with the speed of light, the cloud of dust, and a hearty high old silver, the lone ranger. With his faithful Indian companion, Tonto, the masked writer of the planes led the fight for law and order in the early western United States. The stories of his strength and courage, his daring and resourcefulness have come down to us through the generations, and nowhere in the pages of history can one find a greater champion of justice. Return with us now to those thrilling days of yesteryear. From out of the past come the thundering hoof beats of the great horse, Silver. The lone ranger rides again. Come on, Silver! Faster, boy, faster! I am Silver! Tobacco smoke hung like a thick blue fog in the bar room of the Longhorn Cafe. Young Jeff Atkins, co-owner of the Circle Bar Ranch, noticed at the moment he stepped through the swinging doors. Perhaps that was the reason he failed to see the significant glance exchanged by two men at the far end of the room, or hear the side door of the cafe slam quickly as though someone had just hurried away. For the present, Jeff Atkins was interested in only one thing, circle bar punchers who were overstaying their weekend holiday in town. He pushed his way through the crowd. Hi, Jeff. Oh, hello, Cal. Seen any of my boys hanging around here? Nairly a one today, Jeff. Last night it was different. Yeah, I know. But where are they now? Can't say. Hello, Atkins. Have you seen any of my Circle Bar hands? A couple of them were back there playing stud about a half an hour ago. Thanks. Well, well, well, if it ain't Jeff Atkins. Hello, Mead. Don't tell me you've decided to pay the Longhorn a visit and see how the common folk live. I'm in here for only one reason, to look for some of my punches. Oh, is that so? Have you seen any of them? Well, come to think of it, there were some Circle Bar waddies around here somewhere. Why don't you take a look? Thanks, I will. Well, wait a minute, Jeff. I, uh, well, I just wanted to ask about your sister. How is she? Kitty's fine. Good, good. I'm glad to hear it. Kitty's a lovely girl. Very lovely girl. Yeah. Now, just one thing wrong with Kitty. Wrong?  That's very funny, Jeff. Very funny. It's not funny to me. What Kitty can possibly see in a big stuffed galoot like you is more than I can understand. You're young, Jeff, and hot-headed. But I like it. Who knows, you might be my brother-in-law someday. If that day ever comes, I won't be around. Oh, say, I just remembered. I did see some of your punches. They were outside talking to Mark Bennett. Bennett? Yeah. Of course, it's none of my business. But I understand Bennett is offering them a good job down on his spread. They've got a job.  Been having a little trouble meeting the payroll, haven't you, Jeff? Kitty and I have had plenty of trouble since Dad died. But we'll make out all right. What you need is a little new blood out there on the circle bar. Somebody with money. Now, if Kitty and I...  Just a suggestion I'm going to make to your sister. Not as long as I'm around. May change your mind. Oh, uh, you know, I just remembered where I saw Bennett and those cowhands yours. Where? Right outside here in that little alleyway by the side of the cafe. If you want me to... I'll find him. Bennett. Walk out in the light so as I can see you. Look here, Bennett. You can't do a... I'll do any... Why you... Atkins and Bennett. Let's hold over now. Keep real Bennett. Jeff, Jeff, what happened? The minute I walked out here, Bennett pulled a gun on me. I had to shoot and self-defense. You shot... Wait, I'll see. Uh, you killed him, all right. Two bullets right through the heart. I'm sorry, but he shot first. Jeff, I think this is a case for the sheriff. Hey, let me sort it out. Let me sort it out. What's going on here? Oh, Sheriff, I was just going to send for you. Who's been slinging lead? Jeff Atkins. He just killed Mark Bennett. Yeah? What do you say, Jeff? Bennett drew on me when I walked out that door. I had to shoot to defend myself. Mark always was kind of an ordinary critter. I'm taking a look at him. You shouldn't have done it, Jeff. That's no way to settle an argument. There wasn't any argument. He shot first, I tell you. What'd you say, Jeff? He yelled at me, told me to come out into the light, and then went for his gun. No use lying about it, son. Only makes things worse. Lying? I'm not lying.  He's right over there, dead. And there's no gun in his hand. None anywhere near him. There must be. He shot at me. There's no law in this county against defending yourself, Atkins. But there is a law against murder. I don't understand. You're under arrest, Jeff, for killing Mark Bennett. Now, wait a minute, Sheriff. Maybe there's a mistake. There's no mistake.  Come on, Atkins. Oh, wait. All right, I'll go with you, Sheriff. And I've got to get word to Kitty some way. I'll ride out and see your sister, Jeff. I'll go, Jeff. I'll tell her. Oh, thanks, Bill. Thanks a lot. Not a calm hand on the place, and I don't know what you'll do, but we'll tell her anyway. Sure. Better give me that shooting iron, Jeff. Here. All right, Sheriff. I'm ready. Long a hard-packed trail that wound among the low hills of Paiute Basin, three horsemen urged their mounts forward.  He was flanked on one side by a young boy on a Mustang pony, and on the other by an Indian astrider paint. It was the lone ranger, Dan and Tonto. Suddenly, as they rounded to turn and found themselves nearing a ranch house, the masked man called a halt. Oh, who's this boy?  Well, we're having a little luck. No sign of water all morning, and suddenly we find a ranch house. The horses can use a drink. How about it, Silver? A drink of cold water will taste pretty good to me, too. There's bound to be plenty of it here, Dan. Sure. See the windmill? There's a watering trough for the horses right in back of the house. I don't know who owns this ranch, do you, Tonto? No. Me not, no. No, we won't have to ask them. We'll just water our horses and leave. They'll never know the difference. No, Dan, the ranch is private property. We'll ask their permission. Oh, shucks. Little water doesn't make any difference. Well, it isn't the water. It's a question of ownership. Remember, Dan, if you respect other people's rights, they'll respect yours. Yeah, I see what you mean. Now, you ride ahead and ask if we can water our horses. I don't know. I'll follow.   Oh, there, boy. Oh, oh. I'll be right back, pony. Then we'll get that drink. Good afternoon, ma'am. Can I know? I mean, can my friends and I get some water for our horses? Of course you can. The trough's right back at the house. Yes, ma'am. We saw it when we rode up. I know where it is. There was no need to ask. You're more than welcome. Oh, thank you, ma'am. Uh, you spoke of your friends. How many are they? Three of us. Then if your horses are thirsty, you three must be the same way. I'll make some lemonade. Oh, gee, that'll be swell. I mean, I'll tell my friends. Thank you. Well, then, what did you find out? She said we were more than welcome to all the water we want. Good. Steady. Come on over here, Silver. Huh? Come scout. Gee, she's a very nice girl. She invited us to come in and drink some lemonade. That's kind of her, Dan, but I'm afraid we won't have time to. Look, Kimosabi, man come right plenty past. Gee, must be in an awful hurry. Yes. And until we know who he is, it might be best for us to stay close to the house here. Out of sight, keep the horses quiet. Ah. Kitty, Miss Atkins. It's Jeff. Jeff? He's not hurt. No, not exactly. He's in jail. He asked me to come and tell you. Jeff in jail? I can hardly believe it. It's true. The sheriff just locked him up. He's charged with murder. Murder? Oh, no. Shot Mark Bennett in cold blood. Oh, I don't believe it. Happened right outside the Longhorn Cafe. I was there. Jeff wouldn't murder anyone. Bennett's dead, and your brother admits he killed him. Here comes Colby Reed. He was there too. He'll tell you the same thing I did. Mr. Mead. Kitty. What's this about Jeff? I'm afraid it's true, Kitty. He shot Mark Bennett. I must go to him at once. Where is he in jail? Well, I don't think that'd be such a good idea, Kitty. Why? Well, everybody in town's pretty riled up about the killing. There sure are. There's even talk going around about lynching.  You better let me handle it, Kitty. I'll get a good lawyer, and we'll do everything we can. Um, step outside a minute, Bill. I want to talk to Miss Atkins along. Sure, Cory. Anything you say. I still can't believe it. Why would Jeff of all people shoot a man who wasn't armed? What I wanted to say, Kitty, is this. Jeff's in a pretty tough spot. He needs help. Both of you do. Well, surely a trial will prove his innocence. The evidence is all against him. Good lawyer might help. Lawyers cost money. Well, that's the point I'm getting at. Kitty, you know I think a lot of you. I always have. You and Jeff have had a hard time making ends meet here at the Circle Boss since you partied. And now to make things worse, Jeff's in trouble. Just what are you trying to say, Mr. Mead? Well, I can't make it much plainer, but here it is. I've got quite a bit of influence in town. If you'll promise to marry me, I'll help Jeff out of his trouble. Marry you? Well, you could do worse. I got the best gambling layout in town and a few thousand dollars in the bank. What do you say? My brother's in jail, charged with murder, and we have no money to hire a lawyer. But you'll help us, providing I marry you. Is that your offer? That's about it. You're not taking advantage of a situation, are you, Mr. Mead? Money talks. So do I. And I'm going to give you the same answer Jeff would give you. Yeah? What is it? This. Get out of here. Get out of here. You'll wish you'd sung a different tune. That brother of yours is getting his next traction. Get out. Jeff, Jeff, what'll we do? Now there's noise. Excuse me, ma'am. I'm sorry. I didn't. You're the boy who wanted water for the horses, aren't you? Yes, ma'am. They're all watered now, thank you. Sorry about the lemonade. I was going to make some for you and your friends, but something dreadful has happened. I know. You know. He isn't sort of my friends. That's why they sent this to you. Goodbye. Wonder what he meant. Why would anyone send me a silver bullet? The curtain falls on the first act of our Lone Ranger story. Before the next exciting scenes, please permit us to pause for just a few moments. Lone Ranger, Tonto and Dan left the Circle Bar Ranch, their roads solved for a few miles, then doubled back on another trail to the town of Paiute. They stopped in a small grove of cottonwood trees. First thing we'll do is check up on that gambler's toy of the shooting.  