ࡱ>  @bjbjnn _g_g_F $$$8888p<,8.N&&&. . . . . . .$14X..$&|&"&@&&.. C.)))&p88.)&.))) )0gjN')-Y.0.)4N'64))4$)&&)&&&&&....(6&&&.&&&&4&&&&&&&&& X J:  Taking the time to discover what someones greatest areas of concern are, what they want or need most from you, and what their unspoken desires are creates a high level of trust and rapport. 1. Ask WHAT, not WHY. Why? Because What... is a neutral, fact finding question that produces a thoughtful, factual response. Why questions often ask people to explain their feelings, actions or behavior which can trigger a more emotion-based, defensive response. 2. Lead in with general questions and follow up with more specific questions. Begin with GENERAL WHAT QUESTIONS: Examples: What are the greatest problems facing...? What is most important to you related to...? What events have occurred since...? Follow up with SPECIFIC WHAT QUESTIONS: Dig deeper, consider learning and personality styles, get personal. What plans are in place for the continuation of your business? Finish with SOLUTIONS-BASED WHAT QUESTIONS: Examples: What solutions to this problem can you identify? What action steps would you initiate to solve this problem? In what ways might we...? 3. Ask open ended questions that require more than a yes or no answer. 4. Ask for responses to each question. 5. Understand the other persons personality style and learning style.  SHAPE \* MERGEFORMAT  SAMPLE WHAT QUESTIONS: ( What are the main reasons you have purchased life insurance in the past? ( What concerns do you have about your estate or financial plan at this time? ( What are the reasons that you would stop using a particular (or your current) advisor? ( What are the primary reasons that you invest in these products, policies, programs, etc.? ( What could your advisor do to provide you with better service? ( What are the reasons you use your current team of advisors (attorney, accountant, etc.)? ( What life changes have occurred since your last review? ( What qualities in an insurance company motivate you to purchase their policies? Use the following list of what questions the next time you meet with your clients so that youll know what is really important to them! What are the primary reasons you would choose one life insurance advisor over another? What qualities in an insurance company motivate you to purchase their policies? What were the primary reasons you have purchased life insurance in the past? What are the