“Who” is Your Goal Market and Biblical Rules that can assist!
As we speak I’m going to be speaking about “who” is your goal market and I’m going to be sharing with you biblical rules that can enable you to decide that individual. If you’re studying this you might be most certainly an entrepreneur or a enterprise proprietor and you are attempting to determine the best way to incorporate religion in your enterprise. Perhaps speaking extra about God and cash, religion and funds. How will we increase the dominion…whereas additionally serving others in a enterprise sort of sense?
My identify is Ray Higdon. I assist community entrepreneurs obtain time – cash – freedom with out promoting their soul.
The Wrestle.
Have you ever ever struggled with “who” must be your goal market? Who do you have to be speaking to? Who do you have to be conforming your advertising and marketing message to..? Ever struggled with that or is that simply me, as a result of I’ve had that wrestle. Let me know within the feedback.
What we will do by overthinking our goal market isn’t affect anyone. We don’t remedy any issues as a result of we’re sitting in wonder-land and questioning “who” we must be serving and by no means really serve anyone. So in the present day I hope to light up and convey some gentle there with the assistance of the phrase of God. If you’re in community advertising and marketing we really enable you to create time-money-freedom.
Aspect be aware: This month will probably be my 12 months anniversary (imagine it or not) of coming to Christ, of giving my life to Christ and it has been such an incredible trip. So superior…I’m so grateful. God has given me greater than sufficient Grace, greater than sufficient starvation for the phrase…I’m simply so grateful for our Heavenly Father and all that Jesus did for me and did for you.
My Format.
My format on these is to cowl one or two verses and share just a few takeaways. How I’ve utilized it in my life or or failed at it. Then offer you methods to use in your life. I attempt to make these very relevant to you, not simply to flex on data however to truly enable you to devise your life and presumably enterprise higher. With these subjects I’m making an attempt to narrate to enterprise as a result of I do know that’s who I’m referred to as to serve. “Market ministry proper? I’m not referred to as to function a pastor however within the market utilizing what God has helped me be taught all through my total life (even earlier than I knew Him, He at all times knew me) and now to assist entrepreneurs and enterprise house owners with this type of message.
Let’s Dive Proper In.
As we speak is one in every of my favorites. I like this message. It really will enable you to establish your goal market in an attention-grabbing approach and its from Second Corinthians 1: 3-4
2 Corinthians 1: 3-4 Paul tells us, “blessed be the God and Father of our Lord Jesus Christ the Father of mercies and God of All Consolation who comforts Us in all our Affliction in order that we might be able to consolation those that are in any Affliction with the consolation with which we ourselves are comforted by God.”
Isn’t {that a} good one? Such a strong verse.
Takeaway primary, “He Comforts Us in all our afflictions.” What could possibly be an Affliction? Properly an Affliction could possibly be…confusion, stress, a confliction, nervousness, bodily ache, one thing you’re experiencing like heartbreak. Proper?
One other favourite verse I’ve is…
1 Peter 5: 6-7 “humble yourselves due to this fact beneath the mighty hand of God in order that on the correct time he could exalt you by casting all of your anxieties on him as a result of he cares for you.”
I’m going via Matthew (but once more) and it talks about, “you aren’t a instructor since you solely have one instructor, you aren’t a savior you might have one savior, you aren’t a father, you might have one father“… and it talks about “he who exalts themselves will probably be humbled and he who humbles himself will probably be exalted.” In order that goes proper together with the verse above in 1 Peter.
Okay so the primary a part of that is “humble yourselves.” You aren’t your savior. Now have you ever ever heard the phrase “if it’s going to be, it’s as much as me.” Have you ever ever heard that one? I’ve, the truth is I lived my total life that approach up till a 12 months in the past…possibly even longer as a result of I didn’t get this. If we will humble ourselves and cease making ourselves our personal savior then we will forged our anxieties on Him. If we’re the savior….now we have to resolve each drawback. If we’re the savior…if we’re exalting ourselves… “if it’s going to be it’s as much as me” then now we have to resolve all issues and we’re not capable of forged our anxieties on him. Humbling ourselves is so vital. That is all concerning the coronary heart.
