WEBVTT - Mini Motivation: Making behaviour change stick 0:00:00.560 --> 0:00:02.200 If you're at a point with your health where you 0:00:02.240 --> 0:00:05.440 want answers, answers to your low energy, answers to that 0:00:05.519 --> 0:00:08.200 stubborn weight that won't shift, then I've got the solution 0:00:08.360 --> 0:00:11.719 for you. I've partnered with the most amazing integrative GP 0:00:11.960 --> 0:00:15.560 to bring you Inner Vitality, a brand new online program 0:00:15.600 --> 0:00:18.000 that uses over fifty bio markers to give you an 0:00:18.000 --> 0:00:22.480 accurate picture of your unique biochemistry and any imbalances. Then, 0:00:22.680 --> 0:00:25.239 over eight weeks, we educate you on these markers and 0:00:25.360 --> 0:00:29.440 implement the small but powerful changes needed to restore your 0:00:29.480 --> 0:00:32.040 internal balance. Visit the link in the show notes to 0:00:32.080 --> 0:00:35.360 find out more. This is Healthy Heer with Amelia Phillips 0:00:35.400 --> 0:00:38.640 and welcome to one of my mini motivation episodes. 0:00:38.920 --> 0:00:40.720 These are shorter episodes. 0:00:40.240 --> 0:00:43.880 Where we tackle one specific issue and give you really actionable, 0:00:44.000 --> 0:00:47.520 practical advice on how to overcome it. Today, NLP Master 0:00:47.600 --> 0:00:51.040 Practitioner Judy King and I are talking about how to 0:00:51.120 --> 0:00:53.080 make behavior change stick. 0:00:53.479 --> 0:00:55.320 We might know what we need to do. 0:00:55.480 --> 0:00:58.880 But how do we change our behavior in a way 0:00:58.960 --> 0:01:14.800 that makes it stick. Take a listen to our conversation. Judy, 0:01:14.800 --> 0:01:16.080 I'm fascinated by. 0:01:15.959 --> 0:01:17.840 The world of behavior change. 0:01:18.160 --> 0:01:21.560 I see it every day in the work that I do, 0:01:21.800 --> 0:01:27.039 where that's often where people become stuck actually making that change. 0:01:27.080 --> 0:01:30.199 So let's say we've finally worked out what we want 0:01:30.200 --> 0:01:33.120 to be doing to improve our lives, and this could 0:01:33.160 --> 0:01:35.679 be just a health habit change, or it could be 0:01:35.760 --> 0:01:37.880 around self belief, or it could be something big, like 0:01:37.880 --> 0:01:42.360 a career change. But it's the doing of that habit 0:01:42.600 --> 0:01:46.319 where things often become unstuck. You know, changing behaviors is 0:01:46.440 --> 0:01:49.800 really really hard. Is this something that you work on 0:01:49.920 --> 0:01:52.840 with your clients? This concept of behavior change. 0:01:53.160 --> 0:01:54.760 Absolutely, I'm obsessed with it. 0:01:56.360 --> 0:01:58.880 Do you see it too? Do you see how hard 0:01:58.960 --> 0:02:01.160 behavior change can be? Like, all right, I'm going to 0:02:01.240 --> 0:02:03.400 do this thing. I'm going to train for this marathon 0:02:03.560 --> 0:02:06.320 or go and start these interviews or whatever. But then 0:02:06.400 --> 0:02:08.600 the next week you're like, oh, I haven't done it totally. 0:02:08.800 --> 0:02:11.400 And I think one of the most important first steps 0:02:11.480 --> 0:02:14.200 is to acknowledge is this like a true desire or 0:02:14.240 --> 0:02:15.600 is it an egoic desire. 