On my most recent on-site client visit in Miami, I had the pleasure of spending the evening with 16 high-energy, engaging and outgoing insurance professionals who gathered for the evening to bond over bowling and basketball.  The energy shifted back and forth from bowling to the Miami Heat game all evening, and ended with impressive final scores in both – but most importantly that of the Miami/Chicago game, won by Miami, 94/91.

Creating events outside the workplace are essential to connecting with your colleagues on a level that is frequently not achievable in the office.  Although organizations are encouraging more relaxed work environments, there is still pressure to focus on efficiency and productivity while you are there.  So getting your folks out of the office for a “planned play date” demonstrates that you are interested in building a team that connects on more than just a professional level.  

Not only did the AMG team in Florida have a great bonding experience, but after mentioning the upcoming event to United Healthcare, one of their carriers, United offered to sponsor the event.  What a great, creative way to connect with your employees AND those who you do business with.

As it turned out, Maria (holding the green bowling ball) had never bowled before.  Ever!  So we all got to witness her running up to the line, stopping and THROWING the ball down the lane only to squeal with delight as she got both a strike and a spare in her very first game.  

Thanks to AMG and United Healthcare, I got to experience a terrific evening, followed by a more productive, satisfied staff the following day.   

So get involved with getting out of the office and into a playful, unwinding atmosphere every once in a while, and see how the energy shifts in the people who are committed to seeing your business succeed.

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Wendy Ellin is a Productivity Speaker, Trainer, Consultant & Author. Contact wendy@wendyellin.com for info about developing an organizational system, improving communication & increasing the productivity at your company or association.

What I discovered about traveling is that it makes for some of the best learning opportunities.  And in this case, the lesson and the teaching moment occurred before we even got to our destination.  

Upon boarding, I connected with the young gentleman who was to be my seat-mate for the next 4.5 hours.  As most of us experience, we either wind up with the person next to us who never breathes a sound the entire duration of the flight, or we’re seated next to “Chatty Cathy” when we’re hoping to get some work done or steal some quite time.  But this flight, I happen to get this delightful, 27 year old real estate professional who, to his dismay, learned that this international carrier we were on did not have wi-fi.  Really…an international carrier without wi-fi…?  So after setting up his laptop, only to learn he wouldn’t be able to get on-line work done, we struck up a conversation about what he did, and how these 4.5 hours could force him to chill out and read a magazine, or better yet, take a nap.  

These days, it’s not often that we are forced to take a break from all the action our lives are generating.  So when we have no choice, why not give in to it?   It was no sooner than he asked me what I did!  “I teach busy professionals how to set up a work environment that functions in a way that serves them well.  Like for instance, how many emails are currently in your inbox?”  OMG, did that get the conversation started!  Before you know it, we have this motivated, self-described ADD-laden guy totally focused on learning how to get those emails out of his inbox so that he no longer is distracted and can decipher what he has to do, what he is waiting for from someone else, and what is trash.  

I then proceed to show him how to set the folders up that he needs in order to process everything going forward.   At this point, he is ready to do some work and says he will process them at another time so I recline into my slumber and as I awaken a little over an hour later, I hear…”Look at my inbox.”  This guy GOT RIGHT TO IT!  Zero emails in his inbox – and because there was no wi-fi for the next few hours while above the Rocky Mountains and amongst the clouds, he got to bask in the emptiness without the anticipation of it filling up within moments.  

Sometimes all it takes is having the tools, being shown how to use them, AND believing that using them will really make a difference.  

I’m not sure who was happier…my seat mate who learned a simple technique for getting control of his inbox, or a woman just wanting to change the world, one disorganized person at a time.

Thanks my friend, for being open to learning something new, and for reminding me that every once in a while, you get a traveling companion that makes a 4.5 hour flight seem like an hour!

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Wendy Ellin is a Productivity Speaker, Trainer, Consultant & Author. Contact wendy@wendyellin.com for info about developing an organizational system, improving communication & increasing the productivity at your company or association.

The NCAA Men’s Basketball Division I, II and III Championships were played here this past weekend, an event for which the city has been preparing for years.  Atlanta did a phenomenal job of highlighting this  tournament everywhere, from bars/restaurants to the local malls, from street signage on lamp posts to TV & radio ads, and even prominently in the Atlanta Airport with big “Welcome NCAA Basketball!” banners greeting all those arriving as they come up the main escalator to baggage claim. Even those who are not really basketball fans- count me among that group- had to be aware of all that was going on.

