April 11, 2025
Caitlin Bacher and Scale with Success® in The Business Spotlight with Dori DeCarlo
Caitlin Bacher shares Scale with Success® and how to turn your online course into a 7-figure business without launching.
Caitlin Bacher is the CEO of Scale with Success®, a company dedicated to teaching coaches and course creators how to turn their online course into a 7-figure business without launching. Her company has rapidly grown to over $11m in revenue over the last few years with no signs of slowing down. Caitlin believes there’s more than one right way to build a business, and that if launching isn’t your cup of tea, you don’t have to do it.
She's learned this lesson the hard way after years of being trapped on the launch roller coaster - resulting in nothing but inconsistent revenue and sleepless nights wondering where her next sale would be coming from. The day she forgot to pick up her daughter from kindergarten while suffering from launch overwhelm was the last straw. She instantly realized that if this was what it took to build a million-dollar business, she wanted out - and she wanted out fast.
Join Host Dori DeCarlo on The Business Spotlight and connect with Caitlin at CaitlinBacher.com, follow her on Instagram, Facebook, LinkedIn, TikTok and YouTube, and be sure to sign up for her free Master Class.
Please support UnsilencedVoices.org a global 501(c)3 nonprofit that empowers survivors of domestic violence, sexual assault, and human trafficking. We thank Smith Sisters and the Sunday Drivers for our theme song, "She is You".
Be sure to connect with us on BlueSky, Facebook, Instagram, Twitter, and come tell us your story!
WordofMomRadio.com - sharing the wisdom of women, in business and in life.
Become a supporter of this podcast.
WEBVTT
1
00:00:00.120 --> 00:00:02.520
She is sure, she is sure, she is strong, she
2
00:00:02.680 --> 00:00:09.000
is true, is true, she is brave, she is she
3
00:00:09.160 --> 00:00:13.720
is you, she is you, is you, she is sure,
4
00:00:13.839 --> 00:00:16.280
she is true, she is strong, she is strang she
5
00:00:16.399 --> 00:00:22.120
is true, is true, she is brave, bray, she is
6
00:00:22.600 --> 00:00:23.199
she is you.
7
00:00:24.079 --> 00:00:28.079
Hello, everyone, welcome to today's Word of Mom Radio. Here
8
00:00:28.160 --> 00:00:31.000
on the Word of Mom Media Network. I'm your host
9
00:00:31.280 --> 00:00:33.920
Dory Di Carlo, and you know we are here week
10
00:00:33.960 --> 00:00:38.359
after week, show after show, breaking those myths that morepreneurs
11
00:00:38.399 --> 00:00:41.640
and business women, especially those of us building our businesses
12
00:00:41.640 --> 00:00:44.359
from home, that we're just dabbling in between bake sales
13
00:00:44.359 --> 00:00:47.560
and getting our nails done. We're not. We are smart,
14
00:00:47.679 --> 00:00:49.880
we are savvy, and we are sharing the wisdom of
15
00:00:49.920 --> 00:00:53.119
women in business and in life. And I'm looking forward
16
00:00:53.200 --> 00:00:57.560
to introducing you to today's guest. Catherine Baucher is the
17
00:00:57.640 --> 00:01:02.119
CEO of Scale with Success, a company dedicated to teaching
18
00:01:02.159 --> 00:01:05.959
coaches and course creators how to turn their online course
19
00:01:06.040 --> 00:01:10.799
into a seven figure business without launching. Her company has
20
00:01:10.959 --> 00:01:13.959
rapidly grown to over eleven million in revenue over the
21
00:01:14.079 --> 00:01:17.439
last few years, with no signs of slowing down, and
22
00:01:17.519 --> 00:01:20.760
Caitlin believes that there's more than one right way to
23
00:01:20.760 --> 00:01:24.319
build a business, and that if launching isn't your cup
24
00:01:24.359 --> 00:01:27.840
of tea, you don't have to do it. She's learned
25
00:01:27.840 --> 00:01:30.760
this lesson the hard way after years of being trapped
26
00:01:30.760 --> 00:01:35.319
in the launch rollercoaster, resulting in nothing but inconsistent revenue
27
00:01:35.319 --> 00:01:39.000
and sleepless nights wondering where her next sale would come from.
28
00:01:39.719 --> 00:01:41.760
The day she got to pick up her daughter from
29
00:01:41.879 --> 00:01:46.680
kindergarten while suffering from launch overwhelmed was the last straw.
