The North American Alliance of Business Brokers Scott Radin, Founder & Owner & Trainer Visit our Online Prospectus Area at www.naabb.biz/naabb Toll Free (877) 841 2910 * Text 716 472 2684 Covering 138 Cities Across 41 USA states Set Up Interview at www.naabb.biz/territoryinterview Q & A Interview With Scott Radin at www.naabb.biz/faq NAABB Territory Owner USA & Canada Business Broker Prospectus & Summary This prospectus applies to new territories and existing territories being resold. The North American Alliance of Business Brokers provides an independent business broker career that combines the branding of an established national company without the high fees, net worth requirements and complicated requirements as found with a franchise. We also have sales agent opportunities working for our broker owners. By following our systems and processes, you will make $200,000 or more per year. And unlike other business brokers who sell businesses like a real estate clearinghouse, we broker businesses by representing business sellers from buyer qualification to closing. And our brokers have a revenue generating service for every business seller lead generated from our proprietary marketing system. A real estate license is only needed in CA FL MN ON MN. NAABB Opportunity Overview 1. Three Day Live 1 on training with owner Scott Radin 2. Exclusive Marketing & Licensing Rights to your territory by area code (s) 3. Business Seller Marketing System that requires NO cold calling and NO door to door sales 4. Business Buyer Marketing System utilizing over 200 businesses for sale networks 5. Complete Support System from email, phone and text support to a dedicated support site 6. Your Own Dedicated web site like that found at www.thompsonbusinessgroup.com 7. Branding Your Name by being associated with the industry leader in business brokering 8. Diversified Seller and Buyer Services allowing you to generate immediate income 9. Flexible Scheduling that allows you to work this career around other obligations 10. Your first 20 business seller leads GUARANTEED This prospectus is NOT for sales agents return to www.naabb.biz/naabb and find the agents page.
Welcome to the North American Alliance of Business Brokers Career Opportunity! Prospectus Table of Contents I. About NAABB Owner Scott Radin and Our Philosophy...2 II. III. IV. The NAABB Difference...4 NAABB Broker s Eight Services They Offer...4 NAABB Career and Income Potential...5 V. NAABB Training Outline...6 VI. VII. VIII. IX. NAABB Support Outline...10 NAABB Business Seller Marketing Systems.12 NAABB Business Buyer Marketing Systems.12 NAABB Territory Fee (with financing options)...12 X. NAABB Royalties.....13 XI. NAABB Interview Process to Get Started....14 I. NAABB and Owner Scott Radin and A.S. Radin & Associates The North American Alliance of Business Brokers (NAABB) is North America's largest network of independent business brokers currently covering 138 cities across 41 states. NAABB was formed in 2011 by A.S. Radin & Associates owner Scott Radin as the culmination of both 10 years business broker practice and national business broker training. Since 2001, Scott has been a successful broker in Western New York and he developed a previous business broker network that not only laid the groundwork for NAABB but was also featured in Trump University's book Entrepreneurship 101. NAABB has forged their own niche in the industry by balking at the traditional business broker practices by focusing on quality representation instead of the traditional listing DEFENDER OF ONLINE SLANDER As the victim of one of the most vicious and anonymous online slander attempts between 2009 2011 still found to this day, Scott Radin now dedicates his own time and resources to helping the unfortunate victims of similar online slander by providing expert guidance without having to pay tens of thousands to reputation repair companies. His UnderDog service ( www.udog.net ) shares his story with his web site visitors and encourages other victims to reach out for help all as a free service. BUSINESS BROKER EXPERIENCE From 2000 to 2009, Scott Radin owned the largest business brokerage firm in the Buffalo NY market and second largest in all of Western New York. His brokerage name A.S. Radin & Associates remains a powerful name in the business broker industry by providing and managing a myriad of business broker support services including NAABB. Scott Radin has since turned his focus to the North American landscape and currently has an independent NAABB
Territory Owner covering all of Western New York. ABOUT SCOTT RADIN THE PERSON Scott Radin currently lives with his wife Anna in Orchard Park NY. He has three daughters, the oldest Sarah graduated Niagara University (Niagara Falls NY) and currently works at Disney World while his two younger daughters Samantha and Megan attend and play softball at the Rochester Institute of Technology (Rochester NY) and John Carroll University (Cleveland OH) respectively. Scott coached travel softball for 10 years before retiring at the end of the 2014 season and his 14U team finished 5th at the NSA nationals in 2011. Many of the players that he coached have gone on to play D I, D II or D III softball in the NCAA. Scott now focuses his time on developing the NAABB brand and reach through his proprietary 1 on 1 training program. Our NAABB Business Broker s Philosophy Confidentiality is Priority #1. Our 1 on 1 philosophy is a unique systematic approach to selling a business. The business owner becomes an integral part of the process because who knows their business better than them? We act as their business agent with the business owner as the star meaning we represent their interests allowing them to present their business. And before we introduce any qualified