Chevrolet, all right, Jesse, you got to, I want you to write this down as you're talking to me. Jesse has a 2018 Chevrolet crew cab four wheel drive. Okay? Yep. That's what he's got. Jesse, the truck that you have has 87,000 miles on it. Make sure you write that down for me. And if anybody's listening, write this down, because I want you to understand, I want you to think about number one, where you would go with this.  And let's work our way through this one. So the objection is going to be, Jesse, I think the miles are too high. I appreciate you. Okay? So obviously we all get phone calls all the time, right? And guess what? Guy calls on a 2018 Chevrolet crew cab four wheel drive. Obviously the guy likes the price range, so he makes a phone call. Jesse tells him about the truck. Jesse just told me all about the truck. It's got 87,000 miles on it. And you know what? You're giving me all the information and I say, hey, Jesse, I appreciate that. But listen, I think the truck has too many miles on it, so I'm just going to keep looking around and I may get back with you. Go. Okay. I got this 2018 Chevy crew cab four wheel drive. Andy only has 87,000 miles on it. That's only 43.5 a year. That's not bad in today's market. Okay. Yeah. Yeah. But just too many miles, Jesse. Just too many miles. Too many miles. I understand that. You might find something with less miles, but you need to come and look at this vehicle today because even though it's highway miles on a scale of one to 10, this vehicle is a nine. It's almost perfect. It looks like it has 10,000 miles. Yeah. Yeah. And that sounds great, Jesse, but I just don't like the miles, man. I can't turn back the miles, brother. I'm just telling you, you might want to check this out and you might forget about the miles. When can you come in today? Well, it sounds great. Honestly, it's just, I'm not ready to come in if I don't like the miles. You know what I mean? But if I look around and don't find anything else, I may get back with you and come in and look at it. Okay, buddy. Well, appreciate you. Well, I think you're missing out. Hey. I can't make you come in. No, no, Jesse. Of course you can't make me come in. Hey, listen, Jesse, is this a real life objection? Yeah, it can be. Hell, yeah. It's a real life objection. How many people call on cars and say, hey, how many miles are on that thing? All right. I'm going to do that. See, the price of the miles is the first thing to ask about. It's either too high or it's too many miles. It's one of the other. That's right. So what happens when- Nothing's changed in 34 years. It's either how many miles are on it and what the price. And it's one of them, too. Well, it's too much money or it's too many miles. Okay. So Jesse just said the two common objections we get are it's too many. It's too many miles. The price is too high. Listen, let me ask you this. So when someone says that this has too many miles, right, do we say that the car's great, you know, like, hey, if I covered the odometer, you think it had way less miles, you know, and all that stuff, right? And we go through, like, how beautiful this is, and, you know, it looks as nice as a new one. Yes. But how is that going to make the customer want to forget about a car with lower miles? Jesse, would you agree that my objection is the miles? Am I right? Yeah. So how can you change my thinking on the phone? How can you, by saying something to me to influence and persuade me to think the way you think? Isn't it your job as a salesperson to, it's called transfer of emotion. It's called persuasion. So the way I feel, and I press it into you to get you to think the way that I think while we're on the phone together. Am I right? Yes, sir. Okay. So let me say, I want everybody to, I want everybody to write down two, two, two words here, future expectations. I am going to show you right now, right? How to close anyone on that has too high a miles. Okay. Okay. Number one, we know they like your price, right? I mean, that's a given because they called on it. Now, the deal is maybe the miles weren't on the ad or maybe they were sold on, you know, like that price, but they weren't sold on the miles. I'm going to teach you how to overcome it right now and how to literally destroy it. Okay. So the two words, future expectations. I got them written down. Okay. Now, what is future expectations means? It means this, to actually think in advance what the customer has going on. Maybe, you know, instead of playing today, you know, play in the future, what the heck's going on so that you can convince the customer to think a little bit different. Okay. Which is, which is persuading. So, so Jesse, let me give you a work track. All right. So tell me the miles are too high. The miles are too high, Andy. Okay. Great. Jesse. And number one, I can appreciate that. So number one, always agree. Right. Everybody write that now. Always agree. Okay. Number two, hey, hey Jesse, 99% of our customers, they have an average trade cycle of about three years. Does that sound about like you? Yes, sir. Okay. Great. So my truck has 87,000 miles on it, Jesse. And when you say you want lower miles, are you thinking more like 47,000 miles? Yeah, more like 40,000, like half of that. Okay. Great. Like half that. All right. And you're going to be purchasing a new truck, whatever you buy today, when you buy from me or someone else, that doesn't matter.  Yes. Okay. Great. And you keep your truck for about three years is about what you said. Am I right? That's true.  No doubt about it. With that being said, what would you rather have the higher payoff or the lower payoff? I'd rather have the lower payoff.  Listen. So what you're telling me right now is that if I could save you $10,000 off the purchase price, right, of you having to go buy one with 40,000 miles, and you could buy mine that has 87,000 miles, and they look the exact same. There's no different. They drive perfect. Jesse, it's 2020. We're in the era of the best car ever built in the history of time. These trucks are rated to run a half a million miles. So they're not going to drive any different. They're not going to look any different. The only thing that's going to be different is in three years from now, when you go to trade both of them in, my truck's going to have a lower payoff. You obviously got to have a lower payment. You have a lower balance on it, and you're not going to be upside down.  It's not going to drive any different. The only difference is you're going to have a higher payoff, a higher payment, and you're not going to be upside down. Doesn't that make sense? Makes great sense. So let me ask you this. Playing future expectations, right? If I could show you a way to save money today and save money then, would that offend you? No, sir. Not at all. Great. Well, it sounds like we found the right truck. And I appreciate you looking at this from another angle. Okay. Let me tell you a little bit more about this truck and maybe some things I haven't shared with you about it. Now I take the cell and come back around. Guess what? How do I close you, Jesse? I close you on future expectations. I hope everybody writes that down. Listen, I always talk about consequence selling. Consequence selling is something that you guys need to understand how to sell. Consequences can be great and consequences can be bad. There are good consequences and there are bad consequences. I always talk about things with people, how things look two days from now, two months from now, and two years from now. And remember this, the top closers in the country. Remember this for the rest of your life. The top closers in the country. If you want to be considered a closer, if you want to be deadly at closing, on the phone and person, I really don't care. You have to ask questions. Ask great questions. Get great answers. So how I got to where I got with Jesse, where now Jesse's back at looking at my 87,000 mile truck, and actually wants to, is because I had to make it make sense for Jesse. But I couldn't just tell Jesse, right? That like, hey, you don't need to go look at a lower mile truck. And look, hey, that's silly. I can say, hey, Jesse, listen, let me ask you. And by the way, I kind of baited him with some, hey, 99%, you notice how I use that? I said, 99% of my people, Jesse, they actually trade about every three years. Does that kind of sound- I like that part. That was great. You see, watch this, I didn't ask an open question. I thought a lot of you guys could ask that question.  Three years. Yeah, but Jesse could answer it. I don't know, right?  I'm like trying to figure out where to go next. I actually want Jesse to answer the question, the way that I want him to answer it. And he will if I ask it right. So I say, hey, Jesse, look, so 99% of my customers, they're actually trading in about a three year trade cycle. Does that sound kind of like about you? And notice my head's like doing this. I'm like, does that sound kind of like you? And then he's like, yeah, yeah, I'm like, beautiful. So Jesse, I know this, that my truck's got 87,000 miles on it. And then, you know, let's say that you do go find another truck that's $40,000.  That's right. What's a $40,000? What's the 40,000 mile truck cost? 33, 34, 35 grand? Easy. All right, so okay, so there's $10,000 difference in the money, right? Yeah. Okay, so you're saying the truck has too many miles. So what you're telling me is you want to go spend $10,000 more and another $250 a month in pain. Do me a favor, Mr. Customer, if I didn't have to have you go pay $250 more a month for a lower mile truck, and you didn't have to go spend $10,000 more. And these two trucks looked the same and they were beautiful and they both drove the same. What would be the difference?  The miles are just a digital odometer that's on the dash. Now look, Jesse, it's not the year 2000 or 1995. It's 2020, man. Jesse, we're in the 21st century. If we're in the 21st century, what does that mean? That means technology's through the roof. Jesse, these trucks are rated to run a half a million miles. Everybody right now, these trucks are rated to run a half a million miles. Now, look at me. You're the expert, okay?  So if you're the expert, guys, and say it with conviction, notice when I talk to Jesse, Jesse, do I talk to you like maybe I think that it'll run for, I mean, Jesse should run a really long time. Nah, that's, that guy's dumb. He's gonna get crushed. Right.  It's 2020, Jesse. It's the 21st century. Listen to me. The one thing that you're gonna have to take in consideration is this. Number one, right? In three years from now, you're gonna go trade both of these trucks in, Jesse, and they're both gonna have 100,000 miles on them either way, right or wrong. Right. Jesse says right. And I say beautiful, Jesse. So one of them is gonna have a $25,000 payoff on it, right? And it's still gonna have 100,000 miles. And the other one, divide for 25,000, and it's gonna have a $13,000 payoff. Now, let me ask you a question. What truck do you think's gonna be worth what you owe on it? The $13,000 payoff or the $25,000 payoff when they both got 100,000 miles on it? Andy, my next question, what would you, how would you do it when the guy says, wow, I'm paying cash, I'm not financing? What changes? Hey, Jesse, whether you pay cash or financing is $10,000, $10,000? That's right. Right, so what you're saying is when you say you want lower miles, you're telling me that money is not a concern to you or money is still a concern to you? Money is a concern to me. Right, so if money is a concern to you, Jesse, when three years comes and both of those trucks have 100,000 miles on it, right? Which truck do you think's gonna hold the best money? Yeah, the one that had the more miles. That I saved the most money on, excuse me. No, the one that has the lowest, the one that's worth the most money, right? For the money that you spend, because if, hey, Jesse, if you ride a check today for the car, right? Here's the point, you spend $25,000 with me, right?  