Corporations aren't legally required to maximize shareholder profits and therefore have to oppose public health policies that could threaten profits. I mean, it's just how the system is set up. Unequivocal long-standing evidence shows that to achieve this, diverse industries with products that can damage health have worked systematically to subvert the scientific process. Take the sugar industry, for example, internal documents so that they were concerned that health food fatists becoming an active menace to the industry. Sugar was under attack, and many of the poor unfortunate public swallowed the misinformation broadcast by the propagandists. What were books like Yudkin's pure white and deadly saying? All of the propaganda is to the effect that sugar is a non-essential food. No!  I mean, next they'll be saying it's not really food at all. And that was the sugar industry's line. Sugar is a cheap, safe food, and this coming from the founder and chair of Harvard's Nutrition Department, Frederick Stair, long known as Harvard's sugar-pushing nutritionist. Not only did the sugar industry try to influence the direction of dental research, but heart disease research as well, paying Stair and colleagues to write this review to help downplay any risk from sugar. Now, to be fair, this was five years before we even realized triglycerides were also an independent risk factor beyond just cholesterol. The main reason attention stayed focused on saturated fat is not because of the might of the sugar industry. There was just not as much data to support it. In fact, even more powerful meat and dairy industries loved the anti-sugar message. Who do you think sponsored Yudkin, right? In fact, on the first page of pure white and deadly, he thanks all the food and drug companies that have provided him with constant generous support. Who paid for Yudkin's speaking tour? The egg industry, of course, to try to take some heat off of cholesterol. Hegsted, one of the co-authors of the funded review, wasn't exactly an industry cheerleader. He recommended people cut down on all the risky stuff. Less meat, a less saturated fat, less cholesterol, and less sugar, less salt. It wasn't the sugar industry that got him fired for speaking truth to power. It was the beef industry. The sugar industry was able to conceal its funding because the New England Journal of Medicine didn't require a disclosure of conflicts of interest until 17 years later. These muck-raking researchers suggest policymakers should consider giving less weight to food industry-funded studies. But why is the food industry funding studies at all? I mean, when it comes to the corporate manipulation of research, ultimately conflicts of interest don't just need to be disclosed and managed, but ideally eliminated. Things may not change until public health researchers start refusing to take money from the junk food industry. Period. It worked for tobacco. Many prestigious medical and public health institutions have instituted bans on tobacco industry funding. But wait, can't scientists remain objective and impartial, even the face of all that cash? Apparently not, as industry-funded research has been shown to be up to 88 times more likely to produce funder-favorable outcomes. What? Do we think corporations are in the business of just handing out money for free? The classic example is the American Academy of Pediatric Dentistry, who accepted a million dollar grant from Coca-Cola. Before the grant, their official position was that the frequent consumption of sugary beverages can be a significant factor in the initiation and progression of dental cavities, which after the grant changed to scientific evidence is certainly not clear on the exact role the soft drinks play. As CSPI's integrity and science project put it, what a difference a million dollars makes.


All right, so I will start today with a topic that is somehow the centre of attention at the moment, although this particular topic is not the centre of attention, its object is the centre of attention. And I would like to talk about the glycane shield. The glycane shield is the expression that is used to explain what's going on at the surface of some viruses. So if you take the flu virus or the HIV virus, these are, sorry, I should quote that these are the drawings of the resource which is called viral zone. It's a Sib resource developed by Philippe Le Mercier, a colleague at Sib. And if you don't know it, I advise you to check it out. It's very, it's an encyclopedia of viruses really, very interesting. So I borrowed the pictures from his encyclopedia. And if you think of the hemagglutinin at the surface of the flu virus, which is of course here and repeated, the actual situation is that the spike, this hemagglutinin is covered with glycane. And there are four to six potential endling sites. And what is actually interesting is that they vary with time. And so you can see here that since 1918, when they have samples from the time and they have, I'm not absolutely sure how they map the glycans, but they had, they sequenced, and they had the end sites and they inferred presumably that they were there. And so these are models of the change of sites. So you know, you've heard of variants with viruses, more than enough to know that there are sequence changes. And so sites are appearing and disappearing with time. So that is a partial explanation for the not totally successful treatment with antibodies because the recognition sites are all of a sudden covered with glycans. So the situation is a little bit more complicated with the HIV virus, where there are many more potential glycosites. So the envelope protein is really very, very much camouflaged under the glycans. And that is also a possible explanation for the treatment with antibodies and the fact that the surface is not as accessible as it looks. And guess what this is actually a small animation that I made from the viral zone. So the entry of the virus into the host is very much mediated by glycans. And this is what we are trying to understand. And of course, in SARS-CoV-2, this is usually the way you are shown the spike protein. And this is actually how it was modeled by a group of people in UCSD in collaboration with Manus University, Carl, hello. And this view, which I told the leader who's working on this, she made that view and it looks like a nanodrome picture of the spike protein. And this is actually the virus view, I mean the host view of the virus. And so it's really covered. And it's interesting to see that very often this information you have so far 22 sites and 20 sites that have been mapped on the, so it's really covered with glycans. So what is interesting is that we have a Twitter community and there is this spare head of of our interactions on Twitter talking about glycobiology and the importance of glycans. So Gordon Lauck, who has, he's a professor at Zagreb University and has a company doing glycan profiling. And he is defending, of course, very strongly the viewpoint of not showing the spike protein as people usually show it without the single sugar. And so in an exchange between Gordon and some other researcher, the question of course of the interactions with also the receptors that are at the surface of the host and also heavily glycosylated. So how does this all work with the glycans interfering. And you may not know but the extremely flexible at the surface of cells because they are sort of waving in the wind created by the liquid I suppose. And so this is a real conundrum that is often brushed under the carpet and there's a lot of questions that remain unanswered and that should be considered a bit more seriously or it's not that it's not serious but it's not looked at enough from our perspective. So, sorry. What I'm going to talk about now is the last part on like connect and the reason why of course I mentioned the virus is that we have created dedicated data sets and the first one we created was the coven 19 data sets. And we actually pulled out from the database everything that is relevant to the study of SARS-CoV-2. So, as you can imagine in dichobiology because of the situation I just explained. There has been a lot of rev of publications on mapping the glycome and seeing different situations and here so of course with our terminology as I explained yesterday taxonomy is to because we have the human and the virus. We have nine proteins because, as I mentioned yesterday, we consider each recombinant protein depending on the expression system as a as a different entry. So I'll show you I'll make a little demo after that anyway. We have different sources, of course, because we have different cell lines we also integrate the receptor information when we have it. And so you can see that we have a lot of structures, which correspond to quite a few composition as well. Of course, and this is just building up when we have new information from a new paper we tried to include it. So I'll show you a few things after that. I'll finish on the special data sets and and we'll demo a bit after. HMOs that's human milk oligosaccharides. And so often, again, when you have the composition of milk, whether it's cow's milk or human milk, you are told that you have a lot of fat and a lot of casins and, and you, you are told that there's lactose but lactose is a little bit more than that. And there are quite a few molecules based on lactose. So you can see here the lactose which is just the glucose and the lactose here is common everywhere but there are variation on the theme. And what is actually the situation in the database at the moment is that by looking at a lot of references we are reaching quite a number of structures that correspond to these molecules. And it's not related to disease. On the contrary, it's supposed to be a sign of good health, because it's fighting microbes in your likelihood. We also have a link to a resource which is called the glycolog, which I will also just show you briefly. So we are developing the HMO module of the glycolog with a team. So Andrew McDonald's is, you have seen his face yesterday. He's partially in my group and partially in Dublin at the Trinity College working with Gavin Davy. And they both have worked and developed the glycolog. But we focus on