Hey guys, Landon McArthur with SecureAge of Marketing bringing you another marketing minute. Hey, one of the things I wanted to talk to you about, it's kind of fresh in my mind, is doing AdWords optimizations.  One of the greatest things about Google AdWords is that you can basically track everything from the click, the cost per click, the conversion, cost per conversion, market share that you're getting with that, et cetera. But I find a lot, a lot of people in the insurance industry that are doing Google AdWords and whoever's running their AdWords account is not doing anything to optimize their Ad account at all. What I mean is, is that after you build an account, let's just say you have a hundred different keywords and a hundred different ad types. Those ads start to align themselves into sending order by based on performance. So what we do is we cut that up into two or three actually different chunks. You've got your bottom tier ads and keywords that are getting clicks with no conversions. You've got your middle tier that are getting clicks at a low conversion rate and then you've got your top tier, which is paying for the whole shebang. That's your top performing, top converting keywords. Well, good marketers will cut the bottom two thirds of those ads and rebuild another two thirds around, another two thirds of ads around the principles that cause the top third to succeed. You do that over and over and over again. You can find your floor of your cost per conversion. If you don't know your cost per conversion and you're doing Google AdWords, you need to find another AdWords manager. Okay.


Hey everybody, this is Christian Buckley with another MVP Buzz Chat, and I'm here with Shannon. Hello. Hey, Christian. How are things going? Nice and cold here in Nashville, ready for a little bit of summer, hopefully soon.  I'm Shannon Mullins. I'm a Microsoft MVP of business applications. I work mostly on the business central side Dynamics 365 and also work with CRM or D 365 for sales and my background is actually Great Plains started with Great Plains about 20 years ago. I'm going to ask you about that because when you say 20 years in Dynamics, so when the acquisitions happen and all that change, so I'd love to hear some of that. Yeah, I'll explain that in just a second how I got started with Great Plains, but we, we actually are a Microsoft partner I work with a company called Accelerant. Behind me you'll see Arbella we actually just changed names about 30 days ago and I haven't updated my sticker on the wall. Um, but we are a Microsoft Dynamics and security partner we do a lot of work around the Dynamics platform as well as Azure and Sentinel and Defender with Microsoft security so we've got a great security practice and got some great partners I'm working with so. Yeah, very excited to be here I'm actually based out in Nashville Tennessee, but anyone follows me on Twitter or Instagram they know I'm traveling pretty much all the time so I have an MVP that you're pre COVID as we were saying before I started like I was a two to three events a month kind of schedule and just was constantly around the world and which is, you know hey good and bad, you know, they're, they're definitely some pros to that you see a lot of beautiful parts of the world. So the last month I were last week I was in Denver and I was actually wishing to be home in my own bed, so I'm glad to be home this week, and back out in the road with clients next week, but it's, it's been a fun life. Yeah, a little bit about my great planes background so I actually was working in accounting while I was finishing my accounting degrees, and I have two degrees in accounting ones of bachelors and ones of masters and while I was getting and finishing my first degree I started working in the accounting department, who was moving from QuickBooks into great planes and back then it was great planes. And that was right around the time where Microsoft was starting to buy the software and great planes was actually on not sequel based servers it was on pervasive and went through that whole transition went through moving to GP. And interesting fact is that at that time, Microsoft partners was actually doing that implementation, and the guy that was leading the implementation said you know you'd be really good at this consulting thing you should consider it and I said oh no, I can never never do that. I don't want to be on the road I don't want to be teaching people all day long like I don't, I don't think so I think you know I want to be an accountant, you know that's what I go to go went to school for. And they kept in touch I kept in touch with several of them, and then that came back up in a job. 10 years right afterwards where another consultant that was helping us with great planes said you know, are you sure you don't want to go into consulting and I thought. And about six years after that when I decided to move to Charlotte, North Carolina, I was like, you know what, I really do like databases I gotten into sequel reporting and crystal reporting and decided, I think I might try consulting and was when my kids were younger, I could actually be traveling and and do things that you know you need to do in the consulting world but yeah I started off with great planes and taught myself self taught myself business central, which is, you know based off of what I have and similarities, I feel like they're two different worlds. In fact, when I go back to great planes now I feel like I went back to 1998 sitting back in front of the screen. I mean there were really three very different products solutions that were under that banner, but it's, I mean it's good to see we're seeing more MVPs from the dynamic side kind of join in and certainly there are a number that are with the business application space that are pure power platform so they may be productivity collaboration people, they kind of found their way over that direction, but we're seeing more just my observation I don't have numbers to speak to, but of people that have that deep dynamics background and some of the history there that are starting to come over into become MVPs in some of these different areas. So first off for those that aren't don't know this they, I mean like I'm an office apps and services MVP, I started as a SharePoint. I moved to Office 365. Then they was office apps and servers, then became office apps and services. And so it evolves and changes and they will shift things around based on a lot of those things as well so like there was, I believe at one time there was just like a dynamics which could have been anything under not need that. And now it's, I don't know if there's still dynamics MVP, I don't think so. No it's business applications and in fact, one of my MVP friends who's actually an MVP of business applications for BC, she didn't even know if she was a BC MVP, or a Power Automate MVP and until we were at Directions EMEA, she had Microsoft look it up and they have like your subcategory but if you go on to the MVP portal, you can't tell like what speciality some of these. And you can because depending on the audience to like sometimes I'll refer to myself as a SharePoint MVP. If I'm talking with that crowd that's what I started as I still write about still talk about that. But all the rest of the productivity. So they they're actually because there used to be like an Excel MVP and a PowerPoint MVP and a one note kind of all to those areas which are all now part of office apps and services.  