Good morning, it is still as we are still with you because to now I like and we're still bringing you your weekend on a weekday. It's Friday, my favorite day of the week which I think flies by way too fast but that's fine at least it comes in this hour. At 5-5 on Facebook, Y-2-5-4 channel on Twitter, Y-5-4 on the scroll channel on the ground. Hashtag, send your birthday! Mine to Val and of course the DJ giving us I don't know if it's good vibes or problematic good vibes. But cotton kumbya termini mnda Kuhuhuhuhu, kijashok, kido ahaha! Doni siya rebu bada, baddae. Ehe mesta God Vibes please introduce yourself, ons again to the people, R-A-J-O-S-H-E-D-I-M Raji the DJ, Palai Instagram, Twitter, YouTube, TikTok, wa-pii-mye ne? Mdundo? Mdundo na mix cloud piya, mdundo na mix e sapo a Raji the DJ, tani pata! O-you? Tha wanu the head! Y-ye ye ye! Bending your side more, I don't know what the problem is, but it's a conversation that sounds weird.  Friday, Kata's live DJ Max at Samaki-Samaki in Lavinto, then Kershaw atuangwa tika we coming through Pale Vizport Nightlife. Vizport Nightlife, Pale tika we DJ Delma, DJ Siga, alongside Vizi Monyewe. So come through atuangwa tika, juja tika rodiani, shere kwa tika Pale Vizport, so come through will definitely be a vibe. Fun fact about Rages the DJ, ukiyenda tu maali yuko, there's no space to breathe. I don't know what he does to people, they've come. Sijiwe wana kujana maadi mani, but ana act very cool. Ata hai ja ja, hashtag social Friday. Meanwhile, we have a very beautiful guest. Ya, let's get to know who she is and what she does. Hi, thank you for having me. Welcome on the show. Please do tell us your name and a little bit about yourself. Sure, my name is Clara Ruiz or Clara Ruiz in English accent. And I'm a dance content creator from Spain living in Kenya. Can I show them the team? Ya, in case you missed it. It's over here. So pretty. Can I get this in my size? Ya, for sure. Ya. So Evelyn and Ozake by the way. Yes, Clara. How do I say this in the accent that it's supposed to be said in? Clara. Clara Ruiz. Ruiz. Ruiz. Ya, you did it well. Let me tell you where I'm from. Why are you laughing? Because we have that small conversation talking about where we're from. So she's from Spain. I'm Ken Ganyes and then we have several tribes. Now, I'm fortunate or fortunate for me. Where I'm from is. Nani kiskiyam narude story by the way. Intercatch feelings come a touch. But for the sake of being honest with Clara, I'll just explain. I'm from a place called Nyeri. But all the females from Nyeri are known to be violent. But that's not the problem. The problem is our ards and elves. So instead of saying Clara on a regular day, I would probably say Clara or something really weird to you. That actually helps for the Spanish, because that's how we say it in Spanish. Ya. Clara. I've been in my wrong country this whole time. Okay. So, Clara. Again? Clara. Clara. Louis. I didn't know that. Kwanajoyo Zetani. Well, Kwanajonis as you continue. Kwanajonis. Okay. You said you are a dance content creator. Tell me about that. Sure. So I started my dance journey when I came to Kenya pretty much. When I was little, it was like my frustrated passion. Oh. Ya. I did like some ballet or some Spanish flamenco dancing. Oh. Some modern dancing, but maybe up until I was 10. And then as an adult, I never had any dancing other than in clubs and the normal thing. I've always been very dancy. And when I came to Kenya for work, I said, okay, I really want to learn how to dance to Afro beats. And literally, I arrived at 7.30 a.m. on a Saturday. And at 11.30, I was at my first dance class. Wow. And from there, I was just so in love with it and I started dancing more and more, being really consistent up until now that I feel like I've grown a lot, both as a dancer and as a content creator, because throughout my journey I started sharing it on social media and it was a really nice experience. I started creating more and more content and that's what got me here. Was it hard balancing your actual work and content creation? Not really. It's something that I was looking for too for a long time. I had been just working full time for some years after university. And I was like, okay, something is missing in my life. I want to have a big hobby or side hustle that is also a passion of mine, because my work is also my passion. I work in social impact. But this is something that is part of my therapy, my way of growing. And it's really just like, okay, I work, then after my eight hours or after whatever, I finished my key goals for the day, I close the laptop and I go dance. I get it. When I come here and then Raji or DJ Max do the thing, for like five minutes I forget I woke up at five. Yeah. That morning. I forget. I understand. I really get it. You showed us your whole journey. You weren't afraid of showing you putting your right foot where it's supposed to be, your left. You weren't embarrassed with the bloopers or anything? Yeah, for sure. Like I think I'm really self aware and I just try to laugh when things don't go the way they're supposed to go and grow. So that's why it's part of the journey. I am not planning or aiming to be like a perfect and the best professional dancer. It's more about the journey and there's bad days that you look like, what are you doing? But that day is also helping you, okay, why am I feeling like this? Why is this making me feel like that? So you use those times to also grow as a person. But yeah, in like social media really, it's all about having fun. Like you're going to mess up all the time so you might as well just have fun. Ya, mumeskia, sikila sikum na kufana preisha. Don't be dying for preisha for no reason. We are all here trying. Meanwhile, TikTok in particular is a very, very big platform for artists. So they have a song, they release it and then they call like an influencer. Have you ever done that or do you plan on doing it? Ya, for sure. I've actually danced to so many dance challenges and I haven't worked with artists specifically yet. Like an artist coming up to me and saying oh, let's do this challenge together. But I've danced to so many and it's honestly like so much fun. Like I love that about TikTok that someone releases something and then everyone is just interacting with it, bringing their own stuff. And ya, it's awesome for also musicians and dancers to like show their arts. It's great. Would you be on a music video? Ya, ya. Ya? I was on a music video. What music video? It's a KK Manabad artist. Allah. Mastu maza kuwana farm kamaeza pamae jifunze pina maza. I watch on jifunze pina maza. Meanwhile over here, it's a very nice profile picture. We have her Instagram page and ya, okay, so here is her bio as I've been told in Krala Krala Luis and then sharing my dance journey and inspiring people to act out of love. And I see a lot of the things I'm really glad to Mefanevi because there's one particular this is the one I saw was on TikTok but I saw you giving us a literal tutorial with even the dance steps on the screen. Ya, that's so helpful. Thank you for people like me. Ya, I started doing those and I was trying to test if that was valuable to people and actually they're getting really good views and people interacting with it and when I see them from other people I'm like, thank you, I really needed that. I feel the exact same way. So you are dancing with a couple of very very big names in the industry. Tell me how it's been working with them. Sure. Okay, so I would say the