Park up ahead here and run into Timmy's. But seeing as I'm like one of the last off the boat, I think I'll probably be taken up already. All these trucks stopped here. Parking. This guy's parked in the lane. All these guys. Guys, you guys need your Tim Hortons that bad? I mean, I wasn't actually gonna block traffic, but I wanted Tim Hortons too. Today is going to be a fantastic day. Quiet! Hey! Talk in here! Don't ruin my day. Having a good day. Mm! What was I saying? It's gonna be a great day. Number one, we got our Timmy's. That means it's gonna be a good day right there. And I just called the customer. We're an hour and 45 minutes away from their shop.  They're gonna unload me when I get there today. And I can come right back here to the ferry.  I'm pretty sure anyway. The planet's a big place, but they're really nice, really nice people. I wish I could record them talking. I wish I could have a conversation with one of the nice people here, just to show the vlog, but I don't wanna record people just for that. I don't want them to think I'm making fun of their accent, because I'm not. I think it's very interesting. It's so, I almost said weird, but I don't wanna make you feel bad about it. I think it's cool. It's like a mixture of Scottish, Irish, Canadian, French. It's like a mixture of, and they talk so fast. I was like, oh, yeah, yeah, yeah, yeah. I think I was just talking to the guy on the phone. I had to ask him, what, like four times. Excuse me, pardon me. What'd you say? Oh, you're gonna unload me today yet. Oh, thank you, you're so awesome. Okay, that's why it's gonna be a really good day. Because we're gonna go there, we're gonna come back, and I might even get on the ferry tonight yet to go back to the mainland. Which would be, how perfect is that? That's never happened before. It was only a five and a half hour ride over here when it should have taken eight. I got here with enough time to deliver today yet.  That is fast. Okay, let's get back on the road. I'm excited. I haven't even had my Timmy's yet. You know, it was super funny. You know how all of us truckers are lined up along by Tim Hortons there? I think there was an American that was hauling RV trailers or something. He had US plates anyway, and a US accent. He was, he stopped beside my truck. Right on the highway, he gets me to roll down my window. I was like, oh, what's this all about? I rolled down my window. He's like, why is everybody stopping? Tim Hortons. Canadians, right. Have you ever seen one moose on the island? On our website, this weather has canceled or caused them to cancel the ferry for today. So it looks like it's gonna be leaving in the morning again. We'll see what happens. In front of us, it's in the fog down there. Can't quite see it. We're getting over a skinny little line. Leaders, slide right on. We're at Sydney Port Dax Basque's ferry, and then go straight in 650 meters. I would have missed it if it wasn't canceled. Last night I would have had to load tonight, but since they did it this morning, we got on the ferry, got to the already headed back. It was the shortest visit to Newfoundland ever. Leaders, go straight on. We're at Sydney Port Dax Basque's ferry. Pretty sure I'm supposed to go through here. I'm supposed to go around the outside there or not. Okay, the door's opening. They haven't changed anything yet. It's very confusing going through here for the first time. I don't know if they need to talk to me here or not. I just haven't been through here in a couple of years and it's confusing. Hi. I wasn't supposed to go through here, right? Okay, just go straight through. Just making sure. Clutch, how jumpy it is. No X-ray machines. Looks like they got new gates or more gates coming up here. Wow. It's like checkpoint after checkpoint after checkpoint. Any trucks here? Go straight on. We're at Sydney Port Dax Basque's ferry. Karen, if I go straight on, I'm going to drive right into the ocean.  They begin boarding around 10 a.m. Time is now 7 p.m., so it's not too bad. Have a good night here and there she is, the ocean. Point ourselves away from that. Eight, where's 28? We're left on. North Sydney Port Dax Basque's ferry and then go straight in 40 meters. We've been over this. While 28 or 23, 34, 25, 26, 27, 28. Almost at the front. Wow, look at this. The lanes feel a little wider than the ones on the other side in Nova Scotia on the mainland. Maybe it's just me. Wouldn't hurt to make them a little bit wider. Guess they have limited space. Crosswalk. This is our home for the next, all the 15 hours or so. And that's all she wrote, weasel. That's the day. Guess we better end it here, eh? So thanks for hanging out with us today on this quick little jump over to the rock and back. Tomorrow morning, we'll wake up. We'll board the ship, cross the ocean again. Or the straight, whatever they call it, I call it the ocean. We're gonna cross the ocean to the mainland of Canada and make our way to Moncton. We're only, well, 679 kilometers from here. So it'll just be a couple of hours once we hit the mainland and get off the boat. We'll be in Moncton tomorrow night then. Thanks for hanging out. Don't forget to subscribe. Lots more videos to come.


How did you first get into art, or I don't even know if you call it art, maybe expression is the better word? You know, I was about five or six, and there wasn't much to do on the farm, so I just started drawing, and just kept drawing. And then when I realized that there was caves up in my parents' farm full of Aboriginal art, well more storytelling actually, storytelling of the generations and all that, I started coming down from the mountains and writing what I saw and drawing and sort of like adding stuff to what I'd seen previously. So yeah, I think like six or seven, I don't know, I remember my auntie staying at my house for a couple of weeks, and she said, it's three o'clock in the morning. What are you doing? I'm like, I have to draw. I have to draw. And she's like, okay, it's always been a part of me, always. Did you have any influences from that early age, like anything you were trying to emulate? No, because we didn't have internet, we didn't have any art books. My mum, she did a little bit, but you know, it's probably like six or seven drawings. So I saw that, and I thought that was amazing. Little bit of Cubism, but yeah, I had no idea. Did you ever have to become like an art historian at some point where you're doing research or maybe not research, but at least like drawing inspiration from different forms of art or just kind of exploring the full art world and then maybe thinking like, oh, okay, this is interesting. Because everything at some point is just inspiration, right? We've all been inspired, especially when you think about music and stuff like that. And so did you at some point become like a historian or just? Because of my parents' farm with the Aboriginal art, I mean, that was my first taste of, I didn't even call it art back then, it was storytelling. So I'm very inspired by ancient art.  And I actually don't have one.  That's where, I mean, that's where all art is from. That's where it started, just to make sense, yeah. Absolutely. That's where I draw from because I never want to draw from anything else. That's in vogue or that's, you know, that's been around for a few years because I don't want a blueprint of someone else's art. So I'd rather draw from the source than from someone else. So, you know, yeah. So ancient art is what I studied and what I grew up with as well.


Hello Earth citizens! In this video, I will show you a 10 minute routine to do to cool your overheated brain. This routine is taken from Ilchili's newest book, Water of Firedown. It looks like this. I'll drop a link in the description below if you want to get a copy and follow along and learn more in detail about this exercise. So first, cooling an overheated brain. What does that even mean? When you have many, many, many thoughts, your brain goes on overdrive and it creates heat in your head leading to brain fog, headaches, dizziness, some kind of blocked feeling up here. Do you get that frequently? If you're not sure, there are a couple ways to check if your brain is experiencing too much heat right now. You can place your hand on your forehead and feel your hand. Feel this hand that's not touching your forehead. Does your hand feel warmer or does your forehead feel warmer? If the forehead feels hotter than your hand right now, that means there's more heat up here than in your body. But if it's the opposite, if you feel more heat in your hand and cooler in your forehead, that means that your energy condition is pretty good. But generally speaking, most people, when they're on the computer or working and busy, busy, busy, their minds are full of things to do, their heads are generally hotter than their hands. So if this is the case for you, then this routine is good to cool an overheated brain, help you become less foggy in your head. So to start the process of cooling your head, we actually need to start in another place, the hips. When you sit down for a long period of time, energy can't go down because there's stagnation in the hips, so it can't go down to your legs, so it bounces back up. So most people, as they sit on the computer, they have blockage in their hips, so let's open our hips first. Bring your feet shoulder-width apart, toes pointing forward, bend your knees slightly. You will feel your body weight grounding to your feet. Now make fists and tap with the pinky side, tap your hip joint right here. You can feel the bone right here. Tap your hips. Tap as if you're trying to open up blockage in the hips. So tap deeply all around the hips. Let's tap 30 times. One, two, three, four, five, six, seven, eight, nine, ten, one, two, three, four, five, six, seven, eight, nine, twenty, last ten, nine, eight, seven, six, five, four, three, two, one, stop. Now straighten your knees, hands by your waist, and push your hip to the left side first. Push. You should feel a stretch all the way here. Stretch your hips to the left. Breathe out. Let's stay here for three seconds. Three, two, one, return. Now push your hip to the right side, other side, and breathe. Two, one, return. One more time. Other side. Push your hip and return. Now push your hip to the other side. Turn. Great job. Side to side. Now let's do some hip joint rotations. So let's start with the right leg first. Lift your right leg. Hands on your hips or behind your back. Or if you need some help with balance, arms to the side, or hold on to something. Many options. Just focus on your hips. Whatever is easy for you. If it's hard to balance, don't try to balance. Just touch something. Just hold something. Well, let's focus on the hips. I'm going to show you like this. Okay, let's do five rotations and then the other way. Five rotations. Feel your hip joint opening right here. All right? Like this. One, two, a switch. Left leg. Same thing. Five times one way, five times the other way. One. Great job. Arms down. Tap. Tap your hips one more time. 10 seconds and eight. Nine. Now have a seat please. Next, we will do tapping on our brain.  Top of your head. Tap like you're trying to break something in there that's making your head foggy. Sometimes if you have a lot of blockage here, it hurts.  Let's tap here 20 times. One, two, three, four, five, six, seven, eight, nine, 10. Now tap along the center line of your skull. So from the front to the back center line, tap here. So front and now work your way back. Up and down that center line for 20 seconds. One, two, three, four, five, six, seven, eight, nine, 10. 10 more. One, two, three, four, six, seven, eight, nine, 20.  One, two, three, four, five, six, seven, eight, nine, 10. One, two, three, four, seven, eight, nine, 20. Feel your body. Just with your eyes open, feel your body. You might feel some tingling in your fingertips or tingling in your brain. That's energy moving, opening up the blockages there. You're doing great.  All right.  If you can use your fingernails even better, push down into your brain and you will feel some areas where there's some pain there. As you push down here, exhale through your mouth and if you find an area that has particular pain, linger there. Push down and stay there. Push and stay. As you push down, breathe. Imagine your pain leaving your body through your exhale and return. Great job.  Like you're squeezing like this, the back of your neck. Squeeze, squeeze and switch. Squeeze, squeeze. Feel your neck muscles breathe. If you have a lot of tension there, this might hurt a little bit. Just keep breathing through your exhale, your muscles will relax. Great job. Now clasp both hands and gently push down on your head, stretching the backside of your neck. Drop your elbows down. Use the weight of your arms just naturally to feel the stretch on the backside of your neck and gently bounce up and down. 10 seconds. One, two, three, four, six, seven, eight, nine, ten. Return. Drop your arms. Now let's do neck rotations. One more time, pull your chin towards your chest. From here, make a big circle, rotating your neck muscles. Feel all the angles of the rotation around your neck. Breathe up. Can you feel your neck muscles? Is there a lot of tension there? Breathe. Now the other way, big circles. One more time. Great job. Return. How do you feel? Let's check to see if your head became a little bit cooler.  But let's check if it became cooler than when you first started. Because if it became cooler, that means you're on the right track. You just have to do it for a little bit longer. All right. So same thing. One hand on your forehead. Feel your hand with the other hand. And now feel the temperature. Is your forehead cooler than when you first started? Can you feel the difference? Or maybe now your forehead is now cooler than your hands. Maybe before your forehead was hotter than your hand, but now your forehead is cooler. Check to see which one is warmer, my head or my hand. If your forehead became cooler than when you first started or if it's cooler than your hand, you did a great job. These exercises were taken from the book Water Up Fire Down by Ilchili. Make sure you get a copy so you can read more in detail about how these exercises work and what to focus on during each of these exercises so that you can prevent too much heat from going into your brain. To experience a full one-hour brain education-based class, please visit a local body and brain yoga studio near you.