And honestly, you know, I do so much work in so many different applications now I'm really heavily focused most of my, my sessions I'm teaching at conferences this year on the Power Platform with Dynamics with teams. I've really grown very, very fond of teams and its capabilities to SharePoint and leveraging those capabilities so much more within the dynamic stack than we would have done it with great planes I mean that just wasn't something we did. But now I feel like because Microsoft's connecting it all together. I do really cares though. If you're talking to SharePoint MVP and you're talking to Dynamics MVP were two different worlds right but our worlds kind of collide together at that that stage of Refer to ourselves sharing documents of Microsoft MVP instead and that's yeah exactly so it's interesting that Microsoft has been over the last, you know, two three years, where it seems like Microsoft has really stepped up and doing, you know, investing in dynamics, it's coming to the forefront. Why why what's with the change what's what why finally was it because Satya owned a bunch of that before he became CEO and so he just wanted to push on those those areas, or what do you what do you think that has been. It's been an interesting transition so I'll tell you that Microsoft kind of shook up this world about six seven years ago at. It was one of those events where they essentially sat down with the partners and said, you know, we're going to build a cloud based ERP. And back then at that point it was we were going to build it right we're going to start from scratch we're going to build this product, and everyone's like, what. Coming from people who have been doing this a long time right we're going, why, why are you just building from scratch just take something you have right and it took them a while to get there and it was very frustrating for about two years. But when they finally got to business central and they decided now was going to be that base and the vision was always a well used well known product. Moving it into BC and making it truly cloud to compete against net suite really was a game changer. And I'll tell you what the game changing features are so one is that compatibility with office 365 right, we have that capability we have that. So piece where we can create sales orders and outlook we can automatically store files to one driver SharePoint, we can send records and teams. I mean that capability that people are using the office stack now all of a sudden your ERP is embedded with it. We've got rid of VPNs, you know VPNs where the bane of our existence still are the bane of our existence from clients, and for the customers themselves right no one wants to have to be pinned to RDP to connect to get into a program now on my phone, my tablet, I have my ERP data and I can, you know, do almost everything that I need to do on those on those devices so I feel like it's funny because I feel like the timing of Microsoft getting this product to the cloud and then COVID was just like the perfect excellent, I'll use our name accelerant to cat to be that catalyst to just say you know we had it companies calling us in 2020. We got to get off these VPNs we got to get off these checks we got to get off this on prem software right this is a horrible situation we're in when we're working remote. And so I feel like really that's been the driver to get everyone to kind of push and of course net sweet had gained a lot of a lot of traction but I feel like their software because they started so early in the game in the 90s the interface of it looks very 90s ish or Microsoft's coming out with a very modern cloud looks very much like our office applications, you know, all of those different pieces, which just makes it so nice and flowing and, and it's just, it's a very, it was demoing at one time for a customer and they said you know, we saw in that sweet we thought it was like the, it was like the, the, what did he say they get the, not very good cars but Corvette. So it's like the core of that because, but now you showed me, you know, Business Central this is like the Ferrari, like we've seen it's slick it's smooth and then you know usually what people want to know is what is the price point and the price point is so ridiculously low you know for BC it's insane. And they're like, What, I get all this for this price I mean it's really, it's a slick deal for how much ERP you're getting so it's pretty nice. Likewise growing so fast I know you've got to run you've got another another call but one last question it's kind of bigger question but do you see, you know, in your space with Microsoft loop, because you know every time you see the scenarios that they that they do they they show kind of like an ERP interaction using loop and getting real time. Yeah, so I find it interesting I saw a little bit about loop I wasn't able to attend a lot of the sessions at the conference and so I saw people start talking about loop and how exciting it is. I think it's going to be one of those slow adoptions I mean I feel like people are just getting to the point to adopting teams with dynamics. I don't know if we necessarily need another product, because we have teams now. I agree with you as a standalone, but as an integrated, like I was actually, you know, as an integrated solution. I actually go back to if you remember a few years back when Julia white did the demo of gig jam on stage at the conference. So like five, six years ago is where we saw that that that loop type technology real time, but have really segregated content and use the example of, you know, be able to pull something from the ERP we want to interact with this group of people around that data without showing them access to everything else around just focus around that one change it from different locations in real time like that you conceptually like just that was really inspiring even though that demo was complete smoke and Yeah, well that's how we felt about BC when it first came out so I'm Christian I'm like I'm not opposed to it but I have to see real use cases I think that Microsoft is doing a really good job of moving towards more centralized processes within organizations and that's a huge selling point for our CIO's CTO's you know it's it's fantastic that people were meeting with they love it so it's pretty great. I really appreciate your time today and getting something to hear about this. Shannon people want to find out more about you get in touch what are the best ways to reach you and find you. Yeah, so you can follow me on LinkedIn. My LinkedIn profile is at one at one Shannon Mullen one or look for Shannon Mullen Microsoft MVP I'm also on LinkedIn and then you can go out to our website accelerant.com and find me there. And of course you'll be able to find all this info if you're finding this via listening and via podcast or fighting on YouTube then you go to buckleyplanet.com and I'll have all of her social links as well within a blog post there so Shannon thanks so much for your time and have a great Great weekend.


