a note about the following stuff: i have nothing to sell ... · pdf filethe following stuff...

A note about the following stuff:

I have nothing to sell although I am hopeful that

the following stuff can be put into a presentation

which leads to a fabulous opportunity for a lot of

people including myself.

What I’m hopeful to do is to create a Master

Mind Group that can help me create a narrative

from the information that makes sense to

anybody who views it.

Goal: To create "The 30/60/3 Plan" designed to show people how to get better financial results

and make money using the internet

Author: Title

Abraham H Maslow Toward a Psychology of Being

Alvin Toffler Power Shift

Ann Sieg The 7 Great Lies of Network Marketing

Ann Sieg Attraction Marketers Manifesto

Ann Sieg The Renegade Network Marketer

Anthony Robbins Personal Power - Unleash Your Personal Power

Anthony Robbins Awaken the Giant Within

Bob Burg Endless Referrals

Bob Proctor The Science of Getting Rich - Video

Bossidy and Charan Execution - The Discipline of Getting Things Done

Brian Tracy The Answer - CD

Charles D. Hayes Self University

Charles Haanel Mental Chemistry

Charles Haanel The Master Key System

Dan Sullivan Industry Transformers

David Schwartz The Magic of Thinking Big

Gwartney, Stroup and Lee Common Sense Economics

James Allen As A Man Thinketh

Jim Collins Good to Great

Jim Rohn Building Your Network Marketing Business - CD

Joe Vitale The Missing Secret - Clearing Limiting Beliefs - YouTube

Joe Vitale The Key

John Assaraf Is Your Brain Sabotaging Your Success - YouTube

John Assaraf Winning the Money Game - Website

John Milton Fogg The People's Franchise

John Milton Fogg The World's Greatest Networker

John Milton Fogg Conversations With the World's Greatest Networker

John Milton Fogg Get Rich Slow

John Milton Fogg Money, Money, Money, Money, Money

John Naisbitt Megatrends

King and Robinson The New Professionals

Kiyosaki and Trump Why We Want You To Be Rich

Malcolm Gladwell Outliers

Marianne Williamson Our Deepest Fear

Max Steingart Endless Free Leads 4.0

Maxwell Maltz Psycho-Cybernetics

McBrein and Walper Get Rich, Stay Rich, and Pass It On

Michael E. Gerber The E Myth Revisited

Mike Dillard Magnetic Sponsoring

Mike Filsaime Virology - The Secret Science of Viral Marketing

Mike Lewis All About Network Marketing Report #7

Napoleon Hill Think and Grow Rich

Paul Zane Pilzer Unlimited Wealth - The Theory of Practice of Economic Alchemy

Paul Zane Pilzer The Next Millionaires

The Tip of the Ice Berg - a thousand data points - my panel of experts

Paul Zane Pilzer The Wellness Revolution

Paul Zane Pilzer The Next Trillion

Rhonda Byrne The Secret

Ric Edelman Ordinary People, Extraordinary Wealth

Richard Brooke Mach II With Your Hair on Fire

Richard Poe The Wave 4 Way to Build Your Downline

Richard Poe Wave 4 - Network Marketing in the 21st Century

Robert Frank Richistan

Robert Fritz The Path of Least Resistance

Robert G. Allen Creating Wealth

Robert Kiyosaki The Perfect Business - YouTube

Robert Kiyosaki The Business School For People Who Like Helping People

Robert Kiyosaki Cashflow Quadrant

Robert Kiyosaki Rich Dad Poor Dad

Sandy Botkin If You Don't Have a Home Based Business, Start One Today!

Simons & Chabris Selective Attention Test - YouTube

Stephanie Chandler From Entrepreneur to Infopreneur

Steven Pressfield The War of Art

T Harv Eker Secrets of the Millionaire Mind

Thomas Friedman The World is Flat

Thomas J. Stanley The Millionaire Mind

Tim Sales Interview With Prof. Charles King - YouTube

Tim Sales What the Wealthy Buy on Pay Day - Online Video

Tim Sales Brilliant Compensation - Online Video

Tim Sales Professional Inviter - CD Course

Tom Peters In Search of Excellence

Vitale and Mok The E Code

Wallace D Wattles The Science of Getting Rich

Wayne W. Dyer Change Your Thoughts Change Your Life

The Usual Why?

