5 Simple Habits For Building Wealth (as a self made millionaire)

Hey there, real quick, before we jump into the episode, listen, if your earnings treadmill hasn't set you free yet, running faster won't either. Listen, hustle without principles just going to burn you out. So here's what I want for you. I want you to join me for my money machine experience Live. It is three free trainings. Deep dive into how to escape the treadmill and build a money machine that actually works for you. All right, grab your spot here by going to moneymachinelive.com and I'll see you in the free training. Why does building wealth feel so overwhelming? Like something only the lucky few can achieve? If you ever felt like getting financial freedom's out of reach, like no matter how hard you work, you're stuck in a cycle of earnings and spending and check to check living. Well, if that's the case, this episode's for you. Because the truth is, becoming a millionaire isn't about luck. It isn't about huge incomes. It's not just for the ultra successful. It comes down to a handful of simple, repeatable habits that anyone can start using.

Most people think wealth is built on luck or a magic stock pick or some complicated, secret element that drives wealth. The truth is, wealth is built on consistent habits. Small, little repeatable actions that compound over time. Listen, I didn't grow up wealthy. I'm a son of an immigrant who came here at 17 to go to school. I didn't inherit money. I didn't win the lottery. I didn't sell a company for billions and millions of dollars. I built financial freedom with these specific habits that I see anyone can do. Yes, anyone, including yourself. Now, some of these, you might say, I've heard this before. The question isn't if you heard it. The question that you should be asking is, am I doing it? Because until you do these habits, until they become habits, you won't get the results of the habits. And so I'm hoping that through this process, you'll start to take the actions that put you on the path to financial freedom. Because, listen, I have spent decades trying to master money. I've screwed it up. I've built it up. I've lost it, and I've rebuilt it, and I've helped thousands do the same. Not lose it, but to build it. And in my book, building your money machine, I break it all down for you. But today, I'm just going to give you five little things that I want you to do, okay? And I promise you that if you start putting these into your life daily, weekly, monthly, it will completely shift and change your trajectory and your financial destiny when you look back 12 months from today. All right, so let's just jump in. The first habit, which is really the most important one, is to make money a priority, not an afterthought. Make your wealth a priority, not an afterthought. Most people, what they do is they earn income, they earn money, they spend money, and then they see what's left, and that's what they invest, that's what they use to build their money machine. That's what they use to build their future. But if you think about it, you earn, you spend, and you have what's left. That means that you're building a future on the scraps. Yet the people that I've worked with and the wealthy people that I've seen, they flip this, they looked at it and they said, wait a second, I'm going to make money and I'm going to make investing the priority. So I'm going to make it. I'm going to invest it. Whether it's in 401ks, whether it's in other investments. They're going to invest it first, and then whatever left over is what they use to create the life that they have today. Now, I can hear you right now, you say, but, Mel, I don't have the income to be able to make investing the priority. If I did that, then I couldn't pay my bills. And I get that that might truly be the case. But until investing, and this is some tough love, but until investing becomes your priority, until money, in the sense of it as a paintbrush and tool to create the masterpiece called your life, becomes the priority, you will always be a victim of temptation. Marketing, marketing speak, buying and overspending, bad debt, all the things, because you're not being deliberate and intentional in the process. And so the idea behind making it a priority isn't to be so money focused, but to be life focused at a level that you say, I want a life that's a life of choice, where I have agency over my time, where I can decide who I do things with, when I do things, how I do things, and if I do things. So there's a couple things I want you to do here. Because when you move from this unintentional use of money, where you are subject to the emotional spending habits or emotional purchases, and I'm. I am subject to that too, to an intentional habit with your money, where you're conscious, you're aware, and you're intentional with every dollar and what it does for you, things will change. Okay, so here's the thing. The first thing I want you to do is to set a weekly money date. Now, this is, this could be with your significant other, and I'll tell you how to do that if you do that, because I don't want it to become this friction point for you guys from, from that perspective. But it could also be with yourself, where you, you spend a little time, not a ton of time, but a little time each week to deliberately look at your spending your income, what's happening with your investments. You just check in the pulse on the patient, literally 15 minutes, 20 minutes, 30 minutes max. I don't want you spending hours and hours agonizing over it, okay? At the beginning, it's probably going to take a little more time because you're not used to it. It's one of the reasons that in the money machine blueprint, we use scorecards for our clients where they get these scorecards where they know on one sheet what's going on, what to track, what to have a conversation with. So you put in 15 minutes a week to master your finances to understand what's going on, to build your financial literacy. I had to study this. I'm a CPA by education, but