Oct. 6, 2025
Make sure you cover these five steps
This week's Powerful Business Strategies segment with Michael Barbarita of Next Step CFO is The Five Steps every business owner should take if they are going to properly implement business and financial strategies that their competition isn’t doing.
Become a supporter of this podcast: https://www.spreaker.com/podcast/powerful-business-strategies--6198916/support.
WEBVTT
1
00:00:04.639 --> 00:00:07.280
Hi, you have done to censure?
2
00:00:09.000 --> 00:00:12.519
Wow, crazy young.
3
00:00:19.480 --> 00:00:21.559
This is the pipe Man here on the Adventures of
4
00:00:21.559 --> 00:00:24.679
Pipe Man W four c Y Radio with our special
5
00:00:25.600 --> 00:00:31.719
Positively Pipeman segment with our expert guest on some powerful
6
00:00:31.839 --> 00:00:35.520
business strategies. Let's welcome to the show. Michael Barbarita.
7
00:00:35.560 --> 00:00:36.960
How are you fantastic?
8
00:00:37.079 --> 00:00:37.200
Dan?
9
00:00:37.600 --> 00:00:38.240
Thanks for having me.
10
00:00:38.280 --> 00:00:41.799
How you doing I'm doing great. I'm especially doing great
11
00:00:41.920 --> 00:00:46.000
because I want to learn today what the five steps
12
00:00:46.039 --> 00:00:48.719
are that I have to cover to be successful in business.
13
00:00:49.640 --> 00:00:53.840
Well, as you know, you know, I hope everybody could
14
00:00:53.880 --> 00:00:55.840
tell that I'm very passionate about what I do. And
15
00:00:56.560 --> 00:00:58.840
you know I have a fifteen minute segment, but I
16
00:00:58.880 --> 00:01:00.840
can go on for days, days and days.
17
00:01:00.880 --> 00:01:01.560
But here's the thing.
18
00:01:01.679 --> 00:01:03.840
You see, whether you work with me or someone else,
19
00:01:04.359 --> 00:01:08.159
there are five critical steps that you must take in
20
00:01:08.400 --> 00:01:11.680
order to implement business and financial strategies that your competition
21
00:01:11.840 --> 00:01:16.319
isn't doing. And the first step is clarity. So what
22
00:01:16.480 --> 00:01:19.120
I mean by that is, before you can start to
23
00:01:19.200 --> 00:01:24.040
do tactical things, you have to strategically understand why am
24
00:01:24.079 --> 00:01:27.359
I doing this, where am I headed? And what does
25
00:01:27.439 --> 00:01:30.799
success look like for me? But not in your business,
26
00:01:31.239 --> 00:01:34.799
in your life. Dean I've seen this mistake happen over
27
00:01:34.879 --> 00:01:37.239
and over and over again, and it might be happening
28
00:01:37.280 --> 00:01:39.280
to some of your listeners right now, where they're so
29
00:01:39.439 --> 00:01:42.319
excited to make their impact in the world that they
30
00:01:42.480 --> 00:01:44.719
jump out there and they create this business and that
31
00:01:44.959 --> 00:01:48.359
all of a sudden they're fitting their life around this
32
00:01:48.599 --> 00:01:52.719
business thing they created. But the way it should work
33
00:01:53.200 --> 00:01:56.359
is that you first create the life you want and
34
00:01:56.480 --> 00:01:59.040
then you let the business, which is the asset, serve
35
00:01:59.159 --> 00:02:01.879
you allowing you to get to that life.
36
00:02:01.959 --> 00:02:06.000
Does that make sense, Oh, that makes a lot of sense.
37
00:02:06.879 --> 00:02:10.919
Well, that's yeah, that's clarity. So once you have clarity,
38
00:02:11.319 --> 00:02:15.560
the second step is a step by step roadmap. For example,
39
00:02:15.840 --> 00:02:17.400
and let me just give you an example of one
40
00:02:17.439 --> 00:02:20.719
strategy that I'll give you the roadmap too. So the
41
00:02:20.800 --> 00:02:23.400
step by step roadmap to a risk reversal is, first,
42
00:02:23.439 --> 00:02:26.840
you need to identify who the customer is. Second, we
43
00:02:26.960 --> 00:02:30.280
have to identify the problem the customer has. Third, we
44
00:02:30.360 --> 00:02:32.319
have to come up with a solution to that problem,
45
00:02:32.479 --> 00:02:35.759
our unique solution. Fourth, we have to test the problem
46
00:02:35.840 --> 00:02:38.080
and solution to make sure we get it right. And
47
00:02:38.199 --> 00:02:41.000
then fifth we have to create a risk reversal to
48
00:02:41.080 --> 00:02:44.560
make our offer compelling, but you know, you have to
49
00:02:44.599 --> 00:02:46.800
also understand what a risk reversal is and what it is,
50
00:02:46.879 --> 00:02:49.719
and the essence of a risk reversal is to eliminate
51
00:02:49.879 --> 00:02:53.879
or reduce the customer's perceived risk, making it easier for
52
00:02:54.000 --> 00:02:58.280
them to say yes, zeer. So that's step two. And
53
00:02:58.360 --> 00:03:01.000
by the way, that's for any strategy that you're gonna implement.