primary, permanent needs that would affect your life insurance purchase at this time? What are the temporary needs of yours that would prompt your purchase of term (or any other temporary) coverage? What other financial issues that could affect your life insurance purchase now? What has changed since your last review? What are the primary assets you would like to preserve on your death? What are the main factors for you when deciding to purchase life insurance? What are the top concerns or problems that exist in your current financial plan? What are the best features of your existing financial plan? What are your thoughts about improving your financial plan? What are the primary reasons you chose your current accountant? What are the primary reasons you chose your current attorney? What are reasons you have not purchased (whole life, universal life, etc.) up to now? What are the primary reasons you would increase your coverage at this time? What parts of your life insurance policies you would like to understand better? What confuses you the most about your life insurance coverage? What key things you would like to know about your life insurance advisor? What would cause you to stop using a particular advisor? What are your primary requirements for good service from your advisor?      Copyright 2021. John M. Wolf & Lifelong Learning Partners. All rights reserved. www.jackwolflearning.com. A problem well-defined is a problem half-solved. Albert Einstein Advisor What Questions + + ! C D ] | } ~ A B νάΘpάbhV1CJOJQJ^JaJ,hV1hV156CJOJQJ\]^JaJ hj6CJOJQJ]^JaJ&hV1hV16CJOJQJ]^JaJ hV1hV1CJOJQJ^JaJ hjhV1CJOJQJ^JaJ&hV1hV15CJOJQJ\^JaJ#hjh|?5CJ OJQJ^JaJhwG5OJQJ^J  ! D } B pd]^pgdj p]^pgdj %]^gdV1 d^gdV1^gdV1 d^gdV1gdV1 pd^pgdV1 pZ^pgd|?gd 3B C / J L M U i          ʶrjffffjh"jh"U hjh"CJ OJQJ^JaJ hV1CJOJQJ^JaJ hV1hV1CJOJQJ^JaJ&hV1hV16CJOJQJ]^JaJ&hV1hV15CJOJQJ\^JaJ,hV1hV156CJOJQJ\]^JaJ hV1hjCJOJQJ^JaJhjCJOJQJ^JaJ$ / M   # $ = 2-hd<^`gd[d<^`gd" d<gd"Zgd"gdV1 d^gdV1^gdV1 ! " # $ < = > ? @ M ҾtcUDtcUD hwhjCJOJQJ^JaJh[CJOJQJ^JaJ h"h"CJOJQJ^JaJ& jh"h"CJOJQJ^JaJ hwh[CJOJQJ^JaJ hwh"CJOJQJ^JaJ& jhwh"CJOJQJ^JaJ&hwh"5CJOJQJ\^JaJ&hwh"5CJOJQJ\^JaJh"jh"Ujh"UmHnHu*02345BIJ-./05GHIJOghijkopz|~ʹʹʹʹʹ| hV1hV1h[OJQJ^Jh|?h[OJQJ^J hwhjCJOJQJ^JaJh[CJOJQJ^JaJ h"h"CJOJQJ^JaJ& jh"h"CJOJQJ^JaJ hwh[CJOJQJ^JaJ hwh"CJOJQJ^JaJ0EFGHU<EHIR]17W`efh,7l~ʽhjOJQJ^Jh"OJQJ^Jh|?h[?OJQJ^JhO'OJQJ^Jh|?hO'OJQJ^Jh|?OJQJ^Jh|?h|?CJ OJQJ^Jh|?h|?5OJQJ^Jh[5OJQJ^Jh"6FGH<`l$b0Z]0^gd|?0Z]0^gdO' 0Z]0gd|?0pZ]0^pgd|? d<^gd"d<^`gd[$1bk V[c%.W]^_`abcdefghijklmnopq}¾h-vCJOJQJ^Jhghy(0Jhnhy(0J5hwhV1jhV1UmHnHuhZ&jhZ&Uh|?h[OJQJ^Jh|?h[?OJQJ^Jh[OJQJ^J8bV_abdeghjknopq $h]ha$gdp$ *:&#$gdi0Z]0^gd[0Z]0^gd|?