This time we're going to begin building some memory structures. We're going to be interested in producing some hardware that can hold data for us so that once we put some data in, this set of hardware will retain its state until we tell it to have a different value. The simplest way to do this is by using an SR latch. There's a couple different ways we can build these, but in both cases they involve two cross-coupled gates so that both of these gates feed their results into the other one. The NOR version of the SR latch is perhaps the easier one, so we will begin with that one. As it is based on NOR gates, I will have two of those, and these are cross-coupled, which means that I will take the output of one gate and pass it in as the input to the other one. Now I will have two inputs. I can have a set and a reset. The value that's being held in here will be shown on this line as Q, but this line will have the negation of Q on it. So we could potentially read either one if we are interested, but generally we'll be interested in this bit because that tells us what is actually in here, what did we put in there. So our SR latch starts out in an unreliable state. When we just first initialize this, it's not going to have any meaningful value in it. We have to actually set the state of the SR latch before we can do anything with it. And in this case we set the state by either asserting the S line or the R line. We don't want to assert both at once. Assume that I put in one for S and a zero for R. So one or anything will give me one, but not one is zero. So this zero will come back around here. Now I'll have zero or zero is zero, not zero is one. So then the one would feed back around here and I'd have one or one is one, but not one is zero. So now it's reached a nice stable state. You can see I put one in here. I get a one out here, but I get a zero for the negation of one. If I now go through and set my set line to zero, now I've got two zeroes coming in. So zero or one is one, but not one is zero. So it won't change its state when I have two zeroes. And if I change my reset line to one, then I've got zero or one gives me one, but not one is zero. Down here I've got zero or one, which gives me one, but not one is zero. So the zero feeds back around here. Then I have zero or zero is zero, not zero is one, and the one feeds back around here. So now I'd have one or one is one, but not one is zero. So now it's reached another stable state where the latch has been reset so that we've got zero for our output or one for the negation of our output. We can also do this by using NAND gates. And that actually gives us something a little different. So we'll start by having two NAND gates, and the construction will be pretty similar. They'll again be cross-coupled, but this time I will have the negation of s as one of my inputs and the negation of reset as the other input. And this will also move around where we've got our results. So Q will now be on the top and negation of Q will be on the bottom. This time I'm only allowed to set one of these two gates to be zero. If we want to change the state of our SR latch, then we actually need to de-assert one of these two lines rather than asserting it the way we did with the NOR gates. So I will start by putting in one for s, which means the negation of s will be zero, and zero for r, so the negation of r will be one. Now I get zero and anything will be zero, so not zero is one. Then I've got one and one would be one, so not one is zero. Zero feeds back around and I have zero and zero is zero, so not zero is one. So that would be a stable state. If I turn off my set line so that negation of s becomes one, now I've got one and zero is zero, so not zero is still one. Then one and one is one, so not one is zero. So this will still be a stable state because I haven't tried to assert either my set or my reset. Now if I assert the reset, then the negation of reset becomes zero. So I've got zero and one gives me zero, not zero is one. Now I've got one and one gives me one, so not one is zero. Then I again have zero and zero is zero and not zero is one. So both of these have about the same ideas. We're interested in either setting the output to one or resetting it, in which case it turns into zero. But they work a little differently. With the NAND gates, if we want to assert either the set or the reset, we actually have to de-assert that line. Whereas with the NOR gates, we can assert those two lines, but we've flipped around where the output comes. Either of these will be useful for building more complex memory structures, but these two simple gates are enough to hold a piece of data for us.


