What's up, everybody? Ricky Carruth here. Welcome back to another live cold calling session episode 35 Coming up to you. Uh, listen guys. I'm I'm still, uh, I'm still on a high from the Miami trip Miami.  I flew down to Miami 800 agents right as an incredible event super hype it's right there for you to watch and I think everybody's still kind of On cloud nine from that event because let's face it guys We just haven't had an event in a while and just to get out see everybody in the same room in the same place You know to be able to actually shake hands talk to real people not just a zoom call screen video Actually see people in real life. We just felt good. It just felt good. It felt right You know and guys all the love you showed me during that time, uh, you know I mean people were telling me that I mean I had agents coming up and saying listen I've been in the business nine months. I followed you from day one and I've sold 16 properties You know like just story after story after story after story You know before and after I went up, you know, it was just amazing to hear You guys's stories You know and and questions a lot of people a lot of you came up wanted a picture and had a question you know it was It was surreal surreal is to say a good word for it. So next stop is Salt Lake Okay, next stop is Salt Lake City You guys can go to zero to diamond dot-com backslash events Let me make sure yep. It's in the comments on YouTube All right, or if you guys are watching on a different platform You can go to my website zero to diamond calm backslash events or just go to the events tab And pick up free tickets. That's the next thing about this tour zero to diamond tours all free for you guys All right completely free for you guys So if you're in Salt Lake or for your close to Nashville if you can get to Dallas Charleston All those are on the books. I'm working on Philly. I'm working on Connecticut working on several others so come out and Support and network with everybody see everybody use it as a use it as a Networking event, you know, let's let's get together right. Let's get to know each other. Let's you know Let's create some some relationships with some other agents in the area and let's do some business Right. Let's do some business. So Looking forward to seeing all you guys next stop is Salt Lake. I'm just so excited I'm so excited. So if you're anywhere if you can get to Salt Lake, please go to zero to diamond calm backslash events Grab a free ticket tell everybody, you know, and I'll see you guys there. So today. We've got Lauren Henley right, she's in the Houston area in the suburbs of Houston and I'm really excited to have her on today to make these live calls and listen guys again. I don't I Never know what's gonna happen on these calls. I don't know the skill level of these agents They just reach out and say they want to be on the call next week. We have a gentleman in California Who it's gonna be a very Fun call and then the week after that because you guys have been asking for someone who is more experienced You want to hear somebody that's more experienced because most of them I have agents that are three months in one month in six months in Because that's the kind of agents that are reaching out to me that want to do this you experience guys aren't reaching out saying I want to do the live call thing So I have a guy that's been doing live calls for many many many years that's coming on the week after next But if you if you have some serious experience and you're really good at cold calling Send me a message Send me a message come on the show show those skills off. We want to see Some we want to see some talent. We we learned so much from the newer agents And I don't know how long Lauren's been an agent We'll find out in a second, but we learned so much from the newer agents And every single call session is incredible. I learned something from every single call session But it's gonna be interesting to hear some of the more experienced because it's kind of like You know, you can't teach an old dog new tricks kind of thing So it'll be cool to hear some of these guys that have been doing it for a while and Hear what because you know, they weren't exposed to zero-to-diamond when they got in real estate So, you know, are they you know, are they using the old school? Scripts are they still using the 1980s scripts? Have they have they, you know kind of combined the the old school scripts and The zero-to-diamond scripts who knows it's gonna be fun to watch So definitely continue tuning in guys. I'm gonna continue doing this show for sure the real coaching in real time I want to bring that back. It's just been really difficult To to do that every week, but I will be bringing that back at some point I've been so focused on my real-life events to be honest with you been so focused on my real-life events It's been hard to squeeze everything in there But I'm not gonna give up on these live calls because I think that's where most of the value comes on these live shows In about 30 days or so. I'm gonna do a huge two announcements Two huge announcements for you guys coming up in about 30 days So definitely Be on the lookout for that as well. All right, let's bring our agent in see what's going on today. Lauren. Can you hear us? Yes, I can hear you Good to see you Thanks for having me Tell everybody, you know who you are what market you're in how long you've been selling, you know a little bit about yourself I'm in the Houston market. I've been in real estate six months with Keller Williams, I just capped last month and super excited, you know to be in real estate and Expand my skills. That's why I reached out to Ricky to kind of give me some pointers on how to make those cult calls and Sound like a friend and family member rather than just somebody trying to make you sell your home Absolutely, absolutely so How many deals have you done you say you've capped in six months? How many deals is that? Yes, so I've done about five deals Okay, I Mean look to do five deals in six months is absolutely amazing, right? I mean, I'll just be straight up with you.  It's kind of Way above average. So how did you do that? I'm just my working with my sphere and then just not being scared to put myself out there and Ask for things because you know the worst thing they can say is no so just keep pushing forward and Get all the experience you can get. I mean every deal I've had has been completely different You know, nothing's the same so constantly learning new things Nice nice cool Yeah, the echo is horrible, but that's okay. We're gonna we're gonna deal with it.  Yes, I'm working through the geo leads in a neighborhood. I just closed on three homes last month So that's where I'm hitting a target at Okay Without further ado, let's hear that phone ring. Let's all right hear the dial tone running. I want to hear people saying hello Like who is this kind of deal I want to yeah, I'm here some stuff happening Cool guys. Yeah, thanks for tuning in today guys I hope you get a lot out of this as I do every video that I put out and also my podcast It's hitting every single day on iTunes SoundCloud Spotify all the different podcast channels It's a seven-day a week affair over there on the zero-to-diamond podcast straight fire Every day so make sure you guys are tuning in there. Give me a five-star review And give me a five-star review there on iTunes if you possibly can I would really appreciate that and I'm still giving away free copies of my book list to last I'm gonna mail you a signed copy All right, so you can text me for that All right, here's the number. Oh, you're ready two five one three one two eight eight four four two five one three one two eight eight four four Text me on that number add yourself to my contacts and I'm picking I still got about a hundred more winners to pick this week Hold on just a second Oh Cool You unmute yourself when you're when you're ready to roll there, so I'm not echoing and stuff Let's check the comments guys if you guys have any questions be sure to put your questions in the comments there I'll be answering them periodically throughout the show today Yeah, and I'm still answering every single DM on Instagram too guys, so Keep sending me messages there. I love seeing those You know you guys you guys are really inspiring me With all your stories and stuff. So keep it up keep asking me questions there. That's the best place to get me I answer those every single day Kim Kim Moyer Send me a message.  What should you do next? You're feeling a bit lost Send me send me a message. I'll be glad to help you. I can send you all my new agent You know content For you to go through and hopefully that can help you get started on the right foot ready All right, here we go guys. This is it the moment. We've all been waiting for are you nervous? Yes Come on The first one's the hardest call. Do you get nervous when you're not on YouTube live? Yeah Okay, so this is normal. It's one of those things like a bandaid, you know That sucker right off Once a year once a year Hey, Joey Joey soda Joey soda message me on Instagram Joey, I'll be glad to help you Tamara call me in Florida off experience Came all the way from Pennsylvania. Wow Thank you Thank you. Yeah, people are telling me how far they came and stuff. It was blowing my mind Not gonna leave voicemails today You don't have like No, I knew her. Hi, is this mr. Ellis storm. Hi, this is Lauren Henley with Keller Williams. How are you doing today? I'm well. How are you? I am good I was just calling to check to see if there's anything I could do for you I recently sold three homes in your neighborhood and I was seeing If there's anything I could help you out with today. I'm real estate. Were you looking to buy or sell anytime soon? Okay, and if you did Do something in the future. Is there an agent you would work with? No, I had any plan on selling anytime in the near future Okay, well, would it be okay if I stayed in touch with you? Yeah, I mean I could say I don't know. How'd you get my question? Yes, I just got it from the town like white pages. Oh Okay. Yeah Awesome. Well, can I get a good email address for you? I'm sorry an email address for you. I'm sorry. Can you hear me? Okay? Hi, mr. Ellison, this is Lauren Henley with Keller Williams, I believe the phone just dropped My number is<PHONE_NUMBER>. Call me back when you have a moment. Thank you. Bye Yeah, I Don't know if I can take any more of this That um, that need this neighborhood has really bad reception. So I don't know Because it was like it was almost like he was like, oh, can I hear I just He's heard emails like I getting bad My gosh It's like it's like you're like I'm with Kelly Williams. He's like cool You're like, yeah, I was just gonna see if something I could do for you. I sold three houses. He's like, how can we do what? Oh I'm a real estate agent I sold three houses like this is what I do. Yeah buying some properties Yeah How do what I don't know again, let me repeat houses here My call actually dropped. So I don't know. Maybe it was Yeah An email. Well, I think I'm getting bad reception You call them again No Next Next Hello. Hi. Is this Laurie Yeah, hi, this is Lauren Henley with Keller Williams. How are you doing today? Okay Yeah, I was just calling because I recently sold three homes in your neighborhood and I was calling to see if there's Anything I could do for you today No, we might be interested. Okay. If you did happen to do something in the future. Is there an agent you would work with? Yes Okay, thank you. Have a great day Hello How you doing? Hi, is this mr. Hello, is this mr. Tawari? That's me. Hi, this is Lauren Henley with Keller Williams. How are you doing today? Yes, I'm with Keller Williams the real estate agency Yes, yes. How are you doing today? Good. Um, I was just calling because I recently sold three homes in your neighborhood And I was wondering if there was anything that I could help you out with today I'm a real estate agent. I recently sold three homes in your neighborhood And I was calling to see if there's anything I could help you do today No, we are unpacking What kind of help can you handle? I'm sorry. What was that? What kind of help do you want to give us? Okay, um, I was just calling if um If you were looking to sell or buy in the near future if there's an agent you would work with I'm done. Oh, come on. No, please. We are happy there. We are. Thank you very much here Okay, thank you. No problem. Thank you. Bye. Bye. Bye Hey, Lauren Or I'm gonna mute you so I can talk for a second. Um Two things one The uh on the last one when she said that she did she had an agent You could have went cool. Who is it? And then she tells you who it is. Oh, they're a great agent or whatever. Look I'd still love to stay in touch with you Right, that's your laugh. I I'd love to still say I'd love to stay in touch.  