HMOs together. And I'll show you how a bit later. And just to explain why that might be really interesting. You can see the sort of papers that are relating the microbiome and HMOs and the fact that there's a high chance of HMO playing a role, an intermediary role with fighting pathogens in the microbiome, in the milk microbiome. And so, of course, and maybe you have not heard of that, but there's already one HMO which has been accepted by the FDA and that is now part, maybe one or two, part of the formula for the milk for babies with, of course, the idea that it's bringing protection for the baby. So there's more and more research, there's controversies on the number of, we are probably, we have taken a wide array of papers and maybe they are over optimistic in the numbers that they have, but this is the situation as it is, and we keep on going. So with the O monosaccharide, this is also a completely different distribution. As you can see, we have a lot of species, many more proteins, a lot of sources, but not very much structures. And the reason why is that these are not very interesting structurally speaking, they're just one monosaccharide attached to a residue, often serine or threonine, but also tryptophanes, so different residues than usual. And they have very, like, I mean, it's proven that they have a modulatory role at the surface of proteins and the most famous one is the Oglucnac and Ogluclacicillation is now very widespread. It was told, it was said before that it was competing on serine and threonine with phosphorylation, so there's antagonism between the two modifications and there's now some databases that are focused only on Oglucnac. So we had some data from partners that we integrated. We will probably not put in that much more but refer to these atlases, but it's interesting to have this O-fucosylation for instance, all these different small glycan monosaccharides that play a role functionally at the surface of protein. And then the last one we have recently integrated is the human immunoglobulins. And again, the amount of glycosylation at the surface of immunoglobulin is massive. The most studied are IgG and IgA1, but there's more and more you can see that for IgM it's quite a challenge. And what of course is interesting in the case of immunoglobulin is that you have variations. So this, there's only one site on each chain of the IgG here on the heavy chain and it's been for decades, it's been mapped and remapped in different contexts and especially adversity effects for monoclonal antibodies, you have to have the right glycosylation for the antibody to be effective. So there are companies who have been created for the quality control of this glycosylation, which is really important. There's probably around 70 or 80 possibilities of structures at the surface. I mean this is what we have in the database more or less. And what is interesting is to, of course, measure the quantity of each of the possible structures, especially those that are galactosylated or fucosylated. So all of these properties can be quantified. And this is the only way to make sense of the situation if we have quantitative data. So this is really the objective of Glyconect for 2021 and the beginning of 2022 to have some profiling at least of IgG to show the in different conditions, different disease conditions, different tissue conditions, how the variation are impacting the function. So what it really shows, and I borrow this image from Josiah, who is a glycobiologist in Boston. He suggests and he has been pushing me to having Glyconect a representation that would be like this where the protein is described with each of its sites and each sites, you have the relative quantities of the different structures, the different glycans that are sitting there, whether they're o-linked or N-linked. So probably with N-linked, it would be easier considering the data that we have and what is published. But at the moment, not so much is published on this site-specific quantification, not in many proteins at least, certainly in immunoglobulins and this is why we focus on it. So of course, the idea is that it's tissue-dependent, so each time this has to be as a function of the protein and the expression. And of course, we need the tools for that, so we're working at it, and you can see that we would have data also for the spike protein. This is the first paper, it's still bio-archived or maybe just accepted, I don't know, that was released a couple of months ago. And it's really the site-specific quantification of the spike protein sites. So you see that's really a key aspect of what we're doing at the moment that is missing and that needs to be integrated. So before I move to that, I would like to show you live those different data sets. And for instance, if I look at the proteins of this particular site, you see that there is the receptor here, ACE2, that we have, which is very glycosylated. So we have two references that actually talk about it and mention the composition, so you can actually browse and have a look at that. And here are the different sites where, the different spike proteins, so this is expressed in this cell line, this is expressed in show cells, this is expressed in a certain type of Hec293, and they even distinguish when the Hec293 are not the same, because this is a different, you are potentially familiar with the cellosaurus. The cellosaurus is the new, most recent and most comprehensive database of cell lines, and the actual accession number for the freestyle 293F is different from the Hec3. Here this is 0045 and here this is D603. So we make sure we're not putting everything in the same basket, we can compare that with compositor, and this is why we distinguish. So we have here, you have only two structures because it's only the mapping of O sites. So that was done with only a gal or a core one O glycan, and we can yet compare this, there's a few others with O glycans with more detail O glycans. So I have actually pre-computed some data on COVID to show you, so for instance, the difference between the, where is the difference between the Hec, no, that was it. Yes, this is the difference between the, so this BTITN blah, blah, blah is an insect cell, and this is Hec293. So I've taken all the N sites, so you can see there's quite a list of them here, and this is the mapping between the two, and you can see that the blue nodes are the insect cell, the red nodes are the Hec293. So the partition is relatively clear that you have all the Hec293 in that area, you have the blue in that area, and you have the common ones like, for instance, the usual suspects in the high mannows, that are there, so there's a bit more here, and around here we have just a few consolidated versions. So you can see that there is a bias according to the distribution here, towards neutral for the insect cell, whereas the neutral are less in the Hec, and you have more few consolidated and silalated, and sometimes both in the Hec. So it's a trend, of course the partition is not absolutely clear cut, but you can see obvious trend. So glycosylation in the insect cell is not the same as glycosylation is in the model Hec293 cell line. So I had another example, which is here with the RBD domain that was singled out. So there's also the difficulty of expressing the spike protein, of course, is a number of subunits. So sometimes you have subunits expressed together or not. Some domains expressed are singled out. So here we have different papers, and one is expressing in show cells, the other one in 293, the RBD domain, and then this is the control or the reference, the basis. And you can see again that if you consider the full protein being expressed or the RBD domain being expressed, you don't have necessarily the same expression. And if you express the RBD in Hec293 or in show, you don't have the same results either. So you have in the middle the common structures that are there. So they are all obviously containing a lot of group next. And, and then it's, it's a matter, I'm not going to, you see the distribution there, where you have here, obviously a bias towards a few consolidated here bias towards neutral, and then you have more high mannows in this one, and so on. Compositor is just bringing out these differences. And then it's for the biologist of the virologist to interpret and see what system is more relevant to use to express the protein, etc, etc. I also did a comparison at the site level, so looking for instance at in the insect cell and in the Hec293 cell for one particular site, so the Asparagine 122 is particularly glycosylated. And you can see that the partition is actually reproduced where we have the different distribution, the bias towards neutral and for the insect cell. And I think I have yet another. I did also the freestyle, the Hec293 and with ASN165. And again, you see some trends and partition different, though comparable distribution between B and C, B and C are a bit more overlapping, which is hopeful because they are somehow a derivative of one. And this is again food for thought and seeing that you have a tendency to recognize rather one or the other type of sugars of glycans if you use an expression system or another. I can see there's something in the chat. No, there is no glycosylation of native. As far as I know when we can check again because we we are not, but that would be that would be ideal, that would be ideal. So what we have, there's a very interesting paper, and that is relate related to the glycosylation of immunoglobulins. So they have found with some native isolates that the actually I should say that the freestyle is the closest to the native they try to to to get to the in the closest conditions to to native. But to go back to the antibodies, they have found by testing some different type of samples and associated with more or less severe symptoms that the more the more severe symptoms. The antibodies that are actually binding the virus are more heavily fucosylated. I leave it to you to think about it if you're interested in the paper I can dig it out for you. But that's, that's an interesting point. So this is on from the point of view of the antibody. The immune system is working with a lot of components. And because the