THE ULTIMATE GUIDE TO MANAGEMENT

The Ultimate Guide To management

The Ultimate Guide To management

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At this stage, AI has wielded its influence on virtually every corner of the net, and online income are no exception. By way of example, Jones advised me that AI has transformed Personalized Neon?�s revenue technique by aiding them

From the context of product sales, if you are ??too common??with all your service or product, you may perhaps battle to clarify it in a method that a prospect can comprehend.|To additional support the value of rapport for salespeople, I?�ve tried to pinpoint the ways in which it drives income. Below?�s what I found:|Vestiaire Collective pays out its sellers every small business working day. Once a sale has been processed, you'll be able to assume payment to strike your PayPal account inside of 24 several hours, or get there within your joined checking account in 5 company days.|You could list your solutions on Amazon Typically. In cases like this, Amazon will get you buyers after which you can You must fulfill all orders on your own.|If you set a price tag, you shield your company and stop overcharging your prospects. Bear in mind in the event you overcharge men and women, they?�ll in all probability learn they could have acquired your merchandise for significantly less funds in other places, which suggests you?�ll shed a customer and will encounter negative word-of-mouth.|I suppose I have been stewing considering that then. I explained prior to that my spouse is conservative in the Bed room. Well it seems that she was not everything conservative with that guy.|Marks/Scars/Tattoos: prcd l ear - one hole; sc r chk - surgical scar on right cheek; tat abdom - ptpf; tat again - left chucky; tat back - cannabis plant in pot; tat back - marj plant; tat upper body - dragon; tat l arm - chucky grave property scene total arm; tat l arm - graveyard scene w demon wings; tat l arm - portrait; tat l fgr - hop on left knuckles; tat l hnd - chucky grave yard scene full arm; tat l hnd - eov; tat l hnd - on fingers hop; tat l leg - dragon; tat neck - hip hop on throat|To assist you to discover the finest tactic to suit your needs, we?�ve crafted a comprehensive listing of uncomplicated solutions You can utilize to begin your on line selling journey right now. Our insights are built to give you a apparent, actionable route to start selling on the net successfully and competently.|If you simply choose to pawn off items out of your attic, you'll be able to produce a free account and list as much as 10 items within your first month. You may additionally ask for to possess your item limit enhanced after your very first month.|Her remarks on AI are echoed in HubSpot?�s Income Tendencies Report, with 81% and 78% of respondents saying that AI can help them save time on manual duties and improve performance.|While these members may well in fact be your neighbors, it?�s even now a good idea to adhere to the security very best methods mentioned higher than when selling in man or woman.|All transport expenditures are extra in your listing price tag. Your variety will boost the price tag for the customer ??and ultimately for yourself too, mainly because seller charges are determined by the overall item Charge, such as shipping and delivery.|Should you?�re new to product sales or maybe here to maintain current with the very best methods for selling, I?�m likely to stage along with you: the secret of selling just about anything to anybody isn't attempting to offer just anything at all to pretty much any individual.|Personally, I love viewing a salesperson carry their exceptional individuality to their position. But it?�s worth mentioning that not each and every prospect will respond very well to particular personalities and behaviors.|However, if we have been to gather that garb into one pile, It will be enormous. Seeing all of it in one area places factors into standpoint.|One more key place is transparency. Be sincere and actual when speaking to your buyer regarding your product or service. For instance, don?�t make exaggerations or guarantees you could?�t deliver on.|This concept, Consequently, stresses on the value of manipulating the natural environment/situations in order to get the specified reaction with the potential customers.|For B2B revenue, I feel you?�d be far better off with your have Web site within the get-go: it?�ll glimpse a lot more Experienced than selling on a 3rd-social gathering System.|Selling is an expert action since it necessitates product sales industry experts and revenue experts to steer prospective customers, thereby generating a financially rewarding sale.}

The wonderful thing about selling on the net ??and also type of a curse simultaneously ??would be that the World wide web allows you to market essentially just about anything. There are no limitations in anyway.

