Valuetainment

00:00:00.000 All right, we're going to talk about 10 different signs that you're afraid to lead, not whether

00:00:04.180 you're ready to lead or not, because you're never fully going to be ready, but 10 signs

00:00:07.580 that you're actually afraid of leading.

00:00:18.220 Okay, so fear number one, you are afraid of making a decision that the sole responsibility

00:00:24.200 could end up being on you.

00:00:25.920 So you're always wishy-washy with a decision.

00:00:28.180 And God forbid if it's your decision that possibly goes wrong.

00:00:32.580 Here's the reality of it.

00:00:33.520 As a leader, the shot caller, you have to call shots.

00:00:36.980 It doesn't mean all your shots are going to be good or bad, but your team's going to respect

00:00:41.020 the fact that you called the shot, you executed, and you took the responsibility, and you're

00:00:45.760 okay with that.

00:00:46.660 Eventually, your percentage of making better decisions will go higher.

00:00:51.080 But if you're afraid of actually calling the shot and your decisions could be a bad decision,

00:00:55.760 you're always afraid of that, you're never going to be leading a big crowd.

00:00:58.880 Sign number two, you tell a different story, meaning you spin the story a little bit of

00:01:02.580 what actually happened.

00:01:03.360 So for example, your boss is going to ask you, your CEO is going to ask you, yeah, we

00:01:06.720 need you to go do X, Y, Z, and have this conversation with the client or this employee that's reporting

00:01:10.300 to you or this vendor or this partner.

00:01:11.980 And you go in and you don't say anything that you were supposed to do.

00:01:16.040 And you actually took the side of the vendor or the customer.

00:01:19.840 You're like, yeah, I agree with, well, you know how it is sometimes when you're dealing with

00:01:23.220 them, they're kind of tough to work with, trust me, I see it as well myself, and you

00:01:26.660 know, so I understand why you guys are so upset.

00:01:28.860 I'm also upset sometimes when I deal with them, and you're not the only person, other

00:01:31.920 people are also upset, but let me go back to talk to them.

00:01:34.340 Then you come and you say, so let me tell you what I told them.

00:01:36.580 I told them this, and I said, if you don't do this, we may not do business with you.

00:01:40.240 Oh, wow, what an impressive, you know, person that you're going out there.

00:01:43.000 But you spun the story, because you were worried of having the real conversation, and you're

00:01:47.320 like the guy that said, I went in there, I got into a fight, dad, you'd be so proud.

00:01:50.560 But that's not what happened, you got a black eye, and you came back, and they won, and

00:01:54.240 you lost, because you were afraid of actually telling the real story, so the person you're

00:01:57.580 reporting to can give you feedback, so you can improve.

00:01:59.540 A sign that you're afraid to lead.

00:02:01.660 Sign number three, you are too concerned to please everybody in your life.

00:02:05.880 Let me explain.

00:02:06.660 So, to me, in business relationships, you have three different dynamics, okay?

00:02:10.840 You have a dynamic of those above you, you have the dynamic of people at the same level

00:02:14.960 as you, and you have the dynamic of people below you that report to you.

00:02:18.200 Too often, people that are too concerned about pleasing everybody, they are good with the

00:02:22.400 people that report to them.

00:02:23.600 They're good with co-workers, but they're not good up here.

00:02:26.260 And that's a sign that you're never going to end up being here, because you don't have

00:02:29.500 the understanding of where these guys are at.

00:02:31.120 So, rather than saying, well, you know, if there's a score, we all please people, by

00:02:34.660 the way.

00:02:34.800 I want to please you, you want to please me, you want to please your wife, your husband,

00:02:38.160 your parents, your kids, everybody.

00:02:40.020 But if the goal is to please 100% of the time, you're not a leader.

00:02:42.700 Those relationship dynamics are different.

00:02:45.000 Sometimes, instead of saying, well, yeah, you know what, you really didn't do your thing.

00:02:49.400 This is the seventh time you were late.

00:02:50.640 You're always late.

00:02:51.440 Everybody in the company knows you have a reputation for being late.

00:02:53.720 You keep saying you're going to improve there, and you don't.

00:02:55.660 Versus, wink, wink, don't worry about it.

00:02:57.040 I know you live late.

00:02:57.780 You live far from here.

00:02:58.620 You're always late.

