Thank you, Teri. Thank you all. Just to a slight addition, I'm no longer director of statistical genetics. Yeah, you said I took over that role for CIDR, and I'm now doing special projects for CIDR. And for those of you who don't know what CIDR is, we're a large genotyping lab. We started out over 10 years ago doing linkage analysis, microsatellites, and then moved into SNPs. And as the products have changed, we've gone from doing small numbers of SNPs to now very large numbers of SNPs. And so I'm going to talk to you a little bit about factors that you might consider in selecting a genotyping platform and at looking at data. GWAS studies, you could be genotyping 300,000 to a million SNPs. There are at least three platforms to choose from, multiple products for these platforms. So how do you choose? I can't possibly cover everything you ought to think about in choosing a platform in 20 minutes, so I'm going to talk a little bit about the basics of calling genotypes, examples of good and bad data, and a few things to consider. Basically how it works. I'm going to skip the chemistry. There's not time, and that's not my part of this business anyway. But basically all of the products are generating intensity data for the two alleles, and then assigning the genotypes based on the clustering of those two allele intensities into three for the three genotypes that are expected. And one thing to remember is these are phenotypes. There is measurement error. These are not perfect genotypes and perfect data. So you're going to have to think about the data that you have, and it's also impossible to review 300,000 or a million SNPs. When we genotype 1,536 SNPs for folks, we manually review each one of those. There is no way on earth we're going to review a million. So you're going to have to find high throughput methods to do it. This is a good SNP. This is Illumina data, and you've got intensity for samples. Each point is one sample for a particular SNP. So the samples here only have intensity for the A allele. The samples here in blue only have intensity for the B allele, and the purple ones have intensity for both, and those are the heterozygots. This is a very nice SNP. There's very good clustering. These are basically the raw intensities on the two axes. This is a slightly different view. This has been put through transformation, more or less normal, not quite. And then this is another view of the same SNP. This time they took the Cartesian coordinates and flipped it to make a polar coordinate. The shaded areas are the areas where Illumina would call the data, and the non-shaded areas, if there were genotypes out here, they wouldn't be called. This is another nice SNP. This is Affymetrix data. This is from the 5.0 product, and this is actually data that we ran in our lab plus data that was run in labs at Affymetrix. So at least in this case, running across two labs didn't make a difference. And another good SNP. Most of the SNPs look like these, but some don't. So most of the data is good for all the platforms. There's slight differences in quality. There's slight differences in call rate, but most of the data really looks pretty nice. But some samples, some SNPs, and some genotypes fail, and you have to find them without manual review. So how do you find the bad data? You use summary statistics across SNPs and across samples. You include investigator and control replicates in your data, in your samples to be genotyped, even though you have to pay for them. You include control and where possible investigator trios. So even if you're sending cases and controls, if you have any relatives, you may want to include some parent-child pairs or parent-child trios if you've got that kind of data to look at inheritance in your population, especially if it's really different than whatever controls are being run. You can use HapMap controls, and if you do, you can compare the genotypes to the HapMap data, but you have to be a little bit cautious because there is error in HapMap, and some of the differences are just going to be caused by error in HapMap or differences between genotyping platform. And so you have to be a little bit careful about how to interpret that.  Mendelian inheritance. If you've got trios, did the child inherit one allele from each parent? Replicates. Did it type the same way? Twice. Hardy-Weidberg equilibrium. Are the proportions of the genotypes something that's close to being expected? That's a little bit tricky. Some investigators like to use it. Some don't. It depends on your population, and if you'd expect the population to be in Hardy-Weidberg equilibrium or not. There are quality scores and clustering metrics for a lot of these platforms. You can use those as well. There's some bad SNPs that are going to pass any QC filter you're going to build, and there are some good SNPs that might fail QC, so it's always a trade-off. This is a bad SNP. There are not really three clusters there.  There's another really awful one. There are actually kind of three clusters there, but the clustering algorithm didn't do well in terms of grouping them to genotypes. Here's another one. Alumnus-Infinium clustering won't let the alleles move too far over, so we just totally missed one. There's another one with a bunch of points not called, and clearly more than three clusters. There are lots of these. This is AFI data. AFI data has the same problem. Prologin data has the same problem. This is one, again, there was not much intensity here, and it just couldn't cluster it at all. This is one where the clusters weren't really where the data was. Those are awful. You don't want to be analyzing them as if those are real genotypes because you're going to get very strange results, and if the problems are all correlated with your phenotypes, you're going to get really interesting, significant-looking results that aren't real. But hopefully we can find most of them, but you need to use the intensity data to plot your most significant SNPs before you publish and take a look at them and make sure you really could live with those plots. Use a lab that will give you the intensity data. If you have intensity data, you can plot the intensity to check the clustering. You can cluster with a different algorithm. As new algorithms come along and better algorithms come along, you can recluster the data and see if you can save SNPs that you couldn't save before. You can recluster subsets or supersets of the data. If you've got sets of a particular sample type that might be behaving differently, you can think about clustering them separately and seeing if that helps. You can create your own metrics. You could look at the number of samples that had no or very low intensity for SNPs and maybe decide to drop those out even if they had passed the other filters. Finding bad samples. You want to do the same kind of thing. Look at the sample level metrics starting with call rate. Bad samples have genotypes. Even water has genotypes. And you may want to remove some of the bad samples before you do your clustering because they can kind of draw the clusters in odd directions. This is another way of looking at the data. This is what alumina calls a sample plot. So this is all of the SNPs across one of these arrays for one sample. So this is where all of the homozygates are clustered. This is all the heterozygates. This is all the other group of homozygates. You want to see at least some semblance of three clusters. This is a sample that failed utterly. There's almost no intensity and there's no clustering. It had a call frequency of 41%. So you don't want to be analyzing those genotypes. They're just meaningless. They're way at the bottom. And again, you're going to want to look at and filter your data before you start analyzing it. All these data deposit registries, DbGaP, are probably going to have filtered and unfiltered versions of the data. The unfiltered data is really useful for trying to develop calling algorithms, trying to develop QC metrics. But you want to be really cautious about analyzing the unfiltered data because there are things like this lurking in there. These failed samples tend to fall outside of the clusters. The normalization algorithms do odd things to them. So sometimes they wind up looking like they've got some intensity, even if they don't. Sometimes failed samples have intensity. And instead of getting that curve where everything's low, you just get a uniform distribution across everything. So again, you may want to remove some of the failed samples before you apply your clustering algorithms. And a lot of labs will do that. WGA samples, can I use them? The performance ranges from awful? Whole genome-amplified DNA. So if you have a little bit of DNA and it's not quite enough to do your study, can I amplify that DNA in order to get more of it in order to be able to do my genotyping? Maybe. The performance can be really awful and the performance can be really good. It depends a lot on what DNA you had to start with. How much of it was there? How badly was it degraded before you tried to amplify it? Depends on what method you used to amplify it. And even if you've got WGA samples that work very well overall, they may perform poorly for at least some of your SNPs. So you're going to need to pay additional attention to clustering and to your decisions for analysis. And also, you want to make sure your lab knows the sample type so that they don't just say these aren't working very well and drop them. This is WGA samples in the orange. And they're clustering, in this case, very well with the SNPs. Again, this is alumina data, so at least in our hands, it works very well at least some of the time. The majority of the SNPs for this project look like this. The WGA samples clustered right with everything else. But for some SNPs, there's lower intensity. They did pretty well, but you're losing a few of them and the clusters are beginning to run together. The call frequency for the SNP was 98%. They kind of failed early for the SNP. It wasn't a great-looking SNP to start with, and they're kind of all mushed together and low intensity. And the call rate for this one was 93%. So that SNP probably wouldn't have made it to most QC filters to start with. So again, even for projects where in general the WGA works, there are going to be a few SNPs where it doesn't work very well and you're going to have to think about putting in additional checks into your study to look at maybe call rates by WGA versus other sample types. If you've got multiple sample types in your study, and a lot of us do, especially as we start taking the study and the study and the study and putting them together, you're going to need to look at the data by sample type, both your metrics and probably at your plots. And if they're not performing equivalently, you're going to have to do lots of extra QC by sample type. If you have