The Focus Cast

00:39 Podcast Intro
01:10 Stats on Hydration / Cognitive Performance
08:00 Warren Buffet Loves Coke 
09:30 Market Cap of  Beverage Industries
14:00 Negatives of Energy Drinks   
17:00 Solutions If You Want to Drink More Water
18:30 Not All Water is Created Equal 

Welcome to the FocusCast, today we’re talking about your body's water balance, hydration and cognitive performance. 75% of Americans are chronically dehydrated, which has a significant impact on your ability to focus. Today we break down and create some guides for your water balance and focus… let’s dig in. 

 THE FACTS ABOUT WATER BALANCE & COGNITIVE PERFORMANCE

• NCBI - Water balance is precisely regulated within the body and many methods exist for assessing hydration status. 
• Cognitive performance measures an individual’s attentiveness, critical thinking skills, and memory.
• Traditionally a 2% or more body water deficit was thought to produce cognitive performance decrements; however, recent literature suggests that even mild dehydration – a body water loss of 1–2% – can impair cognitive performance.
• Mayo Clinic, the average adult loses more than 80 ounces of water every day through sweating, breathing, and eliminating wastes. So one has to wonder if you drink less than 80 ounces a day, how is that impacting your brain function and overall health?

THE PROBLEM: HYDRATION EFFECT ON FOCUS

• Article in PUBMed by the Council on Scientific Affairs, American Medical Association stated: 75% of Americans are chronically dehydrated. 
• Brain & Spine Institute of North Houston, “70% of your body is composed of water. Nearly every body function you have is dependent on water.”
  • The brain itself is made up of approximately 85% water
  • Studies show that you only need to be 1% dehydrated to experience a 5% decrease in cognitive function
  • A 2% decrease in brain hydration can result in short term memory loss and have trouble with math computations. 
  • Prolonged dehydration causes brain cells to shrink in size and mass, a condition common in many elderly who have been dehydrated for years.

WE ARE REPLACING WATER (LIFE) WITH SHIT (DEATH)

• Sparkling Water Industry
  • 2021 - $33.43 B Industry and expected to $77B Industry by 2028. 
  • Carbonic Acid effects the gut
• Alcohol Industry 
  • 2022 - $1.5T and $2.8T in 2028
  • Inflames the brain, causes brain fog
• Coffee Industry 
  • 2020 - $450B
  • So far, not much evidence suggest this increases dehydration
• Soft drinks 
  • 2021 - $400B
  • Kills you period 
• Juice
  • 2023 - $115B
  • Too much sugar and toxins
• Energy Drinks 
  • Gives you short term effects of focus, but long term negative side effects, inflammation (from sugar), poor sleep (Harvard School of Public Health), headaches (caffeine causes the blood pressure around our brain to drop by up to 27%, affecting the amount of tension you feel), increase blood sugar levels. 

SOLUTION 

• “I Don’t Like Water” is like saying, “I Don’t Like Air.” 
• Make water more accessible 
• Carry a water bottle with you at all times
• Drink water first thing when you wake up
• Filter you water (Tap water has contaminants) 

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Entrepreneurship and Self Care

Bro,  does it feel like we live in a self care era of existence. Do you ever wonder if culture in ancient civilizations told people they’re working too hard or if they would look at you like a moron? Is self care really just a cover up for people who work jobs they hate? On this episode we’re looking at self care from a different angle to see what’s going on. 

00:00
01:20 Podcast Intro
02:15 Bashing kitschy internet articles
03:25 People project their insecurities onto you
07:00 Modern society is full of conveniences
09:25 Self care when you hate your job
11:50 Self care is not what others project onto us
15:30 We're all going to die anyway
16:30 Finding you're formula/rhythm 

Problem:

Bro, so we’re talking about self care and per usually I didn’t want to pull up a bunch of bullshit kitschy internet articles on the internet that tell you you’re working to hard and you need to relax yada yada yada. We’re solopreneurs and side hustlers trying to reach financial freedom. 

• Here’s a problem we may face as solopreneurs and side hustlers. People will tell us dumb shit like “hey you’re working to hard” “Your’re not focusing on XYZ”. 
• It’s likely people telling you you’re working to hard aren’t satisfied with what they're doing. They can't conceive of a work life that you actually enjoy.
• If  you need self care days perhaps it’s time to think about what you can do in your life to flip the script. You don’t need self care days if you enjoy what you do. 

