Pacita's Quick Bytes of Real Estate: November 2008

Recently, I showed a waterfront property to a young couple who was really interested. But coming from Florida, they have never lived in an earthquake-prone state. Although they were extremely interested in the idea of having a home where they can dock their boat literally behind their house, they were frightened about the liquefaction factor in Alameda CA.

The concern is very real, and I totally empathize. "Newbies" to the area have real fears about earthquakes (I saw a blog where someone was concerned about tsunamis in the Bay area --- hasn't really happened yet...)

In the Bay Area, I have experienced slight tremors that are so common place, it actually feels like a heavy truck going by and hitting a big bump.

I know that earthquakes are always foremost in people's minds.... And I was one of those who checked the earthquake history and possibility http://gis.abag.ca.gov/website/Shaking-Maps/viewer.htm. I sometimes wonder why I didn't move to Contra Costa county after seeing this map.

Here's what a blogger, a geologist, posted on City-Data.   Source: http://www.city-data.com/forum/san-francisco/40650-bay-area-quakes-volcanoes-paranoia.html.

Lots of good information in these links. Hope you find them useful.

http://pubs.usgs.gov/gip/2005/15/
http://geomaps.wr.usgs.gov/sfgeo/liq...ptibility.html
http://geomaps.wr.usgs.gov/sfgeo/liq...n/factors.html
http://earthquake.usgs.gov/regional/nca/1868/shakemap/

So I ask....is there any town/city that is immune from natural disasters?

   

The last few years, I bought freshly cut wreaths and Christmas tree-shaped rosemary plants as presents for the holiday season. I tie them up with gold and red bows and hang them on my clients' door (if there's already a hook). My favorite source of these wreaths and bushes? Home Depot.

              

Then I take the opportunity to personally drop these off at my clients' homes.

Some of my clients told me that they used the rosemary bush as their table centerpiece. Others said they were so busy moving into their new home that they haven't had a chance to buy a Christmas tree, so the they were happy to get the rosemary bush. Another couple told me that after the holidays, they planted the tree in their front yard (I drove by again, and there it is!)

This year, I'm hoping to vary the presents. For my first time buyers, I'm looking for ornaments to hang on their first tree in their new home. Chocolates are still popular --- but they're a bit tiresome and unoriginal.

So... looking for help from my creative and thoughtful colleagues. Your ideas?

Today was a pleasant surprise. Because it's day after Thanksgiving, our real estate office was officially closed --- but there were some of us who were assigned to do floor time.

It was fun to watch my colleagues entertain several walk-ins. Some agents came into the office with their clients. A couple of my clients also called asking for info on investment properties to buy (and another, to list). I even wrote an offer!

Could it be that in addition to Black Friday being the "shoppingest" day of the year, that buyers are also arriving at a decision that now is a good time to buy? If so, hip, hip, hooray!

How could I complain that I'm so busy? When I'm busy that means I have clients. And even better, many of my clients also become my friends and source of leads.

This final quarter of the year has been wonderfully busy with escrows in the hopper, and more possibilities in the pipeline. This week, I had two escrows close just before Thanksgiving. And for that I am deeply, deeply grateful.

What closed this week:

• My listing of a waterfront condo. Source of lead? Active Rain and the Internet! My sellers found me on the internet when they were researching people in my area who have short sale experience.

• A starter bungalow for my first time buyers. Source of Lead? Buffini and Company Referral Network!

 

 

Thank you, oh, thank you!

 

Still checking out pros and cons of Blackberry Storm vs IPhone.

This New York Times headline caught my eye. BlackBerry Storm Downgraded to a Depression

The reviewer, David Pogue writes "I've got a better name for it: the BlackBerry Dud...But wait, there's less. Both of my review Storms had more bugs than a summer picnic. Freezes, abrupt reboots, nonresponsive controls, cosmetic glitches...

How did this thing ever reach the market? Was everyone involved just too terrified to pull the emergency brake on this train?

Maybe R.I.M. is just overextended. After all, it has just introduced three major new phones - Flip, Bold, Storm - in two months, each with a different software edition. Quality-control problems are bound to result; the iPhone 3G went through something similar."

Similarly, Financial Times' headline says "RIM's Blackberry Storm launch was a drizzle." Further, it says that "Bad reviews and low inventory sends shares tumbling."

