Industry News « Smith and Associates Blog

Social Media & Real Estate: The New Brangelina August 4, 2011
By Kortney Gentry

Ten years ago, print marketing was the Jedi Master at “forcing” your listings out into the public eye. As times have changed, the world has gone to the dark side & gotten super futuristic on us with internet advertising. Don’t get me wrong, I am still a HUGE fan of print media, however it seems that if your smart phone doesn’t know what you have one the market, no one does. Real Estate, meet Social Media.

According to an article by Brent Leary of Inc. Technology (featured on Wikipedia), “Using social media as a form of marketing has taken on whole new challenges. As the 2010 Trust Study indicates, it is most effective if marketing efforts through social media revolve around the genuine building of authority. Someone performing a “marketing” role within a company must honestly convince people of their genuine intentions, knowledge, and expertise in a specific area or industry through providing valuable and accurate information on an ongoing basis without a marketing angle overtly associated. If this can be done, trust with, and of, the recipient of that information – and that message itself – begins to develop naturally. This person or organization becomes a thought leader and value provider – setting themselves up as a trusted “advisor” instead of marketer. “Top of mind awareness” develops and the consumer naturally begins to gravitate to the products and/or offerings of the authority/influencer.” Essentially, through non-forceful communication we gain trust, through trust we gain relationships and through relationships we gain clients. Easy, right?

This past Tuesday, we were fortunate enough to have Eric Miller, “The Boss” of Stache Creative come in to both the Tampa & St. Pete offices to give us the 411 on Social Media and why it is so important in business- primarily Real Estate. Eric went over the social media trifecta that we all may know on a personal level but have shyed away from doing business with: Facebook, Twitter and Blogging.

The seminar was fabulous; leaving agents (and myself) wanting to know more, get started right away and smiling for photos with their snazzy stache laden business cards! If you haven’t sat through one of his presentations and you’re looking to get pumped up about 1/2 nerdy yet completely cool stuff that will significantly increase your clientele, I highly suggest giving him a call to set something up.

I will leave you with a few crazy statistics (also brought to you by Wikipedia) to think about when debating whether or not you should join Lord Palpatine (Facebook), his first apprentice, Darth Maul (Twitter) and the one and only, Darth Vader (Blogging) and head on over to the Dark Side (Social Media Marketing):
- Social networking now accounts for 22% of all time spent online in the US.
- Over 25% of U.S. internet page views occurred at one of the top social networks.
- The number of social media users age 65 and older grew 100 percent throughout 2010, so that one in four people in that age group are now part of a social networking site.
- As of June 2011 Facebook has 750 Million users.

Crazy, right?!

Whether you spend your days adding old friends on facebook, blogging about your confusion on blogging, trying to figure out the new google +, or tweeting your every thought, congratulations-you are participating in social media! What is your favorite Social Media outlet? Are you usting these tools for business purposes? Why or why not? Tell us your success stories and while you’re at it, add us on facebook!

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iPhone Apps vs The World of Real Estate July 22, 2011
By Kortney Gentry

It seems these days, without your app’d out (we’re talking applications, not Apple, but I can see where you could get confused) iPhone, iPad and iPod, your life (or should I say “iLife”) would be at a stand still. When it comes to Real Estate, these small devices are playing a HUGE role. Whether you need help keeping track of your buyer’s requirements, finding the closest coffee shop to your new St. Petersburg listing or informing a family of registered sex offenders (or lack there of) in the area, there are apps for you!

After some intense searching (& input from a few fabulous St. Pete Realtors), we came up with a list of 11 apps (because I couldn’t stop at just 10) that may be helpful in the busy (and ever so successful) life of an iAgent.

Kurio: Think Nationwide MLS without having to find a computer. Use the GPS Technology to find nearby houses, send out branded flyers and quickly share listing details right from your phone. The great thing is, it isn’t only for iDevices. Agents can register & sign into Kurio from any web-enabled mobile device. (FREE! Visit Kurio.mobi on your device)

AroundMe: When a buyer wants to know exactly how far from their potential new home they need to trek for a iced quad venti soy latte and a movie, you will want to have this app handy. Using that convenient GPS technology again, search the 10 categories for businesses closest to you, map them out and email directions within a matter of minutes. This app is available for both iPhone & Android devices. (FREE! Visit www.aroundmeapp.com)