What's a good email? Right, so still go after the email even if they have an agent Okay Right, so if they have an agent say oh cool. Who is it? Oh great that? Yeah, they're great. They're a good agent Listen, I'd still love to stay in touch with you. So You know doesn't hurt, right? Is that okay for saying touch cool? What's a good email? At least take a stab at it, right? Yeah Right and then on that last call Okay, no, I actually have three things that was one on that last call Okay let's talk about tonality Because your pitch of your voice goes up like four octaves and you sound like Honestly, how old are you? 29 You honestly sound like a Maybe a eight a 17 year old You're like you're like and i'm just telling you because like i'm listening like it's not saying in a bad way or anything Like that's fine. Like this is part of the process.  You're like I can't I can't redo it. It wouldn't do it justice, but um Talk to them like they're your mom or dad Right Like your mom or dad. You're not going to talk to them like that now I'll tell you what it sounds like It sounds like a 15 year old trying to ask their parents if they can use the car for the weekend You're like, can I use the car for the weekend kind of thing?  Yeah, I think it's just my work boys Yeah, no, I get it. I get it Let's relax a little bit and you don't have to like change today I'm just like that way you can go back and watch this video and take some notes and be like, okay I'm gonna work on this this and this you know what I mean Um, but like that's something that you're gonna have to work on also Yeah, I don't know not a lot of I don't know I think it's just tone like like I would like to hear you say like i'm enjoying the day isn't gorgeous, of course Like I would love to hear you say that because it breaks up the how are you doing in the sales part of the call Like I would love to hear that buffer, right? I would love to hear that But like more so it's like i'm fine with you going into I'm just calling to see if someone could do for you. I sold three houses in your neighborhood because Like you sold three houses in their neighborhoods. You got some instant credibility there so like but it for me It's more so like the tone isn't right You don't sound like somebody who just sold three houses.  Right and and here's the last part When he was saying no, no, no, I'm not doing anything right now, right? Yeah, he's like no. No wait. No. Thank you very much Yeah, right then you should be like sir. Wait a minute. Listen. I'm not trying to get you to buy or sell anything right now You know what I mean I'm not trying to get you to buy or sell anything right now What i'm trying to do is see if there's an agent you might work with in the future See what i'm saying? So you have to understand why you're actually there Because when they start to take it to a place That that you're not you're not taking it to List their property, but that's how he interpreted it, right? Because he assumed you were wanting to list this house because you're a real estate agent calling him. Yeah But if but as soon as you recognize And you you won't get this like I can read people like as soon as I recognize that he's going that direction I'm like wait a second like hold on a second That's not what direction i'm going here. Just so you know i'm not trying to get you to list your house You know i'm just calling this to let you know I sold some houses And see if you have an agent you might work with in the future You know and so you could maybe try to reel them back in you know what I mean? Right so listen Three things one if they have an agent still go after the email by saying who's the agent? Oh, that's a great agent I'd still love to stay in touch. Is that okay? Two we have you're gonna work on your tone over the next six months Right and then three Try to start reading people when they're taking the conversation in a different direction than you are and reel them back in And bring them back into your world. Look. I'm not trying to list your house, sir I'm trying to see what I could do to help you and see if there's somebody that you might work with If you were to do something, you know what I mean, right?  You can just hit it and move on to the next call It'll wait and then leave it after the beat Is your volume all the way up Yes Maybe turn it down like halfway Hi, is this mrs. Birchham? Hi. This is lauren henley with keller williams. How are you doing today?  How you doing today? Yeah, you know what I mean like get in there Somebody said I sound like a dragon How so like breathing fire kind of dragon ton you have a lot of people Put your hand up for my answers Tony had a lot of people call back but didn't remember who they actually were Right, so the thing about that is is We don't have to remember who they were like they're just human calling us. It's like they call us or like, hey, how are you doing? Hey, yeah, look i'm ricky kruth. I'm local real estate agent. How you doing? You know, listen, I was just calling to see if there's anything I could do for you You know in terms of buying or selling or whatever, you know, you're looking for a good real estate agent Guys don't is this mrs. Jane dn Oh, maybe I have the wrong number. Are you the owner of one nine seven one eight beach creek court Okay, uh, my name is lauren henley. I'm with keller williams. Um, how are you doing today? Good, I was just calling. Um, I recently sold three homes in your neighborhood And I was wondering if there was anything I could do for you today Now we probably will be thinking about doing something in the next couple of years or so But not right now or not. Okay. Is there an agent you would work with down the road? Uh, we don't have anybody picked off specifically Okay, well, would it be okay if I stayed in touch with you? Okay, what's a good email for you?  Being real estate related. Um, feel free to call me and I will um get you added on to my weekly email address with market updates and Listings, you know in your neighborhood that are selling Would that be okay? Okay, we're watching the market and I keep saying let's go now and he's not ready so Oh, do you know, um, where you would move whenever the time came? No, we're gonna move. Um, we're moving into a retirement community retirement. Okay. Have you looked at, um Have you looked at the retirement area in town lake?  Oh really?  So yeah, we're gonna be we're going back east Okay Well, awesome. Well, I'd love to work with you in the future and uh, like I said if there's everything Anything you ever need, um, just feel free to reach out. Okay. Thank you so much. Bye. Bye Oh my god She wants to get out of houston My gosh, you should you need to you need to send them a pie You need to send them an apple pie you should have said ma'am. Do you like apple pie? You should have said ma'am What's your favorite pie? Oh, no, I didn't hold on I didn't write down her address. Hold on. Let me just go back and put You need to send her a pie and you need you need to send her email It needs to say it needs to say thank you so much for your time on the phone today Let me ask you. I didn't get a chance to what's your favorite pie How do I go back to the list view? Oh my gosh You'll find it there I'll just I'll just reverse look up her name. I can Another way That's okay Yeah There you go guys. There you have it Let's see. Okay. I love this one circle prospecting his future business What do you do to fill the phone on now? Joseph there's no such thing as now business everything is future business Right, whether it's next week next month next year whatever I've got people that I've got a guy that he made 3,800 circle prospecting calls and closed 20 deals off those 3,800 calls Took him like a couple months and closed the 20 deals within like five months 3,800 calls 20 deals and like 300 email addresses You know, um, I don't know man But I do believe that you should diversify your Prospecting, you know do do geoleds do new expires do old expires do Sphere influence do past clients do for sale by owners like Intern at least diversify your Prospecting don't just do circle prospecting every day old expires every day circle of influence. Whatever don't do the same Prospecting every day switch it up. I hope that answered your question there joe Dude, you you nailed that You nailed that transition. She was like well, we're looking to do something a couple you were like Well, is there an agent you would work with if you were you know, you're like is there an agent you're gonna work with on that? That was beautiful. I was gonna I was gonna say Find out why they're still on the stuff but you covered that you're like, where are you gonna move to? So she basically told you that here's what I was gonna tell you never tell people you're gonna send a market Sorry, what'd you say never say the market update thing Oh, yeah, I've heard that in your youtube, but I don't know what to say Like why just say I'll stay in touch with you. Yeah I'll stay in touch with you via email. I'm gonna stay in touch with you that way.  They are and find out if you could help them with real Yeah, kind of but this is what you do lauren you actually use a different cell like it could be for cell by owner or cell by another agent It could be a listing you can call them off and say listen I don't want to take it too much of your time, but there's four listings in your in your subdivision I was just calling to see if there's something I could do for you All right, I don't want to take it too much of your time today, but You know three houses sold in the last month. It doesn't have to be yourselves Three houses in the last month sold in your neighborhood. Just call to see if there's something I could do to help you Right, so it's not about the cells that you made it's just about you providing market information to them that they may or may not know That's very recent information Try to give them some like breaking news type information and ask them if you can help them in any way This is just to get the conversation going guys You um on these geo leads, um, does yours say when something is active on the market? um Quite possibly, you know, they're adding features all the time. Does it tell you that? No Two eight one five three six So what I do is I kind of look them up as I go.  