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Articles by Cheryl A. Clausen

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255 articles by Cheryl A. Clausen · showing 50

Browse every published article connected to Cheryl A. Clausen, or search within this exact expert archive.

By Cheryl A. ClausenDec 7, 20071 topic

Insurance Marketing: Just Because Everyone Is Doing It Doesn't Mean It Works

Are you trying to attract clients the same way everyone else is trying to attract clients? Are you using traditional marketing and wondering why it isn't working? Traditional marketing and also run marketing just aren’t worth your time and efforts because there is very little likelihood of either approach producing the results you want. n n If you’re running the same branding advertisements and offering the same boring seminar as all the other agents, no one has a

Primary topic: Marketing Strategy

Marketing Strategy

650 views

By Cheryl A. ClausenDec 7, 20071 topic

Sales Techniques: Fail To Plan, Plan To Fail

You've heard it before, but you don't understand the impact and implications. You can't get the results you want if you either don't know how, or won't take the time to plan to get them. Your natural instinct is to just go-go-go rather than plan, so you know when and where to go to get the best results. n n Here’s the way you approach sales success. You think you have to be running to an appointment or running to get an appointment at full tilt. You rush into the appoin

Primary topic: Sales Training

1,001 views

By Cheryl A. ClausenDec 7, 20071 topic

Insurance Sales: Discovery Or Interrogation

You understand that questions are a critical part of the sales process. Yet, questions aren't producing the results you want. That’s because the way you structure the questions you ask, and the intent behind them have a dramatic impact on the prospect. n n Questions serve as a means to establish rapport with the prospect. Through questions you can put the prospect at ease, get them to open up to you, and feel comfortable with you. To make that happen though your questio

Primary topic: Sales Training

2,121 views

By Cheryl A. ClausenDec 6, 20071 topic

Insurance Sales: Do You Hate To Prospect?

Even members of the MDRT will tell you they don’t really like prospecting, but they know it’s something they have to do. Prospecting should be something you look forward to with excited anticipation because you can’t sell anyone anything until you have someone to talk to, but you don’t. And you don’t because you don’t like being told “no”. n n You need a system for prospecting to be good at it. But a system is worthless if you w

Primary topic: Sales Training

763 views

By Cheryl A. ClausenDec 5, 20071 topic

Sales Symphony

Have you ever played the piano? If you’ve ever learned to play the piano, or any other musical instrument for that matter, you know that at first the learning process is very mechanical. First, you have to figure out what keys relate to what note. Then you begin to methodically try and turn the written music on the page into the song this written music is supposed to produce. n n In the beginning it’s a rather agonizing process. Then it becomes easier and perhaps

Primary topic: Sales Training

715 views

By Cheryl A. ClausenDec 3, 20071 topic

Insurance Sales: I Know Just What You Need

How many times have you met with a prospect, heard what they said, and then offered a solution only to be told “no”? More often than not, right? Well you may be causing yourself to get a “no” when you should be getting a “yes”. n n Of course, you don’t want a “no” but you don’t realize what you’re doing that is causing the “no”. So let’s replay the scenario and discover where you’re goin

Primary topic: Sales Training

640 views

By Cheryl A. ClausenNov 29, 20071 topic

Insurance Sales: But They Told Me They Wanted It!

Has a prospect ever told you they wanted to buy, and then changed their mind? Or they bought and then almost immediately backed out of the deal, wanted a refund, or canceled their premium. Were you left wondering how that could happen when they seemed so excited and on board? n n If you’ve never experienced this you’ve got to be green. Every beginner and many seasoned professionals experience this and they don’t understand why it happens. The explanation is

Primary topic: Sales Training

648 views

By Cheryl A. ClausenNov 28, 20071 topic

Insurance Marketing: Why Aren't These Sales Letters Working?

You thought the fastest way to grow your business would be to buy a coaching program from a top insurance producer. You bought the entire marketing package, but you sure aren't getting the results the super producer did and you can't figure out how that can be. Well, sparky it isn’t working because you’re screwing it up and you don’t even know you’re doing it. n n Let’s start by looking at the lead generation sales letters you got. When the top p

Primary topic: Marketing Strategy

Marketing Strategy

1,011 views

By Cheryl A. ClausenNov 28, 20071 topic

Sales Techniques: Are You Following-up?

