Thank you. So, the original title had the word Taichmuller in it. It said hyperbolic surfaces and Taichmuller theory. That was mainly because it sounded fancy. A Taichmuller space, in case you don't know what it is, it's the space of deformations of hyperbolic surfaces. So, since I will talk about deforming hyperbolic surfaces, it doesn't make sense to say I will talk about Taichmuller space. However, if you don't really talk about the uniformization theorem like Bertrand did, you are not really allowed to say Taichmuller. I think primarily this first lecture will be an lecture on basic hyperbolic geometry, real hyperbolic geometry. So, you can see it as a background for several of the other lectures. I think the other is mini-course, third mini-course, possibly the other mini-course is too. I will try to start really slowly by building a model of the hyperbolic plane where you don't really need to know anything except basic plane Euclidean geometry. So, hyperbolic geometry has just a few words about the history of the subject. It's often written about including in popular science books because it starts really early if you can put Euclidean's name at the beginning. In Euclidean's times, people would think about space as something given to us by nature. Euclidean says, look how beautiful, there are all sorts of systematic things that this space verifies and you can study them, see how they imply each other and so on. And then around, there were many centuries and then I can call the names of Lambert and Borlii, Lobachevsky, Gauss, that's all around 1800 where people toyed around with these logical constructs that you find in Euclidean. Euclidean's actions are not so easy to work with. If you really look at them in the text, they are kind of clunky and don't look like the nice building blocks that we like to work with but still the idea was there and they started to realize there might be some weird counter examples. So, around this time, there's a strong connection with the development of logic and finding out whether Euclidean's actions are redundant or things like this. And then this weird counter example started to become the basis for many, many, many other things. So, around the time of Riemann, I should give the names of Klein, Poincaré, also Hilbert. It's partly arbitrary the names I give here, but let's say in the late 1800s, it had become a basic object. A basic object that you generalize in many, many different directions. And the question of how it relates to the space that we live in has kind of lost its object. So, here's a weird counter example and then later on it becomes a basic example. So, we mathematicians tend to shy away from thinking about the kind of confusion that must have been around in those days, but it's interesting to think about this. Okay. So, as promised, I will try to build a model, a hyperbolic plane, assuming as little as I can. And the, so it will be the Poincaré model and I will build other models at the end of the lecture too. The basic, there's one property of Euclidean plane geometry which is called, I think, the power of a point with respect to a circle, relative to a circle. So, let's call the point P and the circle C.  Let's call them A, A prime, B, B prime. Then there's a number which depends only on the point and the circle, not on the two lines, which is P A, P A prime, the distance, distance from P to A and distance from P to A prime equal to the other product, P D, P D prime. And that number is sometimes called the power of the point with respect to the circle. How do we see that that's true? Proof, if you divide things out, you see that it amounts to proving that the triangles A, P, B and B prime, P, A prime have the same angles. Let me draw these two triangles, one in blue, one in red. So, these two triangles have one angle in common, it's the angle of P. There's a certain angle here.  That says the two triangles look the same of this K. And why do they? Let's take the center of the circle here. They have one common angle, they're done already. So we need to check something about the other angles. We only need to check one of the other two angles because the sum of the angles is Pi. So let's check that the angle here, A, B, B prime, is the same as the angle out there. B prime, A prime, and then away from P. And what we do is draw the radii to A, A prime, B prime, and subdivide all those sectors in half, another color for the subdivision. Then we give names to all these numbers, X, X, Y, Y, Z, Z, W, W. Those are eight angles. And we can compute the angle here. The angle A, B, B prime is going to be Pi over 2 minus W plus Pi over 2 minus Z. And the angle out at the last angle is the complement Pi over 2 minus X plus Pi over 2 minus Y. So when we put everything to the same side, we get plus Y plus Z plus W equals Pi, which is true because double that is 2 Pi, so we are done. So that used to be taught in high school a long time ago and then things went wrong. So depending on the country you come from, you may have seen it long ago or more recently. So a consequence of this construction is that I can talk about inversions and what they preserve. Let's define inversions. Well, yes, I should really redo this picture when P is inside the circle and then some of the Pi would shift around but that's not a big set of cases to create. You have to be a tiny bit more careful than this. Well, sometimes the center may not be inside this quadrilateral. Maybe B, B prime, A prime are all in the same half circle and then either I have to count some of the angles with sign or I have to... So, okay. Inversion in a circle. By definition it's going to be in a circle C. It's still in the plane. It takes, it goes from R2 minus, let's say it's centered at O. R2 minus O, actually the center is P. And it takes any point A to the point A prime of radius R. The point of the ray P A at distance R squared over distance P A from P.  You keep the angle the same and far points become close and close points become far. As a consequence of the property, inversions, if I call this map inversion in C, I sum C takes circles, let's say circles not going through the point P to circles. And I make an exception for the ones that contain P. Why is that? Well, if I have... Let's check it first for a circle C and a point. If I invert a circle with the radius, sorry, whose tangents to the point are exactly the power of P with respect to the circle. Now this is going to take any A, so if there's R, and A will go to A prime just as in the picture. So it works if the two circles are perpendicular, basically. And then it also works for other circles because if I have a bigger circle out there, I can scale it down, invert and scale down again. That will be the same as dividing by some number, taking the inverse and dividing by the same number again. That's the same thing as just taking the inverse. So it's enough to treat the case of a circle that's perpendicular to C, indeed. Circles perpendicular to C are taken to themselves. For other ones, use a scaling argument. One over distance is the same as alpha times one over alpha distance. And once again, I should also treat the case where the circle goes around. The circle I'm inverting goes around the center of inversion. That's treated by a scaling by a negative number. So I can now talk about homographies or Mobius transformations or Mobius maps. You don't see the world homographies a lot in the English-speaking world, but I kind of like it. It's a standard word in French. The reason I like it is, first, it's a single word as opposed to two words. Second, I know how to pronounce it. I'm never sure about Mobius. And third, it doesn't have a person's name in it, which means it has a better chance of describing something. It preserves some things in the picture. So let's see. The map where, oh, one more thing I wanted to say was instead of removing P, I could have added a point at infinity. Then P would have gone to infinity. Infinity would have gone to P. And I could have delta, well, end lines. Instead of taking all circles, not through P, not through P, I take all circles, but I also add lines. And here, again, circles, not through P, become circles and lines. So a circle that does go through P inverts to a line. And a line inverts to a circle through P. Unless it's a line through P, then it inverts to itself. So you can convince yourself that 1 over Z bar is the inversion. As a map from C to C is the inversion in the unit circle. Therefore, for all A, B, C, B complex numbers, I map taking Z to AZ plus B over CZ plus B, which up to solving some simple equations, I can also write Z goes to a constant P plus another constant Q divided by Z minus yet another constant R. I can always be written in this form. P is the limit at infinity and Q and R, whatever they need to be, is a composition similarity by inversion by similarity. Z goes to Z minus R, that's the translation. Then I invert and conjugate, that would be an inversion. Then I unconjugate, because I didn't want to conjugate in the first place, but unconjugating is again an isometry, that's a similarity, multiplying by a complex number Q is another similarity. It rotates and scales and adding a constant P is another similarity. So it has this form. Observation, let's see. By definition, a complex homography, maybe I should say orientation preserving here, is a map of the form C with a point at infinity to itself and I claim that they form a group. This is a very famous thing, but I'll check it anyway. I'll claim the maps, oh sorry, one more definition. Right, otherwise it maps everything to a point. It's non-zero and in fact I can scale ABCD by the same number so it only makes sense to require that it's not zero. It's the same map if I scale the four numbers. So the theorem is up there. If I take PGLL2 of C, so 2 by 2 invertible matrices with complex entries up to scalar multiplication and take this to the set of homographies, if I take this map or another map that's defined similarly, PGL2R to homographies preserving the circle R with a point at infinity, or if I take PSL2 of R to homographies preserving this circle oriented, whenever a homography sends a circle to itself it may or may not preserve the orientation of the circle. So all these maps given by ABCD goes to AZ plus D over CZ plus D are group isomorphisms. And the reason, multiplicativity, let's say, I want to compute ABCD operating on ABCD operating on Z.  And reducing to the same denominator and collecting, I can write this as AA plus CB, something like this. CA plus DC plus LCB plus ED. And this should be the product of matrices ABCD, ABCD, something like this. So that's just a verification. The first line of orientation preserving. I'm sorry? Yes, I won't say orientation preserving every time. I'll assume it. I'll just pretend it's part of the definition for the purpose of this talk. So the only thing we have to check is that if it preserves R, then we may as well assume that all entries are real. If it preserves R and is oriented, then this AD minus BC is positive. Turns out AD minus BC is the numerator that you get when you differentiate a real homography. So it indicates the direction of an ontonicity and checking that it takes R to R if and only if ABCD are proportionalism exercise. I won't go into this. So by this time I can define the hyperbolic plane in a sense. The hyperbolic plane H2 is R plus I times R positive. So the upper half plane of the complex plane. Endowed with the automorphism group PSL2R. Any proposition? That was already in Bertrand's talk. It's called this group G.  