Category: Realty Reality (page 6 of 16)

July 9, 2008

Content is king: The future of internet search is heuristic

by Greg Swann

Suburban Phoenix Real Estate Broker

I worked this out in email this afternoon. It’s stone obvious, once you think about it, so I think it might be on the horizon now — if it’s not already happening.

What the hell are you talking about, Greg?

I think the next level of search engine algorithms is going to be based in an heuristic observation of end-user behavior to correlate keyword relevance to actual relevance.

Do you see? Google and other search engines identify patterns of keywords in static HTML documents to try to identify keyword-relevant content. They do this because it’s cheap. Before that, they used gunk like meta tags because that was even cheaper — because that had too little hardware and software and too many documents to index.

The hardware and software problems are gone, plus Google has a huge and growing database of user behavior that is has harvested from the many bits of Google software people load on their systems. Moreover, Google has learned to draw sophisticated inferences from user behavior.

So consider two web pages. One is very strong on relevant keywords, but weak on useful content. The other is not as strong on keywords, but it delivers an ocean of very useful data. When users click into the first page, they tend to click out right away — high bounce rate, short time on site, few pageviews per visit. Users of the other site stay for hours and read everything twice — low bounce rate, long time on site, many pageviews per visit.

Assuming Google or another search engine can measure all of this end-user behavior, which site is actually more relevant to real people?

This is so obvious that it has to happen. If Google doesn’t do it, its successor as the number one search engine will.

What does it portend for you? For one thing, dumbstunt SEO plays like Localism are doomed. But more importantly: Now and forever, content is king. A highly-passionate, well-written, deeply-informative weblog is going to kick the ass of any site trying to get by on money and high-gloss lipstick.

If you deliver the goods, the search engines are going to find a way Read more

June 28, 2008

Just wanted to drop this off….

by Eric Blackwell

The Real Estate Group, Virginia Beach and Chesapeake VA

One of the newer agents in our office, Judy Stockton stopped me in the hallway the other day. New is probably a misnomer…she is a savvy veteran REALTOR, just new to our 120. She always seems to have a pleasant smile and an upbeat demeanor, even when things are not easy.

This day her smile seemed especially intense…and I figured it was safe to ask her how things were going. “Great.” she said.

“You are carrying a contract, looks like things are good…” I mused.
“Yep. Actually we just got the inspection report and what the buyers want done and I just dropped it off to the sellers. ”

She then went on to explain her strategy for dealing with difficult inspection reports, low offers, and other such downers that agents often have to deal with. I was impressed enough with her strategy that I want to pass it along.

When she has particularly bad news for a client that could be a deal bender or maybe even breaker, she calls the client and explains that she is on the way to ( insert IMPORTANT MUST DO THING HERE) but just got the inspection report and wanted to drop this off first thing.

Then she explains that she will not EVEN have time to talk about it, but will return in two hours or so right after (insert IMPORTANT MUST DO THING HERE) and then she will be happy to go over the details and ANY questions that they have.

Her words: “The first couple of hours, they get the anger out and the frustration. If I was there, it would be VERY difficult to not get emotionally involved. This way, I come back when they have thought it through a bit and I am not the focal point of their feelings and we can all see it more clearly.”

Why was she smiling? Because (an hour after dropping off the inspection and heading out to do her “task”) her client had just left her a voice mail and said,”I know you were going to come back in a couple of hours, but this thing REALLY Read more

June 17, 2008

A Different Business Model For Your Consideration

by Jeff Brown

Real Estate Investments Broker

At Brown and Brown, we’re undergoing moderate to extreme changes in our business model. Extreme at home, mild to moderate away from home. We’re leveraging our Rainmaking ability through these changes. Below, I’ll address what we’re about to launch in our own backyard.

At home we’re eschewing the 3% listing side fee for a relatively modest monthly fee.

The fee will be $500-1,000 monthly, ’till sold. The buyer’s agent will still get 3%, sometimes more. Properties sold in 90 days or less will save, on average, five figures. This model is custom designed for our specific client profile locally, which is an income property investor who should be taking that equity to places out of state. (Preferably by around 4:30 yesterday afternoon.) Our niche has been 2-4 unit properties, but we’re gonna market hard to SFR’s/condos/townhomes also, if they’re rentals.

It’s my belief this model will work incredibly well for house agents. Here’s how I see it working for them.

