locus of control, billionaires are war generals, monetizing art

All right, we're back here with another little self-podcast video. Today we're going to be talking about the locus of control, which is why, you know, successful people become successful and why most people don't. And then we're going to talk about why billionaires would be war generals, and we're going to talk about how to monetize art. Or kind of like this whole social media craze and world that we live in right now today. So I've been liking doing these podcasts where I just kind of like, I'll go learn a bunch of stuff and then I do these to synthesize information and knowledge and share it with you guys all. And I hope that you guys just listen to these while you're in the car, on a run or on a walk. We get to share cool ideas with each other, have this be a little bit of like an open conversation. These are the things that I would talk about if I had a friend that was into this stuff with me. Is my outlet for it. I talked with my girlfriend about it a good amount, but eventually at a certain point she's just like, I don't really want to talk about this stuff. So, all right, it starts off with the locus of control. So I've been really trying to develop a, I've been trying to really learn psychology and human behavior. For one, I'm really stepping into this role as a marketer for my companies. For my own faceless YouTube channels, I'm always coming up with video ideas. For my, my own personal brand, Devon Canup, I'm asking myself, how can I take somebody who's done good in life, you know, maybe they have a six-figure salary, a multi-six-figure salary, and yet they're just dissatisfied and unfulfilled with like their current life circumstances, and how do I give them an opportunity to to take advantage of the current world we live in with AI and with content, but then also how to, yeah, how to step out of that. You know, how do I change what, how do I take what I've learned from this and then how do I apply it to something else? And so this, this week I learned this concept of, of that psychiatrics call the locus of control. And there's an interesting study of like hundreds of thousands of, of successful people they found have this concept. Of an internal locus of control. And there's this whole battle between the internal and the external locus. So to be honest, like, I don't understand what the concept, like, what locus stands for specifically, but it was like the idea that really resonated with me. And I was like, damn, okay, yeah, this is a really cool idea. So basically how it works is you have two different types of locus of control. You have the internal and you have the external. And ultimately what an internal is, is like you think that the thoughts that you have change the reality of the world around you. So you think that your thoughts, you and how you behave changes the results of everything versus somebody with an external locus of control. They think that the external world changes, forces the outcome upon you. And ultimately what this boils down to is having like a victim mindset versus, versus an ownership mindset. I've always kind of come to the terms of like extreme ownership from Jocko Willink and he's like a Navy SEAL that wrote a book. It's very good. But this concept of like taking extreme ownership of things, but it was interesting listening to like how therapists actually have a tough time getting into the heads of their clients if they are always externally validated, if they're always extrinsically motivated in the sense of like they're always like, the world happens to me, you know, the happen— the world happens, happens to me. It's like they're waiting on timing, they're waiting on luck, they're waiting on their boss noticing them. And it's a trap that gets created for us a lot of times in school, because you can go get all the homework done for your class within 24 hours of you getting assigned the homework. But if the homework isn't due until next Friday, 2 weeks from now, you aren't incentivized to get it done faster. So you don't feel like you actually have control of the circumstance. And even if you do the homework well, you can't get greater than like an A in the class. All you can really do is get like a certain grade. And it's just like if you want to go extracurricular, there just isn't a reward system for most of society and how it's built because most of the education system and most of schooling was built around the Industrial Revolution. And the Industrial Revolution, the thing that made the Industrial Revolution so crazy and profound to human society is that we invented the clock. And we got to a point where like clocks and watches and timekeeping was actually mass-produced. Up until then, we had to look at the sun and be like, well, I think it's about like, you know, two-thirds of the day, you know, we have three-quarters of the day passed or whatever, right? And then when the Industrial Revolution came, we started to have watches and clocks and timekeeping everywhere. And so then we could actually measure the work that we, that we put into something. And you can actually put like a dollar per hour metric for your time. And so once that became basically the paradigm that, that society lived on, that's when the school system was founded by like the Rockefellers and the Vanderbilts and all of them. They were like, how do we create really good employees? And everything that we learned from then is then around how do you actually become like a good employee? That's why you have the bell systems in school. That's why, you know, classes have like a certain amount of time that they're in. Because it's like, if it was a creative endeavor or this was like ancient Rome, there wouldn't be time limits. It would just be how long is the sun out? Like, so