Nov. 24, 2025
Powerful Business Strategies - Drip Campaigns
Still the most effective tool to use while prospects are on the buyer’s journey. https://www.spreaker.com/podcast/the-adventures-of-pipeman--941822/support for PERKS, BONUS Content & FREE GIVEWAYS! Take some zany and serious journeys with The...
Still the most effective tool to use while prospects are on the buyer’s journey.
Click Here to Subscribe to The Adventures of Pipeman for PERKS, BONUS Content & FREE GIVEWAYS!
Take some zany and serious journeys with The Pipeman aka Dean K. Piper, CST on The Adventures of Pipeman also known as Pipeman Radio syndicated globally “Where Who Knows And Anything Goes.”
Would you like to be a sponsor of the show?
Would you like to have your business, products, services, merch, programs, books, music or any other professional or artistic endeavors promoted on the show?
Would you like interviewed as a professional or music guest on The Adventures of Pipeman, Positively Pipeman and/or Pipeman in the Pit?
Would you like to host your own Radio Show, Streaming TV Show, or Podcast? PipemanRadio Podcasts are heard on Pipeman Radio, Talk 4 Media, iHeartRadio, Pandora, Amazon Music, Audible, Spotify, Apple Podcasts, and over 100 other podcast outlets where you listen to Podcasts.
The following are the different podcasts to Follow, Listen, Download, Subscribe:
•The Adventures of Pipeman
•Pipeman Radio
•Pipeman in the Pit – Music Interviews & Festivals
•Positively Pipeman – Empowerment, Inspiration, Motivation, Self-Help, Business, Spiritual & Health & Wellness
Click Here to Subscribe for PERKS, BONUS Content & FREE GIVEWAYS!
Follow @pipemanradio on all socials & Pipeman Radio Requests & Info at www.linktr.ee/pipemanradio
Stream The Adventures of Pipeman daily & live Mondays, Tuesdays, Wednesdays at 1PM ET on W4CY Radio & Talk 4 TV.
Download, Rate & Review the Podcast at The Adventures of Pipeman, Pipeman Radio, Talk 4 Media, iHeartRadio, Apple Podcasts, YouTube & All Podcast Apps.
WEBVTT
1
00:00:04.639 --> 00:00:07.759
Hi, you have done to the censure.
2
00:00:10.839 --> 00:00:12.720
Wow for you your.
3
00:00:19.879 --> 00:00:21.879
This is the pipe Man here on the Adventure is
4
00:00:21.920 --> 00:00:24.760
pipe Man W four c Y Radio and we have
5
00:00:24.920 --> 00:00:29.079
another great positively pipe main segment with some powerful business
6
00:00:29.120 --> 00:00:34.560
strategies from resident expert Michael Barberita from Next Step CFO.
7
00:00:35.159 --> 00:00:38.079
How are you to have Michael, fantastic. Thank you again
8
00:00:38.159 --> 00:00:39.960
for having me, Tane. It's a pleasure to be here.
9
00:00:40.840 --> 00:00:44.759
So one of the things that happened just this week,
10
00:00:46.280 --> 00:00:51.119
three of my clients got a customer because of their
11
00:00:51.359 --> 00:00:55.719
drift campaign and I guess what, so did I because
12
00:00:55.719 --> 00:01:00.880
of my drift campaign. So what people don't understand. It's
13
00:01:01.320 --> 00:01:06.280
amazing the goal mine that is in your existing customer database.
14
00:01:06.959 --> 00:01:09.719
Uh this this could be former customers and in the
15
00:01:09.719 --> 00:01:14.480
case of the three clients that and me. Uh in
16
00:01:14.519 --> 00:01:17.640
that case they were former clients, but they could also
17
00:01:17.719 --> 00:01:22.599
be currect customers as well as prospects. One particular client
18
00:01:22.680 --> 00:01:24.599
is in the roofing business. But in the roof you know,
19
00:01:25.280 --> 00:01:27.879
the name of his company has the word roofing in it,
20
00:01:28.959 --> 00:01:34.519
and but what he also sold was, in addition to roofs,
21
00:01:34.760 --> 00:01:37.400
he sold gutters and sighting.
22
00:01:38.359 --> 00:01:40.040
And so we.