buyer to the business owner, we will have fully coached them in the process including EVERY conceivable question a business buyer will have for them. And we will be with them in every meeting. Normal business brokers list as many businesses as they can (sometimes with a retainer or listing fee) hoping a few of them sell. We believe in an individualized 1 on 1 approach with our business seller clients. We DO NOT "list businesses" hoping a few of them sell rather we only work with a selective number of quality businesses that we know that we can sell. While we consider ourselves business brokers we do more from a valuation to coaching to complete support. AND we get paid on the contingency of closing on our businesses for sale. We get paid on success NOT via some misguided up front fee! We coach the business owners. We start by completing our comprehensive Business Market Valuation then if we both agree to our valuation then we will list the business. The FIRST thing we will do is spend a couple of hours with them TOTALLY preparing them for everything that they will encounter in the process INCLUDING every conceivable question a business buyer will have for them. Then we partner with them by attending every meeting with buyers, working due diligence with the buyers then securing the offers. Last we manage all contingencies thereby getting them through to the closing. And we don't wait for offers to come in rather we solicit offers from the qualified buyers! We have completed comprehensive training that prepares us for all facets of selling or valuing a business. We understand the utmost importance of confidentiality and live by the fact that confidentiality begins the moment that you contact us. We also understand the necessity of qualifying buyers and realize that a business will not sell to an "unqualified" buyer. We are not "door to door" salespeople rather we believe in communication and an educational approach to identifying and helping you achieve your objectives. We are not pushy and will NEVER try to convince you of anything. Our first philosophy is "full disclosure" and we will fully disclose to you our services BEFORE any agreement has been signed and we will not mislead or deceive you because the only way that we get paid is when you do at closing so we practice the industry's top ethical procedures to get you there.
Our second philosophy is to provide professional Business Market Valuations to every business owner looking to sell so we can all understand the actual value of the business before signing an agreement. This Business Market Valuation will ONLY account for sales and cash flow that we can prove to business buyers. Our third and most important philosophy is to allow our good service to dictate our commissions. We are taught to provide services as represented and that our commissions will follow. There are too many unethical and greedy brokers out there and we are not one of them. We do not "lead the horse to water" rather we bring the water to the horse. II. The NAABB Difference Most business brokers operate like a real estate clearinghouse by taking as many listings as they can with hope a few of them sell. In addition many may only partially protect confidentiality. At NAABB we don t list businesses rather we represent them. And we are selective on whom we represent. Furthermore, unlike other brokerages that just have a one service fits all model, we have five different services for business sellers depending on their situation and three more for business buyers. We are a one stop shop. III. NAABB s Eight Business Brokering Services. EVERY Lead Can Be Serviced. Our one stop shop has a service for every business seller situation from distressed to mid sized and everywhere in between. And we have business buyer services as well. The FIVE Business Seller Services A. Main Stream QUALITY Listings: These are our base businesses for sale that we represent and take as listings. Every NAABB broker has a goal to reach 12 15 quality listings ASAP. These businesses have an annual cash flow / profit that can be proven via tax returns of between $100,000 $1,000,000. On average 40% %50 will sell in the first nine months with an average commission of a little over $40,000 per sale. The main marketing tool is the Business Brokercast referenced later herein. B. Mid Sized Businesses: These are the high end privately held businesses with management running operations. These businesses require a specific technique to reach the business owner (s). This is a brand new system being launched in 2015. These businesses have an annual cash flow / profit that can be proven via tax returns of between $1,000,000 infinity. And it uses the large pool of mid size business buyers that NAABB has accumulated over the years. It just generated a 1.26 million commission in MS. C. Distressed Businesses: These are distressed businesses with less than $20,000 in annual cash flow / profit. This system uses a specific technique of recruiting turnkey business buyers with little investment funds. These businesses are marketed as $10,000 down with the balance (value of the assets) payable in installments. This system is designed as a quick sale in the first month as there is very little due diligence needed. Upon closing these businesses the $10,000 held in escrow becomes our broker s commission with the balance paid in installments to the former owner. D. Cash Businesses: These are businesses that do not have or have accurate tax returns. Very similar to C above, this system uses a specific technique of recruiting turnkey business buyers with little investment funds. These businesses are marketed as a BEST OFFER scenario with just $10,000 down with the balance
