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How To Overcome Objections By Motivated Sellers In Real Estate Investing

Tuesday, December 13th, 2011

In real estate investing, having all the numbers is crucial to evaluating a deal and making a good offer that gets accepted and makes you a profit.  Most often when I talk to motivated sellers, I find they are not willing to provide some of the information I need to evaluate the deal accurately. Usually they do not want to discuss the mortgage balance among other issues.

So how do you overcome these objections and get all the information you need?

In my real estate investing business, I only deal with sellers who are motivated. By being motivated, they must be willing to provide most of the information I need without pressure. Generally I am not interested with sellers who are luke-warm and are just shopping to see if they can let you buy their house.

Most of my motivated sellers submit their information through my real estate investor website. In this case, the website does the job of pre-screening them and pre-negotiating with them, so I just need a few minutes to tell whether it is a deal or not.

Here are a few common objections and how to overcome them:

Mortgage balance:
Once in a while when you talk to motivated sellers and ask them their mortgage balance, they might tell you it’s none of your business, or if they are polite “why do you need to know?”. So I have come up with a simple statement:

“In order for me to able to evaluate the deal and make a fair offer that makes sense both to you and me and pay off the outstanding mortgage when I buy it, I must know the mortgage balance owed on it.”

Then I go completely silent… say nothing!

Usually they will consider it and give the information.

You must let them know that without mortgage balance, you will be unable to make any offer. If they are really motivated, they will provide this information. If they do not provide it, you have no business talking to them.
A motivated seller will tell you anything in the world to sell you their house.

Repairs:
Do not be surprised that their estimation of repairs is always on the lower side. In my business, I always assume that I will need to do paint, carpet, bathrooms and kitchen.

Before I ask for repairs my conversation goes something like this:

“How long have you lived in the house?”

“Have you done any remodeling on it?”

“So what repairs does the house need?”

Usually I will ask about carpet, paint, kitchen and bathrooms. When you take your conversation like this, you are likely to get more accurate answers that you can rely on.

Asking price:
This is usually the toughest part to negotiate. Of course, you must know the mortgage balance before you can ask this question, or even make an offer.

My question goes something like this:

“If I can buy your house all cash and close quickly, what is the least you can take for it?”

Once they give an answer, I usually just say, “Hmm…”.

Then I go silent.

Not a word until they speak.  In most cases, they will talk themselves down without me saying another word. Sometimes I will still follow up with “Is that the best you can do?”.

In most cases, this technique works like a charm. Good luck in your next real estate investing deal.

Simon Macharia is a real estate investor in Dallas Texas, and uses the an interactive real estate investor website to pre-screen and pre-negotiate with motivated sellers.  Learn how you can close more deals using less money, time and effort with a real estate investing website.

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How To Identify Motivated Sellers For Real Estate Investing

Monday, November 21st, 2011

One of the most important things that determine the success of real estate investing business is availability of good deals. Unless you can buy properties cheaply, you are unlikely to make profits with most real estate investing business models.

Motivated sellers are my best source of great deals. When you are buying houses, you will come across all types of sellers. You must be able to identify the motivated sellers who drive your business.
Of course the more targeted your marketing is, the more motivated sellers you will attract in your business. I am particularly fond of targeting people with legal trouble who own real estate. These are most likely to be motivated sellers.

If you also do general advertising such a classified ads, bandit signs, and so on, you are likely to attract all kinds of people looking to sell their houses.

So how do you identify the motivated sellers? The easiest way to do this is to divide them into categories.

1) Unmotivated seller
This is the person that thinks their house is the best in the sub-division. They have taken great trouble to make sure it’s perfect for the next owner occupier.

They have probably tried to list it with their Realtor, or even for sale by owner, but have not been successful. In most cases they are looking the the full market price.

They will not be willing to discuss details and numbers, such as their mortgage balance.

Of course, you will never make money from these type of deal, so you are better off forgetting it.

2) Luke-warm seller
This is the type of person who calls you and says he might be willing to let you buy his house, and asks you to explain how you work.

He will listen keenly, maybe ask questions, but again is not very forth-coming with necessary information such as mortgage balance.

He will probably tell you he has been trying to sell it for say, $150,000 and ask you to make him an offer. He will probably ask you to go see the house first before you even know the numbers.

