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The only time I was ever asked for a kickback

Leave a Comment / Fundraising, High Schools, Personal experience, Respect, Sales and Marketing, Selling in the Schoolhouse, Work from Home /

I was working for the national fundraising company and in my first few years as a full-time product fundraiser. I spent most of my time calling on larger groups such as total elementary and middle schools, bands, choirs, leagues.

It was a time when you could still walk into an elementary school, go to the office and ask the secretary if you can see the principal — and have at least some chance that you might. No security cameras, buzzing in, showing id and such. 

It was almost always okay to leave product samples. I would often leave something in the office for the secretary because everyone knows secretaries know everything about what is going on and have the power to get you (or prevent you from) the decision-makers. When I had chocolates available, those were especially appreciated. Principals and group decision-makers would usually accept chocolate samples. 

Other gifts were sometimes problematic. There was a choir director I had worked with for several years. At the time, I was working with a prize vendor who offered novelty phones (land-line, of course). I especially liked the coke phone as a student/seller prize. But I wanted to give this director a piano phone and he wouldn’t accept it — until he was in his last year ready to retire. It wasn’t a matter of “buying” his business (the phone cost @$20) but of genuinely showing appreciation to a long-loyal customer. 

Samples and small gifts were one thing. This story is about something else. I am not including the name of the town, school corporation, school, or individual. I want to emphasize that school teachers, sponsors and administrators are overwhelmingly highly-ethical people with a real desire to help students.

This visit was at a medium-sized elementary school with a principal I had yet to meet. He invited me into his office, closed the door, and sat behind his desk. He was an older guy who appeared to have put in enough time to retire. 

I was immediately shocked when he started telling me how he hated children, hated his faculty and staff….and, well, everything about his job. As a former teacher, I was simultaneously uncomfortable and angry as he continued. But then it got worse.

After what was supposed to be ice-breaking information gathering prior to giving me details to include or address in my “sales presentation”, he asked me a bizarre question that caught me totally off guard;

“If I sign up to do a fundraiser with you, what is in it for me?”

He couldn’t be asking what I thought he was, and I didn’t want to assume, so I implemented my excellent sales training by asking questions.

“You mean what is in it for your school? [Immediately continuing]….your school should earn about $xxx which will help fund some of the needs you already mentioned.”

“Well, yes…..but what about ME? This is going to be a sizable sale with a good amount of commission for you and I want to know what you would provide me in appreciation.”

At that point, I started putting my materials away, stood up, thanked him for his time, and told him I couldn’t work with him. 

As I made my way to open the office door, he mentioned something about confidentiality, and when I glanced back his facial expression was something in between anger and fear. 

I never went back. 

The only time I was ever asked for a kickback Read More »

Rossini

High Schools, Music Department, Personal experience, Repost, Solo Prep, Teaching Music, Technology in the Classroom, Throw Back Thursday /

Clarinet soloA few years ago, probably the last time I played thru a top-tier piece, I was alone on the local hs stage using Smart-accompaniment on a laptop and audio recording via phone…. I was probably preparing to assign it as I had made cuts for solo festival limits. I did flub the final 38-note run up to that high Ab (couldn’t hold onto it)…. but the rest of the 7-pages went well and fast, phone audio microphone considered.

Anyway… I recently shared the online link for someone to listen for some of the things we’re working on … (scales, arpeggios, chromatics, articulation, ornaments, etc). Told the parental I was going to look for the music. FOUND IT, well Joan did. No, not going to assign (yet), but do intend to use it for the above-mentioned fundamentals.

Rossini Read More »

Students are not Starfish

1 Comment / Classroom Teacher, High Schools, Public Schools, Repost, Respect, Teaching, Uncategorized /

Starfish on the beachby John Gardner (via LinkedIn)

The starfish story (not my original) is about someone trying to make a difference and I think of it periodically when I find myself trying to balance that healthy, professional detachment from the lives of individual students with the reality and significance of those lives and my desire to make a difference by being more than “just” a classroom teacher.

Working with students is not a life or death proposition, of course, but some seem to get washed up on the beach. Here’s the story and 10 ways to make a difference. Those 10 ways represent my core beliefs in teaching and working with teens.

