Katie Krejci [00:00:00]:

I think by August 2022, so almost a year later, my best month yet for income was $80. But then by September of 2022, my Instagram account pretty much blew up. I went from 3,000 followers to a 144,000 followers within just a matter of a few weeks.

Bryan McAnulty [00:00:22]:

Welcome to the Creators Adventure Where we interview creators from around the world hearing their stories about growing a business. The creator I talked with today built an audience of almost 350,000 That helped her to achieve her dream buying a 240 acre property on her pathway towards self sufficiency. Hey, everyone. I'm Brian McAnulty, the founder of Heights Platform. Let's get into it. Hey, everyone. We're here today with Katie Krejci. She is a homesteader and registered dietitian who has a passion for real food, Self sufficiency and doing things the old fashioned way.

Bryan McAnulty [00:01:02]:

Katie and her husband, Ryan, have been homesteading for 10 years And just recently moved to their new homestead on 240 acres in the Northwoods of Minnesota. Katie aims to educate and empower others to improve their health And become more self sufficient through her blog and social media platforms. Katie, welcome to the show.

Katie Krejci [00:01:21]:

Thanks so much for having me.

Bryan McAnulty [00:01:24]:

You're welcome. So my first question, which I feel like the answer's gonna maybe involve homesteading, maybe I'm wrong, but is something I like to ask everybody, and that is, What is the biggest thing that you did or you are doing that has helped you to achieve the freedom to do do the things that you enjoy?

Katie Krejci [00:01:42]:

I would say the biggest thing is becoming a trustworthy source of information. I feel like that is the absolute best Way to build an audience, to build a brand. You know, having people trust you that you're gonna provide Good quality information that isn't gonna fail them, hopefully. And also at the end of the day, People need to trust you in order to buy from you too. You know? That this is gonna be a good recommendation, a good source of their dollars. So Really being a genuine person, putting some thought behind what you're putting out there as far as content goes, I I feel like that is something that has really taken me the full way. Especially having some credentials behind my name, I feel like helps a little bit too coming to the homesteading space as a dietitian gives me a little bit of a leg up as well. So I would say that, Yeah.

Katie Krejci [00:02:40]:

Just being a a trustworthy source of information is a great place to start and I think has really helped propel me forward.

Bryan McAnulty [00:02:49]:

Yeah. I like that answer. I think I I wish that more online entrepreneurs, in general would be more Maybe, like, trustworthy and honest in how they do things, especially when it relates to, like, their marketing. Like, anytime I see, like, the, like, fake countdown timer that, like, Resets itself every, like, hour

Katie Krejci [00:03:08]:

or whatever.

Bryan McAnulty [00:03:09]:

I I hate those things. And so, like, yes, that kind of, like, fake urgency and stuff, like, It can work and trick people sometimes, but, like, if they then find out, then they feel bad about things. So

Katie Krejci [00:03:21]:

I totally agree.

Bryan McAnulty [00:03:23]:

In the long run, it's better to just be honest with it.

Katie Krejci [00:03:26]:

Yeah. Yeah. And I've seen you know, working with brands, that's a big part of it too. I am so picky about The brands that I work with, I probably turned down 95% of them. And so I I will only promote ones that I personally absolutely Truly believe in or use myself, and I've seen it backfire on other friends of mine or people in the same space where, You know, the the brand deals were coming in and the the dollars there, it's, desirable. Right? It's, It's hard to turn down good money on the table, but ultimately, if you're if you're just kinda start selling this, that, and it doesn't really fit with your brand, people can see through that, and eventually it came backfire.

Bryan McAnulty [00:04:09]:

Yeah. Yeah. I agree. So for those who are not familiar with the term, Could you define what homesteading is?

Katie Krejci [00:04:17]:

Yeah. So homesteading, that's a great question. What is the official definition? I guess to me would be a way of living that is simple, kind of back to the basics, providing for yourself. And that can look a lot of different ways. So that's why it's kinda complicated. For some people, it it could start just by cooking from scratch, You know? And just saying no to restaurant food or eating out, or it could look like having a milk cow and and a big garden or, just learning how to make make do with what you have, making repairs, and just being self sufficient in a way and Kinda saying no to modern conveniences and being dependent on x, y, and z. And it looks so different from 1 person to another. So, Yeah.

