Welcome to this episode of door hardware nerds. I'm your host Mia Merrill today. I'm joined by Jason groups Jason say hello, and please introduce yourself Hey, me. I'm Jason grooms product manager for Osla Oblai door controls group Well, welcome back if you are a frequent watcher You'll have noticed that Jason has been on a couple of episodes before so go back and check them out But Jason you're here to share some news today. So what's going on? I Am we are launching a new product this week. We're launching a new low-energy operator 5200 series operator, which is actually behind me. It's the small one right there All right, and why would I choose that? What are the some of the benefits? There are quite a few benefits. You know, I think first and foremost the 5200 shares the same Installation experience that our customers know and love in our 6300 and our 6200 operators and It also utilizes Wi-Fi as the programming methodology. So it's a it's an operator that you do not have to Get on a ladder to make adjustments to you don't even have to take the cover off Very easy to install and and set up and and get going and it's priced at the entry level We we engineered the product really for bathroom doors for office doors and There's there's a lot of really neat Functionality that we built into the product specifically for single-use restrooms. Those are it's one of the most complicated applications for a low-energy operator and with our Wi-Fi programming We did some really neat stuff to make it as easy as possible for someone to take, you know, whatever components they have, you don't need a specific set of components and Configure them in our interoperator to work for a single-use restroom Great. So what I remember about Wi-Fi operators is if you've got more than one in your building you can save The settings and then just kind of put them into additional operator, right? So it like says even more of your installation time you can and and that's something that is is Even even more of a big deal now that we've got three operators on that methodology Because you can mix and match. There's nobody else that can that you can do that with besides us You can mix and match To you can pick the operator to fit the application that you've got and fit the price point that you've got for your application So you can put 6300s on your exterior doors 6200s Inside inside the building in your vestibules Maybe where you've got fire ratings and then you can put your 5200s on your bathroom doors and you'll have products mixed throughout the building That look the same they install the same and like you said They they can share the same settings and you interact with them in the same way That's great. And then going back to single-use restroom so we can use way to open push to open When you just integrate it with an ELR You can you can You really can can use whatever you want. There are a number of inputs If you look at our programming guide, there are actually I think six or seven Different inputs that you can configure So, you know when I said earlier that you can kind of take whatever hardware you've got and set it up with our operator That's true. You don't need an electric strike If you have one great, but you can do it touchless you can do it with with buttons you can do it with LED lights Really anything that you can dream of All you need is the operator and whatever components you have you don't need any External logic modules or relay boards or door position switches. The smarts are built into the operator Wow, that's amazing All right, and I it's have that Norton look to it now, right that Chevron design that you had said So, you know, it's a nice suite of products. It really runs it out. Doesn't it? It does Yeah, good Well, any final thoughts you want to share with us today? No, we're really excited to have You know something that that nobody else does in the industry We really think that there's a lot of value That this particular product is going to enable now that we've got three on a platform, you know that ability to mix and match and not have foreign Experiences between the different products in your building. I think is something that is is really exciting to us But I think it's going to be equally as exciting to our customers I agree. Well, Jason. Thank you for coming on with us today If you are curious about the Norton 5200 operator, I will drop a link down below. Thanks for watching


Everybody forced here ripping four boxes of 2022 top scrum f1 hobby for Justin H. Thank you Justin for the order. That's a luck, man Have to tie him out Sean. I'll take the doctor from his pay Starting over the Nato Aldi Caldwell. Alrighty Good start F2 auto Aldi Caldwell. Let's pull a super Refractors joke on your rookie mini diamond of Esteban Okon To 80 of 299. Oh, yeah. Oh boy Check if I extract the Charles Leclerre driver of the day Great Britain Those weird camera went out of focus Fractor George Russell. I don't know. I don't know you were working this late Sean the iron heart I guess future stars. I'm already cordial with a purple refractor Pierre Gossley 17 of 399 Refractor rookie Joe Guanio orange red Lewis Hamilton a Grand Prix driver of the day Brazil good Bruins games on ESPN plus the Let's go Refractor France toast a green of JQ's 75 out of 99 Gold after a Kimi Reichen and refractor Is a feature stars Ralph Boshung number 2450 true gold nice guard solid first box Throwing everybody in darts.  It's awesome. Pierre Gassley checkered flag extractor Kevin Magnus and refractor refractor George Russell checkered flag Purple extractor Fernando Alonso number 109 of 199. Is there truth you legend in darts? Refractor a future stars tale for sure a minutes late. I know I know if I was home I'd go to bed Yeah, see Matthew. We got it. We got good excuses Purple green Andreas Seidel no time for fun right now Dylan doing we're doing personals refractor Nicholas Latifi I mean, this is different type of fun. Yeah, Latifi mini diamond 252 at 299 Refractor future stars Ali called. Well Appreciate that orange future stars John Darvala 17 at 25 Dude, if I was at the porch right now, I'd order it on across the board for sure Like I know for a fact you guys have something to make a PB and J back there. I know for a fact It's a restaurant. You have peanut butter and bread Probably got jam or jelly somewhere Purple refractor Kevin Magnuson 366 to 399 refractor Nicholas Latifi pink refractor George Russell Numbered 44 of 75 nice gr So the lane was calling GR I'm gonna say it's not like I'm cool Refractor Fernando Alonso rookie on a show Guan Yu Nice. Yeah, you guys are gonna get in trouble. Just get ready for that. Hope Sean keeps his job in values To be fair, it's gonna be mayhem for everybody. Yeah to be fair. It's not just gonna be Refractor Nicholas Latifi Golden Purple Esteban Oakland Checkered flag extractor Lance stroll Refractor Fernando Alonso refractor Kimi Reichen and driver of the day Abu Dhabi mini diamond Lance stroll 167 of 299 that's good makes it easier max for stopping refractor and an art to grand prix and vorked Very nice Case hit and hobby last one box number four They're pretty good so far just let's see if you can find a like a red or a really nice orange or a super fractor That's how I know I need a day off refractor Max for stopping Brady on the dartboard a Charles Leclerc checkered flag extractor refractor Lando Norris sure stop Refractor Lance stroll with a purple checkered flag behind it of Alexander Albon numbered 87 of 199 It was Hamilton refractor Nice one there Max for stopping purple green Grand Prix winner France refractor makes shoe mucker Purple future stars lead by Djurgovic numbered 74 of 399 and an orange on the back That's a future stars Marcus Armstrong. Oh, it's an insert F1 racer George Russell 13 of 25 nice Haven't seen orange one of these before all right Shawn get home safe man Yeah, I'm gonna say I'm always taking you home, but he's safe I mean get a ride home. Yeah, all right. Thank you Justin good four boxes there. We will get these out to you


Today's lecture will be delivered by Dr. Uma Sinha Dutta, she is a Global Training Manager at G Healthcare. Dr. Uma's research experience includes molecular virology, molecular and structure characterization of segmented RNA virus, early detection kit, both for immunodiagnostics and RT-PCR. She is an expert in surface plasma resonance technology, especially GE's Bayakur certified trainer and in cell analyzer GE's high content analyzer. In the next 2 lectures, Dr. Uma will explain the concept of surface plasma resonance technology by using Bayakur technology platform. She is going to provide you not only basic understanding of how SPR works and how the Bayakur technology platform works, but also a brief overview of applications possible and how to process the data, analyze data and interpret in meaningful manner. So let us have Dr. Uma Dutta Sinha's lecture today. I had a chance to look at the Bayakur, we talked about some of the SPR technology, how it actually determines the interaction based on the surface plasma resonance technology. You know what's the association phase, what's the dissociation phase, regeneration's required to run the cycles. So post that I would like to talk about a little bit on the assay development part. When you are ready to do your, or start up with your Bayakur experiments, what are the things that you would like to take care of when you have to interactance and you would like to see the interactions, what are the things that you would like to optimize, which one should go as a ligand, which one should go as an analyte, you know, various other things, what would be the reference service like, you know, things like that. So let's start. So this is the basic assay development. Before I do that, I just, I would like to spend a minute to talk about the organization that I have worked for. So I am part of GE Healthcare and I work for a small group called FastTrack. FastTrack is actually a group which offers services to the customers. There are two parts to it. First is the process development. The other is the training and education. And I am currently the global FastTrack training manager. So I take care of all the trainings that happen globally. And FastTrack, like I said, it's a global organization. It is located strategically over the world and, you know, we do all kinds of process development and training. So coming to the objectives of the lecture. So like I said, we will talk about on the assay development part, what you would do when you first would like to set up a beer core assay, you know, what are the optimizations that you would like to do, what, you know, things like which one to, what, first of all, how are the, you know, assay, first assay, how does it should look like, then which one can be a ligand, what can be an analyte, what are the different reference surfaces that you can do, you know, and very important also, we talked about regeneration. How do you optimize the regeneration condition? Because, you know, if your regeneration is not perfect, your runs typically do not go so well, right? So the first, so let's look at some of the assay formats. The first one is the direct binding assay format, which is very simple, you know, your interactant is actually immobilized on the surface, like