I'm gonna look and see what's actively for sale Of course, I'm gonna do that anyway because I'm trying to like familiarize myself with the market But I'm gonna take out those active and pending listings. I'm gonna delete them off the list before I make my calls Yeah I got five clients at once who want to buy sell how should I deal with the situation? Help them buy and sell How do you deal with this situation? Figure out what they want to buy or sell and help them buy or sell it. What's the problem, bro Which leads do you purchase on red x expired g leads and for sub owners?  But the homes that have soul were not sold by you. It's okay It is perfectly fine.  Is there anything in the world I could do for you. It doesn't have to be your sales Hi, can you reach best morning, please? Joe Sedona Hey ricky lots of lots of golden nuggets wish more people would listen I think people do listen man. I think I think we're making a big difference I think we're making a big difference The plus is not only g leads plus is not only emails, but also gives you more like $100 instead of 2,000 for 50 Simple math guys. Hi, is this mrs. Secola? Uh, mrs. Judy Secola No, this is not Okay, I must have the wrong number. Are you the owner of 1 9 6 0 3 bellicones hills court? Okay, thank you Okay What you're ready for your next quick tip Yeah, get their information anyways Yeah, when they're wrong numbers today. Oh, okay. I got you. Listen. I'm a local realtor. Are you looking for a good real estate agent? Hi, is this mr. Secola?  So okay cool. Listen. Are you looking for a good real estate agent? Here's one. What do you compose? I'm gonna mute you put your hand up What do you compose and weekly emails do you Write the emails one by one or you send automatic emails via CRM. Yeah, man everything I do listen Website here we go tells you every single thing about my weekly email 0 to diamond com backslash weekly email I'll put it in the chat 0 to diamond com Backslash weekly email. Oh, thank god I think I messed that up. Let me redo that is period diamond com backslash weekly email I create it send it out to my entire database Just put your hand up with somebody answers Okay Do you think three hours a day is enough for prospecting to start? I'm stuck at my full-time job most of the day Yeah, joey. Listen. Here's the thing um When you have a full-time job you take your day off and you need to make one solid call session Right like a four hour four four hour five hour whatever call session on your days off. That's all you can really do If you get some call sessions in during the week or during the You know time when you're doing your job like lunchtime before after whatever You know, that's a bonus, right? Don't don't beat yourself up too bad Joey you should hit me up man. I can help you a lot With this stuff. I can help you organize your week Hold on yards This is a good one Just kind of see if there's anything you do for usually get the first sub owner say no or yeah, bring me a buyer You know, what would ricky do kind of deal? Listen. I'm going to say okay. Cool. Where are you guys moving to?  Listen. Let me come check the house out If you made that connection It's all about connecting you're trying to figure out how to convert And I'm telling you you need to connect first If you're in a new state don't know anyone would you just jump on the phones? Yep Yep Do I recommend calling on weekends and holidays? I never did Never have You think people are still on vacation? No, no People weren't listen people weren't on vacation yesterday yesterday was Yesterday was july 5th by the way. Okay guys, when did that become a holiday? It was a regular workday for me blows my mind blows my mind Guys got some good comments going today got a Got some good calls happening on the show got some good comments. You guys smash the like button if you haven't already There's one for you Yeah, let's smash that like button guys. Let's get it on up there to 100 We're at 50 on youtube. Let's pump it on up. Smash it on facebook. Smash it on twitter. Smash it on linkedin I see you guys out there a way to get up the salt lake never been to salt lake Looking forward to seeing you guys in a couple weeks Okay, first time listener. Welcome to the channel. What are you saying your first outgoing? What are you saying your outgoing mess voice message? I just say name company phone number. Give me a ring when you get a chance Automatic voice message. Nothing fancy. I'm using it as a personal branding Personal branding tool What do I say when an agent? To an agent when a broker tells them to just get a va to do the calls not them Listen, the va thing can work odis If it's the right va with the right script right intentions and finding those are tough Right finding those are tough. It can work and if the transition from the va to the agent is seamless Like it can work like I can actually Make something out of like I can it can work. I know how to make it work But That's like almost not almost non-existent kind of deal That's just a compound.  I'm just going to get other people a roof house for me kind of thing is just this uh This this business is a lot of sweat equity guys You got to put that sweat equity in Rachel listen, I'm not saying like don't call on the weekends Like I'm saying if that's your day off you go hard on the weekends every saturday you do a five hour call session But I don't know don't call on sundays and don't call on holidays. That's my like advice I though a lot of people do More power to them go for it Zach Hughes wants to come on the show. How long you've been telling zack Lauren i'm coming to dallas step timber eight It's in the books go to zero to diamond dot com back slash events and get a free ticket until everybody you know That's happening Brian jones is in ballroom county. Why don't you email me brian? Let's connect So when i'm personal branding they'll leave a voicemail with their name or just drop a broad voicemail with name company. Give me ring back Hi, is this mr. Harrison? Hi. Is this mr. Harrison? i'm sorry Yes, are you the owner of Of one nine seven zero seven north stand gabriel river circle No I must have the wrong number. Uh, well, I have you on the phone. Um, is there anything real estate related. I could help you out with today No, I don't know Oh, okay. I got you. Well, thank you That I don't think that was a real Oh It's last name Last name's Harrison. I don't know. All right. Let's see. Okay. So Teran Like if it's if you're leaving if you're dropping the voice message you can't Hi, is this mrs. Rosario? No Wrong number. Okay. Are you the owner of one nine six zero two balcony sales? Peter if you're looking for my template or whatever just email me And and like the cc like the constant contact link once you sign up with them they give you my template I'm sorry the person you were trying to leave me know me Okay, how often do I call recall this and recall numbers that didn't answer once a year Okay, so rachel called an expired using my expired script Got a man that was kind of rude showed up to the house of flowers And now he wants me to call him in the first the week in august four million dollar deal What John she's in houston Yeah No, I like where you're going with the wrong numbers now You're not saying are you the owner at this address and if you do say you're the owner at this address Sorry, do you own a house on this street?   Yeah Cool.  All right. Thanks for having me on the show. Yeah. Yeah, absolutely guys. We'll see you next Tuesday Thanks for tuning in reach out to him on instagram if you guys need anything at all and we'll talk to you guys soon


Hello and welcome to a lecture on optimality principle learning outcomes by the end of this session student will be able to illustrate optimality principle and will be able to illustrate intra domain and inter domain routing before we proceed to the content you may pause here the video and answer this question the question is what are the desired properties of a routing algorithm the desired properties of routing algorithm are correctness and simplicity robustness and stability fairness and optimality correctness and simplicity it should be correct and it should be simple so that it could be easily understood and rectified if any problems are there it should be robust because so many devices constitute the network and once if any of the device fail then it should be robust to that failure it should be stable it should be fair enough to provide the chances for transmission to each and every router or the device of the network today we will focus on optimality principle before proceeding to the optimality principle we should first know what is the metric or cost associated with the network we know network consists of so many routers whenever router receives a packet from one of its input it should know to which of the network it should be forwarded or it should be passed on or through which network it should be forwarded to the destination network the forwarding or the passing on decision is based on the optimization which of the available path is optimal path for the packet to reach the destination ok. So, this decision is based on the optimization the first approach is to assign a cost for passing through a particular network ok we call this cost as a metric metric something high cost can be believed as a something bad and a low cost metric is something believed to be good ok. Let us say what are the metrics suppose we are using a throughput as our metric then high throughput means low cost and low throughput means high cost a throughput is nothing but the amount of data transferred from network or from source to destination between a specified time interval if we are using delay as our metric then low delay is a low cost which is good and high delay is a high cost which is considered as a bad. So, other than throughput and delay bandwidth then queuing delay transmission rate and the communication cost in terms of money associated through the network are some of the metrics. So, we will proceed to the optimality principle ok. We go in the next sessions into specific algorithms it will be helpful for us to note down one statement which is a general statement about optimal routes how to decide the optimal route ok. We should not bother about the network topology or the traffic through the network going on ok. This kind of a general statement is known as optimality principle. What is that statement? If router j is on a optimal path from router i to k then the optimal path from j to the router k also falls along the same route if we try to understand this suppose this is your router i this is your router j and this is your router k. The statement or the optimality principle is that if the router j if the router j is on a optimal path between router i and router k then the optimal path between j and k also falls along the same route. Suppose we are calling this segment between i and j router as r 1 and we are calling j to k section as r 2 then r 1 r 2 r 2 as it is a optimal route for i to k. So, j to k which is also optimal path falls along the same this is generalised optimality principle ok. If you say there is another router j through which you can reach the router k and if it is if this j to k section is j to k section r route is better than an r 2 then the optimal path from i to j could have been r 1 r 3 ok. So, this statement is contradict to the optimality principle. So, r 1 r 2 is the optimal path from i to j and on this path the router j falls. So, it is also optimal path for between j to k. As a result of optimality principle the set of optimal routes from all the sources to a given destination form a tree which is rooted at the destination. Such tree which is rooted at the