Home Staging • Seller Tips • March 10, 2025

Selling this Spring? 6-Month Plan to Get Your House Ready: Month 5

by Jessica Hoelzel

Deep Clean the Whole House

Cleaning is THE most important thing to do to get your house ready for sale, and it costs you nothing but your time and attention. Start with the most visible areas first:

1) Entry
This is the area that buyers tend to linger and the place they form their first impressions. Make sure the outside (front steps and/or porch) and inside (foyer) are immaculate.

• Sweep the outside
• Clear cobwebs
• Clean doors and glass
• Replace dirty or worn rugs

2) Kitchen
The kitchen is a crucial and well-used part of the house. Remove all crumbs, grease and grime.

• Wipe inside and outsides of cabinetry
• Scrub countertops and backsplash
• Clean all surfaces of appliances and underneath
• Scrub and polish the sink

3) Bathrooms
It goes without saying – bathrooms can be gross. Bring yours to showing condition so they feel fresh.

• Thoroughly clean glass, sink, vanity, toilet, tub/shower
• Clean grout and any hard water stains
• Scrub away any mold

For the whole house, CLEAN-CLEAN-CLEAN from top to bottom:

• Scrub hard floors
• Clean carpets (professional is best)
• Clean baseboards
• Wash walls (and/or fresh paint)
• Wash windows
• Wipe down doors
• Clear cobwebs
• Clean light fixtures

Some other whole-house things that need attention, but often get overlooked:

• Wipe light switch plates
• Vacuum vents
• Clean exhaust fan covers
• Clean under furniture
• Wipe shelves in closets

And one last thing…(but a BIG one):

Be aware of, and eliminate odors!
The culprits can be pets, cooking, soil, stale air, smoke or dampness. DO NOT use air fresheners. They only add fragrance to the odor, which can be equally offensive to sensitive buyers.

The best ways to ensure your house does not have odors are:

1) Remove the source of the odor
2) Do a thorough cleaning
3) Clean carpets (or replacing with new is best)
4) Open windows and air the house out

Cleaning your house to prep it for sale is hard work – if you’re not up to it, be sure to hand a good long list over to your housecleaner. When done well, it’s sure to get your house to capture buyers’ serious interest, making them feel good the instant they walk in.

Missed the first three posts in this series? Check out:

Month 1: November, Clear out garage and storage
Month 2: December, Declutter closets
Month 3: January, Declutter kitchen and living spaces
Month 4: February: Schedule Professional Services

Financing A Home • March 3, 2025

How To Buy a Home Without Waiting for Lower Rates

by Jessica Hoelzel

Many people are hoping mortgage rates will come down before they buy a home. But will that actually happen? According to the latest forecasts, experts say rates will decline, but not by as much as a lot of people want.

The good news? Even if they don’t drop substantially, there are still ways to make buying a home more affordable.

How Much Will Rates Drop?
A few months ago, experts were forecasting mortgage rates could dip below 6% by the end of the year. But recent projections suggest that may not happen after all.

While mortgage rates are still expected to decline some later this year, projections from Fannie Mae, the Mortgage Bankers Association (MBA), and Wells Fargo now show them stabilizing closer to 6.5% by the end of the year (see below):

That means if you’re holding off on buying a home in hopes of much lower mortgage rates, you may be waiting a while. And if you need to move because something in your life has changed, like a new job, a new baby, or a marriage – waiting that long may not be an option.

Creative Financing Options in Today’s Market
Since rates aren’t expected to decline as much as originally expected, it may be worth considering alternative financing options that could help you get into a home sooner rather than later. Here are three strategies to discuss with your lender to see if any of these make sense for you:

1. Mortgage Buydowns
A mortgage buydown allows you to pay an upfront fee to lower your mortgage rate for a set period of time. This can be especially helpful if you want or need a lower monthly payment early on. In fact, 27% of agents say first-time homebuyers are increasingly requesting buydowns from sellers in order to buy a home right now.

2. Adjustable-Rate Mortgages
Adjustable-rate mortgages (ARMs) typically start with a lower mortgage rate than a traditional 30-year fixed mortgage. This makes them an attractive option, especially if you expect rates to drop in the coming years or plan to refinance later.