you can see here. So we talked about in beer core that you have a ligand and an analyte, right? Whatever goes on the surface is called the ligand and whatever is flown on the, on the flow cell is called the analyte. So in the direct binding, your ligand is actually covalently linked to the surface and your analyte is moving on top, right? You also have another direct format, it's nothing, we call it an enhancement or it is also similar to the capture method, right, what we were talking about. So the first, the capturing molecule is immobilized, then you actually bind your ligand and then your actual analyte comes and binds, right? So this is, you can also call this an enhancement molecule, sometimes if you're, if you're treating this as a direct binding, if this molecule is extremely small, then you can use an enhancer, you know, a specific molecule that it binds to, read it. In the direct binding cases, your sensorograms would look something like this. In this type, you, this is where your baseline is, this is your association phase and this is your dissociation and if you're looking at, and after that you can actually do a regeneration for this type only, but if you're looking at this enhancement, what you do is actually, first this is where your red molecule is binding to your ligand and then your enhancer is binding. So that's your final response that you look at, right? There are certain indirect bindings that you can do where we use it, we utilize the competition. So the binding doesn't really happen on the surface, you're having the binding happening on the, in the solution, right? So this is called the solution competition. What you do is here, you mix the analyte and the detecting molecule in a particular portion. The analyte is kept constant, where in with increasing concentration of detecting molecule, okay? And you mix them. So with the increasing concentration of detecting molecule, what will happen is you, you will, with increasing concentration of detecting molecule, you will have free detecting molecule in the solution, right? And then when you put this mixture here, so with the increasing concentration of analyte, you actually see drop in response unit, right? So it's, it's actually a reverse, you know? With increasing, usually in the direct binding with the increasing concentration of analyte, you see increase in response unit. Here you're seeing just the opposite, right? This is another one. It's a similar format. So here, you're actually having a competition in the, in the term that you are, you're having a competition in the solution. The bound ones, the bound ones will not come and bind here. Only the free detecting molecule are available to come and bind, right? Now here, when you, you're mixing it with, so this is where we call, it is a surface competition. The competition is happening at the surface. You have the analyte as well as you attach or link your analyte with a competing analyte, in the sense it's, it's a high, high molecular weight analog where you link it with. And the key is the high molecular weight analog when you attach it. The, the size of this should be considerably larger than your analyte. You mix them. Here they actually, in earlier case, the binding was happening in solution. But here, of course, there is no binding. When you put this mixture on, on, on your surface where your ligands are bound, you see the binding only because of your competing analyte, okay? When you, these analytes are so small and negligible, you do not get to see your binding. So here too, with increasing concentrations of your analyte, you actually see less and less of binding. So it's again a reverse plot. So if you summarize a response versus analyte concentration in direct binding, you see increase in RU with analyte, whereas in indirect, you actually see a decrease in binding with your, so these are basically two types of, yes, sir. So on the direct enhancement, is that, how long do you get the rate constant of that? Is, or isn't that dependent on the rate of the enhancing moment, why there's that? That's, that's right. So you, you probably will not get the rate constants there. You can only do only certain applications, like concentration determination. Yeah, that's a very good point. Yes, so you, so these are different various formats that are offered, but then again, it is limited to what applications you are using to, yeah. Okay. Coming to the general steps of Birkor assay, I think I don't need to explain that. You are all now quite comfortable with this. You understand this, but we'll talk about now in detail on the surface preparation. Why, you know, so surface preparation. So when you have a set of two interactumers, right? You would like to use it in Birkor to see and bind it, right? So you need to first understand why you would like to, which one you would like to choose as a ligand, which one you would like to choose it as a analyte, things like that, okay? So first of all, what is immobilization? We all know, right? How do we stick it to the surface? We covalently link it, right? It is not just any attraction, it's covalently linkage, right? So once you immobilize, that is immobilized for good. You cannot strip it out, okay? So once you immobilize something on the surface, you can't strip it out, right? So points to consider, you know, first when you have it, which one you would like to immobilize? Then how you would like to immobilize? Which chemistry are you going to use? Whether you're going to use the direct binding approach, you're going to use the indirect binding approach, all these things, right? What is the immobilization level you would like to use, okay? Because when different applications require different immobilization techniques, amounts, right? So for example, in kinetics, you know, adding too much of ligand is extremely detrimental. You do not get the right kinetic data. Your ligands have to be immobilized very, very low. Whereas if you're doing a concentration analysis, you need to have a high ligand concentration. So these knowledge is very, very important, okay? And which sensor chip is suitable for your assay? We talked about various sets of sensor chip, like, you know, CM5, CM3, C1, when you have a lot of non-specification, hydrophobic for HPA, you know? So all these things, NTA for nickel tagged, if you have something like that, okay? What to immobilize? You come back to the question of which one to immobilize. So the first thing that you would like to look at is actually the molecular weight of the interaction. Which one would you think should go as a ligand if you have two interactants? And one of them is large and one of them is small. Which one would you like it to go as a ligand? The small one, absolutely. Because you can use the larger one as an analyte, so you get to use a, you know, higher response, you know? But having said that, with the Biocode T200, the sensitivity it offers, even if you have a smaller, you know, small molecules can still be used as an analyte, but you do see some amount of background, you know? A noise. But then it is still enough to do a, you know, kinetic analysis, but not with the earlier versions like X100 where the sensitivity was not as high with the T200. Tagging of the interactants, if you have a tag, you would obviously like to use a capture method to put it as a ligand, right? Functional groups. The few things. Functional groups and binding activity of the immobilized, they go together, actually. Because if you are using a functional group to immobilize, which is actually in the active pocket, then, you know, you destroy the activity.  So, you need to have some amount of information of, you know, the functional group that you are using and that is not being used to, you know, immobilize it on the surface, right? Purity. The most pure one should go as a ligand, you know? You cannot have an impure ligand. The more junk you immobilize, the data becomes more dirty. You can still use it as an analyte, you know? So, of course, again, when I talk about analytes being impure, it's only limited to applications like binding experiments. If you have to do kinetic, you cannot have, you cannot afford to have a impure analyte. But if you're doing a concentration analysis, if you're doing a binding, it's fine to have a slightly impure analyte. Valancies. The more number of valencies, where do you think it should go? It should, you know, so like an antibody and an analyte. So, you use anti-beta-2 microglobulin today, right? And beta-2 microglobulin as an analyte. Which one did it go on the ligand? The anti, the valency was 2. You put that on the surface, right? So, but if you had done the opposite, and, okay. So the question is, if you have an antibody on the surface and have an analyte on the, flowing on the surface, it is actually a one-to-one binding because we call it as, you know, the binding is considered with respect to the analyte. But if you have the antibody on the, flowing on the thing and your analyte, the same detecting molecule is on your surface, then it becomes bivalent analyte, right? The bivalent analyte. So your mode would change. PI of the protein. PI of the protein, I would like to slightly stop by out here and we will explain it in greater detail in the upcoming slides. Because that you will see is an extremely important when you're immobilizing your ligand, okay? Amount available. Obviously, if your amount is very available, is very little, then, you know, you would rather use it as a ligand because when you're using it as an analyte, you have to, you know, run various number of cycles leading to more number of, you know, requirement of analyte. And then assay requirements. Of course, assay requirement is very, very important. What actually do you want to get out of the result? That is very important too. Surface preparation, I think you saw this slide. You know, surface can be prepared in two ways. One, you directly immobilize the ligand, right? In the other one, you actually capture your ligand. So in capture, your actually capturing molecule is actually immobilized directly on the surface. Now the difference would be is that, you know, in this case, you lose the directionality of your ligand like we were discussing. So it is actually immobilized at random using, you know, any of the free amine groups or the thiol groups on the surface. Whereas if you're using a capture molecule, you maintain a directionality of your ligand. If you, if your assay requires so. This one that you're looking at is actually the step of your immobilization. So how do we immobilize is like, you know, first we activate our surface using EDC NHS. And don't ask me what's the full form because I really cannot remember ever the EDC NHS, it what it does, it actually activates your surface into a, the carboxyl groups into a reactive ester group, okay? And that's where you're seeing the EDC NHS is being pushed. After that, you know, at this point, your surface is actually activated. And then you push your ligand, okay? With, which has the free amine groups or the free other groups. And at this point, all your proteins are getting covalently attached or linked to the surface, okay? And then finally, you do a blocking with ethanolamine. The, this blocking is to block all the activated ester groups which are not, which