Thank you all very much. You're very welcome. My name is Alex White. I'm Director General here at the Institute and I'd like to welcome You all this afternoon, whatever you're expecting or we're expecting. I'm not sure if included walking on to a movie set but you've had that pleasure and We're surrounded by that outside, but I don't think it will affect our deliberations and So our sessions this afternoon maintaining competitiveness while advancing the net zero transition Is that's the agenda and my role is really just to do what I've effectively already done which is to welcome you here and tell you who I am and to introduce our Chair of the session before I do that. I just like to recognize the presence of Barbara Nolan and The representative the EU Commission here in Dublin and thank her for all of her support and continuing Cooperation with us here at the Institute, which is really invaluable to us and I would just Identify our two distinguished speakers Matthew Baldwin and Jacob Berksman I won't say too much about them because our distinguished chair will do that and our chair is Professor Lisa Ryan and Professor in energy economics and at UCD well known to us here at the Institute as a member of our climate and energy group and A great supporter and participant in many of our activities So I'm really looking forward to this session as my pleasure to hand the floor to Lisa Ryan. Thank you very much. Thank you very much Alex and Thank you all for coming here today. I think that's a great turnout We haven't had so many in-person events I think well I certainly haven't been attending so many in-person events and I'm delighted to be with distinguished speakers I think it speaks for the speakers that so many have come today So we are delighted that Matthew Baldwin and Jacob Berksman have Are going to speak to us today So Matthew is the Deputy Director General at DGNR Which is the European Commission's energy department for those not familiar and then Jacob is the principal advisor to the DG for climate action and so both of these are here in town as part of the European Commission's Roadshow and are going to speak to us about European energy policy, but also really in the content the low-carbon transition the context of Competiveness, and I'm very interested in this topic. I had signed up to come even before I was made the chair Because I do think it's an important topic I teach this topic to students and I'm constantly I'm showing them the three pillars And I think it's something that if we want to have a future low-carbon In in Europe then we need to be able to convince our citizens and businesses that this is going to be not just not at the expense of Competiveness, but actually that's going to make us more competitive in the future So I think this is a key topic for us to hear what your thoughts on it and what the European Commission is thinking about going forward with it so the So the structure here is that each of you will speak for ten minutes And then we will open for a Q&A and I should say that this is going to be is recorded now So we're all here in person. It's not a hybrid live streaming event But the opening remarks are recorded and then we're going to have Q&A, but which will not be recorded and that will be Chatham house rules so I look forward to wild and Interesting discussions when you're since you're not going to be recorded at that Okay, so Feel free feel free so Let's begin and I'm going to formally introduce Matthew first who's going to be our first speaker So Matthew Baldwin was appointed as deputy director as I said before in DGNR and since 2000 Sorry in 2022 and where he is responsible for the energy platform task force He has served in the European Commission for over 20 years where he's previously Deputy Director General in DGMove for six years running the Commission's Horizon Europe mission for 100 climate neutral and smart cities by 2030 and also served And how smart are we I wonder And also served as the EU coordinator for road safety and sustainable urban mobility He was also director for aviation in DGMove and director for market access in DG trade So maybe I'll invite you to speak now and then I'll introduce Jacob Even though I'm being recorded now Therefore I had a very boring I think I think both Jake and I would very much like this to be in the spirit of a round table even If we are not around a table And and a sort of free and frank exchange of views really from the outset That's one of the sort of cliches here in terms of the name The other is in terms of a road show which conveys a sort of set and sweaty glamour as we Go around Europe at breakneck speed explaining ourselves, but this is to be slightly more prosaic This is one of a series of Visits or not just Jake and I but all the senior management the costs our two departments will be making And I'll try to explain a bit what the purpose of that is and and I will come to competitiveness But before I do thank you very much for your introduction Lisa Thank you Alex for have and thank you Barbara for being such a great representative for us and looking after us so well today I mean where this all stems from to pull back and we have got some very specific things is The transitional nature of the moment of course green transition energy transition, but political transition this year And it's a very important moment to take the climate Another misuse of the word about where Europe's going where different member states are going and the difficult Difficult and important choices we face on the climate and energy policies Jake's from the climate department. I'm from the energy department. We talk a lot. We work together But there are some interesting and important distinctions in terms of we do With the European Green Deal where we are absolutely and at one United We set the path towards climate neutrality and resilience by 2050 This means the right policy in place at the European level and at the national level Specifically we have a very we believe a very useful tool Called the national energy and climate plans, which are 10 year plans Which outline how each member state in considerable detail intends to meet the energy and climates for 2030 the Fit for 55 targets headlined in 55% emissions reduction caused by 20 by 2030 We're now in an active round of the NECP is being updated We received updated NECPs from 26 member states including Ireland I'm glad to say I thought I was gonna say and the 27th is Ireland, but no, you're one of them we published our assessment of the EU wide assessment on the draft updated NECPs last year and we've now also published Individual assessment and country specific recommendations for I think now 24 of the Plans that we've received again including Ireland relatively recent recently The good news is I think that member states are taking this exercise very seriously And I think they too tend to share our view that it's a useful tool and a comparable peer-to-peer tool that they all have To measure progress and to compare plans the slightly less good news is that the draft plans are clearly not yet sufficient to meet our EU climate targets and Member states now have until the 30th of June to try to incorporate Some of the recommendations that we've made and then to submit those final plans to give you an idea of the numbers If you look at it in terms of the 55% Emissions reduction target, we are currently at about 51% By 2030 so that's a quite a significant shortfall if you want to look at it in terms of in terms of an effort sharing reduction under the effort sharing regulation we are at 34% Robin to check I've got these numbers right 34% against an overall effort of 40 and Ireland is also Not quite there yet in terms of its effort sharing. It's at 42% against 48 Wrong, that's a 42% reduction By 2030 based on the 20 2005 numbers So rather than just send sort of bureaucratic missives out from Brussels to different parts of the EU We thought it'd be good to come and explain and try to explain a bit more detail where the concerns are the course There's been a lot of back-and-forth We've been delighted to be received today by Minister Ayman Ryan and colleagues from the climate and energy ministry This today for also is going to be a listing exercise for us as much as the talking exercise I hope to hear your views on where things Are going and and in particular we want to deepen this dialogue with national policy makers and Extend the conversation as far as possible to include all stakeholders and and really interested citizens We are very conscious in in all of this that we need to take account of different national circumstances It would be a completely pointless exercise to try to say one size necessarily must must fit all And and in that context how that combination of national and European policies protects people's welfare and well-being the competitiveness of companies Farmers societies socioeconomic cohesion and every country will be different. That's why this is so important And it also comes against a backdrop In which we have set out plans And we've called for a debate on a 2040 emissions reduction So again, we got a 55 percent by 2030. We've got our net zero by 2050 and in between the Commission recommends that we adopt a target for 2040 which we are we've put at 90 percent. So we need to get 90 percent of the way to net zero by 2040 that shouldn't come as too shocking an exercise We were discussing Jake earlier that if you draw a line from 2030 through to net zero by 2050 You you're at about 88. We're recommending going a bit further a bit faster by 2040 And again, it's just a recommendation for the consideration of the course of this coming period To precisely to try to provide that investment certainty that Clear a frame of action. So we put out two terrible Brussels speak Communications with the capital C setting out why we think we need to do this Why we think this is the crucial in terms of meeting our Paris Agreement targets keeping in goal the 1.5 percent So 1.5 degrees into the Celsius objective And again providing that continuity and predictability in terms of all the different not just investment loss of policy decisions Probably can private people need to be met It responds very carefully to the European Scientific Advisory Board and climate changes recommendation And and I think that's an important consideration We it's not just a commission in its ivory tower Plucking out a number. It's based on very careful modeling work very careful consideration just quickly from more of a an energy perspective if I could here And I'm particularly turning in to look at what Ireland has done and then Jake can speak to the more general provisions We know that's the We're looking for very clear sense of direction both on renewables We want to see a significant Raising of the ambition for the 2030 share of renewables If you look at the governance formula, which works under the national energy and climate plans We we we're looking at a 43 percent share under the national Climate plan Which is a separate exercise of course Island has indicated that it wants to have 80 percent of its electricity production Coming from renewable energy by 2030, so we're looking to see that translate into a strong renewables number in this plan and energy efficiency of course is a very difficult topic difficult in many many parts of the world and It's essential that the final NECP from Ireland really helps drive a clear framework towards these Towards this effort including national energy efficiency contributions in both final and primary energy consumption and a complete Description of the policies and measures that would achieve this target Based on the principle of the energy efficiency first principle being implemented and As we go forward and I know you to broaden out briefly and then I'll pass the floor over to Jake This this discussion is now taking place very much in the context of of competitiveness Some people say ah, this is the EU starting to wander away from Implementing of the Green Deal as its core principles. I personally profoundly don't see that I don't hear that in there in the description in a communication we put up last week