Meet Tomm, (video transcription below)…
Tomm moved industries to become a personal trainer. He studied A LOT about the industry, from business and marketing to techniques for lifting – all on top of his course, but he didn’t feel ‘ready’ to start.
Fast forward two months later after he first found Kate and they started working.
(Tomm reached […]
Here is why NOT to create online products that are ‘low end’ (eg products/packages that cost the client less than $50/week) product offers $$ in your business… and what to do instead.
You probably have lots of these short courses yourself, sitting unused in your inbox?
The FREE PDF’s the inexpensive short course’s that haven’t helped you get the transformation yet?
Well, don’t feel bad. I do too! So do many people..
And did you know that most people don’t get past page 2 or email 2 of these programs? (In the video I share more statistics about this.)
If that’s the case and we are expecting our clients who do purchase to then buy the ‘next thing’,
then the ‘next thing’ (after clicking through all the pages, or reading our email series),
until they finally pay something that you are worth, which does help them with their questions and transformation in the first place (sometimes called an online funnel)..
But the numbers (the number of people), you need to get through these ‘online funnels’ is ridiculous, just to be able to get the person out the other side or onto the next product!
It’s only ridiculous because if you are over the age of 30 and experienced in your field of coaching. As then it’s much easier to sign clients up to your programs without building a funnel or sending the client to an opt-in page than you think.
(Because you actually care and you already have a large network of warm clients you have already helped over the years right?)
So then there’s the question, what should you do instead?
Let me explain that to you in this video below.
Want more real-life business tips like this, from someone who’s coached 100’s of other trainers. (Not through online membership site courses.)
And been in the industry for 20 years and had employees (contractors), since the age of 23.
Then make sure you are in my group for coaches growing their businesses >> here is the link for that
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This list is different for everyone but as an online business coach (and mentor to personal trainers for the past decade as well as running a physical personal training business since 1998).
I’ll tell you how I prioritise my time, and it’s not too dissimilar to how I recommend the health coaches (who I help) to structure their day. Literally, around their face to face sessions when they have very little ‘computer time’ to work on the business.
For example, what comes first? Following up inquiries? or making a post? or sending an email? If you have 15 minutes, what ‘should’ you do?
Here’s how I break down those critical items when you have little time, to ensure that you don’t totally drop the ball with regards to your business. Most importantly keeping your current clients happy and keeping a steady flow of leads coming in, should you need them, (in this post I am presuming you do).
Know that all of the following can be done separately over the day or week or over even the course of an hour, if you give each segment just 10-15 min.
1st – Mindset work
Eg, routines where you might listen to something upbeat, positive or thought-provoking, do journaling, goal writing or anything that reminds you of your missions and or provides you with that ‘juice’ that you need daily when you work for yourself. (Believe me, this is critical as no one is positive all the time, I have noticed that the ability to ‘let sh*t go’ is actually the difference between peoples success in business, or not.
Hence the mindset work. Meaning, learning how to let things go, fast. Simply so you don’t hang on to past mistakes and failures. Instead, you pick yourself up and get on with what needs to be done, not ignoring your feelings, but allowing them and allowing them to move through you and be processed fast – this is critical to get good at if you aren’t already. Throw whatever techniques at it that you need to do (eg, resenting something from years ago? – get it away! – get it processed, feel it, forgive it and move past it, if it triggers you, it’s still there.)
2nd – Marketing / Sales
Meaning – put out some content for the people who aren’t yet your clients. Teach them something helpful. I won’t go into the nuances of marketing and words to use (see this video here for more info on that if you are a health coach) – but becoming consistent in your approach will allow you to sell whatever you want, down the track. Plus it’s simply important to give value and be considerate of helping and contributing to the lives of other human beings, for your own mental health.
Included in this topic is customer care – meaning reaching out to say ‘hi’ to your fans, audience, clients and actually ‘care’ about them, but DO NOT sell anything. << I can’t believe I am putting this topic into the list at all as it comes naturally to most female coaches, but it does need to be on some people’s list’s because they don’t think of it automatically. Yet it’s crucial for a customer or service-based businesses.