has not formed a covalent link. Because if you do not block at that stage when you're actually passing your analyte, they may come and bind there, right? So this blocking step is extremely important. And the difference from here to here is actually your immobilization level, okay? Choice of immobilization strategy, it'll depend on your ligand again. Amine coupling is very widely used. You know, in most cases, you know, more than 90% of the cases we typically use amine coupling, particularly in proteins when we are talking about because there's huge amount of amine groups available in most proteins, right? So if your ligand is actually unstable, then you would actually use a capture method, right? If you're using a covalent chemistry to immobilize and your ligand loses its activity, then you would rather use a capture method. If it's an impure ligand, like remember we said that your ligand needs to be very, very pure to be put on the covalently linked on the surface. But if it is an impure ligand, then you can do is capture it, right? So you can only capture your specific ligands. If your covalent linking actually loses the, you know, results in loss of activity, say for example, you have done amine, then you, and it loses the activity, then try and use a thiol coupling or aldehyde coupling. For acidic ligands, typically, you know, capture chemistry is mostly used. And if regeneration condition is also, you know, difficult, like if you have not found out a regeneration condition, sometimes it is very difficult to find out a regeneration condition for some cases. In those cases, also you use capture chemistry, okay? Coming to the PI point, which is extremely important here when you're immobilizing your ligand. And I think I don't need to reiterate this, you know, we all know what's the, you know, what happens when your protein is put in a pH less than your PI, your protein is actually positively charged, right? And if it is more than your PI, your protein is actually negatively charged. So when we use this, it's the same thing in a more schematic thing. Now, the PKA of the surface, the chip, the PKA of the surface is actually close to 3.5, okay? So if you are going less than pH 3.5, so I'm talking about a scenario where I would like to immobilize my ligand and I would like to put my ligand or the protein in a certain buffer where it is in a particular charge, positive or negative, let's decide that, right? So if I put my protein in a pH 3.5, say, most likely if the protein, of course, PI is higher than that, it'll be positively charged, but the surface actually loses its charge, okay? It has absolutely no charge. So in that case, you know, there is no attraction between the protein and the surface. And why are we talking about the attraction between the protein and the surface? Because we talked about covalent linkage, right? But the covalent linkage to happen, the protein has to come close enough to your surface so that your covalent bond can be formed, okay? So this scenario where your pH is very low, typically it's not a good scenario to immobilize your ligand. You do not see immobilization. So it's too low for immobilization.  And if your PI is higher than that pH in that particular pH and you're able to keep the protein positive, you know, then your attraction happens. Okay, and this is the ideal scenario where your, you know, covalent linking can happen very ideally. Again, if your pH is higher than your PI, you know, then there is no attraction because both of them becomes negative, right? So that's what we call it as pre-concentration also. So when we are doing and ligand immobilization and sometimes we see that we are not attaining the amount of RU that we are expecting, this is something that is extremely important apart from the chip quality and EDC quality and things like that. So this is also something very important to keep. And this is the same thing that we talked about. Now, you know, not all the time you may have information about the correct PI, right? So we have a tool called scouting, pH scouting, which actually tells you which buffer would be most convenient or ideal to use it for immobilization buffer, okay? For immobilization purpose for that particular protein.  Take a small amount and then mix it with various buffers. Typically the buffer that we supply is from pH 5.5 to pH 4, okay? Mix them in all different, same concentrations but different buffers and then run them. And then try to compare and see what is the peak like. Remember, here there is no immobilization happening. It is just the pre-concentration, only the attraction that is happening and then you see the increase in IO out here, right? So in this case that you can see that pH 5.5 is the lowest and the highest is pH 4. So what does it, what do you think it means? That does that mean that pH 4 is the best for immobilization? So most people think that increasing the lower the pH we go, we can attract the protein more and eventually we can get the best. And well, there is some amount of truth in that but not always, you know? So if you see out here in pH 5.5 which is actually kind of like the highest pH here, you attend quite large amount of RUs, okay? You go to around something like, I can't even see 10,000 RUs which is an extremely huge amount of RUs. You don't need that much amount of proteins to, you know, if you are reaching around 4,000 or 3,000 it's more than enough to, you know, do any of your applications that we are talking about. Now, so we actually did not get enough information from there, so we took the same thing and we ran it through the whole immobilization process, right? And you see in pH 5.5, you get to around 13,000 RUs, right? And pH 5, you get to around close or maybe similar. I don't think there's, I mean, 13.5 and 12.6, I think I would say it's very close to each other. 4.5, there's a reduction, it's much less and then again, four is even less. So whereas our pre-concentration earlier showed, you know, with 4.5 and 4, it was still increasing. But here, actually, you are actually attending much lesser RU than considered to pH 5 and pH 5.5. The logic out here is actually, so when you are actually attracting so much in pH 5.5, increasing the pH, lowering the pH even further and attracting doesn't really help for covalent linkage. So that's where you start getting your steric hindrance and where your, immobilizing, your covalent linkage is not again happening in an ideal scenario. So the key thing, like she said, is to have your proteins in a comfortable environment close to where your proteins will be comfortable, not stress them out in harsher condition. If required, if you do not see any rise, like for example, in these cases, if you do not see any rise in pH 5.5 and 5 and suddenly you see a pH rise in 4.5, that's where you go into a lower pH like 4.4, 4.5 or 4. Otherwise, stay close to, you know, more comfortable environment. Does it make sense? Okay. Now, I think somebody was asking about the immobilization level. So this is, so how do we find out the immobilization level and in in Biacorne term and how much should we immobilize actually when we are doing a Biacorne assay? So we have this formula, which we call it as, it's kind of like a, what do you say? Vedvake in Biacorne. Our max is equal to molecular weight of analyte by molecular weight of ligand multiplied by RL. Into the stoichiometry. So R max, we haven't talked about R max yet. R max is called the maximum binding capacity of your surface.  RL is the ligand immobilized.  Say for example you immobilize 500 R U's or 1000 R U's, right? So that's your RL. A stoichiometry of your binding, whether it's one is to one or if it's a bi-vand it's two, right? So typically theoretical R max, what we find out from here is higher than your experimental R max.  Or your ligand to begin with may not have 100% activity. But in some cases when you see much higher R max, you know, inexperimentally as compared to theoretical, immediately it should strike a bell that, a bell should ring in your mind and something is wrong. Either the stoichiometry that we considered was not right, or there is some non-specific activity, or there is aggregates happening, right? So there's a small exercise, if you would like to do, hopefully it'll wake you up if you guys are sleeping. So say for example if we have a ligand that I would like to immobilize, and I would like to work at an R max of 100, okay? And the molecular weight of your analyte and ligand are given. So your ligand looks like a map, like 150 kilo Dalton. Your analyte is 25 KDA. The stoichiometry is one, and I would like to reach an R max of 500, right? So how much RL, how much of ligand should I immobilize? Anybody? 600, right? So if you get 600, then typically I would, since your theoretical R max is usually higher than your, you know, experimental R max, we typically go ahead and if it's 600 from your theoretical I would go ahead and immobilize 700 or 800 to compensate a little bit and then you know, start your experiment, okay? Is it okay? So the circle of R max? Right, yeah. So if you're doing a kinetic analysis, you have to be, even 100 R use is quite high sometimes. Sometimes you have to go as low as 50, 20, or you know, T 200 actually allows you to work as low as five R use, R max, okay? So you can still get a very decent, nice, without noise graph, which we can perfectly do an evaluation on and get a K, KD value of it. If it's a concentration or affinity determination, then it has to be on a higher range. Like you know, when I say higher range, it can be around say 3000 to 5000, ranging on that. So you find out the surface saturation. Say for example, you know, if you're immobilizing a 150 KDA molecule, so your surface saturation comes at close to around 10,000 to 15,000 R use, okay? That's the surface saturation. Yeah, roughly. So and if it is say around 25 KDA, then it is around 2000 or 2500. That's the surface saturation. And when you're doing a kinetics, you should never be in a saturation mode. You know, there is something called mass transport limitation that happens, which actually affects your concentration of your analyte. So you would have to keep your ligand concentration extremely low. So otherwise you get erroneous kinetic results. How much will come? When you say 600, 700, what's the unit? R use, resonance unit, response unit. Resonance intensity. Yes, exactly. So like I said, right, it is related to the refractive index. So the change in refractive, the change in mass will change the refractive index and that is related to your response unit, response unit. Because the analyte molecular weight is not too high. No analyte molecular weight is there. Yeah, okay. It can allow a lot. I mean, and then it's not about T 200 allowing it. It's the analyte and the ligand molecular weight which will contribute to it. Yes. First is five uses. Five R use of R max. Yes. Okay, so I'm sure this was very informative lecture by Dr. Uma. You are convinced that she's able to convey the very hard ideas and principles involved in this technology in a very lucid manner. In the next class, Dr. Uma will continue to explain some more detail of Bayer-Core technology. She'll also provide a demonstration and working of how to do SPR experiment on Bayer-Core platform in the next class. Thank you.


