Join Vistage Master Chair Tom Cuthbert in this episode of the ChairLife podcast. Tom shares how partnering with the Business Journal amplifies a Chair’s brand and drives referrals, drawing on his eight-year relationship with the San Antonio Business Journal. He also offers strategies for staying fully present, inspired by Nir Eyal’s Indistractable, to deepen member engagement. With practical insights from his 13-year tenure, this episode equips Vistage Chairs with tools to grow their practice and support members in achieving extraordinary outcomes.

Show Notes

Introduction: Tom introduces the episode, focusing on Business Journal partnerships for referrals and the importance of presence.

The Power of Business Journal Partnerships: Tom details his relationship with the San Antonio Business Journal as a catalyst for brand and referral growth.

Leveraging Business Journal Events: Outlines key events like Fast Track and Best Places to Work, with examples of member awards.

Building Brand and Referrals: Explains how awards and events enhance credibility and spark referrals, aligning with StoryBrand principles.

Tom’s Tips & Tricks: Becoming Indistractable: Tom shares techniques from Indistractable to maintain focus in one-to-ones and group meetings.

Conclusion: A call to engage with Business Journals and adopt indistractable habits to elevate Vistage groups.

Tom’s Tips & Tricks: Becoming Indistractable

Tom emphasizes presence as a Chair’s superpower, citing Nir Eyal: “Being present isn’t just about showing up. It’s about showing someone they matter by focusing entirely on them.”

Why Presence Matters: Focus builds trust and deepens conversations, essential for guiding members.

Start at Home: Practice phone-free dinners, charge devices out of sight, and engage intentionally to build habits.

One-to-One Strategies: Use a distraction-free office, set phones to Do Not Disturb, outline agendas, and check time discreetly.

Group Meeting Tactics: Enforce phone-free rules, allow step-outs, schedule breaks, and address distractions respectfully.

Personal Journey: Tom’s 2020 coaching with Nir Eyal refined his focus, using timeboxing and office design to enhance his practice.

Resources

Find more tools and insights to enhance your Vistage Chair practice:

https://www.tomcuthbert.com

www.chairlifepodcast.com

https://vistage-worldwide.wistia.com/medias/hichxzun9z

ScaleUp: Referrals that Rock! Building a Strong Candidate Pipeline

https://www.bizjournals.com/sanantonio

https://www.amazon.com/Building-StoryBrand-2-0-Clarify-Customers/dp/1400248876

https://www.amazon.com/Indistractable-Control-Your-Attention-Choose/dp/194883653X

https://docs.google.com/document/d/18vHyiEvuOVxkf_a94tfWFcRj79BMUxdFntb1ygJ4rmE/edit?usp=sharing

Join Vistage Master Chair Tom Cuthbert in this episode of the ChairLife podcast. Tom emphasizes the critical role of Vistage Chairs in enhancing the enterprise value of member companies, sharing tools and success stories to drive financial success. He also details the benefits of a dedicated office space designed to foster deeper CEO engagement. With insights from his 13-year tenure, this episode equips Chairs with strategies to strengthen their practice and help members achieve significant business and personal outcomes.

Show Notes

Introduction: Tom introduces the episode, focusing on enterprise value as a Chair’s primary responsibility and the value of an office space.

The Role of Vistage Chairs in Enterprise Value: Tom defines enterprise value and its importance as the core focus for member success.

Why Enterprise Value Matters: Highlights BizEquity stats showing widespread gaps in business valuation knowledge and planning.

How Vistage Drives Enterprise Value: Shares a $1.9 billion exit story and strategies using BizEquity and peer groups.

Impact and Action for Chairs: Outlines benefits of enterprise value focus and urges Chairs to push members to assess their worth.

Tom’s Tips & Tricks: The Art of the Office: Tom explains how a well-designed office enhances one-to-one engagement.

Conclusion: A call to prioritize enterprise value and consider an office to elevate Vistage groups.

Tom’s Tips & Tricks: The Art of the Office

Tom describes his office, established five years into his practice, and its role in deepening CEO connections.

Why an Office: Offers distraction-free privacy, builds relationships, ensures consistency, and triples engagement per Baylor University.

Design Elements: Includes natural light, a stand-up desk with treadmill, three comfortable chairs, a conference table with Vibe board, and calming decor.