(negotiated between buyer and seller) payable in installments. And just like last above, this system is designed as a quick sale in the first month as there is very little due diligence needed. Upon closing these businesses the $10,000 held in escrow becomes our broker s commission with the balance paid in installments to the former owner. E. Limited Businesses: These are businesses that fall between distressed businesses and quality businesses (A & C above). These businesses generally have an annual cash flow / profit of between $20,000 $99,000. This is basically a slightly profitable owner operated business generating profit that is not self sustainable in itself for a new buyer. These are very difficult businesses to sell so we use a seller coaching system for these businesses. We teach the seller how to sell his or her own business in a confidential manner to qualified buyers. Basically we teach them to do it exactly as we do. It is a 5 6 hour boot camp you put them through and results in $1,200 upfront to do so. That s INSTANT INCOME and, if presented properly you should do 2 4 a month. There Are THREEE More Services That You Will Offer I. Business Market Valuations: We provide stand alone business market valuations to business owners OR business buyers to show them the market value of a business at any given time. The fee generally charged for this is $299 paid upfront to do so. And, as you will see in training, these valuations take a half hour or less to complete. Once again this is INSTANT INCOME and you should do a few of these a month. II. III. Business Buyer Representation: We brand ourselves to our buyer pool as well that we can represent business buyers on the buyer side on a business for sale listed by a third party broker. The buyer pays us $1,200 upfront and we will do a valuation, attend meetings and help in the offer process on behalf of the buyer. Again this is INSTANT INCOME and, if offered properly, you will do these sporadically at the beginning then more and more as your buyer pool grows. Business Buyer Brokering: This is much different than II above as this service is geared toward high end buyers with tens of millions looking to invest in a certain geographic area. These types of buyers hire you to become their rep in your area from finding the businesses to being their intermediary and closer. This service is not common but has a high reward if the right prospect enters your market. Due to the detailed nature of this service, you will work with NAABB on determining a retainer fee agreement and back end fee on a successful close. And again, while this service not common, the reward can be a half million or more in commission. FULL TRAINING IS PROVIDED ON ALL OF THE ABOVE IV. NAABB Business Broker Career and Income Potential A business broker as an integral part of a business being sold in that they act as an intermediary between the business seller and the business buyer while protecting confidentiality at all times. This is NOT real estate (though a real estate license is required in CA FL MN ON WI). A business broker sells the asset based value of a business and not the real estate. But most importantly a good business broker protects the confidentiality at all times. In this sense it is the opposite of real estate as real estate is a public listing whereas marketing a business for sale is done under strict confidentiality.
Business owners (sellers) need a business broker for 5 main reasons. ALL of these reasons begin and end in CONFIDENTIALITY. A properly trained business broker protects the confidentiality and integrity at all times. So what if a business for sale was made public? 1. Customers / clients would go elsewhere 2. Employees would look elsewhere 3. Suppliers / creditors might pull credit 4. Landlord might make life difficult if they knew 5. Competition would almost surely RUN WITH IT NAABB Broker Income Potential First thing that we want to convey is that this career is not a get rich quick opportunity. To become successful you must have a good work ethic, structure and ability to trust a system that has proven successful. You will be given manageable goals during training that, if attained, will allow you to make $200,000 or more per year. And, if you follow the system these numbers can be reached your first year. And as your business sales develop, we show you multiple ways to generate income your very first month and beyond. Income potential is based on the eight services referenced last above Quality Business (A above): Average is 6 8 sales per year at average of $40,000 per sale Low end is $240,000 to high end of $320,000 We can assist these buyers to get financing increasing your closing rate Mid Size Business (B above): Too early to forecast as we just launched this service First and only business under this service generated a 1.26 million dollar commission Distressed or Cash Business (C D above): Average 1 per month at $10,.000 commission $120,000 a year Limited Business (E above): Average 2 4 per month at $1,200 apiece Low end is $28,800 to high end of $57,600 If you just achieve the simple numbers above then you have already generated OVER $300,000 per year not even considering the valuation and buyer services. These are REAL NUMBERS as long as our system and processes are followed. And these numbers can be grown out with agents and managers. V. NAABB Training Outline Your 3 day live training seminar will be conducted by NAABB owner Scott Radin in individual 1 on 1 seminars in your home town. The training times generally run 10:00 AM 4:00 PM. All NAABB training expenses are included in the fee outlined elsewhere herein. Once you secure your first installment then you can secure your training dates. Times stated below vary based on participation and subjects and times are spread out based on experience.
