Well thank you for the opportunity to present this project. I'm going to be talking about the SCC funded transformative land investment project. Just as a caveat, I mean this is not a purely research project. This is largely a development oriented project with the general purpose of helping countries better leverage agro investments in support of a food systems transition. So ultimately what it tries to do is to strengthen the contribution of agro and forestry investments to tenure security, environmental resilience, and social inclusion. So the way it does that is on the one hand by improving private sector compliance with national and global regulations and best practices. So we're talking about globally recognized responsible business frameworks such as the CFS responsible agricultural investment principles, the voluntary guidelines and the governance of tenure, and increasingly harder regulations like the EU deforestation regulation. The way we try to do that is also through business model innovation and I must say there are striking parallels between this project and the living landscapes project, which is encouraging to see and it's good to know so I think there are a lot of opportunities for cross learning there. Ultimately TLI is embedded in SCC's global food security program and emerged from primarily their commitments to the voluntary guidelines and the governance of tenure. So phase one of the project, the objective is a long term objective for us is to have three phases. The first phase will run from 2022 to 2025 and the second one from 2025 to 2028. The projects let receive a e-graph with support from Land Equity International, RECOFT based in Bangkok and SNB who are technical implementing partners. Focuses on five countries that have been a major object of land-based investments. These are Ghana, Ethiopia, Mozambique, Myanmar and Laos. In the last, say 15 years or so, there has been a transfer of over a million hectares of land in each of these countries which has produced a lot of land-related conflicts and smallholder displacement and competition. So what is the general premise of the project? The idea for us and the initial call from SCC was to support the VGT compliance. Our thinking is that okay, if investors comply with these international regulations and standards, that doesn't necessarily mean that they contribute positively to their host countries. It might reduce negative impacts, but it doesn't necessarily mean they produce positive impacts. It's much like the VGT's. If companies respect tenure rights, that doesn't necessarily mean that their contribution to local populations is positive. The most important thing, and what we're seeing in practice from the last 10 years of research on this, is that a lot of these sort of commitments and frameworks produce a lot of unintended consequences. I think the prime example is now what is emerging from the EU deforestation regulation and also corporate zero deforestation commitments, that companies are trying to eliminate deforestation from their supply chain, the effect being that they are excluding smallholders from their supply chain because they're too costly and expensive and difficult to trace. So for us, in order for these sort of agro enterprises to have a positive effect and net positive effect, they really need to change the way they do business. And their business models need to become more consistent with sustainable food systems principles, where this notion of trade-offs and holistic perspectives is a lot more central. So indeed, for us, issues of social inclusion, environmental stewardship, governance, and societal issues should become part of the very fabric of how investments do business. And this demands assistance perspective, and it also demands co-creation of business models and business ecosystems that resonates on one hand with national priorities, but also with the needs and practices of smallholders. For us, what we are trying to do with this project is essentially help move companies along what we call the TLI continuum. So there's somewhere on the continuum, and this continuum is defined by us along a set of TLI principles. These principles include, for example, strengthening of land rights, expansion of market opportunities for smallholders, promoting adoption of agroecological practices, and supply chain shortening amongst other things. So we recognize that you can't move an investor at the bottom of the continuum to the top straightaway. This is a gradual sustained long-term process that requires dedicated support. So the way we do this is through sort of a four-pronged approach, I guess. We recognize that you can't do these things in isolation in the piecemeal sort of way. We have to tackle this thing at multiple different fronts. So the first thing you have to do is to prevent negative impacts even ever from happening. And the way we're trying to do that is to institutionalize what we call a risk-reward tool that helps governments identify and screen for inherently unsustainable investment models from the outset so that that feeds into the approval process, and those sorts of investors are never afforded any licenses. For those that do, what becomes important is then to control how positive and negative impacts play out. They never do play out, but they have to be managed. This is often a policy and regulatory issues. But at the same time, the investors also have to be encouraged to do better. They have to be encouraged to adopt better business models. So the way we're doing this is thinking about, okay, how does the national business ecosystem needs to evolve? And we are doing that through a series of multi-stakeholder platforms in each of the five countries. So these are essentially three-year platforms that bringing private sector civil society and government together to talk about what a food systems transition looks like in their respective countries and how businesses or private sector can best be leveraged for that purpose. And then finally, our improved part is, okay, you can incentivize an investor to do better, but that doesn't mean the investor knows how to do better. That doesn't mean that a commitment translates to a practice. So for that, we have conceived these business, what we call business transformation labs. Those are nested at the national level within government structures. And the idea of these labs are is that they provide technical backstopping support or partnership brokerage support to agricultural enterprises across the country, especially new entrants. Then concretely, just to go into a little bit of sort of activities that we've been doing this year for the risk rewards tool. So the tool essentially is a simulation model. And the idea behind the simulation model is that with minimal input and use of secondary data, it can very cheaply and easily estimate what types of costs and benefits are likely to be associated with plant investments. So this is really before an investment is approved. This uses existing data. So we're talking about investor feasibility studies, citing plans, spatial data, sensor data, carbon data. And what the model essentially produces is an estimate of the value of loss and gain production, emissions associated with land use change, displacement risk, employment potential and FX earnings. The model will eventually be the institutionalized within certain ministries. And they'll also be trained to use this tool appropriately to inform their own licensing processes. Then the multi stakeholder platform is essentially a facilitated learning and cooperation space for these different stakeholders. The initial part of it is to sort of collaboratively identify national food systems challenges and priorities and evaluating entry points for improving the enabling environment in support of transformative lands investments. Now, once those priorities are identified, we are co-developing strategies and action plans on how to improve the enabling environment and ultimately test their viability and support implementation in phase two. What we've done in 2022, I mean, the project's been going for about seven, eight months now, is we've done an enabling environment assessment. So the full assessment of what the enabling environment is, how it disables or discourages investments that are consistent with TOI principles. And based on that, we're developing what we call business ecosystem index. So there's essentially an index for monitoring how well countries or country ecosystems are corresponding with the TOI principles. Five or four of the five multi stakeholder platforms have now been established, government by NSBHC, terms of reference have been designed, and initial planning activities have come off the ground. The business transformation labs are, like I said, they're technical support facilities and a co-innovation space. The idea is that they become financially self-sustainable service units nested within the one-stop-shops in countries. So the investment promotion agencies that are accessible to willing investors across the country in agriculture and forestry. And the way the business transformation labs work is that they create a space for investors and communities to co-create bankable solutions. So solutions that help improve small-holder production practices and make these more consistent with agro-ecology principles, to improve corporate sustainability policies in line with international frameworks and ultimately to devise business models to help achieve that. Then once that is identified about what these solutions look like, our role is to identify capacity and resource gaps and broker the necessary public and private and civic relationships to actually deliver on the business models that are designed. And then ultimately what the BTL business transformation labs do is provide backstopping support to implementations, systematic performance monitoring, and also support to communities. Then finally, and this is sort of a way that, okay, we have these different processes where there needs to be a countervading force and a lot of the countries we recognize as grassroots organizations are ill-equipped to effectively engage the private sector and also to engage in national policy processes. So what we are doing is creating a community of practice for grassroots organizations, which is meant to foster collaborative learning, also planning, collective collaborative proposal development, but ultimately to devise a strategy about how they can improve their collective capabilities to support businesses who advocate against unsustainable business conduct, but ultimately also to support the MSPs. Then the final component is looking more global alignment. We are working across different communities, so sort of in the responsible investment space, you have pre or poor, very disparate communities. So you have the tenure right social justice movement, you have the responsible investment movement, and you have the zero deforestation movement. That's essentially where investors are veering towards. Between those movement, there's very little cross-fertilization, there's a lot of territorialism, and that has to be overcome because these trade-offs between these sorts of initiatives and investors adopting these sorts of instruments is really quite detrimental in practice. So what we're trying to do is create space for dialogue across these three core communities of practice and essentially link that to the work on food system sustainability and ultimately agro-ecology.