first artist that I started they're like my mentors are Chiluba, Chiluba the one who's like my son's say he's the one that has taught me pretty much everything I know I've been going to his classes really consistently and also Ayoma she has a beautiful Shout out to Ayoma. She has a beautiful concept of you go to her dance classes and it's not just dancing it's like all women or girls go and we sit down we talk about how we feel then we dance together and it's normally something very sensual, sexy you're looking at yourself in the mirror and it's about loving yourself and seeing yourself and after we dance we sit down again and we talk and we cry or we laugh and it's so beautiful so I really am so inspired by her and her work and then I've also danced with Tile with Carlos Obura with Kendi there's so many I feel like because I've been dancing in the dance classes and coming up I get introduced to more and more dancers and then we do collabs together and it's like they introduce me to another dancer and another dancer and that's how I've been meeting a lot of people do you guys have a community that you guys hang out let's say TikTok dancers climb a tree or go on a hike do you guys do that? no we don't climb trees okay buddy definitely I think we do hang out and we do a lot of let's go Sunday and shoot content have lunch with Voda as well hey Voda kila am tona jwa Voda everybody everybody and that yes I've been meaning to ask about that because I saw you with gloves also on your TikTok page tell me about that so I do moitai which is it's like boxing but it also involves kicking knees and elbows and I love it so much I want to use rajis as a prop just like him a little bit can we use your as a prop rajis I'm out of me you box you box you wanna try spar a little shout out to my coach Kenboy Amon when do you get time to do all the shout out I think I'm very hyperactive probably I just love doing things and yeah you'll never find me just on my couch what you don't have lazy days like once you just wake up you don't want to do anything today okay last weekend actually it was a very lazy weekend but I have to plan for them I have to say okay I'm saying no to every plan and I'm purposely staying at home because I need the break but my default is I'm always doing stuff so if I really do sometimes masai usi kikudia usi toboe seri hashtag is social for writing okay so we usually have a game section right after we've gotten to know a guest so masai is our game master and I want to invite him over however before we do go what would you like to tell the Kenyans out there who want to dance and are afraid to because sometimes it looks really hard and it looks like you have to have been born with it or something I'm not a dancer but Rajiv gives me if I have sense I hear what we are I listen to better I mean I don't have a specific message to people I don't think that I am in a position either it's also my dance journey and I'm grown but you don't see that you've grown enough to be sensate to someone exactly but you are you could be sensate to someone like try your best and be really true to yourself so if you really want something follow your passion and be super consistent because there's that side of it I feel like in my experience sure I might have dancing is in my body that's something I really love it's my passion I've put on so much work to grow for example on TikTok from like zero because I started in December to 54,000 followers this is 2021 December this last December he just done with it then now in Aga Swift 4000 so I think around May when I had around 5,000 followers is when I said okay I've seen some growth I think that people can find value in my content so let me actually try and be consistent be professional the same way I do in my work to put in the work here put in the hours, test, iterate, try stuff and then that's how some things end up going viral and you grow and TikTok is amazing for that because you can have exponential growth so I would say stay consistent follow your passion and be very consistent and disciplined apuwa disciplined


Minister of the Federal Capital Territory of sitting years on week he has criticized the European Union Election Observation Mission EU EOM report on the 2023 general election in Nigeria claiming it was an inaccurate reflection of the election. We can argued that the report did not accurately represent the true position of the last election, particularly in his state's rivers. He criticized the EU for not providing an accurate report of Nigeria's electoral democracy. The EU EOM led by Barry Andres presented its final report in June highlighting six priority areas with recommendations. Do not agree with the European Union on the past election in Nigeria. I do certainly take exceptions from the stand because we thought there's no need for you to interfere in Nigeria to observe and make recommendations and the interference came when the electoral community was going on. We thought that you would have even in fact supplied like a reverse state, I asked. How many of you were reverse state to visit the 6886 on Gerabat number of polling units? That is anyone or two persons and actually how do you go? How do you? So if you have sense of a fractures in about 20 polling units, is that enough to make a general conclusion? And you said there in reverse states that they did not allow opposition to campaign which is totally not correct because if you saw there was a law and you only run away from these facts. You see, our laws cannot be a replica of the same thing with your own laws. The ambassador to Nigeria, Samyola Isope, emphasized the election reports independence and commitment to working with the minister to enhance development in Nigeria and beyond. That's the process against international agreements, international treaties signed and ratified by Nigeria, but also against Nigerian law. In no way the purpose is to say whether the elections are legitimate or not because that's not the purpose. And the purpose as you said is actually to analyze the process and offer recommendations. And this is what actually the mission did. They offered, if I'm not mistaken, it's a 26 recommendations. That's the part of the report that I know best for a very simple reason. Because now I have the task together with my team to work with our Nigerian partners to see to what extent we can provide the technical assistance and expertise to address those issues on which I think we can all agree. Can I mention one of this that is very close to my heart? Women participation in politics for example. Or other let's say issues. So you get notified about fresh news updates.


Mzansi shows love to babes wajimo. Babes wajimo trend after her fans showed her love for her fire night performance a day after laying her husband, Mampincha, to rest the gom singer performed one of her hubby's new singles njik with big nuzz at a packed concert. Mzansi said they're happy she's dusting herself up again Mampincha was laid to rest in Durban on Friday and babes gave Mzansi a fire performance despite still mourning her hubby's sudden death. Babes wajimo is being praised for dusting herself up after Mampincha's death. The gom artist performed at a packed New Year's Eve party a day after her husband was laid to rest.  Mampincha, who was a big nuzz lead singer, died a few days ago after suffering from a stroke. His funeral was on Friday December 30 in Durban. Babes wajimo and Mampincha have a young son together named Sponge wajimo.