I had been in a position to pitch the sign being an expense rather than an expenditure and locate a tailored solution which was extra in step with her finances. This don't just resulted inside of a sale but also a repeat purchaser and advocate.??When choosing which ecommerce System to settle on, you have got to find the correct platform for the type of merchandise you should provide. As an example, selling digital items normally demands a specialist System. Whilst, Bodily products is usually sold via most standard-objective ecommerce platforms.|Take into account that every small business Business differs, and each buyer is different also. Therefore the techniques to selling the products or services will also vary each time.|Obviously, Each individual of those styles includes its possess positives and negatives and specific costs that you simply?�ll should forfeit to Amazon.|To create a listing, you realize the drill: shots, description, cost. If you want just a little assistance setting it up, Vestiaire Collective will pitch in with automatic Photograph enhancing and pricing solutions.|testify, we are more likely to settle for info that aligns with our beliefs than contradictory evidence ??Irrespective of how persuasive.|Ita in shape ut nōn item in ōrātiōne ut in versū numerus exstet, idque quod numerōsum in ōrātiōne dīcitur nōn semper numerō fīat, sed nōnnunquam aut concinnitāte aut cōnstructiōne verbōrum.|In the event you?�d alternatively not ship your item over the country, you'll be able to record it only to sell locally. A number of websites let you produce a listing to market your merchandise after which fulfill up to generate the sale in individual when you?�ve identified a customer.|Can?�t decide no matter whether you should promote a goods and services? Take into consideration how the sales methods differ concerning them.|With this model, you submit an advertisement on 1 of these internet sites, and afterwards get contacted by people today residing largely in your neighborhood place.|towards the safety I have and depart my devices subjected to hacking. To me, this was extra convincing than the prospect of gaining extra antivirus security.|Thinking about you will be on SSDI, your earnings can be easily verified by a LL. Opt for a regular payment sceduale by using a deposit.|Matt Wiley acquired a suggestion of a lot more than $fifty for some outdated motion pictures and some PS3 online games selling on Decluttr.|When you?�ve selected your business and gross sales presenting, it is best to try to establish your focus on industry. When you?�ve taken the heading of this article actually, I?�ve bought some news to suit your needs: in lieu of virtually trying to promote anything to any person, you should locate a group that?�ll benefit from your goods and services.}

Is determined by the nearby LL/tenant legislation. In Hawaii we simply cannot desire this; we are able to settle for it an individual hopes to pay out upfront on the other hand the capture is, 1 simply cannot shell out unearned profits. Consequently every month the lease is billed off towards the proprietor, we choose our commision and so on. But Anytime that tenant can walk in and ask for that 'upfront" volume to be refunded as a consequence of what I said in sentence #2.

