Thank you so much. So I'm going to ask each of you in one minute or less to talk about what inspired this solution and we can start with you Hello, everyone Baladi was inspired by the ambitious goals of Vision 2030 to improve the quality of life for KSA residents To achieve these goals a transformation was needed and these goals some of them Being among the top of 100 cities around the world to be livable add Increasing the maturity of a government surface to be more than 92 percent So Baladi was developed to digitize resident interaction with the government and accelerate the speed for municipal services However, Baladi did not stop there it grew into a full ecosystem of livability and lifestyle Allowing residents to co-save their cities and co-save their urban landscape and ultimately Contributing to the sustainable development goals of their cities Thank you, Khaled and Ganesh your turn Yes, so OpenSE stands for open supply chain as the name suggests We aim to support our customers be much more transparent about their supply chains The idea started about five years ago in Australia at the time one of the leaders of sustainable fishing was accused of fishing in marine reserve protected areas Now that's because he was turning off his GPS location data at certain locations Now the reason he's doing that is because he didn't want to reveal where he's fishing publicly all the time That's commercial IP So they needed a data platform solution that could share sensitive commercial data in a Transparent way and so BCG X and WWF collaborated and OpenSE was born and today we look at We use multiple technologies including AI machine learning and blockchain to verify sustainability claims at source Across multiple commodities beyond seafood coffee and others. Thank you. Thank you And Max over to you Thank you very much So as we know one of his challenges that are fading facing many countries right now around unemployment and poor working conditions So we had to explore how mobile technology and the mobile industry could Contribute to addressing SDG 8 and this is why we launch the mobile innovation hub platform for tomorrow project in Tunisia Why did we choose Tunisia because Tunisia is a Is it shares a lot of the challenges and opportunities as a lot of countries in the region but also globally when it comes to employment it has The rate of employee unemployment that remains high in particular Amongst the use but also has a burgeoning digital ecosystem with a very active Employment and education scene with 61% of graduate actually being woman and also a Growing startup scene and it's actually home to the startup that has the largest exit in Africa in the past five years Insta deep so we saw this opportunity to work with Giz and women in Tunisia to help look for solutions That will help build a digital economy that is human centric and that is fair. Thank you Thank you And this has all been very industry and let's dive a little bit deeper So let's hear about your characteristics of your solution and why it's game-changing of course Bellady at the first started as a communication tool for residents to submit their complaints To municipality receiving more than three million requests with a resolution rate more than 90% Bellady currently evolve to Enable and become a smart municipal ecosystem Eliminating the need for physical visits in the municipalities and the physical branches In the future in the near future Bellady will evolve to become international livability ecosystem and Becoming an immersive user experience utilizing emerging technologies and such as digital twin and AI Also, we are hoping to Bellady to be an international and serve nations around the world Allow us to show you a video of how Bellady is transforming from a national Platform into a global blueprint that can serve nations around the world through the sustainable development goals of the cities So what makes open SC game-changing? You'll see in a second. There you go. What makes open SC game-changing is that we verify sustainability claims in a data-backed continuous and scalable way versus some other Existing methods today that might use manual spot checks, you know random occasions like that Let's look at coffee supply chains as an example other methods today might send someone to the farm They might be you know dressed up standing out in the farm data collection is tedious It's time-consuming and often it's subjective Open SC aims to break that paradigm. We use digital technology to Verify sustainability claims to generate insights in such a way that there are data-backed The granular the real-time and they're shareable through our blockchain platform Now there are three ways that you can think about how we support our customers and what we do for them We help them know what's going on in their supply chains We help them influence behavioral change in their supply chains and we help them prove their sustainability efforts Now again, we're gonna look at coffee as as an example and this time Let's explore a common claim a product origin claim to ensure that all coffee is coming from a single Sustainably sourced region. So how do we do it? First we ingest data. We ingest data. That's paper. It's Excel. It's ERP systems We use multiple technologies including AI to capture information at various points in the supply chain and create a Tracability map that shows you end-to-end where your coffee is coming from Then we analyze the data We explore various risk parameters to identify how much of your coffee is at risk of being unverified Knowing this allows our customers to actually influence their supply chains Maybe they can support an unsustainable farmer to become sustainable or maybe they can eliminate product volumes completely All of this is to ensure that only the sustainably sourced coffee makes it to the end consumer and the claim remains valid Finally we expose our data for customers. It could be internal dashboards for regulators It could be a blockchain backed audit service or for consumers. It could be a consumer experience through a QR code Such as one of this on this product Now let's see what this looks like in practice And I'm gonna show you a bit about our partnership with Nespresso and DR Congo So first the coffee is harvested. It's collected. It's bagged into Into bags and taken in to coffee collection points There an agent writes down how much coffee is gotten by whom Then they use our open SC proprietary app downloaded onto their personal phones to capture this information This is where a lot of the AI and the machine learning comes into play Along the supply chain We also use QR code tags to be able to capture information of wait time location data All of this is then uploaded to our blockchain platform and Subsequently can be shared through QR codes on the product sleeves such as one of these or through a consumer experience to consumers up here Now if you've got your personal phones Please as you just have a look at this and look at what the journey looks like from source to hand for yourself Now product origin claims in coffee supply chains is just one example of how we support Responsible consumption and production or SDG 12 we do this for more claims such as payments such as Climate emissions reduction and we do this for a lot more Commodities as well including coffee seafood palm oil dairy and more and we're very very excited to grow this a lot more and grow our impact In prosperity people planet and more. Thank you And max tell us a bit more about mobile innovation hub. Thank you Thank you very much. There might be a slide that says that a max but I'm actually max max had a last minute emergency So I'm the I'm the understudies who appreciate your patience But as I explained the mobile innovation hub in Tunisia The main purpose was to try and create decent employment and to improve the working conditions of of the youth in the country and and the main question was like How did we manage and there's it's just one word here. It's collaboration It takes a village as they say it's not only the GSMA. It's not only Giza. It's the Ministry of ICT It's the the DTC Indonesia but also mobile operators the static ecosystem everybody working together to address the issue from multiple angles and there were three Key priorities that we had for the project. The first one was creating jobs and it's creating good jobs But it's creating jobs And that's the angle that we used is that we supported more than 50 startups startups and SMEs I think that the the division is not always very clear in Tunisia and we supported them around creating partnerships But also on raising funding Because we truly believe that a striving startup and SME community is one that will be able to create jobs The other angle is on the improvement of work conditions So we looked at improving health safety working conditions and in doing so we partnered again We work with the international labor organization with a school program to make sure that we were Applying the latest research and knowledge on the topic as opposed to starting from scratch and the last element is Kind of like almost at the beginning of the chain. I should almost have started with this one It's on digital skills and literacy because the reality is we're having a lot of youth But also not so young people who are coming online for the first time and we cannot Not support them with the skills that they need to make sure that they make the most of the internet But also in a secure manner. So we used our missed toolkits the mobile internet skills training toolkits Bit of a mouthful but I've been trial and tested in dozens of countries now to Work with two mobile operators and make sure that those coming online for the first time. We're doing it in a in a secure and With the help that they need. So this is these were the three key achievements and focuses of the project But I will leave you with the words from from people in in Tunisia should have a short video Act with les opérateurs mobile pour développer des partenariats grâce à la GSMA nous avons eu la possibilité de participer au Mobile World Congress de Barcelone en 2022 ça nous a permis d'offrir en fait beaucoup de portes non seulement ça nous a permis de gagner en autorité mais également ça nous a permis de rencontrer beaucoup de personnes de voir et rencontrer de nouvelles personnes qui ont fini par aboutir par la suite à des partenariats mais également à élevé de fonds. Au niveau de notre équipe nous sommes passés de 5 psychologues à 15 psychologues nous sommes passés d'une moyenne de 50 consultations par mois à plus de 300 consultations par mois nous avons également réalisé une augmentation de notre chiffre d'affaires de 100% nous parlons du nombre d'utilisateurs qui ne sont pas encore plus, donc nous avons eu de la lait et nous avons également réalisé une augmentation de notre chiffre d'affaires de 100% et nous avons réalisé une augmentation de notre chiffre d'affaires de 100% On est beaucoup plus d'affaires pour nos présenter ici aujourd'hui


