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  • Tag Archives Positive Attitude
  • Is Your Auto-Pilot Programmed for Success? 

    Guest Post By: Jay Jones

    Have you ever wondered why we as human beings think and act the way that we do? Often times we unconsciously do things that we know are not in our best interest. We often say to ourselves, “If only I were more disciplined to do the things that I need to do…”  Unfortunately, most people do not realize that they are in subconscious auto-pilot mode most of the time.

    If you were about to fly a plane to New York and learned that the auto-pilot was programmed for the wrong destination, what would you do?  If you wanted to get to New York, you would only have 2 options.

    1. Manually fly the plane to New York the entire journey, or

    2. Reprogram the auto-pilot

    pov_1

    Using this analogy and applying it to our lives we are better able to understand how we are to get to our goals and dreams in life.  We can either stay in a state of conscious awareness all of the time and always make conscious choices and decisions about everything that we do (extremely difficult to do) or we can take on the task of reprogramming our internal auto-pilot on a daily basis.  There are major benefits to becoming unconsciously competent in the areas important to our success in life.  Success is much easier when we are doing the right things without having to think about them all of the time.

    Understanding how your subconscious works:

    Everything that you have ever experienced through your 5 senses has been recorded into your subconscious mind.  Those experiences and your emotional responses to them throughout your life dictate your internal auto-pilot. They determine your fight or flight responses to everything you experience in the present.  Often we have programming that we do not even recognize that controls our motivations and desires.  To many people, the thought of having to overcome all of the negative thoughts and programming from the past seems very daunting.  Fortunately, the power of positive affirmations spoken aloud daily has more power over the subconscious in the present than most past memories.

    Writing new programming:

    It is exciting to know that no matter what you have been programmed to believe and therefore feel, you have the power to re-write that programming.  You have the power to change your future destination in life! The first step in this process is to decide what it is that you want to believe about yourself and your relationship to the world around you.  If you want to believe that you enjoy eating healthy and exercising, then you are going to have to affirm that every day if you want to eventually believe it.  If you want to be a person of tremendous faith, then you had better affirm that every day as well.  Whatever it is that you want to have, be or do, you must affirm it to yourself aloud daily.  You must also write your affirmations in the present tense.  Here are a few examples of positive affirmations:

    I feel happy, healthy and terrific!

    I have an amazing and abundant life!

    Every day I am growing more successful in everything that I do!

    I am loved and respected by others!

    I manage my time wisely and make time for all of the projects that I have committed myself to!

    I am passionate about serving others and being an example of success to everyone around me!

    I set big goals and I achieve them!

    I have 2 pages of personal affirmations on the wall by my desk that I read every morning during the week. I can speak from personal experience that without making a conscious decision about what I believe about myself, my thoughts would be slave to the world around me.  The time has come for you to take back control of your life and your thoughts from the world.  Decide what you want to believe, decide what you want to achieve and make the commitment for life to do the mental conditioning work to make it happen!

     

    Jay Jones is an expert in lead generation and business development. He has worked extensively in the mortgage, real estate, insurance, telecommunications, healthcare and financial services industries. Jay is a dynamic speaker and regularly speaks for company and industry events.


  • Resiliency

    Resilience sign with a desert backgroundGuest Post By: Gary Michels

    Oxford Dictionaries defines resiliency as, “the ability to recoil or spring back into shape after bending, stretching, or being compressed” Often resilience is defined as the capacity to withstand stress and catastrophe and Bounce Back Quickly (BBF), which I talk about often. Of course depending on what has happened in your life will determine how quickly you bounce back, however sitting in the gutter and having the PLOM Disease (Poor Little Old Me) rarely serves anybody well.

    Last evening I saw a short video about Chris Singleton who unfortunately lost his mother back in June of 2015 in the terrible shooting in Charleston, South Carolina. I was so inspired by this video I had to write about Chris’s and the community’s resilience. Less than 48 hours after his mother was shot dead Chris came out publicly and said, “We have already forgiven the shooter for what he has done and there is nothing but love from our side of the family.” The community so rallied in love and wanting to fix the problem this reaction instead of going into riot mode and making things worse. There was a massive feeling of resiliency of bouncing back quickly and even wanting to be better than things were before the incident.

    So what are some tips and ideas on how to be more resilient:

    1. Build and nurture close relationships with friends and family so when things do happen, and they will, the people around you are supportive and strong.

