Thinking Ahead Journal: 6th June 2010 by Gihan Perera

L me

Ideas and Insights from the eGurus Community www.eGurus.info 6th June 2010

Thinking Ahead is a collection of blog posts from members of the eGurus 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.

-XQH

7hinking AheaG www.eGurus.info

62 :+$7Â¶6 1(;7" 3OHDVH UHDG -RKQ (ONLQJWRQÂ¶V IXOO DUWLFOH KHUH

(QOLJKWHQHG VHOI LQWHUHVW LV RQH RI WKH NH\ GULYHUV RI D QHZ ZRUOG WKDW LV GHVSHUDWHO\ ZDLWLQJ WR EH ERUQ

)RU PH HQOLJKWHQHG VHOI LQWHUHVW LV RQH RI WKH NH\ GULYHUV RI D QHZ ZRUOG WKDW LV GHVSHUDWHO\ ZDLWLQJ WR EH ERUQ , ZRXOG EH YHU\ LQWHUHVWHG LQ \RXU WKRXJKWV (QOLJKWHQHG VHOI LQWHUHVW DORQJ ZLWK FRPSHOOLQJ VWRULHV ZLWKRXW VSLQ DQG WXUQLQJ YDOXHV LQWR YLUWXHV VHH SUHYLRXV SRVWV RI -XQH QG DQG WK DUH WKUHH RI ZKDW , EHOLHYH DUH WKH FULWLFDO IDFWRUV IRU VXFFHVV LQ PRGHUQ

-81 3 0 (QOLJKWHQHG VHOI LQWHUHVW IRU PH LV VLPSO\ DFWLQJ WR IXUWKHU WKH LQWHUHVWV RI RWKHUV ZLWKRXW DWWDFKPHQW NQRZLQJ WKDW P\ RZQ LQWHUHVWV ZLOO EH WDNHQ FDUH RI DV D FRQVHTXHQFH

EXVLQHVV %H WKH GLIIHUHQFH \RX ZDQW WR VHH LQ WKH ZRUOG ,DQ )RXQGHU 'LIIHUHQFHPDNHUV &RPPXQLW\ 3OHDVH GRZQORDG P\ HERRN DERXW WKH FULWLFDO IDFWRUV KHUH

7KLV LV YHU\ GLIIHUHQW WR XQHQOLJKWHQHG VHOI LQWHUHVW ZKLFK VHHPV WR GULYH PDQ\ RI RXU SROLWLFLDQV DQG VR FDOOHG EXVLQHVV OHDGHUV ZKR DFW DFFRUGLQJ WR WKHLU RZQ VHOILVKQHVV

3OHDVH MRLQ PH LQ 0DQFKHVWHU RQ -XO\ WK IRU D RQH GD\ VXPPLW RQ WKH FULWLFDO IDFWRUV 'HWDLOV KHUH

$OO RYHU WKH ZRUOG , VHH XQHQOLJKWHQHG VHOI LQWHUHVW GHVWUR\LQJ EXVLQHVVHV IDPLOLHV OLYHV LQ JHQHUDO DQG RI FRXUVH EHLQJ LQ WKH JULS RI XQHQOLJKWHQHG VHOI LQWHUHVW PHDQV ZH DUH QRW \HW DEOH WR DYRLG WKH FDWDVWURSKHV FDXVHG E\ RXU LQDELOLW\ DQG XQZLOOLQJQHVV WR OLYH LQ KDUPRQ\ ZLWK RXU SODQHW

7R LQYLWH PH WR FRQGXFW VXFK D VXPPLW IRU \RXU RUJDQLVDWLRQ SOHDVH YLVLW KHUH GRLQJ WRGD\ ZKDW RWKHUV ZLOO RQO\ EH WKLQNLQJ DERXW WRPRUURZ

7KH JRRG QHZV LV WKDW , KDYH DOVR VHHQ SURGXFWLYLW\ DQG SRVLWLYLW\ JR WKURXJK WKH URRI DQG WKH FKDQJLQJ RI ZKDWÂ¶V QRUPDO IRU WKH JRRG RI SHRSOH DQG RXU SODQHW ZKHQ WKH DZHVRPH SRZHU RI HQOLJKWHQHG VHOI LQWHUHVW LV DW ZRUN

',))(5(1&(0$.(56 &20081,7< %/2*

(QOLJKWHQHG VHOI LQWHUHVW LV RQH RI WKH NH\ GULYHUV RI D QHZ ZRUOG WKDW LV GHVSHUDWHO\ ZDLWLQJ WR EH ERUQ

,V HQOLJKWHQHG VHOI LQWHUHVW GULYLQJ \RX" &RXOG \RX GR PRUH IRU \RXU ZRUOG DQG WKHUHIRUH IRU \RXUVHOI" +RZ PDQ\ RI \RXU DFWLRQV \HVWHUGD\ IHDWKHUHG \RXU RZQ QHVW DQG FRVW VRPHERG\ HOVH VRPHWKLQJ WKH\ GLGQÂ¶W ZDQW WR JLYH DZD\" , ZDV PRYHG E\ DQ DUWLFOH UHFHQWO\ LQ &65 :LUH E\ -RKQ (ONLQJWRQ RQH RI P\ KHURHV DQG WKH IDWKHU RI WKH WULSOH

-81 3 0

ERWWRP OLQH ZKHUH KH VDLG (QOLJKWHQHG VHOI LQWHUHVW IRU PH LV VLPSO\ DFWLQJ WR IXUWKHU WKH LQWHUHVWV RI RWKHUV ZLWKRXW DWWDFKPHQW NQRZLQJ WKDW P\ RZQ LQWHUHVWV ZLOO EH WDNHQ FDUH RI DV D FRQVHTXHQFH

3URSHUO\ XQGHUVWRRG VXVWDLQDELOLW\ LV QRW WKH VDPH DV FRUSRUDWH VRFLDO UHVSRQVLELOLW\ &65 Â²QRU FDQ LW EH UHGXFHG WR DFKLHYLQJ DQ DFFHSWDEOH EDODQFH DFURVV HFRQRPLF VRFLDO DQG HQYLURQPHQWDO ERWWRP OLQHV ,QVWHDG LW LV DERXW WKH IXQGDPHQWDO LQWHUJHQHUDWLRQDO WDVN RI ZLQGLQJ GRZQ WKH G\VIXQFWLRQDO HFRQRPLF DQG EXVLQHVV PRGHOV RI WKH QLQHWHHQWK DQG WZHQWLHWK FHQWXULHV DQG WKH HYROXWLRQ RI QHZ RQHV ILW IRU D KXPDQ SRSXODWLRQ KHDGHG WRZDUGV QLQH ELOOLRQ SHRSOH OLYLQJ RQ D VPDOO SODQHW DOUHDG\ LQ Â³HFRORJLFDO RYHUVKRRWÂ´

7KLV LV YHU\ GLIIHUHQW WR XQHQOLJKWHQHG VHOI LQWHUHVW ZKLFK VHHPV WR GULYH PDQ\ RI RXU SROLWLFLDQV DQG VR FDOOHG EXVLQHVV OHDGHUV ZKR DFW DFFRUGLQJ WR WKHLU RZQ VHOILVKQHVV $OO RYHU WKH ZRUOG , VHH XQHQOLJKWHQHG VHOI LQWHUHVW GHVWUR\LQJ

-XQH

www.eGurus.info

EXVLQHVVHV IDPLOLHV OLYHV LQ JHQHUDO DQG RI FRXUVH EHLQJ LQ WKH JULS RI XQHQOLJKWHQHG VHOI LQWHUHVW PHDQV ZH DUH QRW \HW DEOH WR DYRLG WKH FDWDVWURSKHV FDXVHG E\ RXU LQDELOLW\ DQG XQZLOOLQJQHVV WR OLYH LQ KDUPRQ\ ZLWK RXU SODQHW

%,// -(11,1*6 )520 7,0( 63$&(

-RHÂ¶V GDG VWRRG DW WKH GRRU WR WKH ELJ VFKRRO KDOO HYHU\ )ULGD\ QLJKW

3UHVHQFH -81 $ 0

7KLV ZDV ZKHQ , ZDV D WHDFKHU DQG FRRUGLQDWHG NLGV ZKR ZHQW RII YROXQWDULO\ WR )ULGD\ QLJKW FRPPXQLW\ VHUYLFH SURJUDPV 6FKRRO ZDV RIILFLDOO\ RYHU IRU WKH ZHHN VR LW ZDV DOZD\V VRPHWKLQJ RI D SULYLOHJH WR EH DURXQG \RXQJ SHRSOH ZKR ZDQWHG WR JR DQG GR VRPHWKLQJ IRU VRPHRQH HOVH 7KH PRVW SRSXODU DFWLYLW\ ZDV D WXWRULQJ SURJUDP IRU NLGV ZKR ZHUH QHZ WR WKH FRXQWU\ DV\OXP VHHNHUV DQG UHIXJHHV $W WKH WLPH \RX FRXOG ZDON XS WR WKLV FKXUFK KDOO LQ (DVW 0HOERXUQH DQG VHH SDLUV RI NLGV HQJDJHG LQ ZKDW , FDOOHG ÂµPXWXDO OHDUQLQJÂ¶ 7\SLFDOO\ D SULYDWH VFKRRO VWXGHQW ZDV SDLUHG ZLWK D \RXQJ SHUVRQ RI VLPLODU DJH 3HUKDSV WKDW NLG KDG MXVW DUULYHG DV DQ DV\OXP VHHNHU IURP ZDU UDYDJHG (DVW 7LPRU

<RXÂ¶G VHH ODXJKWHU HQWKXVLDVP D ORW RI PDJLF KDSSHQLQJ LQ WKH ELJ URRP 0RVW RI WKH NLGV PDGH WKHLU RZQ ZD\ KRPH EXW -RHÂ¶V GDG ZDV WKHUH HYHU\ ZHHN

Â³<RXÂ¶UH D JRRG GDG WR EH KHUH DQG SLFN XS \RXU VRQ HYHU\ ZHHNÂ´ , VDLG RQH QLJKW Â³, QRWLFH \RX DOZD\V JHW KHUH ILIWHHQ PLQXWHV EHIRUH WXWRULQJ ILQLVKHV Â´ -RHÂ¶V GDG UHSOLHG ZLWK D OLQH , KDYH QHYHU IRUJRWWHQ Â³, EHOLHYH LQ SUHVHQFHÂ´

3OHDVH UHDG -RKQ (ONLQJWRQÂ¶V IXOO DUWLFOH KHUH (YHU\ )ULGD\ QLJKW -RHÂ¶V GDG EXLOW LQWR KLV VFKHGXOH WKDW KH ZRXOG DUULYH )RU PH HQOLJKWHQHG VHOI LQWHUHVW LV RQH RI WKH NH\ GULYHUV RI D QHZ ZRUOG WKDW LV GHVSHUDWHO\ ZDLWLQJ WR EH ERUQ

LQ WLPH WR VHH KLV VRQ WXWRULQJ D SHHU ZKR E\ WKHLU DFFLGHQW RI ELUWK KDG VWDUWHG WKHLU OLIH LQ WKH ÂµPDMRULW\ ZRUOGÂ¶ ZKHUH HGXFDWLRQ LV QRW D JLYHQ +H VDZ KLV VRQ DFWLQJ JHQHURXVO\ +H ZLWQHVVHG KLV VRQ OHDUQLQJ SHUVSHFWLYH OHDUQLQJ ÂµQRW WDNLQJ WKLQJV IRU JUDQWHGÂ¶ DQG EHLQJ LQVSLUHG E\ WKH HQWKXVLDVP RI WKH SHRSOH KH PHW DQG WDXJKW

, ZRXOG EH YHU\ LQWHUHVWHG LQ \RXU WKRXJKWV (QOLJKWHQHG VHOI LQWHUHVW DORQJ ZLWK FRPSHOOLQJ VWRULHV ZLWKRXW VSLQ DQG WXUQLQJ YDOXHV LQWR YLUWXHV VHH SUHYLRXV SRVWV RI -XQH QG DQG WK DUH WKUHH RI ZKDW , EHOLHYH DUH WKH FULWLFDO IDFWRUV IRU VXFFHVV LQ PRGHUQ EXVLQHVV

-RHÂ¶V GDG ZDV WKHUH DW WKH GRRU TXLHWO\ ZLWQHVVLQJ KLV VRQÂ¶V FKRLFH WR PDNH D FRQWULEXWLRQ -RHÂ¶V GDG ZDV SUHVHQW

%H WKH GLIIHUHQFH \RX ZDQW WR VHH LQ WKH ZRUOG ,DQ )RXQGHU 'LIIHUHQFHPDNHUV &RPPXQLW\ 3OHDVH GRZQORDG P\ HERRN DERXW WKH FULWLFDO IDFWRUV KHUH

7KDQNV IRU WDNLQJ WKH Âµ7LPH 6SDFHÂ¶ WR UHDG WKLV %LOO -HQQLQJV

3OHDVH MRLQ PH LQ 0DQFKHVWHU RQ -XO\ WK IRU D RQH GD\ VXPPLW RQ WKH FULWLFDO IDFWRUV 'HWDLOV KHUH

KWWS ZZZ WLPH VSDFH FRP DX

7R LQYLWH PH WR FRQGXFW VXFK D VXPPLW IRU \RXU RUJDQLVDWLRQ SOHDVH YLVLW KHUH

-XQH

www.eGurus.info

6$0 0$;:(//

',))(5(1&(0$.(56 &20081,7< %/2*

%HQ 2IIHUHLQV WR -RLQ Â³3LQNÂ´ /LVD &RUULJDQ LQ /HRQRUD

7XUQLQJ YDOXHV LQWR YLUWXHV

-81 $ 0

2QH RI P\ IDYRXULWH ZULWHUV DQG DXWKRUV LV 7KRPDV / )ULHGPDQ +LV WK 0D\ EORJ $ 4XHVWLRQ )URP /\GLD UDLVHG P\ DZDUHQHVV IRU WZR UHDVRQV )LUVWO\ 7KRPDV LV LQ *UHHFH DQG WKH TXHVWLRQ IURP /\GLD KH VDZ RQ D EXUQW GRZQ IDFDGH RI 0DUILQ %DQN ,Q ZKDW NLQG RI D ZRUOG ZLOO , JURZ XS" /\GLD DJH

