Good morning. So, let us continue our discussion. Last lecture we looked at different steps involved in a catalytic reaction. So, if you have a catalyst, typically the catalytic site will be present inside and a reactant will be there in the bulk. And this reactant has to diffuse or rather first overcome the external mass transfer resistance to reach at the external surface of the catalyst. And then inside the catalyst it has to diffuse through the pores and reach the catalytic sites. So, the steps involved I will just do a quick review external mass transfer, then internal diffusion, third chemical reaction on the surface sorry before that you have adsorption, then chemical reaction on the surface, desorption of the product or products. Then again the back diffusion, internal diffusion of the products and last step is external mass transfer back to the bulk of the products. So, these are the different steps and then we concentrated more or we focused our attention more on these 3 steps. Why? Because these are the 3 steps that take place when the reactant molecule is very close to the catalytic site. So, these 3 steps together will give us the rate equation for intrinsic or for the reaction to take place. And of course, after that like if we include the effect of external mass transfer and internal diffusion, then we get a overall rate equation for reaction that is taking place on the surface of the catalyst. So, in the last lecture we looked at these 3 steps and the equations associated with these 3 steps for the rate of the particular step. So, adsorption, chemical reaction and desorption. Today what we are going to look at is how to come up with the rate law for a particular reaction if one of these steps is the rate controlling step. So, what is rate controlling step? The concept of rate controlling step is very important if you have multiple steps occurring when a reaction takes place. So, the rate controlling step this is also called as rate determining step. So, R C S or R D S what is it? If you have many reactions or sorry many steps taking place for example, in our case we have adsorption, chemical reaction of the surface and desorption. So, these 3 steps are taking place in series. Now, the overall rate of the reaction of course, not considering diffusion and external mass transfer right now, but adsorption, desorption and reaction the overall rate will be determined by the slowest step intrinsically slowest step. So, it is very similar to what happens in the electrical circuit. For example, there are 3 resistances in series. So, you have a circuits the current that flows to the circuit will be dependent on these the magnitude of these resistances. If one of these resistances is very large that means, that resistance controls the overall flow of the current in the process and if I want to increase the current flow I will concentrate more on this which is the largest resistance than the other 2 right. So, for example, this is 50 this is 2 and this is 1 then I will try and reduce 50 that will make much more impact on the rate compared to the other 2. So, in short the rate controlling or rate determining step is a step which is intrinsically very slow. Now, who decides whether the step is slow or not there are the rate constants involved in that process. So, the rate constant for the reaction is very small in that case the chemical reaction the surface controls overall rate. If the rate constant for the adsorption is very small in that case the adsorption that controls overall rate or if the desorption rate intrinsically rate constant is very small in that case is the desorption that controls the overall rate. Now, how is this important because after all I want to get the rate equation which combines the effect of all these 3 steps. Now, why do I need to combine these steps because I want to get the rate equation in terms of the concentration or the partial pressure of the reactants in the bulk. Now, it is very important that you have the surface reaction taking place and A is getting adsorbed and A will have certain concentration in the surface in the form of say A s. Now, this concentration I cannot measure this concentration. So, if I want to design a reactor I know the concentration in the bulk right I know the concentration of A coming with a feed I know the concentration of A going out of the reactor I know the concentration inside a reactor, but that is in the bulk bulk in the sense in the liquid or gas mixture which surrounds the catalyst. But I do not know the concentration of the surface. So, that is the problem. So, I need to somehow get rid of all these concentrations which are unknown and come up with a rate equation that is in the form of the bulk concentration that is what we are going to do now. Rate law for catalytic reaction remember when I say catalytic reaction it is the solid catalyst reaction where adsorption takes place and in the chemical reaction and desorption. In a normal homogenous reaction that we have studied before in the first of part of reaction engineering there we just looked at chemical reaction there was no adsorption there was no desorption. Now, I want to combine the effect of these three steps and come up with the rate equation. So, first step adsorption we have looked at this adsorption A. So, let me let me say I have a reaction A reversible with B overall reaction. So, if I am setting outside a reactor sorry not reactor outside the catalyst then I am seeing conversion of A to B and this is the overall reaction. Here it is assumed that external mass transfer and internal diffusion are so fast that the concentration of fluid inside a pores in contact with the active sites is equal to the measurable bulk concentration. Actually this reaction will take place in different steps. So, adsorption A first A adsorbs on the catalytic site which is present on the surface then this is in equilibrium with A s. So, this is adsorption we already looked at it the rate of adsorption the rate of adsorption is equal to k A C A C s minus k A dash that is the that is the reversible step or the reverse step C s this is the rate of adsorption this is the rate of adsorption. Now, this step may be rate controlling or may not be rate controlling we will look at that separately later on right now I am just looking writing rate equations then the chemical reaction A s on the site gets converted to B s. This is my hypothesis remember this is my hypothesis I told you like they can be different ways I can write these steps and accordingly my rate equation will change later which one is this right rate equation that will decide based on the experiment experimental data we are going to we are going to look at it later. But right now I am just assuming this and seeing whether I will get a right kind of rate equation or not.  So, I am not quite sure whether. So, let me write it as reversible reaction itself and then we will see what happens. So, chemical reaction the rate of chemical reaction. So, let me write a rate of chemical reaction is R R see where I did R A then it will be negative sign. So, I have to consider the sign whether it is reactant or product and all that I am just writing the general equation right now. Fine this is K R C A s minus K R dash C B s simple. Then we will move to desorption third step B s is going to get converted to B plus s that is desorption and it is going to go to bulk right fine. So, now K desorption sorry rate of desorption is equal to K D C B s minus K D dash C B C s. So, we have three rate equations we have three rate equations I want to now combine these three rate equations of individual steps and get the rate the overall rate as a function of C A and C B very important. I do not want C A s here I do not want C B s here I do not want C S here in this because C B s C A s and C s these three concentrations I do not know the values of these three they are there they I cannot measure them they are there, but then I cannot go to the surface and actually measure this concentration. So, it is always better that I get a rate equation in terms of the bulk concentration that is the aim of this exercise. So, how do I get this now in order to get a rate equation for catalytic reaction I need to make assumption now that one of the steps is the rate controlling step. So, it can be either adsorption it can be chemical reaction or it can be desorption depending on the activation energy of the respective steps right now the way I have written all these reactions in the reaction form even if it is adsorption physical adsorption or it can be chemical adsorption of course, for the reactions chemical adsorption I am considering it as a reaction right. So, I am writing rate equations for these and one of these is the slowest depending on the activation energy or the rate constants of those steps right. So, let me make an assumption initially that the chemical reaction controls the overall rate what I mean by controls the overall rate this again one more way of saying that chemical reaction is the rate determining step or rate controlling step right. So, that is the slowest step that is the slowest step now if you remember when the chemical reaction controls I had written R R as K R into C A S minus K R dash into C B S right. Now in this equation C A S and C B S are unknowns. Now if the overall reaction rate is controlled by this I can make an assumption that R O is R R very very important because the rate of the reaction is very slow this is intrinsic rate is very slow the other two steps are very fast. So, the overall rate is governed by the reaction. So, it is like a relay race at I was telling about this that three people running in the relay race the slowest of them will govern the overall time required to complete the race. So, the first fellow does it in five minutes the second fellow does it in two minutes, but the third fellow takes normally does not happen, but if he takes say 50 minutes the total time is very close to 50 right. So, the rate of the third person is the rate of the overall process right that is how I am looking right. So, rate of overall process is the rate of chemical reaction. So, this is the rate now can I just say that this is my rate equation and stop here I cannot do that because this concentrations are not a bulk concentration I need to express these concentrations in terms of the bulk concentration. So, next step is again very important that I need to convert these we are going to list different steps how to derive the rate law for catalytic reaction I am just first explaining you how with the help of example how to get to a rate equation then we will systematically write different steps to be performed alright. Now, this is the rate equation C A S and C B S have to be expressed in terms of bulk concentration. Now, how do I do that now I take the help of the adsorption step and desorption step. Now, these two steps are instantaneous they are very fast what does it mean just look at those steps I have this adsorption step now I have this rate equation if this reaction is instantaneous if this this particular step is instantaneous then it is always at equilibrium I will repeat it is always at equilibrium what is what does it mean it means that A S is in equilibrium with A and S at any given time this reaction is so fast that the equilibrium is achieved what does it mean if the equilibrium is achieved that means the rate of adsorption once the equilibrium is achieved is 0 that means this is equal to this right. So, this is an equilibrium step because it is intrinsically very fast what about this this is not an equilibrium step because this is a slow step and the rate governs right. So, I am still going to write the same thing here whereas in this case I am going to equate this rate to 0 similarly for desorption for desorption this rate is going to be same as this rate because R D is very very fast that means this step is also this term is equal to this term the reaction or the desorption is the equilibrium step. So, the rate controlling step