With Spring here and the real estate market coming back in many areas there’s the potential of a new and interesting problem for real estate professionals, how best to handle multiple offers.

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Let’s face it, if you’ve listed a home and several buyers are hot to purchase that’s nothing but a good situation for client sellers.

The catch is that for buyers the good news may not be so great. Before engaging in a bidding war they may want more information, including a look at competing offers.

The buyers’ caution may well be deserved. For instance, a reader of my syndicated newspaper column says that his elderly mother boosted the offer for a home when told of multiple bids, bids which it was later discovered allegedly did not exist.

Alternatively, as a buyer I would not want my bid revealed to a competing buyer under any condition. The purpose of my bid is to purchase the property, not provide advice for an opposing buyer.

The National Association of Realtors takes the position that in absence of state rules to the contrary bids can be shared.

“Purchase offers generally aren’t confidential,” says the Association. “In some cases sellers may make other buyers aware that your offer is in hand, or even disclose details about your offer to another buyer in hope of convincing that buyer to make a ‘better’ offer. In some cases sellers will instruct their listing broker to disclose an offer to other buyers on their behalf.”

It adds that:

“Listing brokers are required to follow lawful, ethical instructions from their clients in the same way that buyer-representatives must follow lawful, ethical instructions from their buyer-clients. While some REALTORS® may be reluctant to disclose terms of offers, even at the direction of their seller-clients, the Code of Ethics does not prohibit such disclosure. In some cases state law or real estate regulations may limit the ability of brokers to disclose the existence or terms of offers to third parties.”

This approach raises a question: Why doesn’t the Code of Ethics ban the disclosure of rival bids?

The case for disclosing bids is simple: Buyers want to be sure that competing bids actually exist, that they’re not raising their offers needlessly. Also, if you can see the other person’s bid you can decide whether to go higher or not, you have leverage that you would not have without disclosure. Think of poker, if you can see someone else’s hand you might bet differently.

But are there cases where buyer offers should be confidential? In the context of a typical residential sale, a transaction where more than price can be negotiated, there’s a case for assuring that bids remain confidential. For instance, bidders do not want their offers “shopped” so that another purchaser gets the property nor do they want the terms of their offer revealed for reasons of privacy and marketplace leverage.

“Multiple bids are common with auctions, so bidders know instantly how much interest there is in a property, and what it will take for them to win the bid” said Rick Sharga, executive vice president at Auction.com. “An auction setting lends itself to multiple bids, a speedy transaction and a good result, in part because you’re working with buyers who either have cash or financing lined up.”

Situations with multiple bids are surely desirable for sellers, a challenge for buyers and a red flag for real estate professionals. With a property which seems likely to be popular speak with brokers, managers and attorneys to see how multiple bids should be handled and what can be disclosed in your jurisdiction.

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Brush up your skills if you’re an agent with a lot of possible buyers to target. Make sure to maintain your properties at their best form for saleability.

SELLING PROSPECTS

Real estate buyers live and breathe networking. This takes up to 80 per cent of their selling time. Choosing a home takes a bit longer to decide on. This is why client profiles need updating to ensure a constant flow of sales. Here are more tips for you to build your buyer’s network:

Tip 1: Set your selling goals

If your objective is to reach at least $50,000 of income per year, you can group your target sales per quarter, month and week. Say your average commission on every sold unit falls within the 2 to 4 per cent range. This means you should reap about $4,000 per month. You can then shuffle different properties to sell every time.

Tip 2: Build and refresh your contacts

It’ll be a challenge to sell properties every month. Not all buyers are convinced to buy a house and lot within a few weeks of meeting. This is where you can set your sights on building your buyer database.

Be creative in finding your clients: in wedding expos (since couples will live together and hence purchase property) or geriatric hospitals (if you also represent homes with aged care). Have a set of standards in choosing your prospective customers. This way, you won’t waste your money and efforts in talking to the wrong person for a sale.

Tip 3: Organise your leads

For agents with minimal capital, cold calling or making phone calls to establish contact is a good start. If you don’t have a brochure just yet, invest in high quality calling cards. Get as many contacts as you can and categorise them based on their preferred means of introduction (email, phone call or an actual meet up).

Tip 4: Keep the 4% Rule handy

You know you’ve built a valuable set of leads with a confirmed buyer’s appointment. The 4% Rule simply means not all individuals you talk to will be interested to know more about your offerings or purchase a property.

