Welcome to, what's up Zach? Welcome to another free phone cells training webinar every Saturday. We've been doing this except for last Saturday. Okay, four of the last five weeks, I've came to you for free on a Saturday morning to get you jacked up to recap the week to give away some cells training secrets. All right, because I truly do believe when it comes to cells training, I am the best in our industry. All right, I've seen everyone else and I am sold on my ability to help you make more cells and make more money. And you say, well, why is that Cody? I would say that that's immediately the case simply because I got started in this business when I was 19 cold calling out of a phone book. What's up? What's up, Matt? So, and if you think about that, when I was a new agent and I was cold calling and I've been doing this for a decade to make $117,000 in the environment while in college playing basketball, right? I must have knew a thing or two. So I'm grateful that you're here. Thank you so much for being a part of phone cells training 4.0 for absolutely free. So I'm jacked about this. I love doing this, I get excited and I'm gonna go through several things today that have to do with engagement. So we did our first phone cells training webinar as people are joining. We did our first one on April the 4th. Then we did a 2.0 on April the 11th. Then we did another one on April 18th, that was 3.0. Okay, and we've had a lot more people register again than we imagined today. Once again, people just keep coming back strong and I'm grateful that you are because I'm here to help.  Drop something on social media or in chat or in comments if you absolutely loved last Saturday and I know you did. I had a blast doing it. And you know what? People on my team are asking me like, dude, why do you continue to do these free phone cells training like webinar? Why do you keep doing so much free stuff? Why do you keep putting out so much free content? And a lot of people, thank you, Louisa. And a lot of people were like, dude, you could be monetizing a lot more than you are. For me, when I write down my goals every morning, the last goal that I write down is I wanna help every interagent in the world. And that doesn't come down to money. When you wanna help people, when you wanna touch an industry, it's not about the money that you make. And for me, that is 100% the case, all right? So before we jump into engagement today, because I was training a team out of Texas yesterday and we talked a lot about engagement. Now, they've hired me to consult them for a year. So I mean, I'm not gonna give away as much as I gave them. That's only fair because this is free and it wouldn't be fair, right? But I promise you to get some valuable stuff and some amazing stuff out of today's webinar. So thank you for being on. I am gonna do this. I am gonna do this. For everyone that's on, I wanna challenge you to share this on Facebook and tag me or to put this on Instagram and tag me, either a post or a story. And I'm gonna choose, and Andy remind me, I'm gonna choose a couple people that do that today and I'm gonna Venmo you some money, all right? So just for sharing this thing, I'm gonna give away some money. I give away money to our team all the time. We've had our whole team on Zoom remote and I've been going on, especially Fridays and I'll go on and we'll do like the trivia game. We got 30 people on the Zoom and the first person to put the right answer in chat for the trivia is gonna get Venmo some money. So we'll have some fun, I'll have some fun and I bring that up because it's gonna transition perfectly into the first topic that I'm gonna address today. All right, so before I get to what I'm gonna train on, there's a few things that I wanna do. Again, huge thank you to you for being here. I love doing this and we're gonna keep bringing it strong. If my energy ever lightens up, stop listening to me. Okay, that's what I would do, all right? So again, we've got over 200 members in our Telecells Mastery membership. And that could be like, by the way, that was last I checked, maybe 250 or 300 now. People are joining all day, every day and we're adding stuff to this Telecells Mastery membership like crazy if you're like, hey, what are you talking about? I put the link in chat. I'm also gonna continue to waive the $300 joining fee today only, all right? So we've added a lot of stuff to this membership and I'm gonna actually, before I get to some training, I'm gonna share this really quick just so that you can see what I'm talking about, all right? So let me go ahead and I wanna share my screen. Okay, good, you guys can see that, all right? Okay, good, so we've added, not only did we release a Telecells Contest, we've got a bunch of welcome videos. We've got the old Mastering and Showtell, so we've got scripts, resources, stuff with my buddy Remiss, stuff with Eric, Brad, different scripts, business reviews, listening to calls, dialer discounts. As you start to want to join the Telecells, the membership today, it's in chat. Also, if you want me to train your sales team, you want me to train your sales team, email me kodiaskins.com, I'd love to do that, all right? I will make them world-class salespeople. I can guarantee you that. They spend some time with me. They are guaranteed to be successful at sales. They are guaranteed to dominate a market. They are guaranteed to start to get infectious and to wake up and to get excited. Okay, good, good, good. I can hear and see. Okay, good, all right, so we're back. Okay, so for phone sales training webinar 4.0, I want to talk about engagement. I want to talk about prospect engagement, client engagement, lead engagement, talking to, talking to people consistently. Okay, talking to people consistently. How do we find out where I could tell us is master membership? Yes, so Claire, I put that in chat. We have a link in chat where you can actually go and check that out or you can go to training.kodiaskins.com to check that out today. I am waiving the $300 fee to join today and it continues to grow, all right?  Getting someone, keeping someone engaged on a phone, like it's easier when you're in person. It's easier when you're on a video. It's harder when you're on the phone. To keep someone engaged is really, really, really important. I'm gonna give you what I feel like and I'm only gonna touch on one today, by the way, because I'm doing this every Saturday, so I gotta link this thing out a little bit, all right? I wanna touch on, I want you guys to know that the main three things that agents struggle with, the main three things that agents struggle with, the main three struggles, if you will, the main three struggles, if you will, okay? And Andy, if I go out again, let me know. The main three struggles are rapport, engagement. That's keeping them engaged. They're engaged with you, they know what's going on. They're a part of it, they're ready, okay? And the third one is value. I'm telling you, closing is irrelevant if you can master these three things right here. Boom, boom, boom. If and when you become a master of these three things, you will close deals. You will close deals. You will close deals. And Tanya, is that better, by the way, okay? Please let me know. You will end up closing deals. Simply, you will close deals and closing will not be a problem. Simply because, simply because you got great at rapport, you got great engagement, keeping someone engaged for a long period of time through a phone without seeing them is very difficult, okay? Very, very difficult. And then the third thing is value. The amount of value that you're able to put value in, in you, the carrier, the product, the riders, the benefits, everything, right? And in them, actually owning the product, all right? Thank you so much for sharing about the membership. Awesome. And thank you guys for sharing this on social. I really appreciate that, okay? And Christian, thank you for joining, buddy. And thank you for sharing. All right, so these are the struggles, right? We got that out of the way. I'm gonna keep talking about these three things. Most people think it's closing. Most insurance agents think it's closing. Most of you think that we need to be discussing closing techniques and getting you to close a deal and shut down a deal, and how to shut down a deal, when to shut down a deal, why to shut down a deal, right? Instead, what most people struggle with is rapport, engagement and value. And we're gonna talk about tonality another day in the future. Because you can see me and my own tonality on this webinar totally change, totally change. Couple of the best ways, and we're gonna get to engagement in a second, but couple of the best ways, couple of the best ways to keep, to help with tonality, to help with tonality. Because tonality is their ability to listen to you for a long period of time. If my tonality sucked, you would stop listening, and there wouldn't be hundreds of people. And Andy, watch the attendee numbers again today, because we always have a tendency to get really close or to cap out on max capacity. We've had webinars before where people had to wait until someone left before they could get in. And so please watch that. There's a chance that we could max out again today. We keep upgrading our software to go to webinar. We're in communication with them, we're letting them know, hey, we've got a lot of people that are a part of these things. Please, please, please hook us up, help us out, all right? So tonality, when it comes to tonality, there's two things that you can do, there's two things that you can do to get their attention. There's two things you can do to get their attention. Number one, you can tell a story, because when you tell a story, you slow down and your own tonality changes and it gets their attention quickly. I did that on a training yesterday. We had, I don't know, this company had probably 100, I don't know, 100 people on this training and I'm doing a team training for their whole team, right? Because I am the best in the industry at training sales teams and I absolutely love freaking doing it. That's the passion. Getting your sales team to dominate a market, that's the passion. For anybody that's ever wondered what the passion is, helping salespeople get great at sales, that is a passion. I had, I don't know, 80 to 100 people on here and I could see some of them have their videos on and some rooms were full of agents at long conference room tables and all that, right? And I could see, I wasn't seeing everyone's eyeballs during this training. So what did I do? I pivoted to a story. And when I pivoted to a story, when I was done with that story, I had everyone's attention. And I told them, I said, look around. Everyone is looking at me right now. Why? Because I pivoted to a story. When you pivot to a story, when you pivot to a story, people listen. They pay attention and it's amazing how much it helps and how much it works, okay? So use stories to help tonality and to help engagement because all they're saying is, and really tonality is keeping their attention for a long period of time. Pivot to stories and also you've got to have energy, right? Because do you want, when you're talking, when you're trying to sell someone, do you want tonality to be like a flat line like you're dead?  