is the slowest step and that is going to govern the overall rate rest to R in equilibrium they are instantaneous they are in equilibrium. So, let me write those expressions by setting those rates of those individual steps which are intrinsically fast to be equal to 0. So, we have we have adsorption step I am going to set this rate equal to 0. So, what happens is R A D S is equal to 0 which is nothing but k A C A C S minus k A C A C S minus k A C A S is equal to 0 right what it means is that A S C A S divided by C A C S is equal to some constant capital K which is equilibrium constant right is nothing but in terms of small k A and k A dash it is k A divided by k A dash right what is this this is adsorption equilibrium constant. So, I got one equation which relates A S with A C A and C S. So, let me write let me remember this equation and get back to this later. Similarly, for desorption for desorption I have R D equal to 0 because rate of desorption is now 0 equilibrium is achieved it is very fast step which is nothing but k D C B S sorry small k D because these are the rate constants for desorption all right. So, this gives me C B S divided by C B into C S is equal to some capital K B right. So, this is adsorption equilibrium constant which is nothing but k D dash divided by small k D dash divided by small k D these are rate constants. So, that is similar to a normal reaction equilibrium or reversible reaction this is adsorption equilibrium constant for B. Similarly, I had adsorption constant before. So, let me remember this equation and make use of it later. So, I have got two expressions C B S for C B S one equation from desorption step and for C A S one equation from adsorption step this is adsorption constant. Now, I am going to make use of these two equations and express C A S in terms of bulk concentrations. So, let me write it down from equation one C A S is equal to C A into C S into capital K A from equation 2 C B S is equal to C B into C S into capital B right. So, these are the two equations I have got for C A S and C B S let me get back to the rate equation rate overall is equal to rate of reaction is equal to K R C A S minus K R dash C B S. Let me substitute for C A S and C B S which gives me K R into C capital K A C A S sorry C A into C S minus K R dash capital K B C B into C S. So, I have got a rate equation or the rate equation for the overall rate remember what I have done is I have just looked at the slowest step which is the rate controlling step I have retained its rate equation and whatever I do not know I am trying to substitute for it taking help of the equilibrium steps or the instantaneous steps which are in this particular case adsorption and desorption fine. Now, R O is equal to this do you know everything in on the right hand side I know C A I know C B do I know C S I do not know C S I do not know the concentration of the vacant sides empty sides on the catalytic surface ok. So, these concentrations are again needs replacement or rather I need to substitute for them such that my right hand side is the function of only the bulk concentration of course, there will be rate constants and adsorption constants which are constants anyway their parameters of the rate equation. But concentration should be the only bulk concentration measurable concentrations fine. So, let me do that how I get C S now I need to express C S in terms of the other concentration what I do for that now consider a catalytic surface there are many sides of course, this is a very simple presentation of the surface actually the surface is not in the form of a sheet or plate most of the time it is there inside a pores, but then I am just opening those pores and showing the surface as this and there are sides present now these sides this is a fixed concentration of these sides fixed number of these sides right. So, the total concentration of the sides C T which is a constant for the given catalyst this C T is a constant that is equal to at any given time C T is equal to there are some sides on which A is adsorbed there are some sides on which B is adsorbed what else there are some vacant sides right. So, we have three different types of sides present on the catalytic surface now this makes this side balance makes our job very easy now. Because in this expression C T is constant C S is something that I need to find out C A S and C B S they are also not known, but then I have got a expressions for them right what are those expressions for C A S and C B S these are the expressions these are the expressions for C A S and C B S all right. So, let me go ahead C A S is nothing but C A S is nothing but capital K A C A into C S plus capital K B C B into C S plus C A now this gives me the expression for C S in terms of C A and C B. If I take C S common then I can write C S is equal to C T divided by capital K A C A plus capital K B C B plus capital K B C B plus 1 what I have done here is the side balance very important step. So, remember what I have done so far I have looked at different steps I have decided that one step is rate controlling that governs the overall rate. So, I have written the rate equation for that step in that step there are some species concentrations unknown unknown the sense I cannot measure them there in the adsorbed form or whatever right. So, in order to replace those concentrations I have taken help of the equilibrium steps the steps which are not rate controlling like adsorption and desorption and from those equations equilibrium equations I have got the concentration of the adsorbed sides and I have replaced these concentrations in the form of the bulk concentrations right. So, let me substitute for C S now I have done side balance and got a concentration of empty sides or vacant sides in terms of the total concentration of the sides and the bulk concentrations. So, let me get back to my rate equation. So, my rate equation is this in this I do not know C S. So, I have I am going to replace it with the help of the expression that I have got just now it is C T divided by 1 plus K A C A plus capital K B C B this is the expression for the overall rate look at the right hand side is there something that I do not know see there are all constants K R K A right capital K A K R dash capital K B C T this is also constant and what is not constant or other the other concentrations of A and B they are in the form of or they are the bulk concentrations that is something I want. So, this is the final expression that I have got now of course you can club this and say that fine I have R O is equal to K of forward reactions K A sorry K F C A minus K of backward reaction C B divided by 1 plus K A C A plus capital K B C B what I have done is I have combined the C T K R and capital K A in K F and K R dash C T and capital K B in K B right. So, this is a form of equation now if I want to write it for A that is R A instead of this I have R A then this will be negative right because A is getting consumed R B this will be positive like say same as what we have done before in part 1. So, depending on the stoichiometric coefficient of the component I give the sign on to the right hand side. So, K B can be expressed in terms of overall equilibrium constant of the reaction in that case the number of unknown parameters will be reduced by 1. So, this is something which is equivalent to what we have done before like for example, a rate power law rate equation what is the power law rate equation R is equal to minus R sorry R is equal to K C A raise to N R is equal to K C A raise to N if it is R A then it is minus right. So, this equation that we will use so far rate constant and then the order of reaction instead of that I have got this particular rate equation. So, this is for a normal reaction all in a sense homogeneous reaction irreversible power law rate equation whereas, this is the rate equation that I have got for a solid catalyzed reaction which takes place on the surface as a result of adsorption chemical reaction and desorption, but do not forget I have got this rate equation by assuming that does chemical reaction is a rate controlling step clear. So, this is not a unique equation for any heterogeneous catalytic reaction it depends on the assumptions that I have made. So, assumption is reaction is rate controlling and other two steps are equilibrium steps, but what I am trying to tell you is these are the so this. So, what I have got is I have got something equivalent to what I used before here. Now, then I what I did later with this rate equation in the first part that is designing CSTR plug flow reactor in which I have used this equation. Now, what I am going to do now is like for a catalytic reactor instead of this rate equation I am going to use this rate equation that is the only difference. Of course, I need to consider external mass transfer then inter particle diffusion and other steps, but at this moment if suppose for example, like these two steps external mass transfer and inter fusion are not controlling or they are not there at all in that case this is my rate equation. So, to understand the difference between solid catalytic reaction and normal reaction homogeneous reaction where the rate equation is now in a very simple form whereas, in this particular step or in this particular case like you have a rate equation slightly complicated and again depends on the assumption that I am making. Now, the next obvious question is that whatever assumption I have made whether it is correct or not. So, who will tell me whether that assumption is correct for that I need to do experiments in laboratory and see whether this rate equation fits my data very well. I hope it is clear rate equation the validity of the rate equation that I have assumed is correct or not is decided only through experiments of course, there are theories to find out and all that, but the common practice is to do experiments in laboratory using the same type of reactors that I used the first part in differential reactors and all that or a batch reactor in laboratory or small c h t r and do experiments and see how the rate equation fits the data. If it fits well then my assumption is correct I go ahead and use that rate equation for my reactor design. If it does not fit the data well then what do you do you go back to your assumption change your assumption. Now, for example, in this particular case I have got this rate equation I have got this rate equation from by the assumption that reaction is controlling. Now, I make an assumption that the adsorption step controls. In that case the rate equation will change we will see what change will be see in the rate equation, but before that let us try and summarize and write an algorithm step by step procedure to get a rate equation when reaction takes place on the solid catalyst and is accompanied by adsorption and desorption. So, what do I do I have already told you about and let me write it. Step one rate equation for all the steps we need to assume some stoichiometry here or the scheme here like a plus s giving a s and so on. For all the steps that means adsorption reaction and desorption second assume one of the steps is rate determining step r overall is equal to r r d s. In the example it was a chemical reaction that we considered to be the rate determining step and this particular equation will have c a s c b s c s and all these concentrations are not known for that what I do is rest of the steps are in equilibrium so the rate for these steps is said to be equal to 0. What next what I get is all the known concentrations so the concentrations on the surface. So, from this particular assumption what I get is the concentration of the surface in terms of bulk concentrations terms of bulk concentrations in terms of bulk concentrations. What next write side balance why because I need to get expression for c s substitute for surface concentration and c s substitute for c a s c b s they can be many components which are going to adsorb and c s in r o is equal to r r d s sorry. So, this is substitute for