00:02:59.320 I got your back.

00:03:00.100 Don't worry about it.

00:03:00.660 You just undermine the person that is saying, we got to raise your standards.

00:03:03.740 Hey, the budget.

00:03:04.840 Look, you've gone above the budget by $73,000.

00:03:07.420 This was your budget.

00:03:08.320 Hey, don't worry about it.

00:03:09.320 I got this.

00:03:09.840 Listen, everybody's above budget, and no one's hitting their budget numbers.

00:03:12.120 Don't worry about it.

00:03:12.620 We think it's going to be okay.

00:03:13.780 That's kind of like stealing money from the company because you're afraid of telling people,

00:03:17.180 get your budget together.

00:03:18.180 Or your co-workers, oh, hey, how you doing?

00:03:19.820 And everything good?

00:03:20.560 You know, everything good?

00:03:21.340 Oh, yeah, man.

00:03:21.880 He's tough to work with or she's tough to work with. 0.95

00:03:23.720 Instead of saying, hey, they're bitching about the boss, and you are the leader, and

00:03:27.440 you say, I'm sorry, man.

00:03:28.360 I don't feel the way you do.

00:03:29.260 I think that guy's got a very hard job and a hard responsibility.

00:03:31.880 To be him is a lot of pressure.

00:03:33.160 I don't want his job, and he's doing his best, and I think we got to have his back a little

00:03:35.940 bit more.

00:03:36.280 Quite frankly, you don't have his back all the time.

00:03:37.800 You're not that person because you want everybody as your co-worker to like you.

00:03:41.120 That's a sign you're afraid of leading.

00:03:44.240 Point number four, this one's going to be tough.

00:03:45.660 You ready?

00:03:46.140 When issues are your responsibility, say you've got five direct reports or five customers

00:03:50.400 or five projects you're managing, three projects you're managing, and a conflict comes out.

00:03:54.160 Rather than it getting stuck right there or it getting addressed with you and no longer

00:04:00.000 coming up again, you create work for four other people.

00:04:03.220 Meaning, yeah, well, listen, you know, Patrick said no.

00:04:06.040 This is on Patrick's calling.

00:04:07.360 It's not my call.

00:04:08.040 It's his call.

00:04:08.680 Oh, because those people said no or these people said no.

00:04:11.360 So now that customer is going to say, let me talk to this person.

00:04:14.380 Let me talk to that person.

00:04:15.360 Let me talk to this person.

00:04:16.400 Your job of handling that, you could have squashed it right there.

00:04:19.140 You just got three additional people that have to do a 90-minute Zoom with that same individual,

00:04:23.380 and you cost a lot of money for the company and a waste of time because you're afraid to lead

00:04:28.000 and manage that issue and lead it right there.

00:04:30.180 We have a person in the company, in my insurance company, Tikrin.

00:04:32.780 Becky, I'm going to give him a quick shout-out.

00:04:34.140 This guy is extremely good at leading and processing the issue there so it never rolls up.

00:04:40.280 And it gets solved.

00:04:41.420 Not like it's kind of like brushed aside and, oh, so why are you complaining?

00:04:45.720 No, he addresses it.

00:04:47.100 They process it.

00:04:48.020 And he handles it, and it doesn't roll up to me.

00:04:50.160 It used to be a time 10 years ago where 7 out of 10 would roll up to me.

00:04:54.800 Then it went to 5 out of 10.

00:04:56.300 Then 3 out of 10.

00:04:57.320 Now it's 1 out of 10 because it's a crisis, and I have to be a part of it.

00:05:00.060 But that's a sign of somebody that is not afraid of leading because he processed the issue right there,

00:05:05.420 and it's addressed, and we move on.

00:05:07.360 Another sign you're afraid of leading.

00:05:08.620 You want to take credit for all the great ideas or the work that people on your team do to you,

00:05:12.860 and then you say, well, I came up with that.

00:05:14.720 I came up with this.

00:05:15.440 We had a person that we were working with many, many years ago.

00:05:17.820 He would come to meetings, and he would present an idea, and I'm like, oh, my God.

00:05:21.660 Those three ideas.

00:05:22.420 Who came up with these ideas?

00:05:23.520 He says, oh, I came up with all these ideas myself.

00:05:25.100 I'm like, that's freaking incredible.

