Category Archives: Leadership

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The Difference Between the Amateur and the Pro

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I was listening to a podcast this week as I was traveling to spend a few days at the global headquarters of the Massimo Group. I love listening to podcasts.

Amateurs practice until they get it right.Pros practice until they can't get it wrong.

And most of the major thought leaders in just about any industry have them now. I’d like to have create one myself at some point.

But consider this, you can learn anything through podcasts. The major thought leaders are offering to personally and virtually mentor you. And most of us don’t take advantage of the wealth of knowledge that is out there waiting for…just waiting.

I listen to podcasts when I work out. I listen to them when I’m traveling in my car. I listen to them when I’m on a plane. I sometimes fall asleep listening to them in a hotel room. They stimulate my thinking. They challenge the status quo in my mind. They give me new ideas.

This particular podcast is called Steal the Show by a best-selling author and actor, Michael Port. He was interviewing a theatre teacher, Melissa Friedman, who said this about practice:

Amateurs practice until they get it right. Pros practice until they can’t get it wrong.

How true is that?! I love that quote. And even more true is the fact that by this definition, most of us are amateurs.

All of us can benefit by more practice – not just to get it right, but to make sure we can’t get it wrong.

5 Areas Most of Us Need More Practice

  1. Prospecting calls – I think it is a huge mistake to not practice (role play) prospecting calls with peers and mentors in our office on a weekly basis. We don’t do it because it is uncomfortable. But pros role play and practice until they know exactly what to do regardless of the direction a call takes.
  2. Opening statements – Wether a phone call or a face to face meeting, the opening statement is the most important. It sets the tone for the meeting. It demonstrates confidence or incompetence. And, we know we are going to get to say it. You have to nail it. To do that, you must practice it…until you can’t screw it up.
  3. Voice mails – Any of us who make prospecting calls are going to reach people’s’ voice mail boxes. This is an argument for another post, but you should leave a message. Since you know you are going to be leaving messages, why do you allow yourself to leave a bumbling one. Be confident and compelling. Be efficient. Give a real reason to call you back. Practice it. Nail it!
  4. Closing – You might need to regularly try to close for a meeting. Maybe you need to close a deal. All of us in business are trying to generate business. Yet we don’t practice our closing techniques. Most of us don’t even ask for the business! If you lack a skill like closing, buy a book. Ask to shadow a top producers. And then practice until you can close with confidence every time.
  5. Goal setting – Setting goals is the single most important activity for achieving the success you long for. And most of us do it wrong. Take a course. Read a book. Figure out how the successful in your industry do it. Then do it yourself. Practice.

Now today is an exciting day because my business partner in Massimo University is releasing 7 Days to Your Best CRE Year Yet – a goal setting course from Rod Santomassimo. The third and final video of his free video series on Setting Yourself Up for 2016 goes live today and you can watch it here.

If there is just one thing to help you move from amateur to pro in 2016, nailing your goals and taking action to achieve them is it. This 7 day course will show you exactly what to do.

Watch the video now!

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What I Learned from My First Homework Assignment in 16 Years

A Letter to My Middle-schooler's Teacher

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I got home from work a couple of weeks ago, and my wife informed me as I walked through the door that I had a homework assignment.

What?!

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Last week, I announced the formation of Massimo University with my friend and partner, Rod Santomassimo. As a way of marking this new venture, I have produced a free video training series on creating digital presence. You can access this free training by Clicking Here. And it is only up for the next 8 days…

My oldest son is in middle school. One of his teachers sent home an assignment called “In a Million Words or Less…” The idea was for us – as parents – to tell the teacher what she needs to know about our son.

The premise of this assignment was heartwarming. She explained that she simply does not get to know every student like she would like – especially the introverted ones. She wants to be able to tailor her teaching to the student (she calls them scholars).

I very much appreciate that!

My wife also shared with me that I was going to get to do this as the “writer” in our marriage. (My wife could be an incredible writer if she wanted to be, by the way.)

