As the #1 best-selling author of 21 Ways to Make Money Speaking, this is one of the most frequently asked questions I get. And of course, there are at least 21 answers.
But before you can make any money as a speaker you have to do something first. Multiple choice question — What’s your pick for what to do FIRST:
- A: Good marketing? (Yes, but that’s not it.)
- B: Get training in good delivery skills? (Yes, but that’s not it either.)
- C: Develop a fabulous speech? (Getting warmer, but you don’t start there…)
You have to start with doing SOMETHING in your life or professional career that people want to know more about.
Look at the most highly paid speakers in the world today. Here is a partial list with their speaker fees:
- Rush Limbaugh: In 2013, the National Conference of American Proctologists paid Limbaugh $3.8 million for one speech.
- Donald Trump: Reportedly Trump received $1.5 million for The Learning Annex where he delivered 17 one-hour speeches in a 2-year period at real estate conferences and was paid that full amount FOR EACH SPEECH.
- Bill Clinton: Averages $195,000 per speech; with a high of $700,000 received twice for a local newspaper publishing company in Lagos, Nigeria.
- Tony Blair: Highest earning was $616,000 for 2 30-minute speeches in 2009 in the Philippines.
- Nicole Kidman: Was paid $435,ooo for a 25-minute speech to a group of Forbes Global CEO comference in Sydney, Australia.
- Alan Greenspan: Earned $250,000 speaking at a Lehman Brothers meeting after he retired as Chairman of the Federal Reserve.
- Peyton Manning, Richard Branson, Sarah Palin, Lance Armstrong, Al Gore, and more all make $100,000 for a speech.
So what do all those folks have in common? Clearly it’s not their politics. And it’s not what they do for a living. What they have in common is that they have become well-known for what they do in the world. They are athletes, politicians, entertainers, and business professionals who have accomplished something in their careers and people want to know more about that.
Of course, those people are also celebrities in their own right, which is another thing they have in common. If you’re not a celebrity does that mean you can’t be a well-paid speaker? Absolutely not! In fact, many working speakers make a living with their speaking (or use it as a major source of income). To be successful in speaking, you must have done something, studied something, accomplished something in your life that others want to know more about. It’s that simple. And it’s that challenging at the same time.
If you’ve long thought that you are born to be a speaker; that you have a message that’s inside you that you know will serve the world, start by taking a good look as your life and your accomplishments from the standpoint of a meeting planner. Why would someone put you in front of their audience? What do you have to share or offer that could impact people for the better? It’s your unique stories, knowledge, and experiences which will make you stand out, get booked, and be successful in the world of talented speakers.
Start by sharing those stories, knowledge and experiences in any way you can so meeting planners can get a feel for who you are and what you’re about. Here are a few ways to begin:
- Start a blog and on it tell your stories along with a lesson that anyone could learn from reading your story.
- Record a series of how-to videos or FAQ videos that showcase your knowledge using screen capture technology like Camtasia or simply PowerPoint (learn all about that in this free webinar).
- Turn the camera on and look right into the lens and tell one of your stories. Similarly to what you’d do in a blog post, this will share what happened, what you learned, and what others can take away from your story. Think of it as practice before getting on stage. Post the video on your speaker website, on your YouTube channel and on social media so people see it and share it themselves.
If you feel like you haven’t yet accomplished anything or have something of value to share with an audience, don’t be so sure. If God put the feeling on your heart that you have a message to share, then you do. It might take some serious reflection and journaling time, a little digging to get there, a bit of refinement of the story and the message, but you likely have SOMETHING inside you that needs help getting out. If you’re not sure what your unique genius is yet, it’s time to find out (and I have a free webinar which talks all about your genius factor that you can watch starting right this minute!).
What’s your story? What’s your message? I’d love to hear about it in the comments!
Call it a dress rehearsal for my upcoming nationwide launch of my next book, Kill the Elevator Speech: Stop Selling, Start Connecting later this year. Except that will be carefully planned and orchestrated. You see dress rehearsals are on my mind because last weekend was also my script-writing, stage production, and directorial debut for my daughters’ elementary school production of the show I cobbled together called, “An Evening at Vaudeville.” So mixed in with the wild speaking and media appearances, were daily after school rehearsals, with late nights of getting the program finished, pulling together costumes, and getting the volunteers organized. It was definitely a busy week.