destination is called as sink tree. Here we have a general subnet this is our general subnet where number of routers are interconnected to form a internal. Here it shows a sink tree for router B means which is rooted at router B as our destination is B ok. Here the thing to note is the sink tree is not necessarily to be unique. Other trees may also exist with different path lengths. As this is a tree it will does not have any of the loops. Goal of the all routing algorithms is to realize and use these sink trees for all the routers. The sink trees are indeed a tree so it does not contain any loops. So, each packet will be delivered within a finite and limited number of hopes means the packet will not keep on circulating through the network for indefinite time. But practically it is not the case it is not that much simple ok. At any time any link or the router can go down and come back up during the operations. So, the different routers may have different ideas about the current topologies. Routing protocols routing protocols are created to fulfill the demands of dynamic routing tables. The dynamic routing tables are used by dynamic routing protocols and these dynamic routing protocols are based on the adaptive routing algorithms. So, these protocols are used to update the routing tables. What is the routing protocol? Routing protocol is nothing but a blend of rules and procedures that allows the routers in the network inform each other about the changes happening in the network. That change may be about the status of the link whether it is down or up or whether it may be or it could be a status of a neighbor router which may be dead or which may be alive. Routing protocols not only allows the router to share whatever they know about the network or about their neighbors, but also it provides the procedures for combining the information received from other routers as well. Routing protocol can be categorized in the two forms. First is interior protocol and other is exterior protocol. An interior routing protocol handles intra-domain routing and exterior routing protocol handles inter-domain routing. Let us see what is intra-domain and inter-domain routing. We know the internet is made up of large number of networks, small, small networks, routed together as well as number of routers. So, a single routing protocol cannot handle the type of routing task of updating the routing tables for all the routers. So, an internet is divided into autonomous systems. What is autonomous system? Autonomous system is nothing but a group of networks and routers which falls under the authority of a single administration. This figure number 2 shows the two autonomous system. This autonomous system is numbered 101 while this is numbered as 110. Here we have two autonomous system. Autonomous system is nothing but a group of routers or network which falls under a single authority. The routing inside the routing inside this autonomous system is referred as intra-domain routing and the routing between these two autonomous system is referred as inter-domain routing. An autonomous system can have multiple intra-domain routing protocols to update their routing tables. The intra-domain routing protocols are RIP which is routing information protocol, OSPF, and short test path first and others. While the routing between the two autonomous system is called as inter-domain routing which is handled by exterior routing protocols. One of the example is BGP, border gateway protocol which is responsible for routing between two autonomous systems. These are the references. Thank you.


But let's continue. So part of this improving JavaScript, I'm going to go through a few tools that I use that sort of, I think, benefit my process. So those things can do things like keeping it clean. Keeping it clean is important because clean code can be readable. Like if you look in the background here, this is artificially terrible code, but it's hard to tell what's going on. It's hard to sort of dive in and be, I know what's going on here, and if there's a bug, I can figure out what would be causing it. So clean code's important there. Having to set standard of style also can be really beneficial for making it easy for people to jump in and out while keeping consistent code that just looks nice and reads nice and is maintainable. Dry is a pretty common expression in coding. It means don't repeat yourself. I added the O there because I'm going to be talking a little bit about including other people's code in your work and using libraries. Basically, making sure your code doesn't have a lot of redundancy in it. The more redundancy you have in your code, the more likely you are to run into issues where maybe something's broken in one tiny place. Even they're repeating this one piece of logic so several times you're coded. There's more places for errors to be. So breaking things down into small repeatable modules and also using external code that other people have solved problems for you to save you time and also reduce the chance for errors there. And to keep it moving forward. So keep using new technologies, trying new things and experimenting to sort of push things forward always and just lead to a more modern web. So the first tool I'm going to be talking about today is called ESLint. ESLint is a code linting tool which basically means it can read through your code and tell you and sort of pick out points that could be common errors. It can see styles and make sure that based on the style set you give it. You follow very strict styles. The nice thing about ESLint is how pluggable it is. It's got a very full feature configuration so that basically any sort of rules you want to set up you can to make sure your code fits exactly the style you're looking for. So I'm going to do a quick little demo of using ESLint. I've got over here some code right here. So I've got a few code I'm going to be working with and I'm going to use this section first. And so right now it's nice to format but I'm going to throw a few little bugs in there just for demonstration. So if you know the WordPress coding standards you know you want to have space between parentheses. You've got to throw some legitimate bugs in there like having a semicolon there when that should be a comma for continuing this bear statement. Let's just mess up a few other things. Okay so we've got some bugs we've got some style issues. So I'm going to go back to the command line which is over here and run ESLint. So I'm using grunt to run it but you can also run it just as a CLI thing. It has also gulp extensions basically however you want to run it you can make it work. So I'm just going to run my little ESLint task here. Is that big enough? I can make that bigger. That's better. So when that runs it sort of reads through my files and that's yeah okay. So it reads through the file and finds any issues with it. So we've got one issue first, parsing error, unexpected token. So that's from the most serious bug added for not having a closing parentheses there. But immediately we know there's a bug here. We don't have to go to the browser. We don't have to get anywhere. It just tells us there's an issue with your code. Right again and we should be getting a ton of issues now. So these are all the different style issues that don't even that don't necessarily break code immediately but seem like they could be an issue down the line. We've got things like this weird error which is actually from that extra semicolon. There needs to be spaces except all sorts of different things there and as you read through them you can go back in here and see oh we're missing a space there. Oh this is a semicolon and that should be a comma. I think that might be the things that we're causing out there. There's still one missing space on line 15. Column 23. Line 15 missing space right there. Okay there we go. So now we just get that one error and it says unexpected constant statement. That's because my current rule set doesn't allow consoles but it's a warning instead of an error. So it doesn't break anything but I just generally want to warn me so that I know when I'm pushing code to production it doesn't allow things to the console. It also doesn't allow debugger statements. If I go back to my code here I can actually open up my configuration file over here which has a lot of rules in it and it probably could be pared down a bit. It's sort of trying to emulate the WordPress coding standards with a few additions here. So we've got something that says we have the browser. We're in the browser so we want to allow things like window and document as global variables. We want jQuery because we're frequently going to be requiring that as part of our WP and Q statement. We're using common JS which I'll get into in a little bit. And then we also have all these rules which sort of set style and allowed things. And there are a lot of yes then rules. So overall we're only to look at right here. But basically each one sort of determines if it's an error, if it's a warning, if we should just ignore it. Special cases like we can set more specific things. Excuse me. So this is sort of a quick little configuration file I set up to try to emulate that WordPress coding standards for JavaScript. I'm sure there's some issues with it. I'm still sort of working on it. It's a living working thing. But it allows me to always make sure that my code matches the standards. So it's cool. And it's fast and it easily lets you know where issues might be in your code. So that's using ESLint. Next up we have Browserify. Browserify is a tool that helps a lot with don't repeat yourself section and also with others. So basically what Browserify does is it helps you, it allows you sort of connect JavaScript files together, both within your own local files and with external libraries. It implements common.js, which is a system used by Node to connect files together. It's sort of used this require statement. If you remember in my code previously, you saw that require statement here. Or not there. Here. Which sort of includes these libraries. If you have just require with a word node.slash in front of it, that's requiring it directly from the node package manager, which I'll talk about in a second. And it's assigning it to that underscore variable. If we do require with the dot slash first, that means we're actually requiring a local file. So that will require a model.js next to the file that it's in. So that allows you to sort of separate your code into multiple files for easy separation concerns for there. And finally, in that model.js file, we can use this module.exports to tell it what actually to get when that require function is called. So back in my code, if we go to this test.js file and not look at this code, look at the code below it. We can see we've got module.exports and then this sort of object that exports these three properties of it. When I export those three properties, we can then access them after it's required. So we've got require dot slash test require the local file. And then we can say t dot test to to access the test to property of t, which is the same property right here. So it allows you to bundle this things together when it's bundled properly. I'll run browser find this file to show you how it looks after it's bundled.  