Comfort and Privacy: Features water bottles, snacks, tissue boxes, white noise, and hidden clocks for focus.

Branding and Connection: Displays family photos, books, Vistage awards, and values banner for credibility and relatability.

Action: Assess if an office aligns with your practice; view Tom’s office photos online.

Resources

Find more tools and insights to enhance your Vistage Chair practice:

https://www.tomcuthbert.com/office

https://www.tomcuthbert.com/adometry

https://www.wsj.com/articles/BL-269B-479

https://sanantonioreport.org/pathwire-acquisition-sinch/

www.chairlifepodcast.com

https://www.amazon.com/Leadership-Art-Max-Depree/dp/B0077EEPTO

https://www.amazon.com/Never-Split-Difference-Negotiating-Depended/dp/0062407805

https://www.amazon.com/Blue-Ocean-Strategy-Expanded-Uncontested/dp/1625274491

https://www.amazon.com/Good-Great-Some-Companies-Others/dp/0066620996

https://www.bizequity.com/

https://foundersib.com/

https://myvistage.com/transaction/

https://docs.google.com/document/d/1vPkaD65cN_gbDehB6qO6CxAs9F4RWh5VDroWzzaM-Wo/edit?usp=sharing

Join Vistage Master Chair Tom Cuthbert in this episode of the ChairLife podcast. Tom tackles the challenging but essential task of removing underperforming members to maintain high-performing Vistage groups, offering a respectful process to protect group integrity. He also shares a practical tool for celebrating member wins to foster stronger relationships. With 13 years of experience, Tom equips Vistage Chairs with strategies to elevate their practice and ensure members thrive in a trust-filled, impactful environment.

Show Notes

Introduction: Tom introduces the episode, focusing on the tough decision to remove members and the value of celebrating wins.

The Need to Remove Members: Tom explains how one underperforming member can erode trust and morale, necessitating action.

Identifying Problematic Behaviors: Outlines behaviors like low accountability, disengagement, stagnation, and negativity that signal a poor fit.

How to Remove Members Respectfully: Provides a step-by-step process for removing members with candor and dignity, including a personal example.

Benefits and Prevention: Highlights benefits of removal and prevention through rigorous member selection.

Tom’s Tips & Tricks: Celebrating Wins with Postable: Tom shares how Postable postcards reinforce gratitude and engagement.

Conclusion: A call to remove misaligned members and celebrate wins to build thriving groups.

Tom’s Tips & Tricks: Celebrating Wins with Postable

Tom discusses using Postable, a postcard tool, to recognize member contributions and strengthen Vistage relationships.

Why Recognition Matters: 69% of employees stay longer when recognized, boosting loyalty in Vistage groups.

Using Postable: Send postcards for hosting, awards, tenure (1, 5, 10 years), or company milestones with notes like “You made this meeting unforgettable.”

Examples: Photos of members at events or hosting, paired with personalized messages.

Impact: A member framed a Postable card, showing how small gestures build gratitude and culture.

Action: Adopt Postable or similar tools to celebrate wins and enhance engagement.

Resources

Find more tools and insights to enhance your Vistage Chair practice:

www.tomcuthbert.com/highperforming

www.chairlifepodcast.com

www.postable.com

https://www.amazon.com/Leadership-Art-Max-Depree/dp/B0077EEPTO

https://docs.google.com/document/d/1IM8CxG5SwGXzD2BPY24D1NWe52eLQXa_I_p4jctvJXo/edit?usp=sharing

Join Vistage Master Chair Tom Cuthbert in this episode of the ChairLife podcast. Tom reveals how ideal member traits drive high-performing Vistage groups, sharing his five-trait framework to guide member selection. He also explains the value of mid- and end-of-year updates in fostering alignment and engagement. With insights from 13 years as a Master Chair, this episode equips Vistage Chairs with strategies to build thriving groups and maintain focus, ensuring members achieve more than they imagined possible.

Show Notes

Introduction: Tom introduces the episode, focusing on ideal members as the key to high-performing groups and the role of updates in group alignment.

The Importance of Ideal Members: Tom emphasizes that ideal members are critical to group success, attracting high performers and reducing recruiting needs.

Five Traits of Ideal Members (GLOAT): Tom shares his GLOAT framework (Give, Listen, Obstacles, Accountability, Thankfulness) for selecting members.