30
00:01:47.280 --> 00:01:50.480
She instantly realized that if that's what it took to
31
00:01:50.480 --> 00:01:53.920
build a million dollar business, she wanted out and want
32
00:01:53.959 --> 00:01:57.079
it out fast. And I could keep going on, but
33
00:01:57.120 --> 00:01:58.879
I want to know how the end of this story
34
00:01:59.200 --> 00:02:02.599
is really try transition. So with all that being said, Caitlin,
35
00:02:02.959 --> 00:02:04.319
welcome to Word of Mom Radio.
36
00:02:04.920 --> 00:02:06.760
Thank you so much. I'm really happy to be here.
37
00:02:07.120 --> 00:02:09.879
I'm excited to have you share your journey with us,
38
00:02:10.280 --> 00:02:13.280
and I would love for you to finish that whole story,
39
00:02:13.400 --> 00:02:18.240
because that had to just be the panic moment, that
40
00:02:18.400 --> 00:02:22.680
aha moment of going wait a second year, something's gotten him.
41
00:02:23.439 --> 00:02:26.960
Yeah, And it's funny because you know, I wish I
42
00:02:26.960 --> 00:02:30.159
could say that after that moment I realized I forgot
43
00:02:30.159 --> 00:02:32.360
to pick up my daughter from school. She was in
44
00:02:32.479 --> 00:02:35.120
kindergarten at the time, so she was obviously very upset.
45
00:02:36.080 --> 00:02:38.800
I wish that everything instantly changed for me, but in
46
00:02:38.879 --> 00:02:44.319
fact it didn't. So shortly there after I ended up
47
00:02:44.400 --> 00:02:46.800
joining a mastermind where there were a lot of different
48
00:02:46.800 --> 00:02:50.719
course creators and all kinds of different niches, and there
49
00:02:50.759 --> 00:02:53.800
was this one guy, and he sold an online course
50
00:02:53.840 --> 00:02:57.400
that was all about how to declutter your home, and
51
00:02:57.439 --> 00:03:00.520
he was making over three hundred thousand dollar dollars per
52
00:03:00.560 --> 00:03:04.879
month without launching, and at the time, my mind was
53
00:03:04.919 --> 00:03:07.560
blown because I didn't even know that was possible. Like
54
00:03:07.680 --> 00:03:10.120
all I ever heard about was this messaging that you
55
00:03:10.199 --> 00:03:13.360
have to keep launch launching you know, yes it's hard,
56
00:03:13.439 --> 00:03:15.360
yes you don't like it, and yes you have to
57
00:03:15.400 --> 00:03:19.639
do it. And just the idea that he was able
58
00:03:19.680 --> 00:03:25.039
to sell his course consistently without launches really helped open
59
00:03:25.120 --> 00:03:29.680
up a whole new world of sales and marketing methodology
60
00:03:29.759 --> 00:03:34.120
to me. And in that moment, I really realized that,
61
00:03:34.560 --> 00:03:39.080
you know, I don't actually have to run my business
62
00:03:39.319 --> 00:03:42.000
this way if I don't want to. There are other
63
00:03:42.719 --> 00:03:46.560
ways to do things out there. And so that was
64
00:03:46.560 --> 00:03:49.240
the moment that everything changed. I you know, I came
65
00:03:49.319 --> 00:03:53.000
up with a plan. I got to work. I started
66
00:03:53.039 --> 00:03:57.680
selling my course on autopilot without launching, and within the
67
00:03:57.719 --> 00:04:00.879
first nine months of making that sweat from launching all
68
00:04:00.879 --> 00:04:04.240
the time to selling it on autopilot. Within that nine months,
69
00:04:04.319 --> 00:04:06.879
I made my first million from selling that one course.
70
00:04:07.080 --> 00:04:09.719
And that was when I knew. I was like, I'm
71
00:04:09.719 --> 00:04:11.479
never launching again. I am not going back.
72
00:04:13.039 --> 00:04:17.839
When you talk about launching, those people that are starting
73
00:04:17.959 --> 00:04:20.560
thinking of starting businesses and things like that, what do
74
00:04:20.600 --> 00:04:21.199
you mean by that?