-81 3 0

$QG VHFRQGO\ WKLV SDUDJUDSK 6R PRUH DQG PRUH RI XV DUH EHKDYLQJ E\ ZKDW 6HLGPDQ FDOOV Â³VLWXDWLRQDO YDOXHVÂ´ , GR ZKDWHYHU WKH VLWXDWLRQ DOORZV 7KLQN *ROGPDQ 6DFKV RU %3 7KH RSSRVLWH RI VLWXDWLRQDO YDOXHV DUJXHV 6HLGPDQ DUH Â³VXVWDLQDEOH YDOXHVÂ´ YDOXHV WKDW LQVSLUH LQ XV EHKDYLRUV WKDW OLWHUDOO\ VXVWDLQ RXU UHODWLRQVKLSV ZLWK RQH DQRWKHU ZLWK RXU FRPPXQLWLHV ZLWK RXU LQVWLWXWLRQV DQG ZLWK RXU IRUHVWV RFHDQV DQG FOLPDWH 2I FRXUVH WR FRXQWHU WKLV HSLGHPLF RI VLWXDWLRQDO WKLQNLQJ ZH QHHG PRUH DQG EHWWHU UHJXODWLRQV EXW ZH DOVR QHHG PRUH SHRSOH EHKDYLQJ EHWWHU 5HJXODWLRQV RQO\ WHOO \RX ZKDW \RX FDQ RU FDQÂ¶W GR LQ FHUWDLQ VLWXDWLRQV 6XVWDLQDEOH YDOXHV LQVSLUH \RX WR GR ZKDW \RX VKRXOG GR LQ HYHU\ VLWXDWLRQ

$V ZDV UHSRUWHG UHFHQWO\ Â³WKH KRW GXVW\ VXUURXQGV RI WKH *ROGILHOGV GRQÂ¶W PDNH IRU WKH PRVW FRPIRUWDEOH RI UXQQLQJ WUDFNVÂ´ +RZHYHU RYHU WKH QH[W WZR GD\V WKH 6KLUH RI /HRQRUD ORFDWHG NP 1RUWK RI .DOJRRUOLH ZLOO SOD\ KRVW WR VRPH RI $XVWUDOLDÂ¶V EHVW WUDFN DWKOHWHV LQ WKH DQQXDO *ROGHQ *LIW URDG UDFH

7KH 6HLGPDQ 7KRPDV )ULHGPDQ UHIHUV WR LV 'RY 6HLGPDQ WKH & ( 2 RI /51 ZKR KHOS FRPSDQLHV EXLOG HWKLFDO FXOWXUHV 3OHDVH UHDG WKH IXOO )ULHGPDQ EORJ KHUH

7KH $XVWUDOLDQ PLOH UHFRUG KROGHU /LVD &RUULJDQ DOVR D FOLHQW RI 6DP 0D[ZHOO 6SRUWV 0DQDJHPHQW ZLOO KHDGOLQH WKH ZRPHQÂ¶V ILHOG DORQJ ZLWK \RXQJ JXQ %ULGH\ 'HODQH\ %RWK ZLOO EH RXW IRU D IDVW WLPH SULRU WR

6XVWDLQDEOH YDOXHV DUH IRU PH YLUWXHV L H OLYHG YDOXHV DQG WXUQLQJ YDOXHV RQ WKH ZDOO LQWR YLUWXHV WKDW DUH OLYHG LQ WKH KDOO LV RQH RI WKH ZD\V WKDW , KHOS LQGLYLGXDOV DQG RUJDQLVDWLRQV 6HH P\ VWRU\ RQ YLGHR KHUH

GHSDUWLQJ IRU D VWLQW UDFLQJ LQ (XURSH &RUULJDQ LV EDFN IRU KHU IRXUWK VWUDLJKW YLVLW WR /HRQRUD WKLV WLPH DUPHG ZLWK KHU QHZ Â³SLQNÂ´ VXQJODVVHV

&RPSHOOLQJ VWRULHV ZLWKRXW VSLQ VHH SUHYLRXV SRVW DQG WXUQLQJ YDOXHV LQWR YLUWXHV DUH WZR RI ZKDW , EHOLHYH DUH WKH FULWLFDO IDFWRUV IRU VXFFHVV LQ PRGHUQ EXVLQHVV

Â³,Â¶YH MXVW VLJQHG D GHDO ZLWK 5\GHUV (\HZHDU ZKR KDYH EHHQ JHQHURXV HQRXJK WR VXSSRUW PH , UHFHLYHG P\ QHZ JODVVHV WKH RWKHU GD\ WKH\Â¶UH SLQN Â± P\ IDYRXULWH FRORXU Â± DQG , FDQÂ¶W ZDLW WR UDFH LQ WKHP Â´ &RUULJDQ VDLG

%H WKH GLIIHUHQFH \RX ZDQW WR VHH LQ WKH ZRUOG ,DQ )RXQGHU 'LIIHUHQFHPDNHUV &RPPXQLW\ 3OHDVH GRZQORDG P\ HERRN DERXW WKH FULWLFDO IDFWRUV KHUH

2Q WKH PHQÂ¶V VLGH RI WKH OHGJHU WZR RI $XVWUDOLDÂ¶V P UXQQHUV DW WKH &RPPRQZHDOWK *DPHV 5\DQ *UHJVRQ DQG -HUHP\ 5RII ZLOO YLH RII DJDLQVW D KRVW RI IRUPHU 1DWLRQDO PHGDOOLVWV DQG DOVR FXUUHQW $XVWUDOLDQ -XQLRU UHSUHVHQWDWLYHV

3OHDVH MRLQ PH LQ 0DQFKHVWHU RQ -XO\ WK IRU D RQH GD\ VXPPLW RQ WKH FULWLFDO IDFWRUV 'HWDLOV KHUH

%HQ 2IIHUHLQV WKH FXUUHQW UDQNHG P UXQQHU LQ DQG DQRWKHU 6DP 0D[ZHOO 6SRUWV 0DQDJHPHQW FOLHQW PDGH D ODVW PLQXWH GHFLVLRQ WR PDNH WKH WULS DQG ZLOO FRPSHWH LQ WKH P

7R LQYLWH PH WR FRQGXFW VXFK D VXPPLW IRU \RXU RUJDQLVDWLRQV SOHDVH YLVLW KHUH

-XQH

www.eGurus.info

62 :+$7Â¶6 1(;7"

*,+$1 3(5(5$

7XUQLQJ YDOXHV LQWR YLUWXHV

7KH 6HFUHW WR &UHDWLQJ D *UHDW %ORJ

-81 3 0 2QH RI P\ IDYRXULWH ZULWHUV DQG DXWKRUV LV 7KRPDV / )ULHGPDQ +LV WK 0D\ EORJ $ 4XHVWLRQ )URP /\GLD UDLVHG P\ DZDUHQHVV IRU WZR UHDVRQV )LUVWO\ 7KRPDV LV LQ *UHHFH DQG WKH TXHVWLRQ IURP /\GLD KH VDZ RQ D EXUQW GRZQ IDFDGH RI 0DUILQ %DQN ,Q ZKDW NLQG RI D ZRUOG ZLOO , JURZ XS" /\GLD DJH

-81 3 0 ,Â¶YH EHHQ VD\LQJ IRU WKH ODVW PRQWKV WKDW EORJV KDYH EHFRPH DV LPSRUWDQW QRZ DV H PDLO QHZVOHWWHUV DV PDUNHWLQJ WRROV IRU H[SHUWV :H HYHQ GLG D SRGFDVW HSLVRGH UHFHQWO\ DERXW ZK\ HYHU\ VSHDNHU QHHGV D EORJ

$QG VHFRQGO\ WKLV SDUDJUDSK 7KH NH\ WR EORJJLQJ LV WR VKDUH \RXU WKRXJKWV ,WÂ¶V QRW MXVW DERXW PDUNHWLQJ LWÂ¶V QRW MXVW DERXW JHWWLQJ WR WKH WRS RI *RRJOH ,WÂ¶V DERXW D VLPSOH DQG SRZHUIXO WRRO IRU VKDULQJ \RXU PHVVDJH ZLWK WKH ZRUOG

6R PRUH DQG PRUH RI XV DUH EHKDYLQJ E\ ZKDW 6HLGPDQ FDOOV Â³VLWXDWLRQDO YDOXHVÂ´ , GR ZKDWHYHU WKH VLWXDWLRQ DOORZV 7KLQN *ROGPDQ 6DFKV RU %3 7KH RSSRVLWH RI VLWXDWLRQDO YDOXHV DUJXHV 6HLGPDQ DUH Â³VXVWDLQDEOH YDOXHVÂ´ YDOXHV WKDW LQVSLUH LQ XV EHKDYLRUV WKDW OLWHUDOO\

, UHFHQWO\ UHDG DQ DUWLFOH Â³ 7KLQJV , :LVK $OO %ORJJHUV , 5HDG :RXOG

VXVWDLQ RXU UHODWLRQVKLSV ZLWK RQH DQRWKHU ZLWK RXU FRPPXQLWLHV ZLWK RXU LQVWLWXWLRQV DQG ZLWK RXU IRUHVWV RFHDQV DQG FOLPDWH 2I FRXUVH WR FRXQWHU WKLV HSLGHPLF RI VLWXDWLRQDO WKLQNLQJ ZH QHHG PRUH DQG EHWWHU UHJXODWLRQV EXW ZH DOVR QHHG PRUH SHRSOH EHKDYLQJ EHWWHU 5HJXODWLRQV RQO\ WHOO \RX ZKDW \RX FDQ RU FDQÂ¶W GR LQ FHUWDLQ VLWXDWLRQV 6XVWDLQDEOH YDOXHV LQVSLUH \RX WR GR ZKDW \RX VKRXOG GR LQ HYHU\ VLWXDWLRQ

'RÂ´ E\ -RQDWKDQ %ULOO ZKR RIIHUV LQVLJKWV IURP D EORJ UHDGHUÂ¶V YLHZSRLQW <RX FDQ UHDG WKH HQWLUH DUWLFOH EXW WKLV OLQH MXPSHG RXW DW PH Â³0RVW RI WKH EORJV , UHDG DUH DQ RXWSXW RI OLYHV VR IXOO WKH\ FUDYH WR EH GRFXPHQWHGÂ´ 1RZ WKDWÂ¶V ZKDW EORJJLQJ LV DERXW

7KH 6HLGPDQ 7KRPDV )ULHGPDQ UHIHUV WR LV 'RY 6HLGPDQ WKH & ( 2 RI /51 ZKR KHOS FRPSDQLHV EXLOG HWKLFDO FXOWXUHV 3OHDVH UHDG WKH IXOO )ULHGPDQ EORJ KHUH

'R \RX KDYH D EXVLQHVV OLIH VR IXOO LW FUDYHV WR EH GRFXPHQWHG" ,I VR WKHQ JHW EORJJLQJ $QG LI QRW JHW PRUH EXVLQHVV

0,&+$(/ 1($</21

%LJ %\ 'HVLJQ -81 3 0 &RPSHOOLQJ VWRULHV ZLWKRXW VSLQ VHH SUHYLRXV SRVW DQG WXUQLQJ YDOXHV LQWR YLUWXHV DUH WZR RI ZKDW , EHOLHYH DUH WKH FULWLFDO IDFWRUV IRU VXFFHVV LQ PRGHUQ EXVLQHVV

Â³(YHU\RQH KDV WR OHDUQ WR WKLQN GLIIHUHQWO\ ELJJHU WR RSHQ WR SRVVLELOLWLHV Â´

%H WKH GLIIHUHQFH \RX ZDQW WR VHH LQ WKH ZRUOG ,DQ )RXQGHU 'LIIHUHQFHPDNHUV &RPPXQLW\ 3OHDVH GRZQORDG P\ HERRN DERXW WKH FULWLFDO IDFWRUV KHUH

2SUDK :LQIUH\

3OHDVH MRLQ PH LQ 0DQFKHVWHU RQ -XO\ WK IRU D RQH GD\ VXPPLW RQ WKH FULWLFDO IDFWRUV 'HWDLOV KHUH :KDW VRUW RI FRPSDQ\ GR \RX ZDQW WR EH" +RZ ELJ D SURILOH GR \RX ZDQW WR KDYH" :KDW NLQG RI SUHVHQFH GR \RX ZDQW WR FUHDWH ZKHQ \RX HQWHU D URRP"

7R LQYLWH PH WR FRQGXFW VXFK D VXPPLW IRU \RXU RUJDQLVDWLRQV SOHDVH YLVLW KHUH GRLQJ WRGD\ ZKDW RWKHUV ZLOO RQO\ EH WKLQNLQJ DERXW WRPRUURZ

7KLV EORJÂ¶V DERXW YLVLRQ ,WÂ¶V DERXW SXUSRVH DQG JRDOV DQG WDNLQJ DFWLRQ WR PDNH WKHP KDSSHQ &RQVLVWHQWO\ DQG SHUVLVWHQWO\ 7KH VDPH JRHV IRU DQ\ PDUNHWLQJ SUHVHQWDWLRQ RU WUDLQLQJ \RX GR , DFKLHYH PXFK PRUH ZKHQ , KDYH D FU\VWDO FOHDU YLVLRQ RI ZKDW , ZDQW