And if you remember the housing crash, know that today’s ARMs aren’t like the risky ones back then. Lance Lambert, Co-Founder of ResiClub, helps drive this point home by saying:

“. . . ARM products today are different from many of the products issued in the mid-2000s. Before 2008, lenders often approved ARMs based on borrowers ability to pay the initial lower interest rates. And sometimes they didn’t even check that (remember Ninja loans). Today, adjustable-rate borrowers qualify based on their ability to cover a higher monthly payment, not just the initial lower payment.”

In simple terms, banks used to give loans without checking to see if buyers could afford them. Now, lenders verify income, assets, and jobs, reducing the risks associated with ARMs compared to the past.

3. Assumable Mortgages
An assumable mortgage allows you to take over the seller’s existing loan — including its lower mortgage rate. And with more than 11 million homes qualifying for this option according to U.S. News, it’s worth exploring if you want or need a better rate.

Bottom Line
Waiting for a big decline in mortgage rates may not be the best strategy. Instead, options like buydowns, ARMs, or assumable mortgages could make homeownership more affordable right now. Connect with a local lender to explore what works for you. How does this impact your homebuying plans this year?

This article is authored and republished courtesy of Coldwell Banker Realty.

Real Estate Market • February 27, 2025

Are You Asking Yourself These Questions About Selling Your House?

by Jessica Hoelzel

Some homeowners hesitate to sell because they’ve got unanswered questions that hold them back. But a lot of times their concerns are based on misconceptions, not facts. And if they’d just talk to an agent about it, they’d see these doubts aren’t necessarily a hurdle at all.

If uncertainty is keeping you from making a move, it’s time to get the real answers. The ones you deserve. And to take the pressure off, you don’t have to ask the questions, because here’s the data that answers them.

1. Is It Even a Good Idea To Move Right Now?
If you own a home already, you may be tempted to wait because you don’t want to sell and take on a higher mortgage rate on your next house. But your move may be a lot more feasible than you think, and that’s because of how much your house has likely grown in value.

Think about it. Do you know anyone in your neighborhood who’s sold their house recently? If so, did you hear what it sold for? With how much home values have gone up in recent years, the number may surprise you. According to Lawrence Yun, Chief Economist at the National Association of Realtors (NAR), the typical homeowner has gained $147,000 in housing wealth in the last five years alone.

That’s significant – and when you sell, that can give you what you need to fund your next move.

2. Will I Be Able To Find a Home I Like?
If this is on your mind, it’s probably because you remember just how hard it was to find a home over the past few years. But in today’s market, it isn’t as challenging.

Data from Realtor.com shows how much inventory has increased – it’s up nearly 25% compared to this time last year.

Even though inventory is still below more normal pre-pandemic levels, it’s improved a lot in the past year. And the best part is, experts say it’ll grow another 10 to 15% this year. That means you have more options for your move – and the best chance in years to find a home you love.

3. Are Buyers Still Buying?
And last, if you’re worried no one’s buying with rates and prices where they are right now, here’s some perspective that can help. While there weren’t as many home sales last year as there’d be in a normal market, roughly 4.24 million homes still sold (not including new construction), according to the National Association of Realtors (NAR). And the expectation is that number will rise in 2025. But even if we only match how many homes sold last year, here’s what that looks like.

4.24 million homes ÷ 365 days in a year = 11,616 homes sell each day
11,616 homes ÷ 24 hours in a day = 484 homes sell per hour
484 homes ÷ 60 minutes = 8 homes sell every minute

Think about that. Just in the time it took you to read this, 8 homes sold. Let this reassure you – the market isn’t at a standstill. Every day, thousands of people buy, and they’re looking for homes like yours.

Bottom Line
When you’re ready to walk through what’s on your mind, I have the answers you need. And in the meantime, tell me: what’s holding you back from making your move?

This article is authored and republished courtesy of Coldwell Banker Realty.

Real Estate Market • February 19, 2025

A Record Percent of Buyers Are Planning To Move in 2025 – Are You?

by Jessica Hoelzel

This could be the year to sell your house – and here’s why. According to a recent NerdWallet survey, 15% of people are planning to buy a home this year. That’s actually a record high for this survey (see graph below):

Here’s why this is such a big deal. The percentage has been hovering between 9-11% since 2020. This recent increase shows buyer demand hasn’t disappeared – if anything, it indicates there’s pent-up demand ready to come back to the market.

