Harnessing the Power: Skills Based Performance Management

A collaboration of the Women’s Council of Realtors®

and The Pacific Institute®

Introduction

PERFORMANCE MANAGEMENT NETWORK (PMN) DESIGNATION

A REALTOR® designation that

combines skills-based training

and a thriving referral network.

PMN Designation RequirementsCompletion of at least 3 PMN courses

Effective Negotiating for RE Professionals Networking and Referral Systems The Business of your Business –

People, Planning, Money & Management

Harnessing the Power: Skills Based Performance Management NAR's ‘At Home with Diversity’

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PMN Designation RequirementsSubmit documented evidence of closed referral

transactions (real estate sales) within past 24 months totaling 30 points.To/from another national WCR member 10 ptsTo/from a non-WCR REALTOR® * 5 pts *From a client 2 pts*Earn double points by recruiting this REALTOR®

Documentation examplescompany referral form, copy of check, client lists,

signed statement from brokerhttp://www.WCR.org

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For over thirty years, The Pacific Institute has been teaching people how to increase success by improving their thinking skills, and has acquired a world-wide reputation for having the most effective programs created from research in the fields of cognitive psychology and social learning theory. Clients include multi-national corporations; whole countries and communities; state, federal and local governments; regional corporations and small business; and millions of individuals who want better personal, professional, and organizational lives. Graduates report:

Increased self-efficacy and creativity Enhanced self-image and self-esteem Greater success & goal accomplishment in key areas Higher quality communications and relationships More self-motivated Greater accountability More open-minded & able to make positive changes

ModulesChallenging YourselfChange ManagementPerformance ManagementTime Management

Course ObjectiveAfter this course you will: Know how to recognize and eliminate self-sabotage Challenge yourself to expect more in various areas

of your life Develop a personal vision for your business and

other areas of your life, and gain tools for achievement

Understand how to minimize resistance to change and power your performance as a result

Gain new ideas, skills and tips to organize your business systems and time

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Challenging Yourself

Developing a Personal Vision

Module ObjectivesAfter this module you will Know how your mind really works by

introducing The Pacific Institute’s curriculum with excerpts from the Investment in Excellence®

Comprehend the objectives of the conscious, subconscious & creative subconscious mind

Learn how Scotomas interfere with your ability to clearly problem solve

Understand how to re-regulate self-sabotaging beliefs and behavior to expand your potential

Anonymous

Your career success depends on Solid foundation of knowledge Continued education to update info Reachable performance goals Positive support system Confidence in yourself and your abilities

When your confidence is shaken, your performance suffers through Self-Sabotage.

Knowing how your mind works can provide you with the tools to overcome obstacles that block your potential to succeed.

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How Your Mind Works

Introducing Lou Tice Chairman and Co-Founder of The Pacific

Institute, Inc. Internationally-known teacher and presenter

in applied cognitive psychology Coach and mentor to leaders throughout the

world Author of Personal Coaching for Results,

Smart Talk for Achieving your Potential, Cultures of Excellence, and numerous articles and features

Belief is the Keyan excerpt from

The Investment in Excellence®

Program

Unit Principle:

We act in accordance with the truth as we perceive and believe

it to be.

INVESTMENT IN EXCELLENCE®

Belief is the Key with Lou Tice

Count the ‘Fs’ in the sentence above.

Scotomas Scotomas are ‘blind spots’ that derail your

ability to clearly process information and prevent you from reaching your true personal potential

You develop blind-spots to real truths about your world or yourself due to Preconceived ideas or Perceptions given to us by others

Scotomas prevent you from Opening your mind to alternatives and Limits your possibilities for solutions

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How the Mind Worksan excerpt from

The Investment in Excellence®

Program

Unit Principle:

Change the way you think and you change the way you run your life.