Or does there need to be some peaks and valleys along the way? This is part of engagement, by the way. And if you don't think it is, you're wrong. This is 100% part of engagement and one thing that a lot of people struggle with is keeping the attention. Keeping the attention. I love that bro, I love that bro, that's good. Tonality's keeping the attention. Engagement's keeping their attention, keeping them focused. I watch attendee numbers on webinars and for 16 minutes now they went up. Why? Tonality, engagement, stories, energy. I remember going to a home as a kid and selling and the lady's like, by the end, she's like, how the freak do you have so much energy?  She's like, I bought just because I want you as my agent.  She's like, I only bought because of your energy level. That was engagement. That was attention, right? When I was 19, 20 years old and thank you Ronald. Dude, that's the other thing I was gonna say. That's the other thing I was gonna say. To get someone's attention, story, energy, silence. Silence. When you pause, it makes them think they lost you. It makes them think you froze up, right? Or really, or the other way could be a tech error, technically, right? Now, we didn't plan the tech error that we just had a second ago where I lost internet. You guys couldn't see me hear me, right? That wasn't planned. It wasn't fake. It was real. But more people jumped in chat during the tech error than the rest of the time. You gotta keep people engaged. Tonality's a big piece. Stories, energy, pausing, silence. Silence gets their attention, right? Silence. So what's this engagement piece? And how do we get to where you are engaging to listen to? You are fun to listen to.  How do we fix that? How do we fix that? And you're right. They do think that they miss something important when you pause. That's also super, super, super true. So super, true, true, true. Engagement. How do you get to where you are engaging? Because think about this. Think about this. I really believe now that when someone says they're not interested on the phone, it really what they mean is, number one, it's human nature by the way. We talked about that in weeks past. It's human nature. Everyone is not interested until they're interested, right? That's, you know, duh, they're not interested. There's nothing to be interested in yet. And what they're telling us is that we are not interesting. Interesting that we are not interesting. If they're not interested, thank you for all the tags on Facebook and Instagram. I'm guarantee I'm gonna give some money away for sharing this thing out. That's what happens. They're not interested. I'm not interesting. I'm boring. I'm boring to them. If you're not interested in getting better at sales training and getting better at sales and getting better at closing and get better at engagement, overcoming objections, then it's my fault. Because I didn't motivate you and excite you to want to get great at this. You make more, the better you get, the more money you make. This is what's true. This is what I've seen to be true over my last 10 years. What I've seen to be true is skill, money. Skill, money. As one goes up, the other goes up. As one goes up, the other goes up. As one goes up, the other goes up.  How much has your skill level went up since you started in the business? Let's just say you've been in the business a month. Fantastic. The best time to skill up is now. The best time to skill up is now, okay? Now, also, if you've been it for a year, have you gotten better or worse? Or do you think you're the same? You're not the same. What are the other?  Has your skill level gotten better? Dude, you fix it by training. That's absolutely true. So true. And you're right. Steve's right, whether you are 24 or 74, I was on the phone with an agent this week in a strategy call that was 77. And she had more energy than a lot of 23-year-olds that I see. She had a lot of energy. She was focused, she was determined. She wished she would have found insurance sooner. And she was brand new to the business. And I freaking loved it. It was absolutely awesome. What's your skill level? Is it getting better? Is it getting worse? Has it went up? Has it went down? As your skill level increases, you're able to help more people, you're able to make more money, and you're able to end up doing better simply because your skill level went up. Now, let's talk about engagement. Because when I talk about engagement, as I have several times already today, and I've given you a ton of little bitty secrets that maybe you picked up on, maybe you didn't. When we talk about engagement, what does that mean? How do we keep it? Well, let me give you a live example of how I keep engagement. And I become engaging. And they're engaging with me and I'm engaging with them, right? So how does that work? What does that look like? Well, I am, yes, I'm talking, but I'm also stopping. I'm asking and I'm getting them to respond and then they become part of the process. The whole process, they become a part of it. It's easy, it's easy for agents. It's easy for agents. It's super easy for agents to puke on people, to vomit, to have the gift of gap, to talk a lot, and for it to be a one-sided cells process and a one-sided cells presentation. It doesn't need to be one-sided. It doesn't need to fill one-sided. They need to be a part of it. They need to be connected to you. They need to be a part of the process. It needs to make sense. And for it to make sense, they've got to be part of it. Also, people always say that they need to know, know, like, and trust. Well, for them to know, like, and trust, for them to know more about it, like it, and to trust it and you, they've got to be a part of the process. So when I say what I'm talking about, stop, talk, stop, ask, respond, and they become part of the process. What I'm talking about and what I've done and what I do is, okay, and Ms. Betty, I'm about to share with you my favorite benefit.  Yeah, I am. Okay, good. My clients absolutely love it. And I know you're gonna love it too. Is it okay if I share it with you really quick? Sure. Okay, great. Thank you, Ms. Betty. My favorite benefit, Ms. Betty, are you ready? Cody, I'm ready. Is the price locked? Now, Ms. Betty, did you get that? Yes, do you know what that means? I don't know. What that means, Ms. Betty, is that the price is, a lot of companies out there, the price changes every year, which you've probably seen. Every five years, when I'm 60, 70, or 80, the price changes all the time, and everything's always going up in the world.  Yeah, I am. And I hate to see that, and everything's going up, and you've probably seen all those companies advertised on TV and through the mail and everywhere else where the price is going up all the time, and you probably don't like that, do you? No. What's amazing about what we do, Ms. Betty, is that the price is locked in. Whatever we agree to and figure out and decide on today, it's never gonna change, ever. That's pretty amazing, isn't it? Now, is that benefit as important to you now as it is to me? Yes, and what I'm gonna make sure, with your permission, I'm gonna make sure that I include that into what we do here today. Now, you would like that, wouldn't you? Yes. Okay, great. Now, what did I just do? I turned one benefit into a dozen pieces of engagement.  Cells is a process, right? If I don't look at questions, if I don't move around, if I don't change my tonality, if I don't ask you questions, if I don't challenge you, if I don't motivate you, if I don't have visual aids, this attending number wouldn't keep going up like it is. And Andy, watch it, because we may have to upgrade. So think about that. Here's what I want you to do. How does it compare to what you're doing when you're on the phone? Look at last month. How did it compare to what you did last month? Did you talk too much? Did you not ask enough questions? Were you not engaging? Were you boring? Did they hate their life by the end of it? Did they want to get off the phone just because they were tired of you, but they wouldn't tell you that and you didn't realize it? Did they feel like it was a one-sided presentation? Did they feel like you were talking a lot? Did they feel like you didn't give them a chance to speak? Did they like to vent? Do a personality they have, do they want to talk? Do they want to at least feel like you're in control, but you never gave them that choice? If that's the case for you, today we're gonna fix that because you saw what I did. And I actually created, like I talked about earlier about rapport, engagement, and value. I added value to the product with one benefit. I added a lot of value. And I'm not even talking about value today, but because I created engagement, it created additional value in what we're selling. Think about that. Think about that. Now here in a few minutes, I'm gonna give you a little bit of a quiz. In here in a few minutes, I'm gonna give you a little bit of a quiz on how well you are currently doing and how well you could currently be doing. And I'm gonna ask you in reference to you or your team. If you're an individual producer, I'm gonna reference it in regards to you, the quiz. The quiz that I'm gonna ask you a little bit, okay? And you do not wanna miss the quiz that I'm gonna give here in a few minutes. And if you have a team, I'm gonna ask you this in reference to your team. And if you want specific video testimonials on how I've helped sales organizations be better, I've got a ton of videos on it. Ton of videos on it, okay? So again, if you haven't joined the membership, today is the chance to do it. All right, thank you for joining. Appreciate that, thank you. Thank you, okay? So remember, you have to have high engagement. They've gotta be part of the process. Most people that are selling on the phone nowadays, a lot of people that are selling on the phone nowadays are doing it incorrectly. And I, like I said, the very first phone sales training webinar that we had, most of us are just trying and just getting good at this and we're not gonna get good and we're not gonna get great until we actually have done it a lot and there's repetition. For me personally, my gift is getting people to make a decision, is promoting something and getting them to take action on it. That's a gift of mine. You gotta figure out what your gift is. If your gift is rapport and relationships, then double down on that. But also try to get better at engagement and value. If you're great at creating engagement and value but you are just brushing past rapport, spend some time getting better at rapport. Because I'm telling you, without those pieces, you will not make a sale. The price does not matter. The price is irrelevant. And you can tell that freaking massive insurance carrier and company that sent me the email a while back letting me know that price is relevant, that they're wrong, that they're wrong. Price does not matter. It is totally irrelevant. We've had several joins since we started. Thank you for joining the membership. I appreciate that very much. It means a lot. Thank you, thank you. And again, those that don't know what I'm talking about, we have a tele-sales mastery membership. I waived the $300 joining fee for the first several to join. We're up over 200 members now and we have added a lot of content the