Hello friends, I welcome you all to another session on gems of geometry and Continuing with the previous session. We were discussing properties of X circles and in circles of a triangle So in this session also we will be discussing some interesting facts about X circles and in circles So, you know what an X circle is and you know There are three X circles as you can see in the diagram So the X circles are nothing but circles which are tangent to Extended sides of the triangle two extended sides of the triangle and one side of the triangles So if you see these are the extended sides of the triangle and this one is the third side and This circle here this one is the X circle one of the X circles Okay, similarly there are this one is another X circle this one is another X circle and this one is the in circle now in this session We are going to discuss few more properties and first is the in circle and the three X circles are also called for try tangent Tri-tangent circles of the Circles of the given triangle of the Triangles right. So what all so try tangent circles are nothing but three X circles and One in circle Okay, so always remember this definition now if you see and we also know that tangent From the same point on to a circle are equal. So hence by that logic if you see Let's take point B here point B this one So hence we will get B X a will be equal to B Z C isn't it? why because Tangents tangents and gents drawn Tangents drawn on a circle on a circle on a circle from The same point Okay, they are equal Same point are equal Okay, so B X a is equal to B Z B Similarly, we can say with the same logic B X B is equal to B Z B isn't it this is that be here and this is X be here and B was here You already saw that so B X B is equal to B Z B And now can I write B X B plus B Z B? Let me add these two what do I get so B X B if you see closely it is nothing but BC plus C X B isn't it and then the other B Z B is nothing but B a plus A Z B correct Right, so that means can I not write this as BC plus C Y B C Y B why because if you see C X B is equal to C Y B Okay, Y B is here and now B a let it be as it is and A Z B can be written as a Y B a Y B Isn't it now if you look closely C Y B and a Y B added together is nothing but a C Isn't it so hence I can write BC plus a C plus B correct or a B plus BC plus C a Which is nothing but two times semi-parameter s Right, so this is the first learning so what is the learning and learning is Some of any two tangents, you know, so for example B X B two plus B Z B is nothing but twice the Semi-parameter, okay now let me do the further analysis here What next if you see? a y a let's consider a y a where is a y a just check a y a so a Y a so y a is Here, this is why a and this one is a so a y a will be equal to clearly a Z a same logic tangent from the same point and this will be equal to B Z B B Z B and this will be equal to B X B because all of them if you see will be equal to C X C is equal to C Y C and all of them will be equal to Yes Isn't it Right, why because if this to B X B plus B Z B was 2s and we knew that B X a is equal to be Sorry B X B is equal to B Z B then hence you can you can say from here You can say B X B into 2 is equal to 2s This implies B X B is equal to B Z B is equal to S and likewise all the other pair of External tangents will also be equal. So hence you will get this result. So remember this all the you know Tangents are equal to semi-parameter, right now Also, we know that C X B if you check C X B, where is C? This is C and here is X B. So C X B can be written as B X B Minus BC is it at minus BC? So which is nothing but B X B We know it is S and BC can be considered as a so S minus a and if you do the same thing If you do the same thing, you know for all others you will get the same Result, what is that? So B X C now, let's say B X C B X C if you see again, it is nothing but C X C C X C minus BC which is equal to C X C, you know, all of them are S. So S minus a you'll get S minus again Similarly, you can write C Y a is equal to C Y a is equal to C X a Is equal to a Y C all of them will now become equal to a Z C is equal to S minus B similarly the same logic you can prove this as well and finally a Z B is equal to a Y B is equal to B Z a is equal to B X a Is equal to S minus C? So if you see all of them are related to semi perimeter and the length of one of the sides, correct? So spend some time, you know pause the video and you can always understand these relationships So if you understood these two, I just rewrote the result. That's it. Okay, so you can try and arrive at the same result. So let's See some more properties of these type of triangles in the next session


What's up everybody, Jason here for jaspyscasebreaks.com. We just sold out 2020 Panini flawless football two box case break picker teams number 23 on jaspyscasebreaks.com. Two boxes per case, one pack per box, 10 cards per pack. So again, we had to do a couple R&Bs, but we got them done guys. So here's everybody that bought in straight up. All right. And here was the first round of number block randomizer we needed to do. This one was just for the chargers and Vikings. So good luck to everybody in that one. Here is the Miami Dolphins, Tampa Bay Buccaneers, Washington football team inapolis Colts, Las Vegas Raiders and Los Angeles Rams R&B randomizer. Results for the random number block. And here's for the Bengals, Dallas Cowboys, Pittsburgh Steelers and the San Francisco 49ers R&B. And there you go guys. Good luck to that as well. So you get a piece of all those teams for a fraction of the price. And good luck guys. And here is the sealed case. All right guys, I'm gonna put some blanks in here to cover up the encased cards. So it should be all blocked in right there. Alrighty guys, well good luck. First one is a triple rally for the Pittsburgh Steelers. This is 14 out of 20 that features Juju Smith Schuster, James Conner and Chase Claypool. That is for the Pittsburgh Steelers and the R&B. So that'll be 14, spot four. Look at that, Lucas. First time joining the break with us and already hitting in the first card of the break. You're gonna get that triple rally, buddy. 14 out of 20, spot four going to you. Next one is 14 out of 15, T.J. Hawkinson, Signature Gloves for Detroit Lions going to Matthew. Straight up, we got a, wow, T.J. Houser and Zada. It's been a while since I've heard that name. Nine out of 10 for the Cincinnati Bengals. That is nine out of 10 Cincinnati Bengals, nine going to Robert Flores. We have Amari Cooper, 14 out of 20, double patch and autograph for the Cowboys. Dollars Cowboys, that is spot four and Lucas again. There you go, that's what we're doing here, man. We're really you and another one for you, buddy. Next one is Matt Ryan. Wow, what a beautiful signature. I hardly ever see any Matt Ryan's. 10 out of 15 for the Atlanta Falcons. Gregory, straight up with the Falcons. And for my Eagles, Hall of Fame autographs. That is Brian Dawkins, little Weapon X. Three out of 10 for my Eagles. That is gonna be Matthew, straight up. And we have a, one, two, three, four color jumbo patch. Little Justin Herbert for the Chargers. Three out of 25, Chargers three going to PJ. We buy this stuff from our distributors, Toby, but I'm sure some online retailers do also sell, you know, 130 points, 100 points, 180 points. I think Amazon sometimes also sells supplies, but we get them from our distributors and suppliers, so left, right, middle, 13 out of 20. That is Dan Marino for the Dolphins. MVP is 1984. Miami Dolphins, that's part of the random number block. Spot three going to Matthew. Next one, two out of seven, TJ Watt Diamond. Pittsburgh Steelers, that's part of the R&B too. Matthew with that one. I guess it is Jersey number two. I didn't realize that. Good eye, Jack. eBay one of one. All right, here we go. Looks like Emeralds is gonna be out of five. Joe Burrow two out of five autograph. Two, Cincinnati Bengals R&B. That is going to Matthew Shearer. There you go. Two out of five, Joey B autograph for the Bengals. Beautiful hit. Not hard to see the two, but it's right there. Two out of five. Very nice. Back to back twos right there too. Alrighty, next one, guys. The hell, why is it not reaching? I think it's all crooked. Oh, Joe, good you got addicted in the fourth quarter. So what did you learn? What did you learn to offer to people in the U.S. Four to 10, Brandon Ayuk. Two-color patch for the 49ers. Spoff four, 49ers. Another one for Lucas. Spoff four is hidden tonight. We have a Ozzie Newsom seven out of 15 for the Browns. Jeff straight up. We got five out of 20. Scary Terry McLaurin for the Washington football team. Washington football team. Spot five that is going to Matthew. Mr. Automatic, Justin Tucker. Too like never misses. One out of 20. Baltimore Ravens. One of Jeff Henn. Back to back for the Ravens. One out of 15. Little Safar, yes. An autograph, JK Dobbins. Little color match there. Another one for Jeff and the Ravens. Etched in time, Phillip Rivers. 14 out of 15. Phillip Rivers Colts Edition. R&B four, Matthew with that one. And the last one before the encased cards is a dual patch. T Higgins and Joe Burrell. Five out of 15. Robert Flores will spot five. Three colored patch here with Higgins. Just a single color patch there with Burrell. All right, good luck guys. Last three hits. Nine out of 20. Maddie Ice for the Falcons. Gregory with that one. Little Ruby. Next one. Career Colors. Wow, Paid Manning. Well, I was gonna say Paid Manning and Paid Manning, but wow, that is a dual patch featuring the Colts and the Broncos. So Gregory has the Denver Broncos and the Indianapolis Colts is part of the random number block. So again, I'm gonna randomize this. If the Colts win, it's gonna go to the R&B, which would be spot five. And that would be Matthew.  Last one here guys, good luck. Jordan Love for the Packers. Two out of 25. Little Jay Hart, Green Bay Packers, Matthew Shearer straight up. Nice, we got two quarterback autographs in both of them. There you go guys, that was flawless. Picker team number 23 in the books. So again, these hits were straight up to the customers right here. Very nice, Mattie, ice autograph is very nice. And then we did have the one randomizer here. The R&B's for the Bengals actually did get a lot of hits. Look at that. Including the Joe Burrow and the TJ Watt. The Dolphins R&B to get a couple as well. Philip Rivers out of 15 and then a Jersey number. 13 out of 20, Camarillo MVPs. And then Chargers R&B to get one hit. And it was right here, three out of 25 four-color packs, Justin Herbert. So there you go guys. Now let's quickly switch scenes. And what we're gonna do here guys is we're gonna put the Colts and Broncos into a randomizer here. Let's roll it four and a six 10 times. So good luck 10 times. One, two, three, four, five, six, seven, eight, nine, 10. Broncos at the top after 10 times. So there you go.  Nice one right there with the Pain Mani patches. So I appreciate you guys. This is Flawless Pickage number 23. We got this case in a little chip today and sold out already. So again, I don't know if we'll have any more for tomorrow but stay tuned, we might get the shipment in tomorrow of this. So I appreciate you guys, JasperysCaseBricks.com.