OUCH!

Perhaps, we should keep in mind that when the first version of iPhone came out, there were some glitches too. So perhaps they can iron out some of these bugs soon.

I'm having some issues with my iPhone, too. My two favorite real estate tools, Fidelity Agent and PocketMLS don't work on it (yet). But since I have internet access on the iPhone, and since there are many other tools available, perhaps I won't miss them at all.

Youtube has a lot of how-tos:

• Blackberry Storm vs iPhone
• Tip on how to get the iPhone keyboard on landscape format 

My brother collected these pictures of how the military personnel manage to handle stress. There are some really cool pictures! Glad that our guys and gals find novel ways to entertain themselves.

  

 

Since we can't seem to upload videos, here's the link instead.
US Military Stress Management Technique

This will bring a smile to your face. :)

 

   

When underwriters speak, everyone listens. How true is this?

Several of my accepted offers are on homes needing repairs. On more than one occasion, the loans were not approved because the underwriters flagged comments made by the appraisers.

WHAT UNDERWRITERS WANT (these comments are verbatim)

• 29E) FINAL INSPECTION VERIFYING THE FOLLOWING REPAIRS ARE COMPLETED: REPLACE TWO BROKEN WINDOWS, REPAIR SMALL HOLE IN LIVING ROOM, WALL, SECURE OR REPAIR WORN CARPET IN THE BEDROOM THAT HAS BEEN PULLED UP, REPAIR BROKEN SLATS ON OUTSIDE STAIRS LEADING FROM HOUSE TO BACKYARD, INSTALL RAILING TO BASEMENT STAIRS, REMOVE DILAPIDATED GARAGE.
• Subject property has been vacant for a number of years and the neglect is apparent. There is extensive water damage in one of the bedrooms that has affected the wall and the flooring. The room beyond the kitchen, in the rear of the house is severely damaged. It appears to be beyond repair and it's recommended that this room be removed.
• The underwriter is asking that all of the items on the structural pest control report section 1 & 2 be fixed.

SOME SOLUTIONS

• Sellers do the required repairs --- but if they do, they will raise the list price. After all, these properties are advertised as fixers
• Hold-back at escrow --- Sellers don't want to wait to get their money
• Sellers to finance the loan --- Rare.
• OR.....have work done by Buyer who is buying the fixer, with authorization from Seller.

 

In these situations, we got bids to fix the problems. Upon agreement between Buyer and Seller, we arrange to have the work done, and then have the appraisers return to re-certify the work so that the underwriters will approve the loan.

NOTICE OF NON-RESPONSIBILITY

It's getting so challenging that we anticipate what appraisers and underwriters will say. Since we can see beforehand that the properties are fixers, my contractor clients are including in our offers to do some of the work before the loan is approved. We include clauses that upon acceptance, the Seller will authorize the work via an Addendum and a Notice of Non-Responsibility. 

Excerpt from this Notice:

"A. Declarant (owner or agent of owner) first obtained knowledge of the work of improvement on the Property on Date. B. Declarant will not be responsible for any such work or improvement on the Property, nor any work, labor, services, equipment or materials that have been, are being, or may be furnished for the work of improvement on the Property.This Notice shall be posted at a conspicuous place on the Property within 10 days after the person claiming the benefits of non-responsibility has obtained knowledge of the work of improvement. Withint this same ten-day period, the Noice shall be recored in the office of county recorder of the county in which the Property, or some part thereof, is located."

REAL EXAMPLE

When I bought my duplex, my appraiser advised me to have some work done in the rear of the property otherwise the the loan will not be approved. After discussing this with the Seller, he agreed to let me proceed on having some of the work done at my expense. For this, we got his approval and the Notice of Non-Responsibility.

OTHER SOLUTIONS?

Do any of you have other solutions to this ever-evolving and ever-growing challenge of having underwriters turn down loans because the properties need repairs? How do you handle fixers?

For people who think learning how to use an iPhone would be challenging, this is a must-see: a tutorial from a 2-year old!

I thought this would be a video of girl playing with the iPhone. But watching her go through the motions, and where her little finger went for each function, it was obvious this little girl knew just what to do. Amazing.

I wanted to put up the video itself on Active Rain --- but I can't seem to do it. So hence, it's a "mere" link. Maybe I can ask her to show me how to do this!