54
00:03:01.039 --> 00:03:03.479
You need a step by step roadmap. So number one
55
00:03:03.560 --> 00:03:06.680
is yeah, Number one is clarity, So you first need clarity.
56
00:03:07.319 --> 00:03:10.199
Second is the step by step roadmap. And the third
57
00:03:10.319 --> 00:03:13.759
thing is you have to upgrade your skills. You know,
58
00:03:13.879 --> 00:03:17.199
some people might be wondering things like, you know, can
59
00:03:17.280 --> 00:03:20.719
I really implement business and financial strategies that my competition
60
00:03:20.879 --> 00:03:26.159
isn't doing well? You know, before I implemented things like
61
00:03:26.240 --> 00:03:29.319
the ski guarantee, because sometimes what happens is is you're
62
00:03:29.400 --> 00:03:33.639
already doing something. For example, before I implement implemented my
63
00:03:33.759 --> 00:03:36.479
ski guarantee, where it was ski the ski three times,
64
00:03:36.520 --> 00:03:38.080
you don't like it, bring it back for a brand
65
00:03:38.120 --> 00:03:40.039
new pair, and keep bringing it back until you get
66
00:03:40.080 --> 00:03:43.479
it right. That helped me grow my business from two
67
00:03:43.520 --> 00:03:45.639
and a half million to eight million in five years.
68
00:03:46.080 --> 00:03:50.719
Before I implemented that ski guarantee. If we sold a
69
00:03:50.759 --> 00:03:52.680
pair of skis to the to a customer and they
70
00:03:52.759 --> 00:03:55.159
came back into the store saying that these skis weren't
71
00:03:55.240 --> 00:03:58.400
right for them, guess what we did. We gave them
72
00:03:58.439 --> 00:04:02.199
a new pair of skis, no question to ask. All
73
00:04:02.319 --> 00:04:06.520
I did was put the was put the ski guarantee
74
00:04:06.599 --> 00:04:09.719
into my offer to make my offer more compelling.
75
00:04:09.919 --> 00:04:13.520
I'm gonna do it anyway. So that's part of a
76
00:04:13.599 --> 00:04:14.400
skills upgrade.
77
00:04:14.439 --> 00:04:18.000
It's, you know, some of these things that you know
78
00:04:18.160 --> 00:04:20.279
because people wonder if they can do it, they can
79
00:04:20.360 --> 00:04:23.720
implement strategies or not. Sometimes it's just a review of
80
00:04:23.800 --> 00:04:26.639
what you've been doing and right. You know, we do
81
00:04:26.800 --> 00:04:28.720
that because I said to myself, you know, we do
82
00:04:28.839 --> 00:04:32.160
this anyway. My employees were going crazy when I talked
83
00:04:32.160 --> 00:04:34.879
about this, because they had visions a thousands of pair
84
00:04:34.920 --> 00:04:37.319
of skis coming back and the customer putting one over
85
00:04:37.439 --> 00:04:38.160
on us and all that.
86
00:04:40.639 --> 00:04:44.360
But we were doing it anyway. We just advertise it.
87
00:04:44.480 --> 00:04:46.639
We figured we now put it in our offer to
88
00:04:46.720 --> 00:04:50.720
make our offer more compelling, because we're gonna do it anyway, and.
89
00:04:50.759 --> 00:04:52.839
As long as we trust that the customer just wanted
90
00:04:52.879 --> 00:04:53.360
a great.
91
00:04:53.240 --> 00:04:55.519
Ski experience and didn't want to put one over on
92
00:04:55.600 --> 00:04:58.759
the retailer, which was ninety nine point nine nine percent
93
00:04:58.800 --> 00:05:03.079
of them. That's that we did it, and that and
94
00:05:03.199 --> 00:05:04.720
that's part of a skills upgrade.