c a s c b s in c s in this particular equation and then you have to just club the constants if possible and get a final rate equation expression. So, these are the steps involved in getting rate law for heterogeneous reactions or other reactions catalyzed by the solids in which adsorption and desorption are taking place. So, now I have shown you just one example very simple reaction a reversible with b that means isomerization reaction in that how to get a rate equation. But then there may be further complications that you may have a bimolecular reaction or you have a reacting with b giving c or c plus d what are how to get a rate equation for such cases. I have shown I have considered only chemical reaction to be controlling here, but there is a possibility that this rate equation does not feed the data well I can get back to my assumption for the same reaction a going to b I can say that fine now adsorption is controlling. Now, let us say what will happen if we have adsorption let us see what will happen if we have adsorption controlling over all that. I am not going to derive the rate equation again where so many things so many assumptions based on which every time we will get a rate equation different rate equation what you need to remember is the procedure you do not need to by heart this rate equation that you have got finally you need to understand how the rate equation is being derived. So, if adsorption controls the same procedure I will follow in that I will write rate equations for all the steps I am not going to write all of that, but then the next step is the rate determining step that is the adsorption. So, r overall is equal to r adsorption is equal to what is the adsorption a plus s giving a s. So, k a c a c s minus k a dash c a s this is my rate equation now I am not going to set it to be equilibrium because it is the slowest step. Now, this a s is unknown this c s is unknown I need to replace them how do I replace them by setting other two steps to be in equilibrium that is the chemical reaction and desorption. Now, chemical reaction is now equilibrium steps chemical reaction r r is equal to 0 is equal to k r c a s minus k r dash c b s minus k r dash c b s minus k r dash c b s minus I am going to set it to be equal to 0. So, c a s divided by c b s is equal to some equilibrium constant for the reaction capital K do not forget this is capital K is not small k this is equilibrium constant I have got a relation between c a s and c b s this is not enough this is one equation that I am going to use later in equilibrium again I have desorption to be very fast. So, r desorption is equal to 0 is equal to what is that desorption step b s giving b plus s. So, desorption is very fast same as what we have done before this is equal to 0. So, k desorption c b s minus k d c b c s right this is 0. So, c b s divided by c b into c s is equal to k desorption capital K and this is number 2. Now, these two equations together will give me c a s and c b s. Now, slightly different from what we have done this is not explicit relationship for c a s c a s because c b s appears here, but then I have an explanation for c b s I substitute it here and then I get c a s and c b s right in terms of the bulk concentrations and side concentrations and you know how to get rid of this this particular concentration that is by side balance. So, I am not going to continue this exercise further and get a final rate equation you can do it on your own right and will you get a same rate equation that we have got before? No, you are going to get different rate equation the form of the rate equation is going to be different from what we have got before by assuming the rate to be controlling that is before rate of reaction to be controlling before surface reaction and in this case it is adsorption that is control. Similarly, you may have desorption controlling the overall rate you will get a different rate equation all together. So, you got three rate equations three choices. So, your experimental data that you are going to generate in laboratory see where exactly this data falls and rather which equation that you have got fits the data very well right and this is not a end of it there are so many other assumptions that I can assumptions that I can make to get a different type of rate equation. So, that my data fits well in the rate equation I have I have just looked I have just looked at a possibility of single side adsorption. If you remember last lecture I told you that I can adsorb on two sides at a time. So, right now I have just taken rate rate for adsorption or the equation for adsorption as a plus s giving a s, but it can be a plus 2 s giving a s 2 right. So, in that case the situation will be quite different my rate equation will be quite different and I have choice of rate equation. So, like this you can make many assumptions and come up with different rate equations and see whether it fits the data very well or not. There are independent ways to know the mechanism, but we will not get into details that. So, there are techniques through which we know whether it is a single side adsorption or double side adsorption and so on. So, for a simple reaction of a being converted to b you have many possibilities of getting rate equation for a solid catalyzed reaction. Now, there is another possibility that you may have reaction in which two molecules are involved a reaction in which two molecules are involved where a is reacting with b a plus b giving c. This is my overall reaction overall reaction. Now, I am not looking at what happens on catalyzed surface, but if I am sitting outside a catalyst in the reactor then this is something I am seeing. Now, in this case again there are n number of or there are many possibilities and you can come up with different mechanisms. So, let me just write down the equations and look at the possibilities and I will derive the rate equation, but see there is a possibility that adsorption a plus s giving a s. Now, it is not only a being present there. So, you have b plus s giving b s reaction a s plus b s giving what c s, but one side is left out plus s. This is one possibility one can say that c is adsorbing on two sides. So, it becomes c s 2 instead of s I am just telling you many possibilities and every possibility is going to give you a different rate equation. So, this is reaction desorption c s giving c plus s. This is one possibility from this you can get a rate equation assuming that one of the steps is rate controlling. Now, how many steps are there earlier you had three steps. Now, in this case you have four steps 1 2 3 4. So, any one of them can control overall reaction. It can be adsorption of a, it can be adsorption of b, it can be adsorption sorry chemical reaction of the surface and it can be desorption of c. So, these possibilities will give you different rate equations. Now, I have written this particular mechanism here which is a Langmuir Hinshelwood type mechanism, where both the reactants are in adsorption state giving the final product in the adsorption state itself. But we have discussed this before as well that there is no or that there is it is not necessary that a s should react with b s. a s can be on the catalytic surface and will react with b which is sitting in the bulk. So, get back to this a s plus b s giving c s plus s instead of that I may write a s plus b giving c s. Instead of this I can write this in that case this becomes irrelevant. So, I have three steps a s a plus s giving a s, a s plus b giving c s and c s giving c plus s. There is no b adsorption surface, b remains in the bulk its adsorption is negligible. I will get different rate equation. So, this is called as Euler radial. We have discussed this before. So, this is one mechanism. It will give you another rate equation, it will give you another rate equation. So, there are many possibilities and you will get many rate equations and because of which you have another when you get rate equation there like we get so many rate equations you have to validate against the experimental data and in that case you see which rate equation is fits the data very well. So, in this case we have assumed that all sides are equal in terms of the activity in terms of the affinity towards the components. Now, there is another possibility that the sides on which a is adsorbed are different from the sides on which b is adsorbed. So, on the catalytic surface I have two different sides. So, one species or one component will get adsorbed on one type of sides and the other component will get adsorbed on the other types of types of sides and then the reaction will take place on the surface. Then the side balance will change instead of one concentration of empty sides C s I will have C s 1 and C s 2 right the two different types of sides. It is difficult for me to derive equations for every case, but I am trying to tell you many possibilities here which are likely to give rise to different rate equations and give the design engineer or reaction engineer or reactor engineer a choice of rate equation that fits the data very well. So, these are all called as semi empirical rate equations where I have taken help of theory to some extent, but I made some assumptions and I am going to do data fitting later. So, these are all semi empirical rate equations and most of the times they fit the data very well that is why they are quite popular as far as the kinetics of solid catalyzed reaction is concerned. Thank you. We will discuss how to use the experimental data to validate these rate equations in the next lecture by taking some examples. Thank you.


Hello and welcome to the session. In this session we discussed the following question which says, by using the properties of determinants, show that determinant with elements a square bc, ac plus c square, a square plus ab, b square ac, ab, b square plus bc, c square is equal to 4 a square b square c square. Now we move on to the solution. We need to show that determinant with elements a square bc, ac plus c square, a square plus ab, b square, ac, ab, b square plus bc, c square is equal to 4 a square b square c square. We consider the LHS. We take delta equal to LHS that is the determinant with elements a square bc, ac plus c square, a square plus ab, b square, ac, ab, b square plus bc, c square. Now taking common factors abc from c1, c2, c3 respectively we get delta is equal to abc into determinant with elements a, c, a plus c, a plus b, b, a, b, b plus c, c. Now applying c1 goes to c1 plus c2 minus c3 we get delta is equal to abc into determinant with elements 0, c, a plus c, 2b, b, a, 2b, b plus c, c. That is the elements of the column c2 and c3 remain the same and the elements of column c1 are given by c1 plus c2 minus c3. Now taking out common factor 2b from c1 we get delta is equal to abc into 2b into determinant with elements 0, c, a plus c, 1, b, a, 1, b plus c, c. Now we apply r2 goes to r2 minus r3 and on doing this we get delta is equal to 2ab square c into determinant with elements 0, c, a plus c, 0, minus c, a minus c, 1, b plus c, c. That is the elements of r1 and r3 remain same and the elements of r2 are given by r2 minus r3. Now expanding along c1 we get delta is equal to 2ab square c into, now the first element of c1 is 0, so 0 multiplied by anything would be 0, so 0 minus the second element of c1 which is 0 again plus the third element of c1 that is 1 into c multiplied by a minus c minus c multiplied by a plus c. And so we get delta is equal to 2ab square c into c into a minus c plus c into a plus c. Thus delta is equal to 2ab square c square we take c common, so this into a minus c plus a plus c that is delta is equal to 2ab square c square into a minus c plus a plus c. Now minus c and c chances, so we have delta is equal to 2ab square c square into 2a, this gives us delta is equal to 4a square b square c square which is equal to the rhs. Thus we get the rhs is equal to the rhs hence proved, so this completes the session hope you have understood the solution for this question.