maybe you would be in a lecture for 3 hours, maybe it would be 20 minutes, maybe it would be 6 hours. Time just isn't— wasn't really a thing in more ancient times. But the modern time, we can actually measure it and then we can get like a quantifiable output per minute, output per hour. And the philosophical artist person that basically is able to capitalize on monetization today, the reason why it looks like dumb people are getting so rich and making so much money is because they can operate on a completely different paradigm to become wealthy. Because the rules are just completely different. And what happens is, is in the schooling system, time, our teachers, our management, our parents, our bosses, our, you know, valuation to the stocks is all quantified on this. It's all built on the basis of having an external locus of like, it makes the individual in the cog of the machine to have an external locus. It's like that everything else is like the byproduct of your results in life. But the people that you see getting richer, the people I see doing things different, if you like look at me as somebody as like an inspiration for you, it's— you have to have an internal locus. You have to believe that you control your destiny. And it's not that you're like a god. By any way, shape, or form. You're trying to make a god of yourself. But instead it's this concept that like, you can control the controllables. There are things, there's like, yeah, I can't affect the weather. I don't have like a button that I can push to like impact like the weather or anything like that. I can't impact the markets or what's gonna happen or like, you know, with wars or whatever. But what I can control is like my ability to learn things. I can control my ability to speak. I can control the amount of output that I have of like content that I upload on a regular basis. I can control the opportunities, like the skill sets that I have that allow me to step up to bat to the opportunities that eventually come to me when the doors present themselves. I can control all that stuff. I can't control, you know, the timing of things. I can't control luck sometimes. I can't control like knowing that somebody else is going to be somewhere else that I'm going to be. And it turns out, you know, that we have a conversation that completely changes the pace of my life.. But what I can control is who the person I am for when that moment comes. And you have to understand that if you want to be successful, if you want to do more in life, if you want to be more, you can't be externally controlled in life. There are external controls, don't get me wrong, that you just are out of your control. But it's the person that has that intrinsic motivation, like that intrinsic signaling of control That changes everything. Now, there is also like in psychiatry, psychiatric terms, there's also this concept of internalization where you internalize a problem that can actually become toxic where it's like, okay, there was an external reason why this outcome happened and then you internalize the external. So this is where extreme ownership comes like crosses the lines and it's like, yo, you're doing too much. Okay. I always wondered that when I was in into this extreme ownership mentality of like, okay, how do I take ownership of everything that I do? Because it's like, if I get in a car crash, it's my fault. If I, you know, if I lose money, it's my fault. And I'm the only one to point fingers at and to blame. And sometimes it's just like times in life where it's just out of our control. There's things that just happen, like, shit happens, you know, as the saying goes. And then we internalize that and point and then we operate at a lower vibrational frequencies out of guilt and out of shame and out of and out of anxiety and, and all these kind of like, you know, lower, lower frequency emotions, that's when it becomes an issue. So you have to have this balancing effect. It's like if you operate out a very high state of emotion and you don't let your— that part to get messed with, like, you know, it's like the highest frequencies are like enlightenment or love or peace, you know. I always operate out of like the those functions. Scientists, they operate out of like wonder and curiosity, which is another good operation to operate out of. There are a lot of psychopaths that operate out of that frequency as well, but it's like you need to— you need to like— I always root myself in that. Am I acting out of a place of love or whatever? It's like— and it's having like a compassion and a love and, um, what's the word, but it's a compassion and love for myself and my grace. That's the word, like giving myself grace and giving myself the ability to be like, hey, you know, shit happens, but what am I going to do about it now moving forward? Not living in the past, not living in the future, having an idea of the vision of what the future can behold, as we were talking about dopamine the other day, but instead in the present moment, it's like, okay, what can I actually control in this moment? Does that make sense? So when you switch to having understanding this internal versus this external locus of control, And then also recognizing what is yours that you can actually control and what are the things that you can't control at all. And it's like separating those two and being like, okay, these are environmental conditions and then these are conditions that are like, okay, hey, I can actually impact this. I can change the script, I can change the programming, I can change who I am. You know, that's when you become lethal. That's when you become powerful. That's when you rewire your brain to think completely different in life and how you actually become somebody who's the samurai in business or in life or in, in, in, in the world