This 2015 Ford F350 Crew Cab Long Box Dual Rear Wheel Lariat is stock number 12401Z. We're here at Summit Automotive in Fondlack, Wisconsin. You're new and used heavy-duty truck headquarters. This 2015 Ford F350 has the 6.7-liter Power Stroke diesel engine. This truck has been fully-safety and inspected by our service shop as a fresh oil and filter change. All the fluids have been checked and tapped off and this truck is 100% ready to go. This thing is really clean all the way around. We'll go inside, outside, under the hood, start it up for you all in this video. Oxford White is the color. We shoot all of our videos in 1080p, 60 frames per second. So if you have HD capabilities on your computer, tablet, smartphone, or television, I highly recommend turning them on right now because it is your best way to check out the quality, condition, and options of the truck before seeing it in person. And if you like the video and want to subscribe to our YouTube channel, where we do videos of our new and used inventory each and every day, in the upper right-hand part of the screen is a subscribe button. Click that and then click the bell notifications. And you'll get updates every time we do a video here at Summit Auto. This one comes with the polished aluminum 17-inch rims and it has BF Goodrich Rugged Trail TA tires. These are LT24575R17s and they have right around 50% to 60% of the tread left on them. This one has the Rancho Shocks part of that FX4 off-road suspension package and the frame and underbody is very clean on this truck. Front fender is in excellent shape. I didn't see any major dents or dings on there. It does have the halogen headlamps and the headlight lenses are crystal clear. Comes with the factory fog lights. Front bumper and lower valance are in excellent shape. No major dents or dings on there and you do get the chrome-trimmed grille on this truck. The hood is in very nice condition as well and you do get the cab lights up there. The passenger side front fender looks really good too. No major dents or dings on that and the passenger side rim no major scuffs or scrapes. As you go down this side of the truck take note of how clean the body is, how reflective and mirror-like that paint is. We take these HD videos so if you are far away or even if you're close by just cannot make the trip down but you're still interested in purchasing the vehicle. You can see the truck here the truck and of confidence in the vehicle that you're looking at before you even get here. So when you do get here there's absolutely no surprises and you can make a smart and informed buying decision from wherever you're at. And if this video helps you make that decision let your salesman know that you saw the video and that Brett sent you. Back rims in pretty nice shape just a little bit of corrosion on the inside there. Back tires have just a little bit under half the tread left. This one's got a little bit more but still decent tread on all the tires has the rear airbag suspension. You get the camper package with the anti-sway bars right there and take note that the box rails are all in very nice condition that's really where you want to look on these trucks to make sure that those box rails aren't rotted out because that's where it's going to corrode first. Frame and underbody is exceptionally clean on this truck has all the remaining factory exhaust lower rockers and cab corners all look really good and the factory chrome step bars are in excellent shape. Front of the dually tubs look really good. I didn't see any major rock chips or anything like that. Get the FX4 stickers on there. Chrome tipped exhaust that looks really good. The rear bumper is in excellent shape. I didn't see any major dents or dings on there and it does have the backup parking sensors. Full towing package receiver hitch four pin and seven pin wiring. This is where you pump up those rear airbags. The tailgate is in pretty nice shape does have a couple little dents up top there just for full disclosure doesn't affect the performance of the tailgate. Still opens very nicely. You get a very nice spray and bed liner. Fifth wheel and goose neck prep package. The bed's in really nice shape and you get seven pin wiring on the side there. This one comes with a back flip or back industry's revolver roll up tonneau cover. That's in pretty nice shape as well. I didn't see any rips or tears on that and it does have the tailgate step assist. That's a really nice feature to get up into the bed of the truck. Tailgate shuts nice and solidly and he's to come around to the driver's side just as clean as that passenger side. No dents or dings in the box over here. This dually tub looks really good as well. I like that they put these plastic guards on there because that's where the most rocks come up. This rim is in really nice shape and these tires have both the same tread as the other ones. Going down the rest of the side of the truck looks really good. All the doors in really nice shape. It does have the driver's side door code entry. We have the code for this truck and if you ever want to find out how to find your code for your 11 to 16 super duty in the upper right hand part screen is a link to how to find the code on your personal truck. Click that and check us out there. I show you how to find that. Heated mirrors, directional signals. They power scope out.  No rips, no tears. Seats are in excellent shape. Smells very clean inside this truck. I don't think it's ever been smoked in. You get factory all-weather floor mats, auto headlamps, power pedals, and then you get tilt telescopic steering wheel. Power windows, power locks, power mirrors. Then these mirrors do power fold in like so. I always like showing both sides so that you know that both sides are working properly. And then the telescopic feature works when the ignition is on. You also get memory driver seat and sony sound system. We'll hop inside take a look at the ignition radio and everything that this truck has to offer. So first I'm going to show you get that cool built forward tough animation there. First I'm going to show you the mirrors. So they do power scope out like that and in and once again both sides so that you know that both sides are working properly. Coming up to the ignition here. 31,167 miles instrument cluster is very nice and clean. Comes with the leather wrapped steering wheel, Bluetooth and audio controls on the right. Cruise controls and information center controls on the left. Comes with the six speed automatic transmission with the optional tap shift. This one has the Ford MyTouch radio, AM FM and Sirius XM radio capabilities. It does have the factory navigation system on it and there's your Sirius XM capabilities. This is also where your backup camera shows up and that works nicely. You do have a CD player on there as well and you can do your climate controls on here too. This is where you do your heated and cooled seat buttons and all that notice you do get dual climates right there. Down here you have your traction control turned out four-wheel drive. Your more tactile climate controls right there. Factory exhaust break, 12-volt power point, factory brake controller and four up-fit switches. Has a 110 volt, 150 watt plug-in, passenger side format and seat are in excellent condition. No rips or tears on there. The headliner is in excellent shape and it does come with the power sunroof part of that Lariat Ultimate package. Home link buttons for your garage door security systems and lighting systems right there and map lights up there and sunroof controls. We'll take a quick look at the back seats and then we'll start it up and take a look under the hood. Back seats are just as clean as front seats. No rips, no tears back here. These back seats are heated on the outboard sides. So behind the driver and passenger seat they are heated. You get the power sliding rear window with the built-in rear defrost. Very nice and clean. No rips or tears on those seats. And you do get lockable storage underneath here and that locks with your ignition key. There's also a lock on the other side. Factory all-weather floor map back here. 110 volt, 150 watt plug-in. And then behind the seats is your factory subwoofer, latch tether anchors. There are your heated seat buttons. And you also get child safety locks on the back doors. Bottoms of the doors on this truck are in exceptionally nice condition. And we'll start it up and take a look under the hood. Starts right up. No check engine lights or anything like that. I would personally like to thank you for checking out the video today. And I hope from this HD video you will have been able to verify the quality and condition of this truck inside and out. I think it's a really nice truck when mind owning it myself. Under the hood we have the 6.7 liter power stroke diesel. Engine bay is very clean, runs very smooth. Once again this truck has been fully safety to and inspected by our service shop. Has a fresh oil and filter change. All the fluids have been checked and topped off. And this truck is 100% ready to go. There's your emissions sticker right there.  And once again I'd highly recommend this truck from a quality and condition standpoint. And to see more pictures of this truck or one of our other 450 new and used cars, trucks, SUVs, minivans, Wranglers, half tons, three quarter tons, one tons, you name it. We got to go to that website right there www.summitauto.com. Full pictures and descriptions of every single vehicle from two locations all at summitauto.com. And if you'd like to check out more HD videos you can go to youtube.com. Remember to like, subscribe, and share on this video and all the videos that you see there. Click the bell notifications. You'll get updates on the videos we do each and every day here at Summit Auto. In fact, in a second you will see a link to subscribe to our YouTube channel in the upper left. Links to more F350 videos like this one in the upper right. A link to this vehicle on our website in the lower left. And a link to one of our latest YouTube videos in the lower right. Click those, check us out. And we're super excited to help you with this Ultra Clean 2015, Ford F350 Crew Cab Long Box, Lariat Ultimate FX4 in Oxford White, over magnetic grey metallic. Thanks again for checking out the video. Remember to like, subscribe, and share.