Chapter five, we're going to be looking tonight at verses six through thirteen. First John chapter five verses six through thirteen. I'll begin reading here at verse six and I'll read to verse, I'll read to verse thirteen. I'll just read the whole passage beginning at verse six. This is he who came by water and blood, Jesus Christ, not only by water but by water and blood. And it is the Spirit who bears witness because the Spirit is truth. For there are three that bear witness in heaven, the Father, the Word, and the Holy Spirit. And these three are one. And there are three that bear witness on earth, the Spirit, the water, and the blood. And these three agree as one. If we receive the witness of men, the witness of God is greater, for this is the witness of God which he has testified of his son. He who believes in the Son of God has a witness in himself. He who does not believe God has made him a liar because he has not believed the testimony that God has given of his son. This is the testimony that God has given us eternal life and this life is in his son. He who has the Son has life. He who does not have the Son of God does not have life. These things I've written to you who believe in the name of the Son of God that you may know that you have eternal life and that you may continue to believe in the name of the Son of God. So John had just made it clear that Christians are to be known by their love. You see, God is love, he has said, and we love him for what he has done for us. We know that he first loved us and as a knowledge or a recognition or an evidence that we understand that, we know that he loved us. Well, we love others because he has first loved us. And I was mentioning to you last time we're together that Christian love is shown by sacrifice as well as service. In 1 John, we saw this in chapter 3 at verse 16. John had said, by this we know love because he laid down his life for us. We also ought to lay down our lives for the brethren. Christian love is shown by sacrifice and service. So our own sense of an assurance of salvation rests heavily on our love for other people. Again, in 1 John chapter 3, verse 14, he had written, we know that we have passed from death to life because we love the brother and he who does not love his brother abides in death. So this love for one another reveals that we understand, we understand that God is our father and that we are family. That means that love for God and love for our family of faith is united. It's inseparable. Now we see that in verse one of this chapter, in verse five here, chapter five, verse one, it says, whoever believes that Jesus is the Christ is born of God and everyone who loves him who begot also loves him who is begotten of him. So believing in the true Christ is what has saved us. Again, in 1 John 4.15, whoever confesses that Jesus is the Son of God, God abides in him and he in God. So abiding in God ignites and fuels our service to him and our service to other people. And our love for him produces a desire, a desire within us to keep his commands. One of his commands is to love one another and he had said this isn't a burden, it's actually a joy. So as believers, we know his commands benefit our lives. We know that his commands give us direction on how to please him. We know that he supplies us with the power to keep them and the fruit of all of this is that we can overcome the world, he had said, by our faith. In Romans 8.37 through 39, Paul had said, nay, in all these things we are more than conquerors through him that loved us. I'm persuaded that neither death nor life, nor angels, nor principalities, nor powers, nor things present, nor things to come, nor height, nor depth, nor any other creature shall be able to separate us from the love of God, which is in Christ Jesus our Lord. So what is it that gives to us the ability to overcome the world, our faith? We trust the Lord in these things. So in Christ we partake in his victory over the world. Remember, 1 John 4.4 made it very clear that the one who overcame the world dwells in us. Now, I'm gonna lay a little further foundation here. At this point we need to remember that John has stressed two very basic things. One, he has stressed that to be saved. We need to confess the true Christ. In 1 John 2, verse 22, he said it like this. He said, who's a liar? But he who denies that Jesus is the Christ. He's anti Christ who denies the father and the son. And secondly, he had stressed that Jesus is God's son, but Jesus is God incarnate. Again, in 1 John 4, verse two, by this you know the spirit of God. Every spirit that confesses that Jesus Christ has come in the flesh is of God. Now, I mentioned this to you, but let me say it again. This was really important because at that time there was a philosophic group that was beginning to infiltrate the church. We know that as I've mentioned to you that the Gospel of John as well as the epistles were written in an argument against the Gnostic heresy that was entering into the church at that time. And the Gnostics denied the incarnation. They denied that God who is spirit could take upon himself flesh. And so this is very important. If you take notes, you might wanna remember this. You may even wanna write this down. But the incarnation is one of the cardinal, most important doctrines of our faith. In John chapter one, verse one, it reads very simply, in the beginning was the word, the word was with God, the word was God. In verse 14 of chapter one, the word became flesh, dwelt among us, we beheld his glory, the glory as of the only begotten of the Father full of grace and truth. In the beginning was the word, the word became flesh. The word was with God, the word was God. God took upon himself human flesh. That's called the incarnation. In Latin, it's very similar to the Spanish incarnate, in flesh, in meat. And so the incarnation is simply speaking about God taken upon himself human flesh. It's called the incarnation. And that's a very important thing for us as believers to understand. And I'm gonna develop this with you as we go through this. The writer of Hebrews wrote concerning this. In Hebrews one, seven and eight, he said of the angels, he says who makes his angels spirits and his ministers a flame of fire. But to the son, he says, your throne, O God, is forever and ever. A scepter of righteousness is the scepter of your kingdom. Your throne, he said, O God is forever and ever. Paul, when he wrote to the Colossians in chapter one, verse 19, said this, God was pleased to have all his fullness dwell in him, all his fullness to dwell in Jesus Christ. In Colossians two, verse nine, he said, in Christ, all the fullness of the deity or the Godhead lives in bodily form. In Titus two, 13, we wait for the blessed hope, the glorious appearing of our great God and savior, Jesus Christ. First Timothy three, 16, without controversy, greatest a mystery of godliness, God was manifested in the flesh. Romans nine, verse five, Christ, who is God over all forever praised. So that is a cardinal doctrine. I've talked to people, so have you, who have said, well, I believe in Jesus, I just don't believe he's God. And so the Bible says that's not possible. You cannot have a relationship with God if you don't know who Jesus Christ is. Jesus Christ is God in human flesh. The Gnostics were denying that and that's why John is writing. Now, in the following verses, the verses we're about to look at, there are various witnesses that testify who Jesus is. We have the witness of the water and the blood, we have the witness of the spirit, we have the witness of heaven, and we have the witness of the experience of eternal life. And each of these serve as witnesses concerning God, Son, Jesus. Now, in verse five, John asked, who overcomes the world but he who believes in Jesus? Well, in verse six he continues. He says in verse six, this is he who came by water and blood, Jesus Christ. Not only by water, but by water and blood. And it's the spirit who bears witness because the spirit is truth. So again, John is dealing with Gnostics. They insist that Jesus couldn't have been God. Again, they thought spirit and matter could not operate together because matter is evil and spirit is good. So the Christ spirit came upon Jesus at baptism they would teach, but the Christ spirit left him at the crucifixion. They would say, that's why Jesus said, my God, my God, why has thou forsaken me? So the Gnostics said, see the Christ spirit departed and the human Jesus was on that cross. Well, when it speaks concerning these witnesses, I wanna develop this. He speaks of the water and the blood. This is he who came by water and blood, Jesus Christ. So he speaks first of the water and blood. Water and blood commentators have stated is really a term that would pretty much speak of the totality of his mission from his birth to his death. Some say that the water and blood speaks of the birth, but water and blood would speak of his death on the cross. Now, water and blood, when he speaks of this, would speak of his death as he finished his mission. Once again, this would be proof to the Gnostics that Jesus Christ actually died. So when it speaks of water and blood, that makes us remember something found in John 19, 34 and 35. Remember, Jesus is on the cross. And as he's hanging on the cross, one of the soldiers pierced Jesus' side with a spear, bringing a sudden flow of blood and water. The man who saw it has given testimony, that would be John. And his testimony's true. He knows that he tells the truth and he testifies so that you also may believe. Water and blood. Not only the totality of his ministry from his birth to his death, but it would include his death specifically when water and blood poured out of his side when it was pierced by that spear. Now, why is that important? Well, it's by the blood of Christ that we're cleansed and justified. And Romans 5, verse nine, Paul said it like this. He says, we have now been justified by his blood. How much more shall we be saved from God's wrath through him? John speaks of the witness of the spirit. Now, in John 16, 8, Jesus spoke of the spirit and said that the spirit convicts the world of sin, righteousness and judgment. So the spirit brings conviction and because you were convicted, you came to faith in Jesus Christ. Nobody gets saved if you're not convicted by the spirit. Nobody has a relationship with Christ that is real if you have not experienced conviction. Conviction is where the Holy Spirit is basically convincing you of your sin and your need for salvation. It isn't condemnation. It's conviction when our church first began and we were meeting in a small place called Central School in Ontario by what used to be the Bob's Big Boy off of Euclid. I gave a study and at the end of the study I was standing visiting with people and I'll never forget this person who came up to me and said to me, you know, I don't go to this church normally and they mentioned the church that they go to. I normally go to this church but I thought I would just come and visit you today. I said, well, it's nice to have you, nice. They said, you know, I'll never forget. You know, sometimes I just need condemnation and I thought, I'm feeling all bad. I'm thinking, did I condemn you?  