that we live in. And that's how you find true fulfillment and happiness. When you find that and you figure that out, that's when the magic happens. So that all makes sense. Drop it in the comments. I'm really curious about your guys' thoughts on that because I want to have this to be like an open conversation. Okay. These are interesting things I've learned and I want to share them with you guys. So that brings us over to the next point that I wanted to have as like a talking point for today, which is about how this concept— I've been studying a lot of podcasts about billionaires lately. It's been really interesting. I've been listening to this podcast called The Founders Podcast. I got recommended to it by a mentor of mine that does like $50 million a year. And I started listening to it. I was like, holy shit. I did a video. I did a post on X the other day. Follow me, Devon Canup. But I did a post the other day about my regrets. And I realized listening to this podcast that one of my biggest regrets right now, having made millions of dollars in my 20s, is I wish I listened to more biographies. I've listened to a good amount, probably I know the stories of like 10 to 20 different, like, you know, hyper-successful people. But I've noticed the people that are hyper-successful billionaires and people that do well in life, They're obsessive about people's lives. They are obsessive of the greats and the people that have attained a lot. And Elon Musk is like one of those people who's like, he's obsessive about the people that were before him. Like, he knows so much about billionaires before him. He knows so much about war generals before him. Like, you listen to him talk about Howard Hughes and, and the madness that ensued Howard Hughes' life, but also the success that he had. And Elon's like ability to understand that and how he presents himself as like a modern-day Howard Hughes to him even inspiring Iron Man in the movies for Marvel. He even had his own feature in like one of the Iron Man movies. But he's like, Tony Stark is kind of based off of like Elon Musk's life. And I love this concept of like when I was listening to the Elon Musk interview, it was just like him from a young age, he's just like, I was built for war. That's something he would constantly restate like over and over again from, I think, the age of like 8 or 9. It was something really young, probably like 12. He kept saying like, I was made for war. And he became obsessive studying like Napoleon and Lyndon B. Johnson and different war generals. And after listening to a lot of different billionaires now, I realize now it's like— and then also listening to like, I just listened to a good 2-hour-long video about Napoleon. Maybe I should have some show notes for you guys so you guys can go do these, like, go do this research yourself and go watch a lot of this stuff. But I was watching this video on Napoleon Bonaparte, and I think, like, I love this description of Napoleon, which was Napoleon grew up in a time where it was cool to be a freaking war general. Like, that was the thing to do. That was the epitome of life. That was the epitome of masculinity at the time. And today it's like, if you're a war general, it's like, yeah, there are some war generals and stuff, but it's like, You know, being a billionaire is probably like way cooler now at this point. And it's interesting listening to like the thoughts and the ideas and the executions of Napoleon to Alexander the Great to— I was listening to the story of Hannibal as well. I'm no expert on this stuff, but I was listening to the— then I was listening to all these billionaires about like Jensen to Gates to Musk to Michelin to like on and on and on, like lots and lots of billionaires. And it's like today, the billionaires today are the modern-day kings and war generals of, you know, the ancient times or even medieval times. Like what we're seeing today is the billionaires are really just, they're war generals. And instead of like having, you know, some bloodbath of like killing a bunch of different people and that's like, you know, they're, their way of attempting their ideas and strategies. Instead, it's just the war field, the battlefield is the marketplace. It's the economy, it's the rules of the game of marketing to operations, to fulfillment and product development. And it's really just like all these billionaires, they just, they pull ideas out of, what seems like insanely creative ideas, which is just like what a war general would have done that like gave them their competitive edge or their competitive advantage. And I think it's so easy for me to, you know, me growing up in this info product world, digital entrepreneurship world, having, you know, learned from a lot of these people that are in this industry, it's like, okay, you kind of start to learn at a certain point. It's like, okay, you got these different social media platforms, you got the YouTubes to the TikToks to the Xs. Which I'm used to calling it Twitter. And then you get used to like, okay, you got Meta ads, you got YouTube ads, you got— and then you got people that you can hire and whatnot. And it's like, listen to all these billionaires. They just play completely different games. Like, they're just like, okay, they understand the basics of a business so well about how to generate ridiculous amounts of cash flow and make tons and tons of money. And then they're asking themselves, how do I play with the elements of the game? And it's so interesting listening to their strategy. It's just like they learn all the rules and then they break all the rules so many freaking times over that it's just like they operate on completely different paradigms, which gives them the competitive advantage to create such large markets and economies just that they create out of thin