SOLUTION:

This is not saying sleep or exercise don’t matter. Real self care is all the shit we do to function at our highest level. The habits that empower us. 

• Don’t listen to anyone who says blindly tells you what you “need” or “have” to do  
• If you want to work non stop it’s your life, if you want to take days off do it, but do it because it’s your decision and not people telling you what to do. (It’s all about intention)
• Work towards doing things you enjoy doing, we’re all going to die anyway. 
• Don’t hang out with people who drag you down
• People love to projects they’re failures and inadequacies on you. It’s you’re life, not theirs. 

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Welcome to the FocusCast, today our guest is Alex Stadler, a 6 figure massage therapist. This is not just ANY cookie cutter massage therapy as Alex combines myofascial release, kinesiology, muscle testing, education and what he calls deep listening to provide unparalleled healing and therapy.  Alex is full of amazing insights as we shed light on his business and eventually dive into deeper topics such as trauma, hate, anger, attachments and many more.   Let's welcome our guest… 

00:00 Intro Our Guest Alex Stadler
01:33 Intro to Podcast
01:46 Intro to The Focus Cast
02:44 Alex intro's his companies
05:00 Client Comprehension and self agency
07:30 Different approach as a producer 
18:45 More than just a massage therapist 
29:40 Increasing revenue when you're helping people
39:00 A different angle on anger
46:40 Attachment to certain outcomes leads to frustration 
48:50 Trauma, deep listening, healing
55:00 Alex talks through his struggles 
01:04:20 Is what you're doing WORTHY of your time
01:10:15 Task management 
01:16:00 Talking vs pushing sales 

Alex drops countless nuggets of wisdom as we cover several lighthearted and deeper topics. He shares some life experiences and traumas that helped shape his outlook and approach to healing. We also discuss the superpower/burden of trauma, and how it's abled him to hold space for those seeking help/wellness. 

Bro,  social media and the internet love to romanticize being an entrepreneur, but guess what conveniently gets overlooked? Loneliness. Weather you’re just starting out or trying to make payroll for 500 people, loneliness is something MANY entrepreneurs feel at some point on their never ending journey. On this episode we’re talking about the parts of entrepreneurship you don’t see glamorized. 

00:00 Intro to Loneliness and Focus
00:54 Intro to Podcast
01:20 What is Loneliness
02:20 Effects of Loneliness
05:17 CEOs are Lonely
05:45 Stages of Entrepreneurial Loneliness
13:00 Expectations of Success and Loneliness
14:00 Solution to Loneliness

SHOW NOTES

PROBLEM: So what the fuck is loneliness exactly? 

• Feeling sad and unhappy about being socially isolated.
• Destitute of sympathetic or friendly companionship
• Potential health effects from loneliness CDC: 
• Social isolation significantly increased a person’s risk of premature death from all causes, a risk that may rival those of smoking, obesity, and physical inactivity.
• Social isolation was associated with about a 50% increased risk of dementia.
• Poor social relationships (characterized by social isolation or loneliness) was associated with a 29% increased risk of heart disease and a 32% increased risk of stroke.
• Loneliness among heart failure patients was associated with a nearly 4 times increased risk of death, 68% increased risk of hospitalization, and 57% increased risk of emergency department visits.
• According to a story in Harvard Business Review, half of CEOs from the CEO Snapshot Survey reported experiencing feelings of loneliness in their role.

Stages for Entrepreneurship & Loneliness: Forbes 

• The Solopreneur: Me, Myself And I 
• When an entrepreneur hones in on their first business, they often feel like they’re on an island with no one to talk to about their business. Friends and family try, but they usually don’t understand why an entrepreneur is pouring themselves into a project
• Enter Your First Employees
• Traditional wisdom says that when a business and team (also known as support) grow, loneliness subsides. With employees, an entrepreneur isn’t “on their own” anymore. Technically, that’s true. But practically, that’s not the way it works. Entrepreneurs can talk to their employees about business — but only so much.
• Finding Some Success 
• Entrepreneurs in growth stages will navigate many types of relationships, and sometimes it gets sticky even when things are going well. Growth was slow at first but you’ve put in the time and hard work and things are starting to click. This is when human nature can rear its ugly head, and people may start becoming jealous of your accomplishments. 
• You’ve made it, now what?
• When you get to the seven-figure stage, things look like an overnight success from the outside, while the entrepreneur feels the reality of “the 10-year overnight success story.” 
• Unfortunately, there’s another side effect: Everybody seems to have an agenda. Whether it’s family, employees or people in the community, entrepreneurs get tapped for a lot