Now you can feel, no. I felt like, what? Did I condemn you? How did that? I really got, and I've comforted myself, maybe lied to myself for the years because I think that what they meant to say is conviction. That's what I think because condemnation is not of the Lord. God does not bring, there's therefore now no condemnation for those who were in Christ Jesus. Condemnation is not something a believer is gonna experience. Conviction, that's something different. And so the conviction of the Holy Spirit sometimes can be so intense that you almost, you can almost feel this person speaking to me and you can even get mad because it feels like it's a personal attack on you when in fact the Holy Spirit is simply opening your heart for you to see it. This is what's really inside of you. You see, a lot of us have collected friends who are a lot worse than us so that when we feel convicted, we can say, but at least I'm not as bad. Sometimes we hire them. Conviction. It's the Holy Spirit who brings conviction. It's the Holy Spirit that does the work of regeneration. It's the Holy Spirit that does the work of renewing. In Titus 3.5, not by worse of righteousness which we've done, but according to his mercy, he saved us through the washing of regeneration and the renewing of the Holy Spirit. It's the Spirit who assures us that we belong to God. Romans 8.16, the Spirit himself bears witness with our spirit that we are children of God. And so these witnesses all work together bearing witness and confirming the ministry of Jesus Christ. In verse seven, he continues and he says, for there are three that bear witness in heaven, the Father, the Word and the Holy Spirit and these three are one. Now, these three bear witness, why is that important? Well, according to Jewish law, a matter is established by the testimony of three witnesses. In 2 Corinthians, Paul made reference to this in chapter 13, verse one, every matter must be established by the testimony of two or three witnesses. So with this in mind, John says there is testimony to Jesus in heaven. He says the testimony of the Father. Remember at the baptism where Jesus was being baptized, Matthew 3.17 and the Father said, this is my beloved Son in whom I am well pleased, that is the testimony of the Father. The Word is also a title of Jesus Christ. I am the way, the truth and the life. No one comes to the Father by me is a testimony of the Word. The Word, Jesus, the Son, who is saying that this is how you come to faith and that's again a testimony of heaven. You have the spirit, I mentioned this a moment ago, but it's the spirit who convicts. But according to John 15, 26, when the helper comes, Jesus said, whom I shall send to you from the Father, the spirit of truth who proceeds from the Father, he will testify of me. And so John is saying these three are one in essence and they give one testimony concerning Jesus. In verse eight, there are three that bear witness on earth, the spirit, the water and the blood. Now working together, they testify of his saving work as is found in scripture. In 1 Corinthians 1.18, the message of the cross, the preaching of the cross is foolishness to those who are perishing, but to us who are being saved, it's the power of God. You know what that means. Perhaps the first time you ever heard the preaching of the Word, the statement of the gospel, it was foolishness. You thought, oh come on, please. You're asking me to believe that somebody who existed, you say existed 2,000 years ago, that he took my sin as if I'm a sinner. He took my sin upon him and you believe that he died and he was buried and that he came back to life. Really, come on now, you know, please. It's foolishness, it's imbecilic, it makes no sense. It has no logic to it, but it's the preaching of the cross that is necessary for us to hear what the cross represents and how come there is a cross for us by the conviction of the Holy Spirit to agree with God, to confess. To confess means to say the same thing, homo ligueo. It speaks of saying the same thing. I'm simply agreeing with God. I'm confessing he's right, I'm wrong. That's confession. You're right, I'm wrong. Before, that was a foolish message, but now I see through the conviction of the Spirit that it applies to me. You see, the saving work of Jesus Christ here on earth is revealed by the Gospel. The Gospel is preached, the Spirit brings conviction and the Spirit is bearing witness that Jesus is the Son of God. Now, when you're speaking concerning that again, he says that there are three that bear witness on earth, Spirit, Water and Blood. These three agree as one. Again, Water would speak of the outward sign of regeneration. It would speak of the washing. Not that you're saved by the washing of the flesh because water baptism doesn't save you, but water baptism is an open confession that you've been saved. And so somebody has asked in the past, more than once I've heard this, are we saved by baptism? And I say, no, you are not baptized to be saved. You're baptized because you are saved. It's a demonstration. After this book, we'll conclude prayerfully next week. I plan on taking you through Romans. It's gonna take a while to do that. But when we get to Romans chapter six, which should be about two years from now. When we get to Romans chapter six, you'll see the picture of death, burial and resurrection that is found in water baptism. And many of you have heard that, many of you already know that, but we'll look at that carefully because when you are water baptized, it's a symbol of your death and your burial as well as your resurrection.  So the saving work of Christ is revealed in the gospel. The Holy Spirit working brings conviction, bearing witness that Jesus is the Son of God. The water would speak of our being washed in baptism, celebrating the reality of our salvation. And the blood obviously speaks of his death on the cross, which provided salvation. In verse nine, if we receive the witness of man, the witness of God is greater. For this is the witness of God, which he has testified of his son. So if we receive the witness of men, okay, so in a court of law, some of you are very familiar with this. In the court of law, as I look around, there's a lot of ex-criminals. In a court of law, men can testify and can be believed, they can be referred to as a credible witness. So in court, a man can be looked at as being credible. But he's saying God's witness is greater. Why? Because God cannot be deceived and neither does he deceive others. Men can be deceived. There's probably more than just a few over the years of people who were able through a good lawyer to deceive a jury to believe that they're innocent. More than just a few. And because men can be deceived, but God can't. And God doesn't deceive anybody. Now, some say, and I wanna develop this for a moment, I was thinking about this as I was preparing the study and it may be, and I'm looking at the time because we have communion. Oh well, I'm gonna say this in a hypothetical way. I'm not asking for a response from you, but I want you to think about it because I wanna show you something. First, I wanna say God cannot be deceived neither does he deceive. But there are those who say, and I understand why, but there are those who say, well, God can do anything. And I'm not gonna ask you to raise your hand, but I think a lot of us in this room would probably just quickly would say, well, yeah, of course, nothing shall be impossible with God. God can do anything, right? So we can say that. But is that true? Is that true? Can God do everything? And the answer to that biblically, and I could give you a lot of, I only gave you, I'm gonna give you a few, there are some things that he can't do. There are some things that he can't do. Now, before you get up and run out saying, heretic, heretic, hear me out. Did you know he doesn't sleep? God doesn't take naps. God doesn't sleep eight hours. God never slumbers nor sleeps. Bible makes it very clear. Psalm 121, verse four. He who watches over Israel will neither slumber nor sleep. God doesn't sleep. So that's something he doesn't do. God doesn't get tired. Isaiah 40, 28, do you not know? Have you not heard? The Lord is the everlasting God, the creator of the ends of the earth. He will not grow tired or weary. His understanding, no one can fathom. So God doesn't sleep. God doesn't get tired. God can't approve of sin.   You cannot tolerate wrongdoing. God doesn't lie. Hebrews 618. God did this so that by two unchangeable things in which it is impossible for God to lie, we have fled to take hold of the hope offered to us and may be greatly encouraged. So because God can't lie, his witness is greater and more trustworthy. Now in verse 10, he who believes in the Son of God has the witness in himself. He who does not believe God has made him, he who does not believe God has made him a liar because he has not believed the testimony that God has given of his son. He who believes in the Son of God has a witness in himself. This is something that is very important. I want to spend a moment with you on this. How do I know that I'm saved? My mom used to say it like this. She used to say, I know that I know that I know. And I say, you don't know. No, she'd say, I know that I know that I know. What are you referring to? You can know by experience. You can have an inner witness, a sense of the spirit who bears witness with your spirit that you were a child of God. And that comes through an actual, a genuine personal belief and relationship with Jesus Christ. Saving faith in Christ produces the internal witness of the Holy Spirit. In Romans 8, verse nine, you however are controlled not by the flesh, but by the spirit. If the spirit of God lives in you, anyone who doesn't have the spirit of Christ does not belong to Christ. There is an internal witness. There have been times when my heart has been accusing me, but John has already said, God is greater than your heart. He knows all things. I haven't been saved by emotion. Maybe someone needs to hear this, perhaps not in this room, maybe watching online. I was not saved by emotion. I am not saved because I feel saved. I have put my faith in a fact and the feelings have followed the faith and the fact. And that's how it's working. I was not saved by feeling because if I were saved by feeling, my feelings change day by day. But what doesn't change is him and the Holy Spirit working in me. And the Holy Spirit bears witness with my spirit that I belong to him. And the enemy may whisper and he does so with various voices in various ways that I'm not worthy to be called his son. And I will be in agreement with that. No, I'm not. I am not worthy to be called your son. Like the prodigal who had formulated a plan as to how he was gonna get back in his father's good graces. And in that plan he had said, I'll just say this to him.  And when he did that in Luke 15, when he had done that, the prodigal was actually formulating a plan to somehow get in his father's good graces so he could be restored to the things that he had left behind, collect some and leave again. So he had, what shall I do? This is what I shall do. I will say, and he has a whole plan. But when he goes and he's coming down the road and he sees his father running up the road, he was broken. Now why was he broken? Because in the Middle Eastern culture, a son who had cause shame to the father would have been put on trial by a group of elders. And they would have made a decision to cast him out of the village. He was not to return. And if he returned, he could be put to death. But the father is standing there looking every day, all day for his son to return. And then the Bible says, and this is the only time you ever see God run, the Bible says that when the father saw him, while he was yet a far off, he gathered up his robe, which is a picture of humiliation because an elder, an older man in that society would never gather up the robe because that was humiliating. It's a picture of the incarnation that Jesus was humiliated voluntarily. He lifted up his robe and he ran and he put his arms to embrace him. Why? Because if the people who had judged this kid to be worthy of not only being kicked out, but perhaps even put to death, the father covered him. And that's what Jesus did for you. That's a whole picture of the prodigal. He covered you. He ran for you. And in doing that, you have life. And that's something you know. That's something the Holy Spirit bears witness with in mind.  In other words, the one rejecting God's witness is guilty. They're guilty of the sin of blasphemy, they're rejecting the testimony of God and are blaspheming the Holy Spirit. You see, you can be forgiven of all manner of sin, but the one sin you cannot be forgiven of, Jesus said, is blaspheming the Holy Spirit. When the Holy Spirit convicts and you reject it, there is no place for salvation with you because you rejected the only way you could have a relationship with God when you rejected the gospel and Jesus Christ as a result of that. So he is saying that God is a liar, which in fact is blasphemy and thus he won't be forgiven. Now we'll close very quickly here in verses 11 through 13, we can tie that together. This is the testimony that God has given us eternal life and this life is in his son. He who has the son has life. He who does not have the son of God does not have life. Then he goes on to say this, these things I've written to you who believe in the name of the son of God that you may know that you have eternal life and that you may continue to believe in the name of the son of God. This is our testimony.  