Lets Get REAL Estate Podcast

Meet Laura Stewart,  VP of REC Canada who leverages a decade of expertise assisting 1,500+ investors to propel real estate agents to success through her acclaimed training company, FTGU Academy, while empowering women through her podcast, The Laura Show.

In this episode, Laura discusses about:

• Various aspects of productivity, mindset, and personal growth.
• Importance of scheduling and time management, acknowledging that tasks often take longer than expected
• Her strategy of scheduling blocks of time for tasks and outsourcing tasks she's not good at or doesn't enjoy.
• The significance of practicing self-reflection to identify recurring challenges and find solutions.
• Values of trusting the journey, embracing imperfection, and maintaining patience in achieving goals.
• The impact of ego and negativity on personal growth, advocating for self-awareness, and surrounding oneself with positivity
• Embracing authenticity, practicing gratitude, and accepting oneself while striving for improvement.

About Laura
Laura Stewart is the Vice President of Canada’s Top Real Estate firm, REC Canada. Having spent the last 10 years helping over 1,500 investors build out their real estate portfolios, Laura has turned her attention to helping other real estate agents achieve top-tier success with her training company, From the Ground Up Academy, or FTGU Academy for short.

FTGU Academy helps hundreds of realtors every single year do more deals by providing community, training, and accountability. FTGU Academy uses the actual strategies from the real estate company to help inform agents on how to win in today’s real estate market. To help motivate and inspire, Laura is the host of her podcast, The Laura Show, with a focus on bringing real-life stories of incredible women to the masses.

Connect with Laura
Instagram - https://www.instagram.com/laurastewartto

Connect with Danielle Chiasson
Website: https://strategicsuccessconsulting.com
LinkedIn: https://www.linkedin.com/in/daniellechiasson/
Facebook: https://www.facebook.com/DaniChiasson
Instagram: https://www.instagram.com/letsgetreal
TikTok: https://www.tiktok.com/@danichiasson
Book in a call: https://calendly.com/strategicsuccess/lets-get-real-estate-20-min-chat 

Listen in and subscribe for more.

You can also leave us a review and of course, don’t forget to share. I’m sure there are real people in your network who can take advantage of what they’re going to learn from the show.

Interested in becoming a guest on the show? Email [email protected] with the Subject: I want to be a guest! OR simply fill out: https://letsgetrealestatepodcast.com/be-a-guest/.

Meet Chris Shebib, a seasoned investor since 1992 with a background in contracting and technology leadership, specializes in maximizing ROI through innovative real estate strategies in the GTA, focusing on apartment buildings and residential unit conversions.

In this episode, Chris talks about:

• The tendency for individuals to take on too much in real estate due to ego-driven desires to showcase a diverse portfolio, emphasizes the importance of focus over breadth.
• The idea that success can become mundane once achieved, as seen through the lens of a successful business owner who found comfort in repetition and mastery of a single strategy.
• His realization that he thrives on challenges, often pursuing new ventures out of fear of stagnation, highlights the importance of understanding one's motivations
• Significance of planning and financial modeling in real estate investing, emphasizing the need for data-driven decision-making.
• Processes of creating a financial model to evaluate different strategies and markets, ultimately aligning them with long-term goals and optimizing time and resources
• Importance of staying realistic with expectations, using data to measure projected versus actual outcomes, and adjusting strategies accordingly.

About Chris
Chris has been investing since 1992 using multiple strategies in both Canada and the United States and has won awards for his innovative and profitable real estate investing, as an investor-focused realtor, strategizing and training other investors to achieve their goals. Chris focuses today almost exclusively on forcing value and maximizing ROI in apartment buildings and residential additional unit conversions throughout select markets in the GTA.

Previous to being a full-time investor, Chris held two previous careers; as a licensed contractor in both residential and larger commercial (universities and hospitals), and subsequently as a technologist in Silicon Valley and Ontario, leading teams of up to 60+ to build enterprise solutions for some of the biggest brands in US and Canada.

Having completed millions in forced appreciation renovations, Chris has a track record of producing wealth through multiple investing strategies in different markets and market conditions. Chris has been published numerous times in Canadian Real Estate Wealth Magazine and is a sought-after speaker for conferences across Canada.

