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		<title>The Sales &quot;How to&quot; Podcast</title>
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		<description>Business and client development tips, analysis of ethics rules that govern sales and marketing activities of lawyers + sales news, interviews &amp; analysis re: trends in the sale and marketing of legal services.</description>
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		<copyright>© 2019 Sales for Lawyers</copyright>
		<itunes:subtitle>with Shavon, your sales &quot;how to&quot; gal</itunes:subtitle>
		<itunes:author>Shavon</itunes:author>
		<itunes:type>episodic</itunes:type>
		<itunes:summary>Business and client development tips, analysis of ethics rules that govern sales and marketing activities of lawyers + sales news, interviews &amp; analysis re: trends in the sale and marketing of legal services.</itunes:summary>
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			<itunes:email>SLJ@sales4lawyers.com</itunes:email>
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<item>
	<title>Pigs Get Fat; Hogs Get Bar Complaints</title>
	<link>https://sales4lawyers.com/podcast/pigs-get-fat-hogs-get-bar-complaints/</link>
	<pubDate>Wed, 12 Jul 2023 17:58:35 +0000</pubDate>
	<dc:creator><![CDATA[Shavon]]></dc:creator>
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	<description><![CDATA[How to Structure a Success Fee This podcast entitled &#8220;Pigs Get Fat; Hogs Get Bar Complaints&#8221; explores alternate legal fee arrangements in light of Elon Musk&#8217;s lawsuit against Watchell Lipton Rosen &#38; Katz. Learn what the Bar rules require of fee agreements and how to structure a lump sum legal fee that passes ethical muster. [&#8230;]]]></description>
	<itunes:subtitle><![CDATA[How to Structure a Success Fee This podcast entitled &#8220;Pigs Get Fat; Hogs Get Bar Complaints&#8221; explores alternate legal fee arrangements in light of Elon Musk&#8217;s lawsuit against Watchell Lipton Rosen &#38; Katz. Learn what the Bar rules re]]></itunes:subtitle>
	<itunes:episode>7</itunes:episode>
	<itunes:season>4</itunes:season>
	<content:encoded><![CDATA[How to Structure a Success Fee This podcast entitled &#8220;Pigs Get Fat; Hogs Get Bar Complaints&#8221; explores alternate legal fee arrangements in light of Elon Musk&#8217;s lawsuit against Watchell Lipton Rosen &#38; Katz. Learn what the Bar rules require of fee agreements and how to structure a lump sum legal fee that passes ethical muster. [&#8230;]]]></content:encoded>
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	<itunes:summary><![CDATA[How to Structure a Success Fee This podcast entitled &#8220;Pigs Get Fat; Hogs Get Bar Complaints&#8221; explores alternate legal fee arrangements in light of Elon Musk&#8217;s lawsuit against Watchell Lipton Rosen &#38; Katz. Learn what the Bar rules require of fee agreements and how to structure a lump sum legal fee that passes ethical muster. [&#8230;]]]></itunes:summary>
	<itunes:explicit>false</itunes:explicit>
	<itunes:block>no</itunes:block>
	<itunes:duration>12:56</itunes:duration>
	<itunes:author><![CDATA[Shavon]]></itunes:author>	<googleplay:explicit>No</googleplay:explicit>
	<googleplay:block>no</googleplay:block>
</item>

<item>
	<title>How to Get Paid</title>
	<link>https://sales4lawyers.com/podcast/how-to-make-money/</link>
	<pubDate>Tue, 13 Jun 2023 16:17:04 +0000</pubDate>
	<dc:creator><![CDATA[Shavon]]></dc:creator>
	<guid isPermaLink="false">https://sales4lawyers.com/?post_type=podcast&#038;p=31230</guid>
	<description><![CDATA[Want to generate cash flow now to take advantage of an investment opportunity, finance expansion, make payroll, or prove yourself in a new business development role or as a new partner with a different firm? This episode is all about the short game&#8211;how to buy yourself some time while you grow your practice or business.]]></description>
