Do you want a fun way to make an incredibly positive impression with your network?  Think about holding one of the special events listed below once or twice a year and watch your referrals shoot through the roof.

Here’s the description of how agent Richard Maxfield is using this system in his practice…and below I outline the key steps to implement this in your practice.

“In May of each year, our team Maxfield and Associates, holds a Client Appreciation Party.

We rent the local theater and have a live performance put on for our clients, past clients, affiliates and their families.  During the main break of the play we serve refreshments and after the play is over we have a drawing for the many door prizes we have accumulated through the year.

To announce the party, we send out invitations that we insert into our monthly real estate newsletter.  We send out 3 notices…the first one says ‘announcing…,’ the second one has ‘just a reminder,’ and the third one says ‘time’s almost up.’   Closer to the event, we send out tickets to those who have RSVP’d.  And we also assign seats so we don’t run out of space.

Our clients have become our friends and look forward to attending the play every year.  Not only do our clients come but they bring their friends who eventually turn into new clients.”

Here’s the step-by-step process to use a
SPECIAL EVENT to get more business:

Step 1: Decide on an event to host

Here are some examples to get you started:

• A special wine or beer Tasting Party.  Just locate one of your favorite distributors or retail stores, and they’ll set it all up for you.
• Hold a Fashion Show with a local high-end boutique.
• Create a Family Picnic or BBQ once a year for your network.
• Have an annual Comedy Club outing.  Simply go to a local comedy club in your area, and book a night when great performers will be appearing.  Often you can book a weekend and get discount rates.
• Hold a Sports Clinic if you find many of your clients like a certain sport such as: walking, running, cycling, etc.
• Hold an Art Show with a local gallery.  This is very classy way to meet with many network members at once.  Consider holding a Wine Tasting with your art show.
• Rent out an Opera or Theater just like Rich does for all his clients.  Or, gather a smaller group of your best clients and take them to a live performance.
• Coordinate a New Automobile Preview with a local high-end or exotic auto dealership (BMW, Lexis, Mercedes, Infinity, Porsche, Ferrari, etc).  They’ll be ecstatic you’re promoting their cars, and will gladly participate with your inner circle network.

Step 2: Make the arrangements

Contact local businesses in your area that would be thrilled to get a group of local residents in their restaurant, shop, or business.  This way the event costs you little to no money.  And many times they will share the promotion costs if you intend to send printed invitations to your network.

Step 3: Send out the invitations

There are three critical components when sending the invitation.

• FIRST, notice how the event examples above target certain INTERESTS?  This is very important.  You want to invite the right people from your network.  Many times you can invite your entire network, but if the event is limited in size, choose members who have told you what they like.  This communicates that you’ve listened to them and bonds them to you.  Also, you want to make sure you don’t offend someone by inviting them to something they have no interest in.

• SECOND, tell them to invite their family and friends (again if you have room for everyone).  This is how your network can really start to multiply.

• THIRD, send out several reminders to maximize your attendance.  Rich includes the invitation as an insert in his monthly newsletter to his clients.  Here’s an example of his insert you can use to get an idea for your own invitation:

<< CLICK HERE to download an example invitation insert >>

Step 4: Hold the event and offer a prize

Richard does a great job of collecting contact information by offering ‘door prizes’ to all attendees.  You can even use the prizes as another incentive to attend the event.  You don’t have to spend a lot of money here.  Raffle off something from the business that you’re holding the even with, or work with other sponsors to give prizes that don’t cost you anything out of pocket.

Step 5: Follow-up with people with regular contact

Most of the people who attend your special event will not be in the market for real estate services.  After the event, add attendees to your regular mailings to continue to stay in touch and provide value until they’re ready to buy or sell.

If you use a relationship-building tool like Service For Life!®, you can follow-up every month with valuable information that’s not all real estate related (so it gets read).  Make sure you include offers for Free real estate reports in your monthly follow-up that identify when someone is getting ready to need your help.

Step 6: Put this as a regular SYSTEM in your practice

You can hold events annually, seasonally, or anytime you need a boost of business.  Keep holding the same event every year.  This way it’s not a “one hit wonder” and people will start to remember it, look forward to it coming each year, and tell more friends.

Keep in mind…this works because we have a culture of reciprocity. When you do something special for your clients, and remind them that your business comes from referrals, they’ll reciprocate by sending you referrals and spreading the good cheer about you and your real estate practice.