1. Massive Old School and 2.0 marketing. The methods really aren’t important as long as you’re hanging cat skins by the dozens on the wall. Once the pipeline is full, entrance and exit, it’ll become almost self perpetuating. Not really, but close enough for jazz.

Thought

The marketing? We’ll be using postcards/snail mail with warm call follow-ups. ‘Course we have a distinct advantage when calling. House agents can’t convince a homeowner to sell. We can. They don’t live there. If we can convince them they should sell/exchange through our experience, expertise, and general all around charm, they’ll list. We’ll be using other methods, but that’s another post.

2. As many buyers’ agents as required. In the current buyer’s market, maybe more than I’d need when things normalize. Then again, depending on your market, ‘normal’ may mean the explosion of pent up demand lookin’ for a place to light.

Thought

Another advantage for Brown and Brown in San Diego. We have no need whatsoever for even one buyer’s agent. We think it’s silly to invest here, so we won’t be representing buyers. We couldn’t sleep at night if we put folks into San Diego Read more

June 13, 2008

Rainmakers Everywhere But Not A Drop Of Water In Sight

by Jeff Brown

Real Estate Investments Broker

I’ve started and deleted this post three times now. It’s galling. I know what I wanna say, but can’t say it the way I wanna. It’s important though, at least in my thinking. So here’s hoping the fourth time is a charm.

Back in the ’60’s I was the janitor for Dad’s real estate offices — all seven. Once a week, there I was, a high schooler arriving in my ’59 Morris Minor, later a Datsun pickup, cleanin’ up, and printing the new listings for the week. I soaked up immeasurable amounts of data, completely unconsciously, while listening to agents BS, or just shootin’ the breeze with them while emptying their trash, or waxing their desks. (when I could actually see their desks, that is)

His first ever office, located in East San Diego, is now a Mobil station. For those in SD it’s at 39th & El Cajon Blvd. The agents in that office turned out to be his version of the ’27 Yankees. Eight of them opened up their own companies, and the office only held 10. They were hard workers, kept their noses clean, and with one glaring exception, really cool guys.

They were Rainmakers. What passes as a Rainmaker today isn’t what it was then.

Let’s all agree what a Rainmaker really is, and what they do.

In real estate, a Rainmaker is one who consistently produces leads resulting in closed escrows. These leads are often handed over to those working under said Rainmaker. There are also circumstances in which a Rainmaker will create ‘rain’ for other businesses, creating a storm of synergistic dollars raining on all those who have strategically situated themselves directly in the path of the anticipated storm.

To be fair, and this is a subjective personal definition, Rainmakers produce business. Whether it’s used to benefit the Rainmaker’s team or not, it’s business produced by their efforts. The fact they may only be raining on their own personal fields is a false issue. I also maintain producing less than a deal a week, give or take, doesn’t make the agent a Rainmaker. 30 deals is Read more

June 13, 2008

Social Media, Facebook, Identity and Complex Relationships

by Mike Farmer

Real Estate Broker

The advent of social media has changed the way we communicate, do business and relate to the internet. Now everyone has the opportunity and means to create their own hamlet in the kingdom of the web. In the kingdom of the web countries are being formed and the good news is that the New Country is the country that should be — free, prosperous and open to those with the ambition to create.

Facebook has become a platform (free country) whereby applications and features can be added outside central control. In my opinion, Facebook has created the standard. The mistake many social media efforts made was creating centrally controlled sites not open to the many possible applications from outside. Facebook is creating something endlessly fascinating, chockful of possibilities for individuals to create their worlds and establish their identities.

Furthermore, Facebook is creating an information stream that will most likely become more and more powerful as time goes on and more applications are added, and as more and more people use it to share their links, offerings, wisdom and news. The great thing about it is that the information is user-generated and not controlled by Facebook’s idea of what is valuable.

This combination of open-source and open-use whereby the user can create a hamlet of personalized space to create identity and share with friends and associates is incredibly attractive to those who want to establish presence and a base of operation. An operating system where the user has control to develop their own information network is changing the way the internet is used. I have only begun to see the possibilities for my system — not only business-wise as a real estate broker, but as a person utilizing the internet to create social space that gives me identity and enables me to connect to streams of useful and enriching information — and to create complex relationships that form a diverse network.

