RZ WR ,QYHVW LQ *ROG
)(% $ 0
*,+$1 3(5(5$
%XLOG <RXU :HE 6LWH ,Q 7ZR 'D\V 0\ )LUVW %RRW &DPS 6WDUWV 7RGD\ )(% $ 0 7RGD\ ,¶P VWDUWLQJ P\ ILUVW ³%XLOG <RXU :HE 6LWH ,Q 7ZR 'D\V´ %RRW &DPS DQG ,¶P H[FLWHG ,¶P H[FLWHG EHFDXVH LW¶V D EROG DQG DPELWLRXV SURPLVH WR KHOS \RX EXLOG D FRPSOHWH :HE VLWH IURP VFUDWFK LQ WZR GD\V XVLQJ FRPSOHWHO\ RQ OLQH VRIWZDUH QRWKLQJ WR GRZQORDG RU LQVWDOO DQG ZLWK \RX KDYLQJ IXOO FRQWURO RI LW LQ WKH IXWXUH %XW , NQRZ LW¶V DFKLHYDEOH 7KH QH[W %RRW &DPS LV RQ WKH *ROG &RDVW LQ $SULO MXVW EHIRUH WKH 1DWLRQDO 6SHDNHUV $VVRFLDWLRQ RI $XVWUDOLD 16$$ &RQYHQWLRQ ,I \RX¶UH DWWHQGLQJ WKH &RQYHQWLRQ WXUQ XS WZR GD\V HDUO\ DQG EXLOG D :HE VLWH DV ZHOO 0RUH DERXW WKDW HYHQW KHUH
+DYH \RX EHHQ ZDWFKLQJ WKH LQYHVWPHQW PDUNHWV UHFRYHU RYHU WKH SDVW \HDU DQG ZRQGHULQJ LI \RX VKRXOG EH JHWWLQJ EDFN LQ RU MXVW LQ DW DOO" ,I VR \RX PD\ EH LQWHUHVWHG LQ WKLV SHUVSHFWLYH SXEOLVKHG E\ $;$ $XVWUDOLD WRGD\ FDOOHG ³5HDGLQJ WKH 6LJQV $ JXLGH WR LQYHVWPHQW PDUNHWV LQ ´
7KHQ RQ WKH ZD\ EDFN KRPH IURP WKH *ROG &RDVW ,¶OO EH SDVVLQJ WKURXJK 6\GQH\ VR ,¶P UXQQLQJ WKH %RRW &DPS WKHUH DV ZHOO 5HJLVWHU IRU WKDW HYHQW KHUH
7KH JXLGH LV HDV\ HQRXJK WR UHDG ZLWKRXW PXFK MDUJRQ DQG FRYHUV VRPH RI WKH NH\ DVSHFWV WKDW , KHDU DUH RQ PDQ\ SHRSOH¶V PLQG ,Q FRQMXQFWLRQ ZLWK UHDGLQJ WKLV JXLGH , UHFRPPHQG \RX UHYLHZ P\ YLGHR DUWLFOH RQ ³+RZ WR GHFLGH ZKHQ WR VWDUW LQYHVWLQJ DJDLQ ´ ,I \RX GHFLGH \RX ZDQW WR SDUWLFLSDWH LQ WKH UHFRYHU\ E\ LQYHVWLQJ EXW DUH QHUYRXV DERXW SLFNLQJ VSHFLILF VWRFNV RU HYHQ PDQDJHG IXQGV WKHQ UHPHPEHU WR DOZD\V VWDUW VLPSOH 7KH HDVLHVW VLPSOHVW DQG DOVR ORZHVW FRVW ZD\ WR LQYHVW LV E\ XVLQJ D LQGH[ PDQDJHG IXQG <RXU UHWXUQ ZLOO EH WKH PDUNHW UHWXUQ ± VR LI WKH PDUNHW JRHV XS \RX VKRXOG DOVR PDNH PRQH\ 7R OHDUQ PRUH FDOO PH
:KDW GR \RX WKLQN RI WKH $;$ JXLGH" 3OHDVH OHW PH NQRZ \RXU UHDFWLRQ WR WKH $;$ JXLGH LQ WKH FRPPHQWV VHFWLRQ EHORZ :DV LW LQIRUPDWLYH RU WRR IXOO RI MDUJRQ" 'LG LW WDNH \RX FORVHU WR PDNLQJ DQ LQYHVWPHQW GHFLVLRQ" :KDW HOVH ZRXOG \RX ZDQW WR NQRZ" 6KDUH \RXU WKRXJKWV EHORZ 5HODWHG SRVWV 2YHU \HDUV WKH\¶YH QHYHU ORVW
)HEUXDU\
www.first-step-community.info
WKH IDFW WKDW D ORW RI DLG WKDW ZH GR JLYH LV WLHG XS LQ SROLWLFV DQG GRHVQ¶W DFWXDOO\ KHOS PDNH SRYHUW\ KLVWRU\ 7KH JRRG QHZV LV KH DOVR JLYHV PDQ\ LGHDV RI ZKDW ZH FDQ GR DQG KRZ WR GR LW )RU PH WKHUH LV RQH PDLQ UHDVRQ ZK\ ZH KDYHQ¶W \HW PDGH SRYHUW\ KLVWRU\ 9HU\ IHZ SHRSOH NQRZ KRZ PXFK LV HQRXJK ZKHQ LW FRPHV WR UHFHLYLQJ DQG JLYLQJ 7KH WRS RI LQFRPH HDUQHUV LQ WKH ZRUOG HDUQ MXVW RYHU SHU DQQXP (YHQ LI WKH\ DOO JDYH RI WKHLU LQFRPH DQG FRXOG EH FHUWDLQ WKHLU PRQH\ DFWXDOO\ ZHQW WR WKH ULJKW SODFHV SRYHUW\ FRXOG EH KLVWRU\ $QG FRQVLGHU WKLV 7KH ZRUOG¶V WRS RI LQFRPH HDUQHUV HDUQ PRUH WKDQ PLOOLRQ GROODUV SHU DQQXP 6LQJHU SRLQWV RXW WKDW WKHVH IRON FRXOG JLYH D ORW PRUH WKDQ DQG VWLOO EH YHU\ FRPIRUWDEOH
+RZ PXFK ZH UHFHLYH IRU RXU ODERXU DQG WKH YDOXH ZH SURYLGH DQG KRZ PXFK ZH JLYH DZD\ WR WKRVH OHVV IRUWXQDWH LV D
62 :+$7¶6 1(;7"
SHUVRQDO GHFLVLRQ , NQRZ KRZ PXFK LV HQRXJK IRU PH WR UHFHLYH DQG WR JLYH +RZ DERXW \RX"
5HFHLYLQJ DQG *LYLQJ KRZ PXFK LV HQRXJK"
%H UHPDUNDEOH ,DQ )RXQGHU 'LIIHUHQFHPDNHUV &RPPXQLW\ 6LJQ XS KHUH IRU D OHDVW RQH IUHH UHVRXUFH SHU PRQWK DQG WR JHW \RXU FRPSOLPHQWDU\ FRS\ RI P\ HERRN 'LIIHUHQFHPDNHUV KRZ GRLQJ JRRG LV JUHDW IRU EXVLQHVV
