Welcome to class, everyone. Praise the Lord and thank you, Jeffina, John Paul for joining class. Okay, maybe lost the connection. Thank you for joining class. Also, I'd like to welcome our e-learning students who will join this class later on or listen to these lectures later on. Thank you all. This morning, we will begin our study of Romans chapter 10. So before we do that, can one of you please lead us in prayer, please? Anyone? Anyone can lead us in prayer? No, it's great. God, we want to thank you for this morning that you have given us. God, we come before your presence and ask our God this morning that you would speak to us and help us to understand from your word. Unite our hearts together. God, that you would be able to understand your word with its power, with its fullness of God and be able to apply in our lives and help us to be channels of your blessing to be around us as we go. Thank you for this time. In Jesus' name we pray. Amen. Thank you, John Paul. So we'll begin our study of Romans chapter 10. Can one of you please lead Romans 10 verses 1 through 2 verse 5, please? Romans 10 verses 1 to 5. Anyone would like to read? Romans chapter 10 verses 1 to 5. Brethren, my heart's desire and prayer to God for Israel is that they may be saved, for I bear them witness that they have a zeal for God, but not according to knowledge. For they being ignorant of God's righteousness and seeking to establish their own righteousness have not submitted to the righteousness of God. For Christ is the end of the law for righteousness to everyone who believes. For Moses writes about the righteousness which is of the law. The man who does those things shall live by them. Amen. Thank you, Japhina. So here we see that Paul begins this chapter 10 the same way that he begins chapter 9. So he repeats what he has basically said in the beginning of chapter 9. What he really wants in his heart or what his heart's desire is that Jewish people be saved. Now Paul was a very staunch Jew and he had come to faith in Christ and we know that he encountered Christ in a very powerful way, which brought about a powerful or a significant transformation in his life. And now he's desiring the same thing for the rest of the Jewish people that they too will have an encounter with this living God and also will have a significant transformation in their life. So that is his desire. That is his deep down longing and desire. What's two he says, for I bear them witness that they have a zeal for God, but not according to knowledge. So he's saying that Jewish people are very zealous for God, but the saddest thing is that they don't have the right knowledge because they're so blinded by the truth that eyes have not been opened to the truth that is in Jesus Christ. So their eyes have not been opened to the truth and they don't want to be open, their eyes to be open to the truth and they're blinded to the truth. Verse 3, For they be ignorant of God's righteousness and seeking to establish their own righteousness have not submitted to the righteousness of God. So he's saying they're ignorant about how to receive God's righteousness. They're going about and trying to establish their own righteousness by keeping the law and they haven't received a revelation of how they can receive righteousness through Jesus Christ. Verse 4, For Christ is the end of the law for righteousness to everyone who believes. So Paul is saying that Christ is the end of the law, which means all of the law was given for one reason to bring us to Christ, to lead us to Christ. So how does the law that was given lead us to Christ because people knew that they could not keep the law? There was no way they were competent enough or they were struggling to keep the law. They just couldn't keep the law and they knew that they needed someone to help them to keep the law. So everything in the Old Testament, whether it was the sacrifices, whether it's the laws, whether it was the rituals, everything was actually like a type and a shadow. It was pointing out to Jesus Christ who would come and in him, all of the law, all of the sacrifices, all of the sacrifices in the temple, the rituals, everything, everything would have sense, meaning and purpose. Through the work and the life of the person and the work of Jesus Christ. So all of the law is speaking of one person which is Jesus Christ and all of the law is fulfilled and met in one person and that is Jesus Christ. So it is through him that it is only through Christ that righteousness is possible for everyone. And without Christ, no one can be made righteous. Verse 5, for Moses writes about the righteousness which is of the law, the man who does those things shall live by them. So Moses said, if you want righteousness by the law, you have to live by the law. And this was very difficult because if you end up breaking at least one of the many laws, it's like you've broken the whole law. So if you break one law, you have broken the whole law. So the option of getting righteousness by keeping the law is not available. So the only way of receiving righteousness is through Christ Jesus. But you know the Jews are not willing to see that or receive that. Now if a person fix onwards, Paul goes on to talk about righteousness by faith. And he says, people who receive righteousness by faith, how do they live? So that is what he goes on to talk in verses 6 onwards. So can somebody please read verses 6 to verse 13 please? Anyone can read verses 6 to verse 13. But the righteousness of faith speaks in this way. Do not say in your heart who will ascend to heaven. That is to bring Christ down from above or who will ascend to the abyss. That is to bring Christ up from the dead. But what does it say?  That is the word of faith which we preach.  That God has raised him from the dead, you will be saved. For with the heart one believes under righteousness and with mouth confession is made unto salvation. For the scripture says, whoever believes on him will not be put to shame. For there is no distinction between Jew and Greek. For the same Lord over all is rich to all who call upon him. For whoever calls on the name of the Lord shall be saved. Amen. Thank you John Paul. So verse 6 of Romans chapter 10 says, by the righteousness of faith speaks in this way. Do not say in your heart who will ascend into heaven. That is to bring Christ down from above. And verse 7 or who will descend into the abyss. That is to bring Christ up from the dead. So it says those who receive righteousness by faith speak this way. So Paul is saying, how do they speak? And he is quoting from Deutronomy chapter 30 verses 12 to 14. So if you read from verse 11 onwards it says, for this commandment which I command you today is not too mysterious for you nor is it far off. It's not in heaven that you should say who will ascend into heaven for us and bring it to us that we may hear it and do it. Nor is it beyond the sea that you should say who will go over the sea for us and bring it to us that we may hear it and do it. But the word is very near you in your mouth and in your heart that you may do it. So here Moses is speaking to the people of Israel. And Moses is telling the people the commandment and the law is not mysterious. It's not as mysterious as how heaven is mysterious to us or to see how it is mysterious that you cannot understand. But he is saying it's close to you.  And verse 8, but what does it say? The word is near you in your mouth and your heart that is the word of faith which we reach. Now if you look at what Moses says, he says in Deuteronomy chapter 30 verse 11 which I read, he says, for this commandment which I command you today is not mysterious for you nor is it far off. So what Moses is saying is he's talking about the commandment or the law. But Paul instead of saying commandment or law, he says the word. And he says the word of faith which we preach, the word of faith which Paul is preaching, he says the word is near you. So you need to notice the difference. Paul is talking about the word and Moses is talking about the, he's not using commandment but he is using the word which he preaches unlike Moses saying commandment or the law. So he's replacing commandment with Christ because he has just mentioned to us in the preceding verses that Christ is the end of the law. Christ is the end of the law in verse 4. So he says for Christ is the end of the law for righteousness to everyone who believes. So in that context he's replacing commandment with Christ and he's replacing the commandment with the law or law with Jesus Christ. So what is Paul really trying to say here? He's saying the way God wants us to live hasn't changed. He wants us to keep his word in our heart and in our mouth. Why does he want us to keep it in our heart and in our mouth? What happens if God's word is in our heart and mouth? What happens if God's word is in our heart and mouth? We will do it, right? That's why Jesus says, God says in the Old Testament, I will remove your heart of stone, give you a heart of flesh. I will write my laws upon your hearts and minds and I will put my Holy Spirit and He will help you to do everything written in the, you know, to follow Him or to obey His commandments. Okay. So what is the need to keep God's word in our heart and mouth? When it's in our heart and the mouth, we're constantly doing what His word requires of us. So what has changed is the word that we keep. Okay. So what has changed is the word that we keep. In the Old Testament, it is the law and in the New Testament is the message of Jesus Christ. It's the word of faith that we reach. Very interesting here. Okay. So Paul is saying that, you know, God wants us to keep His word and mouth in our heart in order to do it. And the way God wants us to do it hasn't changed, but only what has changed is the word that we keep. In the Old Testament, it is the law and the New Testament is the message of Jesus Christ, the word of faith which we preach. Okay. So the word of Christ, the word of faith, the teaching of Jesus is basically who Jesus is, what He has done and what He has made available to us. So what is the word? It's basically teaching of who Jesus is, what He has done and what He has made available. And Paul is saying Christ is not far away or deep down, but He's right near you. Okay. What is right near you? He says it's the word of faith and the message of Jesus Christ. So who is Christ? What He has done, what He has made available for you. That is the message. That is the word that we keep in our heart and in our mouth. And then He explains to us something in verses 9 and verse 10, something which He's not mentioned in Deutronomy, which I read Deutronomy chapter 30 verses 11 to 14. He basically, Paul is explaining here in verses 9 and 10, which is not mentioned in Deutronomy. He explains the dynamics of how this works. He's saying that he's talking about the inner details of keeping the word in our heart, in our mouth. And how does it work? In verse 9, he says, you know, if we confess with our mouth. Look again, he's saying not the commandment or the law, but he says we confess with our mouth that the Lord Jesus Christ and believe in our heart that God has raised him up from the dead. You will be saved. So if we believe who this Christ is and what He has done, you know, and what He has purchased for us, what we have, He's made available for us, you know, then He says we will experience salvation. Verse 10, for with the heart one believes unto righteousness and with the mouth confession is made unto salvation. So verse 10 says, for with the heart one believes with righteousness. So what does God want us to keep? Why does God want us to keep His word in our heart? It's because we believe in our heart. You believe that word. You believe who Christ is. You believe what He has done. You believe His message and you believe in your heart. So when you believe in your heart, it puts you in a right place. It puts you in a right standing with God. You're in a position where you're rightly positioned in Christ.  