glycans are not always taken into account. It's interesting to see that there are seeds of explanation for a number of phenomena. And there is also a paper of people who have tried the different vaccines and the effect with glycosylation of the different vaccines, which is an important paper as well. If you're interested, I have that in my list. Okay, so this is for COVID. Okay, I will call. This is for COVID. I'll go quickly on the. So the, I'll go quickly on the Omono saccharide. You've already seen the structures that I showed. You can see here, for instance, that all fucosylation is in a number of different species. You can see that here we have only slime mode for this one, but the ogluc neck that is here is listed in different organisms, including viruses. You have here the first one, which is only in, so you see that we distinguish when we know the linkage and sometimes we don't know the linkage. This is sometimes sea linked. We are not quite sure whether we can distinguish the sea or the O linked. So sometimes it's ambiguous. So, again, if you're doing, if you are into protein and proteomics and you're looking at PTMs. All of this, these different, so needless to say, there's a, this has, if I go to the structure, we have the mass data for these, and they are well known. And, and you can see that it makes a difference in your peptide if it's modified like that. So that is for monosaccharides. So, and if I go to the human IG at the moment, we have, so this is really the work of Catherine, who is helping me with the course. She has gone through a number of references. As you can see, the immunoglobulin so it's in the human are described. So we have papers until 2021 goes down. So this is relatively recent and we have all the ones as well. And we have in the proteins so we distinguish the chains so you can have, of course, we have IGG and they are four genes for IGG. This is gamma one, gamma two, gamma three so there are some old papers you can see here. We have relatively old papers from the 1990s down to 1987. And so at the time, you probably know the human genome was not sequenced and it was not necessarily known that there were so many genes for IGG. So, and maybe it was known but it was not easy to associate the data. So when we have, of course, the, it's actually specified, we take gamma one, gamma two, gamma three. So we have distinct entries for that. So, and you can see for each of them, more or less, you have 40 structures here, 42 here, 36. So this is the average 50 for, this is for delta. So you see there's a, there's a really broad collection here. And with, with different so we have a few hybrid as you could see, I think, here. Or maybe we didn't keep the hybrid there. No, we don't. It's in the database. Okay, so here. So last for the HMOs. It's a different section. And really, as you saw, protein zero because they all free. So there are saccharides. Yet, we have in glyconect, you can look at the milk. And you will see that we have a lot of proteins. So there are some recent papers, especially from the Albert Heck lab that did a really extensive and glycoproteum of human milk. We got a lot of structures and proteins from human milk that are described. So it's all mixed here with the lactose with everything. So this is why we created the special section for HMO so that we see only the free ones. If I go to one of them, this one possibly we have so this is a typical one. So we have four references that are actually describing it. Yeah, I should, I should add so sometimes, like we have these complicated ones. And there's only this one reference that usually describes the more the more complicated ones, but still, it doesn't matter. It's, but it's always more comforting when you have four references or more than one reference that actually establishes the existence of a particular molecule. So here, we are linked to the glycologue as I mentioned. So, this is the, the way the molecule is represented there with the orientation, we've seen that yesterday afternoon. And so you can have the pathway, and then the idea is to have the mapping and have the, like the glycogenes are mentioned here. So all the enzymes. So this is Alpha 3 fucose T that actually synthesizes this reaction. Same you have ST3 gal 3 that synthesizes this one. So we have the list of enzymes, and the purpose of the glycologue is not only to re-constitute the molecules step by step, but also to simulate how many structures can you actually build with that set of enzymes and why do we have only 200 or 260 when you can actually create millions of them. So maybe not millions, but at least quite a few thousand. And so there are some rules. So Andrew McDonald is a biochemist, you know, he's and demology by heart. And so he's applied some rules for not using any old reaction in any old way. And so we are currently working on the simulation. It would take a while to explain what we're doing. We're trying to write the paper at the moment. But I'm just saying this is this is one of the purposes of what we're doing with HMO. So possibly to help synthesis having some synthetic HMO that maybe are not found but that could have a role, an interesting role, in blocking pathogens. So what else did I want to say about these? I think this is it. So it would make sense that I would have a little bit of a break. Now, before I start, oh yes, there's one thing I thought yesterday that I didn't tell you that I think was in one of the exercises, but for those who don't do the exercise and look at the compositor. And the fact that if you take actually any protein and you have, for instance, so we have by default the serotransfer in because it's, it's actually quite, the glycol is quite extended. And there's a number of papers again that are documenting this glycosylation. So, here you go. I wanted to make a point about virtual node, which I didn't really insist. I mean, I told you yesterday in the presentation how virtual node can be actually confirmed with further experiments and further paper included in the database. And what we usually do to actually see whether a virtual node makes sense or doesn't make sense. There's a very simple procedure that I wanted to show you, which is to select the virtual nodes here to copy them to go to the custom and paste here. So these are my 10 vn and they are n linked here. So I add them to the selection. The, the reason why it's taking a while is that it's actually going to through the whole database to see whether these different compositions, what they correspond to so it's dragging the whole database with these composition to find out whether they have matching structures. And so that's why it takes a little bit longer. However, it has an end, I can assure. And it's highlighting then in your, in your network, the virtual nodes, whether I include them or not is not making any difference. It's not going to find any new. Sorry, it takes a while. Okay. Maybe Frederick, just on the virtual nodes, just the example of Catherine down in Australia. We, we had done a graph like this if you want to, that's a really good example of how it works. No, I, but she had and but she, she has challenged our definition of, of virtual node in the sense that she found a two step. I think it has happened. No, she has found a two step, or even I kept it. It's open here. What she did is that I sent her a compositor network graph, asking her to justify a virtual node so they are the virtual are in red here, exactly the way I would like to see them here and it's not happening. I said, I have, you told me you have this composition you have this composition and this composition, and my compositor suggests this intermediary, or this intermediary possibility to bridge between H7 and 4S1 and H6 and 3S1 that you have identified. And she suggested she went back to the raw data. She looked in the mass, mass spectra, and she could actually find another path here that goes through H6 and 4, H7 and 4 and back to. So, there was indeed something that she, this node, without those virtual node was isolated, and it was not making sense. So she found in the data, a two step process for connecting H3, H6 and 3 with H7 and 4S1. The problem is, as I said we, we, we're doing only one step at a time if we start putting two steps we're going to have overpopulated graphs and it's going to be crazy. So we need some rules so I'm working with actually this person in Australia, trying to see how we could constrain and open the possibility of putting two virtual nodes. In very strict conditions so that we can possibly make sense of linking two nodes that are not linked. And in the meanwhile it happened. Thank you Catherine. So, so you can see here that you have the red nodes that are the 10 composition that were virtual node before so I don't have any virtual nodes anymore. And I can justify nine of them because they happen to actually correspond to existing structures here or there so in all likelihood, they could be there. Maybe, maybe not, but it's a fair assumption to think. And so maybe it's also a fair assumption to privilege this one which is more common in comparison to this one which is less common, but who knows. This one here is not associated with any data in the database so as I've said before of course the database is not foolproof and and it's biased and we don't have it's not comprehensive so it could be that this one is connected to a structure. However, it's a new GC. So this is probably a bionic identification. And then I would consider to ignore that virtual node, because it is not bringing more and this would be connecting and it's actually related to a number of structures. So this is like a quality check. Once you have a glycone that has virtual node, the export here, only of the virtual node well not in that case because there's no more. And pasting it in the custom tab is a good quality check for the reality of the virtual node. If you don't have someone at hand in Australia who is going to go through the mass spectra and dig out what is missing. Okay. I've said everything I wanted to say about glyconect and the idea now for the second part of this morning is to concentrate on glycone binding, unless you have burning questions on glyconect or compositor or anything else.