last seven days. We haven't went back in there to check it out. We've had a lot of stuff. And we're adding a bunch of additional stuff this week. Medicare, mortgage protection, audio recordings from the tele-sales contest that I don't know that we've got uploaded yet. There's a lot of stuff that we will be adding to this very, very soon. Very, very soon. Any questions before I get to the quiz? If you have a question, now's the time to ask it. I'm gonna go to the questions. I'm gonna look and I'm gonna answer them. You join by clicking the link in chat or by going to training.coteaskins.com. We've even got, and thank you, Andy, for answering a lot of these questions, we've even got recordings of me making sales three or four years ago. And we've got recordings of other people making sales as well. And we're about to put a lot of the top recordings we got from that tele-sales contest in there as well. We'll probably put like the top 10 recordings that we got from the tele-sales contest in to the membership as well. So you can learn from me and then you can learn from others. And if you have some amazing, if you have some amazing tele-sales content yourself, recording scripts, resources, and you think you're very good on the phone and you want me to share your stuff in the membership to give you some attention and for you to get a chance to give back to the industry and for other people to learn from you, email me, kodiakodiaskins.com, and I'll be happy to put in there or email Andy at Kodiaskins. We'll be happy to put some of your content in the membership. If it's gonna help people, I'm all in, right? We just added a 20% off of a dialer this week again. And we've got, actually, we just added another dialer too, I think. If we haven't added it, we are adding it this week. So we're gonna keep adding stuff to that membership. So thank you. So there's questions. I think you may have to put in questions, Andy, or they're not able to see the chat. Yeah, so Michelle just brought up a great question. One of the main things that I like to do is if I can tell, I don't have their attention, right? So here's a great example. Say you're on the phone with someone and they've got the TV on, okay? They're listening to everything going on around them. They're busy, they're moving and shaking, whatever, right? You can't get the person's, the prospects that you can't get their focus and you're on the phone with them right now. What happens a lot of times is an agent will just keep going. This is, everything I'm talking about today is engagement. People will keep going, you'll just keep moving, right? You'll just keep, what I call this, lose the cell on your own terms. Lose the cell on your own terms. So what happens is they're not paying attention to you. What do you do? How do you handle it? How do you handle that? Here's what you do. You don't continue. That's not gonna be a popular opinion. You don't continue until you get them on board, until they're paying attention, until they're focused, until they're engaged. If you give quotes and options and build value and do the whole hour and they're not engaged, it was a waste of time and you should've never did it. So you say, well, how do I get them engaged if they're not engaged, right? Like Michelle's talking about. Phenomenal question of the best question we've had today.  John, I don't, can you hear me? Yes. John, I don't have your undivided attention, do I? Get their attention. Lose the cell on your own terms. And then if that happens, right? If that happens, thank you for joining. If that happens, John, can you do me a favor? I'm about to go over the most important part of this call. And I don't want you to miss it, John. So can you do me a favor? Can you turn the TV down or off? Just for, I just need a few more minutes because I'm having trouble hearing you because I'm hearing it. And can you do me? Can you do me that favor, buddy? Would that be okay? You do it in a nice, respectful way, but that's what you do. That's how you get attention back on you. Lose the cell on your own terms. Lose the cell on your own terms. And Charlene, you can't physically share it, but you can just take a picture or a quick video and put it up on Facebook, attack me. That would be fine. Steve says, Cody, if you have agents who are relaxing, giving a huge renewal base, how do you motivate them versus newer agents who don't have a renewal base? The renewal gang tells me that that was a goal they had 20 years ago. Tells me that there was a goal that, that was a goal they had 20 years ago and to chill out because they met their goal, thanks. You gotta find a new way to, you gotta find a new way to get their attention, to push them, to motivate them. And also them being plugged into another source that can smack them around a little bit, like I did that dry eraser, will help, will help. People struggle with motivation because they get stagnant, okay? Because they get stagnant. People struggle with motivation because they get stagnant. And why do you get stagnant? You get stagnant because you don't have a new challenge.  You're totally asleep. I come up with new challenges to motivate me all the time, all the time.  I will get them motivated. I will get them focused. I will challenge them because the goals I was setting 10 years ago are a joke compared to today. They just are. They just are. Engagement and interactivity is really important to engagement. It's big. It's big, it's big, it's big. All right, so I'm about to give you a quiz, okay? I'm about to give you a quiz that I want you to, it's a self-assessment, okay? It's a self-assessment. I'm not gonna go near as long as I have in the past because I want things to be, right? I want these to start being extremely more valuable, right, because that's my goal.  And I'm telling you, it will tell a lot about yourself. I gave it to myself people yesterday to start a new month. And it won't sell them up, okay? So here, before I give you the quiz, don't forget, you can join Telesos membership. I'm gonna waive the fee until the end of this webinar, okay? We got over 200 members. I'm gonna waive the fee, all right? And if you join today, we're also gonna give you a discount code, a special discount code. Andy, I've got an idea for a special discount code that I wanna add to the membership that any members can use on 8% as well as another new product we're about to release, okay? So make sure that we add that, all right? So make sure you join Telesos Master membership. It's links in chat, but several joined in at the end of this. So thank you. Thank you, thank you, appreciate that, okay?  We are working on releasing something right now that will change the way this industry is trained to do sales, okay? So what I'm talking about is I'm building a new, a brand new, extremely robust. It's gonna be the, it is already the toughest thing I've ever built because of how much time it's taking. It's taking months to build this out. That's how valuable it is, okay? We're building on a sales system to where you and your team can get access to me on a daily basis and everything that I know all the time, every day for years, okay? And when we roll this out, you can get a chance for me to actually jump on with your team on video like this and kick it off.  You're also gonna get access to a comprehensive video library with well over 400, 500 training videos.  And I'm gonna get on and do a live monthly group session with you and your team every single month, all right? So we're gonna roll that out. Shortly, if you're already hearing it, you're like, dude, that sales system sounds amazing. I need that for my team. Then email us, kodiaskins.com and I'll make sure that I explain how it works and how we can get your team on it, okay? Kodi at kodiaskins.com, all right? Because for me, my passion and what I'm really, what I'm great at is training salespeople, okay? That's my passion. That's what I'm great at and that's what I'm going to train you to do, all right? You're welcome, you're welcome. Thank you, thank you. So the $300 fee is waived and I've already extended it long enough. There's a good chance, there's a good chance that I start charging a fee very soon, maybe as early as Monday. I'm not totally sure, but I do know that I promised I would eventually add a fee. I haven't yet because I've been nice, but we've got, well, way more members quicker than I ever dreamed. So make sure you take advantage of that. Like if you're not in the membership yet, that's insanity, right? You just should be, okay? So, and yes, the, the, the, what the sales system we're working on will be the best sales training system on the planet for insurance and it won't be even close. Everything else will pale in comparison. I promise you that, okay? So let's do a little self-assessment. Let's do a quiz. Let's do a quiz, okay? So, so if you're on this and if you want to in, in the tele-sales, here's what I'd love for you to do. I'd love for you to share your results on this quiz into the tele-sales mastery membership, okay? So we've got, not everyone's in the group, but you can see we've got 167 members in that group. You can't actually see it, but that's a private Facebook group where not everyone's joined it yet, but if you're joining, they make sure you get access to it. It's a private Facebook group where we're sharing tele-sales stuff literally every day. So make sure that you check that out, okay? So make sure that you get access to that, all right? So, and I want you to share your results in that group, all right? It's for tele-sales members, people that are part of the membership, all right? So here's the quiz. Here's the quiz. Here's the quiz. You ready? You ready? You ready? You ready? Thank you for joining. You ready? You ready? You ready? You ready? Thank you, buddy. Thank you, thank you, thank you. Thank you. No, this is not a, this is a month to month deal. You can cancel anytime. You don't want to ever cancel. That's for darn sure, but ready? Ready, ready? Okay, self-assessment. Self-assessment. On a scale, and I would love for you to share your results, not only in the membership, but I may do something special, okay? I'm gonna choose. I want you to, well, here's what I want you to do. I want you to email me. I'm gonna ask three questions. I want you to email your results of the quiz to me, to Kodi at Kodiaskins, all right? Kodi at Kodiaskins.com. And he added in chat, okay? Very simple, Kodi at Kodiaskins, right? Just write it down. Email me the results. Email me the results. And I'm going to choose, and I'm gonna choose a few to actually do a, I'm gonna choose a few that I will do a strategy call with to actually talk through your results and how we can get those results up, okay? And how we can get those results up. So after the quiz, send me an email with your results. And I'm gonna choose a couple of people that I'm actually gonna help. And I'll try to respond and get to get back to everybody to help you all. But I'm gonna choose to do some strategy calls, but make sure you include your phone number, okay? Make sure you include your phone number in that. And I'm gonna make sure that I get in touch with you to actually help you with your results, okay? You ready for the quiz? Ready for the quiz? Let's also make sure we add this self-sustained quiz to the membership