air, basically through their products and ideas that are so revolutionary that like ultimately allows them to become billionaires. And so if you want to think like a billionaire, if you want to think like somebody who's able to create your own economy and create your own strategies, you have to think like a war general. All of the billionaires that you listen to, they are obsessed with war generals. And so I found that it's like the more that you study history, the more that you study success, the more that you study the strategies and the tactics of war. I always heard about the read the Sun Tzu book about The Art of War or whatever, and then listening to like 48 Laws of Power. And it's like you can learn these for your own, like, intrinsic self of like how to like have social hierarchy and stuff, which is a wealth game that you can play in some form, which is a whole nother rabbit hole of like the different forms of wealth. But when it comes to financial wealth, it really is like just understanding the paradigm, like the rules of the game and playing them really well. And it's like the more that you study war generals, the better that you get at business. I found it's like the more that you understand it, like Elon is quoted to go to his employees and realize that like the management and the staff of people that are in charge of staff are some of the most important people. And when they don't even know how to do the jobs of the people that are below them, or at least even understand like what it is, the work that they're actually doing, he compares it to, uh, he compares it to a general on a horse. With a sword and doesn't know how to use the sword. He compares his lead engineers to that same concept where it's like, hey dude, you have a fancy horse and a fancy sword, but it's like you don't even know how to ride the horse or use the sword. And it's through that different level of thinking. It's like most entrepreneurs that are actually building stuff, they don't just think in like, here's how to get into monk mode, or like the basic self-help concepts of like, how do I become unrecognizable? But instead what they see is they see something that is such a simple, simple problem, and then they're able to go so many layers deeper than the average person. They're able to link it to Napoleon did this, they link it to Lego, then how they build their, their parts and their all of their bricks within 13 micro— was it micrometers? Or is that micrometers? What's the metric system? Or whatever. It's not centimeters. Whatever. You guys know what I'm trying to say. Within— I think it's micrometers— of like a brick, to seeing how toy cars are being made, to seeing what it is that people in ancient Asia used to do, or whatever. You know, it's like an entrepreneur that's able to go multidimensional and have so many links of ideation. It's like kind of the inspiration of me doing these videos, by the way, is like— and why I've been learning so much is like, how do you create this multi-dimensional, multi-faceted education that you have that then when any problem that you walk into that you see or that you need to solve or need to overcome, you're not just looking at it through the same paradigms of everybody else, but then you look at it through this multi-faceted lens of your cultural development that you've had. And I've noticed that too when I went to Europe and I traveled to Europe, I was like, I naturally found myself started being inspired and interested about like Alexander the Great. I started being interested about ancient Rome. And I think that's something that us in America that we get robbed of entirely. It's just like we get our own US history and it's just some garbage that they teach you in the school system that's just like, you know, aligns with this whole industrial revolution nonsense that like makes you a good employee. But instead, when you go through and learn things through your own curiosity of what it means to be great, what it means to be effective as a human being, because it's like someone in the 1400s, yeah, they didn't have the same technology that we do today. They were still human. And it's like they had different laws and different rules and it's like, how did they play with the dynamics of their life and their circumstance and their situation? And so it's like, how do you play just a completely different game than everybody else? While playing the same game. And it just brings in such a different level of profound knowledge. It's like, it's like watching The Karate Kid. It's like he's learning how to wax a car. It's like, what does waxing a car have to do with karate? It has everything to do with karate because now it's like it gives a physical form of the idea of what it means to be able to block the punch or block the kick. And it's because it's linked to an idea that is outside of the language of karate. And it is something that is like a physical, just a modern-day thing of waxing a car. And comparing that to a sport like karate gives a competitive advantage because you're a couple layers deeper. Okay, do you understand the concept that I'm trying to articulate to you here today? It is to learn things. It is to just like be led by your own curiosity. We live in a completely different life now, being in the modern world of access to AI, these things that we have, phones, technology, social media. And it's just everything that we learn right now through the schooling system is just really made for us to be a good employee. Like, I remember listening to, talking to somebody who was one of the head, one of the professors of like engineers at a college. He was talking to my dad, was trying to look to hire like some interns for his company. And it was so interesting. He like, He doesn't talk about his students as like an individual. He