Investment in Excellence®

How the Mind Works With Lou Tice

Makes you wonder …

Conscious Mind Perceptions are created through experiences

Negative or positive - stored in your subconscious mind

Associations are formed and ‘bounced’ against What I’ve stored as ‘reality’ in my subconscious mind Have I sensed this before? Is this familiar to me?

Evaluation Process Gauges probabilities – is this good, bad or neutral?

Decisions are formulated by Assessing those past experiences Often applied globally to a new experience which causes you to act -

which can yield correct or incorrect results

Subconscious Mind Stores Information

“Garbage In – Garbage Out”

Based on my positive/negative experiences which is filtered through conditioning yielding My Reality My Truths My Habits My Attitudes My Self-Image

Conditioning is a predisposition to behave or react a particular way based on what happened before.

Creative Subconscious Maintaining Sanity by constantly regulating

At your ‘Belief Level’ not at your ‘Potential Level’

Resolving Conflicts between Your belief of yourself versus your performance

Teleological Belief that there is a purpose to being

Creates Energy to maintain ‘normal’ Works hard to ensure that you act and stay the person

you believe yourself to be

It is the Creative Subconscious that sets the stage for Self-Sabotage.

Time for Reflection….. Where am I still making decisions based on

what has happened to me in the past?

How am I correcting for the mistake of

having too much, or doing too well?

Am I forecasting based upon what I’ve done

in the past, or on what I want in my future?

Change Management

Systems for Individual &/or Team Growth

Module Objectives

After this module you will Realize that the process of change requires

the modification of your beliefs Understand the necessity of regulating your

self-talk Learn the importance of end-result thinking Utilize cognitive dissonance concepts to

visualize your new objectives and become dissatisfied with your past performance

Understanding the process of Change Principles of Change Management apply equally to

Individuals, Teams and Organizations

It is natural to want to avoid changes since They alter the dominant picture in our minds (right/wrong) Things are comfortable the way they are

Change Management requires that we Minimize fear Help them experience the benefits of the goal

Process of altering our existing beliefs to attain optimum performance standards through

questioning, benchmarking and testing

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Beliefs Regulate Effectivenessan excerpt from

The Investment in Excellence®

Program

Unit Principle:

Our beliefs set the limits on the use of our potential.

Investment in Excellence®

Beliefs Regulate Effectiveness with Lou Tice

Time for Reflection……. What activities or situations am I currently

avoiding because I feel out of place? Professionally, when have I sabotaged my

success? How will I apply this information to self-

regulate at a higher level of performance?

Self-Sabotage occurs when your habits, attitudes, beliefs & expectations limit your achievement

Self-Sabotage Your creative subconscious mind ‘regulates’

your performance and effectiveness byActively ‘helping’ you to maintain who you

believe your ‘normal’ self isThese beliefs keep you in a box that prevent

you from attaining your true ability to achieve

When things in your life go better for you than they should, you have a tendency to self-regulate based on your view of what your ‘normal’ self should be.

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Self-Talk Cycle Your best friend or worst enemy.

So, what’s ‘good’ about you? ……………………… ...……………………. ………………………. ………………………. ………………………. ………………………. ………………………. ………………………. ………………………..

………………………. ………………………. ………………………. ………………………. ………………………. ………………………. ………………………. ………………………. ……………………….

Beliefs = Your Perception of Reality

Belief – An emotional acceptance of a Proposition, statement or doctrine

Belief System – Coordinated body of methodsWhereby one’s beliefs encompass the whole

Belief without Evidence – a ConvictionConfidence in a truthAn ability to establish a goal without first

considering the means whereby it will be achieved

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Thumb Exercise

How to Build New BeliefsFocus on what’s right – Change what’s wrong

Replacing the ‘Old Tapes’ with ‘New Tapes’ empowers you to re-regulate negative Self-Talk to

Evaluate and assess your own behavior

Neutralize self-sabotage by reaffirming who you are By reacting to your own self-evaluation or

Someone else’s evaluation of performance

Influence or modify your self-image

Redirect your energy in a positive way by creating Goals that will unleash your personal potential

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Turning Beliefs into GoalsGoals are set by Accident

Goals of others, positive or negative Default

Absent new goals you default to past levels Intent

Conscious reaching beyond your grasp “Identifying your Finish Line” is pivotal step

Whether you believe you deserve them or notOnce a goal is set, your brain will automatically seek

opportunities and the means to reach the goal.