23
00:01:39.959 --> 00:01:42.840
Started to do a drip campaign to keep customers aware
24
00:01:42.959 --> 00:01:46.200
that the roofing company that he has roofing in the
25
00:01:46.280 --> 00:01:49.400
name also does gutters and siding. So he got a
26
00:01:49.439 --> 00:01:53.879
call for some gutters this week from the drip campaign
27
00:01:54.159 --> 00:01:57.079
because the customers didn't know he did gutters or other
28
00:01:57.159 --> 00:01:59.000
customers that didn't know they did citing.
29
00:01:59.200 --> 00:02:00.480
So it's credible.
30
00:02:01.280 --> 00:02:06.040
How just communicating to your former customers. Uh, and and
31
00:02:06.079 --> 00:02:08.759
the and the resistance business owners have for doing that.
32
00:02:09.759 --> 00:02:12.120
And one of the reasons why they don't do it
33
00:02:12.159 --> 00:02:14.159
is in the old days and I'm talking about just
34
00:02:14.240 --> 00:02:18.120
take two years ago as being the old days, they
35
00:02:18.120 --> 00:02:22.199
had to do the drip campaign manually. Now you have
36
00:02:22.319 --> 00:02:24.759
AI that can help you with it, and it makes
37
00:02:24.800 --> 00:02:27.840
it so much easier. We show our clients how to
38
00:02:27.879 --> 00:02:31.599
do that. We have the right prompts to give AI.
39
00:02:31.719 --> 00:02:36.400
In our case, we use Claude and they they they
40
00:02:37.120 --> 00:02:40.000
they type out the whole campaign and all we do
41
00:02:40.120 --> 00:02:41.879
is give it to the marketing person to put it
42
00:02:41.919 --> 00:02:47.319
in the drip. So uh, it's it's a heck of
43
00:02:47.360 --> 00:02:50.960
a lot easier. And what everybody's going to understand is
44
00:02:51.000 --> 00:02:58.240
that only one to three percent of customers in your industry,
45
00:02:58.680 --> 00:03:01.800
I don't care what industry, Okay, what time a day
46
00:03:01.840 --> 00:03:04.960
it is, it doesn't matter. Only one to three percent
47
00:03:05.039 --> 00:03:07.599
are ready to buy now. The other ninety seven to
48
00:03:07.719 --> 00:03:10.680
ninety nine percent are on the buyer's journey and the
49
00:03:10.719 --> 00:03:13.120
best way to capture them while they're on the buyer's
50
00:03:13.159 --> 00:03:17.360
journey is through the drift campaign. My client in the
51
00:03:17.439 --> 00:03:20.599
roofing business would have never gotten that client in a
52
00:03:20.639 --> 00:03:24.520
million years to buy gutters from them if it wasn't
53
00:03:24.520 --> 00:03:27.560
for the drift campaign, and if the people people are
54
00:03:27.680 --> 00:03:32.479
not using it the way it should be used. You
55
00:03:32.599 --> 00:03:36.719
put your former customers, you put your current customers, and
56
00:03:36.759 --> 00:03:40.199
you put prospects in it, because the prospects are on
57
00:03:40.240 --> 00:03:43.879
the buyer's journey for sure, and even your customers could
58
00:03:43.879 --> 00:03:46.039
be on the buyer's journey for services and products that
59
00:03:46.080 --> 00:03:49.560
they don't even know you sell. And so it's an
60
00:03:49.599 --> 00:03:54.960
incredible effect effective strategy, and a lot of marketing agencies
61
00:03:55.080 --> 00:03:56.800
they don't want to they don't want to do it anymore.
62
00:03:56.840 --> 00:03:59.240
They think it's kind of past a or it's in
63
00:03:59.400 --> 00:04:04.400
true so uh to the customer. Certainly, if you email
64
00:04:04.439 --> 00:04:06.120
them ten times a day, I could see how it
65
00:04:06.159 --> 00:04:09.919
could be intrusive. But for the most part uh, and
66
00:04:09.960 --> 00:04:12.919
we may and we monitor and the marketing agency will
67
00:04:12.919 --> 00:04:16.160
also monitor all the metrics, meaning what's the open rate,
68
00:04:16.519 --> 00:04:21.240
what's the unsubscribed rate, what's the click through rate if
69
00:04:21.240 --> 00:04:24.759
you have an opportunity for them to click in you
70
00:04:25.000 --> 00:04:26.560
in that in that particular email.
71
00:04:27.720 --> 00:04:30.560
So all the metrics are followed.
72
00:04:31.120 --> 00:04:33.800
And the fact if they are unsubscribing, it means they
73
00:04:33.839 --> 00:04:36.560
never would have been customers anyway, So I would I
74
00:04:36.600 --> 00:04:37.759
wouldn't even worry about that.