my CPA license certainly didn't prepare me for wealth creation. My CPA license, yeah, I understood business, I understood accounting, understood tax, I understood, you know, how to build businesses. I understood how to use the timesheet, how to clock in from nine to nine to nine, but only get paid nine to five. But it was a horrible education when it came to money because it never talked about, how do you build wealth? How do you do this? So I had to go through my own money dates, and that included me reading about wealth building, listening, watching, learning, taking classes. So I had to do that. So part of this money date is to understand where you are, but the other part of it is financial literacy. Now, if you're going to do this with your significant other, your partner, your, your spouse, here's what I need you to do. This is never and not about you having a money date where you start to get judgmental, accusatory or criticizing of what's happening. If you're sitting across from someone and they say, well, why did you spend that much money? How do you think that conversation's going to go? Money is not meant to be divisive in a relationship. It's to bring you together. And the reason it brings you together is because when you have these money conversations, it's not really about the money, it's about the life you're creating, the vision you have. When my wife and I sit down to talk about our finances, we always start with the vision we have for our life. How do we want to live? What do we want to experience? What memories do we want to create? What missions and movements are we behind? And then it helps define the roles each of us play and making that a reality. And so the conversation is a life conversation that has money as the paintbrush to make it real versus too often in relationships, we have tactical conversations about the money, which turn into arguments, which took into criticisms and judgment, and it starts to destroy and erode relationships. I don't want that for you. Number two in this habit, what will help is if you create your own dashboard. When someone is with me in the money machine blueprint, you get the scorecards and dashboards, but you can create your own for the time being and track at least four numbers. First, track your income, the money coming in from all sources, okay? Track your spending, your expenses, the money going out. That means whether it's cash, whether it's credit, anything including debt payments. Track everything in and out. So you know, are you net positive, are you net negative, how much are you, where's it going? Then track your investments. You should be investing in the wealth priority ladder. We start. We really want you to start investing 20 to 25% of your income to start to build that. You want to track your investments, are they going up, are they growing? What's going on with the investments? And then the fourth number, if, if all you're tracking is phone numbers, I want you to track your net worth. Your net worth is everything you own minus everything you owe. So your assets less, your liabilities will give you your net worth, okay? And then the third thing to do with this habit and this money date I kind of touched on it, is to make sure that you're clearly delineating and working on creating a wealth vision, an affluence vision, as I call it. You define financial success based on you personal finance is personal. Your financial success, your definition of it, is very different than mine. Yours might be a tent in Montana, mine might be a yacht in Monaco. It doesn't matter. The question is your definition of success? Because here's the thing, if you don't know where you're going, then you don't even know when you get there. If you have no clue at what the finish line looks like, you can't celebrate, let alone even notice it. And so at the very beginning, this is one of the habits that really started to dial things in for me because I was having money dates with myself, money dates with my wife. We created a vision. We knew where we were going. We had a dashboard scorecard that we tracked on. And so it's really important because there's a recent study with fidelity that said 82% of millionaires track their spending and their investments on a regular basis. And if they do it, why wouldn't you? Why wouldn't you? So first things first. Set up your first money date this weekend. Just get started. All right, so that's habit number one. Habit number two seems easy, but a lot of people don't do it. Live below your means. Okay? Why? So you can invest the difference. The fact is this wealth isn't about how much you make. You can have grand amounts of income, but if you're spending grand amounts of your income, you'll never be wealthy. You're still living check to check. And it isn't about how much you make. And it's not even how much you keep. Because I hear people say, well, it's not how much you make, it's how much you keep that matters. No, it's not. It's not how much you make. It is partly how much you keep, but more importantly, it's how much you put to work for you. The idea of financial freedom is to make sure that you separate your ability to earn from the efforts to earn it. That's the money machine. When I have assets that are working for me and generating income without me having to be on the earnings treadmill, running, running, running. I have freedom. I have choice in life. I want a freedom based life, one where I get to live instead of have to live. And so this comes down to making sure that you're avoiding lifestyle creep, being really clear about what's going on, which comes down to keeping track of what's going on. So let's talk about this habit. How do you apply this habit? The first step is to define your enough. What is your enough line? Now everyone's different. This goes back to understanding what success is. People don't get rich because every time they earn more, they spend more. That's the challenge is that we get caught up in emotional spending. We get caught up in some.