to cluster separately, then you've got even more QC and checks needed to make sure, again, that you didn't just do a really bad job for one set and do a good job for the other set and then mush the data. You could still have errors. If the sample type isn't random, it could cause even more headaches. For example, if you've got different types of samples for your cases and controls, then you've got lots of potential issues downstream and you're going to have to put a lot of checks in to make sure that the differences aren't caused by sample type rather than case and control. Preventing bad data. Discuss your sample types with your lab. What's their experience? And they may want to test a few samples before you start your project. All of these arrays are relatively expensive. You do not want to type a thousand samples that are going to fail when you could pre-test 10 and decide, maybe I shouldn't try this. Discuss plating with your lab. You may want to place controls uniquely or a range male and female samples uniquely by plate. Differences in intensity, batch effects aren't common, but they're possible and they may only be present for a subset of the SNPs. And again, you may want to mix cases and controls across plates or across batches or across time, depending on how things are coming to your lab to make sure that the effects of any sort of lab or plate effect are minimized. Genotypes. Even for great SNPs and great samples, some genotypes will fail. They may not be called. They might be called with low confidence or low quality scores or they may be called wrong. There's one isolated genotype that didn't get called for that otherwise great SNP. Here's one for API where one just got called wrong. Clusters just weren't quite in the right place for that one. There's gonna be a little bit of bad data. And again, hopefully it's small enough that it doesn't affect the results. Copy number. This is one of the new things that people are really getting interested in with both affymetrics and Illumina. There is intensity information and that can be used to infer a copy number at least for relatively large variants. This works really well with small numbers of samples. In manual review, we've done a number of studies where we've looked at known, well characterized deletions, insertions, and variants in clinical samples with investigators and been able to identify all of them. It seems pretty good, but it's not really a high throughput system. You can do an awful lot if you have somebody looking extensively at one sample across all chromosomes. You can't do that on 1,000 cases and 1,000 controls or 10,000 cases and 10,000 controls. You need software to do it and the software isn't really sensitive or specific enough yet. It's getting better. Hopefully we'll get closer. And I'll talk about it in a little bit. The companies are adding more technologies to try to make this better, but it's coming. You'll have some information in your data sets, but it's not quite easy yet. This is just one look to show you a little bit about it. This is the genome viewer from the Illumina software. This is just intensity across one chromosome, chromosome one for one sample and stays right here about at zero going up and down a little bit. This are the homozygots, the heterozygots and the homozygots. So what you're basically looking for is just that there are three distributions. This is chromosome X in a female. Intensity is there. Three distributions. Here's a male. All the heterozygots went away and the intensity is lower. So it's just sort of proved the idea works in theory. This is a known copy number variant that's fairly frequent on chromosome 10 in one sample in investigator DNA. This is that one of the SNPs in that region. So you can see that there are multiple distributions and that was a, whoops, that's actually an amplification and it's in a region with known segmental duplications and also you can see there are not very many SNPs there. That's because it's segmental duplications and it's really hard to find the SNPs and they didn't put them on the chips. Factors to consider in choosing a product, your population, study design, sample types, combining data with other studies and interest in copy number variants, product. The coverage of the genome, it varies. You get better coverage with more SNPs. Which SNPs are they tagging? Are they near genes? What's the quality of the data? What's the performance on your sample types and whether there is information on CNVs and what is it? Comparing platforms, make sure the numbers are comparable. I just went through this. The QC rates reported vary. The denominators can differ. Mendel errors can be reported per trio or per sample. Replicate errors per pair or per sample. I was testing some new software and looking at new platforms and emailing back and forth with I'm getting this number. Oh, I'm getting this number and a lot of it was people reporting different things. The same thing can happen with looking at coverage. The SNPs are correlated with many others. There are multiple measures of strength of correlation and there are multiple lists to use as a proxy. Are they comparing to the HapMap? Which version are they comparing to some other list of SNPs? Cost, hard to say. It's changing really rapidly, generally coming down a lot. It increases with the number of SNPs on a chip and it may decrease with the number of samples in your study and always remember that the reagents, the chips are only part of the cost. You also have to pay for the lab equipment and the other reagents and the people to run it and all the computers to deal with all the data. New stuff, real quick. New arrays from AFI and Illumina, a million SNPs and hence copy number content. Very different strategies between the two companies. We'll see how it works. Improved coverage in the Yoruba or population which should help for African-American populations and other African-derived populations. Illumina 1 million is still in pre-release. It's the same chemistry, workflow, same probe designs as there are other chips so it should work fairly well. There shouldn't be too many new things here. Affymetrix 6.0 is just released. Same chemistry in the workflow as the 5.0. Some changes in the probe design and the software so we'll see how it goes. We're going to be trying both these products very shortly in the lab. We have chips on order and hopefully when I get back we'll start getting some soon. More SNPs are better, right? I should just do a million, no matter what. Maybe, but not always. Methods that use genotypes on samples plus HAPMAP data to infer on genotype SNPs exist. They're beginning to work pretty well so you might be able to infer other genotypes to use in your analysis and this has been used also to combine data from studies that use different chips. More samples on fewer genotypes may give you more power so if it comes to should I use the more expensive chip or should I type more samples, you may have to think about typing more samples. One or two stage designs. A year ago everybody was thinking of two or three stage designs doing a genome-wide scan on part of the sample and then following up a subset of the significant results on the rest of the sample. Now it may cost less to do the genome-wide scan on all your samples because using a standard product is cheaper than using a custom array. Effect size of 1.2. Recent results have found effect sizes but they're really tiny and so the order of magnitude as Debbie said of the sample size we need may have gotten much, much bigger and this is affecting how people are thinking about their studies. Choosing a platform you're gonna have to balance coverage, quality control, cost per sample and design the most powerful study you can. The cost, the products, the clustering, the QC and all the analysis methods are changing really rapidly and what's best today is probably gonna change by the time you put in your grant and it's definitely gonna change before you get your genotyping or finish analyzing it. This is where I'm from. Thank you.


My name is John Hornsby, and I'm happy to be here today. I have a company called John Hornsby Creative. I'm not a web designer. I'm probably one of the least web-savvy people in this building right now. My background is more in print design, art and illustration, environmental design, scenic art production. I did a lot of signs and graphics, special events, design, and things like that. You will get a copy of the slide deck at the end, so if you want to take notes, you can, but the slides have a lot of information in them, so you probably don't really need to take notes if you don't want to. And I do want to have it be somewhat interactive. And so first, if I could just get a show of hands, like who is here because they self-identify as being an introvert. That's okay. It's pretty much everybody. There's no surprise there. What about designers? How many people in here are designers? All right, okay. What about like developers? All right. What, anything else? Is somebody in here that doesn't fit into one of those? Sales. Who here is in sales? Okay. You all should have your hands up because everybody's in sales. Even though we may not realize it or like it or want to admit it. I'm hoping that today I'll be able to help empower and elevate you all to get out and engage more in the world. If you happen to catch Cody's talk or Aisha's talk or Judy, there's some similarities there, but I have some unique content as well, so I think it dovetails nicely. If you're interested in this, definitely go check out the videos of their talks too. I already did that. Who's here? Okay. You can mentally in your mind pick which of these avatars you identify with as being part of your personality. So, quick overview. Just gonna go over a little bit who I am and how to think about sales and customer service. Gonna talk about the stages of a sales cycle, a little bit about what to do when, some common challenges and solutions, understanding personal styles and there may be some time for Q and A. I'm gonna try and move through kinda quick cause I probably tried to fit too much in. So I just wanna talk a little bit about that the moments of anticipation of when something is about to happen and we're scared and nervous. This happens a lot and for most of my life, in moments like the one up to and including right now were a source of the sort of paralyzing anxiety for me. There's like an actual like physiological response where I would just be so nervous and afraid that I couldn't take that next step. And for me, basically fear was like this chasm that I just couldn't cross. I could see what was on the other side of it and there were things over there I wanted but I was just too scared to cross that pit in front of me. And I just wanna talk about fear for a moment in that at a certain point I got to where I realized that I was