By Jim Taylor, Stephen Kraus and Doug Harrison
Chapter Five: Theory into Practice: Thirteen Expressions of Passion in Selling
“An ounce of action is worth a ton of theory.”
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RDGifIW0F8JZ\/oxyVhtj1fDhU5LptZH9c9VI4jJ8lqK0MX0GAwpcmLQ1fcoB8lNYd1z9+fGfvaG5McuWk8ONDffstiPqDiTNUC8qjyWVFk5xPd3LzBzYzkbMNKkiShs6hGyfRe1joHpwLuZVNMWqVBXBvuUCV5hLIZ6K+7GNoKtU5AI4NpEHBrhlzm4XnMASFyGFwwNHwLMjq54CdMoeK3ANbP\/7QKeSmdsJjZQcKWIj\/ddfscqKWdmgDgsW7bpw+56HD+mP\/sNC9ZIiAkssJ9gVgb576BzUOJbwW6kjI7\/ALgEsp\/KDb\/kCEzMRwmA6krGDX7A56+tTGjCk4SmGSmOXUIy4VX7ucWUlysvc4aOiGDFUHQD00VvqIEGdhRBuix5izOxa\/s+iPKVX4szdKej6Wrd\/ywG\/RrcW+uxJgkFafDxA+GZ\/JFXF3VEaYP\/iqqhfWTQ8fo\/avAadPPmusUGcaigtXRidup\/jeBAQ7TnIWxWHf6GtYiSFRvsxVknaqGTAneU\/eUby5dk01WF1JDb\/+ozsK61kaYpVLGl\/3mFhoxUrDtXtRR7DczKuqg4mTHl\/Kj+VADJjRkBOmo\/db6Ck2ue3CcVXo9R5e3zhH5mealFUrLAGab566nRTQYR92eOX25ibQQ11t\/LkTjNQSb8hOGnTxDVPQVxj10mBqvL2Jpqd+0ycuS9rYblyJwpDy4\/jZU4zSxcbM\/APT4OpB2rMp776aGX4khStb3L\/kwxQANhNI4BFt+G6vpMZ5FMhmJ+nOpL2HxmZQ2RuSkNw4YgjEOMKrzfNGVvDcLYDhIr\/s+kqaBWmEFdKHQVNtI9bEZlcPexn8By55Ty6fmrDoAaigx35BOA5NeKZSq0+omzMxpa6o1AacXUhq8VSoIs\/F8y39TXwfWsbeFgh7JIim7sfd15WFQGRWt9yS0w1\/S\/gDYIQV5eyDl2EtVJyGQXRD8XunEKztbgt80RXBvi7nuZhS\/r6BnHLavqqcLgJYPX2Pzw8Nx2nfznR6q8eUXjgu6nAtUpyoIPyrckXQRV44NmdoBv+LTGjx6hU5escJfHMIXm4U2gXazsfq95wMerQJYFZ1p4EK1llJEBCT36AfVvj6fewFuS3mSlJJsLaCjynGftEF6Xn8Bz7zLquJkgCCovCUbZT\/MgBJ52yWlF6XhCy2Xm8AF5O8qyJrco5O19ES1tCZWtQsHjqcoesrQ9HONDH+Zsh8QeAnTwXbAcLfrTTqpZk1+TDfu43+bYRZ3WV9o52YBF4KJPFKI6zFctzwUz65DTU5DbwyMvdb8BxHmvKJcRhgool1FutW97409g27zXtFfw+WTqstaigIRLJMx+PLLo19AjpBLNeKII4SsE2iAdOC47hJcLP9hGYQTjJzadmlV6YCShmGHLiZ2r5O01+ZKkOd61pM9\/+nkOVmLuG3RQytTuN3aeDFtSvXvYtmmkt3azBCPOjxUgSaKxstrIZqns2T18UWoeqQJS9IaGIYjceqnrl0X02Ws0eW3Qjw4zGGdmsdenlYzoewMLl37slMuteKWamWL880R55DEXyaNfWnFRA0GlH5VDAvVD56GnGk5EivSS4RNeHAhAWOG7bkTGgQMgt3Tx7kJQkuyvperV6Rlixm2EF2\/U21OfrHgtRhHZhfq3dFO+x4oFTBTVKY1npF\/AcsB58ZsjoHuhM58Jkhq+HZb\/SNrmk6ypqY0xtALrayjkmtRq8Vc+VCM79D\/KAi0nT0S4KEgI1FGCe+RhgfVCExvmNwVK3SyDMZcS9hRreATBf6ZRVMf2UPTSLwAK\/MFsXZbKYz5eC8onJvCvVxUVM6ovL3\/OAMer\/Y2EwtrFE31nr4D28S70+ERIk3hpBHpGJwncp6nE2fBSc7coaxQRVlU4jDEx0YzAnysrx1uoliswxGYYmMW9tdOv0ooEZ65Z283DQwYwcTcCtACzURDJ3UKeDvN3zTlW3PE60\/N+sxm36Oq1FYtSEvkMWncnvQIYtAwchFJxxhncLMKc1PbOaewY40glfgw\/W2GkbFikSgmVnIUmxbBFaWYHlC7yV\/4SqaCNex7+wV7BtODeP6zGI9QCw6uAwYYWytbOcG6D\/D\/WcfUamLw\/aDbNtnfKKWIVs3KkOUfgMi5mN2ddkRyGYyAbLH+Vfsn61nbgOMto72FLQwWpx03DLg2Y7Y2G8ox5Z0QJfCTDY1C4sJwv9vwSO6RA\/RPNf1lqZalJQoALWo1qbjebWN8qS8xXkY5cKaJy28ACrLSUgGdJB41MUsTxew73ggtA+jUMJfJf1+kwW++GwRc0bW5JVWK7NjvpUwQMl7whOSNalXtdp4tXp8CvKX8npsy8ZyMInJvYlu40IL2A0GVLiRZBkgdV2P66ixv0aiOe1BfYwfLDkEPuTwDt1lTuu9xozoSi\/IrQ7s8n+jPzg4kUQcSDD4Ukktav5RBjJs8BtRAlbVW7buFc4Pnac7lIqaXN6Mws1ahGmmejNj16yOP+KqKffPDk5vg\/onaJRh0DXLvbVgemlAwB7d9K9qZ0ANXkgcE0gbgxT4v0j4\/PdEO8TqenxWaae2ie5lgTKX6ALXh7lPQ0\/T348MF4JITfEPemf1fZUew81kghATUni8yl5rcKTN6wKLrKBLENwyIgLGzEesD9DNPhC84KHnMloL+VflEN0AnWnjEqmRU3C9Y5aipom1tk8FqwYmQOTI93fPvrRBdrra9qoFgyW4A828ud+jrxkdZQb+aODvDJcKRW5kxdZ\/mrfFzyfMGmg70SliMZNL3FtaVYbg5olaehV034BjPJKQBRUoJi\/cMdps8PUbMs6N8MHvKnPvAh6Al3G7KPpcKWS2WCdP1R89Q9ZWaxLywhPtEFRIUjcAIpwqzbVrpbyVk45lyp3j48QbJJAayZzXIFzfmOEDObPhWG7QFcOzv8e2IC270ypQCgiwNbWcE31Gb3DsjxbuCJlecS4vqS0\/kBkXA0YGruYLR56qL4XFk2vle+Mexac0oZU\/7CevX1UZdtuFKeA1+SeBIPm\/TOKgu1OzK7xwPdE4Dn1QD9Y2j+KCVr1kddLR+ySBUVklWgN90t6LQC4jwJl3XtvDxTUgWiNb7XEOalkEHtc\/R6n+mM\/ZnJy\/Try0DCpde8v0GSSm2HlZ4Nt+umrc6EK\/9DA+xxgsPN7i9bWLLgYZaPui5\/TJPorN12swCa9mVgwKODMkA3GjG\/0RbEw8BYWgMp2\/MPcsQ2\/ebw7Yfg\/2gBOcQXN91xW2f9UEo2s+vi\/hggz4VtaIf0Cxm\/NS0fcT+c+NQKtOtcPvGQN5PDwWqv6sjfl3N7zw1DRT7mMin8\/a0BYcX9xGci1L+qA7WSxGoj\/LEtdCs9pxYms6FzzZRE448QIJTSdx8v1nKiuYqTDM1ESjXSuIOMyiEgzzRRPUpyZFf4nJVzpPk5rFhYeKyDrBYAh\/V7oa2gVPw2Vxdh8XKR9uEjUa92s4OM5MZ9r3iCR4an9HwFiu4BspQzOKXvgLPN+h6w7vZZSacvh9aIVBEeRT8MBGaL+DD6alqZiNTFEoW73ktilsMvDUiBKo48ja8esHs0loflXGuyOTzImD+k7BEQZHZLA5spB\/0eMPCzm6vFEXwYUxkhlbmEgu90bHvMoSYUIeCcSs+xdht4dE+1pP3t5IA9rO6Q81GaKZiR05b\/nH41GQZ5Fqqwf+wjqTKjMJeNL7qU97ornsy+jvgnwgHa4bh0En4zL0hJ0i0rpiqRTNqHIcHRVislFrq5Gbudrp5LRG36XMApG+UGD3lr6wwbpmdvUI8sFcYKUJZs+Nd\/W4DiFc9V\/HnU+CcJxwwijUr1iUYvXud\/PyU1FwJ0iCwaSEx1RfYGCb0cYs3GrezWlaROBLgnaEoHsoLuRiYxaVex4vQQdrTyv6mUVLf2BaVe5hKB0ulKgDYGM\/bax7FFu2LnNKHGY6evDYODwG7FaR+3DGk\/NJGw39kHhwjKB\/IoivQhCVo4sorIYKTDuknVtkLCRhAKqQSHo+dV3mC8RnZDx0cWLrZAaqJpaWmRa\/5SOMUrv55VVk4OUZf5L