What's up everybody? Welcome back. This is episode number eight here of Cold Call Wars. We've got two agents ready to go. They're backstage right now, just like growling right now. They're just ready to get out here and show you guys what they have. So yeah, I'm excited about this. This is our last episode, like I said, so this is number eight. We're going to have eight winners after today. We're going to do a championship bracket style tournament in a couple of weeks when I get back from Orlando and Fort Lauderdale and then we'll do a grand championship between me and whoever the winner is. So that's going to be exciting for the month of July. We'll have that. And I can't think of anything else guys. I'm going to be in Orlando next week. We're going to have a zero diamond meetup. That's going to be on the 18th at the Harry Buffalo, believe it or not, in Orlando. That's going to be at noon next Saturday on the 18th.  You can go to zero-diamond.com backslash events. I think we have the link there if you want to register for that. And we're putting together the rest of our events for the year. San Antonio, Phoenix. We're going to do a big one in Orlando in November and I think we'll do one here in my hometown in Gulf Shore. So I'm looking forward to that. If you guys have any questions during the, during the live here, feel free to put it in the chat. More than happy to look at your questions and answering questions you have. Continue to DM me on Instagram. My DMs are flooded constantly and I love answering all of those DMs. Hearing about your successes and failures and questions and going back and forth with you guys. It's, it's, it's really, I just, I really, I'm kind of addicted to it, right? Just being in one-on-one contact with as many of you as possible. Yeah. And outside of that, we are starting another round of the 60-day challenge. You can start the 60-day challenge at any moment at zero-to-diamond.com. But we are starting like a full, like as a group round, July 1st. So we're looking forward to, to that. And now I'm just excited, excited to come see you guys in Orlando and Fort Lauderdale, you know, next week. And, and then get back and continue on my mission here, right? Just to help as many agents increase volume as humanly possible. It's very interesting what's going on in the market right now with transactions down, inflation numbers came out today. Wow. There's a lot of interesting things happening in the market which just excite me to the core. These moments right now in the market are what really, we really see who really wants this.  And I'm excited to see who, who those agents actually are because a lot of people talk about it. But very few people actually have the determination and what it takes to follow through with those dreams. So looking forward to that. Let's bring today's agents on. We got David here. David, you're on mute. Sorry about it. What's up, man? David Friedman from Long Island, New York. And I've been cold calling since, I've been using the Ricky script since May. And I'm not like 2,700 emails in my database right now. At least you try to do like 10 a day and whatnot. So that's my thing. How many closings? Nothing crazy, man. Like I heard you have some agents that get crazy results on, which is great. But I have two under, I have two for sale right now. I got two under contract in total. I'm looking at like around 11 right now. But they are kicking off until I started using your script. My script before that was just like, Hey, man, you're looking to sell them. They'll cool by onto the next. But now it's the end and people call me back. Like you've closed 11 right now, right? You've closed 11. You got two active and two pending. I think I have nine closed. Yeah. And I got nine closed. Actually, seven, seven closed, two under contract, two for sale. Okay. So you got, you got, you got nine either closed or pending, seven closed, two pending. You got two more active. Those are all listings or any of those buyers? Those are just listings. Okay. So everything you've done is buyers. Okay. Everything I do. I just do listings. Yeah. But I mean, the, the sellers turn into buyers though, you know what I mean? So like it's going to happen, right? So, but and then how long have you been using my scripts? Since like May 2021. So, okay. Okay. Okay. Cool. Cool. Cool. All right. Cool. Do you ever like comb back through the 2700 and or even look at your weekly email and look at the people who open it and say, okay, let me call these. Yeah. Like if you got 2700 and you got like a 20% open rate, you got a good, you know, 3,400 that or no, you got, you got a good 5,400 that, that are opening it, right? Yeah. 540 who are opening it. Do you ever think, let me come back through those 540 people and say, hey, I see you're opening my email, you know, just want to check in and thank you for that and, and see how you're doing, right? See what I can do to help you. You know, what do you like about the email, blah, blah, blah? Do you ever think about doing that? Well, I don't follow up with them unless they told me they're looking to do something in a certain amount of timeframe. If not, they just go in the weekly, but there's definitely some people, man, that are loyal. They look at it every single week. It's pretty wild to look at that. Maybe I should call some of those people, man, like once every six months or at least once a year and just say, hey, I see you're opening the email. I just want to check in with you and see how you're doing. See what your plans are for the rest of the year with real estate.  And try and once you can get inside their mind and really figure out what their, what their timeline is and what their next move is in real estate, whether it's, we're not doing anything for five years or if it's, you know, we might do something in two years or, you know, we're looking to pick up some rental properties soon or whatever it is. Like you need to know that way you can at least have an idea of how to prepare to best serve them. You know what I mean? Yeah. So it's something I, it's something I never did. Yeah. You know, I just, it's something I never did.  Um, you know, but I don't really want to beat a dead horse too. But at the same time, like these people are open my weekly emails, like they probably are, like interested in doing so. I'm not, I also provide just like good news too. Like people might just be, man, like, um, the people that aren't opening it, that's just because they're not ready. That doesn't mean that they're not interested in you or doing something with you. They're just not ready yet. So like, uh, the ones that are opening it, like there's probably a good 10, 20% chance at those people. So you take 10, 20%, you're talking about 100 people out of 500, 50 to 100 people that might be looking to do something soon, whereas reach out and touch them and see what's up and have that. And it does a couple of things that goes deeper with the relationship with the nurture behind why we're even doing the email also gives you a glimpse into what their future outlook plans are in real estate and could put you into a pretty incredible position. Robbie, what's up buddy? Hey man, how's it going? Good man. So, um, introduce yourself to, to the, to the group here, man. Who are you? How long you've been selling? Yeah. Yeah. So, uh, my name is Robbie Baker. I am a solo agent here in Knoxville, Tennessee. Rocking the orange tonight. You got super regitals in town. I'm a new agent. Started back in October. I've been selling since October. Had my first closing in January. Just close my deal, um, about, I don't know. I guess about three months into the, into my journey so far. I found Ricky and really started to adapt this mentality to the way I'm going to do business. So nice, bro. Nice. So, so y'all, y'all have never met each other. Y'all don't know each other, right? No. This was last minute too. I just find about this cold, cold war is about 30 minutes ago.  You know, I think it's going to be a, a fun experiment. I feel really rough for David getting spanked by a new guy, but I don't know him. So let's go. It is not going to hurt your feelings as bad if it was like, say somebody you knew, huh? No, it's all good. I think it's going to be fun. I get yourself out of your comfort zone and do something different. You challenged me to have some fun with it. So that's what I'm going to do. Absolutely, man. Absolutely.  As he says, man, it's all, it's all, it's all words for now. Let's see. Let's see. Let's go. So, so you guys know the rules. We're going to go for 30 minutes. I'm going to, I'm going to put the timer on and, you know, basically dealer's choice on what kind of leads you call if you're using a single double or triple line, whoever gets the most emails wins. If it ends up in a tie, we'll go to a tiebreaker and whoever gets the first email wins. I always triple, but he said we're doing, he doesn't have a triple. So I don't, I think that'd be unfair if I'm using triple. He's got this. Well, when I go, I'm using triple. I don't care what the other person has. So I'll let you make that decision, right? I'm using triple. I'm going for triple. I want to do it. I'm, I'm not, I'm, you know, it's their decision to go triple single. You know what I mean? So it's their decision and it's my decision, right? So like the first one, I think I was like, oh, if it's true, if it's single, maybe the other person, and I was like more, I thought about it more. I was like, no, if the other person, like this is whoever gets the most emails, whatever your strategy is that you normally use on a day to day, right?  But um, no, that, that's your decision, David. Honestly, that's not a rule, right? You can play gentlemen. You can play gentlemen's uh, agreement here or you can go through the throat. I don't believe in asterisks, David, to do you man. There you go. There you go. Uh, okay. So do you guys have any questions? No, let's go. Got it. Okay. So, um, let me get the timer here going. If you guys will have your dialers ready to go to hit that button. Here we go. You ready to roll? Let's go. Five, four, three, two, one. 30 minutes. All right. There it is. Hey, Mr. Hayes, or I'm just getting my tone ready. Hey, Matt. Hey, this is Robbie Baker with Kelly Williams Realty here in Fairgate. How you doing today? I'm doing good, man. Enjoying this weather. It's just absolutely gorgeous. How about yourself? Hello? Please leave your message for your time. Yeah, well, look, I don't want to take out too much of your time. Um, there's a house over there, uh, on Furwick in Kingsgate real close to you that just sold. I just didn't know if there was anything in the world I could do for you. I gotcha. Well, hey, if you were going to do something, do you have an agent you'd work with? Yeah. Hey, Mr. Hayes? Mark Lane at Cobalt Banker. I've used him for a few years. Oh, this is my name is David Friedman. I'm a real estate agent. Yeah, he's great. Are you the owner of 77 Chelsea, Bonnie Chance? Well, hey, I'm a neighbor over here in the neighborhood, so if there's anything I can do to help you out. Oh, sorry about that. Well, any chance you're looking for a real estate agent in the area? All right. Appreciate taking that. Take care. We got businesses picking up so far. I think that was a business. Your call has been forwarded to an automatic call. Both of you had two calls apiece, right? I just got to pick up right now. Bad, bad number. Yeah. And then, and then both of you got rejected once, right? Whatever. No emails. Press one now to continue this call in English. What? Here we go. Is this a business? A person immediately hung up. And by the way, huh? I said, let's get some action. I want to get some people on the phone. Don't worry, bro. You will. And by the way, man, congrats on like seven deals. Appreciate it. Yeah, bro. I mean, you got to understand, like, 90% of people don't make it in this business.  