0:02:16.000 --> 0:02:17.800 It's so funny. I used to say that with marathon 0:02:18.000 --> 0:02:19.600 because I used to do a lot of marathon running 0:02:19.639 --> 0:02:21.440 that was a coach, and I'd have people come to me, 0:02:21.600 --> 0:02:24.280 I really want to do London marathon. I just it's 0:02:24.320 --> 0:02:26.920 like my bucket list thing and I'm like, okay, but 0:02:27.200 --> 0:02:29.760 do you want to be running one hundred kilometers a week? 0:02:29.960 --> 0:02:33.040 Because you know, with the goal time that you have 0:02:33.320 --> 0:02:35.600 and the training program, you're going to have to be 0:02:35.680 --> 0:02:37.200 running five or six days a week and you're going 0:02:37.240 --> 0:02:38.680 to have to be doing thirty k's on one day 0:02:38.680 --> 0:02:40.919 and twenty k's on another day. And then that's when 0:02:40.960 --> 0:02:43.280 it's like, oh, actually, I don't think I can fit 0:02:43.320 --> 0:02:43.600 that in. 0:02:43.800 --> 0:02:45.200 Yeah, it's interesting, isn't it. 0:02:45.440 --> 0:02:47.919 Yeah, because we see, you know, other people doing things, 0:02:47.960 --> 0:02:50.760 then we think I want to do that, But actually 0:02:50.840 --> 0:02:52.080 do you do you really? 0:02:52.280 --> 0:02:54.360 And look, just as a side not you don't actually 0:02:54.360 --> 0:02:55.800 have to run one hundred ks a week to do 0:02:55.800 --> 0:02:57.520 the London Marathon. If you want to do it in 0:02:57.560 --> 0:02:59.720 a time that's faster than three and a half hours, 0:02:59.760 --> 0:03:01.600 then yeah, you probably do need to get up there. 0:03:01.639 --> 0:03:03.799 But if you just want to plot along, don't let 0:03:03.840 --> 0:03:07.239 my hundred ks slow you down. Judy just talk us 0:03:07.320 --> 0:03:11.160 through the process of making behavior change stick. 0:03:11.720 --> 0:03:15.880 So it's really important that we, like I said, we firstly, 0:03:16.000 --> 0:03:18.360 it is a true desire. It is something that's coming 0:03:18.360 --> 0:03:22.000 from us. It's something that we're not making because is 0:03:22.040 --> 0:03:24.320 what we should do or what other people expect us 0:03:24.320 --> 0:03:26.160 to do, or because it kind of looks good and 0:03:26.560 --> 0:03:28.880 feels like it might make me feel important. You know, 0:03:28.919 --> 0:03:32.519 there's those elements and so kind of that understanding and 0:03:32.680 --> 0:03:35.320 breaking that down first and getting really boldly honest with 0:03:35.360 --> 0:03:38.000 yourself is the first step. The next is why does 0:03:38.040 --> 0:03:39.840 it matter to you? So the more that we can 0:03:39.960 --> 0:03:44.720 understand that piece and build a deeper connection because that 0:03:44.960 --> 0:03:47.520 why it matters, that thing of why it matters to 0:03:47.600 --> 0:03:51.320 you is vital is a big piece in business as well, 0:03:51.400 --> 0:03:53.640 and even as a mum, you know, being wanting to 0:03:53.680 --> 0:03:56.400 be a role model for our kids, right like why 0:03:56.480 --> 0:03:58.480 does that matter to you? So the more we can 0:03:58.520 --> 0:04:02.040 bring it back to ourselves and really anchor in that reason, 0:04:02.480 --> 0:04:05.240 that is going to support us in those moments when 0:04:05.280 --> 0:04:08.040 we're like, h, I can't be bothered. Oh this just 0:04:08.040 --> 0:04:08.800 feels too hard. 0:04:09.280 --> 0:04:12.840 I one hundred percent agree with you on this one, 0:04:13.160 --> 0:04:17.080 like really connecting with your why. But funnily enough, it 0:04:17.120 --> 0:04:20.080 can be a hard thing to do. And I'm going 0:04:20.160 --> 0:04:22.680 to use two examples because I feel like today we're 0:04:22.680 --> 0:04:25.520 talking about behavior change your business and I'm health So 0:04:25.600 --> 0:04:27.560 let me give two examples. Let me give the you know, 0:04:27.640 --> 0:04:30.400 like I need to lose some weight example, and this 0:04:30.600 --> 0:04:33.400 idea of okay, well what's your big why? Well, I 0:04:33.440 --> 0:04:35.680 want to fit into my skinny jeans or I just 0:04:35.720 --> 0:04:39.400 feel yucky or whatever. Like that's not going to cut it. No, 0:04:39.680 --> 0:04:42.320 it needs to be even deeper than that. Absolutely, But 0:04:42.400 --> 0:04:45.000 I think a lot of us we skim over