-XQH

www.eGurus.info

7U\ LW QRZ 7DNH D PRPHQW WR FOHDUO\ SLFWXUH \RXU JRDO <RXU RXWFRPH +RZ GRHV LW ORRN" :KDW GRHV LW IHHO OLNH" :KRÂ¶V LQ WKH URRP ZLWK \RX" 0DNH LW WDQJLEOH &RQFUHWH 0DNH LW PDWWHU

, KRSH WKLV KHOSV \RX EULQJ LQ ELJ GROODUV WRR %\ GHVLJQ 7KDQNV IRU UHDGLQJ 0LFKDHO 1HD\ORQ PLFKDHO#PFPH FRP DX

3HUKDSV LWV WHQ \HDUV IURP QRZ SHUKDSV LWÂ¶V ILYH 3HUKDSV LWÂ¶V D SUHVHQWDWLRQ \RXÂ¶YH JRW QH[W ZHHN RU D PDUNHWLQJ VWUDWHJ\ \RX QHHG WR VWDUW WRGD\ WR UDPS XS VDOHV +RZ GRHV LW DOLJQ ZLWK \RX ZKDW \RXÂ¶UH DERXW DQG ZKDW \RX GR" +RZ FDQ \RX FRQQHFW ZLWK LW"

127(6 )520 7+( :25.3/$&( *$5'(1

*XHULOOD JDUGHQLQJ

:ULWH LW GRZQ 7KLV LV \RXU SXUSRVH

-81 $ 0 :RUNLQJ EDFNZDUGV WR SURSHO \RXUVHOI IRUZDUG ZKDW LV WKH ORJLFDO VHTXHQFH RI VWHSV \RX FDQ WDNH WR PDNH WKLV SXUSRVH KDSSHQ" /HWÂ¶V WDNH D PDUNHWLQJ SODQ ZLWK WKH RXWFRPH RI GRXEOLQJ \RXU LQFRPH ZLWKLQ GD\V 7KLV LV KRZ \RX PLJKW JR DERXW LW LQ WHQ VWHSV ,GHQWLI\ WKH H[DFW DPRXQW RI LQFRPH \RX ZDQW WR JHQHUDWH DQG WKH GDWH \RX ZDQW WR DFKLHYH LW E\ 7KLV LV \RXU VDOHV WDUJHW )LQG WKH DUHD ZKHUH SHRSOH DUH DOUHDG\ PDNLQJ D ORW RI PRQH\ LQ WKLV DUHD 8VLQJ \RXU VNLOOV RU VHUYLFH UHVHDUFK WKH PDUNHW WR VHH LI \RX FDQ ILOO D JDS LQ LW ,Q RWKHU ZRUGV ORFDWH \RXU SRLQW RI GLIIHUHQFH , UHFHQWO\ UHDG D SLHFH LQ WKH ZHHNHQG SDSHU DERXW D /RV $QJHOHV EDVHG HQWHUSULVH WKDW KDV FRQYHUWHG D QXPEHU RI ROG YHQGLQJ PDFKLQHV LQWR JUHHQ PDFKLQHV WKDW VHOO VHHG ERPEV *UHHQDLG

0DNH VXUH WKLV PDUNHW LV VRPHZKHUH WKDW \RX FDQ OHYHUDJH \RXU H[SHUWLVH 5HDOLVWLFDOO\ DVVHVV ZKHWKHU \RX FDQ DFKLHYH \RXU WDUJHW LQ WKH WLPH

ZZZ WKHFRPPRQVWXGLR FRP LQGH[ SKS" SURMHFW JUHHQDLG KRSHV WR SURPRWH JXHULOOD JDUGHQLQJ ZLWK SHRSOH EX\LQJ VHHGV ZKLFK FRPH LQ D PL[WXUH RI FOD\ DQG FRPSRVW WKDW FDQ EH WKURZQ DQRQ\PRXVO\ LQWR GHUHOLFW XUEDQ VLWHV WR UHFODLP DQG WUDQVIRUP WKHP :KDW D JUHDW LGHD

\RXÂ¶YH VHW IRU \RXUVHOI &KHFN IRU LQWHUQDO DQG H[WHUQDO REVWDFOHV WKDW PLJKW KDPSHU \RX )LQG VROXWLRQV WR \RXU REVWDFOHV

7KHUH ZDV DFWXDOO\ DQ $XVWUDOLDQ 79 VKRZ FDOOHG Â³*XHULOOD *DUGHQLQJÂ´ EXW LW GLGQÂ¶W ODVW ORQJ 6HHPV RXU FRXQFLOV GLGQÂ¶W WDNH WRR NLQGO\ WR WKH 79 SHRSOH VKRZLQJ WKHP XS $IWHU DOO LI WKHVH JX\V FDQ FRPH LQ DQG

5HDG WKRVH ODVW WZR SRLQWV DJDLQ 7KDWÂ¶V ZKHUH PRVW SHRSOH FRPH XQVWXFN 7KH\ WKLQN WKHUH ZLOO EH QR REVWDFOHV :KHQ WKH KLFFXSV DSSHDU DV WKH\ LQHYLWDEO\ GR SHRSOH JLYH XS 3ODQ IRU WKHP DQG KDYH VWUDWHJLHV WR RYHUFRPH WKHP

WUDQVIRUP DQ XJO\ SLHFH RI SXEOLF ODQG LQ D GD\ ZKDW H[FXVH GRHV WKH FRXQFLO KDYH" , WKLQN , PLJKW KDYH WR VWDUW SHUIRUPLQJ UDQGRP DFWV RI JXHULOOD JDUGHQLQJ 5HPLQG PH WR SXW VRPH VXSSOLHV LQ WKH ERRW RI P\ FDU

.HHS JRLQJ 5HPHPEHU EH FRQVLVWHQW EH SHUVLVWHQW :KHQ LQ GRXEW DVN IRU KHOS IURP VRPHRQH ZKRÂ¶V EHHQ WKHUH

:KHQ , WKLQN DERXW LW WKHUH KDYH EHHQ WLPHV ZKHQ ,Â¶YH SHUIRUPHG UDQGRP DFWV RI JXHULOOD ZRUNSODFH JDUGHQLQJ )RU H[DPSOH JLYLQJ DGYLFH WR SHRSOH ZKR KDYH OHDGHUV WKDW FDQÂ¶W UHO\ RQ PDNLQJ VXJJHVWLRQV WR IULHQGV DERXW ZD\V WR GHDO ZLWK GLIILFXOW FR ZRUNHUV DQG HQFRXUDJLQJ SHRSOH , PHHW DW HYHQWV WR JR IRU SURPRWLRQV

EHIRUH :KDWHYHU \RX ZDQW WR FUHDWH PDS LW RXW RQ SDSHU ILUVW *RRG GHVLJQ LV WKLQNLQJ WKLQJV WKURXJK ZRUNLQJ VPDOO WR WKLQN ELJ ,W JLYHV \RX WKH FKDQFH WR VWUDWHJLVH EHIRUH \RX WDNH DFWLRQ &KRRVH \RXU JRDO DQG EH IOH[LEOH HQRXJK WR FKDQJH FRXUVH RQ WKH ZD\ WR \RXU GHVWLQDWLRQ

:KDW WKH JXHULOODV DUH WU\LQJ WR WHDFK XV LV WKDW \RX GRQÂ¶W KDYH WR ZDLW IRU SHUPLVVLRQ WR VKRZ OHDGHUVKLS \RX GRQÂ¶W KDYH WR EH WKH RIILFLDO OHDGHU RI

7KDWÂ¶V WKH EHDXW\ RI PDSSLQJ LW RXW $QG WKDWÂ¶V ZKDW ,Â¶P GRLQJ ULJKW QRZ IRU P\ QHZ ERRN Âµ0DUNHWLQJ 0DNHRYHUV WR %ULQJ LQ %LJ 'ROODUV IRU <RXU 6PDOO %XVLQHVVÂ¶

D WHDP WR OHDG WKHP DQG VRPHWLPHV \RX QHHG WR MXPS LQ DQG WDNH WKH OHDG ZKHQ QR RQH HOVH LV ZLOOLQJ WR WDFNOH DQ LVVXH ,I \RX DUH SDVVLRQDWH

-XQH

www.eGurus.info

DERXW PDNLQJ FKDQJH KDSSHQ DQG QRW SUHSDUHG WR ZDLW DURXQG IRU VRPHRQH HOVH WR GR LW WKHQ \RX KDYH JXHULOOD WHQGHQFLHV LQ \RX DOUHDG\ 7KH TXHVWLRQ LV DUH \RX JRLQJ WR DFW RQ WKHP" 6R ZKDW UDQGRP DFWV RI

7KH\ FRXOG VQLJJHU 7KH\ PLJKW HYHQ VD\

OHDGHUVKLS FRXOG \RX SHUIRUP" $UH \RX SUHSDUHG WR JR RXW RQ D OLPE WR GR WKHP RU DUH \RX WRR ZRUULHG DERXW ZKDW WKH ZRUNSODFH Â³FRXQFLOÂ´ ZLOO WKLQN"

Âµ7KDW FDQÂ¶W EH GRQHÂ¶

*,+$1 3(5(5$

Âµ<RXÂ¶UH D IRRO Â¶

5HDVRQV WR -RLQ WKH H*XUXV &RPPXQLW\

Âµ:KR GR \RX WKLQN \RX DUH"Â¶ Âµ1R RQHÂ¶V HYHU VXFFHHGHG OLNH WKDW Â¶

-81 3 0 Âµ<HDK ULJKW /LNH WKDWÂ¶V UHDOO\ JRQQD KDSSHQ Â¶ Âµ1R RQH ZLOO EX\ LW Â¶ Âµ:KDW DUH \RX WU\LQJ WR SURYH"Â¶ *,+$1 3(5(5$

'RQQD +DQVRQ KDV DQ H[FHOOHQW RQ OLQH GHPR YLGHR

Âµ<RX ZDQW WR GR WKDW LQ WKLV HFRQRP\ Â¶

-81 3 0

, VD\ Âµ/HW ÂµHP ODXJKÂ¶

2QH RI P\ FOLHQWV 'RQQD +DQVRQ KDV FUHDWHG DQ H[FHOOHQW DQG EULHI RQ OLQH YLGHR SURPRWLQJ KHU H[SHUWLVH LQ WKH DUHD RI SUDFWLFDO EXVLQHVV WHFKQRORJ\

<RXÂ¶YH JRW RWKHU WKLQJV WR GR

, SDUWLFXODUO\ OLNH WKH DFWLRQ FOLSV WKH IDVW SDFH DQG WKH PHGLD VQLSSHWV

/LNH DVNLQJ \RXUVHOI ÂµZK\"Â¶

7KLV LV KRZ PRGHUQ VSHDNHU GHPR YLGHRV VKRXOG ORRN :LWKRXW JHWWLQJ ERJJHG LQ KRZ ,Q PDNLQJ WKH ÂµZKDWÂ¶ 0,&+$(/ 1($</21 $QG PDNLQJ LW PDWWHU

/HW 3HRSOH /DXJK -81 $ 0 Âµ3HRSOH DUH ODXJKLQJ ZLWK \RX 3HRSOH DUH ODXJKLQJ ZLWK \RX

5HVHDUFK \RXU PDUNHW

3HRSOH DUH ODXJKLQJ ZLWK \RX Â¶

'HILQH \RXU JRDOV $OLJQ ZLWK \RXU YLVLRQ

&KDUDFWHU RI 7HG LQ WKH 79 VHULHV 6FUXEV

0RYH IRUZDUG ZLWK SXUSRVH 'HOLYHU 5HILQH

3HRSOH PLJKW VFRII

'HOLYHU DJDLQ

-XQH

www.eGurus.info

$QG VRRQ HQRXJK , JXDUDQWHH \RX WKLV

PRQH\ EDFN

7KH\Â¶OO VWRS ODXJKLQJ 7KDQNV IRU UHDGLQJ 0LFKDHO 1HD\ORQ

:H NHHS LW VKRUW DQG VLPSOH ZLWK MXVW WKUHH TXHVWLRQV VR WKDW LW LV HDV\ DQG TXLFN IRU \RX WR UHVSRQG

PLFKDHO#PFPH FRP DX $XWKRU RI WKH IRUWKFRPLQJ ERRN Âµ0DUNHWLQJ 0DNHRYHUV +RZ WR %ULQJ LQ %LJ 'ROODUV IRU <RXU 6PDOO %XVLQHVV Â¶

1DWXUDOO\ \RXU DQVZHUV DUH NHSW DQRQ\PRXV DQG ZHÂ¶OO IHHGEDFN WKH WRS LVVXHV LQ WKH QHZVOHWWHU

$&&(/(5$7,1*&$5((56 79

$V D WRNHQ RI WKDQNV IRU UHVSRQGLQJ ZHÂ¶OO VHQG \RX D FRPSOLPHQWDU\ HERRN Â³5HFUXLWLQJ 0HQWRUVÂ´

7LPH 0DQDJHPHQW 7LS +RZ WR PDQDJH \RXU GHVN ILOHV -81 $ 0 *DU\ 5\DQ H[SODLQV D VLPSOH EXW KLJKO\ HIIHFWLYH WHFKQLTXH IRU HQVXULQJ WKDW \RXU GHVN ILOHV DUH RUJDQLVHG IRU VXFFHVV *DU\ KLJKOLJKWV KRZ WR XVH $FWLRQ 5HIHUHQFH DQG 5HDGLQJ ILOHV IRU VXFFHVV KWWS DFFHOHUDWLQJFDUHHUV FRP KWWS DFFHOHUDWLQJFDUHHUV WY KWWS RUJVWKDWPDWWHU FRP

