Notorious R.O.B.

Sometimes I’ll get a really nice comment or praise from various folks who read this little blog of mine.  Like this twitter I got recently:

@robhahn haha, you always have some of the best reads. Will spend the necessary time. Keep up the forward thinking.

In those moments, because I am human and subject to the Seven Deadly Sins, I can almost feel my head swell.  And that’s when I have to go read Mark Steyn.  Or Bill Simmons.  Or Gregg Easterbrook and learn me some humility.

Here’s a passage from Mark Steyn, simply the best writer of the English language of this young century:

If you’re feeling a sudden urge to “invest” in a gallon of tequila and a couple of hookers and wake up with an almighty hangover and no pants in a rusting dumpster on a bit of abandoned scrub round the back of the freight yards, it may be because you’re one of that dwindling band of Americans foolish enough to pursue his living in what we used to call “the private sector.” You were never exactly Giant-Man, more like Average-Sized Man. But you have a vague sense that you’re gonna be a lot closer to Ant-Man by the time all this is through.

I could write for a solid week without rest and never come up with that passage.  I’m a fair writer, but not in the same class as these gents.

There is a craft to writing.  There is a different craft to blogging, I think, but that there is artistry and skill involved in putting one word next to another is indisputable.

When folks are kind to me, and tell me what a great writer I am, I go and read the really great writers and get back down to earth.

A while back, I read On Writing by Stephen King, who is a truly underappreciated talent by the East Coast Intellectual Illuminati.  I maintain that when my grandkids learn about American Literature in High School, they will be studying the works of Stephen King.  Anyhow, I found this blog with some excerpts that are worth considering.  Check them out.  For example:

Talent renders the whole idea of rehearsal meaningless; when you find something at which you are talented, you do it (whatever it is) until your fingers bleed or your eyes are ready to fall out of your head. Even when no one is listening (or reading, or watching), every outing is a bravura performance, because you as the creator are happy. Perhaps even ecstatic.

Writing for Blogs

At the same time, I also believe that the craft of blogging is different from the craft of writing.  As I am trying to get more people around me to blog, I’ve found myself repeating some things.  This is not a “how to blog” type of thing here; more of a, “just some things to think about” type of thing.  And do keep in mind that your scribe may actually know nothing about writing, or blogging.  You have been warned.

Read, Read, and Read Some More

James Kilpatrick, the longtime columnist who penned The Writer’s Art, once wrote that to learn how to write, one should “read everything. Read matchbox covers, read labels on cans of cleaner; read the graffiti on lavatory walls. Read for information, read for style, read for instruction, read for the sheer love of reading.”

More and more, I believe this to be true.  Reading naturally leads to an improvement in writing.  We somehow absorb cadence, style, phrasings, imagery, and language itself from others.  While it’s best to read as many great writers as possible, it is also instructive to read not-so-great writers.  At least you learn what you don’t like, and what to avoid.

I believe any serious blogger should read books, columnists, and other bloggers — in that order.

Read books, because these are the finely honed examples of the writer’s craft.  They’ve also gone through the most rigorous editing for content, pace, and style.  For what it’s worth, I average about a book a week.  (Don’t be impressed — most of them are trashy paperback novels I read on the train.)

Read opinion columnists, because blogs by their very nature lend themselves to editorializing.  The best editorial columnists are tight with language, and know how to construct a narrative that drives their point home.  That these have been edited for clarity, content, and style also helps to keep the writing tight.

And read other bloggers, especially the stronger writers.  I’m a big fan of reading Kris Berg because of her natural voice and general narrative flow.  But there are others — particularly not in real estate space — whose writings are always a pleasure to read.  Read them, and often.  The blogs are usually unedited, but that gives you a sense of how blog writing differs from other types of writing.

Don’t Censor Yourself

The most important lesson for blog writing, I think, is to avoid the temptation to censor oneself.  The biggest obstacle I see new bloggers struggle with is how long it takes for them to write something.  I have to constantly remind them, “You’re not writing for the Economist; just get it out there.”

The best feature of blog writing is the spontaneous openness of the voice.  Mistakes will be made; some sentences won’t be as elegant as possible.  Grammar mistakes may abound.  But done well, there’s a freshness to the voice and an openness that conveys authenticity.  The art is, if you will, to be artless.