So I sat down to write the following letter. Before I share it with you, I want to challenge you to do a couple of things:

  1. Become a student of your child(ren) – I have 3 children and they are completely different. I don’t want to parent them the same. I want to understand them and get on their level. I want to know how best to communicate with them. I want to relate to them on their level.
  2. Understand a little about personalities – Luckily (or providentially), my sister is a Meyers-Briggs consultant with her own business. She’s incredible. And she has taught me a bit about personalities. This has opened up to me a world of possibilities in parenting my kids. As a result of this knowledge, I think I will be able to avoid some mistakes that would have led to some scar tissue on their hearts.
  3. Support their teachers – You don’t have perfect kids. I don’t have perfect kids. Your children’s teachers have a very difficult job. They are overworked and underpaid. They don’t need crazy parents blaming them for everything their children do wrong. That doesn’t help the teachers. It certainly doesn’t help your children.
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Why Intentionality Could Be the Most Important Factor in What Matters

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I’ve missed you all.  Last year, when I left commercial real estate for the excitement of food safety, I knew my blog would change.  I wasn’t sure what I had to write about.  My posts have always flowed from my life.

Photo Credit - iStock.com

Photo Credit – iStock.com

Additionally, I wasn’t sure how my new role at a new company would play out.  I can tell you that it has been awesome.  We are disrupting a $3 billion dollar food safety industry and having a blast doing it.

But I have missed blogging.  I’ve missed having a place to clarify my thoughts.  I’ve missed engaging with you.  So this year is going to be different.

I heard Michael Hyatt say something this week that has stuck in my mind.  I can’t shake it.  It is the perfect thought to channel through your mind as we start a new year.  He said:

You never drift anywhere that is worthwhile.

Think about that.  The idea of being at sea with no force of direction.  You are just at the behest of the current.  The opposite of drifting is being intentional.

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The 30 Tools I Use For Productivity, Blogging, Social Media, & Travel (18 are free!)

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I don’t know how many times I’ve said – “I wish I had more hours in the day!”

I’m sure you’ve had that sentiment as well.  Alas, 24 hours a day is all we get.  That isn’t going to change.  What can change is how much you can squeeze out of each hour.

30tools 3d cover

Before I go on, I want to make this point.  I’m not advocating becoming a workaholic – or even feeding that addiction.  I’m talking about getting more work done faster.  I’m talking about being able to have more time for what really matter.  Time for your family.  Time to take care of your health.  Time for self-development.  Time for care for your spiritual health.

Some of the most valuable posts I’ve ever read have been on the subject of productivity.  I consume that kind of information.  Everything I’ve learned about productivity apps has come from others or just tinkering with them.  All I’ve learned about traveling efficiently comes from experience and what others have shared with me.

So here is my resource list of the 30 tools I use on a regular basis to squeeze more out of every day.  I’m going to give you the highlights here, and you will be able to download it at the end of the post.

Productivity

When I did my reader survey last month, the subject of productivity was the number one topic of choice.  In this section, I give you my favorite free and paid tools for increasing your productivity.  And here’s a little hint – 1password and Tripit are completely awesome.  Awesome!

Blogging

Blogging has revolutionized my online presence.  It is not easy to do.  But it is so worth it.  The key to blogging well over time is to systematize it.  I have a few templates that I use for most posts.  It saves me a ton of time.  These are the tools I use to build my email list, optimize for SEO, etc.  These tools will save you a ton of time and allow you to maximize your ROI.

Social Media

I’m almost sick of social media.  I believe most people have accepted that social media provides value – sometimes a ton of it.  Though I’m sick of talking about, I use it everyday.  And if you’ve never heard or used BufferApp, you need to check this section out.

Travel

I traveled a ton for work last year.  I think I was on 65 airplanes.  If there is one thing I’m good at, it is navigating airports.  Traveling is a drain on your energy no matter who you are.  Being able to minimize the frustrations of travel while remaining productive saved me a tremendous amount of stress.  These are the tools I used to do it.

Bonus Section:  Recommended Books

As a bonus, I’ve included some of my favorite books in the following categories:

  • Platform building
  • Productivity
  • Business
  • Leadership
  • Stewardship
  • Parenting
  • Marriage
  • Commercial Real Estate
  • And others…

These are books that I’ve read and personally recommend.  I’m no expert in any of these subjects.  However, these are books that have helped me grow in these areas.

To download your copy of this free resource list, simply click the button below!