Takeaway quantity two, those that are in any affliction (now I’ll be trustworthy, I’ve learn this verse 100 occasions) that signifies that after we are using the consolation we obtained throughout any affliction we may help others in any affliction they get. What that is saying is that by sharing how we overcame or survived one thing in our life with God’s assist (and we at all times have God’s assist) we will consolation these with afflictions that we haven’t even had.
Let me offer you an instance. Considered one of my favourite units of verses,
Genesis 45:8 (That is when he’s revealing himself) “Joseph mentioned to his brothers come close to to me please they usually got here close to and he mentioned I’m your brother Joseph whom you bought into Egypt and now don’t be distressed or indignant with yourselves since you bought me into slavery for God despatched me earlier than you to protect life.”
So it was not you who despatched me right here however God. Man if we had that sort of knowledge…. are you able to have a look at your abuser and say “hey you didn’t abuse me God allowed this to occur so I might serve extra individuals.” None of us…what number of can have a look at the individual that put them via trauma and say “hey hey don’t stress it God allowed the trauma in order that I might serve extra individuals.” That’s what Joseph is saying. Are you able to even comprehend that? No, we wish to maintain the grudge towards the individual that abused us and maintain the trauma and we make ourselves the savior and the decide. We make ourselves the decide and say “they did us unsuitable, they deserve my wrath, what they did was unsuitable.” Whenever you recuse your self as a decide…that doesn’t imply you’re proclaiming them harmless, it means you’re simply passing the case off. You’re passing the case off to the Heavenly Father…to the precise decide as we’re instructed.
I wanted to listen to that however verify this out. How many people have by no means been slaves or bought into slavery however we will relate to Joseph’s story. I’ve by no means been in slavery however the first time I learn these phrases I cried as a result of I believed “oh what an unbelievable coronary heart of God, what an unbelievable knowledge of God.” It simply blew me away. I cried the primary time I learn this… it was a number of months in the past, however I cried as a result of I believed “man what would it not be prefer to assume that approach? To assume that each individual that stole from you, that each individual that abused you, each individual that gave you trauma, that was really God permitting it in order that you would consolation others in any affliction that they had.”
My buddy Michaela has a shirt that claims “however did you die” it’s sort of humorous proper? You didn’t die, you survived. God obtained you out of that mess in order that you would go and serve. In case you’ve been via a variety of stuff, guess what? All that’s, is proof that you’ve got an enormous calling. How many people have by no means been slaves however we will hear Joseph’s phrases and say “dang…wow that’s highly effective…” Perhaps you’ve been via some stuff and sharing it’s going to give different individuals some hope. That’s going to present them some hope that possibly they’ll get out of it. This is the reason I’m not holding a grudge towards my abusive childhood as a result of it obtained me into doorways I in any other case couldn’t get in. I bear in mind a number of occasions going and talking to a gaggle of both children in foster care or troubled youngsters they usually’re like “who’s this white boy…” Then I share just a few of my tales from my childhood they usually’re like, “oh okay” swiftly they join and relate with me. That leads me to takeaway quantity three.
Takeaway quantity three, now we have to be susceptible. If nobody ever is aware of what ache we overcame then they’ll’t acquire hope from what now we have been via. Now a proverb that’s related to Joseph is “cursed is the person who withholds grain however blessing is on the top of him who sells it.” Now chances are you’ll not have grain, however what’s grain? Grain is an answer. Whenever you don’t share the issues that you just’ve overcome you’re withholding that answer, you’re withholding that hope. If solely you shared extra of what you’ve overcome, of what you survived…I do know that you just’re anxious about it portray you in a foul approach, I do know you’re anxious about wanting good to others as a result of that’s tremendous vital, proper? They actually care about that…proper? So while you withhold your grain, withhold your answer, withhold your afflictions, withhold the issues that you just overcame or survived you might be withholding hope.
How I Have Utilized or Failed.
How have I utilized or failed at it? I already gave you one instance, however first one factor that I’m actually referred to as to do helps entrepreneurs get off the cash and significance hamster wheel. Right here’s what I do know concerning the cash and significance hamster wheel. There’s by no means sufficient. After I sit down with somebody who has a internet price of $100 million, you understand what they speak about? They don’t speak about gratitude, they speak about who they know that’s price 200 million. Now I don’t routinely sit down with billionaires however I’ve to surprise what number of of them sit down and take into consideration their competitors that has two billion, proper?