The distance should be preserved by the group and in fact the group does preserve a certain distance. dx squared plus dy squared over y squared where complex numbers given by its coordinates x and y. So how can we see that this is the case? Well, we could do it by a formula applying a homography to the differential form here but we can also check it essentially without computation by saying look, this homography is a composition of the standard inversion in the unit circle and of things of the form z goes to az plus b.  I just have to check that adding r preserves the form. That's clear. It doesn't do anything. I have to check that adding p doesn't preserve the form. That's also okay. I have to check that multiplying by q preserves the form. That's also okay because if I multiply both x and y get scaled but y gets scaled so everything gets scaled by the same number. I just have to check that the standard inversion in the unit circle in the unit circle. If I look at inversion in the unit circle up close then it's just a symmetry. It takes a point at distance 1 plus epsilon from the origin to a point at distance 1 minus epsilon from the origin so it preserves the metric near the circle and then by the scaling argument, it also works on all the circles concentric with the inversion center. You can see it in that way and save computations. Another proposition would be g acts transitively and isotropically on h2. Transitively, again, you want to take the point i to the point x plus yi. What you do is multiply by y and then add x. All of these are homographies so it's transitive. And isotropically, I need to show that we can rotate that the stabilizer of a point rotates the plane around that point. Now I'll do this by saying, well, I can apply a complex homography to the whole thing. So let's prove isotropy. Let's apply a complex homography to the whole thing. We have the upper half plane. Here's i. You can send this to the unit disk. i being sent to, let's say, zero. So this will be z minus i over z plus i, I guess. That sends the point i to zero, clearly, and that sends all the reals to complex numbers of modulus one. So it does do this. It's a homography. I can rotate the circle around. So this is isotropic. We have a clear group of rotations. We try in particular homographies acting here. And I can send everything back. So the proof of isotropy is essentially contained here in this picture. And a consequence of this proof is that circles of H2, what is a circle of H2? It's a circle. Well, sorry, I haven't said what the distance is yet. Well, sorry. The distance is what you get when you integrate this infinitesimal metric. So circles for the induced distance function, that's the set of points at a given distance from a given point, look like circles in the complex plane, right? Circles look like circles. Circles go to circles. Centers do not go to centers. So here, if I take all the points at a given distance from O, it's going to give me some scaling of the unit circle. That's an example of a circle centered at O. But if I send it back, it will look like something like this. It looks a lot bigger above than it does below. But things that are up there look big by nature. If I'm inside this hyperbolic plane, all these little drawings are really isometric to each other. They look smaller and smaller as we go down. If it's twice closer to the horizontal line, it has to be twice smaller. But it's still the same for the hyperbolic distance. So what I'd like to do is now to give you a sense of how you can compute distances or angles or whatever you're interested in inside this plane. We don't really have coordinates to work with, like we have in R2. Sorry, there is over there. We can nevertheless compute in a systematic way. I mean, we do have coordinates, but they are not as convenient as Cartesian coordinates for the plane. So formulas, hopefully useful formulas, I claim that cache of the distance, well, so before getting there, just one word about some interesting special subgroups, and there's a trap here. Here's a special subgroup of PSL2R. So the group G contains the group of rotation matrices, and I purposely write them cosine of theta over 2, cosine of theta over 2, sine of theta over 2, and minus sine theta over 2. So that's slightly unusual to, well, you may ask yourself why I'm putting the 2 here, and I claim this is a rotation of angle theta, the point I, so the square root of minus 1 in H2. You just have to get used to seeing these two here. Even though it looks like a rotation by theta over 2 radians, as it acts on the hyperbolic plane, it acts by the double. And of course, when you take theta equal to 2 pi, this becomes minus 1, minus 1, 0, 0. But again, we are in PSL2, so it's projectively just the identity. Doesn't that one go clockwise? I think it is correct this way because if we look at how it acts on 0, where does this take 0? For small theta, it goes to sine theta over 2, it goes to the right. So that's the second trap in this formula. The minus has to be there, which may be the unfamiliar place. So that's one group. Here is another. E to the lambda over 2, E to the minus lambda over 2 is a translation of length lambda along the axis 0 infinity. I should have said what geodesics are. If you try to minimize the cost of going from a point on the imaginary axis to another point on the imaginary axis in terms of this dx squared plus dy squared over y squared, then clearly don't waste any time varying in y squared. You should better go straight up. It would be the same cost, the same vertical cost, and you save the horizontal cost. So clearly vertical lines, vertical rays are geodesics for the metric that we wrote. And since we can act by homographies, all the half circles terminating on the real line are also geodesics. And you get geodesics between 82 points. So here's another interesting group of isometries. Take cos lambda over 2, cos lambda over 2, sinh lambda over 2, sinh lambda over 2. And this will be a translation of length lambda along the axis minus 1, 1. So it looks a little bit like the first group I wrote, except there's no minus here. It's cos sinh sinh, and you don't have to remember where to place the minus. So I claim under these formulas that the cos of the distance from i to the point a, b, c, d times i that may be a basic thing to be interested in. Let's just think of it as the Euclidean norm of the matrix over 2. Why is that? Well, indeed. So let's call this the matrix A, sorry, the matrix M. And let's give names to those groups down here. So this will be compact group K. This will be, let's call it capital A. Indeed, the formula is true M in the group A. Namely, if I have a diagonal matrix here, I have a diagonal matrix. It sends i to a position, lambda units of length above i. So I should find cos of lambda. And you can check that if I apply the, if I take the half Euclidean norm of this matrix, I do get cos of lambda. It's e to the lambda plus e to the minus lambda over 2. It's true for M in A. And preserved by multiplying either on the right or on the left by matrices in K. If I multiply the matrix M by a rotation matrix on the left, then the Euclidean norm of the first vector doesn't change. The Euclidean norm of the second vector doesn't change. So the whole formula doesn't change. If I multiply on the other side, it's the same thing with lines, which is respected. And K happens to be the stabilizer of i. So if I ever have a matrix M acting on the upper half plane of this, here's i. I can find here's where it sends i. Here is a point at the same distance from i as Mi. So that's a circle. And what I can do is I can send i to the same position as Mi by applying an element of A followed by an element of K that we rotate. And I might end up here with the wrong orientation, but that's with the wrong direction, pointing in the wrong direction away from i. But I can solve this by precomposing, multiplying on the other side by another element of K. So check that K, A, K is in fact all of G. So that was one formula. Another one that I like to give is, let's see, the cosh of the distance between the line 0 infinity and A, B, C, D acting on the line 0 infinity. That's like, it looks like the determinant, except it's not. It's A, D plus B, C. It's sometimes called the resultant of the matrix. Again, you can see it in the same way. So here's the line 0 infinity. Here's its image under M. Indeed, it's true for M in the second group I gave, A prime. Namely, I translate by a distance lambda away from along this line minus 1, 1 perpendicular to 0 infinity. And it's preserved under multiplication by A on the left or right. So if I multiply by a diagonal matrix on the left or right, A and D get multiplied by two numbers, inverses of each other. So our B and C, and if I multiply on the other side, it's still true. So I can multiply on the left and right by this group A, which is the stabilizer of 0 infinity. OK. I'd like to give this kind of tedious to produce all these formulas, but I'd like to convince you that you can play with them and find out any quantity you may be interested in. So I'll give one more example of this. Let's say you have a triangle of sides P, Q with an angle theta here, and you're wondering what the distance R is, the third side. What you can do is, let's say you start with the hyperbolic plane. You apply E to the P over 2, E to the minus P over 2 diagonal matrix that moves the point I, P units up. Then you can rotate. The effect will be... So let me draw in red where the initial point goes. Sorry. Do I have red? Let me draw in green where the initial point goes. Here it is. Here it is. Then I'm rotating away just in case I need red. Maybe it's more visible. Let me draw in red. That's the point I, right? So I is still there, but the red point has gone up. Then I is still there, but the red point has rotated. Maybe it's here now. It's still there, but we multiply by the E to the minus Q over 2, E to the plus Q over 2. So we scale everything down, and we get a tripod like here. So P, theta, Q. So we get this product of matrices taking the point I to another point, and it bears exactly the same relationship to the original point I. It slices at the same distance as do those two vertices of our mystery triangle. So then apply this formula to the product of these three matrices. And we could do it. It's an exercise that gives you a nice formula. Clearly you could extend this by taking any path that you're interested in and find the distances. Okay, so I will, in the remaining time, I have something like 15 minutes left, I will discuss some of the other models of H2 and how we can relate them. So let me call this chapter a quadric models of H2. So let's say we are in R2. We have a unit circle. I mentioned at one point that the upper half plane up to a homography is the same as the unit circle. So we can ask, given a circle C, any circle has an equation