POPULARITY
In the past 20 years, there has been a wave of women-owned businesses, and women selling those businesses. However, no one is really talking about it. In this mini series, host Kris Plachy is bringing women business owners on to talk about their experiences of selling their businesses. In this episode of Leadership is Feminine, Kris talks with Carey Peters. Carey shares her story of owning, selling, and buying multiple businesses over the span of 18 years, with a combined revenue of over $220 million. Carey details her journey from being a young actor to getting her start in health coaching and how she leveraged a partnership with a colleague to start Holistic MBA, and eventually selling that and rolling it into Holistic Coach Institute. She shares some nuggets of wisdom about critical aspects of the acquisition process and takes us through the highs and lows of business deals and negotiations, including the roller-coaster ride that was selling her cherished business. The chat shifts gears to what happens post-sale. Carey lays it bare about the range of emotions she experienced, following the acquisition. But amidst it all, she found peace, contentment, and the life-altering realization that business success does not define self-worth. There is so much we can learn from one another. So tune in to this episode of Leadership is Feminine to tap into the wealth of knowledge from a fellow woman, who has had an incredible business journey. “So what I learned is that when you're selling, you have to be able to tell the story that your business is an income machine, that if you put in x dollars, it's going to spit out y dollars, and that the total addressable market is z. So the story is you put an x, you spit out y, and this is the number of market share that we could potentially capture. And then that tells the buyer, like, ‘Oh, you know, I get it.'” Guest Bio In the past 17 years, Carey has founded or co-founded 6 companies that have served over 50,000 clients and students and generated over $200 million in revenue. Currently, you can see Carey as one of the main instructors of Health Coach Institute, a coaching education company she co-founded with her long-time business partner Stacey Morgenstern. After years of working with thousands of women to create powerful transformations in their lives, Carey has distilled all of her experience and expertise together for the first time in an all-new body of work called APPETITE: The Mastermind for Women Who Are Hungry For More. Website: careypeters.com Instagram: @CareyPetersOfficial Key Takeaways From This Episode The magic and transformation of generating revenue from ideas: The impact of selling a product made from personal ideas The importance of openness to unconventional coaching methods and evolving ideas Lessons from Business Deals and Acquisitions: It is critical to invest in a good lawyer and advising caution when accepting LOIs Business Development & Guidance: Sharing "secret sauce" in businesses and helping others figure out their unique offering Selling Holistic MBA and Emotional Aftermath: Transitioning to being an employee The importance of Mentorship and Coaches: Emphasizing vulnerability and courage for entrepreneurial success Personal Transformation After Selling a Business Contact Information and Recommended Resources Join Kris to help impact 20 Million Women across the Globe! Become a Visionary.CEO/catalyst and spread the word! Kris explains all the details on the podcast this week. Essential, go to www.theVisionary.CEO/catalyst, Register, Grab the Visionary.CEO/Podcast link from your dashboard and SHARE IT with all the women you know in your friend, colleague and network circles. We'll be tracking links by Catalyst and awarding each Catalyst who shares her link to at least 20 women with a free digital course from Kris's Boutique. Get Access to LEAD LESSONS The best leadership guidance and mentorship experience exclusive for women who lead. High performing teams require highly skilled, high performing leaders. It's time to develop exceptional leadership prowess. THE LEAD LESSONS for Women equip you with the tools and strategies to navigate the leadership landscape like a true visionary. Our unique blend of Digital Lessons and live Mentorship-calls delivers the real-world practices you need for confident and consistent leadership. thevisionary.ceo/nextstep Work with Kris and Her Team: TheVisionary.ceo CEO Boutique Email: hello@thevisionary.ceo Linkedin Instagram Facebook Pinterest