Plus, the nature of the medium is that corrections are always possible, and retractions and clarifications are not only possible, but perhaps desirable.  If you write something stupid, then hopefully the audience will point that out in the comments.  Which lets you respond in the comments, clarifying things, or admitting you got it wrong.  Then you can go back and edit the original post, appending the correction right there on the original post.

Again, blogging is part of conversation — not an oratorical holding forth.  Don’t censor yourself too much; don’t edit yourself while writing.  You’ll find it easier to write, and eventually settle into a routine and a voice you are comfortable with.  Just shut up that little editorial voice inside your head.

Write A Story

While there are certainly exceptions in blogging — for example, if your post is simply a compilation of interesting posts you’ve read that week — I do believe that if you are creating original content, you need to be telling a story.

Tell a story! It’s fun!

There needs to be a beginning, a middle, and an end.  There needs to be a plot of some sort that moves the narrative along.  Character exposes are fine, but I think the best blogposts have a narrative flow that is naturalistic and effective at exposing the ideas and the voice of the blogger.

Advice blogs (like this one) usually suck because they lack that flow of narrative and often read like a bullet list of rules.  Since realtors are writing a lot of advice blogs — “How to stage a home!” or “What to look for in a REO sale” or some such — I think it’s particularly important to realestistas that they give a thought to the narrative they are presenting.

Link, Link, and Link

The advantage of the Interwebs is in its reference-ability.  If I say “unemployment is X”, you don’t have to take my word for it — you can go check the source yourself.  But only if I provide the link.

This is, in a sense, the counter-balance to the open and freewheeling nature of the Web and blogs.  We don’t have editors and factcheckers; what we have, instead, is the ability for our readers to check the source for themselves.

As a general rule of thumb, if you think it’s something you reader might want to check for himself, then provide a link.  Every single time you quote someone else, you should be providing a link.  The goal is to provide the context, the framework, around your blogpost’s own narrative.

Hit “Publish”

The final piece of advice, and perhaps the most important, is to actually publish the damn thing.  I know I have had dozens of nascent blogposts just sitting in my queue waiting to see the light of day.  Some of them never will.

All of the narrating, the writing, the linking, and all of that won’t mean a thing if you don’t actually publish it.

Keeping in mind that all blogposts can be revised, and any mistakes corrected via the comments or by editing the post, go ahead and publish that post no matter how nervous you are about it.

Chances are, you are your worst critic, and your audience will love it.  (And when they don’t, they’ll let you know, and that’s how conversations start.)

Happy blogging!

-rsh

Ash nazg durbatulûk, ash nazg gimbatul, ash nazg thrakatulûk, agh burzum-ishi krimpatul.

One ring to rule them all, one ring to find them, one ring to bring them all, and in the darkness bind them.

Twitter, some say, is a useless waste of time.  That’s often true.  But then, sometimes, it’s really kinda fun and useful to boot.

Case in point:  Earlier today, I had  brief Twitter exchange with a few people starting with a question I asked.

“Why do you have a ‘website’ and a ‘blog’?  Why not one site that does it all?”

A number of people responded that they were struggling with that very question.  Still others provided even more in-depth thoughts.  Kelley Kohler (@housechick) had some very interesting insights on the blogpost linked to above:

It’s an interesting line to walk, and it’s taken a bit of doing to stop thinking about the blog like it’s a blog, because it isn’t a blog, it’s a framework (can I get that printed on a t-shirt?).  Having started originally with AR and Blogger, it was a difficult mindset to break – two blog services where blogs really ARE just blogs.  But for WordPress and Drupal, they aren’t blogs, they’re just platforms, a framework.

In the end, it’s not about what is website and what is blog, it’s about where in the framework some piece of information should live.  And that’s a liberating place to be, conceptually, while in the midst of designing a new web presence. (emphasis added)

While I agree with Kelley wholeheartedly from a certain perspective, I do think she discounts a bit the psychological and marketing imperatives that may be driving realestistas to divide their web operations between a “website” and a “blog”.

Crass Commercialism vs. Authentic Engagement

I think the hint of the underlying issue came from Fran Bailey (@franbailey) who wrote:

My site is my blog which focuses on helpful info 4 buyers. They can search listings on my broker’s site which promotes listings.

