Call me. I'm a previous customer. Ready? I swear in my life we're in a dial a customer in a minute and I will shut them down in the first call. Let's call a customer. Oh, I need us two minutes. I won't waste your time. An outbound call. My man who says he has time block problems, right? That he needs to make a hundred phone calls a day or sell one car. What does that mean? That means if he's working from nine to five either hits a hundred dials or sells one car. Now does he got to sell someone a car off the phone? No, he could sell him a car off the lot but he's got to hit a hundred dials. Does that make sense? Okay, so remember this. I said this to you guys earlier. I said everybody has a hundred and fifty hours a month that they're not doing anything with. So where are we going to put that hundred and fifty hours? Make an outbound calls which are I call cold calls. Now we can call two people. We can call leads that have came in who didn't buy or we could call people who buy here before, right? You guys had a lot of people buy here before, right? Okay, call me. I'm a previous customer. Ready? Alright, ring ring. Hello. Good. What's going on, buddy? Everybody listen to me. What do you guys do for a living? No, you don't. You guys, you do build relationships. Yeah, you do sell cars but you guys speak for a living. Self-mastery. Get your mind right. Take care of all that. What comes after that? Speaking. Do you guys love where you work? Yes or no? Do you guys? Okay. Is your job to get people to say yes or no? Bring the language to get me to say yes. Your job is to be a master communicator. Make it easy to say yes to, hard to say no to, and make it the client's idea every single time. You want me to show you? Okay. Ring ring. Answer. Hey, what's going on, Kevin? It's Andy down here at ABC Chevy where you bought your last car from. Listen, I was reviewing your account. I need about 30 seconds of your time. It's extremely important. Can I get 30 seconds? He said yes. Awesome. Hey, do you saw the 2019 Chevy or Chevrolet you bought from us back in 2020? You still got it? Okay, beautiful. Well, the reason why I was reaching out is because my general manager, Dane over here, he wanted me to ask you if you still had it. And if you did, he wanted me to ask you a second question. If he was willing to offer you more money, more money than what your car was worth, would you mind if I told you how much that was? Can I tell you? Did he say no to any of this? Can I make him say yes? I'll say all right, cool. Let me tell you how this works. Basically, my general manager, you know, we've wrote over $200,000 in checks for vehicles over the last 30 days overpaying for people's cars. He's getting so crazy we're about to put him in a straight jacket. All I need you to do is come down to the store. It's going to take about 30 seconds.  Is that sound fair? Oh, yeah. This is easy. This is all day long. I'm just dialing. I'm getting people in. When I do that, what is he thinking on the way in? Man, I wonder if I sell it. What am I going to buy? Hey, I wonder what they're going to give me. Is he thinking about buying a car? Is he thinking about doing something? Yeah, because if he said no, he wouldn't. He wouldn't come in. But I got him to say yes. This is Andy down at ABC, where you bought your last car from. I'm reviewing your account. I need 30 seconds of your time. It's extremely important. Can I get 30 seconds? I hooked him. Do you guys hear me? Okay, if you guys want to be great at anything, you got to hook people. You got to get them interested in what you're talking about. When you call someone and they're doing something else, don't you got to get them interested? Do you want to learn how to be a great salesperson? Yes. Okay, what if I teach it to you and you won't learn it? Okay, you guys want to learn this? Yes. If you listen to me, I just figure from now to the end of time until I leave, I've told you guys self masteries number one to change. And if you don't change, nothing changes. Let me teach you guys how to make an outbound call. Is that cool? If you guys will memorize this right now, and you'll get good at it, I promise you when I leave, you guys will all set 10 or 20 appointments every day. Is that cool? Okay, have a seat. Let's let's train. Every class has been different. This one I'm going to train. Alright, write this down. You ready? I need a new piece of paper. Let's let's go to a new a new spot. Okay, so so yeah, yeah, let's let's make sure you have room to write. Okay, so customer answers, they say hello, when you say hi, right down.  Well, now we have all the answers. I started a show that will be on my YouTube channel. Now it's going to be on Jacqueline Elliott is the YouTube channel. And I'm going to be releasing beginning on January 15th, a podcast every week. So if you're curious about who is behind Andy Elliott in the Elliott group, check it out. See you there. This is write your name. What's your name? Right, right? Okay, hi. This is Ryan with Okay, everybody ready? We're going to memorize it. You write it down. Okay, cool. The next thing you say is I was reviewing your account. I was reviewing your account. What is your account? I got your name, a phone number. We're good. It doesn't matter. No account. But that gets them interested like what account? Okay, I need 30 seconds of your time. So write this down. I was reviewing your account. I need 30 seconds of your time. It's extremely important. Okay, everybody got that right? Okay, everybody, this is called a quick pop.  Does that make sense? And I say, can I write that down? This is where you wrap up the sentence with can I get 30 seconds? And it's like a question and it's like a question mark, like explanation point. Okay, so this Hey, what? Hi, this is Ryan down here at CDJR and Arbor. I was reviewing your account and he 30 seconds of your time. It's extremely important. Is tonality important? Yes, yes, you got to have tonality. So if it was a real iPhone call right here, and I could call any customer and close them in front of you.  I don't care who they are. What's going on in Sandy down here at ABC Motors, where you bought your last car from? Listen, I was reviewing your account. I need about 30 seconds of your time. It's extremely important. Can I get 30 seconds? They always say, yeah, that's all you need. There's the first yes. Does that make sense? Okay, and I want you to write this down. Awesome. I got two quick questions. Just say awesome. I got two quick questions. And then you say question number one, you're going to label the question. Do you still have the X, Y and Z car that you purchased from us? Very simple. Do you still have it? 99% of the time they're going to say yes. If they say no, say, Oh, no. Well, what do you got now? And then they're like, Well, I got a 2018 Dodge Ram. Oh, tell me about it. Okay, cool. Why? Oh, how long have you had it? Okay, awesome. So that's the vehicle you have now. Awesome. So my second question, you just move right in because you're going to ask a question on that car instead of that car. Does that make sense? So question number one, do you still have the X, Y and Z car and they're most likely going to say yes, if not just deviate and say what do you got? Okay, once they say yes, question number two, my general manager wanted me to personally reach out and ask you if you still had that vehicle. And if you did wanted me to ask you by the way, I could say question number two, I could say he wanted me to ask you the second question. Does that make sense? It's like, I wouldn't ask this. That's why you're asking the second question. So it's kind of formatted like this. What's going on? This is Andy down here at ABC Motors. We bought your last car from us reviewing your account. Any 30 seconds of your time is extremely important. Can I get 30 seconds? Sure. Okay, awesome. Question number one, it's got two quick questions. Question number one, do you still have X, Y and Z car you bought from us previously? Yes, I do. Beautiful. Well, since you have the vehicle, the second question my general manager personally wanted me to ask you, you got to say general manager personally wanted me to ask you. That's the most important thing. Okay, is that if he was willing to offer you, since you have it, if he was willing to offer you, my general manager, if he was willing to offer you, remember that if is so important, if he was willing to offer you, I want you to write this very carefully word for word, I'm about to say next, if he was willing to offer you more money.  And then I want you to say more money, you say it twice. It steals it in their brain. He wants to know if we're willing to offer you more money, more money than what your car was worth. Would you mind if we told you how much that was my general manager wanted personally reach out and ask you if he was willing to offer you more money, dot, dot, pause, more money. It's like we're popping them in the mouth with it. And what your car was worth, would you mind if I told you how much that was, would you mind if I told you how much that was? Okay, and then and then put dot, dot, dot, and say, Can I tell you? And they're always like, Yeah, you can tell me. See, you just you're bringing them along. This is this is called make it easy to say yes to hard to say no to make it the client's idea. By the way, remember this, I sold 70 to 80 cars a month when I sold cars. So if anybody wants to know how to sell more cars, I'm telling you if anybody is like, Oh, I don't I don't want to listen. So I don't know what to do. Keep selling eight cars. But I'm telling you how to sell 50 cars a month. I'm telling you right now. And you can all do it. I am a trained assassin. I got trained by somebody. I memorized everything my mentor told me. I knew my stuff, my mentor stuff better than he knew it.  And you're going to have to be the same way. So here's the play we're going to run. If you guys get a customer on the lot, okay, on the lot or the phone, I know naturally you're going to try to sell it. I know that right? The money you're making now is this. Am I right everybody? Now there's a new category of money. And this is called cold call. Okay. Now I'm going to show you what to say when they're on the phone to get them in. And I'm going to show you what to say also to get them in and also what to say when they get here to get them to buy something. Is that cool? And we're going to finish this day with you guys knowing what to do to pick up this money. Now everybody's like time management. You see people on the phone dial on the phones all day long. No, we are now. You can call anybody you want and say this. You can call anyone and you could just ask him. Hey, it's Andy down here at ABC Motors. You inquired about a vehicle in the past. Hey, my general manager wanted me to reach out for 30 seconds and ask what vehicle you're currently driving. I'm driving this car. Okay, awesome. Well, let me ask you a question. My general manager was willing to offer you more money, more money than what that car was worth. Would you mind if he told you how much that was? Could we tell you? Yeah. Dude, you call anybody. You don't have to be previous customers. It could be someone who inquired on a lead. It's the same language. I could walk out to the service drive. You guys got service customers? It's Andy Elliott. What's your name? Mike. Mike, nice to meet you. You got your car in service? Yes, sir. Nice, man. Well, awesome. I appreciate you doing, you know, doing business with us here. Hey, what can I get you to drink something hard or cold while you're waiting on your vehicle? I got something. Thank you. Help me get you something, man. If you come to my house, I got to feed you. I'm going to get you something, something hot, something cold. I'll get you an empty cup. I got to get you something, Mike. What do you want? I'll take a water. See?  