Even though he will show the interest to be flexible enough to negotiate, you are unlikely to get a good deal from him.

Of course if you are a savvy real estate investor, you never make an offer unless you have all the numbers such as the fair market value, repairs, mortgage balance and so on.

You could end up wasting a lot of time driving to see many such properties and not get any deals out of it.

Usually I ask him to give me a call with all the numbers before I can make him an offer.

3) Motivated seller
This is the person who really needs to sell their house. Maybe they are behind on their mortgage payments or even facing foreclosure.

Probably they have tried to sell and see no other way out. They will give you all the information you need without hesitation. Most of them just want to get out of the mortgage.

In my business, most motivated sellers submit their information through my real estate investor website, so by the time I call them, I already know whether I can make the deal happen or not.

If I pre-screen such a seller on the phone, the conversation is likely to take less than 5 minutes and they provide all the information I need.

This is the only type of seller I deal with in my business. This is the only type of seller where you are likely to get great deals that can make you a lot of money.

Successful real estate investing requires that you pre-educate potential motivated sellers about how you do business to close more deals. Learn how an interactive real estate investor website can pre-educated motivated sellers for you, pre-screen them and pre-negotiate deals for you saving you time, money and effort allowing you to close more deals.

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Importance of clean title in real estate investing

Saturday, November 5th, 2011

I recently made a novice mistake that cost me over a thousand dollars even though it sounds very basic. Generally I only do a short sale if I see the potential of creating a lot of equity to justify spending all the time and effort involved in negotiating a short sale.

I am particularly fond of properties which have more than one mortgage, because the holder of the junior lien mostly stands to lose everything in the event of a foreclosure. For this reason, they can negotiate pennies on the dollar in a short sale.

It is not unusual to negotiate 20 cents on the dollar on a second lien. If you can also negotiate the first mortgage, it means you can end up creating a lot of equity and potential for a good profit in your deal.

This is the type of deal I got a few months ago, and instantly identified it as a having high potential. The first mortgage balance was low enough, almost 50% of the value of the house,  but there was also a small second mortgage. Even if I had to pay off both mortgages, I would still have had a good deal.

All the owner wanted was to get rid of the property without foreclosure. We did all the necessary paper work for both short sales and within a few weeks had both my offers accepted.

The house needed some repair, but no structural damage like foundation or roof. There was also a lot of junk to remove and touch-ups I had to clear before I could wholesale it to another real estate investor. The yard was overgrown; there was tons of trash to haul off, and general cleanup. I ended up spending over $1000 cleaning things up and got it ready for wholesale.

I was pretty sure I was going to flip it easily and quickly lined up a buyer with cash.

In the meantime my title company started the closing process including title work. It turned out there were two other liens the seller did not disclose!

Both were mechanic liens attached to the property. One of the liens was easy to track down, but the other one had been sold twice and none of the contact information on the lien was working. In short, we had no way of negotiating one of the liens.

This means I could not own the property free and clear unless contacted all lien holders and agreed on a pay-off. Those liens could only be wiped off through foreclosure.

I ended up giving up on the short sale after spending weeks negotiating both short sales and spending over $1000 getting the property more marketable.

This experience can serve as a word of caution if you buy houses directly from motivated sellers. Even though motivated sellers have probably the most profitable deals on the market, they are also more likely to have multiple liens and judgments on their properties or other title related issues.

Make a point of checking the title before spending money to make sure the property is marketable. In my business, I do not pay for any title work because I have closed many deals with my title company. Even if you have to pay for title work, it is likely it is not as expensive as the time and money you would lose without checking the title.

Simon Macharia is a real estate investor in Dallas Texas, and specializes in buying and selling houses. Learn how you can automate most aspects of your real estate business with a database-driven real estate investing website saving you time, money and effort, while closing more deals by increasing your efficiency.

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How To Identify A Good Deal For Real Estate Investing

Tuesday, October 18th, 2011

The current real estate market continues to deteriorate and house prices continue to go down.  More and more people need to sell their houses or lose them to an already saturated market.

We are likely to continue seeing this trend for a while, which means house prices will continue going down.

So how do you identify a good deal that will hold its value until you sell?

Most home owners looking to sell their houses now understand that the value of their house is quite unstable.

They understand that their houses are losing value every day, and that they cannot rely on prices just 2 months old.

They also know that they can no longer sell their house at market value any more.

