No Limits Ladies.com

FIRE (Financial Independence Retire Early – can’t argue with that philosophy) Finance is having a book giveaway .

Now I know my readers aren’t really into contests with free books as prizes (at least every time, No Limits Ladies tries to have a book giveaway, we get no entries) but this gives y’all (sometimes I feel southern, wishing the weather outside reflected this) a chance to wander over to FIRE and check the site out.

BTW… haven’t read the offer book myself (so watch out, I might enter). The cover gives me the same immediate negative reaction as Zero To One Million. This time I’m a bit wiser (and okay, a bit older too). No more judging a book by the cover.

And not by the back copy either. That same ol’ so and so has discovered the ONE thing you need to know to make millions, read this book and you will discover it too. I read that and think... "if I only need to know one simple secret, how come the book is 300 pages long?"

Cynicism aside, all I want from a book is one new idea. If it has that, I consider it worth the cover price.

Yikes, there's so much left in Ryan Allis' book Zero To One Million to talk about (his section on product vs service based companies, for one) but since I only have this last post left to allocate to the book (so I don't turn this site into a Ryan Allis love-athon), I think I'll go with Partner Programs.

Why?

Because this is one of those rare books that actually discuss them with some numbers associated.

15% of iContact's sales come from partner programs (these include affiliates, marquee resellers and global resellers). Affiliates receive a 25% commission, marquee resellers receive a 30% commission (but have to sign a contract) and global resellers (those with more than 10,000 small business customers) receive a 35% commission.

(Yeah, the entire book is as detailed with solid numbers.)

Allis states that a good affiliate program (with tracking software) costs from $1,000 to $5,000 to launch but more than pays for itself over time. He estimates that within the first few months, entrepreneurs should be able to build at least 200 to 300 affiliates. Once this base of smaller affiliates is built, then it is time to go after the larger resellers.

How to build it?

By contacting the sites/blogs in your same space via personalized email.

I haven't really done justice to Zero To One Million. Allis crams too much information in this 284 page book for me to do so. You'll have to check it out for yourself.

One of my favorite sections in Ryan Allis' book Zero To One Million is Building A Lifetime Value Of A Customer. Why? Because he offers strategies that any size of company, any type of company (service, product, any industry) can use.

He lists 3 Objectives. They are;
Personalize the relationship and build rapport
Make yourself available and answer questions
And
Follow up with your customers

Wait a minute, you say, if I follow up with customers, they might tell me there's something wrong. They might even return my product. And wouldn't that be time consuming?

It would be time consuming without a customer database. You do have a customer database, don't you? With the database, a follow up email is as simple as a mail merge. (BTW… Allis reco's that the President of the company sign his name to the emails, regardless of who actually sends the email).

As for returns, again, Allis gives us a hard number. He says that this follow up will prompt one return per 400 emails but he feels that the added lifetime value of the strengthened relationships will far outweigh the returns.

I know that it impresses me to no end to receive one of these follow up emails (I might not reply to them but I do note them).

Okay, I'll fess up. When I first received a copy of Ryan Allis' book Zero To One Million, I took one look at the cover and groaned. Here was a photo of a very young looking guy smiling smugly. Surely this was going to be yet another me-too book on starting a business. Or worse, a glorified commercial for Allis' company iContact.

Boy, was I wrong.

If I had to recommend one book on start ups, it would be Guy Kawasaki's classic Art Of The Start. If I had to recommend two, the second would be Ryan Allis' Zero To One Million. Yep, it is THAT good. So good that I'll be talking about it all of this week.

What I love about this book is how gutsy it is. Allis isn't afraid to give solid, concrete numbers and strategies based on his own experience with building multiple companies to over a million a year in sales (at the ripe ol' age of 23). Love it, hate it, agree or disagree, the numbers are there.

For example: He advises to use your target key word 5 times on your homepage. No airy fairy number there. A solid 5 times.

I expect that this book is going to instigate discussion and force some "experts" to put their own numbers on the line.

And that is a very good thing for those of us working on our own start ups.

Most of us know about Netflix. Customers borrow DVD's, get them via the mail, keep them for however long they wish and then return them, all for one fee.

If this is a viable business for movies, then why can't it apply to other goods or services? Why indeed?