Yeah, that's right. Is that right? The area is it? I mean, they ask questions during the photo op. It's legitimate. That's what I'm saying. I can't. Looking forward to the ranch and all the chances of wax. I've got that. Yeah, it's true. We're hoping you don't have much to do. We're hoping you don't have much to do. I thought we were meant to. Isn't the storm up there at the ranch? Are you not here? I haven't heard of any exceptions. Of course. When we were there at the time. When we were there. And the queen coming up. We'd had a much more than normal kill sign. So I just, I don't know. Oh. They said a lot of people were going to do that, David. They said a lot of people were going to do that. This is last one? This is, this is being able to benefit the people. That's mine. Okay. There's anything or you didn't get that one. Did he get one? Tom. No, I don't get one. President, could you give us a little advanced word on your arms talk proposal? Which one of you? Really caught here. This is a photo opportunity, but it's up to you and you. You're weird of working, sir. She can tell us that. No, I really can't. I mean, I can't give any advanced word. Proceed with deployment of purzing and cruise missiles beginning at the end of this year. We have never retreated from our position that we are going to deploy on schedule. And it is true. I will be speaking to the NATO ambassadors tomorrow. And at that time making a statement about this whole matter, could I just volunteer that a lot of the speculation that I've been reading, however, is we have yes, we've been in consultation and as we promised from the very first in this administration that we would be on everything with our NATO allies, but there has been no change in my position or ultimate goal. So you are going to go forward with deployment? Deployment? I've said we've never retreated from that. Okay. Regardless of what you tell us tomorrow, it seems like judging from your past statements and the statements of some of your advisors, any sort of a deal would involve the dismantling of some SS20s on the part of the Soviet Union. Is there any reason to believe the Soviets were at all interested in that sort of a deal? Can Mr. Andropov get his generals to buy off on that sort of an arrangement? Well, there is one thing you have to remember that as they themselves made public that while they made a proposal that we could not find acceptable, it was based on their making a sizeable reduction in the number of their missiles. Mr. President? Mr. President, while we're on the subject of arms control, we seem to be entering a period of a new Cold War with the Soviet Union, with the escalation, with the rhetoric escalating on both our side and their side. In that sort of atmosphere, is it realistic to think we can reach any sort of arms control agreement? Yes. I've seen these remarks also as to the return to a Cold War. We remain in communication with them and the very fact that we're sitting in three separate negotiating tables with them on three different subjects of disarmament. I don't think there's anything particularly new in the rhetoric that was used by Andropov and has been used by other Russian leaders before him. In the United States, we have to be used to be called imperialists and several other things and charges made that we're trying to seek some advantage or something. I don't think there's really been any escalation of that at all. Of course, some critics would say there has been escalation on your part in recent speeches in calling the Soviet Union an evil empire and in some of the language that you've used. Do you think that's done any harm in the effort to reach an agreement with the Soviet Union? No. I think the thing that I said in speaking to that audience was that in pointing out on the basis of the comparison of our two social structures or the traditions and what our ideologies were that in contrast to what we viewed as proper religious freedom and even belief in religion and in the God as contrasted to their own anti-religious position, their own refusal to believe in individual rights and so forth, I didn't think that there were many polemics in that particular message. Mr. President, back to the interim proposal that you're going to make tomorrow without asking you to reveal the details further, I'd like to ask a little bit about how we got there because as recently as your last press conference in the East Rim, which was the 16th of February, you rather firmly rejected any idea of an interim proposal. Both Larry Barrett and I asked you questions and you indicated that you were not at all or did not at all intend to make any new proposal that if it was an interim proposal it would have to come from the other side. What's changed to lead you to change that? Well, I think when you refer back and that other question and the way it came at the time, had to do with asking things that would have required me to state in advance negotiating positions and I've had a lot of years' experience in negotiating before I was ever in public life. I negotiated for about a quarter of a century the basing contracts of our union, the Screen Actors Guild, with management, and you can't talk about negotiating positions because if you do then there are no longer positions. You've compromised your own strategy and this is what caused me and has caused me in the past to make answers about that you're really making the answer with the knowledge that the other fellow is going to read it or hear it. Well, are you saying you were headed in that direction but just didn't want to? Well, I want to point out that and by real intention, back when I made at the Press Club, public, the first statement about the 00 option, I very specifically said that we would negotiate in good faith on any legitimate proposal. Now, we had stated our goal and what it was that we would like to have but I made that other statement deliberately so that it would not be taken by everyone as, well, a complete taker to leave a proposition. In that instance then there is no negotiation. They either give in or you go home. So to that extent, I don't think that, well, let me just put it this way, we've made no change in our ultimate goal but beyond that I can't speak before tomorrow. On that same subject, Mr. President, do you subscribe to the view held by some Europeans, leaders, and by some in your other administration that the Russians won't bargain in earnest until we deploy the Persian and Kurdish missiles in Europe? Well, I believe one of our problems in the past and why during a period of decade or so in the 70s when we were unilaterally disarming and they were at the fever pitch in the rebuilding or the building of probably the greatest buildup of military strength in world history that one of the reasons why there was no prospect, if you remember, President Carter sent his Secretary of State to make an arms reduction proposal in Moscow and he was home in 48 hours and I have always felt that there's no reason for the other side to negotiate if they're out ahead and we are apparently disarming ourselves without asking any compensatory reduction on their part and I believe that the reason we have three negotiating teams now at three different tables negotiating with them has been our determination over these more than two years to refurbish our own military and I said before, I think it was summed up in a cartoon about the late Leonard Brezhnev when he was cartooned in one of your publications, the cartoonist had him speaking to a Russian general and he said, I like the arms race better when we were the only ones in it. I think that you have to, if you're going to negotiate, you have to have some strength on your side, you have to have some reason for them to look at and weigh the value of reducing their own weaponry. Mr. President, on that general subject of defense, won't your plan to develop any missile weapons in outer space set off a new round in the arms race? Won't it just be a destabilizing force? I think to the contrary. I think that, and I try to make it as plain as I could in that address. I've been amazed at some of the fevered rhetoric in editorials that I've been reading and I think some of them are quite irresponsible. But no, I made it plain that we are going to continue and I am determined to continue doing everything I can to persuade them that legitimate arms reduction is the only path to follow. To look down to an endless future with both of us sitting here with these horrible missiles aimed at each other and the only thing preventing a Holocaust is, just as long as no one pulls the trigger. This is unthinkable. In my opinion, if a defensive weapon could be found and developed that would reduce the utility of these or maybe even make them obsolete, then whenever that time came a President of the United States would be able to say now we have both the deterrent, the missiles, as we've had in the past, but now this other thing that has altered this and he could follow any one of a number of courses. He could offer to give that same defensive weapon to them to prove to them that there was no longer any need for keeping these missiles. Or with that defense he could then say to him, I am willing