You know, we just got to get you to that one to two, top one to two percent. It's a lay gratification, you know, work hard now and get the, reap the benefits later. I'm still going through it, bro. I'm still going through that. I'm just going to restart my dialer here. It's like it's been a while for about a minute here. Get this thing going. Okay. I would have been called for three hours, 50 minutes today. You said you closed the deal in three months, your first three months? Yeah. Yeah, two and a half. It took me eight months to get to my first deal. Yeah, it's crazy. I got a referral like my second week in the business from another agent locally. Nice. Yeah, I've been really fortunate so far. All right. I'm going to put the red X stuff in here for you guys. Hey, is this Peter? Hmm. Hung up immediately. Did I sound that salesy? No. That was decent. Okay. So that was a hang up. Yeah. I'm just going to let that. I'm not even going to, actually I'm calling a different number. Let's see. Get the call number going. All right. Just put it in there in the chat. Hey, Ms. Mester. Hi, Ms. Mester. This is David Friedman calling. I'm from Coach Realtors here at Mount Sinai. How are you doing today? Hey, Josh. I'm just out there today. I just heard 39 down the street from you guys on Chelsea. And I was just wondering if there was anything I could do to get a question about that. Well, I don't want to take up too much of your time. See that you got that property over there on Briarstone. Well, I just wanted to keep you in the loop. If you guys ever need anything, I'm in Mount Sinai myself. Would it be all right if I just sent you my business card just for a future reference, I guess? I'd appreciate that. Actually, I have all the photos are on that business card of the house. It's like a three bedroom two-bath we sold for about $480. Do you have a good email I can just send it over to? Yeah, sure. AOL, Gmail. Yeah, no problem. Right. Maybe it's at AOL or that's a common one. Yeah, AOL, Gmail. You said it's at AOL? All right, so I'll send you my business card and you have it on file. If you ever need anything, just feel free to reach out. I'd love to help you guys. I appreciate the time. Thank you so much. You have a wonderful day. Thank you. That was one. I'm surprised. Wow. That was impressive. I did not think she had an email, but actually Mojo gives me the emails sometimes. So she said it was P semester and I was like, is it at AOL? Because that's what it says on here. That's why anyone's wondering why I said that. Trying to be quick. Trying to be efficient. Okay. Well, that's one to zero. That's not a comfortable lead, but I'll take it. How's the commercial going, Ricky? I've always been kind of curious. Dude, I figured the whole thing out. You haven't made really much videos on it yet. I don't know if that's good. Hey, Laura. Robin Baker with Keller Williams Realty. How you doing today? I'm enjoying this gorgeous weather. How about yourself? Excellent. Well, hey, I don't want to take up too much of your time. There's a property down the street from you on Burwick that just sold there at Kingsgate subdivision. Hi, Teresa. Oh, my name's David. I'm from Coach Realtors here in Mount Sinai. How you doing today? You enjoying the day so far? Good. Good. I didn't want to take too much of your time. Well, if you were to do something, do you have an agency area that you work with? I'll be quick. We just sold number 39, Chelsea Drive. I was just wondering if there was anything I could do for you guys, or seeing if you had any questions, maybe about that sale. Okay, great. Sounds like you're in great hands. Well, hey, I appreciate you taking my call. There's everything I need to help you. Hey, that sounds good. I'm over here at Mount Sinai. If you guys ever need anything, I'd love to just be a resource. You think I could just send over a business card just for future's sake? I'd appreciate it. All the pictures of the house are on there too just to provide more value. When we just sold it for $4.80, it's like a three-bedroom, two-bath ranch. Do you have one, Robbie? Do you have a good email? I can just send it over to you. She's working with. Can you hear me okay? Yeah, and I will get... Voice mail thanked me out there. Way to help. All right, Teresa, have a great weekend. All right, bye-bye. Are you getting a second one? I'll get smoked, making a pretty good campaign for that triple-on dollar. Man, once you do it, you'll never go back.  It just blows through the numbers. Instead of just waiting for each one, you just boom, it blows through them. I feel like I'm wasting my time. If I'm not, you're calling three times more people. Exactly. I really think it's a no-brainer. Do you use the burner out? I do. That's also a no-brainer. I haven't done that yet either.  Hello, is this Lacey? Hey Lacey, Robbie Baker with Kelly Williams Realty. How are you doing today? Hey, don't take up too much of your time. There's a property just down the street from you that just sold, and I just didn't know if there was anything in the world I could do for you. You're not selling any kind of stuff. Probably in good shape, right? Well, hey, I like to think one long term would be okay if I stayed in touch. I got you. I've lived just around the corner from you guys on West Kingsgate for about 14 years, and so I'd like to get to know the people in my neighborhood, but if it's okay, stay in touch. What's a good email for you? I got you. Yeah, it's actually paid for it. Yes. Hi, Mr. Marco. My name is David Friedman. I'm from Coach Realtors here in Mount Sinai. How are you doing today? You enjoying the day? Good. I don't want to take up much time. We just sold number 39 on Chelsea. It was like a three-bedroom, two-back ranch. We sold for 480, and I was just reaching out to see if there was anything in the world I could do for you guys at all. You won't be a forever, but we're not spending money. Well, I just wanted to let you know if you guys ever need anything. I'm in the area, but I'm just trying to get my name out there. I wouldn't do it if I just sent you my business card for future reference, I guess.  You can check it out. Okay. All right, no, you don't worry. You ever need anything? My name's... Oh, you do? Okay, you're in good hands. All right, perfect. Well, I appreciate the time. Appreciate you taking my call, and it was nice to at least talk to you. Thank you. Bye. Too much talking. Didn't really know how to recover from that. Yeah, I saw it kind of stopped you in your tracks. Yeah. Paid for it. It's the truth. Yeah. Yeah. I mean, I normally say, hey, we have access to it as agents.  And then just kind of keep moving. The call has been forwarded to an automated voice... I think some people just think we're trying to sell their info or something. They're like... It's like, I'm not... I'm not trying to sell your email. It's the best way for you to stay in touch with you. I'm not going to spam you. Yeah, that wasn't a real smooth connection, though. I didn't connect very well at all in the initial conversation. I kind of dove right in to asking for it. Hey, guys, if you guys watching, if you just go to the app store and just put in Burner app, it's right there. It's just right there in the app store. It gives you like 10 numbers a month or something for $10 a month, something like that. You can swap out the numbers as they get flagged. Hello? Why your call again later? Good bye. If you guys do not have RedX yet, I put a link to the discount. You guys need to get it immediately.  Go back 10 years worth of Expires with drones and cancels. You can just call RedX and they'll walk you through how to do it. Right. And then with Geoleds Plus, you can get 7,500 property owners a month of your choice. You need the Storm Dialer. You want a triple line. Why not? Be more efficient. And just DM me on Instagram if you guys have any questions about it or how to use it. Or if you need any help with it, I'm more than happy to help you guys with it. You can also call RedX. They'll help you as well. They got a really great customer service team. You ever been to Long Island, Ricky? Yeah. Long Island, New York? Uh-huh. Hey, Ms. Robertson? Yeah, I'm a phone man. Hi, Ms. Robertson. My name's David Friedman. I'm from Coach Realtors right over here, Mount Sinai. How are you doing today? Thank you. Oh, well, can I just let you know I was calling really quick? So, Eduardo, yeah, you use the Burner app. You take the number that they give you in the Burner app and you put it as the number you're calling from in RedX. The caller ID number. You're going to put it in there as the caller ID number. And then once you can test it on the Burner app to see if it's going to come up a spam. As soon as that one starts calling, you switch the number out. Richard, five-voice mail. Ricky, sometimes this happens to me. And I dropped a little voice DM in there on Instagram, but what do you do? Hey, is this Matilda? Yes. Hi, Matilda. This is David Friedman calling. I'm from Coach Realtors right over here at Mount Sinai. How are you doing today? You're massive. Oh, really? Who do you work with? Maybe I know you. Are you with Coach? No. Tell us about that. Oh, you're with Douglas? You work with Frank Esteli over there and he's talking? Yeah. He's awesome. That's where I used to work with them as well. Well, I'm just calling about a house that we sold down the street, 39 Chelsea Drive, and just trying to, you know, just keeping people in the loop around here, just seeing if there's anything I could do to help. But clearly you'd be in good hands. But, well, if you, you know, maybe we'll do something like that in the future. I'll remember you. Look out, please. Hello? Okay. All right, Matilda. You have a great day. I'm sorry. Friday, goodbye. I'm sorry. Do you own the property there over on Burwick Lane? I got you. Are you here in Farragut? I'm not sure why I ended up with the wrong number. Six, nine, seven, nine, one, eight, eight. Yeah, that's the number I've got for the sites over on Burwick Lane. Who am I speaking with? Hello? Well, wait a minute. Is this Peggy? What do you want me to say? Lisa and Jeff Sykes. My name is David Briedman. I'm from Coach Realtors right over here in Mount Sinai. How you doing today? Well, I didn't want to take up much of your time. I'm just told number 39 on Chelsea Drive, and you guys were just down the street. I was just wondering if there was anything I could answer you folks or, you know, maybe you have any questions about the sale of the