75
00:04:22.000 --> 00:04:27.439
So, when it comes to selling courses and also sometimes
76
00:04:27.439 --> 00:04:32.439
services or whether those are coaching or something else, typically
77
00:04:32.439 --> 00:04:35.480
there's two ways to grow your business, right, There's the
78
00:04:35.560 --> 00:04:39.079
launch model and the evergreen model. And so what the
79
00:04:39.160 --> 00:04:43.040
launch model looks like is typically anywhere between two and
80
00:04:43.120 --> 00:04:49.040
three months of intense list building and content distribution that
81
00:04:49.199 --> 00:04:51.879
is all leading up to what's called an open cart,
82
00:04:52.480 --> 00:04:56.519
and the open kart period can last anywhere between five
83
00:04:56.600 --> 00:04:59.639
to seven days, and then nobody can buy your course
84
00:04:59.720 --> 00:05:03.839
again again until your next launch, which is maybe six
85
00:05:03.879 --> 00:05:07.439
months later or a year later. And what many course
86
00:05:07.480 --> 00:05:11.199
creators find is that when their launch ends, so does
87
00:05:11.360 --> 00:05:15.040
all of the momentum and the revenue that they've been
88
00:05:15.040 --> 00:05:18.639
working so hard to generate. So it's basically radio silence
89
00:05:18.839 --> 00:05:21.639
for your business until you begin the launch cycle all
90
00:05:21.680 --> 00:05:25.199
over again. And this is a very high risk way
91
00:05:25.319 --> 00:05:29.279
of selling your course, especially for course creators who are
92
00:05:29.279 --> 00:05:32.000
making less than a million a year. They have a
93
00:05:32.040 --> 00:05:35.000
tiny team or maybe no team at all, a non
94
00:05:35.040 --> 00:05:38.000
existent ADS budget. And what I tell people all the
95
00:05:38.040 --> 00:05:41.040
time is that if your course is generating less than
96
00:05:41.040 --> 00:05:43.720
a million a year, the number one thing that you
97
00:05:43.839 --> 00:05:46.879
really need to focus on is how to generate consistent
98
00:05:46.959 --> 00:05:49.879
revenue so that you can start to get some real
99
00:05:49.959 --> 00:05:54.000
traction in your business. So with an evergreen model, this
100
00:05:54.160 --> 00:05:57.839
allows you to enroll new students into your programs on
101
00:05:57.920 --> 00:06:01.319
an ongoing basis, not just once or twice a year,
102
00:06:01.600 --> 00:06:04.199
which is great because it then puts you in a
103
00:06:04.240 --> 00:06:08.079
position where you can grow over time. You can continue
104
00:06:08.120 --> 00:06:12.839
to collect data on what marketing messages are resonating with
105
00:06:12.920 --> 00:06:15.920
your audience and which need to be refined so you
106
00:06:16.120 --> 00:06:19.600
have more opportunities to practice and get better.
107
00:06:20.160 --> 00:06:25.120
Interesting let's fasic term definitions. Different people think of different things,
108
00:06:25.399 --> 00:06:27.240
So when you think of launching, you think of this
109
00:06:27.399 --> 00:06:33.560
huge thing as opposed to autopilot where that evergreen content
110
00:06:33.839 --> 00:06:38.319
is there and continuing to grow and grow and grow,
111
00:06:38.360 --> 00:06:43.240
which is why it's called evergreen because it doesn't stop
112
00:06:43.360 --> 00:06:47.600
being green. So as you look, what do you see
113
00:06:47.800 --> 00:06:52.040
the biggest mistakes that course creators' face when they're trying
114
00:06:52.079 --> 00:06:57.240
to make that transition cabling growing from launching their courses
115
00:06:57.560 --> 00:07:00.360
to that autopilot evergreens.
116
00:07:01.360 --> 00:07:04.079
One of the things that really surprised me when I
117
00:07:04.240 --> 00:07:07.759
was making the switch from launching to evergreen is that
118
00:07:08.399 --> 00:07:12.680
it wasn't as simple as just repurposing all of the
119
00:07:12.759 --> 00:07:17.199
launch content I had done before into an automated funnel.
120
00:07:17.360 --> 00:07:21.680
So I honestly thought at the time that you know,
121
00:07:21.800 --> 00:07:25.160
selling on autopilot was only about the tech. So I thought,
122
00:07:25.399 --> 00:07:27.839
you know what, I'm going to take a recording of
123
00:07:27.879 --> 00:07:30.519
my live webinar, I'm going to take all the emails
124
00:07:30.519 --> 00:07:32.920
that I sent out before during that launch. I'm going
125
00:07:32.959 --> 00:07:35.199
to take all of that content, and then I'm just
126
00:07:35.240 --> 00:07:38.680
going to put it into an automated funnel. And what
127
00:07:38.759 --> 00:07:44.120
I didn't understand is that the content that is inside
128
00:07:44.399 --> 00:07:49.319
an automated webinar, inside of the evergreen funnel itself, including
129
00:07:49.360 --> 00:07:54.360
all of the registration pages, emails, everything needs to follow
130
00:07:54.519 --> 00:07:59.480
a completely different framework in order to capture the attention
131
00:07:59.560 --> 00:08:02.480
of your audio and really move them into action. So
132
00:08:03.000 --> 00:08:06.040
before I figure that out, I was definitely struggling to
133
00:08:06.040 --> 00:08:09.439
make my automated funnel profitable. You know, I thought it
134
00:08:09.480 --> 00:08:11.000
was just going to be as simple as, oh, I'll
135
00:08:11.040 --> 00:08:13.120
just take what has worked before in a live launch
136
00:08:13.120 --> 00:08:15.279
and I'm just going to repurpose that into an automated funnel.