}!"#$%+<=>?@ʸuuugcVh|?h[?OJQJ^JhV1h%\hV15CJ(OJQJhV15CJ(OJQJhwGhV1hV16B*CJ]phDrh"6B*CJ]aJphDr)h"h"56B*CJ\]aJphDr#h"56B*CJ\]aJphDrhZ&hy( h 3hy(h-vCJOJQJ^Jh Vh VCJOJQJ^JhV1CJOJQJ^J"#$=>?@0Z]0^gd|? $`a$gdV1$$d&dNDrPDra$gd"v+p0,p0-p0.p0/R 40506070:p|?/ =!"#$% F*q glJFIFHH6DPhotoshop 3.08BIM8BIM%\/{gdպ8BIM,,8BIM&?8BIM 8BIM8BIM 8BIM 8BIM' 8BIMH/fflff/ff2Z5-8BIMp8BIM@@8BIM8BIMEsticonman8tsnullboundsObjcRct1Top longLeftlongBtomlongsRghtlongtslicesVlLsObjcslicesliceIDlonggroupIDlongoriginenum ESliceOrigin autoGeneratedTypeenum ESliceTypeImg boundsObjcRct1Top longLeftlongBtomlongsRghtlongturlTEXTnullTEXTMsgeTEXTaltTagTEXTcellTextIsHTMLboolcellTextTEXT horzAlignenumESliceHorzAligndefault vertAlignenumESliceVertAligndefault bgColorTypeenumESliceBGColorTypeNone topOutsetlong leftOutsetlong bottomOutsetlong rightOutsetlong8BIM( ?8BIM8BIM8BIM /. h/JFIFHH Adobe_CMAdobed            "?   3!1AQa"q2B#$Rb34rC%Scs5&DTdE£t6UeuF'Vfv7GWgw5!1AQaq"2B#R3$brCScs4%&5DTdEU6teuFVfv'7GWgw ?DI%)$IJI$RI$LI2tI$I$$I)I$%.dR&NI$$I)I&I%.IR&NI$$I)I$I$RL%)$IJI$RI$I%?DI%)$$LJRI$I$$$IIK$I%)$$LJRyLJ]$ҒJ]$$LJ]$$LJ]:iI%.dR&NI$$I)I$JRt$I$I%?D$LI)I$JRI&IJI$RI2JRt$$dI%R즋 ~jxCfKa+2 )Sߴ?rRRXĻ u'ԺgQFgTzsrgm8*u1^EnwIN_/)5}o%6}V!Q턔%R̶t$LJ]:tIIKI)I$J]$$I$I%.mRIO4I%)$$$I)I&I%)$$LJRIWKM4 qLxH^lHIJ\wQ4u\`eN`Wٜd<QIrk2s6$ZIDG+B T{:4S:հëdNqS:~Ff_팆cݦli))㾸.NWdno-BߥJNjǏ.5ft\(uZ/ ),uToulJ[q\}BNJ'x Ѿ,n3 l̡%=>.k&abQp`}q`3pv˫?Lꤥ jqx`S`rJzެܺW9شܚO/./wTVU@ns+aqьlВ@{"bag Ib9IM6dhfcc,LT$|Su$R&I%.I$LJ]:dR&I%.I$$I%)$$$JRiI$&iJSJJ^SJiS8&S\:^u unhu_Z,8=N+Ut ]IONΦ'#ubA%;n/A_Y<)wgVT1XőQ?iwXoxIOԺ{6㍏ Oec-c[ j`tk]ڞ%=Lϣ;@kuZW:VEvˈeE$3 t >ฺ+=S,8^#撜,.G# q*] sޯCƳ*Ju-ѯCrYmukٿIO/6tEvc٣^ذp22_9v ťCⱭ~))61eF)w^;"jK^k&ΥӮ[WnJx~Ԣx~KHu@XY:6_G˳76_-KδSkKյ| +7ZP/s9;Fmì-INԥ(ݥ%/)JIKQ)tIK /W #U׭*s|#۹%8nt+7i;ol'+33^a{\oLSX?7=~+J[7<0Xuw:&γU|gP%%;W?' rԗ=BWBY֪pښ8iM=c,Y<$FPɬ`K9LG*P:cfK 4<SwS:,WhYԉˉmwa#YINi|$n- WO16YsD;V%r6nas!0$g^kw϶Kd١]G1Jh:ƹh>r>(8<:e_ mqB~UY4|X曋)oӱdGaedƵ$lL3O[o|W_u<< 2>))Y о;oB!yVKnie`5 z6ITS. jE}}w(&׳ͤ$+=ҡY70$. ?SCJϼ M -^| κޱqIM <&UK6>lCܶ-~چ$Lȴu=o6p1-ǨOeX<_Jy֑S+k*hc!hJ|ޑ9Sa٩rNYL5X?X>6]/ȡ#|kIM,р P c:|VrTR%3)QJyQ%2N)%.dS$$)I"LJRJJ\R%DVWN{t5贉T}N{{#䒞M6]&eET 6jb!CkI:TҶ4dufWYhw}v,)š%-~+J~Oca_\pq-$qYeu*+LuYc8WPJJ_s1I$X' jWRv[)j5\p̼ʺK:+~A]KoNoaq,>]SЋW!VA$-f޹oԞ~ )~;>+mL`{G⎁a*IOsiL.qW?3'+m55$"~_2'sFpjRScu'ⱇ赢>VY1s@ rrB1oo87^7[u8ET, AЈZfLJJ{SW3`9C4>A%0Aq0<v%rUfC?