Katie Krejci [00:05:07]:

Any small step counts.

Bryan McAnulty [00:05:09]:

Alright. Cool. Yeah. Got it. Could you share then, like, what was the moment that you realized that City living and, like, a job in the city, all that was not for you and that home setting was your true calling?

Katie Krejci [00:05:22]:

So I always knew that I wanted to live in the country. I grew up in the city, and, I had a one of my best friends growing up grew up on a homestead or We called it a hobby farm back then. I don't even know if homesteading was a word at that time, but, I was always so jealous. I loved to show to visit, and they always had a garden, all the animals. And so I always said, that's what I wanna do someday. And, thankfully, I married a guy who Grew up on a farm in Nebraska, and so he was used to that lifestyle and that's what he wanted as well. And so we started in a small little city lot for about 5 years in Kansas City and saved every penny until we could finally afford a 5 acre homestead. And that was in 2013 when we got started, so 11 years now ago.

Katie Krejci [00:06:12]:

And But as far as working in the city, that was a lot more delayed. So we got our homestead in 2013. I started the garden and the chickens and was kinda slowly adding on more and more skills there, but I was still working my full time hospital job downtown in Saint Paul. And so I was commuting 2 hours a day doing doing that. And that took me quite I was I didn't necessarily I guess, what do I wanna say about that? That is a big topic, And it kind of slowly evolved as the years went on. But ultimately come to 2021 where I had Really burnout on working in a conventional setting. It was kind of a slow I started out loving that job. I loved the challenge.

Katie Krejci [00:07:03]:

I loved Being part of a care team and the challenging cases, and I learned a lot. But as the years went on, I started to really see conventional medicine as it is. And my role in it, I started to really realize that I'm not helping people thrive. I'm helping them just survive, you know, whatever that traumatic incident was. And it didn't really feel like I was truly helping people in a way that felt good to me, like truly healing people. And so ultimately, I did leave in 2021, I went back to school for functional nutrition. And that was such a scary but awesome moment at the same time because, then I could stay at home. My plan was to work at virtual functional nutrition clinics and do telehealth, which I was so excited about to be able to get away from the city and just kinda fully detach and immerse myself on the homestead.

Katie Krejci [00:08:04]:

And so I guess that's been my whole trajectory and Platform moving from City life, city living, and city working to living on a homestead and working remotely as well.

Bryan McAnulty [00:08:19]:

Yeah. Yeah. And I I can understand, like, the the point kind of about the fulfillment and and how you wanna help people and serve people. And myself, like, I definitely don't have nearly the experience that you do when it comes to, like, nutrition and medicine. But, Like, I really wish that more doctors knew about nutrition because Yeah. Every everything like, the doctor's helping you To, like, put a Band Aid on a problem, but not helping you to, like, stop it from the 1st place.

Katie Krejci [00:08:49]:

Yeah. Absolutely.

Bryan McAnulty [00:08:51]:

Yeah. So I I think that's Interesting. And I hope we can improve that. But I I'm curious. Like, what were the initial challenges that you faced when Starting that. Like, once, I guess, you moved to the 5 acre property, like, at that point and then when once you you left the more traditional job, did you just say, like, okay. Now We have to only live, like, sustaining ourselves here. Like, did you ever go out to, like, the grocery store or to a restaurant? How does that work?

Katie Krejci [00:09:18]:

So it's been a very gradual thing. I'm all about doing small steps. It's very easy to get overwhelmed and feel like You need to do all the things and be a 100% self sufficient, but that's a really easy way to fail, and also just to earn yourself out. So, just been gradually I'm currently not a 100% self sufficient. I really don't have a desire to be there yet, but we are getting close. So, at this it was really challenging when I was still working full time at and commuting 2 hours a day to be able to truly homestead in a big way, I guess. I still had a big garden. We had the and everything, but I didn't have the bandwidth to keep expanding until I quit my job.

Katie Krejci [00:10:07]:

So now I feel like this is my time where I'm really starting to evolve and add the skills on more quickly. We have not expanded to A lot of different animals yet because we just moved, and so we're still trying to figure out infrastructure and all of that. So I'm still out sourcing my

Bryan McAnulty [00:10:26]:

It's cold in Minnesota too. Right?

Katie Krejci [00:10:28]:

So it's

Bryan McAnulty [00:10:29]:

not like you moved and said, oh, let's live somewhere where it's always, nice and sunny.