ACTION STEPS

Define Your ”Why”

Really explore the reasons WHY you are in this business. The more you focus

on WHY you’ve joined Shaklee, the more likely you’ll achieve what you want

and need.

To get a fix on what motivates you, rate yourself on the following from

1 to 10, with 10 being the most important:

I want:

______ To set my own schedule

______ To provide for my family without spending time away from them

______ To be my own boss

______ To be paid what I’m worth

______ To determine when I’ll receive a raise

______ To know I cannot be laid off from my job

______ To enjoy my work

______ To make a difference in the lives of those with whom I interact

______ To help others be successful; to be a resource to help them define

and get what they want

______ To be a part of a company that values me

______ To be recognized and rewarded for my commitment and hard work

______ To have a business that can be passed down to generations

______ To drive a new car

______ To take a wonderful trip to an exotic place

______ To contribute to (or start) a retirement fund

______ To start a college fund for my children/grandchildren

______ To be able to support a cause or charity I feel strongly about

12 F1RST STEP RESOURCE GUIDE

Step 1: DREAM

SPONSOR LIST

COMMITTEACH

SHARE INVITE

DREAM

1

4

2

3

5

6

7

You can

accomplish

any goal if

you have a big

enough WHY.

Identify Your Dreams

Use the exercise at left to help you answer the questions below.

What would you love to have that you don’t have now?

____________________________________________________________________

____________________________________________________________________

If you could eliminate one thing from your life, what would it be?

____________________________________________________________________

____________________________________________________________________

If money and time were not issues, what would you like to do in your life?

____________________________________________________________________

____________________________________________________________________

What does your family need/want that they don’t yet have? A car? A house?

College fund? Vacation? Nest egg?

____________________________________________________________________

____________________________________________________________________

Summarize your DREAM: ______________________________________________

____________________________________________________________________

What do you want in 6 months?

____________________________________________________________________

What do you want in 1 year?

____________________________________________________________________

What do you want in 5 years?

____________________________________________________________________

Think about the difference between what you WANT and what you MUST HAVE.

When you position these goals as “I WILL HAVE” instead of “I want,” you will be

more likely to do the necessary activities to make them happen.

F1RST STEP RESOURCE GUIDE

Step 1: DREAM

SPONSOR LIST

COMMITTEACH

SHARE INVITE

DREAM

1

4

2

3

5

6

7

”Your future life

will be exactly

what you decide

to make it.”

— Dr. Forrest C.

Shaklee

13

What Should Your Goal Be?

That will largely determine where you want to be in your Shaklee Business.

How much money do you want to make a year from now? (Think “must make!”)

Weekly $ _________________

Monthly $ _________________

How much money do you want to make right now?

Weekly $ _________________

Monthly $ _________________

Your goal: the rank of Director

To put you on a good income track, successful Business Leaders recommend

that you target the rank of Director, the first leadership level in Shaklee. Why

Director? Because that Shaklee rank positions you to be eligible for all the

income and benefits available with Shaklee. Successful leaders also recommend

you work to reach the rank of Director in three months or less. Why? Because

you become eligible for increased income when you achieve Director in that time

frame. This guide will help you begin to develop an Action Plan to Director, help

you set income projections, and identify the activities you will do to get there.

Other Great DREAM Ideas:

Be sure to watch the DREAM course in Shaklee University. Presidential and

Lifetime Master Coordinator Gary Burke really brings home the value of

determining WHY you are building a Shaklee business. Follow his advice

and focus on the possibilities—not the obstacles! Let your dreams and

your vision be your drivers.

“You have to be willing to do the HAVE-TOs

to get the WANT-TOs.” — Presidential and Lifetime Master Coordinator Gary Burke


Step 1: DREAM

SPONSOR LIST

COMMITTEACH

SHARE INVITE

DREAM

1

4

2

3

5

6

7

Set Shaklee

goals big enough

to help you

reach your

dreams.

15F1RST STEP RESOURCE GUIDE

Step 1: DREAM

SPONSOR LIST

COMMITTEACH

SHARE INVITE

DREAM

1

4

2

3

5

6

7

How Much Time Are You Willing to Commit

Each Week to Reach Your Dreams?

