This right here, this closed 80% of my deals I need to talk to my wife, okay? Have times changed? Have people changed? Have things changed? Okay, cool. Is it good for you guys to remind people that times have changed, things have changed and people have changed? Yes. Is there a better way to do business than they've ever done it before? Is there? No, there is a better way to do business than it's ever been done before. Listen to me. Most people bought something before already that you sell from someone at some point in time. Okay, cool. Do you want to tell them that times have changed so if they're trying to make that purchase deal? Like I don't care if they went home and talked to their wife on the last 3 times. They don't have to on this time because times have changed, things have changed and people have changed. There's a better way to do business, am I right? There's an easier way.  Things have changed. Everyone needs to explain that when someone is saying, hey, Andy, I like the numbers but I got to talk to my wife. You got to have something that rolls off your tongue as nice as smooth, okay? So what we do is that we teach word tracks. Now let me explain this to you, okay? You're not a second rated version of me. You're a first rated version of yourself, rule number one, okay? But I want to tell you something. You have to learn a word track before you can get off of the word track. If I say learn what I just said and you're like, dude, I like that but I want to say something different. Cool. You can go away first and then make it your own. Switch it off. Change some words. Use some stuff. But memorize something so you have a foundation of the house then you can build the house. Does that make sense? So the way that I handled this when I sold every time, first of all, I'm going to ask some pretty simple questions, common sense stuff. Would we be driving them on the vehicle if it was our own vehicle? No. Would we have asked them to bought the car if we'd have felt like it wouldn't have worked or we couldn't have closed them on it? No. We know we can. The wife's not here. Back in the old day, they'd say, hey, get them out of here and, you know, let me know when the wife can come back.  You let them drive out of here. They're gone. Do they need the wife physically in the house to buy the car? No. Deplating them and putting a plate on the car and having them take it to their wife? Look, I'm going to ask you a question. Do you think him and the wife had a conversation and kind of what the deal needed to look like in order for them to make a decision before he came in? Yes or no? Okay. Who's driving it? Her or him? Can I ask you a question? Would she had sent him in if she wouldn't have been interested in driving that? No. No. She sent him in because she's cool with it.  If the numbers work out and you can make it seem like she doesn't have to come up to the store and there's an easier way to do it, there's a pretty good chance that they'll go ahead and do it. Am I right? All right.  Now, listen to me. There's different types of salespeople. You've got order takers and tour guides. You know who they are, right? Yeah. They hand out business cards, walk around a lot all day long.  You've got salesmen. Get out of that stage as fast as possible if that's you. Get out. You've got salespeople. What are salespeople? Salespeople, they can sell. They know the product. They know what you have. They walk around. They can display stuff. They show products. They give information. But they can't close the screen door. It's just the truth. Then you've got closers. Closers can close, but they don't close for all the money. That's that guy that comes in. He's like, hey man, I'll close that deal. Like, dude, cool. Can you close them at the $6.99? Ah, man. I got them at the $5.25, but I closed it up. Okay, cool.  And then there's master closers. Master closers close anybody, anytime, any place, anywhere. It doesn't matter. Once I put my arms around you, it's done. You're going to do what I want you to do. We're going to become best friends. We're going to make a connection. I don't do things transactionally. I do things relationally. What does that mean? That means when I come in right away, and by the way, being the salespeople in this room, listen to me. The fact that he's a manager and then he sells, you should be 10 times better in him. You know why? Dude, because he pencils deals all day long. He buys cars. He bids trade. He submits stuff. He doesn't sell cars anymore. He's in the leadership. Now, me as a leader, I'm going to tell you this, right? I'm an alpha, alpha leader. I still want to be able to do my job at what I used to do with selling better than my guys who are selling's job. Does that make sense? Do you know why? Because I want them to look up to me. Okay? You want to have an unrecruitable team. Unrecruitable to me is everything. What does that mean? That means you're unrecruitable. You can't be recruited. Okay? Number one is you're growing to build your team when you're leading them. Well, you need to be the best. Why? Because when your team's like, man, I want to look up to someone who's the best, who guess who they're looking up to? Me. Okay? I want to be the source of power for my team. Okay? Every day I'm sharpening the sword for me to be great at something that I'm not even doing just to show my team that I can do it unbelievable. And guess what? I want them to chase me. I want them to chase me.  Would your manager's name be on those pieces of paper? There's a good of a lot of you like, dude, my manager's name wouldn't be on that. Okay? He's not firing you. He's not motivating you. He's not leading you to be the best. So he can change right now in this room, but he's going to start working on himself. But watch this, salespeople, you should be better closers than your managers. It's your responsibility. There's nothing stronger than having trust and rapport in a car in any deal, in any deal. Who should have the trust and rapport? The sales pro. Am I right? Well, guess what? A closer that walks in on the last 30 seconds is like, hey, give me that sheet. Let me go close that deal. Do you have trust and rapport? No, you don't have it. You just got the sheet 30 seconds ago. But the salesman's had it for two hours. Okay? Just understand that. So that's why you want to learn how to close. How attractive would this be? You can meet and greet people, make them fall in love with you. You can show the product phenomenally, surface the dominant buying motives, which is why they're here right now. Make them fall in love with you and the product. And then guess what? Be smooth at the way you talk. Be able to walk them right into purchasing it without them even feeling like they're purchasing anything. The coolest thing is buying something when you don't even feel like you're buying it. It's like it's just meant to be. And don't people always wish something was like meant... They use that word all the time. It was something meant to be. You know what I mean? Well, make it feel meant to be. Whose job is going to make that feel that way? You. And then when it comes to dealing with the money. When people fall apart, don't fall apart. When people get frustrated, don't get frustrated. When people are having trouble, don't have trouble. When people are feeling uncertain, be the certainty they need to look for. Oh, you need some certainty? Cool, got some right here, buddy. Let's go ahead and keep doing this deal. Are you letting them borrow the courage to pull the trigger? Or do you look a little bit scared too? Listen to me. This right here is where we win, okay? 90% of the time, you're outside building value, making sure somebody falls in love with you, whatever. The last 10% of the time you're inside, you're collecting 100% of the money. I see so many people crack, fall, and snap inside because they don't train. So I want to teach you a work track that I used. It was really good. I'll grab one of my coaches. I teach my coaches. My coaches to work for me, they have to know these things. Why? Because they're products of the product. Does that make sense? Okay. Let's grab one of the young ones. Hey, let's grab this little young buck. This kid right here is 21 years old, I'll call him a kid, but he's a man. He started with me when he was 19 years old. Guess what happens? Who in here has been through some sh**ing life? Raise your hand. Cool?  