Okay, good morning guys Final day of the week 27th of September, so let's get straight into the action. I will give a sort of full rundown on the the news flow overnight, you know one of the main features from yesterday was this testimony On Capitol Hill over in Washington this Trump impeachment saga just circulating But so we'll talk about that a bit later But I want to get straight into the action here because we've had a bit of a move lower on the pound this morning I'm just gonna bring this Cable chart and make it a little bigger. We're looking over the last few weeks here. I've got a one-hour chart This is sterling versus the dollar So I had a couple of lines on here, but you know, certainly we've had a nice steady downward trending Scenario here as we've been through this week And indeed, I mean I'll just quickly go to the daily chart, you know, this has been the theme Yeah, we've had kind of three quite steep down days in a row if you include this one as well But that's coming off the top of what had been a Rebound September had been pretty positive for cable coming off the 120 handle that we had tested Back at the start of the month that had been a pretty solid climb up to 126 You know up to test the areas that we'd seen mid-July But certainly yeah this week it certainly came come under a lot of pressure as we've had the all the You know developments with regards to the proroguing of Parliament being made illegal and all the rest of it And so sterling has been under pressure and just now this morning We're down testing this low from the 27th of August, but if I zoom in back to the one-hour chart You'll see what happened. We broke through the low point from yesterday. So yesterday We had a nice, you know extension of the trend lower Trading down to test s1 If I just get my rectangles over here s1 here was down tested at 10 a.m. And then we bounce and consolidate it So this morning drifting Sort of sideways overnight nice resistance to the pivot level earlier on and then we're down and we've broken through yesterday's low down through s1 and the reason for this was some comments made from Someone from the Bank of England so if we just have a quick look at the headlines here. So Bank of England saunders Has said that Prolonged high Brexit uncertainty could warrant looser monetary policy if global growth remains disappointing So he's got a speech today. This is a pre-release Of the text of his speech and the kind of picking out of the main points He's talking about these adverse effects of high uncertainty of becoming clearer in the UK macro data He's saying the economy has slowed markedly since earlier this year. The economy has not crashed But the effect of Brexit uncertainties is perhaps akin to the economy developing a slow puncture Such that growth has slowed to a mere crawl Some further monetary tightening limited and gradual probably would be needed to return inflation to target on a Sustained basis if global growth recovers if global growth recovers and Brexit uncertainties fall significantly So he's basically saying that if this weakness in the global growth situation improves and if the Brexit risk Disappears then yes, maybe the Bank of England should be looking to hike rates But he's saying in the absence of that if we do get a continuation of Brexit uncertainties, you know Brexit gets pushed to 2020 or if you know Boris tries to come out of the EU With no deal on Halloween Then obviously that will prolong the Brexit Damage on the UK economic confidence and it's not looking like the global situation is going to improve anytime soon So certainly the headline is dovish You know prolonged high Brexit uncertainty could warrant looser monetary policy. So the pound Certainly die. I mean, it's trending lower anyway, and this just helped it along to continue the downward trend So a nice break out here this morning taking a sterling a little bit lower I mean, where are the Bank of England if we have a look at the Bank of England interest rate chart here. So This is looking back over the last few years, of course, and they they cut rates When we voted to leave the EU back So actually August 2016 the Bank of England cut rates some and just a little tweet lower 25 basis points down so they cut from 0.5% to 0.25% just to try and Allay people's fears and panic in the immediate aftermath of that surprise vote or the surprise result of the vote Then they hiked rates at the end of 2017 and that's because it was like, oh, hang on Actually, this Brexit risk hasn't had the damaging effect on the UK economy that we had thought and actually really more than that It was actually the global economic situation was very bullish at that point 2017 saw the highest Global growth rates since the crisis and the UK benefited from that like everyone when the global growth story is positive then The UK benefited and actually therefore the Bank of England hiked rates You know reversing that emergency cut after the Brexit vote so the height rates end of 2017 Then they hiked again in 2018 for the same reasoning that you know The global growth story at that point was very bullish inflationary pressures in the UK was starting to build and so they they hiked to 0.75% now ever since then we've been flat and of course as we've gone into the second part of 2019 you know the global growth story has deteriorated and Brexit continues to rumble on unresolved and as Saunders has been saying, you know the uncertainty of Brexit alone carries quite a damaging effect on the underlying economic system You know, it's a confidence thing. We we just don't like uncertainty You know human beings will tend to fear the worst prepare for the worst when we're not sure what's going to happen And so it's having it's biting and so Saunders perhaps opening the door here for The potential rate cut from the Bank of England. They've got a meeting at the start of November, which is their quarterly Inflation report meeting. This is the big one. Normally they only change interest rates at one of their what's called their qir So every other meeting carries Extra importance where they update their inflation forecasts They update their growth and unemployment forecasts and this is where we also get a Mark Carney press conference where he explains everything These tend to be the occasions where they actually make moves on rates. So you're seeing the pound here this morning just Elevating the probability that we're going to see a rate cut from the Bank of England in November It's going to be interesting because their meeting is literally the week after the current Brexit deadline Halloween. So Obviously, we're probably going to be right in the thick of the action is Boris going to try and take us out of the EU with no deal And then would there be a Supreme Court kind of intervention? Ruling that illegal and it's going to all be a bit messy. So certainly Bank of England rate cuts getting priced in so let's Let's change change up the story. What else is going on and Here's The kind of main feature of yesterday afternoon This is all about the Trump impeachment situation, of course His telephone call with the Ukraine president Did he threaten to withhold military aid in return for information about Biden? information that he can use to try and help his Here's prospects in the general election. That's going to take place in November 2020 Just turn that down so we had a testimony live testimony from Joseph McGuire here Acting director of national intelligence. So he got shoved in front of Congress and got grilled by some angry Democrats And It's hard to know what's going on here because it looks like from this testimony if I go down the whistleblower I actually made the complaint quite a while ago. So one controversy is well Hang on. Why is this complaint now only just surface? So it looks like they try to quash and block and hide the complaint But the whistleblower themselves who remains anonymous by the way has sent that this is from their complaint I learned from multiple u.s. Officials that senior White House officials had intervened to lock down All records of the phone call, especially the word-for-word transcript of the call that was produced This set in action This set of actions, sorry underscored to me that White House officials understood the gravity of what had transpired in the call other stuff about apparently they're The way they handled the electronic Copy of the phone call so The whistleblower explains concerns about how the White House officials handled the transcripts The whistleblower said it was removed from the normal electronic storage system for transcripts And put in a separate electronic system used normally for only very highly sensitive information So one White House official described this act as an abuse of this electronic system Blah blah blah. You know the story here. So, you know, Trump is being accused Did I mean they released the transcript of the telephone call? But is it the genuine transcript? I mean the one they released? I mean we talked about this yesterday, but the transcript they released showed Trump asking for information About biden, but did not show Trump Threatening to withhold military aid if no information was forthcoming So look, this is this is rolling on Trump one thing to note I was reading this article this morning. It's something I didn't realize Where was it? So I can't find the exact quote in this article now, but it's basically saying that the whistleblower Most of the intelligence that the whistleblower has Is second hand and most of what he's Complaining about he did not witness himself. I'm saying he it might be a she I don't know. It's an anonymous person So basically the whistleblowers laid out all of these complaints, but actually it looks like they didn't witness much of it at all So this forced Trump into a tweet last night A whistleblower with second hand information question mark another fake news story See what was said on the very night. No pressure call another witch hunt So this is classic democrats versus Trump and the election campaigns fired up. I mean this is going to roll on. I still don't think I mean in my view impeachment risk. I just Trump's Trump's got through so many scandals in the last few years This is another one and I just don't think it's going to lead to an impeachment I mean look check out. I don't know check out u.s. Stocks. They don't care. This story is not Of any interest particularly And you know you've seen this week that generally the s&p's kind of been sideways where we're trading right now The same kind of price points we were seeing at the start of the week Yeah, we've had a a couple of ticks lower here on the 24th We had that break but generally it's been quite stable as we're consolidating just below the 3000 handle So from a market point of view, you're not really seeing much reaction to this Trump impeachment saga Um whilst I've got the charts open Let's have a look at gold because gold had a little bit of a move earlier Some of you were looking at this and talking about this So really what this is a good example So, you know what happened here? What's the news? You know what led gold to spike lower and it wasn't a spike It was kind of a You know quite an aggressive move over about a 10 to 15 minute periods I'm talking about this sell-off in the in the red box Um and this is a good example So sometimes price moves and there isn't a fundamental reason behind it and this is definitely one of those What we've got here is a move below and actually I'm going to go back to the one hour chart We've got a a break below a technical level which was set on the 25th of september Wednesday's low which got retested on thursday So you've got a double bottom here if I I talked about this level yesterday in the briefing if we just kind of extend my My rectangle now to encompass the fact that it set the low for yesterday as well So you've got quite a nice double bottom for the week here and the market just broke it this morning And this has taken gold prices down to almost test the 1500 dollar handle The reason for the acceleration in the move lower is just that there's stop orders below these key levels So it's people are long gold And what they're doing is they're setting their sell stop orders just below key technical Support levels and this is a key technical support level and it got broken this morning Triggering these stop orders Then you get stop orders triggered and selling and this stop order selling force Creates the accelerated move to the downside. So we call this a technical breakout And That's the reason for this move and what's happened since is we've had a nice pullback And you know, you should be really looking for that.  