	<itunes:subtitle><![CDATA[Want to generate cash flow now to take advantage of an investment opportunity, finance expansion, make payroll, or prove yourself in a new business development role or as a new partner with a different firm? This episode is all about the short game&#8211]]></itunes:subtitle>
	<itunes:episodeType>full</itunes:episodeType>
	<itunes:episode>6</itunes:episode>
	<itunes:season>4</itunes:season>
	<content:encoded><![CDATA[Want to generate cash flow now to take advantage of an investment opportunity, finance expansion, make payroll, or prove yourself in a new business development role or as a new partner with a different firm? This episode is all about the short game&#8211;how to buy yourself some time while you grow your practice or business.]]></content:encoded>
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	<itunes:summary><![CDATA[Want to generate cash flow now to take advantage of an investment opportunity, finance expansion, make payroll, or prove yourself in a new business development role or as a new partner with a different firm? This episode is all about the short game&#8211;how to buy yourself some time while you grow your practice or business.]]></itunes:summary>
	<itunes:explicit>false</itunes:explicit>
	<itunes:block>no</itunes:block>
	<itunes:duration>6:43</itunes:duration>
	<itunes:author><![CDATA[Shavon]]></itunes:author>	<googleplay:explicit>No</googleplay:explicit>
	<googleplay:block>no</googleplay:block>
</item>

<item>
	<title>How to Avoid the Friend Zone</title>
	<link>https://sales4lawyers.com/podcast/how-to-avoid-the-friend-zone/</link>
	<pubDate>Fri, 21 Apr 2023 12:35:00 +0000</pubDate>
	<dc:creator><![CDATA[Shavon]]></dc:creator>
	<guid isPermaLink="false">https://sales4lawyers.com/?post_type=podcast&#038;p=29721</guid>
	<description><![CDATA[How to Avoid the Friend Zone in Business Development Having too many leads can lead to poor nurturing practices and can land you in the business development friend zone where your prospects never convert to paying clients or paid users. This podcast discusses 3 ways to navigate a large lead list (and one way that [&#8230;]]]></description>
	<itunes:subtitle><![CDATA[How to Avoid the Friend Zone in Business Development Having too many leads can lead to poor nurturing practices and can land you in the business development friend zone where your prospects never convert to paying clients or paid users. This podcast disc]]></itunes:subtitle>
	<itunes:episodeType>full</itunes:episodeType>
	<itunes:episode>5</itunes:episode>
	<itunes:season>4</itunes:season>
	<content:encoded><![CDATA[How to Avoid the Friend Zone in Business Development Having too many leads can lead to poor nurturing practices and can land you in the business development friend zone where your prospects never convert to paying clients or paid users. This podcast discusses 3 ways to navigate a large lead list (and one way that [&#8230;]]]></content:encoded>
	<enclosure url="https://sales4lawyers.com/podcast-download/29721/how-to-avoid-the-friend-zone.m4a" length="10852372" type="audio/mpeg"></enclosure>
	<itunes:summary><![CDATA[How to Avoid the Friend Zone in Business Development Having too many leads can lead to poor nurturing practices and can land you in the business development friend zone where your prospects never convert to paying clients or paid users. This podcast discusses 3 ways to navigate a large lead list (and one way that [&#8230;]]]></itunes:summary>
	<itunes:image href="https://sales4lawyers.com/wp-content/uploads/2023/04/Friendzone-1280x720-1.jpg"></itunes:image>
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		<title>How to Avoid the Friend Zone</title>
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	<itunes:explicit>false</itunes:explicit>
	<itunes:block>no</itunes:block>
	<itunes:duration>6:22</itunes:duration>
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	<googleplay:explicit>No</googleplay:explicit>
	<googleplay:block>no</googleplay:block>
</item>

<item>
	<title>Fortune Favors the Nosy</title>
	<link>https://sales4lawyers.com/podcast/fortune-favors-the-nosy/</link>
	<pubDate>Tue, 04 Apr 2023 11:04:35 +0000</pubDate>
	<dc:creator><![CDATA[Shavon]]></dc:creator>