I've got everything you can. Huh. I'll wait here for both of you. Hurry, because there's no time to lose. The law moves very fast in cases like this. We've got to be ahead of it.  Get up there. Get him out of town. Listen, Miss Edkins, I was never so surprised than you were. Never figured that young brother yours for a gunslinger. Well, he's not, Sheriff. I know there must be more to it than, well, then there appears to be. Wish I could say the same thing. I like Jeff, but the law is the law. And with a trial coming up real fast. When's the trial to be? Tomorrow morning, nine o'clock. Judge figures it's best to get it over with. Can I see Jeff now? Well, sure. He's back in the cell. Right this way. What's that over there in the corner? Shucks. Don't be scared, Miss Edkins.  What is it? Just a red skin sleeping off a dose of too much fire water. Why don't you put him in a cell? Don't need to. He's harmless. Came around a couple hours ago and asked if he could sleep in the jail. It's easier to humor them engines and argue with them. Well, here we are. Got a visitor, Jeff? Jeff. You can go in and sit down if you want him, Miss Edkins. Ain't carrying any concealed weapons, are you? No, of course not. All right. I'll be waiting in the office. Let me know when you're through talking. I guess you've heard all about it, Kitty. Is it true? Did you kill Mark Bennett? That's true. But it wasn't murder. I shot in self-defense. Jeff, would a lawyer help? He might. We haven't any money to hire one. Corey Meade came out to the ranch to see me. What he want? He offered to help. Said he'd use his influence, hire a lawyer. Corey Meade offered all of that. There was some catch to it. Not much. He just wanted me to marry him. Marry? Why that low-down... Now wait a minute. I was just as mad as you are. And I'd probably take his offer. If it hadn't been for something that happened just when he left. What was it? A boy who stopped a water his horse gave me this. See? What's that? A silver bullet. Kitty. Fred, you've been worrying too much about this. You'd better go home and get some... You don't understand. Do you know what this means? What? It means the Lone Ranger knows about us. And if he knows, he'll help. I'm sure he will. That's impossible. No one around here has ever seen the Lone Ranger. It's just sort of a myth that people keep repeating. This silver bullet's not a myth. At first I didn't know what it meant. Then I remembered the stories I've heard. That's all we have to depend on. I'm as good as dead right now. I've never seen a real gunfight. Yeah, this is the place, Bob. Bennett was right over there. Atkins was standing here. Oh, gee. Did you see it? Well, no. I didn't actually see the gents with their shooting irons in action. But I came right out.  Mark Bennett must have died instantly. Yeah. I guess Mark must have cashed in real prompt. Can't blame him much for his two slugs through his heart. Were you the first one to find out he was dead? No. Corey Mead went over and looked at the damage first. I see. Then the sheriff came out and sized the whole thing up. It was him that discovered Bennett wasn't packing a gun. Then that's what made the shooting a murder, huh? You're right, sonny. You know, I think it's a good thing for kids like you to know about gunslinging, such as this was. You do? Sure. Kind of an object lesson. You know what I mean? No, I don't. But thanks anyway for the information. You're welcome, sonny. You also find out when the trial's going to be? Ah, trial tomorrow morning, nine o'clock. Good. Then the information you got was equally important. It's the same story we heard that man told Miss Atkins when he came out to the ranch. No, not exactly. We know a lot more about Corey Mead than we did before. What do you mean? Mead's a ferro dealer at the Longhorn, isn't he, Toto? Ah. And he probably lives at that boarding house next door. And we'll wait here until about midnight and pay a visit to Mr. Mead's room when he's not at home. There's only a few moments past midnight when three horsemen reigned up their mounts silently in the deserted street back of the Longhorn Cafe. Oh, sir, sir. Oh, take it easy, boy. All right. Quiet now. We'll leave the horses here. How do we know which room is his? Well, me find out today. Room and corner, a house belong to Mead. Come on. Walk as quietly as you can. Yeah, but the door, how we get in? It's like the back door of the most boarding house that's unlocked. Wait, I'll try it. I was right. Come on in. Is this Mead's room, Toto? Uh-huh. Locked. We'll have to force it right a match, Toto. Uh-huh. What are we searching for? Nothing, Dan. It's much easier to make Corey Mead do his own searching. I don't understand. You will before the day is over. Put out the drawers and that dresser, Dan, dump them on the floor. Well, I don't see why, Dan. Corey, there's no time to waste. I'll pull the mattress off the bed. There. That's good enough. Let's get out of here. Yes, Silver? Where are we going now? You and I go back to the camp. Toto will wait here and see that Mr. Mead follows our suggestions to the big fella. But how can he follow a suggestion when we haven't told him anything? We've told him a lot, Dan. Much more than he expects. You wait here, Toto. Ah, good. Come on, Silver.  And it was less than two hours later that Corey Mead entered the front door of his boarding house. Well, what the... Well, it's open. I don't know where's that lamp. Oh, here it is. Somebody's been in here. Turned the place upside down. If they found... The carpet's not turned back. Maybe they didn't think to look under the floorboards. It's still here. Am I lucky? Can't take a chance like this again. Guess I'll just carry this with me from now on. Sure. It's safer on Mead than anywhere else. Even at Jeff Hackins' trial. All right, Mr. Hackins, go home with your story. That's all there was to it. The minute I walked out the side door, Mark Bennett yelled at me. And then he went for his gun. I beat him to the draw. You're accused of murder because you're shutting an armed man. He had a gun. I saw it. I swear I did. Yes. Any of you other gents who were in the longhorn yesterday afternoon, see Mark Bennett packing a gun? Hi, dead judge. I saw Mark carrying his regular gun. Same one he's owned for 10 years. If that's right, where's Bennett's gun now? It wasn't on him after the killing. I know that. Who was the first one of you to reach Bennett after he was shot? Corey. Corey Mead. That's right, Corey. Sure it is. And when I saw Mark Bennett, he didn't have a gun in his hand. Nowhere's there one on the ground anywhere around him. To my way of thinking, Judge, it's a plan... Never mind it. The court will do all the thinking in this room. Jeff, it looks pretty bad for you. Evidence proves you shot Mark when he was unarmed. I didn't. He shot first. Very quiet. Jeff Atkins, according to the evidence, you're guilty of murder. Therefore, it's a sentence of this court that you hang by your neck until you're dead. It may to be mercy on your soul. No, no. Grab sir and miss Atkins. That's the law. So what are we around here? In the excitement caused by the verdict of death for Jeff Atkins, no one noticed the young boy slip into the courtroom and hurried to the chair where Kitty sat crying softly. Miss Atkins. What'd you say? Oh, you're the boy over here. Here's a message for you. Read it. You'll know what to do. Here. Message? Goodbye, Miss Atkins. Good luck to you. All right. Say something. You certainly can, Miss Atkins. What is it? I accused Corey Meade of withholding evidence from this court. Evidence? What kind of evidence? The gun belonging to Mark Bennett. He took it from Bennett's body because he was the first one to reach him after the shooting. That's a lie. And I also accused Mr. Meade of being in possession of that same gun right now. Now, quiet. Search Corey Meade, chief. Sure, I will. No, you won't. Watch him, chief. He's got a gun. No, you ain't you? I've got it now. I've got it now. Let me see that shooting iron, chief. Here. Yes. There's a name engraved right here in the barrel. This gun belonged to Mark Bennett. Corey Meade, this court just made a big mistake. It retracts a sentence passed on the defendant, Jeff Atkins. And instead, the sentence is viewed to 20 years in the territory of prison for obstructing justice and withholding evidence. Jeff Atkins? Yes, Judge. You've got a mighty smart sister, sir. She's the reason I can see you're a free man. Here's to Smith. Oh, Jeff, isn't it wonderful? Kitty, how did you ever think of that? I mean, that Meade would have that gun on him. I didn't think of it, Jeff. It's all written here in this note that was handed to me a few minutes ago. Note? Who sent it? It's not signed, so I don't know. But it was wrapped around another silver bullet like I showed you before. Silver bullet? Let me see. Here. It's the bullet that saved your life, Jeff. You've just heard. It is a copyrighted feature of the Lone Ranger Incorporated.