This is one powerful way top producers earn consistent and high-incomes each year.  Give it a try, and remember, you do not have to spend a lot of money to make this work for your business.  Get creative, and above all else…have fun with it!

“The Spring Market can be a great time to get new buyer leads and pick up more listings.  Here’s a simple strategy I use every year to boost my production called the Yard Sale Bonanza!… I hold a yard sale for 200 to 500 homes, get to meet everyone in the community (plus visitors) and pick up immediate business.

Here’s how it works…

STEP 1: PICK a High-Potential Market

Your own neighborhood would be a good place to use this strategy, but don’t stop there…

The key to success with this strategy is to select an area where homes are priced to sell and where there’s already some activity…so if you get new listings from this strategy, they will close quickly.

This may be the area you live, or it may be somewhere else.  Sure, it might be easier for you to walk up to your own neighbors with this idea for a community yard sale, but you’re after new business not just a community get together!

Also, if you have listings you need to sell.  This is a great way to get traffic to that area and get your listings sold.

After you pick your market you need to…

STEP 2: CREATE Your Invitation Flyer In 5-Minutes

The flyer you create does not have to be fancy!  Simply type it out on a word document in LARGE font.  You can even put 2 invitations on one page.  Here’s a quick list of things to put on your flyer:

Yard Sale Bonanza!

WHERE:  [subdivision/area name]

• Each homeowner will hold a yard sale on their own lawn or in their garage.

WHEN:  [Date & Time]

• Pick a date to hold your community yard sale.  It’s best to pick a Saturday morning, and make sure it’s not a holiday or there’s not another event going on in the area at the same time — you want as many people there as possible.

DESCRIPTION:

• Explain how this is a good way to do spring cleaning, make a few extra bucks, meet people in the community, get more visitors by having everyone do a yard sale on the same day, and how YOU (the helpful Realtor) will put up signs and ads for them to get people to their yard sale.

RSVP:

• Have the homeowner contact YOU if they would like to participate because you need to create enough yard signs and point traffic to their house.
• Explain why you are doing this (service to the community and to demonstrate your unique value as a specialist in the community).
• Include your direct phone number.

Here’s an example flyer…

(click on the image to download a word document template)

 STEP 3: SEND Out The Invitations Or Hand Deliver To Build Your Network

You can mail or hand deliver the invitation flyers.  If you have time, it can be good to hand deliver them to meet neighbors, start building relationships, and get potential buyers and sellers leads!

If no one is home… stick the flyer on the door or gate along with your business card.

If a person is home… but can’t participate, invite them to join your real estate newsletter for that subdivision/area, using this script:

“I have an incredible consumer resource and I’d like to send it to you.  It’s my a fantastic newsletter with ways to save money, and live a happier, healthier life.  I do sometimes share market updates and recent home values, but most of the content is not only about real estate.  It costs me very little to send it to my friends, I can add anyone I like, or send it by email.  I send it out once a month and I’m getting my next issue ready now.  Would you like to receive it by mail or email?”

STEP 4: TAKE Calls From Neighbors And Start Building A Relationship

This is where the magic starts to happen.  Make sure you do these THREE things:

1. Have people who call give you a short list of the categories of items they will have for sale so you know what to put in an ad you will run to get visitors to their yard sale.
2. Get their best phone number to reach them in case you need to update them on anything with the event.
3. Have them confirm their mailing address and ask if they want to be added to your monthly real estate newsletterusing the script above.BIG TIP:  I don’t ask if they are considering buying or selling soon.  Why?  Because it will just turn them off.  I’m not selling anything, not asking them to do anything for me until a prove my value to them.  I want to start a relationship with these people so they can send me referrals for years, not just one deal today.  And if they ARE selling soon…who do you think they’ll contact?  Me, the neighborhood specialist who is demonstrating how I will work to get their property sold, or someone who is only interested making a sale and moving on to the next deal??

STEP 5: PREPARE For The Event To Maximize Your Success

The homeowners will take care of their actual yard sale, but there are 2 things YOU need to do:

#1 = Make Yard Sale Signs

I make my own yard sale signs to stick into the ground.  Just use the words “YARD SALE” in black letters on yellow posterboard.  Then nail the sign to a wooden stake.  Make some smaller ones for the people who will be holding yard sales.  And make larger “directional signs” with big arrows.