)(% 3 0 :KHQ , KHDU RU VHH WKDW D FKLOG KDV GLHG VRPHZKHUH LQ WKH ZRUOG IURP KXQJHU RU D SUHYHQWDEOH FXUDEOH GLVHDVH DV ZLOO WRGD\ , IHHO DQ HPSWLQHVV , FDQQRW GHVFULEH , KDYH DOZD\V IHOW WKLV ZD\ 6RPHWLPHV ZKHQ FRQIURQWHG ZLWK WKLV DSSDXOLQJ QHZV , VWDUH IRU D IHZ PLQXWHV ZLWKRXW D VLQJOH WKRXJKW FURVVLQJ P\ PLQG :KHQ , UHWXUQ WR QRUPDO , DP UHQHZHG RQFH PRUH WR GR P\ ELW WR PDNH SRYHUW\ KLVWRU\
36 -RLQ PH DQG PDNH D SOHGJH WR JLYH PRUH KHUH GRLQJ WRGD\ ZKDW RWKHUV ZLOO RQO\ EH WKLQNLQJ DERXW WRPRUURZ
0\ ZLIH DQG , VXSSRUW FKLOGUHQ LQ QHHG WKURXJK :RUOG 9LVLRQ DQG ZH NQRZ WKDW RXU VXSSRUW FRPELQHG ZLWK PDQ\ RWKHU SHRSOH¶V PHDQ OHVV FKLOGUHQ OLYH LQ SRYHUW\ :H DOVR JLYH D SHUFHQWDJH RI WKH IHH IURP 7RUFKEHDUHU PHPEHUVKLS RI RXU GLIIHUHQFHPDNHUV FRPPXQLW\ WKURXJK RXU PHPEHUVKLS RI %X\ *LYH WR KHOS WKH ZRUN RI 5RRP WR 5HDG DQG :RUOG <RXWK ,QWHUQDWLRQDO WZR PRUH JUHDW RUJDQLVDWLRQV ZKR DUH KHOSLQJ WR PDNH SRYHUW\ KLVWRU\ :H RIWHQ DVN RXUVHOYHV KRZHYHU FDQ ZH GR PRUH" DUH ZH GRLQJ DOO WKDW ZH FDQ"
-867 $ &219(56$7,21
'R \RX WKLQN RXWVLGH WKH VTXDUH" )(% 3 0
5HFHQWO\ , UHDG 3HWHU 6LQJHU¶V ODVWHVW ERRN 7KH OLIH \RX FDQ VDYH DFWLQJ QRZ WR HQG ZRUOG SRYHUW\ 6LQJHU QDPHG E\ 7LPH PDJD]LQH LQ DV RQH RI WKH ZRUOG¶V PRVW LQIOXHQWLDO SHRSOH OHDYHV PH ZLWK QR GRXEW LQ P\ PLQG WKDW HDFK RI XV FDQ DQG VKRXOG GR PRUH
)ULHQG RI PLQH HPDLOHG WKLV WR PH WRGD\ ZKLFK , WKRXJKW ZDV ZRUWK µSDVVLQJ RQ¶ , GRQ¶W NQRZ WKH RULJLQDO VRXUFH EXW LW PDNHV IRU LQWHUHVWLQJ UHDGLQJ
6LQJHU GLVSOD\V D FKDUW LQ KLV ERRN WKDW VKRZV WKDW HYHQ LI MXVW WKH WRS
%DFNJURXQG WR LW LV LW LV VXSSRVHGO\ D TXHVWLRQ XVHG IRU LQWHUYLHZLQJ D
RI LQFRPH HDUQHUV LQ WKH 8QLWHG 6WDWHV JDYH PRGHVWO\ ZH ZRXOG UDLVH PRUH WKDQ WZLFH WKH DPRXQW UHVSHFWHG HFRQRPLVW -HIIUH\ 6DFKV VXJJHVWV ZH QHHG WR PHHW WKH 8QLWHG 1DWLRQV 0LOOHQQLXP 'HYHORSPHQW *RDOV WKDW ZRXOG HQG SRYHUW\ E\
SRWHQWLDO FDQGLGDWH ³<RX DUH GULYLQJ GRZQ WKH URDG LQ \RXU FDU RQ D ZLOG VWRUP\ QLJKW ZKHQ \RX SDVV E\ D EXV VWRS DQG \RX VHH WKUHH SHRSOH ZDLWLQJ IRU WKH EXV $Q ROG ODG\ ZKR ORRNV DV LI VKH LV DERXW WR GLH
6LQJHU FOHDUO\ GHPRQVWUDWHV WKDW WKHVH JRDOV VKRXOG EH HDV\ WR DFKLHYH 7KH UHDOLW\ LV QRQH DUH ORRNLQJ DV WKRXJK WKH\ ZLOO EH
$Q ROG IULHQG ZKR RQFH VDYHG \RXU OLIH 6R ZH KDYH WKH PHDQV WR HQG SRYHUW\ ZK\ DUHQ¶W ZH" , FRPPHQG 6LQJHU¶V ERRN WR \RX DV KH JLYHV PDQ\ UHDVRQV ZK\ ZH DUHQ¶W LQFOXGLQJ
7KH SHUIHFW SDUWQHU \RX KDYH EHHQ GUHDPLQJ DERXW
)HEUXDU\
www.first-step-community.info
:KLFK RQH ZRXOG \RX FKRRVH WR RIIHU D ULGH WR NQRZLQJ WKDW WKHUH FRXOG RQO\ EH RQH SDVVHQJHU LQ \RXU FDU"´
SRFNHWV DOVR JLYHV \RX VXFK DFFHVV
7KH SULYDWH KHDOWK V\VWHP LQ $XVWUDOLD WDNHV SUHVVXUH RII WKH SXEOLF KHDOWK V\VWHP VR WKH *RYHUQPHQW SURYLGHV LQFHQWLYHV DQG SHQDOWLHV WR
7KLV LV D PRUDO HWKLFDO GLOHPPD WKDW ZDV RQFH DFWXDOO\ XVHG DV SDUW RI D MRE DSSOLFDWLRQ <RX FRXOG SLFN XS WKH ROG ODG\ EHFDXVH VKH LV JRLQJ WR GLH DQG WKXV \RX VKRXOG VDYH KHU ILUVW 2U \RX FRXOG WDNH WKH ROG IULHQG EHFDXVH KH RQFH VDYHG \RXU OLIH DQG WKLV ZRXOG EH WKH SHUIHFW FKDQFH WR SD\ KLP EDFN +RZHYHU \RX PD\ QHYHU EH DEOH WR ILQG \RXU SHUIHFW PDWH DJDLQ