But what was compelling to me was less about the end of the tournament than an examination of what got the city to the position of being ready to serve as the center of the basketball universe, and what got the Final Four teams into place. The city and the teams that played for the national championship could not have been in a prepared position for the last leg of the tournament without a tremendous amount of tenacity, determination, focus and drive.  And planning and commitment- from the start- to be successful until the end is what was required of them.  That is exactly what it takes to reach any goal you set for yourself, whether it be a team sport, a city-wide event or changing a life-long habit.

So in the wake of the Final Four here in Atlanta, GA, and at the dawning of Spring Break, here are Four Steps for seeing to it that you enjoy this spring season differently than ever before:

1) Take on Spring cleaning in your office like never before!  Get rid of every magazine and business newspaper that you have been collecting for years but never read, and most likely never will.  Remember, there is more where they came from.  (They are most likely being delivered to your mailbox as you read this!)  So start all over, and commit to taking 24 hours upon receiving them to rip out the articles you want to read and keep them in a file for travel, doctors’ appts., etc.   Same with electronic articles…drag them into a “READ” folder for when you have the time to read.

2) Empty Your Email Inbox:  Join the Empty Inbox Revolution Facebook page and learn how you can get to ZERO in 6 Easy Steps!  Then share your experience with me to win my e-book “Enough Is Enough, Get Control of Your Stuff”.

3) Since so many of us take Spring Break when our kids do, give yourself the luxury of some time this year.  Don’t book yourself silly all week long and then long for a vacation the Monday you return to work.  Look at your schedule and build in some “me” time to re-energize your self before heading back to work next week.

4) Use this off time to BREAK THE BAD HABIT OF PUTTING THINGS OFF. Maybe it’s the week you and your kids start a family project you have been talking about but not doing.  Remember, you can’t get to the finish until you get to the start.  So whatever that is, taking the first step is the key.  Then once the project is complete, a reward is in order.  And you get to decide what that is!

Changing the way we do things in life to yield different results is as challenging, yet as rewarding as what the Louisville Cardinals accomplished last night.  Skill, sheer determination, focus, commitment and perseverance pay off EVERY TIME.

This spring, break some bad habits like collecting clutter, over-committing and procrastination – and you will surely experience what I consider my Final Four rewards…increased productivity, less stress, more control of my life and a sense of peace of mind.

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Wendy Ellin is a Productivity Speaker, Trainer, Consultant & Author. Contact wendy@wendyellin.com for info about developing an organizational system, improving communication & increasing the productivity at your company or association.

Now I know that many of you are perfectly happy with 36,000 emails in your inbox. (My most recent client, who will remain nameless, had this many in his inbox, and would be the winner if I were to award for most emails in the inbox.)  Instead, I introduced him (and countless others) to the reward of actually getting your inbox to 0.  That’s right, ZERO.  And if only for a nano-second, you get to experience what it is like to have seen, read and processed everything that came into your inbox.

Now stay with me for just a minute.  The operative word here is PROCESS.  Yes, that is what I am asking you to do.  Just like when the mailman delivers mail to our mailbox outside our home, we open it up, take all the mail out and then either sort it by the trash can or recycle bin (like I am hoping you do), or maybe you pile it on top of the entire weeks worth until you get to it.  I have yet to find the one who goes to their mailbox and only takes out of it what they want or need, leaving the junk in the box until the next visit.  Or the next, or the next.    So why don’t we treat our email inbox the same…like the LOADING DOCK IT WAS MEANT TO BE.  Both our physical mailbox and our electronic mailbox are both meant to serve as a LOADING DOCK.  A place where things get dropped off and then moved to another location.  

So…here’s where the fun begins.  I am asking each of you who are ready to start living differently to take WENDY ELLIN’S EMPTY INBOX REVOLUTION CHALLENGE.  Here’s how it works:

Take a screen shot of your inbox so I can see where you started.  Then take the 6 easy steps to get to Zero (outlined below).  Once you see that there are 0 emails in your inbox, take an after screen shot of your inbox and post them on my Empty Inbox Revolution Facebook Page, or send them to me at wendy@wendyellin.com.  Along with the screenshots, share a comment on what the experience was like for you and what it feels like to now have control over your inbox.  