95
00:05:05.680 --> 00:05:08.120
I love that too. Like, So, first of all, going
96
00:05:08.160 --> 00:05:10.720
back to the clarity, I don't think you can accomplish
97
00:05:10.879 --> 00:05:15.560
anything without clarity. I'm also a big believer that your office,
98
00:05:15.839 --> 00:05:21.519
your work environment, whatever it is, has to have now
99
00:05:22.040 --> 00:05:27.399
clutter because clutter creates non clarity. So that's all part
100
00:05:27.480 --> 00:05:29.839
of it too. And yes, how do you know how
101
00:05:29.920 --> 00:05:32.759
to get somewhere if you don't have the roadmap? You know,
102
00:05:33.040 --> 00:05:36.240
you have to like you can't just figure it out,
103
00:05:36.279 --> 00:05:40.439
how thin air? You need the roadmap. And then something
104
00:05:40.519 --> 00:05:45.160
as simple as you just talked about. I mean when
105
00:05:45.240 --> 00:05:48.680
people you say an upgrade or you know, skills upgrade, Ye,
106
00:05:48.839 --> 00:05:52.680
a skills upgrade. You know, basically people are thinking, oh,
107
00:05:53.000 --> 00:05:54.639
am I going to have to take a class? Am
108
00:05:54.680 --> 00:05:57.519
I going to have to do this? You know, something
109
00:05:57.560 --> 00:06:01.680
as simple as offering something that you already are offering,
110
00:06:01.800 --> 00:06:07.360
but making it look like a bonus. That's brilliant.
111
00:06:08.040 --> 00:06:10.959
Yeah, And that's that's and that's really that's just part
112
00:06:11.040 --> 00:06:14.079
of a skills upgrade, you know, just to understand what
113
00:06:14.240 --> 00:06:17.199
you're doing now and how you can incorporate into an
114
00:06:17.240 --> 00:06:21.040
offer that makes it compelling. I mean, well, because just
115
00:06:21.160 --> 00:06:24.319
about every business owner I work with Dean and every
116
00:06:24.360 --> 00:06:28.600
business owner that I actually know, kids deeply about the
117
00:06:28.720 --> 00:06:32.839
customer experience. They actually care deeply about it, sure, and
118
00:06:33.000 --> 00:06:35.360
so then so they're doing a lot of things right
119
00:06:35.519 --> 00:06:38.839
now that are enhancing the customer experience, but they're not
120
00:06:38.959 --> 00:06:40.360
incorporating it in their offer.
121
00:06:40.600 --> 00:06:42.199
And that's part of the skills upgrade.
122
00:06:42.759 --> 00:06:43.120
There you go.
123
00:06:44.040 --> 00:06:47.560
That's so it's clarity. Step one, step by step road map.
124
00:06:47.639 --> 00:06:51.240
Step two, upgrade your skills. Step three, step four is
125
00:06:51.439 --> 00:06:55.600
mastering your psychology. You know, what it took to start
126
00:06:55.680 --> 00:06:57.959
your business and what it takes to grow your business
127
00:06:58.120 --> 00:07:02.959
requires a completely different mindset. You know, businesses that go
128
00:07:03.120 --> 00:07:07.319
from zero to two fifty need a completely different mindset
129
00:07:07.439 --> 00:07:10.120
to go from two fifty to two million, and then
130
00:07:10.399 --> 00:07:14.040
another complete mindset shift to go from a million to
131
00:07:14.120 --> 00:07:16.160
two million, or a million to three million, and so on.
132
00:07:17.720 --> 00:07:22.439
And the business can't grow unless your mindset grows. I
133
00:07:23.360 --> 00:07:25.920
like going back to my ski guarantee where I said
134
00:07:26.399 --> 00:07:29.360
the employee's mindset was thousands of pair of skis are
135
00:07:29.399 --> 00:07:31.279
gonna come back and we're gonna lose a ton of money.
136
00:07:31.959 --> 00:07:35.000
But that didn't happen. You need to have the right
137
00:07:35.160 --> 00:07:40.560
mindset to see things the right way. And that's why
138
00:07:40.839 --> 00:07:45.319
mindset is really important, because there's a number of ways
139
00:07:46.639 --> 00:07:49.639
that you can that your mindset can play games with you,
140
00:07:49.839 --> 00:07:53.759
especially in the selling process, where you absolutely have to
141
00:07:53.879 --> 00:07:55.560
believe and we're going to talk about this in the
142
00:07:55.639 --> 00:07:59.519
future show. You absolutely have to believe in your product
143
00:07:59.600 --> 00:08:03.959
or service and that it's the best option for the customer.