You know why? Because he's about to sit down with me. Do you guys understand that? Everybody get that? Reciprocity. If I give something to Mike, Mike's got to give something back to me. I'm going to make Mike take something. I will go get an empty Styrofoam cup and go here. I wasn't playing. I'm going to get you something, okay? Now, everybody pay attention. If I walk out to service and I go meet Mike, then I'm going to say, hey, Mike, what do you have? He's like, I got a 2018 Toyota Corolla, 30,000 miles. Awesome. Did you buy it from us? Did you buy it somewhere else? How long have you had it? Well, listen, my general manager right now, they're trying to buy as many economy vehicles as they can. Let me ask you a question. Why you got in the service drive? Hypothetically, if he was willing to offer you more money, more money than what your car was worth, while you're sitting in service today, would you mind if we told you how much that was? Can we tell you? It's like, okay, hey, hypothetically, Mike, let's say he offered you more money than what it was worth. What would you replace it with? Something newer, bigger, smaller, lower miles, better gas mileage? What would it be? I would want something the same. Hey, like newer? Yes. Lower miles? Yeah. Okay. Kind of like the same Toyota, same style body, or does it got to be a Toyota again? It'll be the same car. Mike, do you got a magic rabbit foot in your pocket, buddy? Because it's your lucky day. I got something, Mike. Come here, come out of service with me. Now Mike's walking out on the lot with me. Does that make sense? Does anybody know what persuade means? What does it mean? To persuade is to influence someone. It's what leaders do. You know why you all have to be leaders in here? Because I know who the leader is, and I know who the leader isn't. When you become the leader, I want to follow the leader. Do you think customers want to follow the leader? Damn right, they do. They pull up on the lot, and they know who isn't the leader. They know who's the leader. You know how I knew that? Was that the guy who runs the store? Was it in the corner? How did I know he was the guy that ran the store? No, because you can see it in his eyes. I could see it in his eyes when I walked in. I don't know who anybody is. I walked in, I go, hey, you run the store, don't you? And he goes, yeah.  I know who runs the show. I wish when people would pull up here, when you would make a call, you would sound like you ran the show. By the way, that's not arrogant.  It's not cocky. It's confidence, baby. Do people love confident people? People want to do business with confident people, and not arrogant people.  And I don't like that. Like, it's all about me. It's not about you. I want people to love me.  I want people to onboard me to their brand with love. I want that. So do your people. You've got to be confident. Okay? Now, let's role play this cold car. Everybody got it rolled down? Okay. All right. Ready? Go. I'm going to let you do it, because it made your role play. You ready? Hello? Hi, this is Kevin from CDJR Van Harbour. Would you review your accounts? No odds. Okay? Ring ring. Hi, this is Kevin from with suburban CDJR Van Harbour. I was reviewing your accounts. You have 30 seconds. I need 30 seconds of your time. It's extremely important. I want you to pause between each one. Hey, what's going on? It's Kevin down here at Van Harbour. Look, I was reviewing your account. I need about 30 seconds of your time. It's extremely important. Can I get 30 seconds? That's what I want you to sound like. Does that make sense? Read it. He's not in front of me. He's on the phone. It's okay. Read the paper. All right, go. Hi, this is Kevin with CDJR Van Harbour. I was reviewing your account. I need 30 seconds of your time. Can I get 30 seconds? Okay. All right. You go. Hi, this is Cody with Mercedes-Benz Van Harbour. I was reviewing your account. I need 30 seconds of your time. It's extremely important.  I did this on Tuesday. That's exactly what I said. This? Listen, the question is now, will you guys make the calls? Will you? Okay. We're going to call someone. What happens whenever they, and by the way, can I get 30 seconds of your time? Yes. Now go to the next part. Go. Sure. Yeah, you can get 30 seconds. What's up? Also, I have two quick questions. Question number one, do you still have the 2020 Mercedes-Benz GLE? Sure do, buddy. Fantastic question. I have two. My general manager wanted me to personally reach out to see if you had this vehicle. If you did, sorry, I wrote it down. Go ahead. You're good. If he was willing to offer. And if you did, I wrote it down where? It's okay, but that's where I have to write it down right. Okay, listen to me. My general manager, when he personally reach out and ask you one question, and since you do have it, I'm giving an example, he wanted me to ask you if you still have it. If you do have it, he wanted me to ask you one question. If he was willing to offer you more money, more money than what your car was worth, would you mind if you told you how much that was? Could I tell you? Okay, now do it again. And if you did, if he was willing to offer more money, more money, more your vehicle was worth, would you mind if I told you what that number was? Okay, you need some tonality, buddy, and you need a voice. Okay? All right? So this time, say it like you want to sell something.  Hey, listen to me. Say it like you want to be a millionaire. Okay? Do you want to be one? No, you don't. Prove it. Come on, prove it. Start from the very beginning.  Let's go. Guys, this right here is how you get good. Am I right? Listen, it's just a piece of paper. We're just reading it. There's no, I'm not making you make anything up. I'm not making you guess. Nobody has to come up with anything. It's just right there. Okay? It's okay. I'm cool with this. You'll memorize it soon. Okay? All right, go.  Hey, this is Cody Finn. Yeah, so it goes like this. No, you're not. You're not nervous. Number one, don't ever tell yourself you're nervous because you're not. Okay? Do you guys hear me? Listen to me. Some of you, you say I'm shy. You're not shy.  That's why you act shy. You're not shy. Matter of fact, you don't want to be shy. Do you want to stand out and be a leader and help a lot of people? You're not nervous. You've been waiting on this. If anything, replace nervous with excited. You're excited to do this. You're excited to earn more money. Yeah, sure. It may feel weird. That means I'm excited to do it. Like, dude, I want to get this down so I can go make some more money because I know the money I'm currently making. Yeah, I can close more deals when you self master yourself. You're going to sell more, but dude, we got to get on the phones. Am I right guys? Yeah. The reason why we're not making money so we get on the phone. If nobody gets on the phones when I leave, it shows that you're lazy. It shows that you don't care. Remember this. If you guys were in real estate and let's say the number one real estate guy in the world who sold the most houses would teach you how they sold that much real estate, would you do what they said? You guys better do what I say. I'm not the king. Okay. I'm not, I'm not saying on the top one. I was the top 1% in the auto industry. I'm saying I was the best. I'm saying that how I got the results I got was because systematically I knew what I was going to say. So most people pick up the phone and they don't know what the outcome is going to be, but I know what the outcome is going to be. I can make you say what I want you to say and I can make anybody do it. Now I'm not saying you're not going to get somebody sometimes that's like, oh yeah, I don't want to know. I love my car. Thank you. I'm going to hurry. I'm with my kids in the car. Have a blessed day. Boom. Go to the next. It's totally cool. Okay. But most of them, they'll come in on this. Okay. Remember your job is to inspire, motivate and persuade people to get interested in doing something with the vehicle. Okay. All right. You got it this time. Let's go. Hey, guys. What's going on? It's Andy. A lot of you leave comments telling me that you need help. Do me a favor. I'm going to tell you the best way to get a hold of me. Shoot me a text message right now.<PHONE_NUMBER>.<PHONE_NUMBER>. I'll help you with whatever you need.  Let's get back to the video. So it goes ring ring. You're going to answer the phone. Hey, this is Cody with Mercedes-Benz of Ann Arbor. Yep. I was reviewing your account. I need 30 seconds at your time. It's extremely important. You get 30 seconds. Bam. Next. Awesome. I have two quick questions. Question number one. Do you still have a 2020 Mercedes-Benz? Yes. Awesome. Question number two. My general manager wanted me to personally reach out to see if you still had that vehicle. If you did, if he was willing to offer more money, more money than what your vehicle is worth, would you mind if we told you how much that was? Can I tell you? That's it. That's perfect. Okay. Can everybody do that right there? So once they say all these yeses, here's what I want you to do. Everybody write this down. You ready? Say awesome. Let me tell you how this works. Because they're going to be like, sure. And you're going to say, awesome. Let me tell you how this works. Awesome. Let me tell you how this works. But my general manager has spent hundreds of thousands of dollars just like this. My general manager has spent hundreds of thousands of dollars this last week overpaying, underlined overpaying because you got to really emphasize that word. My general manager has spent hundreds of thousands of dollars this last week overpaying for people's trade ins. And I need you to do me a favor. Put this next line. Okay. And put he's getting so crazy we're about to put him in a straight jacket. Ha, ha, ha. Trust me, it works. I do it every time. Never not works. My general manager has paid hundreds of thousands of dollars over the last week overpaying for customers' vehicles. He's getting so crazy. We're literally about to put him in a straight jacket. And you're like, he's getting so crazy. Everybody, can you make it sound like you're laughing? Like he's getting so crazy. We're literally about to put him in a straight jacket. It's nuts. Can you do that? Can you guys fake it a little bit? Okay. Look, let me tell you how this works. Really simple. All right. What are we going to say next? Go ahead. I said, let me tell you how this works and what did I say? Let me tell you how this works. My general manager has spent hundreds of thousands of dollars this last week overpaying for this last week for people's trade ins. He's getting so crazy we might have to put him in a straight jacket. Yeah. Now, let me just sound like you're laughing. He's getting so crazy we might have to put him in a straight jacket. That's what I want. Okay. And say, so. With that being said, what time can you make it in? Would right now be okay? Or would after work be best? All I need is about two minutes of your time. That's it. Awesome. So what would be worth? Or what would be best? Could you come in right now? Or would after work be best? All I need is about two minutes of your time. I'm about to arm you guys with what happens if they say no. So all I need is for you to come down for about two minutes. My general manager literally is overpaying for everybody's trade ins. He's spent hundreds of thousands of dollars. Okay. All I need is two minutes of your time when you can make it in. Okay. Are you ready? What if they say, well, can't you just tell me on the phone? They'll try that sometimes. Oh, I don't want to come in.  