Specify on the schedule below the hours you already have commitments and

which ones you can devote to your business.

Sunday Monday Tuesday Wednesday Thursday Friday Saturday

8 AM

9 AM

10 AM

11 AM

NOON

1 PM

2 PM

3 PM

4 PM

5 PM

6 PM

7 PM

8 PM

9 PM

Your Dream Board

Successful Shaklee Leaders encourage people to create a Dream Board

or a Dream Book to keep their dreams alive. Often Shaklee Distributors

make their screen saver their Dream Board. The nice thing about the

screen saver is that it pops up each and every time you log on to your

computer to remind you of WHY you started your Shaklee business in

the first place. Whatever you choose to do, keep your dreams and goals

in front of you at all times.

How to create a Dream Board

Take a simple bulletin board and pin up some pictures of what you want,

or paste some pictures in a Dream Book.

Be specific. Think this through.

For example:

What kind of house would you want?

A new car? Get a picture of the specific model and color.

A picture of the vacation you want—a beach in the Bahamas or Bora Bora?

A college education for your kids?

A certain amount of money you earn each month? Each year?

Money to invest toward your future and retirement?

A Shaklee title—Director, then Executive Coordinator, then Key and

Master Coordinators

Whatever you want, that’s what should go on your Dream Board.


Shaklee offers

people the

opportunity

to dream.

Step 1: DREAM

SPONSOR LIST

COMMITTEACH

SHARE INVITE

DREAM

1

4

2

3

5

6

7

What’s Possible? With the Shaklee Dream Plan,

you decide. Want to take the

family on a luxury trip? Be

able to afford a new car? Earn

enough to pay off a bill or fund

a favorite hobby? Identify your

dreams and get ready to make

them happen!

Atlantis!

Pay for my

daughter’s

college tuition

Create Your Own

Dream Board

17F1RST STEP RESOURCE GUIDE

Step 1: DREAM

New Directors

Conference!

I want that blue box!I see myself walking across the

stage accepting this blue box in

recognition of my achievements.

Help my sister lose 10 pounds,

and sponsor 10 people

I can hardly wait for my new kitchen

Travel to the

Shaklee Home

see Shaklee

headquarters

New Directors Conference

!"#$%&"'$("))*++$&,$-"#&.!/0&#$1*2/,3'$1&'42&&4!

$

$

!" #$%&'()'*)+',-.//0'1%2&')+&')3'4536'&$%&'*)+'()27&'$%86'2)19':6&'

;<6=535=>'%2('?6@6@A6?>'2)')26'64;6'1544';66'&$5;>';)'()27&'$)4('A%=BC''

DDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDD




DDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDD'

'

E" #$%&'5;'&$6'?6%4'3)+2(%&5)2'3)?';+==6;;9'






'

F" G)1'%?6'=$54(?62'%A46'&)'46%?2'&$52H;';)'I+5=B4*9'#$%&'5;'%'26H%&586'&)'

&$5;'%A545&*'3)?'52&62;586'46%?252H'&$%&'=$54(?62'$%869'






'

J" #$%&'%?6'A?%52'1%86;>'%2('1$%&'()'&$6*'$%86'&)'()'15&$';+==6;;9'






'

'

'

'

'

The Next Wave Why?

“Some men seem to attract success, power, wealth,attainment, with very little conscious effort; others conquer with great difficulty; still others fail altogether to reach their ambitions, desires and ideals. Why is this so? Why should some men realize their ambitions easily, others with difficulty, and still others not at all? The cause cannot be physical, else the most perfect men, physically, would be the most successful. The difference, therefore, must be mental - must be in the mind; hence mind must be the creative force, must constitute the sole difference between men. It is mind, therefore, which overcomes environment and every other obstacle in the path of men.”

Charles F Haanel - “The Master Key System”

In other words: “Do you remember reading about Bell Curves and normal distribution in school? It’s a great way to illustrate the average versus the extremes. While I don’t want to get into the math of it, I do want to use the picture below to illustrate a point. In almost every facet of life, there are people who fall into categories. Whether it’s about an item you purchased, something you watched, a place you live or a way of life, there are always variations in personal opinions regarding the perception of the subject.”