4YA9QfKwddAFLdPqJpRGiZCXvsqsh1sNizKwuK+Hnl\/P9wjz5sPUveU6Q0aUNKZTcHj5fvhBfLh8oTJjL9\/BMXVrm8zm7bfi4UplK0PJ\/0gR8q3\/SyA0fhWmEOX4Kv71nLdoX9L4vcXU0IkELxF6Z3oneiPbfcKR78VX6xYqeI\/yRsDAO9Tyuo17awUsxo8ZNjm7Jsd3N\/dnPDgBmYbRjGFWxbCJgbW7Gb5v7CLiFQNkd7fpKr75vGu+OrkqmMY9FO0Abed9FKoU\/ld3WB2\/NcFlTggJQwgOb6lpEpjYhUtFoNFkLx08CUp5xeAEQX8cfwrKRx0LLaimpciQZWldYjB3\/RBotS0WwZnEaiJjw5UsfVKghtkK6alXPzCuM1YOJtGVJQNis+lmdP6wfXSZAh8ioLXSkXzf0duAgGxEiTNtzVIYszWrtNWYOoTk7GsO1NHiV1cohIyKfDR0BjYzYQOrFjDteeQMuRRRmfwSgrmc9Z3\/9as6NSEo2WO24Q33r0s0hv75cKYCVJAWjlvoi7KPsGLCA0PtTmvMwoXMQ5d45diWNhNwAZbKKmz4c+KMyrgl6YuwsMk\/E80LvDaCefNpr+r6+Go2+uTnUQbK9dPr+z4fAxlsftOkZjSLwR95qk93pR2b5N7mgZvmpEiMxMQn0MDd6DKyyyU3j9DSnPL69XdKgOkh2n8Jb\/sVFwCywzwqg1Yn5l3NV480nHYr+LU0DtTPoW3DcsgQEV4hMBmdsMiCo8QRnHndkcxSopYvdRn8eN5dWkxwNE1N8mWOk9DKIhcbDYQshkB\/RFyMbQZkJ8sL63LuT00Jkmw8UE16Aiuqnox5TVtb9eKVBjMpkeqfbXueFW+7DC72RDv9TacwvYgpvphfO08vtBCR6ITrhNZLloPyYSbqkPblmTwU1FbKJ+nd82YvA2KAQMSvEUs6XgQzmgA4G10fwuUrIErOFoDJhqmFFvqhVxcTuBwYcJMSo0fLV+SGvQL2X9E2DJyTAQwPOIwdy7F8ekBgOfH5uiw1saD8WYMvDM4fg+cygepyrFUiIriadE+WobasSbJUbeJh5h0+cdR\/Eg01Hp1mprpksG6QPHJsPmYzGjnmK1UPSS+Ru7o1eLXzz5hwkz5gDJ+X18C9QpZ9r5X+8IyJL9xct9pxB1f2+1wSoq3S+YjHZEM0xpkKESiaH87qOxkKdJc8kzB\/xjE\/M3H4OgwOzMomCYYSqeQFZrZLRHn491I7Z+oJA+w4\/\/kb9nRM4m3YBdZ0CJd1C0Aps4GDXHylSyOD+kbIQ1RGa+ylkrqUSa7f4eFVk7Ly2EjhtYGzV9UcxvsvjIbCfvHo0xaOjfHxEXSWFvg\/htVTD3oabl8FLaKY8u8RyvZVJ0C54jSQc+FU4N8DSQ5uBZI5ZLD\/Sm2D4e1i1rbohNU6oQPoxRfJvPCNVMcAet86eMIY+N3dTHODPLBDIJrfSX5BDHdfR6dlazhiTwnhXwZXkPZjj\/YnTbksayTrIuwDOgbyGGMSdFqpxy1gIkmKZ1lMmARyvrs3bMsm5oMuKhSv6FfODgeuAVlBQSU+3gqUG0ChUnJcUImyvprUoZSQFn47lkNKcJHdjoQwmw4Jtj46vRkvzCL5a+n\/RaRTMAqJYLgXBM712BOGAgVWo2TcxoWVOTEWZU8Dm\/rRNxWIFlCKiIVlXgoWwZQWB9k1ynsUP5rQIi5AVDHbTzJ4+TBN\/vVV+5+rh9QxVKB3v3yzRTl1w+J4hCY2WN5TZ+KjDYQVxYRet5w5DX7aQIDMFKHDkBZQGQx3QSCFDSvWgnLAfYsB5sC08wIwaSfDec62SusL1tbQQK7DQxPHkc9neFb+Rlxv3\/A7UVa9exEUDF0AU9iczo5esTWrGxFjrFAvkXclCs4zcdYkWnc4xcsFP8Rsqm2QKsvJlR43FC2TmbpP6ezA0dO9MSNwjHcANZQpqrlQwP+SDGRBUrKx0xGc4lTHzn9NjySUbI85HpipDhkoOhC1Jvx3iD7Nsq9l\/S9mdLfhHAuae2jNfbHigFBZ00xXmBf8oFw5E\/8s5iUqtAA70HcM0YaNctXf0\/z+5h+gG7\/aKLotvoaygEqvKL0vdX4o0Ulxn8720iHIMUy2HZsjRn1dLddnjxRkpvwPEEUNigvxu30