I think present Wonderland described the European Green Deal as our new growth strategy But it does we do need to keep growth and competitiveness in this equation and in this discussion And that's why we're very happy to have this discussion framed in this way And we also of course need to remember most of my final point. I promise The broader context we are not just doing this inside the European Union Wouldn't have a sense of purpose and we are very excited that what happened in the last COP meeting COP 28 Which gave us I think quite a powerful momentum Overall globally towards the transition away from fossil fuels phasing out fossil fuels subsidies, for example and I know that Ireland has particularly Taken the commitment to phase out coal and people out electricity generation So this is a very positive sign and a positive contribution to what's going on at the international level We want to see now concrete steps towards that transition away from fossil fuels again orderly and adjust transition in the language of the COP And we also believe that the tripling of energy of renewables and the doubling of energy efficiency commitments at the global level Will help drive us positively down that line. So those are my opening remarks to kick off That's the context in which we're we're talking about it We are very keen to see Ireland continue to lead as it does in many areas Including in what it's ready to put on the table in terms of its national energy and climate plan Jake Okay, thank you very much Matthew Allowing to introduce Jacob first before I hand it over to you finally and so Jacob worksman is the principal advisor as I said to the director general of Climate for climate action in the European Commission since 2012 and his work focuses on the international aspects of European climate policy He is head of delegation for the European Union to the Paris Agreement and the UN framework and Convention on climate change Prior to joining the Commission he provided legal and policy advice to develop and developing country governments the NGOs and International institutions in the context of multilateral negotiations in climate change bio safety and trade He's currently also visiting professor at the Fletcher School of Law and Diplomacy and has lectured in international Environmental and economic law at several universities and I think I'll hand it over to you Thank you. Thank you chair and thanks to Matthew and thanks to the organizers and our hosts for Inviting us to join us today as Matthew says We're here primarily to Given a perspective from from Brussels on the particular stage that we are in climate and energy policy making But also very much to hear from from you on your views of both what Ireland is doing what it can continue to do and And how it's reacting to EU policy Developed within within our context It's hard for me even coming to an individual member state to fully remove my hat as a is a climate change negotiator What I do on a on a day-to-day basis is to engage with the rest of the international community To try to persuade them to be as ambitious as Europe hopes to be in tackling the challenge of climate change that Absolutely depends as our first and foremost diplomatic tool that we can demonstrate that we as the EU are taking the Paris Agreement Seriously, and that we are showing leadership. We only represent roughly 7% of global emissions So our climate change policies if they are about Preventing dangerous climate change as defined by Paris avoiding a 1.5 degree global average temperature rise only Succeeds if we can persuade others to follow as well This is a particular unique moment in time as Matthew was pointing out for for Irish climate policy for European climate policy And for global pilot climate policy and that is because of something that we built into the Paris Agreement called the ambition cycle Every five years rather than negotiating a new treaty as we did with the Kyoto protocol and then the Paris Agreement The Paris Agreement is supposed to adjust and refresh itself to bring new ambition Through a process by which we look at what the science is telling us has to be done We look at what we've been able to achieve so far in terms of implementation And then we set a new set of targets for ourselves to make sure that we as individual parties But the globe as a whole is moving towards net zero And we have increasingly specific indications of what we need to get there one is the the transition away from fossil fuels But but that's the essentially the idea of the Paris Agreement ambition cycle We as the EU very consciously and I think very conscientiously Designed that same ambition cycle into our European climate law So as Matthew described, we also now have to respond every five years to the science This isn't global science from the IPCC, but it's further distilled through the EU climate scientific advisory board into EU specific recommendations about What we can do in a cost effective manner to get our emissions down And then through these national energy and climate plans, we expect each of the member states also to say how they are responding So we're at a moment where we're supposed to be demonstrating that we are implementing our existing targets Those are the targets that take us out to 2030 the famous fit for 55 package that the NECPs are intended to address But it's also the moment in time where we begin to reflect on what happens next in the post 2030 period Where we can demonstrate that we're putting ourselves on a pathway to net zero as is required by the European climate law And as I understand is also required by the Irish Climate law and policy framework as well So we are we are compelled by the science to do this if we don't we're in deep trouble We're bound by the law to do this from the Paris Agreement To the European climate law to the Irish climate law But I don't know if you've followed in the press that the European Court of Human Rights just just ruled this week That in fact human rights law holds at least European countries To an obligation to protect their citizens right to private life and to life by responding effectively to the challenge of climate change so all the set of Legal principles and and and rules and guidance compels us as well the economics as As Matthew was describing invite us to move along this path as well If if what happened in Dubai Is is real if governments respond to what it is they themselves agreed that we are transitioning away from fossil fuels The economic opportunities of investing in that transition become absolutely essential for any Economy that wants to thrive and to prosper as the EU does and as Ireland does to grab on To this opportunity as well So the real challenge now is is aligning the politics making sure that the politics maintain that momentum and Making sure that the policies generated by those politics are granular and specific enough to create that very important investment environment to take place and to ensure that that that transition continues to have Momentum and that's where the the NECPs for Ireland for the different member states begin to reveal Well, how many specific steps has each member state taken to convert the law? What what the with the economics? Invite us to do what the science requires us to do into something that is more Predictable a stable and investable by by a combination of public sector and private sector investments and what we see from the Many member states NECPs is that they're beginning to take the first steps in that direction But our our review has indicated for Ireland and for others that that more could be done to create that more Specific policy context in which those essential investments really really need to take place So as hopefully our conversation will we'll get to in a moment We're now in this period where the Irish NECP is being updated And we'd like to hear from you as we've heard from the from the Irish government what the plans are to make that particular NECP a little bit more specific and Directional and the EU of course is here to help with that transition We have developed many tools to assist one is the NEC process itself Where colleagues like like mine from DG Klima? Robin is here a desk officer for Ireland who has studied not just the Irish NECP but also the experiences of other member states We can help with that kind of lesson learning so that that member states can learn from each other's policies Particularly in those areas that aren't directly governed by European policy and those emissions that are outside for example the EU ETS How they've for for example been able to tackle energy efficiency in buildings road transportation Land use land use change and forestry which aren't as directly governed by EU policy As as those sectors of the economy that are directly covered by by the cap and trade system So we can help through that But we've also been very careful to try to develop as much as we can Financial resources that can kick off investments as well So our response to the COVID crisis our response to the energy crisis In caused by the Russian invasion of Ukraine all provided opportunities for us to pool resources at the at the EU regional level and make them available to member states to help them with the recovery and with the cost of energy But we made sure that those investments would have to be aligned with our climate and energy goals as well and so there are now hundreds of millions of euros flowing to member states including to Ireland to allow them to invest in things like The the the and essentially the some of the policies and investments that lie behind The the NECP as it's as it's emerging We've also managed to through the ETS to collect Resources at the regional level to invest in the cutting-edge of what will be required to fully green our economy The latest of these is the innovation fund Which we expect to be able to raise as much as 40 billion euros over the course of the period between now and 2030 and we've already begun to make those resources available to investors that Come forward with credible projects where they believe that with some additional money They can transform energy technologies for example into commercially viable projects an example recently from from Ireland was a significant investment in a wave and tidal energy Project if I'm getting this right the Seersha development wave energy in Offshore and County Claire so we can help in in those ways as well And my understanding is that there are nine new proposals from Ireland alone that are entering the pipeline in 2023 for more investments of that nature We're also very impressed by the the framework that Ireland has put in place in terms of its climate law But also the advice that it's getting from the climate change advisory council and its committee on adaptation as to how it can ensure that public funds are flowing into the policies That can make all of all of this happen, but these examples Really won't take root the specific examples of project investments from resources coming from the EU Won't take root unless there is that that domestic policy context That ensures investors that there will be continuity over time that will support the use of these energies and and these these technologies Let me briefly touch upon the issue of agriculture because we know that that is a sensitive issue Within Ireland but also across the EU both Matthew and I have had the experience of having to walk back home through the streets of Brussels smelling the burning tires and stepping in the in the in the manure that was spread by farmers Some of them pushing back Against what they see is over-regulation Coming coming from from from Brussels There is no doubt that this sector the land use change and forestry sectors We describe it in the EU is one of the the toughest to tackle Not just because the politics but because some of the technologies Aren't yet available to help us for example to directly manage methane emissions from from from livestock And so it is what we call one of the hardest to abate sectors There is no question that if we're going to get to net zero by 2050 We're going to have to find a