There's some extra functions stuff in here that is what browser files magic to connect things together simply. But overall, it's the same sort stuff. And I'll go into some of the details here in a second. But it basically requires these things together and bundles it all into one file for us. One thing I mentioned was including packages from node package manager. No package manager is part is included with node when you install node is the sort of local JavaScript non browser JavaScript. You can install your machine for running all these tools. So if you're running these tools, you'll have npm already set up. But npm can also install libraries for your actual development instead of just for tools. So let's say we want to use load ash in our local is in our project in our code on the browser, we can use npm to install into our project, which installs it into the node modules folder in that project. And then we can use that same required statement like we were up ahead, except instead of underscoring, you use load ash there and you get that underscore variable with the load ash library properly. You know, I'll just be automatically included there. It's very simple. It includes external libraries. You can when you include that save dev, it actually saves it to your package.json file, which allows anyone else to install the same packages and also last for like maintaining proper versions between them. It's real cool. And it's also it's once you actually get to using it, just having all these libraries at your fingertips, be included super easy without having to worry about WP and queue require statements and having a million squares being installed on your browser at once and all that stuff. It's it's really nice. And also that having those required statements means sort of ensures that if you're using a concat, you can have issues with when codes running in the order it's included. Well, this is sort of like, you know exactly where that file is included. And it also doesn't the global namespace because instead of having all these global variables from included libraries, you have them all just in those required statements. There are also things called transforms for browser fi browser fi sort of lets you run transforms, which modify how it behaves. It can modify how files are required. It can modify what sort of files are allowed to be required. You can do things like you can require SAS files into your JavaScript, which will let you just have this one larger JavaScript file that then expands out and to include all the SAS that is properly rendered into CSS. You can have JavaScript templates, which you just do require the template and then run that template as a function to output the proper text. One transform I use regularly for WordPress is called a browser fi shim. So WordPress has a lot of built in libraries. It has things like jQuery and backbone, which while you might think it would be okay to bundle and just have in your one file, if you do that, a lot of other plugins are also using these core libraries. You might end up having to download them twice. If you bundle it, so that's one download, and then another plugin requires it, so that's another download. So ideally you want to have them only use that one, this bundle of core. So what browser fi shim allows you to do is to tell browser fi, hey, don't include this package, access it by a global variable. So over in my package.json file, I actually have a little statement here that says, hey, if anything requires jQuery, instead of packaging the whole jQuery library into my bundle for the browser, I want to use the global jQuery variable. So then I can just have my script require jQuery and the in queue in WordPress, and then it will make sure it accesses that. And what that looks like actually in the compiled file, we can see right here. We can say, it basically says, if it's a window, get the window jQuery property. Otherwise, if there's the global variable is available to us, which is sort of a node thing, then we can get the global jQuery there. It shims in jQuery, so we don't have to include it in the actual package. Well, with load ash here, it's including the whole package down below in all this code. So that's sort of the best way to combine browser fi with WordPress there so you don't have redundancy in our code. The final tool I'm going to talk about is Babel, which is sort of a crazy little tool that compiles JavaScript from one form into another. The most popular use case of it is compiling what's known as ES 2015, or you might have also heard it be called ES6 into ES5 or the JavaScript that most browsers can read. So ES2015 is sort of like the next revision of JavaScript. If you remember like CSS3, when things were getting new rules there, sort of like a standard that's been agreed upon, that of new features that are coming to JavaScript, then most browsers still haven't really fully implemented. Some of these features, some browsers have implemented, but no browsers have implemented all of them. What Babel allows us to do is sort of use these features now and then have them compiled into code that all browsers can read. So some new features we get in ES6 are things like at the top there we've got arrow functions, which are sort of like a function shorthand. The special things they allow are, if you know functions normally, the this variable inside a function refers to the function object itself. An arrow function is that this variable actually is maintained with the outside scope. So it doesn't have its own this, which is useful in a lot of cases instead of having to use .bind for maintaining this. It also does a little trickery where if you only have a single statement in your arrow function, x returns that the result of that first statement. So this x, y arrow x plus y will return the sum of x and y without any return statement necessary. So it's a nice little shorthand that works well for passing in callbacks that are really small. Other things, the next two lines are let and costs. Those are two new variable declaration types. That is a more local variable. Normally with a var that it's only local to the function it's within. It's not local to an if statement. It's not local to just a block of curly braces, but that makes sure it's a truly local variable. It's sort of like really when you're using yes 20, 15, or 6, you can pretty much replace all your bare statements with that because that'll make sure your code is a little more contained within each block and not so much like having all your variables in the function up at the top. You can have all your variables for an if statement and stuff like that. Cost is sort of a variable that never changes you assign it once. It doesn't change after that, which is useful for just sort of establishing a set thing that will cause issues if you ever reassign it. Below that we've got template strings, which are a nice way of having custom template output in a nicely formatted thing that really hasn't been out available in JavaScript before. You've had to do string concatenation or use an external library for that, which is nice. This one below is a little more complicated. It's called Variability Structuring. We've got an array on the right and then two new variables on the left. Basically, we're breaking that array up into variables we can then access. Variables C and D get assigned to the first and second item there. C is equal to 3, D is equal to 4. It's easily breaking those things out. You can use this for things like having multiple variables exported from a function simply, also like that. The one below is a little more complex. The 4 of statement. If you know 4n in JavaScript, which is sort of like the previous 4H from PHP, 4n is nasty. It can cause a lot of issues that you don't expect. 4 of is sort of a more clean, more restricted 4n. It works with iterable objects, which are even objects you can define yourself to cleanly sort of loop through them without having to worry about has own property and all the sort of pitfalls you can run into there. I can't really go into the details of why you don't want to use 4n, but look it up. It can be a little gross. Also, there are a ton more features than this. There are things like classes and all sorts more stuff. You can look it up. Babel has a big list of them with good descriptions on all of them. There's some really cool stuff and I feel like I even haven't sort of just scratched the surface of what you can do here. Babel also can compile JSX, which we'll probably hear about a little more later today as we go into React stuff. JSX is sort of a custom format for React that makes the templating and objects of React much simpler to create and read through. And before I continue, I'm just going to go through a quick little demonstration of how that Babel works. So if you remember before, I was commenting out some things because I actually have the ES6 version of these things. So up here, we can see instead of that module that exports, I'm using this export, which is actually the ES2015 real version of modules in JavaScript. So this is coming. It's cool. And we're going to have it. It's great for HTTP too. But while we don't have that full setup yet, we can use Babel and BrowserFi together to still combine them and modules that use this new syntax. So here, I'm going to do the same thing. So up above, in that previous file, we had the export and this file we have the import. So export is sort of like that you export and you give it variables or functions with names and you can access those on the other side then. On the import side, I can do like import underscore from loadash and then Babel will convert that to a require statement like below and then BrowserFi will include the loadash library in there where we need it. This is a little bit of the special use of the import where we can import specific variables, not the whole package from a separate package, which is a nice way of sort of not getting crazy heavy libraries all at once. So I can import just test two and test three from that test.js file and ignore test one. And I can even reassign the name of test three to just test there. Same thing with this jQuery statement. So when I've converted that now I can save these files, run, I'm actually running Babel here as a transform to BrowserFi so I don't even have to run extra command I just run BrowserFi and automatically transform this. I'm going to run BrowserFi again. It bundles it and we can see back in here in that compiled file. It's going to look a little crazier because we've got all the Babel transforms going on here, but we can see there's still those require statements. It's all working now for us. It's all there. And we can even see we've got an arrow function here working properly if I actually run that test file. So if I run node.slash assets.js something happened. So there was an issue there but generally that would be outputting the right thing. Sorry about that. So we've got the arrow function that gets converted properly into a real function which I will show you up here. So test three exports this function here just like we're defining it here but it's much shorter when it's actually compiled by Babel. So finally let's talk about tying everything together. That link there is actually to a generator I've created. If you saw Mark Jacobs talk about yesterday at the end of the day he was talking about grunt init generator. This is a human generator. It's very similar. It includes this whole JavaScript workflow in it. So if you want to store work on it with your own projects you can generate it right up and play around with it. I've got a grunt file in here which I can show you briefly which has an ESLint task. It has a Browserify task and in that Browserify task I've got both that Browserify shim transform and the babelify which is the babel for Browserify transform which allows me to run all these things at the same time. So then if I run something like grunt scripts it does all three things at once. And I can even run a watch task. So any time I update a JavaScript task it automatically does all these things. It will warn me if there's any issues with the code I just saved. It will compile it properly and then Uglify is another thing that I'm not going over right now but it basically minifies any JavaScript you have going on there. So that sort of gives you the full process real fast, automatic and easy to do with you. And especially if you use that generator it's sort of just like you set it up with JavaScript and it works. You just write your code. You write your code with ES6 if you want to. You don't have to. You write your code with the main modules and it may require some node factory manager. And it's sort of magic. It just sort of works. It's nice. And you know if you if you're familiar with the node ecosystem and with development tools like this there's a lot of stuff going on. It's constantly changed.  