FLORIDA 7-25-22

FLORIDA EDITION

Are You A VALUE-ADDED AGENT?

FEATURED AGENTS

MARITZA MORALES AILEEN MACKENZIE-LEWIS

COVER STORY

RYAN CHIODO

SUCCESS–

THESE 7 HABITS ARE THE REAL SECRET TO SUCCESS Uncommon Contact:

CONNECTING WITH CLIENTELE THROUGH SOCIAL MEDIA

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Uncommon Contact:

Connecting with Clientele Through Social Media Social media is one of the newest and most powerful tools in an agent or mortgage professional’s arsenal. With just a few keystrokes, you can stay top-of-mind with buyers, sellers, and borrowers near and far, past and present. The key is knowing how to use these mediums to your advantage, working smarter instead of harder to keep the thread of professional relationships intact. With that in mind, here are a few ways you can maximize the pull and power of social media by shifting just a few of your ideas and practices for the better.

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Not everything has to be about business.

While your relationship with a client or fellow vendor began over the course of business, your relationship going forward doesn’t have to be limited. One of the great things about social media is that’s it’s social. Not every comment, post, or communication has to revolve around your business, its metrics, or turning a sale. In fact, you should do your best to branch out and curate a brand and online identity that’s about who you are and

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the lifestyle you’re authentically interested in living. In that vein, consider interacting with clients in an organically-driven way, encouraging them during life’s milestones, reaching out with a local event, restaurant, or news item that’s relevant to their interests or neighborhood. The goal is to be a persistent presence in their lives without feeling like a talking head. Engage as you would like to be engaged with, as a human being with interests and needs and boundaries. Keep that personal thread in mind and your dynamic will shift from past business contact to present resource.

Expand your medium.

Many Realtors are comfortable on Facebook as an interactive meeting to connect with clients, but there are several other mediums where you can connect with clients both past and present, as well as future. Particularly when courting Millennial clientele, the fastest-growing segment of the buying market, a presence on Instagram and Snapchat are key to finding new faces, demonstrating hot properties, and creating an interactive brand as an agent. Not only does this help when you’re listing a property and seeking potential buyers, but it also serves as a perusable portfolio of your work and real estate prowess. You can also use these mediums to interact with clients on an outlet they might feel most comfortable in. Liking pictures, commenting, streaming Instagram Live home tours and Stories are all ways you can build engagement by simply spreading your social media presence around. Likewise, Top Agent Magazine

these photo and video driven mediums are popular for home design ideas, and before and after renovation pictures. When you expand from Facebook into these new platforms, you’ll already have plenty of visual content ready to be transferred and consumed by an expanded audience.

Don’t just react.

Create your own content.

It’s easy enough to post a link to a new listing, or retweet a helpful article on real estate news. Creating your own organic content is a different story, but worth its weight in gold when it comes to luring engagement, ranking higher in search fields, and overall crafting an interactive presence for yourself and your business online—which is where more than 90% of homebuyers and sellers begin their process. Creating your own content can seem risky, or else like no one is listening in a digital world already crowded with information. However, original content is sure to boost personal engagement with your social media pages, guaranteed.

Instead of recycling content, consider posting a video with a Q+A theme for first-time homebuyers, or perhaps posting a live tour of a new listing will perk up your clientele surfing at home.

No matter how you decide to expand your social media presence when it comes to interacting with clients, consistency is key.

Find the ways that work best for you and stick to them, and you’ll watch your audience and business grow in tandem.

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MARITZA MORALES

When Maritza Morales first entered the real estate industry, she knew it was her ideal path. “It’s a platform for creating and developing long-lasting relationships, and that to me is more important than anything else when it comes to business,” Maritza explains. She began her professional career on the mortgage side, where her ability to foster those connections was limited. Wanting something more, she chose to earn her real estate license in 2006, and hasn’t looked back since.

With her knowledge of the financial side and her experience as an agent, Maritza is able to provide immense value to her buyers and sellers. Serving the greater Tampa Bay region, she finds it rewarding to help clients achieve their real estate dreams. Her main priority is to create an exceptional, enjoyable experience for them, alleviating stress and ensuring their needs are met.

me to others, because they trust I will always be there for them.” Maritza often works with repeat buyers and sellers who first completed a transaction with her years ago. “Whether it’s five, ten or more years from here to the next transaction, I try to stay at the top of their mind and help them as much as I can.” This comes relatively easy, as Maritza leaves a lasting impression on them.