as well for those that weren't able to be on, okay? All right, so here it is. Here it is, okay? Question number one, question number one. And Andy, I want you to type this in chat as I put it out because I'm not gonna write it up, okay? Question number one, everyone's got a gift. What do you believe? The question is, what do you believe your gift? When it comes to sales and business, don't make it about freaking, making cat calendars, okay? What's your gift? When it comes to sales, when it comes to business, when it comes to skill level, when it comes to everything, when it comes to money, when it comes to everything, when it comes to insurance, what is your gift? What is your gift? What is your gift? And then write that down, okay? What's your gift? Second question. Second question. Second question. And this may end up being five questions. What are you the weakest at? Or if you wanna put it more positively, what do you struggle with? When it comes to sales, when it comes to sales, when it comes to actually selling insurance in any realm, what are you the weakest at? What do you personally struggle with? Okay, so for me, I'll share. For me, it wasn't closing deals. It wasn't prospecting. For me, it was, for me early on, it was the value piece. I was good at engagement, I was good at rapport, because I slowed down and focused on it. I was great at relationships. I struggle with building value. I didn't think the carrier and the benefits and the writers and the value really mattered. I was wrong, and I have a system for solving that. Okay, so the answer varies, right? But what is yours? Okay, what is yours? What are you the weakest at? Number three, number three, when you look at your personal skill level, when you look at your personal skill level, thank you for sharing this. When you look at your personal skill, thank you, Ryan, Michelle, Bud, et cetera, several others. Appreciate you joining the Telesis Master Membership. Thank you very much, that means a lot. When you join, when you evaluate your personal skill level, your personal skill level in regards to sales, sales skills, one to 10, one to 10, sales skills, one of the worst there ever was. 10, I'm the best there ever was. Where do you sit? Where do you sit? Be honest with yourself. Be honest with yourself. And this quiz is also gonna tell me a lot about your own ego, by the way, because if you put a 10, you're wrong, because I wouldn't have answered a 10. And here's why, because I know I can always be better. I don't wanna work with people to think they can't get better, right? All of my mentors believe they can get better, okay? Sales skills, one to 10. And I'm gonna ask two more questions, maybe three, and then we're gonna be done, all right? If you missed this webinar, we've got hundreds on. I'm giving a quiz right now, and I'm gonna have them email to me the results. And then I'm gonna choose something to do a strategy call with me. We're going through a quiz right now. They're going through a quiz, we're sharing their answers. I'm asking questions. If you missed it, you missed it, okay? Now people on Instagram and Facebook felt like they missed it, all right? So, question number four. Question number four. Last month results, April. April's results, April's results. On a scale of one to 10, how happy are you? I'm gonna ask six actually. Scale of one to 10, how happy are you? How happy are you with April's results? With April's results. Number five. Number five. What are you gonna do different in May? What are you gonna do different in May that you didn't do in April to have a better May? What are you gonna do better in May? You gotta pick something. You say, well, I don't know. Well, if you had to choose, what would you write down? Write it down. May. What are you gonna do different in May to be more successful that maybe you didn't do as much of or enough of or as good at or any of in April? Okay, what are you gonna do different in May? And the number six, the number six. This one's gonna be a little challenging. Thank you for sharing all this. Okay. Number six, last question. First one was what's your gift? Number two is what are you weakest at? Number three is your like, sell skills one to 10, personal evaluation. April, your results one to 10. May, what are you gonna do different in May to have a better May than you did in April? And number six, how? Thank you for joining. How? There's no plan B for your A game. And I'm gonna ask you, what are the steps that you need to take to become the best in the world for what you do? And what do you wanna be known? I mean, the first step is like, you gotta figure out what you want to be known as, I'm the best in the world at this, right? I write mine down every morning. I wanna be known as the best sales trainer in the insurance industry. In the entire world, that when people think of insurance sales, they think of me as the world's best sales trainer when it comes to insurance. That's mine, right? I'm not afraid to say it because I know it'll freaking be true, okay? The first step is you gotta believe it, right? So what are the steps you need to take to become the best at what you do? What are the steps you need to take to become the best at what you do?  I do not. I don't let my sales team sell to people that don't wanna be great. Like we're building out this sales team, sales system that every individual on the planet should be on and every team on the planet should be going through every day and we're about to release it very soon. And if you want information about it, email me, Kodiak Kodiaskins. Until your team gets on it, until you get on it and until you determine to be phenomenal, until you become determined to be the best at what you do, you will never be the best. You will never be the best. I don't wanna be the best, don't you? So, one through six and don't email me the results top of the email with your name and phone number. And I may just call and walk through your results with you and what I did when I was in your shoes or what I'm doing currently to be the best in the world at what I do, right? I'm gonna share some of the results. Doran says, learn and better communication. I love that. The monthly, the $97 a month is not being waived, the $97 a month is not being waived, only the $300 joining fee. The $300 joining fee is being waived, okay? Andy will get you at guard of the link, okay? Commit and follow a schedule by Lori. Love that. Shirley put, my gift is ability to close sales. That's an amazing gift. I'm with you there. I'll show you where the value. We saw a lot of like. My set skill is an eight. Okay. Very confident in yourself. That's all right. That's good at the same time. I'm not yet on the field pre-licensing. Well, you're not an eight then yet, okay? Don't have a comparison as of yet and learn, research, listen to successful people. Awesome, thank you. Thank you for being honest too, you know? And I see some similarities in me. Thank you for some synergy there. I see some similarities in me and you. I really do. I like to say things, pick up some tips. Thank you, thank you. Number one thing is I will continue to do is invest in myself. We can never do enough of that. I'm glad you bring that up because I personally invested hundreds of thousands of dollars in me, not in my brand. I have in my brand as well, but I'm not talking about brand. Not in business, I'm not talking about that. I'm talking about in me. I've got coaches that I paid 25 grand a year for, others that I paid two grand a month or six grand here and there, or retreats, I paid three grand a year to retreats. I paid 25K to go to masterminds. I paid 20 grand to go to conferences. Like I will do whatever the flip it takes to make me a 10. I'll never be a 10, but I'm gonna try my best. Gift is trustworthiness. That's a good one, man. That's a really, really good one. Not assertive. Okay. Thank you, Steve. Thank you, buddy. Thanks for the compliment and kind hearts. As there's support for the members on how to recruit faster. Yeah, Andy, why don't we throw that webinar how to recruit 69 people in the next 69 days into the membership? I'm cool with that. No matter where I'm at, I just keep telling myself I'm a zero. True story, man. Thanks again for this. Raymond, I love it, buddy. Thank you, thank you, thank you. I'm getting several emails coming in about your gift and your quiz. Please, please, please email me your results and I'm going to take time to review them, to give you my thoughts. And who knows, maybe we'll be on the phone one day talking about it, okay? So your quiz results, email me Kodi Kodiaskins. I would love to be able to train you and your sales team. If you want to talk about that, email me Kodi Kodiaskins, I'd love to help. Also, join the membership, okay? Just do it. I'm not even gonna ask you to do it, just do it. If you don't, you're going to anyway, right? Let's take time out of the equation and let's do it right now. There's no reason not to. I'm having some problems in, okay, email Andy. If there's any tech errors at all, a lot of people are, a lot of people have been joining or trying to join. That should be, it may have, we've had sites and stuff that have crashed before. So email Andy at Kodiaskins if you have trouble. My gift is to help people solve their problems and get what they want. That's good, that's a good gift. I get trust in my knowledge pretty quickly over the phone. I lack getting the sell up quicker. It's kind of ironic. Most of the people that are really good at building trust and rapport struggle with closing. And I believe it's because they're like holding themselves back from getting the deal, okay? So thank you for, maybe should you put that in a one through six order so it's easy for me to read. I don't, you know, I don't love paragraphs.  Thank you for being a part of this. Please email me your results. Please join the membership and I would love to help train your sales team. Also, if you would like a team table or a special discount code on getting an 8% nation ticket or you want your whole team to sit on the floor or you want to meet Jordan Belford or you want a special discount code for 8% email me Kodi at Kodiaskins and we're gonna make sure we include all the special discount codes into the Telesos Master of Membership as well, okay? 8% nation July 24, 25th. Tickets are going every single day and I'm grateful that they are. Do not miss out on the conference. Do not miss out on the membership. Do not miss out on me helping you get great at what you do. I want to help your team. I can make your sales team the best on the planet. All right, appreciate you being a part of this. I'm grateful that you are. I love all of you. I want your energy to be high.  So thanks for being on this. Love you, appreciate you. This will be recorded and thrown into the membership. So thank you, have a great weekend. Happy success Saturday and go crush May. Appreciate you guys, thank you so much. Hey, if you love this video, stop what you're doing. Click right there. I've got another phone sales video with tips specifically for you to convert people over the phone. Click on that video and I'll see you there. Today I want to talk about five easy phone sales tips that you can implement right away and see success with, okay? So stay with me as I go through each one of these.


