EP76: Converting Leads Into Deals Through Real Estate ISA with Gustavo Muñoz Castro

In this enlightening episode, Annie shares her journey from a fourth-grade teacher to an award-winning real estate investor, highlighting the unexpected twists and turns that led her to success. Discover how Annie and her team have helped thousands of investors navigate the complex world of commercial real estate, raising over a billion dollars in assets. Gain valuable insights into effective investor representation, the power of mentorship, and innovative marketing strategies that have propelled Good Egg Investments to the forefront of the industry. Whether you're a seasoned investor or just starting out, this episode offers valuable wisdom and practical advice to help you succeed in real estate syndication. Tune in now to unlock the secrets of successful real estate investment with Annie Dickerson.

Key Takeaways to Listen For

1. Investor Focus: Annie stresses understanding investor needs to find suitable opportunities, acting as their representative for trust and satisfaction.
2. Unexpected Career Path: Annie's journey from teacher to real estate investor highlights adaptability and seizing opportunities.
3. Recognition: Good Egg Investments' accolades and billion-dollar asset management showcase their industry expertise and success.
4. Mentorship Impact: Annie credits mentorship for shaping their approach and navigating the competitive real estate market effectively.
5. Innovative Marketing: Practical strategies like investor avatars and social media utilization contribute to their marketing success and investor engagement.

About Tim Mai

Tim Mai is a real estate investor, fund manager, mentor, and founder of HERO Mastermind for REI coaches. He has helped many real estate investors and coaches become millionaires. Tim continues to help busy professionals earn income and build wealth through passive investing. He is also a creative marketer and promoter with incredible knowledge and experience, which he freely shares. 

He has lifted himself from the aftermath of war, achieving technical expertise in computers, followed by investment success in real estate, management skills, and a lofty position among real estate educators and internet marketers. Tim is an industry leader who has acquired and exited well over $50 million worth of real estate and is currently an investor in over 2700 units of multifamily apartments.

Connect with Tim

• Website: Capital Raising Party
• Facebook: Tim Mai | Capital Raising Nation 
• Instagram: @timmaicom
• Twitter: @timmai
• Linkedin: Tim Mai
• YouTube: Tim Mai

Connect with Us

To learn more about partnering with us, visit our website at https://javierhinojo.com/ and www.allstatescapitalgroup.com, or send an email to admin@allstateseg.com. 

Sign up to get our Free Apartment Due Diligence Checklist Template and Multifamily Calculator by visiting https://javierhinojo.com/free-tools/.

To join Javier’s Mastermind, go to https://javierhinojo.com/mastermind/ and to apply to his BDB Mastermind, see https://javierhinojo.com/mastermind/#apply_form and answer the form.

With over $800 million raised and managing assets worth more than $700 million, Dave's journey from tackling personal tax challenges to becoming an early Bitcoin investor and a key advisor at Off the Chain Capital is nothing short of inspiring. In our conversation, Dave delves into his unique approach to real estate investment, emphasizing the organic growth of his portfolio through multifamily apartments and his transition into syndication. Discover how Dave's focus on delivering value and impact has not only shaped his investment philosophy but also driven his extraordinary success. This episode is a treasure trove of insights for anyone interested in strategic investment, the importance of diversified portfolios, and the art of building lasting relationships with investors. Tune in to learn from one of the top minds in the field, and get inspired to make your own mark in the world of capital raising and investment.

Key Takeaways to Listen For

1. Real Estate for Tax Solutions: Dave Zook entered real estate to manage his businesses' tax liabilities, beginning with multifamily apartment buildings.
2. Syndication Growth: His move to syndication evolved naturally from personal investments to involving family and business associates.
3. Value-Driven Success: Zook prioritizes delivering value and impact, viewing financial success as a secondary outcome of these efforts.
4. Diverse Portfolio: He maintains a diversified investment strategy, with assets in various sectors, and collaborates with specialists in each area.
5. Investor Relationships: A crucial aspect of Zook's success is his focus on building strong, personalized relationships with investors, addressing their specific needs, especially in tax optimization.

About Tim Mai

Tim Mai is a real estate investor, fund manager, mentor, and founder of HERO Mastermind for REI coaches. He has helped many real estate investors and coaches become millionaires. Tim continues to help busy professionals earn income and build wealth through passive investing. He is also a creative marketer and promoter with incredible knowledge and experience, which he freely shares. 

