Baton Rouge Real Estate: 10 Questions You Must Ask a Realtor Before You List

June 18, 2013 By

Which Baton Rouge real estate agent should you list with?

Many home sellers make the critical mistake of thinking all Realtors are the same and since obtaining a real estate license is relatively easy,  new agents become independent business owners often left to fend for themselves with little supervision or support.

A short time ago, everyone was cashing in on the elevated home prices and quick sales that come with a booming housing market.   Realtors and other industry professionals were spending fewer dollars on marketing and personal promotion simply because they did not need to.   The real estate professionals who are committed to their career are the individuals who succeed during challenging times.

Baton Rouge Real Estate: 10 Questions You Must Ask a Realtor Before You List

Here is some valuable information that will help you make the best decision on choosing a Baton Rouge real estate agent. BatonRougeHomes-1

Start by doing a few hours of research. Ask around Baton Rouge… get to know who is out there in your neighborhood. Who’s the most active agent? Compile a list of agent names and use these questions to help you determine which agent is right for you.

 

  1. Could you send me some information about yourself? - You can often get a good idea of which agents are the most professional by looking at their promotional materials. If their materials are not professional, how well are they going to market your home? Track how long each agent takes to respond to your request and how quickly they follow up. If they don’t respond efficiently to your listing requests imagine how they’ll handle potential home buyers.
  2. How many homes have you listed and how many homes have you sold in the last six months? - Look for an agent who has experience with homes similar to yours and is active in the Baton Rouge area. If your home has special features look for an agent with experience in those areas. Your agent should have a good record of selling homes, not just listing them. After all, this is your ultimate goal.
  3. What is your average length of time from listed to sold? - Don’t automatically assume the shorter time on the market the better. That could reflect selling homes quickly at lowball prices. Look at what the asking price was compared to the selling price. An agent who sells close to the asking price and quick is effective at helping clients determine the right price and helping them get it.
  4. How long have you been in business and what professional organizations do you belong to? - The length of time a real estate agent has been licensed is not a sure fire sign that they’ve been an active seller. They may have been in business for 10 years but only part time, whereas an agent who’s been in business for 2 years may be a real top producer. So take into account what professional organizations they belong to. The minimum should be a licensed professional who’s a member of the local real estate board and multiple listing service as well as the state and National Association of Realtors. Local community groups and associations are also pluses in terms of networking and commitment.
  5. Do you have an assistant or support staff? - By employing someone to handle the details of their business the agent can spend more time servicing your needs. However, make sure you know how much time an agent will spend and how much time their assistant will spend on the sale of your home. It may be fine if the assistant does most of the legwork as long as the agent is there at the most critical times of the transaction period.
  6. How often will you hold open houses? Will they be public or by appointment only? – Simply putting a sign on your lawn and holding open houses every Sunday will not sell your home. Too frequently open houses make the property a target for low ball bidders. Look for an agent with a specific plan for each open house. The plan should be just one facet of a complete marketing plan.
  7. What listing price do you recommend and what is that price based on? - Pricing is the most critical step to selling your home. Take great care in choosing an agent with the knowledge to price your home effectively. Keep in mind the selling price should attract prospective buyers to your home, get you top dollar in the current market and reflect the condition of your home. Be realistic and avoid ‘yes agents’, who will say ‘yes’ to any request or price while your home languishes on the market. Lowball agents will try to talk you into an artificial price simply to sell as fast as possible.
  8. What does the listing agreement entail, what are the beginning and expiration dates, and what are the fee amounts I will be paying? - Have your agent go over every detail in the listing agreement with you until you understand it completely. Make sure the beginning and ending dates are on the agreement; a good standard for length is three months. Know exactly what fees you will be paying and remember that less is not always better. If the agent stands to make very little commission you can bet it will be reflected in the amount of time and effort that is spent marketing your home. If the agent reduces their commission to get the listing it may mean they intend to spend very little money promoting the property. The normal commission is between 5 and 7 percent.
  9. What disclosure laws apply to me and what do I need to be aware of? - Make sure your agent helps you with locating professional inspectors for the various mandatory home inspections required in your area. Create a home marketing file including a property fact sheet, a property transfer disclosure statement, pest control report, applicable C.C.& R’s , applicable study zones report, structural engineering report, property profile from the title company, plans for alterations or additions, and special equipment report for pools, spas, sprinklers and alarm systems. Your agent should be able to handle this for you.
  10. What types of things separate you from your competition and will you give me some feedback? - How effectively will they advertise? Do they have 24-hour advertising capability? Will all the leads be followed up on by your agent’s team or will they go to other agents who may have other listings they would prefer to show? Agents who are innovative and offer new methods of attracting home buyers will measurably outperform agents who rely on methods of the past. Marketing effectively in the 90’s and beyond requires progressive strategies that add value and service for both buyers and sellers!