Tom here from Lawrence Systems and as of July, 2022, Tailscale has been added as a package for PF Sense Plus and PF Sense CE. I'll leave a link down below to the NetGate announcement that also has an embedded video from Christian McDonald where he breaks down the Tailscale, how it works and a lot of the details that went into writing it because well, he's the one that wrote it. Great video, lots of information. Now, what problem does Tailscale solve? Well, Tailscale is an overlay network and I have a few videos where I've done on Tailscale and other overlay networks also linked down below so if you'd like to dive into that topic. The problem I see this really solving for a lot of people is with Tailscale, you load the Tailscale client on Mac, Linux, Windows devices, but obviously there's some devices that may not be accessible to you to load Tailscale on, you know, IoT devices or camera systems, et cetera. By having it on PF Sense, this allows your Tailscale namespace that you set up to have a PF Sense in the mix that can advertise routes and this gives you the ability then to have access to all those non-Tailscale devices that are on the network behind PF Sense. It also offers the opportunity for people who have been stuck with carrier grade NAT and can't just put a VPN on PF Sense because well, no public IP address available for them and Tailscale will facilitate routing through the CG NAT space and still allow these devices. Let's say you have a laptop and you want to leave home but be able to so get to all your devices at home, no problem, have Tailscale on a laptop, Tailscale on PF Sense and it will bridge that access to all the devices behind there. Now, Tailscale has a lot of features but one of them is not going to be absolute the best performance speed. Even though it's based on WireGuard and Christian McDonald addresses this in a video, it's based on the WireGuard Go implementation so there are some speed limitations. Second, it's not the same as using a privacy VPN. This is a discussion people may go, well, can I just use it for all my VPN needs? Not necessarily, I have a link down below for setting up open VPN as a privacy VPN with policy routing. It's not as much a policy routing type of VPN. It is more a connectivity solution with the overlay network. So we're going to dive into how simple it is to set up what you need to get going with it and just a couple of the parameters and a few security thoughts about it. Before we dive into the details of this video, let's first. Are you an individual or a company looking for support on a network engineering, storage, or virtualization project? Is your company or internal IT team looking for someone to proactively monitor your system's security or offer strategic guidance to keep your IT systems operating smoothly? Not only would we love to help consulting your project, we would also offer fully managed or co-managed IT service plans for businesses in need of IT administration or IT teams in need of additional support. With our expert install team, we can also assist you with all of your structured cabling and Wi-Fi planning projects. If any of this piques your interest, fill out our Hire Us form at laurancesystems.com so we can start crafting a solution that works for you. If you're not interested in hiring us but you're looking for other ways you want to support this channel, there's affiliate links down below to get you deals and discounts on products and services we talk about on this channel. And now back to our content. The first place I want to start is the NETGATE blog post because the video that's embedded in here by Christian McDonald, the developer at NETGATE who put this plugin together covers how to set up two PF senses that do not have publicly routable WAN addresses but allows for the connection of these devices as a site to site VPN. So that's well covered and well documented along with a lot of other details. So I do encourage you to watch Christian video if that's the setup. Today, we're going to focus on a setup that is just for connectivity. Now, before we go any further, I will mention yes, I'm aware and yes, I've tested HeadScale. HeadScale is a open source alternative to Tailscale. So Tailscale has a open source client, the protocol that uses WireGuard. So everything about them is open source except for the coordination server and the backend. HeadScale is an implementation of Tailscale that's basically open source. It does lack a proper UI. It doesn't have a nice web interface on there to make it easy to manage. They have documentation on how to get it set up. I did go through and set it up and make sure it works fine with PF sense and all the other devices. But I am not using it for the demo because well, it would add a little bit of extra complexity but I'll possibly do a separate video on this if people have trouble getting it set up. The documentation is kind of basic but they do have commands you can go through and figure out how it works along with some example configs. Now the obvious prerequisite for this video is going to be that you have a Tailscale account set up. You can sign up for free as of July of 2022. They allow you up to 20 devices for free. And I mentioned it like that because one, I wanna say the date in case they change any of the policies on there but of note, the devices, this is Tom's home PF sense, LTS Tailscale, PF sense lab and a few other things I have in there. My Tom home PF sense is one we're gonna be focusing on but this counts as a device and I have it advertising the subnets behind it. This allows connectivity to the devices behind it. So if we look at the diagram here, we can see like Tom's phone, this other lab server, we have them across the internet. They wanna connect to Tom's PF sense. Each of these is a single device. These are not devices. These are just extra routes that are advertised by my PF sense that allow like my phone whether it's connected to the 5G LTA network wherever it is or this extra lab server I have at the office that I'll demo to talk to my PF sense and therefore PF sense then handles the routing between all the devices. Something worth noting as well when it comes to access controls, the access controls is how you control all the devices here and their ability to talk to each other. The default routing rules are yes, they can all talk and yes, when you advertise routes any of these devices can talk to these particular devices that are set up behind there. The rules have to be done inside of Tailscale. So you don't control any of the rules inside a PF sense for very specific routing information with the limited exception that we'll get to when we talk about the firewall rules a bit later in the video. But for the most part, it's relatively easy to set up. It's easy to add these devices and we'll start by deleting a device because we already have this one configured but we're gonna delete my PF sense lab and show you how to add a PF sense to it. That part's really simple and pretty easy to get started with. Now this is the PF sense in my lab and I wanna start by actually log out and clean. This will forcibly disconnect this particular PF sense. So now Tailscale is not running and don't worry, these keys aren't reusable but this is all a demo account anyways. So we've gone into Tailscale and we leave this the same. This is where you would change if you were using something other than Tailscale such as headscales of coordination server. So you leave the login server the same and you just put in the pre-authorization key. So right now status is not running. So we look at the settings even though it's enabled, Tailscale is not working because we forced a log out and clean. Now if we go back over to Tailscale and look at the machines, you can see that it's offline. So we'll go ahead and just delete it. So this is PF sense lab and we're gonna go ahead and remove it so we can add it again. So we've deleted it here. Let me go over to settings and we want to go to keys and we wanna generate an auth key. We don't want this key to be reusable. You could if there's some use case you have for it but it's easy enough to create a key. So we don't wanna remove, ephemeral machines on the key will automatically removed after going offline as in do you want it to be temporary? Probably not. Tags, well you can create tags to automatically put and apply different things to this particular key but we'll just go with generate key. Then we're gonna hit copy and we know the key is copied.  