Interview with a Real Life Mom Who Quit Her Day Job

Interview with a Real Life Mom Who Quit Her Day Job

Welcome to The How She Quits Show – Episode 5


 

 

 

Real is what we do here. It’s not always easy but it’s totally worth it to quit your job and build a virtual business. In episode 5 of the How She Quits Show I’m interviewing Tiffany Herderhorst, who has done just that.

Tiffany is a fellow firefighter wife with 2 kidos that quit her corporate job 3 months ago. She began her exploration of work at home opportunities 6 years ago when her first child was born but found that much of what she found would continue to take her away from her family. She’s been a member of our How She Quits Community on Facebook and began her journey by enrolling in the Verified Virtual Professionals course. She quickly saw the real potential to quit her day job and replace her income as a Virtual Professional. The addition of new clients she gained while in the Virtual Work Mentoring course encouraged her to take the leap to leave corporate so that she’d have the time available to fully replace her income.

In this interview Tiffany shares

What qualifications she brought from her day job and more importantly why you don’t need to have a corporate background to become a VA.

Her biggest driver pushing her to get out of your day job…and she hits the nail on the head.

“My mom guilt was a result of what my corporate job was taking out of me.”

The real logistics and strategy she used to quit faster and what her work day looks like now.

What services she offers to make money working exclusively from home?
To check out more of her work you can take a look at her website thunlimited.com
Her best month and her path to replace her corporate income.
Where she finds clients.
Spoiler- many have come from connections made in How She Quits Community!
The most important thing she has learned and how to get over the nervousness of getting started.

And how starting her own business as a freelance Virtual Professional has improved her home life.


Tiffany was able to move more quickly toward her corporate exit, and I want the same for you.

To help you have a successful start on your journey of starting or growing your Virtual Professional Business, I have two new Fast Classes that are designed to be FAST and EFFECTIVE to match your busy work and family life.

FAST CLASS:  High Dollar Virtual Work Finder

Insider Intel on finding quality clients and projects for virtual professionals who want to work from home and make $25 – $50 / hour In this 90 Minute Class You Will Learn:

  • Where to look for clients who will pay $500 – $1000 / month for ongoing work
  • What projects have the best potential to become long term client relationships
  • How these clients are finding their next Virtual Professional
  • My private list of the programs / groups / businesses to network and find this kind of work

FAST CLASS:  Rapid Skill Development for High Dollar VA Work

How can you fast track your learning of these higher dollar skills?    The experience curve is FAST in the online world and this can be used to your advantage. In this 90 Minute Class You Will Learn:

  • The best free trainings to find online that will boost your resume and your experience
  • The exact skills you need to have listed on your VA services page for high dollar work
  • My method to do hands on work that builds my experiences, portfolio and gives me CONFIDENCE in performing these skills for others

Get the registration link for these limited time, exclusive classes

Leave Them Wanting More: Creating Recurring Work in Your Virtual Professional Business

Leave Them Wanting More: Creating Recurring Work in Your Virtual Professional Business

Welcome to The How She Quits Show – Episode 4

In episode 4 we are talking about recurring client income. 

How do you find those recurring work relationships as a virtual professional?

Let me start by saying, this is the place to learn how to become a Virtual Professional, build a business where you can do your professional work, do the things that you’re really good at that you love, but from home, and do them for people who value it, who value you. This might sound kind of warm and fuzzy, but I like to do work that brings more value into the world. So as a freelancer, as a virtual professional, I can pick and choose which clients I want, that line up with my values, that appreciate what I bring to the table.  My client list is a group of people that I just adore and have become friends, colleagues and long-term partners. That’s what I want for you.

Money follows excellence. That’s not to say that you can’t make a ton of money as a virtual professional because you absolutely can. Money will follow excellence. When you do quality work, you will earn higher dollars and earn more dollars. When you want this recurring revenue you need to find out what are the quality services for quality clients, things that you do in a topnotch way and that people want done in a topnotch way and that can be done repetitively so that there’s an ongoing value add. The more you do something, the better you get at it. The more you do something with somebody else, the more comfortable you all get with that process, and the more efficient you are, and guess what? More money comes to you in your business, and more money comes to them in their business. See how that works?

Why do you want recurring work?