How to Create Vivid Goals I x V = R

Imagination times Vividness equals Reality in the subconscious mind

Imagine your end result as who you are today See it clearly Through consistent self-talk, your

subconscious believes it to be Your ‘new’ reality by making youDissatisfied with ‘old/current’ situation Allocates energy to make it happen

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Fast Forward to the Finish Line

Setting the End Result ……………………………………………………….. ……………………………………………………….. ……………………………………………………….. ……………………………………………………….. ……………………………………………………….. ……………………………………………………….. ……………………………………………………….. ……………………………………………………….. ………………………………………………………..

Using present tense statements, state your career aspirations

Setting the End Result I make $30k/mo I work 5 days/wk I have a team of 5 I take 2 family vacations I take 6 mini vacations I have a large 401k I save 10% of gross inc I have $$$ left after bills I have low credit card debt I buy 1 investment property per year

Using present tense statements, state your career aspirations

Obstacles to attaining goals Lack of Self-Esteem Need for perfection, loss of control Depression; Burn-Out; Lack of energy Refusal to allocate time or focus No desire to achieve goals Fear of failure Frustration with setbacks It’s not the dominant picture in your mind of

Who you are or What you can be

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Cognitive DissonanceUncomfortable psychological condition

created when a person experiences contradictory or conflicting opinions, beliefs, attitudes at same time

Emotional state where two simultaneously held attitudes or beliefs are inconsistent or

Conflict exists between belief and overt behavior Resolution of conflict serves as basis for attitude change Belief patterns are modified to be consistent with behavior

To manifest change in yourself you need to Identify and assess the gap between where you are today

with where you have chosen to be in the future

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Measuring the GapSince the objective for your creative subconscious mind is to

create energy to resolve the conflicting pictures you need to

‘Lock-out’ your picture of your past and ‘Lock-on’ to your picture of your future

You lock-on to your desired end-result by making it your dominant picture by Stating it clearly in writing Visualizing what it will mean to you Feeling the emotion surrounding that goal

Bringing your future into the ‘today’ helps you Recognize this ‘future you’ as the ‘real you’ Become dissatisfied with past beliefs about your potential

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Measuring the Gap

………………………. ………………………. ………………………. ………………………. ………………………. ………………………. ………………………. ………………………. ……………………….

………………………. ………………………. ………………………. ………………………. ………………………. ………………………. ………………………. ………………………. ……………………….

The Future ME The Current ME

Measuring the Gap

I make $30k/mo I work 5 days/wk I have a team of 5 I take 2 family vacations I take 6 mini vacations I have a large 401k I save 10% of gross inc I have $$$ left after bills I have low credit card debt I buy 1 investment prop/yr

I made $10k/mo I worked 24/7/365 I had no team to help me I took 1 family vacation I took 1 long weekend I had a small 401k I couldn’t save any $$$ I struggled to pay bills I had high credit card debt I have no investment property

The Future ME The Current ME

Loading your personal Tool-Kit Write your goals down and

create new habits and systems to support or reinforce them

Separate them according to which aspect of ‘You’ it is

Create a ‘dream board’ with pictures of goals

Review them daily to keep them in your mind

Celebrate successes rather than focusing on ‘failures’ or setbacks – Reward yourself

Partner with a ‘Coach’ who supports your dreams, holds you accountable and reminds when your actions are in conflict

Identify a Mentor who demonstrates the results you seek

Surround yourself with positive, motivated, happy people

Learn and gain inspiration through books, seminars, tapes, people, events

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Performance ManagementSystems for Individual &/or Team Focus