Then we just hit save. See it's enabled and hit save again here. Tailscale not on, refresh or check status page. We go over to the status page here and it's online and ready to go. It's pretty much instant in real time. I did not have to edit any of that. Matter of fact, the key already went away because it's been used. The PFSense lab is already showing up and showing connected. It's pretty much instant when you add a device inside of here for it to show up. Not just for PFSense but for any other ones. There's not much of really a delay. And down here, if we scroll down a little further on the status, I blurred out the bottom where it has my public IP address but it's giving you all the information about that it's connected and it can see all the other devices that are within this namespace of Tailscale that it can talk to. So these are all the other devices that are online. Of course, to talk to by default is all these rules are open. It can talk to any of these devices but if you change the ACL rules, they would still just show up here but you'd have control over the inner routings between these. Now in terms of settings over here, this is where do you want to accept subnets that other routes advertise. This is where you can get in a more advanced and this is covered in Christian's video and it's pretty simple. You just accept the routes and then add, go over here to the routes and for example, in my system, it's the 192.168.11 network and if we go to this lab PF sense, the main screen here, that network does not exist over here. So it has a three dot network, 40, 22 and a 10 dot network but we go over here to diagnostics then routes because we're accepting advertised routes. There's my Tailscale 192.168.0 slash 24, Tailscale zero route. Combine that with firewall NAT outbound and then we say we would like anything heading to that destination to go out Tailscale. This is covered as I said in Christian's video. This lets devices behind here talk to that other system. It's probably the easiest I've ever set up a site to site VPN using Tailscale. It just makes it really, really simple. And if they do have public IP addresses, Tailscale will have these devices talking directly to each other. Now back over to my server. Now my system is already online, keep configuration, advertises exit node. This is an extra feature that's pretty cool that if you say I want to offer to be an exit node for up on internet traffic, you can take and there's options in different Tailscale clients to say, hey, route things through an advertised exit node. What that means is for example, with my phone, I can actually have my phone routing all the traffic as if it's coming from my home. This is also very handy if you are traveling with your laptop and you would like a VPN to wrap everything in. Tailscale does have an option for that as long as you have an exit node among the nodes and PF Sense can act as an exit node by simply checking the box. Now this does not need to accept any routes because this is where the routes are coming from, not going to. So by doing this, we don't have to put any special outbound net rules. I only had to put in this route that already belongs to this network and say, hey, advertise this route. If I wanted more, you can advertise several different routes. The only thing I really want to access to is things on the 192.1680 network. It's called NSFW LAN. I have a video about setting up PF Sense and I've covered why I call it that. But essentially it's my untrusted network of devices where things like, well, and as I mentioned here, we have the MB server or the TrueNAS server. Now let's talk about pinging that server. And this is the 192.16872.110. So this is my little Ubuntu lab server. It's actually remote. It is not local to me. You can see it's not a 10.network and this network exists actually over at my office and Tailscale is facilitating this individual device connecting through a tail-toe coordination server and then getting connected to my PF Sense and then having access to the routes. So we can do things like pinging <IP_ADDRESS>. Easy enough to ping it or .30, which is the MB server. Now this is where things get a little tricky and I want to talk about the security concerns of this. If we go under firewall then rules, please note there are no rules here under Tailscale. Let me explain. The reason we're able to and we'll go ahead and open up PF Top and we filter for host <IP_ADDRESS>. And then we're gonna go and ping it again. If we ping <IP_ADDRESS>, you'll see the ICMP packets coming from <IP_ADDRESS>. And the reason why is because the way FreeBSD is gonna handle the routing is it's going to send a packet from the subnet by which there is the most direct path, which is gonna be <IP_ADDRESS>. The routing's being handled internally by PF Sense. So by me pinging, even though my origination IP address is this one here, the 198.72.110, that IP address isn't going to show up inside of here. That IP address, so if we go back to pinging it is not the source because it's coming to the PF Sense IP address that is attached to Tailscale. Might be a little confusing, but it's something to think about that the firewall rules do not apply to this traffic because it's handled inside of PF Sense in this way. This is where you would need those ACL rules. That being said, what traffic is handled that way? And that traffic's going to be my PF Sense's Tailscale IP, which is 192.196.1. If I try to ping it, there's no response. If I were to try to get to the web interface, there's no response. So let's go ahead and add a rule under Tailscale here. Gonna add, pass, pass, any. So just let it all go through. This is a wide open rule here. We're gonna hit apply, go back over here, and now we can ping. It's as simple as that. The control it does have is over whether or not you're able to do something with Tailscale within that IP address. Like for example, the web admin interface is technically now accessible. So if we change this, and we don't have a browser on this system, but if we did this in 10443, well, I have access to it now. So now I'm actually able to, from all the other Tailscale nodes, be able to get into the web interface of PF SenseNet. Maybe not ideal, because they don't need access to that. So we're gonna go ahead and shut that down so it doesn't need any rules for this scenario, but I can still get to 192.1681.8. So as I said, it's coming out and routing as the PF Sense. Now from an ease of use standpoint, hands down, Tailscale is just simple. It's probably the easiest, if you follow Christian's video on setting up site to site, which is just adding those couple outbound net rules, dropping in Tailscale. I've never set up a site to site VPN so fast. It just makes it really easy to do, especially because if you wanna add things like a phone in the middle of it to also communicate with the devices, well, advertise the routes on both sides and add your phone. And now the phone could actually talk to both sides of those PF Senses provided on the routes conflicted with each other. So that would be a different problem to sort out, as long as you have completely separate subnets on all the PF Senses as in, yes, is not just site to site, but site to site to site to site, hub spoke setup, if you'd like. There's a lot of opportunity and a lot of options here. So I'm really happy the integrated Tailscale in here. I will work on if there's enough comments down below about doing a headscale video. I kind of wanna dive into it. I really like the way headscale works. It's quite simple because it doesn't need to join in and neither does Tailscale, by the way. The routing that's being done is between the devices. It only goes into relay mode where the traffic but an encrypted with a wire guard tunnel would pass through the external server under the circumstance where no way could it negotiate any of the UDP hole punching essentially it is used in order to get the devices talking to each other. But even without opening any ports, all this works extremely smooth. And I've talked before and I dove into the other videos as I mentioned, how UDP hole punching works. And I highly, highly recommend you read the entire NAT section of Tailscale because it explains all the different varied versions of NAT networking, not as it relates to Tailscale, but just how NAT works in general. And it's actually a great lesson I think in network engineering and just a wonderful read for those of you who go, I wonder how NAT works and I wonder all the little different facets or how do you deal with something when it's double or triple NAT it and behind CG NAT or what if two devices were behind CG NAT, could it work? Tailscale is a solution for even devices that are on CG NAT where it can see the coordination server and still talk. And this is still functional inside of PF Sense. And it's basically the full feature Tailscale client on there. And whether you use headscale or Tailscale, it does work. So leave your comments down below or head over to the forums for a more in-depth discussion. And thank you for making it all the way to the end of this video. If you've enjoyed the content, please give us a thumbs up. If you would like to see more content from this channel, hit the subscribe button and the bell icon. If you'd like to hire a short project, head over to lauranceystems.com and click the hires button right at the top. To help this channel out in other ways, there's a join button here for YouTube and a Patreon page where your support is greatly appreciated. For deals, discounts and offers, check out our affiliate links in the description of all of our videos, including a link to our shirt store where we have a wide variety of shirts that we sell and designs come out well randomly. So check back frequently. And finally our forums, forums.laurancesystems.com is where you can have a more in-depth discussion about this video and other tech topics covered on this channel. 