Download Your Free Resource List

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Why Your New Years Resolutions Fail – These 3 Reasons

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For years, I’ve set New Year’s resolutions.  For years, I’ve been frustrated by them.  Regardless of when in the year you are reading this post, I challenge you to change the way you think about these resolutions.

photo courtesy of iStock.com

photo courtesy of iStock.com

My parents taught me to set goals when I was a kid.  I’ve written out my goals in various categories most years since.  I set goals in these categories:  spiritual, personal development, relational/family, health, career, and social.  Every year at about this time, those resolutions have gone by the wayside.

Last week, I launched my first ever reader survey. The purpose is to understand my readers better so I can provide better content for you. If you haven’t already, please take 5 minutes to fill out the survey. It is super easy.

I read a book last month that I highly recommend.  It is called The One Thing by Gary Keller.  Awesome.  He blew up some of the wrong thinking I had about setting goals.  I want to distill that information for you.

Myths of Setting Resolutions

Multi-tasking – My wife claims to be great at this.  I agree by the way.  Most women that I know, in fact, are much better at multi-tasking than I am.  However, multi-tasking doesn’t actually exist.  Scientific studies now prove that you can’t multi-task.  You just interrupt yourself – bouncing back and forth between tasks.

Some of us bounce back and forth quicker – some more efficiently.  Studies now prove that should you focus your entire energy on one task at a time, you will do them all better and faster.  I realize that my wife is now thinking that is a luxury she doesn’t have.

If you can, focus on one task or goal at a time.  I have been failing at my New Year’s resolutions due to multi-tasking.  I try to change too much about my lifestyle at the same time.

Habit Forming – I’ve heard for years that it takes 21 times to form a habit.  You’ve probably heard the same thing.  That is a lie.  Studies now show that it takes about 66 days.  This means most of us only focus on forming a new habit – or building a new goal into our lives – for 1/3 of the time it takes.

No wonder this has been a frustration for me.

Priorities?? – What are your priorities?  Do you know what the definition of priority means?  It means the main thing – the first thing.  Do you realize you can’t have more than one first thing?  You can’t have two first place finishers.  It is impossible.

It is only in the last couple decades that the word “priority” has had the pluraliztion “priorities.”  We have watered down the meaning of the word from the first thing to an important thing.  But no longer for me.  A priority is just one thing.

So here is my method for this year and beyond:

  • I have chosen the 6 habits (resolutions) that I want to build into my life this year.
  • One at a time, for two months (66 days), I am focusing all my energy on just one thing.
  • After the first habit is built into my life, I move on to the next most important one.

Imagine the impact this could have over the span of years.  Think of the productivity and greatness you could achieve.

So how do you know which one to start with?  Ask this question.  Which of these habits will make it easier or unnecessary to accomplish the others?

Question: If you get 6 habits to build into your life in a year, I’d like to know what you would choose. You can leave a comment by clicking here.

Like what you read?  Sign up to follow BoBarron.com at the top right of this window!

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How do You Compare to These 20 Habits of the Wealthy?

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One of my favorite movies of all time is Dead Poets Society.  My guess is that you have seen it, but if not, it is inspiring.  It contains some of the best quotes of all time.  My favorite is contained in this clip – see if you can pick it out.

“Sucking the marrow out of life!”  This line taken from a Thoreau poem describes a way of thinking.  A way of living life.

But it is just a quote.  To live like this – to maximize your potential – takes intentionality.  It takes discipline.  It takes developing habits that will produce the desired outcome – abundant life.

My mentor emailed me recently a link to a Dave Ramsey blog post.  In that post, Dave sites 20 habits found in wealthy people.  I have included this list below.  As you read this list, I want you to ask yourself a couple of questions.

  1. How do you stack up to this list?
  2. How many of these describe you?
  3. How does this actually make you feel?
  4. How could living life this way help you “suck the marrow out of life?”

20 Habits that Describe the Wealthy – from richhabitsinstitute.com

1. 70% of wealthy eat less than 300 junk food calories per day. 97% of poor people eat more than 300 junk food calories per day. 23% of wealthy gamble. 52% of poor people gamble.

2. 80% of wealthy are focused on accomplishing some single goal. Only 12% of the poor do this.

3. 76% of wealthy exercise aerobically four days a week. 23% of poor do this.

4. 63% of wealthy listen to audio books during commute to work vs. 5% of poor people.

5. 81% of wealthy maintain a to-do list vs. 19% of poor.

6. 63% of wealthy parents make their children read two or more non-fiction books a month vs. 3% of poor.