MagicPlan: Carrying around a yardstick and sketching out floor plans are officially a thing of the past if you are equipped with the iPhone 4. To make a long story short, using the phone’s fancy gyroscope technology, you are able to spin around a room to measure, draw and publish a JPEG or PDF interactive floorplan faster than you can say “what happened to my measuring tape?!” On top of it all, the details you can add are icing on the cake- doors, sinks, refridgerators, the whole 9. (FREE! Purchase through the iTunes store)

Tour Narrator: Keep track of your listings and type or record showing notes to share with your seller in one little application. All notes and photos can be easily formatted to a PDF for posting or distribution. ($1.99 Purchase through the iTunes store)

Dictionary of Real Estate Terms: New to Real Estate or want to stay brushed up on all the tricky terms? Scroll through in alphabetical order to quiz yourself on what you know or search for that word that has you stumped. You can also book mark things you tend to forget, send them in an email or post them to Twitter all from the same app! ($1.99 Purchase through the iTunes store)

Mortgage Calculator: This application was created by Homes.com and has 4 different calculators in one: Buy or Rent, Debt to Income, Monthly Payment, & Refinance Calculator. This could come in handy with non-pre-approved clients sitting on the fence with buying or renting as well as buyers trying to figure out what price range is right for their budget. A few screen taps & the entry of some numbers can save hours of unnecessary showings and potential let downs. (FREE! Purchase through the iTunes store)

My Realty Tool: Keeping track of listings, leads and lockbox codes has never been so straightforward. The best part of the app is the simplicity of the lay-out: There are 3 categories & you can enter a few lines of information, and everything you need is at your fingertips. If only life was this easy! (FREE! Purchase through the iTunes store)

Property Evaluator: Whether you are working with an investor or sending performance projections to clients, this app will make you look like the pro that you are. Gain client trust by quickly calculating and tracking monthly and annual expense vs revenue reports, taking into consideration every detail- even inflation! If their praise & appreciation doesn’t cause a little inflation to that head of yours, I’m not sure what will. But regardless, you’re allowed to pat yourself on the back sometimes! ($1.99 Purchase through the iTunes store)

Offender Locator: With this app, you can show potential buyers exactly how safe their future neighborhood is by using the GPS tool or simply entering their address. This app is in the Top 5 free apps in the US & has been featured on both CNN and NBC. It is a quick and easy solution to new families curious about local crime. (FREE! Purchase through the iTunes store)

Foreclosure Search: Whether you have buyers and investors inquiring about foreclosed properties or are looking to gain some new bank-owned listings, this app by USHUD.com can be of assistance. Search Nationwide for bank or government owned properties and inquire about the listing (by phone or email) with the tap of a screen. (FREE! Purchase through the iTunes store)

Idea Sketch: Sellers rightfully want to know why they should choose Smith & Associates Real Estate to list their home. This app allows you to plan for Open Houses or lay out selling strategies in easy to use mind maps, concept maps or flow charts. Whether you choose to save them as photos to send to your seller or share them on facebook, it is a quick and simple way to sketch out a master plan of action…now you just need the app that keeps the plan in action. (FREE! Purchase through the iTunes store)

Well, that’s my list for now- I apologize if these applications consume your once paper and pencil filled life. If you want nothing to do with the iPhone, please disregard everything you’ve just read. However, if you are an Apple product lover like myself, what Real Estate relevant apps are you currently using? Have you tried any of these 11? What did you think?

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Grayl’s Hotel: Where the 1920′s meet 2011 June 24, 2011
By Kortney Gentry

Built in the early 1920′s by a female developer, the Lantern Lane was a rarity for St. Petersburg Real Estate- fabulous waterfront apartment living with a bit of feminism on the side. In 1994, the building was purchased by Dale Grayls with an array of plans and renovations to get the once leased out rooms ready for out of town visitors and a Prohibition-style lounge. After a name change, the conversion to a hotel and addition of Gatsby’s restaurant, the downtown St. Petersburg hotel hasn’t see many more updates…until now.

Grayl’s Hotel was recently purchased by local developer, Chuck Prather. After speaking with him, he proved to be very down to Earth and ready to bring something great to downtown St. Petersburg. Typically developing government buildings, Prather is extremely excited about this new & much more personal endeavor. And to be honest, after hearing the future plans and additions coming to the historic building, I am pretty excited myself!