three-bedroom to that total to 480. Got you. Is, do you have a good number for Jeff or Lisa? Um, well, are you on Chelsea Drive here in Mount Sinai, number 15? Maybe I have the wrong number. Yeah. I got you. Well, hey, I'm just a local real estate agent. Just didn't know if there's anything in the world I could do for you. Oh, hey, sorry. I'm not sure if you even have the right number. My name is David Friedman. I'm from Coach Realtors right over here in Mount Sinai. Are you guys the owner of 15 Chelsea Drive? I appreciate you taking my call and being so kind. I hope so. Oh, yeah. Well, we just sold number 39 down the street, and so I was just calling to see if there was anything I could do for you guys. It happens in that house. Oh, were you checked it out? No. Oh, okay. How much did it sell for? Well, it's under contract right now for about 480, and I'm sure you know the house, three-bedroom, two-bath, and it's, I think it's a pretty good price for the house. What do you think? Right, a little bit. Well, it's a bit more than my house, but anyway, I... Hey, Mr. Max, my name is Max. Well, me, too. I'm Max. Kelly Williams here. How are you doing today? Well, awesome. You enjoying this beautiful day? I'm sorry. What's that? Go ahead. Oh, well, I was just, I just wanted to keep you in the loop. Yeah, you and me, too. Well, look, I don't want to take up too much of your time. There's a house just down the street from here on Burwick Lane there in the Kingsgate Center. Okay, sure. Well, if you guys ever need anything, can I just send over my business card just so you have that contact info for a future reference, I guess? I got you. I got you. Well, I know, you know, I walk on term want to be in business for a while. Okay.  If you guys have an agent that you would work with, I'd appreciate it. Are you going to do something? It's David Friedman. I work with Coach up, of course, right over here on the outside. I would work with him. Are you going to do something down the road? Okay, David Friedman. Yes, of course. I got you. Yeah. I got you. Anybody in particular or would it be okay if I stay in touch with you? You would never know. Well, if you're a friend or family, I'd love to help them too. I do a lot of business around here. If you have a good email, I can just send it over to you. I got you. Can I have a really good email? Can I have 117? I got you. Well, I can send you. I have a postcard as well. Do you have, like, an email if you just send me over with the photos and stuff like that, just so you have something on the line? I can never be of service even if it's moving a piece of furniture. I'd like to be able to offer you that. CK. Sure. Sure. Yeah. What's a good email for you? Robbie finally getting one on the board. Bye-bye. Say Mr. Matt, I'm taking my call. That was number 30 right there. Everything in the world I'm going to do for you just let me know, all right? I didn't get you down. I don't believe you. It's not what you say. It's how you say it. You can probably tell them a bunch of months now. Exactly, man. Robbie finally got on the big board. I know. Please. How far behind, Emma? It's three to one. Well, this is- We've got nine and a half minutes left. What type of list are you calling? Circle prospect, neighborhood search. I find one thing I like to do is kind of really like a small list. I used to do, I used to max out my list, 5,000 people. Just call about a house that's sold in town. And now I call about a house that's sold in the neighborhood, really localized. Yeah, there's 400 names on this one. 400 names on this one. And it's all around a property that just sold in one specific neighborhood. So nothing outside of the neighborhood. Oh, okay, okay. Sorry, I thought- How did you guys unmute for some reason? So you're calling. What'd you say? What's your list like? It's a neighborhood search. So there's a property that's sold kind of in the middle of the neighborhood. And I've built a radius around that. And it just happens to be in the neighborhood adjacent to me. Hello? So a place where I could not do- Oh, hey, Mark, I'm sorry about that. This is David Friedman-Collin. I'm a real estate agent with coach. Over here, Mount Sinai. How you doing? I'm doing good. I didn't want to take up much time. We just sold that house there in Chelsea Drive, number 39. And I was wondering if there was anything I could do for you guys. Oh, I know. Do you own the house though over there on Gardenia? Number- Oh, geez, gotcha. That's your parents. Well, this was the house just around the corner. Perfect. Well, you guys have a good spot over here in Mount Sinai. Just was trying to keep them in the loop. Gotcha. Well, hey, if you ever need an agent around here, do you think I can just send you a business car just in case you ever do need something? I'd love to help you guys. I'd appreciate that. And actually, I'll send you over that house with the photos and stuff like that if you just want to check it out. And it has what it sold for and all that stuff. It's kind of similar to the house that you guys have here as well. Do you have a good email I can send it over to? Yeah, number 39. It's like a three-bedroom, two-bath ranch. We just sold it for about $480. Sorry. I don't want this phone. Definitely not. Not enough space. I need a message. My mom got a $250,000 kitchen in her house. No way. Wow, I didn't know that. The things you can't see from the outside. Beautiful. Yeah. Yeah, no. Oh, really? You can send it to me though. Thank you. I appreciate that. You have a good email I can just send it to you? Yeah. We have kitchen and fire pit. Pool. Oh. Yeah. Wait, what's the wait? I'm always, you own Pool King, right? Pool King, you said, right? Pool King, at a rocky point, yeah. Okay. I pass by that all the time. Home has been forwarded to an automated voice message. So my email is really simple. It's margmrkaswimkings.com. Swimking. Oh, yeah, that is right. Okay. Swimking at AOL, you said? Oh, is this the segment? Yeah. Hey, Ms. Eggner, this is Robbie Baker with Keller Williams Realty. How are you doing today? That's number four. Yeah. Oh, I'm not into Pool King, too. Okay. I appreciate you taking my call anyway. And she hung up. Okay. Let's see what we got. Five minutes. Is this Ms. West? Yeah. Hey, Ms. West. My name is David Friedman. I'm calling from Coach Realtors right over here, Mount Sinai. How are you doing today? What? So we're not insisting. Oh, that was probably a good time. When did you guys buy it? I actually didn't see it. Not a great question. She sounded like a nice lady, though. It's been a real blessing. All I got to say, it's been a blessing to have been... I've been blessed by the YouTube algorithm to have found Rikki Karuth. Hey, is this Ms. Lagudis? This is David Friedman calling. I'm from Coach Realtors right here, Mount Sinai. How are you doing today? Oh, I didn't want to take up much time. We just sold number 39 on Chelsea. And I was just wondering if there was anything I could do for you guys at all? If you had any questions, maybe about the sale? Yeah, we're not planning on that. Oh, OK. Well, I butchered that last name. Is this Mr. Lore? Hey, Mr. Lore. This is Robbie Baker with Keller Williams Realty. How are you doing today? Great, great. You enjoying this beautiful day? Hey, look, I don't want to take up too much of your time. There's a property over there on Burr with Wayne that just sold in the neighborhood. I just didn't know if there was anything in the world I could do for you. I got you. Would it be OK if I stayed in touch with you? All right. What's a good email for you? We are not available now. Oh, no, LL. Please read your name and phone. Hey, is this Zachary? Is this Zachary Deniger? Excuse me. All right. It's my shot in the wall. Oh, OK. Well, it's nothing urgent. Are you... Did he live at Three Gardenia Road here in Mount Sinai? I'm a real estate agent, by the way, here. We just... House around the area? Yeah, I don't even know. Yeah, I don't even know. OK. What's that? Is this an ID card? What's the C here? What's your fare? I have another number here. It's like 242-670 as being a home phone. And that's the right one? I got you. Yeah. They might be one of the business numbers that will transfer to the house. OK. You called him before? No. He's not home right now. I never seen him before. He's on his honeymoon. Oh, congratulations. And he'll be back tonight. Wow. Good for you. I mean, that's... Congratulations to him. I was just... We sold the house. There's like a street that intersects with Gardini. It's on Chelsea Drive that we sold. I love it. I was just trying to keep him in. That's happened to me a couple times. And I'm like, no, I haven't called you at all, sir. Right? You can just forward over... I had a guy call me back, leave me a voicemail and cuss out my voicemail. Has my contact info there, too, if he needs to reach out. You put in a lot of... You have a good email. I can just send it to you. And maybe you can just forward it over to him. That's a wrong number, too. All right. So I'll just send you over that information. And if he ever needs anything, or you need anything, I'd love to help you guys. I'm a real estate agent around. I do business all around really, you know, Suffolk County. So just let me know. I'd love to help you guys. Yeah. You already have my phone number. Yeah. Sure. How can I help? How can I help? Like, I'd like to know. Okay. Where, whereabouts? So if you have more... Okay. Let me take a look. I mean, if it's a three quarters of an acre, of course I consider it. Okay. Okay. And what area really? Anywhere here in Suffolk? Because I know we got some listings over land for sale over in like Sound Beach, Rocky Point, Shoreham area. Because our office isn't here in Mount Sinai. We got a couple listings around this, these neck of the woods. You think that's to be something you'd be interested to do? Yeah, I should. Tom's up. Yeah, Tom's up. Right. I actually know. I think I know what you're talking about. Shore Road, maybe? Maybe. It might be here. I think someone bought it. But I'm going to keep you posted. I'll send over, I'll see if I can get some information. I'll send you what we have available and see if we can get something going for you. So you do this all the time? Or would this be like, is this something you do? You have an agent that you already kind of work with? It would be my first. Okay. And what's your name by the way? It's Bill, I guess. Okay, Bill. So I'm going to send over my information. I'm going to make a list for you just to see if I can... And then basically you can, like, we can keep in touch and reach out if you have any questions. And you know, hopefully we can get a deal going for you. Bill, I appreciate the time. Have a nice weekend. All right, bye-bye. Number five. Crush me. Is it over? It's over.  Yeah, so you got five to his two, right, guys? That's right. Two, Robbie. David, you got five. So David talked to, I think, about 11 people. Robbie talked to eight, I think. So now that was nice, man. That was nice. So David did come out victorious. So how do you feel about that, Dave? That was great. I mean, I'm actually looking more for feedback from you.  