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This 2012 Dodge Challenger SRT8 392 edition is stock number 12173Z. We are here at Summit Automotive in Fond du Lac, Wisconsin, near New and used Dodge Challenger and sports car headquarters. This 2012 Dodge Challenger has the 6.4 liter V8 Hemi engine, pumps out 470 horsepower. This car has been fully safe and inspected by our service shop has a fresh oil and filter change. All the fluids have been checked and topped off and this car is 100% ready to go, super clean inside and out. Redline 3 coat pearl is the color. We shoot all of our videos in 1080p 60 frames per second so if you have HD capabilities on your computer, tablet, smartphone or television turn them on right now because it is your best way to check out the quality, condition and options of the vehicle before seeing it in person. And if you like the video and want to subscribe to our YouTube channel on the bottom right hand part of the screen is a subscribe button. Click that and click the bell notifications to get updates on the videos we do each and every day here of our amazing inventory at Summit Auto. This one comes with the 20 inch painted and polished aluminum rims. These rims are in excellent shape, at least this one is, Brembo brakes, slotted rotors, has Goodyear Eagle F1 245 45 ZR20 tires and these tires have a good amount of tread left, I'd say at least 60 to 70% of the tread on there. Front fender is in very nice condition, paint is in excellent shape, has the HID clamps, factory fog lights, front bumper is in excellent condition, the silver stripes are in very nice condition as well, the hood looks really good and the passenger side front fender, very nice as well and the passenger side rim just as nice as that driver side. Take a look at that red line three coat pearl does have a little bit of metal flake to it so when you're in the sunlight it definitely shines a little bit, really nice color and as you go down this side of the car take note of how clean the body is, how reflective and mirror like that paint is and we take these HD videos so if you are far away or even if you're close by and just cannot make the trip down but you're still interested in purchasing the car you can see the car, hear the car and of confidence in the vehicle that you're looking at before you even get here so when you do get here there's no surprises and you can make a smart and informed buying decision from your own home or wherever you may be watching this video from. This back rim is in excellent shape as well, you don't see rims this nice on a nine year old car. Anyways back tires have just about as much tread as the front tires, rainbow brakes on the back as well as we come around to the back of the vehicle, rear bumper is in great shape, this one does have Flowmaster chrome tip dual rear exhaust, the trunk lid absolutely perfect, boy I didn't see any flaws on this car, this thing is super nice, trunk area is very clean, does come with a tire inflator kit and that's where your battery is located on this car, even the trunk well there is super clean, somebody obviously cared for this car a lot. For full disclosure this back rim just as nice as the rest, I didn't see any scuffs on any of the rims and the rear quarter looks really really good as well, driver side door I didn't see any chips or anything on the edges, heated power mirrors inside the SRT8 392 edition gives you the black leather and suede interior, you get the red leather strip on the backrest there SRT stitched into the backrest as well, side current airbags, we'll take a quick look at the back seats, no rips or tears back there, does have the latch child safety system for any child car seats you may have, power windows, power locks, power mirrors, you get the suede inserts on the doors, auto headlamps and we'll hop inside, take a look at the ignition and the radio and everything this car has to offer on the interior, so notice you do get the white faced instrument cluster, that's the SRT instrument cluster, 8191 miles on this car, comes with the leather wrapped flat bottom SRT8 steering wheel, cruise controls on the right, bluetooth and information center controls on the left, SRT flat bottom right here, push button start comes with the 430N radio, gives you AM FM and Sirius XM radio capabilities it also has the factory navigation system on here, there's your AM FM and Sirius satellite, this one also has a hard drive on it that stores up to 28 gigs worth of songs or pictures, so pretty cool stuff there, not sure if this one is a backup camera or not we'll check it out before we, after we started up here has the heated seat buttons, heated steering wheel button, sport mode and stability control, all your normal climate controls, six speed manual transmission, key fob is in nice shape, passenger side floor mat and seat are in excellent condition, no rips or tears on there, looks really good, headliner is in nice condition, I didn't see any rips or tears there either, smells very clean inside this car, it's never been smoked in, has home link buttons for your garage doors security systems and lighting systems and map lights up there, we'll start it up, take a quick look under the hood and listen to that exhaust, starts right up, no check engine lights or anything like that, I don't think it has a backup camera, anyways we'll go check out that Flowmaster exhaust, take a look under the hood, sounds really good, I guarantee you're not going to find a much cleaner 2012 SRTA 392 edition than this, there's those HID headlamps, under the hood we have the 6.4 liter V8 Hemi 392 engine, engine base very clean runs, very smooth, once again this car has been fully safe and inspected by our service shop, has a fresh oil and filter change, all the fluids have been checked and topped off and this car is 100% ready to go, this thing's crazy clean, I would highly recommend it from a quality and condition standpoint, if you want a red challenger SRTA 392 this is the one, and to see more pictures of this car, one of our other 450 new news cars trucks, SCVs, minivans, Wranglers, Challengers, Chargers, Mustangs, GT500s, Corvettes, Camaros, you name it we got to go to that website right there www.SummitAuto.com, full pictures and descriptions of every single vehicle from two locations all at SummitAuto.com and if you'd like to check out more HD videos you can go to youtube.com slash SummitAuto, remember to like, subscribe and share on this video and all the videos that you see there in fact in a second, you'll see a link to subscribe to our YouTube channel in the upper left to link to more Challenger videos like this one in the upper right, link to this vehicle on our website in the lower left and link to one of our latest YouTube videos in the lower right, click those check us out and we're super excited to help you with this Ultra Clean 2012 Dodge Challenger SRTA 392 Edition and Redline 3 Code Pearl, thank you again for checking out the video and this is the one, come get it, thanks again for watching.


media sites. But anyhow, Kevin, are you there? And are you feeling Christmasy? I am, John. Certainly, we're here in Cardona today. We are just here at the supermarket today, out and about again today, to get into the, get into the festive spirit for the week this in it. Well, the week this in it, and you've got presents to give away, or in this case, prizes. And you've got a red hat on, well, all kinds of purposes.  So you're, you know, you're moving in the right direction. I'm moving in the right direction, journey.  So we've got lots and lots of good way, or goodie bags to give away as well for the rest of this week. And today, as I said, we're here in Cardona. We've got a 50 year voucher for Doherty Super Value here in Cardona. We've also got a 50 year voucher for the sea skips spa as well, hassle free shopping this Christmas. And they also have a gift vouchers available as well too. You can go on to their website, celebratetassiehotel.com. So maybe you're looking for that last minute present for someone, or maybe a gift voucher or something too. You can pop on there. And yeah, you never know. So yeah, we're having a great day here so far. As I said, it's nice and cold, but Santa Miss Christmassy. There's lots of people coming and going. Sean Quinn is here. He's getting ready for the draw. There's people entering. So if you are in the area, do call over and say hello to us. It is of course free to enter the draw.  We've also got Swedish. We've got pens. We've got hats as well. Not these red hats. We have highland video hats. We also have highland video t-shirts. So we've loads and those are bits and pieces as well to give away. So our sales manager Sean Quinn is there. You have him on the other side of the camera. Do you? I have, yeah. He's literally flat out selling tickets. He's doing what he does, not even selling tickets, but getting people into the draw. So his business head is on here today. And it's as simple as just come up, make yourself known and you'll be entered into the draw. Yeah, exactly. That's all you have to do. If you're out and about here shopping, that's everybody here in Karendon today. Maybe if you're in the area, just even call in. If you don't even need to go into the shop, just simply call in. Say hello to us. And all you have to do is just come up. As I said, it is free to enter. You can just come up, give your name to Sean here and you'll be on the chance of winning that highland radio goodie bike. It also includes as well loads of other highland radio goodies, such as a highland radio hat. There's also a bottle in there as well, a water bottle. And there's also other bits and pieces. There's chocolates. There's loads of nice Christmas treats in there as well. So as I said, if you are in the Karendon area today, do come over, say hello to us. And as I said, you never know, you could win yourself a highland radio goodie bike between now and a little bit later. Very good. Well, there's a season of goodwill. So absolutely. So we'll link in with you maybe a little later on and pull out a winner. Yeah, that's perfect. Yeah. Okay. All right. Thanks for that, Kevin. Cheers, John. Yeah. That's Kevin Fury, who's live in Karendon today. He's at Super Value in Karendon actually. So if you want to make your way along there, make yourself known. You can be entered into that draw and we will announce the winner a little later on. Or maybe there's more than one winner, not 100% sure, but we'll be linking up with Kevin a little later on for sure. Make getting ready for Christmas easy with McElhinney's. We have everything you need under one roof. Open till 8pm Monday to Friday. Can't make it in store? Shop online or click and collect at McElhinney's.com. The bells are ringing out and the little elves are bringing in low prices for the big day. Deluxe Irish strike your town joints.