	<guid isPermaLink="false">https://sales4lawyers.com/?post_type=podcast&#038;p=28738</guid>
	<description><![CDATA[This episode is a roadmap to keeping ones ear to the ground to identify service opportunities ahead of your competitors. It&#8217;s about using business intelligence to identify and aggregate sources of information. But most of all, it&#8217;s about developing a healthy curiosity about an industry and your client profile and capitalizing on that nosiness to [&#8230;]]]></description>
	<itunes:subtitle><![CDATA[This episode is a roadmap to keeping ones ear to the ground to identify service opportunities ahead of your competitors. It&#8217;s about using business intelligence to identify and aggregate sources of information. But most of all, it&#8217;s about deve]]></itunes:subtitle>
	<itunes:episodeType>full</itunes:episodeType>
	<itunes:episode>4</itunes:episode>
	<itunes:season>4</itunes:season>
	<content:encoded><![CDATA[This episode is a roadmap to keeping ones ear to the ground to identify service opportunities ahead of your competitors. It&#8217;s about using business intelligence to identify and aggregate sources of information. But most of all, it&#8217;s about developing a healthy curiosity about an industry and your client profile and capitalizing on that nosiness to [&#8230;]]]></content:encoded>
	<enclosure url="https://sales4lawyers.com/podcast-download/28738/fortune-favors-the-nosy.m4a" length="11322015" type="audio/mpeg"></enclosure>
	<itunes:summary><![CDATA[This episode is a roadmap to keeping ones ear to the ground to identify service opportunities ahead of your competitors. It&#8217;s about using business intelligence to identify and aggregate sources of information. But most of all, it&#8217;s about developing a healthy curiosity about an industry and your client profile and capitalizing on that nosiness to [&#8230;]]]></itunes:summary>
	<itunes:explicit>false</itunes:explicit>
	<itunes:block>no</itunes:block>
	<itunes:duration>6:39</itunes:duration>
	<itunes:author><![CDATA[Shavon]]></itunes:author>	<googleplay:explicit>No</googleplay:explicit>
	<googleplay:block>no</googleplay:block>
</item>

<item>
	<title>Be an Opportunist</title>
	<link>https://sales4lawyers.com/podcast/be-an-opportunist/</link>
	<pubDate>Wed, 08 Mar 2023 17:35:11 +0000</pubDate>
	<dc:creator><![CDATA[Shavon]]></dc:creator>
	<guid isPermaLink="false">https://sales4lawyers.com/?post_type=podcast&#038;p=27168</guid>
	<description><![CDATA[Be an Opportunist This episode is about keeping your head on a swivel. Learn how to recognize opportunities to grow your business with existing clients or to use clients and others with whom you have relationships (online and in-person) to generate revenue. So, be on the lookout! Be an opportunist.]]></description>
	<itunes:subtitle><![CDATA[Be an Opportunist This episode is about keeping your head on a swivel. Learn how to recognize opportunities to grow your business with existing clients or to use clients and others with whom you have relationships (online and in-person) to generate reven]]></itunes:subtitle>
	<itunes:episodeType>full</itunes:episodeType>
	<itunes:episode>3</itunes:episode>
	<itunes:season>4</itunes:season>
	<content:encoded><![CDATA[Be an Opportunist This episode is about keeping your head on a swivel. Learn how to recognize opportunities to grow your business with existing clients or to use clients and others with whom you have relationships (online and in-person) to generate revenue. So, be on the lookout! Be an opportunist.]]></content:encoded>
	<enclosure url="https://sales4lawyers.com/podcast-download/27168/be-an-opportunist.m4a" length="10567174" type="audio/mpeg"></enclosure>
	<itunes:summary><![CDATA[Be an Opportunist This episode is about keeping your head on a swivel. Learn how to recognize opportunities to grow your business with existing clients or to use clients and others with whom you have relationships (online and in-person) to generate revenue. So, be on the lookout! Be an opportunist.]]></itunes:summary>
