Yes, you heard me right: whether I’ve been working with my client for years….or even if we are just at the very beginning of our coaching relationship and I don’t know my client that well yet…first and foremost, I am always going to love & honor my client.
My first business coach, who in so many ways was truly a wonderful coach and mentor, taught me a lot about boundaries. She was the first person to really open my eyes to the dangers of over-giving and allowing yourself to be treated (or treating yourself) like a doormat.
I will be forever grateful for all she taught me in this area. I really learned how to respect my time and respect my boundaries because of it.
And this is a big “but”.
The first retreat I ever led by myself was 2-days long, and a massive learning lesson for me.
Before this retreat, I had led other retreats…but they had always been co-led. I hadn’t done them on my own.
It was the first retreat of five in a 9-month mastermind. 20 incredible women.
I wanted very much to serve them well. And if I’m honest with myself, I also wanted to impress them. I wanted them to like me. No, to adore me. And to think I was brilliant. And to feel they had made the right choice by investing with me.
So that meant that even though I was so excited about this retreat….I was also ridiculously nervous.
I spent weeks preparing like crazy for the curriculum and buying supplies. I put in hours to memorize parts of what I was going to say. And finally the night before the retreat came.
I crawled into bed at about 10:30pm so that I could get a good night’s sleep, and…didn’t fall asleep until after 5am. I was so nervous that my thoughts were moving way too quickly for my brain to settle down and let me rest.
I got about 90 minutes of sleep that night, ran out the door in the morning with barely any breakfast inside me, fueled by adrenaline.
I could feel my heart beating so strongly inside of me the entire subway ride to the retreat site. My underarms were totally sweaty. And I found myself wishing to be anywhere but on my way to this retreat.
I got to the retreat site before anyone else was there, set up the room, and then ran to the bathroom to hide in a stall and calm myself down enough to do the work I was there to do.
Sitting on the toilet, I practiced breathing, told myself all was well, and prayed a lot to be able to show up fully and open to be able to support the women in the room.
Still shaking, I emerged from the stall and walked into the retreat room, reminding myself to smile big and open my heart
In many ways, that first day went phenomenally well.
We created sacred space together, the women were open and engaged, the rituals I led inspired great emotion and breakthroughs. They were learning a lot and beginning to create trust and sisterhood with each other.
But…I didn’t give them (or me) much of a morning break. I didn’t eat or drink anything during that break.
We also paused way later than I had anticipated for lunch. After 1:30pm. I was still so nervous and so pumped with adrenaline that I barely ate or gave myself moments to rest.
And…I was exerting myself more than I needed to. Using all of my life force energy to hold the space instead of allowing the space to be held.
We continued on that day until close to 6pm.
And I was hosting a dinner for them that night at a restaurant across town.
All of the women left to rest and then head over to the restaurant. I stayed in the retreat room, cleaning up everything all by myself. I hadn’t made sure to have help with me.
I packed up my little suitcase full of all the items I had brought (we did a lot of experiential exercises), and running late, ran outside to try and catch a cab to the restaurant.
But it was rush hour in NYC and there wasn’t a cab to be found.
So I walked. It took me 30 minutes, lugging my suitcase, to walk to this dinner that I was hosting.
On the walk to the restaurant, my exhaustion hit me.
It wasn’t a normal exhaustion. It was the most tired I had ever felt in my life. A worn-out-ness that took over my entire body and mind.
I arrived to the restaurant late, sweaty, totally drained….and in no shape to hold the space for everyone, let alone even stand up straight.
So instead of enjoying this celebratory dinner that I had worked so hard for, and instead of getting to connect with these new women I was serving….I let all of my clients know that I was tired and I hopped in a cab back to Brooklyn.
All at the same time, I was so relieved to get into that cab….but also I felt like I had failed by leaving early.
And within 2-3 minutes of being in that cab, my stomach started to feel extremely queasy. I wanted to tell the cab driver to stop and to jump out immediately, but that wasn’t an option because I didn’t even feel strong enough to say a word out loud.
It was somewhere on the Brooklyn Bridge that I began vomiting profusely. I just vomited all over the back seat of that taxi. The driver, rightfully so, was not too happy.
We finally arrived at my apartment, and Jon had to come downstairs and help me up. I collapsed onto our bed, weeping, not knowing how I’d make it to the retreat for the second day.