I didn't ask people how their day was. But any tips, really, for me? Yeah, like, no, I thought it was really good. Like, your tone's really on point, you know what I mean? So it's hard to really, like, it's so on point that you could almost say anything, right? So it's just got that friend or family kind of deal. But I think if you would come at it from a little bit, if you kind of slowed the pace of it, not like your speed of your voice, but like the layout of the call to where it's a little less salesy, where it's more shooting the breeze in the beginning and then get down to business, I think you'd find a little more connection with people, honestly. Right. Out of 2,700 people in your database, I'd love to see more than seven closings. You know what I mean? And that may come from a really great, man, this guy sounds really cool, but I think you may try to rush through it a little bit too much without going deeper into some of these conversations that you, there could be more gold there. You know what I mean? Also, if somebody says they have an agent, there's no reason why we can't say, I'd love to still stay in touch with you. Right, both of you kind of said, oh, you have an agent, cool, see you later. Whereas when somebody tells me that I'm like, okay, who is it? All right, cool. Well, listen, you're in good hands, but I'd still love to stay in touch with you. Is that okay? Cool, what's a good email? I'm still going to go for it either way, because I'm still there. So why wouldn't I, right? They start getting my weekly email. They have one slip up of their other agent.  Happens all the time. I'm not going to assume they're going to use that agent for life. You know what I mean? I'm going to assume they're going to switch agents at some point. No, man, that was pretty much it. As far as you, Robby, like I think like more experience, right, to be in these kind of situations, like it threw you off when she said, what, where'd you get my phone number?  Being like ready to like really kind of go back pretty hard. Like I'm ready for those moments when I'm on the phone. I'm like, wait a minute, you know, like, boom, let me tell you something right here. I'm kind of in that mindset the whole time. I'm kind of like, and that comes from honestly, not only being ready to go back at people like that, but to go back at the positive, you know, react in a positive way towards the positive people as well. Like I'm ready to like attack it either way, whether it's negative or positive. I don't feel like you're sitting here and attack ready to go mode when you're on the phone, which is fine. But I think maybe start trying to be more finger on the trigger.  Whereas if you would be more ready to react before, you know, because honestly, there's only a handful of outcomes.  There's only like 10 outcomes of a call. So once you've made so many calls, you know all the different outcomes and different scenarios. And then you become ready for any scenario that there is and you can quickly identify what scenario you're in, you know, from the very beginning of the call a lot of times. A lot of times right when they pick up and say hello, I kind of know how that whole call is going to go, like what the whole conversation is going to be like most of the time. So you'll get there, man. I think both of you did it fantastic. The fact that we're out here picking up emails, trying, you know, puts us like at that top like 10, you know, 10% of agents make it. But when you're out here doing what you guys are doing, you're like in the even higher than that bracket. You know what I mean? You're like willing to do whatever it takes kind of thing. So now, man, outside of doing jiu-jitsu, this one for two hours and like I'm drained. I feel like you guys did amazing. So David, you're moving into the championship rounds. So that's it. I need to go back and see all the winners were and kind of start organizing that for next month. And I'm going to take the winner of the whole thing. So guys, you know, you guys give them a hand and Congrats, man. Guys coming on and thank you guys for tuning in and we'll see you guys next time.


Hi, I get a drink. Yeah, you're good. Hello, folks. No. Hey, good day. Um, has anyone got started today? Sorry for getting late here myself. Um, has anyone got the meeting started? No, I do not think so. All right. I think the leader wasn't available today. So, um, this call is recorded right now. It's currently uploaded to the CNF working group playlists that's hosted by CNCF. We'll have to figure out what's going to happen with this call as we move over fully into Elephant. There should be, if you have access to the mailing, um, the mailing list or the calendar, you should have access meeting notes. You can drop your name and any agenda items. But I think today a couple of things probably want to continue with the, the topics we had in the cube con with the community meeting and we did that a little bit before the U.S. Holiday last week. Yeah, actually, I'm interested too. I've been joining this group multiple times. I got to learn a lot about what this group does. Can maybe discuss how, how this group is going to play in the overall initiative going forward and new initiatives and the overall, uh, like CNCF networking at our edge. What's the, what does this group, this project plays in there in that picture? Well, I think that's, that's what we try to figure out what this group fits to the LFL landscape. So maybe the minus standing of what this, the work being done in this group is more of a, because I see a lot of a kind of telecom standard and testing. Basically, this is to test the, how CNCF, I mean, not how Kubernetes and related technology is used in the, in the telecom world, right? That's minus standing of what this group does. Is that right? Anything specific? Yeah. So the high level, which is ties in with the Gurge is we're trying to transition and merge things from CNCF with the LF, LFN to have one area for the telecom specific things. We know that we're going to have a test catalog continue based on the work from the CNF test suite and pulling in at least part, if not most of the etiquette RC2. So that'll be a test catalog that'll continue. So any testing that can help with validation and verification of functional and non-functional tests for telecom. And there is going to be some type of certification. And that'll start with continuing and supporting the existing certified products that are in from the CNCF CNF certification. Those are going to be moved over and we're going to, you know, launch something from there. Beyond that, that's what we're trying to figure out. What do we want? What's going to be valuable to either continue or is there anything missing? We've talked about supporting maybe other projects like NFIO in the future. But I think we right now are more trying to build a list to find out what do people want so that we can see beyond that basis of that initial set of tests and the certification that we have now, what do we want from here? And then as far as like what does the program look like or whatever, we are saying it'll be something like the whole thing is a cloud native telecom program and LFN. But how that's organized I think would be part of this as well. We don't want to wait too long to say we have to have it all figured out before we continue. And that's why we're trying to build a list and saying some of it we're going to keep as is or I won't say keep as is. We'll continue it until we're ready, just like this call. We don't want to just say we're not going to do anything until we know what's there. Does that help at all, Victor? Yeah, I'm just learning, but one thing I find is just observation because I've been trying to listen to all this community doing. The biggest either problem or kind of need is the integration of the solution that's already established. So because the telecom before containerization, virtualization has been used mainly in the telecom for open source community then containers. So the problem I can see is all those development is done without the standardization of being kind of test done by this group. So if how does this project is going to help the make the integration of existing stack like a cradle, you know, all those own app, all those different solutions. I know those may not be the one F. No, I'm sorry. Just the focus of this group, but how to make all those stacks which involve not only container but also virtual machine, how to make those work together. Is that leading the scope of this group? I think we can probably after we have a list of the different projects and tools and then maybe you're saying also the challenges, what do we want or what would we like if we look at everything just add this large list then we would be saying what is in scope. So I don't think we're deciding that today, Victor, that something is completely in scope or out of scope. The one thing that has been said several times before the community meeting that was maybe the larger one, I was hearing some of the stuff before it led up to Chicago, KubeCon and since then is a reducing the scope or limiting the scope was desired. So one thing that we've heard repeated at this point would be not having, not trying to take over all networking, we are not takeover, not try to say that we can handle and everything within networking in this group that we are going to be able to cover it all and take it all in right now. We may expand. So we've said we do want to go from the central core all the way out to the edge. So that means we will have overlap with something like Acrena, but you're mentioning VMs and other things. I don't, we have said this is going to be cloud native focus. So if there's something out there that's being used now actively, there's development or whatever that's not in the cloud native space. If someone said it's not really, this isn't really for cloud native, but it is useful. We're not saying stop doing that. I would think that would be out of scope though. So we're not trying to do all telecom applications. There can be best practices for running in a environment. And I don't really want to even say VMs. I think you can use Kubernetes. You can use software that people may think of as cloud native normally. And I don't think you can use that soft just because you're on Kubernetes doesn't mean you're using it in a native fashion. But it may be the best way to use it for your particular use case and you don't want to follow cloud native best practices. Well, then what we're doing here is probably not for you and we're not trying to encompass everything. So there is some type of scope. So I don't want to say that we're not going to have a scope, but the only thing I can think that it's been agreed on is we want to narrow it down to cloud native best practices in telecom. I believe the own app. I'm not very completely up to date on it. And so if someone else here can speak to it, but I believe the own app has been moving towards trying to work closer in Kubernetes environments to be closer to being Kubernetes native cloud native. But you know, I can't say that it would definitely be part of this or not. I think it deals more like with the network management layer of things. And I think this group so