objectified his students. He's like, oh yeah, we raise and train, you know, good employees at our school. And I remember hearing the objectification of like a student at a college and I was like, holy shit, this is crazy. It feels like I'm like in Star Wars talking to the long-headed dudes about buying some stormtroopers and buying an army. Like, that's how these professors and how these employers talk about you. As you're just an object to these people really at the end of the day. And it's just then realizing that everything working backwards from all of that is just a system that's made you to be a good employee. And it's like the system doesn't care about your, like, your actual mental health. The system doesn't actually care about your fulfillment in life. The system doesn't care about the legacy that you're trying to build. This system just cares that you're a good asset to them. And if you want to play the game that is the war general, that is the billionaire, it's being a commander of an army, it's being a commander of— and maybe you're not even like, maybe you're not even trying to be the owner of the military, but instead you're trying to be a commander or somebody that's at least higher level in life and more 1% in life because you feel like you're meant for more. It's just understanding that this is how the game is played. And it's like, how do you play the upper levels of the game. And it's not by playing the game that they give you, but instead it's creating your own rules of the game by learning what the rules are and breaking all of them. So, uh, that brings us over to the next point, which is how to monetize art. So I was having a conversation with a guy— this was like a month ago, I think. I was in Arizona, I was in Scottsdale, uh, I was hanging out one of my buddies' op— like, apartments on the rooftop. And beautiful place, it's called like the Optima. You can like see like all of Scottsdale up there. It's beautiful. They have like saunas and cold plunges and pools. And I ended up getting into a conversation with this guy that was the, I think it was like the, some sort of executive C-suite guy at like a medical device company. And he came up to me, he was like, Devon, can I just like, like he overheard me on a coaching call with my students teaching them about faceless YouTube. And he was like, Devon, can I just, like he ended up getting talking to me. He was like, 'cause he's been trying to build a faceless YouTube channel coincidentally., and he asked me, he's like, can I just pay you money to go build a channel out for me? And I was like, what do you mean? You want to just give me like $50 grand and then I go build a YouTube channel out for me? He said, yeah. I said, fuck no. No, I think that's the worst idea. I think that's the worst idea for your money. I think that's a terrible idea. In fact, this is what I said word for word was like, I think your money's better put into the S&P 500. He's like, really? Then why do you teach people faceless YouTube? And I was like, that's the keyword. I teach them faceless YouTube. I don't do it for them. You know, what you're asking for is to just like invest money into an asset, is to like be like, hey, here's 50 grand. I want you to go find a painter and then give me 100% of the sales. Or 50% of the sales of every money that that panther generates. Are there deals like that out there? Yes. Record labels do this all the time, but it's like that's literally the art form that they live in. It's like they're always trying to find— keep getting all these notifications on my calendar. They keep trying to find the— they find the talent and then they find— they have systems of monetizing the talent. Right. And then they have management of being able to find and monetize and build systems around the talent. And it's basically just a full-blown business. And so a lot of people, they want to be investors and you might be able to find some like investments and ways to like operate, like, like invest into things. But if you want freedom and you don't have capital leverage like at insane volumes, you know, let's say like $1 million to invest, you shouldn't be looking for like the little $50,000 handouts and just expecting to just make bank. Most of us, it's like if you have less than $100 grand, less than like probably less than $500,000, less than $1 million to invest. You need to invest more than just finances to be able to make it monetize, which is kind of like a weird way of me getting to this concept of like how to monetize art, which is like to monetize art, there's— you have to ask yourself like how you're really at the end of the day just monetizing ideas. And if you can get really good at monetizing, like if you can get really good at creating good ideas, The monetary part just comes as a natural byproduct. And it's such a weird paradigm. It is way different than any sort of 9-to-5 job. It's way different than any sort of investment. You can invest money into like creating a system that can output art regularly on a regular frequency, but you have to have the systems that create an environment to be able to create great art. So what you need is you need an ideation system, you need a research function, you need a, you need a production function. And the thing is, is about most businesses, it's like if you don't have somebody who gives a shit about all that stuff, it's never going to work. You can't just like put money into things and hope that it works out. I see this happen all the time with new YouTubers. They're like, well, I post videos and they're not making money. Well, it's like, okay, yeah. Like, are the videos any fucking good? No, they suck. The videos are ass. They just, they're bad, you know? And it's like, I just like, it's like, well, I would watch it. It's like, okay, cool. I