Hey guys, today I'm reviewing the Scorpion VX-15 helmet. I'm going to give you a helmet, so I decided to buy this one, and make an entry-level helmet, so it's costing between 100 and 200 euros for the average rider. I think it's a really good helmet, it's quite light, and it's a really good looking helmet as well. So one of the best features is actually, you're able to fill these side patches with air in order to have a better adjustment on your head, and then you can take the air out just by pressing this valve. The splanches are all from anti-sweat and anti-bacterial fabric, so it doesn't absorb all the sweat when you're riding. I tested it out and it actually comes with it, so it's really good fabric, and it's actually a lot easier to clean the helmet after that. They are all removals, so it's easy to clean. Another really nice thing from this helmet is the removable nose protection. It's really handy on quick races, but for example, I wouldn't recommend if you're riding hard in the road, because as you know, you're always looking around on where's your back wheel, where's your surroundings. So that cuts a bit of your visibility, but if not, it really protects your nose, and with the goggles, you feel that your nose does not get hit by anything at all. Another great thing that I actually got my eye the first time that I took the helmet is actually the visor. It has a really good feel to it. It doesn't see that plasticy or wobbly. It is really tight, and actually the knobs, the fasteners are really well made. I suppose from Rubber and Aluminium, they tighten really well. The visor doesn't have that plasticy feel because of these three rings that they have here, which enables the visor to get really well stuck on the helmet. And I would recommend not over tightening it, this centerpiece, because of the visor, they have some three little lines to grip a bit more. But if you over tighten it, you pretty much cut the center ring. It's something that they don't have on users manual, but at least you know what not to do and don't do the same mistake as I did. Something that comes with the helmet is this little visor extension. It's really easy to bolt on with simply two little screws that come along with the helmet as well. And I think it's just like a really cool feature. To wrap it up, this is an entry-level helmet rolled legal with a great looking design and taking into account all the features that comes along with the helmet, I would definitely recommend this product. Good shopping!


Hey, everyone good morning. I Hope everyone is well rested because I have a lot of you know text on my slides. So hi. I'm sire I am a senior software engineer at Red Hat and I Am well, I'm a bit bit of a Enthusiast about all things smart and also about all things that are related to privacy and security Which don't really go well hand-in-hand all the time, but In everyday life, I started noticing a lot of things that people take it take for granted So I thought probably this might be a good idea for a talk so Just a quick run rundown for people Who might be confused? What is IIT? I'm pretty sure everyone here knows but still IIT is basically a system of interrelated computing devices Mechanical and digital machines and objects. So the entire thing that you see over here It's basically I copy pasted it from Wikipedia because I'm so So the idea is Internet of things rely it basically talks about everyday objects which connect to each other as well as Connect to the cloud to the internet in general and they talk together to help us with our everything Everyday lives and also help us track our everyday lives Now that is a really niche and really nice concept, but yeah, it has its fair share of ups and downs so the thing with IOT devices is every as all of them have a unique identifier and They don't really require a human-to-human or human-to-computer interaction in general So having said that What is privacy? so Is privacy a fundamentally human right? Is it always explicitly protected by law or is there even a law to or maybe a right to be left alone? So the thing is privacy isn't really I heard this somewhere that privacy isn't really about keeping things private It's not about secrets, but it's about choice the choice to remain anonymous or the choice to Be able to say that hey if this is my data or this data has got anything to do with me I should have a say in that and in how that data is used One particular incident that actually Riled me up a bit back was I heard somewhere that Mark Zuckerberg had this famous He had said something which was privacy should no longer be considered a social norm Which was a bit disturbing for a few people like us Because we think privacy should be a fundamental human right But when you are saying things that it should no longer be considered as a social norm You're fundamentally putting a lot of core concepts about our personal rights at risk so Moving forward, what's the impact of IOT on privacy? so Not to go into the like textual part of things the problem is We use our smart devices nowadays. We have we are surrounded by Telephones we are always on the move and we always have our like fitness tracker smart watches we have these Smart assistance and everything so every aspect of our life is involved with some or the other internet enabled and smart device But the question is if are these smart devices? Only just responding to us or is it also that someone else is listening to every move that we make And that is a big point of concern. So if we are surrounded by a world full of sensors Are we really the consumers of those products or are we now the product itself? Because we are the commodities from whom a lot of big data companies are collecting data which we might or might not want to share all the time and There are a lot of Fundamental issues that a lot of people don't know For example, you want to what you want to order some kind of food You want you have some personal tastes in your books reading habits or anything Some of these habits you might want to share socially with the world some maybe not A recent example was in the Application letter for the visa of a certain country. There is now a mandate to share your social account details Now that is when things start getting scary Think about it. You're you have you're wearing a Smart fitness tracker which is connected to your social networks Which means that fitness tracker which is tracking your every move from where in the city to where have you gone? For how long of a time that can be tracked because it is now integrated with the social media account which You are already sharing with someone else with the government probably or with someone else Do you really want to share that and that too to some of the government that you don't even know about? so Everyday objects are already becoming smarter and being connected to the internet But how is that affecting us like what's the real impact over there? Then there comes the the entire discussion about the deluge of data like the with the entire advent of all of these data being Being stored in one single centralized place And because we have a host of convenience smart device Which are now not just this not just one single device but rather an entire army of devices that are continuously correcting or talking to you collecting our data and Pushing them to the cloud. So that really increases the scope for the threats to data privacy and Our entire ability to like collect and process this data It has literally overwhelmed our ability to protect that information. Are we really in control of that data? Who owns that data? Do we really have any personal spaces left anymore? And did you like are you sure that you did not give some XYZ company the first the price? The permission to sell your data. Did you read the terms and conditions of your devices when you were like? buying them or probably accepting the DNC to use them So it's no longer just about our photos and emails, but also our heart rate our respiration rate location The these are the costs that we are paying when we agree to use a lot of free services Most of people most of the people are very happy about the fact that you know There are some free cloud services which allow us to track our everyday movements. Oh, we are so healthy We are running from one place to another is showing us that every day We are running 10 kilometers or six kilometers and yeah, but Is that free service really free? What are you really paying for it is the question? Then there comes the enterprise aspect to it when we look at it from the developers perspective or from an enterprise point of view who might be Creating such a device What is the what are the big challenges that they face one of the biggest thing is with identity management? Are the big enterprises really thinking about the security aspects of these devices? Most of these IoT devices. They have some of the other default passwords If you go to YouTube and if you search for say how to break someone's smart lock There are these videos which show you that probably from a mile away You can point a laser at them and you can just send in an encrypted data and try to Directly brute force your way into that lock and just like that Your main door is now open for anyone to come in a lot of people user use a smart garages Someone as soon as your car gets in the driveway the garage door opens. How does that work in the background? there are Certain security aspects to it. How is the garage knowing that it is your car in the driveway and not someone else's? Are you sure that that particular? System cannot be tricked into saying that no that's not your car, but that's mine so All of these again goes back to the question that Who owns this data? So we are talking about sending in a lot of data to the cloud But do we really know that is that data anonymous is there anyone who can tell you that?  And the biggest concern is the footprint that your devices leave on the internet They tell a story and that story is about exactly who you are things that even you might not know about yourself So in the rest retrospect the responsibility for data privacy it does not Just mean that you need to keep your data private But it's also about taking ownership of your own data. It means taking charge of what we want to share with the world and What will happen in say five or ten years when we might have billions of smart devices?  