far was dealing with whatever, like how cloud native, a CNF is, and that is only partly touching this network management domain. So according to at least my, the picture in my head is not part of this. It's another layer on top of this. And I think that's one thing that we need to discuss in these discussions what kind of problem do we try to solve with this initiative in LFM because I think the targets are a bit different from what we tried to do so far in a look at where we were focusing on the whatever like runtime compatibility of the platform and the CNFs while the working group is focusing more like best practices and design patterns of CNF. So these are little bit different things. However, there is a small overlap, but I think we should one thing what we need to figure out is what problem we try to solve with these initiatives in LFM. And I think from there we will then see what is the scope and what is the target. Well, maybe I can provide my point of view in this particular case. The way that I see these things is I mean in the past, for example, especially in Anuket what we have seen is we prepare the infrastructure to try to cover all the possible scenarios. Try to cover multiple nicks, like SRIOB, all the possible workload scenarios which was a little bit hard for try to cover everything at all. So eventually at some point we need like we have three examples like how the CNFs are required or on needs. So on the other hand the same thing like for the workloads we need to understand like what is what is the infrastructure capable for like maybe we have some limitations or we don't have any particular limitations. So that's usually the main dilemma here. So both parties require like some knowledge of each other. But I guess this particular initiative is trying to clarify that correlation. It's not trying to provide like a implementation per se. I don't see like we're trying to define like what is the right way to do or right knowledge to use. It's mostly to define like okay you follow these practices in infrastructure or maybe CNF in the workloads you're going to suffer less. Yeah, that's my point of view. Maybe I'm wrong about that. Yeah, I think the main thing is whether the implementation, the reference implementation in Aniket is probably the biggest difference from our current focus. But the scope of where best practices will probably go into a lot of what Aniket cared about. So if you do care about those things I think that'll still be within scope. I think Rani went over this during the KubeCon presentation. But we're looking at this more as a full stack where best practices. If when you're looking at onboarding a CNF then you're thinking about how does it interact with does the application have specific requirements with the environment it's going in? Well then you have to think about those how the environment set up challenges that CSPs have are not just an application running in a workload and all environments are exactly the same. So the environment set up I think will be part of it by set up I mean what are the different components but that's more of the capabilities of the environment versus the implementation. There's some gray area there that might seem closer to what the Aniket was doing towards the implementation but more of it's on the I think if we think of the testing and stuff are you capable of testing what's going into this environment? So some of this could get into like Nephio best practices. So what do we mean there that could be stuff like the GitOps patterns or KPTs all about declarative configurations. So is your application set up for being deployable from Git and what is that? So you need to be able to communicate from the start that your application has all of its needs communicated up front so whenever it comes in or there's a change to it then this can be picked up in an automated fashion. So are you ready for your application to go right into the CICD pipeline? This is more thinking about production versus what is the group going to do? We're not saying we're going to test all of these things but we want to help guide people to that. I think from vendor creating and developing to consumers that are taking these there's been a desire to provide more automation and stuff across the board. So I think anything that's helping to test and promote best practices that allow automation is going to be at least topics of discussion in the group. Yeah I think at least in my again my mental model the reference implementation is only a like a Lochmus test if the requirements defined in array 2 are implementable. I don't see the reference implementation anything what would be used for actually running CNFs and I really like the idea from the reference implementation to project contributors that they would like to make the silver stack the reference implementation so we would not maintain our own stack in Anuket but silver would be the reference implementation for array 2. I think for me the main difference between what has been done and what has been done in Anuket is that Anuket states requirements for the environment also and it also tests these requirements of the of the environment and that's because if you would like to have compliance we need to be compliant against the way how we are sure that the expectations of the CNF are matching to what the environment provides while in the working group it is more like compliance against a set of design patterns and practices therefore there is no testing of the other end of the interface that I would like to say. That's what we have seen. The other thing that I was thinking is like at least it's something that I have seen this particular trend where now the CNF implementations are trying to cover the infrastructure portion like in FIO they are trying to not only define what the workload is going to do in terms like the container definition the source limits and all these things they are trying to consider like what are the infrastructure requirements so if you remember in FIO there are two different swim lines and one is from the infrastructure and the second one is from the workload and the other one is for the configuration of the workload so eventually I guess I don't know if it's going to be an industry trend but I think it's more like application centric so I think the infrastructure is going to be applied by the application per se and not vice versa. Yes, I see also this trend in FIO that they are aiming to set the requirements for the platform in the CRDs and automate the life sacrament of the platform itself. At least for now I think this new program isn't going to decide on what the requirements are for a platform so that Silva is doing that and FIO is going to have requirements when we look at compliance with your Sanger Gay it's not in scope as of today I don't know if it's ever going to be in scope but the group is running a direct compliance program and claiming this is the one platform at the moment it's providing upstream tools and tests so I don't want to just say best practice it is going to have tests so a test catalog is a goal and some of the tests and the test catalog could be used by an FIO it could be used by Silva or anyone else that does want to provide a compliance program so Silva has already communicated that they want to have a compliance and verification program for the Silva platform and they are already using tests from Anikadar C2 and from the CNF Test Suite so that's fine right now the goal is to increase the number of tests in the test catalog and best practices so that downstream programs like that can use them so when we say certification as far as within this program we've tried to move it away from the meaning of compliance you're certified that you're following you can pass these tests or pass following best practices doesn't mean you're compliant to one platform ideally right now it's going to mean that you're going to work on many platforms that all incorporate those best practices and the tests are checking those practices some of those are not just non-functional best practices so we could have non-functional and if you're looking at something like the CNI spec which is covered already in the CNF Test Suite and it's a requirement in the Anikadar test matrix which I think it may be one of the missing test requirements but that would be a more of a functional so that and that's closer to like APIs a lot of what's in the Anikadar test matrix I think 99% of the testing are all external pulling in stuff like Kubernetes ED test beyond just the Kubernetes conformance to test specific API coverage and that is something that could be included so these would be everybody upstream so if you're running a Kubernetes based environment and you're wanting to follow you wanting to utilize the open standards the community wants well that means you're probably going to start with the base Kubernetes APIs and the extensions from beyond there and I think that's all valid stuff that's already in Anikadar C2 and supported by the current CNF test suite that we can use some of the ED tests are already there they're just not part of the CNF certification but when we're looking at test catalog so think test catalog and not just aren't the test catalog to be anything in Telcom that's going to help you to be more native in your environment that's going to allow interoperability with anything that's Kubernetes native and cloud native and its utilization is I think in scope so that's why I mentioned FIO earlier there's going to be a lot of upstream tests that can be part of the test catalog that would be useful for something like there's also projects like Flux workflow I'm sorry Argo workflow Argo CD so there's overlap in those projects with what FIO is doing and CSPs are already in production so I think any type of testing that we can do that'll be upstream of those projects so then we say here's your application or your environment and it wants to be able to do automation that's useful for FIO or Flux or Argo if we have tests that can validate those things as well as document them in best practices it's going to help anybody whether you're developing applications or you're consuming them and you want to use those type of projects does that differentiate a little bit between say silver which is focused on a specific implementation and requirements and then us being an upstream group that can be utilized by silver or an FIO or even specific cloud providers this could be maybe Google or Microsoft Azure for operators they've actually talked with the CNF working group in the past I don't know Gurga if they've talked with the Anakit team but they've talked about using the testing and best practices for their environment and when people are onboarding so they could actually run and say if you pass these tests then you're likely to work it'll give you some assurance that you work in an environment because it's not specific to them it's more general purpose Red Hat, OpenShift, any of those would be downstream of what this project is yeah we were working together with the group from Azure who was moved there from AT&T like Pankaj for example I saw that he is also active in the working group group repo but they