Dude, the guy wants to have a good life. He's surrounded by sh**ing people. He found himself a car a lot. I did. I was lost. I was lost. Guess what? Man, I started. I realized that I probably didn't have a lot of mentors around me. Guess what? Some of you have great mentors around you. But I didn't, not at my store.  I've got freaking $1,800 in my account. Where are you at? I was in Oklahoma. He flies out. Guess what? Comes to a seminar, buys a couple courses, start training 30 days, 60 days, 90 days later, he's working for Landers, making 25 grand a month. Isn't it crazy how fast life can change? You know why I love sales? But you know why I love sales? Because you can get the life that you want now. Xander, you don't have to wait to triple your financials for a year. You can do it now. You don't have to wait to double the sales in your store. You can do it now. Nobody has to wait. You guys get me? I'm impatient. I like fast wins. I like fast wins. And the harder you train, the more pressure you put on yourself, the faster you get there. But I would train this young man on objections just like this. And then over time, it meant more in him to help other people make money than it did for him to make money. And see, that's real leadership. Okay? Me and my wife, we run our company. Like our guys that work for us are our children. And not that we're their kids, they're full grown men. But we want the best for our kids. Does that make sense? Have you ever seen a parent be like, I want a lot of money and I don't want my kids to have anything? No. They want their kids to have everything. As a matter of fact, they're willing to die for their children. That's the way we view our team. We would rather be broke and see our team rich and happy. Does that make sense? It makes us fulfilled. So the guy was willing to give up his money, come into our company and literally build his way up. But still to this point, even though they don't sell, every day we do what sells people in all fields. They have to remember everything that they learned from the beginning because the second you get off the front line, you're finished, okay? So let's hit this young buck with a little objection. I want you to listen to his words. Number one, I want you to listen to his words. Number two, I want you to listen to, does he believe? That's probably the biggest thing, right? Does he believe? Okay? I'm letting him go fast. So like you've had the opportunity to talk. You've had the opportunity. You've had the opportunity. You've had the opportunity, right? It's really simple. Look at the way you talk. Look at your words. Look at the way you believe, guys. Look, I'm going to tell you this. You want people to have a good time? You want people to buy and enjoy the buying experience? Have a good time. Guys, when I used to talk to people, I'm just telling you when I was selling a man, I would get knee to knee. I'd put my hand right there with them, man. I'd be laughing. They're getting stressed out about the money. I'm laughing, right? Why? Why? Because we ain't going that way. We ain't going in that direction. You ain't going to get all serious. Once you get serious, you can't save a deal when people get too serious. There's something in somebody's heart, when it gets cold, nobody can close a cold customer. Don't ever let their hearts get cold, okay? Listen to me. Whose job is it to protect the state? It's yours.  It's real simple. You want to sit across from somebody? You want to make them feel great? Good. Talk to them like you want them to feel great. Does that make sense? And make your words flow smooth like water so you know what you want to say, okay? So Jacob, it's pretty simple. We're on the negotiation table, price, trade, payments, right? You can just talk to the crowd. You don't have to look at me. I'm going to say, hey, I appreciate you, Jacob. I like the numbers, but I want to talk to my wife. Now, do they like the car? Yes. Yeah? Because you wouldn't be this far without it. Okay? Genuinely, did they probably have a conversation with what the bill needed to look like in order to make a decision? Yes. Most times they did.  Does that make sense? Okay. All right. So let's roll. Ready? Go. Hey, Andy, I totally understand. When it comes to purchasing a vehicle, especially with a family, it's generally a planned event. When you left your driveway this morning, I'm almost certain that you and your wife had a conversation on what the deal needed to look like in order for you to feel completely comfortable making a decision. You said you love the vehicle, that you'd be extremely happy with the safety and the fuel economy, and we're well within your budget. So Andy, let me ask you a question. If I could save your wife the trouble of having to come all the way down to the dealership, plus, save her the time of having to sit through the entire process and you could be the hero that takes all of the headache out of the deal. Would that upset your wife in any way? In any way at all if I can do that for you? What it? Thank goodness. That's it. It's very simple. It's very simple. Now listen. Watch this. Does he know what he wants to say? Yeah. Okay, watch this. What did I say earlier? I said, be machine-like. Am I right? Yeah. Okay. We're going to start moving through objections faster, but I want you to understand what a machine-like looks like, okay? All right. You ready? Yep. I want you to understand, as busy as life is for most people, when it comes to purchasing a vehicle, especially with the family, it's generally a planned event. When you left your driveway this morning, I'm almost certain that you and your wife had a conversation on what the deal needed to look like in order for you to feel completely comfortable making a decision. You said you love the vehicle. That you'd be extremely happy with the safety and the fuel economy, and we're well within your budget. So, Andy, let me ask you a question. If I could save your wife the trouble of having to come all the way down to the dealership, plus, save her the time of having to sit through the entire process and you could be the hero that takes all of the headache out of the deal with that upset your wife in any way, in any way at all. And he takes his hand and he sticks it in their chest, okay? Listen to me. I want to explain some to you. This right here, this closed 80% of my deals I need to talk to my wife, okay? 80% of them. Look, nothing's 10 for 10, okay? Look, I have the delusional belief you can close 10 for 10. You need to have the delusional belief you can close 10 for 10, but you need to have something on your heart. My deal is if I grabbed all you guys right now and I said, hey, I need to talk to my wife. Go! Do you know what you're going to say? No. If you don't know, you need to know right now. So write down in your piece of paper, I need to talk to my wife.