When we began, I mentioned to you that there are various reasons John wrote this letter. First John chapter one verse four tells us these things we write to you that your joy may be full. First John two verse one, my little children these things I write to you so that you may not sin. First John two 26, these things I've written to you concerning those who try to deceive you. So he was writing for these reasons, his fourth purpose is to provide us with the assurance of salvation. God has chosen us. God has redeemed us. God has forgiven us. God has justified us. God has adopted us. God has sealed us with his Holy Spirit. And all of this work on our behalf provides assurance. Numbers 2319, beautiful scripture.  Has he said it and will he not do it? Has he spoken? Will he not fulfill it? God can be trusted. You can have 100% assurance that you're right with God and you're going to heaven. You can know that. That's why he wrote this. He says these things he's writing. Those who believe in the name of the Son of God that you may know that you have eternal life or are certain you have a relationship with God and that life is in his Son. And if you have that Son, he said you have life. You have it. It's a present tense experience. We have been born again. God so loved the world, the Bible says that he gave us only begotten Son that whosoever believes in him should not perish but have eternal life.  John 5 24, most assuredly I say to you he who hears my word and believes in him who sent me has everlasting life shall not come into judgment but has passed from death into life. You have it if you're born again. Your conscience may accuse you. Your heart may accuse you. Your friends may accuse you.  Your children may accuse you. There's a lot of things that'll accuse you. But if you've given your heart to Jesus Christ he doesn't accuse you. You have a relationship with him. And that to me is extremely, extremely important. And the life we have is not just length of days. I was sharing with the group the other day and I'll close with a couple of thoughts. I was sharing with some guys the other day.  You just wanna keep going forever. You wanna keep, yeah, yeah. When you're young at a certain point when you used to jump out of bed, now you roll. When you hit the ground running, now you just hit the ground. There are so many things that happen in a long life. You know, a lot of blessings of course. But there are other things and a lot of us are already understand this. And again, I'm not gonna belabor this but this is something the Lord has been speaking to my heart recently. There is a lot of gain in living on earth with a long life of course.  You have your grandbabies if you can. Those are all blessings. But you also go through a lot of loss. You lose friends. You lose parents. You lose a lot. You go through aches and agonies over time. You just do. Without Jesus, I wouldn't make it. And I know that. But I thank God because he's not saying just a length of days in terms of oh, you can live to be 100, 120. Who wants to live that long? I don't. Not on earth. Eternal life speaks not just of eternity itself but of quality. It's referred to as age-abiding life. It's a life that has fellowship. This is eternal life, Jesus said. I'll say it like this. That they may know the only true God in Jesus Christ whom thou hast sent. John 17.3. That is age-abiding life. It's a fellowship with God that continues through eternity. And fellowship with one another. So that's why it's important for us to get along now. Because you're gonna be together for a long time. It's a quality of life that we have. And we can know that. And we can have an assurance. How can I have an assurance? Because I've received Christ. Because the Spirit convicted me. Because I've been born again. And how do I have confidence in my life? I walk with the Lord. I make a habit of following Him, of reading His word of prayer and the fellowship and the other things. These all provide assurance. And so John is saying you can know this. I've written this to you who believe in the name of the Son of God. That you may know that you have eternal life. And that you may continue to believe in the name of the Son of God. When you confess and when you repent, God by His Spirit gives you assurance. And Father, we thank you so much for the blessing.


Hey, good afternoon everybody time steward here. I'm with Liz Trotter our guest today. Yes, guest We have to is Don Stormo and show you Perlinsky and this is smart business moves How's everyone doing today great great You know it's been a while, you know you where were you last week Liz what was going on in your world? Oh my goodness. So I was in Fargo, North Dakota doing an event at Trisha Lakes TLC cleaning and The people are doing themselves a disjustice And is that the word? I don't know what word I'm looking for there But people should be paying attention to what that lady is doing. So she is Really running a primo operation over there You know, she's obviously in the multiple millions of dollars in revenue Her turnover is really awesome. She's got people that are sticking with her for years clients etc etc and Yeah, things run really pretty smoothly over there. Don't they Don? Absolutely. I was blown away.  I was freezing myself silly and You know, I had no idea there was so much warmth in Fargo It was absolutely amazing. I mean what what we learned about how she's treating her employees and How she is truly turning that into a very successful business was just she had she had engineered love That's how I told my dad. My dad was a chemical engineer when he was in school And I said dad she learned how to do a flowchart on love And I was like it was shocking. So I think it's You know, we you know, we've known Trisha for a while and we knew Trisha In the early stages, I guess a hundred business was was a different You know, it's it's it's kind of a case study and an inspiration that you know, where you where you are doesn't necessarily mean That's where you need to be or where you have to be she She's grown a lot in a lot of ways. Oh my gosh Yes, so one of the things that we ran into that was a little bit of a problem was we hadn't anticipated At the end, you know, whenever I'm doing an event at the end of the first day I always ask everybody for feedback and I'm like I'm hardcore everybody's got to get feedback And one of the pieces of feedback that we got and we actually got this a little bit more than we had hoped for was Gosh, it seems a lot like a lot of this stuff is about PLC the employee lifecycle event the stuff that we learned there and Well, yeah, that's because she took all the stuff from the employee lifecycle event and she implemented it Yeah, and now she's right there company this way and people were like, oh So, you know, this stuff actually kind of works. Hey Don, Don was in Vargo with us as well But I didn't want to talk about we're talking about events. I did want to introduce something new on the is a kiss Yay So what I would like us to do and I know come night come you and I talked about this for about four seconds, I think right is start all of the smart business moves podcast with the is a kiss just letting everybody know Just a little bit of love again about is a residential Great class in Fargo. Yeah. Yeah. Yeah, Don. Thanks But Tom you and I have been talking about professionalizing this industry for how long now Years 20 years more than 20. Yeah, forever decades, right? Not years It's been a thing and That industry is a completely different industry than it was back then We have made this industry has made a lot of big changes, but not enough, right? We're not there yet. We're not we're not to the place that we could be and So I just want to make sure that we're letting everybody know How important it is to be a member of ISSA what they do for us? And so we're only gonna do this for a couple minutes a day But we're gonna do it every single day. Just quick flip it. Maybe two minutes three minutes Well, we're gonna do it every Wednesday actually. Oh, yeah, well every day that we're on We're not coming on especially just to do that. We're not going back to the COVID days doing this five days a week Oh, that was a lot So Tom you want to talk about what's going on? It's happening in Charleston at your place not the end of the month We have a we're hosting a ISSA Residential regional event at Castle Keepers office in Charleston, South Carolina It is August 21st and actually it's an entire day's worth of Education the regional event itself I think is it starts like midday and goes through the afternoon is kind of a social thing at the end But Sharon Tenberg I believe is going to be there in the morning. It's going to be doing her workshop on How to train your cleaning technicians? And then in the afternoon We've got all this cool stuff going on Sharon's going to be here. It's going to be box lunches You know, I don't know. I don't know. Let me say where this is gonna come from. I'm sure it's going to be good Liz running your cleaning business from A to Z What's that about? That is going to be a It's gonna be sort of a fun interactive thing that we're going to do on some of the From the basics all the way to what you need to do to get to be running a successful business So we're going to kind of run through a quick list But we're we're going to do it in a little bit of a fun way. Hopefully everybody will get some brand new things out This session that they hadn't gotten before And we're going to follow that by Talking about changing from a sales driven business model to a profit driven business model to be a competitive moving in moving forward in the future Cleaning a bunch of homes isn't going to make it going to get you to where you want to go You have to do it in a way where you're maximizing profit. We're going to talk about that I was just going to be speaking. Let me let me back up a minute. Liz How did you like smart business moves last week? Was I awesome or what?  Oh I don't even remember It was awesome because Ajah is awesome if you haven't seen Ajah speak She's you know forget about all this other stuff. Just just come to check out Ajah She brings it and it will be fun and She knows her numbers and she's going to be talking about using metrics to drive engagement motivation and results in your cleaning business And we're going to wrap it up with two rock stars Gosha and RJ are gonna be bringing us home We're gonna have Q&A and there's gonna be some social stuff going on after that. I believe Are we going to your cool I Know that we do that what we're doing a May central Academy live Tuesday and Wednesday that week following that we always go to the brewery as part of that I'll tell you what I'm down if anybody wants to go to the brewery after this. You don't have to twist my arm How about that? I've been drinking I'm loving the brewery Two days for you make central do you want to go over that real quick? Get late here MCA live event. It's an event. We did we've done multiple times. We do it primarily for For partners of made central companies that use made central but we've had people who attend who don't use made central and just to learn more about how to use technology to to grow and run your business and You don't have to to be a user of made central to attend. It's open to anybody, but it's a two-day event We have multiple people become multiple times and it gets it gets good reviews. It's fun and Matt will will be there for that Asia is a big part of that and our Troy will be there Couple other people of the main central team will be there, too. So we'll have a full house Okay All right, then after that, I've got two days of lead managed by the numbers. This is going to be that session is going to be all about Taking everything that you learned about numbers and now, you know all what your numbers are how can you use those numbers and Lead and lead your business in a new way and how can you manage your people? While using these numbers So this this is going to be a little bit different workshop than I think people are expecting because A lot of times people are expecting like Okay Just give me the exact answer, but everybody is running a different business So part of what you're going to