On Purpose And Changes No Matter The Age With Whitney Vosburgh

Welcome to the Conscious Pivot Podcast with international speaker, business mentor, best selling author of Pivot, and your host, Adam Markell. The Conscious Pivot shares the stories and wisdom of people who have successfully reinvented some area of their business and personal life. You'll gain powerful insights into how you can fully embrace new opportunities, increase your performance, and master the art and science of innovation and resilience. So please join. Join Adam as he guides you on your Conscious Pivot.

Hey everybody. Welcome to another episode of the Conscious Pivot Podcast. I'm your host, Adam Markell and it's a beautiful day here today. I'm feeling really grateful, actually. It's the day after our son, our son turned 21. It's kind of a trippy thing to have a kid who's 21 and he's the third, so he's not even the oldest of our babies, but he's the only boy in our family, only son we have and something about getting to 21 and what that means and rite of passage, things like that. So we celebrated with him last night. He's not much of a drinker, that's a good thing. But we took him out and had a lot of fun. And I'm just sitting here feeling really grateful for that. Grateful to have a healthy family, healthy kids and to feel really healthy and alive in this moment myself. I hope you're feeling the same way. And if there's anybody that is on your end struggling in some way with health issues, then of course our thoughts go out to whoever that is and send them a lot of love and that they feel more well soon. I feel blessed as well that I have a great guest on my show today and really excited for the conversation. I think you guys are going to really dig this guy and his name, his name is Whitney Vosberg and he is the co author of Work the Future Today. He's a speaker and brand consultant who brings purpose to life and puts it to work. Whitney loves doing it all. He has an interim Fortune 50 chief marketing officer, graduate of the Graduate Theological Union, and an internationally exhibited fine artist who has lived all over the world. He's got a brand new book actually with that similar title to that which we're going to talk about during the show today and get his perspective on purpose and on changes in life at different times of life. I think that's a sense, I get a sense of that going to be a theme that's running through his book. So, Whitney, it's great to have you on the show today. I want to make sure that I did pronounce your last name correctly, because I didn't have.

And thank you for having me. It's a pleasure to be here.

Yeah. Wonderful. Hey, I'd love to know if there's something that's not a part of that bio that you would love in this moment for people to know about you as we get started.

Well, one of the more interesting things I did was over the course of four years, I walked a thousand year old thousand mile pilgrimage on foot from temple to temple in remote rural Japan. And it's one of the best things I ever did because I was literally moving at the speed of life. Gave me a chance to contemplate what I'd done with my life, what I was doing, what I would like to do with rest of my life.

Whitney, when was this? When was that?

2009-2012.

Wow. What, what was the catalyst or the sort of the pivotal moment that. Because this show's about pivots, so that sounds like a pretty significant pivot.

My family made a big pivot in that my dad worked for Pan American Airways and we were back in the Mad Men era, a suburban family and outside New York. And my dad got an assignment to Tokyo, Japan. So, you know, there we were, you know, Alice's in Wonderland landed in downtown Tokyo in 1962, just before the Olympics. And we're all going, whoa, this is different. So I grew up all around the world. I've lived, work, studied different continents all throughout my life. But there was always something about that one year in Japan that was pivotal. I was wanting to go back not as a tourist or a visitor. I wanted to go back as a guest, a member of a community. So I went back 40 plus years as a guest of a artist residency in the middle of nowhere. And I saw these people walking around in these pointing hats, old, white, old fashioned gear with a staff and bells. And I thought, wow, I never seen anything like that before. So I made inquiries. And apparently there's this island, Shikoku, which is roughly a circle. This thousand year old thousand mile pilgrimage follows the perimeter except for the first province where I was staying. And this town was the near and center. So it goes, you know, starts along the coast, comes inwards and then goes out towards the coast and then more or less stays there. And I just thought, I want to try that. And so I went back. My residency was 2004, so went back 2005, 6, 8, to prepare, and then I walked. She stands for four in Japanese kokuish rights, producing Province. So I did one province each year in a different season. And so I had a backpack and I'd walk with a sound recorder and a camera to record my experiences in between the 88 temples.