I heard on the radio that a group of Mom's have started a toy lending company. For a fee, you borrow a specific toy (all sanitized and checked for lead and other safety concerns), the child plays with it, and then when junior gets bored of the toy (as kids tend to do), you return it for a new toy. No need for time consuming yard sales. No need to fill the basement or garage. Off it goes.

What about applying this to sporting equipment? The very seasonal golfer (and with the States being so large, it is always golfing season somewhere)? Or how about formal dresses (the wear once variety)? Or décor items (to change up the house a bit)? The possibilities are endless (up to your research to figure out the market potential or profitability).

Really makes you think, doesn't it?

Right now, Valentine's Day merchandise is on sale. You might be saying "So what? What do I need that stuff for?"

The hubby and I have an anniversary in March (15 years together, 10 of those married) so anything without Valentine's Day on it can be used for that special day (including, doing the happy dance, chocolate in those cute little heart boxes). But what if you didn't meet your SO in the spring time?

Then think about the other special occasions. Lets take wrapping paper as an example.

The plain red can be stored and then used for Christmas. Or if you've got international flare (or married to an Asian fella like hhhmmm… some bloggers you might know), red is good luck in most Asian countries. I saw one present wrapped in red with a gold bow and gold chopsticks that was simply too pretty to unwrap (tangent alert but those cute little Chinese food takeaway boxes make beautiful gift boxes).

Anything with plain pink is great for baby showers (combine with a blue bow if you're unsure of the sex).

White or any heart themed paper is wonderful for wedding showers and gifts.

Moving on to candy (bet you knew we'd get back to that). This year, in the candy aisle, we had those green M&M's for Valentine's Day (the new color of love or so they say). Some of my girlfriends are hoarding them for St. Patrick's Day. They plan to make green cupcakes (my Mom used to start our St. Patty's Day off with green milk) and use these M&M's to top them. Perfect for sending with the kiddies to school or for bringing to work.

I don't know about you but I prefer to be liked. I think most of us do. Especially if we're female. But unfortunately (or fortunately) being liked by everyone (an impossible goal) isn't conducive to success.

One of my writing buddies recently had her first novel published (my first, Breach Of Trust, is coming out in May – yikes! Some day I'll have to tell you all about that experience.). She got some great, great reviews. Reviews that glowed, that screamed "this is one for the keeper shelf." Heady, reaffirming stuff.

Unfortunately, she got a few stinkers too. Why? I don't know. Maybe the reviewer was simply in a bad mood (had a puking child at home or was just ripped a new one by his boss). Maybe the book simply wasn't her cup of tea. Maybe the reviewer was trying to get attention by being contrary to the other superb reviews (we all know people who play that game). It doesn't matter. The bad reviews happened.

Now my author buddy is rethinking everything. Was that first book too angry (You want to see an angry romance? Wait until my second novel, Invisible, comes out.)? Were the love scenes too graphic? Was it too long? Was…

Honey, get over it. No matter what you do, you won't please everyone. And you don't want to please everyone. As Robin Sharma says in Greatness Guide Book 2 "Businesses that try to be all things to all people end up being nothing to anyone. You need to stand for something. You need to play ferociously. Passionately. Emotionally. To get to world class. Or don't play at all."

Ironically, I know people who can't stand Robin Sharma's books either. Why? Because to be world class, you are going to exclude someone.

Last week, Debbie from http://www.creditorweb.com/ was helping me lighten my purse by suggesting I pare down the credit cards to... gasp... one. I'll be honest, I reduced the number of cards but didn't bring it down to the solo piece of plastic.

Which cards did I axe? The store credit cards (I tend to get them for the discount and then cancel them afterwards).

Here are Debbie's thoughts on store credit cards...

"Stay far away from store credit cards! Almost all of them will have very high interest rates. They'll entice you with a 10-20% off "today's order" special in an effort to get you to apply for their card when you're making a purchase, but unless you never carry a balance on the credit card from one month to the next, you're going to pay more than that in interest within just a few months on a store credit card."

I don't carry credit card balances so the interest rates on store credit cards don't worry me. I AM a bit concerned about the security of data. It seems that store credit cards hit the news as being "at risk" more often than other cards.

While I was talking with Debbie, I asked her what the number one mistake she felt people made with credit cards.