be doing in this workshop is figuring out how you want to run your business According to the numbers that are important in your business and we'll have some of course answers to if this is where your bad number is Here are the things you need to do to manage your company to improve that number But there's gonna be a lot of other stuff in there, too So I dropped the link here on offer your website list core profit builders because you've got like all these events up here So you can register for everything or Individually or whatever you want to do all off of core profit bills. I dropped that link in chat as well So don't I'm wondering if that if that website looks familiar to you. It does a little bit We're maintaining it and we can't wait to if I can say can I say the little secret? Yeah, we might we might be working on something new for Liz It's going to be a Total revamp of core profit builders calm and more details are gonna be coming out on social media for that. So We will be the buzz needs to build We want to build the buzz Yeah, I know I think Liz you told me that you had never been as excited about a website Go live as the one that we're building for you. So Shirley, how are you been? It's been a while. I think last time we talked we were In Chicago, right? Yes. Yes Awesome, it's getting better by the minute Yeah, we are applying everything that we learned in the convention and That's the whole point of going right Well as part of the point the other point That's my secret No, I'm just going there for work But you know when I come home, we're always so excited that the employees think we were I think they think we work even harder Because then we come home with all of these amazing ideas and say On fire coming back they like okay. She's coming Let's just all go on vacation I think that's a very common right all of the businesses all of the GM's are like, uh-oh They're gonna come back with we're gonna have to change everything they're gonna have us working 80-hour weeks. Sorry. Sorry It's so exciting though. Yeah, Don knows my team and he's like when did you get Oh my god, you're so invested is their company They take ownership Like don't love working with them like if he they have to stay to do a video to midnight No a pit no bad face nothing They are with the same smile that they do just seven o'clock in the morning seven o'clock in the night They still smiling because it's for their company like it's their place of business is there Yeah, it's amazing the culture when it changes it changes everything Yeah It's true right when you get that good company culture. Everything does change everything's easier Everything That's awesome Well, um, what what are what are we talking about with you here today don? I know you had a power point I think yeah, yeah, so we're we're really kind of Showcasing really more or less how you can earn new cleaning clients successfully with google ads and engaging video content surely mentioned The cleaners loving the videos. That's part of it but the Big part of what we're doing with surely per se is really engaging in google ads and making it all work with The other part of everything we do with the website with the social media with the videos with the branding making it all cohesive so That's really what we're diving into today in terms of what we're talking about. Um, let me get over here to our power point so we can I'm using real employees not stock photos not videos when you know people See my employees. They already know them by the video like oh you are in the video And the employees love to be a star you should see list they do their hair the manicure the makeup They are ready They are superstars I love that. Are we gonna are we gonna see a little bit of churli's Website today? Yeah, I could pull that up. Um, actually maybe maybe as we get toward the end of things I think it'd be very relevant and then maybe even if somebody's interested in seeing some of the videos We've done. I think that would be a relevant Absolutely, I know I would imagine your entire audience are numbers people's as we talked about lead and managed by the numbers, right? So we're gonna dive into some real Well, if you know, it's it's not for a lack of trying. How about that? Yeah, I'm not gonna say people are still loving the numbers all that much. But yeah We're definitely still trying to get everybody to love love them for sure Yes, they need to because the numbers are what uh drive everything I'm gonna see if why And they fired them a little bit today because when they see my numbers, it looks pretty good Oh, yeah, yeah So, uh, I'm gonna uh use these I'm gonna go Liz style here How she does her presentations and do this little slider here with the on the left here So diving into the real numbers and I'm gonna let surely go over this because these are her numbers And this these are this is literally the fruits of um our labor for her So this is like july to july 31st. So this is hot off the press hot. Yes. We just did this today. So, um basically every month I put More or less four thousand four thousand and changing google add words And then by the end of the month me and don are having a meeting cracking the numbers like how many babies did we get with this? investment so So this last month for the four thousand two hundred seventy dollars. We got Twenty nine thousand and change almost thirty thousand in one time cleanings That's just gray money. It's just one time cleanings from this Thirty thousand dollars from that and that was 54 clients. We got 54 clients out of four thousand two hundred seventy dollars. That's one time cleaning Our conversion for a recurring was low this month And even though it was month we got six recurring clients And they will produce in a year's time four thousand eight hundred eighty four dollars this Combined it's just out of the four thousand two hundred seventy dollars that we invest on google and So that's correctly what i'm seeing here is you paid forty two seventy this month And for you're gonna get thirty k in one time cleaning, but you're also getting forty seven thousand eight hundred eighty four and recurring revenue for the year, correct? That is correct And you're getting that every month This is our lowest month of the year. Oh, yeah vacation season y'all So that's that's it in a nutshell. I was like, oh, I wish we like we had better months, but it's not bad, right? It's not So you could say that you total value maybe is eighty thousand dollars between the one time and the recurring Roughly and you spent roughly four thousand dollars. That's like Spending one dollar and getting twenty dollars bad So that's a pretty good deal This was kind of considered a bad month Yeah, I don't see any other investment that you're gonna have that kind of return No way What's the what's the secret sauce?  So what's the what's the secret to this? If I can really quick surely I want to dive in into the campaigns We've been we've been working with google as they evolve and I think everyone in your audience should understand Google is a moving target. I don't think anybody would dispute that they are constantly evolving They're they're integrating ai into things we'll talk about just a little bit later But my my point of this is if you understand they're a moving target and you're working with google You will grow the whatever you're investing in terms of the campaigns And you have to do the campaigns in a very strategic way. You can't just do one campaign or two campaigns You have to strategically mix the campaigns. It's almost like you add little rocket boosters to the campaigns and google has taught us that And I have a comment Like the the experience that I have on my market Would never work in any other market. We is studying For exactly one year before we could Really crack down the code and find the recipe For new jersey market. So every market is different. Absolutely. I have friends that You know, they are spending half of this revenue to get the same results because their market is different How many cleaning companies do you have in your market Shirley? We have 2880 An independent contractor register businesses and we have Approximately 5000 independent contractors So Don't know your marketing and your If you don't know your markets your demographics and you study deeply It's it's very hard to do this. I am I went to college for marketing And I thought I knew things but I I went for a lot of money. I throw a lot of money away because It's like don't say it evolves Yeah, yeah, totally. So that's part of the secret sauce You asked tom and I think the other part comes with Making this work with the content we're producing the original content. The internet is craving transparency and Authenticity and making it fun. We're evolving all of this into youtube shorts Which works with google ads a lot of people don't know that youtube shorts Actually, you can embed that link into a google ad and it rotates faster. Did you know that? A lot of people did not and of course the advent of tiktok. We have seen an explosion in the last 90 days even in tiktok popularity Um, we're seeing an evolution of twitter to threads following these trends and making that cohesive marketing work With your google ads can produce that brand awareness that leads to these kind of results That's in a nutshell I hope to answer your question enough a little bit more Yeah, at a conceptual level i'm i'm all ears, you know walk us through some of that Sure. Sure. I have a saying that doesn't matter how good you are if your prospects don't know about it What that good does for you? Nothing. Oh, you can oh i'm the best cleaner in the universe And who knows about that? Does google know I mean we do the employee testimonials and the and the public sees that we do the client testimonials and the The public sees that that that gets word of mouth going which still even with all these digital marketing efforts I don't think any marketing expert will disagree that word of mouth is still today the number one way to Get new business in a lot of a lot of what you're you're talking about You know has been related to video in some form or fashion. Are you getting the uh testimonials in video or we do that? Yeah, we actually we will we'd actually go up we go on site as Shirley mentioned we go into her market And she she and her staff know that we need to get into some of her clients homes Uh and actually interview briefly You know and they do some sort of incentive like either they'll show up with flowers or maybe it's a free cleaning or maybe it's You know a restaurant gift card something like that and we get the authentic client on video and through social media with their permission And uh and all the releases and everything right and then basically at that point that that is getting shared out We get you're integrating some of this advertising into next door, which is another form of Really popular media in the cleaning space. So So videos of an important part of the recipe I agree. Yep 100% So when we go to google analytics, um It shows where google pull their content You know if google don't have enough paid advertising and people are still searching They're gonna look who's the most popular that I can show this because A couple months ago me and Don were Fighting with google about a couple things and we find out like google consider not Like even though they give you the client they give you the lead is still their client So if you find us on google you are google's clients and they are very protective about their clients Very protective. So they want to know that you are honest that you are not scammed that you are popular And then you have good reviews And then they can show you even for free in order to fulfill their clients needs And that's where the scos comes Around when I run out of money to give it to google they still showing My website because of my reputation because of my online presence Because they Own this to their clients Why don't know how you're running out of money if you're only paying 4k for 78 thousand dollars in sales I am cheap. I am super cheap And she pays her people well compliment to surely i'm paying her people I'm cheap when it comes to pay for advertising, but I am very Um, I don't like to compliment myself But I don't mind to pay my employees more than my competitors because they They are