You could possibly, as an example, decide on to make an internet based retailer Web page for getting and selling products or companies. But, if you discover the whole approach to generally be a tiny bit way too demanding, there are simpler tips on how to provide on the internet. not.|As a substitute of making listings and dealing with purchasers oneself, you?�ll just promote your items to Decluttr, and the business normally takes treatment of reselling.|The business will take care of selling and pays for shipping and delivery. Not a foul offer. All It's important to do is pack the items in a very box, tack about the label and mail it off. Wiley recommends inquiring your neighborhood grocery store without spending a dime packing containers. Price tag-saving and eco-friendly!|Listing your things on the largest online marketplaces could be a assist or a hindrance to your business.|Ebooks In-depth guides on dozens of subject areas pertaining on the promoting, gross sales, and customer support industries|She told him that he was drunk Which no she hadn't told me. I suppose the dude was also shut or one thing simply because my wife yet again instructed him that he was drunk and will return to the group. I do think he laughed and afterwards manufactured a completely impolite remark. He questioned her if I [reference to intercourse] She did not reply the query but informed him yet again that he was drunk and currently being a dick and she still left.|The detail about Etsy is that men and women are presently there, and they?�re actively seeking things to purchase.|Choose merchandise to promote based on Whatever you love and know about; exploration what?�s popular and desired by consumers.|I would like to stay in a particular town if I have a gig for three-4 months of filming and need to only lease an apt In the intervening time. I would favor to pay for upfront. What's a cause I might be denied?|piece - an item that is definitely an instance of some kind; "he created a fresh piece of equipment"; "she bought a lovely bit of china";|BTW - in addition to panties, I am just an everyday dude who cares deeply for Girls due to the fact I'm in touch with my femimine facet. I look after myself, exercise three situations every week and I do most point that Males do other than the bad things like spitting and dishonest.|It?�s one of several only on the web marketplaces that requires sellers to add pics with the item by way of its cellular application. Consumers aren?�t necessary to use the app, although it?�s a far more handy method of searching on OfferUp due to created-in messaging and payment processing.|Such as, you are able to attract on your expertise to speak about industry-large tendencies the client may not find out about. You may also share content material that a customer could possibly come across valuable or maybe deliver totally free tools that make their occupation simpler.|However, you don?�t require to invest hrs reading a client?�s 500-page company e book ??Until you work in book publishing|Marks/Scars/Tattoos: miss out on r fgr - index finger; miss out on r fgr - middle finger; tat ul arm; tat r shld - psalms 23|Writer and ??world|globe|planet|entire world|earth|environment}?�s best salesman??Joe Girard emphasizes in his guide How you can Provide Anything to Any individual the individuals that excel in revenue don?�t method it as a 1-and-carried out transactional arrangement.|Marks/Scars/Tattoos: tat back again - surf board; tat back - surfboard taking place his spinal twine; tat r arm - tribal art likely about arm; tat r arm - tribal band|Marks/Scars/Tattoos: sc r shld; tat buttk - star; tat r arm - eyeball w hand Keeping shears; tat r foot - tinkerbell|And with that summing up the 10 most viable ways to offer on the web, you?�re most likely previously thinking which of them is the easiest to start with.|Pro suggestion: Once i?�m interviewing material industry experts, I always have a listing of concerns ready like a jumping-off position. On the other hand, I don?�t rigidly stick to them In the event the conversation will take another transform.|two. The other side of the coin is Individuals who have plenty of unverifiable cash flow, and plenty of dollars from the lender. Usually It is because they stiffed their very last 3 landlords and lived totally free, or since they want to sue people today, or mainly because they absolutely are a drug vendor.|As You could have previously observed, HubSpot presents several handy equipment cost-free, like buyer partnership management (CRM) program. This is one of the factors I?�ve always admired with regards to the manufacturer ??it fulfills numerous customer wants devoid of inquiring them to pay a cent.|I realize that I'm able to develop a more robust reference to persons After i ask thoughts based on the conversation I?�m getting as an alternative to asking solely pre-prepared questions.}

I've suggested on more than one occassion that I'd love to try [anal intercourse]together with her and he or she has Unquestionably not been receptive and stored indicating that she isn't going to do things like that.

