How to arrive and
The state of play as an immigrant
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- The ways to find work in Australia
The state of play as an immigrantThe Australian labour market is very competitive. The rate at which people change jobs is lower than in countries such as America and Britain. How quickly you are able to find a suitable job depends on a number of factors:
With the last five points above you have much more influence over, so concentrate on doing those well and quickly. Having been given permission to migrate to Australia does not guarantee a job. Think of it instead as having been told that you are eligible to compete in the Australian labour market. Be prepared for a scenario of it taking some time to find work in Australia. It would be much easier for you (and your dependants) if you or your partner have work of some kind lined up waiting for you when you do arrive in Australia. INSIDER INFO: There is no security in employment - only in employability. Very few people are lucky enough to arrive in Australia and find their ideal job within a matter of days. It takes some perseverance, personal development, hard work and bit of luck to find your ideal job. Much of the perseverance should come from not having too many better options available to you. Just beware falling in to a comfort zone along the way. The personal development is necessary to educate yourself about your place in the Australian workforce and comes from a variety of experiences - good and bad. The hard work creates a good reputation for yourself, establishes industry contacts, attracts like-minded people and ultimately creates options for you. The good luck comes as a reward for the 3 aforementioned factors. Just think about your local economy. You don't often have foreigners arriving and taking all the best jobs a few days after arriving in your country. Neither does this happen in Australia. Only in a few specialised positions in a few industries (for example computing, healthcare and banking) in Australia does this happen. Don't count on this happening if you fall into the 3 industries mentioned earlier, but rather do your homework for your industry. Recruitment practise in Australia is still a relatively formal process. It follows broadly the cycle of the candidate applying in writing, the employer assessing CVs, interviewing some people, deciding on who to employ and then negotiating an agreement with the chosen candidate(s). For lower paid jobs the process is shorter and simpler. The more highly paid the job, the more time it takes and more steps are involved. Permanent positions are paid and quoted as an annual figure. Salaries are paid on a monthly basis. Contract or temporary positions are usually quoted on an hourly or daily basis. Such workers typically submit a timesheet, signed by the client, indicating the number of hours or days worked. They are then paid on a weekly basis if they submit a weekly timesheet. The ways to find work in AustraliaMany job opportunities in Australia are never advertised. It's estimated that about half of job vacancies are filled through an informal manner rather than being formally advertised. Often referred to as the "hidden job market", these jobs are usually accessed through networking or cold calling. These two techniques are among the most powerful and effective way of finding a job in Australia. Knowing how to plan and execute these two techniques will increase your confidence and ultimately results. Australians see nothing wrong with approaching employers directly to ask if any work is available. You can do this by telephone, letter or a personal visit. There is no harm in doing this if you have a particular employer in mind that you would like to work for. Networking is most common in filling positions with small and medium-sized employers. It’s cheaper for such employers to fill vacancies in this way. They also get people based on referral which comes with the perception that the person is better than average if another employee is willing to vouch for them. The more conventional ways to secure employment in Australia are by:
We will now review the above avenues in more detail, but in reverse order because they increase in complexity and potential reward as we’ll go along. Migrant Resource Centres Your nearest Migrant Resource Centre (MRC) or Migrant Service Agency (MSA) could provide advice on finding work locally. They know the local economy, big employers and the seasonality of local industries. Some of the larger centres also have specialist work placement officers to help immigrants find work. The sort of work that they could help you get won’t necessarily be the highest paying you’ll ever have, but it gets you working, puts some cash in the pocket and, very importantly, gets some Australian work experience for you. Centrelink offices Job seekers can use the free self-help facilities in Centrelink offices, which include telephones, photocopiers, fax machines, computers and daily newspapers. Normally the computers are near the entrance and are "touch-screen". You can search by city, type of work and professional expertise. These terminals are linked to some of the biggest employment agency's databases. You can then print out the results and call the relevant employer by telephone. You can also use other computers to print out your CV. All of this is free. Centrelink can also help to refer people for overseas skills recognition. There might also be noticeboards present advertising local positions available. Centrelink also offers access to ‘Job Network’ which is a network of private, community and government organisations contracted by the Australian government to help people find employment. Job Network can immediately help newly-arrived migrants, who are subject to the two-year waiting period, to find a job through ‘Job Matching’, and referrals for overseas skills recognition. See what Centrelink can offer you by visiting this online link: http://www.centrelink.gov.au/internet/internet.nsf/individuals/work_specialist_services.htm