Everyone who takes the challenge and posts photos and their comments on my Empty Inbox Revolution Facebook Page will receive an electronic version of my new book “Enough Is Enough, Get Control of Your Stuff”.

If you have any questions, please email me and I’ll be glad to walk you through this process.  Remember, it’s only if you are ready to start living one day at a time, and not out of the black hole of an inbox you are currently dealing with.  If you are happy with the way you are living electronically, then by all means, so am I!  

Happy sorting my friends…here’s to your success and I can’t wait to hear from you either way.

6 Steps to Getting Your Email Inbox to Zero:

1.   Sort By Sender
2.   Round 1:  Delete all emails you don’t need to keep
3.   Round 2:  Set up and drag into “People” or “Subject” folders
4.   Round 3:  Set up and drag action items to “_WAITING TO RESPOND”
5.   Round 4:  Set up and drag emails you want to read to “_ READ”
6.   CONTINUE PROCESSING AS IT COMES IN EVERY DAY!

Then, once everything is processed each day, return to your “_WAITING TO RESPOND” folder and get to work!

Procrastination, or putting off tasks that you just can’t face.  I know, I’ve been there.  My work in radio sales involved creating a sales budget for the year, the thing I disliked the most.  So of course I put it off and put it off and then crammed the night before it was due.  Talk about stress!! But here are two things about procrastination:

1. The tasks we put off are usually not nearly as bad as we think
2. The key is in the STARTING of the task that we can’t seem to get to, not the completion of the task.

My best advice for procrastination: COMMIT TO STARTING THE PROJECT FIRST. Put a date/time on your calendar and only bite off as much as you can do in that time-frame. And then again and again until, voila! Project done!  One more thing, think of a great reward you will give yourself for starting the project. And okay, maybe another one for finishing!

Perfectionism, or a worthy goal, but totally unreasonable to try and live up to.  Of course we all want to do our absolute best.  But really, at the end of the day, if you have strived for excellence and done your very best, then accept the strongest result you can produce, even if it’s not perfect.

Think excellent and great, both of which are attainable and are a much better use of your time than fretting over not being perfect. If you know your own work ethic to be that of always doing your best, trust me, your work won’t suffer by taking pride in a product that is GREAT!

 Workaholism, or give everything you’ve got to your work at the expense of the rest of your life. I get it. During these recessionary times we’re all being asked to do more with less, to stay longer and do more. But here’s the thing.  If you are worn out, worn down and tapped out, you risk not having anything to give to your job, your family or yourself.  If your physical and mental health are at risk from workaholism, you are left with nothing to work with. And who does that serve well? No one really.  So build in personal break time to re-charge and re-group in order to give of yourself fully to all aspects of your life.

So as I like to say in short hand, Get to It, Let Great Be Good Enough and Too Much of Any One Thing isn’t always the answer.  Be good to yourself and your self will be good to you!

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Wendy Ellin is a Productivity Speaker, Trainer, Consultant & Author. Contact wendy@wendyellin.com for info about developing an organizational system, improving communication & increasing the productivity at your company or association.

As I’m told by many, one of the most stressful times we experience as humans is when we move.  Well, it didn’t take me long to easily agree with them!  And it’s not even the relocating, or packing/moving that has me on stress alert.  For me, it was the purging and owning up to how much I have collected over these years that jump-started my stress meter.  Not that I thought I was much different than anyone else going through this experience – but until you start pulling things out of corners, closets, and cabinets, you don’t realize how much there is to make decisions about.  So I got right to it and decided that if I wasn’t emotionally attached to it, or I didn’t need it or love looking at it in my space, it was OUT OF HERE.  Needless to say, there was more stuff going than staying, and when we finally displayed all of it across our front lawn/porch this past weekend, it reminded me of how I never want to consume that much again.  EVER!

So instead of starting the packing process for all that goes with us this weekend, I am forced to stay horizontal while making good use of this day.  So far, I’ve called all of the people who need our address change, changed my address on my drivers license on line, lined up the locksmith to come change the locks on our new doors, set up delivery and assembly for furniture we ordered, bought packing supplies over the phone, set up the Comcast cable visit, and made address changes on line to all the people who mail us bills, catalogs, etc.  Oh, and while I was at it, I cancelled all the catalogs we no longer want to receive.  So even though I might be “down”, I’m still “up” for the challenge of getting things done.