NAABB THREE DAY TRAINING OUTLINE DAY 1 The Seller Overview & Getting Ready (10:00 10:30) Controlling the process Being Selective Understanding Emotions Setting listing goals Quality Listings Understanding Sellers (10:30 11:00) Who are the sellers and what are they looking to achieve? Understanding why they are looking to sell Feeling comfortable with them The 6 main reasons sellers sell Examples & More Finding Sellers (11:00 11:30) The proprietary Business BrokerCast marketing system The proprietary mid size business contact system Other Direct Marketing systems Other ways to generate seller leads Referrals & Networking (11:30 12:00) Associations & Organizations LinkedIn Other online media More *** 30 MINUTE BREAK *** The Seller Interview (12:30 1:00) Meeting The Seller and setting the meeting Gathering confidential information The three steps to the interview Touring the business Giving the presentation The Business Market Valuation (1:00 1:45) What Expenses Are Discretionary And Which Are Vital To The Business. Recasting The Financials
Determining Seller's Cash Flow SDC or SDCF What You Will Need To Get From Owner The Seller Checklists Determining An Asking Price Using it as a stand alone service The Listing Agreement (1:45 2:15) We completely review the Listing Agreement. This is the agreement where the seller hires you to sell his or her business. The entire agreement is covered in full with a complete review of every term in the agreement. *** 15 MINUTE BREAK *** The Seller Coaching Process part one beginning to closing (2:30 3:15) This is our proprietary process where we will coach the seller in the entire seller process from interview to closing. We will walk through them through every step. This process is designed to get our seller understanding the seller responsibilities and the steps to closing. We make it seem like the real thing! The Seller Coaching Process part two the buyer (3:15 4:00) Complete Review of the SIX Main industries What you need to know when meeting the owner in an industry Reviewing 25 30 of the most common buyer questions for you and seller Preparing the seller for the buyer questions Seller preparing you for buyer questions Questions & Answers DAY 2 The Buyer & Objections Understanding Buyers (10:00 10:45) Business buyer troubleshooting Learn as much as you can about your buyers True motivations to buying a business 3 Main buyer categories to understand a buyer's makeup 6 main buyer sub categories to determine method of presenting a listing Examples & More Finding Buyers (10:45 11:15) The online networks that we use to generate your leads Other networks that you can utilize Your buyer pipeline and keeping them updated The competition and how they relate to your buyer pool
The Buyer Interview (11:15 12:00) Meeting The Buyer Qualifying The Buyer The Confidentiality Documents Non Disclosure Agreement Determining Buyers Needs And Wants Determining Buyers Ability To Purchase Determining Buyers Credit Ability Rights And Wrongs In Dealing With Buyer *** 30 MINUTE BREAK *** The Buyer Process (12:30 1:15) This is our proprietary process where we will walk you through the entire buyer process from interview to offer. We will take a hypothetical buyer and walk the buyer through a specific business for sale listing until we've sold the business to this buyer. This process is designed for first time buyers and uses a very specific technique by moving the buyer through the 6 steps to offer. We make it seem like the real thing! A broker s success depends on how they apply the above process! The Purchase Agreement offer (1:15 1:45) We completely review the four different types of offers used and how the Asset Purchase agreement is the most commonly used agreement. This agreement serves as the official offer and sales contract. The entire agreement is covered in full with a complete review of every contingency in the agreement. *** 15 MINUTE BREAK *** Overcoming Buyer Objections (2:00 2:30) We will review the 20+ potential objections a buyer will have when buying then together overcome each and every one of them. Many are standard in any brokering environment and will be discussed by Scott Radin. Overcoming Seller Objections (2:30 3:00) We will develop the potential objections a buyer will have when buying a business then together overcome each and every one of them. Many are standard in any brokering environment and will be discussed by Scott Radin. Assume The Sale (3:00 4:00) Why be personable but specific Stay away from personal space Sticking to your guns Understanding the competition Questions & Answers
DAY 3 The Services & Dress Rehearsal The Mid Sized Business Service (10:00 10:30) The service that we can provide mid sized businesses The Distressed and Cash Business Services (10:30 11:00) The services that we can provide distressed businesses or cash businesses The Buyer Representation and Brokering Services (11:00 11:15) The services that we can provide business buyers Seller Practice Sessions (11:15 1:00) Role play and demonstration of various seller follow up situations Role play and demonstration of seller meeting & presentation Role play and demonstration of presenting an offer Review of seller process from Day One *** 30 MINUTE BREAK *** Buyer Practice Sessions (1:30 3:30) Role play and demonstration of buyer follow up Role play and demonstration of seller meeting & interview Role play and demonstration of presenting buyer a businesses for sale Review of buyer process from Day Two Getting Started (3:30 4:00) Review of your goals The next steps Q&A ***** END OF TRAINING ***** VI. NAABB Support Outline We provide you support on every situation other than us actually being there with you. Dedicated support site at www.businessbrokersupport.com for updates and continuing education Phone and text support to a dedicated number Email support Live support via live chat