Hello we are going to continue our discussion on block equations. In our previous lecture we saw that the block equations in the presence of a magnetic field and an oscillating magnetic field which rotates in the xy plane the time dependence of the magnetization is given by these three differential equations. This is for the x component, this is for the y component and this is the z component. Let us briefly recapitulate how we arrived at these three differential equations. Here this is the Zeeman magnetic field pointing along z direction and B1 is the amplitude of the oscillating magnetic field which is rotating in the xy plane with an angular velocity omega here. So how we arrived at this one? We first have this time dependence of the magnetization in a magnetic field given by this equation. Now when only magnetic field that is present here is the Zeeman field then this give us this simple differential equation and then block introduces the relaxation of this three magnetization in this fashion that is Mx and My decrease with rank constant of T2 and Mz increases with T1 to bring the non-boltsman magnetization to the equilibrium magnetization here. Then the total magnetic field that the magnetization experiences is due to the external magnetic field B0 and the oscillating magnetic field B1 cos omega t in the x component B1 sin omega t is the y component this is total magnetic field then we get these three equations. Now here this x small x small y and small z these are the laboratory fixed x y z coordinate and in particular the B0 the Zeeman field is applied along the z direction. So to solve this one one can of course use the mathematical techniques of first order differential equation and solve them that is possible but somehow it is not very illuminating. So we are going to solve this differential equation in a different way using a special technique called rotating coordinate system this technique is very much used in magnetic resonance. Suppose I have got a coordinate system let us call it capital X, Y and Z and this is rotating in a certain direction may be let us I have say I have got this capital X and Y and Z a coordinate system which is rotating about an axis at a certain angular velocity omega. So in this rotating coordinate system how is the equation of motion of any vector going to change? Let us first learn that. Suppose I have got a vector F which is a function of time so this could be written as in terms of an usual coordinate system which is my let us say laboratory coordinate system which is x, y and z they are of course fixed with respect to space and this is the vector which has got three components in this coordinate system this is I in vector J and this is in vector K. So time dependence of this is given by the time derivative of each of this component here nothing new is happening here this is I, J, K and three little vectors fixed along this x, y and z direction so rate of change of this with respect to time is given by the corresponding rate of change of this three components of the vector along this three directions. But now we want to be more general and suppose now this coordinate system is rotating in a certain direction and angular velocity omega around this axis how is this time derivative going to look like with respect to these coordinates little x, y and z which are rotating now that is the exercise we are going to do now. So how does the motion of a vector appear with respect to a rotating coordinate system so it is a type of relative velocity or relative motion so let us have got the coordinate system again x, y and z and this is the vector pointing in certain direction so it is a question of relative motion if I sit on this coordinate system the vector itself will appear to rotate that is understandable that with respect to the vector this coordinate system is rotating means with respect to the coordinate system the vector is rotating so it is a matter of rotation of the vector how that appears with respect to a starting coordinate system so let us say that this is the direction of the angular velocity omega and from some origin this vector r is pointing. So as I said earlier the rotation of the coordinate system is as good as imagining that the vector r is rotating around the direction of this angular velocity omega. Suppose at the time t this was here and then it is rotating in this way so after some time this will appear here but this vector is different from this vector because the direction has changed may be it has not changed it is rotating in this way so the change here is I call it d r this is actually equal to r plus d r what would be the magnitude of this d r if this angle is theta then I draw a normal here this normal there so at time d t the change in the sort of amplitude of this is d r so what is d r by d t so from this angle this angularity is r cos theta and this angularity it is r sin theta so if the angular velocity is omega then at time d t this angle put it here this angle d alpha will be this is actually equal to d alpha this is the angular velocity at time d t this much angle is formed here so this will be given by this is the radius and this is the angle so this will be given by r sin theta d alpha so this is therefore is equal to d r by d t is r sin theta d alpha by d t which is equal to r sin theta omega that is straightforward so this rate of change of this is equal to r sin theta times the angular velocity so this gives the magnitude of this now we have to also worry about the direction of that this direction d r this increment vector is in the direction which is normal to r at every state of time and also normal to this direction of angular velocity omega if I write that properly using the vector algebra this will look like d r by d t is equal to this so this gives the correct magnitude as well as sorry r sin theta omega so this gives the correct