  1. Let’s just state the obvious: less selling cycles, right? If you only had five clients each month with six-month retainers, you’re not constantly selling. You only have to find five clients to last you for six months of work, whereas if you’re constantly selling $200 packages or even a $1,000 packages, to make the same amount of money you’re going to have to sell to a lot of different people. So less selling cycles is just more efficient in your process.
  1. Recurring work is also better service for your clients as well.  If you have a one-time project, you’re going to get in, you’re going to do the work, and you’re going to get out. But when you can have a longer-term relationship with somebody, you’re going to be known for quality and excellence. They want to keep hiring you. You’re going to finish a project and they’re going to respond, “Oh, I want you to do this. I want you to do this next. Can you do this? Do you know how to do this? Do you know somebody that does this?” That’s the kind of relationship we’re talking about when you bring quality.
  1. You really get deeper, better experience when you’re doing ongoing work with a single client as opposed to doing one-off work. Why is that? Because you learn things together along the way. If you are a copywriter and you’re doing ongoing copywriting work with a client, you’re going to run into hurdles together that you then conquer together, things you might not find if you’re just doing short-term work. The longer you work with somebody, the more that client trusts you and turns to you for advice. You start to know their business and know what they have going on, they can ask, “Oh hey, Lori. What do you think about this? You know, I was running into this over here. What do you think about this?” You inherently grow in value to them, and you get exposed to more of their business, so it just gives you deeper and better experience along the way.

All my clients that I would consider my stars have worked with me for 12 to 18 months. Through that time, you really cover a lot of wins, a lot of failures, a lot of life, a lot of challenges, a lot of hurdles. That kind of relationship is actually kind of rare in this online world and in this online business that moves so rapidly. It’s definitely one of the perks and benefits of how I have designed my virtual professional business and why I’m such an advocate for it.

What type of clients prefer recurring work?

  1. When you start prospecting, when you start talking to somebody who is looking for a new VA, a new WordPress guru, whatever their special need is at the moment, listen to them closely to understand: Do they have systems in place, or do they understand the value of systems? Or are they more of a hodgepodge. Really listen in for people who value systems, or are at least open to your suggestions to put them in place. Bringing on a new team member for something that’s more than just a small project, does take an investment on the part on the client. It takes some time and upfront training of that new team member, but it’s going to pay off down the road. The clients who see this, are going to invest in you upfront. They’re going to understand, “The next time I give her a project, she’s already going to have access. She’s already going to know where my logo is, etc. That’s the value of efficiency in a long-term relationship with one of your clients.
  2. They value relationships. If you talk to somebody as a prospect and they seem to have an ongoing revolving door of contractors or short-term team members, maybe they’re not the easiest person to work with or haven’t figured out systems yet or maybe they’re just trying to  find the cheapest way to get things done.
  3. Here’s a big one. Do they have ongoing sustaining income? Is their business model strong? There are people who run businesses who get caught up in, the messaging of their product, their programs, and that on fire-ness can disguise things like, they’re not making money yet, or are just starting a blog. Often times when I talk to people as a prospect, some of those who are most understated about their business actually are the ones who have the strongest, most sustainable business model. And that’s a really good question for you to ask in any kind of interview situation because it’ll show a lot about where they are as a business model. Somebody’s enthusiasm of, “Oh, I can’t wait to have you do this work,” can get you excited, but then it burns out after three weeks because they didn’t make the money they thought they were going to make in their online course launch, and suddenly there’s no more money to pay you. It helps you to understand how much you should  be investing into a client. One caveat is if somebody is in a true startup, like they’ve got some other successful businesses running and they are truly investing in a new brand, a new program, then maybe they are using that funding to build up this next new product offering. Having ongoing sustaining income is a key.

Good examples. Somebody who is running a membership site for a while, like a membership site that has some legs. It has some ongoing consistent revenue. Authors and speakers. In general, while their income is inconsistent because usually they get paid when royalties come for the books or when they’re out speaking, they have a need for ongoing brand building, ongoing social. Ecommerce that isn’t seasonal, somebody who has ongoing products that are sold year-round.

Some bad examples also. Nonprofits. I know. Breaks your heart, right? I run a nonprofit you guys, so I can understand from both sides of the fence putting this up here. You know, I appreciate that you really want to work in this heart-centered space where you can give back and give back and it’s mission oriented, but I have to tell you that the consistency of the income is not always there with nonprofits and kind of missional-based businesses. There are total exceptions. My nonprofit that I run, has enough consistency with our monthly donors that we can sustain a couple of virtual team members for the things that need to be done to keep things rolling, but I’m super, super cautious there about spending because it’s a nonprofit. So I would carefully scrutinize nonprofits.