Somehow, though, after a nice warm bath with Epsom salt, and a hearty meal, I slept that night. And stepped into a beautiful, powerful and transformative second day of the retreat.
That retreat was a potent learning experience for me. Here are some of the biggies:
- Always make sure you eat enough and that your body is nourished before, during and after a retreat.
- Take actions to calm down and balance your nervous system before, during, and after retreats.
- Get enough sleep.
- Get support for setup and clean up at retreats, even if it feels easy-peasy to do on your own.
- Take lots of bathroom breaks, eat during snack times, break for lunch at a reasonable hour.
- Give yourself and your participants plenty of open time.
- Be fully present, yet don’t fall into the belief that you need to hold the space all on your own.
- Serve because it is your mission and passion, not because you want to impress.
It would be a lie to say that I don’t still get nervous before retreats (& I’ve led dozens and dozens since that first one!). Nervousness is more than OK. It’s how you handle the nervousness and prepare for it that counts.
Would love to hear from you on some of your retreat tales of woe and what you learned!
A colleague of mine recently confessed something that truly shocked me. She is a hardworking professional, someone I respect and admire, someone who exudes competence, authority, and wisdom – yet she told me this unbelievable story:
She had just agreed to work with a new client, and to begin their partnership she was to attend a training to familiarize herself with the client’s policies and procedures. The meeting took over three hours, and at the end of it, she examined the contractor’s agreement that the client had drawn up. In it, the terms of payment were outlined clearly, but nowhere was there any indication that this training session was to be paid. The client expected to not pay her for the training, and to never let her know upfront. Stunned and speechless, she signed the document, and that was that. She said nothing to change that expectation.
Does this sort of thing ever happen to you? Do you find yourself allowing others to eat up your time in ways that don’t feel right to you?
So, how can you help others to recognize that YOUR time is sacred? To RESPECT it? The key here is to address it head on. When you establish rules & boundaries for your time, you make it clear to others that it is valuable.
Each group of people in your soul-centered project and life needs to be educated in different ways so you can honor and protect your time:
How to Protect Your Time with Clients:
Once you realize that your schedule isn’t working for you and that you want to change it, (see Part 1 of this article on how to determine this) you need to communicate that to the people in your community. This can make even the most confident of us quail a bit, but take heart: I have never lost a single client due to changing my schedule. The key is to let clients know that your schedule will be changing with integrity and in a way that’s aligned with your energy. The new schedule will benefit both you and your client because with a schedule that TRULY works for you, you’ll have even more energy to serve them.
Let your clients know that your schedule is changing by sending an email that says something like this:
“Dear X, I’m excited to let you know that as of October 1, my hours are changing. My new hours are [insert new client hours here]. This schedule will allow me to focus even more fully on you, and serve you in even stronger ways than I have in the past. If you have any questions at all on this, please don’t hesitate to contact me.” This is a simple, fuss-free way to create new boundaries with clients.
How to Protect Your Time with Clients in Session-Based Appointments:
With session-based appointments, it is easy to run overtime, and if it happens once, it tends to continue over and over. It’s easy to get annoyed at clients for this or to get frustrated, but the truth is that it’s on YOU to end your sessions at the appropriate time.
Here are some tips:
- Five minutes before the end of the session, directly tell the client that the session is ending and it’s time to wrap up
- Lead them to this with some wrap-up questions or instructions
- If the issue persists: Send clients an email letting them know that while you’ve been giving extra session time until now, that starting immediately, you’ll be honoring your session time. Let them know that this will help you serve more effectively, and will help you act as a model for them.
How to Protect Your Time with Team Members:
I hear from many folks that there are sometimes team members who haven’t been taking on responsibility, or are doing something the wrong way over and over, and those mistakes are costing time & money. If you have trouble setting boundaries, you might feel awkward, uncomfortable, or guilty about rocking the boat and letting that person know they have to take responsibility. But in your heart, you know that saying nothing will never solve it. The process here has a few steps.
- Get clear on what the team member hasn’t been doing or has been doing incorrectly – both for yourself and for the team member. I highly suggest doing this in person or over the phone – NOT over email.
- Let them know the consequences or repercussions of this: for example, “Every time you make a mistake with scheduling, it costs me time and my clients are not happy” or “I am up all night worrying that such and such did not get done; I am exhausted from it.” It is important that your team members understand exactly how their mistakes are affecting you, your clients, and your business.