That doesn’t mean the floodgates are opening and that there’s going to be a huge wave of buyers like we saw a few years ago. But this does signal there’ll be more activity this year than last.

At least some of the buyers who put their plans on hold over the past few years will jump back in. Whether they’re feeling more confident about moving, they’ve finally saved up enough to buy, or they simply can’t wait any longer – this is the year they’re aiming to take the plunge.

And, according to that same NerdWallet survey, more than half (54%) of those potential buyers have already started looking at homes online.

That’s a good indicator that a number of these buyers will be looking during the peak homebuying season this spring. So, if you find the right agent to make sure your house is prepped, priced, and marketed well, you can get your house in front of them.

Bottom Line
More people are going to move this year, and with the right strategy, you can make sure your house is one of the first they look at.

What do you think these buyers will love most about your house? Let’s talk it over and make sure it’s front and center in your listing.

This article is authored and republished courtesy of Coldwell Banker Realty.

Home Staging • Seller Tips • February 19, 2025

The Secret To Selling This Spring: Start the Prep Work Now

by Jessica Hoelzel

Spring is the busiest season in the housing market. It’s the time of year when buyers are most active – that means it’s when homes sell faster and for top dollar. If you’ve already got a move on your mind, why not list this spring and take advantage of the added buyer demand?

Since spring is just around the corner, now’s the time to start getting your house market ready. You’ve got just over a month to do the prep work. And while that may sound like a decent amount of time, it’s going to go by quickly. And you won’t want to rush through this important task – especially this year.

The Right Repairs Will Matter More This Spring
Right now, two things are true. There are more homes on the market than there have been in years. And buyers are being extra selective. That combination means you need to invest some time and effort in making strategic repairs. And many homeowners already have a jump on this work.

In the 2025 Outlook for Home Remodeling, Carlos Martin, Director of the Remodeling Futures Program at the Joint Center for Housing Studies of Harvard University, explains:

“. . . homeowners are slowly but surely expanding the pace and scope of projects compared to the last couple years.”

And the most common projects they’re tackling are replacing water heaters, HVAC units, and flooring. Energy efficiency is a key consideration too, based on home improvement data from the Census.

What To Prioritize as You Plan Ahead
But just because that’s what other homeowners are doing, it doesn’t mean that’s what you have to tackle. Think about what you’d want to see if you were a buyer. Focus on quick wins that are easy to knock out with the time you have – but, don’t ignore key repairs, especially ones you think could turn off buyers.

While big-ticket items like replacing an old roof or outdated flooring may seem daunting, they can pay off – especially if you focus on projects with the best return on investment (ROI).

An agent’s expertise is key in narrowing down your list to what’s actually worth it. They know what buyers in your area want and they also have data like this report from Zonda to guide you on which updates have the best ROI (see green in the graph below):

That’s why it’s so important to talk to a local real estate agent before you dive into any repairs. Bankrate puts it best:

“As a seller, it’s smart to be prepared and control whatever factors you’re able to. Things like hiring a great real estate agent and maximizing your home’s online appeal can translate into a smoother sale — and more money in the bank.”

It’s not too early to partner with an agent. By starting now, you’ve still got time to space out the work and find any contractors you need to get the job done. If you wait until spring to roll up your sleeves, you risk running out of time – and that means your house may be overshadowed by others who are more buyer-ready.

Bottom Line
If you’re planning to sell this spring, it’s time to start tackling your to-do list. But, before you get started, let’s connect. That way you can make sure you’re spending your time and budget on projects that’ll pay off in the long run.

Send me a list of what’s on your to-do list, and we can prioritize them together.

This article is authored and republished courtesy of Coldwell Banker Realty.

Buyer Tips • February 11, 2025

The Real Benefits of Buying a Home This Year

by Jessica Hoelzel

Have you been wondering whether you should keep renting or finally make the leap into homeownership? It’s a big decision, and let’s be real — renting can feel like the easier option, especially if buying a home feels out of reach.

But here’s the thing: a recent report from Bank of America highlights that 70% of prospective buyers fear the long-term consequences of renting, including not building equity and dealing with rising rents.

Maybe you’re feeling that too — concerned about where renting might leave you down the road, but still unsure if you’d even be able to buy right now. The truth is, if you’re able to make the numbers work, buying a home has powerful long-term financial benefits.