You want to do next? What if someone actually can't predict what you're going to do next and what can someone do with that data? So I'm not trying to scare anyone or I'm not trying to scare anyone with the idea of IOT or you know Your data is being collected, but the idea is you need to be kept a skeptic you need to be a bit of You need to have in mind that If you are not cautious you might not know where your data is going and you might not know how to deal with it so a healthy dose of skepticism is required when it comes to Information security and data privacy The thing is Going back to the slides probably it might seem a bit counterintuitive, but data privacy does not necessarily mean keeping your data private That means that you don't essentially a lot of people actually come and say that hey all of my life is just it's an open book I don't care who's Like getting access to my data. I would just want to publicize my life So how does data privacy? impact me then the the question is it is not about that it's about like taking charge of What we want to like share with the world Given the fact that we don't really have a good amount of control on How these devices work how GPS location is tracked and everything? Be careful be always you always read through the end-user license agreements that you sign when you sign up for this services or These smart devices or whatever, but be careful GDPR so The good thing that has happened in the last few years is the is Probably GDPR and its implementation which means that There is a added emphasis on the organizations in general To for really focus on data privacy and really inform the users of how their data is getting used So that is a very big Win probably but the question is If you look over the the history of the last 30 years We have debated a lot about data privacy on the internet and like how How can our our data how is our data being used? How can it be protected and After 30 years, we have something called a GDPR now think about IOT in general. It's still a baby It's still in its infancy We can still have a say from day one saying that you know what if there are smart devices and smart Anything's how do we take control like there should be regulation and someone needs to push it. So someone needs to look for an effort to look at the whole life cycle of a smart device and How do we go beyond just the scope of GDPR because GDPR probably looks at a very limited scope on a very Well not limited but rather on a specific topic But the the the broad scope of IOT might go way beyond it and the last thing is like Sadly legislature like GDPR. They rely a lot on privacy scandals becoming PR nightmares for manufacturing companies So the issue over there is until and unless there's a White-scale PR nightmare for a company. They don't really want to do anything They usually go with the with the fact that okay, it's working. No one is complaining Well, go ahead with it.  We don't really care but until and unless Something like a major scandal happens. None of these people really care and that's a that's a really big issue and You know and the the problem here is because this this Entire ecosystem of regulation they move at a really Snail space like at a really slow rate it It comes down to pushing the executives and the CEOs like what would it take for them to From day one think about it. The good thing is we have a lot of really good examples of People in leadership positions who are committed to this but on the other hand, there are also not other people So what would it take for us to really convince them to go up and up there again? For developers who might ask like What might we do to reduce security risks in our devices or something First thing, please If you are a developer do include IOT specific language in data privacy agreements And it's important The importance is if you are the publisher if you are the developer you don't want to really have to deal with the You know lawsuit five years down the line because you did not really think about the data privacy aspects Even though you might not be using someone else's data in a in a negative way There might be some loophole, which can come back to haunt you How do you isolate IOT devices? Into separate logical segments on the network that is something that needs to be thought about if your devices Is interacting with multiple other devices? How vulnerable does it make the entire network or how vulnerable does the network make your device? You need to monitor data flows always keep an eye on what kind of traffic is going up and down and Keep an eye on those traffic patterns And ensure that IOT buying decisions are driven by security considerations Instead of just plain okay demand supply is good and everything Yeah, I won't really go much into how to secure devices instead of just data. This is more like common sense that Should be Thought about by the developer developers as well as the consumers, but yeah the device You need to think about this from the design aspects. You need to focus on convenience not just about security Sorry, you need to actually for focus on the security rather than just the convenience of things The last Probably the second last slide that I have is on built-in privacy and security for devices. So How do you build in like? How do you ensure that smart devices are? privacy and security Reliant they are really focused on the users From the security standpoint. So one of the things is use if you're a developer, especially use factory provisioned security keys And then use some kind of OTP mechanism for that if you don't You don't you don't really want to enable users who try to just keep Default passwords and then be done with it. It becomes it makes it very easy for people to actually break the security of that devices Use these types of security keys as the basis for all encryption Authentication and probably OTA operations. So even though you know that users might be lazy how do you actually Make sure that even the lazy users are protected and And From really that architectural design standpoint of those devices keep like focus on How do you make it as secure as possible? While thinking about the architecture as well as the data storage So as the IOT Ecosystem keeps evolving and expanding. How do we like? Make sure that new levels of security and privacy provisions are needed So I don't have much time now. So I'll probably just quickly go through this so Well as the ecosystem keeps evolving we need to really look at the security and privacy provisions of things And we need to have unified and well-designed security guidelines to enable encryption for Your devices on multiple layers be that the transport layer or security keys or certificate generation and so on So at the end of the day, I just want to say that you know Privacy is something that comes to us from within like we need to be Conscious about privacy and if you are not Well, we pay pay the price one way or the other so whether we are a developer or we are just a consumer. We need to be really Conscious about that and make conscious decisions on how do we improve security in general rather than just focusing on convenience So yeah, that that's all from me. So thank you If you have any question So if there are any questions, I'm still here Okay Yeah Yeah, it's not just US agencies, but any government or any non-government agencies, you don't want to have your meta data being collected by some central XYZ corp and Being processed and kept ready for someone else to use it So you should be careful about that You never know when that particular data might be used against you or to manipulate your Decisions making process Yes So as per the GDPR you should be informed if you're not being informed by certain vendors or Organizations whose services you are using there are certain rules There are certain actions that you can take but in general if it's on the internet, there are a few tools that are readily available for your browser for your Applications which you can use to track where your data is going There are some internet websites, which actually let you do that by what they do is you just give your name and email ID and they actually go through the list of all major Data vendors on the internet and check what data is out there for you So there are some tools on the internet that you can easily use for that I don't have the links Here, but I can I'll be glad to share it if you So yeah, so the thing is the difference is Yeah, that's a valid question like tool after tool after tool But the only difference is these are open-source tools To which you have code level access if you want to check the code you can go and check it and Then take an informed decision whether you want to use that or not So that that's the difference Yeah, yes, yes, so The good thing about Yeah, yeah, so he was saying that GDPR States that your terms and conditions need to be readable and understandable by the end user Instead of just being some legal jargon so the good thing with GDPR and what it has led to is Companies are now becoming Very of lawsuits and everything so they have made a very conscious effort to make to make their TNC is as brief as possible and as Readable human readable as possible which this is a good thing And probably we will see more of that coming in as the time goes so yeah Anyways, I think I am out of time probably if you have questions I am right here after the session we can talk Okay. Thank you


Let's do a little boatie. Guys, we are at the Whithlacoochee River. We just pulled the boat out of the water. Why did we just pull the boat out of the water when we just put it in? The motor runs fine. What happened was the throttle cable broke. That's right. I got it out there. She wanted to go get her tote out of the truck and I started up. I was going to take it around in a circle there, you know, until she got back, throttled it up one time and the cable snapped. Look at that. It got water in it. Condensation I figure here. Got down in there. That's where that goes right there. So I guess that's that. But it runs fine. It's okay. So, another day. They got boating. It's been a year and a half almost. Yep. I'd rather it happened now than way down that river with all those allocations. Yeah, but the river flows this way so we could eventually float it with the help of my ore lady. There's our ore. Because I didn't bring the trawling motor. No. I was going to. I thought, no, it's a brand new motor. We've had it a year and a half, but it's not even broken. It's got like an hour on it. And they say break-in period is 18 hours. So it's still a brand new motor. So I trusted it. That's what I get for trusting a brand new Japanese motor. Nothing against the jacks.  If we'd have brought the trawling motor, we could at least trawl it around there a little bit. Yeah. Might not far from the house if we want to go get it. Had to GoPro on. But you have to take it back out in the water. Yeah. We'll go another time. Right. It's just not meant to happen today. No. So this went from a boating adventure to a vlog. I know what happened. You vlogged it. No. What? I didn't bring my new adventure hat. My new hat. Remember my black hat guys? I just bought a week or so ago. Two weeks ago or whatever. This is pretty here. That's my adventure hat. I didn't have my hat. Yeah, it's pretty. However, this is not pretty. No. All right. Well, it just turned into a Sunday vlog guys. So sorry I couldn't get you out on the water. Maybe next weekend. Maybe. I'll find a cable or something. I'll make something work. I ain't paying for a cable for that thing. And warranty's up. So. All right. I'll find a cable. I'll make something work. Bye guys. Hi. Monkey's out. Shea bear. I'm gone for now. Bye bye.