As I leave this house in only four days, I am reminded of so much to be grateful for. This is where we began our “blended” family of four soon after our 1996 wedding.  The “bones” of this house protected our family for 16 years.  And as we repaired it over the years, it continued to provide us with comfort and strength as it aged along with all of us. This house is where we celebrated birthdays, anniversaries, baby showers, awards, bat mitzvahs, graduations, and a wedding.  And not just for our family, but for many of the “family” of friends we love and celebrate as well.

This house was as good to us as we were to it.  And it was a splendid, charming, authentic place to call home for every minute of every day that we were in it.  Now, as we pass it on to those that will take it well into it’s 90’s, we acknowledge our gratitude for such a wonderful loving treasure of a house to raise our family in, and take with us many photos and over-flowing, mental files of memories that will never be forgotten.

We have lots to look forward to as Marty, Ruby and I move on down the road (.6 miles) to our new abode.  And we can’t wait to continue celebrating our lives and others in a place that also promises to bring us charm, authenticity and happiness.  As we leave Highland View, we say a huge “thank you” to a house that served us well, and a group of neighbors whose friendships we will long cherish and continue from just a little farther away than across the street.  You have all been our rock, our community and our “cup of sugar” for so long.  

So until we meet again, my best advice is this… bend with your knees when lifting heavy boxes, any time is a good time to get rid of what you don’t need or love; be grateful for things we often take for granted, like the roof over our heads, and embrace change any chance you get – because after all… it’s those who change together that stay together.

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Wendy Ellin is a Productivity Speaker, Trainer, Consultant & Author. Contact wendy@wendyellin.com for info about developing an organizational system, improving communication & increasing the productivity at your company or association.

For those in sales and others who tend to be overcommitted, here’s how to move from Resolution to Solution in the New Year.

It’s February, and for many people those New Year’s resolutions are getting smaller and smaller in the rear view window of their lives. So why not forget your New Year’s “Resolution” and focus on your New Year’s “Solution”! A resolution is a declaration of intention. Not very active right?  A solution is a way out; much more active and participatory.

So let’s get Moving with Momentum toward a solution for increased productivity in your life.

If you are one of the over 13 million people in sales in the US (Bureau of Labor Statistics, May 2011), you have lots of balls to juggle on any given day: cold calling/warm calling, prospecting, pre and post sales work – never mind the meetings and presentations.  Oh yes, and don’t forget the travel time to and from appointments.   

No wonder some days feel like a blur. Believe me, I know. I spent 20 years in advertising sales. Talk about overload – on the phone, in the car (in Atlanta traffic no less), following up, reaching out, and on and on. And of course, everyone wants everything NOW!

So what’s a person to do when you need (1) discipline to follow through and follow up, (2) a realistic schedule for your day, and (3) a reputation for being on time?

Here’s what you do!

Build in BLOCK TIMES as appointments with yourself to get things done.  Group together similar tasks like making all cold calls or returning all phone calls or answering all emails that can be done in 2 minutes or less. This moves you away from multi-tasking or skipping from thing to thing to thing, which is a real time killer. Check out my short multi-tasking vs. uni-tasking video.

Make sure to include Travel Time (TT) on your calendar to ensure you get to appointments on time.  When you have appointments on your calendar for 10 a.m., 2 p.m. and 4 p.m., you have six appointments, not three. Schedule an appointment for 9:30 a.m. to leave your office to get to your 10 a.m. and the same for your 2 p.m. and 4 p.m. appointments. Always build in and plan for TT (Travel Time) on your calendar so that you are where you need to be when you say you will. If you don’t plan to be on time, most likely you won’t be!

Get reasonable about what you can do in a day! Do you act as if you have 36 hours in a day instead of 24 and book your days that way?  If so, you will always feel a sense of overwhelm at what didn’t get done in your day, which erodes your productivity as you worry over your time. Check out this short video exercise to help you get a 24 hour reality check.

Get the Support You Need to Get the Job Done. If you have come to the conclusion that you just need more hours in a day (which of course is not going to happen), consider the value of having someone else supporting you in getting it all done.  If your company doesn’t provide administrative support, look into sharing a support person with one or more colleagues.