He has lifted himself from the aftermath of war, achieving technical expertise in computers, followed by investment success in real estate, management skills, and a lofty position among real estate educators and internet marketers. Tim is an industry leader who has acquired and exited well over $50 million worth of real estate and is currently an investor in over 2700 units of multifamily apartments.

Connect with Tim

• Website: Capital Raising Party
• Facebook: Tim Mai | Capital Raising Nation 
• Instagram: @timmaicom
• Twitter: @timmai
• Linkedin: Tim Mai
• YouTube: Tim Mai

Connect with Us

To learn more about partnering with us, visit our website at https://javierhinojo.com/ and www.allstatescapitalgroup.com, or send an email to admin@allstateseg.com. 

Sign up to get our Free Apartment Due Diligence Checklist Template and Multifamily Calculator by visiting https://javierhinojo.com/free-tools/.

To join Javier’s Mastermind, go to https://javierhinojo.com/mastermind/ and to apply to his BDB Mastermind, see

In this episode of the HERO Capital Raising Show, host Tim Mai interviews Michael Guthrie, a real estate expert who has raised over $62 million for syndication in just 14 months. Michael shares his journey from starting an ATM business to becoming a major player in multifamily investments, managing nearly $300 million in assets. He offers insights into capital raising, emphasizing the importance of understanding investor needs and building trust. This episode is a must-listen for anyone interested in real estate investment and the strategies behind successful capital raising.

Key Takeaways to Listen For

1. Rapid Syndication Success: Michael Guthrie impressively raised over $62 million for real estate syndication in just 14 months.
2. Versatile Entrepreneurship: Transitioned from an ATM business to a significant role in multifamily real estate investment.
3. Investor Trust: Emphasizes solving investor problems and building strong relationships for successful capital raising.
4. Investment Strategy: Advocates cautious return promises and targets specific investor groups, offering key strategic insights.
5. Technology and Personal Touch: Balances efficient technology use with personal interactions for effective investor relations management.

About Tim Mai

Tim Mai is a real estate investor, fund manager, mentor, and founder of HERO Mastermind for REI coaches. He has helped many real estate investors and coaches become millionaires. Tim continues to help busy professionals earn income and build wealth through passive investing. He is also a creative marketer and promoter with incredible knowledge and experience, which he freely shares. 

He has lifted himself from the aftermath of war, achieving technical expertise in computers, followed by investment success in real estate, management skills, and a lofty position among real estate educators and internet marketers. Tim is an industry leader who has acquired and exited well over $50 million worth of real estate and is currently an investor in over 2700 units of multifamily apartments.

Connect with Tim

• Website: Capital Raising Party
• Facebook: Tim Mai | Capital Raising Nation 
• Instagram: @timmaicom
• Twitter: @timmai
• Linkedin: Tim Mai
• YouTube: Tim Mai

Connect with Us

To learn more about partnering with us, visit our website at https://javierhinojo.com/ and www.allstatescapitalgroup.com, or send an email to admin@allstateseg.com. 

Sign up to get our Free Apartment Due Diligence Checklist Template and Multifamily Calculator by visiting https://javierhinojo.com/free-tools/.

To join Javier’s Mastermind, go to https://javierhinojo.com/mastermind/ and to apply to his BDB Mastermind, see https://javierhinojo.com/mastermind/#apply_form and answer the form.

A retired orthopedic surgeon, entrepreneur, and seasoned real estate investor, Dr. Burns brings over 25 years of experience in acquiring and developing over $730 million in real estate. As a co-founder of Presario Ventures and author of the best-selling personal finance book "Why Doctors Don't Get Rich," Dr. Burns offers unique insights into achieving financial independence and living life to the fullest. In this episode, he shares his journey from medicine to real estate, the power of mentorship, and strategies for thriving in both good and challenging market conditions. Join us for an engaging conversation filled with expert advice, market insights, and Dr. Burns' unique approach to building wealth and living a rich life.

Key Takeaways to Listen For

1. Career Shift: Dr. Tom Burns transitioned from medicine to real estate, demonstrating career adaptability and income diversification.
2. Financial Independence: Emphasizes achieving financial freedom, based on over 25 years in real estate.
3. Mentorship & Networking: Highlights the importance of learning from experienced mentors and building networks.
4. Market Strategies: Discusses navigating market fluctuations with conservative investment strategies.
5. Investor Relations: Focuses on strong investor relationships and diversification for business growth.