Perhaps “complex” is not the best word, but what I mean is the operating system builds a diverse network of relationships that are connected in more and more far-reaching ways — from friends, to consumers, to colleagues, to Read more

June 5, 2008

On Becoming A Real Estate Agent (and other things)

by Mike Farmer

Real Estate Broker

Every once in a while I get in a metaphysical mood and need to get it out of my system, so bear with me. I usually get like this when I”m transitioning from ideas and thinking to action. I’m taking actions to transform my business once again so I’m in the process of becoming what I’ve been thinking. Often ideas are stuck in the theory phase and never become a reality. Back in my heavy drinking days I had grand ideas that could change the world but they never left the barstool — probably a good thing they stayed there. I’ve always been a “thinker” and it’s too bad I didn’t have a great mind. When I was in my thirties I began making the transition from thinking into action — or, rather, I began putting my thoughts into action — although I still have some brilliant ideas I’ve never put into action like my idea to start a cafe that specializes in blackberries: blackberry pies, blackberry cobblers, blackberry tarts, blackberry sauce on pork chops, blackberry bagels…..perhaps when my Forrest Gump comes along I’ll do it.

But becoming is different than thinking about it. My wife taught me a lot about becoming the other. When she was pregnant, I was terrified of being a father and went into my theorizing phase, thinking it to death. When she had our first child I was still theorizing and thinking while she simply became a mother. I was always wondering – How does she know all this stuff? Well, she just became what was called for. I’m sure a social worker could go back and critique her “parenting skills” and find she was lacking in modern child-rearing techniques, but no one loves their mother anymore than her sons. She never sat around in an anxious state wondering what actions to take — she became a mother and a damn good one.

Becoming takes committment. Until you commit and take actions the ideas are still theoretical. One reason a lot of agents in real estate are never successful is that they never become real estate agents, they merely have a license, and real Read more

June 1, 2008

Being a Trust-Player

by Mike Farmer

Real Estate Broker

Trust is more than a word, it’s embodiment through action. I become a trustworthy person. It’s critical in the new 2.0 environment to establish trust and to live it. The whole of business 2.0 is dependent on trust — individual players and companies.

You don’t become a trust-player by espousing transparency alone, you also have to determine motives, intent. What drives the transparency and what is the intent of transparency? What is your agenda? A natural, honest transparency built on unmuddied motives with the intent of being trustworthy is noble as long as you’ve searched your motives, and your behavior is in line with the stated intent.

Using transparency as a weapon or a smokescreen for hidden agendas is not trustworthy, not the avatar of a trust-player – it’s 1.0 scam dressed up in the latest social garb. Those who USE transparency as a marketing technique are cynically misguided and naked before the sharp 2.0 eyes of trust-players. Trust-players are interested in the truth not social chicanery. Trust-players are intestested in reciprocity built on mutual benefit and mutual trust. Transparency is for the benefit of honest business practices laid out on the table. Transparency is not for the benefit of uncovering thy neighbor who prefers privacy; however, transparency can be used as a flood light to reveal the thieves who thrive in darkness.

It’s best to be honest and reveal yourself as honest, rather than hide tricks only to have someone else reveal the tricks. Another way a business can get respect is to say THIS is what we do, and we realize some won’t like it, but, neverthless, it’s not hidden — you be the judge, here is the evidence.

The political players this season are realizing more than ever that it’s useless to hide the negatives — they will be uncovered.

Trulia has recently realized that nothing escapes notice. The one part I respected from Rudy in his defenses was when he said they would continue handling the “no-follow” set-up like they have been. That’s good, at least we know.

The funny thing about transparency is that it’s double-edged and sharp — while you might preach the public’s right Read more

May 30, 2008

1.0 = !.0 For Most Agents — What Old School M.O. Works For You?

by Jeff Brown

Real Estate Investments Broker

I used M.O. so once and for all I can say something here in Latin. Modus Operandi — there, I said it. In simple terms it means mode of operation. In real estate parlance, you work one way, the lady down the hall works another. Same results, different M.O.’s.

So, in the 1.0 world of generating business — closed business — what works for you best?

Let’s limit this discussion, for the benefit of those who aren’t doing as well as they’d like, to those agents closing a minimum of 24 deals a year. And remember, 1.0 M.O.’s only. This isn’t about the 2.0 world of electronic wizardry.