However, my appearances in the media last week were more of a confluence of getting out there spreading my message through speaking and decent marketing, mixed in with a little bit of luck, I’ll freely admit. However, there are a few factors that led to me being featured in 5 different forms of media over the course of just one week, that I think could help your business as well.
- Local TV – I spoke at the Batavia, Illinois Chamber of Commerce Women in Business event for a paid presentation about Credibility and Cash Flow in Social Media. The day before the event, I received an email from one of the event organizers asking if it would be okay with me to have the a local film crew to videotape my presentation for replay on their local cable access TV. So some time this week my speech will appear on cable TV. I agreed on the condition that I receive a copy of the recording to use in my marketing.
- The lesson: Whenever anyone wants to record you, ALWAYS ask for the recording. As a speaker, you need that footage to put on your website, make a demo reel from, or at the very least share on social media as continued social proof you’re out there speaking and doing it well.
- Local Newspapers and Magazine – In conjunction with that same speaking gig in Batavia, the Chamber group had their PR pro send press releases to all the local papers and magazines. All I had to do was approve the copy and she sent it out. I did next to nothing to get my name in the media (not to mention the Chamber’s own websites and social media).
The lesson: Speaking for Chambers of Commerce groups, whether paid or free, you always get the benefit of the Chamber marketing on your behalf. That often means placement in local media, which gets your name out there and allows you to become the “go-to” person in your niche.
- Blog Talk Radio – One of my clients, Brian Basilico, has his own BTR program, BLT Radio, short for Business Life Transitions. He invited me to be a guest to discuss my upcoming book, Kill the Elevator Speech, Stop Selling, Start Connecting.
The lesson: Write a book. That’s first. When you have a book, people want to talk to you about it. Next, Blog Talk Radio is a platform that allows the hosts to store the content, so you can go back any time and use it over and over again. If you’re not sure what to say, have a look at Signature Speech(TM) for Authors for a free gift that will get you started.
- Podcast on iTunes – About a month or so ago, internationally-known author, trainer, and podcaster, Alicia Dunams held a contest to see who should be her next podcast guest. Alicia and I had met years ago on social media and then in person at a live event where I was one of the speakers. I was one of the finalists and because my message about speaking would resonate well with her authors, she decided to interview me about leadership and being “all in” – the name of her podcast.
The lesson: Know the people who are influencers in your community and in your niche. Use the internet to reach out a build relationships and meet them in person at live events so they will remember you.
- BBC – International TV – I recently began using a new app called “Jelly” for social questions and answers, which was released earlier this year by one of the founders and creators of Twitter, Biz Stone. I tend to jump on the newest social platforms as quickly as possible to secure my username and to check it out because many of my clients often look to me to talk about the newest communication tools. Then I was emailed by a producer for a TV programme (you have to spell it that way, because, you know, it’s British!), called “Click.” They have 330 millions viewers and were conducting a story on Jelly and would I be available to answer a few questions? Um, let me think…. YES!!!! So we scheduled it and I spent more than an hour getting the camera right, hurrying up and waiting, and doing the 10-minute interview that had to be boiled down to my 20 seconds of fame. You can see it below. They found me by being on the app. They invited me through my website, I’m convinced, because I had video of me on air to show I can do okay in a televised interview situation. UPDATE – The BBC has added the video to it’s own website right here.
The lesson: Be in the forefront in your area of expertise. Know what the newest innovations are and the newest and hottest trends. Plus do what you can to get any kind of local TV publicity. I learned from Shannon Cherry. The national and international media are far more likely to ask you to be a guest when they know you’ll be a decent guest.
That was my big week in media and speaking. I was so wiped out it took me three days to complete this post!!!
So here it is, my big moment in the international press. The story begins at 12:07 and I come in, literally for 20 seconds, at 14:26. Don’t blink!
At last night’s 86th presentation of the Academy Awards, on the red carpet it was all about the clothes, the jewels, high fashion and “who are you wearing.” During the Oscars TV broadcast it was all about Ellen Degeneres, ordering pizza, taking selfies, and breaking Twitter. Oh yeah… there were some statuettes given out, too.