Hello, everyone. Welcome to Options with Doug. Streaming live daily on Bookmap Discord and the Bookmap YouTube channel at 1.30 p.m. Eastern Time. Before I get started, I need to go through the disclosures. General disclosure, all Bookmap limited materials, information, and presentations are for educational purposes only and should not be considered specific investment advice nor recommendations. Risk disclosure, trading futures, equities, and options involves substantial risk of loss and is not suitable for all investors. Past performance is not necessarily indicative of future results. The focus of my presentation and the focus of the Options-Dashjug chat channel in Discord is options, order flow, the impact of options markets on stocks and futures, and the influence of market make or hedging flow on price action. I have a two-step process for trading, and the first is planning, and I use positional analysis. I look at how traders and market makers are positioned at the options market and how those positions change from day to day to develop a thesis regarding the expected trading range and volatility for the day as well as the directional bias. And the second step in my process is real-time as execution. And I look at real-time order flow in Bookmap and real-time market maker hedging flow in SpotGammaHero to confirm my thesis. And just to be clear, I will be talking about setups today and the setups that I will be talking about are in an underlying asset like the S&P 500 futures or NASDAQ futures. Those trades can be taken any number of ways. With futures, with shares, for example, for the S&P 500, with shares of SPY, SPX options, or SPY options, single options, or spread trades. So any number of ways to take the trades, but I will be talking about a setup in an underlying. And questions and comments are welcome. And I will be watching the options-dug chat channel and Discord and the chat and YouTube for your questions and comments. So please post. It will make it more interesting for me as well as hopefully for everybody else. Alright, let's get started. So what I want to talk about today, first of all, news items for today and the rest of the week. Then I'll go through my positional analysis and then I'll talk about setups. So first of all today, whoops, here we go. So there were some news items that came out this morning. And it appears that potentially these economic data releases had some impact on the market around 10 a.m. And that's when the indices NASDAQ and S&P 500 started dropping sharply. So factory orders came in lower than forecast, but better than the previous number. And durable goods, one number was in line and another number was slightly lower than forecast. And then the JOLTS job openings came in less than forecast and less than the previous number. So anyway, that's the data. And that appears to have had some impact on the market that could have been perhaps Janet Yellen, Treasury Secretary's comments about the debt ceiling or a continuation of regional banking issue. I saw that the KRE, the Regional Bank, ETF was down pretty sharply this week. So anyway, that's the data today and price action. And then also today, AMD reports earnings after the market closes. And then tomorrow, PMI, services PMI comes out at 10 a.m. And then of course, the big event of the week, the FOMC announcement at 2 p.m. And then the press conference begins at 2.30. So the announcement will come in the middle of my session tomorrow. And then the press conference begins as I'm wrapping up. And then on Thursday, Apple reports earnings after the close. And then Friday, the employment report is at 8.30 a.m. Eastern time. That's the big employment report that comes out on the first Friday of the month. All right, so those are the news items. Now, let's start with the positional analysis. And we'll take a look at some charts. And this is book map showing the S&P 500 futures ES. And before I look further at this chart, I want to take a look at a larger time frame. And I'm going to take a look at a 20 day one hour chart for SPX. And this is just showing price and key levels. I'll talk about the spot gamma levels in just a moment. Note that I am showing the lower and upper edge of the expected move for the week. And that's the big purple dash line. That's the lower edge. So SPX traded down below the lower edge of the expected move for the week. And then this dash blue line is lower edge of the expected move for the day. And that appears to have had no impact on price action for SPX. SPX sliced below that in the first hour of trade. Actually, that may be the second hour. We'll see that in book map. Or actually on the one day, one minute chart exactly when that happened. So there's the lower edge of the expected move for the day. And now it looks like SPX is trying to recover. And we'll see that options traders in S&P 500 net for all of the S&P 500 instruments have been taking positive delta positions all day. All right, so let's talk about the key spot gamma levels. And these are provided to spot gamma subscribers for a variety of platforms. And again, we're looking at thinkorswim here. There's the put wall at 4000. That's the strike with the largest net negative gamma that can be expected to act as support. And that is also the key gamma strike, the strike with the largest absolute gamma. And here is the volatility trigger at 41.10. And that's spot gamma's proprietary gamma flip level. Below that level, market makers position on the gamma curve is negative. And they have to trade with price to hedge their delta exposure. That tends to enhance or increase volatility. And above that level, market makers position on the gamma curve is positive. And they have to trade against price to hedge their delta exposure in a positive gamma environment. And that tends to subdue or decrease volatility. So now it looks like SPX is trading. It did trade below its volatility trigger, and now is trading above again. And then the call wall is at 4,200. That's the strike with the largest net positive gamma. And that can be expected to act as resistance. So those are the primary daily levels that I follow. The put wall, call wall, volatility trigger, and key gamma strike. So that's SPX, larger timeframe. Showing the key levels that are in play as well as the price action. And now let's take a look at another thinkorswim chart. I'm going to go to a one day, one minute chart. This is again SPX, showing that price did trade below the lower edge of the daily expected move as the 4,150 large gamma two level acted as resistance. That's right here. And then price traded down below 4,100 and the lower edge of the expected move. And also below the volatility trigger. All those levels shown there. And now is trading back above 4,100 and the volatility trigger. All right, so that is the SPX in a one day, one minute chart. Now let's take a look at book, ma'am. And I've got the same level shown on my chart. I've got two columns of notes. These are the spot gamma cloud notes provided to spot gamma subscribers again for a variety of platforms. And I'm showing the same levels on my chart just shifted slightly lower. So spot gamma I believe is using about a 19 point difference between ES and SPX. So these are SPX numbers converted to an equivalent ES number. And I calculated that difference at 17 points. And again, spot gamma is using about 19 points. So there's the 4,100 support level that was noted as support in the spot gamma AM founders note. And there's the volatility trigger at 4,110 and the zero gamma level just above that. And then I'm also showing key spy levels. And there's the 4,14 volatility trigger for spy. And that did act as resistance this morning that final test of that level just as the 10 a.m. data came out and then price dropped sharply after that. So those are the levels that are in play. And we'll talk about this in more detail when I get to setups in just a few minutes. So that is the S&P 500. There's a question in YouTube. Alexis asked, hello, hello. Hi, which options expiration do you use and spot gamma for levels? I use all expirations, typically. I do look at a zero DTE occasionally. But if you're referring to hero, I typically leave that on all expirations. And these gamma levels are based on all expirations. They're based on open interest. So that would be, it's gamma weighted open interest. So that would be all options that are held overnight. And that could be options that expire on Friday or next month or next quarter. All right, so that is the S&P 500. Let's take a look at the NASDAQ. Pretty similar price action. And I'm going to take a look at a, let me grab the QQQ chart. So here's QQQ showing the price action. This is a one day, one minute chart showing the key gamma levels that are in play for today. And here's the put wall down below at 315. Again, the strike with the largest net negative gamma that can be expected to act as support. And then the call wall is at 325. And that's also the key gamma strike. And then the volatility trigger is at 323. So QQQ is trading below its volatility trigger. So for QQQ, market makers position on the gamma curve is negative. And note this 322, large gamma two level, was in play today and acted as resistance. All right, let's take a look at book map now. And here is the 322 level showing my cloud notes columns here. My cloud notes column. And price reversed at the NQ 13,300 as well as the QQQ 322, 322 large gamma level. And that acted as resistance for the NASDAQ. All right, so those are the levels that are in play. And note I'm showing all of the QQQ levels here. And the gamma levels are shown with white and red text. And then the other levels are just shown in yellow. And then I'm also showing the big round numbers, the zeros in the 50s for NQ. And note that NQ did also trade below its lower edge of the expected move for the day. All right, so those are the levels that are in play for today. And now let's talk about shifts in levels. And for the S&P 500, SPS is the volatility trigger. Just shift lower from 4145 to 4110 today. And then for spy, the volatility trigger actually shifted higher from 411 yesterday to 414. And RJ asked, could I look at hero for VIX options? And yes, we'll take a look at that. Good idea. All right, so that is, that's the NASDAQ we're talking about shifts in levels. And for QQQ, all the major key daily levels did shift. Volatility trigger shifted higher from 319 to 323. The put wall shifted higher from 300 to 315. And the call wall actually shifted lower from 330 to 325. And that the key gamma strike shifted higher also to 325. All right, so let's take a look at the gamma charts. And we'll see where those levels come from. We'll start with SPX. These are the absolute gamma levels, again for SPX. Positive gamma, or call gamma, is shown above the zero line with the orange bars. And negative gamma, or put gamma, is shown below the zero line with the blue bars. So this is the SPX 4000 strike. That is the put wall, the strike with the largest net negative gamma, as well as the absolute gamma strike. Strike with the largest absolute gamma. And then the call wall is up at 4200. Again, the strike with the largest net positive gamma can be expected to act as resistance. And then note also the key, the significant amount of gamma at the big round number levels, the 4150 and the 4100. All right, so that's SPX. Let's take a look at SPI. And for SPI, 415 is the key gamma strike. 