The other truck, you pay $35,000 for it, right? You drive it for what, three years, and guess what? You lose $20,000.  You're talking about your own real money, am I right or right? You're right. So the end of the day, how much you spend today and how much your trucks work tomorrow, they're both really important factors, would you agree? I agree. I think looking really closely at this higher-mile truck, Jesse, right here, is gonna show you that the wealthiest people in the world don't buy low-mile vehicles. You know what they buy? Because they know that in the 21st century, cars are made so well. They buy something that has a little bit of miles on it so they can drive down the price point. It's already taken the depreciation, which I love that about you. And by the way, when you called me, you called me because it was a better price, right? So you knew the truck had already been depreciated down. You were just hoping it was as nice as the price tag, am I right? Like, you wanted to get that great price and you wanna make sure that truck was still gonna be like new for you and your family, right or wrong, Jesse? Right, yes, sir. Thank you very much. So the truck's like new for you and your family.   Also, you're gonna win today by having a lower payment, a lower amount of finance, and guess what?  Jesse, I've talked about 19 things on why you could not possibly lose on my truck. Doesn't it feel good to win? Jesse, when's the last time you won the lottery? Have you ever won the lottery? No, sir. Jesse, you just did. You just did, buddy. With me on the phone, write me out. That's why. That's why I'm training with you, my man. That's good, that's great stuff. I'm sure everybody will agree. Yes, so I, listen, and by the way, listen, I wanna explain this to you because this is really important, okay? Everybody knows that nothing works 100% of the time, okay? I need everybody to understand that right now that like nothing works 100% of the time, okay? So if you're a skeptic and you're like, well, I could try that and, you know, I can see that that wouldn't work with the type of customer. Hey, guys, nothing works 100% of the time.  Because I'm gonna tell you this, when me and Jesse were on the phone and it was like, hey, Jesse, the miles, the miles, the miles, the miles, the miles, somebody has to get me off these miles for a minute. Now notice with Jesse, I just didn't ignore his miles and go back to selling my truck. I actually handled Jesse's mind about wanting lower miles. Now Jesse thinks, hey, you know what? Maybe I don't want lower miles. Maybe I just want a really nice truck and you know what, for the first time in my life, I've actually dealt with the salesperson now. It's talking about future expectations, which I've never thought of, which is, hey, what happens when I go to trade it later? Most of the time as salespeople, we want customers to look at the hand in front of their face, which is like, what's happening now? But would, and I love that too. But with Jesse, I needed to fast forward three months, three years from now, and let Jesse look actually today when he does make a purchase, what the hell this trade cycle is gonna look like. Okay, beautiful thing about it is, is that I'll win him over and I will convince him to think the way that I think. And I want everybody to think about this for a second, okay? When I'm talking to Jesse, I have a certain passion level that I talk to Jesse with. That's called conviction. It's really important that everybody understands this, that saying the same thing that I said and taking the conviction and the believability out of it will get you a no at the end of it, okay? One of the things that I would love to teach everybody right now is that you guys have to become an actor. You have to elevate your skill. You have to increase your energy. And by the way, persuasion and influence, how it worked is that it worked by taking the way that you feel and pressing it through to the person that you're talking to. So you're not gonna persuade anybody if you don't raise your energy levels and you don't raise your, actually a motion like the way that you feel about what it is that you're talking about. Does that make sense? Jesse, does that, you understand that? Very much so, man. That's what we're gonna work on October 1st through the 5th every day, 15 hours a day. I love it, bro.  Listen. That's fine. Hey, I wanna tell you, everybody, Jesse did a great job. Jesse, helping out with the miles and guy calls on the miles right now. You took the notes, watched this video. And guys, listen, maybe, hey, Brandon, let me just cut into this. Somebody's like, hey, maybe I missed some of that and I wanna go back and take better notes. How would they do that? Yeah, yeah. All these webinars or trainings we do for the Mastermind meeting are recorded and they're all posted on the site and everyone in this meeting will have access to that so they can go and watch the recording. So they just go to the- Yeah, and let me, I'll pull it up on another window. Yeah, I wanna show everybody here real quick, just in case, man, because listen, I understand. And hey, maybe some of you guys might be working a deal right now and you're kinda watching as it goes. Watch what Brandon does here. He went under courses on the main page. Sorry, I'm moving fast here. So on the main site, you can just go to courses and then the one right here, Elite Mastermind Membership Recordings. Now you do have to be logged in. I'm already logged in. So when you go to your account, you'll have to log into the site with your username and all that stuff.  And then when you click on that one, well, I'm enrolled on a different user so I don't actually have access. But when you're actually enrolled, it'll show you all that. Yeah, and then you basically, it'll show the top recording right there and you just jump into it, am I right? Yeah, let me go actually log out of what I was in. Yeah, I just wanted to show everybody- I'm always testing stuff. Because, and I'm making a point, maybe Dan Frazier was working a deal or Kwaku or Michael Abelos or Celeste, or Brad Simmons, you know what I'm saying? Ryan Brunt, Jadalee. We got Silver Ramsay. Who doesn't love that name, Silver? I got Tyler with us. I'm just making a point. I got Rick Ross, our man, Make Cook. All right, so then when you're actually logged in and you click on it, it'll open up this window. And then all the meetings are posted there that we have recorded. And you can watch them all, scroll through them when you click on one. You got the dates. Yeah, it's done by date and you can open up, it'll show the meeting here and you can make that full screen if we have anything that Andy's holding up, you can see it. And then under materials, there's gonna be the slides that's printed out in a PDF. So you can see what we went over on that particular meeting. I love it. Okay, great, I just- And then this one, we actually had some scripts we were given away. So if you guys wanna grab those. Yeah, you're getting them out. Yeah, I love it, dude. Okay, thank you for going through that. I just wanna make sure, man, like I said, look, sometimes we move kind of fast. Maybe sometimes I say like one word track and you're like, oh man, where's my pen? Where's my pen? And you know, you're trying to write it down and it goes away. And then you're like, oh man, so I kinda understand what he said, but I don't remember exactly word for word how he said it. Guys, I run with lethal word tracks. Listen, some stuff I pull up as I go. You know, obviously I role play every day. So I try to stay really sharp. I try to know that I weaponize my body with my word so as I'm talking to somebody, right? Like I'm not letting them go anywhere. You know, this is my living. This is my career.  Take it really serious. And I love training the top sales people in the world. So I try to give you guys little nuggets and bomb does we train that you can also take and not just use on the phone, but use on the lot. I mean, God, I mean, this same thing we're talking about works on the lot. They can have this conversation with a guy saying, hey, do you know what? I just think the miles are too high. I think we're gonna keep shopping around. Boom. You handle it with this guy right there at that time. You talk about, hey man, you know 99% of my customers think that their trade cycle is about three years. That sound about right? And you're doing this with your head and they're gonna go, yeah, sounds about right. And then guess what? You're gonna say, okay, cool. So what you do today and what happens three years from now for both equally as important, right? And then all of a sudden, bam, man. It's like, I ninja stuff. No salespeople in the world are doing this. None. Andy, I feel like you've got like a flow chart in your head. I was trying to pull up one of like, like, okay, this is not the greatest example. This is just a, I mean, it's irrelevant, but like, here's the starting point. And like Jesse said, they're gonna say price or they're gonna say miles. So when Andy said, he's got the price or miles filled out. So when they say miles, he's gonna say, I'm gonna say this and this. And then they're either gonna say one of these two. And then I'm gonna say this and whatever they say there, I'm gonna say this. And he's gonna close them one way or the other is just walking them down the word tracks to get there. That's beautiful, Brandon. We actually make. Yeah, I was gonna say, we should probably make one of these. I mean, you've got so many word tracks. I mean, we'd have to simplify it. Yeah, but that's great. Yeah, that's really what goes in the head.  And that is the truth. And by the way, there's a lot more things, you know, but I just want to say that those two are common things that we hear a lot. So, hey, I appreciate you, Jesse. That was awesome. Let's get another. Thank you, brother. I'll talk to you soon, man. We love you, bro. All right. Okay, let's see. Who else do we got, Brandon? Okay, let's get another handout. I got another objection I want to put out there. And I got my man, Michael Abelos. Michael, what's up, man? How you doing? Let's see. Mikey, Mike, what's up, dude? What's going on? My man. Okay. All right, Mike. I'm glad you can make time today to be with us. Our beautiful Michael Abelos from Phoenix, Arizona. All right, dude. So are you ready for an objection? Can you hear me okay? Yeah, I can hear you. Okay, man. I want you to impress me today. I got a feeling that you got some ninja stuff ready to come out with me. We're going to climb to the top together with this one today. I want to be the objection. And by the way, I'm going to go back to the, it doesn't matter what the car is. It doesn't matter what the vehicle is. Okay, I don't care about that. This objection is just about how you handle this specific objection. Okay, so Michael, I don't care what car it is. You can make up your own car in your own head. I really don't care about that. My objection is going to be, hey, you know, Mike, I appreciate you and you know, thank you for spending this time with me on the phone and giving me this information. But honestly, you're just too far away from me. Okay, I definitely understand that. Can I ask you a question real quick? Sure, sure, what's going on? All right, if you weren't willing to make the drive where you, would you have made the call? Yeah, no, that's a great question. You know, Mike, I wasn't really sure how exactly how far away you were when I picked up the phone. And I just Google mapped it while we were talking. It's actually about four hours. And I think what I want to do is look around a little bit more locally. And then if I can't find something, I'll look back around to you. Okay, does that sound fair? Yeah, definitely, I totally understand that. But this vehicle, like, I'm sure you found it, you know, through your own search and doing your own research. And I definitely respect that. But this vehicle, you know, is kind of, you know, a little gem that we have here. And you owe it to yourself to at least come take a look before it's gone for good. That's a great word track, Mike. You owe it to yourself. That's beautiful.   