Honestly, in the world of sales, your reputation counts for a lot.  So be one of those people who have a reputation as someone who honors their word, shows up on time and gets the job done. And still has time for a life outside of work!

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Wendy Ellin is a Productivity Speaker, Trainer, Consultant & Author. Contact wendy@wendyellin.com for info about developing an organizational system, improving communication & increasing the productivity at your company or association.

Amongst all the wonderful things I experienced in 2012, none was more celebratory than Blair and Matt’s wedding on 10/7/12.  Not only was it the culmination of 1+ years of planning, but we were blessed with a terrific son and witnessed our daughter making what we consider an “excellent” choice in a life partner.  We are proud and excited about what their future holds together, and wish for them all of what Marty and I hold true in our own marriage…trust, friendship, and a whole lot of love.

And just as exciting, after living away for the past 6 years, Leah moved back to Atlanta at the end of August.  Although she is living on her own, it’s wonderful knowing that we can see her now with much less planning and more often – she’s just a few neighborhoods away!  We trust she feels it was the right choice for her and hope it brings her all that she wants for herself.

In June, I had a little accident (in my home).   Given the circumstance it introduced, I chose to see it as one of life’s unexpected gifts. While healing, I wrote my first book, “Enough Is Enough, Get Control of Your Stuff”.  And what a healing experience it turned out to be – as well as a life-changer.  Soon after, I hired PR Wendy to help me get this book out into the world – because as most of you know, my passion is to “change the world, one disorganized person at a time.”  The book, now in paperback and eBook on Amazon.com has gained some traction and momentum I look forward to continuing for years to come.  Plus, stay tuned for the “Enough Is Enough” book series targeted to Entrepreneurs, Sales Executives, Working Moms and Students – coming your way!

My work is taking me to places I only imagined it could.  And with the team I have in place to help me get there, it’s only a matter of time before it becomes my reality.  I thank you Stephen Jones, Julie Rogers, Wendy Guarisco, and my husband Marty for your honest support and belief in my passion.   It is with all of our combined strengths and talents that this team continues to evolve in ways we all grow and benefit from.

And a huge thank you to all of my clients and community who have purchased a book, and/or hired me to coach you and show you the way to a better way of living.   It is with your ongoing support that I continue on this journey to show the world that not only can you love what you do, but you can also love how you do it!

And last, but not least by any means, we end this year having sold our house after 16 marvelous years and look forward to where 2013 takes us in the weeks and months to come.  Less stuff, more flexibility and a new living adventure we are so ready for.  After all, “the art of staying together is changing together”…so here’s to change and all that it reveals in the upcoming year.  

My wish for all of you is a new year filled with life’s golden blessings – good health, great happiness, friendship, joy and laughter, and all the change necessary to show you what your life can look like from a new and different place – one of less stress, more joy and peace of mind.

Happy New Year!

Wendy, Marty & Ruby

Because of the timing of my birthday, I have always associated it with Thanksgiving.  This year, I am not only eternally grateful for so much in my life, but I am getting ready for some great change as well.  And nothing excites and invigorates me more than CHANGE!  

Marty and I have decided to sell our house, downsize our lives, own less stuff, share more experiences, make more memories and try to see more of the world.  And this past year certainly was the start of some exciting change in our lives, so we plan to keep our Momentum going!  

My new book, “Enough Is Enough, Get Control of Your Stuff”, One Woman’s Insight Into an Organized Life, came out 6 weeks ago.    Blair (29) and Matt, (our new son-in-law) were married in October, and Leah, (24) moved back to Atlanta after being gone for 6 years.  All great changes in our lives, and just the start of things to come.  They say “the art of staying together is changing together”.  And since we know change in inevitable, we are deciding to make choices together to take our lives in a direction the universe is about to reveal.

So on this Golden Double birthday, I take this time to thank and honor my Trusted Advisors.  Four men that have made a profound impact on my life and who continue to guide me in the direction of its purpose.  It is from the messages and modeling of Jimmy, Mickey, Stevie and Lester that I have come to know, and appreciate unconditional love, living out loud, finding your passion and making a contribution to the world.  

Thank you Jimmy, for choosing to make me before choosing to live your truth.  I am eternally grateful, and admire you for your courage and strength to honor who you are.  