75
00:04:37.800 --> 00:04:39.240
I've I've had.
76
00:04:39.120 --> 00:04:43.079
Situations where one of you know, some of my clients
77
00:04:43.079 --> 00:04:45.120
would say, I can't do the drip campaign.
78
00:04:45.160 --> 00:04:48.680
It's too intrusive, but uh, you.
79
00:04:48.639 --> 00:04:51.199
Know, and and so they just don't bother doing it
80
00:04:51.240 --> 00:04:54.680
because they're afraid that people are gonna unsubscribe. Well, what
81
00:04:54.759 --> 00:04:56.680
good is it if you don't use your your uh
82
00:04:56.959 --> 00:05:00.079
the address anyway, you know, the list anyway?
83
00:05:00.720 --> 00:05:00.920
Right?
84
00:05:02.079 --> 00:05:02.519
Totally.
85
00:05:02.560 --> 00:05:03.720
I mean it's awful.
86
00:05:04.160 --> 00:05:06.879
I mean, I'm a big believer in drip campaigns because
87
00:05:06.920 --> 00:05:09.279
you just never know what people are looking for that
88
00:05:09.319 --> 00:05:13.560
they don't realize you have, that's right, and.
89
00:05:13.439 --> 00:05:15.519
They could be on the biased journey for the primary
90
00:05:15.560 --> 00:05:19.000
product that you do have, right, you know, which you.
91
00:05:18.959 --> 00:05:20.399
Know, sometimes a Buia's journey.
92
00:05:20.480 --> 00:05:23.920
You know, I had I had a client recently come
93
00:05:24.000 --> 00:05:27.639
on board that I made my first contact with fifteen
94
00:05:27.720 --> 00:05:31.480
years ago in a coke call uh and he came
95
00:05:31.519 --> 00:05:33.360
on board fifteen years.
96
00:05:33.199 --> 00:05:36.000
Later and had that happened too.
97
00:05:36.040 --> 00:05:39.319
I love it right, It's just it's like and if
98
00:05:39.319 --> 00:05:41.600
I didn't do the drip campaign, he would have forgot
99
00:05:41.639 --> 00:05:46.879
about me, or another competitor would have, you know, taken over.
100
00:05:47.240 --> 00:05:49.959
That's the other interesting thing about a drip campaign. The
101
00:05:50.000 --> 00:05:53.319
other interesting thing about a drip campaign is that when
102
00:05:53.319 --> 00:05:56.920
people are on the buyer's journey, they want information, and
103
00:05:56.959 --> 00:05:59.759
it's good to have a drip campaign that provides information
104
00:06:00.319 --> 00:06:02.319
and then another one that provides an.
105
00:06:02.240 --> 00:06:04.959
Offer relative to that information. Yeah.
106
00:06:05.000 --> 00:06:07.600
So you know, you do one, you do the informational
107
00:06:08.000 --> 00:06:10.759
uh piece the first week, and then the next week
108
00:06:10.800 --> 00:06:13.279
you sent out an offer relative to that information that
109
00:06:13.319 --> 00:06:16.839
you gave the previous week. But people always that's the
110
00:06:16.879 --> 00:06:19.959
biased journey. They're getting information, and if you're the one
111
00:06:20.000 --> 00:06:22.120
that's front and center with the information, guess who they're
112
00:06:22.120 --> 00:06:25.160
gonna Guess who they're gonna contact, It's gonna be you.
113
00:06:25.759 --> 00:06:28.160
People hold back from doing it because they think they're
114
00:06:28.160 --> 00:06:31.319
gonna offend somebody or I can't tell you how many
115
00:06:31.360 --> 00:06:38.000
times in my campaigns that prospects were like, actually, first
116
00:06:38.040 --> 00:06:40.959
of all, they were really impressed, and I remembered who
117
00:06:41.000 --> 00:06:46.319
they were, Number one, number two. I can't tell you
118
00:06:46.360 --> 00:06:48.480
how many times they've said, oh my god, you're telling
119
00:06:48.519 --> 00:06:53.519
me what's perfect. You know, I wasn't ready before and
120
00:06:53.600 --> 00:06:56.839
now I am. And I was just thinking about reaching
121
00:06:56.879 --> 00:06:57.279
out to you.
122
00:06:58.759 --> 00:07:03.639
So believable, and you know, one of the things, so Dean,
123
00:07:03.959 --> 00:07:06.480
and I said it earlier, I'll say it again. Business
124
00:07:06.480 --> 00:07:09.759
owners thought that they had to prepare the dript campaign themselves,
125
00:07:09.800 --> 00:07:11.680
which by the way, took a long time.