00:05:26.980 So every week, he's coming up with these ideas. 0.59

00:05:29.200 I'm like, wow, this is sick.

00:05:31.000 This guy's a solid guy.

00:05:32.880 Let me tell you what happened.

00:05:33.880 All of a sudden, one of the guys, one of the ideas I said no to, I'm walking out,

00:05:39.520 and one of our employees comes and says, hey, Pat, can I ask you a question?

00:05:42.020 Yeah.

00:05:42.340 One of the ideas I put a lot of time into, and I heard you rejected the idea.

00:05:46.060 I want to find out why.

00:05:46.880 I'm like, what's that?

00:05:47.820 The idea was about that.

00:05:49.040 I'm not going to say the idea.

00:05:50.320 This is the idea.

00:05:51.100 I'm like, that was your idea?

00:05:52.160 Yeah.

00:05:52.500 Huh.

00:05:53.340 Okay.

00:05:53.960 Good idea.

00:05:54.480 Let me think about it.

00:05:55.280 I didn't throw the other guy under the bus, but I kept it here.

00:05:57.300 Two weeks later, another person told me about an idea that I gave to this person.

00:06:01.220 So one day, I had the meeting.

00:06:02.340 Because I'm not afraid of conflict, I addressed it with this person, and I said, hey, question

00:06:05.240 for you.

00:06:05.780 Who came up with that idea?

00:06:06.820 I came up with the idea.

00:06:07.760 Who came up with this idea?

00:06:08.580 I came up with the idea.

00:06:09.620 You sure Johnny didn't come up with the idea?

00:06:12.660 You sure the other one, Larry, didn't come up with the idea?

00:06:14.820 So I'm curious, why do you take credit for the ideas that others came up with?

00:06:19.500 What's the, you realize that's a sign of a person that's not ready to be a leader.

00:06:23.180 You can give credit.

00:06:24.220 It's not like you're going to get in trouble.

00:06:25.560 If somebody's a true leader, they'll say something like, let me tell you, Larry came

00:06:29.580 up with an incredible idea that I think we ought to consider.

00:06:32.100 He said, what do you think about this?

00:06:35.320 I think it's a great idea.

00:06:36.020 Wow, that's good.

00:06:36.660 Now I know how humble you are, how confident you are, how comfortable you are in your own

00:06:40.500 skin.

00:06:41.020 You're ready to lead at the next level because you're about building people.

00:06:44.600 That's very hard to find.

00:06:45.620 So this next one, it's a fear to lead.

00:06:48.240 You know what it is?

00:06:49.460 Deflecting blame rather than saying, you know what?

00:06:51.680 This was on me.

00:06:52.300 I screwed up here.

00:06:53.240 This was our fault.

00:06:53.980 No, it was that person's fault.

00:06:55.620 It was this person's fault.

00:06:56.520 You know what my favorite is?

00:06:57.360 It's the equipment's fault.

00:06:58.820 The equipment can't do nothing about it.

00:07:00.260 It's the equipment's fault.

00:07:01.400 So now what do I need to do?

00:07:02.380 Call the equipment and chew out the equipment.

00:07:04.600 Hey, Mr. Equipment, shame on you for what you did.

00:07:07.720 I can't talk to the equipment.

00:07:09.180 Someone has to take responsibility.

00:07:11.580 None of us like to take the blame because it's not an exciting thing to say.

00:07:15.780 But you know who takes responsibility and moves on?

00:07:18.460 Leaders take responsibility and improve.

00:07:20.560 Remember, none of us like it.

00:07:22.560 And we've all been in a position where we didn't want to take it.

00:07:25.520 And both you and I know that's not a sign of a leader.

00:07:28.140 So if you don't do that, it's another sign.

00:07:31.360 You fear leading by not taking full responsibility.

00:07:35.200 Next fear.

00:07:35.900 This is an obvious one.

00:07:36.800 I already talked about it earlier, fear of conflict.

00:07:38.900 You need to have a very high-level conversation with somebody.

00:07:41.820 You delay for one day.

00:07:42.780 You delay for two days.

00:07:43.820 You delay for three days, four days, five days.

00:07:45.680 Boom, we lost the client.

00:07:46.780 There needs to be a high-level conversation of conflict with somebody.

00:07:50.720 Client.

00:07:51.200 You know, they're not happy with this thing.