About Tim Mai

Tim Mai is a real estate investor, fund manager, mentor, and founder of HERO Mastermind for REI coaches. He has helped many real estate investors and coaches become millionaires. Tim continues to help busy professionals earn income and build wealth through passive investing. He is also a creative marketer and promoter with incredible knowledge and experience, which he freely shares. 

He has lifted himself from the aftermath of war, achieving technical expertise in computers, followed by investment success in real estate, management skills, and a lofty position among real estate educators and internet marketers. Tim is an industry leader who has acquired and exited well over $50 million worth of real estate and is currently an investor in over 2700 units of multifamily apartments.

Connect with Tim

• Website: Capital Raising Party
• Facebook: Tim Mai | Capital Raising Nation 
• Instagram: @timmaicom
• Twitter: @timmai
• Linkedin: Tim Mai
• YouTube: Tim Mai

Connect with Us

To learn more about partnering with us, visit our website at https://javierhinojo.com/ and www.allstatescapitalgroup.com, or send an email to admin@allstateseg.com. 

Sign up to get our Free Apartment Due Diligence Checklist Template and Multifamily Calculator by visiting https://javierhinojo.com/free-tools/.

To join Javier’s Mastermind, go to https://javierhinojo.com/mastermind/ and to apply to his BDB Mastermind, see https://javierhinojo.com/mastermind/#apply_form and answer the form.

Join us on this enlightening episode of 'The Capital Raising Show' with host Tim Mai, as we dive into the world of successful capital raising with our guest, Sam Silverman. With a striking $43 million raised for his fund in just 18 months, Sam shares his invaluable insights and personal journey from single-family real estate to becoming a powerhouse in syndication and fund management. Discover the art of storytelling in sales, the critical role of understanding your audience, and the strategic moves that transformed Sam's approach to investment. Whether you're a seasoned investor or just starting out, this episode is packed with actionable advice and inspiring stories to help you navigate the complex terrain of capital raising. 

Key Takeaways to Listen For

1. Storytelling in Sales: Learn how effective storytelling, rather than information overload, can significantly enhance investor engagement and interest in your venture.
2. Sam Silverman's Rapid Success: Discover how Sam raised an impressive $43 million for his fund in just a year and a half, marking his remarkable success in the field.
3. Transition from Single-Family to Syndication: Gain insights into Sam's journey from investing in single-family real estate to mastering the art of syndication and fund management.
4. Understanding Your Audience: Uncover the importance of deeply understanding your target investors' perspectives to tailor your approach and connect more effectively.
5. Strategies for Capital Raising: Get valuable strategies and tips on raising capital, focusing on relationship building and strategic communication to advance your investment goals.

About Tim Mai

Tim Mai is a real estate investor, fund manager, mentor, and founder of HERO Mastermind for REI coaches. He has helped many real estate investors and coaches become millionaires. Tim continues to help busy professionals earn income and build wealth through passive investing. He is also a creative marketer and promoter with incredible knowledge and experience, which he freely shares. 

He has lifted himself from the aftermath of war, achieving technical expertise in computers, followed by investment success in real estate, management skills, and a lofty position among real estate educators and internet marketers. Tim is an industry leader who has acquired and exited well over $50 million worth of real estate and is currently an investor in over 2700 units of multifamily apartments.

Connect with Tim

• Website: Capital Raising Party
• Facebook: Tim Mai | Capital Raising Nation 
• Instagram: @timmaicom
• Twitter: @timmai
• Linkedin: Tim Mai
• YouTube: Tim Mai

Connect with Us

To learn more about partnering with us, visit our website at https://javierhinojo.com/ and www.allstatescapitalgroup.com, or send an email to admin@allstateseg.com. 

Sign up to get our Free Apartment Due Diligence Checklist Template and Multifamily Calculator by visiting https://javierhinojo.com/free-tools/.

To join Javier’s Mastermind, go to https://javierhinojo.com/mastermind/ and to apply to his BDB Mastermind, see https://javierhinojo.com/mastermind/#apply_form and answer the form.