Hi, well I'm Stephen Nesheva, and I'm here to tell you a little bit about how to derive expressions for the compressibility z as a function of the gas density. So this is the operative equation here. z is defined by the pressure, kind of volume divided by rt. Now where the pressure is going to be given, not by the ideal gas law, but by some other equation of state, for example, the Berthelot or the Peng Robinson, and the other piece of this that we need to know is that the volume, and I'm using v instead of v sub m just for notational simplicity, but the volume is inversely proportional to the density, and so we'll be using that equation. So how does that work? The Berthelot equation of state for the pressure equals rt over v minus v, and that's just the same as the band of all species, so minus a over t v squared, that's a little bit different. So how do we construct z? Well, I'm just going to take that pressure, multiply by the volume, and divide by rt, and when you do that, of course the rt's go away, the volume's line up this way, and so on. After that, what we would like to do is we'd like to get this in terms of the density, and there all we do is I take everywhere that I see a volume, I'm going to replace it by 1 over the density, and if you roll out how that works algebraically, you'll find that this first term here turns into 1 over 1 minus b rho, and the second term, while we don't really have to do much with it, is just that same coefficient, and instead of the 1 over v, I write rho. So that's how we're done with that one. How about for Payne Robinson? Well, the first term is exactly the same as the Berthelon and the Vanderbals, and then the second term looks a little bit more complicated, but we already know what to do with this. I'm going to take that pressure, multiply it by the volume, divide by rt, and when we do the first term, of course, we'll end up, the first term of z, we'll end up looking just like it did for Berthelon. What are we going to do about this term? Well, it's pretty straightforward. Everywhere I see a volume, I'll just replace it with 1 over rho, which is what I've done right here, and I think I still need an 8t upstairs, and so now we have z in terms of the density for a Payne Robinson, and all the other gases work in the same way.


Can't break up on the wall running nice on that wall. So What's up everybody and welcome back here to the channel? I'm evil rabbit if my audio is a little bit weird because I'm using the Oculus Rift Microphone we're standing here in beautiful New Jersey here at English Town one of my not so local local tracks So we're here today to see two major things. Can I drift in VR? Hey, what's up, dude, and will I get sick before we do that? Let's take a look at the car. We're gonna be running today. I Have a headless driver very creepy rocket is 300 today It's got some works wheels back there too front and rear this car looks familiar a lot of you guys may know it It's from the clutch gangs car pack but Didn't have works wheels on it definitely change those up a little bit as well as we did a manual swap in there If you didn't notice and you do have the clutch kinks. It's an automatic car, but now we did a little Manual swap in this car. So we're gonna take this car for a rip here at English Town and See if we can get sideways here in VR and you know Well, it's kind of cool to be able to take a look at this car and you know see it in all its glory before we get going so let's get in the car and Send this thing for a rip and see if we don't get sick and if we can drift in VR Right, so we are inside here and if you Got that 2j going Taking a look inside like I said, we got a little bit of a modified You know, it's still got the Prindle work back there, but we did modify it to a manual. It's a bride seats No cage. We die like real men in this car So we're going to get my little yellow that out of the way and we're gonna send it Here at English Town first VR's drifting Turn our lights on Let's try not to hit that dude So the first thing I noticed when I got into VR I've drifted VR before but you know The movement and the not anticipating it kind of gets to you and you get that VR sickness But once you start moving around and drifting and moving like you would in a normal car. It kind of goes away So we are at the 2018 track day layout here at English Town Send it in there We go, but I definitely love the fact that I can just look where I want to with the headset Where I would naturally look we're gonna hit the grass Little dirt drop we good though and just see where I want to go and point where I kind of want to go The immersion is so much better here in VR with the Oculus Rift S This is 300 is killing it I'm trying to remember which way this track goes. Oh, it goes short this way Oh, we just took out all those cones. Sorry to the track marshals We're good though Probably should have adjust my seating position get a little bit higher in the car, but we're good Little bit of hesitation there, but we got it Fact that I can look on my meters and everything is just plain awesome Don't hit that wall. We run in the wall here at English Town So first lap here definitely Definitely fun definitely getting the sauce in VR and it's so cool to see everything when you're looking around We're gonna try a hard entry Too early. I think Maybe not we good. Oh I'm definitely fallen in love with this Oculus Rift S and drifting here in a set of Corsa with VR There we go Look a little bit out the window towards the side me. We good So hopefully the microphone in this Rift S is good.  Look at that dashboard Well go into the steering wheel Like I said manual swap with a little handbrake and stuff But it's kind of where my handbrake is but it doesn't pull if I can get the animations I'm definitely gonna get the handbrakes and stuff to move Which boost we run in 0.5 bar our water temp is completely dead, so We're gonna send it a little bit more. Oh Maybe not We just blew this car up. I think I think we I Don't know. I think we oh, I think we may have blown up Our Lexus here. So we have to get another car. See if somebody can give us another car So we can rip a little more here at English town All right, so we did find somebody else to let us borrow their car we got a S13 left-hand drive or right-hand drive. What are those? That's a little. Oh dude smokes. Lucky stripes I think those are lucky stripes. Yeah lucky stripes dude smokes. All right.  So we're gonna go see The left-hand drive really messes with us or right-hand drive. Sorry See if we cannot blow up this dude's car Do you like that boost gauge right there? It's kind of cool to see that stuff here. Oh, there we go. Oh I like this car Like how this thing drives right now This guy's got a dialed There we go So drifting in VR. Am I getting sick? Not at all. So I feel a little woozy and I really Because I've done VR here on a center before So it's nothing super new to me But I've only played for a little bit, but that was on the old Rift so the new rift s with all the cameras and no sensor bars is definitely much more amazing So right-hand drive cars are definitely a little different for me because I catch myself wanting to reach over To the other side to shift when I know everything's on this side as if it were a left-hand drive car so My mindset has to be very Well aware of where my wheels set up stuff is especially when you're in VR because you can't see anything So having a setup where I know where everything is is Definitely, oh that's got sorry is definitely the best thing and To answer the first question I asked when we first got in this car or when we got in the Lexus Can we drift in VR? Oh, yeah, we can drift in VR.  Maybe Multiple cars on the track is next with Tandems what up dude Tandems which could cause some bit of nausea but moving around and moving forward and Moving how I would naturally move in a car Doing, you know said drift and skid things is making it not as Nauseating we're gonna tap the wall. Oh Just a tap So I hope you guys enjoyed this first look here at my new Oculus Rift S on a set of Corsa You guys are gonna be seeing a lot more of the Oculus content on the channel Definitely here on a set or we're gonna try for heart entry. Oh That's not gonna work Slow down slow down. We got it. We saved it Grass, but we good because we've seen a lot more of this Oculus Rift S Like I said if the microphone seems a little weird it is because I am using the microphone That is part of the halo headset system on the Rift S So see how it works So as always, I thank you guys for watching I'm evil rabbit make sure you follow me on all social media and as always I'll see you guys on the track