I just don't have time for that right now. Okay. Can you guys do me a favor? Write this down. If they say no, I want you to say this and you will turn them around. Are you ready? Write this down. Just put if they say no. That way you remember that this is only to be said if they say no. At any point in time, if somebody says no, I want you to say this. And I want to see if we can turn them around. Okay. Just say, they're like, oh, no, no, no. I can't you get me on the phone? Actually, no. Well, number one, no, I can't. My general manager, by the way, hold on. This isn't the no. I'm going to tell you what happens if they say no. But if somebody says, well, can't you just tell me on the phone? Just say, no, I can't because my general manager has to go out and take a look at the vehicle for about two minutes.  Have you ever won the lottery? Have you? You just have. Okay. So all I need you to do is come in and I'm going to take care of that. All right.  Okay. It's your lucky day. When can you make it down? Right now or after work. Spin out of it. You guys feel me? Okay. Let me tell you this. There's a close called press through close. If I'm trying to get through to someone on the phone, I'm trying to get them to come in and they're like, can't you just tell me on the phone or whatever.  I want you to say this. When you come in, we're going to blow your mind. Listen, ask them. Have you ever won the lottery? Ask them that. Listen, ma'am, all you got to do is come in. It's only going to take two minutes. Look, have you ever won the lottery? They'll be like, huh?  All I need you to do is come down. Look, you got a magic rabbit foot in your pocket. They're like, what?  This is going to be crazy. All I need is two minutes. Look, when I'm done, I'm going to send the address to where we're located, which I know you know where we're at, but I'm going to send a picture of me, and you'll have my name.  Is that okay? Push through. Do you hear me? Do not stutter. Do not sound uncertain. Make sure that you sound confident. Okay? You guys see how this works? Okay. Guys, this is how you make a half a million a year. Now, what if they say no? This is what I want you to write down. This is what we're writing down. Okay. If they say no, say I totally understand. And then you say, let me ask you a question, because that's what closers do. Okay? You say, hey, I totally understand. Let me ask you a question.  And they'll always say, well, yeah, I mean, I'll give them two minutes of my time. Great. That's all I need is two minutes. When can you come down?  Everything is always in the end, it's your decision. I can get a phone right now. Hey, let's call a customer. Somebody, let's get a previous customer. Can somebody get into a CRM? What, are you ready? Hold on. Hold on. But I'm going to ask you a question. Do you have that down? Hey, hold on. Who can do this in this room? Who can do this? Who wants to be a hero in this room right now? Come on. You want, can you do this? Come here. All right. All I need is somebody who bought a vehicle back in 2021. Now, he doesn't work at this door. She's pulled up the CRM. Oh, who works in this store? Yeah. That's a better question. Well, then you're going to do it, little lady. Hey, first of all, you know. I knew this was coming. Well, Tommy, you know how to do this. Yeah. Okay. Yeah. All right. Tommy, you're going to set the first appointment that we call. Okay. I'm willing to bet a thousand cash. Tommy will set the first appointment. Now, Tommy, listen to me. Here's our deal. Number one, this is what we do. Okay. But number two, everybody in this world is going to say yes, as long as you follow this. So I'm going to role play with you before we get this. Okay. Is that cool? Yeah. Okay. Hello. Hey, this is Tommy. Down it. Yeah. Don't have to look at it here because I want you to focus. Are you ready to read it? Yeah. Well, no, no, no. But I just want, I'm not going to look at you because this is a phone. Okay. Okay. Are you ready? Yeah. Hello. Hi. This is Tommy Zagato. This is suburbanchrysler.ch, chief rim of Ann Arbor. How are you today? I'm doing good. What's going on? Good. I was just reviewing your account. I need 30 seconds of your time. It's extremely important. Can I get 30 seconds? Yeah, sure. What's going on? Awesome. Well, I've got two quick questions for you. Okay. One, do you still have the XYZ car that you purchased for us? Sure do. Awesome. Awesome. Well, number two, my general manager wanted me to personally reach out and ask if you still have that vehicle. If he was willing to offer you more money, more money than what your car was worth. Yeah, say more money and then say more money. Okay. Like, like, look, bait the money. Okay. My general manager, well, good because my general manager wanted me to ask if he was willing to offer you more money, more money than what your car was worth. Would you mind if I told you how much that was? Can I tell you? Okay. Press on that money. Okay. Okay. I can feel it. Okay. Okay. Oh, yeah. Okay. That's cool. Tell me. Are we skipping forward? Yeah. Like, okay. Cool. Tell me. Awesome. Let me tell you how this works. My GM has spent hundreds of thousands in the last week overpaying for people's trades. He's getting so crazy that we're about to put him in a straight jacket. What time can you make it in? Right now? We're gonna have to work me best. All I need is two minutes of your time. Yeah. Do you feel me? Yeah. Do you got that? Yeah. You're ready. What if I say, what if I say, oh no, I don't know. I don't know. Maybe next week. My GM has to check out the vehicle for two minutes. I don't know, but maybe next week, maybe next week. You know, or hey, oh no, actually I'm not interested. What are you gonna say now? I totally understand. Let me ask you a question.  Say 100 grand. 100 grand. Would you... And someone was gonna pay you 500 grand. Would you give them two minutes of your time? Sure. When can you come in today? Yeah, yeah. When can you come in today? All I need you to come in is for two minutes. Can you come in right now and I have to work me best? You're gonna push through. Do you feel me? Okay. Listen, did we just fill this hole? Do I show you guys how to do it? Who thinks that she can set an appointment on the first time they come in? Let me tell you how to sell them when they get here. Yeah. Okay, because that's important, right? So now when they come in, you're gonna be like, oh, what do we do? Okay, let me tell you what you do. You ready? Customer comes in. Hey, what's going on, Dane, Andy, Ellie? Remember we spoke on the phone? Come on in. Let's take care of this. So let's go and have a seat. So number one, I'm gonna go outside. I'm gonna get some information off your vehicle, right? Now tell me now, obviously, when did you guys buy it? You know, how many of the vehicles do you have? Is this your car? Is this your wife's? Oh, okay, cool. Let me go and get your keys. I'm gonna be right back. I'm gonna get some information from my manager. Is that okay? Have them have a seat. Have them have a seat. You're gonna go out to the car. You're gonna get some information off of it. You're gonna do all that stuff. Then you're gonna go to the tower and you're gonna take the keys and the trade card to the tower, right? Does that make sense? You know what you're gonna do?  You're gonna have a seat with them. And you know what you're gonna say? All right, listen, Dane, my general manager, everybody listen. Dane, my general manager's about to go check out your vehicle right now. I wanna ask you one question. What do closers always say? Let me ask you one question because that's how they set you up. That's how you know you're about to get close. Let me ask you one question. Hypothetically, let's say Dane, my general manager, offered you more money than what your car was worth, right?  Get your checkbook out because I'm selling it. Let's just say you said that, right? What would you replace it with? Would it be something newer, bigger, smaller, lower miles, better gas mileage, more warranty? What would it be?   I got some for you. Go to the lot. Forget the car. Doesn't matter. We're gonna give them the money. Now we need to know what they would trade in. Now they're committing to what they would upgrade. Does that make sense? Okay, so let's write that down. Or do we have the list? We've got a number and a name right here. Okay. Well, she went down there and she came back with one. Hopefully they answer. Oh, sorry. I'm like, we got one person. All right, all right. Well, number one, I'm willing to bet $1,000. She's gonna set this appointment. That's how much I know this works. Okay. You ready? Let's roll. By the way, this is nothing. This is easy. Hey, make everybody proud. Tommy. Hey, is this Joshua? Yes, this is. Hey, Josh. This is Tommy Zagato with suburbancraiser.ch, Ramel Van Arbor. How are you today? Good, how are you? Good. I was just reviewing your account. I just need 30 seconds of your time. It's extremely important. Can I get 30 seconds? Sure. Perfect. I've got two quick questions for you. One, do you still have the 2021 Jeep Grand Cherokee that you purchased from us? We do. Awesome. Awesome. My general manager wanted me to personally reach out and ask if you still have that vehicle. If he was willing to offer you more money, more money than what your car is worth, would you mind if I told you how much that was? Can I tell you? Yeah, that's fine. Okay, awesome. Let me tell you how this works. My GM spent hundreds of thousands in the last week overpaying for people's trade-ins. He's getting so crazy. We're about to put him in a straight jacket. Come in. I just need two minutes. There's like a... Let's see if your house is worth it. I'm doing a number over the phone. I'll be more than willing to respond to your call back if there's like a roundabout number you could give me, but I don't know if it's going to come up there. So we also did a kick-up there last time you guys called me on December 12th, last year. Yeah, I don't know who that was. The price that was getting was just kind of... It was just a lot of money. Hey, just say times have changed. I don't know who that was, but listen, this is where you're going to win the lottery. All I need is two minutes. Okay. I totally understand. I don't know who that was that talked to you last year, but times have changed. Let me ask you a quick question.  Oh, I need you to come in. I need you to come in, say. Awesome. Well, I just need you to come in so we can get that appraisal done. I need you to come in. I need you to come in. Say two minutes. All I need is two minutes. Hey, say, all I need is two minutes. I won't waste your time. Okay. Well, all I need is two minutes. I'm not going to waste your time. Okay. All I need is two minutes of your time.  I'm going to make you an offer that you can't refuse. I can't do it over the phone. We need our general manager to check it out. So what time can you be here?  I'll be here till eight o'clock tonight. Okay. You can bring your daughter in. We have a playroom for her. I can set her up with some snacks. I'm a mom myself. So whatever you need, I can make it happen for you. Okay. Yep. This is my cell phone. I'm also here tomorrow from nine to six. So what day works best for you and time? Tomorrow, what time? Tomorrow, what time? Told you, every time. Every time. I can do 10 for 10. Okay. Does 315 work? Yeah. Okay. Perfect. I'm going to text you the address. I know you know where we're at, but this is my cell phone number. And my name. And I'll text you my exact name, address, everything, and I'll see you at 315 tomorrow. All right. Have a good day. All right. What did I just tell you?   