amazing. They are amazing. And so they are worth every penny Yeah 100% agree with that. So instead give all my money to Advertising I keep some and give to my employees Yep Well, I'm kind of getting into a little bit of the of the mechanics of all this and we're not going to dive into the The devil in the details here, but really I just wanted to showcase that we have a cohesive marketing plan We actively monitor where all of these ads and and posts are going We break it out by tiktok by by google Um Google my business we we have it all high graphed out here. So we know Where we're pretty pretty pushing all this content and what kind of results are we getting with each platform? Now remember as we have talked before in different conversations age matters with the platform So you've got most people are still google searching. That's the broadest But then by social media you have different segments that use different social medias Um, you know between the age groups. So that's something we are very aware of and we keep that in mind when we're putting all this content out And and do you know like 80 percent of our buyers are women? For residential cleaning, right? Do you know how we pick a good company? We go to their website, but then like well anybody can build a website Then they google the name of the owner to see if we are not, you know, don't have any bad records Then they go and hunt you on facebook because they want to know your family your paths and who are who are you and uh so In the end when that woman is ready to buy she's like, I know I can trust this company I searching for different places and they are all good. They all have good information So in the end, I think we should show one of our videos that I did and and You know, it's just they feel they know me in person because They see my videos on youtube on facebook on instagram and Newsletters so they know i'm involved.  So don looking at this little pie graph. Is that surely? This is and yes, you're getting one too. Liz. You're lindsey and I are working on that. Don't worry I'm worried, but what I was wondering is what are the different colors for surely like where what's the blue Yeah, so like uh, actually the blue I see I did a really small graphic on that. Let me see I can hold that one ever. Oh, that's blogs. Sorry Yeah, if you can you can't see I you can't see the legend there, but that's blogs and that actually should tell you something It's one of the age old proven um seo techniques blogging If you're not blogging and every seo expert out there should be saying Blog blog blog blog blog you need a cornerstone blog google requires that what does cornerstone mean at least 1500 words You need at least one of those a week Now you need smaller ones too. You need a little you need like a mini blog somewhere in the middle of the week Blogging is essential as an essential component and then everything else is kind of spread out there And of course, you probably see the yellow there kind of dominant color there. Let me get over to my do Do you incorporate video? It's still calling blogs, but in reality, uh google likes better when you call cleaning tips Yep, 100 so my website. It doesn't say blog anymore. We upgrade for cleaning tips 100 agree Yeah, so the yellow is is newsletter. So newsletter. That's email engagement through a newsletter Um, and then everything else is kind of spread out uh from there. So what's the pink? I knew you were gonna ask the pink That is my eyes are getting so weird uh post. What is that? No posts So that's going to be posting to different uh sites. So that's actually how we build a backlink strategy part of the way Doing different posts. So and then we break it out on all the other social media. So do we have a little kaleidoscope of color there? So posts will do in google my business. Yep facebook instagram YouTube LinkedIn twitter and we are starting with tick tock Yep, so yeah, so for some of these channels like blogs traditionally you think of a blog as like just a 1500 2500, you know word article if you will um Are you putting video in in in those we have we have done some vlog you've heard the term vlog Yes, we have done some blogs before and basically you can transcribe the video And then write a blog about that so you can have the transcription Which you know all the words in a in a video aren't going to be relevant But you want to focus on the content of that video and turn that into a vlog Um, that could be very engaging especially if it's tagged right because what is a tag? That basically is a google search So house cleaning near me can be a tag in a blog You want that in every market in the united states? You want to be number one page one of house cleaning Commercial cleaning same thing you want best genitorial services, right? so all of those Relevant tags matter in a blog because it's dynamic content and people are actively searching it once google crawls that blog article All of those tags become links How beautiful is that and then the more traffic those links get the higher? Your search can perform right one of that's part of the more the organic component But it does feed into the overall strategy of how do we turn this magic 4200 into into the uh, the bigger numbers, right? so So without getting into too many of the weeds here We've got a little bit more we wanted to cover into the the recipe unless you'll head other questions relative to that No, show us your next slide She's like, I but wait there's more So having all those slides on the left people can see they're there. I want to know what you say Yeah, so developing a marketing budget. So depending on your company's size how aggressive you want to grow and you know, I mean Surely you may want to talk a little bit about this. I think you had some input with me when we were talking about this slide yeah, so, um I I kind of in the beginning of Beginnings things of my company when I Took over from my mom. We were pretty broke like I was cleaning houses And there's no people to work in the office was chaos So my budget was little because I was making $300 a week So there was no much to invest. So I joined my Local networking group and I start just doing the cheapest thing you can possibly do which Doing networking meetings and chambers of commerce to get some money As soon as I got some money I start investing less than 1% On on google and then I went from there and the other thing that was affordable at the time was Just print postcards and go door to door and you remember this. I'm sure you did it Yeah Go knock doors and start putting your cards there because you need that money The first time I got $50,000 went all into marketing And so it really you're gonna have to be very good, you know on Saving some money and investing that money immediately Not a new car Not in a vacation but immediately invest back on marketing because It's proving science that that's where you're gonna get most of your money And most of return on your investment Right now We are about Six and a half percent of our revenue Yeah And uh, there was times that was 11 even 12 percent I got along I was crazy. I went to the bank and I got along the credit line Just because I want to grow faster.  Yeah that um I guess I just kind of a A public service announcement you can spend a lot of money on marketing and not get a return on it as well If you're not spending it wisely Correct So talk about that just for a minute because I would hate for somebody just to go out and borrow a bunch of money and spend it on quote unquote marketing and find out that they didn't get a lot of business out of it Okay, so I It was all trial and error I spend half of my loan on magazines On the time where people was already not spending But I had a great salesperson from a local magazine that convinced me to spend $25,000 a year on the magazine ads So that was a waste of $25,000. Maybe I got four clients from it. It was Crazy. So you really need a marketing plan. That's what dawn is saying. It's Budget, but it's a marketing plan.  He can only drive the lead to the door It's your job guys to convert the lead I found so many leads that was never called it broke my heart Like I spend days in depression because I was like, how can somebody just Waste leads is so expensive You know, but we have so many. That's what they say. We have so many sometimes we don't even have time to call Really I'll call them for you. Don't waste leads, right? Liz. Liz. How many times have we talked to somebody who felt that they needed to Do more marketing because they needed more business and after talking with them for five minutes We find out they aren't checking emails on the already answering the phone 40 40 emails unanswered with leads, but they're spending more money on marketing I know I've been there. I've done that I've done every mistake on the books I'm sure I'm sure I learned my lesson. I'm done like wasting money If you're gonna Make a marketing plan. You better know where your leads are coming from and where they are going And what is your conversion? And if your salespeople are calling the leads And and I listened to the record My dog 100 percent of my leads We have somebody to listen to the recordings to make sure It's a good quality of interaction If I can make a comment while Shirley tends to ruby Real quick. Um, so I wanted to say the in these these knowing where the leads are coming from Again getting back to our moving target comment from earlier All of the generations are going through different changes of life right now And we're actually paying really close attention to what's happening in each generation because it matters in lead conversion Because like are you gonna are you gonna market like crazy on the the the the media that you know people are if they're moving to a later stage of life If they're like 80 and beyond They're they're not even on social media. So why would you target that on social media? You can't So you've got to pick your age match it to the social media platform match it to the google search And understand how that converts At each micro granular, we would call it niche marketing, right? You've got to understand which post goes with which age group so that you don't make you don't put it on the wrong platform, right? So that's all relevant to this conversation In the the details. So i'm getting lost in the weeds a little bit. So i'm not going to get too lost there But uh, did y'all have any questions on that? Well, I did have a question. So it seems like So like surely spending 4200 a month um to to be able to get her 78k, but In the beginning you're saying that all of the markets are different So i'm guessing in the beginning you start out with a smaller amount of money find out what works And then build as you find what works and you just start pouring money in there It's like a little money-making machine i'm guessing true. You cannot start with it's like You go to the casino you cannot you have to have a play money, right? So you cannot start google with the last and $1,500 a month, correct They will take your money. They take 200 300 500. You're not gonna get one solitary leave Minimum $1,500 a month That is how any market should start google so a big market small market that doesn't matter Doesn't matter Last $1,500 google you're not even serious for money, but they're not gonna give you anything in return You could literally be taking hundreds if you're spending like $500 on google You might as well just literally go bring your kerosene and just light it and put it on the street You know and don't do it in dry season. We don't want any forest fires But my point is you do you need that threshold of 1500 for the ads to even rotate at a frequency In your market that would make a difference. Are there are there some markets that you would need more than 1500? Yes, and surely this is absolutely one of them So that's how we start with any startup company you like Any almost anybody that I know that start their business have $1,500 to start their marketing, right? So you do test campaigns and we test one campaign against the other against the other and then we wait 30 days so we can see we can see with which campaign is producing More than the other we kill the ones that are wasting money And we double we get that budget and throw on the campaigns that are producing So now you have $1,500 on one