Because of this, it?�s significant to talk to thoughtful questions in the course of your discussions ??and a great deal of them. selling can be quite a continuing system that never ever ends, You then?�re likely to really make it to the massive time.??Visualize it using this method: A referral is the last word compliment a consumer can give you. It means they loved their buying expertise and buy a lot they?�d want Other individuals to working experience it for themselves.|Often, the salesperson asks straight whether or not The shopper is thinking about buying the merchandise, but some salespeople don?�t for anxiety of obtaining adverse feedback. Nevertheless, it is a good idea to grasp the position of your probable consumer at this stage.|Shelling out by OfferUp: Transactions are typically hard cash-dependent, but for countrywide income or scenarios where you don?�t need to use funds, the website provides transactions by means of Stripe.|is a reasonably regular concern in your personal and Specialist everyday living. Somehow, it?�s infuriating to the two the person asking and answering it.|Slang. some thing appropriate for a information paragraph or as a subject of gossip, Specially something that is sensational or scandalous:|Be a part of your neighbors on a private concept board, where individuals share neighborhood updates, question thoughts, and list items for sale or for free.|I am always rather suspicious when somebody features to pay an entire year's lease up entrance. Individuals offer it rather frequently & the sole time I've experienced a consumer acknowledge these types of an offer is 2-4 month's hire paid out up front in an effort to offset credit issues.|Intention Digger Redefining what success usually means And the way you'll find a lot more joy, relieve, and peace from the pursuit of your respective targets|With dropshipping, you are able to offer a enormous catalog of products and solutions with out at any time stressing about warehousing any of it. The earning prospective per unit marketed is frequently decreased with dropshipping, but the amount of gross sales may make up for it.|element aspect, portion, portion, element, constituent - one thing identified in relation to a thing that includes it; "he wished to experience a Section of a thing larger than himself"; "I study a part of the manuscript"; "the lesser element is tough to succeed in"; "the animal constituent of plankton"|Do you have a Buddy or member of the family who monopolizes each conversation? You may say, ?�I just bought a new car!??The curse of data is when a person who knows quite a bit a couple of presented matter is not able to relate to somebody who is not as familiar.|For click here yet another $fifteen a month, you may develop a customized Internet site with Etsy?�s Pattern to offer your Etsy retail outlet items in addition to items that don?�t meet its guidelines of currently being handmade or vintage.|Consultative or Relationship Selling is the very best sort of buyer-oriented selling in which the salesperson focuses on producing a deep relationship with The purchasers. Their intention is to receive to find out The client?�s demands and desires and do their most effective to present The shopper what they want.|Expressive people have a tendency to share their emotions and private encounters brazenly. They may relate to Many others by revealing their unique feelings and sharing anecdotes from their own life.|Word Background: The term item seems to us to generally be greatly a noun, irrespective of whether it refers to an write-up in a collection or a little bit of information. However it commenced its existence in English (first recorded before 1398) as an adverb which means "Also, also, On top of that." Item was commonly utilised before each item mentioned in an inventory, as we'd put also.|In this way of selling online is about entering into a partnership with other business people and either paying them for use of their viewers or bartering anything of yours in Trade.|Although you will find an internet site that allows you to develop a for-sale listing for absolutely anything, that doesn?�t signify any one will actually obtain.|In addition, I don't have any blond or other lace; so THERE is an additional item to become bought, since Bwikov declares that he can not have his bride appear like a cook, but, on the contrary, she should "place the noses of The nice women outside of joint." That's his expression.|It doesn?�t matter what you?�re selling: Folks will wish to see it. A very well-lit Picture (or five) is amongst the best methods to set you aside. Great photos make your listing surface much more genuine and trustworthy, far too.|Marks/Scars/Tattoos: tat head - skulls and demons; tat chest - skulls and demons; tat l arm - sleeve of skulls and demons; tat r arm - sleeve of skulls and demons|Here, the salesperson focuses much more on the customer?�s requirements. When People requirements are discovered, the vendor describes how their products can fill those wants.|Pro idea: Use serious-daily life examples and inquire prospective buyers open up-finished issues to gauge their standard of comprehending and tackle any understanding gaps.}