to do away with all my missiles, you do away with all of yours. What would you expect the Soviets to do in this period while we are developing this weapon? They're not just going to sit idly by and let ourselves, let the United States make itself invulnerable to their missiles. On the other hand, I think that there's every indication that they've been embarked on this same kind of research themselves. Mr. President, you said some of the editorials that you had read criticizing your new defensive initiative had been irresponsible. What did you mean by that? How irresponsible? Well, oh, I've just been reading a collection of them over there. There have been charges that this was a smokescreen on my part to avoid a discussion of the arms build up. There have even been some of them have charged that in my speech the other night on television that I did not give any facts that I obscured the truth. Well, I think those charts were pretty factual and based on actual account and actual figures. Other statements that I was proposing something that never was and never could be a defensive weapon. And I had to remember that Vanavar Bush, one of our truly great scientists, was asked by President Eisenhower with regard to the feasibility of creating a missile in which the delivery of an atomic weapon could be by missile. And this great scientist, after his own study said to the President that the image of a missile that could be launched from a silo pre-targeted on a target on another continent just was an impossibility and could never happen. Well, today the thing we're talking about are thousands of those on both sides of the ocean targeted on each other. And so for someone to say that what I was talking about was a fairy tale. They even used that term that it could never take place. I think you're responsible. Mr. President, can I ask you just one question about that program that you announced last week? The cost of it. Everybody seems to be sort of moving around it. Nobody's really getting into what it's going to cost. And we spend a billion dollars, but we don't know what it's going to cost in the out years. One, do you know what it's going to cost in the next few years or what kind of money's been put aside for it? And two, because of the trouble you've been having on the hill with the defense budget as it is being too high, why should the Congress go along with approving a program like this it's going to cost a lot more money presumably. Do you have a cost figure on it? No, because first of all this is not a crash program. There I think you would have to have as such what a crash program was the development of the atom bomb in wartime. I have said I don't know how long this would take. I don't know what direction that research would go to all of those who also editorialized that this was truly outer space and so forth. I don't know. I'm not a scientist. But to start you're going to have to put some money with it. What kind of money you're going to put on? Yes, well we already have about a billion dollars that is in the budget for research in the defense budget now and some of that would be diverted to this research. Now you would have to see what direction this took and what was needed to further that research. But I don't think that it would be the tremendous immediate cost that a crash program would be. You mentioned just a minute ago Mr. President that some future president might have the option of providing this defensive weapon to the Soviets if he so chose. What about some sort of an interim arrangement now? Do you think there's any merit to the idea of some sort of a joint venture where the United States might be willing to share the research data on this system with the Soviets so that to reduce any chance of escalating tensions in this area? I have to tell you I haven't given that any thought. That's something to think about and look at. And incidentally Gary as for our defense budget being too high I think your paper editorialized that it isn't. Well that may be sir but the Congress has to vote on it and I'm still curious on what you think the congressional reaction will be to a program like this that some have said including the Speaker and others that it's pie in the sky. Why should we vote for funding for a program like this? They're going to be called on to do it and you can propose it but they may dispose of it as fast as you do that. Well I would assume that it would take the same place in the budget. It would be part of the in every defense budget as some as I've said before there's already in this one about a billion dollars in various research and it's just a case then of the direction of the research and where you direct it to go. Would you like to see it doubled or tripled or do you think? I don't see any need for that no. Mr. President could we move on to another area Central America. You've consistently refused to discuss reports of covert USA to anti-government forces in Nicaragua. In recent days a number of our allies have indicated at the UN that they believe the United States is working to overthrow the Nicaraguan government. My question is why don't you either acknowledge or deny these reports of U.S. activity? Aren't you in danger of losing credibility in the same way that the U.S. government did with its secret war in Cambodia? Well I think this is something intelligence matters and covert or overt activity whatever are things that are never discussed and not going to discuss them now. But we have tried to get along with the government of Nicaragua and tried from the first. As a matter of fact they had in these efforts some time ago when the new revolutionary government was installed they made pledges to us that they would not involve themselves in El Salvador and we found them in direct violation of that which they could not deny that they were arming the guerrillas in El Salvador. Now what we're seeing in Nicaragua is the fact that it was a revolution by a coalition of groups that were all opposed to the dictatorial Somoza rule and has happened so often in that kind of a coalition when the revolution was over. One faction and it turned out to be the extreme leftist faction simply took control and ousted the other revolutionary partners and created a Marxist, Leninist government openly acknowledging their ties to Cuba and the Soviet Union openly arming and providing weapons and supplies to the training to the guerrillas in El Salvador and what we're seeing now are the other revolutionary factions totally ousted from any participation in the government now fighting back on that. My question was don't you think that the recent events at the UN in which our allies have indicated that they don't believe that we are not involved and this continued proliferation of reports from the area that say that there is some involvement, isn't this damaging the credibility of the U.S. government? I don't think so because some of the few allies who have been critical of this, others of them understand very well what's going on in El Salvador and all but some of the others have even been critical of what we're doing in El Salvador. We have made every effort to point out to them that they've been subjected to quite a wave of worldwide propaganda based on the Salvadoran conflict and I think we have convinced a number of them of what we're doing is valid. Mr. President, if I could jump back to our original subjects of relations to the Soviets for the minute, something that you said a couple of times that we have three different sets of negotiations going with them. I've been told that in one of these sets negotiations the United States has proposed modifications of the Nuclear Test Plan Treaty and the Peaceful Nuclear Exchange Treaty to make verification in particular and other procedures of carrying those treaties out more effective and that their response was very disappointing to us. Can you confirm that? This is not one of the three I was thinking of. I was thinking of START, the INF and then our negotiation on conventional weapons. But yes, we had proposed some improvements to the testing treaty and so forth and they rejected our proposals. What's your reaction to that? Well, I think the treaty we're talking about is the Test Plan Treaty. It isn't all that important because the treaty as it is now and this is what we want to strengthen is so restricted as to verification that we have reason to believe that there have been numerous violations and yet because of the lack of verification capacity, we could not make such a charge and sustain it. We just were wanting to improve it so that maybe both sides could be sure. Are you considering letting that treaty lapse since that treaty has not done what it's supposed to be doing because of verification problems? Are you considering letting the treaty lapse? No, as a matter of fact, I think that we've extended it. Mr. President on defense spending, you recently were quoted by your aides and by Senator Menachee saying while you couldn't promise anything you might be able to show some, you might be willing to show some flexibility on defense after the Easter break. The houses cut real growth from 10% their proposal to 4%. For Menachee's people are talking about 7.5%. They're