I told you, didn't I? Listen, it's taking candy from a baby. It feels exciting to win. What did I say? All right. Well, no, but I said run the play. Am I right? Run the play. So here's what we got. We got everybody counting all their money here on the lot, but nobody's dialing on the phone. And all these people, listen, he's like, well, I checked back last year. Dude, you checked last year. Dude, cars were 20 grand over sticker. No wonder he didn't buy something last year. Dude, if this guy bought a car in 2021, listen to me. In 2021, he probably got a good deal. They probably had rebates on it. Right now, that car is probably worth good money. He's not upside down on it. Your manager would love to take it in for a trade-in. He's probably dying to get a 2021 Cherokee. The guy obviously now is going to need, what, step two, which is where we're going to ask him when he comes in. All right. My general manager is going to check it out. He's obviously going to blow you away, but I have a question. Okay, let's say that we made you a crazy offer and you're like, and by the way, can you guys play with me? I say, it goes like this. So let's act like I'm with her, okay? And I'm like, okay, cool. So, all right. So here's the point right now.  Get your checkbook out because I'm selling it. I'm sure that's going to happen. When you do, what are you going to replace it with? Is there going to be something newer, bigger, smaller, lower miles, better gas mileage? What would it be? That next thing they say is the car we're going to sell them. Dude, I swear, if you guys will listen to me, I'll make you more money than you know what to do with. The market is dying to pay all of you, but you must be skilled and you must believe. And guys, you got to understand what training is about. Training is exciting. Dude, when you train with people, and I just want to tell you guys something, like that have never succeeded or done anything, like I get it. I wouldn't believe it either. If a guy was telling me how to sell stocks and he ain't never sold stocks before, like I wouldn't want or he was a stock salesman. But if I was talking to a person that made hundreds of millions of dollars on Wall Street with stocks, I'm like, dude, teach me everything you know. And when they tell me the play, I'm just going to run it.  You did a really good job on that call. Did you hear how the words matter? Right? And do you notice he's like, well, can't you tell me on the phone? And I was like getting in her face. I'm like, tell him no. Get his house here. Go, go, go. Right? Like, like you guys need to have me in your ear, thinking like, would Andy trip right now? Like if this guy was telling me no, you, and by the way, I need you to know that when I sold, I didn't have an Andy around me saying, push through, push through, make the sell, get it done. I was like, dude, I don't eat if I don't get this deal. Come on, man. Are you kidding me?   I'm framing people where they can't say no. They can't say no. They can't. They have to say yes. Now, I must teach you the second part. Is that cool? All right. So somebody comes in, write down when they come in, when they come in and they're in the store. Okay. First thing you do is you shake their hand and take them to a table. Okay. When you take them to a table, grab an ACV card and grab the keys to their trade. By the way, everybody listen to me. When you know you got an appointment and he's coming in tomorrow at 3.15, your goal is, is that let your manager know, you know, like, hey, I got a guy coming in at 3.15, right? You know, I hit him with it. If I could offer you more money, it looks like he's got a good trade in. You know, we really need to try to trade for this when he gets here and try to figure out what to sell him, you know? Like, I want you to know where this lead came from because I want you to help me sell it.  Dude, we don't have to wait for ups. We'll take all the ups, but plus we'll take these. Dude, he wants that trade. If you take that trade in, you'll sell him a car and you'll sell that trade in 20 minutes. So that's the goal. We're going to create just this momentum effect. It's going to be nuts.  Is get in the car and move it around to the side of the building. Do you hear me? What does that mean? Get it away from where it was. Just my recommendation. I'm not asking you to praise it. I'm asking you to move it 30 feet on the side of the building. We're not hiding it. We're just moving it like, oh, I just moved it over here where my manager praised this trade in. Does that make sense? It's, yeah, out of sight. It's like, dude, they're sitting here and he's like, oh, I see my trade in. He's staring at it the whole time. Get it around to the side. Move it, okay?  Remember I was telling you about that guy? Here's the keys. Here's the card. If you wouldn't mind checking it out, I'm going to go have a talk with him now and I'm going to see what he would replace it with. Does that make sense? Yeah? We good? Okay. You feel me? You good? You good? We haven't had a seat. We pulled around on the side. Now, what do we do? When we walk back up to them, everybody listen to me real quick, we walk back up to them, we're going to sit down. And I want you to say, I got a quick question to ask you, okay? Everybody write this down. I got a quick question to ask you. No, no, no, forget that. Scratch that. Sit back down and say, all right. Hypothetically, start out with this. And I'm not saying you can't have small talk for a second, but this is how you go into the pitch. Does that make sense? The pitch is hypothetically. Write it down. You got it? Hypothetically.  Closers say hypothetically, even if you don't know how to spell it, you know what you're right. Okay? You know what says hypothetically in your language. Okay? So hypothetically, let's say my general manager comes back. Write this down. Hypothetically, let's say my general manager comes back and makes you a crazy offer hypothetically.   Or I say like, and you tell me, Andy, get your checkbook out, because I'm selling it. You got to role play this.  So get your checkbook out, because I'm selling it. Like he's decided to sell it. Like, damn, I'm selling it. What would you drive home with? What would you replace it with? What would you drive home in? What would you replace it with? That's the question you ask.  What would you drive home in? You got that? What would you drive home in? Did everybody got that? Everybody got it. Okay. What would you drive home in? And now you multiple choice there. You say, what would you drive home in? Something newer? And you got to take your hands. You got to say something newer, something bigger, something smaller, lower miles, better gas mileage. What would it be?  Whatever, something newer, bigger, smaller, lower miles, better gas mileage, more warranty. What would it be? And you just look at them like, what would it be? And they pick one. Because if you don't multiple choice them, I'm going to tell you what will happen. You'd be like, well, let's say my manager gives you all the money. What would you want to buy? And they're like, damn, I don't know. And you're like, well, what do you think it would be? And now we're all screwed up. We need them to make decisions. We got to ask them questions, multiple choice them.  And you need to practice this. You guys need to role play this together. Okay? You got this. You know how to do this. Role play this. You got this down. You teach everybody else. This is easy. Okay? What would you drive home with? Something newer, bigger, smaller, lower miles, better gas mileage, more warranty. What would it be? Just be quiet. And they'll say, probably something bigger. Bam! When you say bigger, do you mean like a bigger truck? Like a bigger SUV? Like higher off the ground? Like what do you think it would mean bigger? Yeah, like maybe higher off the ground.  Okay, cool. You know what? Got something for you. While my manager's checking out your car, I might have something for you. And that's when I say something funny. Like, you got a magic rabbit foot in your pocket? Do you? Because it's your lucky day. Have you ever won the lottery? You just have. That's how you make them laugh. You guys got to bring humor into your game. Remember this, guys. People will do whatever you want. Do you see that guy coming in? From now till tomorrow, that guy that's coming in, he's going to think, what if they give me enough? What am I going to buy? You think he's going to look at the website tonight? You think he's going to look at the website? We just made that guy in the market now. Think about it. Guys, this is easy, isn't it? You guys see how easy it is? Okay, so number one, self-master. All of you guys in here, take care of your fitness. Take care of yourself. Work out in the morning. Eat clean food. Make good decisions. Plug into positive people. Don't be around anybody negative. Wake up. If you're shy, stop being shy. If you're an introvert, stop being introvert. If you don't look like a professional, start dressing like a professional. Change your physique. Change your body. Change your heart. Speak with your heart when you're talking to people.  Listen, nobody in here is going to get rich without using their heart. You're going to have to care. Okay, a lot of people don't care. They're in the car business to make money, but money doesn't recognize them because they don't care. It won't have nothing to do with them. You got to care. You see my passion? The way that I've talked to you guys? This is how I live. This isn't a show. This is the way I roll. Okay? If you guys can take 10% of what I'm telling you, you'll make a quarter of a million, minimum, a half a million, 750. And people say, well, we're in a small store.  Don't listen to that person. I sold 70 cars a month, okay? On average, in a store that was selling 70 cars a month when I showed up. Don't even listen to that s***.  Don't listen to nothing. Don't listen to how many cars are on the lot. You can sell every one of them if you want. Nobody can decide what's up for you except for you. That's the game. And I want you guys to take this and when we leave here, I want you guys to change. I want you to know if you don't change, nothing changes. Okay? Now, each one of you had the same decision that I did. Okay? When somebody told me the truth and I walked into a room and I was in a meeting like this and I learned this new information, dude, I was never the same again. I was like, dude, y'all just messed up. Y'all gave me the secret? Like, I'm not taking this s*** lightly. Okay? I've been waiting for this my whole life. Well, here you go. Okay? Now, you got to do the work. Also, to prove, I like people that prove s*** because a lot of people run their mouth but they don't know what they're talking about. I said, we're going to make one call. We're going to set one appointment and I'm going to coach her through the call. Am I right? I wrote down word for word what to say. She said it worked. Am I fraud? Am I telling you the truth? So, if I told you the truth there, you know that everything else that I told you was the truth. Okay?  Dude, we'll run that play every time and it'll work every time. And by the way, listen, let me explain something. If somebody does say, oh, yeah, well, I'm just not interested. Thank you. You say, have a blessed day. Thank you so much. Keep them a valued customer and move on to the next. You guys got me? Okay.