    2.  Write, and read often, positive affirmations to be constantly pouring into your mind positive thoughts and feelings. For example, “I am a person that bounces back from adversity quickly and appropriately” or “I feel happy, wonderful and terrific and will let nothing bring me down further than I want or deserve to be.”

    3. When you truly are down for one reason or another don’t be afraid to seek professional help. There is no stigma placed on you for having a counselor or coach or good friend advise you for ways to be better.

    4. Stay healthy in both body and mind. Exercise in some fashion at least a few days a week and eat appropriately to give yourself the proper fuel to live on. Also take some time regularly to read some positive type of material and average of 15 minutes a day as often as possible. Remember the famous statement of “Input = Output” What you out into your mind will give you the results you want.

    5. Try to get your mind off of yourself and be a servant to others. When you have mastered being a giver it makes you so much stronger when times are tough and it is time to bounce back. You have no time to sit in your misery and pout. There are others out there that need the “Positive You” back!!

    To bounce back quickly from adversity and be resilient is a powerful characteristic to master. Take the bull by the horns and make an effort now to really grow in this area of your life and watch things flourish all around you.

     

    Gary Michels is a co-founder of Southwestern Consulting.  He is a keynote speaker, sales trainer and business consultant and has motivated nearly 1,000,000 people to achieve their highest potential nationwide. Gary spent 19 successful years as a sales representative for a national fund-raising company.


  • Being Positive vs. Positive Self-Talk

    Guest Post By: Dustin Hillis

    The wealthiest man I know once told me the key to success is having amazing self-talk. I remember feeling disappointed when receiving this advice over a nice dinner. What a conundrum that I’m getting advice from the a man who was featured in Forbes Magazine as one of the most successful people alive and I’m having a negative response to advice about positive self-talk.

    I decided to investigate further what he meant by “you have to have amazing self-talk”. He went on to explain that self-talk is defined as what you say about yourself to yourself, and what you allow others to say about you that you believe. Then it hit me, my whole life I thought being positive is what having positive self-talk was all about. But after my conversation with Spencer, I realized that my self-talk had nothing to do with being a positive person. It had everything to do with looking in the mirror and honestly saying what I think about myself.

    Most people have the wrong idea around what self-talk is all about. Most people, myself included before this dinner, consider being a positive person as what it means to have positive self-talk. I think of a funny Saturday Night Live skit like this one when I hear motivational speakers talk about having a positive attitude and living in a van down by the river.

    Your self-talk is the most important thing in your life. The core of your self-talk is your belief system. Your beliefs construct your attitudes. Your attitudes determine your actions. Your actions come from your feelings. Your feelings come from your self-talk. If someone stuck a recorder inside your brain over the past 24 hours, I’m willing to bet the things you tell yourself about yourself would be scary. Most people spend their entire lives telling themselves what they can and cannot do. And as Henry Ford said “whether you think you can or you cannot, you are right.”

    Your self-image is directly tied to your self-talk. When you look in the mirror, do you see someone who is fat, ugly, dumb, a failure, a bad husband, a lousy father, a victim, a martyr, a jerk, a nag, a mediocre worker…Or do you see someone who is fit, sexy, smart, a winner, the world’s best husband and father, someone who will go over, under, around or straight right though any obstacle in their way!?

    In 1st grade, I flunked phonics, then in 2nd grade I flunked spelling, then I proceeded for the rest of my schooling to make F’s in any subject that had to do with reading and writing.  I developed a very real self-talk issue around the topic of reading and writing. I would say things like “can someone else read instead of me, I’m good at other things and not good at reading.”  One day a sales manager at the Southwestern Company challenged me when he said, “You know as long as you keep saying you aren’t good at reading, you never will be.”  I went home that night and made a decision that I would never again say anything about being less proficient at reading and writing.  Instead, I would say things positive about reading and writing.

    I created “Positive Affirmations” around reading and writing, and I started saying them everyday.  My affirmations included “I am a wordsmith”, “I am an author”, “I am an avid reader”, “My lexicon is vast”, and “I am the world’s best Scrabble player”.  After a few months of saying these “Positive Affirmations”, I found myself picking up a book and started reading every day. Additionally, I opened up a Word document and started writing every week. More than 14 years later, I’ve read over 100 books and am the author of several books.