magnitude as well as the sense of this direction now coming back to the our rotating coordinate system when this rotates I have another set of coordinate let us call it x y and z this they are rotating it is two certain axis angular velocity vector omega then this little each of them will have its own i j and k at this little vectors they keep on changing with time so I can therefore write using this equation d i by d t is this r vector is replaced by this in vector i similarly so once again that it should not get confused with respect to the fixed coordinate x y and z I have its own little i j and k which are fixed with respect to the laboratory fixed coordinate let us say but the other coordinate capital X and Y and Z they are rotating in certain direction with angular velocity omega then the unit vector associated with this rotating coordinate system is this i and j and k and they have got this set of time dependence so now coming back here now we can now make it more general by saying that this i j and k also depends on time in this fashion because for the rotation with respect to this certain direction with omega then I can write in more general way that f is i times f x j times f y k times f z but now this time limit that I got with respect to the fixed coordinate x y and z now if i and j k they are also changing because with rotation then I have to use another term here which is the rate of change of this with respect to time so this will be f of x d i by d t plus f of y d j by d t plus f of z d k by d t so this gives the complete time derivative where coordinate system is also rotating. Now I have already got this relationship this in terms of the angular velocity vector omega see if I write this here this will look like i t f s by d t plus here f x times this is omega plus i now we can collect all the terms that involve this omega this gives d f z by d t plus the omega term i f x j f y k f z see how all these things have come together and this is nothing but this vector itself so we can write this is equal to i d f x by d t j d f y by d t k d f z by d t plus omega cross f these three terms written as del f by del t this is omega cross f so this is the same as d f by d t so this is the equation we are trying to arrive at what is the significance of this this says that this part is the time derivative with respect to the rotating coordinates which are rotating around this axis with an angular velocity omega so where this i j k the unit vectors are rotating with respect to those rotating unit vectors this is the time derivative and this is with respect to the space fixed unit vector i j k so it also shows that if this term is 0 then with respect to the rotating coordinate system the three component of this vector f do not change so this is the equation we will find very useful so another way to look at it is that if I want to know the time derivative with respect to a rotating coordinate system that derivative plus this vector product together gives the time derivative with respect to the space fixed coordinate from here now we will try to see how the magnetization can be written in terms of rotating coordinate system and its time dependence can be derived in exactly say analogous fashion this is the differential equation creating the rate of change of magnetization in the presence of magnetic field here so you see from this I can straight away write if the that in a coordinate system which is rotating with an angular velocity omega this will look like this is the extra term that comes from here because the rotation coordinate system so this is the time independence of the magnetization in the rotating coordinate system and I get the extra term here and that is the way it is going to be so what does it mean this means minus omega cross m which is this case mean compare now this equation with this equation this is written in terms of the laboratory fixed coordinate system and this is in terms of a coordinate system which is rotating in an arbitrary direction with an angular velocity omega see they look essentially very very similar except that this effective B becomes different in the rotating coordinate system different from the magnetic field B that is present here so when the coordinate system rotates with an angular velocity omega the effective magnetic field becomes this so and then I can use the essentially the same type of time dependence as in the static coordinate system so with this now you see how easy to visualize the motion of this magnetization in a magnetic field so when the my B was B 0 k and I will now find out the time dependence of the magnetization if I choose a coordinate system which is rotating around the z axis with an angular velocity this then what happens that if I choose the frequency such a way that B effective becomes 0 then my Bm by dt becomes exactly 0 so that means that in the coordinate system which is rotating around the z direction with a frequency omega such that this is 0 or in other words my this implies that omega is actually equal to gamma B 0 then in that rotating coordinate system the magnetization does not change it appears static what is the consequence of that if the magnetization appears static in a coordinate system which is rotating at a frequency omega around the z axis then in a static coordinate system the magnetization rotates with the same frequency see how nicely come to the conclusion which we drew earlier is that magnetization precesses in the laboratory coordinate system with this frequency and when you look at the rotating coordinate system rotating with this frequency the magnetization appears static the picture is the same so this conclusion comes so easily by choosing a coordinate system which rotates in this particular fashion so this is the advantage of using rotating coordinate system we get better insight and expressions also look somewhat