What's up guys evil deer here and today I'm going to talk about another historical aspect of the Esperanto community in this video I'll be talking about Esperanto and the rise of the Nazis now. This is a really big topic It's something that I'd like to go in depth with so I'm going to have to split it over several videos This video will only deal with the point of when Hitler starts to become a little bit known up to the point Where he actually takes power and how the Esperanto community fared during that period of time and how they reacted to the Changing world around them. I wanted to make a video on this topic because every now and then when I talk about Esperanto in the Nazis I get pushed back from Esperanto speakers who say well, Hitler didn't actually kill Esperanto speakers now I think this is really disingenuous and it's too black and white and you'll see why by the end of this Presentation why I think it's too black and white. Okay, as I said, it's not black and white It never is history is never black and white and this has proven due to the fact that there was Jewish people who worked in the SS and Were known by Hitler. Here's a perfect example. Emile Maurice was a mixed Jewish and German heritage SS officer. He was known for being mixed heritage He was found by Himmler the guy who hated Jews more than anyone and he wanted to actually expel this guy from the SS But this guy had the support of Hitler who said, you know what? I'm just going to declare him an honorary Aryan so from that point on doesn't matter that he was Jewish.   It's usually several things Related to it.  It was never just one thing for the Jews There was many reasons for why they were executed and it was more just Escaping and Hitler making sure that he had power So as I said, I'm going to start with the first appearance of Hitler because he was basically the guy who really kicked this whole Thing into motion. So Hitler was aware of Esperanto and the first real mention of him and Esperanto came in September 1922 when he was giving one of his public rallies where he just gave his speeches out to the public and I don't have it in German and again, I don't speak German so I couldn't read that but I've got the Esperanto quote here So he was basically dissing Marxism he was dissing Freemasons and then he came to Esperanto and he said Esperanto was Something that was going to make it easier to misunderstand each other But then came his most famous work Mayan Kampf and it was written why he was imprisoned The idea was that he write this book you make a lot of money and then he can cover his legal costs when he got out of prison Now it was published on the 18th of July 1925 and he wrote in there a mention to Esperanto And this is what he said and remember Mayan Kampf was basically just him hating on the Jews And there's a lot more of other stuff that he wrote in there But that's basically what this part of his autobiography was about So he said as long as the Jew has not succeeded in mastering other peoples He is forced to speak their language whether he likes it or not But the moment that the world would become the slave of the Jew it would have to learn some other language Esperanto for example so that by his means the Jew could dominate all more easily So basically he's saying Esperanto is the language of the Jews. We cannot let the Jews take power Therefore we cannot allow Esperanto so his ideas on Esperanto were very clear because he put it into his autobiography Which when he took power became one of the most read books in all of Germany was on the best-selling list Continuously it was basically required reading among anyone who considered themselves a good German So anyone who read this was aware of what Esperanto was and was well aware of his thoughts on Esperanto Now he was not the only one who looked at Esperanto in a negative light for instance this guy here Professor Doctor and I can't pronounce his name So this dude was a professor and a doctor he published in an extreme right-wing magazine at the time That bastard language without roots in the life of the people without any type of literature Having come out of life and he just basically continued on going on insulting the language and then saying it was sort of part of some big Jewish conspiracy to take over the world and make everyone a slave so you can see if you've got the intellects talking like this You got Hitler talking like this Esperanto is obviously not being seen in a very good way And this dude wasn't just mentioning Esperanto on the side in this magazine There was a whole article dedicated to Esperanto now up to this point Hitler wasn't the main man at this time He was a growing figure within German community, but he was still kind of seen as a little bit of a fringe politician So Esperanto speakers in general just kind of ignored it and just figured you know, we ignore the rhetoric or go away But at this point the Balvarian Parliament actually had a debate that happened on the 21st of January 1928 we're getting closer to when Hitler took over and they were discussing Esperanto a proposal or a petition was put forward by two Esperanto groups and they were basically saying hey We would like to introduce Esperanto into high schools here as an elective subject You don't have to study it and we're looking for some money in order to make this happen Now this caused a bit of an uproar within the Parliament first on the left-hand side We had the Social Democratic Party and the Communist Party who actually supported giving some money to the Esperanto speakers to teach Esperanto in schools But we had fierce negative reaction from the German National People's Party now Hermann who was a deputy of the German National People's Party. He basically went off about Esperanto and this wasn't his first disliking or mention of Esperanto previously to this He'd given little speeches where he mentioned Esperanto here and there on the side, but he said that Esperanto is purely a mechanical thing It's a soulless creation and it's a simple code and it's a fake language things We still hear to this day, but strangely he then went on to compare Esperanto meetings to displays of nudity like a nudity beach Then you had Rudolf Buttmann who eventually worked with the Nazis But at this time he was only a local faction leader of the National Socialist Party, which became the Nazis He actually said that Esperanto was this thing that was made by members of the Jewish race who in their Incapability to create anything that was creative or interesting and because of their dislike of German culture Created this language as a tool that prepared the path for Latinization of the German language.  So some Esperanto speakers were unsure well pretty much every Esperanto speaker was unsure of what to do But most decided we'll just ignore the rhetoric. It will go away Obviously, that's never a good solution and others actually started turning around these were Esperanto speakers who turned around said Well, maybe the issue is our own pacifism maybe we should be a little bit more patriotic and there was articles being sent around In the German Esperanto Association and their official Magazine basically trying to discuss how to approach this situation So they'll stuck in a hard place because some were supporters of the Nazi Party for other reasons Some of them weren't some of them were Jewish some of them weren't and then they also had the fact that people outside of Germany Were starting to comment other Esperanto speakers will start in the comment on how they were dealing with this situation For instance, the Austrian Esperanto speakers stated that German Esperanto speakers were trying to flatter Nazi supporters and Nazism in an attempt to you know, make themselves not part of you know This whole Jewish conspiracy, but at the same time they're basically putting themselves at the disposal of fascism Now this is the point where Hitler comes to power and this is where it goes bad for Esperanto speakers As I mentioned previously, I'll discuss this a more depth in my next video So if you like this video like it share it around sub to this channel and I'll see you all in the next video


Cool. I will get started. Thanks all for coming and welcome to my fellow WordPress enthusiasts and freelancers and developers and comrades. My name is Ben. And today I want to talk about sales strategies for your freelance business or small digital agency. I'll kick it off with a bit of background about my professional experiences and how they culminated in some of the topics that I covered today. And then I want to go through how to engage a client in a way that you're defining business objectives so that you can sort of satisfy and enable a client's success and really focus on the value of your unique differentiators as an agency rather than focusing on just the price in a sale, which I think is a challenge we've all dealt with. From there I'll go through some sales basics like a sales funnel and then move on to specific engagement steps called qualification and discovery that I've found really useful in my day today and really successful for small freelance businesses. Also want to talk about how and when to say no to business and why. Originally this was titled sales and pricing strategies. I think 20 minutes is not enough scope for everything that would detail sales and pricing. So I really want to focus on best practices that I found in sales. And up next is Georgina who's going to be talking about ideas for recurring revenue. So I think that will tie in really well to the whole pricing strategy aspect of this. Oh yeah before I move on to my background experience at Pantheon I want to begin with a quote from ancient Greek philosopher Jay Z who in. I believe 900 BC said I'm not a businessman. I'm a businessman. I'm not a businessman. I'm a businessman. And I think that's a central point and focus of this talk is that we all have this idea of the archetypal businessman this you know finance savvy and outgoing personality.  