Hi everyone. Happy Sunday. I'm Joe for jaspeaskasegrades.com and that is 2021-22 hit parade basketball sapphire edition It's a nice addition series six all six boxes Random team break number one and with a hit list promo. So at the end of the break if you go hit list We're just taking only the hit list names Randomizing them and the top name wins a sealed shipped box of Of 20 20 20 21 prism multi-pack basketball 20 20 21 multi-pack basketball sealed That's pretty this is where the cello packs come from so you could you can sell the box sealed if you want to you can Rip them all open if you want to you can rip half sell half whatever you want to do It's yours. We'll ship it to you sealed big. Thanks to this group here for making that happen from Paul down to Chausuke and everyone in between. Thanks very much for helping fill this break. I appreciate it all 30 basketball teams are in Let's roll it. Let's randomize names and teams six and a one lucky seven times One two three four five Six and seven in final time, right? Yeah six and a one seven times short-term memory loss there Steve Birch Down to Brian Frank top and bottom. Thank you and everyone. There's everyone else in between six and a one seven times for the teams one two three four five Six and a one seven in final time after seven. We got doubles Down to the New York knickerbuckers All right, Steve with the bulls will with the pistons and the magic Carl with the Hawks Kaiman with the Pacers Sean with the Thunder will with the Mavs and the Sixers Daniel with the Clippers Michael with the Kings Carl with the Buck Steve with the Timberwolves Jimmy with the Jazz Kausuke you got my Lakers Steve Birch with the Nuggets Brad with the Suns Anthony with the Pals Paul with the Hornets will with the Trailblazers and the Raptors Daniel with the Warriors Brian with the Spurs Steve Birch with the Wizards Eric J with the Memphis Grizzlies kind with the Heat Steve Birch with the Nets and the Celtics Chad has the Cavs Paul with the Rockets and Brian with the Knicks Now feel free to trade if you'd like let's alphabetize this by team We're gonna pause the video and allow for a little bit of a trade window, but remember trade at your own risk Sapphire edition just one big hit per box So trade at your own risk who knows what we can what we can pop what could pop out of here could be some monsters So just be careful, but trade if you'd like we're gonna pause when we come back We're gonna see if anyone took that risk, and then we'll have the break stick around BRB All right. Welcome back folks. No deals were done on a Sunday big Thanks everybody here for making this happen. I appreciate it and there's the sapphire right there. What was what Brynn? Oh The big hit that Sean pulled on Instagram live at Jasper's breaks on Instagram Tom Bray PSA 9. Oh that hit him Got Dodgers at Brays right now. Oh now the bases are loaded interesting.  We're doing all six boxes six hits in here, and I'm gonna actually copy your names into a different column So as I'm going through those hits We'll just be erasing your names as as we go along to and then we'll do the hit list randomizing, but hopefully You'll hit good luck So sapphire So in case you're wondering for hit parade I think limited is the base level and Then platinum is the next level up And that's usually really nice and then sapphire is the next level up after that And then I think they've got like a VIP edition that may be on the top, but but sapphire is It's pretty nice So let's flip this around usually there's yeah, there's this over it Can share your hit with hit parade if you'd like the good people at hit parade The first hit is gonna be Nice three-color jersey and autograph tie-dye Cole Anthony oh That drops it gets by 15 out of 25 Cole Anthony That Chris Taylor nice job Chris Taylor Cole Anthony goes to will hash and the Orlando magic Another way that goes heredia just got into the game and has a ball in center field skipped by him allowing the Dodgers to Or a couple runs it always happens, right? You're the first one you're into the game and of course the ball goes to you Next one is oh, this is nice It's a rookie Jason Tatum Autograph in that fast break disco pattern That's pretty nice could grade out really nicely too that goes to Steve Birch and the Boston Celtics next one is From immaculate nice John Stockton on card autograph for the jazz Moments autograph talking about the spur of the moment 28 assists 12 out of 49 Stockton handed out at least 20 assists a game a League record 34 times in his career his high 28 third most ever in an NBA contest as of 2019 2020 when they wrote this came against the Spurs on January 15 1991 Also producing 20 points in eight steals in that night the floor general direct the jazz to a 124 102 win at home 28 assists just casually No big deal Jimmy Connell With the Utah Jazz all right three boxes to go next is Is this an autograph it is Wow Kevin Durant on card auto. This is Warriors edition of Kevin Durant. That is from 2018-19 prison basketball That's really sharp. That looks nice Daniel Katz Warriors come out to play Next up two more big hits to go Got our first graded card out of the case This is gonna be nice It's 2012 Panini hoops basketball Anthony Davis. That's his rookie card PS a 10 for knowledge That's pretty nice. I think Lakers fans are expecting a big season from him this year I think he wants to kind of shake that sort of injury sort of thing Office shoulders that he's injury prone Anthony with the Pelicans He wants to shed that sort of tag Hoping for big things from Anthony Davis All right last one another graded card our final hit from 1996 tops PS a 8 Kobe Kobe bean Bryant Kb8 here Wow 96 tops basketball Lakers Kaisuke with last spot mojo Gets randomized my Lakers Gets the Kobe Bryant Very nice. Let's flip back over to the screen right here. So the Lakers hit New Orleans hit Golden State hit Utah hit Boston hit And then Orlando was the very first hit. So I've got all those names out To the people that went hitless on this list. Thanks for getting your spots. Thanks for giving this a shot. Thanks for getting in Appreciate it. Let's clear out the blank spots here But you've got a chance at a consolation prize, which will be a box a sealed box of These multi packs. These are the cello packs. You often see these The individual packs in here. You often see us do those for for fillers So again, big thanks to everyone here for taking the risk on this. Let's roll it. Let's randomize it consolation prize the name on top after three. Good luck one two and Third and final time after three Again, big thanks everybody who gave this shot appreciate it name on top is gonna be kind very close No cigar. It's will hash. Thanks. Will Forgiving this a shot. Thanks for taking the risk and you got a little consolation prize going your way This right here. Thanks for watching. Thanks for breaking with us I'm Joe for jazzy's case breaks calm and I'll see you next time for the next one. Bye. Bye


My name is Aaron Goldberg and I'm the Director of Athletic Bands here at Boston University. I oversee the marching band, the pep band. There's only two marching bands in the area, BC being up in Chestnut Hill, Newton. Out of, I don't know, 80 colleges or something in Boston, we are the only marching band. So the first thing to keep in mind when having a successful rehearsal is to make it efficient and enjoyable. If band is not fun, then I don't even want to do it. What the public doesn't see is how many hours of practice go into every minute of performance. They also don't see the sunburns, the sweat, the wrapped ankles, the chalk on the tennis courts we rehearse on, and all the little intricacies that make us the hardest working band in all of college athletics.