There's also JSLint. There are a thousand tools out there and there are good use cases for each of them and each has their strength so it's often worth it to at least do a little research to see what's out there. These are the ones I've sort of rested upon partially from just getting to them first and partially from seeing other people's recommendations. So it's always good to sort of keep your eyes and ears open with this stuff because there's always new cool things being made out there and also you can be making new cool things if you have an idea of doing these things better than how these have been done. It's all JavaScript so if you know JavaScript you can write these tools. It's all just no JavaScript. So that's those tools. Does anyone have any questions on it? Yeah so back there I am still importing it and all that does in the main.js file I'm importing dollar sign from jQuery which basically gives me the dollar sign variable assigned to the jQuery library and then in the actual compiled file what happens is we get the jQuery global variable set to that. So still when we're enqueuing the script in WordPress we'll set jQuery as one of the dependencies so it uses that global jQuery object in case any other plugins are also using it. What I try to make sure we have well-established tasks so in grandfiles you can sort of you have the specific tasks that are running there but you can also have sort of groups of tasks together so I make sure that anything that has to do with JavaScript I include in the scripts tag so anytime I run the scripts it just does all my JavaScript compilation. I also have that set up with my watch test so up above when I sort of look for any change to a JavaScript file in the assets folder anytime that changes run that scripts tasks and do all the compilation there. So it's sort of there's still like a little knowledge about how it works there but really if you just run the watch whenever you're changing things it should always keep things properly managed there. And as long as you have things properly set up with the package.json file all they have to do is run npm install and they have everything installed properly. Anything else? No. I want to give it a try. I've been like using BrowserFi and sort of invested in it before I like seen what a pack it seems cool. I think it's some of it seems more intimidating because they're sort of more built into it. But I think there's still power in that. Some of the stuff I've seen it do it seems very interesting like it sort of can have multiple files being exported at once rather than a single file like BrowserFi. So if you want to only include partial modules for not including everything on every page that's a cool feature. But I think I'd have to dive deeper into it to fully understand it. I don't I get nervous about tools that I don't understand exactly how they work. So I want to make sure I like fully get it before I can really dive in. I I've definitely looked at that and I'm intrigued by it. I definitely see the bloat that's inherent in using Gulp and Grunt. And it appeals to me to run that because I can see that yes, Grunt is sort of slow. Gulp just still requires good amount of configuration and just rain the script from the CLI. I love the CLI so if I can just get that rain that's great. I think having the watch task is still a little clunky with that. But I've looked at maybe transitioning towards that too. It depends on how many libraries and these are including. I would say probably like with this Grunt setup I never goes over more like three more like three seconds or so. Yeah, if you're having like a lot of really big libraries that can take longer because then like it's including some big files and then also like Aglify has to can't cast a like it's compressed down these huge libraries. But generally it's never like crazy and you can keep programming laws compiling. So it's not usual. Anything else? If not, I'm going to be around. You can always talk to me and I like to talk about this stuff. Thank you.


Everybody forced here working 2022 obsidian and prism football hobby six bucks makes your number 13 random team style Find the results anytime a late in sports cards calm. They should run everybody and good luck. It just happened Jeremy You can rewind the stream It might be done uploading. I'll get you the link HD won't be available, but there's the link for the video Alright, let's go ahead and get started results can always be found a late in sports cards calm link is in chat as well for those Yeah, so processing but you can rewind the stream was to break just before this We'll start with two prism boxes. So two prism for obsidian 3d going moment inception everybody links in chat Random division style full case 16 boxes 32 autos 16 parallels Good deal. Yep. It is probably not done uploading at Jeremy We had we just finished it like like five minutes ago Ruby wave Jeremy Chin number to 149 for the Panthers Gary Wilson rookie Jets. Yep, Jeremy. You can if you rewind the stream. It was the break just before this one But when it is done uploading that is the link that will take you to the break and you'll be able to find it on the The channel page silver brilliant Travis Kelsey for the chiefs a purple Javon Holland Dolphins to 125 94 125 McBride and Ebbner Hyper rookie and Hutchinson Lions to 175. You think the gaming shop is haunted Nice hutch we got Traylon Burks and came on tip it out. I'm just wondering Like no, seriously, you think our job is on got an orange JJ watt Cardinals this one's numbered to 249 That's not a new place what's up Aaron tonight tonight silver AJ Brown Eagles God Zach Erts silver auto for the Cardinals Petrie Hutchinson Silver Kenny Clark for the Packers with a purple ice West welker Patriots to 225 cross Hassan Haskins Let's see. 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Maybe he believed that they could get better, you know I know, you know ten years Jake, I know I'm just saying like Part part like the competitor and guys like that is like I want to get I want to do it here You know like I want to we could do it like we're not giving up. You know what I mean 20 but Sally forest camo Jaguars 15 of 15 Hey, happy Easter's Invicta Everybody every Easter eggs are probably worth a fortune right now Serving how much a dozen eggs cost Silver brilliant Travis Calcy for the Chiefs blue wave Marcus Mario out of Falcons the 199 Put the bag on boss to be the race tomorrow. All right, Anthony They probably have the edge in pitching barely I would think silver cordial Patterson Falcons Davis price to 149 rookie red wave auto for the Niners, but that right there were the razor red hot I'm they got they got them. They got that they got the swag. They're also playing at home Thornton Davis Forest pulled the forest. I did do that hyper Jonathan greener to 175 for the Texans Christian Watson. I don't know man. They could go 162 and oh, it's not impossible. I Like to see a good series though. I mean, it's kind of a measuring stick for both teams I mean the Red Sox are all right. The best team the razor played so far Rookie red wave jacquan brisker for the Bears to 149, but with no no Duval It's no American League MVP is gonna be tough. Of course. They're going to Florida Duval won't play with the heck Silver Muth for the Steelers To 25 Trayvon Walker rookie forest camo auto Jaguars very nice hit Luke with Jacksonville To forest camo Jaguar lineman in the box Blue wave Hendrickson to 199 since he was cook Kyle Hamilton. What's up Keegan? How you doing, man? I've ever had a good Easter. I'm excited for Western now Silver Donald driver Packers Hyper Alex Heisman Steelers to 175 Yeah, speaking of Duval That was that was I was like almost in incredulous transition right there I'd have three homers 11 RBI's tomorrow. I would I would be okay with that green scope rookie to Kobe Durant to 75 Rams Booth snoop you pull the 101 snoop would be pretty cool Okay for obsidian now Let's see a See a Kenny Pickett Contra We might have something nice here. I have something nice here you guys Carl Aftis rookie to 50 for the Chiefs Purple to 100 rookie epic at CA Falcons. You have something nice here Deontay Johnson Steelers probably nicer than a Kenny Pickett Contra Yeah, it's pretty nice is a Kenny Pickett colorblast Jose with the Steelers Smash the break crushed it destroyed Get the Prism Auto Got the colorblast Snoop-a-loop boom-a-loom Zaboum-a-foo right there. 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You're supposed to that kind of stuff You're supposed to like do that right one of 50 Saints oven Khmer Supernova Daniel Jones Giants Joe Burrow to 100 Jersey card for the Bengals Well, hey, well, that's what happens when my wife loves to do this thing where she sits down on the couch with like food or something And like gets under a blanket and then is like can you give me the remote? Can you give me a napkin? Can you give me some water? I'm like, what am I do say no No, because then I'm a bad guy Go bangles the 99 I'll con quo rookie auto Titans She could deal with the the the horrendous jokes, but even you don't even joke So just there's just horrendous things that I say three thirteen to seventy five Jalen waddle lightning strike auto dolphins Orange color match Is there really not one? 275 Danny Gray rookie Jersey auto for the 49ers. I wouldn't say no to my wife. Anyway, don't tell her that Don't tell her that but I wouldn't I wouldn't say no. She asked me to do something. It was for her neon mojo, Sam Howell To five What a gorgeous card. I love the neon mojo's excellent addition to obsidian this year Danny see with the commanders What a break Keontae Ingram cardinals rookie to 75 Cooper Cup Rams To 125 unbreakable rookie Jersey Eric Yuzukan, Mdolphin's Traylon Burke's to 75 unbreakable rookie Jersey for the Titans No Carl.  She's not going Unfortunately orange Aaron Donald Rams number to 75 Derek Carter 100 for the Raiders Baker Mayfield Panthers base Elijah Moore jets to 75 a Tommy material Jersey card 1950 George Pickens rookie patch card Steelers. Oh my What is wrong with you rookie auto dealers showing Junior to 50 for the Bears, what is wrong with you? And Traylon Burke's to 175 Titans rookie dual Jersey auto really good break Let's do a recap. That was a lot of fun Another one of those coming up next Still halfway on inception guys. That's coming up after the mixer. All right relics of Izu Khanna burrow Derek Henry Traylon Burke's Elijah Moore Pickens autos of Erts Davis price Trayvon Walker to 25 Mike Woods Chris Olavé Chris Olavé Traylon Burks Danny Gray Jordan Davis Chagosia Moconquo Jalen waddle Vilish Jones Jr. Red It's a mere white RPA Neon mojo Sam Howell commanders to five. That's two out of five.  Thanks everybody one more coming up next


