Oct. 4, 2025
Ep 157: Design the first yes: a tiny offer that sets up the big result
Send us a text Buy the Gateway Offer Workshop. We walk through the full gateway offer system—from defining the first-step win to naming, pricing, selling, and turning it into a bridge to your signature service. You’ll leave with a clear template to stop giving away free discovery and start getting paid for tangible value. • gateway offers as the paid first step that proves value • why clients trust faster when they get an actionable deliverable • three traits of a strong gateway: repeatabl...
Buy the Gateway Offer Workshop.
We walk through the full gateway offer system—from defining the first-step win to naming, pricing, selling, and turning it into a bridge to your signature service. You’ll leave with a clear template to stop giving away free discovery and start getting paid for tangible value.
• gateway offers as the paid first step that proves value
• why clients trust faster when they get an actionable deliverable
• three traits of a strong gateway: repeatable, aligned, preparatory
• examples: audits, blueprints, benchmark reports, assessments, mini workshops
• pricing guidance using 10–25% of the main offer and founders pricing
• packaging with a clear name, tagline, and simple description
• selling via discovery calls, social teasers, and invite-only email
• upsell tactics: fee credit, fast-action bonus, clear timelines
• systematizing with scheduling, templates, and canned emails
• pipeline planning with scheduled follow-ups at 3, 6, and 12 months
Grab the replay-turned-course with step-by-step directions to launch your gateway offer for $97.
If you loved this, please hit subscribe, rate, and review, and share it with a friend
Join my Gateway Offer workshop right below in the show notes
Sign up for the waitlist to join the Tiny Marketing Club for trainings, feedback, and pop-up coaching
Join my events community for FREE monthly events.
I offer free events each month to help you master your business's growth through marketing, sales, systems, and offer strategy.
Join the community here!
Apply for the Tiny Marketing Club >>> Join the Club
Come tour my digital home :) >>>Website
Wanna be friends? >>> LinkedIn
Let's chat every Tuesday! >>> Newsletter
Catch the video podcast on YouTube >>>YouTube
Join my event group for live events >>> Meetup
00:00 - Welcome & Tiny Marketing Promise
01:58 - Gateway Offers Defined
03:33 - Why Clients Love the First-Step Win
05:07 - Three Traits of a Great Gateway
06:52 - Examples to Spark Your Offer
08:41 - Trust, Upsells, and Pipeline Planning
09:50 - Name, Frame, and Price It Smart
11:49 - Selling via Calls, Social, and Email
13:00 - Bridge to the Main Offer: Upsell Tactics
14:11 - Systematize for Speed and Scale
15:28 - Workshop Invite, Office Hours, and Wrap
WEBVTT
00:00:00.320 --> 00:00:00.959
Tiny Marketing.
00:00:01.120 --> 00:00:02.720
This is Sarah BlackBlock.
00:00:02.879 --> 00:00:07.599
The podcast that helps B2B service businesses do more with less.
00:00:07.839 --> 00:00:12.720
Learn lean, actionable, organic marketing strategies you can implement today.
00:00:12.880 --> 00:00:16.239
No fluff, just powerful growth tactics that work.
00:00:16.480 --> 00:00:18.000
Ready to scale smarter?
00:00:18.160 --> 00:00:22.160
Hit that subscribe button and start growing your business with Tiny Marketing.
00:00:24.160 --> 00:00:28.719
Hi, and welcome to episode 157 of the Tiny Marketing Show.
00:00:28.879 --> 00:00:30.800
I am Sarah Noel Block.
00:00:30.960 --> 00:00:32.479
I'm feeling much better this week.
00:00:32.640 --> 00:00:37.759
Well, I wasn't, but I'm feeling much better today than I was last week.
00:00:38.000 --> 00:00:42.320
Today, we are going to talk about gateway offers.
00:00:42.479 --> 00:00:56.000
And before we dive into the meat of it, I want to tell you a little bit about a workshop that I put on last week for the Old Girls Club, which is a really awesome community.
00:00:56.320 --> 00:01:04.000
And if you are a female in a male-dominated industry, it's such a good community for you to join.
00:01:04.319 --> 00:01:07.280
You can meet a lot of like-minded people.
00:01:07.519 --> 00:01:18.239
But any hoozle, I put on a workshop for that community and I broke it into a course, so bite-sized pieces.