Source: http://www.nextwavedv.com/the-bell-curve-of-creative-content-commenting/

Maslow’s Hierarchy of Needs

Self Esteem Belief

CongruenceResistance

Results

Lo Hi

Lo Hi

Lo Hi

Lo Hi

Lo Hi

Conscious MindConscious Mind

Subconscious MindSubconscious Mind

OK OK

OKOK

OK

RAS / Amygdala

Habits

Programming

Nero Pathways

StimuliBrain Science 101Brain Science 101

Action

Experience

Thought

Sight

Touch

Sound

Smell

Goals

Receptors Receptors

ItIt’’s the subconsciouss the subconscious

mind that determinesmind that determines

what getwhat get’’s done or s done or

not done by the body! not done by the body!

Orders

It’s clear – to get higher results people must change their

beliefs and habits - programming.

The only other way for people to experience higher results

is for their circumstances to change. Something completely

external to them. Something they had very little or nothing

to do with creating.

Examples include: fire, the wheel, printing, automobiles, computers, cell phones

and most other things that usually are the result of some technological advance.

1

How do your beliefs limit your actions?

But I want this car!

…but I can’t afford it!

I need a car.

Poor me!

Can you pick out the limiting belief?

I guess I have to buy used.

Trust me.

This is all

you

can afford!

But what if my circumstances changed?

Wow this is cool!

=

2

Aunt MarionMe

Or maybe…?

Thank you Aunt Marion!Lovingly, your favorite nephew …ME

Obituaries

Silver lining to adark cloud

…or perhaps a lucky break?

Yippy…Oh boy!!!A short visit to the bank and it’s mine.What a steal!

3

You will always findYou will always find

a way to sabotagea way to sabotage

anything that you anything that you

feel you donfeel you don’’t t

deserve!deserve!

Stories of lotto winners that blow it all in no time at all are Stories of lotto winners that blow it all in no time at all are legendary!legendary!

You’ll always bePoor Me

But if your limiting belief isBut if your limiting belief is……

I’m not good enough --

or I’m not smart enough --

or I believe rich people are bad –

or This is too easy it must be a scam --

Your comments and suggestionsYour comments and suggestionsare welcome at:are welcome at:

[email protected]@nextwaveincorporated.com

One of the best examples of a universal change in circumstances was what

Henry Ford did to completely alter transportation and the manufacturing

process.

Ford realized that automobiles were available but the cost was prohibitive

for most people to take advantage of the new horseless buggy.

His engineers studied how meat was processed using conveyor belts

and came up with the idea of manufacturing autos using a somewhat

similar system. Ford found a way to make cars available to everyone at

an affordable price.

He put into place a change in circumstance that allowed anyone who wanted

a car to have one without making the personal change needed to make

enough money to afford the expensive version.

The Path of Least Resistance

The path of least resistance describes the physical or metaphorical pathway that provides

the least resistance to forward motion by a given object or entity, among a set of

alternative paths. The concept is often used to describe why an object or entity takes a

given path.

In physics, the path of least resistance is always taken by objects moving through a

system. For example, water flowing downhill follows the path of least resistance as it is

pulled downward by gravity. Atmospheric disturbances (storms) flow on the path of least

resistance by flowing toward zones of low barometric pressure, where lower air density

offers less impedance to the storm system than higher pressure zones.

The path of least resistance is also used to describe certain human behaviors, although

with much less specificity than in the strict physical sense. In these cases, resistance is

often used as a metaphor for personal effort or confrontation; a person taking the path of

least resistance avoids these. In library science and technical writing, information is

ideally arranged for users according to the Principle of least effort, or the path of least

resistance. Recursive navigation systems are an example of this.

Hikers choose the easy way to cross hills.

Source: Wikipedia – The Free Encyclopedia

For our purposes:

“It’s easier to change structures than it is to change people”

Also:

“Tim Sales teaches a three-part formula: invite, present, train. Of these, by far the most

critical is inviting. You can have tools and other people do the presenting and training

for you— but inviting? That part's up to you; that's what you've got to get good at.”

Next Wave does all the rest; presenting, training, marketing, managing,

tracking, organizing and systemizing.

Robert Kiyosaki teaches that there are 3 common business opportunities

available for average people today:

1 – Start a business using your own good idea.

2 – Buy into a franchise that already is proven to work.