Getting to know each individual on a deep, personal level, she understands what they want and is fully committed to getting them towards their

“Even after the closing, my clients know they can call me for anything,” she says.

“I think that’s what prompts them to refer

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goals. This makes her not only a REALTOR® for life, but a friend for life. “It is so important for me to create that relationship. My main priority is forming genuine bonds with my buyers, sellers and investors, as I truly care about them and their happiness.” When it comes to marketing, she also goes above and beyond, ensuring her properties are listed on all the top websites as well as social media. She utilizes her vast network of past clients, colleagues and vendors to spread the word about her listings.

One recent seller raved, “When I decided to sell my home, I used Maritza Morales as my real estate agent. Mrs. Morales kept me informed throughout the whole process, and was very knowledgeable in addressing all my concerns.

Extremely responsive to my texts and emails. I highly recommend Maritza Morales.” A buyer said, “Maritza is always very attentive, patient and knows the market. This is my 3rd time doing business with her as a buyer and as a seller, she has become a friend of the family. I recommend Maritza to anyone looking for an exceptional real estate agent.”

Married to a Pastor, Maritza is involved with her community through the congregation. “We do a lot of local outreach work, donate supplies for children going back to school, and sponsor various events that raise money for causes and nonprofits,” she explains. During her free time, she’s dedicated to expanding her skill set, and hopes to soon earn her broker’s license and become certified in cryptocurrency.

As time goes on, her success continues to skyrocket. No matter how much Maritza grows, she will always provide the same great service to everyone she assists. “I want to remain a trusted resource and advisor for my clients. They can always count on me for any real estate questions or needs.”

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For more about Maritza Morales, please call 813-477-8116 or email maritzamorales@remax.net Copyright Top Agent Magazine 7

Brendin Straubel is proud to congratulate

Maritza Morales

on being featured for the State of Florida in Top Agent Magazine!

Brendin Straubel | NMLS #1757609 Mortgage Loan Originator Pioneer Mortgage Funding, Inc. | NMLS # 2034160 (813) 728-7764 (Hablo Español) bstraubel@pmfmortgage.com 401 E Jackson St Ste 2340 Tampa, FL 33602

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Tips on Breaking Into the Luxury Market So, you’ve been doing residential real estate for a while and you’re looking to up your game. A lot of people consider going into the luxury market at that point. Or, maybe you started in the business always intending to specialize in luxury properties and were just learning the ropes before you tackled one of the industry’s most lucrative specialties.

No matter the reason, the luxury market is a whole new ballgame and you don’t want to go into it unprepared. First impressions are everything in this business, especially when you’re dealing with wealthy clients and investors. Here are few things to consider if you’re thinking of going from starter homes to estates.

LEARN HOW THE LUXURY MARKET AND CLIENTELE ARE DIFFERENT As experienced as you might be in traditional real estate, the luxury market is almost like starting at ground zero. Everything from the buyers, to the sellers, and obviously, the properties themselves, will take a new approach.

One of the key ways it is different is that the feeling of exclusivity truly matters. You will be doing more targeted marketing through high-end networking groups as wealthier clients tend to be more comfortable when Top Agent Magazine

you come recommended by people they trust to have the highest standards. There are no mass-marketed open houses. It’s all about private showings. Although professional, one-on-one service is key in this business no matter what the price point, wealthier buyers are accustomed to concierge-style service, and the way to stand out from the rest is to provide service that goes above and beyond what even they expect.

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LOOK THE PART If you’re thinking of going the luxury route, creating high-end branding and marketing yourself properly is of the utmost importance.

That includes your own personal look. You and your business will need a total makeover, or at least a major upgrade. It might even be time to buy that new car you’ve always wanted. It is also key that all of your marketing materials are high end. So start gathering a stable of highly-trained professionals,

photographers, and stagers as every aspect of the service network you’ll be providing complements the brand that you’re selling.

It’s well worth the time to get all of this nailed down and seamless before you even think of entering the luxury market. Another good investment? You want to have an indepth knowledge of all the latest real estate technologies and innovations. Don’t just look the part, actually be on the cutting edge.