Too many houses are sitting in the market that you can almost certainly negotiate the price down on most properties even if the asking price is well below market value.

Motivated sellers know that you must also give a discount when you sell your properties, so they do understand the discount they give you will be passed on.

If you buy, fix and sell for instances, you can end up holding your houses for as long as 6 months.

How much value will the house lose in this time?

If you do not answer this question before you buy, you are likely to end up paying too much for your investment properties.

Even if you wholesale houses, you still need to answer this question.   How much will your buyer need to discount the property when they sell?   As a general rule, you can only wholesale houses if you leave enough money for the wholesale buyer to make money also.

Lots of investors have previously been quite comfortable buying houses at 70 cents on the dollar less repairs.  Some real estate investors still use these numbers.   In this market, 60% minus repairs is barely enough.

If you buy properties to hold as rentals, then these numbers can work perfectly.

If you fix properties to sell them on retail, then your numbers must cater for long holding costs and associated price drop.  Naturally you should cater for the discount you will give when you sell!

These days, a discount of as much as 15% to 20% is not uncommon.   Is that enough to make you a profit?

Motivated sellers understand this quite perfectly, and I find it easy to use it to negotiate my prices.   Of course, the discounted dollar figures they give you might look big.  Any good real estate investor knows that we work with percentages, not dollar figures.

Once I explain my numbers in percentages, they can easily see how it small my margin really is.  Once they realize you are not taking advantage of them, they will sell their house to you at a price that makes you a profit.

Have you seen a drop in profits in the current market because you see to be out-priced by the drop in house prices?  Get more in-depth articles in our real estate blog and find out how you can run your business from an interactive real estate investor website that automates most of your business so you make more while spending less time, money and effort.

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How To Sell Your House Faster With Owner Financing

Sunday, August 28th, 2011

In today’s real estate market, we are seeing more and more properties for sale flooding the market, but fewer and fewer buyers for these properties.  The result is that the house prices keep going down every month.

Real estate investors therefore find it harder and harder to sell their properties like they use to.
Likewise, if you are looking to sell your house even if you are not a real estate investor, you find yourself stuck with properties that generate little or no interest from buyers.

In this article, we look at how seller financing can generate interest from buyers resulting to a quick sale even at a higher price.

What is seller financing?
In seller financing, the seller agrees to carry part or whole of the financing for his property.   The seller probably has no mortgage, or probably owes a mortgage on it.

In either case, you may need advice on how to structure the deal and close it properly.   Make sure you talk to your CPA and real estate attorney.

When the seller accepts to owner finance the property, the buyer pays a down payment.   The seller then receives monthly payments just like a bank.

Why seller financing?
The days  when just staging your property was enough to sell it are long gone.   Why should a buyer choose your property when there are numerous other properties in the neighborhood  are selling for a lower price?

Before a buyer ever comes to see your house, they will have to be attracted to it by the terms you have set for the sale.  seller financing attracts a lot of attention for your properties.

With the banks tightening their lending procedures, most people can no longer qualify for a conventional mortgage.   Lots of people have also ended up with bruised credit.  These buyers can only own properties through owner financing.

As a seller, this makes owner financing a great way to generate a lot of interest and possibly even end up selling it at a higher price.

The best price is estimated from comparable sales in the area.

It is important to be careful which properties you use as comparable sales.  Properties that have been sold with seller financing carry a higher price than others sold in the conventional way.  Therefore, its price may not reflect the true value of similar properties.

With seller financing, you end up selling your house faster, even at a higher price.

In a market with so many properties for sale and few buyers, real estate investors that adapt to changing trends are the ones that continue to make profits.   seller financing allows them sell their properties faster where others cannot.

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Search Engine Optimization (SEO) For Real Estate Investing

Thursday, August 11th, 2011

Search engine optimization involves making changes to a website so that it ranks highly in the search results of all search engines including Google, Yahoo, Bing and Ask. This means when someone goes to look for the services or product you offer, your website appears as among the top (or the top).

This can continue bringing you business and profits naturally for years to come.

In this article, we look at the techniques you can use to boost your search engine rankings.

On-site optimization
SEO starts with making sure your website contains the keywords that you target. Ideally the keywords should be included in

1) Title – Page title in found in the meta tags. You can see the page title on top of the browser. When you do a search in the search engines, the title is the one that comes out in bold. This is usually a short sentence that describes the content of the page in 250 words or less.