mix of policies incentives that make sure that we can get those emissions down While continuing to allow our agricultural sector our farmers to prosper And we are looking at ways and in some ways very innovative ways of how we can do that a recent proposal from the the Commission Has now established what we call a carbon removals certificate framework Well, which will incentivize? Farmers and foresters to put in place practices whereby they can demonstrate that those new practices are reducing emissions effectively By capturing carbon and storing it on a on a permanent basis And that's just one of the ways in which we're trying to bring that sector into the fold of the sectors That are covered by emissions reductions But in a way that made sure that they can maintain their their their livelihoods So let me just wrap up by pointing again back to the Paris Agreement and to where I usually spend most of my time another part of the cycle that is We are anticipating For for this year and the coming years is what we call the enhanced transparency framework So for the very first time all parties to the Paris Agreement a hundred and ninety countries Not just developed countries, but developing countries as well Including the EU and its member states will have to report in Their national inventories of greenhouse gases and the policies that they're putting in place in order to achieve their nationally determined contributions that the targets that they have Pledged to the Paris Agreement for us. It's our fit for 55 and we will have to see in that data Evidence that those policies are being put in place. They're beginning to be put in being implemented And that the the inventories of greenhouse gases are responding in in a trajectory that's bringing us on a pathway to net zero So the moment of accountability is going to be created at the Paris level as well as the European level And I'm sure that that Irish citizens will want to see as well that their governments are Responding to this challenge on the basis of that and the decisions that we take we took in Dubai We will then have to next year in Brazil in Belém come forward with our new targets And that's the the 2040 communication proposal that Matthew mentioned Where the Commission has recommended that in order for us to be true that we've committed to under the European climate law and to Respond to the science that we would Need to be on a pathway to net zero and that pathway for 2040 would include from the Commission's point of view a commitment to reduce emissions EU wide by 90% from 1990 levels by by 2040 from that we will extract our nationally determined contribution for the Paris Agreement and we're looking for a support from from Ireland and elsewhere to make sure that EU continues to show Leadership and we can only do that on the basis of the leadership that we see from member states like like Ireland


How do we convert leaps of sales? You're like, Cody, okay, let's hear it, let's hear it, man. Let's hear the good stuff. We heard your story. We know what you do. Let's talk numbers. Let's hear the brass tax, right? Okay, so what I want to start with is a recent, is a study that I'm going to share with you that's going to be a part of this e-book. And at the end, I'll remind me, I'll give the URL of where to actually go and get this e-book and download it for free. Okay, there's no shipping and handling. There's no free trial. That's actually freaking free, okay? So in this study that I'm going to reference, they worked over three years, 15,000 unique internet leads, and they made 100,000 calls over three years. And here's what they found. Here's what they found. The best days to make contact, the best days to make contact were Wednesday and Thursday. Okay, we're Wednesday and Thursday. The best times, the best times to make contact ended up being about eight to nine a.m. and about four to six p.m. So it's actually reaffirming a lot of things I knew and a lot of things you may have known. Okay, we noticed a response at the time that the first five minutes was the best time to respond. And after five minutes, the contact rate decreased 400% within the next five minutes after that, which is crazy to think about, right? Persistence, the actual persistence of okay, are we going to continue to work these things? A lot of ages, like the study is that 80% of sales are made between the fifth and 12th contact. Okay, but most insurance agents go one touch. Sometimes we buy a lead, we wouldn't even call it. You ever been that dude or do that, right? I have, okay? And you can raise your hand with me as we're a part of this virtual life, okay? Because that is a reality, some call it none. Some call it once, some call it twice, some don't call it at all. Okay, so what they noticed in this study is that when they went six calls they had a 90% chance of contact. A 90% chance of contact by going six calls, okay? By going six calls. So I set you up with that study to really open up your eyes to think about your specific business right now. When you're thinking about your specific business, I want you to take some notes today, okay? And when you're taking notes today, I want you to think about you, what you do, how you do it, and I want to give you tangible ideas and nuggets for free. My goal is that over the next 20, 30 minutes, you leave and you say, holy crap, that was the best 30 minutes of training I've ever received. That's my goal for you and I'm gonna do everything in my power for that to be a reality. Okay, so this will be a part of that free book at the end, by the way, okay? So there you go. Also, also, I want to jump into what is my 12 point, 12 point follow up system, okay? When you're working leads and following up with leads, here is what it is, okay? Here is what it is. We're gonna go day one, day two, day three. Now you can follow up with some leads after that, however, we're gonna put all of our emphasis in the first 72 hours when they have the best chance of remembering that they were a lead to begin with. So let's look at calls, text, and emails, okay? Calls, text, and emails. I want you to go three calls. Day one, one text, one email. That's a total of how many touches? That's five, right? Day two, two calls, one text, one email. That's four total touches. Day three, one call, one text, one email. That's three total touches. If you add those up, five, four, and three, that's 12 total touches within the first 72 hours, okay? Now I'm gonna move through a lot of this quick. There's a ton of material I gotta cover today. That's the main pieces, okay? Now, let me give you, we've got a CACell system with hundreds of videos that is extremely elaborate, that's great for training sales teams, all right? That was the 12 touch follow up system. Now, I want you to also leave one voicemail per day, right? When you can, a lot of agents will doorknock the leads that they couldn't reach, right? That were unreached. Now here's some other things. We learned earlier that six calls can equal a 90% chance of contact. Now, that is probably a little high for what we would see nowadays. This study was a few years old. However, if that's the optimal amount of calls, we should never not go to six, okay? Now, I'm gonna give you a secret that you need to be doing that will increase contact rate, and that is something called triple dialing. If you're not triple dialing, you are missing out on talking to leads. And what do you buy leads for? You buy leads to talk to them. You don't buy leads to sell them. You buy leads just to simply have a conversation with them. That's it. I wanna talk to them, right? So triple dialing, and what I mean by that is, okay, dial, they don't answer, I don't even voicemail, hang up, call again immediately. Dial, don't even voicemail, they don't answer, hang up and do it again, okay? Triple dialing, I wanna go up to three calls, bang, bang, bang, because that will increase your answer rate the absolute most, okay? So here's some other things that you can do to really help you get, help get you on the phone. A lead vendor's job, what the biggest misconception in our insurance industry is, is a lead vendor or a marketing company, or when you generate your own leads or whatever, is for those to be sales, leads never equal sales. Leads is an opportunity, and I want you to write this down today. Leads is an opportunity for you to make a sale. It's an opportunity to talk to someone. It's someone that has, a lead is someone that has some level of interest, maybe a 10, maybe a one. It's your job as a salesperson to follow up enough to be persistent enough to talk to them, have a conversation. It's also your job as a salesperson to be good enough at the sales process and that piece, if they're a one to move them up, right? If they're a six, move them to a 10, right? To get them to convert them. The converting piece is on you. The talking to a piece is on you, right? You can do everything in your power to make that a reality. Now, also you need to be thinking about calling at different times of the day just because we know the best times to call doesn't mean that you should call them every day at 3.30 or four o'clock and you just keep calling. Like I only make calls at certain times, Cody. So I only call them, if they don't answer three days or at the same time, maybe they're unable to answer the phone during that time. So let's take outside the box a little bit, okay? Also calling with a different phone number can get you outside of the box and can get you thinking, right? Because if that's the case, if you need to do that, when you do that, you could call from your office, you could call from your cell phone, I can go call from a pay phone if those even exist anymore, right? I can go to my grandparents' house and dial from a rotary phone if I want, you know? Or I can call a colleague, right? Team member's phone. I can call from Google Voice, right? You have options, whether you believe it or not. My spouse is, right? You have options whether you believe it or not, okay? So a different phone number is a good opportunity as well. Because if you think about this, the big thing that most of us forget and that we don't realize is that before I get in some actual specific phone tips that you've probably never heard before that you need to hear, 80% of cells, 80% of cells are made between the fifth and the 12th contact, but most of us do not follow up. Are we lazy? Do we not want money? Do we not want to help people? Like, are we just so successful that we can't call someone twice or even once? Like, what's the deal there, okay? So that's some initial piece. I'm gonna move the phone, again, I got six pages of content that I'm trying to get through as fast as I can because you're gonna get access to this, okay? To re-watch and you're also gonna get access to this from me. I'm gonna tell you at the end how to get access to this entire book for free, okay? So let's get into some actual phone tips. Okay, some actual phone tips. The first one is you need to assume that the right person answered the phone. What do I mean by that? That initial conversation with someone is the absolute best way to make sure, okay? Is the absolute best way to make sure when you speak, a lot of people are trained to say, I'm looking for Betty, is this Betty? Can I talk to Betty? Are you Betty? Do you know Betty, right? That is not the way to open up a phone call. Most of us are trained to ask a question when we jump on the phone. No, the answer is hello, Betty. And you say, well, if you think about this, which one is more successful? Which one is more confident? Hello, is this Betty or hello, Betty? The second one. That's what you need to be doing, okay? So that's the first tip. The second tip is I only use my first name when I'm making calls. Last name, nobody cares, they're gonna forget. Company name, nobody cares. They'll probably forget or it'll also give them a chance to interject early in the call. My job in the first 15, 30, 60 seconds of a call is to take control, remove the opportunity for objections and to continue down the script, okay? But you can't do that if we're not thinking outside the box and if we're allowing