Hi, I'm Rusty Komori, and this is Beyond the Lines on Think Tech Hawaii. We broadcast live every Monday from the Pioneer Plaza in downtown Honolulu. This show is based on my book, which is about creating a superior culture of leadership excellence to achieve extraordinary results. Today's special guest is the coffee king, Ray Souter. He is the president of Kona Coffee Purveyors, and he is a fantastic example about this superior culture of excellence with meticulous details. You'll see why he is definitely the coffee king in Hawaii, probably in the entire United States and potentially the world. And today, we're going beyond coffee. Ray, so good to have you here. Good morning. I know you for so many years, and you're such a great guy, so successful. But I want to know about your history, where you were born at. Were you born here? I was born in Montana. Oh, wow. I grew up part of my life in Seattle. Okay. I moved to Hawaii when I was 14, and attended actually Kailua High School my sophomore year, and then ended up going back to Redmond, Washington to finish high school. And then did you play any sports during your high school experience? In Kailua, I ran track and cross country, and then at Redmond, I played basketball and ran track and cross country as well. Fantastic. And then what about college? What college did you attend? Well, Rusty, I went to Central Washington University for one year, mainly to play basketball, which when I got there, my expectations, it was a little tougher than I thought, and I was a bit bored. And I moved back to Seattle and got into the construction business. So from doing construction, how did you connect with your dad's construction company? Well growing up in a construction family, I had been taught from a very young age, so I developed a skill set by the time I was 18. So I was able to have my own business in Seattle for a short time, and then I ended up moving back to Honolulu and working with him in his business. Great. Now, I know you have a beautiful family. I know your wife, Jackie. I teach tennis to your son, Liam. Can you share more about your wife and son? Well, I was very married to my businesses for many years and ended up getting married to Jackie when I was later in life. And amazing lady. She played a very big role in our business now. And then we have a beautiful son, Liam, who loves learning tennis from you. But he's five now, and it's a good thing. And I love how we just showed the picture of Liam pouring coffee. How involved is he in your business right now? He's been roasting with us since he was three years old, but he claims that he likes the coffee business, but we'll see. Now, I want to know, Ray, you are the first guy. I never drank coffee before. You're the first guy that actually cultured me with coffee. I don't know if you know that, but I actually learned about coffee and started appreciating coffee because of you. How did you first get into coffee? Well, my first job in coffee was in Seattle. I worked for what was then a very small company, Starbucks. Oh, wow. It was interesting, though. I don't tell a lot of people that because the company they are now is very different from what I worked for. They were a coffee bean merchant. OK. Coffee, tea, and spice. And it really, the smell and the feeling of being in the store that I worked in really gave me a love for coffee. Great. Now, I want to know how you started Honolulu Coffee Company in 1991. Can you tell me about how it all began? Well, as I told you earlier, I was in, back in Honolulu, working for my father's construction company. But I had never lost that love of the smell and feeling of a great coffee. And at the time, there was not much good coffee in Honolulu. So we ended up getting an opportunity to put a kiosk at what was then Grovener Center, now Pacific Guardian Center. And it was a kiosk that we built. And we just started serving great coffee from one cup at a time. So while you were leading Honolulu Coffee Company, why did it grow so much into such a successful business? Well, you know, for me it was, I think if you look at the history of a lot of larger companies, they may have grown faster. But we really grew from landlords calling us. They saw what we did. We got an opportunity to go to Alamona Center, which was, we started with a kiosk. And then we had to store there as well. Then we ended up roasting there as well. So we really, it was just pretty much answering the calls that came in. We didn't really have a vision to grow that much. And then why did you sell Honolulu Coffee Company in 2008? Well, my father got sick, and I was in LA living with him. And I ended up breaking my foot in LA. And he was laying in one bed, and I was laying in the other. And these people that have been talking to me about buying my company for a couple of years, I ended up calling them at the time, because I had time to reflect there. And we ended up selling the retail business to them. All right, and then why did you start Kona Coffee Purveyors? Well, so I just mentioned that we sold the retail business. We kept the roasting business the whole time. And then we were roasting, and we really, we had a brand that was, it's hard to connect to people when you're online only.  And we had an opportunity to open Kona Coffee Purveyors at International Marketplace. It's been very exciting.  I mean, it's such a beautiful place. There's, I mean, people just absolutely love it there. Why is it so successful? Well, Rusty, for me, doing this for many years, it's been 27 years now, we're just very dedicated to doing an excellent job. From the minute you walk in the door to the way that we treat you, the build out, of course, and then finishing with a great product. But I think the biggest reason for our success at International Marketplace is the combination of great pastry and great coffee. Yeah, can you talk more about the pastry part? So we had an opportunity to meet my wife and I. We met Michelle and Belinda from Be Patisserie at a brunch they were doing with M&W here in town. And at the time, we just had signed our lease at International Marketplace. And we wanted to serve a great product with our coffee. And we ended up having an opportunity to actually almost partner with them so that when you come into our cafe, you're going to. And I tell people this a lot. Typically, when you go into a cafe, the pastry is OK. Typically, when you go into a great bakery, the coffee is OK. So what I wanted to do was develop something where you could get a great coffee and a great pastry. Even if you were there for one or the other, you would have the other one while you're there. And I think that that combination has really proving to be a great success. Well, I can attest to that because I look forward to going there as much as I can. And I know a ton of people love to go there. And it's really because of you and your standard of excellence. And I mean, it's amazing. Your employees, your team members, I mean, they're so happy to see the customers.  You feel like you matter when you're there. And why is it? Why do your team members respond like that every single day? Well, I think that we teach that the customer is the most important thing to us. Of course, to me, the real something that I always want when I go to an establishment is to be served with someone who is actually excited to see me. Of course, with humility, which is I think. And the young people that are on our staff, we've really found a great team there. But there's just a series of steps that is important to us, beginning from you walk in the place and it feels clean, very important. Then the atmosphere, it feels good. Then you're looking in the pastry case. Then things are looking good. Then somebody's going to say good morning. And you haven't even gotten to the point where you're going to purchase a cup of coffee or a pastry. And then you finish with the product. So I teach my team that every one of these steps has to be in sync with each other so that the customer feels that great experience and they want to come back again. Makes sense.  So let's run the video. Coffee grows all around the Hawaiian Islands and this one specific area, this very special place called Konar, grows one of the best tasting coffees in the world. I first got into coffee in Hawaii in 1991 and I wanted to start a company that really specialized in the finest single estate Konar coffee you could find that would compete on any level with world-class coffee. Hence, the relationship with the farmer is so important to everything that we do here. Here in Konar, the soil is very organic. And by maximizing what the soil is giving us in different areas, the natural elements in the ground will create different flavors in the coffee. You get a beautifully created flavor that's very boutique. It's so special. It can't be recreated. Konar coffee purvers will not accept anything but the best of Konar. Ray is a very interesting person to work with. He is probably one of the pickiest customers I have. And he has taught me a lot about taking this coffee that we're developing here to the next level in roasting. Ray, I absolutely love that video.  And you've been getting national recognition in Food and Wine magazine. You've won the Gold Medal Award at the Golden Bean National Roasting Competition. How does all this national recognition and awards make you feel already? Well, for instance, Food and Wine shows the best coffee in every state. And this is something that we weren't aware of. And I think it goes back to what we were talking about, is that every step that we do is so important. Now, when you talk about the award that we won for the Golden Bean, North America, that really is a reflection on the work that you saw in the video that we go through to finding the great coffee beans, Jackie, my wife, who does an amazing job with our roasting, profiling, tasting, we actually taste every batch of coffee we roast before it leaves the roasting plant. And I love that. And we're going to show another video to really go behind the scenes for everyone to know how meticulous you guys are. So if we can run that video as well. Once the coffee arrives at the roasting plant, now it comes into a whole new arena as far as where our hands get involved. Now we're going to take this coffee and make it amazing. I run Kona Coffee Barriers with my wife, Jackie. And my son, Liam, comes to work with us every day. I'm really lucky to have Jackie in my business as my partner. This room that we're in right now is our cupping laboratory. And it is one of 16 in the United States certified by the Specialty Coffee Association of America. Cupping is a sensory process in which we use to evaluate the attributes of a green coffee and roasted coffee. And we're going to hone in on the best profile for this coffee. Then we're going to come out to the larger roaster and put that profile in and roast the coffee. When people think roasting coffee, it's like, I'm going to throw it in the roaster. And in 15 minutes, it's going to come out, it's going to be finished. But it's actually a lot more complex than that. We here at Kona Coffee Preveyors feel that roasting is an art. And it takes a specific roast to get the best flavors from the coffee. And this is where our expertise really comes into play. Our collection of roasters is really that they are able to manipulate the coffee effortlessly through these different stages and control so many different facets of it. But mainly, is that you have a lot of consistency within the roast. You don't have unevenness