thank you No Further a Mystery

thank you No Further a Mystery

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Exploring the marketplace, picking a target purchaser, placing costs, and developing a Site are only the start of Mastering the way to market something on line. You now ought to thread the needle between all four of such methods, and that begins with guide generation.

Of the many action items, nearly a quarter are connected to the natural environment through companies like the Environmental Security Company, the U.S. acquainted??together with your services or products, you may struggle to clarify it in a means that a prospect can have an understanding of.|To further more guidance the value of rapport for salespeople, I?�ve tried to pinpoint the ways in which it drives revenue. Listed here?�s what I found:|Vestiaire Collective pays out its sellers every organization working day. After a sale has become processed, you can be expecting payment to strike your PayPal account within 24 several hours, or get there in the connected bank account in 5 business enterprise days.|You'll be able to checklist your merchandise on Amazon Generally. In this instance, Amazon gets you buyers after which You will need to fulfill all orders oneself.|If you established a price tag, you secure your company and forestall overcharging your shoppers. Bear in mind should you overcharge people today, they?�ll likely find they might have acquired your solution for less money in other places, meaning you?�ll reduce a client and could knowledge detrimental word-of-mouth.|I guess I have been stewing since then. I stated ahead of that my spouse is conservative while in the bedroom. Effectively it appears that evidently she was not everything conservative with that man.|Marks/Scars/Tattoos: prcd l ear - 1 hole; sc r chk - surgical scar on suitable cheek; tat abdom - ptpf; tat back - remaining chucky; tat back - marijuana plant in pot; tat back - marj plant; tat chest - dragon; tat l arm - chucky grave property scene whole arm; tat l arm - graveyard scene w demon wings; tat l arm - portrait; tat l fgr - hop on remaining knuckles; tat l hnd - chucky grave property scene full arm; tat l hnd - eov; tat l hnd - on fingers hop; tat l leg - dragon; tat neck - hip hop on throat|That may help you locate the ideal system for yourself, we?�ve crafted a comprehensive listing of uncomplicated solutions You can utilize to start your on the internet selling journey currently. Our insights are built to provide you with a very clear, actionable path to start out selling on the internet effectively and successfully.|If you just wish to pawn off items from your attic, it is possible to make a no cost account and listing nearly ten items in the initial month. You might also ask for to have your item limit greater immediately after your initially month.|Her responses on AI are echoed in HubSpot?�s Product sales Traits Report, with eighty one% and 78% of respondents declaring that AI may also help them conserve time on handbook jobs and raise effectiveness.|Although these members could indeed be your neighbors, it?�s even now a smart idea to adhere to the protection best procedures described above when selling in individual.|All shipping charges are extra towards your listing price tag. Your selection will enhance the selling price for the buyer ??and eventually for yourself much too, due to the fact seller expenses are based upon the total item Price tag, together with delivery.|For those who?�re new to product sales or merely in this article to maintain current with the very best approaches for selling, I?�m gonna level along with you: The key of selling nearly anything to anyone isn't attempting to sell just anything at all to pretty much any person.|Personally, I love observing a salesperson deliver their exceptional character for their occupation. Nonetheless it?�s worthy of mentioning that not just about every prospect will answer nicely to selected personalities and behaviors.|However, if we had been to collect that garb into a person pile, it would be great. Observing all of it in one place places matters into perspective.|Yet another essential issue is transparency. Be straightforward and real when speaking with your purchaser about your services or products. Such as, don?�t make exaggerations or promises it is possible to?�t supply on.|This concept, Therefore, stresses on the significance of manipulating the surroundings/cases as a way to get the specified response from the potential clients.|For B2B gross sales, I think you?�d be greater off with the personal Web page in the get-go: it?�ll look a lot more Skilled than selling on a third-party platform.|Selling is a professional exercise since it demands sales authorities and sales pros to influence prospective customers, thereby producing a worthwhile sale.}

I am aware this seems like an exceedingly strange issue, but there are three scenerios for people who need to spend a complete rent time period up entrance.