them to interject. When I say, well, this is Cody with Senior Marketing Specialists, right? They may say, well, I've never heard of them. Who is that, right? That's a chance for them to interject and we do not want that, so I don't even put it, okay? Don't even put it. The third thing is I don't ask, I don't ask what every other telemarketer and salesperson in the world ask, which is how are you? I don't ask it, okay? We're trained to ask it, every telemarketer in the world ask it and you don't even care how they're doing because you don't even know them yet, okay? So don't ask how are you. Fourth tip is do not pause, okay? So I'm about to give you a miraculous, a miraculous phrase. Hello, this is, hello, Betty. This is Cody. I'm getting back to you. What happened, here's the example of the wrong call. Is insurance agents make a call and they say, hello, here's the example of a complete wrong call. Hello, I'm looking for Betty. Hey, Betty, this is Cody Askins with Senior Marketing Specialist. How are you doing today? Oh, I'm doing okay, you know, why are you calling me? Well, Miss Betty, you filled out a form online saying that you wanted to get a quote or to talk to an agent about getting a quote for your insurance and then we pause. And when you pause right there, here's what you're saying, I'm not confident, right? I don't know what to say. Betty, I'm not any good. Betty, please take control of the call right now and please, Betty, please give me an objection right now. I don't know what I'm doing. Please insert an objection right here. The pause without a question is the death of the call. I want you to never do that again. Can we have a mutual agreement right now that you will never do that again? Okay, you promise? All right, good. Okay, so don't pause, all right? I'm gonna give you an example of the right call in a second. Also, sell a drop-off. If you're setting physical face-to-face appointments, sell a drop-off, okay? Or if you are doing phone sales, right? Then have a statement early on to absolutely grab control that does what? That finish with a question, right? You say, well, Cody, give me an example, right? Hello, Betty? Yes, this is Cody. Hey, we're getting back to you about those new state-approved final expense programs that you may qualify for. Now tell me, Ms. Betty, are you still living in the state of Missouri? Right, that's a statement to grab control early in the call. I'm either selling a drop-off time, either way, I'm grabbing control. I'm either selling a drop-off time or I'm trying to gain control immediately to keep them on the phone so that I can start to qualify them in or out of the product, right? Okay, so that's the last piece. Now, if you love this video and you wanna learn how to attract more customers immediately, all right? The next video is right here. It's for you, click on there, and I'll see you over there. In the insurance industry, if people can reach out to you through their business with you, it's a lay-down sell. Yeah, I think if you really understand the concept, the concept of being famous, right? I live outside of...


Trevor, what did you think the difference was tonight? The three-point line. They made six more. I looked down across the board, pretty much even in everything. Rebounds, assists, turnovers, same files. Then just like the three-point line. They made one more shot than us, but six more threes. And it's a maker mislead. It's about offense in his league. So they made shots tonight. I think we made their looks a little tougher than they usually are, even the best offense in the history of the league, right? 103 points, 43% from the field. Three-point line killed us. Is it, I guess, encouraging at all that after the last game, you said you guys needed to play solid. You guys played solid. Just came down to the three-point line. Can't look at it like that. No, we want to win. Understanding that you guys acquitted yourselves pretty well defensively against that team, considering how good they've been. On the other end, they didn't have Robert. They didn't have Marcus. What did they do differently at all, if anything? Nothing.  You got a team that have been together. Good continuity. It's the next man-up mentality for them, you know? So Robert Williams haven't been there all year. And they're 19 and five, you know? So Marcus Smart in and out the lineup. They still got Derrick White and Malcolm Brogdon in the brain, you know what I'm saying? Two guys that can pretty much do the same thing he does. So they got a deep team. Kevin, it seemed like every time you guys got it to two possessions or a little under that, you know, they would respond to rack it up a little more. Just how much of that was energy exerted to get to that point, then maybe cost you guys to get that final barrier and tie it or beyond or something else? You know, they just made timely plays. Well, offensive side of the ball, they do got to have a lot of space out there.  They're playing against a team like that, no matter how much they struggle, 13 points in the third quarter for them. It always feel like you could be in the game when you're shooting a three like that and when you got space like that. So you can get drives to the rim, you can get fouls. Some of your plays can work more when you got that much space in shooting. So you got to get them credit. We had our chances, you know, we cut the lead in the third quarter, fourth quarter, so they just made more shots. Kevin, obviously this team is two wins away from a title last year. So they give a lot of people a lot of different problems, but specific to the last year and a half or so, why do you think you guys have struggled so much to beat them? They're a big team. They shoot the ball well. They got a good length.  And, you know, they, we don't have a big margin for error, you know, you know, they can play at 13 points in the third and still be in good shape, you know what I'm saying? So you make up with that with your shooting and your length and, you know, they got a lot of it there. In that, oh, okay. In that first quarter, I think Jaylen Brownie, like 5-3, he's had 20, just, what did you see that allowed him to get off the way he did? Uh, just being special. I mean, that's who he is. He's a type player. He's been to season knocking down tough shots, being a score for them on all three levels. You got to give them credit. No one how good that defense already is. And it looks like sort of Brown and Tatum now, you know, two guys didn't get hot any time. You know, are they, I know it's only 25 games in, but did they look like they, maybe it's gonna be tougher to catch them last year? Do they look better than what they were maybe? This year? Yeah. All right, they look great. I mean, they look great last year. They just carried over to this year. I mean, they got more experience another year. Going to the finals definitely helps you as a team. Brings you closer.


Kevin Gostela is our next speaker, journalist, author, who's worked extensively on U.S. violations of civil liberties, in particular on the cases of John Kiriakou, Chelsea Manning, and Julian Assange. He's managing editor of Shadowproof, a press organization which exposes systemic abuses of power in government and business. Thank you. It's an honor to be here and be part of this really esteemed group of delegates. And also, this is a far better event than the Hayden Center event that was held back in December with some very unserious people, including a brief appearance by Michael Weestiel-Secret's Hayden. The political case against Julian Assange is primarily composed of a conspiracy theory that comes from the Central Intelligence Agency. In April 2017, as we've been hearing in the first speech from CIA director Mike Pompeo, he not only labeled WikiLeaks a non-state hostile intelligence service, but he also asserted WikiLeaks directed Chelsea Manning in her theft of specific secret information. Part of my book, Guilty of Journalism, The Political Case Against Julian Assange, focuses on unraveling this conspiracy theory. Manning was not directed by WikiLeaks to make submissions. She tried to share documents with The New York Times and The Washington Post. She maintains WikiLeaks was a last resort because the prestige media in the U.S. failed her. Thanks to the work of Yahoo News reporters, we now know that the label Pompeo affixed to WikiLeaks stemmed from CIA policy. The CIA did not want to brief Congress or have President Donald Trump looped into their plans to target WikiLeaks with a disruption campaign. They treated WikiLeaks as a rival spy service, as you just heard from Chip, to mount offensive counterintelligence operations, free of any oversight. Actions undertaken included the targeting of WikiLeaks' digital infrastructure. Agents had a green light to provoke, quote, internal disputes within the organization by planting damaging information. They could steal the electronic devices of WikiLeaks staff. The CIA also allegedly sketched out plans to kidnap or poison Assange. Much of the pressure campaign to force Assange out of the Ecuador embassy was carried out by a Spanish security company called UC Global. Its director, David Morales, has been accused of crimes in the Spanish court, and this arrangement, formal or informal, gave the CIA the ability to deny involvement, which is typical. Just recall how the CIA developed arrangements with right wing and often violent Cuban exile groups. UC Global planted microphones in the embassy. They targeted Stella Assange, their baby, and Assange's attorneys. There were audio and video feeds that kept them under constant surveillance. And as Margaret Consellor said, people who came to visit the embassy had to hand over their electronics, which were then copied by people at these checkpoints. Doss CAs were compiled on visitors. When former CIA director Leon Panetta was asked by a German public broadcaster about the CIA backed operation, he let out a belly laugh. That doesn't surprise me. That kind of thing goes on all the time. And in the intelligence business, the name of the game is to get information any way you can, and I'm sure that's what was involved here. For what it's worth, the U.S. Justice Department did not indict Assange after Manning was convicted in a U.S. military court martial. CIA discussions about putting Assange on a rendition flight stirred panic among senior officials in both the Trump Administration and Justice Department. As the Yahoo News report indicated, there were no charges under seal, and if Assange was abducted, as the CIA did with Khaled al-Masri and Abu Omar, there would be no legal basis to try him in the United States. Justice Department officials accelerated the drafting of charges against Assange, and by December 2017, within the first year of Trump's presidency, the DOJ had a sealed indictment. The CIA's actions were motivated by revenge, and they still are. WikiLeaks exposed their arsenal of cyber warfare capabilities through files published in March 2017. It was embarrassing for the CIA, and by April, they were hell bent on neutralizing Assange one way or another. Going back to Pompeo's April 2017 speech, he said we have had administrations before that have been squeamish about going after these folks under some concept of this right to publish. Pompeo proclaimed that Assange had no First Amendment freedom because he is not a U.S. citizen. The gloves were off. We barely know the extent of the CIA's operations against Assange and WikiLeaks. Despite a lawsuit in the Southern District of New York brought on behalf of attorneys and journalists allegedly targeted the U.S. Justice Department's prosecution, along with the CIA's influence over the judiciary, ensures that the full truth of their actions may not be known for several years or even multiple decades. But what can be stated confidently, largely as a result of the CIA, Assange languishes in detention, punished by a draconian process that takes a greater toll on him every day and leaves other dissident journalists, particularly foreign journalists, fearing that they may be next if they follow Assange's example and challenge the U.S. national security state. Thank you.