Time Management Workshop About Molly: Molly Noerenberg is a life and embodiment coach for performing artists. As a coach, Molly helps people make transformational changes in the way they connect to themselves, their bodies, and their unique nervous systems so that they can bring their most authentic selves into the world. Working with Molly means you will have someone on your team with unwavering belief in what is possible for you. As a coach, Molly has an incredible passion for helping performers connect to their truest essence and finding ways to express themselves that make them feel truly alive. A fellow performer and singer, Molly has spent her entire career supporting the hearts, minds, and lives of performers. Molly is a certified Life Coach from the Health Coach Institute(formerly Holistic MBA), received her Bachelor of the Arts in Vocal Performance from Carnegie Mellon University, her Masters of the Arts in Vocal Performance from New York University, and her Advanced Certificate from NYU in Vocal Pedagogy. Molly is the founder of the coaching practice ExpressedLife.com, in addition to serving on the faculty of NYU Steinhardt, and being the co-founder of the NYC Vocal Studio. The unchecked thoughts and beliefs are actually standing in the way of us just showing up. It creates that feeling in your body too. Catabolic energy and anabolic energy if it's always someone else's approval, permission, or job to decide if you're good enough, then what a miserable experience that will be in your life. Most artists want to perform at the highest level. But at each new level of success, we unlock a whole host of mindsets, stories, theories, and thoughts that we have to unpack and look at. It's tolerance of really uncomfortable, painful feelings. Walking through that fear is far less than continuing to live with it. One of the things I learned about anxiety was that it's survivable. I always thought it was going to kill me. Anxiety is Manageable, Survivable, and I can handle it. Actors who have performance anxiety: Number one, go to your body. Ask: How am I feeling? Have a systematic way. What does this body, what does this brain need to feel the most connected to myself, to be free to do the work that I came here to do? The clarity and the courage to look at, "who am I? Who do I want to be in the world? How do I contribute? What makes me feel alive?" And for so many actors, it is their acting work. And so what am I willing to do? Or find a way to do so that I can put myself in the position to be in my zone of genius? Like, how am I willing to work on this? Celebration and revelry of what you have the gift to do and to really like prioritize if there's something that makes you come alive. Do you know how many people are walking around just feeling like shells of themselves? The world needs more people who feel like themselves to connect to whatever they're doing. We deserve to find a way to get to that place, free ourselves, and be in a position to do the work we came here to do. Obsessive versus harmonious passions. And for many of us, we were kind of like taught and trained that the only way to succeed is to have an obsessive passion, and that is a way to succeed. And a lot of people find a lot of success that way. But there are a lot of other people who are much more fulfilled through a harmonious blend of our passions. "I want to feel good." We're not taught how to feel good or how to honor our feelings, or how to notice how even just notice how we feel. Schedule a free consult with Molly
Jane is an experienced professional nurse, she chose to expand her nursing practice by becoming a Health Coach to better serve the needs of my clients who are adults that want to create and sustain optimal health and happiness as they age. She believes our spirits are ageless and optimal health allows our bodies and minds to have the vitality needed to be full participants in pursuits of our dreams and goals regardless of our age. When we can meet the opportunities and challenges life presents through the years with a positive mind, a grateful heart and physical vigor we can enjoy life in the most rewarding way.Jane received her training as a Health Coach from the Institute for Integrative Nutritions cutting-edge Health Coach Training Program. During Jane's training, she studied over 100 dietary theories, practical lifestyle management techniques, and innovative coaching methods with some of the world's top health and wellness experts. Her teachers included Dr. Andrew Weil, Director of the Arizona Center for Integrative Medicine; Dr. Deepak Chopra, leader in the field of mind-body medicine; Dr. David Katz, Director of Yale University's Prevention Research Center; Dr. Walter Willett, Chair of Nutrition at Harvard University; Geneen Roth, bestselling author and expert on emotional eating; and many other leading researchers and nutrition authorities.Jane received additional training from Holistic MBA's Transformational Coaching Programs and The Intuitive Intelligence Academy to assist clients to create experiences and the life they want with greater resources and success to personal power and intuition as a compass for every aspect of life.Jane's education has equipped her with extensive knowledge in holistic nutrition, health coaching, and preventive health. Drawing on these skills and my knowledge of different dietary theories, I work with clients to help them make lifestyle changes that produce real and lasting results.Tune in listen to us talk all about how to kick sugar to the curb! Follow Jane Online Here: Instagram - @janekdye_LinkedIn - JaneKDye, RN, CHHCTwitter - @janekdyeTwitter - @janekdyehttp://janekdye.com/pages/about-meSupport this podcast at — https://redcircle.com/in-lehmanns-terms/exclusive-contentAdvertising Inquiries: https://redcircle.com/brandsPrivacy & Opt-Out: https://redcircle.com/privacy