simpler so how will the block equation look like in the rotating coordinate system now what is the rotating coordinate system we should choose here here we chose the frequency which is the normal frequency but for this situation where this B1 is the micro magnetic field which is rotating in the xy plane in this fashion I choose a coordinate system which is rotating in the same angle of frequency as this one around the z direction that is it will be having an angle of frequency omega and direction is the z direction then what will happen to the B1 field in the laboratory coordinate system the magnetic field is rotating in this way but in the coordinate system now I have got this which is rotating in the same frequency as this one then this B1 field will appear static now so at time t equal to 0 if the B1 field is applied along this x direction and the coordinates will start rotating at time t equal to 0 from the x direction then in the rotating coordinate system the B1 will always be along the x direction there will not be any y component for that so we can therefore write it very easily from this knowledge that with when a coordinate system rotates I change the B by this and here in particular the B1 also has only one component it is the x and y component so here let us I modify right here so that the difference becomes easy to visualize this will become B0 minus omega y gamma E my this is the change of B0 value that is the way you come we got the answer earlier now this is the y component of the magnetization in the laboratory coordinate system but in the rotating coordinate system this is absent so this becomes 0 minus now I should call it now dm x by dt this is the capital dm x by dt please indicate that this is the rotating coordinate system similarly for y component d my by dt will be B0 will be replaced by this one yeah I should have changed this also this will be capital Y the rotating coordinate system this is the B1 magnetic field which is always present in the x direction this will be present here this is a mistake here t2 and finally this is capital Z this is again the y component of the rotating magnetic field which is not present in this coordinate system this is 0 this is t1 see how easily we can now transform the this laboratory coordinate system that magnetization evolves to a rotating coordinate system so I have got a slide here now capital X Y and Z are the rotating coordinate system and then now the total magnetic field appears only as the x component of the microwave and the Zeeman field is around the y I am sorry in the z direction and then this is the time dependence of the x y and z direction now we will try to get the steady state solution of the rock equation when the appear experiment is done all the time dependence have reached a steady state value and the spectrum is recorded as function of either frequency or magnetic field we get the steady state value of the magnetization that is directed by the spectrometer. We can solve for the steady state value of the magnetization from this three differential equation by setting this time derivative to be 0 dmx by dt is 0 dmy by dt equal to 0 dmz by dt equal to 0 then we do some algebra and the solution is given in this fashion this is called the steady state solution of block equation in the rotating coordinate system here we have made a small substitution gamma e b 0 is defined to be omega 0 and delta omega is omega 0 minus omega this omega is the angular frequency of the micro magnetic field and this is the frequency corresponding to the Zeeman field or Larmor frequency that is how it looks like. So now epr spectrometer can be set to detect the mx component of magnetization or my component of magnetization usually we look at the my component which is called the out of phase component because out of phase respect to the this rotating magnetic field which is present there which applied in the x direction so we are looking at the y1 which is 90 degree out of phase but one can detect the x component also which is the in phase component. Now how they will differ the appearance is given by this magnetization as a function of now the frequency of the micro magnetic field that is this omega so if I plot this that will give the epr line shape as I said that the usually the my component is detected so epr line shape will be given by the shape of this if you plot now my as a function of omega what you are plotting is this function in the that is the my in the rotating coordinate system this will look like this where this peak corresponds to omega 0 so this is called the absorption profile or absorption spectrum similarly if you plot the mx component this will look like this this is called the dispersion spectrum usually this is detected in the epr spectrometer my is proportional to if here if we neglect this term gamma square b1 square t1 t2 that is neglected that is very very small than 1 then it looks like this now this is exactly similar to the form y equal to 1 by 1 plus x square which is the Lorentzian so the epr absorption spectrum will therefore appear Lorentzian when this term is neglected here say when x is equal to 1 the value of y becomes half the same way here when omega 0 minus omega t2 is equal to 1 then the signal height becomes half of that signal height because half of that so here this will be half of that when this value is 1 by t2 similarly here also it will be 1 by t2 or in other words this totals this one if I call delta omega half corresponds to the half intensity of this one or full width at half maxima full width that half maxima corresponds to delta omega half this gives 2 by t2 so when the spectrum are recorded as function of frequency we can straight away get the spin-spin relaxation time from this relationship the second consequence of this block equation here see the intensity of this my is proportional to b1 which is the