The support is unlimited We will provide a complete web site management plan. This includes everything from the domain registration and hosting to getting it found online. Your web site contents Domain registration services Web site hosting services including email Web site marketing services getting the site found Business buyer and seller services and contact forms ONGOING TRAINING: Any current territory owner can attend as many of our 2015 periodic group seminars at no additional cost to them (other than travel). It is the perfect model to keep current and fresh. In addition, we will be putting together a formal Mentor Board that allows new territory owners to reach out to existing and successful territory owners as an additional support tool. Business Broker Agreements Folder includes... Business Listing Agreement Asset Purchase Agreement (offer) Letter of Intent (offer) Non Disclosure Agreement of Confidentiality Disclosure Notice Memo Record of Showing Buyer Qualification Forms Addendum to Contract Seller Interview Form Counter Offers Commission Agreement Pricing Sheets Much More Business Broker Sales & Marketing Templates Due to the proprietary nature of our NO COLD CALLING sales and marketing systems, we do not provide a list of documents in this folder. But we do provide you every template that you will need to achieve this system. VII. NAABB Business Seller Marketing Systems Introducing Business BrokerCast! This is our proprietary marketing system that sets us apart from everyone else. We have developed a proprietary automated telemarketing program called Business BrokerCast that has business sellers leaving you a message that they are interested in meeting with you. These are ALL HOT LEADS wanting to meet with you. All you have to do is call them back and schedule the meeting. NO COLD CALLING OR DOOR TO DOOR SALES Launch your brokerage with a bang. Here is how we use BrokerCast to expedite your launch
1. We use it to generate your first 20 seller leads guaranteed 2. You own the exclusive rights to it so use it as often as you like 3. NAABB runs all campaigns for you to achieve the best results WE GUARANTEE TO GENERATE YOU 20 BUSINESS SELLER LEADS When you are ready to launch we will generate you 20 business seller leads for you. Then run future campaigns for just $149 to 10,000 businesses that results in an average of 12 15 seller leads or more. In addition, we have a specific way that we reach the owners of mid sized businesses who would not normally answer their own business phone. We also have a complete database of these types of owners at our broker s discretion. This marketing will be discussed in training. We have numerous web sites that generate business buyer and seller leads for our brokers other than our main web site here. Each has its own purpose. Go ahead and click the links to learn more. Find NAABB Broker: www.naabbbusinessbrokers.com Larger Business Sales: www.pbbn.biz Manufacturing Brokers: www.manufacturingbrokers.biz Distressed Businesses For Sale: www.distressedbusinesssales.com Cash Businesses For Sale: www.cashbusinessesforsale.com Business Seller Coach: www.businesssellercoach.com VIII. NAABB Business Buyer Marketing System We generate virtually all of your business buyers via our 200+ networks. Through our support web site, our brokers submit their businesses for sale to us and we then post them across all of the relevant business broker and businesses for sale related networks. We cover the costs of all standard postings and now we will feature businesses for sale on a rotational basis on all of these networks as part of the territory fee paid. By featuring a business for sale, the broker on average gets 5x more business buyer leads than regular postings. IX. NAABB Fee and Cost Breakdown One on one training where NAABB owner Scott Radin comes to you for training. The aforementioned 3 day training is strictly your training and up to two others can attend with you at no additional fee as long as they are working your territory with you. Training is done in a hotel suite near your closest metro airport. This is the program that all current NAABB territory owners before you have completed. We provide between three to four available training slots each month for this program and these dates can be seen on our training calendar at www.naabb.biz/trainingcalendar. Territory Owner Fee: $7,000 (100% financing available for those who qualify) This fee can be divided into two installments of $3,500 each with the first half due to secure your territory rights and individual training week for on on one training. This second installment can be paid any time within 60 days after training to launch your brokerage. Once this second installment is paid we initiate your support systems, marketing system, web site and guaranteed leads. Note that for Hawaii there is an additional travel fee of $1,500 to offset the much higher travel expenses to travel to any of the Hawaiian Islands.