137
00:08:15.759 --> 00:08:18.279
And I see a lot of people make that mistake,
138
00:08:18.360 --> 00:08:20.560
and I get it. It's like, well, if it worked live,
139
00:08:20.800 --> 00:08:23.879
why wouldn't the same you know, content work well in
140
00:08:23.920 --> 00:08:28.839
an automated funnel. And what I realized is that the
141
00:08:29.040 --> 00:08:32.840
buyer's journey inside of an automated funnel is totally different
142
00:08:32.919 --> 00:08:35.919
than the buyer's journey that's live. Let me give you
143
00:08:35.960 --> 00:08:40.360
an example. If someone is hosting a live webinar, right,
144
00:08:41.519 --> 00:08:45.159
they're there to answer questions. So you may deliberately put
145
00:08:45.200 --> 00:08:50.440
something in your live webinar that promotes curiosity, maybe even
146
00:08:50.480 --> 00:08:54.879
a little bit of confusion, because you want the audience
147
00:08:54.919 --> 00:08:57.080
to then ask a certain question and you know they're
148
00:08:57.080 --> 00:08:58.799
going to ask it, then they ask it, and then
149
00:08:58.799 --> 00:09:01.360
you can answer it, and then it it's like an exchange, right,
150
00:09:01.799 --> 00:09:05.039
But that's not possible if you're doing an automated webinar
151
00:09:05.080 --> 00:09:08.080
because you're not there to answer questions live. And so
152
00:09:08.360 --> 00:09:12.480
with an automated webinar, automated funnel altogether, you want to
153
00:09:12.519 --> 00:09:16.279
make sure that you are being as clear as possible
154
00:09:16.679 --> 00:09:20.399
so that there is no question for the viewer as
155
00:09:20.440 --> 00:09:23.320
to whether or not this program is right for them.
156
00:09:23.879 --> 00:09:28.480
And you know, I tell people all the time the
157
00:09:28.519 --> 00:09:31.600
what you really want to focus on is consent and permission.
158
00:09:31.679 --> 00:09:34.120
This is an education process. It's up to if they
159
00:09:34.120 --> 00:09:36.320
decide that at that moment in time it's not the
160
00:09:36.360 --> 00:09:39.759
best for them to enroll, that's okay, like maybe they'll
161
00:09:39.799 --> 00:09:43.480
catch you later, maybe they'll you know, sign up again
162
00:09:43.759 --> 00:09:46.759
next month or something like that. But it's just you
163
00:09:46.840 --> 00:09:50.519
want to give them the right information so that they
164
00:09:50.559 --> 00:09:52.679
can make a decision that is best for them.
165
00:09:53.240 --> 00:09:56.200
I love the head answer, I really do. And it's
166
00:09:56.240 --> 00:09:58.559
you know, it's amazing because when you think about it,
167
00:09:58.879 --> 00:10:01.120
we really do. We think that, oh, yeah, we can
168
00:10:01.200 --> 00:10:04.360
just move this like that, and we'd forget that you
169
00:10:04.399 --> 00:10:07.919
can't have a Q and A if it's an evergreen content,
170
00:10:07.960 --> 00:10:10.440
it's got to be able to answer its own questions,
171
00:10:11.639 --> 00:10:14.000
and I'm sure that a lot of times people don't
172
00:10:14.039 --> 00:10:14.679
realize that.
173
00:10:15.440 --> 00:10:20.559
Yeah, And what happens is they'll take what previously worked live,
174
00:10:20.600 --> 00:10:23.639
They'll put it in an automated funnel. They get maybe
175
00:10:24.440 --> 00:10:28.600
you know, one or two sales, but nothing like the
176
00:10:28.679 --> 00:10:31.600
consistent five or even six figure months that they would
177
00:10:31.600 --> 00:10:35.440
be able to get if they were using Evergreen frameworks.