talking about maybe a compromise with a house of 5% and 6%. Could you settle for that? Could that be flexible enough? Could you be flexible? I think it would be violating what the government is intended to do. The one prime responsibility of government is to protect the lives and freedom of its citizens. The budget we submitted and the budget figure we believe was the absolute minimum was necessary to continue redressing our defensive capability which had been allowed to deteriorate so badly in the previous decade. When I spoke to the Senators with regard to some flexibility this was because we were still reviewing every possibility and some things that without actually reducing our capability that there might be some reason to believe that we could come up with a changed figure, not to the extent they're suggesting changing it. And I don't have the answer and I can't comment yet. We will by the time they come back I think know whether there is any flexibility or not. I was very careful not to make a promise. And whatever, if we have been able to find this flexibility we certainly will give them the figure on it. Just a follow-up and I couldn't, I mean this might be decided for you in a sense and if the mood of Congress is that we have to cut below the 10 percent. You're not going to have any choice are you, sir? Well I'm going to fight as hard as I can for what we've proposed in the line of a defense build-up. We could not go back down to those figures without reducing our readiness, reducing even the size of our military, the number of men and without eliminating, cutting back on weapon systems that I believe are necessary. Let me switch back to domestic policy, Mr. President. I want to ask you about your support for withholding of interest and dividends. Stories running around or circulating I should say that the Republican leaders came down here last week and almost pleaded with you to bail out on that one. There are some stories of the effect that they told you that if you persist and if you persist in vetoing it that you'll you'll lose an override vote. Is that what they said and what's your reaction to that? Well they were telling me what the reaction that they were getting, many people, the mail count and so forth. We have to recognize that there was a very successful lobbying effort going on, still going on for that matter. The truth of the matter is and I told them that probably the majority of the people that they were hearing from as opposed to this were people who were actually so misled that they believed that either this was a new tax being imposed or that they were all going to be victimized in great losses in their interest and so forth. Well it isn't a new tax. Interest and dividends are taxed now. We're only asking for withholding of this tax in order to close a gap through which people who legitimately owe a tax are able to avoid payment. But Mr. President, if it looked like you were going to lose on that fight and you would veto it and it would be overridden, would you agree to some other way to close that gap for instance to hiring more IRS agents? Well the thing is before we ever came up with the proposal was when we explored all those ways and the cost was so tremendous it gets down in this age of computers to a really hand to hand personal comparison of reports and so forth. We're talking anywhere from five to seven and a half billion dollars a year that is being lost. But the other thing that the people don't realize yet and we're going to try to inform them as much as we can, they don't realize that the bulk of these people who are protesting are not going to be affected. We're not withholding on the bulk of dividend and interest holdings because we have set a limit below which we don't go. And where the senior citizens are concerned and they are very much concerned because so many of them now are counting on savings and so forth, where they're concerned they're not going to be affected at all, they're exempt. So there's only a limited number of people. Now the other thing is this fear of some loss of return and their interest, someone with ten thousand dollars of savings and a 9% interest rate, the withholding of their interest a little in advance as this would do, thus maybe reducing the compound interest return would amount to about four dollars and a quarter a year on a savings account of ten thousand dollars, nine percent interest return. Do you talk to going on television to make your case on this as you did on another subject the other night? Well, I don't know. We haven't, we've talked about all the things we can do. We're trying to refute this. I've been encouraged by some surveying that's been done that revealed that the people out there are more evenly split than they seem to realize. The only trouble is they're only hearing from one side. We're trying to get them to hear from the other side. We're down to some short time here, sir. I wonder if you could tell me, one, do you consider Jim Watt a political liability? As Ferenkoff said yesterday we had lunch and he said that on a scale of one to ten Watt was a political liability right now, do you see Jim Watt as that? No, I don't. And what I see is very necessary is that a perception that has been created that is absolutely false. I will match this administration's record with regard to environmental matters against that of any other administration. And we have been far more successful. We're spending more money on parks and on acquisition of parks and so forth than the previous administration had spent in all its four years in these two so far. And I think what Jim Watt is the victim of is not the rank and file out there of environmentalists, I think I'm one. But the victim of those professionals in some of the various organizations who make me wonder sometimes whether they really want the problem solved or whether they haven't recognized that as long as they can keep the people impressed that there is a problem, their careers will go on. One other quick one, Mr. President, on the decontrol of natural gas, you want that. But utilities are really legal monopolies. There is no competition, so to speak. I mean prices don't come down only for sugar or coffee or anything else. Would you be opposed to the legislation that is now going around on the Hill to postpone from 1985 to 1987 the decontrol of half the natural gas supply and also rollback the prices? No, we've made a proposal and it's based on the fact that we decontrol. They went down because it was an immediate upsurge of exploration and development of oil. We think the same thing is going to happen because today there are great supplies of natural gas that under controls are sealed or kept there in the ground and they're not utilizing them because of the price controls and they're low-priced gas. And we also have in our legislation a provision against passing on any increases. Somebody's went click, well, this one will get it, that we have a provision in it that they cannot pass on a tax increase. But you'll also find out there at the state level, most states recognizing utilities are basically a monopoly. You have public utilities commissions with authority at the state level to regulate prices. If I could just ask one quick question. Without talking about your own reelection plans, do you think that it does it cause you any concern that this country has had a succession of presidents who have not been reelected to a second term, the succession of one-term presidents? Is that the cause of any concern, do you think? I have read many people who say it is and I have to say yes. I think it is because I think it creates an instability and it should be, the whole subject should be looked at. Having been eight years as a governor and this isn't in any way to tip off what I may or may not do because it's going to have to depend on each individual and whether that individual thinks they continue to be effective in the job. But you really can't in four years carry through programs that may be necessary. One super quick question here. Since you've just talked a little bit about POWs and MIAs signed a proclamation for next week, do you personally believe any American servicemen from Vietnam are still alive in Southeast Asia? I don't think we can afford to believe there aren't and I know that this is the attitude that the Defense Department is taking also. We do know that there are some more than 2,000 close to 2,500 around there, names of individuals missing in action but there's no record and a number of those there have been returned prisoners who say that they had seen them, they saw them alive, they knew they were there and I think we just have to keep on following every lead. I think also there may be some people who might have voluntarily chosen to stay and all of this we just have to keep after it with every resource that we can devote to it. We're not going on this subject, we appreciate it very much Mr. President, the chance to chat with you. I hope some of our colleagues will have a chance to do it again. Oh, I hope so too and I look forward to do it myself. I know there's a lot of subjects we didn't get to but I know also that we're over time aren't we? Thanks again Mr. President.