 A wizard in the realms of entrepreneurship and capital raising, Dan Handford is here to spill the secrets behind his staggering success in building multi-million dollar enterprises and a flourishing real estate investment empire. This episode isn't just a talk; it's an adventure into Dan's groundbreaking techniques of nurturing financial intelligence, especially his trailblazing approach to teaching kids about the essence of money management. Discover how Dan juggles the complexities of professional success with the nuances of family life, all while steering a portfolio of over $1.3 billion.  Tune in and let Dan Handford guide you through a path of financial empowerment and generational impact. This isn't just another podcast episode; it's a doorway to transforming your financial future!

Key Takeaways to Listen For

1. Authenticity is Key: Dan Handford stresses the importance of being genuine in capital raising to attract suitable investors.
2. Teaching Kids Finance: Handford advocates early financial education for children, focusing on income, expenses, and saving.
3. Entrepreneurial Success: Dan has founded multiple seven-figure businesses, demonstrating a diverse entrepreneurial skill set.
4. Real Estate Acumen: His firm has impressively raised over $530 million and manages $1.3 billion in assets, mainly in real estate.
5. Values in Business: Dan balances professional achievements with strong personal values, emphasizing family and generosity.

About Tim Mai

Tim Mai is a real estate investor, fund manager, mentor, and founder of HERO Mastermind for REI coaches. He has helped many real estate investors and coaches become millionaires. Tim continues to help busy professionals earn income and build wealth through passive investing. He is also a creative marketer and promoter with incredible knowledge and experience, which he freely shares. 

He has lifted himself from the aftermath of war, achieving technical expertise in computers, followed by investment success in real estate, management skills, and a lofty position among real estate educators and internet marketers. Tim is an industry leader who has acquired and exited well over $50 million worth of real estate and is currently an investor in over 2700 units of multifamily apartments.

Connect with Tim

• Website: Capital Raising Party
• Facebook: Tim Mai | Capital Raising Nation 
• Instagram: @timmaicom
• Twitter: @timmai
• Linkedin: Tim Mai
• YouTube: Tim Mai

Connect with Us

To learn more about partnering with us, visit our website at https://javierhinojo.com/ and www.allstatescapitalgroup.com, or send an email to admin@allstateseg.com. 

Sign up to get our Free Apartment Due Diligence Checklist Template and Multifamily Calculator by visiting https://javierhinojo.com/free-tools/.

To join Javier’s Mastermind, go to https://javierhinojo.com/mastermind/ and to apply to his BDB Mastermind, see https://javierhinojo.com/mastermind/#apply_form and answer the form.

Dive into Rod's remarkable story, from his humble beginnings as an immigrant to conquering a staggering $50 million loss in the 2008 market crash. This episode is a rollercoaster of emotions and insights, featuring Rod's candid reflections on his life-changing experiences, his invincible spirit in the face of adversity, and his unique approach to wealth and success. Rod shares valuable lessons on the power of focus, the importance of decision-making, and the art of turning crises into opportunities. His personal anecdotes about overcoming limiting beliefs, leveraging his strengths, and the significance of a supportive peer group offer listeners an intimate look into the mindset of a true hero in the world of capital raising. Join us for an episode that's not just about financial acumen, but a masterclass in resilience, leadership, and the transformative power of giving back.

Key Takeaways to Listen For

1. Resilience After Loss: Rod Khleif shares his comeback from a $50 million loss in 2008, emphasizing resilience in financial setbacks.
2. Decisiveness in Goals: He highlights the importance of unwavering commitment and decisive action for achieving success.
3. Influence of Focus and Peers: Rod underscores the importance of staying focused and carefully choosing one's peer group for better outcomes.
4. Philanthropy for Growth: He discusses how giving back leads to personal and professional fulfillment and growth.
5. Leveraging Strengths: Rod advises on playing to one's strengths and understanding limitations, using tools like Myers-Briggs for self-awareness.

About Tim Mai

Tim Mai is a real estate investor, fund manager, mentor, and founder of HERO Mastermind for REI coaches. He has helped many real estate investors and coaches become millionaires. Tim continues to help busy professionals earn income and build wealth through passive investing. He is also a creative marketer and promoter with incredible knowledge and experience, which he freely shares. 

He has lifted himself from the aftermath of war, achieving technical expertise in computers, followed by investment success in real estate, management skills, and a lofty position among real estate educators and internet marketers. Tim is an industry leader who has acquired and exited well over $50 million worth of real estate and is currently an investor in over 2700 units of multifamily apartments.