So it says with the heart man believes resulting in righteousness and with the mouth confession is made which results in salvation. So those who receive righteousness by faith, we should speak like this. You know, we believe in our heart and we speak in our mouth. We speak in our mouth who Jesus is, what He has done, which is the message of Christ, the word of faith, which Paul says we have been speaking and preaching about this. He says we do not speak as though Christ is far away in heaven and dead and deep down in the earth. But he says the message is right there. It's in your heart and in your mouth. And when the confession, this confession is not about saying it once. Like, you know, God tells Moses in Deuteronomy is not just say it once and then forget it. It is not a one-time confession, but it's a way of life. It is believing and confessing, believing and confessing. It's believing who Jesus is, what He has done. It is confessing who Jesus is, what He has done, what He has purchased for us, made available for us. And it's a way of life. It's a lifestyle that we live. We are continually believing in our heart, confessing in our mouth what Jesus has accomplished in our lives through His death, burial, resurrection, ascension, and Him being seated at the right hand of the Father. Now, what does this mean for us? What does it mean to us? That those who have received righteousness by faith, they always speak the word of faith. They always speak the message of who Jesus is and what He has done. So, it's time for us to examine what we are speaking from our mouth. It's time to examine what we are believing in our heart. Are we speaking words of faith? Are we speaking what Jesus has done for us, who He is to us, what He has done for us, what He has accomplished for us, what He has made available for us? And when we believe in our heart and when we speak or confess with our mouth, where actually what we are doing is we are putting ourselves in the right place, the right standing, where we can experience who Christ is. Now, the word confession in Greek means to say the same thing. Confessing means saying the same thing over and over again. Which means we speak in agreement with who God is, who Jesus is, what He has done, what He has made available for us. What He has done for us on the cross through His death, burial, resurrection. So, I'm saying the same thing and I'm not saying anything contrary to who He is and what He has done. Jesus in Matthew chapter 10 verse 32 says, If you confess me before men, I will confess you before my Father in heaven.  So, if we confess who Christ is to us, then the Father will declare us. Or if we say who Christ is to us, then Jesus will declare this to us that He is our healer. He is our deliverer. He is our sustainer. He is the one who provides for us. So, Paul is saying that this word of faith or this message of Jesus Christ, what he did through his death, burial and resurrection has to reach all people. Everyone needs to know about this. And he says anyone and everyone can have access to this. And he says anyone and everyone who hears this message and who calls in the name of Jesus will be saved and God will respond to all of them. So, that is what he states in verses 6 onwards. 6 to verse 13. Any questions so far? Any questions? Okay, verse 11 he says, For the scripture says whoever believes on Him will not be put to shame. So, who is the one who believes? Verse 12 he says both Jews and Greeks. Jews who think they are chosen people and Gentiles who they think will not be part of the Messianic banquet, will not be part of the kingdom of God. But he says everyone who believes will be saved. And he says whoever calls, whether Jews or Gentiles who call in the name of the Lord will be saved and they will not be put to shame. Okay, so that is to verse 13. Verses 14 to 21, Paul, you know, he shares about, he motivates us that the message of Jesus Christ has to go out to each and every one. So, that is what we will look at in verses 14 to 21. So, can somebody please read verse 14 to 21 please. Verse 14, how then shall they call on Him in whom they have not believed? And how shall they believe in Him of whom they have not heard? And how shall they hear without a preacher? And how shall they preach unless they are sent? As it is written, how beautiful are the feet of those who preach the gospel of peace, who bring glad tidings of good things. But they have not, but they have not all obeyed the gospel for Isaiah says, Lord, who has believed our report. So then faith comes by hearing and hearing by the word of God. Yes, go ahead till verse 21 Rosalind please. But I say have they not heard? Yes, indeed, their sound has gone out to all the earth and their words to the ends of the world. I say, did Israel not know? First Moses says, I will provoke you to jealousy by those who are not a nation.  But Isaiah is very bold and says, I was found by those who did not seek me. I was made manifest to those who did not ask for me. But to Israel, he says all day long, I have stretched out my hands to a disobedient and contrary people. Thank you, Rosalind. So he says, you know, Paul is basically saying, you know, how can anyone believe if they haven't heard the gospel? Yes, all those who call on the name of Jesus Christ will be saved. That is what he, you know, he ends off in verses 13 says whoever calls the name of the Lord will be saved. But he goes on to say, hey, how can people believe, you know, or how can they confess with their mouth if they haven't heard? And how can they hear without somebody going and reaching the word? And how can the person preach unless he has been sent? So somebody has to send them out. So verses 14 and 15 are like classic texts to encourage people for mission. In verse 15, Paul is quoting from Isaiah chapter 52 verse 7. And verse 16, Paul is quoting from Isaiah chapter 53 verse 1. And from Isaiah, he says how beautiful he quotes and he says how beautiful are the feet of those who preach the gospel of peace who bring glad tidings of good things. So says not everyone believed when, you know, when the preacher was sent and when people heard, but Isaiah himself says, Lord, who has believed our report. So Paul is saying that, you know, even as we go and preach and teach, there will be people, not everyone who would, you know, receive the preacher will listen because Isaiah himself prophesies and says, you know, who has believed our report. So not everyone will believe, but that does not mean that we don't go and preach and teach, but we need to do our responsibility. We need to preach the gospel because faith comes by hearing and hearing by the word of God. And then he asks, you know, two rhetorical questions in verses 18 and 19 concerning Israel, like he has done in the past. He says, haven't they not heard? So he's saying, yes, they have heard the good news, right? The good news of the gospel has been preached to them. Did Israel not know? Yes, you know, Israel did not know, but they have heard the gospel. So in verses 18 and 19 and 20 and 21, he's quoting from the Old Testament verse 18, he says, Psalm 19 verse 4. And in verse 19, he's quoting Deuteronomy chapter 32 verse 21. And in verses 22 and 21, he's quoting from Isaiah chapter 65 verses 1 and 2. So verses 19 and 20 Paul sets up the stage for what is basically coming up in chapter 11, that God has taken the message out to the Gentiles. You know, why is he taking it out to the Gentiles? One thing, one reason is to provoke the Jews or to wake up the Jews to the truth. The truth was given to the Jews, but, you know, they refused it, they rejected it. And then the truth was taken to the Gentiles. And now God is using the Gentiles to awaken the Jews to this truth. Okay. So first Moses says, I will provoke you to jealousy by those who are not a nation.  Okay. So God is saying I will use the Gentiles to stir up the Jews towards God to provoke them, means to awaken them. And verse 20, he quotes from Isaiah. He says, I was found by those who do not seek me. I was made manifest to those who do not ask for me. Okay. So the gospel was preached and it has gone out to the Gentiles. It's something that God had already spoken and prophesied through the prophets. He spoke ahead of time. Part of what he's doing is through the Gentiles is he is, when the gospel is being preached to Gentiles, the Gentiles are part of the church. They're part of the kingdom of God. It's, sorry, it's awakening the Jews to know who Christ is. Okay. Verse 21. But to Israeli says all day long, I have stretched out my hands to a disobedient and contrary people. So he's again saying that, you know, even though the Jews were given the truth, the gospel is preached to them. They're being disobedient and stubborn and hard to listen to the message of Christ. So, so this is something that he is setting us up for something that he is going to reveal to us that he is going to talk about. In chapter 11. Okay. So that was chapter 10 for us. Anyone has any questions? Because in chapter 11, he is going on to talk about God's plan for Israel. He's going to share God's plan for sharing the gospel to the Gentiles is to awaken the Jews up, stir up their hearts towards the truth. And, you know, so he's basically in chapter 11 is going on. Paul is going on to talk about God's plan for the Israelites. Okay. Any questions? Okay. There are no questions. We have about 20 minutes. We'll begin chapter 11. Okay. So again, we begin reading chapter 11, please. Very interesting chapter. Okay. There are basically, I think 36 verses, right? In chapter 11. Okay. So if all of you can read about 8, 8 verses. Each please in chapter 11. And then we will study chapter 11. I say then has God cast away his people. Certainly not. For I also am an Israelite of the seed of Abraham of the tribe of Benjamin.  