Good morning. How's everybody doing? If you're not awake you say will be I was once told when I worked at Starbucks I got complaints because I was too cheery in the morning and people just weren't ready for that Welcome, so we're gonna be talking about overcoming your fear of sales. How many people in here sell something?   All right Okay, what's scarier than heights? What's scarier than public speaking? So Public speaking it said is scarier than the fear of death, right? What's scarier than that the fear of rejection? right, that's really what it comes down to when we're selling and We start getting nervous and a little clammy feeling in our hands. We're about to ask for that big dollar amount It's not because we think that this is you know a big monster is gonna come and eat us It's because they might hurt our feelings Right, so I'll tell you a little bit about me and why I might know something about sales and the fear of rejection I've been in sales since I was five years old both of my parents were real estate agents and They used to practice their listing presentations with me and I got so good at it because I memorized it Their broker brought me in to do sales training for all their agents when I was five years old because he wanted them to see How it was done, right? That didn't go to my head at all So I've been selling stuff since I was five and then when I was in fourth grade My parents got divorced and I became a raging people pleaser And if there's what's the worst thing that can happen to a people pleaser? No Right So But it's not us when we hear no It's not about you, right? So let's look at the numbers 80% of consumers say no the first four times The salesperson talks to them not the first four times a bad salesperson talks to them Any salesperson? Okay Five calls is the number of calls on average it takes to get a yes 72% of all sale all cold calls in and rejection It's not you more than likely Right, so we just have to get used to the idea that most of the time we're gonna get a no not now Ask me later click Right, it's not personal But when you've gone through the first four times the first five calls the 72% and you're still getting a no The number one reason for rejection is your own agenda Nobody cares what's in it for you Right, so how do we achieve in our sales nirvana? It's all in our heads gotta get got to get your mind right Has anybody ever said those words? I don't want to bother them. I bet they're really busy right now It's almost lunchtime. They just got back from lunch. They're probably getting ready to go home Are you psychic? Right, I'm a little psychic, but that's another discussion, right? But really are you tending to read their minds? Do you really know or is this your own internal psychodrama? Playing out and being projected on other people short-circuiting your own ability to be wildly successful Listen to your self-talk.  You are where you are. There's nothing we can do about this moment right here except observe it Right and if you observe this moment and how you act there's gonna be some really interesting things that come up You're gonna say to yourself. Oh, I didn't realize I did that Well, isn't it interesting that I made that excuse isn't it interesting the way I did that and You start observing yourself and you can plan to make better decisions in your conversations Are you playing credit manager? Has anybody ever heard of this? So I I've sold a lot of things I've sold alarms and stained-glass windows and above-ground pools And I mean everything you can think of I've tried to sell it One time I was selling above-ground pools and I drove up to the sales appointment My sales manager had said it for me. He knew the story. I didn't I drove up cold Ram Shackle house on the side of a mountain Walked out old dude in overalls No shirt in The front yard I'm sitting in my car. I call my sales manager.  He's like, what are you talking about? I said this guy can't afford a $5,000 pool and He said you're playing credit manager and that's not your job What do you mean? He said it's not your job to determine another person's finances and what they can import in fact is quite insulting Do you do that in your business? I know that I continually have to Remind myself that I'm not a credit manager for somebody else Their finances are not my business. Have you ever gone into a sales call and you said Well, I know to be really profitable. I need to charge this but they probably can't afford that So I'm gonna tell them this You're playing credit manager Right, that's not our job What's that? Yeah, you know why? Because what he was buying was not a pool. He was buying seeing his wife in a bikini for the next three months Right. He didn't care about clothes. He didn't care about a nice house But he cared about seeing her in a two-piece from June to August Right, it's not about what we want I wanted to sell him a pool and all that psychodrama in my head was about my needs I didn't take a second to think about what might be in it for him.    Right Do you think That the lady at the drive-thru at McDonald's has sales fear when she's asking you to supersize your fries No, cuz she does it 700 times a day, right? Okay, now let's let's apply that I mean if you want to get comfortable with sales if you want to get comfortable with sales conversations You have to have them and you have to have them frequently and And with repetition Want some good news Better than french fries your job is not to sell, right? Your job is to solve problems for people. That's a completely different mental dynamic and conversational dynamic, right? Hopefully the problems you're solving are not as bad as the problems this guy solves, but Solving problems is our job Well, who are you gonna solve problems for? Not everybody in the known universe Right the more clear you get about who your target market is the more clear you can get about how you can be the expert in Solving their problem. I used to think that my target market was the people I built websites for right?  They need a trusted guide a Trusted advisor who can walk with them Bless his heart. He just looks lost, right? To be a trusted advisor one of the things you want to get to know is What's going on in their business? how can you solve a problem or build a website or Create a marketing automation or write content when you don't understand what their business is and what their pain points are One of my greatest business relationships came from Asking somebody who was sitting next to me at a meet-up. Were you struggling in your business?   Find out what they didn't like from people. They don't buy from All right, I went on a recent sales call the guy was a referral and He I was the sixth web agency. He had talked to you that week and He was angry and he was bitter and he did not like that. I was wasting his time Okay, that could be a red flag Or it could be an opportunity Need some clarifying questions to find out which that is so I asked him I said I see that you know This has been a very unpleasant experience for you, and I'm sorry about that But can you tell me what was the commonality of all these people that you talked to that you didn't like and he said They didn't hustle and they didn't know how to communicate Okay, all right Well, and he was really curmudgeonly so I didn't ask this question ironically I said have you ever worked with anybody you did like And he said yes dozens and dozens and I said what's the commonality between all of them? He said they hustle and they know how to communicate. Oh What do you think I talked about for the next hour Yes, because when they're agitated, this is an opportunity to either Prequalify them as not a good candidate for your business or find out how you can be a superstar to them And once you know their story you get to talk But not about what you want You bend your story to their concerns So what this gentleman needed was a website, but what he was buying was hustling communication So as I crafted my story to fit his concerns That's what I talked about how fast we were gonna get this done how we were gonna communicate every step of the way That's a different experience Than just trying to sell somebody a product, right? I needed to sell that old dude in overalls and no shirt three months with his wife and a bikini Not an above-ground pool So one of the things that short circuits our ability To do sales effectively is our own perception of what sales means, right? so When people hear sales sometimes they think sleazy greasy cheesy Smarmy you know huckster ish Well, there are some classic sales techniques. They've gotten a bad rap over the year years some of them Well, let's see what we can do to update them for the digital age and maybe apply them to a more elegant sales process Going out of business has anybody ever seen this sign We had a carpet company in our neighborhood when I was a kid who went out of business every three weeks What's this about right? What is that that is scarcity? Updated for the digital age I'm booking up quickly You know, I only have two more slots available and I'd love for one of those to be yours Get back to me because that's a moving target My booking calendar is one of my best friends in my sales process because it's very clear I don't have a lot of available slots That promotes scarcity Okay, anybody else use scarcity in their business Allison very effective. Yes, right? Visualization is the first step right because you have to own it in your mind anybody else by me Yes, do you put an expiration date in your proposal? I Don't either but I have made a resolution that I'm gonna start doing that Because especially if you use like an electronic proposal solution If you don't put an expiration date you can be booked up for three weeks and then somebody Sit since accept on a two-week turnaround project and now you're like, oh so it's not always about Creating scarcity, but sometimes it's about managing your own time foot in the door So I might be dating myself some of the younger folks in the room probably have never seen this When I was a kid door-to-door salesmen would come around and if you open the door they put their foot in So you had to hear what they said or break his foot, right? Well, we don't want to do that, but what would be an updated version of this for the digital age opt-ins tripwires What else? Yeah, ethical bribes That's what they're called Ah, thank you for asking a trip wire product is a small product that you can sell To start building trust and value and your relationship Well normally no you normally a lead magnet is an ethical bribe Where you are saying if you'll sign up for my list, I'll give you this Right So where a trip wire would be once they're on your list Maybe you send out an email and say hey, I normally charge X for this but for a limited time, I'm gonna give you this one thing for $99, you know something that's a very small fraction of your normal thing, right? So when I sell a website several several thousands of dollars But I really like to sell keyword research as a trip wire product It's a it's a small engagement if you have lots of interaction with a client up front You get to know them you get to build trust with them and they get to see my expertise, right? And then once they have that keyword research, I'm pushing them through to take them where they need to go This is a foundational product. I love where do you get started on this? Okay It's easier than just a cold sale for a $5,000 website, right? Another tried-and-true classic. What about now? What about now? knock knock knock knock I Notice you hadn't opened my email since yesterday at 5 p.m. Are you okay?  I ran across this article and I thought you would be interested talk to you later No ask Nothing all you're doing is giving and providing value nobody wants to be around somebody Have you ever been around a friend who is just a taker?  