aC3VXJnS4cwowxwSnCKRlE6V1+b3mjAo8quvBOMMYW+zBGiMSkiSTsaL\/GWmfBCIupA1SHLFD\/V4d2\/nQAAWZGoMaZeltPghPoxhQ4lXrRw4PVaNUEbE0diRX4oHAFtss9EgbfCPerb9god9+jXrWnuHniDRQgrYxp78hY1y6lpltu5uinD0KAyxkaweCQv3zztc7SeSf9FD0jV0DrZvQKPXEKyA8j9hvF1pPA8dL8dDrHE8B+7hJh4138mu360PjJfhTJQrHvtSLBmdLDtSAvx9EYz3oaUPMdoXTDVvRbHzx+IY2X+wJQeDsRoZWZBp9c87oXeBNmNKA\/WF2MSsSG4bZ14bgcIxLMaMrC5n4NtWlhUBmp0NVJDJ4lwJGqDOSWaRSEyZbxZ+t6jag9xLhm0NTvI0w0ZLaIsm0iqIA8tNHq2oyF4S2nQWeHRu9hcaeArMtjW7\/YijvtPwnYWwNJJAJUGj5NrPeWkMgSzlThM4499W3Hviqxh67M3nCRhB1KFGLAgmmgIpe+KcLbu6EX1v9+bJM2kqWb6Q7oG5qy0Crn2Na3+UmXX+hvf7\/vyljvS3VcJisVCxQYNI0OFU5c95M3LluFvd7286\/axSAdHYf3Ht6uX09UsWEJ8fpzRKudwUDt1T3VNUCkLs9gXa4Q1V5Ck+W+z8vQFpu8RWBqL5dBLsbvofdfGiONz3ttyt4FA9z6SzahIgoDn8Q3Z4wglijuECvLDPy4SqvrbDJ60+ad4KOy7YydsK+7ePrm2QbyqxpHSYlg4aq\/FeQ5bsKkkTLxGWVL1Cwse1RjSO9nSU\/npQoVwncqcCDDEzr9rbch14ThVjBwcCFi3KLIMrbOlM3jdx4LRyy4TLbo02Qbt\/ByflEQpz4P75e1sVCWkmeHTo6AHHhSwkn\/EKyRaQNw4Fq1JpUHreNnIdd8buMHQZm4xi0iDvQZ08HuMUE9YWL4AvqVyoOGfTGczWMoGN4\/FXceZwefb2TegWIzfgCCY\/XC7za11LB1TbARBbSn\/UIDDMefiNUQzNSeDEPV7MdlP2VmbEIuTJ95hYXpIs4Gq6nrYkDI8nQSj33u5kSuaTIlSxGxvtvpLwTDg5UsjmsmW0bHCr5NWAHjSiCZvSWpI6glq4ZFmaheJlcJlg96oWh+0410tsjaQEpFeYwAO1l0bHT\/NA0HkxCiU1qeGPf+eX4WwGCCszafieYZPx27xgPofORhkojg2lSUZTEpH7RCrLXkUpBOoGW3uGhzTUEgEOqd7Iy2J+O5qVsevuXMvqJYC\/DzrxQuU18OO8HKlAkE4qfmJ30zOwPwPrWt90mqbDpg6eC+xn1LHNlP8Q2WsKFdFo5DliTvKcYUSJn22npxl0cIfDVUFJBZwNUPFoI7MEBu46dBesRHicYDTjYG\/vUIHwAko\/8WUVSCepuu5C+6jk5J8qaINuhKnBOk1TvXXSHr1jwlWJq08jeyVfEqonLFx3AztFZY2tzZUDAqXlnnPqW0IWOi9zaEVND9K9N2mLp3jofGvl3hozMbera6hgEwcEIWm\/qS9hhsZi9Al7QrU\/ERH637M45AD6x5Wja4ay4R0JKA0sPKBD0XYypt1NOfgGSNaz5k9JtUHLPCk6wzxG5aIFVGgqFPN4bDTbFnZBAH4qlGMorBTsBs\/EkT2cz7H8XSLFgKeJ3hmuvAeedIs3O5Vuj7+OaHT7uYtd2Kom8JLrh9972pOaTnyhkNykH3mIPNH8elPSrETB4hcf0KrId5Da2+Iw+q89FxucwPDgrxXtJeTnLqa5AN1ZYt1N8E5\/qZw9PXBsnUwfLaTl9X7+hRkt43g9s4moBpcrVuc\/9QUCVWn8I+cYsVqSyAMceO4KHSxBsIvoLSoVNuksAGqVq13TND0CKgXjmGBztDE9ySnPECD8KKsItKn5jZPBo8wqlEY9S2LHgo16g9n2UYZ019rAapnfttYcMkIyKXWgm6Iw2AqP5ClmB+5Jb+nnqKPdGg40wWrmYPgjg7Qp\/xgzo0ChOrmTfHxHqcZfxuFfZ0qugKNRLTmdPzAEXHxcMq576fKGPQvbgacq+EJFgsg4ippkPqvT5QFQmFCGBM1oKENshAaQxm8A4KMMVJGywhc2M7CtxLPbJzP6ZuyDW4k2YAG9xG7h8Bjs60tQoBZw+0KoBnWv6zJ+pFi2ExaiP7pLKXWiLUdtZoQm5Ri53PBWk7SrT8absCzxcI6tmnS7IkxeN4vc4td3ION+DE1UFL7gXRFQNeH+7obu1yktPIA9dYC\/P5RNWCnn3zxoDNxkO8uIFCpRmdoBEg3JpoPulJaNeQLgdh68NOj3pGbcu31NYlyVC91X4G7iFp0p\/m3Vm1AjCnxjT1HMKSv4Gc8C\/2qDVIfBuA0B04EZivha7irTSip2uehf0mp2Jen2JcqKIUwXQQ+iqEIgfF0T8VJ5UA2vc3LcdTd+p7umnLE4yEarEYexeAqyg0OqJbXD3MtNyRzamTZa+m21+04FEL+woJu9FIB1KrkGyzsffsY53l3HRZONEUH68D7QW3H3gCPB04o9uJnDRzWqrf1iIz\/\/U786cvv286EVJK044cWTkRRGkdjEoxAfAwJCvA80HlcDXQdyHzv+d2W+wTDMYxhJmRAc5xMMOu3CyA2TJ5T9bBnIhfOIoCGgMR3Z+cY51udDHvTJtBAtjrq\/K3NEJg0ZE304af\/hhrwFar93m5ksS6qtVHkRwst1sC3nHerQ8AG5QYFc8TZXngmtFYNzRNPMyIgWyZqFTdd0ZdMHbv6BzwRJfYxHbxDe5WPQqbyBvhp04uJE2YTrNz3o2\/059QnVCSNdEA0ObSQZCS3KfwDuzSiA1cUnX7+y1+r\/wpDPEmMy\/JXZQgZm7G0HZJPP\/N+EWo1zfqsgfNS\/kYp2W01tGxzGSz6rwn1Wk2Ma+IKgmi0cuvEXLApPU415HcGJohsJkU+ATYbPMI1KTAeylD91RciExIb7IS4rW+c1+eDmfqMkXxJNHmiFZsoAYilTFKmpOqCYihBXtKmglIOwwFY+6Bc8RLPPWAbOUAuYCeL9NinnFjYbz7iaUN592DAYoLB0S3HaoKKtXQXVQd4LfkFOMX4DanCz3a\/JdJA1a\/vm5vhAF5DFBN8m0S6iPUewkQy096afSEs0RHdIXWHZRSmfteodGqjlcBWSfIXHKnYHyrEd6xCKJ7sHqVk0H88VkrW1rPRMAiCamus5uEbhRBW09iFJdv4mb+vh8PTVhHS2aM1Ar\/CLLsI6pz1rSao2K8FlGGE3TBvSvDA0QQkGUR\/dkSR0bVuHKoaMIofpakVtHYH3hQtAxANOb1WQEP6WcS\/ZatSC2qmv\/WoGvsDYYOBxzI3ZrPFuNVqD0BrmFKtaO5Xz1UUgDYkYsTt3gwcEgLkHwZyl9SiCfPhj3vZeFtyP+j9Hrdk\/53GPZkwy1hQHiPKNNOgbELUVRIIztTyME0kFeXNbvsXkfr3Z7Q76xy5i7isRZA9y3VfzFXFduXQC6oPcn9p7Otq7cTIgH62iAcEhmmwvYg44Xa8CuZrz0zQCnPDbmhXL0xD6qEduNTl9TPcvJ0y4zIuLnZpifLnhQO+smP1yLGK1gVhMeo9wGXhLKn5UPP1iWr+fTxAHUjfGTCj9jV6ByRS5HMi3F0VkV4LLF4qL921SX\/IrbOGfVhVeygiNkMNPaJjLMBbX2Jlpq3p4Gn+je9uVyrtTteznag2pXRXeWkcV1nD0FZiwRXBFRUr1At\/07lk85QHt0lydrLZruJ9U9pFt1\/ZA4wq1qFHQkMjRaIcjnLEDGzfZ\/dqdR05iJjyjVuMxyPZ8ftHY+XSFgJmPtmM+pse1RP1BNWbaKIpAIBlcWNRXUQm2gWRsok+hC3NRgJh4wypI6paR5BsHaFa8lX33zi9y6M+Bcrhh1Aaf4g2CHr5SmBM4eMsRuUsrp3+tlMRFRFpjCjsVUCBgQRnPQ4jjSEvssBT2fR+\/hKOm0wO5tyvMPYTJnHVIS5UaO5wFd1ZWDm9eUuUKCDMYtTdbTDXmB03mHFEheuutAkOon\/VmG59JZPjj1MOvJcVIVi9efngow2VVVH4JP+FDjA\/pLrrOpJDpKje6YC0oE2FhAcnb3Ovl2Wi30ZDCy45hdWq8LuhZalUQ0ofuqDca1z1wLD7KpyiW5AfOqrcamItHPDsWzTomI19vuVLcCjm67XoHqcztU497W+486dJdZE1XHnrLZWzFgR\/xSmwuH2KfUrs+cWIAvPNzmNkRO6NXgEaskbtTr5m\/f\/6yvbyy\/CsWmihkHCVFCfGn1IhCWQo5+5+rdIQ5