Katie Krejci [00:10:34]:

Right? So it's kind of a big undertaking to get animals because you have to be prepared to take care of them in brutal winter that lasts at least 6 months. Because people ask me all the time, why do you get goats? They'll help you clear the trails. And I'm like, like, that sounds great in the summertime, but Come wintertime, you really have to have a plan in place and have alter you know, bring in feed because they won't be foraging in the winter as much, that type of a thing. So, we're so I would say we're we're eating and growing about 90% of our vegetables. Every once in a while, I'll outsource a vegetable or fruit largely fruit, I guess. Citrus and You know, lemons and limes, I can't really grow those in Minnesota. The occasional banana if I'm feeling up to it. So I go to the grocery store maybe every 6 weeks, And it's mostly just a hand basket worth.

Katie Krejci [00:11:28]:

And then the place where I get the majority of the things that I Can't or aren't producing myself at this point is Azure Standard. They're a wonderful, online Kind of like a grocery store. Have you ever heard of them before?

Bryan McAnulty [00:11:43]:

No. I haven't.

Katie Krejci [00:11:45]:

Yeah. It's a big one in in my homesteading world, I guess. So it's all bulk organic goods, which is wonderful because it's hard for me to find that type of stuff at my dinky little grocery store in my small town that's 45 minutes away. And so it's I can get big old bags of brown rice and oats and, You know, big cases of cheese I can throw in the deep freeze, and then I'm set for a long time, which is great. So

Bryan McAnulty [00:12:11]:

Yeah. That's that's interesting how some of the Modern conveniences, can still make things easier. Like, you mentioned, like, you're using Starlink for your Internet, and then you have that as a supplement for certain foods. That's cool. Yep. How would you say, like, your background in medicine and nutrition influenced your approach, or has it really when it comes to self sufficiency?

Katie Krejci [00:12:33]:

Yeah. I guess it has and it hasn't at the same time. My initial background in the conventional world, Very little overlap with my homesteading world, right? It's all antibiotics and Band Aid fixes and very sterile environment stuff. But I would say it did propel me to kind of be like, what's on the other side of the spectrum here and and start kind of moving in that direction. Now when I went back to school for functional nutrition, that definitely married in well with my homesteading world. Really learning deeply about nutrition and how it affects the body and the value of food and how to heal the body. And using herbs, that's been a big part of of my lifestyle as well, just learning to identify and use medicinal plants and making tinctures and salves and drying herbs. That's been a big part as well.

Katie Krejci [00:13:28]:

So I guess there's been some crossover, but not Too much, especially as far as my conventional training goes. It's done the opposite. It's kinda pushed me in this direction.

Bryan McAnulty [00:13:43]:

Yeah. I'm curious. Like, so now you live on 240 acres, and, like, I'm trying to think of, like, how big that is. Like, that's basically a whole neighborhood For for some people, like, that's their whole neighborhood. So that's that's a lot of land. I'm curious. Like, are there any, interesting stories that come to mind about, like, differences that you've realized or or things that happened or you've discovered even on your own property With, the difference between the 5 acres and 240.

Katie Krejci [00:14:12]:

Yeah. So to give you kind of a a concept, our property is a mile long from front to back. It's kind of like a long skinny shape. So it's not a mile wide, but it's a mile long. And It has been drastically different from our 5 acre property, which is what we were looking for. We were so comfortable at our 5 acre homestead that we It needed to be worth it to move. And so what we're really loving about this place is the foraging is amazing because since We have such a large track of land. There's a lot of diverse plants.

Katie Krejci [00:14:47]:

So I have my blueberry patch over here. We can find the elderberries over here. But over here is, you know, some some of my herbs, and it's just been really great to be able to find pretty much anything that I need, just by going out for a walk. And then the other piece that's really serving us is hunting that we're starting to get into. That's kind of a newer thing for us. My husband grew up pheasant hunting in Nebraska, but that was about it. So we got our 1st deer this fall, which was great. So we're able to fill our freezer, and hopefully, there's many more to come there.