So Let me zoom back in. So the technical level which was yesterday's lower is now providing a decent short area So 1507 is resistance with looking for a test down at 1500 perhaps if this downward trajectory continues through the morning So a bit of action on gold a bit of that move on cable and it's still making new lows as I speak actually Um, and whilst we're here and talking about cable and I'll bring in the euro as well I mean, obviously cable's been trending lower this week, but so is the euro dollar And actually underlying all of this it's all too easy to always focus on Stirling or focus on the euro. Um, you know this week in Europe. We've had some really bad Economic data. You remember right back at the start of the week What got the downward trend moving was that really bad set of PMI numbers out of Germany and France And so, yeah, the euro's been weak, but actually don't forget about the dollar here and the dollar has been strong Um, and that's been the theme of the last few weeks and I think it comes from that fomc meeting that we had Last week. Yes, they cut rates But I think what we saw was that there was a difference of opinion on the committee And we've been looking here and I know you were talking about this in the room earlier But we're looking here at what are the fed going to do? Um with interest rates at their next few meetings and have a look at these graphics. So This is looking at fed funds futures pricing and from the pricing of these assets were able to effectively compute a probability Of where markets think rates will be at the next meeting. This is looking at the october the 30th meeting So remember rates right now are between 1.75 percent and 2 percent So right now the the futures pricing is giving us a probability of 55.1 percent that rates will remain unchanged And there's a 44 4.9 chance that rates will be cut again in october. Okay, so this has changed Um, you know, it was the case that the probability was in favor of another cut in october So this has swung in the last week But I think what's much more important is the december meeting for me the chances of a october cut I don't think it's going to happen. I don't think it's the fed style They tend to want to cut every other meeting 25 basis points, you know, keep it slow and steady under control So if you like it is the december meeting that's the more likely one anyway and and certainly the stats say that but look Um, and in one 25 basis point cut in the december meeting on the 11th of december is now at a 49.3 percent chance Um, it was a lot higher than this. So the probability of a december cut has dropped Uh, there's also a probability of a double cut So I guess you're taking in october here So the probability of a cut in october and then another cut in december was also dropped But it's still at a decent 18.1 percent something that's gone up is the probability of no cut So I guess what i'm saying here is the probabilities of rate cuts have shifted down Which has just Fed into a little bit of dollar strength over the course of this week And that dollar strength has been exaggerated because you've had particularly when you're looking at the euro and the pound You know, you've had two weak currencies there. So the euro's been weak because of european data the pound's been weak obviously because of the escalating brexit risks and uncertainties and put that against a strong dollar and then that makes for Pretty decent moves in exchange rates. So you know over the course of this week, you know euro dollars gone You know i'll put 111 or even 112 handle down to below 110 So, you know decent kind of 200 pip trend to the downside For euro dollar and cable You know, it's been much more dramatic. We were trading up at 126 At the start of this week or end of last week at least and here we are trading at 123 So we've had a 300 pip move to the downside here for cable. So definitely strong moves But you know, don't forget the dollar in all of this It's all too easy to just focus on the pound and brexit just focus on the euro and European data. Don't forget about the dollar Okay, a couple of other things just to wrap up Um, I caught a story in the ft that I wanted to put on the table Not for now immediately but for a quarter four and maybe going into next year Um, eastern europe currencies take strain from manufacturing and mortgages. So This bad data in europe is very bad news for eastern europe who are very dependent on the core big european economies such as germany So i'm talking particularly here about poland and hungary Their economies are very dependent on germany germany's economy. We think may be in a recession And as of yet germany's government Are not rolling out any stimulative Fiscal policies. So you're definitely seeing the german Economic weakness bites hard in poland and hungary. This has led to the polish and the hungarian currencies devaluing now there's a big problem that's hidden under the carpet in these two countries After the crisis in these two countries People buying houses Suddenly were offered this amazing deal from swiss banks And they were offered swiss frank Denominated mortgages at interest rates that were way lower than the interest rates They would be they were offering in in in mortgages in their own from their own banks in their own domestic currencies Okay, so the problem with this is if their currencies devalue or their swiss frank Denominated mortgages Those mortgages get get larger the interest payments for those mortgages increase And this becomes a massive problem for consumers who have who have these mortgages This came to a head in hungary believe it or not two-thirds of all mortgages are swiss frank denominated and hungary basically Forced well the banks in hungary were forced into switching The swiss frank denominated mortgages into the hungarian forrant at huge losses basically the government forced the banks into Redenominating these mortgages at an exchange rate that was way off what markets were trading And hungarian banks took a massive hit. Okay now in poland This hasn't happened yet In poland, which is a bigger economy a similar kind of size number of mortgages that are swiss frank related And you got this scenario where now polish banks are very scared That they're going to get forced into this revaluation and have to take a massive write down And of course consumers are saying these mortgages were miss sold They were miss sold these mortgages. They were not told about the exchange rate risks That they were taking you know outside of their knowledge And so it looks like another banking scandal That's ready to rear its head and you might find if the european economic weakness story continues And these eastern european currencies continue to devalue and you know the foreign to a record ever low by the way Then you know you might find this story flare up and we might get some european banking risk Rearing its head over in eastern europe. So just a story to put on your tables To keep an eye on in the months to come Let's finish by looking at the data calendar for today and Looks to be quite a lot on it except for we've gone through some of these numbers from earlier this morning With regards to stuff like german import prices that were negative, but yeah, just slightly Worse than expected you would describe them. We had french cpi numbers that were swapped slightly lower than expected So, you know certainly helping with that sort of euro weakness theme that we've seen this week But other than that we've got an economic sentiment number at a europe at 10 a.m It's not a particularly tier one release that so i'm not that interested Mostly the this afternoon. We've got core pce data From the us which is important. This is inflation related data We've just been talking about the probabilities of the fed hiking rates. Sorry not hiking cutting rates And you know it's this type of inflation data that certainly the fed will be monitoring closely Although i would put a caveat on this this data is for august and here we are almost at the end of september So it's not one of the head, you know, we're in a couple of weeks time We're going to get september cpi data. That's much more important than this inflation data that we're going to get today But nevertheless, it's inflation data. So we're going to be monitoring it and seeing if it has any kind of impact We've also got durable goods orders and then michigan sentiments. So this is consumer sentiment data at three o'clock But it's be aware. This is the final reading for september the university of michigan released two readings per month And it's normally the preliminary reading that's released two thirds of the way through the month But it's the more market sensitive this final reading is like an updated revised version of that preliminary reading You don't often get too much change from the preliminary and therefore this number is less market sensitive We've already had the bank of england saunders Release his text and and he's the reason why it moved the market is because saunders is normally hawkish But of course one of his comments at least was dovish Um, and that's what kind of got sterling moving to the downside there Other guys talking 915. We've got the gwindos dovish speaker from the ecb you got feds quarrels and Harker and then your ecbs vaidman at some point which might be a little bit more interesting given that lauten schlager The current ecb german representatives stepped down and resigned this week. So vaidman's comment who was another german representative on the ecb I mean his comments might be a little bit more interesting given that development earlier in the week Okay, so that's the situation stocks are pretty steady here this morning The pound's under pressure the gold's had a technical breakout to the downside That's the dax has just sneaked a new high So that's the flavor of things here as we get the session underway. So enjoy the rest of the day. Enjoy your weekends. Thanks very much