Connect with Tim

• Website: Capital Raising Party
• Facebook: Tim Mai | Capital Raising Nation 
• Instagram: @timmaicom
• Twitter: @timmai
• Linkedin: Tim Mai
• YouTube: Tim Mai

Connect with Us

To learn more about partnering with us, visit our website at https://javierhinojo.com/ and www.allstatescapitalgroup.com, or send an email to admin@allstateseg.com. 

Sign up to get our Free Apartment Due Diligence Checklist Template and Multifamily Calculator by visiting https://javierhinojo.com/free-tools/.

To join Javier’s Mastermind, go to https://javierhinojo.com/mastermind/ and to apply to his BDB Mastermind, see https://javierhinojo.com/mastermind/#apply_form and answer the form.

Explore the dynamic world of real estate investment with Hunter Thompson in this riveting episode of The Capital Raising Show. Hunter, who has impressively raised over $50 million personally and contributed to a collective $176 million in fundraising, shares his secrets to success in the real estate sector. Learn about the importance of persistence, the art of storytelling, and niche-focused marketing in building a scalable business. Hunter's insights provide invaluable strategies for nurturing leads, aiming for continuous growth, and adapting in the fast-paced investment landscape. This episode is packed with practical wisdom and inspirational stories for both emerging entrepreneurs and seasoned investors. Tune in for transformative advice from a leading figure in capital raising and real estate.

Key Takeaways to Listen For

1. Persistence is Key: Success in real estate hinges on consistent effort and perseverance, as emphasized by Hunter Thompson.
2. Capital Raising Expertise: Hunter has impressively raised over $50 million personally, showcasing his significant skill in fundraising.
3. Effective Storytelling: Hunter highlights the importance of creating a compelling narrative and focusing on a niche market to attract investors.
4. Scalable Business Strategies: The episode covers Hunter's approach to building a business that can grow, adapt, and effectively nurture leads.
5. Targeted Marketing: Emphasizing the role of strategic marketing, Hunter discusses using various media and design tools to build credibility and engage the audience.

About Tim Mai

Tim Mai is a real estate investor, fund manager, mentor, and founder of HERO Mastermind for REI coaches. He has helped many real estate investors and coaches become millionaires. Tim continues to help busy professionals earn income and build wealth through passive investing. He is also a creative marketer and promoter with incredible knowledge and experience, which he freely shares. 

He has lifted himself from the aftermath of war, achieving technical expertise in computers, followed by investment success in real estate, management skills, and a lofty position among real estate educators and internet marketers. Tim is an industry leader who has acquired and exited well over $50 million worth of real estate and is currently an investor in over 2700 units of multifamily apartments.

Connect with Tim

• Website: Capital Raising Party
• Facebook: Tim Mai | Capital Raising Nation 
• Instagram: @timmaicom
• Twitter: @timmai
• Linkedin: Tim Mai
• YouTube: Tim Mai

Connect with Us

To learn more about partnering with us, visit our website at https://javierhinojo.com/ and www.allstatescapitalgroup.com, or send an email to admin@allstateseg.com. 

Sign up to get our Free Apartment Due Diligence Checklist Template and Multifamily Calculator by visiting https://javierhinojo.com/free-tools/.

To join Javier’s Mastermind, go to https://javierhinojo.com/mastermind/ and to apply to his BDB Mastermind, see https://javierhinojo.com/mastermind/#apply_form and answer the form.

Join host Tim Mai on "The Hero Capital Raising Show" for an engaging episode with self-storage mogul Scott Myers. Discover Scott's remarkable rise from a novice investor in 1993 to overseeing a vast portfolio of over 14,000 units and $180 million in assets. He shares insights into the stability and growth of self-storage investments, the art of balancing deals with capital raising, and the challenges of expanding a real estate empire. This episode offers a unique glimpse into Scott's strategic approach, his journey through economic changes, and his commitment to community and personal growth. Tune in for an inspiring session filled with valuable lessons for investors at any level.