Job Network can be accessed now via: http://workplace.gov.au/workplace/jobnetwork Another government resource to help you find your feet in the workplace is: http://www.myfuture.edu.au Visiting areas where employers are Shop owners in Australia like to hire casual workers by simply placing a little advertisement board on public display. Very few white-collar jobs are to be found in this way, but certain types of roles such as hairdressers, fitness instructors and office administration are quickly filled in this fashion. If you need ready cash in a hurry, waiting jobs in restaurants are secured by being in the right place i.e. going to where the work is. Another approach is to have some business cards made with your name and contact details on it. These will serve a multitude of purposes. You can use these at recruitment agents when pursuing that route. But when waiting for the phone to ring, you can be out dropping them off at potential employers when cold-calling in your neighbourhood who might have a need for your services in the near future. The effort you make today won’t necessarily be rewarded as soon as you’d like, but you’ll be glad you did when you get a call from someone you bothered to give your card to. Nothing ventured – nothing gained. Getting that first job in Australia, no matter how little it pays or beneath your skill level it may be, is a great morale booster. It instils you with a sense of confidence when you might be feeling low. Having some Australian experience to show for your time spent in the country will be of great benefit. With time you’ll forget how you came by the job, but you will be glad for it. Newspapers and industry publications The time tested approach of finding employment by scouring through the classified columns of newspapers does still work. However, fewer roles are publicised in this manner each year. The advent of the Internet has somewhat changed the way in which jobs are advertised. However, it still makes economic sense to spend a little bit of money on newspapers and magazines if there is a chance that this small investment will pay for itself if it leads to your securing work. Saturday is the best day to look for jobs. Wednesday also is a day when certain newspapers carry more job listings. Some even have mid-week supplements. Such newspaper advertisements will usually give details of the manner in which applications will be dealt with. If you can’t afford to spend the money, a cheapskate way of getting to the same information without paying for it is to loiter in a newsagent shop armed with pen and paper. Another way would be to visit public libraries. In most cases you will be expected to apply for a job in writing. In your application you should keep in mind the details (as few as they may be) of a position and write your application specific to that position. Your application will usually require: -a covering letter indicating the position that you wish to apply for, while providing a brief outline of why you should be considered for the position which should based on your skills, experience and qualifications - a CV showing your personal details (name, address, phone numbers, email address etc), skills, previous jobs and experience, education and qualifications - copies of references from previous employers or details of how to contact them - copies of educational and trade certificates relevant to the position at hand. Most employers will usually receive many such written applications before deciding which applicants to interview. To improve your chances of being selected for interview, you should send as comprehensive an application as possible along with any relevant documents that help support your application. Your thoroughness (or lack of it) will be a reflection of you which tends to make all the difference. Like anywhere else in the world, being selected for an interview does not mean that you will get the job. A job interview is usually held at the employer's premises. Once all the applicants have been interviewed, it may be a few weeks before you are advised of the outcome of your interview. Never set your heart on one job opportunity in particular. Also never forget that, to increase your likelihood of getting work, you should apply for as many jobs as you can. Referees are very important and asked for upon application for jobs in Australia. You must present a letter from a person (people) or company (professional references, not personal) about your work quality and your character, punctuality, etc. Many employers will not consider your application if you don't have some reference letters or telephone numbers for checking. INSIDER INFO: Anecdotal evidence suggests that if the only contact method of applying for a job is that of a phone number, there is a 90% likelihood of the job being given to the first person who calls. How and Why Recruitment Agencies Exist There are essentially two types of recruitment agencies. Firstly there are placement agencies, which receive a fee from the employer for placing suitable people with them. Secondly there are labour hire agencies, which pay you directly and then provide your services to another company or organisation. Most of these agencies have websites which advertise the vacancies that they have on their books. You must register with many agencies to boost your chances of finding work. Only a small percentage of employers still have their own personnel or human resources departments these days in Australia. Employers rely instead on the services of recruitment agents as its more cost effective to do so in the long term. At least that is the prevailing outlook. Almost every industry has a few agencies specialising in that particular industry. Agencies are expected to be honest, ethical and professional to all parties that deal with them. There is no government body that oversees all agencies. Each industry has its own body or association that is voluntary for agencies to belong to. Agencies are expected to put up a bond