The mantra of Web 2.0 — borrowed from the good people of Cluetrain — is authentic engagement.  People don’t want to be sold.  They don’t want to be marketed to.  They don’t want to be a lead.  And so on.  Hence, the listings — which is the basis of the commercial engagement — are over there on the broker’s site.  My site here is where I’m simply helpful.  I understand the instinctive pull.

There’s something to this perspective that says that anything which smacks of crass commercialism is bad in social media/blogging/whatever-you-call-it and that blogs have to do more to educate, to engage, to brand the writer as a local expert, and so on.  To surround a post on the local neighborhood with listings, or to have a “Ten things to consider about mortgages” with a “Featured Listing” does seem somewhat… in bad taste in the world of bloggery.

Even Kelley Kohler’s own website (which, I guess is under revision) shows that the blog lives in a top nav link and lives in its own url (www.mytucsonblog.com).  In addition, her blog has no listings search, even though her “website” features a listing search prominently in the top left position:

So I do think there’s something to the division between the “storefront” and the “fireside chats” in the real estate world.

False Dichotomy

And yet, is there a notion that such a dichotomy is just a bunch of hooey?  Mike Simonsen of Altos Research (@mikesimonsen) pointed out to me via Twitter:

@robhahn riiight. as if there’s a hard line between the personal and professional. The functional difference is one of tone

As a matter of fact, a blog is — in a way — a gigantic extended ad.  [Granted, I thought (and said to Mike) that Notorious ROB was my personal blog written primarily to entertain myself, while the corporate blog of Onboard Informatics, my employer, is where I write to promote Onboard and its products and services.  But Mike may be right.  Perhaps with social media, we are entering an age where the Personal is the Political Commercial.]

For a realtor blog — one written to help drive business, as opposed to satisfy the blogger’s need to put words on virtual paper — the distinction disappears completely.  The Personal is the Commercial.

All the advice-giving, all the helpful hints, all the videos of mojito-making, and so on continually brand the realtor as an expert, as a good person, as a fun-lovin’ master of the mystic liquors.  Since real estate appears to be an intensely personal business, it simply pays to be personable and personal.

And if the advice-giving, helpful hints, and videos and twitstreams and such are actually not bringing you any business… then don’t you have to ask yourself why you even bother with the blog?

Just sayin’.

One Site to Rule Them All

But having established the business importance of being personable… why leave a “website” hanging out there ruining all of that goodwill?  What’s the point of a brochureware site that has a bunch of boilerplate about how great an agent you are, or how much you care about your clients and all that when you have a whole other website dedicated to showing, rather than saying, precisely those things?

The ideal realestista site to me is one where you have the fusion of content: listings, statistics, and dynamic content.  For larger organizations, listings and statistics will take precedence, but they too need dynamic content that showcases their brand promises and lets consumers form authentic relationships with their people.  For individual realestistas, I think the dynamic content drives the site, but listings and statistics must also be present.  Again, see Kelley Kohler’s site for a great example.  She already has her latest blogpost there; why not just merge the thing together and create the ash gwî (One Web…site)?

The consumer knows — or should know — that he is on a realtor’s website, reading a realtor’s opinions and professional advice, and learning more about that particular realtor.  Either the site visitor is in the market or is not; if he is not, then he may turn into one at some point or refer you someone who is.  If he is in the market, then he’s not only looking for a fun person who knows a lot about real estate and the local communities — he’s looking for someone who can help him.

Authenticity does not mean pretending to be a disinterested commentator — hell, I’m as close as such things come, and even I’m not 100% disinterested in everything.  So in that, Mike Simonsen may be right.  Authenticity simply means trying not to bullshit someone, spin bad news, get into marketingspeak (“this house is doubleplusgood” is a bad sign), or such.  It means letting your personality come through while at the same time maintaining the commercial nature of the desired relationship.

The dichotomy is false.  Ash gwî durbatulûk!

-rsh

The inimitable and simply delightful Teri Lussier recently posted her observations of RE BlogWorld ’08 in Las Vegas. In it, she mentioned a “reverse Black Pearl” by yours truly:

And finally, I’ll leave you with this brutally honest reverse Black Pearl from Notorious R.O.B., who, during Jeff’s session, shared his opinion about the quality of writing on some real estate blogs: “In the name of all that’s holy, you should stop blogging!” Ouch, Rob.