7KDQN \RX IRU WDNLQJ WKH WLPH WR FRPSOHWH WKH VXUYH\

$11 52/)(Â¶6 0(1725,1* :25.6 %/2*

0HQWRULQJ :RUNV 6XUYH\ -81 $ 0 (YHU\ \HDU ZH GR D ZRUOG ZLGH VXUYH\ VR WKDW ZH FDQ WDLORU RXU VHUYLFHV WR EHWWHU PHHW \RXU QHHGV

-XQH

www.eGurus.info

62 :+$7Â¶6 1(;7" &RQGXFWLQJ EXVLQHVV LQ UHPDUNDEOH ZD\V EHLQJ UHOHYDQW DQG SURYLGLQJ UHPHGLHV WR FXVWRPHUV DQG VRFLHWLHV FKDOOHQJHV DUH DOO UHSXWDWLRQ EXLOGHUV KRZHYHU ZKDW \RX GR LQ PRPHQWV RI FULVLV RU ZKHQ \RX DUH

6SLQ DQG 6WRU\ WZR GLIIHUHQW WKLQJV HQWLUHO\

XQGHU SUHVVXUH FDQ HLWKHU HQKDQFH RU NLOO \RXU UHSXWDWLRQ

-81 3 0 <HVWHUGD\ , GURYH SDVW WKH %3 VHUYLFH VWDWLRQ ZKHUH , QRUPDOO\ GR EXVLQHVV DQG ZHQW WR D FRPSHWLWRU ,Q WKH SURFHVV , ZRQGHUHG KRZ PDQ\ SHRSOH DUH GRLQJ WKH VDPH HYHQ LI XQFRQVFLRXVO\"

%3 KDV VR IDU IDLOHG WR ULVH WR WKH RFFDVLRQ +RZ DERXW \RX" :KHQ WKH SUHVVXUH LV UHDOO\ RQ ZKHQ WURXEOH LV DOO DURXQG \RX GR \RX ULVH WR WKH RFFDVLRQ ZLWK \RXU VWRU\ HQKDQFHG RU GR \RX QHHG VSLQ WR VHHPLQJO\ JHW \RX RXW RI \RXU PHVV"

%3Â¶V VWRU\ RI EH\RQG SHWUROHXP VLJQDOHG DQ LQWHQW DW OHDVW WKDW WKH JLDQW FRPSDQ\ ZDV GLIIHUHQW WR WKH UHVW DQG SUHSDUHG WR FUHDWH D IXWXUH ZLWKRXW RLO 2I FRXUVH EHFDXVH RI WKH *XOI RI 0H[LFR GLVDVWHU %3Â¶V VWRU\ QRZ ORRNV OLNH VSLQ DQG WKHLU UHSXWDWLRQ LV LQ WDWWHUV

5HPDUNDELOLW\ UHOHYDQFH UHPHGLHV DQG UHSXWDWLRQ DUH DOO NH\V WR FUHDWLQJ DQG VXVWDLQLQJ D FRPSHOOLQJ VWRU\ DQG IRU PH D FRPSHOOLQJ VWRU\ LV WKH ILUVW WKLQJ ZH QHHG WR HQVXUH RXU EXVLQHVVHV VWDQG RXW IURP WKH FURZG

5HPDUNDELOLW\

%H WKH GLIIHUHQFH \RX ZDQW WR VHH LQ WKH ZRUOG ,DQ

5ROH PRGHO FRPSDQLHV DUH VXFK EHFDXVH WKHLU VWRU\ LV QRW VSLQ 5ROH PRGHO FRPSDQLHV GLIIHUHQWLDWH WKHPVHOYHV IURP WKH UHVW EHFDXVH WKH\ GR EXVLQHVV LQ UHPDUNDEOH ZD\V WKLQN 9LUJLQ RU &LUTXH GX VROHLO RU DQ\ RI WKH FRPSDQLHV , KDYH UHIHUUHG WR LQ SUHYLRXV SRVWV

)RXQGHU 'LIIHUHQFHPDNHUV &RPPXQLW\ 36 +HOSLQJ RUJDQLVDWLRQV WR FUHDWH DQG VXVWDLQ FRPSHOOLQJ VWRULHV ZLWKRXW VSLQ LV LQ SDUW ZKDW , GR IRU D OLYLQJ ,I \RX OLYH LQ RU FDQ JHW WR 0DQFKHVWHU 8QLWHG .LQJGRP RQ WK -XO\ , DP FRQGXFWLQJ D ORZ LQYHVWPHQW KLJK UHWXUQ VXPPLW RQ FUHDWLQJ DQG VXVWDLQLQJ FRPSHOOLQJ VWRULHV SOXV WKH RWKHU FRPSRQHQWV , EHOLHYH DUH FULWLFDO IRU VXFFHVV LQ PRGHUQ EXVLQHVV 'HWDLOV RI 0DQFKHVWHU HYHQW DUH KHUH

+RZ ZH DUH UHPDUNDEOH LV D NH\ WR RXU VWRU\ KRZHYHU XQOHVV WKHUH LV UHOHYDQFH UHPHGLHV EDFNHG XS E\ UHSXWDWLRQ RXU VWRU\ FDQ VRRQ EHFRPH UHPDUNDEOH IRU DOO WKH ZURQJ UHDVRQV RU ZRUVH VSLQ WKDW ZH DOO WDNH WR PHDQ DV D VWRU\ ZLWKRXW VXEVWDQFH 5HOHYDQFH

7R LQYLWH PH WR FRQGXFW VXFK D VXPPLW IRU \RXU RUJDQLVDWLRQV SOHDVH YLVLW KHUH

:KDW LV \RXU FDXVH" $UH \RX LPSDFWLQJ WKH FRPPXQLWLHV LQ ZKLFK \RXU EXVLQHVV RSHUDWHV LQ SRVLWLYH DQG SURGXFWLYH ZD\V" $UH \RXU SURGXFWV DQG VHUYLFHV UHOHYDQW WR WKH QHHGV H[SHFWDWLRQV DQG GHVLUHV RI SHRSOH" ,V DOO WKDW \RX GR JRRG IRU RXU SODQHW" $ QR DQVZHU WR DQ\ RI WKHVH TXHVWLRQV PHDQV \RX DUH QRW VW FHQWXU\ UHOHYDQW DQG VRRQ LW ZRQÂ¶W PDWWHU ZKDW \RX GR EHFDXVH \RX ZLOO KDYH GHFOLQLQJ FXVWRPHUV DQG OHVV WKDQ WKH UHTXLUHG KLJK OHYHOV RI HQJDJHPHQW IURP \RXU HPSOR\HHV ,W LV D ORQJ ZD\ EDFN IURP KHUH

366 6WHYHQ +RZDUG DVNHG LQ D UHFHQW EORJ GRHV %3 VWDQG IRU %LJJHVW 3ROOXWHU" 6WHYHQ DOVR VKDUHV VRPH JUHDW WKRXJKWV RQ WKH HUD RI UHVSRQVLELOLW\ LQ KLV 0RQGD\ 0RUQLQJ 0DUNHWLQJ 0HPR QXPEHU <RX FDQ UHDG LW KHUH GRLQJ WRGD\ ZKDW RWKHUV ZLOO RQO\ EH WKLQNLQJ DERXW WRPRUURZ

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

-XQH

www.eGurus.info

',))(5(1&(0$.(56 &20081,7< %/2* &RQGXFWLQJ EXVLQHVV LQ UHPDUNDEOH ZD\V EHLQJ UHOHYDQW DQG SURYLGLQJ UHPHGLHV WR FXVWRPHUV DQG VRFLHWLHV FKDOOHQJHV DUH DOO UHSXWDWLRQ EXLOGHUV KRZHYHU ZKDW \RX GR LQ PRPHQWV RI FULVLV RU ZKHQ \RX DUH

6SLQ DQG 6WRU\ WZR GLIIHUHQW WKLQJV HQWLUHO\

XQGHU SUHVVXUH FDQ HLWKHU HQKDQFH RU NLOO \RXU UHSXWDWLRQ

-81 3 0 <HVWHUGD\ , GURYH SDVW WKH %3 VHUYLFH VWDWLRQ ZKHUH , QRUPDOO\ GR EXVLQHVV DQG ZHQW WR D FRPSHWLWRU ,Q WKH SURFHVV , ZRQGHUHG KRZ PDQ\ SHRSOH DUH GRLQJ WKH VDPH HYHQ LI XQFRQVFLRXVO\"

5HPDUNDELOLW\

%H WKH GLIIHUHQFH \RX ZDQW WR VHH LQ WKH ZRUOG ,DQ

7R LQYLWH PH WR FRQGXFW VXFK D VXPPLW IRU \RXU RUJDQLVDWLRQV SOHDVH YLVLW KHUH

-XQH

www.eGurus.info

*,+$1 3(5(5$

SURJUDP DV D SDUW WLPH VWXGHQW SHRSOH VDLG Â³<RXÂ¶UH FUD]\ Â´

*HW &RQWURO 2I <RXU :HE 6LWH

:KHQ , GHFLGHG WR EHFRPH WKH VHQLRU FRDFK RI D ORFDO IRRWEDOO WHDP

-81 3 0

SHRSOH VDLG Â³<RXÂ¶UH FUD]\ Â´ :KHQ , GHFLGHG WR VWXG\ SDUW WLPH DW WKH PDVWHUV OHYHO DW XQLYHUVLW\ SHRSOH VDLG Â³<RXÂ¶UH FUD]\ Â´ :KHQ , GHFLGHG WR IRUP P\ RZQ EXVLQHVV ZLWK P\ EXVLQHVV SDUWQHU SHRSOH VDLG Â³<RXÂ¶UH FUD]\ Â´ :KHQ , GHFLGHG WR UXQ P\ ILUVW PDUDWKRQ SHRSOH VDLG Â³<RXÂ¶UH FUD]\ Â´ :KHQ , GHFLGHG WR ZULWH P\ ILUVW ERRN SHRSOH VDLG Â³<RXÂ¶UH FUD]\ Â´ :KHQ , GHFLGHG WR ZULWH DQ HERRN DQG JLYH LW DZD\ IRU IUHH SHRSOH VDLG Â³<RXÂ¶UH FUD]\ Â´

<RX 0867 EH DEOH WR XSGDWH \RXU :HE VLWH \RXUVHOI 7KLV LV QR ORQJHU RSWLRQDO $ VXUSULVLQJ DPRXQW RI VWXII GHSHQGV RQ \RX KDYLQJ D :HE VLWH DQG D :HE VLWH \RX FDQ XSGDWH \RXUVHOI <RX GRQÂ¶W QHHG DOO WKH IODVK\ EHOOV DQG ZKLVWOHV EXW \RX GR QHHG EDVLF FRQWURO RI \RXU :HE VLWH

:KHQ 0LFKHOOH DQG , DQQRXQFHG WKDW ZH KDG RXU ILIWK FKLOG RQ WKH ZD\ SHRSOH VDLG Â³<RXÂ¶UH GHILQLWHO\ FUD]\ Â´ :KHQ , GHFLGHG WR UXQ D PDUDWKRQ IRXU ZHHNV DIWHU KDYLQJ KDG P\ DSSHQGL[ UHPRYHG \HV \RX JRW LW SHRSOH VDLG Â³<RXÂ¶UH FUD]\ Â´

03 )LOH /LNH WKLV SRVW" 6XEVFULEH WR WKH SRGFDVW KHUH

7KLV OLVW FRXOG JR RQ DQG RQ %XW LW ZRXOGQÂ¶W EH IDLU WR NHHS JRLQJ EHFDXVH , WKLQN \RX XQGHUVWDQG WKH PHVVDJH

*$5< 5<$1

, GRQÂ¶W NQRZ ZK\ SHRSOH VD\ WKDW \RX DUH FUD]\ ZKHQ \RX WHOO WKHP WKDW \RX DUH GRLQJ VRPHWKLQJ WKDW WKH\ FDQÂ¶W VHH WKHPVHOYHV GRLQJ HYHQ LI WKH\ UHDOO\ ZDQWHG WR GR LW

%HLQJ WROG Â³<RXÂ¶UH FUD]\ Â´ LV D JRRG WKLQJ

, GR NQRZ WKDW , KDYH HQRXJK HYLGHQFH WR VHH WKDW VWDWHPHQW DV D SRVLWLYH ,Q IDFW LI SHRSOH ZHUHQÂ¶W WHOOLQJ PH WKDW ,Â¶P FUD]\ WKHQ , VXVSHFW WKDW , ZRXOGQÂ¶W EH VWULYLQJ KDUG HQRXJK WR FUHDWH WKH OLIH WKDW , GHVLUH

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

, KDYH 3OHQW\ RI WLPHV ,Q IDFW ,Â¶YH KDG LW VDLG WR PH VR PDQ\ WLPHV QRZ , VHH LW DV D JRRG WKLQJ

0\ HOGHVW VRQ SOD\V ERWK 8QGHU DQG 8QGHU $XVWUDOLDQ 5XOHV )RRWEDOO IRU RXU ORFDO FOXE 5HFHQWO\ WKH XPSLUH GLG QRW DUULYH IRU WKH VWDUW RI WKH 8 JDPH )DWKHUV ZHUH DSSURDFKHG WR SLFN XS WKH ZKLVWOH 7KH\ GHFOLQHG Â³, FDQÂ¶W GR LW ,Â¶P QRW ILW HQRXJK Â´ LV ZKDW , KHDUG WKHP VD\ , HYHQ RYHUKHDUG RQH IDWKHU VD\ Â³6RPHRQH HOVH ZLOO GR LWÂ´