00:01:18.719 --> 00:01:22.719
And that is now available for purchase.
00:01:22.959 --> 00:01:38.719
So if you want the replay of that workshop, which has now been broken down into course material, step-by-step directions on how to launch your own gateway offer, that is available right in the show notes, and you can grab it now for$97.
00:01:39.519 --> 00:01:41.680
Okay, let's jump into it.
00:01:42.159 --> 00:01:42.959
Part one.
00:01:58.400 --> 00:02:05.040
So you might also hear it called a wedge offer or a lead off or an entry offer.
00:02:05.280 --> 00:02:06.799
It's all the same idea.
00:02:06.959 --> 00:02:09.599
We're all just renaming the same thing.
00:02:09.840 --> 00:02:15.120
It's the very first step that people need to take to work with you.
00:02:15.360 --> 00:02:24.319
So it directs new prospects to who want to work with you and builds out a foundation for them.
00:02:25.280 --> 00:02:38.159
So think about breaking off the beginning of the discovery piece of your work and the onboarding piece of your work into a singular offer.
00:02:38.319 --> 00:02:40.479
That is what a gateway offer looks like.
00:02:40.719 --> 00:02:54.240
So instead of spending hours on free discovery calls and writing a proposal that goes nowhere, um, a gateway offer lets you get paid for the initial work while you're proving your value.
00:02:54.479 --> 00:02:56.159
So it creates a win-win.
00:02:56.400 --> 00:02:58.719
The client walks away with something actionable.
00:02:58.879 --> 00:03:06.000
They have the foundation and P in place to be able to solve the problem that they're going through right now.
00:03:07.120 --> 00:03:12.960
But they also walk away with trust and insights and a natural upsell path.
00:03:13.120 --> 00:03:15.360
So it's a win for both of you.
00:03:15.599 --> 00:03:20.080
When I started using gateway offers in my own business, everything changed.
00:03:20.240 --> 00:03:24.479
Within four months, I was booked out for six months in advance.
00:03:24.719 --> 00:03:35.919
There was a wait list, and that pipeline has stayed full ever since because gateway offers are a big win for both you and the client.
00:03:36.400 --> 00:03:45.520
The idea behind a gateway offer is the client needs to be able to walk away and implement whatever is in that gateway offer.
00:03:45.599 --> 00:03:56.159
And if they choose, then they can choose to work with you on your high-ticket offer and have you do the execution of it or manage the execution of it.
00:03:57.199 --> 00:03:59.840
What makes a great gateway offer?
00:04:00.080 --> 00:04:05.599
There are three criteria that you want to hit in order to have a really great gateway offer.
00:04:05.840 --> 00:04:08.400
One, it needs to be easy to replicate.
00:04:08.560 --> 00:04:11.199
If you can create a template, create a template.
00:04:11.439 --> 00:04:13.599
You don't want to reinvent the wheel every time.
00:04:13.680 --> 00:04:14.879
So templatize.
00:04:15.360 --> 00:04:18.800
Maybe you do an interview and a documented.
00:04:19.279 --> 00:04:24.959
Have those questions prepped ahead of time and they need to be able to be usable for every single client.
00:04:25.199 --> 00:04:29.680
And have your document template available in your Google Drive.
00:04:29.759 --> 00:04:33.920
So all you have to do is open up that template when you're ready to document it.
00:04:34.160 --> 00:04:35.519
Maybe it looks like an audit.
00:04:35.600 --> 00:04:37.680
So you have that checklist done ahead of time.
00:04:37.759 --> 00:04:43.279
So you know exactly what you need to look at in order to create that audit.
00:04:44.160 --> 00:04:50.160
Two, it should be a piece of your signature offer because all roads lead to that signature offer.
00:04:50.399 --> 00:04:52.160
Look at your core service.
00:04:52.399 --> 00:05:05.759
Is there a discovery phase, onboarding step, or prep work that could stand on its own that would be a valuable thing to complete for a client before ever working with you on that signature offer?
00:05:05.920 --> 00:05:07.519
That's the best place to start.
00:05:07.759 --> 00:05:12.720
And three, it needs to prepare them for the bigger work that you can do for them.
00:05:12.959 --> 00:05:18.560
So a gateway offer should get your client ready for your signature service.