144
00:08:04.680 --> 00:08:08.720
And that's a mindset shift because all we're thinking about
145
00:08:08.879 --> 00:08:11.399
is our competitors do the same thing, and the customer
146
00:08:11.480 --> 00:08:13.040
is really not going to get any value unless we
147
00:08:13.160 --> 00:08:14.680
drop our drawers and drop our price.
148
00:08:17.040 --> 00:08:18.800
So but that's for a future show.
149
00:08:19.360 --> 00:08:22.000
I think mindset is key, totally.
150
00:08:22.560 --> 00:08:25.560
Yeah, absolutely, because you need to shift. You cannot have
151
00:08:25.759 --> 00:08:28.360
them between zero and two hundred and fifty and that's
152
00:08:28.360 --> 00:08:31.480
an arbitrary number that I'm throwing out, but between zero
153
00:08:31.600 --> 00:08:34.080
and two hundred and fifty thousand dollars, you must have
154
00:08:34.240 --> 00:08:36.200
a different mindset if you're going to grow beyond that.
155
00:08:36.840 --> 00:08:39.279
It's just it just has to happen, because if it doesn't,
156
00:08:39.559 --> 00:08:41.000
you're going to be stuck with a two hundred and
157
00:08:41.000 --> 00:08:42.360
fifty thousand dollars company.
158
00:08:43.360 --> 00:08:47.200
Well, and I'm a firm believer in think as if
159
00:08:47.320 --> 00:08:51.000
you have to think as if you're in a certain group,
160
00:08:52.000 --> 00:08:55.759
we'll call it to be in that group. You know,
161
00:08:56.039 --> 00:08:57.879
it's kind of part of it. It's part of the
162
00:08:58.000 --> 00:08:59.720
roadmap in my opinion.
163
00:09:00.320 --> 00:09:04.440
Because you're a mind reader. Because step five is optimize
164
00:09:04.440 --> 00:09:10.159
your environment. So we business owners have saboteurs, I call
165
00:09:10.279 --> 00:09:14.000
them organizational terrorists, whatever you want to call it. It's
166
00:09:14.080 --> 00:09:16.320
normally family and friends. By the way, they're the ones
167
00:09:16.360 --> 00:09:20.159
who are constantly negative and constantly questioning what you're doing,
168
00:09:20.879 --> 00:09:23.960
and it puts a real damper on the business owner's
169
00:09:24.039 --> 00:09:29.000
ability to think or to have the mindset that's needed
170
00:09:29.480 --> 00:09:32.120
in order to grow the business. So you need to
171
00:09:32.240 --> 00:09:35.799
optimize your environment by being surrounded by the right people
172
00:09:36.480 --> 00:09:39.159
to counter the organizational terrorists.
173
00:09:40.399 --> 00:09:44.240
Yeah, you know what, I'm that point. Yeah, And family
174
00:09:44.320 --> 00:09:47.440
and friends, you think are going to be your biggest supporters,
175
00:09:47.480 --> 00:09:48.480
and they're usually not.
176
00:09:49.120 --> 00:09:53.759
Right, that's right, And that's why optimizing your environment in
177
00:09:54.200 --> 00:09:57.360
terms of being with people who are who are supporting
178
00:09:57.440 --> 00:10:03.879
you is critical because it's so difficult to grow a business.
179
00:10:03.960 --> 00:10:08.279
It's not all these concepts that we're talking about aren't easy.
180
00:10:09.000 --> 00:10:16.320
They're not easy to do. And when you have people
181
00:10:16.360 --> 00:10:20.559
who are constantly negative and questioning what you're doing, it
182
00:10:21.000 --> 00:10:24.559
makes it much more difficult to establish the mindset that's
183
00:10:24.679 --> 00:10:27.039
needed to go from two fifty to seven fifty, or
184
00:10:27.279 --> 00:10:29.159
two fifty to one million, or a million to two million.
185
00:10:30.240 --> 00:10:33.600
And so that's why step five is so important. So
186
00:10:33.720 --> 00:10:36.200
once again, whether you work with me or someone else,
187
00:10:36.360 --> 00:10:39.759
you have to do this critical five. Step one is clarity,
188
00:10:39.879 --> 00:10:42.919
clarity and know where you're headed. Step two a step
189
00:10:43.039 --> 00:10:47.720
by step roadmap, Step three a skills upgrade, Step four
190
00:10:47.919 --> 00:10:52.120
master psychology, and step five optimize your environment.