When I got my Blackberry 8310, I had to bookmark a link to a Blackberry 101 video tutorial on the very basic features of using it. And gosh, did it save me time. It's so much better than the printed manual.

So when I got my iPhone, I was looking for a similar tutorial, and saw this Guided Tour that was more like a promo as much as it is a tutorial.

However, I must still have the mindset of needing to read, re-read and bookmark pages. So I bought the Iphone: The Missing Manual. And I am glad I did. This reminds me of the Visualize series of books --- very simple, with lost of colored pictures (yes, it brings out the kid in me).

I'm embarrassed to say that I'm one of those folks who had an iPod but never bothered to learn how to use it. So I needed to find an iTunes tutorial, too.

I downloaded some applications like Google voice search, Weather Channel, Milog (mileage tracker). Even downloaded Scrabble and Guitar Chords. And there are so many applications to choose from!

  

But....coupled with the book and the video tutorial, I am set...for now.

 

The Blackberry faithful are lining up to get RIM's latest entry, and its first touch-screen Blackberry --- the Storm. But does it, and will it measure up to the iPhone?

US News and World Reports' Dave LaGesse says "Storm Is a Fun BlackBerry, but No iPhone Killer". He writes:

• The Storm is packed with useful hardware. It has a great, 3-megapixel camera that also shoots video.
• All those better the iPhone. But the iPhone also has Wi-Fi, which I find useful at hotspots and friend's homes and which the BlackBerry Storm lacks. The BlackBerry software, while also perhaps more productive with included Office-like applications, also pales next to the iPhone's.

Since REALTORs are road warriors, it seems to me that the Wi-Fi capability is a major NEED (and WANT). But is that all that Blackberry lacks that would make it not an iPhone killer?

LA Times says "Blackberry maker Research in Motion launches counterattack against iPhone"

• RIM says it goes a step further, with what it calls the "world's first 'clickable' touch screen" --
• Storm captures video, which the iPhone doesn't.
• The Storm is "not an iPhone killer, but it is intended as a retention tool to keep people that have a BlackBerry but might be eyeing the iPhone," said Charles Golvin, principal analyst at Forrester Research.

So...RIM designed this phone to RETAIN its Blackberry fans? This is the first Blackberry with a touch-screen --- years after TREO (Palm) introduced its first Palm Pilot. So why now?

Necessity is the mother of invention --- and RIM needs to counter the movement towards iPhone as a business must-have tool. I've been both a TREO and a Blackberry fan. But I think I have just become an iPhone Phanatic.

There are several property owners who are looking to get their property values reassessed.  I've helped a few of my clients and other associates with their applications. Some have succeeded in getting their property tax assessment adjusted.

Some folks know where to go, how to proceed. Some need a little help. As a service to folks in Alameda County, CA, here is a good start:

• Assessor's Office http://www.acgov.org/assessor/assrinfo.htm
• Assessment Appeals http://www.acgov.org/clerk/assessment.htm

Assessment Appeals

The Clerk, Board of Supervisor's Assessment Appeals Unit receives and processes assessment appeal applications; schedules hearings in accordance with legal requirements; maintains minutes and official records; provides administrative support to Assessment Appeal Board members and Hearing Officers; and provides assistance and education to the general public on the assessment appeals process. If you have questions about the appeals process please call
(510) 272-3854.

• Application for Changed Assessment ( 106KB )
• Withdrawal of Application for Changed Assessment ( 61KB )
• Notice: Application for Changed Assessment ( 33KB )
• Assessment Appeals Board and Equalization Hearing Officer Instruction Booklet ( 119KB )
• Assessment Appeals Board and Equalization Hearing Officer Instruction Booklet-Spanish Translation ( 122KB )
• Assessment Appeals Board and Equalization Hearing Officer Instruction Booklet-Chinese Translation ( 978KB )

Hope this helps!

Before getting my new 3G iPhone, I went online to find out as much as I can about iPhone. There's a wealth of information out there. So I'm sharing the various info I've bookmarked (okay, I'm using Active Rain to "park" all this info so I won't have to re-do most of this search).