of the form x squared plus y squared plus something affine. So let's say 2ax plus 2dy plus C equals 0. I can always put it in this form because it's x minus one coordinate of the center squared plus y minus the other coordinate of the center squared equals some radius squared. So we have this form. So on what condition on ABC is this circle perpendicular to the unit circle? Suppose we are at an intersection point. So x squared plus y squared equals one and x squared plus y squared plus 2ax plus 2dy plus C equals 0. Then the direction of the circle through this point is given by the differential of this function. So perpendicularity means the differential of x squared plus y squared is perpendicular to the differential of this formula of x and y. If and only if, so that's called 2x dx plus 2y dy perpendicular to 2x plus 2a dx plus 2x plus 2b dy. So in coordinates dx dy this means 2x x plus a plus 2y y plus a equals 0. I think of dx dy as vectors in the bay, orthogonal vectors in the basis of differentials. And I just pair them for the canonical scalar product. And this you can recognize as just the sum of the, let's see, that's 2x a, that's x squared plus 2x a plus y squared plus 2y a plus x squared plus y squared. So it's minus C plus one. So long story short, this equation for a circle defines a circle perpendicular to the unit circle if and only if the constant term here is one. So I'm done doing computations, now I will draw pictures. In other words, let B the surface given by Z equals x squared plus y squared. That's not a type, it's really Z on Z squared, maybe. So in R3, that's a paraboloid. What this says is that intersected with Z less than one projects vertically down to the unit disk. Tight Z equals one, I intercept exactly the unit circle. So that's fine. And H intersected with any plane of the form Z equals a x plus b y. Maybe two here. Minus one projects a circle C perpendicular to the unit circle. So let me, in other words, if I take a point, if I take the point zero zero minus one here, then we use color for the vertical projection. Whenever I take a plane through this point zero zero minus one, it's going to intersect the paraboloid along a certain conic. I really want to draw the full conic, so it will intersect the parabolic along a circle like this and if I project the circle down, it will look like a circle perpendicular to the unit circle. So what do I see if I place my i at this point zero zero minus one? Well, these planes, these circles in the paraboloid will look like lines to me. I see them in the plane they live in.  So this part, okay. And if I place my i down at infinity, then I'm going to see, in perspective, I'm going to see the true vertical projection, the true Poincare model. So this whole paraboloid model is, of course, closely related in the sense of projectively identical with the hyperboloid model, which is maybe more common. In fact, I can build such a model for any quadric in P3 that I like and that is a sphere. So more generally, take any quadric in projective P3 space, while it has to have the right signature. So it has to be essentially one circle, a sphere of the torus. That's just a sine problem. Take your favorite point outside of it. It's going to see a disk. And this equator will be a copy of the Klein model, so this projective model, or the Klein model of H2. And the near hemisphere will be a copy of the Poincare model. And the far hemisphere is another copy of the Poincare model. And the lines in all these models are just the intersections of the given surfaces, upper hemisphere, lower hemisphere equatorial plane with the planes through P, P being that point. Okay, so just a brief preview of what I will be talking about tomorrow. I will be describing quotients of the hyperbolic space by discrete subgroups and be saying a little bit about their deformation space and a little bit about the mapping class group, which is another discrete group related to those quotients. Thank you.


Hey guys, how you doing? It's Andy Elliott. Today I'm going to talk to you about thinking strategically. This is something that I don't think that we've talked about enough. And literally, I was sitting there last night and I probably get, man, a couple hundred text messages a day. I reply to all of you. You guys are all very important to me. Currently at this time, which is amazing, I'm training over 5,000 salespeople. Now, some people go a couple weeks at a time and I don't hear from you. Why? Because you're killing it. So guess what? I seem to be the guy that gets the quick text that says, hey, Andy, just sold 15 cars in seven days. I'm destroying it. Or, hey, it's been seven days straight and I've only sold two cars.  We get it fixed and you get to rocking and rolling. I think strategic thinking is something that we all need to think about, okay? And I'm going to get into some of that here. But what I would like to ask everybody to do real fast because this is something I need to get into a habit of doing is asking you, please give me a thumbs up on this video. This video will help you make more money. And by the way, shoot me a quick text in the comment below. Andy, I appreciate you. Maybe you're struggling with something.  That will help me with the YouTube algorithm, okay? I need that help from you guys. And by the way, I'm grateful for you and I appreciate you. Hey guys, it's Andy. I'm going to be giving away a couple beach vacations, lots of free content. Make sure you're following me on Facebook, Instagram, Twitter and LinkedIn. Guys, have a great day and don't miss some of this great stuff coming out. All right, so when I talk about thinking strategically, what my primary deal is to go over today with how times have changed and how if you don't get up with the change, you're not going to make the big money you want to. I've got guys that I train that are making $40,000 a month and I've got guys that are making $4,000 a month. Some of it is time and experience, but I got guys that I've been training for two months that are on the verge of making almost $20,000. So I don't think that time and experience is the top salesman or the most money made in a dealership. I honestly think it has a lot to do with strategic thinking, okay? And strategic thinking is along the lines of how times have changed and also how salesmen don't plan out their day. So I'm going to go through all of that in this video, but one of the big important things is that in the 2000s, this is when I started selling in cars in 1999. In the 2000s, this is how things work. In 2010s, this is how things work. In 2020s, this is how the things are. Would you agree that each decade you would have to change up your thinking? Yes, because the customer's changing and because the internet is pushing into our business so hard, you can't do things the same way. So what happens is you come into your dealership, you learn from a guy that's been doing it for 20 years, what does he tell you to do? Go outside and take ups. Guess what? That ain't going to work. That is a way to make money, but strategic thinking, if you're just going to go outside and take ups, you're not going to consistently make a ton of money and me and you won't become one of the, I definitely won't become one of the best-selling people in the country, but we won't push together because you don't have a plan.  So let's get into this, all right? And also, by the way, here's my cell phone. I want to tell you something. Send me a text real quick, right?<PHONE_NUMBER>.<PHONE_NUMBER>. Let me tell you what I want to send you.    So let me send that to you because I'm talking about strategically thinking, it's also getting rid of the stuff that's junk, okay? So shoot me a text and I'll give that to you. All right, strategic thinking and creativity are vital to a successful salesperson. Look, creativity, okay? This is huge. The better you get at selling cars, the more creative you'll become. Also, strategic thinking rolls into areas like this. Most salespeople are unclear on how to think on a strategic level. Why are they unclear? Because most times management doesn't teach us how to think strategically. They say, hey, go outside, make 30 phone calls, take enough and that's it. And that's why you're gonna find this guy over here who's struggling not making a lot of money or he's not consistent with this paycheck. Most salespeople seem to be stuck in the last century.  So what happens is, man, I'm 40, so I'm pre-internet. So I wasn't raised with an iPhone or something, right? So everything I have physically had to learn, but guess what? A lot of the people don't learn stuff. So in this business, if you don't wanna get stuck in the last century and get dusted by your competition, guess what? You have to learn to use new technology in social media and not just technically social media. I'm gonna get into all that right here, but other ways to leverage strategic thinking in our business. And this is how you can dominate it. My last year when I made 700 grand a year selling cars, these were the areas that I did. I'm gonna tell you exactly how I did it and I want you to go through. There may be an area here in your dealership that says, hey, you can't do that. I'm okay with that. But look how many options there are and let's think strategically for a minute to how many things you can do. If you are not using, I put here video, Craigslist, Facebook, Facebook remarketing, which is different. We teach on that. Self branding, your service department, every list available to you at your company. List would be like an equity list. People that bought two years ago that have equity in their car. There's a list for those people. High interest, people that bought a car two years ago that paid 15% or more if you're not working those lists. Or if an owner list. Then the internet leads, the phone pops, the fresh ups. You cannot crush your competition at all. Most people go out, they wanna take phone pops which are phone calls coming into the dealership. They wanna take their internet leads. They wanna take fresh ups. They leave all the strategic thinking out of the way. So this is why you're getting killed. Let's not complicate this though. Let's go over your day and let's go over how much money you're worth. This is gonna be your schedule here in a minute. And I want you to look at this and identify what does your day look like compared to this guy's schedule and this guy's schedule. But before I do that, and I told you don't get stuck in the last century, in the 2000s when I first started selling cars, this was our life. 100% of the customers came in through fresh ups and they came in through phone pops. 100%, there was no internet. The people drove in, we were the horses now at mouth, we told them what was going on and guess what? They asked for brochures and stuff like that. We sold them a car, we gave them the information, we handled it, the phone rang, we took the phone call. That was what we did. Now you got the 2010s, 50% of the people came in on fresh up and phone pops. The other 50% were internet. At that point we had to realize that man, we really got to get on board with internet. We have got to start pushing the internet really, really hard. But there was still a ton of fresh