191
00:10:53.840 --> 00:10:57.879
Those are brilliant steps because they're absolutely true and you're
192
00:10:57.960 --> 00:11:03.120
absolutely correct. That's you know, necessary, it's not even a desire,
193
00:11:03.720 --> 00:11:07.679
it's necessary in order for success. And you know, even
194
00:11:07.799 --> 00:11:11.399
to add on that last part about you know, friends, family,
195
00:11:11.480 --> 00:11:15.759
what have you. Listen, you need to surround yourself with
196
00:11:16.080 --> 00:11:19.879
people that are are at the level you want to
197
00:11:20.039 --> 00:11:24.480
be at, not the level you're at. And a lot
198
00:11:24.600 --> 00:11:29.039
of times when that happens, okay, people are gonna say
199
00:11:29.120 --> 00:11:32.759
negative things to you. That's why, you know, you see
200
00:11:32.919 --> 00:11:35.639
a lot of successful people in the world, and everybody's
201
00:11:35.679 --> 00:11:37.799
got something negative to say about them.
202
00:11:38.240 --> 00:11:38.399
You know.
203
00:11:38.919 --> 00:11:44.399
You take somebody like Jeff Bezos. Forget personality because that
204
00:11:44.519 --> 00:11:47.720
doesn't play in the role. You know, it's a matter
205
00:11:47.840 --> 00:11:53.919
of demand. Started Amazon in a garage. You gotta give
206
00:11:54.000 --> 00:11:58.200
credit where credits due. And that's the roadmap I want
207
00:11:58.279 --> 00:12:01.559
to follow, not the roadmap that keeps you in the garage.
208
00:12:02.080 --> 00:12:06.159
Right, that's right, that's exactly that's exactly right. And so yeah,
209
00:12:06.320 --> 00:12:08.480
so and and that's what we try to do.
210
00:12:08.559 --> 00:12:11.320
We try to put you in a supportive environment because
211
00:12:11.360 --> 00:12:15.279
you have the organizational terrorists that are constantly beating you down,
212
00:12:16.559 --> 00:12:19.600
and that that weighs on you over time. So you
213
00:12:19.720 --> 00:12:23.600
need that supportive environment that will serve you and and
214
00:12:24.039 --> 00:12:28.080
counter all that negativity. Uh. And so I think that,
215
00:12:28.559 --> 00:12:30.679
like I said, and like you said, I think these
216
00:12:30.759 --> 00:12:33.879
are five critical steps, with that fifth one being certainly
217
00:12:34.159 --> 00:12:35.080
very important as well.
218
00:12:36.039 --> 00:12:39.000
Absolutely, And how do people reach out to you for
219
00:12:39.159 --> 00:12:44.639
more information, for more knowledge, for you know, more coaching
220
00:12:45.159 --> 00:12:49.840
in this matter or any other business matter, or just
221
00:12:49.960 --> 00:12:50.720
to get your book?
222
00:12:51.360 --> 00:12:52.759
Okay, Well it's easy.
223
00:12:53.480 --> 00:12:56.279
You go to NeXTSTEP CFO dot net and if you
224
00:12:56.519 --> 00:12:58.840
if you go there, you can download our book for free.
225
00:12:59.720 --> 00:13:04.799
And then and go to NEXTSTEPCFO dot net, forward slash Contact,
226
00:13:05.360 --> 00:13:07.840
and I'd love to interview any business owner for the
227
00:13:07.879 --> 00:13:09.720
next edition of my book. And the way it works
228
00:13:09.840 --> 00:13:14.320
is really simple. It's sixty minutes on zoom. I present
229
00:13:14.480 --> 00:13:17.679
strategies from my book and then I ask your opinion
230
00:13:18.120 --> 00:13:20.600
as to the impact that would strategy, but that strategy
231
00:13:20.600 --> 00:13:23.399
would have if a business owner were to implement it
232
00:13:23.519 --> 00:13:26.639
in your industry, and then I document it for the book.
233
00:13:26.759 --> 00:13:29.879
There's nothing to buy it, but I promise you this,
234
00:13:30.519 --> 00:13:34.840
you'll learn business and financial strategies that your competition isn't doing.