At PRO SOLD REALTY,

our agents are held to the highest standard.   They have a proven professional track record in representing buyers and sellers in a real estate transaction.   Their expertise is to listen and understand your needs, becoming a trusted resource for all your real estate matters.

Check us out at Pro Sold Realty for more information!

We’re also on Facebook: Pro Sold Realty Baton Rouge

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Baton Rouge Real Estate, Adding A Little Sweat Equity to Your Home Buying Venture

June 10, 2013 By

Baton Rouge real estate may benefit from the current trend of buying a “fixer upper” in order to save money up front and give you a decent return on your money later.

Meadow Lee Street Scene Baton Rouge LA 70808

Whether you are purchasing property to live in or as an investment to hold or flip, a little elbow grease can go a long way on Baton Rouge homes.

If you’ve got the time, know how and the heart to see it through, now is an especially good time to make a move on a fixer-upper.

Many fixer uppers are distressed sales - foreclosures and short sales – victims of the housing crash. These homes have been left in disrepair for long periods of time.

You can purchase a distressed Baton Rouge home at a hefty discount, but those discounts are shrinking as the supply wanes.

The National Association of Realtors reported a 29 percent drop in the share of sales of distressed homes to just 18 percent of all sales in April, the lowest reading since 2008.

Fifteen months ago, distressed sales accounted for more than a third of all existing home sales, NAR reported.

Meanwhile, RealtyTrac also offers tips for finding those fixer-uppers.

Here are some highlights.

Go beyond traditional listings. Baton Rouge real estate agent specialists experienced in fixer uppers can help you find properties that aren’t listed or before they are listed.

Use other people’s money. The Federal Housing Administration’s (FHA) 203(k) loan, for own-and-occupy buyers, provides money to both buy the home and later fix it up. Fix-up withdrawals go to contractors when the work is complete.

Delegate. You can pitch in on the work, or do-it-yourself, if you are so skilled, but a team of professionals is a better idea if you become a serial fixer-upper buyer.

Troll for good tools. Cheap tools waste good money and can delay large projects. Buy sturdy equipment and materials with a long useful life.

For small jobs on a single home, tools and limited materials from the local hardware store can be sufficient. For larger jobs and repeated property purchases you need big box warehouse equipment and materials.

Paint white. That’s not a “paint right” typo. Shades of white give rooms an expansive feel. Flat paints are best for most rooms except kitchen’s and baths where a semi-gloss is easier to wash. Oil-based paints are more durable than water based paints.

Don’t cut corners on curb appeal. Landscaping is the first element potential buyers and renters see when they approach your home. It can make a difference between the buyer crossing the threshold or not. You needn’t install an English garden, but don’t scrimp on manicuring.

 

Click here to read “Want to Add a Little Sweat Equity to Your Home Buying Venture?” from Realty Times.

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We’re Saluting Women in Business in Baton Rouge.

June 3, 2013 By

 

This special advertising salutes women in business, company owners, partners and prominent women who are key executives in the Baton Rouge Capital Region.

This special advertising salutes women in business, company owners, partners and prominent women who are key executives in the Baton Rouge Capital Region.

We would like to congratulate our 2013 Women in Business at Pro Sold Realty.

You can read more about each Realtor in the May 2013 Greater Baton Rouge Business Report.

Diana Sutherland is now on her fourth year of growing her vision: “Pro Sold Realty.”

Diana salutes all women in business and is proud to be the founder of a local, Baton Rouge, women-owned enterprise. She is wholeheartedly grateful to Baton Rouge area community for their ongoing support of her business. Conceived in 2008 and born of hard work in a tough market, Pro Sold Realty has begun to mature into a significant factor in the local economic community with over 30 active agents and a sales volume that places Pro Sold in the top 10 in the Baton Rouge market area out of 200+ agencies.