Grayl’s, being known for its vintage appeal, brings an amazing historical aspect to Beach Drive, offsetting the modern feel given by the vast amount of high rises lining the street. Prather and his development team plan to preserve this historic feel while converting the building to be more environmentally friendly, meeting all LEED standards; all the while, attempting to keep the hotel and restaurant open and completely functional.

The ground floor will be renovated in several different sections in order to keep the restaurant up and running. The entire back 1/3 of the building will be a new, fully renovated kitchen while the front portion will feature a completely up-dated floor plan and seating area with an Old World feel. With the drive to keep the building “green”, we will also see some menu changes to feature healthier pedigree ingredients that can be found locally.

The hotel rooms, currently giving off more of a studio apartment vibe, will take on some changes as well. Decorated with vintage-esq gadgets and apparatuses, the rooms will have more of a boutique feel with open floor plans and antique bathroom fixtures. A nice change from the corporate world of carbon copy comforters and details.

The renovations will also include a period specific rooftop lounge spanning across the entirety of the building with a perfect bird’s-eye view, over Straub Park, of the marina and Tampa Bay. The lounge will be open to the public with a separate entrance to the hotel and will be a perfect place for a nice downtown afternoon happy hour.

Whether or not the employees dress for the Prohibition period is still up in the air but it seems Chuck Prather has all of his ducks in a line to get Grayl’s Hotel back on the grid while maintaining the 1920’s feel. I am anxious to see the progress and I am sure all of you who call St. Petersburg home are as well.

The hotel will be open for business and offering discounts throughout the renovations. For more information or to make reservations please visit www.GraylsHotel.com.

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Happy Earth Day! April 22, 2011
By Kortney Gentry

As humans, we love to celebrate birthdays. Sometimes there is a huge surprise party with cake, presents and people you may not even know while other times it may just be about spending your special day with the people you love. Regardless of the celebration method chosen, whether you’re turning 5 or 50, the day is yours and people want it to be your best birthday yet.

Today is not a birthday per se, but it is in fact Earth Day and all the same rules apply. Have you ever stepped outside of your St. Pete home and thought “wow, this planet is awesome” or “How can I better improve the planet on which I live”? Maybe you have though this and taken action. Maybe the thought has never crossed your mind. Regardless, of where you stand, today is the perfect day to show how thankful we really are for our incredible planet.

After speaking with a few Smith & Associates Real Estate agents and staff members, we came up with a few ways to show our appreciation this Earth Day:

1. Grow Food. According to St. Pete Realtor, Carolyn Robinson, “I have always wanted to grow my own garden but have found more excuses not to than motivation to start.” We have all experienced good intentions with lack of motivation. A fully functioning vegetable garden can be a lot of work and extremely intimidating. Start small- with one plant or a few herbs then take on more as you are able. You have to start somewhere!

2. Buy Local. All of the things we are unable to grow have to come from somewhere, and unfortunately, we often unknowingly look outside the Tampa Bay area for these items. Did those banannas travel thousands of miles, crossing country borders before making it to the grocery store? What about that new t-shirt? Where was in made? Where was the cotton grown? The more we think about these things, the more we realize how dependent we are on others for survival. Make a conscious effort to research where all of your purchases come from and give back to the local community by seeing what they have to offer- you will be pleasantly surprised as to what you can buy locally!

3. Reduce, Reuse, Recycle. This is a big one- we have all heard about recycling but do we really do it? In our opinion, Smith & Associates Real Estate has one of the most fabulous Marketing Coordinators around, and she’s Earth friendly too! Alexis Bentivegna shared that recycling isn’t just tossing a soda can into the blue & green bins. “When shopping, take reusable bags!” Not only are you reducing the amount of plastic consumed but you’re reusing as well!

4. Respect the Ocean. Florida, being a peninsula, is almost completely surrounded by water; from almost everywhere in the state, we can get to the beach in under an hour. Living in the Tampa Bay area, we often take the ocean for granted. According to St. Pete Realtor, Drew Glaser, a great way to respect the ocean is to remember that “all drains lead to the sea”. This means that what we dispose of goes directly into our oceans, often contaminating the water and killing off thousands of sea life that we depend on to keep our Earth in balance. By purchasing environmentally friendly products free of harmful chemicals (or making your own!) and being conscious of what we throw away and where it is disposed of, we can keep the ocean happy. After all, the Earth is about 75% water so we don’t want angry oceans!

