Kin 121 Manual PDF

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NIA JOGOPULOS

KINS 121: PEAK PERFORMANCE

TRAINING MANUAL

DECEMBER 11, 2014

Changing women’s lives, one lipstick at a time.

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Table of Contents

Wheel of Achievement ……………………………………………………….……………..3-‐11

Assessment for Mental Strengths and Weaknesses…………………………...12-‐14

Emotions/Self Talk………………………….………………………………………………15-‐17

Goal Setting……………………………………………………………………………………..18-‐20

Communication…………………………………………………………………….…………21-‐23

Confidence………………………………………………………………………………….…..24-‐27

Physiological Arousal Control…………………………………………………………..28-‐30

Focus……………………………………………………………………………….……..….…...31-‐33

Imagery…………………………………………………………………………………………..34-‐37

Working with Teams…………………………………………………………………….…38-‐40

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Wheel of Achievement

This manual is for women eighteen to twenty-‐five that are interested in what it

takes to become a Director in Mary Kay. Becoming a Director is no easy task. It

requires hard work to complete this goal. To become a Director in Mary Kay one must

possess key qualities. These qualities include: commitment, confidence, motivation,

friendship, enthusiasm, poise, leadership and focus. Lack of such qualities will prevent

someone from reaching their goal of becoming a Director. Throughout my Mary Kay

business I always strived to do the best I can. I have relied on these qualities to

overcome obstacles and achieve my goals. The more I focus on each of these qualities

the better I perform. I am making a difference in my own life as well as those around

me.

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Commitment

Commitment is that turning point in your life when you seize the moment and convert it

into an opportunity to alter your destiny. –Denis Waitley

When you are determined to complete a goal you will make it happen. Goals do

not complete themselves. To reach a goal you have to have a driving force to keep you

on track. Passion, love, and the pursuit of a better life are all driving factors. You can

accomplish almost anything with high levels of commitment. No goal is to far and no

dream is too big.

Once a vision of the future is captured, you must remain committed until the

end. If your goal is to become a Director, commitment is key. Remaining truly

committed will allow your skills to grow. There are obstacles in life and overcoming

those obstacles is a learning process. Persist through any obstacles even if they seem

impossible. If the end goal is to run a successful business as Mary Kay Sales Director,

then a minute bump should not detour your path.

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Confidence

If you think you can, you can. And if you think you cant, you’re right! –Mary Kay Ash

Confidence is important both in yourself as a Director and in other people on

your team. If you do not have confidence in your self, you will not be able to teach

others how to be confident. Every woman could use a boost of confidence every once in

a while. It is your job as the leader to instill that confidence in them. If you lack that

trait they will have a hard time grasping it. Trust in yourself and act as if you can do it.

Self-‐confidence will help you stay positive. Choose to be confident. When you

look good and feel good you will make great things happen. There will be many

challenges along the path but being able to keep a positive mind set will help when

overcoming them. Find all of the positives in each situation. Confidence is a trait you

choose to posses. Great things will aspire from choosing to be confident. It will help

you believe that you are good enough to achieve your dreams.

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Motivation

Aerodynamically the Bumblebee shouldn’t be able to fly, but the bumblebee doesn’t know it

so it goes on flying. –Mary Kay Ash

Motivation is very important to become a Director. You are your own boss, so

there is no one telling you to get to work. Without motivation you would stay in bed

and sleep rather than working towards your goal. You can increase motivation

internally and externally from friends and family. Motivation is the kick in your butt

that gets you out the door in the morning. This driving force helps you accomplish

greatness. Motivation is the reason you continue to work hard each day.

Motivation is different for each person. Someone’s motivation to work could be

to pay the bills, to provide for their children or to change the lives of other people.

What ever your motivation is, it is important to always be thinking of your motivation.

If you do not know what your motivation is, you must find it. Continue to stay

motivated throughout your business even after you have completed your goal of

becoming a Director.

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Friendship

Pretend every single person you meet has a sign around his or her neck that says, "Make

me feel important." –Mary Kay Ash

This business is built upon a basis of friendship. Your fellow Mary Kay

consultants are to become some of your closest friends. You shall not ever speak in vain

about another fellow consultant or a competitor, always keeping in mind that you are

providing a service to your customers like no one else. Strangers should feel

comfortable letting you into their home. Change your state of mind from “here try the

product” to “let me get to know you”. This business is all about the other person, not

yourself. Learn to become selfless and build strong friendships.

Build a strong and trustworthy relationship with your team members.