The ugly truth is that most salespeople have poor or non-existent follow-up. And you have all kinds of excuses for why you don't do it. Let’s take a look at them, and you’ll begin to understand that a lot of your sales struggles are the result of your behaviors rather than your skills. n n You collect leads at trade shows, networking events, tips groups, etc. and you never contact the people whose card you have in your possession. These are people that you’v

Primary topic: Sales Training

644 views

By Cheryl A. ClausenNov 28, 20071 topic

Insurance Sales: A Needs Analysis Isn't A Product Sales Tool

After you've done a needs analysis, do you get a lot of not now's and other objections? That's because you're incorrectly implementing the right idea. And that happens because you think a needs analysis is a product sales tool and it shouldn't be. n n You see when you do a needs analysis you’re doing it so you can figure out what product you can sell the prospect. This is a backward approach, and an incorrect implementation of the concept. And the reason it backfires on

Primary topic: Sales Training

1,222 views

By Cheryl A. ClausenNov 28, 20071 topic

Do You Have The Enthusiasm Of A Top Producer?

I don't mean the hyper-active jumping up and down talking too much enthusiasm of a person who lacks self-control. I do mean your energy and the way you control that energy, and how it's conveyed to potential buyers. It’s been said many times and it’s still true that the first person you have to sell is you. n n If you don’t believe in and if you’re not excited about what you’re selling you won’t have sales success. When you do believe in wh

Primary topic: Sales Training

675 views

By Cheryl A. ClausenNov 28, 20071 topic

Want To Work With Customers Who'll Get You the Greatest Return on Your Time Investment?

It's as easy as 1-2-3. First, you have to identify who those customers are. Second, you have to know what they’re actively looking for. Third, you have to develop a message and the right bait to get their attention and interest. n n The customers with the greatest potential for you represent your target market. You need to have enough clarity about this specific group of customers that you know their names. In fact, you want to list the top 10-100 prospects that you wan

Primary topic: Customer Service

Customer Service

974 views

By Cheryl A. ClausenNov 26, 20071 topic

Sales Techniques & You

Have you read, studied, perhaps even trained on the sales techniques offered by the best salespeople out there yet they just don't seem to work when you do them? Are you frustrated and confused as to why and how that could happen? Whether you’ve studied Zig Ziglar, Tom Hopkins, Jeffrey Gitomer, Neil Rackham, or any other of the biggest names in sales training there is one thing you know beyond a doubt, and that is that there is unequivocal evidence that what they’

Primary topic: Sales Training

736 views

By Cheryl A. ClausenNov 26, 20071 topic

Insurance Marketing: 23 Ways You Can Market Yourself

Is the problem that you can't sell or that you don't have anyone to sell to? If you're like most agents your number one problem is generating qualified leads. By qualified leads I mean someone who fits your description of an ideal client, who wants what you have, who can make a “yes” decision, who has the money to do business with you, and who is ready to make a buying decision now. n n If you had an appointment book filled with these people, and you couldn’

Primary topic: Marketing Strategy

Marketing Strategy

737 views

By Cheryl A. ClausenNov 26, 20071 topic

Are Your Insurance Sales Hot Like A Bowl Of Chili?

If your sales aren't hot you may be frustrated and confused. You know the sales and marketing systems you're using are working for others, but they aren't working for you. How or why can that be? n n Because you’re reading this article I’m pretty confident that you have at least some experience and knowledge with eating. And that’s why I think you’ll be able to relate to the examples I’m going to use to convey my point even if you’ve never

Primary topic: Sales Training

671 views

By Cheryl A. ClausenNov 20, 20071 topic

Insurance Sales: Closing Anxiety?

Why do perfectly normal people break out in a sweat when it comes time to close the deal? Normal people have closing anxiety because they haven't properly handled the earlier steps in the sales process. Closing should be nothing more than a natural conclusion to a selling conversation. n n If you’re suffering from closing anxiety it’s due to one of four reasons. The prospect didn’t agree to a selling conversation in the first place. You confused the buyer by

Primary topic: Sales Training

779 views

By Cheryl A. ClausenNov 19, 20071 topic

Time Management Tips To Get Top Sales People Focused On The Right Things

As a sales person, if you aren't focused on doing the right things at the right time you lose financially. Or you work yourself to death trying to hit your targets. But, if you’ll do a little planning before you take action you can have the financial rewards you want without working unnecessarily hard. n n Ideally you want the majority, if not all, of your actions to take you closer to a paycheck. Prospecting is how you fill your sales funnel, but all too often sales pe