HQFRXUDJH \RX WR SDUWLFLSDWH 7KLUW\ 3HUFHQW 5HEDWH 7KH $XVWUDOLDQ *RYHUQPHQW FXUUHQWO\ VXEVLGLVHV SULYDWH KHDOWK LQVXUDQFH ZLWK D UHEDWH ,Q RQH VHQVH WKDW LV HTXLYDOHQW WR PDNLQJ WKH LQVXUDQFH µWD[ GHGXFWLEOH¶ WR WKH YDVW PDMRULW\ RI $XVWUDOLDQV
6R ZKDW LV LW JRLQJ WR EH IRU \RX" ,QWHUHVWLQJO\ WKH FDQGLGDWH ZKR ZDV UHSXWHGO\ KLUHG RXW RI DSSOLFDQWV KDG QR WURXEOH FRPLQJ XS ZLWK WKHLU DQVZHU
0HGLFDUH /HY\ 6XUFKDUJH ,¶OO OHW WKH *RYHUQPHQW H[SODLQ WKLV SHQDOW\
µ, ZRXOG JLYH WKH FDU NH\V WR P\ ROG IULHQG DQG OHW KLP WDNH WKH ODG\ WR WKH KRVSLWDO , ZRXOG VWD\ EHKLQG DQG ZDLW IRU WKH EXV ZLWK WKH SDUWQHU RI P\ GUHDPV ¶
7KH 0HGLFDUH /HY\ 6XUFKDUJH LV OHYLHG RQ $XVWUDOLDQ WD[SD\HUV ZKR GR QRW KDYH SULYDWH KRVSLWDO FRYHU DQG ZKR HDUQ DERYH D FHUWDLQ LQFRPH 7KH VXUFKDUJH DLPV WR HQFRXUDJH LQGLYLGXDOV WR WDNH RXW SULYDWH KRVSLWDO FRYHU DQG ZKHUH SRVVLEOH WR XVH WKH SULYDWH V\VWHP WR UHGXFH WKH GHPDQG RQ WKH SXEOLF V\VWHP
:HUH \RX WKDW FUHDWLYH"
5HPHPEHU 6XFFHVV LV -XVW D FRQYHUVDWLRQ ZZZ MXVWDFRQYHUVDWLRQ FRP
7KH VXUFKDUJH LV FDOFXODWHG DW WKH UDWH RI RI WD[DEOH LQFRPH ,W LV LQ DGGLWLRQ WR WKH 0HGLFDUH /HY\ RI ZKLFK LV SDLG E\ PRVW $XVWUDOLDQ WD[SD\HUV 7KH 0HGLFDUH /HY\ 6XUFKDUJH LV LPSRVHG RQ LQGLYLGXDOV HDUQLQJ RYHU WKH WKUHVKROG ZKR GR QRW KDYH DQ DSSURSULDWH OHYHO RI KRVSLWDO LQVXUDQFH 7KH WKUHVKROG LV IRU LQGLYLGXDOV DQG IRU IDPLOLHV
0$77 +(51¶6 021(< *8,'(
8QGHUVWDQGLQJ 3ULYDWH +HDOWK ,QVXUDQFH
<RX GR QRW KDYH WR SD\ WKH VXUFKDUJH LI \RXU WD[DEOH LQFRPH LV EHORZ WKH LQFRPH WKUHVKROG
)(% 3 0
$ NH\ WKLQJ WR XQGHUVWDQG LV WKDW IRU PDQ\ KLJKHU LQFRPH HDUQHUV WKH FRVW RI WKH VXUFKDUJH LV KLJKHU WKDQ WKH FRVW RI WKH SULYDWH KRVSLWDO FRYHU LQVXUDQFH WKDW ZRXOG HQDEOH WKHP WR DYRLG WKH VXUFKDUJH 6R RQFH \RX HDUQ DERYH WKH WKUHVKROG LW LV D QR EUDLQHU GHFLVLRQ WR SXUFKDVH KRVSLWDO FRYHU 5HPHPEHU WKHUH LV QR REOLJDWLRQ WR FKRRVH WKH PRUH H[SHQVLYH DQFLOODU\ FRYHU /HDUQ 0RUH 7R OHDUQ PRUH DERXW SULYDWH KHDOWK LQVXUDQFH , UHFRPPHQG WKH IROORZLQJ ZHEVLWHV Â&#x2021; 3ULYDWH+HDOWK JRY DX LV DQ $XVWUDOLDQ *RYHUQPHQW ZHEVLWH ZKLFK LQFOXGHV D GDWDEDVH RI DOO SROLFLHV RIIHUHG E\ $XVWUDOLDQ KHDOWK IXQGV 3ULYDWH KHDOWK LQVXUDQFH LV RQH RI WKH YDOXDEOH WRROV WKDW \RX FDQ XVH DV SDUW RI \RXU OLIHVW\OH VDIHW\ QHW
Â&#x2021; 3ULYDWH+HDOWK FRP DX LV DQ LQLWLDWLYH RI WKH +HDWK ,QVXUDQFH $VVRFLDWLRQ DQG LQFOXGHV VRPH VWDWLVWLFV DQG GLVFXVVLRQ RI WKH EHQHILWV RI SULYDWH KHDOWK LQVXUDQFH
2QH RI WKH ELJ EHQHILWV LV DFFHVV WR D SULYDWH KRVSLWDO DQG DYRLGDQFH RI OHQJWK\ SXEOLF ZDLWLQJ OLVWV LI \RX HYHU QHHG VXUJHU\ 2I FRXUVH GHHS
5HODWHG SRVWV
)HEUXDU\
www.first-step-community.info
7KZDFN =HUR LQFRPH +RZ ORQJ ZLOO \RX ODVW"
3URPRWH D SURGXFW RU VHUYLFH
7KH YDOXH RI 73' ,QVXUDQFH
,I \RX UHJXODUO\ SXEOLVK KLJK YDOXH FRQWHQW \RXU EORJ UHDGHUV ZRQ¶W PLQG WKH RFFDVLRQDO SURPRWLRQDO EORJ SRVW ,Q IDFW WKH\ DOPRVW H[SHFW LW
/LIH 6DYLQJ $GYLFH
,I \RX FDQ WLH LQ WKH SURPRWLRQDO VWXII WR VRPH FRQWHQW IRU H[DPSOH D KLJK FRQWHQW EORJ SRVW WKDW HQGV ZLWK D OLQN WR WKH SURGXFW VR PXFK WKH EHWWHU
*,+$1 3(5(5$ ([DPSOH 7KH 6HYHQ %LJJHVW 0LVWDNHV %XVLQHVV 2ZQHUV 0DNH :LWK 7KHLU :HE 6LWHV
7KLQJV WR %ORJ $ERXW )(% 3 0