campaign that is amazing producing a lot of new leads And we kill all the other ones that were test campaigns that didn't work in this market That's how you started And then you say, you know, I I was I say don We got more employees and we're gonna need another At least 50 leads because I was investing less money on google And then he said well, we need to put another thousand dollars there because now you have three new employees and you're gonna need to Bring that They're ours or they're gonna leave So you gauge the pain of how many employees you have and you throw more money to get more hours for your employees That's how I do it yep We are Kind of in the home stretch here and I think that our audience would really like to see a video and some some real life examples of Hold up some of the content that's making all of this happen I think I think the last video that katie just did on slack done that I'll pull that up from yesterday. She just added that is You know, you don't need to show the whole video, but it's a good start. I love that video I was with a bad cold. It was a rainy day, but it's still Let me find that media real quick while y'all are talking It's only from yesterday. Give me one second Yeah, and that's one thing I'd love to point out real quick and that is that we have a really good communication with surely on slack She's really engaged with our entire team and that makes like The the best type of marketing client we have is one that has a constant conversation with us because if you don't have a pulse On what's going on? It it just doesn't work It really doesn't So, uh, we really like having that Let me More which video are you referring to is it the um the one she just did early this morning with Yeah, our values our values Yeah, we did yesterday she put on the okay. Let me make sure I do the share right on the stream yard here I'm going to do a stop sharing and then I'm going to do a new share Hold on. Let me pull this up. I'm going to do a max full screen here and see if it'll I haven't used stream yard and slack together. So this should be fascinating If you are watching this video, it's because we're trying to Yeah, but you should clean your hold on. Sorry about that All right, let's Got it one second. I got it. I got to actually find the with slack. Hold on one second Uh, when oh, I got it right here. Here we go. Sure. We're good Goal then coming back if you are watching this video It's because you are trying to make a good decision about who should clean your home And smg cleaning services We encourage you to find as much information as you can before you invest your hard earned money and trust a monk to enter your house That's why we share so much information about cleaning videos like this to help make the right decision for your home and your family Hi, I'm Shirley the owner of smg cleaning services in this video. I will tell you why smg is the right choice for your home You might be wondering who will be coming to my house and how can I trust them? At smg cleaning our superhero team goes to an extensive interview process They are fully background checked and drug tested Additionally, all our employees go through comprehensive training and ongoing education They get paid performance moments based on the quality of their work And we do not hire independent car tractors And smg cleaning we are proud of hundreds of reviews that we have received from the clients To you is a hundred percent customer satisfaction guaranteed When you are spending your hard earned money on a cleaning and trust someone to come to your home They want to have a piece of mind that your home is properly cleaned and in safe hands When you work your cleaning with smg cleaning service, you know exactly what you're getting And we believe you shouldn't have to guess or worry about what kind of results you get That's why we are proud with you about what is included and we will send a service agreement One of the things our clients tell us exactly love. There's no after we clean their home Because all the products we use are gentle, pH neutral, environmentally friendly That means you know they are safe for you, your family, your pets And additionally our technicians are fully trained on which products are safe to clean different surfaces in your home We also have a strict hygiene system with our cleaning cloths to avoid any cross contamination Nobody wants the same cloth used to clean toilets better surface and kitchen So if you are considering another cleaner, make sure you wash them if they do all this The smg cleaning superhero team has been servicing central jersey community since 1987 Because all of our loyal clients now we are able to give back to the community We probably offer free cleanings for a woman and they're going to treat me for cancer So they can focus on their health and recovery We are here to take care of the cleaning so we can bring peace of mind and make them feel safe secure And bring some normalcy while they heal I'm gonna go and pause it there because I know we've got a time Yes, three minutes. Sorry about that And the quality was really slow Yeah, yeah, yeah, well, it's gonna be a little bit um catchy because um, you know being on stream yard But man surely you look great on there. Yeah Yeah, I I had a bad cold that day and and it was one of the longest Videos we did and we did like 10 takings and don is like this is the last one You're gonna get it now and it was like Ah And we did it but he his people are amazing editing There were so many mistakes that I did in this video. There are so many things that they cut more than they used But the final product. It's a good video that I'm Not just to to get clients, but I'm using this to For ourselves people. I say this is gonna be your lullaby That's our values. That's how we are better than the competitors You put in the play that before you go to bed before you go to sleep You know Five minutes They have to repeat what you present on the videos too Yeah We could see if anybody has any questions true Yeah, just see this up in the chat if you have any questions We'll keep an eye on that if we want to speak to the sales process because I guess this is the other half You can have an excellent marketing program But if you aren't closing if you aren't following up on the leads you're Aren't going to get a return Right. So we we like we have a leads police I have a person in my company that Want to make sure That every single lead get called God forbid like we met the lead and it has to be called in the next four minutes If pass if the lead sits there for one hour a day already you have much less chance of conversion Um We try to close on the first call whatever it takes And you have to be a good listener You have to understand the needs and you cannot be selzy You need to understand people's needs and be ready to deliver Something that solves their problem If you are just there to make the sell You're not going to sell you should be there to solve a problem Once you start being the expert that solves the problems that the client brings to you Cells just happen naturally um Honest pricing honest service agreement. I'm transparent everything that we do what you do how we do It's written down. They need to sign. They need to understand what's offered. There's no misunderstanding Clear expectations. I think that is you know, and then one You know, we follow up in the next day to make sure they are happy. We follow up on the phone You know, there is nothing that Is better than You hear your your client's voice and they are telling that your team did a good job And then he wants for the five star review But you need to get on that phone. I still believe that's the best way to close Business is on the phone We still we have three sales person plus me And because we don't miss a phone call we answer all the calls And you have a lot of them There's a lot of calls coming in there for that $4,200 And this is this 165 leads just from google, right? Besides that we have people that calls once a month call once in a quarter That clients is that we serve as five years ago that calls back like you have all this Returning clients that everybody that does a good job have returning That we answer the calls all the time too So our volume is double of that Yeah, it's a lot So surely this strategy that you're using to get this 20 to 1 return You're very active in the process, but don and his team are A big part of the equation too. Is that correct? I think I will give half of the You know the merit to to the team the team is amazing There is 12 people that I interact Because I am hands-on you don't have to be but I am and I love to work with you know He has the graphic designer. He has the newsletter person He has the post and I interact with them through text message or through emails or through zoom meetings It's like and they are amazing they listen to what To what I need what I want And they understand cleaning business like no any I had other companies other marketing companies and they cannot get it they work for Many different industries and they Just cookie cutter. They just do the same market for everybody. I think this is the first company that is custom made for That understands that our business have different needs from you know, the the other industries So I I love that I have to do a quick plug too because you know don Obviously you you work for me and for our core profit builders and I agree with everything that Shirley said your team is amazing um, they are so responsive and so Like they pay such good attention to what I want.   Shirley am I right?  I know we've had some interactions too I I really I feel at home in the cleaning industry because it's a very relatable group of humans That's the thing I love about the cleaning industry is just you think about it's Cleaning people go into the most intimate parts of humanity in their in their home And so it's a very relatable loving industry. It's a very love-based industry. And that's why I love it I love working in this industry. So and and spreading the news about how amazing y'all are is easy for me Yeah Oh, yeah, rough rough. Y'all said how do you guys track all these leads go high level click up That's done. We basically do it in google analytics and just and analyze the numbers directly with With surely and all of our clients. So yeah, we actually go in From his side with google analytics and he has a soft Same rush that is his software that also bring much more data And then he's people send me his employee send me reports on how we are doing in the graphics And everything on my end. I track everything from A software system that we use to track our leads and ourselves and and thus, you know A fine job and then I am I put everything on excel and crack my own numbers Yeah, but you have to know where your lead is coming from and it needs to be broken down by If it's google, please try to always find out the keyword They used if it's facebook, which post were we have his instagram TikTok, whichever we need to identify where that lead came from and we can track it from source to sale So don I dropped the url of your website in chat. So if anybody wants to know more that's Actually, there's a ton of information about your services and the things that you do and you've got prices I mean it's very transparent, but they want to know more Let's suspect the website's the best way to reach you. Yep. Yeah Text as well. Uh, my contact information is available email. Um, it's always good because we can arrange a Scheduled zoom call if I'm not flying all over the country. Um, I like to try to schedule a zoom call if at all possible So I get a discovery call going Well, I hope see everybody in the next regional in charlotte, right So Yep, and then of course we're all going to be uh lisa say checking out the sphere. I want lots of selfies of that sphere That msg sphere has my big attention. So I'm really what is Okay, we are way over time tom. I tell that we're supposed to get out of here. Thanks Much fun. Thank you. Surely god. This was this was informative And inspirational, you know, we should all be looking to spend one dollar and get 20 dollars back Yeah, yeah That's to start just so we're gonna go ahead and call it. Yeah for sure. All right, yo We're gonna wrap it for today, but we'll be back next Wednesday five o'clock eastern Bye