just letting so many professional opportunities slip me by, chances at relationships, intimacy, all these things that were there for the taking if I would just reach out and take them but I just couldn't bring myself to do it. At a certain point, I looked at myself like something has to change here, what can I do about it? And fear is like, I sort of think of it as like I'm walking through life and there's kind of like this monster on my back of fear and it's with me wherever I go and sometimes it's small and little and I don't even notice it's there and then I go to do something and it kind of reaches out in front of me and says, stop, don't do that. And you can't ever really get rid of it. Like there's no overcoming fear. It's not like this battle of good versus evil and somehow good wins in the end and like the bad guy goes away. It's there for the journey and you have to learn to be with it and you have to learn to take it out and really look at it and examine what it is that's holding you back. And most of the things that we avoid doing is because that's painful and uncomfortable and we don't want to be uncomfortable. And our fear can control us to a point where it's not allowing us to live the lives that we want to live. It's not allowing us to really bring out our true authentic self. So I just want to encourage you to like make a commitment to yourself to really like take that out and sit with it and look at it and it's uncomfortable and but if you honestly sit there and look at it you can start to identify and name the things that you're afraid of. You know for me I have this need to be in control and I'm afraid of situations where I'm not in control. And so something like sales was as far for my comfort zone as I could get because it's like this wall card situation. It's one thing to like sit around with my friends and talk but to like go meet a stranger and try and talk to them about some product or service. There's like all of these things that I don't have control over and that scare me. The other thing is just I was insecure. I have insecurity. You know if I really want to like dig down through the onion layers I there's some part of me that thinks maybe I don't deserve to be loved and until you really start bringing that stuff out and looking at it you can't really move through it. You know you can't put it down and leave it. You have to learn to take it with you and move through it. And so I want to talk about I'm not going to tell you too much about like my accomplishments and so forth. What I've done I want to talk to you more about like who I am. So you know back in the day I didn't understand how to connect. I didn't fit in really with any of my peer groups. I was kind of a self isolating loner. I didn't enjoy large group events. Unless I had a job to do I just need to be busy. If you gave me something to do then you know I have a purpose. I have something else to do and I don't have to talk to people necessarily. So usually you know I often still get involved in events like this and have a job to do. So I've learned to leverage my needs and my fears to propel myself outside of my comfort zone. Like I'm doing right now. You know I have a job to do here and it's a job that would have terrified me 20 years ago but over time I've learned how to get more and more outside of my comfort zone and become more comfortable being uncomfortable. So I still don't care much for small talk. I prefer meaningful deep honest conversations.  But I do want to challenge you to think about is your sense of identity. You know I put up those little avatars earlier and maybe like oh I'm the wizard. I'm the hero. Is that really your best self? You know your sense of identity that you have created for yourself that we all do as we come up from childhood into adulthood. Be authentic to yourself but also look at where are you using that as almost more of a shield to hide behind to consider where you might be holding yourself back. Now what I'm trying to share here today is some of how I was able to find my true authentic self preferences by saying it's an ongoing process. It's not like I've arrived and I've totally conquered everything and all my problems are solved. But I've made a commitment to go on this journey and been working on it and continue to work on it. So I was able to find my true authentic self not that identity I was using as a shield to help evolve from being the introverted artist that I was to being a top performing salesperson in some different companies that I've worked at. I was able to grow from being this snarky lousy communicator to someone who was able to professionally negotiate and manage teams, navigate difficult transactions, difficult customer service situations and this is all done with help from a lot of mentors so definitely get out there and find people that you can connect with that can help you on this journey. But they can only sort of show you the way you have to be the one to walk through it. So in the past 20 years I've gone to being completely terrified of sales to being standing here today talking to you about it. So I believe that you can do this too in your own version of whatever that is. This may not be what you want to do but if you're in this room there's probably things that you want to do that you're not allowing yourself to do I would guess. So let's talk about sales and customer service in a dry clinical way. Sales is what you do between establishing contact with a potential client and closing a sale. In a more feeling visionary way, sales is the vehicle by which you and your team can share your unique gifts and talents with the world. Without sales you don't necessarily get the opportunity to do whatever your passion is, your work. If nobody's paying for it, it's hard to continue to be able to do that. So what I want to focus on is more how you think about what you do and the why behind what you do more so than specifically do ABC. Does that make sense? I didn't mention before but if you have questions at any time you just feel free to let me know. So there's a lot of different sales methodologies that exist out there and at the end I have a slide of resources and I list some of them and I encourage you to just go look at them and see what things might resonate with you. A lot of the negative stereotypes we have or what's associated with what I think of as a traditional sales. And you know, it's like the used cars salesman sort of mentality. What I've learned and focused on is more of a consultative style of selling. It's also called value added sales. And as a very important part of that customer service needs to be the cornerstone of the culture of the company that you work for. Whether you're one person or a team of a hundred in order for all this to really work, customer service is a really critical component that everyone in your organization needs to be on board with. So let's talk about some common myths of traditional sales. One is that there's a magic bullet sales program that you know, follow my program and you're gonna be a million dollar salesperson in six months. It just doesn't work that way. Good sales technique is the key to sales. That's a myth. One and done training is all it takes to succeed. That's a myth. And being liked is most important. Also not true. Here's what I've found to be some true facts of effective selling. That there is no magic bullet. Different situations require different scenarios. Different tools. So the more that you can learn about different skills and tools that you can sort of have at your disposal to use and when to use which tool where. You know, you got developers in the room. You got different tools and plugins that you use on your website. Your sales process is like that too. If you try and use some widget for something that is not the function it performs, it's not gonna work. Good sales technique does give you an edge. But what's more important really is how you're perceived because our perceptions define our realities and it doesn't, your technique is important but if your potential client doesn't perceive you as being the solution to their problem, it doesn't matter how good your sales technique is. Training and learning are an ongoing journey. It's great to come to a camp like this on the weekend and it's great to come to a talk like this but you're not gonna walk out of here and be magically transformed into a million dollar sales person by sitting in a room for an hour. That's gonna happen by you consistently working on it over time for your life. And being like is important but trust is really the cornerstone of sales and business.  And there's plenty of other people that I trust to do business with. I might not ask them to go out and have a beer tonight.  So let's talk a little bit about defining objections and overcoming them. In sales we talk about overcoming objections. That's basically you wanna identify what's in the way of closing a sale and whatever that is in the way that's an objection and it can be a simple thing like how much does it cost. The questions, they're not necessarily like, objections sounds somewhat confrontational but it's basically what information do they need to feel comfortable agreeing to purchase whatever you are selling. And it's not necessarily technical information. It could be emotional information and it might be about your company. It might be about your product or service or it might be about you personally. But before you can even get to that we have to get past the general things that people don't like about sales people. So here's where I wanna like get some interaction here make sure you're alive. So give me some things that you don't like about sales people, anybody. Pressure. Pressure, don't like pressure, what else? Talk about themselves too much. Talk about themselves too much. Cologne. What is it? Cologne. Cologne. Cologne. Offensive odors, okay. That's, that could be a problem in Asheville from the other spectrum too. What was that? Don't listen. Don't listen. So that's, there's no big surprises here. Here's 10 common ones. They don't listen. They talk too much. They don't actually know what they're talking about. They don't follow up. They just outright lie. They don't understand my needs. They refuse to take no for an answer. Lack of authenticity. They've got that sleazy, smarmy, used car salesman. Hey, how you doing? What kind of thing? Lack of genuine interest in me. And a lack of passion about what they're doing. If they're like, well, here's, I've got this thing. You wanna buy it? Maybe, yeah. It doesn't get me too excited about wanting to do business with them. So interesting to statistic, only 13% of customers believe a salesperson can understand their needs. That's pretty abysmal outlook for being in sales. Okay, so different questions, slightly different.  