That is fascinating. You know, the. It's uncanny. And more than uncanny, I think too. I just got back from Tokyo. So part of what I'm getting myself back on Time Zone, although this is one of those magical trips where I did sort of an around the world in eight days kind of thing jaunt. And I feel my body has held up really well. I don't feel any real jet lag, although I had a little trouble sleeping in the last couple of days, but for the most part feel great. And I loved Tokyo. I absolutely. So I was there. Had been hired by the Daimler Group, the Mercedes folks and their division out of Tokyo. That's mostly for their trucks and their Mitsubishi stuff. And I was there to do what's called a fuso talk F U S O talk, kind of like a TED Talk, but for their internal management team. And it was really was wonderful because I got to go a couple of days early and really spend quite a bit of time in the city. Have some incredible days out exploring and dinners. And I would just say. And even found for myself a great way to create, you know, my, my own method for resilience in many ways is about doing certain rituals, things that I do on a. On a ritual basis, including swimming. And so I found some indoor pools. It was, it was kind of funny because there were tons of pools when I did the research, but most of them had closed at the end of September, you know, Olympic size pool, beautiful pools. And some of them that were indoor but still somehow closed, as though the season for swimming ended, you know, after the summer. It's, you know, the Japanese, they have their. Just like every culture has their specific ways of doing things. I think one of those things about Japanese culture is that they are very. And why I was brought in was because they are sometimes resistant to change. They're very much attached to what they wouldn't call the status quo, but they would call their own rituals, their own ways of doing things. And so that was part of the reason why they brought me in as this person to talk about that. But. But I'll just say, generally speaking, I absolutely loved it. And I will go back and I can't wait to go back. I thought the people and just everything was. Was wonderful. So, so it's so funny that. And, and the first time when you landed in Japan was Right on the eve of the Olympics. Well, interestingly enough, I' back and the Olympics are going to be there again now for the first time since that time you were a kid. They're going to have the Summer Olympics there this summer. 2020.

Yeah. And the 60 62. I was there 62, 63. So the Olympic would have been 64. 64 marked the dawn of modern Japan. They had had this transition from the war and American occupation. 64 was like, okay, guys, we're modern. We're on our own. We're on the up and up. Which they did, you know, all through the 60s, 70s and 80s. And then they've been wobbling a bit since then. And now they sort of stabilized and will have their Olympics. So it's now a sort of a new, modern, mature Japan. And what I love about Japan is the fact that they are so traditional.

Wendy, I'm just curious, what do you make of the fact that Japan has. It has struggled economically since probably the early 90s and has had some challenge there? I know that's not the topic of our podcast, but we have this in common.

Yes, Japan is the oldest country in the world in terms of its population. So what they are currently experiencing and soon will be experiencing in terms of having a disproportionate percentage of their population over the age of, you know, whatever it is, that means that they are having more and more older people and fewer younger people. So that opens up the question of, do we bring in foreigners to take the jobs of people that are no longer Japanese? That's been a big question for them. And then just in terms of their approach, Japan and Korea were normally the most respectfully respectful of their elders, even to this point of sort of awe. But that has crumbled now. There is the social contract is no more. So they're having to rethink everything through centralization of government to the use of robotics for elder care, Social Security, and the like. So whatever they are currently experiencing, we in Western Europe and in America, Canada are soon to follow. So we have a lot to learn from them.

Yeah, this is interesting. The thread of this conversation, I think, feeds into the topic of your book. The new book. I mean, why not? Let's go there. Brand new purpose. That's the title of the book. What's the subtitle?

Turning gray into gray.

If you had gray. If I had hair, it would be gray for sure. Yeah. Well, when I let my beard grow out, which I'm going to be doing shortly, there's more salt in there. Than there is pepper, for sure. So tell us about the book and in particular, I think there's an interesting tie in to this, to our conversation around Japan. And just for those of you that don't know, Tokyo has 40 million residents. It's a very large city, it's spread out. Doesn't feel crowded to me, though. I'm from New York originally, so I know what a crowded city feels like, or at least cities at times when they're crowded. I didn't feel like Tokyo was crowded. So it's pretty remarkable that 40 million people are inhabitants of that great city.

Yes. Because Tokyo really is a very large combination of different villages that are bisected by huge avenues. But once you get past those avenues, you have a village atmosphere. And that's why it doesn't feel so crowded, because I'm also from New York originally.

Yeah. So. So let's, let's talk about brand new purpose and this idea that there is a shift that's occurring and it may coincide with the shift in color of our. Of our hair. Yeah.