Connect with Chris
Instagram - https://www.instagram.com/chris.shebib
Facebook - https://www.facebook.com/shebib

Connect with Danielle Chiasson
Website: https://strategicsuccessconsulting.com
LinkedIn: https://www.linkedin.com/in/daniellechiasson/
Facebook: https://www.facebook.com/DaniChiasson
Instagram: https://www.instagram.com/letsgetreal
TikTok: https://www.tiktok.com/@danichiasson
Book in a call: https://calendly.com/strategicsuccess/lets-get-real-estate-20-min-chat 

Listen in and subscribe for more.

You can also leave us a review and of course, don’t forget to share. I’m sure there are real people in your network who can take advantage of what they’re going to learn from the show.

Interested in becoming a guest on the show? Email [email protected] with the Subject: I want to be a guest! OR simply fill out: https://letsgetrealestatepodcast.com/be-a-guest/.

Meet Louis Ioannou, an industrious Industrial Constructor based in Ontario, who has overseen construction projects worth over 1 Billion since 1998, now expanding internationally while pursuing passions in cooking, travel, hockey, and personal growth.

In this episode, Louis shares about:

• The importance of exploring opportunities in entrepreneurship and real estate, emphasizing the need to be ready to seize them when they arise.
• The value of networking and collaborating with professionals, agencies, and consultants, especially when expanding internationally, with Economic Development Canada being one such resource.
• The significance of investing in education, coaching, and professional services to avoid costly mistakes and accelerate growth in business.
• Mindset and personal growth as crucial factors in achieving success.
• The success of an event he organized, focused on sharing experiences, setting goals, and fostering personal development among participants.
• The importance of continuous learning and personal development in both business and personal life.
• How to embrace opportunities, seek professional guidance, invest in personal growth, and engage in networking and collaboration to achieve success in entrepreneurship and real estate.

About Louis
Louis is an accomplished Industrial Constructor based in Ontario, Canada, with a remarkable portfolio exceeding 1 Billion in construction since 1998. With a keen eye for expansion, he is venturing into international markets such as the United States and Southeast Asia, highlighted by their recent co-hosting of the prestigious UNAMED 2024 event. Looking ahead, Louis is poised to establish a presence in Florida while seizing opportunities in the Southeast Asian marketplace, all while pursuing passions for cooking, travel, hockey, and fitness alongside his cherished spouse.

Connect with Louis
Instagram - https://www.instagram.com/iamlouis_ioannou
Facebook - https://www.facebook.com/iamlouis.ioannou

Connect with Danielle Chiasson
Website: https://strategicsuccessconsulting.com
LinkedIn: https://www.linkedin.com/in/daniellechiasson/
Facebook: https://www.facebook.com/DaniChiasson
Instagram: https://www.instagram.com/letsgetreal
TikTok: https://www.tiktok.com/@danichiasson
Book in a call: https://calendly.com/strategicsuccess/lets-get-real-estate-20-min-chat 

Listen in and subscribe for more.

You can also leave us a review and of course, don’t forget to share. I’m sure there are real people in your network who can take advantage of what they’re going to learn from the show.

Interested in becoming a guest on the show? Email [email protected] with the Subject: I want to be a guest! OR simply fill out: https://letsgetrealestatepodcast.com/be-a-guest/.

Meet Kyle Ford, a Kitchener-Waterloo native turned financial advisor turned independent mortgage agent, specializing in innovative real estate investment strategies, with a track record of success in both realms.

In this episode, Kyle discusses about:

• The importance of working with professionals, particularly in real estate transactions involving lending, to mitigate risks and ensure proper structuring of deals.
• How lenders should evaluate potential deals by assessing borrowers' exit strategies, debt servicing plans, and project financials.
• Securing investments with first mortgages, second mortgages, or limited partnership agreements is recommended to protect lenders' interests while avoiding reliance on promissory notes.
• How mortgage brokers and lenders must have an investor-focused approach, as they can better understand investment dynamics and assess risks accordingly.
• How holding brokers accountable can be achieved by requesting detailed documentation, including appraisals, renovation budgets, and credit verification.
• Why funds should be directed to a lawyer's trust account rather than the broker's account to provide an additional layer of security for lenders.
• Thorough due diligence, an investor-focused approach, and securing investments are essential strategies for mitigating risks in real estate lending.