5. “Greenify” Your Home. This doesn’t require that everyone completely remodel their home, switch to solar power or even put your home for sale in Tampa to move into a more environmentally friendly place. Sara Houze, from Smith Title suggested a couple of simple places to start- Turn the air off on a nice day and enjoy the breeze through open windows or switch to fluorescent light bulbs that use about 1/3 the power of a regular bulb. Not only will this be great for the planet but it saves money as well!

6. Consume Less. We are consumers that often buy brand new things off impulse rather than necessity. According to The Urban Organic Gardner, “before you buy something, ask yourself if you need it. Then ask again.” New products use a lot of energy and resources to create. If you get bitten by the over consumption bug, no worries- it gets the best of us. If you really MUST have something, then it will be easy to try to find the same thing “slightly used”- they may be old to someone else but they are new to you. If it isn’t worth the time and effort of the search, then it probably wasn’t worth it to begin with!

7. Eat Less Meat. According to Environmental Defense, “if every American skipped one meal of chicken per week and substituted vegetarian foods instead, the carbon dioxide savings would be the same as taking more than half a million cars off U.S. roads.” That is a pretty powerful statement and it doesn’t even mention the THOUSANDS of gallons of water used to raise 1lb of meat.

8. Play Outside. Drew Glaser suggest that people “take their kids outside to play rather than occupying them with television and video games”. Not only does it help create a healthy way of living by incorporating exercise and imagination into games, but it helps develop an appreciation for our planet that just wouldn’t come to life without experiencing all the Earth has to offer outside of the house.

While these are only a few simple ways to show your appreciation to the Earth, there are COUNTLESS other options. What are your favorite ways to give back to our planet? What are you going to do for Earth Day this year?

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8 Ways To Accidentally “Un-Approve” Your Mortgage April 15, 2011
By Jenny Lee

Steve Stapleton from FBC Mortgage was kind enough to share this information with us.

8 Ways To Accidentally “Un-Approve” Your Mortgage from Steve Stapleton.
Pass this along to your potential buyers…very useful information.
While Waiting For An Approval, Time Is Your Enemy

It could take up to 60 days for fixed mortgage or 6 months to get to the closing table on a short sale or foreclosure depending on the speed of home appraisal, the amount of time required for bank sign-off, and other random factors (i.e. vacation time, furlough, miscommunications).

During those 6 months, a lot can happen.

You could lose your job, you could get sick, and your home could be damaged by a storm. These are things beyond your control, but within the realm of possibility. Each could negate your mortgage approval, thereby kyboshing your deal and, potentially, resulting in the forfeiture of your earnest money.

The longer it takes to close, the more chance for catastrophe, of course. It’s one of the reasons why buying bank-owned homes can be risky.

But beyond the things you can’t control, there are things you can control. Mortgage approvals are fragile, living things and nothing’s done until it’s done. Good behavior matters.

With that in mind, here are 8 things you should absolutely not do between the date of application and the date of funding. I’ve been doing this long enough that I can say with certainty: Ignore these rules at your own peril.

Bad Mortgage Behavior, Defined

1. Don’t buy a new car or trade-up to a bigger lease

2. Don’t quit your job to change industries or start a new company

3. Don’t switch from a salaried job to a heavily-commissioned job

4. Don’t transfer large sums of money between bank accounts

5. Don’t forget to pay your bills — even the ones in dispute

6. Don’t open new credit cards — even if you’re getting 20% off

7. Don’t accept a cash gift without filing the proper “gift” paperwork

8. Don’t make random, undocumented deposits into your bank account

Now, it may be impractical to follow every rule to the letter. I know that. For example, if your car lease is expiring, you have to do what you have to do. But before renewing the lease, check with your loan officer to see if renting a car for the short-term might be a more mortgage-friendly solution instead.

The same goes for accepting cash gifts from parents. There’s a right way and a wrong way to accept a cash gift and, if you do it the “wrong way”, you may not get to use the gift as part of your down payment funds.

There are a bevy of “gotchas” in Mortgageland and you can’t expect to know them all. These 8 rules, however, are a good start.

You can contact Steve Stapleton ate FBC Mortgage for more information on this article or other mortgage services.