Hey, what's up everybody Ricky Caruth here today? I want to talk to you guys about my phone scripts Okay, so my phone scripts I have perfected over decades, right? I've tried a lot of stuff There's a lot of trial and error that's went behind it You can download my phone scripts for free at zero to diamond calm as well as all my other coaching tools 90-day action plan 30-day jumpstart online class videos tutorials There's videos of me making cold calls that you can watch and learn how My tone is and learn what I say and learn how I say it and figure out how I read people and so on and so forth It's all free. So zero to diamond calm for that But I want to do this video to just kind of give you guys the the the real details of the of the phone script And what's really behind it because I think that more importantly than what you say, it's how you say it But if you could combine what you're saying and master how you're saying it, that's even better okay, so the first thing I want you to do is Realize that one thing that I've tried to do with this phone script is Communicate who I am as a person and my personality. I want to convey that to my prospects I want to communicate who I am To my prospect to my clients to my friends to my family, right? So the way that we're going to approach prospects is the same as if they were a friend or a family Okay, our job as a real estate agent is to make them feel comfortable with you Right the number one skill that you should really be working on is How to make people feel comfortable with you how to become likeable? how to show them who you are and See if your personality connects with them So it's a lot deeper than just print out a phone script And you got the word you need to say and then you call people up and you say those words and then magic happens, right? That's not the case. What actually happens is You you get the words right and then you don't know exactly how to say them Then you make the phone calls you make a certain amount of phone calls and you become better and better over time It took me years and years of learning what to say and how to say it And it wasn't until Closer to the end of me building a huge real estate business that actually realized It was more about how you say what you're saying than what you're saying, so I think that You just have to make the calls. I think a lot of people are scared to make the calls I think they want everything to be perfect They want all their skills to be the best before they make the calls They don't want to run in any kind of sticky situations like how'd you get my number or you know? We're already listed with somebody or something some kind of sticky situation like that That they feel like they're gonna or somebody hangs up on them or ask them why they're calling or tells them they're too busy What do you want? I think people are worried about stuff like this and you just shouldn't be You just go with the flow If they say they're too busy you run through the phone script really fast, right as in respect of their time okay, so Let me run through the phone script real quick and then I'm gonna kind of at the end I'm gonna kind of go into some finer details You know deeper with the psychology behind it. Okay, so This is for circle prospecting, right? But this phone script is actually universal this phone script can be used for expires It can be used for for sale by owners. It can be used for door knocking. It can be used for buyers It can be used for online leads Sign calls anything right you can use this script really if you really think about it You can really use this script for just about any business too. So Okay, so the phone rings ring ring ring hello, I'm gonna say mr. Johnson Now I'm saying mr. Johnson like it's a question mark, right? I want everything I say to be really short and sweet And to the point and I want to emphasize so Mr. Johnson Right, you're trying to identify that you're talking to the right person And but you don't want to say a lot of words, right? You don't say hey is mr. Johnson there or you know, that's okay Right, but we want we want to be it's the little things that really matter when you're making phone calls because this is somebody you don't know So it's the little things that really go a long way Okay, so mr. Johnson, and then he identifies himself or what have you you know? Yeah, this is mr. Johnson Hey, mr. Johnson, this is Ricky Caruth and out of Remax of Orange Beach. How are you doing today? And then you pause and you wait and you let him speak, okay? this first little part is Made to introduce yourself to the prospect and ask him how his day is going and then you pause Okay, we're doing a lot of things at once. We're identifying who he is We're then if we're introducing ourselves we're asking him how his day is which is very polite But then we're waiting his for his response so that we can start to read him or her We can start to read the prospect What kind of mood they're in how their day is going are they happy sad busy mad? so That's what this is for. It's a lot of things going on at once And so, you know when you say, you know, hey, this is Ricky Caruth at remax of Orange Beach How are you doing today? You know they may say I'm doing good. How about you? Right, and then you're gonna say something that's not real estate related I like to talk about the weather. It could be Christmas Thanksgiving New Year's. I like to say yeah I'm doing good too. Just to join the day. Isn't it gorgeous? Right, so now I've asked a second question that has nothing to do with real estate We've asked him how he's doing and now we're gonna ask him Isn't it gorgeous? Right if it's raining. It's like I'm just trying to stay dry. Isn't it nasty out there? or You know, I'm doing good too. Just just getting ready for Christmas. How about you guys or? How was your first? How was your Thanksgiving? There's a lot of things that just come to my mind when I'm making calls about what's going on Currently in the world or through the year or in the news or something That I'll use right but my but my universal one my my generic one my general one is the weather Everybody can relate to the weather. I don't care where you are Right and if you're calling somebody who's in a different area, they may start comparing notes about the weather You know, I've got into talks about the weather that lasted five ten minutes before we even got into the real estate part So it eases them up, right? They hear your real estate and they kind of got their guard up But then you ask them about the weather and then they start talking now. They're just kind of loosened up Right, so it's very important. Also, you're using these first two questions How are you doing and I'm enjoying the day isn't it gorgeous? You're using those two questions and you're waiting for a response so that you can read them Right, you got two questions that you are able to get a read on them to see how their days go And see what kind of person they are, you know, see what kind of mood they're in And then you're going to take the conversation According to how you read them, right? This is big, right? This is huge So once we get to the weather part of the call, we're going to ask them that maybe that's an awkward moment Because they're like, uh, yeah, why are you calling me or something or maybe they start talking about the weather But then that part abruptly stops, right? You got to be ready for the transition Right the transition from that part of the call to why you're calling is I got you will look I don't want to take up too much of your time today But a house down the road just sold just like yours and I didn't know if there's anything I could do to help you today So your transitions, right? There's two big transitions in this phone script The first one is is and the transitions are used For awkward moments in the call that most people stumble on they don't know what to do It's it's used to keep the conversation going in a positive direction Transition away from the awkwardness and transition into a very nice flowing Conversation you want this conversation to be flowing you want this conversation to feel like you're talking to a friend or a family You want them to feel comfortable with you, right? And your tone speed of your voice How you talk it all plays a part and you only get better with practice The best thing I can tell you to do is make lots of calls thousands and thousands of calls and then Right and then start to refine your skills But until you get through the barrier of thousands and thousands of calls You're just always going to have that fear. You're always going to have that uncertainty You're always going to have that little feeling in your stomach, right? 321 club if something scares you say 321 and just do it Okay back to the call Okay, so I'm enjoying the day isn't it gorgeous? Yeah, yeah, we're us too. We were dis we were that you know, it's snowing up here. Whatever. I got you Well, look man, I don't want to take up too much of your time today But there was a property down the road a house over here something just listed I just sold something I just listed something on your street and I didn't know if there's anything I could do to help you This is where a lot of realtors want to talk a lot. They want to talk about the property Hey, I just sold this property for 400,000 We sold it less than two days and we had multiple offers and they had tile floor and a pole Quit talking right say it exactly like I'm saying it short sweeten to the point when you start talking too much It sounds telemarketing. It sells sales personally. It doesn't sound like a friend or family calling, right? So Hey, I don't want to take it too much of your time today But I just listed a house right down the road from you and I didn't know if there's anything I could do to help you today Right. So Right here if they say, yeah, we were thinking about this we're thinking about that I'm immediately gonna say, oh, okay, cool. Is there an agent that you're working with on that? The reason I want to ask that is because I want to go ahead and pre-qualify the fact that they do or don't have a Relationship in place already because you never know if you're talking to somebody and their mom is a realtor a Lot agents have conversations great conversations with prospects and they think I have this client for life If this is great, everything's great We get along and you think everything's cool But you don't know that that person's mom is an agent because you didn't ask them Do they have an agent they're going to work with if they ever were to do something? So I'm going to pre-qualify them is the door open for a lifelong relationship with this person as a real estate agent Right for me to capitalize on