Another bad example, somebody who’s just starting and has never run a business before. So I talk about the whole excitement, like the buzz, like, “This is going to be great. It’s the best thing, and everybody is going to want it.” But if they’ve never built a business before and they don’t have any capital to pull from it can become problematic.

If potential clients start talking to you about trading work, then I would also be really, really cautious. I’m definitely not a fan because it never ends up being equitable. I’ll just leave it at that. It’s hard to measure the equitability of trading work, and I would prefer to pay for the value of what was done and to be paid for the value of what I did.

What type of work can be recurring?

Creatives, I’m talking about designers, graphic designers, videographers, copywriters. Any kind of business that has a monthly blog, monthly newsletter, like that needs ongoing writing, somebody who has this content.

Having this piece of their content marketing systemized is a great type of recurring work. Almost always, especially if you’re writing or doing anything in the marketing space, once you get their voice, once you kind of catch their style and their vibe and the business owner sees that, they’re really going to value your services and look to go broader.

Social media is obviously another one because it just never stops. You can just never market enough or learn the next new things about social. One caveat here, it’s so fast-changing and volatile. Not just that Facebook comes out with another reason for why they’re changing the algorithm, but because social media is really a test and measure business. That might mean after analysis clients need to pull back on that service, change the way it’s done, or need a different type of voice or talent to make it work. Social media can be a good ongoing, but it’s not the kind of place where you can count on that long term because it’s probably the most rapidly changing.

Graphic designers. Find businesses with ongoing graphic needs. To find ongoing work in the graphic design space, you might try to find somebody who has a monthly membership, who needs new principles every month.

Technical. There is always a technical flaw somewhere. Always. This is why technical work is good work. There’s always a maintenance. There’s always an update coming. I don’t want to log in and be surprised. It’s hard to get people to pay for maintenance, I will tell you that, but the they see your value when you are month after month after month maintaining. Everything is up to date. Usually, clients see this value after they have a big scare or problem, then they run into issues where they want to have somebody on call, on staff like all the time. “I don’t want my website to go down because if my website goes down, I stop making money.” That’s kind of how you spin the website business.

Administrative. Bookkeeping obviously. It’s like pulling teeth to get me to sit down and do the detail work of bookkeeping. That is a great, great example.

Customer support. There’s an ongoing chain of customer emails. When you’re running a business, you’re going to have ongoing customer support, and the business owner should rarely, rarely be spending their time in there.

Blog posting. Very administrative. I’m at the point now with my team where I dump raw content to them in text and multiple tools. Sometimes it’s even verbal over Voxer and they format it all into our blog posts.

Launches. This is a big buzzword in online marketing right now, and launches take a lot of planning, implementation and support can last from three to six months. So a launch is a good strategic long-term activity.

Ongoing marketing planning and support, I do this for some of my clients, but it usually only comes after you do a good solid project. You really do a good solid project and then they go, “Oh, we want you to do the next and the next,” and then they’re like, “Hey, why don’t you look at our full marketing program and let’s lay it out from there?”

Here’s the thing about the strategic opportunities for recurring work. If you are not bringing them more sales and more leads, then your strategic recurring work is going to end. It’s that specific, because strategic ongoing work is high dollar and you really have to know your stuff. I am now even cautious of who I take on as an ongoing strategic client because there are people who come to me and I already know from the first conversation that maybe their business model is broken or maybe they personally don’t have the time and energy to pour into the business. If somebody comes to me and wants me to be their voice to give them a marketing plan where they’re spending less time talking to their audience, I run from that as fast as anything, because I can give suggestions on somebody’s voice, but I cannot go pretend to be you on your Facebook group.

When you screen for strategic work, there’s things like that you want to screen for to make sure that the person is really still retaining ownership and everything in their business and they’re not just stuck and looking to dump strategic work off to you and blame you if it doesn’t improve. Something to think about.

Bottom Line Best Ways to Find Recurring Work

Find the clients who value efficiency, who value relationship, and who have a steady income or a funding source. You can tell some of this stuff just by the quality of the post. Are they using good grammar? Have they put a lot of thought into the job description, the project description?