Boom, what's up everyone? Welcome to simulation. I'm your host Alan Sacian. We are at the transformative technologies conference And holy cow. We are learning about amazing people amazing companies. We are now sitting down with dr. Pablo paredes. Hello Hey, nice to meet you. Thank you for coming on to the show my pleasure really appreciate it Thank you an instructor in radiology. Yeah, is that guys psychiatry and population health and Population health at Stanford University. Yeah, okay radiology psychiatry and population health, right? This is gonna be such a cool Okay, so maybe before we get to the Thesis and cores of your work. Sure. Tell us about your life. You know, who are you? How did you get to where I am? Yeah, well, I'm gonna try to make a long story short the reason I'm here I would say is because I actually like you know have a Family member who suffers from a mental disorder and it took a long time in South America to find some kind of like relief Decades and at one point in my whole like history of like dealing with this thing I was able to discover kind to be hereditary and a bunch of other like very like, you know empirically driven techniques that helped Relief some of the problems, but never saw them and ever since I've been like trying to understand How can I do something as an engineer to solve this problem? What was the ailment? Obsessive compulsive disorder. Yeah, so at the end of the day the idea is to you know find the right this Diagnostics and provide the right treatment at a time Making the long story short in part also because I had to like, you know I had I was an entrepreneur and Ecuador sadly tanked in the 2000 I had to like get out of there I studied it with a full bright scholarship at Georgia Tech and then I had to go back I worked in Ecuador in Brazil, but at one point I decided, you know what? I'm spending all my free time is researching this topic of like mental health like literally in my own money On top of my career, which I was doing really good and I really enjoyed as business Manager, but I decided to become a scientist. So I quit and I came to Berkeley I did my PhD in computer science and I focused on mental health technology from day one Now I'm more into the world of what's called precision health So I did a postdoc here at Stanford and the people from the meds in computer science But the people in the med school are creating a new center That's called the precision health and integrated diagnostics and precision health is not precision medicine I want to make sure that that's understood Precision medicine is how do I measure exactly what's going on in you to solve some problem precision health? How do I measure you being healthy and keep you that way? So medicine is to fix and health is to keep you going strong Okay, and that's what I want to do. So I don't I'm still focused on mental health But I what I want is people to never fall sick. Yeah Yes, so so to get rid of the pathologies even before they start and to pre be predictive Yes, predictive and proactive. Yes. Yes. Now. What how did the story with your family member? Where did where did that go? Yeah, because we just yeah, just had Bashar on the show Okay, and Bashar was saying that he has in his in his Science lab that they have a magnetic TMS. Yeah. Yeah, it's getting much better Yeah, it's getting better. I think we're getting close to much better treatment, and I hope it will be like Sooner rather than later that we find a better treatment right now. It's just more of the same in South America. We have a different, you know level of advancement, but I'm very I'm paying a lot of attention to TMS Yes, and also to ketamine research that other researchers are doing to both both are very interesting. Yes. Yes now, okay So radiology psychiatry public health, right? So now as you as you finish Yeah, you were doing it was post post doc at Sanford right as you finishing Yeah, how did yeah, how did you decide to do instructing and also right? So so I mean in reality I do research the instructor is just a label for you know a very junior faculty level So I have my own lab I got like a small startup package to work on it and I have students working with me and even a post-doc working with me and The whole purpose is to like working this core problem of like how do we keep you healthy for as long as possible So I'm fascinated with the questions around how do we use interaction between the environment and the individual?  So what I want to do is how do we Transform the wild the new wild into like something that can help him by the new wild. I mean Buildings like 90% of us spent I'm sorry. We spend 90% of our time in buildings when we're awake when we're a world and it's leaping both No, you know, it was yeah, so both we spend like too much time too much time in buildings Yeah, or I don't know if it's too much time. You know, I used to think that it was too much time I just dropped it too much and I'm like, well, that's what it is. That's what it is That's what it is. This is our new environment. It's our new even though. There's so much pointing towards Forest bathing and nature. There's many Positive aspects of going outdoors and people should do that and we could keep trying to recover that lost terrain But 90% is a sizable number. We spend a lot of time indoors and I think we should Take that and instead of fighting it like okay, how do we transform the environment? Such that it really can benefit our mind and our body and this speaks about like the transition from the Cubicle right to the transition to these opener. Yeah. Well, there's many variations I think we still need to do a lot of like more hardcore research on the way that we design furniture the way that we design Peripherals the way that we design architecture the way that we design even like materials and floors and things in order to like Not only measure variables like, you know productivity and comfort. I think those are not enough We should be measuring variables of well-being as well. Interesting. No, okay.  I love it. So, okay, let's take an example Yeah, so when you want to when you see a like a building, how do you architect? Building yeah to optimize for well-being. Yeah Well right now we actually have a very interesting I'm part of a project with professor James Landay from CS and professor Sarah LinkedIn from the civil engineering department and we're discussing what does that mean? How do you architect? Do we have to look at the windows? How the windows let propagate light from outdoors? Do we have to look at the Temperature because now we basically have all fake temperature everywhere Do we have to look at perhaps the type of like emblems and colors that surrounds us? So that produce, you know, some kind of meaning do we have to look maybe a lot of variables I have to do with the materials and how they how toxic they are or not toxic At the end of the day, I think the the truth is that we don't really know enough I think architecture has a tradition of like Focus on aesthetics and beauty and that's already a very good principle to like do something. That's meaningful But it's not enough. I think there's not enough core science to understand Well, if I change the window size or the openings or whatever, how much does that affect the amount of stress that I have? How much does that affect? We haven't measured it and that's exactly what we're doing right now We're trying to measure trying to understand in my lava more focused on the furniture itself on the furnace Yeah, I'm very interested in furniture. Yeah, yeah, you see that Crazy desk that some Silicon Valley companies making where you it's like a dent It's like you're at a dentist's office Yeah, I mean, I've seen very creative things and I think we have to keep producing new stuff I think that's very cool. I've been looking a lot at the traditional seat stand desk lately like studying it and it turns out that you know most of the new deployments that you see out there of new offices Brings with them like the seat stand desk with a hope that people will be like more like you know active and that those are the Desks that you press the button go up and down some are more or less fancy than that But essentially the same thing sadly, you know, the literature shows that 70% of those desks after three months remain sitting Nobody uses them anymore. They