126
00:07:12.439 --> 00:07:15.519
But now you don't have to do that. With the
127
00:07:15.600 --> 00:07:18.360
proper prompts. In a tool like.
128
00:07:18.360 --> 00:07:22.160
Claude utilizing project Knowledge, which is a tool in cloud,
129
00:07:23.879 --> 00:07:27.319
you can have customized emails just for you, just just
130
00:07:27.360 --> 00:07:30.079
for your business, and you can and by the way,
131
00:07:30.120 --> 00:07:32.439
Claude doesn't have to go to the bathroom or anything
132
00:07:32.519 --> 00:07:36.000
like that. It just drills it out, and after he
133
00:07:36.120 --> 00:07:38.759
drills out twenty you can ask him to do twenty
134
00:07:38.800 --> 00:07:42.240
more and it just keeps on going.
135
00:07:43.079 --> 00:07:45.680
I have a feeling at some point in the future
136
00:07:45.800 --> 00:07:50.000
that'll be the sci fi that that then the AI
137
00:07:51.199 --> 00:07:52.920
is going to need to go to the bathroom and
138
00:07:52.959 --> 00:07:53.759
take sick days.
139
00:07:53.800 --> 00:07:59.319
And well, that might be an excuse they come up with,
140
00:07:59.439 --> 00:08:01.600
but I'm not sure it's going to work right.
141
00:08:03.600 --> 00:08:06.040
So how do people reach out to you to get
142
00:08:06.040 --> 00:08:09.879
more information and help with drip campaigns.
143
00:08:11.199 --> 00:08:14.000
Well, it's one of the it's one of the strategies
144
00:08:14.040 --> 00:08:16.000
that we talk about in our book interviews. And we
145
00:08:16.079 --> 00:08:18.800
love doing book interviews because what we do is where
146
00:08:19.079 --> 00:08:22.279
because business is always changing, we're able to update our book.
147
00:08:22.399 --> 00:08:25.480
So the way and and by the way, you'll learn
148
00:08:25.600 --> 00:08:28.759
business strategies that your competition isn't doing. That's the beautiful
149
00:08:28.759 --> 00:08:31.319
thing about the book interview. But it's very simple. It's
150
00:08:31.639 --> 00:08:35.200
it's sixty minutes on zoom. I present strategies from my
151
00:08:35.279 --> 00:08:39.200
book and then I ask the business owner if someone
152
00:08:39.200 --> 00:08:41.960
were to implement that strategy in their industry, what impact
153
00:08:42.000 --> 00:08:44.039
would it have? And then I documented for the book
154
00:08:44.600 --> 00:08:47.159
and that's it. And and the beautiful thing about it,
155
00:08:47.159 --> 00:08:50.039
as I said, is the business owner learns strategies that
156
00:08:50.159 --> 00:08:54.720
competition isn't doing. And it's a great way to learn
157
00:08:54.799 --> 00:08:59.720
to learn and understand these strategies, uh and.
158
00:08:58.840 --> 00:08:59.559
And implement them.
159
00:08:59.600 --> 00:09:02.960
In your big So you go to NEXTSTEPCFO dot net
160
00:09:03.000 --> 00:09:07.159
forward slash contact, fill out the contact form and in
161
00:09:07.200 --> 00:09:10.639
the message section type the words book interview. I'll get
162
00:09:10.639 --> 00:09:12.440
a calendar link over to here so that you can
163
00:09:12.440 --> 00:09:15.320
schedule it, and we're on our way.
164
00:09:15.440 --> 00:09:18.519
Nice. Well, once again, you've been in great help to
165
00:09:19.279 --> 00:09:24.519
our listeners and people worldwide with your powerful business strategies,
166
00:09:24.559 --> 00:09:27.879
so thank you for being here, and everybody make sure
167
00:09:27.919 --> 00:09:31.559
to tune in next week for more powerful business strategies
168
00:09:31.600 --> 00:09:35.039
on the Positively Pipeline segment of the Adventures of Pipeline.
169
00:09:35.480 --> 00:09:37.639
Thank you, Michael, thank you for having me tea.
170
00:09:40.039 --> 00:09:45.159
Thank you for listening to the Adventures of Pipemin. I'm
171
00:09:45.559 --> 00:09:52.279
w for CUI Radio.