7. 70% of wealthy parents make their children volunteer 10 hours or more a month vs. 3% of poor.

8. 80% of wealthy make Happy Birthday calls vs. 11% of poor.

9. 67% of wealthy write down their goals vs. 17% of poor.

10. 88% of wealthy read 30 minutes or more each day for education or career reasons vs. 2% of poor.

11. 6% of wealthy say what’s on their mind vs. 69% of poor.  (This is the one that is most interesting to me.)

12. 79% of wealthy network five hours or more each month vs. 16% of poor.

13. 67% of wealthy watch one hour or less of TV every day vs. 23% of poor.

14. 6% of wealthy watch reality TV vs. 78% of poor.

15. 44% of wealthy wake up three hours before work starts vs. 3% of poor.

16. 74% of wealthy teach good daily success habits to their children vs. 1% of poor.

17. 84% of wealthy believe good habits create opportunity luck vs. 4% of poor.

18. 76% of wealthy believe bad habits create detrimental luck vs. 9% of poor.

19. 86% of wealthy believe in lifelong educational self-improvement vs. 5% of poor.

20. 86% of wealthy love to read vs. 26% of poor.

This list inspires me.  It reminds me of what I know I should be doing.  It encourages me to do better.

I shared this list for another reason beyond to encourage you to weigh your habits against these.  When Dave Ramsey posted this list, there was an explosion of reaction.  As a result of both the positive and negative reaction he received, he edited his post to include his commentary.  I challenge you to read what he has communicated there – click here to do so.

Question: So how do you stack up to this list? As we finish the last days of this year, what would you most like to change about your habits for 2014? You can leave a comment by clicking here.

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How The Power of Words Can Set the Course of Your Life

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“Sticks and stone may break my bones, but words can never hurt me.”  That is the biggest lie ever told.  Words have tremendous power.

Angry business woman pointing her finger and screaming

When I was in the 6th grade, I earned a black belt in Tae Kwon Do.  I was determined to be the Karate Kid.  By the way, do you remember the little guy who was the smallest kid in your class.  That was me.

I had yet to learn anything about physics, however.  I did not know that regardless of unfounded arrogance, the big guy wins 9 times out of 10.  I started running my mouth to a 10th grader stuck in a 7th grader’s body.

What happened next was over in 15 seconds.  The 7th grader tried to throw me into my locker.  I bounced off the locker next to mine right back at him.  He hit me twice, and I laid on the ground looking up at him while everyone in the hall encircled us.  All of this happened because I couldn’t control my tongue.  Words have power – for good or for bad.

My dad had me write the 3rd chapter of the book of James 10 times.  I think I still have some of it memorized.  That chapter details the immense power of tongue.  This chapter calls the tongue a fire – a restless evil full of deadly poison.

You have heard the saying, “You will eat your words.”  That phrase stems from the book of Proverbs – chapter 18.  Verse 20 and 21 say this,

From the fruit of their mouth a person’s stomach is filled; with the harvest of their lips they are satisfied.  The tongue has the power of life and death, and those who love it will eat its fruit.

Words have the power of life and death.  The way you use them will have a profound impact on the climate of your life.

5 Suggestions for Using Your Words Wisely

  1. Words can define the culture and tone of your family, business, etc. – Do you affirm the behavior that you want to see more of?  Do you praise your kids?  Does your wife know how beautiful she is to you?  Or do you criticize and tear down?  The words you use will absolutely set the tone of your business or family.  Don’t be the guy who complains all the time and wonders why his company has a negative culture.
  2. Gossip is a cancer – Gossip ruins culture.  It is a sign of cowardice.  It disrespects everyone involved.  Don’t allow it – period.
  3. Beware of joking and teasing – This is a sensitive subject for me as I have wounded many people by what I believed was innocent teasing.  Teasing destroys trust and breaks down communication.  It can strike at the insecurities of a person’s heart.  I grew up pretending like teasing didn’t bother me.  It did.  As a result, I kept everyone at a distance.  This wound impacted my relationship with my friends, my parents, and even my marriage.  It is something I’ve had to work through.  Be very careful with innocent teasing.
  4. Be intentional with your words – Some of us are naturally very thoughtful with our words.  Some of us are not.  I encourage you to understand the truth that King Solomon wrote about in the proverb above.  Words have the power of life and death.  Think about the good you can do with your words.  If you don’t, your words will control you.  And you will reap what you sow.  Use your words to bless and encourage.  Speak the truth in love.
  5. Silence – This is my challenge to you.  Build times of silence into your day.  We are bombarded with so much noise all day long that it is difficult to think.  A friend of mine said this morning, “The person who doesn’t know how to be silent doesn’t know who to speak.”  Those in my life that give life with their words are thoughtful.  They have these times in their day when they are silent.  Try it.