#2 = Post An Ad on Craiglist

Here are some pointers…

• Example Headline:  Yard Sale Bonanza!  [Location]  -  [Date]
• Description Ideas:  List out date, specific time, and list of items for sale, plus mention the main benefits for coming… see multiple yard sales in one place to save time and find great bargains!

Optional:  You can even put an ad in a local newspaper.  I’ve done it before, but you don’t have to if you’re on a tight budget, or if you don’t have a listing in the neighborhood to sell.

STEP 6: HOLD The Event To Become A Neighborhood Hero

The morning of the event, I put up the directional “YARD SALE” signs to point cars into the neighborhood.

IMPORTANT:  I then go to each participating house and give them a “YARD SALE” sign, along with 2 donuts and my business card stapled to the bag!  After greeting each homeowner, I wish them luck and ask them to let me know how it went after the event.

STEP 7: Follow-Up AFTER The Event For More Business

I got many phone calls after the event, people thanking me for the work!

Results?

The first year and every year is a total success!  I get new listings and make new connections that will be future clients.

In fact, when I first tried this, I got $12,000 in immediate business and grew my personal network by dozens of contacts in just one weekend.

I never spend much money, and I could even ask a lender or another agent to share the costs with me.  I know, you probably don’t want to split the leads with another agent, but if it helps you get it done, would you do it?  Thought so.

Here’s where most agents drop the ball…

If you did the strategy correctly you have a bunch of new contacts to follow-up with and deepen the relationship.  Make a follow-up call if the homeowner hasn’t already contacted you, then send something valuable (like a neighborhood home value update along with a newsletter) at least once month.

It’s smart to get your monthly newsletter mailing in place before you start this strategy…so you’re ready to offer people something valuable for people to join your database even if they aren’t able to participate in the Yard Sale Bonanza!

Do you think this could boost your production in just one weekend?

Better hurry before somebody else beats you to it.

Would you like an easy and high ROI promotion to get referrals from your sphere?

Many agents partner with local businesses and host an annual event for their past clients, family members, and friends… for little cost or even for FREE!

Here’s an example from agent Josh Neumann.  Every winter he hosts an event to bond with past clients and fill his lead pipeline called “Movie Morning Madness”…

Josh told us this event is done in January or February and gets him all the referrals he needs for the rest of the year.  Here’s how his system works in his own words so you know how to implement this strategy in your practice…

Each winter, as the temperatures drop to single digits (at least where I’m from!) and after the holiday hustle has settled, I host a movie morning at a local cinema.

STEP 1: Reserve The Local Cinema

There’s a small theater in my local community that lets me reserve a private showing for my clients and their friends and family members.

I’ve picked the movie two different ways:

1. Agree to purchase a set number of tickets for a current running film at the “matinee” or daytime price for each attendee, or…
2. ‘Rent a movie reel’ from a major studio (or the theater itself) and pay a set price regardless of how many people attend.

This usually works out to $150 to $500.

In addition, each guest can help themselves to complimentary popcorn and soda at the concessions for a very nominal fee.

The entire event only costs me $400 to $600 — even though my clients think I’ve dropped several thousand dollars for them.

In reality, I can even get the event for FREE by working with local businesses as “sponsors”.  When you’re getting RSVP’s, simply ask each person if they own a local business or if the place they work would like to be a SPONSOR for the event.  Two or more sponsors could easily cover the entire cost to host any event, and they’ll get several special mentions in front of everyone who attends (more on that in a minute).

Side Note: This movie event works for me — but here are some more ideas for hosting an event for clients…  a wine or beer Tasting Party, Fashion Show, Family Picnic, Comedy Club outing, Sports Clinic, Art Show with a local gallery, Opera or Theater, or New Automobile Preview at a local dealership.  See this real estate marketing article to read more about these other events ideas.

STEP 2:  Send Out Invitations

I send out the invitations a few weeks ahead and do a follow up RSVP phone call.

Even if they can’t make it, this makes a great ‘touch’ opportunity at the end or beginning of each year.

Here’s an INVITATION TEMPLATE you can use:

(Click the image above to download this template.)

MAILING OPTIONS:  This invitation can be mailed as a postcard, included in your Christmas Cards, or inserted in your real estate newsletter.