Primary topic: Time Management

Time Management

842 views

By Cheryl A. ClausenNov 19, 20071 topic

You Can't Sell Insurance To People Who Don't Want To Be Sold To

Yet, you waste a ton of time and energy trying to do just that. When you could be selling a whole lot more insurance, and doing a whole lot less work if you just knew how. Instead of trying to convince a suspect, only focus your efforts on people who’ve already decided they want what you have. n n It isn’t that the people who don’t want to be sold are rejecting you they’d reject anyone because they just don’t want and don’t have an interest

Primary topic: Sales Training

674 views

By Cheryl A. ClausenNov 19, 20071 topic

Insurance Sales: If You have To Cold Call

Cold calling would never be my first recommendation for success, but there are times when you may have no alternative. So, why not learn how to do it well if you have to do it anyway. There are a few simple things you can do to do it better and have greater success. n n If you’re fairly new in the industry your sales manager will force you to do it, and if you’ve been in the industry awhile but you’ve never learned how to market yourself you may have to do i

Primary topic: Sales Training

659 views

By Cheryl A. ClausenNov 19, 20071 topic

Insurance Marketing: Are You Recession Proof?

There are three approaches you can take if the forecasted recession becomes a reality. You can watch it happen and allow it to determine your future, you can hunker down hoping to survive it, or you can develop a plan to grow because of the recession. The choice and the result is yours. n n It’s never a good idea to allow external circumstances to determine your future. Start identifying how you’ll be impacted by a recession if you do nothing to protect yourself.

Primary topic: Marketing Strategy

Marketing Strategy

766 views

By Cheryl A. ClausenNov 14, 20071 topic

Insurance Sales: How To Get Referrals & Never Be Pushy

The way you're trained to ask for referrals is pushy, obnoxious, and downright embarrassing. You hate it and your clients hate it, and it does nothing to further you’re relationship. You ask clever questions like, who are the three people who speak most highly of you. n n Choke, puke, gag. Stop it and stop it right now if you’re using these horrendous highly manipulative tactics. You don’t have to stoop to these high pressure approaches to get the referrals

Primary topic: Sales Training

1,332 views

By Cheryl A. ClausenNov 14, 20071 topic

You Can Tell Who Will Succeed Based On Their Speed of Implementation

Successful people immediately take action to implement their plans and ideas. In contrast, unsuccessful people rarely ever implement anything they learn. They get caught in the learning and analysis trap and can’t move forward and take action. n n Plus unsuccessful people don’t take action because they have to ask everyone around them for their opinion. And usually the people around unsuccessful aren’t successful people. So, why would you ask someone who can

Primary topic: Success Coaching

Success Coaching

614 views

By Cheryl A. ClausenNov 14, 20071 topic

Time Management Tips: Are You Spinning Your Wheels Chasing Down Call Backs?

This time management tip is for sales professionals/business owners helping them to be more time effective and increase their sales. You like activity and lots of it because you think if you’re taking action you’re being productive but frequently you’re shooting yourself in the foot. First, let me ask you where is your greatest potential for immediate sales? n n The answer is, of course, your current customers. The people who bought from you once are highly

Primary topic: Time Management

Time Management

749 views

By Cheryl A. ClausenNov 12, 20071 topic

Insurance Sales: Are You Winning The Sale before The Sale?

Isn't it true that before you can ever sell anyone anything you have to sell them on having an appointment? Do you find it challenging to fill your appointment book? Wouldn’t you like to hold appointments each week with people who are genuinely interested in doing business with you? n n You can. You just have to realize that selling starts way before the appointment. That means you have to set yourself up to attract the people you want to work with. nn Be very clear abo

Primary topic: Sales Training

679 views

By Cheryl A. ClausenNov 12, 20071 topic

Do You Know How To make Your Plans For Success Come To Life?

If you can't turn your plans into reality you're just a dreamer. Stop being a dreamer and start being an achiever. To do that you will need a plan, and you will need to turn that plan into actions. n n You have to develop the power to turn plans into actions. You have to develop the ability, strength, and capacity to achieve the success you want. You develop this ability through your own actions and the help you get from others. nn Your power to turn plans into action will co

Primary topic: Success Principles

Success Principles

854 views

By Cheryl A. ClausenNov 12, 20071 topic

Time Management Tips: Do You Break It Down Into Actions?

