Getting Started as a Freelance Writer: Skills, Tips, and Resources 

During a conversation with a fictional author, I learned about the lucrative nature of the writing profession and how she was able to achieve a six-figure income. Despite my young age and lack of professional publishing experience, I found myself envisioning a career as a freelance writer. While I knew that writing was something I enjoyed, I lacked access to valuable information that could provide guidance on how to get started.

Are you deeply passionate about writing and aspire to pursue a career that offers flexibility and creative expression? A career in freelance writing could be an ideal fit for you. As the demand for high-quality written content continues to rise in the digital age, establishing a reliable source of income becomes increasingly important. Freelance writing presents itself as a viable employment option. However, where does one begin? What essential skills are required, and how can one thrive in this competitive field? This guide aims to elucidate the vital skills, learning necessities, and the steps to initiate a successful freelance writing career from the ground up.

Who is a Freelancer and a Freelance Writer?

A freelancer is a person who works independently and is readily available to provide short-term contract services to businesses, people, and corporate and non-corporate brands.

A freelance writer offers their writing services on a contract basis to clients who request them. You might create publications, articles, contract writing, guest posts, blog posts, magazines, etc. People combine this income stream with their daily 9-5, while freelance writing is their full-time job for some. Either one you choose works best for both and has its merits

Some types of freelancing

Freelance Content Writer: Those who write or produce content on the internet with the intent to inform, educate, entertain, or advertise are known as freelance content writers. Although this demands a wide range of versatility in content creation tools and knowledge, it also necessitates knowledge of SEO (search engine optimisation), white papers, blogs, articles, scripts for videos, screenplays, content scripts, e-books, captions, and many more. 

Freelance Copywriter: A copywriter has a high skill of persuasion and develops content and copies to sell and convince the reader to take the call to action, which could be the purchase of goods or services. A copywriter’s work is distinct from that of a content writer.

Search engines, social media trends and tags, social media ads, e-mail marketing techniques, website landing page copy, product pages, sales pages, marketing campaigns, and other factors are frequently considered when they write.

Freelance Communist: Communist freelancers write for particular media, such as newspapers and magazines. The small sections and articles you read in newspapers about sports, politics, and economics are written by freelancers.

Freelance Transcriber: Freelance transcribers offer their services for hire to convert audio and video materials into textual form, adhering to the client’s requirements.

Freelancer Academic Writer:  Receive contracts for academic writing to create formal research projects, journals, project papers, and websites, among others. Considering the unique research requirements and the writing structure and referencing, This academic work can be analytical, descriptive, persuasive, or critical. It calls for a high level of grammar review expertise and facts backed.

Section 1: Market Research

The first step to starting a profitable freelance writer career is gathering all the necessary information about the market, industry, and niche you are delving into.

Decide on the niche:

Explore different niches, analyze trends, and identify areas where your skills align with demand. Use platforms like Upwork, Freelancer, or LinkedIn to find high-demand niches with potential profitability. Look for growing industries or topics with steady demand. Consider factors like competition, target audience, and potential clients within each niche to refine your choice.

Study existing freelance writers in your desired niche to gain insights into market dynamics, pay, and what sets successful freelancers apart. Analyze their social media marketing strategies to promote your services effectively. Use keyword research tools like Ahrefs or Moz to discover high-demand topics.

There are three types of freelance writing markets:

  • Content Form: such as e-book writing, articles, e-mail marketing, and landing pages.
  • Business Type: such as finance, branding, companies, e-commerce, agriculture, fashion, and education.
  • Industry Type: such as digital marketing, travel, healthcare, politics, and real estate.

Section 2: Gather the Necessary Skills

Once you’ve decided on your interests and what to do, it is time to work smart and focus your energy on acquiring the knowledge you need to succeed and the skills that will set you apart from the competition. Learn:

Writing Proficiency

When it comes to freelance writing, your words are your currency. A strong command of the English language is a core skill, which includes; good grammar, punctuation, and the ability to write engaging, error-free content. 

Here is what you should do: 

Consider enrolling in writing courses, such as freelance writing courses offered by platforms like Coursera, Udemy, and YouTube, some of which are free. Also, consider courses in copywriting, grant writing, cold pitching, and social media marketing.