Today I have the pleasure of speaking with Frank Basseth from Granada Gold. How are you today, Frank? Always a pleasure to talk to you Tracy. Always good. Always good. Thanks. I'll tell you I'm gonna start somewhere different today You know, I know that gold is trending through the roof.  Is that not correct? Yeah, it used to be a historic producer and it then went through a lot of call for people that actually took some very nice large Surface bulk samples did a lot of drilling. They didn't interpret the data correctly and We just followed up on it and sure enough we found a lot of the gold they left behind and we're still finding it So I think everybody out there We all know that we are going to inevitably see a translation of these high gold prices to the exploration place Can you just tell us what the competitive advantages are of looking at Granada Gold? well, the first thing is we're on the Cadillac trend and If there's any address that you really should be on in North America or Canada You should be on a Cadillac trend. We're known for producing multi-million ounce deposit There's over a hundred forty million ounces have been mined in the immediate area and any deposit that anybody has ever worked on Cadillac trend Lots of gold high recoveries high grades. That's the norm and that's our deposit was the same when it was operated It was about 9.7 grams a ton Through the years people took a very large bulk samples 100,000 tons plus and this is right on surface You know three to five grams and this is the norm on the Cadillac trend And of course, that's exactly the argument a lot of people make when they send me Granada Gold information I get a lot of information Some of your shareholders are always talking about market valuations of other properties in the area And why I really need to be looking at Granada Gold. Can you tell us a little bit more about that? Well, what we've done is we we try to what we call ride the wave And so we did a few false starts and if you look at our trading pattern You know, I took the stock to 40 cents a couple of years back and then after that I took the 22 cents and the reality is we didn't ride the wave the right time So we kind of said, okay, we'll wait for the wave. So I think we've got the wave thing figured out now So I think we'll probably do a pretty good run last time We hit the wave right on and we took this company to about 120 million market cap in 18 months on drilling only So hopefully we'll do the same thing now Well, you've also been putting out regular flow of noose, of course And you recently announced that Canada Silver Cobalt repurchased back-in options from Granada Gold Can you tell us a little bit more about that? It was one of those issues where we used one company to be an incubator for the next company So when we're working at Granada, the Silver Acid became available Actually was one of the highest-grade Silver Mines at Neco Eagle operating the Cobalt Camp We used to work for a Neco Eagle with Silver Camp And what it does it came available, we picked it up for 25,000 We stuck it into Granada Gold We spent a bit of money, but really didn't do anything with it And then what happened was we did get an offer on Granada and it was actually quite a good offer Then at the 11th hour, you know, the people trying to take us over changed their mind They want to reprice the deal and I declined it But in the process, I spun out the Silver Acids But when we were spinning out the Silver Acids, we forgot five claims And so we thought the claims were worthless We said, okay, we'll do a half a million dollar back-in clause thinking it's never going to happen Lo and behold, we hit this super-high-grade Silver You know, it ran up to 70,000 grams of tan Silver plus Cobalt So we thought, you know what? Let's give it back to the people at Granada at CCW Granada is going to benefit from the share price increase in CCW And it's a win-win for everybody So we want to only focus on one project And we want to focus on developing the Granada project We're only 20% explored You know, we do have a resource We've also done a PEA, a PFS We have multiple things But I think now, you know, we've kind of refocused our direction We found a lot of high-grade And I think we might end up building our own mill on our property at the Granada mine Well, you just announced that Tetra Tech has begun studies for an onsite You know, I guess you're referencing that You want to tell us a little bit more about that Yeah, you seem for a long time trying to custom-mill in the area And you know, we did have two custom-milling contracts And then when they figure out how big the contract was Basically, we took over their mill for three years So a lot of them declined it So, you know, we're okay with that And, you know, we always thought, you know, the people with the custom-milling capability Within our immediate area can take our mills But just recently, you know, we did a bit of stripping And, you know, in preparation for taking a bulk sample And we found this massive native gold component So we actually, you know, we're going to sample this We're just going to do a grab And we'll send it to TTL and see how much the native gold is in there But what I've seen from my experience There's no mill in the immediate area That can handle this high-grade gold So, Frank, just, you know, I'm going to ask you What we should anticipate in the upcoming quarter or two But how's COVID-19 affecting your plants?  So we never stop And then come back to the same thing We never stop So, are you on track for your plans for fall? Yeah, we're actually kind of ahead of schedule On some of the stuff We're kind of very happy I was progressing I like I said, we're very pleased I think we got the wave right You know, we got it wrong twice But I think we got it right this time And I think we'll do what we've done best You know, we drill We bulk sample and we put a lot of news releases out And we have a tendency of hitting our targets For those of you out there If you haven't gone to the Granada Gold site I was just reading you've done Approximately 120,000 meters of drilling That have been completed to date Is that correct? Yeah, that's only 20% of explored So, you know, we're looking at this stage of this program Might be over 100,000 culture 200,000 We're targeting our unique structures We found three high-good structures Within our 9 to 22 Which trend east-west over five and a half kilometers So I think we're kind of exciting A lot of drilling, a lot of results Just what we're known for As always, Frank, it's a pleasure talking to you And getting an update on Granada Gold It was a pleasure, thanks a lot Thanks for taking the time to talk to us Appreciate it


So what will happen in a rigid body? Let's take a big object. A big object, a big rock. What kind of motion that can perform? It can simply move forward like that. It can simply move like that. All it can spin. It can just spin like for example a fan is spinning. Okay? Or it can spin as well as move forward. So spinning and ball is spinning and moving forward. That is your rigid body motion. Okay? So when that happens then you'll understand what I'm saying here. That you need to observe everything relative to a point on the rigid body first. The rigid body what will happen is that distance of every point from every other point is fixed. Yes or no? For example if I take a big object like this. Let's take any two points on the object. Any two points. If the distance between these two points is changing, if the object is not fixed. If distance between these two points is fixed, then how these two points can move relative to each other? They can move only in a circle. So when the rigid body is moving, spinning and moving forward, it is nothing but collection of several motions happening. Many many several motions are happening together. Okay? Let's say this is just spinning. It is spinning. Like for example fan. Fan is not a point object. Every point on the fan is moving in different speed. We have discussed that. Okay? So fan is an example of a big object spinning. All the points on the fan, they are moving in a concentric circles. Alright? So in this chapter, what we are going to do is that we are going to only observe one point moving in a circle. But when we go to the rigid body motion chapter, there we will take the entire object and then we will study all the circle motions together. All the points in there. Suppose n particles are there. All the n particles starts to move in a circle motion. How to write kinetic energy of that? How to write potential energy of that? That we will discuss later on. Right now we are taking a very simple scenario. A point is moving in a circle. Okay? And mostly the center is at rest. Why I have told you everything else? Because you should be aware that that is not the only thing that exists. Anyways, let's take the simplistic scenario now. Draw the circle in which a particle is moving in a circular path. Let's say radius is r to the path. Whatever it is, the direction of velocity is always tangent to the path. Okay? Fine. So when I am learning circular motion, I will be studying circular motion in two different ways. Circular motion can be uniform circular motion. It can be uniform as well as non-uniform. What is uniform circular motion? Constant speed. Okay? But please write down an object moving with a constant speed in a circle is a uniform circular motion. An object moving with a constant speed in a circle is an example of uniform circular motion. Okay? Now I am giving you here four points. 8, 8, 9, 8. Can you represent the velocity? Suppose the object is moving like this. Show the velocity. Four points. Point 8 will be like that. Point 8 will be like this. Velocity changing or constant? Constant. Will there be acceleration? Velocity. Acceleration is there. Since velocity is changing with time, acceleration must be present. Acceleration must be present. Now if acceleration is, who creates acceleration? Force. Force is required to create acceleration, right? So there must be a force required. Force is required to create a circular motion. Must be there for motion. If that force is not there, you cannot expect a circular motion. Understood? Okay? Now let us try to derive what is that acceleration, how much it is and what is the direction of acceleration. Clear? Alright? So this is one of those, that is the acceleration. Then you will find out what is the force and then it will be to mass and acceleration to get the acceleration. But here, why are we finding acceleration first? Because given that it is moving in a circle, I need to find out how much force is required to move in a circle. So what I do is I have to move in a circle in acceleration, how much it is. By the way, in the acceleration, have you heard of it? And you are inside the vehicle, you tend to, why? Understood? Inertia. But the vehicle is moving in a circle present for you, so that you can move in a circle. So what do you do? And then normalization from the door creates the provision for that required force so that you move in a circle. When the earth is a circular motion, there must be a force. And what are examples that we have taken? The motion of earth and the stream, that force is towards the center. If the force is not towards the center, but if force is tangential. Suppose tangential force is required to make sure that it is made constant. I am saying that if I apply force, let us say this particle will move in a circle. If I apply force in this direction, will the magnitude of this velocity change or not? Yes. Magnitude changes. But I know the motion. Yes or no? So there should not be any component of force in the direction of velocity. Can you write down? In a uniform circle motion, there should not be any component of force in the direction of velocity. In a uniform circle motion, there should not be any component of force in the direction of velocity, otherwise it will change. Is the option perpendicular? If force is perpendicular, this one or that one? Two. If there is a confusion, you can see that velocity. So the force should be in that direction. So please write down that the force required by the object towards the center. So if you have to find out the direction of force, extended line somewhere on the line, center will line. So the force always, even the direction of force is continuously changing. If the velocity direction changes, immediately the direction of force to make sure that the direction of force is again towards the center. So that the force is perpendicular. That is what is happening when anything moves in a circle. When earth moves towards, when earth is moving in a circle motion around the sun, right now let's say earth is here, this is sun, the force is like that. So even force is fine. So we have found out, in order to find the magnitude of force, first we will find out the magnitude of the acceleration. And then just multiply with mass with the force.