235
00:13:35.759 --> 00:13:38.279
And if you go to that contact page of our
236
00:13:38.320 --> 00:13:42.799
website NEXTTEPCFO dot net, Forward slash Contact, fill out the
237
00:13:42.879 --> 00:13:46.759
contact form, put book interview in the message section and
238
00:13:46.840 --> 00:13:49.279
I'll send you a calendar link to schedule the interview.
239
00:13:50.759 --> 00:13:51.000
Nice.
240
00:13:51.799 --> 00:13:54.200
Are there any other final words for today that you
241
00:13:54.279 --> 00:13:55.399
want to leave the listeners with.
242
00:13:56.080 --> 00:13:59.759
I think that's it, except my normal thing, don't keep
1
00:00:04.639 --> 00:00:07.280
2
00:00:09.000 --> 00:00:12.519
3
00:00:19.480 --> 00:00:21.559
4
00:00:21.559 --> 00:00:24.679
5
00:00:25.600 --> 00:00:31.719
6
00:00:31.839 --> 00:00:35.520
7
00:00:35.560 --> 00:00:36.960
8
00:00:37.079 --> 00:00:37.200
9
00:00:37.600 --> 00:00:38.240
10
00:00:38.280 --> 00:00:41.799
11
00:00:41.920 --> 00:00:46.000
12
00:00:46.039 --> 00:00:48.719
13
00:00:49.640 --> 00:00:53.840
14
00:00:53.880 --> 00:00:55.840
15
00:00:56.560 --> 00:00:58.840
16
00:00:58.880 --> 00:01:00.840
17
00:01:00.880 --> 00:01:01.560
18
00:01:01.679 --> 00:01:03.840
19
00:01:04.359 --> 00:01:08.159
20
00:01:08.400 --> 00:01:11.680
21
00:01:11.840 --> 00:01:16.319
22
00:01:16.480 --> 00:01:19.120
23
00:01:19.200 --> 00:01:24.040
24
00:01:24.079 --> 00:01:27.359
25
00:01:27.439 --> 00:01:30.799
26
00:01:31.239 --> 00:01:34.799
27
00:01:34.879 --> 00:01:37.239
28
00:01:37.280 --> 00:01:39.280
29
00:01:39.439 --> 00:01:42.319
30
00:01:42.480 --> 00:01:44.719
31
00:01:44.959 --> 00:01:48.359
32
00:01:48.599 --> 00:01:52.719
33
00:01:53.200 --> 00:01:56.359
34
00:01:56.480 --> 00:01:59.040
35
00:01:59.159 --> 00:02:01.879
36
00:02:01.959 --> 00:02:06.000
37
00:02:06.879 --> 00:02:10.919
38
00:02:11.319 --> 00:02:15.560
39
00:02:15.840 --> 00:02:17.400
40
00:02:17.439 --> 00:02:20.719
41
00:02:20.800 --> 00:02:23.400
42
00:02:23.439 --> 00:02:26.840
43
00:02:26.960 --> 00:02:30.280
44
00:02:30.360 --> 00:02:32.319
45
00:02:32.479 --> 00:02:35.759
46
00:02:35.840 --> 00:02:38.080
47
00:02:38.199 --> 00:02:41.000
48
00:02:41.080 --> 00:02:44.560
49
00:02:44.599 --> 00:02:46.800
50
00:02:46.879 --> 00:02:49.719
51
00:02:49.879 --> 00:02:53.879
52
00:02:54.000 --> 00:02:58.280
53
00:02:58.360 --> 00:03:01.000
54
00:03:01.039 --> 00:03:03.479
55
00:03:03.560 --> 00:03:06.680
56
00:03:07.319 --> 00:03:10.199
57
00:03:10.319 --> 00:03:13.759
58
00:03:13.879 --> 00:03:17.199
59
00:03:17.280 --> 00:03:20.719
60
00:03:20.879 --> 00:03:26.159
61
00:03:26.240 --> 00:03:29.319
62
00:03:29.400 --> 00:03:33.639
63
00:03:33.759 --> 00:03:36.479
64
00:03:36.520 --> 00:03:38.080
65
00:03:38.120 --> 00:03:40.039
66
00:03:40.080 --> 00:03:43.479
67
00:03:43.520 --> 00:03:45.639
68
00:03:46.080 --> 00:03:50.719
69
00:03:50.759 --> 00:03:52.680
70
