SlideShare a Scribd company logo
1 of 35
Evolve from
              Market Share
              to Mind Share
                   @DougDevitre


www.ItsEitherNowOrNever.com
http://blog.nielsen.com/nielsenwire/online_mobile/what-
americans-do-online-social-media-and-games-dominate-activity/
http://blog.nielsen.com/nielsenwire/online_mobile/what-
americans-do-online-social-media-and-games-dominate-activity/
You



      Member
Accountability Plan




http://surveymonkey.com/s/smaccountability 1 of 15 assessments
Share Videos

• Funny
• Video testimonials
• Special events
• Screen capture video
• Video tutorials
Skype Video


• Video call
• iPhone video calls
• Video screen share
• Video interviews on
  YouTube
http://www.slideshare.net/dougdevitre/5-
things-you-didnt-know-about-skype-and-
    why-they-are-costing-you-money
Share Photos

• Happy people
• Call to actions
• Special events
• Screen capture
• Things to do
Tech Tool Box
• Kodak Playtouch or EasyShare
• Camtasia, Jing, or Screenr
• Snag-it, Picnik, Photoshop
• iMovie, Windows Movie Maker
• iPhone, Android, Blackberry
• Logitech web cam
http://reassociations.ourtoolbar.com/
Mobile Communications


• App vs. mobile site
• e-Commerce
• Text message
  auto-responders
• QR code
iPhone Apps
• Box.net/Dropbox   • Yelp
• Twittelator Pro   • TripAdvisor
• AudioMemos        • BeatTheTraffic
• Dragon            • Instagram
• Skype             • UBroadcaster
• FeeddlerRSS       • NAR Express
Ask Questions

• How can I make your day better?
• What is the best takeaway?
• What are you doing this weekend?
• What would you change about the MLS?
• Why do you invest in RPAC?
Calls to Action

• What do you want them to do?
• Appear on landing page with images
• Links to content, forms, etc.
• Specific actions stated with benefit in mind
• Remind to share on social media
Make it About the Members


• Photos of them
• Videos of them
• Twitter mentions
• Retweet their tweets
• Member of the day
Digg Digg
Roadblocks
• Association Executive
• Board of Directors
• Unskilled team
  members
• Lack of strategy
• Lack of focus
Association Executives
Board of Directors
LMGTFY
http://ItsEitherNowOrNever.com

                                                                                                      Now
         MEMBERS  DO  THE                                                                                               It’s  Either
        MARKETING  FOR  YOU
       SAVE  MONEY  AND  TIME                                                                                                                   or
        DO  MORE  WITH  LESS
As  a  result  of  this  book  we  guarantee  your  organization  will:
     Perform  a  situation  analysis  that  identifies  opportunities  that  correspond  
     with  the  organization’s  strategic  objectives.
    Clarify  roles  and  responsibilities  of  those  needed  to  participate  to  arrive  
                                                                                                  NEVER
    at  expected  outcomes.
                                                                                                 Reinvent  your  strategic  online  communication
                                                                                                             plan  to  remain  relevant
    Create  a  customized  action  plan  that  serves  as  the  road  map  for  future  
    success.
                                                                                                          For  associations,  organizations,  and  companies
Included  in  this  book:
    Assessments  to  identify  opportunities
    Video  tutorials  to  explain  advance  concepts
    PowerPoint  presentations  to  demonstrate  processes
    Templates  to  save  time



                         Doug  Devitre  has  helped  many  REALTOR®  Associations  
                         improve  their  communications  to  members  using  the  latest  
                         technology.  Affordable,  flexible,  and  easy  to  implement  
                         solutions  are  prescribed  from  an  in  depth  needs  assess-­
                         ment  of  existing  resources,  skill  sets,  and  availability  of  
                         time  by  those  who  participate.