Here's a good start:

iPhone tips #1

Top 7 Must Have & FREE iPhone Applications for busy Real Estate Agents

12 iPhone Tricks You Might Not Have Known

8 More iPhone Tricks You Might Not Have Known

Invisible Shield to protect your iPhone from key/coin scratches, etc

J.D.Power: iPhone Beats Blackberry

Take Your Office Documents On Your iPhone (PDF Online)

Photogene lets you edit and decorate your photos right on your iPhone or iPodTouch

Trulia on your iPhone finds homes for sale near you (iPhone knows your location)

The buyer of an REO property backed out of contract.

My clients moved into first position.

My buyer's bank has to approve the loan based on the appraisal that they order. If the bank doesn't approve the loan, my buyers will back out, too. When my clients' bank's appraisal was completed, it was at $175K, which is less than the $228K my clients' offered price.

We presented the appraisal to the REO agent, who countered that the previous buyer had an appraisal done, and it came to $210K. In this price range, the $35K gap between appraisals is significant.

Since the appraisals were completed just days apart, whose appraisal will carry more weight -- the appraisal for the buyer who backed out, or the appraisal for the buyer who is now in contract? We are trying to get the foreclosing bank to revise the sales price downwards.

This reminds me of series of pictures that shows how different people view a home



UPDATE: The bank agreed to have my clients buy the house at the appraised value of $175K.

What a ride this is --- a flurry of competing press releases from Realtor.com and ForSaleByOwner.com. But neither press release addresses the provisions of the May 2008 settlement between the U.S. Department of Justice and the National Association of Realtors.

NAR, Realtor.Com® Set Record Straight on Erroneous FSBO Claims

WASHINGTON, November 14, 2008

A press release issued Wednesday by ForSaleByOwner.com contained inaccuracies and misleading statements about its ability to place unlisted for-sale-by-owner information on REALTOR.com, the official Web site of the National Association of Realtors^® operated by Move Inc.

NAR and REALTOR.com are setting the record straight with the following clarifications:

• The settlement agreement between NAR and the Department of Justice made no provision to allow unlisted properties, such as "for-sale-by-owner," to be posted on REALTOR.com.
• ForSaleByOwner.com does not in any way enable home sellers to advertise their home on REALTOR.com without broker representation. Every property on REALTOR.com must be listed by a licensed real estate broker.
• REALTOR.com has not authorized ForSaleByOwner.com to resell REALTOR.com's Showcase Listings Enhancement package.
• There is no relationship between ForSaleByOwner.com and REALTOR.com.
• There are no unrepresented homes on REALTOR.com - every property on REALTOR.com must be listed by a licensed real estate broker, and unrepresented properties would not qualify to be submitted to a REALTOR^® owned and operated MLS.

REALTOR.com^® has asked ForSaleByOwner.com to issue a retraction. ForSaleByOwner.com did not discuss in advance the statements in their press release with REALTOR.com^® nor did they request or receive permission to use the REALTOR.com name in their press release

More...

Realtor.com Vs. ForSaleByOwner.com
U.S. News & World Report, DC - Nov 14, 2008
... by ForSaleByOwner.com contained inaccuracies and misleading statements about its ability to place unlisted for-sale-by-owner information on REALTOR.com, ...

FSBO site channels listings to Realtor.com
Inman.com, CA - Nov 14, 2008
Move Inc., which operates Realtor.com on behalf of NAR, says the settlement does not allow for-sale-by-owner properties to be placed on the site, ...MOVE

In response to...

NEW YORK, Nov 12, 2008 (BUSINESS WIRE) -- ForSaleByOwner.com ( http://www.forsalebyowner.com) today announced that it has become the nation's first "by owner" real estate website to enable home sellers to advertise their home on Realtor.com without appearing on a local Multiple Listing Service (MLS). This new direct access to Realtor.com follows the May 2008 settlement between the U.S. Department of Justice and the National Association of Realtors.

• Forsalebyowner.com is advertising showcase listings right on their front page,... http://www.forsalebyowner.com/
• From Market Watch: ForSaleByOwner.com Becomes First to Provide Access to REALTOR.COM  

So...what were the provisions of the settlement?

It's a nightmare.

A few Alameda listings have gone on and off the MLS while buyers and sellers try to figure out how to get the sale to go through. The glitch? The city has flagged the properties as having unpermitted work. And unless the work is done according to code --- and this could involve removing the offending work -- the property undergoes intense scrutiny, and in many cases, huge fines, to resolve.

NOSY NEIGHBORS OR VIGILANTE CITY INSPECTORS?

