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Foreword | |
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Preface | |
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Acknowledgements | |
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A Very Special Club | |
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More Than Just Passing Through | |
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Positive Rate of Climb: Getting Your Career Off the Ground | |
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The CFI's Role in Recruiting New Students | |
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Recruiting Students Will Help You Land a CFI Job | |
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Recruiting Students Will Make You Busy--Sooner | |
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The Right Flight Students Will Advance Your Career | |
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With More Students You Can Be Selective | |
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Types of Instructing Positions | |
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Contract Ab Initio Programs | |
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University Flight Programs and Large Private Flight Schools | |
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FBOs and Smaller Private Flight Schools | |
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Choosing the Right Flight School to Work For | |
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On Your Own: Independent Flight Instructors | |
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Where do New Students Come From? | |
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Types of Flight Students | |
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Aspiring Professional Pilots | |
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Business Fliers | |
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Pleasure Pilots | |
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Where and How to Meet Prospective Flight Students | |
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Networking Activities | |
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Work the Aviation Events | |
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Volunteer for Community Service and Charities | |
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Your Role As Teacher | |
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Offer Learn-to-Fly Seminars | |
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Teach Aviation Ground Schools | |
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Community College Courses | |
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Meet Prospects at Work | |
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Wear Your Profession On Your Sleeve | |
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Promotional Paperwork: Tools of the Trade | |
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Business Cards | |
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Brochures and Other Promotional Materials | |
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Go Public | |
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Solicit Media Coverage | |
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Make Yourself Available for Speaking Engagements | |
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Start or Support Local Aviation Clubs | |
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Advertise | |
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Newspaper Classifieds | |
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Gift Certificates and Learn-to-Fly Packages | |
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Organization Newsletters and Bulletin Boards | |
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Telephone Book Ads | |
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Direct Mail | |
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Broadcast Media | |
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Putting It All Together | |
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Converting Prospects into Flight Students | |
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How Do You Know When You've Met a Serious Prospect? | |
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Can They Afford to Take Lessons? | |
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How Strong is Their Desire to Fly? | |
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Are They Ready to Start? | |
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Addressing Your Prospects' Concerns--and Their Families' | |
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How Much Does It Cost To Fly? | |
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Am I Too Old to Become a Pilot? | |
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But I Wear Glasses... | |
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Is it Safe? | |
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Family Fears | |
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Keeping Them Hot When They're Not Ready to Start | |
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Set Up a Filing System | |
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Keeping In Touch By Mail | |
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Holiday Cards | |
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Magazine Articles | |
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Postcards and Greeting Cards | |
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Newsletters | |
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Getting Attention With Your Mail | |
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Personal Contact | |
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Take Prospects Flying | |
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Sharing the Adventure: That All-Important Introductory Lesson | |
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Anatomy of a "Typical" Intro Flight | |
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Your Prospects Want To Be Pilots, Not Students! | |
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Objectives of the Introductory Flight | |
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Adventure--"It Was Fun!" | |
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I'm Already Well On My Way to Becoming a Pilot! | |
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I Flew the Plane (Here's Proof!) | |
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This Is a Great Place to Learn to Fly | |
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Planes are Cool, and I Want to Fly Them! | |
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Make the Introductory Flight a Success | |
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Let's Fly! | |
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One School Redefines the Intro Flight | |
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Schedule the Next Lesson Before Your Prospect Departs | |
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A Professional and an Expert | |
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Professionalism and Recruiting | |
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An Expert in the Eyes of a Student | |
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Look Like a Professional | |
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Act Like a Professional | |
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The Words of a Professional | |
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Earning the Respect of Your Students | |
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Take the Judgments and Concerns of Your Students Seriously | |
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Don't Be Intimidated by Students Who "Know More Than You" | |
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Tricks of the Trade | |
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Encourage Independent Action While Maintaining Control | |
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Develop Judgment Along with Flying Skills | |
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The Role of the Big Picture | |