Or do you not know what the scripture says of Elijah? How he pleads with God against Israel saying, Lord, they have killed your prophets and toned down your altars. And I alone am left and they seek my life. But what does the divine response say to him? I have reserved for myself 7,000 men who have not bowed the knee to bow. Even so then at this present time, there is a remnant according to the election of grace. And if by grace, then it is no longer of works. Otherwise grace is no longer grace. But if it is of works, it is no longer grace. Otherwise work is no longer work. What then? Israel has not obtained what it seeks, but the elect have obtained it and the rest were blinded just as it is written. God has given them a spirit of stupor. Eyes that they should not see and ears that they should not hear to this very day. Amen. Thank you, Rosalind. Can somebody else continue reading please? And David says that they will become a snare and a trap, a stumbling block and recompense to them. Let their eyes be darkened so that they do not see and bow down their back always. I said then have the stumbling block that they should fall, certainly not. But through their fault to provoke them to jealousy, salvation has come to Gentiles. Now if their fault is riches for the world and their failures riches for the Gentiles, how much more their fullness. For I speak to you, Gentile, in as much as I am an apostle to the Gentiles, I magnify my ministry. If by any means I provoke to jealousy those who are my flesh and save some of them. For if they're being cast away is the reconciling of the world that will their acceptance be but life from the dead. Amen. Thank you, Zalutoli. Anyone else can continue reading please? For if the first ball, the first fruit is holy, the lamp is also holy. And if the root is holy, so are the branches. And if some of the branches are broken off and you being a wild olive tree were grafted in among them and with them became a pateka of the root and the fatness of the olive tree. Do not boost against the branches but if you do boost remember that you do not support the root but the root supports you. You will say then branches were broken off that I might be grafted in. Well said, because of unbelief they were broken off and you stand by faith. Do not be hasty but fear. For if God did not spare the natural branches, he may not spare you either. Therefore, consider the goodness and the serenity of God on those who fail. Serenity but towards you goodness. If you continue in his goodness, if you continue in his goodness. Otherwise you will be cut off and they also if they did not continue in unbelief they will. In unbelief will be grafted in for God is able to graft them in again. If for if you were cut out of the olive tree which is wild by nature and we are grafted contrary to nature into a cultivated olive tree. How much more will these who were natural branches be grafted into their own olive tree. Amen. Thank you. Can somebody continue reading from verse 25 please. Maybe 25 till the end of the chapter 36. Anyone would like to read from verses 25 to 36. For I do not desire rather than that you should be ignorant of this mystery. Let you should be wise in your own opinion that blindness in part has happened to Israel until the fullness of the Gentiles has come in. And so all Israel will be saved as it is written. The deliverer will come out of Zion and he will turn away on goodness from Jacob. But this is my covenant with them. When I take away their sins concerning the gospel they are enemies for your sake but concerning the election they are beloved for the sake of the fathers. The gifts and the calling of God are irrevocable for as you were once disobedient to God yet have now obtained mercy through their disobedience. Even so these also have now been disobedient that through the mercy shown you they also may obtain mercy for God has committed them all to disobedience that he might have mercy on all. Oh the depth of the riches both on the wisdom and knowledge of God how unsearchable are his judgments and his ways past finding out. For who has known the mind of the Lord or who has become his counselor or who has first given to him and it shall repeat to him. For of him and through him and to him are all things to whom the glory forever am I. Let me have muted. Let me have muted I think. It's muted pastor I can't hear you. I can't hear you. Okay. Thank you everyone for reading and the whole of chapter 11. So we see that in chapter 11 you know Paul is basically talking about continue to talk about God's plan for Israel and what he has begun talking in chapter 9. In chapter 10 now he's building on in chapter 11 basically talking about you know how the Jews were considered to be the chosen people they had the laws they were given the laws of covenants. They had the forefathers you know it was to them that God had given everything they were the priests they had the priests they had the covenants everything and now you know it's the church. So where is the Israelites or where is the Jewish nation the people of has God forgotten the Jews. So you know chapters 9, 10 and 11 is kind of a detail from what he has been talking previously about sin righteousness justification in chapters 1 right after chapter 8 and how beautifully in chapter 8. He talks about you know that we are able to overcome the power of sin through the power of the Holy Spirit. So these three chapters chapter 9, 10, 11 Paul does not talk about this in such depth in such detail anywhere of his epistles very important chapters very unique chapters compared to anything else that he has written in any of his other episodes. He has been building up in chapter 9 and 10 he's now building up talking again in chapter 11. So he's basically here in this chapter he's repeating to us God's plan for Israel and he's showing us how God's plan for sharing the gospel to the Gentiles is going to awaken the Jews. So verses 1 to 6 which we read he begins this part of this letter with another question he says has God cast away his people. Now why does Paul say cast them away or why does he say that has God cast away his people because the Jews have rejected the gospel. Okay, so because the Jews have rejected the gospel the gospel or the salvation gospel message is now taken to the Gentiles and God's chosen people are not the Jews now it's a church. And so Paul says you know has God cast away his people and the answer is you know he gives the answer certainly not God has not rejected the Jews. And then he goes on to say that you know reminds the people that hey I myself I'm a Jew and you know I'm from the tribe of Benjamin. I'm an example that God has not cast away his people.   My grace to faith and I hear I am as an example and then he also quotes from the Old Testament. Now we see that Paul is continually quoting from Old Testament because he knows that his audience whom he's writing to are the Jews and the Jews are well versed with the Old Testament. So he's you know bringing about a lot of Old Testament scripture and also we know that he's quoting Old Testament scripture because you know Paul is a very learned man well trained man in the Torah. You know he studied under great teachers and one among them was Malil. So he quotes various Old Testament scriptures and also quoting because he has to prove from Old Testament what he's saying is something that is you know authoritative something that is right. So he says he's quoting from first Kings chapter 19 about Elijah here and Elijah had this great victory at Mount Carmel. You know where God sends some fire and he burns up not only the wood and the animal but you know the stones and the mud you know we know that stones and mud cannot be burned by fire but everything is you know literally burned by fire so to say and after this victory at Carmel you know Jezebel hears that so many of the Baal followers were killed by those who were on the side of Elijah and then he sends a message to Elijah that she will kill him and we see that Elijah begins running for his life.  And then we see that angel of angel ministers to him and feeds him and he hides in the cave and God asks him when he's hiding in the cave hey Elijah what are you doing here in this cave.  So he thinks he's the only one left and so he's trying to save his life you know and what does God tell him what does God tell him how many people has he saved you know he says I'm the only one left but he's God says I have saved a remnant of 7000 men who have not bowed down to Baal again. So in the same way today no Paul is bringing out this example he's saying even though there is a widespread rejection among the Jews they reject the gospel of Jesus Christ. And there's a widespread rejection of the gospel among the Jews even today yet you know among them God has a people has a remnant of people who are the Jews who have said yes to the gospel. And so Paul is saying hey I'm one of them I'm one of them who has said yes to the gospel okay. So what's fine he says even so then at this present time there's a remnant according to the election of grace. So he's paul I think there are people who are elected by grace now this word elect select chosen beforehand you know has come up again. So the word election or selection must be again understood or interpreted as we have interpreted and understood in chapter 9. And what we said there in chapter 9 that God's selection or his election is not a partial selection of people it's not selecting some and you know eliminating others it's not discrimination of a few. But you know like we studied in chapter 10 you know all are called the gospel message is sent to all but it's only those who believe who confess with their mouth believe in their heart that Jesus is Lord will be saved. And it's those who believe are the ones who are called and those who are called will be justified and those are justified will see the glory of God like we studied in chapter 9 and chapter 10. Okay so all who are called who say yes or will receive this call are the selected. It's not that God has already chosen beforehand or selected beforehand some to be vessels of fraud some to be vessels of righteousness. Those who choose him will be vessels of righteousness those who reject him will face consequences but we studied in chapter 10 that God is patient and long suffering not wanting anyone to not wanting anyone to perish. Okay so all are called but there are you know not all who say yes or not all who receive the call but those who receive the call are the called chosen and they're selected. So he's already told us about that all who believe and confess with the mouth will receive salvation and they will become the select they will be elect and they are the chosen ones or the ones who are called by Jesus Christ. So Paul says those who embrace Christ they receive salvation by grace and they did not get it by works they're chosen by grace and not by works. And so all those who the remnant of Jews who have said yes to the to the gospel and Paul being one of them he's saying we have said yes to his grace. Okay so it was just one to six Paul is saying God is not given up on Israel. On a large scale yes the Jews have rejected the gospel yet God has not given up on them and that among those who have said yes to the grace of God and Paul says I am one of them and there are others as well. Okay so we just have two more minutes anyone has any questions. Now we will not begin studying versus seven onwards but any questions so far. Any questions. No ma. No okay okay so if there are no questions then we'll end class like I said I like to repeat. I'll release the assessment second assessment chapters five to chapter eight five six seven eight again on the 25th I'll release it by 6pm IST and you can submit it on 27th that is October 27 which is a Friday. So how Paul of you are okay with that. Right. Okay. Okay thank you Rosalind. Thank you all for joining class have a blessed day and a blessed week ahead I'll see you on Friday. Thank you everyone.