Women In-Depth: Conversations about the Inner Lives of Women
We’re excited to welcome back Bethany Webster to the podcast since her last visit in November 2016 where we discussed the “Mother Wound”. Her 2014 article “Why it’s Crucial for Women to Heal the Mother Wound” went viral and brought worldwide attention to her body of work in feminism and women’s leadership and personal development. Bethany’s work addresses a crucial gap in women’s psychology and empowerment by comprehensively defining the Mother Wound and how it manifests in women’s lives (1:42). Bethany has a Master’s degree in psychology and completed training in Life Coaching from Joanna Lindenbaum and Holistic MBA. Prior to coaching, as a graduate student she focused on social psychology research on the intersection of race, class and gender. Post-grad school, she worked in academia in the area of research ethics and also as a writer/editor at Weill Cornell Medical Center in New York City. Topics discussed in this episode: Healing the Mother Wound (3:07) Discovering the Inner Mother How the Work is Evolving and Resonating throughout the world Importance of this work during the Covid-19 pandemic (3:20) Impact on those healing from trauma or working on spiritual growth (4:59) Quick recap of the November 2016 episode with Bethany: What is the Mother Wound? (5:39) The connection between the Mother Wound and the patriarchy (5:45) The three levels of the Mother Wound (5:47) The connection between unhealthy motherhood behaviours patterns in adult life and the Mother Wound (5:50) Taboos and stereotypes about the Mother Wound (5:59) Benefits of openly discussing the Mother Wound (6:05) What is the Mother Wound (6:17) How 23 years as a client in depth psychotherapy started Bethany’s journey (6:43) Definition of the Mother Wound (7:13) The Four Levels of the Mother Wound (7:15) The Personal Level - how painful dynamics with our mothers shaped or limited how we see ourselves (7:21) The Cultural Level - how the Mother Wound is a product of living as a woman in a patriarchal society (8:17) The Spiritual Level - how pain between ourselves and our mothers, ranging from mild to traumatic, leads to an existential sense of feeling separate (9:18) The Planetary Level - how the Mother Wound impacts how we treat the planet (10:34) Goals of the work (11:53) Increase awareness of the urgency and primacy of healing the Mother Wound Human attachment is the base of conflicts and problems (12:09) Importance of transforming our culture into a place where all people can thrive (12:52) The depth and breadth of the Mother Wound (13:14) How the Mother Wound shows up in therapy (13:24) Self-criticism, perfectionism, comparison & competition between women Difficulty in showing self-compassion & receiving Acts of self sabotage Books exploring the Mother Wound The work of Clarissa Pinkola Estes which explores when the mother-child dynamic is not working (14:07) Bethany’s upcoming book, “The Inner Mother” (14:33) which is about nurturing and developing that part of yourself Resources discussing the Mother-Child Dynamic (15:32) Previous podcast discussing development trauma in infants with Selma Bacevac (15:03) https://lourdesviado.com/118-why-infant-mental-health-matters/ Gabor Mate’s work regarding the impact of maternal trauma on infants in utero (15:43) https://drgabormate.com/ Healing the Mother Wound as a foundation for creating a new world (16:15) Our defenses around our pain (16:23) Projecting onto others, fearing connecting, pushing people away & sabotaging ourselves When our defenses become barriers to our thriving and potential (17:59) Understanding our Safety Algorithm as a coping mechanism (18:24) Understanding and filling the Mother Gaps (19:14) Definition of the Mother Gaps (19:22) Unconscious coping skills we’ve developed to fill those gaps (19:31) Filling the gap by building internal resilience (19:53) Gifts of Healing the Inner Mother (20:26) Leadership qualities, speaking truth, standing their ground, pursuing their dreams, expanded capacity for pleasure and good things Restructuring the brain (20:46) Comparing the inner child to the amygdala and the inner mother as the prefrontal cortex Building new connections and accessing new choices & possibilities The Mother Wound as a pattern of behavior we developed as children that is no longer serving us as adults and the response to a particular situation is an emotional memory (22:13) Learning to be with challenging emotions as part of Inner Mothering work (22:45) Simple steps to begin healing the Mother Wound (22:55) Connecting with your inner child (23:10) Concerns and fears of connecting with your inner child are normal (25:12) If you are feeling stuck or stumped, give yourself