Because I wanted to write a book based on my experiences of midlife transition. Yes. And decided I wanted to do it within a graduate program. So I went to the graduate theological program here in Berkeley, went to the Unitarian Universalist school because they were the most liberal and flexible in their beliefs, and wrote this thesis called Second Act Creating a Meaningful Middle Age and Beyond. I was going to publish it, but then I thought, you know, I've got a different story to tell. So I co authored the two work the Future Today books. But now I've come back to actually publishing the brand new purpose Turning Gray into great book in the spring because I realized what the missing piece was. And it was recently confirmed Time Magazine, 2019 Person of the Year, Greta Thunberg.

Right.

So there are people who are in their 60s and 70s who started a revolution back in the 60s and 70s to protest against environmental degradation and what eventually will became global climate change crisis, the like. So the EPA was formed in the early 70s by Nixon, of all people.

Yes. He did one or two pretty decent things. Yeah.

Yeah. So the 80s happened. Milton Friedman, economics from the Chicago School. In terms of more is more profit, focus on shareholder. So we, you know, had the shift away from, you know, a single bottom line to a triple bottom line of profit, People, planet. Now it's planet people, profit because there's no planets, no people, no people, no profit.

Right. And so is another way to explain that shift, sort of a shift from we to me, that there's a sort of a pendulum shift between the time, as you say, in, in late 60s, early 70s, when we were very focused on community solutions or collaborative solutions to world's problems. And then we shift away from that into the more I me focus of the sort of 80s and 90s and that.

Yeah, so we went from we and communes and collectives and mass marches and the start of civil rights and fighting against all the isms except the ultimate ism, ageism. So we shifted from we to the me generation to Gordon gekko in the 80s and Wall street, greed is good and people who got lost in their mortgages, children, careers. So now that we're sort of past that to a certain degree, we have an opportunity to complete the revolution that we started. But, and here's the really kicker, why I delayed my book by seven or eight years is we can't do it alone. I was at a party this summer, was a bunch of boomers very well to do. They retired, comfortable, been there, done that, didn't have to do anything. And I said, why are you organizing very actively this radical social political movement? They said, I don't need to do it, but I have to do it for my children, my grandchildren. They don't have the same access to what I had access to. They don't have what I have and had. Their future is radically different from from what we were facing at that age. So we need to start creating a better future for them while we can. And so that was sort of like a wake up call for me when I heard that. And confirmed by, you know, the Greta Thunberg as the person of the year for Time magazine, you know, the youngest person ever. Sixteen.

Sixteen, yeah.

And so, you know, she went from being a solitary protester outside the Swedish Parliament, little, you know, drawing, saying climate strike, to, you know, just over a little year. She's become, you know, the face of the primarily global climate change strikes and movement and what have you. But as Time magazine noticed that, you know, she, like the rest of us, rest on the shoulders of the giants who came before her.

Yes.

And so for me, we've sort of come full circle in terms of we started this in the 60s and 70s because enough of us at that time sensed that things were not right and we got distracted. And now, if we are to make a difference, now is the time, but we can't do it alone. So the point of the brand new purpose, turning gray into great is, yes, we need to go back to where we started to make it appropriate and relevant to today. Not to back in the day and to do it in collaboration with younger people so that we all have something to share. We can all mentor each other, young and old, old and young. It has to be of equals. It can't be like this. That would be deadly. So that we can collaborate, communicate, collaborate, co create. So that we can create a commonwealth of purpose, possibility and plenty, plenty of prosperity.

So this was sort of a season of a. You're speaking about the. More the baby boomer generation, which is roughly sort of 1964, 65 as a sort of an and end dates. So meaning that the youngest of the baby boomers were probably born no later than about 64 or 65, something like that. Right. So these folks were in their teens or maybe even in their 20s or 30s, I suppose, when those revolutionary movements and marches and things were happening in the late 60s and 70s. And then as you say, people got lost in the commerce of life, in their mortgages, in their kids and the betterment of their families and paying for it all. As we know, none of this is, you know, there's no free lunch with regard to a lot of these things. So now they're, they're at a stage perhaps when they've got the time and the energy still and the focus and maybe even the cushion financially to be able to refocus on this. So I'm curious, do you think this is more just, maybe just a guess from you, but, but I'm curious, do you think that the current generation, you know, what we have here as largely millennials, do you think that they who are very much, I think a more conscious generation, they're conscious of things we weren't. That I wasn't conscious of growing up. And I sort of am on the cusp of the baby boomer, maybe that last year or so and then more Gen X, which is sort of ill defined or defined by apathy or I don't know what things like that, just sort of being in the middle, I suppose. Do you think that there's a seasonality to this, to the desire to Greta's work, for example, her enthusiasm and her passion at age 16, do you think there's a season for that? And then, you know, Greta, when she's 26 or when she's 36, will now focus on family and mortgage and get lost in those more mundane aspects of life as the baby boomers did. I'm just curious if you think this is sort of a trending, a trend and therefore something that we might, might look at how it's you know how we have that conversation?