- Ask what support they need so they can do it correctly and in the right time, and give them a clear timeframe by which the issue needs to be resolved.
- If the problem is a recurring issue then it may be time to acknowledge that the job is not a good fit for that person, and you need to let him or her go.
How to Protect Your Time with Partners Around Childcare or Household Duties:
If you’re taking on more responsibility at home than you want to, get clear on your need. Then get clear on why your need is so important. For example: I’m very busy with the kids and the house, and in all my extra time I’m working, but I really need time to exercise. If I had time to exercise 3 times per week, I’d be more relaxed, more energized, and not feel stressed and cranky all the time.
- Set a time to speak with your partner – springing these conversations on people is never conducive to success! Make sure you have enough time and space and no distractions to have this conversation about your needs.
- Speak from your heart lovingly about your need and why you need it. Ask your partner to either take on the task or to help find an alternate resolution. The key here isn’t to blame, but to make an aligned request. You might need to tweak or negotiate or brainstorm together from there, but the important thing is to make the request.
When you show others that your time is valuable by setting boundaries in these ways, you create a paradigm that fosters your ability to work efficiently, and promotes success in all your efforts.
Running a business is full of responsibilities and obligations, and it can be easy to lose control of how you spend your time. But how you spend your time determines the success of your business.
If you feel like you aren’t doing what you want to be doing in your business or soul-centered project, chances are good that your priorities do not match how you spend your actual time.
And, if you’re not spending your business time according to your priorities, chances are good that you’ll feel stressed, dissatisfied, tired or disappointed with your work life.
For example, if you highly value developing your network of colleagues, but instead focus a lot of energy and time on operational details, then you are likely feeling harried and disconnected from like-minded practitioners. Or, if your biggest desire is to grow your business, but your time is actually spent running errands and doing paperwork, unfortunately, your life won’t magically open up more time for marketing your business.
You need to prioritize what’s most important & then set the intention to make it happen.
Align your business with your priorities and your values:
1) Clarify What’s Important
Make a list of everything in your business or project that is important to you. This can include expanding your prospect list, developing new programs or offerings, marketing, cultivating referrals, etc. Get specific with this list. For example, instead of simply listing "networking”, perhaps list particular individuals or groups of colleagues who are important to your business.
2) Rank What’s Important
Order your list in number of importance to you. This is now your priority list.
3) Identify Your Top Three
Now, take a look at the top three items on your list. Star them. Ask yourself: Are these really my top priorities in life, or are some of these items "shoulds" or "obligations"? If there are any shoulds or obligations, re-prioritize so that your top three really connect with you on a heart/soul level. Some questions to ask yourself are:
- Am I excited about this item?
- How do I feel when I devote time to this item?
- Is there anything I would rather do than this item?
4) How Do You Really Spend Your Time?
Is the majority of your actual time devoted to the top three things on your list? If yes, wonderful! If not – what are you spending your time doing instead? If that’s not a top priority item: why are you spending your time on it? Do you actually need to be spending time on it, or is it simply a distraction? Can it be delegated?
This 4-step process will help you get clarity on how you want to spend your time versus how you actually do spend your time. It will also help you uncover what’s important and why you spend time on things that are not priorities.
Once you do that, then you can move on to the next level, which is to create a detailed plan of how those priorities will play out week by week in your schedule.
In your business or your personal life, do you have a ton of little things constantly requiring your attention?
Things that probably wouldn’t take a huge amount of time to take care of individually, but when added up, seem like they’ll eat up all the hours in your day? These could be annoying little things like dealing with an error on an invoice you need to pay, getting the car tuned up, or returning the printer cartridge that doesn’t fit your printer.
Small things like these tend to occupy and drain far too much time and energy.
The longer they remain uncompleted, the more they nag at us and take up more and more psychic space. These chores feel like small potatoes, but when you take the time to take care of them, you’ll discover that they have been distracting you or preventing you from making real progress in your business or your life.
Here’s an example of what I mean: One of my recent clients was tackling how to create more efficiency in her workday. She was having a lot of trouble meeting deadlines and returning all of her emails for her small business. When she took a closer look at some of the sources of her workday inefficiency, she discovered that her slow internet connection was eating up a lot of time.