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There's a quantity quality thing. They got an email, then they got a call, then they get the CMA. There's a lot of quality. We put in a lot of time. We invest in a lot of time in that person. Ladies and gentlemen, make some noise for Ricky! Karoo! He is an investor, a speaker, and soon to be remembered, in my opinion, as a legend in the industry. The cool thing about what he was doing was he was documenting everything. Like he would post his calls, his work he was putting in, his strategies, he was sharing everything. But you've got to have quantity. You've got to have a volume of people to know who you are to get to the next level. The quality is right here in your mouth, how you talk to them. If you're working part-time, what hours throughout the week are you dedicated 100% to your business? Can you eat all the food up there on that buffet? No, they can't bring it. That's what real estate is. Like your job and that scenario should be to get the content out, to try to get the people who are gonna unsubscribe to unsubscribe as quick as possible. Whatever they say, you come back at them and say why. If you don't know what's happening behind the scenes of their life that's causing them to make the decision to buy our selling property, you can't help them. Hello. Hey, how you doing? Good, how are you? I'm doing just fabulous. Thank you for taking time for us today. I know a few of us are still coming in the room. Yeah, no, my pleasure, my pleasure. Where are you guys located again? We're in Atlanta. Okay. Yeah, we are in Atlanta by way of a few places. Nobody's from Atlanta. Yeah, yeah. Yeah, I love Atlanta. I, it's about a five hour drive for me, so. Where are you? I'm at Gulf Shores, Alabama. So I'm right on the Florida line. So I'm real, I'm basically in Florida. Depending on what part of Atlanta you go to, you basically an Alabama anyway, so it's okay. Yeah, that's true. Yeah, but we've been there a couple of times for some different things. Football games, concerts, you know, stuff like that. I went there and spoke at a couple real estate things back in the day. I hadn't had any, hadn't had anything on a while there though, so looking forward to coming back sometime soon and doing an event of some sort. All right, cool. Come on, you can come do an event with us anytime. I do a lot of events around Atlanta. So if you ever come to an event, you let us know. Okay, so I guess kind of, there's a bunch of people kind of coming in, so I don't know. Hopefully they're all on your team. All the ones that just came in, yes. I'm looking like. I never know with my Zoom. Sometimes people try to slide in here, you know. All right, cool. Well, like I said, good to see you. Good to meet you guys. You know, I'm Ricky, so I'm sure you guys know me. What can I help you guys with? Oh, I'll speak at once. So right now we are in a boot camp. We got kind of put two teams against each other and this week is listings. Okay. I was like, oh, this is perfect. So this week they're doing listings and CMAs. I was gonna say that's my question. That's what I wanted to ask about. Oh, okay. They're doing listings and CMAs and yeah. So go ahead, y'all, ask all the questions. Okay, hold on. So we're currently doing a listing with CMA challenge and one of the niches that I'm working on this year is expires. With your expires and CMA delivery, do you call first or would you just send them a CMA? How would you send it to them if you just send it to them first? I guess via email. Email, how'd you get their email? From Remind. Remind? Or is it pretty good data? You think it's, you think it's- Yes. Yeah. They give a phone number and email. So here's what I've been doing but I wanna make sure I'm doing the right thing. It's the thing I'm building this year. I sent them like a holiday card, new year card. Then the reason the way I find out the email is good, I'll send them like a test email and then I'll give them a phone call to introduce myself and we're doing the little CMA buckets. But the question was asked earlier, what if we just sent them over a CMA? So what's your thoughts? So what are you doing? You're calling them first and then doing the CMA. Is that what you're doing now? Is that what you said? Yes, I'm sending them a card, sending an email, calling them first, then doing the CMA. So you're doing an email, then you call, then you CMA. Is that what you're doing now? Yes. Okay, listen, here's the thing. It doesn't matter what you do. Okay. There's no like right or wrong answer. There's no, to me, there's no strategy behind this. Don't, the only thing you gotta realize is that without a conversation, there's not, nothing's gonna happen. Okay. So if you have the conversation first, great. If you send an email, then have the conversation, great. If you send an email, then do the CMA, then have the conversation, great. I don't care how you get to the conversation. For me, I'll just call them. For me, I'll just call them. Or just call them. Yeah, because for me, the thing about it for me is, is I have to protect my time. If it doesn't make money, I'm not gonna do it. Okay. And the only way to make money is to help people. And the only way to help people is to talk to people and see what they wanna do and then help them do what they're trying to do. So it, you know, there's gonna be a percentage of those emails that are wrong. So now emailing. Yes, there are. Yeah. So now I'm emailing. So now I'm emailing people in the email address don't exist. Right? And so I'm just thinking, is that efficient? Now I can call people and their phone number doesn't work too. But if I'm using like a dialer, I'm blowing through numbers, I'm talking to people. Right. So for me, I know that the only thing between me and all the closings in the world are just conversations. Then just give me a list of people so I can have these conversations so I can go help these people make this money. Okay. Right? So it's good that you're thinking about this, but I think you're putting too much thought into it. Right? Right. Just go. You know, it's about just stirring that pot as much as you can with as many people in it as possible and then kind of seeing what transpires. You can't control what the results are gonna be. You can only control your actions. And you know, the more people you talk to and the more names, the more hats you put your name in, the more times just likely that your name will get pulled as the listing agent. Right? I gotta get to as many people as possible. So to answer your question, I don't care. As long as you feel like that is hitting the most people possible.  You know, I feel like this is a quantity quality question because it's like, do we email call and CMA? Do we CMA call the email? Do we call? It's like, okay, that's a lot of quality. They got an email, then they got a call, then they get the CMA. There's a lot of quality. We've put in a lot of time. We invest in a lot of time in that person. You know, so that's a lot of quality. But where's the quantity at? Right? You may be doing this a hundred times a day. You may be hitting a hundred people a day. That would be awesome if that's what you're doing. No, 25. But just, what's that? I said, definitely not a hundred people per day with all of this. You should, you tell them how many people they should be talking to. Cause I'd be saying, I mean, maybe they hear different from somebody, not me. That's what I'm saying. Like, I can call with a dialer a hundred numbers in about an hour and a half. And then I still got six and a half hours of my eight hour day to like, rush. Like, yeah. Like, and if, you know, that's a hundred. You say you're not even getting close to that with your process. I gotta touch people, man. I gotta get, I gotta touch the most people I can. The reason why my business grew and outpaced everyone at the pace of everyone else's growth of their business and I eventually surpassed everybody, number one in the market and all that. Because it's all about conversations. That's it. Like, end of story. And they were having like 200 conversations a year, right? Or three or 400 conversations a year. And I was having three, 400 conversations a week. And so I was doing a year worth of their work because it all comes back to just that one simple thing. Cause like, if you look at social media and Zillow and open houses and sphere of influence and direct mail and all the other things, relocation, and the list goes on, all these different Legion activities, right? It all comes back to talking to the person to see exactly what they wanna do to help them do it. Right. And so all these people do all this Legion stuff and they trickle the conversations. They're at the mercy of the Legion company or the Legion activity to trickle conversations to them. I don't wanna be at the mercy of nobody. I wanna just build my business now. So I'm just gonna call everybody. Right now, have the conversations, see what I can do to help them, see if there's an opportunity for me to help them. If not, that's cool too. And I'm telling you that the reason why I got to where I was making a million a year is because I valued the unmotivated prospects. They were my most prized position cause the motivated people are easy.  That's easy. Anybody can do that.  That's where all the money's at, all the money. Now I know what I said didn't have nothing to do with what you asked. Well, I totally get it because, you know, we wanna do everything the best way possible, but this is a numbers game. So hit the number and make the money. I got you. Yeah, somebody, you know, I would have heard that before. You wanna give quality, right? But you gotta have quantity. You gotta have a volume of people that know who you are to get to the next level. So give them the quality, right? But you don't have to do email, CMA. You only have to do CMA, by the way. The quality is right here in your mouth, how you talk to them, making them feel special, making them feel like they're family to you, that you're gonna take care of them like their mom or dad. That's the quality.  You handle the deal like it's your brother, sister, mother, cousin. That's the quality. Now you spread that out across thousands of people in your market and touch them. See, the only thing between you and a million bucks a year are thousands of one-on-one conversations with people in your market. Now we can spread that out over 30 years or we can do it all in the next two or three years. It's up to you. What advice would you have? So we've got a lot of new agents, brand new to the business. Don't have any databases, wanna get started.  If they don't have a spear here where we are now, what would you do? Well, I mean, it's per agent, right? You're working part-time, you're working full-time. If you're working part-time, what hours throughout the week are you dedicated 100% to your business? And most of them say, I don't really know. I'm just doing whatever, whenever. Well, you don't got a business then. If you don't have time that you're dedicated 100% to building your business, there's no business. You're just like texting a few people, following up, calling a few people after work, doing a few social media posts, showing a couple of properties here and there to some people you know.  