Not being knowledgeable enough. That's a big one. Afraid to talk about the money part? Yeah, okay. That's a big one. That's, I struggle with that a lot. You seem like you had something to say. Just feeling fake. Feeling fake, feeling fake. That you'll provide an insufficient, right? You're not actually gonna fix their problem. Your solution's not good enough. Come off too pushy. You get upset meeting them. You get nervous or like angry? Nervous to shoot in there. Okay, okay. Interesting. So, hmm. What do you think's going on there? Interversion. Interversion. I feel like maybe they're gonna look down on you because they're maybe think they're better than you in a suit and you're showing up not in a suit, I presume. Right, you just. I can get past it. Yeah, yeah. Okay, okay. Professor on the stage. Uh-huh, okay. It's interesting you said that because we'll get to that in a minute. So, here's some common answers to that question. I'm not a people person. I'm not extroverted. Don't like confrontation. I feel fake. I don't know what to say or do. Not qualified, educated enough. If I don't believe in what I'm selling. Too busy. Nobody said that, but that comes up a lot too. That's more of an excuse than a version, but not good enough. Maybe my product's not good enough. Maybe I'm not good enough. Maybe I'm not deserving of fear of success, fear of rejection. These are all things that come into play in our own objections. And if we can't get past our own objections, how are we gonna get past the customers? So, 55% of the people making their living in sales don't have the right skills to be successful. So, think about that for a second. More than half the people that work in sales don't actually have the skills to be able to do it. And so, let's take a closer look at that. Here's my first tip.  All those things we just listed, everybody's got those in their mind.   Yeah, so, I was here yesterday and looking around like, this is the first time I've ever given a presentation in a T-shirt, because normally I'm like talking to like business people and so you dress up a little more. But for this crowd, they take T-shirts the way to go. I don't want to intimidate people and feel like I don't, I can't relate. On that same note, it's not, I'm not being inauthentic or just ingenuous to wear a T-shirt or wear a suit. Like I own both and I'm not so attached to my uniform that I wear as part of my identity that I feel like I'm compromising myself to dress for the occasion. So instead of being a salesperson, we need to become a trusted consultant. So let's look at how these differ. Consultative sales differently from traditional sales. With consultative sales, we're really convincing someone in the increased value of our product and service rather than focusing on features and benefits, which is what traditional sales focuses on. We have this product, it does ABCD, it's 10 times faster than the competitor, that sort of thing. With consultative sales, we don't really use the features and benefits as the lever. We try not to appear as a sales rep or operate as a sales rep, but as a consultant. And I mentioned like how I'm dressed, but this is really more about how we behave and interact.  You gave a talk yesterday is that people show, your customers when you polled them, they chose to work with you because of your team. So, of course you also have to have a good product and service, but what really sells people is you. And the beauty of this is that if you want to, if you have like more like a boutique agency or something and you want to be able to charge more money, this is how you do it. Otherwise, the other alternative is like the race to the bottom on pricing and you don't want to do that. So as a consultant, we have to methodically flush out the implied needs and then formulate a solution that fits those needs. And you have to be willing to walk away if it's not a fit, if it's not, if your solution isn't the right solution, move on. So I just want to take a moment to talk about ethical integrity because that's what sort, one of the like obstacles, we sort of associate sales with like maybe taking advantage of people selling them something they don't need. So what I've promoted when I'm training sales teams is don't do that. You want to identify when it's a win-win between the seller and buyer. So if your development is making a product that's excellent and you have excellent support and service and then you identify the right customers that are a fit for that, then it's a win-win. We're not trying to sell to people who aren't really our customers. So if you do that, then you can use, with the right tools, you can overcome most objections. And if it's a win-win, it's the ethically right thing to do. You're not taking advantage of something.  So not all objections should be overcome and not every sale should be closed. We should identify when it's a win-win and when it isn't. And if it isn't, we need to have ways of identifying that as soon as possible. So we're not wasting a bunch of time and energy and then learn to conceive or walk away gracefully and move on to the next potential client that is a good fit. So stages of the sale cycle, we're gonna go through these and this is in list form, but it is a cycle. And it's the stages of the sales cycle also or the stages of the customer service cycle and when you launch and when you follow up on the back end and so these are listed out as sort of like steps on a path, but at the same time realize that not every step is necessarily linear and that this is sort of a cycle of continuing relationship. So the very first thing, when you first meet that person, forget about selling. That's not what you're trying to do yet. We're trying to bond, build bonding and rapport. We're trying to build a relationship. We're trying to make a connection. Later, if we identify that they are a good fit for us and we're a good fit for them, then we're gonna try and sell them something, but we're not doing that right now. So when you make that first contact with a customer, don't even try to sell them anything. You wanna focus on building like and trust. Don't focus on your quota and this is where things get hard for salespeople because a lot of times you might have a quota, you have to, somebody's leaning on you to make, whether it's yourself, like I have my own business and every five minutes my five year old daughter is walking up to me and saying, I'm hungry. So I need to be bringing in some money. But if that's what I'm focusing on, that's gonna lead me to do things like be pushy and so forth. So you have to build in this little bit of discipline to not let that fear be the driving factor on every step. So look the part, don't look like a sales rep and whatever that is. Today I decided to wear a t-shirt. When I go and meet with executives, I have fallen nicer pants and a button down shirt. I'm looking the part for what that need is. Practive active listening and feeling feedback. You have to be sincere and you can't fake that. The swarmy thing is like people trying to fake it, you just have to cultivate it. Avoid typical small talk. You can just ask people about their business. Yes ma'am. Well, so I mean this is one what I was about to say is get them talking about themselves. So I wanna, and as introverts we have an advantage here, right, because like I could stand up here and probably have a staring contest with you for an hour and win if I wanted to. And we could all just sit here silently. That is actually a valuable tool that you can use to extract information and to create that bonding experience because people like to talk about themselves. So if you just start asking them, don't worry about selling, just start asking them about their business or the family or whatever, but business is gonna give you information that's gonna help with the selling part. And you get them talking about themselves and we'll get into this a little more. There are like little magic phrases and things that I use, one of them I'll tell you now, is just tell me more. Somebody starts talking and then they stop. Okay, well you told me you're having trouble with this problem on your website, it's not loading fast enough. Tell me more about that. And just get them talking and listen and then demonstrate that you've listened by like repeating back to them, not parroting, but like in a different way.  Is that what you're saying? Yeah, yeah, okay, well tell me more about that. If you don't do this effectively, you won't be able to ask hard questions and make hard calls later. This steps the most important because later inevitably something's gonna come up that's gonna be a problem in your process and if you haven't made a good bond at the beginning, you're not gonna be able to push back or tell them something that they don't wanna hear. But if you do a good job on this, I could say all kinds of, and the next stage is, I could say all kinds of things down the road that I would never be able to say, like you can to a friend.  You can't do that to a customer, but you kinda can if you do all this stuff right. And it takes practice and I've lost my screen. There we go, okay. So a couple more things on that. So you build trust by making promises and then suddenly drawing attention to the fact that you've made a promise. So you don't wanna make promises that you can't keep, but some people take that to not making promises at all. And so it helps to build trust when you sort of create scenarios where you can make a promise and then keep it. So find little ways to promise things that you can deliver on. It could be as simple as like, after this meeting, I'm gonna go back to my desk, I'm gonna send you an email, recap in what we talked about. And then when I send that email first, after I say hey Joe or whatever, my first words are, as promised, here's that follow-up email. And it's just subtly showing them that he said, he made a promise, he kept it. That's like one drop in the trust bucket. We wanna fill up that bucket. When something goes wrong, that's like a drop in the no trust bucket. I don't know about this one. And in any situation, we're like putting things in both of those buckets. And we wanna get that trust bucket full and the other one fuller than the mistake bucket. I have this thing, I don't remember where I got this from, but avoid mutual mystifications. Does anybody wanna guess what a mutual mystification is? Yeah, essentially, yeah, it's where neither of you know exactly what you're talking about. And we all use these all the time. For example, simple ones, I'll call you later. Wins later. In the customer's mind, later might be 10 minutes. In my mind, later might be 10 days. And if I told the customer, I'll call you later about this and they're thinking 10 minutes and I'm thinking 10 days.  