to the body that regulates their industry. Belonging to such an association adds credibility to an agency. Expulsion from such an association is highly detrimental to an agency's business, as their clients will desert them. Misconduct by agencies or their agents usually results in some or all of the following happening: public embarrassment for the agency, a substantial fine or the firing of agents involved in a debacle, often with these agents being barred from practising in the industry. In practise, the reality is that agencies are a business and the typical agent will always favour the employer's needs (their customer) over the candidate's interests. It is hard to prove this is the case if you suspect that you have been short-changed, but experience will tell you when this has happened. The agent's highest priority is to keep his client happy. There will always be candidates coming and going, but keeping a client is much harder work for an agency. So it is nothing personal if you think an agent doesn't have your best interests at heart, but rather it is a case of business sense prevailing on their part. The agencies' role is essentially to find suitable people for their clients - never forget this. Some agencies deal with permanent placements only, others only deal with contract or temporary employees whilst some deal with both types. Agencies can be as small as only 1 agent or as large as a thousand agents. The size of an agency has little bearing on their suitability to your needs. People think that bigger is better, but all that happens is that you can become just another entry on a large database. By registering with smaller agencies you can become the only one of a kind on their smaller database. It is best to spread your CV around to a variety of sizes of agencies when looking for work. Agencies earn their income by receiving payment from their clients once they have successfully filled a position. For permanent positions, the agency gets either a commission (usually 10%) on the position's annual salary or a pre-negotiated flat fee. This is paid only once. Any monies paid to the agency are over and above what the successful candidate is remunerated. For contract or temporary positions it is usually a commission calculated on the candidates' cost for a particular timeframe. For shorter-term workers the commission structure varies greatly, starting at 10% and can be as high as 30%. Never should an agency take money from a worker's earnings as their clients pay them their income at all times. Only if you're working through an agency's payroll department will they deal with deductions of any kind, which should strictly be taxes they pay over to the taxman on your behalf. Agencies play a positive role for contract workers in a number of ways. Firstly, they act as a central point (or market) for jobs that most people would never come across on their own. People are thus given access to roles that develop the person and reward them financially. Agencies also bare financial risk in that they will pay a person weekly, but their client only pays them monthly or even later. The agency thus also aids a worker's cash flow. Agents themselves also change employers and often take the details of their best workers with them to their new agency. They will then introduce their favourite workers to their new clients, once again to the benefit of the worker. How to Approach Agencies Whether you're seeking permanent or contract work, you will almost inevitably have to deal with an agency at some stage. The vast majority of agents are friendly and professional people. You should have little hesitation in approaching an agency. It is free and you have nothing to lose except time. You register by phoning an agency and speaking to an agent. They will usually tell you whether you're speaking to the wrong agent or agency. They will almost always ask to see your CV as soon as possible. Most agencies in Australia are connected to the Internet and it is quickest to email your CV to them. You can of course fax it to them if you have to or even post it to them if need be. Email is the preferred method though. INSIDER INFO: Charging people to register with an agency is illegal. Avoid agents demanding payment. If they do say "sorry, no thanks", don't miss the opportunity to ask them who they think you should be talking to. If they say they're interested in placing you or something to that effect, they will most likely ask to meet you in person. This is part of what is known as the "screening" process. They have an obligation to make sure that the person they present to their client is the person you claim to be. Part of the screening process involves a discussion over your CV. This is to verify that you did the things you claim on your CV. For certain industries there may even be a test to gauge your skills and level of experience. They're also looking to see how well you communicate and may be assessing your grasp of the English language too. They also want to see how presentable you are, so make the effort to look your best at all times when meeting an agent. To some extent you are representing the agency when they send you along for an interview at a client of theirs. Most agents are very knowledgeable about the industries that they serve and are able to quickly assess a person's authenticity. Do not think that you can bamboozle an agent. Most of them have seen it all before and they will quickly delete your CV from their database, although assuring you otherwise. It is their little way of paying you back for wasting their time. They will have you think you've fooled them and now you just have to wait for them to find you a job. Meanwhile they have no intention of ever dealing with you again and you're the deluded one. So chancers beware - they're ready for you. Agents are trained to gauge whether your personality suits the industry they deal in. Don't be too surprised if, during your conversation with them, they become a little more aggressive in attitude or line of questioning. They