Applying Traits in Member Selection: Details how Tom uses GLOAT in referrals and interviews to ensure group excellence.

Sustaining High-Performing Groups: Explains how ideal members and behaviors create a self-reinforcing loop of success.

Tom’s Tips & Tricks: Mid- and End-of-Year Updates: Tom discusses how updates strengthen trust, accountability, and engagement.

Conclusion: A call to select ideal members and use updates to elevate Vistage groups.

Tom’s Tips & Tricks: Mid- and End-of-Year Updates

Tom outlines his practice of sending mid-year (June) and end-of-year (December) updates to keep groups focused and engaged.

Purpose: Updates build trust, reinforce goals, and boost accountability and engagement.

Content: Feature an uplifting note, member achievements (e.g., awards, exits), group metrics (e.g., $1 billion in issues processed), key dates, and group-specific details.

Awards: Include group awards, member of the year, ambassador of the year (for referrals), and the Remy Award (for high performance).

Impact: Align groups, share recognition, and reinforce Vistage values.

Action: Implement updates and seek member feedback to strengthen your practice.

Resources

Find more tools and insights to enhance your Vistage Chair practice:

www.tomcuthbert.com/scoring

www.tomcuthbert.com/highperforming

www.chairlifepodcast.com

https://www.amazon.com/Give-Take-Helping-Others-Success/dp/0143124986

https://vistage-worldwide.wistia.com/medias/hichxzun9z

https://docs.google.com/document/d/1YoQd6UGAwKrDrw8dAqTQWQ0yoY-o9mGRChSao8LIA-0/edit?usp=sharing

Join Vistage Master Chair Tom Cuthbert in this episode of the ChairLife podcast. Tom addresses overconfidence as a silent threat in the C-suite, offering strategies to identify and challenge it in yourself and your CEOs. Drawing on examples like Kodak’s downfall, he emphasizes the role of Vistage peer groups in fostering humility and better decisions. In the "Tom’s Tips & Tricks" segment, Tom highlights sleep as an underrated superpower, sharing practical habits to optimize rest for leadership effectiveness. This episode equips Vistage Chairs with tools to strengthen their practice and guide members toward sustainable success.

Show Notes

Introduction: Tom introduces the episode, focusing on overconfidence as a leadership pitfall and sleep as a critical asset.

Understanding Overconfidence: Tom defines overconfidence as a cognitive bias, quoting Daniel Kahneman to underscore its risks.

Sources and Dangers of Overconfidence: Explores origins like past successes and consequences like poor decisions, illustrated by Kodak’s failure.

Challenging Overconfidence as a Chair: Five strategies for Chairs to confront overconfidence through questions, observation, and peer groups.

Applying the Lessons: Actionable steps to foster self-awareness and discuss overconfidence openly in Vistage groups.

Tom’s Tips & Tricks: Sleep, the Underrated Superpower: Tom advocates for prioritizing sleep to enhance leadership performance.

Conclusion: A call to challenge overconfidence and prioritize sleep for a stronger Vistage practice.

Tom’s Tips & Tricks: Sleep, the Underrated Superpower

Tom emphasizes sleep’s role in leadership, citing Arianna Huffington on its ability to refocus perspective.

Why Sleep Matters: Boosts cognitive function, emotional regulation, and physical health for better leadership.

Challenges for CEOs: CEOs average 25% less sleep due to poor time management or overconfidence in needing less.

Tom’s Sleep Routine: Ensures eight hours on work nights with a consistent schedule, dark room, and physical book reading.

Tools and Apps: Uses Apple Watch with AutoSleep ($5 app) to track deep sleep (2–3 hours) and AutoWake for gentle wake-ups.

Habits for Success: Charges devices outside the bedroom, eliminates lights, uses white noise, and preps clothes.

Resources

www.tomcuthbert.com/sleep

www.chairlifepodcast.com

https://jamesclear.com/atomic-habits

https://purple.com/

https://autosleepapp.tantsissa.com/

https://sleep.me/

https://docs.google.com/document/d/1azsyJsea6tiJmCLB6gwAPJ3DmDLr6_vF7DHLx6MeiI4/edit?usp=sharing

Join Vistage Master Chair Tom Cuthbert in this episode of the ChairLife podcast. Tom introduces lenses as guiding principles to keep leaders focused on their goals, offering a practical framework to make better decisions and stay on track. He also shares a system for managing daily inputs to reduce mental clutter and enhance productivity. Drawing on real-world examples and personal strategies, this episode equips Vistage Chairs with tools to strengthen their practice and guide members toward achieving more than they imagined possible.