lots of empathy (25:57) Connecting with your inner child as a tool for getting through tough moments (26:19) Journaling exercises (26:30) What did you need as a child that you didn’t get enough of? (26:40) What’s one of my current challenges right now that’s repeating? (26:47) How is my inner child keeping me safe and holding me back? (27:20) Where is your Safety Algorithm? (28:30) What does your Inner Child need to feel safe? What are her biggest fears right now? (28:32) Advanced work for healing the Mother Wound (28:40) Morning ritual with your Inner Child (28:42) Morning greeting to your Inner Child (28:53) Morning affirmations to make your Inner Child feel supported and safe (29:37) Validate and differentiate (29:46) Validate the feelings of the Inner Child Differentiate between the past and the present moments (30:02) Evening ritual with your child, for parents and for those working with their inner children (31:28) What was good about your day? What was a struggle about your day? Reviewing your day (31:52) Affirming you are safe (31:54) Connecting with Bethany (32:50) Free ebook “What is the Mother Wound” https://ebook.bethanywebster.com/ (32:57) Bethany’s website: https://www.bethanywebster.com/ (33:03) Free Facebook Group: (33:18) “Discovering the Inner Mother: A Guide to Healing the Mother Wound and Claiming your Power,” coming out January 5th, 2021 and a pre-order bonus (33:23) Free & paid courses: https://www.bethanywebster.com/inner-mother-course/ (33:40) Upcoming Toolkit (34:14) How to Handle Family Gatherings and Stay True to Ourselves Resources: Clarissa Pinkola Estes, “Warming the Stone Child” (14:07) https://www.audible.com/pd/Warming-the-Stone-Child-Audiobook/B002V8KO8C https://www.amazon.com/Warming-Stone-Child-audiobook/dp/B000EPRHJS Related Podcasts: “Why Infant Mental Health Matters” with Selma Bacevac https://lourdesviado.com/118-why-infant-mental-health-matters/ Bethany Webster https://www.bethanywebster.com/ https://ebook.bethanywebster.com/ (32:57)
Jamie Mendell is a Life Alchemist who helps women transcend the inner blocks that keep them from stepping into that juicy next-level version of themselves — and life — they’ve always longed for. Through her mindset and lifestyle-driven coaching method, she shows her clients how to elevate the way they see and treat themselves so that they can embody who they need to be to design their dream life in the present. She is a Certified Nutrition Consultant, and a Certified Holistic Health Coach. She is also certified in the Transformational Coaching Method from Holistic MBA. She graduated at the top of her class from Emory University. She has been a contributor to major publications such as The Huffington Post, Women’s Health, Real Simple and MindBodyGreen, and her work has been featured on various health and wellness websites and podcasts. Fave quote from the epi: “this process of coming back to myself through intuitive eating really set me on a path of doing everything in my life from this intuitive, aligned place” To learn more about Jamie Mendel and the resources mentioned in this episode, visit the show notes Hang with me on Insta https://www.instagram.com/jenniesthriving/ Grab the Liberation Launchpad Toolkit
Today's guest is Angela Demarco-Snow. She has an MA in Communication, Media and Theater and a Holistic MBA in Transformational coaching. She is both a Health and Life coach focusing on hormonal imbalance and infertility, and she also holds workshops helping women with perspective and changing their stories so they can move from feeling "less than" to "more than enough." She is the author of Searching for Ladybugs: Finding the Magic in Your Mess! a self-help/memoir focused on getting out of a consistent cycle of struggle. She is also the co-host of the podcast, The Icky Lousy Junky Life Showdown! She offers private coaching and workshops through her business, A New Chapter With Angela. You can find her at www.anewchapterwithangela.com, or at Angela@anewchapterwithangela.com! She is also on Facebook and Instagram. Today we chat about Angela's journey to becoming a health and life coach, how that turned into a book, and brought her to where she is today - someone who wants to see a wall of babies conceived with her methods for fertility treatment. We also chat about her very hilarious podcast which focuses on people's bad life choices. Subscribe and listen to both her podcast and mine! Join the Women Entrepreneur Success Community Facebook Group or Follow me on Instagram