Marketing thing that comes across Instagram and everything, and you say, oh, I'm gonna buy that. So all of a sudden we become subject to temptation.

And anytime our emotions are caught into our financial decisions, typically those decisions are wrong. And, and even your investments, I hear people Say, oh, you know, it gets exciting to invest. Yeah, it should be exciting. But if it's the emotional exciting, like an adrenaline rush, there's something wrong with it. You're investing your wealth creation shouldn't be some adrenaline rush, like a roller coaster ride, okay? But the key to defining enough is to know what it looks like. Because now you know what the target is. Now you know what, what you're doing, and it allows you to say, well, this is not what I want. When you define you're enough, you actually define the lifestyle that you want. I remember talking with a client of mine that was hiring a bunch of team members and he was struggling and he was stressed. And I said, what's going on? He says, I don't know that I really want to hire these team members. I got all these team members and I'm managing them and it's stressful and I got all this payroll and I just don't know. And I go, well, why are you doing it? This is. Everyone around me is doing it. Goes, I'm not. He says, I know you're not, but why aren't you? I said, because I had 30 employees at one point. I don't want that anymore. I'm going to live life in my lane.

And he says, wow, he stopped. He let them go. He reorganized. And he says, this is the life I want. I do not decide what I'm going to do financially. Wealth wise, life wise based upon what other people around me are doing. That's a black hole that we can get into, this black hole of comparison. So the first piece of this is to define you're enough. What does it look like? The second is if you don't have a dynamic financial plan, something like the money machine master plan like we do, where you are digging in deep and setting goals and stress testing and running scenario testing. I want you to have a plan of some sort of. Okay. I want you to have an idea of what your number is, where you're going, okay? And the first thing is, if you want to get your number and you really want to understand your number, you can go to melabraham.com number, get you a special template that will help you calculate the numbers. Totally free, but it's a tool that will help you do this. But in the meantime, I also want you to have a plan. Now, some people will call this a budget. I don't call it a budget, okay? I call it a plan. A plan is a permission to spend because you are telling what you're telling your Dollars, your money, what you want it to do for you before you ever earn it. And so one of the things that you can do is there's a 50, 30, 20 budget kind of rule of thumb. If you don't have a budget, you can, you can use this as a starting point. It's not where I want you to end, but if you have nothing, this is better than, than, than nothing. And the way this goes is 50% needs goes to your needs, 30% goes to your wants, and 20 goes to your saving and investing. Okay? Now if you truly want to be a money machine maniac, as we call them, then I'd flip it. Now, this is going to be difficult, but I flip it and say Instead of going 50% needs, put 50% towards wealth building, 30% towards needs, 20% towards wants. That means that you have to be discerning on the wants, specific on the needs, and deliberate on the wealth building. This is one of the keys because now all of a sudden you have an idea of what your enough line is. You have a plan that you can follow to try and get you there. And then the last piece of this habit is to do what I call the invisible money trick. Automate the whole thing. Literally automate the whole thing so you never see the money and it is moving. So when I get paid, when I take money, it goes into an account and then automatically at a specific date of the month, the money gets allocated to my investment accounts, to my tax accounts. It just automatically moves. I don't have to pull the levers, I don't have to twist the dials. I don't have to do the effort. The less friction you have in your money game and your investing game, the easier and the better it will be. So we take the friction out by automating it as easily, as much as possible. 60% of people still that are making over a hundred thousand dollars are living paycheck to paycheck. The problem isn't their income, they're making over a hundred thousand dollars. Their problem is they're spending. Their problem is they don't have a system. The problem is they don't have a plan. The problem is it's not automated. So I want you to identify one expense that you can cut and redirect that money to investing. Get a plan in place. That's habit number number two. Habit number three, build multiple income streams. It used to be that you would talk about multiple income streams as if it was luxury. I don't think it is. I think it's a Necessity. Now it's not a luxury. One income stream literally puts you financially dependent on that income stream. But when you have multiple income streams and you're not financially dependent on a single income stream, if one goes away because of legislation, because of a pandemic, because of a health situation, you have other incomes in place. You know, I talk about this in the book called the five Incomes Framework where I literally move you through the five different levels of income that you can have to build your income streams. And the key here is this down at the bottom, those two, the first two levels of income require a lot of effort from you. Those are the, the earnings machine stuff. This is the solopreneur, the job, the wage earner. A small business requires your efforts to get the income. But then there's three above it, the last three, that doesn't require as much. It's not passive because it's never passive, but it is leveraged in the sense that it's not a one for one relationship between your efforts and your earnings. It includes making money from assets, acquiring assets such as real estate or hard assets too, that you can create rents from residual income streams or portfolio income streams. Now those three, those three, I literally want 80% or, or more of your lifestyle paid by those at some point in your life. When you get there, that means that you have a fully function money machine. So here's the thing. In order to really put this into play.