SOLUTION:

• Reference the long study about meaningful relationships. 
• Find like minded individuals
• Self Reflection 
• You may be distracting yourself with bad or even good habits. Learn to sit in silence and meditate. 
• Connect with nature

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Welcome to the FocusCast, today we’re talking about a little thing called the growth mindset. Ohhh nice bro, you know I love me some internet buzzwords. You definitely see this popping up more especially in the entrepreneur space. Growth vs fixed mindset definitely seems like a cheese break room motivation poster but lets dissect this and see if we can get some helpful nuggets of information.  Let's dig in...

00:00 Intro to the Growth Mindset
00:43 Intro to the Podcast
01:26 Growth Mindset Defined
03:00 Fixed Mindset Defined
06:00 Misconception on Growth Mindset
06:50 It is not black and white, we are a mixture of both
10:30 Focused on Mindset & Outcomes
12:10 The desire to look smart is a fixed mindset
16:20 Solution to increasing Growth Mindset
19:30 You can learn from everyone
20:00 Excerpt from Carols Dweck Book 

GROWTH VERSUS FIXED MINDSET

• So today we’re discussing growth vs fixed mindset. American psychologist Carol Dweck known for her work on motivation and mindset really coined the term growth mindset. 
• Growth Mindset Summary: Individuals who believe their talents can be developed (through hard work, good strategies, and input from others) have a growth mindset 
• Bro, that sounds like a great place to be as an entrepreneur since you are learning so many new skills constantly. What’s the opposite of growth mindset because that sounds like it would be a fucking problem.
• Fixed Mindset Summary: Those who hold a fixed mindset believe that they are either good or bad at something based on their inherent nature. For instance, someone with a fixed mindset might say “I’m a natural at (whatever)r” or “I’m just no good at (whatever),” believing that their athletic skills can’t be developed

Misconception on Growth Mindset: Harvard Business Review 

• I already have, and have always had, a growth mindset. People often confuse a growth mindset with being flexible or open-minded or having a positive outlook — qualities they believe they’ve always had. 
• Everyone is a combination of both mindsets
• “A growth mindset is just about praising and rewarding effort”. This isn’t true for students in schools, and it’s not true for employees in organizations. In both settings, outcomes matter. Unproductive effort is never a good thing. It’s critical to reward not just effort but learning and progress, and to emphasize the processes that yield these things, such as seeking help from others, trying new strategies, and capitalizing on setbacks to move forward effectively.

Problems with Fixed Mindset

• Intelligence is static. This can lead to the desire to look smart which will make you
• Avoid Challenges
• Give up easier
• See effort as pointless
• Ignore useful feedback
• Feel threatened by success of others

SOLUTION:

• Growth mindset leads to a desire to learn which helps with
• Embracing Challenges
• Persistent during setbacks
• Seeing effort as a path to mastery
• Learn from mistakes and criticism 
• Find lessons and inspiration in success of others
• (Exerp from Carols Dwecks book: Mindset)[W]e can praise wisely, not praising intelligence or talent. That has failed. Don’t do that anymore. But praising the process that kids engage in: their effort, their strategies, their focus, their perseverance, their improvement. This process praise creates kids who are hardy and resilient.

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You know what founders struggle with bro? Delegation. Letting go. Can one person do it all? Absolutely not. If you delegated more, you would make more money, be happier, and people would probably like you more. Whoa, that sounds obvious, so why don’t people delegate… let’s dig in.

00:00 Intro to Delegation, Trust & Focus
01:00 Intro to Podcast
01:27 Problem with Delegation
03:00 What Happens when we don't Delegate
06:50 What happens when you are not Delegating
09:40 Why are not delegating
15:45 The science of delegation
20:25 Delegate more, make more money
24:10 Delegate more, be happier
26:48 Steps to delegate


SHOW NOTES

PROBLEM: Whether you are a 7 figure founder or a solopreneur, delegation is a critical SKILL required to grow your company.  The problem is, people really struggle to delegate, especially when stakes are high and you have aggressive goals.