This one simple idea will help you to feel less stressed. Plus you'll make better use of the time you have. And all it takes is analyzing the whole of any project to break it down into the individual actions you will take or delegate. n n Let’s be clear about what constitutes a project. A project isn’t necessarily some gigantic undertaking that you’re involved in at work. A project is anything that requires more than one action on your part. nn When you don&

Primary topic: Time Management

Time Management

714 views

By Cheryl A. ClausenNov 9, 20071 topic

Sales Techniques: Does It Make Sense To Keep Doing What Isn't Working?

Persistence is good, but not if you're persistently doing the wrong things. That's just being pig headed and stupid. But you do it because you allow yourself to be mislead into thinking that sales is a numbers game and that if you just keeping doing it you’ll eventually get what you want. n n Sales is a numbers game for sales people who haven’t taken the time to set themselves up for success. If you don’t want to keep getting rejected and walking away withou

Primary topic: Sales Training

658 views

By Cheryl A. ClausenNov 9, 20071 topic

Success Is Easy You Make It Hard

You make it hard by telling yourself it's hard. You make it hard by avoiding action. The combination of your thoughts and your inaction is ruining any chance you have for success. n n Successful people think and act differently than unsuccessful people. You can adopt the thinking and the commitment to action that they have and you can succeed too. But here is why you probably won’t. nn The way you think is a habit and it takes a conscious effort and determination to bre

Primary topic: Success Principles

Success Principles

828 views

By Cheryl A. ClausenNov 9, 20071 topic

Time Management Tips: Do You Have Goals?

Goals can help you to make the most effective use of your time. Most people understand that goals are important but they aren't very good at setting and getting them. And that creates a lack of focus and that lack of focus causes you to make poor time related decisions. n n One reason people mess up with their goal setting is that they try to set way too many goals. You can’t focus on or track too many goals so you’re better off setting a few goals and really conc

Primary topic: Time Management

Time Management

749 views

By Cheryl A. ClausenNov 8, 20071 topic

Time Management Tips: Do You Act before You Think?

Do you start your day running to your first appointment? How often do you get to your first appointment only to find that you don't have what you need? These are clear signs that it’s time for you to slow down, and plan what you’re going to do before you take action. n n I know it seems counter intuitive, but you’ll get more done faster with less stress if you set aside proper planning time. Sales people love action and they would rather be doing than thinki

Primary topic: Time Management

Time Management

742 views

By Cheryl A. ClausenNov 8, 20071 topic

Are Blaming And Complaining Habits That Are Keeping You From Success?

Until you accept full responsibility for your current conditions you'll use excuses, blame others, and complain about your lack of success. None of those habits and behaviors move you closer to success. They only take you farther away from success, and they do so rapidly. n n Whether you like your current situation or hate your current situation you have yourself to thank. When you realize that you created whatever your experiencing now you can take responsibility for changin

Primary topic: Success Principles

Success Principles

1,085 views

By Cheryl A. ClausenNov 8, 20071 topic

Translating Concepts Into Actions For Insurance Sales Success

When you begin to learn how to sell you’re learning at a conceptual level. Everything you read and hear sounds pretty good. After all it has worked for other people it should work for you, right? n n Well, yes and no. Yes, it has worked for other people. But you aren’t other people you’re you and what worked like gang busters for someone else may be a total flop for you. nn That doesn’t mean you are a failure, or that you can’t sell. It does mean

Primary topic: Sales Training

664 views

By Cheryl A. ClausenNov 5, 20071 topic

Insurance Sales: If You're in the Commodity Business Get Out!

There's plenty of competition for the price shoppers, and you don't want to play that game. Price shoppers are the worst clients you could ever ask for, so why would you ever want to attract them? But that’s exactly what you’re doing when you offer to quote someone insurance. n n Let the price shoppers search the internet or bother your competition for quotes, but don’t let them bother you. There is a very good reason for both you and the customer for not si

Primary topic: Sales Training

651 views

By Cheryl A. ClausenNov 2, 20071 topic

Success Through Continuous Action

To succeed you must transform your dreams into actions. You must take those actions each and every day to achieve success. And that’s why most people never succeed. n n Most people lack the persistence to take action each and every day. To succeed you must have a clear plan for what success means to you and how you’ll get it. Then each and every day you must take at least one action that will move you closer to what you want. nn But what happens to most people is

Primary topic: Success Principles

Success Principles

867 views

By Cheryl A. ClausenNov 2, 20071 topic

Time Management Tips: Don't Know What To Do Next?