may just want to see how you react to this. It is a test to see whether you're an easily excitable or argumentative person, which can lead to a nasty altercation in the workplace at their client's premises. Such unruly candidates are bad for everyone involved and places a strain on the agency's relationship with their client. Another item that every agency will want to see is the visa in your passport entitling you to work in Australia. They will photocopy this for their records. There are major penalties for agencies and employers who have a person working illegally through or with them. The fine involved amounts to several thousand Dollars per illegal person. Be sure to take your passport with when meeting an agent. At some stage during your visit to the agency they will ask you about your plans and aspirations. Be honest, bold and ambitious in your answers to this. They're looking to see how self motivated you are. Agents love go-getters and you will make it to the top of the agent's memory bank. Blushing wallflowers don't fill agents with hope and are quickly forgotten. What you want is for an agent to spend their time and resources on your behalf. You have to do this by having an outstanding CV, having a remarkable personality or both. They will not waste their time on a lost cause - this is business and their time is money. Another question that they will almost definitely ask is how much you expect to earn. This is to see whether you know your worth and how you handle the question. It is also a good question to determine how knowledgeable of the Australian market and how experienced in conduct as a professional person you are. Be reluctant to mention a figure when answering this question, as you will only end up pigeonholing yourself. It may be wise to be non-committal and firm, saying you will be open to negotiation when an offer is made after an interview. That way you don't sell yourself short, will not be taken advantage of, remain positive by expecting an interview, and put the pressure back on the agent to come up with something. Very rarely will they have a role immediately available to you anyway, so you don't lose anything. If they have a role they think you will be interested in, they will always contact you about it first which will include a discussion over the rate for the role. INSIDER INFO: It is unethical for an agency to submit your CV to anyone without your approval. It is a serious breach of industry association rules. The meeting will conclude with the agent giving you an opinion over your prospects. Accept whatever they say with a smile. If it is bad, don't take it to heart, but rather ask for constructive suggestions. Don't let anybody dissuade you from what you want to do! If this agent can't help you today, thank them for their time and honesty and go and find another agent who can help you. Deal with the constructive suggestions. Repeat process until employed. Accept no substitute for achievement. If they make pleasant positive utterances about your prospects, don't let it go to your head. Accept what they say with a smile. Listen to what they say they will do on your behalf, thank them for their time and efforts, and leave grateful for a positive experience. Contact another agency and go and have a positive chat with them too. Repeat process until employed. Accept no substitute for achievement. Whatever happens, your CV will be posted to the agency's database for all agents to view. If the visit to the agency turned out positively, the agent will tell you to phone them once a day or so. This is to let them know that you're still available, but also it is good for you to remind them that you exist. The cost of calls may add up after a while, but one day of employment should pay for them all. If you don't make the effort to call the agent regularly, they will assume you've got a job through someone else and will forget about you. How the Agencies may deal with You Do not expect to visit an agency and walk out with a job after an hour. It hardly ever works this way. Unless you're an international superstar in your field, they will be reluctant to send you off to a great-paying job at their best client for as long as you like. This would be too much of a risk for them. You are an unproven entity to all agents until you have your first Australian job under the belt. Once you have Australian experience on your CV, you will find that more agencies are interested in seeing you. Even agencies you've registered with will seem more interested in you. INSIDER INFO: Some agencies will not place a person unless they have some Australian experience, but they will not tell you this. The better agencies will try and start you off with a small role that should be well within your abilities. The role may be for a few days or for a few months. This is to allow you to prove yourself to the agency. Most importantly for everyone, it allows the worker to gain experience of the Australian way of doing things in the workplace. Every country and culture has its own way of organising and behaving in the workplace and Australia is no different. Its all part of the experience of emigrating to come to terms with another way of doing things. It is best if your normal duties are easy for you to deal with whilst assimilating yourself. You should be grateful for the opportunity given to you as it gets you on your way. The next job may be more demanding, but at least you will not have to deal with the initial culture shock in the workplace. After your initial visit to an agency and your CV hits their database, you will not hear from them for a while. Sometimes you will never hear from them. This isn't a reflection of you in most cases. Circumstances with a particular agency may not be suitable for everyone concerned. A host of things may have happened after you left the agency. They may not have any suitable jobs for you. Your skillset doesn't match their client base. The agent forgot to enter your CV. Their database may have crashed and your CV was one