How to use sales demos to build a trusted reputation hey guys They are Fisher here. Don't forget to subscribe hit that subscribe button down there turn it from red to gray Don't forget to ring the bell turn all bell notifications So you're notified each and every time I go live or if I upload a video so sales demos You got to have them in this video I'm gonna prove to you that you need sales demos But not only that I'm gonna show you how to do them and that's the really important part now for the most part The internet and digitization. Is that a word digitization? I think so has helped businesses It's allowed you to get out there. It's allowed you to be in front of customers It's allowed you to spread your message, you know nationwide or worldwide depending on where you are and that's good That's all good, but there is a downside to that It also allows any customer any person any competitor to say anything they want about you online Negative or positive so in this video I'm gonna show you how to use sales demos to actually protect your brand build your brand and build your reputation So let's get right on it now if you've had any past problems This video will also help you out and maybe help you correct those and you got to think about it this way there's a lot of products out there that can really be demonstrated and Made seem irresistible like we sell survival food and our food is good and Demonstrating the quality of that food and how good that food is is very helpful to the end user in addition to that There's certain products that you probably would never buy unless you saw a demonstration for example software if I'm selling software And there's no demonstration of that software and what it can do the odds are I'm never gonna buy that software now Recently I say recently it's probably been four years It's been a while we bought Cartra, and I highly recommend Cartra as a matter of fact There's a demo video that you can see down in the description for Cartra And if you're a digital marketer you you need Cartra. I mean it's an email platform. It's sales pages. It's sequences It's I mean we use it for everything literally I got rid of eight pieces of software and here's why I saw a Demonstration video for Cartra. I saw that demonstration video and I was like well I got to have that look at all it does so these Demonstration videos some of you guys out there have products where you have to have to have to do a demo video You got to do it. Did I say demo? Demo video Otherwise you won't be able to know how to use that particular product So what are product demos really have to do with your reputation? Well a product demo can turn somebody into a customer It can turn them into a loyal follower It can turn them into a brand advocate and what better thing than to have a brand advocate out there talking about your product Who actually uses your product the other thing product demos can do professional product demos is they can actually help rank your product They can actually get your pages your website your videos in front of other people because people want to see these Demonstrations they want to see these reviews now when you're making these product demos Make it easy to access them Don't make them opt in or don't make them do four or five different clicks to get to the product demo Make it easy for them to access you want them to see it You don't want to put any barriers in their way and although you would like to get their email I know up front everybody wants to get emails that is another barrier to entry and they may not watch your demo If they do watch you got to think of both sides of this if they get blocked by an email And some people will get blocked by an email Some people are not going to put their email in to watch your video But if you have it open to everybody even those people who wouldn't put in their email may turn into customers Because you didn't block them with making them opt in now imagine this there's a whole lot of great content about your product Talking about how wonderful it is and how perfect it is for the end user and how I can solve their problems and you can make it Yeah, because every time you make a product demo What you're doing is you're putting more good information out there about your product And it's something simple and easy to do and it lasts for a long time until your product changes, of course But in that period of time where your product doesn't change It's really going to give you some good content on your product and when people go to search your product They'll find your demos so demos can actually strengthen your online Reputation now this may be really easy to do right now if you've already got some demo videos for your company You could repurpose them for the general public There's a program called Walnut that you can actually use that is a code free software to help you generate More and more of these demos that you can use in your promotions You can even embed your demos on various landing pages allowing your site visitors and prospects to use interactive features To try some features and get to know your product better Demonstrating your product demo on your website landing pages makes you look like a serious and reputable company This is especially helpful to smaller businesses as you enable product lead growth PLG with your prospects which in turn makes you appear to be a bigger brand You can use walnuts built-in analytics to understand which parts of the demo seem to appeal better to your prospects This gives you lots of insights to create better demos in the future. You want to treat your demos as content assets These content assets are things that live on your site. They live on your blog They live on your YouTube channel help you so much with building your brand Seeing an actual product use whether it's software whether it's a tool and I've been Targeted by so many tools. Let's say on Facebook feeds and I'll see a tool I'm like, oh, that's really cool as a matter of fact. I got targeted by this Little tool that actually figures out how to cut around the edge of a cornice Years ago and I was so excited by that I had my wife buy it for me for a Christmas present and I have not used it one time, but I will tell you I Bought this tool because it was so cool in the product demonstration And you could get a lot of people to buy your products if you just do the same thing a lot of times Visually when people see a product use and like our food You know when when people see us eating our food and how good the food Actually is they're blown away and they've got to try it. They got to taste it food is a great thing for product demos But you know so is software and so are tools and so are so many things out there Exercise, I mean really no matter what niche you're in if you're doing a product demonstration of it It's gonna help it Endlessly take a moment and think back about the last ten products you bought that you didn't intend to buy Okay, and we're gonna rule out Costco because we all go to Costco and buy a bunch of stuff But generally you've probably seen an ad on Facebook or on Instagram or you saw something on YouTube and you got targeted there I've got a whole bunch of shirts on the way They actually haven't shown up yet and they said they were delivered But that's beside the point and I got targeted by a video ad of showing how well these shirts fit all these guys and all these Body shapes and sizes and I went to their website and they were an all-american company And you know we all have that patriotism thing going on and I bought I think about $80 worth But it wasn't free shipping and I was like oh my gosh And they were like well you spend $20 more and you get free shipping so that sale turned into over $100 I think I spent $124 for those shirts and it was all because I get targeted by an ad and I saw different ages of men Wearing these shirts and they just look like they fit so well and they were constructed well and they lasted and I bought them And you know what you've probably done the same thing So if you've got a product out there whether it be software whether it be a course whether it be you know a physical product a tool I don't know the new haircutting machine Whatever the heck it is you need to have product demos. They certainly they certainly will not hurt you Okay, product demos will not hurt you. I remember a few years ago when the squatty potty came out I mean really and they did product demos of that But you know what it sold a lot of squatty potties and sure it was a trend thing. It's gone now I don't see a lot of squatty potties around However, it really took off and if you think of Dollar Shave Club, okay And the guy was walking through the factory and he was really funny and he was talking about a razor blade Hi, I'm Mike founder of Dollar Shave Club comm what is Dollar Shave Club comm well for a dollar a month We send high-quality razors right to your door Yeah, a dollar are the blades any good no Our blades are great Each razor has stainless steel blades and aloe vera lubricating strip and a pivot head It's so gentle a toddler could use it and do you like spending $20 a month on brand name razors? 19 go to Roger Federer I'm good at tennis And do you think your razor needs a vibrating handle a flashlight a backscratcher and 10 blades your handsome-ass grandfather had one blade and polio? Stop paying for shave tech you don't need and stop forgetting to buy your blades every month all 100 are gonna ship them right to you We're not just selling razors. We're also making new jobs. Alejandro. What were you doing last month? Not working. What are you doing now working? No Vanderbilt, but this train makes hay So stop forgetting to buy your blades every month and start deciding where you're gonna stack all those dollar bills I'm saving you we are Dollar Shave Club comm and the party is on it was just a razor blade Okay, that's all it really was but with those product demonstrations They meant so much to the person watching those videos that it got them to buy and by the way He sold Dollar Shave Club for one billion dollars. He did product demos. Why aren't you? I hope you enjoy this video I hope you found some use out of it And if you have any questions feel free to put some questions below if you just want to say hello and give me a Comment, I really appreciate that too. Please please give me a thumbs up on this video Don't forget to subscribe if you haven't done so take that red button below. This is subscribe It's trying to warn you click it turn it gray and don't forget ring the bell Turn on all bell notifications. So you're notified each and every single time I go live guys. I love you so much I really appreciate you being here and support this channel. We just hit 6,000 subscribers the other day That's not huge But you know what we started with zero and we're on our way to ten thousand and then a hundred thousand and then a Million and we'll just keep doing it and keep helping you guys out. Thank you so much for watching this video And I'll see you in the next one. Hey, thanks for watching my video Don't forget to subscribe to my channel and click that little bell right there So you can be notified every time I do a new video also click on one of those videos there Keep watching on my channel