Welcome to JSA TV, the newsroom for tech and telecom professionals. I'm Jamie Skado-Kutaya of JSA, and here at ITW 2019, joining me, my good friend, Mr. Ravi Mahalagam, SVP of Business, of International Business for HGC Global Communications. Thank you for having me. Ravi, it's a pleasure having you. Yeah. So tell us, we're going to sort of hit on all these hot topics that are on the minds of many here at ITW. Let's talk smart cities, SDN, blockchain, and what HGC's role is in all of these emerging technologies. Well, I think I would like to start off by saying that, you know, everything these days is about digitization and softwareization. So we are in the midway of our transformation of our company, and that has enabled us to move on into new areas and space that is now being, you know, in demand. So, for example, first and foremost, I think it's our marketplace initiative that we have done. So what we have enabled is in Asia today, we are able to, for a customer to come to our portal and be able to get connectivity to major data centers across Asia, in Hong Kong, and connect to an internet access provider, all in one portal. So I think this allows a customer experience to be like he goes to a Facebook website, he remains there because he can do Libra currency, he can do connecting to his friends. So in one marketplace, you can do a lot of host of services. So this is our beginning point. It's an ambitious project on our side that has propelled us to look further into other areas of automation. So one that we are championing at the moment is the blockchain initiative, which is an initiative that we're looking at solely for the purpose of how we can improve our productivity and speed up, especially in the area of settlement at the back end. So business has now grown exponentially, but you also need the speed. The speed has to be speeded up. So blockchain and the trusted smart ledger technology, we believe is one of the areas that can help improve our operation, not only within our own organization from one section to another, but also cross function to other companies as well. So if more companies adapt smart ledger technology on a similar platform, you then be able to do settlement at a far much more quicker pace. So imagine you would have an end to end experience for your clients, the client orders a service, he provisions it quickly by himself, and then he gets a hot billing that says that, okay, you've ordered this, you can do, instead of per month billing, you can do per week or per day billing. That is what our vision is. And he's also talked about smart city. So Hong Kong is a leading market in Asia, which is in the forefront. Hong Kong needs digitization and smart city is one of the areas that they're looking at. So this is an area that they are propelling. And we have a lead role in this space. We are doing POC with the Hong Kong government, especially on smart lamp posts. Yeah, so this lamp post has multi functions, and it allows traffic management, weather control. It also becomes an asset for us to look at placement of microcells for 5G. So these are new areas that we are looking at developing. This is so exciting. Yes, Hong Kong has a special place in the world as a leader in these new technology deployments. And so your work is really being viewed, not just on a national front, but on a global front for sure. We were just talking about this in New York, actually, at one of our events. So, yeah, very exciting to hear that. And also, there's a new trend happening where OTTs are coming more into our marketplace, really leading an expansion role. What is HGC's role, challenges and opportunities as you guys go ahead and address OTT needs? So in the OTT space, we are one of the leaders to assist OTTs to expand globally. We've done a pretty decent job, and we serve these OTTs, especially from Asia, to more than 20, 30 cities around the world. We did a pretty decent job on that, and basically this has been providing them with customized infrastructure as a service solution, which is a combination of several components, hosting network, local eyeball, and bringing it all together and providing it in a recipe that meets their requirement. But they are now also moving up the chain, especially when they expand, some of them are in the cloud services. So they are looking at managed service as a step up, so they need eyes and people on the ground to help them to do this management. So we can uplift our capability to play that role. Say, for example, in Sao Paulo, they've set up a cloud, probably because of their resource requirement, they could not have people, food soldiers on the ground. It could be our team that could help them in their managed services. So I think the evolution of infra moving into platform is where I think we can aspire to go in the next stage. I love that. You're basically an extension of their network infrastructure team in-house. I love that. Correct, correct. Rightly said. Are you from Telco? Really? Focused only on telecom and tech. When we skip ahead in the calendar year, where do you think HGC will be a year from now? So my focus for our company, especially my international business organization, is to fully transform our company to become a fully digitized user experience for our clients, which is the sector of the carriers and also the corporate customers of ours. And I hope that one year down the road, a customer would be able to enjoy our services in our marketplace by themselves and then receive the bill. And what we would be playing at the back end is the analytics, improving the customer experience and continuously applying DevOps in improving our services to them. So my hope is one year down the road, when we meet again, I should be able to tell you that we are fully transformed and I could say proudly that international business of HGC is a digital company for the carriers and customers. I love that vision and you guys are certainly well on your way to realizing that. So where can our viewers go to learn more about HGC? Well, obviously you could go click HGC and you'd find about a few hundred thousand search results, but go to hgc.com.hk. You'd find us there. HGC.com.hk. Thank you so much, Ravi, for joining us. It was a pleasure having you. Thank you. And thank you viewers for tuning in to JSA TV here at ITW. Happy networking.


I didn't want them to see your back half and as I speak for myself, I didn't want them to be like, right, and do you want to be like, so we had the stage one one way and so we moved it in the front so now everybody can hear you. And then we're going to have a zoom, so you're going to be on film, like you asked for, so that'll be it. I mean they're all super excited. People here that came from off camera. Yeah, yeah, yeah, yeah, people were telling me they were coming from. There's a few people here. How you guys doing? Good to see you. Great to be back in Tennessee. Thank you Jesus. Hey, I want to thank Carrie Ann for putting this on. If you guys can give her a big round of applause. And also my man Dennis Steven, he's had my back from day one up here in Nashville. My team lead is also a zero diamond certified coach. If you guys know Dennis, give him a round of applause really quickly. And also my wife, where are you? There she is. Thank you so much for marrying me and giving us our beautiful daughter Whitley. Alright, here we go guys. You guys ready for this? Now, first question. Have you guys ever been to grilled cheesery? We stayed in Franklin. We're staying in Franklin and went to the grilled cheesery. I didn't know that was a thing, but it's a thing thing. So every time I say something today that makes sense, I want you guys to say, grilled cheesery. Let's try it one time. Does that make sense? Okay, how many of you guys are already following me online? Okay, good. If you're not following me online, what's up? What is the deal? I'm Ricky. I've been a real estate agent since 2002. Okay, for the last five years I've been on a mission to increase the success rate among real estate agents. So I'm working the industry from the ground up, from the very bottom level, which does what? It actually translates into brokerages staying in business as well. Have so many brokers reach out to me and tell me thank you so much for keeping my agents going that keeps my brokerage going. You see, a lot of people think that what I'm doing is just for new agents or just for struggling agents. It's not true. It's translating through the entire industry all the way to the top. Now how am I doing this? What am I doing? Okay, number one is sharing all the philosophies that I've learned over the years. Okay, and everything that I've done to create success in my business with as many agents as I can for absolutely free. That's number one. Now, in doing that, what happens? I can reach the masses. A long time ago when I started coaching, I would have 300 agents sign up for a webinar. A hundred would show up and one or two would sign up for my paid program. 300 agents needed help. I wanted to help all 300, but I had a paywall. You can only see my deepest secrets if you pay me. That didn't sit right with me. Anna couldn't come to speeches like this and tell you anything I want to tell you because they're paying and they're going to get mad if I say all the secrets. I want to just tell everybody everything, right? Now, we've had about 50,000 agents globally, most in the U.S., I would think, go through the Zero to Diamond program. We did a survey. Okay, seven out of ten say they get more listings and close more deals. 87% have better time management. Now right there, that tells me that the program is helping agents sell more properties in less time. And they're able to actually have a quality of life and spend more time with their families and do the things that they want to do. 75% say they read more than they did before the program. That's massive, but the one that really hit me was 98.8% of agents who go through Zero to Diamond say that they enjoy being a real estate agent more. Now that really hit home with me when I saw that statistic. Can I get a grilled cheesery? Okay, all right, you're listening. Now, to go a little deeper with this and what I want to do today, what my job is, I take my job very seriously, and that is to just help you increase your confidence level just a little bit. That's what we're going to do here today. On the way up here on the plane yesterday, I was watching Howard Schultz, the founder of Starbucks, and he said something that hit me.  Every single one of those 100 people have some level of self-doubt, some level of insecurity, some level of a lack of confidence. I don't care who you are. There's some level, some greater, some less, but you have some level. And my job today is to increase that, decrease the level of that lack of confidence, increase your level of confidence. That's what I want to do today. Now, let me break this down just a little deeper. I want to increase your confidence in three areas. I want to increase your level of confidence within the overall market itself, the outlook of the market. I want you to be super confident when you leave here that you're not worried about the market.  