Diana set out to build an independent agent owned brokerage with the vision to be the company of choice for proven professional realtors and to actively give back to the community. True to that vision, Pro Sold has not only increased its number of agents and sales volume by more than 50% over the last 2 years, it has supported such civic endeavors as The Baton Rouge Food Bank, Brave Heart, the LSO Foundation and the YMCA.

Diana salutes all women in business and is proud to be the founder of a local, woman-owned enterprise. She is wholeheartedly grateful to the Baton Rouge area community for their ongoing support of her local business.

Like Pro Sold Realty on Facebook here: https://www.facebook.com/ProSoldRealtyBatonRouge

We are also on twitter! https://twitter.com/ProSoldRealty

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Home Maintenance Schedule

May 30, 2013 By

Regular Maintenance is the Key

At Pro Sold Realty, we know that inspecting your home on a regular basis and following good maintenance practices are the best way to protect your investment in your home. Whether you take care of a few tasks at a time or several all at once, it is important to get into the habit of doing them. Establish a routine for yourself, and you will find the work is easy to accomplish and not very time-consuming. A regular schedule of seasonal maintenance can put a stop to the most common — and costly — problems, before they occur. If necessary, use a camera to take pictures of anything you might want to share with an expert for advice or to monitor or remind you of a situation later.

By following the information noted here, you will learn about protecting your investment and how to help keep your home a safe and healthy place to live.

If you do not feel comfortable performing some of the home maintenance tasks listed below, or do not have the necessary equipment, for example a ladder, you may want to consider hiring a qualified person to help you.

Since it’s spring, and almost summer, here are some maintenance tips for each season.

Feel free to print and check off as you go!

Spring

After consulting your hot water tank owner’s manual, carefully test the temperature and pressure relief valve to ensure it is not stuck. Caution: This test may release hot water that can cause burns.
Check and clean or replace furnace air filters each month during the heating season. Ventilation system, such as heat recovery ventilator, filters should be checked every two months.
Have fireplace or wood stove and chimney cleaned and serviced as needed.
Shut down, drain and clean furnace humidifier, and close the furnace humidifier damper on units with central air conditioning.
Switch on power to air conditioning and check system. Have it serviced every two or three years.
Clean or replace air-conditioning filter, if applicable.
Check dehumidifier and drain — clean if necessary.
Turn OFF gas furnace and fireplace pilot lights where possible.
Have well water tested for quality. It is recommended that you test for bacteria every six months.
Check smoke, carbon monoxide and security alarms, and replace batteries.
Clean windows, screens and hardware, and replace storm windows with screens. Check screens first and repair or replace if needed.
Open valve to outside hose connection after all danger of frost has passed.
Examine the foundation walls for cracks, leaks or signs of moisture, and repair as required.
Ensure sump pump is operating properly before the spring thaw sets in. Ensure discharge pipe is connected and allows water to drain away from the foundation.
Re-level any exterior steps or decks that moved as a result of frost or settling.
Check for and seal off any holes in exterior cladding that could be an entry point for small pests, such as bats and squirrels.
Check eavestroughs and downspouts for loose joints and secure attachment to your home, clear any obstructions, and ensure water flows away from your foundation.
Clear all drainage ditches and culverts of debris.
Repair and paint fences as necessary — allow wood fences to dry adequately before tackling this task.
Undertake spring landscape maintenance and, if necessary, fertilize young trees.

Summer

Monitor basement humidity and avoid relative humidity levels above 60 per cent. Use a dehumidifier to maintain relative humidity below 60 per cent.
Clean or replace air-conditioning filter, and clean or replace ventilation system filters if necessary.
Check basement pipes for condensation or dripping and, if necessary, take corrective action; for example, reduce humidity and/or insulate cold water pipes.
Check the basement floor drain to ensure the trap contains water; refill with water if necessary.
If you have a plumbing fixture that is not used frequently, for example, a laundry tub or spare bathroom sink, tub or shower stall, run some water briefly to keep water in the trap.
Deep clean carpets and rugs.
Vacuum bathroom fan grille.
Disconnect the duct connected to your clothes dryer, and vacuum lint from duct, the areas surrounding your dryer and your dryer’s vent hood outside.
Check security of all guardrails and handrails.
Check smooth functioning of all windows, and lubricate as required.
Inspect window putty on outside of glass panes of older houses, and replace if needed.
Sand and touch up paint on windows and doors.
Lubricate door hinges, and tighten screws as needed.
Check for and replace damaged caulking and weatherstripping around mechanical and electrical services, windows and doorways, including the doorway between the garage and the house. See the About Your House fact sheet Attached Garages and Indoor Air Quality for more information on preventing garage-to-house air transfer.
Lubricate garage door hardware, and ensure it is operating properly.
Lubricate automatic garage door opener motor, chain and other moving parts, and ensure that the auto-reverse mechanism is properly adjusted.
Inspect electrical service lines for secure attachment where they enter your house, and make sure there is no water leakage into the house along the electrical conduit. Check for overhanging tree branches that may need to be removed.
Check exterior wood siding and trim for signs of deterioration; clean, replace or refinish as needed.
Remove any plants that contact — and roots that penetrate — the siding or brick.
From the ground, check the general condition of the roof and note any sagging that could indicate structural problems requiring further investigation from inside the attic. Note the condition of shingles for possible repair or replacement, and examine roof flashings, such as at chimney and roof joints, for any signs of cracking or leakage.
Check the chimney cap and the caulking between the cap and the chimney.
Repair driveway and walkways as needed.
Repair any damaged steps.

Check out our Facebook page for more updates from Pro Sold Realty!

https://www.facebook.com/ProSoldRealtyBatonRouge

 

www.cmhc.ca/en/co/maho/gemare/gemare_003.cfm/  

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Top 10 Reasons to Support Locally Owned Business

May 23, 2013 By
Did you know we are a locally owned and operated team of real estate professionals in your Greater Baton Rouge area?

FacebookProSold

Visit our Facebook page to see (and share) images like the one here for each of the 10 reasons.

1.  Local Character and Prosperity

In an increasingly homogenized world, communities that preserve their one-of-a-kind businesses and distinctive character have an economic advantage.

2.  Community Well-Being

Locally owned businesses build strong communities by sustaining vibrant town centers, linking neighbors in a web of economic and social relationships, and contributing to local causes.

3. Local Decision-Making

Local ownership ensures that important decisions are made locally by people who live in the community and who will feel the impacts of those decisions.

4.  Keeping Dollars in the Local Economy

Compared to chain stores, locally owned businesses recycle a much larger share of their revenue back into the local economy, enriching the whole community.

5.  Job and Wages

Locally owned businesses create more jobs locally and, in some sectors, provide better wages and benefits than chains do.

6.  Entrepreneurship

Entrepreneurship fuels America’s economic innovation and prosperity, and serves as a key means for families to move out of low-wage jobs and into the middle class.

7.  Public Benefits and Costs

Local stores in town centers require comparatively little infrastructure and make more efficient use of public services relative to big box stores and strip shopping malls.

8.  Environmental Sustainability

Local stores help to sustain vibrant, compact, walkable town centers-which in turn are essential to reducing sprawl, automobile use, habitat loss, and air and water pollution.

9.  Competition

A marketplace of tens of thousands of small businesses is the best way to ensure innovation and low prices over the long-term.

10.  Product Diversity

A multitude of small businesses, each selecting products based, not on a national sales plan, but on their own interests and the needs of their local customers, guarantees a much broader range of product choices.

 

Originally posted by The Institute for Local Self-Reliance: http://www.ilsr.org/why-support-locally-owned-businesses/

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Agent of the Month, Ruthie Golden

May 13, 2013 By

With 16 years experience working with both buyers and sellers, consultant of the year in 2009, and top listing and sales for 11 consecutive years, we’d like to give a shout out to our current Agent of the Month, Ruthie Golden.

RuthieG

Ruthie is a prime example of ProSold’s commitment to providing you with the best services in the industry. Right through closing, they work exceptionally hard for you, as you are number one!

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Making Your House A Home

May 9, 2013 By

Okay, so you did it! You bought your first house. It took some time and effort, but it was all worth it as you stand outside with a glass of wine overlooking the beautiful backyard. The bare walls and boxes can wait, but only for so long. Now what? How do you make your new house a home?78617176

Check out the below 10 tips to at least get you started in the right direciton.

1. Show Off your Collection

No matter what it is that you collect, no matter how odd, if you’ve got it, flaunt it! Seeing what you love everyday will make you happy and it will be a great conversation starter with friends and family.