You're not building a business. A business is your database. If you're starting at zero, that's a real number. That's where you're starting. Now we go to one, two, three, four. You build it, build it to 50, build it to 100, build it to 1,000. Weekly email, same day of the week forever. No matter what, they're gonna say, wow, this is the most hardest working, consistent, dependable agent I know out there. They're gonna email every single Wednesday telling me their thoughts on the market. I love this guy. I love this girl. This is gonna be my agent when I decided to do something in three and a half years. It depends on like, do we have money to spend on Lee Jen? If so, you get Redx for 300, 400 bucks. You get unlimited property owners in your market to call, create relationships with. Thank you for yourself as a volunteer worker. Right, how much does a volunteer worker make? Zero. Thank you for yourself as a volunteer worker doing community outreach to see what you can do to help people. That's what this job is. You just happen to make money on the back end, right? But developing those relationships, put them in that weekly email system so they never forget you. Once they have that great first impression, but if you got money, get Redx. It's all you need. It's all you need forever. I mean, that's the only leads you need.  They do like 100 million in sales and I'm like, how many of those are buyers? 95%. So my question comes back to, do you want 30 active listings or 30 active buyers? When I talk to agents that are like, I wanna do some YouTube, I'm like, why? Unless you're using it to use the analytics on the back of the videos to impress your sellers so that they list with you, I don't know why in the world else you would do it. Cause it's gonna come back to, I'm making videos and what's that gonna do?  We're talking to buyers on the phone. We're right back to talking to somebody on the phone. Why not spend all that time talking to people that already own the property, list it and let somebody that's on YouTube do all the work to sell it. It's about protecting your time guys and leveraging what you got. But going back, if we got money, that's what I would do. If I don't got money, guess what? For sell by owners are free. Door knocking's free. Deeming people on social is free. Spirit of influence free. Meeting people in public free. Networking events. I mean, the list goes on and on and on. If you're not doing anything with free leads, then you ain't gonna do nothing if you buy leads. It's the same people. You could build your entire business, million dollar business, the number one agent in your market without spending a cent on leads or marketing. Not a cent. But if you ain't doing nothing with those free leads, then what makes me, I've had agents say, I've had agents say, will you buy Red X for me or whatever? Will you throw up a month for me or something? I'm like, are you calling for sell by owners and door knocking? No.  It's the same leads. And that brings me to another thing.  People are in this mindset that these buyer leads over here that got on Zillow and YouTube are different than if you cold called a seller. Okay. Completely false. It's the same exact person. You could take a list of sellers, property owners in your market, random property owners and call them and pretend like they're Zillow and YouTube leads and crush it. It's just like the perception in your mind. Like you're putting it in your mind that this person reached out to me for some reason. Yeah. Well, for those of you that get Zillow leads, how many of those of you called that didn't know who you were or why you were calling? You're right back to cold calling people and he spent all this money on all these leads. Like you spend thousands of dollars on leads so you don't have to call just to turn right around and call the leads. It's insane. It's this game is crazy, man. They sold you 200 million leads in 2021. 200 million. Sure did, they sure did. And there were six million deals. Yep. And probably like 5% of them came from the leads that were bought.  All right. What else you guys got? Correct. Well, you kind of answered that. They say it was the best way to obtain the prospect of seller's phone number, but, you know, Red X Cola.  I got a deal that's only good for this month. 300 bucks for everything they got. Which is amazing. It is crazy. Like it's literally more leads if you call all the leads that you get, 10 years worth of expires in your market, 7500 property owners of your choice in your market, emails, phone numbers, all that stuff, pre-foreclosures for sell-by-owners, for rent-by-owners, a dialer and ad builder. So you build your audience in Red X, 7500 property owners a month, you build that up every month, whether you call them or not, get them. Then you got the 10 year worth of expires, pre-foreclosures for sell-by-owners, for rent-by-owners and with ad builder, literally you can build an ad right on the Red X platform and run ads to that audience, where every dollar you spend is only being seen by those property owners that you're calling. Just run $2 a day, $2 a day ads and change it up every couple of weeks. Run two at a time, run $2, $3 a day ads, that's plenty to hit that size audience. And when you call them, they already know who you are. Wow. But you forced them to see you on their Instagram and Facebook feeds. That's insane. Like, no, this is the most efficient, cheapest, powerful way to build your business. And nobody, I mean, it's like, people look at this and they're just like, I'm gonna make a, I'm gonna do an Instagram video. And I'm like, great, do that. But like, that should be like, the, that should be, that should be just the add-on on top. That's like the, that's like a side dish. That's like, that's not even, okay. Yeah. Come on, guys. What else y'all got? That was my question. I need to use a, I need, I wanna to know about the dialer. So you recommend the Reddick Styler over any other. Without a doubt in the world, let me, I'll drop this right here. This is my coaching program. And yesterday I made live calls and I screen shared, I screen shared my computer and did the triple line. I screen shared the whole time and showed everybody what I was doing, how I set it up, how I set the voicemail drops up. I did triple line and called expireds for about 30 minutes. Can I just fan boy for just a second y'all? And I don't usually ever in life, but Ricky, I saw his stuff when I first got into the real estate and I've been silently following everything, everything he does. I've been silently following cause again, I don't fan boys. So I don't want them to know that I'm over here watching everything, but from the moment my good guy, I got in here and I was like, okay, who can I listen to? Who can I listen to? Cause there's a lot of stuff and fluff and misdirection and everything. And I looked at all Ricky's things and what he was doing and what he was saying to people. And I was just like, yes, yes, help them. That's all I wanna do is help them. And it's just been, and every time I peek in to see what you're doing, it's still the same message. Nothing says change. And actually I think Redex is a lot cheaper than it was. This deal you got is a lot cheaper than when I first started hearing about everything. So it's all, it's all, it's the everything they got like in one package instead of having to buy everything separately. But I recognize your name, bro. Did you, did we DM and stuff? Yes, we had. Okay, okay. It's been a few times, but I check in every so often. Yeah, I do, I check you out. I appreciate that, man. Yeah, and it hadn't changed since I've been doing this. It's been about trying to get agents to realize that closings never stop. I'll tell you the core values of what I do for agents. It's that closings never stop. See, I learned that through losing everything through the crash. And then realizing after I lost everything, went brain throw up, was sleeping in my car, went back to roofing houses, working on an oil rig before I got back in the business in 08, that I looked back through the market and I realized, wait a minute, closings were happening every single day by the truckloads. It was a lot less closings, but it was still way more than I could ever handle. See, when you think about business being unlimited, it doesn't mean that, you know, it's literally unlimited where everybody could do 100 deals a day. What it means is, is there's more than you can handle at any given time that you can fill up your plate. So you gotta figure out, where's my breaking point? You know, like I always had 10 to 20 pending deals and 20 to 30 active listings. That was like my little sweet spot where I could just, that was just easy for me. It was just like two closings a week and me and my assistant were just like sleeping almost, doing that kind of deals. But there was a point where I got up to about 39 pendings and that was getting a little crazy. You gotta figure out where your break, some people have like two pending deals and four listings and their week is shot.  Like, those deals are done. Like you need to be trying to stack some more deals, AKA helping some more people. But you gotta figure out where you're, what you can handle. Cause it's a process, plant the seeds with them, nurture the relationship, you know, help them through the process. And once you get the deal, it's 30 days. I mean, once you get a listing, it's going to be 30, 60 days before it goes under contract. Another 30, 60 before it closes. I mean, the process of these deals are kind of what bogs us down, right? And so we can't handle everything. So it's like an all you can eat buffet, right? When you go to, what's Charles favorite buffet? Oh no, I don't want to. Come on, Shikita. I don't want to burn this out. Hold and growl. Hold and growl. Hold and growl. Hold and growl. Hold and growl. Hold and growl. Hold and growl. Hold and growl. Hold and growl. I'm burning the child. So go the child? Yeah. Yes. That is definitely. Yeah, it's a steak. I got it. It's a steakhouse, but it's like a Brazilian steakhouse. All you can eat. I'll say it's May Ricky, because I cook for everybody here. Yeah, he's a chef. Yes. I have to go ahead and say that. I like to go to Vernon's house. Vernon's house for all you keep. Thank you. All right, we're going to Vernon's house after this. Right. I'm sold. When you go to Golden Corral, let's say, right? Can you eat all the food up there on that buffet? No. They keep bringing it. That's what real estate is. That the buffet is literally all the deals that are available. And you can eat as much as you want. You'll never eat it all. And every single person that comes in that restaurant, they keep bringing out some more food that it never goes away. But there's always more food than everybody in the restaurant can eat. Think of everybody in the restaurant as agents. That's all the agents in your area. And the buffet, all the food is the deals. Right. That is literally what the real estate market is. All the agents can't do all the deals that are there available to do. That's right. You can eat as much as you want. And that's why I try to get through, like a lady that asked the first question about, should I email? Should I do the call? Should I do the thing? Anything that's bogging me down from having more conversations with people, that I could get more deals in the hopper, plant more seeds. An assistant needs to do. Assistant needs to do right. For me, anything that takes me away from business. Well, that's a whole other conversation. I mean, delegating is a whole another conversation. But even past delegating. Say you're delegating everything out. You're delegating everything out. Still, within your world of what you're not delegating, there's so much in there that you can protect your time and invest it into multiplication and leverage. I get it, because it's like money-making activities versus busy activities. Yes. Yes. Yes. And then, so what you have to think of is, how can I get the same results without spending the time? So then I go back to, OK, if I do an email and I'm making a call and I'm doing a CMA, well, I could cut out the email in the CMA. And I could actually make three calls during that time and still accomplish the same thing with that person. See, when I call that person that I sent the email and the CMA to, really, do they really care if I sent the email in the CMA? Do they really care about that? Or do they care more about how I'm talking to them? Right? Where am I winning them over? I'm winning them over in the conversation. Yeah, I'm winning them over with my confidence. I'm winning them over with my charisma and my intentions that I care about them, what they want, not what I want. They see that I'm not trying to get a listing. They're talking to me and they're like, you just want a listing or I'm not going to list my house or whatever. I'm like, well, that's not what I'm here for anyway. I mean, since you brought it up, are you looking for an agent to list your property? But on the flip side, that's literally, when I make some of these calls, they're like, I'm not selling my house.  