You know why do why do clients come to you. Why do they come back to you. What do they say about you to their friends and to their colleagues. And I think understanding those points and really being a business is is central in selling the value that you're providing to clients. Yeah I think this will lead to more sanity and hopefully dollars. So background experience. I'm a partner manager at Pantheon meaning my job is to identify key strategic partners and also qualify enterprise deals and then move them through a sales funnel which I'll talk about in a second here. But it's giving me a pretty unique juxtaposition of our business our professional business of you know 100 plus people compared to that of the small digital agencies that I work with. Or freelance businesses and primarily I see a lot of disparities between growth goals of these freelance businesses and then their realistic sales processes and historical conversion rates. There's often a big parody in between those two and I think it's really interesting. Often being goal oriented is not enough. I think again you have to be a business. You have to really be introspective and understand what it is that makes you unique. What your services are comparative to others in the market. And then be able to tie those to specific buyer needs. And that's what this presentation is going to cover. But to be clear when I think of like the self described sales guru or sales aficionado I kind of hate that person. I think that person is really frustrating to deal with. When we think of salespeople we think of like cold callers who are just annoying and intrusive and obtuse and aggressive and they're just like interrupting your day. It's like hey this is sales bro that you've never heard of.  I think salespeople are also they're bad at listening. I remember trying to buy my first car in high school probably sometime in high school and I remember walking on the lot.  It's like are you even listening to me. And furthermore I think that salespeople are sort of cocky. Again the self defined sales expert is like you just have to be like me and then you'd be good at sales. And I don't think that's right. I think that like you can be your own personality and still have success. You can still make money and keep your soul. The point of this presentation is not to say you have to be the certain personality type or you have to do things a certain way. Again I think you can make money and still keep your soul. Yes. So the point is sales is about taking on projects which are a good fit for your organization and for your goals and finding customers who actually value the differentiators that you bring to the table. So we've done a number of profiles of all the thousands of agencies that we work with. This one is looking at like projects that are new versus retainer based or maintenance fees coming from existing clients. We found that like ninety three percent of people to some extent are looking for recurring stream of revenue because it's more predictable. And that's what they rely on on their business. The point of the slide is not to say that you should be chasing any type of revenue or any size of client. You should know what you're chasing and you should do that. And you should only do that. The point again is to really know your position in the market and to know the value that you're providing clients and just be true to only that thing. So moving to a couple of sales basics here the first and foremost being like this sales funnel that I've mentioned before. It's a pretty basic concept where you're working towards a specific growth goal which is usually dollars or it could be percent retainer clients or it could be a number of new employees that you want to hire by the end of the year. But whatever it is you're working towards a specific simple growth goal and that would be defined as like the blue piece at the bottom of the funnel. The basic idea of sales funnels is that you work your way backwards from blue up to green up to orange up to however many steps you have. I think pantheon has like eleven well defined sales steps. I would suggest keeping it simple three to five is probably more than enough. I put forward pretty standard ones up here leads qualified leads proposals growth goal. The basic idea of this funnel is that you're working backwards from blue in a sort of reverse waterfall to understand. How many bite sized day to day activities you need to be sprinkling in the top of that funnel to then convert down to your goal. So for instance if your goal was a million dollars in revenue by the end of the year. You would want to understand your historic win rate as well as the average size deal that you usually take on and that would help you understand what the green piece of the funnel is or proposals in this case. So if you win one out of every two proposals and each project is a million dollars then you need to proposals in that green area because you're probably going to lose one as historic show and that's going to get you to your growth goal. From there you can work backwards again to see okay well based on historical data of how many. What percent of my qualified leads turn into proposals then you can extrapolate that data from green out to orange and say this is how many qualified leads I need to be sprinkling in this funnel to work down to proposals to work down towards my growth goal. So on and so forth again you can keep it super simple it can be three to five steps but just know what that growth goal is and keep measuring it. So very obvious statement people spend money on things they value people spend money on things they value and as such people value different things you're going to encounter one person one day who values ABC and the next person who values D. F. and it's going to be changing a lot. Also your agency provides value that point actually doesn't change all that much I would imagine again you should know what that value is but the challenge in sales I think is in these sales engagements not blabbering on and on about how cool your value is or like how awesome. A is like if my agency provides ABC I don't need to be talking on and on about how I revolutionized B or how C is better than D. The point is the different things that people are valuing is going to change and it's your job to understand and discover what those values are so that you can tie the value that your agency provides to the things that those people value. So for example let's take like a website if I'm a developer at an agency I probably I probably value tools that make coding a lot easier if I'm a marketer I value SEO specific plug ins and. Sparkly templates etc if I'm an agency I might be I might do design and development and even hosting for all of these websites but you also might have a developer who is really savvy with SEO or you might have a. Like a designer who's really gifted with iterating on a client's like dealing with clients. Or maybe your agency's won a number of awards in some sort of field for some excellent projects that you've produced. Again everyone's values different and people value different things. Another point I make is and I was just talking to someone before this presentation about engagements where it feels like a race to the bottom where the client is just like I just want the cheapest project ever I want to pay zero dollars it's like alright goodbye sir it was nice to talk to you. And think about value on the reverse side of that if you needed brain surgery it's not like you're going to group on to go find a brain surgeon like if there's a high value that you have in a service or product.  So I think sales is a much more productive conversation when you're asking questions about value rather than just what the budget is and also let's be honest clients usually lie about budget I think we all do. Move back to this basic sales funnel idea again working towards a growth goal. There's two specific clients engagement processes that I want to talk about which are discovery and qualification and these are specific actual meetings that I lead that the basic goal of both of them is to move someone from a higher field in that funnel to a lower field in that funnel. The first one is qualification there's a number of ways to look at this band is the most common so budget authority need and timeline is am I talking to someone who has budget that's commensurate with my services am I talking to the person who can sign the check. Does this person actually need or wants the things that I provide and is their timeline in line with my my typical project timelines. I think I'd note here is disqualifying is just as important as qualifying in fact it's likely that you're winning less than 50% of the time I found and as such you should know when it's time to walk away from a client. I think we've all got bogged down with these engagement processes where it's like I met with all the VPs and I met with the marketing head and I met with the technology head and I took the interns out for lunch so that they could go tell their boss how awesome I am to work with. And then you end up losing the deal because a competitor moves in with a smaller price or a better service. And when you in hindsight 2020 vision you were not realistically lined up to win that RFP or that complex process in the first place. And I hear a lot of agencies who are kicking themselves for having spent so much time in cycles spinning on something that probably wasn't going to happen. And honestly