It's a bit of both. Should people Greta's age have the good fortune, the good health, the good environment, the good economy to be able to have a career, a family, a home, good health and all that that we, many of us, not all of us, but many of us, have experienced and taken for granted, or didn't experience it, but knew that it was possible, had been exposed to it, or even to exposed to the media version of it on television or in the movies or books or, you know, comics or whatever it is. So, you know, we face very dire possibilities from the global climate and existential crisis that we currently face. So, you know, if things progress somewhat like they did in the past, then yes, people will forget their initial passion and focus until they get to the point where they can come back to it later on. But there again, you know, things could get progressively worse for long enough where people won't necessarily have that opportunity unless you are very lucky, very wealthy, or well situated in a part of the world where your basic needs are met outside the global capitalist society.

Yeah, I mean, complacency is an interesting thing, right, because it can be born of comfort. It can come out of a number of different. It can be the result of a number of different things, of course, and complacency costs. I mean, if we take our eye off this ball, you know, people were saying that in the 60s, people were saying that in the 70s, it's not really all that new, that folks have been calling attention, I mean, Ralph Nader's been calling attention to issues, you know, relative to these things for a long, long time. You know, the Green Party's existed for a long time. So. Yeah, I'm just, you know, it's interesting, but your book, is your book meant to be sort of a catalyst or a call to action for this group of folks that, as you say, may have enjoyed some good economic times and some. Or just enjoyed, as you say, making it through, making it to this point. Is there a special call to action to those folks now to just give it back in some way? Pay it, pay it, pay it back, pay it forward.

Yeah. Yes. It's an invitation for a conscious pivot, so to speak.

Yeah.

To go back to where they started in the 60s and 70s. For some it might be in the early 80s. I mean, I remember I was born in 56, I'm 63. Being in art school in New York in the early 80s, participating in anti Regan art shows. So, you know, there, there, there were pockets of resistance so to speak, to the status quo that lingered far beyond the 60s and 70s.

Right.

Went in, you know, far beyond that. But it's really about slowing down, going inside, traveling that long distance of 18 inches from head to heart and from heart to gut for our iq, our EQ and what I call gq, our gut instincts, intuition, to connecting with ourselves, integrating, and then going out again from our head to our heart, to our hands, from our why to our who and where to our how. You know, what is our unique gift? Who do we share it with for maximum benefit? Where do we find them? How do we best serve through sharing our unique gift.

Right.

So it's taking a personal journey and then looking for an opening in the larger conversation in the world out there amongst ourselves, our peers, but also how we might help our children or grandchildren or our nieces and grand nieces. Nephews or just children who are live next door or, you know, whatever it is, it's making connections where there should be, but there aren't.

Yes. So the demographic that you're targeting with this book, they've been a resilient bunch, wouldn't you say?

Yeah. I mean, this is aimed at people who are old enough to know that whatever they did in their first career either did or didn't work, was or wasn't successful, but whatever it was no longer satisfied. So that, you know, it's to look beyond external trappings of success, whether it's the car, the house, the clothes or membership and this or that. But to look inwards to your second act, your third act, where you become more defined, you pivot towards an internally derived and driven success, it becomes more personal, more intangible, which means it's that harder to find, but that much more satisfying because it comes from the soul.