Today is now all about who wore it best and an analysis of the acceptance speeches. This year there were no big memorable moments like in 1999 when Roberto Benigni after just winning for best actor, was announced the winner of best foreign language film and triumphantly and excitedly climbed up and onto the arms of the seats and seat backs to bound up onto the stage, applauding his audience all the way (video here for that). Yet even so, there were some touching moments and wonderful speeches.
Yesterday, I promised to share the good, the bad, and the ugly of the speeches. Yet after watching, there were no real bad or ugly moments, just excellent and average ones. Plus, if you’ve been a reader for any period of time, you know I tend to be one for focusing on the positives.
So without further ado, here are my awards for The Best of Oscar Speeches from 2014:
Best Tribute to Mom:
Jared Leto, Best Actor in a Supporting Role for “Dallas Buyer’s Club.” Not only did Leto bring his Mom with him to the event, he thanked her in a sweet way by telling her story. He then had the audience’s attention for when he briefly mentioned the political and humanitarian cause, dedicating his Oscar to AIDS patients around the world.
What You Can Learn: Stories touch the heart and capture your audience’s attention and admiration. Start your presentations with a story and you’ll have your audience hanging on your every word.
Tonight is the 86th Academy Awards presentation. Over the years I’ve vacillated from being a huge fan – one year even attending an officially Academy-sanctioned Oscar party in downtown Chicago dressed in my very own red carpet-style gown (blue sequins from top to bottom as I recall) - to some years skipping watching the show altogether. I’ve had clients who had items featured in Oscar baskets and in this very moment I have an email in my inbox from Oscar.com with a live countdown clock.
Mostly, though, since I’ve been training speakers and teaching public speaking for a living, each year during and after the Oscars show, I’ve been pinged on social media and email when one of the winners makes a speech that totally misses the mark. This year, I came across a FABULOUS, funny video as a PSA for the winners that not only is hilarious to watch, but sums up some of the best advice I could ever give anyone who knows they are nominated for an award, especially those who will be nationally televised. Have a look:
Funny, right? That impressions-master Piotr Michael is on his way to some big things.
After watching that, I decided, this year during the Oscars, instead of just tweeting, I’d keep an more official running tally of the good, the bad, and the ugly when it comes to the winning Oscar speeches. Check back here tomorrow for the full report. Let me know in the comments below your picks for the winners and we’ll see how it all turns out!
In the meantime, I’d like to point out that ALL the nominees have one other thing in common than working in the motion picture industry and being nominated for doing so: they are all at the top of their game, living in their own genius. When you find your own genius, you get noticed, and yes, you can even win awards. Go see the free webinar re-broadcast of how you can get started finding your own genius right away.
As I write this I have tears of humility in my eyes and my heart is overflowing with gratitude.
Today is a joyous occasion for me.
One year ago today I received a miracle. And it was because of you.
I was cured 100% of lung cancer.
It happened through my amazing medical team and the miraculous part came about from the power of prayer. Sharing this story is my way to say thank you and perhaps, if you are battling something in your life: illness, addiction, heartache, you will feel inspired and hold onto hope for a miracle to cure your life, too.
After many months of x-rays, tests, and two bronchoscopies (a procedure that did a look-see down my windpipe to the outer region of my lung), stemming from a serious case of pneumonia that never fully resolved, and a negative biopsy of a tumor found at the entrance to the middle lobe of my right lung, I was diagnosed with adeno-squamous small cell lung cancer on September 20, 2012.
Suddenly I was in a medical whirlwind that those who have ever received a cancer diagnosis know all too well. Seemingly endless tests from CT scans, MRIs, bone scans, blood tests galore and more gave way to appointments with specialist after specialist all sharing their take on my challenge and some gingerly sharing horrible things like “5-year survival rates,” which for a never-smoker, non-asbestos-exposed, no-other-typical risk factor case in a young 42 year old female, were pretty good at about 80-85%. I did meet with this one jerky oncologist who, before examining me, and barely opening my file told me the others were either lying or idiots and I had only about a 60-65% chance of living to see my 47th birthday. He did so in front of my worried father, who carted me to every single one of those visits. You’ll be happy to know, I never saw that oncologist again in my life, and had I not been pre-occupied with cancer, would likely have written a strongly-worded letter to someone in charge. I wanted honesty and truth, but above all I wanted and deserved as a human being COMPASSION and EMPATHY.