that, 0:04:45.120 --> 0:04:47.039 like we're just like, oh, pheel blah blah blah. But 0:04:47.160 --> 0:04:49.840 your example there of being a great role model or 0:04:49.920 --> 0:04:51.840 for me, and I don't know if it's because I'm 0:04:51.880 --> 0:04:53.280 in my forties now and I'm starting to get a 0:04:53.320 --> 0:04:56.600 little bit older and looking at my next fifty years 0:04:56.640 --> 0:04:59.160 and thinking about being a grandma, and I'm thinking I 0:04:59.279 --> 0:05:01.040 want to be one of those cool grunny is it's 0:05:01.080 --> 0:05:03.560 like at the playground with my grandkids and you know, 0:05:03.640 --> 0:05:07.160 taking them to Paris on a like unforgettable you know, 0:05:07.480 --> 0:05:11.400 three generation holiday with my daughter and my granddaughter. So 0:05:11.520 --> 0:05:13.640 I get that now because I've kind of been working 0:05:13.680 --> 0:05:16.000 on that in health. Can you give me a business 0:05:16.040 --> 0:05:18.240 like for example, the business example that's coming up for 0:05:18.320 --> 0:05:20.120 me is, oh, I got to be successful at business 0:05:20.120 --> 0:05:22.080 because IVE got to make a lot of money Yeah, 0:05:22.160 --> 0:05:23.680 like I want to be a million dollar coach or 0:05:23.680 --> 0:05:26.560 something like that is a very common one. But to me, 0:05:26.839 --> 0:05:28.919 is that a bit like the skinna jeans one? Is 0:05:28.960 --> 0:05:32.680 it a bit like that's not actually what's the why 0:05:32.720 --> 0:05:34.120 that sits underneath that? 0:05:34.560 --> 0:05:35.040 Yeah? 0:05:35.080 --> 0:05:38.600 Absolutely, that's what we want to chunk down into freedom. 0:05:38.880 --> 0:05:40.919 A lot of times it's freedom, but then it's like 0:05:41.160 --> 0:05:42.680 what is that freedom going to bring me? 0:05:42.839 --> 0:05:42.919 Like? 0:05:43.040 --> 0:05:45.480 Why do I want that freedom so much? And how 0:05:45.600 --> 0:05:46.640 is that going to make me feel? 0:05:46.880 --> 0:05:49.400 Yeah, it's an interesting one, isn't it tapping into that 0:05:49.600 --> 0:05:52.919 deep why and then be able to access the deep 0:05:53.040 --> 0:05:56.000 why really quickly at five point thirty in the morning 0:05:56.040 --> 0:05:58.960 when the alarm goes off, or after a really horrible 0:05:59.160 --> 0:06:02.000 business phone call where you just got rejected for the 0:06:02.040 --> 0:06:04.919 fiftieth time. How do we have that deep y on 0:06:05.080 --> 0:06:07.480 taps so that we can give us the impetus to 0:06:07.560 --> 0:06:08.039 keep going. 0:06:08.520 --> 0:06:09.520 Yeah, it's a great question. 0:06:10.120 --> 0:06:13.560 And I think the first piece is around the standards 0:06:13.560 --> 0:06:15.800 that we're setting. Is a lot around the mindset and 0:06:15.839 --> 0:06:19.719 the boundaries that we're also able to communicate that support 0:06:19.800 --> 0:06:23.679 that standard that we're setting for ourselves. So if we're 0:06:23.920 --> 0:06:26.359 happy to just be on autopilot, and just kind of 0:06:26.360 --> 0:06:29.760 go through life and to ultimately not take any responsibility 0:06:29.800 --> 0:06:34.160 for our choices and allow ourselves to run our old behaviors. 0:06:34.400 --> 0:06:37.880 Then our standards that we've set for ourselves aren't actually 0:06:37.880 --> 0:06:41.960 in alignment with ourselves. So I really encourage every woman 0:06:42.160 --> 0:06:46.560 to raise the standards for themselves and look at themselves 0:06:46.680 --> 0:06:50.000 as ultimately the CEO of their life, the one who 0:06:50.480 --> 0:06:53.719 gets to own it, take responsibility for it. If we 0:06:53.760 --> 0:06:55.560 could play a game with it too and make it 0:06:55.600 --> 0:06:57.320 fun and go, Okay, who do I need to be 0:06:57.320 --> 