$QQRXQFH VRPHWKLQJ QHZ %ORJJLQJ LV UHDOO\ UHDOO\ LPSRUWDQW QRZ EHFDXVH \RXU EORJ FDQ EH HPEHGGHG HDVLO\ LQWR RWKHU SODFHV VXFK DV RQ OLQH FRPPXQLWLHV )DFHERRN SDJHV DQG HYHQ L3KRQH DSSV 6R LI \RX¶UH QRW EORJJLQJ \HW , KRSH WKLV DUWLFOH FRQYLQFHV \RX WKDW LW¶V HDV\ WR GR ,¶P JRLQJ WR VKDUH KHUH WKLQJV \RX FDQ EORJ DERXW ZLWK VRPH H[DPSOHV IURP P\ RZQ EORJ , KRSH WKLV FRQYLQFHV \RX WKDW LW¶V HDV\ WR EORJ DQG \RX VKRXOG
8VH \RXU EORJ WR PDNH DQQRXQFHPHQWV ZKHWKHU WKH\ DUH QHZ SURGXFWV QHZ VHUYLFHV QHZ VWDII MRLQLQJ \RXU WHDP VXFFHVV VWRULHV IURP D FOLHQW DQG VR RQ ([DPSOH $UH \RX RQ WKHLU L3KRQHV"
QHYHU UXQ RXW RI WKLQJV WR ZULWH DERXW 5HIHU WR RWKHU H[SHUWV LQ WKH ILHOG 5HSRUW RQ FXUUHQW DIIDLUV DQG QHZV (YHU\WKLQJ \RX ZULWH GRHVQ¶W KDYH WR EH RULJLQDO FRQWHQW ,Q IDFW LW¶V TXLWH FRPPRQ IRU EORJJHUV WR UHIHU WR RWKHU :HE VLWH DQG LQ SDUWLFXODU WR RWKHU EORJJHUV ,W¶V D JUHDW ZD\ WR SURYLGH YDOXH WR \RXU UHDGHUV DQG DOVR HQFRXUDJHV RWKHU :HE VLWHV WR OLQN EDFN WR \RX
2QH RI WKH HDVLHVW DQG PRVW REYLRXV RSWLRQV 6LPSO\ OLQN WR DQ RQ OLQH QHZV VWRU\ DQG DGG D SDUDJUDSK RU WZR RI \RXU FRPPHQWDU\ WR LW ([DPSOH $SSOH VHHPV WR KDYH ERPEHG ZLWK WKH L3DG
([DPSOH +RZ WR (QWKUDOO DQ $XGLHQFH /LNH 6WHYH -REV 6XPPDULVH WKH ODWHVW UHVHDUFK &RS\ RWKHU SHRSOH¶V PDWHULDO 7DNH VRPH LQ GHSWK UHVHDUFK IURP \RXU DUHD RI H[SHUWLVH DQG VXPPDULVH LW LQ D IRUP WKDW¶V UHOHYDQW DQG PHDQLQJIXO WR \RXU PDUNHW
,Q VRPH FDVHV \RX FDQ HYHQ XVH RWKHU SHRSOH¶V PDWHULDO GLUHFWO\ ZLWKRXW
6KDUH VWRULHV IURP \RXU OLIH
KDYLQJ WR OLQN WR LW 2I FRXUVH WKLV RQO\ DSSOLHV LI \RX KDYH H[SOLFLW SHUPLVVLRQ WR GR VR
6SHDNHUV DUH DOZD\V ILQGLQJ ZD\V WR ZRUN LQ DQHFGRWHV IURP WKHLU OLIH LQWR WKHLU SUHVHQWDWLRQV 7KHUH¶V QR UHDVRQ \RX FDQ¶W GR WKH VDPH WKLQJ ZLWK \RXU EORJ
3URILOH D FOLHQW RU FXVWRPHU
([DPSOH &UHDWLQJ WKH GLQRVDXU H[SHULHQFH
8VH \RXU EORJ WR ZULWH D SURILOH FDVH VWXG\ RU VXFFHVV VWRU\ DERXW D FOLHQW RU FXVWRPHU <RX FRXOG HYHQ DVN WKHP WR DQVZHU VD\ WKUHH TXHVWLRQV DQG SRVW WKLV DV DQ LQWHUYLHZ RQ \RXU EORJ
5DQW
6KDUH D SRVLWLYH WHVWLPRQLDO
([SUHVV DQ RSLQLRQ <RX GRQ¶W KDYH WR EH UXGH DQG REQR[LRXV EXW \RXU EORJ LV WKH SODFH ZKHUH \RXU SHUVRQDOLW\ FRPHV WKURXJK 6R EH GLUHFW IRUWKULJKW DQG GRQ¶W VLW RQ WKH IHQFH
:KHQ FOLHQWV VD\ QLFH WKLQJV DERXW \RX JHW WKHLU SHUPLVVLRQ WR XVH WKDW DV D WHVWLPRQLDO DQG WKHQ SRVW LW WR \RXU EORJ $JDLQ DV ORQJ DV \RX GRQ¶W GR WKLV DOO WKH WLPH \RXU EORJ UHDGHUV ZRQ¶W PLQG WKLV RFFDVLRQDO VHOI SURPRWLRQ
([DPSOH 'LIIHUHQFHPDNHUV PDNH D GLIIHUHQFH 5HFRUG DQ DXGLR FOLS 5HYLHZ D ERRN \RX¶YH UHDG 6RPH SHRSOH ILQG LW HDVLHU WR UHFRUG DXGLR WKDQ WR ZULWH , GRQ¶W , ILQG LW PXFK HDVLHU WR ZULWH WKDQ WR UHFRUG %XW , NQRZ VRPH SHRSOH ZKR WKLQN QRWKLQJ RI SXOOLQJ RXW D YRLFH UHFRUGHU L3RG RU L3KRQH DQG UHFRUGLQJ D EULHI DXGLR FOLS ZKLFK WKH\ FDQ WKHQ SXEOLVK WR WKHLU EORJ ,W GRHVQ¶W KDYH WR EH &' TXDOLW\ HLWKHU DV ORQJ DV LW¶V QRW VFUDWFK\ RU GLIILFXOW WR XQGHUVWDQG
,I \RX¶YH UHDG D JRRG ERRN UHFHQWO\ ZULWH D EULHI ERRN UHYLHZ RQ \RXU EORJ $JDLQ \RXU SXUSRVH LV WR KHOS \RXU EORJ UHDGHUV VR WKH\ FDQ GHFLGH ZKHWKHU RU QRW WR UHDG WKH ERRN WKHPVHOYHV ([DPSOH 7KH 'LS E\ 6HWK *RGLQ
)HEUXDU\
www.first-step-community.info
5HFRUG D YLGHR FOLS
6OLGH6KDUH QHW WR SXEOLVK LW WR WKH ,QWHUQHW <RX FDQ WKHQ HPEHG WKLV LQWR D EORJ SRVW MXVW DV \RX ZRXOG GR ZLWK D <RX7XEH YLGHR