    As humans, we are programmed to think a certain way, whether we like it or not. Either you choose to give up control of your own programming and let the media, society or your friends and family program you with what you believe about yourself and the world…or… you take control of your self-talk and start programming yourself with the things you want to believe about yourself and the world. If you want to take control of your self-talk, the most impactful exercise you can possibly do is to take out a piece of paper and write out a minimum of 10 positive affirmation and then make copies of your affirmations and carry them with you, post them on your walls, share them with other people and, most importantly, say them to yourself out loud every day.

    Here are some of my personal affirmations: 

    • God gives me all strength, courage and confidence… and with God anything is possible.
    • I always communicate with confidence, unwavering Relentless Truth.
    • I always put God first, Kyah second, Haven third, friends fourth, work fifth, and myself sixth regarding how I make decisions.
    • I am an athlete. I am consistent with working out at least 3 times per week and walk with Kyah 2 times per week, and eating a Paleo diet.
    • I raise the belief, energy and confidence level of every single person I interact with.
    • I empathize with others’ struggles, pains and regrets and help them embrace truth, forgiveness, mercy and love through God.
    • Most of all, my life mission and what God has called me to do is help others reach their God-given potential every day

     

    Dustin Hillis is the Co-founder of Southwestern Consulting. He is an expert in understanding buying, selling and management behavior styles and how to identify them and adapt to people the way they want to be communicated with. He also specializes in writing efficient and effective Customized Sales Scripts/Word Tracks. Mr Hillis consults companies on creating Compensation Plans, Recruiting Systems and Sales Strategies. Dustin is the author of the book Navigate: The Art of Not Thinking and co-author of Speaking of Success along with Stephen Covey, Ken Blanchard and Jack Canfield


  • 10 TIPS TO EARN TRUST FROM BUYERS

     Building Major Confidence In You

     It’s not who you are that holds you back, it’s who you think you’re not.  ~Author Unknown

     Building Trust

    The other day I was thinking about what makes a customer or prospect have confidence in the person who is selling to them. So I thought I’d write about how to ensure the confidence of your customers and potential clients.

    First of all, you must believe yourself that you are absolutely their best choice. I always tell myself I am the best salesperson, working for the best company, with the best products and services, for this person, at this time. Psyche yourself up with this kind of self-talk and you’ll be well on your way to successful selling.

    In addition to your self-talk about your ability to sell, here is my top 10 list of things you can do to establish confidence in the folks to whom you sell:

    1. Write an article or story about your company or yourself, what you are doing to help others and what results/benefits those people received.
    2. Get prospects to help you in your presentation. Maybe pass out materials or ask for directions on how to get to the appointment.
    3. Be as prepared as possible. Don’t be fumbling with papers, tripping over your verbiage, or moving with a tentative step.
    4. Tell a story about how you helped another client or possibly even film one of your workshops that you feel real good about. Then you can take some of the video highlights and show or email short clips to a possible prospect.
    5. Carry a printed list of people who have worked with you in the past. You may be able to reference someone from it.
    6. Be a name dropper, but be careful not to come across as bragging, but rather, sharing to build a trust base in you and the company.
    7. Have “Champion Letters” on hand. These are testimonials from some of your most loyal customers. Try to have one letter that addresses each of the objections you may get during the sales process.
    8. Get a referral and then ask the person who gave you the referral to personally introduce you or call ahead and put in a good word before you make the first contact.
    9. Let your clients know you are not a fly-by-night company and that you make a point of making regular contact with customers.
    10. Lastly, make people feel as though you really do care about them. No need for “commission breath”. Come across as really wanting to help them achieve what they want.

    If they trust you, they will probably eventually buy from you. It is all about that confidence that they MUST have in you that will determine your success.

    Take one of the items on the list and put it into action today, then continue using it bit by bit until it starts becoming second nature. Next, move to another item, and so on…

    Make it a great day,

    Gary Michels

    [email protected]


  • How to be a Top Producer

    The MINDSET to Top Producers:

    1.  On both good and bad days we have to remember that the results we get are from the thoughts we keep holding on to.

    • To accomplish anything in life, we have to have a dream and want it so bad we cannot live without it.