But I really think that just due to the distance, look, Mike, I'm a busy work man. I work all the time, four hours. I don't even know where that fits in. So let me just try to look around local and see if I can find one. And then if that doesn't happen, then I'll reach back out to you, okay? So we can try to figure out the details on this time. All right, I understand that. Is there anything I could do for you?  I mean, this is a really, really nice one. I'm sure you've been searching for a while. And when you came across mine, that's what prompted you to call me. You know, and there's not too many of them out there. So is there anything I can do for you? No, I think you've been great, man. I really do. I think I have enough pictures. I think you've been great. And I really think that, you know, we'll be in contact if I don't find one. All right. Mike, write down one word for me. It's one word. Relentless. Relentless. Relentless. Mike, listen, number one, you did a great job.  But don't you think that you owe it to yourself, right? To come take a look at this vehicle, especially if you're that interested in it. I was a great one. You know, Mike hit me with some good stuff. But listen to me. Who's gonna win in the negotiation? Who's gonna win? The person who is better prepared to overcome the objections. Okay, and by the way, great job, Mike. I'm telling you, not right there is 99% better than what most people are on the phone. Listen, I want you to, and if anybody can replay this video, Mike said to me, don't owe it to yourself. And then I said, hey, as busy as I am, Mike, I honestly don't know where I'd find four hours at. Okay, I really don't know. So with that being said, I said it's a time issue for me, Mike. So that, for that reason, I'm gonna look around. So what's my objection now? Time, and Mike, you made a very normal mistake that salespeople do. You went back into selling the car again instead of handling my time objection. Okay. Let's rewind and go back.  I see Brian Brun has his hands up. So what I'm gonna do is I'm gonna let you finish, Mike, and I'm gonna switch over to Ryan. I wanna hear what he has to say before I go any farther. But I wanna give you another shot here. Listen, Michael, relentless, be relentless with me. With in a good way, not in a bad way. In a good way, man. You were doing so great. I feel like the guy was saying, hey, Mike, I'm not interested in your car. Hey, Mike, I'm just too far away and I just don't have the time.  Bam! You can just hit me in the mouth with something that makes me stop in my tracks and makes me change the way that I'm thinking about this time situation. What would that be, Mike? You know what? I'm lost on that one. Okay, hold on. Stay right there, Mike. Hold on. Ryan Brun.  All right. Hold on. Okay. Ryan Brun, my man. You there? Can you hear me, dude? I can hear you. Can you hear me? Yeah. Where you at? You in Phoenix or in California? Yeah, I'm in Phoenix right now. So not too far from Mike. What's that? Not too far from Mike, most likely. Yeah, I love it, man. That's awesome, dude. So are you guys there for good now? Yeah, yeah, we're all settling in. Our AC blowout boat, we're making it. We're making it work. Hey, but you're in Phoenix. That's great, man, and you're sweating to death, which is good. You're getting to lean down. It's like a 24-7 detox, right? Yeah, well sauna going on. Yeah, you got an in-house sauna, man. Who has a built-in in-house sauna? That's amazing. Okay, so listen, so Ryan, I want you, obviously you heard the whole conversation of how to Michael, right? Yeah. And there's one thing I know about you, Ryan. You definitely know the word tracks very well. Am I right or wrong? Yeah, I know you're right. Okay, and Michael Abolos did a great job with the word tracks, didn't he? Oh, absolutely. He blended two of them together, too. Yeah, yeah, and I was like, man, great, great, great.  Which is me saying, hey, listen, Ryan, I really appreciate you, but the fact is, Ryan, I'm four hours away from you.  Going home, feed the kids, do that whole bill. I don't understand how I would make it there in four hours and four hours back. That would be a whole day for me taking off work. So I don't really understand how that would happen. I just really want to look for something closer, and I appreciate the fact that you're willing to try to help me put something together. That's great, man, but it's just not working right now. So if I think of something, I'm gonna get back with you, okay? Absolutely, no, I understand, Andy, and when I hear you say you don't want to make the drive, what I'm hearing is your time is very valuable to you. Am I right or wrong? Great question. Yeah, no, that's exactly right. If your time is valuable, then you need to deal with the professional that respects your time and knows how valuable time works. Look, I sell 90% of my customers one to five hours away. Do you know what that means? It means I have to be extremely good at respecting people's time as well as fast in my job. Now, look, you could drive to your local store five minutes away, but we all know you can't find the perfect vehicle in your own neighborhood. And I guarantee you this, if I had this car cleaned up, gassed up, ready to rock and roll when you got here, it'd be a better car-buying experience as well as a faster car-buying experience, plus the car that you want to buy instead of selling for a car closer to you that ends up costing you more time in the long run. Am I right? Boom, dude, what's up? Boom.  Look, man. Guys, Brandon, what do you think? Did you like it? Yeah, nice. Brandon, that was good. Hey, by the way, listen, remember I said be relentless? Guys, that is a great job. Michael Abelos, I want you to watch this video. As a matter of fact, you guys should get together. You're really close together. It'd be great for you guys to role play together here and there. You guys are really close. But I want to tell you something. Did everybody hear Ryan's words? And listen, hey, look, I love Ryan. Ryan, how old are you, 22? Yep. He's 22. He writes down every single thing I say. He's going to be back again in another Master Closer or when he was here, he took notes like no other. Remember how I said at the very beginning, I said 90% of what's written is retained? I said that for a reason, because I want you guys to understand that if you don't write something down, you can't retain it. You might be watching this right now.  That's what I'm talking about. Guess what?  So like, you know, doesn't it? I mean, don't you see why we're the right place? And then you're like, dude, that is not what I wanted to say. But guess what happens?  Ryan, when he was here, Ryan, how much notes did you pay? I think I took four pages total at the Master Closer seminar. He took so many notes when he was done. As the trainer, I asked him to send me his notes. Yeah. I've just had never seen anything like it. Do me a favor. Listen and learn from everybody. Okay. And one of the things that I've learned from Mike, I mean, from Ryan is that he takes lots of notes. So does Michael. So does Jesse Perez. Every time we don't phone, he sends me a picture of all his notes. And look, hey, maybe I've missing you for a minute just because, you know, we haven't talked yet on the phone call. But I want to tell you this. If you are not impressed with Ryan Brunton's overcoming at how far I am in distance, you're crazy. The way he overcame it was beautiful. It was amazing. It was word for word. And what I was doing is that I was going to be really hard on him. Okay.  Guess what? He didn't, man.  Super proud of you. Thank you, man. Holy cow, man. I love it. Hey, Andy. I was reading another quote that said, the road to success and the road to failure are often the exact same road. Meaning like, you know, you got one guy that's practicing a word track but hasn't mastered it. So, you know, when it comes up, they stumble and they fumble and they can't deliver it. It's the exact same road as someone else that's practicing the exact same word track. But if they can deliver it sharp and crisp and, you know, believable and, you know, with that energy, I mean, it's literally the same road but one can fail miserably, you know. Well, I think, you know, they stumble and then someone can just deliver it sharp and crisp and boom and just leave them speechless and nowhere to go. Love it. That's it. Yeah, I love it. And by the way, you know, Ryan, hey, let me ask you, when you learned that word track, by the way, that word track was about three word tracks combined into one. Am I right or wrong? Yeah. Yeah, I mean, we never trained for that word track, you said, on that hill. We trained over three different word tracks. You put them all together in one and you tied them together, am I right? Yeah. What do we talk about? Tattooing it on your heart, the word track, am I right? Yeah. Okay, tell us real quick, for anybody listening, how do you learn your word tracks? So I'll, if it's from a video, like for example, your master closer son, I'm sorry, can you guys hear that? Yeah, but it's okay.  Yeah, go for it. From like the master or the new negotiation course.  And no, no, it's actually. I'm just kidding, I'm just teasing you. So it's from the master negotiation course. I'll listen to the course full through, so I'll listen to the video the first time, take no notes. Second time, I'll go through, I'll type it out word for word, then I'll go through, I'll print that out, I'll highlight it, and then I'll go through, I'll underline it, and then I'll go through and make my own version of it. That's it. So you're not a second rated version of me, you're a first rated version of yourself, right? And you try to pick words that you're comfortable using, right? Yeah, no, exactly.  Yeah, and you may repeat some things word for word, but there may be some words that you don't use in your vocabulary a lot, so you replace them with your own words. Yeah, exactly. And that's when it gets tattooed on your heart, when you've got one person selling high end cars and one person selling used cars, every situation's a little different, but the main flow is there, so then you can kind of tweak it to your situation, or like an RV dealer, they can sell the same thing, it's the same work tracks, they can just make it work a different way. Yeah, that's it. And by the way, and I'm gonna use this as an analogy real quick, it just made a lot of sense to me, okay? So this weekend, right?  