About Kyle
Born and raised in Kitchener-Waterloo, I was introduced to the financial services industry in my early twenties, where I became an independent financial advisor. While working with clients with a more “traditional” financial planning approach I started to look for alternative investment strategies that would help myself and others reach retirement goals at a much younger age.

At the age of 23, I bought my first pre-construction condo, a year later a single-family rental, and the following year another single-family rental. Fast forward to 2018, I sold my book of business as a financial advisor to focus on my real estate investing business. It was at this time that I also grew my career and started as an independent mortgage agent Finishing in the top 1% Nationally for the past 3 years. I take a real estate investing approach to my mortgage business. My years of experience as a financial advisor have also helped me to develop a balanced approach to real estate investing.

Connect with Kyle
Instagram - https://www.instagram.com/kylefordinvest
Facebook - https://www.facebook.com/kyle.ford.940

Connect with Danielle Chiasson
Website: https://strategicsuccessconsulting.com
LinkedIn: https://www.linkedin.com/in/daniellechiasson/
Facebook: https://www.facebook.com/DaniChiasson
Instagram: https://www.instagram.com/letsgetreal
TikTok: https://www.tiktok.com/@danichiasson
Book in a call: https://calendly.com/strategicsuccess/lets-get-real-estate-20-min-chat 

Listen in and subscribe for more.

You can also leave us a review and of course, don’t forget to share. I’m sure there are real people in your network who can take advantage of what they’re going to learn from the show.

Interested in becoming a guest on the show? Email [email protected] with the Subject: I want to be a guest! OR simply fill out: https://letsgetrealestatepodcast.com/be-a-guest/.

Meet Martin Mei, a seasoned real estate investor renowned for strategic acquisitions in self-storage and manufactured home parks, leverages diverse expertise from wholesaling to BRRRR strategies, driving over 80 successful transactions and a thriving wholesaling business while prioritizing consistent investor returns amid economic volatility.

In this episode, Martin talks about:

• The nuances of self-storage investment, emphasizing the importance of market analysis and niche strategies.
• The significance of being selective and leveraging competitive advantages to succeed in the self-storage industry.
• Methods for evaluating vacancy rates, including secret shopping and competitor analysis.
• The need for scalability in self-storage investments, with an optimal facility size of 20,000 to 40,000 square feet.
• Option of hiring larger self-storage companies like Public Storage or Extra Space for property management services.
• Automation as a cost-effective solution, with Martin recommending OpenTech for gate and kiosk automation.
• Encouraging investors to educate themselves and leverage available resources, such as Martin's YouTube channel and Instagram profile, for insights into self-storage investment.

About Martin
Martin Mei is a seasoned real estate investor specializing in the strategic acquisition of self-storage facilities and manufactured home park communities. Throughout his career, Martin has demonstrated proficiency in various aspects of real estate investment, including wholesaling, leveraging Other People's Money (OPM) for Buy-Rehab-Rent-Refinance-Repeat (BRRRR) strategies, flipping properties, and managing short-term rentals (STR).

With a solid track record spanning over 80 successful property transactions, Martin and his dedicated team have established a reliable wholesaling business, generating significant revenue. Additionally, within 15 months, they have built a diverse portfolio comprising more than 38 door properties.

In response to the current economic climate marked by volatility and uncertainty, Martin remains committed to delivering consistent and reliable returns for his investors. To achieve this goal, he and his team are collaborating with industry experts to pursue the acquisition of low-maintenance commercial real estate assets, focusing particularly on self-storage facilities and manufactured home park communities.

Connect with Martin
Instagram - https://www.instagram.com/itsmartinmei
Facebook - https://www.facebook.com/itsmartinmei

Connect with Danielle Chiasson
Website: https://strategicsuccessconsulting.com
LinkedIn: https://www.linkedin.com/in/daniellechiasson/
Facebook: https://www.facebook.com/DaniChiasson
Instagram: https://www.instagram.com/letsgetreal
TikTok: https://www.tiktok.com/@danichiasson
Book in a call: https://calendly.com/strategicsuccess/lets-get-real-estate-20-min-chat 

Listen in and subscribe for more.

You can also leave us a review and of course, don’t forget to share. I’m sure there are real people in your network who can take advantage of what they’re going to learn from the show.

Interested in becoming a guest on the show? Email [email protected] with the Subject: I want to be a guest! OR simply fill out: https://letsgetrealestatepodcast.com/be-a-guest/.