What's going on guys got Kyle and Shania with Leighton sports cards, and we are if in 2023 bumming draft sapphire and jumbo Three box mixer number two Number two did it randomized for the break guys We had Brian a with the angels down to afficott s with the white socks. Good luck here guys. Let's see what we got Let's see what we got Start with the jumbo again Hey, good luck bill. Good luck bill appreciate you grabbing a spot sir Let's see what we got That's what I'm talking about I like it. I like it Right here start with our jumbo again Star Wars. Oh Star Wars guys. You feel awesome. Oh, no worries man. I love the Star Wars I'm all in on the Star Wars. Welcome bill. I Love the sketches the autos man. Yeah, great stuff. Oh, there's a Paul schemes on the variation I start their pirates first up schemes variation. I've seen the SP I swung their pirates Paul schemes got first for mellow and a Rainer Arias And we got you milk. We got you Paper it's a first normal Meyer and Travis honeyman That's all they're talking about today. Oh, they should I mean it is all they're talking about today There's a to one on nine cold show and wetter Future crater Felden Celeston first key for Lord and Kate Denton So the speed reading the Brady goodbye. Damn it. There's a really fast and Fisher It's a first rock ratio and Christian Vecchia So I wish him luck and Ella is whatever his next venture is was a lot of sentence There was a pretty similar. I Didn't get that there's a Langford first our first base And blue wave auto to 150 gonna be Jack Mahoney for the rackets First Marauders and Trosser first Wiggins and Crowell for the Dodgers See some monsters here Sometimes these little three box mixers end up hitting the hardest the 250 white huddle pull Get that going. That's really nice ones earlier for us on fanatics Zach Levinson refractor Just for you. Let's go bill. Happy birthday, sir. Happy birthday. Happy birthday, sir I appreciate you hanging out with us on your birthday. Yeah, man Light blue first Gutierrez got a Donald on the glow glow and Jonah Cox if If Vom is here, we could let you know what some celebrity birthdays that share Von usually lets us know whose birthday it is. There's an auto. It's gonna be Joe Redfield first for the Angels Joe Redfield base autumn got a Joe Redfield refractor Yeah, not the most shocking news, I guess they've been talking about it for a little bit But still it's weird man P. Carol Sabin and Bella check all not coaching at the same time. I know McLean That is just strange They've been mainstays.   I just went there for the Cardinals Go wave up to 50 Travis, honey man Ramirez and Chase Davis Boss of the jumbo. We'll do some uh some sapphire Skeens Vargas and first refractor is Christian camp For the Red Sox. Alrighty guys, I'll do it for the jumbo Now we got two bone draft sapphires Good luck here guys. Let's see some fire color. We get three Three parallels and one auto Let's see some fire here guys. Good luck We got six to go on our last Bowman trap sapphire the day we got two half casers coming. I don't know what that is though And is that a cereal? I'll be a big no. Is that a cereal? Caitlin Kark clutch crunch. That's a tongue twister there. It's a big negative. Can't say that one five times fast It's your cereal gotcha Austin Tross are on the base. That's a 75 Kemp Alderman for the Mullins Brady Smith and TJ Nichols No, that ain't happening Justin Reimer first Maratus Paul Wilson and Connolly early for the Red Sox. I don't cereal, huh? I don't hate that. There's Elijah Green and a green is gonna be Charlie Soto on the green first auto for the 20s to 99 One of the twins first, uh, our top prospects there pitching prospects They're saying be sold out by noon. I don't not surprise Joe Vachrono base and the 25 got Ludwig Espinosa for the Cubbies Case that and Rada Super four on your B day really There's a Justin Crawford, Baumann Burns and O'Donnell O'Donnell rules O'Donnell rules, that's right So you've been a cheese fan since There's Sabios. We've got a 75 Jacob Barry on the yellow Well yellow Barry and Max Clark first Carlson Reed the Reef can't stand the chicken hocks. There's a Hurley, Cheerio, Braden Taylor and Solace All right, one more on how well been Francisca Camp Alderman and Ludwig Espinosa on the sapphire Alrighty box three Good luck. Good luck. We'll get two more mixers going here next Cooper Engel on the first sapphire. We got the 75 Luisa Meadah for the oats first Marcus Brown and Levi Wells Come on, let's see a big auto No Subramars Was our Alonso's pink me Wilson and Hunter Owen How are we doing sir a gold? Old auto Got James Wood and it's gonna be Ty Floyd for the Reds on the true gold. Ty Floyd fever. Sam would say True gold first auto Max Anderson and Felton Celestin. Come on. Come on. Let's see a poppy, too There's a Detmer to 75 Hans Montero for the Yankees Matt Schoffers and Castro. Oh, good luck. Yeah, everybody Tamar Johnson AJ Ewing is on a tello and Drew Gilbert another goal Got Andrew Lindsay and the goal to be Colin Howe. Nice one there Mets Very nice their first pick in the drafts on the gold sapphire. That one's gonna be Alexandros Nice one there on the gold how to 50 Got a rock of fortnight and broke sleep two more two more Picard coolers Salty Bonn and Burgoy. I didn't know what that means or Mars will happen There's Dylan Campbell Sean Sullivan, Machia and Zach Thornton on the back Alrighty there guys do a quick hit recap and be on to mixer number three mixer number three Not the strongest cases of sapphire so far. We're going to see some better boxes Hans Montero 75 Almeida Jacob Barry Kim Alderman got the 25 looping Espinosa and gold Colin Howe That's one there Mets on the true goal We have base Otto Joe Redfield to 150 Jack Mahoney for the Rock Royals Rockies Rockies to 99 Charlie Soto to 50 Ty Floyd and 250 also gold wave Travis Honeyman on the gold wave for the Cardinals Alrighty there guys that'll do it for a mixer number two Just a minute here. We'll get number three gone got type in some names. We'll keep it moving