Hey everybody, Matt here for late in sports cards up in 2022. Top's pristine baseball case 24. Pick your teams. We have Anton H. Twins, Chad C. Mariners, Chris S. Pirates, Connor C. Braves, Cooper B. Debacks, Daniel D. Phillies, Dave A. Guardians, Dave H. Rockies, Dean E. Cubs, Dwayne R. Nationals, Edgar B. Astros, Eric D. Rangers, Hunter S. Dodgers, Jacob S. White Sox, James E. Cardinals, Joe R. Cardinals, Kenzo O. Red Sox and A's Kyle G. Tigers, Matthew S. Rays, Michael M. Reds, Mike W. Padres, Nick S. Yankees, Paul Z. Metz and Ryan S. Orioles. Oh, I'm sorry and Shane couple missing here. Shane W. Royals and Timothy B. Giants. Sorry about that. He has the Giants and Blue Jays. Okay, couple extra columns they're throwing me off. All right, let's do it. Good luck. We need some help with Prison Basketball, guys. We are at 10 spots left last I checked. Yep, still at 10 to go on that first Prison Basketball break. All the packs here. So like some it goes like box by box how difficult. They're like melded together. Yeah, I lost my coordination and I had like pretty good flow going last time. This is our last baseball break. We'll move into Prison Basketball. Three different six bucks. Pick your team style breaks for Prison Basketball. That's all the basketball we have tonight. We'll get into football. We have a couple Chronicles, a couple Contenders Optics and in-teens football and some Flawless. Two of them. All right, here we go. Hoyt Park, Rookie Gold Austin Meadows, Purple Tony Gwynn, Purple O'Neill Cruz, Rookie and Philly's Jersey Auto, Aaron Noah, you go Philly Bieber, it is Gold Key Brian Hayes. Do I see a nice one on top there? Yeah, the big one. Yeah, they're brutal Eric. These packs. Yeah, restream shop again. You Darvish? Which teams do we have left for Prism? Yeah. Babe Ruth? The Hawks, Celtics, Hornets, Mavericks, Warriors, Lakers, Heat, Timberwolves, Magic and Raptors. All right, so we have some good spots still available. Prism basketball there, Sosa. All right guys, look at this one. Mariners, Red, Ichiro, very nice, congrats, Seattle. That is two of five. Very nice card, Seattle, congrats. That's Gold, Jose Ramirez, base Ryan McMahon, Blue, Andrew Benintendi to 75, White Sox, Rookie Auto, Gavin Sheets and A's Auto, Miguel Tejada. That's to 99. Next box. Check it. Guys, we need to fill up those Prism football breaks. Keep the night rolling. Still tend to go on that next one. Must have got pretty lucky with that last box because they didn't have packs stuck together like this. Not nearly as much anyway. So we have Prism football. A few left in, I'm sorry, Prism basketball. A few left in Contender's Optics football and then some spots left in NT and Flawless football. Let's fill the rest of these breaks up. Jeter, Flavor Torres, Orange to 25, Byron Buxton, Purple to 99. That is Braves. Jersey Auto, Andrew Jones. Nice one, Atlanta. Tatees, Freddie Freeman, Rosarena, Clemente, maybe there's Aaron Judge. Sam's Boy on top here. That's Pedalanzo. Gold, 50. We have Base, Ron Santo, Ryan Mountcastle, Blue to 75, Hideki Matsui, Mariners, Rookie Auto, Cal Rally, and Royals. Last team sold. That is Gold. Popular demand, Auto to 50. Bo Jackson, nice one, KC. There you go, Shane. Nice hit, Shane. Congrats. That is 8 of 50. 8 was his Jersey number, I think, Shlager's number. What's up, Shlager? What's up, J.M.? What's up, Tim? I'm Gold with a Corey Seeger. We've been in Shlager. Maddie Pie, Honey Buns. Been called worse. But we know it's a good deal. Let me cease one. Alright guys, we need to get those present basketball breaks filled up. Let's keep the night rolling. There's Alkaline, Gold, 50. Eddie Murray, purple to 99. And Red Sox, Jersey, Auto, Xander Bogarts. Nice one, Boston. Jose Abreu, Gold. McGee, Beltray, Kershaw, Poachette. Alright, encased cards from Box 3. There's Blue, Christian Yelich, 75, Brewers. There's 50. Xander Bogarts, Red Sox. And Rays, Rookie Base, Wander Franco. Nice. There you go, Tampa Bay. Nice, Wander. That's Angels, Rookie Auto. Reed, Detners. And Pirates, Auto, Orange to 25. Kibrian, Hayes. There you go, Pittsburgh. That is D-Bax, Red to 5. Red. Hunter, the way I understand it is the industry standard is a PSA or a BGS-8. So if there's manufacturer damage that would cause a card to be like, to likely grade below an 8, then they replace it or they will replace it. Yeah, it was an encased base card. This is Heaven, Schlager. I don't know that I'd probably go that far, but you know. How about, is this card Heaven? Sure. You know, right, Shane? Alright, let's see where we're at. Hopefully we have those prism basketball brakes moving. Nine to go, single digits now for our next break. Andy Paddock, Purple, Purple Paddock. This is Philly's, Giurziato Zach Wheeler.  There you go. Sam just dropped the link. Nine spots to go for prism basketball. Six blocks break, number 22. Picture team style. That is up next. Nine teams left. No. I felt this sense of comfort. I'm taking Jose Ramirez. Really? Cause I just want, I want to be different. Okay. Both different. Yeah, exactly. Restream's not connecting to YouTube. Yeah. Are we skill? I don't know why. Breaking Brad, everybody. You can pull up a pop out chat if you want. There we go. Red Sox, Orange, Kike Hernandez. Nice, Orange. Base. Mancada. And Flagrero Senior. Expose goes to the Nationals. This is A's Auto, Matt Olson. And Raze, Rookie Auto. Vidal Bruhan. Go Raze. This is D-Bax. Rookie base, Tyler Gilbert. All right. We're down to nine spots for prism basketball, number 22. Sixth box, number 22. Picture team style. Max Muncie. Oh, that was Max Muncie Purple. Johnny Bench Purple. Ozzie. This is Angels. Jersey Auto. Tori Hunter. Nice Tori. That's up, Jim. I'm great here, man. Might have to start getting back into break, Schlager. Yeah, I should. So nine to go on prism basketball. It is up next. Nine teams left. There's Shane Bieber. We have pox Celtics Hornets, Mavericks Warriors Lakers, T-Wolves Magic and Raptors. Good spot still available. Nice Harper. Brandon Marsh. Series two jumbo is. Series two jumbo? That's Marlins. Blute 75. Ivan Rodriguez. Marlins. This is Cubs. Gold 50. Kyle Hendricks. Yeah, thanks. Appreciate it. Florenzo Cain base. Red Sox. Pure Power Auto. Mo Van. Cool hit, Boston. Nice Mo. Gold to 50. Tony Perez. Nice legend autos in this box. And that is Rookie Nationals. Mason Thompson. Pink to 15. Here we go. As we need to fill up those prism basketball breaks. Nine to go on the next one. Or on the first one. We have 9, 11 and 15 teams left. Those breaks. We also have spots left for NT football and flawless football tonight. We have Wednesday night is Breaking Brad doing NT basketball. Release day breaks. Sam's going to be doing personal tonight. He is. Oh yeah. Probably full now. Close outside, yeah. Full ish. Close to full. Brad is ripping over on the gaming channel tonight. We need a monster here. Paul Goldschmidt. Paul Gold. Gold Goldie. There's Andrew Benintendi. Orange 25. And Purple Ozzy Albies. 99. Manuel Ramirez and Cardinals. Jersey Auto. Yadier Molina. Nice one, St. Louis. Yeah, Sam and I were talking about that card before going live. Harper. I feel like I don't see a lot of Yadier autos. I wasn't seeing him in anything else. Mariano. Grippy. Winker. Jackie. There's O'Neill Cruz Rookie. Ricky. Yachty. There's Astros. Yuli Gurriel. That Yuli looks like you got pinched in the mag there. We'll send you a box and empty wrapper. Astros. I don't like that in their seal. No fixing them without breaking the seal. That's U-Darvish. Garrett Cole. And nice one here, Giants. That is pink to 15. Willie Mays. Nice one, Giants. Twins, Auto, Max Kepler. 99. And White Sox. Pure Power Auto. Luis Robert. Nice hit, White Sox. Prism Basketball starts after this. Keep the night rolling. Let's get those spots filled. It's still 9 to go. It is the Hawks, Celtics, Hornets, Mabs, Warriors, Lakers, Timberwolves, Magic, and Raptors. There's some solid spots still available for Prism Basketball. There's Purple, Jazz Chisholm to 99. Marlins. And Gold. Rookie Emmanuel Rivera. That is Dodgers. Patch Auto. Will Smith. That is Orange to 25. Slice of a Star. 13 to 25. There we go. Maybe. Bray, it's weird that they put parallels in the hit. In the, like, in the open. It's like they don't put them into the eye. Yeah, that makes sense. Kershaw. There it is. Pedro. All right, we have Rangers. Pure Power Auto. Adolis Garcia. There you go, Texas. And Mariners. Auto. Jared Kalanick. That's from Seattle. There's Greg Maddox, Blue. The Braves. That's the 75. There's Basin Adversario. They are on sale. Raining teams are on sale. Just about done. There's just no, like, nothing's out of the ordinary at this point. There we go. That's Orange to 25. Sammy Sosa. Nice one, Cubs. Purple to 99. Paul Goldschmidt. This is Philly's. Jersey Auto. Scott Rowland. Nice hit, Philly. Frank Thomas. Kalanick. Nice mix of stars and legends in this product, too. I like that. There's Griffey. Big Mac. Frank Thomas. Yachty. The Shet. Freeman. All right, Last in Case cards. We have Blue. Eloy Jimenez. 75. Gold. Trevor Story. 50. Otto Jose Canseco. Eight to go now for Prison Basketball. And Blue. 75. Lorenzo Cain. That'll do it for the break. Let me recap. Start with the Relic Otto's. We have Philly's. Scott Rowland. Dodgers. Will Smith. Orange. Cardinals. Yachty or Molina. Angels. Tori Hunter. Philly's. Zach Wheeler. Red Sox. Xander Bogarts. Braves. Andrew Jones. Philly's. Aaron Nola. My jersey is hideous. And whose jersey do you wear? Pray Tell. That's Twins. Max Kepler. A's. Matt Olson. Pirates. Orange. Kibrian Hayes. Javante. Did you have to get a custom made to get a Javante Williams? That's Angels. Redetmers. Royals. Bo Jackson. Nice Bo. Mariners. Calrally. That's Ichiro. To Five. Nice red. What's up? Fan out. White Sox. Gavin Sheets. A's. Miguel Teada. It's Nationals. Josiah Gray. Jose Canseco. Mariners. Jared Kalanick. Rangers. Adolas Garcia. Spoke up. That's Red's. Gold. Tony Perez. Red Sox. Movan. Reyes. Vidal Bruhan. And White Sox. Luis Robert. That'll do it for the break. That'll do it for baseball. Basketball's coming up next. Thanks everybody.