Howdy. We are here from Cloudflare, and we are here to discuss our story on memory encryption. I'm Derek, and I work on the infrastructure security team here at Cloudflare, and I'm based out of Austin, Texas. And I'm Brian. I'm a hardware engineer on Cloudflare's hardware team, and I'm also based out of Austin. Our primary focus is on designing what our next generation server platform looks like and how we can make it highly secure without impacting performance. So before we get started, there is one quick slide on who we are as a company and our global presence to help visualize what we are doing in order to understand the level of work it takes when we design our server platforms. So a little bit about who we are. Our network spans across 200 cities in more than 95 countries, including 17 cities in mainland China. We have interconnects with over 8,800 networks globally, including major ISPs, cloud services, and enterprises. We have internet properties that are over 27 million and used by approximately 13% of the Fortune 1000. More than 1 billion unique IP addresses pass through Cloudflare's network every day. We operate within 100 milliseconds of 99% of the internet-connected population in the developed world and over 95% of the internet-connected population globally. Just for context, the blink of an eye is 300 to 400 milliseconds. We serve 14 million HTTP requests per second on average with more than 17 million HTTP requests per second at peak. We consistently do approximately 4.6 million DNS queries per second. That's around 400 billion queries per day and about 11.9 trillion queries per month. We wanted to talk about these numbers because everything we do is at scale. At the same time, security is of utmost importance. So we wanted to talk a little about encryption and how we handle encryption here at Cloudflare. We do encrypt different data states. We encrypt data at rest, including our cache on disk. One of our engineers recently made a post about patching the de-encrypt Linux module because he found that while the cost of SSD and flash drives went down, the modules were still built for spinning disks. So a patch was created to remove all the extra queuing and asynchronous behavior and revert de-encrypt to its original purpose. We simply encrypt de-encrypt Iowakrists as they pass through since we were using faster storage mechanisms than we were 10 years ago. We also encrypt data in transit. We have even collaborated with the Internet Engineering Task Force on evolving and standardizing the latest version of TLS. This helps to address some of the older cryptographic problems and design flaws with TLS that created the conditions for attacks like part lead, poodle, and beserk. But what about data and use? This is data that is being processed by one or more applications and data that's currently in the process of being created, updated, appended, or deleted. It also includes data that is being viewed by users accessing it through various endpoints and is the data that is successful to different kinds of threats depending on where it is in the system and who is able to use it. While we use different methods to protect data in use, we are always challenging ourselves with better protection modes. So one of our concerns is that someone could come in and steal one of our servers out of a data center or a colo. But it doesn't necessarily have to be a mission impossible style snatch and grab. How many of you have received reports of racks that were left unlocked or worse missing a door? I joke around about these things, but they do happen. Racks can be left unprotected and sometimes controls can be bypassed. So if someone were to steal one of our servers, the question becomes what exactly could they pull off of it? So when we just started discussing the concept of protecting data in use or further protecting data in use, we wanted to address how we could protect memory at our current and future scale. And the reason this is important is that data is stored in the clear. This can leave data vulnerable to snooping by unauthorized administrators or different methods of probing. Dim memory modules when powered down gradually lose data over time as they lose power, but do not immediately lose all data when power is lost. We've seen from a flux of research papers that memory modules can potentially retain at least some data for up to 90 minutes after power loss. Well, a reboot will generally take care of flushing memory caches, right? That's what, you know, cold boot attack worse to feed. Dump the contents of reboot, retain physical memory, be a form of modifications, which an attacker can then use to inspect that data. New or non-volatile memory technologies exacerbate this problem since an NB dim chip can be physically removed from a system with a data intact as it uses NAND flash to store a copy of its contents similar to our hard drive. Without encryption, any stored information such as sensitive data, passwords, or secret keys can be easily compromised. So do these attacks really happen? Cold boot attacks, as mentioned previously, first talked about more than a decade ago. I've started making a comeback with recent research papers introducing new methods to defeat DDR memory scrambling technologies that were used to obfuscate data written across a memory bus. By monitoring memory bus transactions, attackers are listening and looking for objects that can be secret in nature, think passwords, TLS keys, etc. Since the data was merely obfuscated via XOR and not encrypted, these attacks themselves were not very sophisticated, leaving DRAM exposed to memory extraction techniques. And then we had Rambly, which allowed an unprivileged attacker to read out certain memory belonging to other processes by leveraging the row hammer and bit flipping effect. Common hardware mitigations such as targeted row refresh, introduce other potential attack vectors like trespass, increasing the DRAM refresh rate leads to fewer bit flips, but there is a power and performance trade-off. And while ECC memory does complicate the attack, it does not prevent it. So we started looking into ways of better protecting memory, and we started looking at enclaves. Its memory encryption and isolation can be achieved with enclaves. It can be done in software only, but hardware manufacturers made hardware-assisted trusted execution environments to help create security boundaries by isolating software execution at runtime so that sensitive data can be processed in a trusted environment such as a secure area inside an existing processor or a trusted platform module. But enclaves were really meant to only process and run small pieces of code, not an entire OS. While there have been research papers that have shown how you can do it, they have come with performance trade-offs. On-cape page class is also limited to 128 to 256 megabytes of cache, and there still is a performance trade-off by enabling that. And at the same time, application refactoring is required in order not just to enable but also to use the enclave itself. And there have been a string of recent vulnerabilities that have come out, things like low-value injection, which are transient execution attacks that inject attacker data into a victim program and steal sensitive data and keys from an enclave. Recently, cache out, which is a newer speculative execution attack that is capable of leaking data from caching mechanisms including enclaves. And SCAX, which is a further evolution of cache out in the form of an enclave side-channel attack. So we made a series of blog posts earlier in March regarding our next-generation server hardware that we labeled GenX for the 10th generation, and it's based off of the AMD Rome architecture. We spoke about thermal design power, improvements in L3 cache, and overall performance tuning. But we were surprised at some of the included security features which weren't readily available from other manufacturers. In this case, it was secure memory encryption. Secure memory encryption is an X86 instruction set extension introduced by AMD in 2016. So it's been around for a few years for page granular memory encryption support using a single ephemeral key at boot with a new key generated by the processor in every boot. A page that is marked encrypted will be automatically decrypted when read from DRAM and encrypted when written to DRAM. And while there have been a handful of presentations and papers on secure encrypted virtualization, also MSF, it wasn't a feature we would use as we typically do not isolate with hypervisors. The SME components are fairly straightforward. There's an AES 128-bit encryption engine that is embedded in the memory controllers and is able to transparently encrypt and decrypt data in main memory when an encryption key has been provided via the secure processor. Then you have the AMD secure processor, which is an on-die 32-bit ARM Cortex A5 CPU that provides cryptographic functionality for secure key generation and key management. You could think of this like a mini hardware security module that uses a hardware random number generator to generate the 128-bit AES keys used by the encryption engine. The AS algorithm uses a physical address as a type of nuts. It is hardware isolated, so keys are never sent in the clear outside of the system on a chip, and it runs its own secure OS in Chrome. So how it works? It works by requiring and by enabling a model-specific register, which is a control register responsible for executing the x86 instruction sets. This enables the ability to set a page table entry encryption that here we have the documentation officially from the AMD developers manual. Support for SME can be determined through the following CPU ID function. BitZero indicates support for SME and again the relevant AMB documentation. Here you can see it on a test box, the validation output. You can validate that it's turned on by viewing the message buffer output by grepping for SME. You can view the EAX register contents by using the CPU ID utility to show support for the instruction in the processor and validating that Bit23 in the MSR is present. So how it works for an actual write after memory encryption is enabled. A physical address bit, also known as the ZC bit for encrypted bit, is utilized to mark if a memory page is protected. The operating system sets the bit of a physical address to one in the page table entry to indicate the page should be encrypted. This causes any data assigned to that memory space to automatically be encrypted when written in memory. So a page will be allocated, that page is zeroized, the encryption bit in the PTE if it's set clear or if it's been cleared, set it. Then with series of instructions is flushing the translation look aside buffer, flush memory caches, update the PTA, and then flush the TLB again. And when data is read, the secure processor provides the key to the AS engine to decrypt the data. The operating system sets the bit of the physical address to zero in the page table entry to indicate the page should be decrypted. And this is how standard SME works. And while it would be great to mark the pages we want encrypted ad hoc, we wanted to ensure that all memory was encrypted by default. And so that's when we looked into transparent SME. And as the name suggests, all memory is encrypted and it's performed transparent in the background, invisible to the US. All traffic going to the memory controller is encrypted, regardless of the value of the encrypt bit on any particular page. This includes instruction pages, data pages, pages corresponding to the page table itself. And no applications were required. So no need to refactor any applications to ensure that the applications themselves are using encrypted memory. It's a BIOS UEFI option that when enabled sets the MSR bit to active. Then your OS can activate memory encryption by default by setting the following kernel flag and by supplying mem encrypt equals on on the kernel command line. So now that we know that it's active, we wanted to test and see if it worked. So the built and built and loaded a kernel module specifically for memory testing that allocates a page of memory and zeroes out the allocated memory and issues a set memory decrypted function call against allocated memory. This specific function call is called to remove the encryption bit associated with the buffer under test. This doesn't actually decrypt the contents of the memory buffer, but we'll just mark it as not encrypted. This can then be used to compare against the reference buffer and determine the state of secure memory encryption. Then we check if the allocated memory is still zero. If