ups coming in. So every sales person didn't have to think strategically to make giants amounts of money. They didn't have to yet because all these people were still coming here. Now last year, NADA said in 2019, 95 to 99% of the people that purchased a car will have started out online. Man, holy smokes. All right, let's shift to the 2020s. 10% are fresh ups and phone pops, 10%. Okay, the other 90% are internet leads. So once you think about that, if you're not on the internet, if you're not working another avenue that has to do with other than taking fresh ups, can and will you destroy it? You may get lucky sometimes. Okay, you know that guy in your dealership that made 12 grand one time and then four or five grand for four more straight months and then he made another 10 grand month? And then people like, oh, that guy's a 10 grand guy. You know he's not, you know he's not. That guy made 60 grand last year. That guy's a five grand guy, okay? I'm telling you this, I want you to be consistent and I want you to learn how to start making big money. So strategic thinking is crucial. Let's look at these two people's schedule here. I wrote them out. This person is, how to plan strategically? This is the kind of person that I think is gonna dominate it and crush everyone, okay? He has priority or she has priority. At 8.30, they come in and they do an inventory walk. Why? Because the guy that knows the inventory the best makes the most money. That's just how simple it is, right? At 9 a.m., they do their follow up calls and they confirm their appointments. They get the day set up, right? They know what they have in their hands so they can plan out the rest of their day. At 9.30, they post three cars on Craigslist. If your store will allow you to do it, Craigslist is hot, okay? They select specifically neat cars, they post three of them. Look, that's a 30 minute bracket there. By 10 a.m., watch this. They've already posted cars on Facebook during all their follow up, done an inventory walk. Kindness money, okay? This person has a strategic plan and they're on a time. 60 minutes in an hour, how you work 60 minutes in that hour is what matters. At 10 a.m., they post five cars on Facebook in that 30 minute period. At 10.30, they work a list and send out videos. Maybe they got a list of 50 people and they've made a video and they're popping them out to boom, boom, boom, boom, boom, boom. I've got guys selling people off lists constantly because of the videos that they've sent out, okay? At 11 o'clock, I said they eat lunch and they actually bring their lunch because they're so busy and they wanna make money. They're afraid to leave the dealership because they want to make money and stay there because when they leave their house to come to work, they do it for the purpose of making a lot of money. So they don't leave to lunch, they bring their lunch, okay? And I'm not saying you can't leave to lunch, but watch this, they're so consumed with staying there and making sure the day is successful that they bring their own lunch. As a matter of fact, most of them are eating their lunch while they're working, okay? And then from 11.30 to 6.30 at night, let's say that that is their schedule. They work the lot and then they take us. And also, all this work that they've done here would be bringing appointments into the day here that they would continue to set those appointments through the day. That is a strategic schedule, okay? And now notice here, right? You notice how there's times on all of these to do this? That's called time blocking. They're blocking out a certain amount of time to actually do that task so that gets handled. They're not just saying I'm gonna do this when I go in, then I'm gonna do that. No, you'll look up, it'll be three o'clock and you still hadn't got it all done. They actually block out each time. All right, over here, this guy has no priority, okay? This guy does not think strategically. He completely has not watched this video, okay? You have no schedule, okay? Now you're scheduled in to work, but other than that, you get to work, you drink coffee, you wait for enough, you drink more coffee, right? Okay, you complain with the buddy how slow it is.  You know what I'm saying about maybe switching dealerships, right? And then over here, you drink some more coffee when you come back from lunch, right? Why not?  That's how it goes. And listen, do me a favor. Send me a text,<PHONE_NUMBER>.  I want you to look at this. And when you see this list of the daily stuff that you could be doing that is not productive, there's busyness and there's productiveness. Productiveness will get you rich. Busyness will keep you broke. I want you to look at every single one of these and what I want you to do when you send me that text is go down that piece of paper and literally be like, ah, man, those three I gotta get rid of them. Boom, boom, boom.  Guys, in 2020, I want you to think strategically and I want you to remember, be careful who you're getting your advice from. Because look, if you're getting your advice from somebody that sold cars in the 2010s and not in the 20s, guess what? They could be giving you advice from here that doesn't work here anymore. So if you have a manager that's been selling cars or that hasn't been selling cars for 15 years, unless he's really strategic and he's up to date, remember the last time he sold a car was what? Was off the lot. They were fresh up managers, okay? Which I was in that era too. So I'm saying as time goes, we have to ship, we have to move and we have to adapt, okay? So guys, have a blessed day. I hope you liked this video. Remember, give me a thumbs up. Have a great day and I'll talk to you soon.


It is the final trading session of the third quarter. Here now is Jim Kramer on the floor of the New York Stock Exchange. Jim, stocks on track to end September? Positive. It's incredible.  September is a month that I actually care about. I tend not to do calendar analysis saying this month's week, this month's historic week, except for September. And a lot of that is because of the belief that October is actually quite a good month. But also because when I was a hedge fund manager, if I was up a lot in the month of September, I always closed my books at the end of September and then traded daytime. In other words, came in flat every day and just did day trading. I was not alone. I was taught that by some of the biggest hedge funds when there weren't that many more than 500 hedge funds in the business when I started. So you always have the lock-in issue. You always have the idea that tech is going to be weak when they report because international tends to be weak in tech. That's not happening this time. I also find that, don't forget, it's the 30th anniversary of the crash. So people are going to talk about the crash, so why not get out ahead of the crash? So here we are. I thought September would be bad and it wasn't rather remarkable. We raised a lot of cash for action alerts, and we did apply too much. We had our meeting this morning talking about the club call, and we had put a little more money to work than I would have liked. But at the same time, it turned out to be right. So your number one tip for investors in October? Well, you stay focused on the fundamentals. Obviously, we've got some critical, critical earning reports coming up. We have a lot of Fed speak next week. If the Fed speakers are going to be positive about the economy, particularly built ugly next Friday, then I think you're going to have a surety about Fed ratehiking December, which means that even a Wells Fargo is a buy, and Wells is not my favorite name. Obviously, we like Key and we like City. But just be aware that the bank stocks are going to set the tone, and they have the ability to be able to say good things if we think a rate hike is in the bank. All right. It's great advice, Jim. Thanks for that. Let's move on to individual stocks. KB Home, quite a rise in revenue. We recommended KB Home on real money when it was $12.13 on a takeover basis. Well, it turned out to go far further, and we did that because the book value was so high. A lot of the analysts doubted us. We were actually officially doubted by an analyst in research, and that was a great mistake. Because what people don't realize about the home builders is if you own land in places where it's difficult to build, in particular, in California, where the rules are so difficult, then you have a leg up. They had a leg up. That was a good selection. I don't know if we want to still buy it here. Let know our reports next week. Very important quarter. We'll be obscured by storm damage. I like Lenard. All right. We'll watch for Lenard. Let me also ask you about Amazon. They're sort of discovering some of Whole Foods' tech woes with this hash. Well, it's interesting because the point of sale system at, say, the beer garden, say, the places where they serve food versus the point of sale systems at the actual store were different. So therefore, you weren't hacked that badly. Well, wait a second. What does this say about the technology of Whole Foods that the point of sales were different? Now, you may come up with some reason why that is. I come back and I say that is not right because you can't really assess algorithmically what the demand is unless those systems are joined. Whole Foods has the best food, but they don't have the best systems. Watch out to see what Amazon does. That merger is incredibly important. What did you think of John Mackey's Houdini remarks? I thought that was interesting. Well, John is quirky. I didn't like the way that the activists treated John. John made major changes to the board and it didn't seem to matter to them at all. So I think John got fed up. I've always felt that Whole Foods was not valued correctly, but it was always being valued in the same store of sales and that's not necessarily the way to value it because sales per square foot is awesome. But you know what? The market is the market. It makes its judgment. And under that guys, for the last two years, Whole Foods was a failure and deserved to be sold. I am hoping that Walter Robb, one of the finest executives in the land, comes back and runs it for Amazon. Powerful and potent combination for the curse. We'll watch that one. Meanwhile, moving to social media, Senator Mark Warner is upset about Twitter's efforts to stop Russia. Well, everybody's upset about the social media companies inability to stop Russia. May I suggest to the Senate that the Russians are not idiots. They knew how to do it and they are very hard to block. There's a notion that if these organizations, Twitter, Facebook, Google would put their minds to it, all this would go away. I am telling you the bad guys are more clever. Think about the bad guys in social media like the bad guys in cybersecurity and understand they know how to beat you. So yes, I think Twitter, everyone has been lethargic about trying to meet these situations, but I have to tell you that I feel very strongly that blaming Twitter on this, blaming these other guys, is a little, let's say, like calling the kettle black. Congress should have done something about Russia a long time ago. But you like Facebook stock over Twitter stock? Very