Hi everyone, Joe for Jaspy's casebreaks.com coming at you with 2020 Tops series one baseball. It's a hanger box break random team number one, which helps fill Bowman Baseball number 12 which is coming up in a separate video But we're gonna do the break itself first and then we'll see What you end up with at the end right here All right, but let's do the break first big. Thanks all of these folks for getting into the action Break first. Let's roll it. Let's randomize it five into two seven times for each list different dice roll for the randomizer one two three and Seven then final time after seven Ryan down to Martin seven times for the teams and seven and final time After seven times, we've got the Oakland a's down to the San Diego Padres All right, so there's the first half of the list right here There's a second half of the list right there. Let's just do the break no trades People just want to see hey am I am I gonna be in Bowman baseball? That's if they want to know let's print. Let's rip We'll re-randomize your names afterwards It's a great shot of Kiki Hernandez right there. All right, there you go. All right, let's copy those names in here and We'll match you up with the team right there Very easy. So in this case, we don't randomize the teams. We just randomize your names. Good luck Let's roll it. Let's randomize it eleven times six and a five one two three four five six seven eight nine Ten good luck everybody and eleven the final time after eleven times. There you go. We've got some names up there Let's see who gets teams Top ten gets teams right there and there you go Ryan Harold you have the a's Aaron with the Dodgers you got my Dodgers Matt Gomes with the Red Sox Kelvin You got the White Sox and the Astros Ryan with the Red Zach Paul with the Blue Jays ASA with the Mets Matt Gomes with the Indians and Ryan Harold with the Phillies big Thanks everybody else who gave this shot really appreciate it. We'll get him next time. Thanks for watching. I'm Joe Bowman coming up next


So, Greg, when somebody approaches you and says, I want to become a better service designer, what is the most important tip you can give them? So, again, to go back to what we discussed earlier, I think I always go back to self-skillers. This is about being a good listener, having a good empathy. Some people are just born with it. There are going to be some great people who have the natural skills of being able to sit down and listen, and ingest the information, and being able to sort it out, understand what was said to them, and be able to kind of like... And then the secret is to actually just turn this insight into something tangible, like the prototyping and the ideation part of it, to me it's key. So, every time I hire people, I really hire them based on how well they can understand, how well they can listen, how well they can turn a data point into a solution, into a solution to something tangible versus being... I don't even care if it's like Legos versus whatever it is, but I think it's very important for us to turn an insight into a tangible thing that people can understand and eventually buy.


Good evening, this is Ken Roberts inviting you to listen to another adventure of Casey crime photographer Ace cameraman who covers the crime news of a great city our adventure for tonight woman of mystery About 10 o'clock in a private office at police headquarters a telephone rings and I'll start your old captain Logan speaking Who's this speaking? What's your address? What makes you think I will be there right away, Mrs. Banks Tell the tech squad and the doc to follow us to 12 21 stiger Street.  What's happened to 12 21 stiger Street? What are you two doing here? We usually drop in some time during the day to inquire what's happening in the murderer department And it seems we picked just the right time today. Okay, miss Williams. You win that luck with the camera. Follow my car Right behind him boy is this a crummy neighborhood. Yeah, we won't get any front-page stuff here Murder's got to be glamorized to rate big headline. Yeah, come on any The little woman's come out of that door Mrs. Charles Peter Captain Logan, this is Sergeant Martin Who's that fellow with the picture? Just a press photographer, Mrs. Banks pay no attention to him.  I rent out only room. I got a rent matter of fact Sergeant yeah, take a squint through this keyhole. There's only four rooms in this place Paula kitchen front and back bedrooms. I'd say the woman lying on the floor in there has been stabbed captain I used to have a nice big house when my husband was alive One pushes all the door like that needs Well, I'll get another door somewhere Woman's stone cord been dead for hours and a knife in her back was pushed in up to the hilt. How do you keep out of this room? I don't want you stepping on possible evidence What's the dead woman's name, Mrs. Banks?  I want to hear all you know about her in a minute The big gal only a husky could have driven that knife so deep in her back modern And it was done with one clean stroke. Yeah, it took muscle to do that captain They got any idea who was with your rumor last night, Mrs. Banks No, I haven't young man. Miss Jessup came home about eight o'clock and said good evening And then when it over here and I heard of both the door I went to my own bedroom pretty soon after that and went to sleep This morning I called to her and she didn't answer. I tried the door and found it locked and then I did what? Any woman would do and peek through the keyhole and after that I run out to the corner store Where there's a phone and called you the door was fastened on the inside with a good strong bolt Hey, see I told you not to come in. I'm only poking my head around the door frame Well the killer never left this room by the door. That's all together obvious miss Williams. He used the window He couldn't have done that captain that when this lock. Mrs. Banks. It's open several inches from the bottom. I say it's locked I know my own house It is locked in this position and locked from the inside by them spring bolts in the frame Miss Jessup always left it like that at night open enough to get fresh air, but not open enough So even a cat could crawl in Say She's been killed in a room that nobody could have got in or out of Casey let me take another look at that knife. Yeah, the woman couldn't have stabbed herself in the back like that, sir I was miss Jessup murdered. How the answer seems very simple to me. Mrs. Bank. Oh, it is Well, sure. I'll show you why it's simple pal if you'll give me your royal permission to come through this doorway Okay, but watch your step. Thank you When I look This is an old-fashioned type of window without counterweights or friction slides Raise or lower the sash you pull out two spring catches on the side. I know that what I don't know wait a minute wait a minute The round spring bolts in the sash snapped into holes in the casing and lock that is when they find those holes Now that can be prevented I was a kid. We lived in an old house had this arrangement. I used to monkey with it You get to the point me a chance Now probably to delay this discovery of the body whoever killed this woman figured it's smart to leave the window as she usually locked it at night Only a few inches from the bottom So Ran a pair of thin strips common metal bailing straps to do the trick between the sash and the casement Climbed outside lowered the window pulled out his strips and let the spring bolt shoot into place It could have been done that way easy captain. Yeah, okay. See now. You've ruined a nice mystery I've always wanted to run into a real case of murder where the killer has vanished from an escape-proof room You and I should live so long any but who could have been the big strong person who dropped that dagger into Miss Jessup's bag Mrs. Banks step back into your part. We are I want you to tell me all you know about this Yes, and that sounds like the tech squad sergeant. Let him in and help me give that room the works.  Banks this woman dorthy jessup answered an advertisement you put in the paper It said refined lady has pleasant furnished room to rent in own home That's beside the point I decided to take a room a captain not so much because I needed the money though I could use it of course as because I get kind of lonesome and I figured having another woman in the house He's gone over that jessup seemed so nice and quiet. She wasn't a giddy young thing She was 45 at least so I know the point mrs. Banks is that she never told you anything about herself That's why I say she was mysterious captain most women do tell things women like to talk Yeah, I'm getting the proof of that Take it easy logan take it easy Mrs. Banks you want take another picture of me mr. Casey Well, I've taken a half a dozen of you while you've been getting acquainted with the captain But you see now we'd like to nail something down Did miss jessup ever say or do anything to give you the idea that she had secrets Secrets that might possibly explain her murder. She certainly did do something She come into my house with a suitcase and from that day on she never went out of her room without leaving that suitcase locked How did you discover that I How do you suppose I discovered it a body's got every right to find out where the folks distrust him and lock things up Our sergeant martin Yes, sir as a locked suitcase in the dead woman's room and bring it here if the tech man have finished with it Okay, captain. I was just coming out for you. The doc would like to have you in there for a minute All right. Do you stay here with mrs. Banks? You don't have to leave a policeman to watch me. No, no, no, don't worry. You're not being watched mrs. Banks They whose pictures this on your wall is beautiful young woman. Why mr. Casey Believe it or not. That's a photograph of me Took 50 years ago. You know, I figured it was you you could tell Seeing me all wrinkled now and shrunk up. Yeah face still has the Fine lines of the girls in this picture. Oh, that's nice of you to say My husband used to make pretty speeches like that to me Charlie's been gone now for 14 years. Tell us about yourself and your husband mrs. Banks for the story All right, well your newspaper story won't be the first one read about charles peter banks and me mrs. Williams We was once some hoodies Uh somebody you ever hear of lisabeth fontanoy? No, of course you didn't lisabeth fontanoy was my stage name back in your grandmother's day You were an actress. Uh-huh. What was called a soup grad? What do you know? I wasn't a very good one I guess I was just young and pretty and looked good and tight and My husband was a real somebody though. Charles peter banks was educated a scholar He wrote a book a book. Yeah about historical things. You probably wouldn't understand There's a book he wrote on the table. Oh, may I look at it? Sure, but handle it careful It's old and not very strong like me. I'll be careful. Let's see casey Hmm The art of war in the middle ages Colleges and museums used to ask for my charlie's opinion on that subject Oh, he knew all about battle axes and swords and what men wore when they fought in ancient days and Newspapers and magazines used to mention his name and mine too Uh, you might maybe put in a word or two about that and your story miss I shall move back. Oh, here's that dreaded captain back again All the docs just confirmed my opinion of this stabbing casey. What do you say logan? At only a very strong person could have done the job The knife was driven completely through that woman's body and through a rib bone through a rib bone Yeah Say mrs. Banks, do you know of any big or very strong people who were associated with miss jessup? Well, I don't know if you called my next-door neighbor associated with it But he's big and strong and she had a fight with him last week She had a fight.  