3rd – Work on back end courses/content
This includes your website or any other internal material or Q and A that you need ot do for your current clients. It’s not a lot of time, so I suggest if you need ot ‘work on your website’, or go deep into anything like, build course content or in-depth material, then you actually set aside 1-2 hr blocks of time for that stuff, but DO NOT waste time on it daily and ‘miss’ the items which are more important (a.k.a marketing)
4th – Admin (eg, Emails.)
Replying to emails is NOT critical… well only the ‘OMG someone’s leg has been chopped off’ emails. You cannot possibly clear your inbox in this time, and that’s not something I suggest you even attempt to do daily. However, if you prefer to clear it then set aside time 2-3 times / week if you are the ‘clear your email’ type of person, to get this done. Do not attempt to do it daily, or you will have zero time to build your business. Instead, once per day go to your inbox for 10-15 minutes and answer what is critical.
5th – Learning
Learning the new thing (Eg, Taking time to do that extra bit of networking or research that you needed to do, possibly because you told someone you would, or you need the info to help a client etc.) Again this is something that if you need a larger chunk of time, then block it out in your diary. Otherwise, I suggest putting it last on your list of ‘what is most important’ as you do not need to do it every single day if business growth is your goal.
Have you found this list helpful? Most coaches I speak to are spending time on soooo many non-productive tasks!
Feel free to comment below or send me an email at firstname.lastname@example.org and let me know your thoughts.
And here is another longer more detailed lesson, if you have 30 minutes, which talks about how to easily alter what you offer in your business (think packages, online and events) to greatly increase your income as an experienced coach. Especially if you are currently only offering low-end priced services (eg, group or 1:1 training). The content I share in it has greatly impacted many personal trainers businesses.
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This list has been designed for anyone who needs to make the best possible use of their time and most importantly stay in a good headspace, as they work for themselves. (In particular, women, as our brains, bodies and hormones work differently, so we are prone to more ups and downs – this can be proven scientifically…). This list is based on my own experiences over the last 20 years, and from coaching 100’s of other female coaches.
Listen to the podcast version of this post (with extra stories included) On; Spotify
– This is critical and also helpful with many facets of how you work, regardless of the type of work you do. Eg, are you an extrovert vs an introvert? Does your business model and/or your days include a lot of people? or, perhaps it includes more alone time? Then the question is what do you prefer, how do you work best? Extroverts and introverts can do either, but knowing this about yourself allows you to factor in ‘downtime’ if needed for recovery.
Understanding your personality and those of the people you work with (and those you help if you have a people-based business), is VERY empowering. The more understanding we have the better our lives in general, the less conflict, the easier and more ‘lubricated’ all our transactions…
(One of the personality tests I like a lot is the free ‘love languages test’ – which explains how people show and therefore expect you to show them, your love and attention! It’s a game-changer this one, for many relationships. Here is the link for you to do it (https://www.5lovelanguages.com/quizzes/ )
This leads to the next point
2. Outsource the things you don’t enjoy or are not good at. It saves time!
I am a big fan of outsourcing what you are not good at, but I know many people are not good at this. A good rule of thumb is if you can earn 2 x per hr, what the other task is valued at, then outsource it for better use of your time. (Trust me, the moment you do it, you will understand the value but probably not before.)
A great website to hire online help – in particular, anything to do with technology is upwork. Here is the link for that site; https://www.upwork.com/
3. Keep the marketing approach as simple as possible.
There’s no doubt you need to do marketing for your business, but often the ‘how’ and ‘why’ is easy to overcomplicate. Trying to ‘follow’ all the rules about ‘doing it this way’ or that way, (the way the other person does it), or the way the guru taught you, often ends up leading to frustration in the best cases and being a major cause of burn out in the worst.
Instead, keep it simple by helping your ‘ideal client’ to ‘solve their problems’. Knowing what these two things are is critical to help you market yourself. Rather than just churning out the traditional ‘advertisements/buy my stuff’ style of marketing.
On that note;
Regardless of how big your brand/company is people want to know the person behind it, so don’t be afraid of connecting with humans and being seen, even if it’s online. (Pictures of yourself and videos feel narcissistic at times, I know, but it’s the next best thing to meeting them in person.) Plus it’s important and it works as far as to generate leads into your business. You will notice you get less cold leads when you do this.