00:07:52.360 They don't understand the product.

00:07:53.260 Okay, I'm going to call them.

00:07:54.100 I'm going to call them.

00:07:54.660 I'll call them tomorrow.

00:07:55.680 I'll call them the next day.

00:07:56.500 They cancel.

00:07:57.040 You have an issue with a partner, with a vendor.

00:07:58.740 You have to have a conversation with somebody that keeps doing the same thing over and over again.

00:08:02.400 Expenses, costs, late, not hitting their deadline, not finishing their project, making comments at work that you've told them to stop doing that.

00:08:09.540 Any of this stuff, they keep doing it.

00:08:11.680 You just don't want to address it with them because you're worried.

00:08:13.700 I've ran a sales team for a long time.

00:08:15.340 Hygiene.

00:08:15.920 We had people in our office that had hygiene issues. 1.00

00:08:18.520 Nobody wanted to have the conversation.

00:08:20.140 You know what was one of the ways that I always engage if somebody was a leader?

00:08:22.840 The person that knew how to have the conversation and do it in a proper way, which is my next point.

00:08:27.320 I always knew that person was somebody that could eventually be a leader.

00:08:30.500 And everybody else, I was like, can you go tell him he smells?

00:08:32.520 Can you go tell him?

00:08:33.140 Can you go tell him?

00:08:33.740 Can you go tell him?

00:08:34.340 And we had these couple people.

00:08:35.720 They would come in. 0.70

00:08:36.700 It was an art.

00:08:38.240 What a weird way to get somebody ready to be a leader.

00:08:40.620 They'd say, hey, Johnny, can I talk to you?

00:08:41.760 Yeah.

00:08:42.180 Johnny, you know everyone loves you here.

00:08:43.540 Yes.

00:08:44.060 Can I be honest with you?

00:08:44.940 Yes.

00:08:45.340 It's uncomfortable.

00:08:46.320 You're okay with this?

00:08:47.380 Yes.

00:08:47.840 You sure?

00:08:48.600 I have your permission.

00:08:49.480 Yes.

00:08:49.880 How often do you brush your teeth?

00:08:51.300 What do you mean?

00:08:52.140 My breath smells?

00:08:53.500 Yes, it does.

00:08:54.880 And I'm only telling you this because when it comes down to sales, if a customer has to smell something,

00:09:00.040 they're going to figure out a way to cancel deployment as much as possible.

00:09:02.520 And your closing ratio needs a little bit of help.

00:09:04.840 And we've heard from some people.

00:09:06.080 How often you shower?

00:09:07.280 What do you use?

00:09:08.240 What stick do you use?

00:09:09.280 What do you use with this?

00:09:10.200 What do you use with that?

00:09:10.740 And then we bring a gift.

00:09:11.820 So here's what I use.

00:09:12.960 First one is on me.

00:09:14.280 Second one is on you.

00:09:15.320 Can we kind of work on this together, you and I, and we keep this our little project to work on?

00:09:19.340 Yes.

00:09:19.800 Fantastic.

00:09:20.480 Awesome.

00:09:20.760 Great.

00:09:21.320 Then obviously I'm giving you like a faster version of how it actually takes place.

00:09:25.780 Next thing you know, the next day, do you know that person?

00:09:27.800 If you do it in a gentle way, that person comes to you and says, hey, just to let you know,

00:09:30.800 how do I smell?

00:09:31.660 And it was always funny.

00:09:32.660 I'm like, dude, you smell good.

00:09:35.040 He says, look, watch this.

00:09:36.180 I'm like, dude, you smell good, dog.

00:09:38.580 Let's go close some. 0.99

00:09:39.800 You're freaking sick. 0.85

00:09:40.640 That's awesome. 0.91

00:09:41.200 That person is ready to lead because they're able to have difficult conversations.

00:09:44.900 So some of you are watching and saying, you know what?

00:09:47.200 I got seven people that smell bad.

00:09:48.580 I'm going to go talk to them today.

00:09:49.640 The point is stop being afraid of having conversations that could lead to a conflict.

00:09:56.880 Leaders are not afraid.

00:09:58.960 The next one, a fear that many have.

00:10:01.200 You ready?

00:10:01.920 You know why people fear having a conflict?

00:10:03.840 Because they think it's going to get ugly and it's going to get nasty and it's going

00:10:07.460 to get screaming, all this other stuff.