Because when you communicate with people, they can tell if you're confident or not in yourself. And this is the number one thing, this is the number one reason why you may lose a listing. A client doesn't pick you. There's other factors, but this is, I believe, the number one factor that don't fill the confidence in you for whatever reason. You may feel confident, but you're not exuding that. You're not communicating that to your prospect. We've got to increase that just a little bit. Not only that, but your ability to create a successful short- and long-term career. And the third thing I want to build your confidence in is the actual future of the market, a future of the industry, the real estate industry overall. Okay? You guys ready for this? Grilled cheesery! Now, 2022, gloom and doom, right? As far as the media is concerned, there's gurus saying it's going to be the worst-case scenarios, 2008 all over again. Hopefully by now you guys realize that's not going to happen. It's probably a little more scary when interest rates did jump 2%. You still have a lot of negativity in the media, and that's kind of what they do, right? So, the first thing I want you guys to realize is that it's only human nature to take this negative media and allow it to dictate our thoughts, our emotions, our actions, our execution, and ultimately our results. It's just human nature. It's called negativity biased. Which means that if you have a positive situation and you have a negative experience, and they're both equal, you're going to put way more weight on that negative experience. It's just human nature. The first thing we need to do is to realize this and grab a hold of it, and not allow those things to happen. Not to allow these headlines and trigger words to affect our emotions and how we feel about the market. When we put together a plan, we should be able to visualize that plan getting us where we want to go over the next 5 years, 10 years, regardless of the market. All we have to do is look at history. One thing that I'm doing right now to combat this is I started writing blogs again. What I'm doing is I'm reversing the stats. For example, NAR came out with one of their reports and said transactions were down 14.2%. In June, I believe it was. 14.2%. I write an article and the headline is transactions hit 85.8% in 2022. Thanks, Mom. Then I write an article with data. What I want to do is I want to reverse these negative trigger words and headlines. That's one thing that I'm doing right now. I'm going to go harder there to try to push the positive side of the data. There's an incredibly positive story here within data, within the industry. Incredibly positive side. Stop looking at the negative side. When you look at it, pay attention to it so that you know how to communicate with your clients. You can best educate your clients so they can make the best decision possible. Never try to predict to your clients. But use the data to try to educate them. It's kind of like a seller. Right now we have so much data to educate them. Let's just talk about here in Nashville, the Nashville greater area. There are days on the market right now. The average is, I looked, it was 15 days average on the market. An all-time low. An all-time low, even lower than last year in the crazy market. Did you guys know this? That we're lower days on the market, average days on the market than we were last year? Now, the days on the market, that data does not take into consideration the properties that aren't selling and the price that's sitting on the market forever. It's not taking into consideration the expired listings and the ones that aren't selling. See, inventory rising because sellers are in a denial that the market has shifted. Hello? But the properties that are priced correctly are selling within two weeks, on average. You have to educate your sellers on this data. If you understand this when you're talking to your client about listing a property, you can very confidently tell them that if this property isn't getting much action, when are getting offers within the first 30 days, something's wrong because we're at all-time lows on days on the market with all-time high prices. Properties are selling for the highest dollar ever in the shortest amount of time ever right now. This is the strongest market we've ever been in right this second. Do you guys understand that? Grill cheesery, grill cheesery. Interest rates, okay? Have you guys actually looked at what happened when interest rates reached almost 20% back in the late 70s, early 80s? Did you look at prices? Did you see prices dip? No. Prices continue to go up during that time. Was there a couple of leveling moments? Sure. Never went down. Were there interest rate spikes up and down in the 80s, in the 90s? Yeah. Did prices ever go down? No. The only time prices went down was in 2008 because you had the mortgage amount down, of course. I'm not going to sit here and educate you on that. But what I will educate you on is the fact that closings never stopped. One of my favorite quotes by Sire Richard Caruth who said, Closings will happen every day for the rest of your life regardless of market conditions. Now, do you guys believe that? Listen, who would say 2008 is probably worst case scenario doomsday? Is war as bad as it can get? No, you think it can get worse? Almost nobody raised their hand, so are you telling me that you think it can get, do you think that it's a possibility for 2008 in terms of the real estate market? I'm going to ask again. If it can get worse in 2008, okay, we can have a debate. But do you guys honestly think that it could get worse? Isn't that a doomsday scenario? Let's just assume that it is for just a second. Just humor me. In 2005, there were over 7 million transactions in the country. To my knowledge, that was an all-time high. 2008 was a low of over 4 million transactions. That was the worst from the 2000 on. That was the worst year. That was the biggest drop. It's increased every year since then. It's always been higher than that. Kind of did this a couple years, but it's always... The number of transactions in the country continued to increase from that point. That was the lowest point. What I'm saying is that if it goes from 7 million transactions to 4 million, there's still 4 million transactions happening. That's a lot! If you're selling property in 2005, and you're selling during the time that there's 7 million transactions, and it drops to 4 million, that's a little less than 50% drop, and your business drops 40%. That hurts. I get it. But it didn't go to zero. The punchline is, so many agents during a time like that are going to be out of the business. What does that mean? More transactions per agent for the agents who stay in.  I'm going to do the data on this. I'm going to have real data. When you look at the 2005 and the 2008, I guarantee you there were more transactions per agent because there were so fewer agents in 2008 than there was in 2005. I know agents that were crushing it in 2008. I was jealous this could be. Mad, angry. How are you doing this? Tell me the secrets. And they told me the same stuff they told me when I got started. Postcards, phone calls, and emails. Nothing changed. All this stuff started to add up for me. If you look at canceled contracts right now, another metric that's interesting. The media is making a big deal about that. It shot up. Homebuilders are seeing it. Even existing homes are seeing it. Dear Horton said they had 24% canceled contracts in the second quarter. Last year, second quarter, it was 16%. Big jump. But you know what's cool about that stat and what made me open my eyes because it was the first time I looked at canceled contracts? I thought, are you telling me that 16% of people were canceling contracts last year during that crazy 15 offer per listing market? I was like, wow, that was interesting. If you look at the overall market, it jumped up to 17% during the pandemic. Now, that's pretty bad. No human-to-human contact. No, the economy is shut down. And he had 17%. It was all that was canceled during that time. Now, I would say that that's probably as bad as it can get. Can you guys agree with that? Okay, finally. 17% canceled contracts. Now, last year, the low, which was an all-time low of 10% canceled contracts. During 20 offers per listing, buyers purchasing houses they didn't even really like paying 100,000 more because they couldn't find anything else. You still had 10% of people backing out of deals during that time. But let's dig a little deeper. Right now, we're at 15% last month. It jumped up to 15% since this interest rate thing and all this, that and the other, which lines up with 2019, which was around 14%. What does this tell us? 2019 was a very normal market to me, in my opinion. It was a very normal market. We are entering into a very normal market. And this is again, you got the highest prices ever, which have leveled out, selling faster than ever before since they started recording days on the market. Can I get a hallelujah? Can I get an amen? Can I get a grilled cheese or read? Pizza, melt, pepperoni, crusted parmesan, pepperoncini. I looked here in the National Greater Area. Prices have leveled off. In May, where you guys were at a 26% increase from last May. Right now, we're at 18%, it's dropped according to Redfin, which means leveled out. It's really, when you look at the Redfin chart, it kind of goes here and then it kind of has a little dip, it goes like that. It's leveled out. 460 median price, and it's like 450, something like that. And it's leveling. This is a good thing. And we're still selling them faster than ever. If you look at the country overall, it's pretty similar. 16% was the peak of where we were over. Now prices are kind of leveling out and even dropping. They're dropping in several markets. Not a whole lot, just a little bit, but it's the leveling. Now we're looking at 9% year over year. Where are we going to end up? Will it continue to drop just a little bit more? Yeah, probably. NARS calling for 4% appreciation this year, something like that. It looks like that might happen. Next year, about the same thing. If you listen to some people, gloom and doom, but if you look at the data, it tells us a really incredible story. Now I could go on and on and on and on about the market and how it's great and it's the greatest ever. We're going to be finding all that. But I think you guys get the point, right? Now, if you guys feel like your confidence level has increased just a tad about the market itself, let me get a really loud, grilled cheese zerite. Place is good. How many people have been there? Oh, yeah. And if you hadn't, what's up? Your business. All right, let's dig in here. Build your confidence just a tad. I just want to increase it just a smidge because that can make the difference and create a massive breakthrough in your business. How many people hear, right, think about this question and keep your hand raised if you do raise your hand. How many people here know what to do? You know what to do. Think about it. Okay, keep them up. Let's get high. Let's get high. I want to see you. Now, keep them up. Keep them up if you know what to do but you're not doing it. Y'all are lying, lying, lying. Do we have 400 people here? I thought this place had 400 people. It looks like 400 people. How many people do things here? 398. Now, I'm trying to illustrate a point here, guys. The ABCs, the 123s, how to build your real estate business is not super difficult. Golden nuggets are everywhere. Just Google stuff. Go talk to agents that are succeeding. It's everywhere. The problem is you haven't figured out exactly what systems work best for you to build your business that you can fully commit to and scale. Now, what I want you to think about is, well, let's do this. How many new agents do we have?   