I mean, that's just the way it goes. I never box.  This weekend, we went and we went to Dallas, and I went with this guy, he's like a Navy SEAL, and we literally go down there and do this hard workout, and at the end, he's like, hey, did you guys bring your mouthpiece? I'm like, no, we did not bring your mouthpiece. And he's like, well, good thing is, I've got extras.   And what you mean by that is, Mike Tyson says everybody's got a plan to get hit in the mouth, right? And then usually that plan, if you don't have one, you go lost.  And you train really hard for how to handle that. And I'm extremely impressed with your ability. But what about if you really get hit in the mouth as a human? What are you gonna do? He said, it's the same thing. And I want you to understand what your people are going through whenever they get hit, and they don't know what goes on. So I want you to learn from that. So guess what? We just put the boxing gloves on and all the gear. And guess what?  Just straight up, man.  Just because it was a new experience, I always talk about pushing ourselves and I don't even like fighting or anything that stuff. My point is, is that it taught me how to get uncomfortable and how to get hit and how to keep going. And honestly, it's the same parallel what I just told Mike to say, hey, be freaking relentless. Do not stop, all right? And with that being said, Mike did a beautiful job. It's so great. There was zero combativeness, nada. But guess what happened? On his third round, which is like on the third round of boxing, on his third round, I said, hey, Mike, I appreciate you, man. But look, my time, I just don't have time. And guess what happened? Mike said, ah, I don't know where to go. All right. But then I grabbed Mike, I grabbed Ryan, Ryan was able to come back in and follow it through beautifully with the work track. And guess what? I'm gonna tell you, man, I was back in the game. And now I'm like, hey, Ryan, you know what? I think that's fair. And you know what, let's go ahead and make this work. And then Ryan's like, hey, man, you know, let's do this tomorrow. And then you know what? We just make it happen and people have to give people reasons and excuses why they should do what you want them to do. But you gotta understand sometimes they may say no eight times. If they say no eight times, can you hang in there for the ninth time to get the yes?  This group is going really freaking far, man. And it's beautiful. And I'm watching you guys transform into great salespeople. And the more you dive in, the better you're gonna get. Look, in life, you get whatever you put into something. If you wanna be a great dad, guess what?  You wanna have a great marriage?  You know what I'm saying? You get out of life, whatever you put into it. It's the same with being a successful businessman. Gotta pay the rent in advance. I asked Ryan to explain to him how he learns the war tracks. You don't have to be a rocket scientist to know that Ryan, it took a lot of time. Am I right? Oh yeah, every day. Totally worth it, would you agree? Oh, absolutely. And when you're around other salespeople, I wanna ask this question. Who wants to be uncommon amongst the uncommon? Exactly. I want you to think about that. I walk into stores every day with GMs, owners. I fly out every week. I train all of the United States. And when I walk in, you know who I know I'm gonna run into? The top managers in the store, the top GMs, the top salespeople, boom! Put the smash on them, baby! You know why? Because I train so hard, I'm ready for it. And I want you guys to do the same thing. I love you guys, man. So look, man, hey, it's 1257. You guys kick butt, rock and roll. You have any objections that you want me to overcome? No, I think if you guys enjoyed the phone training, as I've got a hundred more here, we can work on those again next week. Or I can work on something different. I'm in it to do it for you guys. That's all I care about. So hey, Ryan, I appreciate you, dude. I mean it, man. Everybody, I'm grateful for you. You guys are amazing. Kick butt. I hope everybody learned a lot today. Remember, you can watch us over a million, a thousand times. And this is our elite weekly mentorship program, man. I really am grateful that you guys are here. And this is training that no one else would get in the world unless they join with us. So I appreciate you and you guys have a blessed day. Rock and roll. See you guys. Have a great day. Thanks, everyone.


Find the full text of a known article in one search. John M. Fowl Library, Cal State, San Bernardino. Sometimes you end up with a situation where you need the full text of an article and you're offline. You're not in a database. There's nothing to click on. What do you do? Well, let's take a look at some of the scenarios that might come up. You might be looking at the list of references at the end of a scholarly journal article or at the end of a scholarly book like this one and find the perfect article for your topic but nothing to click on. You might also have a handwritten note that somebody gave you or that you wrote down yourself and nowhere to click. And you might also get an assignment for a reading, for a class meeting. Man, this is all you've got. No full text. Ah! Fortunately, there's a very straightforward way to deal with all of these situations and I'm going to show you just how to do that. Let's go back to our first example. OK, what we're looking at here are the notes at the end of a scholarly book. And the title of our article here is Evidence for Neanderthal Jewelry, Modified Whitetailed Eagle Clause at Crepina. The title of the journal is PLOS-1. And then you have some other information there that we'll talk about in just a minute. So this is a really long title. I'm going to use just the first part, Evidence for Neanderthal Jewelry. And how I'm going to use that is I'm going to go to the library's website and enter that first part of the title into our one search. One search actually searches nearly every single database that we have. And we have well over 150 databases here. And it can be very overwhelming if you're just looking for a topic, but when you have a specific article that you're looking for and you've got that title, you can use it to find that full text no matter where we have it. So I've got my search entered. And out of this dropdown menu, I'm going to choose Articles. And that launches an immediate search to find our full text. OK. And there's our article. And we can see that we've got a link here to start finding the full text. I'm going to click on that. And in this screen, at the top, it just repeats our citation information, the title of the article, the authors, and so forth. And the bottom part here, when you scroll down, gives us the links to all the different databases where we can get that full text. And I'm going to just click on that first one. And now we are on a landing page for our article. In this particular database, if we scroll down a little bit, we can see the abstract and then the plain HTML full text down below. We also have up here at the top the PDF or the full text that we can read online or the PDF with the full text that we can download. So you've got a lot of choices here. And that's just the way that this particular database sets it up. All right. I'm going to show you one other option with this particular example. Let me go back to that first screen again. And notice that in addition to the title of the article and the title of the journal, we also have a DOI, a digital object identifier. This is a special number and some letters there that identifies just that one article. And if you prefer to enter that instead of the title, you can do the same search but with the DOI. And so here I've entered the DOI. And again, we will click on articles. And again, we find our full text in the same way. Going on to our second example, the handwritten note. Here, the title of the article is Undormancy Strategies and Tardigrades. You've got your author. And you've got the journal that it's in, the Journal of Insect Physiology, your volume, your issue, and your pages. OK, let's run a search for this one. Again, I'm going to one search. And I'm putting in the complete title this time because it's a relatively short one. Again, I'm going to click on articles. And a search is launched. And once again, we find our article and we have the full text available link. And we get one of those screens that we saw before with a repeat of what we're looking for there up at the top and then the links to the databases down below. In this case, it's only in one of our databases, Science Direct Journals. And so I'm going to click on that. And off we go to that different database. And although it looks very different, the database is trying to do that same job of getting that full text to you. You have the download PDF right up here. And you can scroll down and see the abstract and then the plain HTML text down below there. All right, our third example is the assigned reading for the next class meeting. So here, we're seeing the authors, the title of the article, touching a teddy bear, mitigates negative effects of social exclusion to increase pro-social behavior. That's a long one. And this is the journal, Social Psychology and Personality Science, the volume, the issue, and the pages. OK, since we have such a long title here, what we can do and because maybe the first part of the title is not that distinctive in its words, we're going to do a combination search of part of the title and one of the author's last names, just another strategy that you can use. And back to one search. And so we put in touching a teddy bear and the last name, Zheng, and search articles. And again, there's our article with full text available. And just as we saw before, we have the link now to a different database where the full text for this article lives. And here's the landing page for this article in this particular database. You can scroll down and see the abstract and the plain HTML text after that. And then down here in the bottom, we've got the button that lets you download the PDF. I want to show you one other example that we haven't looked at yet. What happens when you don't find the full text? And let me go to the library's website. And this time, I'm going to put in another combination search. Laughter Therapy is the title of the article. And it's by a fellow named George Winter. Click on Articles. OK, so we found a match for what we typed in. But instead of full text available, we're getting delivery options.  I'm going to click on Delivery Options. And it's telling you that we do not have a copy of this available in full text. It gives you a suggestion that you might check for a free version in Google Scholar. Sometimes you get lucky. Let's see if we do. And we're not getting lucky here. These are different titles. And we're not seeing any HTML or PDF over here. OK, so we're going to back up. And we'll go with the second suggestion. Get this article through Interlibrary Loan. Notice over here that it gives you a reminder that the PDFs of the full text will be delivered to your account. And that's your Interlibrary Loan account in two to three working days. There's no charge for that. So if you do get in a situation where you find Delivery Options instead of full text available, you can still get that article if you order it through our Interlibrary Loan service. And that is the end of the video. Find the full text of a known article in one search. Good luck with your research.