You have to start with one income stream, but with an eye towards others. So you want to first look at where's my, my bread and butter? Where's my, my financial income stream? The best financial income stream I can get. It could be my job, it could be my profession, it could be my career, my talents, my skills, my strengths, whatever it is. And you want to make sure that you've optimize that to the best of your ability first. You don't try to build multiple income streams all at the same time. You want to optimize that to the best of your ability first. And then you want to look at and say, how do I negotiate a higher raise or better compensation? Negotiate to take on bigger projects? How do I become that, that indispensable MVP of a company? Okay, because when you become invaluable to your clients or to the company, you'll get paid more and you'll have more security. But now that allows you to look at things and say, are there things one degree off? Based on my strengths, my talents, my skills that allow me to create some side income that matches that could be freelancing, it could be consulting, it could be digital products. It could be, other than licensing some of your knowledge, but creating a side income. And I'll give you a for instance with me. I'm a cpa. Like I said, my primary focus as a CPA was to value businesses, to buy and sell businesses, to be an expert witness and trial. And in order to build that business, I needed, I was out there speaking. So I was speaking and I was getting these projects, and these projects were big projects, 10,000, 20,000, $100,000 projects. So I would go and speak all around the country. It's the reason I got 3 million miles on United Airlines, okay? I would speak all around the country. And most of that speaking was free at the beginning to get the project. So what I was doing is I was writing, I was speaking, I was workshopping. I was doing four or five different activities to get paid by one. And then it dawned on me what would happen if trying to get the big project. And I was doing those four or five activities. I got paid on the path to the project. In other words, I got paid to speak, I got paid to write, I got paid to workshop, I got paid to moderate. And then I got paid for the project. And when I shifted that thinking, and now all of a sudden, I took what was one income stream and made it five income streams on the path to the one income stream. Completely transformed my ability to build wealth. And this is the thing that I think we need to look at. Number three here is to look at windfalls, bonuses, tax refunds, big projects, things like that. One of the things that I do is, I call it leapfrog funding. Like I said, I. I used to get projects, and some of These projects were large. 50,000, $100,000. I didn't need that money to, to, to pay my bills because I had managed my bills. The key is this, is that when that money comes in, if we don't use it right, we end up spending it and we have nothing to show for it. So here's what I tell clients to do, and here's what I want you to do. When you get bonuses, windfalls, tax refunds or anything like that, the first thing I want you to do is take a percentage of it and depending on your, your state and all that stuff, and put it aside for taxes, because you're going to have to pay the tax man a gal, okay? So put it aside for taxes. Take another small piece of it and put it aside to celebrate. Okay? We have to Enjoy the journey to financial freedom. To stay on the journey to financial freedom. Okay, so put a little bit aside to celebrate. Then look at it and say, when do I think my next revenue generating activity is? Now. If you're an employee, you're getting a paycheck every week. So you know, or every other week or every month, you know, so you have regular income. But if you're not and you're project driven like I was, I might go two months without getting another project. So I knew that I had to use that money to cover me for at least two months. And then I looked what was left over and whatever's left over, I invested. So I leapfrogged my investing in lump sums when I got windfalls. That's the thing that I think we need to start looking at. So those are the three things I would do for habit number three that leads me. Habit number four. Habit number four. Heard it before, but it's that important. Pay yourself first. Invest before spending. Okay? Making sure that you are putting the focus on you first. One of the, one of the frameworks I talk about is the four wealth drivers matrix. And the first element of it is income. And a lot of people think that income is the solution to wealth. It isn't the solution, it's, it's the fuel. And they think that income is the most important thing. Income isn't. The next piece of that framework is, and that is your savings rate. How much of the income are you putting to work for you? How are you putting it away? We want to push that savings rate up. This is why I'm a big proponent of, of if you're working in a company to make sure that you're getting the company match for the 401k, if they have it, maxing out your 401k, in other words, I want you to put that money first. And here's what happens. If I'm an employee and I participate in a 401k, they're going to take it out of my check. I'm never going to see the money. I don't have to write a check to invest it. It's already done for me. And if the employer is matching, they write a check for me. I, I don't see it. Pay yourself first. Make it, make it something that is automatically happening. And if you don't have a company that has a 401k or a match or anything like that, here's the three things I want you to do here. And this is how you apply this habit. Automate Investing every single paycheck. In other words, as soon as the check comes in, if there's nothing at your employer or your company that's doing it automatically before you, you get your net check, then you do it. The money comes into your checking account and automatically on the 1st or the 15th or the 10th, whatever day of the month, it is a specific amount, we say 20 to 25%. You may not be able to get there right away, but I want you to target. Trying to hit 20% at least of your income goes automatically to a high yield savings account, a brokerage account, so you can invest it, but it is automatic. You don't have to write a check, you don't have to get online to do it. It will automatically happen each and every time. Okay, number two here is to follow the investing order. In other words, what I want you to do is get, and this is part of the wealth priority ladder, I want you to follow the wealth priority ladder. The first things first, I need you to get free money first. If you're in a company that matches, you get that free money first. If you put 4% away and they match that 4%, that's 100% rate of return. So I want to get free money first. I want to use tax advantaged accounts second. If they apply things like Roth, Roth IRA accounts, then we'll use the regular traditional investing like IRAs and the maxing out our 401ks in index funds and ETFs. Low cost, low fee, no single stocks. I want a diversified portfolio that's liquid, you're not paying a lot of expenses and you know, historically it makes 9 to 11%. And don't get complicated. And number three, I want you to use the 24 hour rule for spending. Okay? That means this and what I'm trying to avoid is impulse spending, especially at this point. Okay? Money comes in, you, you have this impulse to spend. It's in the checking account. I see it, it's burning a hole in my pocket as they say. So if you're thinking of buying something expensive, then what I want you to do is put it on hold for 24 hours. If after 24 hours you still want to make the purchase, then you can go ahead and take the next step. But the thing is that most impulse purchases literally will disappear overnight. They'll disappear in 24, 48 hours. And so by creating this situation where you have automation, you're paying yourself first. You have a 24 hour cooling off period or 48 hour cooling off period, you will have More money at your disposal to have investing and building a future for you. Here's the thing. As much As I said 20%, 20 to 25%, I want you to put away. How about we start with this? Find a way to increase your investing through automation by 1%. Just this week, 1%. And then in a month we'll do another 1% or another week, we'll do another 1% in little 1% increments, we'll get to 20%. Right? That leads me to the last habit. Habit number five, master your emotions around money. Wealthy people don't let fear or greed or comparison drive their financial decisions. Now, let me be clear. There are a whole lot of people, they get greedy, they get fearful that use comparison. And they're very wealthy, and it drives them, and it drives. I see the quality of their life. It's not good because they're in this constant competition versus in this state of peace, of enjoying what they have, appreciating what they have, being grateful for the abundance that they have. It's important for us to master those emotions because they'll play tricks on us. It's one of the biggest obstacles between you and your wealth. It's not your pocketbook. It's your mind. It's your heart. It's the stories that are there.