How many agents do we have that aren't new? You've kind of broken through. You can tell, this is going to be a career. It's going great. You've got some momentum going. But you want to take it to the next level. How many team leaders? How many broker owners? Give it up for the broker owners. How many of you are retired? That was a trick question, by the way. No real estate agent retires. And in all seriousness, that's kind of the problem, right? See, most real estate agents, they're just grinding away. They're not really thinking about five years out. They're not thinking to that next deal. And that next sale. They're just trying to hit their 2022 goals. They're not thinking big picture. They're not thinking five years out where you can really be. And that's what I want to help you guys with today. I want you guys to really think about this. Because if you're not thinking about where you want to be in five years, if you don't have a daily routine and a schedule and systems in place, then you can visualize getting you where you want to be in five years. Then you need to sit down, think about what you're doing, to where you can visualize. That way, when you wake up in the morning, you know what you're doing today is going to get you where you want to be to that dream life in five years. Let's do a quick exercise. Everybody close your eyes. Take a deep breath. Let it out. And I want you to think about your life, your business in five years in a perfect scenario. That you hit all your goals. That your life is coming true. And you've got that perfect business, that perfect life. How much money are you making? Where do you go to church? What does your family look like? What are you driving? Where do you live? What do you do all day? Now open your eyes.  But the punchline is schedule. And your daily routine. Are you building a business for your five years self? Or are you just trying to get to the next deal, the next deal, the next deal, the next deal? And if you are working deal to deal to deal hopefully I can hit you with something of the day that makes you think about this and start to recalibrate your patterns behind calibrating the right routine. Because you can take this platform of real estate and build anything that you want to build. Now a clear example in 2017 that was the first year I hit a million dollars as a single agent. And that was the year I quit prospecting. But I hit a million dollars every year since then. I had the five year plan in mind as I was prospecting. I don't think about this. See there's light at the end of the tunnel. Regardless of how you get your leads it's all about accumulating relationships. And how do we create a scenario where no one ever forgets who we are once we give them that great first impression. That's what it's all about. But some people they just prospect that they're not. One of my mentors who I deeply, deeply respect and love and admire his name is Bob. And he was in business for 40 years. He moved from Birmingham to Gulf Shores, Orange Beach. And when I moved to Remax he had his own office big huge office downstairs I would go in and talk to him for a tiny time so much wisdom about how to communicate and the business and pricing and I learned so much from him. And we were just really close because he admired me as well. He could tell I was on the come up I was making like 200,000 a year or something and but he saw the hustle so he connected because I think I reminded him a younger version of himself. So one day we get the call Bob's gonna die and we're like man this is sad you know we're not gonna see Bob anymore. The very next day I walk into the office and where's Bob he's in his office calling expires and for sale by owners and he's got three months to live and that's how he built his entire business calling expires and for sale by owners. So here he is he's basically on his death bed he's calling expires and for sale by owners and he's in his late 70s the next day he was there calling expires the next day he was there calling expires finally I didn't say anything to him finally I asked Patrick my broker he said oh he's trying to he's just working as hard as he can so he can have as much money he's making as much money as he can to leave his wife and it hit me like a ton of bricks I was like that is not how I want to live my life can you imagine prospecting till the day that you die he prospected all the way till three days before he died till he was two weeks to come to the office he died three days later incredible incredible man but that's not how I wanted to live my life or build my business you have to be a progressive thinker who executes progressive thinkers think about the future they create a game plan around the future what they really want out of life but then guess what the missing ingredient that most people don't have is as they execute on that game plan and they stick to it until it happens so my question to you is are you a progressive thinker do you think about the future or only think about the next deal when you're prospecting I don't care how you get your leads you can cold call them you can warm call them you can social media you can for sale by owner you can open house you can network you can do or knock you can do whatever you want to do I don't care but are you accumulating these relationships are you talking to these people are you figuring out what it is that you can do to help them because that's what it is at the end of the day I want you to remember this because normally I use the phrase relationships over transactions but I want you to think about this one and keep this one with you when you're prospecting when you're talking to leads when you're talking to clients I want you to focus on the person not the property so let me dig a little deeper there when I'm calling an expired listing I could care less about the expired listing I'm not calling with a series of questions to try to figure out what I could do to get this guy to sign the listing agreement what I'm doing is I'm using that property as an excuse to talk to them to see if I can get to know them to see what it is they're trying to do to see what it is to see what it is they're trying to do to see what's going on in their life that's causing them to make this decision to possibly sell because once I have that data and I feel like I've created a connection then I can put together a game plan to actually help them whereas I think most coaches and trainers I mean look at the script look at the terminology, look at the verbiage it's all geared towards trying to somehow magically get a contract signed I don't care about that I'm just trying to figure out if I can get to know you I want to challenge myself every day every conversation I have and that's what I want you to do when you talk prospects I want you to challenge yourself to see if you can get this person to open up to the point that they allow you to get to know them then magic happens because once you develop that skill to open up and tell you what's going on in their life so that you can actually help them that's something no market crash, no body can ever take from you that's a skill that's going to carry on that's going to follow you everywhere you go through your real estate career into other industries, whatever you do in life and the best way to make them feel comfortable with you is by being comfortable with them and there we go right back to confidence if you're not confident in yourself, in the market in the outlook of the future of the industry in your ability to create a successful career short and long term, they're going to feel that when you're talking to them and that's the downfall of most of the agents in this room who are struggling right now and you don't even know it you're saying everything that the coach told you to say you're doing everything that your broker told you to do and it's just not happening and you don't know why people are mean Ricky you don't understand up here in Nashville people are just down rude nothing like down there in a nice guff shores people now most of my clients are from Nashville New York, Atlanta all over the place I deal with all of them not only that I've coached agents all over the country and world agents in South Africa agents in Australia in Brazil people don't care about all that rudeness people just want to know that you care about them if they have a wall because of past experiences and most people are not out to get them I never think that but maybe have the wrong intentions they run across very few people they have the best of intentions which is you see they don't know you they don't know what your intentions are but see they're not going to get to know what your intentions are if you don't learn how to communicate properly if you can't get them to open up and they just shut you down and you don't know how to break through that wall and show them who you are they're never going to get a chance to understand what your intentions were so that's the skill right there now going back to I'm making the calls nothing's happened I'm saying what you say to say nothing's happened I'm posting on social media I'm doing this I'm doing the weekly email I'm doing everything you tell me to do it's just not happening you know what that's called going through the motions there I was talking to one of my agents last month or so he says man I'm having a rough time I said talk to me I made 250,000 calls I've sold two properties I've been doing this for two years whatever I said okay talk to me tell me what's going on so he's telling me all this stuff that he has going on he says I partnered with this other agent and we're doing your 28 day challenge and you know we're going through the motions of that and then he kept going he kept telling me this story and I'm just sitting back listening I'm absorbing everything he's saying he gets through and I said all right cool man listen did you just hear what you said to me you just said the words that you're going through the motions those words came out of your mouth now when you're talking to Ricky I'm sure you're sugarcoating some things even with the sugarcoating you still said out of your mouth that you're going through the motions that's all I'm going to talk about to you today good sir now let's break this down and I said bro there's your problem right there because what he's doing is he's just trying to get dials oh I made a thousand calls and I made 2,000 calls I made 500 calls I talked to this many people that doesn't matter I would rather you make 5 calls and talk to 3 people for 30 minutes a piece than to tell me you made 100 calls and got a couple emails without the number of dials I care about the quality of the conversations see when you wake up in the morning you better love what you do and when I say love what you do here's what you do you talk to people you better love that people you don't know better love that you better love talking to people that you don't know to see what you can do to get to know them what's going on with them in their life what you can do to help them your services as a real estate agent to help them through these big life changes that they have going on you better love it you better love and I can get an amen on this you better love talking to showing buyers for a week that ghost you you better love that you better love going to listing appointments and not getting picked as the agent you better love that you better love spending hours on the phone or doing your social medias or whatever that you do and getting zero results for a little while you better love that but most importantly you better love people and it comes from a place of genuine curiosity write that down and really think about it genuine curiosity see when I'm prospecting it all comes natural to me because I have this really deep sense of genuine curiosity about all of you right here I wish I could sit down and talk to every single one