It may be the season to be jolly, but it’s also the start of the flu season. I admit, I haven’t had a flu shot in years. I hardly get sick at all anymore. And today I have with me a special guest and good friend, Linda White, Certified Holistic Health and Transformation Coach and Yogi, who is going to talk about a couple of ways to stave off the flu, naturally. Flus Blues Welcome Linda! I’m so glad you have you here today! Before we begin, can you say a few words about what it is you do and how you began? In 2004 at the age of 40, I was pregnant with my 3rd child, moved ½ way across the country to where I am now, left my support network of friends and had to start over in a very toxic marriage. This is when I knew I had to do something. I began yoga for stress reduction. Fell in love with heated vinyasa. This is where I began to know myself. I knew I loved nutrition and came across Institute for Integrative Nutrition where I met Chris :) Went on to get a Holistic MBA and Masters in Transformational Coaching too! The transformational coaching was pivotal in helping me see where I was getting stuck in my life and learning how to move forward. I also have chemical sensitivities and wanted a perfume that didn’t make my lungs shut down. A friend told me about DoTerra Essential Oils and I signed on immediately not knowing the therapeutic benefits. Awesome. That’s quite a blend of skills! And I know how much you love essential oils. Before we talk about the flu can you tell us why essential oils are so powerful? Ok. So what are two things you do for your family during winter and flu season? I used to get the flu shot every year as well as my kids. I stopped that a few years back and now we are a lot healthier. I use doterra oils now. You can diffuse the oils use them topically or internally depending on the oil. For example, I use Onguard for keeping healthy during the winter months. It supports healthy immune and respritory function, protects against environmental threats, supports your body’s natural antioxidant defenses, promotes healthy circulation and the aroma is energizing and uplifting. A fantastic immune boosting blend is a mix of onguard, lemon, melaleuca and oregano oils in in capsule form taken orally. Oregano is powerful! antifungal, antibacterial, antioxidant. Great for candida and and fungus. For sinuses, a blend I use is onguard, oregano, lemon, melaleuca, frankencense, rosemary. I also use Breathe oil in hot water and cup my hands around it and breathe it in to get right to my sinus cavities. Very cool. My personal go-to for when I’m feeling something about to come on – like that little tickle in my throat, is to reach for some herbal teas, manuka honey and zinc tablets. I’ll add those couple of Linda’s home remedies to my list on my downloads page at www.supersimplehealthy.com/downloads . My website is vibrantlifebylinda. I will be posting upcoming workshops on there. OK. Thanks you for being here Linda! I hope that was helpful! Please leave your comments and ratings on iTunes or Soundcloud, and feel free to share with friends or family! Until next time: Keep it simple. Be Healthy.
Melissa Binkley is the CEO and Founder of MSB Coaching and Pure BodyLove Events. She is also the creator and founder of The Love Society and Intuitive Intelligence Academy™. She is Intuitive Intelligence Trainer, Certified Master Transformation Specialist, Soulistic™ Business Mentor, Best- Selling Author and former Holistic Health Coach. She is a dynamic Inspirational and Intuitive International Speaker. She empowers healers, creatives, conscious entrepreneurs and women to break tap into intuitive intelligence so they share their purpose and gifts on platforms throughout the world. Known for her ability to transcend limiting beliefs, she uses several techniques that fuse science, whole brain learning, personal development, and the quantum field. In 2014 Melissa developed her own mode of Spiritual Transformational Process called Intuitive Intelligence™ that is changing the way coaches, healers, and speakers connect with their audiences and transform lives through this new healing modality. Through her Intuitive Speakers Training she is teaching entrepreneurs how to craft dynamic speeches and book engagements worldwide that fill their client funnel. Melissa is a graduate of The Ohio State University, The Institute for Integrative Nutrition, and Holistic MBA. melissabinkley.com intuitiveintelligenceacademy.com
It's Transformational Thursday, Sisters! And I'm so excited to share our next guest of the season with you, Kelly Scott. One of my favorite things about the podcast is being able to connect with women who are passionate about making an impact in the world and it was a real treat to speak to someone who helps women do just that. As a Story Strategist and Transformational Coach under the Transformational Coaching Method of the Holistic MBA, Kelly graduated Summa cum laude from the University of Mary Washington, with a bachelor of science and honors degree in Mathematics. After spending two years post-graduation as a full-time Systems Engineer for the Department of the Navy, Kelly began her entrepreneurial journey as the founder of The Fearless Footprint and kellyelizabethscott.com. Through private intensives, Kelly helps rising thought leaders and coaches clarify their story, craft their core message, and create content that transforms and converts! She believes that if you want to design a beautiful life, create a body of work, and craft a brand that inspires, empowers, and sparks bold action, then you