Hello, everybody. Good morning. Good afternoon. Good evening. This is the Google summer of code for the Jenkins project office hours Today is February 5th, and I would like to welcome everybody. My name is Markey I am one of the org admins for the Google summer of code project and We meet weekly. This is our meeting. That is my intro I have posted a link to the meeting notes in the getter channel as well as in the chat for zoom. I Would ask that everybody please go ahead and in the attendees for February 15th, please add your name to the list and I will go ahead and Just a second here. I Am going to start with action open items from Let's see A few items to take care of here. I'm going to see what we had action items for From last meeting and as everybody is aware and if you're not I will share with you the application The ended the application period ended yesterday. We'll technically this morning at 12 a.m. We have submitted our application for status with the Google summer of code. I Will also share with everybody make sure I covered all of them Just a second get locked into something So the deadline for the organization application was actually is today, excuse me So today at 11 p.m. TST The organization announcements will be announced on February 20 The student application period for projects is March 16th through March 31st. I want to touch on that Just a bit because we have a lot of questions that come into the getter channel about people wanting to start working on projects and things such as that the You can go ahead and look at the project and if you want to start trying it out Perfect. However, we have not assigned students to projects yet. We will not do that Until starting March 16th. So just as a time reference indicator for everybody And there's that. Let me see if we have any other open items Oleg is not here. He is traveling Oleg if you are watching this If you have an open item for the blog post copy editing, I believe that Is still a work in progress. I have not seen the PR come through for that particular one We did have the Open item for move project ideas to accepted states. There are still a few more that need to be moved We will be doing that this week And let's see. I know we have a new application and that is or excuse me We have a new proposal and that is for Jenkins Uh, excuse me for Jenkins X I do not see that Cara is on the line and Uh, she was the proposer of that. She is also Signed on as a potential mentor. So what we will be doing is making sure I believe the PR was put in to add that to the project list So there is that I do not have any other Organizational announcements Uh, I will open up the floor to any of the students On the call or any of the org admins on the call If you have anything that you want to talk about Anyone and just know you may be on mute if you're trying to speak Hello. Yes. I was trying to unmute myself So Oleg has put in a poll request to have a third section in In the list of project ideas Um, let me see Um, just a minute Well, he might have merged it. Let's look on the Jenkins IO website Well, you were doing that. I am also looking at the Jenkins X add-ons proposal Uh, I see that uh, Oleg has approved it And I am Going to merge it So there's a new section in the project ideas. It's called It's called ongoing discussion section Okay, yep And I do also see that Kara just joined Yes Welcome I would turn on my camera right now, but I'm so not going to scare everybody that is not okay Uh, so Kara, we just went over a couple of Things in regards to timelines The student application process starts March starts March 16th and runs through March 31st I know that you did put in a proposal There are two opposing proposals. I think there was some confusion Both of those have now been merged one of them. I just did right now Great. Thank you very happy to hear that Most welcome. So we will we'll go ahead and start working on that. I know I've also I've volunteered to be a mentor on that project. So I know the code base a little and And I think I could help Proposed I can't even talk right a possible student should they come on there Uh, Martin Martin, you said that there was a a new section that was added Yes, the new section is called, um Wait a second ongoing projects that are Under ongoing discussions. It's uh listed at the bottom of the project ideas page and these are for projects that Well, apparently don't have Don't have a formal sort of Don't have a formal pro Idea fully formed idea. There are more links to discussions for potential projects And so I would suggest that the two plugins that Don't have potential mentors yet the Artifactory rest and the Jenkins rest Be moved down to those Or we need to create maybe a new section because if there's no mentor or no potential mentor It's wasting students time if we we discuss them on on On the chat Yeah, I agree. Uh, I agree with you on that and I will take an action item To get the PR to move those to ongoing So, uh, can you just know? Let me see here Oh, are you gonna are you gonna add a section in the notes that I will move those to the ongoing projects? Okay, yes, I'm I can be the note taker today. Thank you very much. I forgot to say that at the beginning of the meeting Okay Yep Okay, that takes care of that does uh, we've already covered some of the more Uh, organizational level things so I am going to open it back up to the To the students does is any students have any questions? Comments concerns okay, so, um so like, uh, you've Maki you've been uh Mentor last year also, right and uh, I think even martin has been so My question is basically that, uh, you know at the end of it like after the deadline when you decide on student like you might have a You know a rough feel as to how You decide which is a good application like what are some of the kpi's you're looking for in an application or Something along those lines that you really think Uh makes you choose a student Uh, well, I can say that The first things that we look at is the student's aptitude or ability for a given project So if a project requires more code Like base level knowledge, we're going to look at that right what is the student's code ability? We don't want to assign a student that uh, you know has a python background and Just barely beginning with java to a heavy java project because that's setting you up for failure So what we do is we do sort of an uh interview period where we get to know that this is outside of the bonding period What what we do is we get to know the student know what their ability is and then say, okay This is this would be a right project for you and then assign them to that The second thing that we look for above that is the student's enthusiasm to do something if you're not Excited about a project. You're not going to want to spend three months working on something You're not excited about so we want to make sure that that level of enthusiasm is there now That doesn't mean I expect you to to go cheering and screaming and getting all crazy, but What I more mean is that you have to really want to do what it is you're working on because Uh, I'll give some examples from prior year students A lot of these projects if you make it through the full, uh, summer For the google summer of code and your project is completed and you pass It's a great reflection to potential employers to uh, your peers. It's a great reflection So we want to know that people really understand what they're doing And I can give an example of one student that I mentored last year who went on to get a really good job And it was because of their their google summer of code experience So we look for that level of enthusiasm Hopefully that answered your question So I can I can add a couple of things to um, I mean the students write proposals for The projects the project ideas are kind of basic and Especially some of the ones that are more popular you kind of tell that that the students didn't give it much thought They can't they kind of came in at the last minute and they wrote something real vague So if I see a proposal where it's obvious that um They gave a lot of thought to like the trade-offs and there's a well written proposal Then definitely I'd be excited about that student A lot of times students might spend a little bit of time actually prototyping something and I mean You know, that's that's a lot a lot of risk if you may not get accepted But when when I see that they've actually written some code kind of a proof of concept thing I get really excited about that student Okay. Um, just to follow up I uh, you said that uh, Maki said that 16th march we assign projects. So I wasn't sure about I'm not sure like uh, how exactly That process was about uh, I don't feel like we have to choose a project Yeah, so what happened what happens is starting the 16th of march we have from the 16th of march to the 31st of march Students will say I want to work on project a so we will reach out to that student and we will say, okay You would like to work on a We have a mentor for that project We'd like to introduce you the mentor will then meet with you and if it's everything is a good fit Then you get assigned to that particular project that happens between the 16th and 31st So if you for example, is it is it sudden? Uh Sumit. Oh, yeah, so Sumit, I apologize No, no So for example, if you have a project that you think hey, I'd like to work on this Then we will say during that time frame with march 16th to the 31st. We'll say, okay You've shown interest in this project We'd like to introduce you to the mentor the mentor will then get to meet you and then we as org admins Will meet with the mentor and the mentor will say yes Sumit is perfect for this project and we'll say, okay, if you're good, we'll assign to this project. That's how it works Okay, so basically like uh before 31st only in a kind of way like pretty much just made a decision or something around those lines That is correct. Okay Thanks that answers My question. Thanks a lot. You're welcome. Does anybody else have any other questions? Any comments any concerns? Okay, well with that if nobody has anything else that really concludes this meeting I will just kindly close with a an overview of how this works outside of the timelines uh, so what happens after the uh After the google after the student application period We then do application review periods the application review period is where the organization reviews and selects the students And that goes from march 31st to april 27th On april 27th is when we announced the student projects And that's where accepted students are paired with mentors and they start planning on their project in milestones From april 27th to may 18th is the community bonding Phase this is where the students spend a month learning more about the organization's community Coding starts on may 18th and runs through august 10th The evaluations for uh, first evaluations is From june 15th through the 19th The second evaluation is july 13th through the 17th