of you because I look in your eyes and I think man what is going on inside that head that's that's what, that's how I am that's how I'm built when I'm talking to prospects let's just throw a generic scenario that everybody's right into and everybody's handled wrong earlier in their career where a seller says hey yeah thanks for calling we're going to sell in three months call me then I'll call you in three months I'll call you in three months how many people here have done that maybe earlier in their career liars in that scenario you know because agents ask me this all the time oh the seller said they're going to sell in six months what do I do now Ricky how do I follow up oh okay dude listen I do not know why they want to sell in six months right so I have to break this all down for them you tell me you want to sell in six months that triggers that genuine curiosity immediately okay cool what's got you wanting to sell in six months tell me more about this situation you just tell me what I want to hear so I can get off the phone or do you actually thinking about selling in six months no I'm just telling you what you want to hear to get you off this damn phone goodbye no you really want to sell great cool tell me about this are you wanting to close in six months or you want to start the process in six months why are you looking to sell in six months your daughter's graduating from high school and going to college and you want to downgrade you don't need the extra bedroom the information this data is so important and a lot of you guys are leaving it on the table why because you don't have a sense of genuine curiosity this stuff just comes out they say something and it triggers me and I'm like oh tell me more why what's going on oh I can relate to that my mother went through this my friend went through that I went to school there connections don't be so hard on yourself don't compare yourself to other agents do you the best thing I can tell you guys about communication is to relax and stay calm because they're going to feel that walking to every situation not caring about what the outcome is I could care less if you want to sell that property today or not I just want to get to know you and see what's going on and through that I'm going to be this person's agent for life because they're going to feel that wow this agent is different they care about me they're not just trying to get me to sign a listing today they're not handling my objections objections are is just rejection and objections that's just your prospect telling you what they want to do you don't have to combat objections listen to the objections I don't care if you want to sell in three months well if I could get you this price would you sell it sooner? I'm not going to do that I want to learn more about the psychology what's going on behind the scenes and make this decision the reason why I sold so much property honestly because it finally dawned on me that I wasn't trying I'm not in the business to sell real estate I'm in the business to just help people do whatever it is they're trying to do when I started to let go of the transactions and just completely detach myself from the transactions itself and just went all in with just how are you doing what's going on what can I do to help? that's when everything exploded does this help? a little louder when you're going through the motions guys like that agent he's like I'm just going through the motions I'm making the calls and I don't want you to say what you're going to do and I sound really sad like I didn't go to grill treasurer yesterday and they have a pizza mount with the parmesan crust and a little pepper cheese and I just sound sad he doesn't realize that he sounds sad he doesn't realize it he thinks that he sounds upbeat and happy so understand when you're communicating with people you don't even know it you don't even know that you're not you're not sending the right message you don't even realize it because there's a part of you that's going through the motions because Ricky said you're going to get rich if you do this and you will do it if you love doing it grill cheesery now we're starting to sound like a church one more thing guys the future of the industry now this is very interesting and there's a lot there's a lot of stuff going on in this space with real estate tech that hasn't taken us out and hasn't really affected our commission you know so it's kind of off our radar if you will ok let them do whatever they want to do but let me tell you there's companies working as hard as they can possibly work to take your job from you and what they've accomplished so far is really remarkable they've made our lives 10 times easier in the process and they've lost billions and billions and billions of dollars so I'm telling you dude pizza melt pepperoni, pomegranate crust make no mistake though right they want part of the real estate commission pool ok you guys know how big that pool is is he made now it's 100 billion last year was over 100 billion dollars in real estate commissions now this year it's going to be less because less transactions but prices are so high we're still going to be about 20 billion more than 2019 about 10 billion more than 2020 even with less transactions because prices are so high they want a piece of that pie and they've been trying to figure it out for years you got redfin billions bad reviews open door lost billions Zillow lost billions but they got billions too in the bank and they're going to be here a long long time and I think what's very interesting is that especially with this new partnership between Zillow and Open Door you guys I'm sure heard about that maybe not but you know last year Zillow said no more eye home buying losing too much money actually it's quite funny because they blamed it on Zestimates right like our Zestimates suck so we can't buy houses because we thought it was worth more money it's the truth that's what they said we can't we don't know how to price homes so we suck we can't buy them right we can't sell them we don't know what's going on so they said okay come on in here Open Door we used to compete to see who could lose the most capital venture capital let's just let's just combine and see if we can't just really screw this thing up but it's very interesting and I think it's a really big play for everybody for those two with Zillow and Open Door doing this you can go on Zillow you can click a button and get an Open Door offer okay that's big for Open Door now they have the eyeballs of everybody on Zillow which is the largest traffic website for real estate and for Zillow what did they get out of this? well last year Open Door wrote about 2.1 million offers they bought about 37,000-38,000 houses so they bought about 1.5% of the houses they made offers on wish that was you 99% of the people who got the offers thought they were silly and so there's all these people on the table so what happens so Open Door creates a situation with Zillow to make more offers or more properties and hopefully buy more properties and lose more money and Zillow gets the aftermath of the people who didn't accept the offers and then what? they can give that to a Zillow Premier or Flex agent for 30-35% on the back end of those listings, of those seller leads that's a big play that's an interesting play these guys are going to keep moving around and juking and jiving but what's really interesting is that play involves what? Agents so you see the pendulum swings and when Zillow came on on the scene 87 79% of 76% of buyers were using Agents now we're at 87 since Zillow came into the picture it's risen every year now we're at 87% of buyers are using Agents traditional real estate agents it's at an all time high 90% of sellers which is at an all time high more people, a bigger percentage of buyers and sellers right now ever in history are using traditional real estate agents right now as we speak one of my theories behind this is that the faster technology gets and the better technology gets the more fear that I'm seeing in the consumer because this is a transaction that some people only buy or sell houses you know what three or four times in their life it's once in a blue moon they're going to move, they're going to do this they're going to do that this is a big big big deal for them and the quicker that technology and these companies try to make the transaction I think the more the consumers like this is too quick of a decision here it's such a big transaction I don't know, I need somebody on my side I need representation I need somebody that's looking out for my best interest making sure that I'm making the best decision here handling all the back end servicing the contract to close so on and so forth plus I want to see reviews of these companies and think I don't know about this but I find it very interesting there's a lot going on in this space I feel like there's a lot of things there's a lot of brokerages that allow us as agents to actually offer these cash offers to clients there's a bunch of brokerages that do this and literally are your own eye buyer which is I think very interesting I'm looking at this as a big picture here the agents can actually compete with the eye buyers out there I mean Mark Spain does this right there's there's a lot of brokerages that offer this certified, get certified to be in part of their eye buyer program bam you can compete, you're literally your own open door at that point competing now they have an actual real agent as opposed to a corporation handling that transaction form anyway I just find this very very interesting commissions have been squeezed just a tab but nothing like people were predicting back in 2010 when a lot of these guys came on the on the scene right it's really incredible how resilient us agents have been it's not us it's the market it's the consumers it's their choice they've spoken they want an agent and I find that very interesting so here's to us for not only dominating the market but continuing to dominate the market right grilled cheesery on three so we talked about building your confidence in the market itself building this short and long term and the future outlook of the industry and I hope this has helped increase your confidence level just a little bit where you can go out there and feel more educated you feel like you have a better sense of how you need to communicate with your clients right stop focusing on the deal so much focus on what you can do to help people alright I love you guys so much I'm going to take a couple questions thank you and somehow it happened in like December and I thought it was just like a breeze remember so I played on it, said it when I missed my high school season but it would just like pop out and go back in I was like didn't tell anybody and finally it popped out and wouldn't go back in it was so bad eventually I'm going to hand it over because like a year later it definitely is fun again it doesn't hurt anymore I just know I can't I also just don't want to go through being in a swing again I should have stopped you yeah don't get me started it's literally going that way thanks bud be good brother what's up bud you know alright you know me do I know you I know you I know your mom I know your father I know your whole family we talked before you called me several times you keep supporting and encouraging her however you know everybody has moments in his life I just retired and came back I like her speech but here's the point here's the point about the confidence I have a fully confidence I'm very confident in myself however this is how I feel when you approach like different nationality like I'm