Right This relationship is like a romance between your business and their business, right? The most important way that you can make someone else feel like they are heard and you were a great Conversationalist it's not to say anything really to listen to them give them an opportunity He who talks first loses Has anybody heard of this? Okay, for those of you who haven't heard what this is. This is a sales technique that Basically says that when I have a conversation with you and work I'm going to ask you an uncomfortable question and it's probably around money budget timeline milestones things that benefit me The human propensity is to feel that silence when you're waiting for an answer with anything okay a lower number Lesser terms to reduce your position of strength in any way to get out of having to sit there with your own Problems for five seconds while you wait for the other person to answer Okay, because the first person person who talks first loses. I mean your client doesn't really lose, but if you talk first you do Okay, this is so powerful I would be willing to say if you could learn to sit in silence You could probably increase your sales by 20 percent next year Just by doing that you imagine all the lost sales Billions and billions of dollars of lost sales and generated income from people who just can't sit with themselves for a few seconds Really powerful updated for the digital age Still gold right this one still works What are some other old-school techniques you've seen? He who talks first still loses Updated for the digital age. It doesn't need to be updated. It still works What are some other old-school techniques you've seen? What about bait and switch? Anybody ever seen that? We used to do that the pool company. We said we have an above-ground pool. It's 395 dollars the year before I came on they got in big trouble because They would not if somebody said yeah, I'll buy that pool. They were like we're out of stock, but we have this $5,000 model That's bait and switch right But how can we take that principle and ethically update that? right how about we have a Templated website or we have a custom website for X amount of dollars and we get them interested in a conversation And we say yes, we can do that for you, but this might be a better solution considering your very particular needs Your mileage may vary Yeah, one of the things I do is when someone is doing a recurring plan if they get over a certain amount It triggers a free service Right, what are some other common obstacles that you face in selling? Yes, so when someone comes back with an objection on price It's really just a few things that they're real that's really happening one They don't have any money and they're and they're not a good fit for your business and that's a pre-qualifying issue Right, so now you know, okay Maybe I haven't completely refined my process of onboarding people through my sales process And I need to like work on that right or it could be that during your conversation You haven't given them enough information Right, so maybe you haven't shown them all the value that they have because By the time you get to the end of your sales conversation if it's all about them and you've identified what their problem is and maybe the problem They told you they have is not their real problem Right, so you got to do some probing questions clarifying probe and clarify probe and clarify and if you finally got into the real problem and you have created an Awesome, you know solution to their problem and it's still a question of price Maybe they're not the only decision-maker Have you ever heard someone that sounds great got to talk to my wife So asking who's the decision-maker who all are the decision-makers on this project? It's a great just these are some of my onboarding questions I'd like to ask up front, you know, what's the nature of your business? What's your structure of your business? What do you sell? Who are the decision-makers? Just slip it in there right and then it may be that you're and this is probably the least likely situation is that You're pricing Maybe incorrect Right, maybe you need to test a few and maybe it's not off by that much, but maybe if your Product is eight thousand dollars. Maybe the magic number is seven thousand seven hundred and seventy five, but you don't know Until you've done some testing right usually that's not it, but occasionally it is Yes, sir Yes, that is that is absolutely correct. So if you reduce your pricing Without taking something off the table. You've told them a couple of things one. I was overpricing you to begin with to I have no pricing integrity and every price I give you from now on is subject to negotiation Never ever lower your prices unless one Your lights are about to get turned off to You're taking something off the table All right, has anybody ever gone all the way through their sales process? Gone all the way through put all this time in sat down with a client Got all the way to the end and then didn't ask for the business. It's very common It's very common.  I'd love for one of them to be yours You know, this is a great solution.  It may be but it also may be Expanding the complexity of your process because then if they haven't decided enough to pull the trigger you may have to give them their money back You know, I mean, so you might want to test it and see how that works for you Do you get a deposit before they get on your schedule? Yeah Yeah Yeah, and also maybe Try to think of a smaller engagement a really tiny engagement that you can book that slot for Maybe it's a half-day workshop You know and then but it's you're booking the slot Getting them to pay you for your consulting because especially if you're doing a large proposal That's a service you're providing them because you are helping them work through their business processes They don't know what they need to buy and you're the professional coming in beside them helping them determine What it is their business needs that has value Yeah yes, so I recently had a situation where a client came to me by referral and Um, I had a great sales call with them My my initial calls are usually around 45 minutes to an hour and I have a very high closing rate on my first calls Right, it's because I I can just really dig into their Clarifying and probing But we had a great call sent him a proposal It wasn't a big thing.  They're going to do this this and this can you work with me on that? And I said when I replied back I said I had to be very careful how I answer this because there's a fine line Between clarifying my position and auditioning for work and I want to do the former or not the latter Has anybody ever danced for business? I'll do anything Me too. I've done it. It's a constant battle to keep yourself in check But we don't need to do that because we are the experts And you start dancing you give them the power and now you become A hired pencil for them Which is not to their benefit. They need an expert not somebody they can boss around Because then you're going to end up doing what they want and they'll they'll never respect you and they'll never take your advice And then you're going to end up with a piece of crap product that you're responsible for and now they're unhappy But people respect strength Like that email that I sent back and I said let me just clarify my position They emailed back and they were said they said thank you so much for being transparent I really appreciate that and we're probably going to go with you Right because it's not always about price It's about perception Then I can use those things Absolutely, absolutely. I'm an introvert, but I am not shy Right. Those are not the same thing. So I just ask people Do you have an allocated budget for this? Because the last thing you want is to get all the way through the sales process and they're like Art, I'm going to talk to my money guy and we'll work out payment. Whoa That means you don't have the money for this and my final payment might be contingent on this third person who I've never met Liking what we did even though he had no input in the process And sometimes to that answer is I don't know what my budget is Okay People don't know what their budget is, but they know what their budget's not Well, how much is that website? um Well, I will say that again. Maybe you don't know what your budget is, but is your budget 15 000 dollars? No, I was thinking more 4,700. Boom. Okay. Now we've got some clarification It's a sneaky trick, isn't it? Heather? Mm-hmm. Absolutely Yes, so what heather was saying is that at every interaction we should be moving forward to a goal, right? So maybe your sales cycle is a little bit longer than mine Right, maybe your sales cycle is there's a lot of trust building and it's a big project And we and it takes a long time to make a decision But at each step of the way we could be moving a little bit forward and there needs to be goals along with that Right, so incremental success And then that final piece kind of just locks into place instead of just cruising and then having a big ask, right? Yes Okay, so they said that they're ready to go So your client who referred you Are they qualified to make that assessment that this person is ready to go? Right So they and and you've never met them. They might I'll be a fit for you I take almost everybody that comes through referral for me, you know to me because that's a really important thing I will find a solution because I want to make my my main job is not to build websites My main job is to make my referral partners look like geniuses for referring them to me. That's my job, right? okay, so when They emailed me and said Because it was email not a call and they said hey this other company has come in under price And they said they can do the exact same things you can do for $400 less let's just say Which was about a 20 percent difference in this initial engagement so I do not compete on price Right because you're never it's never apples to apples So I reminded her and she was like and can you give me some referrals? I said Once we have agreed upon an engagement I'd be more than willing to introduce you to one of my clients But my relationships with my clients are sacred to me I do not expose them to strangers And I would extend you the same courtesy And as far as this other company I am local they are not I have offered to come on site and learn about your business And how I can craft a custom solution for you If they are also willing to do that and you feel that they're going to give you the same service And the person who referred them to you is the same caliber as the person who referred me to you Then I wish you luck and I will bear no ill will because I think you've probably made a better decision Really? Right. I'm not always the best person I might have been being a little sarcastic But they got the point right because they forgot That I'd come by I'd come highly recommended And they got distracted by price So I just brought them back, but it's not about me. I'm not saying I never once said I'm because I have more skills in this area than they do It was all about are they going to give you the same level of service and value? Do you respect where you got the information about them? Right all about them Yes, sir When someone is wildly happy at the end of a first engagement And they're like oh my god. Do you know anybody else who you could introduce me to? You know would you mind Saying exactly what you just said on yelp You know what I mean sending them an email Saying you know thank you so much for all the kind words, you know the biggest compliment you could pay me is to say that on social media But the majority of my referrals now I do get a lot of referrals from my clients But the majority of my referrals come from my peers And I think the majority of your referrals can come from your peers as well I have a talk on more press tv called building your referral network I recommend if you want to build your referrals go check that out Building your referral network. You have to just search my name. I before the e Where hi Jen? Yes, because when somebody refers somebody to you They're lending you their reputation and unless you close that loop They're still a little anxiety. I don't want any that's not an appealing position to be in right? I appreciate it. He's about me Opposite experience where I've sent Somebody to someone else and then I got a response like Oh, well, I just never contacted them And uh, that was the last time that person got a referral from me Yeah, yeah, yeah, that's what I if you want referrals make it a great experience for the people referring business to you You would think that that's a no-brainer, but right because There's nothing better than business dropping in your lap And not only is that easier to acquire the prospects. It's an easier sales process They're already loved up when they get to you anybody else Yes, ma'am Yes, there's a fourth option One of the best things I ever heard at a wordpress meetup came from diana nickles And I don't know if you know her she's down at the registration desk She she said these magic words to me That's a fantastic thing to put on our itinerary for phase two Right. I open a document I have like a shared google drive folder for all my clients I just open a document phase two and we just start putting stuff on there and I'm assuming the sale That's another classic sales technique assuming the sale. I'm in here I'm talking to you my assumption is we're doing business and I'm just going to start talking to you as if we were You can do that for phase two just start opening it up This is going to go so well Let's just go ahead and start putting our ideas for phase two because we want to close this out because the last thing We want is just a project that goes on forever. Let's define this And they hit phase two Yeah, and and honestly I don't ask them which one they prefer because they're not the expert I am Right. I will say these are our options This is the one I recommend for you Maybe I say how would you like to move forward? I'm not even giving them an option not to move forward I'm just asking how they want to do it Right This is how I work This is my sales process when someone says well, I'm really interested How do we move forward because sometimes they ask me and I say, okay This is my sales process and this is where I set up all my jerky expectations for them Because I can I like to be like a real hard ass up front and then once they make that first payment It's all love and roses after that Right, but this is really important because you're setting the expectation That you're a value to them, right? This is how I this is how my process works My next available start date is here to get on that next available start date.  