are not using according to my knowledge they are not using the RC2 as it is but they are using RA2 the documentation as the kind of like whatever like design document for their cloud infrastructure they are not following it like requirement by requirement but use it for inspirations and I think one application I think having conformance program for the platform doesn't mean that we would like to glorify one platform it's the exact opposite we would like to have several platforms which are compliant and that will guarantee that a look at compliant application can start without any problems there basically does the whole dream state of the look at specifications project yeah that makes sense and I think I can't see that Silva is trying to do something different maybe expanding on that same idea to add more requirements for what the platform would look like at least previously it's been based on building from etiquette at least in part taking pieces of it and then adding more requirements so it's the same sort of idea and what they are doing so they do not have a platform compliance program but they have an actual implementation of a platform so Silva provides you a Silva platform and therefore they do not need to have a compliance program for the platform they have the compliance program for the verification as they call it and they are ready to compliance but they do not take pieces from RITOO so they build their own implementation which is mostly based on RQA and they are using FUNCTEST for the verification center at least that's the current state and there is now a set of test cases contributed by PETAR which are testing the RITOO requirements to the platform and these contributions are in a bit of a limbo state because it was contributed to an internet and now I promise that they will be integrated to FUNCTEST but I think that's the logical next step that the platform compliance test is testing more than just the API compliance and it tests the specific features which are required by RITOO and the test frameworks developed by this group is there any other test procedure mechanism in the ARF networking and ARF Edge community? For what purposes? I mean this group focuses on testing and best practices related to cloud native network functions yes similar but maybe for that project not like standard best practice but kind of a testing for that particular project I think historically we had a few maybe testing frameworks or initiatives under DLFN but right now it's expected that the relevant parts of them will become part of this program yeah that's actually where I think my limited knowledge about the ecosystem that seems to be a really good use of this group's work is to merge those tests framework into this one and then because the actual best practice is probably hard to enforce right away because there's so many opinionated implementations involving virtual machine as well my understanding the biggest hurdle to for adoption of open source software overall is because of there's a lot of already ready to go ready to run open source projects but for them to be adopted by the telcos and any private cloud providers integration is probably the key so this probably is the work by this group is from the foundation for the test framework but the actual best practice might need to evolve yeah so there's already work on going to include projects like nephio from within DLFN and silver that was mentioned from DLF and not try to create some parallel testing framework but work closely and provide the testing frameworks and tools that they require I think integration is one of the biggest hurdles as far as adoption Victor you mentioned integration people are using open source software and Kubernetes and lots of different the technology is being used all over but having it I won't even say widely used I think it's already being widely used in some fashion and open source is embedded in any product that you get out there it's some type of influence but challenge wise as far as a challenge that is shared universally the integration of the different software and that also includes ongoing operations and maintenance so whether it's directly about the software that you're utilizing or ensuring that your environment continues to function and you continue to have services for customers well that the integrations is there so the interoperability testing I think is one of the key things that we want to do with the group and we want it to be vendor agnostic we may want to ensure that we're encompassing different vendor specific things that we see out there but that should be done in a vendor agnostic way so when we look at stuff like APIs and things that Gurgay was mentioning that have been covered in the Anakit test matrix and requirements it already did pretty well the Anakit side in trying to look at what are the different APIs that are being used by vendors today and what are different APIs in the Kubernetes platform and I'm going to just say the environment, the Kubernetes platform because you can look at extensions and components that go beyond the core Kubernetes that are critical to run a live production environment well you have APIs that have the attributes that need to be tested so I think all of that's going to be in scope and a lot of it goes right back to what you were saying Victor on integration integration is a challenge and interoperability testing would be part of that go ahead Victor because I think ten years ago Telcos was really spending a lot of money on virtualization and then comes container now there's a lot of solution if this group can make that easier for Telcos to adopt a more standard way this is the right way to do it making cloud native Telco infrastructure I think it will be really useful for both existing Telco and new providers because otherwise all the money already spent a lot of money has been spent there's no standard and there's still no good use for this existing software so I think this group could play a key role in the integration standardization part I think one area where the CNF working group has been successful has been following the model of other groups within I think Kubernetes and CNCF is one but this is just an open source model when you're talking about standardizations you can build from a top down approach where you have committees and groups that are deciding on what's needed there and then build out the standard and then everyone needs to implement to that standard and then you can do it from a bottom up where you have a lot of implementations that are already happening you have APIs that exist and they're being utilized in production like you've talked about Victor as far as things are out there already you may have new development as well that's fine but people are trying to work together and then you start having APIs that are communicated here's what we have what's been working for us so there's a lot of communication there and you end up with a standard that's built based on open sharing of the information that everybody can implement these similar APIs or integrate between open APIs so a bottom up open standards are created and you see this with a lot of what's on the internet today as far as protocols and stuff that everybody utilizes HTTP would just be one of the largest biggest ones where anyone can implement and if you look at the very early days you did have implementations that were not all compatible but it kept moving forward until now any of the browsers are going to have some implementation there and now we've had stuff like and it's of course old at this point today but REST and other compatible protocols for HP that can do RPC calls for applications so function calls over that and we have the same sort of idea from things like GRPC that are expanding that and I think the success that we've had so far in the CNF working group with products that are certified and people adopting the practices and so forth and using the test catalog base has been because of building up for that interoperability and integration so if we can have those integration challenges Victor if we can expose them and make them like clear here is where we're having a problem with integration then we're more likely to come up with a solution for the interoperability between those rather than coming from the top down and saying hey all of y'all that are having problems re-implement yourself to a new standard bottom up open transparent community implementation standards and do it based on testing you can start testing and this would work with what we're seeing in Aniket already when you're looking at the test matrix and RC2 you can go through the whole set of requirements that are there they're using E to E test from the different special groups within Kubernetes C and CF communities those are all open APIs and testing against running tests that you can go run against your own platforms they're there I agree I think this should be a good place to start so on top of the hour I think two of the things that I think keep coming up is building out a list of what are tools and resources that we currently have so you know one of them funk test would be one of the tools test frameworks we have sets of tests already listed in the Aniket RC2 test matrix we have the test catalog in the C&F test suite which is beyond the certification so listing what are the resources and what do we think would be useful is one thing if people have those where they think here's something that might be good to keep that in mind if you have a better idea of where we could put them if there's a wiki page I may have set up a page let me find that you could drop that in so we want to build a list of what are the resources that we have now and you could even say here's a resource that we had but maybe it's something that's not being maintained and so we probably don't want to use it that's fine we're really building a list not deciding on this is definitely used we need to have that list to make it decisions and then the other part of the working group notes as well the other thing would be those challenges or what type of problems would we hope to solve we may decide that it's not in scope but I think we need to build a list up first before we make a decision on for sure on what's in scope or not in scope so Victor when you're talking about integration or any other type of problem existing applications or systems that are running whatever it may be those we need to start listing those and then get them defined enough that we have examples and we can get down to a point where we can say this is something that we want to tackle now later, never, whatever it may be so those are the two lists so if you have specific integration issues that you're running into or know about that would be something that we'd want to put and Ranny probably we could have the same thing as an asset list as far as like challenges challenges and problems that we would like for this group to help solve or provide tools for solving I don't want to claim that we're going to solve everyone's challenges but we may be building tests or best practices that someone can use to help solve those problems whether that's on that same wiki page or