I'm like, well, wait a minute. That's not what I'm calling for. First off, let me get that out the way. And then let's move on to what I actually called for, seeing if there is something. OK, you told me what you don't want to do. Let's talk about what you do want to do so that I can help you do it. Maybe that's not till another 3, 4, 5, 10 years down the road. But that's what I'm here for. I'm here to help you. I'm here to get to know you. I'm here to see if there's something I can do to help you now or later. Anyway. Ricky, I told him you mowed somebody's grass one time. Man, I've done so many things. Me too. We've cleaned our houses. You got to do what you got to do. The goal is to help people. I could be a professional mover. I could be a professional mover. We've got two questions in the comments. Are there any tools that you find indispensable? And what books can you recommend that aid it in the development of your mindset? Any tools I find indispensable? I'm very, you know what? And I'm just realizing this on this call, like a word for me when it comes to tools and apps and CMA, CRMs, and gizmos and gadgets and stuff. I'm a minimalist when it comes to that kind of stuff. I literally don't have nothing. I use constant contact to send out my weekly email. I use RADX to find my property owners and call them and build those relationships. Here's my schedule, LUR, and my CMA. It's a notebook. I got a notebook here. I got my day planned out. And these are my hot prospects and my to-do list for the day and stuff. Like, this is it. This is what I do. So something that's indispensable, my schedule book, a blank sheet of paper, and a pen. I love that. I love that. Yes. Yeah. How often are you? How long are you on the phones during the day? And could you tell us what your schedule would be if you were part-time? Because a lot of our agents are part-time. I like to make calls between 9 and 12, because I knock it out early, get it done. The rest of the day is bonus. That's the work is the calls. Once I get that done, then I feel like I'm accomplished. If I don't make them in the morning, I wait till afternoon, and then the day gets away from me, and I don't make them. I feel like a failure. I didn't do what I was supposed to do. My business didn't grow. I didn't shake the bushes. I didn't serve the pot. So I come in. I schedule my day at 8, 8.15. I start looking through MLS, the hot sheet. I want to know everything that came on the market the last 24 hours sold, went pending, expired. I want to see all that and just scan through it, see if anything sticks out. 8.30, I'm to figure out who I'm calling, what I'm saying, what the research is, all that. By 9 o'clock, I'm dialing. I start prepping for the calls at 8.30, because I want there to be no excuses that by 9 o'clock, I'm dialing. Now, sometimes on my calls, I like to start out with some follow-up calls to warm up people that I've been talking to or whatever to warm up a little bit. And then I move right into the dialer and get that cranked up and make calls till noon. Now, a lot of people are like, well, how many conversations? How many dials you're trying to make? How many this? How many that? I don't really care. I'm focused on the hours I put aside to make the calls. I can't really control the results. How many people are going to answer today? If three people talk to me for 30 minutes, if everybody was a quick conversation, if I got cussed off 20 times, I can't control what that session's results are going to be. I can only control how many hours I said I was going to make calls. If I say I want to pick up five new clients, which that's the goal, really, you should be picking up five new. You should have five great conversations of people that say it's OK to stay in touch, gave you their email, to put in your email database, to get the weekly email. And by the way, the weekly email, let me. Let me. Yeah, I was about to say Ricky has probably some of the best and most simple scripts. I actually. Matter of fact, look, my weekly email, the scripts and all that stuff is right here on this zero to diamond dot com for free. Let's see, yeah. There's a free version. There's a paid version scripts, the email templates, the business planning session, all that stuff is free right there. Yeah, dive into that. And his boot camp, I think it's $99 a month now. Yeah. And they sit in there and dial together all day. So those of you who like body doubling and all those things, there you go. People will sit and talk to you and dial with you all day. We do that. And then I do a group coaching call every week for that group, about like four or 500 agents in there on the paid version. So, OK, going back, though, part time agent, so it goes back to what I said about part time. Like some people are working like 50 hours a week in the full time job. That's different than somebody working 20 hours a week in the part in their full time job, right? And that's not really full time. But you know what I mean, their number one job, the one that's actually paying the bills. So you have to sit down as a part time agent and say, here's the hours every week that I'm going to dedicate 100% to my real estate business. And even if it's four hours on Saturday, that's all you got. Or maybe it's one hour on Monday, one hour on Wednesday, one hour on Friday, and five hours on Saturday, or three hours, five days a week. It doesn't matter if it's one hour a week or 30 hours a week. Time block, the times that you're going to dedicate 100% of that time to building your real estate business. That's step one. If you don't have that, like I said, you don't have a business. Then once you map that out, then we say, OK, what can we do that's the most efficient during those hours? And then you kind of start backtracking into what the actions need to be to be the most efficient. What are some words I try to avoid when saying one call? I try to avoid saying I'm calling everybody in the neighborhood because I don't want them to feel like they're on this list. And I'm just going through the motions. They're calling this big list of people and they're just another number to me. I'm calling everybody in the neighborhood. Don't want to say that. I don't want to say, let me put you on my email list or let me send you a market report because there again, they're going to think I get five market reports.   You say, hey, are you looking to buy or sell? Or I have this great deal. Or I have a buyer-free property. They say, not interested. Awesome. Is there an agent you would work with? If you were to buy or sell, no? Well, I'm sure you'll do something at some point. Five, 10 years down the road, maybe even. I don't know. I'd love to stay in touch with you until that day comes. Would it be OK if I just stayed in touch? Right, what's a good email? So you present it in a way that you're staying personally in touch with them. You care about them, that it's all about them. You get them to commit verbally, that it's OK for you to stay in touch before you ask for the private contact information of an email.  Some other things I try to avoid. For a while, they are kind of avoid the word listing. I kind of refer to it as more as a price agreement or something. But I'm kind of past that. That was a phase I went through. No, that gives you a good idea. Like saying things that don't make them feel like they're just like a number on a list. Never say you're going to send a market report. They're going to tell you no. Say, I'd love to stay in touch with you. Is that OK? Great, what's a good email for you? Is this your cell number? Cool, well, again, my name is Ricky Carruth. I'm with this company in this area. You always want to repeat your name at the end, because they don't remember it from the beginning. It happens so fast.  And then you send them an email. They're like, that name rings a bell, but I can't quite place it. Always say your name and your company and everything at the end. Again, you know, when you have these great conversations, because they're not going to remember who you are by the end of the conversation. You know, you said your name fast. So there at the end, you know, is it OK if I stay in touch? Great, what's a good email? Great, is this your cell number two? OK, cool, well, again, hey, listen, my name is this. I'm with this company. I'm in, you know, right here. I'm right down the road from you, actually. If you need something, you give me a shout.  And we'll talk to you soon, right? But you got to repeat your name there at the end, just to try to attempt to try to make that stick a little bit. And then, guys, you immediately send an email after that call, or after the call session, right? And you put the name of the subdivision in the subject line, and then you start out with, you know, hey, Mr. or Mrs. so-and-so, right? Thanks for your time on the phone today. I enjoyed that. You know, here's everything for sale in your neighborhood, or here's the last few sales in your neighborhood, or here's some pending deals, or whatever. Click here, you know? Again, I'll stay in touch with you via email right here. If you need something ever in the future, you let me know. Have a good day.  Giving them some market data, some real, some meat, some market meat. And then you have a good chance of your name sticking in their head a little bit. They're kind of getting the flow of you. You've hit them with some frequency there. You say their name at the beginning of the call. You say their name at the end of the call. You hit them with an email that day. And now, when Wednesday rolls around and they get that first weekly email, then it's all going to kind of come together. And then they see it every week, and they're just like, wow, bam, bam, bam, bam. This person is super dependable. And that's what they want. They want somebody that they feel is dependable and consistent and hardworking, and that all comes back to one word is trust. So they start trusting you, then they're gonna start trusting you with their home, with listing their home and negotiating for them. If they feel like they can trust you to send them an email every week on the same day of the week forever, then they feel like they can trust you to sell their home and do what you're supposed to do because you do it every single time. Let's see, let me give you this link. I gave you the link for the coaching thing, but I also wanted to just drop this link here. You can see every email that I did for the last year to my clients right here. If you just wanna see what I send and get ideas, feel free to use that. Miles and Kola, you guys are Kola. Let's see, I think you're at work, Kola. Let me answer you, and then I think Miles isn't working. Maybe you could unmute and ask your question, but do you ever ask how often the person is comfortable? What, I don't know if you can talk, Kola, but what would be the purpose of that? All right, well, I'd have to dig a little deeper to kind of understand why you're asking that, but I've never asked that, and honestly, once a week, my goodness, like, people get 100 spam emails a day. If one a week that's not a spam mail, you are not a spam, you're not a robot, you're not a scammer, you're their trusted real estate agent that's bringing them valuable information about your opinions on the market. Listen, if they're getting annoyed with once a week, they're gonna get annoyed at twice a month, once a month, once a year. If they unsubscribe from once a week email, guess what? They're gonna unsubscribe from your once a year email.  