00:10:08.980 The only reason that should happen is because of one thing, and that's the approach.

00:10:13.060 We're at the cigar lounge the other day at the boardroom.

00:10:15.380 We finished up the cigar.

00:10:16.680 We're having our first cigar.

00:10:18.140 We're breaking.

00:10:18.540 We're having a great conversation at night.

00:10:19.920 One of the players, absolute stud of a guy, Haas says, which topic should you avoid

00:10:24.980 bringing up when you're working with people?

00:10:26.860 Any subjects that you avoid?

00:10:28.180 I said, you know, it's crazy.

00:10:29.160 We're always been told.

00:10:29.800 Don't talk about religion, politics, all this other stuff.

00:10:32.000 I said, I never followed that philosophy because I'm interested in those things and I want

00:10:35.600 to know what people think because I don't have all the truth and I want to learn from

00:10:38.120 people.

00:10:38.540 I said, what I learned over the years, the problem isn't the subject.

00:10:41.500 The problem is the approach in which you address the subject.

00:10:44.460 Let me give a perfect scene of a movie for you.

00:10:46.300 There's a movie called The Roadhouse.

00:10:48.540 Roadhouse, the movie by one of my favorite actors of all time, Patrick Swayze.

00:10:52.620 There is a scene in the scene.

00:10:54.680 He's talking to all the security guards that they're running this bar.

00:10:57.960 And it's one of those old acting that was the like, it's a, it's such a like a fake

00:11:03.000 acting.

00:11:03.520 But anyway, it's just like fun to watch.

00:11:05.020 I watch this in so many times in the army and they're asking a question.

00:11:07.780 He says, you asked them to leave, but be nice.

00:11:10.720 Instead of me doing the acting, just watch this short clip here. 1.00

00:11:13.560 Somebody gets in your face and calls you a cocksucker. 0.99

00:11:16.480 I want you to be nice. 0.99

00:11:19.280 Okay.

00:11:21.820 Ask him to walk.

00:11:23.620 Be nice.

00:11:24.420 If you won't walk, walk him, but be nice.

00:11:28.020 If you can't walk him, one of the others will help you and you'll both be nice.

00:11:33.300 Very simple concept.

00:11:35.020 Address the conflict, but be nice and respectful.

00:11:38.060 Address the issue, but be nice.

00:11:40.180 That's how simple it is.

00:11:41.140 The only reason you fear conflict is because you're not being nice with your approach.

00:11:45.760 So point number nine is something all of us can work on.

00:11:49.020 All of us.

00:11:50.180 To ask before you assume.

00:11:51.720 So it's to be understanding.

00:11:53.120 Only way you can be understanding is by asking questions of what's going on.

00:11:57.320 Sometimes we don't have full context.

00:11:59.260 Sometimes we don't know what's going on in that person's personal life or their life or what they are dealing with.

00:12:04.020 This is why having a relationship with the individual is a good thing and asking questions.

00:12:07.380 How are things?

00:12:08.060 How are you doing?

00:12:08.620 What's going on?

00:12:09.280 Where are you at with this?

00:12:10.100 Where are you at with that?

00:12:10.820 And then they'll tell you.

00:12:11.660 And then you say, I've noticed certain trends lately that the numbers and the performance and the way you've been behaving is not what typically matches with your common consistent trend.

00:12:19.680 Has something changed?

00:12:20.540 Yeah, let me explain to you what's going on.

00:12:21.660 What's that?

00:12:22.040 And they're going to open up.

00:12:22.860 I'm going through a difficult time in my marriage.

00:12:24.420 My mom is sick.

00:12:25.240 I'm going through this.

00:12:26.040 Something I'm going through.

00:12:26.860 It's really tough.

00:12:27.500 No problem.

00:12:27.900 So show understanding.

00:12:29.800 And they say, I totally understand that you're going through this.

00:12:32.220 I'm so sorry you're going through this.

00:12:33.780 At the same time, we have a business to run and it's challenging.

00:12:37.460 What level of expectation can I have from you moving forward during this season of your life?

00:12:42.940 Pat, trust me.

00:12:44.560 I'm going to get back to what I'm doing.

00:12:45.900 I'm going to say, okay, great.

00:12:46.980 Or, Pat, I don't know.