"People tend to forget that you have to find a way to pay for the purchases made with credit cards at the end of the month. The best way to use a credit card is to make purchases throughout the month and then pay the balance in full at the end of the month- to avoid carrying a balance but if people were all able to do that- chances are we'd all buy in cash rather than use a credit card to begin with! It's very easy to overspend with a credit card, and I think that's the biggest mistake- simply buying more than we can afford."

Too true. It is so easy to lose track of spending with credit cards. That is why for the small purchases (like grocery shopping), I use cash.

I'm a bit of a softie for long shot stories, ladies that took a risk and had it pay off. Maybe because my whole life has been a serious of long shots (nothing makes you work harder than being the underdog). So when I heard about American Title Finalist Helen Scott Taylor, I simply had to interview her.

Why was her finalling a long shot? Not for lack of talent. I'll let her explain.

"I nearly didn’t enter American Title because I thought I wouldn’t be eligible, as I don’t live in America. A friend told me to enter anyway as I had nothing to lose. Now I’m in the final round with a chance to win a publishing contract for my story The Magic Knot."

What has been the payoff for her thus far?

"I’ve gone through a promotional baptism of fire. A bit uncomfortable moving so far out of my comfort zone, but it has stretched me to learn to promote myself and put myself out there in a way I’d never have dreamed of doing before. I’m even being interviewed on live radio by the BBC next week. Before American Title that was a ‘not in my wildest dreams’ scenario."

Awesome attitude, Helen. Just finished Robin Sharma's Greatness Guide Book 2 and he's a big fan of stretching. One of my fave passages was "Eventually someone's going to do what you dream of doing. Why not you?" Why not, indeed.

How does she keep her supporters excited during the long, long voting process (similar to American Idol, there are rounds of voting)?

"I thought people would get jaded with the whole thing after about the third vote, but people have been wonderfully supportive and enthusiastic. The opposite has been true. My supporters have become more excited as I’ve progressed through the rounds. I want people to know how much I value the vote of each and every person. Without the wonderful friends, and a large number of Romantic Times readers, who’ve voted for me, I wouldn’t have made it through to the final two.

Voting on the fifth and final round, best romantic/love scene, runs from February 18th to March 2nd. Please check out the two final entries and vote for the one you like best—and if you chose my entry The Magic Knot—thank you very much for your support!"

To vote go to www.romantictimes.com/news_amtitle3.php .

Angela was telling me about Mint.com's great new contest and I knew you might be interested. I sure was. For a number of reasons... the odds of winning are pretty darn good (with it being a newer site and all), I have a few holiday bills (paid off already of course, I hope yours are also), and because being a marketing bunny, I thought the promo was clever.

Before I yap on, here are the details Angela sent me...

Mint's Holiday Spending Hangover Contest

Mint wants to pay off your holiday bills! Tell Mint your holiday debt-ache story in video or written words and we'll pay up to $5,000 of your holiday credit card debt plus free credit counseling! Play up the drama, originality, and humor because viewers/readers determine if you qualify to win. Get friends and family to rate your video/story to increase your chances of winning. Visit http://www.mint.com for more information.

The contest is now live and ends March 15, 2008. Two grand prize winners will be awarded on April 1, 2008 - one for the best video and one for the best story. The contest is open to persons 18 years and older in all 50 United States. You do not need to be a Mint customer to enter the
contest. Multiple entries are welcome, as long you use a unique email addresses for each entry. Please read all rules and regulations before entering.

As a marketer, I like the multiple ways to enter, the post holiday focus (usually wide open for media coverage), and that it is open to everyone, not only Mint customers (reinforcing Mint's education for all positioning).

There are so many great tips in MyGroceryDeals.com's eBook that it is difficult to choose a final segment. The section on coupons is slammin' but then I'm way too disorganized for coupons (I have a lot of paper floating around as is). Serious grocery savers keep a pricebook (great run through of that process also).

Since it is just the hubby and me at our house, our fave way to save on groceries is to stretch leftovers. Not only does it save money but it saves time.

Both of us being at a certain level and working in offices attend a lot of meetings. Many of these meetings happen over lunch (or even, sigh, dinner). To avoid the disaster of ordering too little for lunch (hungry execs are bad news), assistants often order too much. At the end of the day, this excess, if not eaten, gets tossed in the garbage (most cleaning staff can get fired for eating the extras, unfortunately).