within your roast. And that's really important. Kona Coffee is a very special coffee. Our passion is to encourage people to drink medium roasts so that they can really taste the coffee characteristic. Technically, what a dark roast is is that you just take in the roast furthers that you're getting a deeper roast color to it. And what that does is, at some point, you're really obliterating all of the nuances that make coffee unique from region to region. Kona Coffee has special flavors that you don't want to burn. The last thing we want to do is roast through its inherent characteristics. The person who loves Kona Coffee is one that their coffee experience is always a special occasion for them. Because that flavor within the cup is so full. It's so rich. It's got essence of coffee blossom which are like jasmine. It's got caramel, chocolate notes. It's so well balanced. And it's got a very delicate acidity which just smooths the entire experience on the palate. It's really one of the finest coffees in the world. Ray's not just coffee roasting operation. He puts his heart and soul into it. To make it the best it can be. Everything that he does is all about the experience. It's all about creating authenticity. And he is obsessed with quality. I would say that we're just very passionate owners. And we're really working for our customers to make sure they get the best product we can produce. Ray, I think everyone now knows why you're the Coffee King. And it's amazing, your standard of excellence, your attention for details. I mean, meticulous details. It's amazing. We're going to take a quick break. And when we come back, I want to talk to you about leadership and success, OK? You're watching Beyond the Lines on Think Tech Hawaii with my special guest Ray Souter. We'll be back in 60 seconds. And aloha. My name is Calvin Griffin, the host of Hawaii Uniform. And every Friday at 11 o'clock here on Think Tech Hawaii, we bring you the latest on what's happening within the military community. And we also invite your response to things that's happening here. For those of you who haven't seen the program before, again, we invite your participation. We're here to give information, not disinformation. And we always enjoy response from the public. But join us here, Hawaii Uniform. Fridays, 11 a.m. here on Think Tech Hawaii. Aloha. Aloha. I am Howard Wigg. I am the proud host of Cold Green for Think Tech Hawaii. I appear every other Monday at 3. And I have really, really exciting guests on the exciting topic of energy efficiency. Hope to see you there. Welcome back to Beyond the Lines on Think Tech Hawaii. My special guest today is president of Kona Coffee Preveyors, Ray Souter. And I am convinced that he is the coffee king. And I have a feeling you'll agree with me too. And today we are going beyond coffee. Ray, you have my book Beyond the Lines. There it is. What are you liking about the book so far? Well, you know what blew my mind about it, Rusty, is it says so much to a entrepreneur like myself about leadership and excellence and exceeding expectations and so forth. And I was very pleasantly surprised that you wrote such a wonderful book. Well, thank you. Yeah, it's been very inspiring to read. Well, it's all about outdoing what you've done and those details and really building the great habits. And that's what you do. Well, to me, consistency is so important. And I always teach to my kids how important humility is. So often in coffee, I don't know if you've experienced this. It's easy when somebody learns how to make a great cup of coffee that they'll have an attitude with you when you're in a cafe. And then this is just so horrifying because we want to present that coffee with humility. And that's the entire experience. But what a wonderful read, my friend. Thank you, Ray. And I want to pick your brain right now. I mean, you're obviously very successful as the former owner of the Honolulu Coffee Company. And now with the amazing Kona Coffee purveyors, how do you define success? You know, that's a very interesting question. But I think we work very hard in every step from, as you saw in the video, from the farm, from the relationship with our farmer through the processing, through the roasting, through the execution in the cafe. But like I said earlier before, what we try and achieve in our cafe is to really simplify it and say, hey, what would you like to experience when you're in a cafe? And we try and touch on all of those points. But you know, excellence is really defined by, is the cafe busy? Yeah. And we are very fortunate that we have a very busy cafe and we feel that the people, the returning customers, are rewarding us for our excellence. I think it goes both ways. It's excellent.  You know, like I've said before, I think it's just a dedication to perfection in everything that we do. And if anybody who's worked for me and knows me, they know how I like things to be very perfect in every step. So, you know, again, people have a lot of options in coffee. Maybe they're coming for the way they were treated by the employee. Maybe they're coming for the coffee. But to me, every step has to hit in unison for the people to really come back and patronize our place. I like hearing that. And every successful person, they've had obstacles along the way. What would you say was your greatest obstacle in achieving your success? And how did you overcome that? Well, I think after 27 years, we've had a lot of obstacles. We've had a lot of hurdles that we've had to overcome. I think one experience I had having a cafe downtown many years ago, and we had started to go down the road of serving a full lunch and really getting into the food business, then we made a decision, hey, are we a coffee company or are we a restaurant? And so at that point, we bought a roaster and we started roasting our own coffee. And we moved more away from food and just promoting what we really know, and that's coffee. All right, now I have another question for you. What do you hope to aspire to achieve in your future still? Well, what's happening in our cafe right now is people are enjoying the coffee, and they're starting to buy more and more coffee to take home. So what Jackie and I are working on right now is building our online business to make it very easy for people to enjoy Kona Coffee all over the world. And it's very important that people have that experience in the cafe and that they know they can continue to have it at home. And then to make it easier for them to make that purchase is they always have this beautiful feeling of their time in Hawaii and the coffee that they had. And that's really what we're going to be working on over the next couple of years is building that business. Great. Having your standard of excellence and really striving for perfection, that's amazing. That's what every business or every sports team should be striving for. And oftentimes, you can't achieve it. But when you chase perfection, you'll catch excellence. I like to say that a lot. Now, knowing all of that and your high standards, how do you keep bettering yourself? Well, I think I'm constantly challenged every day by, I think the biggest, the hardest thing in our business right now is dealing with the employees, trying to instill passion into young people about how hard work is not a bad thing. I think getting them excited about the coffee business is something that's easier to do. But I think that's the biggest thing that we work I mean, we work tirelessly on building a team to represent our company to the public. No, and I love your team. You have a great, high quality team. And I think all of the employees there, all of your team members, they should be very fortunate and proud to really be a part of your team. You've obviously learned some valuable lessons through your career so far. What advice would you give to other business owners currently or future business owners? Well, for me, it's to specialize. So you come into my cafe and we do coffee and pastries. We don't try and sell a lot of different things. And I think that when you really specialize, people can feel that when they're in your establishment and they know they're at the best place. Then they taste it and that they know they're at the best place. So I think for me, specializing is the key to success. I know two people from France that absolutely love Kona Coffee Purveyors.  And they said it often is better than being in France because you can experience that in Hawaii. How is that as a compliment to here? No, that's amazing. But I can't give enough credit to our partner's B. Patisserie who is Michel Suos. He's the founder of the San Francisco Baking Institute and his partner, Belinda Leong. She's the pastry chef. But he's from France. And I think that his influence into the pastry selection and the way they're made and so forth is people from France come in and they get very excited. Now I have to ask you something kind of interesting here. What do you think was a mistake that you've made in the past business-wise that really helped propel you to where you are now? I think I've made a lot of mistakes. I think when I was younger I would get distracted by things that were not focused towards coffee. And I think that was the biggest thing that I had to learn. I also got into some tough rent situations which I had to learn that in my industry if you don't keep rent to a certain number you're probably not going to be there in a couple of years which I think you can see around the country when people may think it's a cool idea to put in a coffee company or a cafe and they don't understand that rent can really put you out of business in all of the expenses but I think that's the biggest thing that... But you know there's been a lot of obstacles. Being doing business in Hawaii you have to work very hard.  Well I think my father of course who's a great businessman taught me a lot of things. Certainly growing up and being a perfectionist but certainly the people that I'm working with now even my wife is very inspirational to me because she's taught me so much about she's so good at things that I'm not good at. And then partnering with Be Patisserie has been such a great experience as well. I'm amazed that I know you for so many years before you met Jackie. And you and Jackie are like the perfect super couple for taking over the coffee industry in the world. I mean with your guys standards and the details it's amazing to see. Well I think we have very complimentary skills. I mean she's a food science major and her whole life before I met her had been sensory. So had I known that when I met her I would have married her a long time ago but certainly I'm more on the business side now and operations and she's really running our sensory division and every, like I said earlier, every coffee that we roast is tasted by her before it leaves the roasting plant. So it's a great experience working with her. Of course working with your wife has many challenges but maybe she has a lot more than I do. It's working so. Well Ray it's a winning situation that you're in and you guys are creating a situation for others to really follow and emulate. So I really wanna thank you for sharing your insights on Beyond the Lines today Ray. Thank you. Thank you Rusty. And thank you for watching Beyond the Lines on Think Tech Hawaii. For more information visit my website RustyKamori.com and my book can be purchased on Amazon, Barnes & Noble and all Costco stores in Hawaii. I hope that this TV show and my book will inspire you to create your own superior culture of excellence and to find your greatness and help others find theirs. Aloha.