00:03:52.759 --> 00:03:55.159
71
00:03:55.240 --> 00:03:58.400
72
00:03:58.439 --> 00:04:02.199
73
00:04:02.319 --> 00:04:06.520
74
00:04:06.599 --> 00:04:09.719
75
00:04:09.919 --> 00:04:13.520
76
00:04:13.599 --> 00:04:14.400
77
00:04:14.439 --> 00:04:18.000
78
00:04:18.160 --> 00:04:20.279
79
00:04:20.360 --> 00:04:23.720
80
00:04:23.800 --> 00:04:26.639
81
00:04:26.800 --> 00:04:28.720
82
00:04:28.839 --> 00:04:32.160
83
00:04:32.160 --> 00:04:34.879
84
00:04:34.920 --> 00:04:37.319
85
00:04:37.439 --> 00:04:38.160
86
00:04:40.639 --> 00:04:44.360
87
00:04:44.480 --> 00:04:46.639
88
00:04:46.720 --> 00:04:50.720
89
00:04:50.759 --> 00:04:52.839
90
00:04:52.879 --> 00:04:53.360
91
00:04:53.240 --> 00:04:55.519
92
00:04:55.600 --> 00:04:58.759
93
00:04:58.800 --> 00:05:03.079
94
00:05:03.199 --> 00:05:04.720
95
00:05:05.680 --> 00:05:08.120
96
00:05:08.160 --> 00:05:10.720
97
00:05:10.879 --> 00:05:15.560
98
00:05:15.839 --> 00:05:21.519
99
00:05:22.040 --> 00:05:27.399
100
00:05:27.480 --> 00:05:29.839
101
00:05:29.920 --> 00:05:32.759
102
00:05:33.040 --> 00:05:36.240
103
00:05:36.279 --> 00:05:40.439
104
00:05:40.519 --> 00:05:45.160
105
00:05:45.240 --> 00:05:48.680
106
00:05:48.839 --> 00:05:52.680
107
00:05:53.000 --> 00:05:54.639
108
00:05:54.680 --> 00:05:57.519
109
00:05:57.560 --> 00:06:01.680
110
00:06:01.800 --> 00:06:07.360
111
00:06:08.040 --> 00:06:10.959
112
00:06:11.040 --> 00:06:14.079
113
00:06:14.240 --> 00:06:17.199
114
00:06:17.240 --> 00:06:21.040
115
00:06:21.160 --> 00:06:24.319
116
00:06:24.360 --> 00:06:28.600
117
00:06:28.720 --> 00:06:32.839
118
00:06:33.000 --> 00:06:35.360
119
00:06:35.519 --> 00:06:38.839
120
00:06:38.959 --> 00:06:40.360
121
00:06:40.600 --> 00:06:42.199
122
00:06:42.759 --> 00:06:43.120
123
00:06:44.040 --> 00:06:47.560
124
00:06:47.639 --> 00:06:51.240
125
00:06:51.439 --> 00:06:55.600
126
00:06:55.680 --> 00:06:57.959
127
00:06:58.120 --> 00:07:02.959
128
00:07:03.120 --> 00:07:07.319
129
00:07:07.439 --> 00:07:10.120
130
00:07:10.399 --> 00:07:14.040
131
00:07:14.120 --> 00:07:16.160
132
00:07:17.720 --> 00:07:22.439
133
00:07:23.360 --> 00:07:25.920
134
00:07:26.399 --> 00:07:29.360
135
00:07:29.399 --> 00:07:31.279
136
00:07:31.959 --> 00:07:35.000
137
00:07:35.160 --> 00:07:40.560
138
00:07:40.839 --> 00:07:45.319
139
00:07:46.639 --> 00:07:49.639
140
00:07:49.839 --> 00:07:53.759
141
00:07:53.879 --> 00:07:55.560
142
00:07:55.639 --> 00:07:59.519
143
00:07:59.600 --> 00:08:03.959
144
00:08:04.680 --> 00:08:08.720
145
00:08:08.879 --> 00:08:11.399
146
00:08:11.480 --> 00:08:13.040
147
00:08:13.160 --> 00:08:14.680
148
00:08:17.040 --> 00:08:18.800
149
00:08:19.360 --> 00:08:22.000
150
00:08:22.560 --> 00:08:25.560
151
00:08:25.759 --> 00:08:28.360
152
00:08:28.360 --> 00:08:31.480
153
00:08:31.600 --> 00:08:34.080
154
00:08:34.240 --> 00:08:36.200
155
00:08:36.840 --> 00:08:39.279
156
00:08:39.559 --> 00:08:41.000
157