Here’s a video I made on the subject of keeping it as simple as possible plus finding out what works for you (as it’s not always the same as what works well for the next person.) – video of kate on Youtube – of work for yourself tips.
4. Do the most important things at a time of day that works for you. (The perfect time of the day is different for everyone)
You may have heard the saying – do the most important things first thing in the day? And set your alarm to get up at 4 or 5 am? I know for some people rules like this are not practical. For some of us, it isn’t practical to meditate first thing in the morning (some of us have kids who have sleepless nights right?)
Many of us are juggling various responsibilities like family, relationships and working for yourself etc… so getting up earlier and having less sleep doesn’t sound appealing right?
Understanding that if you work for yourself the list of ‘things to do’ is never-ending.. knowing this can actually provide some relief in itself. So stop trying to ‘get all the things done’.
Then knowing what’s critical and what isn’t is crucial. Which brings me to an extra list that I want to share with you on ‘How To Prioritise Your Time in Business’, especially when your ‘to-do list’ is huge.
Either to yourself or to a friend to show up and do the thing, eg, from admin tasks and book-keeping, to ‘doing the workout’.
Or make yourself accountable where you will potentially face public humiliation if that kind of thing can work for you… (eg, posting on social media).
So really becoming a person of your word is critical. But I believe you cannot work for yourself successfully unless that is you. It’s a skill that can be learnt. Learn it fast, if you aren’t already that way inclined.
6. Listen To No-one
(while learning from ‘selected’ others to make the journey faster)
Learning from and listening to a very small, selected group of people, is important. Shutting out most other ‘noise’ and opinions is even more important.
(For eg, Listen to those who do work for themselves – and on the level, you want to be on). Not listening to the opinions of some friends and family can become critical. Sometimes the people who have your best intentions at heart, ie, just to keep you safe, won’t be able to help at all.
The problem is that everyone has differing opinions about ‘what you are doing’, and it can knock you off your ‘perch’, shake your certainty and in the worst cases derail you from your projects that aren’t fully formed yet.
Take all advice with a grain of salt. I say that in knowing that everyone has an opinion, as I mentioned, BUT it not all worth listening too.
Consider – have they been where you are going? or where you want to get to?
Filter, even the advice you do get and look at how can you practically get that to work for you, knowing that there are fundamental keys to success when you work for yourself and that not everyone is cut out for it, which is ok, but if you are in the ‘work for yourself basket’ then you are approx a ‘1 in 12’ individual who is ‘brave’ enough (or stupid enough) to try it. It isn’t for everyone, which brings me to the next point.
7. Find a Support Crowd (not a complaining group)
What I mean is a group of like-minded people, who have similar values, who can lift you up when you need it (it may be an online group), and it most likely is NOT your current social group.
I don’t mean a group you can complain to. I mean people who simply understand what it’s like to work for yourself and if they do give you support it won’t be to tell you to get a ‘real job’ unless you really should.
If you do choose to complain, understand that’s a dangerous road to spend too much time on. What I mean is, it’s pointless to wallow in the stuff that doesn’t work and add to the list of things that don’t work and to discuss how things aren’t or can’t work… Instead, find groups of people that lift you and help you find solutions.
Complaining does no one any good, nor will it help you grow your business and attract more customers! (Yes, believe it or not, the better the mood you are in, the better your business and the better your marketing will work).
eg, I have many friends who don’t work for themselves, and that’s ok, I still love them to bits, but I don’t talk about my ‘work for myself issues’ when I am with them.
I save that for my group of ‘we work for ourself’ friends. A network of people I HIGHLY recommend you find for yourself.
8. Guard Your Time!
This is especially important if you are just starting as you will find not only distractions from the tasks that are uncomfortable but as you get better, people will want to pick your brain and buy you coffee. While I love socialising, you need to be mindful of ‘doing YOUR tasks’ first and at the appropriate time during the day – and keep your word with yourself about this.
Eg, In the health industry we are lucky as we can choose to not let people come late to appointments, because for example if they do and we let them, it means our entire day is running behind. (Unlike a hairdressers appointment, where they have to finish what they started).
To get out of places where you may be wasting time (or where people start to chit-chat and you haven’t done your important tasks for the day), you can use the ‘Oh I have to go to another appointment’ reason. I highly suggest you use it, especially if that appointment is to do your own work!