So, here's what I would say, Cola, and hopefully this will hit home for you. If you have a list of people and you wanna send a weekly email, but you're scared to because people might unsubscribe, you're literally catering to the people who don't wanna do business with you, versus the 20 to 30% of people in that database who are dying, they're thirsty to get content from you every week. So you're not catering to the people that want the weekly email, that want to do business with you, that want you to stay in touch with them every week, you're catering to the people. So how do you pretty much de-escalate like me rejections from people kinda coming in there, like, hey, you're probably like the fifth call today, and they pretty much- Hey, that's good, man.  Here comes another, man. What you got going on? Yeah, cause that was, that's pretty much been my struggle, is kinda seeing how to- Give me another one, man. Give me some more objections. Give me some more rejections. Give me some more objections you got, Miles. Give me some more rejections. Let me see. I say like, what else have I been getting? Did you hear his first recovery, though, Miles? What did you say? Did you hear the first recovery? Yeah, yeah, I heard it, I heard it. All right. That stuff don't bother me. Huh? Well, at the end of the day, it'll be like, hey, like I'm not interested, please stop calling me. Yeah, listen, sir, yeah, yeah, let me ask you something real quick. Do you have an agent? When they say don't call me anymore, say, well, hold on a second, let me ask you this. If I had a smoking hot deal on a rental property, would you be interested in that? See what they say. I definitely would. See what they say. If they still wanna be gone, then bye. You took your shot. But bro, those mean people like what you're talking about is far fewer than what you think. And here's the thing, if you get a lot of those people, you gotta look in the mirror. You're gonna see when people answer the phone, they're giving you an opportunity. They didn't answer the phone because they're busy or they're looking for this to be a bad outcome, right?  They picked up, they answered a phone number they don't know. They don't know your number. So you think they picked up that number hoping for something weird? No, they're hoping for something great. So you gotta give them something great. If you give them an on a weird, nervous sounding thing, then all of a sudden, boom, you lost them.  That didn't who they are. They answer the phone hoping for something good to happen. And they're giving you an opportunity to give them something good and you're blowing it. I'm not saying you, I'm speaking in general here. Like if this happens a lot, then it's because of how you're talking to them. And you gotta realize that and start learning and start trying to work on that skill. Same thing with Jasmine talking about the one you get all the time is is how you get your number. I don't get that. And I got it a few times early on when I sounded nervous, but the whole how did you get my number thing only comes up if you're giving them a red flag on how you're talking to them. And that's what I want you to understand is, that's okay. The fact that you're going through that means that you're going through that. And that's a stage everybody has to go through. Keep pounding the phones. Keep hearing people ask you that until they aren't asking anymore because you're so smooth on the phone. Give me some more. Give me a Jackson, man. Give me a real objection or a rejection thing. What do you want it into? How come you didn't sell my house when it was already on the market? You're calling me now saying you could sell my house. How come you didn't sell it when it was already on the market? I'm not telling you I can sell your house, ma'am. I ain't saying anything about selling your house. I didn't say a word about selling your house. I said I'd love to know what's going on and what you're thinking you might want to do from here. And I'd love to come take a look at the house. I ain't saying anything about selling the house. Keep them coming, you guys. Hey, Ricky, this is Anisha. I'll fangirl later. But one thing that for the question where they used to say, how'd you get my number? I just tell them I have a set of particular skills. And usually, you know, it's taken right from the movie. They'll chuckle a little bit and then I'll move on with my conversation. So my question to you is I know I think Jasmine already asked it about different books to help you out and things like that. But what I learned from you was just keep it basic. Keep it simple. And most of it's not going to scale. And keeping it simple, you can remember it. So it's you got to keep it easy. I got to go to sleep at night with like, I got to be able to sleep. And if I got all this weird stuff going through my head, a lot of these guys, this is what you need to be careful of, right, is the guys online that try to make the business seem super complicated, that have this really high ticket product they want to sell you, right? That's what you got to be wary of. Because this business is not complicated. If they're making it seem complicated, they've got the magic key to make it uncomplicated. You just need to pay them three to three to 10,000. And then all of a sudden it's not complicated anymore. Oh, OK. Right? I'm telling you, it's easy. You talk to people. You help them buy and sell real estate. That's it. Do a weekly email, stay in touch forever. That's it. That's all you have to do. So Ricky, real quick, Anisha again. So let's say you have the listing or actually two parts. So let's say you're sitting at the listing appointment and they say the objection that they always like to do, especially right now is, well, I talked to so-and-so and they're going to do it for less commission. I'll go lower. How do I do it? How? I go lower. What they got? All right. And then the other one is, let's say you give them the range of purchase price, right? And they select something that's not even in their range and they say, well, my house is worth it. I don't know about anyone else. Sign right here. Sign right here. Here's the- It's all marketing to you. Here's the signature page, right? You showed them what it's worth. You showed them the comps. They still want to price it up here? Why do I not have it on MLS yet? Guess what? I'm closing one tomorrow. It's set there for six months. OK? You know how many listings I thought would never sell that sold in a day? And how many listings I thought would sell in a day that never sold? Do you know? Countless. We aren't the god of real estate, guys, unfortunately. We can't predict how a property, if it's going to sell, when it's going to sell, what it's going to sell for. We don't know. I'm telling you. I've had properties sell for 50 more than what I thought like stuff like, you know, it's worth $2.99. You know, I'm going to listen for $3.75. And then we sell for $3.50 and literally weak. And I'm just like, boom. This is back when the market wasn't crazy. This is like 2013, 14, 15. You know, somebody really wanted that property and was waiting on something like that, whatever. Happens all the time on the flip side. I'll list it for what I think is going to sell like in a week. It'll be there forever. So it's hard to really predict. The object is just to get the listing. And then you can work it from there. So my dad said, get them on paper and work them from there. And so when you take that overpriced listing, you're setting expectations. OK, great. We can do that. Let's do it. You want to just try it? I'm ready to try it. Let's do it. I'm ready to try it. You ready to try it? Let's go. But we're just trying it. We don't we're just you want to test the market. That's fine. You know, let's test the market. Let's see what it do. On the listing side, when somebody says, what's my commission? I say normally try six. But if somebody goes lower, let me know. I'm not telling them I'm going to go lower. I'm just throwing it out there. Let me know. I'm insinuating I'll go lower. What happens? Before they sign with that agent at a lower commission, they're going to call me before they sign. Instead of me just watching it pop up on MLS, I get a call from them. And they say, hey, so and so said they do it for five. I'm like, oh, OK. Well, what you think about 4.9? You want to sign today? Boom. You know how many millions I made off 4.9? Crazy. Right? Now, if they came back and said, I got somebody that's going to do it for three total, then I'm like, good luck. Right? Especially when I'm paying out a buyer agent and all that stuff. Now, when the rules change and we don't pay buyer agents anymore, that's coming. When that changes, you're going to take them for three. You're going to take them for two. You're going to take them for two and a half. You ain't going to pay the buyer agent none. But it's already possible in Georgia. It's been possible here for about three years now. So, right? But they're going to make it a rule that you can't pay the buyer agent, though. Yeah. Yeah. It's coming. Yeah, I mean, it's been that way where it's possible that you could pay zero to the buyer agent. But it's never been a rule where it's not going to, I believe they're going to take the field out of MLS. You're not even going to be able to put, it's not even going to exist where we can put how much the buyer agent gets. It's not even going to exist because you're not going to be able to offer anything. The seller will be able to, I think, through concessions. Like, we'll pay 5,000 towards closing cost prepays and buyer agent commission. It's going to get figured in like that. That's what I think. But nevertheless, yeah, the lower the commission thing, I like to be in the driver's seat. If they're interviewing three agents, I'm like, I'll go lower. If somebody goes lower than this, you let me know. And now they're going to come to me before they make that final decision and see what I'll do. If they liked me, they might like the other agent more and just list with them. That's fine, too. I'm not going to win them all. But I like to try to have as much power as I can to decide if I want to take this at a lower commission or let it go. That's what I liked about doing that strategy. So I'm curious, you know how you talked about your weekly emails that you sent up? I feel like a lot of the business that I lost last year was due to the lack of follow-up. And now my database, as the more people come in it, it's hard to keep track of how many people to follow up with and how to stay in touch. So what do you recommend or what systems do you use to stay in touch? That's not necessarily out of email, but how do you consistently keep that follow-up going with the people that you're touching and the people that you're talking to? What depends, right? So there's two groups. There's a general group. Let's just say 2,000 people in my database, right? Everybody I've ever talked to in the business, right? Including the people who might buy or sell something tomorrow, that's everybody. They're getting a weekly email forever, right? That's the glue that holds that together, right? That's buyer that ghosted me six years ago who calls me and says, remember me? I'm like, yeah, and they buy something, right? So there's the general group, right? Then there's the group of people who might do something with me in the next one to six months, right? And is that who you're talking about more so than the general group who says I might not do anything for five years? I think I'm talking about the group that says, like, okay, maybe I'm a little longer than a year out, you know? Because it's easier. I'm not gonna follow up with them. I'm not following up with them. Okay. I'm doing a weekly email, letting them call me, right? This is what you gotta understand. When they say, I might be a year or two out, they're telling you what they think you want to hear to get you off the phone. They ain't got no interest in doing nothing. No matter what they're doing. They're just telling you something that they think is real estate talk to get you keep you moving. Yeah. Put them in your weekly email. So like, I'm here to help you. Maybe put them on your list and maybe call once a year and check on them. But that's not a lead. Okay. That's somebody to help you make a million bucks in three years, right?  