400 is the put wall, the strike with the largest net negative gamma. And then the call wall at 420. So 400, the put wall being the floor, 420 call wall, ceiling. And gamma also concentrated at the absolute gamma strike at 415. So that is the SP500. I'm going to refresh this page. And we'll take a look at NASDAQ now. And for NASDAQ, 12975 is the strike with the largest net negative gamma. And then the obviously the largest gamma, also the largest call gamma. So that is the key gamma strike as well as the call wall. Now let's take a look at QQQ. So for QQQ, 325 is the key gamma strike. And actually that doesn't look right. Really looks like it should be 320. Let me check something here. Yeah, I got that wrong. Sorry. It should be 320. And that was the same key gamma strike from yesterday. So I just wrote that down wrong. So here we go. There's the 320 key gamma strike or absolute gamma strike. The put wall at 315. And now the call wall at 325. And let's just confirm that. So for QQQ, call wall 325, absolute gamma strike. So those are the key daily levels for QQQ.  All right, let's take a look at one other thing while we're on this page. I'm going to take a look at the Vantamodel for SPX. And for those of you who've seen this before bear with me, I think this is important. I want to make sure everybody understands this. And this is indicating how market makers positioned in the options market at the beginning of the day, and how they might be expected to hedge as price moves up and down, as well as implied volatility changes. So first of all, this gray curve shows how market makers delta notional shown on the vertical axis will change with price shown on the horizontal axis. So what this is showing is on this side of the curve, market makers delta notional will increase as price rises and they won't have to sell futures to hedge their delta exposure. So that was what I was talking about before. On the positive, when market makers position on the gamma curve is positive, they have to trade against price to hedge their delta exposure. And then this pink curve or pink purple curve adds in implied volatility to that. And that is showing how market makers delta notional changes with changes in implied volatility and price. And that's the van effect, the change in delta with the change in implied volatility. And this is pretty similar in a positive gamma environment, but in a negative gamma environment. Below the volatility trigger, market makers have to, market makers delta notional will increase as price increases or decreases and implied volatility increases. And they have to sell futures to hedge their delta exposure. And again, that's the van effect, the change in delta with a change in implied volatility. And note the shift is about at $41.89. And remember price was trading, SPX was trading down below $41.00 earlier today. And there's the $41.10, that's the $41.10, volatility trigger. And that's probably just based on this more related to the gray curve there. But as implied volatility increases again, that will, I think it certainly had an impact on price action today. And implied volatility, as RJ mentioned, was up sharply. And market makers had to start selling futures to hedge their delta exposure as price dropped and implied volatility increases. So this VANA model definitely came into play today. All right, let's take a look at some data and then we'll wrap up positional analysis and start taking a look at some setups. So here's data that's provided in the spot gamma AM founders note. And I've been focusing on the spot gamma gamma index. And what this is, it's a proprietary measurement of the total amount of market gamma. I used to look at the gamma notional numbers, but those numbers have changed. So I think this is a more consistent view of market makers gamma notional. And these numbers all did shift lower from yesterday. And in a positive gamma environment, again, at the beginning of the day, like is shown here in for the SPX, positive 1.1, this indicates a, again, a positive gamma environment market makers trading against price. And that tends to subdue volatility. And that's what's expected in a positive gamma environment when the spot gamma gamma index is above zero. All right, and note the other numbers. I really just watched primarily the SPX number, I think. That is the most meaningful, but these other numbers are in the positive gamma either slightly positive or slightly negative. All right, let's start with some setups now. And I'm going to go take a look at spot gamma hero and RJ, I'll take a look at VIX after I take a look at the S&P 500. Excuse me, since I already have this up. All right, so this is the hero signal for the S&P 500. For those of you who may not be familiar with this chart, this is from spot gamma. The white line is showing price. And the purple line is showing hero, the hedging impact of real time options. And this is a combined signal for SPX, SPI, XSP, and ES futures. Showing options trades for all these instruments and the resulting market maker hedging activity. And this is, again, a combined signal for all components of the S&P 500 here and showing a very positive number for all components of the S&P 500. And showing a very positive number, positive 3.3 billion. So net for all these instruments, options traders are taking positive delta positions, buying calls and selling puts. So let's see, let's see exactly what they're doing. So they are primarily buying calls that show them by the rising orange line and also selling puts that show them by the slightly rising blue line, but this number is positive, positive notional value, positive delta. And to me, this is pretty puzzling. Traders buying calls on a day like today, but maybe they were taking advantage of the lower volatility at the beginning of the day. But anyway, that is the total signal for the S&P 500, positive delta all day. Now let's take a look at the individual components. And then I'll go back to this chart and look at it in more detail. Right, so first of all, here's the SPX, the first component. And that's a big component of the total signal. Again, positive delta traders taking positive delta positions, even from the open. Let's take a look at SPI, also positive delta. And it looks like that has leveled off around 11.45, 12 o'clock. So that's just SPI. And then let's take a look at ES futures. And as I have observed, since this is fairly new, SpotGama has added ES futures to the total S&P 500 signal. And these guys, traders trading ES options seem to be on the right side of the trade more than the other, more than SPX or SPI. And note this is a negative number, negative notional value here. And let's just see what ES options traders are doing. So they have been selling calls and buying puts. So again, this is just what I have seen and what I have observed in the week or two that this signal has been available is that the ES options traders are on the right side of the trade. And if you're looking for a confirmation or directional confirmation, this might be a good signal to look at. So let's go take a look at the total signal here. And again, if you're looking at HERO again for a confirmation of price, it was not here today in the S&P 500. And again, both these numbers are positive. They were buying calls all day and selling puts. And sometimes that typically does have some influence on price, but it looks like it took two and a half hours up until about noon before 1130 before price really started to turn around. All right, so let's go take a look at book map for the S&P 500 and really order flow. Definitely confirm the move lower. Let's zoom in. From about 930 to 1130, I'm going to tone down the heat map here so we can see price. Make these volume dots a little bit bigger. Let's get the heat map off altogether. So I'm just mainly looking at these levels here. So this is again the 414 Spy 414 Volatility Trigger, this 4150 level that was noted as a pivot in the Spot Gamma AM Founders Note and the lower edge of the expected move. And note the shift in order flow about 10 a.m. to volume delta shown by the pink line shifts lower. And that's pretty obvious just a few minutes after 10 a.m. Note all the big pink dots there, aggressive sellers, market sell orders starting to move price lower, and then the sell stop orders come in. That's shown by the following yellow line in this sub chart as well as this on chart indicator, the red dots there, sell stop orders helping to fuel the move lower, and down below the price traded down below the 4100 level noted as a support in the Spot Gamma AM Founders Note. So hedging flow with Hero was not providing much help. Options traders were fading this move from the beginning and they may be finally getting paid now, but it's painful on the way down. And note also the larger traders with their iceberg orders buying on the way down. And that's pretty typical. Larger traders with iceberg orders they use to hide their size will buy weakness and sell strength.  And then finally the options traders and larger traders with their iceberg orders finally start to get paid and price moves higher. And notice how iceberg orders start to level off as price rises. Alright, so that's the S&P 500 I thought that was. Water flow was an easy read this morning, but hedging flow was definitely not. Alright, let's take a look at the NASDAQ now and I'm going to go back to Hero. And actually RJ let's take a look at, we'll take a look at VIX before we go to the NASDAQ. Alright, so there's VIX and let's see what traders were doing. So traders were selling calls and buying puts. And note the negative numbers there. So options traders were betting on a move lower. Alright, so that is the VIX. Now let's take a look at NASDAQ. And I'm going to take a look at the combined signal for QQQ and NDX. That's the NASDAQ signal. Let's zoom in on this. Let's zoom in on the morning here. And this was definitely a much better signal confirmation of the move lower for the NASDAQ versus the S&P 500. And this is one reason that I've started trading NASDAQ more than the S&P 500. I think this is a more reliable signal for NASDAQ. Either QQQ or the combined signal for NASDAQ. Alright, so let's see what these traders were doing. And when we separate out puts and calls, I think this paints even a more clear story here. Showing that traders were buying calls. Shown by this positive notional value here. And also the slightly rising orange line. And they were also buying puts. And this is pretty typical for an index. Traders buying calls and buying puts. And either one or the other is winning. And so today it looks like the put buyers were winning. At least in the morning. So this is what I was looking at. Traders buying NDX and QQQ puts. And price reverse lower. At the NQ 13300 level. That was close to the QQQ 322 large Gamma 2 level. So the move lower in the NASDAQ was confirmed with hedging flow. As well as order flow. So let's go take a look at book map now. I'm going to zoom in. And pretty similar price structure to the S&P 500. Chop around until about 10 a.m. A final test of the here that again the NASDAQ 13300 QQQ 322 large Gamma 2 level. And also VWAP and price moves lower. And this was confirmed by cumulative volume delta falling. And you can just see all the pink dots in there. Aggressive sellers. Their market sell orders. Moving price lower. And just like the S&P 500. Large traders with their iceberg orders were fading the move lower. They were trying to buy weakness. Alright so there's the setup in NASDAQ. And I'll post a more detailed. Annotated chart of this later on. Probably sometime tonight. Alright so great short setup in NASDAQ. I thought this was easier to read than the S&P 500. I was like to see a confirmation with hero to make sure I'm on the right side. With the market makers. Alright let's go back and take a look at. At hero again and see what. What options traders are doing now. Let's go back and take a look at the total signal. The NASDAQ. And it's still bearish. And actually shifted higher. Then this price shifted higher. And the hero shifted lower again. It's now continues to move lower. And let's go back and let's take a look at. NASDAQ now and see what price is doing. So hero is starting to drop pretty sharply. It looks like price is now following. And found resistance at the lower edge of the daily expected move. Wrong tool. And also the 320 level. And again remember 320 is the key gamma strike. Acting as resistance. Here and just before 2pm. Turn break. Final test of the 13200 level. And price is moving lower. Back and take a look at hero. So it took a while to wait for this. For this trade to play out. After a brief move higher. Hero started to shift lower. Oh just after 11am, 11 maybe between 11, 11, 30. Hero started to shift lower. And then price finally found resistance. Again at the lower edge of the expected move for NQ. As well as the QQQ 320 key gamma strike. And let's just take a look at hero for QQQ. And this is the, this makes up the bulk of the total signal here. So pretty similar to the combined signal. And there's the key gamma strike. 