And we've done a lot of work together at Octane, and we've worked together on internet applications, we've worked together on website stuff, but Chris is also a very accomplished presenter. He's good at communication, and he's good at conveying information in such a way that it engages the people that he's talking to. And, you know, I was talking earlier on the way in here about some people you communicate with and you tend to start to pull back a little bit. But others that you communicate with, they pull you in. And that's really where Chris is particularly strong. So I'm really happy to introduce Chris Van Dusen as we talk about the elevator. So thanks for coming today. Thank you very much for that intro, Matt, that was a great time. Now I have to make sure I don't let anyone down. So we're going to talk about the elevator pitch. A little bit about me. I'm Chris Van Dusen. I co-founded a company called Electricity that helps small businesses tell their stories better by utilizing new technology, right? How to show your story in the best manner. We wrapped it first around the iPad, but it's really any type of mobile technology. I'm also the director of Face Dev for Reach Media here in Orange County. And we work as an outsourced marketing firm for a lot of small media businesses. And lastly, I speak and write about tech startups and mobile integration and emerging technologies. So today what we're going to talk about, if you haven't been able to figure out, is the elevator pitch. And in my opinion, the elevator pitch is probably the most important thing you need. Either as an entrepreneur, as a financial planner, actually in anything you do, it really comes down to it's your value proposition. It's what you offer that no one else does. And see what's interesting is we're now living in this world of 140 characters. Social networking, Twitter. There's so much white noise out there. There's so much data that you can find. Well, where's your signal? Where's the thing that makes you different than anyone else? And that's what we're going to start to talk about. So let's figure out exactly where we're going to start. And that's the traditional meaning of an elevator pitch. Where it came from. Why, as we move forward, this isn't your grandfather's elevator pitch. This isn't 60 seconds of me costing you in an elevator. So we're going to figure that out. But there is some parts of that that we want to extract and we want to kind of build on. Again, we're going to look at what not to do. I can't tell you how many networking events there are. A cup of coffee, I get a Starbucks where I meet someone and say, what do you do?  It seems like such an easy question. What do you do? What makes you different? And a lot of people struggle to answer that. And so hopefully we're going to be able to figure out some different constructs. We're going to be able to figure out some different ways to put that value proposition, that pain statement, figure it out. So that's where, what it is and how to construct. So we're going to look at, I think it's a three different examples of how to construct a good succinct pitch. And then we're going to look at real life examples. Because quite frankly I can sit here for the next three hours and talk to you guys about how to construct it. But if you haven't seen examples, you can't put it in and extract really how to do this. But it's all for naught, right? So let's go into the brain of our guy. And let's look at what Wikipedia says is the traditional elevator pitch. And so in overview of a new business idea that an entrepreneur can explain to an investor the length of a chance ride shared by the two partners. Pretty easy, right? But let's be honest. This never happened. God! I've been in sales for 11 years. Tell me the last time, well actually let me say this, I'll tell you the last time I've had an elevator ride with someone, my CEO I wanted to get in with, with my core demographic. And it's pretty much never, right? Show of hands, anyone actually had an elevator ride where you went, all there he is. Let me do it. One. One? Okay. Well let's talk because I want to find out what elevator you're riding. We're the same clients and I'm going there. This never happened. Okay? What is it? It's a metaphor. It's a metaphor for what do I do if I have 10 seconds, 60 seconds, two minutes with my ideal client, my ideal demographic. Again, the CEO I want to get in with. Okay? I love that picture. Sorry. Really what it comes down to is that your value proposition. As I said earlier, what do I offer that's different from everyone else? What is it that, what's my special sauce, right? I don't know if you guys have heard that from, what makes me different? And that's what we want to focus on. Okay? And I put it in here that everyone needs a value proposition because I look around this room and I see that there are a lot of people that are younger than I am. I'm not that old. But that are younger than I am. And so for the majority of your lives, you've been able to say when someone says, what do you do? I'm a student. All right? I'm a student. And that's like, you're easy out. But what you're actually saying is, I'm a student, that's what defines me now. And usually then you evoke a question of, well, what are you majoring in? What school do you go to? What do you do? So that's important because that's really what we're trying to do here with our value proposition and with what we're trying to do to catch their attention. I'm a student and it evokes a question of, well, where do you go? What do you major in? Right? Same way. I'm a financial planner. I do this. Well, what do you do with it? So we're going to start talking to this.  Now I put these two headlines on because as we said, I'm a student, right? That's your headline. Just like these are itchy and fun, Badgeville did not earn a badge checking in at TwistUpAid or foodme.com. I'm hungry and want to deal now. Well, I want to read that now. What are you talking about? Explain it to anybody. I'm invoking a question. So you want to have your personal value statement, your personal value proposition as something that's headline and catches their interest. So as we move forward, remember that. Remember the headline. Something that grabs somebody's lapels and doesn't let go. So we're now standing in front of our ideal client. How do we make him not say Zoinks, right? Zoinks scoop. Like I'm running away. I'm falling asleep. I don't want to. How do we do that? Well, let's first figure out what not to do. So I put this little graph in here, MicroMapro, and I used the financial services statement earlier. I used to sell hold with debt and equity funds. I used to be in the financial realm and I'd go to these network units and I would say, hey Joe, what do you do? You would say, I'm in financial services. What does that mean? There's layers. Your financial planner, are you an advanced tax planner? The wholesale debt and equity funds, like I did. What do you do? Tell me. But where the inverse of this comes is don't be limited. So don't say, I only sell stocks. Because if I was trying to buy light insurance, I don't know. So not to Micro, not to Micro. Somewhere right in the middle. Tell them your industry. Tell them what you do. Tell them what you offer that may be different.  Also, don't make crowded pitches. So I go to a lot of start-up pitch events where new start-ups, tech start-ups will come up and they'll be in this platform of 10 minutes. They'll have seven minutes to give their pitch. Three minutes of Q&A. And they work with these different angel investors or VCs to really hone in on their pitch. So they have seven minutes and the way these angel investors or these advisors talk to them is they say, you have seven minutes to tell them everything about your company. Well, wait a second. I've been working on this tech project or this new company for the last two years. Six months, two years. I have so much I want to share. So they just put every single thing and what you end up hearing is that they talk faster than anyone can understand. I'm a hyper person by nature. I talk fast. I have to slow myself down so I can understand. But still, you go up to these pitches and they end up sounding like this. Like this. Come on, YouTube. I'll give you a break. It's so funny. All right, well, what it was was the micro machine guy. Does anyone know what he was doing? This is the micro machine guy. This is the most efficient and most expensive micro machine. Each one has a dramatic scale. Perfect for independent silence. This is the take-off. What do you use? Micro machine cars. That's right. Does everyone remember the micro machine guy? Does anyone? All right. Eating myself. All right, so, we don't want to do credit pitches. We don't want to throw every single thing in there, but we also don't want to go on and on. Be able to reach your audience. Be able to look them in the eye and understand body language and whether or not they're interested in what you have to say. We'll talk about that later, but Facebook doesn't have every single person in the world that has an internet connection. They would like them, but it's okay that they don't. They're still doing okay, right? They're still making some money. If someone's not interested, after you giving them your value proposition, then that's okay. Learn to walk away. Don't waste more time. Because time is a precious commodity.  So I have some, I've been to these events again where I ask, what do you do? And they say, well, I do this. And they compel me, right? I'm ready to whip out my business card.  They just keep talking. Be quiet. Get them, start the conversation, invoke a response for me and be able to walk away. You don't need to give them every point. So, let's take a look here. To get them excited, get the light bulb to go off in their head. To get them excited about what's, oh no. That is Kelly Reeve. She made an appearance. That is the president of Reeve Media's point. She'll be excited that she made an appearance. But, sorry about that. Now, we have everyone's attention, right? I have your attention now, right? Anyway, so we have everyone, they're excited. How do we get them there? Well, the first thing is your first impression. It doesn't matter what you look like, necessarily. But it's how you're perceived. I love it. First impression goes, everything you figure out later minus the later, right?   Because if you look like that, all right? That's anyone in this room. I'm sorry. I'm out of Google. I'm sorry. Your elevator can close its deals before they ever get started good or bad. Right? So you come at them in a sleazy way. If you just barrage them with the lack of an attempt to die right in the mouth, right?  