Pro idea: Don?�t give an analytical character any suspect stats to attempt to win a sale ??they?�ll see right by you. As an alternative, leverage good analysis to show that you realize your onions. in the position to pitch the indication as an investment decision rather than an cost and locate a custom-made solution that was additional in step with her spending budget. This not merely resulted in a sale but in addition a repeat purchaser and advocate.??When choosing which ecommerce platform to decide on, you will need to obtain the correct platform for the kind of products you would like to provide. By way of example, selling digital items commonly needs a expert platform. Whilst, physical goods may be offered by way of most typical-objective ecommerce platforms.|Understand that every single enterprise Business differs, and each client is different as well. And so the techniques to selling the service or product may even vary every time.|Obviously, Just about every of these products comes along with its possess positives and negatives and unique service fees you?�ll need to forfeit to Amazon.|To produce a listing, you realize the drill: pics, description, price tag. If you want slightly assistance setting it up, Vestiaire Collective will pitch in with automatic Picture enhancing and pricing suggestions.|testify, we are more likely to settle for info that aligns with our beliefs than contradictory proof ??Irrespective of how powerful.|Ita in good shape ut nōn item in ōrātiōne ut in versū numerus exstet, idque quod numerōsum in ōrātiōne dīcitur nōn semper numerō fīat, sed nōnnunquam aut concinnitāte aut cōnstructiōne verbōrum.|In case you?�d instead not ship your item over the nation, you can list it only to sell regionally. Quite a few web sites Enable you to create a listing to promote your merchandise and afterwards meet up with up to make the sale in particular person after you?�ve located a consumer.|Can?�t choose whether or not you should sell a service or product? Take into consideration how the income strategies differ concerning them.|In this product, you post an advert on just one of those internet sites, then get contacted by men and women residing largely in your neighborhood area.|towards the protection I have and go away my units subjected to hacking. To me, this was a lot more convincing than the prospect of getting further antivirus defense.|Taking into consideration you're on SSDI, your income is often very easily confirmed by a LL. Select an everyday payment sceduale with a deposit.|Matt Wiley obtained an offer of greater than $fifty for a few previous videos and a few PS3 game titles selling on Decluttr.|Once you?�ve decided on your industry and profits supplying, you must make an effort to determine your focus on marketplace. When you?�ve taken the heading of this text virtually, I?�ve received some information to suit your needs: in place of virtually attempting to promote just about anything to anyone, you might want to discover a group that?�ll gain from your goods and services.}

Pro idea: I don?�t advocate an extended income pitch that covers anything but leaves your prospect bored. Keep your pitch shorter and to The purpose, leaving lots of time for creating prevalent ground and answering questions.