2. Fill your bookshelves

Showcase your books for all to see. Those you’ve read, those you’ve yet to read. This will be another great way to communicate your interests with people.  You may even find yourself book swapping with friends or starting a book club.

3. Play Music

Surround yourself with music and play it often! It could be vintage vinyls or an iPod dock in the kitchen, but music makes even housework feel more like fun! Listening to your favorite tunes will make you forget about television and set your mind at ease while you pick up a magazine for a change.

4. Quilt It Up

Keeping comfortable quilts and linens around the house will make your home seem cozy and warm.

5. Color the House You

Use your favorite colors when decorating your home. You have to look at it everyday and should be delighted by the sight of the colors you love.

6. Showcase Mementos

Whether it be photos, ticket stubs, notes, cards, or what have you! They’re your memories and they are there to be remembered. Display them as if they were art, in a shadow box or underneath a glass coffee table.

7. Always have Something Burning

When you’re around of course! But an aromatic candle or incense burning will make your home feel cozy and warm all year round.

8. Keep a Well Stocked Bar

Keeping a well stocked bar will make sure you (and any unexpected guests) always feel at home! If cocktails aren’t your thing, make sure you always have your favorite bottle of wine, coffee or tea at the ready at all times so you can always enjoy that little indulgence.

9. Make the Bed

I believe that coming home to a bed that is neatly made is instantly calming, so start each day by quickly tidying up the blankets! You’ll thank yourself for it later.

10. Spend Time in It

Last, but not least! Spend time in your home. You can’t have the feelings of a safe harbor within your walls if you’re never there. Live in your home, and enjoy the comforts you’ve achieved by making your house into a home.

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What’s Ahead For Mortgage Rates This Week – April 22, 2013

April 22, 2013 By

What's Ahead For Mortgage Rates This Week April 21 2013Mortgage rates fell for the third consecutive week.

According to Freddie Mac, the average rate for a 30-year fixed rate mortgage fell by two basis points to 3.41 percent as compared to last week’s 3.43 percent and 3.90 percent year-over-year.

The average rate for a 15-year fixed rate mortgage was 2.64 percent as compared to last week’s 2.65 percent and 3.13 percent year-over-year.

Falling mortgage rates were attributed to reduced consumer spending.

Last week’s economic news includes the NAHB Wells Fargo Housing Market Index (HMI), with a reading of 42 for March.

This is four points below investor expectations and two points below February’s results.

A reading of 50 or above indicates that more of the builders surveyed have a positive outlook.

March results were impacted by builder concerns over tight builder credit, a lack of available lots and increasing construction costs.

Housing Starts Increased In March

More good news for housing arrived Tuesday when the U.S. Department of Commerce issued its monthly Housing Starts report.

Housing starts for March came in higher than anticipated at a seasonally adjusted annual rate of 1.04 million, against a consensus of 933,000 and also beat February’s reported 968,000 housing starts.

Housing starts rose by 7 percent over February, and rose 47 percent over March 2012, the highest year-to-year increase since 1992.

The Federal Reserve issued its Beige Book Report which is compiled from reports by the 12 districts of the Federal Reserve.

5 districts reported moderate economic growth, 5 districts reported modest growth, and 2 reported slight economic growth.

Based on the data contained in the Beige Book Report, economists are not expecting the Fed to make changes to its current quantitative easing (QE) program of purchasing $85 billion monthly in bonds and MBS; this may help mortgage rates remain steady; when MBS prices fall, mortgage rates typically rise.

What‘s Coming Up Next

The National Association of REALTORS® releases its Existing Home Sales report for March today.

The consensus is for 5.03 million homes sold on a seasonally adjusted annual basis, and against February’s 4.98 million existing homes sold. 

Tuesday brings more housing news with the FHFA Home Price Index for February; FHFA is the federal agency overseeing Fannie Mae and Freddie Mac.

The U.S. Department of Commerce releases its New Home Sales for March on Tuesday.

The consensus is 421,000 new homes sold against February’s reading of 411,000 new homes sold.

Thursday’s Weekly Jobless claims are expected to come in at 351,000 as compared to last week’s 352,000.