This is your homework I expect these things to be done before we start and I will do these things if we The project will last let's just say four weeks When the project is done the payment the final payment is due And if we're not done it's because I'm waiting on you because I don't miss deadlines Okay Yes Yeah Thank you for bringing that up. So I do have an appointment calendar and you can find it by going to book with april.com Where you can book a consultation with me a let's hang and talk turkey. That's one of my options, right But yes, yes And one of the things they always did was establish a change budget up front And say look, we're not doing this work for you unless you take 30% of that budget and set it aside for change because unless you are Super super good at getting all the specifications on the front end Sometimes the scope creep is necessary to finish out the project, but you got to get paid for it. Yes Yes And I am of the opinion that if I miss quote, that's my bad My client should not pay if I'm going to be the expert. I have to take I have to take the head if I miss quote But I build in for chaos Because chaos is not new And you're not immune from it. It's an element of the universe. So just build it into your proposals So a lot of people bid for the best case scenario if everything works out well and everything's perfect We can get this done on this time frame in this order and it would cost this much and that's what they bid Where's your allowance for chaos? Right because it always happens. Yes What about That's a very specific question with a very complicated answer I do a hybrid. I do fixed price billing And then if there is like something with a wide degree of ambiguity and potential chaos Then I will do hourly billing I have a very nice hourly rate. So that doesn't really hurt me But that's a last resort Right and I have a rate sheet who has a rate sheet My rate sheet is so powerful for a long time. I did bespoke pricing Everyone got a different price based on their current situation and the credit manager Who thought I knew what they needed, right? So I had to I had to rein myself in and write it all down And then send it to my assistant and say keep me accountable for this Right and the first call I took after I did my rate sheet Was just my minimums and that's all I didn't put everything I did. I just put my minimums. I'm not going to take anything under x This is what this process costs Right The very next phone call I did not have my rate sheet up and I was like, oh, yeah, I can do it for this I can do it for this is amateur This is what it costs Is professional that means I have a process. This is not the first time I've done this Right And also it allows you to deflect a little responsibility Right my price sheet is my boss. You can almost kind of play a mental game like I'd love to give you that discount But the boss says No This is internal It's internal and confidential Right, but occasionally a referral partner or asked for my price sheet So they can if especially if they're going to bid my prices into their word or they want to know if I'm an appropriate fit And if we have an established relationship, I will send them my price sheet Yes, sir I publish a range so on my website I say and I have some if y'all want to Go there later. I have some really jerky language on my website If you want to work with me, these are the qualifications Right Because it blows away the people who want to be in charge And attracts the people who like strength and want to respect you Right But I put a range I say My minimum for you know really my minimum engagement is this And if you want something more complex it can go up to this And then increase rapidly from there Right because it's all about setting expectations because then if they make it through that gate Of jerkiness then they can say then when you start talking they're like oh, okay. Well, that's not bad But I've had more people tell me that I look like the queen of my Industry because of my website because I'm a little jerky on it You've got to have money You have to have a budget you need a team you need determination You need commitment you need respect for deadlines Because we're going to do this thing and we're going to do it right And I need you on board if I'm going to make something fantastic for you And I will But you got to play too Right jenny Yes, we are beginning to standardize our processes Right, so that started with my rate sheet Okay, we're not just going to do whatever So and I had an internal process, but it was all in my head But now I've hired somebody else and they need to know that too So now we've got a process and not only have a process for for everything that we're putting together We have a process for onboarding our clients And once you can onboard your clients in a really strategic way The quality goes up right pricing Is easier And it's a little bit more fun to sell something when you don't have to do all the work Think about that I was suppressing my own ability to sell Because I knew I was going to do the work But what if you didn't have to do that? I don't know I started talking did I answer the question Anybody else Yes, ma'am my website is sugar5design.com You can find all the slides at this ridiculous link Or you can go to my website Go to slides fear of sales sugar5design.com So it's a landing page that's booked like a boss It's a fantastic site and but I can on my Like say under my services. I have a drop-down for coaching and I have my calendar embedded on my website with also my terms To tell you if you're eligible to book an appointment with me Right, right I don't have time for turkeys But I'm very generous with people who are a fit for me. Well, that's all I have


How should missing data analysis be reported? Unfortunately, the use of missing data analysis is not that common. So there is not that much empirical examples that I could apply. But we can use Ender's books and his recommendations as a baseline on what should be reported and how should it be done when we apply missing data analysis. Again, the reason why these are not that commonly used is probably not that the techniques are not useful. It is simply that people are not aware of these techniques and that particular using the full information maximum likelihood technique is very easy to do. So Ender's gives a couple of recommendations and there are some points that he raises that I really like. One is that some people tend to avoid using particle imputation techniques believing that the reviewers or editors will think that imputing data is like cheating. Well, that's not a good reason for doing suboptimal decisions. So instead of not imputing on the grounds that you may be criticized for doing it, it's a good idea to teach your readers and your reviewers of the advantages of modern missing data techniques. So it's a good idea to be a bit teaching like Ender says. So how do you actually go about reporting these missing data? The first thing that you need to consider is descriptive statistics. So you need to be transparent. It's quite common that researchers simply say that we had 200 observations and after misropping cases of missing data, we had 150 observations. Well, that's not ideal for two reasons. First, dropping 25% of your data is generally not a good idea. And the second thing is that understanding the pattern of missingness is something that is probably useful. So Enders recommends that if you apply missing data techniques, you should tell the amount of missingness in your descriptive statistics table. So you have the table with correlation, standard deviations and means and there's lots of other information that could be put into that table and the percentage of cases missing for each variable would be useful information if you apply these missing data techniques. So this is the first thing. In descriptive statistics, characterize the problem, it does not need to take multiple sentences or much space, simply state the overall percentage in the paper and then put the individual variables, percentages of missing data to the descriptive statistics table. Then when you go and explain the actual estimation, it's a good idea to tell a few things. So Enders gives these hypothetical examples of what you could write and this is a good template. He starts by simply explaining what was done. So we used FIML estimation using M+, version 5.2 and robust standard errors option. So simply a description of what was done and then technical details and this analysis uses auxiliary variables. So there needs to be a description of that and then some other descriptions like how do you interpret the results and so on. And then what I really like about this is that in the final sentence or two, Enders provides reasoning. Why is this a good idea and what evidence supports the claim that this is a good idea. So quite often when people justify their decisions, they cite previous empirical research saying that it is a common to do thing X in the field Y. But that something is common is not really a reason for doing so. Instead you should explain what the advantage is and what is the evidence to support that advantage is actually real. So this is an example of full information maximum likelihood estimates. Reporting multiple implementation is a bit more complicated but the same principles are followed. So first start by explaining what was done. So you did multiple implementation and then multiple implementation requires a lot more decisions from the researcher than applying full information maximum likelihood. So you would then have this explanation of technical details like auxiliary variables, how did you check convergence, how long imputation change you had, what was the statistical software, how did you do diagnostics and so on. And so that's a bit longer description. And then finally again, what is the advantage? Why would one want to go through all this trouble and what's the evidence that the advantage actually exists? So importantly you can use things, say things like it has been shown to be or it has been proven to be instead of saying that someone claims that multiple implementation is useful. Because multiple implementation requires lots of decisions it might be a good idea to also prepare an online appendix that explains the imputation process in great detail. Ideally you could have the statistical software's syntax file or code file that implements the imputation process so people can check what exactly did you impute with what variable, what kind of assumptions you made during the imputation process and so on. So it's important to be transparent and because most journals allow online appendices nowadays there's really no reason not to just put your analysis files up for others to inspect. I have an empirical example of full information maximum likelihood that comes from a paper that I help to write. So this is about school bullying and the main analysis was latent class analysis and we have a separate section on missing data in the paper. And it's a good idea to have a separate section because missing data analysis is not something that all research are accustomed to. So we explain that we used full information maximum likelihood estimation. We cite Ender's book, which is my favorite book on missing data as you probably see from these missing data videos. And then we explain the details like how much data are missing and then we explain the assumptions. So we make the missing a random assumption. We discuss the missing not a random and what is the risk of missing not a random being the case in our data. And then we tell that we used auxiliary variables and then we do some robustness checks and by doing different things. Now this is a good example of the amount of detail that you report in full information maximum likelihood estimation. And one might ask why are we so detailed about it. Well, the reason is that we were actually fortunate to have a reviewer who pushed us to do more. So we simply in the initial version we didn't discuss the assumptions but the reviewer made us to do so and that made the paper better. So this is what the reviewer once said. Our response was rather lengthy and we cited different parts of the paper. So copying our response here wouldn't make much sense. But generally what you need to do when you report missing data is to be transparent about the amount of missingness, provide enough detail so that people could ideally replicate their analysis and then provide justification. So what is the methodological justification for doing what you do? Simply saying that these techniques are modern, they have been recommended, they are common is not sufficient. You need to explain what is the advantage and in this case the advantage is that you get consistent estimates if the data is missing at random with older techniques you would get inconsistential estimates and consistency is something that we want to have in the estimates.