178
00:10:35.519 --> 00:10:38.720
And so what happens is, you know, they repurpose the
179
00:10:38.720 --> 00:10:41.720
live content it doesn't work, and then they make that
180
00:10:41.799 --> 00:10:44.440
mean that, oh, I guess Evergreen just doesn't work for me.
181
00:10:44.720 --> 00:10:48.159
I guess my audience will only buy if I'm doing,
182
00:10:48.399 --> 00:10:52.480
you know, a big fancy live launch. And I hate
183
00:10:52.559 --> 00:10:56.720
seeing that because the reality is that Evergreen can work
184
00:10:56.759 --> 00:10:59.799
for anyone. It's just a matter of you know, of
185
00:11:00.399 --> 00:11:04.679
and optimizing so that you're able to package the information
186
00:11:04.720 --> 00:11:06.279
that you want to share with your audience in a
187
00:11:06.320 --> 00:11:08.399
way that really makes sense to them.
188
00:11:09.159 --> 00:11:12.639
Okay, how do you know when you are ready to
189
00:11:13.039 --> 00:11:19.080
quit that launching and now start selling in an autopilot way?
190
00:11:20.519 --> 00:11:26.039
So I like to think that being ready is a choice. Right.
191
00:11:26.279 --> 00:11:30.440
There is no magical moment in time when all of
192
00:11:30.480 --> 00:11:33.559
a sudden, like everything's going to align and you are
193
00:11:33.960 --> 00:11:37.039
actually ready to move forward and take action, Like you
194
00:11:37.080 --> 00:11:39.600
have this little checklist and you're like, oh, I've done this, this,
195
00:11:39.600 --> 00:11:41.799
this and this, so that means I'm ready and now
196
00:11:41.799 --> 00:11:45.120
I can move forward. In business, there is always going
197
00:11:45.200 --> 00:11:49.679
to be uncertainty. So it's my belief that you are
198
00:11:49.720 --> 00:11:52.519
ready when you make the commitment to be ready, when
199
00:11:52.600 --> 00:11:55.679
you decide you want to be ready. It doesn't mean
200
00:11:55.879 --> 00:11:59.159
that in that moment you're not going to feel unsure
201
00:11:59.320 --> 00:12:02.200
or uncertain in or maybe a little nervous, maybe a
202
00:12:02.240 --> 00:12:05.039
little excited. You know, it doesn't mean that you're not
203
00:12:05.519 --> 00:12:08.879
that you are going to feel one hundred percent confident.
204
00:12:09.279 --> 00:12:14.279
It's about having the courage to commit to being ready
205
00:12:14.639 --> 00:12:19.240
to start working towards the thing it is that you
206
00:12:19.360 --> 00:12:22.519
want to make happen, and you know, to be willing
207
00:12:22.559 --> 00:12:25.799
to make mistakes along the way and pick yourself up,
208
00:12:26.039 --> 00:12:29.000
learn from the mistakes, and just you know, keep going forward.
209
00:12:29.120 --> 00:12:32.440
And I think that one of the hard things, especially
210
00:12:33.080 --> 00:12:34.960
being a woman in business, is that a lot of
211
00:12:34.960 --> 00:12:38.279
the messaging that we receive, especially as young girls, is
212
00:12:38.320 --> 00:12:41.200
that mistakes are bad. We're not supposed to make mistakes,
213
00:12:41.240 --> 00:12:44.759
We're not supposed to fail well, guess what. Men fail
214
00:12:44.960 --> 00:12:49.480
all the time. They make tons of mistakes, they lose money,
215
00:12:49.519 --> 00:12:53.480
they make money, they do this and that, and no
216
00:12:53.519 --> 00:12:57.080
one is telling them that they're a failure. I've never
217
00:12:57.559 --> 00:13:01.519
ever in my life had any man dm me on
218
00:13:01.559 --> 00:13:05.240
Instagram and ask me, you know, well, how do I
219
00:13:05.320 --> 00:13:07.679
know if this is going to work for me? Never
220
00:13:07.799 --> 00:13:10.799
in my life I have them ask other questions like
221
00:13:11.120 --> 00:13:13.440
well what's included? Or how much is it? Or you
222
00:13:13.480 --> 00:13:15.759
know this and that the other. And I get so
223
00:13:15.919 --> 00:13:18.720
many dms from women who are asking me like will
224
00:13:18.720 --> 00:13:20.519
evergreen work for me? Like how do I know?
225
00:13:20.720 --> 00:13:20.799
Da?