band is like it's very basic but often it's not enough again people are lying about budgets often people are lying about being the one who signs the check or pushing it off and saying oh yeah the decisions on someone else. It's the purpose of banter qualification basics is more about like understanding someone's goals and understanding their challenges and understanding their timeline and really understanding what they're looking for. And if it sounds like a good fit then let's move forward let's keep engaging with each other and if it doesn't sound like something that my agency is really going to win or my business is really going to win then it's time to walk away. So that's the first of two specific engagement processes that I go through in a sales cycle and I'll be really upfront about these meetings. It's like hey the goal of this 10 minute meeting is just for me to qualify out the project at hand. I'm going to ask you a couple questions about your needs about your challenges about your timeline to make sure that this is a good fit and that this is a conversation that both of us should be having and it's a good use of both our time. To my point the worst thing isn't failing it's taking a long time to fail again taking that anecdote of a really long sales engagement that just doesn't pan out and that you were probably over optimistic about in the first place. It's better to fail fast and I think Steven made a similar point. Also so after you have vetted out this conversation and you find that it is qualified than the second of two specific engagements that I would lead is called discovery and to be clear I've this is. This isn't like a paid discovery process this isn't a big long engagement this is a specific like our long meeting where I'm talking about. You know main points and I'm fleshing out this qualified opportunity. The basics that you want to uncover like what pain is this person experiencing what challenges have you had why are you talking to me in the first place why are you considering spending all of these dollars on something. What what caused this scenario to happen and then from there moved to like the future states like where do you want things to go how do you want things to change. What would your life look like look like if you did work with me if you did purchase my services or products and then during this conversation really extracting. What specific business outcomes they're looking for so that could be metrics it could be performance speed for example it could be. Let one less full time employee it could be anything but really pulling out a specific thing that this person wants to accomplish is the whole point of this discovery process. Again it's contrasting the pain in the past and what is happening today against the bright future that your freelance business can provide. These are just some basic rules of discovery I think the most important is listening more than you're talking I mentioned this before but I think we tend to blabber on and on about how cool my agency is and how good we are at ABC. But it's really about uncovering what this person wants to accomplish and the values that they have so that you can tie your unique agency this to what this person needs. Ask open-ended questions yes or no tend to fall flat but if you say what would your life look like or you know tell me about this particular experience. How how would you like things to operate in the future open-ended questions tend to be more it's almost like the psychiatrist chair people will really open up if you're asking open-ended questions. And again just resisting talking on and on about your products and services until you have enough information to actually tie their needs to your unique value. A couple takeaway points so the sales funnel is a really basic idea where you're working backwards in a reverse waterfall from a growth goal that you have as an agency. To really simple bite size day to day activities it could be at the top of the funnel it could be leads or emails that you send out or. Networking meetings that you go to whatever it is like just make them really simple and quantifiable and easy to understand. Second point only pay attention to qualified opportunities the budget authority need timeline or what are your goals and challenges and timeline. The worst thing isn't failing it's taking a really long time to fail so your time is valuable don't waste it on lengthy rfp processes or people who don't seem engaged with you in the first place. Focus on the places where you could probably actually win. And last just be a businessman and a businessman like be good at all of the businessy stuff that we all know is true about professional sales people but also be a business like know your value know what you're bringing to the table. Don't lie about those things and focus only on those things focus on the value that you're bringing to these clients and not just the price tag on your service. Questions yep it's a good question so and just to summarize he was asking about talking about value and not just price where one of the first questions people ask are what does your service costs. The point I was trying to make is like to not hold like hide the ball on pricing and not try to like beat around the bush about it but just to be up front and oftentimes when I get the price question. I won't answer directly I mean there is obviously like some sort of project scope that you need to understand but I will say something like. You know the last three deals at an agency of your size that I closed were fifty three thousand thirty seven thousand and forty two thousand dollars and so don't hide the ball just open up that conversation.  Is this qualified do you want to keep talking or do you want to go away I just want to understand that. Yeah does that answer your question. Yeah he was adding like by focusing on value it's not a race to the bottom but you can often times actually raise someone's budget by focusing on value. And the more questions you ask the more value they realize that you're bringing to the table so asking questions like.  Oh how many dollars and cents did that cost you how many full time employees are you going to have to hire to tackle this problem. How much are you going to pay them. Oh that sounds like a lot of money. It sounds like I could be bringing you a lot of value. And by focusing the conversation on those points. I think you can kind of get away from just focusing on the price tag. In my experience is it better to have a fixed rate or to change based on the client's rate. I based on the client's budget and need. I think understanding the valley first is really important in working towards a price tag that said like there's always some flex room. I don't think anyone has a fixed price. There's always the friend discounts the I've spent too much time with you already discounts. There's the I really want to win this logo discount. So I mean I think we're all kind of flexing on price in some regards. That said I think you should know what your goals are for you know margins and growth goals as you have those conversations. Yep. Is it better to keep it secret. We many don't like publish a specific project price because again the scope is there's a myriad of different variables in each project. And I wouldn't hide the ball on price. I would just be up front and say you know typically my services are perhaps expensive for you and just get it out in the air. And if they wave you goodbye then that's great. You have more time to focus on better things. Yep. Yeah. He was saying there's a lot of times your prospects get caught in a specific part of this funnel. I would have two responses one first identifying where they came in from. So did you meet them at an event. Is it a recurring client. Was it a referral. Is it a specific type of engagement that you think is getting stuck because oftentimes I found that it is. It's like oh yeah all of the I paid a couple thousand dollars for Google AdWords or some online advertising service. However all of the leads like they don't seem to want to actually engage with me. It seems like they were just looking at clickbait online. So really identifying where these people came from in the first place. I think we'll help you identify where you should be spending more time and why those people are getting stuck at a certain point in the funnel. The second being I mean we're all working towards not having to spray and pray a zillion emails out and hope that you get one response in the dark but being really thoughtful about your outreach and who you're talking to. I think we'll also lead to better leads or whatever you want to call that first step in the engagement process. I do have probably just one more question and then I can take I'll be at the happiness bar to answer questions. Sure. Yeah. Yeah. She's asking about tire kickers which is a huge problem for me and for every sales professional. Oftentimes like I will leave not an ultimatum but a you know hey my services cost this or or more basically to continue this conversation with me to continue to use my time and yours which I realize is valuable. I need to make sure that you're on the same page with me. I need to make sure that you have this budget or that you have the authority to sign this or that you are dealing with these challenges and that you agree that. The value that I'm bringing is in line with the things that you need. So kind of setting up I guess almost an ultimatum for the next point in the conversation is helpful. I have some more ideas actually that we could chat about. I do. I want to be conscious of the next speaker who's up. So I'll be at the happiness bar talking. I saw a couple of hands raised and we can chat there. Thank you.