As Teri mentioned, I need not explain that statement, but I wanted to. It’s one of the topics that’s been swirling around in my head for a while. And judging by the knowing laughter that greeted that statement during REBlogWorld, I’m thinking that I am not alone.

So… I stand by my statement fully.

The Context as Pretext

The context of the plea was when Jeff Turner had gone over a number of new, innovative tools that might help real estate agents with their online efforts. Jeff kept describing one tool after another, all of which had to do with audio or video as content for a blog.

The question that naturally arose, of course, which I asked him, was whether he thought these were great tools for realtor blogs because something inherent in audio or video, or because the quality of written content on these websites is low.

Hence, I asked, “I know there are some realtor blogs out there that are so badly written that they make us all go, ‘In the name of all that’s holy, you should stop blogging’. Is that one of the reasons why you’re recommending so many audio/video solutions here, because agents are somehow able to talk better than they can write?”

Bad Writing is Not Good Branding

Thing is, this is a somewhat serious point. A bad blog is not an asset — it’s a liability. Someone who may have been your ideal client might look at your utterly crappy website or horrid blog and conclude that you are a major league idiot, even if you happen to be the most knowledgeable real estate professional in history. They don’t know you; if all they get to see of you is a terrible blog, then as far as they’re concerned, you’re a terrible agent. Period. End of story.

It would be a major step forward for such an agent to suspend blogging. Indefinitely. And try to scrub the Interwebs of all clues as to the existence of such a blog once upon a time.

So if you’re a bad writer, then you would be doing yourself a favor (as well as the rest of the industry) by stopping your blogging activities and doing something else that would show off your scintillating personality. Maybe that’s audio. Maybe that’s video. But if you can’t write, please, please do not blog.

For your own good.

And mine.

Bad Writing Usually Means Bad Content

The tragic correlation, of course, is that people who can’t write rarely produce amazing non-written content. Unless there are unusual extenuating circumstances (e.g., you are blind, or can’t read/write English though you can speak it some with a nice accent, etc.), bad writers are typically bad content producers, period.

Because good writing requires a few things. For example:

• logic
• coherent thought
• imagination
• narrative ability
• understanding of the audience

All of these things also come into play when creating any sort of content. Think about all the truly horrible movies you’ve seen. Most lacked one or more of the above. Most bad sci-fi movies lack logic for example (e.g., Star Wars has giant lasers that can destroy planets but can’t figure out fully automatic weapons?), while most bad romance movies lack coherent thought (see, e.g., What Happens in Vegas).

So the thought that a realtor who can’t write worth a damn is going to create a fascinating video blog, or vlog, is too optimistic by half. Unless the realtor in question looks like Gisele, in which case I suppose some folks would watch that vlog if she were explaining the ins and outs of the home inspection process in a dry monotone. But if she does look like that, she probably should think about a different career. One that involves meeting Leonardo Dicaprio for lunch on a regular basis.

So What Do I Do If I Sux?

There are two choices, as I see it, if you take a good long look in the mirror and realize that you don’t look like Gisele Bundchen, and that you can’t write.

Choice #1: Become a better writer

Let’s be honest — none of us are in the running for the Nobel Prize in Literature. We’re bloggers, who write about real estate. It isn’t that difficult to become a better blogger. Reading good writers — both bloggers and dead-tree authors — really helps improve one’s own writing. The rest is just practice. Then practice. And even more practice.

Choice #2: Stop blogging, start working

The other choice is to stop blogging. Fact is, the web-centric real estate model may be the future, but it isn’t necessarily the be-all, end-all right now, today. Russell Shaw had a great post up recently where he touched on this.  While that post was about the power of being the listing agent, the subtext woven throughout goes something like this: “The tried and true still works”.

So… honestly, if you’re no good at the whole content-creation thing… why bother?  Just work on increasing your sphere of influence, going on more lunches, networking via offline methods, and all of the other things that have helped realtors be successful for decades — long before Sergey Brin was even out of diapers.

Final Words

I was recently at a speech where the keynote told the following story (which I am completely paraphrasing from memory):

I saw Larry Ellison, CEO of Oracle, at a education conference tell a room full of teachers that he believed teachers are underpaid.  In fact, Larry thought teachers should make over $1m a year.  The crowd went wild with applause.  The catch was, Larry continued, with the power of the Internet, he only needed 100 of them in the entire United States.  Dead silence in the room.