much so, and I happen to like Google. I like Google Web Services. Of course, that's Alphabet. You notice that stock sneaking up. By the way, I think Amazon's going to make a serious run at 1,000 if you want to know how I feel about these stocks. And Facebook Alphabet, just a reminder, there are a lot of traditional arts plus holdings. Moving on to Alcoa, quite a bullish note from Citi. Yes, now, Klaus Kleinfeld, who was the architect of the breakup of Alcoa and Arconach, always felt he had been in China a number of times. He always felt that the Chinese respiratory issues would come to a head and be an issue for the government to be able to stay in power. And he had a very geopolitically wise man, Klaus, who was opposed because of something that was inconsistent with the demeanor of what we want from CEOs. But the Alcoa stub, so to speak, is on fire and it's because of a shedding of smelting in China that makes it so that there's more demand for the alumina that Alcoa produces. It's really, I'd say, a virtuous circle for the company that is AA. I want to talk a little bit about healthcare because on Mad Money, you said that Centine is actually quite a beneficiary of the delayed repeat. Michael Midorff is a genius. He's the CEO and he figured out early on ways to be able to profit from Obamacare and still do a good job for his customers. And I don't know why the other guys didn't. I don't know why Antna, Anthem, Cigna, Humana didn't. United Health, fabulous company like the stock bullpen name. Had to take it all. So, yeah, the club, I was negligent in not getting this United Health thing because they have this Optum, which is a fabulous algorithmic outfit. But Centine is a company whose stock was on fire and then you had that last ditch attempt to be able to repeal and replace that failed. It drove Centine's stock down. I happened to have an interview with Michael Midorff right on the day that it drove it down. He said, look, when this is going to fail and when it's failed, you're going to see our stock shoot up.  Jim, we'll watch that one. Shifting gears, Jim, Friday. Today is National Coffee Day. How are you celebrating? Well, Starbucks has got a very negative note about Starbucks today, saying that the traffic is bad for them. I think that they're solving their mobile pay issue. I think there will be a reset of expectations. And when that happens, people will buy the stock. We told people in the mid-60s and low-60s to sell, 63, 64. Back in 53, we are buyer. Could the stock go to 50? Yes, we're not big in the stock yet, but that's my approach. All right, we'll watch for your bulletins on that one. Jim Cramer, we'll leave it there. Have a great weekend. Thank you so much for more information on the stocks in Jim's portfolio. Please head to ActionAlertsPlus.com.


The Mint 400 is advertised as America's toughest off-road race. Most fans show up to watch the trophy trucks, and you see that on Fremont Street where they stop amongst the vendors. But the next place they stop consistently is that military vehicle. Off-road racing is unique because it truly is a grassroots environment where everyone is just happy to see everyone out there. I've had people literally give me their race strategy books to help us in future endeavors. We were racing two iterations, the 1.1, the PY5 and the PY6. The PY6, and it has upgraded suspension. And so even just the feedback on the difference in damage to the suspension from the same terrain, from the same jump between my PY5 and the PY6 is really relevant information. The amount of data, essentially, that we get just from running nine hours, 200 miles at a speed and over a type of terrain that, quite frankly, you would try to plan around if you're doing a mission, right? That's the only way to get that type of testing. Crossing that line and then seeing it light up around you and then looking to my left and seeing the other truck because we crossed together, that was awesome. So it was a big win.


Everybody forced here up in a box of twenty one twenty two one-on-one basketball hobby for Jackson C Thank You Jackson got our personals case here, so I'm gonna take the one off the top since there's an odd number left God's that one there So it says it's eleven twenty six twelve thirty five since this was the breaking day of eleven twenty five I'm gonna put eleven twenty five Which would be the Friday Black Friday? No, I have six left. All righty. Good luck Jackson. There is a Colin Sexton numbered 55 out of 99 Colin Sexton and Timeless moments. Yes Okay, Thomas moments a Vince Carter 15 of 99 Vince Sanity That's awesome. Love the timeless. Congrats Jackson Jersey number Wow 15 of 99 just realized that That's sick. Well, not Jersey number the Mabs, but he did sign it 15. Yeah, so Yeah, I mean that's Vince Jersey number, man. That's awesome. There you go, buddy. Get that right out to you


or that's the idea, I appreciate it. So I'm gonna talk now about insects. We are switching over from the mouse side over to these guys that you see on the picture here. I'll go through a number of projects. Some of them form more like a background, so they're already published. Some of you have read about them. Some of you have heard me talking about them, but they sort of form the background to what I'm coming to towards the end. First half will be about Rosophila. Second half will be about Manduka. Okay, so today we basically think that there is about six million species of insects. We also think that there is about 20, 25,000 species of vertebrates on earth. So already this number gives you the sort of why they are so fascinating. They have invaded everywhere. They are the most successful organism on earth. We should learn from these guys how to optimize. I just saw a TV program the other day where a German architect studied the wings of the Colorado beetle to build light and very sturdy constructions. And this is now standing outside Albert and Victoria Museum in London, a huge new roof all built on the structure of the Colorado beetle. And in different ways we can study the diversity and the functionality of insects, I think, to learn and to do things in different ways. I chose to do this about olfaction and about how insects are run by different kinds of olfactory inputs. This is the head of Rosophila. Some of you are not insect people. Some of you might not even be olfactionists. So I just do some basic, this is the main nose of Rosophila and down here is the second nose. This is the antenna. This is the pout. This is the proboscis where they more or less taste mainly. I will mainly talk about the antenna today. We look closer on the antenna. The antenna has about 1200 sencilla. Sencilla are in insects, I would say 1200 little noses because each one has its own confined environment. You know, as Stuart showed before, in your nose all neurons lie and float around in the same snot, right? So your nose, there is no separation, but in an insect about two, three, four neurons are separated into each one of these little noses and can have its own chemical environment when it comes to the snot which is called the sencilla lymph in insects. So you can have different odor and binding proteins for instance in all these different sencilla, which there is. So if we look at what we can do there, so we can record from these single hairs, we can record from each neuron present in those hairs which is a huge advantage of insects. One thing that we have specialized in is also is in combining biology and chemistry as Stuart talked about before. So we let the insects tell us what is interesting in an odor. If you collect the molecules of a banana, you might get 100, 200, 300 molecules depending on how good you are in catching the molecules. But of course, not all those molecules are interesting to the insect. And it's a huge natural chemistry, natural product chemistry effort to identify each one of those. So what we do is that we hook it up and we take half of this effluent to the mass spec and we take half, let it flow over this sencilla and tell us what is interesting to this specific neuron on the fly antenna. And we can do this in a high throughput way and test thousands of compounds on all the neurons on the insect antenna these days. High throughput GC-MS, electrophysiology. Okay, if we then look at the brain, this next level, of course, then you have the antenna loads here. We have the antenna and the maxorelpal with olfactory sensory neurons that we talked about already. They target single glomeruli inside the antenna lobe. From the antenna lobe, the green here, from the 50 glomeruli, we have projection neurons heading up in the brain. Up in the brain, we have the mushroom bodies, we have the lateral horn. To compare to what we talked about before, mushroom body is a little bit like cortex, lateral horn is a little bit like amygdala. Mushroom body is a lot involved in memory, plasticity. The lateral horn is more involved in innate behavior. So what happens at these different stages? We have encoding, of course, out on the antenna. That's where everything has to be detected. Just like Stuart said before, if it's not detected, it cannot be processed. And we have some pre-processing going on, much thanks also to these 200 local neurons shuffling messages around the glomeruli in the antenna lobe. And then up here we have categorizing of basically what is good and what is bad. And that's what I wanna talk a lot about today. When we do all stuff, we always try to think about behavior. So we are basically not interested in things that are not vital to insect behavior. We always wanna think about what does this mean to the insect? What does this odor mean in the end? So this is the choice that a fly is put in front of, right? In all of these apples lying there, some are much too green to be good for a fly. Some are overwrought them to be good for a fly. But a few of those apples are just right. And that's what the female has to find to put her eggs because she's choosing the environment for her offspring. And in this way, how many genes will be coming into the next generation. And that is done a lot by all factions. So to choose the right apple out there, that is basically what we're interested in. So if we often talk about all factions, we always say this that, wow, we have 1000 receptors and therefore we can smell an enumerate number of molecules or millions of whichever camp you belong to, but a lot more than the receptors we have, right? And that's because we have this cross fiber. We're playing different keys on the olfactory piano. So that's sort of how we normally think about all factions. But what we see surprisingly in several cases now, and these are the ones I will mention in the beginning is this, that there is only one key being hit and you can predict what will happen if you hit this key. So basically we have red lines going through the frame saying good or bad, saying go or stop. And this has been a little bit surprising to us because we always thought that outside sex, which we knew from sex pheromones in moths for instance, where you can totally predict the behavior that we will get from the male. Beyond that, we thought it was always a lot of cross fiber coding going on. So I go through a few examples fast. You have heard of several of them I'm sure, but this was the first really strong example that we found back in 2012, geosmin in Drosophila. It turned out to be a really cool system and it's really, if you hit this button, if you activate the geosmin receptor on the Drosophila antenna, you will have stopped. And this is the key that will activate it.  