Hey there friends, thanks for checking in. Today we're looking at the T-Sess PX-9 Gen 3 Night Stalker Tactical. It's all great. I shot this at range date. I was very much impressed when I was going through the PX-9 line. I said which one is that? They said that is the Night Stalker Tactical. And I think it looks super cool. And I've taken a few shots. I have a Gideon Omega on here. Sighted that in. And I am very much impressed with the Night Stalker Tactical. It's got a great trigger. Right at four pounds. It has a trigger tab in there. Safety with a short reset right there. The slide cuts look super cool. And it has a tritium front dot. 5.1 inch threaded barrel. Taller sights. It has additional grip panels and back straps.  Overall nice feeling hang on. Now the optic I have here is a Gideon Omega. And I like this. It's a green dot. It has shake awake. Top loading battery compartment. And a very wide lens. Impressive package together. Now the MSRP on this is 460. And the Gideon Omega. I don't know what the MSRP on this is. But it's a budget. Red dot. Green dot. Whatever. They have a whole line. It comes with this 20 round mag and an 18 round mag. So together I've been impressed. You know the tritium front dot. Quite a bit. Let's take a few shots. See how it does. This slide action is super smooth as well. Yeah it's nice. It feels just like it did when I shot in a trigger con. Loved it. The disassembles super easy. The overall look is cool.  Here we have the 18 round mag. I have 18 loaded up. It also has a cocked striker fire indicator on the back of the slide. Love that trigger pull. Very short reset. Let's go ahead and take a few shots. Check it out from this angle. What a nice handgun. Now the T-SIS PX-9 models are budget priced. Right in the mid 300s they have evolved from the Zagana. PX-9 Zagana. But if you look at everything this offers for 460 I think it's a fair price. The grip texturing is kind of smooth. All right. If you like grip tape this wouldn't be a bad gun to put it on if you want a little additional texturing. It has an indentation right there for that middle finger there. It feels good. I like that. I like the little indentation there. But here we have a full-sized gun with a 5.1 inch threaded barrel. Night stalker tactical. I think the slide cuts look cool all throughout. Has a four-slot pick rail. The direct mount is an RMR cut with the Gideon Omega. And the install was so easy. So if you like red dots or green dots in this case it's a very easy mount with an RMR footprint. Now the serrated black rear sights and the Tritium front dot certainly helps with the sighting process. A little bit of adjustments. Not too bad. The threaded barrel is nice. I've mentioned before I've got a can coming in. Looking forward to that. And I'm into threaded barrels now specifically because of that. But this is really performing well at the range. I think we need a lip-riss test. Buh, buh, buh, buh, buh. Go point, go point and shoot. Uh oh. What we got going on here? Should be fine. This is how I was trained. Oh, the Night Stalker had one little chamber issue. The round was in there. I don't think the slide went into battery. Other than that, the Night Stalker passed with an A-minus. T-Sauce PX-9 Gen 3 Night Stalker Tactical. Happy to have it. I like the gun. I think the 20-round mags are great. 18. Not bad either. Direct mount. Gideon Omega. Green dot. 5.1 inch barrel. I like the slide cuts and I love that trigger pull. It's a very short reset. Has all the makings of a top-notch gun without a top-notch price. Shoot's great. Looks cool. What more do you really want? If you like videos like this, please subscribe and share. I always appreciate thumbs up button. Thanks for watching and you guys be safe.


Hi guys, so today's video is going to be on the topic of that nursing school is supposed to be hard, it's supposed to be difficult, you are supposed to feel sometimes like you are just drowning in nursing school. And as a little side note, I've been trying different places and locations in my house of where to film and the lighting, natural light versus artificial light. So let me know what you guys think of this in my other videos because I'm really trying to find a good filming spot now that we have moved. But anyways, so a lot of people message me, write comments that say that nursing school is so hard, so difficult that they're struggling. And I want to make this video kind of like a motivational video, inspirational video for you guys because nursing school is supposed to be difficult. It is supposed to weed out the people who are not able to handle overwhelming situations because nursing school is one thing, you know, it's overwhelming, but it's a safe place to practice. Once you're on your own as a nurse and you're feeling overwhelmed, like you have to know how to deal with that on your own. You have to know, I mean, of course you have your teammates and like your fellow coworkers, but ultimately in the end, you have to learn how to deal with that. So nursing school is to prepare you for those overwhelming situations and to prepare you and teach you how to be ultimately a safe nurse when it comes down to critical situations. I don't know why, but every time I start filming videos, I get really itchy and I feel like I need to like scratch. Anyways, see me scratch it, it just must be like a little anxious habit or something when I start recording. It is normal to feel overwhelmed, to feel like you're drowning in nursing school because that's preparing you for when you become a real nurse. So instead of looking at nursing school, I was like, oh my gosh, this is so hard, this is so difficult. I don't know if I can do this. Look at it as this is just the first challenge that is preparing me for bigger challenges ahead. You're going to learn skills and ways to manage your time and organize your time and things in nursing school to prepare you for when you become a real nurse. Hey, what are you doing? Come here.  Come on. Oh gosh, Mom. She always puts me in the videos. I don't want to be in the videos. I can't even know. He's so cute. Say, guys, nursing school isn't that hard. Just kidding. Say it is hard. But you can do it. Blue says you can do it. And he knows. He can read minds. He knows you can do it. Yeah. I'm a cute boy. He's just literally in my lap. Anyways, you guys, let me know your thoughts and your feelings in the comments down below. Make sure you give this video a thumbs up and subscribe to my channel. Huh, Blue? Say subscribe to the channel. We put out really good videos and say I made half the videos because every time you record, I always try and come and be in them. Huh. You see the shadows on the wall. That's what he's looking at. Anyways, give the video a thumbs up. Subscribe to this channel. And I will see you guys next time. Bye.