$ JH yP8))Qd}'}XƷkkx9Wƶ+\ *` ))*A@ E:JddS)R1))bDQ)ʉILICqS% )# JCx"CD\xhםW'6_c|*Jsq.=s+X~,pZ7?Gvs$(44 IIR@)D)IIO2JX)Q)bRSTP%%1rCrJF#8 )m.kilw3w6jG OtlJf=ĶK#n68H -m,ˈYoj$@'vW(̩%!e0[Z+kIHJ0$Yu{OM%55Vv=Xh.?Sم[=GcYŤ΋c2v4s&([˝% ۱K{椧8G(7NW#՚5WGPr4q=k!u;>|xO+b?}6A|JeNKK9YY8i}nEFKl0|9%5how Ӑ+lw̔{+6{ocbV+7eNJju^Uվp*ɎFԱ~Yve0>?YC1z `W{w|ǵ)~3";umcђ U3kCm*[katgdd{?4THniUkƫĹjJA1`isA ~ 8p^K+'3n;-JnU:$QVDmS ) *a ) T))J)$ILSBdĦ*IILHQ!L$d(Bd e%!xA{U'seP-IMb&9x9*%5H`r-)jj BJZ(I%,. 3kqyO̪k?2'[.T'ieĔW[@OY-<³OZ%=]9\v[ MRC iyese2O%%>[.sXt],6ӴqRR푋ZoKV]@ܪ}p衎2m~%Ԕ1P_q"l TpNlgV?+f$VOV99VZ^ G)@هXeVEdahKIN ; [ՖܬFjY#Ui!%$jQj )R ))S)I2I)䓦IK&RI%1)&ILa4)&)) UA"I%5JʁIHJJBBj)S;Uױw-F-Q!%"-MDR)dāJr֛x@'12뭚RSV.}77e8=;Xg籅b4RSt ַn̕#T>;wP~lԤ@JqֵhWOܤN;5ʞ/Ops "墷S`$v͌V،ԔYnGd0ЦS LJ\'  'I%?$I$2d4)骤nqqW%<TJJ`T@>oJs˧?- u<=Uӟyt}-,:Ǩޒ_[t+oQc6ӭX_Com] ~_o)XAJ&^d )N|yW+ ]T %%`EhCj+RRFx( G.RSp0@S%.LJPR JRI$M P%- I$1R%1Uot0HV1INchJ ɸIM:6@pTJJ`B(ąʉIHʁD*%0(e . 'du}ϘG;ѺbcB*X>?%<A؅u wN}n| PO%9''.%htUVn>؏G#"\EQӺ=;&y-woZ8xvvu& 2ܫ:ǖ4$rJs3^A[ 6ǃZ?3%~O$]hIIx 7Pr1}8̅RF4"Q`F`IK6[!;ZZ a%.ƣ5-$M S*$=օuިb{ Ȓ@) R )pA:JZNJ4IJL$e$ВM ISФDbTTIL D*%#*S*IHPQu=28Hhum2~E%)ۧNJ?;\`2~QO )[3ľRʶ):5TωIN{5W8 x_d{Z֗:ͺ%[hDke%"52xwկLc4fpJ@ƣ5&1IK5= j+ZY.kYo{4$6ɡELs ;HUVqSp R)BPR8 BxIJI<$DI:dL$M ILS)&))L&!LBIHP!!9n ) ܙ<=Ȳ\}ŧ*Ntծ9+ 7dz4%4Gv/ %Ө$]A_Pl`撛b=0O,{4O*W[h%61u0iIKEX᫩$-cX[F IMFW/AA BJX5L5H5Lj& L[oZ|Jk貣x6=JlNJZxNJZxJRВ$TI%)$IJI$R$JY2d$)Q*eD(TJJ`B!Q!%!pCpF(n )՗^IMwgϋO -p 3~PP\U2:xsSzT$!ʛѡ:j++ 5)vV$ƣ5)fIDkRSVaB~S5՘YLi\ ԔHТJfЦТ IL;:P [ c2 ̔sijø@ d7a>!%9M. 4I*xb* |RRUqԣ$%)<$%):I$$$I%)$IOTI%)$IJI$RI$I%,&ILJbS2TJJ`T ! %0! 6OU>BiRR[=MԷ-׳R͎s_%5*|P-ĦHh~zk'K,R?RSjΠ#:mX=j\GwV{ د_K+pFpMY ) `$ )pJdNt8G%7B& A%()H$):J]:d)II%)$IJI$RI$TI%)$IJI$RI$I%)2tR%I2JbTHR)S"eDO WBxs$(~NPS?QSz)JJe?Ħu [%6$ag7H~ ) @& 3Ĺ) oni McīӤԪDex$A8H' )p$%.& R$%)$IJI$RI$I%?TI%)$IJI$RI$I%)$IK&*IS&2HIL S'b?x9Pg,.%<ŢAЃ y,+S-w7QǼy'PDx$pL>cI%=$c~ r\wBJv YШS7vZ@*]>dU椦@)) H)$ %. RJRI$I$$I)I$JRI$TI%)$IJI$RI$I%)$IJI$R'L*L8"$/ +Nեk9WpRSdP]+3.^ +H۸v!Tʠ JyCF]O c.&c%4;}?ޯcmmX]V4`$X,:}KZ'i'൰qM$FjQBJdLJ]H& J\'LӦNI$$I)I$JRI$I$$I)TI%)$IJI$RI$I%)$IJI$RJbS%TJJD7RKRRIjV-k-m,Ĕ} 7iir5DIN$>5FhUy9N5pB QhS%.