of those lost. The agent didn't like your attitude and deleted your CV. Your CV was improperly entered without your contact details included. You went to the wrong type of agency. The agency went bust the next day. The reasons for your not hearing from agency are almost limitless. Don't take it personally and get disheartened. Most agencies will make a note of your availability and will only call you when they have a role they think you will be able to do. When this happens and how long it will take is anybody's guess. When you are offered a job depends on a host of factors. At the macro level things such as the time of year, state of the economy generally, state of the stock market (for finance jobs), government policies, number of unemployed competing with you all have a large influence. On the micro level aspects such as the calibre of an agency's clients, the state of the industry you're interested in, the location of available jobs, number of competitors in your area, the quality of the local transport network, the skill of the agent you dealt with, etc have an effect to on your prospects. On a personal level there is the following issues to consider such as your earnings expectations, your skillset, your level of experience, your qualifications, your personality, the ease of people contacting you, your physical location, the quality of the interview that you gave at the agency, your linguistic ability, etc. However, all these factors combined can not detract from the fact that if you want a job, you have no choice but to keep making an effort to find one. The factors above should be kept in mind, but should never become excuses. There are always jobs going somewhere because people will always retire, resign, have babies, emigrate, go travelling, go back where they came from, etc. Positions are always turning over despite the macro and micro factors mentioned above over which an individual has little influence. It is only the personal level items that you can influence directly. The Big Secret The following fact may disturb and dishearten some people, but it is best that people be aware of it. They are then able to align themselves to take account of this practice by recruitment agencies. In the area of an agency's offices where the agents all sit together, is a board on the wall. On that board is written the names, phone numbers and skills of just 10 or sometimes as many as 20 people that the agency know are looking for positions. These people are termed "hot" because of their skills and experience. These people tend to have desirable skills and good experience (usually Australian). They are very rarely new arrivals in the country. These people are the type of candidate that any agent should be able to place relatively quickly. These candidates also tend to have worked in a variety of industries, so their appeal to employers should be broad. Agents are keen to place these people because they are likely to be placed by their competition too, to the detriment of the agency. These candidates also tend to command a respectable hourly rate, so the agent's total commission will be larger too. As new requirements come in from employers, the agents look up to the board to see who fits the description of the job specification. The best matches on the board, of which there are usually a few, are then immediately telephoned by the agent. The agent will call all the people matching the spec so as to be sure to be able to submit at least a few CVs. All this happens in a matter of minutes. This same activity is played out almost simultaneously across a city because employers will contact several agencies with the same requirement. The object of the exercise of registering with an agency should be to get yourself "on the board", now that you're aware of it. Make no direct reference to it whenever you're dealing with any agency. You will come across as too well informed and will put the agent off. This sort of knowledge only remains powerful because only people in the industry know of it. To be beneficial to you, keep it secret. If the word got out that people knew about how agencies operate, they will change their ways. The power of this knowledge will be lost to all those that share in it. Most people only make it on to the board after several years of Australian experience on their CVs. By that time they tend to have a few employers and industries to speak of. Their knowledge of Australian working practices is unquestioned. Their total accumulated experience makes them a desirable employee and their worth in the market place is high. These individuals also know how to deal with agencies and get more respect from agents. The profits that they generate for agencies are higher than for typical workers. These are the people that keep the system perpetuating itself. Most of these people arrived in Australia without Australian experience. These people paid their dues to establish themselves. Every one of them had to start somewhere. It is possible to get on the board, but it takes time. Some Agency Tricks It would look poor if an agency were only able to provide a few CVs to a client for an available position. To avoid embarrassment, the agent involved will contact a few other people just to make up the numbers. This is when they resort to their database of registered people. They perform a keyword search looking for people who largely meet the job spec involved. These people are contacted to elicit their interest in the position and to gain approval for the submission of their CV. What then happens is that the best candidates CVs are placed on top of the list for submission. The lesser or weaker candidates make up the rest of the submission. The client then spots the trend that the best people are on top and often will not even read all the CVs sent by the agency. So just because you've had your CV submitted, it doesn't mean you stand a fair chance. Cruel and manipulative, call it what you want, but the fact is that it is a practice that happens. There are agencies that