Katie Krejci [00:15:21]:

And I could definitely see us expanding to other game as well. So I think that is ultimately gonna be a big part of our self sufficiency strategy and is also part of why I'm kinda dragging my feet on getting started with livestock. Initially, when we bought this place, we were throwing around ideas such as, oh, we could start raising cattle and sell beef and All these things. And just kinda got to a point where I was like, let's just hunt for deer. That's like So I don't know. It just feels more natural to me, I guess, just being a part of nature and immersing yourself in there and letting the land provide for you. And it's easier. Right? You don't have a lot of investment.

Katie Krejci [00:16:04]:

It's more unpredictable. You could go a whole season and not get one where, you know, having Captive animals, they're pretty much are guaranteed to have harvest unless something really bad goes wrong. But I'd say that's been a big liberating piece that the land will hopefully provide for us in a way outside of typical farming practices.

Bryan McAnulty [00:16:25]:

Do you ever, like, Expect or desire to have, like, more, I guess, traditional farming equipment or machinery for certain things, or would you prefer to kinda tend to avoid

Katie Krejci [00:16:38]:

At this point, we have no concrete plans to do that. Possibly just, harvesting Hay, potentially, or straw just for bedding for the animals and the chicken coop around the around the in the garden is too as well. I like to do a lot of mulching, and I'm Currently buying organic straw from a local farm. So if I could somehow produce at least that myself, I think that would be great. But I don't know. I I keep moving further away from your traditional farming ideas and kind of getting back into Just kinda surviving off the land and seeing what the land can provide for us. So it makes me question, do I call myself a homesteader then? I don't really know what I am if I'm not You're, you know, doing pigs and cows and, you know, your traditional farming practices. So I'm not sure what to call myself anymore.

Bryan McAnulty [00:17:30]:

Cool. Yeah. Well, it's interesting to learn about. I guess let's talk more about business now. I'm curious. Yeah. Like, I wonder, do you feel that you spend less time online or or around electronics than other people? I I would guess maybe yes, but I'm I'm not sure.

Katie Krejci [00:17:47]:

I'd say that's the most surprising thing for people to hear when they think about what I'm doing all I think they envision that I'm just out foraging, and playing in the garden, and feeding the chickens all day. I do that a decent amount, but there is still a lot of time spent in here, in my office, behind the computer, on my phone more than I would like. And That that is something I've been thinking about lately on how I can try and back away a little bit, but it's hard when my whole business is online and connecting with people that way. So

Bryan McAnulty [00:18:23]:

Yeah. I think it's something that probably people in the the homesteading space might struggle with Or making money in the traditional sense. Mhmm. So for you, like, can you walk us through, like, what are the main activities that, like, you do to run your business and generate income?

Katie Krejci [00:18:39]:

Absolutely. Yeah. I wish it was so simple that, you know, as a homesteader, you could just sell soap and, You know, make a living off of that. Maybe some people can if they can really scale it up, but just selling extra eggs here and there isn't really gonna bring in a full time income. It'll help supplement things, and I've done it in the past. I've sold eggs at, you know, work I had a small furlough egg business on the side at one point, but it mostly just kinda funded my business rather than, you know, be able to provide a full time income. So really creating services, products, you know, educating people, That has been my key to success, really finding a way to create a true business around The field, rather than selling products per se. There's still, you know, definitely potential out there if you wanna go be a chicken fire farmer or, or, you know, a BSCSA, but you really kinda have to go big scale to make that payoff to make it a true business.

Katie Krejci [00:19:41]:

So, Yeah. So for me, what my different avenues are is I created a few courses that's been a huge, avenue for me and something that brings me a lot of joy. I'm a natural educator. I I love teaching people, and, I feel like that's what people enjoy for me as well. I'm I'm not necessarily an entertainer. I'm more of an educator, so that kinda works for me. And I love courses because you only have to create it once, and then you can sell that for years. Eventually, you'll need to update it, but it's Kind of a a it's well worth your time to get it done as long as you're creating content on the right topics.

Katie Krejci [00:20:23]:

So I definitely spend a lot of time researching ahead of time. What is where are the gaps out there? What does my audience need help with? What are they craving from me? And did a lot of polls and just listening to people before I landed on my topics.

Bryan McAnulty [00:20:41]:

Yeah. And for those listening, if you're not familiar with Katie already, you You have, like, 340,000 Instagram followers, I think. Right? So you're you're doing very well at that. Definitely.

Katie Krejci [00:20:52]:

So far so good.