Because her connection was so slow, she was waiting long periods of time to log onto the internet, to send and receive emails, and to do research online. She had been telling herself that she didn’t have the time to call her online carrier and upgrade her connection. In reality, however, this small distraction was actually costing her and her business both time and money!
Once she took a relatively small amount of time to call her online carrier and solve the problem, she made her workday much more efficient.
There isn’t a perfect time to take care of all these distractions, but you can’t allow that to get in the way of accomplishing your bigger dreams and goals with ease and joy. If you want to make room for success, one of the best ways to do that is to clear away these annoying chores and distractions from your business and your life.
Think about the distractions in your life for a moment now. Are they holding you back from some of your BIG dreams and goals? Ask yourself if, on some level, you’ve allowed those distractions to come into being and get in your way.
Are you using distractions to keep you safe and small? If so, I invite you to eliminate them by using my simple, 5-step clearing process:
1. List distractions. Make a list of the top 3 distractions that are draining energy from your work and the top 3 distractions that are draining energy from your life. For work, these might include:
-Outdated or broken technology such as mobile phone,
computer, internet connection or fax machine
-Unanswered emails or phone messages
-Outdated or inappropriate wardrobe
For life, these might include:
-Unresolved argument with a friend or partner
-Unpaid bills or tickets
-Not having drapes on your windows
2. List what they’re blocking. Make a list of what each top work distraction is holding you back from. For example: If one of your top distractions is an inappropriate wardrobe, this may be holding you back from:
-Networking events that will bring in new clients
-Applying and interviewing for more satisfying and
higher paying positions
-Feeling confident enough to have a conversation with
your manager about getting a raise
3. Own it. Acknowledge that you have been using each of these distractions as a subtle way of keeping you small.
4. Change it. Commit to eliminating one distraction a week. Take note of what opens up for you once you do so.
5. Keep up the good work! Repeat steps 2-4 for your "life" distractions.
I hope this system will bring you beneficial results and clear a path for your bigness. Please share with me what successes you open up to when you use this process!
I want to thank everyone who participated in Get It Done on February 8th. I was truly moved by the energy and action so many of you took to achieve your goals over the course of the day.
Thank you for all of your progress emails and emails of appreciation! Sending my appreciation right back ‘atcha!
The Get It Done Project was also the official launch of Your Sacred Business. If you haven’t yet checked it out, I HIGHLY recommend that you do. Seats in this high-content program are selling fast, and we’re already over 25% full!
For more info, go to: www.soulfulcoach.com/YourSacredBusiness.php
Despite the busy week, I am so grateful that I was able to participate in One Billion Rising yesterday – a cause that is so very important to me. Here I am dancing with many others in honor of ending violence against women once and for all at Freedom Park in Charlotte. It gives me chills to think of the millions of women who were dancing in parks across this country at the same exact time for the same exact reason.
Fridays’s special article: How to Manage Your Emails! This is a real important one. Enjoy!
Do you feel like you spend countless hours writing, thinking about, organizing, or reading email? Ever look at the clock after reading emails and wonder where the time went? I know I’ve had that experience.
At one point in my life, I personally was spending so much time on email that I once sent an email to a friend of mine, and the subject heading was "my inbox is going to kill me!"
Did you know that American workers spend 28 percent of their work hours sending and answering email???
Email is a fantastic tool that helps you communicate quickly and efficiently. However, it’s so easy to get stuck in a habit of incessantly checking your emails or using email for personal instead of professional use at the office. This can add minutes, if not hours, onto your work days. You might get so stuck in email mode that you never get to the most important tasks of the day — the ones that really help you move forward.
Sometimes, you get so many emails a day that it’s overwhelming and you avoid dealing with it until your unread emails fill more than one screen.
Not responding to emails leads to missed deadlines, frustrated clients, and broken promises. But you can get out from underneath the crush of email – I promise!
The organizational steps I’ve provided below may seem obvious, but often it’s the most obvious tactics that get overlooked. By following these easy steps, you can become the master of your email!
Step 1: Separate the Personal From Professional
- Don’t mix business with pleasure. Eliminate personal emails from your work day. Send all personal emails to a separate personal email account that you check either outside of work hours or at a scheduled time during the day.
- Set boundaries. Ask your family and friends to use only your personal email address, not your work address.