Your on the internet store is a superb central of functions, and you'll hook up all of your other on-line selling channels to it. me this pen.??Based on Ferdinand File. Mauser ??The act of persuading or assisting a potential shopper to possibly buy merchandise or providers or to act favorably on a recommendation which has professional worth for the vendor is called ?�selling??|So, what will make an excellent salesperson? No matter whether you're employed in retail, vehicle gross sales, or B2B product sales, you?�ll stand the best chance of results should you?�re acquainted with the characteristics within your focus on purchasers and thoroughly qualify Each and every prospect in opposition to that matrix. This known as a super purchaser profile, and it?�s like using a magic formula weapon.|Virginia Seaside, VA ratio of amount of residents to the quantity of intercourse offenders compared to county and state:|reality - a piece of information regarding situation that exist or functions which have happened; "to start with you must gather every one of the points of the case"|Any individual mentioned right here after that when fellas complain that they need adventurous and non-conservative intercourse, they almost click here always indicate they need during the again doorway. You seem to be no exception.|ninety nine. Immediately after Finding out with regard to the decoy effect, I realized which the conventional approach was a decoy below: it would make the top quality prepare seem to be a great offer, Although it?�s Virtually twice the cost of the basic approach.|Each time the item sells, eBay charges the seller a closing-price payment, that's a share on the selling value plus thirty cents for each purchase with regards to the classification on the item.|The place the organization distinguishes itself is in its transport plan. Before you publish your listing on the location, you'll be able to Decide on these transport procedures:|Grabbing interest is the initial step. In this phase, the salesperson really should be dressed formally and behave inside a pleasant fashion. The salesperson also must be inform and experienced in building discussions.|You bet. It just necessitates the proper mentality, plus the willingness to apply and work on your method until you will get it right.|When you?�ve requested a considerate problem, hear. Really hear what the client is expressing, and don?�t just wait for your change to talk.|When I was an editor at HubSpot?�s Revenue Blog site, I needed to continually retain up to date with income tendencies to be certain every little thing we posted delivered Remarkable value to readers like you. To do this, I go through the blogs and feeling parts of considered leaders anywhere I could locate them.|At the same time, this is the swiftest way to check a business thought. Generally, when you launch your ad marketing campaign, men and women are likely to start out flocking for your revenue web site.|Then, once they?�ve completed their believed, connect their information back to them, inquire them to validate when you recognized them the right way, and pose an issue providing even further clarification.|I only use panties & bras when I crossdress. Or else It really is hefty responsibility guy's underwear for me because I don't need to have my panties dirty! And I don't desire to obtain caught at do the job donning panties!|A good house supervisor is likely to know if an proprietor is in monetary distress, and also to show you, whereas an individual proprietor with economical problems is probably going Never to check here show you and let you move in blind, mainly because they just want the revenue, though they don't make their payments.|Profits experts will often be instructed that to make a sale, they need to press not easy to the consumers rather than acquire ?�no??for an answer. Nonetheless, most customers don?�t wish to be pressured. This type of high-stress sale generally either fails or results in the buyer regretting their purchase.|Based on HubSpot?�s 2024 Product sales Trends Report, ninety six% of potential clients do their unique exploration right before Talking that has a income rep. And if potential prospects place in energy to learn about your goods and services, you can dedicate some time to Studying about them.|Within this chapter, We're going to try and trace the system of initiation in to the classical arts, within the self-taught gyrations of Bollywood items into the major rigours of a classical Indian dance form.|Will you be one particular to purchase the most up-to-date design iPhone or Samsung once it hits the industry? Then get paid for the outdated model by selling it to Gazelle. No sifting via bids or haggling with prospective buyers.|It?�s totally free to listing your item and to market it in person. You?�ll fork out a rate for nationwide listings and promotions, as follows:}