don't go stand. They don't go between. They don't use them anymore People don't press the button anymore. Yeah, they just sit. They just sit. Oh interesting So it's not that you got broken three months people stop stop doing it Interesting and then you ask there's another studies that say like you are there some other researchers ask like why and essentially is apathy It's apathy. Yeah, essentially Essentially so we're actually designing a what if the desk move? I mean, yeah, that's exactly what we're doing We just created a desk that we call the haunted desk He moves on its own so If you're apathetic about it, then the freaking things gonna move up and down Yeah, you shouldn't be bothered and we're running, you know science behind that, you know, how do people do it so far Well, we know this is that people to it's kind of funny You actually see the person typing and the desk starts going up and They keep working and they don't complain there's some glitches here and there and there's like more research to be done but in general Sure. Yeah, why not? So yeah, I'm very interested for example in desks that move. I'm very interested in chairs I'm like, can I make the chair uncomfortable? Uncomfortable after a while so you are like sitting there and after a while the chair starts like taking a little bit And then you feel like compelled to like oh to move your body. Yeah, right interesting just a tiny bit Yeah, the uncomfortability will trigger movement. Yeah, because otherwise the comfortability will trigger seat Yes, yes, I think we have to fight comfort That is interesting.  Yeah, we have actually a chair with four actuators in the legs. We can do anything we want We're very interested in a chair that stinks a sinking chair Yeah, so after a while it starts thinking unless you take a break. Yeah. Oh, that's interesting So there's a little bit of like, you know artistic exploration But also some like hard-rooted questions of behavior change Like if you look at the literature of behavior change for a long time We have been pounding on the possibility of like Convincing people persuading people to do things And we're just not doing a great job So I think we need to continue on that path and maybe look deeper Maybe mindsets, you know, there's some research about that from Ali Kram. Very interesting But I think we should also just get things moving and like force you to do like you go to the restroom and your chair's gone Yeah What happens what happens then then then you stand and work maybe or maybe you go for a walk Maybe yeah, I mean see obviously we are not going to go to the point that's going to hurt You know creativity or productivity or like But I think people can tolerate these like changes in the environment.  Like where'd you go? And the chair might be hiding behind the door like Yeah, exactly I don't know.  I agree. Yeah So now keep going in the in the you know, you're talking about furniture desks chairs What else but also, you know, you're also mentioning some interesting things like oh if the chair was on wheels And had some motors and also had a camera on it. Well, it could just move whenever They're not on and then you could be like damn it. Yeah. Yeah at least interesting silly Yeah, or maybe moves closer to the window so you can read with natural light as opposed to the the thing It's basically says come sit here sit here. Right. Exactly. I mean, I think there's many possibilities And I think there's many things that we can like look into like, you know, we have already Chairs and desks and things we have also peripherals Like the display display the keyboard the mouse. These are very interesting devices They have actually much more power than it looks like I'm actually very interested in like can I detect stress just by the way you use them And I've been able to publish a paper on the move Movement of the mouse. Oh, I was I was I was just about to say there's you can for sure detect stress by how hard someone When when you know, oh, yeah, yeah pressure. Yeah, and then someone's like, oh, I wish this was working You can click it multiple times. Yeah. Yeah. Yeah. Yeah, we actually have a paper on that with a colleague Javier Hernandez, we did that the problem is that normal $5 keyboards and $5 mouse don't have pressure But I don't need them. I can actually detect by the way you move the mouse Interesting because when you get stressed your muscles get tense And when they get tense the way that you handle things changes the trajectory Changes so you do exactly the same thing that you were doing Undercome and under stress and you see a slight change in the trajectory and you can do math with that Does that mean I'm moving Less calm. I'm a little like faster with no that's the beauty. It's not about the speed is about the shape the precision The shape of you landing into that area. Oh interesting So maybe if I'm if I'm calmer, I'm moving it directly to the point But if I'm agitated I might shoot over it. It's actually no it's actually you become more precise with the stress Actually, you can be very very precise. That's why stress is not necessarily a bad thing. Interesting It's actually something that's necessary. You become a bit more precise if you get too stressed Then you start making mistakes. Okay. Okay, but if you get the right amount of stress You become a bit more precise actually more efficient So then yeah, tell me more about so we use the movement of the mouse to basically detect Stress just by the way you move by creating a model of the arm a mass spring damper model of the arm So that's like a robotic model instead of doing machine learning trying to infer things We literally propose that, you know, if I can look at the data From the movement, I can create some equations to model what will be a resonating An oscillator So an oscillator has a spring and a mass So we modeled that from the arm and we say like the muscles are like springs. They basically Contract and when they get tense, they basically are resonating at a different Frequency and we prove that mathematically Oh So we were able to show that basically with movement I can infer the amount of stiffness in the arm Yeah, oh cool. Yeah, and and we actually validated that also in the car. That's another space I'm very interested the car. I've been doing a lot of research in the car We actually extended this idea of movement and we did it with a steering wheel So we basically got to a stress standard, you know, and then come and drive Everything else kept equal We shown that, you know with stress the way you take the turns is again a little bit more precise And that's basically expressed in a mass spring damper and you can show the the coefficient of like rigidity And you can basically infer the amount of stiffness due to stress in the arm Yeah, as driving or or on a mass. Yeah, so so I'm very interested like, you know In the car you have more sensors. Do you have the steering wheel? You have this beautiful sensor for for the for the legs You have your body against another potential sensor of posture and all that So you can get a lot of pretty cool information from a car and to be very honest, I'm not It's not a car that fascinates me. It's the commute Yes, the commute is amazingly interesting Is this moment in the day When you're moving from a high productivity environment to a very much like relaxation environment And you should go with that flow you should go there and basically feel better But many many people don't happen to have that luxury they go from stress to more stress And they fight their way through to try to sleep and they have poor quality sleep And the commute is not helping much the commute is basically just this Link between these two places without adding value in many times actually exacerbating Because of all the factors of like driving And basically what I think is that that moment can be used to like can we we can repurpose the commute From a bug into a feature. Yeah And the reason I'm all interested in the commute is not just because of that situation It's because it is the right moment to do it. It's the moment when you're moving from this environment to environment It's an important moment in the day. Yes You want to make sure that the the mood the well-being the the health is high when they're in this commuting time Correct when they I want that by the time they have done