, UHFDOO ZKHQ , ILUVW GHFLGHG WR HQURO LQ D SRVW JUDGXDWH XQLYHUVLW\

, UDLVHG P\ KDQG Â³,Â¶OO GR LW Â´

+DYH \RX HYHU EHHQ WROG WKDW \RX DUH FUD]\ IRU GRLQJ ZKDW \RX DUH GRLQJ"

-XQH

www.eGurus.info

7KH VLPSOH PDWKHPDWLFV RI WKH VLWXDWLRQ ZDV WKDW LI VRPHRQH GLG QRW VWHS XS WR XPSLUH WKH JDPH ZRXOG QRW KDSSHQ DQG WKH FKLOGUHQ LQFOXGLQJ P\ VRQ ZRXOG PLVV RXW RQ D JDPH RI IRRWEDOO 7KDWÂ¶V QRW DQ RXWFRPH WKDW , ZDQW

&+$1*( :25.6

, NQHZ WKDW , ZDV ILW HQRXJK WR GR LW DQG , DOVR IHOW FRQILGHQW HQRXJK WKDW , NQHZ HQRXJK UXOHV WR GR D UHDVRQDEOH MRE

3HRSOH LQKHUHQWO\ YDOXH WKHLU IUHHGRP DQG WKLV LV HVSHFLDOO\ WUXH DW ZRUN ,I \RX DUH D PDQDJHU VXSHUYLVRU D OHDGHU RU HYHQ D WHDP PHPEHU LW FDQ EH HDV\ WR IDOO LQWR WKH WUDS RI PLFUR PDQDJLQJ \RXU FROOHDJXHV WR JHW WDVNV GRQH SDUWLFXODUO\ WR JHW WKLQJV GRQH WKH ZD\ \RX ZDQW WKHP GRQH 7KH SUREOHP LV WKDW WKH VWULFWHU WKH FRQWURO WKDW LV SODFHG RQ LQGLYLGXDOV WKH JUHDWHU WKH FKDQFH WKDW WKH\ ZLOO SXVK EDFN HYHQ DW D VXEFRQVFLRXV OHYHO

7KH 0\WK RI 0LFUR 0DQDJLQJ -81 $ 0

$IWHU WKH JDPH P\ VRQ WKDQNHG PH DV GLG PDQ\ RI WKH RWKHU FKLOGUHQ DQG WKHLU SDUHQWV $JDLQ PDQ\ RI WKHP VDLG Â³7KDQNIXOO\ \RX UDLVHG \RXU KDQG EHFDXVH , FRXOG QHYHU KDYH GRQH WKDW ,Â¶P QRW ILW HQRXJK Â´ )RU PH IRU DV PXFK DV , FDQ FRQWURO , QHYHU ZDQW WKH VWDWHPHQW Â³, FRXOGQÂ¶W GR WKDW EHFDXVH , ÂµP QRW ILW HQRXJKÂ´ WR FRPH RXW RI P\ PRXWK DQG VWRS PH IURP KHOSLQJ RXW P\ FKLOGUHQ 0LFKHOOH DQG , DOVR WDON D ORW ZLWK RXU FKLOGUHQ DERXW WKH LPSRUWDQFH RI VKRZLQJ LQLWLDWLYH :HOO , FDQÂ¶W MXVW WDON DERXW LW , KDYH WR VKRZ LW WRR

5HVHDUFK WKDW ZDV PHQWLRQHG LQ D +DUYDUG %XVLQHVV 5HYLHZ EORJ WKLV ZHHN LGHQWLILHG WKDW ZKHQ VKRZQ D IDFH RI VRPHRQH WKDW WKH\ GHHPHG DV FRQWUROOLQJ SV\FKRORJ\ VWXGHQWV SHUIRUPHG ZRUVH RQ D FRPSOH[ DQDJUDP WDVN WKH\ ZHUH JLYHQ 2XU VXE FRQVFLRXV LV D SRZHUIXO WRRO

, QHYHU JRW XS WKDW PRUQLQJ H[SHFWLQJ WR XPSLUH D JDPH RI IRRWEDOO :HDULQJ D VKLUW MXPSHU DQG MHDQV , ZDV FOHDUO\ QRW GUHVVHG WR XPSLUH %XW , GLGQÂ¶W OHW WKDW VWRS PH HLWKHU :KR FDUHV LI SHRSOH ODXJKHG DW KRZ , ZDV GUHVVHG RU ORRNHG RU LI WKH\ WKRXJKW , ZDV FUD]\ 7KH LPSRUWDQW WKLQJ ZDV WKDW , ZDV RXW WKHUH KDYLQJ D FUDFN DQG KHOSLQJ WKH ER\V KDYH D JDPH RI IRRWEDOO

$V D PDQDJHU DQG D OHDGHU RIWHQ \RXU GULYH LV WR JHW SHRSOH WR ZRUN VPDUWHU KDUGHU DQG IDVWHU 'R WKLV WKURXJK PLFUR PDQDJHPHQW DQG \RX ZLOO ILQG WKDW \RX VSHQG \RXU ZKROH GD\ DQG HYHQ ZHHN PLFUR PDQDJLQJ ZLWK OLPLWHG FKDQFH RI WKLV FKDQJLQJ LQ WKH IXWXUH 0LFUR PDQDJHPHQW RFFDVLRQDOO\ ZRUNV LQ WKH VKRUW WHUP EXW LQ WKH ORQJ WHUP WKH YHU\ SHRSOH \RX DUH DWWHPSWLQJ WR PLFUR PDQDJH ZLOO XQGHUPLQH DOO RI \RXU HIIRUWV 7KLV LV QRW D UHZDUGLQJ VLWXDWLRQ IRU DQ\RQH WR EH LQ

, FDQÂ¶W HYHQ EHJLQ WR WHOO \RX WKH EHQHILWV RI KDYLQJ FRPSOHWHG HDFK RI P\ SRVW JUDGXDWH GHJUHHV 2QFH DJDLQ WKH LPSRUWDQW RXWFRPH KDV EHHQ WKDW , KDYH EHHQ DEOH WR OLYH PRUH RI WKH OLIH WKDW , DQG P\ IDPLO\ GHVLUH

,QVWHDG FRQVLGHU WKH IROORZLQJ DSSURDFK WR UHGXFH FRQWURO DQG SURPRWH SURGXFWLYLW\

,Â¶P QRW VKDULQJ WKLV VWRU\ EHFDXVH , ZDQW DFFRODGHV 5DWKHU , DP VKDULQJ LW EHFDXVH LW LV DQ H[DPSOH RI WKH EHQHILW RI WDNLQJ WKH WLPH WR ZRUN RQ P\

&ODULI\ WKH H[SHFWDWLRQV :KDW RXWFRPH LV QHHGHG" :KDW EHQFKPDUN QHHGV WR EH DFKLHYHG"

KHDOWK DQG ILWQHVV <RX QHYHU NQRZ ZKHQ RSSRUWXQLWLHV OLNH WKH RQH , KDYH GHVFULEHG DERYH FDQ SRS XS DQG SHUVRQDOO\ , ZDQW WR EH DEOH WR VHL]H WKHP ,W LV SDUW RI WKH IXWXUH WKDW , GHVLUH DQG DQ H[DPSOH RI OLYLQJ RXW P\ SXUSRVH IRU EHLQJ KHDOWK\ DQG ILW

2XWOLQH WKH ÂµZK\Â¶ EHKLQG WKH SURMHFW ([SORUH RSWLRQV 7KHUH LV PRUH WKDQ RQH ZD\ WR JHW WKLQJV GRQH 0RGHO WKH FUHDWLYH WKLQNLQJ \RX ZDQW WR VHH LQ RWKHUV DQG SURYLGH WKH IUHHGRP RI WKHVH RSWLRQV

6R ZKDW DUH \RXU H[DPSOHV RI ZKHQ SHRSOH KDYH WROG \RX WKDW \RX DUH FUD]\"

+ROG SHRSOH DFFRXQWDEOH WKLV LQFOXGHV \RXUVHOI

:KDW KDYH EHHQ WKH EHQHILWV RI QRW OLVWHQLQJ WR WKRVH SHRSOH" 5HVSHFW WKH IDFW WKDW SHRSOH YDOXH WKHLU IUHHGRP DQG WKH UHVXOWV PD\ VXUSULVH \RX

3OHDVH VKDUH \RXU H[DPSOHV ZLWK XV

:DUP ZLVKHV 'DUUHQ DQG $OLVRQ

-XQH

www.eGurus.info

0$77 &+85&+

',))(5(1&(0$.(56 &20081,7< %/2*

$ 7KUHH :RUG $QFKRU

,I LQ GRXEW GR VRPHWKLQJ DQ\WKLQJ

-81 3 0 , ZDV VLWWLQJ ZLWK D IULHQG WKH RWKHU GD\ ZKR ZDQWHG WR VWD\ FRQVLVWHQW ZLWK KLV IULHQGV DQG IDPLO\ 4XLWH RIWHQ XQGHU SUHVVXUH DQG VWUHVV ZH ORVH RXUVHOYHV DQG IRUJHW WKH EHKDYLRXUDO VWDQGDUGV ZH DVSLUH WR

-81 3 0 ,Â¶YH UHFHQWO\ 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

&DYHDW ,Â¶YH KHDUG LW VDLG WKDW OLIH LV VLPSOH DQG LWÂ¶V XV KXPDQV ZKR PDNH LW FRPSOH[ :KDW ,Â¶P DERXW WR SURSRVH LV KXJHO\ VLPSOH DQG DV VXFK LW ODFNV D FHUWDLQ HOHJDQFH :H DUH DOO FRPSOH[ EHDXWLIXO DQG DPD]LQJO\ GLYHUVH LQGLYLGXDOV ,WÂ¶V RXU LQGLYLGXDOLVP WKDW PDNHV SHRSOH VR ZRQGHUIXO

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

%DFNJURXQG , VDW LQ D EUDQGLQJ ZRUNVKRS D ORQJ WLPH DJR DQG WKH SUHVHQWHU VXJJHVWHG WKDW \RX VKRXOG EH DEOH WR ERLO WKH EUDQG HVVHQFH RI D FRPSDQ\ GRZQ WR WKUHH ZRUGV , ZRQGHUHG LI WKLV PLJKW EH WUXH RI P\ IDWKHU EUDQG RU P\ KXVEDQG EUDQG

7KH EHVW ZD\ WR ILQG RXW HVSHFLDOO\ ZKHQ LWÂ¶V QHZ LV WR WU\ LW -XVW SXW LW RXW WKHUH DQG VHH ZKDW KDSSHQV <RX ZRQÂ¶W NQRZ ZKHWKHU \RXÂ¶OO OLNH LW XQWLO \RX WU\ LW 0RUH LPSRUWDQWO\ IRU P\ FOLHQWV \RX ZRQÂ¶W NQRZ ZKHWKHU \RXU PDUNHW ZLOO OLNH LW XQWLO \RX WU\ LW

7R ERLO D SHUVRQ GRZQ WR WKUHH ZRUGV LQ VRPH ZD\V OHVVRQV WKHLU XQLTXHQHVV $OO WKDW EHLQJ VDLG , VKDUHG D VWUDWHJ\ ZLWK WKLV IULHQG RI PLQH DQG KH WKRXJKW LW ZDV XVHIXO

)RU H[DPSOH ,Â¶YH UHFHQWO\ EHHQ SURPRWLQJ P\ QHZ WZR GD\ Â³%RRW &DPSÂ´ 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\ Â³LGHDO FOLHQWVÂ´ 'RHV WKDW PDWWHU" 1R %XW LI , KDG VSHQW WRR PXFK WLPH RQ PDUNHW UHVHDUFK DQG DQDO\VLV , ZRXOG QHYHU KDYH NQRZQ

.H\ LGHD 6R KHUH LV WKH DFWLYLW\ 4XLWH VLPSO\ GHVFULEH \RXUVHOI LQ WKUHH ZRUGV

,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

$V D IDWKHU DQG KXVEDQG , DP &OHDU 3UHVHQW DQG 3UDFWLFDO

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 LWÂ¶V ZHOO ZLWKLQ KHU H[SHUWLVH VR LWÂ¶V D SHUIHFW RSSRUWXQLW\ ,I VKH KDGQÂ¶W PDGH WKH RIIHU WKDW RUJDQLVDWLRQ ZRXOGQÂ¶W HYHQ KDYH WKRXJKW RI JHWWLQJ LQ WRXFK

0\ IULHQG LV 2UJDQLVHG &DULQJ DQG 5HVSRQVLEOH :H ERWK ZURWH WKHVH GRZQ DQG FRPPLWWHG WR OLYLQJ XS WR DQG LQWR WKHVH WKUHH ZRUGV DW OHDVW <RX DUH PRUH WKDQ WKUHH ZRUGV DQG \HW LWÂ¶V FRPIRUWLQJ WR NQRZ ZKR \RX DUH WR VWD\ RQ SRLQW ZKHQ XQGHU SUHVVXUH

,I \RXÂ¶UH LQ D EXVLQHVV VHOOLQJ ZHOO NQRZQ FRPPRGLW\ SURGXFWV WKLV DGYLFH SUREDEO\ GRHVQÂ¶W DSSO\ WR \RX %XW LI \RXÂ¶UH GRLQJ VRPHWKLQJ QHZ DQG GLIIHUHQW \RXÂ¶UH D GLIIHUHQFHPDNHU WKHUHÂ¶V QR ZD\ \RX FDQ SUHGLFW KRZ LW ZLOO WXUQ RXW -XVW GR LW

