Give Your SELF A Chance!

     Well, unless you’re a major bank or automaker, you’re probably not going to see much of any meaningful stimulus plan benefits coming your way anytime soon. So, here’s how to make your own: “Your Own Personal Stimulus Plan” requires three things.

     All three are FREE (How about that? Not a bad start, huh?).

     Okay, the first of these, which you will need in order to make the most of the other two, is best summed up by staying on this same site, different page, and clicking here: http://halalpiar.com/?page_id=35 (sorry I haven’t yet mastered the little techie trick of consolidating this link into one word).

     Anyway, you need only to spend 60 seconds on this link page to get it. And–on top of everything else–I guarantee that if you treat the exercise seriously and do it faithfully just 1-3 times a day (for a minute each, even while doing something else!)–in just one week!–you will feel and be happier, healthier, more productive, and have a stronger sense of self-control. You will be more personally stimulated and better equipped to rally your own economy! 

What have you got to lose besides stress and upset feelings? I know. Right! And FREE! What more could you ask for? How can I be so sure? Because it’s worked for 20,000 out of 20,000 people I’ve taught it to who have treated it seriously and who have done it faithfully.

     Let go of doubt, skepticism, dubiousness (now there’s a word!) and just allow yourself to be receptive for 60 seconds. 6 0  S E C O N D S !!! Your age and level of health have no bearing on effectiveness here. Give your SELF a chance to be and feel better every day.

     Okay, now comes the second and third things (you thought I forgot?). These may be even easier now that you’ve mastered the first. Here’s the “Personal Stimulus Plan” deal:

     Go find yourself some person who is younger than 7 years-old and spend an hour with her or him…listening, singing, dancing, playing, whatever floats this youngster’s boat. Get down on the floor (or at least eye level) and enjoy the company. Be sure to listen 80% of the time! Learn something from this child, and learn something about youself in the process.     

     Next (and this need not be the same day, but as soon as possible afterward): Go find yourself some person who is older than 80 years-old and spend an hour with him or her…listening, singing, dancing, playing, whatever floats this oldster’s boat. Ask questions. Listen. Get into her or his “head space” and enjoy what you experience as you learn something new and as you learn something new about you.

Take the new stimulated you to work and watch what happens. It’s not, btw, a bad idea to give this little plan legs every quarter, every month, even every week.

OPEN MINDS OPEN DOORS! Happy Entrepreneuring!

Good Night and God Bless You!  halalpiar     

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“Is what I am doing right now

helping me get

where I want to go?”

     This is a very Gestalt question in some ways because it prompts a focus on the here-and-now, present, what’s-happening moment that’s right smack in front of your face (…which mentally and emotionally, is the healthiest place your mind can be!).

     In other ways, though, it may seem too futuristic a focus for Gestalt purists because it could be construed to be entertaining or spotlighting the destination or finish line instead of the here-and-now journey. 

     But no matter how you philosophize it, the bottom line is that the question works!

     In fact, the more often you consider this question, the greater its impact. Of course, you are the only one who can answer it. And it should probably go without saying that it can only be as effective as you are honest with yourself. But what will prompt you to ask yourself in the first place?

     If it’s not beneath you, or too contrived, or too childish, there really and truly is no better way than to plaster your life with it. Print it out in different sizes and colors with different fonts. [If you’re the artistic type, try different shapes and illustrations to go with the words–a clock, a goalpost, a stack of money, a portrayal of you as the boss, or physically fit, or in perfect health, or whatever result you seek.]

     Next, tape the different versions to your bathroom mirror, your closet shelf, the inside of your refrigerator, your dashboard or sunvisor. Put a small version on your watchband or watchface frame, your rearview mirror, inside your wallet or pocketbook, inside your briefcase, on your TV screen frame and remote control, on your computer monitor, as a screen-saver . . . anyplace you will see it during the day . . . and leave these question prompts up for three weeks.

     Take them down in 21 days, when you will hopefully no longer need them (at least if and until you find yourself drifting back into wasteful behavior patterns: dwelling too much on the past, for example, which is over and you can do nothing about anyway, or worrying too much about the future which hasn’t come yet, and may never anyway!).