commuting They are in the right state of mind They should be much calmer if they're going home and they should be much alert much more alert if they're coming from home To work work. Yeah, interesting. Yeah, such that, you know, you deliver the person in the right state of mind And then the other thing also about the commute that's very interesting is that you know, it happens twice a day Yes Every day For 50 million americans. They spend about an hour So there's a lot of people doing this thing And I used to tell this to my colleagues psychiatrist I'm like, you know, you you know playing the jokes about the sofas, you know We always refer to the psychiatry sofas like the sofa that you really want is the sofa in the car Because now you have the person trapped They get in the car and they move they cannot even get out of this place So the place where you can really intervene is in the car while you're commuting you have them captive They're captive in the car. Yeah, and it happens twice a day. Yeah What would be the variables that you would tweak? Yeah on the way to work on the way back home We are actually already publishing pipe papers on that. It's I'm very interested with breathing rate breathing. That's the first one Yeah, there's many aspects to breathing and in this conference, especially there's a lot of people thinking very carefully about breathing I'm very interested in the chest Getting people to breathe slowly Like, you know, for most people doing their air fragmatic this complicated Advanced techniques. It's just difficult to to acquire Breathing is slowly everybody can Now sustaining the slow breath is a bit more difficult.  So you can Do the same thing you're doing But let's stress Because you because you're breathing slow slower And you're helping them breathe slower on the way back home through a through the back The back of the chair has yeah this actuators that gives you and that it rises up exactly And then it goes down. Yeah Interesting. So then you you now you follow your breath to that physical feeling Breath to that physical and there's many good properties of putting it on the on the back The main one is that people basically say it's less cognitive demanding that anything People try that with lights with voices like not just with this simple massage in the back back is works Yes, and then the other thing that they like a lot about the interaction was that they actually can drive And if they want to do a maneuver of some sort at some point They can always disengage just like a little bit a little bit do the thing and then like come back and yeah That's interesting. Yeah What about on the way to work? Yeah, that's the other question like what do we do in the way to work? I would say I've been focusing more on the winding down part right now But there is the way to work and I think at increasing attention and focus Maybe like the smell of coffee smell will be very interesting I'm actually talking to a startup around here that has this like more Dry method of generating smells on demand and we're very interesting using something like that to Generate alertness. I think breathing also can be used, but in this case it will be breathing faster So if I get you to breathe slightly faster I can actually get you more aroused. It works both ways and we actually have a small paper Where we investigated can we use fast breathing fast pace breathing? For fatigue You know again, it was more at the end of the day But I think in the morning it's similar. You're like still a bit drowsy waking up breathe a bit faster Yeah Posture will also help posture like the right posture in the seat. Oh, totally. Yeah. Yeah, if you Immediately change right now and move your shoulders that already make you feel better. So we're actually working talking to a very interesting company that built You know car car seat makers the companies that make car seats are actually pretty big companies It's amazing like billion multi billion multi billion dollars Because they make hundreds of millions. Yeah, and the seat is a very important piece of car very important piece So they uh, they're very they they are very interesting blending The three things that we just discussed some posture Some potential guided breathing and maybe some scent As well interesting. Yeah to get basically them The engagement to be not just the level of arousal up, but also a little bit of like Have the pleasant feeling which basically puts you in a good mood Wow There's So 50 million in just the u.s. Come you just the u.s. Oh, yeah A day a day and and that and that's huge like you said you're you're trapped in the car Yeah, you are literally trapped So there's so much you can do to make the to do the preparation for work Yeah, the preparation for home for home as well because I also remember I wanted to mention this when you come home A lot of your Happiness when you come home is in your family at least if you're with a family Is based on the way you first treat your significant other when you come home So if you have an elevated mood when you come home and you and you give that loving energy to your spouse It changes the rest of the evening. Yeah, yeah completely agree That's why I think that the delivering of the individual at the end of the trajectory of the commute Is extremely valuable Because I agree with you is the first interactions that happen at home and at work That set the tone of the whole experience. Yeah So if we can make that the first impression Better even though it's a repeated impression really about the first interaction better I completely agree with you. It will have a difference and not only that there's some signs that show that but Yeah, if there's like a couple of exchanges of like a loving exchange or like a smile at least The whole the rest of the evening flows.  I have no time right now The whole evening at least a little like I at least a little like I love you I had a complicated day at work. Exactly, but at least you are I'm happy to see you Yeah, yeah, yeah, it helps. I mean people will say well, you can do you can train yourself to do that And then it comes at a third concept that I'm very interested at recent actually talking to nicole here that Made me realize there's this we in science. We talk a lot about the sensors and interventions, right? We send something and then we do something about an intervention There's the for me this pre intervention phase You prepare the person To have an intervention so let's say the intervention is right this loving conversation Which is actually well documented called the constructive active constructive talking If you're not in the right mood I Kind of give you a lot probability of you engaging in active constructive So I might not necessarily need to like Change the dynamic completely by by getting you in the best mood I just prepare you such that you adhere to the other intervention, which is the conversational active conversation So I use the commute as a preparation Exactly for a more profound intervention Happening at home and and so now where I like how you're How you're making this sit because you're making it sit with the you you have a huge intention So even before the intervention you have the intention to prepare the person for it Correct. So then where else can this be used? I mean the commutes a good one home. The commutes. It works a good one I mean this can be used in preparation for so much like so much I think we should be researching very actively in this topic For number one anecdotal experience. I had no no no scientific anecdotal is I'm a Quite explosive like, you know, a passionate individual might maybe infer and I used to work in business And I used to have these issues I used to work in marketing in the ninth floor And engineering was on the second floor of this building in Ecuador And sometimes they really did something that like upset me greatly I used to take the elevator come out shouting like how do you dare to have done this to this client? She's you know, very bad Then I realized that you know instead of taking the elevator. I should take the stairs So now I have seven steps seven floors and I did it a bit faster So I did exert Went to the same place. It took me one more minute But my mood was different when I arrived there. I wasn't I was still sharp ready to say what I wanted to say But not with the same bitterness