ˆR )R !I%.NR$JRI$I$$I)I$JRI$I$TI%)$IJI$RI$I%)$IJI$R'I%1*%LS&mjէ4BR"v%"ڟj&Զ<~^W $ ) @$I%('H'IJNtI%)$IJI$RI$I%)$IJI$STI%)$IJI$RI$I%)$IJI$RI$b%0Ч %09J*-V9yS['+$UFStsVlLsObjcnullFsIDlongAFrmlongFsFrVlLslong~RLCntlong8BIMRoll8BIMmfri8BIM XICC_PROFILE HLinomntrRGB XYZ  1acspMSFTIEC sRGB-HP cprtP3desclwtptbkptrXYZgXYZ,bXYZ@dmndTpdmddvuedLview$lumimeas $tech0 rTRC< gTRC< bTRC< textCopyright (c) 1998 Hewlett-Packard CompanydescsRGB IEC61966-2.1sRGB IEC61966-2.1XYZ QXYZ XYZ o8XYZ bXYZ $descIEC http://www.iec.chIEC http://www.iec.chdesc.IEC 61966-2.1 Default RGB colour space - sRGB.IEC 61966-2.1 Default RGB colour space - sRGBdesc,Reference Viewing Condition in IEC61966-2.1,Reference Viewing Condition in IEC61966-2.1view_. \XYZ L VPWmeassig CRT curv #(-27;@EJOTY^chmrw| %+28>ELRY`gnu| &/8AKT]gqz !-8COZfr~ -;HUcq~ +:IXgw'7HYj{+=Oat 2FZn  % : O d y  ' = T j " 9 Q i  * C \ u & @ Z t .Id %A^z &Ca~1Om&Ed#Cc'Ij4Vx&IlAe@e Ek*Qw;c*R{Gp@j>i  A l !!H!u!!!"'"U"""# #8#f###$$M$|$$% %8%h%%%&'&W&&&''I'z''( (?(q(())8)k))**5*h**++6+i++,,9,n,,- -A-v--..L.../$/Z///050l0011J1112*2c223 3F3334+4e4455M555676r667$7`7788P8899B999:6:t::;-;k;;<' >`>>?!?a??@#@d@@A)AjAAB0BrBBC:C}CDDGDDEEUEEF"FgFFG5G{GHHKHHIIcIIJ7J}JK KSKKL*LrLMMJMMN%NnNOOIOOP'PqPQQPQQR1R|RSS_SSTBTTU(UuUVV\VVWDWWX/X}XYYiYZZVZZ[E[[\5\\]']x]^^l^__a_``W``aOaabIbbcCccd@dde=eef=ffg=ggh?hhiCiijHjjkOkklWlmm`mnnknooxop+ppq:qqrKrss]sttptu(uuv>vvwVwxxnxy*yyzFz{{c{|!||}A}~~b~#G k͂0WGrׇ;iΉ3dʋ0cʍ1fΏ6n֑?zM _ɖ4 uL$h՛BdҞ@iءG&vVǥ8nRĩ7u\ЭD-u`ֲK³8%yhYѹJº;.! zpg_XQKFAǿ=ȼ:ɹ8ʷ6˶5̵5͵6ζ7ϸ9к<Ѿ?DINU\dlvۀ܊ݖޢ)߯6DScs 2F[p(@Xr4Pm8Ww)KmPhotoshop 3.08BIM83112700(NRP Chad Bakern Getty Imagess Photodisct(c) Chad Bakerx/Icon people standing in question mark formation8BIM 8BIM http://www.gettyimages.comC     n K !1AQ"aq 2BR#$3Cbcr %'4FT5S?!`shzA uX Zl +A$dt82:,8$a #ގsp%lB8ܠzt[s`Axܞq2=P3! ({d-\t+Rw\qx+Wl⌜`7 rG0Ϲj\IX'++!9%g cc,,s yVy[,@OlCeqԣ# ! cO FFq{-s9tsvGEР 93PϿeIVXurKČGDPɓe:6+`A,zt@~q#` ۛV =Ā2P H;a`>$Z0V Z BQ3#e7)HvV Ǫ~3!XVdH$T476zk0rK=2zɎǙyQg %lqY=C[5y+-v:.;,@F3g=,'rj_j]u;Y>W?=V`X2o&R z wUUHƎ~#de<im-S% &h>Q 3ʇ8o?:zW~N![]HdiQψ qd G\C6鼩Z$*zΟPU\n8G>-A({چX)'Ky0 uYk ߜ!l{v/eAr[sdmޝVuXaܽĝ`VZU8sZ.XsU7ln:|Xz>ƴQɜoJFr4>q*ghqmiX;e8~7|GWhzJ^c `N%3u_T6d}ɻ4sO}ŋzJ:y"%-kx{ΰ}BIA l|AyGt:I;wrr8JlptJPR⽡~pkZ^pթÍE0vz`T*Jɛȉ cw,->7=Yke^vg#8حuY f? td<Xb^;,9+Ba`W<>+S&U#O7 '=K!K hˉ4t=UIhCxC5dL5-5`݈wT IK-NTк7%k~I%}bln2|/ 8zⷁ֧Vrj+dnH Zw]E=ؖ)kGcڗHo g\ScVeǰ}m8 E{izwpފ HUq#D8x'!WɎ[FԵSW[&u=TǴ woTT埴\c.TQ =P몛 1FKHWpgK>MiՒzH;+];[fuۦiWL+\.Q:\[2A0`9X:RZpx;Ѕ&$B v4PW2nC !>[$ y2I@  0UitN4#,'ǽ};1?*s.lo{` lt]Xo'#Te~{axyki%M@$GS4zo 8Y帱H{GI_jQwu|dprקPi]Y$fwR}_#b/l ~i3 ;TGV^#_J_ap=c1A#su2es`GMU^ Ŀ.9+x -wV1>?ڍ;<.\k\///E;;dev3{( Qϝ-[5w[=حݮϢPsprϑvzgZ9s+GHI:\q<=O!]j#v1kp>$!|s@)tRN襍;pƔue8'E[SpFG-]TjH"$q:}ӸuvTpG5p(yJq f~VS\J6pǞoe8Uo n=3  x9#l?