Celebrate their successes and in turn they will celebrate yours. Only surround yourself

with friends who lift you up. If you find yourself around negative people often, isolate

yourself from that negativity.

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Enthusiasm

A mediocre idea that generates enthusiasm will go further than a great idea that inspires

no one. –Mary Kay Ash

Always remain enthusiastic. It is your responsibility to get the customer excited

about the products. The end goal at each appointment is for the customer to leave

happy. Share your goals, ambitions and achievements with everyone. This business

was designed to be empowering for women.

Walk into an event with your head held high and a smile on. Mary Kay should be

a happy place and full of excitement. Daily life does not have much enthusiasm, so Mary

Kay gives women that extra boost which can in turn raise their self-‐confidence.

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Poise

We treat our people like royalty. If you honor and serve the people who work for you, they

will honor and serve you. –Mary Kay Ash

Poise is a quality that seems to become more and more distant in today’s society.

However, it stays true to Mary Kay’s roots. Consultants must always carry themselves

with poise. A beauty consultant is not to use fowl language or speak badly about

anyone. The attire is to be very professional and modest. Hair must be neat with make

up on. Hose must be worn at all times with skirts to the knee. The dress code is even as

strict as no toes should be showing. These guidelines help ensure that each member of

the sales force is carrying out the Mary Kay image. Women take pride in the way the

dress and present themselves. These women should be very respectable.

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Leadership

The speed of the leader determines the speed of the gang –Mary Kay Ash

Leadership is very important to building a team. In this business you are

constantly a leader to your new team members weather you think you are or not. They

will always look up to you as a leader. It is your responsibility to lead them to success.

The more powerful of a leader you are the better you team will perform. Your team is a

direct reflection of you as a leader. Be a strong and powerful leader. Instill belief and

greatness into everyone. Be their biggest cheerleader. Be there to help them up when

they fall to the ground. Also, teach them how to become leaders. The success of the

company as a whole relies on the strengths of the leader.

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Focus

An average person with average talents and average ambition can outstrip the most

brilliant genius in our society; if that person has clear focused goals. –Mary Kay Ash

Focusing on a goal and working towards it will help you achieve it. Your goal

must always be on your mind. If you are intentionally working toward that goal it will

become reality much quicker. Improving focus will allow you to continually learn, grow

and perform better. Each action should get you one step closer. Each day focus on what

task is going to get you where you want to go. Focus on the activities not the results.

High quality focus will enhance learning, happiness and performance. Focus will allow

you to complete the task at hand efficiently.

When learning the next steps to success stay focused on the information given.

Have your blinders on and only look ahead. Don’t let anything steer your vision away

from the end goal. If you feel your focus shifting, stop and refocus. Stay focused and

enjoy the journey.

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Assessment For Mental Strengths And Weaknesses

Rate yourself on each item. 1= I do not agree and 10= I strongly agree. Then look back and

identify your strengths and weaknesses and you to improve those areas.

1. I focus on keeping my performance totally in the present, in the here and the now.

1 2 3 4 5 6 7 8 9 10

2. I operate your business with Faith first, Family second and Career third.

1 2 3 4 5 6 7 8 9 10

3. I am able to refocus quickly.

1 2 3 4 5 6 7 8 9 10

4. Before I walk into a skin care class I mentally prepare my self in a way that makes

me feel confident and ready.

1 2 3 4 5 6 7 8 9 10

5. I have a strong inner confidence and I believe I can complete anything I put my mind

to.

1 2 3 4 5 6 7 8 9 10

6. I am able to shake off a “NO” like it never happened.

1 2 3 4 5 6 7 8 9 10

7. I can pull the positives out of each situation.

1 2 3 4 5 6 7 8 9 10

8. I stay motivated even when I face obstacles.

1 2 3 4 5 6 7 8 9 10

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9. After each skin care class I look at what I did well and how I can improve the next

time.

1 2 3 4 5 6 7 8 9 10

10. I am an expert at warm chattering.

1 2 3 4 5 6 7 8 9 10

11. I am able to step out of my comfort zone.

1 2 3 4 5 6 7 8 9 10

12. I do not mind talking to strangers

1 2 3 4 5 6 7 8 9 10

13. I am totally 100% committed to reaching my goal of becoming a director.

1 2 3 4 5 6 7 8 9 10

14. I find joy out of my business.

1 2 3 4 5 6 7 8 9 10

15. I am a strong leader

1 2 3 4 5 6 7 8 9 10

16. I focus on making other women feel important.

1 2 3 4 5 6 7 8 9 10

17. I want to help people experience success.

1 2 3 4 5 6 7 8 9 10

18. I celebrate ever achievement

1 2 3 4 5 6 7 8 9 10

19. I set goals and routines with deadlines

1 2 3 4 5 6 7 8 9 10

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20. Each day I make a to-‐do list