measure of the micro magnetic field when b1 increases the signal height will also increase is proportional to b1 for micro power is p then p is proportional to b1 square so when the epr signal is recorded at various setting of micro power the intensity will change as square root of power all these are true when we have neglected this factor this one but as you keep on increase the micro power this becomes more and more significant and it is possible that this may not be neglected then the line shape will start showing distortion so we call this signal when this because appreciable then this appears here as how much square p1 t2 so the signal will now try to become smaller and smaller this is becoming appreciable we have got b1 here but then as this because larger that this signal will start therefore initially keep going up and then because of this will start going down so we say that it is the system is undergoing partial saturation that is relaxation process is not able to maintain the population difference well so signal height goes down but this itself could be used as a tool to measure the spin lattice relaxation time how so let us call this factor because saturation factor so if I plot the signal height now as a function of various settings of b1 as I said initially will go up and then it will start coming down because of this one so by plotting the intensity as function of micro power I can get an idea of this value saturation factor so this is proportional to b1 square so from that experiment I get idea of this product now and then I can get t1 by knowing that from the unsaturated condition when the line shape is strictly Lorentzian power as small I can get t2 and partial saturation is achieved I can get t1 and t2 from this I can find out t1 also this technique of measuring the spin direction time is called continuous wave saturation technique now to measure the t1 and t2 from this line shape analysis one needs to keep in mind that the line shape should follow Lorentzian that means there should not be any unresolved hyper line then each hyper line must strictly correspond to one transition there is no residual line which are hidden here in that case one will get wrong value of t2 and if you get wrong value of t2 you will get of course wrong value of t1 because this is obtained from the product of t1 and t2 and also one has to have very accurate measurement of the micro magnetic field b1 that is not very easy to know unless one makes very careful estimate of b1 we can measure the micro power very accurately but how is that micro power forming a standing up inside the cavity and how the b1 field is experienced by the sample that needs very very careful measurement that is not a very easy task nevertheless this way of measuring t1 and t2 are possible if one takes care of these things. Now before concluding a little small note of importance that we do not do the experiment in terms of micro frequency we do the experiment at fixed micro frequency but vary the magnetic field. So we modify this block equation which are here in terms of fixed micro frequency the vary the magnetic field. So that is shown here the steady stress solution of block equation in the rotating coordinate system in terms of variable magnetic field here looks they are quite equivalent of course. So now to conclude that we have seen how the introduction of relaxation by block in the time dependent magnetization gives us to the line shape and it explains a host of things like saturation behavior how the t1 and t2 are intrinsically built into the line shape and one can learn from and one can measure those from the line shape analysis with this we come to end of this lecture.


Hey there, this is Vlad from the Insurance Sales Lab. And in this video, I'd like to go over one of the most controversial topics that insurance agents always debate when it comes to tracking metrics in your agency. Now, let's suppose you have one, two, or three team members working in your agency. They're sales producers, and you're thinking, okay, what metric should I be tracking every single day? Is it the number of phone calls that my team members are making, or is it the amount of time that they're spending on the phone? Which is more important? The number of phone calls, or their talk time. I'm going to go out and say that neither one of those metrics has a direct correlation with how much business your team members write. Here's what I mean by that. Let's suppose you have a team member, and we're gonna call them team member number one, who is on the phone from eight o'clock to five o'clock every single day. They're making 200 calls a day. They are busy. They are on the phone practically all day. But the problem with this producer is that they present the price, and they say, all right, prospect, what do you think about the price? It'll be $200 a month for your insurance. And they stop there. They don't actually ask for the sale. And that's what they do with every single phone call that they have. And compare that to team member number two. The second team member doesn't make 200 calls a day. They don't even make 100 calls a day. They make just 50 calls a day. But with every person that they talk to, they get to the end of the call, they present the options, and then they say, so how do you wanna get started with us? They present option number one, option number two, and they say, what credit card do you wanna use? Visa or MasterCard? Every single time that they get to the end of the call, they ask for the sale, and they ask for their payments information. They say, Visa or MasterCard. And then if the prospect gives them an objection, they overcome that objection, and then they ask for the sale again, and they ask Visa or MasterCard. Which of these two producers do you think is gonna write more business? The one who has a lot of activity but doesn't ask for the