Hey friends, this is Dan and Stephanie Burke. You're watching behind the scenes Divine Intimacy Radio. We're going to be talking about a secret to help you with your prayer life in a minute and one that's helped me from early on and really helped me to get my prayer life moving and one that still helps Stephanie. So we'll talk to you about that in a minute. So stay tuned. I want to tell you about a couple of opportunities coming up. One is a webinar on purgatory. What is purgatory? I'm a senior pope from the Archdiocese of Washington, DC and my own son, Jordan Burke, who is a fantastic host. I might have seen him recently with Father McManus on What is a Ghost? So what is purgatory? If you want to sign up for that webinar, which is free, it will only cost you your time. SpiritalDirection.com forward slash events. What is purgatory? Father of MonsignorPopeSpiritalDirection.com forward slash events. The next one is our 2023 summit and we'll jump into the show. I'll tell you about this. The Marian Mystery and the Triumph of the Immaculate Heart. It's going to be at the Shrine of the Most Blessed Sacrament in Hansville, Alabama. If you have not seen it, it is off the charts. Amazing. Spectacular. It's a better word for it. Yeah, I mean, we've been all over the world and it is up there with world sites, of course, built by Mother Angelica and she's, her body is there. And has the second largest monstrance in the world. Second largest monstrance in the world, which is almost eight feet tall, I think. It's amazing. It's beautiful. So anyway, the Bishop William Kerry, Claire Dwyer, Father John Burns, Father Ignatius Schweitzer, Sister Regina Marie Gorman will be all speaking on the Triumph of the Immaculate Heart, which we're all wanting to happen now. Kind of hoping we cancel the summit because it happens. And then we don't have to talk about it anymore. We just live it. So anyway, I'm kidding. Spiritsledirection.com forward slash event. Okay, so let's go ahead and jump into our show. On your mark, get set, go! This is Dan of Stephanie Burke. Welcome to Divine Intimacy Radio, your Radio Haven of Rest. Your Hermitage of the Heart. Your Monastery of the Mind where we lift our hearts and minds to heaven to draw upon the wisdom of the saints to help us navigate through this dark valley that we're in. And today we're going to talk about a secret that does light up the darkness and that does help you with prayer. And I'm going to start with you, Steph. Well, I'll tell a little bit of me and then I'm going to go to you. I started my prayer life, serious prayer life, as a Catholic when I was in seminary. Well, no, I wasn't a Catholic. I was an Anglican seminarian at the time.  And that was the beginning of my sacred space thing. And it really, the candles are mesmerizing like because of their beauty, their simplicity, but they're always changing. So I no longer use candles, but you still do at your altar. So it helped me a ton. But you've got, I think, 3422 candles on your altar. Is that true? Not true. Okay. Not true. But mine have become part of it is a is a votive offering because I do have a kind of elaborate sacred space that's developed over the over the years with very precious things that I've collected, an antique crucifix that's breathtaking and the icon from our honeymoon that we got at the top of the Vatican and things like that. And so the little votives that I use, I like them every morning as I go into prayer. And they also draw my heart to the saints to our Lord. And it is truly a light in the darkness because I pray in the dark. Yes, I use no lights. I really want to be in that darkness. It's very conducive to prayer. Do you ever focus on a candle if you're struggling with your distractions or how do they candle? I mean, it's beautiful, of course. It's more beautiful. I don't know if I'm inspired. On occasion I have. I can't say that I linger there mostly because I have it needed to. But for me, it's a votive offering and it's that light in the darkness that is just so extraordinary. So that's how it is. The church in ancient times, of course, is used candles to light things like bring light, but also with the recognition that this kind of light has the ability to draw us to prayer and to focus on prayer, just like church architecture and all the other things that are beautiful can help us in the most difficult thing about prayer, which is paying attention and not getting drawn away from distractions by distractions. So we have a friend, a new friend. Her name is Anna Camacho that's joining us joining us on the show today. Why don't you tell folks about Anna? Okay. Anna has been hand crafting Catholic candles since 2019 when she started Korda after St. Joseph gave her the nudge. Korda brings the light of the saints to the domestic church. This family run Catholic business helps folks create a place of peace and prayer with handcrafted candles featuring custom sense directly inspired by the saints and the faith. In addition to candles, artisans and spouses, Anna and Michael are also working to craft a meaningful Catholic business grounded in generosity. Welcome, Anna. Thank you.  Two, if you're going to buy it from anybody, why wouldn't you buy it from somebody who's faithful? But I do have a question for you, Anna, to start out. You said you're crafting, hand crafting Catholic candles. Now candles do not have souls. So how is it that they're Catholic candles? I don't understand. Oh, you got me, Dan. One of the things that is unique about what I try to do with the candles that I make is that the actual experience of burning the candle is itself Catholic. So it's not just, there's a pretty picture on the outside or maybe even a prayer to the saint just on the outside of the glass, but it's actually lighting that candle and having the fragrance come into your space and surround you that is itself tied to the faith. And that's because every single scent that we have, I've custom blended and taken basically the life of a saint and translated that into scent. So you have this physical kind of connection to them and also this kind of window into their life and into their heart in this kind of tangible way, which as you guys were mentioning, you know, we all need sacramentals, right? Things that we love the theology of the body like that connect us physically to God and to other people. You know, this on top of the secret of the candle flame to one of the things you mentioned, I've also used when I was first starting out in prayer, just because I'm easily distracted, my mind is goes like crazy. I used to use incense, but in this case, you have both in one. What's interesting to me, I'm curious how you deal with the the scent itself because the scent, the purchase of the scent is expensive. The wax is fairly inexpensive, but the sense more and the reason I know is because I used to make them myself because I was tired of paying crazy prices. And then also I discovered that the secular stores, they will put like a layer of heavy scent on the top and then it disappears as you get in the candle and you only sort of notice if you're paying attention, which I did because I was praying and I thought these guys are ripping us off, right? But you don't do that.  So is it blended through 100% of the wax? It is, yeah. And yeah, it's so funny to hear you bring up that stuff. It sounds like you're working for the wrong team here, Dan. We're on the same team. Yeah, it is interesting. I think probably any time you're trying to do something good, right? There's this kind of opportunity, opportunity after opportunity where you have to decide do I do what's right or can I just cut a little corner here or no one will really notice or that sort of thing. And that's from day one. What kind of ingredients am I going to use? What type of businesses am I going to buy from? How am I actually going to make that? How am I going to treat employees? How am I going to treat our customers? It's just layers upon layers upon layers of how can you, in a very concrete circumstance, do what is good and right for others, for God, for the world, for yourself, for your family. And that's one of the challenges, but also the joys, I think, of running your own business. And I'm sure you see this, too, with Avala Institute, with the radio program. You're constantly trying to say, do I choose virtue or something else? Yes. Great. Well, I want to get to St. Joseph. I love St. Joseph. I love it when our community consecrated ourselves to St. Joseph. So what does it mean when you say he founded your business? Tell us about that story. Oh, I love St. Joseph, too. So you may have to stop me if I go on too long. Joseph, I'm sure you all know, is the future and say that people who are looking for work are currently unemployed. And before quarter, I have lots of different jobs. The ones I was in at the time, I was just in front of a screen just all day, every day, clicking buttons, kind of moving things from point A to point B.  And I just couldn't figure out what that was. So I just went to Joseph, right? And I was like, this is your area. I have no idea what I want to do. I have no idea what I could do, but I want to please let it be creative and with my hands. And I prayed that prayer to him for six years.  Just not the right job for me. And just there's something really beautiful, I think when you have a petition that you just have to entrust over and over and over and over again, right? And it's sort of the act of praying itself, the act of surrendering it, the act of saying, okay, this isn't in my hands. It's in yours. I have this desire in my heart, but I don't know what you want. And just laying that kind of at the feet of Joseph to take to our Lord over all of these years. And so just really waiting to see what he would come back to me with is kind of the way that I looked at it. And then one day I was not praying to St. Joseph about that at all.  And just really telling him thank you for his example and his love for the Holy Family. And it was literally in that moment when the idea for quarter came into my head. Recipes, so to speak, for like four different, you know, scent, candle, same combinations came into my head like all at once kind of out of the blue. And I know for a fact like this isn't something that, you know, I just threw together, came up with, it really does feel like a gift. And it feels like something that I've been kind of given the opportunity to do but also been asked to do. And so I feel like St. Joseph's been driving the bus the whole time and I'm just kind of along for the ride. That's really, really beautiful. And all the more because you weren't asking at that moment, you were actually in thanksgiving to him for being a good spiritual father to you and to your family. It's really extraordinarily beautiful. And it's a testimony to that moment when we surrender. And when we surrender is generally when the answer really comes because there's this laying down of our life and our hopes and our dreams and just saying I'm okay with what is and I surrender this and I leave it to God's perfect timing. And it certainly sounds like that was what was happening for you. That's beautiful. Hey, folks, we're going to head into the break. If you're wondering where Stephanie and I are going to be next or other opportunities for spiritual growth and formation, head out to spiritualdirection.com forward slash events or just spiritualdirection.com. In general, we have thousands of articles, videos, all sorts of things to help you to grow in your faith after the break. We'll be back again with Anna Camacho talking about this beautiful craft and turned into business of helping us to make our lives more beautiful both visually and in terms of olfactory stimulation. You want to know what that is? Return after the break. Okay. 1245 on your markets that go. Well, you know it before we do that. For those who are live or live streaming with us. I want to tell you about and one more opportunity. This will be the last one for the day. Introduction to spiritual theology. It's Friday, November 25th is when the class begins at 830 p.m. Eastern. It is a graduate level course and it's a disciplined exploration of sacred action into the sciences and the life of the church today. One of the most vital sciences, spiritual theology, which is really about holiness, relationship with God, mystical experience, progress of prayer, all these awesome realities that really the Avala foundation, Avala Institute is built around all that we do. So check that out at Avala-institute.org. Okay. You ready? Any more technical? This is Dan and Stephanie Burke. Welcome back to Divine Intimacy Radio. We're talking about one of the secrets to helping you to grow in your faith and in your prayer life. And you may think it's a little funny, but it's not. We're dead serious about it because we have them all over the retreat center. We have them on our own altar up in the chapel, of course, which is normal, but on Stephanie's altar. And that is that they are candles. But in this case, we're talking to a woman who is dedicating her life to making these beautiful scents and sites for us. And it's not just a business, a Catholic business. It's a mission for her.  