A fiery horse with a speed of light, a cloud of dust, and a hearty high old silver! The Lone Ranger! For this exciting adventure, a word from our sponsor. General Mills, makers of Cheerios, the oak cereal that's ready to eat, Benny Crocker mixes, and Wheaties, the breakfast of champions, present by special recording, The Lone Ranger! Did you ever talk to your grandmother or your mother about what it used to be like to bake an angel food cake? Before there was a Benny Crocker angel food cake mix, that is. Well, they used to have to take 13 eggs and separate the whites from the yolks. Can you imagine all that bother over a dozen eggs? Angel food cakes took hours then, and I guess that's why they only bake them for very, very special occasions. But now, you can have big delicious angel food cakes all the time! It's so easy when mom uses Benny Crocker angel food cake mix. That's the mix with the whites of 13 farm fresh eggs right in the package. Mom just adds water and your favorite flavoring for a perfect cake. Angel perfect every time. Cake after cake after cake. A high light every day is party day kind of cake. And it's guaranteed perfect by Benny Crocker of General Mills Minneapolis. I hope mom bakes lots of Benny Crocker angel food cakes at your house.  Full Indian companion total, the daring and resourceful mask writer of the plains led the fight for law and order in the early western United States. Nowhere in the pages of history can one find a greater champion of justice. Return with us now to those thrilling days of yesteryear. From out of the past come the thundering hoofbeats of the great horse Silver. The Lone Ranger rides again! Come on Silver! Let's go! Late one afternoon the Lone Ranger's Indian friend Toddle entered Marshall Jack Forbes office in Copper City in Northern Texas. How Marshall Forbes? Yeah, who's that? Well, I'll be a two-toed grasshopper. Tell me, how in the world are you? Oh me, fine. Where's the Lone Ranger? Well, him in Hills, north of town. I reckon the two of you have come to this part of the country to see your old friends, Clara Bell Hornblown, Thunder Markman. No, we not come to see Clara Bell Thunder this time. Oh? We come this way, look for crook named Dave Shelby. Shelby? Yeah. Shelby, I never heard of the critters. Well, him wandered for murder in Kansas. We trail him long time. You must have, if you follow the list far. We lose trail two days ago. Mask man, hope find killer's trail in Hills. Him send me here to tell you beyond lookout for fella with big... Where'd you lose his trails, although? On north side of Sunflower River. Haven't been able to pick it up since, sir. No. If he's a killer, the sooner he's captured, the better. That's right. I'll tell my deputies to be on the lookout for this Shelby fella. Then I'll ride to the Lone Ranger's camp with you. All three of us will look for the rats' trails. Isn't that good? Yes, give me time enough to talk to the boys and I'll be right with you. Meanwhile, Thunder Markman grew rain at Clara Bell Hornblown's kitchen door and hurried inside. The ex-mune skinner's face was flushed with excitement. Hey Clara Bell, Clara Bell, I'm rich. I've stuck it rich. What'd you say? I'll find gold, Clara Bell. My luck's changed. I'm through working for wages. I'm going to be a millionaire. Hold on, Thunder. Now take it easy. It's the greatest thing that ever happened to me. When I saw that gold, I...  Huh? What's wrong? A fella named Dade Shelby came to the door a little while ago asking for a place to rest and a meal. Yeah? He lost his horse and deer crossing Sunflower River. Where is he? In the next room, you big-mouthed jughead. I bet he heard every word you said. That dog gone, you should have warned me. I would have if I had a chance. Yeah, let's step outside so we can't be overwhelmed. Yeah. You won't hear his talking out here. Now, where'd you find the gold, Thunder? Down by the creek about five miles from here. You don't know a dog-gone thing about prospecting. Huh? But if you're right about this, if you really have found gold, you'd better keep quiet about it. Don't worry. I've not got a race for losing the strike to a claim jumper. I'll put my horse in the carousel. Good. I'll go inside and put supper on the table. When the food was on the table, Thunder roused Dade Shelby. The killer came to the table and wolfed his meal in silence. Then when Thunder left the house to take care of chores outside, and Clarabel cleared the kitchen table, the killer drew his gun. Hey, what's your idea, man? Have you gone local? Sit down in that chair beside the table and be quick about it. Do as you're told, and don't try to call for help. Because if Thunder Martin walks in here, I'll shoot him. Why are you no good, ordinary skunk?  Now, put your hands behind the chair of time. You won't get away with this. Ow! My arm! Keep quiet. There. Now, I'll gag you with this toe. Oh, no, you don't!  That'll keep you quiet.  Oh, still.  Well, then, chores are all done, Clarabel. Get your hands up, Thunder. Hey, well, what's your idea? Get your hands up or I'll shoot the woman out. All right, don't hurt Clarabel. Keep your hands high until I get your gun. That's it. What are you after? The gold you found today. They're going to show me where it is. Then you overheard me when I came into the kitchen. That's right. I needed a meal, so I decided to wait a while before pulling the gun. You'll never get away with this. If you lead me to the gold, you won't get hurt. If you don't, you'll stop lead. Get going. After a short distance from Sunflower River, after examining the animals' tracks, the masked man and tautle realized what had happened. Soon afterwards, they found Dave Shelby's trail heading south on foot. Darkness was falling when they set out to follow it. Hold it. It's coming. Some distance south of the man hunters, Thunder Martin tried desperately to think of a way to escape Dave Shelby. The creek where he accidentally discovered gold was west of the ranch, about what Thunder had at east, hoping to meet a rancher or friend who could help him. After nearly two hours' travel, Dave explained, That gold can't be this far from the ranch. How do you know where it is? I think you're stolen. What's worse, maybe trying to lead me into a trap. You wanted me to lead you to the gold? I know a sure way to find out where it is. We're going back to the ranch. For what? You and Clarabel Hornblow stepped out of the kitchen to tell her more about the gold without being overheard. You must have told her where you found it. Oh, Clarabel don't know where it is. I think she does. She'll talk, too, to save your hide. Turn that critter around. We're going back to the house. Get around. Come on, round boy.  In the ranch house, Clarabel had been struggling with the ropes that held her. By rocking her chair back and forth, she managed to move it close to the stove. Twice, she burned her wrists painfully against the hot metal. But at last, the cinch rope broke as she strained at it. With her hands free, she took the gag from her mouth. Now, you're breaking on time, Afeet. As soon as her feet were free, she hurried to the corral. Her favorite horse was gone. Why that? No good, Stephen Polkhead must have it. Clarabel quickly saddled another horse. Sooner I get to marshal forward, the better.  Get up there! We'll continue our lone ranger adventure in just a moment. Everybody loves. No other cereal looks like Cheerios. It's shaped like little letter O's. No other cereal tastes like Cheerios. It's the only ready-to-eat cereal with this fresh toasted oat flavor. No other cereal is like Cheerios. You see, Cheerios is made from oats. And every delicious spoonful of Cheerios and milk is real muscle-building food. Each spoonful contains vitamins, minerals and proteins your body needs. Yes, the good things in a Cheerios breakfast do good things for your body. Help you have healthy nerves, good red blood, strong bones and muscles. Have Cheerios every morning. Then you'll hear people say... Now to continue. Farabelle traveled cross-country to save time and more than once regretted being without her palomino. His critters as skittish as a two-week-old cat. As she neared the main trail, it was necessary to descend a steep slope. Easy, easy there. Easy. The sleek black horse balked.  