0:07:00.839 being to actually be that woman? What does that look like, 0:07:00.920 --> 0:07:02.960 what does that feel like? How can I make this fun? 0:07:03.000 --> 0:07:05.560 How can I play with this? And then what are 0:07:05.600 --> 0:07:08.400 the boundaries that I need to communicate, whether that be 0:07:08.600 --> 0:07:11.080 you know and from a really healthy place, the communication 0:07:11.200 --> 0:07:13.760 that needs to happen Sometimes that's to have in our 0:07:13.800 --> 0:07:16.440 partner to stay home in the morning while we go 0:07:16.480 --> 0:07:19.120 out and do yoga or plarties so that we have 0:07:19.240 --> 0:07:22.120 that time to ourselves and that that's just a rhythm 0:07:22.160 --> 0:07:22.800 and a routine. 0:07:22.960 --> 0:07:24.560 But we need to ask for the support. 0:07:36.400 --> 0:07:38.160 If you're at a point with your health where you 0:07:38.200 --> 0:07:41.560 want answers, answers to your low energy answers to that 0:07:41.600 --> 0:07:44.520 stubborn weight that won't shift. Then I've got the solution 0:07:44.720 --> 0:07:47.640 for you. I have partnered with the most amazing integrative 0:07:47.680 --> 0:07:50.840 GP to bring you Inner Vitality. It's a brand new 0:07:50.920 --> 0:07:54.120 online program that uses over fifty buiomarkers to give you 0:07:54.200 --> 0:07:59.640 an accurate picture of your unique biochemistry and the insufficiencies, deficiencies, 0:07:59.840 --> 0:08:02.560 or out of range markers that might be holding you back. 0:08:02.840 --> 0:08:04.920 We look at all aspects of your health, from your 0:08:04.960 --> 0:08:10.480 metabolic health to hormones, vitamins, minerals, liver, kidney, thyroid function, 0:08:10.640 --> 0:08:13.360 and more. Then over the eight weeks as a group, 0:08:13.440 --> 0:08:16.520 we educate you on these markers and implement the small 0:08:16.560 --> 0:08:20.360 but powerful changes needed to restore your internal balance and 0:08:20.480 --> 0:08:23.040 bring back your vitality. Visit the link in the show 0:08:23.080 --> 0:08:33.680 notes to find out more. It's funny I have this 0:08:33.840 --> 0:08:36.440 exercise that I get my members to do on my 0:08:36.520 --> 0:08:40.439 Inner Vitality program, which is your worthy idols, and I 0:08:40.480 --> 0:08:43.400 ask them to pick someone in your current decade who's 0:08:43.440 --> 0:08:46.199 in that age bracket worthy idol, and then the next 0:08:46.240 --> 0:08:49.160 decade and the decade after that, and I always do 0:08:49.240 --> 0:08:50.960 like a mood board on the program of all the 0:08:51.000 --> 0:08:53.440 different faces that they've popped up there, and you know, 0:08:53.600 --> 0:08:58.200 Jane Fonder and Hillary Clinton comes in there sometimes and 0:08:58.520 --> 0:09:01.960 Jane goodall just incredible people. And I love this idea 0:09:01.960 --> 0:09:04.480 of then you've got that really instant, Well, what would 0:09:04.640 --> 0:09:08.120 Jennifer Aniston do in this situation or what would you 0:09:08.160 --> 0:09:11.520 know Wendy McCarthy, who's one of my amazing worthy idols, 0:09:11.559 --> 0:09:13.640 and I've got an interview with her on my podcast. 0:09:13.640 --> 0:09:15.920 She's incredible, and I feel like that can anchor you 0:09:16.000 --> 0:09:18.480 into that and she'd be like, well, Wendy would tell 0:09:18.520 --> 0:09:21.280 her husband, I've got Pilate's booked at six am, you 0:09:21.360 --> 0:09:22.199 deal with the kids. 0:09:22.240 --> 0:09:24.480 I'm headed off there, and so I want to just 0:09:24.520 --> 0:09:26.280 wrap up with because we're talking. 0:09:26.160 --> 0:09:28.920 About behavior change and we're talking about this idea of 0:09:28.960 --> 0:09:32.360 making a habit stick. I've heard you talk about the 0:09:32.440 --> 0:09:36.040 one thing. So how can people best integrate that one 0:09:36.120 --> 0:09:40.200 thing into their daily lives and make it a sustainable change? 