They'll do this. Like Matt said, they're pulling away from you. They don't want to listen. So, a little Twitter bird. And we talked a little bit at the beginning about social networks and 140 characters. And it really is the world we live in. We live in this world of short attention span and people that want information immediately and move on, right? So, as we think about Twitter, we think about these headlines. If anyone uses Twitter, anyone in the room uses Twitter, all right, there's some people. For me, I look at Twitter a lot. But for me, I don't read everything that I see. But if Henry catches my eye, I'll dig in deeper. So your value proposition almost needs to be the same way. You need to be able to get their interest and make them want to click on that headline. Click on that blog link if you're right. Click on that article if you're right. Read more about you want to know more. Okay? So, really, your elevator pitch from the beginning, it's like real life tweeting. You have 10 seconds to get their interest enough to want to know more. And so, I put an example here. Here's a construction example. Overview the pain point and your company's value proposition, right? Simply construct it. We're helping people do X by offering a service that does Y. Okay? Nice and easy to sync one sentence. And a great example I found doing research was, I make software for hospitals that get patients in and out faster. Okay? Pain point. We know why he created this, right? It's horrible to go to the hospital. You go to the ER, you're there for hours. But we don't want to know more. So he's invoking questions. And these questions are the questions that we want. Okay? Who and where they know the why? They know why this is an issue, as I said. They want to know where. Can I use this as the DMV? Can I use this as the line at Starbucks in the morning? Like, what can I use this software for? What else were the other applications? Tell me more, tell me more. We don't want them to question why you created this. Right? It's like me saying, I'm going to create Chris Book. Like, everyone say why? There's already Facebook. We don't want infrastructure questions. We want engaged questions. So another interesting thing is, as we're getting these great questions, we can then customize this pitch towards our audience. And see, this is important. I mentioned before, if you start to lose your audience, if they're not interested, that's okay. But we can make it more about them so we can have a better chance of retaining them as possible clients or just letting us get through what we're talking about. And so eBay does a great job of this. Okay? You know some people have a blank problem? Well, I have a blank solution. And as you can see, eBay, you don't see when people have stuff they want to get rid of but don't want to get it all away for free. Well, I have a website that allows them to auction anything off to the highest bidder. The pain point. I don't want to have a garage sale. I don't want to lose money on this. I just got a new TV, right? Solution. We have a website that gives it to the bidder. That's easy, simple, to the point. You're now asking questions. And when you want to customize it to your audience, if you're standing in that chance elevator ride or at a coffee shop and you see it's a new mother, right? You can answer all those baby supplies. You could auction those off. You can start customizing and talking to your audience and yes, making some generalization. But really it's just being able to engage them and make custom presentations. And we'll talk about an example of this later when I show you, excuse me, a startup that has multiple different elevators just that they use. Founders Institute. Now this is very tech related. And that's my background and that's where I come from or tech startups. So all of this is done for a tech startup if you look at the verbiage. But we can kind of extract some things for a roadmap. And please don't worry about pulling this off. This presentation will be available to anyone that wants it. Whether you think I did a good job, the data will be there if you wanted it. But my company status, right? Name status in my product category, whatever I'm doing, the target group that my target demographic the use case, right? What I'm trying to do, I'm locating the keys, finding a date, increase sale. And then what's my special sauce? What makes me different? What makes me unique? And that's as fast as anything else out there. Okay? For me, I take all three of Mullen together. I hope our Zuckerberg would have been if he worked harder. Right? Not as successful. That's awesome. Let me laugh. It catches you. Regardless if you think it's funny or not, I caught you for a second and made you stop and think. I grabbed you by the little tails. And now is my opportunity while you're sitting there a little stunned to tell you actually what it is that I do. Because your first impression of me now is that was clever. That was interesting, right? So for me, I use the wow factor. And then I go in and say, problem solved, right? Like the painting, what it is that I'm trying to do to fix it. And how do I solve it? Right? How does my company physically or myself do something different? But for me, I look at structurally four things. First, no matter if it's one second, 30 seconds, two minutes, be succinct, get to the point, deliver only the information that's important. And I'll get into what that information is, but really deliver only the information that is important. Easy to understand. Your grandma or your grandkids. Cross-generational, you don't should understand what it is you're talking about. I don't care if you're making new computer chips, or you have the coolest, hottest, most, the best internet start-up. They should understand what this is about. They don't need to know every moving part. They should understand what it is about. Green-inducing. I was going to leave this out, but green-inducing doesn't necessarily mean money. But think about this. When someone says, Chris, what do you do? They're asking you, what can you do for me? They do not care what you do. They care about what you physically do for them. We don't go to these networking events because we just like meeting people. There's a purpose behind these. When you're constructing your elevator, when you're constructing your valley proposition, make sure you're answering the question, what can I do for you? What is it that separates me from everyone else? What is it that I can do differently for you, my audience? And again, I've said this before, make it irrecutable. Invoke questions. Put the right type of questions. We want them to ask how they can apply it.  So we're going to look at some examples now real quick. Has anyone heard of Manpaps? Two people. Manpaps is a new startup that came out. Andrew Draper is the CEO, he's a friend of mine. So I asked Andrew a question.  How do you answer? And there's Andrew right there. I have a little help myself. What do you do? He usually, his first reaction is, we sell underwear on the internet. For me, I'm clicking on that. That's funny, right? That's a great headline. We sell underwear on the internet. But really what they do, is if you get easier for men to ensure that they have the basics covered in stock, while freeing up time to other, more important things. Okay? Starting to understand a little bit more about what they do. This is where you start asking questions and it goes in and says, Manpaps is a startup that's changing at any time subscription service for the man's morning ritual, providing easy access to such as underwear, shirts, socks, shaving products. The pain point, we don't have time. This is perfect for me. I don't have time to go buy underwear, socks, T-shirts, shaving cream, all the necessities of life. So you're something I can sign up for a service and every three months it gets dropped at my door and that's a killer. I love it. Right? But you get you might say, I sell underwear on the internet. And then you ask one question. And that's what we're trying to do here. We're trying to get them interested and to ask more questions. And that's, it's not a complex idea, but try and do that one sentence. That's where you start getting to do ask questions and to keep going through. Another startup we're going to look at is speaker text. Speaker text is great. I love Matt Morales, the CEO. When you go to their site, it's video SEO on steroids. What? What does that mean? I'm interested though. Tell me more. And so we go in. I mean, I see video SEO on steroids. I think a Mark McGuire shape is a monitor walking around with a bat. Right? I don't know what it is. I want to know more. Now, already he's got your attention, but when you look like this, right? That's Matt. I mean, he looked like this. You don't need much more attention, right? But you want to have both questions.  How do you respond? His answer to me was, who's my audience? I said, wow, that's cool. Who's my audience? All right. Just someone you want to sign up with speaker text. He goes, okay, well, this is how I answer. Video transcription company that helps SEO. Video has created captions in interactive transcriptions on an easy use platform. It's special sauce, easy use platform. Right? A problem? Is SEO in videos? A solution by creating captions and transcriptions that will interact with Google. Okay? And so then I asked him, well, what do you say if it's a VC or an industry expert or an analyst? He said, we're a transcription service in the cloud powered by a hybrid AI and crowdsourced model. I said, why do you make such a diversion from the initial? And he said, well, your audience will determine what they want to know. Speaker text. A client of speaker text doesn't necessarily care how it's done. They care what they're getting out of it. Remember what I said before? It's not what you do, it's what you can do for me. They don't care about the process. They care about what happens at the end. Let's get what they're getting and how they're benefiting. And so for a VC now who wants to put money in this, which is by the way still a customer, any of you are budding entrepreneurs, you have a bifurcated business model of people to entertain. You have clients or customers that you want to sign up for speaker text. But you also have investors that you want to part with their hard earned money to go into your company. So they're both customers, they're both clients, but how you entertain and how you attract them are two different ways. A VC wants to know what's the process? Is it scalable? How does it work? So tell me that. And then he said, and then I can go on either direction and explain the mixed report, which is we're transcription service to help your videos get discovered by search engine using AI and