Hey guys, how you doing? It's Andy Elliott. Today I'm gonna talk about the top 10 tips for becoming extremely good at negotiating. This video will change your game. I wanna tell you this. I made up with closing, negotiating, overcoming objections. When I give you these 10 today, I will tell you this, you could double your income. If you'll right now stop, get a piece of paper, get a pen to write on, and physically take notes as I go through this. You're gonna find not only, heck, some of you guys may find 10 holes in your game today, but every single one of these will help you today negotiate deals, get a fast win, and start making more money. And by the way, before I get into this, okay? Remember, I need your help starting from today forward. Please stop what you're doing right now. Give me a thumbs up on the video, okay? I put out this sales training for free, which means all you have to do is just watch it. You get it, it costs you nothing. And by the way, I wanna create the best salesman in the country. That is my goal, and it's subscribed. If you don't know who I am, I've been selling cars for over 23 years. I have my own training company, but I wanna share with you. The advice that I give you is advice that I use every single week in dealerships right now when I fly out across all over the country. And as I close car deals, these are the things that I use right now in 2020, and my game is sharp.  So give me a thumbs up, like the video, and shoot me a comment below, even if it's just like, appreciate the video. That helps with my YouTube algorithm, and I can reach more people. So, negotiation skills, these are the top 10 that I have on my heart that I wanna share with you that's gonna help you. We're gonna start out just getting warm, and then we're gonna get deep here. All right, so people are motivated by different things. That's number one, what does that mean? That means this, what's important to your customer? It doesn't matter what's important to you. What's important to your customer is what matters. I use the word motivated. People are motivated by different things, which means you have to find out what motivates them. If you do, and you can find that out, you can leverage the deal. Just understand, every single person is different, and every single person's motivation is gonna be different. Number two, every negotiation is different. So in our spring master closer seminar, April 4th and 5th, I have four seats left. If you wanna join me, and you're out there, and you're like, Andy, I wanna become the best closer in the country. I got four seats left, and we're completely booked. Reach out to me,<PHONE_NUMBER>. I'd love to have you join, and let's rock it. But I wanna tell you this, every negotiation is different. Why I say that is like in the master closer seminar, we teach you to handle the 30 types of negotiations that we see every single time. You say, man, Andy, I don't even know what that means. It's cool, you just don't know what you know. I love negotiating, it's my favorite thing. But every single negotiation is gonna be different. There's never one that's gonna be the same. They're always gonna be different. Now, number three, your customers are thinking about stuff. I want you to stop for a second and think about those. Your customers are thinking about stuff. That stuff is very valuable to you, and you have to surface it. What allowed me to have the deadly niche against all the other salesmen in the company is that they had one thing in their mind. Get the deal, get the sell. I wasn't thinking about that. What I was thinking about is how can I extract this valuable information that this customer has going on inside their self? So how did I do it? I did it by getting the customer to talk constantly, and I remembered to remember what I heard the entire time through the sell because I would remember and take this valuable information and I would leverage it during negotiation time. Now, negotiations is an art. It's a skill. It's not something that just happens off luck. If you really wanna make big money, I want you to realize this is the point in your life where you start to understand as I'm going through these that this is an art. Everybody can touch a football, but not everybody makes it to the NFL. That's this. Everybody can take a pencil down and try to close a customer or even close customers, but nobody can make three to 400,000 a year unless they really sharpen their tools. This will help you sharpen your tools.  What do you wanna have? You wanna have massive power so you have to get that information. Everyone has something going on inside their head. I always say this. A sentence is going on inside someone's head when you meet them. If you can finish that sentence going on inside their head, guess what happens? They'll buy from you. That's the way it goes. Why? Because it makes them feel like it was their idea. I wanna share with you. This is where we start getting in advance. Everyone has something going on inside their head. You need to know what that is. Where they feel that the deal is going, not where you feel it's going, where they feel that the deal is going, okay? Where they feel like their life is going isn't important where the person when you're dealing with them, they feel, you understand that you know where they feel the deal is going and you also see past that and understand where they feel like their life is going. Because they will make decisions today based off where they think their life is going tomorrow. Hey guys, it's Andy. I'm gonna be giving away a couple beach vacations, lots of free content. Make sure you're following me on Facebook, Instagram, Twitter, and LinkedIn. Guys, have a great day and don't miss some of this great stuff coming out. And if you can see farther and further ahead of than just the deal that's sitting in front of you from your customer's perspective, then you can actually join in with your customer and leverage that to close deadly, okay? These are things you may have never thought of before, but I want you to start thinking about these things. And it doesn't get confusing. It just allows you to be 10 times smarter. There's people that work harder and there's people that work smarter. I work really hard, but smart is what makes you the big money, okay? That you wanna know where they feel like their life is going and what they're hoping for as far as future expectations. Their future expectations, I play on that a lot. So the deal is I need to know what that is and a lot of the times we never find out what that is. So let's move on to number six. During a negotiation, people will remember the end of a conversation. I just wanna tell you during a negotiation, how do I finish the close? I always finish the close or when I'm closing a deal into tying it back in and not leaving it open-ended. What did that mean? That means if I make a presentation, I've just let the customer speak, right? They've been heard.  And just leave it open. No, I'm gonna say, so doesn't that make complete sense of trade? Absolutely. So I apologize if I forgot to ask you, when did you wanna set your first payment due towards the beginning of the month, the middle of the month? What's gonna work best for you and your family? And I'm just tying it back into the close. They will remember the end of a negotiation, okay? Number seven, this is gonna get good right here. Customers want a negotiator. They want one. They tell you they don't, but they do. This is what they want. Customers want a negotiator, a closer, a deal maker, a problem solver. They do not want someone to just agree with them and want to be liked by all the time. Nobody wants to buy from an ass-kisser, okay? Let me explain this to you. Be deadly at closing negotiations overcoming objections. Be confident. Your confidence will be bulletproof, right? If you understand and you train in negotiations. And when it's bulletproof, your customers will see the believability that this is the way to go. And instead of looking at you as a car salesman, they'll look at you as an advisor and an investor. And when that happens, it's game over. It's lights out. This is the best business in the world to be in. Let me remind you. There is a next level for you. There's a next level for me. Just like I just got done going to a 10X growth conference this last weekend for three days straight in training, guess what? I am literally telling you that I'm never going to stop training. This morning, I spent an hour over here training with Tony this morning, right? And literally role-playing back and forth. And you may say, Andy, what are you doing?  