Does that? Does that? No, that makes sense to me. I'm curious if that. If you've noticed or as part of your book or any research you've done, whether there's an element of resilience that plays into the ability to create a second act or a third act. Because, I mean, look, I'm fascinated with the topic of pivot. That's why the show's all about that. We wrote a book about that. And in that conversation, when and when we were writing the book, actually, we were thinking in terms of, you know, what has enabled, what enabled me to create a midlife calling out of what could have been a midlife crisis. And resilience was a big part of that. That was sort of the little circle inside the big circle. And now what I realize years later, where I am in my life now and what I've noticed, people and the research I've done, is that the big circle is actually resilience for me. And pivot is the small circle inside of that that is part of my ongoing evolution. And the things that I want to do with my life and the things that I want to leave and the value I want to contribute to the world, that I've got to be incredibly resilient because the world is disrupting and being disrupted on such a consistent basis, you know, exponentially. The change is so much greater and faster all the time. Yeah, but if you're not, again, you could look at it from so many different perspectives. But if you're not resilient in the face of that, it'll just, just knock you over. You won't be around or strong enough, won't have the energy to create that third act or that fourth. Yeah, you know, which, what are your thoughts on that? And I'd love to know your own definition of resilience as well.

Resilience is the, is the rocket fuel. It's the passion to maintain a sense of joy, passion, enthusiasm, curiosity, lifelong learning, creation that feeds into a pivotal moment when you decide, okay, I've got my rocket fuel. The pivot is, determines my projection. I'm going to go this way as opposed to that way. And they say in rocketry that just a few degrees over time can make a huge difference. So the resilience is ability to bounce back no matter what. For me, it's probably my core personal quality that enables me to keep on bouncing back no matter what.

So do you have, you know, rituals are very important. You and I, before we started the show, we talked about how in many ways the quality of our lives is, is equal to the quality of our rituals. The power in our lives is very much tied to the power of those rituals. So what rituals for resilience? Would you take a look back at your history and the different things you've, you've done the second act, third act, fourth act that you've created, including right now, this book that you've got coming out and the call to action to others just like yourself. What are some of the rituals that you've, you've had along the way to produce resilience? Do you think that ability to get.

Back up, you know, it goes from small to big?

Do you have it, do you have a ten second, let's, let's do a, you got a ten second ritual for us? Because You're a mindset guy. I mean, right.

When I get up in the morning and before I go to bed, I walk out in nature.

Why do you walk out in nature? What's so special about nature?

And well, it's away from devices.

Yes.

And all the digital nonsense.

Shock, shocking. Have to get away from the recording devices that are recording us all the time. Yeah.

It's getting out of the man made environment to a more natural environment, preferably things with trees and flowers and shrubs. So you know, it's, it's. Instead of inside, it's outside. Fresher air.

Clean air. Yes.

Cleaner air. You're exercising, you're. You're in movement, as everything is always in movement, perpetually on this planet.

Or it's dead or it's. Or it's dead. Things that stagnate.

Right? Yeah. So you know, if you're not moving, you're might not be living.

Yeah.

So it's just.

Everybody check yourself right now. I always check my pulse. Am I still here? Oh yeah. Good. If I can only find the pulse.

I can never find my poster from the 60s or 70s where there's a person in a raincoat in front of a piece of art and it says expose yourself to art.

Yeah.

It's my equivalent of exposing yourself to nature.

Proximity to nature.

Yeah, proximity. Being open to it, participating in it, being part of it. Being a movement of exercise, getting away from digital devices, of being mindful of step by step and appreciating that we are part of the natural world.

Yes.

And one small part of something much greater than us. But since we're part of something much greater, we are great in ourselves.

The miracle is certainly more on display in nature than anywhere else. It's for me. Yeah, yeah. So I look out at the ocean. I'm looking out right now and just looking at this sea of blue. And it just, just to be able to see it or to, they should say to walk in it, to experience it is. It creates a miracle. I mean it, it's. The miracles are around us all the time. It's just I'm not always, I'm not always tuned in tune enough to recognize a miracle when I, it's staring me in the face.

Yes. Well, we are, we are miracles. I mean, just think of, you know, the human body and life itself and life in us. You know, the billions of microbes and organisms and what have you live inside us that keep us alive.

This conversation is a miracle. I'm looking at you, right? For folks that are watching this on YouTube, where you know, you get to see that if you listen, you know, but. Yeah, but I'm looking at you, Whitney, and you're a miracle. And I know I am. We are. It's beautiful. I will share, as I'm apt to do, the one ritual, the sort of the 10 seconds miracle in my life, which is three pieces of, you know, three steps that are three easy pieces. Wasn't there. What was that? Oh, it was five easy pieces. Was that old Nicholas?