I was victim. I still struggle with it at times. You know what happens if I make a wrong decision? Oh, my God, I missed that stock. It ran up. Oh, oh, the market's dropping. Do I get out? I mean, all the things. I'm human, but I understand the market. I understand finances, I understand how things work long term. Okay? So there's three things here with this habit I want you to think about. One is avoid the comparison trap. Social media is like the devil to us, all right? Because they are parading all their stuff in front of us as if they have this perfect facade of a life, okay? And it is easy for us to look at them and say, look at the car they're driving. Look at the vacations they're on. Look at. But here's the reality. Two things. It's probably not their reality, or they're probably deep in debt. I know some people that in the, in the influencer space, they create the facade. They rent it, they finance it, and they create this to allow people to see. This is like how they live. But they don't. They don't live that way. This is why in one of the earlier habits, I said, know your enough number, understand your vision. Because if you know the Lane you're playing in the comparison game doesn't start driving your decisions. It's when you start to look and say, well, my neighbor got that. I have to get it. That one upsmanship, the keeping up with the Joneses. The Joneses are broke. Let's not play that game. So it's time for us to define our life, our way and live it fully. Forgetting what your neighbors are doing, forgetting even what your siblings, your parents, anyone's doing. It's your life to live your way. And if you're not hurting someone, if you're not, it's not illegal, it's not immoral, it's not unethical, go for it. Okay, number two, delay gratification. Know that you have. So this is one of the things that when we build plans for people, I want them to have joy on the journey. If you don't have joy on the journey, you'll never enjoy the destination. Now what that doesn't mean is I don't want you to buy every momentary pleasure that comes across your social media or media or some sale that comes across. What I want you to do is you have a vision for your life and what it looks like, you know, you're enough line and where that is, you have a plan to make it happen. And you know in that plan you have at least three sustainable visceral joy points. Like my wife and I, it's travel. I've said it over and over again in these we love to travel and we love to share the time, to create the memories, to do the things. So we build it in the plan and so it allows us to have some gratification. But then we delay everything else down the road because.