Get up there! Farabelle coaxed, cajoled and scolded. Finally, the horse started downhill. Then, without warning, the animal lost its footing. Farabelle pitched headlong to the bottom of the rocky slope where she struck her head against the small boulder and lay still. A short distance away, the lone rangers signaled a halt and spoke to Marshall, Jack Forbes and Tuttle. Jack, did you hear someone call for help? I sure did. Me hear it. It sound like woman. Come on, we'll investigate. Doctor Tuttle and the Marshall approached the still figure lying at the bottom of the slope. Tuttle, it's Farabelle. She's quite unconscious. Looks like she took a header down the slope.  A bad cut on forehead. The masked man reached for Farabelle's wrist to take her pulse. He saw the burn she had suffered, freeing herself of the ropes. How bad she hurt, mister. I don't know, Marshall. Her wrists have been burned. It looks as though they had been tied. She could have fractured her skull. I don't think so, but she may have suffered a concussion.  Banage her wrist, too. I know, Savvy, what she's doing out at this hour of the night. Traveling cross country over places you ought to have more sense in the tackles. She's not as young as she used to be. Savvy, maybe a better doctor comes. Him know how bad Farabelle hurt. I think you're right, Tuttle. The raptor age isn't far from here. I'll go there and ask Thunder Martin to bring a wagon here so she can be moved. Good idea, Jack. That's easy. What about the doctor? Tuttle, write a tale for the doctor. I'll be back soon with Thunder. Get up there. I'll stay with her till you return, Tuttle. That's good. Get him up. Call. And Marshall Jack Forbes rode toward the raptor age. Thunder Martin and Dave Shelby approached the ranch from the opposite direction. The scar-faced killer kept Thunder covered and watched him closely. Easy. They dismounted at the back door and entered the kitchen. Inside. Best move, Thunder. Don't worry. There the ropes are tied away.  That means your scheme to get my gold won't work. You'll be in real trouble. I hear a rider. Heading this way. I told you, Clarebelle, went for help. Maybe that's Marshall Forbes coming to get you. I'm not caught yet. As Dave spoke, he swung his gun barrel to the side of Thunder Martin's head. The big man slumped to the floor unconscious. I can't watch you and that rider, too. So I'll tie your feet and gag you. That way you'll not make trouble. Dave Shelby worked fast. He tied him gagged Thunder and dragged him into the next room. Seconds before Marshall Forbes grew rain in the moonlit yard. From a place near the open door, Dave watched the lawman dismount. Suddenly, the moonlight glinted on the star pinned to the Marshall's vest. Thinking Clarebelle had told the law about him, the killer cursed softly. As the Marshall hurried to the kitchen door, he fired. At the bottom of the slope, where the lone ranger waited with Clarebelle horn blow, the Buxom ranch owner groaned softly. Take it easy, Clarebelle. We've found you here a short time ago.  Yes, Clarebelle. Well, I thought I was dreaming. Tell her I'm Marshall Forbes and I've found you. What happened to you yesterday? I burned him trying to get the ropes off. Oh, you're sure it turned up at the right time, Mr. Thunder and I need your help bed. Who tied you? That scar-faced critter who came to my place a foot asking for me. I didn't want to turn a fellow away who's down on his locks. A scar-faced man. Is the scar across his foot? How do you know? He's wanted for murder. Oh, great, safe, alive. How then I've been following him for some time. Is it my place now or somewhere around the place? He captured Thunder and me. And if he's a killer? Oh, poor Thunder. Tell me, did he rob you? He wants to steal Thunder's gold claim. Mister, you've got to do something, please. Please save poor Thunder. Marshall Forbes is on his way to the ranch now. Oh, this critter is smart.  Clarebelle, I don't want to leave you. I thought I went to town to get Dr. Simpson. I'm not feeling first-rate, but I'll be a whole lot better if I know you're on your way to the ranch to help Thunder. I'll be all right here. Do you have a gun? No. I have a spare one in my saddlebag. I'll leave it with you. Then you'll go to the ranch? Yes. I'll return to the doctor soon. By the time the lone ranger reached the rafter age, Marshall Forbes managed to free Thunder Martin. The big mule skinner was bandaging the lawman's wound when the masked man dismounted at the back door. As briefly as possible, Thunder explained what happened. I plan to go after that rattler as soon as I finish fixing the Marshall's wound, mister. Cheryl beat gun me and rode away from here as if the devil himself were after him. He has good reason to hurry away. He'll hang if he's caught. He's trying to reach the border. I'll go after him. He's riding Clarebelle's Palomino. That takes care of your wound, Marshall. I'll go with a lone ranger. I don't think he'll need help, but Clarebelle's out of thunder. I'm coming for the horse. We'll have to take a wagon to the bottom of dead man's throat together. Torn between his loyalty to Clarebelle and his desire to see Dade Shelby captured, Thunder reluctantly agreed to harness a team to a buckboard. A few minutes later, he and the wounded lawman left the ranch. Get out of there! Get lost! Bells to the south. The lone ranger's great white horse raced across the plains after Dade Shelby. The outlawed Clare was clear and easy to follow in the brilliant moonlight. Hopefully! The powerful stallion responded with a sustained burst of speed, maintaining a pace that brought him closer and closer to the fleeing killer. Presently, the masked man saw Dade ahead. The mighty silver began to close the gap, separating them. Dade heard the thundering hoof beat and turned to look over his shoulder. You're finished, Dade! Dade recognized the masked man as the lone ranger. In sudden panic, he snatched his gun from his holster.  I'll apologize you all the way from Kansas. Do it for it! The frightened killer fired hastily. His shot was wide. Stop! Take two! Not unless you stop to take aim! The killer's gun was empty. He brought the racing silver close to the Palomino. Many grabs shall be! The lone ranger leaped to his feet. I'm unarmed. I'm out of ammunition. I have a new score to settle with you, killer. What are you talking about? Farewell horn-blowing thunder-marten of friends of mine. Yes, that's right. Farewell's wrists are burned. She suffered a fall. Now, wait a minute, mister. I didn't know... You're due for a beating. The killer's mouth caved. He stepped back as the lone ranger stepped forward. You... The fist hit the point of Dade's chin. That's the beginning.  I've got no guns. Use your fists! Forced to fight, Dade swung. The blow missed the masked man's chin and struck his shoulder. The killer followed it with a hard jab that hit its mark. Then, before he knew what happened, the ranger drove a fist into his stomach as Dade slumped forward. Another blow hooked his chin. The killer went down. Now, are you unconscious? Now, tie your hands and make sure you're disarmed. Then, we're going back to the racket. It was nearly daybreak when the lone ranger reached the ranch with his prisoner. Doc Simpson was there with Clarabel, Marshall Forbes, thunder-marten, and Toto. The masked man offered to help the wounded lawman take Dade to jail. I can sure use a help, mister. Doc's going with me, and if you travel as far as the edge of town with it... I'll be glad to, Marshall. Huh? We wait here. Keep us happy. All right, get going, Dade. Ah, I'm going. I hope they hang that, Scott. Uh, Clarabel, say, him try to steal gold from you. That's right, Toto. I, I stuck at the ranch. Say, I have a little gift for you and the lone ranger. Huh? What that? I want you two to have the first of the gold I took from my claim. I've got some right here in my pocket. I didn't show it to Clarabel because I wanted to give it to you and the masked man. That's plenty nice, bundle. Here you are. This is for you and the other is for the masked man. Oh. You think this gold? Of course it's gold. Look at that color of it. Oh. This is not gold. Huh? We see this stuff plenty of times. Lone rangers say it iron or copper pirates. Pirates? Fool's gold thunder. No, thunderation. Me, sorry, thunder. You maybe not want to take my word for it.  Fool's gold. Ah. Ah, don't feel so bad, thunder.  Huh? He was planning to jump a worthless claim and all he got for his trouble was a trip to the gallows thanks to the Lone Ranger. The feature of the Lone Ranger Incorporated is produced by Trenville Campbell Muir Incorporated. The part of the Lone Ranger is played by Brace Beamer, your announcer, Fred Boy. Listen to the Lone Ranger brought to you by Special Recording Mondays through Fridays at this same time.