Between august 10th and august 17th is when students submit their final code Excuse me. They submit their code in their final evaluations And then from august 17th to august 24th is when mentors submit their final evaluations And finally on august 25th is when the results are announced I will kind of cover just a little briefly how the evaluation periods go Generally what we will do is we will have a jinkens online meetup And the student will present their project There's usually slides a small demo and your mentors will work with you on getting that prepared and and what the criteria looks like for that Based on any of that timeline that I've just described. Are there any questions? I went through it rather fast I know and if you have any questions and you don't feel comfortable asking here You have the ability to ask in the google summer of code getter channel If you don't feel comfortable asking in there and you're still trying to figure this out Please do reach out to one of the org admins directly. That's myself martin jeff oleg And if there's any questions, you know, again Don't don't hesitate to reach out the idea for this project is to be make it very empathetic and very collaborative So we want to make the students potential students. We want to make you successful So we'll do all that we can to help and If no one has anything else that's all I have for my long Yes, I have one item marquis that I just remembered Yes, um, we talked about adding Adding kara as an org admin. Is this something we want to discuss in this meeting or do we want to Talk about it offline I don't think we should do it in this meeting now that is I I don't I don't think we should do it in this meeting. I think we should do it in an org In an org admin meeting I know that I will say that i'm a plus one for that and I think others are but I don't want to speak for anyone Okay, let's just discuss it somewhere else then Do any of the potential students have any other questions comments concerns All right, if there is nothing else I I bid everyone a farewell and a great day evening night wherever you are And again, if you need anything, please do do not hesitate to reach out to us in the getter channel And I thank you Bye. Thank you very much You're welcome. Bye. See everybody online


And while we are navigating the journey as always on Wednesday afternoons, today is one of those very special days that we do every month and that is, are you counted? And it is our monthly visit with the census people. And today, Annie Mae is in a darling name, Annie Mae is going to be our guest. Annie Mae is, I think, okay, now before I get it wrong, just Annie Mae is with the census, census 2020. And we are going to talk about the importance of the census and what is going on with the census now because of COVID-19. So Aloha. There she is. Aloha, Ms. Marsha. Aloha, thank you for having me again and having the census again in your show. We really appreciate it. Well, we do too in order for us to have all of the things that we take for granted and especially now with this COVID-19 and all of the hospitals, so many of them, public hospitals are funded by the monies that we get because of the census. So there's so many things that we don't even think about, but it's all based on the census, who is counted, how many people in Hawaii. So talk to us about what is going on now with the census and what operations, what have you made the changes because of COVID-19? Yes, thank you so much. I'm really happy to be here today and update our community about what's going on, especially with COVID-19. The census has not changed. It's still ongoing. However, we did do some, we had to adapt just like everyone else. Like everyone of us have to adapt with the current situation with COVID-19. And so what we did was instead of going into the field as scheduled last since March, last March, April and May, supposed to be we are on the field doing other operations. When we say operations, it's different ways of counting people in different places. So when we say field operations, it's our workers going into the field counting group quarters, for example, like hospitals and correctional facilities, those kind of things. And also update leave operations where we leave census packets in your household because you don't have a mailing address. So those are actually postponed because of COVID-19. It's also for the safety of our community and also of our census workers. So at the moment, we are facing the openings and doing those operations again. So we're hoping to hear more next week if we are going to open here in Honolulu and when we are going to start field work again. So we are thinking around hopefully mid June, we will be able to get back to those areas where we were not able to continue our field operations such as handling or stopping by households and dropping their census packets. So these are more especially impacted, the rural areas are more impacted by these situations where they don't have mailing address and they have PO boxes instead and we don't deliver to PO boxes. So we have to actually hand deliver their census packets. However, everyone got there, those who are mostly in Oahu and in areas where we do the self-response, we sent invitations. You probably already saw it. So you already had your invitation to respond online over the phone and paper questionnaire. So those are options are still ongoing. We're still inviting people to respond proactively through those options. Well, now I read just recently that there are 22,000 homes in Hawaii statewide where there is no internet connection in their neighborhood. And so how is there a telephone, how can we reach, how can you reach those people? Is there a way to do that? Yes, definitely. Thank you so much for bringing that up. So if you don't have an internet connection or you are not, even if you do, you're not comfortable going online and filling out your census, there are still other options on how to respond that you can call<PHONE_NUMBER> to make a phone call. And you can actually complete your census form. You can already respond just by calling those numbers. And if you go online, we have 12 other languages where you can actually talk and speak in, for example, Tagalog and respond in Tagalog if you wish. And those numbers are in our 2020census.gov. And at the same time, if we saw that you did not respond online, we definitely sent you a paper questionnaire. So you can still fill it out and mail it back to us. Now for those households who are in our update leave areas, meaning those areas where we have to leave the packet, you did not get your census invitation or your unique census ID to go online. We will be delivering those as soon as possible when it is safe for our numerators and census workers to be in the field. However, we do appreciate your patience. I know a lot of people were hearing from the field that they are waiting for their census paper questionnaire and they're excited to fill it out. And we're really happy that you're excited and you're looking forward to it. However, at the moment we're not yet doing it, we will let you know when we're in the field again. Now, how are we doing? I know that 10 years ago, we were behind. For some reason, a lot of people didn't fill it out. So we were not at 100% response. How are we doing this year? Are we in the closer to 100%? Are we above 10 years ago, below 10 years ago? How we're doing? So for today, every day we have this map we call the response rate. It's the 2020 census response rate where you can actually see how your community is doing on a daily basis and how we are responding as a nation, as a state, as a county. So I just want to start with today's number and then we'll talk about how we did last year, last decade in 2010. So today, national average, we have already reached a milestone. Nationwide 60%, actually 60.2% of the country has already responded to the 2020 census. And for Hawaii, that number is for us, we are at 54.9% as of the numbers today. In 2010, the self-response number is at 64%, around 64%. A self-response number is how did our community proactively responded to the census, meaning how did we respond? Did we send out voluntarily our paper questionnaire that was in 2010? So that's what we are measuring when we say response rate. The people's voluntary and proactive response to the census. So we only did 64% in 2010. So that was that's the total across the state of Hawaii. So we still have a lot to do. And that's why we are in this platform and we work with our partners like you, Ms. Marcia, to really get the word out there and to continue to encourage our community to respond. I know we have the challenge right now, right? However, we did COVID-19, however, it also gave us the opportunity to extend the census. So there is still supposed to be originally, if we did not have a pandemic, we should be done by July 31. We should be wrapping our responses and all our operations by July 31. However, with the current situation, we still want to continue to have an accurate response. So we need to extend that time. So instead of wrapping up on July 31, you can still respond until October 31 online. So we expanded these operations, but we still like to remind people, you don't have to wait up until October 31 to respond, right? We're still doing door-to-door follow-up with households who did not respond. Because again, we want to encourage everyone's participation. We want an accurate and complete count because that means more money for our community. So around August, we will be following up with those households who have not yet responded to the 2020 census. So we really encourage everyone to respond now. It's easy, it's safe, and it's confidential. It's very important for our community. Okay, so we are supposed to respond to the people who happen to be in the household at that time that are residing in that location. Even that includes renters and cousins and uncle Eddie and whoever. That's correct. Now, what about if we go back to tourism as it looks like we will? What about people in the hotels? Because while they reside in California or someplace else, they are not counted as being at home at that time. So are they counted in the hotel? What happens with them? We do not count our visitors in the state. They will be counted in their residence in where they live. And also right now, it's actually April 1st. Where were you on April 1st? Where are you counted? So that's our kind of our benchmark date. But if you're just here for vacation, it doesn't matter because you will get your invitation to respond on the mail on your place of residence. So April 1st is just like this benchmark date. For example, babies, right? If babies are actually born after April 1st, so if the baby is born on April 2nd, and actually we had this situation happen, the baby should have been born on April 1 before 1159. The baby was born on April 2 at around 1204. I know. And so our friend asked, is the baby counted? And we're like, unfortunately, the baby won't be counted because it's after April 1st. So it's actually, that is kind of like our benchmark date. Of course, since you've