The realtors are hearing horror stories of people who go to open houses or get flyers about properties, or vigilante neighbors who go to city to look up permit histories and records of expansion, etc.

I once received a call from a City Representative who asked me if my Sellers had a second stove in the expansion they did in the lower floor. We had so many permits for the work done --- but that didn't stop someone from reporting an "illegal" unit. And no, there was no stove. So we were in the clear.

WHEN IN DOUBT

If you're not sure, just do it. Get a permit. As they say, "You can't fight City Hall."

UNKNOWN REQUIREMENTS AND THEIR EFFECTIVE DATE(S)

Some Alameda building/code requirements are new and are unknown. For example, simple kitchen renovations that involve tiling the floor, refacing the cabinets, replacing the countertop, replacing appliances don't require permits, right? If they were done before 2007 --- perhaps. But the new 2007 requirements says that

"When any kitchen addition or remodeliing invlves the alteration, repair, move, demolition, or replacement of the countertop, cabinets, electrical, gas, mechanical or plumbing system (esclusind the replacement of kitchen appliances and fixtures), the new and/or existing electrical system shall be brought to full compliance with the current electrical code pertaining to kitchen electrical requirements."

The countertop? The cabinets? WHY?

I have an escrow that hangs in the balance because my sellers didn't get a permit for refacing their cabinets and replacing the countertop. The buyer is nervous about this "unpermitted" work.

AMNESTY PROGRAM. HELP?!

The sellers may look into the Amnesty program for help.

"Once the date of construction is established, the City can make a determination about whether or not the work was legal at the time of construction. Projects will either be approved or denied for amnesty; either way, at this point, the investigation fees are waived. Applicants with projects accepted for amnesty will pay an additional $210 inspection fee."

Remember...when in doubt, go to city hall and get a permit! The time and effort you spend now is a drop in the bucket compared to the hassle you will get if you don't.

Looking for a realtor's point of view on why I should switch. Gone online for comparisons of Blackberry. Found several comparisons (different versions of Blackberries with first and latest editions of IPhone). Active Rainers had early comments ---- but what is the latest comparison?

What do realtors think? I just won a certificate to get an iPhone --- but I'm terrified to switch from my Blackberry Curve. There are some functionalities I can't live without (blue tooth compatibility, ease of email, online search, PocketMLS, camera, ease of adding new programs)...and one I would like to have is to be able to use my phone as a modem in cases of emergency.

HELP!

This review is by CNN.

BlackBerry Storm vs. Apple iPhone: 8 reasons pro and con

Who says you can't have it both ways?

With RIM's (RIMM) touchscreen BlackBerry Storm set to be released in the United States next Friday, CIO.com has published eight reasons to choose the Storm over Apple's (AAPL) iPhone.

The same day, it published eight reasons to pick the iPhone over the Storm.

Both pieces are by Al Sacco, who probably doesn't pay for the phones he reviews.

Here's why he prefers the Storm:

1. Stereo Bluetooth capability
2. Removable battery
3. Expandable memory
4. Video recording
5. Works as a tethered modem
6. Tactile feedback
7. Copy and paste
8. Multitasking

Here's why he prefers the iPhone

1. It's now second-generation
2. Built-in memory
3. iTunes App Store
4. iTunes integration
5. Full QWERY (virtual) keyboard
6. Wi-Fi support
7. iPod media player
8. Safari browser

I must be obsessed....I've been searching online for recent and relevant posts on why realtors should get/consider an iPhone, and found this post on why Realtors should get iPhone equipped

Also found there youtube videos on

• The iPhone and Real Estate --- really cool demonstration!
• Real Estate on the iPhone --- my Blackberry can't do that stuff!

Hmmm....

This house is listed at $525,000.

The sellers agreed to install an automatic gas valve cut off, test the sewer lateral, leave their fairly new washer, dryer, refrigerator with the house, and reimburse the buyer up to $500 towards inspections if the escrow is cancelled.

When the first time buyer wrote an offer on the property, we provided a copy of the termite inspection, along with the estimated cost for Section 1 repairs. Upon acceptance, she hired a home inspector, got three Heating contractors to examine the furnace, had window contractors to estimate costs to fix broken glass on a couple of windows. All inspections were done at separate times.