Research Skills

Freelance writers require deep research skills to provide well-informed content, efficiently gather information from reliable sources, organise findings, and cite references correctly—Utilise resources like Google Scholar and libraries for valuable research.

Time Management

Freelance writing requires discipline and effective time management to manage multiple projects and deadlines, ensuring a healthy work-life balance. Tools like Trello and Asana help efficiently organise tasks and deadlines.

Section 3: Learn Professionalism 

Apart from upskilling as a freelance writer, it would help if you also learned the business aspect of freelancing.

Pricing and negotiation

Determining your price can be a stressful task, especially as a beginner. Research industry standards, consider experience, and remain competitive. Don’t undersell yourself, but stay competitive. When negotiating with clients, be professional and assertive, and always strive for a fair deal.

SEO and content marketing

Search engine optimisation (SEO) is a vital aspect of online content. Learn the basics of SEO, including keyword usage and on-page optimisation. Understanding how to create content that ranks well on search engines can attract more clients.

Section 4: Building Your Portfolio

freelance writer working on a document

Practicalise what you have learned: 

As a beginner, you want to practise as you learn. It would help if you created your profile on job boards, freelance writing marketplaces, and social media sites such as LinkedIn, Twitter, Instagram, and Pinterest. You can share your journey, milestones, lessons, and mistakes, include your offer in your content, and strategically position yourself for jobs.

Create Sample Work

As a beginner, you might still need to get a portfolio. Create sample articles in your chosen niche to showcase your writing skills. Platforms like Medium or personal blogs can serve as outlets to publish your work for free. Ask your friends and small business owners around you; you can subsidise the price in return for referrals, testimonials, and feedback.

Networking and collaboration

Building relationships within the writing community can open doors to opportunities. Join writing forums, attend webinars, and reach out to fellow writers and potential clients. Collaboration can lead to guest posting and co-authoring opportunities, enhancing your portfolio.

Have a mentor

As a freelancer still trying to find their path, it’s good to have someone knowledgeable in your field and easily approachable. That way, such a person can provide you with feedback and link you up with opportunities in the future.

Section 5: Finding Freelance Writing Opportunities

Freelance Platforms

Several freelance platforms, like Upwork, Freelancer, and Fiverr, connect writers with clients. Create a compelling profile highlighting your skills and expertise. Start with smaller projects to build your reputation and gradually reach higher-paying clients.

Content mills vs. private clients

Content mills offer a quick way to find writing gigs, but the pay may be lower. As you gain experience and confidence, transition to private clients. Private clients often offer better pay and more stable work.

Proposal writing and cold pitching

Have you seen a potential client for whom you might be able to provide your services? Then, research their needs and how your services can address them, find their website, contact details, and social media accounts, and submit your proposal. 

You should check out this link for further information on what not to include in your freelance writing proposal.

Section 6: Managing Your Freelance Writing Career

Freelancer Working from Home

Client Relationships

Your relationship with clients can significantly impact your success as a freelance writer. Clear and prompt communication is essential. Respond to emails and inquiries, and ensure you understand the client’s expectations. Building trust and delivering quality work can lead to repeat business and positive referrals.

Self-Promotion

While freelance platforms can connect you with clients, building your brand is will do you greater good. Create a professional website or blog showcasing your portfolio and expertise. Active social media profiles, especially on platforms like LinkedIn and Twitter, can help you network and promote your services. Regularly share your insights and engage with your audience to establish credibility.

Section 7: Additional Resources

Books on Freelance Writing

1. “The Freelancer’s Bible” by Sara Horowitz

2. “The Well-Fed Writer” by Peter Bowerman

3. “You Are a Writer (So Start Acting Like One) by Jeff Goins

Online courses and platforms

1. Coursera: Offers various writing courses from top universities.

2. Udemy: Features a wide range of writing and freelancing courses.

3. ProBlogger: Provides a job board and resources for freelance writers.

4. Copyblogger: Offers valuable content marketing and writing tips.

5. Grammarly: A helpful tool for grammar and style checks

Blogs and websites

1. Freelance Writing: A Blog by Carol Tice, a Renowned Freelance Writer

2. The Write Life: A valuable resource for freelance writers, including job listings

3. Make a Living Writing: Written by freelancer Carol Tice, it’s packed with advice for freelance writers.

Blog Articles: 

Writing Tools

1. Grammarly: Helps with grammar, spelling, and style.

2. Hemingway Editor: Simplifies and improves your writing style.

3. Google Docs: collaborative writing tool with built-in grammar-checking

P.S. Stay tuned for our next blog posts, where we’ll discuss “Freelance Writing Tools to Boost Your Productivity” and “How to Land Your First Freelance Writing Gig“. Sign up for our email list to get notified of new posts and receive other vital information to help you build a profitable career and business.