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Welcome to Wednesday's live Q&A every Wednesday two o'clock or right about there today it's 203 central standard time it's Dukes fault we're late right now maybe not hey we're excited to do this we love coming to you we love people commenting I'm watching YouTube live you're watching Facebook live who we got jumping over there yeah Matt from Springfield Matt Ryan I fear the 92% dude you're in good hands bro because we help people not fear the 92% dude you're an 8% I know you bro you're an 8% right so we're here that we're here to answer your questions we love answering questions we have a lot of fun on today's show I need to know though in comments below on YouTube and Facebook right now does my outfit match my wife doesn't think so she didn't think so she was all blue and green it's money and the Cowboys right I mean those two things go together it's almost like a North Carolina blue so she would hate that right isn't it kind of a little bit a little tar hillish blue that for Dylan for Corb over there right what do you guys think does it match green and blue we're gonna answer your question we appreciate your questions I mean well we get a lot of we get like you said like over a hundred questions a week right right it's a lot yeah how do we get it to a thousand right all right we get some good questions today you promise Duke or promise that this will be the best show best Q-net show I've ever done today three weeks in a row I've said that dang dude without even saying dang dick all right bro that's commitment man he's committed to helping y'all let's do it so the first question we got was kind of a long one I'm working for a state farm agent and will work full time form until I can open my own agency okay how much money should I save before I opened it if you believe in yourself the answer is a big ol nada nada I mean yeah you got a buy into the agency I'm assuming I've assumed that's how state farm works again I'm part of the part of state farm never have been but you know but we talked a lot of agents that are with them at the end of the day though some of the wealthiest people on planet Earth use debt to get wealthy I'm not giving financial advice but you know I'm saying if I wanted to open up a state farm agency with no funds and make it successful I could am I going to 100% not but I could so that's the thing like I don't I'm gonna ramble for a second because that's what I do now I'm doing a lot but when I do it I do it bro when I do it I prefer dose just kidding so that's a commercial jump so I was sitting with Matt earlier in my office and we were talking about coaching and the importance of coaching the importance of self-improvement personal development investing in you most people don't realize it and you'll never will probably I've spent $75,000 over the last year just on coaching and self-improvement for me that's insane that's more than the average American makes in a year and I'm so sold on coaching and getting around people and masterminds and retreats and conferences and universities and training in general I didn't I didn't even include the 20 bucks I just bought an audio book a few days ago right I didn't even include that you want to invest in yourself and that's one way you can invest in yourself but there's other ways like coaching personal development self-development you're investing time right now and listening to me ramble on this Q&A you know so what we got next how do you stay motivated during a sales run I had somebody asked me that earlier today too actually I bet it was a different person because the person that asked me that was in the office everyone goes through sales rats I've had that's what that's what's crazy about this business Ryan and Matt people in that in this business it's really easy to not always have success on every call I've had days where I was like holy crap I got you know eight appointments I'm gonna have amazing success and I end up with a goose egg because a bunch of people stand me up they're sick they're dying whatever right and so in this business that's what's amazing about this business though I can have an awful day one day and in the very next day I can put up six grand right and I've done it or I can have the worst appointment I've ever had where someone spits in my face tackles me lets their pit bull eat me alive and slams the door on my face right and curses me out and everything else and then the next one when I can make 3k 3 grand right I just love it though I'm like dude spit in my face please because the next person is gonna give me a bunch of freaking money that's his business that's just a part of it that's why people like Ryan won't be in 92% though because he's committed to going all in and it's cliche but you know they always talk about you either winning or you're learning you never take whatever it is that you know look at those appointments where you don't have success and figure out what it is that you did wrong yep yep I'm taking this off I'm getting hot my wife says it doesn't match you guys didn't tell me if it matched or not so it's gone I guess it didn't match because you were you know you were afraid to hurt my feelings describe the process takes a lot of hurt my feelings right I think it's impossible like try me describe the process of setting up a call center okay so call center you need a system you need leads and you need people right so what is your system are you are you using leads and outbound agents calling and selling them are you using leads and then an opener and then a closer like what's your system look like is it predefined the deeper you can go and make sure everything makes sense and is ready the better I get this question a lot a lot of questions about telecells I'm okay I'm gonna Tony G I'll get there bro I like it man there's ways to set it up I've ran at multiple different models had some success I like doing it you know I like the telecells part but you can have you need a consistent lead flow that's the lifeblood of a telecells or call center whatever is consistent leads age leads new leads whatever and our leads work really well because we get a lot of agents I just got a comment from a guy a couple minutes ago and he's like hey dude I loved your leads I bought like I wrote seven grand or something out it was nuts he's like I want to do it again so but that's that that's the thing any have a sales organization leads and a defined organized successful system to where it all makes sense is really what that's all about surround yourself with people that can take you off the ledge bro talk you off the ledge Tony G I'm with you bro I do don't don't you even think about jumping off bro Ryan it doesn't really match but still cool they do thank you man I love you bro positively so hey I have a question well dude let's let's you know let's let's ask it right that's what this is all about that's what Q&A is about make sure you ask it right now and avoid one answer it next after this next one alright what can I do to avoid making very little money in the first few months as a new agent yeah gosh I want to vomit right now because I talked about this yesterday I just I just met a brand new agent in my city they wanted to go to coffee with me again I don't even know how you heard about us I think somebody referred him seven weeks he made a hundred and fifty two dollars fifth was at 15,000 pennies right 15,200 pennies that sounds way better that's the only reason I'm doing insurance agent prospecting 101 for two hours because agents the number one reason the reason that guy had made says $152 or 15,000 or whatever it is right is because I think I'm at this right too like big brain the reason that happened is he struggled to get in front of people the only reason agents fell we could blame a lot of things I always say they don't get in front of people they struggle with prospecting this agent didn't know what to do to get in front of someone when you don't know what to do you end up doing what nothing the Duke is spitting game today bro and when that half that's that's the exact reason why I'm doing insurance agent prospecting 101 I'm gonna show you three avenues that if you apply them you will make six figures over the next 12 months I guarantee it and it's $47 and it's next Thursday night April 11th if you're like dude what are you talking about I'm doing a virtual live training for two hours with you next Thursday night go to Kodiaskins.com to register so also okay positively you know says I usually this person's always on our YouTube I love this you're my favorite right Tony G's a favorite Ryan's favorite all you guys are awesome I usually do two appointments to close what do you do when someone wanted you to follow up and then no show or say later that's exactly why I don't do that's exactly why I don't do callbacks I don't do callbacks like if you guys heard my call to close three hour training that's still online for sale we talked about why I don't do callbacks I'm gonna talk about that in the next Thursday training a little bit too I do not do callbacks someone says hey I want to think about it I'm not sure I'm not ready to make a decision call me back I would love to agree unfortunately we have a no callback policy you have everything that you need to make an informed educated decision right now why don't you just take it that's this that's the semi aggressive approach I've got an aggressive approach that most of you would never use that I shared on the show yesterday two days ago right two days ago Monday's insurance agent training we didn't see that you need to go back and watch it I don't do callbacks and that's exactly the reason why Ryan says I'm literally on my way to an appointment right now sitting in 10 minutes get that activity dude that's what it's all about bro only do one do talk to Tony G I'm with you I only do I do one call closes a lot of people in the industry disagree with me but if it was me versus them in a sales competition guess who would win the person that doesn't do two appointments so I love that do you have any tips for agents that have prospecting anxiety I'm gonna solve that next Thursday night to prospecting anxiety is is real I mean I don't want to like you know I hate to give it a label but it's real agents have anxiety about prospecting for one reason they don't know what to do when you know what to do it becomes easier when you don't know what to do it's harder so that's why I spend so much time teaching people what to do because when I have a full plate and I know what to do and I can just take action and do it I have success I stay busy and I make tons of money when I don't know what to do and I'm thinking about it and I'm sitting by the water cooler and I'm saying stupid stuff I'm drinking a lot of coffee and going to the bathroom a lot and you know talking to the receptionist secretary because she's hot whatever right because I'm lazy instead if we have a busy schedule and we know what that's a clip right if we know what to do then you know we won't sit around wearing a purple shirt spilling coffee on it going home and changing looking for reasons to go to the movies at 2 o'clock in the afternoon picking up our kids at 3 o'clock because that's what we do right we would find ways to succeed people have prospecting anxiety because they aren't in the 8% Tony G says I'm with you bro what's up Gilliam and that's the big thing if you if you do if you knew what to do and how to do it you would have no prospecting anxiety Facebook fans are awful quiet today yes okay here you go over there okay so what we got Joe we got Josh over on a security agent leads the live training video and he's got a good rebuttal for oh I a good rebuttal for let me think about it oh dude exist I okay literally I say this and I'm telling you it's worked on $300 a hundred dollar month sales to $2 a month sales not really $300 a month sales $500 a month sales $700 a month sales a thousand dollar a month sales I wish I could but I do not do callbacks I have a personal policy they don't do callbacks I've had people say that we're gonna think about it there it was they never really want to think about it they just didn't want to do it right they didn't think about it they passed away and their family blamed guess who Betty me and so you have everything that you need to make an informed decision you need it you want it you can afford it why don't we just make take care of this right now that's probably what you would like to go ahead and do correct yeah Josh yeah bro do I'm telling you it works man Trey it works I'm telling you it's a that rebuttal works people tell me I want to think about it gosh I don't do callbacks I don't do callbacks I don't do callbacks like practice it role play it make it part of you I've said that that little rebuttal three times today like it was like I know how to say it like I remember saying it positively you know says Cody that hard clothes do you do that even if your lead was a referral so someone who did not indicate they wanted it but they were just open because a good friend referred me to them because I can do that close if they have been looking for sure but if they weren't even looking I mean they're looking or they wouldn't be talking to you because I would only use it if they actually have interest and I've actually given them a quote right so I don't even use it unless I'm like really deep into the conversation that's the only time I would even you would even do it so that's all right I can't get this thing phone to work but I'm gonna see what you guys go oh are you kidding me these young kids and their technology are you kidding me dang dude that's why he's in charge of marketing right amazing amazing yeah you're the new marketing manager congrats good job a promotion no raise just kidding the title though bro the title Ryan says do you have a demographic you like to sell the most high income country area etc I prefer I prefer 15 to 75 thousand of income in rural areas if I had to like choose a demographic that our ages 55 to 75 or even 60 to 80 you know something like that those are like my favorite segments I don't care what I sell them but that's just like my favorite segments so I'll sell some life in Medicare you know so that's a good question any other questions let me go in man 24 minutes today do occurs been getting after it what are you talking so much I have no idea any don't know what to do with my hands thanks for watching appreciate you guys we'll see you Friday for sure great percent club have an awesome day