Mike Nichols.

Yeah. Great movie. Crazy movie. And. But these three easy pieces are not so easy to pull off every day. First piece of it is to wake up. And waking up just to be awake is a miracle all by itself because we know not. Not everybody has that right. We. We get that cleanly. The waking, that's more of a. Of a figurative sort is the. Is the consciousness, is our ability to, you know, how open can I be today? What's the degree to which I am. I'm open or closed on any particular day? It's like the aperture of a. Of a camera, you know. Yeah. The shutter. And, and that changes. It depends on sleep for me. It depends on my own mindset. You know, do I start off in a pissy mood or am I, you know, more. More. More apt to just, you know, choice, be humble? Yeah, choice. What.

What do I choose to be today?

You think about those folks that are. Have more gray. We all know that when, when you're, you know, as we get older, we have a few more aches and pains, we have a few more things we could, quote, complain about. And, you know, it's interesting, had gotten in the habit of watching the news a little bit in the morning just to kind of catch a little glimpse of what was going on because of this melodrama that's unfolding in front of us all. And I never talk politics on the show, and I won't do. So now I just say that it is, you know, it's not. It wasn't a healthy way for me to begin the day, to start my mind in that direction, where immediately I could feel that aperture of my heart closing and becoming quite agitated and judgmental and even angry. I'm a recovering New Yorker, recovering lawyer from New York, so I really had a. Pretty susceptible to that getting worked up quickly, you know, kind of thing. So you can, you can identify, you can understand, right? Yeah. Yeah. So the first step is, is this waking. And. And second step is to feel. Feel something about. About waking up. What do you feel when you begin the day again? Is it. Am I my feeling a rush, you know, we feeling rushed to get going and get moving, get doing something, get the coffee going, get the, you know, find out from the phone what, what, you know, what great messages we've missed while we were sleeping. You know, maybe it's a message from the queen. Who knows, right? We could, we could be getting, you know, knighted or something. Anything could happen while we're sleeping. Good God, pick up that phone. I could be Sir Adam. I could be a duke. I, you know, something.

The Duke of Merkel.

Duke of Merkel.

Yeah.

So I choose gratitude. And it never fails. It really is quite. You talk about a 10 second miracle or 1 minute miracle. Just sit in gratitude for 60 seconds and see how your body feels. I know how my body feels. I know what's coursing through my, in my veins is somehow more, more healthy for me for the long term to be in gratitude. And then the third piece, after allowing that 10 seconds to a minute just to feel grateful is to actually use the power of words for myself, to declare something out loud that I, you know. And lately it's been two things. Folks that have heard this message before, they know that the four words that I've been using for better part of a dozen years now is I love my life. Those four words, I love my life has really had massive meaning for me. And then recently had a woman who's in her 70s on the podcast and if you haven't heard this show, Judy Whitcraft, you got to just go back and check out that episode. It's really cool. She's just a wise, wise lady and she said that she wakes up and she says out loud, I wonder what miracles are coming today. And I have, I wrote it down. I've got it by my bedside. Yeah, isn't that beautiful? I wonder what miracle. We've been talking a little bit about miracles and yeah, I wonder what miracles are coming today. So this was a miracle. Whitney, I am so thrilled and really feel blessed that our mutual friend Theresa de Gropois shout out to Teresa made that introduction and been Joya is another friend of ours that we have in common and all those beautiful people in Tokyo, Japan have in common. Ay, exactly. Arigato. Yeah, just beautiful. So happy to have you on the show today.

Pleasure.

Thanks for being with us, everybody. We'll have full show notes. You can find out more about Whitney and his upcoming book as well as other books that he's written. Just good, good stuff. So check out the show notes, leave a comment, let us know what you feel about what we've done here today and any suggestions? Suggestions? We're really always so open. I mean, feedback is like oxygen for all of us. So we'll see you soon. Ciao for now, everybody.

Thanks for listening everyone. We hope you now have the tools and greater insights to navigate your own pivot. Help us inspire others by sharing this episode and leaving your comments over@adammarkel.com podcasts for more tips, strategies and support as you consciously pivot into a new business and lifestyle you love. Join our Pivot community on facebook@pivotfb.com.