We really hope this guide has given you a strong foundation for your freelance writing career. Please don’t hesitate to reach out if you have any questions or need further assistance. Wishing you the best of luck in all your freelance writing endeavors!

Always remember that building a successful freelance writing career takes time and effort. Even if you don’t land your first gig right away, keep at it. Keep improving your skills, connecting with other writers, and seeking out new opportunities. With persistence and dedication, you’ll be well on your way to a profitable and fulfilling career as a freelance writer.

How to create an irresistible Business Model: A Step-by-Step Guide

A well-crafted business model is the blueprint for a successful enterprise. It outlines how a company creates, delivers, and captures value, making it a fundamental component of a business strategy. In this guide, we will take you through creating a detailed business model that will be the backbone of your business’s success. 

What is a business model? 

The concept of a business model came about when personal computers and spreadsheets became popular. According to John Magretta, an editor at Harvard Business Review, a business model is used to see how different decisions might affect the bottom line of a business. A new business model could be based on a different way to produce or sell something. For example, discount retailers like Kmart and Walmart applied a supermarket strategy to the market by introducing a discount retail model known as “half sales”.

A business model outlines how your business will make money by providing value through its products and services.

Business Model vs. Strategy

A strategy “Is how you are planning on bringing your business to the market and how you plan on executing it”, while a Business Model describes the rationale for how a business or venture will accomplish, like:

10 Social Media Content Tips to Increase Sales and Engagements |Business Owners Guide

Lady using a camera to take videos and blog title

In today’s digital age, where businesses rely heavily on social media to increase brand awareness, connect with customers, and drive sales. However, the large volume of content available makes it difficult for brands to get seen and engage with their customers and potential customers. Research also shows that the average attention span of online viewers is a mere 8.25 seconds, while mobile video content on Facebook typically lasts around 1.7 seconds.  To help you stand out, we’ve compiled these social media content tips for creating engaging social media content that will not only capture attention but also drive results. 

What is engaging Content?

Engaging Content is any piece or format of information that can catch the attention of any viewer/reader within seconds of coming across such Content. It makes such a person wait till the end of the information and can’t wait to see who you are most likely to follow through your CTA. That’s just the power of engaging Content, where you want a person who comes across your Content, stays glued to your page and scroll through and doesn’t know until they subscribe to your E-mail lists, follow your social media pages, purchase from you and most importantly share your Content. 

10 Tips:

1. Understand Your Audience

To create compelling social media content, start by understanding your target audience. Take the time to research their preferences, pain points, and needs, as well as their demographics, interests, and online behaviours. For inspiration, look to brands like Nike, which excels at engaging their audience through user-generated content that showcases their products in action and shares inspiring stories of athletes.

100 Inspirational Quotes for Aspiring Self-Made Millionaires

 blog cover for Self-made millionaires motivational quotes

Are you dreaming of becoming a self-made millionaire? It’s a lofty ambition, but with the right mindset and unwavering determination, it’s definitely possible. Along the journey of becoming a self-made millionaire, we all need doses of inspiration. That’s why we’ve curated a collection of 100 quotes for aspiring self-made millionaires, gotten from successful individuals who have accomplished remarkable feats to help keep you motivated. 

These quotes are intended to inspire and motivate you on your journey to financial independence and personal success.  Let’s delve into them and allow them to ignite our spirits! For additional guidance and insights, consider checking out our previous blog posts on self-made millionaires, such as “5 Ways To Become A Self-Made Millionaire Within Five Years & Zero Capital” and “Achieving Financial Success: Five Habits of Self-Made Millionaires.” These resources offer valuable tips and wisdom to support you on your path to success.

Self-made millionaires are individuals who have worked tirelessly to ensure their success and financial prosperity without relying on family inheritance or trust funds.