crowdsourcing. So that's a combination of both. We start at one place, then we bring it back together in a minute. And by the way, if any of you, a little pitch because I like that, but if any of you do have video on your website, it's a great service right now when you have a video there, like the one that's being recorded here and be talking. It might say Chris, Chris Van Dusen, UCI CalAT2 for tags, but all of my words that I'm speaking here right now are lost to Google. No one can find them. So unless you've tagged it properly on the video, you can't find anything that I'm saying. Speaker text allows all of this, what I'm saying, regardless if you want to hear it again or not, to actually be recorded, you can find it and they can search it. So it's an interesting little service for increasing your SEO on your website. Paydivy. Now, I put Paydivy in here, Mike Melvey, the CEO, is here in Newport Beach. Mike is also a friend of mine, but Mike solves a fundamental problem. And one that's very appropriate here being in a college and that's the roommate situation and social pay. So I asked Mike, same questions. Paydivy is the first social pay platform. Paydivy provides a smart way to manage bills by allowing you to pay, send, and share bills simply and socially via Web Remote. It's special sauce. It's social to Web Remote. The problem he's solving is that in his mind when he was in college he had three roommates. All three roommates had different bills, power, water, cable, rent. And he said he was the one trying to keep track of it and he lost three grand at the end of his three-year stint with these guys. Paydivy allows social sharing, so it solves a problem. A problem, three, four roommates, all having different bills. His solution is making it a shared bill play pay platform, different than we pay, but we can do that later. And his special sauce is that it can be available Web, mobile, anywhere. And lastly I included Evernote. Does everyone know what Evernote is? She eats this again. Evernote is fantastic. And I'll let Phil, the CEO, tell you why. Hi, I'm Phil Lipin, the CEO of Evernote. Evernote is your extreme brain. Whenever anything important happens, you put it into Evernote and you always have it on hand when you need it. You can use Evernote with lots of devices that you currently have if you ever work. So the most important thing I want to focus you on is two sentences, right? He said his whole company probably was one of the most complex platforms in two sentences. He went on for another 40 seconds and told you a little bit more of the process. But the only thing that he needed to tell you were those two things. It's the external brain. It's the thing that I don't need to keep all this information in my head. I can now hold it, record it, and keep it somewhere else offline. Let me rephrase that online because it's actually a cloud service. The idea is it can be separated from myself. He's creating, excuse me, the problem is we have so much information. The solution is that it can go anywhere and you can keep it offline. So... Now, I went ahead of myself, so let's take a step back. Don't be boring. Don't be boring. Please don't be boring. Give me something, okay? When you come up and I say, what is your elevator pitch? What is it that you do? Do you tell me I'm in financial services? I'm going to turn around and walk away. If you give me a brain dump, okay? Catch me, get me, talk to me. Identify a problem. That's a big problem, okay? Identify what the problem is. Identify your audience, identify the problem. Provide a solution. But provide the solution depending on who it is. You can't see that in the back. It's a big shovel, okay? Tractor, shovel, anyway. Provide a solution. I don't care if there's a huge ogre that has to carry that thing around and dig you out. I care that you're going to get me out, okay? What I can do for me. So, we now have the brain. We now have their, we now have them excited, okay? What is our goal here? What is our goal from all this? Well, first our goal should be to get to a meeting. This is our chance to give a longer presentation. This is our chance to actually do something, okay? This is our chance to bring in the executive summary, to give a five-minute pitch, to give a 20-minute pitch, half an hour if they let you. They're excited about you now. They know who you are. You've caught their attention. They understand your idea. Now is the time to give them the micro-machine comment. But the micro-machine comment in 30 minutes, not 30 seconds. I think you can speak normally. You can talk through it. By the way, overhead projector, how awesome is that? I do new technology and I have a picture I brought. Awesome. Okay? Another interesting thing that a lot of people forget. Can I go to these networking events and they give me a pitch or they talk to me and I get excited and then they walk away or they hand me their business card and they take off. I'm like, wait a minute. You're putting the onus on me now that I've got to respond to you? Get my card. Some of the most successful bloggers or internet companies have started by developing internet email databases. Groupon, for example. Andrew Mason started that with just a list of his friends in Chicago and started running deals which were spread which were spread and you got more emails and more emails. Each one of these people that you talk to, grab a card. All your CRMs or client databases have keys and functions to be able to separate out different key influencers or their potential customers or their VCs. We can separate that out. We want to get cards. We want to create our database. We want to create our whole thing. And all this is for one big reason, right? Client acquisition, okay? Client acquisition. That's what we're doing this for. If no one, no one wanted to hear us talk, right? Or excuse me, if we didn't talk to anyone, we'd never get that. We'd never be able to steal one client each incremental time. Our goal is to formulate something so that they're interested so they'll allow us to tell you, excuse me, tell them more about what we're doing. Now, I realize I'm supposed to stand up here for the next 20 minutes and talk, but just like an elevator pitch and just like I told you before that I want to catch you with a headline, this is my headline. Now let's talk. Let's figure out, let's create a conversation around this topic and let's figure out how to customize this between all of us, all right? Does that sound good? Okay. So mind I, what I do is I say, I help small businesses tell their stories better. So do we have any brave volunteers who want to tell me what they do and we can actually walk through and see how we can fix it and we'll make a group activity? All right. I think you just, I mean it's a perfect idea, but can we just talk to you here or over there? No, you just stand up and say what you do. What we do is we offer a solution to take up software that, I'm sorry, I'm sorry, I'm getting excited. We offer, computers used to have a single processor and now everybody moved to multicore. Software is a big problem to work with a multicore nowadays in order to utilize it, they have to be paralyzed. Paralyzed is a very, very tough task. We have, we are offering a solution that enables programmers to quickly take their code, put it in a multicore without all the complexities involved and utilize it very well. Okay, so how do we make that into two sentences? How do we do it? Because we should be able to, right? We should be able to find the pain point, right, which he said which was, it makes it difficult right now, right? Very difficult to develop pilot development. Very difficult to develop pilot programs? Paralyzed. Paralyzed. Paralyzed program. Paralyzed program to utilize multicore. Multicore machines, okay. So does everyone understand what that means? No? Okay. So can I use an example of like, let's say, running Windows, running Mac, running the OS on a Mac machine? Can we talk about that? Would that be a little bit of it? I'm trying to make it a little bit easier, right? So we need to think this out. We need to be able to figure out what the simplest common denominator is so that we can make this relevant to everyone. Because no disrespect, but we sat here and you talked for about 30 seconds, 45 seconds, half the room doesn't understand. So how do we make that succinct and understandable by everyone, right? That's right. The purpose of multicore, what is multicore? What is multicore? So there's a history behind it. The history needs to lead to somebody that never heard of multicore before. Exactly. So let's ask some people in here if you want to get involved. Yeah, all right. How do people understand the distinction between hardware and software?  You can say that, you know, now a lot of new hardware, new computers, they have multiple processors so they can process a lot of information all at the same time. But the problem is, most of the programs within the world can only take advantage of one process. So they don't get the advantage to benefit of all the additional hardware. And so his company allows his company allows programs for one processor to run on multiple. To run on multiple. So they run faster. So they run faster, right? Yeah. All right. So you see this? So we just took that idea, now we made it, we just made it very easy. What was your name? I'm sorry. Jim Chen. Jim Chen. And yours, plus? Smith. So you just took this idea, and by talking out loud and by figuring it out, we just made it so everyone can understand, right? It's the distinction between hardware and software. Multiple processors, okay? Which I know a big word, but multiple processors and how they can't run. But his software makes it so that they can't. Okay? That's his special, he does something that makes it easy to do. Okay? Another key word you said, you said quick and solutions. Beautiful. So I would say something like quick solutions for multi-processor software. Beautiful. Right? So we add that, we add a little bit of what Jimmy said. We melt it together and we get out of here in two sentences like that. Now, are they going to understand every moving part? Absolutely not. Do they need to? Absolutely not. They need to understand enough that they ask more of the right questions. Okay? So I mentioned Twitter and I mentioned Facebook, I mentioned these social networks and the difference in why they became so big was the fact that it invoked a conversation and so typical advertising, typical marketing is one whack. I stand in my soapbox. I put a billboard up. I speak accurate. Well, so is the traditional elevator passion. Social media is a conversation. It's a two-way dialogue about a topic that you can get their imagination, capture the imagination, get their