Meet Manny Pinheiro, York U Kinesiology grad turned seasoned Ontario police veteran, now a successful real estate investor and rental property consultant, navigating life as a first-generation Portuguese-Canadian, devoted husband, father to identical twin girls, and identical twin himself.

In this episode, Manny talks about:

• Hitting 30 years of service, highlighting the unexpected nature of reaching this achievement.
• His surprise at the free service aspect, emphasizing the impact of offering assistance without cost.
• His work in saving lives through police service, training, coaching, and education.
• His work area, primarily in Halton Hills and Hamilton, showcasing his commitment to specific regions in the west corridor of Toronto.
• His proximity to Glenn Williams, expressing appreciation for the vibrant atmosphere and recommending the Copper Kettle Pub.
• The serious topic of suicide, highlighting a hotline for primary responders and the organization "Boots on the Ground" which provides free crisis intervention services.
• Support to those struggling with mental health, emphasizing that suicide is a permanent solution to a temporary problem and encouraging listeners to reach out for help.

About Manny
Manny is a York U grad with specialized honors in Kinesiology. He is a former Police officer with 18 years of experience in the province of Ontario. Married in 2003, has identical twin girls. 1st generation Portuguese-Canadian to his parents who came to Canada in the mid-60s.

It started in 2016, with a conversation on a car ride back from the Ontario Police College, with his 2 colleagues. He took the conversation back to his wife and never looked back.  Manny invested in a Single-family dwelling and BRRR on 4 plex X 2 (JV's) and consulted on rents in multi-unit space, along with design.

Connect with Manny
Instagram - https://www.instagram.com/manny.pinheiro.realtor
Facebook - https://www.facebook.com/MannyPinheirorealtor

Connect with Danielle Chiasson
Website: https://strategicsuccessconsulting.com
LinkedIn: https://www.linkedin.com/in/daniellechiasson/
Facebook: https://www.facebook.com/DaniChiasson
Instagram: https://www.instagram.com/letsgetreal
TikTok: https://www.tiktok.com/@danichiasson
Book in a call: https://calendly.com/strategicsuccess/lets-get-real-estate-20-min-chat 

Listen in and subscribe for more.

You can also leave us a review and of course, don’t forget to share. I’m sure there are real people in your network who can take advantage of what they’re going to learn from the show.

Interested in becoming a guest on the show? Email [email protected] with the Subject: I want to be a guest! OR simply fill out: https://letsgetrealestatepodcast.com/be-a-guest/.

Meet Austin Yeh, a 26-year-old real estate entrepreneur and co-owner of Ontario Property Deals, scaled his wholesaling company to over $1 million in revenue within its first year, while also founding RISE Network, a thriving Ontario Real Estate Community, and hosting the successful RISE Real Estate Investing Podcast with over 100,000 downloads in its debut year.

In this episode, Austin shares about:

• Property management challenges and strategies for dealing with difficult tenants, focusing on mitigating risks and minimizing losses.
• Emphasizing consequences to tenants who fail to pay rent, such as potential damage to credit scores and difficulties in finding future housing or loans.
• Strategies for reaching non-responsive tenants include using various communication channels like phone calls, emails, handwritten letters, and even property manager visits with 24-hour notices.
• How tenant screening is crucial, utilizing resources like OpenRoom and Front Lobby to check tenant histories and preferences for younger, ambitious tenants with stable incomes or cosigners.
• Negotiating payment plans or lease terminations with incentives like covering moving costs to facilitate smoother exits for struggling tenants.
• A nightmare scenario involving an arson incident highlights the importance of thorough due diligence, proper insurance coverage, and realistic expectations in real estate investing.

About Austin
Austin Yeh is a 26-year real estate entrepreneur who was able to leave his finance career to pursue real estate full-time in February 2021. Currently, Austin is a full-time real estate wholesaler, co-owning the wholesaling company Ontario Property Deals, and BRRRR investor with over 40 real estate units. With his partner, Austin was able to scale his wholesaling company to over $1mil in revenue within the 1st year of operations and is now focusing on growing his portfolio to over 100 units in 2022 with joint venture partners. Austin is also the founder and co-operator of RISE Network, one of the largest and fastest growing Ontario Real Estate Communities with close to 6,000 members on Facebook, as well as the host of RISE Real Estate Investing Podcast which has hit over 100,000 downloads within its first year.