The man was out for a walk on the beach when he noticed a boy frantically picking things up and throwing them into the ocean. Curious, he approached the boy to discover that he was picking up starfish that had washed up on to the beach — and was throwing them back into the water.
“Son, what are you doing?” the man asked.
“The tide is going out and these starfish got left behind. I’m throwing them back into the water to save them.”
“But son, there are hundreds of miles of beach. You can’t possibly make a difference.”
As the boy picked up another starfish, he threw it into the water and then turned and said to the man,

“I made a difference to THAT one.”

———————————

Teen years can be trying times.  Parents may be fighting, separating, dating and remarrying, which means the teen now has to not only deal with a break up of a foundation in his/her life, but often now has to live in multiple households. Some have to adjust to step-siblings, job losses, financial struggles and more. Then, there are the complexities of school with seemingly unending pressures to perform, trying to get through the dating games, often without an anchor or example to follow. Influenced by increasingly negative social standards, or lack of standards….. teens can get caught in the rise and falling tides. Most learn how to negotiate life’s trying currents, but can turn the wrong way, make a miscalculation or poor decision — and find themselves high and dry on the beach…..and they need help. Not every student needs, wants or will accept a teacher’s help. Sometimes the teacher’s effort is both unappreciated and unsuccessful.

But try we must…because we CAN make a difference “to THAT one”.

Ten ways to make a difference:

  1. Be real. You can’t fake it with teens, they will see right through you. If you can’t be real, you should not be there. Please leave education.
  2. Be available. How easy is it for a teen to say to YOU, “Can I talk to you?”? What if it is not during class or immediately after school? In how many different ways are you available and do students know and understand that? Do they know if it is ok to email, call, text or instant message you? When a teen says they need to talk, somebody needs be available. Be that person. Consider your use of texting and social media.
  3. Be there. Yes, you’re “on duty” at school. What about when a student is in the hospital, at the funeral home, pitching in the softball/baseball game, getting baptized, being awarded Eagle Scout status, or when their garage-type band is playing at the coffee shop? Take your spouse or your kids and just be where you can when you can. They will notice.
  4. Trust them. If you want trust, you need to give some. I have a periodic discussion about trust, abusing it, losing it and the difficulty in earning it a second time. Read: “I WANT To Trust You“. Teens make mistakes and the trust area is one of those places where they can mess up. But help them learn. Take a reasonable chance. Yes, you’ll get burned some….but you will also empower leaders to rise up.
  5. Respect them. There is a good chance they will recognize and return it.
  6. Advocate for them. Of course you have students who are financially challenged and could benefit from music lessons, a better instrument, participation in a select ensemble or some other training. You won’t always succeed, but try to find funding to help. Call the employer to help him get that job. Write a letter to help her get that scholarship. Help them with college applications their parents can’t (or won’t).
  7. Listen, really listen. Teens typically think that people don’t listen. They think adults are quick to lecture, criticize and correct, but are slow to listen. You don’t always have to have the answer. Sometimes there isn’t an obvious answer. Sometimes listening is the answer, because in allowing them to share, you enable them to find their own answer. Unless they are sharing something illegal, dangerous, hear them out. Don’t argue. Don’t interrupt. Don’t pre-judge. And when you can, share your wisdom, experience, expertise and advice.
  8. Expect and Encourage Excellence. Students will complain when the load is heavy and the challenge is significant, but they know, even when they won’t admit, that achieving excellence requires work. They want to achieve and succeed. Being there for them doesn’t mean lowering your standards. Make them stretch. They’ll appreciate you eventually, even if not today.
  9. Don’t assume. A question I ask often is, “You okay?” Simple question….and sometimes they shrug it off, but there have been many times for me that this gives them the opening to ask for help.
  10. Don’t give up. It can be difficult, disappointing and even deflating when teens mess up. Don’t give up on them. That’s what the rest of society wants to do sometimes…. They will be disappointed that they disappointed you, but your unconditional support (not approving what they do) is vitally important to them.

Students are not Starfish Read More »

Relative Pitch is not Perfect

Leave a Comment / Classroom Teacher, College Prep, Music Department, Personal experience, Public Schools, Teaching /

Perfect pitch means you can hear a tone or multiple tones and identify them. There was a girl in undergrad music theory class at UK who had perfect pitch. She described it as painful if a vocal ensemble was to lose pitch, i.e. go flat/sharp. 