If you’re planning to sell four properties per month, this sale is 4% of all the contacts you’ve spoken with. This means you’ll need to speak with about 100 contacts to get these four valuable people per month. You’ll then need to constantly search for clients while not leaving the previous leads behind. You’ll never know of when they’ll decide on a purchase in the coming years. Always update the profile of your prospects to also stay relevant in their eyes. You can easily schedule selling pitches.

VICINITIES

Excellent vicinities are a must. Match your top buyers’ needs with the properties you handle.

photo credit: Hadi Zaher via photopin cc

Tip 5: Set your eyes on tropical Cairns

Most homeowners would dream of waking up to the sight of a tropical paradise. Cairns is the gateway to the Great Barrier Reef where you’ll see various oceanic species. Having homes by the shore encourages a healthier state of life for homeowners.

Tip 6: Check out suburban Ipswich

Ipswich has a rich cultural heritage, making it a viable area for homeowners setting up their abodes with the prospect of having a big family. Located in Queensland’s innermost suburbs, the area offers a number of nearby health and educational centres.

Suburban home owners will find it easier to reach the CBD in a few minutes, while also avoiding the stressful hustle and bustle of the city when it’s time to relax. Shops and retail outlets are nearby for them to conveniently stack up on supplies.

Tip 7: Wisely consider Brisbane’s Central Business District (CBD)

Brisbane’s CBD is the optimal territory for buyers out to reach the prime of their careers. This area is known to be the third most populous in Australia. While this location’s market value will stay up for several more years, it’ll be a challenge to rake in a sale while ensuring the comfort of your homeowners.

Real estate can be even tougher in Brisbane and this is where an extensive network comes in handy. Establish your connections with associations to get the freshest updates as you get yourself known as the buyer’s top choice.

Tip 8: Property fixtures sweeten the deal

Aside from offering the most lucrative site available, you’ll most likely meet your buyers’ needs with solid fixtures. Set up a choice of amenities for your possible investors. There are buyers who simply want non-frills or the bare essentials, while some won’t hesitate to spend their savings on the finer things in life.

The appraisal value increases with unique features in the home. These would depend on the vicinities around – libraries are suitable for suburban homes with growing families, while an overlooking patio is apt along a tropical location.

It’s selling high time in Australian real estate. Take advantage of the mentioned selling tips and lucrative vicinities. Excellent selling skills and industry essentials are your top priorities to make your roster of properties even more marketable to prospective home owners.

About the Author: Barbara Verner is a business and finance freelance writer residing in Adelaide, Australia, and writing on behalf of Bluewater – an integrated master plan community designed to be walkable, liveable and sustainable. If you’re looking to make the Northern Beaches in Cairns your new home, there’s no better choice than Bluewater. Follow @BluewaterBRP on Twitter.

Companies may claim they can push down disparaging remarks about you, but beware of strategies involving the use of writers who post fake glowing comments about you. Last fall, the New York state attorney general fined 19 SEO companies more than $350,000 for posting fake business reviews, saying the firms violated state laws against false advertising and deceptive business practices.

Real reputation management companies also focus on SEO. But they attempt to boost your online reputation by posting legitimate positive information about you and your business on micro-websites, blogs, social media, and news media outlets. For example, the company Reputation Changer says it can act like your own public relations firm, offering a multi-pronged approach to getting positive stories about you and your brand spread throughout the Web.

Such strategies may include creating a company Wikipedia page or serving as a guest contributor on an established blog to boost other content about you online. The company will focus on keywords that surface in your negative reviews and aim to counter those with positive stories using the same keywords. On its site, the company says it will “flood major news outlets with articles and press releases” aimed at establishing you as an expert and getting your brand recognized on online channels with “positive, compelling coverage.”

Most likely, you don’t need an outside company to manage your online rep. Here are three strategies you can use yourself:

Monitor: Several sites will alert you to what’s being said about you and your company online. Set up alerts on such sites as Google’s “Me on the Web”; Trackur; and Social Mention.

React: When a negative review rolls in, what should you do? Rather than try to bury such negative reviews, it’s better to reach out to customers directly. Listen to and address their concerns. Then, ask if they’ll remove the comment or add a positive follow-up comment. When somebody has felt wronged, you have to sometimes park the technology and use other ways – The transaction doesn’t have to be perfect, but the communication has to be.