moved the deadline, does that change the baby? It does not change. That's our kind of like our benchmark. Where were you on April 1st? And that's why April 1st is kind of like a reminder for us. It was supposed to be census day. We still celebrated it virtually, of course. But yeah, where were you on April 1st? So the baby wasn't counted? No, it's, yeah. It was, it has to be April 1 for our residence. That doesn't work because the baby will not be counted for 10 years. And in 10 years, that child will go to school, will do all of the things that this census, that we get money for to ride on the highways, to go to school, to do all these things, and the baby's not counted. Because the census is kind of like a snapshot of our country on April 1st, if you think about it. So we are hoping that you did count your baby who are born for April 1st. Please don't forget about them. Because as Ms. Marcia said, they will be needing the schools and the lunch programs and head start programs in the next 10 years. Let's talk about that. The programs that we in Hawaii get that are funded because of our numbers and the census. So what are some of the programs? So the census really touches a lot of the programs, especially the federally funded ones, like Medicaid, again, national school lunch programs, SNAP, a lot of our healthcare, again, Medicaid, Medicare, a lot of the hospitals, anything that receives public funding or federal funds. Those are impacted by our census numbers, transportation, the bus system, for example, our roads. So these are really important programs and services that we use every day. So if we think that the census is not really important, but we don't realize that every day the census actually affects our lives. Well, now speaking of which, we have this huge Native Hawaiian population. Are there special programs for Native Hawaiians in Hawaii? But in Alaska it would be Native Eskimos and other the narrow-home nations in New Mexico. What about them? Are there special programs for Indigenous people? Definitely. There are a lot of programs that are, for example, Native Hawaiians or Native Americans. And I actually have colleagues who work directly with Native Hawaiian populations, because in Pacific Islanders as well, because, you know, historically it is difficult to count these communities. Same with, for me, the Asian, I'm Tagalog and I'm Filipino. So I work closely with Filipino communities. We're talking about language access for our communities, right? If there are grants that we want to write specifically for our Native Hawaiian community or Filipino community, Chinese community, we look at those numbers to justify that, hey, we are here, we are represented, we matter, we need these programs, we need these grants to support our community. So definitely. Yeah, well, then that means that we, all of us, have to make sure that all of those communities in Hawaii are fully counted. Definitely. And we work with our partners and we're very grateful for each and every one who are contributing efforts in making sure that we are, you know, distributing census materials in the grab and go lunches. So we have community partners who are helping us with that. We are right now because of COVID-19, we also had to adjust our outreach. So we are here like in media, for example, talking about the census and for our Filipino Complete Count, I can speak more about them because I work closely with the Filipino Complete Count Committee. We are going to be having a radio thong this Saturday, a two-hour radio thong to discuss COVID-19 and, you know, we are actually partnering with our doctors, Filipino doctors, so that we can actually speak directly to our community about, you know, about these issues that affect us right now. And so there's really a lot of approaches and strategies that we are doing to make sure that our communities are counted. Well, now the Filipino community has some, well, what, three, three or four different languages? Actually more than a hundred in our native. But here in Hawaii, Ilocano is the most widely spoken language. Yeah, but we do have a lot, but mostly most of us understand Tagalog, which is our national language. Now, where will this be? Where will your radio thong be? It's going to be on actually on three, or I think now five radio stations. KNDI is going to be this Saturday, May 30, 10 o'clock to 12 p.m. And then it's going to be live on air on KNDI, KPRP, KPHI, Retro 102.1 in Hawaiian 107.9 f.m. And also on Facebook live with Mr. Larry Ardanis. So, and this will be hosted by, yes, Mr. Larry Ardanis and Ms. Pinet Misalucha for this Saturday. Wonderful. Yes, it's in partnership, I don't know, it's in partnership with our ethnic education, Hawaii and Philippine Medical Association of Hawaii. Wonderful. That is fabulous. Now, so you will let us know how many people called in to participate. And there's a call in, right? We have the Facebook live to actually get people. We will be getting people to, you know, ask their questions there as well. And we will have like census questions. So if they want to participate, they can win like some census rags and all that. So, yeah. That's sad. That should turn out a lot of people. Yeah, yes, we really, this is not our first one. This is actually our third one. The first one was March 14th. The story of that is initially we were going to have like an in-person gathering, like census fairs to invite people and, you know, talk about the census and have other organizations there as well. But again, due to the situation, we had to creatively adapt. And it's actually, we're actually reaching out more people through online, Facebook live, and at the same time with radio stations. So we're really happy about that. And I'm so happy to work with very flexible leaders. Yeah, I saw the concert you did, you sponsored, that was beautiful. Yes, that was really beautiful. I also watched that one. I think we had two that week, yeah. So a lot of our partners are helping us make it happen. And yeah, we're just really happy and excited that despite the fact that we are in the middle of a pandemic right now, a lot of people are still, you know, coming up and with solutions and still very passionate about the census and still actually more passionate now about really getting a complete count because we know how this affects us in the future. I mean, the amount of money that comes into our community to help us with this COVID-19, census numbers were used to determine how much money with the CARES Act is actually coming to our state. And that's why it's very important that we get a complete and accurate count so that we can say that, hey, we're here and we need the appropriate funding to help our community to make sure that our community gets the need that we deserve. Well, you're doing a great job, my goodness. Thank you so much, Ms. Marsha. Jay, if you're watching, we need to do a whole thing on a Saturday on ThinkTech. So Jay, if you're listening. I can share with him our flyer. That would be a nice shout out for our event this Saturday. Yes. Thank you so much. Yeah. So we need to think about how everybody can support. Now, I remember you had an LGBTQ event planned and because of COVID-19, it didn't happen. What are you doing with that population? That is actually with our partnership specialist, Sharon. Hi, Sharon, if you're watching.  So at the moment, I know that Sharon still is continually working with the LGBTQIA plus community. I am not very well aware about their next plans, but I know they continue to participate and engage with Sharon and I'm also excited to hear what they have. So I will ask her for sure and we'll let you know about what their plans are in the coming weeks because supposed to be they were also going to have a lot of talk stories and then of course, get canceled. Well, whatever you want, we are here for you. Yeah, definitely. Thank you. Yeah, we're still planning to do some mobile questionnaire assistance. Again, it depends on our state and local rules on how we can do those things. So a lot of things are still changing as we continue to adapt to the situation. Well, now there are rules. We understand that. However, this pandemic has changed everything. So are these hard, fast rules or do you have room to kind of stretch it in order to do things that we've never had this before? We've never planned on something like this. So all of the ordinary rules seem not to have. Or at least you can stretch. Well, we continue to adapt to the rules change almost every day. But definitely we will follow what is being advised to us. PPEs, of course, if we are out and about and the sanitation and all those six feet away from each other. I just want you to see that I have one. Oh, that's really beautiful. I love that. I actually have my donut one. I have to kind of reach my friend gave me. I'm going to reach bread. Yup. Yeah, there you are. Yes, I thought I would be fashionable and have one to match each outfit. Right. Instead of each outfit, I had to find, I had the mask on now. I got to find something to go with the mask. That one looks great. That one looks great. My friend gave me this, this donut one. My friend gave me this as a birthday present. Oh, that's wonderful. It is. It's delightful. Yeah, I had all the official ones. Right. This one is great because you can breathe. Oh, really? Yes. Yeah, I haven't tried the one yet. You can breathe. However, what I learned is that when you wear this one, if the makeup, it all comes off on the weekend. I know. Which I think is the reason that that orange man in the White House doesn't wear a mask is because he wears makeup and it would come off on the mask. That, I guess, that's not very nice. That's what I think. Looking at my own, the makeup on the mask, I think, oh, that's why. It is challenging. It is challenging. Okay, again, show us, if you will, how we can meet you, how way the telephone number is, anyone that still wants to get a job. Let's, can we see that again, Harry? Thank you. Yes. So basically, I know I put two websites there, the one with the my2020census.gov, we'll just send you directly to how you can respond. However, if you have questions about jobs, if you have any questions about you know, rumors or numbers to call, that's 2020census.gov. It's a really, really good resource for any 2020census related questions. You can also call<PHONE_NUMBER> to respond to your census in English. And we have 12 other languages available. Please go to 2020census.gov as well for the numbers. And then you can still just fill out your paper questionnaire if you already have it and send it back to us. So that's how easy it is. Hopefully that's helpful. Yes.  Thank you so much, Miss Marsha. Thank you. I gotta tell my mom. Thank you so much for being with us again. Thank you for having me again. And we look forward to seeing you next month. Yes. I'll send my friends. You can count on it. I will talk to Jay and see what we can do. I will send you guys the flyer that we have. Thank you for helping us promote it. Thank you so much. Thank you. We'll see you next time. We'll see you again.


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