Another person I worked with professionally was a local band director wife. We could use her as a tuner, because she not only knew the pitch, but whether you were ever so slightly off. We would bring her in periodically to critique and the students always enjoyed trying to “trip her up”. But perfect means perfect and they never could. 

In one rehearsal, without a score in front of her, she made a comment like, “The Bb7 chord at letter E is both wrong and out of tune. The altos have the ‘D’ (your ‘B’) and one of you is playing a Bb and another of you is playing the right note, but quite sharply.” We checked. She was perfect.

I do not have perfect pitch, but good “relative” pitch. It serves me well in two general ways. First, as a clarinetist, I can usually “hear” the pitch before I play it and so can come in on the right note/partial and on pitch. Especially when listening to a clarinet, I can usually tell you the note, but more because I know the different timbres of notes. An open ‘G’ sounds different than a ‘Bb’, for example.

It also serves me well in rehearsals as I have keen “hearing eyes”. I can tell if what I’m hearing is what I’m looking at in the music score. I established that when I would say, “Someone is missing [specific note]. If you don’t fix it, I will find you”, they knew I could, so sometimes, when I stop the music, look down at the score (to figure out what I heard and where it might be coming from) and focus my attention toward a section of the group I might find someone with his/her hand already raised to confess, “It was me”. 

During a grad class, I had to stay after class one day because I was doing something the professor said I shouldn’t have been able to do and he wanted to find out how I was “cheating”. 

His researched position was that you could only retain and re-sound about 8-11 random tones. To make his point, he emphasized why phone numbers are broken down; 260-786-6554 vs 2607866554 or that credit card numbers are “batched” in 4’s because we can’t remember 16. 

Then for practical proof, he started playing series of tones. We were to sing them back and drop out when we missed. Not unlike a spelling bee, by the time he got to 12-13 tones, there were only two of us left. The other person dropped out and the professor, in a frustrated tone, asked me how I was “cheating”. 

Working 1-1 after class, he noticed (I didn’t even know I was doing it) I was fingering my pencil. His conclusion, and I had none better to offer, was that I was “hearing tones in clarinet” and then “playing them back”. 

What I did was not unique. I know of others who have trained their ears to hear specific pitches, such as an ‘open G’ on trumpet or a vocal “do” on ‘c’. 

Relative Pitch is not Perfect Read More »

11 Things Small Business and Fire Departments Should Have In Common

Leave a Comment / Classroom Teacher, High Schools, Music Department, Public Schools, Sales and Marketing, Small Business, Storytelling, Teaching, Teaching Music /

My dad was a 32-yr career firefighter, retiring as an Assistant Chief for a moderately sized, full-time department that had about 10 stations throughout the city. I recall a childhood time when my siblings and I were vising him at the firehouse. When the alarm sounded, he abruptly pointed to the wall, and said

“Stand right there ’til someone comes for you.”

Immediately, 10 doors (5 front, 5 rear) open, the intercom is announcing location and status, and people are hustling from every direction Twenty seconds later, the building is open, empty and quiet. One of the dispatchers invited us into his area while our mother scrambled to come pick us up.

As a small business owner, I believe some of my Dad’s Fire Department practices could help Small Business when it comes to putting out fires. Here are 11 things Small Business and Fire Departments should have in common.