00:08:41.000 --> 00:08:42.360
158
00:08:43.360 --> 00:08:47.200
159
00:08:47.320 --> 00:08:51.000
160
00:08:52.000 --> 00:08:55.759
161
00:08:56.039 --> 00:08:57.879
162
00:08:58.000 --> 00:08:59.720
163
00:09:00.320 --> 00:09:04.440
164
00:09:04.440 --> 00:09:10.159
165
00:09:10.279 --> 00:09:14.000
166
00:09:14.080 --> 00:09:16.320
167
00:09:16.360 --> 00:09:20.159
168
00:09:20.879 --> 00:09:23.960
169
00:09:24.039 --> 00:09:29.000
170
00:09:29.480 --> 00:09:32.120
171
00:09:32.240 --> 00:09:35.799
172
00:09:36.480 --> 00:09:39.159
173
00:09:40.399 --> 00:09:44.240
174
00:09:44.320 --> 00:09:47.440
175
00:09:47.480 --> 00:09:48.480
176
00:09:49.120 --> 00:09:53.759
177
00:09:54.200 --> 00:09:57.360
178
00:09:57.440 --> 00:10:03.879
179
00:10:03.960 --> 00:10:08.279
180
00:10:09.000 --> 00:10:16.320
181
00:10:16.360 --> 00:10:20.559
182
00:10:21.000 --> 00:10:24.559
183
00:10:24.679 --> 00:10:27.039
184
00:10:27.279 --> 00:10:29.159
185
00:10:30.240 --> 00:10:33.600
186
00:10:33.720 --> 00:10:36.200
187
00:10:36.360 --> 00:10:39.759
188
00:10:39.879 --> 00:10:42.919
189
00:10:43.039 --> 00:10:47.720
190
00:10:47.919 --> 00:10:52.120
191
00:10:53.840 --> 00:10:57.879
192
00:10:57.960 --> 00:11:03.120
193
00:11:03.720 --> 00:11:07.679
194
00:11:07.799 --> 00:11:11.399
195
00:11:11.480 --> 00:11:15.759
196
00:11:16.080 --> 00:11:19.879
197
00:11:20.039 --> 00:11:24.480
198
00:11:24.600 --> 00:11:29.039
199
00:11:29.120 --> 00:11:32.759
200
00:11:32.919 --> 00:11:35.639
201
00:11:35.679 --> 00:11:37.799
202
00:11:38.240 --> 00:11:38.399
203
00:11:38.919 --> 00:11:44.399
204
00:11:44.519 --> 00:11:47.720
205
00:11:47.840 --> 00:11:53.919
206
00:11:54.000 --> 00:11:58.200
207
00:11:58.279 --> 00:12:01.559
208
00:12:02.080 --> 00:12:06.159
209
00:12:06.320 --> 00:12:08.480
210
00:12:08.559 --> 00:12:11.320
211
00:12:11.360 --> 00:12:15.279
212
00:12:16.559 --> 00:12:19.600
213
00:12:19.720 --> 00:12:23.600
214
00:12:24.039 --> 00:12:28.080
215
00:12:28.559 --> 00:12:30.679
216
00:12:30.759 --> 00:12:33.879
217
00:12:34.159 --> 00:12:35.080
218
00:12:36.039 --> 00:12:39.000
219
00:12:39.159 --> 00:12:44.639
220
00:12:45.159 --> 00:12:49.840
221
00:12:49.960 --> 00:12:50.720
222
00:12:51.360 --> 00:12:52.759
223
00:12:53.480 --> 00:12:56.279
224
00:12:56.519 --> 00:12:58.840
225
00:12:59.720 --> 00:13:04.799
226
00:13:05.360 --> 00:13:07.840
227
00:13:07.879 --> 00:13:09.720
228
00:13:09.840 --> 00:13:14.320
229
00:13:14.480 --> 00:13:17.679
230
00:13:18.120 --> 00:13:20.600
231
00:13:20.600 --> 00:13:23.399
232
00:13:23.519 --> 00:13:26.639
233
00:13:26.759 --> 00:13:29.879
234
00:13:30.519 --> 00:13:34.840
235
00:13:35.759 --> 00:13:38.279
236
00:13:38.320 --> 00:13:42.799
237
00:13:42.879 --> 00:13:46.759
238
00:13:46.840 --> 00:13:49.279
239
00:13:50.759 --> 00:13:51.000
240
00:13:51.799 --> 00:13:54.200
241
00:13:54.279 --> 00:13:55.399
242
00:13:56.080 --> 00:13:59.759