Promote: Build up a wall in advance so negative comments don’t overtake your reputation. The more prominent your online profile, the more likely any negative comments will seem less significant.

1.  Research the market

Before you hit the streets looking at places, start with some online research. This will help you find out what current prices are in different neighborhoods, for different types of apartments.  Looking at sites online is an excellent way to get a lot of information on rental prices, amenities, and availability, without ever leaving your computer. You can narrow down your list to the best prospects, and you’ll know what typical prices are for that area and property type.  This information can be useful when it comes to negotiating your lease.

2. Know your priorities

Price is a top priority for most renters, but what else is important to you? For some, access to convenient public transportation is a main priority. Other people may be looking for a private parking space, a swimming pool or gym, or access to nearby bike paths. Knowing what is most important to you will help you narrow your search. It will also help you negotiate with potential landlords. If they know you really don’t want the view of the parking lot, perhaps they can find something different to better meet your needs. Be clear about your priorities as you start your search.

3.  Consider options

Sometimes you can achieve better results in a negotiation by thinking outside the box and exploring other options. For instance, if the landlord normally does 12 month leases, you could offer to sign up for a longer term, like 15 or 18 months. This might get you a lower rent, because it makes it easier on the landlord who doesn’t need to find a new tenant as soon. They save on turnover costs, and you might be able to save on rent.

4. Act like a good tenant

How you interact with a potential landlord during the first few minutes will be the basis for their impression of what type of tenant you would be. If you’re loud, abrasive, or difficult to deal with during an apartment visit, they will assume that’s what type of tenant you would be.  If you’re polite, well-spoken, and professional when you meet with them, they are far more likely to want you as a tenant. If you do move in there, you will have a relationship with this landlord for months or years, so you might as well start off on the right foot.

5. Don’t rush it

If you leave yourself in a situation where you have to move by next week, then you may be forced to settle for something less than optimal. Leave yourself ample time for your online research and apartment visits, and you’re more likely to find a deal that both you and your wallet are happy with. Conducting a thorough research and negotiating rent in advance can save you time. Moving in the last minute is so stressful, not to mention that you won’t have enough time to really check your new flat in detail.

Are you ready for an apartment rental negotiation? Put your power face on and let’s go hunting. Let’s assume that you stumbled upon a really nice flat that you absolutely adore. Don’t get too excited in front of your landlord because you’ll give him reasons to increase the rent. Be a good negotiator – look for issue where there are no issues, look confused and try to seem indecisive. Mention you have other offers and you’ll certainly draw some attention.

Find a good rental in today’s economy is tough. Landlords are not renting their flats to everyone because they can’t risk delayed rents and excuses. Be a smart negotiator and don’t back down from a good deal. Discuss with your opponent, try to reach mutual ground, and settle on a deal that suits both of your equal. It’s the only way you can win.

Courtesy of Search Office Space

Provide the potential buyers with information they will have to dig up themselves if they are interested in your property.  Don’t just give them the price, basic location and plot size; instead, give them the details that makes them understand why your property is the location they are looking for.

Location, Location, Location

Location is always important for commercial real estate and is one of the top purchasing decision factors for buying.  Location includes not only the basics such as city, state and country but also gives zoning details, traffic arteries, surrounding commerce and any of the area’s future known development plans.  Always include site maps and aerial photos (Google Earth is free and one of the best tools for this purpose).

Existing Site Improvements

Buyers always want to know what is currently on the site.  If there are existing structures, the buyer has to determine if they will work for his or her purpose.  If they won’t, then the cost of removal comes in to play.  If you have deteriorating or obsolescent structures on the property, consider having them removed before marketing or incorporate the cost of removal into your initial asking price instead of using it as a deduction during negations.

Average Daily Traffic Count (ADTC)

The ADTC can be a great selling point, so don’t forget to include those for the potential buyers.  Include records for any major highway(s) or adjacent intersections.  This can be extremely helpful when dealing with national or global chains such as gas stations, hotels and restaurants.

Site Access

Site access is very important because this is the legal access point to your property.  Potential buyers will want to know details such as if there is full-access or just “right in, right out” access.  Full-access means traffic can enter the property from both sides of the road, whereas “right in, right out” means the traffic can only enter and leave from the single direction.  You might also considering finding out if the local municipality requires turning lanes, traffic lights or if the access directions can be changed.  Having this information can increase the potential of you getting your full asking price.