226
00:13:20.879 --> 00:13:24.279
Da da da da? And it's because we've been trained
227
00:13:24.519 --> 00:13:28.080
since birth to be afraid of making mistakes. And who
228
00:13:28.120 --> 00:13:32.279
does that benefit? It certainly doesn't benefit us, right, And
229
00:13:32.320 --> 00:13:36.080
I think it's really important that we begin to reframe
230
00:13:36.159 --> 00:13:40.559
the way that we think about failure and making mistakes,
231
00:13:40.600 --> 00:13:43.200
and we really start to understand that if you are
232
00:13:43.240 --> 00:13:49.000
avoiding failure, you are avoiding growth, and there is nothing
233
00:13:50.279 --> 00:13:52.080
just because you make a mistake or just because you
234
00:13:52.159 --> 00:13:55.919
have a fail or anything like that. It doesn't mean
235
00:13:56.200 --> 00:13:58.879
that you're not cut out to be a business owner.
236
00:13:59.240 --> 00:14:03.240
It means that you have an opportunity to learn what
237
00:14:03.360 --> 00:14:04.679
to do differently next time.
238
00:14:05.039 --> 00:14:10.120
Right on that note, please think of what Caitlin just said.
1
00:00:00.120 --> 00:00:02.520
2
00:00:02.680 --> 00:00:09.000
3
00:00:09.160 --> 00:00:13.720
4
00:00:13.839 --> 00:00:16.280
5
00:00:16.399 --> 00:00:22.120
6
00:00:22.600 --> 00:00:23.199
7
00:00:24.079 --> 00:00:28.079
8
00:00:28.160 --> 00:00:31.000
9
00:00:31.280 --> 00:00:33.920
10
00:00:33.960 --> 00:00:38.359
11
00:00:38.399 --> 00:00:41.640
12
00:00:41.640 --> 00:00:44.359
13
00:00:44.359 --> 00:00:47.560
14
00:00:47.679 --> 00:00:49.880
15
00:00:49.920 --> 00:00:53.119
16
00:00:53.200 --> 00:00:57.560
17
00:00:57.640 --> 00:01:02.119
18
00:01:02.159 --> 00:01:05.959
19
00:01:06.040 --> 00:01:10.799
20
00:01:10.959 --> 00:01:13.959
21
00:01:14.079 --> 00:01:17.439
22
00:01:17.519 --> 00:01:20.760
23
00:01:20.760 --> 00:01:24.319
24
00:01:24.359 --> 00:01:27.840
25
00:01:27.840 --> 00:01:30.760
26
00:01:30.760 --> 00:01:35.319
27
00:01:35.319 --> 00:01:39.000
28
00:01:39.719 --> 00:01:41.760
29
00:01:41.879 --> 00:01:46.680
30
00:01:47.280 --> 00:01:50.480
31
00:01:50.480 --> 00:01:53.920
32
00:01:53.959 --> 00:01:57.079
33
00:01:57.120 --> 00:01:58.879
34
00:01:59.200 --> 00:02:02.599
35
00:02:02.959 --> 00:02:04.319
36
00:02:04.920 --> 00:02:06.760
37
00:02:07.120 --> 00:02:09.879
38
00:02:10.280 --> 00:02:13.280
39
00:02:13.400 --> 00:02:18.240
40
00:02:18.400 --> 00:02:22.680
41
00:02:23.439 --> 00:02:26.960
42
00:02:26.960 --> 00:02:30.159
43
00:02:30.159 --> 00:02:32.360
44
00:02:32.479 --> 00:02:35.120
45
00:02:36.080 --> 00:02:38.800
46
00:02:38.879 --> 00:02:44.319
47
00:02:44.400 --> 00:02:46.800
48
00:02:46.800 --> 00:02:50.719
49
00:02:50.759 --> 00:02:53.800
50
00:02:53.840 --> 00:02:57.400
51
00:02:57.439 --> 00:03:00.520
52
00:03:00.560 --> 00:03:04.879
53
00:03:04.919 --> 00:03:07.560
54
00:03:07.680 --> 00:03:10.120
55
00:03:10.199 --> 00:03:13.360
56
00:03:13.439 --> 00:03:15.360
57
00:03:15.400 --> 00:03:19.639
58
00:03:19.680 --> 00:03:25.039
59