1 2 3 4 5 6 7 8 9 10

21. I have an inner fire

1 2 3 4 5 6 7 8 9 10

22. I am a confident person

1 2 3 4 5 6 7 8 9 10

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Emotion/ Self-‐Talk

Using positive self-‐talk is associated with more effective performance where as

thinking negative thoughts causes poor performance. There are three words that should

not be used: but, try, and how. Using these words wipes out anything positive you may

have said prior. The key to using self-‐talk is to create positive, facilitating thoughts that

enhance and improve performance. There are different types of self-‐talk that include

positive affirmations, enhancing goals and appraisals. Positive affirmations are thoughts

that include positive qualities and characteristics. To improve goals with self-‐talk, keep

focused on the goal and promote high amounts of effort and persistence. Appraisal can be

used to examine situations that may be difficult and look at them as an opportunity for

growth rather than a chance for failure. Being able to effectively control self talk can

minimize stress, boost confidence and maximize performance.

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Activity

One activity to help improve emotions and self-‐talk is reading daily words of

affirmation aloud. Make your words of affirmation unique to your own personal goals. An

affirmation should be very specific and to the point. Include important things in your life as

part of your affirmation like your family, children and God. This is going to be something

you repeated aloud to yourself multiple times a day. Set reminders in your phone for two

to three times a day. When your alarm goes off no matter where you are read your words

of affirmations you wrote. Also, if you are feeling down read your affirmation. This can be

used as a motivational tool as well. When reading your affirmation be enthusiastic.

Example of Daily Positive Affirmation:

I’m GREAT and because I’m GREAT, Awesome, incredible things are happening to me.

I’m POWERFUL! And because I’m POWERFUL, I can change everything starting here,

starting now! I have the power to change lives, starting with mine!

I’m LOVED! And because I’m LOVED women who want more or need to be touched by the

Mary Kay spirit gravitate to me. New Customers, New Team Members, and New Positive

Friends!

I’m RICH! And because I’m RICH! Life’s abundance is coming my way! Lot’s of CASH, FREE

Cars, Diamonds, Trips, A New Home and much, much more, because I DESERVE IT!!!!

I’m BLESSEDI and because I’m BLESSED, I can do all things with God who strengthens me.

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Goal Setting

Goals give you something to strive for. Your goal is to become a Mary Kay Sales

Director. When setting this goal you must remain fully committed. Make sure that this is a

goal you are setting for yourself. If someone else has set this goal for you, you will not stay

committed. In order to achieve this goal there are many steps you must follow. When

making a goal there must be a game plan. Just simply writing down the goal is not enough.

Make a game plan you will follow to achieve your goal. Make smaller goals that will lead to

achieving the larger goal. Also add a time frame. If the goal is completed in that time,

change the time not the goal. Share the goal with your family to help keep you accountable.

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Vision Board

An activity you can use for goal setting is to make a vision board. A vision board is

going to be a visual representation of your goal. When making a goal make sure it is

S.M.A.R.T. (Specific, Measurable, Action Oriented or Adjustable, Realistic, Timely). Start

your vision board by finding picture that are inspirational. Pictures can include cut outs

from the Applause Magazine, company brochures or online images. Some examples are

pictures of the director suit, money, a pink Cadillac or prizes. Find what inspires you. Next

write your goal on the poster. You can be as creative as you want with this poster. Keep in

mind that this poster is going to be displayed somewhere you see it each day. Then write

daily activities you will do to help you achieve that goal. Give yourself a deadline to

complete the goal by. Glue all inspirational pictures to the board. Add quotes or any other

information that will inspire you. Hang the vision board in your office, bedroom, living

room or somewhere you will see it multiple times a day. Make it a point each day to read

your vision board.

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Communication

Communication is used throughout your business in many ways. Not all communication is

verbal. The majority of communication is non-‐verbal. Only seven percent of

communication is actually the spoken word. Non-‐verbal communication can include body

language, facial expression and even how you are dressed. If you are dressed very business

like, you are going to be able to communicate your business more effectively than if you

were to be wearing workout clothes. Also, people are very perceptive to body language. It

is easy to read if someone is becoming disengaged, or uninterested by either there body

language or facial expressions. Being able to effectively read non-‐verbal communication

will be beneficial and will allow you to change how you are talking in order to gain the

attention of the person you are speaking with. You must use communication with

customers, your director, your team members and your support system. Lack of

communication will create difficulties in your business. Effective communication is often

correlated with success. If your goal is to become a Mary Kay Sales Director it is important

to communicate that with your director. Communication should be verbal and non-‐verbal.