Thank you Pop-pop, for sharing so much of yourself, but nothing more important than your unconditional love.  You set the bar for what I would find and marry many years later – a man of integrity, honesty, compassion, commitment and love.  It is that, plus your grace and style that I will admire forever.        

Thank you Stevie, for sharing some of the most delightful, adventurous, and real experiences with me.  Our friendship, while it may not have been as long as we would have liked, will remain in my heart as one that, to this day, still captures my heart and reminds me that laughter is, without a doubt, the best medicine.  Your legacy will forever be one of joy.  

Thank you Lester, for appreciating me for who I am, and for believing and trusting that once I found my passion, there was no end to what I could achieve and become.  It is from your support and wisdom that I “took the leap” to discover what I was meant to do.  Thank you for guiding me in the direction of my calling.

At last years 55th birthday celebration, I honored the women in my life who are my “ROCKS”, my greatest (and some longest) friendships, those who have become my “family” over the years.  It was truly one of the greatest experiences ever!  I got to thank them for their love and support, and in doing so, had a grab bag gift ceremony of “my favorite things”.  Everyone went home with something that I love that now they, too, could experience.  It will go down as my most memorable and enjoyable birthday celebration.  An opportunity for me to give back and love the women who love me.

This year, as I celebrate my Double Golden, I look forward to great change – and I look forward to sharing it with all of you who continue to be my greatest support.  This is the year for experiences, not things.  It’s for the moments that make memories, not the things that create clutter.  It’s for throwing the cards up and seeing where they land – and knowing for sure that the universe is going to bring us more than we could have ever planned for ourselves.  

In kicking off my new year, we are heading to St. Thomas this week to celebrate the wedding of the daughter of my best friend from kindergarten – WOW!  A milestone that we only dreamed of as little girls and now is a reality.  Right out of the box, and we are creating moments for memories!  I couldn’t think of a better way to start the Double Golden!

May your lives be richer for the people that grace your presence, and may your world be filled with abundant experiences for a lifetime of memories.

In my last blog post, I extolled the virtue of having a SIMPLE SYSTEM as the key to getting and staying organized.  And I gave away some of my best tips for starting to de-clutter your e-clutter.  And as promised I am here to give you the next steps! By now you should have moved all of the unnecessary emails out of your inbox  If you missed my blog, that teaches you how to do that, you can check it out HERE .

So now it’s time to face your inbox and realize that the goal is to process instead of putting out fires.  “How in the world do I do that?” you ask.  It’s simple and elegant!  For every single email you will now and forever more:

MAKE 1 OF 5 CHOICES

1. Let It Go.  How do you Let Go of an email?   Delete it.
2. Let It Go To Someone Else. How do you Delegate an email?   Forward it. A quick and easy way to track those that you delegate is to ‘blind copy’ yourself on these and when they come back to you, drag them either to your tasks on the dates they are due, or create a folder called PENDING RESPONSE and put them there to track.
3. Do It Now.  How do you Do It Now?  Use my “2 minutes or less” rule – so as emails come into your inbox, if you can pop them out into someone else’s “court” in two minutes or less, just do it.  During this de-clutter process you can choose to either do all of these now or drag them to an AWAITING MY RESPONSE folder to do when you have the time.
4. Move to a Future Reference Folder. For all emails that you may need to ‘refer’ to later but don’t need to take action on now, simply click on one email or group of emails and drag them to an appropriate Future Reference Folder/ in your inbox or save to your hard drive.  You may need to create new folders in your inbox or hard drive to store these.
5. Move to a Further Action Folder.  For all of the remaining emails that require you to ‘take further action on’, you have some options for how to track these including using your email client calendar program or setting up weekly action folders under your inbox.  There are too many options to go into here, but the simplest way to deal with these is to drag them into your new PENDING RESPONSE folder where you’ll be able to sort through them and delete them as you complete the task and no longer need them.

The big key here is processing as you go so you don’t end up with the backlog you started with EVER AGAIN.  As I like to say, “Process people, PROCESS”!!!

I have so much more to share on this topic and you can find it all in my new book, Enough is Enough Get Control of Your Stuff available from Amazon.com. Here’s to an empty email loading dock coming to a computer near you soon!!

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Wendy Ellin is a Productivity Speaker, Trainer, Consultant & Author. Contact wendy@wendyellin.com for info about developing an organizational system, improving communication & increasing the productivity at your company or association.