Tell us what your M.O. is. What’s generating 24 or more transactions a year for you? How’d you learn it? From whom did you learn it? Have you added your own special sauce? Are you adding other 1.0 M.O.’s to your repertoire? Are you considering increasing your efforts using the same one?

OK — your turn — fire at will.

May 28, 2008

A Little Tough Love: We Don’t Get Paid For Tryin’ — We Get Paid For Doin’

by Jeff Brown

Real Estate Investments Broker

Before beginning, and to head off the ‘you’re so mean’ crowd at the pass, I’m talking here of those things in our careers for which we, more or less, hold the reigns. We never totally control everything when it comes to our scorecard (read: results), but we can reasonably agree most (80/20?) of what we wish to accomplish is under our control to a greater or lesser extent.

There was a short period when I was a trier. I empathize with those who say they tried hard in this business. I don’t feel sorry for them, but I empathize. I realize it sounds hard-hearted, but for Heaven’s sake, they don’t even believe themselves. They were the ones not doing what they knew what had to be done to produce results, right? My money says they were there at the precise moments they weren’t doing them.

In other words, around here‘The dog ate my homework’ will fall on deaf ears.

I made a comment on Russell Shaw’s most recent post. I’ve always loved the way Russell pokes good hearted fun at old sayings. In this case it was, ‘work hard, play hard’. I’m with him in saying, whatever that means. I prefer to work hard and play however it pleases me. Isn’t that at least part of the reason I’m working hard in the first place? Duh. Sorry, I digress.

Anyway, he pointed out the difference between ‘having to’ and ‘wanting to’. As usual with Russell, he nailed it. Russell inspires me with his uncanny ability to do surgery painlessly, yet without anesthesia. His post is what brought to mind the whole Try vs Do thing with which we all have struggled at one time or another.

Here’s my comment verbatim.

I truly don’t mean to be harsh here, as there is some real suffering out there amongst the RE community. Still, there are two classes of agents.

Those who DO, and those who Try.

Do you ‘try’ to prospect daily, or do you ‘prospect daily?’

Labeling this line of thinking as ‘positive thinking’ replaces doing with trying.

Those for whom results are the only measuring stick, don’t ‘try’ Read more

May 24, 2008

Phoenix real estate conference teaches Realtors and lenders the brave new world of internet social media marketing

by Greg Swann

Suburban Phoenix Real Estate Broker

This is my column for this week from the Arizona Republic (permanent link).

Phoenix real estate conference teaches Realtors and lenders the brave new world of internet social media marketing

What happens when you bring the brightest Realtors and lenders from all over the country to Phoenix for a social media marketing conference? Great ideas are cross-pollinated, germinated, planted, take root and flower.

We run a national real estate industry-focused weblog called BloodhoundBlog.com. There are 24 contributors — Realtors, lenders and investors from all around the country — and hundreds of daily visitors. We’ve been doing this for nearly two years, and, in that time, we have avidly pushed for excellence among real estate practitioners, especially in the burgeoning internet side of the business.

This past week we hosted the inaugural BloodhoundBlog Unchained event at the Heard Museum in Phoenix. People came from all over — a third from Greater Phoenix, a third from the rest of the Southwest, a third from places where it rains and snows. Together for three days we explored the world of social media marketing in real estate.

What’s that? Social media marketing is the commercial arm of the participatory internet. As more and more people make the internet their primary means of interacting with the world, real estate professionals are learning how to move their own practices online.

The important question: What’s in it for you? The internet is a brave new world of commerce. No one likes sleazy sales people, but sleazy sales tricks cannot work on the internet, where every suspicious claim can be checked in an instant. Transparency rules, and the practitioners who succeed with net-empowered consumers are the ones who are prepared to back up everything they say.

The bonus for people willing to work this way is that consumers will have a much higher degree of trust in their Realtor or lender. Rather than picking a name out of a phone book or off of a yard sign, they will have gotten to know that person — passively and anonymously — online.

BloodhoundBlog Unchained was put on by me and my partner, Brian Brady of MortgageRatesReport.com. If you’d Read more

May 20, 2008

So How Does Your Lender View You As A Customer?

by Doug Quance

Associate Broker

If Your Lender Is Countrywide – This Telling Email Might Give You An Idea

This email is being circulated on the web… I cannot verify its authenticity or content, so until it can be confirmed, take it with a grain of proverbial salt.