Think about it.  How many real estate bloggers does the country really need?

-rsh

I hate Web 2.0.

I mean I hate the term. People throw it around all the time, and it even comes up in conversation at parties:

“So, what’s your cute friend Sarah doing?”

“Oh she’s doing publicity for this fabulous Web 2.0 company in the dress-swapping community.”

“That’s so cool — can you give me her phone number?”

Etc.

It turns out Web 2.0 is like “freedom of speech” — something that a lot of people think they understand, but do not. I think I understand it better than most, but when you have such honest disagreement about what the term means, it’s difficult to come to consensus.

Now, even as I hate the term, I like most of the websites designated as “Web 2.0″ despite there being no consensus on what that actually means. Digg is a cool little site; I use Pandora.com pretty often to find new music; Wikipedia is indispensable; and many blogs are very educational and some are top-notch entertainment. The reason is that Web 2.0 (in my not so humble opinion) is really a set of principles, like Agile is in software development, that guide business practices. Those business practices in turn drive features and rules for websites for those particular businesses. And I like those business practices, principles, and what they imply for our world.

I happen to believe that the roots of “Web 2.0″ lay in the Cluetrain Manifesto, first published in 1999 — at the height of the first dotcom bubble. If you’re in marketing, and you don’t know what cluetrain is, you seriously owe it to yourself and to your employer and to your customers to go read at least the 95 theses and the first chapter.

In the first chapter, while discussing how the Web as we knew it (in 1999) came to be, the authors of Cluetrain Manifesto explained it as succintly as anyone ever has:

Well, OK, a few things did happen in between. One of those things was that the Internet attracted millions. Many millions. The interesting question to ask is why. In the early 1990s, there was nothing like the Internet we take for granted today. Back then, the Net was primitive, daunting, uninviting. So what did we come for? And the answer is: each other.

The Internet became a place where people could talk to other people without constraint. Without filters or censorship or official sanction — and perhaps most significantly, without advertising. Another, noncommercial culture began forming across this out-of-the-way collection of computer networks. Long before graphical user interfaces made the scene, the scene was populated by plain old boring ASCII: green phosphor text scrolling up screens at the glacial pace afforded by early modems. So where was the attraction in that?

The attraction was in speech, however mediated. In people talking, however slowly. And mostly, the attraction lay in the kinds of things they were saying. Never in history had so many had the chance to know what so many others were thinking on such a wide range of subjects. Slowly at first, a new kind of conversation was beginning to emerge, but it would achieve global reach with astonishing speed.

So if you read the 95 theses, then you know that cluetrain believes markets are conversations. From the above you read that the basis of the Internet, from back in the green phosphor UNIX days of yore, is the ability for people to talk to each other.

Look at most of the top so-called Web 2.0 companies today. What they do, essentially, is provide a space for conversation — then they more or less get out of the way. Facebook is actually empty, if you think about it — Facebook itself produces nothing but the infrastructure. They’re like the hotelier who builds a hotel and waits for conventions and tradeshows to come make it interesting. It’s the members who produce all of the things that make Facebook interesting. Same thing with Wikipedia, Digg, Techmeme, Flickr, del.icio.us, and even supposedly “Old Web” companies like Ebay and Amazon (in its reviews).

So, with the above agreed on (for the sake of discussion if nothing else), where does the Blog fit into this?

I think it’s fairly obvious that the Blog is just a voice in the conversation. That’s it. Nothing more, nothing less. Thing is, what we do isn’t “web 2.0″ — it isn’t even particularly innovative in any way. Since Gutenberg’s time, people have been “blogging” — except they were using dead trees and ink to do it. Newspapers and magazines have been putting forth a voice in the conversation for hundreds of years. They still do, no matter the rise of the digiterati.

Some bloggers, when they get big enough and attract enough of an audience, make a lot of money from advertising. Some folks have called such blogs “web magazines” clarifying that in fact what we do is really no different than some poor schmuck at Pinch’s operation in Times Square does day in and day out.

Well, that is… what we do is no different from a technique standpoint (stringing words together). It is, however, dramatically different if we adopt the cluetrain mindset.

This is just an enormously long winded way of talking about competition in the real estate blogosphere. The Real Estate Tomato recently published a post called “7 Reasons Why Your Local Real Estate Blogging Peers Are Not Your Competition“. It’s interesting and worth checking out in full.