Module Objectives

After this module you will Create a career vision statement Create a career mission statement Identify your core values to build credibility Understand how to test your actions to

increase your performance management ability

Anatole France

Performance Management Standard of quality delivered through

Organized and efficient systems to provide consistent results by an individual, team or entire organization

An overall business plan is essential Systems and results are periodically tested

To ensure they are meaningful, relevant and build credibility with every action

Systems must be consistent with our vision, mission and core goals/values

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Vision

Mission

Goals for Success

Core Values & Principles to guide you

Vision for the FutureMission

for the present

Vision

Mission

Core Values & Principles to guide you

Business Plan ensures credibility Vision Statement for future

What do you want to beAll efforts will continuously strive to attain

Mission Statement for presentWhat is your purpose; Why you existUsed to initiate, evaluate, refine all activities

Vivid Goals for successConsistent with Vision StatementConsistent with Mission Statement

Core ValuesPrinciples and Beliefs

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http://about.com/business/

Visioning Requires Creativity Time Spend time imagining your desired future

What do you want to be when you grow up?Daydream alone; Brainstorm with others

Ask ‘What If’What if $$$ weren’t an obstacleWhat if time wasn’t a factorWhat if I could create whatever I wanted to

A vision statement should embody Direction and focus on the horizon lineGenerate strong emotion and sense of pride

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Sample Vision Statement

"Year after year, Westin and its people will be regarded as the best and most sought after hotel and resort management group in North America." (Westin Hotels)

My Career Vision Statement is …

……………………………………………… ……………………………………………………………………………………………………………………………………………… ………………………………………………………………………………………………………………………………………………

Meaningful Mission Statements3 Key Ingredients of Meaningful Missions Pass the Mother Test: A mission statement must be a

concise paragraph describing what your company does and for whom. Show your mission to your mother, if she does not understand it, start again.

Self-Igniting: Your mission is for you and your business. It does not have to be an earth moving statement. It can be whatever inspires you.

Value Alignment: Forget the money. A meaningful mission goes beyond the dollars and cents. If your small business is creative, focus your mission on creativity. Try to be what your core competency is.

Each sample mission statement conveys the business founder's core beliefs and values. http://www.About.com Business Section ©2005 About, Inc. All rights reserved.

Ben & Jerry’s Ice Cream Mission A product mission stated as: "To make,

distribute & sell the finest quality all natural ice cream & euphoric concoctions with a continued commitment to incorporating wholesome, natural ingredients and promoting business practices that respect the Earth and the Environment."

This mission inspired Ben and Jerry to build a cause-related company.

http://www.BenandJerrys.com

My Career Mission Statement is …

……………………………………………… ……………………………………………………………………………………………………………………………………………… ………………………………………………………………………………………………………………………………………………

My Career Goals are … Taken from - Setting the End Result!!!

……………………………………………………….. ……………………………………………………….. ……………………………………………………….. ……………………………………………………….. ……………………………………………………….. ……………………………………………………….. ……………………………………………………….. ……………………………………………………….. ………………………………………………………..

Using present tense statements, state your career aspirations

Building Credibility through Core Values and Business Culture

What values drive you?How do they support your vision

Prioritize the valuesDistill into your personal and business identity

Develop operational rules to deliver theExperience that makes your ‘Culture’

Identify and communicate your focus What commitments are necessary from

Me, my Firm, my Team, my Client If I did this, Then what could I or others expect

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Core Values that build Credibility

………………………. ………………………. ………………………. ………………………. ………………………. ………………………. ………………………. ……………………….. ………………………..

………………………. ………………………. ………………………. ………………………. ………………………. ………………………. ………………………. ……………………….. ………………………..