2) Description – this is also in the meta tags. The meta description can be longer than the title and provide more information.

3) Content – the keywords should be included naturally in the content for the human eye as well as the search engines. Do not over-exaggerate by putting the keyword too many times.

4) Domain name – if at all possible, if the domain name contains the keywords, you will rank better than a domain without those keywords.

Offsite optimization – link building
Offsite search engine optimization involves building links from third party websites to your website. A website with many websites linking to it is considered by the search engines as being more popular, and is ranked higher than less popular websites.

As much as you can, the anchor text you use to link to your website should be a keyword.

You should be careful not to build links too fast, or the search engines could sandbox (blacklist) your website as a spammer.

Building links involves several activities:

1. Articles
When you post content in article directories, they allow you to put a link back to your website. There are hundreds of article directories that can provide permanent links back to your website.

Writing articles will not only bring you lots of business, but will also boost your search engine rankings.

2. Profiles
Whenever you open accounts if websites, such we social networking media like Facebook, Twitter, LinkedIn, etc, they allow you to provide a profile inclusing a link back to your website. There are hundreds of such sites available.

3. Web 2.0 properties
Always post your articles in web 2.0 properties and blog sites like WordPress, Squidoo, Blogger, etc with links back to your website.

4. Classified directories
There are thousands of directories that allow you to post short classified ads with a link back to your website.

5. RSS Directories
Whenever possible, if your websie allows an RSS feed, you should submit this feed to RSS directories. This allows your content to be re-distributed to other websites, with a link back to your website.

6. Videos
Video marketing has become very popular. Be sure to distribute your videos to all video sites for best results.

7. Bookmarks
There are hundreds of book mark sites that allow posting your link and a summary of your content. Search engines love these sites, and can boost your search engine rankings within a few days.

8. Blog and forum commenting
If done right, this can be very beneficial, providing drastic search engine benefits. Unfortunately this method is abused and can lead to most of your comments being deleted as spam if not done right.

These are the most popular search engine optimization techniques that are likely to boost your search engine rankings drastically. At the very least, your real estate investing website should be optimized so it continues bringing business for you naturally for years to come.

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Attracting Targeted Clients Through Search Engine Optimization in Real Estate Investing

Saturday, August 6th, 2011

An effective website for real estate investing is necessary for the success of a real estate investing business. A website that receives few or no visitors brings little to no money. The secret to having a successful website is to receive targeted visitors who are interested in what you offer.

A website that attracts visitors through the search engines is therefore a big asset for a real estate investing business. In this article, we cover how to optimize a website to attract leads, and closed deals, through the search engines.

What is search engine optimization?
Search engine optimization (SEO) is the process of making a website popular in the search engines thereby achieving higher ranking for the keywords it is optimized for. A keyword or key phrase is the term a person looking for your services is likely to type in a search engine such as google.

Whether we are referring to a single word keyword or a long tail key phrase, we will refer to it as just keyword for our purposes.

Search engine optimization comes in two parts:

1) On-site search engine optimization
This involves making sure the content of the website talks about the keywords you wish to target. If you buy houses, this could be keywords like we buy houses, sell your home, sell my house, etc.

The keywords must be included in the title, meta description and the content. Keywords in the meta tags play little to no role. Keywords in the domain name can play a big part in achieving superior search engine ranking.

2) Off-site optimization
Off-site optimization involves creating one way links from third party websites to your website. Search engines consider websites with more links pointing to it as being more popular than those with few or no links and are ranked more highly.

There are lots of elements involved between these two, but your website must include these two to be highly ranked by search engines.

How do you target the right keywords?
Every business starts with market analysis to find out if it is worth investing your time and money in that niche. Once you have decided what you want to do, you then narrow down on the right keywords.
It is always a good idea to be as narrow and targeted in your keywords as possible. For example, the term real estate would be too broad and most likely, too competitive.

First, it would take a lot of effort and money to rank highly for this keyword. Secondly, most of the visitors you get are not likely to convert into clients. Likewise, the keyword we buy houses is likely to be too competitive.

In real estate investing, the best keywords are the ones that target a small (narrow) niche and possibly your geographical location. For example, the keyword sell my house in Dallas is much more effective than just sell my house.