    2.  We have to see ourselves as entrepreneurs and not independent contractors or employees.

    • We have to have a love affair with the business of selling…we have to be passionate about it every day…don’t focus on the parts of the job we don’t like.

    3.  We have to remember the major reason for financial failure is working on something you don’t like for a long period of time.

    • We have to remember in life and business; it is never easy or fair.

    4.  There is not security in this business…there are only opportunities and with opportunities there is massive failure…get used to it, it is part of becoming successful and winning.

    5.  We have to develop the ability to bounce back from setbacks and failures quickly.

    • We can never let our dream out of our minds, even for a moment.  When the dream comes out of your mind it gives the negative a chance to come in.
    • Spend time with the right people…who are the right people and are you spending time with them now?

    6.  Don’t be impressed with your success and your intelligence, because there are smarter and brighter people than us in the world.

    7.  We have to quickly get out of fantasy land and get into reality to build our business.

    8.  We have to be mentally prepared for the cycles, because success is never one long upward trend.

    • Work 8 hours a day if you want to be good and you want to get paid…work a lot more if you want to be great and rich

    9.  We can find all the answers if we are willing to keep looking.  Lets become solution driven, not problem driven.

    10.  You have to become the eternal optimist

    • We have to work every day on speed and urgency.
    • Make GREAT service your obsession.

    11.  Develop the mindset that honesty is the best policy with everyone.

    12.  Work to keep your mind clear.

    • Focus on making decisions quickly instead of worrying about being right or wrong…just get it done.
    • Decide in advance you are never going to have a bad day. 
    • Do what you are supposed to do, when you are supposed to do it…whether you like it or not.

    13.  Remember emotions and drama don’t strengthen the mindset.

     

    Go make it a great day,

    Gary Michels

    www.turnitupanotch.com

     


  • How to Get What You Want in Life – Day 5

    There are 3 reactions to adversity:

    (1) Those who become paralyzed by it

    (2) those who struggle through it

    (3) those who adapt to it and become stronger as a result.

    The difference between the 3 has everything to do with one’s vision or lack of it. Person #1 has no vision. When he hits the wall, this is all he sees. Compare that to person #3 who when he smacks into the wall, he’s barely acknowledging it because his vision is so crystalized, he’s already looking for ways under, over, around or right through the obstacle in order to achieve his vision.

    Your endurance is tied directly to the clarity of your vision!

    With this in mind, I encourage you to create a vision binder which includes your  BE/DO/HAVE. So many people jump to the HAVE part of the equation without realizing that their “have’s” are a direct result of  the qualities, habits, and intellect they possess which allowed them to get there. The equation for success is a BE/DO/HAVE concept. What that means is that you must first decide what type of person you want to BE. What attributes, as a person, you see as being necessary to your success. This includes both personal and professional characteristics; such as a being a Christ centered, supportive husband & father. A man of honesty, integrity, hard work, discipline, focus, action, . . .etc. If you can imagine being at your own funeral, what would you like people to be saying about you?

    Once you decide what characteristics you see as being crucial to your overall success, you need to decide what you see as necessary for you to DO to achieve this success. Habits, activities, goals and so on.

    And only then do you have the ability to acquire what you want to HAVE. Monetary and material goals are only valuable as they pertain to the perceived impact they will have on your sense of fulfillment. The reality is that the journey is what gives people the happiness they want. The material stuff is just the icing on the cake. When you learn to enjoy the ride, the destination will be that much better. I enjoy the saying, “I don’t achieve to be happy. I happily achieve.”

    BE/ DO/ HAVE: Remember, when you achieve your financial goal this year, what will be so impactful will not be the money you earn but rather the habits you form along the way, which will form your character, which will shape your destiny, which will enable you to have the lifestyle you desire for the rest of your life. This is what will truly be most meaningful.

    Your vision binder can include anything that gets you fired up to work towards. It should include words and pictures. The mistake people make is when they start the process by looking through magazines to find interesting pictures that catch their eye and conclude, “This should be in my vision binder.” IE they let the magazine define their vision. The more effective way to approach your vision binder is to begin with the process of identifying the kind of life you desire to lead and then finding pictures to reinforce the vision. Remember, your vision is that picture of what things will look like when you’ve achieved your goals. What makes it powerful is when you create a picture of the life you desire to lead, you’ll begin to live into that picture as if it was already true. The power of a vision binder is such that, by reviewing it often, it will help you perform activities that you might not like to do, in order to achieve your long-term vision. Planning your days, for example, can be time consuming and tedious. However, if becoming an organized person is part of your vision, you’ll be that much more excited to plan your days because you’ll connect how this activity will lead you towards that vision. As we’ve talked about, most people only think in the short-term and only perform those activities they enjoy.