SME is enabled, memory will still be all zeros. If SME is disabled, memory will not be zeros. So here we load the specific kernel module and then we get an error and we do that intentionally. We want the load specifically to intentionally fail so that the module doesn't have to be unloaded before we running the test while still capturing the default output. So with the module failure, we can still see the contents of the memory buffer. We can view the module output to console where we can see the printout of the actual hex dump. The printout shows the beginning of the buffer before the call to set memory decrypted. That checks buffer, buffer reference, and page size is still set to zero and after where the buffers do not match. So now we know it works. How old does it perform to our performance testing as well as rolling it out to production? And I'll hand it off to you, Brian, to go over the results. All right, thanks. So, yeah, as Derek said, now that we knew that the feature worked, our next step was to test how, if it any, it would affect performance. So we ran a series of benchmarks in the lab and then based on the results of those, we took it to production. The GenX servers that we're running this on have 832 gig dims running at 2933 megahertz. And we're using the Epic 7642 processor, which has 48 cores and 96 threads. And we're running in nodes per socket equals 4 mode. We're a Debian shop. We run Debian 9 on these servers. And our kernel version is 5.4.12. So the first test we ran was the stream industry standard memory bandwidth test. We use the standard stream.c available from the University of Virginia. But one change we did make was to increase the data set size to be around 5 gigabytes. And the reason why is that these processors have a large 256 megabyte level free cache and we didn't want that big cache skewing the results. So the graph that you're looking at here, you can see that depending on which subbenchmark you look at, we saw anywhere from a 2.6% to a 4.2% performance loss from implementing SME. The next test we ran was the Crip setup command. This tool is normally used to encrypt disks, but in this case, it has a built-in cryptography benchmark that we can use to, as a quick test of CPU and memory performance. And on this test, we saw less than 1% performance loss from activating SME. So this benchmark is not particularly memory bandwidth constrained. And then finally, we ran a custom web traffic benchmark that was developed by our performance team. This uses cloud for workers to generate web traffic from one host to another in the lab. And again, here we saw roughly 1% performance hit when transferring this small 10 kilobit byte image from one host to another. It uses 256 concurrent clients to do that. So encouraged by these results, we went ahead and activated SME on a host in production and then compared it to the performance of a host that's sitting right next to it in the rack. So they're both in the same polo, just one with SME off and one with SME on. This graph is a snapshot of the recent interval of web traffic to the server. This is nginx request service. And you can see the performance of the two servers track each other pretty closely. We are averaging an over-the-time period that you see here around 5% fewer requests per second service by the host that has SME enabled. Thanks for that, Brian. So what's next? So some of our future work includes doing this set of fleet-wide rollout. We currently have this enabled in a colo and we are pleased with a lot of the results. So planning on rolling this out fleet-wide. Also, I put in the ball in Intel's court for total memory encryption. This spec has been released or was released back in 2017. And we've recently seen Intel make some progress and deploying this in some of their future processors. So we'll be excited to test this as well. At the same time, more research. We love testing CPUs so we're looking to see if ARM has a risk equivalent as we believe full memory encryption to be a technology that will be widely adopted. Also looking into some newer AMD features for memory encryption when it comes to secure nested paging and seeing if it can protect container on times. So to summarize, first, memory attacks will happen. They will continue to get more sophisticated even as we continue to create countermeasures for them. Full memory encryption is available. This is an added security feature that doesn't require co-refactoring. And it's something that was surprisingly easy to turn on and test. And the overhead isn't as bad as we thought. And the majority of test results performance decreased by a nominal amount, actually less than we expected. And these official white paper on SME even states that encryption and decryption of memory through the AS engine does incur a small amount of additional latency for DRAM memory access, although it is dependent on the workload. Across all 11 data points, our average performance drag was only down by 0.699%. Even at scale, enabling this feature reduces the worry that any data could be extra-streated from a stolen server. So for up-to-date info on what we're working on, please feel free to follow our blog where we are consistently publishing content on new technologies and topics that are relevant in the standage. And with that, we thank you. Thanks for watching. Hi, Derek and I are here to answer questions. We had some good ones coming in through the Q&A. Angie asks, what's the overhead of encrypting memory? Hopefully we addressed that to your satisfaction, Angie. We ran a bunch of synthetic tests and saw anywhere from 0% up to about 4.6% hit on the test that we were running. And then on our live production environment, it's anywhere like 4% to 5% overhead, as in fewer requests per second serviced by NGINX with SME feature turned on. Fernando asks, does the chip manufacturer have similar instructions like AMD and sell the ARM?  So yeah, we addressed it Intel has a spec for total memory encryption as well as multi-key total memory encryption, which is similar to AMD. They do have it on some smaller chipsets too, actually AMD does. As far as ARM, we're still trying to investigate. They don't share the same x86 instruction sets that Intel and AMD do. But we're in discussions to find out if they have a relevant equivalent. Yeah, and there were some press releases from Intel based on their summit that they had a security summit earlier this year where they said that they are kind of getting the infrastructure in place for their implementation of this. And patches to the Linux kernel and stuff like that. And that the feature would be supported in hardware on just future chips. So they haven't really made specific announcement about when that'll happen. But that's a good question. We got that one from a couple of people. Yeah. Any experience on using SEV with VMs or containers you can share. So not looking at SEVs because all of the we've seen extensions for that for containers, we are more interested in like the secure nested paging feature with an AMD chip sets that we're looking into as it protects those container run times. I'm not sure if you can answer, but has SEVs called for a notice server that various coworkers experience completely or worse suddenly going offline and they're coming back online. Not that we can really answer it, but it's a concern of of us and hence we wanted to protect kind of like the smooth physical attack vectors. This being one of them that if this were to happen, you know, how could we ensure that that are our hard work itself was with being protected as best as possible. Is there any reason to use transparent SME instead of SME if the OS Linux supports SME, and then we wanted to just do it transferring the background have it be more BIOS controlled. So, you know, we didn't want to just turn it on ad hoc. And since a lot of what we do is when we deploy our hardware we automate a lot of the configurations we figured it was a lot easier just to turn this slide on. And then we already answered the info question. The comparison between SGX and SME is not right here. We, you're right, it is actually a different threat model. The reason we brought that on is that it was more or less from from some of the onset side. We didn't want the specific overhead of actually enabling on place because there were limitations if we were looking at protecting all memory. We didn't want to have that limited memory space. Most SGX machines from what we found out, you know, just allocated a maximum of 128 megs of memory for the EPC non-clay page cache. And that would be shared once all enclaves so we didn't arbitrarily want to choose what we wanted to run in the enclave. We just were more consistently worried about memory protection. So, while not the same threat model, it was still the same concern. That's all the questions we have. Yeah, I think we addressed them all. Oh, wait a second, there's a second page. Let's try and get to some more of these if we can. You see at the top where you can click 203? Yeah, would it make sense to provision per user memory encryption keys? That's something that we have thought about. Something that we're still looking into. So, yeah, that's potentially a use case too. In virtual machines, choose to utilize as an independent of the host. Yeah, that's a feature of securing the virtualization. So, if you are running hypervisors, you'd have the host OS run its own encryption key and every VM have encryption key assigned to it. SME doesn't have cryptographic integrity. Can you give some thoughts on whether your threat model is the tactic of integrity? If it doesn't include, should it? Yeah, that's a tough question. We, it does. And I think that's something that we've kind of addressed with the vendor specifically. As I said, if we're trying to do some sort of measurement, then it's either going to be a combination of some other features that we are going to enable or something we defer back to the vendor too. So, Michael asks, you were using 32 gig dims. Oh, sorry. Yeah, that's okay. You were using 32 gig dims. Do you anticipate any additional problem with higher density memory? I don't think the feature is going to work significantly different with a different memory config. I don't have any measurements to base that on just because it is all in hardware. It's all built into the memory controllers. I would expect it would work the same way with 64 gig dims. So the last one I'll take is, can I fact edit the boot artist's stable memory encryption? No, we're learning that with other features. So things like, so what I'm based on, the trust and other features to prevent that. So that's a big thing too. And some models that you can do to kind of like limit that as well. And that's something that we're going to look at sharing in a future talk. Thanks everybody for the questions. That's a great time. Yep. Thank you.


In the AI world, data is so important and yet people have concerns, privacy concerns. How do we strike the balance there? Data is definitely, it's going to be very exciting that we'll be able to preserve privacy and still learn a lot from the data, you know, like which crop should you plant? If we get all the data from the farmers without their means so we don't invade their privacy but giving better farmer advice or seeing here in India, you know, the top 10% of teachers are so good and saying, okay, what are they doing and how do we spread that to the other people or even if there's some new nutrition approach, you know, sometimes it works and sometimes not. And so because you have the medical record, the ability to kind of track and say, okay, this is working very well or this isn't, you know, we can be a lot smarter without threatening individual privacy. I'm going to give it a two-fold one, we need to train the common man for quality data. We need to have quality in our data, we need clarity. Second, the data owner should know what he's asking for from me, what work he's asking for. If he wants to make an agreement with him, he should allow it. And first, he should be priority research. Research data should not be too important or research will be too expensive. And the research institute should also be sure that I'm using your data, it's for the same purpose, it's for global good, for the common man's good. So I believe that no person in the world will be disarming. I think it's interesting that some of these digital systems create efficiency by getting rid of the middleman and you know that's super beneficial. I think it's interesting that some of these digital systems create efficiency by getting rid of the middleman and you know that's super beneficial.