I just noticed one section that really got me thinking about competition in the blogosphere, and by extension, in the Web 2.0 world. The Tomato wrote:

2. Build Win-Win Relationships

Show an interest in your neighbors real estate blog, and they and their audience will show an interest in yours.

This is such a foreign concept for many agents that have been fighting for client loyalty for so many years. But the truth of the matter is that it is precisely this reciprocating effort that will be the difference between a good blogger and a great blogger.

Initiating conversations in emails and in the comments of your peers’ blogs will both establish the recognition of your name and your blog as well as help you earn their trust and their visit.

Bringing local Realtors and their audience to your site to contribute to the discussions on your platform is the reward. But, you’ll need to make the first (or many) effort(s) by playing nice on theirs.

This is certainly another instance of:
Keep your friends close, and your enemies competition even closer.

Now… keep in mind that I’m operating in very much of a cluetrain mindset when I do blogging at all. I’ve got enough positioning and marketing and such to do in my day job that I will not do it on my personal space. I don’t use Notorious R.O.B. to market something, or promote my services, or whatever. So there’s probably a pretty big disconnect between me and those agents who are blogging to generate leads or promote themselves to the local market. Lots and lots of caveats today.

Having said that, doesn’t the above advice strike you as being a little bit… like unto a sleazebag?

I mean, imagine if you went to a party and struck up a conversation with some attractive young woman/man. You’re having a great time talking about Rob Reiner movies or whatever. Then you find out that the only reason why s/he was talking to you was to get a job in your company or sell you something.

Ewwww.

Maybe that’s why I tend to dislike trade shows and industry networking events. They feel like those huge tanks they have in aquariums where sharks circle endlessly, while the chum dart hither and thither to avoid catching their notice.

Why would it be any different simply because you’re doing it online instead of in person?

I comment on other people’s blog; I often use my own blog to comment on stuff I read elsewhere. I don’t do it to earn their trust and their visit. I appreciate it when people do notice, when people do visit, but that isn’t why I wrote the damn post. I have a blogroll, like everyone else, and I add sites I like to it. But I have never asked for a reciprocal link back. Because it isn’t about that. If someone finds my blog worthy of linking to, then he’ll link to it. If he doesn’t, then he won’t. Either way, if I think his blog is saying interesting things, then I’ll link to it. Because what he says is interesting, period.  If it’s not interesting, then I won’t link to it no matter how many emails he sends me, or comments he puts on my site.

Markets are conversations.  The Internet is the last remaining frontier of authentic communication (and confrontation as well) where people aren’t censored, aren’t told what you can and can’t say by some PC thought police.  If you’re anonymous, no one cares what you look like, or where you went to school, or how much money you’ve got: you are judged purely on the substance and style of what you contribute to the conversation.

What Tomato is suggesting is tantamount to turning conversations into markets.  I know that may be what salespeople do, and real estate agents do amongst their friends and family, but honestly, guys, that’s a little bit of a turnoff.

So I have a different suggestion than Tomato’s:

Build actual relationships, not Win-Win relationships.

Stop giving a shit about “who’s winning” and “who’s losing” (in the real world, that is, not in the rhetorics of cyberspace) and give a crap about how the conversation is going.  Just write, just blog, just comment, just email, without expecting a thing in return, and trust that as the conversation spreads, as your contribution is noted, people will notice.  And somewhere down the line, that may result in a fee or two for you.  But please do not go into it like some networking fiend working a party at Inman or something, wanting to schmooze this guy or kiss ass to that blogger or whatever.

Reciprocation is not the hallmark of a great blogger (vs. a good blogger).  Writing is.  If you can write with wit, style, and knowledge about any particular topic, then guess what?  You’re a great blogger on that topic.

Reciprocation is just the hallmark of a nice guy, and while that can be helpful, how many blogs have you seen that is basically just a link farm with totally asinine press-releases-as-articles?  Likely, such a “blog” was astroturfed by some big company’s interactive marketing agency just to raise organic SEO profiles or some crap.

So… let me conclude this… rant?  advice?  thoughts? with this:

Get on the cluetrain.  Recognize that Web 2.0 means authentic conversations.  Then ask, what is the meaning of “competition” in that world of real, genuine, authentic engagement?

-rsh