     This brings us back to the journey. It is more fun and healthier all-around to be tuned in to where you are instead of where you expect to end, but that doesn’t mean you should gloss over your goals. Always keep them (your goals) on the horizon you aim for, but pay closest attention to each step you take–as you take it–instead of tripping over your own feet while you become preoccupied fixing your gaze on the distant target.

     My question: Is whatever you are doing right now helping you get where you want to go? Your answer?

Good Night and God Bless You!  halalpiar     

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“We’d punch in, then get lost!”

     I not so long ago interviewed two young men who were employed by a major hospital as administrative assistants, assigned to departments that were noted for transcience and frequent physical relocations. Both had been collecting paychecks and full benefits for more than a year. Neither ever did any work, and no one (including their assigned supervisors) knew who they were.

     They would punch in on the timeclock every day and then “get lost,” as they put it, in the corporate healthcare mechanism. They admitted to frequenting the hospital lunchroom; the neighborhood coffeeshop; and the hospital grounds, parking lot, and roof! Sometimes, they even went fishing!

     At day’s end, they would punch out and go home. My report to hospital executives was met not by astonishment as you might expect, but by ambivalance. “Oh, well. that’s to be expected in an organization this big and diverse,” said one of the financial VP’s.

     Well, you can certainly read all kinds of things into that little scenerio, but my first thought–once I got past the shock–was one of gratefulness at not having a business that was so chaotic and out of touch with reality.

     But then as I began peeking through other corporate keyholes, so to speak, I discovered an avalanche of disrespect and undermining “take-whatever-I-can-get” attitudes, from Fortune 500 boardrooms, to monster sales organizations.

     Oh, I’ve often thought, if only every entrepreneur could have seen and experienced the outright theft of time (and supplies) that happens every day in nearly every large company. If only entrepreneuriual types could have a realistic perspective of:

A) What they’re up against in competing with “the big boys,” they’d be a lot less intimidated and far less concerned with the idea of losing customers and prospects to such bumbling, self-absorbed organizations, and 

B) What they might expect to have to deal with as their businesses grow, so they could act now to prevent the kinds of lethargic and outright law-breaking attitudes that many large businesses breed.

     There are many things we as small business owners/operators and managers can learn by watching our big business brothers and sisters. One of these is to focus on companies known for productive motivation.

     You can expect to see heavy emphasis on management making small frequent rewards for good behavior–and even failures when they are achieved through earnest, good faith efforts. Such recognition policies keep good people, and keep good people on task!

     Keeping the best employees takes time, attention and effort. It takes the ability to maintain a sense of balance and good humor in each encounter each day with each employee.

     It takes an awareness–like it or not–that others see management (especially owners) as parents. They watch every move, listen to every word, and strive to please with words and deeds. What a great opportunity that just knowing this, presents as a pathway to enhance your (and their) prospects for business success.

     “Your People Are Your Most Important Asset!”

Good Night and God Bless You!  halalpiar     

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News curiousity pumps media

to suck more business dollars 

    You make a living by providing products and services to customers or to other businesses. You see this period of time as appropriate to cut back on expenses and so, wherever possible, you opt for standard cookie-cutter representations in your promotional efforts because they’re less expensive. BIG mistake!

     FIRST of all, you will NEVER make money by cutting costs. You can ONLY make money by making sales!

     SECOND, stop believing all the mainstream media reports that nothing is selling and that the sky is falling. These news stories, designed to sell advertising space and time, are simply not true! They are exaggerated and over-emphasized on purpose.

Here’s the real-deal truth:

Struggling economy reports attract curiousity. Who’s struggling? Where? How much? Curiousity sells newspapers and news magazines and builds broadcast news audiences. Increased print and broadcast sales figures are used to pump up rate cards to suck more advertising dollars out of naive businesses that are already financially beleagured. 

     Contrary to most network TV news slants, for example, many products and services ARE in fact selling, and selling well! You need only look around you at what the most successful companies are doing to make that happen. Promotional programs that look and feel like everybody elses’ don’t make sales.

     Customized marketing tools and messages do make sales! People are buying from businesses that cater to them, that take a personalized approach, that interact, that educate, that prove and demonstrate performance of benefits, that back up features with meaningful warrantees and guarantees, and that lean to the green whenever possible!  

     The bottom line is that savvy companies are shortening up on their long over-priced traditional media budgets, and lengthening out on their customization approaches to low-priced Internet marketing. If your business hasn’t fully explored this thinking, consider the 4th and 5th Blogroll recommendations on the bottom right of this page. Both are excellent resources for customized Internet marketing services.