Let’s break down why homeownership is worth considering in 2025 and beyond, and how it can help set you up for the future.

Buying Builds Wealth Over Time
Buying a home allows you to turn your monthly housing costs into a long-term investment. That’s because, as shown in data from the Census and the Department of Housing and Urban Development (HUD), home prices tend to increase over time (see graph below):

Rising home prices directly benefit homeowners. That’s because when you own a home, you build equity — meaning your ownership stake in your home grows as you pay down your mortgage and your home’s value appreciates. And that, in turn, makes your net worth grow too.

Maybe that’s why, according to the National Association of Realtors (NAR), 79% of buyers believe owning a home is a good financial investment.

Renting Comes with Rising Costs
Renting may feel more affordable in the short term, especially right now with today’s home prices and mortgage rates. But the reality is, over time, rent almost always goes up too. Take a look at the data and you can see that play out. According to Census data, rents have significantly increased over the decades (see graph below):

This means if you decide to rent, you’ll likely face growing expenses each time you renew or sign a new lease – and that’ll happen without building any wealth in return. Plus, those rising costs may make it harder to save up to buy a home down the road.

Renting vs. Buying: The Long-Term Impact
When you own a home, your payments are an investment in your future. Renting, on the other hand, means your money is gone for good — it helps your landlord build equity, not you.

Renting works for those not ready (or able) to buy today. But if you are able to make the numbers work, buying a home builds equity and sets you up for long-term financial success. So, even though renting may seem easier now, it can’t match the benefits of homeownership.

Bottom Line
If you can afford it, take control of your financial future by making homeownership part of your plan. It’s an investment you won’t regret.

This article is authored and republished courtesy of Coldwell Banker Realty.

Seller Tips • February 11, 2025

If Your House’s Price Is Not Compelling, It’s Not Selling

by Jessica Hoelzel

There’s one big mistake you need to avoid when you sell your house this year: setting your price too high. It might seem like overpricing gives you room to negotiate or could really boost your profit, but the reality is, it usually backfires.

In fact, Realtor.com says almost 20% of sellers — that’s one in five — have to reduce their price to get their house sold. And you don’t want to be one of them. Here’s why starting too high can lead to trouble, and how to avoid it.

Overpricing Pushes Buyers Away
With mortgage rates and home prices where they are right now, buyers are already stretching their budgets to make a move. So, when they see a house that’s priced too high, they’re not thinking, “I can negotiate.” They’re more likely to think, “next” and skip over your house entirely. An article from the National Association of Realtors (NAR) explains:

“Some sellers are pricing their homes higher than ever just because they can, but this may drive away serious buyers . . .”

And if they skip over your listing, you’ll miss out on the chance to get them through the door. That’s the last thing you want because fewer showings mean fewer chances to receive an offer.

The Longer Your House Sits, the More Skeptical Buyers Will Get
Here’s the other issue. An overpriced house tends to sit on the market longer. And the longer a house lingers, the more buyers start to wonder what’s wrong with it. Is there a problem with the house itself? Are you difficult to work with? Even if the only issue is the price, that extra time creates doubt. As U.S. News says:

“. . . setting an unrealistically high price with the idea that you can come down later doesn’t work in real estate . . . A home that’s overpriced in the beginning tends to stay on the market longer, even after the price is cut, because buyers think there must be something wrong with it.”

At that point, you’ll have no choice but to lower your price to drum up interest. But that price reduction comes with its own downside: buyers may see it as another red flag, that there’s an issue with the house.

The Key To Finding the Right Price for Your House
So, what’s the secret to avoiding all these headaches? It’s simple. Work with a local real estate agent who knows the market inside and out, and who’s going to be honest with you about how you should price your house.

You don’t want to partner with someone who just agrees to whatever number you throw out there. That’s not an expert who’s going to get you the best results.

You want an agent who recommends a price based on their expertise. The right agent will use real-time data from your local market to help you land on a price that makes sense — one that grabs attention, attracts buyers, and still helps you walk away with a great return. Someone who has been there and done that – and done it well. That’s the agent you want to work with.

Bottom Line
Remember, if the price isn’t compelling, it’s not selling. Instead of shooting too high and scaring off buyers, work with a local Coldwell Banker Realty agent who knows how to price it right.

Let’s team up and make sure your house hits the market with the right price, gets noticed, and gets sold.