Step 2: Reduce Incoming Emails
- Block spam. Get a powerful spam blocker and set your email security to the highest setting. You’ll save time by not needing to manually delete those pesky spam emails.
- Consider a second address. Use a unique email address when signing up for services or registering for products that require you to give that information. For example, when ordering office supplies or setting up monthly utilities payments, you’ll often be asked to provide an email address, and the electronic receipts you’ll receive should not go into your spam folder. When you set up a unique email address for these kinds of registrations, you’ll be able to keep these emails separate, they won’t get lost in your spam folder, and they won’t clog your inbox with non-urgent messages.
- Don’t put your business email on public contact info. In addition to reducing junk mail, you can reduce the number of random people who want to contact you but who do not need your personal response. On your website, business cards, letterhead, and the like, use an information or general email address that can be answered by a team member. This will help keep your professional email inbox limited to emails that need to be answered by you and you alone.
Step 3: Get Organized
- Set time limits. Instead of checking your email each time a new message appears in your inbox, set aside certain times during the day that you read and respond to emails. You’ll be surprised at how much time you gain. (You may even want to apply this rule to texting and instant-messaging, which are also huge time-sucks!)
- Decide what’s important. You don’t have to rush to answer emails, and you don’t have to answer everything immediately or even the same day they’re sent.
- Delegate. If you have a team, you don’t need to answer all your emails. For me, I got back so much time when I got clear on which emails I needed to answer personally and which I could allow a team member to answer for me.
- Archive. Don’t let your inbox become a storage facility for email you’ve already read. Use the labeling function to categorize emails by use, and then hit the "archive" button. Your important emails will be safely stored and your inbox will be empty.
- Delete. This step is often the most difficult to embrace, but when you’re finished with an email, often it’s good to delete it. Of course you should archive any emails containing deadlines, contracts, promises, and that sort of thing. But there’s just no need to retain unimportant emails such as conversations deciding what to order for lunch or emails containing recurring reports. Let them go and enjoy that empty inbox!
For centuries, the first few days of February were considered sacred days in many cultures. It represents the moment where something magical happens underground, in the earth, after many months of winter and silence: a QUICKENING. The trees are preparing to blossom in the spring!
So, what does QUICKENING mean, exactly?
It means that a SPARK is beginning to build, a tiny burst of activity. It means a new energy is beginning to emerge, an energy that is getting you ready for all of the re-birth and activity that happens in the spring. (So says the Groundhog today!)
Because of the Quickening that happens at the start of February, this is a perfect time to re-commit to all of the goals and intentions you set at the beginning of the year. Ride the wave of that underground spark and prepare yourself to birth your projects very soon.
And what better way to do that than to dedicate a FULL day to working on projects that will help you achieve your goals? That’s why I’m sooooo excited for the Get It Done Project, just one week away!
If you haven’t yet registered, I HIGHLY, highly recommend that you do.
This event is so important that I’ve urged all of my clients to participate in it as well. The reason I’ve been able to consistently grow my business and over double my income again this year is due in part to exactly what we’ll be doing together in The Get It Done Project: setting aside time to get the big stuff done.
You can register here: www.soulfulcoach.com/GetItDone.php
We’ll spend the entire day working on your big project piece by piece and getting it done. And here is what I think is one of the BEST parts of the day: 3 of the most amazing and gifted women I know will be joining us for the day to help guide you, inspire you and teach you how to make headway on your tasks and projects. They are…..
Deborah Kagan: Sensual Lifestyle Specialist
Barbara Biziou: Ritualist, Author & Coach
Kate Siner Francis: Leadership Coach
To learn more about these fabulous women, go to www.soulfulcoach.com/GetItDone.php
So cool, right?
And to get you even more inspired, we’ve got this week’s article on How To Manage Your Giant Tasks.
Imagine yourself at the bottom of a breathtakingly beautiful mountain. The trees are magnificent, the birds are lovely, and the flowers are exquisite. You want to climb this mountain and marvel in the view from the peak because you know it’s one of the most amazing sights in the world.
But it seems like you’ll never get to the top.
The path is steep and overgrown, some loose pebbles make it a bit slippery, and it’s hard to imagine yourself getting all the way to the end of the trail from where you stand because it just seems so far and daunting.