                                                                                                       By  Doug  Devitre
                                                                                                 Digital  Communications  Architect
Evolve from Market Share to Mind Share for REALTOR Associations - NAR Convention 2011

More Related Content

More from Doug Devitre

What They Dont Teach You in Kindergarten
What They Dont Teach You in KindergartenWhat They Dont Teach You in Kindergarten
What They Dont Teach You in KindergartenDoug Devitre
 
Build Buddy Course Catalog
Build Buddy Course CatalogBuild Buddy Course Catalog
Build Buddy Course CatalogDoug Devitre
 
Harry Devitre Investor Pitch Deck
Harry Devitre Investor Pitch DeckHarry Devitre Investor Pitch Deck
Harry Devitre Investor Pitch DeckDoug Devitre
 
Amplify your Podcast Reach on Amazon Alexa
Amplify your Podcast Reach on Amazon Alexa Amplify your Podcast Reach on Amazon Alexa
Amplify your Podcast Reach on Amazon Alexa Doug Devitre
 
Data Driven Real Estate Instructor Development
Data Driven Real Estate Instructor DevelopmentData Driven Real Estate Instructor Development
Data Driven Real Estate Instructor DevelopmentDoug Devitre
 
Snackable Content for Screen to Screen Selling
Snackable Content for Screen to Screen SellingSnackable Content for Screen to Screen Selling
Snackable Content for Screen to Screen SellingDoug Devitre
 
Leadership Summit - Association of Inside Sales Professionals
Leadership Summit - Association of Inside Sales ProfessionalsLeadership Summit - Association of Inside Sales Professionals
Leadership Summit - Association of Inside Sales ProfessionalsDoug Devitre
 
Screen to Screen Selling Book Outline
Screen to Screen Selling Book OutlineScreen to Screen Selling Book Outline
Screen to Screen Selling Book OutlineDoug Devitre
 
Maximize Your Education Investment
Maximize Your Education InvestmentMaximize Your Education Investment
Maximize Your Education InvestmentDoug Devitre
 
How to Leverage your Existing Relationship Using Technology
How to Leverage your Existing Relationship Using TechnologyHow to Leverage your Existing Relationship Using Technology
How to Leverage your Existing Relationship Using TechnologyDoug Devitre
 
Information Management Strategy
Information Management StrategyInformation Management Strategy
Information Management StrategyDoug Devitre
 
Online Advertising and Social Media Compliance
Online Advertising and Social Media ComplianceOnline Advertising and Social Media Compliance
Online Advertising and Social Media ComplianceDoug Devitre
 
Ohio Association of REALTORS Mobile Sales Presentations
Ohio Association of REALTORS Mobile Sales PresentationsOhio Association of REALTORS Mobile Sales Presentations
Ohio Association of REALTORS Mobile Sales PresentationsDoug Devitre
 
REALTOR Social Media and Technology Resources 2011
REALTOR Social Media and Technology Resources 2011REALTOR Social Media and Technology Resources 2011
REALTOR Social Media and Technology Resources 2011Doug Devitre
 
Unleash Real Estate Brokerage Value
Unleash Real Estate Brokerage ValueUnleash Real Estate Brokerage Value
Unleash Real Estate Brokerage ValueDoug Devitre
 
Corretor Global and Redimob - How to Communicate Effectively Using Social Me...
Corretor Global  and Redimob - How to Communicate Effectively Using Social Me...Corretor Global  and Redimob - How to Communicate Effectively Using Social Me...
Corretor Global and Redimob - How to Communicate Effectively Using Social Me...Doug Devitre
 
Do’s and Don’ts of Email Marketing - Women's Council of REALTORS Webinar
Do’s and Don’ts of Email Marketing - Women's Council of REALTORS WebinarDo’s and Don’ts of Email Marketing - Women's Council of REALTORS Webinar
Do’s and Don’ts of Email Marketing - Women's Council of REALTORS WebinarDoug Devitre
 
Igniting Your CRS Membership
Igniting Your CRS MembershipIgniting Your CRS Membership
Igniting Your CRS MembershipDoug Devitre
 
Florida REALTORS Association 2011 Winter Meetings
Florida REALTORS Association 2011 Winter MeetingsFlorida REALTORS Association 2011 Winter Meetings
Florida REALTORS Association 2011 Winter MeetingsDoug Devitre
 
Commercial Real Estate and Social Media - National Association of REALTORS Co...
Commercial Real Estate and Social Media - National Association of REALTORS Co...Commercial Real Estate and Social Media - National Association of REALTORS Co...
Commercial Real Estate and Social Media - National Association of REALTORS Co...Doug Devitre
 

More from Doug Devitre (20)

What They Dont Teach You in Kindergarten
What They Dont Teach You in KindergartenWhat They Dont Teach You in Kindergarten
What They Dont Teach You in Kindergarten
 
Build Buddy Course Catalog
Build Buddy Course CatalogBuild Buddy Course Catalog
Build Buddy Course Catalog
 