Bryan McAnulty [00:20:54]:

I know besides your courses, you also have, like, an online community area or your members. Do you have any tips about, like, Besides the research and and kind of being in touch with everybody and asking them, any other tips or strategies for creators out there that want to Kind of like grow their own online community, keep people engaged.

Katie Krejci [00:21:14]:

Yeah. So I don't have a private community yet. I've been thinking about it. I do have, like, my own private discussion forums within each course so that if someone enrolls in the course, we can kinda chat in there. So I'd say most of my just general community is within Instagram, probably. That's my most, engaged group. You can find me on, you know, YouTube and Facebook and TikTok and all that too, but I'd say Instagram is the biggest one. But, honestly, I Feel like the best approach that has worked really well for me is just being really genuine and honest and even raw sometimes.

Katie Krejci [00:21:54]:

You know, I I'm I'm I'm big about saying what is important to me even though it's not necessarily what people want to hear, if that makes any sense. Like, we'll talk about some testy subjects. Some like around hunting, that was a big hot button topic, you know, this fall or Yeah. Just some controversial stuff, but just having open and honest conversations, I guess, it kinda makes you more approachable and more human, or I'll Talk about my own struggles. I never want it to look like I have this perfect life over here and everything is amazing. Like, There are hard days, and I'll share that or the challenges that we've gone through in our early days to get to this point. Because it's really easy for People to see big influencers and think that they, you know, have had everything handed to them. And it's it's Kinda helpful to share your story and where you've been and, yeah, just makes you more approachable, I guess, And trust

Bryan McAnulty [00:22:59]:

me. Especially, like, new new people coming to to you once you gain a certain amount of popularity. Like, they just see that snapshot Of now. They have no idea. Like, you've been doing this for 10 years or

Katie Krejci [00:23:10]:

Mhmm.

Bryan McAnulty [00:23:11]:

Or for anybody how however long it's taken them. So

Katie Krejci [00:23:14]:

Mhmm.

Bryan McAnulty [00:23:16]:

But it does seem like you've grown pretty quick in the last couple years, compared to before. Could you pinpoint, like, any specific significant factor or strategy that you believe might have been pivotal, pivotal to that, like, Gross.

Katie Krejci [00:23:33]:

For sure. So I started the homesteading r d on Instagram in when was that? Like, September of 2021. And, created my website a few months later, but it was really slow growth. It didn't take off right away, and I was just doing it as a little side hustle while I was going back to school. And then I did get a couple jobs at a couple virtual nutrition clinics doing that 1 on 1 care. And so I was just kinda doing this on the side, and it was slowly gaining traction, but not very fast. So I I wanted to quit so many times. It was just like I was spending all this time and effort on evenings and weekends when I was also trying to homestead know, outside of my clinic hours and building this.

Katie Krejci [00:24:18]:

And, it was just it was a lot of work for not a lot of Return there for a long time. I think by August 2022, so almost a year later, my best month yet for income was $80. And it was just really kinda like, alright. What am I doing here? I've been building this for almost a Bryan, and I know money isn't everything, but at some point, you know, you have to look at, is this worth my time? What am I doing here? I'm spending all my free time doing this. But then by September of 2022, my Instagram account pretty much blew up. I went from 3,000 followers to a 144,000 followers within just a matter of a few weeks. And I wish I could tell you exactly what it was. People ask me that all the time, and I think just all the ducks got in a row.

Katie Krejci [00:25:14]:

I finally got some professional photographs taken, so my Everything was looking more professional, I guess, and I was getting more comfortable in front of the camera. I think my content was getting better. It's just like I think it was just my time is the best thing I could come up with. I didn't necessarily change big strategies or anything, and and it wasn't necessarily one reel that did well. It was just one after another was just going viral, viral, viral. And it was like, okay. Where is this coming from? And at the same time, my website started to take off. And then, Yeah.

Katie Krejci [00:25:48]:

The rest is history. It just really started to grow from there, and I actually quit. I was working at 2 different virtual Clinics at that time, and I quit one of them in October. So just a month later, I was like, okay. I'm gonna follow this stream. And I eventually quit the second one this past summer. So I finally cut that thread, and I'm doing this full time now.