3 – Look for and find a network marketing (MLM) opportunity.

Everyone says that business is the key to prosperity. And everyone, I mean

everyone says that network marketing is a business that should be

considered by average people.

The problem is that the success rates in 1 and 3 are notoriously poor and

the cost to get into a franchise is higher than most people can afford. All

usually require the owners active participation in the business.

Business Facts Are:

There is a 4th kind of business to get into. Let’s call it the Warren

Buffet approach to business. It involves buying an ongoing concern.

A business that is already up and running, hopefully successfully.

There are at least four potential problems to be aware of:

1-The cost may be prohibitive – similar to franchises.

2-There is no guarantee that the company will keep running the same

as it did with the previous ownership and management.

3-The time and expertise required to run the business successfully

needs to be considered.

4-The market at any given time may be quite limited as to the number

of on going concerns available for purchase.

Having said that the success rate is historically higher with this

method than any other.

Why Net Work Marketing (MLM) Doesn’t Work Generally

“Look, only two percent of all the men and women who start a Network Marketing business ever really make it anywhere near the top of the pay plan. Most people are either just getting by with a $5.25 per hour, part-time job, or they have a hobby that costs way too much and has become no fun at all!

And do you know who these heavy hitter, two-percenters are?

They’re those high-powered people with a successful sales background; experienced entrepreneurs who’ve already built a number of prosperous companies before. Those self-starting, never-fail, center-of-influence, get-up-and-go-getters you could drop naked in the Sahara desert and two weeks later they’d drive out in a car qualified Mercedes convertible with a Network of 10,000-plus and a six-figure check! I know we like to say that anybody can make it in Network Marketing, but the truth is most people can’t, don’t and won’t!

Why?

Most people won’t succeed in this business because they’re trying to do those things that only a very few, uniquely talented, extremely confidant and highly driven people have ever been able to do successfully. And unless you’re one of them— a super star right out of the box— it’s probably not going to work for you.

Please, I have a better idea. Like those great ads for Apple’s Macintosh used to say, this is the way for the rest of us.”

John Milton Fogg – “Get Rich Slow”

Why Franchises Work

First – it (the business) must work because it (the business model) is made up of perfectly predictable components that always (as in every time they are used) produce a given result. Next – it must be perfectly replicateable any and every time by anybody without regard to intelligence, skill sets, gender, physical attributes or access to resources (see note). Note: It may take money to buy a franchise but money is not why they work. They work because they are systems (made up of perfectly predictable components) dependant not people dependant.

The Franchise Prototype: Thinking Like an Entrepreneur

So what is a Technician to do? Stop thinking about the technical work and start thinking about

the company you are creating. Shift your relationship to the business to one that is healthier

and more profitable by understanding that (1) the business is not your life (although it may feel

that way much of the time); (2) the business is there to serve your life; and (3) to have a life,

the business cannot be dependent on you. You have to get out of the way. You have to move to a

different business model. One that makes sense. “Doin’ it, doin’ it, doin’ it” will never get you

where you want to go.

The most effective conceptual framework for building a successful business is to view your

current operation as the prototype for a large number of franchises or turnkey operations just

like it. Even if you never plan to open another location, this perspective will help you create a

business that delivers a consistent, quality experience to your customer, time and time again.

You need to develop a successful “way” to do business — your company’s way. You must

develop systems that enable your employees to run the operations of the business. In other

words, your company must be systems-dependent, not people-dependent.

This requires that you see yourself as the leader of the business, not just the highest paid

employee! When you begin to take on the mantle of leader, everything begins to change

because you begin to change, not only leading others to a common goal, but also leading the

creation of a world-class company. Let’s explore what it means to lead.

The Five Essential Skills

As the leader of your company, you must take a good, hard look at yourself, assess your

strengths and weaknesses, and be willing to develop the skills that will ensure your success. As

a leader, you must be committed to learning, as well as changing personal patterns or

unproductive habits that may be getting in your way of achieving

results. Developing the following five skills are essential to becoming

a powerful leader of your business

The first is concentration. The skill of concentration is the ability to

focus your attention now, where you are. Without the skill of

concentration, you can’t even begin to do things in a determined,

fundamentally focused manner. Concentration is focus.