Core Values that build Credibility

Honesty, Integrity Concern for others Business Ethics Knowledge of Laws Great Reputation Flexibility Empathy Sincerity Results Oriented

Professionalism Efficient, Effective Cooperative Balanced personality Consistent Experience Team Player Sets Ego Aside On time performance

Putting it All Together My Career Vision is My Career Mission is My Career Goals are My core values will create a culture that

Putting it All Together My Career Vision is …………………………………………………………………………………………………………………………………………………………………………………………………… My Career Mission is ............…………………………………… …………………………………………………………………………………………………………………………………………………… My Career Goals are ………………………………………........……………………………………………………………...

………………………………………………………………………………..

My Core values will create a culture that ……………………..………………………………………………………………………………………………………………………………………………………………………………………………………………………………

Challenge the ‘Status Quo’ All systems and ideas should be challenged

Too good to be true? – Research thoroughlyFollow the money – Budget/Cost AnalysisTiming off, No Team Buy-In

Some great ideas are shot down By working on ‘automatic pilot’With excuses rather than reasons

We’ve always done it this way We tried it once and it didn’t work

Creativity and testing required to obtain high performance management results

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http://www.informationbuilders.com

Benchmarking and Testing

Daydreaming and Brainstorming

Vision, Mission, Goal Setting

Change Mgmt securing Buy-in

Change is the vehicle to attain optimum performance results

Evaluation ToolsManual and/or Electronic

……………………… ……………………… ……………………… ……………………… ……………………… ……………………… ……………………… ………………………

………………………. ………………………. ………………………. ………………………. ………………………. ………………………. ………………………. ……………………….

Evaluation ToolsManual and/or Electronic

Consumer Surveys Client Report cards Comment Cards Testimonials Performance Results -

Charts, Graphs, P/L Written goal boards Posting work plans Benchmarking

Creative Brainstorming Attend non-real estate

courses & seminars Read variety of industry

and non-industry books Outsource tasks/projects Attend Nat’l conventions Hiring outside experts Mastermind group

Testing Considerations Troubleshoot the current format for ‘leaks’

Are there problems; are adjustments necessaryAre they the same/different circumstances Is the system utilized to handle this efficient

What new elements have come into playNew threat, opportunity or challengeAre they internal/externalAre they within our control or not

What resources are needed to increase qualityTime; $$$; Staff; New Information; New Skills

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Information NeededSample Forms available in the Networking & Referral Sample Forms available in the Networking & Referral

Systems and Business of your Business coursesSystems and Business of your Business courses Mission & Vision Statements

Core Beliefs/Team Values

Your Database of contacts SOI, B2B, Prospects, Agt2Agt

contacts

Referral Tree Tracking Form Details A,B,C value levels

Incoming/Outgoing Referral Tracking Forms Overviews what’s referred

Multi-Year gross income analysis $; #B/S sides; type of contact

Multi-Year expense analysis Detailed & itemized

Multi-Year Cash Flow Worksheet Details Gross Income; #B/S,

total business expenses, savings/reserves, net income

Annual comparisons of monthly breakdowns yield best analysis results

Time Management

Evaluating Priorities

Module ObjectivesAfter this module you will Understand that priority setting is the premier

time management component Know how to capitalize on your peak

performance time Identify tools that are required to yield

efficient systems Use time management techniques for life

management results

Anonymous

Setting Priorities = Time Management

Creating concrete Goals and Objectives for your Life and Career will help you in setting your priorities which will yield a framework for effective Time Management through balance.

Assess & determine what is truly important in every aspect of your business & personal life

Concentrate your focus on passions & talent Eliminate or minimize activity that you do

because others guilt you into it Your time is a valuable asset

Balance Wheel

Your Self-Assessment Tool

The Pacific Institute (TPI) helps individuals and organizations to unleash the tremendous potential they all possess.• TPI is a REALTOR Benefitssm Partner of NAR. As a member,you receive special discounts on curricula & coaching software that focus on increasing your ability to think & manage in ways that create greater success. For more info, contact a representative from The Pacific Institute below:

Location Contact Phone Email Philadelphia Doreen Lecheler (717) 540-0384 doreenlecheler@comcast.netSeattle Leif Johnson (800) 426-3660 ljohnson@pac-inst.com Seattle Betty Bonnett (800) 426-3660 bbonnett@msn.comAtlanta Kimberly McOmber (404) 467-0039 kmcomber@bellsouth.netAtlanta Buz McOmber (404) 467-0055 bmcomber@bellsouth.net

You May Visit Us at www.thepacificinstitute.com/nar www.thepacificinstitute.com • 1-866-559-0443

If You Would Like More….