I knew family and friends were praying for me. And I decided to set up a private Facebook group for those close to me so I could update my status from one appointment to the next. I chose social media because most of my family and friends were there regularly anyway and it was easy for me to “check in” at hospitals and so forth, add photos, and more.
After all those visits I quickly weighed my options, chose a surgeon, and scheduled my surgery for the day after what could have been the final speaking gig of my entire career. Then I had an odd sense of feeling relieved and at peace. I knew, somehow, that everything was going to be okay.
Next is when the miracle of YOU happened.
The night before surgery, nervous yet calm, I sent out a plea to my community of subscribers, my blog readers, and my social media friends and followers, numbering close to 30,000. Here’s what I wrote:
“If you’re the praying type, please send up a prayer for me and the surgeon (Dr. McAfee) that all goes smoothly, is easy, and painless. If you’re more of the visualizing type, please visualize the IV going in the first time easily and my body healthy and complete. And if you’re of the sending good energy type, I’ll take all the good vibes you can muster!”
That short request led to an avalanche of prayers and positive energy from friends and people around the world, in 22 countries, most of whom I had never met in my life. I was added to church prayer lists, lifted up in Facebook prayer warrior groups, and thought about in the private hearts of people around the world. I’m in tears now as I remember it and so grateful for every single one; I can never know how many people even paused for a moment, but I know it all led to my own miracle.
The next morning as I was prepped for surgery before dawn, I silently wept, afraid most of the terror of the IV going in. You see, I’m what they call a “hard stick” and have had occasions where more than a dozen nurses, doctors, and EMTs took over two hours just to run one IV with more than two dozen attempts – each a painful stick of a needle and then some digging inside trying to find access to a vein. Much to my shock and horror, I not only had to have one IV run that day, but because of the multiple medications and various procedures, I needed TWO – one in each arm. I had held it together pretty well over the past couple of weeks, not because I felt the need to hold it together, but because I really was simply working through the process of what needed to be done, but that news was enough to bring the tears forth. My husband was in the room and one of my best friends texted me comfort.
As I was wheeled into the surgical waiting area, away from my husband now, alone with strangers who would soon be cutting into my body, I tried to relax (as if) and focus on the various instructions, repeating my name and birthdate to at least seven people. The next thing I remember is waking up in the recovery area and my surgeon telling me what she had found.
Similar to most cancer surgeries, when the doctor removed my tumor and lymph nodes, each was examined while I was in the operating room to make sure nothing else needed to be removed and to once again verify the specific diagnosis. That’s when they found something curious – and miraculous.
What was only days before diagnosed from an actual tissue sample as “small cell adeno-squamous lung cancer,” suddenly became something different.
At this point in the story, you should know there are three categories of lung cancer: small cell with its variations, large cell with its variations, and something so rare it’s barely ever mentioned called muco-epidermoid. In fact, in a 20-year study at Harvard University Cancer Centers, exactly 12 cases of this muco-epidermoid lung cancer were diagnosed and treated. Of those 12, not one person died, the cancer never spread, and it never returned. So my diagnosis from a much more lethal small-cell type of lung cancer almost certainly requiring radiation and chemotherapy, to something that became a relatively easy “cut and paste” job requiring only occasional follow-up, was the miracle I received that day.
It’s all thanks to you, my community, my family, my friends and the power of prayer.
I could go on and on, but I’ll save that for my next book. For now, as always, I like to provide a few take-away lessons for you, dear reader. So here’s what you can do when you find yourself in a life-challenging situation:
- Build Your Connections Before You Need Them: I’m not getting on my “public speaking rocks” soapbox, but I will tell you most of my connections, and eventually the prayers and support, all came because those people saw me speak either in person or virtually through the Internet. However you do it, build your network and nurture your relationships because someday you may need an army of people to reach out to.
- Kick the Negative Ninnies to the Curb: Stay away from people, even doctors or other specialists and experts who don’t support you or treat you how you want and deserve to be treated. Period.
- Surround Yourself with Loved Ones and Let Them Circle the Wagons: There is virtually nothing family and friends can do for you medically, if that is your challenge, so they often feel helpless. Allowing them to do for you in any way they physically can while you take care of yourself, rest, and recover is a gift so they feel useful and as if they are contributing to your wellness (because they are!) while at the same time giving you the time and space to heal that you desperately need.