-XVW D WKRXJKW 0#

-XQH

www.eGurus.info

/,)(/21* ),71(66

7LS Â± +RZ WR GU\ ZHW VKRHV

+RZ WR NHHS H[HUFLVLQJ LQ ZLQWHU

2QH RI WKH ZRUVW WKLQJV DERXW H[HUFLVLQJ LQ ZLQWHU LV KDYLQJ WR SXW RQ ZHW VKRHV 7KHUHIRUH LW LV LPSRUWDQW WR GU\ \RXU VKRHV DV TXLFNO\ DV SRVVLEOH 'RQÂ¶W SXW \RXU VKRHV QHDU D ILUH RU KHDWHU DV LW FDQ GDPDJH WKHP LI WKH\ JHW WRR KRW

-81 $ 0 /DVW ZHHNHQG GD\V DJR LQ 3HUWK ZDV WKH ILUVW UHDOO\ ZHW GD\ DQG RQH RI WKH ZHWWHVW ELNH ULGHV , KDYH HYHU KDG

,QVWHDG VFUHZ XS VKHHWV RI QHZVSDSHU DQG VWXII WKHP LQVLGH \RXU VKRHV WR DEVRUE WKH PRLVWXUH WKLV KHOSV WR GU\ WKHP IURP WKH LQVLGH DQG VSHHGV XS WKH GU\LQJ SURFHVV 5HPHPEHU WR FKDQJH WKH QHZVSDSHU D IHZ WLPHV HVSHFLDOO\ LQ WKH ILUVW PLQXWHV

2XU QRUPDO F\FOLQJ JURXS ZDV PXFK VPDOOHU WKDQ XVXDO DQG QRW VXUSULVLQJO\ ZH GLGQÂ¶W VHH PDQ\ RWKHUV RXW ULGLQJ $GPLWWHGO\ LW ZDV 9(5< ZHW DQG , GRQÂ¶W EODPH DQ\RQH ZKR WXUQHG RII WKHLU DODUP SXOOHG WKH EODQNHW XS DQG VWD\HG LQ EHG

7LS Â± )LQG D UHOLDEOH WUDLQLQJ SDUWQHU

:KLOH WKDWÂ¶V SUREDEO\ WKH VPDUW WKLQJ WR GR ZKHQ WKH ZHDWKHU LV UHDOO\ EDG VWD\LQJ LQ EHG DOO ZLQWHU LVQÂ¶W D JRRG LGHD

,Â¶YH JRW D IULHQG DQG ULGLQJ SDUWQHU ZKR MXVW ORYHV WR ULGH LQ WKH UDLQ , NQRZ WKDW UHJDUGOHVV RI WKH ZHDWKHU FRQGLWLRQV KH ZLOO WXUQ XS 7KLV PRWLYDWHV PH WR EH DW RXU GHVLJQDWHG PHHWLQJ VSRW DV , NQRZ WKHUH ZLOO DOZD\V EH VRPH HOVH WKHUH

6R , WKRXJKW , ZRXOG VKDUH VRPH LGHDV WR KHOS \RX VWD\ FRPPLWWHG WR \RXU H[HUFLVH SURJUDP WKURXJK WKH FROG GDUN PRUQLQJV DQG DIWHUQRRQV

RI ZLQWHU ,I \RX OLYH LQ WKH QRUWKHUQ KHPLVSKHUH SULQW WKLV RII DQG UHDG LW LQ 1RYHPEHU

,I \RX VWUXJJOH WR JHW RXW LQ ZLQWHU ILQG D FRPPLWWHG WUDLQLQJ SDUWQHU DQG GRQÂ¶W OHW WKHP GRZQ

7LS Â± *HW \RXU JHDU UHDG\ EHIRUH KDQG

0,&+$(/ 1($</21

:KDWÂ¶V <RXU 6WRU\"

, UHFRPPHQG WKLV HYHQ ZKHQ WKH ZHDWKHU LV JRRG EXW LW LV HYHQ PRUH LPSRUWDQW ZKHQ LWÂ¶V FROG GDUN DQG ZHW ,W GRHVQÂ¶W WDNH PXFK RI D EDUULHU WR NHHS \RX LQ EHG VR KDYLQJ DOO \RXU JHDU LQFOXGLQJ \RXU ZHW ZHDWKHU JHDU UHDG\ PDNHV LW HDVLHU WR JHW RXW WKH GRRU

-81 $ 0

7LS Â± <RX RQO\ JHW ZHW RQFH

Âµ6WRULHV DUH WKH FUHDWLYH FRQYHUVLRQ RI OLIH LWVHOI LQWR D PRUH SRZHUIXO FOHDUHU PRUH PHDQLQJIXO H[SHULHQFH 7KH\ DUH WKH FXUUHQF\ RI KXPDQ FRQWDFW Â¶

<RX PD\ QHHG WR FKDQJH \RXU H[SHFWDWLRQV DERXW H[HUFLVLQJ LQ WKH ZHW , DJUHH WKDW WKH H[SHULHQFH RI JHWWLQJ ZHW ZKLOH ULGLQJ UXQQLQJ RU ZDONLQJ LV QRW WKDW SOHDVDQW

5REHUW 0F.HH

7KH H[SHULHQFH RI FROG ZDWHU UXQV GRZQ \RXU EDFN RU LQWR \RXU VKRHV LV GLVFRQFHUWLQJ WR VD\ WKH OHDVW ,WÂ¶V D ELW OLNH WKH ILUVW IHZ PLQXWHV RI H[HUFLVH LW IHHOV XQFRPIRUWDEOH XQWLO \RXU ERG\ DGMXVWV :KHWKHU ,Â¶P ZRUNLQJ ZLWK D FOLHQW RQ WKHLU PDUNHWLQJ VWUDWHJ\ SLWFKLQJ IRU DQ HYHQW RU VXSSRUWLQJ VRPHRQH ZLWK WKHLU SUHVHQWDWLRQ P\ ILUVW TXHVWLRQ LV ÂµZKDWÂ¶V \RXU VWRU\"Â¶

7KH VDPH DSSOLHV WR JHWWLQJ ZHW 2QFH \RXÂ¶UH ZHW KRZHYHU \RXU ERG\ DGMXVWV DQG LW GRHVQÂ¶W IHHO PXFK GLIIHUHQW WR H[HUFLVLQJ GU\ 7LS Â± 'UHVV WR NHHS WKH ZLQG RXW 7KLV SUREDEO\ DSSOLHV PRUH WR F\FOLQJ WKDQ UXQQLQJ DQG ZDONLQJ EXW LI LW LV FROG DQG ZHW WKH NH\ WR PDLQWDLQLQJ \RXU WHPSHUDWXUH LV WR NHHS WKH FROG DLU RII \RXU ZHW VNLQ :HDULQJ VRPHWKLQJ WKDW VWRSV WKH FROG DLU JHWWLQJ LQ LV XVXDOO\ DOO WKDW LV UHTXLUHG DV WKH ERG\ VWLOO JHQHUDWHV VXIILFLHQW KHDW

,WÂ¶V WKH LQVSLULQJ EDFNJURXQG WKH XQLTXH DQJOH WKH ZD\ LQ WR XQFRYHU DQG UHYHDO WKDW SHUVRQ DQG SURILOH WKHLU FRPSDQ\ SURGXFW RU VHUYLFH

,WÂ¶V ZKDW JRW WKHP ZKHUH WKH\ DUH WRGD\ 7KHVH DFKLHYHPHQWV DUH JUHDW 6RPHWLPHV PRQXPHQWDOO\ VR

%H FDUHIXO QRW WR RYHUGUHVV DV LW LV HDV\ WR IDOO LQWR WKH WUDS RI WKLQNLQJ WKDW EHFDXVH LW LV ZHW LW LV FROG 'UHVVLQJ LQ D ZD\ WKDW GRHVQÂ¶W OHW \RXU ERG\ KHDW HVFDSH ZLOO DIIHFW \RXU SHUIRUPDQFH PRUH WKDQ EHLQJ D ELW FROG

-XQH

www.eGurus.info

%XW ,Â¶P FRPLQJ WR UHDOLVH WKHUHÂ¶V D UHDVRQ ZH DVN LW DW WKH VWDUW

*$5< 5<$1

%HFDXVH WKDWÂ¶V MXVW ZKDW LW LV

6HHNLQJ ,QVSLUDWLRQ 7KH 5HVXOW 0$< 3 0

,WÂ¶V D VWDUW +L IRONV $ ODXQFKLQJ SDG 7KDQNV WR DOO RI \RX IRU VHQGLQJ \RXU LQVSLUDWLRQDO VWRULHV WR KHOS PH WKURXJK WKH PDUDWKRQ WKLV PRUQLQJ Â± , FHUWDLQO\ QHHGHG WKHP DQG WKH\ FDPH LQ YHU\ KDQG\

$ EHJLQQLQJ

$V , H[SHFWHG LW ZDV P\ OHJV PRUH WKDQ DQ\WKLQJ HOVH WKDW FDXVHG PH VRPH FRQFHUQ IURP WKH NP PDUN :LWK P\ WUDLQLQJ KDYLQJ EHHQ LQWHUUXSWHG GXH WR WKH RSHUDWLRQ WKH ODVW NPV RU VR ZHUH DOZD\V JRLQJ WR EH D FKDOOHQJH , GLG PDNH LW ZKLFK LV ZKDW , SODQQHG WR GR Â± HYHQ WKRXJK P\ WLPH ZDVQÂ¶W YHU\ IODWWHULQJ EXW LQ DOO KRQHVW\ , GRQÂ¶W GR WKHVH UXQV EHFDXVH RI WKH WLPH

:KDWÂ¶V H[FLWLQJ ZKDW PDWWHUV ZKDW KDV WKH PRVW SRZHU DQG SURPLVH LV ÂµZKDW KDSSHQV QH[W"

7KDQNV IRU UHDGLQJ 3OHDVH NQRZ WKDW GXULQJ WKDW SHULRG , WKRXJKW RI HDFK RI \RX DQG \RXU VWRULHV

0LFKDHO 1HD\ORQ 0LFKDHO#PFPH FRP DX

Â&#x2021; &DURO\Q ZKR KDG VSHQW WZR IXOO GD\V IDVWLQJ DQG PHGLWDWLQJ D FRXSOH RI ZHHNV DJR DQG DOVR UHPLQGHG PH WKDW WKHUH DUH PDQ\ SHRSOH LQ RXU ZRUOG ZKR ZDON IXUWKHU WKDQ , UDQ WKLV PRUQLQJ HYHU\ GD\ MXVW WR FROOHFW GLUW\ ZDWHU WR GULQN

$XWKRU RI WKH IRUWK FRPLQJ ERRN 0DUNHWLQJ 0DNHRYHUV +RZ WR %ULQJ LQ %LJ 'ROODUV IRU \RXU 6PDOO %XVLQHVV

Â&#x2021; +D]HO ZKR VKDUHG WKDW VKH KDG GURSSHG WZR GUHVV VL]HV DQG KDG LQVSLUHG ZKR SDUWQHU WR VWDUW ZDONLQJ ZLWK KHU HYHQ RQ ZHW PRUQLQJV

5266 &/(11(77

7KH XQVH[\ ROG IDVKLRQHG ERULQJ FDOO F\FOH

Â&#x2021; 6WHYH ZKR UDQ WKH 0HOERXUQH 0DUDWKRQ ODVW \HDU ZLWK MXVW ZHHNV WUDLQLQJ

-81 $ 0 Â&#x2021; +RQJ ZKR FOLPEHG 0W 2EHURQ DW :LOVRQÂ¶V 3URPRQWRU\ DQG RSHQHG XS D ZKROH QHZ ZRUOG RI KLNLQJ DQG RXWGRRU DGYHQWXUH IRU KHUVHOI

,Q WKH SDVW PRQWK , KDYH ERXJKW D FDVH RI ZLQH SULQWHU FDUWULGJHV DQG KDG P\ FDU VHUYLFHG 1RWKLQJ XQXVXDO DERXW WKDW \RX PLJKW WKLQN DQG \RXÂ¶G EH ULJKW 7KH FRPPRQ GHQRPLQDWRU RI WKHVH SXUFKDVHV ZDV WKDW HDFK SXUFKDVH GHFLVLRQ ZDV WULJJHUHG E\ D WHOHPDUNHWLQJ FDOO 1RW MXVW DQ\ ROG WHOHPDUNHWLQJ FDOO EXW D UHJXODU RQH 1RQH RI WKRVH WKUHH

Â&#x2021; &KHU\O ZKR UDQ WKH NP HYHQW WKLV \HDU DW WKH 0RWKHUÂ¶V 'D\ &ODVVLF DQG ZKR KDV QRZ LQVSLUHG D QXPEHU RI KHU FROOHDJXHV WR UXQ D NP HYHQW LQ %ULVEDQH LQ $XJXVW WKLV \HDU

SXUFKDVHV ZDV HLWKHU FULWLFDO RU XUJHQW 1RQH RI Â&#x2021; 3DPHOD ZKR LV FXUUHQWO\ LQ WKH 86$ DQG ZKR YRZHG WR ZDON NPV DURXQG 1HZ <RUN WRGD\ WR EH NLQGUHG VSLULWV LQ H[HUFLVH Â&#x2021; +HLGL ZKR KDV VWDUWHG D ZDONLQJ DQG UXQQLQJ SURJUDP ZLWK D IULHQG