WHAT HAPPENS WHEN YOU DON’T DELEGATE?
Burnout, Micromanaging, Lack of trust, Inefficiency, Limited growth, Missed opportunities. BIG ONE: Low performers are codependent on you and high performers are annoyed by you!

WHEN YOU DON’T DELEGATE, YOU DON’T HAVE TIME TO THINK. 

• Harvard Business Review
• CEOs spend average of 62% of their time on strategic thinking and planning, which includes analyzing market trends, identifying opportunities for growth, and developing long-term goals.
•  TCEOs read an average of 60 books per year and attend an average of 4 conferences or industry events per year.

WHY WE DON’T DELEGATE

• HBR
• Some are perfectionists who feel it’s easier to do everything themselves, or that their work is better than others’. In the article, this is  called “self-enhancement bias.” 
• Some believe that passing on work will detract from their own importance, 
• Others lack self-confidence and don’t want to be upstaged by their subordinates.
• Fear of confrontation 

WHAT HAPPENS IN THE BRAIN WHEN WE DELEGATE

• The Neuroscience of Delegation & The Science of Delegation:
• Delegation has been found to activate the release of the hormone oxytocin in the brain, which is associated with trust, social bonding and positive emotions. 
• This release of oxytocin in the brain is thought to contribute to the positive effects of delegation on relationships, motivation, and well-being.
• Delegation also activates the prefrontal cortex, a brain area that is involved in decision making, problem solving, and planning. 

SOLUTION / BENEFITS
DELEGATE MORE, GROW FASTER

• According to some Gallup Reporting: 
• Fortune 500 CEOs, Those with high Delegator talent posted an average three-year growth rate of 1,751% -- 112 percentage points greater than those CEOs with limited or low Delegator talent.
• CEOs with high Delegator talent also generated 33% greater revenue

DELEGATE MORE, BE HAPPIER

• The International Journal of Human Resource Management found that managers who delegate effectively have higher levels of job satisfaction and well-being. 
• Effective delegation leads to better work-life balance and improved relationships, which can contribute to overall well-being and happiness.

STEPS

• Prioritize your task into the grid (I love, I am good - I hate, I am bad)
• Start with the easy task and use automation when you can (calendly)
• Set clear outcomes when delegating and don’t delegate and ditch 

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Welcome to the FocusCast on this episode we’re talking about staying motivated. Bro, I see swaths of motivational videos all over the internet now. Everywhere I look there’s a new person doing crazy athletic shit, talking about hacking the mind, working 15 business at once. Is any of this shit real and how do we stay motivated in the real world and not on instagram fantasyland??? Well, hopefully I was motivated enough to make good notes so we can break this down so let's dig in...

00:00 Intro to staying motivated
01:02 Intro to podcast
01:30 Problem with staying motivated
02:15 What is motivated
05:22 Solutions to staying motived

PROBLEM: 

• Hard work is fucking hard,  so losing motivation and having to find it can be difficult. Especially if burnout is starting to kick in. 
• First lets hit a definition of motivation as it relates to this episode the state or condition of being motivated or having a strong reason to act or accomplish something.
• The Neuroscience of motivation (Pubmed) All animals share motivation to obtain their basic needs, including food, water, sex and social interaction. Meeting these needs is a requirement for survival, but in all cases the goals must be met in appropriate quantities and at appropriate times. Therefore motivational drive must be modulated as a function of both internal states as well as external environmental conditions.
• The regulation of motivated behaviors is achieved by the coordinated action of molecules (peptides, hormones, neurotransmitters etc), acting within specific circuits that integrate multiple signals in order for complex decisions to be made.