This mountain is akin to that big project you need to finish. Maybe it’s finishing the book you’ve been working on for years. Maybe it’s writing the grant application for your not-for-profit company. Maybe it’s just cleaning out your overflowing closets. You know you want to do it, even need to do it. But the job feels so giant and overwhelming that you can’t envision yourself ever getting it done. Besides, how can you possibly get this project done when there are so many other little things like email and phone calls and bills taking up your time?
Well, today I want to share with you an important piece of information that can make these giant tasks completely approachable, even easy. It’s a tactic that may seem very obvious, but the truth is, most people don’t utilize this incredibly effective tool for moving forward and getting unstuck instantaneously!
This powerful tool is what I like to call the mini action step.
Without mini action steps, it’s very easy to get overwhelmed by the sheer size and extent of your dream goals. While dream goals can create excitement and enthusiasm, if you aren’t sure how to make those dream goals happen, or don’t know what your next steps are, you can end up very stuck.
In contrast to the enormity and greatness of your BIG Project or dream goal, the mini-action step is the smallest, simplest, itty-bitty, next part of ANY project you are working on, whether it is your business newsletter, your painting portfolio, the re-organization of your home, or your weight loss plan.
The power of this mini-action step is that it is an easy, quick, do-able chunk that takes you from point A to point B instead of feeling overwhelmed and stuck because you are thinking you need to jump from point A to point Z all at once!
Here’s what I mean: Let’s say you want to organize a conference. When you start to think about all of the tasks and details you need to take care of to get that conference up and running – renting a space, hiring speakers, organizing the schedule, securing refreshments, attracting attendees, etc. – it’s easy to get dizzy and overwhelmed, and just decide that you don’t have the time or energy to make this dream of yours come true.
However, if you were to remove yourself from that sea of hundreds of details and possibilities, and begin to get clear on just the very next little step you needed to take – perhaps that step is simply to make a list of 5 -10 possible places to hold your conference – then things would quickly stop feeling so overwhelming, and you would feel confident and ready to move forward.
As you can see, the mini action step is truly TINY, but it can pack a powerful punch!
The key word to remember is "tiny". The mini action step does not include tasks that take more than one step to accomplish, such as "Secure location for conference." And, the mini-action step is not even "Call every possible location for conference." It’s simply and truly the smallest, itty-bitty next step: to make a list of possible locations for the conference. The mini action step shouldn’t take more than 30 – 60 minutes of your time; and it should be the next obvious step that you need to take.
Here are some examples of other mini next steps:
- Coming up with the idea for your next article (NOT writing the entire article)
- Making a list of 5 possible speakers for your conference (NOT securing your full roster of speakers)
- Choosing a healthy and nutritious recipe for dinner (NOT losing 5 pounds by the end of the week)
- Deciding on which service to use for your website (NOT launching your website)
- Signing up for an online dating site (NOT making sure you go on your first date within a week)
So, WHY is the mini-action step so important? Because it is an easy-breezy, quick, and uncomplicated next piece that will move you towards your larger goal. It is something that you can put into motion right away, and not feel overwhelmed by, or as if you don’t have enough time for it.
The more you break your big goals down into mini action steps, the easier it will be for you to move forward CONSISTENTLY without getting overwhelmed or feeling stuck in a place of fear around the enormity and difficulty of accomplishing your goals.
The truth is that you DON’T need to know how to accomplish every piece of your goal, and you don’t need to focus ahead on how you will figure out every piece of your goal. You need only focus on the very next task ahead of you, and figure THAT piece out. Then you’ll have moved forward to the next place, and it will be time to simply figure out the next piece after that. Baby steps. Oh, yes!
Activate the Power of Mini Action Steps NOW:
- If you are in a state of overwhelm, acknowledge it. You can recognize this if you are telling yourself things such as "I’m just ready to give up”, "There’s too much to do here”, or "I don’t know how to get this all done."
- Allow yourself to let go of the bigger picture for a few moments, and ask yourself: "What is the very next step that I need to take here?"
- If that next step seems overwhelming, then it is still too large! Ask yourself, "What is the smallest mini action step here?" Remember, this next step should take no more than 60 minutes.
- Once you’ve arrived at the smallest next step, write it down, and decide when you will do it.
- Focus ONLY on that mini action step until it’s complete. Keep yourself in the present moment with it, and don’t stray towards thoughts of the overwhelming big picture.