7KH QH[W VWHS LV YLGHR DQG DJDLQ , NQRZ VRPH SHRSOH ZKR ILQG LW D EUHH]H WR UHFRUG D YLGHR FOLS RI WKHPVHOYHV ZLWK D VKRUW VKDUS PHVVDJH WKH\ FDQ WKHQ SXEOLVK WR WKHLU EORJ
([DPSOH 3HUVRQDO 3URGXFWLYLW\ DQG 7LPH 0DQDJHPHQW $QQRXQFH D FRPLQJ HYHQW
([DPSOH ([SHFW 0RUH ,QVSLUDWLRQ WR NHHS JRLQJ 8VH \RXU EORJ WR DQQRXQFH \RXU FRPLQJ HYHQWV <RX SUREDEO\ SURPRWH WKHP HYHU\ZKHUH HOVH DV ZHOO VXFK DV \RXU :HE VLWH \RXU H PDLO QHZVOHWWHU \RXU 7ZLWWHU IHHG HWF VR ZK\ QRW SRVW WKHP RQ \RXU EORJ DV ZHOO
,QVHUW D <RX7XEH YLGHR <RX GRQ¶W HYHQ KDYH WR UHFRUG WKH YLGHR FOLS \RXUVHOI <RX7XEH 9LPHR 9LGGOHU DQG RWKHU YLGHR VKDULQJ VLWHV PDNH LW HDV\ IRU \RX WR HPEHG WKHLU YLGHR FOLSV LQWR \RXU EORJ
:KHZ WKDW¶V MXVW IRU VWDUWHUV
([DPSOH 7KUHH VWRULHV RI EUDQG UHSXWDWLRQV VSRLOHG RQOLQH
7KHUH DUH PDQ\ RWKHU WKLQJV \RX FRXOG EORJ DERXW EXW WKHVH VKRXOG JLYH \RX HQRXJK IRU VWDUWHUV
5HFRPPHQG D :HE VLWH )LQG D :HE VLWH \RX OLNH WKDW \RXU UHDGHUV PLJKW ILQG XVHIXO DV ZHOO" :ULWH D EULHI UHYLHZ RI LW RQ \RXU EORJ DORQJ ZLWK D OLQN WR WKH VLWH
*/(11 &$5':(//
([DPSOH )LOH \RXU GRFXPHQWV DQG FOLSSLQJV ZLWK (YHUQRWH
&RPIRUW )RRGV )(% $ 0
$QVZHU D IUHTXHQWO\ DVNHG TXHVWLRQ , EHW \RXU H PDLO SURJUDP¶V ³6HQW 0DLO´ IROGHU KDV VRPH JHPV RI LQIRUPDWLRQ \RX¶YH VKDUHG ZLWK VRPHERG\ LQ DQVZHU WR D TXHVWLRQ WKH\ DVNHG \RX :K\ OLPLW WKLV WR MXVW RQH SHUVRQ" 0DQ\ RI WKHVH DQVZHUV \RX ZULWH FRXOG HDVLO\ DSSO\ WR ORWV RI SHRSOH ZLWK D ELW RI HGLWLQJ WR KLGH FRQILGHQWLDO GHWDLOV DQG SXW LW LQ FRQWH[W 7KLV LV JUHDW VRXUFH PDWHULDO IRU EORJ SRVWV ,Q IDFW HYHU\ ZHHN , JR WKURXJK P\ 6HQW 0DLO IROGHU ORRNLQJ IRU MXVW VXFK PDWHULDO ([DPSOH +RZ WR UHDFK SHRSOH ZKR GRQ¶W NQRZ WKH\ QHHG \RX -RW GRZQ D KDOI IRUPHG LGHD %ORJ SRVWV GRQ¶W KDYH WR EH ORQJ VWUXFWXUHG DUWLFOHV DV \RX ZRXOG GR IRU D QHZVOHWWHU PDJD]LQH RU HYHQ DQ DUWLFOH RQ \RXU :HE VLWH ,W¶V 2. WR MXVW MRW GRZQ D IHZ QRWHV DV ORQJ DV WKH\ PDNH VHQVH
'RZQ LQ WKH GXPSV" /LIH QRW WRR IODVK" 2U VLPSO\ MXVW ZDQW WR HQMR\ D IHHO JRRG IRRG" :KDW ZRXOG EH \RXU FRPIRUW IRRG" 1R GRXEW PDQ\
([DPSOH *LYH YDOXH JHW EXVLQHVV
ZRXOG WXUQ WR FKRFRODWH ELW ,¶P FHUWDLQ WKHUH DUH RWKHU FKRLFHV WRR &DPHPEHUW RQ WKLFN IUXLW WRDVW FUHDP\ SXPSNLQ VRXS PXVKURRP DQG HJJ RQ D ZKROHPHDO EXQ VXSHU SUHPLXP LFH FUHDP ZLWK FKRFRODWH FRDWHG DOPRQGV , EHVW VWRS WKHUH EHIRUH , JLYH DZD\ WRR PDQ\ SHUVRQDO VHFUHWV 6R ZKDW¶V \RXUV"
3XEOLVK \RXU SRGFDVW SRVWV <RX PLJKW KDYH D SRGFDVW WKDW SHRSOH VXEVFULEH WR VR WKH\ UHFHLYH \RXU HSLVRGHV DXWRPDWLFDOO\ 7R UHDFK HYHQ PRUH SHRSOH SXEOLVK HDFK HSLVRGH RQ \RXU EORJ DV ZHOO VR WKDW QRQ VXEVFULEHUV WR WKH SRGFDVW FDQ VWXPEOH DFURVV LW
3V\FKRORJ\ OLQN
([DPSOH *RRJOH YV %HLMLQJ 0RUH WR WKLV WKDQ PHHWV WKH H\H
7KHUH LV RIWHQ D SV\FKRORJLFDO FRPSRQHQW WR D IRRG \RX OLNH DQG WKRVH \RX GLVOLNH &KRFRODWH SXGGLQJ FRXOG EULQJ EDFN PHPRULHV RI 6XQGD\ OXQFK DW *UDQGPDV RU ILVK DQG FKLSV PLJKW KDYH EHHQ WKH )ULGD\ QLJKW
6KDUH D 3RZHU3RLQW SUHVHQWDWLRQ &UHDWH D PHVVDJH DV D 3RZHU3RLQW SUHVHQWDWLRQ DQG WKHQ XVH
)HEUXDU\
www.first-step-community.info
5HIHUHQFH -RXUQDO RI &RQVXPHU UHVHDUFK GRL
VSHFLDO ZKHQ \RX ZHUH D NLG DQG \RX ZHUH DOORZHG WR VWD\ XS DQG ZDWFK WKH ODWH PRYLH