QuickBooks Desktop 2023. Month 1 reports. Let's do it within 2-its QuickBooks Desktop 2023. Support Accounting Instruction by clicking the link below, giving you a free month membership to all of the content on our website, broken out by category, further broken out by course. Each course then organized in a logical, reasonable fashion, making it much more easy to find what you need than can be done on a YouTube page. We also include added resources such as Excel practice problems, PDF files, and more like QuickBooks backup files when applicable. So once again, click the link below for a free month membership to our website and all the content on it. Here we are in QuickBooks Desktop. Get great guitar's practice file. We started up in a prior presentation going through the setup process we do every time. Maximize on the home page to the gray area in the view drop down. We've got the hide icon bar, open windows list checked off, open windows open on the left hand side. Going to the reports drop down, company and financial, the profit and loss, the P and the L, change the range from 010123 to 123123. Customizing the report. We're going to go to the fonts and numbers changing the font, bringing it up to 14. Going to say okay, yes, and okay. Then go to the reports again, company and financials. This time, the balance sheet standard. Customizing, changing the range 010123 to 123123. Fonts and numbers. Change the font to 14 again. Okay, yes, and okay. That's the setup process we do every time. In prior presentations, we started a new company file. Imagining we had some accounting prior to using the new QuickBooks file. We entered the ending balances in the prior accounting system as of December 31st, 2022, so that we can start entering data into the current system, the QuickBooks system as of January 1st, 2023. We then, going over to the home page, imagined that we entered a month worth of data input for the expenses cycle, the customer cycle, the employee cycle. Now we are imagining it's the end of the month, and we want to be generating our month end reports. So we have a couple goals here. We want to imagine grouping together the kind of reports that we might be giving at month end to say a client or possibly to a supervisor or possibly for our own use. And we also want to be double checking our numbers if you're following along with the practice problem. And if there's any discrepancies within them, we'll take a look at the transaction detail report, which is a great report to kind of hone down any problems that might be present. So we got the standard balance sheet and the income statement so we can start there. Here's where we stand with the balance sheet. You can basically check your numbers off as we go through it. I'm going to customize this report and format it as we have been for external use. Imagining we're going to give it to a client. We will then discuss the different ways we might present it to a client. We could print it, we could email it, we can save it as a PDF, we can have multiple files that are going to be attached to an email. But we probably want to zip the files at least, possibly put them on a cloud drive, and we can use Excel then to get all of our files on one PDF, all of our reports on one PDF using Excel and the Qt PDF printer. That's what we'll go through. Let's customize the report up top and let's say that we are going to go to the header and footer. We'll keep it at the balance sheet. I'm going to take off the date prepared, time prepared report basis as has been our custom for external reports. We'll put our name in the footer and then in the fonts and numbers, we've already changed the font size. So I'm going to then say I want to put parentheses around the reports, make the negative numbers red and remove the pennies. Don't want the pennies in there for the external reporting. So there is our external report. Let's do a similar process for the profit and loss. So if I go to the profit and loss, I'm going to customize this one. Let's customize up top and go to the header and footer. And I'm going to say this one is going to be let's get rid of the date, the time, the report basis put our name at the bottom here. And then we'll say on the fonts and numbers, I'm going to put red numbers and brackets for the negative numbers and no sense on that one and say, okay, I also might want to call it the income statement. So you can make that change, which could give you some more customization. You have the capacity to do that in the headers and footers. You can call it an income statement. So we could do that. And so I'll save that one here. So there is that I'm also going to open up a trial balance. And then we'll take a look at the transaction detailed report. And then we might do a little bit more customization before we save these. So we'll go to the reports dropdown, accounting and taxes trial balance. And I'll do the changing of the ranging 010123 to 123123. Let's customize it up top. Let's go to the header and footer. And this is a report that you wouldn't often give externally because most people don't see debits and credits. Well, you know, if they're not an accountant, but it's a great internal report. So I'm going to I'm going to group this with our stuff as well. And some people might like the trial balance. It's a little bit easier to look at because it removes the subtotals. So I get rid of the time prepared and the report basis. We can still put our name and the footer fonts and numbers. And let's bring the font up to 14. That's what we've been doing. Let's keep it standard there at 14. And say yes. And then parentheses will make red. And this one I'm going to keep the sense just so you can double check your numbers with it a little bit more closely. So I'm going to say, Okay, this is the best report for checking your numbers. I believe it's the fastest, you know, report to do that. So if you're following along with the practice problem, you can you can check your numbers. I'm going to get rid of that time there as well, headers and footers. I don't want the date prepared. So you can check your numbers here. Now, if anything is off here, then you might want to change your date range and see which of which of the accounts are off drill down on it using the zoom feature and then see if it's a date issue. If you can't figure out what's what's wrong with it, we've looked at the balance sheet now, and then the income statement or profit and loss. And then we can look at the trial balance, which doesn't have those subtotals, the balance sheet and income statement are kind of nice check numbers because you can check like the totals. If you're checking your numbers, you could you could check the subtotals as kind of a check so you could say, Okay, it's net income, right? If that's right, I'm probably pretty good. Although I could have something miscategorized, for example, having two things in the payroll rather than breaking out payroll expense and taxes, for example. And then if something's off, then you can drill down further on a balance sheet and an income statement. The trial balance is great because it removes the subtotals. And in that case, you can just check account by account. So if you still have a problem, the great report to look at then is going to be reports drop down accounting in taxes and we'll now take a look at the transaction list by date report. And so let's run this from 010123 to 123123. I'm going to customize it by going to the header and footer, get rid of the date time. That looks good. We'll put our name down here and then the fonts and numbers. Let's see if we can do the same thing here with 14, which is quite large for this kind of report. But we'll see what we can do parentheses. And I'm going to keep the pennies here because again, this is kind of more of an internal report usually. And it's a great report to check your numbers on. So we made it quite large. I'm going to expand all of the columns to see if we can use this report and see everything. So that looks pretty good. Looks pretty good. Not bad. The account impacted and the split account. Okay, so there we have this. Now this one, you can go through each of these line items if you're checking your number and see, you know, the date and the accounts that were impacted, where we have the account impacted as well as the split, which is the other account. Now if there was multiple accounts impacted or multiple line items, then they have the split here instead of just giving us the other account that was impacted. So that's kind of the downfall of or the not so great part of this report. But it gives you pretty good information so you could check your numbers there. If there's a problem, if something doesn't line up, you can add the date and extend the date. So in other words, if there's something on my side that's not on your side, then try to extend the dates and see if it's a date problem.  And so you can think about, you know, deleting that or changing it to whatever it should be by drilling down on it and then making any changes necessary. Now note that we entered this information as of 11 2023. So this is after we entered the beginning balances. So if I go back to the trial balance, the beginning balances were entered as of 1231 232. I'm going to say 1231 222. So here's our beginning balances. Now, if if these beginning balances tie out as of 1230, let's make it from 010122. As of 1231 222. If these tie out and all of your transactions match what our transactions are here, then you must end with the ending trial balance being correct, the ending trial balance being as of 0101 222 to 1231 233. So this has to work because the difference between the balance as of the end of December 31st 2022 and the difference here, which is really as of January 31st 2023, even though I ran it to 1231 is these transactions details. And so that's how you kind of want to see it. This is the activity taking us from one point to the next point. This is the distance. This is how we got there. So it has to work out if the beginning balances tie out and you have all this information that has been entered thusly. Alright, so let's go ahead and print these out. So we'll imagine we're going to print these things out. Now the profit and loss, we really only have one month. So we would only have one profit and loss, but you can imagine once we get to two months, then you've got all the comparative reports that you can think about. Do I want to have January and February and then the sum of the two, the difference between the two you can compare to the prior year. So there's a whole lot of different reports once we get past just one period, right?  