But this is what happens. And what we saw there was the most amazing specificity we ever found in any receptor in Drosophila. Only out of all of those, these are all the synthetics, but then we went on with the GC, as I talked about in the beginning, tested thousands of compounds and we never found anything except geosmin that activated this. Therefore some labs are now picking this up as a new, not optogenetic, but geosminonetic, whatever you would call it because you can really put this one in, into other neurons and use geosmin as a specific activator of neurons. But we only found one ligand that fits here. We did the calcium imaging in the brain, only one single glomerulus activated at any concentration, yes? Yes, one receptor, over 56. Then we did the same at the next level. We looked at projection neurons with the patch clamping in the brain of Drosophila. We had the same, we only got activation by one single odor, geosmin, and we expressed the calcium indicator in the projection neuron level. Again, only one glomerulus activated in the whole antenna load. So there is really one red line going over at least the two first levels of the olfactory chain in Drosophila, only telling about geosmin. The question is why? Well, if you check where geosmin comes from, it comes from microorganisms like penicillium or streptomyces, and when you let the fly experience these, they die very fast. The larvae die, the adults die, and so on. So this is bad stuff for the fly. Here we also got a very nice thing, way to do the reverse, because we had microbiologist colleagues at the institute and they had streptomyces that had more totally normal, except that they didn't have the geosmin enzyme. So they were normal microorganisms, but they didn't smell of the geosmin anymore, and then the flies didn't avoid it at all, and they died like flies. So this geosmin is the totally necessary order to keep the flies away, and it only activates this single channel. One single receptor on the antenna, it only responds to geosmin. If you put in up the genetics there, you activate it, you get the full stop, and so on. So it's really a red line going through the brain. So basically, what it does is that it tells the fly about very bad toxic food sources.  Disgusting. Because it is food, and they end up in position site. Stay away. Because they would eat that. They eat it until, because in the fruit is yeast and they like yeast, but the second succession will be these microorganisms after the yeast, and then it becomes toxic. So we call it an ecologically dedicated line, yes. Sorry, I have to speak louder. It's a really risky system, you've got one neuron. But it's very sensitive and specific. I mean, you have one pheromone receptor to find your female. Smallest, same, right? But that's what we found. There is no other systems responding to geosmin on the antenna. Is this one? Sorry? Yes, it's in all other flies that we have looked at, except in one that lives in a flower all its life and is never exposed to this kind of stuff. So it's evolutionarily very conserved all over the Drosophila flies. So it's one ecologically dedicated line going through all these first levels of the olfactory system. Some other examples that now we got hooked on this. We saw, ah, there are some red lines. Let's look for some other ones, right? So we started looking and the next one we found is involved in orbit position. So the female has one receptor on its antenna. When you activate it, the female will drop her eggs. It's very cool. Sometimes you get this unasked for control. One day a student came and said, ask, couldn't I please, do I have to test limonene in this bioassay? Because every day I have to clean the tubes of eggs. And it was another experiment. But the females were all dropping their eggs when it smelled of limonene. So there is one receptor that detects limonene. Limonene is the component, as you know, of orange or lime or lemon peel. And we started looking at this because females really go for these places to put their eggs. They really like orange peel for some reason. Then you start thinking, hmm, flies, Africa, oranges, China, how is this connected? Why would Rosofila Melano-Gastor go for oranges or lemons to put their eggs? So we had to go back to Africa and have our colleagues from all over the place start sending us crates of any fruit that they could find. We got fruit, I've never seen them. I never heard of them. The basketball-sized fruit hanging from trees and a very strange one. In the end, we got this one, African squirrel nutmeg. You would probably say that that's an orange, right? Looks like an orange, smells like an orange, but it's not even related to an orange. But it's definitely one of the candidates where Rosofila Melano-Gastor could be pre-adapted to now in your kitchen at home, go for the orange or the lemon. So this one smells very strongly of limonene. Why? We find now that the main enemy of Rosofila hates this. So the parasite toy that goes for 80% of the larvae in nature hates the smell of limonene. So it really protects the larva from the main enemy out there. Again, here, if we put in optogenetics, we activate this red line, the flies will drop their eggs. That one, we don't know yet. The next line we found is on the pout. This one goes for good stuff. It attracts the flies heavily. It detects ethyl phogliacal. Ethyl phogliacal is a product of one of our best wine yeasts. We use it to brew wine, the brethanomyces. It's also used for some kind of beers. And this gives a yeast that is very rich in antioxidants. And what we could show, you know, there was something called paraquat that we used for quite some time to kill off insects. It's totally forbidden these days. But it's one of the strongest antioxidants or oxidants that we know. And when we fed the insects this kind of yeast, they lived much longer. They died quicker still with paraquat, but this seemed to protect them. It seemed to be very healthy stuff. And there seemed to be also to be a red line going through the system for this. Last one I'm gonna mention, back to the parasitoids. This one we found just a couple of years back. Here, the fly has again one specific receptor, only detecting the pheromone of their parasitoid.  So both the adult and the larvae has developed a receptor that detects the pheromone of these guys. And it's a very strong repellent also for the female fly or for the larvae. So they really try to run away from this. And again, we could activate it with optogenetics and so on, and it has exactly this effect. So again, the red line, I told you about four red lines now, going through the system. So we find this, that means that we can also start looking at the nervous system, both peripherally and centrally and see how is that built to take care of this information. And I will just mention this briefly, as we're also in a neuro audience here. So what we looked at recently was that we, for the first time we built an imbibu atlas of the antenna lobe.  And then you try to image in the live animal and there is really no correspondence between the fixed brain reconstruction and the live antenna lobe or olfactory lobe. So what we did is that we expressed NC82 in the live animal and then we did a full reconstruction of the antenna lobe which indeed was very different from the one we had before from fixed material. And this allowed us also to look at all the input. We use different methodologies to look at input, to look at output. This came out in cell reports a couple of years back as well. This is wrong, it should be 16, was last year, two years ago. But one of the things we found there was that in these that I talked about, the red lines that have this sparse coding, very specific lines that seem to take care of specific odors, ecologically relevant, we found many projection neurons. Before the conventional wisdom was that each glomerulus has about the same number of projection neurons, usually one, maybe two. Here we found that this could have between eight and 12, from the josmin one, that's the most innovative one beyond sex pheromones. So from each one of these really important odors, there seemed to be a lot of redundancy in the lines that go from the glomerulus up to the next level. And it's totally correlated to the lifetime sparseness of the tuning of the receptor out there. If we have more broadly tuned receptors taking part in the piano playing that I showed you in the beginning, then we usually have only one projection neuron. So there is quite a strong correlation between this. Then we go up, we look at the next level as well, we look at the projection neurons, we have different tracks, you see we have one main track, this is the GH146 line for those who are in drosophila, this is the MZ699 line, these are all excitatory neurons, these are inhibitory gavergic neurons. And we have looked at both of these now with different techniques, we have cut them with two photon laser to see what the effect is when you take them out. We have done a lot of imaging up in the lateral horn because we see that in the lateral horn we can see different parts that seem to be correlated to all these different things that I showed you in the beginning with being good or being bad. And basically the take home message is that we find all these different areas depending on if something is attractive, if something is repellent, some of them seem to be concentration coding, but the main interesting thing for us is that we have different areas coding for attraction and the version up in the lateral horn. And now we're working onwards on this, but we have several publications out by now. So this, read more about this in the literature, I will not go deeper into neuroscience today.  