Utility Availability

Utilities are always important to any buyer.  Most property owners are going to be looking for a modern utility infrastructure improvements over a well or septic system (although this may be the only option in some locations).  Consider increasing the value of the property by having the utilities installed before marketing or include the cost of adding in the asking price.

Environmental Concerns

Environmental issues can be a headache for both the seller and the buyer.  It’s best to have an environmental assessment completed before marketing the property so there are no surprises, after all the seller can be held responsible even after the property is purchased for undisclosed issues.  Issues do not necessarily make a property undesirable but the cleanup costs are figured into the selling price.  If you have a problem, find out if the local governments offer incentives to companies who will move onto a problem property and clean it up such as tax breaks.

Surrounding Commerce

Commercial property buyers are always interested in the local commerce or future plans for any.  It helps them to make an informed decision on whom or what the competition may be or to see if there are businesses in the area that may help their business.  Do a little legwork and give them these details, so they don’t have to spend the time looking it up themselves.

Providing the answers to these eight key factors to your potential buyers saves them time and money and could speed up the purchasing decision for your property listing,  spend a little time to gather these resources and include them with your market materials and you could be making your sell a whole lot sooner.

About the author: Steve Shanahan is the Social Media Coordinator at Real Capital Markets, a commercial real estate marketing company that provides cost-effective solutions, such as virtual deal rooms, commercial real estate auctions, bank reos, and more.

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Obscure Advice First

Let’s get the obscure advice out of the way first. Sometimes homeowners are stuck between selling the home because they may not be able to afford it, and staying in the home and refinancing it. It’s actually a common spot to be in. It’s important that if you are going to sell your home make sure you’re absolutely certain that’s the course of action you want to take. If you list your house, then take it off the market and decide to refinance, you’re going to run into one big obstacle. Most lenders will not refinance you until 6 months to a year have passed since it was on the market. If you do find a lender willing to give you a loan, you will have to pay an inflated interest rate of at least a percent higher than you would have qualified for. That will cost you thousands upon thousands of dollars and is usually a deal breaker for most folks. Be sure before you list your home for sale because that may be your only option if you should change your mind.

A Word about Appraisers

Just because you spent $12,000 on that new bedroom you added on to your house it doesn’t mean you can raise your price that much or more. Or if you just put in a new pool or cabinetry in the kitchen it doesn’t mean you can now sell your house for more. Appraisers are governed by certain guidelines and cannot arbitrarily raise your home’s value twenty grand because you spent that much on renovations. They have a template of sorts that they have to go by, as well as using comparable sales to establish a home’s value. You might also find that homes similar to yours with an extra bedroom may only be going for $5,000 more than your home is worth. If after contacting builders you find it will cost you $8,000 to put in that extra room, you’d better hold off on the addition until the market is more favorable.

What are Comparable Sales?

In order to establish a value for your home, appraisers use sales of nearby homes that are similar in size, style, and amenities as your own to establish a value. They have to use recent sales, usually no more than 3 months old. Some lenders will let you use comparables that are 3-6 months old. The home sales used have to be actual sales, not listings. We all know how listing prices can go so you have to use sales prices only. Homes used as comparables also have to be fairly close, and in a similar neighborhood as yours. You can use houses in fancy gated community as comparables unless you live in a similar neighborhood, no matter how close the homes where that sold. Next your appraiser has to bracket your home if at all possible. In other words, he has to find a comparable home that sold that was a little nicer than yours, and one that was not as nice. That way you come up with a low figure and a high one, and your appraiser will assign a median value to your home. That is basically how comparable sales work.

More Bang for Your Buck

If you do decide to do some work on the home before listing it, you need to do things that will give you the most value for dollars spent; more bang for your buck. Imagine a car after it gets detailed. You spend a couple hundred bucks and when you get it back it actually looks brand new. If you decide to sell your car you’re going to be able to jack up the price by a grand not just a couple hundred bucks. Do the same for your home. Give it a detailing so when you’re through your house looks twenty years newer. As far as what to do for the detail work, only you know what your homes issues are. Maybe the caulking around the windows are discolored or cracked. Maybe you have some mildew or water stains on the ceiling or walls that need painting over. What about the carpets. Maybe an area rug is in order; it’s a lot cheaper than replacing your carpets. You might consider refinishing the cabinetry in the kitchen instead of spending ten grand on new ones. These are all things that are fairly inexpensive that will do wonders for the look of your home.