So it's just for the month of January. So this is what we have. And let's go ahead and print it. So I'm going to say print. I'll save it as a PDF. I'm going to put it into my files on the desktop and I have my get great guitar reports. And this time I'm going to say these are new reports. I'm going to say for 01.31.23 reports. And I'm going to imagine I'm going to group these together to provide them to a client. For example, this one I'm going to say is an income statement. I might want to keep the date 01.31.23. I might want to name it like I'll actually make this the second report, have them open the balance sheet first. So I'll say this is report number two. And that way I can kind of number it so it'll show up in order that I think they should open it in if I'm going to have separate files. And then I can go to the balance sheet. And again, I could do a comparison between the prior balance, for example. So for this one you might say maybe I want to take a look and have a comparison to the prior period. So maybe I say I could do it a couple different ways. I can say I'm going to go from 01.01.23 to let's know let's go from from 12.01.22 to 01.31.23. And then I want to see the months by month. So now I can kind of compare to those beginning balances we entered as of the end of December. The other way I might want to do it is this way I can customize up top and say I want to go from January 01.01.23 to 01.31.23. And then I want to look at it by total and compare it to the previous period, which will be last month, which will be December of 2022. And I can look at the dollar change and the percent change. So I can't really do that for the income statement because I didn't have any income statement items in the current QuickBooks system, but I can compare January the current month to those beginning balances we entered into the system. I can look at the change. I can look at the percent. And so notice now once I do come to these comparative reports, then you have the question, do I want to have a standard balance sheet and this report because this report already kind of includes the ending balance sheet or just have this report? I can also have a summary balance sheet report that I can include. So once we get into these comparative reports, you can see you can you have a lot more options on you can almost do an infinite number of different kinds of comparisons. Once you have multiple periods that you're talking about month by month, current year to the prior year, current month to the prior month, current year to date to the prior year to date, quarter to quarter comparison and so on and so forth. I'm going to change this and customize the name balance sheet comparative or something like that. So let's do that. I'm going to save it. And then let's go ahead and print this one. So I'm going to say print. I'm going to save it as a PDF. I'm going to say this is report number one. This is the only balance sheet I'm going to make. Although again, you might want to make a summary balance sheet as well. So this is a balance sheet comparative. And I'm going to save that. So those are the two main reports. I'm also going to export the trial balance. Again, even though you probably wouldn't give this to a client, but because I also want to give this for your internal report usages. So you can check your numbers 013123. And let's make this from 0101123 to 013123. And then I'm going to print this one print report. And not print there. I'm going to I'm going to say save as a PDF. And then I'll say this is number three trial. I always say trail balance because my fingers like to do that but trial balance. Okay, and then we'll do the transaction list report, which again is a report you probably wouldn't give to the client unless you're billing based on it, which oftentimes you might try to do that instead of billing hourly, you might try to build based on how many transactions you have put into the system and use that method. And then you can verify what the work you did with the transaction list. Let's go ahead and print this one out and save as a PDF. Let's make this number four. And I'm going to call this the transaction lists by date. Actually, I'm not I'm going to change the date before I do that. Let's make this go to 01 31 23. And there we go. Now I'm going to print it. Now I'm going to print it report. Not that one. Save as a PDF. Number four. This is going to be transaction list by date. So now we've got those saved. We can we then have them in our folder here. So if I go into my folder, get great guitars, there's our reports right here. I can give this to somebody else by possibly putting them on a cloud drive. I can also send them by email and attach four of them. Or I might want to zip them. So I might want to say, zip these reports so that I can send them all at the same time. I'm going to do another one in here so I can. So I'm going to say, these are the 01 dot 31 dot 23 reports to zip. And I'm going to put these in here. And say boom, and then I can right click and zip the file, compress the file, which and you might have a different zipper kind of program than this. But we should be able to attach this to an email is the point. Now I might want to put all those reports on one PDF file. I can do that with Excel and a PDF printer, such as the cute PDF printer. So let's try that method now. So I'm going to go to the to the balance sheet. And let's say we're going to export this, create a new worksheet, create a new worksheet. And I'm going to say a new workbook. I'm going to say I want a new workbook. And it's going to open up Excel and put our worksheet in it. Then I always test it to say, does this fit on one sheet wide? It does not. So I'm going to go back on over here. I'm going to double click on it. I'm going to call it comparative balance sheet or something like that. And then I'm going to say, Okay, how can I fit this on one page? Because I don't want it to be one thing I might say is I don't really need this column over here. I'm going to cut this control X and put it right there. And then I'm going to cut these control X and put it right there. And then I'm going to cut this control X and put it right there and I can get rid of column a put in my cursor on column a right click and delete. So that gets me pretty close. I don't need these other subtotals for that one. That one I'm holding control and that one I'm holding control to get these non adjacent ones highlighted or selected at the same time, delete those. And I'm almost there. So maybe I can make this a little bit skinnier. And not quite there. Not quite there. Can I make these just a little skinnier just a little skinnier? So that's good enough. So I'm going to save this I'm going to say file, save as browse, put this into my reports on the desktop, put it into the desktop here and get great guitars right there. And then I'm going to say this is a one dot three one dot two three reports, but this will be an Excel sheet. So I'm going to put all the other reports on this Excel sheet and then use the Qt PDF printer by going to the file print using my Qt PDF printer, which is free, you should be able to download it if you so choose to print all of these on one report. It still doesn't look like it fits on one page there. What happened? Let's go back over home page. And if I scroll down, yeah, it seems like it fits on one page. So let me see. It's giving me problems. So I'm going to go to the page layout over here and change the orientation to landscape. That would be the next thing that you can do. If it's not fitting on one page. So so now it's on one page wide. I'm not really care that it's two pages long, just not one more than one page wide. So I'm going to close this back out. Let's go back on up. And we're going to go to the profit and loss and do the same thing here. I'm going to say Excel and create a new worksheet. This time it's going to go to an existing workbook. However, browsing to find that workbook, it's going to be in the get great guitars. I just put it right here. So I'm going to open it back up and then have this new worksheet on it. So we're going to open that one back up. And so this one I put it on the left side. So I'm going to grab it and pull it to the right. This one should fit on one page. I'm going to double click on it and call it income statement is. I'm going to check to see if it fits on one page by going to the page layout back to the to the left. So it looks like it does fit on one page. If I go to the file tab and print again, now I can print the entire workbook, which gives me the balance sheet and then the income statement. So that looks good. I'm going to go back on over. I'm going to close it out. Add the other two reports. We've now got the trial balance. Let's add that one. And I'm going to go to Excel, create a new worksheet. And then I'm going to put it to an existing workbook. It should be going to the right place right now. So let's say, okay, and export, export, export it again. I'm going to grab that drag it to the right. And I'm going to call this the TB trial balance. Boom, check out this tab back to this tab. Does it fit on one page? It does checking it out in my print preview area. If I look at the entire workbook, everything looks like it's, it's looking good. Closing this back out and doing the last report, which is going to cause us a little bit more trouble because it's a wider report. We're going to say let's Excel create a new worksheet with that one existing workbook. I'm not even going to check it because I think it's going to the right one this time. We're just going to export it and live crazy, wild and crazy free like that. And then we'll take that left click and drag it to the right. And this is going to be the transaction detail or something. That's already been taken really good because the last one should be TB, detail report, this one should be TB trial balance, not TD. What are you doing with your acronym? So this one I'm going to go over here doesn't fit on one page. And so we got to do some adjustments to this one. So most likely this one's going to have to go landscape. So I'm going to go to the page layout orientation. I'm just going to say I know it's going to have to go landscape whatever that doesn't fix it totally yet. So I'm going to go down and say, Okay, I don't need this column at all, column A, you're useless. So let's call them B and C.  And then all these skinny columns don't need them I'm holding down control. So I can select non adjacent skinny columns. And then I'm just going to remove them all at the same time, right clicking on one of the skinnies that I selected and delete them all. And then here's another skinny. I don't need that one either right click, delete, boom. And so now we're getting close but the cigar has not yet been had. And I want the cigar because it's still not fitting. See, so I can then I can put this one in here. Maybe I don't need this cleared column. But maybe I'm scared to like remove it entirely. So maybe I right click and I hide it. I could still just hide it. And so there they I could do that if I want. And so that's pretty close the memo. I could make the memo column smaller and maybe I want to to wrap it if there's going to be something necessary. So alignment wrap the text. So that allows us to kind of see what's in there on a wrapped text basis. I also kind of like to see the stuff at the top. Notice how it kind of aligns it at the bottom.  And so now you've got the wrapped text. And now you might do the same thing for the for like this for these two items here, maybe I can wrap these, not that wrap them, and then make them a little smaller, possibly. Hold on a second happened there. K. Paso. And so something like that. But not quite. Ah, come on, give me a break. Are you kidding me? Let's make this one smaller. Okay, there we go. Okay, so then we can print it all I'm going to go to the file tab, and print it out. And this is this is just an example of what we could do print the entire worksheet. And so now everything's on one sheet, it's a little aligned to the left and so on. But those are the pros and cons you can keep on, you know, tinkering with it for the formatting if you so choose. I'm going to go ahead and print it to a cute PDF printer, which is free if you want to check it out. I'm not advertising for them or anything. That's just what I use. You could do whatever you want to do if you want to keep whatever PDF print it doesn't have to be a cute one. But you need a PDF printer if you want to do this. So then it's going to go to here, month end reports, let's say it's going to go to get great guitars, January, that's we'll put it right there. Boom. Save it. So now if we were given these reports and remember that the the niceness of the reports is half the battle when you're a bookkeeper, you're not battling your clients here. It's just a it's just a kind of a phrase that you but right because you want to make your reports looking nice, so that they just they know how organized you are and that you're there for them when they need you, which most likely will be at the end of the year if you give them ugly reports, then, you know, that's going to see they're going to see that as a negative reflection of your work possibly right. So notice the transaction list down here is is lands is orientation landscape, not a problem, though, if they're opening it digitally, if you had to print these reports out, then it's going to be kind of an issue because you got to you got to staple it sideways and stuff, which used to drive me crazy. I'd have reports going the wrong way or one way and then the other landscape report going the other way and the staple and your twists and the thing around. But if it's in the PDF file, then it'll orientated the right way. So you could then give these reports to somebody by attaching them one by one by giving them to a cloud drive by zip. If you do do those attachments or a cloud drive, you might want to number them to give the client an indication of which one should be opened first. You might then zip them to give them a zipped file. You could give them the Excel file, but you probably wouldn't normally do that, but you could use Excel to then create the PDF with all the reports on one file, which can be kind of impressive, although you do lose a little bit of the formatting. So those are the options.