Let’s Go:

“Success is not final, failure is not fatal: It is the courage to continue that counts.” – Winston S. Churchill

“Opportunities don’t happen. You create them.” – Chris Grosser

 “The only limit to our realisation of tomorrow is our doubts of today.” – Franklin D. Roosevelt

Top 10 Tips to Protect Your Knowledge as a Course Creator

Blog Cover "Top 10 Tips to Protect Your Knowledge as a Course Creator"

Imagine waking up one day to find your hard work being sold by someone else without your permission. This nightmare can be a reality for many course creators, but there are steps you can take to protect your intellectual property.  This situation  is known as plagiarism, and it can be devastating for creators. 

A recent blog post by Heightsplatform explained that some course creators in the US can make a good living selling their courses, earning anywhere from $5,000 to $25000 per year for those who do it on the side or up to $120,000 per year for those who sell courses as part of their Business. Some creators make millions of dollars annually if their main Business is online courses. By 2030, the online learning market is expected to reach $645 billion. To read more, click the link

What is Copyright?

Copyright is a legal right and framework that gives the creator of an original work exclusive control over how it’s used and distributed. It means others cannot use, reproduce, or distribute that work without the creator’s permission. This protection covers various forms of creative expression, such as writing, art, music, and more.

We previously wrote a blog post on Do These 10 Top Tips And Increase Sales For Course Creators, and now this blog post will discuss some legal rights and steps you as a creator must take to safeguard their course content. So let’s go

Tips to protect your knowledge as a Course Creator: 

Online Brokerage services for Beginner Investors: Charles Schwab & E*Trade

Who is an online broker

Image by freepik

Definition of an Online Broker

Brokers are intermediaries between the stock market and investors willing to invest in it. They help interested people transact securities and assets in the stock market. The same definition could also be applied to an online broker.

Client meetings, whether in person or over the phone, used to be common for brokers and brokerage firms, but they are now becoming less frequent. Today, the term “online broker” reflects that most people who need a broker’s services use online platforms.

With an online broker, you can follow the market trend and the statistics of your asset from anywhere in the world (if your online brokerage allows that country to access their brokerage). 

People are often eager to find the best online broker for stock trading. However, the ideal choice depends on your investing style and the features you prioritize.

Here are a few factors to consider:

Considerations for choosing an online stockbroker:

10 Common Mistakes to Avoid When Scaling Your Business for Success

Business woman looks worried because of a business decision

Scaling your business is an exciting journey, the funniest thing in the world of business is that countless businesses are always very eager to expand, but it’s easy to fall into terrible business traps that can hinder growth, so learn from these common mistakes to ensure a smoother path to success. This blog post is the second of the Scaling Your Business series, in the first one Why You Should Scale Your Business: 21st Century Strategies for Success, Where we addressed everything about what it is and the advantages of deciding to scale your business. This blog post will explore the common mistakes to avoid when you are trying to scale your business, using candid examples to provide valuable insights. We aim to guide you through the scaling process and avoid the same missteps.

1. Scaling Too Fast:

When a business makes the mistake of scaling at the wrong time, it could lead to its downfall. Remember this quote from Guy Kawasaki: “I have never seen a company die because it didn’t scale fast enough. It’s best to focus on “Business Leverage” before considering “Scaling”. 

Scaling up too fast could mean increasing prices without considering the facts, opening more stores, hiring new employees, or getting new machines when the current ones haven’t been adequately utilised or the money used to purchase has been recovered. Though I understand the desire to capitalise on opportunities and maximise profits, it can lead to operational challenges, strained resources, and potential customer dissatisfaction.

The priority should be to create a sustainable and seamless business process, generating profits that cover your production costs of products/services and other expenses. If not, your business will go bankrupt. To attain profitability, get your pricing structure right because “Pricing goes up” with scaling. So, don’t “just raise your rates” as customers might not be willing to pay for that sudden price change; it’s better to have progressive business changes to let customers see they are getting more value and then change it. 

Customers Would Pay More If:

  • The solutions are well-tailored to fit their problems 
  • Your Customers have the cash at hand 
  • If the offers are enticing and quality 

How to fix it:

  • Leverage with your Haves: Before expanding, make the most of what you have, from working on your current services/products to maximising profits and customer relationships. 
  • Solve Real Problems: Find out what issues your business can solve effectively, find the problems at the top of your customer’s minds, and witness how your business will grow.  
  • Know Your Valuable Clients: You also want to ensure you always find ways to satisfy customers who value your services the most. “Identify and satisfy them”.  
  • Increase Value Before Scaling: Focus on increasing the value delivered to clients/customers before expanding operations. Introduce premium services, personalised offerings, or additional benefits.