00:05:18.800 --> 00:05:25.120
So for example, if you're a web designer, your gateway offer might be website copy prep.
00:05:25.279 --> 00:05:28.560
So you walk them through what their copywriting should be.
00:05:28.800 --> 00:05:30.800
It could be a usability audit.
00:05:30.959 --> 00:05:36.879
Maybe you're going through their website and you're doing an audit so you know exactly what changes need to be made.
00:05:37.839 --> 00:05:43.120
So here's some examples to just spark ideas on what your gateway offer could look like.
00:05:43.360 --> 00:05:52.480
One, it could be an audit, like a website or a marketing audit, or maybe a campaign audit where you're going through and you're seeing what changes need to be made.
00:05:52.720 --> 00:05:56.399
And then your signature offer would be making those changes.
00:05:56.720 --> 00:06:01.600
It could be a blueprint strategy with like an interview plus a short plan.
00:06:01.759 --> 00:06:04.639
Here's an action plan of what you need to do next.
00:06:04.879 --> 00:06:06.720
It could be a benchmark report.
00:06:06.959 --> 00:06:18.800
You are comparing this business to the industry's averages so that you can help them see where they need to be and maybe build out an action plan for them to be able to get there.
00:06:19.199 --> 00:06:22.560
It could be an assessment or a survey with an analysis.
00:06:22.720 --> 00:06:33.040
So they complete that assessment, you analyze it, and then you have a call together to work through what action steps they need to make in order to hit this goal, hit this challenge.
00:06:33.839 --> 00:06:39.920
If you have more of a scalable signature offer, then a challenge or a mini workshop could be good for you.
00:06:40.160 --> 00:06:43.519
It's more of a one-to-many gateway offer.
00:06:43.920 --> 00:06:45.120
Here's the kicker.
00:06:45.360 --> 00:06:50.079
Your gateway offer should mirror the experience inside of your main offer.
00:06:50.319 --> 00:06:54.319
So if you normally work hands-on, make this interactive.
00:06:54.639 --> 00:06:59.920
If your main program includes a strategy doc, give them a taste of what that would look like.
00:07:00.160 --> 00:07:05.600
You want them to have a taste of what working with you is like.
00:07:07.279 --> 00:07:10.560
Part three, why gateway offers work.
00:07:11.199 --> 00:07:14.399
So there are two main reasons that they work really well.
00:07:14.639 --> 00:07:16.000
One, they build trust.
00:07:16.160 --> 00:07:23.600
So when a prospect is cold, ice cold, they've just come into your world, they're often price shopping.
00:07:23.759 --> 00:07:27.120
Without trust, they'll just choose the cheapest option.
00:07:27.360 --> 00:07:33.519
A gateway offer proves your value quickly and gives them confidence that you're the right partner.
00:07:34.160 --> 00:07:36.800
Two, they reveal upsell opportunities.
00:07:37.040 --> 00:07:44.720
So during a gateway offer, you uncover not just what they need now, but what they'll need in three, six, twelve months from now.
00:07:44.959 --> 00:07:52.079
That means that you can plan your pipeline and time out when upsells would make sense for them.
00:07:52.480 --> 00:07:57.439
A pro tip for you is to keep a running list of future needs for your clients.
00:07:57.759 --> 00:08:02.399
In every gateway offer, like this is what you're gonna need at the six-month mark.
00:08:02.560 --> 00:08:03.680
Have that prepared.
00:08:03.839 --> 00:08:06.639
Then schedule a follow-up email six months later.
00:08:06.800 --> 00:08:10.879
It's like planting little seeds that blossom into projects.
00:08:12.399 --> 00:08:16.079
Part four, how to package your gateway offer.
00:08:16.800 --> 00:08:22.399
So the simplest way to package your gateway offer is to name and claim it.
00:08:22.720 --> 00:08:31.759
First thing, you don't want to call it a strat a strategy or an audit because people tend to pull away from that.
00:08:32.799 --> 00:08:40.480
It feels like paying for something intangible to them, even though it's very necessary.
00:08:40.720 --> 00:08:42.559
So you want to name it something.
00:08:43.200 --> 00:08:47.600
Choose a title that's clear, catchy, alliterative.
00:08:47.919 --> 00:08:58.720
I like alliteration, minus strategic spark, and then choose a tagline, something that's three to five words and describes the transformation that you're providing.