Connect with Austin
Instagram - https://www.instagram.com/austinyeh6/?hl=en
Facebook - https://www.facebook.com/profile.php?id=100063777601127

Connect with Danielle Chiasson
Website: https://strategicsuccessconsulting.com
LinkedIn: https://www.linkedin.com/in/daniellechiasson/
Facebook: https://www.facebook.com/DaniChiasson
Instagram: https://www.instagram.com/letsgetreal
TikTok: https://www.tiktok.com/@danichiasson
Book in a call: https://calendly.com/strategicsuccess/lets-get-real-estate-20-min-chat 

Listen in and subscribe for more.

You can also leave us a review and of course, don’t forget to share. I’m sure there are real people in your network who can take advantage of what they’re going to learn from the show.

Interested in becoming a guest on the show? Email [email protected] with the Subject: I want to be a guest! OR simply fill out: https://letsgetrealestatepodcast.com/be-a-guest/.

Meet Joe Marcoux, a seasoned entrepreneur with over 30 years of experience, is the founder of the S.O.S. Dojo, a dynamic training space where professionals refine their communication skills through live, interactive sessions, and in 2022, he embarked on a new venture in real estate, driven by the desire to create lasting wealth for his family.

In this episode, Joe shares:

• The importance of repetition in sales training, focusing on laws of repetition to develop authentic and automatic communication skills.
• Method to expedite learning by providing a safe environment for quick course corrections during sales calls, helping individuals develop the right habits efficiently.
• The analogy of playing music emphasizes the concept of taking ownership in sales – practicing to a point where authenticity becomes automatic, akin to musicians owning a song.
• The significance of making sales scripts genuine by personalizing them, encouraging individuals to adapt the language and flow to match their own style while retaining key components.
• The impact of negative language, particularly the use of the word "but" in communication, and suggesting alternatives such as a strategic pause or using "and" to maintain a positive tone.
• Techniques in sales involve providing options rather than open-ended choices, leading to a more decisive commitment from the prospect.
• Recognizing fear as a hindrance in sales and advocating for overcoming it by active practice, self-auditing through recordings, and seeking external guidance for honest feedback and improvement.

About Joe
Joe Marcoux is the founder of the S.O.S. (Sales Objection System) Dojo, a live and interactive training space where professionals practice their communication skills in semi-private supervised groups.

Joe's entrepreneurial journey started over 30 years ago. Having started and sold a couple of businesses along the way. It was only in 2022 that he took a look at real estate as a new vehicle to sink his teeth into and get coaching of his own to learn and grow with the intent of creating lasting wealth for his children and future grandchildren.

Connect with Joe
Instagram - https://www.instagram.com/sosdojo
Facebook - https://www.facebook.com/realjoemarcoux

Connect with Danielle Chiasson
Website: https://strategicsuccessconsulting.com
LinkedIn: https://www.linkedin.com/in/daniellechiasson/
Facebook: https://www.facebook.com/DaniChiasson
Instagram: https://www.instagram.com/letsgetreal
TikTok: https://www.tiktok.com/@danichiasson
Book in a call: https://calendly.com/strategicsuccess/lets-get-real-estate-20-min-chat 

Listen in and subscribe for more.

You can also leave us a review and of course, don’t forget to share. I’m sure there are real people in your network who can take advantage of what they’re going to learn from the show.

Interested in becoming a guest on the show? Email [email protected] with the Subject: I want to be a guest! OR simply fill out: https://letsgetrealestatepodcast.com/be-a-guest/.

Meet Donalta Hall, a dedicated real estate luminary who seamlessly combines two decades of design passion and luxury hospitality expertise, propelling a 5-star international rental company while leaving a lasting legacy through prior impactful contributions to the tech and analytics sectors and her avid travels.

In this episode, Donalta discusses:

• Her entry into the global short-term rental market highlights the challenges and opportunities that initially drew her to this dynamic sector.
• Her untold stories of her journey, offer a behind-the-scenes look at the triumphs and setbacks that defined her rise as a real estate maverick.
• Cross-continental management becomes a focal point, as she shares insights into the complexities of overseeing short-term rentals across different continents and the strategies she employs for success.
• The narrative unfolds with tales of risk and triumph, illustrating Donalta’s resilience in navigating the unpredictable terrain of the real estate industry.
• Game-changing strategies take center stage, revealing the unconventional and innovative approaches that set her apart in the global real estate landscape.
• The unseen aspects of Donalta's career, provide a glimpse into the unexpected turns and strategic decisions that shaped her success.