-sAwWze tK\08GTd-(;^qJ4r= 9Qko>i;TZ?oU5Y'W292& 3M)UtfZy#;wi^ ڸúSA5Csg{O8!y V<2\Fðs}.'Mſ zM+xdVmw_o3VC-f{v ?WS]hnXt9XL]7o9案_#@wr$z+3 /ƿUI >,)O\@ wzʕ;יK>GM.lU>-Bb<ZV =unx{I*8.͸~:#=\>'⹭~"8u D42}Ȏa}ޤk}cZ)_MQ\vq]IB::<|zC+eϛ9/@?٩K|%L$JgfKǗKyɸsqn×{/y}{x/8Ki)~?<|w9.,dsid -=9XW5ֳPW\esL9Ί߃)lyrYO y]G-" )rUHءK+ {;DMċ :CcL&*k͟gcS%CqG VwzNjp9FmoZotHk$kjFeGYZzSȧ %vK6۔&(rl[&{kv6֜zw·/=)i]'`9' '9x]a] vD/9!{toȻ/>{\?"cū]wy.W"UPqO.yZzlWk/t0p fdv=Ce~fRQ \OPցJISU% 7:MQn 2;=WH!=Ij+b! v[=6_b!Ս;&TWWT O5֑rW{-Qgлu8ev2r<=u}mI7i}U㮼:L伅nΪ-;$Ⱦ\?}DY&M_W+ys2z/\ vqM%''1n_Ej-Oju*@=wqU:.`8d9A9)VI,׎NsIJ(HK/a5b:ySs?bk9i|ZA_5g\9wNLVUr0ڂjNܵ/w5|@$x LƟm Ozqg:WVSf(f/*%n[`/hth .)W;&{n}9_?T[Xpbh_SB6>@sXjYZasre'CW%֎R#Qwcq8DEUVig'Ξ<}2ܪq[cWЏn2k]@>*c6Iy͖nD͏U;'kwu<7L>fm'y,9d#8^/"j fl$m8s/bDEs`=PK6':>mS[||XSKInlK q5Qã'}aشU34+E=i=zORASN)8SE',DG$I=z$$vɴǸ)-ɜόjF?88%U5 LyW_12uiik48pꑎԇyj'5o\ۋzf}\?Be4rWmr#TS?#,:Լ/\nrMVy&Ų4ϪOzH͐9^KBrHh]gnQKds@WE[%%U pkk{z"y(YFrJ6h#Ӷ(*"yCHap֎nPVsMpDck|z/]rVz'{cc@ [ė9HlZ$d=[PѾ=H_it>GhJ&`~Ye/O\.}[ $V24Hc#~xOuu\L5rA#I'v_[#WUZܾ'{ww zSYM6eCKOe )1~+IT27RT>!MQ>~/'G&?s vaHCL|EOLvU}ql}4QW(7eCֹۖGpjϥ28򹤒~*m~7ʼno_reWt 8=O]KriA_f&tATbt狜qTqR3_M÷UOqLMoec%d[Č^3lъj9@p^ឨRzkI9۟݊{JZd:jHST O7N:\SeH$d_(#BWgrNƥducq#8PWV\狀\M6VW.8MK!!#\ %G&Ѯ5W+}2{kRٮ}iq:%=jGǕ -QU3b6x$ý?Iϧu6R0IKHz08W#a\'mmt9|P}^ue*A?*48e%xnoNG Bihj4ैGAnF2'7^Եu!F^u?{įDs+UcomZjYP~a^͆}"X2& rzalGorZ49V{.dW解܍/tiggX~#.g)= >O9b¹{ڬ[.Mh5G،o|;u (cjۀ>WBV椒3P-;e|ɪ:7Lk_Yk[I ļa[tګFն^K:8];ml-v$G$|UwzJ[+.FvFa)Twm)x^Y,2p= i)#vޤ% ^^]@ iUTNTU-G.d)*i)3v)7l$'!0?9) dunpQ s#HpUNA,qj:\${v^ (ejίΧAznՖZu'^nlo\\@=5YkU8_GP]K( w[:5u³ZtV[^hEai@_UKnk{o3ᯇMZ1R`g`'AhSant`h 31A/=:}V^fL1sqU\Vk\S3T$b )yvSez8g#'(۪o&&z5g8g K3WR`벆'*FH$*HCO⣂:{_#g-輕kpIP A CSlS:bo!tmᖯIL˹:޺UTllr4as9Aoec0±XtU@Z!]vl fpg ,i:rl{|2xaqP:yi $ #^ɰi=5ZtQ<5Zaꄌ#| Hxx/H< /t}Vͦqq7pz/S߁ڲYmV[ [z^6h@hI&1)]xOJ }Q=WOV2>PN:a '#^QAuk(543'e|j}9i>xcrqu']%l/(z+}v-P\tVgr $p){S['thp`KZ0iqWQnTRH,kIii/nӕ\1Ji]#CgjF6hIçk1JSEsLx\w7xUeY.r$k!;㌯nxX⮋ӵDK@UA<XZ=U6x|A낮qe$ʽ+%'f%y֎Ax3joy?'w6yrWSӕ-{ZAWk7W}/^bxG{']Щq JHS?dg!3{ hѐYi3/vv:9?D!xFK6e&-1\TFhlzIk^~L$vvsA#|N .OU6ӽ|.>~'k+*Ɗ>E1T`9J#VjCI3 ΑRr7p#ָܺ{CӵRpY kMKE,p=P@ •)*h2B{OD6wʸstߢn#,7DX{[ZUS3sBV kc';s(2Nة- ~r}H*5 5R nGF{odNm+̘qX+ќ ~[NRVykak{ uѧE$n,|`>x((|?5zGhz 6MndL'F`U>46AQG+Q =FCPC]NI *5<65::+QPKr8 Ӵ%|?LDTw[x3pFi{6cTۭŹf1eS8 r4K=\7IP٩Z h'%Oh[¶Y-V= YBhlV6>]$c z)*hsv7NchW+01֦?Q";q &C5W7u)2;GH*GU *Uӊnj @@ϼV^P *v=\Ru4m&s0Li@M.5YT uuQT<lgנ;Z9/h0{sTyM 5B)n;ܭk`t,o@5/ŝ\cb꧈<2Ba}#z _=o5H=w?