00:08:58.960 --> 00:09:00.720
And then you need a description.
00:09:00.960 --> 00:09:03.120
So what does the container look like?
00:09:03.279 --> 00:09:04.159
What's the outcome?
00:09:04.320 --> 00:09:06.879
And what's the client win that they can expect?
00:09:08.159 --> 00:09:08.960
That's it.
00:09:09.200 --> 00:09:11.279
Tattle, Taddle.
00:09:11.919 --> 00:09:14.559
Title, tagline, description.
00:09:14.799 --> 00:09:16.320
Don't overcomplicate it.
00:09:16.480 --> 00:09:19.360
You can sell it with just those three things in mind.
00:09:20.320 --> 00:09:25.200
At first, you don't need a sales page, so don't worry about that.
00:09:25.440 --> 00:09:30.559
Just create a simple Google Doc and make it feel like an invite-only experience.
00:09:30.879 --> 00:09:32.320
Just share it one-on-one.
00:09:32.799 --> 00:09:36.639
Once you've got some traction, then you can build a more formal landing page.
00:09:36.879 --> 00:09:43.919
But at first, just a Google Doc is fine and sending it to people who would make sense in price.
00:09:44.080 --> 00:09:45.200
Let's talk about that.
00:09:45.440 --> 00:09:49.840
I remember I recommend that you start with a founder's price at the beginning.
00:09:50.080 --> 00:09:54.000
That's in like the$250 to$450 range.
00:09:54.159 --> 00:10:03.919
It's just enough to prove value and get your reps in and then later raise it strategically to filter clients who can afford your full offer.
00:10:04.320 --> 00:10:12.320
So I like to give a rule of thumb of your gateway offer should cost somewhere between 10 and 25% of your main offer.
00:10:12.480 --> 00:10:14.399
That's a good place to start.
00:10:14.639 --> 00:10:17.440
Um, I always like the 995 mark.
00:10:17.519 --> 00:10:19.519
I call it the why not price.
00:10:19.759 --> 00:10:24.159
It's just below a thousand and it's worth a shot for that.
00:10:26.720 --> 00:10:30.159
Part five, let's sell your gateway offer.
00:10:30.639 --> 00:10:31.919
Okay, you've built it.
00:10:32.159 --> 00:10:33.279
How do you sell it?
00:10:33.519 --> 00:10:35.440
That's the question I get all the time.
00:10:35.600 --> 00:10:37.840
Now that it exists, how do I sell it?
00:10:38.240 --> 00:10:40.399
So, first, discovery calls.
00:10:40.639 --> 00:10:43.759
Say the first step to working with me is the gateway offer.
00:10:44.000 --> 00:10:45.440
Here's what it looks like.
00:10:45.679 --> 00:10:48.960
Here's what you'll walk away with, and here's the price.
00:10:49.120 --> 00:10:52.080
Simple, confident, done to the point.
00:10:52.480 --> 00:10:54.399
You can also do social media.
00:10:54.559 --> 00:11:00.559
Use teasers like can I tell you a secret or polls where people essentially raise their hands.
00:11:00.799 --> 00:11:04.000
Whoever engages is a warm lead.
00:11:04.559 --> 00:11:07.919
With email, treat it as an invite only.
00:11:08.159 --> 00:11:09.759
So send a short email.
00:11:10.000 --> 00:11:11.759
I've got something new I'm testing out.
00:11:11.840 --> 00:11:12.720
Do you want in?
00:11:13.279 --> 00:11:15.759
Give like some exclusivity.
00:11:15.919 --> 00:11:18.399
So maybe only your list gets it first.
00:11:18.559 --> 00:11:25.279
Or you could even segment it to a list of people who'd be most likely to be interested in that gateway offer.
00:11:26.320 --> 00:11:29.679
And then last, let's talk about the upsell strategy.
00:11:30.240 --> 00:11:34.799
So once you've done, you've sold the gateway offer, what next?
00:11:35.039 --> 00:11:39.360
The next thing you want to do is upsell into your main offer.
00:11:39.759 --> 00:11:51.600
So you want to apply all or part of your gateway cost to the bigger project or offer a fast action bonus if they move forward within X amount of days.
00:11:51.840 --> 00:11:55.440
So let's say your gateway offer costs$995.