another wiki page we should have a place to start putting that together yeah let me create something real quick okay just create a page and paste it in the chat thanks Ranny alright so if folks can be thinking about whether it's resources that we can use or you'd like to use so there may be something that we're not using within Aniket or the CNF Working Group now but we know it's available that may be just be an open source project NFIO has been using Free 5GC for something that could be tested with not everybody must use it but it allows them to test CNF Working Group started doing that so this is more proof of concepts there's potential lab areas other things please add whatever your you know if you think this could be useful for us then add it to that asset list document and if you have challenges problems whatever you may be seeing please add that to the challenges wiki page and then I think we could next time we come together maybe go through the list of the asset list and challenges see what's there maybe take some time to add and then we'll have when we get started and then maybe discuss some of those to move it forward does that sound good as a way to move what we're doing forward Gurgay Rani Victor? Okay for me all right at some point of time we have to somehow channel all of these activities to the talk level so if you decided to create new projects in an FN or stuff like that we have to use the processes what we have. Yeah so as far as organizing it or creating a group or moving it into a group leave that up to you know Rani you may need to go communicate higher up and figure out what we can do to get some of that started the one thing that I heard repeated multiple times it seemed I won't say consensus but it seemed like a majority were wanting this was some type of new group a new program rather than trying to move into an existing but something specific for this cloud native telecom focus and then taking the pieces that we think are relevant for that to be within there and then you know we could continue helping existing groups for instance is going to continue as a specific project so but this new thing would probably be a new group and then the only other thing that I was hearing was there was thoughts that it may be it may not look exactly like anything that's currently existed with an elephant so it may need that may meet me like a higher up finger gay where it doesn't exactly follow anything that's been there before so that may also need to have people at the top of elephant to decide how is that going to happen definitely because for that they would need to change the charter of elephant because currently elephant has projects projects and resources and those sort of things so how does this fit within how they're currently named and that sort of thing alright that may be something to discuss as far as the topic what would we like to see versus what's possible an elephant today so you know these assets and challenges find these are what we want to solve would we like to see this group continue what would we like it to see and if it can fit within something that's currently exists gay great someone says it seems to fit there if it doesn't fit then we just need to write out what we'd like and then that's pushed up to the top of elephant so that they can say okay we need to update things to support this type of entity alright we're well past the hour let's stop here and then we can pick up with assets challenges and then what we'd like the group to look like on the next meeting and we do want to continue with building out the test catalog building out the application practices we already said at the start we want to continue with where we are but if folks have thoughts for expanding on what we currently have then please bring that forward I think that could be something to start talking about I know that there's three or four tests that are missing from etiquette RC to matrix but we could look at those if you have familiarity with silver whatever let's bring those forward so that we can at least continue in the test catalog and certification help that we can provide to everyone else thanks everyone we'll see you next time see you


Welcome to the session in which we will discuss the integrated audit and specifically now we're going to be looking at forming the opinion. We're going to form the opinion. So what is an integrated audit? Just to make sure we are all on the same page is what it's when you audit the financial statements and issue an opinion and at the same time audit the internal control over financial reporting and issue an opinion about that as well. This is what we called an integrated audit. In the prior session we looked at how to plan the engagement using the top-down approach, test and evaluate the design of internal control over financial reporting, test and evaluate the operating effectiveness of internal control over financial reporting. This is what we did in the prior session and we did all those four steps to reach our ultimate objective in an integrated audit and that is to express an opinion on the company's internal control over financial reporting. This is exactly what we want to do. Now we're getting to our goal, to our objective, forming an opinion on the effectiveness of internal control over financial reporting. For the opinion I'm going to break it down into three sub-lectures. First I'm going to discuss the type of internal control deficiencies because when we performed step three and four we could have found some deficiencies, control deficiencies. So we need to know what type of control deficiencies we can have and who should we report those deficiencies to. Now I'm going to do this separately. Why? Because I believe it warrants serious attention to understand the different type of control deficiencies. Once you understand the different type of control efficiencies and who do we report to then would look at the actual report and I will have two different sections for the report. One for the issuer which is publicly traded and one for the non-assure which is report slash communication. So in this session I'm going to focus on the types of internal control deficiencies that we would find and who are we going to report those to. At the end we'll look at this but it's important to understand the different types of control deficiencies. Before we proceed any further I have a public announcement about my company farhatlectures.com. Farhat accounting lectures is a supplemental educational tool that's going to help you with your CPA exam preparation as well as your accounting courses. My CPA material is aligned with your CPA review course such as Becker, Roger, Wiley, Gleam, Miles. My accounting courses are aligned with your accounting courses broken down by chapter and topics. My resources consist of lectures, multiple choice questions, true false questions as well as exercises. Go ahead start your free trial today no obligation, no credit card required. Discussing deficiencies we need to be familiar with what is a control deficiency, what is a material weakness and what is a significant deficiency. So you need to be familiar with those three terms because when I'm going over the report or the communication I don't have to redefine them again although they are defined in the report themselves but I need to talk about them here and how do we come up with what is considered material weakness, what is considered significant deficiency. So you need to understand once you understand them then it's easy to go over the report now you can relate an example to what you are looking. So what is a control deficiency? Well any problem in the design of or the operation remember we test the design or the operation so any problem with the design of operation that does not allow management to perform to reach its objective which is what functioning properly to prevent or detect material misstatement on a timely basis. So simply put control deficiency is something is not working properly in the internal control over financial reporting either in the design or the operation. Now what is what is material weakness now this is basically I put it in red to kind of emphasize its seriousness. Now you have a serious issue it's a control deficiency or many of them deficiencies over financial reporting for which there is a reasonable possibility that material misstatement of the company will not be prevented or detected on a timely basis. Now we do have a deficiency here but there is a reasonable possibility now what do we mean by reasonable possibility if you remember the lost contingency rules that you learned in intermediate accounting if not that's fine remember when we have a contingency it could be remote reasonably possible or probable. Here what we're saying is there's a reasonable plus reasonable possibility there's a good chance that this deficiency will not will not prevent errors from happening okay if it's probable it's higher if it's not remote we don't consider it if it's not remote but here it's a reasonable reasonably possible then we consider this as a material weakness it's a control deficiency that's considered material weakness that's the most serious one so it's important to know once you see material weakness material means it means important now we could have a control deficiency but it's considered significant deficiency I have this in dark blue I'm not really sure if you can see it or not I'll have prefer to have it in yellow but it would not look good. Control deficiencies over financial reporting but those are less severe than the material weakness so they are significant but not material although they are not material they are significant it's important to let management or people who are responsible for the oversight of financial reporting to be aware of them so we have control deficiency we need to know what control deficiency is something that's not going to allow you to perform your function properly but that could constitute a material weakness or it could constitute a significant deficiency or it just could be a control deficiency now the question is how do you determine the significance of the deficiency so simply put how do we determine whether this is a material or a significant deficiency material weakness or significant deficiency here we use qualitative as well as quantitative factors plus judgment so I'm not going to tell you for example this is exactly now we're going to look at some red flags but it's always a judgment what is the judgment based on well you have to evaluate the deficiencies that you identified individually and in combination because individually they may not be significant but if you combine them they could be significant or they could be significant individually you have to look at the magnitude of the severity of the possible misstatement because of this deficiency so if we have this deficiency what could happen what's the magnitude what's the size what's the severity what's the faciveness of this deficiency we could look at the amount involved the account involved because different accounts are more important the volume of the activity well the more activities we have the higher the possibility something could