Hold your horses. I don't think gusts or leaner killed miss jessup Though I might be wrong Have you looked into a suitcase yet? No, but I got it here Also the key to it far to the dead woman's purse. I'll open it now and let's see Only a few papers inside. I see what they are Look at I have seen documents like that before it's a parolee's discharge of avon prison in the name of dorthy jessup Prentice Dorothy Prentice. Well, she's the dame who murdered them. I remember reading about that case The parole board let her out last spring after she'd served 20 years of a life sentence You mean my rumor was a murderous Sure was she carved up a guy named lou costa who was a big rum runner back in prohibition days, mr And now she's been killed with a knife kasey. This is finally beginning to look like front page I'll see it as we can resurrect the story of the costa murder Dorothy Prentice's trial or 20 years in prison everything. Oh, I never would have dreamed Now I can figure why she was scared of that man Man what man the mysterious man. Oh, no, lady. Will you please talk straight? She told me if this man ever come to the house that I was to say she didn't live here She described him to me and then one day he did come I did as she asked and he went away But later only two or three days ago I seen him watching the house When I told her she liked to die to fright now you tell me about this Well, you didn't ask me about the mysterious man before Of course now I figure he was a detective who was watching this his banks. Let me figure hold it Hold it pal. Mother banks. Will you describe the mysterious man to me? Of course. I will boy He was a big gray headfella with a little black moustache And a long scar on his left cheek a scar it ran from the bridge of his nose right down to his jaw Logan She's described Mike cost a brother of the rat Dorothy Prentice killed Mike's one of the toughest crooks in my book and he's never been known to forget a grudge He's paid that demo for knifing his brother. Oh, casey. Will this be a story and I'll be in it miss will you? I'll say you'll be in it mrs. Banks as a star witness, but on your hat and coat mrs. Banks We're going to headquarters where you can look at Mike cost his picture And if you identify him this case will be all washed up It's a picture the man I know captain that mysterious man miss jessup with a fear of Sergeant get out of pickup order on scarface. Mike costa have him brought in here and quick Boys have got Mike costa captain. That's swell sergeant bring him in here I I don't think you'd like him in your private office the way he is sir What do you mean? Mike tried to shoot it out with a cop's who cornered him and uh But he didn't do so well They're in good health, but uh, he's dead. He tried shooting it out, right casey That's pretty good proof that he killed Dorothy Prentice. We knew why the cops were after Excuse me miss williams according to the report I just got Mike started shooting for an entirely different reason What reason he thought the boys had his number for the stick up killing of that gas station attendant last night Captain he was pulling that stick up way over on the east side At the very time Dorothy Prentice was being stabbed Away over on the west side. Are you sure? Yes, sir. He's been positively identified as the stick up killer There goes my case against Mike costa And my beautiful corny story about a brother's revenge The death of mrs. Banks woman of mystery is becoming mysterious after all Come in mr. Casey. I'm delighted to see you. Thank you mrs. Banks It's set down and I hope you won't mind the must and my policy Some of my neighbors were in neighbors who never called on me before They wanted to hear first hand about my poor dead rumor They just left and I ain't have time to clear up the tea things we use Can I give you a cup of tea? No, no, thanks No, mrs. Banks. I um I came here for a talk That's fine. I like to talk Yeah, you like to have people want to talk to you, huh?  Yes. I uh stopped in at the public library this afternoon and looked over the book He wrote you did I found his the art of war in the middle ages pretty highbrow stuff A lot of it was way over my head But it gave me an idea Just like it gave you one I don't know what you mean You killed Dorothy Jessup Prentice, didn't you? Of course you're joking. No, mrs. Banks young man I weigh just 87 pounds in my heaviest coat and winter galoshes Are you saying that I drove a knife completely through that big woman? Yes And you did it from outside of a locked window Exactly. How did I do that?  In order to get attention The attention you've been without for so long. Well, I've been pretty lonesome I've wanted folks to notice me again, but Do you think that's a good enough motive for what you say? I've done It wouldn't have been for you if you hadn't learned that your rumor was a freed murderous You considered her life a little value. It didn't have any value. She was a bad woman I went to the library got old newspapers and read about her case That's how you found out about scarface mike costa the brother of the guy she killed Even come across some pictures of him. He never came here looking for Dorothy Prentice as you said no But that seemed a good story to tell the cop I guess you're ready now to tell the True story to the cops. There ain't been much in the papers about me during the last couple of days and Next week there wouldn't be nothing maybe And folks had stopped calling on me and I'd be alone again By me telling the cops I won't be forgotten so quick And you would put some more pictures of me in the papers soon. Yes We'll go down to headquarters right now and I'll confess to everything you said Good idea. You've given me young fella. I'll get the code. Hey, well, wait a minute Uh, what what do you mean? You'll confess to everything I've said that I've given you a good idea Well, you understand English, don't you? Yes, but look here. Am I wrong about this? Did you kill that woman? Well, wait a minute, mrs. Banks if if you're not really guilty if you mean to confess to something you didn't do I say you can't do that What did you say I couldn't do you you What's that in your hands the thing that shot a knife clean through that woman's body There's another knife in it now young fella And it's pointed straight at you I see. I'm gonna let you have it now. There's nothing I can do to stop you. I guess of course the ring Here take the darn thing out of my hands. It's heavy you You're just handing it to me. Well, it's the evidence you needed.  I'm the real woman of mystery mr. Casey But I guess you're guessing again before we're through Oh, let's be getting down to headquarters. I want to confess and have some fun with them, please What was the gadget mrs. Banks had Casey that shoots knives that was a crossbow effort A deadly little war machine used about seven or eight hundred years ago Crossbow to short bows set across a hunk of wood that was shaped pretty much like a rifle stock Was made to shoot short arrows or bolts that were about the length of modern carving knives Things in antique that mrs. Banks husband had picked up Poor old lady so lonesome. She committed murder to get attention What'll be done with her insane asylum Where she'll be perfectly happy because attention is something she's sure to get there for the rest of her life She's crazy, huh? So the doc say In the legal definition Poor old lady Think of the poor doctors and nurses are going to have her on their hands They'll never know what she's going to pull from one moment to the next I wish I were sure of what she's already pulled What do you mean, Casey?  I don't think so, but Ah nuts. Look if you two won't kibbit too much, maybe I can really dope out that third race One photographer starring Stott's Cotsworth is produced and directed by John Deets It is written by Alonzo Dean Cole and is based on the fictional character of Flash Gun Casey Created by George Harmon Cox Original music by John Gart and the program features Jan Minerazan and John Gibson as Ethelbert And Eva Condon as Mrs. Banks Herman Chittison is the blue note pianist This adventure of crime photographer starring Stott Cotsworth as Casey Came to you through the worldwide facilities of the united states armed force of radio service the voice of information and education


Hi everyone, Joe for JaspeysCaseBrakes.com. Come back to the real fun one here, 2021-22. Panini, Eminence, basketball, random hit break, number 10, we've done 10 of these. And thanks everyone for getting in on this. It's a random hit break, so we're gonna open up the case, like we've done the previous nine times. We're gonna open up the case, show you the hits, type in the hits, and the order that they were pulled. And then randomize these names and we'll match you up with a hit. Congrats to Carl, who also won that spot in the filler. All right, let's do it. See what's inside. And guess what, Eminence fan, there is another one loaded up in the store right now. And so we've got all the Eminence logo and stickering and all that stuff there. I'll just open here. I'm gonna mute the audio really quick as I take out the styrofoam so it doesn't destroy your ears. Back with sound. All right, gang, let's see what's inside. Let's see what we got. So the cards are right up on top. Oh, we've got some cards sliding out of their spots here. All right, so we're gonna go top left and we'll go across and then we'll do the bottom three right here and then we'll do the next layer. Ooh, nice start. Quad Diamond, one of one, Paul Pierce. The gems, naturally mine, not lab grown. And then we've got another Celtic, Larry Bird. Six out of 10. Next up is RPA, Jumbo Patch Autographs Jalen Suggs. Three out of 10. Love the really super thick card stock here, super heavy card stock. Some real nice stuff. In the middle is D-Wade, Dwayne Wade, nine out of 10, Diamond and Autograph. And then on this side, oh, we've got the top left over here. It's a one of one, Isaiah Thomas. Three color patch and auto. And that's the order that we pulled that. Let's remove the first tray here and then we've got the other ones right here as well. Got some fine, fine silver and a six out of 10, Jalen Green Autograph. Nice rookie, silver and auto. It'll be interesting to see what the Rockets do with their new coach. On this side, we have Quad Diamond and Autograph, Steph Curry, nine out of 10. Warriors beating my Lakers 125 to 94, 125, 95. Now, about a little under five minutes left in the game. I think all the starters are pulled. Rough day for the Lakers, it happens. All right, bottom left. It is Carmelo Anthony Lakers edition. Three color patch and Autograph, two out of five. That's a nice mellow. Then it is more Warriors, Jonathan Kaminga. Seven out of 10, two color patch and Autograph. Good RPA. And the final hit is, ooh, ooh. Ooh, some 14 karat gold, three out of five. Shaquille O'Neal, that is awesome. That's sharp, real sharp. There you go, empty box. You can see it on the top camera, nothing inside. It's other tray back here. All right, now I'm gonna pause the video. When we come back, we're gonna have all the hits typed in. We're gonna have all the hits typed in and then we'll randomize names, randomize hits and see who gets matched up with what. So stick around, we'll be right back. All right, welcome back, ladies and gentlemen. I got all the hits typed in. One, two, three, four, five, six, seven, eight, nine, 10. There are the names right here. Let's do it, let's roll it, let's randomize names and hits. Three and a two, five times each, good luck. One, two, three, four and five. After five, we got Carl's full spot and Carl's winning spot. Winning time and three and a two, five times for the hits. Good luck, one, one, there's one, two, three, four and good luck, fifth and final time. We got the D Wade down to the Jalen Green. And this is how it shakes out. Carl with the Dwayne Wade Diamond Auto nine out of 10, you got the Mellow Patch Auto to five. Michael with the Paul Pierce Quad Diamond Auto one of one. Carl, the Shack, 14 karat gold out of five, the Larry Bird Auto six out of 10 and the Steph Curry Quad Diamond Auto to 10. Hilton, you got the Jalen Suggs RPA three out of 10 and you got the two RPAs. The Jonathan Kaminga RPA seven out of 10. Michael with the Isaiah Thomas Patch Auto one of one and Carl with the Jalen Green Silver Rookie Auto six out of 10. Now Carl had an out of five, another out of five, right there, right? Yeah, Carl, all aboard the Big Head Express, whoop whoop. What else, Michael, you got a train whistle right here with the one of one, two one of ones for you. Mike, the Paul Pierce Quad Diamond Auto one of one and Isaiah Thomas RPA one of one. All aboard, whoop whoop. And those are the train whistles in the break, ladies and gentlemen. Eric, here's a look for those of you just missed it. We got another eminence case in the store right now, ladies and gentlemen. No fillers yet. So maybe a couple of the high rollers who got into this one might be interested in getting the next one straight up. We can definitely get it done at two night. Love this one, that Shaquille O'Neal 14 karat gold. Woo, that's the kind of stuff that can pull out of here, ladies and gentlemen. Thanks for watching. Thanks for breaking with us. I'm Joe, I'll see you next time for the next one. Bye bye.