 


To help you have a successful start on your journey of starting or growing your Virtual Professional Business, I’m so excited to introduce two new programs I’ve created!

FAST CLASS:  High Dollar Virtual Work Finder

Insider Intel on finding quality clients and projects for virtual professionals who want to work from home and make $25 – $50 / hour In this 90 Minute Class You Will Learn:

  • Where to look for clients who will pay $500 – $1000 / month for ongoing work
  • What projects have the best potential to become long term client relationships
  • How these clients are finding their next Virtual Professional
  • My private list of the programs / groups / businesses to network and find this kind of work

FAST CLASS:  Rapid Skill Development for High Dollar VA Work

How can you fast track your learning of these higher dollar skills?    The experience curve is FAST in the online world and this can be used to your advantage. In this 90 Minute Class You Will Learn:

  • The best free trainings to find online that will boost your resume and your experience
  • The exact skills you need to have listed on your VA services page for high dollar work
  • My method to do hands on work that builds my experiences, portfolio and gives me CONFIDENCE in performing these skills for others

Get the registration link for these limited time, exclusive classes

Fast Class to Virtual Professional

Fast Class to Virtual Professional

Every week we send you a round-up of our favorite virtual work opportunities. It should be:

1) Encouraging that work is out there

2) Helpful because we are all limited on time and

3) Action invoking so that you click through and apply for those opportunities!

But sometimes, we freeze up. Sometimes we think “I’ve tried that and it didn’t work.” Sometimes we doubt ourselves. Or sometimes we do it and learn that it wasn’t our ideal work or wow, we never want to work for that kind of person again! The key is, action brings knowledge and results.

If you are still needing a nudge, some virtual courage or that next set of secrets and insights from those who have been here, check out our new FAST CLASSES. We created these with you in mind – busy life, need to get to the facts fast, at a price that is a no-brainer.

Join our Newest Fast Classes here:
  1. Rapid Skill Development for High Dollar VA Work
  2. High Dollar Virtual Work Finder

 

Now, check out this week’s favorite Virtual Work Opportunities:

PT VA for Small IT Firm

Small tech company is looking for a tech-savvy virtual assistant for 10-15 hours a week with an increase over time in responsibilities. The ideal candidate will have basic bookkeeping skills, project management, task management skills.

Foodie VA for Blogger Team

Are you a foodie? Are you a social media marketing wiz? Popular food blog that is growing rapidly. I’m looking for someone who is experienced with Tailwind scheduling, scheduling in Facebook, Pinterest marketing, Facebook ADS, Photoshop/Lightroom, WordPress and Instagram. This role is paid with 15-20 hours weekly and growing.

Ongoing Real Estate Blogger

Attention Mom Bloggers! Do you have real estate background? Industry leading online rental property management software is looking for a team of moms to write quality blog content to publish on a daily basis.

High Dollar Online Project Manager

Pay Range $25-40. Are you an MS Office Guru? Are you a wiz with Asana or Trello? The ideal candidate will have the ability to manage multiple projects with strong computer skills and knowledge of all aspects of online marketing such as email marketing, marketing campaign automation, project plan creation & project management.

Copywriter for Social Stories & Lives

START DATE ASAP! Are you a visual story-teller? Do you have an endless supply of creativity? A top-of-their-class organization has a growing need to bring on a Copywriter for their social channels. Projects may include drafting an Instagram story, creating a brand voice on Twitter or writing Pinterest descriptions as well as drafting storyboards for Facebook Live!

Click. Get a job. *Sometimes* it’s that easy.

Sometimes, you’re missing a couple insights and need a FAST CLASS to show you how.

Hottest VA Skills You Need to Increase Your Rates

Hottest VA Skills You Need to Increase Your Rates

Welcome to The How She Quits Show – Episode 3

One of my most asked questions from the How She Quits Community is…

How do I increase my rates as a Virtual Professional?

This is actually a really smart question to be asking because you could double or triple what you’re able to charge as a lower dollar VA who is just starting out. Imagine being able to charge $25-$50 per hour for your services, that equates to you being a $50,000-$100,000 employee if you are working full-time.