that I did with the other one that for example These transitions for you to like go and communicate with people. I think you should use those transitions To prepare yourself to engage in a more active even if it's like a more difficult conversation You can't prepare to that by exerting a little bit by maybe taking a longer route By just like, you know, maybe taking a coffee like don't just go Yeah, there's there's something I think with especially, you know, the work that I've done now with Tony Robbins with with priming And there's a lot of yeah priming. Yeah. Yeah, there's a lot of other Wellness coaches and coaches that help with this essence of priming. Yeah, it's just that, you know, you're priming for priming for your For a deep conversation with your partner. We'll get into your heart and give the love. Give the love If when I was going to give the TEDx talk in art in october in san francisco, I was like I was getting super ready and I was also drowning myself All sides of that and so Yeah And so that that really got me into into the into the stage So there's so what I love I love the idea of priming and and preparing for their intervention. Yeah, that's so cool Systemically, right? Systemically that that's the part where I think we need signs like how do we really measure The outcome such that I know that you're ready to take their intervention and use it and adhere and adopt it Otherwise, it's just random search We could use like machine learning random search and maybe that's a good way to start, you know, like just testing what happens But systemically ask the question. Can we create experiences that are conducive to more adherence and adoption of an intervention? Can we do it and what does that mean? Yes. Yes And and I would be very interested to just know which which ones would you want? Like which interventions would you find to be the first ones that you would want to start studying, right? Well, I mean I I'm pretty I having a lot of fun right now with the car and furniture. I think behaviors I have to do with mobility Mobility mobility is extremely interesting. I'm fascinated with many effect many things I have to do with mobility. First of all I think the body is the ultimate like stimulation System for the brain Brains are connected to bodies. We sense we have multiple connections I think we should as much as we progress on the part of like meditation We should progress in in the art of like using your body. Oh, oh my gosh, you know, you know portal Um, he taught me about the He showed me how you know the reptile Moves on the ground and stuff and how humans if we I started crawling basically on the ground to test it out Yeah, very cool. Yeah started like serpenting around on the ground on all fours And I hear my hips go.  Yeah, it feels amazing Yeah, no, I think movement is fascinating. Like there's so many things about movement like, you know The problem is that we we we tend to go to streams all the time. That's why I in my talk I was talking about saddle interventions. I want saddle movement saddle But constantly assessing it and constantly encouraging it Like, you know, we think we're too binary We're like go from sitting to running and everything in between seems like not count almost like it's not true And now we know better. There's better signs that show like How do they say the best state is the next one, right? It's always keeping movement So, you know saddle movement, for example, can we do something chest by stretching like stretching is wherever Can we get the chair to guide you to stretch? Yeah, breathing is also movement. Can we for example use rocking rocking is a very nice Way of you sit on a rocking chair and you feel kind of like relax. Oh, yeah Like can we do that in a in a car in an office chair? Can we make it a rocking office chair? Why not? We used to have so many more rocking chairs when our with our grandparents Yeah, and now where are the rocking chairs because we have no time to see the names. Okay Again, so now let's put them in the office then And you know, it's actually interesting because we actually with the chair that I mentioned that we built We have been exploring actually not just the opportunity of relaxation, but actually the opportunity to Engaging more like attention and focus and Again, we don't have scientific findings yet, but we have tested this with certain people. We have a chair that moves That literally moves from side to side programmatically And those who actually describe themselves are very fidgety. They love this chair Like me I sit on that and the chair is shaking me and I am actually able to like do stuff And not only still it actually focuses me kind of like relaxes. It it's not like flashes might need to move Yeah Now those who are very stable naturally they they don't like it. There's like no keep my chair stable Don't shake it and so I think it's not for everybody But for example movement might be very useful for some people and I've been researching about this And there's actually some kindergarten that they are using these unstable stools For adhd kits. Yeah, you keep those balance balls or other tools that look kind of like a cone Yeah, those are good I love for some when you're when you're when you were talking about having very slight Movements from side to side while working for me. That sounds exciting. It's very cool. Yeah, it's very cool Super good the other the other part of the body that you know How interesting is the whole proprioception and the whole like, you know You're burning calories when you're doing this.  Do you do it's all my lower back Let's say I get to moving, you know One or two hours out of the aid that you're just sitting there. You will burn something You'll burn something but then day by day by day by day. Yeah I bet we wouldn't be a stiff. Yeah, that's very and the other thing also is like again It's about preparation if you've been a bit more active during the day the possibility of you engaging in more Excerptive activities a more more exercise man. It's I think you should go up Because you're not going from like potato couch straight. Exactly your level up from there And you're like I feel loose. I want to go do this active right Interesting. Yeah. Yeah. Oh, this is so cool. Yeah, you know what? I'm I'm envisioning I'm envisioning, you know, the I'm envisioning these very futuristic Furnitures, I'm envisioning like me going to the bathroom and then the chair being by the window when I come back and I'm like, yeah, yeah Okay, I'll move my over there I'm envisioning the commute in the car to like, you know, real like increase my breath on the way home And and and get me more prepared for a loving engagement on the way home You know, I love how you think about all this. It's very very important and futuristic and and we have we actually there's a lot of people at like, um At like cca the california college of arts up in san francisco. Very much so make all of this I know I know there's some people actually one of my co-advisors in my postdoc was wendy jew Professor who now is in chronal tech.  That's a robot So you're like sitting there and the ottoman comes and like offers Himself or herself to basically give you relief. So she's coming you raise your things and the ottoman goes in Oh, that's a cool robot because that all that'll deek that decompresses your back.  