This article is authored and republished courtesy of Coldwell Banker Realty.

Home Staging • February 11, 2025

Depersonalizing: A Must When Preparing Your House for Sale

by Jessica Hoelzel

You’re moving on to something different, something better – a new home, and a new opportunity to start fresh – congrats!

This can be a bittersweet time, though, because your home is a place of memories. A place of love and family togetherness. It’s where you brought your babies home. It’s where you celebrated birthdays, graduations, anniversaries, all the milestones. It’s where you grew and strengthened your relationships. All the meals, homework, playtime, hanging out – it’s where you’ve lived your everyday life, free to express and be who you are.

But once you’ve decided to make a change and put your house on the market, it’s time to detach and depersonalize. When staging your home for sale, it’s essential to create a space buyers can imagine themselves living in, and making their own memories. This doesn’t mean you won’t have the opportunity to honor your memories made in the home. It just means you have to take yourself out of the home so others can see themselves in it.

Depersonalizing a home for sale involves creating a blank slate of sorts, so buyers can imagine what the home would be like as theirs. You want buyers to see the wonderful features and amenities in your home, not your things, and not be distracted by who you are/what your story is because of them.

To depersonalize your home, remove things in the following categories:

Family Photos
This is a hard one for many people, because this is the family home. Taking photos down feels a little like disassembling a foundation you’ve worked hard to make strong. But it’s ok. Remember, you’re moving! You’ll have to take them down eventually. In the meantime, focus on wrapping them carefully and paying attention to the good feelings you get as you look at them and relive important moments in time.

Diplomas and Awards
When living in your home, it’s important to display professional-related objects of pride, things that represent what you’ve worked so hard for, and recognition of your success. When you’re selling, those things are irrelevant to buyers. Buyers want clear, open space on walls and shelves to envision the possibilities for creating their own futures there.

Anything “Taste-Specific”
This can be a large category, comprised of too many things to name here. In general, staged homes should be neutralized, that is, the décor should appeal to a wide range of buyers. Furniture, artwork, wallpaper or wall colors that reflect a specific taste or theme should be removed. Create a soft, neutral space for buyers to feel comfortable moving right in.

Political or Religious Items
When showing your home for sale, it’s not important to make any political or religious statements. When too overt or strong, they can turn buyers off. We’re trying to appeal to the widest variety of people who may buy your home. Remove them for the time being, and let people see the house. Although important to you, they may not be to them, and you don’t need any reason for them to form an opinion besides, “This house is amazing!”

Collections
Very personal in nature, collections often are also seen as clutter. They are, after all, a collection of many things, and if you have more than one collection – more clutter. We want clear, open space in your home, so pack your collections up carefully and label the box for your new home. Less is more.

Getting your home ready for market is no easy task. It’s physical and emotional work, there’s no doubt. There’s the sorting, the decluttering, the packing, the cleaning… all the while reliving memories, and saying goodbye. Take it step-by-step and honor what’s important to you, boxing things up and preparing for what’s next.

Is selling on the horizon for you in the near future? Let’s connect to talk plan and strategy.

Real Estate Guidance • February 11, 2025

How Much Home Equity Have You Gained? The Answer Might Surprise You

by Jessica Hoelzel

Have you ever stopped to think about how much wealth you’ve built up just from being a homeowner? As home values rise, so does your net worth. And, if you’ve been in your house for a few years (or longer), there’s a good chance you’re sitting on a pile of equity — maybe even more than you realize.

What Is Home Equity?
Home equity is the difference between what your house is worth and what you owe on your mortgage. For example, if your house is worth $500,000 and you still owe $200,000 on your home loan, you have $300,000 in equity. It’s essentially the wealth you’ve built through homeownership. Right now, homeowners across the country are seeing record amounts of equity.

According to Intercontinental Exchange (ICE), the average homeowner with a mortgage has $319,000 in home equity.

Why Have Homeowners Gained So Much Equity?
The rise in home equity over the years can be credited to two key factors:

1. Significant Home Price Growth
Home prices have climbed dramatically in recent years. In fact, according to the Federal Housing Finance Agency (FHFA), over the past five years, home prices nationwide have risen by 57.4% (see map below):

This appreciation means your house is likely worth much more now than when you first bought it.