SELL THE LIFESTYLE Yes, you’re selling a home, but you’re also selling a lifestyle, which in luxury is almost more important. When someone is spending millions of dollars on a home, they want to see the fabulous life they will be living in their new digs. Really highlight amazing party spaces, unique one of kind features,

and amenities. As with anything of value, things that make a property rare, will automatically make it more appealing to people who can afford the best. It also helps people connect more emotionally with a home, giving it even more value than if you just try and sell it as a good investment.

NETWORKING, NETWORKING, NETWORKING Networking is an important aspect of this business at every level, but it a vital tool in the luxury market. Most of your referrals and targeted marketing will be done through luxury agent exclusive networking groups. In addition to that, it is even more important in this segment of the business to be actively

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involved in your community through volunteering and supporting local charitable events. You will not only build a stellar reputation, but you’ll also be giving back to the community you represent, and ultimately, integrity is what it’s all about in this business.

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RYAN CHIODO Top Agent Magazine

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Working with a small team that includes his wife, Top Agent Ryan Chiodo primarily serves the North Naples area with an impressive 90% of business coming from repeat and referral clients, Ryan Chiodo moved to Naples from upstate New York in 2001, and it was while bartending at the Ritz Carlton Tiburón that he got the idea to embark on a career in real estate. “I met a lot of 12 Copyright Top Agent Magazine

real estate agents who would come in because they were selling there,” Ryan recalls. “That was when I decided to get my real estate license, and my business got going pretty quickly. I sold some Top Agent Magazine

properties, and then I got out from behind the bar.” Ryan hasn’t looked back since, and for the past 20 years, he has been helping his clients achieve their real estate goals.

Ryan primarily serves the North Naples area, working with a small team that includes his wife Lina Chiodo as Digital Marketing Assistant and Nellie Kosola, his Operations Manager. An impressive Top Agent Magazine

90% of Ryan’s business comes from repeat and referral clients, a feat that speaks to the trust and confidence he inspires. Part of what keeps clients coming back is Ryan’s attention to detail.

“Between myself and my assistant Nellie, we leave no stone unturned,” Ryan explains. Ryan’s strong connections in his local market make for a smooth experience for his clients. “I have 15-20 year relationships with all the people I work 13 Copyright Top Agent Magazine

“I love taking care of people and getting people in homes. I enjoy meeting new people, negotiating deals, and putting the puzzle together to match buyers with sellers. It doesn’t even feel like work to me—it’s fun.” with, from lenders to attorneys, to title companies, inspectors, and more,” Ryan says.

One way Ryan and his team bring value to clients is through the staging and design business, Simplify Home, that Lina started with Ryan’s sister three years ago. “At Simplify Home, my wife is the interior designer and my sister is the stager,” Ryan says. “When we go on consultations to list a home, I typically will bring one of them with me so we can walk through the home and make recommendations. Then we divide and conquer from there. We have a warehouse full of furniture, and Lina can suggest updates that would Copyright Top Agent Magazine 14

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add value to the home so that we can sell faster and for more money.”

The results speak for themselves: Ryan averages about 120 transactions a year.

“As prices have increased and we’ve moved upmarket, our average price point has gone from about $400,000$600,000 to over $1 million,” Ryan says. Last year he did $101 million in sales, and he expects to grow that to about $125 million this year.

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Ryan likes to give back to his community whenever he can, and he participates in the Southwest Florida Food and Wine Festival to benefit Golisano Children’s Hospital. Lina also volunteers locally at the Guadalupe Center. When he’s not working or giving back, Ryan enjoys spending time with family, boating, and golfing.

Looking toward the future, Ryan plans to continue growing his business and Copyright Top Agent Magazine 15

serving his clients. “I just love every aspect of the business,” Ryan says. “I love taking care of people and getting people in homes. I enjoy meeting new

people, negotiating deals, and putting the puzzle together to match buyers with sellers. It doesn’t even feel like work to me—it’s fun.”

To find out more about Ryan Chiodo, call 239 248 0551, visit RyanChiodo.com www.

or email Ryan.Chiodo@evrealestate.com Copyright Top Agent Magazine 16

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Are You a Value-Added Agent?

I’ll bet if I asked ten real estate agents, all ten would answer ‘yes’ to that question. Yet, when I ask agents how they are value-added, they say things like: • I communicate regularly with my clients.

• I have a written listing presentation.

• I am honest.

• I am trustworthy.