, ZRXOG DOVR OLNH WR WKDQN HYHU\RQH HOVH ZKR VHQW PHVVDJHV RI HQFRXUDJHPHQW LQFOXGLQJ VRPH FRPLQJ WKURXJK DV WH[W PHVVDJHV WKLV PRUQLQJ MXVW EHIRUH ZH VWDUWHG WKH UDFH 7KH PHVVDJHV ZHUH YHU\ KHOSIXO Â± , UHDOO\ GR EHOLHYH WKDW WKH\ FDQ ÂµVHQG HQHUJ\Â¶ EHFDXVH LW WDNHV HQHUJ\ IRU \RX WR VHQG WKHP DQG LI HYHU\WKLQJ UHDOO\ LV FRQQHFWHG WKHQ WKH HQHUJ\ LV DYDLODEOH WR EH XVHG 7KDWÂ¶V P\ WKHRU\ DQG ,Â¶P VWLFNLQJ WR LW , ZDV OXFN\ HQRXJK WR UXQ ZLWK $QGUHZ DQG 6XH 2Â¶%ULHQ IRU MXVW RYHU KDOI RI WKH UDFH $Q DUWLFOH DSSHDUHG LQ WRGD\Â¶V 6XQGD\ WK 0D\ +HUDOG

-XQH

www.eGurus.info

6XQ DQG DVVRFLDWHG QHZVSDSHUV LQ WKH %RG\ 6RXO VHFWLRQ DERXW $QGUHZ DQG 6XH DQG 3DUWQHUXQQLQJ FKHFN LW RXW LI \RX JHW D FKDQFH

Â&#x2021; &RXSOH RQ WKH 5XQ DQG D PLJKW\ HIIRUW

6R RQFH DJDLQ WKDQN IRU \RXU LQVSLULQJ VWRULHV DQG PHVVDJHV RI VXSSRUW

Â&#x2021; &RXSOH RQ WKH 5XQ +RZ GRHV RXU FRPELQHG H[SHUWLVH KHOS 3DUWQHUXQQLQJ"

,Â¶P QRW VXUH WKDW , ZRXOG KDYH JRWWHQ DURXQG WKH NP FRXUVH WRGD\ ZLWKRXW WKHP

Â&#x2021; &RXSOH RQ WKH 5XQ ,V LW MXVW IRU OLIH SDUWQHUV"

7KDQN \RX

Â&#x2021; &RXSOH RQ WKH 5XQ :KDW LV 3DUWQHUXQQLQJ"

*,+$1 3(5(5$

Â&#x2021; GLIIHUHQFHPDNHUV FRPPXQLW\ EORJ &LVFR D ILQH H[DPSOH RI ZKDW D JRRG FRUSRUDWH FLWL]HQ ORRNV OLNH

7KLQNLQJ $KHDG -RXUQDO ,DQ %HUU\ 3HWHU :HEE %LOO -HQQLQJV 6XH DQG $QGUHZ 2Â¶%ULHQ DQG RWKHUV

Â&#x2021; 6R :KDWÂ¶V 1H[W" &LVFR D ILQH H[DPSOH RI ZKDW D JRRG FRUSRUDWH FLWL]HQ ORRNV OLNH Â&#x2021; *LKDQ 3HUHUD ,DQ %HUU\Â¶V H[FHOOHQW QHZ ERRN DERXW UHFUXLWLQJ HQJDJLQJ DQG UHWDLQLQJ JUHDW SHRSOH Â&#x2021; 1RWHV IURP WKH :RUNSODFH *DUGHQ 7KH MR\ RI QHZ OLIH

0$< 3 0 Â&#x2021; $QQ 5ROIHÂ¶V 0HQWRULQJ :RUNV %ORJ :KDW 0RWLYDWHV 0HQWRUV" Â&#x2021; *LKDQ 3HUHUD :HELQDU UHFRUGLQJ 6RFLDO 0HGLD )RUXP Â&#x2021; $QQ 5ROIHÂ¶V 0HQWRULQJ :RUNV %ORJ 5HFUXLWLQJ 0HQWRUV Â&#x2021; 6R :KDWÂ¶V 1H[W" WRROV WLSV DQG WHFKQLTXHV IRU UHFUXLWLQJ HQJDJLQJ DQG UHWDLQLQJ JUHDW SHRSOH Â&#x2021; 0LFKDHO 1HD\ORQ 0DUNHWLQJ :L]DUGV Â&#x2021; *LKDQ 3HUHUD +HOS 7KHP %X\ :LWKRXW %HLQJ 3XVK\ Â&#x2021; ,QVSLULQJ &XOWXUHV 6WHYH 6LPSVRQ LQ $FWLRQ Â&#x2021; ,QVSLULQJ &XOWXUHV $ %ULOOLDQW 3UHVHQWDWLRQ RQ (GXFDWLRQ

(YHU\ ZHHN , FROOHFW WKH PRVW UHFHQW EORJ SRVWV IURP P\ FOLHQWV DQG PHPEHUV DOO OHDGLQJ WKLQNHUV DERXW EXVLQHVV DQG OLIH DQG DVVHPEOH WKHP LQWR WKH 7KLQNLQJ $KHDG MRXUQDO

Â&#x2021; *DU\ 5\DQ $Q ,QWURGXFWLRQ 7R )RXU 3ULQFLSOHV )RU (IIHFWLYH 7LPH 0DQDJH

'RZQORDG WKH WK 0D\ LVVXH KHUH

Â&#x2021; 7KLQNLQJ &DSV 7KH 1DNHG &KHIV Â± 0DVWHU 7HDFKLQJ

:KDWÂ¶V LQ LW

Â&#x2021; DFFHOHUDWLQJFDUHHUV WY +LJK 3HUIRUPLQJ 7HDPV 7LS &ODULI\ \RXU JRDOV

Â&#x2021; 6R :KDWÂ¶V 1H[W" $UH 3HSVLFR /Â¶2UHDO 0LFURVRIW DQG :DOPDUW *RRG &RUSRUDWH &LWL]HQV WRR"

Â&#x2021; 7KLQNLQJ &DSV 5HFLSHV IRU 3UHVHQWDWLRQ 'HVLJQV

Â&#x2021; 3HWHU :HEEÂ¶V Â³:LVGRP &LUFOHÂ´ 3URYLQJ WKH 5HOHYDQFH RI +5

Â&#x2021; &KDQJH :RUNV 5H GLVFRYHULQJ PDVFXOLQLW\

Â&#x2021; %LOO -HQQLQJV IURP 7LPH 6SDFH 6DFULILFH

Â&#x2021; 5RVV &OHQQHWW 0HHW WKH QHZ &(2 RI WKH 5&6$ $XV 1= 6WHYH *UDQODQG

Â&#x2021; &RXSOH RQ WKH 5XQ *RRG QHZV IRU ZRUNLQJ RXW ZLWK D SDUWQHU

Â&#x2021; *LKDQ 3HUHUD ,QWHUQHW &HQVRUVKLS LQ $XVWUDOLD $ ZLQ RU MXVW IDOVH RSWLPLVLP"

Â&#x2021; &RXSOH RQ WKH 5XQ 5RWRUXD 0DUDWKRQ 0D\

-XQH

www.eGurus.info

Â&#x2021; *DU\ 5\DQ :KDW VD\LQJV JXLGH \RX RQ D GD\ WR GD\ EDVLV"

62 :+$7Â¶6 1(;7"

$UH 3HSVLFR /Â¶2UHDO 0LFURVRIW DQG :DOPDUW *RRG &RUSRUDWH &LWL]HQV WRR"

Â&#x2021; GLIIHUHQFHPDNHUV FRPPXQLW\ EORJ 7KHUH DUH DOWHUQDWLYHV WR )DFHERRN Â&#x2021; 1RWHV IURP WKH :RUNSODFH *DUGHQ *LYH DQG WDNH Â&#x2021; 0LFKDHO 1HD\ORQ %UDQG 6WDQG 2XU )RUWQLJKWO\ 1HZVOHWWHU

0$< 3 0

Â&#x2021; DFFHOHUDWLQJFDUHHUV WY &RPPXQLFDWLRQ 7LS +RZ DUH \RX XVLQJ WHFKQRORJ\ WR HQJDJH ZLWK *HQV < = "

7KUHH &65 6XVWDLQDELOLW\ EORJJHUV DQG SUDFWLWLRQHUV WKDW , DGPLUH UHVSHFW DQG IROORZ DUH 'DYLG &RQQRU -HIIUH\ +ROOHQGHU DQG 7RE\ :HEE $OO WKUHH KDYH UHFHQWO\ SRVWHG EORJV DERXW FRPSDQLHV ZKR WKH\ IHHO DUH UROH PRGHOV 'DYLG UHFHQWO\ VSHQW WLPH ZLWK 0LFURVRIW SHRSOH DQG -HIIUH\ ZLWK WKH &(2 RI :DOPDUW &DQDGD DQG 7RE\ KDV UHFHQWO\ SRVWHG (WKLFDO &RUSV $ZDUG :LQQHUV DQG &RPPHQGHG &RPSDQLHV

Â&#x2021; *DU\ 5\DQ &RPPXQLFDWLRQ 7LS +RZ DUH \RX XVLQJ WHFKQRORJ\ WR HQJDJH ZLWK *HQV < = " Â&#x2021; 0LFKDHO 1HD\ORQ %UDQG $XWKHQWLFLW\

6HH ZKDW 'DYLG KDV WR VD\ DERXW 0LFURVRIW KHUH Â&#x2021; 6R :KDWÂ¶V 1H[W" 7KH HQG RI VXVWDLQDELOLW\ DW OHDVW DV ZH NQRZ LW" 6HH ZKDW -HIIUH\KDV WR VD\ DERXW :DOPDUW KHUH Â&#x2021; 7KRXJKW /HDGHUV %ORJ (GXFDWLRQ DERXW FRUSRUDWH HGXFDWLRQ 9LHZ (WKLFDO &RUSÂ¶V OLVW KHUH Â&#x2021; 0LFKDHO 1HD\ORQ 6KRZ 8S , ZRXOG EH YHU\ LQWHUHVWHG LQ RWKHU UHVHDUFK \RX DUH DZDUH RI WKDW SURYLGHV HYLGHQFH RI RWKHU UROH PRGHOV 3OHDVH JHW LQ WRXFK ZLWK PH

Â&#x2021; *OHQQ &DUGZHOO 0HDO YV VQDFN Â&#x2021; *OHQQ &DUGZHOO +RZ PDQ\ KROHV LQ \RXU VDOW VKDNHU"

%H WKH GLIIHUHQFH \RX ZDQW WR VHH LQ WKH ZRUOG ,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

Â&#x2021; *OHQQ &DUGZHOO 'LIIHUHQW VDOWV Â&#x2021; *OHQQ &DUGZHOO &DIIHLQH &DOFLXP

JUHDW IRU EXVLQHVV

Â&#x2021; 'U -HQQ\ %URFNLV 8QFRUNHG 6RPH RI WKH UHDVRQV ZK\ D JODVV RI UHG ZLQH LV JRRG IRU \RXU EUDLQ

GRLQJ WRGD\ ZKDW RWKHUV ZLOO RQO\ EH WKLQNLQJ DERXW WRPRUURZ Â&#x2021; ,QVSLULQJ &XOWXUHV <RXÂ¶YH JRW WR ORYH WKLV

',))(5(1&(0$.(56 &20081,7< %/2*

Â&#x2021; 6DOHV 6XFFHVV )RUXP 6HOOLQJ ,Q 7RXJK 7LPHV 1HHGV %HWWHU

$UH 3HSVLFR /Â¶2UHDO 0LFURVRIW DQG :DOPDUW *RRG &RUSRUDWH &LWL]HQV WRR"

&KRLFHV

0$< 3 0 7KUHH &65 6XVWDLQDELOLW\ EORJJHUV DQG SUDFWLWLRQHUV WKDW , DGPLUH UHVSHFW DQG IROORZ DUH 'DYLG &RQQRU -HIIUH\ +ROOHQGHU DQG 7RE\ :HEE $OO WKUHH KDYH UHFHQWO\ SRVWHG EORJV DERXW FRPSDQLHV ZKR WKH\ IHHO DUH UROH PRGHOV 'DYLG UHFHQWO\ VSHQW WLPH ZLWK 0LFURVRIW SHRSOH DQG -HIIUH\ ZLWK WKH &(2 RI :DOPDUW &DQDGD DQG 7RE\ KDV UHFHQWO\ SRVWHG (WKLFDO &RUSV $ZDUG :LQQHUV DQG &RPPHQGHG &RPSDQLHV 6HH ZKDW 'DYLG KDV WR VD\ DERXW 0LFURVRIW KHUH 6HH ZKDW -HIIUH\KDV WR VD\ DERXW :DOPDUW KHUH

-XQH

www.eGurus.info

$XVWUDOLDQ WR GR VR 9LHZ (WKLFDO &RUSÂ¶V OLVW KHUH 6XSSRUWHG E\ $GLGDV DQG $VFHQG /LVD LV FXUUHQWO\ WUDLQLQJ IRU WKH , ZRXOG EH YHU\ LQWHUHVWHG LQ RWKHU UHVHDUFK \RX DUH DZDUH RI WKDW SURYLGHV HYLGHQFH RI RWKHU UROH PRGHOV 3OHDVH JHW LQ WRXFK ZLWK PH

&RPPRQZHDOWK *DPHV PDUDWKRQ LQ 1HZ 'HOKL ODWHU WKLV \HDU $VLGH IURP UXQQLQJ /LVD LV D VXFFHVVIXO ,%0 %XVLQHVV &RQVXOWDQW ZKR UHFHLYHG 7KH $JH $ZDUG IRU %XVLQHVV ([FHOOHQFH LQ