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  Hal@Businessworks.US   302.933.0116

  Open Minds Open Doors 

 Thanks for your visit and God Bless You.

  Make today a GREAT day for someone! 

No, believe it or not,

the doctor is not God!

Having served many years counseling and consulting with doctors, and writing books for and about doctors, I was able to collect a wealth of insight about their personal lives and professional careers.

     Whether you’re a lawyer, insurance or investment broker, hospital executive, real estate agent, luxury car or boat representative, accountant, website development guru, upscale clothing marketer, hi-tech product marketer, quality restauranteur, travel agent, executive resort manager, pharmaceutical or medical product detail rep, If you market or sell to doctors, you can do a better job of it when you understand some of what I’m about to share with you. 

     Now I’m not talking about whatever you might think you know about doctors by watching ER or House or Gray’s Anatomy or old re-run episodes of Chicago Hope or Dr. Kildare for that matter. Those shows may look and feel authentic and realistic, but they’re not. They’re no more realistic than if you took your job and compressed all the highlights of the year into one maniacally-paced day!

     There’s nothing wrong with jam-packed storylines on TV as long as you don’t start believing that the other half actually lives as they’re portrayed. I mean I was a huge fan of “24” and Jack Bauer was the best, but in case you hadn’t noticed, he never slept or used the bathroom.

     No, I’m talking about down and dirty here. I’ve amassed tons of in-the-trenches input that I alone have had the unique opportunity to observe, listen, question and assimilate. Here’s some of what I learned:  

•      Most of the twelve hundred or so doctors I’ve known well and have worked closely with would rather be, or rather have been something other than a doctor. With stress driving average physician life expectancy closer to 60 than to 80, many doctors struggle with keeping their personal lives in check and their family lives in balance.
•      As definite and commited as most of us tend to think a physician’s career path might be, the truth is that many are not happy with shouldering the stressful burdens of professional medical practice. 
•      This conclusion is not to imply any lack of dedication. It is simply an indication that even those physicians who lack exceptional skills or bedside manners do not deserve to be begrudged for the money they make (and they’re making a whole lot less these days, besides).
•      So, what does this all have to do with selling to doctors? STOP thinking about selling your products and services to doctors. START thinking about how you can help doctors to save time. Time, to a physician, is money because she or he has no warehouse full of products.
•      His or her time is all there is that can be packaged with the skill, experience and training. And, right, a doctor can only sell one package at a time!
•      Having more time gives doctors more freedom to see more patients who need attention. Having more time lays the groundwork for doctors to strike a better balance with their families and gain increased control of their personal lives.
•      In the process, they become happier. Happier doctors practice better more effective healthcare. Your doctor sales assignment: Figure out how to save your doctor prospects and customers more time!  

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Open  Minds  Open  Doors

Make today a GREAT day for someone!

Bite-The-Apple Time!

     An Amazon 5-star selection book that I wrote (DOCTOR BUSINESS…How To Boost Your Practice And Build Long-Term Relationships, for physicians) presents an example of a dentist who was running an expensive series of totally ineffective newspaper sports section ads headlined: “Yes, now we have mucosal blade inserts!” (Well, at least he used the magic number of seven words you always hear me harp on!)

     When I asked him about the message, he explained that the mucosal blade inserts were mushroom-shaped devices that he surgically implanted in the jaw to anchor dentures more securely than with the use of adhesives. He said patients would have much stronger use of their teeth.

     I redirected his ad into a major senior citizen news publication (at a much lower rate than he had been paying), and revised his ad to say, “Now you can bite an apple again!” My seven words outperformed his seven words by an astronomical amount. In fact, his phones wouldn’t stop ringing. Denture-wearers were lining up to be evaluated for the procedure.

     So, yes, choosing the right audience and the right vehicle to reach that audience is half the battle, so to speak, and simplifying the message to sell the benefit is the other half.

     What are your sales messages saying right now? Are they focused on product features or customer benefits? Are they running in inappropriate print environments or inappropriate broadcast environments? Are you making the best possible use of the Internet? Website(s)? Links? Blog(s)? Emails? Webinars? Podcasts? Social networks? Business networks?