This way, your website will attract very targeted visitors who are likely to be looking exactly for the services that you offer. It is also likely that you will rank much higher, more easily with less effort and money when your website has a targeted niche market.

Why is SEO important?
Obviously, getting high rankings in the search engines will bring you new clients, maybe for years to come. In real estate investing, most real estate investors do nothing after they get their websites. They never optimize them, and just hope people will somehow find them now that they have a website!

This puts you at an advantage – just a little input or some modest SEO on your website is likely to put you in a leading or top position for your keywords in your local market.

The competition is not too much in this niche, and you are likely to stick at the top for years with the right search engine optimization for your website. This can mean continued business and profits for years to come just with a one-time targeted search engine optimization.

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How To Keep Responsive Real Estate Investing Leads Coming

Tuesday, July 19th, 2011

In order to have a successful real estate investing business, it is necessary to have leads coming in to fuel your business. These leads convert into clients, motivated seller, buyers or private money lenders.

So how do you make sure you have a constant supply of leads for your business?

1)      Target your leads

This is the first thing to do. You must decide who you want to reach in your business. For example, if you are looking for wholesale deals, you are likely to target neighborhoods that are older, say with houses ten years old or more. The price range is likely to be medium range.

If you target owner financed properties, then you will probably target properties that have no mortgage. Similarly, if you target subject-to deals, you are likely to target newer properties that need few or no repairs.

Unless you narrow down your market, you are likely to waste a lot of time following the wrong leads,  and money marketing to the wrong people.

2)      Polish your marketing message

The message you send your leads must be powerful enough to convince them to sign up with you or call you.

No matter which marketing method you use, you must make sure the message has an instant appeal to the prospects and a call to action that makes them give you a call or sign up on your real estate investor website.

3)      Use multiple marketing systems

How do you reach your prospects? There is no single method that is all-ultimate when marketing to your prospects. The response to each method will vary from month to month.

You must therefore use all methods at your disposal – letters, post cards, online advertising  like Craigslist, bandit signs if they are allowed in your area, newspaper classifieds, TV, radio, etc.

This will keep the leads coming in from all directions; when one method may produce a lot of leads now, another one might do better tomorrow. Even though you might have a favorite method, it is a combination of your marketing methods that will keep the leads coming in all year round.

4)      Capture and manage your leads efficiently

So where does your call to action in your marketing message take your prospects? You must give them access to your real estate investor website and phone number.

The prospects that go to your real estate investor website are likely to be fully pre-educated for you and convert leads that are sitting on the fence to people that do business with you. If your website is well designed, once they sign up, you receive a fully pre-screened pre-negotiated deal that requires very little of your time to follow up or move on to the next one.

A good real estate investor website also has an inbuilt marketing system, that automatically follows up with people who have not converted into motivated sellers. This happens without any input from you and converts such leads into people that sell you their houses.

The ones that just pick up the phone are likely to have lots of questions that need answers to, because all they have come across if a short marketing message.

A good website for real estate investing is suggested at the end of this message.

5)      Analyze your marketing

Unless you know where the leads are coming from, you are likely to spend your money in the wrong marketing outlets, and waste a lot of time with marketing that yields poor or no results.

Analyze and measure your marketing and you will have leads coming in all year round with very little input from you.

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Tenant landlord wars – the worst real estate investor nightmare

Tuesday, June 28th, 2011

Many real estate investors get burned by tenants all the time. A lot of these unlucky landlords  are so fed up that that they are ready to do anything to get out of the tenant nightmare. And sometimes it just gets worse!

So what can you do as a real estate investor to be relatively safe with your tenants? This article explores a few options that can protect you.

Yesterday , a friend of mine, Willie,  called me to assist him return a flat screen TV back to Best Buy using my van. Now, Willie is a very composed guy who never raises his voice and always seems to know his way around. On our way to Best Buy, he got phone call that ticked my attention… Willie was raising his voice with every sentence; by the end of the conversation he was shouting and looked so mad that I had to ask him to break the conversation.

It turned out his tenant of 6 months breaks something in the house every month. Her rent is paid by section 8, so she only pays $86. Every month, she has to make sure that something is broken and has an excuse not to pay the $86 so she can fix it. Willie now lives in Texas, her tenant is in Indiana – which means he usually accepts these bills from her tenant!