If this is truly your goal make sure that your outfit, body language, and facial expressions

are all representative of your goal. Another part of communication is being able to listen.

You should be able to listen to your customers needs and respond appropriately. Also, you

should be able to listen to advise from your director and apply it.

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Activity

This activity is to help improve communication skills by focusing on only verbal

communication. Instruct the members of your team to separate into pairs. Provide a

blindfold for one of the people in the pair. Set up a simple obstacle course using random

objects, such as stairs, chairs and trashcans. The person with sight leads her blindfolded

partner using only words. The person with sight is not permitted to touch the other person

to guide him. This game helps build trust, listening skills and verbal communication. At the

end of the exercise ask the following questions.

1. How effective was the verbal communication?

2. Was your partner able to effectively lead you through the obstacles?

3. If roles were reversed do you think you could have done better?

4. What type of directions where most useful?

5. How could this activity be applied back to other situations?

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Confidence

As stated in my wheel, confidence is one of the most important key qualities to

posses. Self-‐confidence will help you stay positive. Choose to be confident in yourself.

When you feel good you will make great things happen. Lack of confidence can lead to

many negative things such as: stress under pressure, avoiding tasks in fear of mistakes,

setting too easy of goals. Confidence is a trait you choose to posses. Without it you will not

try and achieve your real goal. Great things will aspire from choosing to be confident. It

will help you believe that you are good enough to achieve your dreams. Leaders must be

able to show confidence. As a director you must be confident in order for your team to be

confident. It is your responsibility to lead by example.

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Power Posing

Power posing is an activity that can be used to help strengthen your confidence by

making you feel more powerful. Body language can show a lot about a person’s confidence

level. Slumped posture, crossed legs, and folded arms are all signs of low confidence.

People with high confidence will sit up tall with arms and legs uncrossed. The term “fake it

till you make it” can be very useful with this activity. If you are feeling powerless, power

posing can trick your mind into thinking you are feeling powerful. There are actually

chemical changes in your brain; testosterone levels begin to rise and cortisol levels lower.

There are many different ways of power posing. One way is to sit up tall with feet

flat on the floor and hands resting on your legs with your palms up. This position makes

you feel more open. Try sitting like this during meetings, trainings, sharing appointments

or skin care classes. Another pose if similar to a bear. This pose consists of standing up

stall, chest open and wide, hands above your head, and feet planted shoulder width apart.

This is a pose that can be used before walking into an appointment. This is something you

can use when standing at the door before you knock. Just a few seconds of doing this pose

can increase your confidence level. Throughout your business and daily life take a moment

to reflect your body language and make tiny tweaks. Small adjustments can make a big

difference in your confidence level. Below are examples of other power poses.

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Physiological Arousal Control

Arousal is the activation of the body that ranges from coma to frenzy. The two

components of arousal are intensity and direction. Intensity varies by the amount the

autonomic nervous system is stimulated. The direction could be either positive or

negative. Under stress the body goes into “flight or fight.” This is a hardwired safety

mechanism that is used to escape danger or stressful situations. Sometimes we can shock

our bodies into thinking we are in life or death situation even though we may not be. Being

able to control your emotions will prevent you from entering “flight or fight”. Anxiety can

cause your body to go into a stress response. The process of becoming a sales director can

be very stressful. It is important that you learn to control your emotions in order to

prevent stress responses. Focus attention on positive activities rather than stressful things.

The graph below depicts performance levels and different stages of arousal.

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Activity

An activity that can be used to calm physiological arousal is meditation. Meditation can be

used to help alleviate stress and anxiety. This is a technique that is used in many different

ways. Experiment with different forms of meditation to find the most beneficial for you.

You can use meditation on a daily basis or only in times of high arousal. A beginning form

of meditation is simple breathing meditation.

How To:

Choose a quiet place to meditate and sit in a comfortable position such as a cross-‐legged

posture or in a chair. The most important thing is to keep our back straight to prevent your

mind from becoming sluggish or sleepy. Sit with our eyes closed and focus on your

breathing. Breathe naturally without attempting to control your breath. Try to become

aware of the sensation of the breath as it enters and leaves the nostrils. Each breath should

be the focus of the meditation. Shut out any other thought you may have. At first the mind

may seem very busy but try and focus on breathing. Resist any though as it might arise.

Continue to meditate until you have been able to completely clear your mind and focus on

breathing for a few minutes.