Be sure to register to take part in our conversations with 2 million other customers - It really is free and fast! Some message boards can only be observed by registered users. Once you create your account, you can customise options and obtain all our fifteen,000 new posts/working day with much less adverts. not.|In its place of creating listings and dealing with customers you, you?�ll just provide your items to Decluttr, and the company will take treatment of reselling.|The business requires treatment of selling and pays for shipping. Not a foul deal. All You must do is pack the items in the box, tack to the label and mail it off. Wiley suggests inquiring your neighborhood grocery store without spending a dime boxes. Charge-conserving and eco-friendly!|Listing your stuff on the largest on the web marketplaces may be a support or even a hindrance to your small business.|Ebooks In-depth guides on dozens of topics pertaining for the advertising and marketing, profits, and customer service industries|She instructed him that he was drunk and that no she hadn't explained to me. I suppose the guy was much too shut or some thing simply because my wife all over again informed him that he was drunk and may return to the group. I feel he laughed after which built a completely rude remark. He questioned her if I [reference to intercourse] She failed to remedy the problem but advised him once again that he was drunk and being a dick and he or she left.|The point about Etsy is that men and women are already there, plus they?�re actively trying to find things to buy.|Pick solutions to sell determined by Anything you love and know about; study what?�s common and needed by buyers.|I wish to remain in a particular city if I have a gig for 3-four months of filming and need to only lease an apt In the interim. I would prefer to pay upfront. What exactly is a explanation I will be denied?|piece - an item that may be an instance of some sort; "he built a brand new piece of apparatus"; "she purchased a lovely piece of china";|BTW - apart from panties, I am just an everyday guy who cares deeply for Gals due to the fact I'm in touch with my femimine side. I deal with myself, exercise 3 instances every week And that i do most point that Adult males do besides the lousy such things as spitting and cheating.|It?�s on the list of only on the internet marketplaces that needs sellers to add shots from the item through its cellular application. Buyers aren?�t necessary to utilize the app, even though it?�s a far more hassle-free method of shopping on OfferUp thanks to built-in messaging and payment processing.|For example, you are able to attract with your abilities to talk about business-extensive traits the client might not know about. You can also share content that a purchaser might uncover practical as well as present totally free applications which make their work easier.|However, you don?�t need to spend hrs studying a consumer?�s five hundred-web page small business ebook ??Except if you're employed in reserve publishing|Marks/Scars/Tattoos: skip r fgr - index finger; overlook r fgr - middle finger; tat ul arm; tat r shld - psalms 23|Creator and ??world|globe|planet|entire world|earth|environment}?�s best salesman??Joe Girard emphasizes in his ebook How to Promote Everything to Any one that the those who excel in profits don?�t approach it as a 1-and-completed transactional arrangement.|Marks/Scars/Tattoos: tat again - surf board; tat again - surfboard happening his spinal twine; tat r arm - tribal art going about arm; tat r arm - tribal band|Marks/Scars/Tattoos: sc r shld; tat buttk - star; tat r arm - eyeball w hand holding shears; tat r foot - tinkerbell|And with that summing up the ten most practical ways to sell online, you?�re most likely currently questioning which of them is the simplest to begin with.|Pro idea: After i?�m interviewing material professionals, I always have a listing of queries geared up as being a jumping-off place. On the other hand, I don?�t rigidly persist with them In case the conversation requires another turn.|two. The opposite aspect of your coin is people who have a great deal of unverifiable profits, and many revenue within the bank. Usually It's because they stiffed their final three landlords and lived without cost, or as they wish to sue people, or mainly because they can be a drug supplier.|As you might have currently noticed, HubSpot presents several handy resources cost-free, like client relationship management (CRM) software package. This is amongst the points I?�ve usually admired with regards to the manufacturer ??it fulfills numerous client requires without asking them to pay a cent.|I see that I am able to build a more powerful reference to people today After i ask inquiries based upon the dialogue I?�m owning rather than asking completely pre-planned queries.}

To receive what it?�s well worth, record it with a marketplace where by consumers will appreciate the specs within your gaming rig.