And I'm thinking everything's great. So there's lots of things that come up like that that we don't really think about. We just kinda take for granted. So you wanna start thinking about those and avoiding them. And this is red flags and processes a lot. We get mutual mystifications from our clients a lot. Good one is when maybe I'll talk to a client and we get to the point where I'm gonna send them a proposal. And they say, okay, send over your proposal. If it looks good, me and my partner sign off on it, send it back. Well, what does looks good mean? I have ideas of what it might mean. I need to know what they think looks good means. And you're not gonna know unless you ask. What does looks good mean to you? Tell me more. You get to. You wanna communicate. You wanna over communicate.  And that's basically given them a follow up even if you don't have anything to report. Sometimes we tend to wait. Like, okay, I'll get back to you later. Or I'll get back to you as soon as I find out. I need to talk to my developer and find out about implementing that functionality you want in your website. As soon as I hear back from them, I'll let you know. Well, as soon as I hear back from them is one of those mutual mystifications. And then if it takes however long to get an answer, the customers like irate level may be going up, up, up because they thought you were gonna get back to them in 30 minutes and it's been days. So instead you might say, let me find out about that. I'll give you a call tomorrow at one o'clock and let you know where I'm at. And then if you don't have an answer, give them a call at like 1255, not 105, and say, hey, we talked yesterday. I told you I was gonna give you a call. Unfortunately, I still don't have the answer, but I want you to know I'm working on it. So let me give you a call. If I don't hear something sooner, I'll give you a call back this time tomorrow. Now you're setting clear expectations. There's no mutual mystifications and you're communicating, even though you might not have the answer, it's just more things in that trust bucket. And then you have to learn to ask the questions that you fear the answer of. And maybe just as simple as who else are you considering to work with on this project instead of us? Why would you choose to work with them instead of me? Things like that that you kind of are afraid to ask because the answer might be rejection. You have to learn to start asking those questions. There's a, one of the things I think of is like, if you feel it, say it, like you kind of kind of get this gut feeling that maybe there's, I don't know, this has happened to me where I've kind of like, no, like somehow in my gut, I know there's something going on, I'm probably not gonna get this job, but I just like keep hoping that maybe it's gonna work out. So when you feel that, just say it. Now, how you say it's important. And one of the things, again, just to build trust and make you appear like a consultant instead of a salesperson. At the first meeting, I might say something like, once we get through this, is it okay if I say that I can't help you? Cause then I'm not trying to, I don't seem like I'm trying to sell them something. And if it's not the right fit, I may say, okay, well, you know what, maybe you should, here's another person that I know and trust that's gonna be a better fit. I think you should go call them. But if we kind of lead with that, is it okay if I say I can't help you? That helps sort of break down that barrier of like, okay, well this person's not trying to shove something down my throat. So we wanna establish upfront agreements which is setting those clear expectations. So, you know, before every meeting, make sure you're clear on time and place. What's the purpose of the meeting? What's the client's agenda? What's your agenda? What would a successful outcome look like?  What would you like to walk away with at the end of this meeting? So now I have, we're eliminating some of those mutual mystifications of like, where you might end up walking away from a meeting and being like, I'm not really sure how that went or worse like, I think it went really great but it actually is not. So be clear on these things. And then we wanna work to uncover issues and concerns and this is where things can get kinda tricky and so even if you've done a good job on this trust thing, customers are still not gonna wanna give you all the information that you really need to be able to determine what's a good solution for them.   So what I like to do is like ask them like, what is the problem, essentially, I might not say it so bluntly as that but we wanna get to like, what is the problem that you're trying to solve? That's where I used to tell me more. So you ask them, go meet with the client and, you know, what do you wanna accomplish today? Well, start a new business and I need a logo. Okay, well, tell me more about that. Well, you know, I'm gonna be, my business is we're selling hot dogs on the side of the road and I've got, I'm gonna thinking that we'll like let people know on Facebook where we are every day and, you know, as they're talking, thinking, okay, logo, hot dogs stand by the side of the road, schedule on Facebook, so you're gonna let people know on Facebook where you're at every day, tell me more about that. Go through each item methodically and get them to tell you more and as you do that, you'll uncover more information that may be of use for you to understand a deeper understanding of their need and how you might be able to provide a solution. So then this is where we do kind of mess with their emotions a little bit, but it's further greater good. So I ask them things like, well, how long has this been an issue? Well, we need a problem instead of like I'm starting a business. Okay, my website's slow. How long has this been an issue? Well, it's been about six months or so. Oh, okay, what have you done about it? Well, I hired this one guy, but then he like took a bunch of money and never heard from him again and my site's not really any faster. Did it work? Obviously no. So what we're doing is we're kind of finding that pain and then we're just kind of poking at it a little to bring their attention to it to help them realize the value of a solution because a lot of times we tend to undervalue the solution. So you're kind of just having them relive the pain a little bit, not to like manipulate them in a bad way, but just to bring their awareness to the value of what you have to offer them. So I might ask them things like, well, what happens if you don't fix it? Well, I'm like losing like $10,000 a month. Okay, so now we know they're losing $10,000 a month. Surely it's not out of line to expect them to maybe pay $10,000 to fix that problem when they're losing that every month if they don't fix it. That's where we get to the money. You have to find out what the budget is and everybody has one, but no one wants to share it. Most of the time they say, I don't have a budget. So there's a couple of things I do there to try and get to that. Use what's called a start-stop to ask. So what that sounds like is, let's say so, okay, we know what we're talking about doing. How much money, what's your ideal budget for this project? Now before you answer, let me tell you why I'm asking. We can design a basic solution that'll do these three things and that might be $5,000 or we can have this premium solution that does all the bells and whistles and that's $20,000. Where do you think you might wanna be in that? And they might, at that point you can start to kind of, it's called bracketing to try and get them. So they might say, I don't have a budget and you might say, well, would you spend $20,000 on this? And if their jaw hits the floor, you know that that's out of range. And with like 10 to 15, does that seem like it's your comfort zone? You lead them like, well, how about this? How about that? And eventually they'll say, yeah, okay, well, we have 5,000 is really where I was thinking it would be. From there you might say, depending on what you have to offer, okay, well, we can do something for 5,000. It won't be as nice as what we could do for 7,500, but we can look at that. And usually you can get them to do something a little more than what they say if you are bringing value to it. You know, offer them what they asked for, but then maybe also have an upgrade that they might consider or might go for if it is really a value. Again, if it's not a good fit, don't do any of this stuff. Decision. So here we get to sort of making the decision. Here you wanna review everything that's been covered, gather your information at this point. Now we're at the point where we're really moving towards like selling. We're either gonna disqualify them, determine what you need to qualify them or qualify them. Qualification points are basically, am I talking to the right person? Does this person even have the authority to like sign on the contract?  How do we maybe try and get a seat at the table to talk to them? Do they have the budget? Once you have that budget talk, maybe it just doesn't work. You might have to say, I'm sorry, but you only have $2,000. I really can't do anything of value for less than five. So maybe here's some other options or if you've managed to rework your budget and figure out where that money might come from, I'd love to work with you. If not, might not be a good fit. And then viability is these are other factors, like timeline, there might be some sort of regulation compliance or something that could make it like the project isn't viable. Even if they have the budget and want to work with you, maybe they're trying to do something that's not legal or it just isn't allowed for some other reason. My background's in sign so it'd be permitting is where we'd run into that. Fulfillment presentation. So now you've got all the critical info you need. You've uncovered their pain, their budget parameters, access to who the decision makers are, then craft your presentation and make sure it checks all of those boxes, deliver it to them and then actually ask them for the job. A lot of times we send out a proposal and then just kind of wait and hope. We don't want to ask because they might say no. So you need to ask for the job. You might say, is there any reason you wouldn't be willing to sign off on this proposal once I send it over? It's just another pass of like, are there any more objections in here that I haven't uncovered yet? Cause a lot of times those last minute sort of buyer's remorse ones come up, they're like about to sign and then they're like, if there's anything that you've missed, it's gonna start kind of niggling in their brain. So you want to try and counteract that buyer's remorse. You want to make sure all your questions and concerns are addressed. Make sure your proposal is a perfect fit. Invite them. And then a lot of times I'll add in there at that point when I send over the proposal, maybe just a little icing on the cake. You know, I always do my due diligence before I sign off on anything. I invite you. Here's a couple of names and numbers of some other people that we've worked with. I invite you to call them and ask them about their experience before you commit to working with us. Obviously, hopefully you've cultivated some of those and you've talked to them and said, do you mind if I use you as a referral to my customers even better if they're like prominent, you know, impressive clients that you can point to and say, you know, I can say, you know, I've got the marketing director at Man of Food Bank, I've done a bunch of work for them and here's Kara's number, give her a call if you wanna ask her about her experience working with me. Because I know she's gonna be a champion for me and she's gonna say, yeah, John's awesome, you should definitely do it.  