SOLUTION:

• Huberman Lab #39 End goals and rewards are great however because of the way dopamine relates to our perception of time, working hard at something just for the sake of a reward can make hard work more challenging and less likely to start in the future.
• Experiment done at Stanford:
• Children in nursery school and kindergarten drew pictures simply because they liked to draw. 
• The researchers took the kids who liked to draw for fun and began giving them rewards like gold stars for drawing.
• Then they stopped giving them the reward and the children had a much lower tendency to draw on their own., even though they enjoyed it without anyone telling them to do it before the rewards.
• Intrinsic vs extrinsic reinforcement
• When we receive rewards or give ourselves rewards, we tend to associate less pleasure with the activity that evoked the reward. 
• When you only focus on the end/reward for effort you actually make it more painful and you’re less efficient. Dopamine makes effort easier and gives you energy. 
• If you get a peak in dopamine from a reward, it’s going to lower your baseline dopamine (which kills motivation). Not only that but essentially wire your brain to dislike the activity more and only associate effort with rewards.
• Don’t spike dopamine immediately before or after intense effort.
• This makes you focus on the EFFORT itself. You must learn to access the rewards 

FROM EFFORT 

• You have to tell yourself the effort is great and pleasurable even if it sucks. 
• Over time you can evoke dopamine release from this hard work or “friction” 
• You ELIMINATE the ability to create these growth mindset brain circuits of finding pleasure from work if you only focus on the reward at the end. 
• When shit is hard you tell yourself you’re doing it by choice and because you love it
• THE EFFORT IS THE FUCKING REWARD!!

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Welcome to the FocusCast, today our guest is Clay Goswick, a 6 figure photographer on his way to 7 figures. We will hear how he changed is pricing strategy to pass 6 figures and what he plans to do to reach 7.  Let's welcome our guest… 

00:00 Intro Our Guest Clay Goswick
00:22 Intro to Podcast
00:32 Intro to The Focus Cast
01:29 Questions About Clay Goswick Photography
07:45 How Long Have You Been Shooting
10:30 Photography & Social Media
15:28 When Did You Hit 6 Figures
17:20 Time Blocking & 4 Hour Work Week
20:45 Make More Money by Saying No More
22:26 Handling Toxic Clients
31:00 What Makes a Great Photographer
38:49 What Makes a Good Photo
43:00 How Clay Stays Focus
47:00 Got To Have an Outlet

EPISODE NOTES

QUESTIONS ABOUT CLAY’S WORKS:

• Clay, what do you do?  
• So when did you hit six figures in revenue? 
• We will come back to this, but first… 
• Who is your target customer? Small to large size companies that value imagery. 
• What problem your target customer is trying to solve? Quality control. Being sold garbage.
• How do you solve these problems? Provide quality with ease of communication. 
• How long have you been shooting? 
• So there are a lot of photographers, what is your expertise?
• Where does the majority of your revenue come from? 
• What steps did you take to pass 6 figures? 
• What makes a good photo? 
• What makes a good photographer? 
• Why should brands have good photography? 

PERSONAL FOCUS

• What areas do you struggle to maintain focus personally? Being aggressive in seeking out new clients. (sales) 
• What systems/habits do you maintain to stay focused? 
  • Exercise it's good for the brain. 
  • You have to have an outlet. 
  • Proper scheduling and allowing buffer time.
• What is your #1 personal goal for the next 3-6 months? Regain my cycling fitness.

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Welcome to the FocusCast on this episode we’re discussing the imposter syndrome. Damn bro, that sounds pretty heavy. We’ll dive into the how’s and why’s and see if we can find a few solutions to help us overcome the imposter syndrome if it’s affecting our lives.

00:00 Intro to the imposter syndrome
00:25 Intro to the podcast
00:52 Why are we talking about the Imposter Syndrome
01:25 What is the Imposter Syndrome
15:30 Signs you struggle with Imposter Syndrome
20:50 Solutions to the Imposter Syndrome


PROBLEM:  We’re talking about the imposter syndrome. This was actually a request from one of our listeners right? First lets get a definition and nail down what exactly this is

• Definition:(Harvard Business Review) Imposter syndrome can be defined as a collection of feelings of inadequacy that persist despite evident success. ‘Imposters’ suffer from chronic self-doubt and a sense of intellectual fraudulence that override any feelings of success or external proof of their competence.
• (Psychology Today): Imposter syndrome was first documented in high-achieving women in the 1970s. While imposter syndrome is still more prevalent among women, and specifically women of color, men are also susceptible to developing this mindset. 
• (WebMD): One study found that about 70% of all people have felt like an imposter at some point. 
• (Psychology Today): Imposter syndrome can be closely related to perfectionism, in which people feel pressure to perform at their absolute best 100 percent of the time, and when they don’t, they feel incompetent and anxious
• (WebMD): Studies show that those who are different from most of their peers, such as women in high-tech careers or first-generation college students, are more likely to have imposter syndrome. 
• Imposter syndrome is not an official psychiatric diagnosis in the DSM (The Diagnostic and Statistical Manual of Mental Disorders)
• What can Trigger The Imposter Syndrome
  • (Psychology Today): Calling attention to one’s success, ironically, can unleash feelings of imposter syndrome. This could occur when receiving an award, passing an exam, or being promoted. Failure after a string of successes can also cause someone to critique and question their overall aptitude.
  • Signs of Imposter Syndrome (WebMD): Credit your successes to luck, charm, networking, others' misjudgment, or other things besides your abilities
  • Potential Causes (WebMD): Many people who have imposter syndrome grew up in families that stressed achievement and success. If your parents went back and forth between overpraise and criticism, you may be more likely to have feelings of being a fraud later in life.