Ǐr sV0F(<ʨþsyZ. AۊJq\ǐGMS"fAS Z~q}ZhHVH-+-H\t]měcЮE0,9HS yCD81`Dz|OI:#BxgwsЀ GRrS7KSp}H$MOW PyS}|-LgrߚaSGBeVIQoJXMZʸ$DcKq/%=Tk?7iRɫQ)f|mZ9Ŧ6Wl|ToV9At/Cm\sa*=5 z=gvkڒ(Iqw[-Y]^O0.%cᒧUpTBO%#9|qD9+ K@ײrK c4M 8c+NǢ٣8jaYL`1X,|ay0ձB*VAO`mu Cd-*|hhc'Dtt=9:ܸTjz DzvϷ#3]Ige$|`}RUSI;uUQQ1HQlۢn䒝zˇ #ݞ1$/.y2>yLdTԺ72MOޙf4 D63=CUzí3XHXOf; *](;-{B 9!4 >g<@*)K:j2@Qu8DW'*MƸjkf9i= BbַCKp9$/.kjp3u,m'Gn Q]dކ ̚ hAuݸ-f_CLvοJwvK'qas,BQUg6 k*dһv]\i>ulvվɪhqVINa-ve(e6V=ʰ{X3V+E[I[( S\cS4tt cg9|C1z+4!#b!OaQh V 3h掅`cM'pt^GR3 wHIdh;&FqLo2a=BaPz&5MBh9Š~Q5'*&y3]EՓSL8ZqB spg%7 QuzVRMz>~e-uG^ќHM`r+ߩtݺ*$p3S4&7vO 8ugc`+-kEZ#Xq4_&ꚪ7C]/;?vX\5Y{d[QUknV89J.:Ky"NVZ~jn!0>j›t3guHi9!;'QS -)Qd!ipV 2r,>Xs=B I1dy"H>,&3$7<ʢDx0mk3fQ poz&x>F(X+jArNi ن2d F wxn}E^RϹX- cϹKQih 8- Y].-ZN>v[Y,Ui eNZHSֺ9)l HSc]U Rc-S4TZdl% KzU5;d`x:L%『/'/ VŁZ Aܬc|,jEú=/I!$du X@M M= g de ';)R\ XSa2# p;nTU' suʺW4yq]HiGҵgOrvւފhGyw]OH_|g`1p%u]Knƞ -f_CM\,FFaj):Z>\{9͍[k{Q8.tu.Ek;O|z*NZ1V%aYqCl8d$i]<6u\wk63xpܕ!9D!JoP R!S(BhcLeIT턌&֦10N> >*@]!Rʛ{q8+ΐIιvב%ܞ碭iu׋ vLRʝdzc!O-N\+ gaYm1~k/KpR޴E,<)>?EKMߵ\GL6냺j 7_=lVz\"=]&o,1ZnD詈dQ !ۢR8D"#QJ8vRhBᐵ,+G4c!&ٹ$$n:v ў&sZpBiP̌GԳcZGoEq`8ʯvSw:t^s]rj?nҺ\܅Gik֡ F&AV-Ϯ[jɉw=;WzKJ+նTz!9#X:Za1k:݂2jF1dб_S6W_YcqQyUbߵ* ϞQӂA’ <+ RX4LsrWs/dmd9(9NFDs'8JuJx!X?Џrr3ӀݓiJo+0gRNݓT}[FBE|Y@茙UՉF#qqiI_5:_$Hs崞{ xl5Zos8]ԟy^II,f))sHݥ x?8oJU7Pi. [ Md;8{ko PSK)4eLD/;rzxc`ct; -9VM ܫ% MPG!hy&;e+-5%VT2DqRÇBe<^JGWFZ2PC#ˢi9'˹ "t">F;5nQ}7P!X#!hRr y@9)5&upL*p;(NŠvkir@䥸C*%99]NIeRο9U]ctmc>l[IKc~Np7,wQu"# go3C('Y-ܭ#cthcԕQTȮ骴).\* RHÇ5'ԍO%EPSC?/C#Z9l@V8q.ƌn> pODc[g0d!Z8`a?mXDy1 a0a%2r EVd;ɩk-s͇W#k<Y/ۮUSW:?!߫}/x88R=Ir9pžTD@S4q n$DRGP0Ӳs8abȩi:}U*ZBheCv uhް2jFsZ !O۔QG023*U7kqJ5B!XptI:VMh5ɜ)m:aUURB:X_<dYRW>&+͗o.-k4ֽIQ}9AevO\|Zɛӷr_ ۧ3\T)F=8?%>E+Gv滗%!98.NÐ@O"nqs9:vNch:F|:!B!ZT3SWooW/*"s[ 1w#oOךj7X"ȭ4ۻօpm}ڊHqd1mia 4RtHI. >ąj<w:a:dt q8T-!B! o0"vMnJm+79bt©TuS0IQ{Qs5C TK=T~rädÐYyS\ϐ]FOSQ!A&)5:+JCOkr Rۦ5s9Ƿ!]K;֡『)݀ ,Na92E7Nbh8 V(֐rVB!B! Wc)фHIMaLFG36lNEnCIe4p]h_?8A=QTST0xBnnc!`$-iuB%+ZfRKp{0,qW_ݞ|Դ˛إ^Z-TQ!@kZ4qL9enS;u.抒6V# wDppJu dltgZ6. %Y-!B!B3JFs BH7=&Ug;&(r-8\O?Nֶ5 e .7Fr-}V 3e l8U8=}S6fq>s=߶?I1|JTAvI`|uC3p!cF֌By:XpEKp5+|D@R xp:'Dq'QFJy d'P-hB!B!B:%gTx}c*ܨ;kC7p/9?n$|TM{~6+q RQޫ y1vJ:'s5U֪.Qx%Y.@As{Q3..;ˤ𶅷=WCN^+Ip< GNb%㌷ q*Q P!B!B!h8MjGVi9U^r/9іLpgWy[7BŦJkckk 9N?k9?EKx>o7#[+ T %+vGSܮlfʘfqf@ ,#|e882:8R``c!B!B!ac)Z@n1j6geXN~* \բFRS"Ge[੖Jz9)+3^t⦂Υ+ׁ d!B!B!B3NF7&ugbI7}dQJ'"};$oݫCnjV7#A'` ycZ,y^%ٸW'(~3bB!B!B!B!B87XMٍU/ްcp(1jc9Xur-NjЄ!B!B!B!B! mc&>ACÛX,` Dd prLj!+z!B!B!B!B.Iv'2~kbPAZ!