%ULDQ :DQVLQN¶V UHVHDUFK JURXS DW &RUQHOO 8QLYHUVLW\ LQ WKH 86 KDYH WDNHQ DQ LQWHUHVW LQ FRPIRUW IRRGV VHH BB0LQGOHVV (DWLQJBB %DQWDP %RRNV DQG IRXQG PHQ DQG ZRPHQ ZHUH GLIIHUHQW *ROOHHH <HS WKH ODGLHV SUHIHUUHG VZHHW IRRGV DQG WKH EORNHV JHQHUDOO\ ZHQW IRU VDYRXU\ FRPIRUW IRRGV H[FHSW ZKHQ WKH\ ZHUH RIIHUHG VXSHU SUHPLXP LFH FUHDP ZLWK FKRFRODWH FRDWHG DOPRQGV (YHU\RQH ORYHV WKHLU LFH FUHDP
*/(11 &$5':(//
:K\ GRHV D PXVKURRP KDYH WKDW VKDSH"
%R\V YV JLUOV
)(% $ 0
7KH JX\V VDLG WKH\ SUHIHUUHG SDVWD SL]]D DQG VRXS EHFDXVH WKH\ IHOW VSRLOHG RU SDPSHUHG DQG EHLQJ WKH IRFXV RI DWWHQWLRQ ZKHQ JLYHQ WKHVH IRRGV &RPIRUW IRRGV GLG WKHLU PDJLF HVSHFLDOO\ ZKHQ WKH\ ZHUH SUHSDUHG ³MXVW OLNH PDPD XVHG WR PDNH´ DQG ORVW VRPH RI WKHLU FRPIRUWLQJ HIIHFW ZKHQ WKH\ GHYLDWHG IURP H[SHFWDWLRQ LQ ORRN DQG WDVWH 7KH ZRPHQ GLGQ¶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
, EHW \RX KDYHQ¶W IRU RQH PRPHQW WKRXJKW DERXW WKH VKDSH RI D PXVKURRP :K\ GRHV LW ORRN OLNH LW GRHV" %HFDXVH LW LV D FOHYHU H[DPSOH RI QDWXUDO HQJLQHHULQJ DFFRUGLQJ WR WKH ERIILQV DW 0LDPL 8QLYHUVLW\ 7KH
8QLYHUVLW\ RI 6RXWK &DUROLQD KDV SXW KHU VSLQ RQ FRPIRUW IRRGV 6KH IRXQG WKDW ZKHQ SHRSOH ZHUH VXEMHFWHG WR D FKDQJLQJ HQYLURQPHQW HJ PRYH KRXVH JR RQ D WULS WUDXPDWLF HYHQW WKH\ FKRVH GLIIHUHQW XQIDPLOLDU IRRGV QRW WKH VWDELOL]LQJ FRPIRUW IRRGV 3DUDGR[LFDOO\ SHRSOH SUHGLFWHG WKDW LI WKH\ KDG WR PRYH WRZQ WKH\ ZRXOG PXFK SUHIHU FRPIRUW IRRGV RYHU IRRGV WKH\ KDG QHYHU H[SHULHQFHG EHIRUH 6R ZKDW WKH\ SUHGLFWHG ZRXOG KDSSHQ ZDV GLIIHUHQW WR ZKDW WKH\ HYHQWXDOO\ GLG
JLOOV RQ WKH XQGHUVLGH DUH GHVLJQHG WR FDUU\ WKH PD[LPXP QXPEHU RI VSRUHV DERXW WLPHV PRUH WKDQ ZRXOG ILW RQ D IODW VXUIDFH
³6SRUHV DUH FDWDSXOWHG IURP WKH JLOO VXUIDFH WUDYHO D VKRUW GLVWDQFH KRUL]RQWDOO\ WKHQ IDOO YHUWLFDOO\ WR EH VZHSW DZD\ E\ DLU FXUUHQWV 7KH VSRUHV WKHQ JR RII WR VWDUW QHZ PXVKURRP FRORQLHV ´ H[SODLQV 3URIHVVRU 1LFKRODV 0RQH\ <HV 5HDO QDPH , EHW KH LV FDOOHG ³7KLHI´ EHKLQG KLV EDFN <RX NQRZ 1LFN 0RQH\ , GRQ¶W WKLQN LW LV IXQQ\ HLWKHU
:KDW GRHV LW DOO PHDQ" ,W DOO GHSHQGV RQ WKH FLUFXPVWDQFHV ,I \RX KDYH VFRUHG VRPH ZLQQHUV DW ZRUN DQG WKHQ FKRRVH D SL]]D RU LFH FUHDP WKHUH LV V\QHUJLVWLF HIIHFW RI ERRVWLQJ \RXU PRRG ,I \RX KDYH PRYHG WR D GLIIHUHQW DGGUHVV VRPH GLVWDQFH IURP \RXU SUHYLRXV KRPH DORQJ ZLWK WKH KDVVOH RI SDFNLQJ LW
1LFN DQG KLV FROOHDJXHV KDYH SODFHG PXVKURRPV LQ ZLQG WXQQHOV DQG IRXQG WKDW WKH OHDGLQJ HGJH RI WKH PXVKURRP FDXVHV D UDSLG VORZLQJ RI DLU PRYHPHQW FORVH WR WKH XQGHUVLGH DOORZLQJ VSRUHV WR VXFFHVVIXOO\ OHDYH WKH JLOOV DQG GURS LQWR IDVWLQJ PRYLQJ DLU WR EH GLVSHUVHG ,I WKH DLU PRYHPHQW ZDVQ¶W VORZHG QHDU WKH JLOOV WKHUH LV D JRRG FKDQFH WKDW WKH VSRUHV ZLOO EH EORZQ EDFN LQWR WKH JLOO VWUXFWXUH DQG QRW WUDYHO DQ\ZKHUH
PDNHV VHQVH WKDW PDQ\ SHRSOH ZLOO FKHFN RXW QHZ VXSHUPDUNHWV DQG UHVWDXUDQWV DQG H[SHULPHQW ZLWK QHZ IRRGV LQ D QHZ SODFH :KDW , WKLQN 6WDF\ :RRG LV WU\LQJ WR GHPRQVWUDWH LV KXPDQV DGDSW LQ GLIIHUHQW ZD\V DQG DQ XSKHDYDO LQ OLIH GRHVQ¶W VHQG HYHU\RQH LQ VHDUFK RI D FRPIRUW IRRG
7KDW¶V D FOHYHU PXVKURRP
(YHU WUDYHOOHG WR D YHU\ GLIIHUHQW FRXQWU\" 'LG \RX GHFLGH WR HDW OLNH WKH ORFDOV RU GLG \RX DVN WKH FRQFLHUJH LI WKH\ NQHZ LI 3L]]D +XW KDG D IUDQFKLVH FORVH E\" 7KH DQVZHU WR WKDW TXHVWLRQ PLJKW JLYH \RX DQ LQVLJKW LQWR \RXU UHODWLRQVKLS ZLWK FRPIRUW IRRGV
)HEUXDU\
www.first-step-community.info
127(6 )520 7+( :25.3/$&( *$5'(1