After you have successfully increased your value and managed the outcome, you can approach scaling and price adjustments with better preparedness. 

2. Ignoring Market Research:

Businesses sometimes consider expansion without considering what the “Market” is saying and telling. With a comprehensive market, you get to see what your business is doing compared to other competitors and the consumer/customer preferences because its customers determine the market product’s popularity and demand. For instance, An e-commerce company expanded its operations into a new region without fully understanding the local market trends and consumer preferences, resulting in poor sales and significant financial losses.

Your Market Research will:

  • Help determine the type of Products/services to meet specific market demands.
  • Help you to understand the localised adaptations and how the customers within the region behave to your type of businesses so your offerings can be well tailored. 

How to Fix It: 

  • Conduct thorough market research 
  • Analyse consumer behaviour
  • Adapt strategies based on market insights.

3. Overlooking Financial Preparedness:

Deciding to Scale Up without knowing your numbers is a bad thing; the thing is, you don’t just wake up and decide to scale up. You need to know your financial numbers, including profit margins, sales conversions, taxes, trends, projections, etc. 

It would help if you didn’t depend solely on the former results for scaling because it could lead to severe repercussions. For example, a tech startup scaled rapidly without securing sufficient funding, eventually facing cash flow issues that impacted day-to-day operations and stifled further growth.

As your business expands, getting a CPA, financial advisor or consultant or fixing a one-time session, depending on your budget, is mandatory to help give you expert advice and help lessen the burden. Once your accounts are under control, you’ll have peace of mind and more time to focus on what you do best. 

4. Prioritising short-term over long-term goals:

Another area for improvement is focusing too much on the short term and disregarding the long term, and some businesses lose their focus when they overthink Scaling. 

In as much you are trying to focus on marketing, sales and money-making, the more you attain more sales, the short-term goals are ticked and the closer you should aim at achieving your long-term goals: ensuring Customer experience, satisfaction, and Minimum viable products, products/services offering, making customers 100% happy and from one-time customers to loyal buyers.

You should have a clear goal in mind when deciding to scale. 

5. Rapid Expansion Without Operational Infrastructure, Processes and Systems:

Scaling your business rapidly can be tempting, but it can lead to negative outcomes if you don’t have a robust operational infrastructure, detailed processes, and efficient systems. 

To avoid this, 

  • It’s crucial to structure a detailed plan and involve your employees and team members in decision-making. Before embarking on scaling activities, list the necessary operations, resources, and skills you’ll need. This will help you avoid straining your resources and ensure your scaling efforts succeed.  

6. Ignoring Customer Feedback and Adaptability:

It’s essential to pay attention to customer feedback and incorporate it into your business strategy. Neglecting this aspect may lead to a disconnect with your target audience. For instance, a software company that scales its product without considering user feedback may face customer dissatisfaction. Consequently, negative reviews may surge, damaging the company’s reputation. Therefore, gathering customer reviews and using this information to improve your product or service is crucial.

7. Neglecting Employee Training and Engagement:

Neglecting to train and engage employees during scaling can have a negative impact on performance and morale. It’s essential for employees to feel valued and trusted, especially during times of rapid change. Instead of trying to do everything yourself or mistrusting your team members, take the time to evaluate their strengths and weaknesses. This will help you determine the best course of action and how significant the scaling should be.

  • Investing in skill acquisition for your staff is crucial. For example, a retail brand that expanded its store locations provided adequate training to new staff, resulting in consistent customer service and increased customer satisfaction. 
  • Additionally, fostering a positive working environment and investing in social activities can help improve employee engagement and morale. Remember, “growth is never by mere chance; it is the result of forces working together.” – James Cash Penney.

8. Lack of Scalable Technology Infrastructure:

Neglecting the importance of having a scalable technology infrastructure can impede business processes, especially during expansion. Instead of sticking to outdated methods, it’s crucial to incorporate up-to-date digital tools to enhance workflow efficiency. Andrea Meyer suggests that by doing so, you can help your team feel more connected to your company. 