fupmSO7W3wdG84Cao6ANQBJ8T6+OAmUX6Bemw\/DkgSHTNQJRil66dcY2AL+cHf9JBqXhEvGRqbnyT19GJeHmQwsi7WO4IIFMsv9kzWE1YinzGt8iXREm10ILw2oRh7gl6DE+7XSX62N5Mtu3xru13DJJDbMD\/Ngnfr9mBqxZzCQs5Y8ivhREKxJdWal4shkSCYYV0To3W8CoZbfZmm8u4Ff4luvohtCxW5jWbEHc0giZRg8d+uVgdwzlrMhwGDh9SlhbV+yZdCiuzJM2XhTrBDx476VP\/7YdidoLBZn\/bqfKMG8WVxKz7W1WarwKsxlcSLhOY6iig0h7JKXwKfmGGSuol7Dc77mRuL6hfhey7vLSaYwsJQ2M9K5IsYS6W7ar6cK3JtJfcfM58PEu4xezDeJTkutpWorBgib0S7oGe0h74m\/SImAv\/9BJzfHhQSD1Hzmq7HfX+gPv6Aa6r2tt65+9kHdwfCMscljZjbVq86SDO1x4kzGHCYvzZ\/3N8qJzth9SDnnepFCwacoBYdNyos4VXDC\/blAEWV4N7BM53lvDIEJvnC1hZ6lcZT+hFE7NTUQ87Fz3NRYtEhV5KOALYhdF6VWM9Ta1Sd1inJYh3fYn3CrT3bBrG2p\/3b41kHe\/u0f4OWSG1Z7Up041JA2HCnGiahcR4FzHzsafYwebVfN1zeQIAeOvmn9dUo8wPOHUp6I68VEtiyT3JMjTtyKzydCJWIWBo8LdfdyWOyFqnQPLR3Qa\/LMVI2p\/wu+ndBPCM8Stz22MLSOUJt20hmkPtPmYi\/X+gGaJyH4GABFlQLNyrl7hheeZepILdGEEt13Mk6TsNHSAIrq0fgTQs0eIsDboiLYSvVypYNB+VgIaHcw1Op8rl685UHjHUM1ue3yc+QW1CBmt8eHdK+XM5pzO8kx\/KJwLp99S8HLNdIv5t5TfHeoGisnke1e5WU0574V3csPUMvTi6zr\/hpk+8FLuzI\/VXOW8bMaZclTnl29yaPbW91scMmu8hfR+06g4fVOdCjbZFkeHThWwq24ylpziCOrKNWgJs3uNIN2qDbHP4NsmYyXB6JY1p\/Qg14HcBGf96fLjhSVljjYA+X\/KgKJ\/45meIu2E473mU8GlFBsTY8RlsXgHIs42jkqY90xGaz0X\/YcmHapyEOaKDwh5AkJ0eVlSdBHxLDpcLGxiGKNW3fSNK7gc+X+30\/kO6zjw0y0an3Bf8ytxrbeHHPRos1R\/DIpK6wld5GEdg7cB066ctus5D4SaKZY3q02mg8kU0GYK\/nYg3BYmwXhPIn2tzNOSlww66RjEz72drd6nLKgXLjI\/N8F3cjqRUuGplYyIXBi97C\/Kn2xRZCu\/8ENhBUMfe1AeMc\/4g3S4Z8Zskv3D8xRCHXSulHuYv8iLwIW7gQPL2TQWpnGu5ftGf5vktMWNhhYHxIByKXgKkCtHT\/2y\/jvhkTpL3CG3rhSukFW4z9XHIZLY0lmgqEEvO95zc3VNXC35ER2MSiz9agZwhvesw83HVt0qYQ4Ctq1xbCMeEW25Lf8RMS3brtyKswSX5sy3kmiUW5XXBHpZBLLwHtFxx9RxEGpRHaw2BliMXmn2jIhN5jKU320PBJigXam3gsMwg4mlT6\/JfX23N06J8Xtcgqa7Vu36t6\/F6TpiZtUqeqIHpB33bUfg8RKv66vGVPAB+sYeEf6k4iqs\/58Rmqks03\/DGf2T3vLmz5O\/VsnGho\/\/8RoQHAYs5Gz5vKV+NYEjHvBUMhxgcMk9AgGwqSx72+b8guDT4AeOy0LBtQoHFZQhnXznBd5sJyXEtzzmXTpgofni2Tp3IB2Nbs63\/2LqihehfMWoJ3DBeYzdKeDCNoo9S5kK+Vh6T9FWsuhceeidr0HlmSZrt3DwXW73gOGTmS\/h\/iKyEPfAqW19cRlWY\/SYzF1MGIiB7ZzZsHnBGDqHIhcEBfi5XARvbL0G+xpryQn1dzP3AwEmcC3Nl\/LSGStRu7o4NOBWQRcHlKdVKDKLVcWRYvxU9efiUpy6jtEAiQtCdk0it9d+F2ndsqm7k0YmIcweVjcg1KYABrK0s8RQWBkFhUrNUsIaYZlR8ByemtN9iDrl8IkGUvgatvjZlNBqzZbVLfQVOzRxVq0Anue+EuWzsk0H+n8+SqqpdX4WEhDs5bSBHs0lr+1gMS2Djc778rAL9AdpHDMaOQVVfjZxJqOObDdV9vhals5W1lT8GwEaXa2o\/8vMgCdVjVGZiXW3bC4KdnWU6L0u18OjzGDIJvl05gnAvfaOb8byt1+hMnrUGEJMMwiCrTb5ThxBD2\/ZuvlmFu8C5peDJEN4Ka0yJSxIka98dKp1l5Z7Z6zyiyiMfC0AoFzj4BcriiprS\/fhbtZ8GKEgXIKh235DaoHOhE7FUSA5OGYwZQJgabcbUnZvLe0kNVaU4gT3eCFsl\/USJtQgfCi4PX+iK4IY+NC6khsUu9r1oranqf3fsr1WCMMDl9BFPs7shLEJ6aai1O6KVUaFQkojlJn6y+yofCIMSkG25k+vQwKMQs2\/7vC7cfNJo4koa0s6P+9nmF7orN8dVfP1y6JeNsRcoe0snaHJmeT+8LHZ4fQQuUrXZ\/8W2N\/GPdAdjMZ7cVXzseF4RqPVL0bseql5+2ix1afEl1XC3z9ZDLDBd+VFx9S8COlMEM9\/aITuCd8y01hjdAuSybYSzDbTo99VIMGMS4TitgSBolwaxZu21Uc+Pvjt0tkSozVAyzPrFHqQp4C\/afQw0\/JrxjvAuF9YXlEAZhLi8hbfANpajZ76wv4WcHCESgQY6AH+44YAtFh8HZjyVG6hlNVel2cGA\/bHOWzd6mEztQXNvpoZPHTPbN1cwx34KKq44EmRFmU2\/VXYxFYh\/QzDibsTSWjf7pZdbNBDHDX7SmTMrR6ovEYFmt8xOxwuyR3bmUFRzL1HscW\/lBYZU3mDJkIjzY4B+RWNTYIA\/R6N0cMbkMprJC0TdMM0ZEyt7vQsCU70yUiX3XQntKiIos1nRwkKp642apv8MJegeSnyt2ZcO7SnvkltyJ2qexecid6GTkxRwdIRJXR+hYNV2aLQXKfrM6BGhFyy33DgYfMz1jMGtR5FpIYfKVuFqGUuAaEbe7i1BYlFHX4RToSL4ayjp4FHx5BbeIYwjqALf27ECm5yTU7FtI1YMQtqUDYR5vvd8EI83WHSCO+YLx3JKTx29yiO486OHF2+xxxFDfWTmZX9LKhJB20KkF2tNod7ggcrjxsEvW5jSmzXMpkzgmFes8JbM3Ajw3XaQnZX1EGxFD1\/5WA0AAGVo7qo7u0xMUGYC0hT5bSKFvs9Q\/u9iT9kw4XotFpdj7zlPZzdyTdUiHO\/HX8F\/jKd0jx+S9L5RAESeU7IkOWYL3m8LlJWpI9zRePpgXdxQkrxb\/zTXOpBdPNsdVTD3P+sz8K7c7yG\/iF7cA4tlhINoUmYayoBa8ABrJkh2X6ssEr+1Tp2soUuO+gUEHQT7xOifFymum7p\/bd\/OsCGonn7Xj3zKySIjH8WY9OgHex9nOEnk7WhgPsJk+0T\/u9YoDFCyMd9tIuPOlq\/EtpytvCWAGnAuWsxFdJI6hZ5aocZ2zh3ehcfu9JAhWEmio1k9pRtsw+WcF1h\/jhwOqGmMd2+tfiNMVA15p3uohg96JUG9Qg8jQIOw\/ZlRfDD5FldgHejAlyftoSNg1BqCzTD8rb9rcRXcX+\/dPlUezHvbe4D8W36O0n6Q84uSYB285cNiPaNbZFRvHKASX2PEao9DhLIZffHkDAIt3wMhf0UtZQYL1AHbRZC\/x+B\/yzmIAJABFZsKDQxYI53Vm1C+Xpq\/toDGgvYxOV4fxVqw176NHwytkOhflSqB3dFF7vhyIeWPlrDI8Z+Y8g9rAyDHY867d2gHnCUHR7PHJv9c6\/CF5DtWcBN6a+dOw8wXViV\/WJ7Q1ow6iKH2RaDCRZRGfAKzfSiNVMV6vt8if0\/dfW6DpL6NFN7+c1q+K5qJnUU+4EQ7gHZN\/VMSnaKl3tRJSwxpO9p\/pFnBoQvhFqrVNru9lCmCmS8AJ1ublRkvCAjQG5xeKe80kHcZEoBh8lAkHmO4YSrovh98Wip5stIUmZxS+VfGoNQnsx4W0y9ac8T7ZEzHzg1ghVNG3c1MXPwBAZYqs4+12+MkETIfjq9lm5IYmHIV1Od4CcoRX0+WHUdVVRbhxQd8Kh\/uMtBZEswp4M5vusj8o57pDJ5s\/hdC5SJhR6bOe3ipdGmcvtLMxbsFKubgP6lIWdmRePuxIkjT2YegqmJ2nCGKcutxb151ffo7r9gSsOl1qETgB8QxWbAlRKxjKtY1Gpm6qkzYe10KWnwsbrkFVDEcwbEqZIZsTJXljkyUklgZf00\/B9urqpoHs3d2cqVymop+NQcsAJ1Y8\/RYFgvyoDTbnVKXjHxsAV866VeiFrHzSz7JE3aTZBEAxrLD0rO7Vyv1GXdKYpMGVdbsaVrZi12yHBVNbQ+gWJOJAr8e56wNL0g7\/wa2NWiPbcPotqv\/XSk+YtyA4kUkN08WU9oSEXP1EIQCYCx+Zu\/v005iOzuE3NE+FY3Ajz71Cm3Ykwmj4agxkGfXyIP9geK7iKuyhXG7bDupUpUJaOM\/qoLUK6devuHLPt2LtDfsTG0dDqYOWvKITdB1eAEfopY2LULyv8oabp\/Bo8WcP7vXQT+ksuIZ0zRHV9NkZ8E3BsyaQNHMbvBHX4MaKeciw+Bo4AA24f1XoQfh7\/\/q3e4qjy\/ixb4dOFDLTn\/kGY\/Dsg1T+0GtR8WJHTzJyhHBEP5lCMySuM2vXaK+oroVGlJg1MDhDhkbIlMDNxCI4A9puTp2j0B5rh8iUS0vW4p2U2URy\/agrllUv6w5oNVQqmRcBljmWVapGAWfMtLa2ZoftltxPlsETv7A3P4IFEFab3uckAzGGJTenlhqhA+u5DUg63MkZx8f2XGbeJGCHIJUDA4u1cv8VsxWFSJB9S9HrOMB+iilvyi32bSg8uAVLWsmX06gb3hDk0hJhbYxIiNtOmeEFjwf9FFMSoWaOTnpF9j5EP0r+4jBQos9HQXfMgAOKaYdV86rDbeZOKEsZr9d\/MV47p4k24RpFxoRQUO2a4VKngI\/Rmj050z3amx\/IqhJVejkDNZOYsEDPniZs938M\/yGFmtFeDcXMMrHbgvnU8MUE4ecXyo+E79fgSShghpSCJllebzEv163hpM1gK8pZSYwLjOb7l2JliDpur2hUo8V6LZtO7wIZP2fYm1P6P2wbVSWnp\/44b9haN+SSVfgQugn5mAq15pq0VnAp2r7V7vEO9emfAnb7djVfpUWuOH0XrGI2AZpQfi3OXhPHUkmiKD9nQwnZ+xS723\/psDOFEixF2GO78LZNBqPQF4vse3fa\/28o5lRoVUVZwt3gp62y9wawAS4ZZUc4\/qhazrSkpPucNRgviJ08CHZu42v\/itRSUTJyVbH8GqqpVF3a9S0cj5dzUL5ahuQW7rwrGTBvQ0H64xx1ugC4+NmBWU0h3UwjrXIgxb3FKwaQ8CLFv7Oc4q8+eaYhbibzsQGSZqCSrlnXZBpptXQtr3FD+1lx77K54No7jZ5g4qUIiPSYXwWlHYnkJK0PZ02U6R49vhHDVX5BFYzQmVT4ib0dXo9uSqJ5SuK8q9pXnefK+Itng07QHctAfxNhRlA8hB24zuEEMC+FYTYCpv\/ErNyCCon2YDr\/W3LwUJ7ceKwXaE6jO5+uPcN7qvskj3IN85wCL+Wy8udOmVqrKkonHIbNA3ynvpcCR6x5oLRm0iw3nSjn4\/KhD35ZQ0\/lPauy9\/6YvE4fAurOQFbaS8RThY\/XSwp5bSw4v5Zq0rBEm1YD8gwVke2J2lh4ASmZ0qpH8\/wEZ3rrqAn9MhhxHEDUAfROAdWDOReYAVMtdN9+d6EVUsADF0rjID7L6cl7iZEEyeRr3oI8q8WnuTW5Tc5xPEkH+MhE0h6oGZKad\/SNwlj1w0fIXZXheEXoQLCPe0h8Uhq4hRM6oIoM3si+xVg4TIdTkg7YddTDOK09mI7j9MVttBwUk3TAXxtUcy5knfvWHiFMAIRBDxf9Rt+i71\/mBnE365Kpz47tSpO4W8RJEDL+3dxiToRzKxA3BtA7DEccojdrt6o\/2kwDsMQRhCA9a7\/Gxtd\/2OECNJTkqSGvsg5Y5oSfWlhee1NR52iZ2T\/hGYMbtGQyZyUVe+VykcDLO6eIugwBOMsddHh0C54kv\/QJmktb+l9fYTPYdYodFXXZ6RpincDb6xWiRd1tn5zyhWOh9xneaQmc9cpGtbw82aIJtvUy7IDchxN4dCQ4wZwA+4kpfMnl8qPY5lFmk4+xv4bBUA36nOW9lK5u2hyZaj+w","iv":"27307f2f824a86ff3955cde4e62d7935","s":"bf8a058aef6b5a25"}