That's the type of robots. I find we should be thinking more of In general, I like yeah, this type of this type of robotics I think well, we really need to invest more as opposed to like just trying to replicate ourselves So yeah, I think we should like play with the things that are around us Yeah, maybe the maybe the light is uh is decreasing in the room that you're in So maybe the the light comes on in the room. Maybe or yeah lights were also very interested I mean we haven't done a lot, but lights are very the other concept that I'm very interested So complementary to the the desk is what I call non volitional intervention So I'm forcing you to do things like literally by reconfiguring the environment. I'm forcing you To adopt a different behavior. Would you call it a non non volitional non volitional? Yeah. Yeah Interesting. So you don't do it with your own volition. No, you you are forced to do it. Cool Okay, whatever that means in terms of I'm not gonna get in there like ethics or that that's another conversation That's a different conversation. Yeah, but and if it's better for your health, if it's yeah, I think I think we should explore it And the other one is subliminal How do I get you to change certain aspects of your life without you even perceiving it? Like literally without you even perceiving it So I'm very interested right now. I'm working with a display That actually generates a signal changes the hue of the display. Yeah, not the brightness the hue In a very subtle way Such that you may not even perceive it Yeah, because it's actually working operating in one part of your visual perception. That's very like Linear very almost exaggerated. So your visual cortex perceives the changes, but you don't so you're typing an email You see the same thing But your the background of the of the email is changing and we generate the right frequency to induce certain changes in your brain That is a gamma and train make exactly or like delta So we can generate the frequencies with a display The same display that you used to write email Now, well, I mean just this just to explore that for a moment If I'm looking at the display and the display is the the leds are what are what are you doing with the leds? Because is it like a Is it like a couple millisecond is doing something very short very short So to the point where it doesn't even look like I'm Yeah, seeing a change in the screen. Correct. Interesting. Yeah, and then that can potentially in in train ace Potentially we there's there's there's uh appears in very cool everything that we need but yeah Could increase flow states and stuff potentially Wow, this is so cool.  A create Maybe like a creative environments designer something like that. Yeah, yeah, environment designer something like that. Yeah, yeah creative Creative healthy environments. Yeah, yeah, yeah, I want to create an ecology of like, I think our environment should have We should give more of life to our things Uh, you know, we talk about ecologies outside We don't have an ecology anymore because we're actually on the top of the food chain So no, there's no more like interactions with other species. The interactions are all fake and regulated And we used to live on the prairie with all those interactions with like bacteria and animals now we live here Here this environment. It's this. Yeah, so our environment should take life It should be more like adaptive and interplaying with you.  They what happened that you just laugh for a while laughter is extremely good for you. Very good for you. Yeah Anyways, I think I think we should like came and shaked and then when he threw it it moved out of the way Exactly, that would that would be a great practical Then you force them to to bend Anyway, I think at the end of the day, why why wants to bring more like dynamism to our like Rather stale Environment the real in the wild thing. Yeah. Yeah I love it.  It was my pleasure. Yeah. Oh my gosh. This has been so enlightening Um, it's a very it's so much different You're like the only person at trans tech since doing this which I've met so far that I really like It's very different. It's and I love things that are very different From the cultural norms very Copernicus.  I'm glad I have the opportunity to explore it. Yeah Yeah, very happy. Thank you for teaching us about it. We'll have some links in the bio for you guys to check out Also, uh, go. Thank you for tuning in if you guys want give us some comments below with your thoughts Let's keep making fun ideas like this about how exactly we can change our environments to make them more creative More dynamic more movement or well-being. Um, we'd love to hear from you Also, go and build the future go manifest your dreams into the world everyone. Thank you so much and we'll see you soon Very cool. Thank you. That was fun. That was so fun. I love learning about you


No matter how many times you see one of these babies, you still don't believe they can fly.  Vertical takeoff? No way. Hovering? 3,000 pounds just hanging there? Impossible. Flying backwards? Only hummingbirds and bumblebees do that. And nobody flies sideways. Even conventional forward flights seem strange. Slow, loose, and close to the ground? That went out with a stop-width camel. But don't get the idea that choppers only fly slow. And if you've got to do a search and rescue, there's no better way to fly. There aren't any words to describe the sensations of rotary wing flight. You've really got to experience it yourself. And if the engine ever quits, you can make a complete power-off landing straight down to the deck. Helicopters are probably the world's most difficult aircraft to fly. They're a real challenge to learn. You're wired into the machine much more than with any other type aircraft. You'll do very little hands-off flying. Helicopter pilots are the only unrestricted aviators in the Navy. You'll be fully qualified in both fixed-hand rotary wing flight. As a professional helicopter pilot, you'll be involved in a variety of assignments. In all the world, there are only a few thousand who have mastered the sky from the deck of a ship. There are even less who have done it straight up.


Another of my most prized art possessions, this is page 21 from Jack Kirby's Devil Dinosaur issue number 8, dated 1978. Many Jack Kirby aficionados don't like Kirby's work from this period, but this is what Jack Kirby was doing when I first started buying and reading comics late 77-78. So I'm very nostalgic about it. My friends and I loved this stuff. Devil Dinosaur, Machine Man, he was doing Black Panther at the time, and Marvel Comics was also publishing reprints of Jack Kirby's work from Fantastic Four from 10 years earlier. So we were seeing the work that many people considered to be the height of his career, as well as the new stuff that was coming out in 78, and we loved all of it. The inks on this page are by Mike Royer, who was inking all of Kirby's stuff at Marvel at that time, and he was very faithful to the pencils, more faithful than probably anybody else up to that point. Kirby's work during this period was almost abstract, very severe, but there was motion to it. There was a real beauty to it. I've heard some people describe it as being two-dimensional, flat, and I don't disagree with that. I think that's part of its charm. There you are, Jack Kirby's Devil Dinosaur.


My name is Dave Moss. I am director of investigations at the Electronic Frontier Foundation, and I am out just south of Sierra Vista, Arizona, with a crew from EFF that is touring the border. One of the missions of this trip is to map out surveillance towers that are part of the, quote, virtual border wall. This is one that was not on my map. It is a remote video surveillance system, or RVSS. We're here on Coronado Peak in southwestern Arizona. Right over that hill is the border wall, and we're standing in front of an integrated fixed surveillance tower, which we've been tracking all along the southwestern border of the United States. From the peak of this mountain, you can both see the tower that is right here, as well as some other towers. We've completed two trips to the California, Arizona, and New Mexico borders, and today we're releasing dozens of high-quality photos of surveillance technology that's there. These photos are free under a Creative Commons Attribution license with credit to EFF, and you can find the images on Wikimedia, as well as our blog. We think this is the most up-to-date, independently verified collection of photos of border surveillance tech currently available under an open license. You can find more at EFF.org slash border photos.


Another Ethiopia Human Rights Commission says more than 210 people have been killed over several days of ethnic violence in the 10th Oromia region last week. The state-affiliated but independent commission said witnesses described gunmen affiliated with the Oromo Liberation Army arriving on August 18 after security forces withdrew from Gidakirimo in the western region. The attack forced women and children to flee to neighboring areas and sparked a wave of revenge killings. The panel called for immediate action to prevent the instability from spreading further and an investigation into why security forces withdrew from the troubled area. In the statement, the OLA denied responsibility for the attacks. Notified about fresh news updates.