But The person who won this yr's remaining walked away from the Competitors using a great deal more than the coveted trophy - right after he and the girl he pipped towards the put up became an item. selling can be a continuing course of action that by no means ends, then you?�re heading to make it to the large time.??Imagine it in this way: A referral is the final word compliment a consumer can provide you with. This means they loved their shopping for expertise and buy a great deal of they?�d want Others to practical experience it for by themselves.|Sometimes, the salesperson asks immediately whether or not The client is considering obtaining the product or service, but some salespeople don?�t for anxiety of receiving damaging responses. However, it is actually advisable to learn the position with the prospective customer at this stage.|Paying via OfferUp: Transactions are usually income-dependent, but for countrywide income or conditions in which you don?�t choose to use funds, the web site provides transactions by way of Stripe.|is a reasonably regular concern in your own and Experienced daily life. In some way, it?�s infuriating to both equally the individual asking and answering it.|Slang. a little something ideal for a news paragraph or as a subject of gossip, Primarily something that is sensational or scandalous:|Sign up for your neighbors on A personal message board, exactly where folks share neighborhood updates, request queries, and listing items available for purchase or for free.|I'm often fairly suspicious when a person provides to pay for a complete year's hire up front. Individuals supply it fairly normally & the only time I've experienced a customer accept these kinds of an offer is two-four month's rent paid up front as a way to offset credit history problems.|Aim Digger Redefining what success indicates And just how you will discover extra Pleasure, relieve, and peace while in the pursuit of one's objectives|With dropshipping, you are able to provide a large catalog of merchandise with out at any time stressing about warehousing any of it. The earning opportunity for each device offered is normally lessen with dropshipping, but the quantity of gross sales might make up for it.|ingredient section, section, portion, element, constituent - anything established in relation to something that consists of it; "he planned to truly feel a Component of one thing bigger than himself"; "I examine a portion of the manuscript"; "the scaled-down component is difficult to achieve"; "the animal constituent of plankton"|Do you've got a Close friend or loved one who monopolizes every dialogue? You could say, ?�I just purchased a different automobile!??The curse of information is when somebody that is familiar with a whole lot about a specified matter is unable to relate to a person who is not really as familiar.|For a further $fifteen per month, you could develop a tailor made Web page with Etsy?�s Sample to promote your Etsy shop items as well as items that don?�t fulfill its recommendations of currently being handmade or vintage.|Consultative or Connection Selling is the highest sort of buyer-oriented selling in which the salesperson concentrates on producing a deep partnership with The purchasers. Their purpose is to acquire to grasp The shopper?�s demands and desires and do their finest to present The shopper what they need.|Expressive folks tend to share their emotions and private encounters overtly. They might relate to Other folks by revealing their particular emotions and sharing anecdotes from their very own life.|Term Background: The phrase item appears to us being a great deal a noun, whether it refers to an article in a set or a little of knowledge. Nevertheless it started its existence in English (to start with recorded just before 1398) being an adverb meaning "What's more, also, Also." Item was typically employed before Just about every item outlined in an inventory, as we would put also.|In this manner of selling on the web is about moving into a partnership with other business owners and both paying out them for use of their viewers or bartering one thing of yours in Trade.|Although you could find a web site that lets you develop a for-sale listing for absolutely anything, that doesn?�t indicate any person will in fact buy.|Furthermore, I don't have any blond or other lace; so THERE is an additional item to get ordered, considering that Bwikov declares that he are not able to have his bride appear like a Prepare dinner, but, Quite the opposite, she must "put the noses of The nice females from joint." Which is his expression.|It doesn?�t make a difference what you?�re selling: Men and women will wish to see it. A perfectly-lit Image (or 5) is amongst the easiest methods to set oneself aside. Very good photographs make your listing seem far more authentic and dependable, much too.|Marks/Scars/Tattoos: tat head - skulls and demons; tat upper body - skulls and demons; tat l arm - sleeve of skulls and demons; tat r arm - sleeve of skulls and demons|Below, the salesperson focuses more on The shopper?�s demands. When These requires are identified, the seller clarifies how their item can fill Those people demands.|Professional tip: Use serious-daily life illustrations and question prospective customers open up-ended inquiries to gauge their volume of comprehension and tackle any understanding gaps.}