About Donalta
Donalta Hall is a prominent figure in real estate, and boasts a two-decade journey blending design passion with luxury hospitality. As the driving force behind a 5-star international rental company, she excels in maximizing revenues through strategic rental integration. Before real estate, Donalta made waves in the tech and analytics sectors, championing growth for various firms. Beyond her professional life, she is an avid traveler, contributing to her enduring legacy in real estate through vision, strategy, and dedication.

Connect with Donalta
Instagram - https://www.instagram.com/donaltahall
Facebook - https://www.facebook.com/donalta.hall

Connect with Danielle Chiasson
Website: https://strategicsuccessconsulting.com
LinkedIn: https://www.linkedin.com/in/daniellechiasson/
Facebook: https://www.facebook.com/DaniChiasson
Instagram: https://www.instagram.com/letsgetreal
TikTok: https://www.tiktok.com/@danichiasson
Book in a call: https://calendly.com/strategicsuccess/lets-get-real-estate-20-min-chat 

Listen in and subscribe for more.

You can also leave us a review and of course, don’t forget to share. I’m sure there are real people in your network who can take advantage of what they’re going to learn from the show.

Interested in becoming a guest on the show? Email [email protected] with the Subject: I want to be a guest! OR simply fill out: https://letsgetrealestatepodcast.com/be-a-guest/.

Meet Shawn,  air traffic controller turned prolific real estate investor, who transformed his financial trajectory by liquidating his 401k to build a thriving portfolio of over 300 multifamily units, short-term rentals, and a boutique hotel; now focusing on developing housing in San Diego, he co-hosts The Real Estate Takeoff podcast, featuring interviews with industry giants like Brandon Turner and Grant Cardone.

In this episode, Shawn shares:

• The importance of hard work, education, and networking in building a successful real estate portfolio, underscores the necessity of dedicating time and effort.
• Initial challenges included wearing multiple hats, handling tasks independently due to budget constraints, and dealing with burnout while working a full-time job in air traffic control.
• How to push through tough times, highlighting that success often follows those who persist, learn, and adapt over time.
• Overcoming social anxiety and refining skills in areas like podcasting and public speaking.
• Leveraging virtual assistants for various tasks, from podcast management to news scraping.
• Competitive landscape in value-add multifamily.
• Capitalizing on city programs to increase density and build profitable multifamily units near the beach
• The importance of perseverance, skill development, and strategic adaptation.

About Shawn
Shawn has been in the real estate investing space since 2018. Previously an air traffic controller, Shawn realized putting money away in his retirement account until age 65 wasn't going to achieve his time and wealth goals, so he liquidated his 401k and savings to begin investing in multifamily.

His first investment property was a 32-unit apartment in Greenwood, Indiana. Since then, he has grown his portfolio to over 300 multifamily units, multiple short-term rentals, and a boutique hotel he recently sold. He's now developing multifamily in San Diego, CA using the city's unique density program.
 
Contact Shawn
Instagram - https://www.instagram.com/shawn_dimartile/
Linkedin - https://www.linkedin.com/in/shawn-dimartile-ba6595274/

Contact with Oliver
Instagram - https://www.instagram.com/oliver.borr
Facebook - https://www.facebook.com/oliver.borr.5

Connect with Danielle Chiasson
Website: https://strategicsuccessconsulting.com
LinkedIn: https://www.linkedin.com/in/daniellechiasson/
Facebook: https://www.facebook.com/DaniChiasson
Instagram: https://www.instagram.com/letsgetreal
TikTok: https://www.tiktok.com/@danichiasson
Book in a call: https://calendly.com/strategicsuccess/lets-get-real-estate-20-min-chat

Listen in and subscribe for more.

You can also leave us a review and of course, don’t forget to share. I’m sure there are real people in your network who can take advantage of what they’re going to learn from the show.

Interested in becoming a guest on the show? Email [email protected] with the Subject: I want to be a guest! OR simply fill out: https://letsgetrealestatepodcast.com/be-a-guest/.