So what we do is take it home. Now, you're saying "Ugghh, the same thing for lunch AND dinner?" Well, no, because we switch off. The hubby gets my lunch leftovers and I get his. We also do this with restaurant meals (they are SO massive) and any party leftovers (freezing the excess in single serve containers for homemade microwave meals). My in-laws don't eat leftovers so we get a good selection from there also.

A girlfriend was teasing me about my leftover cuisine, thinking I was nickel and diming UNTIL I told her that we saved thousands of dollars in food costs this way, enough for a one week cruise for two in the Caribbean. Those nickels and dimes add up (not to mention the time, coming home from work and not having to think about dinner).

For more great tips, check out MyGroceryDeals.com.

I walked by the Valentine's Day displays in Wal-mart a couple days ago and got a icky feeling. Sure, I love my chocolates as much (or more) as the next girl but my hubby grabbing something off those display racks is so… impersonal. And expensive.

I started thinking about past Valentine's Days and the presents I liked the best. Interestingly enough, the number one romantico (as one of my buddies calls it) item on the list didn't cost an additional cent.

The hubby knows I love romance novels. He also knows that because the libraries don't catalogue their paperback romance novels by title, I can't order them from the different city branches. I have to go to each branch and look at their selection.

So one Valentine's Day, the hubby drives to one of the big library branches across town. My big, tough, manly man spends hours in the romance section, reading the backs of the novels, looking for books he thinks I'll like (he knows I like Regency romances but what about time travel romances that go back to the Regency period?). Then he goes through the check out process with the librarian sorting through those stacks of romance novels (waiting in line NOT being my hubby's strong suit). He did all that for me… and I cried when I found out.

Cost? Not one additional cent (above our taxes). Impact? More than a thousand red roses.

Today, I'll be making my hubby a shrimp dinner. We don't normally buy shrimp for a couple reasons. The practical one being that it is costly. The real reason being that the chef (i.e. me) doesn't like shrimp (I'll eat it if I'm starving but then, I'd eat grass if I was starving). But today, I'll make it because he loves shrimp.

Yahoo Finances has 10 other inexpensive Valentine's Day ideas.

I do like my pretty things and some of those pretty things include art, original paintings and sculptures. They aren't inexpensive but are they a wise investment?

As there are indices for stocks, there is also an index for art. The Mei Moses Fine Art Index takes the original selling prices for established artists' pieces and compares them to current selling prices, deriving a return on investment. Over the past 50 years, this return has been north of 10% annually. Impressive.

Or is it?

In my opinion, this is the equivalent of looking at the return on Microsoft stock based on a pre-IPO price or the cost of Bill Gates' 1975 startup. In hindsight, Microsoft was a great bet but thousands of Microsoft-like startups didn't make it off the ground.

Our startup artists haven't made it off the ground either.

The hubby and I are fairly new collectors (the past 10 years). We buy directly from the artists (to support the artists, as with companies and the stock market, artists don't make anything from the resale market). We tend to buy new artists. We love the paintings, we're proud to own them but thus far, our financial return has been negative (for some, I'd be lucky to get the value of the frame back).

As with stocks, art lovers are more likely to get a positive return from the established artists (the blue chips) than the up and comers (the penny stocks). The likelihood of a big return goes up with knowledge and savvy also. But for the hubby and I, we look at art as an indulgence rather than an investment.

The strap on my purse is threatening to break so I went on a lightening binge. Turns out that most of the weight was from my wallet and it sure wasn’t the dollar bills causing the problem. Nope, it was cards. So I was wondering… how many credit cards should a person have?

I asked Debbie from http://www.creditorweb.com/ for her input.

This was her reply.

“Personally, I think you only need one credit card. I know some people
will say you don't need any at all, and other people will say you need a wallet full- with one credit card that's used for travel and another one that's used for gas rewards, etc. I think one good credit card is all anyone really needs. By "good", I mean a card with a reasonable interest rate.

If you are careful, a rewards credit card can give you some benefits over non-rewards credit cards, but you need to fully understand how the program works, what fees are involved, and be disciplined enough to keep your balance paid in full each month to really gain any rewards on most credit cards.

I do think you need at least one though, because it is becoming increasingly harder to do anything without one. Try booking your next flight without a credit card, making a hotel reservation, or getting a cell phone!”