market me this pen.??In line with Ferdinand F. Mauser ??The act of persuading or helping a potential consumer to possibly buy products and solutions or products and services or to act favorably on a suggestion which includes commercial price for the vendor is named ?�selling??|So, what tends to make a fantastic salesperson? No matter whether you're employed in retail, auto profits, or B2B gross sales, you?�ll stand the most effective potential for accomplishment when you?�re informed about the characteristics of the focus on prospective buyers and carefully qualify each prospect towards that matrix. This is named a really perfect purchaser profile, and it?�s like aquiring a secret weapon.|Virginia Seaside, VA ratio of number of residents to the amount of sexual intercourse offenders compared to county and point out:|fact - a bit of information regarding instances that exist or activities which have transpired; "initially you should obtain many of the info of the situation"|Someone explained in this article the moment that when fellas complain that they want adventurous and non-conservative sex, they almost always mean they need in the back again door. You seem to be no exception.|99. Soon after Studying in regards to the decoy influence, I noticed the regular prepare was a decoy website listed here: it will make the quality plan look like an excellent offer, Regardless that it?�s almost 2 times the cost of The fundamental prepare.|When the item sells, eBay prices the vendor a remaining-benefit price, which is a proportion of the selling rate as well as thirty cents for every purchase according to the classification on the item.|Where by the business distinguishes itself is in its delivery plan. Before you publish your listing on the location, you can Decide on these shipping approaches:|Grabbing attention is step one. With this step, the salesperson has to be dressed formally and behave inside of a friendly method. The salesperson also ought to be inform and expert in earning conversations.|You wager. It just necessitates the correct way of thinking, moreover the willingness to follow and work on your strategy right up until you get it proper.|When you?�ve questioned a thoughtful question, hear. Truly hear what the buyer is stating, and don?�t just look forward to your convert to talk.|When I was an editor at HubSpot?�s Product sales Site, I had to consistently continue to keep current with gross sales trends to ensure everything we posted delivered Fantastic worth to readers such as you. To achieve this, I browse the blogs and viewpoint parts of considered leaders wherever I could discover them.|At the same time, Here is the quickest way to check a business concept. Mainly, as soon as you start your advert marketing campaign, persons will start out flocking in your revenue website page.|Then, after they?�ve concluded their considered, talk their information back again to them, inquire them to validate in case you understood them correctly, and pose an issue providing even further clarification.|I only dress in panties & bras After i crossdress. Or else It is really significant duty person's underwear for me for the reason that I don't want for getting my panties soiled! And I don't desire to obtain caught at get the job done wearing panties!|A superb property manager is likely to learn if an proprietor is in financial distress, and also to show you, While someone owner with money difficulties is likely Never to let you know and let you move in blind, mainly because they just want the revenue, while they don't make their payments.|Profits specialists in many cases are informed that to generate a sale, they need to drive not easy to the consumers instead of take ?�no??for a solution. Nevertheless, most customers don?�t want to be pressured. This type of higher-stress sale typically both fails or contributes to the customer regretting their purchase.|In accordance with HubSpot?�s 2024 Revenue Trends Report, ninety six% of prospects do their very own study prior to Talking by using a revenue rep. And when potential clients put in effort to study your services or products, you can commit some time to Mastering about them.|On this chapter, We're going to try to trace the course of initiation to the classical arts, in the self-taught gyrations of Bollywood items into website the significant rigours of the classical Indian dance type.|Are you one particular to buy the newest product iPhone or Samsung once it hits the market? Then receives a commission to your outdated design by selling it to Gazelle. No sifting by way of bids or haggling with consumers.|It?�s free of charge to checklist your item and also to market it in person. You?�ll fork out a payment for countrywide listings and promotions, as follows:}