So if they say, yeah, we're interested in this or that Okay, cool. Is there an agent you're working with on that? And if so, it's like Okay, you know, you got to kind of backpedal a little bit I'm not saying run away feel the situation out Right, you'll get better with that at better with that with time You know, but just see where that goes. Okay, but most most responses are going to be no There's nothing you can do for me right now That's what you're looking for. Okay, really that's what you're looking for Because that's that's your biggest response from that question When you get your yeses follow those yeses do your deals This phone script will get you business right now because you're running into people that have decided they're going to do something soon And your business for the future huge business for the future because you're going to develop lifelong relationships from this So you're going to build your business now and later All at the same time during the same phone call session And you're never going to ask anybody if they want to buy or sell You're asking them if there's anything you can do for them today to help them Okay So when they say no, it's like I got you will look. Okay. Here's the other the second transition The first transition was I got you will look. I don't want to take up too much of your time today The second transition is I got you will look. Is there an agent in the area that you would work with if you were to buy or sell something? Let's pre-qualify them right here to see if the door is open for a lifelong relationship Our goal is lifelong relationships with as many property owners as we can as we can create Whoever whatever agent holds the most real Relationships with property owners in their area owns the market share It's not how many listings you have or sales yada yada It's how many real relationships you have in place With the most property owners. That's market share that agent holds all the future business and That's what I trade market share on for real estate agents How many future deals do you have in the works and relationships are the key? Okay, so that's what we're building here So I got you will look is there an agent in the area that you would work with if you were to buy yourself something If yes, then you might ask who it is you might say I got you You know that I know them they're a great agent. Look if there's everything I can do for you Please let me know but you're in good hands. You know have a good day Okay, they've already said that they don't want to do a deal Right now they're telling you that they have an agent that they would do a deal with Even if they're Pulling your leg even if they're lying to you, you know just to get you off the phone You can't really press the issue right there. That's you know, you got to pick your spots And that's the real it not really the spot to pick right there So Um, okay. Let's see. Where were we in the script? Okay. Oh, do you have an agent you're working with right? Okay, well look is there an agent in the area that you would work with if you were to buy or sell something? No I got you. Well, look man. I'm sure at some point You're going to want to buy or sell something. I don't know maybe five or ten years down the road But I would love the opportunity to work with you when that day comes Would it be okay if I stayed in touch with you? They're going to say yes if you made it this far in the conversations are going to say yes because You're not threatening them right yet You're not asking for any private information. They're thinking you're probably going to call them every six Months or send them a postcard every once in a while, right? So they're going to say yes Once they say yes, you say okay. Cool. What's your email address? Right, so if you see what I did there I make them commit to the fact that it's okay for me to stay in touch with them before I ask for the email address That's a very very important part of this because if you just come out and say hey What's your email address? Most of them we're going to say no Right, but if you ask them if it's okay to stay in touch Before you give the email address before you ask for the email address your chances are significantly higher For them to give you that email address If you've talked to them right if you've made them feel comfortable, which is what you're supposed to do You're going to get it most of the time If they say no Say listen I understand I get it, but here's the thing. I'm not going to spam you I just want the opportunity to stay in touch with you. That's all You know, can I please have it? Ask them again. See if they'll give it to you One thing you don't want to do is say, hey, I'm going to put you on a list to get my weekly email Which is what you're going to do, but you're not going to tell them that you always want to just use the The excuse that you want to stay in touch with them Right, that's going to make them feel comfortable If you say you're going to send a market report, you know That's going to make them feel like there's just another number on your big list Okay, you want to make them feel special not like they're part of this herd of people That you're sending this report to I never think you should say who do you know that wants to buy or sell because I think that that turns the conversation around from You helping them to them helping you Right, you can't help me. So who do you know that could help me? Right, you don't want to come across like that. You're going to lose people like that You're going to lose lifelong relationships that could add up to be huge business in the future by asking that question So those are some things not to do So that's the script. Let me run through it again Since I kind of broke it down in detail and kind of stopped, you know at different places to explain stuff let me just run through it and then I'll just go maybe a little deeper with it for a second with the philosophy behind it So rigor and green. Hello Mr. Johnson Yeah, so mr. Johnson. Hey, mr. Johnson. This is ricky keruth and remix of orange beach. How are you doing today? I'm doing good. Ricky. How about you? I'm doing good too. Just enjoying the day. Isn't it gorgeous outside? Yeah, yeah, yeah Well, look man, I don't want to take up too much of your time today But I just sold a house right down the road from you and I didn't know if there's anything I could do to help you today Uh, not really ricky. Oh, I got you. Well, look man Is there an agent in the area that you would work with if you were to buy or sell something? No, no, no, no, not really. Okay. Well, cool man. Look listen. I'm sure at some point You're going to want to buy or sell something maybe five or ten days down the road, man I don't know but I would love the opportunity to work with you on that day comes Would it be okay if I say it in touch with you? Sure. Cool. What's your email address? boom right, so That's the screw up now. You can now you can change it up You can morph it into whatever you want. You can do excuse this for expires For sell by owners. Hey, is this the owner of whatever? Hey, this is ricky cruz from remax arms beach. How you doing? Yeah, I just enjoy the day. Isn't it gorgeous? Yeah, well, look man I don't want to take up too much of your time today, but I saw your house was for sell by owner I saw your house expired off the market. I didn't know if there's anything I could do to help you Not asking to buy or sell You're coming across very low pressure.  This phone script is a very deep seated philosophy Phone script. I mean it it really goes deep in relationship building Um, and there's so many little things about it that that's so good You know, it's so it's so golden so Anyway, I just wanted to explain my phone script to you guys since now all my coaching's free My phone script is something I really held close I didn't want to give it out to the public because I wanted there to be a reason for agents to sign up for my coaching and pay me And now that I've decided I'm I'm not doing that. I feel so liberated. I can tell you guys everything about Everything I'm doing.  You're going to buy it So that's kind of where I'm going to win in terms of coaching for free. I love this Method this this business model for the coaching because I can help so many More agents than I was helping Since I flipped the coaching program from a paid business model to free Less than a week ago. I've signed up over 1100 new students I had 200 over the past year signed up and and and since that was over a year And then last week I flipped it to free since then 1100 more Have signed up and are taking in all the content Print out the phone scripts. I have a 90 day action plan. It's everything that has got me where I am Uh, you know as far as a million dollar a year producer as a single agent And I just want you guys to To just dive in and understand this about zero to diamond. It's not just circle prospecting It's not just phone calls, right? There's a lot of social media stuff And more so a lot of mindset stuff There's a lot of mindset Hard work. There's no losses in real estate dual purpose There's a lot of mindset stuff behind zero to diamond that is really going to put you on a whole another place mentally Even if you don't do cold calls, even if you don't do Business the way that I do it So I think there's a lot of benefit to everybody in the program regardless of what your strategy is If nothing else just to get a different angle And just to learn how somebody else has has created the kind of business that you might want to create Um, and even if you're a million dollar producer You could still appreciate a lot of the stuff in there and I'm sure gets something out of it as I do I mean I I reach out to other agents when I do my interview shows I'm learning stuff from these other agents and I soak up as much as I can soak up at all times So anybody anytime somebody gives me an opportunity to learn something new I'm going to take advantage of it and and learn as much as I can And take it with me and try to apply it to my business because I like trying new things It's all about trying new things figuring out what works and what doesn't work And what happens is is you try a bunch of things Out of 10 things you try to work you keep those two you throw away eight You try 10 more things to work you have those two to the two things that already work and slowly you start accumulating a large Quantity of activities that really really work well and are super efficient for you So that's what it's all about. I appreciate you guys much love Thanks for everybody who has signed up here lately And I hope that you're taking advantage of it and just reach out with any questions And we'll talk to you guys real soon