Question: How can you improve the life of someone you love with your words today? How can the power of your words change your company’s culture and effectiveness? You can leave a comment by clicking here.

Download a Free PDF of this Post

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Why You – Yes You – Should Blog: These 8 Reasons

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I’ve had this conversation with many of the groups that I’ve spoken to.  I have encouraged those I coach to blog.  If you have ever wondered if you should blog, this post is for you.  Note:  A free PDF version of this post is available to download at the end of this post.

Photo courtesy of iStockPhoto

Photo courtesy of iStockPhoto

Some of you have probably heard of Jeffrey Gitomer.  He’s an author and speaker regarding sales.  Almost all of you have heard of Roger Staubach.  He is a Heisman Trophy winner for the Naval Academy. He was a Super Bowl MVP for the Dallas Cowboys.  He also started a multi-billion dollar commercial real estate company – the Staubach Company – which sold to Jones Lang LaSalle for $612 million in 2011.

One day, Jeffrey Gitomer walked into Roger Staubach’s office in Dallas without an appointment.  He just walked in and asked to see Roger.  As you might expect, the gatekeeper was not giving him access.

Then something remarkable happened.  Roger heard Gitomer’s name from his office.  He came racing down the hall and escorted Gitomer back to his office.  Why on earth was Roger Staubach that interested in meeting with Jeffrey Gitomer?  How could Gitomer succeed in just walking in and getting a meeting?

Jeffrey Gitomer wrote (maybe he still does) a syndicated column on sales that appeared in many newspapers at the time.  Staubach was a fan.  When Rodger the Dodger heard Gitomer’s name – he had to meet him.

Blogging can produce the same results for you.  Specifically, you should blog for the following 8 reasons.

8 Reasons Why You Should Blog

  1. Visibility –
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How to Give a Real Apology in 6 Steps

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If you are breathing, then you are going to blow it sometime soon.  I did this big time last week.  At the risk of writing my most transparent post to date, here is the story.

forgiveness

I was on a video conference call with 2 of my co-workers and two IT guys from a vendor my company loves.  They do incredible work for us.  They constantly exceed our expectations.  (If you guys are reading this, we love you!)

I threw them a curve ball at the beginning of the meeting.  I let them know that one of our key team members would be late to the call, and I changed the agenda.  From that point, the call did not follow my expectations.

I had entered the call in a state of frustration already.  As the flow of the call was not following my mental agenda, I became more frustrated.  I pulled up a chat box with one of my co-workers.  I typed, “These guys are ticking me off.”

I was sharing my screen with the entire call!

Our vendors gave an audible reaction to what I typed.  I was mortified and embarrassed.  As is often the case with me, they paid for my inability to effectively deal with my frustration – that was caused by something else.  It had nothing to do with them.

I knew I would be apologizing to them and trying to make it right.  I attempted to do so immediately after the call.

The Apology

An apology has two purposes.  The first is to show remorse and contrition.  The second is to rebuild trust where you have caused hurt and pain.  To reconcile a relationship.

America is terrible at apologizing.  Think about Jason Giambi apologizing in 2005 for PED use.  Except he didn’t.  Ryan Braun did an OK job of it 18 months after he emphatically lied to the world.  Too little too late.  Anthony Weiner did a really nice job on his first apology.  However, it was insincere and his behavior continued.

So here is how my dad taught me how to apologize.