Show Notes

Introduction: Tom outlines the episode’s focus on lenses as guiding principles and a system for organizing tasks to support a successful Vistage practice.

Lenses as Guiding Principles: Tom explains how lenses act as guardrails to maintain focus, using Warren Buffett’s tree-planting metaphor.

Why Lenses Matter: Three reasons lenses are critical—staying on track, considering perspectives, and improving decisions.

Examples and Application of Lenses: A Children’s Shelter case study and personal lens examples show how to apply and test guiding principles.

Tom’s Tips & Tricks: Putting Things Where and When They Go: Tom shares his mantra for managing inputs, inspired by Stephen Covey, to stay focused.

Conclusion: A call to adopt lenses and a task management system to enhance leadership and member outcomes.

Tom’s Tips & Tricks: Putting Things Where and When They Go

Tom explains his mantra, “Put things where and when they go,” a system to manage mental clutter and prioritize tasks effectively.

Mental Clutter Challenge: Constant inputs like emails and notifications reduce creativity and presence.

Where Things Go: Capture inputs in a Bullet Journal (weekly priorities), email inbox (via BrainToss), or delegate non-essential tasks.

When Things Go: Act on tasks immediately, delegate, or schedule to the future using tools like Spark or FollowUpThen.com.

Supporting Resources: Draws from Atomic Habits, Getting Things Done, Essentialism, and Indistractable.

Weekly Review: Spend 15 minutes every Sunday reviewing the Bullet Journal and calendar to prepare for the week.

Resources

www.tomcuthbert.com/goals

www.tomcuthbert.com/bulletjournal

www.chairlifepodcast.com

https://jamesclear.com/atomic-habits

https://gettingthingsdone.com/

https://www.amazon.com/Essentialism-Disciplined-Pursuit-Greg-McKeown/dp/0804137382

https://www.nirandfar.com/indistractable/

https://braintoss.com/

https://www.followupthen.com/

https://sparkmailapp.com/

https://docs.google.com/document/d/1_oIosnwMYhZV3CDahOJFZG4Dxtuq0mcRNmddbRs06Pw/edit?usp=sharing

Join Vistage Master Chair Tom Cuthbert in this episode of the ChairLife podcast. Tom shares strategies for building a thriving referral culture within Vistage groups, drawing inspiration from Adam Grant’s Give and Take to emphasize helping others succeed. He outlines ten high-performing behaviors to foster referrals, strengthening group dynamics and member growth. In the "Tom’s Tips & Tricks" segment, Tom reflects from the Cuthbert Bridge in Arkansas, underscoring the necessity of rest for sustained leadership effectiveness. This episode equips Vistage Chairs with practical tools to enhance their practice through referrals and personal recharge, ensuring they lead with impact and intention.

Show Notes

Introduction: Tom introduces the episode, focusing on referrals as a cornerstone of Vistage success and the importance of rest.

The Power of Referrals in Vistage: Inspired by Give and Take, Tom highlights how referrals drive mutual success in Vistage groups.

Ten High-Performing Referral Behaviors: Tom lists ten actionable ways to build a referral-focused culture, from planting seeds to celebrating wins.

Implementing Referral Strategies: Suggestions for immediate action and a preview of a referral scale-up session on April 30, 2025.

Tom’s Tips & Tricks: The Necessity of Rest: Tom shares a personal reflection on rest’s role in leadership, recorded from the Cuthbert Bridge.

Conclusion: A call to adopt referral behaviors and prioritize rest for a stronger Vistage practice, with an invite to the April 30 session.

Tom’s Tips & Tricks: The Necessity of Rest

From the Cuthbert Bridge in Arkansas, Tom honors his late father and explains why rest is non-negotiable for Chairs.

Personal Connection: Memories of family time on the lake ground Tom and highlight rest’s value.

Clearer Thinking: Breaks spark clarity and big ideas, untangling complex challenges.

Energy Boost: Rest sharpens focus, enhancing presence for members.

Resilience: Recovery builds grit to navigate life’s ups and downs.

Family Time: Connecting with loved ones fosters better leadership and humanity.