By the time she was through, she submitted an extensive request for for replacing the water heater, replacing the furnace, repairing the deck, replacing a couple of windows, installing window locks, replacing the sewer lateral --- for $20,000.

My sellers would like to compromise and get their contractor to estimate repairs -- but they are not willing to do $20,000 worth. The water heater works fine, and so does the furnace --- they're just old. The house itself is not a fixer, but it is not a new house either. It was built in 1925, but it looks great and there are a lot of improvements.

So this request seems unreasonable. Just how much is too much?

First, let's put things in perspective. The small island of Alameda has a population of approximately 72,000 people. Yes, it's that small.

Two months ago, I reported that out of the active homes for sale in Alameda, 14% were bank-owned (REO) and short sales.

FOR SALE     As of this writing, there are 146 homes offered for sale. 32 are either REOs or short sales, or 22% compared to 14% in September.

• 16 are $500K and above, or 11% of total homes for sale
• 16 are below $500K

SHORT SALES

• 18 are short sales, or 12% of total homes for sale
  • 2 homes, barely two years old, are in Bayport development of Warmington Homes
• 9 of the short sales are listed above $500K

REO (Real estate owned, or bank-owned)

• 14 are bank owned, or 9.5% of total homes for sale
• 8 are listed above $500K

HOMES ARE SELLING!     But not all is doom and gloom. Since October 1, 2008, just 44 days ago...

Pending sales: 34 homes have accepted offers. (I am keeping my fingers crossed, and fervently praying these sales close because 5 of those are mine)

•  
  • 19 are listed at $500K and above
  • Breakdown of what is selling
    • 9 condos
    • 4 townhouses
    • 10 detached single family homes

Closed escrows: 10 homes, of which 8 sold between $639K and $870K, What was surprising about these sales is that they were on the market for an average of 23 days!

So it appears that although Alameda is seeing its share of distressed homeowners, our beautiful island is continuing to attract homebuyers who are either moving to, or moving up in Alameda.

THE EAGLE WILL SOAR   Looking at the seal of the President of the United States and the use of the eagle as the symbol, it may be simplistic to say that  

The eagle needs the right wing and the left wing to fly.

CHECKS AND BALANCES       Contemplating how our government is structured, it is good to know that there are checks and balances. Lest one is uncertain about what checks and balances mean;

The main principle of government under which separate branches are empowered to prevent actions by other branches and are induced to share power. --- Encyclopedia Britannica

The constitutional controls whereby separate branches of government have limiting powers over each other so that no branch will become supreme. --- Encyclopedia Americana

The point of this blog? A reminder that our checks and balances ensure governing in a democracy. That whether one is a Democrat, Republican, Independent, Green, Libertarian, etc. --- we need each other. We may bicker like a normal family but through it all, we are still family.

God bless America.

Tightening credit is understandable....but do underwriters even know what they're asking for before they will approve a loan?

Underwriters sank and are nearly sinking my escrows for fixers and REOs. In every single instance, the underwriters are asking for certain repairs to be done before they approve the loan.

• On an REO, there's a dilapidated garage they want torn down or fixed. The house itself is not in bad shape and is not a fixer, but the loan is hinging on the condition of the garage. The problem is in this town, if a garage is torn down, city building code may not allow for it to be rebuilt. That's why it would make sense to repair and reinforce the structure bit by bit rather than taking the whole thing down.
• Another REO, they want the windows to be replaced ---- some are single pane, the others double pane. They want the old ones to match the new ones (say, what?)
• On a detached single family home cosmetic fixer, they want certain repairs to be done --- the dining room and kitchen slope slightly, so this house needs foundation work to make it level. The reason why this house is priced $100K less than other houses is because it needs work. And a contractor is buying it. But if the work the underwriter wants done is completed, we'll have to raise the price.
• A contractor is buying a fixer being sold by a trust. The underwriter wants the ceiling, wall and floor of one of the bedrooms fixed because of water damage. Again, this house is priced $100K less than comps BECAUSE it's a fixer.
• Another underwriter looked ad the Alameda County and decided it's a red zone for loans....but what about certain cities in Alameda County that are holding their own, and are still showing signs of appreciation --- like Berkeley? Piedmont? Alameda?

What do they think a fixer is?

Yes, we know they have to be diligent in their evaluation. But unreasonable? Unrealistic? Uninformed about the area?