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Options: the Key to Defining Risks | |
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The Difference Between Regulations and Responsibility | |
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Instruct Beyond the Minimums: Have Fun Imparting Your Knowledge | |
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Trust 'em But Watch 'em | |
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The Art of Diagnosis | |
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Get Help When You Need It | |
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Symptoms of a Problem Student | |
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When You've Just Got to Give Up On Them | |
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Keeping Your Students Flying | |
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Cockpit Manner: Treat Your Students Like Fellow Professionals | |
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Proactive Instructing | |
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Tell Students Where They Are, How They're Doing, and What's Happening Next... Every Lesson! | |
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Put the Decisions in the Hands of Your Students | |
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Teach Your Students to Fly Like Professional Pilots | |
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Every Lesson Must be a Good Experience | |
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Build a Support Network | |
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Students Burn Out, Too! | |
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Follow Up Personally When a Lesson is Canceled or Left Unscheduled | |
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Reward Students for Finding Your Errors | |
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Priming Your Students to Pass the Test | |
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This Will Be On the Practical Test | |
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FAA Knowledge Exams | |
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Preparing for an Uneventful Practical Test | |
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Get to Know the Examiner | |
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Brief the Student About What to Expect | |
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A Good First Impression | |
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The Oral | |
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Flying the Airplane | |
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Post-flight Your Student's Checkride | |
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Combating Checkride-Itis | |
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Preparing CFIs for the Practical Test | |
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Getting Them Back for the Next Rating | |
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First and Foremost--Keep Those Former Students Flying! | |
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Continue to Be a Resource, Long After Your Student has Moved On | |
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Invite Former Students Along on Interesting Flights | |
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Connect Your Former Students So They'll Fly Together | |
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Keep in Touch with Your Former Students--They'll Call You for Lessons | |
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Offer Courses on Topics of Special Interest | |
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Organize Pleasure Flying Trips | |
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Train Students So Their Passengers Will Enjoy Flying | |
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Avoid Telling War Stories | |
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That Critical First Flight of a Newly Certificated Pilot | |
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Explain What to Expect in Advance | |
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Where to Fly on the First Flight | |
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Don't Make the First Flight Too Ambitious | |
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The Business of Flight Instructing | |
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Charging For Your Services | |
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Keep Your Receipts | |
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Comply With the Regulations | |
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Aviation Safety Reporting System | |
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Carry Adequate Insurance | |
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The Flight School--Framework for Success | |
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Laying the Groundwork | |
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First Impressions | |
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Customers Must Feel Welcome at Your Facility | |
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Condition of Your Aircraft | |
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Opportunity Starts With a Phone Call | |
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Customer Service: The Heart of Our Business | |
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Your CFIs as a Sales Force | |
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Enhancing Business Visibility Through Your Instructors | |
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Community Involvement | |
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Wonderful Business Cards: You've Got to Have Them | |
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Team Selling: Set 'em Up and Knock 'em Down | |
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Your Flight Training Customers as a Sales Force | |
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Student Retention: Perhaps Our Biggest Business Opportunity | |
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Why Students Quit | |
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Use Proactive Management to Retain Current Customers | |
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Something's Missing From Your Training Syllabus! | |
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Ongoing CFI Training Program | |
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Make That Weekly CFI Meeting a "Don't Miss It!" Event | |
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Stage Checks are Mandatory | |
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Every Flight School Needs a Ground School Policy | |
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One Flight School's Innovative Instruction Rules | |
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Keep Those Customers Flying | |
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Host Social Events | |
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Make Rental Planes Available | |
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Retain Customers Through Fun and Adventure | |
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Business and Professional Opportunities: Your Future as an Instructor | |
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Flight Training Business Opportunities | |
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Women and Minorities | |
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Young Pilot "Wannabes" | |
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Quick Completion Training Programs | |
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New Opportunities: Pilot Training Careers | |
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Airline Training Departments | |
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Flight Training Managers | |
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Simulator and Pilot Proficiency Companies | |
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International Opportunities | |
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Legacy of an Instructor: the Privilege and the Glory | |