You can still lose it at this stage to the competition and that's again where I just ask them directly, are you talking to anyone else? Is there something about their proposal that you like better than ours? If so, maybe give us a chance to take a look at that. And then you wanna continue to set up those upfront agreements about what the next steps look like. So talk through them, what happens next? You know, here's the proposal. So what's gonna happen next? You just sign off on that, email it back to me, pay us our 50% deposit, then we're gonna schedule our kickoff meeting, we're gonna get together with the team, talk through developing the plan. From there we'll put together the timeline of what your project's gonna look like and work forward from there. So they can sort of envision themselves going through the process. There's not that, they also might have that fear I talked about at the beginning. When they're about to sign on the dotted line, well, I'm not really sure what's gonna happen next. I don't, giving up control of a part of my business. So you wanna alleviate all of their fear as well. And then of course at the back end, go back and ask for referrals. I didn't put it in the deck, but there's a statistic like, I believe it's like 44% of businesses say they would give referrals to you, but only 4% of us ask for them, or maybe it's 8%. So ask for referrals, close to the end of the project. Once they've signed off on things, you know they're happy. Obviously if something's gone wrong and they're not happy, you probably don't wanna ask them. But if things are good, you know that they're happy about working with you, then I go through these kind of questions with them. Are you happy how I handle this project? No matter what they say, I'll probably say, I'm not surprised. What could I've done differently? Because if they're happy, it sounds a little cocky, but hey, people like working with me. That's what I do. If they're not happy, I'm also not surprised because we've been through that process together and we both know that something went wrong. And so I'm not surprised to hear you're disappointed. Thank you for telling me. What would you have had me do differently? Whether I did good or bad, maybe there's something I could have done better. Would you mind sharing a testimonial that we can use in our marketing? Do you know anyone that might benefit from our services? And if so, do you mind making an introduction? Even better, like give me a name of a number is great, but for an introvert like me, find the ways to make it easier. If you will maybe take me out to coffee with your colleagues that also needs what I offer and help me make that introduction, that's a heck of a lot easier than cold calling them, even if they give me the number. So maybe they can make a warm introduction for you and make that easier as an introvert to then reach out. Okay, well, their friend is recommending them. It's easier to make that phone call then. So let's move on to, how am I on time? Because I know I'm trying to cramp too much in. Six minutes. Six minutes. All right, would you rather, I don't have time for it all. So would you rather go through how to handle an irate customer or would you rather look at identifying different personality types and how to deal with them? All right, so, and the slide deck's available so we won't be able to get to the last part but just go to everything's in there, you can just re-throw it. All right, handling irate customers. So here's how this goes. Real quick, I'll just share that I had a job, my wife and I, we did this mobile marketing tour where we were driving an RV around the country for a health insurance company and we were setting up, it was when Medicare part D was rolling out and we would go to different cities and we'd set up in Walmart parking lots. It's probably okay to say that I was at Walmart but I won't mention the insurance company and we set up Boost and basically it was kind of like come on in and learn about it and then there were insurance agents that came and we'd help bring people in. So I don't know about you all but who here loves their health insurance company? Anybody? So most of the people that came into that tent came in in an irate state. They were coming in because they were mad because their insurance company, it screwed them over in some way and I've dealt with a lot of health insurance issues and I don't like them. So first, just listen, let them get it out. Listen to the complaint. Don't ever argue with them. It's not gonna get you anywhere. Doesn't matter if you're right or wrong. And you need to really empathize with their experience and take their side.  That's just me personally. You don't know how I feel but instead you can say things like I understand how that would upset you or I see how you can feel upset about that. If that happened to me, I would probably feel the same way. And you're letting them get it out and you're not being confrontational and you're allowing it to kind of diffuse and then you wanna show concern and an urgency to resolve the problem and you wanna assure, what I typically advocate is assure the customer that a solution is at hand but don't rush to just offer the solution that comes to mind because a couple of reasons. One, you wanna protect yourself and your company too and not necessarily give away the farm if you don't have to. And two, because you're gonna be having an emotional response to this and you're not gonna be taking this clearly either and when you hang up the phone, you're probably gonna be like, oh man I wish I had said this and said or why did I agree to do that? So I would promise to make it a priority to resolve the issue and then you might say something like, I understand your position, I definitely wanna make sure we get this resolved for you and I need to get with my team to make sure I can get the best resolution possible for ya. And I don't know exactly what that looks like yet but I can promise you that I'm gonna get this taken care of and we're gonna walk away friends. And then I always, whenever I give like a solution like this, I always kinda ask at the end like, well in this case I would ask them like, what does a fair resolution look like to you? Because again, it's a mutual misification thing. I might think that they need a full refund and give them everything back for them to be happy. I might think we need to give away the farm, they might only need an egg to make them happy. And I'm just assuming that they need this high level thing because I'm in this emotional state as well.  You're gonna make a promise, you need to make good on that promise and quickly. So go work with your team, find a reasonable solution that either matches the customer's request or is an acceptable compromise that you think they might agree to that maybe protects you a little bit. Because sometimes maybe you're like, well they're asking for this, but that's gonna be pretty painful for us to give them everything they're asking for. Have a compromise of what you would like it, the solution to look like, but then also have a plan B of what you're willing to go to if they still are not happy with what you're offering. So then call them back, thank them. Again, for bringing the issue to your attention and giving you the opportunity to resolve it because the term customer service opportunity, we probably hear that a lot, but it really is an opportunity. If you've done something wrong, the customer could not say anything and just go to your competition. If they're bringing it up to you and again, you've established this trust with them, it's because they want you, they want to come to a resolution with you, they don't necessarily want to go somewhere else yet, but if you don't handle it right, they're going to go somewhere else. So offer the resolution that you came up with and then I always ask them, does that sound fair to you? And you're going to get feedback. Either they're going to say, yeah, that'll work for me, thanks for, or they're going to be like, no, that's not what I want. I want blah, blah, blah. Okay, well, it's not satisfactory. You already have a plan B in your pocket, but I would not offer it right away either because the other thing is you don't want to make everything look too easy because it lowers the value and if you're going out of your way to resolve the problem, they're going to appreciate you that much more. So I might say, let me go back and I'll call you back in five minutes, come back with your plan B, you might have to repeat that process to get to a resolution. All right, I need to wrap up here. This is another thing that, this actually came up through like a parenting thing, I think, using with kids, but this is magical in any relationship. It's, I call it the magic four point apology and it's, you basically say that I'm sorry that whatever it is happened, I realized that it was wrong because name the pain that it calls them or the damage that it did to your relationship. In the future, instead, this is how we're gonna, I'm gonna handle this, what am I gonna do differently next time? And then the magic part is you ask them to forgive you and this will bring people to tears if you use it sometimes and probably not customers, but like I've made, I've had my kids use this when they've done like something like to a grownup and it's, it fixes it, it totally fixes it. Now of course, if you keep doing it, it's not gonna keep working, but something like that comes in handy. So I'm out of time, I'm sorry, I tried to put too much in, but all these slides are available, will be available on the website. So if you are interested in digging in a little deeper, you can go there and they should be available soon. And that's my information, I encourage anyone who wants to reach out and connect, happy to answer questions. I don't know if we have time to answer them now, but I'll be around. And I also have like stickers and postcards and things, I do illustration work too. So if anybody wants any of those, you can come up and get them. So thank you. Thank you.