have to start with a story. Plus, if you want to grow your engaged (& raving!) tribe, feel deeply connected to your purpose, and leave the biggest footprint on our hearts and in the world, then visit bit.ly/kesfreebie to download Kelly's free mp3 training & workbook: "What stories are you sharing? The leader's guide to leaving a bigger footprint”. In this episode, we'll be sharing her three top tips for creating joy: - Always speak to yourself with curiosity and compassion, not judgement. - Give purpose to your challenges, big and small, by turning any challenge into a story that will help another following in your footsteps. - On a regular basis, shut out the noise and get back in your own lane. To connect with Kelly, visit her on social and her website below: http://www.kellyelizabethscott.com https://www.instagram.com/kellyelizabethscott/
Angela Winfield has been featured in the Wall Street Journal, profiled in Investor’s Beat as a successful woman in real estate, contributing author to Chicken Soup for the Soul: The Power of Positive, voted a Super Lawyers’ Rising Star, featured in Holistic MBA’s World Class Master Coach video summit as well as The Bigger Life Revolution Telesummit, recognized as a Zeta Phi Beta Woman of Courage and called the “queen of inspirational transformation, Angela Winfield is the blind woman with a vision.” Despite being declared legally blind at age ten, being severely depressed, withdrawn, and suicidal at age 14, and going totally blind by age 20, Angela graduated from two ivy league colleges, became a practicing attorney at one of the top 250 law firms in the country, a certified life and success coach, a community leader, wife, and successful entrepreneur — all before reaching age thirty. Angela credits her success to the strength and power of the human spirit — something we all possess, but don’t always know how to tap into. She is deeply committed to helping people tap into that power so they can reach their highest potential and create lives they absolutely love living. She has developed a holistic master key system for unlocking success, which she will share with your audience. She has a new book soon to launch called OPEN: How to Create A Life You Absolutely Love Living.
Holistic MBA is a community built for the holistic practitioner who is looking for more. They offer world class training for holistic entrepreneurs who want to build a profitable business that feeds their soul. Are you a holistic practitioner who is burnt out, frazzled, overwhelmed and exhausted? Well if you said yes, then this podcast is for you! Holistic MBA was the brain child of Carey Peters. After a huge aha moment in the snowy streets of Chicago, Carey had a pivotal, life changing moment - pay attention to her health or continue down a deadly path of Captain crunch, taco bell and enormous amounts of diet coke. After attending a school to become a health coach, she decided that would be her day job, while moonlighting as an actor in LA. Problem was, she had no idea how to run a business, or a profitable one at that. After realizing that there was little information out there to help her, with nothing more than sweat, grit and determination, Carey launched Holistic MBA.... to continue reading click here
Tough Talk with Tony Gambone with his guest Suzanne Strisower & Angela Winfield: Suzanne Strisower is a leading life purpose authority, coach, speaker and author who guides people to expand their perspective of their life purpose and ways to express it personally, professionally and spiritually. She is an award winning author of three books including the international book competition award-winning workbook, 111 Inspirational Life Purpose Quotes and Exercises to Find their Purpose in Life. Suzanne has been featured on a National Geographic hit reality television show, Radio Shows, numerous telesummits, and as a keynote speaker on the subject of life purpose. Suzanne has been quoted as an expert in publications by the University of Phoenix and SheKnows.com among many others. She is the founder of the Living Well Talk Radio Network which offers conscious living programming, hosts and produces three weekly shows including the Living Life on Purpose Radio show. Angela Winfield - Featured in the Wall Street Journal, profiled in Investor's Beat as a successful woman in real estate, contributing author to Chicken Soup for the Soul: The Power of Positive, voted a Super Lawyers' Rising Star two years in a row, featured in Holistic MBA's World Class Master Coach video summit and recognized as a Zeta Phi Beta Woman of Courage, Angela Winfield is the queen of inspirational transformation. Despite being declared legally blind at age ten and going totally blind at age 20, now, at age 30, Angela is a graduate of Barnard College of Columbia University and Cornell Law School, Of Counsel at Hiscock & Barclay, one of the top 250 law firms in the country, a sought-after motivational speaker, a certified life and success coach from the renowned IPEC coaching school, published author.