Are these ‘value-added’ attributes? Or, does the client expect these attributes and services?

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Are these exceptional services or average services? I’m writing this article at the beginning of a New Year. It’s a perfect time to re-assess your professionalism and master being that ‘value-added’ agent.

Client Expectations are Higher than Ever Unfortunately, too many real estate agents assume they are ‘value-added’ because they are providing the services they want to provide— 17

the services they think the client values. However, there’s a real client out there, and the client has different expectations. How do I know that? Because so few agents regularly survey their clients. In fact, when I’m speaking to an audience, I survey them, and find that less than 25 percent gather after-sale surveys! So, the majority of agents don’t know if the services they are providing are average or exceptional.

Why Bother Being Exceptional?

• Because you want to set yourself apart.

• You want to create client loyalty.

• You want to create at least 50 percent of your business from client referrals (the latest National Association of Realtors survey Profile of Members found that the average Realtor got only 18 percent of their business from referrals. That’s a hard and expensive way to run a real estate business!

• Because you want to run a more pleasant, profitable business.

Four Actions Value-Added Agents Take How can you identify value-added agents? By their actions. Here are four actions I believe show agents that are above just ‘average’. The principle here is:

Watch the actions, not the words.

If I were a manager, or a seller or a buyer, and I wanted to find a value-added agent, here’s what I would look for: 18

1. Has a database and populates it This agent is committed long-term to his clients and to his business. He uses a contact management program (CRM) to manage ‘leads’, so none are lost — and clients do not feel neglected. After all, it takes much longer today to convert a ‘lead’ to a sale than it used to take.

Actively using and maintaining a CRM means the agent is committed to forming long-term professional relationships over time.

Other demonstrable actions concerning the agent’s CRM are: • Has a rapid-response method to deal with Internet inquiries and other inquiries via email. (The average client expects a response within eight hours—but a recent survey showed the average agent responded in 50 hours!).

• Has a method to follow up on all leads until they ‘buy or die’. As a client, that means I won’t get lost. As a seller, it means my agent will follow up with all leads and give it 100 percent to sell my home.

2. Invests in the technology and follow-up pros have This agent makes every decision based on their vision of their career at least three to five years in the future. For example, instead of selling someone a house anywhere just to get a sale, my value-added agent sells only in an area they define as their ‘target area’. That way, they’ll get known, and can build on their reputation.

The value-added agent has the ‘guts’ to turn down business! Because they care more about the well-being of the client than getting one grimy commission check, they learn to Top Agent Magazine

‘tell the truth attractively’, and work harder to retain the client than to make one commission.

Adding those Client Benefits to your Dialogue

3. Works for referrals, not just sales I said the agent learns to ‘tell the truth attractively’, even if the buyer or seller may not want to hear it. For example, if it’s in the best interests of the seller to list their home at a lower price, the value-added agent has the strategies and the statistics to prove that the seller won’t be well served by pricing higher.

Of course, it’s not enough to actually take these actions. You need to explain to the client why these actions are in their best interests, and how you stand apart from most agents by employing them. Why? Because your client won’t know you run your business so professionally.

And, the client probably doesn’t know most agents don’t run their businesses this way!

And, this value-added agent has the intestinal fortitude to walk away if they know the home will not sell at the client’s desired price (but doesn’t have to too many times because they create a stellar reputation amongst their clientele).

TIP: Always show your clients, don’t just tell them. You do have a Professional Portfolio and evidence on your website, don’t you?

4. Keeps the buyers and sellers’ best interests in mind Our value-added agent makes every decision to grow trust, not just to make a fast buck. For example, the agent sits down with a prospective couple and finds out they can’t purchase right away and creates a plan with them to save for their down payment. Then, the agent keeps in touch over a period of months, offering helpful information and market updates.

Put Yourself to the Test

How many of these actions P. S. Managers and team leaders—two tips do you exhibit?

What do you want to work on to become a true 1. Call each of your agents’‘value-added’ phone mails.

What’s the impre agent?

Are they professional? Do they state the company n TIP: represent your culture and image?

Managers, give your agents a 2. Create a quick class in phone messaging using the ‘test’ on these four points.

In other words, this agent practices seller or buyHow many pass? this blog. er agency representation, not ‘agent agency’!