00:11:55.679 --> 00:12:07.600
You can say, okay, my main offer to be able to manage this project and make sure it gets completed just the way we talked about in the gateway offer is that's$9,000.
00:12:08.000 --> 00:12:12.480
Since you paid$1,000 for the gateway offer, I'll apply that to it.
00:12:12.639 --> 00:12:21.039
So it'll be only$8,000 for you if you sign the contract within 30 days, because I can't hold it forever.
00:12:21.840 --> 00:12:28.320
So remember, your gateway offer is not a one-off, it's a bridge to your high-ticket offer.
00:12:30.320 --> 00:12:36.399
So the last part, part six, is systematizing your gateway offer so it runs smoothly.
00:12:36.960 --> 00:12:42.240
So here are a few quick tips to keep it running frictionless.
00:12:42.879 --> 00:12:48.399
One, use a scheduling tool that collects the payment and the intake information all in one.
00:12:48.559 --> 00:12:51.679
So it's an easy to say yes thing.
00:12:52.480 --> 00:13:00.240
You go from you send them the scheduling link, they do the intake information, they pay for it, boom, done.
00:13:01.519 --> 00:13:09.120
Have templates for your strategies, your reports, everything so you don't have to duplicate the same thing over and over again.
00:13:09.440 --> 00:13:15.039
Create a canned email template for each step of your offer.
00:13:15.679 --> 00:13:20.240
So you might want an email that's canned for someone just signed up.
00:13:20.399 --> 00:13:21.919
This is the email that goes out.
00:13:22.080 --> 00:13:24.720
You just did the interview portion of your gateway offer.
00:13:24.799 --> 00:13:26.159
This is the email that goes out.
00:13:29.919 --> 00:13:34.240
You just um completed the review session.
00:13:34.399 --> 00:13:36.000
This is the email that goes out.
00:13:36.879 --> 00:13:39.360
So you can set all of that up in Gmail.
00:13:39.519 --> 00:13:42.320
You can set up templates where it's easy peasy.
00:13:42.399 --> 00:13:45.919
You just click on that template and it'll apply it for you.
00:13:46.159 --> 00:13:51.759
When you systematize, selling your gateway offer becomes second nature, super easy for you.
00:13:53.840 --> 00:13:56.960
So this is the challenge I have for you.
00:13:57.200 --> 00:14:03.519
If you're listening to this and you're thinking, Sarah, this sounds amazing, but I do not know where to start.
00:14:03.840 --> 00:14:11.120
The course that I just told you about, the workshop that I have turned into a bite-sized course, is the place to start.
00:14:11.360 --> 00:14:17.440
It is perfect for you, and it'll explain exactly how to get started with your gateway offer.
00:14:18.799 --> 00:14:21.600
And right now it's only$97.
00:14:22.240 --> 00:14:28.000
So I'm gonna have the link in the show notes so you can get right to it.
00:14:28.639 --> 00:14:38.639
And as a bonus for anybody who buys this workshop, you also get an invitation to the next office hours.
00:14:38.720 --> 00:14:45.360
So you can come in and have a conversation with me and make sure that your gateway offer is on the right track.
00:14:46.000 --> 00:14:49.679
That's a wrap for today's episode of Tiny Marketing.
00:14:49.919 --> 00:14:55.519
If you loved this episode, please hit subscribe, rate, and review wherever you're listening.
00:14:55.679 --> 00:15:06.960
And most importantly, share this episode with a friend because more consultants need to stop giving away free proposals and getting ghosted so they can get paid for their brilliance.
00:15:07.840 --> 00:15:13.039
Join my Gateway Offer workshop right below in the show notes.
00:15:13.200 --> 00:15:18.159
Until next time, keep it tiny, keep it mighty, and I'll see you next week.
00:15:18.559 --> 00:15:20.960
You love all things tiny marketing.
00:15:21.279 --> 00:15:40.080
Head down to the show notes page and sign up for the wait list to join the Tiny Marketing Club, where you get to work one-on-one with me with trainings, feedback, and pop-up coaching that will help you scale your marketing as a B2B service business.
00:15:40.240 --> 00:15:41.919
So I'll see you over in the club.