What I wanted to show now is one nasal encephalocene and then CSF rhinorea. So CSF rhinorea is something very commonly seen by each of us in our practice. So I think it would be useful to see a CSF rhinorea video. I will start with the nasal encephalocene. This is a one year old child who came with widening of the nose and blockage of the right nose. The CT and MRI showed this huge nasal encephalocene occupying the entire right side of the nose. So as soon as this we used the adult nasal endoscope because the nose was widened even though the child was one year old and you see this huge pulsating mass in the right nostril. So I started first trying to delineate whether it can be softened by pushing it. When it did not work I coagulated the surface to shrink the encephalocene a little bit but ultimately you have to open it, evacuate the contents, identify the site where the encephalocene is herniating into the sac and then pack that area. So you see the sac has been coagulated, surface of the sac has been coagulated and it has shrunk a little bit. I could use the routine bipolar because it is prolapsing quite into the anterior near and that process is faster with the standard bipolar and now you see the nostril space is seen because of the shrinkage of the encephalocene and then the middle turbinate comes into view. So the herniation is in front of the middle turbinate in the roof of the nose from the ethmoid region. If you want to go to the spinoid region you have to go here in the spino-ethmoidal recess. Many of the CSF rhino areas also come from this region of the fovea of the ethmoid where the leak occurs. So it is in front and above the middle turbinate CSF leaks and some of the encephalocene. So you have to really angulate your endoscope nearly 30-40 degrees to see the CSF leak area if you want to do when you are doing a CSF rhino area. And now the endoscope the encephalocene sac has been opened. The brain which herniates into the encephalocene sac is always atrophic and gliotic. So it can be removed unless you have to be very careful that there is no major blood vessel herniating into it. Here the opening was small it was quite anterior hence the risk of a major blood vessel herniating into the encephalocene was very low. We did not see the olfactory nerve I saw the opening and that was clearly delineated after all the contents were evacuated and I kept within the sac I did not go outside the sac. This you see the arachnoid nerve appearing and as the contents are progressively removed you suddenly start seeing the site from where the brain has herniated into the sac. So this is the continuation from the previous video where the contents have been evacuated. So I am staying within the contents of the sac and you see CSF welling out from this area that becomes more clear. So the actual huge encephalocene was herniating from this point onwards. So it becomes a relatively simpler thing to repair. So it is important when you are doing an encephalocene to know what is the width of the bony defect which is causing the encephalocene in this case the child had a very small defect. So both CT scan and MRI helps in that endeavor and of course in CSF rhino area sometimes image guidance is very helpful especially in the beginning stage and once the limits of the bony defect is determined it is very essential to do an intradural packing. If you just do an extradural packing you run the risk of displacement of this pack and recurrence of CSF rhino area. So it is very important to define the edges of the leak and then that defect is packed with fat and sealed with fibrin glue. The technique of packing the fat is it has to a component has to go intradural and then you can use fascia if required. So it should be a combined intradural extradural packing.   So it is a careful balance between avoiding packing too much and packing too less. The wall of the sack can be excised. So whatever is protruding into the nose the wall of the sack can be excised. So this is the post-op MRI you saw the earlier MRI scan which showed a huge encephalocele here and this is the post-op MRI scan at the end of 6 months which shows that the leak has stopped and there is no mass blocking the nose. Similarly when there is a hypothalamic hematoma which is within the third ventricle the stalk is attached to the third ventricle like this. It is possible to come from the contralateral side and then dissect and cut the stalk. This patient presented with Gelastic seizures and this is the site of entry and the sectioning of the hypothalamic hematoma from the hypothalamus. I basically started using a long endoscope when you do the nasal phase and 18 centimeter endoscope is enough because you do not need an extra length. But with the shorter length the problem is this camera and the light source and the other attachments make it difficult to introduce instruments into the nose especially when you are operating in the cellar. So when you are shifting to the cellar you need a longer endoscope. And when you operate alone for example you do not have an ENT surgeon to help you with initially then the use of this endoscope holder is very useful so that you can use both your hands. Single nostril or binostril is an approach which depends on your philosophy and it is possible to do all these surgeries within a single nostril for straightforward pituitary tumors. These are the instruments all the instruments unlike in the transpenoidal, routine transpenoidal, transnasal transpenoidal instruments you require bayonetal instruments. Here all instruments are straight examples of pituitary adenomas operated pre-op scans and this is the post-op scan showing preservation of the pituitary stalk. What is very important is recognition of the normal pituitary. The normal pituitary when you use a high definition camera the images which you saw they all are based on high definition images. So high definition camera is quite expensive most of you may not be able to purchase a high definition camera, a low definition camera may be used. In such a situation when you see the arachnoid which is coated with a thin whitish layer that is the normal pituitary even if you do not see. So you do not have to scrape anything getting stuck to the arachnoid. What is stuck to the arachnoid do not forcefully remove it. What is pituitary tumor will come out with gentle traction. So the normal pituitary gland will be stuck to the arachnoid. As the arachnoid progressively descends you see this thin whitish layer stuck to the pituitary gland leave it behind. So that is what will preserve the normal pituitary gland. In micro adenomas it is a different story you see the normal gland in the beginning itself. This again a large pituitary adenoma but again you notice there is no sideward extension into the cavernous sinus or supracellar extension to the side. So this is important when you make a case selection in the beginning. Why is it important the intracranial pressure pushes the tumor down as you progressively remove the tumor. That does not happen with a parascellar extension or an intradural lateral extension. That progressive herniation of the tumor downwards does not occur when it is not a straight forward tumor with straight up supracellar extension. And that is very important and another step which is very important in pituitary tumor surgeries you should observe how the arachnoid is dissecting descending down. When you have removed enough of the tumor in stages from the sides first posteriorly and then go to the anterior and superior portion the arachnoid progressively the diaphragm and the arachnoid progressively descend down. Then it is an asymmetric descent you see the arachnoid on one side you do not see the arachnoid on other side that means surely there is tumor which is left behind. So the post-op scan shows even with large tumors like this the pituitary stalk is preserved and the tumor is completely removed and the optic nerve is decompressed. Acromegally with as much smaller functioning adenoma the post-op scan showing removal of the tumor and the preservation of the pituitary stalk and the normal pituitary gland. So this is the case of CSF ranoria from the phobia in the arachnoid. So as I said the CSF leaks from high up in the nasal roof anteriorly. So you need to use this cotton patties soaked with adrenaline to shrink the mucosa and create the space to go in there. Otherwise you will have swollen mucosa which obstructs your view and also starts bleeding quite early. So now we will see something which I use regularly in CSF ranorias. I use 0.1 ml of 20% fluorescent in 50 ml to 100 ml of saline and inject it intrathecally when I begin the procedure. So this is quite useful in tracing the leak because most of the time it may occur through ethmoid air cells. So as soon as you identify the leak and if you pack that area if you pack the ethmoid this will definitely result in a recurrence of CSF leak. So you need to drill out those ethmoid air cells and reach to the site of the leak like I showed in the encephalocele case. So that is the most important step you have to identify the leak from the anti-cranial fossa floor proper not from the ethmoid air cells. So when the ethmoid air cells are removed you identify the site of the leak. So this is the area where the ethmoidctomy has been done and then you chase this fluorescent leak towards the site of the leak. What is the problem if you inject it twice? Suppose the leak is profuse and all the fluorescent leaks out.  The biggest problem with fluorescent is it is highly seizureogenic. So you cannot exceed the 0.1 ml dose which is given intrathecally. So you can inject it only once. If you need more you have to produce an artificial increase in the leak you can just inject 50 or 100 ml of mosa line to aid in identifying the site of the leak. So the technique used in repairing this leak is again you have to drill the bone till you identify the site of the leak. Clearly define the edges of the leak, do an intradural packing with fat and fascia and then apply a fibrin glue. So still some air cells are there which prevent correct identification of the site of the leak. And after the correct identification of the site of the leak fat is packed into that gap to achieve both intradural and extradural packing. Apply fibrin glue and then you can apply a layer of fascia if you want to buttress the fat. And when I operate for CSF leaks I tend to leave the lumbar drain for 24 hours at least and pack one nostril with meroseal so that the child when it cries the ICP the raising ICP does not force the fat down.


Hey guys, it's Jennifer my creative crafts today. I'm going to show you a really simple craft that takes just a couple minutes to do I don't know about you guys, but I have really dry hands in the winter time So I'm going to use some coconut oil and some sugar and show you how to make a sugar scrub like this Okay, so to get started. I am using just regular white sugar And then I'm also using an organic Coconut oil you can use I have this kind too is Louisiana coconut oil, but this stuff is organic and Unrefined so it would be clear instead of this yellowish color from this coconut oil And then I also have these little containers. I bought these off the Amazon I'll leave the links below to them I thought it was kind of cute because it comes with little tags on it where you can write what it is So and then I also have some essential oils and it's up to you if you want to add this to it or not I'd rather leave it out So you just need to start with a bowl and you need to warm your coconut oil up So it's liquidy like this. So you're just going to take a cup of your oil and dump it in your bowl and Then you want to take a cup of sugar as well and add it and give or take depending on how thick you want it You can add extra So that's a cup of oil and you want son of Mix it all together And you can add more sugar if you want it a little bit thicker which I do But again, I'm not adding the oil and if you want to add the essential oils in this would be the time to do it I'd rather just leave it out and I like made a little bit thicker You can see how thin this is but it will thicken up once the Coconut oil hardens again, but I'm gonna add a little bit of extra sugar.  You don't want to over Do it so that is it then you just want to take the cover Put your cover on and then you can label it with those labels or you can use your Cricut machine And also put it on here if you put any oils in it or like the date you made it in case you want to give it out as Presence, but that is it using simple ingredients that you probably have laying around your house It's just a simple easy way to make something that will make your hands look really nice and feel better Hope you enjoyed this craft happy crafty and make sure you hit that subscribe button Give me a thumbs up and leave a comment below if you have any questions or any comments Thanks a lot guys