Resources

www.tomcuthbert.com

www.chairlifepodcast.com

https://jamesclear.com/atomic-habits

https://adamgrant.net/book/give-and-take/

https://docs.google.com/document/d/11cPMrPBUE9nuVU76YYXsnasVpSe-B3R4RgMpZ91pFhA/edit?usp=sharing

Join Vistage Master Chair Tom Cuthbert in this episode of the ChairLife podcast. Tom explores how to build a successful Vistage Chair practice by treating it like a baseball farm system, developing raw talent into top-tier CEOs. Using the inspiring story of Mike Piazza, he outlines a structured approach with emerging leader, advancing leader, key, and CEO groups, sharing practical benefits for Chairs and member companies. In the "Tom’s Tips & Tricks" segment, Tom reveals why reading the Wall Street Journal daily for 40 years has been his secret weapon for staying sharp and relevant as a coach. This episode equips Vistage Chairs with strategies to nurture talent and enhance their practice through informed leadership.

Show Notes

Introduction: Tom introduces the episode, connecting a baseball analogy to building a Vistage practice and highlighting the Wall Street Journal’s value.

The Farm System Analogy: From Baseball to Vistage: Tom uses Mike Piazza’s rise from a late draft pick to Hall of Famer to illustrate talent development in Vistage.

Building a Vistage Farm System: Tom details his group structure—emerging leader, advancing leader, key, and CEO—showing how each level fosters growth.

Benefits of a Farm System Approach: Eight reasons why a farm system strengthens a Vistage practice, from talent scouting to retention.

Impact on Your Chair Practice: Tom explains how working with all leader levels improves his coaching and member loyalty.

Tom’s Tips & Tricks: Why the Wall Street Journal is a Must-Read: Tom shares how the Wall Street Journal keeps him connected to members’ industries and challenges.

Conclusion: A call to develop talent like a farm system and leverage resources like the Wall Street Journal for success.

Tom’s Tips & Tricks: Why the Wall Street Journal is a Must-Read

Tom recounts how skipping a college degree led him to rely on the Wall Street Journal daily for 40 years, making it a cornerstone of his Chair practice.

Overcoming Obstacles: Mentors recommended it to bridge his lack of formal education, sparking a lifelong habit.

Relevance to CEOs: Read by 70% of C-suite executives, it aligns Chairs with members’ business realities.

Practical Use: Tom reads it backwards, tying articles to his 40 CEOs’ industries (e.g., retail, tech, tariffs).

Leadership Insights: Offers C-suite inserts and trends like AI and hiring for strategic coaching.

Habit Stacking: He reads the paper copy only while exercising, enhancing both mind and body.

Resources

www.tomcuthbert.com

www.chairlifepodcast.com

https://jamesclear.com/atomic-habits

https://www.wsj.com/

https://docs.google.com/document/d/13HZX7p2AXQmlO7mlJmCqHdm7yn7iacuV4fTMTTQgKjc/edit?usp=sharing

Join Vistage Master Chair Tom Cuthbert in this episode of the ChairLife podcast. Tom offers actionable strategies for building a successful Vistage Chair practice by mastering time management. He shares his proven approach to structuring daily, weekly, monthly, and yearly schedules, emphasizing the importance of guarding time to balance mission-driven work with personal well-being. From setting boundaries to prioritizing high-impact tasks, he provides a blueprint for Chairs to lead with intention and impact. In the "Tom’s Tips & Tricks" segment, Tom challenges the value of lunch meetings, advocating for more focused alternatives to optimize productivity. Whether you’re a Vistage Chair, CEO, or coach, this episode equips you with tools to streamline your practice and serve your members effectively.

Show Notes

Introduction: Tom welcomes listeners to ChairLife, outlining the episode’s focus on scheduling and its role in a balanced, impactful Vistage practice.

Scheduling Success: Guarding Your Time: Inspired by Peter Drucker’s wisdom, Tom explains why he blocks non-work time first to manage himself effectively.

Daily and Weekly Rhythms: Tom details his one-to-one and group meeting days, highlighting how consistency creates predictability for him and his members.

Monthly and Yearly Planning: Learn how Tom plans months and years by prioritizing non-work periods, ensuring long-term clarity and flexibility.

Setting Boundaries and Prioritizing: Tom discusses how boundaries and a prioritized schedule, managed with his chief of staff, keep his focus on what matters most.