advertise non-existent jobs. They do this for a number of reasons. They want you to register with them and if a position became available, they do intend to contact you. It could take months before you heard from them, if ever. Also their database may have become stale with people having moved on and not left new contact details. It may be that established people want nothing to do with them, so they have to rely on sourcing new talent. They may also want to keep candidates from registering with their competition for as long as possible. Another tactic of agencies involves how they source new clients. It leads on from why false job adverts are placed. When a person registers with an agency, as part of the screening process they will ask for references. These references are usually followed up on, initially as part of the process of vetting a candidate. A major reason for asking for references is to later contact these people offering the agency's services to them. The agency now has the name, position and contact details of a person in a decision-making capacity that, at some stage, may need their services. It is another reason some agencies are only interested in dealing with people with Australian experience - they're a source of contacts for them. Now this tactic may be questioned on ethical grounds, but it works to everyone's benefit. When the time comes to an agent approaching you with an offer of employment, you're not going to be asking or caring how they came by this position, are you? How to Deal with Agencies Agencies are a fact of life in Australia employment scene. Like them or loath them, they can help you a lot. The approach to dealing with agencies is simple. Be professional at all times, return their calls and register with as many as you can. After you arrive in Australia, start contacting them as soon as possible. You gain nothing by wasting time. Initially it will seem like a lot of effort for a little in return. What you will be doing is laying the foundations for your future success. Even if you think you will never hear from them again, you may be surprised. Agencies have teams of people working on their databases, known as "resourcers", who will call you from time to time. Their job is to keep the agency database up to date. After you've completed your first contract or temp assignment, your updated CV on their database will be more valuable to the agency. As your CV grows as you complete more assignments, your skills and experience will naturally grow too. All this makes you more marketable to any agency's clients. More agencies will call you more often, but only as long as you return their calls and keep sending them updated CVs. If you see an advertisement for a job that you'd love to have, don't count on getting it. That would be a bonus. What you should appreciate at least is finding out which agencies deal with the type of job you're interested in. Even if it is an old newspaper advert or old online posting, what is important is that you've found a source for the jobs that you want. Contact the agency asking about the position you saw, of course, but get your CV on to their database at least. You're creating another option for yourself that may pay off at any stage. You never know when your effort will reap dividends. After years of repeating the simple formula outlined above, you will not have to pound the streets looking for jobs. It will be more like jobs will come looking for you. This will only happen, of course, if you make the effort to work hard, not mess anyone around, having thus built a good reputation, acquire more and better skills and experience, all making for a better you. The Importance of the Job Interview Wherever you may be from, you may already have an appreciation of the importance of the job interview. In Australia this single aspect of the entire employment-finding process takes on an even greater significance. Employers will often almost exclusively decide your suitability for any role on how well you come across in an interview situation. You can have the best experience and qualifications and be willing to work for much less than the going rate - but if you perform poorly at the last hurdle that is the face-to-face interview, then it is unlikely that you will secure the position. Why is this? Very few managers who are involved in hiring processes in Australia are trained for these situations. Each industry has its standards and the individuals involved all try to find the best 'fit' for the personalities involved. If you are called in for an interview, take this to mean that you fit the job on paper, but they now want to see what you are like as a person. Very rarely will you be confronted with a technical test of any kind. Instead you will be discussing such topics verbally initially before moving on to the more telling aspects of who you are as a person and what you can bring to the organisation. Do not underestimate the importance of job interview skills and techniques in the Australian workplace – this is a culture different to your own. There is too much depending on it for you. Useful Websites Here are some websites that more than anything else is able to provide an insight to what jobs pay in Australia. They are mostly of a broad and general nature. As mentioned earlier, their single greatest value is being able to identify the agencies involved. Many agencies have their own website and some industries are developing their own central website dealing with recruitment for that industry. Please treat the sites below as a starting point only. http://www.careerone.com.au/ http://www.seek.com.au/ http://www.mycareer.com.au/ http://www.jobnet.com.au/ http://www.jobsdb.com/AU/EN/default.htm http://employment.byron.com.au/ A good listing of employment agencies can be found at: http://www.dmoz.org/Regional/Oceania/Australia/Business_and_Economy/Employment/Job_Search - Chapter 9 - Managing your Finances in Australia Yüklə 1,93 Mb. Dostları ilə paylaş:
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