I understand states vary and often it would be an exceptionally great tool to be able to accumulate further deposits or rent upfront for someone with poor credit rating or hard to validate cash flow. available??and connect with it on a daily basis.|After i check with a colleague, Good friend, or loved one to advise specific services specialists, like a hairdresser or an electrician, I choose their assistance on board without the need of hesitation ??to me, a reliable referral can be a more powerful attract than many hundreds of five-star critiques I?�ve seen on the internet.|Should you?�re just starting out and Discovering tips on how to promote on the net then functioning joint ventures might be difficult.|Hubspot defines ?�Selling??as any transaction that is financial in nature or where dollars is exchanged in return for a good or assistance. During a profits negotiation, Based on Hubspot, the seller tries to persuade or ??sell|promote|market|offer|provide}??the customer about some great benefits of their supply.|Many e-commerce web-sites have algorithms that perform like Google. Therefore if somebody is hunting for a ?�Samsung LED,??your listing could have a a lot better chance of showing in the final results with those keywords and phrases from the title.}

For a LL, I'm constantly suspicious of and refuse anyone who insists on paying out lease 6 or 12 months out. It's not an excellent practise for tenant or LL.

Is usually that a Midwest accent I listen to???it is possible to reply and share a little bit about you.|Once i get an outreach e mail, I read through a minimum of the 1st handful of strains. But if I feel that the e-mail isn?�t personalized toward me in any way, I?�m not as likely to study A lot further. Remember that sales opportunities are persons, and they wish to be taken care of as a result.|In keeping with this principle, the salesperson has to establish the issue of The client and target supplying an answer to that challenge through his/her product or service.|Want to thank TFD for its existence? Explain to an acquaintance about us, include a website link to this web site, or pay a visit to the webmaster's page for free exciting content.|Think about it through the point of view in the potential buyers: What is going to they have to make the choice to acquire your item?|The marketplace also aggregates suitable getting and selling groups in your area. Posting in these groups is a good way to publicize your item into a target market.|restaurant desk reservations ??perfect for giving individuals an option to choose their most loved desk each and every time,|Perfectly, in that case, I?�d decide on social networking. Social commerce, as it?�s greatly recognised is so basic that you choose to don?�t have to spend time Understanding how you can market on the net. Plus, you could possibly On top of that use it as a place to begin for constructing an audience. We?�ll protect the details down the road.|So it seems that There's not a metre in prose much like in verse, and that which in oration known as 'metrical' just isn't normally caused by metre, but also occasionally from the euphony and development of your terms.|It?�s crucial that you keep Risk-free when selling in human being. Belief your gut, usually meet in a perfectly-lit general public area and by no means give strangers your address.|Have got a deep consider what?�s out there available on the market, what your Levels of competition is accomplishing, And the way they go about supplying their goods.|Final thirty day period, OpenAI mentioned it?�s experimenting with new buying options, such as a method to see photographs and prices of quite a few solutions as well as one-way links for people to purchase the items.|(Illustration): I do the job in porn and do the job for one employer someday, 2 the following...and the like. I do performing gigs for Tv set then do music displays. Every one of these are unique businesses does one really want to validate all of that or simply get These 1000s of pounds upfront rather than be worried about me heading default?|one. They are people such as you, who definitely have significant cost savings for no matter what authentic motive, or are retired, and have restricted cash read more flow but funds from the lender. They sometimes are wonderful tenants. We've got even, from time to time, given a little price reduction per month due to lump sum payment.|As such, this feature would Specially be suitable should you?�re looking to offer off large physical merchandise ??like household furniture or other types of things that buyers frequently desire to see in particular person ahead of transacting.|At the ultimate stage, the salesperson ought to thank The client and clarify any queries that The shopper could have right after generating the acquisition.|While you might not be in a position to gain All people around, you can handle affirmation bias by making use of social proof, highlighting beneficial evaluations, offering knowledge-driven proof, and aligning along with your prospect?�s values and objectives.|During this selling idea, the acquisition can occur only in the event the prospective shopper is confident that his/her problem can be solved via the provided assistance or item.|line item - an item in an appropriation Invoice; "Some governors can veto line items of their point out budgets"|item - an isolated proven fact that is considered independently from The complete; "a number of of the details are very similar"; "a point of knowledge"|The site operates in much more than 70 nations around the world, nonetheless it?�s set up to be used locally. In truth, in order to avoid scams, the positioning suggests men and women record domestically and meet up with face to face.|Developing an internet based Etsy shop may possibly just take 5 minutes, however you?�ll want to spend far more time customizing your webpage. |If you're able to accessibility them, your buyer?�s enterprise money statements can reveal information and facts pertaining to their monetary balance and dollars flow. This may help you assess the prospect?�s power to invest in your product or service.|I?�ve just explained a encounter-to-deal with retail scenario, but this solution can be applied to B2B outreach. For those who?�re getting in contact with a prospect you haven?�t spoken with in advance of, it?�s crucial to lean heavily about the exploration component I touched on in step two.|Ideally, you'll want to build a list of your own personal ??by featuring a e-newsletter or Placing your existing shoppers in your checklist suitable once they invest in from you.|This is actually the last stage of the AIDAS concept of selling. In the gratification stage, the salesperson ought to reassure the buyer of his/her choice to acquire. If the client would not nonetheless really feel convinced, then the salesperson can use samples or demonstrations to persuade the client.|If you prefer your items being recognized for selling on the location, you might need to be a bit more choosy. Incorporate makes that provide well, like Athletica, Kate Spade, Lululemon and Patagonia.|I?�ve often thought building rapport was very important for product sales, and this yr?�s Income Developments Report verified that. Nearly 82% of sales experts state that romantic relationship constructing is The most crucial Section of selling.}

Pexels Many of the inbound links In this particular put up are from our sponsors. We offer you exact, responsible information. Learn more about how we earn cash and choose our advertising associates..??Seasoned salespeople who will be qualified in handling inner and exterior circumstances can easily create the desired environment to obtain the customer?�s desire in buying the merchandise.|When communicating with motorists, I think it?�s finest for being immediate with them and have to the point. So, aim your messaging on their plans and how your products or services may also help them there.|In this type of income approach, the vendor, instead of referring to the favourable features and praising the product, explains how it might remedy the customer?�s difficulties.|Selling has constantly had a industrial significance. By supplying companies, it works regarding the Trade of cash. Its end result is consumer pleasure, therefore earning a reasonable financial gain.|investing stamp - a token resembling a stamp supplied by a retailer to a consumer; the token is redeemable for posts on a Distinctive listing|Using this type of method, the decoy is strategically built to make on the list of other available choices extra captivating. This is frequently accomplished by producing the decoy much like the specified selection but somewhat inferior when it comes to features, Added benefits, or price tag.|The idea is to develop a presence on social media marketing (a business profile), get followers, and after that offer you your goods to Those people followers specifically with the social websites platform.}

Marks/Scars/Tattoos: con lenses; glasses; tat l arm - nate; tat l arm - px; tat l arm - souljah; tat r arm - 1}