0:09:40.480 --> 0:09:40.680 Yeah? 0:09:40.720 --> 0:09:43.640 Well, I think, like anything, it's again about starting small 0:09:43.640 --> 0:09:45.360 and not feeling like we need to make all the 0:09:45.480 --> 0:09:48.800 changes all at the same time, right, So if we 0:09:48.920 --> 0:09:53.680 can really install this one thing. So for me, when 0:09:53.760 --> 0:09:58.840 I was redeveloping my relationship with fitness, with movement. I 0:09:59.040 --> 0:10:02.000 was really strong uggling with finding the one thing in 0:10:02.080 --> 0:10:04.800 terms of my exercise that felt really good for me. 0:10:05.040 --> 0:10:10.320 And finally I found it with reformer pilates. And initially 0:10:10.559 --> 0:10:13.320 it was really difficult for me to commit to that 0:10:13.360 --> 0:10:16.840 and be consistent, but I've found the thing. So that 0:10:16.960 --> 0:10:19.839 was through trial and error. I then decided that this 0:10:19.960 --> 0:10:21.520 is the one thing that I'm going to commit to 0:10:21.600 --> 0:10:24.760 and I'm going to get this into my everyday way 0:10:24.800 --> 0:10:27.120 of being, that it's something that I just wake up 0:10:27.120 --> 0:10:28.640 and do. I don't even need to think about it, 0:10:28.679 --> 0:10:32.920 I just do it. And so consistency obviously the internal 0:10:33.000 --> 0:10:36.040 dialogue of reminding ourselves that you know, this is the 0:10:36.080 --> 0:10:38.280 decision that I made, and this is the commitment to 0:10:38.360 --> 0:10:41.720 myself and that standard that I have that to be 0:10:41.840 --> 0:10:44.720 in integrity is actually to be in integrity with myself 0:10:44.760 --> 0:10:47.040 and that is a really important value to me. So 0:10:47.280 --> 0:10:50.160 through that discipline and through that commitment of you know what, 0:10:50.320 --> 0:10:52.000 just there's one thing. I'm just going to start on 0:10:52.000 --> 0:10:55.000 this one thing and eventually then I'll get to the 0:10:55.040 --> 0:10:57.280 other things, right, but I need to just get this 0:10:57.480 --> 0:11:00.800 in as my way of being and do that. Three 0:11:00.880 --> 0:11:02.679 or four times a week. The other day, I went 0:11:02.720 --> 0:11:04.679 to class at six thirty in the morning and I'd 0:11:04.679 --> 0:11:06.640 booked the seven thirty, and she's like, oh, Judy, I've 0:11:06.720 --> 0:11:08.679 changed you to the six thirty because you were actually 0:11:08.679 --> 0:11:09.400 booked at them there. 0:11:09.400 --> 0:11:10.400 I was like, oh, weird. 0:11:10.720 --> 0:11:15.520 See, because once something's that ingrained habit, it takes so 0:11:15.640 --> 0:11:19.320 much less effort to do it. And I absolutely love this, 0:11:19.360 --> 0:11:21.560 and I hope you guys listening it's really landing with 0:11:21.640 --> 0:11:26.720 you this concept of one thing instead of the complete overhaul, 0:11:27.000 --> 0:11:28.800 because I have seen it time and time again, where 0:11:28.840 --> 0:11:33.520 the thought of overhauling career or fitness or whatever it 0:11:33.679 --> 0:11:36.800 is just feels really overwhelming. Whereas if you're like, no, actually, 0:11:37.160 --> 0:11:39.760 what is the one thing I need to be doing 0:11:39.840 --> 0:11:41.760 and maybe doing on a regular basis, And if it's 0:11:41.760 --> 0:11:44.280 a career change, it might be booking a course to 0:11:44.480 --> 0:11:47.200 see someone like you, Judy, or it could be you know, 0:11:47.480 --> 0:11:50.280 listing out the ten best companies I want to work 0:11:50.320 --> 0:11:52.199 for or what you know, it's just breaking it into 0:11:52.280 --> 0:11:54.720 that one thing then and then getting that one thing 0:11:54.920 --> 0:11:58.000 into your daily life in whatever way, shape or form 0:11:58.040 --> 0:12:00.560 it needs to be. I just love because we can 0:12:00.600 --> 0:12:03.120 all do one thing can't We Yeah, totally. 