And guess what I do? Every week when I fly out, after I train their sales guys, I go on the floor for an hour to prove myself. And every single deal that I touch, I close. And I make all the money. And do you know why? I do it to prove to other people that it's possible. So I want to share with you. Nothing is impossible. Everything is possible. And your best life sits on the other side of you training. The difference between where you are now and where you want to go is the gap in your skill set. Never forget that, all right? So let's move into this right here. Number eight. Gosh, I love this one. This is great. Number eight, incredible buyer management will put your deal together. Do you know how many salesmen don't understand what buyer management is? Think about this. We know what management means, right? And then who do we sell to? The buyer. Do you guys manage your buyers? You have to. Advanced sellers, the top salesman in the country, the one percenters, the person you want to become, they do buyer management. Buyer management will put your deal together. You have to have very strong trust to have buyer management. How do you get strong trust? Great question. You get it by frequency. What does frequency mean? How do you get frequency? It's the act of showing your customer that you're working hard for them. Look, I want to tell you something. I don't care how hard you think that you're working for your customer. It matters how hard your customer feels that you're working for them while you're working. You know, a lot of the times when you take a customer in, maybe after a test drive, right? And then you say, hey, guys, give me a second. I'm gonna do some paperwork and I'll be right back. They don't know what you're doing. And the fact that you've separated from them, they will watch you move around the showroom floor. You don't think that they're watching you. They are watching you like a hawk. If they don't feel like you're working hard for them, you know what happens? Guess what? The buyer management goes away and they don't trust you.  I mean, like, hey, guys, this is what I'm doing. I got you. I'm handling this. Just wanna let you know you're important. You're everything to me. I'm not gonna say just this car.  I'm grateful for you. Let me get you some more coffee. We're almost there. My manager's driving your trade. You guys are amazing. How did I get so lucky? Buyer management. Now they see you. They see frequency. They trust you.  So that's huge. Let's move on to number nine. This is a huge one. Number 10 is giant. But number nine, mirroring your words, your body language, your posture, your voice tone. Guys, et cetera, et cetera, et cetera. Those four things, write it down. Words, body language, posture, voice tone. This has a great impact on how the other person interacts with you. How do you want your customer to interact with you? Well, it's real simple. The way that you handle these four things, minimum and more, but these four things, you can control these four things. And when you can control them, you control the customer, okay? Never forget that forever. One of the best negotiation, tactics, skills, traits, tips, ever is right there. Okay, number 10. And we're gonna roll it out. I could have done 50, okay? But I did 10 because obviously you guys gotta go to work. So let's just kinda keep it short here. Number 10, he or she who speaks most loses. I didn't say first, I said most. He or she who speaks most loses. Let them talk. You may even change your mind on how you would have handled the deal. After they talk, let them be heard so that they're willing to hear you. Let me explain what I mean. This is pretty simple. Who's the first person to talk during negotiation? Me, I always am. People, I listen to old school, I hear managers say all the time, the first person to talk loses, bullcrap. The first person to talk sets up the sell in the direction on how the close is gonna go. So when the customer says there's no way we're paying that, I'm not gonna let them keep running their mouth. You know what I'm gonna say? I understand, I get it completely. I'm gonna neutralize the situation and then I'm going to allow them to talk.  And I'm gonna let them talk. And do you know why? Because they won't listen to me until they're heard. Think about it. If you have a problem with something, have you ever tried to talk to someone about it?  Think about it. How many times does that happen? Well, that's how our customers feel. But salesmen keep doing this, yap, yap, yap, yap, yap. Guess what? Talk for 10 seconds and let them talk for three minutes. Let them get it out. Get it all out. Why? Because I will take everything that you just put out on the table and I will use that to leverage my next move. You see, going into a strategy, if I got a customer that wants to be at 300 a month and I'm at 550, I know I got a $250 payment bump. But do you know what? Going into it, I have a strategy in my head that I'm gonna use. But after you're done talking, I may continue with that strategy or you know what? I may loop around and come in another way based off the information I just gathered from you. That's lethal. And then let's move into the second part of it. Now that I understand what the customer's saying, I can leverage that and fully close them now in one shot. Now check this out. If the customer has not been heard yet, even if I have the best way in, will they listen to me? No. So let them be heard. Let them get it out there. And then when they do, you're gonna crush it. Guys, listen to me. If you love the video, if this has helped you in any way, give me a thumbs up, like the video, share it with your friends, please. I wanna reach millions of people that do sales training. Do me a favor, that sell, that wanna make a living for their family. Share it with every sales person you know, anybody that could help. Let's not hog it all to ourself. If you work hard and you take the skill that you learned from me, everyone else in the world could learn the same thing. But it's what you do with it that matters. And by the way, listen, remember this. If you go to theeliotgroupnow.com and you'd like to set up a 10 minute Zoom meeting, I'd love to meet you, I'd love to talk to you. It's real simple. It's on the link below, eliotgroupnow.com. You go to schedule a meeting, let's set up a 10 minute Zoom meeting, I'd love to meet you, I'd love to help you. Guys, have a blessed day and I'll talk to you soon.