00:00:00.320 --> 00:00:00.959
00:00:01.120 --> 00:00:02.720
00:00:02.879 --> 00:00:07.599
00:00:07.839 --> 00:00:12.720
00:00:12.880 --> 00:00:16.239
00:00:16.480 --> 00:00:18.000
00:00:18.160 --> 00:00:22.160
00:00:24.160 --> 00:00:28.719
00:00:28.879 --> 00:00:30.800
00:00:30.960 --> 00:00:32.479
00:00:32.640 --> 00:00:37.759
00:00:38.000 --> 00:00:42.320
00:00:42.479 --> 00:00:56.000
00:00:56.320 --> 00:01:04.000
00:01:04.319 --> 00:01:07.280
00:01:07.519 --> 00:01:18.239
00:01:18.719 --> 00:01:22.719
00:01:22.959 --> 00:01:38.719
00:01:39.519 --> 00:01:41.680
00:01:42.159 --> 00:01:42.959
00:01:58.400 --> 00:02:05.040
00:02:05.280 --> 00:02:06.799
00:02:06.959 --> 00:02:09.599
00:02:09.840 --> 00:02:15.120
00:02:15.360 --> 00:02:24.319
00:02:25.280 --> 00:02:38.159
00:02:38.319 --> 00:02:40.479
00:02:40.719 --> 00:02:54.240
00:02:54.479 --> 00:02:56.159
00:02:56.400 --> 00:02:58.719
00:02:58.879 --> 00:03:06.000
00:03:07.120 --> 00:03:12.960
00:03:13.120 --> 00:03:15.360
00:03:15.599 --> 00:03:20.080
00:03:20.240 --> 00:03:24.479
00:03:24.719 --> 00:03:35.919
00:03:36.400 --> 00:03:45.520
00:03:45.599 --> 00:03:56.159
00:03:57.199 --> 00:03:59.840
00:04:00.080 --> 00:04:05.599
00:04:05.840 --> 00:04:08.400
00:04:08.560 --> 00:04:11.199
00:04:11.439 --> 00:04:13.599
00:04:13.680 --> 00:04:14.879
00:04:15.360 --> 00:04:18.800
00:04:19.279 --> 00:04:24.959
00:04:25.199 --> 00:04:29.680
00:04:29.759 --> 00:04:33.920
00:04:34.160 --> 00:04:35.519
00:04:35.600 --> 00:04:37.680
00:04:37.759 --> 00:04:43.279
00:04:44.160 --> 00:04:50.160
00:04:50.399 --> 00:04:52.160
00:04:52.399 --> 00:05:05.759
00:05:05.920 --> 00:05:07.519
00:05:07.759 --> 00:05:12.720
00:05:12.959 --> 00:05:18.560
00:05:18.800 --> 00:05:25.120
00:05:25.279 --> 00:05:28.560
00:05:28.800 --> 00:05:30.800
00:05:30.959 --> 00:05:36.879
00:05:37.839 --> 00:05:43.120
00:05:43.360 --> 00:05:52.480
00:05:52.720 --> 00:05:56.399
00:05:56.720 --> 00:06:01.600
00:06:01.759 --> 00:06:04.639
00:06:04.879 --> 00:06:06.720
00:06:06.959 --> 00:06:18.800
00:06:19.199 --> 00:06:22.560
00:06:22.720 --> 00:06:33.040
00:06:33.839 --> 00:06:39.920
00:06:40.160 --> 00:06:43.519
00:06:43.920 --> 00:06:45.120
00:06:45.360 --> 00:06:50.079
00:06:50.319 --> 00:06:54.319
00:06:54.639 --> 00:06:59.920
00:07:00.160 --> 00:07:05.600
00:07:07.279 --> 00:07:10.560
00:07:11.199 --> 00:07:14.399
00:07:14.639 --> 00:07:16.000
00:07:16.160 --> 00:07:23.600
00:07:23.759 --> 00:07:27.120
00:07:27.360 --> 00:07:33.519
00:07:34.160 --> 00:07:36.800
00:07:37.040 --> 00:07:44.720
00:07:44.959 --> 00:07:52.079
00:07:52.480 --> 00:07:57.439
00:07:57.759 --> 00:08:02.399
00:08:02.560 --> 00:08:03.680
00:08:03.839 --> 00:08:06.639
00:08:06.800 --> 00:08:10.879