Hey, everybody, good afternoon. Thanks for joining me this afternoon in Seattle. My name is Jen Modriaga. I am the senior manager for Global Community Event Strategy at Red Hat. My pronouns are she, her, and hers. And I'm really, really glad to talk to you today about the journey around creating an employer resource group, the Red Hat Asian Network. So just want to give a little bit of context to the Asian Network. It's a very, very young ERG. It actually just launched this past February this year. The genesis of this group started a little bit over a year ago when we started talking with people within the leadership team within DNI at Red Hat about forming a community. And the main driver for creating this community was because there was a lack of an official entity at Red Hat to support Asian-American associates because there was a lot obviously going on with COVID-19, including a charged political climate, increased incidences of harassment and violence, a lot of which were targeted towards the elderly, and the corresponding negative effect on mental and social health. And so a few of us were looking to see if there were any places where we could have a conversation with each other about the things that were affecting us. And so we found each other really through serendipity. There were five of us that came together that decided that we wanted to get this done. So the founding committee, like I said, is composed of five people. I'm one of the five people. I am of Filipino descent. My great-grandfather came to the United States through Hawaii as a sugar plantation worker. Robin Chan, who is my co-chair, I believe, is seventh-generation Japanese-American. Laura Thu is half Chinese, half German-Irish, and she grew up in Michigan. Joe Tsasi is of Taiwanese descent. He immigrated over to North Carolina, grew up here in the United States, but spent 15 years abroad in Japan before returning back to United States.  We also retain an executive sponsor, Helen Kim, who is actually a Korean American that lives in Singapore, and she is our current vice president of marketing for APAC. So the five of us came together, and really the reasons are really, really personal for us. This group was not driven by any initiative by Red Hat. This was completely driven by us, by employees that were really concerned about the fact that we were feeling isolated in our teens, and that, you know, who could we turn to to talk about the things that were weighing on us, and they were weighing on us and affecting us in the workplace, because the past year demonstrated that the line between the workplace and home life is pretty much not there anymore. And as a result of everything that was happening around the pandemic and all the other conversations that were happening related to diversity, equity, inclusion, and justice, such as the things that were going around George Floyd, we felt very, very compelled to act on those things because we actually felt like it was the right thing to do. So I'm gonna go through the next couple of slides pretty quickly, so we have a mission statement. So the Red Hat Asian Network is actually open to people who identify as part of the Asian diaspora, but we also include allies to join us. In fact, a really large number of folks that are a part of the Asian Network are actually allies. And as I said, if you identify the Asian diaspora, I want to learn more about the Asian diaspora, we welcome you, and the Asian diaspora actually encompasses pretty much all of Asia. So we do East Asian, South East Asian, South Asian, Central Asian, and Pacific Islander identity. And I will go a little bit into the ins and outs of the challenges of creating this organization and also trying to be as inclusive as possible as we scale this organization. So the ultimate goal for this group is really just to have a space to gather, right? It's a space where we can address the needs of all associates. Full disclosure, all the current leadership at the Asian Network is currently here in the United States and specifically within North Carolina. So we identify as the North American chapter of the Asian Network. We do have associates from around the world, from Amia, from Lattam, and APAC that participate in our organization, but we have a particular emphasis currently on North America and specifically the United States. And the next two slides will explain why we have that emphasis. One, it's because we're a volunteer organization. And two, we could speak best to the concerns of associates that are in the United States. However, we do engage in conversations, as I said, with associates in all regions and we try to support the best we can. And a large part of how we want to move forward in terms of advocacy is actually through efforts and intersectionality. And so I'll talk a little bit more about our efforts and intersectionality in just a bit. So we were asked to present a business case to senior leadership about why we would need an employee resource group for Red Hatters of Asian Heritage. And it may be surprising if those Red Hats been around for close to 30 years now, almost as long as Linux has been around. And it seemed kind of surprising like why wouldn't a tech company have an ERG actually dedicated to the Asian diaspora. And so that was something that we had to justify. We had to justify why we would have a group for folks who are of Asian descent. So we just went through some stats. Of course Asians are still very much a minority within the American population. About 6% of the US population, but we actually do have a fair number of software jobs. I will explain though how Red Hat is an outlier in the tech industry in just a moment. So this is for tech in general, but not specific to Red Hat. We are the largest underrepresented group within Red Hat. If you look at the Asian diaspora, we're the largest, but then again I'm gonna explain a caveat attached to that. And then the other thing is that we're greatly underrepresented in tech leadership. In fact, Asian American women are the least likely to be promoted into management roles. So there are several things that we presented this senior leadership about like why we wanted to have a group dedicated to that. So this is not a secret. This is actually on the redhat.com website, but this is our breakdown of the population at Red Hat by ethnicity and race. And so you can see that I put a little red box around the Asian grouping. It says that it's only in the US, so in other countries is actually not legal to track people by race or gender. So these are statistics that speak to the United States, but you'll see that the percentage is 12%. Hispanic Latina is 5%, Black is 4%, and then are 2% is 2 plus races, 1% is other, that includes folks that may identify a specific islander and perhaps native and indigenous. But 12% is super low compared to our peers within the tech industry, so you'll see that we're 76% white within the United States. And there are a few reasons for why that may be. So Red Hat is not based in California or in the West Coast like many other tech companies. It was founded in North Carolina in the American South where headquartered in Raleigh. And so that probably accounts for the reason that it's not as diverse as you would see like as a company that's based in Silicon Valley. And so there is a historical context for why these numbers look pretty low compared to our peers. And so because we are underrepresented within Red Hat, we felt like we had a really, really good case to start employee resource group. There were many instances where those of us who identified as part of the Asian diaspora were the only Asian and sometimes the only person of color on our teams. And so that contributed to feelings of isolation, feelings of our teams, perhaps not fully understanding the full impact of what was happening to us, particularly during COVID-19. So I just wanted to talk a little bit about the demographics of what we consider to be within the Asian diaspora. So it's really, really, really broad, right? Listed within this is not Central Asia. We actually included Central Asia because we had a few associates that came to us that identified as being from Central Asia. So we included that within our definition of the Asian diaspora. Yeah, I'm about to get to that, Troy. So that would be like Kazakhstan, Kyrgyzstan, that area. So it's basically kind of adjacent to Iran and Iraq. So it's the stands or what's Central Asia. I actually had someone from Kazakhstan contact me about it. And actually my stepson was a doctor from Kazakhstan. So I actually had a familiarity with Central Asia. So we decided to go ahead and include that in there. We did not want to turn anyone away. We felt like it was very, very important for people to advocate on behalf of their culture, to feel like there was a space where they could showcase cultural pride and identity. And we definitely wanted to feel like we could provide that for them. Another thing to really understand about the Asian diaspora within the United States is that there's a really wide range in terms of education, a wide range of socioeconomic levels. That it's not monolithic by any stretch of the imagination. And what we found within our company, and I think this is actually really, really common for a lot of folks who are part of the Asian diaspora, is that people don't realize that there are issues within the Asian community related to poverty and a lack of educational attainment. And folks find that really, really shocking. And so there's a lot of education needs to happen in terms of educating people about the fact that those disparities actually exist within what we call the Asian community. Also, the Asian American population is projected to become the largest immigrant group in the United States by 2055. And so we're already seeing the workplace starting to change. Like even in North Carolina, I've lived in North Carolina actually since 1991, I went to school there. And I've seen a lot of shifts in the past 30 some years in terms of who lives in North Carolina. Like when I first moved to North Carolina to attend undergrad at Duke, it was still very much a tobacco town. There was a functioning cigarette factory in Durham, North Carolina. And it was very Southern. Now it's a place that's characterized by a lot of transplants. Like it's definitely more diluted in terms of what we would call the Southern identity. I don't see that as much anymore. Like when I interact with folks that are within Durham or Raleigh in that particular area, the likelihood is quite high that they're not from the South. So I wanted to talk a little bit about COVID-19 and how it's impacted the Asian American community. But I'd also just wanna recognize that it's affected the Asian diaspora globally very much, but I'm not gonna address that here because that's kinda out of scope for this talk. But for me personally, it's affected me personally. As I said, I'm a Filipino descent. And there are a large number of people of Filipino descent