Harry Devitre Investor Pitch Deck
Harry Devitre Investor Pitch DeckHarry Devitre Investor Pitch Deck
Harry Devitre Investor Pitch Deck
 
Amplify your Podcast Reach on Amazon Alexa
Amplify your Podcast Reach on Amazon Alexa Amplify your Podcast Reach on Amazon Alexa
Amplify your Podcast Reach on Amazon Alexa
 
Data Driven Real Estate Instructor Development
Data Driven Real Estate Instructor DevelopmentData Driven Real Estate Instructor Development
Data Driven Real Estate Instructor Development
 
Snackable Content for Screen to Screen Selling
Snackable Content for Screen to Screen SellingSnackable Content for Screen to Screen Selling
Snackable Content for Screen to Screen Selling
 
Leadership Summit - Association of Inside Sales Professionals
Leadership Summit - Association of Inside Sales ProfessionalsLeadership Summit - Association of Inside Sales Professionals
Leadership Summit - Association of Inside Sales Professionals
 
Screen to Screen Selling Book Outline
Screen to Screen Selling Book OutlineScreen to Screen Selling Book Outline
Screen to Screen Selling Book Outline
 
Maximize Your Education Investment
Maximize Your Education InvestmentMaximize Your Education Investment
Maximize Your Education Investment
 
How to Leverage your Existing Relationship Using Technology
How to Leverage your Existing Relationship Using TechnologyHow to Leverage your Existing Relationship Using Technology
How to Leverage your Existing Relationship Using Technology
 
Information Management Strategy
Information Management StrategyInformation Management Strategy
Information Management Strategy
 
Online Advertising and Social Media Compliance
Online Advertising and Social Media ComplianceOnline Advertising and Social Media Compliance
Online Advertising and Social Media Compliance
 
Ohio Association of REALTORS Mobile Sales Presentations
Ohio Association of REALTORS Mobile Sales PresentationsOhio Association of REALTORS Mobile Sales Presentations
Ohio Association of REALTORS Mobile Sales Presentations
 
REALTOR Social Media and Technology Resources 2011
REALTOR Social Media and Technology Resources 2011REALTOR Social Media and Technology Resources 2011
REALTOR Social Media and Technology Resources 2011
 
Unleash Real Estate Brokerage Value
Unleash Real Estate Brokerage ValueUnleash Real Estate Brokerage Value
Unleash Real Estate Brokerage Value
 
Corretor Global and Redimob - How to Communicate Effectively Using Social Me...
Corretor Global  and Redimob - How to Communicate Effectively Using Social Me...Corretor Global  and Redimob - How to Communicate Effectively Using Social Me...
Corretor Global and Redimob - How to Communicate Effectively Using Social Me...
 
Do’s and Don’ts of Email Marketing - Women's Council of REALTORS Webinar
Do’s and Don’ts of Email Marketing - Women's Council of REALTORS WebinarDo’s and Don’ts of Email Marketing - Women's Council of REALTORS Webinar
Do’s and Don’ts of Email Marketing - Women's Council of REALTORS Webinar
 
Igniting Your CRS Membership
Igniting Your CRS MembershipIgniting Your CRS Membership
Igniting Your CRS Membership
 
Florida REALTORS Association 2011 Winter Meetings
Florida REALTORS Association 2011 Winter MeetingsFlorida REALTORS Association 2011 Winter Meetings
Florida REALTORS Association 2011 Winter Meetings
 
Commercial Real Estate and Social Media - National Association of REALTORS Co...
Commercial Real Estate and Social Media - National Association of REALTORS Co...Commercial Real Estate and Social Media - National Association of REALTORS Co...
Commercial Real Estate and Social Media - National Association of REALTORS Co...
 