00:08:12.399 --> 00:08:16.079
00:08:16.800 --> 00:08:22.399
00:08:22.720 --> 00:08:31.759
00:08:32.799 --> 00:08:40.480
00:08:40.720 --> 00:08:42.559
00:08:43.200 --> 00:08:47.600
00:08:47.919 --> 00:08:58.720
00:08:58.960 --> 00:09:00.720
00:09:00.960 --> 00:09:03.120
00:09:03.279 --> 00:09:04.159
00:09:04.320 --> 00:09:06.879
00:09:08.159 --> 00:09:08.960
00:09:09.200 --> 00:09:11.279
00:09:11.919 --> 00:09:14.559
00:09:14.799 --> 00:09:16.320
00:09:16.480 --> 00:09:19.360
00:09:20.320 --> 00:09:25.200
00:09:25.440 --> 00:09:30.559
00:09:30.879 --> 00:09:32.320
00:09:32.799 --> 00:09:36.639
00:09:36.879 --> 00:09:43.919
00:09:44.080 --> 00:09:45.200
00:09:45.440 --> 00:09:49.840
00:09:50.080 --> 00:09:54.000
00:09:54.159 --> 00:10:03.919
00:10:04.320 --> 00:10:12.320
00:10:12.480 --> 00:10:14.399
00:10:14.639 --> 00:10:17.440
00:10:17.519 --> 00:10:19.519
00:10:19.759 --> 00:10:24.159
00:10:26.720 --> 00:10:30.159
00:10:30.639 --> 00:10:31.919
00:10:32.159 --> 00:10:33.279
00:10:33.519 --> 00:10:35.440
00:10:35.600 --> 00:10:37.840
00:10:38.240 --> 00:10:40.399
00:10:40.639 --> 00:10:43.759
00:10:44.000 --> 00:10:45.440
00:10:45.679 --> 00:10:48.960
00:10:49.120 --> 00:10:52.080
00:10:52.480 --> 00:10:54.399
00:10:54.559 --> 00:11:00.559
00:11:00.799 --> 00:11:04.000
00:11:04.559 --> 00:11:07.919
00:11:08.159 --> 00:11:09.759
00:11:10.000 --> 00:11:11.759
00:11:11.840 --> 00:11:12.720
00:11:13.279 --> 00:11:15.759
00:11:15.919 --> 00:11:18.399
00:11:18.559 --> 00:11:25.279
00:11:26.320 --> 00:11:29.679
00:11:30.240 --> 00:11:34.799
00:11:35.039 --> 00:11:39.360
00:11:39.759 --> 00:11:51.600
00:11:51.840 --> 00:11:55.440
00:11:55.679 --> 00:12:07.600
00:12:08.000 --> 00:12:12.480
00:12:12.639 --> 00:12:21.039
00:12:21.840 --> 00:12:28.320
00:12:30.320 --> 00:12:36.399
00:12:36.960 --> 00:12:42.240
00:12:42.879 --> 00:12:48.399
00:12:48.559 --> 00:12:51.679
00:12:52.480 --> 00:13:00.240
00:13:01.519 --> 00:13:09.120
00:13:09.440 --> 00:13:15.039
00:13:15.679 --> 00:13:20.240
00:13:20.399 --> 00:13:21.919
00:13:22.080 --> 00:13:24.720
00:13:24.799 --> 00:13:26.159
00:13:29.919 --> 00:13:34.240
00:13:34.399 --> 00:13:36.000
00:13:36.879 --> 00:13:39.360
00:13:39.519 --> 00:13:42.320
00:13:42.399 --> 00:13:45.919
00:13:46.159 --> 00:13:51.759
00:13:53.840 --> 00:13:56.960
00:13:57.200 --> 00:14:03.519
00:14:03.840 --> 00:14:11.120
00:14:11.360 --> 00:14:17.440
00:14:18.799 --> 00:14:21.600
00:14:22.240 --> 00:14:28.000
00:14:28.639 --> 00:14:38.639
00:14:38.720 --> 00:14:45.360
00:14:46.000 --> 00:14:49.679
00:14:49.919 --> 00:14:55.519
00:14:55.679 --> 00:15:06.960
00:15:07.840 --> 00:15:13.039
00:15:13.200 --> 00:15:18.159
00:15:18.559 --> 00:15:20.960
00:15:21.279 --> 00:15:40.080
00:15:40.240 --> 00:15:41.919