Well, I want to take a moment and read the names of these candles because it's just really beautiful. And it's going to lead into the question. And you're going to have the listeners and viewers smell them. Yes. This is a scratch and sniff episode. So don't scratch your iPhone, though. It'll look weird.  I guess. So, pardon me. So we have the Cloistered Heart, which is inspired by St. Elizabeth of the Trinity, which you and I are in the middle of that arena. But you should read the back of this. This is kind of interesting. Okay. Well, just for this one, I'm not going to read it for all of them. So it says contemplative sense of cherry and violet are inspired by St. Elizabeth of the Trinity. Beautiful, you know, so contemplative sense. So then we have Shower of Roses, which is inspired of course, St. Therese. I knew, like the minute I heard the whole concept, I thought Therese is easy. Okay. I don't know how you do the other ones, but Therese. Okay. Okay. Here's another one. You might know it. Mystic Bliss. Oh, is you talking Teresa of Avila? Well, I got, so she helped me into the church. So I have to, I have to smell this. I'm sorry that our audience doesn't get to smell it. Okay. Okay. Does it have? Of course. It's very girly. Yeah. Roses in winter, which of course roses in winter. That's the clue. There are roses, but it's in wintertime. So that's our Lady of Guadalupe. Okay. Because the roses were miraculous because they were blooming in the middle of winter. Oh, that's right. Very cool. Our Lady of the Annunciation. That's fiat. We have night prayer, which is compland. But I want to ask her question. Oh, go ahead. I'm not done. I'm going to ask a question. I want to ask a question. Morning prayer. Lads. Okay. We have St. Padre Pio marked by love. Oh, see, let me smell it. No, no. Listen to the name. This is awesome. Okay. Padre Pio marked by love. He had the stick. Wow. This is so smart. This is so creative. Oh, I love this one too. Wait. St. Michael the Archangel. Ooh. You know what the name is? What? Battlecry. Ooh, look at that. And then we have... If I'm practicing mixed martial arts, I should burn this candle. This is another favorite for me, especially at three o'clock in the morning. Yeah. When I'm praying this over and over again. What? And that is a font of mercy. Uh-huh. It's the Divine Mercy Chaplet. So I love this. I love it. Can I ask you a question since you got to read all those? I guess so. So I want to add... Do you have any manly scents? Like, you know, have you ever seen... Battlecry? Like beard balm? Yeah.  What have you got on the manly side? We have quite a few men. So starting kind of from the top, bless up here, Georgia for Saudi is mountain air and pipe tobacco. Oh, there you go. Of course, we've got St. Michael. It is Battlecry. Mm-hmm. We have Carpenter Shop for St. Joseph, which is leather and sawdust. Mm-hmm. We have Martin... I got to say there was something very cool. So we have a workshop here. We have 64 acres. Oh, good. And it's the home base of the Aval Institute, the community of Apostoli d'A. And we have St. Joseph's workshop here, of course, that Georgia and Jordan made this awesome sign that says St. Joseph's workshop. So we have to get the candle just to burn in the workshop. Mm-hmm. All right. Okay, awesome. So here's the real question, right? Is how do you figure out how to put a saint into a candle? Like a saint into a candle? Like, how do you decide that? Yeah, it's my favorite part of the process to be honest with you, because it starts with just really getting to know a saint. And when I first started, I started with all my favorites, right?  But, and you do, right? Like, we all kind of have these sound bite versions of saints that we've picked up, or we've heard bits and pieces of their life. But when you start with anything that the church has given us on them, like their litanies, you know, which is just title after title after title of these holy men and women, or a novena to them, or with the saints we have their homilies from their theatrications and their canonizations, and just all the riches of the church that the church has gathered about their lives, and then there's books about them, there's books by them, and it's actually, you kind of have to rein yourself in a little bit, because if I could just read and learn about the saints all day, I would. And it's really, you have to go in, or what I've found is you really have to go in just wanting to get to know them, to really say like, help me draw closer to you so that you can draw me closer to Christ, and see it as an act of prayer.  There's actually so many different meanings with it, but if we just look at the violet, when she was a teenager, before she entered Carmel, she started writing poetry, which she continued throughout her life, and she would use this like bright, vibrant purple ink, you know, this violet ink, which you can just imagine like a girl today with her journal, like I want the purple pen, you know, and she's writing away, and I just love that about her. And then what I learned kind of diving into her life is, violets are actually a symbol of the Trinity. So there's kind of this prefigurement of what her religious name would be, and all of her mystical writings, and everything, and so from kind of medieval times that the violet was used to symbolize the Trinity, and so just kind of packing all of this meaning into the sense, and then, but even if you have the idea, right, like, oh, this would just make a good, first it has to smell good together, right? And it has to have this connection, but then you still have all the science of piano making, and you can't just throw things together. So there's a lot, a lot of trial and error that goes into it too, and you just kind of have to, you know, give it everything you've got, and also at the same time, know that none of it may work. Just like find a place of peace with that, and I always just trust it to them. I'm like, look, if you want a candle, you know, so-and-so, if it would be good to have a candle for you so that people can learn more about you, like, let's do it. If it's not the right time, that's okay too.  I think you could have an effect on other people that might pique their curiosity about the faith. Yeah, I think this is really beautiful. So I want to hear from you. What are some practical ways to integrate the sacred, pardon me, the sacred and the secular into our life? You know, how do we, what are some thoughts on that? Yeah, I mean, I think the first thing is really just to realize the church has done that for us in so many ways, right? Like holy water is now sacred, candles are sacred, we use them on the altar, you know, we use them at sacraments like you were saying, like the whole world has already been caught up in all that is good and holy, and so we can do that kind of in our own domestic churches in very simple ways. And you were talking about, you know, just having a picture, right? Like something that, whether you're sitting down with it or you're just walking past it, you know, during your day and you catch it out of the corner of your eye, just kind of having things here and there that bring your thoughts like to what is beyond this earth is really helpful having sense, having just physical things around you to connect to the faith. And it doesn't have to be over the head, right? Like you don't have to have 30 crucifixes on your wall in order to do that. And one of the things that I love thinking about is what did the Holy Family's home look like? Because they wouldn't have had rosaries. They wouldn't have had crucifixes. You know, they didn't have pictures of the saints. And the Jewish faith is so rich and, you know, you have these little moments, you know, at the door posts or the oil lamp on the table that bring you back to God. But it doesn't have to be like an explosion in your house. And that's one of the things that, you know, with the candles, we really wanted to lead with beauty. It was the intentionality behind the design itself and exactly what you were saying where... I'm sure you guys have, I have many people that I love dearly who have stopped practicing. But you can share things with them that connect to the faith without hitting them over the head, right? And beauty is such a good way to do that. So that's why we don't have pictures of the saints or prayers or anything on the candles itself because you can just be like, here's this great candle that I found.  And then if they're like, hey, that scent is really great. You can be like, well, actually it's connected to this person. And I'd love to tell you about them. And here's their whole life story. And that's what you're enjoying, you know, that it's letting, it's kind of like opening the side door to the faith in a way that, you know, we can all connect around just a really cool person who lived, you know. That's awesome.  Do you have some of those stories in there of how you did that? Cause I think that would be incredibly fascinating. I'd probably spend all day on your site reading it and then order one of everything. So from your nod, I take it it's on there, right? Yeah. Every single page has all that background on what went into the scent, who this person was. We also have blog posts where, and then we're also building out, we're going to start adding our favorite resources. So for instance, like for Joseph, here's my favorite books. Here's my favorite prayers. Here's my favorite pieces of art. Like if you just want to really get to know him better, like here's some places to start. So keep an eye out for those things coming in as well. Beautiful. So we'll head out to cordacandles.com. And until next time, we're going to have to wrap up. So until next time, may the God of peace make you perfect in holiness. May he preserve you whole and entire spirit, soul and body irreproachable at the coming of our Lord Jesus Christ. Amen. Anna, thank you so much for the cool work that you're doing. It is. It's really awesome. Beautiful work. Thank you. It probably was a holy spirit nudge because we've never, of course, done this on Divine Intimacy Radio, but I thought, why not? It's interesting. And it's, your whole concept is interesting. And I, you know, I just like the.