9. Get a Good Cause
If your business doesn’t tick this box for you, then I highly suggest you find a hobby or some outlet that allows you to contribute to and think about others. This has been shown clinically to reduce depression and anxiety in many humans and it’s a great exercise to simply stop caring about yourself and your problems for a while.
If you can tie in, the ‘actual’ work you do, how fulfilling and amazing would that be! As health coaches and personal trainers, we are incredibly lucky to kill so many birds with one stone with regards to this 😉
10. Look After Your Health
I know this goes without saying, or maybe it doesn’t but in my mind and the world of working for myself, I’ve personally experienced the health game-changing on me through different stages of life and business and I know that if I am not looking after myself daily, then the quality of what I do starts to slip.
Meaning I yell more at my loved ones. I gain weight and feel generally blah about myself when I don’t use my body to it’s fullest potential. Plus I lose my day to day motivation and general ‘mo-jo’.
Fortunately for me, I know enough about health to know that people cannot have a great business and life if they don’t pay attention to ticking this box too!
Make sure if health isn’t your game (or if you have dropped the ball like I did a while back), you become accountable to someone to help you prioritise this part of your life again and find what works for you!
… I often have a coach in either body or business.
Looking after yourself can and should be fun. Ok, it may be a little hard to start with, but fun things are as important as exercise in my mind, so start there. Want to do a practical exercise with me right now?…
Make a list of 10 things you enjoy and put at least 1 of them into your diary to execute in the following week. No excuses. Sorry but it’s breaking the rules here to include drinking alcohol regularly or anything detrimental to your health…
(That’s for the party list )
This clean ‘fun’ can be as simple as connecting with a friend on the phone, exercising or reading a book. Whatever it is, it gives you an oxytocin release which makes you a more pleasant human, who then gets more out of life and contributes better to the human race (and it goes without saying, therefore runs a better business)!
If you would like my help in executing more in less time with regards to growing your fitness or health coaching business, click the link here to see if I have any times available to chat with you about what may be possible, in your business.
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Video text transcription;
“My name is Nikki, and I have been working for the last four to five months with Kate Martin. Kate has done so much for me with my business and also my mentality towards my business.
I’d say the top things that I have taken from working with Kate are an improvement in my mindset, improvement in the way that I view my business, how I view income coming into my business, and my business developing! Also a balance towards what it is that I wanted to be receiving in my business and how to actually make achievable steps towards achieving those things.
She’s also been amazing in terms of growing my business.
When I started working with Kate, I had a rather low income, and I can safely say that it has quadrupled if we’re going by a per month revenue basis.
She’s given me a whole bunch of ideas to improve my business and to grow my business in ways that I wouldn’t have thought before. This has been super beneficial in terms of helping me to realize what I can actually provide to my clients, which is to provide much more than exercise, even though being a Personal Trainer is at the core of what I do. The exercise is actually only one small component of the
business and the service that I offer my clients.
It has been really amazing for me to invest in working with Kate. It was 100% well worth the investment. I have easily gotten triple or quadruple that back, in terms of everything that I have created. And how I have pushed my business forward to further success and creating the life that I actually want with my business. So the business is no longer running me, I am running my business.”
This experienced coach FINALLY capitalised on her experience in the industry.
Meet Jo, an experienced coach and (retired) Professional Figure Champion of multiple titles over the past decade. She has coached clients, very successfully in both the face to face and online space.
When we met Jo had huge fluctuations and drops in her income, due to her coaching being very seasonal (even though she never had a problem gaining new clients because of her reputation).
Jo had sponsorships and a big social media following, but the income was not there to reflect her hard work (and the amount of care she gave each client).
Fast forward several months, she now not only has a steady and fast growing monthly income, she now has multiple income streams and is finally able to utilise her skill set to project her forward for the years to come.
Listen to what she did to change all of this in only a few short months.
Jo now not only has a regular income and more clients coming on board and a team of people to help her but she has a steadily growing monthly income, far past what she ever dreamed it could be!
If you’d like to finally capitalise on your experience as a coach, and are tired of being on an ‘apprenticeship wage’, feel free to book a call with Kate here<< so you can tell me what’s not working in your personal training business.