A Real Countrywide Email From the Office of Angelo Mozilo – Email Below Calls Homeowner Disgusting
By Moe Bedard on May 20th, 2008

It isn’t every day that you get to see behind the scenes of the housing and mortgage crisis. Mainstream media usually tells the same homeowner story of pain and suffering and then the “made up” stories from the lenders and servicers who are masters of deception and lip service.

Here is an email that was forwarded to me by a Countrywide Home Loans borrower named Don Bailey. Don joined my forum to get free foreclosure help and assisitance in obtaining a loan modification from Countrywide and that is just what he got. He followed or advice to a “t”, wrote his hardship letter (we provide free samples here and on the forum) and then proceeded to email and fax his information to the email list we provided him.

Email from Don to Countrywide after he received the disturbing email from the Office of Angelo Mozilo sent to him by accident:

Hello,

I took the advice on this forum, and e-mailed my hardship letter to the list of e-mail addresses posted in the threads. Two minutes later, I received a reply……a mistaken reply by Angelo Mozilo to the rest of the people on the list. Here it is. Nothing like this to kick a person while they are down. What hope do I have …

“removed@yahoo.com
CC: Steve_Bailey@Countrywide.Com
Subject: Re: bailey acct# xxxxxxxxxx
From: Angelo_Mozilo@countrywide.com Add Mobile Alert
Date: Mon, 19 May 2008 06:41:34 -0700

This has already been sent on to our senior manager who will determine the facts behind your request and he will take the appropriate actions.

Dan Bailey
05/19/2008 06:37 AM
To Angelo_Mozilo@countrywide.com
Cc
Subject Re: bailey acct# xxxxxxxxxx

Interesting to find that you think my letter is disgusting. I will send Read more

May 18, 2008

Rare AND well-done

by Richard Riccelli

Marketing Provocateur

I know the entire RE.net will be focused like a laser on its future starting this evening (in case you haven’t Heard).

And we’re all truly wondering about the depth of Trulia’s mendacity (several layers deep apparently).

And who isn’t speculating about the story behind the story behind this story? (I think it may soon be available on DVD).

Just a word of caution before you find yourself all fired up by these relatively minor distractions. Remember what really matters.

May 17, 2008

Real Estate Enlightenment

by Mike Farmer

Real Estate Broker

The following is taken from The Intellectual Heritage Program of Temple.

“The Natural Rights philosophy that we study in Intellectual Heritage reflects the central ideals of the Enlightenment, also called the Age of Reason (1660-1798). John Locke and Thomas Jefferson are just two of the many notable thinkers and writers who share Enlightenment values.

A basic list of these values would include the following:

a deep commitment to reason,
a trust in the emerging modern sciences to solve problems and provide control over nature,
a commitment to the idea of progress in material wealth and in human civility,
a belief in the essential goodness of human nature,
an emphasis upon the individual as master of his fate and fortune, and
an engagement with the public sphere of discussion and action.

In short, the Enlightenment thinkers believed in the powers of humankind and saw themselves as part of a revolutionary development in history that would replace superstition and tired rituals and corrupt traditions with reason and productive energy.”

In many ways, web 2.0 is akin to The Enlightenment, at least the concepts and promises. We have to tweak a bit because I’m not sure many people understand “reason” like the Enlightenment thinkers understood reason, and as for science controlling nature, well, maybe technology controlling cyber-nature . Yet, as an eternal optimist, I believe reason is making a comeback — merely because transparency forces an acceptance of “what is, is”, independent of definitions proffered by presidents before grand juries. Nature is another story, but we learn about what “is” and “isn’t” as we go forward and allow all science to have a voice.

The internet gives voice to reason and presents scientific facts, so the answers are there for those who search, even if you have to wade through gobs of misinformation, which brings us to an “emphasis upon the individual as master of his fate and fortune”.

On a smaller, more mundane scale there is an enlightenment process going on in the real estate industry. I read yesterday where Gen Y (or was it X) is changing everything by questioning traditional methods. This is not particularly new — new generations have been questioning Read more

May 14, 2008

Going Postal — From The ‘You Can’t Make This Up’ File

by Jeff Brown

Real Estate Investments Broker

Here’s a hot button for real estate agents and mortgage brokers. You’ll recognize this immediately. Your’re dealing with a problem, searching for a solution with a service provider or a vendor. The person on the other end of the phone says something which clearly and expertly outlines the solution that isn’t a solution. In fact it’s so not the solution, you begin wondering if you’ve missed something. It’s at that precise moment your mind conjures up a vivid picture of the Captain Obvious who just offered this Solomonic pearl of wisdom bursting into flames.

What possesses people to list all the ways something can’t be done? Not being a graduate of PCU (Politically Correct University), I apologize in advance for the following. My intention is not to hurt feelings, but to understand. No really — stop giggling.

In all my years in the real estate business I’ve only used a handful of escrow officers, title companies, lenders, etc. What they share is the ability to look for ways to get things done, instead of replaying the video, looped to the scene explaining how it absolutely can’t be accomplished. Why do people in service industries do this? More to the point — why are they kept on the job after their bosses figure this out?

Here’s an example. I Pinky-Swear this is true. (Brian Brady will back me up.) In fact you’ll know it’s true as nobody would make up something so clearly stolen from the classic Abbot and Costello routine, Who’s On First.

I’m hoping Brian Brady posts on this, as he was the initial mortgage guy victimized by the appraiser’s laziness and incompetence. Countless times I was amazed Brian didn’t resort to asking the appraiser if he was stoopid. Looking back, it was probably ‘cuz he wasn’t sure the guy would understand the question.

A couple clients contracted to buy multiple investment properties in Texas. We began the loan process which of course necessitated appraisals. Apparently the appraiser made a mistake by checking the box stating the subject property was part of a P.U.D. — Planned Unit Development. Bottom line, this Read more

May 14, 2008

Are You So Successful And Busy That You Are Pushing Business Away?

by Doug Quance

Associate Broker

If You’re That Busy – Then Move Along – There’s Nothing To See Here

One thing is for sure – no matter how good your marketing or your prospecting might be… if you don’t strike while the iron is hot, you’re probably going to shoot yourself in the foot.

I have a friend who lives in another state. She has a good job, and earns a good salary – and is currently renting month-to-month. She found a home near her place of employment that seems to meet all of her needs – so she told me that she sent the listing agent an email inquiring about it… as she is interested in taking a look.

Of course, I told her NOT to go see the property – as she might have a difficult time obtaining representation after-the-fact as a result of procuring cause. I encouraged her to get a buyer’s agent to assist her. I also explained what could happen when someone buys a home without representation.

Well she didn’t know where to find an agent, so I told her I would make a few calls and see what I could do. I wanted to find her an experienced agent – preferably a broker – who could demonstrate their ability to be a shrewd negotiator in this market.

I was able to find a couple of brokers to consider, and a few minutes ago I picked up the phone to call the one I felt might be the best one to represent her.

The agent told me she was getting ready to leave, and didn’t have much time to talk. I told her that I had a referral that I wanted to talk to her about – to which she replied, “Well, you can always send me an email.”

Of course, I was shocked. She is a broker with over thirty years of experience – with seven current listings ( I didn’t want an agent with too many listings). She has her husband and daughter working with her, both licensed ( I checked). I am trying to hand her a ready, willing and able buyer who Read more

Category: Realty Reality (page 6 of 16)

Content is king: The future of internet search is heuristic

by Greg Swann

Just wanted to drop this off….

by Eric Blackwell

A Different Business Model For Your Consideration

by Jeff Brown

Rainmakers Everywhere But Not A Drop Of Water In Sight

by Jeff Brown

On Becoming A Real Estate Agent (and other things)

by Mike Farmer

Being a Trust-Player

by Mike Farmer

1.0 = !.0 For Most Agents — What Old School M.O. Works For You?

by Jeff Brown

A Little Tough Love: We Don’t Get Paid For Tryin’ — We Get Paid For Doin’

by Jeff Brown

Phoenix real estate conference teaches Realtors and lenders the brave new world of internet social media marketing

by Greg Swann

So How Does Your Lender View You As A Customer?

by Doug Quance

Rare AND well-done

by Richard Riccelli

Real Estate Enlightenment

by Mike Farmer

Going Postal — From The ‘You Can’t Make This Up’ File

by Jeff Brown

Are You So Successful And Busy That You Are Pushing Business Away?

by Doug Quance

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