Employment is a key factor in terms of consumers buying homes and qualifying for mortgage loans

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Four Ways To Ensure Your House Sells Quickly And For Top Dollar

April 19, 2013 By

4 Ways To Ensure Your House Sells For Top DollarSelling a house in the current market can be tricky, but there are certain mistakes an owner can make that will cause a home to sit still without a decent offer and cause the listing to go stale.

In order to prevent that from happening, make sure you are not making one of the following mistakes when putting your property on the market.

Overpricing

While your home may hold sentimental value, many times that value does not translate into dollars.

Be realistic about your asking price and know the details about your current market.

Look at the list price of similar houses on the market to get a rough idea of what you should ask for your property.

Make special note of the actual closing sales price as well as the time on market and listing to sales price ratio.

A licensed real estate agent can provide these details as well as give you their expert opinion based on experience and comparable properties.

Neglecting Repairs

Glaring problems with a property will cause the buyer to think the home was not properly maintained.

While it may cost some money, repairing things like holes in the walls, broken light fixtures or missing tiles can change a buyer’s entire attitude about a property.

Ask for help if you aren’t comfortable doing these things yourself.

A real estate professional will have a whole list of qualified referrals who they trust to help you get things fixed up.

Ignoring Curb Appeal

Overgrown and unweeded yards can cause potential buyers to drive right by.

Also, having junk in the front of your house or peeling paint can deter someone from considering the property.

Step across the street and take an honest look at your house – and then make necessary adjustments.

Fixing these items may be as easy as one weekend day of clean up and a little elbow grease.

And even though it’s not expensive to fix these issues, it can make thousands of dollars difference in the sale of your home.

Creating Or Allowing Foul Odors

Odorous foods, pet dander and the smell of smoke can be extremely distasteful to buyers.

Even if you are used to the smell, others entering your house will not be.

Make sure you air out the house, smoke only outdoors, and put away the litter boxes before an open house or showing.

Also, ask someone who isn’t at your home often to come in and give it a smell test.  

Brutal honesty here might hurt a little bit, but it’s a lot better than allowing this problem to prevent a quicker sale of your home.

Without even realizing they’re sabotaging a potential sale, homeowners can make several mistakes when first trying to sell their home.

To find out what you can do to make your property really stand out to potential buyers, please call a licensed real estate professional.

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5 Great Questions To Ask At An Open House For Real Estate

April 18, 2013 By

5 Great Questions To Ask At An Open House For Real EstateAn open house gives you a great opportunity to look more closely at real estate you might be interested in buying.

It also affords you the chance to chat with the owner or real estate agent so you can bring up any issues or hesitations you have with the home.

Knowing what to ask can be difficult, so below are examples of questions to ask at the next open house you attend.

Why has the seller decided to sell now?

If you ask why the seller is moving, you could learn valuable information to help determine your offer — or possibly whether or not you want to buy the home.

Knowing whether the owners are about to go into foreclosure, have experienced trouble in the neighborhood, or if they’ve retired and completely paid off the home can help you understand how urgently they need to sell their property.

Has the seller had any other offers?

Don’t forget that you are not only negotiating with the seller for a price, you are also competing with other potential buyers.

It really helps to know what you are up against.

It is important to understand that you might not get a 100% straight answer to this question as most sellers know that competition – or perceived competition – can cause a potential buyer to move forward more quickly and at a higher price.

If you’re comfortable in this discussion, you might want to try and see if you can find out the details of any other offers.

Does the property have special ownership costs?

Ask the agent or owner about the other costs associated with owning the property, such as Home Owners Association fees within a condo complex or a gated community.

It’s important to know about these extra expenses in advance so you can make an informed offer.

You may also want to ask about any pending litigation concerning the property.  Litigation is not always a deal killer, but it’s better to know the details before you sign closing documents.

What furniture and appliances are being sold with the house?

Most of the time, a seller will include their major appliances such as the refrigerator, stove and dishwasher with the home, but this isn’t always the case.

If you don’t already have these items, it’s important to know whether they are included in the purchase price.

Is there anything else that you want to leave with the home?

This is an important question to ask.  Especially if there are specific things in the home that you have a strong interest in.  

Perhaps there is custom art work or a pool table that fits perfectly in the game room.  

The seller may be eager to part with those items and include them in the sale of the home or sell them at a large discount.

The open house is a great opportunity to learn more about a home before making the decision to buy it, so be sure you ask the right questions.

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