from Egypt and I'm American if I approach American I feel that the American want to work with the American you know what I'm saying this is the point is really you know it's making me down so I don't want to eliminate myself put myself in a circle of my community you know what I'm saying I don't know how to overcome this what you're doing is your stereotype in every situation and you're saying Americans only want to work with Americans but that's not true there's a percentage of Americans that want to work with Americans and there's a percentage that want to work with you same thing with me when I talk to a client there's a percentage they don't want to work with me maybe not because of the nationality so let's take nationality out of the equation there's a percentage of people that don't want to work with you for whatever reason and there's a percentage who want to work with you there's always going to be that for every single age what you have going for you is that the nationality thing and the accent and everything else is a massive with the language barrier and the accent of course you can hear it all that is a huge advantage because you're looking at it see again negativity biased you're thinking about this this accent and it's weighing a lot more than the fact that a lot of people love the accent like that's the no no no maybe but see if you don't believe that then they're going to hear that in your voice this is a chicken and egg thing if you don't believe that this is your superpower that you're from Egypt and that you have this accent if you don't believe that then people aren't going to hear that in your voice and they're not going to do business with you right not because your nationality but because your confidence level because you think the nationality thing is an actual problem when it's actually a huge positive so if you can flip your mind to realizing that like you want to work you don't want to work with people who want to work with Americans do you want to work with Americans who only want to work with Americans do you want to I don't I mean if I get the opportunity and we can work together this is business and business has no emotions but if they only want to work with Americans so no because I'm going to be listen listen listen I don't even but outside of the rejection somebody like that because the mindset yeah I don't want to work with somebody like that that's that close minded that's not my people but listen man there's always going to be percents of people that don't want to do business with you maybe because of lack of confidence your accent you didn't say the right things you're too high pressure they have another agent they don't like you they don't like the way you dress there's going to be percents of people that don't do business with you for whatever reason and there's going to be percents of people who love you and want to do business with you for the rest of your life always you're holding yourself back from having enough conversations to find the people that want to do business with you because you're worried about the people who don't like you for whatever reason that doesn't matter see what I'm saying dude you need to own this you know what I'm saying like you need to own it you need to like put it on billboard I'm from Egypt you know what I'm saying okay I feel that you came on the perfect time okay I start on 2020 I retired then I came back I sold like from 2020 till today like 5 years tomorrow one of my closest friends sent me an appointment with one of the VIP people he's not from here he just came to purchase a property I'm being prepared just for a week as for you know business dressing you're over thinking everything so you're just over thinking own it right own it whatever happens happens you're going to go out there and do the best you can do to help people right you care about people that's it if somebody doesn't want to do business hey don't say that you're a new Asian it was a joke how about if you asked me hey how many years you've been what is your volume absolutely right how many deals have I done none and that's why you want me I hear that in your video that's why you want me you can turn every situation around to your benefit where you never lose even if the client walks away you still won because you filtered through the population and found out that wasn't somebody that's going to work for you that's a positive now you check that box off on that client find another client who wants to do business with you go build your business on the people that want to do business with you right until you've built your database up to the point that you're making you're closing the amount of properties you want to close you got to get out of your own head none of this is an issue I could say I could say you know I I don't do social media I don't do social media for real estate I could see here and say nobody wants to do business with me because I don't do social media for real estate you know what I mean I could think of a lot of things I can't think of it right now but I could think of a lot of things because I try not to think of it I'm always thinking about what's the advantages in every situation so I'm so far this way it's hard for me to even get my mind to go there right but there's plenty of negatives about me I'm not organized I have too much going on there's a lot of negatives I can see here and pick those out of the bunch and say nobody wants to do business with me I'm too busy I don't do social media and all that stuff or I could say I work hard I'll do everything I can do to help you if you don't want to do business with me find somebody who does that's the attitude you need one more thing I'm sorry I take a lot from your time yesterday I received two calls that people want to purchase a property with me what is the impulse I took all the information I need and okay great second day I texted them nobody responds second day I texted them the day after I tried to call nobody responds then after that you know what sorry we have circumstances both of them and then I asked myself what did they do they just cancelled you know what I'm saying so do you think when you over follow up with them this is going to follow up absolutely you don't want to over follow up if somebody ghost me or isn't responding then I'm not going to try to reach out to them I'll try it twice I'll call no answer no call back the next day I might text if I don't get a response back I'm not going to reach out to them anymore they don't have to reach out to me they don't have people who respond and communicate with me how am I going to do business with a ghost that's a waste of my time if they come back to me great maybe I'll try like a week later give them like a week and I'll call them say hey what happened last week you know whatever if they do answer but I'm not going to sit around dude I'm going I'm going this way I can't go back I got to go this way more people there's dude there's millions of people here that need your help thanks man can I take a picture yeah yeah let's go good to see you bro be good man thank you yes sir can do drop box we transfer I can put it all on easy sounds good yeah yeah honestly


Hello friends. I am Sanjay Gupta. I welcome you on Sanjay Gupta Tech School. So in this video, I'm going to demonstrate how you can manage versions of flow and access of flow in Lightning Flow Builder. So to create a new flow, you can search flow in setup and you can click on this link and the space will be open and you can click on new flow. So first I'm going to tell you how you can create versions. So let's say I'm taking example of screen flow. I'm dragging and dropping a screen. It's label screen one. Then I'm putting a text box which will read last name from the user. It is required and I'm clicking on done. So this way screen one is created, which will receive the last name. So now I'm connecting this, clicking on save. So it is asking for the name. So label is test version. So flow level will be test version and I'm clicking on save. So this way flow is saved. Now we can test its version. So I'm refreshing this page. So the newly created version, sorry, newly created flow will be available here and we can see its version as well. So here you can see this test version flow is available. Right now it is not active because I didn't click on active button. If I click here, so from here I can view the details and versions of this flow. So here you can see first version is created and all other details build with created date and time type status and running mode. So all these information are available. Now if you want to activate the flow, you can click activate here as well and you can also click activate here. I'm clicking on activate. So it is activated. Now again I'm refreshing it. So this time you will see the flow will be in active mode. So here you can see its status is now active. If you want to deactivate it, you can click here. If you want to open it, you can click here. And let's say you want to add one more screen here and its label is screen 2. Again I'm putting a text. Let's say it is for phone number. Clicking on done, connecting it. So we modified this flow. So now we need to click on save as. So here you can see there are two options available, a new version or new flow. So if you want to create a new version in this flow, then you can select this option and click on save. And if you want to create a new flow with this addition that you did in the flow, so you can click on this button. You can provide new label to the flow and new flow will be created. So right now I'm creating its new version. Clicking on save, clicking on activate. So if I refresh the space now, so you will see two versions will be available here. Yeah, so here two versions are available. Latest version is active and another is inactive. So this way you can manage the versions in the flow. Now if you want to create a new flow with this change, so you can click here and let's say I'm mentioning it as test version 2 and clicking on save. So now you will see I'm going back to the flow list. So you will see there will be two flows with names as test versions and test version 2. So by changing that existing flow we created a new flow. So you can do two things. You can create version of that flow or you can create a differently new flow as well. Right. So this way you can manage the versions. Now if I click here and if I click on edit access. So from here you can control the access for the flow. So read this carefully. By default users with any of the following permissions can run this flow. So run flow or manage flow in the profile of permission set. So if this permission is available or flow user in the user record. So if a flow user is checked on the user record then also can access the flow. But if you want to override these permissions so you can click on this checkbox and you can select a particular profile. So if a particular user will be having these profile access then they will be able to access the flow on it. So this way you can override the flow behavior and by default these two options works while we execute the flow. So this way you can manage the access of the flow. So I hope you understood how we can manage the versions of the flow as well as how we can manage the accessibility of the flow in Salesforce Lightning. If you want to watch more Salesforce training videos you can search my name Sanjay Gupta on YouTube and in my channel you can see various playlists related to Salesforce and other programming languages. So I hope you understood whatever I demonstrated in this video. Thank you for watching this video.