	<itunes:image href="https://sales4lawyers.com/wp-content/uploads/2023/03/Opportunity.jpeg"></itunes:image>
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		<title>Be an Opportunist</title>
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	<itunes:explicit>false</itunes:explicit>
	<itunes:block>no</itunes:block>
	<itunes:duration>6:10</itunes:duration>
	<itunes:author><![CDATA[Shavon]]></itunes:author>	<googleplay:image href="https://sales4lawyers.com/wp-content/uploads/2023/03/Opportunity.jpeg"></googleplay:image>
	<googleplay:explicit>No</googleplay:explicit>
	<googleplay:block>no</googleplay:block>
</item>

<item>
	<title>How to Bag Your First Client</title>
	<link>https://sales4lawyers.com/podcast/how-to-bag-your-first-client/</link>
	<pubDate>Wed, 25 Jan 2023 17:30:19 +0000</pubDate>
	<dc:creator><![CDATA[Shavon]]></dc:creator>
	<guid isPermaLink="false">https://sales4lawyers.com/?post_type=podcast&#038;p=26421</guid>
	<description><![CDATA[I&#8217;m Bagging This One This podcast episode provides a road map for landing your first client within your firm&#8217;s client profile. The earlier (in your career) you can do this, the better. It will make your superiors aware of your revenue-generation potential and put you on the equity track. However, bagging a client usually doesn&#8217;t [&#8230;]]]></description>
	<itunes:subtitle><![CDATA[I&#8217;m Bagging This One This podcast episode provides a road map for landing your first client within your firm&#8217;s client profile. The earlier (in your career) you can do this, the better. It will make your superiors aware of your revenue-generat]]></itunes:subtitle>
	<itunes:episodeType>full</itunes:episodeType>
	<itunes:episode>2</itunes:episode>
	<itunes:season>4</itunes:season>
	<content:encoded><![CDATA[I&#8217;m Bagging This One This podcast episode provides a road map for landing your first client within your firm&#8217;s client profile. The earlier (in your career) you can do this, the better. It will make your superiors aware of your revenue-generation potential and put you on the equity track. However, bagging a client usually doesn&#8217;t [&#8230;]]]></content:encoded>
	<enclosure url="https://sales4lawyers.com/podcast-download/26421/how-to-bag-your-first-client.m4a" length="12247201" type="audio/mpeg"></enclosure>
	<itunes:summary><![CDATA[I&#8217;m Bagging This One This podcast episode provides a road map for landing your first client within your firm&#8217;s client profile. The earlier (in your career) you can do this, the better. It will make your superiors aware of your revenue-generation potential and put you on the equity track. However, bagging a client usually doesn&#8217;t [&#8230;]]]></itunes:summary>
	<itunes:explicit>false</itunes:explicit>
	<itunes:block>no</itunes:block>
	<itunes:duration>7:13</itunes:duration>
	<itunes:author><![CDATA[Shavon]]></itunes:author>	<googleplay:explicit>No</googleplay:explicit>
	<googleplay:block>no</googleplay:block>
</item>

<item>
	<title>How to Keep Your Sugar Daddy</title>
	<link>https://sales4lawyers.com/podcast/how-to-keep-your-sugar-daddy/</link>
	<pubDate>Wed, 11 Jan 2023 18:09:28 +0000</pubDate>
	<dc:creator><![CDATA[Shavon]]></dc:creator>
	<guid isPermaLink="false">https://sales4lawyers.com/?post_type=podcast&#038;p=26026</guid>
	<description><![CDATA[How to Keep Your Sugar Daddy Everyone has a sugar daddy. Whether it&#8217;s a job, a spouse or partner, a parent, a side hustle, or a large client, you have someone who is primarily responsible for putting food on the table. That person or thing is your sugar daddy, and you&#8217;d best know how to [&#8230;]]]></description>
	<itunes:subtitle><![CDATA[How to Keep Your Sugar Daddy Everyone has a sugar daddy. Whether it&#8217;s a job, a spouse or partner, a parent, a side hustle, or a large client, you have someone who is primarily responsible for putting food on the table. That person or thing is your ]]></itunes:subtitle>
	<itunes:episodeType>full</itunes:episodeType>
	<itunes:episode>1</itunes:episode>
	<itunes:season>4</itunes:season>