Bryan McAnulty [00:26:12]:

Cool. That's awesome. Yeah. I I think it's really great that you you shared it the way that you did of how kind of everything came together. Because I always like to say it's really good to try to find something to get yourself some kind of small quick win to Mhmm. Allow yourself to be propelled forward. Because otherwise especially, like, where your business is really Heavily connected to social media. Like, it can be brutal where, like, the algorithm just not doing anything for you.

Bryan McAnulty [00:26:41]:

It's like, okay. I spend all this time on that video. That was gonna be a good one. And it's like, okay. Great. Cool. 20

Katie Krejci [00:26:46]:

years or so. Yeah.

Bryan McAnulty [00:26:47]:

And so, like, yeah, you really start to question yourself like, well, when is this going to work? Mhmm. And I I do think exactly what you said is true. It's not just about, like, oh, I'm gonna get one Viral video, and then it's all gonna change. But the reason that the videos start to go viral is because everything else came together that

Katie Krejci [00:27:07]:

you've

Bryan McAnulty [00:27:07]:

been doing this long enough that you realize A better way to present yourself, a better way to explain things, more entertaining way, whatever it is, and all those things all connect. And that's when it finally starts working.

Katie Krejci [00:27:20]:

I I think that's exactly right.

Bryan McAnulty [00:27:22]:

Awesome. And, finally, I'm curious. Like, what advice would you share with somebody who Has been inspired by your journey. They wanna start their own homesteading journey, especially if they're coming from, like, a non rural rural background. Where would you tell them to start?

Katie Krejci [00:27:39]:

So I was in the same position. I grew up in the city, so I had no experience with farm animals or gardening. We just Basically, I have flowers, you know, in our landscaping beds growing up, and that was about it. I think we maybe had 1 fruit tree. So I guess my biggest tip is don't be afraid to fail. I still fail all the time. It's going to Then I call it failing forward. You're always gonna learn something from that failure.

Katie Krejci [00:28:10]:

And My biggest tip for success when you're getting started, I think I mentioned this earlier as well, is just start small. You know? It could just be start just cooking from scratch. You know? There's no sense in starting a garden if you don't know how to cook with those ingredients, because then you'll just be, like, more overwhelmed. Like, oh, what do I do with all this now? You know, start with the basics, get that down, and then just Keep adding from there, and start with what's most important to you. If, you know, it's if it is a garden, that's Great. Or let's say you your family eats a lot of eggs, maybe do chickens. Or, you know, maybe You love to drink kombucha and it's $5 for a bottle at the grocery store, start brewing your own kombucha. It's it's really easy and a great place to start.

Katie Krejci [00:28:57]:

So start with one thing. Once you feel like you've mastered it, then add on. And, it could be as fast or as slow as you want. Some people like to add A new skill every week, every month, every year. You know? Just kinda start with what you have time and the resources to do and go from there.

Bryan McAnulty [00:29:17]:

Yeah. That's great advice. So on the show, we like to have every guest ask a question to the audience. If you could ask anything to the audience, whether It's something you're curious about, something you wanna get everybody thinking about, what would that be?

Katie Krejci [00:29:31]:

So I would love to hear what Anyone else out there is making as far as small or big steps towards living a more self sufficient lifestyle. I always love to hear what people are wanting to take on or have taken on and just kinda sharing that excitement with each other.

Bryan McAnulty [00:29:49]:

Awesome. Alright. Well, thanks so much, Katie. And before we get going, where else can people find you online?

Katie Krejci [00:29:56]:

So the best places to find me, Instagram is my biggest hub, so the homesteading RD. You can also find me on TikTok and Facebook. YouTube is kind of a newer platform for me that we're really starting to evolve into. That's really fun so you can see more longer form content on just what we're up to in the homestead, kind of more vlogging content, which is new for me instead of more how to educational. My website is also great. You can check it out at the homesteading r d.com, and then my courses are linked in there as well.

Bryan McAnulty [00:30:27]:

Alright. Awesome. Thanks so much, Katie.

Katie Krejci [00:30:29]:

Yeah. Thank you so much for having me.

Bryan McAnulty [00:30:32]:

I'd like to take a moment to invite you to join our free community of over 5,000 creators at creatorclimb.com. If you enjoyed this episode and wanna hear more, check out the Heights Platform YouTube channel every Tuesday at 9 AM US Central. To get notified when new episodes release, join our newsletter at the creators adventure.com. Until then, keep learning, and I'll see you in the next episode.