Recently uploaded

Rustomjee The Panorama At Pali Hill, Bandra West, Mumbai - Brochure.pdf
Rustomjee The Panorama At Pali Hill, Bandra West, Mumbai - Brochure.pdfRustomjee The Panorama At Pali Hill, Bandra West, Mumbai - Brochure.pdf
Rustomjee The Panorama At Pali Hill, Bandra West, Mumbai - Brochure.pdfmonikasharma630
 
Pride Wonderland Dhanori Pune Brochure.pdf
Pride Wonderland Dhanori Pune Brochure.pdfPride Wonderland Dhanori Pune Brochure.pdf
Pride Wonderland Dhanori Pune Brochure.pdfabbu831446
 
Dynamic Netsoft A leader In Property management Software
Dynamic Netsoft A leader In Property management SoftwareDynamic Netsoft A leader In Property management Software
Dynamic Netsoft A leader In Property management SoftwareDynamic Netsoft
 
Kohinoor Hinjewadi Phase 2 Pune | E-Brochure
Kohinoor Hinjewadi Phase 2 Pune | E-BrochureKohinoor Hinjewadi Phase 2 Pune | E-Brochure
Kohinoor Hinjewadi Phase 2 Pune | E-BrochureOmanaConsulting
 
Cashpay_Call Girls In Gaur City Mall Noida ❤️8860477959 Escorts Service In 24...
Cashpay_Call Girls In Gaur City Mall Noida ❤️8860477959 Escorts Service In 24...Cashpay_Call Girls In Gaur City Mall Noida ❤️8860477959 Escorts Service In 24...
Cashpay_Call Girls In Gaur City Mall Noida ❤️8860477959 Escorts Service In 24...lizamodels9
 
Mahindra Vista Kandivali East Mumbai Brochure.pdf
Mahindra Vista Kandivali East Mumbai Brochure.pdfMahindra Vista Kandivali East Mumbai Brochure.pdf
Mahindra Vista Kandivali East Mumbai Brochure.pdfPrachiRudram
 
83770-87607 ۞Call Girls In Near The Park Hotel (Cp) Delhi
83770-87607 ۞Call Girls In Near The Park Hotel (Cp) Delhi83770-87607 ۞Call Girls In Near The Park Hotel (Cp) Delhi
83770-87607 ۞Call Girls In Near The Park Hotel (Cp) Delhidollysharma2066
 
Prestige Rainbow Waters Raidurgam, Gachibowli Hyderabad E- Brochure.pdf
Prestige Rainbow Waters Raidurgam, Gachibowli Hyderabad E- Brochure.pdfPrestige Rainbow Waters Raidurgam, Gachibowli Hyderabad E- Brochure.pdf
Prestige Rainbow Waters Raidurgam, Gachibowli Hyderabad E- Brochure.pdffaheemali990101
 
Low Rate Call Girls in Triveni Complex Delhi Call 9990771857
Low Rate Call Girls in Triveni Complex Delhi Call 9990771857Low Rate Call Girls in Triveni Complex Delhi Call 9990771857
Low Rate Call Girls in Triveni Complex Delhi Call 9990771857delhimodel235
 
Call Girls In Mayur Vihar-1 Delhi ❤️8860477959 Good Looking Escorts In 24/7 D...
Call Girls In Mayur Vihar-1 Delhi ❤️8860477959 Good Looking Escorts In 24/7 D...Call Girls In Mayur Vihar-1 Delhi ❤️8860477959 Good Looking Escorts In 24/7 D...
Call Girls In Mayur Vihar-1 Delhi ❤️8860477959 Good Looking Escorts In 24/7 D...lizamodels9
 
How to Navigate the Eviction Process in Pennsylvania: A Landlord's Guide
How to Navigate the Eviction Process in Pennsylvania: A Landlord's GuideHow to Navigate the Eviction Process in Pennsylvania: A Landlord's Guide
How to Navigate the Eviction Process in Pennsylvania: A Landlord's GuideezLandlordForms
 
Sobha Aranya Sector 80 Gurgaon E- Brochure.pdf
Sobha Aranya Sector 80 Gurgaon E- Brochure.pdfSobha Aranya Sector 80 Gurgaon E- Brochure.pdf
Sobha Aranya Sector 80 Gurgaon E- Brochure.pdffaheemali990101
 
Kumar Fireworks Hadapsar Link Road Pune Brochure.pdf
Kumar Fireworks Hadapsar Link Road Pune Brochure.pdfKumar Fireworks Hadapsar Link Road Pune Brochure.pdf
Kumar Fireworks Hadapsar Link Road Pune Brochure.pdfBabyrudram
 
Ryan Mahoney - How Property Technology Is Altering the Real Estate Market
Ryan Mahoney - How Property Technology Is Altering the Real Estate MarketRyan Mahoney - How Property Technology Is Altering the Real Estate Market
Ryan Mahoney - How Property Technology Is Altering the Real Estate MarketRyan Mahoney
 