Fire Departments

  • The Facility is well cared for. There are assignments (often seniority based) for sweeping/moping, washing/waxing, cooking, dishes, janitorial, supply maintenance, inventory and more. Rookies get the grunt jobs, but everybody has assignments and responsibilities with accountability.
  • Saving time is paramount.Vehicles are always facing the door for quick departure. Driver doors are left opened. Boots and pants are kept close to the truck (or the bed) and set for the firefighter to step into the boots and pull up the pants. Coats and helmets are on the truck to be added en route. When the bell rings, things happen and seconds count.
  • Equipment is organized and ready. Hoses have been carefully cleaned, inspected and rolled, and tools have been cleaned and stored so everyone knows where they are. Tire pressures, water levels and fuel have all been checked and readied. Efficient access is essential.
  • Skill sets are in place for lots of contingencies (types of fires, whether people are at risk, etc). Sometimes things don’t go the way they’re supposed to.
  • Practice, practice, practice. They practice driving through the streets (need to know every street, location of every fire hydrant), practice moving through smoke and fire, climb ladders, spray water, use the tools, lots of speed tests, inspections and homework. Ready to perform.
  • Group and Individual Goals plus Assignments are clearly defined, understood and bought into. There is no discussion about who gets to shoot the water cannon or hook up the hoses. They already know who is primary and secondary in hose control or who is going up the ladder first. Avoid unnecessary drama.
  • Coordination, Collaboration and Communication are essential. Control the traffic lights, mobilize police, roll the ambulance if needed or in doubt, notify the hospital and street departments, hold the trains, and get the business owner on the line. My dad always said, “We’ll be there in under 90 seconds”.
  • The Chain of Command is absolute. On a fire fun, the police are in support mode. Everyone has expertise and input, but primary is to trust and obey, for there’s no other way.
  • The only pic I have of my dad at a fire and he is there in street clothes. As the Asst off-duty Chief, he’s there getting his hands dirty.

    Firefighters know who they work for and will sacrifice to serve. When someone calls 911, firefighters will do what firefighters did on 9/11.

  • No firefighter is ever left behind.Period.
  • When the gig is over, get ready for the next one. The trip back to the firehouse can be exhausting, but some things can’t wait until tomorrow.

————————————————–

Small Business

  • The Facility is well cared for. What does your work area look like at the end of a day? Are there water bottles, messy desks, stacks of mail and reports? Unless you have a fantastic janitorial staff, make assignments. Delegate. What is your expectation for facility cleanliness and functionality?
  • Saving time is paramount. When it is time to start, is everything ready? Is there an agenda, task list or to-do list for the day?
  • Equipment is organized and ready. Desks are clean, waste baskets empty, floors swept, restrooms supplied, light bulbs in, etc? When that important phone call comes in, you don’t want to have to spend time getting ready to handle it.
  • Skill sets are in place for contingencies. Have you cross trained employees so that you can still function if the secretary, receptionist or warehouse manager are out sick or otherwise unavailable? Can you still answer phones, respond to emails, texts, faxes or social media messages, know where to find records when needed to answer a customer call or complaint, load or unload the truck and know where to place or retrieve product?
  • Practice, practice, practice. Schools have monthly fire drills even though there hasn’t been a school fire-related death in over 60 years. They also practice tornado drills and, increasingly, active shooter drills. Hopefully they never encounter any of those, but if they do — they have a better chance survival because they practiced. Having a list of procedures or contingencies is good, but nothing is better than practice. Practice your cross-trained assignments.
  • Are Group and Individual Goals plus Assignments clearly defined, understood and bought into? When a fire fighter makes a mistake on scene, someone can die. Business is not usually life and death, but do your order fulfillment personnel understand what happens when they make mistakes?

One of the most effective practices I put into place was to bring in a salesperson to talk to our order fulfillment crew and explain to them what happens to his customer, his income and even their jobs when orders go out with too many errors.

  • Coordination, Collaboration and Communication are essential. You have administration, management, office and warehouse staff….do all the appropriate people know what you are doing? Do you?
  • The Chain of Command is absolute. Everybody needs to be on the same team, but there can only be one coach. Encourage and welcome input, but make sure the team understands that once a decision happens, debate ends and action begins.
  • Employees know who they work for and will sacrifice to serve. If they won’t go above and beyond for you, then you have a different problem. Strive to instill pride and earn loyalty.
  • No customer is ever left behind. Period.
  • When the gig is over, get ready for the next one.

Meticulously planning and preparing for, and then efficiently and effectively fighting “fires” is something both fire fighters and small business owners should be good at. Business should be ready, but not always “putting out fires”.

The purpose of THIS post is to encourage you to be READY and SET so that when the alarm rings, you are prepared to GO!

Thanks for reading,
JohnGardner@VirtualMusicOffice.com

I wrote a tribute to my Dad, the firefighter, and included description and picture from the worst fire he ever fought…. the Beverly Hills Supper Club fire of 1977 that took the lives of 165 people, including my high school clarinet teacher. I also talk about his Fire Chief experience with accusations and responses to sexism and racism. Read more…. 