There are a variety of paths you normally takes when beginning your journey in Discovering how you can provide on the internet. on the market??and get in touch with it a day.|When I ask a colleague, friend, or family member to recommend certain service gurus, similar to a hairdresser or an electrician, I choose their information on board devoid of hesitation ??to me, a reliable referral is actually a stronger attract than numerous five-star assessments I?�ve viewed on the web.|Should you?�re just starting out and Discovering tips on how to provide on line then managing joint ventures may be hard.|Hubspot defines ?�Selling??as any transaction that is definitely monetary in mother nature or during which revenue is exchanged in return for a fantastic or services. During a income negotiation, Based on Hubspot, the vendor tries to persuade or ??sell|promote|market|offer|provide}??the client about the key benefits of their give.|A lot of e-commerce sites have algorithms that operate like Google. Therefore if someone is seeking a ?�Samsung LED,??your listing may have a significantly better prospect of appearing in the final results with These search phrases in the title.}

If a girl has a difficulty using this, I'd challenge you to test putting on Gentlemen's underwear for per week. For the Adult males who say It can be gay and you also haven't tried it, I'd personally say the identical thing for you. Attempt on some panties for one 7 days and you will never ever want to return.

Is the fact that a Midwest accent I listen to???it is possible to respond and share a bit about oneself.|After i get an outreach e mail, I study not less than the primary number of lines. But when I feel that the e-mail isn?�t tailor-made towards me in almost any way, I?�m not as likely to go through Substantially even more. Remember that prospects are folks, and they would like to be addressed as a result.|As outlined by this principle, the salesperson must discover the condition of the customer and deal with offering a solution to that issue via his/her goods and services.|Desire to thank TFD for its existence? Inform a friend about us, include a backlink to this web site, or stop by the webmaster's web page without cost entertaining material.|Consider it with the perspective in the purchasers: What is going to they need to make the decision to buy your item?|The Market also aggregates applicable buying and selling teams in your town. Putting up in these teams is a great way to market your item to some target market.|cafe desk reservations ??great for supplying people an option to choose their most loved desk whenever,|Perfectly, in that circumstance, I?�d decide on social websites. Social commerce, since it?�s widely regarded is so basic that you don?�t have to invest time learning ways to offer on-line. As well as, you could On top of that use it as a starting point for building an audience. We?�ll deal with the particulars afterwards.|So it seems that there isn't a metre in prose the same as in verse, and that which in oration is termed 'metrical' will not be normally caused by metre, but also every now and then by the euphony and development of the phrases.|It?�s crucial that you remain Harmless when selling in individual. Have confidence in your gut, normally satisfy within a properly-lit community position and in no way give strangers your address.|Have a very deep explore what?�s to choose from available, what your Level of competition is performing, And the way they go about giving their items.|Last thirty day period, OpenAI explained it?�s experimenting with new shopping functions, such as a means to see photos and costs of many products as well as one-way links for people to buy the items.|(Illustration): I function in porn and function for one employer in the future, 2 another...and the like. I do acting gigs for Television set then do tunes displays. All these are various companies would you really want to validate all of that or perhaps get Individuals A huge number of pounds upfront rather than be concerned about me likely default?|1. They are people today such as you, who definitely have substantial savings for whatever legit motive, or are retired, and have constrained income but funds in the bank. They usually are excellent tenants. We've got even, on occasion, specified a little lower price per month due to the lump sum payment.|As such, this option would Particularly be perfect in the event you?�re aiming to promote off huge physical merchandise ??like furniture or other sorts of stuff that potential buyers frequently choose to see in man or woman right before transacting.|At the ultimate phase, the salesperson ought to thank The client and make clear any queries that The client can have just after creating the acquisition.|While you might not be in a position to acquire everyone about, you are able to deal with confirmation bias through the use of social evidence, highlighting constructive assessments, delivering details-driven proof, and aligning with all your prospect?�s values and plans.|With this selling theory, the purchase can occur only in the event the possible buyer is persuaded that his/her trouble might be solved by the specified company or merchandise.|line item - an item in an appropriation bill; "Some governors can veto line items in their point out budgets"|item - an isolated undeniable fact that is considered separately from The complete; "various of the main points are comparable"; "a degree of knowledge"|The website operates in in excess of 70 international locations, but it really?�s build to be used domestically. In actual fact, to avoid frauds, the site suggests persons checklist locally and satisfy nose to nose.|Generating a web based Etsy shop may perhaps take 5 minutes, but you?�ll want to invest far more time customizing your site. |If you're able to access them, your customer?�s corporation economical statements can reveal information concerning their financial security and funds flow. This will help you evaluate the prospect?�s capacity to spend money on your product or service.|I?�ve just described a experience-to-facial area retail circumstance, but this approach can be applied to B2B outreach. If you?�re getting in touch with a prospect you haven?�t spoken with in advance of, it?�s crucial to lean greatly within the investigate component I touched on in move two.|Preferably, you ought to Construct a summary of your very own ??by providing a newsletter or putting your current clients on the checklist appropriate after they get from you.|This can be the very last stage on the AIDAS principle of selling. In the pleasure stage, the salesperson should really reassure the client of his/her conclusion to get. If the customer does not nevertheless feel convinced, then the salesperson can use samples or demonstrations to convince the customer.|If you prefer your items to become accepted for selling on the site, you could must be a little bit more choosy. Consist of brands that offer effectively, for instance Athletica, Kate Spade, Lululemon and Patagonia.|I?�ve always thought developing rapport was very important for profits, which calendar year?�s Income Developments Report verified that. Nearly 82% of product sales specialists express that relationship developing is A very powerful Portion of selling.}

To help you out, we?�ve revealed an in-depth tutorial to determining what to offer online right here. On the other hand, when you?�re in a hurry and want a concise summary, Here's A fast 4 action course of action:.??Expert salespeople who are qualified in dealing with inside and external scenarios can certainly produce the specified environment to obtain the purchaser?�s fascination in paying for the item.|When communicating with drivers, I feel it?�s very best for being direct with them and acquire to the point. So, emphasis your messaging on their own goals And the way your goods and services may help them there.|In such a sales procedure, the seller, as an alternative to discussing the optimistic characteristics and praising the product, explains how it may fix The client?�s complications.|Selling has normally had a commercial significance. By supplying companies, it works with regards to the exchange of cash. Its final result is purchaser gratification, thus earning an affordable revenue.|buying and selling stamp - a token resembling a stamp provided by a retailer to some consumer; the token is redeemable for content on the Particular list|With this solution, the decoy is strategically built to make one of several other available choices more desirable. This is normally done by earning the decoy just like the desired solution but somewhat inferior in terms of capabilities, Positive aspects, or price.|The theory is to construct a existence on social media (a corporation profile), get followers, and after that give your merchandise to those followers instantly with the social media platform.}

Marks/Scars/Tattoos: con lenses; glasses; tat l arm - nate; tat l arm - px; tat l arm - souljah; tat r arm - 1}

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