STEP 3: Host The Event

After I’ve made all the arrangements, and people are showing up on the day of the event…

I hand out raffle tickets as guests enter the theater and do a giveaway prior to the start of the movie.

Remember:  This is a great opportunity to allow clients to promote their own companies amongst each other, and also a way to get other local businesses to donate meals, services, and money to pay for the event.  Give away great prizes and make this a fun time for everyone!

DON’T MISS THIS: This pre-movie raffle also does something else for me… It focuses everyone’s attention before the movie begins so I can THANK everyone for their business and ASK for future referrals, while their family politely smiles right next to them!

Every year this is a HUGE success.  My clients are thrilled by the whole experience — feeling as though I did something special just for them — because NO ONE else in my market does this.

Then, they tell all their friends, family, and neighbors about the event that they’re favorite REALTOR® hosted.  I encourage them to invite more people for next year’s event!

What do YOU do to differentiate yourself and bond with your clients?

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Did you ever take physics in high school or college?

I cringe when I hear the word.  But if you did take physics, you might have learned about an amazing concept called “Critical Mass.”

What is “Critical Mass” and what on earth does it have to do with real estate success?

“Critical Mass” occurs when an object or process in motion reaches such a momentum that it continues at that momentum…even increases that activity for long sustained periods of time – even forever!

And did you know that your real estate production can hit a point of “Critical Mass”?

It’s true.  In fact, after teaching more than 22,000 agents how to get breakthrough production and lasting profits in real estate…

I Have Never Seen a Real Estate Practice Achieve Long-
Term Success WITHOUT Reaching Critical Mass™…

Yes, it’s that important.  Let me explain further…

See…about 12 years ago…when I was working with small groups of agents, I coined the term “Critical Mass™” to explain the dynamic of growing such a strong “marketing momentum and personal market share” you actually start to generate 70%, 90%, even 100% of your clients from your created marketing momentum.

But more than that…I discovered a way to make your production continue to grow and grow almost automatically year-after-year no matter what happens with the economy.

Picture your real estate production like a small snowball in your hand.  If you take that snowball and start rolling it down a hill, it will start growing bigger.  And as it grows bigger it will start to take on its own momentum and start rolling itself.

And as it starts rolling faster, it also starts to get bigger…and bigger…and bigger.  And as it gets bigger, it starts to roll faster…and faster…and faster.

Do you see what’s happening here?

At some point your snowball reaches a point of “Critical Mass™” where its accumulated momentum will keep it rolling and rolling and rolling.

So what happens when your real estate practice starts reaching Critical Mass™?

Amazing things start to happen…

Your production will multiply, and continue to grow for as long as you practice real estate, because you’re creating your own momentum…your own personal market share – it’s a mathematical certainty as you’ll soon see…

You will never cold prospect again…never face the humiliation and frustration of cold marketing – nearly all of your clients will come to you the easy way: by referral, word of mouth, and repeat business…

You will work half as much and stress a fraction of the amount you do now…and in the process you’ll make multiples of your present income.

Why will all these good things happen?  Because..

You Will Spend Your Time Only On the Most Productive
Real Estate Activities:  Working With Clients,
Closing Deals and Getting Paid!

Imagine if you could wake up each morning, and, instead of dreading your day cold prospecting or wondering where your next client is coming from, you relish in a steady flow of clients who want to work with you and only you.

It’s not a pipedream.  It’s not a fantasy – agents are doing it today.

But there’s a small problem.

See, most agents never reach Critical Mass™.  They lurch from one bad effort to the next, because they never learn about the concept, or how to get there.  So they either quit the business, or give up and sadly assume real estate needs to be a constant struggle – jumping from one marketing fad to the next.

And many of those who actually reach Critical Mass™ get there by accident…or take 10 to 20 years to reach that point.

Well, I’m here to tell you:  You don’t have to be a victim of ignorance.  You don’t have to struggle and strain or take 20 years to finally “make it” in real estate.

You can “short-cut” your success by 90% or more if you simply build your own personal “Critical Mass™” momentum and market share.

Which brings me to our little formula for building Critical Mass™ in your practice…

It’s a simple math calculation for building any size real estate practice you desire…a calculation that will reveal to you the exact size of your “house list”…your personal market share required to reach Critical Mass™ in real estate.  It’s my…

Critical Mass Targeting System™

Follow along carefully, because this is the most important little calculation of your real estate career.  I want you to understand the dynamics here as well as the simple math.