    Peak performers, however, think in the long-term, and are willing to do activities they don’t always enjoy, in order to achieve their long-term vision. Having a vision binder will remind you of this. Once you lock onto an exciting vision for your life, you will do whatever it takes to achieve it, mowing down any obstacles that get in your way!

    Steve Reiner

    Professional Sales Coach


  • Achieve Your Dreams

    Achieve Your Dreams

    It is our choices that show what we truly are, far more than our abilities. ~ Joanne Kathleen Rowling

    As I talk to people around the world, I have heard many say more than once that “my perfect dream would be….” or something to that effect. So, I thought I would talk a bit about this today.

    The key to achieving your dreams is simply making a choice to do just that – go for it. The most common difference between those who have an AWESOME life and those who don’t is simply the choices they make every day. It is not their circumstances, the way they were raised, or even their education as most people think. Most people who don’t accomplish their dreams simply choose not to. They just are not willing to do what is necessary to have a life that good.

    Think about your life for a minute . . .

    What do you want and what will it take to get it? What do you really want in all the areas of your life? So why haven’t you been doing what it will take to get there? I imagine, of course, you are doing some of the things, but why not all of them or most of them?

    Before you start with the excuses, ask yourself if you really had to, could you? Let me make it a little clearer how this is a choice. I don’t like to think these thoughts, but it will help you understand that you can do it if you want it bad enough.

    If the person or persons you care most about in life depended on you living your dream, could you absolutely 100% do it?

    We both know the answer… of course you could and you would.

    Once again, life is a series of choices.  I like to call them the Y’s in the road.

    In most cases, if you take the easy path, the one most people take, you will experience short-term gain (it’s easier to live a life that is ¼ of ½ or what you actually want) and long-term pain (the regret of never going for what you want).

    Let’s look at it this way:

    Choosing the ½ life nets you short-term gain, long-term pain.

    Choosing to really go for what you want nets you short-term pain (e.g. major adjustments need to be made to move in this direction, which could result in changing jobs, moving house, ending relationships, any number of what may be considered big stressors) and the long-term gain (once you’re firmly set on the path, the personal and professional joy and satisfaction will far outweigh the initial upset).

    I WANT YOU TO REALLY THINK ABOUT THIS LAST THOUGHT. How can some of your choices change for long-term gain by taking the short-term pain?

    Start “Turning It Up A Notch” by making the choice every day to FEEL GOOD…Because when you FEEL GOOD, you are ATTRACTIVE… when you are ATTRACTIVE, you have AMAZING PRODUCTIVITY… when you have AMAZING PRODUCTIVITY, you have EXTRAORDINARY RESULTS… and when you have EXTRAORDINARY RESULTS, you feel even better!  This is what I call the CIRCLE OF SUCCESS! And when does success start? Success Starts Now!™. That’s right, baby!

    So make the choice to live a life of pure magic. Pay the price of short-term pain, receive the long-term gain and kick up your heels and dance – life is for LIVING!

    What one thing can you do today to move yourself toward your dream? Doesn’t matter how small, even just leafing through a magazine about people doing the things you want to do is not insignificant…it starts your mind believing what you want it attainable.

    Make it an incredibly successful week.

     

    Gary Michels

    Co-Founder Southwestern Consulting™
    408-888-4848
    www.southwesternconsulting.com

    www.turnitupanotch.com
     

                           

     

     

     

     

     


  • Use the Power of Affirmations

    Use the power of affirmations to keep you in the right mind set for achieving your goals:

    · I am a high producer because I plan and I execute.

    · You can’t be nervous when your mind’s on service!

    · When a day looks really discouraging, it’s like me to smile and affirm my belief that my success begins where others end in failure.

    · When you’re with a neg, shake your leg and get on down the street.

    · Some will, some won’t, so what? Next!

    · Lest I act I will perish in a life of failure, misery, and sleepless nights. This is the time. This is the place. I am the man. I will act now.

    · When everybody else is ready to quit, that’s when I put my head down and go to work.