When you heard Kyle Shanahan say that, did you say, let's go? I was excited to hear him say it because it is ridiculous at this point. You've talked about, okay, we've seen enough from Brock Curdie that it's just, people are just trying to make headlines out of this, I guess, trying to poke holes in his game. But- Is he that good? When you do look, yeah, I think he is. When you do look at the tape, there's plenty to see. Let's look at some of that tape right now. And I'll show you. So here against the Cardinals last weekend, again, the system does help, the talent helps. Of course it does, it helps every quarterback. You see the collection of it here, Debo, IU, Kittle, McCaffrey. And the play design helps too.  Debo's gonna clear things out, McCaffrey's gonna run this little Texas route from the opposite side, which you don't see a lot because it takes a long time, especially in this area of the field. But again, the offensive line also needs to work and they do a great job. You see the space that's created by Debo's clear out for McCaffrey, Pertie's able to deliver the ball for the touchdown. But again, even with all the talent, the scheme, everything working, you gotta throw a perfect ball here. It's not like McCaffrey's wide open. And Pertie puts that thing right on the money for Christian to be able to make the grab and take it in for this score. Oh, right, it's a thing. I hear you guys, thank you. And you'll see later in the game too. You got Debo in the backfield, you got McCaffrey in the slot running this jet, a lot of eye candy, great play design here. But again, Pertie's gotta make the right read, make the right throw. So here you'll see a little quarterback waggle. The flat defender has to widen out from McCaffrey off the jet sweep. You got a double team on Kittle. You got more flat support widening out for Debo. And that creates all that space for Ayuk to sneak behind on this deep cross to the sideline. But again, Pertie gets the ball out on time. It's in the perfect spot. And that's a huge gain downfield. But even when it isn't about the scheme, even when it's just about your quarterback making a play, we've seen Pertie get it done. This is just a simple back shoulder fade to Ayuk. But look at how perfectly Pertie executes this. This ball is coming out. And Ayuk is only five yards down the field. That's ridiculous anticipation. You have to have such great chemistry with your receivers to be able to make this throw. And he puts it in the perfect spot. Again, just five yards downfield when this ball is getting released and is in the absolute perfect spot. Ayuk knows it's coming, is able to make the adjustment, make the catch. And I think that's something that I haven't gotten credit for either. You don't see a lot of mental mistakes out of this group. You don't see miscommunications. They are on the same page. And Pertie is dealing right now. You don't look into 20 of 21 in this league. It doesn't happen. You have to be good. And I think it's time for people to shut up and appreciate what he's doing right now.


Hey guys, how you doing? It's your boy Rich and we are counting down the history It's true 38 days nine hours 47 minutes and 45 seconds away from history and While we are counting down the history your boy Rich just keeps bringing the winners the hottest stocks in the in the Universe are being identified every single day by rich TV live and community members if you haven't joined our whatsapp Email me rich TV live at gmail.com We will add you to the group But if you get into this group, you must be a positive member If you're a positive member and you can find the winners you too can get freedom Look at all the winners that we are identifying. This is the rich list These are all the winners from Friday huge Hugee in Canada FSDDF in America FSD pharma on fire last week your boy rich brought it to you on Monday It went up a hundred percent after I brought you the alert. That's what we're trying to do here identify the winners amongst Everything that's happening and speaking of winners. What do you think about high times? Could just be one of the IPOs of 2018 let's take a look I shall continue to oppose efforts to legalize marijuana Since 1974 high times has been responsible for meeting efforts towards the legalization of cannabis The only place that you could see beautiful marijuana was in the pages of high times Legalization of pot explosion and brands and products the legal cannabis industry could be 200 billion dollars a year 44 years later. We are still the driving force of this industry with 8.5 million social media followers and nearly 10 million visitors to our online Destinations cannabis related ads on our digital platforms have a reach of approximately 150 million impressions per month My name is Adam Levin, and I'm the CEO of high times the most trusted and recognizable brand in the cannabis industry It's the Amazon of cannabis. It's a juggernaut We saw a unique opportunity to rebuild the team and we've invested millions of dollars with digital media specialists We've seized the extraordinary potential of our digital platforms Modernizing them while growing exposure and advertising revenue We have taken the company to the next level We expanded our offices to cover New York Denver and Los Angeles, California the epicenter of the cannabis industry California became the sixth u.s. State to legalize marijuana Legalize recreational marijuana with the passage of adult use in California. The u.s. Market has become 70% bigger Over 29 states and 13 countries allow for the legal sale and consumption of cannabis. The industry is booming Which means every day exciting new companies growers producers technologies They're all in the market looking to make a name for themselves and connect with people who want their products But they can't market themselves the way most companies do Because of federal regulations companies in the cannabis industry can't advertise on Google or Facebook High Times media properties are the key channel to reach the consumer Now that consumption is legal users are emerging from the underground and While our print and licensing segments are growing exponentially We're finding our most profitable segment is our events 2010 high times hosted the first u.s. Cannabis Cup the most highly coveted award in the cannabis space High Times events are the main opportunity for these companies to introduce new products We have cannabis cups expanding in every direction in 2019 We will produce more than 18 events in five different countries The cannabis companies the Coachella of this industry Hundreds of thousands of people travel to experience the latest and greatest products and brands We provide that opportunity for discovering all over the world Cannabis is America's next big industry high times is the company to lead that charge We generated more than 14 million of revenue in 2017 and are forecasted to grow by over 300 percent in 2019. Wow We're extremely excited to give you this once-in-a-lifetime opportunity To get in early invest now in the high times IPO. I I think it has the potential to be huge. I think this could be one of the best IPOs you can see they have a telegram channel a reg a offering and You can see here that they break down the price here. It's $11. I think that that's quite Reasonable considering the fact that we've seen Tilray run as high as 97 We see C web right now a new IPO that just launched this week trading at 11 so What do you think about high times considering it's been around since 1974 it is an icon of The cannabis industry do you think that this is an IPO that you'd like to be involved with do you think that this is an IPO that will be a success Apparently some of our members have said they've done some due diligence and the company does have some debt So please be aware do your due diligence While people call in your boy rich all the time the phone is always ringing it never stops And you know your boys got the best ring tone in the planet. It's true. So 14.6 million a revenue 600,000 what do you think look at these revenues events media licenses Four locations in the US in 2016 14 in 2019 four events in 2016 23 events in 2019. This is Enormous this is high times and just to be a part of The high times business. I just think a lot of people are going to want to participate in this So I believe this has the chance to grow exponentially and because they are the media darling of the cannabis industry Just imagine What this could mean for high times and investors moving forward Let me know if you guys like this video, please smash the like button. I Would love to know your comments. I would love to know what your opinions Apparently this investment will close on the 12th of September. So you have four days left Apparently, you can buy by credit card This is pretty cool that you can make these types of investments and at $11. Who knows like till-race trading at 77 right now Could we see high times go to 101 day? I mean, these are the questions you have to ask yourself You can find all the information at high times investor calm and of course your boy rich is always Following the markets. We bring you all the biggest news first every single day Just go to rich TV live calm and hover over stocks And you see all the tools you need all the picks absolutely free right at rich TV live calm And if you'd like to join our whatsapp group, which is growing very quickly where we have 24 7 stocks news alerts updates Just message your boy rich TV live at gmail.com Hope you're having a great weekend even on the weekend your boys bring you the winners We're bringing you hits and we're bringing you picks every single day That's what we do here on rich TV live, and I think high times has the opportunity to be a big winner What do you guys think? Remember rich TV live is strictly for education entertainment purposes. We are not licensed advisors I can't guarantee that high times is going to be a winner I'd like for them to be a winner, but I can't guarantee it right you guys know this right? I can't guarantee it. Okay, all I can tell you is I think it's going to be good I can let you know what I think give you my opinion, and that's where we're at That's where we're at now remember Your boy just dropped the diss track Make sure you go support your boy Let me know what you think about the diss track, and we're gonna be dropping more Because that's what we do here. We bring you the hits and we bring you the picks and This is high times investor.com. This is your boy rich Bring you the winners 38 days 9 hours 38 minutes and 15 seconds away from history High Times what do you think?