320. Alright so that is the NASDAQ. And the SAP 500. Again I thought the SAP 500 was more difficult to trade. Based on a hero signal than the NASDAQ. And let's take a look at some stocks. Start with Apple. And Apple reversed lower. Just after the open. At the 170 key gamma strike. And confirmed by hero moving lower. So take a look at book map. There's Apple. 170 key gamma strike. No little liquidity at that level. That came in actually. Around 945. Price moves up briefly above that level. And does a test of VWAP. And then moves lower. Right at 10am. With the NASDAQ and SAP 500. So the next one is AMD. And note that 90 is the key gamma strike. And again remember AMD reports earnings after the close today. So this 90 key gamma strike was resistance. And let's go take a look at hero now. For AMD. And AMD hero confirmed the price lower. At the 90 key gamma strike. Here's that reversal lower. It's AMD. Let's take a look at Google. Here's Google. Also a confirmation lower. Let's take a look at book map. There's Google sharp drop lower. Right after the open. At the 107 level down to the 104 level. Price is trying to recover. And let's move lower again once confirmed by options traders. Next is Meta. And Meta 240 is the key gamma strike. And that was the target for the move lower this morning. Let's go take a look at hero for Meta. And there's the key gamma strike at 240. That was the target for the move lower. And a strong confirmation with hero. Price moves lower as options traders take negative delta positions. And market makers sell stock to hedge their delta exposure. Let's just see what Meta traders are doing. So mainly puts driving here. So traders were buying puts. And that actually set up a good divergence setup. Zoom in on this. And note that traders were buying puts from the open. Price moves up as traders were initially buying calls. And then as soon as they stopped buying calls, price reverses lower. All right, Kenomoto, that's a pretty lengthy question. Hard for me to read all this and answer during my presentation. I'll give it a quick shot. All right, I'm going to have to take a look at this later. Pause that long to read this question. So thanks for your question. I'll take a look at it as soon as I wrap up here. All right, so there's Meta traders buying puts. Price moves lower. And they continue to take negative delta positions. So let's go take a look at book map again. So there's Meta chopping around the 240 key gamma strike now. All right, the next is Microsoft. And let's see if there are any gamma levels that are in play. We'll take a look at that hero. I don't think there were for Microsoft. No, no gamma levels in play, but definitely a confirmation lower. Options traders taking negative delta positions and price drops. And it looks like hero is shifting lower again. So strong confirmation between hedging flow and price action in Microsoft and the next stock Nvidia. Take a look at hero. And there is hero for Nvidia. I'm going to zoom in on this. So I would, this is a divergence set up. Notice how hero makes a lower high here while price moves up. Setting up this reversal lower just before 10 a.m. Just before the data came out. All right, so let's go take a look at book map again for Nvidia. I'm going to zoom in on that again. So here is the setup. Again, traders were taking negative delta positions as price increased. And note the shift in order flow here. Pricer versus just below the 288 level that price moved above before and then couldn't quite make it up there as traders were taking negative delta positions. And then order flow shifts from bullish green dots, market buy orders up to 288, then shifts negative market sell orders shown by the pink dots, pink volume dots and price moves lower. Order flow shifts bearish and hedging flow was bearish. And just a reminder, when I am trading, I have two screens on this main computer here. And I'm watching hero on one and book map on the other screen. So I don't have to keep jumping back and forth like I'm doing. I'm only presenting on one screen. So that's Nvidia, a very nice, divergent setup confirmed by hero, options trades, hedging activity and also order flow, the shift in order flow to bearish there. And it looks like a primary target down at the 280 liquidity level there if price continues to move lower. Let's take a look at Tesla and bearish day in Tesla. 160 is the key gamma strike in the hedgewall. So there is the 160, again, key gamma strike in hedgewall. That was the target for the move lower in the morning. And it looks like price is heading right down there again. Let's go take a look at hero. There's Tesla and as usual for Tesla, there's a very strong correlation between hedging flow and price action, primarily driven by puts. So initially traders were buying calls, helping to drive price up and then that levels off. And traders were also buying puts. That starts to move price lower. And right now the notional value positive 54 million for calls and negative 106 million for puts. So the put buyers are winning by about a two to one margin for Tesla and prices moving lower. Well, let's take one last look at the index indices. We'll start with the S&P 500. And finally the net for options traders for the S&P 500 has shifted from this constant uptrend to now taking negative delta positions. Let's just take a look at something. I'm going to take a look at what zero DT options traders are doing. And that is not a, that's the total signal 2.7 billion versus 717 billion for the zero DTE shown in the green line there, versus the total all expirations shown by the purple line. So the zero DTE is about a less than a third of the total value there. Actually about a quarter. Let's go back and just take a look at the total signal. So anyway, that's the S&P 500. And then we'll wrap it up and take a look at the NASDAQ signal and go take a look at NASDAQ. So hero for NASDAQ continues lower. Let's go back and take a look at book map. Quick glance at the S&P 500 and continues to try to move higher. Maybe finding support at the 4110 volatility trigger. And here's the NASDAQ. Also potentially finding support at the QQQ 319 level. All right, that's all I have for today. I want to thank you for watching. Thanks for your questions and comments. And tomorrow should be a fun day. Remember, we have data coming out at 10 a.m. PMI data. And then of course the FOMC announcement at 2 p.m. and the press conference at 2.30. So again, thanks for watching. Thanks for your questions and comments. And I will see you tomorrow. Bye.


The following program is supported by The Times Collaborative, a co-working office and event space located in the historic heart of downtown Longmont. Whether you need a change of scenery for the day, a return to a routine office, or looking to host an event, The Times Collaborative can support you. Stop in and receive your first day free. To learn more, please visit www.TheTimesCo.com Hello, I'm Glenn Hadgison, owner and operator of Louisiana Glenn, and today we're cooking chicken sausage gumbo with smoked turkey necks and shrimp. So let's get started cooking the gumbo. Presenting to you Cajun Nation, low sodium, low MSG, and it has a great flavor. We have the Cajun Nation seasoning blend, we have the seafood ball, we have the chow chow, we have the hot sauce, and we have the garlic pepper sauce. And you can also get it in your Butcher Franks here in Longmont, Colorado. These are the ingredients that you're going to need to make a good down home gumbo. We have the trinity, which consists of bell peppers, green onions, celery, and onions. The rest of the ingredients are smoked turkey necks, smoked chicken thighs, undoed sausage, and shrimp. And these are a few seasons that I'm going to use while doing the gumbo. The most important thing about the gumbo is the roux. So now the black skillet is heating up, we're going to pour the oil in, and we'll let the oil heat up for a couple of minutes, and then we'll come back and put the ingredients in. Now that the oil has heated up, we're going to add the flour, and this process will take about 25 to 30 minutes. You don't want to leave this skillet because you don't want to burn your flour.  It will make you have a different perspective about getting in the kitchen. So you said this was only oil and flour? All in flour. This is what we're looking for. We start dropping the trinity in. You got to keep stirring. Don't stop stirring. And now start adding. At this point, just stir a little bit. Keep stirring. You don't want it to stick. You start adding your seasoning. So we have Cajun Nation seasoning, which is the seasoning I prefer to use. It's never how much you're the king and queen of your own kitchen, so you're cooking for your taste. Not anybody else tastes.  Cajun Nation seasoning. We have Cajun Nation garlic pepper sauce, a little dash, some chow chow, a little parsley. Now we stir. Just keep stirring. You don't want to leave this pot because your gumbo will not be right. So now we'll let this cook for a little bit, and then I'll add the smoked chicken, the andouille sausage, and the smoked turkey neck. We're not going to even cut them up. We're going to leave them whole like we're doing the wheezing out. We're going to leave them whole. We're going to keep the shrunk for last. This is cooked for about 25 minutes. Remember, you have to keep stirring the pot. Keep stirring. You don't want it to stick. The more you stir, the more love you put in this pot.  It's the staple. And at this point, I figure I have the best gumbo and no-co, and you can let anybody come talk to me if they think they have the best. Scoop rice on top. We have some potato salad on the parsley on top. Got to make it look sexy. We didn't put a lot of love into it. We have to make it look sexy. I have some of my friends from the production crew. Hey guys, come on in. Oh, cow. Oh, man. That looks delicious, Glenn. Thank you. Wow. That's the best I've ever had. Wow. Did you make the potatoes? Yes, sir. Grandmother's recipe. Well, this is really excellent. Thank you. I love the flavor of that. Is that the roux? The roux. Wow. You didn't even put any wine or anything in here, did you? I actually didn't hydrate any of the food today. I actually didn't hydrate any of the food. I wanted you to get the best of Louisiana cooking, down home cooking at its best. And once again, I have the best gumbo and no-co. I think this is the best gumbo I've had ever. Ever. Yeah. Wow. I agree with that. This got like the perfect amount of seasoning and spice. Yeah. Cool. Wow. And you get the smoked flavor from the turkey necks. Yeah.  Everything was bought from your local butcher and king supers on the shrimp. How much shrimp did you throw in here? A pound and a half.