Remember too, these rates are for Virtual Professionals. We are here to elevate the quality of our skills, the breadth of what we have to offer and build long term high value relationships; the hallmarks of higher dollar work opportunities.

In speaking with my own clients and colleagues, I’ve identified 5 themes for what clients want

  1. Creative Talent – This will never go out of style or not be a need.   Example:  logo design, video storyboards, writing.                           
  2. Marketing InsightsWhat content is going to do well?  How to research that content.  How to re-purpose it efficiently for reach.
  3. High Value, Low Touch Work – Can you do something end to end and know all the steps without having to ask me (the client) a zillion questions?                                                                                                                                                                                      
  4. Efficiency in doing more – We have a good report.  You KNOW ME.  What more can you take off my plate?   (it’s more efficient to interface with fewer people)
  5. Trusting Your People and Communication Skills to Put You In Front of My Customers and Partners – Can you represent my name, my brand and my reputation with quality and integrity?   (This is more than answering customer emails.  This is helping with the sales cycle and the delivery of services processes.)

These types of skills are going to elevate your rates and make you a higher caliber VA.  Now let’s get specific and talk about:

What’s Hot

  • Project Management (but don’t market it as such- this should be conveyed in the words you use to describe yourself in your profile)
  • Video editing.  Period.  It takes a long time and is a hot marketing tool.
  • Knowing and executing the process of the content machine -> research, create, polish, distribute and repurpose, keep it organized
  • Lead Nurturing -> who to follow up with and how inside FB groups, with messages and email
  • Defining processes for better efficiency and organization

What’s Not

  • Being a task checker-offer.  That’s $6 / hour overseas VA work
  • Canva skills – still needed but a commodity and low dollar (ex.  Design Pickle)
  • Being limited to knowing only how to post a blog post
  • FB Group community management that ends with a simple welcome post
  • Saying you are good at organizing but only knowing how to do things in ways that work for you.

Now, you’ve likely got questions or things holding you back and that’s good.  You’re an active learner and a critical thinker- those are high dollar VA traits!
  • Worried that only large corporations pay these rates.  And you don’t want the stress and challenges of working for and landing contracts with large corporations
    • These are all online entrepreneurs.  People who share my values, work from home and have become trusted colleagues.
  • Are you putting in the time to learn new skills.
    • Get focused and get practicing!  
    • It’s a FAST learning cycle in online marketing
  • Hanging in the wrong circles can cost you
    • I.e. free FB groups with lots of mompreneurs who aren’t showing the savvy skillset
  • Don’t take the WRONG courses
    • Do you want to be another VA or a Virtual Professional?
    • Think about who those courses are trying to attract.  What’s their business model.
      • (So what’s mine?  My mission here is to elevate the quality of professional services in online marketing and make a path for high quality, high value, long term work from home careers.)
  • Where can you find these clients?
  • How can you develop higher value skills?

 

You all know that I have a passion for helping you start and grow your Virtual Professional Businesses so you can have the life you want, away from the day job that is holding you back. To do that I have some exciting new programs for you!

FAST CLASS:  High Dollar Virtual Work Finder

Insider Intel on finding quality clients and projects for virtual professionals who want to work from home and make $25 – $50 / hour

In this 90 Minute Class You Will Learn:

  • Where to look for clients who will pay $500 – $1000 / month for ongoing work
  • What projects have the best potential to become long term client relationships
  • How these clients are finding their next Virtual Professional
  • My private list of the programs / groups / businesses to network and find this kind of work

FAST CLASS:  Rapid Skill Development for High Dollar VA Work

How can you fast track your learning of these higher dollar skills?    The experience curve is FAST in the online world and this can be used to your advantage.

In this 90 Minute Class You Will Learn:

  • The best free trainings to find online that will boost your resume and your experience
  • The exact skills you need to have listed on your VA services page for high dollar work
  • My method to do hands on work that builds my experiences, portfolio and gives me CONFIDENCE in performing these skills for others

Get the registration link for these limited time, exclusive classes

Virtual Work Opportunities January 15, 2018

Virtual Work Opportunities January 15, 2018

Welcome to our favorite Virtual Work Opportunities for the week of January 15, 2018 we’ve collected to simplify your life.

{If you’re finding this at a later date….learn from it.  What types of companies hire virtually?  What types of jobs are being posted?}

And we don’t want you to miss our latest episode of the How She Quits Show where we dissect the highest paying HOT VA skills of 2018. Watch it here.