The first installment must be paid prior to securing training dates and are based on availability. We offer a 100% financing option for those with credit 640 or above an available credit reserves. How NAABB Territory Owner Fee is applied Covers NAABB travel expenses including travel, lodging and incidentals Covers NAABB training prep, expenses and materials Covers NAABB set up and maintenance fees like web site etc Covers NAABB initial marketing costs to license and launch a new broker Covers NAABB miscellaneous marketing costs to launch new broker Covers NAABB support systems and ongoing training Covers NAABB branding rights Covers NAABB compensation for exclusive rights to your territory COMPARE TO FRANCHISES Business broker franchises charge between $17,000 to well over $100,000 depending on territory size none of which are as large as those offered by NAABB. Business broker franchises require strict net worth and credit requirements that cannot be met by most looking into this career. Business broker franchises generally teach the way to success is to hire agents and have them cold call while we have a proprietary marketing system that has all leads contacting you you will never cold call. COMPARE TO WORKING AS A BROKER AGENT Business broker agents may or may not have some type of investment and they are left largely on their own to develop leads. The processes they use to find leads are they give you the Yellow Pages and have you dial for dollars. While a small percentage may succeed the vast majority do not. And the commission splits (royalties) are generally 25% 50% at most depending on the situation. Our territory owners keep 90% of their commissions other than in TX or TN where they keep 80% of their commissions (see below). X. NAABB Royalties A 10% royalty on all commissions and fees earned. That s a 10/10 split in favor of the broker territory owner for all territories except in Texas. This royalty may be slightly higher than those charged by business broker franchises however our start up fee is $10,000 + less and we do not require any net worth or collateral. Not to mention our proprietary NO COLD CALLING marketing system and exclusive rights by area code (s) not zip codes. For Texas Prospectus & Summary go to www.naabb.biz/naabbtexas.
XI. GET STARTED BELOW WITH THE INTERVIEW PROCESS Training Availability is Limited see calendar at www.naabb.biz/trainingcalendar NOW take the next step and set up your NAABB Territory Interview to see if we are a good fit for each other. We recognize the fact that you are interviewing us as well. AND we now have a 100% financing option available for those without the investment. We will provide the financing information after we complete the interview process below to determine if you are a good fit for NAABB.. Please DO NOT cold call us or send blind resumes. For general questions please email owner Scott Radin at scott@naabb.biz with your questions AFTER you have reviewed this prospectus. Schedule NAABB Interview at www.naabb.biz/territoryinterview XII. DISCLAIMERS & REFERENCE This is not a franchise offering or opportunity nor governed by franchise laws. As the territory owner, you will be responsible for all duties as a business broker including understanding your local and state laws, collecting, holding and dispersing all deposits. You will be working as an independent broker with exclusive rights to a territory. NAABB reserves to turn down any prospect for any reason without explanation based on opinions of owner Scott Radin and/or the NAABB Advisory Board. Any financial investment paid to become a territory owner is nonrefundable except as governed by the leads guarantee outlined herein and on the exclusive territory agreement. Schedule NAABB Interview at www.naabb.biz/territoryinterview