1
00:00:04.639 --> 00:00:07.759
2
00:00:10.839 --> 00:00:12.720
3
00:00:19.879 --> 00:00:21.879
4
00:00:21.920 --> 00:00:24.760
5
00:00:24.920 --> 00:00:29.079
6
00:00:29.120 --> 00:00:34.560
7
00:00:35.159 --> 00:00:38.079
8
00:00:38.159 --> 00:00:39.960
9
00:00:40.840 --> 00:00:44.759
10
00:00:46.280 --> 00:00:51.119
11
00:00:51.359 --> 00:00:55.719
12
00:00:55.719 --> 00:01:00.880
13
00:01:01.320 --> 00:01:06.280
14
00:01:06.959 --> 00:01:09.719
15
00:01:09.719 --> 00:01:14.480
16
00:01:14.519 --> 00:01:17.640
17
00:01:17.719 --> 00:01:22.599
18
00:01:22.680 --> 00:01:24.599
19
00:01:25.280 --> 00:01:27.879
20
00:01:28.959 --> 00:01:34.519
21
00:01:34.760 --> 00:01:37.400
22
00:01:38.359 --> 00:01:40.040
23
00:01:39.959 --> 00:01:42.840
24
00:01:42.959 --> 00:01:46.200
25
00:01:46.280 --> 00:01:49.400
26
00:01:49.439 --> 00:01:53.879
27
00:01:54.159 --> 00:01:57.079
28
00:01:57.159 --> 00:01:59.000
29
00:01:59.200 --> 00:02:00.480
30
00:02:01.280 --> 00:02:06.040
31
00:02:06.079 --> 00:02:08.759
32
00:02:09.759 --> 00:02:12.120
33
00:02:12.159 --> 00:02:14.159
34
00:02:14.240 --> 00:02:18.120
35
00:02:18.120 --> 00:02:22.199
36
00:02:22.319 --> 00:02:24.759
37
00:02:24.800 --> 00:02:27.840
38
00:02:27.879 --> 00:02:31.599
39
00:02:31.719 --> 00:02:36.400
40
00:02:37.120 --> 00:02:40.000
41
00:02:40.120 --> 00:02:41.879
42
00:02:41.919 --> 00:02:47.319
43
00:02:47.360 --> 00:02:50.960
44
00:02:51.000 --> 00:02:58.240
45
00:02:58.680 --> 00:03:01.800
46
00:03:01.840 --> 00:03:04.960
47
00:03:05.039 --> 00:03:07.599
48
00:03:07.719 --> 00:03:10.680
49
00:03:10.719 --> 00:03:13.120
50
00:03:13.159 --> 00:03:17.360
51
00:03:17.439 --> 00:03:20.599
52
00:03:20.639 --> 00:03:24.520
53
00:03:24.520 --> 00:03:27.560
54
00:03:27.680 --> 00:03:32.479
55
00:03:32.599 --> 00:03:36.719
56
00:03:36.759 --> 00:03:40.199
57
00:03:40.240 --> 00:03:43.879
58
00:03:43.879 --> 00:03:46.039
59
00:03:46.080 --> 00:03:49.560
60
00:03:49.599 --> 00:03:54.960
61
00:03:55.080 --> 00:03:56.800
62
00:03:56.840 --> 00:03:59.240
63
00:03:59.400 --> 00:04:04.400
64
00:04:04.439 --> 00:04:06.120
65
00:04:06.159 --> 00:04:09.919
66
00:04:09.960 --> 00:04:12.919
67
00:04:12.919 --> 00:04:16.160
68
00:04:16.519 --> 00:04:21.240
69
00:04:21.240 --> 00:04:24.759
70
00:04:25.000 --> 00:04:26.560
71
00:04:27.720 --> 00:04:30.560
72
00:04:31.120 --> 00:04:33.800
73
00:04:33.839 --> 00:04:36.560
74
00:04:36.600 --> 00:04:37.759
75
00:04:37.800 --> 00:04:39.240
76
00:04:39.120 --> 00:04:43.079
77
00:04:43.079 --> 00:04:45.120
78
00:04:45.160 --> 00:04:48.680
79
00:04:48.639 --> 00:04:51.199
80
00:04:51.240 --> 00:04:54.680
81
00:04:54.759 --> 00:04:56.680
82
00:04:56.959 --> 00:05:00.079
83
00:05:00.720 --> 00:05:00.920
84
00:05:02.079 --> 00:05:02.519
85
00:05:02.560 --> 00:05:03.720
86
00:05:04.160 --> 00:05:06.879
87
00:05:06.920 --> 00:05:09.279