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– When the ‘thing’ you aren’t happy about is causing you more distress than fulfilment.
– When you really have tried and exhausted all other avenues. (That list is pretty big and requires more than a little gumption to get through it).
When you shouldn’t quit;
When there’s NO way out (like many of life’s hard circumstances (everyone has them) – what if they MAKE you who you are, and they ARE the way through? Currently reading this awesome book about how your hard times ARE the way through, by Ryan Holiday.
Do you really think your life is hard? but are you really struggling to survive? Like the little kiddies who really are getting bombed in many countries?
I didn’t think so… (yet I know our brain thinks that at times, we are dying < crazy archaic lizard brain system, that keeps us safe and a little dumb).
Other times to not quit;
– Remember the reason you started.
(Know the universe will throw things at you and then rip things from underneath you, to test you, but it HAS to move things as you asked for something else didn’t you? We really need very little to survive, most of it is just fluff, think about it. Worst case scenario I am sure you could lose it all and start again if you needed to).
– The WHY is bigger than the fear. (We all have the fear, some people just do the ‘thing’ anyway).
– Eventually you will be pushing up daisies so you may as well give it a go right? Why the heck not!?!?
So what’s your reason to not quit?
If you are a coach and are even entertaining the idea of quitting and yet you KNOW how to get clients amazing results (and you have several years of coaching under your belt), DO NOT QUIT!
You could be on the edge of something huge, like so many of my coaches have been. If you want to turn it around now, reply now and tell me what you have tried and what’s not working (I won’t let you whinge for long, but I know some days aren’t as juicy and fulfilling as they could be, especially if you are being paid an ‘apprenticeship wage’ for all your brilliant work.)
Do you find your numbers (either 1:1 or groups) dropping off over the colder seasons?
It’s a pretty common complaint from Personal trainers, so here are my top tips to STOP this from becoming a problem for you. Immediately!
Sure there’s the common things we can tell clients, like;
‘we have a roof here so you won’t get wet’
‘there’s air con in the gym’ – if you are super lucky and you work in a big box gm
‘set your clothes out the night before, so when the alarm goes off you actually get up!’ (JUST GET THE F*** UP!! – you are silently thinking to yourself).
Or you could ‘tell your friend you will meet them there…’,
‘book a trainer…’ blah blah, the list of ‘how to motivate your clients in winter’ goes on and to which they ignore for the most part.
To be honest I never noticed business to be so badly effected in winter by numbers until I moved to Melbourne (I come from Sydney originally. Running a bootcamp on Maroubra beach was epic!).. So I know the pain, yet I fixed it with what I am sharing with you below.
This doesn’t even account for the extra 20-30% drop off of people who actually get sick, then don’t even start me on the ‘my kids are sick, I can’t train’, which I know is the truth, but somehow YOU – the coach, always seem to manage to get to the sessions don’t you!?!
So below are some ways to bullet proof your business, so you ‘yourself’ don’t get the winter blues and instead you bullet proof your income during this period.
The first thing;
1. Start looking at your income from a yearly perspective.
For example, would you really care if one month you made $20,000, then the next month you made $10k, then back up to $15k? My guess is no, you wouldn’t care. And nor should you if your total income for the year allows you to live the life you actually WANT (which by the way if you haven’t decided what that is yet, then CHOOSE IT NOW, that’s step 2).
So count your income and track it regularly (daily or minimum weekly, naughty naughty, if you aren’t doing this already start it NOW). Eg, you sell a 12 week program that ads XXX to your yearly income. Save the weekly direct debits and expenses for a different meeting. I want you to focus on feeling good first. Plus the bigger picture is super important.
2. Choose what you want
(Plus what you will do with the money) – Yes I will get to the practical steps in a moment, but if you literally don’t do the ‘mindset work’ required… you will not RECEIVE the income – sounds a little woo woo right?
And to be honest it’s just too bad if you don’t believe it but mindset is where it’s at.
Don’t believe me?
Neither did my client Jo – but watch this video here << I just made about her going from her maximum of $8k months to a $31k/month in under 3 months.
While she did execute on ‘practical steps’, (and we changed her marketing/messaging), she had also worked with various coaches before, she already had high end packages (that’s my next point).
Her audience wasn’t resonating with her message.