What I find out about myself is whether or not I had one million {dollars} within the financial institution or whether or not I simply had one million greenback day or one million greenback month it was by no means sufficient. I at all times wanted extra. After I didn’t have a lot cash I used to be unhappy, I used to be depressed, cash was my supply. My supply of significance, standing, security, safety, self-worth. My net-worth was my self-worth. That’s the place most individuals are at this level. It’s an IQ take a look at in case you are consistently chasing cash and significance. That’s the place you’re making an attempt to repair your self and making an attempt to assist your self and also you’re by no means going to get there…that’s by no means going to fill you up as a result of there’ll by no means be sufficient. However….what’s sufficient is the grace of our Lord and Savior Jesus Christ. What’s sufficient is the therapeutic that comes from accepting Jesus into your life so you’ll be able to have cash.
This isn’t a cash bash and people who preach to you that having any cash is unhealthy or no matter they should examine up. Ecclesiastes 9:16 “The poor man’s Knowledge is despised; his phrases are usually not heard.” Deuteronomy 8:18 “he offers us the ability to get wealth.” What’s the ability to get wealth? Knowledge and assets. You’ll be able to have cash. There isn’t something unsuitable with that, however don’t have cash have you ever. That’s the place most entrepreneurs are lately. They assume, “if solely I hit that ink 5000 ,if solely I get that bestselling e book, if solely I get on that stage….
I do know as a result of that was me for many of my life. None of these issues that I achieved that I set as targets really did something to me…it simply made me need extra. So it’s this IQ take a look at of this hamster wheel of how a lot am I going to hustle and grind and never really feel any totally different. You’ll be able to deny it for some time however I hope that it comes sooner for you when you’re studying this submit. I needed to make over $30 million and communicate on a variety of levels to appreciate it.
Tony Robbins says, “success with out success is the last word failure.” There’s lots of people experiencing final failure as a result of they’re not fulfilled despite the fact that they obtain success. Does any of this resonate with you? Is this beneficial in any respect? A part of my mission is to assist the individual I was as a result of I used to be on the IQ take a look at of the importance hamster wheel which runs the community advertising and marketing trade. That’s what all of your high leaders are pitching, (I don’t say all) however that’s what the vast majority of management and community advertising and marketing is…let me lead with my Lambos and accomplishment I achieved. However why don’t you lead with what number of colleges you constructed, why don’t you lead with what number of missions you led? Why don’t you lead with how many individuals you delivered to Christ? Why don’t you lead with who you might be serving to and lead with the individuals that you just assist make more money.
Discuss that, however have some gratitude to your Heavenly Father for the presents that He gave you as a result of the presents that He gave you might be superb. In case you can step into you could really begin to step into success.
Quantity two. Once more that is coming again to how I utilized sharing my story to know who I’m speaking to and who I’m serving to. About 3 years in the past possibly God allowed me to succeed in a stage of social nervousness that was actually arduous for me. I bear in mind I used to be about to talk at Funnel Hacking Reside for my buddy Russell Brunson on a stage in entrance of 5,000 individuals in Nashville. I’m about to go on stage and I’m out within the foyer speaking with individuals and I don’t assume this has occurred earlier than however I had a panic assault, I’m hyperventilating. I rushed again to my room and I referred to as a coach of mine on the time and I’m like “hey man you bought to assist me out man…I’m freaking out and I don’t know why.” I used to be simply freaking out. It wasn’t that I used to be scared to be on stage…I imply I’ve been on larger levels, I’ve been on a variety of levels like that, however I didn’t know what it was (it was social nervousness) however I didn’t perceive why.
I bear in mind watching a Netflix particular about Jerry Seinfeld. Jerry Seinfeld mentioned, “y’all don’t perceive I can discuss with all of you however I can’t discuss with any of you” and he talks about how he was comfy on stage however when he would come off stage and other people would discuss to him in a extra of a social one-on-one sort of state of affairs he would freak out. I knew precisely what he was speaking about…I knew precisely. I’m like “oh yeah that’s me.” I bear in mind talking on levels over the past 10 – 14 years and I might rock it out, standing ovation….individuals like “yay! superior! woo! “and I might come off stage and I might have the overwhelming urge to hurry again to my room. I might return to my room on my own simply sitting there…possibly watch a film or one thing and I didn’t know why. Now that conduct was mistranslated, individuals would assume “oh he doesn’t hang around…..oh Diva….oh he should assume he’s higher than all people…..ahh obtained it… obtained it.”
I didn’t know what it was nevertheless it wasn’t that….I used to be so uncomfortable simply connecting with individuals and I didn’t perceive it. After God allowed that top intense social nervousness panic assault I dug into it. I mentioned, “wait a minute…I’ve to determine this out.” I went to my buddy Elliot Row. I’m going to present him a shout out! I went to Elliott and I mentioned, “Elliot bro you’re a hypnotist assist me perceive this man…. What the heck’s unsuitable with me?” That’s what I wished to know. What’s unsuitable with me? Now I wasn’t of Christ again then, I didn’t perceive Christ. He knew me, I didn’t know Him. So Elliot via a sequence of workouts helped me bear in mind one thing that occurred to me that was fairly vital. Within the third grade my instructor knew that one thing….I imply I can’t communicate for her however I think about what occurred is she knew that one thing’s off with this child. One thing’s a bit of off with this child and so she had me begin assembly with the steering counselor. I don’t know why I don’t even know what a steering counselor is….
I began assembly with this steering counselor and it was this younger fairly girl. She was younger….I imply clearly I used to be youthful… proper? I begin assembly along with her and I begin trusting her and I begin sharing the various things which are happening at dwelling. I began sharing the sort of hell I used to be being put via. This goes on for in all probability weeks or months I don’t know. Then in the future I confirmed up for our weekly assembly and in that room was my dad and my stepmom. She proceeds to inform all of them the issues I’ve ever advised her as a result of she thought the tales have been simply too outrageous and that I actually wanted extra consideration at dwelling. Properly as you’ll be able to think about I obtained some consideration at dwelling that day, not the great sort. That was a foul day. That was additionally the day I finished trusting all human beings, as a result of I had trusted this individual. I had advised her all of the issues that I’d by no means advised anyone else and she or he had utterly betrayed me.
When you might have somebody in your life that possibly isn’t actually open about sharing stuff with you it might not be that they’re smug it might be that they have been drastically betrayed and a sequence of security mechanisms and packages have been created in them to forestall them from being damage like they have been up to now. Now I’m not making excuses for anyone however I’m telling you that’s my story. See I didn’t understand that I equated connecting with others socially as harmful as a result of I’d been so betrayed up to now that equated to psychological damage – bodily damage, that as a bit of child in third grade a sequence of packages have been created to forestall that from ever taking place once more.
Now the primary time I shared that story I used to be in New Orleans and I simply found it. I shared it on stage at my associates Angel Fletcher and Ryan Higgins crew occasion and I had a shopper come as much as me. (Harm unhealthy the primary time I shared this story……) Shopper comes as much as me and says “you understand what that makes a variety of sense. I simply thought you didn’t like me.” That hit me arduous as a result of I believed what number of years have I been making individuals assume that I don’t like them. What number of years have I been making individuals assume that I used to be smug or thought I used to be higher than them as a result of I wouldn’t join with them. I wasn’t even doing this consciously.
My buddy Josh despatched me a reel from one of many gurus from India (I neglect his identify) and he mentioned, “you understand while you’ve been via trauma you’ll be able to both select to be sensible or be wounded.” No you’ll be able to’t….In case you have been abused as a child. I didn’t select to be sensible or wounded. I used to be wounded and my physique, my neurochemicals created a set of packages to forestall that from taking place once more. I didn’t select within the third grade, “what am I going to be taught from this or am I going to be wounded.” I didn’t select.
That’s loopy. You didn’t select the rationale you’re not constant in your enterprise. It’s since you made an statement as a child that drew the unsuitable conclusion to success. In case you’re not constant I guarantee you, you didn’t select. It’s simply you might have an incorrect definition of success primarily based on observations you made as a child. In case your mother and father have been very well off after which they misplaced all of it…you created a security mechanism that mentioned, “effectively when you make a bunch of cash you’re simply going to lose it so let’s not undergo that ache.” or when you had mother and father that made a bunch of cash and ignored you, you drew the conclusion that… “let me by no means have a bunch of cash as a result of then I’ll ignore my children and I by no means need them to really feel the way in which I felt.
The primary story.
The primary story that I can consider round this (and I actually imagine) it’s at the least the primary time that I felt God’s nudge. I didn’t understand it was God’s nudge again then. In 2009 I attended an occasion referred to as the Landmark Discussion board in very bizarre circumstances. I’m broke, one million {dollars} in debt, in foreclosures, I’ve gone via a divorce so I’m not in an important place and somebody I don’t know buys me a ticket to the Landmark Discussion board. Very unusual…. so I attended and I spotted…
(I went there pondering, “hopefully I’ll discover ways to make some cash as a result of I’m so broke.” All my payments are late, I’ve one bank card left and all the remainder of them have found out… “this man’s simply not paying.” I wasn’t opening my mail, it was simply stacked up within the nook till I threw it away. I didn’t need any of that negativity. It was a actuality however I didn’t need it.)
….I attended this occasion and I spotted on day two that I needed to restore my relationship with my dad on a to-do checklist with no precedence. Now I already mentioned that I had causes to not have a relationship and I hadn’t talked to him in 13 years. On the second day of Landmark Discussion board I reached out to him and I apologized for not being an important son and never reaching out to him sooner and that I’d like for him to fulfill his grandsons (who on the time I believe we’re possibly 9 and 10 years previous one thing like that….he accepts. He even flies us up as a result of I’m broke and didn’t have cash to fly up. He flew us all as much as Indiana the primary week of July 2009 and we created a relationship the place there was nothing. Proper? That went from nothing to one thing. I come again and inside every week I be part of that community advertising and marketing firm that I’m going on to change into the primary earnings earner. I make tens of millions of {dollars}. Flip round my life, create an entire new profession and I actually attribute forgiving, releasing anger, wrath, justification, all these various things… as that’s what created a gap in my life to even see this chance.
Normally your enterprise drawback is a private drawback. I had by no means shared that story as a result of I used to be at all times taught that while you’re a speaker or a frontrunner you must be Superman, you must speak about your success, speak about what’s proper about you and the way good, how superior you might be… proper? However it was in 2010 my buddy Kenneth had lately written a e book and he requested me to return and communicate in Myrtle Seashore. I’m going to Myrtle Seashore and I’m to do a chance assembly then a coaching. I do the chance assembly and I’m off to the facet. I’m about to do the coaching and I simply get this “speak about your dad” and what’s bizarre! I wasn’t of Christ, I didn’t know Christ. He knew me, however I get this “speak about your dad.” The place did this come from? Not solely the place did it come from however why did I belief it? Why did I hearken to this voice? It’s very unusual. Trying again I can see God works in superb methods. I really feel this “speak about your dad.” I had by no means talked about my dad. I share that story that I simply shared with you and once I end the man that invited me to the assembly comes up….he’s strolling down the aisle with tears pouring down his face….I imply he’s bodily sobbing…he’s tousled.
I’m like “you okay bro?”
And he says, “I can’t imagine that you just simply shared that story… (I had by no means shared it. He had by no means heard it.)….I haven’t talked to my dad in 17 years and tomorrow I fly out for his funeral.”
I’m like whoa! That hit me. Again then I used to be such a fan of beating myself up that my rapid response was I ought to have advised this sooner… what’s unsuitable with me…how come I didn’t share this sooner possibly he would have referred to as him. Then afterwards I’m like many individuals are hurting. Up till then I’d solely taught enterprise techniques and techniques, gross sales and advertising and marketing and I spotted simply how extra critical the issue was and what individuals have been going via and in order that day modified me. God allowed that to work in me and ever since then I’ve been susceptible as a result of I spotted how a lot individuals want it. Since sharing that story… I’ve shared that story a thousand occasions, in all probability I’ve letter after letter, e mail after e mail, direct message after direct message, those that come as much as me at occasions that due to listening to that story they repaired a relationship. The truth is three tales (this to me is simply wild) three tales of people that reconnected with their fathers after they heard my story they reconnected with their fathers after which their fathers handed away. They actually needed to hear my story or they might not have reached out earlier than they handed away.
I’m not making an attempt to color myself up right here. I’m telling you God labored in my life to point out me the significance of being susceptible in order that others could possibly be comforted. Identical to Joseph. By the way in which I’m not the hero, Joseph isn’t the hero, Jesus Christ is the hero.
How Can You Apply This?
How will you apply? By the way in which somebody requested me, “hey have been you judged while you began sharing your extra susceptible tales?” After all. I get unfavourable feedback each single day and all it’s, is a immediate to hope for them, as a result of it’s a revealing of their coronary heart. Each judgmental remark that I get it’s only a revealing of the center. I’m not taking it personally, it doesn’t damage me, it’s only a revealing of the center. The place is your coronary heart? You’ll get some judgment however I might relatively be judged and affect others…than judged and never affect others, since you’re going to be judged. Particularly when you choose up your cross.
You recognize what that time period means? Folks translate choose up your cross as meaning it’s actually painful… bro it’s going to be actually arduous man…effectively why wouldn’t he say that if that’s what they meant. If He additionally mentioned “take up my yoke, the yoke is straightforward.” You recognize what a yoke is, proper? A yoke is what the oxen stick their head in and there’s two of them in case one stumbles. So why would he say “choose up your cross” if that meant actually robust bro. No choose up your cross was slang again then for “hey you’re going to be persecuted…you would possibly die on the cross so would possibly as effectively choose it up in full advert mission that you just’re going to be persecuted and that persons are going to hate on you since you’re Christian.” That’s what meaning or else if it doesn’t imply that then the yoke is straightforward conflicts and scripture doesn’t battle. In case you assume scripture conflicts then you definately’re misunderstanding.
Now how will you apply? Primary, be prepared to have a look at what you might have overcome or survived and see God’s hand in it. Was it truthful that Joseph at 17 years previous obtained bought into slavery? That wasn’t truthful. Was it truthful that he was accused by Potithar’s spouse? Was it truthful that after he prophesied to the cupbearer and the baker, that the cupbearer who survived forgot about him. He mentioned, “bear in mind me…bear in mind me” he actually emphasised that… “Please bear in mind me…get me out of this place…” however the cupbearer forgot about him for two years. Is any of that truthful? None of it’s truthful however all of it was God’s plan to strengthen Joseph, to strengthen the story and to have excellent timing. Something you’ve survived or overcome as an alternative of taking a look at it as that wasn’t truthful, as a result of the extra unfair stuff you had in your life the larger function and plan God has for you. It means you’re referred to as to serve lots of people. You’re referred to as to assist lots of people. You’re referred to as to present hope to extra individuals so be prepared to have a look at what you’ve overcome or survived as issues that helped you with the power and assets and knowledge and luxury to go and assist extra individuals which could be very admirable.
Quantity two, be prepared to have braveness. It takes braveness to share what you’ve overcome so that individuals higher relate with you and other people higher resonate with you. Let me inform you…if you wish to promote extra shampoo, if you wish to promote extra weight reduction, if you wish to promote extra vehicles or actual property or no matter…what do you assume will work higher? You share extra about vehicles, shampoo, or weight reduction or individuals higher relating along with your story and seeing you as totally different and also you differentiate them they usually say, “I’ll by no means purchase a weight reduction from anyone else as a result of this individual, they perceive me as a result of they’ve been via related issues.” Perhaps they’ve been via harder issues. I might completely resonate with Joseph proper. I’ve by no means been bought into slavery however man can I relate with him. I will be impressed, I can have hope from his story.
Quantity three, what are you afraid to share? That’s the story the satan doesn’t need you to share. That’s the story that’s your recreation changer. That factor that you do not need to share is the factor that can assist lots of people. Let me inform you one thing I didn’t wish to share, however God advised me to share it so I did. I used to be hooked on porn, completely hooked on porn and it was irrational. Let me inform you this is quite common, however this doesn’t paint me in a great gentle. You assume I like sharing that? Trying again it’s gross, it’s disgusting, I’ve an attractive spouse…what the heck was unsuitable with me. Lots of people have the identical set of conditions so by me sharing the issues that I don’t wish to share, that don’t paint me in some superior superb gentle…that provides hope to people who find themselves struggling with the identical sort of factor or related. That factor that you just don’t wish to share is the factor that might break you thru, is the factor that might acquire you extra affect, that might acquire you extra perspective, that might acquire you extra of the individuals resonating and relating with you and desirous to comply with you, be taught from you, join with you, with the intention to deliver extra glory to Him the person upstairs.
So…..
Assist the individual you was.
We’ve to be as Courageous because the those that want us.
Convey extra glory to Him by sharing what he helped you thru and know that your trials solely made you stronger and extra relatable.