Crikey, one credit card? I was thinking three for personal (Mastercard ‘cause of the purchase protection, Amex ‘cause that’s what Costco takes, Visa ‘cause of the rewards) and one for business (gotta have that business card, keeps the expenses separate and the tax man happy).

Then there are my store cards. Debbie will hold my hand through that discussion next week.

We’ve all heard the story about the person who found a fifty cent item at a yard sale and turned it into thousands of dollars on eBay (like those groaners on Antique Roadshow where some sweet ol’ grandma sold a Picasso for the equivalent of a cup of coffee).

The thing is… in my neighborhood, the yard sales are pretty picked over (especially by the time I get up – which isn’t early). The sellers are savvy. The professional buyers show up the night before. Challenging for the amateur.

So what’s a girl to do?

Look somewhere else. S, one of our regular readers (in the future, I’ll be picking S’s brain about buying discounted paper), suggests looking at self-storage unit sales.

You see, some people put their things in self-storage and then never take them back out again. Perhaps they’re out of the country for good (like my newly married sister is – did I mention that I changed her diapers? Sigh…). They stop paying for the rental space, three or four months pass, and then…

Their items get auctioned off.

Think of what people pay for storage for. The contents are either sentimental (not a buy and many self storage operators don’t sell items like photographs and letters) or semi-valuable.

How to find self-storage auctions? There are sites and newsletters (Google for your area) but it is probably just as easy to phone up or drop by your local self-storage businesses.

Being a meatasaurus (unfortunately, I have tried going veggie a few times but since we mostly eat leftovers from the in-laws, that is challenging), a big part of our food budget goes to buying meat.

Luckily MyGroceryDeals.com's eBook has a whole section with their readers' best tips on saving money buying meat.

One of the tips I use is to buy roasts (while on sale) and then cutting them into different sizes. Not only do I save money per pound but I also save time by doing so upfront work. I'll slice some of the roast into small strips for stirfries. Some into steaks for the BBQ (I'll put the marinade on them right away, also saving time). Some into chunks for stew. I'll then freeze them in freezer bags for future use.

Because I'm lazy and only grocery shop every so often, I freeze most of my meat buys. That means that I can happily buy last day of sale discounts. These "aged" meats are for using that day or freezing (when in doubt, freeze it). I always put them in freezer bags (saves any mess in the freezer and helps prevent freezer burn). I divide up any family sized packages (with family sized discounts).

I also debone chicken right away. I'll buy chicken breasts with bone in and debone it myself. The bone will be used for chicken stock ('cause I'm still on my soup diet) and the meat for other meals.

Once again, I haven't even put a dint in the eBook suggestions. Visit http://www.mygrocerydeals.com/index.cfm?fuseaction=site.dspShoppingTips for more.

Forbes recently had an excellent interview with 91 year old Walter Schloss. Schloss is a former money manager and was dubbed by Warren Buffett as a "superinvestor". The reason why? Because he is.

What is Schloss' method to picking stocks?

"Most people say, 'What is it going to earn next year?' I focus on assets. If you don't have a lot of debt, it's worth something."

As the interviewer states "Schloss screens for companies ideally trading at discounts to book value, with no or low debt, and managements that own enough company stock to make them want to do the right thing by shareholders. If he likes what he sees, he buys a little and calls the company for financial statements and proxies. He reads these documents, paying special attention to footnotes. One question he tries to answer from the numbers: Is management honest (meaning not overly greedy)? That matters to him more than smarts."

That's it. No talking to management. Schloss lets the financials talk for themselves. And financials are available to everyone, you, me, the regular joe.

He also isn't tech savvy, doing his investing the old fashioned way, using the hard copies of Value Line, a stock information service.

I was reading Brian Tracy’s Million Dollar Habits (the eBook version is free with a eNewsletter sign up – the eNewsletters are free to receive also, they do contain advertising but the quality content more than offsets) this morning. Tracy is a big fan of resetting everything to zero. Forgetting the past and looking at the future with new eyes.

Great advice for our investment portfolios.

I have this one stock in my fun portfolio. It was a speculation buy (i.e. I didn’t do my research and got caught up in hype). I bought it at $1.50. I saw it go down to $1.00. I looked at it and thought “Why did I buy this? It is a dog. I should sell.”

I didn’t sell.