/LVD MRLQV RWKHU WUDFN DQG ILHOG DWKOHWHV DW 6DP 0D[ZHOO 6SRUWV 0DQDJHPHQW LQFOXGLQJ QDWLRQDO P &KDPSLRQ %HQ 2IIHUHLQV DQG $XVWUDOLDQ PLOH UHFRUG KROGHU /LVD &RUULJDQ

'5 -(11< %52&.,6

'RHV FRIIHH UHDOO\ JLYH \RX WKDW PHQWDO HGJH"

6$0 0$;:(//

/LVD :HLJKWPDQ $XVWUDOLDÂ¶V /HDGLQJ 0DUDWKRQ 5XQQHU -RLQV 6DP 0D[ZHOO 6SRUWV 0DQDJHPHQW

0$< 3 0

,W LV ZLWK JUHDW SOHDVXUH DQG H[FLWHPHQW WKDW , FDQ WRGD\ DQQRXQFH WKDW /LVD :HLJKWPDQ KDV MRLQHG WKH DWKOHWHVÂ¶ VWDEOH DW 6DP 0D[ZHOO 6SRUWV 0DQDJHPHQW

$V D PHGLFDO VWXGHQW DW 8QLYHUVLW\ , PXVW KDYH FRQVXPHG WKH HTXLYDOHQW RI D VPDOO ODNH RI LQVWDQW FRIIHH %DWWOLQJ WKH GHPDQGV RI HVVD\V WR EH ZULWWHQ DQG LQIRUPDWLRQ WR EH PHPRULVHG , NHSW P\VHOI JRLQJ ZLWK P\ WUXVW\ NHWWOH DQG ODUJH MDU RI LQVWDQW FRIIHH

/LVD LV FXUUHQWO\ $XVWUDOLDÂ¶V EHVW PDUDWKRQ UXQQHU ZKR VKDUHV WKH HTXDO IDVWHVW $XVWUDOLDQ )HPDOH 0DUDWKRQ GHEXW WLPH RI KU P V ZLWK /LVD 2QGLHNL UXQ DW WKH /RQGRQ PDUDWKRQ LQ 6LQFH WKHQ /LVD KDV UHSUHVHQWHG $XVWUDOLD DW WKH %HLMLQJ 2O\PSLF *DPHV DQG DOVR WKH %HUOLQ ,$$) :RUOG &KDPSLRQVKLSV ,Q %HUOLQ /LVD UDQ WKH IDVWHVW WLPH HYHU E\ DQ $XVWUDOLDQ DW D :RUOG &KDPSLRQVKLSV

%\ WKH WLPH , JUDGXDWHG , ZDV VR VLFN RI WKH VWXII , FRXOGQÂ¶W GULQN LW DQ\ PRUH DQG VZLWFKHG WR WHD ,W KDV RQO\ EHHQ LQ UHFHQW \HDUV WKDW , KDYH DFWXDOO\ VWDUWHG WR HQMR\ FRIIHH DJDLQ %XW , VWLOO FDQÂ¶W GULQN WKH LQVWDQW VRUW ,W KDV WR EH UHDO

/LVD LV FXUUHQWO\ UDQNHG WK IDVWHVW RI DOO WLPH LQ $XVWUDOLD ZLWK KU P D WLPH VKH UDQ HDUOLHU LQ ZKHQ ZLQQLQJ WKH 1DJDQR 2O\PSLF &RPPHPRUDWLYH ,QWHUQDWLRQDO 0DUDWKRQ LQ -DSDQ EHFRPLQJ WKH ILUVW

FRIIHH

-XQH

www.eGurus.info

$QG , KDYH WR VD\ , ORRN IRUZDUG WR P\ GDLO\ PLG PRUQLQJ FXS , ORYH WKH ZRQGHUIXO DURPD DQG VDYRXU HYHU\ ODVW GURS

7KHUH LV VRPH JRRG QHZV DERXW WKH FDIIHLQH WKRXJK ,W LQFUHDVHV RXU GRSDPLQH OHYHOV LQ RXU EUDLQ 'RSDPLQH LV WKH QHXURWUDQVPLWWHU ZKLFK PDNHV XV IHHO JRRG DQG KDSS\ 6R ZKHQ , KDYH P\ PLG PRUQLQJ FRIIHH , DP DOHUW DQG KDSS\ WRR

%XW GRHV LW GR DQ\WKLQJ IRU RXU EUDLQ LQ WHUPV RI PHQWDO SHUIRUPDQFH" &DIIHLQH KDV EHHQ GHVFULEHG DV WKH ZRUOGÂ¶V PRVW ZLGHO\ FRQVXPHG SV\FKR VWLPXODQW +RZ PDQ\ RI XV VWDUW RXU GD\ ZLWK WKDW FXS Â³MXVW WR JHW XV JRLQJÂ´" $SSDUHQWO\ RI $PHULFDQV GR

'RHV TXLWWLQJ FRIIHH UHDOO\ JLYH \RX D KHDGDFKH" :DQW WR TXLW RU FXW GRZQ \RXU FRIIHH FRQVXPSWLRQ" 7KDWÂ¶V ILQH -XVW EH SUHSDUHG IRU WKH ZLWKGUDZDOV <RX PD\ KDYH KHDUG RI SHRSOH WHOOLQJ \RX WKH\ JHW D FDIIHLQH ZLWKGUDZDO KHDGDFKH LI WKH\ PLVV WKHLU FRIIHH RU WU\ WR FXW GRZQ 7KDWÂ¶V EHFDXVH WKH FDIIHLQH FDXVHV EORRG YHVVHOV WR GLODWH 5HPRYH WKH FDIIHLQH DQG WKH EORRG YHVVHOV FRQVWULFW ZKLFK FDQ FDXVH D QDVW\ KHDGDFKH 7KDWÂ¶V ZK\ SHRSOH ZKR VXIIHU IURP YDVFXODU KHDGDFKHV FDXVHG E\ EORRG YHVVHO FRQVWULFWLRQ XVH FDIIHLQH WDEOHWV WR WDNH DZD\ WKH KHDGDFKH 3OXV \RX PD\ VXIIHU IURP DFKHV DQG SDLQV H[WUHPH WLUHGQHVV DQG GHSUHVVLRQ GXULQJ WKH SHULRG RI ZLWKGUDZDO %XW WKH ZRUVW LV RQO\ IRU D FRXSOH RI GD\V

&DIIHLQH LV D VWLPXODQW ,Q PXFK WKH VDPH ZD\ DV DPSKHWDPLQHV FRFDLQH DQG KHURLQ DUH DQG QR , DP GHILQLWHO\ QRW UHFRPPHQGLQJ WKRVH WR VWDUW \RXU GD\ ,W ZRUNV RQ RXU EUDLQ E\ VSHHGLQJ LW XS 6R \HV ZH DUH PRUH DOHUW ZKHQ ZH FRQVXPH FDIIHLQH 7KH SHDN HIIHFW RQ RXU EUDLQ RFFXUV WR PLQXWHV DIWHU GULQNLQJ WKH FRIIHH DQG WKH WRWDO HIIHFW ODVWV DURXQG WZR KRXUV +RZ WKLV ZRUNV LV WKDW LQ WKH EUDLQ ZH KDYH UHFHSWRUV IRU D EUDLQ FKHPLFDO FDOOHG DGHQRVLQH 1RZ WKHVH UHFHSWRUV DUH XQDEOH WR GLVWLQJXLVK EHWZHHQ DGHQRVLQH DQG FDIIHLQH 6R ZKHQ ZH KDYH WKDW FXS RI FRIIHH WKH FDIIHLQH ORFNV RQWR WKH DGHQRVLQH UHFHSWRUV DQG EORFNV WKH DGHQRVLQH IURP EHLQJ DEOH WR H[HUW LWÂ¶V QRUPDO HIIHFW RI VORZLQJ GRZQ EUDLQ FHOO DFWLYLW\ 6R RXU EUDLQ FHOOV VSHHG XS WKHLU UDWH RI ILULQJ

5HVHDUFKHUV DW WKH 8QLYHUVLW\ RI 9HUPRQW DQG -RKQ +RSNLQV 6FKRRO RI 0HGLFLQH SXEOLVKHG D SDSHU LQ GHPRQVWUDWLQJ WKH SK\VLRORJLFDO HIIHFW RQ RXU EUDLQ RI TXLWWLQJ FDIIHLQH &DIIHLQH ZLWKGUDZDO SURGXFHG ((* FKDQJHV DVVRFLDWHG ZLWK WKH IHHOLQJ RI IDWLJXH &HUHEUDO EORRG IORZ RQ XOWUDVRXQG ZDV DOVR VKRZQ WR LQFUHDVH 6XEMHFWLYHO\ WKRVH RQ WKH VWXG\ UHSRUWHG IHHOLQJ VOXJJLVK WLUHG DQG ZHDU\

7KH WURXEOH VWDUWV ZKHQ WKH SLWXLWDU\ JODQG GHWHFWV WKH LQFUHDVHG UDWH RI EUDLQ FHOO DFWLYLW\ DQG SUHVXPHV WKHUH LV DQ HPHUJHQF\ KDSSHQLQJ VRPHZKHUH 7KLV UHVXOWV LQ WKH IOLJKW RU ILJKW UHVSRQVH EHLQJ LQLWLDWHG ZLWK WKH DGUHQDO JODQGV SXPSLQJ RXW DGUHQDOLQH WR ILUH XV XS

6R \HV LW FDQ WDNH VHYHUDO GD\V WR JHW RYHU WKH ZRUVW ZLWK UHGXFHG DOHUWQHVV DQG VORZHU UHDFWLRQ WLPHV %XW E\ GD\ RU \RXU ERG\ ZLOO KDYH UHFRYHUHG \RXU EORRG SUHVVXUH LV OLNH WR EH ORZHU \RX PD\ KDYH OHVV DQ[LHW\ EH VOHHSLQJ EHWWHU DQG EH

6R \HV ZH DUH DOHUW DQG UHDG\ EXW QRW QHFHVVDULO\ LQ WHUPV RI LPSURYHG PHQWDO SHUIRUPDQFH

IXQFWLRQLQJ PHQWDOO\ MXVW DV ZHOO DV ZKHQ \RX KDG EHHQ GULQNLQJ FRIIHH 7KH VWXG\ UHYHDOHG WKDW WKRVH SHRSOH ZKR GULQN FRIIHH UHJXODUO\ KDYH QR PHQWDO EHQHILW RU DGYDQWDJH RYHU WKRVH WKDW GRQÂ¶W GHVSLWH WKRVH RI XV ZKR OLNH WR WKLQN LW KHOSV JLYH XV WKH HGJH

2QFH WKH HIIHFW RI WKH FDIIHLQH DQG WKH DGUHQDOLQH KDV ZRUQ RII ZH DUH OLNHO\ WR EH IHHOLQJ PRUH WLUHG DQG D ELW IODW 7LPH IRU DQRWKHU FXS RI FRIIHH WR JHW XV JRLQJ DJDLQÂ« /HDGLQJ WR D YLFLRXV F\FOH EHLQJ VHW XS :H EHFRPH DGGLFWHG WR WKDW TXLFN IL[ ZH DSSHDU WR JHW IURP GULQNLQJ FRIIHH 'ULQNLQJ D ORW RI FRIIHH ZLOO DFWXDOO\ PDNH \RX IHHO PRUH WLUHG :H QHHG WR UHPHPEHU WRR WKDW FDIIHLQH LV DOVR IRXQG LQ WHD DQG FRFRD

2K ZHOO

&DQÂ¶W VOHHS DW QLJKW" ,W FRXOG EH WKH FRIIHH

0D\EH ZH VKRXOG MXVW HQMR\ FRIIHH DQG LWV FDIIHLQH IRU ZKDW LW LV $ VWLPXODQW WKDW ZLOO JLYH XV VKRUW WHUP LQFUHDVHG DOHUWQHVV DQG KDSSLQHVV :H MXVW QHHG WR PDNH VXUH ZH GRQÂ¶W KDYH VR PXFK WKDW ZH LPSDLU RXU EUDLQ ILWQHVV DQG PHQWDO SHUIRUPDQFH

0DQ\ SHRSOH ILQG WKDW WKH\ FDQÂ¶W GULQN FRIIHH ODWH DW QLJKW DV LW NHHSV

:DQW WR 8VH 7KLV $UWLFOH"

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

<RX FDQ DV ORQJ DV \RX FLWH WKH DXWKRU 'U -HQQ\ %URFNLV DQG WKH VRXUFH ZZZ GUMHQQ\EURFNLV FRP 5HODWHG 3RVWV Â&#x2021; :K\ +DYLQJ $ &KDW &DQ ,PSURYH 0HQWDO 3HUIRUPDQFH

Regular Contributors Gihan Perera

www.gihanperera.info

Hugh Gyton

justaconversation-hugh.blogspot.com

Ian Berry

blog.ianberry.au.com blog.differencemakers.com.au

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

www.suemaree.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

www.garyryans.com www.acceleratingcareers.tv

Vanessa Hall

thetruthabouttrust.blogspot.com

David Penglase

salessuccessforum.com.au

Neil Mattingley

neilmattingley.com

Karen Schmidt

www.letsgrow.com.au

Sam Maxwell

www.sammaxwell.info

6XH DQG $QGUHZ 2Âś%ULHQ

www.coupleontherun.info

Michael Neaylon

michaelneaylon.blogspot.com

$QGUHZ 2Âś%ULHQ

www.andrewob.info

David Koutsoukis

davidkoutsoukis.wordpress.com

Bill Jennings

bill-j-from-time-space.blogspot.com

Darren and Alison Hill

changeworksnt.blogspot.com

Kit Grant

krgrant.wordpress.com

Dr Jenny Brockis

drjennybrockis.com

Steve Simpson