I am challenging myself to buy my girlfriend something every time she kisses me Hold on I got you a Starbucks I'm gonna get a bunch of new leggings today. I'm excited Good luck. Dang. You been? Bop, is it over $20? They're over $20 a piece? Alright guys that blow dryer is actually my girlfriend getting ready for the morning I gotta keep this intro kind of quiet so she doesn't hear me But today I'm actually doing a challenge. What is up guys?  I'm so hyped I can't even get my voice down right now, but get ready for this video. It's gonna be super lit I know you love our challenges So I had to come back with another one and I find this really funny because Mariah literally has no idea that I'm filming this challenge. She thinks we're just vlogging going throughout our day like we have in it is vlog this day 8 we got vlogmas day 8 on the board right here guys. We're moving up and moving up out of vlogmas We're almost halfway to Christmas. It's actually crazy that eight days has already passed since December like this is flying past I hope you have your Christmas this Saturday I hope you've given them to your parents or you've bought stuff for your significant others because it's coming up quick guys Literally, I can't even I can't wait Christmas is my favorite time of year So I'm gonna stop randomly because I have a lot of talk about really quick before we start this video I want you guys to know I am not only gonna be giving to Mariah But if you're watching this video and you're like well, I want I want to get something well You can every single video you have a chance on winning $50. That's a $50 bill That we will literally transfer right into your bank account if you win our giveaway Which every single video up until Christmas on vlogmas.  So basically everything you have to do everything and it's worth it because we've literally given away six people $50 this video. We're at the end. We're gonna be doing another one And it's just such a good feeling being able to give back and honestly hold on There's one more good way you can win a hundred dollar bill a hundred dollars if you go cop our merch We're picking some people to win a hundred dollars because we want to give back also We came out with our merch yesterday guys. It's limited edition. It's going only till the end of December So make sure to cop it. It's a candy cane collection. You guys are gonna love it We have sweatpants, which I'm not wearing right now. We have socks. We have masks We have phone cases and if you want just a regular sweatshirt with this logo or sweatpants We have that too. It's link in description, but I'm gonna get on with the video This is gonna be insane So get ready make sure to be subscribed if you have not already because guys we do some lit challenges lit pranks And I'm trying to think of ideas to prank Mariah with we've been doing a lot of challenges and I need some prank ideas So low-key these are our Instagram DM us on Instagram We go through our DMs once in a while and if we come across a DM with a prank idea We might just do it So make sure to follow us on Instagram DM me some prank ideas because I want to get your girl team Mariah team bill has to keep the lead I hope you guys enjoyed this video make sure to watch it all the way through because it's just gonna get better and Better and better as we go I'm gonna be giving a lot of stuff away and at the same time hopefully not pissing her off by not kissing her So let's get it. I hope you guys enjoy and I will see you soon. Hold on. What is this?  These are just so comfy You have to get like I wear them. I'm gonna be wearing this for the next week But anyways, it's down in the description if you guys haven't got it one already Make sure you guys go get one before they're out in description from teespring, but guys vlogmas day eight We got a switch. How many days till Christmas left? Come on. Let's get it. We have we got 17 days till Christmas Guys it is inching up every day is another day closer every vlogs another vlog closer till the height till Christmas Today guys like I don't know what it is, but like it's really gloomy outside, and it's a Sunday Yeah, it's a Sunday. It's gloomy one more filming this and it's just like snowing and nasty. I don't know But we got to get on with the day She wait, let me see your nails right now. Let's do it before and after all right So she has these like Louis Vuitton tight sticker nails broken. What'd you do to those? Oh my gosh But anyways, that's the before now We're gonna go see the after but we gotta get there before it's late You know, and then she'll miss her chance to get her nails on today. So let's go No, I'm not coming in yeah, guys literally I've waited through so many Nail appointments and I was younger for my mom. I don't want to do it anymore No, we're just gonna wait it out this time and rise in your nails done today. So hopefully they go quick All right. I got you all right. Goodbye Goodbye All right, let me let me give you something before you leave hold on here Why are you giving that to me? I want to pay for it. I want to pay for your nails. I want to pay for your nails I love you. Thank you. All right. Well, I gotta go I gotta go do I get lunch after this Yeah, I love you. I love you All right, love you. Bye.   I thought she was gonna kiss me more though, but okay. I bought her nails I'm buying her lunch.   Let's just wait Let's see.  So being the good boyfriend that I am since she did kiss me three times I have to get her something for that third kiss and when I did I went to her one of her favorite drink places I got her Starbucks. We love vanilla bean frappuccinos That's something that me and Mariah like loved ever since we started dating. So I got her one of those and I'm not even kidding I'm thinking ahead guys. I know she's gonna end up kiss me again sometime soon So literally her favorite thing in the world, but Starbucks never has them our chocolate chip cookies when they're heated up They are always out of them because they're so good, but today we got one your boys coming in clutch So the next time she kisses me I'm gonna hide this in the glove box of her car and I'm gonna be like babe You know what since you're just an amazing girlfriend open the glove box and I bought her a Chocolate chip cookie and she's literally probably gonna be surprised. We didn't even get lunch yet Like I still I'm gonna buy her lunch That was part of the second kiss that she did and throughout this whole video I'm gonna be keeping track of the kisses. So if I lose track, I'm sorry, but we're up to three right now Let's go see how she reacts. Let's give her a Starbucks and see how her nails turned out. Oh, I see her Hi What is up Hey, it was totally worth it. It was totally worth it. All right, let's peek your nails. All right sneak peek of her nails Let's see what's going on here before it even goes on Instagram. Oh No, is that for like Christmas? Babe, that looks awesome comment below how you think about them cuz I think they're amazing now babe. I got you a Starbucks Let's go get food. Okay. Come on. I'm starving. Hey, babe. So did you just such an amazing girlfriend? Why not open up the glove box? Open up the glove box You got your favorite drink. What are you missing? I literally I just told them cuz I vlog go in there babe Tell me that does not look amazing. You can have a little bite, but I want to take you I want to take you to Panda. Okay. Panda. Yeah, look at that.  All right, that looks like picture perfect on our way to Panda Let's get it guys. I'm hungry.   What the heck like giving me no food in here after I've been waiting all day This is my like first meal of the day, but right.  Okay, huh? That's that's not up to me.  You do it No reason like that. No reason no reason is there anything you need like this is like off camera like for Christmas or something Okay, I would love to buy you some like really yeah So fun that's off camera So I totally forgot we're actually at party city right now if you didn't watch our last video We explained why we've been going to party city recently If you look at our channel, we're actually getting the 1 million balloons because yes, thank you guys so much We are about to hit one I can Um Do you need anything from in party city? Well when we get in there, I'll I'll see what I'll see what no I'll see what we can get you because I Well, I really want to get you something from party so you like buy something We're gonna get you something good in there. Yes, we're picking up our balloons We have the six zeros one one in an M. So we literally have Seven giant balloons We're gonna have to take two trips this is a bit for I know the cars dirty right now But this is a before look the after looks it's gonna it's gonna be packed in here We're gonna try to pay as many as we can but I don't know we're not gonna be able to fit all Yeah, we have to there's nothing else we can do Oh God my goal right now is to get you something. I want to spoil you I want to give you something over $20 for a $20. Yeah, let's see. What can we get you? Do you want to do on a glamorous wig? Girl we need to get you something with leggings. No, I want it Mariah stop back talking me. I I'm trying to do something nice for you. So like let's pick out Do you want a reef, but I'm not taking no for an answer Mariah? I'm gonna get you this Good $8 bag wait what? You know what let's hear I'm gonna get you these two because you deserve them Hold on hold on you need some Yeah, let's go see if we can fit them in the car all right guys So Bill actually just went out there to go grab the balloons I don't know if you can hear him talking but Bill thinks he's slick and doesn't think that I'm gonna be able to catch on to what he's Doing today.   Mm-hmm not today I'm so excited. I'm so excited that I was actually able to pay back him today Like it's about to be crazy guys. He just came back out with the two other balloons He has no freaking idea that I freaking know about this video. It's about to be crazy Dang, there's a look at all these balloons bottle squad. Yeah, there is literally eight big ones of these It weighed them down a little bit guys I'm not even joking. I had to slam the back down as hard as I could without having them pop It was the scariest thing in the world, but we can't see out the back probably not that safe But it's alright. I got the sides so we're good, right? And if we get in a car crash literally look at this Mariah has extra cushion along with the airbag So honestly you're more safe than I am like if we fly in the back, we're good You know I'm saying but let's go What are you doing I just I know You're insane Okay, okay I'm a saying when we get home we gotta go on Amazon.   So tell me I'm acting sus. All right. All right. Um, I gotta pee all right mama's mom I'm trying to treat my girlfriend today. I Gotta pee too. Let's go. All right guys. We're apparently gonna try to one-trip this thing I don't know we have eight total balloons and they're that big I gave my kiss for good luck. Well for just good luck. Dang you been But why are you kissing me? So I literally all day you've not been kissing me that much. What is going on?  All right, babe squeeze in. Let's go. What? You're leaving me? What is this bowl? Come on Wow, I cannot believe this girl literally leaves me. We just got them back This is all of them guys like crazy. We got a one We got six zeros and then an M the only reason why we got the M is so when we take Instagram pictures We can just take it with the one M, but when we actually hit it We want to put it up on the TV screen in the other room Where we're gonna put the balloons we got oh, hi We haven't seen it for hours. How are you? I know he's like what get away from me All right, so Put it over the TV. Yes Oh my gosh, is that what it's gonna sound like and by the way I know in the car when we were talking about like 1 million. Um, we were like hyped, but we're gonna be a hundred times more We're also gonna go live on tiktok because we went live on tiktok when we hit 100k remember that we had People watching us on tiktok. Yeah, you're right. That's why we had 600k at tiktok. Dude. This is insane I cannot wait. Um, honestly wait Mariah Mariah. We got to go buy you stuff though I know we got a meeting we didn't have him when we had on again. We didn't even know you you weren't even born yet Why are you smiling the girls are looking so happy right now what?  