We know that we're building a bigger, better future. And that future is a future built on choice. It's that freedom based life that we desire. And that's how we built it. And that's the way I want you to build it. And the third thing here is to detach your identity from money. Your net worth is not your self worth. How much you have in your bank account, it doesn't matter. And if people are judging you and accepting you or rejecting you based on the numbers in your bank account, do you want them in your life at all anyways, when they have that kind of superficial.

Kind of perspective on things, it's not a status symbol, it is a tool. And in my world, I say it is the paintbrush you use to paint the masterpiece called your life. And it's your life. And so it's not about it becoming your identity, because when it does, your identity will go up and down with the stock market. And that is not a good feeling. Okay? So if you start to feel that anything in your world coming in social media or media is triggering you, hooking you, getting you to feel this, this FOMO or this envy or this in. In kind of a negative way, unfollow them. That's your challenge for this one. Unfollow them. Stop it. Don't put that into your world. And let's detach your identity from the money. Money is just something in a bank account. Your identity is who you are, how you show up, and how you live your life each and every day. All right, y', all, I hope that this helps. These are five simple habits, all five of them anyone can get in their life. This week I gave you little steps to make it happen. But I promise you that if you take these little steps and you get these five habits integrated into your life, entrenched into your life, that you will look back in 6 months, 12 months, and your life will be different. Your finances will be different, your happiness, your peace of mind will be different.

Let's go out and do it. Take the habits and do me a favor. In fact, go back through the habits and let me know which one you're going to start with first. Which one? Go ahead and leave me a comment. Send me a dm. I want to hear from you. I want to hear what you think about and let's get you in the game on the path to financial freedom. The simple way, the right way. I want you to live that freedom based life that I get to live. All right? These habits help me, and I know they've helped many, many of my clients and they can help you. All right, y', all, I hope that this was valuable to you. If you have not done so already, make sure that you subscribe to the show, okay? And do me a favor, share it out, let people know about it. Let's give them the same tools that you have and take them on the journey to financial freedom with you. That way, we have company on the path. Financial freedom. All right, y', all, you have an amazing, amazing time. And until I get a chance to see you on the next one or on the road to your financial freedom, always, always strive to live a life that lives you. See you in the next one. Thank you for listening to the affluent entrepreneur show with me, your host, Mel Abraham. If you want to achieve financial liberation to create an affluent lifestyle, join me in the Affluent entrepreneur Facebook group now by going to melabraham.com group and I'll see you there.

And that's it for this episode of Building YOUR Money Machine, where we help you learn how to master your money, eliminate financial stress, and live a life of choice. If you found this valuable or helpful to you, here's what I'd love for you to do. If you'd do me a favor, go to Apple, Apple Podcast, or wherever you're listening to this podcast and rate and review the show. It helps us tremendously to keep us at the top of the list so we can continue to get this information and this message out to people. Because I truly believe that financial freedom is your birthright, and I want to help each and every one of you claim it. Thanks so much.