The Hyper-Electric Global Forum is an annual event that convenes developers, maintainers, enterprises, anybody that's interested in the technology. No matter where you are in the learning curve or the experience curve of what blockchain-based technology can do for you in your context, there is something for you here. The tone of the conference is probably one of its real strengths.  There's a recognition that we're all here together to drive forward the productive development of this technology and its productive use. What I'm hoping to take away from it is these are these amazing things that we can do. How can we apply it and really find this is use cases that match up to it that really drive social impact. Getting that scalability reliability and really transitioning it to the production environments. We're not just talking about it and thinking about it like we're going to do this, but we're doing this. And we're doing it in a way that it's real, it's impactful, and it's going to drive value for all of our participants within this community. Blockchain had a little bit of a bad rap because of where it started in the cryptocurrency space. I think we in the hyperledger community can change that. The community itself can set the standard to create an inclusive environment, show what can be done when a community comes together with mindfulness, welcoming, inclusiveness, and says all are welcome here. There's a big focus on diversity and inclusion, which I think is great. I think the sponsors have really done a good job in making sure that that theme is perpetuated throughout the different events of the conference. And it's good to see people from all over the world who are so passionate about this technology come together and talk about the latest events of the year. Accenture has been a part of hyperledger since the very beginning. We were a founding member and a premier member from day one. We really recognize that blockchain is a team sport and that bringing a community together to create the best software for enterprise use was imperative. We're taking real business away from this, right? The relationships we're forming, the opportunities we're exploring, we are actually coming up with phenomenal ideas that turn into real work. We see diversity as a core business objective and we see that shared value in the hyperledger organization. Coming here and being able to connect with people has really expanded my knowledge like really quickly. I'm definitely meeting with people that are interested in things that are sort of similar to the efforts that we're trying to do around credentials to help people move forward and get jobs. Here I find people actually starting discussions and conversations and meeting some of the people behind the conversations that you're having online is always helpful. So coming to an event like this, you're meeting the people building the products that you're, you know, people are inquisitive of but you're also making the right network so that way you can build the solutions for whatever you want to plan next. You know based on the power of what this technology can do, we're on the cusp of a massive transformation. You need to be able to tap into the latest thinking. You need to implicitly in what this technology is all about is connecting multiple parties together to find, you know, value and shared access to data business logic and these ecosystems. If you don't have venues to develop those relationships, hear about the latest ideas, you share your ideas and get great feedback, get questions answered and you're missing out. Accenture is incredibly proud to sponsor the Hyperledic Global Forum and we will continue to do so at the highest levels. We have a ton of fun at these events from trivia nights to evening cocktails and dinner in interesting locations, being in cool cities and cool places. There's an incredible amount of thought and planning that goes into the experience. Paired with that, I have grown to expect an incredibly high quality event with incredibly cool people and great conversations and so far that's exactly what's been happening. There's nothing that can replicate a face-to-face interaction where great ideas are being generated. So I think each one of us has a story to tell. If you are serious about blockchain technology, I really don't know how you can't be here. It is four days of rich content, great networking and an ability to really see the future. Don't miss out. This is the place you need to be.


Hello you guys, I am so excited for this video. This has been a video I've been waiting to film for like a month now and it is finally here. It is the empty house tour and I'm gonna be sharing with you guys the entire space, all 5,000 square feet of this house, which is crazy. So let's just head on in. We have so much to go over and I wanna share with you of course everything. This first area is the courtyard, which is unreal. I have a courtyard, you guys. Who has a courtyard? Like I am so thankful to have something like this. It is so beautiful. We have palm trees in here. There's a fountain in here and the previous owners had a ton of potted plants in here as well, which I definitely wanna emulate that look. This is an area that leads to just one of the units. The other side leads to the other unit. So let's head on in to our lower level and I'm gonna share with you guys that space first. Okay guys, so we're gonna step down into the living room. So the door is right behind us and this is the living room through this archway here. Now this living room is beautiful.  Now this fireplace actually features batch elder tile work which is like a prestigious tile worker in Los Angeles. And I love that it features this. It's actually been restored as well because it was originally fully painted over with this red paint. So they completely restored it and I love, love, love the way that this fireplace looks. It's fully working as well.  So like big tables, cameras and just like an area where it's really bright, it's open and I could film content in this space. And something else to also note is there are some wood beams here. I'm not too sure if these ones are original because the original beams in the top unit seem more original. That's this living room. I mean, it's great. It has like an egg shaped window as well which is really fun. So let's head into the dining room area.  Every single light fixture is crazy. So we have this one, which is kind of fun. I mean, I like how the yellow matches the yellow of this dining space. Again, we have the wood beams happening in here and something about the yellow in here makes me wanna keep it. I actually really enjoy the yellow in this space. Something that's kind of fun is that all of the windows were actually completely redone but if you open them, you guys, you can hear the fountain. So like if you're working in here or in the living room over there, you can hear the fountain from the courtyard which I love. But then when you close it, it's just... So through this area is our breakfast nook. I love these fluted doors by the way. This is an olive branch light pendant. Like so funky and different. I actually really like this one. So I think I might keep this and try to work with it. But this space is so cute. It has like this really pretty kind of cut in ceiling detail. We have the window trim and some trim work around the areas here but I absolutely love this like triple arch detail. So we have like some built-ins on either side with these skinny arch cutouts which I think it's gonna be so fun to style these areas with some decor. And then working through here is the kitchen. So in here, we have all of the original tile from 1929. It is green with black and then we have yellow. So in here, I'm not too sure exactly what I wanna do for this space. I love the green tile and the black but I'm not a huge fan of the yellow and I actually like how they use the yellow on the countertop and backsplash because I'm considering pulling out all of the yellow and putting in marble here but then keeping the green, that way we still have some of the original mixed with a little bit of a newer kind of modern take and all of the cabinet tree down here, it really needs updated as well. Like as you guys can see, the drawers are like falling apart. So this is definitely gonna be a large work in progress space but it is a really cute kitchen. Again, with the insane light fixtures, this is such a large fixture for this kitchen. I don't know whoever was thinking this was good idea, it wasn't. But then we're working our way into here which is the laundry room and you guys just the architectural interest that we have going on like this and we have a shelf but then we have all the coved ceilings over here like all of these coves. It's just such a beautiful space. It's a little spooky in here at the moment. We have some yellow door trim over there and some scary vinyl flooring but this is gonna be a laundry room that I really think we could like just bring to life. I'm very excited to work on this area. So then we're gonna work over to this side of the kitchen which is considered the butler's pantry but I just feel like it's kind of an extension of the kitchen because that kitchen area is pretty small but we have a bunch of upper cabinets, another countertop and then some lower cabinets and more of that tile work which I love how there's so much of it. And then working our way into the hallway area this is the first bedroom which is actually pretty large room. I actually plan to utilize this room as like in my storage room. So currently I have that studio space in the apartment. I'm gonna convert that into here and this room is a little bit larger which is nice. There are two closet spaces in this room as well. We have a walk-in closet behind the door here and then there's a little alcove over on the left side that just has some drawers but let's go ahead and head into a really cool bathroom that's in this space which I'm not exactly sure if I'm going to renovate yet or if I'm going to keep but it is such a beautiful space you guys. Look at this pink and yellow bathroom. So this bathroom features like original 1929 tile work but the thing is, is that a lot of it is broken. A lot of it has been replaced. The colors don't match. There's just a lot of imperfection in this bathroom if that makes sense and I can't tell if I can live with it or not. Like I don't know if I want to renovate it and make it a more beautiful, more functional space or if I want to keep it authentic. So that's going to be something I'm going to have to kind of figure out and I'd love your guys' help with that too. I really want you guys to be a huge part of the process but let's head into some of the bedrooms. Right outside of the pink bathroom which is right in front of me, there are two really small closets as well on each side just linen closets that have these little decals on them that are so cute because they're across all the doors in both units. So I love how that brings in just a little bit of like cohesivity to the space and then this light is the most beautiful light in both units. It's an alabaster pendant. It's from 1920 and I think it weighs like a hundred pounds. It's such a beautiful piece. I actually might want to relocate it to somewhere where it's more visible but working our way over here, we have another closet just like a general, you know, closet to store stuff in and we do have some additional storage space here. This is like a full built-in area but I love how it has a little wood motifs on it. It's just super cute. Here is the primary bedroom. So this is the large primary bedroom of the bottom unit. The light fixture again, look at how crazy that is you guys. Like I don't even know what it is. It's like glass bubbles with brass but this bedroom is beautiful. I love how it has this like pop out bay window. There's so much lighting happening in here. We have a window over on the other side as well and then right over here is the closet. So these open up. Now this actually has original, I forget what these are called but it's where you're supposed to put your sweater so that moths don't get to them. It's like a cedar chest and I remember the owners telling me that this was like a pretty interesting element of this apartment. We're gonna be walking out here and into the last bedroom which has a bathroom in it as well. This one's the smallest bedroom but it's still super nice. It has a bunch of windows, three on this side and two over here. We have a walk-in closet and something else you guys might notice is that there's a bunch of rugs in the space. I don't know if you could see them or not but the owners left all the rugs and told me I can keep them if I want to or do whatever I want with them. And then we have this really pretty stained glass pendant. I actually love this. I think I wanna keep it in this space because I feel like it's pretty for a guest room. And then last but not least in this unit is this pink and green bathroom. It needs work you guys. Like all the tiles broken. It is completely like mismatched. All of the bars are broken as well. It's like really, really damaged in here. So I'm feeling like this bathroom is gonna have to be redone sadly and the bathtub's also in really bad condition. So that is the bottom unit. So let's go ahead and head into the top unit which is the one that we're primarily gonna be living in and then the lower unit is gonna be the one that's kinda gonna be Lone Fox Workshop. I don't even know what it's gonna be. We'll have to see. We're outside of the upstairs unit and we are going to head on in. Now something I didn't really tell you guys about which I should have probably mentioned is that I actually am planning on opening up the wall here. So the wall I wanna open up right around here with a big arch right when you walk in and this actually connects up to the other side of the living room. So that first space we walked in with the egg window, this is one of those living room walls and I wanna connect them up that way. So that's my ideas for that. But then there is this nice grand stairwell that leads to the upstairs unit and this stairwell just feels so amazing. Like it has all of these coved ceilings.  