$11 52/)(¶6 0(1725,1* :25.6 %/2*
6L]H GRHVQ¶W PDWWHU
(QGLQJV DQG %HJLQQLQJV
)(% $ 0
)(% $ 0
+DYLQJ UHFHQWO\ PRYHG KRXVH DQG JRQH IURP D PHGLXP VL]HG JDUGHQ WR D VPDOO JDUGHQ , KDYH OHDUQW VRPHWKLQJ YDOXDEOH 6L]H GRHVQ¶W PDWWHU 7KH EDVLF JDUGHQLQJ SULQFLSOHV DSSO\ QR PDWWHU KRZ PXFK VSDFH , KDYH WR GHDO ZLWK , VWLOO KDYH WR SUHSDUH WKH VRLO VHOHFW WKH ULJKW SODQWV JLYH WKHP QXWULHQWV PDLQWDLQ WKHP HWF HWF 6RPH WKLQJV GRQ¶W WDNH DV ORQJ WR GR LQ P\ VPDOOHU JDUGHQ ZKLFK LV QLFH EXW VPDOOHU VSDFHV FDQ EH KDUGHU WR ZRUN LQ DQG ZKHQ RQH SODQW LVQ¶W GRLQJ ZHOO \RX FDQ UHDOO\ QRWLFH LW
7RGD\¶V JURXS ZHUH DW WKH HQG RI WKHLU WZHOYH PRQWK PHQWRULQJ SURJUDP ,W ZDV D PRYLQJ H[SHULHQFH WR KHDU WKHP VKDULQJ WKHLU RXWFRPHV ,W ZDV FOHDU WKDW PHQWRUV DV ZHOO DV WKRVH PHQWRUHG KDG JDLQHG VLJQLILFDQWO\ IURP WKH SURFHVV 7KH\ LQFUHDVHG VNLOOV DQG FRQILGHQFH KDG FRXUDJH WR DSSO\ IRU SRVLWLRQV DQG ZHUH DEOH WR WKLQN ³RXWVLGH WKH VTXDUH´ $OO ZHUH YHU\ SRVLWLYH DERXW WKHPVHOYHV WKHLU FROOHDJXHV DQG WKHLU RUJDQLVDWLRQ GHVSLWH WKH IDFW WKDW D VWDII IUHH]H LV LPSDFWLQJ RQ FDUHHU RSSRUWXQLWLHV ULJKW QRZ
7KH VDPH LV WUXH ZLWK RUJDQLVDWLRQV ,W GRHVQ¶W PDWWHU ZKDW VL]H RUJDQLVDWLRQ \RX ZRUN LQ IURP KXJH PXOWLQDWLRQDOV WR VPDOO EXVLQHVV WKH VDPH UXOHV DSSO\ 6XUH WKH VFDOH LV GLIIHUHQW ZKLFK FDQ VRPHWLPHV ZRUN LQ \RXU IDYRXU DQG RWKHU WLPHV PDNH OLIH PRUH GLIILFXOW
5266 &/(11(77
5ROH VSHFLDOLVDWLRQ WKH QHZ IURQWLHU IRU UHFUXLWPHQW DJHQFLHV WR ZLQ
, NHHS KHDULQJ VPDOO EXVLQHVV SHRSOH VD\LQJ WKDW WKH\ DUH DW D GLVDGYDQWDJH WR WKHLU ELJJHU FRXVLQV ZKHQ LW FRPHV WR UHFUXLWLQJ UHZDUGLQJ DQG UHWDLQLQJ SHRSOH 1RW WUXH 7KHUH DUH SOHQW\ RI SRWHQWLDO HPSOR\HHV RXW WKHUH ZKR GRQ¶W ZDQW WR VHOO WKHLU VRXO WR WKH ELJ FRUSRUDWH ZKR ZRXOG UDWKHU ZRUN IRU VRPHRQH ZKR DFWXDOO\ NQRZV WKHP DV D SHUVRQ UDWKHU WKDQ D SD\UROO QXPEHU 6PDOO RUJDQLVDWLRQV FDQ DOVR OHDUQ IURP WKHLU ODUJHU FRXVLQV DERXW KRZ WR FUHDWH V\VWHPV WKDW DUH IDLU DQG HTXLWDEOH IRU DOO
)(% 3 0 5ROH VSHFLDOLVDWLRQ HYROYHG VORZO\ LQ WKH UHFUXLWPHQW LQGXVWU\ 7KH ILUVW VLJQLILFDQW VWHS ZDV VHSDUDWLQJ WHPS DQG SHUP UHFUXLWPHQW 6PDUW EXVLQHVV RZQHUV UHDOLVHG WKHVH WZR DVSHFWV RI UHFUXLWPHQW UHTXLUHG VOLJKWO\ GLIIHUHQW FRPSHWHQFLHV DQG DV D UHVXOW WKH PRUH SURFHVV GHWDLO DQG WUDQVDFWLRQ RULHQWHG SHRSOH ZHUH EHWWHU VXLWHG WR SHUP DQG WKH
,I \RX DUH VPDOO \RX MXVW QHHG WR VWDUW WKLQNLQJ ELJJHU )RU H[DPSOH JHW \RXU RUJDQLVDWLRQ FRQQHFWHG ZLWK RWKHU VLPLODU FRPSDQLHV VR \RX FDQ RIIHU \RXU VWDII VHFRQGPHQWV RU WUDQVIHUV ,I \RX DUH ELJ VWDUW WKLQNLQJ VPDOOHU E\ ORRNLQJ DW KRZ \RX FDQ SHUVRQDOLVH WKH HPSOR\PHQW
IDVWHU SDFHG PRUH HPRWLRQDO DQG UHODWLRQVKLS IRFXVHG
H[SHULHQFH IRU \RXU SHRSOH -XVW EHFDXVH , QRZ KDYH D VPDOOHU JDUGHQ GRHV QRW PDNH PH DQ\ OHVV RI D JDUGHQHU , NQRZ ,¶P JRLQJ WR EH MXVW DV FRPPLWWHG WR P\ QHZ JDUGHQ DV , ZDV WR P\ ROG RQH 6R ZKHWKHU \RX KDYH RQH SHUVRQ RU PDQ\ SHRSOH RQ \RXU WHDP \RX DUH VWLOO D OHDGHU VR \RX PD\ DV ZHOO EH WKH PRVW HQJDJLQJ OHDGHU \RX FDQ EH
0$77 &+85&+
(YHU\WKLQJ LV FRQQHFWHG )(% 3 0 :LWKLQ P\ GD\ 0LOOLRQ 'ROODU ([SHUW ,PPHUVLRQ SURJUDP RQH RI WKH LGHDV ZH ZRUN RQ LV KRZ WR PDNH \RXU LGHDV H[LVW RQ YDULRXV OHYHOV 7KH VLPSOH H[SODQDWLRQ RI WKLV LV WR EHFRPH DZDUH RI WKH ELJ PHGLXP DQG VPDOO OD\HUV RI WKRXJKW )RU H[DPSOH 6PDOO 6WHDN0HGLXP )RRG%LJ (QHUJ\2QFH \RX HPEUDFH WKLV FRQFHSW DQG EXLOG \RXU LGHDV LQ WKLV ZD\ \RX JHW VHYHUDO EHQHILWV 6RPH LQFOXGH 0RYLQJ