So Neuroecology of Rosophila pheromones. So some years ago, several different labs looked at virgin flies and they could see that there was something in the order of virgin flies that activated a neuron on the male antenna that could be expected to be involved in sex behavior because it expressed the fruitless gene. The fruitless gene is always involved in male sexual behavior, but no one could really find what it was. Just that it was activating this neuron, right? So we went in with some new chemical methods, thermal desorption GCMS, really cool method. You don't need any solvents or anything. You put in the whole fly, the machine heats it up to the temperature you specify, it takes it into the machine, it cools it down to on liquid nitrogen, collects everything that comes out and then into the machine. So no solvent involved or anything like that. In this way, you can really pick up minute amounts of odors that is emitted by anything. You can put a piece of banana, you can put an insect or whatever you like in there, but you can pick up more or less all odors. So we did that and we could identify 85 compounds coming out of a fly. A lot of new ones that no one had seen before, but among these, we found three that really activated the male antenna. Simple compounds, methyl chloride, methyl meridate, methyl palmitate. Yes, straight chain compounds more or less. Very small amounts, but very active. So what we basically found to make this long story short was that one receptor, and that is the one expressed in this fruitless neuron that I talked about before, increases the copulation success of the male greatly. And this is the fruitless positive one. Then we find that it's co-located with another neuron, 88A, not fruitless expressing. And this one attracts both sexes together. So these compounds seem to have a dual function, both increase the copulation success of the male and bring the sexes together. But these are new drosophila pheromones that have not been identified before. You know of cis vaccine elastate, which is the main that we know of since long back. This came out two years ago as well. So then we started looking more. And during these studies, we had this hunch that they seemed really fond of pieces, these flies. They are weird guys. But they seem to be attracted to each other's dropping. So we started looking at this a bit as well. If you look at a blueberry, drosophila really like blueberry. So without a fly near, it looks like this. When a fly has been there, it looks like this. So they really constantly drop things after themselves. As they are eating or something, they will drop feces behind them. So we started looking at this a bit. So we looked at how attractive is blueberries on their own or where the fly has been. And it's a big difference. It's really a strong preference for the one where there has been a lot of droppings on it. And then we started looking at the frass, at the feces. And what we saw is that the methyl chloride, the methylmeristate and the methylpalmitate occur quite a lot in the feces of the fly. So these pheromones that we identified from the fly before, they also constantly drop behind themselves on the substrate where they're eating. So the whole substrate becomes sort of an attractive source for the flies to gather and mate on the substrate.  And yeah. So I thought that you got this. Now that was the beginning. That one is done. I've gone into the frass now. So I finished, that was where I finished telling you about the 47B and the 88A. And that was the first story. And I jumped over to frass because the first story made us interested in the frass. So that's now I'm in there. So we collected a lot of this to really analyze what it is. And we could do all the experiments. We could knock out the receptors and show that the attraction to this source is all built on activation of the pheromone receptors. When you take them out or when you take out orco, you lose all the attraction to the frass. OK, we also did it in our fly walks. This is an experiment that we built out up during the last 10 years where we have total control. We can, more or less, watch each step of the fly. Yes? I'm going to the distance itself. And we should have come out of the pheromone. Yeah. What is it going to act as a factor? Because they add the pheromone. In the intestinal tract, they add the three pheromone compound. And if we knock out the pheromone receptors, there is no attraction anymore, which for us means that it's these compounds that are the active ones. We also did it in our fly walk. And there, we saw that frass is actually the most active compound we ever saw. So the green curve here is how much attractive a fly gets when it gets the odor of something. And this is the frass odor. So it's really attractive to these guys. We checked different species, and then we found that the odor of frass from each species is more or less specific. So it, again, adds to this, that you add this to the fruit where you are. And that will sort of be a message that here on this fruit has been at Rosofila Milano-Gaster. I'm sitting here. I'm smelling very nicely. And you should come here and mate with me. This is a good substrate. Might also be a good substrate for offspring. So far, frass is constantly deposited, highly attractive. The attraction is based on pheromones. And it seemed to be somewhat species-specific, at least. So all of these label lines, if you think about it, someone said before, having one line, that's gambling. And what does it mean? If you have label lines that will trigger specific behavior, that means that you open up quite heavily for exploitation of your system. And that's what we found. Earlier, of course, it has been found in deceptive flowers. These are flowers that smells like sex, like the left one. An offspring's orchid. This orchid will attract males. And the males will try to copulate with this flower because it smells like a female. It looks like a female. And the male will fly from. We published this a long time ago. The other one smells like an obi-position substrate. It triggers a red line in the female fly line saying, you have to go here because it smells of rotten meat.  And in this way, it also takes part in the pollination without getting any reward. These are not producing any nectar. So they're just fooling the flies by smelling good. And they do it by activating these red lines through the brain. So what we looked at now was another aspect of this. Or we didn't even know that we would look at it. Because this is one of those where your hypothesis is turned totally around in the middle of the project. So I'm always trying to think like a fly. So if I were sitting beside Anna, and Anna was co- or sneezing, and then I would maybe move to this chair, because I think, she might carry some bad cold disease. And you should stay away from your fellow beings. That's the way we react sometimes. And that's what we thought here as well. If you were a fly and you were smelling, hopefully, that one of your friends had a cold or was sick in some way, it would be a good idea to stay away from your friend. So that's why we started looking at this. And the hypothesis was that flies should stay away from conspecifics infected by bad bacteria. So we started poking flies at this little red suture here with different kinds of needles infected by different bacteria. So we added some good bacteria that they carry in them all the time anyway. Some ones that are good for us, like to bacillus.  And then we took three that are very bad. One of them is bad, but they can recover from it. Two of them are lethal. So we started seeing, what will this? Can they smell it? And will they move over to the other chair if they smell it? So how is fly behavior affected by this infection? So we started looking first at the odor of the bacteria on their own. There was no real effect. The flies didn't choose at all. But then when we added flies or feces from flies that were infected, totally the opposite happened. The flies went very nicely towards those that were infected, either to the flies themselves or to their feces. It became super attractive instead of the opposite. So instead they got closer and started hugging their friends more or less instead of moving over to the other chair, right? And we started looking at other things. Fly walks, same results. But we looked at feeding. We had a cafe system where the flies can feed. And then we had either a tube with pure feeding stuff. And in the other one, we spiced it up with some frass. So we mixed up some frass in this feeding matter. And again, it became super attractive. So the flies went and they started eating of the frass of their sick friends. Not a good idea, basically. Then the final, we checked, was always position, because that's the final decision of the female. Very important for the offspring. Because these bacteria will also infect the offspring and kill them off in the end. Here they really avoid the bacteria. That had been shown before. So the odor of the bacteria themselves is bad. But if you have the flies, if you let infected flies stay on this medium before, it becomes highly attractive again. So the female flies choose to put their eggs where there were sick flies before. All of these totally against the hypothesis that we had from the beginning. So why? Why should it be like that? It talks against all sort of sense. So we looked at this. Again, we went into our thermal desorption system and we looked at what happens here. And if you look here, these are the pheromone compounds. Here are the healthy flies. Here are the infected flies. So the infected flies has a 20 to 30 fold boost in the amount of pheromones that they produce. So it seems like the system is hijacked, right? So these bacteria, the bad ones, not the good ones, there is no effect of the good ones on the pheromone production. Only the bad ones, they really affect this production. If you look over time, this is the bacterium that they can recover from. So there is a boost and then they recover and it goes down again. These are the ones that are dying more or less. But the pheromone production goes up enormously and then they die and it drops, of course. But I mean, there is this very strong effect of these bacterial infection on the pheromone production of the flies. So we also checked it on the sencilla. Much stronger response in this olfactory neurons when you expose them to this. Yeah, I'm coming to that, yeah, coming to that. So which mechanisms might be involved here? So we started looking, first we looked at the immune system. Well, when we knock out the immune system, we get less increase in the pheromone, right? But we cannot create this boost by artificially activating the immune system. Then we looked at the metabolism and hormonal mutants. Also, we could knock it down but we could not mimic what is going on. So we haven't gotten to the mechanism yet that the bacteria over evolution use to boost the pheromone of the fly. But what we also have to look at, is it any good for the bacteria to do this? So we had to see, can they multiply via the fly? So the red stuff here are live bacteria in the thesis of the fly. So the bacteria really pass through the fly, they come out. We put them onto an agar plate and we could grow very nice new bacterial colonies from the press of the fly. So it's really good for the bacteria. Second question is then, is it bad for the fly? Yes, it is. The flies die pretty fast after they have been infected. So it's good for the bacterium, it's bad for the fly and it really seems like this is a way for the bacterium to hijack the pheromone system of the fly. So it could also be the case that the fly feels sick and he or she says, better mate quickly because I'm dying anyway. So we checked how good copulation is and it's really much, much worse in the sick ones and even worse if you go down and look at what comes out of this. So that is not the case. It's not really worth it copulating anymore because the output is almost zero in the end. So as far as we see it right now, it's the bacterium, here is the summary. Here are healthy flies, right? Normally this is the way it should be. You activate the pheromone line, you find healthy friends and their press, you meet them, you mate and you have healthy offspring. Then we have the other one I talked about, the jostmin and these things