	<content:encoded><![CDATA[How to Keep Your Sugar Daddy Everyone has a sugar daddy. Whether it&#8217;s a job, a spouse or partner, a parent, a side hustle, or a large client, you have someone who is primarily responsible for putting food on the table. That person or thing is your sugar daddy, and you&#8217;d best know how to [&#8230;]]]></content:encoded>
	<enclosure url="https://sales4lawyers.com/podcast-download/26026/how-to-keep-your-sugar-daddy.m4a" length="12967107" type="audio/mpeg"></enclosure>
	<itunes:summary><![CDATA[How to Keep Your Sugar Daddy Everyone has a sugar daddy. Whether it&#8217;s a job, a spouse or partner, a parent, a side hustle, or a large client, you have someone who is primarily responsible for putting food on the table. That person or thing is your sugar daddy, and you&#8217;d best know how to [&#8230;]]]></itunes:summary>
	<itunes:image href="https://sales4lawyers.com/wp-content/uploads/2023/01/sugar-daddy.webp"></itunes:image>
	<image>
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		<title>How to Keep Your Sugar Daddy</title>
	</image>
	<itunes:explicit>false</itunes:explicit>
	<itunes:block>no</itunes:block>
	<itunes:duration>7:38</itunes:duration>
	<itunes:author><![CDATA[Shavon]]></itunes:author>	<googleplay:image href="https://sales4lawyers.com/wp-content/uploads/2023/01/sugar-daddy.webp"></googleplay:image>
	<googleplay:explicit>No</googleplay:explicit>
	<googleplay:block>no</googleplay:block>
</item>

<item>
	<title>Where the Deals Are in 2023</title>
	<link>https://sales4lawyers.com/podcast/where-the-deals-are-in-2023/</link>
	<pubDate>Mon, 19 Dec 2022 21:49:35 +0000</pubDate>
	<dc:creator><![CDATA[Shavon]]></dc:creator>
	<guid isPermaLink="false">https://sales4lawyers.com/?post_type=podcast&#038;p=24617</guid>
	<description><![CDATA[This episode details where lawyers and other legal services providers can expect to earn fees during the period of high inflation. These are opinions on which practice areas are likely to be hot and which clients are likely to be buying. As usual, the advice is broken down by firm size. Naturally, we also cover [&#8230;]]]></description>
	<itunes:subtitle><![CDATA[This episode details where lawyers and other legal services providers can expect to earn fees during the period of high inflation. These are opinions on which practice areas are likely to be hot and which clients are likely to be buying. As usual, the ad]]></itunes:subtitle>
	<itunes:episodeType>full</itunes:episodeType>
	<itunes:episode>13</itunes:episode>
	<itunes:season>3</itunes:season>
	<content:encoded><![CDATA[This episode details where lawyers and other legal services providers can expect to earn fees during the period of high inflation. These are opinions on which practice areas are likely to be hot and which clients are likely to be buying. As usual, the advice is broken down by firm size. Naturally, we also cover [&#8230;]]]></content:encoded>
	<enclosure url="https://sales4lawyers.com/podcast-download/24617/where-the-deals-are-in-2023.m4a" length="13572072" type="audio/mpeg"></enclosure>
	<itunes:summary><![CDATA[This episode details where lawyers and other legal services providers can expect to earn fees during the period of high inflation. These are opinions on which practice areas are likely to be hot and which clients are likely to be buying. As usual, the advice is broken down by firm size. Naturally, we also cover [&#8230;]]]></itunes:summary>
	<itunes:explicit>false</itunes:explicit>
	<itunes:block>no</itunes:block>
	<itunes:duration>7:57</itunes:duration>
	<itunes:author><![CDATA[Shavon]]></itunes:author>	<googleplay:explicit>No</googleplay:explicit>
	<googleplay:block>no</googleplay:block>
</item>

<item>
	<title>Pricing Legal Fees in an Inflationary Economy</title>
	<link>https://sales4lawyers.com/podcast/inflated-legal-fees/</link>
	<pubDate>Wed, 07 Dec 2022 14:30:24 +0000</pubDate>
	<dc:creator><![CDATA[Shavon]]></dc:creator>
	<guid isPermaLink="false">https://sales4lawyers.com/?post_type=podcast&#038;p=23921</guid>