6 Steps To Giving a Real Apology

  1. Say You are Sorry – This is where you need to start.  Demonstrate your remorse first thing.
  2. Take responsibility – Pride is your enemy here.  It is impossible to give a real and genuine apology without humbling yourself.  You cannot make excuses.  You cannot blame shift.  These invalidate the apology.  There is no other posture that works than that of humility.
  3. Name it – Actually say what you did.  This is so difficult.  Naming your behavior makes it very real.  If you are going to skip a step, this is the one you will do.  To name what you did shows that you are empathizing with the other person.
  4. Ask for Forgiveness – Most people stop before this.  You say you are sorry and then assume that you are forgiven.  Explicitly ask for their forgiveness.  This demonstrates that you realize that they have a choice in forgiving you.  Sometimes, they will.  Sometimes, they won’t.
  5. Make Restitution – This won’t always apply, but there may be something you need to do to make right the situation.  Ask them what you can do.  Then do it.
  6. Commit to do better – Your apology must be validated, over time, by your changed behavior.  An apology should end with a commitment to not do that again.  However, if you behavior doesn’t change, your apology will be shown to be a bunch of hollow words.

Question: What do you think you should do when someone does not accept your apology? You can leave a comment by clicking here.

Download PDF of The 6 Steps

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How to Deliver Bad News – The Post I Wish I Had Read a Year Ago

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If you have never had to deliver bad news, you will.  There are good ways and bad ways to deliver this news.  I have proven over time that I am good at the bad ways.  More than anything, I’m writing this post to myself.

Photo courtesy of iStockPhoto.com

Photo courtesy of iStockPhoto.com

I fired my first team member.  I asked a friend if he was having an affair.  I told a friend that a decision didn’t go his way.  All of this in the last 18 months.  My default style – and I blame the Marine Corps for this – is very direct.  It is blunt.  I like to tell them the headline right up front.  Then I explain.

This does not tend to go well.  They hear the bad news, and then don’t hear anything else I say.  Looking back, I’m better at blind-siding people than giving them the best opportunity to receive the news well and with grace.

In the most recent case, my pastor was with me.  His comment to me when we were done – “You weren’t awesome.”  Frankly, I want to be awesome at this.  I want the words gentle, sensitive, and empathetic to apply as much as firm, decisive, and fair.  So that got me hunting.  I have researched some best practices and distilled them for you in the list that follows.

9 Next Practices in Delivering Bad News

  • In person – This should be a no-brainer, but if you are conflict-averse, it will be very difficult.  Delivering bad news is very emotional and your non-verbal communication has a huge impact.  Not over the phone.  Definitely not by email.  Do it in person.
  • ASAP – Bad news is not like wine.  It does not get better with age.  We too often stall, delay, or hesitate because it is hard.  Deliver bad news as soon as appropriate.
  • Sandwich – You may have heard of the sandwich method.  I’ve heard this taught numerous different times.  I’ve even coached my wife on how to use it.  But I have failed to use it.  The sandwich method is Positive – Negative – Positive.  In other words, you sandwich the bad news between positive statements or good news.  This is what I should have done in the case where my pastor remarked “not awesome.”
  • Decisive – Being decisive is hugely important when delivering bad news.  The one receiving the news needs to know that the decision has been made – period.  That may sound harsh, but it is not.  The alternative is to allow for wiggle room.  Wiggle room gives false hope, and that is truly harsh.  When it is time to deliver the news, look the person in the eye and give a straight-forward and decisive delivery.
  • Empathy – Empathy is the ability to put yourself in the other person’s shoes and feel what they are feeling.  I almost completely lack this skill.  Would that CVS had a pill for this.  I would buy it.  This was the advice given me by one of my confidants.  Try to anticipate how the other person will feel.
  • Surprise – Rather, don’t surprise.  I do this to people too often.  I don’t want them to know ahead of time that there could be bad news, so I surprise them.  This is mean.  Give people a head’s up about what’s coming.  It allows them to prepare themselves emotionally.  It can take shock out of their reaction.  Warning them is compassionate.
  • Truthful and Concrete – This is the part that I’m good at.  Don’t beat around the bush.  Tell them why.  Give them the truth.  But give it to them with as much love as possible.  I’ve heard the quote:  “Truth without Love is brutality.  Love without Truth is sentimentality.”  I think it applies here.  Speak the truth in love.
  • Silver Lining – I hesitated putting this one on the list because it could sound like spin.  However, there is almost always a silver lining.  I think it can be positive to point it out.  If not for them to consider when their emotions come back down to earth.
  • Dignity and Respect – Should you do the first 8 on the list, the result should be that the person hearing the bad news will feel treated with dignity and respect.  That is your goal.  A goal that I have repeatedly failed at.

Question: What have you found to be the best way to deliver bad news? You can leave a comment by clicking here.

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