With that, I’d like to end with a song that is uplifting that I love listening to. Mandissa thinks you’re an over-comer and I do too! And from the bottom of my LUNG I thank you gratefully for the miracle.
- Recommit. You know speaking is powerful and you’re ready to make that happen and get on more stages. Recommitting to speaking means taking specific actions like setting some time aside to reach out to meeting planners, update your materials, start telling people you’re a speaker, and plan your marketing after your speech.
- Practice. If it’s been a while since you’ve done your speech, pull it out and practice it a few times beginning to end. Make any necessary changes based on new services you offer or current events in your industry.
- Start Fresh. You may be in a different situation than you were when you originally took my Signature Speech(TM) training or discovered speaking. Or you might have something totally new or unique you’ve come up with in your business that people LOVE that has nothing to do with your old speech. Maybe it’s time to write a new one. If it is, pull out your Signature Speech(TM) course content and put together a new speech.
Do you ever wonder if your audience is as excited about your speech as you are? Or maybe, are you secretly worried that you might be boring your audience to tears?
- Sleepers: Some people have incorporated so much movement and activity into their lives that when they are forced to sit still, like during your speech, no matter how fantastic you are, they literally collapse and fall asleep. That’s more about them than it is about you. But if you have more than one person looking groggy as you speak, you could be boring.
- Otherwise Engaged: If your audience members are sneaking glances at their phones, zoned out, arms crossed, looking around the room, and not listening to you or your message, you could be boring.
- You Don’t Ask for, And Don’t Get Any Response: If your entire speech is one-sided and could be delivered the same exact way by video, you’re missing the point of having people there in person. With a live audience, you have the opportunity to ask questions, elicit feedback, even – gasp- ask them to stand up and move a little. If you deliver a monologue and never even ask for so much as an occasional head nod, you could be boring.
Last week I had the opportunity to speak at a women’s symposium event in beautiful Galena, Illinois. My client, Brian Basilico, author of It’s Not About You, It’s About Bacon, introduced me to the meeting planner because he was going to be speaking at the same event and was booked before I was. In a typical turn of events where another speaker had cancelled (sadly this happens all the time), the meeting planner called me in a panic; would I be willing to fill in at the last minute with less than 2 weeks’ notice? Sure. Of COURSE I would; I was planning to be there anyway!
One of the sponsors of the event, the beautiful and serene Aldrich Guest House Bed & Breakfast, was host to the speakers the night before the event. So there I was, sitting around the dining room table with Brian, an expert in social media, and Traci D. Ellis, an attorney who works with professional women handling their business and personal needs. Smart people.
Yet, as we chatted about our presentations (and they both put finishing touches on their slides), I quickly learned that neither had planned to offer anything for sale to the audience, except for Brian’s book.
As I explained to them, there will be people in any audience who are ready to buy something from you RIGHT AT THE MOMENT YOU ARE ON STAGE. Unless it was in the speaker’s agreement with the event that you would not be permitted to sell any products or services, then by all means you should. And here’s why:
If you firmly believe in your heart of hearts that what you do for people with your services or the results that using your product can truly enhance the lives of those who invest, then it is wrong to withhold that from people you know you can help and who need it. All that’s left to do is to make sure they know what it is you offer. Plain and simple.
Beyond that, you deserve to make a living. Yes, I know you love speaking. And yes, I know it’s a joy just to be able to share your information with an audience. And yes, of course you get plenty of benefits from speaking even if you don’t make a dime. But as one of my mentors, Jeff Herring has always said, if you go out of business because you’re not making enough money to support yourself, then you’re doing the world a disservice, robbing them of your unique gifts. So get paid when the opportunity presents itself.
There are too many complex steps to “closing” on stage with audiences so you get the maximum results to discuss in a blog post. Even so, with some audiences, you don’t need a bunch of tricks and techniques; and they may not be appropriate for that audience anyway. Even if you never try a single “closing technique,” all you simply have to do is tell your audience members, “You might be wondering about how the details of what we’ve been talking about today can help you. I also do consulting in my business where I talk to my clients on the phone for an hour and we work out the details to [fill in the blank]. Normally I charge $250 for this hour. Today I’m offering a [discount/bonus/wh
atever] so you’ll get that hour for just $197. If [what you do] is something you’ve been struggling with, let me know today and I can help you.” You’re not hard selling. It might take you all of 30 seconds to say. You’re just sharing in a friendly, helpful way.