Take out a piece of paper and follow these 3 easy steps…

STEP #1: Write down the number of real estate transactions you want to achieve to reach Critical Mass™ in your real estate practice.

Critical Mass™ is a different number for everyone.  For some agents, it may be 15 transactions a year.  For others it may be 40.  And for others it may be 400.

Another way to calculate the number of transactions you desire is to back into it. Simply take the “net income” you desire, and divide it by the average NET commission you make per transaction (that’s after all expenses: broker split, marketing costs, employee expenses, office rent, auto expense, etc.).

For example, if you want to make $200,000 and your average “net” commission (after expenses) is $5,000, then your Critical Mass™ number is 40 transaction sides ($200,000/$5,000 = 40).

As a side note (and food for thought): the higher the average price of homes you sell, the fewer you need to sell to meet your Critical Mass™ income level.  But you already knew that, right?

STEP #2: Write down how long the average person in your area owns their home, and multiply that number by #1 above (the # of transactions you need to reach Critical Mass™).

National home ownership average is about 5.5 years.  But to be conservative, let’s assume its 7 years in your area (you can use 6 or 8 or 10 for that matter).  Check with your local MLS or REALTOR^® Association if you’re not certain – or just assume for now.

For example, if the average homeownership period in your area is 7 years, multiply 7 times 40 transaction sides (from #1 above).  7 Years x 40 = 280.

THE RESULT: In our example, you will require 280 homeowners on your “house list” to generate 40 transactions EVERY year (your Critical Mass Target™) – Remember, this doesn’t include the referrals they could send you.

It’s just the number of direct transactions that will come from this group (and you can check your math: 280 people divided by 7 years = 40 deals per year will come from this group).

But HOLD ON!

Those 280 are your goal ONLY if you get ALL of their transactions.  Let’s be reasonable: You won’t get all those transactions.

Regardless of your efforts, some will go FSBO.  Some will go to “Uncle Charlie.”  And some will go to another agent.

That’s why we now need to adjust for your “Personal Market Share™” with that group to get your true Critical Mass Target™.

STEP #3: Divide your “house list” number (from #2 above) by the estimated “Personal Market Share™” you have with those folks – to get the “actual” number of people required on your house list.

What do I mean by “personal market share”?

Market share is the propensity of these people to think of YOU FIRST (and final) for real estate services before any other agent

How do you figure your personal market share %?

Over time (a year or so) you’ll understand your market share because you’ll know how many transactions came from your house list or target farm.

And remember, marketing to that group over time will have a cumulative effect, and actually increase your market share with them.

But for now, I know our agents using Service For Life!® harvest between 30% and 80% personal market share with their “house list.”  So let’s work an example…

Continuing with our previous example, let’s say you have a 30% market share with your folks.  That means you should divide your 280 people by your 30% market share:  280/.30 = 933 people.

So if you have only a 30% market share with your house list or target farm, you’ll actually need to have 933 people on your “list,” not 280.

But what if…because of your relationship contact systems – like our Service For Life!^® members – you actually harvest 50% of those people?

280/.50 = 560 people.  You now need only 560 people to harvest your 40 transactions every year (not including referrals they could send you).  You just cut your list size almost in half!

And what if, because of your relationship contact systems, you actually harvest 80% of those people?

280/.80= 350 people.  You now need only 350 people to harvest your 40 transactions every year (not including referrals they could send you).  You just cut your list size by one-third again!

Do you see the “dynamic” that’s happening here?

The SIZE of your list required to reach Critical Mass™ depends on the QUALITY of your list.

And the quality of your list is controlled by YOU.

The higher the quality of your list (i.e. the closer the relationship), the fewer people you need to reach Critical Mass™.  The fewer people required means lower marketing costs and higher profits for you.

By the way, I’ve seen agents create house lists larger than 700 in their very first year – and they closed an extra 20 to 50 transactions just in the process of building that list.

And remember, the “Critical Mass Target™ number does NOT include the referrals you could harvest from these folks – it’s just the direct transactions that will come from that group.

Many of our Service For Life!® agents actually add up to 40% more business from the referrals they generate from their house list.