Imagine an e-commerce platform that hasn’t upgraded its website infrastructure, leading to frequent crashes, slow loading times, and losing potential customers. To avoid such a scenario, it’s essential to list out your daily workflow and identify the free or paid tools that can help your business operate more efficiently. 

By introducing these tools and encouraging your team to use them, you can help them work faster, be more productive, and increase their accountability. Therefore, consider taking advantage of digital tools to help your team stay connected and streamline your business operations.

9. Insufficient Risk Management:

It’s essential to anticipate and mitigate potential risks to ensure that the entire scaling process proceeds smoothly. For example, a manufacturing company expanded its production without a contingency plan for supply chain disruptions. Planning for unforeseen circumstances that may arise during the expansion process is crucial to avoid such situations.

10. Scaling a Business when your Product/Service still has Faults:

If you’re working on a product or service that is still under deep work and has flaws, it’s best not to rush into scaling it up. Instead, take the time to refine and improve your offering. Customers will appreciate seeing progress in the value they receive and will 4be more willing to pay for more. After all, no one wants to purchase a subpar product or service. For example, if you own a hair salon and your staff needs to improve their hairstyling skills, it would be unwise to consider expanding the business to a new location. Instead, concentrate on helping your TV with better-quality services. Once you’ve accomplished that, you can consider raising prices.

In conclusion, by avoiding these common mistakes, you can navigate the challenges of scaling your business more effectively. Stay focused, plan meticulously, and prioritise both customer satisfaction and employee engagement.

Certificate of deposit, what it is and how it works

certificate of deposit

What is a certificate of deposit? 

A certificate of deposit, or CD as an acronym, is a savings account type that allows individuals to save an amount over a fixed period and earn interest. Unlike a typical savings account, a CD is left untouched over a fixed duration and attracts a fixed interest percentage. 

A CD also differs from a typical savings account in that the liquidity control of the account is traded off for the interest offered at the end of the saving period. 

Note- If you wish to withdraw a CD before the time allotted- a fee is removed as a penalty. 

Getting deeper into CDs

The Benefits and Drawbacks of Getting a Credit Card

Introduction

Credit cards offer a dynamic blend of many benefits, but these mouth-watering benefits can also be dangerous to your financial freedom if not handled carefully. When considering the Pros and Cons of a Credit Card its advantages make it the choice of many for payment, and an Experian study shows that an average American has a credit card balance of over six thousand dollars

Key Point: Pros and Cons of a Credit Card

Basic understanding of a Credit Card

Credit cards are a type of payment card given by a financial institution that can be used to make purchases and payments online or at brick-and-mortar locations. The institution provides the card with a maximum credit based on specific qualifications. The individual can spend the amount and repay it on the due date, along with any interest or service fees.

Pros and Cons of a Credit Card

Why You Should Scale Your Business: 21st Century Strategies for Success

cover imagery for scaling your business

Some people say starting a business is the most challenging part; yes, it’s not an easy decision, but sustaining a business is the hardest. This includes being at the top, notwithstanding market changes and the ability to evolve. Scaling, or expanding and growing your business, is the most advisable step to developing a business into better profits. So, welcome to our extensive blog post on “Scaling a Business, everything about the advantages of deciding to scale your business”.

Did you know that sustaining a business can be even more formidable than its inception, according to recent business statistics? Consider this striking statistic: while many acknowledge that starting a business is challenging, studies reveal that only about 50% of small businesses survive beyond their fifth year. Moreover, the data underscores that those businesses incorporating scaling strategies show a significantly higher rate of survival and thriving in the competitive landscape.

First, let’s understand what scaling is:

Scaling is more than mere growth; it’s a calculated strategy. It’s the decisions you take that allow your business to grow, expand and make more sales and profits without being held back by its structure or lack of resources. As humans, we love to see and experience changes, so customers are okay with your business evolving and improving as long as it’s done correctly. 

Two terms people get wrong: 

Growth vs Scale

The concept of growth versus scaling in business is often misunderstood. Most people think of growth as a linear process, where companies purchase new machines and resources to drive revenue expansion. However, scaling occurs when a company experiences a significant increase in revenue without a proportional increase in resources. 

Scaling allows a company to grow its revenue without significantly increasing its costs. For example, a hair salon may initially spend a lot on expenses to introduce new services and products. However, as the business expands, it can accommodate more customers without incurring substantial extra costs. 

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