 

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5 Considerations to Making a leap of Faith

Leave a Comment / Classroom Teacher, High Schools, Marching Band, Music Department, Music Performance, Repost, Respect, Teaching, Teaching Music /

Leap of faithby John Gardner

This graphic illustrates a scenario we all face, individually, in business, in school as well as in music ensembles. Most of us, at least once, have been to the edge, looked down, looked across and pondered the possibilities. It is easy to say you want to get better, but how do you make that leap to the other side?

Realize that not everyone WANTS to get to the other side.

Many are satisfied with the way things are, represented by this marching band member attitude:

I am okay where I am. I am not last chair, I can play my part reasonably well, I can pass the playing test. I see those people on the other side…..so much pressure, so much work, and for what? Band is a good social group. It is a good place to find a date, to make friends, to feel connected. I enjoy the bus rides, the longer the better. The band parent provided food at competitions is good and I like the freedom during the down time to hang with my friends and watch some other bands.

You are, after all, standing on solid ground. It is safe where you are. You KNOW where you are and are in your comfort zone. You look over the edge and see danger. You could fall, you could fail. You could get hurt.

WANT it….with everything that is within you.

You hear the musician who plays the more difficult solo or watch the marching band put on a crowd cheering performance. You see the elation at the award ceremony and YOU WANT THAT.

In “The Return of the Jedi”, as Luke Skywalker finally stands before his ultimate enemy, the Emperor says to the young Jedi who is viewing and considering his weapon,

You want this, don’t you?

Know that small, safe, baby steps won’t make it.

If you stand on the edge, look down and take a step, you will fall. The gap is wider than that and will require a running start LEAP.

Practice and Prepare to Perform!

Olympians don’t just show up at the games. Basketball players spend hours behind the scenes practicing boring free throws and doing exhausting repetitive fundamentals up and down the floor. The ice skater doesn’t decide at the start of the performance that a quad would be a good idea.

There is no short cut to success. You must be willing to pay the price.

The ice skater going for the quad is literally a “leap of faith”. There is never a guarantee of success, but repetitive practice, falling down, getting hurt, figuring out what went wrong and working harder to get better…..are necessary ingredients to establish confidence and competence to make the jump. A phrase I have used in rehearsals,

Like the ice skater who misses the quad, missing notes (steps, sets) in performance can hurt.

A good cartoon by Tone Deaf Comics illustrates part of this idea.

One more time

Commit to go….and then GO!

No more standing at the edge. No more looking down. No more considering the consequences of failure. Back up, focus on the other side, set your mind and then RUN hard at the edge. When the Israelites were crossing the river Jordan, the waters did not part until the priests feet touched the water, the point at which they demonstrated both faith and commitment (Joshua 3:14).

Once you commit to go, you have to “go all out”. Know where you’re going, practice and prepare, commit and go.

 

 

leap-of-faith-2

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Puppy Dogs and Clarinets

Leave a Comment / Classroom Teacher, College Prep, High Schools, Music Department, Personal experience, Public Schools, Sales and Marketing, Small Business, Teaching, Teaching Music /

By John Gardner

white labrador retriever puppy dogThere is a sales technique called the “Puppy Dog” close. It gets is name from the puppy dog at the pet shop scenario:

A mother and young child go into a pet store to buy a dog. They find one, but mamma says it is too expensive.

The wise sales clerk invites the mother and child to take the puppy home for the night….with the offer to bring it back the next day if they don’t think it is worth the price.

They will NOT likely bring the puppy back.

I fell for that sales close with a car once. My wife wasn’t with me when I stopped on the lot (intentional, so I had a way out of a pressure sales situation). The smart salesperson invited me to drive the car home to show her. SOLD!

Classic music Sax tenor saxophone and clarinet in blackI used the “Puppy Dog” approach with a clarinet student (I will call her Sally). The first time I heard her play was in a middle school concert. I didn’t know Sally, but I noticed her. It was 2-3 yrs later when I convinced her parents to let her study privately with me. She had incredible musicianship but was hindered by a mediocre instrument.

When I would ask about a step up instrument, she always responded about how busy her parents were. Knowing her father’s occupation, I knew PRICE was NOT the issue.

The music dealer let me borrow a top of the line clarinet for a day, with return privilege that I was not expecting to utilize.