When you look at everything you need to do are you feeling overwhelmed, and you don't know where to start? Are you even sure if you know everything you have to do? There are a few time management techniques you can use to get unstuck and going again. n n Begin by taking stock. Get out a blank piece of paper and list all the actions you’ve committed to taking. Don’t make the mistake of listing things that involve more than one action or ideas. nn You want to list a

Primary topic: Time Management

Time Management

787 views

By Cheryl A. ClausenNov 2, 20071 topic

Insurance Sales: Aren't You Selling Money At A Discount?

Aren't you selling your service rather than a product? So what are you doing marketing products? Stop trying to market or sell products and start increasing your sales. n n Dan Kennedy talks about the technique of selling money at a discount. And that’s exactly what you should be doing, but you’re approaching it all wrong. You’re using the approach of let me quote your insurance, and approach has low interest and low value. When you should be using the appro

Primary topic: Sales Training

1,091 views

By Cheryl A. ClausenNov 2, 20071 topic

Sales Techniques: Do You have a Strategic Sales Action Plan?

Do you want to shake up your sales results? It's time to rethink you're approach and come up with a plan that will produce results. A strategic sales action plan provides an implementable quantifiable path to significantly improve your results. n n Let’s begin by identifying the key elements of a strategic sales action plan. The key elements of your strategic sales action plan include: the value you provide, your unique market position, your marketing plan, your sales p

Primary topic: Sales Training

3,608 views

By Cheryl A. ClausenNov 1, 20071 topic

Insurance Sales: When You Make The Complicated And Confusing Simple You Win

Face it most people don't really understand insurance and they don't want to. When you make the complicated simple people will buy and they will buy from you. And there are two very good reasons for that. n n First, when you make it simple you remove a lot of the risk involved in a buying decision. People don’t want to look stupid, feel foolish, waste their money on the wrong thing, spend more than they need to, or buy things that don’t get them what they want. An

Primary topic: Sales Training

576 views

By Cheryl A. ClausenOct 31, 20071 topic

Insurance Sales: If You Can't Reduce Their Risk You Can't Earn the Sale

Why don't prospects buy? It's no secret they don't buy because they feel buying is too risky. And they have a very valid concern. With the wrong decision they can get locked into products that are completely wrong for them and too costly to walk away from. n n It’s your job to help them to identify their real risks and then use the facts to make a good decision. A lot of their concerns are based on perceived risks and information rather than facts. Just like any buyer o

Primary topic: Sales Training

667 views

By Cheryl A. ClausenOct 31, 20071 topic

Success - Do You Care Enough To Keep Trying?

Most people are looking for the instant path to success. They want success and they want it now and they don't want any challenges or obstacles along the way. Yet common sense tells you there’s no such thing as a free lunch, so how can you expect to have an idea and then have that idea instantly materialize into success? n n We both know that’s about as likely as winning a lottery or getting struck by lightning. To succeed you do need a valuable idea. Beyond that

Primary topic: Success Principles

Success Principles

823 views

By Cheryl A. ClausenOct 31, 20071 topic

Time Management Tips: It Isn't About Doing more It's About Being More Effective

Do you think time management tips are ideas to help you cram more into your day? Are you stressed out, exhausted, and irritable because you’re working so hard? It’s time for a time out. n n I hate to tell you this, but you’re focusing on the wrong things. If you think you just need to figure out how to cram more in your day you’ve taken a wrong approach. You’re focusing on efficiency. nn Efficiency comes from doing things in the least amount of t

Primary topic: Time Management

Time Management

772 views

By Cheryl A. ClausenOct 29, 20071 topic

Insurance Sales: The Secret Weapon For Influencing People

The secret to influence isn't what you probably expect. The big secret to powerful influence is in the way you listen. You have to know how to listen to unlock this powerful influencing force. n n Effective listening isn’t a natural skill and you make it unnecessarily hard for yourself. You make it hard to listen when you allow your mind to be cluttered with other thoughts, your thinking about what you’ll say next while the other person is still talking, you&#8217