Don’t miss our “fast classes”.  The low price – high value do at your pace training for Virtual Professionals. 

Head over to VirtualWorkFinder.com to fast track with these 2 Fast Classes:

1. Rapid Skill Development for High Dollar VA Work

2. High Dollar Virtual Work Finder

{Pssst….what’s a fast class? It’s a 90-minute training video recorded for you to watch at your convenience, including our favorite templates, tools and links. A bite-sized, high-value portion of training to fast-track your Virtual Professional work.)

Now, here’s our favorite Virtual Work Opportunities for this week:
WordPress Wizard

Are you a WordPress wiz who has graphic design skills?
Chicago Craft + DIY mompreneur is seeking a website and graphic design guru who is looking for a long-term role.

Part-Time Dynamic Virtual Assistant

Are you looking for immediate steady work? Do you have experience as an Account Manager or Executive Assistant?  Digital Marketing agency is seeking a highly organized, excited Virtual Assistant to play a critical role in assisting with many facets of the growing business.

Freelance Proofreader

Are you insightful at creating copy? Do you have a proven track record of editing, drafting engaging copy? Are you a web trends and tech guru?
Spotzer, a growing digital marketing business is seeking a candidate with a strong understanding of SEO & SEM principles, excellent editing and proofreading skills and understands web trends & technologies.

Virtual Assistant for Health Tech Start-Up

Seeking Virtual Assistant Sidekick for Health Tech Start-up.
Are you passionate about improving healthcare? Are you looking a variety of tasks with the possibility of growth in a long-term role?
A growing health tech start-up is seeking an energetic virtual assistant to assist with a variety of administrative tasks,

Long-Term Executive Assistant and Head of Projects

Are you seeking a long-term role? Do you have experience supporting busy, quality-focused executives?
A progressive, web marketing + design studio is seeking an exceptional Executive Assistant and Head of Projects.

e-Commerce Assistant

LOOKING TO FILL IMMEDIATELY. Are you an Amazon Page wiz with Marketing experience? Do you enjoy SEO research? The ideal candidate will possess an e-Commerce background and be skilled in editing, SEO research and all things e-Commerce!

Remember, wherever you are is exactly where you need to be for this moment. Want to be someplace different next week?

Take some new actions. Like trying out our Fast Classes at VirtualWorkFinder.com

New Year, New Virtual Work Opportunities

New Year, New Virtual Work Opportunities

We’re BACK!

The fuzzy headed holiday brain is behind us. Most of us have been awakened by a cold snap like we’ve never seen and (hopefully) the kids are back to school now so you can focus on growing your business.

And business owners are back in the saddle too with clarity and on a mission to hit their goals immediately in January. Often that means team expansion.

Here’s a roundup of some of our favorite virtual work opportunities this week:

Project Mgt VA for Construction Company

Do you have project management experience with a small business? Construction company seeks admin person to manage workflow of construction projects. Experience with cloud-based records such as Dropbox, Quickbooks, and CRM required. Minimum of 10 hours a week to start with growth potential.

Ads Manager – High Dollar VA

Do you have experience with ad campaigns? Are you an expert in digital marketing?
Sales funnel and a client-focused company is seeking an Ad Manager expert to collaborate on copywriting for ads and optimizing campaigns based on budget, goals and conversion results.

Great for New VA’s – Work with High-Level Executives

Applications accepted through January 12th.
Are you a NEW VA with a service-oriented A-type personality?
Personal assistant/concierge service company for busy executives is seeking a new VA who is comfortable working who has experience supporting high-level executives.

Seeking SEO Specialist with Long-Term Potential

Do you have experience with SEO? Is SEO writing your jam? Are you looking for long-term potential? Look no more! Position includes managing 3-4 writers, editing articles for SEO and creating outlines for writers.

Customer Care Phone Support VA

Do you have experience working in the credit, financial or real estate industry? Do you enjoy speaking with clients and answering questions over the phone? The ideal candidate must be comfortable speaking on the phone and answering questions, pleasant and friendly tone with the ability to multi-task.

East Coast Techy + Social Media VA

East Coast VA”s WANTED! Are you a flexible techy and social media savvy person who is a self-starter? The ideal candidate will have a positive attitude and eager to learn new and ever-changing concepts.