Shapoorji Spectra Sensorium Hinjewadi Pune | E-Brochure
Shapoorji Spectra Sensorium Hinjewadi Pune | E-BrochureShapoorji Spectra Sensorium Hinjewadi Pune | E-Brochure
Shapoorji Spectra Sensorium Hinjewadi Pune | E-BrochureOmanaConsulting
 
Covid 19 and Market Impact during the Pandemic
Covid 19 and Market Impact during the PandemicCovid 19 and Market Impact during the Pandemic
Covid 19 and Market Impact during the PandemicTim Wilmath
 
Experion Elements Sector 45 Noida_Brochure.pdf.pdf
Experion Elements Sector 45 Noida_Brochure.pdf.pdfExperion Elements Sector 45 Noida_Brochure.pdf.pdf
Experion Elements Sector 45 Noida_Brochure.pdf.pdfkratirudram
 
Call Girls In Sahibabad Ghaziabad ❤️8860477959 Low Rate Escorts Service In 24...
Call Girls In Sahibabad Ghaziabad ❤️8860477959 Low Rate Escorts Service In 24...Call Girls In Sahibabad Ghaziabad ❤️8860477959 Low Rate Escorts Service In 24...
Call Girls In Sahibabad Ghaziabad ❤️8860477959 Low Rate Escorts Service In 24...lizamodels9
 

Recently uploaded (20)

Rustomjee The Panorama At Pali Hill, Bandra West, Mumbai - Brochure.pdf
Rustomjee The Panorama At Pali Hill, Bandra West, Mumbai - Brochure.pdfRustomjee The Panorama At Pali Hill, Bandra West, Mumbai - Brochure.pdf
Rustomjee The Panorama At Pali Hill, Bandra West, Mumbai - Brochure.pdf
 
Low Rate Call Girls in Triveni Complex Delhi Call 9873940964
Low Rate Call Girls in Triveni Complex Delhi Call 9873940964Low Rate Call Girls in Triveni Complex Delhi Call 9873940964
Low Rate Call Girls in Triveni Complex Delhi Call 9873940964
 
young call girls in Lajpat Nagar,🔝 9953056974 🔝 escort Service
young call girls in Lajpat Nagar,🔝 9953056974 🔝 escort Serviceyoung call girls in Lajpat Nagar,🔝 9953056974 🔝 escort Service
young call girls in Lajpat Nagar,🔝 9953056974 🔝 escort Service
 
Pride Wonderland Dhanori Pune Brochure.pdf
Pride Wonderland Dhanori Pune Brochure.pdfPride Wonderland Dhanori Pune Brochure.pdf
Pride Wonderland Dhanori Pune Brochure.pdf
 
Dynamic Netsoft A leader In Property management Software
Dynamic Netsoft A leader In Property management SoftwareDynamic Netsoft A leader In Property management Software
Dynamic Netsoft A leader In Property management Software
 
Kohinoor Hinjewadi Phase 2 Pune | E-Brochure
Kohinoor Hinjewadi Phase 2 Pune | E-BrochureKohinoor Hinjewadi Phase 2 Pune | E-Brochure
Kohinoor Hinjewadi Phase 2 Pune | E-Brochure
 
Cashpay_Call Girls In Gaur City Mall Noida ❤️8860477959 Escorts Service In 24...
Cashpay_Call Girls In Gaur City Mall Noida ❤️8860477959 Escorts Service In 24...Cashpay_Call Girls In Gaur City Mall Noida ❤️8860477959 Escorts Service In 24...
Cashpay_Call Girls In Gaur City Mall Noida ❤️8860477959 Escorts Service In 24...
 
Mahindra Vista Kandivali East Mumbai Brochure.pdf
Mahindra Vista Kandivali East Mumbai Brochure.pdfMahindra Vista Kandivali East Mumbai Brochure.pdf
Mahindra Vista Kandivali East Mumbai Brochure.pdf
 
83770-87607 ۞Call Girls In Near The Park Hotel (Cp) Delhi
83770-87607 ۞Call Girls In Near The Park Hotel (Cp) Delhi83770-87607 ۞Call Girls In Near The Park Hotel (Cp) Delhi
83770-87607 ۞Call Girls In Near The Park Hotel (Cp) Delhi
 