Before you do the Really Big Stuff

Before you go out and put in a new pool or add another room to your house, do some checking to make sure you can at least get your money back from the sale. After you find out how much that new add on, for example, will cost, it’s time to contact an appraiser. The first thing is to go to the appraiser or company that inspected your house the last time. He will have the best idea as to how much your home may have increased in value since the last time he was there doing an inspection. If you have done any improvements since he was at your home last, be sure to tell him so he can adjust the value accordingly. Most can jump on a computer and within a few minutes give you a good idea what your home’s new value may be. They are usually happy to do this because they want your business. If you have determined that you can add to your home’s value considerable by adding a new room, then knock yourself out.

A Word to the Wise

Before you start any remodel project make sure you have the money to finish it. Very few lenders will refinance your home mid-project; it has to be finished. That is actually a very common occurrence in times where the economy is bad and homeowners are feeling the crunch. Do your due diligence and you’ll be happy you did.

About the author: Nick Simpson is Social Media Coordinator at Blindsgalore, a leading provider of plantation shutters with different colors and more.

Just like in the US, getting a foothold on the property ladder can be extremely tough for first-time buyers in the UK. But as the old saying goes, where there’s a will, there’s almost always a way, and celebrity real estate investor Rick Otton seems to know how.

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What follows are some of the most common delays that crop up during the short sale process, with a little advice on what agents can do to avoid them:

Title Problems

Real estate agents should make sure that a title exam is done at the start of the process in order to identify all persons named on mortgages and deeds, and to determine all lien holders on the property. This can save heaps of trouble later on should any issues crop up.

Lack of Communication

Specifically, we’re talking about lenders here. Misunderstandings and lost or incomplete documents can cause big delays in the process. Be sure to follow up at least twice a week with the mortgage service in order to keep on top of things.

Delayed Starts

The short sale process doesn’t even begin until a contract to purchase has been agreed upon and signed. However, lenders won’t even look at the contract until the seller has been approved for the short sale and the market value of the home has been determined, so make sure these are out the way first.

Package Incomplete

One of the biggest causes of delays is down to agents submitting incomplete packages, and so agents should take extra care to ensure that all documents are completed accurately and submitted without errors. In addition, all financial information about the homeowner and seller needs to be kept current, and should be forwarded to the lender every 30 days.

Failing to Build a Rapport

Agents should aim to develop a rapport with their contact at the lender as a way of building up trust and mutual respect – very important in what can be an extremely stressful process. Such a simple step can make things go much more smoothly should problems arise.

Facebook mobile has its own web interface that makes interaction very simple. It is broken down into three steps. First, identify your target audience. You can pick your target platform, age, and gender. Facebook is even kind enough to estimate how many people could potentially see your app. The ad placement for Facebook mobile is front and center as soon as you open the app, masquerading as a standard post.

It’s also important to keep in mind the time of year in which you are posting your ad. Post-holiday ads have more competition, but that’s because they reach a wider audience. After Christmas, when all the good little boys and girls have gotten their wonderful new smartphones and tablets, the first thing they do is hit the app store to populate their new toy with the latest apps. The odds are that a sizable chunk of that mobile market is using Facebook. For the first time since the company’s founding, Facebook released that the time spent on its mobile app was greater than its website.

The next big question is, “How much is this going to cost me?” This obviously varies from business to business but let’s take a look at the different ways to pay. The second step to advertise on Facebook Mobile is to define your budget per day. How much money do you want to spend each day is going to depend on your cost of acquisition for each user. In other words, how much money are you able to spend for each new user who clicks an ad? The way Facebook sells ad space is with a Cost per Click (CPC) price. They use a bidding system, since advertisers in the same market are competing with one another. Each bid is generally under a dollar per click, but those clicks can, and hopefully will, quickly add up so it’s important your ad strategy covers this.