)HEUXDU\
www.first-step-community.info
*,+$1 3(5(5$
Â&#x2021; 0LVWDNH 7KH\ 7U\ 7R 3OHDVH (YHU\ERG\ $QG (QG 8S 3OHDVLQJ 1RERG\
)UHH :HELQDU 7KH 6HYHQ %LJJHVW 0LVWDNHV %XVLQHVV 2ZQHUV 0DNH :LWK 7KHLU :HE 6LWHV
Â&#x2021; 0LVWDNH 7KHLU :HE 6LWH 'RHVQ¶W )LW 7KH 5HVW 2I 7KHLU 2Q /LQH 6WUDWHJ\ 7KLV LV D IUHH ZHELQDU RQ :HGQHVGD\ WK )HEUXDU\ IURP DP : $ 3HUWK WLPH
)(% 3 0
5HJLVWHU IRU WKH ZHELQDU KHUH DQG VHH WKH WLPH LQ \RXU WLPH ]RQH DV ZHOO
7KH ,QWHUQHW KDV FKDQJHG UHFHQWO\ SDUWLFXODUO\ ZLWK WKH JURZWK RI ³:HE ´ WRROV VXFK DV )DFHERRN EORJJLQJ 7ZLWWHU /LQNHG,Q SRGFDVWLQJ DQG <RX7XEH *,+$1 3(5(5$ $OWKRXJK WKLV KDV WDNHQ VRPH RI WKH IRFXV RII :HE VLWHV IRU H[DPSOH \RX FDQ QRZ KDYH DQ RQ OLQH SUHVHQFH ZLWKRXW D :HE VLWH LW GRHVQ¶W PHDQ
+RZ WR (QWKUDOO DQ $XGLHQFH /LNH 6WHYH -REV
WKDW :HE VLWHV DUH REVROHWH )DU IURP LW ,Q IDFW WKH RSSRVLWH LV WUXH $ KLJK TXDOLW\ :HE VLWH LV HYHQ PRUH LPSRUWDQW WKDQ HYHU EHIRUH ,W¶V MXVW WKDW LW SOD\V D GLIIHUHQW UROH LQ \RXU RQ OLQH VWUDWHJ\ 1RZ LW¶V QR ORQJHU WKH RQO\ SODFH WKDW SHRSOH ILQG \RX RQ WKH ,QWHUQHW EXW LW¶V VWLOO WKH ODVW SODFH WKH\ WXUQ WR EHIRUH GHFLGLQJ WR GR EXVLQHVV ZLWK \RX
)(% $ 0
*HRII 0FGRQDOG WKH FUHDWRU RI WKH %RRN 5DSSHU VHULHV KDV MXVW UHOHDVHG KLV ODWHVW H ERRN L3UHVHQW +RZ WR (QWKUDOO DQ $XGLHQFH /LNH 6WHYH -REV ZKLFK LV EDVHG RQ &DUPLQH *DOOR¶V ERRN ³7KH 3UHVHQWDWLRQ 6HFUHWV RI 6WHYH -REV´
2Q :HGQHVGD\ WK )HEUXDU\ ,¶P UXQQLQJ D ZHELQDU DERXW WKH VHYHQ ELJJHVW PLVWDNHV , VHH RQ EXVLQHVV ZHE VLWHV +HUH¶V WKH OLVW IRU \RXU UHIHUHQFH Â&#x2021; 0LVWDNH 7KHLU :HE 6LWH 'RHVQ¶W &KDQJH VR ,W¶V ,QDFFXUDWH 2XW 2I 'DWH 2U -XVW 3ODLQ :URQJ
*HRII VXPPDULVHV WKH ERRN LQ HDV\ WR UHDG SDJHV DQG HYHQ LQFOXGHV OLQNV WR <RX7XEH YLGHRV GHPRQVWUDWLQJ VRPH RI WKH LGHDV
Â&#x2021; 0LVWDNH 7KH\ 0DNH ,W 7RR 'LIILFXOW )RU 3HRSOH WR %X\
*HW LW IUHH DW WKH %RRN 5DSSHU VLWH
Â&#x2021; 0LVWDNH 7KH\ 'RQ¶W +DYH $ ³3ODQ %´ )RU 3HRSOH :KR 'RQ¶W %X\ Â&#x2021; 0LVWDNH 7KHLU :HE 6LWH )RFXVHV 2Q 7KHPVHOYHV 1RW WKH 5HDO 3UREOHPV RI 7KHLU 6LWH 9LVLWRUV Â&#x2021; 0LVWDNH 7KH\ 7U\ 7R 6HOO 7RR 6RRQ
Regular Contributors Gihan Perera
www.gihanperera.info
Hugh Gyton
justaconversation-hugh.blogspot.com
Ian Berry
www.ianberry.au.com/ianberrysblog.html
Matt Church
www.thoughtleadersblog.com www.mattchurchblog.com
Glenn Capelli
glenncapelli.blogspot.com
Glenn Cardwell
glenn-glenncardwell.blogspot.com
Sharonne Phillips
sharonne-phillips.blogspot.com
Anne Riches
anneriches.blogspot.com
Matt Hern
financialfuturist.com
David Beard
lifelongfitness.net/blog
David Thomas
thinkglobalblog.blogspot.com
Ross Clennett
rossclennett.blogspot.com
Jenn Shallvey
feeds.feedburner.com/LetsGoThere
Peter Webb
www.peterwebb.com.au
Sue-maree McEnearney
hspotting.blogspot.com
Helen Macdonald
helenmacblog.blogspot.com
Steve Francis
www.stevefrancis.net.au
Ann Rolfe
mentoring-works.blogspot.com
Michael Harrison
www.michaelharrison.com.au
Gary Ryan
garyryansblog.blogspot.com
Vanessa Hall
thetruthabouttrust.blogspot.com
David Penglase
salessuccessforum.com.au
Neil Mattingley
neilmattingley.com
Karen Schmidt
www.letsgrow.com.au