     Did you know that most of these suggested Internet vehicles can be free, and can actually have more impact than pricey traditional advertising approaches? If you’re not at least actively exploring these options, you either have very deep pockets, an influential relative in traditional media sales, no budget, or (hopefully not) you’re invested in growing yourself a reputation for reckless spending!

     If you are exploring all this, but having trouble with the confusion crunch, or with sorting out the high-priced smoke and mirror SEO specialists from the outdated email database suppliers, who are looking to rent you their email lists that include prisoners, newly-born infants and 27,000 dead people… or you’re simply not sure that your message is the best it can be… send me an email Hal@TheWriterWorks.com with “Confusion Crunch” in the subject line. I’ll respond promptly.   

Good Night and God Bless You!  halalpiar     

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Here, Mr. President:

Take this and run with it!

     Okay, all you government and big-business corporate executives, take this! Everyone except you guys knows that small business is the lifeblood of America, and that small business is the single greatest and most important creator of jobs. For now, we’ll forget about why you don’t know this, and just move forward.

     Here is what we need to straighten out the crooked economic path that you folks all contributed to and nurtured and reinforced. We need to present every American small business (1-20 employees) with a choice of 5 stimulus options. Before you laugh up your respective sleeves, re-read the first paragraph.

Here’s the select-one-only choice that needs to be offered:

1) You choose OPTION A and receive an outright, no-strings-attached grant from the government for $5,000 to be used against pay off of bills over 60 days old from the date of application. I shouldn’t need to spell out all the resultant benefits; just think about it for 30 seconds!  OR…

2) You choose OPTION B and receive a $15,000 payment for $15,000 retail value worth of your products or services, which you deliver to any government agency you choose that can use what you sell, or any charity of your choice if no government agency can use your products or services. Surely you need not think about what this would accomplish.  OR…

3) You choose OPTION C and receive $30,000 in two $15,000 payments, six months apart for creating one new parttime (20-hours/week) job with no benefits, and—using pre-determined criteria—prove the job’s existence and value after twelve months.  OR…

4) You choose OPTION D and receive $70,000 in six equal payments for creating one new fulltime (40-hours/week) job with benefits PLUS one new parttime (20-hours/week) job with no benefits, and—using pre-determined criteria—prove the existence and value of both jobs after twelve months.  OR…

5) You choose NONE of the above, and receive a $10,000 tax credit.

     Oh, but how would this ever be administered? Use the Energy Department which performs next to zero value services at any measurable level. They have enough personnel to oversee and monitor such a program. 

     You don’t like the details of this proposal? Then change them. Do anything you want with them, but do SOMEthing with them. Show small business the respect small business deserves!                                                                                                          

Here, Mr. President,

is the bottom line:

     You want to reverse the economy? You want people to be happier and healthier? You want to see new jobs created? Then stop asking other government employees with no business experience and corporate executives with no realistic sense of business operations how to do it.

(These people are corporate management operations experts; corporate management operations has nothing to do with the kinds of day-to-day small business activities that made this country great and that hold the key to today’s present need for economic recovery!)

     These people haven’t a clue. Their ideas are lethargic and unrealistic, and just plain won’t work because they don’t understand the down-to-earth dynamics of how to dig out of a hole. It takes a shovel and an I-can-do-it attitude.

     In our country, the only people with these tools are entrepreneurs and small business owners. Give them shovels (the 5 options above) and they will dig! All the corporate and government resources in the world will not get down in the trenches and get the job done.

Why? Because you cannot dig out of a hole while sitting

in a tower or the backseat of a limo or private jet.

     We are past the point of pretending. Politics aside for just one minute, if that’s possible, why is it that the people most capable of turning things around are not being given meaningful opportunities to do exactly that?

     If you, Mr. President, are willing to take what is a more-than-reasonable risk and charge small business with the solution, you will be astonished at how many of us will rise to the occasion and get the job done. I hope only that this thinking makes it to your doorstep while there’s still time to act on it.  

Good Night and God Bless You!  halalpiar     

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“You Get Incompetence

In A Dirty Facility!”

     Just because you own or run a professional (medical, legal, accounting, mental health, etc.) practice doesn’t exempt you from the need to establish and consistently promote a branding theme line.

     That single statement that others will identify with you needs to fully describe everything important about your service in seven words or less.