The second essential skill is discrimination. Once you’ve begun to

develop the ability to concentrate, you need to decide what you’re

going to focus on. Discrimination is how you choose between this

and that, between the most strategic and the most tactical.

The skill of discrimination needs to be practiced so that you begin to

intentionally choose to do the most important things for the most

important reasons. When you hone this skill, you can tap into more

focused energy.

The E-Myth Point of View

Page 3

Copyright © 2005 by E-Myth Worldwide. All rights reserved. No part of this publication may be reproduced or transmitted in any form or by any means, electronic or mechanical, includingphotocopy, recording, or any information storage and retrieval system, without permission in writing from E-Myth Worldwide.

The 5 Essential Skills

Concentration

Discrimination

Organization

Innovation

Communication

The Next Wave Difference

Every other program / plan / concept / idea starts and ends with a complicated

series of steps, the first of which is to pay money to enter their company as a

distributor and then shell out whatever money is necessary to do the marketing

necessary to attract other distributors. We love NPN but you can see this

approach on their member back office website.

Next Wave on the other hand starts with the most important step you can take

before spending any money on distributorships, marketing tools or products.

The most important question is – can you find three other people willing to join

you in business?

This will cost you the current affiliate fee which is guaranteed refundable if you

can’t get three people to join you. You never have to do anything else or take

another step until you see if that works. The only thing you have to do is plug

(invite) people into the Next Wave Marketing System. Don’t follow up, sell, explain,

argue or work with them unless they call or contact you with a question. Let the

system do all the work while you do one thing and one thing only – INVITE!

The question is:

Can network marketing (MLM) be made to look, act and produce

results like a franchise by using available technology and the internet

and be so easy to do the anyone can be successful without regard to

intelligence, skill sets, gender, physical attributes or access to

money or other resources?

First let’s work on changing the business model instead of changing you!!

The Next Wave Wealth Creation Cycle –

The 30/60/3 Plan

Understand Why

Understand

How

Create Cash Flow

Create Wealth /

Self Improvement

A different A different WhyWhy

A different A different HowHow

A different A different FocusFocus

A totally different A totally different

Approach Approach

Recap 30/60/3 Plan Mo 1 Mo 2 Mo 3 Mo 4 Mo 5 Mo 6 Mo 7 Mo 8 Mo 9 Mo 10 Mo 11 Mo 12 Totals Annual

Sponsored Affiliates 3

Secondary Affiliates 3

Monthly costs:

Beg Savings 0 0 5 18 40 54 216 118 5,546 37,234 74,924 134,290 252,444

Additional Savings 30 0 0 0 0 0 0 0 0 0 0 0 30

Vendor Cost:

Next Wave 30 -30 -30 -40 -40 -50 -50 -50 -50 -50 -50 -50 -50

Vendor 1 10 0 -10 -10 -10 -10 -10 -10 -10 -10 -10 -10 -10 -110 -120

Vendor 2 40 0 0 0 0 -40 -50 -100 -200 -200 -200 -200 -200 -1,190 -2,400

Vendor 3 500 0 0 0 0 0 0 -599 -500 -500 -500 -500 -500 -3,099 -6,000

Total out lay -30 -40 -50 -50 -100 -110 -759 -760 -760 -760 -760 -760 -4,939 -9,120

Income:

Affiliate Comm 0 45 60 60 75 75 75 75 75 75 75 75 765 900

GDI 0 0 3 12 39 120 363 363 363 363 363 363 2,352 4,356

NPN 0 0 0 0 0 77 128 266 545 692 813 813 3,332 9,756

Shaklee 0 0 0 0 0 0 96 5,485 31,465 37,320 58,875 7,975 141,216 95,700

Total Income 0 45 63 72 114 272 661 6,189 32,448 38,450 60,126 9,226 147,664 110,712

Income (loss) -30 5 13 22 14 162 -98 5,429 31,688 37,690 59,366 8,466 142,726

End Savings 0 5 18 40 54 216 118 5,546 37,234 74,924 134,290 142,756

Amount you need in an investment at6.00% to make an annual income of $110,712 = = = = = = = = = = = = = = = = = = = = = = = = = = = = = = = = = = = = = >$1,845,200

a note about the following stuff: i have nothing to sell ... · pdf filethe following stuff...

Documents