get it that you would watch it. But you probably like the smell of your own farts too. And the reality when it comes to making something that gets millions of views, you subjectively as a person, as an individual, it doesn't matter how much you like it. You have to ask yourself, do the masses like this? Are millions of people actually going to like this product that you made? And most people, they just don't give it, they're just trying, so focused on the money part that they'll never make a good product because they're just focused on like the money in, money out. And it's like, I know we've been talking about the matrix and the system and the 9 to 5, like kind of employment style in this, in this kind of episode a bit. And it really is, it's like that clash of like we grew up in such a capitalistic society and we're byproducts of the capitalist society. And I love capitalism. I think it's great. But for you as the individual to become now the creator of the system, You have to realize that the customer is always the boss. The viewer is always the boss. The, the, the, the receiver, the, the beholder of the person that's paying for the art is the one that dictates what something is worth and the value of the thing. Not the creator, not the person who— unless you have a brand, unless like, like I could say like something's $50,000 and people would just pay it because I have a brand. But when you are a nobody, nobody knows who you are, you have no authority, you, you are some, some random person in the sea of random people. The way that you break through is you make something that is subjectively valuable to a group of people. So if you're trying to get a million view video on YouTube and, you know, get paid $10,000 for that video by YouTube's ad revenue, You have to make a video that millions of people are wanting to watch. And the way that you justify that is by the signals on the platforms. You find what are the videos that are getting millions of views. And here's the thing, the marketplace doesn't care how many hours you put into a product. They don't care, they really don't care. They don't care about your animations, people don't care about like what sound effects that you used. I can't say I've ever made a video and people commented and been like, wow, those animations are crazy, like go do way more of them. They may acknowledge them, be like great animations, but they're not saying like I want more animation. Really what it is that they want is more value in the content. And how do they deem it valuable? That's the question. So in order for it to be valuable, it either has to be entertaining or educational. So you have to learn something or feel something. That's why Taylor Swift is a billionaire. She's not building roads. She's not construction, constructing high-rise towers. She's not buying apartment units. Maybe she bought that as a byproduct of all the money she made. The reason why she's like makes billions of dollars a year with her, with her production is because she creates emotional value, which is entertainment value. She's an entertainer. And so you have to go find who are the greats in your realm, in your niche, or in, in the world that are great at creating educational or entertainment value. Use those as your inspiration. Use those as your war generals, as Elon Musk would look to for, for inspiration. Use that as your Sam Walton for Jeff Bezos's inspiration and figure out how they do it. Good artists copy, great artists steal. You steal the ideas of others to find what is it that human society or human culture loves. Everything is a remix. If you look at the last 10 years of the top 10 movies to— for the ratings and rankings, or top 10, you know, grossing movies of the last decade, I think it's something like 4 of the last 100 movies are actually original ideas and original movies. All the other ones are either a sequel, a remix, a live-action remake, an animated remake. They're another story turned into just another, you know, style. Everything is a remix. Everything, like 96 out of the last 100 movies that were top 10 grossing in the last decade are remix. They're remixes of something else. And that's when it comes to YouTube. Like, the way that I made so much money on YouTube is not by being original, not by being creative, but instead by remixing stuff that's already out there. And then it starts to become a paradigm of like, sometimes I'll make something in, I kid you not, like 2 minutes and it gets 400,000 views. And then I'll put other things where I'll put 2 hours into it and gets like 300 views. And it's because the marketplace deems what's valuable. Not the creator, until you have like actual authority, but the marketplace. And so you must figure out how to create value repeatedly over and over and over and over again, and the formula for it, until you can actually earn the luxury of being creative. So if you can learn this and how to be a selfless creator and not a selfish creator, You can create your own financial independence with art. So that's what I got you guys. I have to go jump on to an interview. But that being said, let me know what you guys think of this. I love kind of learning. I've been learning a lot of new stuff every single week, and I just want to kind of share it with you guys so that way you guys can learn with me as well. And then also I can kind of retain the information a bit better. And also I want to get your guys' feedback. So drop in the comments, what did you guys think of today's episode? Make sure to go watch the last couple that we've done as well. And yeah, the more thoughts and commentary that I get in the comment section of these videos, the more that I get to Take your feedback and, and, and make these episodes better. So anyways, love you all. I'll see you on the next one. Bye.