2. Longer Tenure in Homes
Data from the National Association of Realtors (NAR) shows people are staying in their homes for a decade.

This increased tenure means homeowners benefit even more from home values growing over time. That’s because the longer someone has lived in their house, the more that home’s value has grown, which directly increases equity.

And if you’re one of those people who’s been in their home for 10 years or more, know this – according to NAR:

“Over the past decade, the typical homeowner has accumulated $201,600 in wealth solely from price appreciation.”

The Benefits of Having Home Equity
What does that mean for you? It means your house might be your biggest financial asset — and it could open up some exciting opportunities for your future. Let’s break it down.

Moving to Your Next Home
Your equity could help you cover the down payment for your next home. In some cases, it might even mean you can buy your next house all cash.

Financing Home Improvements
Thinking about upgrading your kitchen, adding a home office, or tackling other projects? Your equity can provide the funds to make those improvements happen, increasing your home’s value and making it more enjoyable to live in too.

Getting a Business Going
If you’ve been dreaming about starting your own business, your equity could be the kickstart you need. Whether it’s for startup costs, equipment, or marketing, leveraging your home’s value can help bring your entrepreneurial goals to life.

Bottom Line
Whether you’re thinking about selling, upgrading, or simply want to understand your options, your home equity is a powerful resource. If you’re wondering how much equity you’ve built or how you can use it to meet your goals, let’s connect and explore the possibilities.

This article is authored and republished courtesy of Coldwell Banker Realty.

Financing A Home • February 11, 2025

Control the Controllables If You’re Worried About Mortgage Rates

by Jessica Hoelzel

Chances are you’re hearing a lot about mortgage rates right now, and all you really want to hear is that they’re coming back down. And if you’ve seen headlines about the early November Federal Funds Rate cut by the Federal Reserve (The Fed), maybe you got hopeful mortgage rates would start to decline right away. Although some media sources may lead you to believe that the Fed’s actions determine mortgage rates, in reality, they don’t.

The truth is, the Fed, the job market, inflation, geopolitical changes, and a whole list of other economic factors influence mortgage rates, too. So, while recent actions from the Fed set the stage for mortgage rates to come down over time — it’s going to be a gradual and, likely bumpy, process.

Here’s the best advice anyone can give you right now. While you may be tempted to wait for rates to fall, it’s really hard to try and time the market — there’s just too much that can have an impact. Instead, set yourself up for homebuying success by focusing on the factors you can control. Here’s what to prioritize if you’re looking to put your best foot forward.
Your Credit Score

Credit scores can play a big role in your mortgage rate. And the difference of just a few points can make a significant impact on your monthly payment. As an article from Bankrate explains:

“Your credit score is one of the most important factors lenders consider when you apply for a mortgage. Not just to qualify for the loan itself, but for the conditions: Typically, the higher your score, the lower the interest rates and better terms you’ll qualify for.”

With rates where they are today, maintaining a good credit score is one of the keys to getting the best rate possible. To find out where your credit score stands and what you can do to give it a boost, reach out to a trusted loan officer.

Your Loan Type
There are many types of loans, and each one offers different terms for qualified buyers. The Consumer Financial Protection Bureau (CFPB) says:

“There are several broad categories of mortgage loans, such as conventional, FHA, USDA, and VA loans. Lenders decide which products to offer, and loan types have different eligibility requirements. Rates can be significantly different depending on what loan type you choose. Talking to multiple lenders can help you better understand all of the options available to you.”

Work with your team of real estate professionals to see which loan types you may qualify for and figure out what will work best for you financially.

Your Loan Term
Just like with loan types, you have options when it comes to terms, or the length of your loan. As Freddie Mac says:

“When choosing the right home loan for you, it’s important to consider the loan term, which is the length of time it will take you to repay your loan before you fully own your home. Your loan term will affect your interest rate, monthly payment, and the total amount of interest you will pay over the life of the loan.”

Lenders typically offer mortgages in 15, 20, and 30-year terms. And which term you go with has a direct impact on your rate. Talk to your lender about which one is right for your situation.

Bottom Line
Remember, you can’t control what happens in the broader economy or when mortgage rates will come down. But there are actions you can take that could help you set yourself up for success. Let’s connect to go over what you can now do that’ll make a difference when you’re ready to make your move.

This article is authored and republished courtesy of Coldwell Banker Realty.