Why do you think you weren't able to locate, perhaps, like you would have liked? Yes, I just tried to be aggressive early in the column, and they hit him. And they had a really good content, and sometimes find the holes. Well, just tried to be aggressive, and yes, I just made maybe the mistake for the home runs, like right in the middle of first pitch, and they swing, and they got it. Frustrating to get the opportunity and not be able to give them a little bit more distance and a little bit more of a chance? Yes, it was frustrating. I tried to do my best, and my pitch was good, but I watched the video after the game, and I had to give a really good pitch a lot of time, like I'm down the song, and they're hitting, and they're good for them, and they find the holes a couple of times. Well, yes, it was really frustrating. You had some extended time off since your last start. Do you think that affected you at all? I don't like the excuses, but it's had maybe a bad day, but I don't like the excuses, and yeah.


Derek say hello. Hello. What's up brother? Thanks for being on man. Derek is one of the new sales people Here in our office on our team over the last couple months. You can't tell it yet, but the dude's high energy He's always excited He's always poked up and so today we want to come to you and talk a little about sales Because there's a lot of new sales people out there that are struggling with the sales game. Yeah How long have you been with us? Two and a half three four months maybe three months, okay, okay, and did you sell over the phone? Because he can see cuz he's a business consultant for a security person nation helps agents with leads Tickets coaching sessions strategy sessions consulting in general. They're able to transfer a lot of my beliefs on two agents and help agents Did you sell over the phone ever before that? No sales just Maybe booking appointment booking inbound call That was a no outbound no sales nothing like that. How different isn't it isn't isn't in inbound?  Why are you calling? Oh, it's not a difference I mean being able to know that someone's calling in they already know pretty much what they're expecting They've looked up our information probably at the different companies. I worked for They know what they want to do going into the call. Which one do you like better inbound or outbound I'll found now I love you just said that for me, but I'm like dude. I love that. That is strong. Okay, so What are some things that you've learned? maybe in general from doing it or for me over these last few months that you can transfer to a new sales Person that maybe is nothing absolutely Confidence it's gonna be number one you got to have the confidence You're working our leads those people have interest Be confident rest in the fact that you don't get that lead unless someone fills out the information Yeah, if it's a cold leader and not as warm qualified lead have confidence You know their name. You know their phone number you started somewhere get on the phone be confident guide the conversation So pick up the phone and start dialing. Yeah, okay, so what are some heads? So help a new phone person out. What are some things that that I've ever said or that you've learned along the way give us like a Maybe a do and maybe a don't something that you're okay that you should do and maybe something you shouldn't do that You're learning absolutely do ask questions Before you're done talking when you finish speaking ask a question. It sparks Conversation how much how much difference has that made just that little bit of Twist from just talking and giving phrasing and talking a lot versus hey Here's my response and finishing with a question. Yeah, it goes back to the comp the confidence Asking a question Indian on a question. Yeah, I am confident that they are going to give me an answer Mm-hmm. If I am here's my do not do not talk too much. Do not over answer because You do not want to be talking more than the person that you're on the phone with I I'm learning it. It's something you and I've been working through in our sales training and Getting those down knowing some of my questions to go to at different points of the conversation It's night and day My confidence on the phone you can tell what that this dude is here hanging out with us a salesperson with our office Because that's one of the things I preach more than anything. Yeah listen The cup went went and you you can tell me if you've seen this to be true something I preach all the time when that went when the prospect talks more than we do What happens? It's a waste of time nothing. You're not A sale doesn't happen until both parties are getting on the phone so until the transactions may and you're asking questions They're responding to you. Yeah, and so that's that's that's helping a lot You can tell this dude's been around us with he's like dude you want to get them talking you want to be listening Well, do we ever? There may be once one scenario, but in general do we ever interrupt a prospect? No, okay, and the one scenario okay, when is it okay for a salesperson to interrupt a prospect when?  What if we did this I love it I love it because a YouTube question. Yeah, yeah on YouTube We get some Thurlow stalling says what percentage of one-call closings do you have what percentage of one-call closings? Do you have when we're talking about you selling someone on a service or leads or tickets or strategy session or whatever I'd say Okay, north or south of half of 50% To today already I'd say loan so I'd say north. Yeah, especially if it's an inbound or if they actually have interest I'd say it's inbound your percentage is going to be much higher outbound on the first time North of 50. Yeah, gotta be well Confidence asking questions running through the script. I I don't even sell insurance, but right I help insurance agents I sit there with our how to close our leads page that we provide insurance agents with on our website I just tailor that to what I'm speaking to agents about what I'm helping people with when I consult them and Then by the end of it I say hey check out our page, right? This is what I've been doing the whole time. You can see how it works. Okay, and have you Can you tell that? What we do From your experience of working with agents that what we do here positively impacts a lot the lives of the agents that we work with. Oh, absolutely. Yeah, absolutely It's the the best part about what I get to do dude.  Yeah, absolutely. I mean I get to help people every day I get to talk to agents. I get to more importantly listen. Yeah to agents and hear What's been going on? What's their experience with? Leads with getting in the home. What do they struggle with? I know it's a tough thing for agents to talk about because totally with the sales Environment a lot of pride can be involved big time. That's one of the largest hindrances to growth Yeah, I see when when agents come in and have a lot of pride associated with their Ten year in the business or their closing ratio last week or last month. Okay What are your goals for this month? How are you gonna blow past it? It's always new high targets How about how about handling negativity? What's your advice for those that are using the phone? Mm-hmm, and they're experiencing a lot of negativity agree Hear them out. You gotta listen to me. Listen. Okay, and then See what the real issue is. Yeah, I can experience it myself. I've experienced it in other customer service type of jobs many times people Just need someone to hear them out. Mm-hmm. They're not even mad at you. It's just sounds like a season They're not mad at you. They're not mad at me. They're not mad at you. I mean, you can't get mad at you and from there They just want to be heard and and then take the next step and the next question I ask is What do we where do we go from here? I understand your frustration? I know how that feels. Yeah What do you want the next step to be? And on the question get a more simple response and you stay in control of the call It looks like we got another question for on YouTube YouTube again, Thurlow Stallings. Okay says for an agent How many calls a day like should you make on average and better yet? Like Specifically how many of those should be deals like what percentage should you be closing? Yeah? So if it's like I would say you can answer that two different ways You can answer it is in hey I'm setting appointments or hey I'm we're ham trying to close over the phone. Yeah, you could also say well Are you cold calling or are you calling leads if you're calling our leads? For example answer that way probably easiest way to answer it if you're calling our leads You should be calling those leads especially when our agents what we recommend most agents buy about 20 to 25 leads When they buy those leads we recommend that they call all of them three times Day one day one So in that example that's 60 to 75 calls the first day because the end of the day they buy leads I'm gonna ask you this too. Do all leads have the same level of interest when they respond? No, they're all different. You don't know what level of interest they have They have some level of interest because they're obviously expressed interest right when they do express interest and they show Hey, I have some level of interest It's our job as a as an agent to do what and we didn't prep any of this is all off the cuff When we get on the phone with them. Yeah, when when when we give an insurance agent leads Yes, what is their goal their goal right policies right policies and to write policies You've got to be active you've got to talk to leads and you've got to get in front of people So in the day that actually is a perfect transition into the activity of a salesperson Is that one thing we preach then we we track meticulously quite a bit? Absolutely Right I'm sitting there smiling through my teeth Yeah, there's about that for a second. There's a There's always always more to do you've heard it on our show on from our company Don't quit five minutes before the miracle You've heard it and it stuck with me. Um, it's true people are interested. I tell agents, you know Anybody with a name and a phone number is a lead. True leads come in different temperatures per se true old warm hot and From there you you just have to listen you have to listen you have to get your activity up because if You're not seeing the numbers you want. Are you frustrated at the people on the other end? Probably not. Yeah, you're frustrated with yourself. I've been there Mm-hmm the the most frustrated I've been is whenever I know that there's areas of growth that need to happen True and I got to take that step your activity has to be high. Yeah, yeah, and it helps a lot Okay, so if you're an intro agent out there, I'm gonna give you two different scenarios Agent a and agent B and you tell me which one's probably gonna make more money, okay? Agent a and agent B both by 20 leads from us agent a calls all of them one time Who knows what happens after that agent B calls all of them six times Who's gonna have better success B? Why why? I Mean the list or activity why not? Yeah, because We want you to call him three times in the first day. Why is that? It could be at work. They could be picking up their kids There's one person. I I've been trying to talk to you and it just falls in the time of day I need to get better. I need to stop calling him when he's picking up his kids from school Anytime they get in the car. He's off the phone. Yeah, they could be at the grocery store They could be it's impacting your ability to do whatever it is you're wanting to do right right You have to touch the lead more than once if you don't get them on the first call for sure Why wouldn't you you invest in leads right invest in yourself? Okay, expound on that because that's something we preach a lot and then we're always preaching not only at the conference a Percent nation in general the event What are some things that you're doing in your life to improve and become better Self-improvement personal development to be better at the met mastering art of your craft as will Smith says what sort of stuff that you're doing on that? Not taking advice from people of my success level or lower I'm focusing say that again say that again for those very didn't catch that one. That one's good I'm not taking advice from people that I'm on the same success plane as or lower Mmm What value can that bring if I'm on the same level? There's no nothing there You sent me a few people to start following. I've done that and it clicked. Yeah, they've been in the same spot I've been they're on the other end You've been in the spot. I'm in true. You're on the other side Charlie Chiena coach Bert yeah, Grant Cardone Ray Lewis all these people have been at the bottom of the staircase Yeah of success the only difference between myself and them is they've taken that step the one at a time step So so it's good surrounding myself and getting it in my ears of people on the other side step one to discipline becoming more disciplined with spending with my budget with You know carving out time for the things that are a priority to me Yeah, this is and then maybe this may feel like a trick question. It's really not Do we like when we talk about with agents and we preach, you know to them how they were how they should run an appointment When we call agents to sell them Leads do we ask them what they can afford to spend right now? Yeah, me on occasion. Yeah, if it needs to get to that point if Exactly, we don't unless it needs to get to that point and then we will ask if Something's keeping us from from keeping them from pulling the trigger something kind of keep an S from being able to move forward Yeah, and that's where you need to know the objections. You're how to handle your objection that would the only time I Could thinking and correct me if I'm wrong The only time that I could think where you ask someone what their budget is if they bring it up If they say my budget's not there right now. Yeah, completely. Okay. What's your budget? Yeah? perfect perfect example was something that we do a lot of when an agent is Getting objections from a lot of prospects or let me ask you this this one's actually kind of funny He'll get this one. There's a backstory to it. I want to explain the whole thing, but Why would an agent what would be the number one reason why an agent?  