If you’ve been thinking that you and your profession are above the clutter of fastfood/hi-tech/toilet paper/auto dealer hype, you are correct! 

But you are NOT above developing and publicizing a meaningful message and putting it out to the universe for consideration and, hopefully, acceptance.

     Why is that? Because our emerging societal norms are to expect every entity–professional or trash–to put a billboard in our collective faces, all day, every day!

     Seriously, we live in a competitive, consumer-driven world (despite existing economics), with the 9 or 10 million Twitter users rapidly adapting to 140-character length messages and any business worth anything (plus some that aren’t) relying on 7-word branding slogans, you and your professional practice need to be maximally represented in the hunt in order to survive.

     Your brand is not simply your name or catchy logo or label, though some involve one or both of these. In reality, your brand encompasses all aspects of your professional practice, and how you represent yourself to patients and clients, prospective patients and clients, and the circles you and your practice operate in.

     These operating circles widen every day with every new hi-tech communications development, with every encounter . . . between yourself and other staff and associates connected with your practice as well as between each of you and the rest of the world: families, friends, patients/clients, prospects, affiliate agencies and institutions, sales reps and vendors, professional and public communities, et al.  

     As a rule of thumb, your brand should be represented by a theme line of 7 words or less that says who you are, what you do, what the unique benefit is of your service, and ideally includes your name or location or other sales point . . . and accomplishes all that persuasively.

Actually, great branding lines are engaging, convincing 7-word stories — often with a double entendre included, and occasionally rhyming if you’re lucky.                                        

(“For The Best Of Your Life…” for LIFE Health & Fitness Centers; “Growing Internet Businesses With Real World Experience”for eHealthcare Ventures; “You Deserve A Break Today…at McDonald’s”; “Orthopedic Patient Partnerships – Adding Life To Years” for Medical Center of Ocean County, NJ; “”You Can Be Certain With I.G. Burton” car dealerships; “Backpackers Spine Health & Strength Training Program” for Dr. Ian Fries; “The Dog Kids Love To Bite” for Armour Hot Dogs; “Enhancing Life, Work & Sports Performance”for BioMotion 3-D Imaging and Physical Therapy; “The Medical Mark of Excellence” for board-certified neurologist Dr. Michael Mark, are just a few that come to mind)

_________________________

     There are plenty more, including some I’m sure for those typically even less-creative professionals in law and accounting. But what you need to know is that it IS important to have a strong branding identity and that it IS best done by a professional, not by whimsy, chance or a creative cousin. Remember there is no second first impression. What you say you’re all about the first time around is what sticks. 

     Oh, and even after all of this is done, it’s the consistent reinforcing positive and pleasant attitude that you and your staff project to the rest of the world –all day– every day– day after day– because you believe in the value of the services you provide, that counts!

In other words, the phrase you use must be the guide you follow and must reinforce the actions you take.

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 “The price of freedom is eternal vigilance!” [Thomas Jefferson]

Thanks for visiting. Go for your goals. God Bless You.

Make today a GREAT day for someone!

I’m so happy and so grateful,

clap my hands! CLAP, CLAP!

I’m so happy and so grateful,

clap my hands! CLAP, CLAP!

I’m so happy and so grateful,

I could eat another plateful,

I’m so happy and so grateful,

clap my hands! CLAP, CLAP!

     Okay, so when’s the last time you acted like a 3 year-old and danced around the room and did this little routine, or something like it? C’mon, be honest. Weeks? Months? Years? Never? Well I have some good news and some bad news. I know, I know, you want the bad news first.

     Here it is: If the last time you danced around the room and did a dumb, childish little happy act mixed with a dose of gratefulness was longer ago than this morning, you’ve been eating stress between meals! If it’s been weeks, months, years, or (heaven forbid) “never” you may be well on your way to premature death, or you may already be dead?

     Ah, but the good news is: ratta-tat-tat, ratta-tat-tat (yeah, a pretty feeble drumroll, but, hey, we’re talking 3 year-olds here). The GOOD news is that you can turn your whole life around right this minute by getting up from your computer (go ahead; I’ll wait!), by taking a deep breath (go ahead; I’ll wait again!) and by  stretching. Good!

     Now, dance in place! Yeah, right there where you are, just you and your screen; put some music on if you want. The thing is D A N C E ! You wanna shout? S H O U T ! Whoop it up! Yell out some appreciation for all the great things you have right this very minute. Sing out!