Copyright ©, 2016 Carla Cros

Carla Cross,CRB, CRB, MA, is theoffounder andSeminars, president Carla Cross & Carla Cross, MA, President Carla Cross Inc.,ofand Carla real management and sales.

Herspecializing internationally s Crossestate Coaching, is an international speaker in realbest-selling estate management and Running business planning for all professionals. agents, Up and in 30 Days, is real nowestate going into its 5thHer edition sevenexperience internationallyas published books, including Up and Running in 30 Days , vast a top-selling agent and award-winning manage and 20 agent and management programs have helped thousands of real sales podium, blending her musical background with her proven estate professionals to the greater productivity and teaches profitability.someone Reach Carla strategies (she uses piano AND even to at play—f 425-392-6914 or www.carlacross.com. and practical).

Find out more at www.carlacross.com.

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Success– These 7 Habits Are the Real Secret to Success What makes somesome people so sucWhat isisit itthatthat makes people so cessful andand others not? successful others not?Is Isthere thereaa secret secret recipe recipe one one can can follow, follow, as as easy easy as as baking baking aa cake, cake, which which will will give give them them the the strength strength to to achieve achieve their their ultimate ultimate goals goals and and have have ititall? all?

The The answer answer is is that, that,in inaamanner, manner,there thereis. is.The The trick trick is is in in how how you you think think about about success success and and what what itit means means for for you. you. Many Many people people define define success success as as achieving achieving their their personal personal goals, goals, but but could could this this be be leading leading them them to to look look atat the the world a little too narrowly? The people people that that are are truly truly successful successful in in every every aspect aspect of of 20

don’t stop stop at at simply simply achieving achieving their lives don’t their personal goals. goals. They They succeed succeedin inmany many job,job, reavenues of of their theirlife, life,including includingtheir their lationships, health, andand family just to name relationships, health, family just to a few.a few. name ultra-successful people tend It turns turnsout outthatthat ultra-successful people to have quite quite a number of things in comtend to have a number of things in mon. One One main main skill many possess common. skill seem many toseem to is high emotional intelligence, or the abilpossess is high emotional intelligence, or ity to manage your emotions so that you the ability to manage your emotions so can you staycan calm focused even even in high that stayand calm and focused in

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high stress situations. Luckily, it seems not all of them are simply born with this ability, but have many strategies they use to help them achieve higher emotional intelligence. Here are seven strategies and habits that will help you achieve success in every area of your life.

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BE COMPOSED The first thing successful people always seem to have under control is their composure. Successful people stay calmand composed when the going gets tough and fingers start pointing. They don’t panic. The secret? They understand that in life things are always changing.It doesn’tmatter if something is bad at the moment because that will change soon enough. In this topsy turvy life all you can really do is adapt in order to stay happy and remain in control of how you react.

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BE KNOWLEDGEABLE Have you ever noticed how successful people always seem to have such awide range of knowledge and interests? Successful people do know more because they are always working to grow and learn. They strive to constantly increasetheir self-awareness. If a spare moment exists,then they will fill it with some kind of self-education. They do this because they are passionate about learning new things and ways to improve their life. Ignore the fear of being judged and ask questions, because that is the only way you can learn. Successful people don’t

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fear asking questions. They fear not asking those questions and growing stagnant.

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BE DELIBERATE It is important to think and reason before you come to a decision. Successful people don’t rush. They seek out advice from others, they think of all the aspects, and sleep on their thoughts before finally making their decision. Your gut instinct can be misleading, and lead you to make a rash decision that you will come to regret later.

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BE CERTAIN, AND SPEAK WITH CONVICTION Successful people speak with certainty.

Unless you communicate your ideas with conviction and certainty, then you will have a hard time getting people to listen to them.

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BE POSITIVE Successful people use positive body language when they are talking to draw other people in. Their tone is enthusiastic, they maintain eye contact, leaning in towards the person speaking to show interest. Successful people use it to draw those other people in. How you say something can be just as if not more important that what you say to people. Positive body language can completely alter how your speech is perceived by others, and helps to keep attention on you and what you are saying.

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BE MEMORABLE BY BE MEMORABLE BY LEAVING A STRONG LEAVING A STRONG FIRST IMPRESSION FIRST IMPRESSION You only have once to make a first impresYou only haveare oneincredibly time to make a firstas sion, and they important, impression, and they importthey are closely tiesare to incredibly positive body lanant, as You theyhave are around closely 7tied to positive guage. seconds to conbody language.