Prestige Rainbow Waters Raidurgam, Gachibowli Hyderabad E- Brochure.pdf
Prestige Rainbow Waters Raidurgam, Gachibowli Hyderabad E- Brochure.pdfPrestige Rainbow Waters Raidurgam, Gachibowli Hyderabad E- Brochure.pdf
Prestige Rainbow Waters Raidurgam, Gachibowli Hyderabad E- Brochure.pdf
 
Low Rate Call Girls in Triveni Complex Delhi Call 9990771857
Low Rate Call Girls in Triveni Complex Delhi Call 9990771857Low Rate Call Girls in Triveni Complex Delhi Call 9990771857
Low Rate Call Girls in Triveni Complex Delhi Call 9990771857
 
Call Girls In Mayur Vihar-1 Delhi ❤️8860477959 Good Looking Escorts In 24/7 D...
Call Girls In Mayur Vihar-1 Delhi ❤️8860477959 Good Looking Escorts In 24/7 D...Call Girls In Mayur Vihar-1 Delhi ❤️8860477959 Good Looking Escorts In 24/7 D...
Call Girls In Mayur Vihar-1 Delhi ❤️8860477959 Good Looking Escorts In 24/7 D...
 
How to Navigate the Eviction Process in Pennsylvania: A Landlord's Guide
How to Navigate the Eviction Process in Pennsylvania: A Landlord's GuideHow to Navigate the Eviction Process in Pennsylvania: A Landlord's Guide
How to Navigate the Eviction Process in Pennsylvania: A Landlord's Guide
 
Sobha Aranya Sector 80 Gurgaon E- Brochure.pdf
Sobha Aranya Sector 80 Gurgaon E- Brochure.pdfSobha Aranya Sector 80 Gurgaon E- Brochure.pdf
Sobha Aranya Sector 80 Gurgaon E- Brochure.pdf
 
Kumar Fireworks Hadapsar Link Road Pune Brochure.pdf
Kumar Fireworks Hadapsar Link Road Pune Brochure.pdfKumar Fireworks Hadapsar Link Road Pune Brochure.pdf
Kumar Fireworks Hadapsar Link Road Pune Brochure.pdf
 
Ryan Mahoney - How Property Technology Is Altering the Real Estate Market
Ryan Mahoney - How Property Technology Is Altering the Real Estate MarketRyan Mahoney - How Property Technology Is Altering the Real Estate Market
Ryan Mahoney - How Property Technology Is Altering the Real Estate Market
 
Shapoorji Spectra Sensorium Hinjewadi Pune | E-Brochure
Shapoorji Spectra Sensorium Hinjewadi Pune | E-BrochureShapoorji Spectra Sensorium Hinjewadi Pune | E-Brochure
Shapoorji Spectra Sensorium Hinjewadi Pune | E-Brochure
 
Covid 19 and Market Impact during the Pandemic
Covid 19 and Market Impact during the PandemicCovid 19 and Market Impact during the Pandemic
Covid 19 and Market Impact during the Pandemic
 
Experion Elements Sector 45 Noida_Brochure.pdf.pdf
Experion Elements Sector 45 Noida_Brochure.pdf.pdfExperion Elements Sector 45 Noida_Brochure.pdf.pdf
Experion Elements Sector 45 Noida_Brochure.pdf.pdf
 
Call Girls In Sahibabad Ghaziabad ❤️8860477959 Low Rate Escorts Service In 24...
Call Girls In Sahibabad Ghaziabad ❤️8860477959 Low Rate Escorts Service In 24...Call Girls In Sahibabad Ghaziabad ❤️8860477959 Low Rate Escorts Service In 24...
Call Girls In Sahibabad Ghaziabad ❤️8860477959 Low Rate Escorts Service In 24...
 

Evolve from Market Share to Mind Share for REALTOR Associations - NAR Convention 2011

Editor's Notes

  1. \n
  2. \n
  3. \n
  4. \n
  5. \n
  6. \n
  7. \n
  8. \n
  9. \n
  10. \n
  11. \n
  12. \n
  13. \n
  14. \n
  15. \n
  16. \n
  17. \n
  18. \n
  19. \n
  20. \n
  21. \n
  22. \n
  23. \n
  24. \n
  25. \n
  26. \n
  27. \n
  28. \n
  29. \n
  30. \n
  31. \n
  32. \n
  33. \n
  34. \n
  35. \n