I love it so much. But we are gonna head on into the living room. You guys are not ready for what is around the corner. This is why I bought this place. This is what I've been waiting to share with you and this is the living room. This is going to be what I'm actually utilizing as the living room and it is so grand. Like I love the cathedral ceiling. The cathedral ceiling also features like original stenciling and it's in such a beautiful color. It's like green, red, and orange. I don't know. I think there's something about the ceiling. All the homes I looked at needed to have some form of like architectural interest in one of the ceiling lines. And this is the one that did it for me. I loved it so, so much. There's so many windows in here as well. And there's the stained glass window as well, which I'm not sure if I'm gonna keep that just because it doesn't provide too much light. And I wanna have more of like open windows where you can see out. They're not original, by the way. And then over here, I love this space too. It's like a little nook off the living room. But I wanna turn this into my office area. So where I edit, and I might have like a desk right here with some bookcases behind, but this also has the original beams in it with the stenciling on it. And there are actually two like arched built-ins on either side, which you guys can't see, but I'll put some B-roll clips. Right over here is a balcony. Freaking balcony. And so I wanna put a bunch of plants on here because sadly, with this apartment, it doesn't have as much like nature and greenery outside of the windows as my old one. So that is the living room, you guys.  We have another cute built-in right over here. And then working our way into the hallway area. There's just a little hall closet or kind of like a little cleaning closet, if you will, and a window in the closet. We love that. And then this is the dining space. So I actually, when looking at this place, was considering ripping out all three walls in here, but they're all structural. So it's gonna cost me over $100,000 to have all three walls removed. And with that, it was also going to require me to basically demolish the entire kitchen underneath so that they could reinforce the walls. And I just said, you know what, I'm not gonna do that. I think I'd rather just keep this as a dining room and have the kitchen a little bit more separated. So this dining room also features original beams. And we have another funky like fixture in here. And then right over on this side, we have a balcony. And this balcony leads to the courtyard. You guys, I feel like Rapunzel. Like I'm gonna let down my long hair. I don't know, there's just something about this. Like I feel like I'm in Italy or something and I'm just sitting up here. I wanna like give out Halloween candy. So whoever decided to make these made them for a microscopic person because it's very hard to freaking fit through. This is the breakfast note area. So this is directly above what was the green breakfast note below. And it's really the same exact layout. It has the same ceiling details. It has our triple arch over here. And then this archway leads directly into the kitchen. And something you're gonna notice about this kitchen is that it is much more renovated than the one below. This one's like completely redone. It has brand new cabinetry in it. It is the same exact layout. But I will say that the renovations made in this apartment were a little iffy. Like I don't love the tile choice that they opted for. I do love the cabinets. I think that they're really beautiful. Countertops, gotta go. Other than that, I mean, it's a pretty great base. And again, we have what's behind me is like an arched tile wall. And it's just so visually graphic. I wanna put like a really pretty tile on it so it looks even crazier. Over here is a butler's pantry, which is again similar to the lower unit, completely redone. Like even the microwave is built into this one. I don't know if you can see that, but the microwave's in there and the cabinets are really nice. I think I'm just gonna go ahead and paint them because they're a little boring and bland as white, but I do love how they install the cabinets. And we have this little coffee bar area as well. And then this leads out into the hallway. Now you guys are probably gonna be able to tell that these are similar layouts because it's exactly the same. So in the hallway, we have our first bedroom, which you might tell that this one's very orange because the neighbor's house is literally neon red and it bounces back in here a bright orange. So if any of you guys have any ideas on how to counteract that like red bounce back, I'd actually love to know because it happens in this bedroom and then the bedroom below, which is gonna be the lone fox like studio area. But I love how they literally like installed TV plugs in here. It really is an updated unit, but they kept all the character, which is really nice. So this one again, it has kind of that little alcove over here, which has some shelving. And then right behind, we have a walk-in closet behind the door. And this room has a pop out bay window as well, which is a little different. The lower one doesn't. And then we work our way out. And this hallway is really fun because there is a stained glass window up here, which is interesting. Delighting again, you guys. What is this light? Literally what is this? We have some stained glass up here. I want to replace that and actually extend it out longer and put like legit stained glass in it as opposed to this, what looks like millifory or whatever that type of glass is. It kind of reminds me of that, but it's not my favorite. So then over here, this is where the pink bathroom was in the lower unit, but this bathroom, of course, has been renovated. They put these sconces on the wall, which aren't even like properly wired. You can literally like see the backside and they're on a screw. And the bathtub, I could pick it up. So I'm not sure if that's supposed to happen, but I can do that. And then we have a double vanity here, a shower behind. And then working our way into here, this actually leads right into my bedroom. I really like how this has this kind of little hallway alcove in my room as well because there's just additional closet storage space for like winter clothing and then even more storage underneath. But this, you guys, is my new bedroom. I love it so much. It's probably about the same size. Actually, it might be a little smaller than my old bedroom, not gonna lie, but the vibes are great. Like I really love it. The chandelier has gotta go though because it is a little bit low and it's heavy and it's just not my vibe. But this room's so pretty. It has these pop out bay windows over here. We have so much lighting in here, which lighting is key for me. Like that's the thing that I look for the most. So I love that. And then in here, which it might be able to, might be a little hard to get in here because there's all these pads on the ground. But another closet, it's a walk-in closet, very similar. It's actually, I mean, identical to the one below. And then we can work our way out here, which again, you guys, it looks the same. They are a mirrored unit. So we have another closet here, those same built-ins, but they actually redid them with the new cabinetry. This is the last bedroom. This is a small little corner kind of guest room. And I love it. I love the lighting that this room gets. We have a walk-in closet over here, which is really nice. And since I haven't been showing you guys too many of the closets, I might as well share this one. Look at that. And we even have like a little core to pull the light. It's fun. This has an attached bathroom. Now the bathroom underneath was the pink one with the green tile. This one was renovated, but it definitely needs a little bit of help because like the shelf isn't even attached. But I do think it's kind of cute in here.  And our last space is through the bathroom. It also does connect directly to the kitchen over here. But this is the laundry room, which has new cabinetry. We have the cove ceiling, a new countertop, new washer and dryer. I guess I will share with you guys the backyard. It's nothing crazy, I will say. It's going to be a humongous work in progress, but let's head downstairs where I'll show you guys the last space, which is the backyard. So here is the backyard. And like I mentioned, there isn't too much happening back here. It is a huge concrete slab. So this backyard is completely blank. We have this large gazebo, which I think is going to be leaving before moving in.  I have no idea what I want to do back here. I'm thinking of maybe doing like a pool scenario or doing like parking. I just, I don't know yet. So it's definitely going to be something that I'm going to be working on, but I think it's going to be a really fun project. I've never done an outdoor space before. And having this like large flat area, I can only imagine the possibility. So if you guys have any ideas, I would love to know as well. And that is the empty house tour, you guys. I feel like I don't have too much else to share with you. This video is probably extremely long. And I'll do a proper outro back at the apartment.  That was my empty house tour. And you're probably wondering where I am at the moment. I am actually at my parents' house. I came here for my mom's birthday and we ended up going to Las Vegas for the weekend, which was so much fun. And we went to a Cirque du Soleil show, which was actually one of my biggest dreams in life as well was to go to a Cirque du Soleil show. I've been talking about it since I was super young. So I bought a house and went to a Cirque du Soleil show in 2022. I mean, that seems pretty amazing to me. And I cannot wait to start making over this space. Now, I know I didn't really clarify the logistics of this home, but I do wanna mention that the house is 4,600 square feet. Now, keep in mind, it is a duplex. So it's split between the two units, 2,300 square feet per unit, which is extremely large for a duplex, but each one is three bedrooms and two bathrooms. So combined, we have six bedrooms and four bathrooms that I'm converting into a single family home. And we are gonna be doing that together here on the channel. So if you are not already, make sure to subscribe to my channel. I post brand new home decor and DIY content every single week. And I am boosting up my upload schedule, you guys. I'm going to start posting about two videos a week. And I am so excited. I have some in the works already. There is already stuff happening at the house. So make sure you are subscribed. Make sure you are following me over on Instagram and TikTok, which is Lone Fox Home, because I share so much more behind the scenes over there than I do here on YouTube. And you guys are not even ready for my next video. I got my landlord. I got my landlord to be in a tour. You guys, I did it. And it's coming out next. So make sure you are subscribed and I'll see you in the next one. Bye guys.