	<description><![CDATA[How Inflation is Impacting Legal Consumers and Law Firms of All Sizes This episode discusses the impact of trickle-down inflation on pricing strategies in the legal industry. Trickle-down inflation is the successive passing down of increased costs by larger businesses to their smaller business consumers until the higher pricing practices reach mom and pops businesses [&#8230;]]]></description>
	<itunes:subtitle><![CDATA[How Inflation is Impacting Legal Consumers and Law Firms of All Sizes This episode discusses the impact of trickle-down inflation on pricing strategies in the legal industry. Trickle-down inflation is the successive passing down of increased costs by lar]]></itunes:subtitle>
	<itunes:episodeType>full</itunes:episodeType>
	<itunes:episode>12</itunes:episode>
	<itunes:season>3</itunes:season>
	<content:encoded><![CDATA[How Inflation is Impacting Legal Consumers and Law Firms of All Sizes This episode discusses the impact of trickle-down inflation on pricing strategies in the legal industry. Trickle-down inflation is the successive passing down of increased costs by larger businesses to their smaller business consumers until the higher pricing practices reach mom and pops businesses [&#8230;]]]></content:encoded>
	<enclosure url="https://sales4lawyers.com/podcast-download/23921/inflated-legal-fees.m4a" length="33828478" type="audio/mpeg"></enclosure>
	<itunes:summary><![CDATA[How Inflation is Impacting Legal Consumers and Law Firms of All Sizes This episode discusses the impact of trickle-down inflation on pricing strategies in the legal industry. Trickle-down inflation is the successive passing down of increased costs by larger businesses to their smaller business consumers until the higher pricing practices reach mom and pops businesses [&#8230;]]]></itunes:summary>
	<itunes:explicit>false</itunes:explicit>
	<itunes:block>no</itunes:block>
	<itunes:duration>19:51</itunes:duration>
	<itunes:author><![CDATA[Shavon]]></itunes:author>	<googleplay:explicit>No</googleplay:explicit>
	<googleplay:block>no</googleplay:block>
</item>

<item>
	<title>Don&#8217;t Be a Thumb-Twiddler</title>
	<link>https://sales4lawyers.com/podcast/dont-be-a-thumb-twiddler/</link>
	<pubDate>Mon, 17 Oct 2022 12:04:00 +0000</pubDate>
	<dc:creator><![CDATA[Shavon]]></dc:creator>
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	<description><![CDATA[The Cure for Procrastination In this episode, we learn to be our on therapist. I&#8217;ve been procrastinating lately. I figured out why and tried a few hacks to snap out of it. I share these tips with you in this 15-minute recording. First, we explore the reasons for procrastination. Then, we identify the best cure [&#8230;]]]></description>
	<itunes:subtitle><![CDATA[The Cure for Procrastination In this episode, we learn to be our on therapist. I&#8217;ve been procrastinating lately. I figured out why and tried a few hacks to snap out of it. I share these tips with you in this 15-minute recording. First, we explore t]]></itunes:subtitle>
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	<content:encoded><![CDATA[The Cure for Procrastination In this episode, we learn to be our on therapist. I&#8217;ve been procrastinating lately. I figured out why and tried a few hacks to snap out of it. I share these tips with you in this 15-minute recording. First, we explore the reasons for procrastination. Then, we identify the best cure [&#8230;]]]></content:encoded>
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	<itunes:summary><![CDATA[The Cure for Procrastination In this episode, we learn to be our on therapist. I&#8217;ve been procrastinating lately. I figured out why and tried a few hacks to snap out of it. I share these tips with you in this 15-minute recording. First, we explore the reasons for procrastination. Then, we identify the best cure [&#8230;]]]></itunes:summary>
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	<itunes:author><![CDATA[Shavon]]></itunes:author>	<googleplay:explicit>No</googleplay:explicit>
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