attention and then start a conversation around it where you can then go into more of the interesting, more of your special thoughts, more of what makes you different. They're now not threatened. As Matt said, they're not running away like this. If they're starting a conversation around it, now you're just talking. There's no more pitching. They're not afraid. They're not on their heels anymore. Okay? Does anyone else want to go? Sure. Well, you make yours faster and easier to program. That's great. That's perfect. How do you like it? You make it faster and easier to program. And they say, okay, how do you do that? And then you can tell them about quad-core problems. Yeah. But you got their attention. And I want to know, because my computer's slow. They want to know more. That's great. What was your name? Greg. Greg? Thank you. Did anyone else want to say what they do and we can go through it again? Anyone enjoying this? Great. Carlos. Where am I going? To Carlos. Carlos. Carlos. Okay. I have difficulty understanding the processor. But here, each process is better. Why is it better than the other? Why you can tell the better in the processor? Computer. I don't have an idea. When I have to choose a computer, which one I have to find? Okay. For me, no one can explain for me the way that I can. I'm a normal user. I can understand. It's difficult. So, how to explain which computer to get? Is that what you're asking? How to succinctly explain what we did? Why should we buy it? Why should we buy it? Why is it better than this kind of processor? Because without memory, hard disk, it's okay. It's a mount off. I can't realize it in here. But when I say, why are these processors better than these? Why do you need i4, i5, i3? So, I don't think that's what he's getting at. So, I think what he's saying is we offer a solution that invokes these four different processes on how to run software, right? Intermingling. So, it's not that one processor is better than the other. It's that we're offering software that kind of makes all four of them work, right? So, it's not that the four is better than the five, or that this is better, or anything. If you have this, it's all for the love we use through the whole writing, right? Where's the hand over there? For the new? Yeah, new. We'll try a new one. All right. I, let's see how I can take it. I help small businesses elevate their sustainability program. Great. Perfect. Does anyone else have anything they want to say? Because I'm going to ask questions now. Right? My first question is, what does that mean? Not why are you doing it, right? But I'm going to say, what does that mean? Yeah, so now, what would you say? I'd say that a lot of businesses are interested in the idea of being more engaged in their community, having a better environmental impact. But I'm sure how to do it, and who will care about it. So I can help businesses set that up. Okay. And tell the world about it. Perfect. Does anyone have anything they want to say? Does everyone understand what that means? You said it in two sentences? Three sentences, maybe? Okay, make a mistake, period. So done, easy. I asked a question. She was able to go, she got me asking a question of what does that mean? Not why are you doing it, right? And she didn't go on and on about this large topic. Because that's a big and very wide topic. And you can probably stay up here and talk for the rest of the time I have about this topic. I still like it close to finishing it. Sure. I'm not sure it addressed my greed, however. As a small business person, maybe I feel a little confused about this, but what is inviting? What's the benefit? Cost efficiency. And proven consumer preferences towards social responsibility.  Both. Yes. Assist with showing the businesses that are interested in reducing their environmental impacts. Cost effective ways of doing that, showing them how much it costs, right? So let's do a cost effective in that, right? Let's make sure we get that. Absolutely right. What was your name, sir? Jay. Jay? That's perfect. So let's add cost effective in there. Because that's now, right? That's the special sauce. That invokes the greed. But that gets them saying, what can you do for me? Right? So we add the cost effective in there. We add what it's going to do for them on top of what exactly that problem is that you're solving. You're still in the one that you want, but that's the process. So we're talking about clients. So you want to give them what they want, right? And yes, you want to know process, right? Right now, right? But you've asked the question to find out the process. If they just came out with you, with every moving part, you'd run away, wouldn't you? I know I would. I think it's a great idea, but I'd run away. But maybe that's just me. So we'll take a transition. Does anyone have any questions directly for me here? Yeah, if you had a good little sitting there about catch me, identify me. Does catch me, get me, talk to me? Okay. Catch me, get me, talk to me. Well, I'll be honest, I had that, but let's figure out what I meant. It's really good. Catch me. You've got to get your attention first. Yeah. And get me. You know, that's kind of a book. And talk to me. Okay. So I think what I meant by that, let's figure out what I was going to mind. So catch me, catch my attention. Get me engaged, right? So really just get me, so I'm not on my hips. Get me where we need to go. Once you, once you, catch me, once you get me, right? Then tell me the pain statement, and what your value proposition is. And then from there, we're going to focus on is the conversation. The conversation around your topic. Because the minute it goes two-way, and it's a dialogue, it becomes a lot less threatening for everyone. And that's why social media has worked so well from a customer retention standpoint, from a customer acquisition point, because people don't feel like they're being sold. And traditional elevator pitches are very much a sell. I'm coming at you. I'm going to accost you in an elevator to a coffee shop, and I'm going to tell you 60 seconds of me. Right? Why would you want 60 seconds of me? And so that's really who want to create a conversation. We want those invoking questions that you guys have asked to the other people, and thank you very much for being involved, but that told what they do. We want these conversations, we want these questions around it. Now, another thing I'll just throw out before I take another question is make sure you practice. So, Matt Morales up there had three different startups. And I say, have a couple different ones. So when you go to a pitch event and you're just talking in a lobby, you're just talking to people, you can almost A-B test a few different ones. You can say, this is the one I could come through with these are different ones and see what they respond to. See what a group will respond to good or bad on the alternatives. And from there you'll be able to kind of ask that we practice this. Do we sit down and do a brainstorm? Do we do it in a group? Do we go out just cold in the networking event? What would you suggest? So, again this presentation should be available but you saw the Patterns Institute that walked through. So you're going to break down everything that's you into these couple sentences and just say what the most important thing is. Then try and figure out how to add a little bit of special sauce. As I say, a little bit of something different to that and just introduce yourself to someone. Because inevitably what do you do is hi, how are you? Right? People say what do you do all the time? And so what we really want to do is just ask people, meet people, talk to people. And so the interesting thing is you're never going to feel comfortable introducing yourself or talking to people if you don't do it a lot.  If you're a CEO in an elevator just introduce yourself, grab a cup of coffee. You know what? Buy someone a cup of coffee and just say what do you do? And listen to their response. And hopefully pick it apart and know that you're going to give them something different. And grab their card, practice that, do it over and over. And from there you'll be able to then feel confident when you do and you are working to go up and say how do you do what I'm crass? And here's now. Thank you very much. Thank you. Thank you.


Gagadra. Gagadra. Salutations. How are you doing? Canada is so bad. Trying to buy a house now? Oh god, yeah. Yeah, and I would not be buying a house. If you're selling and buying the same market, it's okay. If you're trying to get into a bubble market, that's crazy. If you're selling out of a bubble market, okay, you have to realize that the bubble may still continue. Okay, might not come down for a while. Maybe, right? It may still continue and if you need to be in that market, then maybe you should downsize in a bubble market, right? Which is the thing to do in a bubble market, right? So if a bubble is happening, things are going up without cause, without reason, right? You don't have to take it all out, right? You can trim down, take profits off the table and park it in another market or move everything to a smaller vested investment so you're freeing up a certain amount of capital and put that capital somewhere else, right? So you really have to be careful, especially in Canada right now. Very dangerous times. Very dangerous times.


A big night tonight for Lumberjack Athletics, BHS hosted their annual sports banquet at the high school. Athletes, teams and alumni were recognized for their past, along with the standout 2016 and 2017 seasons. Scholarships and awards were given out tonight to big ones over the male and female athletes of the year. For the female, Laura Biberdorf received this honor. She will continue her basketball career next year in college. And for the male, Isaac Berg was given the award. He will run at NDSU. Here they were on receiving this honor. It's just so humbling. These last four years has just meant so much to me, putting everyone on the teams, putting in time and giving it their all into being successful. And it's just been a lot to me. It's a huge honor. I mean, both my teammates, Cody Roan and Alex Fallon, probably just deserve it just as much as I did. And looking back, Sam Carlson, he was after the year, my freshman year, and last year, Kale Babelton, both my teammates. And they've really inspired me to am I running. Also tonight, five new members of Lumberjack Athletics were inducted into the BHS Hall of Fame. This includes Luke Glyme, Lindsey Noble, Keith Hansen, Rich Glass, and Tariah Robbie. So congratulations to those five new Hall of Fame members. If you've enjoyed this segment of Lakeland News, please consider making a tax-deductible contribution to Lakeland Public Television.