00:03:25.120 --> 00:03:29.680
60
00:03:29.759 --> 00:03:34.120
61
00:03:34.560 --> 00:03:39.080
62
00:03:39.319 --> 00:03:42.000
63
00:03:42.719 --> 00:03:46.560
64
00:03:46.560 --> 00:03:49.240
65
00:03:49.319 --> 00:03:53.000
66
00:03:53.039 --> 00:03:57.680
67
00:03:57.719 --> 00:04:00.879
68
00:04:00.879 --> 00:04:04.240
69
00:04:04.319 --> 00:04:06.879
70
00:04:07.080 --> 00:04:09.719
71
00:04:09.719 --> 00:04:11.479
72
00:04:13.039 --> 00:04:17.839
73
00:04:17.959 --> 00:04:20.560
74
00:04:20.600 --> 00:04:21.199
75
00:04:22.000 --> 00:04:27.439
76
00:04:27.439 --> 00:04:32.439
77
00:04:32.439 --> 00:04:35.480
78
00:04:35.560 --> 00:04:39.079
79
00:04:39.160 --> 00:04:43.040
80
00:04:43.120 --> 00:04:49.040
81
00:04:49.199 --> 00:04:51.879
82
00:04:52.480 --> 00:04:56.519
83
00:04:56.600 --> 00:04:59.639
84
00:04:59.720 --> 00:05:03.839
85
00:05:03.879 --> 00:05:07.439
86
00:05:07.480 --> 00:05:11.199
87
00:05:11.360 --> 00:05:15.040
88
00:05:15.040 --> 00:05:18.639
89
00:05:18.839 --> 00:05:21.639
90
00:05:21.680 --> 00:05:25.199
91
00:05:25.319 --> 00:05:29.279
92
00:05:29.279 --> 00:05:32.000
93
00:05:32.040 --> 00:05:35.000
94
00:05:35.040 --> 00:05:38.000
95
00:05:38.040 --> 00:05:41.040
96
00:05:41.040 --> 00:05:43.720
97
00:05:43.839 --> 00:05:46.879
98
00:05:46.959 --> 00:05:49.879
99
00:05:49.959 --> 00:05:54.000
100
00:05:54.160 --> 00:05:57.839
101
00:05:57.920 --> 00:06:01.319
102
00:06:01.600 --> 00:06:04.199
103
00:06:04.240 --> 00:06:08.079
104
00:06:08.120 --> 00:06:12.839
105
00:06:12.920 --> 00:06:15.920
106
00:06:16.120 --> 00:06:19.600
107
00:06:20.160 --> 00:06:25.120
108
00:06:25.399 --> 00:06:27.240
109
00:06:27.399 --> 00:06:33.560
110
00:06:33.839 --> 00:06:38.319
111
00:06:38.360 --> 00:06:43.240
112
00:06:43.360 --> 00:06:47.600
113
00:06:47.800 --> 00:06:52.040
114
00:06:52.079 --> 00:06:57.240
115
00:06:57.560 --> 00:07:00.360
116
00:07:01.360 --> 00:07:04.079
117
00:07:04.240 --> 00:07:07.759
118
00:07:08.399 --> 00:07:12.680
119
00:07:12.759 --> 00:07:17.199
120
00:07:17.360 --> 00:07:21.680
121
00:07:21.800 --> 00:07:25.160
122
00:07:25.399 --> 00:07:27.839
123
00:07:27.879 --> 00:07:30.519
124
00:07:30.519 --> 00:07:32.920
125
00:07:32.959 --> 00:07:35.199
126
00:07:35.240 --> 00:07:38.680
127
00:07:38.759 --> 00:07:44.120
128
00:07:44.399 --> 00:07:49.319
129
00:07:49.360 --> 00:07:54.360
130
00:07:54.519 --> 00:07:59.480
131
00:07:59.560 --> 00:08:02.480
132
00:08:03.000 --> 00:08:06.040
133
00:08:06.040 --> 00:08:09.439
134
00:08:09.480 --> 00:08:11.000
135
00:08:11.040 --> 00:08:13.120
136
00:08:13.120 --> 00:08:15.279
137
00:08:15.759 --> 00:08:18.279
138
00:08:18.360 --> 00:08:20.560
139
00:08:20.800 --> 00:08:23.879
140
00:08:23.920 --> 00:08:28.839
141
00:08:29.040 --> 00:08:32.840
142
00:08:32.919 --> 00:08:35.919
143
00:08:35.960 --> 00:08:40.360
144
00:08:41.519 --> 00:08:45.159
145
00:08:45.200 --> 00:08:50.440
146
00:08:50.480 --> 00:08:54.879
147
00:08:54.919 --> 00:08:57.080
148
00:08:57.080 --> 00:08:58.799
149
00:08:58.799 --> 00:09:01.360