They're gonna be like, this is my girl, right? That's what the email is gonna do. You don't have to do anything else. It does all the heavy lifting where you can leverage your time to do other things, rather than worry about what these people are gonna do. Right? So you can throw all that away. So after like, let's say you have like an initial contact with someone, you know how like, whether you get a lead from like realtor.com or somebody like, let's say you had an ad that's going out. Someone who's saying, oh, okay, I'm interested in the home of a lot. And you know how a lot of people talk about those 10 to 20 touches in those first 30 to 45 days. Would you do those touches and then move them on to that weekly email list? Or would you just- I would put them on the weekly email list immediately. Okay. I would call them once and then I would maybe text them again and that's it.  Right. If I'm doing 20 touches and I hit two and they don't answer a call, the weekly email is gonna do the rest from there for me, I gotta spend the other 18 touches on people that actually might do something. Okay. You gotta realize that this is what I'm trying to get through to you guys, how precious time is. When you talk about 20 touches, the same person, to me that's insanity because if I did that across every prospect, let's say I waste 18 touches a week. How many is that in a year? That's like, what? 3,000 or something touches that I wasted? You know, like something may come out of that but think about how many more people you could have touched within that same time. Right? Now, backing up a little bit. Well, two things. One, the people that you communicate with that are looking to buy or sell that may use you as an agent in the next zero to six months. There's that group. So for me, there's two groups. For me, there's the general group. Right. And then there's the people that might do something soon group. The general group is just getting the weekly email. Even the people that might do something soon, they're just in the weekly email, the people that might do something soon. I've got them on a notebook sheet of paper because it's never going to be more than 10, 20 people. I can keep up with them right here in front of me. Right? And I can kind of keep up with their situations where I need to go with them next and kind of figure out how I need to follow up with each specific situation. Now, when somebody says, I'm looking to do something a year or something. Okay? I'm not just automatically saying, okay, this is not a lead. I'm going to throw my weekly email and hope for the best. I'm going to dig deeper. Every single prospect, I'm going to dig, dig, dig, dig, dig. Right? So, okay. What's going on in a year that you think might change your situation to where you might do a deal? Is there some kind of life thing happening in a year? What's got you thinking maybe a year or two? Whatever they say, you come back at them and say, why? If they say, we're going to sell in six months. Okay, cool. What's going on in six months? If they're like, we're going to buy, we have to buy now. Oh, really? What's going on right now? What's going on right now? What's going on in your life right now that's causing you to need to buy a house now? What's happening? You got to know these things. If you don't know what's happening behind the scenes in their life that's causing them to make the decision to buy or sell property, you can't help them. Now, you're just acting like every other new agent who doesn't go deep with what's going on in people's lives and that kind of shows our inexperience. Okay, so there's that. You can go back and listen to the recording of this. I'm covering some stuff. In the database, you've got the different sectors in your database. You've got the loyal people that will never use another agent ever again in their life. That's a real small group.  The next group of people that may use you, may use another agent. They kind of wish you watched you. They may use in this deal. They may use another agent on the next deal. That's fine. Those people are great.  Go try that other discount brokerage out. Let me know what you think. Come back if you need something. I'm here for you. Then you've got the biggest part of your database. Literally, they will never use you because they don't like you or they have another agent. That's your database. Mostly people that don't like you are never going to use you or have another agent. A smaller group than that is wish you watched you.  They'll use you if you bring them a deal or if you talk to them at the right place at the right time. Then you've got your core group that are loyal till the day they die. We're for everybody to you. Never use you no matter what.  That's your database. What brings me to the last point with you and that is why the hell we get in realtor.com leads? I'm not getting realtor.com leads. Last year I did get them and I will say it paid for itself. It really did. And I got some good clients out of it. Yeah. But I'm not getting those this year. I'm not. It paid for itself and you got some good clients. Why aren't you still doing it? It paid for itself off of like a miracle deal. I tell you what it is. You're not in the business to break even and you didn't really break even. Well, you broke even on the money part. But when you calculate per hour that you put in, you lost money. Right. Yeah. Plus don't they they they get like a 35% referral or something? No, that's off city. So that's like if you do the one where they call. Yeah. So I those when I first started as well. And I mean they that was my first closing that I had was with the opposite. All that stuff like new agents need to be on that stuff. They want to book real bad. The slide edge. I like to read. Sorry. So it's like it's like it's Jeff Olson.  You can look that up the Jeff Olson interview. Interview with Ricky. Man. Wow. That guy. Wow. Yeah. Yeah.  That's not real estate. Right. It's more. Yeah. Yeah, that's fine. That's what I'm looking for. God. Thank you. Thank you for bringing for bringing Jeff into our lives like that dude. He broke it down. Cool. You guys got anything else? Can't wait to have you come back again. Yeah. Yeah. Enjoyed hanging out with you guys. Enjoyed it. Anytime you want to do something in Atlanta. Let me know. I am the. For the cop board of Cop County board of realtors. I am. Do they do they do their little annual events or whatever and have speakers come in. Yeah, I'm actually on a professional development. So I'm in charge. Yeah. Tom put put me on the list. Okay. I'm happy to come in. And I'm on the Atlanta board for training development. So I'll slide your name in. Yeah. Slide me in there and tell them to reach out to me. I'm glad to send them a video stage. I mean, I speak. I've spoken at dozens and dozens of associations, annual little meetings or whatever all over the country. So I, they got, there's references all over the country from different associations and stuff of me coming in and speaking and stuff. So yeah, I'd love to. So you guys just reach out anytime and let me know what I could do there.  I hope you got something out of this. Thank you so much. That's very helpful. Thank you so much. We appreciate you. Yeah. Thanks guys. We'll see you soon.


At Audiology Associates of Prestonsburg, you can live your life the way you want and find the freedom of better hearing. With 40 years of being in the hearing care industry, you'll experience patient care that is specific to you with exceptional follow-up care that ensures your hearing and balance needs are being met. Audiology Associates at 1428 Northlake Drive in Prestonsburg. On Monday, April 10th, the University of Kentucky Center of Excellence in Rural Health announced several new programs to further the advancement of rural health services in the region. An open house and subsequent ribbon-cutting ceremonies took place with many different health care partners in attendance. The programs will help UK students provide health care services that are not typically available in rural areas. It really is exciting to have these opportunities here in rural Kentucky. A lot of these are only offered in the city or at the big universities.  I want the students that are getting their education in rural Kentucky to have the advantage that other students have at the big universities, at the big city colleges. And to have a Sims lab, this sophisticated in rural, to be able to train community health workers in rural Kentucky really teaches them about rural. And really the goal is, is if we train people in rural, they'll stay in rural to practice. And that's the main goal of that. So the better technology that we can have and it advances so fast to keep up with that, the better we are with our students here at the center. UK is focusing on generating more opportunities for health care workers in the area. In turn, this will help stimulate the local economy and benefit eastern Kentucky communities. You know, the University of Kentucky says we're the University of Kentucky. And so reaching out to rural is very important to have the center here. We've been here for quite some time. The center was actually developed in 1991. And we were able to bring rural programs here to rural Kentucky. And out of those graduates, over 80% of them still practice in rural. So what is so important too is bringing all these entities together like ARH. Most of our students do their clinicals in the ARH facilities. They end up working there. They're offered jobs there when they graduate from here. I appreciate everyone coming today and really helping us get the information out about what the opportunities are here in rural Kentucky for our students. And we appreciate you all coming today and helping us tell our story that we can let people know in the community that, hey, there are good things in eastern Kentucky. There are good things in rural Kentucky that are happening today. And we're not always the sad part or the bad part. There are good things that are happening in rural Kentucky today. Reporting for Mountain Top News, I'm Nick Collum.