that stop you from going to bad places and get harmful microbes. But then we have these devious bacteria that go into the fly, modify its emissions and override the bad channel, sort of attract healthy flies, they get infected, you get infected offspring of someone and overall it spreads these bacteria to many flies around. We haven't gone on to the ecological stage yet to see how it spreads through the population but that is a plan that we have right now. So basically these different points here, this is right now coming out in nature communications in one of the coming weeks. Okay, where are we? Still some time. So sorry, who is speaking? You have to speak loud because my hearing is bad. How it changes the pheromone production? No, we don't know. We're looking at that as well because we don't even know the enzyme because it's so recent that the pheromone was identified that we don't know how it's produced yet. But of course we would like to find the place where these guys go in and crank it up but we don't know yet. So once more, do you know? There's also an area to say, I am resorting, do we have some confidence that the resorting is not going to be gathered before you're off? Yeah, yeah, I see what, yeah. But I mean, these are really bad. So everyone will get them and everyone will die. Toxoplasma is a UNICEF protocol. But this is not a system. I mean, we, no, no, they're only bad. Yeah. So these that we have looked at so far. We have to, we have, we are, I mean, this is the first study. First thing is that it was totally against our expectations. So now we're dissecting onwards in it. So you're right. Okay, so now I want to move over to Manduka. There should be a Manduka there, but I don't know where it is. Let's see if we go back. Did it already fly? Ah, here she come. Here she come. So now I want to talk about Manduka and its interactions with flowers. And specifically this interaction that you see here in the front going on now. It's quite a feat with that long, long proboscis getting the right place, finding the right flower, injecting it at the right site and so on. And that's what we are interested in. So already Darwin said that there must be co-evolution between this length of flowers and the length of the proboscis, right? So we have a whole bunch of tobacco flowers ranging from more or less B pollinated ones that are very flat and more or less only produce pollen up to these extremely long, longiflora that are about this long. And all of these have their specific pollinators, more or less. We work with Manduka sexta and it has this length and you see that that would match Nicutiana a lot about. So the first thing we wanted to see is, is there odor specificity? Can the moth choose this flower in comparison with all the other ones? We used our wind tunnels to do this. We can have a flower outside. We can bring in the odor and we can see what does the moth do in there. So also what we looked at was the energy budget of this. And we found that on Alata, there was quite a lot of nectar present, but we also wanted to know what does it cost for the moth to do this. So the first thing we did that, we could show that the moth really chooses the right flower depending on what it smells. But then we looked at this, how much time or how much energy does it cost for the moth to do this. So we built this machine where the moth had to fly into a funnel like this. And then while it was in there, we could measure the CO2 coming out, which means that we could measure how much energy was spent by the moth while extracting the nectar out of the flower. And in this way, we built the energy budget. And in the end, what we could see was that the only flower that really paid off, when you calculated what it cost for the moth, you're standing like this all the time and then finding the right place with your tongue and then holding the right place. And then with a small one, it started tumbling around, it didn't find the place and so on. And the only one that really paid off was the one that fit to the tongue, so where you could find the right place. So this was the first study that we did there. Yeah, we are right now setting up field experiments in Utah and Arizona to check this in the field as well. These were the first ones. These are pure lab experiments, but I agree. How much do you have to spend flying between them as well? That's great. Okay, so, but you saw here that they really find them out there in the night, right? So our first question, how did I really pinpoint that opening, that little minute opening to find the flower? Luckily, we're in the institute of where Ian Baldwin is also a director and he has made Nicutiana a model system. So he can modify them in any way, more or less. And he has one mutant where he has taken out the main compound of the flower, Benzylacetone. So it doesn't smell of anything anymore. Here's the normal amount, here is the mutant. So the enzyme for producing Benzylacetone is gone. So we started thinking if we could use these to dissect the mock behavior. So we built a big tent in Jena, eight by 24 meters. And in there, we put out flowers, mixed the one, the normal one smelling and the abnormal ones not smelling. And what we saw was that the flower contacts were about the same. So they seemed to look for those white spots in there, even a dusk, they're crepuscular. But what we then saw was that in the one non-smelling flower, more or less no seeds were produced. So no pollination occurred by the moths and no nectar was removed from the flower. So something was failing in that interaction, right? They found them, but they didn't go on.  And we did the same thing in the wind tunnel. We could again see that the flowers were contacted at about the same rate, but the time spent was much lower and the nectar remaining again was all of it left, none taken out of the flower. Okay, so what is the interaction here? There must be some sensory input missing in this interaction. We started looking again at the moth and what we found, or I thought back to a long time back when we were looking at all the structures of the moth head, there are actually some sencila sitting out on the very tip of the proboscis. They look weird, but some of them have this porous structure that could indicate something here. We started doing in situ hybridization, we did for Orco, we could find Orco expressed in the proboscis, which that's the olfactory receptor, co-receptor. So there is, that was a sign that there might be olfaction going on out there. We looked for all, we found quite a few of receptors out there actually, both IRs, GRs, ORs, and so on. They fell all over the place, even one falling among the pheromone receptors, pheromone receptor, play down here, but also falling out, and this OR 23 especially, it falls between those that have been characterized as flower odor receptors in other moth species. So we started looking here more in detail, we did in situs again, we could find that Orco is co-located with some sensory neurons in the proboscis, and then we did recordings. And when we did recordings, we found that these, there is a cell here responding extremely much to the benzyl acetone, to that compound produced by the flower. You see the response here. When we checked this, sorry, when we checked the specificity, we found that it is not just one compound, there is a host of compounds, but all of them are flower odors, produced by the flowers that Manduka liked to drink next to her. So here we seem to have some kind of system that likes to find the way into the flower, right? But we had to show this, this is good when it's good to have good students around. My student found out this device here. So the same receptor is expressed on the antenna. Now, the same receptor is expressed on the antenna. So if we couldn't isolate the antenna from the proboscis, we couldn't really say that it was the proboscis that was involved. So what we did is that we did this thing here, clean air, benzyl acetone, and then an exhaust that would take the odor out before it could ever reach the antenna. And this way we could say, if something happens here, if there is a choice, it's definitely the proboscis that does it. Now I have a movie coming up, which is bad, but it will, if we let it run once, it's usually better the next time. How long? So I will go out, cause, let's see. Oh, what happened now? Okay, maybe you can, with some good will, you see something moving to the right here, right back. So here, hold on. So here is the time moving, and I don't know why it turns green on my computer, but there is a little bit to the other one, but you see it's constantly going down this one. So we could do statistics here. How much do you spend with your tongue in right and left to where you wanna go, sort of? So let's see if we can move this one on. Ah, here's the same thing again. Let's move on. There, we could do statistics here, and it's highly significant that they go with their tongue in the direction where the nice smell is. So, yep. Oh, they don't like to fly without antennas. We want as natural behavior as possible.  So here it seems like we pinpointed a new olfactory channel coming from the proboscis of the moth before we knew of the antenna and of the tongue, but here it was, it's now the proboscis, and this is out in Eli last year. So, it sort of connects very nicely to the moth behavior. We find that they choose the right flower and they have a specific detector on the tip of their tongue to find their way into the flower. So, final wrap up, what we have been talking about here. First, I showed you that we have these ecologically dedicated lines in the fly system, detecting geosamine, detecting limonene and so on. The lateral horn seem to take care of this information in different areas, depending on its behavioral significance, if it's good or if it's bad. Then, newly discovered Rosophila pheromone, the methylaurate and these guys that are really novel Rosophila pheromones. Frass contains these pheromones and makes it highly attractive. And finally, I showed you that pathogen infection boosts the pheromone production in ways that make the flies highly attractive. Then we went on and we looked at Manduka and that it chooses the optimal flowers based on odor. And then finally also that the final stages in nectar feeding is based on proboscis smelling, which is a totally new pathway. We have just now filled the neurons coming out of the proboscis and they don't target the antenna lobe. So there must be something else going on in there. They still target the subesophageal ganglion, which is normally the taste place of the insect brain. These are the people involved. These are my group leaders, Marcus Kanadan, Silke Saxe. Marcus does a lot of the behavior, Silke does a lot of the neuro. Honey was a very good postdoc that did a lot of the red line stuff that I showed you in the beginning. Max Planck, strange enough, keeps us giving us very nice funding every year so that we don't have to spend time applying for too much money. Basically also in the end, Honey is now in Yale so that he is doing a career now together with John Colson over there. So I think that's basically it. Thanks for the attention. Any questions? Welcome. Thank you.