7 seconds vince a person toYou likehave youaround after you initially to convince a person to like after them you meet them. That is how longyou it takes initially a person to decidemeet whenthem. they After meet that, you. After that simplyisspending the rest ofthe therest converaisperson simply spending of the sation justifying that initial reaction they conversation justifying that initial reaction had. You yousure make a good they had.can Youmake can sure make you make impression by having strong strong posafirst good first impression by having ture, a firm handshake, a warm smile,smile, and posture, a firm handshake, a warm openopen shoulders. and shoulders.

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BE FEARLESS BE FEARLESS Successful people know that to give in Successful peopleThey know that let giving to fear is a choice. don’t the into fear fear a choice.

They don’t let takeisover, instead focusing onthe thefeart rushake of over, instead, they focus on the rush of euphoria that comes with conquering fears. euphoria that comes with conquering fears.

All of this adds up to having a high emotionAll of this addsWhat up tohelps having emoal intelligence. you atohigh succeed is tional intelligence.What helps you toemosucthe ability to control those whirlwind ceed theyou ability control whirlwind tionsisso can to stay calmthose and focused on emotions so you can stay calm andcan focused actually succeeding.

These habits help on Theseintelligence, habits can youactually gain a succeeding. higher emotional help a higher emotional intellibut asyou yougain probably already know, anything gence, but dealing as you probably know, involving with youralready emotions in anything dealing with your a healthyinvolving manner takes serious work.emoSo, tions healthy takestime. serious don’t in givea up if you manner fail the first You work.

So, don’t up again. if you fail the first must always try give and try time.You must always try and try again.

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AILEEN MACKENZIE-LEWIS In 2017 while working for RE/MAX part time and as a stager, restoring and painting furniture, everyone kept telling Aileen she should get her real estate license. Eventually, she decided the time was right! Aileen has always been in a front-line sales position, starting as an area sales manager in Scotland, she is definitely a people person. Helping people achieve one of the biggest goals in their life - finding them a home, not just a house, it’s her passion.

With a designer’s eye, she has the ability to see different arrangements inside a house. It’s not just a pre-sale staging talent, but a post-sale design skill as well, showing clients different ways to envision a room and make a property a truly personal living space. Aileen goes out of her way to help people make a difference in their lives, and it’s clear to her clients that she loves every step of the process. With over 11,000 other agents in Jacksonville, Florida she knows she must show why she’s the best choice there is. That includes travelling the length of St. Johns County and Jacksonville as necessary, going where the client’s need her. It’s a fabulous and high-demand location that’s about a half hour from everything you could want, amazing beaches, dining and top ranked school systems.

Aileen’s motto is “customer for life!” Many of her customers are their 3rd transaction with Aileen. She always goes the extra mile with special touches such as stocking the fridge and pantry, pet sitting, picture hanging parties for buyers and the use of her brokerage’s moving vans which is always complimentary.

By the beginning of Q2, Aileen has reached over 5 million in sales and 2022 is looking to be the busiest year yet. She loves getting people to their goals, and that requires really examining who they are Top Agent Magazine

and what they need. Some clients are investors, some are first home buyers, and some are looking to move into their forever home. MacKenzie-Lewis listens to find what each individual’s top priorities are. It’s not about closing a deal for money, at the end of the day it’s about the emotion and the smile on a client’s face, knowing she’s guided them to the best decision.

Aileen is proud to be different, sporting the hashtag #ImNotYourNormalRealtor. Her uniqueness extends beyond the real estate world, into the elaborate parties she hosts, including a massive Game Of Thrones Halloween get together, complete with the Northern Watch Wall, snow, and of course, the Throne which she built herself. That kind of attention goes to charity events as well, like local cornhole events and sponsoring specialty wine or benches at the golf course. At her brokerage, Staged to Sell Realty, she’s been awarded the Rookie of the Year in 2019 and in 2020 the Agent of the Year. But, not to rest on her laurels, Aileen knows there’s so many more goals to conquer and expand to. She was put on the planet to help people and she just isn’t near finished yet.

For more info, call 904-343-4841 email aileen@stagedtoselljax.com or visit: stagedtoselljax.com, homestagingjax.com or facebook.com/aileen.sellordwell www.

www.

www.

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