Why? Because I paid $1.50 for it (I didn’t buy much thankfully). Did the market care that I paid $1.50 for it? Nope. It went down to $0.40.

I should have, if I was thinking rationally, looked at the stock while it was at $1 and asked myself “Would I buy it at $1?” If the answer was no (and it was), I should have sold it. The $1.50 was gone (likely never to return).

So I asked that now. “Would I buy this stock at $0.40?” And the answer is… likely. I think its worth $0.40. $1, no. $0.40, yes.

That is why I tend to look at current yields instead of what I purchased the stock at. If the percent yield has went down substantially because the share price has gone up, it is reminder to consider cashing out. If I can find a comparable company with a higher yield than that tells me that either my stock is overpriced or the comparable stock is underpriced. Either way, I’ll consider making the move.

I was on a financial board and there was a rather harsh discussion about the different gurus. Rich Dad Robert Kiyosaki was full of garbage. Suze Orman was a hypocrite. David Bach only wants to sell books.

Maybe.

But looking back at my mentors over the years, I can’t find a single one who was perfect in all aspects of life. Heck, I can’t find one perfect in their chosen field.

Why?

Because they’re human and humans make mistakes. They’ll say something stupid (I say something completely stupid every day, comes with talking a lot). They’ll give advice and then change their mind when they get more information. They’ll say one thing and do another (like me, I’ll say chocolate is bad for me while I’m eating a big slab of Cadbury milk chocolate).

Does that mean I discount all of what they have to say? No. That would be foolish (throwing the baby out with the bath water as my Mom says). They got to be top of their game because they’re good at something. People listen to them because they have something of value to say.

For example: I hear a lot of people criticize Suze Orman… until she starts talking about insurance. Then folks shut up and listen. Because the woman knows insurance. She knows it front and back. To not listen to her advice on insurance because she thinks you should cut up your credit cards is silly.

Take what you need from them. Confirm that it is true (for you). Then discard the rest. (That goes for any books I reco too).

Okay, this isn't about more money for yourself. Although if the young entrepreneur lives in your family, it could be more money for your household. So why did I include it in More Money Mondays? Because it benefits everyone and that could include your future self.

On Friday, we had a big snowstorm. Bright and early Saturday morning, we get a knock on the door. There's a big, burly kid (I'd say around 14 years old) standing on our steps with a shovel in his hand. He takes a deep breath (not looking at me directly) and says that for x dollars, he'll shovel our driveway.

Now, I don't really need my driveway shoveled. I have a hubby on a fitness kick itching to do it himself (he says it strengthens the core, whatever that means). But I know that knocking on doors takes a lot of guts. I also admired his initiative, coming up with this mini business. So I say yes.

A half hour later, he is knocking on my door again for payment (he did a great job). I ask him if he had a lot of clients this morning. He looked discouraged and said that no, most people said no. I smile and say "Well, this yes earned you in a half hour what it would take all morning to make at McDonald's." His eyes perked up and he grinned.

And he walked to my neighbor's house to knock on another door.

What just happened? An entrepreneur was born.

If he knocked on your door, would you have said yes?

There is nothing that I love better than a FREE eBook on how to save money. That is exactly what http://www.mygrocerydeals.com is offering. They've compiled the best tips from their very savvy readers into a comprehensive eBook (also available on their site).

There are so many tips that the next three weeks, I'll be featuring this site on Frugal Fridays. Honestly, I could feature this site for the next year of Frugal Fridays but all this talk about food shopping isn't going to be great for my weight reduction plan (still working, still hanging out in the food aisles).

Shopping alone is a guaranteed bill reducer (I also use a basket, rather than a cart). Shopping with my hubby results in at least one pie in the cart, usually apple, sometimes cherry.

Because of the package size switch-a-roo that I, myself, used to do while in product development (make the package tall and narrow and shoppers think they're getting more), I am very wary about the cost per ounce. Most of my grocery stores are great at displaying them on the shelf tag.

Also those 2 for 1 deals? You don't normally have to get 2 to get the same price. As for store card deals, many cashiers will let you get the deal without one. If they ask you for a phone number (especially with the key punch), try the local area code with 555-5555 (having traveled a lot, that normally works).

Oh, jeepers, I haven't even started in on the section on shopping strategies (so many good ones). Check out http://www.mygrocerydeals.com/index.cfm?fuseaction=site.dspShoppingTips for more.