Okay. All right.  Yeah We're gonna be putting that on these a Mastercard America. Yeah, I really appreciate you ask it You know, I respect you for asking you're doing your job, you know leads will probably help Unfortunately, I really need to think about it. Okay. Hey, I totally understand I've been in your position.  I need you whatever You know, I need to think about it. This policy. I hear the value in it I need to think about it. Do you handle? Do you have that objection come your way? I do get that a lot and I always wonder what I could do to improve on that. Okay. Do you think I'm not trying to be cute I'm not trying to be funny. Do you think that You have trouble handling that objection Because you need to think about this. You see the value you see how this lead is of quality It's active interest. It's going to produce appointments for you. You need to be in front of people Do you think that's the reason why you need to think about it today? He's a Mastercard American express That's one thing it's big. I want to get a question. I'm gonna get to we get something really important to address Which is and I we randomly said that one day and it's worked ever since is love it majority of people Think about things in because if you think about it right now Hypothetically, you don't need to think about it when you buy a car You know if you can buy a car yes or no, you know if you can buy a house You definitely know if you can or cannot buy leads Prospects know if they can or cannot buy life insurance policy today the reason why The the salesperson gets told that they need to think about it Yeah, when they're calling leads where they're trying to sell policies is because they think about things in their own life Which gives their prospects permission to also think about it because that's how they live their life I told that to an agent out in California one time on the phone and That dude was blown away and I'm like dude. Do you know why? Very rarely does anyone ever tell me that they want to think about it when they're trying to buy something from me Because I don't think about nothing So I when you expect yourself to make decisions now Then you end up expecting prospects to also guess what make decisions now. Yeah, I Real-life example last weekend. Yeah, I went to go visit some family I'm picked up been in the market picking up a suit for the 8% He's got to look nice My wife and I were in one specific store. We knew that there was a good price on a suit didn't really work out and So looked at another one the price wasn't what I was expecting as a Nah, I just need to think about it. I legitimately said I need to think about it We walked to another store from it It took one trip from this store to the other store the other side of the mall and my wife sells me. She goes Derek We're not leaving today without a suit. You're not leaving today without some new clothes. It's the budgets there I'm on board. I'm encouraging you to do this. I want I want to get this done. I'm tired of looking for suits with you We walked to the next door I walked up to the rack find my size pick it up tried on and I bought it guy threw in a shirt Cost me a lot more and I walked out. I got sold. I sold myself Yeah, before I walked in the store or or his wife sold him. So thank you. Thank you. Thank you for that That's cool. That then you know what that's what I didn't think about the next story went into I didn't think about it Yeah, I needed the suit when you get used to making decisions and expecting decisions to get made and assuming the decisions will get made in your life It ends up transferring into prospects how often and again, this isn't rehearsed How often whether I'm trying to sell an insurance policy or whether I'm trying to sell an agent on buying leads or ticket or whatever How often does an agent tell me? They have often they tell me when I'm on the phone and you guys have heard me make some phone calls How often do I get told by someone that they want to think about? Not very often rare no extremely rare say We were to break it down one or two out of ten. Yeah, and it's normally that's normally not even it It's there's something much much deeper. Yeah, that's what's the question you asked Okay, that brings me a good point before we get to the questions real quick. What's what's what's that? What's that? What's your tip or advice on going a little deeper and actually finding the true real objection? How do you figure that out when you know that there's something more to why they're not pulling the trigger because you got it Don't worry first. I I can't sell on my own situation So I can't sell based off what my personal situation is I can't sell based off my bank account Information you guys here can't pre-qualify so it starts there and then Someone you know needs to think about it the budget's not there Okay, what what's the issue?  What can I what can I help you with and? Get them to expound on the real reason because a lot of times they have insurance. They want a better price Yeah, they're not happy with their customer service Yeah, and they're looking for someone to be their guide to be there to be their gal So we need to listen listen listen to what's going on be to active actively taking notes What's you get them to talk they end up telling you what you want to know, right? Oh, absolutely. Absolutely, and that's where you've heard me He's thrown through a pen at me once because I I wasn't listening to him on the call because I was over-explaining Yeah, and he said just listen and Call the guy right back Cody gets the deal wrapped up and and of course I'm the example for the day, but sure you need to just ask people. Hey, what's really going on here? What is the real money like if you knew that this for $300 $400 $500 investment? We're turning to three thousand four thousand five thousand dollars. Yeah, you drop a bank You know gun or no gun to get the money. So what's really really holding you back? Like what's what's the deeper issue? You know Something else real quick. You know put me through the ring Derek guys seriously One minute one minute before the camera goes live Derek come in here. Yeah, like Derek. Come on. You're on your own today You're on today. I didn't even know it was like it was like two o'clock. He's like, all right. Oh, we're doing so Huge kiddos to him for jumping in but also real quick I'm gonna play a little game with Derek because you guys have heard me and how I ask questions and the things I say We're gonna give you a real-life example not prepped at all again Dude looks good Looks better than me today We're gonna we're gonna we're gonna play a little we're playing a game here.  Hypothetically, we're just say we're gonna have you ask me a question. So say like ask me whatever like it Don't matter. Yeah. Hey Cody, you have your spot reserved for the conference next week I don't know You know, what do I say? Okay, got you. What do I say when someone tells me I don't know like it happened earlier with the box Yeah, yeah, you say I don't know I know hypothetically speaking Would you reserve your spot? What would it be? Probably so Yeah, okay, so the reason I bring up example our secretary was bringing a box to the back of the office earlier And I said, hey, what's in that box? You know, what do you she didn't know it's closed We got like 18 boxes for 8% coming in the last couple weeks and and and and I asked guys Hey, what do you think is in the box and Like everyone says and this is a perfect sales example. They say what I don't know. No idea. Yeah Hypothetically, you had to guess. What would you say?  He's about to take his test in California.  Oh, that's so cool. So his couple of quick questions Three questions. What are the lead costs? Can you scale for an office of 10 and how much how long does it take to produce the lead? So what's the cost? Can you scale? How long does it take? D take it away, bro Costs final expense leads. Yeah, it's gonna be final expense. Yeah, final expense leads $25 per lead The answer is always yes. So yes, we can scale for your office of 10 We can we've got offices of 2,000 by the way we thousand people buying target your area and Will we will get them turned around it will take 24 to 48 hours for you to receive your first lead What is what's unique about our leads? Like why should they buy our leads rather than like telemarketing? I'm not even gonna answer any of this. I'm gonna let the business consultant handle it. Yeah, absolutely. Why buy our leads over someone else's? First Exclusivity we're never gonna sell a lead out from under you. It's your lead We have some great People on our support team. Yeah great consultants. It's all top down. So great people at the top. It's translated down. So exclusivity Real-time based on your geographic location explain real-time real quick for those that don't know that are used to working direct male lead Right. Absolutely a direct male lead You're looking at what is one two three weeks before you even see your investment show up about three on average Okay, so real-time someone is actively looking for Final expense coverage life coverage medicare mortgage protection Spanish final expense. Yeah, all of the leads we provide They're looking for that in their area In the area that you're targeting They will start to see an ad specifically talking about the type of insurance. They're wanting They have that interest whatever level it is. They have the interest Click on the ad the next step fill out their name phone number physical address email address date of birth And I think that's it. I think it's a hit submit real-time As long as the it takes so they immediately get an email immediately within a second of when the person fills it out Yeah, yeah, so they that sounds pretty good their information and you get that in real-time Nice, nice. I would say yeah to piggyback on that. Like you said exclusive real-time Uh unique. Okay. I'm gonna give you guys a real-life example because I got I got this text What did I say yesterday morning? This text from an agent that's been buying leads from us for a while and he said and and we had a little hiccup You know, every company's gonna hiccup at some point. You know, yeah growing pink. Really? I said they said thanks. Cody lots of people offer leads, but you have the best customer service Seriously stuff goes wrong everywhere, but when it does you are always on it. I genuinely appreciate that And it was literally 8 14 a.m Yesterday morning And that's why we preach. I don't know if you can even see it. We preach service We preach service here at our office So I said, thanks bro. That really means a lot man. Thank you so much because that's something that we strive and focus on a lot Absolutely and one one thing That I'll tell the agents. I'm helping, you know, I'm your consultant I'm not our support department If there's an issue that I can't handle if there's a question that you have There is no point for me to give you an answer and you believe it to be the firm answer There's no point to do that if I don't know and I tell them if I don't know something, you know We'll put a pause on this one. I'll figure it out. We'll get yeah We'll get our support team on it and and that's been a huge thing Every time you call us You know while we're in the office, there's no automated phone system. No automated. We pick up the phone Someone's gonna a 3 3 40 agent goes straight to our office. Callie and Jess always answer. What do you got DJ? Don Smith on youtube If we haven't met something Yes, yeah, yes We have we have meds up and medicare medicare is more popular So we generally do more general medicare leads whether it be. Hey, I want information about my medicare I have questions about my medicare. I you know, I want medicare information about medicare advantage prescription drugs meds up Whatever it is. It's an opener for you to have a medicare conversation meds up. We also have Uh as well, so any other questions over there dj Dude awesome job today Yeah, thank you. Thank you.  No, I'm just kidding If you're struggling seriously, we're all laughing. I'm hilarious. Uh, if you're struggling Find confidence find confidence somewhere. Yeah, make somebody smile and help them out provide Consistent care yeah consistent caring content Derek Awesome job, brother. Thank you so much for being all we appreciate you being on Geo breakers every Wednesday two o'clock central standard time We'll see you on Friday and we really hope to see you at this thing. How about that? Yeah, nine days It's now about six days eight See you soon. Thanks. Yes