Hey, I’m a grateful plateful and I’m so happy to have my slippers and my incense and my icy glass of water! Yaaa, ya-ya-ya-ya!”

(or whatever strikes your fancy is fine; in fact, delete me here if it makes you nervous!) 

     Try clapping your hands! It’s okay. Your family or neighbors or dog may think you’ve finally lost it, but, oooh, doesn’t it feel good? Really, doesn’t it? Just imagine how good you can feel every day by moving your body and losing your brain–for just one minute like that–every day!

     You may not be able to stand yourself. (But you’ll be happy and grateful. And that brings you more incidents, things, people, places, experiences, and ideas to be more happy and more grateful for. That sure beats being unhappy and ungrateful and creating more incidents, things, people, places, experiences, and ideas to make you more unhappy and ungrateful.)

     What’s the old saying about misery loves company!? Bull! You don’t need to buy into that thinking. You owe it to your SELF to be happy and healthy and thankful. I’ll tell you what: if anybody can leave a comment here that tells me what could possibly be more important to YOU than those three qualities, I’d like to hear about it. This offer, by the way, does not apply to zombies, hermits, cannibals or vampires

     The bottom line: EVEN THOUGH YOU’RE THE SERIOUS BUSINESS TYPE AND PEOPLE ADMIRE YOU FOR THAT, GET UP, BREATHE, STRETCH, SHAKE, SHOUT, SING, CLAP AND LET YOURSELF GO. (If you’re REALLY worried, do it in the closet!) JUST DO IT. IT IS A CHOICE!

TREAT YOURSELF! IT IS A CHOICE! DO IT EVERYDAY! IT IS A CHOICE! You will surprise yourself with your new one-minute-let-loose-personality. And others will like you even more! IT IS YOUR CHOICE! ;<)    

Good Night and God Bless You!  halalpiar     

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Hope Is NOT The Answer.

(Neither is government spending nor business borrowing!)

     The old business adage, “NOTHING HAPPENS ‘TIL THE SALE IS MADE” applies more today than ever! I have noted here often that budget slashing, and save-on-expenses mentalities end up digging an even deeper hole because they divert energy away from what needs to be done to put the economy on a rebound and growth track.

     Economic recovery can ONLY happen when more businesses decide to make it happen. We have to blow off mainstream media’s efforts to drag the public into the maelstrom they’re busy creating in their relentless quest to sell more print advertising space and more broadcast commercial time.

     When businesses decide to focus on sales and entrepreneurial pursuits, we will see increased financial stability across the boards. Sounds simple, huh? Unfortunately, our own business-inexperienced government is essentially leading the blockade to progress on this front…token small business incentives don’t cut it!

     Add to the government’s misguided energy and maniacal spend and borrow and tax mentality the sad truth is that many business people have simply given up, and the saving-grace focus we’re talking about turns out to not be so simple after all. 

     Government spending and business borrowing? Digest this (following) quote made 5 days ago in a European Parliament speech by Daniel Hannon MEP who was targeting the English Prime Minister with some realistic advice:

You cannot spend your way out of recession,

or borrow your way out of debt!”

[See www.Hannon.co.uk for more.]

     If you are an entrepreneur or run your own business, you need to be resolute in your thoughts and actions. You need to be literally invulnerable in your convictions that hope may spring eternal, but it simply does NOT fuel or grow business in any way–never has, never will. ONLY sales do that.

     Like throwing two baseballs at equal velocity with both arms simultaneously, the most difficult task for any entrepreneur or business owner is to be running your business and selling your business at the same time. Yet that is what has to happen.

     This means, you must be willing and able to go the extra mile with customers, prospects, employees, vendors, your industry, your community, your family, and your own health and fitness. Dropping any one of these from the pursuit equation will collapse the energy around those that remain.

     Okay, HOW? you ask. By paying attention to having fun instead of feeling pressure (the feeling-pressure guys have already boarded up and left town). By paying more attention to exercise and eating and sleeping right, by laughing more, and by learning and using stress management techniques , by taking a yoga class, a jog, a walk, another walk, more walks. 

     As for help, what’s suggested here isn’t much, but–like everything else in life–suggestions are what you make of them. It’s always your choice about how to proceed. The rest of what happens is up to you.  

Good Night and God Bless You!  

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