00:12:48.320 Hey, how about we do this?

00:12:49.560 Do you want to take the next two days off?

00:12:51.100 Go spend time with your family.

00:12:52.380 Can I do that?

00:12:53.080 Go take PTO.

00:12:53.760 Do your thing.

00:12:54.280 Spend time with your family.

00:12:55.220 But when we come back on Monday, I want your best.

00:12:57.280 You have no idea how much I appreciate this.

00:12:58.720 Great.

00:12:58.980 No problem.

00:12:59.300 That's the part about having the conversation as long as you're asking what they're going through.

00:13:03.640 It is our job to be understanding.

00:13:05.420 And if you do that, you don't have to fear conflict.

00:13:09.320 Last point.

00:13:10.040 I'll make it for you.

00:13:10.840 Easy.

00:13:11.320 Not going to be long on this.

00:13:12.460 Everything is about you.

00:13:14.260 All the decisions you make is how it benefits you.

00:13:17.080 If you're a leader, the decisions have to be made with how it benefits the organization first.

00:13:23.220 Then you.

00:13:23.800 It's a team over me mentality.

00:13:26.040 Company over me mentality.

00:13:27.460 When you're running a company, who has to get the checks first?

00:13:30.660 Who has to get paid first?

00:13:31.880 Your supporting cast.

00:13:33.180 Your team.

00:13:33.900 I didn't get paid for a long time when we started the insurance company.

00:13:37.220 And every month, my savings were depleting because I needed to make sure my staff was getting paid.

00:13:41.120 Because they trusted my vision.

00:13:42.240 It had to be them first before me.

00:13:43.860 I'm not telling you if you're an employee or executive or director, you should not get paid.

00:13:47.380 That's not what I'm saying to you.

00:13:48.100 All I'm saying to you is when you're leading your team, think about what's in the best interest of the company, of the team, of the vision.

00:13:55.340 Then you.

00:13:55.900 So lead with that.

00:13:57.880 And if you come from that place, more people will take your counsel, your direction, and your vision.

00:14:02.620 I got a video to recommend to you, but my oldest son, watch this video.

00:14:05.380 He sat right there.

00:14:06.080 Tico, I think you want to say something to everybody.

00:14:07.720 Come on.

00:14:08.160 Tell us what you're thinking.

00:14:10.000 I was actually coming over here to say the advice was good.

00:14:13.640 And I want to hear more about it because it was pretty interesting.

00:14:17.460 Was it really?

00:14:18.100 I didn't even expect him to say it.

00:14:19.180 I didn't tell him to say this.

00:14:20.000 What did you learn from it?

00:14:21.600 Well, basically, conflict is not bad as long as you deal with it good.

00:14:30.240 Okay.

00:14:30.500 When we have conflict, do I typically bring it up or do I wait a week or two?

00:14:36.300 Bring it up.

00:14:37.340 How often do I bring it up fairly quickly when we have issues together?

00:14:40.940 I think so.

00:14:41.720 I don't remember.

00:14:42.860 You don't really remember?

00:14:43.900 No.

00:14:44.340 So I don't have tough conversations with you at all?

00:14:46.320 Okay, yes.

00:14:50.540 But that's why you're a leader, buddy.

00:14:52.100 All good.

00:14:52.700 Okay.

00:14:52.980 I got two videos I want to recommend to you.

00:14:54.820 But we do respectfully, no?

00:14:56.600 We do respectfully.

00:14:57.740 Absolutely.

00:14:58.320 Because I am.

00:15:01.980 No.

00:15:02.460 I?

00:15:03.180 I, Patrick Gabriel Bedevich, will one day be a great leader.

00:15:07.500 Awesome.

00:15:07.920 Because that's our standard.

00:15:08.760 Anyways, two videos.

00:15:09.560 Number one, there's a video I did on how to deal with conflict.

00:15:12.560 If you've never seen this before, there's eight ways of doing it.

00:15:15.300 Click here to watch this video.

00:15:16.700 The other one is a quiz we created on learning how to drive different personalities and what

00:15:21.520 method works with different personalities that you're driving, including yourself.

00:15:25.780 If you've never taken a quiz before, click here to take the quiz.

00:15:28.580 Either way, take care, everybody.

00:15:29.780 Bye-bye, bye-bye.

10 Signs You're Afraid to Lead

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