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Focus

Keeping your focus on becoming a director will help you achieve your goal.

Improving focus will allow you to continually learn, grow and perform better. Each day

focus on what task is going to get you where you want to go. Focus on the activities not the

results. Focus will allow you to complete a task quickly and effectively. If you feel your

focus shifting, stop and refocus. There are many distractions that can get you off task.

Ignore any distraction you may come across. Avoid tasks that you know are distracting

such as surfing the Internet or watching television.

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Activity

Use this chart below to write down areas in which you struggle with focus and come up

with solutions to each distraction. Hold yourself accountable to reinforce need changes.

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Imagery —The imagination exercises a powerful influence over every act of sense, thought, reason, over every idea.

Imagery is a product of your memory, experienced internally through the recall and

reconstruction of previous events or the ability to picture the future and events that have

not yet occurred. Mental images are associated with many senses such as: pictures, sounds,

smells, taste, touch and action. Make sure that all imaging is vivid and controllable. There

should be a level of clarity and realness to the image while still being in control. Do not

expect that things are going to occur exactly how they are imaged. Imagery is a tool to help

look into the future at events that have not yet occurred and to replay events that have

already occurred. This creates a vision to look forward to and what to expect. It is hard to

see how life will be as a director without being able to image it. Just setting a goal is not

going to be beneficial. That goal must be imaged. The end result must be envisioned. How

it is going to feel, what it looks like, and when it’s going to happen. Picturing achieving the

goal will create a more realistic experience.

This may seem like an obscure concept, but it is something used everyday. For

example, types of imaging are daydreaming, giving or receiving mental directions, memory

aid, and mental practice. This skill is used daily unconsciously. Mental imagery can be

used for a variety of different reasons including learning or practicing a skill, correcting

mistakes made in previous situations, learning performance strategies, preparing mental

focus, building and enhancing mental skills, and long-‐range and short-‐term goals. Imagery

is a tool that can be utilized anywhere. When struggling with anything, just sit down and

take a few moments to image. If imaging correcting mistakes, picture doing it right. It is

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important not to image the negative. Imaging should be used to look at the positive

aspects. When learning new strategies, practice them using mental imaging to be able to

recreate it for real. Using mental imagery to prepare mental focus is a key skill to have.

Poor mental focus can have detrimental effects. Having a clear head is very important no

matter what the task at hand is. When things start to get unclear and out of focus, take a

step back and practice using imaging. Think about what the task is and how to complete it.

Phase out all unneeded thoughts to focus on the task at hand. Use this time of imaging to

get a clear head and regain focus. Being able to image goals is one of the most important

aspects of goal setting. A goal is just something written down if it is not imaged. Being able

to picture what achieving that goal looks like will give more motivation to complete it.

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Activity:

To do this activity, find a quiet place to sit. Make sure you are in a relaxed and comfortable

position. Have imagery sessions two to three times a week. The objective of this activity is

to image completing your goal of becoming a Mary Kay Director. In Mary Kay there are

many goals one must achieve. Imaging goals is an effective way to achieve such goals.

During these sessions picture wearing the Sales Director suit. Image doing tasks as a

director such as holding meetings, skin care classes and sharing appointments. Make sure

to image only positive tasks. At the end of each session take time to reflect on how well you

were able to image. Take notes to use to improve your imaging the next time.

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Working with Teams

Within your Mary Kay business you will be working with a team as well as leading a

team. If your goal is to become a director, you must make sure your team is on board. You

have to share that common goal. There must be interaction between team members to

create a strong cohesion. As the leader, continually check in with team members and be

able to motivate your team effectively. Encourage them to work together to help

accomplish tasks. Create a trusting relationship within your team. Your team must be able

to trust that you can lead them. Be a great leader and lead your team by example. They

will follow in your footsteps.

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Gutterball

To play this activity you will need two marbles, gutters cut in different lengths (or

PVC pipe cut in half) and two cups. Split the group into two teams. Each player receives

one gutter. All of the players stand at one end and the cup is placed across the room. Each

team gets one marble. The objective of this game is to use the gutters to transport the

marble into the cup. The first team to effectively get the marble into the cup wins.

Rules:

1. The marble cannot stop

2. If the marble hits the ground you must start over

3. No hands are allowed to touch the marble

4. The marble cannot roll backwards

This activity is very useful when working with teams because there are a lot of different

skills needed to do this activity. The teams must use problem solving skills, communication

(verbal and non-‐verbal), listening skill, leadership, trust, and focus. They have to come

together to complete a common goal.

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