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March Goes Out Like a Real Estate Lion April 14, 2011
By Robert Glaser

In 2011, luxury market buyers throughout the Tampa Bay area are making purchase decisions based on quality and value.

By the end of last year, home sales above 1 million were up 18.6%. As the trend continues, it shows that the people who best understand the principle of cost versus price feel that now is the time to buy.

The first quarter of 2011 has been no less robust, with some new high sales on both sides of the Bay, as well as a steady pace of home sales above 1 million.

52 Ladoga Avenue

Smith & Associates Real Estate participated in the top sale on the Beaches (Pass-A-Grille) at 3.4 million and on the Pinellas mainland at 8 million.

This year has brought Pinellas County 33 closed transactions (including condominiums) with 39 pending sales to close above 1 million in the next 60 days.

In Hillsborough County, there have been 17 luxury sales with 2 above 2 million, 2 above 4 million and a recent sale to close above 5 million.

Smith & Associates Real Estate participated in 80% of these sales and continues to provide the necessary feedback for the consumer to make these purchase decisions. Although the pending sales have helped push the numbers up, the actual closed numbers are down by about 5% over last year in both counties. We expect the market has started to steady out as the inventory of the well-priced, well-located houses in the luxury range decrease and as sellers attempt to begin raising values.

Smith & Associates Real Estate is pleased to be a market leader in Tampa Bay with over 40 years of experience in luxury home sales.

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The Time To Buy Tampa Real Estate Is Now! February 4, 2011
By Susie Timmerman

For prospective buyers looking at Tampa real estate who are still “on the fence”, here is something to think about. With interest rates slowly rising, your cost of purchasing a home over the long haul is also rising – if your thought process is to wait until the Tampa real estate market has dropped further, you should consider when interest rates increase over a point from the current rates – and what this will cost compared to today’s interest rates in your monthly payments –this can amount to a substantial amount over several years which adds to the cost of the home.

So – if you are focused on the purchase price and hoping to see the price reduced over the next six months, you should consider the actual COST of this purchase due to the rising interest rates. Tampa real estate has never been the bargain that it is today – the purchase price combined with historic low interest rates make it a prime time to purchase. This scenario will not likely repeat itself in your lifetime. It is time to get “off the fence” and start looking for your piece of the Tampa real estate market!!

For a comparable scenario showing the difference in monthly payment between current interest rates and projected interest rates, please contact Susie Timmerman, Sr. Mortgage Consultant for FBC Mortgage LLC at stimmerman@fbchomeloans.com, or by calling her office direct at 813.200.8322. You can also apply online at www.fbchomeloanstampa.com. FBC Mortgage LLC is a full service Direct Mortgage Lender offering expertise in every area of residential lending. I look forward to working with you to provide the mortgage product to enable you to become a proud homeowner of Tampa real estate!!

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Moving Real Estate January 28, 2011
By Robert Glaser

As 2010 has now come to a close, Smith & Associates Real Estate can report that our sales volume increased 40% over 2009 with a 36% increase in residential units sold. This stacked up to $483,000,000 in closed volume. These impressive figures are the results of a team of dedicated professionals who exceed company goals and outperform the competition in the market share areas that the company dominates. The luxury market, a specialty of Smith & Associates Real Estate, has also seen a 40% increase with 38 homes selling above $1,000,000 in 2010. In addition, the company was fortunate to participate in the highest sale in Pinellas County at $8,000,000.

Through its participation in a staggering amount of transactions involving South Tampa homes for sale, our brokerage and its team of 150 agents has gathered historically high market shares. An analysis of South Tampa homes for sale which closed in 2010 shows a 40% plus market share in the $400,000 price range and above, reaching a 50% share over $1,000,000. In all of Hillsborough County, Smith & Associates Real Estate has a 20% market share in properties over $400,000, which rises to 40% at the $2,000,000 price level. This growth is attributed to our expertise in the luxury real estate market.

Our office at Beach Drive serves the metro St. Petersburg real estate markets in Pinellas County, where our market share is 45% at the $500,000 price range and increases up to the record high of 87% in other price ranges. The company acknowledges that all this momentum is attributed to the activities of an experienced real estate team, who work diligently in educating all parties in the changing economy to facilitate accurate and timely decisions. Because of their hard work Smith & Associates Real Estate closed 1,166 residential units in 2010 with an average sales price of $429,000, selling in some cases 35% of our own listings due to the approach of our associates. Agents meet weekly to preview and discuss recent listings and then “caravan” together to personally view them.