88
00:05:09.319 --> 00:05:13.560
89
00:05:13.439 --> 00:05:15.519
90
00:05:15.560 --> 00:05:19.000
91
00:05:18.959 --> 00:05:20.399
92
00:05:20.480 --> 00:05:23.920
93
00:05:24.000 --> 00:05:27.639
94
00:05:27.720 --> 00:05:31.480
95
00:05:31.519 --> 00:05:33.360
96
00:05:33.199 --> 00:05:36.000
97
00:05:36.040 --> 00:05:39.319
98
00:05:39.319 --> 00:05:41.600
99
00:05:41.639 --> 00:05:46.879
100
00:05:47.240 --> 00:05:49.959
101
00:05:50.000 --> 00:05:53.319
102
00:05:53.319 --> 00:05:56.920
103
00:05:56.959 --> 00:05:59.759
104
00:06:00.319 --> 00:06:02.319
105
00:06:02.240 --> 00:06:04.959
106
00:06:05.000 --> 00:06:07.600
107
00:06:08.000 --> 00:06:10.759
108
00:06:10.800 --> 00:06:13.279
109
00:06:13.319 --> 00:06:16.839
110
00:06:16.879 --> 00:06:19.959
111
00:06:20.000 --> 00:06:22.120
112
00:06:22.120 --> 00:06:25.160
113
00:06:25.759 --> 00:06:28.160
114
00:06:28.160 --> 00:06:31.319
115
00:06:31.360 --> 00:06:38.000
116
00:06:38.040 --> 00:06:40.959
117
00:06:41.000 --> 00:06:46.319
118
00:06:46.360 --> 00:06:48.480
119
00:06:48.519 --> 00:06:53.519
120
00:06:53.600 --> 00:06:56.839
121
00:06:56.879 --> 00:06:57.279
122
00:06:58.759 --> 00:07:03.639
123
00:07:03.959 --> 00:07:06.480
124
00:07:06.480 --> 00:07:09.759
125
00:07:09.800 --> 00:07:11.680
126
00:07:12.439 --> 00:07:15.519
127
00:07:15.600 --> 00:07:18.360
128
00:07:18.360 --> 00:07:22.160
129
00:07:23.879 --> 00:07:27.319
130
00:07:27.360 --> 00:07:30.079
131
00:07:30.120 --> 00:07:32.439
132
00:07:32.519 --> 00:07:36.000
133
00:07:36.120 --> 00:07:38.759
134
00:07:38.800 --> 00:07:42.240
135
00:07:43.079 --> 00:07:45.680
136
00:07:45.800 --> 00:07:50.000
137
00:07:51.199 --> 00:07:52.920
138
00:07:52.959 --> 00:07:53.759
139
00:07:53.800 --> 00:07:59.319
140
00:07:59.439 --> 00:08:01.600
141
00:08:03.600 --> 00:08:06.040
142
00:08:06.040 --> 00:08:09.879
143
00:08:11.199 --> 00:08:14.000
144
00:08:14.040 --> 00:08:16.000
145
00:08:16.079 --> 00:08:18.800
146
00:08:19.079 --> 00:08:22.279
147
00:08:22.399 --> 00:08:25.480
148
00:08:25.600 --> 00:08:28.759
149
00:08:28.759 --> 00:08:31.319
150
00:08:31.639 --> 00:08:35.200
151
00:08:35.279 --> 00:08:39.200
152
00:08:39.200 --> 00:08:41.960
153
00:08:42.000 --> 00:08:44.039
154
00:08:44.600 --> 00:08:47.159
155
00:08:47.159 --> 00:08:50.039
156
00:08:50.159 --> 00:08:54.720
157
00:08:54.799 --> 00:08:59.720
158
00:08:58.840 --> 00:08:59.559
159
00:08:59.600 --> 00:09:02.960
160
00:09:03.000 --> 00:09:07.159
161
00:09:07.200 --> 00:09:10.639
162
00:09:10.639 --> 00:09:12.440
163
00:09:12.440 --> 00:09:15.320
164
00:09:15.440 --> 00:09:18.519
165
00:09:19.279 --> 00:09:24.519
166
00:09:24.559 --> 00:09:27.879
167
00:09:27.919 --> 00:09:31.559
168
00:09:31.600 --> 00:09:35.039
169
00:09:35.480 --> 00:09:37.639
170
00:09:40.039 --> 00:09:45.159
171
00:09:45.559 --> 00:09:52.279