sale, or the second producer who may not make as many phone calls, but asks for the sale every single time it overcomes objections? Of course it's the second one. The second producer is going to demolish the first one simply because they're asking for the sale. Now, let me be clear. I am not suggesting that you don't make a lot of calls and you don't spend a lot of time on the phone. What I am suggesting is that you track the number of asks for the sale that you do on a daily basis as the primary metric to see how your team members are doing, and here's why. The reason I like tracking asks for the sale is because that's the closest activity that you can exhibit to actually closing the sale. Asks for the sale is the closest thing you can do to actually closing the sale. Now, if you're thinking, okay, I like this, but how many asks for the sale should my team members be doing? Or how many phone calls should my team members actually be making on a daily basis? Here's how I would look at that. If you have team members working in your agency, I would recommend that every sales producer asks for the sale four times a day. If you ask for the sale four times a day and you use a sales script like this, the six step script, the one call close, then you should be able to close out of the four people that you talk to and you ask for the sale, you should be able to close at least one household per day. One household per day equates to about three policies. Say two cars and a home. So let's run the numbers on a daily and then monthly basis. On a daily basis, you're asking for the sale four times a day. You're writing one household, which is three policies, two cars and a home. And you're doing that every single day. How many days are there in a month? Typically about 20 business days. So over the course of the month, if you're doing that every single day, you would write 20 households or 60 policies for the month. Think about that. Four asks for the sale per day will translate to 60 policies for the month if you're closing one household a day. Now imagine if your producers are building value, they're overcoming objections and they're better on the phone and they're not closing one out of four prospects but they're closing two out of four prospects. How much business would they write then? Well, that would just double their production instead of it being 60 policies, now it's 120 per month, 120 policies per month. You might be watching this and thinking, well, this seems all too simple and it is.  I boil it down to these two things. If you wanna write 100 policies per month, you have to do this. You have to first of all, use a sales process, a proven sales script on every phone call and not just wing it every time but use a proven sales process and do that enough times per day. And the key and magic number is that at the very minimum, ask for the sale four times per day. And if you just stick to that on a consistent basis, within a few months, you'll get to a point where you're writing 100 policies per month. There's a very famous, very popular movie out there that you may have seen called Moneyball. Moneyball is based on a true story. It's a story about a baseball team from 2002, the Oakland A's, where they hired a new general manager, his name is Billy Bean. And he did something that was absolutely fascinating, mind-boggling, and it's something that is discussed to this day. And he did this. When he was hired as a general manager, he was told that the team doesn't have a lot of money compared to some of the other baseball teams. They're on a budget and they can't afford to bring on really expensive, really good players. And back then, the way they looked at good players was that anyone who has a really high batting average was considered to be a good player. And since he couldn't afford some of these players, he started looking deeper into the numbers and thinking, okay, is there a different metric that I could be looking at to see how good these players are? And with the help of one of his assistants, he found a metric called on-base percentage. And this metric was overlooked by other general managers. This metric simply calculated the number of times that these players make it to the first base. Just make it on-base. He doesn't care if they hit home runs, if they hit doubles, if they hit singles, if they just walk to first base. All they wanna do is just make it to first base because his philosophy was, if we can just get on base, then we'll score more runs. If we score more runs, we'll win more games. And that's exactly what happened. The Oakland A's in 2002 absolutely crushed it. And everybody was trying to figure out how did this team with a group of absolute no names? I mean, these players were on their way out. A lot of them were older, they were playing in the wrong position. They were not supposed to do well that year, yet they did. And when the story came out that this team was put together by this general manager, and the statistic that he looked at was their on-base percentage. They realized that, okay, maybe over the last 100 years, we've been tracking the wrong metric. Maybe the batting average is an important number to track, but not the most important number. How does this translate to insurance? How does this relate to insurance? Well, in baseball, they changed the way that they look at players and they look at on-base percentage as a very important metric. In the insurance industry, I often hear agents and everybody really talking about phone calls, more phone calls, more phone calls, more talk time as the way to write more business. And that's simply not true in today's day and age. What you should be doing is slowing down the conversation and being more methodical with your phone call. Use a proven sales script. Don't just wing it every time. Use a proven sales script and ask for the sale at least four times a day. If you do that, you'll be golden. So if you're watching this video and thinking, all right, I'm in, how do I get started with this? Well, the first thing you should do is start tracking your asks for the sale. The one downside with that is that your CRM, your phone system will not give you that information. Something you have to track manually. So one of the simplest ways you can do that is by filling out this daily domination tracker. You can get access to that. I'll include a link right below this video. It's a form that you print just once a week.  