Tom’s Tips & Tricks: Rethinking Lunch Meetings: Tom critiques lunch meetings and offers alternatives for better productivity and focus.

Conclusion: A call to action for Chairs to block time, build rhythms, and ditch lunch meetings to enhance their practice and member experience.

Tom’s Tips & Tricks: Rethinking Lunch Meetings

Tom dives into why lunch meetings hinder productivity and offers practical alternatives:

Time Cost: Lunches take 60–90 minutes versus 45-minute breakfasts or 30-minute coffee meetings; a 20-minute call saves even more time.

Distractions: Noise and interruptions disrupt focus, especially on confidential topics critical to Vistage work.

Privacy and Expense: Close tables compromise trust, and lunches cost $30–$50 compared to $5–$10 for coffee.

Energy Impact: Heavy meals drain afternoon energy, while morning meetings (25% more productive, per Harvard Business School) keep you sharp.

Alternative: Host in the office with ordered-in food for privacy, focus, and efficiency—a “fortress of focus” for meaningful conversations.

Resources

Explore these resources for additional insights and tools to support your Vistage Chair practice:

www.tomcuthbert.com

www.chairlifepodcast.com

https://docs.google.com/document/d/11Sgmyhjq7WDAKtP3ZhU-xycUrLWt64uV_aNnl21sm38/edit?usp=sharing

In Episode 9 of the ChairLife Podcast, Vistage Master Chair Tom Cuthbert explores two transformative strategies for building a successful Vistage Chair practice: implementing high-performing behaviors and leveraging the power of routine to boost productivity. Drawing from his 13 years of experience as a CEO, coach, and Vistage Chair, Tom shares how a set of 12 High-Performing Behaviors, inspired by David Friedman’s Culture by Design, elevated his groups’ performance and outcomes. He explains why these behaviors set the tone for excellence, align members with clear expectations, and foster accountability—turning mediocre groups into high-performing teams. Tom also dives into the practical steps he took to roll out this initiative, including a video series and ongoing reinforcement, and highlights the benefits: increased trust, engagement, and the ability to attract top-tier members.

In the second half, Tom shifts to productivity, revealing how routines help him avoid decision fatigue and stay focused for his members and family. From his structured morning schedule to weekly habits like inbox zero and daily naps, he offers actionable insights to optimize your day. Whether you’re a Vistage Chair or a leader seeking impact, this episode provides tools to engineer a thriving group culture and reclaim your time for what matters most.

Show Notes

Introduction: Tom introduces the episode’s focus on high-performing behaviors and productivity, tying them to a successful Vistage Chair practice.

The Power of High-Performing Behaviors: Tom reflects on a standout group that inspired him to adopt 12 High-Performing Behaviors, guided by David Friedman’s work, and shares how they’ve been a game-changer.

Why They Matter: Three reasons—excellence, alignment, and accountability—make these behaviors essential for Vistage groups.

Implementation: Tom details his rollout process, from defining behaviors to creating a video series, and the resulting trust, engagement, and member quality.

Key Takeaways: Behaviors trump vague values; start small to build a high-performing culture.

Tom’s Tips and Tricks: The Power of Routine for Productivity

Morning Routine: Wake at 5:50 a.m. after prepping the night before (gym bag, schedule). Coffee’s ready automatically, followed by ten minutes of reflection, breakfast and lunch prep, and inbox zero by 6:20 (delegate, snooze, or act on emails). Gym by 6:45, office by 8:30, home by 5:30 with phone off for family time.

Weekly Habits: Email checked only three times daily, constant water intake, daily voicemail updates (see Episode 2), no phone during one-on-ones, a daily nap (Episode 8), Wall Street Journal while exercising, and tracking food intake.

Benefits: Enhanced focus, reduced stress, better time management, and less decision fatigue to save energy for high-stakes work.

Actionable Advice: Start small—try a no-phone window, a five-minute stretch, or delaying coffee until a key task is done.

Resources

High-Performing Behaviors and Video Series: tomcuthbert.com/highperforming

Productivity Routines and Hacks: tomcuthbert.com/productivity

David Friedman’s Culture by Design: culturewise.com

Share the Podcast: chairlifepodcast.com

https://docs.google.com/document/d/1raTjcv3QNva56hutX7XZMFLIv847Z8JQ9olJ0xlO-2I/edit?usp=sharing