Primary topic: Sales Training

715 views

By Cheryl A. ClausenOct 29, 20071 topic

Sales Techniques: You Aren't Born Creative You Become Creative

You probably think creativity is something those artsy aesthetics types have. You may be surprised to know that creativity is a learned skill. And you may be ever more surprised to learn that creativity can be a skill that leads to improved sales techniques. n n Creativity is just a thought process that produces ideas. To become creative you need a positive attitude. And you need to be open to allowing yourself to be creative. nn A lot of creativity is inspired by observing h

Primary topic: Sales Training

635 views

By Cheryl A. ClausenOct 29, 20071 topic

Success: Wear Your Courage On Your Sleeve

Do you have the courage to succeed? Success can't be had unless you have the courage to succeed. Courage is the ability to deal with difficulty, uncertainty, and pain without getting side tracked from your chosen course of action. n n Success requires heavy investment of your time, treasures, and emotion. The emotion is often the hardest part to deal with. When you want to succeed you put so much effort, so much time, and so much of yourself into the quest that it’s nea

Primary topic: Success Principles

Success Principles

1,037 views

By Cheryl A. ClausenOct 29, 20071 topic

Time Management Tips: Use The Power Of Positive Change Within You

The way you handle time is based on your mindset. Dave Kahle defines a mindset as a group of beliefs that are so deep and firmly held that they are the source of many of your thoughts. So how do your thoughts relate to how you handle your time? n n Your thoughts determine your actions and your actions determine your results. If you’re content with the way you handle your time now you aren’t very likely to make any real changes. But if the pain of how you deal with

Primary topic: Time Management

Time Management

881 views

By Cheryl A. ClausenOct 26, 20071 topic

Insurance Sales: The Solution To Turning Objections Into Sales

Are you tired of hearing "no" and "not now" when the answer should be "yes"? Accept responsibility and start getting "yes". There are three reasons you’re being told “no” and “not now” when the answer should be “yes”. n n The first reason is you fail to prepare. It isn’t like you don’t know the possible objections you’ll hear. Make a list of every question, concern, or objection the prospect could possibly throw at y

Primary topic: Sales Training

631 views

By Cheryl A. ClausenOct 26, 20071 topic

Success: You Can't Succeed If You Can't Make A Decision

Do you procrastinate? Does it seem like everything you try ends in failure? There’s a simple explanation for this. You can’t make a decision. And because you can’t make a decision you can’t succeed. n n Develop the habit of making decisions quickly. You think it’s hard to make decisions. The reason you find it so hard to make decisions is because you place too much focus on information over the facts, and you don’t have a clear plan for wha

Primary topic: Success Principles

Success Principles

5,127 views

By Cheryl A. ClausenOct 26, 20071 topic

Time Management Tips: Which Of These Mistakes Are Costing You Time?

Effective time management skills are based on your goals and integrity with yourself. How often do you find yourself going off on tangents, reacting rather than proactively planning, and spending hours on non-productive low value activities? If you’re making these mistakes they are costing you precious time and keeping you from getting results. n n You don’t take off on tangents because you just want to waste a lot of time and energy. It happens because you don&#8

Primary topic: Time Management

Time Management

681 views

By Cheryl A. ClausenOct 17, 20071 topic

Confusing Activity With Results Leads To Poor Time Management: Time Management Tip

Sales people like action. You're high energy and you'd rather be out shaking the bushes than sitting in the office. That’s a good quality as long as you’re taking action on the right things. n n Because you’re a high energy person in a demanding business responsible for your own results who is getting pulled in multiple directions all day everyday you have to become a fanatic about your time. Time literally is money to you because if you aren’t getting

Primary topic: Time Management

Time Management

684 views

By Cheryl A. ClausenOct 17, 20071 topic

You Can't Excuse Your Way To Success: Law of Success

There are 3 habits you have to have to succeed. And the negative of these 3 habits will lead to your failure every time. If you make excuses for yourself, if you don’t proactively work to develop yourself, and if you hang around negative and/or unethical people you will fail at anything and everything you try. It follows with the laws of success that you must take full responsibility for all your actions and inactions, you must consistently work to develop yourself, and

Primary topic: Success Principles

Success Principles

681 views

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