No one asked to work with her, even though she knew they saw her social media posts..
She’d spent 10’s of thousands of dollars becoming more and more qualified.. but even the ‘marketing’ skills these people gave her were not enough, or somehow were not the right fit (if you ask me they were outdated and disconnected).
She was also selling from a place of desperation (as many people are), this is something she’d tell you herself, as she said it to me the other day on our weekly call. Here is the video I made about ‘what she did’ << here.
Ok lets get to the practical steps (which will work if you execute on the mindset stuff – so if ‘it’ isn’t working please do the internal work and simply look in the mirror, daily, harsh I know);
3. Start a challenge – an 8 or a 12 week ideally (and pause people over the school holidays if need be. They can continue after the school holidays – DO NOT use the school holidays as an excuse not to start one). Even if you already have one running, if you have places empty start another one now! Watch my video showing you how to build your own 8-12 week course (plus you get my 12 week online course (Fatloss and Health Course) as a bonus >> HERE)
4. Contact all the old clients. The ones you ‘loved’ and invite them back for this special or some other special. Make the message personal. NEVER blanket text or copy and paste facebook message people this kind of stuff, people don’t like to be numbers. (Think of how you like to be treated right?), and coaching is PERSONAL (training) for a reason…
5. There are limited spaces available right? Unless you take 40 people in each group class? Even then, the limit is 40… so LET PEOPLE KNOW THIS.
Now I have to say – scarcity, ie a limited number of places, is a marketing ‘tactic’ and unfortunately some people DO lie about it, but you must use it truthfully.
What I mean is, for example, if you are the ‘main coach’ and you have a VIP program of some kind where people can work with you (I’ll elaborate on what VIP is in a moment). So in this VIP program (or hell, even in your 1:1 coaching or groups), be it online or face to face, how many places can you really have? there’s only a limited number of spaces available right,
your diary is only so big…
your week only allows for so many clients in it…
there’s only one YOU (the awesome coach)…
So tell people how many places you have left! or make a start date – people need a reason to start with you.
6. Start a VIP version, in particular, an online version (meaning you coach these people more in habits, nutrition advice, lifestyle advice and accountability and send them workouts to do. If you have ever just had a ‘sit down and chat’ session with a client, then you KNOW how to do this, it just seems overwhelming (the details). I promise it can be done with less ‘tech’ than you are worried about. (That’s a longer conversation for another time.)
But think about the positives for a moment – my point is these programs give you;
Less stress, because of a…
More time to do whatever you like (spend it with your family or travel perhaps?)
Flexibility in work location (you won’t be tied down to hour for dollar, counting to ten for people)
Choice of clients – your old awesome clients, who moved away, can work with you again! win:win!
Now don’t say I didn’t tell you..
There’s literally gold in these above tips, feel free to forward this email to a trainer friend who needs to make some cash.
Now I get to tell you how you can work with me;
If you have wondered what it takes to increase your income without doing 20 more hours/week, if the tech overwhelms you but you KNOW you can capitalise on your genius with some version of another online program… or you really need some help to take your income to the next level..
If you are an experienced coach (ideally more than 2 yrs experience), then now is the time to book a call as I am having a price rise end June.
Book the call here <<(It doesn’t guarantee anything or mean I will force you into working with me, but you will walk away with a plan for what you need to do to grow your business, regardless of if we work together or not.)
We will get on the phone for 45 minutes and you will leave with a clear idea of what needs to be done. I promise you cannot see the gaps at the moment, that’s why your income is where it is. (You know this..)
Book the call to find out more here or forever stay the same, your choice… 😉
Now let’s go build that legacy!
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Are you a watcher or a listener? Some people prefer to sit and watch videos on youtube or facebook, and some prefer to listen while on the go. If you are the later then you be excited to learn you can now listen to me in the car or when you are just go, go, go like I know many of you are are.
The topics I have discussed so far are:
1. Talking retreats, outsourcing, online programs, posting and sales – Content from inside the coaching.
2. Marketing around money and value for fitpro’s.
3. Sales, pricing, stress, marketing and implementation – Insights from inside todays coaching conversations.
4. Fear in business and using feminine power to overcome it.
Here is the list of where you can find the podcasts just click on the links below: