Inject Growth Series – Schedule

How to GROW a Rent Roll from Scratch

Recorded session to be added in October 2018

When you start your rent roll from scratch, quick growth and cash-flow are an absolute priority to break even quickly. In this session we unpack what you need to do from the first day.

In this session:

• Getting your growth plan into place before you launch.
• Know the right strategies from the start so you can get growth right away.
• What resources do you need to have in place to launch for rapid growth?

How to GROW using Investor Support Services – Part 1
Already recorded and available in our Video Library.

We reveal effective strategies that curb the instance of new managements going straight to your competitors after a property investor has purchased from them. Instead you’ll learn how to make them come back to you for management.

In this session:

• Four ways to capture Investor leads directly from sales traffic inquiries.
• How to influence the purchase and type of management you receive from investors so you attract more quality properties to manage.
• Educating investors on how you can assist them and become their trusted ‘go-to’ expert and consultant right from the sales enquiry and first contact.

Why Your Current Clients Will Pay More and Stay

Already recorded and available in our Video Library.

You can earn more with your current rent roll as long as you follow some easy to understand guidelines, and are able to overcome any negative team mindsets that may restrict your progress forward.

In this session you’ll learn:

• Five common mindset myths we’ll bust including; ‘My owners will move to a cheaper agent if I increase fees’, ‘We will be too expensive in the market’, ‘My owners are too ‘tight’ and ‘My owners have been with our agency for years…it’ll upset them’.
• Five client types you should never increase fees with.
• The three reasons your clients will stay and pay more.
• The real three weaknesses in this process you must be aware of, and avoid.

How to GROW using Investor Support Services – Part 2

Already recorded and available in our Video Library.

Following on from Part One, we reveal effective strategies that curb the instance of new managements going straight to your competitors after a property investor has purchased from them. Instead you’ll learn how to make them come back to you for management.

In this session:

• How to use Home Open attendance forms for new business opportunities.
• How to work Home Opens effectively for growth.
• Step-by-step strategy on how to work auctions for new PM business.

The Steps to Increasing Your Fees Successfully with Current Clients

Already recorded and available in our Video Library.

After 16 years specialising in fee maximisation across Australia, New Zealand and the USA, Darren gives you the strategies to implement in successfully increasing your fees.

• The top five stats that must be monitored every month to drive your profit margin.
• The three categories your clients must be placed into before you can increase fees.
• What fees to add and increase, and what should be left alone.
• Know the eight effective keys to writing an effective fee increase letter.
• The three crucial tools that are placed into your notification letter or email.

How to GROW Using Your Business Contacts and Network

Already recorded and available in our Video Library.

New business is all around you. The opportunities are behind every business relationship and connection. In this session we show you how to unlock these doorways of opportunity so you can start working your business connections right away:

• How to work your local business networks.
• Effective strategies to visiting local businesses and locating growth opportunities.
• How to set up effective referral programs with your network and generate a steady supply of network leads.

Dealing with Client Objections when Improving Your Fees with Current Clients

Already recorded and available in our Video Library.

Dealing with objections by clients when you increase your fees is all a part of the process, and in this session we equip you with what you need for success. From queries to the most difficult and demanding calls you’ll receive, we will give you the right expectations so you can confidently deal with every possible obstacle that might come your way.

• Know in reality how many phone calls to expect and what type of objections they might be.
• Learn eleven effective keys when dealing with client objections and get them over the line.
• Understand in reality the small losses that are expected and how easily sustainable they always are.

How to GROW with Your Neighbourhood and Community

Already recorded and available in our Video Library.

New business opportunities are surrounding you in your neighborhood and local community. In this session we will unload how to identify these unique doorways for growth.

In this session:

• How to use Letterbox drops to generate leads and make the phone ring.
• How to use ‘For Lease’ signs effectively in your area to attract new business.
• How to get involved with school sponsorship and student information sessions to build your profile and influence in your community and become the local expert.

The TEN BIG STRATEGIES to GROW – Part One

Already recorded and available in our Video Library.

In his 4 years as a BDM, Deniz Yusuf signed-up over 900 properties and achieved 34 average listings per month (in his final 18 months on the job). Now together with his coaching over Australia, New Zealand and the USA, Deniz assists his clients collectively to generate over 10,000 leads and more than 300 managements on average per month.

Over 2 expertise packed sessions Deniz will share:

• Be exposed to the 10 rent roll growth strategies and secrets Deniz and his clients have leveraged to achieve some of the best rent roll growth results and success in the country. If you just do what successful agencies do, you will enjoy the same results they get.
• View the exact KPI’s (Key Performance Indicators) that are benchmarked and used to achieve these results.
• Learn unique strategies that are educating owners prior to the listing presentation, closing the time between the first contact and ‘where do I sign?’.
• How to impress your prospects with the ‘wow-factor’ before they’ve even met you so you become the obvious agency of choice – right from the start!
• How to influence your clients on what is the best rental property for them to purchase so you can have more control on the management type you sign-up later.
• Get more acceleration with your social media marketing to prove you’re the market leader and impress your prospects.
• Know how to keep your clients for life with some exclusive tips and generate more business all at the same time.
• Learn how to take your networking to another level and influence local businesses to help you to drive your brand and growth even further.

Justify Ten Different Fees with Effective Scripts

Already recorded and available in our Video Library.

In this session, we arm you with effective scripts that cover just about every owner fee you may get challenged with. When you know how to justify your fees with conviction and belief then your clients will believe it too – and pay!

Whether it’s new or current business these scripts just work! They will work even better when your competitors charge much less or even nothing at all!

• How to justify ten different fees charged to owners including the lease renewal fee, monthly admin fee, marketing fee plus many others.
• How to use fees as a disincentive for requests to renovate properties and request duties outside your normal scope.
• Know what is the right hourly rate to apply to some of your fees.
• Fixed fee or hourly rate – what’s right for you?

The TEN BIG STRATEGIES to GROW – Part Two

Already recorded and available in our Video Library.

In his 4 years as a BDM, Deniz Yusuf signed-up over 900 properties and achieved 34 average listings per month (in his final 18 months on the job). Now together with his coaching over Australia, New Zealand and the USA, Deniz assists his clients collectively to generate over 10,000 leads and more than 300 managements on average per month.

Over 2 expertise packed sessions Deniz will share:

• Be exposed to the 10 rent roll growth strategies and secrets Deniz and his clients have leveraged to achieve some of the best rent roll growth results and success in the country. If you just do what successful agencies do, you will enjoy the same results they get.
• View the exact KPI’s (Key Performance Indicators) that are benchmarked and used to achieve these results.
• Learn unique strategies that are educating owners prior to the listing presentation, closing the time between the first contact and ‘where do I sign?’.
• How to impress your prospects with the ‘wow-factor’ before they’ve even met you so you become the obvious agency of choice – right from the start!
• How to influence your clients on what is the best rental property for them to purchase so you can have more control on the management type you sign-up later.
• Get more acceleration with your social media marketing to prove you’re the market leader and impress your prospects.
• Know how to keep your clients for life with some exclusive tips and generate more business all at the same time.
• Learn how to take your networking to another level and influence local businesses to help you to drive your brand and growth even further.

How to Convert Private Owners to Full Management

Already recorded and available in our Video Library.

Converting a Private Owner to full management is always a challenge and in this session we unlock the secrets to tap into this ready source of new business all around you. Deniz is one of the few that has successfully converted Private Owners, and in this session he will teach:

• How to source Private Owners using Facebook, Tenancy Applications and more.
• How to effectively sell your full management services to a private owner that likes to manage their own rental property.
• How to create a useful ‘tool-kit’ to assist and add-value to Private Owners so you become their ‘go-to’ expert.

27 Different Owner Fees Charged in Australia

Already recorded and available in our Video Library.

Across the states there are many different fee types charged, some only specific to a certain state. In every case, someone believed they needed to be charged and so the fee was successfully received. Learn all the different fee types and see what can be improved with your fee structure.

• Know 27 fee types charged and what agents are typically getting for them.
• Understand 5 different management fee types charged.
• Know the pros and cons of charging an ‘all-inclusive’ management fee.
• Learn different fees that you may never have heard of before that you could easily be charging.

Overcome Common GROWTH Blockages and Fee Mistakes

Already recorded and available in our Video Library.

Darren and Deniz unpack their years of experience and go through all the mistakes and pitfalls they’ve seen that agencies make over and over again costing them a ton of business and fee income never realized. In this session:

• Learn the common mistakes agencies make that slow, stall and stop rent roll growth.
• Navigate the pitfalls agencies make when it comes to charging fees and the reasons why they lose thousands of dollars in fee income ‘leaks’.
• Implement strategies right away to ensure you’re maximized with your growth and fee income.

How to Get Maximum Growth Results using a CRM

Already recorded and available in our Video Library.

To have effective and sustained growth you must also be able to manage your prospective client pipeline. In this session we reveal what is likely the best Contact Management System (CRM) to use in property management, and how to use it to it’s full effectiveness so you get maximum growth and results.

• What’s the best CRM to use that’s made for PM business development?
• How to ensure you maximise this CRM and it’s features.
• See examples of what to send to your prospective clients and keep them informed and in touch.

Missed a session? Get full access to all back recordings as a subscriber.

20 ‘High-Engaging’ Post Methods to GROW Using Facebook

Already recorded and available in our Video Library.

Who says you can’t grow your rent roll using Facebook? Using Facebook effectively for business is NO LONGER an option. You must KNOW HOW for survival. In this session Deniz shares the strategies he has used since 2010 for social media success. Deniz is one of the very few that knows how to leverage Facebook and make the phone ring! In this session:

• Know the types of professionals you must be connecting with on Facebook to grow.
• What content (and how often) you need to be posting to build trust with your network.
• Be exposed to over 20 high engagement posts and content types to build your profile and attract new business.

Outsourcing: Your Secret Weapon and Force Multiplier – with Todd Breen

Already recorded and available in our Video Library.

Outsourcing for 300+ of America’s top PM companies gives Todd a unique insight into how the BEST and BRIGHTEST are getting routine work done for less, and investing the savings into growing their businesses!

Expect to learn:

• What NOT to outsource and why.
• When to hire independent virtual assistants and when to use a re-seller service.
• How to reduce your labor costs to 38% of gross income at your firm.
• How to invest your savings back into the growth of your company and overpower your competitors.

About Todd Breen

A national USA and international property management trainer, consultant and expert Todd grew up in a Real Estate family, and has managed property since 1985. With a staff of 100+ in the Philippines, he’s arguably the largest single family home outsourcing provider in the USA. He shares innovative solutions to fulfill his personal mission statement ‘work less, earn more, love life!’. Want change? His sessions inspire AND equip you to make a difference in your business!

How to be Perceived as the Expert and Win the Business

Already recorded and available in our Video Library.

You can get quality fees with new business despite cheaper competitors when you focus on impressing them with service, value, trust and expertise instead of discounts. In this session we show you how you can shine and earn more in your marketplace with new business.

• How to become the expert in your marketplace and be ‘the obvious choice’.
• Why discounting is the most expensive point of difference than all other available points of difference by far!
• How to stand-out and provide value with real points of difference instead of discounting.

Growing the ‘Value’ Mindset and Making More Money With Your PM Services – With Steve Rozenberg

Already recorded and available in our Video Library.

Steve Rozenberg runs one of the fastest growing rent rolls in Texas USA and focusses training his seven BDM’s on how much value their service brings to their owners, before they go out and sign up new business at the highest PM fees charged in Houston and is quickly growing and expanding their business model to multiple cities across Texas. When their BDM’s totally believe in what value they bring, then so do their clients.

In this 45 minutes session (plus Q & A) Steve will share:

• Understanding the ‘value mindset’ and how it earns you a whole lot more, per property.
• How they convert over 50% of their leads into new business and increased their profit margin by 259% in 2016.
• Learn how to use points of difference that your competitors also have but utilised in a way that takes new business from them.

About Steve Rozenberg

Steve is not only an avid Property Investor and Business Owner of one of the fastest growing PM companies in Texas USA,  he’s also a Pilot for a major commercial airline flying international routes including the UK, Japan, Europe and Argentina. Coached by super-coach Brad Sugars, Steve speaks across the USA and also in Australia to real estate business owners as an expert on how to grow their PM company and heads-up the business development arm of Empire Industries LLC, based in Houston Texas.

How to Grow Using an Investor Information Evening

Already recorded and available in our Video Library.

Investor Information Evenings really work when you know how. Deniz and Darren have conducted dozens over many years and know how to work them effectively for growth. In this session we will unpack:

• How to fill the room with a qualified audience.
• What type of content and teaching to present to your audience.
• How to generate leads and follow-up effectively after the session for growth.
• How to source sponsors and cover your event costs so you don’t pay a cent.

How to Grow Your Brand BIG Using e-Newsletters and Articles

Already recorded and available in our Video Library.

E-Newsletters have been used for years and still are quite effective when you use them in conjunction with articles and also in synch with Social Media. Darren has one of the largest databases in Australian real estate with over 30,000 email addresses and sends out over 100,000 emails in any typical month. In this session Darren shows you what works for him.

• Understand how to write effective articles with highly engaging headlines to grab the attention of your prospects.
• How to drive traffic to your website and boost your effectiveness even further using Facebook, plus also how to be perceived as the expert using your articles.
• The five winning keys to writing an ‘e-newsletter’ that’ll get noticed by your readership.
• The six effective keys to structure an article that will be read by today’s ‘over busy’ mindset.

Eighteen Effective Points of Difference to Win the Business AND Your Fees

Already recorded and available in our Video Library.

When discounting is the most expensive and the most common point of difference out there and yet STILL is the ‘go to’ when trying to close the deal, we show you 18 effective points of difference that’ll give you a competitive edge so you can win the business AND your fees. Darren has collected these points of difference used effectively by agents from around the country, and delivers them to you in this session:

• Understand how even simple things in your office can be used to impress prospective clients and add value.
• Why discounting is the most expensive point of difference to use (we show you the maths) and how every point of difference we reveal is so much cheaper.
• Know the three things owners care about most to ensure your points of difference appeal the most and presents the best argument to use you over your competitors.

Get your BDM Recruiting Right – the First Time!

Already recorded and available in our Video Library.

When employing a Business Development Manager you must understand they are completely different from a Property Manager. They have completely different attributes, skills and working profile. Get this aspect wrong and employ the wrong type of person for the role and watch your growth crash and stall, but get it right and watch new business roll-in through the door.

In this session we deliver:

• What is the ideal type of person to be a great BDM, and what is NOT ideal?
• What attributes and skills make a good BDM, and what interview techniques to use to uncover their real attributes and abilities in the interview room.
• How to set up your BDM marketing profile and marketing platforms ready for launch.

Ten Different Highly Engaging Facebook Posts – Growing Your Business with Facebook

Already recorded and available in our Video Library.

There’s no doubt social media has taken over traditional marketing, and the biggest out there is Facebook. It’s only going from strength to strength boasting over 1.8 billion active users. There are few people NOT spending time on Facebook on a daily basis. Therefore you need to know how to engage with your audience effectively, and in this session we will teach you ten different post types that will engage with your audience, and grow your profile. Darren’s business page on Facebook actively engages with thousands and commonly reaches to over 100,000 people in any 7-day period.

• Learn how Facebook decides what posts will be seen by your audience.
• Why you need to engage to make Facebook work, and the best three ways to do this effectively.
• Know the different post types that will go deep into the news-feeds of your followers, and the ones that won’t.
• Understand how to use video effectively to reach your audience and get their attention among all the news-feed noise.

How to Conduct a ‘Really Real’ Listing Presentation

Already recorded and available in our Video Library.

Watch Deniz in a ‘live’ listing presentation with a real client, and then see another expert and critic ‘pull apart’ and examine the session to work out what was effective and what worked. There’s no practice, no staging and no ‘phone a friend’ In this session:

• Observe Deniz deal with tough questions and navigate objections and respond to them effectively to bring the client ‘on-side’ and win their trust and business.
• Learn right techniques to impress a client and persuade them to use your services over your competitors.
• Watch one of Australia’s best BDMs perform the ‘real deal’.

Becoming the Authority using Personal Branding – with Brad Delaney

Already recorded and available in our Video Library.

Brad Delaney is a leading ‘Headshot’ expert and takes the very ordinary and turns it into extraordinary, converting everyday Business people into the ‘go-to’ expert in their industry, using his camera and a thorough understanding of people’s faces and how to create meaningful expressions, making people look warm, trustworthy, professional and interested. Good photography completely influences buying decisions and can determine whether you will get the business, or not. In this 45 minute session (plus Q & A) Brad will share with you:

• How to be perceived as the expert using his easy-to-understand ‘Level Method Headshot’ system.
• Understand the steps you can use right away to make your personal and team photos look ‘wow’ and be perceived as the best PM company in town to do business with.
• Learn the difference between a DIY Headshot and a Professional Headshot and what message each says to your prospective clients and how it influences their buying decisions.
• Learn the two major reasons most people fail to be photographed well.

About Brad Delaney

Brad Delaney from http://theheadshotguys.com.au/ is a National Headshot expert based on the Gold Coast. Featured on Foxtel’s Aurora channel as a Photography industry leader, Brad first started as a photographer in his family’s private investigation business, before turning his expertise to Personal Branding and Headshot photography. He has been a working Professional Photographer for over 20 years and has a Masters Degree in Business from Oxford University. Brad is more than qualified to discuss Personal Branding and its relevance in the market place. As serious Business people start to learn the importance of their Personal Brand Image, Brad’s business has begun to take off.

Winning the DEAL – What to do BEFORE and AFTER the Listing Presentation

Already recorded and available in our Video Library.

Being prepared before and follow up after a listing presentation is just as important as the listing presentation itself if you want to beat your competitors and win the business. In this session:

• Know what to do to be in pole position for the business even before you’ve knocked on the door.
• See examples of a business winning SMS video to build maximum trust.
• Learn effective follow-up procedures after the listing appointment
• How to use a comparative market analysis to impress and win the business.

Disasters Mistakes and Pitfalls – When Buying and Selling Rent Rolls – With Chris Goodway

Already recorded and available in our Video Library.

Thinking of buying or selling a rent roll? This session is a ‘must-attend’ session. Chris Goodway from ‘The Rent Roll Broker’ delivers all the ‘should not’s’ in this value packed session so you can ensure you don’t make these common mistakes when you’re buying or selling a rent roll in the future.

• How a lack of extra ancillary income can affect the value of your business, and how much you should have over and above your management fees.
• Why lacking the right paperwork in your files can result in a discounted sale price and what file paperwork you must ensure isn’t missing or overlooked.
• How two friends and business owners land in court with massive legal bills after one purchase a rent roll from the other.  A nasty experience for all.
• Why you must have the right property to staff ratio and how overstaffing can cost you dearly in your sale price.
• How miscalculating your ‘all-inclusive’ management fee can cause real issues at sale time.
• The pros and cons of organic growth versus purchasing rent rolls, and what is a responsible level of borrowing?
• Real examples of how not getting involved regularly in your rent roll can cost you dearly at sale time.

About Chris Goodway

Starting his career in real estate in 1973, Chris owned his own real estate agency and rent roll for 30 years. With his business ‘The Rent Roll Broker’, Chris is the only full-time rent roll broker working across several states of Australia assisting real estate business owners with the sale of their rent rolls and business.

Getting your Listing Kit ready to Win the Deal

Already recorded and available in our Video Library.

The perception you create before and during a presentation is crucial to winning the business. In this session we show you what to send upfront that works, and then what to show during the presentation to win the client’s trust and walk away with the business.

• Understand what type of Listing Kit works best in winning the deal.
• How to create an interactive document to email to prospective clients to secure their management.
• Learn 40 different things you can add to show examples of your PM work during the presentation.

Learning the ‘Make More Mindset’!

Already recorded and available in our Video Library.

Knowing not only how your mindset dictates how much you can actually earn, but also knowing how you can adjust and change it gives you control over your increased future earning ability.

In this session:

• Understand why you cannot change your current fees with your current mindset and belief, and identify the restrictors that stop it from growing.
• Learn a simple programming technique that’ll earn you thousands more, possibly even tens or hundreds of thousands of dollars more!
• Learn the two-part formula that will adjust and change your mindset, and your fees.

How to use the Power of Video and Google Search to GROW

Already recorded and available in our Video Library.

There’s no denying we are in the video age and knowing how to use video effectively will determine if you will stand out from the crowd and win the business.

In this session we unload:

• How to create educational videos that will attract the right attention and new business.
• How to use your videos to rank highly on Google and generate leads.
• Win business before, during and after a listing presentation using video to impress.

How to Build Trust FAST to Get the Business

Already recorded and available in our Video Library.

You can get quality fees with new business despite cheaper competitors when you focus on impressing them with service, value, trust and expertise instead of discounts. In this session we show you how you can shine and earn more in your marketplace with new business.

• Learn why ‘trust’ trumps low fees all the time, and why you must focus on this as your edge.
• Understand ten keys that build trust fast!
• Using everyday stats to impress the prospective clients over your competitors.

Scripts to Overcome the BIGGEST Fee Discount Requests

Already recorded and available in our Video Library.

You can get quality fees with new business despite cheaper competitors, when you focus on impressing them with service, value, trust and expertise instead of discounts. In this session we show you how you can shine and earn more in your marketplace with new business.

• Learn ten effective scripts, methods and strategies to overcome fee discount requests.
• Get your marketing material right so you are perceived as high quality.
• 40 plus different things you can add to your Listing Kit to really impress.

Perform at Maximum GROWTH with Effective KPIs

Already recorded and available in our Video Library.

Every level of business development must be measured, and in this session you’ll learn all the key performance indicators (KPI’s) to use that track and confirm if you’re as effective as possible with new business opportunities. Leaks occur at every turn, and effective KPI’s keep these to an absolute minimum.

• Learn over 20 different KPIs you can be measuring BDM performance right now.
• How to set a performance benchmark for each KPI to recognise right results.
• How to track yearly KPI’s and implement accountability meetings.

How to Grow Massive Facebook Likes and Reach Your Audience using Facebook Ads

Already recorded and available in our Video Library.

Darren has grown the largest PM Facebook audience in Australia and NZ and also the third largest PM Facebook Page globally with over 17,000 likes (as at April 2017). In 2017 alone Darren grew 4000 likes in only 4 months, using the exact strategy he will teach you in this session.

• Despite what some experts might say, we give you the TWO irrefutable reasons you should grow your ‘likes’ as strong as possible.
• How to capture and grow different types of ‘hot’ audiences in Facebook and then send ads to your prospects including any email list of clients and prospects that you have.
• Why a Facebook Ad will work more effectively than just boosting a general Facebook post.
• How to write a successful ad that will reach hundreds (if not thousands) of potential prospects and get them to like you page and send them Facebook Ads, (using a Facebook budget).

Property Marketing Photos that IMPRESS – with Michael Sanz

Already recorded and available in our Video Library.

Professional quality property marketing photos are not just taken by professionals. Any BDM or PM can produce quality pics as well using a smartphone with only a little training and guidance. In this session we will teach you what you need to know and do to create photos that’ll attract quality tenants, impress prospective clients and make your competitors marketing look like photo amateurs.

• Avoid common mistakes made all the time when taking rental property marketing photos.
• Know the tips and tricks to take marketing photos at a professional quality level, without the professional photography cost.
• How to use video property marketing, impress prospective clients and qualify tenant needs even better than photos can do.

GROW using a Digital Presence and Presentation – with Michael Sanz

Already recorded and available in our Video Library.

For a person to want to do business with you then need to see you at least eleven times digitally to really trust you and want to do business with you. Making everything available digitally for your clients to interact with is essential for business growth for the next few years.

In this session Michael will share:

• Know all the EIGHT digital platforms your brand needs to have a presence on RIGHT NOW.
• How to build your social reputation and gather great Facebook and Google reviews to WIN business.
• How to use technology effectively to booster your digital presentation and grow your brand trust.

Building Relationship and Trust to GROW

Already recorded and available in our Video Library.

Without trust there is no transaction! The one who gains maximum trust will walk out with the business no matter how high (or low) their fees are. Getting good at connection and building trust is a must.

In this session you’ll learn:

• Techniques to maximise client trust before, during and after a listing presentation.
• Gain confidence knowing the right questions to ask before you walk into a listing presentation.
• Avoid pain knowing the common ‘trust-breaking’ mistakes that BDMs make all the time.

Property Marketing – Using Virtual Reality and ‘Next Level’ Video Technology

Already recorded and available in our Video Library.

When an owner only cares about getting the best tenant and the best rent in the quickest possible time – you want to stand out with your property marketing and leave your competitors eating your dust with their boring photos. In this session you’ll learn how to ‘knock it out of the park’ with maximum impress value.

In this session:

• How to do a ‘live streaming’ video using 360 camera technology.
• Know the different types of cameras you can use and what results they’ll achieve.
• Experience property marketing using ‘walk-through’ virtual reality.

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