I took the clarinet to Sally’s band rehearsal at the high school, instructing her to play it in the rehearsal and then to take it home that night to practice with at home and either return the clarinet or payment the next day. She handed me the check for payment in full.

Puppy Dogs and Clarinets Read More »

10 Tips for Business and Education Professionals

Leave a Comment / Band as a Business, Business strategies, Communication, Sales and Marketing, Small Business, Teaching, Virtual/Local Services /

Email inboxBy John Gardner

Social Media post 

“I’m fairly certain that you’re the only high school band director in this part of the state that actually responds to e-mails from the public.”

Response

Thanks. I try to respond to most emails quickly. Comes from decades in the BUSINESS world. No matter what business you are in, including the business of education, answering email is basic courtesy-101.

From a business perspective

As a business owner, I am generally responding to a variety of email

– VENDORS. (Educational equivalent = Administrators). You NEED vendors and their cooperation and quick responses can ensure that you continue to get the products, services and support needed. A vendor can cut you off (fire you) and force you to look elsewhere for an opportunity to generate income.

– CUSTOMERS. (Educational equivalent = Students/Parents). You NEED customers to survive in business. An unhappy customer takes his/her business elsewhere. A disgruntled student gossips or quits band. A Parent withdraws support, pulls the child out of the program or contacts an administrator to complain.

– BUSINESS OWNERS. (Educational equivalent = Band Directors). Sometimes businesses who compete can also collaborate. For example, in the fundraising business, I will respond to a request from a competitor who needs some brochures that the vendor is temporarily out of, but I have on hand. And then, when one of my vendors is backordered on a product, I will ask a competitor if I can purchase some of their stock. A Band Director should always respond quickly to another Band Director.

QUICK & EASY EMAIL TIPS

…

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10 Tips for Business and Education Professionals Read More »

How I use Google Voice for my Small Business

Leave a Comment / Consulting, How May I Serve YOU?, Internet web design and ecommerce, Managed hosting, Virtual Assistant, Virtual/Local Services /

By John Gardner

Phone Word CollageWhen I started my VirtualMusicOffice, I wanted a phone number other than my home or cell phone. I didn’t want to add a monthly phone bill. I wanted to screen calls and take calls on either my home phone or cell phone, and to know before I picked up that it was a business call. If I missed a call, I wanted a professional voice mail message for my caller and a way to have immediate access to the message from a variety of methods that would

Google Voice logo

not require listening to it on my phone. Because I conduct my business virtually anywhere, but including locally, I wanted a local phone number. From several options, including subscription and free, I selected Google Voice.

In the signup process, I was able to search for phone number options by area code and zip code. I wanted a local phone number and was able to get a prefix from a small town 5 miles away from Huntington. Some of the calls I get are because people recognize the prefix.

I set my account so that a call would ring simultaneously to both my home AND cell phone. Prior to answering the call, I can see that the Caller ID indicates it is a Virtual Music Office (VMO) call. Google Voice prompts the caller (option) to say his/her name, so the first thing I hear when I answer is,

“You have a call from…..”

…and then I can choose to take the call or not.

Voice Mail and messages. The caller hears the message I recorded for the VMO call — NOT the messages on my cell or phone phones. That’s a good thing.

Message notifications. I have my account for multiple notifications:

  1. …text to my phone that I have a message with a transcript. So I can SEE the message without having to listen to it. That is handy if I am in a meeting or somewhere phone use would be a distraction.
  2. …email to my Gmail address. From that email I can read and/or listen to the message. (Sometimes, especially if the caller fails to speak clearly, the transcription might contain nonsense word(s).
  3. …Google Voice account. From the list of messages I can edit the transcription to fix any nonsense words. From this list I can….
    • Call. The system calls your phone and then connects you to the caller, so they don’t see your home/cell number.
    • Text. Again, the text comes from your Voice (not your private) number.
    • Email.
    • Block caller.
    • …and more

=============

I’d like to be your Virtual Assistant. Check me out at VirtualMusicOffice.com/about

 

 

 

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My Philosophy of Education and why I interact with students the way I do

Leave a Comment / Classroom Teacher, High Schools, Personal experience, Storytelling, Teaching, Teaching Music /
Click the pic to get to the article.
Click the pic to get to the article.

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