that work in healthcare. And we've been very adversely affected. I have family members that work as nurses who have been personally affected by this. And there have been people that have died that I know. But the stuff that happened during COVID-19, there was a stuff with obviously death, but it was also accompanying racism that's always been there, but has been greatly amplified, particularly with the political rhetoric that was happening in the last year. It was super painful. I found it personally a source of really great distress and as did the other members of the founding group. And we realized people actually don't realize how much this is affecting us at work. Like it just wasn't on anybody's radar. And one of the things that we realized as a group that even if we couldn't accomplish anything outside of just talking to each other, it was actually a real great gift to find each other, to have five people who were going through a really tough time given the context of the pandemic that we had the gift of actually talking to each other and saying, you know what, the issues that we're encountering are real. You know, there's so much validation and finding someone else who knows what you're going through. Like that to me is super, super important to have a space to have conversations like that. The other part that came about as part of our conversations was this issue with the bamboo ceiling. And this is something that people don't realize exists because as I said, there are a large number of Asians within the tech industry, but they're the least likely to be in management. There's definitely a ceiling for people to get promoted. And even within the conversations I've had with folks within the Asian network, it's something that people have brought up. And it's not something that's comfortable to bring up to be honest, but we realize that we needed to do some advocacy in terms of promotion opportunities for folks within our community. So I wanna talk a bit about the challenges to the creation of the Asian network. One of the things that was just really interesting was that when we came together as a group to talk about creating this employee resource group, there were folks that actually said, why do you need a group? Because Asians are really successful, they don't need a group to talk to each other about stuff. And so we really encountered this model minority myth and a lot of our conversations across the company. And it was really hard to deal with the model minority myth because what it does is it diminishes the real issues that we face as a community. It's like the issues that are related to racism, related to lack of promotion opportunities, the duress of worrying about our elderly parents living on their own and being fearful that they may be attacked. Then of course there was the aftermath of the Atlanta shootings. All these things were coming upon us where there was so much emotional labor associated with dealing with these things happening and other people believing that there was nothing wrong.  And the fact that we actually had to say, no, we need this organization because our issues are real, I mean it spoke to the fact that there are so many things around invisibility, around our community. And it also tells you that this model minority myth actually doesn't do a service to anybody. It's actually something that I would say is in service of white supremacy. And that may sound radical to some people, but it is. It's actually a way of creating division and it's a way to keep the Asian community quiet because they should have nothing to complain about. But as you saw in the earlier slides, there's a great disparity with education levels and socioeconomic levels within the Asian community within the United States. Another challenge that we had was a lack of formal support organizationally. So there were a couple of folks that were working in DEI space within Red Hat. We did have an office related to diversity just recently formed, but that did not exist when we decided to start this organization. And so a lot of it had to be led and volunteer run. And so there was such emotional labor associated with having to create an infrastructure from scratch. And also with having to educate people about why the model minority myth was not something that was beneficial, was something that actually was very detrimental and not in service of the greater good, not just for the Asian community, but also for diversity, equity, and inclusion issues at large. And then there were just some other things, these other layers related to being within the Asian community. The fact that there was honestly some cultural discomfort with putting ourselves in the public eye, that's not something that we were really used to and it really meant having to put ourselves out there. And it was kind of scary, particularly because one of the top issues that came to the forefront were mental health issues that were arising within our community and trying to find ways to assist with those issues coming up. And then also, there were issues with the fact there was the internalization of racism and how do we deal with the issues of intersectionality with other groups because past animosity, for instance, between the Asian and Black communities. And of course, we were asked to do a global mission and it was hard to do it because we're all North America, specifically with the North Carolina. And we wanted to, like I said, provide a united group for everyone who was there including the Pacific Islander groups. We actually originally had Pacific Islander in our name but there was feedback from associates in APAC that Pacific Islander was an American thing and so we were asked to drop it. But I still regret that we don't have that in our name, particularly because they had several Pacific Islanders reach out to me and they said the Asian network does not acknowledge me by name. And I said, you're right. Asians and Pacific Islanders are not the same but because of our numbers we tend to do it as an umbrella group of people are wondering why that is. It's really actually because it's in service of a political united cause. However, I wanna talk about the flip side of why it was awesome to do this ERG and it was the opportunity related to the intersectionality that I mentioned earlier. So we do a lot of intersectionality efforts and one of the intersectionality efforts that I'm really proud of is the work that we're doing with Black United Leadership and Diversity, the BUILD organization because we realized we wanted to provide an example of intersectionality first with the two largest underrepresented groups at Red Hat and also because we want to acknowledge that there have been issues between our two communities within a national historical context and we want to model that we could partner with each other successfully and advocate for each other and raise each other up. And so we have a joint workshop that's planned for both communities that we're gonna hopefully include our corporate leadership team on. So we're being really, really ambitious in terms of scoping this and also finding deliverables from these conversations that are gonna take place with the help of an external consultancy. We've also done joint workshops with a native indigenous group as well as with neurodiversity and we're partnering with all the other groups such as diversibilities, pride, women's leadership community, UNITOS and the military veterans. And so we've created all sorts of new relationships that would have never been possible by creating this ERG. We're here to celebrate each other, to amplify each other. Yes, it's also a space to express grief and frustration but really we're here to lift each other up, to create success for people within the Asian community, within the Asian diaspora but also for other groups who are not as represented. We feel like it's very, very important to partner with other groups and to amplify their voices too. The one thing that applies to all of our groups is colonialism, it's imperialism. So when people are like, okay, you're focused on the US, how does this scale globally? My response is, hey, every region in the world has been affected by some form of imperialism, some form of colonialism, some form of power system that's interested in keeping people divided instead of uniting them. And so we're really interested in uniting people. So you can get this on the slides later but here are a list of resources that we provide. We have a webpage as well as a number of workshops that we've created. And then I just wanted to cite this report by McKinsey and it cites an employee resource group as being really key to helping Asian-American associates be successful and so I wanted to put that out there and say, hey, you know what, that's actually being recognized as something that's really, really necessary for the success of Asian associates within companies. And then I'm just gonna add with a slide around diversity, equity, inclusion, and justice. I won't read through it, you can read through it later on my slides because they're posted. But just wanna know, want people to know that we're really wanting to make sure that we have a whole conversation about the authentic self and that's really what diversity, equity, inclusion, and justice is all about. And so keep in touch with me. This is my information. I will be at the Red Hat booth immediately after this presentation if anyone wants to chat. You can connect with me also on Twitter and LinkedIn and thank you very much for your time. I'm trying now, until you guys said something and then I saw what was going on. You know, my daughter's married to a girl and she never spoke to me about any of this stuff until I asked her. She's like, oh yeah, this is going on over there. Yeah, I mean, I think one of the things that I've found is that a lot of us tend to suffer in silence and what the pandemic brought out was that we couldn't do that anymore. Like it just was an untenable situation to remain quiet about the things that were happening with ourselves and with our families and with our greater communities, you know. And it was affecting us in the workplace because you're at home all the time but you're sitting with all these things that are heavy. And so how do you tell people this? Because it's like as an individual, it's really scary but if you can do it as a group, it's so much easier to say, hey, this resource group is talking about these issues and it's affecting me versus me coming as an individual in a conversation and saying, you know, this affects me and people going, oh, okay, you're just one person. Well, you know, we feel bad for you but this, you know, doesn't affect the rest of the team. So, you know, like we're not trying to be unempathetic but it doesn't really matter to us. And that's what people were hearing is that when they were trying to approach their managers or teams about the fact that they were worried about like family members, like maybe they were living, you know, somewhere on the East Coast and their family was in the Bay Area and there were a lot of tax going there. Like how do you tell people, I'm afraid that my, you know, my parents are gonna be attacked and possibly killed. You know, so there is also the issue of the secondary trauma that happens with incidents like that even like if it doesn't affect you, it just, it stays with you and it resonates with you and it does, it affects you and it's just, it's a cumulative effect and it's also just amplified by everything that's going on. I mean, these issues have always been here but it's the amplification of them that I think that finally caused, you know, the five of us to finally act upon this and say, you know what, we know we're not the only people going through this and we wanna make sure that people are seen and heard and that we erase invisibility, so. So anyway, thank you. I guess I need to unmic myself now because I'm done. But come by the red hat please if you wanna chat some more. I really appreciate seeing all of you here. Thank you.