SOLUTION

• Understand the syndrome. Keep in mind that actual frauds don’t have imposter syndrome. The very fact that you have imposter syndrome shows that you’re not an imposter.Recognise imposter feelings when they emerge. Awareness is the first step to change, so ensure you track these thoughts
•  Rewrite your mental programmes. Instead of telling yourself they are going to find you out or that you don’t deserve success, remind yourself that it’s normal not to know everything and that you will find out more as you progress.
• Reframe failure as a learning opportunity. Find out the lessons and use them constructively in future. This is a critical lesson for everyone.
• Quit the comparisons. Don’t measure yourself by other people’s achievements. For example, on social media you only see a highlight reel of someone’s life. This isn’t a good comparison to your own reality. Instead, focus on being a better version of yourself each day.

 
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Welcome to the FocusCast on this episode we’re talking about a little thing called work life balance. Bro, If you’re a solopreneurs or side hustler your livelihood may be depending on your direct input. So how do we balance work and life when you gotta hustle to make that next check???

00:00 Intro to Work Life Balance & Focus
00:40 Intro to Podcast
01:25 Problem with stress and focus
05:10 Solutions for Work Life Balance

PROBLEM:  

• So we’re talking about work life balance. Why do we take work home with us bro, let all the stress creep into the part of the day when we’re supposed to recharge? Let’s start by reading a little excerpt from the CDC about work Stress
• Short-lived or infrequent episodes of stress pose little risk. But when stressful situations go unresolved, the body is kept in a constant state of activation, which increases the rate of wear and tear to biological systems. Ultimately, fatigue or damage results, and the ability of the body to repair and defend itself can become seriously compromised. As a result, the risk of injury or disease escalates. (Link)
• -Encyclopedia of Occupational Safety and Health : conditions from chronic work stress
• Cardiovascular Disease, Musculoskeletal Disorder, Psychological Disorders, Suicide, Cancer, Ulcers, and Impaired Immune Function
• Fun Fact (NLM): The concept of work–life balance is not new to our generation or unique to our profession. The idea that one should limit the amount of time spent at work dates back to manufacturing laws of the late 1800s when the work hours of women and children were restricted. By 1938, the Fair Labor Standards Act established a 44-hour work week,

SOLUTION:

• Diminishing Returns at Work: Book by John Pencavel: Summary from Stanford.edu
• The declining effectiveness of long hours is manifested not only in marketable output but also in a rising probability of ill-health and accidents, and evidence of this has been found both for blue-collar workers and for white-collar workers. In short, shorter hours of work might benefit both firms and workers.
• We all have a certain point where maximum work yield has been reached and anything beyond that is less efficient. 
• Harvard Business Review Study : 200 interviews with 78 business professionals in stressful highly demanding jobs. 
• “30% of the men and 50% of women in our sample appeared to consciously resist working long hours, describing a variety of strategies they developed for maintaining a healthier work-life balance. While the details of every individual case differed, our study suggested a common mental process that consistently helped this group of professionals to change the way they worked — and lived — for the better.”
  • Pause and denormalize 
  • Pay attention to your emotions
  • Reprioritize
  • Consider your alternatives
  • Implement changes
• Take breaks to walk or rest your eyes. Try the Pomodoro Technique
• You can’t keep working if you’re completely fucked up so take care of your body. 
• The workload never ends and you can’t finish it all so why kill yourself over and impossible mountian of work. 
• Finland ranked the happiest county 5 years in a row from the World Happiness Report. 
• Statista: Their average work week is roughly 36 hours. 

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