How many you buy I should these neon ones. Those are cute They're those cute.  Oh, yeah, we got oh my gosh guys This girl's literally gonna break my baby. So I'm just trying to be nice to you You can get just get like three. That's like sick. That's $80 Cuz they're like $23 each. Why do I feel like I'm being taken advantage of right now? Look at this girl You said I can buy I know I'm kidding. I'm kidding. I'm kidding.  Whoa? Oh my god. All right, bye add another one to the car add another one buy another Why are you doing this right every time I kiss you I could buy something in Amazon, right?  No back up.  You're kissing me way too much big The video's over What was that laugh mama squad you're currently watching us have a meltdown right now You Stop doing that stop doing that guys Mariah caught on she caught on to what I was doing Yeah team bill was trying to team bill was trying to do something nice and you turn this video into you taking advantage of me Hello, what am I feeling? What are you doing?  You think team bill is so slick. Are you bettered up right? I swear if you actually What you got no one hundred dollar bills actually do but you don't know where to find them There's two of them in here you don't get to have it though mine Yeah, you have them. Oh, they're still in here. No, they're still in here guys Team Mariah is the best team do not even I think you don't understand the point of this video It's to give back. I'm literally giving back to you and you're taking advantage of me What is wrong?  Yeah? Oh really that you're so smart to think about that Yeah, but think about it.  I think I took a dump on this Alexa pick a number one through three Here's a number between one and three. It's one. Oh Let's get it guys actually the fan page Marwa spotted a baby chick She's 14 years old and she's from the Netherlands, which is the Netherlands and not only does she send us some foods like some snacks From the Netherlands, but look at this. She literally made a collage of I'm guessing our Marvel Squad fan pages Look at this. So cute. This is so cool. Thank you guys. So awesome And thank you for the snacks. Thank you for the note before we leave We also have to give away $50 if you did not know like I explained in the beginning We are giving away $50 to a person every single Christmas today's winner is Lindsay Literally we just sent it so it should be in your account within seconds. Thank you so much for supporting us watching our videos all the way It's also says thank you so much guys If you want a chance to win a giveaway all you have to do is watch our videos all the way through be subscribed to Comment down below your cash app and a reason why you should get the $50 and we would literally love to pick one of you Guys you can be next you can be tomorrow or the next day You got literally 20 more days to get it and wait also We just came out with our merchandise make sure you guys go cop this and we're giving away a cup $100 to a few people that buy our merch as well just to give back, but it is on sale now It's gonna be throughout December. So make sure to get it before it's gone. It's a candy cane collection We have joggers socks phone cases everything. Oh my gosh masks everything that you can wish for it's on teespring link in Description I still cannot believe you figured out this video. I'm actually peed. I'm peed Pete. Oh You're not good you you're not good all right guys. We'll see you in the next video guys


I am Dr. Gannap A. Waliker, works in the Department of Computer Science and Engineering, Walsh and University of Technology, Singapore. Today, I am going to deliver a lecture on sensor technology used in Internet of Things. As part of our learning outcome, at the end of this session, students will be able to describe the different sensor technology used in Internet of Things. So, before discussing architecture of sensor technology and its applications and its components, let's we will begin with a definition of a sensor technology. The sensor technology is a technology that is used to design a sensor and its associated electronics, circuits, devices, activators and arduates. Sensing technology simply put is a technology that uses sensors to acquire information by detecting the physical, chemical, biological property across a sensing area. So, this sensors will senses a physical condition or environmental conditions such as temperature, wind, pressure, molecular and other parameters. So, that are required to analyze and extract the knowledge in order to carry out the sensing or in order to perform the analysis process. Nowadays, the sensor technology introduces in a new application fields and mass markets like automobiles and smart homes. Sensor technology allows objects to be sensed and are controlled remotely across existing network infrastructure. Creating opportunities for more direct integration of the physical world into a computer-based systems. Here, sensors will senses data from remote areas and feed that information to the central system, so where the user can access through computer-based systems. Due to the use of sensors in the different applications, so all type of applications are improved with their efficiency, with accuracy and economic benefit. And nowadays, the sensors are being used widely due to the following reason. So, one is eye accuracy in collecting and sensing the data, high resolution, high reliability, energy efficient and easy to integrate with already existing systems. We can find the sensor in different applications like automated cars, smart phones, ATMs, homes and offices and airports, etc. So, now sensor technology also being used in designing wireless sensor network. So, now we will look at first architecture of wireless sensor network and then later we will discuss how sensor technology being used in designing a spatial sensors. Here, so this is a sensor field filled with or spreaded with a spatial sensors and those sensors will also called a sensor nodes and these sensor nodes senses the sensing informations such as temperature, wind, lights and other chemical particles, etc. from within this sensing field. Then that information will be sent to the central system where the computer applications are installed and user can process, analyze and extract the knowledge from that sensor information. So, here the sensor technology is play a vital role in designing and deploying a spatial smart sensors. So, these are the different types of sensors. First and the functionality of sensors basically sensors are classified into two types one is analog sensors and second one is a digital sensors. So, analog sensors are one which will converts a physical energy into analog signals and digital sensors one in which sensors are convert a physical environment or physical energy into a digital energy that is 0, 0, 1 or on state or off state and based on applications of sensors the sensors are classified into a different types. These are the some examples I listed here one is ultrasonic sensor, gas sensor, color sensor, PR sensor, accelerometer sensor, potential meter, IR sensor, flex sensor, LDR, thermistor, rain sensor, IR transmitter, proto diode, LM35, microphone, all sensors. These are the some of the important sensors I listed. So, likewise N number of sensors are there in market. So, based on the applications we can purchase and we can use in our day to day applications. Here I am explaining some of the examples what I listed in the previous slides. So, proto electric sensor is in a type of a sensor. So, that is used to detect the distance, absence or presence of an object by using a light transmitter and proto electric receiver. Usually these are used in industrial manufacturing in order to detect the distance, absence and presence of the object placed in that particular industrial area. Next one is infrared sensor and these are used in houses and in hotels at automatic lights and water tabs. So, wherever they want or user wants to control lights in their houses or in hotels. So, they can use these infrared sensors and with the help of these sensors they can remotely monitor on and automatic on and off of their waters and lights. Next, immodality sensor and this is also one type of a popular sensors and being used in home heating, ventilating and air conditioning systems, offices, cars, industrial spaces and green house, smart houses, smart cities, etc. And these are the typical sensors I listed here and the sensors are exist with a different size, with a different configurations, with a different hardware and its associates and they are designed based on the applications and also the cost is depends upon their configurations, their peripherals and their real-time applications. And now we will move to working of sensor technology. The first, the sensor technology will enables sensors to get ready to change the informations. So, once sensor technology makes sensor in a position to read the data, then the sensor will start reading the information from sensing area either remotely or locally. So, once it detect the information from sensing area, then it will send it to the storage device. That storage devices either may be local servers or it may be cloud applications and that data will be stored into these storage devices via wireless links. So, once the data being stored successfully, so that data is available for the user to process, to analyze and extract the knowledge from the sensor data. So, once the data collection or data gathering process is over, so then the sensor technology will disables sensors from active operations. And this process is usually called data collection and processing of sensor within a sensing area. Think and write. So, what do cows, shoes and trees have in common? Pause the video now and answer the questions. Here, there are three pictures, trees, cow and shoes. They all are enabled with sensor technologies. That is the common thing among all these three pictures. They appears to be different, but by functionally they are having enabled sensor technology or they are enabled with sensor technology. Look at the tree. So, tree contains sensors. That sensor will continuously senses a vehicle passing through that road that is before the tree. As per the survey, so single sensor can sense the more than 3,000 vehicles in a day. And look at the cow. So, cow carrying the sensor and that sensor will senses information wherever this cow goes. As per the survey, so this sensor will senses 200 MB of information per year. Look at the third picture. This is shoes and it is enabled with sensor technologies. So, if people wear these shoes, so wherever they will move, it will senses information of that particular area. That information might be temperature. If there is a raining season, the rate of raining fall, wind, light and other the smart cities wherever they are going, they can collect the information about area. So, this is a common thing between tree, shoes and cow. So, now we will discuss about applications of sensor technologies. There are tremendous applications are there. So, but here I will state few. So, one is the most of the sensors are being used in industrial land, home appliances, for example, TV, fridge, right. And then sensors also used in establishing wireless sensor networks in order to gather the information wirelessly. Water level indicator to send a firing alarm system to the control system, automatic braking and speed control mechanism, smartphone touch screens, railway gate control mechanism and fully automated control system. Among these applications, 99% are having sensors in place. So, these are the references I referred to prepare this slides out of which two are books and remaining all are references where I collected the informations.


It's beneficial. Why? Why isn't it beneficial to lie? When people believe in a all-powerful God that's recording their deeds, it produces better outcomes because they're... It certainly didn't work for me. I remember being 12 years old and praying to the God that I still believed in as a child, asking him not to take my soul. Just let me die. I couldn't deal with the idea of being in heaven in stagnation for all eternity. Even if I were to become God himself, the eternity would still be overwhelming. I mean imagine thinking of like an eternity in paradise is boring.