  • Top Producers are Always Prepared – Are You?

    The art of preparation is learning how to not think.  That’s right, you heard me… do not think!  The number one “time-waster” is over thinking.  The reason mid-level producers don’t reach the next level is that they over analyze.  They get analysis paralysis.  Our goal should be to become so prepared before we’re on the battle field that we have already won the fight for the day before the day even begins. 
    Here are some steps on how to win the battle before you fight the war. 

    Step 1: Identify your income producing activities and the times during which you should be focused on them.  For example from 9am-5pm is your IPA time. Discipline yourself and resign yourself to the fact that setting appointments or going on appointments is the only thing you should being during your IPA time.
    Step 2: Schedule preparation time before and after your IPA time. For example, schedule your prep time from 7am-9am, or 5pm-7pm, or 8pm-10pm. Preparation time should be adjacent to IPA time. 

    Areas of Preparation:

    Belief in your product and service

    Spend time with your product and service.  Be an expert in your field. Knowledge breeds confidence, so make sure you have an immense  knowledge of your product or service!

    Prepare emotionally
    Sales is an emotional job. It becomes emotion when events happen that get you off track and you allow those events to become a distraction. Being emotionally prepared for distraction will take anyone’s game to the next level!

    Every year: Complete a check list of things that might go wrong.  Prepare yourself for anything that might happen. 

    Daily: Create physical reminders to help keep you focused.  Create a 3×5 positive affirmation card and read it before every presentation, have a prospecting call-list to call while you travel, put your activity goals in a place where you can see them all day long. For example, put them on your cell phone and screen saver.

    Prepare to be on schedule

    Know your numbers for success; Critical Success Factors.  Know what daily activity you need complete to hit your goals. Commit to the controllable factors – hours, calls, and presentations.  Set activity goals…NOT result goals. Review your numbers every day and track them.  Play games with your numbers. For example, if you need to talk to 10 people every day, draw 10 boxes on a piece of paper and spend the day checking off the boxes.  Create high expectations by pre-filling the date on your order forms.  Keeping an up to date prospecting list and always knowing who your next prospect is will allow you to create a buying atmosphere with that prospect and will help keep you on schedule!

    Technical preparation

    Create a script to follow for every step of your sales cycle. The key with using a script is to know it so well that you don’t sound scripted! You should have a script for each the following: Prospecting, setting appointments, finding a need, presentations, answering objections, closing, and asking for referrals. Create a list of all your satisfied customers for use in your prospecting and presentations, make a testimonial book with stories of why people bought from you, and have a referral pad to record 5 referrals after every demonstration.  Organize your names list, testimonial book, and referral list every morningPlan every hour of your day before you ever start!  Know what stories you’re going to use before you do your presentations.

    You want to be so ready for the day that you know exactly what to do all the time!  This will cause you to be on schedule, be present when you’re with a prospect, and make sure you do everything you must do every day.  Remember, during your IPA timeframe “be smart” and do not think!

    Dustin Hillis

     


  • What is Your Normal? By: Dustin Hillis

    southwestern_company_what_is_normal
    This sales tip came to me from a beautiful woman named Kyah… who is now my wife. :-)   She taught me that what I consider “normal” is exactly what I get.  

    Average producers make themselves feel better by thinking that top producers are “abnormal”.  

    How do you define “normal”? Do you define “normal” as barely hitting the numbers you need to hit to stay on par?  Do you define “normal” as being in the middle of the pack?  Do you define “normal” as selling more this month than you did last month because you are better at your job? Do you define “normal” as doubling your production and breaking company records?

    Top Producers never allow themselves to say “I did my best”.  Once “I did my best” has been declared one cannot do any better.  On the flip side if our self talk is “I did good, but tomorrow will be better”  there will be no limit to what can be done.

    Take a moment to think about what you define as “normal”.  What is your “normal” number of calls per day?  What is your “normal” quantity of production? What are your “normal” expectations in general?  Are you holding yourself back by the sheer definition of how you define “normal”?

    Here is what Tony Robins has to say about this Southwestern Company sales tip.

    [youtube http://www.youtube.com/watch?v=BED5oOvYBk4&version=3&rel=1&fs=1&showsearch=0&showinfo=1&iv_load_policy=1]

    Dustin Hillis

    www.dustinhillis.me