Key Takeaways to Listen For

1. Scott Myers' journey in real estate began in 1993, evolving from a home study program to a major self-storage portfolio.
2. Self-storage investments show resilience, thriving in both economic downturns and prosperous times.
3. Balancing capital raising with deal flow is crucial in commercial real estate, especially for growth and scale.
4. The importance of private equity in achieving nearly 3 million square feet of self-storage space.
5. The impact of economic changes on investment strategies, highlighting the need for adaptability and strategic planning.

About Tim Mai

Tim Mai is a real estate investor, fund manager, mentor, and founder of HERO Mastermind for REI coaches. He has helped many real estate investors and coaches become millionaires. Tim continues to help busy professionals earn income and build wealth through passive investing. He is also a creative marketer and promoter with incredible knowledge and experience, which he freely shares. 

He has lifted himself from the aftermath of war, achieving technical expertise in computers, followed by investment success in real estate, management skills, and a lofty position among real estate educators and internet marketers. Tim is an industry leader who has acquired and exited well over $50 million worth of real estate and is currently an investor in over 2700 units of multifamily apartments.

Connect with Tim

• Website: Capital Raising Party
• Facebook: Tim Mai | Capital Raising Nation 
• Instagram: @timmaicom
• Twitter: @timmai
• Linkedin: Tim Mai
• YouTube: Tim Mai

Connect with Us

To learn more about partnering with us, visit our website at https://javierhinojo.com/ and www.allstatescapitalgroup.com, or send an email to admin@allstateseg.com. 

Sign up to get our Free Apartment Due Diligence Checklist Template and Multifamily Calculator by visiting https://javierhinojo.com/free-tools/.

To join Javier’s Mastermind, go to https://javierhinojo.com/mastermind/ and to apply to his BDB Mastermind, see https://javierhinojo.com/mastermind/#apply_form and answer the form.

Join us on "The HERO Capital Raising Show" with host Tim Mai, as we dive into the inspiring journey of Adrian Salazar, a visionary real estate investor from San Antonio, Texas. With a remarkable transition from single-family homes to dominating the commercial real estate space, Adrian shares how he and his partners have acquired control of over $80 million worth of real estate and raised more than $20 million in just four years. From his early entrepreneurial spark at 15, through setbacks and learning curves, to setting a bold goal of raising $1 billion in equity, Adrian's story is a masterclass in ambition, resilience, and the power of believing in oneself. Discover the importance of mindset, the impact of mentorship, and the strategic moves that propelled Adrian into the success lane. Whether you're a budding investor or a seasoned professional, Adrian's insights and strategies will inspire you to think bigger and push harder towards your own goals.

Key Takeaways to Listen For

1. Mindset is Key: Overcoming doubt and cultivating self-belief are crucial for real estate success.
2. Network for Growth: Engaging with experienced peers accelerates learning and confidence.
3. Embrace Personal Development: Early mentorship and self-improvement significantly impact entrepreneurial journeys.
4. Strategic Shift to Commercial: Transitioning from single-family to commercial real estate is vital for scalability and larger gains.
5. Trust in Capital Raising: Establishing credibility is essential for raising significant investment funds.

About Tim Mai

Tim Mai is a real estate investor, fund manager, mentor, and founder of HERO Mastermind for REI coaches. He has helped many real estate investors and coaches become millionaires. Tim continues to help busy professionals earn income and build wealth through passive investing. He is also a creative marketer and promoter with incredible knowledge and experience, which he freely shares. 

He has lifted himself from the aftermath of war, achieving technical expertise in computers, followed by investment success in real estate, management skills, and a lofty position among real estate educators and internet marketers. Tim is an industry leader who has acquired and exited well over $50 million worth of real estate and is currently an investor in over 2700 units of multifamily apartments.

Connect with Tim

• Website: Capital Raising Party
• Facebook: Tim Mai | Capital Raising Nation 
• Instagram: @timmaicom
• Twitter: @timmai
• Linkedin: Tim Mai
• YouTube: Tim Mai

Connect with Us

To learn more about partnering with us, visit our website at https://javierhinojo.com/ and www.allstatescapitalgroup.com, or send an email to admin@allstateseg.com. 

Sign up to get our Free Apartment Due Diligence Checklist Template and Multifamily Calculator by visiting https://javierhinojo.com/free-tools/.

To join Javier’s Mastermind, go to https://javierhinojo.com/mastermind/ and to apply to his BDB Mastermind, see https://javierhinojo.com/mastermind/#apply_form and answer the form.