Yeah, we on boss talk one-on-one. Now we gon' throw another one in there, cause that was a good one. Lil Wayne them. Okay. Now I'ma tell you what, I'm feeling I got your, I got your, I got your bomb, I got your bomb money ready. This is what I seen people say. And tell me if I'm right or wrong. Oh, that's why I looking in. Yeah, you don't tell the story now? You really kinda in. This ain't some bad. I, this ain't nothing wrong. You told, you told the story how you stood up for, for them. They was on the, on the grape side of it, right? I, this the internet. So a boy say, man, I know you seasoned brother, you thinking back to a year. Hey man, maybe you right on the year, maybe wrong on the year. I'ma stop you right there, man. Go ahead.    Was your year right? No. Your year was wrong. And I went back on and made another video and re-innovated it, same. This is homie, this is TV land. First, what I'm not gonna do. We gonna believe.  You lie. You don't give me no lie vibes. Yeah.  You don't give me no lie vibes.  So I speak fast, bro.  Yeah, it's cool. For me, I said 92 and this was during the time when I did the peace treaty and we were still in peace. But it's like 97, 96. When this thing was like 15, 16 years old, not then. You know what I mean?  Right. As soon as you say something, I'm like, I'm over with. But this time show up, I am about it. I seen that. When I went back on, I seen comments and then my phone rang. I said, oh God damn, that was right, man.  So I, bro, here's the bottom line to ask Lil Wayne question on me. My first encounter with Lil Wayne, bro, cause I had two encounters. When what year was it, 96? 96, 97. Yeah, cool. The same year that Drop It Like It Hot came out and they was promoting that album. They was going around and they vans and torn it and they was really going hard. Drop It Like It's Hot. Oh, what's the name of that D? Well, Juvenile. Juvenile, you know, the BD. They was the group, BG, Lil Wayne. Yeah, the Hot Boys. Yeah. Talk about all the money and all the cars.  Lil Peter on there, my nigga. Yeah. They got introduced to Watts through Pee-D-Roll, bro. Pee-D-Roll. Wrapping the set now. Let me finish. Okay, my bad. They was, listen. I ain't just for this one. Yeah, it was so much as them repping it, repping it cause they wasn't involved just yet, but they was wearing the colors. They was wearing purple, my nigga. Showing love. Well, you call it showing love. Having love.  For the Gray Streets, nigga, they was rooting them niggazine. Yeah.  And stay it when Mack got a hold to them. That's when they got introduced to the Domual aspect, which they was already seeing both sides of it. Shout out to homie Mack that I just got off the phone with Nottie. Yeah, it's my ninja. Feel me? So when Mack went down there, Mack was what really introduced them and gave them the flavor, man. You feel me? And that's what, so my whole thing was this. When I seen Lil Wayne, BG, and Lil Turk, they was in the record store with a masculine body guard. There's two body guards. My whole thing was I was already in the joint downs, but I was already, I just got through gambling with the niggaz and I was smoking weed. I just got some weed. So I'm in the parking lot and I'm ear hustling. I heard the baby loaks talking about the niggaz in the record store doing the signing. That's how I got wind of it. Lining them up.   These the hungry wolves. So the wolves about to go get them. Yeah. I said, hi boy. Now my thing was, I had just started Paper Chase Entertainment, my independent label. So I was one of the biggest independent companies that was hot and washed at that time. I was becoming a competition to my little homeboy OFTV and them. So I had signed cast out of the joint downs, each project I had a coalition of them now. I got Bonnie Hunters, Crips, Bloods, Mona Parks, I got them on my label. You feel me? We were under peace at Watts.  So we was doing our thing. When they came to service, when Peter wrote them bottom of the Watts and everything, like I said, the ounces didn't plan to go rob them. That particular day when I was then in joint downs, I heard that immediately I went to that record store, which is on the 100th, right across the street from the elementary store. It's a taco stand right next door to a noun. The same very place is a laundry mag right now on a date. You feel what I'm saying? So I went in the year and they was in the year.  Who the road manager? Who the manager? Dool told him, pointing me to the cattle, I walked to, I said, hey, let me out of here. I introduced him, told him, I said, I don't know, I'm a buddy on the BJ. I'm from the Nixon garden. I said, listen, I got a little label called Paperchase Entertainment.  I said, yeah, I just had to change my name cause you niggas, man. We were CNBs, Cash Money Brothers, true story. So... What made you pick that name? New Jack City. Okay, that's what they got them to. Because I took the New Jack City formula to the projects when I seen the movie and I was the first nigga that had multiple crackouts in my projects. And they took it to the rap game. So they took it to the rap game and you took it to the project. Took it to the projects, huh? Okay, now I'm with you, I'm with you. I'm riding, I'm in the car. Yeah, you can stay with me, stay with me. So, look, now we're in the record store and I'm getting at them and I tell them, I said, look, man, you need to get your boys number out of here, man. Young niggas is plotting to come get y'all, homie.   You know what I mean? So he gave me his number. I called him. Who's him? I'm trying to remember this cat name, man. Don't say it if you don't remember him just yet. Yeah, I was trying to remember his name but he was Dave Rowe, man, he was like, fine. Feel me? And so once I talked to him, they left, got on. My love just so happened. Jui wasn't with them that day, but he was out in L.A. My little homeboy, how I meanin' them was fuckin' with Jui. This how they was split up.  So this how I got plugged with Jui. And me and Jui became, you know what I mean? Yeah, straight up, A-one. So that's how I started fuckin' with Jui after the fact of that. But you know, I made a little few, the dude right there on the spot, looked out for me, took care of me, you know what I mean? Looked out and they got on, left. Jumped in a little van, got on. Yeah, we on Boss Talk 101.


He is liberated from his pain.  It will not allow you to walk around. It will reduce your activities and it will imprison you literally This is a time-tested procedure Which has been tried on lakhs of people over many number of years and it has been very successfully done Provided that it is done by a expert surgeon. It is done in a right place and it is done at a right time these three factors play as a team Because a patient when he is operated, he should be in expert hands You should have a very good hospital environment a good OT theater environment and postoperative management like pain management and Physiotherapy are very essential So it is very important that the patient is chosen depending upon the patient's age severity of pain expertise of surgery Experts in pain management and a very clean hospital and OT environment I am sure and I assure you that this is an excellent procedure Which has been time-tested and I encourage my patients to be more optional because the procedure itself has been I can say it has lost its sheen Because of so many factors number one patient selection is poor Number two the place where it is done is not correct and number three the wrong person Whether it is a patient or the doctor. Thank you