\/E}?Q[ !B!B!Dd'pD  3 @@"?x666666666vvvvvvvvv666666>6666666666666666666666666666666666666666666666666hH6666666666666666666666666666666666666666666666666666666666666666662 0@P`p2( 0@P`p 0@P`p 0@P`p 0@P`p 0@P`p 0@P`p8XV~ 0@ 0@ 0@ 0@ 0@ 0@ 0@ 0@ 0@ 0@ 0@ 0@ 0@ 0@66666_HmH nH sH tH 8`8 Normal_HmH sH tH @@  Heading 1$@& CJOJQJJJ  Heading 2$$@&a$5CJOJQJFF  Heading 3$$@&a$ CJOJQJFF  Heading 4$$@&a$ CJOJQJDA`D Default Paragraph FontViV  Table Normal :V 44 la (k (No List 4@4 Header  !4 @4 Footer  !0U 0 Hyperlink>*B*:B": Body Text CJOJQJ.)@1. 3 Page NumberHBH l7 Balloon TextCJOJQJ^JaJHCRH C{Body Text Indenthx^hHbH kBodyd 7$8$H$CJOJ QJ ^J aJ/r Hanging indent# 7$8$H$^`-B*CJOJ QJ ^J _HaJmH phsH tH NPN u Body Text 2dhB*CJOJ QJ phzoz [?[No Paragraph Style]d 7$8$9DH$!B*CJ_HaJmH phsH tH pT@p V10 Block Text%hhd 7$8$9DH$]h^h6B*OJQJ]^JphPK![Content_Types].xmlN0EH-J@%ǎǢ|ș$زULTB l,3;rØJB+$G]7O٭Vj\{cp/IDg6wZ0s=Dĵw %;r,qlEآyDQ"Q,=c8B,!gxMD&铁M./SAe^QשF½|SˌDإbj|E7C<bʼNpr8fnߧFrI.{1fVԅ$21(t}kJV1/ ÚQL×07#]fVIhcMZ6/Hߏ bW`Gv Ts'BCt!LQ#JxݴyJ] C:= ċ(tRQ;^e1/-/A_Y)^6(p[_&N}njzb\->;nVb*.7p]M|MMM# ud9c47=iV7̪~㦓ødfÕ 5j z'^9J{rJЃ3Ax| FU9…i3Q/B)LʾRPx)04N O'> agYeHj*kblC=hPW!alfpX OAXl:XVZbr Zy4Sw3?WӊhPxzSq]y E@EH@@/0 ~~~B  }@  b@ !@_ ,R$*q glx0 0e0e     @  5% 8c8c     ?1 d0u0@Ty2 NP'p<'pA)BCD|E||s " 0e@        @ABC DEFGHIJK5%LMNOPQRSTUWYZ[ \]^_ `abN 5%  N 5%  N    5%    !"?N@ABC DEFGHIJK5%LMNOPQRSTUWYZ[ \]^_ `ab fff@^ F(  z  c $3"`?   BA? 831127003"`??`(    R@?0e0e"Text Box 2"0`? B S  ?@b%r  t'Lpy^_abdeghjk#$>AcMMBJ5Opp__abbdeghjkopp}"#$<==AcMMBJ5Opp__abbdeghjkopp}"#$<==ApH*H3#bou-4?TL_ W s l 5 vS5^Z&7hrud$&|?42&1B= )%;&z'O'y( *E*6+,\0V15Z4j47?7*f7l7.9:<<=.=}>>6*?@?b[?MAB@BGBCqDH=EfEwGnHPWI&J2 KmKX_LDOPb3P+sQ1"RvR@vU VU WzXn"YuYuY5Z[%\w\{]|C]_ _(_$_j-awc`eqg<hiqYl>]lEol"op69qu\Au-vw\JxwxwhyC{m{?h}e~c8~r3w2]{k%*zjq[mv")[j4Ql)!2[?wJ&}p$[ M" jV6.+^'7[w$ :(~w'R|Cg5}~@E(FK] ot':Cw^~4)aGu |n7upy(7 qX-94X^|_a@@@Unknown G.[x Times New Roman5Symbol3. .[x Arial7..{$ Calibri;WingdingsA. Trebuchet MSQArial MT BlackArial?. x@Arial Black5. .[`)TahomaQ.Franklin Gothic BookA. Arial NarrowC.,.{$ Calibri LightA$BCambria Math"1h5G5G'%: %: !4XX 3QHP?Q2! xx  Jack Wolf Stacey Zerdok Oh+'0t  $ 0 < HT\dl  Jack WolfNormalStacey Zerdok2Microsoft Office Word@F#@q@ fj@ fj%:  ՜.+,0 hp  Lifelong Learning PartnersX  Title  !"#$%&'()*+,-./0123456789:;<=>?@ABCDEFGHIJKLMNOPQRSTUVWXYZ[\]^_`abdefghijlmnopqrstuvwxyz{|}~Root Entry FVgjData c1Tablek4WordDocumentSummaryInformation(DocumentSummaryInformation8CompObjr  F Microsoft Word 97-2003 Document MSWordDocWord.Document.89q