At the company’s annual meeting the associates with the help of national expert Steve Harney, we discussed the “Big Picture” of the current economic situation. The information discussed will be used to translate to the individual sub-markets that the associates serve. We do not expect the market to be any less challenging for our sellers to determine timing and price, as it is for the buyers. Smith & Associates Real Estate has identified sub-markets throughout Tampa Bay, as well as trends in sales and pricing. An individual can view these current market statistics by zip code by visiting SmithAndAssociates.com to assist them in their 2011 decisions regarding real estate.

Marking our 41st year of expertise in the Bay area real estate industry, Smith & Associates Real Estate will be opening a new office in Belleair. The new office location is planned to open in February 2011, and those agents will assist clients not only with the sale and purchase of Belleair real estate, but also in the areas of Dunedin, Clearwater, and the North Beaches.

We are grateful for the 150 agents, at Smith & Associates Real Estate for their level of performance, cooperation and camaraderie that results in this success. But more importantly, we are grateful for their dedication to their customers and communities, and to seeing to the real estate recovery in their own neighborhoods!

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Featured Property: 475- 2nd Street North #403 December 30, 2010
By Kortney Gentry

Today’s featured property is located in Downtown St. Petersburg at 475 2nd Street N #403. Designed by Clemmons Architecture, the “475″ building is one of the area’s most environmentally friendly and contemporary condominiums. From this home, you can enjoy a fabulous city skyline balcony view or stroll to downtown in only seconds. St. Pete Realtor, James Newman filled us in on some of the limitless opportunities and details of this wonderful condo.

Q: Can you describe the architectural style of the home?

A: 475 Condos are contemporary in style and environmentally friendly. They were built with premium materials and could also be described as European and minimalistic.

Q: What amazing views will the new homeowner be able to enjoy?

A: This unit offers a view of the Tampa Bay and the downtown St. Petersburg skylight. The views are available from all rooms including the 2 spacious decks.

Q: What makes the price of this home so great?

A: This home for sale in St. Pete will sell for the current appraised value. The price will soon be adjusted for today’s market.

Q: Is there anything else you’d like to tell us about the home?

A: This downtown St. Pete condo offers a 6 top gas range. It also has 10’ ceilings and bamboo flooring.

Contact James Newman to personally see 475 2nd St. N #403, St. Petersburg, FL 33701. These condos are amazingly priced and selling out quickly!

About James:

St. Pete Realtor, James Newman, is the right man to have by your side when buying or selling a home. Between his pricing expertise and market research, James is the perfect choice to assist you through your next real estate transaction.

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Featured Property: 124- 8th Street East December 16, 2010
By Kortney Gentry

You will find today’s featured property perfectly located in the Sands Point neighborhood of Tierra Verde at 124- 8th St East. This 4,111 SF home for sale in St. Pete sits waterfront and features 3 bedrooms, 2.5 baths, a pool, boat lift and a gigantic garage. St. Pete realtor, Bryan Belcher has given us the scoop on this fabulous property.

Q: What distinctive features set this home apart?

A: This bank owned home sits waterfront with a pool in Tierra Verde. It dons new paint, an updated boat lift and a wide open floor plan. An extremely clean home- great for entertaining.

Q: What are the advantages of the location & neighborhood?

A: Sands Point is a very desired Tierra Verde neighborhood. From the master balcony of this waterfront home, you can enjoy views of the Skyway Bridge and intercostal Waterway.

Q: What makes the price of this home so great?

A: Since the property is bank owned, the price is negotiable! Bring an offer- the bank is ready to sell it!

Q: Is there anything else you’d like to tell us about the home?

A: This home for sale in St. Pete is located in a great family oriented neighborhood. It is the perfect location for the everyday or occasional boater.

With a negotiable price and fabulous location, 124- 8th Street East St. Petersburg, FL 33715 will not be on the market long. Contact Bryan Belcher today to view the property or make an offer!

About Bryan:

Florida native and St. Pete realtor, Bryan Belcher has been a licensed agent since 2003. Striving for 100% customer satisfaction, Bryan is the total package when it comes to real estate!