go wrong if we have one transaction maybe we could just focus on that transaction and control it but we have many transactions that could be an issue but also those transactions could be automated or not we have to look at that as well also we have to take a look at whether it's reasonably possible it's going to fail remember we talked about reasonable possible that's important it's is it going to fail now we don't qualify the probability of misstatement we don't say for example there's a 60 percent chance we're going to have this misstatement or 70 percent chance we don't want to fight us we just say is it reasonably possible to control what failed and we have to keep in mind although the control failed it doesn't mean a misstatement what happened and we don't take this into account so simply put we cannot say because no misstatement occurred because of this deficiency therefore it's not severe well the deficiency is there whether a misstatement happened or not we don't take that into account so no misstatement has to occur for the deficiency to be judged severe give you an example let's assume for every customer we have to check their credit before we sell them on account let's assume we fail several several times to check the credit and this is a serious deficiency well but all the customers paid well no misstatement happened nevertheless it's considered severe so no misstatement has to happen too counted as whether it's a serious or a severe control deficiency also the possibility of the statement exists a certain risk factor exists now again we're talking about different accounts different amount different exposure we have to take that into account for example if we're looking at the account we look have to look at the account type that's affected by this deficiency and the relevant assertion that we are looking at for example revenues we worry about overstatements as well as assets liabilities and expenses we our concern is completeness and or understatement we look at the frequency of error how many time this error is happening susceptibility to loss judgment estimate required for the transaction those are all risk factors that could tell you if there's a deficiency there the possibility is getting greater and greater that's a serious one we have to look at the interrelationship between controls and among deficiencies so if there's one control is it limited to one department one one one part of the company or is it going to affect other controls if there is an interrelationship between control many controls and many deficiencies is it pervasiveness also interrelationship could be dealing with whether we have a manual versus automated for example a manual control may be limited to one area but automated control could affect many area or vice versa but we have to know there's a difference between manual and automated control again one by itself may not be significant or relevant but when we put them in combination they could be severe and material because they could have interrelationship between controls and deficiencies also we have to look at the potential loss of the deficiency again here we're talking about the amount basically the same thing i said on the other slide just framed differently in the important of the deficiency when it comes to the financial statement how important is it how much does it affect would it affect our going from net net net income to net loss does it affect revenue what's what's the importance of it of the financial statement now there are factors that we are considered red flags and they are considered material weakness like those are serious serious stuff that we can identify some of them for example if people in charge of governance like audit committee internal control board of directors are not exercising strong oversight that's a material weakness we have some serious problem any fraud conducted by senior management that's pretty serious any financial restatement due to fraud or error because we have to restate no we might we're looking at some serious issues here any material misstatement or misstatement missed by the internal auditor if the internal auditor is not catching those basically it goes back to here they're not exercising strong oversight those are some serious weaknesses now remember when we talked about testing we said we test the design and we test the operating effectiveness therefore that if some deficiencies could be related to design some deficiencies could be could be related to the effectiveness of the internal control so let's go over some examples and we're going to start with significant or material weakness in design well that's design for example the design of internal control over financial reporting is inadequate or the internal control IT and IT controls whether it's application or general they're also not effective for example there is no proper segregation of duties that's in the design by design by design we have some deficiencies right there design over significant account transaction is inadequate so we don't have proper segregation for certain transactions and accounts lack of proper documentation for the design or poor documentation of the design that's considered a problem in the design itself maybe not enough awareness of the design of the internal control over financial reporting across the organization remember when you're learning about the design you're talking to people if you find out they don't really understand it and they're in charge of the internal control over financial reporting well that's that support design that's part of the design it means right from the get go they're not doing a good job because they don't understand it and if there's no method to report internal control deficiency or deficiencies in a timely fashion that's the problem with the design the staff lack qualification or training right right from the get go they're not well trained there's a problem with the design and there's any absence of the monitoring process so these are all we can say design deficiencies again we have design and we have operating deficiencies so what are some examples now of significant or material weakness in operation no proper safeguard of assets not now we're dealing with actual operation are we protecting our assets so they are properly counted no reconciliation we're not preparing reconciliation of significant account that's part of the operation and we're not doing it that's important the staff lacks independence and objectivity so when they're working they're not really doing the best job they can or they're not taken into account the the benefit or the or the spirit of the internal control because somehow they are not independent or objective because they maybe they have some undo pressure from upper management not providing misrepresenting information to the auditor that's part of the operating deficiencies now we're talking to them we're working with them an actual failure of either general or it controls the they're not working properly or a high degree of deviation or failure or exception rate now since we know about control deficiency significant deficiency in material deficiency the question is okay we found them what do we have to do who do we have to report them to so I'm going to break down into how what to do under non issuers and under issuers starting with non issuers what do we have to do when it comes to management and people who are in charge of governance well for non issuers any control deficiency is reported to management and writing so we have to report it to management and writing any control deficiency if it says if it's considered a significant deficiency it's also reported to management if it's a material deficiency it's also reported to management in writing well that's easy all deficiencies are reported to management and writing how about when it comes to people in charge of governance and we did not specify for non issuers this could be the board of directors could be the audit committee could be someone and the higher up well we do we report control deficiencies to them not necessary but we report significant deficiency significant deficiency system that's important remember this is dread flag this is like important well if it's important we're gonna report it to the people in charge material deficiency we also reported that the people in charge as well the question is when do we communicate those deficiencies to management and people who are in charge of governance well for the material deficiencies we have to report by the report release date significant deficiencies by report release date control deficiency within 60 days of the report release date now when it comes to issuers again we have three type of the control deficiency significant three types significant deficiency and material deficiency what do we have to report control deficiencies to management and writing and the answer is yes in addition to that we inform the audit committee remember issuers they have the audit committee remember here we are dealing with publicly traded companies so we do report to them and inform the audit committee that we did report this significant deficiency the same thing we report to management and writing and inform the audit committee material deficiency same thing notice management always they should know about everything because they are running the company they should know about all of those what about people in charge with governance and here specifically we're talking about the audit committee we also report to them significant deficiencies in writing because those are important they need to be aware of this as well as well as material deficiency we have to give it to them in writing now the question is when do we communicate the management and audit committee when it comes to issuers well prior to issuing the report on internal control for control deficiency prior to issuing report on on internal control for significant deficiency prior to issuing report on internal control for material deficiency so pretty straightforward now now i hope we understand what's a control deficiency what is considered significant deficiency what factors do we use what's considered material deficiency who do we report it the next thing we're going to do we're going to look at actual reports now we're going to look at actual reports for issuers and for non issuers to show you the actual reports and what i like about the report it summarizes the whole process because in the internal report we're going to basically go back and restate and summary exactly everything everything for an integrated audit because that's what the report is summarize everything and what i'm going to do i'm going to feel guilty about this i'm going to have two separate recording one for issuers for one for non issuers although they're very close to each other it's okay to see it twice it's going to help you prepare for the exam better what should you do now go to far hat lectures work mcq's look at additional resources that's going to help you understand the integrated audit this is an important topic on the CPA exam they test you on it so be prepared i'm always here to help you good luck study hard the CPA exam is worth it