To make matters worse, she recently called section 8 to complain about the “deplorable condition” of the house – which had passed section 8 inspection just 6 months ago. As a result, section 8 stopped making any rent payments. Now he is stuck with a tenant who breaks down his house, who refuses to move out, and who will not even pay $86.

So what to do? Lots of landlords have similar horror stories to tell. How can we protect ourselves from this nightmare?

1)      Screen, screen, screen!

We are living in tough economic times, and chances of delinquency are now bigger than ever before.

Make sure the rent application is fully completed. Make sure they sign documents that allow you to pull their credit.

Call their place of work to verify employment even if you have a paystub.

Talk to every previous landlord and ask specific questions about their stay there. The questions must be specific, such as “Has she ever been late making her payments?” “Have you ever taken her to court?” “how well does she take care of the apartment?” etc.

These questions allow you to evaluate not only the credit worthiness of the tenant but also the kind of character you are dealing with.

2)      Do a background check

Do a criminal background check to make sure they don’t have a criminal record. I cannot emphasize the importance of this.

3)      Use a good lease contract

Make sure your contract is mandated by your local real estate commission, or that your attorney has approved it. A good contract will protect you on all fronts.

If you do find yourself with a bad tenant, a good contract will protect you in front of a judge. While nothing is bullet-proof, this will be an asset you may value in such bad cases.

4)      Inspect the property

Make sure you take your tenant through the house as they inspect the house. Take pictures of them inspecting the house, as well as any noted problems.

Make sure you sign the contract inside the property. They must initial every page on the contract.

5)      Good luck!

Hopefully this process has protected you and you will enjoy a good cash flow with your properties.

Simon Macharia is a real estate investor in the Dallas Fort Worth Metroplex. Whether you are buying or selling houses on retail, wholesale or on terms, or even renting them, find out you can be more efficient by closing more deals using less effort, time and money through an automated real estate investing website.

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How To Keep Your Real Estate Investing Mailing Lists Clean

Sunday, June 26th, 2011

Successful real estate investors run direct mail campaigns to keep the leads coming in..  I send out post cards and letters to potential motivated sellers in my business. Motivated sellers are people who need to sell their houses, probably because they are in trouble that can be relieved by selling their property.

 There are so many motivated sellers in today’s real estate market that you cannot handle all of them.  To save money and be more effective in your direct mail campaigns, you must therefore clean up your mailing lists.
 Here is how to get a good return on investment in your direct mail.

 People in trouble who own real estate form my mailing lists, such as people going through divorce, people with liens, bankruptcy, etc. Most likely these people are looking to get rid of their houses or they end up in foreclosure.

I also look for people who have inherited properties.    Sometimes they inherit the mortgage and if there is no mortgage, they need to cash out.   The beneficiaries usually cannot fix them up and find it hard to sell them in the open market.  These probate properties can be very profitable.

 Absentee owners also form part of my mailing lists. Usually these are land lords, and sometimes people who either divorced or work out of town.   Most land lords are looking to get out after having being burned by bad tenants.   Usually they own several properties which can all be good deals.

Expired listings from the MLS also form a big part of my target properties.  Of course these people have been looking to sell, but have not been successful.

This means I sometimes end up with 1500 to 2000 new leads every week. All this means I can have 1500 to 2000 new leads a week.   I must therefore clean them up and target them better.

1) Geographical area
 Since I live in a big metro area, I can only buy houses from a small area.  This means I only target certain zip codes.   No matter where you live, avoid war zones.

 I avoid houses more than 30 minutes drive away.

2) Price range
Since I wholesale most of my properties, I avoid the very low end properties and the very high end properties.   The middle range properties are better for me because there are more buyers.

3) Recording date
If a property was last recoded less than 10 years ago, it’s out of my mailing list.   Sometimes inherited properties can have exceptions.

 This is because they could have some equity.   If they have refinanced they may not have as much equity.

4) Return mail
I send 2 post cards and if sending direct mail to probate leads, I send several of them over a few months.   Some of these addresses are undeliverable and bounce back.   You must get rid of these  addresses in your next mail sequence to save money.

Simon macharia invests in real estate in the Dallas Fort Worth metroplex. His real estate investing business is fuelled by leads generated by direct mail and through his real estate website. Learn how a good real estate investor website can help you close more deals while spending less money, time and effort.

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