And every day, when you're on the phone, you're making phone calls, once you have a conversation with a prospect, you would write down their name and write down whether or not you asked for the sale. And you do that with every single phone call that you have. And at the end of the day, you can just calculate the total number of asks for the sale you had and see, okay, today on Monday, I had four asks. On Tuesday, I have eight asks and you track that on a daily basis. And if you do that, then that is a far more effective metric than just looking at call reports. Now, the second thing you need is a sales script. If you don't already have the six step script to the one call close, which is considered by many to be the most powerful sale script in the insurance industry. This script is what I personally use to write over 150 policies per month. That's right. One producer writing 150 policies per month. I've shared the script with hundreds of agents across the country who are now writing 100, 200 in some cases over 300 policies per month. If you want to see how the script works, I'll include a link right below this video where you can register for free training. It's a 60 minute training which will break down exactly how the script works in a real phone call. So if you want to write 100 policies per month as one producer or you want your producers to write 100 policies per month, you got to make sure that you're tracking asks for the sale and following a proven sale script. Both of those things you can access by taking a look at the links below this video. If you liked this video, make sure you share this with your team members. Make sure you share this video with other agents in your area. With that, I want to thank you for watching this video. Stay tuned for more. Take care.


Hi everybody, I'm Jen with opensource.com and this is another weekly top five. This is the week of September 25th. At number five this week, we have the article How to Earn Respect as a Leader. In a post adapted from his new book, Red Hat CEO Jim Whitehurst explains how to earn respect as a leader of an open organization. At number four, we have Vagrant, a powerful tool for configuring development environments. In October and 2015, all things open speakers, Seth Vargo, in this article shares why developers may want to consider making virtualization tool Vagrant a part of their workflow and this is an interview by Seth Kenlon. At number three, this article is Linux Doesn't Get in My Way. Chris Hermanson shares his Linux story in our My Linux Story series. Find out why he says Linux is a wonderful and powerful environment. At number two, four open source alternatives to Slack for Team Chat. Need a Team Chat application as part of your collaboration tool suite? Well, Jason Baker does the research and gives us five open source applications that will help your team stay connected. And finally at number one, keeping your Linux system safe. While most of the Linux community would agree that viruses don't affect Linux, there are some files that may be affected by viruses and malware. See how Don Watkins keeps his Linux system safe. And we have an honorable mention this week. It is Turning a Raspberry Pi into a Portable Streaming Camera by Anderson Silva. Late last Friday, Anderson Silva wrote this great article about his experiments with the Pi TFT touchscreen and the Pi camera. Since this article is outside of our weekly window, but it performed very well, I wanted to mention here as an honorable mention in this week's top five. All right, everybody, that's it for this week. Thanks so much for joining me. You can watch the full video on YouTube, on our channel, at opensource.com. You can also read the full article on the site at opensource.com.


You need a financial advisor with the freedom to focus on your specific needs. Whatever your goals, Reid Potter can create a game plan tailored to you. Call Reid at 432-0777 at Pikeville, Kentucky to learn more. Our kids under the age of five in Pott County and participating areas are eligible to receive a free children's book in the mail every month. The Imagination Library is a program where kids under the age of five can sign up and they get a free book in the mail that's age appropriate for them and they get it in the mail addressed to them every single month. They get a new book. Dolly Parton created the Imagination Library as a tribute to her dad in 1995. Since the launch, the program has expanded and now over two million books are mailed each month globally. Parents can sign their kids up by going to ImaginationLibrary.com or they can stop by the library and fill out an application. Reporting for Mountain Top News, I'm Ethan Miller.


Select Bluetooth, Connections, and select Discoverable. From there in your iPhone or Android device, you can go into the Bluetooth settings, look for MSRA770 or MSRA670 based on the model, and from there you should connect and be good to go. So once your phone is connected to the head unit, you can then control each zone independently of each other or altogether with your phone. To do so, so they come up to your head unit, select Settings, Zone, Phone Volume Sync, and now we'll give you options of Bow, Hardtop, Aft, and Tower if equipped. From there you can choose which zone you would like to control with your phone.