Good morning. I'm getting a COVID test right now. I just drove like an hour from home because there's a little bit of traffic to get a COVID test. This would be nice and fast.  I realized I didn't tell you that the reason why I'm doing this COVID test. So I booked a job. I self submitted on casting networks to a background job for a commercial. So I'm going to be one of three background actors in this commercial. So that's why I'm getting this COVID test. I'm negative. So I'm good to go for tomorrow. We're still on. I actually have an appointment right now, well not right now, about an hour away from where I am now to try on a brights mainstress. I wanted to buy it sooner to the wedding so that I can buy the size that I want. So now I'm going to just test it out, try on a dress and then see what size I should buy. I don't know I haven't made a decision if I should actually buy a smaller size or what because I've been exercising pretty much every day for the last month and a half. I just need to change my food and then I'll actually see some change but anyway I'll see you at a David's bridal. So apparently I'm a size 12 and the dress that the bride wants me to wear with like specific straps. There's one option that has pockets and one option that doesn't have pockets and I would prefer to have pockets but I feel like I would wear the spaghetti strap one again versus the other one it's just it's more formal and more brights mainy looking. So I'm gonna wait a little bit to order it. Size 12. 32 inch waist that's a size 12. Okay. So on set this day I actually only got used maybe a total of an hour and a half because I was one of the background actors and I was used in a couple of different shots and for the most part I was either talking to the crew hanging out working when they were not working of course. Working on a vlog I actually edited the last vlog I posted on this set and submitted to jobs and read a bunch but I was there all day long. Okay that's good. Oh my gosh where am I supposed to go? Mommy. I'm home it was a long day sometimes it's really exhausting to just hurry up and wait. Today the set was really chill beautiful views and now I'm home and it's Friday night considering going to the gym maybe I should just chill though. Good morning it's the next day. Yesterday while I was on set I got an email from the owner of a production company in the Bay Area and somebody referred them to me. I've only met her a couple of times. I know once I see her face I'm gonna be like oh yes yes. Anyways she recommended me to somebody who's working on some commercials in Spanish a native speaker so that was really cool. I sent them my clips from my youtube shorts and I was like hey here's a clip of my Spanish if you want that and then he's like great I'm going to show this to the client and then we'll require self-tape and he asked me if they needed to work through my agency which I would prefer that especially in a job that's this big just because they're going to be able to better negotiate the contract and make sure that's all good and that I'm not like exclusively saying like I'll only speak Spanish for you or whatever. So yeah that's really cool. It's Thursday and today I have a couple of auditions to film. I did I already do two voiceover yeah two voiceover auditions earlier this week but today I feel so funny. Today we're gonna film two self-tape auditions and then let's see what else happens. Oh I do have something exciting so now I am on check avail yay which if you don't know what that means it means that they're checking your availability check avail so they're asking you to block off those dates not book anything else on those dates because it's very likely that they're going to hire me so that's going to be in the middle of March so yay and they wanted to do a callback with me on Tuesday morning so I'll be doing that next week but for today I have an audition for a ucg user generated content the only description that they gave for this one was talk about uh like struggles you have when purchasing clothes which is why I'm in my closet today because I'm going I'm going to set up the shot a little bit better because I don't like this I'm going to shoot that in here they didn't say if they wanted it vertical or horizontal but in the past since it is a lot of social commercials they usually wanted uh vertical so that's how I'm going to do it and then the second audition is for my agency the commercial audition where I mostly have to do actions and that one's a little different because they do want photos of me doing different expressions let me stop talking so much and just film these auditions because you should have seen me 10 minutes ago I was almost asleep and I put some music on and I was dancing around to some Britney to some music in Spanish and some techno getting this energy word is right now because it was not here 10 minutes ago okay let's flip this camera so we can shoot the user generated content audition first I think that's a cute shot the lighting is a little off so literally it says discuss your pain points when buying clothing okay I shot a few different ones I shot four different um videos for that and I think at least one of them is good they didn't put a time limit either so some of the ones I filmed were 45 seconds ones were like oh no no no but now let's transition over here and film the other audition that my agency sent me um this one involves a lot of photos leading and then I'm going to move over to the kitchen because the action that they want me to do is peeling potatoes or carrots so that's going to be after I think I'm just going to do all of the things that I need to do in here first and then I'm going to move over there and then I'll be done oh yeah I need to choose something to wear okay so this one is a mom that does yoga and is doing something in the kitchen I do want to just do like a jean jacket or a jean shirt this one shows my bra not this one I don't think I should do yoga in this because it's just gonna it's gonna show my belly yoga pants for this one I think are okay since I'm actually going to be doing yoga but not this crop top I'm putting this back on because I feel like yoga if you do yoga you probably have some kind of fitness tracker maybe a darker legging and like a shirt I would wear to the gym just like a gray does someone have a stain ah would this be weird I think this is okay actually yeah this is cute so this and some tennis shoes but wait is it gonna look crazy with this blue I don't think so oh my god is this too many colors I don't I don't know I don't think so I think it's okay so for my slate I need to say my name height show my hands and then talk about what experience level I have for yoga and since I'm going to do yoga I'm wondering I should just do a ponytail now so that I'm not switching up what I'm looking like too much and I'll just do the entire audition including my slate with a ponytail because if I do yoga with my hair down my hair is gonna get everywhere it's just gonna be super messy and awkward so my nails are okay I haven't done my nails nail polish like I usually do since like December because I broke one super super low and it's finally starting to grow out so I'm almost gonna be able to do it but my nail broke so low anyway nobody cares okay now I need to take a few photos close up smiling close up excited close up oh no expression um full body shot I need my tennis I need to cut the paper because I ripped it last week you know what to do for the shot I decided I don't need a counter I've got a potato and the healer I'm just gonna do a year and pretend there's a counter this is the size of potatoes I have right now and the instructions it says please do not actually hurt yourself and I just peeled a little bit of my fingernail okay I think we got the carrot shot carrot shot carrot shot it looks like I'm making chicken noodle soup or casserole or what is that called chicken pot pie or something hmm I have to say this is one of the most more challenging auditions as far as like the different kinds of shots that they want us to get because they're asking for a lot of different um framings let's see let's see how this turns out I don't know it's like a lot of I think it's fine it's fine I shouldn't be too worried I'm showing them my body movements my facial expressions which I think is the most important part let's go ahead at this thank you so much for watching this vlog that's it at the end of the video I feature mother channel this is today's feature if you would like to be featured on my next video make sure that you're subscribed like this video and leave me a comment


Mangalos Award was initiated in 2002 by Center for Contemporary Art from Belgrade and Fund for Civil Society from New York as a part of the project for young visual artists award with the idea to establish a award that will be on the yearly level, you know, support for the younger artists, you know, to go to America to visit one of the one of the biggest art centers like like New York and also the opportunities for the young artists to meet their colleagues, our professionals, and to see all these, you know, institutions. In up to 2006 it was like a award organized by Center for Contemporary Art from Belgrade and from 2006 Context Gallery and Artistic Group Desert take a part in organization for that award and now for 2011 Raymond Gallery will take part also in organizing this, we have to say, really important and the most important award for the young artists here. As a part of the award few years ago, organizers established some kind of financial support for the for the new artistic production. Actually the suppliers besides their portfolios giving suggestion proposal actually for the new new productions for their for their work and what we can see at this moment in the Raymond Gallery that is the winners for that part of the award from 2008-2009 and there is a five artists, let's say three girls and two guys from one side there is a Paul Amour artist living at this moment in in Germany and her main practice is photography but at this exhibition she presents herself with some video piece actually it's a footage you know and in this footage she is trying to you know to clarify some 19th century study about normality of woman position in a society on the other side is a video piece of Maria Georgievich this piece is actually home musical and this piece she dedicated to her to her mother on the other side on the wall we can see the the work of Andrea Palašti artist young artist from Novi Sad she spent some times in Albania for some residence and there she took the photos of the shutters you know from the ex socialist time in in Albania in the corner of the gallery we can see also wall installation of Franco Trava younger artists with a very strong statements sentences you know and with some photos and drawings etc. clarifying his position as as an artist as an individual in contemporary Serbian society and also in the lobby of the gallery we have a piece of Danilo Perniat a younger artist and he also produced some kind of booklet it's actually the transcript of the lecturing you know that he gave because of his proposal for the mangelos award and that work dealing with non-possibility for him or for everyone from here you know to do some kind of acquisition of young Albanian artist from Kosovo so he's dealing much more with the actual political situation economical political situation in Serbia they mainly do site-specific interventions in public space they often very ephemeral work that exists only during the time of either work itself or the exhibition so it's often performative or sculpture interventions sometimes participatory I think this is quite one of the crucial things that mangelos offers and that is discovering new artists that either I don't have an opportunity to exhibit somewhere else or don't belong to this mainstream artist group that exists here