Question: WHO will be the agent representing these people when it’s time to buy or sell?

Answer: The agent who’s created the closest relationship with them.

• The agent who has nurtured the relationship.
• The agent they can trust.
• The agent who’s demonstrated their competence over the years.
• The agent who brings regular, welcomed value.
• The agent who has differentiated themselves from every other agent out there!

Don’t fall prey to the thought that you need to carpet the area with your one-time contact – this is about more; this is about QUALITY RELATIONSHIP.

The only thing that’s missing for you is…

How Do You Get Your Personal Market Share™ with
Your House List as HIGH as it can Possibly Get?

How Do You Make Yourself the ONE Agent Your Market
Thinks Of Before Any Other Agent Comes To Mind?

The Answer: You need a consistent contact system that involves them.  Gets read and shared.  Automatically builds a deep relationship worthy of referrals, word of mouth and repeat business.

A tool that brings your prospects and clients value so they’re subconsciously forced to reciprocate and do business with you.  A tool that bonds them to you like family.

Doesn’t it make sense?  It’s intuitive but most agents nod their heads and do nothing to increase the quality of their house list each month.

Let’s have some fun.

Today I want you to dream a little.  Whether you’re a new agent or veteran top producer…I want you to calculate your Critical Mass Target™ for your own practice.

I want you to see how greater success with less stress and strain can be a mathematical certainty – and how your production can continue to grow automatically, year-after-year…regardless of the economy, competition or interest rates…if you just follow a simple strategy.   Here’s the easy exercise:

Step #1: Write down the number of transactions you need each year to be at “Critical Mass™” in your business:  __________. (Example = 50)

Step #2: Write down the average length of home ownership in your area.  Check with your local MLS, or if you already have an estimate, enter it here (nationally is about 5.5 years):  __________. (Example = 7 years)

Calculation #1: Now, MULTIPLY Step #1 by Step #2.  (Example: 50 x 7 = 350).  This will give you the number of people needed on your house list (or farm) to generate your “Critical Mass™” number of transactions (IF you get ALL of them), not including referrals they could send you.

But remember, you won’t get all of those transactions – so we need to make a small adjustment for your “Personal Market Share™.”

Step#3: Estimate your “Personal Market Share %” you can expect when marketing to this group:  _______ %.  (Example: 30%)  If it’s a cold list (like a new farm) it will be quite low.  If it’s a well-nurtured house list of past clients, friends, family, acquaintances – it’s going to be much higher – even as high as 80% or more.

Calculation #2: Simply divide your results from Calculation #1 above by Step #3.  (Example: 350 / .30 = 1,167)  This will give you the number of people you’ll need to build on your house list to reach your Critical Mass Target™ at a 30% Market Share.

Now, let’s do something called “Sensitivity Analysis.”

Let’s assume you had a great “Relationship-building” system (like Service For Life!^®) working in your practice…

What if your Estimated Market Share % went to 40%?  Divide your results from calculation #1 above by .40.  What did you get?

What if your Estimated Market Share % went to 60%?  Divide your results from calculation #1 above by .60.  What did you get?

Did you notice that, the better your Market Share %, the LOWER your Critical Mass Target™ becomes?

A lower Critical Mass Target™ means you spend less time and money marketing your services.  You work with higher quality clients – friends.  And what you don’t know is that these people REFER others just like THEM!

Want to know a secret?

Most agents never think about Critical Mass™ or “Personal Market Share™.”

Rather than create a “Strategic Approach” to building their business, they force themselves to constantly prospect…or just hope and pray that clients will somehow, some way find them.

Not you.  Not any longer.  We’ve just completed an important step in targeting your success – and believe it or not, most agents never even get this far.

We’re starting to fill in the blanks in making your astounding success a “100% Certainty.”

Stay tuned for more articles about how to build the size and quality of your house list.

[Ed. Note: Craig Forte has built 4 multi-million dollar companies in his 35-year career, including a successful real estate development and brokerage company. He is author/publisher of 11 books and courses in real estate, and has taught more than 22,000 agents how to create breakthrough sales and profits. His most recent course, "The Ultimate Real Estate Success Secret™" has been acclaimed as one of the most reliable, step-by-step ways to grow your production 33% to over 400% each year.  As an Agent Inner Circle® Member you can receive his course and 2 other powerful resources absolutely FREE just click here.]

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