Who gets preference on ad space is based on ranking, usually determined by a simple formula: your bid multiplied by the quality score of your ad. Your quality score is “how relevant your ads, keywords, and landing page are to a person seeing your ad.” So if you’re Captain Moneybags, you can jack up your bid and have a terrible ad to get your ad higher priority, or you can go the less dumb way and make sure your ad’s relevance and related content are quality.

The final step is the most difficult and dreaded moment of any business’s life cycle: payment. Just enter your credentials and the hard part is over. Monitoring and tweaking your ad campaign will be necessary, but Facebook gives you analytic tools so that won’t be difficult. Facebook ads reach millions, so to ignore advertisement on the mobile market can really affect your app’s sales negatively.

About the author: Nick Parisi is a Marketing Associate at Fueled, a leading mobile app design and development company in NYC. Nick does key research and creates content for the company, as well as contributing expertise to outside media. 

Introduction

Carbon Monoxide (CO) is a tasteless, odorless gas. Detection in a home environment is nearly impossible by humans. The symptoms of CO poisoning are similar to the flue. Nausea, vomiting, confusion, sore muscles, headache, dizziness, light headedness, loss of balance, etc. Often, people who experience these symptoms simply go to bed thinking they are coming down with a cold. Some never wake up.

Red Blood Cells pick up CO more easily than Oxygen. If there is enough CO in your blood it can prevent the oxygen from getting into the body causing tissue damage or death.  You basically suffocate from lack of Oxygen.

During the heavy snow storms of 2013 on the east coast of the U.S. and Canada, a young boy died in their family car in the short time it took his father to dig the car out of the snow. Snow drifts blocked the exhaust pipe and CO entered the cabin of the vehicle. That’s how quickly CO can kill you.

The Limitations of Standard CO detectors

Standard CO detectors are not very sensitive by design. All readily available CO detectors must meet the requirements of Underwriters Laboratory Standard UL 2034. The problem is that the Standard requires CO detectors to only sound under the following exposure levels:

A UL 2034 listed CO detector is not allowed to sound for CO levels up to 64 PPM. The UL considers this a false alarm and a nuisance. The alarm will only sound for concentrations of 65 – 145 PPM after 1 – 4 hours. There is no protection against low-levels of CO.

The Danger of Long Term, Low-Level Exposure

All UL 2034 CO detectors state that they protect “Young Healthy Adults”. Young children, the elderly, those with blood or cardiovascular disease and fetus’ can be affected by long term exposure to low levels of Carbon Monoxide.

It is fairly common to have low levels of CO in a home. It may not exceed the PPM for a duration long enough to sound a standard alarm. This can result in daily exposure to CO which has been shown to cause Oxidative Stress in the group listed above. A study performed by UCLA finds that exposure to even tiny amounts of CO can lead to many disorders.[1]

To avoid Low-Level exposure you must purchase a high-end CO detector capable of detecting low levels of CO.

Installation Requirements in Existing Homes

Should CO detectors be on the ceiling? Can they be plugged in as many CO detectors are sold with a plug? Is CO lighter or heavier than air?

CO has nearly the same specific gravity as air. Air has a specific gravity of 1 and CO has a specific gravity of just over .965. So the CO detectors can be mounted just about anywhere with a few exceptions. They should not be mounted on the wall within 6 inches of the ceiling. This “pocket” is considered dead air that does not circulate or mix well with the rest of the air in the house.

CO detectors should be centrally located outside of each separate sleeping area in the immediate vicinity of the bedrooms.

False Sense of Security

If you have young children, older parents, or someone with health issues living in your house, you should consider getting a “Low-Level” CO detector.

Prevention

The best way to deal with Carbon Monoxide is to avoid it in the first place.

• Never use a Propane or Kerosene heater inside
• Never use a generator in the house or in a garage
• Have your gas burning appliance checked annually
• Check furnace and clothes dryer flue for signs of damage or obstruction. Birds and squirrels are known for building nests or hiding food in exhaust flues
• Never run your car in the garage with the door closed – even for a few minutes
• Replace your CO detector every 5-7 years

If you start feeling sick you should first move to fresh air and see if you feel better. Don’t just assume you are getting a cold or flu and go to bed. If you feel better outside, you may have been exposed to Carbon Monoxide in the home.

About the author: Philippe Heller is the president of The San Diego Real Estate Inspection Company. His multi-inspector firm performs thousands of inspections a year in San Diego.

To learn more, be sure to read the entire paper at www.sdinspections.com.