Tips for achieving balanceSchedule Everything!

For the year – Major Items and Milestones School & Family Vacations, Birthdays, Anniversaries,

periodic long weekends Business meetings, conventions, conferences

For the month and weeks – Secondary items Day(s) off Showings, Listing Appointments, CMAs, Education

courses, Floor/Opportunity Time, Counseling Sessions For the day – Minor Items

Errands Program in time buffers around major appointments

Allow extra time for unanticipated circumstances These are now BUSINESS APPOINTMENTS

Load your “Big Rocks” first Before adding your “Pebbles and Sand”

‘Big Rocks’Priority Items of

your life that require blocks of

time and are blocked out in your calendar as far in

advance as possible

The container is your obligations

‘Pebbles’Secondary items added surround the priority items in your calendar

‘Sand’ Items to be done which are filled into time gaps

Business Systems for Efficiency Manual or Electronic Combo To-Do/Phone Log

Master Task List & Voice-Mail Phone Log Contact Management System

For Email In/OutBox Schedule Organizer Contacts

‘Business-Ready’ tool-kits for the mobile office Listing Box; Buying Box; Marketing folders; Sign Riders;

Lock Boxes, etc Ability to parlay your efforts by generating business

Delegating work to others by partnering or teaming Supervise effort of others

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Primary Focus of a “Sales” Career Your success is directly proportionate to

Your ability to initiate New contacts and Generate referrals from existing & past contacts

Focus overall efforts onProspecting, Presenting & TroubleshootingPutting the right systems in placeDelegating and Supervisors others

All other activity is secondary

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Family Tip …Separating Business from Home Life

When entering the door at homeStay off the phone for 20+ minutes

Give your family the attention they deserve

Sit and Listen After 20 minutes – they’re done with you!

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Procrastination A ‘Creative Avoidance’ trick

the mind plays on us to defer, delay, postpone, prolong an action or activity

A pattern of self-abuse that undermines our true potential by reinforcing negative beliefs to drag us back to our perception of ‘normal’

Form of depression that overwhelms our ability to act reinforcing our perception that we are not worthy

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Solutions to Short-Circuit Procrastination Create a short list of all major

jobs-Post it Prioritize Master List better Break up large jobs in

manageable parts Schedule time to work on

your project Start (finish) Unpleasant

Jobs first thing Consider delegating Pay someone to do it for you

Habits make unpleasant tasks bearable

Set Deadlines & Rewards Get someone to ‘Nag’ you Visualize the ‘Opportunity’

within the task Focus on the Goal Set a goal beyond the

current one to move you forward past where you are

Just Do it!

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What Changes would you make in living your Life if …?

You had 10 years to live? You had 5 years to live? You had only 1 year or less to live? How much time are you spending

on the things that REALLY matter? Do you take action by your own choice Or, act through obligation?

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Axioms of Life Management

Set Peace of Mind as your Highest GoalOrganize your Time & Life around it

Time with your FamilyDevote 100% attention

RememberQuantity of Family TimeQuality of Work

Effective Time Management Yields more LIVING out of lifeMore time for the people and things you enjoy!

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Reading Resources

http://www.Amazon.com

Reading Resources

http://www.Amazon.com

Reading Resources

http://www.Amazon.com

Reading Resources

http://www.Amazon.com

Reading Resources

http://www.Amazon.com

Reading Resources

http://www.Amazon.com