Using that simple strategy, Brian was excited when he was approached by a couple people who wanted his offer and one ready to give him a
check on the spot. Had he not offered it, the opportunity could easily have been lost, the moment past, and the cash left on the table. Instead, by simply offering a service, someone in the audience gets to benefit from Brian’s substantial brilliance. And I couldn’t be happier for him or his new client!
Do you always offer something for sale when you speak? How has that worked for you? I’d love to hear your thoughts and experiences in the comments below.
But luck had nothing to do with it.
For years it had been my dream to get on TV as a featured guest expert. I’d read articles, talked to PR folks, and thought a lot about what I wanted to do and how I might do it.
Whenever I’d see featured guest experts on TV segments, I’d think to myself, “That guy is on there doing it. Why can’t I?”
Here’s why… I wasn’t actually trying to get on TV.
Sure I wanted to get on TV.
I thought about it.
And I did all those things that felt like taking action to get on TV.
But it wasn’t until I took the *real,* meaningful, right actions that included actually writing a segment proposal, planning with my PR coach, Shannon Cherry, figuring out the name of the right person to send the proposal to at each station (no simple task, I tell you!), and picking up the phone to talk to a human being- several of them per station – to get myself scheduled, that things started to really happen for me.
The most interesting part of it all – with all that advance training and preparation, when it came down to rolling up my sleeves and getting booked, it was easy because I knew what to expect, what to say, and what to do once I arrived at the stations. It was easy. Once I took the right actions.
I got booked not just by one station – but by two and appeared two days in a row! That was also pretty cool. I was on the NBC/FOX affiliate and the CBS affiliate. They were both different experiences, too, which I’ll save for another post, but the main lesson I learned was even with all the preparation and ideas, if you don’t take the right actions you never achieve your goals or reach your dreams.
So many people tell me they wish they could be on stage more. It’s their dream to share their message with the world. They take courses and read books, learn on webinars and really think about being on stage. But now, ask yourself, what have you *really* done toward that end?
Do you have your speech ready?
Do you have the description of your speech together, along with the bullets of what your audience will discover?
Have you picked up the phone and spoken to or sent an email to someone who actually plans events and books speakers?
What’s your challenge to getting that together and making it happen for you? Please share in the comments below. I want to help, because I am SO excited to be able to share my TWO videos of the in-station TV interviews from my days on TV and I want YOU to feel just as excited to share your photos and video from your time on stage. Here are my videos now!
And this one:
Way 10 is Present a Webinar and Way 11 is Virtual Workshop. You can offer either one this weekend and end up with more money in your account before your head hits the pillow Sunday night. Just follow these simple steps and tips:
- Choose your content. Base your choice on what your customers or clients tell you they are interested in, want more of, or have questions about. For a last-minute webinar or workshop like this, make your life easier by selecting content, slides,or worksheets you already have prepared. Or simply make it a live free Q/A session. No prep for you!Way 11: If you already have a workshop fully prepared with a sales page ready to roll, simply tweak the sales page to reflect the date (see #2 below), and offer a reason for people to pay you to join the class at the last minute such as a discount or special added bonus. You make money to speak on the front end with this by people paying to take your workshop.
Way 10: If you don’t yet have a workshop and/or a sales page in place, then offer a free webinar or teleseminar where you provide the phone number and/or link to join your presentation. Then during the call sell something. It can be a physical or digital product, a book, a past set of recordings you’ve done, or even your coaching service. Give listeners a reason to buy on the spot and an easy way to pay – set up a buy button on your website and you’ll make money then and there!
- Determine your schedule. Virtual weekend events are most well-attended on either Saturday mornings or Sunday evenings. Choose one of those times for highest attendance, keeping in mind when you are at your best: early bird or night owl!
- Invite people. If you have an email list of subscribers, invite them for sure. Acknowledge that this is the last minute and make it an exciting opportunity; some ideas: “stop the presses!” or “this just in!” or “I’ve never done this before!” or something else fun. Regardless of if you have subscribers or not, also invite people via social media. Announce your presentation on every account you have and all the groups you’re in (that allow you to post invites): LinkedIn, Facebook, Twitter, Pinterest, YouTube… Make sure people know the topic and give them a reason to attend.
- Speak at your event and make money! Cha-ching!!