0:12:03.360 --> 0:12:05.360 And it's just about teaching the body that this is 0:12:05.400 --> 0:12:08.520 the new way, right. It's that rhythm, it's that in 0:12:08.600 --> 0:12:11.080 every cell of the body. My body knows it's you know, 0:12:11.120 --> 0:12:12.840 it's time to get up and go and just do 0:12:12.920 --> 0:12:15.720 the thing. I don't think about it, And that's behavior. 0:12:15.880 --> 0:12:17.400 Why do we do the things that we do, is 0:12:17.440 --> 0:12:19.880 because we've done it enough times that the body just 0:12:20.000 --> 0:12:21.480 knows what to do unconsciously. 0:12:21.760 --> 0:12:25.680 Can I just say one other amazing little hack you 0:12:25.679 --> 0:12:27.960 can pop on the back of your one thing is 0:12:28.000 --> 0:12:31.800 to celebrate it when you do it absolutely And there's 0:12:31.960 --> 0:12:37.400 all this research around positive reinforcement and it actually cementing 0:12:37.440 --> 0:12:39.440 down a habit. And so I do this and I 0:12:39.520 --> 0:12:43.160 look like an idiot if I do like one really 0:12:43.280 --> 0:12:46.160 challenging work, Like I've got this thing called Tomato timer, 0:12:46.280 --> 0:12:48.680 which is basically I have to sit and focus. I 0:12:48.760 --> 0:12:51.000 set the tomato timer for twenty minutes. I'm the allowed 0:12:51.000 --> 0:12:52.600 to be up my phone, I'm the allowed to answer 0:12:52.600 --> 0:12:54.400 an email. I just got to do whatever my deep 0:12:54.440 --> 0:12:56.559 focus work is. And at the end of my that's 0:12:56.600 --> 0:12:58.760 my one thing because I'm trying to be more productive. 0:12:58.840 --> 0:12:59.959 And do you know what I do at the end 0:13:00.240 --> 0:13:02.280 is I do a little happy dance, and I like, 0:13:02.520 --> 0:13:04.560 and I like sit there and do a happy dance, 0:13:04.600 --> 0:13:06.560 and I play one of my favorite new songs. And 0:13:06.600 --> 0:13:10.880 it's amazing how much just a little mini celebration works. 0:13:11.000 --> 0:13:13.320 It might be grabbing a coffee at your favorite coffee shop, 0:13:13.400 --> 0:13:15.360 or after your pilates class or whatever. 0:13:15.520 --> 0:13:16.840 So do your one. 0:13:16.679 --> 0:13:19.840 Thing, but then spend a couple of minutes rewarding yourself, 0:13:20.120 --> 0:13:23.280 celebrating after you've done it, and the one thing starts 0:13:23.320 --> 0:13:24.840 to feel a lot more positive. 0:13:25.160 --> 0:13:28.280 And it's meant the habit, it really anchors it in. 0:13:28.520 --> 0:13:30.720 It's the best, the best. I love it. 0:13:30.800 --> 0:13:52.080 Judy King, thank you so much, Thank you, thanks for 0:13:52.120 --> 0:13:54.199 listening to Healthy Hair. If you're at a point with 0:13:54.320 --> 0:13:57.360 your health where you want answers, answers to your low energy, 0:13:57.520 --> 0:14:00.200 answers to that stubborn weight that won't shift, then I've 0:14:00.200 --> 0:14:02.480 got the solution for you. I have partnered with the 0:14:02.480 --> 0:14:06.240 most amazing integrative GP to bring you Inner Vitality, a 0:14:06.280 --> 0:14:09.680 brand new online program that uses over fifty buyer markers 0:14:09.720 --> 0:14:13.000 to give you an accurate picture of your unique biochemistry 0:14:13.040 --> 0:14:16.280 and any imbalances. Then, over eight weeks we educate you 0:14:16.320 --> 0:14:19.680 on these markers and implement the small but powerful changes 0:14:19.800 --> 0:14:22.720 needed to restore your internal balance. Visit the link in 0:14:22.760 --> 0:14:24.160 the show notes to find out more.