150
00:09:01.799 --> 00:09:05.039
151
00:09:05.080 --> 00:09:08.080
152
00:09:08.360 --> 00:09:12.480
153
00:09:12.519 --> 00:09:16.279
154
00:09:16.679 --> 00:09:20.399
155
00:09:20.440 --> 00:09:23.320
156
00:09:23.879 --> 00:09:28.480
157
00:09:28.519 --> 00:09:31.600
158
00:09:31.679 --> 00:09:34.120
159
00:09:34.120 --> 00:09:36.320
160
00:09:36.360 --> 00:09:39.759
161
00:09:39.799 --> 00:09:43.480
162
00:09:43.759 --> 00:09:46.759
163
00:09:46.840 --> 00:09:50.519
164
00:09:50.559 --> 00:09:52.679
165
00:09:53.240 --> 00:09:56.200
166
00:09:56.240 --> 00:09:58.559
167
00:09:58.879 --> 00:10:01.120
168
00:10:01.200 --> 00:10:04.360
169
00:10:04.399 --> 00:10:07.919
170
00:10:07.960 --> 00:10:10.440
171
00:10:11.639 --> 00:10:14.000
172
00:10:14.039 --> 00:10:14.679
173
00:10:15.440 --> 00:10:20.559
174
00:10:20.600 --> 00:10:23.639
175
00:10:24.440 --> 00:10:28.600
176
00:10:28.679 --> 00:10:31.600
177
00:10:31.600 --> 00:10:35.440
178
00:10:35.519 --> 00:10:38.720
179
00:10:38.720 --> 00:10:41.720
180
00:10:41.799 --> 00:10:44.440
181
00:10:44.720 --> 00:10:48.159
182
00:10:48.399 --> 00:10:52.480
183
00:10:52.559 --> 00:10:56.720
184
00:10:56.759 --> 00:10:59.799
185
00:11:00.399 --> 00:11:04.679
186
00:11:04.720 --> 00:11:06.279
187
00:11:06.320 --> 00:11:08.399
188
00:11:09.159 --> 00:11:12.639
189
00:11:13.039 --> 00:11:19.080
190
00:11:20.519 --> 00:11:26.039
191
00:11:26.279 --> 00:11:30.440
192
00:11:30.480 --> 00:11:33.559
193
00:11:33.960 --> 00:11:37.039
194
00:11:37.080 --> 00:11:39.600
195
00:11:39.600 --> 00:11:41.799
196
00:11:41.799 --> 00:11:45.120
197
00:11:45.200 --> 00:11:49.679
198
00:11:49.720 --> 00:11:52.519
199
00:11:52.600 --> 00:11:55.679
200
00:11:55.879 --> 00:11:59.159
201
00:11:59.320 --> 00:12:02.200
202
00:12:02.240 --> 00:12:05.039
203
00:12:05.519 --> 00:12:08.879
204
00:12:09.279 --> 00:12:14.279
205
00:12:14.639 --> 00:12:19.240
206
00:12:19.360 --> 00:12:22.519
207
00:12:22.559 --> 00:12:25.799
208
00:12:26.039 --> 00:12:29.000
209
00:12:29.120 --> 00:12:32.440
210
00:12:33.080 --> 00:12:34.960
211
00:12:34.960 --> 00:12:38.279
212
00:12:38.320 --> 00:12:41.200
213
00:12:41.240 --> 00:12:44.759
214
00:12:44.960 --> 00:12:49.480
215
00:12:49.519 --> 00:12:53.480
216
00:12:53.519 --> 00:12:57.080
217
00:12:57.559 --> 00:13:01.519
218
00:13:01.559 --> 00:13:05.240
219
00:13:05.320 --> 00:13:07.679
220
00:13:07.799 --> 00:13:10.799
221
00:13:11.120 --> 00:13:13.440
222
00:13:13.480 --> 00:13:15.759
223
00:13:15.919 --> 00:13:18.720
224
00:13:18.720 --> 00:13:20.519
225
00:13:20.720 --> 00:13:20.799
226
00:13:20.879 --> 00:13:24.279
227
00:13:24.519 --> 00:13:28.080
228
00:13:28.120 --> 00:13:32.279
229
00:13:32.320 --> 00:13:36.080
230
00:13:36.159 --> 00:13:40.559
231
00:13:40.600 --> 00:13:43.200
232
00:13:43.240 --> 00:13:49.000
233
00:13:50.279 --> 00:13:52.080
234
00:13:52.159 --> 00:13:55.919
235
00:13:56.200 --> 00:13:58.879
236
00:13:59.240 --> 00:14:03.240
237
00:14:03.360 --> 00:14:04.679
238
00:14:05.039 --> 00:14:10.120